Want More New-Home Sales? He’ll Tell You How To Get Them

Thanks so much! I’m the first person from New Mexico to win this award. It’s based on sales volume, as well as finding new and creative ways of selling in a highly competitive market and helping to bring success to our builder. We moved 147 families into homes in 2012, which represents a very high percentage of new-homes sales in the area.

I represent Hakes Brothers, the No. 1 builder in Las Cruces. Since the market for newly constructed homes has gotten more competitive, a lot of builders are relying more and more on Realtors to help market and sell their projects. That’s a new trend in the industry; homebuilders are starting to recognize the power of Realtors to leverage their real estate connections and effectively sell their properties. Hakes Brothers is a very good builder, but before the company brought in a licensed sales team it was at a disadvantage in the marketplace.

My No. 1 client is the Realtor. I want to seek out the top agents and have them bring me their buyers, so I stay in close contact with my fellow real estate professionals. I send out educational materials to help them understand the new-homes market and the benefits of new construction. I’ve also hosted several courses to train Realtors how to specialize in new homes; education is key. And presenting to my fellow RE/MAX Associates and using the power and reach of RE/MAX has been a huge benefit, especially as Hakes Brothers moves into new markets.

I like the freedom and independence of running my own business, coupled with full sta support and greater opportunities for continuing education. Laurel Coyle is a top-producing agent for Hakes Brothers who also switched to RE/MAX with me. We both were highly recruited and could’ve gone anywhere, but being with a brand that has such a strong, broad referral base is a huge asset in what we do. Everyone knows RE/MAX.

Don’t wait for the market to get better; you have to get better and find a good team and mentor. Most importantly: Become an expert in your area. Drive out to the new communities and meet the builders, find out who the points of contact are, and communicate with them about how their system works. Also, get educated; attend RE/MAX R4 and the National Association of Home Builders events.