Attention Home Builders

By
Real Estate Broker/Owner with Mike Farmer Realty

I wrote a blog earlier saying I don't usually give advice, but I'm going to give some; however, it's more like a rant.

Teach your salespeople how to read situations! Listen, when I've been with buyers for a couple of days and we've developed a laid back relationship based on trust and no-pressure, then we show up at Sunny Honeydew Subdivision and the onsite salesperson (OSP), Chad, jumps on the buyers like a  carnival barker on crack, it's such a contrast in styles that it turns the buyers off. I have to spend another 45 minutes explaining that the OSP is having a nervous breakdown, to just ignore him and look at the houses objectively.

But, I swear, it's difficult to ignore. That type of pushy, brash, spiel-barf is so yesterday you ought to be ashamed.

Teach these over-eager OSPs to flow with the buyer agent, not take charge and aggravate the buyers - I promise, you'll sell more homes.

The key is to be a partner with the BA, to slide into the groove already established, not disrupt the natural process by blabbering and playing 20 Questions Learned In Training. Just open the freaking house!

And it's not just my pet peeve. Buyers are making fun of the OSPs when we drive out - they shake their heads, laugh and are amazed at the tactics. I have come to believe the way to sell is to not sell. Relax! Just give good information and if the product is desirable, they will buy.

(Not all onsite salespeople are like this, and if you are one not like this, don't be mad, be thankful)

Mike from Savannah

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Rainmaker
224,121
Laurie Mindnich
Centennial, CO
Very interesting observation- sounds like the on site person was doing the job that the desperate builders are insisting on right now.  Having been given MANY spiels over the years by various builders, it was common knowledge that if they appeared with a real estate agent, the polite thing to do was to tone it down to a bare minimum, permitting input from the agent.  From my perspective, the real estate agent became my "customer" at that point, and unless (as they sometimes did) they gave me free reign, they established the pace of the presentation.  Maybe you're running into eager new people, anxious to try out the required (yes, required) dialogue.  Either way, it's rude- I agree with you.
Jan 29, 2008 10:14 PM #1
Ambassador
920,351
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate
Good point. I think the sales people in models are under so much pressure to sell, and are held accountable that they get pushy and it would be much more effective to go with the flow. 
Jan 29, 2008 10:19 PM #2
Rainer
5,269
Mike Farmer
Mike Farmer Realty - Savannah, GA
Yes, I imagine "pressure" has a lot to do with it. It takes experience and confidence to calmly and intelligently allow the process to unfold.
Jan 29, 2008 10:46 PM #3
Ambassador
1,119,475
Russ Ravary ~ Metro Detroit Realtor call (248) 310-6239
Real Estate One - Commerce, MI
Michigan homes for sale ~ yesmyrealtor@gmail.com
I had a similar experience in the last few weeks at Cherry Hill Village, in Canton Michigan.  The builder was the guy that was really selling.  Trying to tell the people that the homes are selling fast.  Trying to tell me and the buyers that he sold a large number of homes last years.  The numbers were stretched and then half of the real number was sold by another builder.  The worst thing was that he had a home listed in the MLS advertising it for sale when it was sold.  Not following the mls rules and wasting our time.  We thought the home was for sale!
Jan 29, 2008 11:01 PM #4
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895,835
Larry Bettag
Cherry Creek Mortgage Illinois Residential Mortgage License LMB #0005759 Cherry Creek Mortgage NMLS #: 3001 - Saint Charles, IL
Vice-President of National Production
I hate the spiels....relational over tranaactional will work every time.
Jan 29, 2008 11:04 PM #5
Rainer
5,269
Mike Farmer
Mike Farmer Realty - Savannah, GA
Yes, around here buiders took agents for granted for so long and didn't establish relationships, that now they don't know how and don't really understand what we do. They think they can get any salesperson to sit on site and regurgitate spiels and this will work. They are just beginning to realize (hopefully) they need experienced real estate professionals with buyer agents skills to bring them buyers.
Jan 29, 2008 11:38 PM #6
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Rainer
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