ISA CALL CARDS

Draft for Jacob's approval. Internal training. Not for buyers.

Who is who: Jacob Dow is the founder and your boss. Anything not on these cards goes to him at (346) 273-1143. The Buyers agents are the licensed agents you hand leads to (card 12). Hector sets up the CRM.

Find out if they will build, and when. Nothing else.

Do not sell a builder. Do not quote a price. Get the five answers, grade the lead, log it, hand it off.

The five questions, always in this order

"Have you talked to a lender about a construction loan yet?"Financing first. It disqualifies fastest and tells us when we get paid.
"Do you know if you are looking at a one-time close, or draws?"Do not know? Ask who the lender is and move on. No lender? That becomes the follow-up.
"What is your rough timeline, this year or further out?"
"Do you have a builder in mind already?"
"Are you working with an agent on this?"

What each answer is worth

Grade	What you heard	What you do
PRIORITY HOT	Lender done or booked, building inside 12 months, no builder, one-time close loan	Book now. Agent calls same day. Flag Jacob directly. Full build fee lands at loan close, about 45 to 60 days.
HOT	Lender done or booked, building inside 12 months, no builder	Book now. Agent calls same day.
WARM (A)	Intends to build, no lender yet, 12 to 24 months out	Offer a lender introduction. Nurture.
WARM (B)	Has talked to a lender, but building 12 to 24 months out	No appointment yet. Nurture, recheck in 90 days. Move to HOT the day they say inside 12 months.
WARM (C)	No lender yet, but building inside 12 months	Not HOT until a lender call is booked. Send a lender introduction request to Jacob the same day. When the call is booked, regrade HOT and book the agent.
WARM (D)	Intends to build, will not give a timeline or lender answer	Grade WARM, ask again at the 90 day check, never guess HOT.
COLD	Holding, inherited, investment, no intent, or building more than 24 months out	Lot report, then quarterly nurture.
DEAD	Under contract with a builder, or represented by an agent	Tag and stop. Never interfere.

Four rules for the whole call

Say the line, then stop talking. Let them answer.

Never say the service is free. Say: "the builder pays our fee, and going direct does not lower your price."

Never state a build cost per square foot unless Jacob gave you the range and today's date on it. Lot prices on the market are public, so those you can discuss.

Never call someone who already has an agent. Builder Connect represents buyers. It is not a builder.

How to use these cards

Each card has the words to say, the question to ask next, and what to click in the CRM (GHL). If a word is unfamiliar, card 13 defines it. If the person says something no card covers, a bad time, a wrong number or an angry word, go to card 14. Read the card out loud once before your first shift.

Builder Connect Group | CB&A, Realtors · (346) 273-1143 · jacob@builderconnect.net · Script owner: Jacob Dow

CARD 1 · OPEN, HOT FEED

They just bought the lot

Use when: the name came off Monday's hot feed, meaning the county roll shows a new owner of a vacant residential lot. Most have not picked a builder. Have the street address open.

Say"Hi, is this [name]? This is [your name] with Builder Connect Group here in Montgomery County. I saw you recently picked up the lot on [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.

Listen for, and go to

They say	Go to
"Yes, we want to build."	Ask question 1 (lender). Card 8 if hot.
"Maybe someday" or "just holding"	Card 6
"It was left to us" or "we inherited it"	Card 5 (the hot feed can include gifts and transfers)
"We already have a builder"	Card 4
"My agent is handling it"	Card 7
"Not a good time" or "I am busy"	Card 14, part A
"Wrong number" or "that is not me"	Card 14, part B
"Stop calling," "take me off," or an angry voice	Card 14, part C
Anything else: silence, a question you cannot answer, an answer that fits no row	Say: "Let me make sure I have this right. Are you planning to build on the lot, or holding it?" Still unclear after that: card 14, part D.
"How did you get my number?"	"Your ownership is public record at the county. I work from that list and I will take you off it if you like."

Ask next"Have you talked to a lender about a construction loan yet?"

CRM action

Before dial	Tag hot-feed. Stage: Attempting Contact. Log attempt number.
No answer	Leave card 10 voicemail, send card 10 text, attempt 2 next business day.
Conversation	Stage Qualified only after questions 1 to 3 are answered. Otherwise leave at Attempting Contact and log what you learned.

