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 Agent of My Success: Stephanie Mance

On September 28^th and 29^th 2004, hundreds of real estate’s best and brightest brokers, relocation professionals, sales, marketing and technology experts, and home services providers gathered in New York City for RISMedia’s 15th Annual Leadership Conference. Recognized as one of the industry's premiere events, the Leadership Conference offers educational sessions focused on the most pressing issues facing the real estate industry today, including rising interest rates, consolidation, RESPA reform, emerging markets, data exchange, technology performance, recruiting, customer service management and more.

Our own Dennis Walsh was featured as a speaker and panel moderator, presenting a session focused on niche market opportunities, including luxury homes, the senior’s market, and of course, new home sales. Dennis was pleased to introduce Stephanie Mance, Vice President of Builders Marketing Services with Prudential Fox & Roach, as one of the distinguished panelists. The company is highly successful real estate brokerage active in the greater Philadelphia market and surrounding areas.

For almost a decade, Mance has directed the growth of the Fox & Roach New Homes Division from its inception to one of the largest and most successful operations of its kind in the nation. Stephanie Mance has been a Certified New Home Specialist^™ for many years and has hundreds of CNHS^™ sales professionals active in Fox & Roach new home communities. In her presentation, Mance shared several keys to success in this lucrative area, including:

• Focus on Builder’s Needs – Unlike the marketing of resale housing, a builder has business needs beyond simply listing and selling individual properties. It’s important to understand the unique challenges and long term goals of each builder client and tailor a services program designed specifically for this customer.

• Work as a Service Center – Rather than working in competition with the various branch offices and individual agents, the new home division must be tapped as resource that benefits everyone within the brokerage, as well as builder and homebuyer clients. Further, it’s important to provide a comprehensive, customized package of services Mance describes as “One-Stop Shopping”.

• Work as a Profit Center – In addition to keeping books that track the sales success resulting from new home division “Service Center” activities, other profitable opportunities exist. Mance, for example runs a marketing and advertising “back room” that provides customized services to builder clients at competitive rates that generate additional company profits.

• Builder Pays Marketing – It’s important to break out major marketing expenses such as advertising, collaterals and other promotions and materials an investment made by the builder.

For those of you who have completed your CNHS^™ certification training, the concepts Mance shares will sound familiar – these are some of the very same concepts and strategies Dennis has promoted for more than a decade – and the success of Stephanie Mance and her team Prudential Fox & Roach substantiate their importance in the real world of new home sales.

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