Kitchen and bath designers, interior designers, remodelers, builders, etc. all have national associations with local subsidiaries, just like Realtors have the National Association of Realtors and their local associations.

These groups can be terrific sources for networking to help your build business. In return, you can be a big help to them by keeping them informed of local market conditions and stories of interest about what consumers are thinking when it comes to buying or selling a home.

Are consumers wanting homes already done, or are they seeking bargains to redo themselves, or both? What kinds of preferences are they indicating? Where have sales been made, lost?

You want to know what intel designers and builders have, too, so you'll know the latest advances that can be offered to buyers and sellers in terms of space planning, storage, adding rooms, updates, appliances, countertops, cabinets, built-ins, and much more.

This is information that can help you make or save a sale. For example, have you ever had a ranch-style home that didn't sell because buyers complained it was too dark? Ranch-style homes are boxes, and almost every interior wall can be easily moved to open up a room. If your buyer is hesitant, you can show her/him photos of other ranch-style homes that have been "daylighted" this way. Give them the business card of your networking interior design buddy. He or she gives the buyer a quote of what it would cost to open up the floorplan. The buyer adds remodeling costs into the loan, and you've made a sale. When the designer's clients are ready to sell their homes, he or she will refer them to you.

So how do you cross the bridge to beginning a new relationship with people and sections of the industry that you don't know?

1. First, don't be afraid. You have a lot more in common with these groups besides the fact that you're in different phases of the real estate industry. You're all:

   • Self-employed and responsible for building your own business

   • Looking for new sources of business

   • Seeking professional resources to refer your clients

   • In need of continuing and/or outside education to use to your advantage

   That means that if you seek out these groups you won't be met with hostility. Designers and builders are all part of making the real estate industry successful. They want to hear what you have to say as much as you want to know more about their expertise.

2. Remember that you have expertise to bring to them. Even though you are seeking knowledge and networking relationships to build your business, keep in mind that what you bring to the table is just as valuable. One thing designers want to know about is how to effectively work with Realtors, so bring your suggestions about how they can bring their ideas to your next broker morning meeting, or sit your next open house with you.

3. Plan a get-together between your group and their group to network. Arrange speakers who can educate the group on an interesting topic, such as housing bubbles and what it means to local growth, or the subculture of "flippers" and the best ways to get their business.

4. Call these groups as an individual and tell them you'd like to attend their meetings. Tell them you want to network and hope it's mutual.

5. Keep abreast of news that may have home design implications.

One idea that Realtors and designers can work on together is how to improve the market for the ranch-style home. The largest bulge of inventory is homes built between the 1950s and 1970s, many of which are single-story ranch-style homes. As homebuyers whet their appetites for newer homes, these homes are becoming more obsolete due to their smaller sizes, outdated floorplans and aging electrical, plumbing and appliances. Rather than lose buyer business to the suburbs, Realtors can fight the trend by encouraging homebuyers and sellers to rehabilitate these treasures.

Realtors and designers can work together to create scrapbooks and shadowboxes that illustrate how easy it is to move walls and create expansions on the typical ranch-style home. This will provide more options to buyers and sellers.

Published: January 27, 2006

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