Start Here: Questions That Build the Relationship (Not Just the Transaction)
Most Agents walk into a model looking for information. The Agents who build real momentum? They walk in looking to build a relationship.
If you’re walking models this week, start with these 3 questions – they’ll change the entire tone of your conversation.
- What type of buyer tends to be the best fit for this community—who should I be looking for?
- What hesitations are you hearing from buyers right now—and how are you helping them work through them?
- If I were to feature this community this week, what would you want me to highlight or focus on?
Advantages of building a new home
- What’s a unique selling point of this builder that differentiates it from others in the area?
- Can you speak to the energy efficiency features of new homes and how they can save buyers money in the long run?
- Can you tell us about the warranties and guarantees that aren’t available with a resale property?
- Can you explain the latest design trends and how buying new can allow buyers to stay ahead of the curve?
- How does buying new often offer the potential opportunity for buyers to build equity quickly?
- What are some of the hidden costs that buyers might face when buying a resale property that they wouldn’t have to worry about with a new build?
- How does buying new typically involve lower maintenance costs than a resale property?
- Can you speak to the safety features of new homes, such as the latest construction materials and technology?
- How would you describe the biggest “aha moments” buyers have when comparing new homes to resales?
- How does buying new allow for a more stress-free home buying experience, since the buyer doesn’t have to worry about issues like competing offers or bidding wars?
Timeline and communication during the building process
- What proactive steps do you take to keep agents and buyers informed during the build process?
- Can you walk me through the typical timeline for a new build, from start to finish?
- How does the timeline vary based on the size and complexity of the home being built?
- How often will the buyer be updated on the progress of their home during the build process?
- Can you show timelines for homes about to close to give us a little peace of mind for how long recent closings took?
- What’s one thing buyers can do to ensure their build process is as smooth as possible?
- What does communication look like regarding progress, walk-throughs, closing, etc?
- Who handles construction questions or concerns if those ever arise?
- Can we have a continual group text thread going so that everyone (buyer, agent, rep) are always on the same page? Or do you already have a great working system where we are all looped in so we stay in the know together?
- What are some potential delays that could affect the timeline, and how does the builder handle them?
- How does the builder handle unexpected issues that arise during the build process, and what is their protocol for keeping the buyer informed?
- Can you explain how the final walk-through process works, and what the buyer should expect during this stage?
- How does the builder handle any necessary repairs or touch-ups after the final walk-through, and what is their protocol for ensuring buyer satisfaction?
Finances
- What is the earnest money deposit? Can you explain how it works?
- What is the process for financing a new build, and what options are available to buyers?
- Are there any builder-paid incentives available right now (closing costs, rate buy-downs, upgrades)?
- Can you tell me about why you use your preferred lender and the benefits?
- When can interest rates be locked in by your lender?
- What is not included in your homes that we would want to budget for post-close?
- What is the tax rate here?
- HOA fees?
Upgrades
- How much do your customers typically spend at the design center for homes in this community?
- What are your standard features?
- Are there any upgrades included in inventory homes that would surprise buyers?
- How many upgrades are in your inventory homes I’ve toured?
- Are there additional deposits at design center?
- What is your change order policy?
- Can you provide examples of some popular upgrades that buyers have chosen in the past?
- In your opinion, which upgrades provide the most return on investment for buyers in this community?
- How does the builder handle any upgrades or customizations that may affect the timeline or cost of the build?
Community Benefits
- Why are people choosing this community?
- Can you tell me about the amenities that are available to residents within the community, such as parks, trails, or community centers?
- Are there any planned events or activities for residents, such as holiday parties or neighborhood gatherings?
- What is the sense of community like within this neighborhood, and how do residents get involved?
- Are there any local schools or educational programs that are particularly strong within this community?
- How accessible is public transportation in the area, and are there any plans for expansion or improvement in the future?
- Are there any nearby shopping or dining options that residents can enjoy, and what is the overall convenience of the location?
- How does living in this community provide a high quality of life for its residents, and what are some of the key benefits of being a part of this neighborhood?
Customer satisfaction
- How are your customer satisfaction surveys here at ________?
- How do you measure customer satisfaction, and what is your satisfaction rating with past customers?
- Buying new means the benefit of almost zero maintenance. And you get a warranty – an entire team servicing you and your new home. What does that look like here with _______ ?
- How do you handle customer complaints or concerns during the build process or after move-in?
- How do you handle warranty claims, and what is your warranty coverage for new homes?
- Do you have any customer testimonials or references that you can share?
- How do you incorporate customer feedback into your building process and improve upon your services?
- What steps do you take to ensure that your customers feel valued and supported throughout the entire home-building process?
Marketing & Realtor Collaboration
- What’s been working really well lately that I could help amplify?
- Where do you feel like this community is being overlooked or misunderstood?
- Do you have any inventory or opportunities right now that aren’t getting enough visibility?
- How can I best support you when I bring a buyer here?
- Would it be helpful if I shared what I’m hearing from buyers in the market right now?
- Can you share any upcoming events or promotions we can highlight on social media?
- What are your biggest challenges in selling this community right now? Where could you use help?
- How do you envision the ideal partnership with a Realtor who consistently works with your community?
General Questions to Spark Conversations
- What excites you the most about working in this community?
- If you were moving into this neighborhood, what’s the first thing you’d want to show off to friends or family?
- What’s one thing most buyers overlook or don’t ask about when they visit?
- What’s been your favorite success story or moment working here?
