How to work with developers to generate a thriving pipeline

If you can't find the product your clients are looking for, sometimes you just have to roll up your sleeves and create it, according to the SellBoston team.
  • If you want development to be your niche, tour your neighborhood for tired-looking houses side by side for potential redevelopment.
  • Add value to your developer clients by communicating what features your buyers especially value.

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

Michelle Hediger and James Marsden of the SellBoston team, could be compared to a pair of local cops doing a stake-out when they are checking out a neighborhood for development opportunities. The top producers, who have newly arrived at Re/Max Leading Edge, go right past the tidy houses and park outside the down at-heel, under-maintained ones. Left: James Marsden; right: Michelle Hediger They are always sniffing out opportunities for a canny developer to replace a shabby home with four to ten high-quality new units. This is their bread and butter. "When we look for opportunities, we walk alleyways; we make lists of the worst buildings on the block and start knocking on doors and searching for phone numbers of those buildings' owners.  The more dilapidated and unkempt a house is, the more potential it has and the more appealing it is to us. If the building looks okay or pristine, we walk right by," said Hediger. Working with a lot of Boston brownstone "triple deckers,"...