How to Compete with New Construction When Selling an Older Home in Billings, MT

by Gene Hauck

How do you compete with new construction when selling an older home in Billings, MT?By understanding what today’s buyers expect, how they compare your home to fresh builds, and aligning your strategy accordingly with pricing, presentation, and local insight.

Setting the Context: What “New Construction” Means in Billings

In the Billings market, “new construction” isn’t just a buzz-term—it’s real competition. According to local MLS data, new homes currently on the market in Billings sit at a median listing price of about $395,000. Redfin+1
Meanwhile, the broader Billings market shows a median sale price of $387,000 as of September 2025, with average days on market about 69 days—up slightly from a year ago. Redfin
What that means: When you’re selling an older home, you’re being evaluated alongside fresh builds—so buyer psychology kicks in.

Understanding the Buyer Psychology

What the Buyer Is Thinking:

“Why am I paying almost the same price for a resale when I could have something brand-new that needs fewer repairs?”
“If I’m buying an older home, what am I going to have to fix or update first?”
“Does this home give me the same value as new construction—location, features, layout, low maintenance?”

What That Means for You:

You need to bridge that gap. Buyers must feel your home offers sufficient value in comparison.
If the new-construction home has builder warranties, modern finishes, a more efficient layout or energy systems, your resale must highlight its perks (location, mature landscaping, unique character, etc.).
You’ll win more showings—and ultimately offers—if you address the “what’s wrong/what do I have to do” thought in the minds of buyers before they verbalize it.

Key Areas to Focus On (and Tips to Do It Right)

1. Price Positioning: Honesty Wins

If you’re selling an older home in Billings, you and your price must acknowledge the competition.

Set your listing price so buyers feel they’re getting value compared to new builds.
Don’t just aim to match the new home price; aim to position smartly under or feature compelling value.
Example: If new‐construction homes in Billings are listed at around $395K with 60–65 days on market, and your resale is a bit older, you may price or market based on condition or updates rather than just square footage.
Remember: Billings listings in general sell for about 3.1% higher year-over-year now (median price ~$386K) but homes are staying on market around 69–70 days. Redfin

2. Presentation & Condition: Match or Outshine Expectations

Buyers comparing a resale vs a new build will look at condition hard.

Make sure your home shows like a fresh build. Even if it’s not brand new, clean it from top to bottom, refresh key areas, and fix the “obvious stuff”.
Highlight what your older home offers that new construction might lack: mature trees, established neighborhood, bigger lot, character details, lower HOA or fewer restrictions, etc.
Example: If your home is in the Billings Heights or West End and has a great view or established landscaping, use that as a differentiator.
If you haven’t already, stage it. Buyers thinking “I’ll have to update anyway” often pause. Let them feel move-in ready.

3. Marketing & Storytelling: Show Why Yours Matters

Your marketing must answer the comparison implicit in buyer’s minds.

Use language like: “Comparable to new builds in Billings … but with X advantage” (mature yard, bigger lot, lower price, unique design).
Make sure visuals highlight your home’s strengths. Provide clean, modern‐looking photos, virtual tours, and perhaps even a “why choose me over new build” section in the listing narrative.
Leverage neighborhood data: “Located just minutes from the Billings Heights, shopping and schools but priced below the new-construction average.”
If your home has upgrades (roof, HVAC, insulation, windows) recent enough to reduce buyer risk—use that. Buyers will do cost-risk math.

4. Timing & Strategic Flexibility

In Billings, the broader market isn’t moving as fast as peak seller markets—so each detail counts. Altos Research+1

If new‐construction inventory is active, you might face more competition; keep an eye on local new-home listings (use MLS filters for “new construction” in Billings).
Be ready to reposition after ~30-45 days if showings or offers aren’t coming.
Consider incentives that new builds might not offer (flex closing date, offer to pay for home warranty, highlight pride of ownership).

Quick Comparison Table

Feature	New Construction	Your Older Home (Selling Smart)
Condition	Brand new finishes, builder warranty	Recent upgrades + major systems updated
Price	Typically $395K+ in Billings for new homes Redfin+1	Priced lower than new‐build average or offers clear value gap
Neighborhood / Lot	Often newer subdivisions, may have fewer trees or smaller lots	Mature neighborhood (e.g., Billings Heights, West End), larger lot, established landscaping
Buyer Perception	Lower maintenance out of the box	Risk of repairs—but highlight mitigated risk and character
Marketing Story	“New”, “never lived in”, builder models	“Well-maintained”, “move-in ready”, “character and value”

What To Do Now: Your Action Plan

Schedule a full review with me (Gene Hauck) to benchmark your home vs local new-construction comps in Billings.
Identify 2-3 areas where your home may be behind what buyers expect and create a fix plan (photo refresh, staging, minor updates).
Rewrite your listing story to speak to value comparison: “Why choose an older home when you can get new? Because you’ll get XYZ advantage.”
Track showings and online views weekly. If they’re low after ~35-45 days, pivot: adjust price, refresh marketing or both.
Remember: this is for real-estate info only. For legal, tax or financial decisions tied to your sale, consult a licensed professional.

Conclusion & Call to Action

Selling an older home in Billings doesn’t mean you’re destined to lose to new construction. It means you have to prepare differently, think strategically and highlight the right value. With clear buyer-psychology insight and local market knowledge, you can win.

If you’re ready to review your home’s competitive edge—I’m Gene Hauck and I’d love to partner with you on your listing. Reach out today for a personalized evaluation of your property and how it stacks up in the Billings market… and let’s position your home to stand out.