On-Site Agents Need to Prime the Marketing Pump

I spoke with Jason Forest, President of Shore Select yesterday about an upcoming article. While I could not use our discussion for the article, I thought it was too good and practical to not share it with you.

Forest thinks on-site builder sales agents need to get more strategic when asking for marketing support. While marketing support can generate traffic, a little analysis will go a long way toward helping your marketing department generate higher quality traffic. More importantly, it will make them inclined to help you.

Get strategic on where your people are coming from. Marketing hates nothing more than to hear “I need a mail out.” With nothing to back it up. Forest suggests that you take a close look at your last 100 buyers and prospects. Tally them up. Narrow your prospects and buyers down to specific zip codes and appartment communities. Now you have information to support your request for a mail out. Simple? What else do you have to do when traffic is down?