Keep Asking Questions
“Now isn’t a time to stand still and wait for sales to happen again. We all should know by now nothing is going to happen overnight,” Graff said. “We are up against a lot of hard, but worthwhile work.”
Nearing the end of the tax credit for new homes in June, Harr Family Homes, their real estate and escrow agents, and banks had some serious work ahead of them. At times they even had to agree to guarantee the credit. However, he found once the credit ended, it was very evident that sales dramatically dropped off and they had to look for a new hook.
“We have a home plan that has this formal dining room that everyone used to have to have. Then it just stopped. We kept asking, ‘what would you need to buy a house now,’ or ‘what are looking for in a new home.’ We took a look at what we could adjust and the dining rooms ended up becoming dens and selling again,” said Graff.
Graff’s best advice to other members is being able to adapt to whatever the current needs may be and sometimes be willing to spend money to get results. He says his company has reevaluated and reinvented itself at least five times in the last three years now. The company did so by market research, and by asking questions.
Bottom Line: Be ready and open to change. Make an effort to find out what is selling and why it’s selling. Right now, adaptability is your most effective marketing tool.
