I just finished a similar type project. The developer of this project had sat on vacant land for 2 years. This is a 39 lot “air space condo” where you purchase the land. They had placed several model homes in as an acting dealer unfortunately no one from there staff was able to drum up any business. It really does take a certain person with the experience in working with this type of project. You are not only selling the home and site but a way of life. The baby boomers want to downsize and not live for there home nor a high house payment.
I came to work with a local dealership and became the onsite sales/project consultant for the project. I started in June 2005 and sold 16 lots/homes in one year.
The owner of the dealership I was working for wanted to be “exclusive” but the developer wanted it “open” to anyone.
The dealer may want to place a home in and use it as a sales office/model as well. Normally speaking dealers don’t give kickbacks on homes. They usually receive one from the park owner when placing a home. This is called a “spiff”, and is offered to entice the sales staff. I was given a land spiff and a management fee for every home that went in. I drew each plot plan for an approval from the developer. Placement of the home is very important when having so many lots available!
You can contact me with any other questions, this is the 7th project I have worked on.