The agent of my buyer is my friend
For years the relationship between agents and builders has been a marriage of convenience with just enough love to make it work. As I have attended sales meetings(new homes and re-sale) across Hampton Roads I hear rumblings from agents that seem to say, that in their opinion “builders do not seem to value,equip, or follow through for their agents”. As I listened ,I had to agree that many times this has been the case, even at our company. So what is a guy to do faced with this perception, somewhat based in reality? Well… if he is me, then I am putting my thinking cap on and finding a way to make sure I am equipping, not only my agents but all agents that might have the occasion to deal with me. We as a company need to make sure that “our” agents feel empowered.
What does “empowered” mean? Well it means that Stephen Alexander creates an environment in which any agent that has a relationship with Stephen Alexander will make more money (making money being an important part of all business) by just being associated with us.You are empowered when you have absolute confidence that we (Stephen Alexander)” will do what we said we will; that we will stand behind our product; that we will listen and make changes to fit your client. We desire to partner with “our” agents through our “let us help you sell your listing” program. We want to offer ourselves and our expertise to “our” agents to assist them with lot sales through our “on your lot” program. We will make referrals to “our” agents, and provide them with free marketing opportunities Via our vast network of websites and social media. Our goal is to see “our agents succeed and continue to grow their businesses even in difficult times. We know that when you are successful and growing that we(Stephen Alexander) will also benefit. We want to be the easiest sale you will ever make. Yes we even don’t mind if you say “just tell me when the check is ready to pick up”. We want to give great value and a wonderful buying experience. We want you to have direct and personal access to us as the builders. You may call and speak talk us personally anytime. We want to make sure that all of “our” agents know that we build almost anywhere in Hampton Roads(ask me about this on facebook).
In the end we want to replace our marriage of convenience with a healthy marriage in which we embrace each others strengths in a partnership for success.
Stephen
This is a refreshing view of the relationship between the builder and the partners involved in the building process. This business is hard enough – have a GOOD working relationship with all of the parties is the BEST practice! Good one!
Eleanor Thorne said this on August 11th, 2009 at 8:34 am
Thanks for your feedback. We see a real opportunity to grow our business by partnering with as many agents as we can.
Stephen
stephenalexanderhomes said this on August 11th, 2009 at 12:00 pm
“In the end we want to replace our marriage of convenience with a healthy marriage in which we embrace each others strengths in a partnership for success.”
You’ve come a long way baby
CyndiO said this on August 11th, 2009 at 1:03 pm
Stephen,
I think pretty much on point. Let’s face it, too many general brokerage agents have had a tough time with many in the building community. It’s a relationship with a lot of creative tension for sure. The agent wants to prove/offer “value” to their customer, which too often leads to a bit of an adversarial relationship with the builder. But, as builders, our job is to help the agent look like a hero to their buyers. We make them look good – they hopefully figure out they want to work with us again. In so many cases, it’s simply a matter of education. Frankly, it’s hard to do once the deal has hit your office. Ultimately, then, it just becomes a matter of trust. Once we build enough of it in the co-broke community, the word will spread and all parties will benefit. It’s a long-term fix. Stick with it. Most builders won’t and those of us who do will eventually see the payoff in more sales and better relationships with our REALTOR friends. Kudos, Stephen!
Terry Gearhart said this on August 11th, 2009 at 8:55 pm
Thanks for the encouragement. I think we are on the same page. It also means a lot to me personally to be affirmed by you.
Stephen
stephenalexanderhomes said this on August 11th, 2009 at 10:23 pm