{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"102: Helping Your Buyers Purchase New Construction with Trenesha Harrison Part 1","description":"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\u2019s 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\u2019s 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\u2019ll tell you more about herself in our chat. She currently owns her brokerage firm. I\u2019m 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\u2019s what we\u2019ll be talking about today, and you\u2019ve 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\u2019t 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 \u201cno\u201d and move past it.   [6:49] Builders\u2019 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\u2019t require a real estate license to sell new construction homes because you\u2019re 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\u2019t 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\u2019 agent bring a client to an on-site agent, let the on-site agent be the expert and do their job. If it\u2019s 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\u2019t necessary to make an appointment. If it\u2019s 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\u2019 agent who acts protective of their client doesn\u2019t have experience working with an on-site agent. If you don\u2019t 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: \u201cWhen feelings of change come in, we tend to feel incompetent.\u201d 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\u2019ve got to get comfortable with being uncomfortable. That\u2019s 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\u2019t REALTORS\u00ae. Build a rapport with them.   [23:20] Ask the builder if they change the incentive level to buyers, depending on whether a buyers\u2019 agent is involved. If the answer is no, you\u2019re 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\u2019re having them sign your agreement with them. Make sure you come back for our second episode! [30:08] Trenesha\u2019s advice for buyers\u2019 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\u2019ve 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 \u201cwhy\u201ds 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\u2019s motivation. Trenesha offers an example. A good third question is \u201cTell me more about that.\u201d That will uncover the real answer.   [31:46] Trenesha\u2019s 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\u2019s 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: \u201cNew Home Construction and Buyer Representation: Professionals, Product, Process.\u201d 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\u2019 agent side. I\u2019m Monica Neubauer for the Center for REALTOR\u00ae Development.   [34:06] You got some great tips today, so go out there and sell some new construction this time!   Tweetables:   \u201cStates 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\u2019t require a real estate license because you\u2019re working as a sales professional under the builder.\u201d \u2014 Trenesha Harrison   \u201cYou 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\u2019t REALTORS\u00ae.\u201d \u2014 Trenesha Harrison   \u201cYou have to protect yourself a little bit more with the smaller, single builders; the ones who don\u2019t have a huge development; the ones who build one-offs here and there.\u201d \u2014 Trenesha Harrison   Guest Links: Trenesha Harrisoniloverealtyok.com   NAR Resource Links ABR\u00ae Accredited Buyer\u2019s Representative   Additional Links: Crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR \u2014 for NAR Online Education CRD.REALTOR \u2014 List of all courses offered New Home Construction and Buyer Representation: Professionals, Product, Process   Host Information: Monica Neubauer Speaker\/Podcaster\/REALTOR\u00ae Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica\u2019s 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\u2019t just choose real estate, real estate also chose her. \u201cI have learned there is so much more to finding a home for my clients than checking off boxes.\u201d 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\u2019s emotional motivation is sometimes more important than the home itself. \u201cAs 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.\u201d    \u201cAs a seasoned real estate professional, I understand that buying or selling a home is more than just a transaction: it\u2019s a life-changing experience. That\u2019s 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\u2019s 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\u2019re not left with an amazing experience, I haven\u2019t done my job. I don\u2019t measure success through achievements or awards but through the satisfaction of my clients.\u201d ","author_name":"Center for REALTOR\u00ae Development","author_url":"http:\/\/www.CRDpodcast.com","html":"