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How to Become a New Home Sales Consultant – The Ultimate Guide

Last updated on September 11, 2023

How to Become a New Home Sales Consultant

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Looking for a career that checks all the boxes?

  • Involved in the real estate industry 
  • Helps people find their dream homes
  • Have potential for an excellent income

Then a new home sales consultant is the perfect job for you!

If you’re interested, then we’ll give you all the details on how to become a new home sales consultant. 

We’ll first look at the duties of a new home sales consultant. Then, we’ll move on to the steps and requirements to becoming one. 

We’ll even go over a few helpful tips and FAQs. 

There’s a lot to cover, so let’s dive right in!

What is a New Home Sales Consultant?

New home sales consultants are the ones that promote and sell newly-constructed homes. They usually work for property developers. 

Some of their duties involve the following:

  • Show floor plans and development lots
  • Give tours inside model homes
  • Makes sure the home is perfect for showings
  • Explains the different features and structures of a home
  • Finds tenants to rent out a property
  • Assists tenants with various paperwork
  • Helps tenants move into their new home
  • And much more!

As you can see, new home sales consultants are the first contact for a homebuyer. 

How to Become a New Home Sales Consultant – The 7 Steps

To become a new home sales consultant, you need to complete these 7 steps:

  • Get an education
  • Obtain a real estate license
  • Gain experience in the industry
  • Master the art of communication, negotiation, and relationship-building
  • Stay informed on housing programs and market trends
  • Look for employment
  • Join professional organizations 

Let’s look at each step in detail. 

Step 1: Get an Education

Okay, okay. 

Only a high school diploma or GED is really required. 

However, getting a Bachelor’s degree in the following subjects can give you a significant advantage in the industry:

  • Business
  • Economics
  • Communications

With any of these degrees under your belt, you’re sure to have a strong foundation in the skills and knowledge necessary. In turn, this will allow you to excel in the new home sales consultant world. 

For example, a business degree can help you understand the nuts and bolts of running a successful real estate practice. 

Meanwhile, an economics degree can provide valuable insights into market trends and pricing strategies. 

A communications degree, on the other hand, can equip you with the persuasion and negotiation skills that are crucial for closing deals.

Step 2: Obtain A Real Estate License

In most states, you can practice as a new home sales consultant without a real estate license. 

NOTE: Because each state has different laws, it’s best to check if your area requires a real estate license to be a new home sales consultant or not. But usually, it isn’t required. Still, it’s a good idea to check. 

Whether it’s required or not, obtaining a real estate license is another big PLUS

It’s like having a secret talent that makes you a more attractive candidate to potential employers. 

It shows your commitment to the industry. 

Not only that, it provides you with valuable knowledge and skills about the real estate world. 

Not to mention, it’s always good to have some basic real estate experience.

Now, to get a real estate license, you’ll have to:

  • Complete a real estate pre-licensing course
  • Pass your state’s real estate licensing exam
  • Apply for your real estate license 
  • Submit all the required documents 
  • Get a sponsorship 

Of course, the specific details will depend on where you live. 

For a full chart of all the states’ requirements, you can go here.

Step 3: Gain Experience in the Industry

As we said, it’s good to have some basic real estate experience.

Imagine yourself as a painter trying to create a masterpiece without any practice. 

Sounds almost impossible, right? 

The same goes for your career in new home sales consultancy. Practice (and experience) is key to becoming a true expert in your field.

But how do you gain that experience? Here are some creative suggestions:

  • Tell your employer the direction you want to go. As a real estate agent, you can always let your employer know your future goals. This way, they can give you tasks that are related to new home sales consultants. As you work on those tasks, you’ll get a better understanding of what you’ll be doing. 
  • Attend industry conferences and events. Networking is crucial in the real estate world. Conferences are the perfect place to make connections and learn from industry experts.
  • Participate in online forums and communities. Engaging in online discussions can help you gain valuable insights, learn from other’s experiences, and build your professional network.
  • Seek out mentorship opportunities. Find experienced professionals in the field who can guide you and share their wisdom. Remember, every superhero needs a mentor!
  • Go to house showings. The best way to learn is to observe the experts. If you go to house showings, you’ll see how the new home sales consultants talk about the structure, the house plan, how to convince people to buy, etc…

Step 4: Master the Art of Communication, Negotiation, and Relationship-Building

In the realm of new home sales consulting, soft skills are the magic potions that make everything else come together. 

Without strong communication, negotiation, and relationship-building abilities, even the most knowledgeable consultant may struggle to achieve success.

To hone these essential soft skills, consider the following tips:

  • Practice active listening. Make a conscious effort to truly understand what your clients are saying and respond thoughtfully. This will help you build rapport and trust with them.
  • Develop empathy. Put yourself in your client’s shoes and try to understand their concerns, needs, and desires. This will enable you to serve them and close deals more effectively.
  • Enhance your persuasion skills. Learn how to present your ideas and recommendations convincingly — backed by solid evidence and reasoning.
  • Be adaptable. Real estate is an ever-changing field, and being able to adapt to different situations, personalities, and market conditions will serve you well in your career.

As a new home sales consultant, understanding housing programs and market trends can make you more appealing to potential employers. 

Working as a real estate agent can already help you here. 

