I’m a firm believer that there is more than one way to do “good business.” What is “good business?” It’s taking advantage of opportunities that others will never secure because of their unwillingness to let go of “old thinking.”
What is “old thinking?” It’s walking on the same walkway that every other agent walks today. It’s making decisions that are typical of every other agent. It’s comparable to “pissing up a rope.” Did I really say that?? Oh, my! Read this quickly! They may take it down!
Real estate agents have always been labeled with the tag of being focused on commission. That’s very shortsighted. We’re all in this to make money, but I like making decisions that result in a significant amount of money with plenty of inventory for the future.
I’ve had significant experience with witnessing other agents in action. From their results, I made a decision on how I would secure MY business with builders. There were both small and massive production type builders. I worked both identically.
The small builders provided me with immediate inventory; while the big builders filled my future with hundreds of single family and condo listings. I was very spoiled with density concepts.
None of that could ever be accomplished without exercising “good business” decisions. Greed was a word that never entered my mind. Grabbing that commission dollar was never in my focus. Inventory was my only vision. Subdivisions filled with future single family homes on lots. I would envision the plan of each tract of land and estimate the number of lots after deducting a percentage for roads, conservation land and other buffers. Those were the thoughts that kept me on track.
To find land I used a variety of postcards to land owners consistently. The key phrase on the very simple message was “no commission charged.” My phone rang, and it never stopped.
Not every parcel was desirable, but some were prime!! That one statement with three simple words, “no commission charged,” resulted in 40 subdivisions over a 20+ year period. I had a steady flow of business with no team.
Teams were not popular during those years. Another plan needed to be put in place. I wanted to spend my weekends on Cape Cod, and I did.
I gave away the resales that were lived in by those who bought new homes. There was no referral fee to me. In return, I wanted coverage on weekends with open house events. Worked like a charm!!! I fed them, and they were my assistants!! No GREED!!! No Referral Fees to ME!! Just Good Business.
I stopped beating the pavement at 59, and just provided marketing for my team, and now it’s my daughter’s team. I often think about shutting it all down and becoming a MA Licensed Trainer at the YMCA and work directly with weight loss patients at the local hospital. 73 is not an ideal age to take on that challenge, but I DO think about it!!
I hope this rambling sparks a new way of thinking for those who want to improve and increase their business with new homes. Discuss the program with a builder; if there’s interest, have him/her sign an agreement that you will have the listing of the new home, if you waive your land fee. Then prepare a postcard and search for “land” owners with public record that MLS provides or a database from your local town/city hall.
You could also buy a database from Accudata for "land" in a town. I think the cost is $200 no matter what the count may be. Start mailing to as many at a time as you are financially able. Your phone will ring…. And don’t think about money….think about the future deals.