Leveraging your resale expertise to sell new homes involves adapting your existing skills and knowledge to the unique aspects of new construction. Here are some strategies to help you succeed:
Bridge the Gap:
• Recognize that while resale and new construction have similarities, they also differ significantly. Understand these differences and use your existing knowledge as a foundation.
• Highlight how your resale experience benefits buyers in the new construction market. For example, your negotiation skills, market insights, and understanding of buyer preferences can be valuable. So can the fact that you can list their home when they are ready to move into their new home.
Educate Yourself on What You Really Need to Know About Construction
• Be careful. Don’t become a construction consultant. We recommend that you become familiar with the construction process, energy-efficient issues, and such. Construction questions should be answered by the home builders.
• Study the intricacies of new home construction. Familiarize yourself with building materials, construction processes, and energy-efficient features.
Attend builder special events, lunch and learns, and grand openings. Be intentional about building relationships with onsite sales consultants.
Know the Builders and Developments:
• Research local builders and their projects. Understand their reputations, quality of work, and target demographics.
• Visit new construction communities and model homes to get a feel for the layouts, finishes, and amenities offered. Use every opportunity to become not known but favorably known by onsite sales consultants.
Emphasize Customization and Upgrades:
• Buyers often choose new construction for customization options. Highlight the ability to personalize finishes, layouts, and features.
• Discuss the advantages of buying a brand-new home, such as warranties, modern designs, and the absence of wear and tear.
Market Your Expertise:
• Update your marketing materials to reflect your dual expertise in resale and new construction.
• Create content (blogs, social media posts, etc.) that educates buyers about the benefits of new homes. Share tips, trends, and insights.
Collaborate with Builders:
• Build relationships with local builders and their sales teams.
• Position yourself as a resource for buyers interested in new construction. Offer guidance on selecting the right builder and community.Understand the Buyer Journey:
• Recognize that buyers of new homes have different needs and expectations. Be patient and informative throughout the process.
• Address common concerns related to timelines, financing, and inspections.
Remember, your resale expertise gives you a solid foundation, but adapting to the nuances of new construction will set you apart, especially when you start marketing your most important new home sales credentials: the New Home Co-broker certification.