How do you sell an existing home in a new build community?
- kwellsgroup
- 13 hours ago
- 3 min read
Navigating Resale in a New Construction Market
We’re excited to announce the successful sale of 3177 Hinsdale Drive in Folsom Ranch.
This home, built in 2023 by Lennar, sits in one of South Folsom’s fastest-growing communities. Folsom Ranch is still very much in expansion mode, with multiple builders actively completing new phases and releasing inventory. That created a unique dynamic for this sale — one that required strategy, patience, and the right buyer.
Strong Marketing. Strong Activity
From day one, the marketing was dialed in.
We had consistent showings throughout our time on the market.
Open houses were busy
Online views and engagement were strong.
We generated four offers.
The challenge? They were all below asking.
That told us something important: demand was there — but buyers had leverage. And two consistent objections kept coming up.
Objection #1: The Power of New Construction Options
In Folsom Ranch, buyers aren’t just comparing resale homes to resale homes. They’re comparing them to brand-new builds down the street.
With new construction, buyers can:
Choose their lot
Select their layout
Pick finishes and color schemes
Customize upgrades
Take advantage of builder financing incentives
Builders are offering rate buy-downs and financing packages that traditional lenders simply can’t match. That creates strong competition for resale homes — even when resale inventory is limited.
While there aren’t many resale homes available in this neighborhood, there are many new build options. And that changes buyer psychology.
Objection #2: Bedroom Count & Square Footage Expectations
In the $1.1M–$1.2M price range in Folsom Ranch, buyer expectations are very specific.
Most buyers in that range are looking for:
5–6 bedrooms
3,000+ square feet
3177 Hinsdale is a beautifully designed 4-bedroom, 2,700 sq ft single-story home.
For many buyers, that became a sticking point. On paper, they were comparing it to larger models available from builders — even if those homes didn’t offer the same lot, view, or layout advantages.
Again, this is where understanding market positioning becomes critical.
Why It Ultimately Sold
All is well that ends well.
We found the right buyer — someone who saw the value beyond the spec sheet.
They fell in love with:
The open, functional layout
The single-story design ideal for aging in place
The sweeping views of the Sacramento Valley
The fact that the home was essentially new — without the wait
Not every buyer needs the biggest house. Not every buyer wants to pick finishes from scratch. Some want a thoughtfully finished home in a prime location, ready to move into.
And that’s exactly who we found.
The Bigger Lesson
Selling resale in an active new construction community requires a different strategy.
It’s not just about pricing.
It’s not just about marketing.
It’s about understanding buyer psychology and positioning the home against builder competition.
We’re proud of how this one came together — and grateful to our sellers for trusting the process.
If you’re considering selling in Folsom Ranch or anywhere in South Folsom, especially in a neighborhood still being built out, let’s talk strategy first.
Every market has leverage points. You just have to know where to look.
Kyle Wells, Realtor®
KWells Group Real Estate
Brokered by eXp Realty of California, Inc.
915 Highland Pointe Dr STE 250
Roseville, CA 95678
📞 916-778-8659
DRE #02145088
Serving Roseville, Rocklin, Loomis & surrounding Placer County communities
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