Needed: New Homes Sales “Best Practice” Guidelines

by David Fletcher   //   For Agents & Brokers, For Builders & Developers, Uncategorized  //  No Comments
There has never been a time in the last 40 years when Realtors and home builders needed each other more than they do today. Realtors need inventory they can sell and close. Home builders need ready, willing, and able buyers.
Home builders are offering higher commissions, special incentives, competitive pricing, yet real estate agents shy away from new construction sales. Why is this?
We can speculate all day and come up with a long list of reasons, and still miss the reason if we don’t admit a couple of things:
1 Builders would rather not pay the sales commission.
2. Real estate agents would rather sell their own listing.
Both positions make economic sense. But this does not change the fact that the buyers are few, the listings can be complicated and we all have reason to believe that we will be here for a while.
The real problem is that if the home is not listed in the MLS system, it does not exist to to the general agent. The other problem is that general agents receive little to no training how to find and qualify new homes buyers.
It seems to me that the communications directors for both the NAR and NAHB could develop a ‘best practices’ guideline within a few hours.
 Would this not be a strong hook to develop a marketing campaign, bringing Realtors and home builders together around a much needed marketing campaign? It would help focus on new homes sales and bring more buyers to real estate agents.
The benefit to both could be huge, because home builders would sell more homes, and real estate agents would sell more new homes and resales, because a signicant percentage of new homes prospects will end up purchasing resales.
It is a farm that has never been plowed by NAR and a team of sales professionals (over 1 million Realtors) who with the proper encouragement and training , would respond.
Your thoughts?
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