Center for REALTOR® Development 102: Helping Your Buyers Purchase New Construction with Trenesha Harrison Part 1
I love to be able to participate with my buyer clients when they want to buy new construction. I have bought two new homes, and I love the process of choosing what I want, watching it get built, then knowing how it was built, and having time to make a plan for the move. It's not for everyone but it is a great option for a lot of people, and it is generally a bit more reliable than what we encounter with resale purchases; not always, but generally. Not all agents feel comfortable selling new construction, though. My guest this month, Trenesha Harrison, and I are going to help you see the benefits and show you how to ask better questions when selling new construction. There is a lot to learn about selling new construction and helping buyers buy new construction. Our first episode will feature Trenesha sharing some overview points and teaching us more about what it's like to be on the side of working as a salesperson for the builder.
Trenesha lives in Oklahoma City and she has varied experiences with new construction. She'll tell you more about herself in our chat. She currently owns her brokerage firm. I'm so glad to have her with us, sharing her vast experiences and giving us some great wisdom.
[2:07] Welcome, Trenesha Harrison! I am so glad to have you, with so much new construction experience. That's what we'll be talking about today, and you've worked on both sides of it. Tell us about yourself, where you live, and where you work.
[2:26] Trenesha lives in Oklahoma City and has worked mostly there. She has been in real estate for nearly 11 years. She has also worked in the Dallas market for a couple of years.
[3:02] Trenesha had worked for years for Oklahoma but was looking for a place where she fit. She took an interview for a job with a builder but the potential earnings seemed too good to be true and she didn't believe it. They called her back for a second interview and she met the sales manager and the division president. The division president was passionate about the company and what it stood for.
[4:05] Trenesha decided she could get behind someone with such passion for what he was doing. That first real estate job was at a growing regional company. Trenesha started in a sales role and, after a year, moved into a sales management position.
[5:02] After that job, Trenesha moved to the Dallas area. She worked for two national builders there. The companies worked differently; she adopted their sales styles and got amazing training.
[6:15] Trenesha feels like builders look for people with a sales background but not necessarily a real estate background. They look for people who understand how to take a "no" and move past it.
[6:49] Builders' on-site agents are trained differently than regular real estate agents. They are there to sell you a house.
[7:18] Trenesha moved back to Oklahoma and worked for one more builder before she got her real estate license. After she got her license, she became a full-time real estate agent, working for a brokerage. She no longer worked for the new construction company. Some construction companies considered it to be a conflict of interest for their agents to be licensed, as licensed agents could compete against the company.
[7:55] Trenesha notes that quite a few states don't require a real estate license to sell new construction homes because you're working as a sales professional under the builder.
[8:37] New construction builders have career nights and ads on job websites and their websites. If you apply for a job as an on-site agent, ask if you would have to let your license go inactive. The sales training you would receive there is different from the training most real estate agents receive.
[9:32] When selling for a builder, Trenesha liked coaching buyers who doubted their ability to buy a home, leading them to the right resources and helping them achieve a goal they didn't know they could reach, to buy a home already built, under construction, or work from a plan. There are lots of options.
[12:09] Trenesha says when you as a buyers' agent bring a client to an on-site agent, let the on-site agent be the expert and do their job. If it's a fit for the buyer, you and the on-site agent will work as a team.
[13:34] Making an appointment before coming in assures you the attention of the on-site agent. During business hours, it isn't necessary to make an appointment. If it's busy, the on-site agent may let you take your client to see the model homes and return to the sales center to discuss them.
[15:19] Trenesha says that a buyers' agent who acts protective of their client doesn't have experience working with an on-site agent. If you don't have experience with new construction, Trenesha recommends first setting up appointments for yourself with several builders to see what they offer and how they sell.
[16:59] Do you need to go to every appointment between your client and the on-site agent? What about selections? Trenesha offers her recommendations on selections.
[19:17] Monica shares a Seth Godin podcast quote: "When feelings of change come in, we tend to feel incompetent." There is so much change, we have to get used to those feelings of incompetence and learn how to fix them, so as not to feel incompetent.
[20:11] Trenesha advises, you've got to get comfortable with being uncomfortable. That's where you will find the most of your growth. Talk with these sales agents. Understand what they do and let them understand what you do. A lot of them aren't REALTORS®. Build a rapport with them.
