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Oh…to be back in simpler times. When every tree was green, flowers bloomed on every corner and buyers walked through my doors with no worries about the new housing market casting a shadow on their real estate transaction. Alright, that’s an obvious exaggeration. I won’t bother denying it, but whether you’re IN real estate or just buying/selling a piece of real estate, we’re all aware of the myriad changes that have occurred in the last several years. And we’re all aware that the changing isn’t over. But this doesn’t stop (lucky for those of us that call ourselves real estate agents) those in need of a new home from considering their options. And there are definitely MANY options when it comes to new home purchasing. It is, of course, the first question that has to be answered when a new client walks through the door: are you looking for resale or new?

The client looking for a new home has endless options that often lead to a total and utter lack of decision that can be very frustrating for the real estate agent. The Valley is filled with builders with inventory that they’d love to sell. We, as real estate agents, would love to lead our buyers to the perfect new home. And the buyers, however indecisive, really do want to find the home that suits their needs. So first we attempt to create a clear definition of what it is they are looking for, which is easier said than done, but the attempt is necessary. What location do they prefer? Where do they work? How often do they commute? Do they frequent any specific area socially or for school/family obligations? Some clients will walk through the door with these answers, but some will just start looking without considering these big questions. Make them consider them.

After you identify the general area they are looking to build in you can cut right to the chase by asking them if they’ve got a builder they prefer; many do. Due to the massive amount of news attention the industry has received recently, many consumers are more aware of a variety of builders. After you get the builder preference out of the way, if any, you should get the basics of how many square feet, how many bedrooms, how many bathrooms, yard or no yard, pool, etc. In these times of ENDLESS options the questions in no way end here.

Purchasing a new home right now offers the additional benefit of more promotional pricing and special offers than we’ve ever seen. Buyers can take advantage as builders look to clear out some of their extra inventory. The only suggestion I’ll make when it comes to great new housing deals is to remember that a great deal is only a great deal if it’s what your client is looking for; don’t press them to buy a fabulous deal that doesn’t meet their housing requirements. In addition, be THE most knowledgeable person out there when it comes to which builders offer which features, pricing specials, etc.

In addition to knowing all there is to know about the housing each builder provides, you need to know all there is to know about the communities each builder creates. Some are luxurious, others are family oriented, others still cater to an urban lifestyle, others still cater to the retired or semi-retired. Know all these defining characteristics so you don’t look silly when you make suggestions to your clients.

For instance one client may be looking for a new home South of Mesa with a large yard. Their only stipulation may be that they have a nice elementary school within comfortable driving distance. But your next client might WANT the fitness center, gorgeous club house, elegant dining venue, luxurious pool, movie theatre and more that is offered by elaborate condominium projects that have popped up throughout the Valley in recent years. Discover what your client wants and you’ll be much more likely to be able to find it for them!

But we can’t ignore the fact that some clients wander in without any idea what they are looking for and no desire to pinpoint their housing requirements, their desired location…nothing! These are the clients that always seem to accidentally visit a new home community without me. This is one of my fondest nightmares. I say fondest because there is now a solution to this particular client and I love beating the system and making it work for me. I register all my new home buying clients with the new service: RegisterMyClient.com. But I’m especially grateful for its existence when I find myself working with one my nightmare clients. Spending two minutes online inputting their information results in a blanket registration amongst all the participating builders guaranteeing that I will get my commission even if my client wanders into a new home community without me. I just wish I’d had the opportunity for blanket registration years ago.

If I had access to this type of system years ago I’d be a richer man today. But I try not to think about it; lost commissions in years past are just that…in the past! But thanks to RegisterMyClient.com I no longer have to awake from nightmares of clients visiting new home communities without me. RegisterMyClient.com protects me from fly by the seat of their pants clients and the traditional “agents must accompany their client on the first visit” rule traditional in the new home building industry.

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