Updated 11.17.25

Booyah! Well, first of all, thanks for jumping on the new home sales training. Awesomeness of awesomeness with a run. Your post. I feel like I’m on a TV show right now. This is kind of cool. I like the Brady Bunch when you first start. Welcome to the Crazy Bunch. I mean, the Brady Bunch. It’s pretty accurate.

 

For people that can’t make it. Or so you can send it to America’s Funniest Home Videos. Today I’m actually recording it for America’s Funniest Home Videos, technically. Don’t tell anybody, though. Or do you just make Jordan sit and watch the hours of these when he’s been back? That is also one of my home builder coach moves. It is. Jordan has to watch these on the weekends when he is off nonstop.

 

Well, Ashley had a challenge and objection, a, customer situation that she wanted to go over. So I’m going to pull these up. Can you, can you actually copy and paste this? Do you have it in that format or. No, I have it in this format. That’s why I was afraid. Yeah. Okay. All right. Let me, let me actually take this document and email it to myself so that we can pull it up.

 

I think it’s a great new home sales training, moment, because I like what what you’ve pulled up, and this is a real customer situation. This is just the part that he loves. There’s way more to it. He. Why don’t you give us the background real quick while I’m grabbing this sheet and emailing it to myself to pull up?

 

I feel like this guy is very thorough, to say the least. I’ve been working with him for, I would say over a month now. The very he has it. He has tons and tons of questions. He came in, Mike and I on Tuesday or Wednesday, and was here for a couple hours. We walked home sites again.

 

He had questions about drainage and different things like that. And then, he’s an engineer, isn’t he? Yes. I don’t know. I’ll not forget something, but he brought spreadsheets of how he’s compared, like our plans and, he’s an engineer. It’s crazy. Like, this was his question sheet that he had for us. Yeah. These are the questions wrote down.

 

Sorry. We’re going to have to come back because somebody’s coming in. Oh, awesome. Well, we’re going back to this later. Okay. Anybody else have objections? Obstacles? Hurdles that you’re jumping over right now? Customer scenarios that you’re, trying to figure out. That’s not that bad.

 

You’re like, this makes me feel good, actually. Yeah. Yeah. No engineers in my line up. Did you say engineered? Yeah. The the, How are things going for you, Justin on booking. Realtors. How many did you, how many new bookings? But I did just find I’m trying to find a really long list of people, you know, to where I can just repeatedly call.

 

You know what I mean? Of new fresh meat. And I think I did. As a home builder coach I just think I did that just before we connected. So, I’m gonna try and get a new a new list. Like what? Where did you find a new list? From the Missouri Real Estate Commission. So it’s I’m trying to narrow it down just to, you know, the counties that are relevant to us, and I think I just figured it out.

 

So, anyway, if it looks like I’ll have, you know, 3 or 400 names, pretty easily to go through and, you know, after I’ve called people 3 or 4 times. It’s not that I don’t want to call them anymore, but at a certain point I was like, well, is it still productive to call because they they keep goes to me, you know what I mean?

 

So, well, let’s let’s, take a moment and go through the script real quick. Okay. Okay. So, this will be good for both Ty and for you. I mean, the dream 100 is the best way to get realtors to do business with you. The whole purpose of the phone call. Somebody tell me what the purpose of the phone call is.

 

Set the appointment. What is the purpose of the phone call? We want to set the appointment. To set? Appointment. Is there any other. Is there any other purposes? Well, I like to think that you’re building, rapport. Even if they they don’t want to meet, you know, at least, you know, they’re getting to know your name and stuff, so.

 

Sure. So, rapport building for sure. Yeah.

 

Good. So what? What do we what do we not want to do on this phone call? We don’t want to, riff, which I know is it can be hard to. It’s. I find myself riffing a lot, but I’m. I am practicing the script, and, as a home builder coach I’ve noticed if I’ve got a whole lot of people to call. It’s a lot easier for me to just commit to the script and, like, check out and be like, you know, I mean, just read it word for word.

 

And, I don’t, you know, I mean, there’s no, Well, let me different let me give you a different thought process than that. Okay. Okay. This will help you, just make a decision to stick to the script. Don’t make it about how many phone numbers you have makes the decision for you. Oh, cool. Yeah, I understand.

 

Yeah. Just make a decision that I’m always going to follow the script.

 

Right. Don’t make it. Situational ethics. I see, I mean, I’m always going to just stick to the script. That’s what I’m going to do. Yes, I, I, for some reason, I don’t I don’t feel like I’m making a conscious decision not to do it, but when I’m speaking to someone, there is some sort of trepidation there, that I have not been able to conquer, you know, I mean, so I, I start off, I read the almost the first two paragraphs, I’ve almost got that memorized where I say it word for word every single time, you know, and then it’s, it’s when my brain starts to panic, you know, maybe I just need

 

to memorize it better. But it seems like it’s always when I get to that point where I’m just like, okay, and boards or whatever, you know? So.

 

You know, I get what you’re saying just in case. Or I was having a debate with Jordan about pepperoni or sausage. Because, that sounds heated. Just kidding. It was much deeper than that. And Jordan was anyways with home builder coach, so let’s dive into your, some of your calls, and let’s just give a listen here real quick.

 

And, recordings portion of it.

 

Yeah. I was like, I was off the last two days, so. Oh that’s fine. Let’s listen to some of the other ones that,

 

Well, let’s listen to this. Let’s listen to a few different calls. I think it’s good to listen to scripted calls. And, you know, whether it’s inbound, outbound, whether it’s, you know, realtors or anything else. So is, is Satan working today? Yes or yes? Oh, I think I forget. Yeah. He did he did tell me he’s going to be off for two days this week.

 

My mistake. So as a home builder coach I do think he is. Oh he’s off today okay. Yeah. All right. Let me go grab the inbound.

 

Script. What? Let me ask you guys this question. Why, why would a tie why would I want to use a script?

 

What do you think. Oh you’re you’re muted buddy. You’re muted. You look really beautiful. But I just can’t hear you I thought I clicked it. Sorry. Following the scripts helps you keep driving the bus. It gets you through the questions. So that you’re asking the questions throughout the conversation that helps you get away from them. Asking question that leads to the roofing.

 

Yeah. Get away from answering. Elimination of questions. Right. That’s another reason why, it gets you away from answering conversation brief and to the point, so you can get on to calling the next one.

 

Keeps the conversation brief and to the point. I was like, oh, you can get to the next meeting, call whatever, etc., right? Like I want to spend time doing things that produce results, not things that don’t produce results. And talking about the market on a call with a realtor is not going to produce results. It’s going to be like blathering on and on about their opinion about what’s going on in the market.

 

And loser realtors want to talk about that, in my opinion as a home builder coach. Right. It’s like, let’s talk about what’s not good. Let’s talk about negative things. Right now. We want to talk about what’s good, what’s pure, what’s positive. I don’t want to get into their negative headspace.