Case Study: Builder Program Objective: To develop loan origination opportunities from custom, spec and planned community home builders. Arch Subscriber: Anna Buckey, Irwin Mortgage, Raleigh, North Carolina. Anna Buckey is Irwin Mortgage's Regional Marketing Coordinator for the Atlantic Region. Her duties focus on developing and implementing tools to assist her loan officers in establishing and solidifying business relationships. Irwin Mortgage is one of America's top mortgage firms with over 100 offices and servicing over 12 billion in residential loans. Anna and Irwin Mortgage have been Powerline subscribers since 1996.

- powerline - call routing - ivr - data services - custom apps - contact us

Strategy and Action: Irwin Mortgage wanted to develop win-win relationships with builders by adding value to the builder's marketing in exchange for the opportunity to develop relationships with prospective buyers.

The Irwin Mortgage identifies likely builder candidates typically targeting the top-end builders in their city. Prior to setting an appointment, Irwin Mortgage sends the prospective builder a "builder marketing package" that outlines the program and what is expected of the builder to agree to and what Irwin Mortgage will provide. The list includes the builder's agreement to put a yard sign in front of the house, cooperatively advertise the home in the local homes magazines and Sunday paper and create professional marketing materials to be left at the home site.

Anna believes that it's important to identify the benefits for both the builder and Irwin Mortgage. At the meeting Anna sells the idea to the builder by doing her own version of a "listing presentation". She pre-records information describing one of the builder's homes. She does her homework and includes back-ground information on the builder, the community and subdivision. "It works best when the builder hears information on their homes versus a generic recording. They absolutely love it!"

Irwin Mortgage encourages the builder to use the Powerline system as a vehicle to deliver community information. At new developments they put a large sign at the entrance for prospective homebuyers to call and receive information on model homes, features, lists of available homes, lots available, floor plans, school information and when the subdivision is expected to be completed.

"Powerline, is by far the best tool I have for developing relationships with builders."
-Anna Buckley

Result: Irwin Mortgage currently works with seven builders. Anna states that each builder is a strong reciprocal and profitable relationship.