Curated News
By: NewsRamp Editorial Staff
August 13, 2026
Mastering New Construction: A Different Sales Game
TLDR
- Builders Update's new training course gives agents an edge in the growing new construction market, with certification that sets them apart from competitors.
- Builders Update's six-module, self-paced course teaches agents to match buyers to the best-fit new home first, reversing the resale approach.
- By aligning agents, buyers, and on-site counselors, new construction training fosters trust and helps families find their ideal home sooner.
- New construction homes can be unsold and unbuilt, with multiple floor plans per community, requiring agents to present the best match first.
Impact - Why it Matters
This news matters because new construction is a growing segment of the housing market, yet many real estate agents lack the specialized skills needed to effectively guide buyers through the process. Understanding the differences between resale and new construction can help agents better serve clients, close deals more efficiently, and stay competitive. For buyers, working with a trained new home specialist can lead to a smoother, more informed purchasing experience.
Summary
New construction and resale listings may look alike on a listing page, but selling them requires distinct skill sets, and most agent training covers only resale. Bill Gaul, CEO of Builders Update and chair of the RESO Data Dictionary New Construction Subcommittee, explains that a new construction community can have multiple floor plans at various stages of completion, from finished models to unbuilt homes. Agents who treat this like a resale, showing options in ascending order, may not serve buyers effectively.
Gaul advocates a 'best fit first' approach: agents should visit builders in their market to understand price points, construction quality, and community demographics, enabling them to match buyers quickly. They should also distinguish between buyers' needs and wants, presenting the best match early to avoid buyer fatigue. The on-site sales counselor is another key difference; agents should collaborate with them rather than compete, leveraging the counselor's product knowledge while providing trust and guidance to the buyer.
To address the training gap, Builders Update offers a six-module, self-paced course on new construction sales. The first module is free; the remaining five cost $149, or $129 for agents affiliated with participating MLS organizations. Completing it earns a new home specialist certificate, with a more advanced tier planned. The platform provides detailed listing info only to licensed agents, reflecting an agent-centric model. As new construction grows in many markets, specialized training becomes increasingly vital.
Source Statement
This curated news summary relied on content distributed by Keycrew.co. Read the original source here, Mastering New Construction: A Different Sales Game
