Selling Realtors

Realtors that specialize in selling for developers and subdivision developments represent a specialized niche in the real estate world. Selling realtors and brokers are often exclusive to their seller/developer. This means that you can only represent sellers and not engage in buyer agency and duties. Of course one should facilitate the transaction as best as they can, as it is your duty to move the transaction along on behalf of your seller. The hours are usually set; one would typically work the weekend as most of the drive-by traffic and appointments will be set when people can get away from work.

Compensation for a selling realtor or broker often varies. One may find more creature comforts than a normal real estate office where typically a realtor has to pay for their own business cards, cell phone, gas for driving clients around, etc. Most developers want to make it easy for their agents so they can focus on the task at hand--selling lots and homes. Period. Further, it is common that a developer may provide you with a company car, gas card, expense reimbursements, and pay for all office and business related expenses. However, this often comes with a decrease in commission. A typical outside brokerage commission here in Arizona is 4-5% of the purchase price. In house selling agents might only get 1-2%.

Probably one of the most important contrasts is that development sales and agents representing developments resemble more of an employment model as opposed to a self-employment model. It is likely that you will remain a 1099 employee; however, you will have set hours like a banker, and you'll have a boss. Your sales director may likely have performance expectations of you to ensure you are following up with leads, setting tours, and converting to contracts and new owners. Some realtors make a full career out of this niche. I've met many realtors that have stayed and even lived within the real estate development they have sold. Some agents I know have been working for the same development or developer for 10, 15, even 22 years in one instance. The best part is...customers come to you! The prospecting is done most often by a marketing team that makes the phone ring and people come to your development.