Operator note, merge fields: [name] {{owner_first_name}}, [street] {{lot_situs}}, [city] {{lot_city}}. No phone number on the county roll. Most records have no phone number. Search the owner's full name plus Montgomery County online, and call only a number you can tie to that person by name and address. Never call a business number. If you cannot find a personal number, log Outcome "No answer", write "no phone found" in Notes and go to the next name.

If asked about cost: the builder pays Builder Connect's fee, and going direct to the builder does not lower your price. Builder Connect Group | CB&A, Realtors · (346) 273-1143

CARD 2 · OPEN, COLD LIST

They have owned the lot a while

Use when: the name is from the 25,116 named owners on the county list. About 1 in 31 of them builds in any given year, so expect "just holding" often. That is normal. Your job is to find the one in 31.

Say"Hi, is this [name]? This is [your name] with Builder Connect Group. You own the lot on [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?"

Then stop talking.

Cold-list extras if it helps the conversation

If the owner lives far away (absentee, meaning the mailing address is not the lot): "I see you are up in [mailing city]. Have you been out to the lot recently?" Absentee owners are the best cold segment, so keep them talking.

Listen for, and go to

They say	Go to
"Yes, thinking about it"	Question 1 (lender)
"Just holding it"	Card 6
"It was my parents'" or "family land"	Card 5
"I have a builder"	Card 4
"I have an agent"	Card 7
"Not a good time" or "I am busy"	Card 14, part A
"Wrong number" or "that is not me"	Card 14, part B
"I do not want calls," "stop calling," or an angry voice	Card 14, part C
Anything else: silence, a question you cannot answer, an answer that fits no row	Say: "Let me make sure I have this right. Are you thinking about building, or holding the lot?" Still unclear: card 14, part D.

Ask next"Have you talked to a lender about a construction loan yet?"

CRM action

Before dial	Tags cold-list, and absentee if the roll shows it. Stage Attempting Contact.
Phone source	Log where the number came from (manual search, skip trace, inbound). We need this to cost the list later.
Max attempts	Three attempts on three different days, then move to Nurture and stop.

Operator note, fictional sample: merge fields {{lot_situs}}, {{acres}}, {{absentee}}, {{mailing_city}}. Fictional example record for training: lot at 1000 Sample Oak Ln, Montgomery TX 77356, 5.0 acres, owner mailing address in a different city, marked absentee. The roll does not list flood zone, utilities or nearby permits. Fill {{flood_zone}} and {{nearest_permits_1mi}} from the county parcel data before the call (Jacob shows you where at training). Do not read any fact to a prospect that you have not checked.

If asked about cost: the builder pays Builder Connect's fee, and going direct to the builder does not lower your price. Builder Connect Group | CB&A, Realtors · (346) 273-1143

CARD 3 · BRANCH

No lender yet

Use when: question 1 gets "no," "not yet," or "I did not know I needed one." This is a WARM lead, not a dead one. The lender introduction is our best move.

Say"That is the most common answer, and it is the right first step before anything else. The loan type changes the whole build, so it is worth sorting early. Would it help if I connected you with a lender who does construction loans in Montgomery County? There is no obligation, and it is a conversation, not an application."

If they say yes"Good. I will pass your name and number along and note that you asked. Is a call or a text better for you?"

If they say no"No problem. If you do talk to a lender, the question to ask is whether the loan closes once, or in stages. I can explain the difference whenever you want."

If they say anything else (they ask which lender, what rate, or what they qualify for): "I cannot speak to rates or approvals. I will have someone get back to you with that." Send the request to Jacob and go to question 3. If they go quiet or change the subject, go to question 3.

Do not name a lender, a rate or a loan amount. Do not tell them what they will qualify for. Lender partner is still an open item with Jacob: until it is named, say "I will have someone get back to you" and send the request to Jacob.

Ask next"What is your rough timeline, this year or further out?"

Then continue with questions 4 and 5. Skip question 2: there is no loan type yet.

