From Retail Agent to Builder Sales Pro: How Jerry Strums Wins in New Construction

Intro

At Real Estate Excellence, our mission is simple: spotlight the professionals who are truly moving the Northeast Florida real estate market forward.

In this episode, we feature a guest who brings a rare, behind-the-scenes perspective from the builder side of the business. Jerry Strums is a high-performing new home sales consultant with Richmond American Homes, serving buyers across Jacksonville, St. Johns County, and St. Augustine.

This article uses insights from the full episode transcript at www.tracyhayespodcast.com/308.

Jerry’s story matters—because new construction is no longer a niche. It’s a major driver of home sales in Northeast Florida, especially for first-time buyers, VA buyers, and relocation clients. Jerry isn’t just selling homes. He’s helping buyers and agents navigate a system that many still misunderstand.

Agent Background & Strengths

Jerry didn’t start his career with a safety net. Before new construction, he worked general real estate while juggling multiple side hustles—serving tables, credit repair, and anything it took to survive.

That experience shaped how he works today.

When Jerry transitioned into a full-time builder role nearly three years ago, everything changed. The structure, discipline, and daily consistency of being a site agent allowed him to focus on one thing—and master it.

As a site agent, Jerry brings:

• Deep knowledge of builder incentives and lender options

• Strong communication with buyer agents

• First-time buyer and VA buyer experience

• Relentless follow-up and relationship-building

• A customer-experience-first mindset

His strength isn’t just sales volume. It’s execution and clarity—for buyers and agents alike.

Jerry Strums in His Own Words

“I had my hands in 50 different baskets. Working for a builder gave me structure—and that changed everything.”

“New construction can be easy—but there are a lot of rules. If you don’t understand them, it can get messy fast.”

“If you bring a buyer to new construction, we’re on the same team. The goal is the same—give the client a great experience.”

Local Expertise: Jacksonville, St. Johns County & St. Augustine

Jerry works across multiple Northeast Florida markets, each with very different buyer profiles.

In Jacksonville, especially on the Northside, Jerry regularly works with first-time buyers and active-duty military families using VA loans. Builder incentives and payment strategy often make new construction more affordable than resale.

In St. Johns County, buyers are often looking for larger homes, upgraded features, and long-term value—sometimes including specialty options like RV garages and multi-use spaces.

In St. Augustine, lifestyle buyers and move-up clients dominate. Expectations are higher, timelines matter more, and communication becomes critical.

Jerry’s ability to adjust across these markets is what makes him effective.

Three Real Stories from the Field

1. From Survival to Structure
Before becoming a site agent, Jerry admits he was surviving—not building. Working for a builder allowed him to eliminate distractions and focus fully on real estate, which directly led to stronger results.

2. When Buyers Skip Their Agent
Jerry explains that when agents don’t clearly establish their role at a model home, buyers often default to the site agent. Clear introductions and teamwork prevent confusion and protect the client relationship.

3. Turning Skeptical Agents into Long-Term Partners
Many agents arrive guarded, assuming builders work against them. Jerry disarms that by over-communicating, sharing updates, creating content with agents, and making sure no one feels left out of the process.

Frequently Asked Questions About New Construction in NE Florida

Is new construction common in Northeast Florida?
Yes. Areas like Jacksonville and St. Johns County continue to see strong new construction growth, especially for first-time and relocation buyers.

Are builder incentives better than resale options?
In many cases, yes. Builder incentives can help with closing costs, rate buydowns, and affordability—especially when compared to resale homes.

Should buyer agents attend model home visits?
Absolutely. Agents who actively participate and communicate with site agents help create smoother transactions and better outcomes for their clients.

Is working as a site agent a good career move?
For agents who value structure, consistency, and full-time focus, builder sales can be a powerful long-term career path.

Closing CTA

If you’re buying new construction in Northeast Florida—or you’re an agent looking to better serve clients in builder communities—Jerry Strums is the kind of professional you want on your side.

Clear communication. Strong execution. No games.

Continue the Conversation with Real Estate Excellence

🎧 Full Episode: https://www.tracyhayespodcast.com/308
📺 YouTube Channel: https://www.youtube.com/@RealEstateExcellence

Related Episodes:

• Jimmy Diamond – Episode 247: https://www.tracyhayespodcast.com/247

• Emma Horvantincic – Episode 300: https://www.tracyhayespodcast.com/300

• Cindy Browning – Episode 258: https://www.tracyhayespodcast.com/258

🌐 Explore top agents across Northeast Florida:
https://topjacksonvilleagents.com

📲 Connect with Jerry Strums:
Instagram: https://www.instagram.com/j3showtime/
Facebook: https://www.facebook.com/jerry.strums

#RealEstateExcellencePodcast #NewConstructionFlorida #JacksonvilleRealEstate #StJohnsCountyRealEstate #StAugustineRealEstate #TopAgentsFlorida #RealEstateCareers #BuilderSales #VAHomeBuyers #FirstTimeHomeBuyerFlorida