Updated 11.25.25

 

So how do you deal with this customer? What is the move to deal with this customer? You guys.

 

What do you tell us from the beginning? Ask them questions that’s pertaining to what you do. Insert grab the bus wheel and start driving.

 

Ask the questions. You drive the bus. Boom. My wife just got hit by a bus. I have to go. What types of questions do you ask them?

 

Why are you talking so much? Do you ever shut the hell up? What are you looking to accomplish today? Oh, actually, from from the playbook. Closed ended questions which are? Yes.

 

Yes or no? Right. We’re just trying to get them to stop talking by asking a yes no or yes no or a number. Right. It’s like, how many car garage are you guys one, 2 or 3? Three. Okay. Do you guys want it to be a ranch or do you want a two story, two story? Okay. Did you want to move in this year or next year?

 

This year. Okay. Like, you just want to make it very like this or this type. Questions to keep it moving ahead. Right. So that they’re not controlling the entire conversation because that person will do that to you 100%. They will do it to you, and you will find yourself 2.5 hours into them talking, and you still haven’t been able to tell them why choose Flint Rock or why choose Haven or why choose Carlton?

 

You know why. Why should you choose home builder coach? You still haven’t been able to get to the five easy steps, because they won’t stop telling you their life story, or the story about the house they live in now. And the problem they had was the contractor that was supposed to put appear in the foundation and, you know, yada yada.

 

Whatever it is, they just can’t stop talking about. So those are the moves to shut down that conversation. So just new home sales training tips, quick tips for today are those, you know, then, Ty, I got your December incentives. Jordan, did you see that email looking at update that for them. One of my they have a new incentive for December.

 

Remember we talked about we need to get rid of the 3 to 1 buy down on the website. Yeah. And replace it with that. Also, Natalia, you had asked about, HOA dues. Here’s your HOA dues.

 

That’s all of your communities and what the amounts are. That’s great. Thank you. Home builder coach would print that out and put it on your clipboard. Perfect. Okay. All right, let’s go back to some other things. Well, first of all, did anybody have a objection? A hurdle, roadblock that you ran into with a customer and couldn’t figure out how to get past it?

 

Ashley’s like, no, I just keep dropping contracts like, woo woo woo woo woo.

 

Good job. Ashley, if you guys didn’t know Ashley is killing it right now. She did sign a contract after contract, and, Brady signed one yesterday. Way to go, Brady. Thank you. Sir, I broke my dry spell for new construction. Good job buddy. You did a great job. I’m perfect. So any, any hurdles or objections? Nothing.

 

Mueller. Anyone? The biggest. Yeah, the biggest thing I have right now is I had folks come out, with their agents on Tuesday, and they loved everything, but they they ideally wanted to be in Rogersville, Fall Creek, specifically for the schools. And so, you know, they seemed very excited. Their agent was very involved, and I just, I, I for sure it’s not we’re getting we’re getting a deal.

 

And so I follow up with the agent crickets follow up with them. Nothing. And then we’ll actually they’ve been reaching out to Eden, kind of figuring out some of the numbers. And so I followed up. I gave them a day, because I just wasn’t hearing back from them. And I followed up with Eden and she said, yeah, the biggest thing is just they don’t have, you know, you know, for down payment right now, but to kind of, keep them engaged and keep them, give them a couple of months and hopefully we’ll get them, in Rogersville.

 

So I think my kind of plan with them was to do a price out with them. It sounds like they would even though they want something move in. Ready? 100%. I would be, wouldn’t it? Yeah. So so that’s just it. I wasn’t hearing from them, so home builder coach just kind of looked back to Eden and well, here’s, here’s what I would do with that situation because you’re going to get.

 

So it’s like the customer who doesn’t have a down payment. Right? Right. And first of all, do you know if Fall Creek is USDA eligible? As of right now, I believe it is. That is my understanding for now.

