Updated 11.17.25

Not to qualify or disqualify a customer just to book an appointment. Home builder coach cannot sell a home over the phone, and I don’t want to get into all of the ins and outs of the design of the plan and where the land is and all those things. Your job is to book the appointment. That’s it.

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You’re not trying to sell them the house. You’re not trying to sell them on building a custom home with us. Just book an appointment.

 

Does that make sense? Absolutely. Yeah. And don’t I don’t I literally don’t I know it’s hard to, like, process this, but I need you to get rid of the amygdala of your brain, which is the emotional center of your brain that cares. And just follow the script book. Don’t do that, though, because you’ll actually die. So don’t really try and do that.

 

Just, just, just disclaimer for Aaron for all that. I just want to protect him a little. Don’t really do that. Don’t really get don’t don’t use a lot of a soul spoon this weekend and carve out it. Make a little of your brain. People do some stupid stuff. I’m just saying, big teeth. But it’s. We want to book a tour.

 

What I want you to be Justin is the constant. And let the customer be the variable. And if you get done going through this script and you didn’t book, and it turned into a train wreck of a conversation, then I want you to text me and say, Aaron had a phone call at 3:44 p.m.. Please listen to it.

 

Tell me what we could do differently. But I want you to almost like you have some sort of mental disorder. Just follow the script and do that. Awesome. Yeah, because with a guy who’s like, hey, I got this piece of land I want to build off site, I got this spot I want to build, and I’ve got this land.

 

Great. Well, let’s get you in to take a model home tour.

 

You can come see our homes and let the salesperson working the deal figure out the rest of it. Your job is not to figure out the deal. Your job is to book the appointment. Gosh. You know, we’ll figure out the deal when the customer comes in. I cannot figure out the deal and sell them the house in the phone conversation I’m going to have in five minutes.

 

So all I want to do is get the client potential client standing in front of us in a model home, because then I can work through all the ins and outs of the deal and where the land is. And you said you wanted to build custom, but I’m going to talk you into building one of our plans, and maybe I can talk you into not building it on that land, but building in our neighborhood.

 

Maybe I can’t, but I that’s too hard to figure out. In the 5 to 7 minute phone call. Does that make sense? Yes. Okay, so, I’m not trying to beat you up, Justin. I’m trying to help you ask, I definitely I my goal is I would rather have that customer standing in front of Natalia or Brady or whatever, and once they get there, they’re happy to have a you know, walk through a bunch of homes with us and have a 30 minute to 1 hour conversation where we can dig deep into all the nitty gritty of that stuff.

 

I don’t want to do it on the phone call. I just want to book it. That’s what gives us the highest percentage chance of selling a house.

 

You know what I mean? Yes. Yeah, because it’ll give us a lot more time. They’re not going to give you 30 minutes on a call, but they will give you 30 minutes in person. And I can dig into all the hurdles and obstacles when they’re standing in front of me. You know, they don’t start flat now. What’s that?

 

Sales. That’s right. No sales starts with. No. That’s right. So I just want you to go through the script. Go for no. Pretend like you have a mental disorder and your amygdala is gone, and you have no emotional processing center in your brain and just book the appointment. But do not try to quit. If you find yourself qualifying or disqualifying, don’t do that loss.

 

Okay, same thing with the realtor. That’s the same thing in that realtor call you were trying to qualify or disqualifier a little bit right? Yeah. And that’s not what we want to do. You know, it’s even like when we get to the part that feels like qualifying, which is, right here, this part right here is qualifying feeling qualifying.

 

I’m not going to react to whatever they say if I say what. So, you know, what is the price range? A home that you’re looking for. And they go, I want to keep it under 75,000.

 

My job is not to qualify or disqualify. It’s just to ask the question. That’s it. And then I go, okay, so just to clarify, what monthly payment are you comfortable with? $400 a month okay. Great. And and then I’m just going to keep going with the script. I’m not going to stop and go, well, you don’t really qualify for what we have.

 

And my job is not to qualify or disqualify them. I’m just I all I want to do is book the appointment.

