DW: How do you market yourself in the area of new homes?
SM: We visit new-home sites and drop off brochures. We also meet with builders at their sales meetings to discuss our program. When they come to our meetings, we reverse market by finding out where they’re looking for land, where they’re located and if they’re open to utilizing our program. When we come across potential lots worthy of subdivision, we take the properties to them. Additionally, we network with local New Homes Guide reps to get in front of builders.
DW: What strategies do you have in place to grow your business success?
SM: Not only are we going to bring on more builders to market our program to, we’re also going to find more tear-down/assemblage opportunities and continue to grow our relationship with the Brambleton New Home Sales Center. We’re also going to get more aggressive with our guarantee buy/lease program.
DW: Any other advice you’d like to offer?
SM: As our success in the new-homes arena demonstrates, there’s almost unlimited opportunity, but it’s essential to arm yourself with the knowledge and expertise to serve both builders and new-home buyers professionally. I became a Certified New Home Specialist™ in 2007 and encourage everyone in real estate to take advantage of this educational opportunity. The new-homes market is growing quickly and will continue to play a major role in real estate long into the future.
Dennis Walsh is co-founder and CEO of Dennis Walsh & Associates, Inc., based in Newport Beach, Calif., recognized as real estate’s No. 1 source for training and sales tools specific to new home sales and residential construction. He is also author of the book “Real Estate’s Best Kept Secret.” More than 150,000 real estate professionals have enjoyed Dennis’ presentations, Certified New Home Specialist™ (CNHS), Residential Construction Certified™ (RCC) and 203K Specialist courses. For more information, visit www.sellnewhomes.com or call 800.428.1122.
