Get On The Team!
Who’s Handling Those All Important Home Buyers The Top Producer Is Bringing In?
Often time the Top Producers have a “Team” that they have put together. And in many cases the Top Producer herself will work more on the listing side of the business and she will have one or more “buyers agents.”
We want to conduct inspections for both the buyers and sellers of the top producer but often times it easier to make in roads on the buyers inspection side.
The first thing you need to do is a little research about the top producer. Review their web site and ask other agents in their office about who’s on their team. It’s often times difficult to get to the top producer herself, so use the end around approach and make contact with one of the team members first.
I will assure you that you will get brought to the attention of the top producer herself if you make a favorable impression on her team member first!
This Is Your Goal…
You want to be on “The Approved Vendor List” of as many Top Producer Agents as possible. When other agents slow down, these “winners” find a way to keep busy and for that reason you definitely want to be on their short list.
If your a “One Man Shop” you’ll find that it’s easier to get on and stay on your targeted top produces list. The simple reason is this; the referral source can count on getting the same consistent inspection from you each and every time. As long as your “inspection style” is pleasing to the top producer and you don’t do something that they think is stupid, you should be good to go with them for a long time.
However, if your a multi-inspector firm, the sledding gets much tougher. Here’s why; The top producer has controlled all aspects of the real estate transaction to the point of getting the clients signature on the buyer’s agreement. Are they going to reach into the proverbial “grab bag” and pull out an inspector they don’t know from a multi-inspector firm? Not likely!
There are things you can do to help the process along but don’t expect to get a significant portion of your business from this market segment.
One of the things you can do is have the owner of the multi-inspector firm serve all of the Top Producer’s clients. The second thing you can do is have consistency among all of your inspectors so that everyone is conducting the inspection the same way (you should have this anyway). However, each inspector will still have a unique personality and the top producer won’t be totally comfortable with all of your inspectors.
Like I said earlier, this segment of the market presents some unique marketing challenges for multi-inspector firms but done correctly the results will be worth the extra effort!