Realtors: Meet Two Objectives At Builder Events And Watch Your Sales Increase

If at all possible, every Realtor in the market should attend a builder’s  open house, with two objectives:

1. Get an update on the location story

2. Meet the top producing cobroker for that community

Here’s what you probably do now: get a drink, socialize a minute or two, wander around the models, get something to eat then sit the rest of the night with the people from your office. The same ones you were with that morning at the sales meeting or some friends you had planned to there.

Here is a better plan:

1. Get a location update –After you arrive, get your beverage then head straight to find one of the sales consultants that is on site at that sales office. Her her take you to the site table and give you the location story and the ‘urgency’ story. They have one, and it is usually shared  at the site table. But what you really want to know is an updated location story,because knowing the location story and some details about the schools, parks, and playgrounds may help you with your resales and listing presentations.

2. Meet the top cobroker for that community. As you are building a relationship with the onsite consultant, learning about the location, ask her if their top selling cobroker is there. They might say “No, but she is expected to.”.  Tell the consultant you would appreciate an introduction. When you meet this person, ask them two questions:

1. What do they like most about this builder?

2. What other builders in the area do they take or not take their prospects to?

Hearing this from a producing new homes Realtor will add confidence and trust. Once you have this information, get your food and sit at the table with your friend or fellow agents and enjoy the evening.

The good news is that you have accomplished some important business in a short period of time, that those who about through eating about the time you sat down, will never appreciate or know.

Interestingly enough, the better resale presentation you can make the more of both new and resales you will sell. And who better to help you, than the home builder’s new homes sales staff.  A word to new agents. Make it your business to attend every builder open house you can. Then go with the purpose of meeting the two objective here. If there is a faster way to learn about a market area in your town, I am now aware of it.

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