Video Mystery Shopping Tip: Realtors And Reese’s Peanut Butter Cups – The Power of the Perfect Parternship.
Do you remember those old commercials for Reese’s Peanut Butter Cups? Two people are walking along (one eating chocolate and the other eating peanut butter) when all of a sudden, they collide and the peanut butter and chocolate mix together and EUREKA, the best tasting candy bar in the world is born! All because of the successful partnership between the peanut butter and the chocolate!
Well, if you are wondering what this analogy has to do with new home sales people, let me tell you. YOU are the chocolate……and YOUR local Realtors are the peanut butter! Oftentimes as new home sales people, we forget what a valuable asset our realtors are to our business. Think about it. How awesome is it when all of a sudden a realtor pops into your sales office and delivers a QUALIFIED prospect that is ready to buy today! Voila! The magic of the successful partnership!
So, why is it that we new home sales people often forget to include realtors in our overall marketing plans? I believe it isn’t because we don’t want to; it is because we are not sure exactly HOW to do it. Here are five simple suggestions to help you build strong relationships with your area realtors!
- Visit the local offices – sponsor a breakfast, offer to do a presentation for the office, make yourself visible to the realtors! People do business with people they know, like and trust. Make yourself that person!
- Offer your community clubhouse, or design center as an option for a sales meeting. Or, hold a realtor open house. Try to get the realtors to come to the community, this way they become familiar with you, your community and your homes, so it will be easier for them to offer them as an option to their clients.
- Get involved with your realtor association – Network with the realtors. Again, this would be a great opportunity for you to offer to give a presentation about your community to the group.
- Create a program to reward the realtors who are bringing you business! This could be as simple as giving a Starbucks gift card to every realtor who brings a prospect to your office. Everyone likes to be recognized for their efforts.
- Set a goal! How many realtor offices will you visit this month? How many realtors will you take to lunch? Set a personal goal for yourself and write it down. And, when you do meet with the realtors, ask them how YOU can help make their job easier.
Working with your realtors really makes both of your jobs easier. From the realtor’s perspective, once their client decides to purchase in your community, their job is basically done!
Remember, just like the Reese’s Peanut Butter Cups, when two good things come together, the effect can be phenomenal!