1How to read this
Your job on every call is to find out whether this person intends to build on their lot, and when. Nothing else. You do not sell a builder, you do not quote a price, and you do not give advice.
The script is a tree. Each box has an ID such as Q1 or B3. Say the yellow line word for word, stop talking, listen, then find what they said in the "If they say" column. The right-hand column tells you the one thing to do next. Yellow tags such as GO Q2 are links. Click them on screen. On paper, turn to the box with that ID.
If they say something that is not in the table, use the row marked Anything else. Every table has one.
OpenO1 hot or O2 cold
GateG1 right person, ok to talk
IntentI1 will you build?
Q1 Lenderfinancing first
Q2 Loan typeone-time close or draws
Q3 Timeline
Q4 Builder
Q5 Agent
Grade + bookHOT books now
Logbefore the next dial
Branches fire at any moment
If the person says any of these at any point, stop where you are and jump. Do not finish the question list first.
| They say | Jump to |
|---|---|
| "I have not talked to a lender" or "no loan yet" | BRANCH A no lender yet |
| "I already have a builder" or "we signed with a builder" | BRANCH B has a builder |
| "It was my parents'" or "I inherited it" or "it was left to me" | BRANCH C inherited the lot |
| "Just holding it" or "just looking" or "no plans" | BRANCH D just looking |
| "I have an agent" or "my realtor" | BRANCH E has an agent |
| "Stop calling" or "take me off your list" | G4 do not contact |
Rules that never bend
- Builder Connect represents buyers. We are not a builder. Never say or imply we build homes.
- Never say the service is free. Say the builder pays our fee, and going direct does not lower the buyer's price.
- Never quote a build price. Construction cost is a range Jacob has approved, never a firm figure. Lot prices on the market are public and you may discuss them.
- Never contact someone who has an agent under a signed agreement. Tag and stop.
- Never introduce a builder. Introductions happen after the buyer signs a representation agreement, and an agent does them, not you.
- Never steer someone toward a loan type because of when we get paid. That is a fact for us. It is never a reason to give a buyer.
- Never give legal, tax, title or loan advice. Say "that is a question for the lender" or "for an attorney".
- Phone (346) 273-1143. Email jacob@builderconnect.net. Brokerage CB&A, Realtors. Use only this phone number and this email address. Never give out any other number or address.
The compensation line. Whenever you describe what we do or what it costs, say it this way: "The builder pays our fee out of the deal, and going direct to the builder does not lower your price." Never shorten it to "it's free". If a customer asks for the details in writing, tell them it is in the representation agreement Jacob or an agent will send.
2Words you will hear
You do not need real estate experience. You do need to know what each of these means well enough to ask the question and write down the answer. You never explain them at length on a call. If the customer wants the long version, book them with an agent.
- ISA (inside sales agent)
- You. You make first contact, ask the questions in this script, and book the appointment. You do not advise on builds, negotiate or show lots.
- Lot
- A piece of land with no house on it. "Vacant lot" means nothing has been built there.
- BOYL (build on your lot)
- A buyer who already owns a vacant lot and has not built yet. We represent them, match them to the right builder, and the builder pays our fee on the build. This is who you are calling.
- Land plus build
- A buyer with no lot. We find one, represent them on the purchase, then match them to a builder. We are paid at the lot closing and again on the build.
- Hot feed
- A list that arrives every Monday at 8am showing people whose name just appeared on a vacant lot on the county records. In other words, people who recently bought a lot. Most have not picked a builder. They are the best people to call first.
- Cold list
- The larger list of vacant-lot owners in Montgomery County (25,116 people). They have owned the lot for some time. Many do not live on it. These are called "absentee" owners. You call them with the cold opening.
- Absentee owner
- An owner whose mailing address is somewhere other than the lot. They own the lot but live elsewhere.
- Lender
- A bank or mortgage company that lends the money to build. "Talked to a lender" means they have had at least one real conversation about a loan, even if nothing is approved.
- Construction loan
- A loan that pays for building a house. It works differently from a normal mortgage. There are two common kinds, below.
- One-time close
- One loan, one closing. The loan covers the construction and then becomes the permanent mortgage, so the buyer signs loan papers once. Internal fact, never say to a buyer: on a one-time close BOYL buyer, Builder Connect is paid at loan close, typically 45 to 60 days out. This makes them PRIORITY HOT.
- Draws
- The money is released to the builder in stages ("draws") as each phase of the build is finished, for example foundation, framing, finishing. The buyer's cash or a lender pays each stage. Internal fact, never say to a buyer: on draws, Builder Connect is paid at the end of the build, 12 to 18 months out.
- MUD (municipal utility district)
- A local government district that provides water, sewer or drainage to an area. Owners inside one usually pay a district tax on top of the normal property tax. It matters to the monthly cost of owning a home there. If the customer asks whether their lot is in a MUD, say you will find out from the county record. Use the merge field {{mud_district}} when it is available.
