New Construction

The builder’s sales representative works for the builder

A friendly, knowledgeable sales representative can be a great resource. But buyers should understand whose business that person represents.

The builder’s sales team is there to sell the builder’s homes. Your real estate professional brings a different perspective: Does this purchase make sense for you? What can be negotiated? What needs further investigation?

We don’t approach every builder as a problem waiting to happen. We have productive relationships with builders throughout the Florida markets we serve. But a good relationship doesn’t replace independent inspections, careful contract review, or putting commitments in writing.

Brand-new homes still need independent inspections

One of the most expensive assumptions a buyer can make is that “new” means “nothing could be wrong.”

Construction involves multiple trades, subcontractors, schedules, and handoffs. Mistakes happen.

In one purchase our team handled, the buyer didn’t know about independent inspections at different stages of construction. We helped coordinate a pre-drywall inspection, which revealed an incorrect room configuration and wiring issues identified as not meeting code.

We worked to get the builder to correct those problems before the walls were closed.

Without that inspection, those issues could have been concealed behind finished surfaces and become much harder to address.

An independent inspection gives you another opportunity to identify problems while they can still be documented and corrected.

Depending on the home’s construction stage and the builder’s access requirements, we help buyers plan for pre-drywall and pre-closing inspections with qualified professionals. Inspection access, scheduling, and repair procedures should be addressed early.

There may be more room to negotiate than you realize

The advertised price and the incentive on the sales-office flyer don’t always tell the whole story.

In one community, our team negotiated:

• Upgraded kitchen fixtures.
• A kitchen backsplash.
• Upgraded bathroom tile.
• A lower interest rate.
• A purchase price below asking.

The upgrades alone totaled more than $25,000, separate from the lower purchase price and interest-rate benefit.

Why did we know to ask?

The home had been sitting, it was the end of the quarter, and we knew the builder wanted to move that inventory. Understanding those circumstances helped us negotiate.

We also encountered a buyer who purchased in that same community without representation and paid for upgrades. They had assumed going directly to the builder would save money. Having recently negotiated substantial upgrades there for another client, we saw opportunities that buyer hadn’t known to explore.

We can’t promise identical results on every purchase. Builder flexibility changes by community, inventory, timing, and the specific home. But knowing what to ask for—and why a builder might agree—can make a meaningful difference.

Your contract deserves as much attention as the model home

It’s easy to spend an hour choosing tile and only a few minutes thinking about cancellation deadlines.

The contract is what determines your obligations.

The Florida Bar cautions that construction contracts can vary significantly and may be drafted primarily to protect the contractor. Careful review before signing matters.

Our team helps buyers identify questions about:

• Deposits and whether they are refundable.
• Financing deadlines and lender-related incentives.
• Construction delays and closing timelines.
• Inspection access and repair procedures.
• Cancellation rights and required notices.
• Warranty coverage and unfinished work.

We pay particular attention to the buyer’s contractual “exit ramps”: what circumstances may allow cancellation, what notice is required, and when it must be delivered.

We also encourage review by a Florida real estate attorney. Your Realtor helps guide the purchase and negotiations; an attorney provides legal advice about your rights and obligations. The Florida Bar recommends consulting an experienced Florida real estate lawyer before signing a purchase contract.

Don’t assume unfinished items automatically delay closing

Buyers sometimes assume they can postpone closing until every punch-list item is finished.

That depends on the contract and the nature of the unfinished work. Minor outstanding items may be treated differently from conditions that affect lawful occupancy or contractual completion requirements.

Our approach is to address these questions before closing pressure builds.

We encourage a final independent inspection and walk the property with our buyers, coordinating with the inspector when possible. We use blue painter’s tape to flag visible items and help document concerns for the builder.

Buyers sometimes hesitate to mention a paint flaw, damaged trim, or a finish that doesn’t look right. We encourage them to speak up.

You’re buying a brand-new home. It’s reasonable to expect it to look brand-new.

When work remains outstanding, we push for written documentation of what needs correction, who is responsible, and the expected timeline. Any question about withholding closing or enforcing repairs should be reviewed against the contract with legal counsel.

Talk to your Realtor before contacting the builder—even online

This is one of our strongest recommendations: Schedule your consultation before registering on a builder’s website, requesting a tour, or walking into a sales office.

Builder registration policies differ. Some require your agent to be identified at the first contact and to accompany you on the first visit.

For example, Lennar’s published policy ties cooperating-broker commission eligibility to registration at the initial interaction and accompanying the buyer on the initial visit or applicable virtual tour.

Signing in without an agent doesn’t automatically erase your legal ability to hire one. But it can affect the builder’s willingness to recognize or compensate that agent, complicating your options later.

Let us confirm the community’s requirements before you start browsing.

Will going without a Realtor save you the commission?

Don’t assume the builder will reduce your price by the amount it might otherwise pay a buyer’s broker.

Many builders offer compensation through established broker programs. That doesn’t mean an unrepresented buyer automatically receives an equivalent discount.

At The Wilkins Way, our approach is to negotiate builder-paid compensation as part of the purchase arrangements, with the goal of avoiding a separate commission payment by our buyers. We discuss the terms and your obligations upfront.

Broker compensation is negotiable, is not set by law, and should be clearly documented in your buyer agreement and applicable transaction agreements. Read the National Association of Realtors’ consumer guide to written buyer agreements for more information.

We look beyond the home to the surrounding area

A beautiful home is only part of the purchase. You’re also choosing a location.

Our teams are deeply rooted in the Florida communities we serve. Builders know our brand and reputation, and many send us inventory updates and opportunities they want buyers to consider.

We also help buyers investigate what surrounds a community: nearby development proposals, land uses, road projects, and other changes that may affect their experience of living there.

That peaceful field across the street deserves a closer look before you fall in love with the view. Is it protected land? Is it approved for development? What remains uncertain?

We can’t predict every future change. We can help you distinguish what exists today, what is documented or planned, and what still needs investigation.

Location matters just as much when the house is brand-new.

Before you visit a builder, talk with The Wilkins Way

Buying new construction should be exciting. Understanding the process helps you enjoy it with clearer expectations.

Schedule a consultation with a member of The Wilkins Way before visiting a new construction community or registering with a builder online.

We’ll walk you through the dos and don’ts of browsing, explain potential pitfalls, and discuss the negotiating opportunities available in the communities you’re considering.

From your first visit to inspections and closing, our job is to help you make an informed purchase—and ask the questions you might not know to ask.