How can I grow my leads as a new home builder? 

 

Are you still selling real estate in our market? Yes, I am okay. Well, great. Well, really, there’s three things that we found most realtors aren’t aware of that we offer as a company.

 

One, we offer the lowest interest rates in Springfield for your clients. Two, we offer the same pricing and incentives to customers, regardless of whether they use a realtor or not. And three, we can double your time effectiveness by touring your tougher clients. They can’t find exactly what they want in designing it. Instead, then we report back to you after the tour.

 

Does all that makes sense? Did you notice how that was like a run on sentence that I didn’t pause in the middle of? But the home builder coach also didn’t say it like super fast, right? Because I don’t want to go. There’s three things that we offer, that we have found most realtors aren’t aware of, that we offer as a company, and then part because then she’s going to interrupt me.

 

So the home builder coach goes, there’s three things we offer as a company. One, there’s three things we offer as a company. One, we offer. You see, I’m kind of run on sentence, that one, we offer the lowest interest rates in Springfield for your clients and do I want to I want to do that right. Got it. Because if I pause.

 

People interrupt. Right? Yeah. They’re just waiting for their turn to talk anyway. Yep. And two, we offer the same pricing incentives to customers, regardless of whether they use a realtor or not. We love it when they use you. And three, we can double your time effectiveness by touring your tougher clients. They can’t find exactly what they want and designing it instead.

 

Then we’re to report back to you after the tour. Does all that make sense? Why is the home builder coach asking questions, guys? Why am I asking a question here? A question here, the question here, the question here, a question here. Why am I asking questions at every step to maintain control of the conversation? Yeah. Ty. How do we drive the bus?

 

Bus drivers question. That’s right. Whoever’s asking the questions is always in control of the conversation, which is what I just did. Do you guys. And I made you answer my questions. Did you see what I did there? Got me again. Kind of tricky, I don’t know, I forced Ty to to, answer that question by asking it directly.

 

Right. So you just that’s how you kind of get that momentum going with them and keep them engaged. When you say a thing like, does that make sense? They’re like.

 

I think it does make sense. You know, they’re just trying to keep them engaged in the conversation. Well, great. Well, the main reason for my call today, what do they care about? What radio station do they want to dial into?

 

You remember that? Yeah. It’s, All about. So I forget the callsign w I f and what’s in it for me? That’s all they care about. What’s in it for me? That’s the only station they want to tune into is what’s in it for me. Right. So you got to talk to them about what’s in it for them.

 

Well, great. Well, the main reason for my call today is that a home builder coach is looking for a handful of realtors that we can start doing some business with on a regular basis, and I wanted to see if you would be interested in coming to meet face to face at our model home and see if we can help each other do more business this year.

 

Are you looking to grow your business this year? What is the type of question that I just asked right here? Are you looking to grow your business this year? Close. Close ended. Yeah. It’s a closed ended yes or no question. It’s not an open ended paragraph question. Right? I didn’t say what are the three things that are help you be most successful?

 

And Mike, are you looking to grow your business this year? Yes or no? If they say no, well, if they’re in your and they’re like, the market just sucks right now. I was actually right before you called. I was loading up a shotgun, and I had it in my mouth. And then you called, and I answered, like, some of these people are, like, so negative on the market.

 

And they’ll just be like, oh, poor me. Sky is falling. Have you have you talked to these people? If you talk to the sky is falling, people. Yes. Do you know any of them by name that you avoid because you know they’re yours? Yes. Is this your mother in law? I’m curious. Is that right? So it’s like they’re in that.

 

Are you looking to grow your business? This year is like, I’m taking a temperature check of you.

 

Yeah, absolutely. You bet. We are striving. We’re trying to grow. We want to be the top agency in all of Missouri. We’ve got a five year plan. We want to be, you know, like that’s the person I’m excited to talk to, right? If they’re like, I guess, you know, it’s like, okay, temperature check. You you are not my person, right?