- Utilities
- Water, sewer or septic, electric, gas, internet. "Septic" is a private tank and drain field used when no public sewer reaches the lot.
- Flood zone
- A federal map label showing flood risk for the lot. It can change how a house must be built and what insurance costs. Use {{flood_zone}} from the parcel record. Never guess it.
- PIN
- The county's number for the property. It is the first column of your list. Always write it in the log.
- Situs
- The street address of the lot itself, as opposed to the owner's mailing address.
- Representation agreement
- The written agreement where Builder Connect becomes the buyer's representative. It states how we are paid. It is signed before any builder introduction. Jacob or an agent sends it. You never do.
- Buyers agent
- A licensed agent who represents the buyer. Today only Jacob is licensed. Two buyers agents start mid November. On their start date Jacob tells you in writing which agent is Buyers agent 1 (build on your lot) and which is Buyers agent 2 (land plus build), and where each calendar is in GHL.
- Allowances and change orders
- Allowances are the amounts a builder's contract sets aside for items such as flooring or fixtures. Change orders are the price changes when the buyer alters the plan mid-build. This is where custom contracts gain or lose money. Only mention this if the customer says they will go direct.
- GHL
- The system where every call is logged and every appointment is booked.
- Nurture
- Automatic, low-pressure follow-up by text and email for people who are not ready. Cold and warm leads go here.
- Skip trace
- Looking up a phone number for a name that has none. You do not do this. Use only the number printed on your list row.
3Before you dial
P1Pre-dial checklist
| Check | If yes | If no |
|---|---|---|
| Is there a phone number printed on your list row? | Continue | Do not dial. Do not look the number up anywhere else. Write No number in the GHL log for that row and go to the next row. |
| Is the name already in GHL with a stage of Representation Signed or later, or tagged with another agent? | Do not call. Stop. | Continue |
| Is it between 8am and 8pm local time for the number's area? | Continue | Wait. |
| Do you have the PIN, lot address, acres and county record open? | Dial | Open the record first. Fill the merge fields below. |
Merge fields to fill from the parcel record before you dial.
| Field | Where it comes from |
|---|---|
| {{first_name}}, {{lot_street}}, {{city}}, {{acres}}, {{subdivision}} | County appraisal roll (owner, situs, legal description, acres) |
| {{flood_zone}}, {{utilities}}, {{mud_district}} | Builder Connect parcel record. Not in the sample file. Do not guess. |
| {{nearest_permits_1mi}} | Building permits within one mile of the lot, from the parcel record. |
If a field is empty, drop that sentence from the call. Never fill it from memory.
Operator note, SAMPLE only. A filled example from the 200-row absentee sample file: lot_situs 27927 NICHOLS SAWMILL RD, MAGNOLIA TX 77355; legal Indigo Lake Estates 05, Block 1, Lot 5; acres 14.0. The owner's mailing city is Clearwater, so this is an absentee owner. {{flood_zone}}, {{utilities}} and {{nearest_permits_1mi}} are not in that file and stay blank until the parcel record is attached. This sample row is for training only and is not a statement about that property's flood zone or utilities.
4Openings
Pick the opening by where the name came from. Hot feed means a recent purchaser. Anything else uses the cold list opening.
| Name came from | Use |
|---|---|
Monday hot feed, tagged hot-feed | O1 |
Cold list, tagged cold-list or absentee | O2 |
| Inbound lead who asked for a lot report or called us | O3 |
O1Opening, hot feed (recent purchaser)
"Hi, is this {{first_name}}? This is [your name] with Builder Connect Group here in Montgomery County. I saw you recently picked up the lot on {{lot_street}}. I am not calling to sell you anything. We work with people building on their own land, and I wanted to see whether you are planning to build on it, or holding it for now."
Then stop talking. Count to five in your head if you have to.
| If they say | Then |
|---|---|
| "Yes, that is me" and keeps listening, or answers the question | G1 |
| "Who is this?" or "How did you get my number?" | G2 |
| "Not a good time" | G3 |
| "Wrong person" or "I do not own that lot" | "Sorry about that, have a good day." Hang up. Log outcome Wrong number. Stop. |
| "Stop calling" | G4 |
| Anything else | G1 |
O2Opening, cold list
"Hi, is this {{first_name}}? This is [your name] with Builder Connect Group. You own the lot on {{lot_street}} in {{city}}. We help people figure out what can actually be built on a lot and match them with the right builder. Have you thought about building on it, or is it something you are holding?"
