Most Realtors default to resale
Most real estate professionals are comfortable with resale because that is where they spend most of their time. But comfort can create a blind spot. Brand-new homes can give buyers another path when the resale options are not fitting their needs.
The opportunity is not to abandon resale. The opportunity is to become capable in both worlds so you can give buyers a broader set of choices.
Why new homes deserve a place in the conversation
- Newer systems and finishes can reduce the immediate repair concerns buyers may face with an older property.
- Builder warranties can provide an additional layer of confidence for buyers.
- Energy-efficient construction and modern equipment may help lower ongoing ownership costs.
- Builder financing or promotional incentives may improve the value proposition when they are available and appropriate for the buyer.
The biggest mistake: assuming the buyer has already said no
Many buyers rule out new construction before they have compared it. Sometimes they assume it is automatically more expensive. Sometimes they think every new home requires a long construction timeline. Sometimes the Realtor simply never brings it up.
Instead of deciding for the buyer, open the conversation. One question can change the direction of the search: “If the price, size, location, and features were comparable, would you prefer a brand-new home or a pre-owned home?”
Now you are discovering a preference instead of making an assumption.
Three moves that make new-home selling easier
- Ask better discovery questions before you begin showing homes.
- Compare the full ownership experience, not just the sticker price.
- Build working relationships with a small number of builders and new home consultants so you understand their product, process, inventory, and buyer-registration requirements.
The goal is not to push new homes
The goal is to become the Realtor who knows when a new home is the right solution. The more options you can intelligently present, the more valuable you become to the buyer.
A practical next step
Want your team to become more confident selling brand-new homes? Explore Kerry Austin’s Realtor Training or start a conversation about bringing this training to your office.