New Home Sales
Sales Assessment Results by Marcos Andazola

"The quoted price is significantly higher than similar properties in this area; can you justify that?"

I understand that pricing is a major factor in your decision. After all, purchasing a home is one of the largest investments we make in our lives. I want you to be confident that you receive the best value for your money. Our homes stand out not only because of location and included features, but a major factor that separates us from the others is the higher-grade materials we use with superior construction techniques. We've taken careful steps to build our homes with energy designs that will save you money in the long term. In addition, the warranties and features in our model home are included in how we will build your home. Nothing we've discussed is an upgrade with extra fees as you may experience with other builders.

Your response begins well by acknowledging the importance of pricing in the decision-making process, which shows empathy and understanding. However, it could be improved by directly addressing the specific concern about the higher price compared to similar properties. You mention the quality of materials and construction techniques, which is a positive way to justify the price, but it could have been strengthened with specific comparisons or examples to make your justification more compelling. Additionally, while discussing energy savings and warranties adds value, this information should be directly tied back to how these aspects affect the overall cost-saving potential and long-term value relative to the competition. Finally, consider asking a question to engage the prospect further, such as inquiring about their specific concerns or what features they value most in a home. This would enhance the collaborative approach and show active listening.

"I’m concerned about the long-term value of this investment; how do I know it will appreciate?"

One of the strongest indicators of home appreciation is location. This community happens to be along the corridor of strong job growth, top-rated schools, and an increase in the city and state committing to improving and increasing infrastructure development. That steady growth and planning has already positioned this community to be in high demand. With already historically steady appreciation in the area, this current and scheduled growth is poised for us to see property values continue to increase. In addition to the location factor, new construction homes tend to appreciate faster than older homes because buyers prefer the lower maintenance cost that new homes offer with the most up-to-date energy efficiency and the look of modern designs. Combined with our high-quality finishes and our included smart technology, our homes will remain desirable for years to come. To put things into further perspective, during the last five years, homes in this area have increased in value an average of 3% per year. While I don't have a crystal ball to tell you the future, the data that we have does point to continued appreciation. Do you have other concerns about long-term value? I'd love to address them and ensure you feel confident in your investment.

Your response effectively addresses the concern regarding long-term value by emphasizing the importance of location and the factors that contribute to appreciation, such as job growth and infrastructure development. This rationale gives the prospect confidence in their investment. You also make a strong case for new construction homes appreciating faster due to modern features and lower maintenance costs, which is relevant in the New Home Sales industry. The data you provided regarding historical appreciation rates adds credibility to your claims. Asking if the prospect has other concerns about long-term value is excellent for fostering curiosity and discovery, showcasing your willingness to engage further. To enhance your response, consider including specific examples or data points about the community's future developments or trends in home appreciation rates that may give even more reassurance. Additionally, connecting these points directly back to how they align with the prospect's needs or preferences could further strengthen the engagement.

"Before I commit, I need assurance that the integration with our current home automation systems won’t be a hassle."

I'm with you. It can be such a challenge to have built out an automation system only to have to rebuild it when you move into a new home. The good news is that our homes are designed with compatibility and ease of integration to avoid that frustration. We use industry-standard smart home technology, including brands you may already be using or familiar with, such as Nest and Ring. We also use universal smart hubs to allow easy connection to devices like smart thermostats, lighting, security, and even voice assistants like Alexa and Google. To add a cherry on top of that, we partner with the best smart home integration company in our area as part of our home delivery. Working with them ensures that everything you need to transfer from your current home automation system transfers smoothly. What specific smart devices do you currently use? I'd love to walk you through how they will integrate into your new home.

Your response effectively acknowledges the prospect's concern about home automation integration, which demonstrates active listening and empathy. You provide reassurance by highlighting the compatibility of your homes with industry-standard technology, which is a strong point that addresses their worry directly. Mentioning specific brands like Nest and Ring adds credibility to your claims and shows that you're aware of current market options, which can ease the prospect's concerns. The inclusion of a partnership with a smart home integration company is an excellent touch, as it further emphasizes your commitment to a seamless experience. However, consider adding a brief example or success story of a previous customer who faced a similar situation and had a smooth transition due to your services. This could reinforce your message and provide social proof. Your closing question about the specific smart devices they use is a great way to engage the prospect further and facilitate a collaborative dialogue. Overall, this response is strong, but a bit more evidence of past success could make it even more compelling.