Parcel data angle. If they hesitate, add one fact from the record, and only a fact you have: "It is {{acres}} acres in {{subdivision}}. I have the county record on it in front of me." Then stop talking.
| If they say | Then |
|---|---|
| "Yes, we have thought about it" or "we plan to build" | G1, then Q1 |
| "Holding it" or "no plans" or "just an investment" | BRANCH D |
| "I inherited it" | BRANCH C |
| "Who is this?" or "How did you get my number?" | G2 |
| "Not a good time" | G3 |
| "I sold it" or "wrong person" | "Thanks for letting me know. Have a good day." Log Wrong number or No longer owner. Stop. |
| Anything else | G1 |
O3Opening, inbound (they asked for a lot report or called us)
Call inside 5 minutes during business hours. After hours, call by 9am next morning. Send the text in section 12 first if it is faster, then call.
"Hi, is this {{first_name}}? This is [your name] with Builder Connect Group. You asked us about the lot on {{lot_street}}. I can get your report moving, and I have two quick questions so I send you the right things. Is now ok for two minutes?"
| If they say | Then |
|---|---|
| "Yes" | I1 |
| "No" or "later" | G3 |
| Anything else | I1 |
5Gate: right person, ok to talk
G1Confirm they can talk
G2"Who is this?" or "How did you get my number?"
"Builder Connect Group. We are a buyer's representative here in Montgomery County. We represent buyers, we are not a builder. Your lot is on the county appraisal roll, which is public record, and I looked up a number for you. I am only calling about the lot on {{lot_street}}."
Operator note. The last clause must match how the number was actually found (manual search, skip trace, or an inbound form). Jacob confirms the wording once the contact route is picked. Never claim a source you did not use.
| If they say | Then |
|---|---|
| "Ok" or any neutral answer | Go back to the opening question (O1 or O2, last sentence only). |
| "Take me off your list" | G4 |
| Anything else | Say "I will let you go" and end politely. Log outcome Conversation, no intent. |
G3"Not a good time"
"No problem. When is a better time today or tomorrow? I will call you then."
| If they say | Then |
|---|---|
| They give a time | Repeat it back. Set a GHL task for that time. Log outcome Callback set, stage Attempting Contact. End the call. |
| "Do not call back" or "just text me" | "Sure, I will text you." Send text T1 (section 12). Log Prefers text. End the call. |
| Anything else | Say "I will try you again tomorrow." Set the task. End the call. |
G4Do not contact
"Understood. I will take you off right now. Sorry to have bothered you."
Do not ask why. Do not offer anything. End the call.
Log outcome Do not contact and write DNC in the notes. Tell Jacob the same day. Never call or text this number again.
Gap for Jacob and Hector. The tag list in STRATEGY.md has no do-not-contact tag. Hector adds one. Until then, the note and the message to Jacob are the control.
6The qualifying questions, in order
Financing comes first because it disqualifies fastest and because it tells us when we are paid. Skip any question they have already answered. Do not read the next question until you have written the answer to the last one.
I1Do they intend to build?
Only ask if they did not already answer it in the opening.
"Are you planning to build on that lot yourself, or is it more of a hold for now?"
| If they say | Then |
|---|---|
| "Planning to build" or "yes, eventually" | Q1 |
| "Not sure yet" | Ask once: "What would need to happen for you to build?" Then go to Q3. |
| "Holding it" or "no plans" or "investment" | BRANCH D |
| "I inherited it" | BRANCH C |
| "I already have a builder" | BRANCH B |
| "I want a different lot" or "I am looking for land" | Land plus build rule |
| Anything else | Q1 |
Q1Lender
"Have you talked to a lender about a construction loan yet?"
| If they say | Then |
|---|---|
| "Yes" or "we are pre-approved" or "we have an appointment" | Write lender status Done (or Scheduled). Tag lender-conversation. Ask: "Who is the lender?" Write the name. Q2 |
| "No" or "not yet" | Tag no-lender. BRANCH A |
| "I will pay cash" | Write lender status Cash. Q2 with "draws" assumed unless they say otherwise. Do not explain it. |
| "I do not know what that is" | Treat as No. Tag no-lender. BRANCH A |
| Anything else | Repeat the question once. If still unclear, treat as No. |
Q2Loan type
"Do you know if you are looking at a one-time close, or draws?"
