Partnering with Brokers to Win More Sales

by Quint Lears

Overview

If you are a builder or builder’s representative, you have an uphill road with many obstacles when it comes to working with brokers. This book will give you hard-won, practical suggestions to help your company create long-term, powerful, and productive relationships with your local real estate brokers. Partnering with Brokers to Win More Sales is the first book in the industry dedicated to educating builders and new home salespeople on how to work effectively with real estate brokers to increase new home sales.

Product Details

ISBN-13:	9780867187625
Publisher:	National Association of Home Builders
Publication date:	01/01/2018
Edition description:	None
Pages:	144
Product dimensions:	6.00(w) x 9.00(h) x 0.40(d)

About the Author

Quint Lears, MIRM is the creator and host of NewHomeSales.com, an online media platform featuring insights, ideas, and best practices from top new home sales, marketing, and home building professionals. He is also a Realtor specializing in new home sales in Las Cruces, NM.

Table of Contents

About the Author vii

Preface ix

Acknowledgments x

Part 1 Why

1 Break From the Pack 1

2 Why Builders Need Brokers 5

3 Where Brokers Win 7

4 Synergy! 13

5 Why the Brokers Need Us 15

6 What You Will Need 17

Part 2 Building Rapport

7 Building Relationships: A Top Down Approach 21

8 Make the Broker Your Customer 25

9 Appreciation and Recognition 31

10 Look to the "Littles" 35

11 Remember to Become a Member 39

Part 3 Power Presentations

12 Company Story 45

13 Be Different! 49

14 Position Your Company and Your Sales Team 55

15 New Beats Used 59

16 Office Presentations 67

17 Model Home Events 71

18 Educating the Real Estate Community 75

Part 4 Agreements, Commissions and Bonuses

19 Clarity About Compensation 81

20 Broker Bonuses 85

21 Broker Must Be Present 91

22 Listing Agreements 95

Part 5 Tips and Traps

23 Ask the Brokers 101

24 Builder Info Binders 105

25 If They Can't Find You, You Don't Exist 109

26 Flags, Signs, and Promotional Materials 113

27 Internet Marketing, Websites, and Social Media 117

28 Lean, Clean, and Mean 121

29 Putting it All Together 125

30 Bonus Section: Community Suggestions and Action Points 127