What is the best way, as a real estate agent, to connect with a builder, and how often should you reach out?
Consider reaching out to that new home sales agent. While it may seem like a lot, I suggest you make some kind of connection on a weekly basis. I also realize that it may be impossible because there are so many different communities; however, agents, who are accustomed to already having a geographical farm area (this means they target a specific neighborhood or a zip code where they’ll market to as the area specialist) I would suggest you apply same concept to your new home communities visits as well. So, this would also apply if you dont have a farm, and are working more from touching your database; just as often as you touch your database, consider reaching out to that new home sales agent in similar fashion. Most importantly, show you’re interested in their community, and come from a place of service; offer help with their contingent buyers, give them your insights on what is occurring in the re-sale market, ask them to provide you with some talking points on the benefits of buying new and in their community, etc. Ultimately, if you come from a place of offering them value, they’ll realize you are someone they can trust and that they can even use as an advocate for their community.
Make a human connection. These builders and sales agents are people too, and by visiting them, even to offer them a cup of coffee or a friendly hello, you can make that human connection and transition into a conversation to talk business far easier. Besides connecting on that human level, I would give as much importance to spending time in the surrounding community and learning all you can about the projects that are being built, and who the new home agents selling those homes are.
For example, consider Park Place in Ontario Ranch, you have a Costco that just opened, In n Out Burger that will be coming soon, other retail on the horizon, plus other builders building as well, and guess what? Even though they are not all not necessarily a Lewis Planned Community, they are all mportant pieces of a beautiful puzzle that will make this community a special place to live.
Put yourself out there. Visit one builder one week, then another the following week; it’s relationships that tie you to success. Whatever schedule works for you will be the best route, and if weekly is what works—fantastic! Consequently, if you establish a good enough relationship with sales agents, they’ll even look forward to seeing you on a regular basis.
Even though in some cases a builder might not refer you, if you have a rapport, a good relationship with them, and they know you have a vested interest in that community, they’re going to be more inclined to at least point a contingent buyer client in your direction. If you’re the most interested agent— be sure to show them. Learn about the community situation as a whole, go over to the actual construction site; with permission and hard hat from community of course. Trust me when I say, if it means a potential sale for them, they’re going to be more than happy to show you where the home is being built, and where the lot lines are. Become the community expert.
Establish rapport. Be an actual friend to the new home sales agent, but also learn to leverage that. The more rapport you have, the closer your connection will be, and that should translate to they being more inclined to provide you with gold-nugget information about their community. They’ll realize that you’re going to translate that energy, interest and relationship into bringing your clients to see their new homes.
In summary, consider getting to know the new home agents at Park Place and The Preserve at Chino. Schedule a time to stop by. Build your network and earn the rewards. Happy Trails!
Broker and Agent resource: [Infographic] Why Your Clients Are Choosing to Rent And Not Buy
You might be wondering why so many clients are opting to rent rather than buy. The truth is, there are many reasons why this could be the case. In today’s world, people tend to settle down later in life, and renting provides them with much-needed flexibility. Read the infographic.