Builders working with Real Estate Agents

www.timberlinepm.com

Rules of Engagement.
Roger shares his own Top 5 list for attracting the best Realtors and developing lasting and profitable working relationships with them.

#1.  Find and court the top selling Realtors and their broker.  “I like to start from the top down.  I like to find out who the best selling agents – not listing agents – are and approach them and their broker jointly.”

#2.  Educate new Realtors as to what you have to offer. “Show them the advantages to working with new home sales, because they don’t get that in real estate school.

#3.  Treat Realtors as part of your extended sales team.  “Get their email and send them updates, but make sure you understand what kind of updates they want and how often as individuals.  Don’t try to send blanket communications; treat them with the same respect you would a client.  Use the phone.”

#4.  Don’t try cheap tricks.  “Don’t throw money into outlandish incentives to Realtors; it actually will alienate the ‘super-pros.’ Remember, on the face of the contract we have to show commissions paid to outside brokers.  Savvy buyers won’t flinch at a 3% commission, but you start throwing in incentives and discounts to outside agents, that throws up a red flag to smart buyers and it can work against you.”

#5.  Make every sale a Big Deal.  “Use a little showmanship.  Instead of mailing their copy of the sales agreement to the Realtor and broker, deliver it by hand.  Walk into their office with a logo cup from your building company filled with Kisses and with a helium balloon tied to it imprinted with ‘We love our Realtors!’  Make it a Grand Event.  All the other agents are going to see that balloon flying around and will want to get with the program.”

However you do it, forging strong relationships with top-selling Realtors just makes sense.  And, in today’s market, can’t you use as many ‘feet on the street’ as you can get to market you homes?

thanks for the great article from :

http://builderradio.com/blog/?p=937