From The Training Room Vol 2

by Brian Fraibble

Do you think selling new homes requires specialized skills? My experience and the input of 90% of my site agent colleagues would agree yes. It’s actually more of a knowledge game and the statement that knowledge and power proves true in negotiating with the new home construction site agents.

“KNOW THE DEAL”. That quote is never more important than when negotiating with a new home site and negotiating a great deal for your customer; converting said customer to a client.
Standing inventory. Quick move in homes. Showcase homes. These are often titles defining inventory that the builders are anxious to sell. Our clients desire to build a home from the ground up and customize is very important; however an option for a move-in ready house is a possibility for discounted pricing and additional incentives.

We get into some specified techniques during our training sessions, please join us for awesome networking and interactive learning. HAPPY SELLING!

We @ TNT are constantly stressing the importance of the relationship between site agents and Realtors.

This key relationship opens the door for smoother transactions, happier clients and more closings. New home site agents are trained in the selling skills of critical path.
Meet and greet. Demonstrate. Qualify. Site. Close. It’s often said “the meet and greet is the most important aspect of the critical path”; and many site agents are challenged with the simple process of introduction.

It’s much easier to sit down with a friend over a cup of coffee and negotiate an agreement then it is to negotiate the same agreement with a stranger. Wouldn’t you agree?
When a skilled realtor walks into the room and already has established a relationship with the builder’s agent, we are now prepared to work together along with our

View From The Top, Vol 12

By Nat Hodgson
Executive Director
Southern Nevada Home Builders Association


Longtime, respected home builder, Frank Wyatt, the president of Pinnacle Homes in Las Vegas, has taken the helm as 2016 president of the Southern Nevada Home Builders Association.

Wyatt has been an active member of the association since 1982 when he was a consulting engineer at then-SEA Engineers. He established Pinnacle Homes in Las Vegas in 1992. He also served as SNHBA president in 2011, and has been very active on many of the association’s committees, including its Executive, Legislative, Codes, and Community Planning and Infrastructure committees. In 2015, SNHBA presented Wyatt with a Lifetime Achievement Award in Home Building.

“There have been a lot of transitions at the association in recent years, but our central mission remains largely the same – work hard to keep new homes competitively priced for as many potential homebuyers as possible,” Wyatt said during his acceptance speech at the association’s Installation and Awards Luncheon in December at the Four Seasons Hotel.

He said the tight supply of local land remains the primary challenge for home builders to sell their new homes at competitive prices.

“Land is a major component of the cost of a home, and in Southern Nevada, it’s a huge challenge for home builders. More than 80 percent of the land in Nevada is owned or controlled by the federal government. Contrast that with Texas where the federal government has less than 2 percent.

“This land constraint keeps our land costs high relative to other locations in the region, and that makes new-home affordability more difficult. The processes currently under way to make land more available will take many years. It’s critical we be a part of the process as it moves forward,” Wyatt said.

Wyatt’s roots in Nevada run deep. He graduated from Earl Wooster High School in Reno in 1971. The late Senator Alan Bible appointed Wyatt to the U.S. Air Force Academy that year. He had to resign from his studies in 1973 because of a vision problem that interfered with pilot qualification.

He went on to the Georgia Institute of Technology, better known as Georgia Tech, in Atlanta from 1974 to 1976, graduating with high honors with a degree in civil engineering. In 2004, Georgia Tech presented Wyatt with a Distinguished Graduate Award.