Before doing anything else, make sure you fully understand the deal the builder is currently offering — this is your foundation for the entire transaction.

• Review all current builder incentives, interest rates, and rate buydowns.
• Confirm closing cost assistance, included upgrades, and any special promotions.
• Know the deal inside and out before negotiating anything on behalf of your client.

Once you understand the builder's offer, request any additional concessions or terms your client would like. This is your opportunity to advocate for your buyer before the contract is written.

• Request any additional concessions, upgrades, or credits on behalf of your client.
• Once both parties agree, the builder prepares the purchase agreement.
• The builder sends the contract to the agent for review and the buyer for signatures.

The builder drafts the purchase agreement and sends it to you for review. This is a builder contract — not the standard AAR — so review carefully to confirm all negotiated terms are included before the buyer signs.

• Review the purchase agreement carefully — confirm all negotiated terms are reflected.
• Walk the buyer through the key points before they sign.
• Once the buyer signs and the builder countersigns, the contract is fully executed and the home is officially under contract.

The buyer submits the earnest money deposit directly to the builder — not to a title company as in a resale transaction. Once received, the transaction officially moves forward.

• Buyer submits EMD directly to the builder per the contract instructions.
• Builder confirms receipt and the transaction moves forward.

Unlike a resale transaction, the builder's representative opens escrow — not the agent. Your job is to celebrate this moment with your client and make sure they have everything they need.

• Send the buyer a congratulations email with copies of all their signed documents.
• Explain what to expect over the coming weeks so they feel informed and confident.

The lender contacts the buyer to collect all required documents and begin the loan approval process. If the builder offered incentives tied to using their in-house lender, make sure the buyer understands the tradeoffs before committing.

• Buyer submits all requested documents to the lender promptly.
• Lender begins working toward initial loan approval.
• Stay in communication with the lender to monitor progress.

Within the first couple of weeks, the builder will send three key dates that shape the rest of the transaction. These dates help you and your client plan everything ahead.

• Watch for the builder to send the following dates:
• New Home Orientation — when the builder walks the buyer through the home
• Final Walkthrough — typically 15–30 minutes before closing
• Closing Date — the target date for funding and key transfer
• Share all three dates with your client right away and add them to your calendar.

Once the orientation date is confirmed, ask the buyer if they'd like to hire a licensed home inspector. Even new builds benefit from an independent inspection — builders are not infallible and inspectors catch things that matter.

• Send the buyer the Recommended Inspectors email.
• Contact the builder rep to schedule the inspection and obtain any requirements the inspector must meet to be approved.
• Schedule the inspection before the orientation date.
• Once the inspection is complete, email the full report to the builder rep so they can address all items before closing.

The builder's representative walks through the home with the buyer to explain features, warranties, and maintenance. This appointment typically takes 1–2 hours. This is also when any cosmetic items or imperfections are identified and marked for the builder to repair before closing.

• Attend the orientation with your buyer whenever possible.
• Walk every room carefully and document any cosmetic imperfections or unfinished items.
• Make sure all noted items are recorded by the builder rep.
• These items should be addressed before the final walkthrough.

While the builder is completing any remaining work, the lender is finishing the loan process and working toward a Clear to Close.

• Lender orders the appraisal.
• Buyer shops for and obtains homeowners insurance.
• Lender completes final underwriting review.
• Clear to Close is issued — the loan is ready to fund.

The buyer and agent walk the home one final time — typically 15–30 minutes before closing — to confirm that all items identified during the orientation have been completed by the builder.

• Walk every room and verify each orientation item was addressed.
• If something was missed, flag it with the builder rep immediately.
• Confirm the home is in the expected condition before signing.

The buyer signs the final closing documents with the builder's title company. Timing varies by builder — this appointment may happen before or after the final walkthrough.

• Buyer reviews and signs all final closing documents at the title company.
• Lender confirms funding.
• Ownership is ready to transfer.

The loan funds, ownership officially transfers, and your buyer receives the keys to their brand-new home. Closing typically happens the same day as the final walkthrough.

• Loan funds and the sale records.
• Buyer receives the keys to their new home.
• Celebrate this moment — take photos, make it memorable.

The home inspection report documents every condition the inspector observed — from minor cosmetic issues to major safety concerns. Your job is to read it strategically, not emotionally.

