We have started an aggressive program of working with Custom Home Builders.  Before we started we interviewed a number of top notch builders in our region to try and find out what type of relationship they had with their Realtors, and more importantly, what type of relationship they wanted to have.

We were amazed to find that their Realtors were nothing more than Order Takers.  Their relationships all started during the good times, ‘build it and they will come'.  They did their normal listing stuff and the homes sold.  With the shift in the market the builders began to realize they needed more. 

The builders would select the subdivisions they wanted to build in, decided what type of home to build and how to finish it out and the price range in which to build with no input from their agent.  They basically pulled it out of their hat with no market data to base their decision on.  Now they find they have millions of dollars of inventory that has been sitting for months or even years.

What they really needed was a Consultant to research the market and provide them with location, product and pricing and to act as a business partner.  They needed someone who would seek out opportunities that would lead to shorter days on market and more profitability for the builder so they would have the cash flow to continue building and keep their heads above water even in this shifting market.

Order Takers build short term relationships.  Consultants build long term relationships.

Which one are you?