 

At Shaw Homes I had two clients in one day. I had people who did what you’re doing, Justin, and they just book appointments. I listened to the recording. I had them both scheduled at the exact same time. This is like a Tuesday at 1:00. Both of them told in the conversation. When they were asked these questions, they said that their budget was like $150,000 below the cheapest house.

 

We offered. But I met with them. And you know what I did? I literally wrote two contracts later that day, and one of them was like $320,000 above what they said their budget was. The other one was like 250,000 above their budget. But I was with them for like four hours getting to that point. And I could not have done that if my caller would have qualified them or disqualified them.

 

We never would have had those two appointments.

 

Does that make sense? Yes. Yeah. So don’t get into trying to figure out the deal on the phone. Just follow it. You know?

 

Absolutely. Yes. So it’s like make that hard decision that that’s what you’re going to do. Think about getting a double spoon and taking your amygdala out. Do not do that. Pretend Steve is talking the ignore everything Steve says for the most part. I mean, it’s kind of like in new home sales training. It’s like sometimes we got to reprogram our brain.

 

And, you know, I mean, I’ve been a home builder coach for a long time. And when I builders do this all the time, like even the builders that do their own selling, which some of my built, like Mike used to do all of his own selling. I know that cracks me up. Yeah, and a lot of my builders used to do all of their own selling, and they always tried to disqualify every customer on the phone call.

 

Home builder coach has a builder in Texas right now that Jordan and I had this conversation with him recently. He had this lead and he was like, yeah, they just weren’t worth my time. And I was like, how do you know? Well, they said their budget was this. And I was like, okay, well did you get them in touch with a lender?

 

No. Okay. Did you ask them how much down payment they have? No. They just said they wanted a loan amount of 350. I’m like, okay. They said they wanted a loan amount of 350, but if they have a $400,000 down payment, can they afford your home? And he’s like, oh crap, yeah they can. And I said, did you ask him what his down payment was?

 

No. So you just dismissed him and moved on. Yeah I did okay. Well you probably just missed a deal. So it’s you know, builders do this to. And so this is why I’ve set it up. The way that I did is because I’ve just run into enough of these scenarios, doing this couple tens of thousands of times. So.

 

All right, that’s all I got for you guys for today. I do want to say, Justin, that the beard is looking really good right now. Oh, thanks. So I would I’ll leave you with a positive and, tie. Your background inspires me. I just want you to know that that. Can I get some new food pictures for you soon?

 

But I do feel like I want to put my hand over my heart and, oh, say, can you see? I kind of want to do you know, and then, Ashley, please go start marketing to engineers more often. I really enjoy email. I just thought that she was hilarious. I had to share this. I just had to go.

 

No. Now. Well, Home builder coach is excited you guys are going to go sign some deals this weekend. Ty, are you going to sign a deal this weekend? I’m kind of hoping to. Yeah. She’s up. Casey’s, single dating at this weekend, so I’d like him to come back Tuesday to at least at least a homesite reservation. Yes, that’s what I’m talking about.

 

Ashley, you’re going to get one. I hope so, yes, hopefully to two by Thanksgiving is my. Is my goal. Yeah, I love it. Well, I’m excited for you guys. I hope you all have a wonderful weekend. If you need something between now and next time, home on.

 

1. Oh wait wait wait wait wait wait I can’t let you go yet. One more thing, one more thing I’m scared, I joke. I got to be you guys. And I got an email the other day telling me how to read maps backwards. Turns out it was just spam. Spam? Yeah, Ty, you didn’t even snicker. I see no response whatsoever.

 

Is home builder coach dead to you with my dad jokes? Now I’ve got enough to tell you. You know, I’ve heard he already told that one today, so he’s bummed out. You know, I did want to tell you guys about something. Jordan did when he got to work the other day. He immediately hid, like, just went him. And when I found him, he said good employees are hard to find.

 

Good to see that one’s funny, because Jordan did it. You go Jordan. Good job Jordan. All right Jordan that’s it. That’s all I got for you guys. Hopefully home builder coach brightened your day. Have an awesome rest of your day guys. Awesome it. All right. See y’all later.