"The timeline for closing seems tight; what happens if there are delays?"

Working with tight deadlines is a valid concern. Our goal is to make the process as smooth and predictable as possible, but we are aware that we need to recognize that sometimes unforeseen delays can arise, due to weather, supply chain issues, or other factors. That said, we stay in constant communication between our construction team and suppliers to minimize any potential delays. If we do experience something unexpected, we'll notify you immediately and provide an updated timeline to keep you aware of the situation. We also offer flexible closing date options so if we do have a delay we can coordinate a new move-in date that works best for you. Additionally, many of our homes are completed and ready for move-in ahead of schedule thanks to our dialed-in processes and experience. Just last month we had a client that was able to move in a week early, which allowed him and his family to settle in just before the holidays. Please share the timeline you are hoping for with me. I want to make sure we can align everything with your expectations.

Your response addresses the prospect's concerns about tight deadlines effectively by acknowledging that delays can happen and that it is a valid worry. Demonstrating awareness of potential issues such as weather and supply chain problems shows that you understand the challenges involved. You provide reassurance by highlighting your commitment to communication and flexibility regarding closing dates, which is crucial in alleviating anxiety about potential delays. The mention of past success where a client moved in early adds a personal touch and serves as a positive reference point. However, you might want to elaborate a bit more on how you proactively manage timelines to prevent delays rather than just react to them. Including specific processes or strategies could enhance confidence further. The closing question asking about the prospect's timeline is excellent for fostering collaboration and ensures that you are aligning with their expectations. Overall, this response is strong, but adding more preventive measures could strengthen it further.

"I’ve heard from colleagues that other builders have better warranty options; how does your warranty compare?"

Oh! I like this question and I'm glad you brought it up. We offer a comprehensive warranty to give you peace of mind and to ensure your investment is protected long after you move in. Our warranty includes structural coverage for 10 years, which isn't unique, it's an industry standard, however, we go above and beyond that with 2 years of coverage on mechanical systems, plumbing, electrical, HVAC, and a 1 year on workmanship and materials. Many builders may offer limited warranties that may not cover as much or not as long. Our warranty is designed to give you confidence in the durability and quality of your home. In addition, our warranty process has been streamlined so that it's easy to navigate. In fact, we have our own in-house dedicated team to assist you should an issue arise. Our warranty team is committed to addressing our homeowner's issues promptly and efficiently. Our goal is for you not to ever need to contact our warranty department, but if the issue should arise, we want to ensure you have a hassle-free experience. For example, one of our clients had a minor issue with their HVAC system during their first summer in their home. It wasn't even 48 hours later and their issue was resolved without any additional costs to them. For us, there is no competition when it comes to the level of service our home warranty department provides.

Your response effectively addresses the prospect's inquiry about warranty options by outlining the comprehensive nature of your warranty and how it compares favorably against competitors. You clearly explain the specifics of your warranty, including coverage durations, which provides reassurance to the prospect regarding the robustness of your offer. The acknowledgment that the structural coverage is an industry standard is a wise move as it demonstrates honesty, while highlighting the additional coverage periods sets you apart from competitors. The mention of a dedicated in-house warranty team adds credibility and reflects a customer-centric approach, which is essential in the New Home Sales industry. However, to strengthen your response, consider emphasizing more on what specific advantages your warranty has over competitors. For instance, mentioning any unique features of your warranty process or customer service experience could further differentiate it. Lastly, while your anecdote is valuable, providing a couple of additional examples may reinforce your point even further. Overall, this is a strong response with good structure, but a bit more competitive positioning and additional examples could enhance it further.

"This option seems to have higher maintenance costs than others I’ve looked at; can you explain those figures?"

