Attracting Builders to your Housing Development/Vacant Lots

[Mitchell Fiene]

I have a couple housing developments that I have been given the responsibility of marketing.  I know not very specific... I was told a couple months ago that I should look in to ways of attracting potential new construction clients, builders, agents, etc.. to our development.  It has been essentially sitting for years with no one actively taking care of it. 

First of all, there are 31 lots in one location and 26 in the other.  Lots are between .2 and .5 acres.  A few duplex lots, but the majority are zoned single family. 

I began by spending several days mowing the lots, straightening signs, pulling weeds, cleaning up rock walls, and all the other landscaping that one would need to do in order to make the place reasonably presentable.  Following this I took photos of the lots, flew the drone over for video and aerial photos and began building some online content on Zillow, Trulia, Landwatch etc... 

Then I received a **** storm of phone calls from real-estate agents wanting to list the property.  I scheduled meetings with the owners to discuss their thoughts on choosing a realtor.  For the next week I met with a dozen or so realtors and ultimately nailed down a top 3 list to select one from.  We have selected a Realtor who we are very excited to work with.  They have shown a strong presence in our area.  A team of two ladies (full of piss and vinegar), ready to take on the challenges of our development. 

Additionally, while meeting with realtors I began sending out some emails, cold calls (feelers as I like to call them) to builders in our area.  Builders were surprisingly attuned to meet with me despite my 30 day track record and overall lack of knowledge in the industry.  Here in lies my question.  I have now had a chance to schedule some builder meetings and have compiled information that they may be interested in.  However, I have a meeting soon that will be with a highly respected builder that I would really like to jump on board in our development.  I'd love to have an incentive for them to build homes in our wonderful little development. 

What kind of incentives can a developer offer to a builder to get them so excited they can't wait to build?  

Some ideas I had... 

1. Obviously, get a list of pricing options they have, homes styles they like, finishes they can do, and their process for the buyer. Then arm the realtors with this information and have them bring hot buyers to the builder. 

2. Offer deferred payment on the lot until the home is built.  This may incentives some spec homes to go up or just reduce the risk of coming to our development. 

3. Offer incentives to purchasing multiple lots.

As you may be able to tell, I have no business being in real-estate (haha).  I have been given so much autonomy and responsibility on this project which has been amazing and fun.  Now I would love to move some lots for the owners and thank them for this opportunity to learn. 

TLDR;

50+ lots for sale across two developments. 

Looking at incentive's that would make builders come build homes.

Eg: Deferring payment on lots until home is built/sells.

What do builder's want to hear from developers in order to get them excited to build in a development?