Question 1: Who Represents Me in This Transaction?
The on-site sales rep represents the BUILDER, not you. Most first-time new-construction buyers don’t realize this. You need a buyer agent to represent your interests in the contract.
Most builders work with buyer agents regularly and won’t object — you don’t lose anything by being represented. You gain a fiduciary who negotiates terms most buyers don’t realize they can negotiate.
Question 2: What Does the Base Price Include?
Base-price models are intentionally bare. Standard upgrades (flooring grade, cabinet level, exterior elevation) often push 10-20% over base before you’ve picked anything ‘extra.’
Get a written line-item breakdown of what’s included and what’s a paid upgrade before you fall in love with the design center.
Question 3: What Design-Center Upgrades Push the Price Up?
Design centers are profit centers. The most-marked-up upgrades in Middle Tennessee right now: hardwood floors (often 200-300% markup over retail install), upgraded countertops, structural changes after contract, and lighting/electrical adds.
Karla helps clients identify which upgrades to do via the builder (when it’s worth it) vs after closing with an outside contractor (when the markup is too high).
Question 4: What’s the Delivery Date — And What If It Slips?
Builder contracts almost always include the delivery date as ‘estimated.’ If the date slips by 6 months, you may be stuck in a rental and your rate-lock expires.
Ask: what are the daily liquidated damages if delivery slips beyond a specified date? Standard builder contracts often leave this weak; Karla negotiates it up when possible.
Question 5: What’s the Warranty Structure?
Most Middle Tennessee builders offer a 1-year workmanship, 2-year systems, 10-year structural warranty. Verify what’s covered, what triggers a warranty claim, and what the dispute process is.
Some builders include a third-party warranty company (which can be helpful) and others self-warranty (which can be harder if there’s a dispute).
Question 6, 7, and 8: Inspector, Financing, and Dispute Resolution
- Inspector — you have the right to bring your own inspector for the pre-closing walk-through. Some builder contracts try to limit this. Don’t sign one that does.
- Financing — many builders require their preferred lender for incentives. Their rate is often slightly higher than market. Karla helps you evaluate whether the incentives offset the rate.
- Dispute resolution — many builder contracts contain mandatory arbitration clauses that limit your legal options. Read it before you sign.
Frequently Asked Questions
From Karla Wiser, Realtor at Mabry Realty.
When should I bring in my buyer agent?
Before you tour any model home. Many builders only honor buyer-agent representation if you’re registered with the agent on your first visit. Call Karla before you walk into any model home, even if it’s just window-shopping.
Can a buyer agent get me a better new-construction deal?
Often yes — through structured incentives, credits at closing, upgraded finishes, or improved contract terms. Builders work with buyer agents regularly; you lose nothing by being represented.
What new-construction builders are active in Middle Tennessee?
Major builders include Pulte, D.R. Horton, Drees, Lennar, Centex, Beazer, Smith Douglas, regional builders like John Maher, Goodall, and many custom builders. Karla tracks builder reputations and contract terms across Middle TN developers.
What are typical delivery timelines on new construction?
6-12 months from contract is typical, depending on stage at contract signing and builder backlog. Delays of 30-90 days are common; longer delays happen and should be addressed in the contract liquidated-damages clause.
How do I get started?
Call or text Karla at (615) 491-0260 before you tour any builder model home. She’ll set up your representation correctly from day one.