All right, well, how goes it with you, my friend? Good. Things are going pretty well. Excellent. I, I’ve only I couldn’t quite hit that 35 and one day, but, nothing to aspire to. I saw that you’ve been booking some, though. That’s great. Hey. Yeah, I’ve only got 15 so far, but now, are you communicating with the salespeople?

 

You’re setting them up for? Yes. And making sure they’re aware. Yeah. Okay. Yeah, I do need to touch. I booked some more for the that I need to touch base with her about, but, I’ll catch her when she’s back tomorrow. Cool. She wrote her first contract last night. Yeah, I saw her come in. Exciting. Yeah. Very cool.

 

Where are you at today? Which model? So I am in the Flint Rock office. You’re in the main office. Okay. Yeah. How far is it for you to be, like, in one of the model homes? Have you ever gone out to those? I’m going, go. Going tomorrow with John, to Marshfield. But I think I might have this wrong, but I think that, Bolivar is getting ready to close up shop.

 

I heard, and then, I don’t know that we have another one other than Marshfield right now, but I’m not sure. Yeah, we’re finishing up one of the other models. So we’ll have a new one opening soon. But just where are you at today?

 

You are muted, my friend. Yeah, sorry I was. It’s funny. I was just like hey let me unmute myself. Like you guys could hear that. But I’m actually, you know, today I’m actually home. I’m off work. Oh, okay. And on Thursdays, because, you know, keeps my brain going. You know what I mean? So I’m still learning. Still observe.

 

You know, being at all. So, but if you guys had something specific you were going to talk about today, no big deal. I can get back to doing laundry and stuff, and you’re welcome to join us. We’re going to talk about stuff that’s helpful. And part of the reason I was asking about, where Sam is, is because part of what I’m going to talk about today is going to be CC Bebe, which is booking people who walk in right off.

 

I’m getting my network. Yeah. So I’m just going to dive in. But basically, there is a very critical path that we walk through with our customers. Okay. So like the first time somebody walks in, it’s like, hello? It’s a stranger, right? And what we want to do is we want to go from. Hello. Let me get my other.

 

That’s the one I wanted. We go from hello to eventually contract. Right. That’s what we’re trying to do. And so there is a critical path that will take you from hello to contract. And if we don’t follow that path, we don’t get them to contract. You know, and so what we do is we have a lot of meaningful conversations about a whole lot of nada.

 

And they ultimately don’t end up purchasing. And we just sit there and make a friend and then we don’t do anything, and we got to be heading down a critical path. So just to give you kind of what the critical path is, is it starts with CC, VB, which is essentially getting the guest registration card. And then we go to five easy steps from a home builder coach

 

And I can spell steps I promise. And then we go to a.

 

Model home tour slash.

 

Market. Home tour. Right are for sale homes. The model we’re in and the homes that are for sale in the neighborhood. Right. And then we go to lender or hand off because you got to get them the numbers. And then we always book an appointment from an appointment. So we circle back to the five easy steps again. And book.

 

It sets us up to be able to say, hey, we’ve done this, these many of the steps so far. The next step is this. Let’s go ahead and schedule it. So always book an appointment from an appointment. And I know they didn’t make an appointment to walk in your model. If you’re just sitting there and you have somebody pull up in front and walk in, but you always want to book that appointment from them physically being in your presence.

 

So and then the next step is you send them.

 

The price out survey so that they can go home. They do this from home. They can fuss because and discuss.

 

What they want in the home. Without you there because husbands and wives, they have more blunt conversations with each other. When you’re not there, I’m sure you guys don’t, like, like to argue with your spouse in front of other people. Most people don’t. Right. So what happens is they’ll go home and they’ll kind of, like, get into a heated discussion about which countertop color they want.

 

Right? Or do I want to upgrade to the double sinks in the master bathroom or whatever? They both express their opinions, they might be differing, and then they eventually come to the conclusion of, okay, we’re going to add that in or not. And so you want them to go home and have that. And that whole purpose of them doing their price out survey from a home builder coach is so they can do a price out in your presence.

 

This is the next step and this is an appointment. This is the appointment a home builder coach booked right here. You booked the appointment for the price out okay. Now that you’re doing the price out with them, when you get to the end of this, you either write the contract or schedule the contract.

 

Now, in the midst of this doing the price out, you may also walk home sites.

 

And pick one out and so I need a neighborhood, a floor plan, and a home site and options to be able to write a contract. Those are the things I need. So step one is KB, right? What does KB stand for? And.

 

Connect. Just and help me okay it’s connect card benefits book.

 

Connect card benefits book. Right. That’s what KB is. Step one is you need to connect with them. This is a complete stranger right? This is called building rapport or creating a connection with somebody. That’s the first step. But before I dive into dissecting this, what percentage of people that walk into a model home should I be doing? The connect card benefits in book with 100%?

 

What? Why do you say that, Justin? Well, the home builder coach knows you got to be able to contact them. And, this is a part I definitely need to practice more because, I get you jittery when they come in, and I’m like, give me your information. And it’s the 300% rule. Oh, yes. What is the 300% rule? 100% of the process to 100% of the people?

 

100% of the time.

 

Good job. Justin. 100% of the process to 100% of the people. 100% of the time. Why don’t I want to just skip past this and start touring? Through the model?

 

This is the shortcut to the contract. So we don’t want to shortcut the shortcut. Oh, Justin, you’re on fire today. Yeah. It’s you all this morning. And on his day off to. Wow. Yes. This is the shortcut. Don’t short cut the shortcut. This is hard to type. Some saying the word shortcut so many times. This is the shortcut.

 

So don’t shortcut the shortcut. Follow the process. Right. So, it’s really hard to sell a home if I never create any connection with the customer. It’s really hard to convince them they should build with us. If I don’t ever go over the benefits of what makes us a great choice for them. It’s really hard to get them to sign a contract if I don’t book the next appointment with them.

 

So a home builder coach wants to do connect cards, connect card benefits, and book. I want to do all those things right. It’s really hard to sign a contract if I don’t get their contact information and fill out a guest card right? So I should do this to 100%. I should attempt 100%. I will probably get 90%.

 

That’s what you should shoot for. I mean, you want to shoot for 100, but you’re 90 is like, you’re doing a good job. There’s going to be 10% of people that are just going to be like, Satan, you get away from me. They I am not giving you my information. There’s always going to be 10% of people. Wow, that just got really dark.

 

Jordan, I don’t know what just happened to me there. The home builder coach had a flashback to watching The Exorcist back in the 80s. I thought that was a personal experience you had at a model home right? So that’s going to happen.