“This segment of the business requires a different skill set,” says Poulsen. “You can only be in our New-Homes Division if you take Dennis’ class and get the designation. We need to have specially trained agents in this field and I want a certain decorum from our agents who are dealing with developers. The program gives them such a great base to get up and going quickly. I love his style and his enthusiasm and he conveys this to agents and they, in turn, get enthusiastic, which opens up all sorts of opportunities for them.”
Case in point: One agent was asked to list a vacant lot in her neighborhood but had zero knowledge of how to handle land deals. Poulsen signed her up for Walsh’s class and she soon closed an all-cash deal for the lot.
“I’m getting these types of stories all the time, from all sorts of agents,” adds Poulsen.
Part of what makes the new-homes segment such a potentially profitable area for traditional agents right now is a rising need among developers. In the new, new-homes market, developers welcome the presence of a real estate professional.
“Big players have traditionally dominated,” explains Walsh, “but the smaller players are trying to look for off-market properties and they don’t know who to turn to.” By immersing themselves in the industry, real estate professionals can develop a stable of builders, developers and investors who will quickly come to rely on them as their trusted guide and advocate.
Poulsen concurs. “Developers welcome working with a division like ours. They welcome someone bringing projects to them. The smaller and mid-size guys don’t have time for that and rely on agents to bring them a deal.”
While creating a new-homes division is a smart route for brokers to take, individual agents can capitalize on the market trend regardless. Many agents, says Walsh, specialize in working with buyers specifically interested in buying a new-construction property.
“The majority of people shopping for a home are interested in a new home—54–55 percent would prefer a new home,” concludes Walsh. “But most agents don’t have expertise in that area, don’t have the builder relationships and don’t have the inventory to service these buyers. That alone is a reason why every agent should have our training and know how to speak that language.”
For more information, visit www.sellnewhomes.com.