I understand your concern about maintenance costs. That is an important factor to consider when purchasing a new home. While it may be true that some properties have different maintenance profiles, I believe this home offers long-term savings that more than offset any initial maintenance expenses. For starters, our homes are built with high-quality and durable materials. Also, the modern smart home features and the energy-efficient systems we include in all our homes significantly reduce the likelihood of costly repairs. A couple of examples include our energy-efficient windows, mildew-proof roofing, and HVAC systems that require less frequent maintenance. The materials we use are designed to last longer than other builder's standard options, which helps minimize ongoing costs. Also, to help you monitor and control energy usage the smart features we include are, smart thermostats, water leak detectors, and energy-efficient appliances. Having these as an included feature in all of our homes helps prevent unnecessary wear and tear on your home and its mechanical systems. Many of our homeowners have reported lower energy bills and fewer maintenance issues as compared to other homes they've lived in. Many of our homeowners are living in much larger homes than before they purchased with us. So it is impressive that they are spending less on bills even though their homes are larger now. We trust that by using quality materials and technology in the homes we build, the initial investment will pay off in long-term savings. While some builders offer lower upfront costs, their homes have less efficient systems or may require more frequent maintenance, leading to higher long-term expenses. For example, one of our clients was renting a 1,200-square-foot house and paying over $400 in electricity. Their monthly electric bill has decreased to an average of $150 per month in a 2,700-square-foot home. This should help put the savings into perspective. What other details about specific maintenance costs have you seen or experienced elsewhere? I'd be happy to help compare those with what you can expect in your new home.

Your response effectively acknowledges the prospect's concern regarding maintenance costs, which shows you’re listening and empathizing with their situation. You provide a solid argument by highlighting the long-term savings associated with high-quality materials and energy-efficient systems, which is relevant to the New Home Sales industry. The details about energy-efficient windows, mildew-proof roofing, and HVAC systems effectively illustrate the benefits of your offerings, demonstrating a strong understanding of how these factors contribute to lower maintenance costs. Furthermore, sharing a customer success story about reduced energy bills is a powerful proof point that can help build trust and credibility. However, while the response is strong, consider structuring it for clearer flow and emphasizing how these features lead to specific financial benefits upfront. Additionally, the mention of homeowners living in larger homes and spending less on bills is compelling but could be reinforced with more recent statistics or a comparison chart. Lastly, your closing question encourages further discussion and engagement, which is excellent for keeping the conversation collaborative. Overall, this is a well-rounded answer that directly addresses the objection.

"Given my budget constraints, how do you propose to minimize the impact of unforeseen expenses during construction?"

I understand that staying within budget is a key concern, and I want to assure you that we are committed to managing costs effectively throughout the construction process. While unforeseen expenses can occasionally arise, we take a proactive approach to minimize surprises and ensure the process stays on track. Here's how we handle it: 1. From the beginning, we create a comprehensive budget that accounts for every aspect of construction, from materials to labor. This thorough planning reduces the likelihood of unexpected expenses and gives us a clear framework to work within. 2. We include a contingency fund for unexpected costs, but we work hard to keep that amount as low as possible. We've built a strong reputation for staying within the estimated budget, even when issues arise, by leveraging our relationships and partnerships with trusted suppliers, vendors, and subcontractors. 3. Throughout the construction process, we conduct frequent reviews to monitor progress and ensure everything is aligned with the budget. Maintaining a proactive approach allows us to identify and address any potential issues before they escalate into larger costs. 4. Our transparent communication allows us to keep you informed if any unforeseen expense arises. With this in mind, we would contact you immediately and walk you through the situation so you can make decisions that align with your priorities. Our belief in this type of transparency ensures there are no surprises when it comes to costs. For example, one recent homeowner had concerns about a specific metal roof material used for an awning. We worked closely with him to ensure everything was accounted for up front, and the project was completed on budget and without any unexpected expenses. 5. If the costs of certain upgrades or materials exceed your budget, we offer value engineering options. By being flexible with alternatives we can still meet your design goals but can be more cost-effective. Could you share more specific areas where you might be concerned about going over your budget? I'd be happy to discuss how we can manage those and make sure that your project stays within your financial goals.

