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103: Helping Your Buyers Purchase New Construction with Trenesha Harrison Part 2
- 2024/12/12
- 再生時間： 38 分
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あらすじ・解説
Here we are, back with Trenesha Harrison, for Episode 2 on New Construction. In our first episode, we discussed new construction from the perspective of the on-site agent, which is how Trenesha started in real estate. In this episode, we’ll discuss how to help you be more prepared as a buyers’ agent, bringing your buyer to the new home community. The two episodes go together, so we suggest you listen to both. Trenesha lives in Oklahoma City, Oklahoma, and she loves new construction because it’s always changing; it’s always different, and there’s so much that we can learn from how a home is built from the inside out. [2:03] Seeing new construction go up is awesome but it might be intimidating for buyers’ agents who may not understand the foundation, the framing, or the roofing. Trenesha has ideas about getting familiar with new construction. On-site agents and builders can train buyers’ agents about new construction. [2:52] Trenesha has had builders coordinate presentations for her team. Trenesha also does frame training with her team. It’s hard for clients to envision what a house looks like when they’re walking through just a bunch of sticks. It’s hard to put the walls up mentally. [3:12] Being able as an agent to look at a floor plan or blueprint and understand what you’re seeing will help you mentally put those walls up, not just for yourself but also for your client, so you can identify rooms and locations of appliances for them. You have to know what you’re looking at. [4:58] To learn floor plans, you have to look at the floor plans of a completed home and an incomplete home. Look at the floor plan as you walk through the completed model home and the framed home to see how the path leads you through the homes. [5:31] Learn the construction components, such as the plumbing, gas, and electrical wiring, and framing for a door versus a window. This will help you walk this frame with your clients and understand how to explain it. Photos of the framing can also show the buyer possible structural changes they could make. [7:28] Trenesha has done “X-ray” photos of framing. She also finds it helpful to walk through the house during framing. Understanding what your client is building, you can see anything that may not be right in the framing such as a missing window the client requested above the shower. Address it with the builder. [8:35] If your client finds something in the framing that doesn’t seem right to them, remain calm and say, let’s talk to the builder, so we can get this corrected as quickly as possible. You want to help the client relax a little built. Building a home is very stressful. [9:12] If you notice something wrong in the framing, address it with the builder as the buyers’ agent and let the client know you’ve covered it with the builder. You want to make sure your buyer understands you’re working as a team with them and the builder. [9:54] Keeping your eyes on the job site for your client will help this process go a lot smoother so you don’t get to the end and find structural mistakes that cannot be changed. [12:53] Within the Buyer-Broker Agreement, Trenesha writes verbiage that covers her exit fee compensation expectations for moving into a contract without her knowledge or participation. This lets buyers know their choices and encourages them to involve their buyers’ agent in any contract. [13:37] The client must understand that the builder is for the builder, but the buyers’ agent is for the client. Trenesha’s company has these conversations and verbiage standards with their clients from the top. Trenesha trains the agents in her brokerage on new construction. Not being trained well is a liability! [14:24] In consultations, Trenesha talks to clients about new construction as an option. Some people think that’s for buyers with a lot of money. They don’t realize there are price points that fit everybody. Anybody can own a new construction home during this time. This leads to a discussion on flexibility. [17:08] Trenesha tells her clients they’re not competing the same way in a new construction market as they are in a resale market, especially not in a fast market. Planning the timing of a move takes some of the ambiguity out of the process. [18:19] Trenesha mentions some pros and cons of working with a builder’s preferred lender. Compare the closing costs and interest rates between the client’s lender and the builder’s lender. The builder may have a preferred lender because relationships matter. [20:53] Builders often carry contracts laying out details the real estate commission contract for new construction doesn’t cover, like what is expected at different phases of construction and how much money to put down in addition to your earnest deposit, especially for upgrades and improvements. [21:29] The builder’s contract may cover their specific warranty and your buyers’ ...