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What An Agent Should Expect From An On-Site Salesperson

People at work: business team having a meeting

You have a client interested in new home construction and you are not quite sure what to expect from the builder’s on-site salesperson. You have heard some good things and heard some negative things about builder salespeople. You are naturally concerned and want to help your client make a good housing decision. Having been involved in managing and training builder salespeople for 40 + years the following eight points provides you with a list of what you should expect.

  1. No matter what else he or she is doing, the salesperson should rise, greet you and your client with a warm handshake, get everyone’s name, and ask for information, so they can better serve you both.
  2. The salesperson should, in a friendly, conversational manner, begin interviewing you for your clients’ tastes and needs in a new home. Does the builder’s price range work for you? Are the floor plan designs flexible enough to suit your needs? Is your client in the process of selling their current home? Will your client need the proceeds from their current home to buy a new one? How soon are they planning to move?
  3. The salesperson should live up to his or her title as well – a consultant is a person who has knowledge of the following: the area, the builder itself, the home designs, the construction methods, the products and the new home amenities.
  4. The salesperson will attempt to escort you into the model homes and begin demonstrating just what the builder offers? This is a routine part of their job duties, much like the “test drive” for a new car. Even if they “catch up” with you in the model homes at some point, they should be experts at pointing out just what is included in the base price of the homes, as well as translating the many features included in the home.
  5. If you have questions about the community, the salesperson should be able to answer questions about soils, grading, home placement, home site sizes, neighborhood rules and limitations set forth by the city, special taxes, and new home warranty parameters, and be the expert on where all the services and retail/commercial centers are in the area. Schools are an important subject; names and numbers of principals and district offices should be available to you.
  6. Although the builder’s salesperson is oftentimes not called upon to be a financial wizard, he or she should not shrug off each and every question, referring you to a lender or 800 numbers. The salesperson should be able to sit down and discuss various loan programs, interest rates, down payment requirements and qualifying ratios before handing you off.
  7. You have a right to have the terms of the purchase agreement explained to you in simple language should you decide to buy a particular builder’s home. Your rights and the builders rights are an important factor in a new home purchase. Other facts and disclosures about the homes, area, taxes and fees will be revealed at this time if they have not already surfaced.
  8. Once you have signed on the dotted line, the builder’s salesperson job is not over. This person must is where the proverbial buck stops, helping make the process of having your home built to your agreed-upon specifications as hassle-free as possible. The builder salesperson interfaces with the building superintendent, the design center manager, the lender’s agent, the escrow company and a host of others who work behind the scenes to complete your home.

In summary, the builder’s salesperson should be able to draw you a road map of the entire home buying and building experience, so that you feel confident and comfortable you have chosen the right builder

Bob Hafer has been a leader in the housing industry for 40 + years.  His extensive experience gives him unparalleled insight into the mysteries and marvels of home buying and selling. His background includes new home success in consulting, management, administration, sales, marketing, merchandising, research and sales training.  In 2009, to complement his new home experience, he earned his real estate license. He is currently the VP of Business Development for In 2016 Bob co-founded with Ben Caballero. Its mission is to connect Builders and Realtors through communication and education. Contact Bob at or call him at 972-795-5926.


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