After 11 years in this business, I’ve learned that new construction isn’t for everyone. In fact, most agents struggle with it, and there’s a good reason why.
Selling new construction isn’t just about listing a home and waiting for a buyer to show up. That’s maybe 10% of the actual work. It’s a long game with many moving parts, and it requires a completely different skill set than traditional resale.
First, there’s the education piece. Every developer has a different process, and the contracts are complex – they typically favor the developer about 99% of the time. A lot of buyers get nervous about this, and rightfully so. Your job is to make them comfortable, to help them understand what they’re signing, and to navigate those waters confidently.
Then there are the change orders and the delays. I’m yet to see a project that’s been delivered exactly on time. Managing client expectations through a 12 to 18-month build process – or sometimes even longer – isn’t easy. I had one project that took four years to complete, and my buyers stuck through it because we built that trust and kept communication strong.
But here’s the real secret: it’s about the relationships you build with developers and builders. I’ve worked hard to establish strong ties with the top developers in Sarasota. They know I’m not just going to sell one unit and move on. I’m committed to seeing their entire project succeed.
As a developer myself, I understand what they need. I know the timelines, the financial pressures they face, and how to deliver results that make sense for everyone. I focus on adding value beyond just making sales – sharing market data, helping resolve buyer issues, and committing long-term to projects.
My biggest piece of advice? Under-promise and over-deliver. Don’t chase every deal. Build trust with a few key partners and become invaluable to them. That’s how you create a sustainable new construction business.
It’s a high risk, but when done right, it’s also a high reward. And honestly, I wouldn’t have it any other way.
