A New Construction Buyer's Best Friend

OK, I know I'm going to get hammered by my colleagues for this post. I know that there are many arguments why every Realtor should feel free to sell new construction. And that's fine. I just believe that every new construction home buyer deserves better. Let me explain.

First, too many Realtors don't know much about how to build a home. Now I know that's not necessary to sell one but it is important if you're going to provide professional help to a buyer -- before and after the sale. I believe that any agent wanting to sell new construction should become certified as a new home specialist (CNHS). It's not hard and isn't very expensive. Short of that, my advice to new home buyers is that they don't use a Realtor who isn't certified.

Secondly, many Realtors don't seemingly know the difference between a spec home and a custom built home when it comes to pricing. When agent don't realize that there is a reason why it cost $10 to $50 more for a custom home, it creates impossible expectations and makes meaningful negotiation impossible.

Thirdly, most agents don't know the standards set by their state for residential builders. Most states have printed books that are free for the asking. Far too many have never seen one let alone read one. Every new construction buyer should expect that their agent not only have a copy but be thoroughly familiar with it's contents.

Fourthly, most agents don't have a clue as to what a builder's responsibilities are after the sale of a home and, therefore, don't know how to help their clients when problems arise. If you're a buyer interested in purchasing a new construction, here's what I'd tell you to do. Ask the agent you're working with what a builder's responsibilities are after the sale. Then call the state's residential builder's commission and ask the same question. If the answers are significantly different, get another agent!

For Realtors, none of these are insurmountable problems to overcome. A little time and training is all it would take. So if you want to be a professional new home sales agent, take the time and get the training!

For new construction buyers, however, the problem is much more easily resolved. Find a certified new home specialist (CNHS) and use him. I just happen to know a good one!