Updated 1.26.26

 

I’m going to get you some statistics here real quick, but utilities, let’s put dollars are going to put, put percent more had a client come in. Information tells a sell. Well had a client come in and they were like, hey, you know, I asked him what their budget was and I’ll just make up the numbers here for round numbers.

 

But it was like 2000 a month and I was like, okay, cool. And home builder consultant showed him one of our homes and they’re like 2000 a month. Okay. And they start looking in the home they wanted was like 2300 a month. It was like just enough out of reach that they really couldn’t afford it. And they were renting at the time.

 

And they’re paying rent. That’s, you know, in that ballpark. And they’re like, I don’t want to pay if I’m going to be paying the rent, I want to own the home. I was like, okay, so I just happened to think, to ask them the question, what is your, like electric and gas bills, like your heating and air bills, per month on average.

 

And they were like, oh my God, it’s like 900 to 1200 a month. And home builder consultant was like I said, so your overall monthly housing expenses, it includes the payment on the house, plus your gas and your electric and all of that stuff. Right. That’s really what your overall and insurance. Right. All that stuff. So it’s like they’re paying the rent payment plus this crazy high heating air bill.

 

And I was like, well, I said the heating air bill on this on average per year is about, you know, our per month is about $110.

 

So now the $2,300 a month payment was like a no brainer. It’s going to save them 600 bucks a month off of what they were paying. Yeah. You know, so that is a vital component of this whole big picture. Don’t forget about that piece of the puzzle. Let me give you some numbers. Most heating air systems, that are ten years old, are running a ten year AC.

 

What’s code today is 16 Seer, which is going to be roughly 50% more efficient.

 

So a ten year old home, their air conditioning unit is going to be 50% more expensive to run than one built today. That’s a big number. Let me give you a a c here. A replacement cost of a full heating air system on a ten plus year old home is going to average 8 to $15,000.

 

That’s a big number. So just trying to give you some round numbers. Maybe that’ll help you kind of understand the dollar amounts could be slightly different. But I mean there’s a that’s a big number I mean probably on Brady’s it’s going to be more like 5 to 9000. It’s going to be like 8 to 15 on yours Ashley okay.

 

But it’s still a big number because Brady is dealing with entry level price point. And then appraisal expound on that Brady appraisal being older versus newer. Touch on that. Well there’s a home that’s, you know, in a neighborhood that maybe, maybe I’m thinking not even a lot of homes sold or, or one was poorly renovated or something that cause an appraisal would be low.

 

Your house might not appraise for value our new construction neighborhood. You’ve got multiple homes that have appraised that the appraiser is going to run their comps off of. So your appraisal is always going to come in either at or above. Unless you get an idiot, which is one out of about four these days. But I mean, even even just like I said on the inspection, the worry of will an appraisal come back?

 

Well, I’m even thinking on one of my listings. You know, I had, one that just went under. home builder consultant was scared to death. The appraisal wasn’t going to come in. Good, because a realtor had sold a house in the neighborhood way low just to get it gone. Same floor plan, same style. And I thought that was going to kill our appraisal.

 

But we were safe. But yeah, I that’s kind of a big deal. On a 10 to 15 year old home, on average, you’re about 80% higher than your gas and electric bill than you are on a new home built today.

 

That’s kind of that’s kind of wild. So that’s a big number. And home builder consultant thinks for most consumers, when they’re really, you know, trying to stretch to that monthly payment, they’re trying to stay within, that could be the deal killer for them on a used home.

 

Okay. Any other challenges, objections or obstacles?

 

No. Okay, Brady. Everything’s going smooth. Yeah. Just working to get more leads. I’ve had three people call the phone about food stamps. I don’t know what to do about that. I don’t know what to tell you about that either. One thing that I would say,

 

Is on your, you know, as far as leads, I would be focused in on realtors right now. Absolutely. Yeah. So you gotta get the realtor relationships, you know, really going. That’s huge.

 

So I would focus in on making as many calls to realtors as you possibly can right now, if you don’t have the people that are the next buyer walking in your door, if you got your next buyer, nail the next buyer don’t. If you don’t have your next buyer, all of your time should be spent with finding the next buyer, right?

 

That goes through cycles and I would say, you know, somebody like you, Brady, since you’ve been doing this a little bit longer, I would say who make yourself actually all three of you should do this. home builder consultant wants you on your own sheet of paper, a blank sheet of paper in front of you or whatever. Make it as a note in your phone.

 

If you don’t have a blank sheet of paper in front of you, write down your number one realtor referral source name. Who is that person? You don’t need to say it out loud. Write down that person’s name. Now write down numbers two through five. Write down their names.

 

And if you don’t know who these people are because you have not yet met them, you’re like, Aaron. His name is Carl. Can’t remember his last name, but he’s definitely a Carl. I know you’re making it up because nobody’s a Carl. That’s just Aaron’s name for everybody who’s not a real person, right? Carl ever walked in here?

 

I would be like, did Aaron send you this and just put it on my Aaron? Carl Carlton died yesterday, by the way. So I don’t know who that is, but, you would if. Yeah. I’ll send you the song. You know the song. Okay. All right. But I think that it would be interesting for you guys to make that list, write down who those people are.

 

And if you can’t fill out five, that tells you you need to figure out who those five are. And if you only have the first one and you don’t have the second one, you need to go find the second one. And I’m going to tell you right now, you probably need to do a presentation to at least ten realtors to find the next one.

 

When I say a presentation, home builder consultant means you need to call them, book an appointment for them to come into your model, and you need to give them a presentation in the model with that PowerPoint presentation.

 

If you don’t get that done, you won’t get the next one on the list, and you’re probably going to have to call 100 of them to get ten of them to come in and do it. So it’s just like, okay, what’s the cost of getting the next one? It’s 100 phone calls. That’s the cost. And it’s ten presentations.

 

If I get that next one now okay, write down, you know, I have to say this out loud right down next to that first name. How much money in commission you made from them this year?

 

Ballpark it because they brought you somebody or somebody.

 

Right. And that is how much that relationship is worth.