David Fletcher

Founder, CEO New Home Co-Broker Academy LLC

Affordable Certified New Home Sales Training.

Two Big Misconceptions Costing Realtors Thousands

The good thing about not working with prospects you never meet is that a Realtor can never be disappointed or rejected. For example, about 20% of all home buyers purchase new homes, but if the Realtor does not meet this prospect because they don't market to them. Except for the Realtor's pocketbook, the Realtor does not feel the pain of a commission lost. Why, because the Realtor never met the home shopper. 

The second misconception? The 'fixed' price of the new home is negative because the builder will not negotiate.

That is actually beside the real point. The benefit of the fixed price is that it is only-and we are talking ONLY- way resale prospects can see, touch and feel what they can get for their money. In our opinion, the fact that prospects find it so hard to understand the money when it comes to resales is a big reason they decide to wait. 

Help them understand the money by showing a new home model first in the price range they are looking for resales and watch both your resales and new homes sales increase. 

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