Kelly Sauls (Encore Properties)

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Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

I would find out what the goals of the builder are in terms of number of sales, expectation about on site selling, marketing expectations and what he expects from his agent. Without knowing that I don't see how you can write a marketing plan for him or know if you want to work with him. I would use this meeting to find out those things, ask tons of questions about his product and why he thinks he builds good house, how he handles his warranty and after sale service, how satisfied have his past buyers been, listen and get to the bottom of why he is looking for a new agent. Then go back and draft a proposal that will wow him and make him want YOU! Then you let him know what it will take to get you.

Mar 21, 2016 12:21 PM
Certified Mobile Notary Signing Agent - Smith Mountain Lake, VA
Highest Ranked Certified Mobile Notary in Virginia

Know a LICENSED Professional Mortgage Loan Originator that you can partner with to close the deals.   A builder wants to know he can turn his properties over SMOOTHLY !

Showing and getting the properties under contract is only half the battle.   Getting the financing closed is the other half.   Show him you can make BOTH halves happen and he should be yours.   Good Luck with your interview !

Mar 21, 2016 02:24 PM
Evelina Tsigelnitskaya
SIB Realty - Sunny Isles Beach, FL

Wow, how was it?

Dec 03, 2019 11:39 PM
Valeria Mola
SIB Realty - Miami, Sunny Isles Beach - Sunny Isles Beach, FL
305-607-0709 SIB Realty Condos for Sale and Rent

Great answers you got. 

Best of luck.

Dec 03, 2019 05:45 PM
Barbara Todaro
RE/MAX Executive Realty - Happily Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Kelly....I could write many books on this topic.... but the bottom line is "knowledge of the product sells the product" do not attempt to close a builder as you do a homeowner .... every agent will have a marketing need to assume that every agent will have the same or more experience than you....but will they be well versed on information about methods and materials used to build the homes....

as an example, if the builder is using engineered wood, he will be very impressed if you know some details about engineered wood versus dimensional lumber....comparing deflection of the flooring; change in climate and no moisture content in the members, so nothing shrinks or cracking plaster or doors/windows that don't close properly....

that's the type of "casual conversation that one has as they're walking through the home with the builder"...and make sure you ask for a tour with the builder leading the way and doing the chime in when he opens a topic that will make you shine compared to other agents....and ask him to give you details of what he did with his construction that we usually don't find.....

all builders like to be "stroked" and have their work appreciated....they like the compliments....but those complimets need to be complemented by comparing what others are doing....

you need to know what the competition need to know the other subdivisions and how they compare to his... quality is most important....using green products; energy efficiency beyond code!!!  building to "code" is the minimal standard.... if a builder says everything is to code, it's a piece of junk!!!!!

I've listed and sold to completion over 40 subdivision and the first thing I did was to sit for my Massachusetts Builders license.... and I completed every college course in a degree program for building construction....

ALL OF THAT WAS DONE FOR ONE REASON AND THAT'S TO UNDERSTAND AND HAVE KNOWLEDGE OF THE PRODUCT (I never built a home...I can't hang a picture!!! but I can tell you what the rafter line length is if someone wants to change the pitch of a roof....and I don't need a rafter book to do it)...that's knowledge that gets you mileage with every builder.... it doesn't happen overnight.... it will take a couple of years.... but the money that you can make by listing new communities (and many of them) will be well worth it.... 

builders talk...they all meet in a coffee shop at 6:00am to talk, boast and bitch.... and they drop names of real estate one point I had 22 different builders who offered me lots to that point, I was very particular about where my efforts were exerted.... I had two major builders, and that's all I needed....

I've probably not been of much help, but I've given you a path to start your journey, if you want to make new construction your's always allowed me to weather every storm....big builders need to move product no matter what the market conditions, and they understand what needs to be done....they'll drop a price without a problem, if the market changes....

sorry for writing this lengthy "ramble".....


Mar 21, 2016 11:10 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Kelly Sauls wishing you all the best. To begin with, connect with a lender partner and share a plan on how you want to attract the buyers - something unique that no one else is doing there.

Mar 21, 2016 03:21 PM
Harry Norman, REALTORS® - Atlanta, GA
Associate Broker

Good luck and contractulations. Be yourself and be super prepare.

Mar 21, 2016 12:45 PM
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Come from contribution.  Are you set up to cover the subdivision on a regular basis.  Maybe talk to some other builders and find out what they are looking for

Mar 21, 2016 12:20 PM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

parked and reading...and... Barbara Todaro may have some ideas on this

Mar 21, 2016 10:34 PM
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance
  1. How does your marketing plan stack up against the competition also selling new homes in the area?
  2. Who is paying for that effort? And,
  3. what are the expectations of the builder regarding your production? Answer those questions, and you will be well on your way.
Mar 21, 2016 09:41 PM
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Debbie Reynolds has some excellent suggestions.   If you don't follow Barbara Todaro I'd suggest you do so and then use her name and new homes for marketing ideas -- she has incredible experience in this arena.  

Mar 21, 2016 08:33 PM
Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

Debbie Reynolds has some great advice. 

Mar 22, 2016 09:10 AM
Tony Lewis
Summit Real Estate Group - Valencia, CA
Summit Real Estate Group Valencia & Aliso Viejo

Dress well, act well, speak well, be professional, answer questions showing knowledge and experience, ask intelligent questions, make sure you want the job, if so, get it!

Mar 22, 2016 07:19 AM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Ask a lot of questions about his project and let him talk.

Mar 22, 2016 02:10 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Know the area.

Mar 22, 2016 01:52 AM
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

I would give Barbara Todaro a call and see what advice she can offer.

I hope it goes well for you Kelly!

Mar 22, 2016 01:32 AM
John McCormack, CRS
Albuquerque Homes Realty - Albuquerque, NM
Honesty, Integrity, Results, Experienced. HIRE Me!

Debbie Reynolds has this one.

Mar 22, 2016 12:13 AM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Go out of your way to send this message: I only want to make money if you do. I am here for you and not just for now but long term as well.

Mar 22, 2016 12:12 AM
Roy Kelley
Retired - Gaithersburg, MD

New home sales expert Debbie Reynolds has provided sound advice for you.

Mar 21, 2016 11:42 PM
Marco Giancola
Beachfront Realty - Miami Beach, FL
Realtor (305)608-1922, Miami Beach Florida

Good luck this could be a game changer!

Mar 21, 2016 09:27 PM
Kat Palmiotti
406-270-3667,, Broker/REALTOR® - Kalispell, MT
Helping your Montana dreams take root

I love Debbie's suggestions. I don't have an answer but am lurking to see what others suggest.

Mar 21, 2016 08:27 PM
Kathleen Luiten
Resort and Second-Home Specialist - Princeville, HI
Kauai Luxury Ocean Home Sales

Do you homework on what this builder has wanted for previous developments, what is currently standard (and above) services for exclusive agreements in your area, know the common commission terms, etc. Then brainstorm so you have several creative approaches for marketing and creating buzz. Show him you are not just one of the pack, you'll make his sales pop!

Mar 21, 2016 06:53 PM
Ryan Huggins - Thousand Oaks, CA - Thousand Oaks, CA
Residential Real Estate and Investment Properties

Best of luck and congratulations!  Be professional, confident and know your market data.

Mar 21, 2016 02:13 PM
Stephanie & John Webb
Latte Stone Realty LLC - Albuquerque, NM
Stephanie Webb Co-Owner, Latte Stone Realty, LLC

You will do well. Be yourself and take a deep breath. You GOT THIS!


Mar 21, 2016 01:36 PM