CRM action

Tags	no-lender, boyl (they own the lot)
Fields	Lender status: none. Loan type: unknown. Timeline in months.
Grade	WARM if 12 to 24 months. HOT only if timeline is inside 12 months and a lender call is booked.
Stage	Qualified, then Nurture if no appointment.
Task	"Lender introduction requested" to Jacob, due same day. Recheck call in 30 days.
Offer	Lot report (card 6 offer). Tag lot-report-sent when sent.

If asked about cost: the builder pays Builder Connect's fee, and going direct to the builder does not lower your price. Builder Connect Group | CB&A, Realtors · (346) 273-1143

CARD 4 · BRANCH

They already have a builder

Use when: question 4 gets "yes" or "we are talking to somebody." First find out how far along it is. The answer decides everything.

Say"Good, that is a step ahead of most. Have you signed a contract with them, or are you still talking?"

Branch A: signed contract

Say"Congratulations, then you are in good hands and I will not take more of your time. If anything changes, my number is (346) 273-1143."

DEAD. Tag and stop. Do not argue and do not ask who the builder is.

Branch B: still talking, nothing signed

Say"That is the point where it helps most to have someone on your side. The builder's rep works for the builder. We work for you, and the builder pays our fee, so using us does not add to your price. Going direct will not lower your price either."

Say"Would you be open to a short call with one of our agents before you sign anything? You can compare what they are offering to what else is out there."

If you cannot tell whether it is signed ("we are pretty much set," "we put money down"): treat it as signed, say the Branch A line, grade DEAD and add a task to Jacob: "builder status unclear". Do not push.

Representation agreement is signed before any builder introduction. Say nothing that suggests Builder Connect will contact their builder.

Ask next"Which lender are you working with, and is it a one-time close or draws?" Then question 3 (timeline) and question 5 (agent).

CRM action

Signed	Tag boyl, note "builder under contract". Stage Nurture, grade DEAD. Stop contact.
Not signed	Grade HOT if lender done and inside 12 months. Fields: builder name (if volunteered), contract signed: no. Book appointment with Buyers agent 1 (card 12).
Task	If not signed and one-time close: flag Jacob the same hour.

Builder Connect represents buyers. It is not a builder. Builder Connect Group | CB&A, Realtors · (346) 273-1143

CARD 5 · BRANCH

They inherited or were gifted the lot

Use when: "it was my dad's," "family land," "my aunt left it to me." Be gentle first. Some owners are grieving, and some are co-owners with siblings. Many have never thought about building.

Say"I am sorry to hear that, and thank you for telling me. I will keep this short. Is the land something the family is keeping, or have you thought about building on it?"

Then find out who decides

Ask next"Is it in your name alone, or shared with family?"

Shared ownership means every owner has to agree before anyone builds or borrows against it. Note it. Do not give legal advice. If they ask about taxes, title or probate: "A real estate attorney or your title company is the right person for that."

If they want to build

Say"A lot that is already owned is a good starting point because you skip the purchase. A lender will want to see the land in your name, so it helps to sort that first. Have you talked to a lender?"

Continue the five questions. Questions 1 to 2 matter most. Inherited land is often owned with no loan against it, which can make a construction loan easier to set up. Do not promise that.

If they say anything else

Silence, tears, anger or a legal question: "I understand. I will not take more of your time. May I call back in a few weeks?" Yes: log the date. No or any anger: card 14, part C.

If they are not sure

Say"Whatever you decide, I can send you what the county has on record for it. Flood zone, utilities, what is being built nearby. There is no charge to you for the report. If you ever build with us, the builder pays our fee. Going direct to a builder does not lower your price. What email should I send it to?"

CRM action

Tags	boyl, lot-report-sent once sent. Add no-intent only if they say they will not build.
Fields	How acquired: inherited. Owners on title: sole or shared. Intends to build: yes, no, or unsure.
Grade	COLD unless they name a timeline inside 24 months, then WARM.
Stage	Nurture. Recheck in 90 days.
Task	Lot report to email within 24 hours.

Operator note: the report merge fields are {{flood_zone}}, {{utilities_on_record}}, {{nearest_permits_1mi}}. Never send the report with a field left blank.

The builder pays Builder Connect's fee. Going direct to the builder does not lower your price. Builder Connect Group | CB&A, Realtors · (346) 273-1143

CARD 6 · BRANCH

Just looking, just holding

Use when: "not ready," "just holding it," "maybe in a few years," "investment." Most people on the list are here. Make it a good call. Do not push.