If they ask what that means, say only: "One-time close is one loan that covers the build and becomes your mortgage. Draws means the money is paid out in stages as the work is done. Your lender will know which one you are on." Do not describe either as better.
| If they say | Then |
|---|---|
| "One-time close" or "construction to perm" | Tag one-time-close. Ask: "Do you know roughly when you expect the loan to close?" Write the date or month in the field Expected loan close date. If they do not know, leave the field blank. Q3 |
| "Draws" or "cash and draws" or "paying cash" | Tag cash-draws. Q3 |
| "I do not know" | Say "That is fine, your lender can tell you." Make sure the lender name is in the log. Leave the loan type blank. Q3 |
| Anything else | Write what they said in notes. Q3 |
Q3Timeline
"What is your rough timeline? This year, or further out?"
| If they say | Then |
|---|---|
| This year, or any date inside 12 months | Timeline = Under 12 months. Q4 |
| "A year or two" or any date from 12 to 24 months out | Timeline = 12 to 24 months. Q4 |
| "More than two years" or "someday" | Timeline = Over 24 months. Go to D2. |
| "I do not know" | Ask once: "Closer to six months or closer to two years?" Use their answer. If still unknown, timeline = Unknown. Q4 |
| Anything else | Timeline = Unknown. Q4 |
Q4Builder
"Do you have a builder in mind already?"
| If they say | Then |
|---|---|
| "No" or "still looking" | Builder = None. Q5 |
| "I have talked to a couple" or "I have a quote" | Builder = Talking. BRANCH B, question B1 |
| "Yes, we signed" or "under contract" | BRANCH B, question B1 |
| "My brother in law builds" or any friend or relative | BRANCH B, question B1 |
| Anything else | Builder = None. Q5 |
Q5Agent
"Are you working with an agent on this?"
| If they say | Then |
|---|---|
| "No" | Agent = None. Grade (section 9) |
| "Yes" or "my realtor" | BRANCH E |
| "I do not know" or "sort of" | BRANCH E |
| Anything else | Agent = None. Grade |
L1They want a different lot, or have no lot
"Got it. We find lots for buyers too. Let me ask two questions so the right agent calls you. What area are you looking in, and have you talked to a lender?"
7Branches
ABRANCH A: No lender yet
The lender is the most useful next step for this person. Getting them to a lender is what turns a warm lead hot. Tag no-lender.
"That is very common at this stage. The loan you choose changes what you can build and when, so it is worth doing early. I can point you to a lender who does construction loans, if you would like that."
| If they say | Then |
|---|---|
| "Yes, please" | Say: "I will have [LENDER PARTNER TO BE SET BY JACOB] reach out, or send you their details. Which is better, call or email?" Write the preference. Tag lender-conversation. Log lender status Intro requested. A2 |
| "I will find my own" | "That works. Ask them about both a one-time close and draws, they will tell you which fits." Log lender status None, own search. A2 |
| "I will pay cash" | Log lender status Cash. Tag cash-draws. Q3 |
| "Not interested in that" | A2 |
| Anything else | A2 |
Gap for Jacob. The lender introduction partner is an open item in STRATEGY.md section 11. Until one is named, say "I will send you some options" and tell Jacob. Never name a lender yourself.
A2After the lender offer: timeline, then lot report
"What is your rough timeline, this year or further out?"
| If they say | Then |
|---|---|
| Inside 12 months | Timeline Under 12 months. Grade WARM and flag to Jacob in the log: no lender, building under 12 months. Offer the lot report (R1). Then Q4 and Q5. |
| 12 to 24 months | Grade WARM. Offer the lot report (R1). Then Q4 and Q5. |
| Over 24 months or unknown | BRANCH D, step D2 |
| Anything else | Grade WARM. R1 |
Set the lender follow-up task for 7 days out. The text for that is T4 in section 12. When a lender conversation happens, re-grade the lead. It may now be HOT.
BBRANCH B: Has a builder already
"Have you signed a contract with them, or are you still comparing?"
| If they say | Then |
|---|---|
| "Signed" or "under contract" or "we put a deposit down" | B2 (dead, stop) |
| "Still comparing" or "I have a quote" or "just talking to them" | B3 |
| "They are family or a friend" | Ask B1 again, then follow the answer above. |
| "I do not remember" or "kind of" | B3 |
| Anything else | B3 |
B2Signed with a builder: end the call
"Congratulations. That is great news, and I will let you get back to it. If anything changes, you have my number."
Do not sell, do not offer a second opinion, do not bad-mouth the builder. End the call.
Grade DEAD. Log builder status Signed. Tag and close the task. No nurture.
B3Talking to a builder, nothing signed
They are still a lead. The builder they are talking to works for the builder. We work for the buyer. Say that once, calmly, and move on.
"That helps to know. Nothing wrong with talking to them. One thing worth knowing is that the builder's rep works for the builder. We represent the buyer, and we are not tied to one builder. If you like, an agent can look at what you have been quoted and tell you what to compare. Would that help?"
| If they say | Then |
|---|---|
| "Yes" or "maybe" | Log builder status Talking, name of the builder. Continue Q5. Then grade by the table in section 9. |
| "I am happy with them" | "Sounds good. Can I still send you the report on your lot? It is yours to keep either way." R1. Grade COLD unless they say yes. |
| "Will you be cutting out my builder?" | "No. We represent you. Whether you stay with your builder is your decision." Then the compensation line (section 1). Q5 |
| Anything else | Q5 |
Never ask the name of the builder to look them up and criticise. Never introduce one of our builders. An introduction happens after a representation agreement is signed.
