New Home Specialist: Master Mastery

The current state of the Unite States economy, and the housing market in particular, has many salespeople rethinking their selling strategies. The new home specialist negotiating the recent downturn in the housing market must find innovative ways to remind buyers of the virtues of new homes over existing homes. And, the salesperson must do this while also keeping abreast of overall buying habits and methods. People and markets change, and the smart, successful salespeople are constantly brushing up their new home selling skills to keep pace.

Real estate coach, Bob Hafer, boils down the basics of selling in this new landscape in his "Building Results" book, seminars, workshops and other real estate training course options.

Sharpen New Home Sales Skills

Currently, there is pessimism among many builders in the US over the relatively slow period for new home sales. Skills related to addressing buyer reluctance and overcoming resistance are essential to achieving success in a slow market, but a smart seller can thrive despite the perceived obstacles. A downturn can be turned into a selling advantage by a smart salesperson who is convinced of the value of a product or service, is prepared with information about it and the market, and convey that value to a buyer in a way that is meaningful to him or her. This is when critical path selling knowledge is critical.

Selling New in a Resale Market

As a new home specialist, you are aware that today's buyer may be purchasing a house for different reasons than were common in the past. For example, they may buy in order to relocate, rather than to "buy up" and move into a bigger or better dwelling. Part of building value in the customers' minds is to make buyers aware of the benefits of owning a fresh build. There's no need to worry about sticky doors, holes in a wall or other damage a previous owner may have left behind. There's no negotiating with an individual seller on what repairs they will make and what the buyer must take on.

Selling newly built homes is a highly specialized and competitive field, and only the most skilled succeed. With insight from industry expert Bob Hafer, you'll have all the tools you need to sell new homes and build a thriving business.