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The Selling Function of New Construction

by Chicago Agent

I’m no salesperson. Selling effectively requires a certain skill set. Successful salespeople have a combination of knowing what to say to get through to their target market, being persuasive and having thorough product knowledge. I like to think I can write persuasive pieces and have thorough knowledge of what I write about, but I don’t have all the skills necessary to be a great salesperson – which is why I should stick to my day job here at Chicago Agent.

Selling newly constructed properties in a tough market for new construction requires an even higher skill level. Agents have to go above and beyond to sell a new construction development’s amenities, location and value compared to one of the many, many resales available in Chicago. Selling new construction requires skills some agents without much experience might not realize, such as knowing how to network their sphere of influence, and understanding a new property’s “life cycle.” Agents who are good at new development marketing, who consistently get the attention of developers hiring sales agents, are quick on their feet, know all the tricks and tools, and most importantly, know how to sell.

Our cover story of this New Construction issue not only covers new properties in Chicagoland (click here to read the story), but also how to sell new construction. We asked developers why they hire the agents they do, the pros and cons of selling in-house, outsourcing or using a combination of both methods, and what it takes to effectively sell new construction. We asked agents how they started selling new construction, how they gained experience and what they’ve learned and experienced that’s helped them sell new construction. In an ever-changing market, it’s more important now than ever to stay on top of your skills and adapt to stay successful. That’s a lesson Andy Konovodoff, Chicago division president of K. Hovnanian Homes and our cover model, knows very well – despite the new construction market being down, the company has managed to expand and stay at the top of their field.

Do you have buyers interested in new construction? Send me an email and let me know. Enjoy the issue!

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