New Home Builder Specialist Program - Builder Series
To help you make the decision to sell new homes TREC has approved a New Home Builder Specialist Program. The course consists of six CE credit classes. You will learn how to work with builders and new home salespeople; you will learn the processes and sequences of events used in building a new home; you will learn the systems and performances of green building; you will learn how to ask well-formed and targeted questions to uncover builders’ needs and wants; you will learn how to deal with builders’ objections and, most importantly, learn how to communicate effectively and efficiently with builders and sales representatives by utilizing rapport building communication principles. In order to qualify for the Certification you must complete all six classes.
If you require additional information read the descriptions provided below. To reserve a seat in an upcoming class go to ‘Reserve Your Seat’ link. Click here to download CCAR’s flyer with 2017 Builder Series dates.
Buying New Vs. Existing Homes
Have you ever had a prospect call you to announce that they bought a new home over the weekend and will not be buying the re-sale home you thought they would? If so, learn from it, and do not shy away from selling new homes. Read More>>
Whether you are a new or experienced agent, we want to encourage you to become involved with the new home builders and sales representatives in your area. If you check with the top Real Estate agents in your market you will probably discover that a share of their total sales is from new homes.
The problem for many agents is that they do not qualify their clients for new homes. Many tend to believe that prospects want a re-sale home because that is what they have called about.
Also, some may not feel comfortable showing new homes because they don’t understand or haven’t been taught new home sales.
This course provides the why, how, what, and when of new home sales.
Residential Construction 101
Tackling a complex construction issue without understanding the basic process is like becoming a professional weight lifter, without training or ever lifting weights. An understanding of the construction process can benefit everyone from you to the customer and to the builder. Before decisions can be made and ground can be broken, everyone needs to be working for the same goal from the same understanding. Read More>>
Knowing that construction tasks are done in a certain sequence and becoming familiar with that sequence is critical to you. Regardless of the size of the home being built and the builder, the sequence of events is basically the same. This sequence has been developed and refined over time and across the entire industry. Using this process has proved very beneficial for home builders because it enables construction to move on a predictable schedule, helps keep construction materials protected once they’ve been installed, and allows subcontractors to work more efficiently with each other.
Part of grasping this process involves knowing what factors or people can cause delays and knowing the features and benefits of the specific parts of a home. In addition, learning more about the other people involved in the process and the documents commonly used can open the lines of communication and ensure everyone is working as a team.
Residential Construction 101 is designed for you to better understand the processes that go into building a new home.<<Read Less
Understanding Green Building
Green building is the hottest term in new home construction today, but what is green building? If you ask 100 people, you may get 100 different answers. The only supportable definition of a green built home is “A home that has been built, tested and certified to meet the requirements of a recognized green building program.” Read More>>
When a builder’s sales agents tells you, “This is a green built home”, your first question should be: “Under what program was the home tested and certified and can you provide the supporting documentation?” If the sales agent cannot give you a positive response and provide documentation then your client is not buying a “Green Built Home”.
This is not to say the builder is not using some green building products. Most likely, they are, but it’s important to understand that green building is not a single product, amenity or construction practice. It is a whole house approach to building that maximizes your client’s value in the home while minimizing the impact of construction and home ownership on the environment.
This course is designed to equip you with the expertise to properly address the subject of Green Building as it relates to residential construction.
New Home Negotiations
This 2-hour seminar will teach you how to negotiate with a home builder for the best possible outcome including; price, options, home, lot, mortgage and title services. Read More>>
The key goals to the seminar are to help you understand what builders are willing to negotiate and those things that are, most likely, not negotiable. To provide you with the National Association of Builders ‘Cost of Construction Survey’, so you understand how builders determine price and what profits builders typically realize at the closing of a new home. To provide you with negotiation rules that will help you achieve a satisfactory outcome for your clients and builder. And describe what you must do to present an offer that will be reviewed quickly and returned in a timely manner.
One of the great truths about sales is the answer is no until you ask. It is imperative that you do your research, talk with the builder’s sales agent, set realistic expectations with your clients and then go out and ask for the best possible deal. In life, you get what you ask for, so ask for what you want. You just might be surprised and get it.
New Builder Contract and Addendums
This 2-hour seminar will educate you on how to understand and execute Builder Contracts in addition to executing any contract addendums. Read More>>
The goal of this seminar is to help you understand the differences between a Production, Semi-Custom and Custom Home Builder as it relates to new home construction contracts. You will learn how to thoroughly review a new home construction contract and its supporting addenda. You will be taught how to understand the importance you bring to a new home construction contract and why it is important for you to understand the details of any contract your client is asked to sign. And you will learn how best to approach the new home builder when and if conflicts arise throughout the contract process.
You need to understand that builder contracts and addendums vary and are unique to each builder. That builder contracts and addendums will favor the builder and must be reviewed by you prior to a client signing the agreement. However, builder contracts and addendums are not to be feared as long as you take time to ask questions and get answers.
Builders want to protect themselves just like you want to protect your clients. The key to success in the builder contract process is communication. When you understand the how’s and why’s of builder contracts you are able to communicate openly with the builder and client. The result is cooperation and that is what leads to a sale.
Basic Blueprint Reading for Realtors
This 1-hour seminar focuses on teaching you how to read a new home blueprint. Blueprints are 2-dimensional architectural design drawings that indicate the size of a planned home, the materials to be used in its construction, and the placement of its features. Architects use blueprints and written specifications to communicate to construction workers how the home is to be constructed. Read More>>
Learning to read blueprints is essential not only for construction workers but also for those who desire to sell new homes, so that you can help your clients make a more informed housing decision. The following topics are covered during the seminar:
- Different Types of Blueprints
- Home Site Plan
- Floor Plans
- Electrical Plans
- Exterior Elevation
The goal of the seminar is to familiarize you with reading both conceptual design as well as construction plans. At the end of the course you will have a working knowledge of blueprint reading.<<Read Less