Are Realtor Relations Really Worth the Effort?

In this month's issue, we sit down with new home sales professionals Garrett Carson, Jeff Kaizer and Brad Dunaway:

John Rymer: Many home sales professionals attribute their success to effective Realtor relations. Have Realtors played an important role in your success? How do you find the top Realtors in your area, and how do you make sure they stay aware of you and your community?

Garrett Carson: Great rapport with Realtors is very important. Here are a few tips:

• Always treat Realtors fairly and make them feel welcome.
• Always show respect to both the Realtor and his or her client.
• Don't prejudge the client's ability to purchase. The Realtor has taken the time to bring his or her client to me; the client must already be pre-qualified and is the best quality customer I have.
• Make your Realtors feel that all they have to do is bring to in a customer and sign them up so that I can make the sale for them. Once they experience the way you handle their customer, your knowledge and your approach, they will be comfortable bringing other clients to you. That's how you build repeat Realtor business that keeps paying you back.

Jeff Kaizer: When I was new to new home sales, I learned that it's important to keep inside the Realtor loop. I accomplish this by developing a "core of five" — strong relationships with five of the best of the best Realtors in my market. They keep me informed of what goes on in those circles, which helps us to do a lot of business back and forth. About 50 percent of my business comes from co-brokering. I refer to them, they refer to me and they recommend others to work with me. That results in an increasing sphere of influence among Realtors and increases my business.

Brad Dunaway: Focus on the busy Realtors, those with a high sales volume. If all they have to do is walk through the door, get their client registered and come back in six months to collect a check, they're sure to enjoy working with you.

You have to be visible because Realtors will forget about you. Remember, your project is top of mind with you, but to a general Realtor, it competes with re-sales and probably 50 other new home projects. Staying in front of Realtors can range from sending thank-you cards and making phone calls, to visiting their sales meetings, or making sure you get your flyers in their mailboxes to remind them of your inventory.

It's also very important to reward those who have worked with you, whether it's one time or multiple times. Fresh flowers delivered each week or a dinner certificate to a nice restaurant is always appreciated. If you're thinking about them, they'll remember you and you'll get their bread and butter business.

For more information please go to NewHomeKnowledge.com