 

So then they don’t need a down payment. And from a standpoint of to close, they don’t need a down payment, USDA eligible. They have to qualify. Also the community has to qualify and then the customer has to qualify. And it was the monthly payment she was was another objection for them. It’s they’re looking at about two grand was incentives all in.

 

And that was just a little steep for them. Okay. So what is the lowest priced home that you can build in that community. Lowest priced home.

 

Rogersville. Yeah, that would I would probably say, well, let me see here. Here’s my home builder coach cheat sheet.

 

That would be.

 

Probably our Jasper. Is that fair? John, would you, actually probably be. It’s the Amber. Because that one’s about 100 square foot smaller. We do have a new one coming. We should have the prices on it Monday or Tuesday. That, should be a more efficient plan than the amber. It’s about the. It’s the same, about the same specs.

 

Yes, yes, a square footage, bed, bath count, garage. But, I think we’ve made that one where we get that a little bit, built more efficiently. So that one, that it’s the cobalt. So that would should be, the most cost effective. Play it out. Rogersville. All of you guys should be good at doing this. You should know what your least expensive to your most expensive home is.

 

Hey, in all of your communities. I just talked to Eaton. Yeah, we can get USDA zero down on them. They’re only $200 off from their target monthly payment. So they can save $200 a month somewhere. Sweet. Yeah. So, you said the Amber John right now? Yes. And then right now. Yeah, yeah. Okay, so you should know for every community that you guys can build in, if you remember, this is part of your, part of your clipboard of information, you should know what the lowest payment, the lowest priced home, what the payment would be on that with the least amount of down payment, because that is going to be your entry point for the

 

neighborhood. Think of it this way. Whatever’s my cheapest home on an FHA or a USDA loan, I would know what that monthly payment is for both of those if it’s USDA eligible, which this one is. Right, because you want to know when somebody walks in and I say, what kind of monthly payment are you comfortable with? If they see a number below that number for that community, you know what your hurdle is and what your challenge is, right?

 

And now, you know, like if they say, oh, I can’t go above 2000 and the lowest you can get is 2200, you know, you got to talk them into $200 a month, right. So that’s that can be a challenge. But 200 bucks a month I mean anybody can save 200 bucks a month. No problem. If you just look through the line, items of everything you spend on a monthly basis, just don’t get a Starbucks every day of the week.

 

And there’s $210 a month. Yeah. And you know, just don’t eat out the two times a month. You’re eating out right now. There’s 200 bucks a month. What do you do when they come back with that. They don’t want to be house pork. They don’t want to give up. They don’t want to just buy a new house sitting there.

 

Never. Because here’s what I would say. $20 a month is like they do make it out to be a lot are the best things in life require some, what am I looking for? Sacrifice? Yes. Yeah. What what home builder coach would say to that person is, do you rent right now or do you own. That is usually a renters mentality.

 

Usually it’s going to be a rental. In my of my experience. So it’s like I’m coming from renting. Okay. Well, when you leave that home five years from now that you’re renting, what is the check that that landlord is going to cut to you?

 

How much money are they going to give you when you move out. And the customer is going to be like, what are you talking about? They’re not going to give me a check for anything. Yeah, but if you own for the next five years and we just take, you know, the price of the home that you that we’re talking about here, right.

 

Let’s just do the math. I do this math for people all the time. When I was sitting in the model home, I’d just go, well, the home that you’re looking at is, you know, 350,000 and on average in the US in the last, you know, 50 year history, it’s going to go up, let’s, let’s say 4% per year.

 

So I’m going to take the price times 1.04. And each time I hit equals it’s a year 123, four, five. That home should be worth four, 25 five years from now. If you paid 350 and you you know you’re going to pay down the loan on it during that period of time. But let’s just say you didn’t, even though you will.

 

It’s a difference in value of 350 to 425. How much money is that? 75 grand. That’s your equity. You’re not going to get that. If you rent for the next five years, you’re not going to be house poor. You’re going to make it into your own savings plan, your own investment that’s going to pay you back every day you’re living in it until you leave.

 

That’d be my answer as a home builder coach.