My best farming technique is focused on you...the Realtor community.
As a licensed New Construction Sales Consultant I am focused on connecting and partnering with local Realtors, because if you think about it, who works with more buyers than Realtors. (A rhetorical question. No need to raise your hands because I have already absorbed this valuable lesson.)
Successful new construction Realtors are just as responsible for lead generating, follow-up and farming as our counterparts. And I am a fan of good old fashioned broker outreach. It is my goal to introduce my community, educate Realtors on the process of working with Builders and sharing best practices for creating smooth transactions for our buyers.
Weekly we contact area brokerages and schedule a presentation during the team meeting. (Of course we sponsor a breakfast or provide refreshments because as everyone knows it's good to offer food to busy Realtors.)
I arrive early 15 - 30 minutes before the meeting begins to pass out brochures, set up food and mingle with agents.
The presentation follows a general outline:
Builder Story - (differentiating our builder from others in the area. Identify our unique Value proposition.)
Community Story - Briefly discuss details about the homes, square footage, amenities.
Office Procedures - Explain the process for registering clients, the reasoning for agents presence on the first visit
Sales team, office hours, release information. In-house lender, warranties, etc.
Sharing of tips - How agents may become recognized as a New Construction specialist.
Question and Answer period
Collection of business cards - to add interested Realtors to the Community broker list
Finally I invite the agents to a private preview, tour or broker caravan to our community. By hosting a team meeting I have the opportunity to meet from 30 - 50 agents and begin the process of building relationships with interested agents. I have made some great friends who have supported me in different communities throughout Southern California.
My best farming technique is meeting you...the Realtor community!
This blog post was written as a submission to the ActiveRain Challenge - My Best Farming Technique (Sponsored by SmartZip).