Updated 1.15.26

 

So. Yeah. You want to walk them through the hand to bury them? New York, the Bristol and the Lakshya. But, you’re preparing for the tour document, so you want the model on that?

 

You’re sitting in on top. You want the other floor plans that you can walk them through, print it out right underneath that. So that. And you want them in the order in which you would strategically like to walk through them. So you want to be mindful of that and go look at your map and where each one is and what makes the most sense to go from this one to this one, to this one, to this one, so that it’s in a strategic order.

 

Okay. Like kind of all over the place. And I would put your floor plans in that order. And then I would get it stuck in your brain where you’re going. And the other thing I would do is I would print out your map of that actual community. So I would be ready with this bad boy right here. And I would have written on that.

 

Each one of these pages, home builder consultant would have written down what I’m actually what plan is on what home site. Yeah, that makes sense. And then that way it’s like if I wrote down how I’m making this up. But if it’s on lot 88 is the Lakshya right? Lakshya on there? Lot 79 is the Bristol right, Bristol on there, and so on.

 

Okay. So that you can like I would spend a couple of hours doing this today and just making sure that you know exactly where each one of those is and then marking it down and going and walking to it, making sure your key works to get inside of it, getting it in your brain. What’s different about this one from that one?

 

That’s what you want. Now I don’t have any keys. I need to go with Scott. Oh, he was supposed to give you a key. So did he give you a garage door code? Maybe. I have the garage door opener to the model. And so I come in and out through the garage door. Right now, there’s a lockbox on the front door because there’s still doing a little bit of work.

 

So, once they’re finished, he’s going to take that off of there. But for now, I come in and out through the garage door.

 

Okay, I’ll get your keys today. So that you can do that. But, probably during the day they’re open anyway, so you can probably get into them, but, so I would get those floor plans stacked up, and then the next thing you want to do is you want to have a sheet with the monthly payment with principal interest, taxes and insurance.

 

All of your most affordable home and your most expensive home. And really, you just kind of want to know, like, well, what’s the price going to be the payment going to be? And I can kind of help you with that. Sandie. It’s not too hard, but, we all have used this before. Mr. tie has used this before.

 

But there’s this thing called the Zillow mortgage calculator that you can use that will do this for you. It’s very simple. I’ll put a link to it on your sales hurdle, but the mortgage, calculator is pretty easy to use. I’m going to give you some numbers real quick that will help you in using this. But let’s say I just wanted to go 575,000.

 

Let’s just do one real quick and I want to go. What is the buy percentage wise. Lowest somebody might do whoops is going to be like 5% for you. So this tells me that the low you know their down payment is going to be like 28,007 50 unless they’re a VA buyer which would be zero down. What is your zip code there.

 

Oh man. What’s the zip code at your house? At my personal house is 7576257. Oh, it’s 757. Tim. 5757 there. I’m going to write that down. Yep. And then interest rates today are like 5.95. And then your property tax rate is about 1.2%. Is it. Yep. And your homeowner’s insurance is like 1200. So there you go 3743 is going to be about what the payment is going to be on, on your market home at 575.

 

Okay. Does that make sense? Yeah I’m going to just do this for fun and go 500.

 

And I’m going to keep this at the 5% because it tries to change it when home builder consultant does this. And I’m going to keep this at 5.95.

 

It’s going to be at 500,000. The payment would be 3433.

 

Are you writing these down?

 

No, because I can go into the Zillow mortgage calculator and go okay. All right. That’s good. Right. Answer. If I do 20% down, let’s just have some fun here. 5.95 interest rate.

 

3418.

 

And a 575 price. Okay. So there you go. There’s kind of an idea of what those are. Home builder consultant would make sure that next you have five lender warm handoff documents. It out right underneath that page on your on your clipboard so that you can quickly do a lender warm handoff easily.

 

Ty, how has the lender warm handoff worked for you? Is that been a a positive thing? Yeah. It’s good. You can kind of skip see if you can. So, you know, we’ll get you the answer to those payments. Yeah. When we get back to the model home. Yep. Yep. And then, the next thing you want is the top four things you want to say about each home that you’re going to tour on.

 

One sheet of paper. Now we can go. Jordan, do you want to share that with Cindy? Since we’ve got the one with all of our clients on it? Yes, just as that supplier also. Well, we’re going to change those names from there. Through that. Sorry about that. About what? Was that official? I think it will be.

 

We can do it in the next week or whatever. Maybe got out to Josiah because I know that’ll be a minute to do all that. But we should. There’s not that many clients now. I have the bronze and silver the same. It’s just a gold. Yeah, and I still want to change it. I’ll go change to that. That’s fine.

 

Okay. We’re going to give you a cheat sheet that’s going to be that like the talking points on each sample. It’s going to be in your resource folder. Okay. And then you want to make sure you have keys ready to go whenever you’re about to do a tour. You want to text the preferred lender and say got a customer.

 

And you saw that done with Steve, right? Yeah. So that works. It’s same same every time. Easy. Have you watched the lender warm handoff video. Training video that home builder consultant has I believe that I have seen it. All right. That is one that I would watch like ten times. Okay. Because you you want to make that move the same way every time in it.

 

It’s like, there’s probably not anything more important for you to be really good at doing it exactly the way that I do it. In that video. So until you feel like you can do that with great skill, I would keep watching that video. That’s that’s your biggest tool to getting the customer moving forward. And by my opinion, and then, that’s pretty much what I would do with that.

 

There are a couple videos here that are like how to conduct a mobile home tour functionality, all that I would tour them for, you see, and have a tour, through every home you can that you have to show. Okay. More time with you is less time looking at other homes. More time with you is more time to build rapport and get to know them and figure out what they want, and so that you can then turn around and figure out what plan might be best for them.

 

So on Monday, we have the people coming that were here this past Monday, I think, that are building on their own home site. I think Scott’s going there today to look at the land. Yep. So we’ll actually go tour them through the properties that are here, the different floor plans, right. The meeting that you’re going to have with them on Thursday, if they are undecided on floor plan to go with at that time, then we would probably just walk them through all the floor plans trying to find the right fit for them.

 

When Scott told me what they were looking for, there’s actually a floor plan that home builder consultant has that you guys can use that I think is there’s three floor plans I gave him that I think are a better fit for them, that are currently not on your website that we can put on there. So, I might give those to you.

 

And home builder consultant has virtual tours of all of them