My last post suggested that agents broaden their horizons and include new construction in their search for business. Investigate the new communities in your area and make yourself a "known entity" to the builder or on-site supervisor in those subdivisions.
There will be some agents who are well versed in new construction, and you will soon notice that local agents are being hired to market subdivisions that were previously serviced by in-house employees. There are a few builders here who now realize that the competition is too great, and they need to move the product.
This is the perfect time to create a business brochure that describes your experience with new construction and your marketing ability. That brochure should be a reflection of how and what you think about new construction. It should display a sample of new properties that you've sold; land that you've handled for builders; photos of homes that will show the builder the magnitude of some of the properties that you have marketed and the towns in which they were located.
The brochure should display a sampling of your expertise in new construction. There should be a resume, testimonials and any other powerful and pertinent information about marketing that you know the builder does not have available to him now, but needs, in order to move the product.
Be prepared for a formal presentation, once you have introduced yourself, either in person or by mail, if the owner is off site. Every builder will "cave" at some point. The banks want these properties sold, and if the builders are not capable of marketing to present day standards, this is your cue for "show time." You must get your foot in the door, and you must be prepared. It will be a "one shot deal."
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