If they’re like, you know, I need four bedrooms and I need a study. That’s a different floor plan, right? It’s a different budget range. So you try and and, like, split the pieces of the puzzle together here. That’s the reason we go through the card in these questions. You know, needing to know if they want a two story.

 

Right. That’s a a whole different price point, right? Most of the time. And then this one, right here, it’s like, okay, you guys said you need five bedrooms. You said that you really want a three car garage. What are you thinking as far as square footage range?

 

Let’s just say that somebody says, let’s back up and say, let’s say it’s a four bedroom, okay? They say four bedrooms. What’s the smallest four bedroom people might be looking at? 1800 ish probably. Maybe. At show homes. We had a four bedroom that was 1640 two square feet. That is pushing it on four bedrooms. That is a tight bunch of little rooms.

 

Right. So that might be the lowest end, but what’s, what’s the high end of square footage on a four bedroom?

 

You can get up into, like, five, 6000ft² with 430, 700 plus grain. So just because I asked bedrooms doesn’t mean that I don’t need to know. Like what? Square footage range a 1600 square foot four bedroom is a very, very different price than a 3400 square foot four bedroom. Right? That’s a massive budget differential. And then when I’m asking this, which should also come out during the time when I’m talking to them about the five easy steps in covering that.

 

But right here, if I’m asking this number, why does a home builder coach want to talk about payment range?

 

I know a lot of people they think of they only think of like the number to buy the house. You know, we want to buy a $400,000 house. But, you know, with the way we do things, a 400, $420,000 might have a similar payment. So.

 

Everybody only wants to discuss price. They never come in going. I’m looking for a home that has a $2,600 a month payment. But they do come in and say, I want $400,000 home. What if, you know, overall, the percentage of people that are financing is extremely high, except when you get in the really high end price point, very, very high likelihood that they’re going to look at, that payment at some point and I might as well help them figure it out now.

 

Right. So basically what I’m going to do on payment range is I’m going to try to get them thinking about it now,

 

If I only talk price.

 

The customer will draw a line in the sand.

 

No, go. I can’t go over 400,000. Maybe, like, okay, but up to. And they’ll say 400,000 and not to go over 4000. If I talk payment, they’ll they’ll nudge it up as I ask those questions. Right. I ask them what kind of monthly payment are you comfortable with. And they go 2600. And I go up to I got a 2800 like a $200 price bump in payment is 30 grand in house price.

 

That might be the difference between the plan they want and the plan they’re willing to pay for. That might get them to the plan that they actually want by that $30,000 bump, or it might get them the options they want in that $30,000 bump might be the difference between you getting the deal and not getting the deal. So and then I say, and if it had everything you ever wanted not to go over and they might bump another 100 bucks, well, now we’re 15 grand more than that.

 

So now we’ve moved $45,000.

 

You know, so that’s kind of what you why you want to go into this. You also are sort of telegraphing to them or, you know, giving them the insight that you’re going to do a lender warm handoff at some point. Right. Because what’s our rule about talking about price? We never mentioned a price for that immediately. At the same time mentioning a payment.

 

Exactly. I tell people as a home builder coach We don’t talk price unless we’re at the exact same time. Talking payment got to do them both at the same time. Because most people are financing. So have we got to get this conversation started and we got to make sure we’re in the payment range they’re comfortable with. Otherwise I could show them homes that aren’t even going to.

 

It’s not even an option. When is the last time that they looked at monthly payments?

 

Usually it was five years ago. Yeah. And it’s much different. So.

 

Because according to the National Association of Realtors, people move every five years. What were rates five years ago like 3.5%. Now they’re six and a quarter, six and then eighth. Right. So massive massive shift in what that looks like. So then it’s I connect I go through the card right. And now we get into benefits.

 

Oh my document is gone. Let me go find my document. Hang on.

 

Me a second.

 

All right. Here we go.

 

So the home builder coach covered connect I covered card. Now we’re moving into benefits. When I say benefits, what do I mean?

 

A well, maybe the benefits of the particular, floor plan that they’re thinking about. Yeah, the US paid more about. Yeah, USP purple cow. This is really about builder benefits.

 

Is that a Seth Godin yes. Reference. Yeah. Yeah.

 

Okay. Well, in a field full of brown cows, the purple cow stands out. Right. The home builder coach wants to talk about what does USP mean.

 

Unique selling proposition.

 

Right. I want to talk about why should you pick me. You guys, they don’t know the homebuilders story. They don’t know why they should choose them. They don’t know what makes them different unless you tell them I don’t care if they’ve been to your website. They don’t know. They didn’t study your website when they went there. They went looking for pictures and videos and they’re like, oh, that’s pretty.

 

I’ll go talk to them.

 

They often saw our, no brainer offer, right, that you’re going to get a low interest rate, going to get a special deal. A lot of times that will trigger something for them to reach out, but they don’t typically, like, know exactly what makes us different than other builders. So we got to dive into the things that make us different, right?

 

And that’s why we have the document called Why Choose? And for you guys, why choose Flint Rock, right. So let me let me grab yours real quick.

 

For you.

 

These things are my links are broken here. Jordan. I can’t find the white shoes. Flint rock, for some reason today. Keep saying page not filed. You have any idea? Did you hide it from me? Is that what you did? All right, I’ve got it over here now. And the PDF is not showing up, just the jpeg. So it’s like you have to read this to them.

 

This is the script, right? All you got to do is pull it out and go, guys, I’m putting putting together a packet of information for you. And one of the things in here, let me just briefly go over it. Let the home builder coach explain something to you guys that you may not be aware of. If I hand somebody a packet brochure with a bunch of pieces of paper in it, how many of those people do you think are going to read the entire thing when they go home?

 

Somewhere between none of them and zero of them? Yeah. So what I do is when I pull this out, when I pull together the brochure, I go through each page with them as I’m showing them what’s in their packet. And this is one of them. And this is where I do benefit. I go, hey, one of the pieces that I put into your packet here is the white shoes, Flint Rock homes.

 

And you may or may not be aware, but we are Springfield’s highest rated and most reviewed homebuilder. Have you guys seen our reviews?

 

You want to ask them? You want them to take the moment to in their brain and acknowledge the fact that you just told them you’re the highest rated and most reviewed builder in your town.

 

That’s a flex right there. That’s flexing. And they’re going to go, wow, actually I didn’t know that. And then you ask them, have you read any of our reviews? This is a very tell tale moment.

 

First I said questions are the answers. I said, did you know we’re Springfield’s highest rated and most reviewed home builder? That’s a question. If I make it as a statement as opposed to saying it as a question, their brain processes the information in a different way. Did you know that we are Springfield’s highest rated and most reviewed home builder?

 

I actually, I didn’t, and now they’re acknowledging it in their mind for a moment. And then a home builder coach says a second question because questions are the answers. And if you want to drive the bus, what do you do? That’s that’s the question asking the questions. Exactly. So the second question is have you read any of our reviews online? I’m planting a seed.

 

They’re probably going to say no, I’m planting a seed that they should. And you know what’s going to happen for you guys. You’re a five point out oh out of 5.0 stars. And you have like 600 Google reviews. Now between all your maps they’re going to read nothing but good things about you. Right? So you’re just kind of planting that seed that they might go home and look at it.

 

Women are more likely to read reviews than men. She might go home and find out more about your digital reputation, and that’s powerful.