But besides that, you can stay ahead of market trends and housing programs by doing the following: 

  • Regularly read industry publications, news articles, and blogs to keep up-to-date with the latest developments.
  • Follow influential real estate professionals and organizations on social media. This allows you to learn from their insights and perspectives.
  • Attend workshops, webinars, and conferences that focus on market trends and housing programs.
  • Talk to other professionals in the field who can share their experiences and expertise on these topics.

Step 6: Look for Employment

After going through all the steps, you’re sure to easily find good employment. 

There are lots of property developers that are looking for new home sales consultants. And when you can prove that you have the knowledge, experience, and skills for that — you’ll be hired!

Yes, Steps 1 to 5 aren’t required. 

But it is still a MUST if you want to stand out among the competition. 

Step 7: Join Professional Organizations

Say you want to advance your career. 

Or maybe you just want to keep learning.

Well, joining professional real estate organizations can provide valuable networking opportunities, resources, and support. 

Some popular organizations include the National Association of Realtors (NAR) and the National Association of Home Builders (NAHB). You may also consider joining local real estate associations in your town or state.

Tips for Success as a New Home Sales Consultant

To truly excel in the world of new home sales consulting, consider these tips for success.

1. Cultivate a Professional Image

Your professional image is crucial in establishing trust and credibility with clients and colleagues. 

Present yourself as an expert by dressing professionally, maintaining a polished online presence, and offering excellent customer service. 

This also includes being punctual, responsive, and respectful in all interactions.

2. Set Clear Goals

Establishing short-term and long-term goals for your career can help you stay focused and motivated. 

Outline the steps you need to achieve these goals. This can include obtaining certifications, attending industry events, or expanding your network. 

Regularly reassess your progress and adjust your strategies as needed.

3. Build a Strong Network

Foster relationships with other real estate professionals, including mortgage brokers, home inspectors, and title companies.

A strong network can help streamline your transactions, provide valuable referrals, and offer resources to better serve your clients. 

Networking can also lead to mentorship opportunities and partnerships to enhance your career.

4. Develop a Niche

Becoming an expert in a specific area of new home sales can help you stand out from the competition. For example, you can focus on a particular niche, such as green homes, luxury properties, or senior living communities.

5. Embrace Technology

Use the latest technology and digital tools to streamline your workflow, manage leads, and improve communication with clients. 

This may include:

  • Adopting customer relationship management (CRM) software
  • Using electronic document signing platforms
  • Exploring virtual reality tours for property showings

6. Prioritize Time Management

Balancing multiple clients, property showings, and administrative tasks requires excellent time management skills.

Develop a system for organizing your schedule and tasks. Learn to maximize productivity and ensure you’re meeting the needs of your clients.

Specialization in New Home Sales Consulting

Specializing in a specific niche within the new home sales market can help you stand out from the competition. Not to mention, it will allow you to focus on just one type of home.

To help you, let’s look at some popular areas of specialization.

Green and Energy-Efficient Homes

As environmental awareness grows, more homebuyers are seeking eco-friendly and energy-efficient homes. 

Specializing in this niche requires staying up-to-date with green building materials, sustainable design practices, and energy-efficient technologies. 

Your expertise in this area can help clients identify homes that align with their environmental values and save on energy costs.

Luxury Properties

Maybe you want to cater to the high-end market. You want to deal with upscale properties that typically come with a higher price tag. 

This niche requires a deep understanding of the luxury market, including the features and amenities that appeal to affluent buyers. 

As a luxury property sales consultant, you’ll need to cultivate a network of high-net-worth individuals and provide exceptional customer service to meet their unique needs and expectations.

Senior Living Communities

The aging population has created a growing demand for housing options tailored to the needs of seniors. 

Specializing in senior living communities requires knowledge of various housing types, such as independent living, assisted living, and continuing care retirement communities. 

You must understand the specific needs of older adults. This can include accessibility, healthcare services, and social activities. You need to help them find the perfect home for their golden years.

Frequently Asked Questions About New Home Sales Consultant

How long does it take to become a new home sales consultant?

The time it takes to become a new home sales consultant can vary based on several factors. A Bachelor’s degree typically takes 4 years. Getting a real estate license adds another few weeks into the mix. 

Then, of course, there’s the experience you need. You’ll probably have to spend a good deal working as a real estate agent first. When you acquire all the skills and knowledge you need, you can start looking for employment as a new home sales consultant.

Is a real estate license required to become a new home sales consultant?

Only in a few states. Most states don’t require this. 

However, you need to gain the skills and knowledge of a new home sales consultant. And the only way to do that is to work in the industry for a few years. And for that, you need a real estate license. 

So getting one is essential. 

Can I work as a new home sales consultant part-time?

Yes, many new home sales consultants work part-time, especially when they are first starting in the industry. However, be prepared to work evenings, weekends, and on-call hours to accommodate clients’ schedules.

How much do new home sales consultants earn?

As one of the highest-paying real estate careers, new home sales consultants can earn a lucrative income. However, earnings will vary greatly depending on factors such as your employer, location, experience, the number of homes sold, etc…

According to Ziprecruiter, new home sales consultants make an average of $87,256 per year (as of July 2023). 

Wrapping Up

So that is how to become a new home sales consultant. 

The two most important things that you need are:

  • Education in a related field
  • Experience
  • The right skills

Becoming a new home sales consultant can be an exciting and rewarding career choice. 

By following the steps outlined in this guide, you can pave the way to a successful career in new home sales consulting.

With dedication, hard work, and a commitment to continuous learning, you’ll be well on your way to making a lasting impact in the world of new home sales.

Best of luck!

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