Are you the best agent for "your builder"?

We're using "your builder" in quotes because in the markets we cover as brokers most builders have a specific agent that they rely on for the purchases and sales of their projects.  It's also not uncommon for the builder's agent to be a major contributor for finding prospective clients for "their builder".  That means finding them a customer interested in building a new custom home.

In our experience, these relationships are very tight.  Everyone in the local business seems to know that Betty handles John's business, and there is kind of an unwritten rule not to interfere.

So, one of my question is this......is there a particular strategy or skill that makes one agent (or broker for that matter) better at this function than another agent (or broker)?  Is there a special trait that one needs to handle these profitable relationships?

Now, we all know there is nothing better than selling new construction - it's at the top of the real estate food chain.  But then, what's not to like, it's new!  The smell of fresh paint, shiny new amenities: oven, baths, laundry - every things new and great:)  

The commissions aren't bad either - new construction often means a premium price to the older stock in town.  So it seems that having a relationship with a builder or builders can not only be lucrative, but special in a way that the product is usually more in demand.

I just listened to an interview with Robert Schiller of Case/Schiller (housing expert), and he talked about the potential lack of demand long-term for older homes - especially from the next generation of buyers - so, once again, the preference towards new is likely to continue for a very long, long time.

If you buy into this scenario, then as an agent, don't we all want to know what it takes to become a valuable asset to the builder community or better yet, what value proposition can an agent offer a builder in order to capture more share of this great sector of the business?

Are you doing what it takes to keep "your builder"?

Disclaimer: All markets have local characteristics and every market is unique.  If your an agent or broker where this conversation applies - you'll know it.  If this content doesn't apply in the market you work in - you'll know that as well.

Thanks,