On a new build, the builder's sales representative works for the builder. A buyer's agent works for you: comparing the builder's pricing and incentives with similar homes, reading the contract and association documents, and attending inspections and the final walk-through. Many builders ask that your agent be named at your first visit, before you tour, so bring your agent from the start.
- The sales representative in a model home represents the builder, not you.
- Many builders record the agent relationship at your first visit; ask about their policy before you tour.
- Contracts for new homes are the builder's own forms, so read deposit, deadline and delay terms closely.
- Insurance and flood-zone costs depend on the home's elevation and the carrier: get a quote before you commit.
Who the builder's representative works for
The person who greets you in a model home is paid by the builder and is obliged to the builder. They can explain the plans, the options and the schedule, but they are not there to negotiate for you or to compare the price with other homes you could buy.
A buyer's agent has the opposite job. Mindy Dolle compares the builder's price, upgrades and incentives with recent sales of similar homes, new and resale, so you know whether an offer is competitive.
Register your agent before you tour
Many builders record which agent, if any, brought a buyer in, usually at the first visit. Some will not add an agent after the fact. Ask each builder what their registration rule is when you first make contact, and tell them you are working with an agent.
How an agent is paid on a new build depends on the builder's co-operation terms and on your own written agreement with the agent. Ask about both before you start touring.
What an agent does on a new build
The work is different from a resale. There is no seller's property disclosure to read and often no finished home to inspect, so the contract and the plans carry more weight.
- Compare the base price, lot premium and upgrade pricing with similar homes
- Read the contract, including deposits, deadlines and what happens if the completion date moves
- Review the association documents, budget and any club or amenity fees
- Attend the pre-closing walk-through and keep a written list of items to fix
- Coordinate your own inspector, insurance quote and closing
Questions to ask the builder
Get answers in writing where you can. These are the questions that most often change a decision:
- What is the estimated completion date, and what are my rights if it slips?
- Which upgrades are included and which are priced separately?
- What is the elevation of the lot, and is an elevation certificate available?
- Which warranty covers structure, systems and workmanship, and for how long?
- What are the association fees today, and who controls the association until the community is complete?
- Is there a required club or amenity membership, and what does it cost?
Insurance and flood zone
New homes are built to current code, with impact-rated openings and floor elevations set for the flood zone, which many insurers price favorably. The actual premium depends on the home, its elevation certificate and the carrier, so get a quote early rather than at closing.
Comparing new with resale
A new build gives you current finishes and warranty coverage but a waiting period and the builder's contract terms. A resale gives you a home you can see, with its actual condition and a closing date measured in weeks. The best comparison puts the two side by side on price per square foot and monthly cost, not just the sticker price.
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This article is general information, not legal, tax or financial advice. Rules change, so confirm current requirements with the appropriate professional.