Builder call scripts

1Before you dial

• Ask for the owner, VP of sales or sales manager.
• Check their website: do they own or partner with a lender? If yes, skip them.
• Count their standing homes from their site or the MLS.
• One goal: a 20-minute meeting. Not a deal on the phone.

Never quote a rate to a builder. Say "about a full point below market for your buyers" and leave the numbers to the builder package.

2Cold call opener

You"Hi [their first name], this is with CLEAR Home Loans. I'll be quick. I work with builders who have finished homes sitting longer than they'd like. I have a way to lower your buyers' monthly payment for the life of the loan, without you cutting your price. Do you have two minutes, or is there a better time?"

3Gatekeeper

You"Hi, this is with CLEAR Home Loans. Who handles sales and incentives on your finished homes?"

If they ask what it's about"It's a financing program that lowers the buyer's payment on finished homes without a price cut. Two minutes and I'll know if it fits."

If they won't put you through"No problem. What's the best email for [name]? I'll send a short note, and when's a good time to call back?"

4The 30-second pitch

You"Your buyers aren't walking away from the price. They're walking away from the payment. With our forward commitment, you buy a lower rate in bulk for the buyers of your standing homes, before those buyers exist. Qualified buyers on those homes can get about a full point below market, for the life of the loan. Your list price never moves. And getting a buyer to the same payment with a price cut costs nearly three times as much."

5Discovery questions

1. How many homes do you have finished or nearly finished right now?
2. What's your average days on market, and which way is it going?
3. What are you doing now to move homes? Price cuts, incentives, temporary 2-1s?
4. Who finances your buyers today? Do you own or partner with a lender?
5. What are your price points, and who's your buyer?
6. Which homes do you need closed in the next 90 days?
7. Who else signs off on incentives?

6The meeting ask

You"Let me model one of your communities on real numbers. Send me your price points and which homes are standing, and I'll bring back the cost per home and what it does to your buyer's payment. Twenty minutes. Does [day] or [day] work?"

If they hesitate"It costs you nothing to see the numbers. If it doesn't beat what you're doing now, you'll know in twenty minutes."

7Voicemail · under 30 seconds

You"Hi [their first name], with CLEAR Home Loans, . I help builders move finished homes by lowering the buyer's payment, without a price cut. A price cut to get the same payment costs nearly three times as much. Worth ten minutes? Again, ."

8Follow-up email to the builder

9Follow-up text

10After the call

• Log it in the call tracker: date, outcome, next step. Blank tracker (Excel) · CSV
• Send the email or text the same day.
• Build the builder package in the Builder tool. Check the builder name and numbers, then send it.
• Loop in Dave Bennett, Capital Markets, before any builder signs anything. He models the community, prices the trade and prepares the Bulk Trade Agreement.
• Set the next touch on your calendar.