CBRANCH C: Inherited the lot
This person did not choose the lot, may share it with family, and may want to sell. Find out which of three things is true. Write Inherited in the notes (there is no tag for it yet).
"I am sorry for the loss, if that applies. Is it your plan to build on it, to sell it, or to hold it for now?"
| If they say | Then |
|---|---|
| "Build on it" | C2 |
| "Sell it" | C3 |
| "Hold" or "no idea" or "have not decided" | C4 |
| Anything else | C4 |
C2Inherited and wants to build
"Is the lot fully yours, or do other family members share it?"
| If they say | Then |
|---|---|
| "Fully mine" or "in my name now" | Write Sole owner. Continue Q1. Grade normally. |
| "Shared with siblings or family" | Write Shared ownership. Ask: "Is the plan to build together?" Continue Q1. Add to log: Decision needs others. Cap grade at WARM until they confirm one person can sign. |
| "Still in probate" or "paperwork not done" | Say "That is a question for an attorney. I will not guess on it." Write Title not settled. Cap grade at WARM. Continue Q1. |
| Anything else | Continue Q1. |
C3Inherited and wants to sell
"Thank you for telling me. Selling a lot is a different conversation from building on one. Let me have Jacob call you, he is our licensed agent. Is this the best number?"
Tag
no-intent. Grade COLD for BOYL. Create a task for Jacob, same day: Inherited lot, owner wants to sell, with PIN, name and number. Log outcome Handed to Jacob.Do not give a value for the lot. Do not discuss listing terms.
C4Inherited, undecided or holding
"That is completely normal. Whatever you decide, I can send you what we know about the lot: flood zone, utilities, what the county has on record, and what is being built nearby. It will help you decide. Is email ok?"
DBRANCH D: Just looking, holding
Do not push. Ask one soft question, offer the lot report, and leave the door open. They are COLD unless the answer changes.
"That is completely normal, most people are 12 to 24 months out. Is there anything that would make you build, like a price, a rate, or a date?"
| If they say | Then |
|---|---|
| Names a trigger and a date inside 24 months | Treat as intends to build. Go to Q1. Grade by section 9. |
| "Maybe someday" or "no idea" | D2 |
| "Investment, I will sell it" | D2. Tag no-intent. |
| "Not interested" | "No problem. Thanks for your time." End. Log No intent. Tag no-intent. |
| Anything else | D2 |
D2Lot report and a check back
"Can I send you the report on your lot anyway, and check back in a few months? So you know how we work: the builder pays our fee if you ever build with us, and going direct to a builder does not lower your price."
| If they say | Then |
|---|---|
| "Sure" or "ok" | R1 |
| "No thanks" | "No problem." End. Log No intent. Tag no-intent. Nurture, quarterly, if they did not say stop. |
| Anything else | R1 |
Grade COLD. Tag
no-intent. Pipeline stage Nurture.EBRANCH E: Already has an agent
Do not contact someone who is represented by another agent. Your only job is to find out whether they are, then stop politely.
"Is that agent helping you buy or build on this lot, and do you have a signed agreement with them?"
| If they say | Then |
|---|---|
| "Yes, signed" or "yes, they represent us" | E2 (dead, stop) |
| "I think so" or "not sure" or "we talked about it" | E2 |
| "Not for this, my agent sold my house" | "Got it, so nobody is working with you on the lot?" If they say "no", write Agent unrelated, return to Q1. If they say "yes", E2. |
| "No agreement, just a friend who is a realtor" | Write Informal agent, no signed agreement. Add to log for Jacob to check before any appointment. Continue Grade. Do not book until Jacob replies. |
| Anything else | E2 |
E2Represented: end the call
"Understood, I will let you work with them. Good luck with the build."
Do not ask who the agent is. Do not ask them to cancel. Do not send a lot report. End the call.
Grade DEAD. Log agent status Represented. Tag and stop. If the answer was "not sure", also message Jacob.
RLot report offer (use on any call that reaches it)
R1Offer the lot report and get an email
"Whether or not you ever build with us, I can send you what we know about your lot. Flood zone, utilities, what the county has on record, what is being built nearby. Takes me a minute and it is yours to keep. So you know how we work: the builder pays our fee if you build with us, and going direct to the builder does not lower your price. What email should I send it to?"
| If they say | Then |
|---|---|
| They give an email | Read it back letter by letter. Write it. Tag lot-report-sent only once sent. Create a task for you: send within 24 hours. Send text T2 (section 12). |
| "Text it to me" or no email | Confirm the mobile number. Send T2 with the link. Write No email. |
| "No thanks" | "No problem." Go back to the branch you came from. |
| Anything else | Repeat the offer once. If still no, move on. |
The report is built from the parcel record: {{acres}} acres, {{flood_zone}}, {{utilities}}, {{mud_district}}, {{nearest_permits_1mi}}. Send nothing that you have not read in the record.