 

I’m going to book it either way. Some will, some won’t. So what next is my philosophy. Some will, some won’t. So what next? I don’t get like call reluctance because I had somebody turn me down and I’m like have to go through an emotional rebuild for 20 minutes listening to the eye of the Tiger song again, just so I can get pumped up enough to call the next person you know that’s not what I do.

 

I’m like, are you looking to grow your business? They say, no, I’m like, cool, have a great day. I call the next person you meet. I hang up, dial the next number right now, right? I’m looking for no’s because I know I have to go through a bunch of them to get two yeses, so I don’t care. I just need to get through that.

 

No. Okay. You’re a loser. Okay? Your first name was Lou. Last name was Zeus. I’m sorry, I thought I called somebody else. Let me let you go, and I’ll move on to the next person. Right. And then you’re like, so they’re like, yeah, absolutely. I’m looking to grow my business. Well, great. I have a super busy weekend coming up, but I did want to see if you had some time, maybe during the week.

 

Do you have any time on Monday or Thursday available for a quick 30 minute meeting in our model home? All right. Yeah. Okay, great. Would, Monday or Thursday be better for you? Probably Thursday. Okay. Looks like I have an opening, you know, and then we’re doing the two choices method. Right? I have an opening at 10 a.m. or 2 p.m..

 

Right. Always two choices. Right. And then you’re going to book it and they’re going to say great, right. You know I can do Thursday too. All right. Great. That works for me. I’m going to send you a calendar invite with all the details in my office address when we hang up. What are the model home address when we hang up, what email address should I send that to?

 

And you’re just confirming the email address. Maybe you already had it right. You get is it Michelle at Cantrell r e.com. Is that it? And did your parents mean for your last name in your first name to kind of rhyme Michelle Cantrell was that a thing? Okay, maybe you don’t ask her about it. Michelle on my bill, did they name you after a Beatles song?

 

Was that a thing? And then you’re going to move on and go, you know, great talking to you. Look forward to meeting you face to face. And for you, Sam, great talking to you. I have scheduled this meeting for you to meet with brainy. I have scheduled this meeting for you to meet with Natalia. She’s going to meet you there.

 

Do you have any trouble finding the office? Feel free to call the home builder coach. Direct me directly on this number. We’re going to see you in a few days. Have a great day. After you hang up, promptly send a calendar invite for the appointment. Why do we want to send the calendar invites as soon as we get done talking to them?

 

Feels professional. Shows it. That work? Yeah, yeah. Most people equate speed with professionalism. Is my saying. Sam, if you didn’t know that, write it down. Get a tattoo. Do whatever you need to do. Write it on your pants. Yeah. There you go. It’s a great place to write it. It’ll last for a couple days. There. Maybe since you only shower a couple times a week, it’s great, you know, if you need to.

 

Adding on the week. Yeah. If I got a date that weekend, you know, maybe. So it’s like that is the move. But most people equate speed with professionalism. So the faster you do it, the more they feel like you’re on your game and they’re like this person sharp. Let me ask you this. Do people who are top producers and very sharp at what they do, do they want to come meet with other people who are like them, or do they want to meet with losers?

 

The first one, that’s a good answer, Sam, that proves that you are not first name Lou. Last name sir. Because you knew the answer to that. We to go. I’ve been watching this. You’ve been watching my videos? That’s right. Yeah. So it’s like we want to be the person that they want to hang out with. Ty, you’ve been a multi-million dollar producer.

 

You’ve sold tons of homes, you’ve done a really great job. And you know, you don’t want to deal with the person who’s very sluggish to respond to you and doesn’t show up to appointments, right? Those are not the realtors you want to do business with, right? And a top realtor likes to do business with you because you very quickly get them the answers to their questions, if not on the spot, you follow up well, right.

 

So like people who are producers want to work with other producers. So you got to send them that email right away. The home builder coach has all the templates built in obviously right here. So you just jump in here, you send out your templated, you know, there’s the whole instruction sheet for you on how to do that.