Navigating the New Home Construction Process

For top real estate agents in St. Louis, understanding the nuances of new home construction can be a game-changer when working with clients. Partnering with a knowledgeable builder ensures a smoother process, but agents who grasp the essentials of this industry can better guide their buyers, set realistic expectations, and strengthen their professional reputation. Here are some expert tips to help Realtors excel when collaborating with new home builders and their clients.

Understand the Timeline and Set Expectations Early
New home construction doesn’t follow the same rhythm as resale transactions. From groundbreaking to closing, the process can take six months to a year—or longer—depending on factors like weather, supply chain dynamics, and customization choices. Encourage clients to ask builders for a detailed timeline upfront, including key milestones like foundation pouring, framing, and drywall installation. As a Realtor, knowing these stages allows you to proactively address buyer questions and temper impatience with informed updates. A seasoned agent might even suggest padding the estimated completion date by a few weeks when coordinating move-ins or lease terminations.

Educate Buyers on Customization Limits
One of the biggest draws of new construction is personalization, but it’s not limitless. Builders often work within predefined design packages or upgrade options to maintain efficiency and profitability. Advise clients to inquire about flexibility early—can they tweak floor plans, or are they restricted to selecting finishes? Knowing where the builder draws the line helps avoid mid-process disappointments. Top agents shine by preparing buyers for these discussions, ensuring they prioritize must-haves (like an extra bedroom) over nice-to-haves (like premium cabinet hardware) within the builder’s framework.

Highlight the Value of Pre-Construction Involvement
Getting clients involved before the shovel hits the ground can be a strategic advantage. Many builders allow buyers to meet with design consultants or visit a model home to visualize possibilities. As a Realtor, encourage clients to seize this opportunity—it’s their chance to lock in pricing before material costs rise or to secure a preferred lot in a developing community. Your expertise in timing can position you as a trusted advisor, especially in a market like St. Louis, where new neighborhoods are steadily emerging.

Leverage Builder Incentives Wisely
Builders often offer perks—like closing cost assistance or free upgrades—to attract buyers, especially nearing the end of a phase or fiscal year. Stay attuned to these trends and advise clients accordingly. However, remind them to weigh incentives against long-term value. A discounted appliance package might sound appealing, but if it compromises quality, it could cost more down the road. Your insight here can steer buyers toward decisions that align with their goals.

Build Relationships with Builders
Finally, top Realtors know that strong connections with local builders pay dividends. Attend builder open houses, ask about upcoming projects, and familiarize yourself with their processes. This rapport not only gives you insider knowledge to share with clients but also positions you as a go-to agent for buyer referrals. In a competitive market like St. Louis, where new construction is a growing segment, these relationships can set you apart.

By mastering the ins and outs of new home construction, Realtors can confidently guide clients through this unique journey. Armed with these pro tips, agents can elevate their expertise, foster trust, and deliver exceptional results—whether the keys unlock a resale or a freshly built dream home.

About the author: 
Rob Scarpelli is a dad, a Marine, and the New Home Specialist with McKelvey Homes. Originally from Long Island, he chose St. Louis as his home in 2013 to raise his family. Having worked for multiple builders, his passion is helping the people of St. Louis realize their dream one house at a time. You can learn more about McKelvey Homes at https://www.mckelveyhomes.com/ or reach out to Rob at (636) 782-3598.