The last installment was more geared toward brokers and team leaders so I will make this one for agents. I’ll warn you: This strategy will not make you friends, but it will make you money. If you are like most agents today, you are struggling for sales opportunities. You know what to do when you find a new customer, and hopefully, you do a great job. The problem is finding enough customers.
Here’s a great way to find new customers, and it costs almost nothing. It works best if you have a pickup truck or mini-van, but that isn’t necessary. You will be working out of your vehicle, so it is important that it be clean and nice looking, whatever it is. Here is your investment: Go out and buy some magnetic signs that say “New Home Sales” and your company name as required by law. Contact local builders and tell them you are specializing in new construction sales, but would like to represent buyers.
Almost all builders (regardless of their listing agent) will be happy to supply you with floor plans, feature sheets, subdivision maps, pricing, etc. that you can put together into a three ring binder. Now all you have to do is be driving around in those new construction neighborhoods about the time people come by to look at homes.
You are an “expert” since you have the specifics on every home, you have a builder key, and you have your sign on your vehicle telling the world you are! So every evening (from about 4:00 to 7:00, you troll for new home buyers. You have a mobile file cabinet with all your forms and supplies, and you can write an offer from the home or from your vehicle.
The listing company will often not appreciate your trolling for buyers in “their” neighborhood. Tough! You are not representing the builder, they are. But you have every right to represent buyers of new homes. What’s particularly cool about this strategy is that at about the same time most agents are going home from spending the day in the model home, the traffic in the neighborhood begins to pick up as buyers are cruising around after work looking for their next dream house.
You have the expertise, the key, the flashlight (if need be), and all the paperwork to make it easy. Your lender is on call. Nobody else is around to help them, and you just got an easy sale by being in the right place at the right time. Plus, it’s new construction so there won’t be problems with appraisals, inspections, or unmotivated sellers. Better yet, the prices will be higher, and your clients will be thrilled! How cool is that?! That’s Max-Bang!
View all articles in this series:
- Max-Bang Series: Starting with Basics
- Max-Bang Series: Open House ’til it Sells!
- Max-Bang Series: Become a New Home Specialist
- Max-Bang Series: Make an Offer They Can’t Refuse!
- Max-Bang Series: Help a FSBO Go Hi-Tech!
- Max-Bang Series: Let a Lender Pay Your Ad Bill!
- Max-Bang Series: Build Your Seller a Website!
- Max-Bang Series: Fire Your Receptionist!
- Max-Bang Series: Incorporate Yourself!
- Max-Bang Series: Just Say NO to E&O!
- Max-Bang Series: Fire Your Phone Company!
- Max-Bang Series: Become the Resident Genius!
- Max-Bang Series: Start a Relocation Company!
- Max-Bang Series: Free Advertising!
- Max-Bang Series: Add Video for Free!
- Max-Bang Series: Hire Part-time Agents!
- Max-Bang Series: Add an Admin Fee!
- Max-Bang Series: Free Electronic Document Archival!
- Max-Bang Series: Making a Great Referral!
- Max-Bang Series: Lose the Overhead!
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Matt Jones is the founder and CEO of FavoriteAgent.com, nationally syndicated columnist, broker, and best selling author of LCM: The Secret to Success in the New Age of Real Estate, The Ultimate Listing Presentation, Traffic: How to Sell Fast and Net More, Becoming a Mega-Producer, The Science of Online Marketing, 10 Steps to Real Estate Success, 20 Questions: Everything You Always Wanted to Know about Real Estate but Were Afraid to Ask, The Virtual Office Model, Max-Bang!, and The NEW Ultimate Listing Presentation. Jones' North Carolina-based company has been profiled by major media outlets as an innovator and a pioneer in the industry, and CNN's Pulse on America claimed FavoriteAgent.com is "changing the way real estate is being done in America." This article is syndicated in the following locations: iTunes, YouTube, Stitcher Radio, BlogMattBlog.com, RealBlogging.com, NewsGeni.us, TheCommissionCheck.com, RevampedAgent.com, and now Amazon Kindle.