To Show Or Not To Show.....That Is The Question!!

By
Managing Real Estate Broker with RE/MAX Executive Realty

Do you avoid showing new construction because you are intimidated by this product?  Some agents have had no exposure to new construction, and I consider this to be a large gap in ones income.  New construction is probably one of the easiest sales in which a buyers' agent can participate.

The product has a warranty written into the agreement.  There is usually flexibility in the design and decor, and that easily satisfies most buyers.  There is usually no amenity that can't be added to the new construction equation.  If the product is pre-construction, there is usually flexibility in all phases of construction with the exception of placement, if there is no public sewer.  The placement is dictated by the placement of the septic system.  The only fixed factor is the location

New agents should familiarize themselves with the location of the various subdivisions in their area.  Whenever that agent has an opportunity to show new construction, the buyers' agent should call the listing agent just to confirm that the listing agent would be available in the future to accompany and meet, if there is interest by the buyer.  That confirmatory phone call to an agent who is a novice with new construction will be a relief and make the showing more manageable.  It is intimidating to an agent who does not have experience with this entity, and not all listing agents will agree to accompany or meet prior to a reservation.  The elimination of that one step can make or break a deal for a new agent or one with no experience with this product.

It's the listing agent's job to promote the product for the builder and to encourage other agents to show the product.  Listing new construction is very time consuming and sometimes intense, if done properly.  The goal of the listing agent of new construction is not to sell the product herself, it's to sell the product, period.  Selling new construction is a form of teaching. It involves sharing information and more often than not, leading the way for agents who are in their infancy stage with this product. 

Once an agent has experienced a properly orchestrated new construction transaction, it will become very desirable.  New construction will then constitute a large portion of your annual income.  You may actually graduate to the next level and find some land and your own builder.  It's well worth the effort, and the butterflies will disappear!!!

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Re-Bloggged 2 times:

Re-Blogged By Re-Blogged At
  1. Duane Murphy 04/27/2010 10:40 AM
  2. Susan Morrison 04/27/2010 01:13 PM
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Topic:
Real Estate General Information
Location:
Massachusetts Norfolk County Franklin
Groups:
Active Rain Newbies
New Home Sales
Posts to Localism
RE/MAX Active Rain Bloggers
Women And Their Business Hear The Roar
Tags:
new construction sales
listing agents and new construction

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Rainmaker
1,822,866
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Jane.....sounds like you'll be very busy for the month of May....we all need Arnold.

April 28, 2010 05:29 AM
Rainmaker
770,483
Paula McDonald
RE/MAX The Woodlands, TX 936-203-0279
Chevaux Group, PLLC

I love selling new construction any chance I get.  I have had good experiences with most of the new home salespeople and find they are anxious to work with REALTORS.  Just make sure you have your client registered with them!

April 28, 2010 08:13 AM
Rainmaker
1,822,866
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Paula.....glad to hear you that....we do not require registration.....we just want the buyer to buy....it doesn't matter to us who the buyer uses for an agent.....if the buyer likes the property we suggest that they call their agent and have another showing with their agent present....sometimes WE call their agent so the agent will follow up with the buyer!!!

April 28, 2010 08:45 AM
Rainmaker
85,701
Margo Otey
REMAX EXECUTIVE REALTY

I think some agents DO avoid new construction, but the reason may have more to do with the long wait for a paycheck vs. feeling uneasy about the product! Oops, my cynicism is showing...have to tuck that in...

April 28, 2010 02:22 PM
Rainmaker
1,822,866
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Margo....I'm sure some do avoid it to get the quick paycheck....however, some buyers want new not resale and then they have to step up to the plate and sell something they may not be comfortable with....forget the nip and tuck....sever it.

April 28, 2010 04:30 PM
Anonymous
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Rainmaker
1,822,866

Barbara Todaro

"New Franklin MA Homes"
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Additional Information

The Kuney-Todaro Team is the "#1 team in Franklin's #1 office." Our expertise is in marketing new construction and resale properties. New construction is our niche and we have sold 40 subdivisions in the area of Franklin MA.