Guide

What the Builder's Sales Office Won't Tell You About New Construction

The people in a builder's sales office are usually friendly and helpful. They are also paid by the builder to sell the builder's homes on the builder's terms. That is not a criticism. It is just their job. Your job, as the buyer, is to make sure someone is looking out for you. Here is what I tell

By CC Summerfield, Realtor · CA DRE #01373421 · Nov 9, 2026

What the Builder's Sales Office Won't Tell You About New Construction

Your job, as the buyer, is to make sure someone is looking out for you. Here is what I tell every buyer before they walk into a model home.

Register your agent on the first visit

The sign in form at the sales office matters more than it looks. Write your agent's name on it before you tour anything. Many builders will not add an agent later, and a blank line can mean your agent is turned away down the road.

If you already toured and left it blank, contact the sales office and your agent the same day to ask about adding a name.

Builder paid agent compensation is common but not guaranteed. Your agent's pay should be agreed to in writing before you start.

What moves and what does not

Usually negotiable: help with closing costs and credits toward upgrades like blinds or a fence

Often negotiable: a lower interest rate through the builder's lender. Compare it honestly with other offers.

Rarely negotiable: the base price and lot premiums

Not negotiable: the contract language

Ask for a written list of the model home features that are upgrades, not standard. Ask which phase the home is in and how quickly the last phase sold. Fast sales often mean higher prices in the next release.

Focus hardest on what you can never change later: the lot, the floor plan and where the windows face.

The parts to look at twice