I am looking to stretch my wings again and want to expand my business to the Custom Home Market including working with builders and current home owners. Any help in marketing to this complex market is appreciated.

Bettina,

I would suggest to offer builders a deal they cannot refuse, such as: providing potential homebuyer(s)a rebate (money back, if legal in your state) for purchasing home(s) with you. You will attract more buyers who will purchase from builder and your sales quantity will go up. The builder will chose you since they know that this incentive can cover additional upgrades and/or actually reduce a builders closing assistance since the rebate can also be applied for closing costs. The builder and you can also get free advertising from one another promoting the rebate since it mutually benefits all. But, I would advise to speak to the Builder personally vs. sending marketing materials. I hope this is helpful and don't think that you are getting less because of the rebate offered---think volume

Bettina,

I'm not sure if you have managed to strike up a relationship with a builder yet since your post was on 4.30.07? Builders are a tough nut to crack when it comes to dealing with agents. Many builders look at a commission as an added expense. In today's market the builder needs the agent more then ever. Once the builder realizes the importance of the agents for their business they will look at the commission as a marketing expense and not a loss to their bottom line. That's where the great new home agent shines in selling their service to the builder. Best approach is to bring the builder potential buyers to show that you would be loyal to them. Once they have the confidence in you, the hopes are that you become part of the marketing team. And being a builder myself, we tend to be a close knit group that watch how our competitors deal with outside marketing groups. I personally don't look for the best incentive from an agent but merely performance and loyalty. Also, I suggest getting involved with the local Home Builders Association and meet the builders on their own turf. Best of luck.