Marketing To Other Real Estate Professionals
August 8th, 2007 Posted in Curt's Articles, How To Sell HomesA great way to increase your sales and income, is to ask for help from other Real Estate Professionals. If you are a Sales Consultant for a Home Builder, it is imperative that you become business partners with a few different Real Estate Agents. What I mean by business partners, is essentially to work in cohesion with one another so that all three parties benefit. That means you, the Real Estate Agent, and the buyer. The goal is to create a win-win-win situation.
I cannot stress enough, how important it is for sales consultants to forge a relationship bond with Real Estate Agents. Find out who the top producers are in a particular office. Single them out and make an effort to meet with them. If possible, take them to lunch, pick their brain for new ideas. Find out the type of clients that they typically work with, what price range of homes do they normally sell. Ask them how they want to be communicated with and find out how you can help them. Make the relationship reciprocal, if they are going to bring you new business, figure out a way to be of assistance to them.
Most times this is what happens. The sales consultant will print out a bunch of copies of their available homes, then they take them to the real estate office and stuff their mailboxes with them. Then they go back to their sales office and wonder why they are not seeing any new sales.
Think about it, why would somebody that you don’t know, go out of their way to find your office with their clients? It makes no sense. If they don’t have a trusting relationship with you in advance, you will never see them in your office. The Real Estate Agent has spent a large amount of time with their client and invested a great deal of energy as well. To risk all that time, their integrity, and their clients future happiness with an unknown variable such as yourself is about as likely as finding a needle in a haystack.
It’s like that scene from the movie Field of Dreams, “If you build it, they will come.” If you build the relationship first, they will bring their clients to you.