New Home Sales Consultant

Job Description

Job Description

New Home Sales Consultant

Full-Time | Thursday–Monday

Expected Total Compensation: $115,830 to $200,000

Compensation: $48,000 Base Salary + Production Bonuses + Company Performance Bonuses

Company Overview

James Monroe Homes is a respected and growing Central Kentucky home builder with a reputation built on integrity, quality, innovation, and exceptional customer care.

We design and build modern, energy-efficient homes around the way families actually live and provide our buyers with confidence throughout the homebuilding process through our exclusive

Build With Confidence Promise.

Our team values accountability, continuous improvement, collaboration, and results. We are looking for people who are driven to succeed, coachable, and committed to delivering an exceptional experience while contributing to the continued growth and financial success of the company.

The Opportunity

James Monroe Homes is seeking a highly-motivated, intelligent, self-motivated New Home Sales Consultant to represent our communities throughout Central Kentucky.

This is not simply a model-home hosting position. Our Sales Consultants are responsible for developing prospects, managing their sales pipeline, building Realtor relationships, following up consistently, overcoming objections, asking for the sale, and ultimately converting opportunities into new-home buyers.

Successful consultants typically sell 24+ homes annually , with significant income upside for high performers.

You will guide buyers from their initial visit through contract, selections, construction, and closing while serving as one of the primary representatives of the James Monroe Homes brand.

Primary Responsibilities

• Generate, manage, and close new-home sales opportunities from model-home traffic, online leads, Realtor referrals, community outreach, and self-generated prospects.
• Own and actively manage a sales pipeline from initial inquiry through contract and closing.
• Consistently follow up with prospects by phone, text, email, and CRM-driven activities.
• Convert model-home traffic and incoming leads into qualified prospects and sales.
• Present James Monroe Homes confidently by communicating our homes' features, benefits, quality, value, and competitive advantages.
• Guide buyers in selecting communities, homesites, floor plans, structural options, and personalization opportunities.
• Identify buyer needs, address objections, and confidently ask for the sale.
• Maintain accurate and timely prospect activity, and follow-up information in Lasso CRM .
• Develop and maintain productive relationships with Realtors and other referral partners.
• Represent James Monroe Homes at Realtor events, community events, open houses, and other sales and marketing activities.
• Maintain strong working knowledge of JMH communities, floor plans, pricing, available homes, incentives, financing opportunities, and current inventory.
• Stay informed about competing builders, communities, incentives, pricing, resale inventory, and overall market conditions.
• Serve as a primary buyer contact from contract through closing, including regular communication and weekly construction updates.
• Coordinate closely with Design, Construction, Marketing, Finance, and other departments to provide buyers with an accurate and seamless experience.
• Maintain professional, welcoming, and presentation-ready model homes and complete required opening and closing procedures.
• Deliver exceptional customer service while setting clear expectations and maintaining appropriate communication throughout the homebuilding process.

What We're Looking For

The strongest candidates will be competitive, coachable, organized, accountable, relationship-oriented, and motivated by measurable results .

You should be comfortable following a proven sales process while also taking personal ownership of your pipeline and performance.

Qualifications

• 2+ years of successful consultative sales experience in a relationship-driven, high-value purchase environment required—such as new home sales, luxury automotive, financial services, real estate, or a comparable industry
• This is not a transactional retail sales role. Candidates should have experience developing buyer relationships over time, managing follow-up, and guiding customers through a significant purchase decision.
• New-home sales experience is preferred but not required .
• Bachelor's degree strongly preferred
• Demonstrated history of sales success, goal achievement, or increasing responsibility.
• Strong prospecting, follow-up, presentation, listening, and closing skills.
• Comfortable asking for the sale and professionally handling objections.
• Coachable and willing to learn and consistently follow an established sales process.
• Strong ability to learn the homebuilding process, local housing market, and JMH product offerings.
• Highly organized and capable of managing multiple buyers, prospects, deadlines, and follow-up activities simultaneously.
• Comfortable using technology, Microsoft Office, CRM platforms, email, text, and other sales tools.
• Positive, confident, professional, and team-oriented.
• Reliable transportation and willingness to travel between JMH communities throughout Central Kentucky.

A real estate license is not required.

Compensation & Benefits

This position offers a combination of stable base compensation and significant performance-based earning potential.

• $48,000 annual base salary
• Uncapped Bonuses on production
• Company Performance-based bonuses
• Expected total annual compensation: $115,830 to $200,000 , depending on individual sales performance
• 401(k) retirement plan with company match
• Profit Incentive Plan for Team Growth with 8 payments annually
• Heath Reimbursement Arrangement (HRA) benefits,  including medical, dental, and vision
• Paid Time Off – 15 PTO days and 5 Sick days annually (prorated)
• Paid holidays
• Referral program
• Mileage Reimbursement

Schedule & Location

• Full-time, in-person position
• Regular Thursday through Monday schedule
• Saturdays and Sundays are required
• Two regular weekdays off – Tuesdays and Wednesdays
• Scheduled hours with flex time available
• Single Model Home work space with some travel to our other communities
• Primary community locations include Lexington, Nicholasville, and Winchester, Kentucky

Application Process

Interviews are by appointment only. Please do not call regarding this position.

Interested candidates should submit a resume for consideration. Applicants will be required to respond to preliminary questions.  Phone interviews will be conducted followed by in-person interviews.   Selected candidates will required to provide references.

If you're a proven salesperson who enjoys building relationships, competing to win, and helping customers make one of the most important purchases of their lives, we'd like to hear from you.

James Monroe Homes is a respected and growing Central Kentucky home builder with a reputation built on integrity, quality, innovation, and exceptional customer care.

We design and build modern, energy-efficient homes around the way families actually live and provide our buyers with confidence throughout the homebuilding process through our exclusive Build With Confidence Guarantee.

Our team values accountability, continuous improvement, collaboration, and results. We are looking for people who are driven to succeed, coachable, and committed to delivering an exceptional experience while contributing to the continued growth and financial success of the company.

Company Description

James Monroe Homes is a respected and growing Central Kentucky home builder with a reputation built on integrity, quality, innovation, and exceptional customer care.\r\n\r\nWe design and build modern, energy-efficient homes around the way families actually live and provide our buyers with confidence throughout the homebuilding process through our exclusive Build With Confidence Guarantee.\r\n\r\nOur team values accountability, continuous improvement, collaboration, and results. We are looking for people who are driven to succeed, coachable, and committed to delivering an exceptional experience while contributing to the continued growth and financial success of the company.