This page contains a Flash digital edition of a book.
WORKING WITH REALTORS
Partnering for Profits01
Real estate agents, lenders and appraisers are on the front lines with home buyers. The savvy ones are learning that stronger relationships with builders can lead to more green homes sold. BY JULIE KNUDSON
The days of “us” and “them” are fading. Through old-fashioned relationship-building, along with new business practices that target green-conscious buyers, a growing number of real estate agents, appraisers and lenders have discovered they can boost their bottom line by partnering more closely with green home builders and sustainable community developers—and they’ll contribute to the growth of the green revolution while they’re at it.


Bridging the Industry Gap
Danielle Johnson, who holds EcoBroker and Healthy Home Professional designations and is broker and owner at Infiniti Real Estate and Development in Seattle, Wash., is making cross-industry partnerships a priority as she supports her community’s move toward greater sustainability. “The biggest benefit of our relationships with specific builders is staying up-to-date on new approaches, systems, materials and advances in certification programs within the green building field,” Johnson says. “The secondary benefit is being able to assist them—or clients they refer us to—when buying or selling a green home.”


Cultivating relationships across the green industry has expanded Anna Altic’s real estate business, too. “I have developed relationships with green builders, energy auditors, third party verifiers, green architects, green landscapers, city services such as recycling and local farmers’ markets,” she says. Altic, an independent real estate professional at Village Real Estate in Nashville, Tenn., with EcoBroker, GREEN, and e-PRO designations, is a long-time promoter of the green building movement, and believes that agents and builders both benefit from stronger partnerships. “There is a real disconnect between the consumer and the builder,” she says. “Builders struggle with how to market features the average consumer can’t see or even fully understand, even though pricing is often at a premium.”


Lenders are also getting involved, whether it’s funding sustainable communities, green home purchases, or energy efficient upgrades to existing residences. Houston, Texas-based Green Bank enthusiastically embraces sustainability. “I believe there is strong support among lenders for green projects in general,” says Carolina Maynez, Green Bank’s commercial banking vice president. Her team networks with individual builders as well the Greater Houston Builders Association, and is currently financing some energy-efficient single-family homes in one of Houston’s most historic neighborhoods.


Al Medina, director of the National Association of Realtors’ Green Designation, says it’s important to “network within the green industry. This includes meeting community planners, developers/builders, architects, energy raters, and other green industry professionals.” He stresses that gaining the attention of green-savvy buyers requires the right networking and marketing, and says, “This network of contacts will not only expose [agents] to the local green scene, but it is also a source of potential business.”


09.2011
15

Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64  |  Page 65  |  Page 66  |  Page 67  |  Page 68  |  Page 69  |  Page 70  |  Page 71  |  Page 72  |  Page 73  |  Page 74  |  Page 75  |  Page 76