Looking for Fresh Ideas on increasing Broker traffic

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Real Estate Agent with Hagood Homes
In a soft market, the competition is obviously fierce.  My builder offers great product in a great neighborhood, however I find myself competing with resales (built just recently by the same great builder).  My model wows them when they get in the door, but what new ideas are out there to get the agents to show my model and available homes.  (besides luncheons, commission incentives, email flyers, etc)  What's worked or hasn't worked for you?
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Rainer
5,796
Jackie Moye
CSP
Bob Parks Realty

We use some similar ideas...A big one was $250.00 gas card for non contingent contracts once the agent delivered the lender approval to our office...

The eating lunch in Office Groups at a table another BIG PLUS...

Agent Bonus $500 for attending all required meetings with the Buyer (4 total meetings during the construction and final walk thru)

These incentives keep the Buyers Agent involved and reward them for doing their job

July 28, 2007 09:53 PM
Ambassador
555,286
Julie Chapman
New Homes Sales
When I offered $10,000 bonuses for sales made to the outside Realtors in a community, I think I sold 3 or 4 homes that month in the community but outside Realtors sold none.....nor did my outside Realtor showings increase......maybe the upfront commission idea is a good one.......
December 15, 2007 01:54 PM
Ambassador
1,895,058
Steve Hoffacker
New Home Sales Trainer/Coach, Sales Books Author
Hoffacker Associates LLC
Competing against a late model used home is tough, but the chief advantage is that it's new. Everyone courts the agents and there are a limited number of them. Forget the masses and specialize.
February 26, 2008 06:54 PM
Rainer
6,559
Andrea West
Hagood Homes

Thanks Steve - I hate a used home (along with the used bathtubs, fingernails in the carpet and Lord knows what else! 

These days, agents are my clients, my job recently has been courting them while going out to grab the new business and referrals.  Any free advice on specializing????

February 27, 2008 09:06 AM
Rainer
10,315
Marc Hargraves
CNHS
Classic Communities Corporation

Cash and incentives have always worked out the best.  I spent the last five years as VP of Sales for a new home builder and getting Realtors to show our new homes is always a challenge. 

 I have found that paying the commission after contingencies are removed has been beneficial.  It an agent can get paid quickly, they are very open to working with you.

Don't skimp on the commissions.  Most builders don't like to pay on options.  Again, once we started paying on the total contract price vs. the base price co-broker sales increased.

We also had success with the "phone in your registration" program.  We let agents register their clients over the phone instead of having to walk them through the front door.

Yes, of course food works to get the agents to view your home, but be different.  Try a twilight open house.  We use to do wine and cheese open houses for agents monthly.  The word got around and the open houses got better each month.

Those are just a few things that worked for us.  Best of luck to you. 

April 02, 2008 02:34 PM
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Rainer
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Andrea West

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