Say"That is completely normal. Most people are 12 to 24 months out."

Say (the lot report offer)"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. It takes me a minute and it is yours to keep. There is no charge to you for the report. If you later build with us, the builder pays our fee, and going direct to a builder does not lower your price."

Ask next"What email should I send it to?" (then) "Would it be alright if I check back in a few months?"

One gentle probe before you leave

Say"Out of curiosity, what would have to happen for you to build on it? A loan, a price, a date?"

Their answer tells you the grade. "When the kids finish school" is COLD. "When I get approved for a loan" is WARM, go to card 3.

If they say anything else

A question you cannot answer, or an answer that fits nothing above: "I do not want to guess. I will have someone get back to you." Task to Jacob, same day. Then ask for the email for the lot report.

Do not

Do not say you will "just check in." Say when: "I will reach out in about three months."

CRM action

Tags	boyl, no-intent (if they will not build), lot-report-sent when sent
Grade	COLD (quarterly nurture). WARM if they name any date inside 24 months.
Stage	Nurture
Fields	Reason not building: free text, their words. Email captured: yes or no.
Tasks	Lot report in 24 hours. Follow-up call or text in 90 days.

Operator note, SAMPLE: a filled report line for the fictional sample lot (1000 Sample Oak Ln, 5.0 acres) would read "{{flood_zone}}", "{{utilities_on_record}}", "{{nearest_permits_1mi}}". Those three come from county parcel data. Fill them for the real lot before sending. No competitor sends this, which is the reason to lead with it.

The builder pays Builder Connect's fee. Going direct to the builder does not lower your price. Builder Connect Group | CB&A, Realtors · (346) 273-1143

CARD 7 · BRANCH

They already have an agent

Use when: question 5 gets "yes," "my realtor," or "a friend of mine is a Realtor." The rule is firm: no contact with a prospect represented by another agent. First find out whether it is real.

Say"Thanks for telling me. Is that someone you have signed an agreement with to represent you on the build, or someone you have talked to?"

Branch A: signed with an agent

Say"Understood. I will not interfere with that relationship. If it ever changes, my number is (346) 273-1143. Have a good day."

DEAD. End the call. Do not offer the lot report. Do not ask which agent.

Branch B: just a friend or a past agent, nothing signed

Say"That makes sense. Plenty of people have an agent who helped them buy. Building on your own lot is a different process. If it is helpful, one of our agents can go through what we do, and you can decide."

If you are not sure what they mean, or they give any answer not covered here, treat it as signed, say the Branch A line and ask Jacob.

Ask nextBranch B only: "Is it fine if I send you the lot report anyway?" If they want to keep talking, return to question 1 (lender).

CRM action

Signed	Tag boyl, note "represented, agent: [name if volunteered]". Grade DEAD. Do Not Contact. Close it out.
Unsure	Hold the lead. Task to Jacob: "agency status unclear", due same day. No further outreach until he answers.
Nothing signed	Continue grading as normal. Note "past agent, nothing signed".

Builder Connect represents buyers. It is not a builder. Builder Connect Group | CB&A, Realtors · (346) 273-1143

CARD 8 · CLOSE THE CALL

HOT lead: book the appointment

Use when: lender done or scheduled, building inside 12 months, no builder chosen. You are not selling anything. You are handing them to the person who can answer building questions.

Say"It sounds like you are further along than most. One of our buyers agents can walk through your lot and talk about builders and what to expect. They are licensed and I am not, so they can answer what I cannot. Would [day] at [time] or [day] at [time] work better?"

Always give two choices. Book into the agent's calendar while on the phone. Same-day agent call is the standard for a HOT lead.

If they will not book now

Say"No problem. I will have the agent call you instead. What time today or tomorrow is best, and is this the right number?"

Log the time, stage Qualified, task to the agent (Jacob until mid November) due that day. If they say "I need to talk to my spouse," ask for a time when both can be on the call. If they refuse any contact, card 14, part C.

If one-time close (PRIORITY HOT)

Say (to them)"That is useful, thank you. It means your timeline is firm, so I would like to get you in front of an agent sooner than usual. Can they call you today?"

