Updated 11.19.25

I think he wants to know why individual items. And I just I mean, in my head I just have it because the cost of it changed. We got our true costs in. And the great news is your price went down okay. At the end of every sentence, I would say, and the great news is that your price went down.

 

Okay, okay. You know, I just keep hammering that like almost to the point of obnoxious, but don’t get obnoxious about it. But I keep repeating that. Okay, then we can tack five grand back on there, if that. Yeah. Would you rather do you want to go back to the old pricing because the price will be four grand higher.

 

I can do that if you want me to. And I told him he couldn’t pick and choose the prices like it was either the old way or the new way. Like you can either save $4,000 or you can’t. But he’s still coming in to talk to me about the $4,000. Yeah. So okay. Does it the $4,000, meaning he wants us to raise it.

 

I don’t really know at this point. I’m confused so. Well, I mean, the answer is I can give you the old pricing or the new pricing. Which one do you want? But I can’t pick and choose which items I can do it with. It’s an all or nothing.

 

This way gives you $4,000 lower in price. Tell me what’s bad about that. Okay.

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Pretend for a minute that I gave you a lump sum.

 

Who cares what the individual items are? Pretend I gave you a lump sum. And I called you yesterday or two days ago to tell you great news. We recalculated it. It’s actually four grand less.

 

He’s hung up on the nitty gritty of how we got there. And it doesn’t matter. Yeah, the lump sum is lower. Pretend for a minute, Ken, that I didn’t give you individualized pricing. And I gave you a lump sum price. If I would have called you on Friday and said, hey, our software system recalculated and we realized we overcharged you by $4,000.

 

Good news. Your new price is four grand less. Would you have been happy? And Ken would say, what?

 

Yes. Okay. That’s what has happened. What’s the problem?

 

What’s the problem? I don’t think there is a problem. He does? Yeah. Okay. And then his reservation expires on Wednesday. How can you push him the contract? Just keep reiterating that you called him on Friday to tell me he has a lower price. Why are you mad? What’s the problem?

 

Why are you upset about that?

 

I would use that example if I. If I had not line item to your pricing, then the phone call, you would have gotten on Friday is good news. Ken, your price is $4,000 lower. Congratulations. Our software figured it out now that we launched it. And your price is $4,000 lower. Congratulations. Would you have been upset with me?

 

Ask him that question. And he’s going to say no. Okay, then what is it that you’re upset about? Is he, like, upset or is he just like, no, I think he just I think his brain just is so analytical. He can’t he just can’t get past the fact. Well, the original price, this original price for the appliances and blah blah was was lower than what you’re telling me now.

And I think he he’s being very kind. He just is like he wants to know why. And you know, I’ll just tell him that. Listen, the price has changed. Yeah. For home builders. Oh, look, I’ve got I mean, I’m a home builder coach to a lot of builders. I talk to hundreds of builders every year. Mike is one of the very, very few that have a software system that goes into the detail that this does.

 

There are most builders really, the way they come up with a price is like this.

 

I’m not kidding. That’s most homebuilders. Seriously. When I first started talking to Justin’s company, the company you worked for, it was the same thing. They didn’t know what their costs were. They knew some things, but not everything. When I first started talking to Ty’s company, the same thing and they’re finding out their numbers were way off. Right. So it’s it’s very, very common.

 

Jordan, what percentage of our builders know their numbers? For sure when we meet them? Zero. What? Zero. What percentage? Zero. Zero. Seriously, you guys, that’s it. 0% of them know their numbers because there’s thousands of line items that go into figuring out what the prices. It is a very, very complex, calculation to figure it out. It’s many complex calculations.

 

We literally inside of mark systems, there are millions of lines of data in Excel that are putting together the information.

 

So it’s the numbers we have now we know are solid. Before it was kind of our best guess on some things. Some things we knew solidly, you know, major items we knew solidly, but other items we didn’t know. And and if he thinks that’s I’m coming, I’m telling you so you know that that’s how all builders do it.

 

I literally talk to hundreds of builders every year, and the most common thing that I run into as a home builder coach is that they don’t know their numbers. And when we start talking about it, okay, the meeting before this meeting that we were in, I literally spent the entire hour trying to explain to this builder how inconsistent what he’s doing is and how none of it made any sense, and nobody even knows what comes with the house.

 

And he couldn’t define it for me. He couldn’t tell me, if home builder coach buys this floor plan, what kind of exterior materials do I get? Do I get horizontal lap siding, or do I get board and batten, or do I get cedar shake or do I get brick? He could not answer for me. He’s like, well, it kind of depends.

 

How do I calculate the price on. Well, it kind of depends. How do I order the materials for it? Well, it kind of depends. You see, my point? Yes. So, okay. Moving on. O’Neal. Can I have one other question for him real quick? Yeah. Is you still on the on our Martin plan? He’s gone. It’s on a walk out.

 

And the Martin comes with a covered deck on the back. Okay. So because it’s covered, it automatically comes with the extension based on how we have to do it. He wants to extend that for the the patio further the concrete part. So Allison thinks right Allison thinks it’s a $500 fee. Mike thinks it’s a $300 fee. They told me to ask you a 300.

 

It’s me to ask you to to break the tie. Here’s here’s the rules. Right. Okay. Am I moving an exterior wall?

 

Yes or no? No. Am I moving a, The roof, changing the roof? No.

 

It might. Changing the footprint of the outside walls of the home? No. Then it’s $300. Okay. Got it. Thank you. Yeah. Okay. Okay. What else? On that one, I want to talk about O’Neal Sharpe have been dragging their feet. I tried to use scarcity to get a lot of agreement on Sunday, but they wouldn’t commit and stated they would risk losing the homesite because we have others.

 

Home builder coach did four different price outs, and they’re thinking through the options. I it is a very, very, very rare occasion that I would price out four different price outs for a customer. Okay. It’s rare that I do a second price out for a customer. Well, it’s all the same floorplan. They wanted it one with with out without the bar basement, one with the bar basement, one with the sunroom, one with the sunroom and the basement bar.

 

Does that make. So home builder coach would price it out with the bar basement and they can see what the line item of the bar basement cost is.

 

Right. Okay. So I don’t have to price it a second time. Just take that number out. Right. Well, that’s what I think. But they when they specifically ask you to do that, do you just say you can figure it out yourself or. Yeah, I just have the print out and I would circle or highlight the one item they’re asking about that changes it.

 

Well they’re they were virtual. They live for far away. So but home builder coach understands what you’re saying. Yeah. I would just, I would still do that. I would still, you know, send them an email that says it’s exactly like this, except item number such and such on page four is the difference in the price, which is $4,690 or whatever the number is.

 

Does that make sense? Yeah. I mean, and then what were the other two.