• Read the entire report before calling your buyer — know what you're dealing with first.
• Pay close attention to anything flagged as a safety issue or requiring immediate attention.
• Note items involving major systems: roof, HVAC, plumbing, electrical, foundation.
• Separate what's significant from what's normal wear and tear for the home's age.
• Call your buyer and walk them through the findings calmly and clearly.

Not every item on an inspection report belongs in a BINSR. Before you write anything, sort the findings into categories so you know what to ask for and what to let go.

• Must Ask: Safety hazards (exposed wiring, gas leaks, missing GFCI), failed major systems (AC not cooling, water heater near end of life, active roof leak), structural or code issues.
• Should Ask: HVAC servicing, plumbing concerns, broken appliances included in the sale, pest damage, missing smoke/CO detectors.
• Consider Asking: Minor repairs that could affect the buyer's use of the home — missing handrails, inoperable windows, broken garage door sensors.
• Let It Go: Cosmetic issues (scratches, paint scuffs, dated fixtures), normal wear for the home's age, items the seller clearly disclosed.

Before writing the BINSR, decide with your buyer what you're actually asking for: repairs, a credit, a price reduction, or a combination. The strategy you choose depends on the deal, the seller's motivation, and what your buyer needs.

• Repairs: Ask the seller to fix specific items before closing. Best for items that need immediate correction. Downside: you can't always control the quality of the repair.
• Credit at Closing: Ask for a dollar credit toward closing costs or repairs. Gives your buyer control over how it's fixed. Often preferred over seller repairs.
• Price Reduction: Less common in Arizona but can be used. Usually reserved for significant findings.
• Combination: Fix the safety items, take a credit for everything else. A common and effective approach.

The BINSR is a formal Arizona form. How you write it matters — be specific, factual, and professional. Vague language gives the seller room to do the minimum.

• Reference the inspector's report directly: "Per the inspection report dated [date], the HVAC system…"
• Be specific about what you're requesting — "repair by a licensed HVAC contractor" is better than "fix the AC."
• If asking for a credit, state the exact dollar amount and where it should be applied (closing costs, price reduction, etc.).
• Do not include cosmetic or normal wear items — it weakens your credibility on the real issues.
• Prioritize your items — lead with the most critical findings.
• Keep the tone professional. You're negotiating, not complaining.

Once the BINSR is written, reviewed with your buyer, and signed — you submit it to the listing agent before the inspection period deadline. Know your deadline and don't miss it.

• Submit the BINSR to the listing agent before the inspection period expires.
• Let your buyer know the seller has a set number of days to respond — typically 3 days.
• Set realistic expectations: sellers don't have to agree to anything. Their options are to accept, counter, or reject.
• Stay calm and keep the buyer calm — this is a negotiation, not a guarantee.

The seller's response will come back with one of three outcomes: they accept everything, they counter (agree to some items but not all), or they reject everything. Each requires a different strategy.

• Full acceptance: Great — review carefully to make sure everything your buyer wanted is included. Confirm repair timelines and documentation requirements.
• Counter: The most common outcome. Review what they accepted and what they rejected. Discuss with your buyer what's acceptable and what still needs to be addressed.
• Full rejection: Now you decide — does your buyer want to proceed as-is, counter back, or cancel? Bring this to Ashley or Javier before advising the buyer on next steps.

If the seller counters, you have an opportunity to respond. This is where strong negotiation skills and knowledge of the deal matter most. Involve Javier on any complex negotiations.

• Focus on the highest-priority items first — don't fight for everything equally.
• Use comparable sales or contractor estimates to support your position on credits.
• Consider the seller's situation — a seller who needs to close fast may be more willing to concede.
• Know your buyer's limits — when do they walk, and when do they accept?
• Keep the conversation professional and solution-focused with the listing agent.
• When in doubt, bring it to Javier. Never advise a buyer on whether to cancel without team lead input.

Once both parties reach agreement, all signed BINSR documents are sent to the TC. The transaction moves forward and repairs or credits must be confirmed at the final walkthrough.

• Send all fully executed BINSR documents to Lizbeth (TC) immediately.
• If repairs were agreed to — obtain documentation (receipts and permits if required) before the final walkthrough.
• If a credit was agreed to — confirm it's reflected on the closing disclosure before signing.
• At the final walkthrough, verify all agreed repairs were completed satisfactorily.
• If agreed repairs were not completed — do not let the buyer close without addressing it first.