Realtors Encouraged To Prospect For New Homes For Unusual Reason: To Increase Resales And Listings

For years, in fact throughout modern history, real estate agents have shunned new homes prospecting.  They did not understand homebuilders;  Homebuilders saw the Realtors commission as an extra and heavy expense on top of their advertising budgets.

Today in many markets, ‘cobroker; sales represent 70 percent +/- of all sales in the builder’s subdivision. It is only a guess, but your local  builders will tell you that internet traffic far exceeds that of the Realtor, but the Realtor’s prospect far exceeds the delivery of a ready,willing and able buyer.

Homebuilders are getting walk-in traffic from bandit signs, the internet, and traditional media. A large percentage of this traffic is not a ready, willing, or able prospect. Realtors, however, qualify their prospects before putting them in their cars, so it stands to reason that Realtors have the buyers.  A few home builders are staring to see the cobroker as the customer and are delivering precontract qualifying and appointment setting services for the Realtor.

As the homebuilding industry continues to understand the significant contribution Realtors are making to new homes sales, more real estate agents will start asking for ‘new homes’ training.

The irony is this:  New homes prospects buy resales, tend to purchase higher priced homes, are better qualified, and many have homes with low mortgages or no mortage, to sell.

Prove me wrong, if you can, and I will correct my assumption.