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Few listings? More agents turn to new homes

WASHINGTON – Nov. 20, 2015 – According to the National Association of Realtors®, “difficulty in finding the right property is the most important factor limiting potential clients in completing a transaction (33 percent).”
By the same token, NAR reports that 40 percent of all new homes sold last year went to prospects who initially targeted resales but ended up buying new.
“The new homes market is good, and saleable resale inventory is becoming harder to find,” says MaxIT Corporation co-founder Phil Baruch. His company holds the distribution license for “How To Build A New Homes Niche,” an online course recently approved for three hours of continuing education credit by the Florida Real Estate Commission.
The curriculum teaches Realtors how to leverage their resale listing and sales training to accomplish three objectives: one, find new homes buyers; two, qualify resale shoppers for new homes; and, three, identify the right new homes.
Some agents now advise resale prospects from that they’ll be taking a look at new houses upfront, saying it will give them a good overview of market. Realtor Kathy Llamas in Orlando finished the curriculum and started specializing exclusively in new home sales after 12 years as a resale broker.
“I like to travel, and I find new homes not only much easier to sell, they are much easier to close, because the home builder performs all transaction management,” says Llamas.
The course covers areas such as how to partner with new-home sales consultants, how to find buyers, how to show new homes and how to set a price baseline.
Source: Realty Times (11/18/15) Fletcher, David
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Source: Florida Realtors Feed

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