Do you remember the song "there was an old woman who swallowed a fly?" It felt a bit like that today when I first read a post by Tammy White "Is Your Business Built for Speed or Endurance and then a follow-up by Lenn Harley "Train Like a Champion and You'll Become One". As I was making a comment on Lenn's post it hit me, his could be a post of it's own.
At least once a week I make time in my schedule to tour new home communities to discuss inventory, incentives, timeframes, models and more. Since I've been marketing and selling new condo and townhouse projects myself in Woodbridge VA, along with the rest of my real estate business, knowing all of the inventory is important to me.
Often someone will stop into my office to inquiry about a project I'm marketing and not all of the time is the project the right fit. However that doesn't mean I send them out the door and say BYE-BYE. Instead we start to talk about other options. This has lead to a number of sales of resale properties in Belmont Bay and sales at other new home developments as well.
This week a prospect called to discuss Marina Landing in Belmont Bay. As we talked it turned out our project delivery date was outside of when they needed to move and their price point. As we kept talking I asked whether they had considered re-sales in the neighborhood or whether they knew about XYZ development. They weren't interested in re-sales but had left a message at XYZ development but hadn't gotten a return call. Since the development was one I was familiar with I told them about the price range, the types of models available and the projected delivery dates. They were happy to get the information and we made an appointment to meet at my office the following day.
After meeting and talking over their financial qualifications we headed to the other development. The sales person greeted me by name and proceeded to confirm and detail the information I'd given the buyer. They left with a signed reservation agreement for a new home. Had I been content to only know what might be in the MLS this buyer would have kept looking on their own. Instead I'll have another commission check this fall.
There was an old lady who swallowed a fly...but she didn't stop there and neither should you.