Page 16 - New Homes Legacy Playbook

Playbook
1. Initial Discovery: Use this time to understand your builder, their needs, etc., then:
2. Presentation: We touch on this in more detail below, but this is rarely done during the initial Discovery gathering.
Here’s an explanation of what a builder Discovery meeting involves:
What is a Builder Discovery Meeting?
We often find an agent feeling most anxious about this particular exercise. One of the challenges we all must recognize is working to ‘slow down’ the builder conversation. It is normal for a builder to navigate to the bottom line and ask, ‘...what will you charge me to list my homes...?” The builder is accustomed to an agent dumping a home in MLS, and letting things happen organically. Not your New Homes’ team! Mastering this particular step will make your business.
A builder Discovery meeting is a strategic session where you engage with a builder to explore and understand the intricacies of their business. This meeting serves as the foundation for a collaborative partnership, allowing you to gain insights into the builder’s unique requirements, preferences, and objectives for upcoming projects.
The power of the New Homes’ initiative is never more present than in these meetings. Why? It is quite simple. You are not alone and we encourage you to engage your Territory Leader and/or National Director well in advance of the potential meeting. In addition to them providing competent coaching and guidance, they will even join you on these calls.
Key Objectives of a Builder Discovery Meeting:
1. Uncovering Project Requirements:
• Objective: Identify the specific details of the builder’s upcoming projects, including project scale, type (residential, commercial, industrial), and any unique features or requirements.
2. Understanding Market Positioning:
• Objective: Explore the builder’s current market positioning, target audience, and competition to inform tailored marketing and sales strategies.
3. Addressing Challenges and Opportunities:
• Objective: Discuss any challenges or opportunities the builder anticipates in the current real estate landscape, ensuring proactive problem-solving and strategic planning. Understanding their pain points will help position you as a trusted advisor.
4. Clarifying Collaboration Expectations:
• Objective: Establish clear expectations for collaboration, communication preferences, and the level of involvement the builder desires from you.
5. Exploring Technology Integration:
• Objective: Assess the builder’s current use of technology in construction projects and discuss potential integration with our processes for enhanced efficiency. We are accustomed to using a CRM daily...but it is not uncommon for a builder to not have this type of platform in their arsenal.