Homebuilder John Leggett’s 4 tips for selling new construction

by John Leggett

John LeggettNo two residential properties on the market are the same, and there isn’t one foolproof way of closing a deal on a home. As an agent, whether you’re selling new construction or reselling a home that is 15 years old, you should always have more than one trick up your sleeve to secure the sale. Here are four tips to help secure the sale on your next deal:

  1. Learning to visualize – First, homes under construction or even homes bought pre-construction can sometimes be harder to sell, mainly because the buyers aren’t able to see the completely finished home during the buying process. Let’s face it: if a buyer can’t visualize the home, then the likelihood they will buy it decreases significantly. Specifically, with pre-construction properties, visuals are everything. So, as an agent you must be able to show your clients what the home will look like after it is built. In addition to asking for the floor plans and specifications, ask the builder for a digital rendering of the future home or see if they have a virtual walkthrough available. Three-dimensional models or artist renderings can do wonders in showing the buyers exactly what the home will look like, increasing the odds of a sale.
  2. Show the home it can become – For all completed homes encompassing both resale and new construction, helping your potential buyer see beyond just the walls and finishes of the property is a crucial factor in getting a deal done. By staging the home with furniture, artwork and decorations, you can help the potential buyers see themselves living there. In a recent study by the National Association of Realtors, 81 percent of agents on the buyer side believe that staging helps the buyers visualize the property as their future home. On the flip side, only 34 percent of agents on the seller side utilize staging on all homes they sell.
  3. Advanced staging – If a home is already furnished, that doesn’t mean you still shouldn’t stage the property. Often times, homes that are being lived in while being shown can be crowded or unappealing to potential buyers. For instance, the décor may not match a buyer’s style or the furniture may not accentuate the property in the best fashion. Bringing in an interior decorator or staging company to rearrange or swap out furniture can be extremely beneficial. Arranging a home properly allows you to showcase the best parts of each room to the buyer, making the home seem much more appealing.
  4. Sell the customization – When selling a home that is not yet constructed or partially constructed, a major advantage for buyers is the opportunity to customize the property during the building process. It can even be a cost-saver in the long run, as buyers can make initial decisions on the flooring, paint colors and faucets, rather than making changes after the construction is complete. Agents can make their buyers aware of this option and it might be just what is needed to get the clients in their new home!

Don’t be a one-trick pony. What might have worked once won’t work every time. Agents need to have multiple tricks up their sleeve and be ready to change course in a timely manner to save the sale of a home. Think outside the box and never get stale on your selling and negotiation tactics.

John Leggett is the chief executive and founder of On Point Custom Homes. He is also a licensed real estate broker and member of the National Association of Realtors, the Texas Association of Realtors and the Houston Association of Realtors, as well as a Certified Graduate Builder – a designation he earned from the National Association of Homebuilders. 

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