Updated 11.17.25

You see what I’m saying. It’s no different for this realtor if they are a high end realtor. Does that make sense? Yes. Stop trying to disqualify them and just qualify them. Just move them forward by the way you qualify them as you read through the whole script. Now, when you get to the end of the home builder coach script, they’re going to say yes or no.

 

And that is the qualification. It’s not what niche they’re in.

 

Okay. They’ll tell you I’m not interested. If they’re not and they’ll say I’m interested if they are. And that’s the only qualifier I would use.

 

I just been doing this new home sales training thing for like three years, and I’m just I’ve seen it a lot where we tried it like feel like somebody specialized in. So we don’t bring them into our tractor beam and get them trying to do business with us. There’s a lady here locally in Tulsa who does really high end stuff, but she sold our houses and we were never high end.

 

So, you know, I’m going to keep going. Let’s see where it goes. Home builder coach says, I may not even be in your wheelhouse because we’ve got one luxury, but it’s on 250 for a month for court in Hickory Hills. That’s that’s like the only, you know, luxury. And now we’re into talking about a specific house, right. And we don’t even know what she does.

 

Right. No, no, no, I haven’t heard anything. Gotcha. Well, the main reason I’m calling today is when you get face to face with some realtors in one of our model homes and was wondering if you’d be open to that to a meeting sometime next week or the. My word. Yeah, absolutely. Where would you like to? But so she’s a yes.

 

Anyways, so this is great. But I would the the script is not what you said as far as like how to book the appointment. Right. I want you to book the highest percentage of appointments possible. Justin. That’s my home builder coach goal for you. And because I know if you book the highest percentage possible will ultimately meet with more realtors and we’ll do more deals.

 

So I’m my goal is just for you to book the highest percentage possible. Right. That’s all I’m shooting for. And let’s back up a minute and see how you asked. Now she’s looking. So it was like a yeah, of course. But let’s listen to the model homes and was wondering if you’d be open to that to a meeting sometime next week or the end of this one.

 

So we gave her a yes no right. That’s when the question is, are you looking to grow your business this year? You said are you willing to. Yes. Or no? Right. And we don’t. We like to ask assumptive close questions. We want to assumptive close. What is an assumptive close Ashley or tie.

 

From eating a Cheez-It I’m sorry. Some of the time was three timing.

 

What does the twist sort of close. And so when you say something like for in this situation you want to grow your business this year, don’t you like them. Yeah. You’re assuming that they do. I’ve asked you a question that only an idiot says no. Two are you looking to grow your business this year? You get the ears of the world will say no, but the person who’s, like, going after you, trying to be successful.

 

Well, yeah, I’ve, I’ve made you answer the question. I the way I want you to. And then, the assumptive is this one right here. Great. I have a super busy weekend coming up, but I wanted to see if you had some time during the week. Do you have any time on Monday or Thursday available for a quick 30 minute meeting in our model home?

 

And this good. That’s not a yes no, really. It’s like, I’m assuming you’re going to want to meet with me. So is what what day is it? You see what I’m saying? Right? So I mean, first of all, let me just give you a high five. You did book it. So great job. Awesome. But I just want to raise your odds.

 

I would, to quote the Hunger Games, I would like the odds forever to be in your face. The. Thank you. Yeah. So I’m just trying to stack the odds in your favor that everybody you can possibly get to say yes says yes, says yes. It makes sense. Yes. Yeah. Let’s do, let’s go. One more awesome. Thank you for calling.

 

I hope that answers Justin. How can I make you did great. Oh, that’s an inbound call. Let me go ahead. Sorry. Up up up up. Almost there, almost there. These are very short ones. Let’s see why these are short. Your call is before go. That’s one. That’s a good short one. Yeah. Good luck. This is the one where you called Jordan and wanted to talk to him about his hairstyle.

 

So we went with, Jordan’s are available. I’ll take that call.

 

I love it. You had a mark Bradford in a Lawrence Parks call that were very, very long calls. Those were inbound. Inbound? Okay, I don’t remember. I’m you. Brooklyn Rock calls. Justin. How can I make your day great. Hey, Jeffrey, I just Mark Bradford. They have some homes being built on Premier 127 in Springfield. Oh, I remember, I don’t believe we do.

 

I don’t think we have a little on this little apple home. Oh. Oh, right. Sorry. That’s that’s us under a different name, I see. Yeah. That’s okay. I’ll skip that one. Going to the Rock, homes, this is Justin. How can I make you look great? So let me write.

 

Good afternoon. Yes. Yes, Larry. Yes, sir. I know you poor. Well, home builder coach called. Went wrong. Hunger. Oh. Was right. This is what I look. Okay? Yeah. You know, my wife, we, our corner and a piece of land and, down south next to about 18 miles south west, north of going in and time. I remember custom, custom built.

 

And help us. I love the 1.5 minute long wind up question, like my wife and, her name is Elvira. And we been looking at land all day. We saw that one. They had all them snakes on it. We didn’t buy that one, but then there was this other one, my cousin Gus. He told me about it, and we were down there, over the weekend.

 

And so we ended.

 

Like four. You were missing like 400? Yeah. Right. Yeah. Always. He’s got a wind up. This is a good wind up. Let’s keep going. Give it up with. Cool. Yeah. That, do you know about how many square feet really even to build on or. I mean, building out of the home. Yeah, yeah, yeah, yeah. Look, we don’t have a house before this one is here.

 

Where was your idea? Looking about 20, 20, 200 square foot. So, why would we not just follow this?

 

I thought he was just a custom for John, you know? But since his his was a little small of what he was, you know, and he was a little far away. And maybe I did disqualify him too early, but, I was in my mind, I was like, I, get the details, too, John. Somebody calls him for a custom, but I was like, he’s so far away, I can’t imagine John would do it, you know what I mean?

 

So I was trying to be polite at the same time as, as, you know, so the guy’s got 18 acres. I think he said, No, it is 18 miles south of a town from here and south of Nixa. And I was like, oh, wow, that’s way too far for us, you know? But to build one home for somebody.

 

But, so he already had the land, you know what I mean? So I was wondering if that’s still something I need to say. Hey, I’m going to do the script, even though, you know, I mean, that I need to. I need to get that right. I would just follow the script every time.

 

I would follow this exactly the way that it’s written and walk him through and go, well, how familiar are overall with Flint Rock homes and when are you looking to move into that new home? Are you guys in need of pre-approval? We will ultimately be going through a local bank or mortgage. What’s the price range of the home you’re looking for?

 

Just to clarify, what’s the monthly payment now when you get to this portion right here, we’re building a number of areas. You already mentioned you’re thinking about south in excess. So let me give you a quick overview of the three things that make Flint rock. And I just keep going. Right now we have a special incentive where we get 10 to $15,000 towards the permanent interest rate by down closing price paid, this Saturday or Sunday.

 

Work better for you to come in. See, I would schedule a month home tour.

 

You know, I mean, we don’t know that he’s going to build a custom plan. We might be able to talk him into our plan.

 

And that’s what we want to do.

 

You know what home builder coach is saying? Yeah. My making your brain tilt. No, I do wonder I was I was like, well, I definitely need to commit to this 100% because I see, especially after you ask those questions, I was like, man, I know, you know, if he gave me information on him, I know exactly. You know, how I could, you know, lead in where I’m like, okay, I know that.

 

And home builder coach knew he would want to know his name or Steve, you know. So your goal is to gather the information and book the appointment. That is your goal, not to qualify or disqualify clients. That is not your goal on this phone call. What’s the goal of the phone call? Set the appointment. Set the appointment goal. Book a tour.

 

That’s it.