[23:20] Ask the builder if they change the incentive level to buyers, depending on whether a buyers' agent is involved. If the answer is no, you're going to be protected. Trenesha always recommends doing an agreement upfront. She shares a case where an agreement with the builder protected her.
[25:58] Trenesha will share some great tips in Part 2 about how you prepare your buyers when you're having them sign your agreement with them. Make sure you come back for our second episode!
[30:08] Trenesha's advice for buyers' agents: If you take your client to see a new construction model home, watch how the agent interacts with your client and take notes because they've had different training than you have received. See how they handle objections and understand the questions they ask.
[30:38] Trenesha learned early to ask three "why"s deep. When a client answers your question, the first answer is surface-level. Dig down two more times to get to the root of the client's motivation. Trenesha offers an example. A good third question is "Tell me more about that." That will uncover the real answer.
[31:46] Trenesha's advice as an on-site agent: To become a new construction expert, join groups, and pay for sales training. Talk with builders. Work with colleagues who have more knowledge of new construction. There is much to be learned in the new construction field. You will elevate your career!
[32:42] Thanks so much to Trenesha Harrison! Do you feel better now about working with on-site agents to help your clients get the best house for them? It's such a great option, whether a finished market home or from-the-ground-up new construction!
[33:02] Trenesha shared some fantastic tips for how to grow your understanding and your business with new construction opportunities in your community. Your professionalism with new construction communities will yield a better result for you and your client.
[33:17] You can improve your professionalism with education. The CRD has an ABR elective course: "New Home Construction and Buyer Representation: Professionals, Product, Process." Taking it will give you more education to help you feel even more confident working with buyers and builders.
[33:40] You can access the class online or find a live class by searching on Learning.REALTOR. The Accredited Buyer Representative is also available at Learning.REALTOR.
[33:52] Thanks so much for joining us! Listen for our next episode with Trenesha, where she talks about new construction from more of the buyers' agent side. I'm Monica Neubauer for the Center for REALTOR® Development.
[34:06] You got some great tips today, so go out there and sell some new construction this time!
Tweetables:
"States have different rules for selling new construction homes. Some states require you to hold a real estate license but there are quite a few states that don't require a real estate license because you're working as a sales professional under the builder." — Trenesha Harrison
"You need to talk with these sales agents and understand what they do, and let them understand what you do. A lot of these agents aren't REALTORS®." — Trenesha Harrison
"You have to protect yourself a little bit more with the smaller, single builders; the ones who don't have a huge development; the ones who build one-offs here and there." — Trenesha Harrison
Guest Links: Trenesha Harrisoniloverealtyok.com
NAR Resource Links ABR® Accredited Buyer's Representative
Additional Links:
Learning.REALTOR — for NAR Online Education
CRD.REALTOR — List of all courses offered
New Home Construction and Buyer Representation: Professionals, Product, Process
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica's Facebook Page: Facebook.com/Monica.Neubauer
Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio
Trenesha Harrison is an Oklahoma native. She specializes in new construction, and first-time home buyers, is a listing specialist, and is investor-friendly. She began her career in new construction and has expertise on many top home builders in Oklahoma and the Dallas market. While being well-versed in new construction, her transition into general real estate was natural and mutual. She didn't just choose real estate, real estate also chose her. "I have learned there is so much more to finding a home for my clients than checking off boxes." Trenesha understands the importance of not just listening to her clients, but actually hearing them. Selling and purchasing a home is more than a logical or practical decision, there is an emotional component. Understanding someone's emotional motivation is sometimes more important than the home itself. "As a representative for buyers and sellers, you will not be disappointed with the level of care and attention I put into helping with your home search and getting your listing noticed and sold for top dollar."
"As a seasoned real estate professional, I understand that buying or selling a home is more than just a transaction: it's a life-changing experience. That's why I am dedicated to providing exceptional, personalized service for all of my clients. I take great pride in the relationships I build and always work relentlessly on the client's behalf to help them achieve their real estate goals. My philosophy is simple: Clients come first. I pledge to be in constant communication with my clients, keeping them fully informed throughout the entire buying or selling process. I believe that if you're not left with an amazing experience, I haven't done my job. I don't measure success through achievements or awards but through the satisfaction of my clients."