Your response effectively addresses the prospect's concern about budget constraints by outlining a structured approach to managing costs. You clearly highlight key strategies, including comprehensive budgeting, contingency funds, proactive monitoring, and transparent communication, which demonstrates a strong understanding of construction management. The use of a real-life example about a previous homeowner adds credibility to your claims and serves as a practical illustration of your commitment to staying on budget. This storytelling element can resonate well with prospects as it adds a personal touch to your assurances. However, to enhance your response further, consider emphasizing the benefits of your value engineering options more distinctly. Providing specific examples of how these options have helped past clients could further solidify their importance. Additionally, while your closing question is effective in inviting further dialogue, you could also ask about their specific budget categories of concern to demonstrate deeper engagement. Overall, this is a strong and well-structured response that aligns well with the prospect's needs while also fostering a collaborative approach.

"I need to get buy-in from my family; can you provide any testimonials or success stories from past buyers to help with that?"

Of course! I completely understand that buying a new home is a significant investment, and getting buy-in from your family is an important part of the decision-making process. You are not alone in that situation, and I am more than happy to share some testimonials and success stories that might help provide reassurance. Here are a few: "We were initially hesitant, but after visiting several home builders in the area, we kept coming back to recognize the quality of construction and how energy-efficient our home could be. After moving in and making our first three utility bill payments, we know we made the right choice. The builder was fantastic about walking us through the entire process. We couldn't be happier!" - The Allen Family "This was our first new home. We were so nervous and had so many questions. Lucky for us the sales team was patient, transparent, and always available. The construction team did a beautiful job on finishing our home and we moved in on time and on budget." The Johnstons "We compared just about every builder in the area, and what really stood out to my wife and me was the attention to detail. Even after closing the customer service continues to be impressive." - The Kricks Recently one of our buyers had family members who were initially unsure about the purchase. Specifically the father of the wife. To ease his concerns, we scheduled a private walkthrough with our construction team, allowing the to see the craftsmanship, ask questions, and even meet with a current homeowner in the neighborhood with the same floorplan. By the end of that visit, the father gave his approval and the couple moved on with confidence in their decision. Would that be something you'd be interested in? I'd be happy to set up a similar experience for your family. We can arrange a walkthrough, a Q&A session, or even connect you with a homeowner who can share their experience first hand. Let me know what would make your family feel most comfortable.

Your response effectively acknowledges the prospect's need for family buy-in, demonstrating empathy and understanding of their situation. By offering several testimonials, you not only provide social proof but also reassure the prospect that their concerns are common and valid. The testimonials presented are strong and highlight various aspects of your service, including quality, support, and customer satisfaction, which are essential in the New Home Sales industry. Additionally, the example of organizing a private walkthrough is a great touch. It shows your willingness to go the extra mile to meet the prospect's needs and further engage their family in the decision-making process. This collaborative approach can help alleviate fears and build trust. To enhance your response further, consider summarizing the key benefits highlighted in the testimonials to reinforce how your offerings align with the prospect's family's priorities. Also, ensure that documentation or a digital presentation of these testimonials is readily available for sharing. Overall, this is a strong and well-rounded response, effectively addressing the objection and fostering further engagement.

"With the current market uncertainties, how can I be sure this is the right time to invest in a new home?"

