Updated 1.20.26

 

But home builder consultant would give them two choices. And that’s two choices on days. And then they might go, you know, Monday is good. And then I would just go give them two times and if they push back on those times, then say.

 

What works best for you?

 

Okay. So and then just close it. If it was easier with them to just start with like, what’s a good time for you? But I know we don’t want to see I feel like the ambiguous starting with the ambiguous, what works well for you turns into, oh, I’m going to have to take a look at everything I got going on and get back to you.

 

That’s what that turns into. So home builder consultant likes to try and pin them down on a day first. So I kind of know that that’s a day that works like Monday or Thursday and they go, well, Monday, Monday is probably better. Then you go, okay, I got a 10 a.m. or a 4 p.m. and they go, there’s no work.

 

That’d be like, okay, well, what works for you on Monday? Because they already said Monday is better. So what works for you on Monday? And then they go, well, I could do 130 and I’d be like, perfect 130 then, you know what I mean? Yeah. If you give them the, what’s a time in the next week that works for you, it becomes the I got a, I got a lot going on.

Let me look. I’ll have to get back to you. They’re always going to do that, even though they have literally nothing going on. Did you know that 92% of realtors in America did two transactions or less this year? 90. How many percent? 92% of Realtors did two transactions or less.

 

So you don’t have to have like a minimum to keep your and you just got to pay to keep your license. Oh yeah. The pants. You just got to pay money to keep a license. Okay. Ready for my next question? Yep. Had a girl come up yesterday, was like, in houses. We went through the five steps, all that good stuff.

 

When I was asking her about, like, what she wanted to spend, she was really just like, she never asked how much the houses were. When home builder consultant asked her, you know, I got out of that, she would finance, but I asked, you know, like, well, what do you think it spend on a monthly payment? She was like, I’m humbling to think about that.

 

Yeah. What do you like? I feel like she she didn’t come across as like she was concerned about money. But I also didn’t get the feeling that she was going to have like, unlimited. So what’s a good way to kind of for you guys to answer? You just keep working on really getting them to love a house.

 

I’m curious if she even has the 3.5%. You put down. Nothing she does, I would I would immediately go to, well, what are you currently paying? What’s your living situation now? What are you currently paying you renting? You owning this is all guest registration card questions. But I’d be like, definitely rent. I never thought to ask. Would I forget to ask the rental?

 

Yeah. What are you currently paying? And then my next question is are you trying to go up from there? You trying to go down from there? Like I’m trying to figure out, are you in a mode where it’s like, I’m paying too much, I got to get it down? Or are you in a mode where you’re like, yeah, I really don’t like the place I’m in, and I have the budget to go up.

 

I’m kind of want to move up. Like, which one are you just trying to figure that part out? And then,

 

Have you ever owned before?

 

Right. It’s like, have you ever owned before? Because home builder consultant is leading into what Natalia said, which is I would when people can’t tell you what their payment is, I’m like, you are playing house. Most of the time they’re playing house and they’re really not a buyer if they have no idea. I mean, seriously, like you never thought about what kind of payment you want to have, you know what I mean?

 

So I would start to go towards have you ever owned before? No I haven’t, I’ve never owned a home. When I have. In fact, we should talk about next time when we have. I’ve got a lot more time. We should talk about how to handle the first time homebuyer, because you really have to handle them differently. It’s a different animal altogether.

 

So I’m going to have a special on, tomorrow night at 7 p.m.. I’m going to do a special three hour seminar on this,

 

WTI. I’m Italian. Okay. On Christmas Eve, so we’ll do,

 

How do you handle the first time buyer. This is you have to handle them totally different than other customers in my opinion. But anyways it’d be like have you ever owned before and then,

 

Do you understand the process? So home builder consultant knows you went through the five easy steps, but when you did, are you making sure it’s a dialog, not a monologue, that you’re asking every question on that sheet and that you’re getting them involved in the conversation and finding out, you know, do they understand this? And are they engaging with this conversation?

 

And because it really brings up a lot of what the core issues are, and I feel like I usually have a really good idea of how to sell this person at home by the time I get done with five easy steps, if done correctly and if done correctly, it should take you about 20 minutes to do it. With so many.

 

Yeah, so it was definitely a good, you know, back and forth and questions and stuff like that. So yeah, when but when they’re like, I have no idea then what I highly, highly, highly recommend.

 

Highly recommend that they get a. Mortgage application done today and find out what their ceiling is.

 

Which is free to find out and doesn’t hurt their credit. To find out it takes about an hour to get those answers. That’s what I tell them. It takes a hour to get those answers. That was a typo. I’m like, hey, you know the best way for you to just find out kind of where all the numbers are going to fall?

 

It’ll give you a really good idea of where you want to be. It’s just to do an application that’s free doesn’t cost anything. In about an hour, you’re going to know exactly what you can go up to, exactly where your ceiling is, exactly where different price ranges are going to put you. From a payment standpoint, you’ll have all the answers to all the financial.

 

And since you really don’t have any ideas on that, I definitely think you should take that step first. You’ve you’ve kind of already got the cart in front of the horse. I’ve had I used to tell people this all the time. I’ve had people waste huge amounts of their time, and I hate to see somebody waste their time.

 

Now, the funny part of me saying this is, I’m really saying don’t waste my time, but I’m doing it in a way that appears as though I’m trying to help them not waste their time. It’s like I’ve seen people waste a lot of time, and I would hate for you to do that looking at a bunch of homes without getting step one figured out, which is what do I want to be at from a payment standpoint with my down payment, with my credit score, with my scenario?

 

Where does home builder consultant want to be? And when you get that done, then we can look at homes that nail that for you. So I don’t show you a home and have you fall in love with the home that’s way below what you want it or way above what you want it. I’d rather show you what you want, because that’s really frustrating to like, have somebody you remember Lucy and Charlie Brown and the football.

 

Well, you don’t remember this, Natalia, do you not know this analogy until you. We talked about time for a YouTube video.

 

Is this a cartoon? Yes. Do you know when I. When first. But I have to say, Natalia, Timmy’s 14, and this is one of his favorites. So yeah, when I started watching this, I didn’t speak a lick of English, so I just looked like a blank screen. I remember the character, isn’t it? It’s just a little.

 

Can you hear? And.

 

Charlie breath. Unremarkable. And you kick it.

 

Hold it. Ha! No! Pull it away and I’ll land flat on my back and kill myself. But Charlie Brown, it’s Thanksgiving. What’s that got to do with anything?