Updated 11.19.25

Is this making sense to the rest of you guys? Yeah. It does. Okay, home builder coach going to just open up, fall Creek real quick. Let me pull Mark systems over here. Give me a couple seconds. Here because I think. Yeah. And I explained to Ron. Go ahead Brady sorry. I explained her on the phone yesterday too, that you know, I don’t think that I have personally ever honed in on lot costs when selling to somebody like that shouldn’t even be a conversation.

 

You should never exactly ever. Exactly. And home builder coach was telling her maybe she was focusing too much on that because and really, I think she’s just, you know, because she told them wrong. Maybe she feels like they’re going to rebuttal it too much. And I told her just to go in there and be like, hey, I made a mistake.

 

This is this is how it is, you know, and not to focus on the lot cost too much because at the end of the day, we don’t have control over that, and they’re still getting a very good value for the home. I also had her do, because their target price for a home 310 this home is like 356.

And I asked her if she did the comparison with rates, and she had only done them on the amethyst with Grant, with the incentive and without. And I said, do them one at 310 with their payment, and then do one at the 355 with the incentive and show them how they correlate. And how, how close they are, because they’re going to be close.

 

So she, I believe, has that prepared for them. I’m just trying to help her get it all in her brain. And I’m also trying to explain it for all of you guys. So you understand how that pricing works. Yeah, because I think it’s good for you to understand the mechanics of what’s going on in the background. But I would never, ever, ever, ever, ever, ever discuss with the client what the lock prices in the neighborhood.

 

Yep. And the only way home builder coach would explain it to them is this way. Let me ask you guys a question. Does location matter? Oh, sure. And they’re going to be like, well of course, location, location, location are the three most important things to every real estate buyer location and location and location. Right. And so I’ll give you an example.

 

Both of these areas are in California. But if I’m pricing building this home for you in Beverly Hills, will it be different than if I price it for you in Compton? Yes. If I prices it for you in Beverly Hills. And I also price one for you in Detroit, Michigan, will it be a different price? Why? Because one location is more expensive than another location.

 

And that’s the difference between building the amethyst here and here. The land just has a different cost. And we also have a different infrastructure at Rogersville than we do at Marshall. We have gas ran at Rogersville, so there’s going to be more on the back end. That makes it cost more. So even even that though, isn’t that like because that’s what I was going to say.

 

Like they have to be a they have to accept the fact that like a house in California, it’s going to cost more than a house here in Missouri. Right? So location matters. And then it’s just like location does matter. And then you find in the one of a kind home site and just pushing on, it seems like it’s getting way to in the technical and you’re not really sticking with the motions.

 

Yeah, it’s getting way into the weeds. And so that’s why home builder coach is saying I’m trying to explain to you guys what’s going on in the back end. I want you to understand it. But if I’m talking to the customer, then I just explain to them, well, the biggest difference is if we’re in, you know, Compton or we’re in Beverly Hills, you’re going to have two different prices of the land.

 

And that’s where the cost differences and sometimes there’s other cost differences like, you know, and that’s great really saying, you know, we had to run gas and we ran gas to all the homes in this neighborhood. We didn’t run it in the other neighborhood because it wasn’t available. So that’s one of the cost differences. And then it’s like, okay.

 

And that’s not a hard thing for people to understand. So I think you don’t want to get too into the weeds. Then the reason that we make every homesite a different price is because I’m trying to create a difference so that you have an opinion when you have, going back to our map here, let’s just, you know, well, Fall Creek, I think is probably one of the best examples of this.

 

So let’s just go to Fall Creek real quick.

 

Wouldn’t I mean, appraisal values would have something to do with that too. I mean, Fall Creek’s in an established neighborhood with houses around it that appraise higher. Well, the land princes are probably not going to get into that again. I think that’s a little bit in the weeds. Home builder coach would probably get into that. But I think if all if 18, 19, 20, 21, 22, 23, 24, 25, they’re all the same size and they’re all facing in the same direction and there’s really nothing different between them.