That's a great question, and I completely understand your concern about market uncertainties. Timing is always an important factor when making a major investment like a new home. I'd like to share a few key reasons why this could be the right time for you. 1. Real estate has historically been one of the most reliable long-term investments. While markets may fluctuate in the short term, home values tend to appreciate over time. In this area, we've seen consistent growth due to job market expansion, infrastructure improvements, and increased demand. All indicators that home values are likely to rise in the coming years. 2. Buying now allows you to lock in your costs at today's prices, protecting you against future inflation. Rent prices tend to rise over time, whereas owning a home provides stability and predictable monthly payments, which is a strong hedge against market volatility. 3. Unlike resale homes, new build come with modern energy-efficient features, warranties, and minimal maintenance costs, reducing the risk of unexpected expenses. Even in an uncertain market, this means you are making a smarter, more cost-effective long-term investment. 4. Builders often offer rate locks, closing cost assistance, or special incentives to help buyers move forward with confidence, especially in fluctuating markets. Have you had a chance to explore what options might work best for your financial goals? Many of our recent buyers have had similar concerns about market timing, but after considering these factors, they felt confident moving forward and now they're building equity in their new homes. The National Association of Realtors recently released data that shows the median net worth of renters vs owners. In 2019 renters' net worth accounted for $7,300 vs owners accounted for a net worth of $295,500. In 2022 those numbers increased to $10,000 vs $396,200 respectively. Most recently in 2024, the numbers are $10,000 vs $415,000 respectively. Would it be helpful if I shared some success stories or connected you with our preferred lenders to explore financing options? I'd love to help you navigate this decision in a way that feels right for you.

Your response effectively addresses the prospect's concern about market uncertainties by providing a structured and logical rationale for why now could be the right time to invest in a new home. You begin by acknowledging the importance of timing, which demonstrates empathy and understanding of the prospect's concerns. The points you outline, such as the historical appreciation of real estate, locking in costs, and the benefits of new builds with energy-efficient features, effectively highlight the potential advantages of buying now. Additionally, mentioning builders' incentives and rate locks provides practical options for the prospect to consider, enhancing the solution-focused approach. However, while your data on net worth is compelling, it could have been more impactful if tied back to the specific benefits of homeownership rather than presented as standalone statistics. Also, consider summarizing the key benefits briefly before your closing question to reinforce your message. The closing question is excellent for engaging the prospect further and showing your willingness to assist in their decision-making process. Overall, this response is strong, but tightening up the presentation of your statistics and ensuring a cohesive connection to the benefits could enhance clarity and impact.

"What specific steps do you take to ensure compliance with local building regulations, and can you provide documentation to back that up?"

That's an excellent question, and I appreciate your due diligence in ensuring everything is up to code. Compliance with local building regulations is a top priority for us, and we follow a structured, transparent process to ensure every home meets or exceeds all requirements. From the initial planning phase to final inspections, our homes are built in full compliance with Bryan-College Station building codes, as well as state and national regulations, including energy efficiency and safety standards. We work closely with city officials and inspectors to stay ahead of any code changes. To guarantee compliance, we conduct multiple third-party inspections throughout the construction process. This includes: Foundation inspections to ensure structural integrity. Framing inspections to confirm proper load-bearing and fire safety compliance. Mechanical, electrical, and plumbing (MEP) inspections to verify all systems meed code. Final occupancy inspections before closing to confirm full compliance and safety. Continuing with our priority to be transparent with our homeowners we provide comprehensive documentation for every home, including, copies of all inspection reports, a certificate of occupancy upon completion, and builder's warranty details, covering any structural or system concerns. We are also proactive with our communication. We keep you informed throughout the process, so you'll always know when inspections are happening and receive updates on compliance milestones. If desired, we can also arrange for you to meet with inspectors or review reports together. Would you like to see a sample inspection report from one of our recent builds? I'd be happy to walk you through it so you can see exactly what to expect.

Your response effectively addresses the prospect's concern about compliance with local building regulations by highlighting your structured and transparent process. You clearly outline the various inspections conducted throughout construction, which demonstrates a thorough understanding of compliance requirements. Mentioning your collaboration with city officials and inspectors adds credibility and reassures the prospect about your commitment to staying updated with code changes. Providing specific details about the types of inspections—foundation, framing, MEP, and final occupancy—helps build confidence in your practices. Your emphasis on transparency through comprehensive documentation, such as inspection reports and certificates of occupancy, is commendable and vital for fostering trust with potential buyers. Additionally, offering to arrange meetings with inspectors or provide a sample report showcases a willingness to engage further with the prospect, reinforcing a collaborative approach. To enhance your response, consider summarizing the benefits of your compliance processes for the buyer, such as increased safety and peace of mind. Overall, this is a well-rounded answer that effectively addresses the objection and encourages further dialogue.