As you are aware, one of the ways successful realtors are able to differentiate themselves is their ability to listen. When a realtor becomes tuned into their clients’ wants and needs, they are better equipped to deliver the most appropriate solutions.
Through listening to your clients, you may hear indications that they may be better served by a new home vs. resale. Here are some signs that could be telling you to explore the new home market.
Nothing they’ve seen appeals to them
When you’re working with a buyer who happens to be extremely selective or specific about their needs in a home, this can be an indicator that they would be better served by building a new home. One of the greatest benefits to building a home is that the buyer can get exactly what they envision by having their builder create the home exactly the way they want.
The best builders can actually tailor a buyer’s home to their lifestyle, instead of them having to sacrifice their wants and needs to fit into a pre-existing home.
Want the latest and greatest
If you hear your client talking about incorporating the highest level of technology or the most recent trends in design, this is a very common signal that a new home may be a better fit. Builders are constantly updating their specifications to include more innovative features in their homes, and their designers are in the know about what styles are now in fashion.
By presenting your client with new home options, you may be sparing them the need to perform the dreaded “gut-job” in an older home to bring it in line with their modern-day standards.
Prefer low maintenance
Many new homeowners overlook the magnitude of work it takes to maintain a home. This can be even more evident when they are looking at resale homes, and have not accounted for the time and effort it takes to keep the home in good condition.
If there are indicators that your client isn’t inclined to be making consistent repairs to their home, this is the perfect time to consider new homes. With new materials and the builder warranties in place, your client can avoid many fixes or replacements that come up in a pre-owned home.
By listening to your clients and tuning in to these key indicators, you could very well be guiding them to a better solution in a new home. Ultimately, this will lead to greater satisfaction and perhaps opportunities for more referral business down the road.
