options selection.... my job as a listing agent of new construction is to sell upgrades and optional extras....some garner a large profit for the builder.... my builders love the way I do that....they make a score if there's not a knowledgeable buyer's agent at the side of the buyer.... the house will be gorgeous, but they're going to live in it for a long time before the extras blend in financially!!!!

In new construction developments here there is a huge book of upgrades and what they cost.  No negotiating.  Take it or wait till you close then do it yourself.  Inspections are all taken care of by the builders rep.  No negotiating.  No negotiating on price.  Stated price is it.

Lise Howe Having someone on the buyer's side. The builder's rep only looks out for the builder. No matter what the builder says, a buyer inspection is a must.

Advocacy

Chris and Dick Dovorany have this one.

All three and more.

Knowing everything about the project and selecting the designer at the design studio and the right builder that actual builds the home if there are more then one. Even picking the salesperson at the builders Sales office and most important  never letting you client use the builders title company!

Helping the buyer negotiate the upgrades and represent their needs.  If your buyer is looking at a inventory home still ask for hardwood or a fenced in yard as the builder is more likley to give you an upgrade than come off the price.  I was a builders agent for 20 years.

Knowing the incentives, investigating the future of the project, getting the best location in the community, being an independent person that stays objective.  Taking them there in the first place. 

All of these factors are important. Some of those options are usually too expensive to get from the builder.

Lise Howe many times, buyers of new home do not know many things - kitchen layout, landscaping package, other upgrades, lighting and wiring for home theater etc etc.

I have worked with many new construction buyers and they found the 'value' in me - apart from routine negotiations and selections.

Oh, I do insist on home inspection - depending on the stage we are at, it can be multiple inspections.

There really is no negotiating with builder out here, I see us as a consultant to maybe get a few free upgrades, point out what makes sense for resale etc.

To me it is more of the emotional desire of a family to be seen in a newer community. The peace of mind of having less worries on maintenance and repairs and convenience of being closer to good amenities if the community offers these. 

Lise,

I see that all those answered gave you great tips, and sometimes, one needs to hold their hand and give then reassurance.  A

In CA we typically have to "refer over" our clients to the developers' sales teams, so there's not a lot we can do legally or practically; Prices are set; negotiating them in new construction. Upgrades are taken care of by a decorator in a showcase; prices set. There's automatically going to be inspections to some degree and they can bring in their own, but rarely do because of cost and redundancy. I think our value added is being a sounding board; a consultant during their process. It's a very limited position we have in new construction (here at least); but I'm used to delegating to my own team, so I'm fine with this and I share up front with the buyer what to expect and my role change.

All the above. Many builders just quote the price and walk away implying a take it or leave it scenario. All new homes need to be independently inspected by the buyers' home inspector, and buyers should hire their own attorney to review all the builders contract docs; they are extremely one-sided in favor of the builder.