How do I sell people a house when our competitors have higher quality

 

What are the other objections that you’re dealing with lately? I mean, a home builder coach gets the vacation person we talked about that one. Anybody else running into an objection that you’re like, it’s a tough one to deal with.

 

Anybody. Yes, but not so much with, exactly what you’re talking about. More of the product quality. I don’t know. John is on here, but we had Nate Crosby. Justin, Sam, you probably recognize that name to. And so kind of where he’s at, he’s looking at the Fall Creek and Pleasant Hill, but he’s probably going to be in Fall Creek, which is our Rogers Ville area.

 

And of course, we’ll have bustle there, which is our competitor. He did a price out with bustle, very happy with it. And he’s not from this area. He’s from Kansas City. So he’s kind of using the resources here on the ground. He’s got family in town. And so his biggest objection is, hey, I’m just getting a lot of feedback that bustle probably has a slightly better product overall, better quality of a home.

 

So they are leaning towards that direction heavily. But the only thing that he was excited about speaking to me about our product was our interest rates. He’s getting like 4.5%. Eden. So that’s kind of a tough one for me to overcome. How would you recommend a handle that? So, yeah, I mean, a home builder coach would just say, who what who or what gave you the feedback that they build a better quality home than us?

 

He is working with a local agent. Assuming. And I spoke with him. Landon, I have his. And, Brady, you might know him or heard of him. Landon. Let’s see.

 

Denny. Younger guy. Yeah.

 

So, Landon Denny has told them that bustle builds a higher quality home than we do. Exactly. Okay. He works for a Cantrell, the old builder. Okay. Outside. So they’ll buy us there. But. And this is completely irrelevant. We can’t use this in our pitch. But I know that bustle has multiple lawsuits against them right now in our area.

 

They look good. But, yeah, you know, I think you can use that. Actually, you could say, have you ever looked at the builders? You’re considering to see if any of them have lawsuit?

 

You can say that you didn’t have to say specifically about bustle. You can ask them if that’s the case. You can ask them that.

 

What’s specifically easy for me to say. What specifically do they do better than we do? Well, and I asked then he said, just build quality. Overall, what’s the response? They use cinder blocks for their foundation. That’s nice.

 

I mean, with, that’s such a vague objection. It’s like, well, I understand that you’re saying better quality overall, but better quality of what? Better quality of foundation, better quality of roof, you know, framing cabinets, countertops. What what are they doing? A better quality of? Would this be a good time for us to go into our included features and go over, hey, like does does it does there’s compared to this or you know, do they have this many things that they include on our homes?

 

Yeah, we talked about, There we go. We talked about that. It’s good to go shop your competition. Right. And find out what they’re doing that’s different than what you’re doing. Right. And of course, they’re building in that same community, Fall Creek. I don’t know if you can. Yeah. There we go. Yeah. So I would just go, you know, walk through it.

 

I would study it. I would tear apart our page of the website and anything, any information you can get from them on what comes included, what’s optional, what their base prices are, you know, look at the floor plans they’re looking at. And, I would be very sure that you build a high quality home because you do.

 

So I don’t know what it is. He thinks they do better than us. But, you know, that’s an unfair, well, an objection that I can overcome if it’s so generalized. First thing that came out of his mouth was he wants to have, like, the cheapest home, bare to the bones as possible because he’s not planning on staying there long term.

 

He’s got a piece of property. He’s building a custom home probably within the next couple of years. So he’s just looking to get by bare minimum. He just wants to make sure he can sell it, not under market within the next two, three years. So that’s his biggest concern. So I know he’s shopping for all the bells and whistles.

 

Just something basic. So I think it just boils down to the price for him. And if we’re talking about available homes, let’s look and see if they have anything available. Was he going to build from scratch or is he looking for. Well, he needs to be in there by May 1st. Okay. You know, the price of the home is looking at, yeah.

 

So initially when I spoke with him, he never really gave a price, exactly where he wants to be. But my understanding, like some of the numbers that he did throw out, was around like 330 under 350, 333, 2525 as he’s spoken to a lender yet? Yes. He spoke with Eden, our lender. Okay. And he’s really happy with with the four and a half ring that she’s given him.

 

Has he seen our Ruby plan or any of those up there now she he wants that’s 300. That’s 330,000 with a $10,000 incentive on it. And it’s a probably the best price for two in the area. I mean, it’s a beautiful plan to super open. And he’s wanting to rent it correct. When he’s done possibly. Possibly. But he really wants to walk out and that’s where the price.

 

Where is our location on the map. Can you guys help me find this. Yeah. Is there anything listed. Here’s Apple market. So go south. And go to the left a little.

 

Is it this one up here. Let me switch this. Yes. You let me switch to just.

 

So this is everything that’s new construction in this region. So here’s Apple market. Here’s fifth 60. Is it this neighborhood? Oh, no. You went the.

 

I think it’s where you were initially. I go up to the right. You were upside down. Sorry. Those ones that are 410 right there and forth. Yeah. Right there. That’s it. Sorry. No problem. So this is their pricing. These are their homes here. Yep. What’s he wants he price to be price. Under 350. Okay. But he thinks they’re going to sold their home for around around 515 in Kansas City.

 

Okay. So a home builder coach would just go pick this apart. Like if he’s what home did he look at with you and what was the size of it? This this is the same scenario. You guys are going to it. Yeah. Yeah. He he hasn’t looked at anything with us. He’s in Kansas City and when I do remember that having having that conversation with us about hey if you book an appointment, make sure you’re out here.

 

What’s that guy out here? Hi. Yeah, it’s that guy from from Thursday. And, that’s when the home builder coach reached out to Justin, because, like, not somebody is going to be covering when I’m gone. Well, apparently we’re on the same schedule, so he’s gone when I’m gone. Long story short, nobody met him out here. So, you know, he just looks around and left and sounds like he’s a little upset about that, which I don’t blame him.

 

And so also sounds like bustle was available and he and did a price out with them. So he was going there anyway. And he was also going to trendsetter. And another one over there. So. So this is the residence hall, right? One of our I would just sit there and pick this thing apart for what they do. That’s different than what we do.

 

And a home builder coach would look for everything that’s different or I would, I would literally take one of our homes. Here’s what I would do. I would take this home and I would go, this is down at the low end, 16, 22ft². And I what floor plan, Brady do you guys have that’s around that square footage 1620 two square feet.

 

Yeah. Garnet. Sapphire. Pearl. Garnet, Garnet. There we go. There’s this that, that bustles house. Yep. Yeah. We, we pretty much have one floor plan that’s exactly the same. And I think that’s a okay, so I’m going to go to the garnet. You said.

 

So he said John. Okay. So here’s what a home builder coach would do. Here’s what I’d pull up our plan I’d go where 1620 four square feet. We’ve got two bedrooms here master. Over here. Right. I would come back and we don’t know. Let’s see. This is the Erica plan.