8Objections: the exact reply
An objection can come at any point. Say the reply, then return to the box you were in. Each objection has one reply and one return rule.
X1"I will just go to the builder directly."
"You can, and plenty of people do. The thing worth knowing is that going direct does not get you a better price. The builder keeps the difference. So you pay the same number either way, you just do it without anyone on your side of the table."
"The builder's rep works for the builder. On a custom contract the money is won and lost in the allowances, the change order pricing, and who eats an overrun. That is what an agent is there for. And we are not tied to one builder, so we can tell you which of them suits what you want to do."
| If they say | Then |
|---|---|
| "Ok, tell me more" or any positive | Return to the box you were in. |
| "I still want to go direct" | "That is your call. Can I send you the lot report anyway?" R1. Grade COLD. |
X2"What does this cost me?"
"The builder pays our fee out of the deal. And going direct will not reduce your price, so using us does not cost you more."
Never say "free". Never give a percentage or dollar figure for the fee. If they ask how much, say: "The exact terms are in the representation agreement. Jacob or an agent will go through it with you before you sign anything."
Return to the box you were in.
X3"I am not ready yet."
"That is completely normal, most people are 12 to 24 months out. Can I send you the report on your lot anyway, and check back in a few months?"
Go to R1. Grade by what they have said so far. At least WARM if they said they will build.
X4"How much does it cost to build?"
Talk about it. Do not dodge, it is the question they actually have. You may only use a range that Jacob has approved and dated. If the bracket below is still empty, use the second line.
"It depends on the lot and the spec, but to give you a working range, most of what we see in this area comes in between [RANGE TO BE SET BY JACOB] a square foot once you include site work. Where you land inside that comes down to finishes and what your lot needs doing to it."
"The only way to get a real figure is to get your plan in front of a builder who will price it. That is what an agent can set up."
| Situation | Then |
|---|---|
| Range is set by Jacob, date written next to it | Say line 1, then line 2. |
| Range still reads [RANGE TO BE SET BY JACOB] | Say: "I do not want to give you a number I cannot stand behind. A real figure comes from a builder pricing your plan. Let me have an agent walk you through what drives it." Say line 2. Book the appointment if HOT. |
| "What do lots cost around me?" | Lot prices on the market are public. Quote or send comps from the record. Do not guess. |
| "Does that include the septic and the driveway?" | "Site work varies hugely by lot, so I do not fold it into a square foot number. An agent will go through yours." |
Gap for Jacob. The approved range and the date it was set. Do not carry an old range into a new year.
X5Other questions you will hear
| They ask | Reply |
|---|---|
| "Are you a builder?" | "No. We represent the buyer. We are not a builder and we do not build homes." |
| "Is my lot in a MUD?" or "Is it in a flood zone?" | "I will find that on the county record and send it with your report." Never answer from memory. |
| "Can I build on this lot?" | "That is exactly what we check. I will send what the record shows, and an agent can go through setbacks and access with you." Do not say yes or no. |
| "What interest rate can I get?" | "That is a question for the lender." |
| "Are you with a bank?" | "No. Builder Connect Group is a brokerage, CB&A, Realtors." |
| Anything not on this list | "Good question. I would rather an agent answer it properly. Can I set up a call?" If they say yes and they are HOT, book. If not, log it and tell Jacob. |
9Grade the lead
Work down this table. Stop at the first row that fits. Loan type is a priority multiplier, not a separate grade.
| # | If all of this is true | Grade | Action |
|---|---|---|---|
| 1 | Builder signed, or agent signed, or they said do not contact | DEAD | Tag and stop. No nurture. |
| 2 | Lender conversation done or scheduled, and timeline under 12 months, and no builder chosen, and loan type is one-time close | PRIORITY HOT | Book now (section 10). Message Jacob directly the same day. Fill Expected loan close date. |
| 3 | Lender conversation done or scheduled, and timeline under 12 months, and no builder chosen (any other loan type, or unknown) | HOT | Book now. Agent calls same day. |
| 4 | Intends to build, and (no lender yet or timeline 12 to 24 months or talking to a builder but nothing signed) | WARM | Lender introduction if no lender (Branch A). Lot report. Nurture. Re-grade after any lender conversation. |
| 5 | Everything else: holding, inherited with no plan, investment, no intent, or timeline over 24 months | COLD | Lot report if they say yes. Quarterly nurture. |
Caps. Inherited with shared ownership or unsettled title: cap at WARM. Informal agent with no signed agreement: do not book until Jacob replies.
