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.

Recent market changes have left builders looking for ways to attract buyers and almost all of them are taking advantage of the one marketing tool that is guaranteed to get some buying attention: promotions and special pricing. So you have to be very aware of all the options out there in order to get your client the best when it comes to their new home purchase. You need to know which builders offer the most fabulous standard options, which builders are known for long term satisfaction, which builders have the most resident friendly HOA's, etc. There's a lot of info out there for you to provide to your clients.

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 example you might have a client looking for a low/no maintenance property with easy access to the urban areas and private community fine dining in addition to the resident accessible spa and clubhouse. The next client might be expecting to have access to a low HOA fee, multi-purpose greenbelts and a highly rated elementary school within the residential community boundaries. Know exactly what their perfect community is and you'll have a chance of finding 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.

I have personally lost thousands of dollars (I don't like to keep track...it's depressing) due to really nice, fantastic people getting bored on a Sunday and taking a drive, noticing a new home community they hadn't been aware of or hadn't been interested in visiting, dropping in, deciding it's an option and then later purchasing. My lack of Sunday drive attendance results in a big loss...or at least it used to. Now I'll be registering all my new home buyers online so that I will not only be covered when it comes to Sunday drives, but I'll be up to date on every promotion and special that new home builders are offering so I can make sure my clients are aware of their options. So...basically, new home builders get to sell their inventory, I get to keep my commission, and my clients get the very best option available for them in the new home building industry! It's a win, win...win situation!