In today’s ever-evolving residential real estate landscape, staying ahead of market trends and understanding the details of new construction can set agents apart from the competition. In our recent webinar, I had the pleasure of partnering with Jess Uphoff, a leading lender and Producing Branch Manager at The Concierge Team at Homeowners Financial Group, to discuss key strategies for leveraging new home sales.
This session was packed with valuable insights that can help real estate professionals better serve their buyers, navigate the new construction market, and maximize opportunities in 2025 and beyond. Below, is the summarization with the key takeaways and actionable steps that can help real estate brokers build stronger relationships with homebuilders and provide their clients with more housing options, and increase their value in our industry.
Why New Homes Are a Smarter Move For Buyers
The demand for new construction homes is growing, and the statistics prove it. While existing home sales have hit historical lows, new home sales have continued to rise year over year. In fact, over 30% of home sales in 2024 were new builds—a 12.4% increase from 2023. This shift presents a golden opportunity for agents to guide their buyers toward move-in-ready homes with fewer bidding wars and stronger incentives.
Key Benefits of Selling New Construction
1. More Inventory and Housing Options
With resale inventory at historic lows, new home communities like Baseline* in Broomfield, CO, are offering a wide range of housing options—from single-family homes to townhomes to wee-Cottages. Builders are actively working to expand choices for buyers, both products and locations, while maintaining affordability and quality.
TIP: Before taking your buyer out, check out my FREE resources to receive Peel the Onion Questions to learn your buyer’s needs and motivations.
2. Builder Incentives Can Make Homeownership More Affordable
Many builders are offering significant incentives to attract buyers, including:
- Rate Buy-Downs: Lower mortgage rates can make homeownership significantly more attainable.
- Closing Cost Assistance: Builders often cover closing costs to ease the financial burden on buyers.
- Upgrade Credits: Buyers may receive thousands in design center credits to customize their homes.
Agents should understand these incentives and communicate their value effectively to potential buyers.
3. No Bidding Wars and More Predictable Pricing
Unlike the resale market, where buyers may have to engage in stressful bidding wars or chance an offer not being accepted, new construction offers set pricing and transparent purchase processes. This stability can be a significant advantage for buyers who want to avoid unexpected competition or appraisal gaps.
4. Modern Features and Energy Efficiency
New homes are built with the latest technology and energy-efficient systems, leading to lower maintenance costs, better indoor air quality, and reduced utility bills. Buyers benefit from modern floor plans, smart home features, and warranties that protect their investment.
5. A Growing Sense of Community
New home communities are designed with lifestyle in mind, offering walking trails, parks, recreational facilities, and social hubs that enhance the overall living experience. Buyers are not just purchasing a house; they are investing in a community.
Navigating New Construction Sales vs. Resale Homes
Understanding Builder Contracts
New construction contracts differ significantly from traditional resale contracts. Agents must familiarize themselves with:
- Builder-specific deposit policies (which may be non-refundable after a set period).
- The importance of tracking construction timelines and potential delays.
- Appraisal contingencies and how they differ from resale properties.
Financing Considerations for New Builds
One of the biggest concerns for buyers today is affordability. That’s why understanding financing options for new construction is crucial. Some key considerations include:
- Extended Rate Locks: These protect buyers from interest rate hikes during construction.
- Forward Commitments: Builders purchase lower-rate pools in advance to offer competitive mortgage rates.
- Temporary vs. Permanent Buy-Downs: Brokers should help buyers evaluate whether a temporary rate reduction or a permanent buy-down best fits their long-term financial goals.
How Agents Can Stand Out in the New Construction Market
1. Build Relationships with Homebuilders
Agents who establish strong relationships with homebuilders gain access to exclusive inventory, early pricing updates, and special broker incentives. Here are a few ways to nurture these relationships:
- Attend builder luncheons, grand openings, and networking events.
- Host open houses in inventory homes to familiarize yourself with their offerings.
- Stay updated on current builder promotions and incentives.
TIP: Check out my FREE resources to receive pointers on optimizing your open houses.
2. Commit to Continuous Learning and Industry Collaboration
Whether you are new to the industry or have sold many new homes, there are consistently new areas for betterment. Agents can help improve our industry and increase their value by:
- Collaborating with each other, ask each other questions, share your resources
- Join new home construction related associations like Home Builders Association or Builder Realty Council
- Continue learning, take courses like New Home Specialist with BRC or New Home Construction and Builder Representative through the Center of the Realtor Development
3. Educate Your Clients on the Value of New Construction
Many buyers are hesitant about new builds simply because they don’t understand the benefits. Agents can bridge this knowledge gap by:
- Posting educational content on social media (e.g., “Why New Homes Are a Smart Investment in 2025”).
- Hosting buyer workshops at model homes.
- Recording virtual tours of new communities and sharing them online.
4. Guide Buyers Through the Construction Process
Buying a new home is a different journey different from purchasing resale. Agents should:
- Set realistic expectations regarding construction timelines and possible delays.
- Encourage buyers to conduct independent home inspections (even on brand-new properties).
- Attend builder walkthroughs to advocate for their clients and address any concerns early.
Why Agents Must Embrace New Construction Now
The real estate market is shifting, and agents who utilize new construction will gain a competitive edge. Buyers need additional options, and builders are offering solutions that make homeownership more accessible. By understanding builder incentives, financing strategies, and the benefits of new homes, real estate brokers can position themselves as trusted advisors who provide more value to their clients.
Ready to take your real estate career to the next level? Start by building relationships with homebuilders, educating your clients, and positioning yourself as the go-to agent for new construction sales.
Looking to elevate your community’s visibility and strengthen relationships with builders and brokers? Let’s work together to tailor strategies that align with your vision and drive measurable growth. Schedule a complimentary Strategy Consultation today.
Featured Master-Planned Community
Baseline is The Unburbs: Its where urban energy meets open space in a more connected, more sustainable, more interesting way to live. This is a neighborhood with a variety of modern homes designed to be low-maintenance, energy-efficient, and inspired by CO’s active lifestyle. The 1,100 acre walkable master-planned community has two villages, many builders and more are coming! Also coming is a commercial district 172 acres of parks, and miles of trails.
Discover two additional communities in my Projects blog posts:
Green Means Go Partners with Westerly
Painted Prairie Broker Outreach & Builder Sales Training
About Neneh:
As the Principal of Green Means Go, LLC, I utilize my 30+ years in selling and marketing while partnering with Master Planned Community Developers to elevate community visibility, increase sales growth, and strengthen engagement with builders and brokers. My strategic programs, tailored to the unique needs of each MPC client, expand awareness, drive traffic, and achieve success in a competitive market.
CONTACT ME to PARTNER for SUCCESS.