Gaps for Jacob. (1) Rows 4 and 5 fill two holes in STRATEGY.md: no lender with a timeline under 12 months, and a build intent beyond 24 months. Confirm or change. (2) "Talking to a builder" is graded WARM here. Strategy lists only "no builder chosen" as HOT.
10When to book, and who gets it
K1Book the appointment
| If | Then |
|---|---|
| Grade is HOT or PRIORITY HOT and they own the lot | Pipeline BOYL. Book on Buyers agent 1's calendar. |
| Grade is HOT or PRIORITY HOT and they want to find a lot (no lot, or a different lot) | Pipeline Land + Build. Book on Buyers agent 2's calendar. |
| Before the buyers agents start (mid November), or either calendar is full | Book on Jacob's calendar in GHL. If his calendar is full too, book his next open slot and write Needs earlier slot in the log, then message Jacob. |
| Grade is PRIORITY HOT | Also message Jacob directly, by call or text, before you hang up the log. He wants these first. |
| Grade is WARM or COLD | Do not book. Nurture. |
| They ask for an appointment but grade is WARM | Book it. Never refuse a request for a meeting. Note the grade in the log. |
"The next step is a short call with one of our agents. They will go through your lot, what it can support, and how the build process works. Would [day] at [time] or [day] at [time] be better?"
| If they say | Then |
|---|---|
| They pick a time | Book it in GHL. Stage Appointment Set. Say: "You will get a text confirmation. The agent will call you at that time." Send T3 (section 12). |
| "Can they call now?" and it is HOT | Message the agent, or Jacob, immediately. Say: "I will ask them to call you within the hour." Book the earliest time. |
| "I will think about it" | "No problem. I will send you the lot report and check back on [day]." Set that task. Keep the grade. |
| "Send me something instead" | Send R1 and T2. Keep the grade. Task to call in 3 days. |
The hand-off note. Paste these five lines into the GHL appointment note so the agent never re-asks: (1) lot address and PIN, (2) lender name and loan type, (3) timeline, (4) builder status, (5) anything personal they said, such as family, deadline or a worry.
You never introduce a builder, quote a price, or send a representation agreement. Those are the agent's and Jacob's. The agreement is signed before the introduction.
11Log the call: the exact fields
Log every attempt, even a no-answer, before the next dial. If it is not in GHL, it did not happen.
| Field | What to write |
|---|---|
| contact_name | Name as on the roll, corrected if they gave a different spelling |
| phone / email | As confirmed on the call. Email read back letter by letter. |
| pin | County PIN from your list |
| lot_address | Situs address |
| source tag | One of hot-feed, cold-list, absentee, postcard, meta, organic, referral |
| attempt_number, date, time | 1, 2, 3 and so on |
| outcome | One of: No answer, Voicemail left, Wrong number, No longer owner, Callback set, Prefers text, Conversation no intent, Conversation qualified, Handed to Jacob, Do not contact |
| pipeline | BOYL or Land + Build. Tag boyl or land-plus-build. |
| stage | See the stage table below |
| intent | Build, Hold, Inherited, Sell, Unknown |
| lender_status | Done, Scheduled, None, Intro requested, Cash. Lender name if known. Tag lender-conversation or no-lender. |
| loan_type | One-time close, Draws, Unknown. Tag one-time-close or cash-draws. |
| expected_loan_close_date | Month and year they gave you. Leave blank if not given. Never estimate it. This date is our revenue forecast. |
| timeline | Under 12 months, 12 to 24 months, Over 24 months, Unknown |
| builder_status | None, Talking (name), Signed (name) |
| agent_status | None, Informal, Represented |
| grade | PRIORITY HOT, HOT, WARM, COLD, DEAD |
| lot_report | Offered, Accepted, Sent (tag lot-report-sent when sent) |
| appointment | Agent name, date, time |
| notes | Two lines in the customer's own words. Include anything personal. |
| next_action, next_date | Exactly one task with a date |
Stage by outcome
| Outcome | Stage |
|---|---|
| Dialled, no conversation yet | Attempting Contact |
| Questions answered, grade assigned | Qualified |
| HOT or PRIORITY HOT and time booked | Appointment Set |
| WARM or COLD, or not ready | Nurture |
| DEAD | Nurture stage is not used. Tag and close the task. |
The agent moves it to Met, Representation Signed and later stages. You stop at Appointment Set.
Gap for Hector. Confirm each field above exists in GHL with these names, including the expected loan close date field.
12Voicemail and text follow-up
V1Voicemail, hot feed. Under 25 seconds.
"Hi {{first_name}}, this is [your name] with Builder Connect Group in Montgomery County. I saw you recently picked up the lot on {{lot_street}}. I am not calling to sell you anything. I just wanted to ask whether you plan to build on it. You can call or text me back at (346) 273-1143. That is (346) 273-1143. Thanks."
V2Voicemail, cold list. Under 25 seconds.