 

But if I put a premium of, you know, -500 on this one, zero on this one, plus 250 on this one, plus 500 on this one, this one is a $500 credit. This one has a $500 extra cost. That’s $1,000 swing between them. And the customer is going, well. Why is this one less? And I would say because it cost less.

 

Yeah. They’d be like, but why? Because it cost less. Okay. Well is there something wrong with it? No. Just cost less. Okay. Yeah. So if you’d like to save $1,000 to use that towards the options in your home from picking this one versus this one, I highly recommend that.

 

I’m trying to make you have an opinion between four home sites that look absolutely identical. I’m I’m literally intentionally making you go, well, I want the cheapest one. What I would two yeah, great. Why don’t you buy that one? That’s the whole purpose of a home site premium is to make you have that conversation in your head about it.

 

So what I would do though, to always do this with the client, this is not complicated, right? So right now, the customer is going to the amethyst. Be real quick.

 

Okay, I’m switching to the amethyst. Be. Let’s say they want an elevation, a right or. You know, I don’t know what these people want. Let’s go. Elevation. See? For fun. Okay, now I’m in an elevation. See? What’s my base price? Right here. 351 500. Right. Who am I pricing this out under Aaron test, I put in this customer, put an Aaron test.

 

Right. So now it’s like yeah, but I mean I didn’t know it was a price difference between this neighborhood and that neighborhood or this one site and that whole site. Well, I can go in, in the home site and I can click on to select my home site. Right. And let’s do that real quick. And I’m going to pull over this list.

 

And I can see all the home sites. If it’s me, you guys, I would take this out right now and I would print this and I would take all of these home site premiums, and I would write the home site premiums on every single one of these. And I would make that my master copy that I carry with me.

 

This would be on my clipboard. So when I’m talking to customers, I’ve always got it there.

 

100% of the time home builder coach would go through and I would go home. Site number. Let’s go back to the top 16. I would write 500 right here on it. I would go to the next one. I would write -500 on it. I would go to the next one. I would write 500 plus 500. I would go to the next one.

 

And it’s not showing. She must have reserved that one. I would go to the next one, number 20, and I would put plus 2000. Actually what I normally did is plus two okay. Just so I abbreviate it and then plus 2.5 K and then plus 3K3 k3 k three. I would actually change all these to make them a little bit different from each other.

 

And then I would just go through and do that. And I would label everything in the entire neighborhood. And then I’ve got a quick reference guide. I don’t need to get into Mark systems to tell them what the differences. Okay. Does that make sense? Yeah. Super. Does the quick reference go boom. Here we go. Here’s number okay. Now I’m going to take this and go okay that’s great.

 

But I don’t know what the difference between the prices of you know, being in Fall Creek is versus Pleasant Hill. Well that’s really easy. I put in an amethyst B elevation. See, I did not select a home site. I see it’s 351 500. Okay, cool, I close this, it’s closing. Okay, great. Come back here. Click on this again.

 

351 503 51 500. It was 351 500. Come back here. I’m going to switch from Fall Creek.

 

To Pleasant Hill and hit okay. Thank.

 

It’s loading. Give me a second. It keeps opening it on my other screen. So let me pull it over for you. My go back here. I’m going to search. I don’t know if I have an error in test in this neighborhood.

 

I don’t, so I’m going to hit cancel. I’m going to go. No.

 

Yes home builder coach wants to add a case record. If I were you guys, I would have your test person in every neighborhood. I used to always name mine Tom Brady, and everybody knew they were mine because he is the greatest quarterback of all time and he is a Michigan quarterback because I don’t know that. Just want to point that out real quick.

 

I know you guys wanted to hear that. Everybody loves Tom Brady. All right I’m going to go to Amethyst B I’m going to go to elevation C. Elevation. See it was 351 500 in that other neighborhood. How much is Aaron tests home in this neighborhood. It’s 333 900 algebra.