Course Content

Section 1: Understand Your Market & Your Competition 

You need to understand your market and your competition. You will quickly see by the data that there is almost no competition for new home shoppers and clearly understand whether adding new homes inventory to your business and reaching out for new home shoppers is worth the risk of the price of this course. Section 1 is an important wake-up call for those whose mission is commission.

Section 2: How to Establish A Price Baseline

A guaranteed trust builder. You might not know what a price baseline is. It has to do with your prospects clearly understanding how they can live for the money they want to spend on a home. t, and coming to that conclusion on their own. This one strategy will help you sell more resales and new homes, and with today's 'indifferent' market, a large number of your prospects will consider both resales and new homes. 

You are trained to sell and list resales. We strongly recommend that you add saleable inventory - new homes - to your showings.  You need saleable inventory. What is more saleable than a new home? 

You'll learn just how important it is for resale shoppers to "understand the money" and how showing new homes makes that possible.

 The most common response we get to this section is "Why were we not taught this strategy in our resale training? Maybe it's because it goes beyond MLS, but we don't know for sure.

Section 3: How to Find New Homes Inventory 

If you are not using the builder's new-home internet advisor or concierge, you are working way too hard and losing sales. We know. You have never heard of such a service. The builder started offering this service about 20 years ago.  We teach you how to take advantage of this service to help homebuilders help you find inventory, register their prospects online, and protect your commission. Oh, yes. It happens every day! 

Section 4: How to Show New Homes with Confidence

We will take you from the first meeting with your new home shopper, to the closing, step-by-step and prove to you that you will make more new home sales by not saying one word! This is one our most popular section for both general agents and onsite sales consultants alike.

A sample: Never ask onsite agents about incentives during the introduction!

Section 5: How To Team Up With Onsite Consultants

You are never closer to the money than when your prospects are being toured by an onsite agent - except when you get priority notices about inventory, incentives, and the like, because you have a favorable relationship with the onsite agent.

You need to build your preferred builder network with onsite sales consultants, because you will make more commissions easier if you do. That's the truth!

Section 6:  How to Find New Home Shoppers

Today, the focus should be not on finding prospects, but helping them find you! Especially if they will consider a new home.

We show you how to brand your certificate, how to convert hesitant resale shoppers to new homes and why they will thank you. Case studies, as always, support whatever we teach.