A home builder sales representative greets buyers at the model home, walks them through plans and open lots, and writes the contract for the house they pick. They follow up with every visitor and keep each buyer's paperwork moving from first visit to signed contract.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, residential builders and remodelers · BLS, May 2025
Annual pay: 10th percentile $34,830, middle half $47,110 to $95,580, 90th percentile $143,230. Source: BLS Occupational Employment and Wage Statistics, May 2025.
Reports to
Sales Manager
Department
Sales
Schedule
Office hours, some evenings and weekends · Occasional on-call duty in peak sales periods, with regular travel between the office, models and home sites
Also called
New home sales consultant · Community sales manager · Onsite sales agent · New home sales counselor
Home builder sales representative job description template
This is our Role Blueprint, word for word. Replace the highlighted fields and adjust the example targets and pay to fit your company.
A dynamic and customer-focused Sales Representative for our Home Builder division who excels at showcasing model homes, finalizing contracts, and managing robust client relationships. This role is pivotal in driving revenue growth and ensuring an exceptional customer experience from first contact through contract close.
2. Essential Duties and Responsibilities
Conduct engaging tours of model homes to prospective buyers.
Finalize contracts and secure commitments with potential clients.
Develop and nurture long-term client relationships to enhance customer retention.
Collaborate with internal teams to streamline the sales process and resolve client concerns.
Provide expert product knowledge and market insights to guide client decisions.
3. Key Tasks / Daily Activities
Greet and guide clients on daily model home tours.
Follow up with leads and schedule appointments for property visits.
Maintain accurate records of client interactions and contract progress in the CRM system.
Prepare and present proposals, showcasing the benefits of our home building services.
Address and resolve any client inquiries or objections promptly and professionally.
4. Key Performance Indicators (KPIs)
Monthly contract signings: Minimum 10 contracts per month.
Customer Satisfaction Rating: Maintain an average >4.8 stars from client feedback.
Conversion Rate: Achieve a conversion rate of at least 25% on scheduled tours.
New Leads Generated: Generate at least 15 qualified leads per month.
5. Required Qualifications and Skills
Bachelor’s degree or equivalent professional experience.
Minimum of 2 years in sales-related roles, preferably within the home services industry.
Excellent communication and interpersonal skills.
Strong negotiation and closing abilities.
Proficiency in CRM software and Microsoft Office Suite.
6. Preferred Experience
Previous experience in home building, real estate, or construction sales.
Successful track record of meeting or exceeding sales targets.
Demonstrated ability to manage long-term client relationships.
Familiarity with local market trends and property regulations.
7. Physical Requirements
Ability to walk and stand for extended periods during property tours.
Comfortable navigating both indoor model home settings and outdoor construction sites.
Ability to lift up to 20 pounds occasionally (e.g., marketing materials).
Adaptability to varying weather conditions during home site visits.
8. Work Environment and Schedule
Standard office hours with flexibility for occasional evenings or weekends.
Regular travel between the office, model homes, and client sites.
Dynamic and fast-paced work environment.
Occasional on-call duties during peak sales periods.
9. Compensation and Benefits
Base salary range: $40,000 - $55,000 USD per year based on experience.
Competitive commission structure with performance incentives.
Health, Dental, and Vision insurance.
401(k) plan with company matching.
Additional fringe benefits such as paid time off and professional development opportunities.
10. Company Culture and Overview
At [INSERT COMPANY NAME HERE], we are committed to fostering a growth-oriented environment where every team member is empowered to succeed. Our culture is built on innovation, collaboration, and an unwavering focus on exceptional customer service. We celebrate diverse ideas and reward proactive thinking, ensuring that our employees not only meet their professional goals but also grow personally.
11. How to Apply
If you meet the above criteria and want to be part of a growth-oriented company focused on customer satisfaction, please send your resume to [INSERT EMAIL HERE] or apply online at [INSERT WEBSITE LINK HERE].
Need help filling this role? HireBus posts the ad, Iris interviews every applicant by phone before you do, and you decide who to hire. Start hiring now
Every sales rep meets buyers and closes deals. A home builder's rep sells a house that often isn't built yet, on a lot the buyer has to picture.
The model is dressed in upgrades
Model homes tend to show the best cabinets, floors and lighting on the option list. Know which features are standard and which cost extra, tag the upgrades or keep a printed list in the model, and price the house the buyer is actually asking about before they fall for the one on display. A buyer who learns the difference at the design center feels misled.
Pull the flood map for every lot
A bank the FDIC supervises can't make a loan on a house in a special flood hazard area unless the house carries flood insurance. Look up each lot on FEMA's Flood Map Service Center before you show it, so a buyer isn't surprised by a policy cost the week before closing. The lender makes the final call, so send buyers to it with questions. Source: eCFR: 12 CFR 339.3, requirement to purchase flood insurance.
Buyers ask what's under the slab
Radon questions come up on lot walks. EPA's guide to radon-resistant new construction describes a gravel layer and plastic sheeting under the slab, sealed cracks, a pipe that vents soil gas above the house, and an electrical box in the attic for a fan if a later test calls for one. Ask construction which of these your homes include, and tell buyers only that. Source: U.S. EPA: radon-resistant construction basics and techniques.
Ask every visitor about an agent
The National Association of Realtors tells buyers to expect a written agreement once they start working with an agent, before they tour a first house together. Someone visiting an open house on their own doesn't need one. So a buyer who walks into your model alone may already have signed with an agent. Ask at sign-in whether they're working with one, record the answer in the CRM, and follow the co-op policy your sales manager sets. Source: National Association of Realtors: consumer guide to open houses and written agreements.