"Hi {{first_name}}, this is [your name] with Builder Connect Group. I am calling about the lot you own on {{lot_street}} in {{city}}. We have the county record on it, flood zone, utilities, and what is being built nearby, and I can send it to you. Call or text me at (346) 273-1143. That is (346) 273-1143. Thanks."
On a voicemail, say no price, no promise and no fee talk. Never call the lot report free.
After a voicemail: what to do next
| If | Then |
|---|---|
| You left a voicemail | Send text T1 within 5 minutes. Log Voicemail left. |
| Attempts 1 to 5 and no reply | Call again on the next day in the cadence table below, at a different time of day than the last attempt. |
| Attempt 6 and no reply | Send T5. Log No contact after 6. Set the pipeline stage to Nurture. Stop calling. |
| They reply to a text | Call within 5 minutes during business hours and start at the opening for their source. |
| They reply STOP | G4 |
No-answer cadence (default rule)
| Attempt | Day | What to do |
|---|---|---|
| 1 | Day 1 | Call. If no answer, leave the voicemail and send T1 within 5 minutes. |
| 2 | Day 2 | Call at a different time of day. Voicemail only if you did not leave one yesterday. No text. |
| 3 | Day 4 | Call. No text. |
| 4 | Day 7 | Call. No text. |
| 5 | Day 10 | Call. No text. |
| 6 | Day 14 | Call. If no answer, send T5, log No contact after 6, set stage to Nurture, and stop calling. |
Day 1 is the day of your first dial. If a day falls on a weekend, use the next business day. Send no other texts than T1 and T5 to someone who has not replied.
Default rule, Jacob can change it. The default is 6 attempts over 14 days, then T5, then Nurture. Jacob may change the number of attempts or days. Until he does, follow this table exactly. Do not send any text until Jacob has approved the texting approach, because texting someone who has not opted in has legal rules. Make the calls anyway and log the text as Text held.
Text templates
| ID | When | Text |
|---|---|---|
| T1 | After a voicemail or missed call | "Hi {{first_name}}, [your name] with Builder Connect Group in Montgomery County. I tried you about your lot on {{lot_street}}. Are you planning to build on it? Reply here or call (346) 273-1143. Reply STOP to opt out. Msg and data rates may apply." |
| T2 | After they agreed to a lot report | "Thanks {{first_name}}. I am putting together the report on {{lot_street}}: flood zone, utilities, county record, and what is being built nearby. You will have it within 24 hours. If you build with us, the builder pays our fee, and going direct to a builder does not lower your price. Reply STOP to opt out. Msg and data rates may apply." |
| T3 | After booking | "Confirmed: [agent name] will call you [day] at [time] about your lot on {{lot_street}}. Need to move it? Reply here or call (346) 273-1143. Reply STOP to opt out. Msg and data rates may apply." |
| T4 | 7 days after the lender offer | "Hi {{first_name}}, [your name] at Builder Connect Group. Did you get a chance to talk to a lender about a construction loan? Happy to send options. Reply STOP to opt out. Msg and data rates may apply." |
| T5 | Final attempt, or quarterly nurture | "Hi {{first_name}}, [your name] at Builder Connect Group. I will stop trying for now. If you ever want the county record on your lot ({{lot_street}}), reply here or call (346) 273-1143. Reply STOP to opt out. Msg and data rates may apply." |
Operator note. Texts are drafts for Jacob's approval. Fill the brackets from the log. Do not send a text that has an empty merge field.
13Desk card (print this page)
Goal: find out whether they will build, and when. Do not sell, do not quote.
- Open. Hot feed: O1. Cold list: O2. Inbound: O3. Then stop talking.
- Q1 Lender. "Have you talked to a lender about a construction loan yet?" No = Branch A.
- Q2 Loan type. "One-time close, or draws?" Tag it. Write the expected loan close date if given.
- Q3 Timeline. Inside 12 months, 12 to 24, or further.
- Q4 Builder. None, talking, signed. Signed = end the call.
- Q5 Agent. Signed with an agent = end the call.
| Grade | Rule | Action |
|---|---|---|
| PRIORITY HOT | Lender done, under 12 months, no builder, one-time close | Book now. Message Jacob. |
| HOT | Same, other loan type | Book now. Agent calls same day. |
| WARM | Will build, but no lender or 12 to 24 months | Lender intro, report, nurture. |
| COLD | Holding, inherited, no intent | Report, quarterly nurture. |
| DEAD | Builder or agent signed | Tag and stop. |
Say every time: "The builder pays our fee out of the deal, and going direct to the builder does not lower your price." Never say: free, a price, a fee percentage, a loan recommendation.
Booking: owns the lot = Buyers agent 1. Needs a lot = Buyers agent 2. Until mid November, or if full = Jacob.
Contact: (346) 273-1143 | jacob@builderconnect.net