How to Increase New Home Sales by Building Trust with Buyers [PODCAST]

Home buyers no longer start their search by driving through neighborhoods. They start online. With over 90% beginning their journey digitally, homebuilders need more than just great homes. They need a strong and trustworthy presence where buyers are actively looking.

Recently, Homebuilder Ops CEO Josh Paul joined Greg Bray and Kevin Weitzel on the Home Builder Digital Marketing Podcast to discuss how builders can better connect with today’s homebuyers. He shared practical strategies from Homebuilder Ops’s latest research report for building trust, being transparent about costs, and meeting buyer expectations in a changing market.

Here’s what was covered and how these insights can improve your buyer experience.

Aligning With What Today’s Homebuyers Expect

Small changes can make a big difference when they align with what buyers actually want. Here’s what stands out most:

1. Fast, Thoughtful Responses
   Buyers expect quick follow-ups when they reach out. Slow responses or generic replies create doubt and hurt trust.

Tip: Don’t make speed your only focus. Make sure your responses show that you’ve listened to their concerns and are offering real solutions.

1. Clarity Around Costs
   Buyers need to feel confident that they can afford a home before moving forward. Nearly half of buyers in the 2024 New Home Buyer Customer Experience Expectations Study said that concerns about affordability or hidden fees would stop them from signing a contract.

Tip: Be transparent from the start. Providing clear financing guides or cost breakdowns can help buyers feel more comfortable.

1. Personalized Communication
   Different buyers expect different approaches. Younger buyers like Millennials and Gen Z often prefer digital communication, while Baby Boomers lean toward more traditional methods.

Tip: Coach your sales team to adapt their communication style to match each buyer’s preferred method for a more personalized experience.

Buyer Turnoffs: What to Avoid 

There are actions homebuilders take that turn buyers away. Some of the most common include:

• Rushing the process: Buyers want to feel valued. Listen to them first to build trust and improve their experience.
• Inconsistent information: Different answers from your team create confusion and break trust. Make sure everyone is on the same page.
• Ignoring inquiries: When buyers reach out, they expect a response. Following up shows them they matter.

Small Tweaks, Big Impact

You don’t need a complete overhaul to see real change. Simple adjustments like improving communication and addressing affordability concerns can make a big difference.

When your sales and marketing align with buyer expectations, you build stronger relationships, attract more leads, and close deals faster.

Listen to the Full Episode

There’s so much more to explore from this conversation. You can listen to Josh’s full interview below on the HomeBuilder Digital Marketing Podcast to learn more about:

• How automation tools like HubSpot can improve follow-ups.
• What buyers really think about promotions and discounts.
• How trust helps build long-term buyer relationships.

To learn more about improving your buyer experience and creating a new home sales and marketing process that works, download our free research report at homebuilderops.com/research.