Walk the lot with the plot plan
Before the contract, walk the lot with its plot plan: where the house sits, the setbacks, any easements, the drainage swale and the driveway. Point out what the buyer can't change, such as a utility box or a fence line the HOA sets. Note in the CRM what you showed, so nobody promises something different later.
How much home builder sales representatives make
The closest BLS group for home builder sales representatives is sales representatives of services. Sales representatives of services who work for residential builders and remodelers earned a median of $30.84 an hour ($64,150 a year) in May 2025, according to the Bureau of Labor Statistics. That’s below the $69,990 median for sales representatives of services in all industries. About 25,710 of the 1,256,010 sales representatives of services in that survey work for residential builders and remodelers.
Builders usually pay new home reps a base salary plus commission on each closed home. The template's base range trails the BLS median for reps at residential builders, so show candidates what commission adds.
Residential builders and remodelers
$64,150$64,150 median Middle half $47,110–$95,580 10th–90th $34,830–$143,230
All industries
$69,990$69,990 median Middle half $47,670–$100,480 10th–90th $37,980–$148,840
$0k$25k$50k$75k$100k$125k$150k$175k
10th–90th percentileMiddle halfMedianAnnual pay, May 2025. Source: BLS Occupational Employment and Wage Statistics.
Annual pay by percentile
Group
10th
25th
Median
75th
90th
Residential builders and remodelers
$34,830
$47,110
$64,150
$95,580
$143,230
All industries
$37,980
$47,670
$69,990
$100,480
$148,840
BLS reports home builders and remodelers together. Post a real range for your market in the ad.
The pay line in the template above is an example from our Role Blueprint. Set yours from these figures and what local companies pay.
Skills to hire for, and what you can teach
Hire for these
Explaining floor plans, elevations and plot plans in plain words
Asking early in a visit about the buyer's move date, budget and financing
Following up with every visitor by phone, text and email without pushing
Writing a clean contract and addenda with no handwritten promises
Staying calm and friendly when a buyer pushes on price
Teach these on the job
Your plans, standard features, options and price sheet
Each community's lots, premiums and HOA rules
How your homes are built, stage by stage
Your CRM, contract software and preferred lenders
Your co-op policy for outside agents
Reps work from a tablet or laptop with the CRM, interactive floor plans and the lot map, and sign contracts with e-signature. A printed plot plan and a measuring tape help on lot walks. Say in the ad which CRM you use and whether reps write contracts themselves.
Home builder sales representative interview questions
Two of the 7 questions we'd ask, and what a strong answer sounds like. Ask every candidate the same questions, and rate each answer on your own before you compare notes.
Situational · Negotiating within authority
A buyer asks whether you'll lower the price on a finished spec home. What do you do?
A strong answer: Knows the approved incentives, asks what matters most to the buyer (rate, closing costs, options), offers within their authority, and brings in the manager if needed.
Behavioral · Long follow-up
Tell me about a time you followed up with a prospect for months before they bought.
A strong answer: Describes a follow-up rhythm, useful touches (new releases, rate changes), notes in the CRM, and the eventual sale.
Read the template's targets as samples. Each rep's goals should come from the community they sell, its walk-in traffic and the homes still open.
Monthly contract signings
Count the contracts each rep signs per month from the CRM, and flag any that cancel later. Compare reps inside the same community, since one that just opened and one that's nearly sold out aren't alike.
Customer Satisfaction Rating
Ask buyers to rate the rep after the contract signing, then again after closing. Read the comments for promises the rep made that the build couldn't keep.
Conversion Rate
Divide contracts by the scheduled tours each rep held, by month. Keep walk-ins without an appointment in their own count so the rate stays fair across reps.
New Leads Generated
Count the new prospects each rep adds to the CRM from their own work: agent office visits, calls to past visitors, events and referrals. Leave out web leads that marketing passes along.
Career path
Real estate agent at a resale brokerageLearns contracts, financing and how buyers choose a home.
Sales representativeGreets buyers, tours the model and writes contracts for one community.
Senior sales consultantTakes the busiest community or opens new ones.
Sales managerLeads the agents across several communities.
What is a be-back, and how should a rep follow up?
A be-back is a visitor who leaves the model and comes back later, often ready to sign. Send a short note the same day that names the plan and lot they liked, then call within a couple of days with something new, such as a lot that opened or a home that's nearly done. Log every touch in the CRM so another agent can pick up on your day off.
How much does a home builder sales representative make?
Sales representatives of services who work for residential builders and remodelers earned a median of $30.84 an hour ($64,150 a year) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $47,110 and $95,580 a year. Pay also depends on your local market, experience and overtime.
How should a rep answer a buyer who asks for a lower price?
Start with what the price includes, then ask what's behind the question: the monthly payment, the lot or another builder's offer. Many builders keep base prices steady to protect buyers who already signed, and would rather approve an option credit or help with closing costs. Offer only what your sales manager has approved, and write it into the contract.
Can a rep hold a lot for a buyer before the contract?
Only if your company has a written policy. Some builders hold a lot for a day or two while a buyer gets prequalified for a loan; others take no holds at all. A hold with no end date blocks a lot another buyer might sign for. Put the policy on the price sheet so every rep applies it the same way.
What should a rep do on a weekday with no appointments?
Call recent visitors, drop the newest inventory sheet at local real estate offices, walk the homes under construction to see what changed, and tour a competing model to learn its prices and features. Record each of these in the CRM so the sales manager can see the work, not just the sales.
What does the rep template's walking, lifting and weather line involve?
It covers tasks like leading buyers through two or three models in a row, crossing an open lot on dirt and gravel, lifting a carton of flyers or yard signs up to 20 pounds, and showing a home being built on a wet or windy day. List those tasks in the posting, and accommodate candidates who ask.
