By Adam Chubbuck, Team Leader, Team Alpha Charlie of Douglas Realty. Retired U.S. Navy Chief. Licensed in Maryland and Virginia.
You walk into a model home in Odenton, Severn, or Hanover. Someone friendly greets you, gives you a tour, and answers all your questions.
That person is lovely. They also work for the builder.
This is the single most misunderstood thing about buying new construction, and it costs people money every week.
Who That Person Actually Represents
The agent in the model home is the builder’s sales representative. Their job is to sell the builder’s homes on the builder’s terms and to protect the builder’s interests.
They are not being sneaky about it. It is simply their role.
What that means practically: when you tell them your maximum budget, they now know your maximum budget. When you say you love the house, they know you love the house. When you ask whether the price is negotiable, you are asking the person whose job is to say no.
Every other party in that transaction has representation. Without your own agent, you are the only one who does not.
“Won’t It Cost Me Extra?”
This is the question everyone asks.
In most new construction transactions, the builder has already built agent compensation into their marketing budget and pricing. Not bringing your own agent does not typically get you a discount. The builder simply keeps that money.
Compensation arrangements changed across the industry in 2024, so ask your agent directly how they are paid on a new construction purchase and confirm what the specific builder offers. Get that clear up front. But do not assume that going in alone saves you anything, because usually it does not.
Register Your Agent on Your First Visit
This is the part that trips people up, and it is not reversible.
Most builders require you to disclose your agent on your first visit. If you tour alone and come back with an agent later, many builders will not recognize them.
If you are even considering using an agent, bring them the first time or name them when you sign in. Ten seconds of paperwork protects you for the entire transaction.
What an Agent Actually Does on New Construction
Reads the builder’s contract. This is the big one. You will not be using the standard Maryland contract. You will be using the builder’s contract, written by the builder’s attorneys, in the builder’s favor. Provisions on delays, construction defects, deposit forfeiture, dispute resolution, and what happens if you cannot close on time are all in there and they are not written for you.
Knows what is negotiable. With production builders, base price is often firm because they protect their comps. But upgrades, closing cost assistance, lot premiums, and options frequently are negotiable. Knowing where the flex is takes experience with that builder.
Tells you which upgrades to take. Some are worth it and hard to add later, like structural changes, rough-ins, and electrical. Others are marked up heavily and easy to do yourself afterward, like light fixtures and cabinet hardware. A builder’s rep is not incentivized to tell you which is which.
Handles the lender incentive question. Builders often offer meaningful closing cost credits for using their preferred lender. Sometimes that is a genuinely good deal. Sometimes the rate is high enough to erase the credit. Compare the total cost of both options rather than taking the incentive at face value.
Makes sure you get inspections. Yes, on a brand new house. New construction has defects. Get a pre-drywall inspection while the framing, plumbing, and electrical are still visible, and a final inspection before settlement. Builders do not always volunteer that this is an option.
Manages the walkthrough and punch list. Getting items documented and actually fixed is easier with someone whose job is to push for you.
New Construction in This Corridor
There is real new construction activity around Odenton, Severn, Hanover, Crofton, and pockets of Anne Arundel County generally. Much of it is driven by Fort Meade, NSA, BWI, and the defense contracting ecosystem.
Three local things to verify:
Which county you are in. In Hanover especially, the 21076 zip code spans both Anne Arundel and Howard County, which means different school systems, different tax rates, and different closing costs.
The school assignment for the specific lot. Not the neighborhood name. Boundaries do not follow subdivision lines.
The HOA documents. New communities almost always have associations, and the reserve situation, dues trajectory, and rental restrictions matter. Maryland gives you a review period on those documents. Use it.
The Bottom Line
Buying new construction without your own agent is like going to a negotiation where the other side brought a lawyer and you brought a folder.
The builder’s rep will be helpful and pleasant. They will also be doing their job, which is not the same as looking out for you.
Bring Me on Your First Visit
If you are thinking about new construction anywhere in the Baltimore to Annapolis corridor, let’s talk before you tour a model. I will come with you, and it costs you nothing extra in almost every case.
Reach out to Team Alpha Charlie of Douglas Realty.
Quick Answers
Do I need a real estate agent to buy new construction?
You are not required to have one, but the builder’s sales representative works for the builder, not for you. Without your own agent, you are the only party in the transaction without representation.
Does using an agent cost me more on new construction?
Typically not. Builders generally build agent compensation into their pricing and marketing budgets, and skipping an agent usually means the builder keeps that money rather than passing it to you. Confirm compensation arrangements with your agent and the specific builder up front.
When do I need to tell the builder I have an agent?
On your first visit. Most builders require agent registration at first contact, and if you tour alone and bring an agent later, many will not recognize them.
Should I get an inspection on a brand new house?
Yes. New construction has defects. Get a pre-drywall inspection while framing, plumbing, and electrical are visible, plus a final inspection before settlement.
Should I use the builder’s preferred lender?
Sometimes. Builders often offer meaningful closing cost credits for using their lender, but the rate may be higher. Compare the total cost of both options rather than accepting the incentive at face value.
Builder contracts, incentives, agent registration policies, and compensation arrangements vary by builder and change over time. Confirm specifics with the builder and your agent. This is general information, not legal advice.
I am Adam Chubbuck, Team Leader of Team Alpha Charlie of Douglas Realty. Retired U.S. Navy Chief, licensed in Maryland and Virginia, and I have closed more than 350 homes over the past five years across the Baltimore to Annapolis corridor. My team serves buyers and sellers throughout Anne Arundel County, Howard County, Baltimore County, Baltimore City, and the surrounding markets, with deep experience supporting military, veteran, and Department of Defense families.
443-347-6692 | [email protected] | TACMD.com
Smile more,
Adam Chubbuck
