While many buyers looking at new construction default to purchasing from large, national builders and financing through online mega-lenders, smaller builders and lenders can offer distinct advantages.

"Smaller" builders generally construct fewer than 60 homes per year and generate annual revenue under $50 million. They tend to create more intimate communities with unique home designs, avoiding the cookie-cutter feel of large developments because they often buy and develop smaller areas of land or single lots for building. They may also partner with other real estate professionals, such as agents and lenders, to ensure their clients have an excellent homebuying experience from their initial home tour through their move-in.

These partners often specialize in the types of loan products and expertise they offer. Some, like AAFMAA Mortgage Services LLC (AMS), may specialize in VA Home Loans and helping servicemembers buy a home in-person or sight unseen. “All of our military mortgage advisors are licensed loan officers, also called mortgage loan originators, and many have a military background,” says Robert Greenbaum, Chief Marketing Officer at AMS. “Naturally we tend to gravitate toward business partners who understand the military lifestyle and share our passion for providing excellent customer service to those who have served or are currently serving in the armed forces, but we can assist other homebuyers as well.”

Related: 5 Things to Know About VA Home Loans for 2025

It’s a Small World, After All

One such AMS partner is MarDon Construction based in Marietta, GA. MarDon is a full-service general contractor specializing in custom home design, new construction, and renovations. With offices in Marietta, Southwest Florida, and Jacksonville, Florida, Mardon has a team of 15 employees in its new homes division and brings in about $20 million in revenue annually.

MarDon’s size and proximity of its developments to military installations in Florida, Georgia and Texas make it an ideal business partner. “Our companies share a common goal of offering great service and products to military families, and especially being willing to go that extra mile to accommodate someone’s schedule or unique needs,” says Greenbaum.

While large national builders excel at building high-quality homes very quickly, it’s not easy for them to make many changes to each home. So, if a buyer needs special features, such as wider doorways or ADA-compliant showers, those modifications may need to wait until they are living in the home. A smaller builder, however, may be willing to slow down to listen to special requests from homebuyers, such as lowering the cabinets or widening doorways.

“With a small builder, each customer is important, and many things are negotiable,” explains Jeff Carrier, a real estate broker associate and director of new home services at Atlanta Communities Real Estate who works with homebuyers at MarDon’s Ferguson Corners development in Emerson, GA.

According to Carrier, when it comes to customization and special requests, a smaller builder will often be more responsive because it is more invested in each person who visits their homes. ”Having direct communication with the builder or project manager allows for a smoother experience and personalized attention during and after the build process, ensuring issues are addressed promptly,” Carrier adds.

Related: Moving? Here's How to Optimize Your VA Home Loan

Asking for Concessions

When you visit a site where new homes are being built or have been recently completed, you’ll often stop by the builder’s office to meet with a sales agent who will provide you with details on different floor plans, move-in dates, and any special incentives. This is the time to discuss everything from price and fixture to move-in dates and financing.

While large builders often have set pricing structures, smaller builders may be more flexible and willing to offer benefits that cater to military families, such as:

• Closing cost assistance tailored to VA Home Loans, reducing upfront expenses
• Free or discounted upgrades such as energy-efficient appliances or security systems for added peace of mind during deployments
• Flexible move-in timelines to accommodate PCS orders
• Discounted lot premiums for locations near bases or military-friendly communities
• Closing cost assistance tailored to VA Home Loans, reducing upfront expenses

Related: Buying (and Financing) a Newly Built Home

Working the Network

Builders like Mardon will typically provide military homebuyers with a list of preferred partners that includes lenders, but buyers are not required to use any particular lender and can’t be charged more for doing so.

“Most national builders are going to tie incentives directly to the lender that their corporation owns, but with a smaller builder it’s likely to work with lenders in the community or that specialize in certain products like VA Home Loans,” says Carrier.

AAFMAA, the parent company of AMS, is the longest-standing nonprofit association exclusively serving the U.S. military community. So when it comes to mortgages, AMS takes a unique “Members first” approach. “AMS offers many unique benefits to military homebuyers, and we’ll help them to compare offers from other lenders and give them an honest assessment of which loan best suits their needs,” says Greenbaum. “We want our Members to be customers for life. We want to help them with their immediate homebuying needs, and we want them to return when they need additional real estate financing services and refer us to friends and family,” he says.

Related: View MarDon Details at Ferguson Corners

Sealing the Deal

Because military families may relocate every few years, a home’s resale value and durability are critical factors, and most home builders will offer warranties. In the case of MarDon, for example, buyers in its new Ferguson Corners development receive a one-year workmanship warranty, which guarantees MarDon’s work meets a specific quality standard and a structural warranty (also known as a builder's warranty) to protect a homebuyer from defects for 10 years. The Ferguson Corners community is a beautifully planned housing development in Emerson, GA, about 45 minutes northwest of Atlanta conveniently located near I-75.

Like AMS, their goal is to offer a superior product at a competitive price that wins immediate business and generates referrals. “Each home and community we build is special and we want our buyers to have a great experience at each step of acquiring their new home,” says Carrier.

To learn more about business partnerships with AMS, visit our website.

We’re Here to Help

Whether you’re thinking about buying, ready to start home-shopping in earnest, or considering a refinance, an AAFMAA Mortgage Services LLC (AMS) Military Mortgage Advisor, a licensed mortgage loan originator, will be happy to provide you with an honest and fair comparison of your mortgage options, including a wide range of affordable mortgages designed to meet your needs.

Ensuring our Members obtain the best mortgage possible is our mission. Get your free mortgage assessment today or give us a call at 844-422-3622!