FEATURE STORY
Managing Your Buyer from the Ground Up
Build a strong relationship with your clients by communicating, educating, setting limits, and finishing strong
thing: how you manage your buyer and their expectations from day one. Builders who lay a solid foundation from the start will have a customer for life.
I COMMUNICATE
The popular saying in real estate is location, location, location. When it comes to home building, communica- tion, communication, communication is just as important. Buyers enter into the building process with their guard up. It’s important for builders to create an open line of communication and incorporate a philosophy of inclusiveness with their buyers. The open line of communication means relaying both the good and the not so good during the construction process.
n my career dealing with homebuild- ers, I tell them that the key to a success- ful outcome always depends on one
Even though the builder still technically owns the property, buyers have already mentally moved in, creating emotional ties. It’s important for a representative to be in touch with the buyer at least once a week and provide update sessions. It’s all about relationship building and full disclosure at all times.
EDUCATE
Managing a buyer’s expectations means educating them about what could hap- pen before it happens.
Explain that construction delays, ob- taining permits, and other unexpected holdups may occur. Give the buyer an estimated completion time and explain that the hot real estate market may create labor shortages that sometimes cause delays in construction.
Article by Jacob Sudhoff, Sudhoff Properties. Sudhoff makes land acquisition, financing, sales, and marketing happen for home builders. The company’s track record includes marketing and selling new homes in some of Houston’s most prestigious areas. Sudhoff Properties offers comprehensive, customized services allowing builders and developers to focus on what they do best. The result: accelerated real estate success. Find out more at
www.sudhoffproperties.com.
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Educate the buyers on the construction process, on what you’re doing and why.
Before the paint and brand appliances come in, go over the structural amenities of the home and make sure that every question is answered. What really matters is that they come away feeling this is a quality home.
Home building is a litigious business. Builders that manage expectations, educate their buyers, and build solid re- lationships deal with far less legal drama. Understanding your legal obligations and complying with them during construction eliminates problems for you and your clients. Make sure everything is in writing, signed and documented by all parties. For example, even a small change order needs to be taken care of properly.
SET LIMITS
Always set limits with your buyers. This begins with limiting their access to the job site. First of all, there are safety requirements in place to legally protect builders. A builder representative should always accompany a buyer.
Continued on next page MAY 2014 | HOUSTON BUILDER | GREATER HOUSTON BUILDERS ASSOCIATION – BUILDING A BETTER FUTURE
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