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You're doing it wrong. Every time a buyer walks into your model, you launch into the same routine. You walk them through the front door and start talking. "Welcome to the Ashford! As you can see, we have beautiful luxury vinyl plank flooring throughout the main living areas. This open-concept layout is one of our most popular designs. Notice the upgraded lighting package and the quartz countertops in the kitchen..." You sound like a museum tour guide. And you're killing your

Let me describe a scene you've lived a hundred times. A buyer walks into your model. Great conversation. They love the floorplan. They're excited about the community. They tell you they'll "definitely be in touch." You send a follow-up email the next day. Maybe a text. Maybe both. Nothing. You follow up again a few days later. "Just checking in to see if you have any questions!" Crickets. A week goes by. You try again. "Hey, just wanted to circle back..." Dead silence. Eventu

Here's an uncomfortable truth that most new home salespeople don't want to hear: You're not asking for the sale. You're giving great tours. You're building rapport. You're answering every question. You're following up diligently. But when it comes time to actually ask the buyer to make a decision, you freeze. You hedge. You wait for them to bring it up. And then you wonder why your deals stall out and buyers ghost you. Let's fix that. Why Salespeople Don't Ask Before we talk

The first five minutes of every buyer interaction are the most important—and most wasted—minutes in new home sales. Most salespeople blow it. They either launch straight into a tour of the model, narrating every feature like a museum guide, or they burn time on meaningless small talk about the weather and the drive over. Meanwhile, the buyer walks through the home, nods politely, says "We'll think about it," and disappears forever. Here's the truth: What you do in the first f

You're hearing it every day. Every. Single. Day. The buyer walks in, loves the community, connects with the floorplan, and then somewhere between the kitchen island and the primary suite, they hit you with it: "We love it, but... interest rates are just too high right now. We're going to wait." And just like that, the deal stalls. Here's the problem: Most salespeople have no idea how to respond. They either agree and let the buyer walk, or they argue and push the buyer away.

This objection stops deals cold. Not because it's hard to understand. But because most salespeople don't know how to unpack it. A buyer says "The monthly payment is higher than we wanted," and the average salesperson starts scrambling. They start talking about rate buydowns and incentives and "let me see what I can do." They're solving the wrong problem. Let's break down how to actually handle this—because if you get this right, you'll close deals your competition loses. Firs

You're standing in a model home with a buyer who's been nodding along for the last 45 minutes. They love the community. The floorplan works. The homesite is perfect. You can feel the deal coming together. And then: "I really love it, but... if only it had a three-car garage." Or a bonus room. Or a covered patio. Or a first-floor bedroom. Or whatever feature just popped into their head. What happens next will tell me everything about whether you're a professional or an order-t

Every new home salesperson has done this. Buyer walks in the door. You greet them, start the conversation, and somewhere in the first five minutes you say: "And right now we're offering $25,000 in incentives—$15,000 toward closing costs and $10,000 toward options!" You think you're hooking them. You think you're creating excitement. What you're actually doing is wasting one of the most powerful tools you have. Let's talk about how to use incentives the right way. The Problem

This one stops more deals than any other objection in our industry. Not price. Not interest rates. Not square footage or lot premiums or HOA fees. It's this: "We love the home, but we have a house to sell first." And what happens next determines whether you're a salesperson or a consultant. Whether you close the deal in 30 days or watch them walk out and never come back. Let's break down how to handle this the right way. First: Stop Treating This as an Objection Here's the mi

Every new home salesperson has been here. The buyer walks the model, loves the floorplan, gets excited about a homesite—and then hits you with it: "So... can we put in an offer?" And in that moment, you have a choice to make. Get it wrong and you either lose the deal or create a nightmare that blows up later. Let's talk about how to get it right. Why This Moment Matters Here's what's happening in the buyer's head: They've been told their entire life to negotiate everything. T

You're going to hear this question a hundred times a year. Maybe more. And how you answer it will tell me exactly what kind of salesperson you are. The Amateur Response The average salesperson hears this question and immediately launches into a market update. They start rattling off interest rate trends, inventory levels, builder incentives, and why right now  is actually the perfect time to buy. They think they're being helpful. They think they're educating the buyer. What t

By : TheNewHomePlaybook.com The past decade in new home sales was defined by low inventory, high demand, and rapid sales . Buyers had limited choices, homes sold quickly, and incentives were almost an afterthought. Sales consultants often played the role of order takers rather than true sales professionals. But today’s market is different. Supply is up. Competition is fierce. Buyers have more options than ever.  Builders are aggressively competing through incentives, and the

By – TheNewHomePlaybook.com If your idea of social media marketing is simply posting pictures of homes on your personal Facebook page and hoping for leads, you're already behind. Without a clear strategy and measurable goals, you're just wasting time. Too many real estate agents and new home sales consultants treat social media as an afterthought rather than a tool for business growth. The reality is that social media should be part of your sales and marketing funnel , not j

By – TheNewHomePlaybook.com Selling a new home is about more than just features, pricing, and incentives. At its core, it's about helping buyers imagine their future. Facts and figures provide the framework, but it’s stories  that create emotional connections and drive decisions. A great sales process isn’t just about presenting a home—it’s about crafting a narrative where the buyer sees themselves living, growing, and thriving  in that space. The best new home sales consulta

In new home sales, preparation is everything. Think of Peyton Manning or Tom Brady—legendary quarterbacks known for their meticulous homework on rival defenses. When game day arrives, they can play at lightning speed because they’ve studied every nuance. As a new home sales professional, you need the same kind of discipline and attention to detail. If you’ve never spent your off days visiting competing new home communities and understanding precisely what other builders are o

In the competitive world of new home sales, following up effectively can make or break your relationship with potential buyers. If your follow-ups don’t offer genuine value, you risk becoming just another interruption in someone’s already-busy life. Below are strategies to ensure your follow-ups hit the mark, guide clients toward the right home, and help you rise above the crowd of countless other sales agents. 1. Relevance Is Everything If you’re simply checking in without p

In the fast-paced world of new home sales, it’s easy to get caught up in external factors. From the community you’ve been assigned to, the traffic count on any given day, to the incentives and pricing that are beyond your control—it can sometimes feel like the odds are stacked against you. But it’s important to remember one key truth: there are still many things within  your control that can positively impact your success. By focusing on these controllable elements, you can r

In the world of new home sales, it’s all too easy to hear a prospect’s passing remark and jump into “objection handling” mode. But not everything people say during a model home tour is an objection. Some comments are simply observations or thinking-out-loud moments. Knowing how to distinguish between the two can significantly improve your approach—and your chances of building trust with a potential buyer. 1. What Is an Objection? An objection is typically a concern or roadbl