Back to course list

Successful Buyer Representation in New Home Sales

COURSE OBJECTIVES AND ORGANIZATION

To keep pace with a changing real estate market, buyer's representatives need to find new buyers to serve and new services to bring them. One important, if difficult, growth area is new home sales buyers who are searching for a newly constructed or yet to be constructed home. Unlike conventional homebuyers, these buyers are generally less knowledgeable about real estate than the home sellers are, since the sellers of new homes are developers. Because of the special complexities of a new home purchase, these buyers are in desperate need of representation and counseling.

Unfortunately, their situation is also more complicated than that of a conventional buyer. To serve a new home buyer, a buyer's representative needs to know how the development and new home sales processes work, as well as what kinds of services a buyer needs. Then, of course, one needs to know where and how to find new home sales business.

This course consists of five modules to address what a buyer's representative needs to know in order to succeed at representing buyers in the new home sales market.

Module One: How the New Home Sales Market Works

Objectives:

Identify types of residential builders and products

Summarize the new home development process

Describe the new home purchase transaction

Identify unique features of new home sales

Module Two: Building Relationships with Sellers and Buyers

Objectives:

Characterize builders 

Characterize builders' sales representatives 

Characterize new home buyers 

Identify ways to build productive relationships with builders, sales representatives, and buyers

Module Three: Serving the Buyer's Home finding Needs

Objectives:

Apply a service philosophy for new home buyers 

Determine a new home buyer's wants and needs 

Match builders and homes to a buyer's needs 

Assist a buyer in looking at new homes 

Help a buyer evaluate builders, subdivisions, and homes

Module Four: Serving the Buyer's Transaction Needs

Objectives:

Describe pre offer preparation and research

Assist a buyer in the contracting process

Identify important monitoring services for the build cycle

Assist a buyer at closing and beyond

Module Five: Marketing Your Services

Objectives:

Identify ways of generating new home sale buyers

Plan a marketing and selling message

List buyer benefits of new home sale representation services

Identify elements of a marketing plan

Back to course list