How Realtors Can Sell More New Homes in Less Time
If you’re a realtor, you already know that selling brand-new homes can be a bit different from selling preowned ones. It’s not just about showing the home; it’s about building a relationship with the builder and understanding how to showcase a brand-new property in a way that excites buyers. My goal is to help you do just that—sell more new homes in less time while making the process smoother and more rewarding for both you and your clients.
Why Focus on New Homes?
New homes offer an amazing opportunity for realtors, but they come with unique challenges. Buyers often have questions like, “Why should I buy a home that no one has lived in?” or “Isn’t it better to go with something already built and lived in?” That’s where you come in. Your knowledge of the benefits of a brand-new home can help your clients see why a new property is a great investment.
The Value of Builder Partnerships
One of the best ways to succeed in this area is by building strong partnerships with builders. Many realtors don’t realize how much a good relationship with builders can help close a sale. Builders want their homes sold, and they appreciate realtors who understand the unique selling points of their products. If you can learn what sets each builder apart—whether it’s their high-quality finishes, energy efficiency, or fantastic warranties—you’ll be in a much stronger position to help your buyers and make yourself stand out as a realtor.
Understand the Process
Unlike older homes, brand-new homes have features that need explaining. Buyers might be curious about the materials, the builder’s reputation, or the benefits of buying a home that has never been lived in. Knowing these answers helps you guide them through the decision-making process. You’re not just selling a house; you’re selling a vision of a fresh start, a worry-free move-in, and the perks of a new community
Highlight the Benefits of New Homes
One major advantage of new homes is that they are move-in ready. There are no hidden issues like moldy basements or old plumbing to worry about. Everything is fresh, and the warranties that come with new homes can be a huge relief for buyers. When you emphasize these points, you can put buyers’ minds at ease and build excitement about their potential new home.
Make It Personal
Buyers love to imagine their life in a new home. Help them visualize how this brand-new space could be theirs. Walk them through the kitchen and talk about the family dinners that could be made there, or point out the living room where their friends and family could gather. By creating a personal story for each buyer, you help them connect emotionally to the home, making it easier for them to decide that this is the right move for them.
The Goal
Selling brand-new homes doesn’t have to be complicated, but it does require a shift in thinking. The more you understand what sets these homes apart and how to work well with builders, the more successful you’ll be. My hope is to make this process easier for you, showing you how to serve your clients better while making more sales in less time.
Takeaway: Selling new homes is about understanding what makes them unique, partnering with builders, and helping your clients see the advantages of starting fresh. With the right approach, you can make the process more rewarding for both you and your buyers.
Embracing the Builder’s Team – The Power of Collaboration
1. Extend Your Team Beyond Your Office
As a realtor, I want you to consider something for a moment—especially if you’re part of a team with two or three people. Think of a new home consultant for a builder as an extension of your team, not as someone working for a different company or the competition. They can be a valuable partner in the home-buying process.
Take, for example, Shavonne Evans and Whitley Hamen from Keller Williams Realty in Norman, Oklahoma. When I was working for a builder, they didn’t view me as an outsider. Instead, they saw me as part of their team. They called me with questions about homes or processes, and they registered their clients with me, trusting my knowledge and experience.
2. Trust and Allow the Consultant to Do Their Job
The first key here is trust. Shavonne and Whitley trusted me because we had built a relationship over the years. Trust takes time, but it’s worth investing in. They also allowed me to do my job as a new home consultant, which made me feel like a true extension of their team. You could say I was their remote worker, always there to help with anything at XYZ builder.
3. Communicate Effectively to Keep Clients Happy
Communication was critical. I made sure to update them on the status of our shared clients and treated those clients like gold. Because they weren’t just Shavonne’s or Whitley’s clients—they were also mine. And the best part? When the deal closed, we all got paid. My income didn’t take away from theirs. That’s true teamwork—working together to ensure everyone wins.
Why Am I Credible to Speak on This Topic?
I’ve worked for builders for nearly 20 years. I started at Ideal Homes in Norman, Oklahoma, where I spent 10 years. Ideal Homes had a unique business model that emphasized building strong relationships with realtors. They understood something many builders still don’t: you don’t need to spend a fortune on billboards or other advertising if you focus on partnering with realtors. Realtors are often the source of your clientele—90% of buyers begin their home search online, but eventually, they reach out to a realtor if they don’t already have one.
The Power of Realtor Relationships
In 2012, during the first six months of the year, 80% of my transactions were connected to realtor relationships. But it wasn’t an overnight success. Building those relationships took time and effort—it was like planting seeds and waiting for the harvest. The first three years were all about sowing: I went to lunches, visited their offices, joined their weekly property tours, attended their trainings—wherever the realtors were, I was there too. I even attended golf tournaments without knowing how to play golf!
Building Trust Over Time
Over time, I became a familiar face and a trusted partner. Realtors started calling me regularly when they had clients looking for a new home. They even referred clients to me directly when they were unavailable, such as during vacations. This was possible because I had earned their trust by consistently being present and ready to help.
What Builders Should Understand
Unfortunately, many large builders still fail to see the value of this approach. They don’t understand that realtors can be their best allies. Worse, some builders limit their sales teams to just one neighborhood. This restriction makes it hard for salespeople to build relationships across the metropolitan area and limits their potential. At Ideal Homes, we weren’t restricted in that way. We were allowed to work throughout the Oklahoma City metro area, which helped us connect with more realtors and, ultimately, sell more homes.
Because of my experience, I love sharing these blogs. My goal is to help others learn and improve, especially when it comes to selling brand-new homes.
Here’s a side-by-side comparison of the total cost of ownership for a brand-new home versus an existing home:
| Category | Brand-New Home ($300k) | Existing Home ($280k) |
|---|---|---|
| Sticker Price | $300,000 | Germany |
| Monthly Mortgage Payment | $1,288.37 | Mexico |
| Monthly Taxes | $300.00 | Austria |
| Homeowners Insurance | $90 | UK |
| Heating & Cooling Costs | $60 | Canada |
| Repair Costs | $0 | Italy |
| Total Monthly Cost | $1,738.37 | $1,902.48 |
Key Insights:
1. Lower Energy Costs:
The brand-new home saves $40 per month on heating and cooling costs ($60 vs. $100) due to better energy efficiency.
2. Insurance Savings:
New homes typically have lower homeowners insurance rates because everything is up to code, with warranties covering major systems.
3. Minimal Repair Costs:
While the new home has zero or minimal repair costs (thanks to builder warranties), the existing home incurs higher repair costs ($200/month).
4. Lower Total Cost Despite a Higher Price:
Even though the brand-new home has a higher sticker price, its total monthly cost is $1,738.37, compared to $1,902.48 for the existing home. That’s a savings of about $164 per month, showcasing the long-term financial advantages of new homes.
This comparison highlights why it’s essential for buyers to look beyond the sticker price and focus on total monthly payments. Factoring in energy efficiency, insurance, and repair costs gives the brand-new home a clear edge!