Then, immediately and before you do anything else, tell Jacob directly (text or call). Do not wait for the pipeline alert.

Confirm out loud"I have you down for [day, time] with [agent]. They will call this number. Is that still the best one? I am also texting you a confirmation."

CRM action, in this order

1. Tags	lender-conversation and one-time-close or cash-draws.
2. Field	Expected loan close date. It is the revenue forecast. If they do not know: lender name and "date unknown".
3. Stage	Appointment Set, in the pipeline BOYL.
4. Calendar	Book on Buyers agent 1 (see card 12).
5. Alert	One-time close: message Jacob now.
6. Note	Five question answers in one line each. Anything the agent must not say.

Operator note: Buyers agents start mid November. Until then Jacob takes every booked appointment himself.

The builder pays Builder Connect's fee. Going direct to the builder does not lower your price. Builder Connect Group | CB&A, Realtors · (346) 273-1143

CARD 9 · OBJECTIONS

Four things they will say

"Why do I need you? I will just go to the builder directly."

Say"You can, and plenty of people do. The thing worth knowing is that going direct does not get you a better price. You pay the same number either way. You just do it without anyone on your side of the table."

Then"The builder's rep works for the builder. On a custom contract the money is won and lost in three places: the allowances, the change order pricing, and who covers an overrun. That is what our agents are there for. And we are not tied to one builder."

"What does this cost me?"

Say"The builder pays our fee out of the deal. Going direct will not reduce your price, so using us does not cost you more. The terms go in writing in a representation agreement before we introduce you to any builder."

Never say the service is free.

"I am not ready yet."

Say"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?"

"How much does it cost to build?"

Say"It depends on the lot and the plan, so I will give you a working range. Most of what we see in this area comes in at [RANGE TO BE SET BY JACOB] a square foot, and that is before site work, which varies a lot by lot. Where you land inside the range comes down to finishes and what your lot needs."

Ask next"The only way to get a real number is to get your plan in front of a builder who will price it. Want me to set that up?"

Any other objection or question

Say"That is a fair question and I do not want to guess at it. I will have one of our agents get back to you. What is the best time?"

Write the exact words in the CRM note and send them to Jacob the same day. Never argue and never make up an answer.

Operator note: do not read the range line aloud until Jacob fills the bracket and dates it. Until then say: "I do not have a number I can stand behind yet. The builder prices it on your real plan, and our agent can walk you through how that works." Lot prices on the market are public: quote and discuss them. A firm build price comes only from a builder. Commission terms come only from Jacob.

CRM action

Any objection

Add a note: the exact objection in their words and whether it was resolved. Jacob reviews these notes to learn which objections end calls.

Builder Connect Group | CB&A, Realtors · (346) 273-1143 · Draft for Jacob's approval

CARD 10 · VOICEMAIL AND TEXT

No answer

Voicemail (under 25 seconds)

Say"Hi [name], this is [your name] with Builder Connect Group in Montgomery County. I am calling about the lot on [street]. I am not selling anything. I wanted to ask if you plan to build on it. You can reach me at (346) 273-1143. Again, that is (346) 273-1143. Thanks."

Say the phone number twice. Do not mention price, loan or fee on a voicemail.

Text, sent right after the voicemail

Text 1Hi [name], this is [your name] with Builder Connect Group. I tried you about your lot on [street]. Are you planning to build on it, or holding it? Reply STOP to opt out, HELP for help. Msg and data rates may apply.

Text 2, day 3, if no reply[name], [your name] again from Builder Connect Group. I can send you what the county has on record for [street]: flood zone, utilities, what is being built nearby. Want it? Reply STOP to opt out.

Text 3, day 7, last try[name], I will stop reaching out unless you tell me otherwise. If you ever want the report on your lot, text me here or call (346) 273-1143. Reply STOP to opt out.

After the third attempt

Stop. Move the lead to Nurture. Do not send a fourth text. If they text STOP, mark Do Not Contact in the CRM that minute. If they text HELP, reply with the company name and (346) 273-1143.

CRM action

Each attempt	Log attempt number, date, time, outcome "voicemail" or "no answer", and whether a text went out.
Stage	Stays Attempting Contact until the third attempt, then Nurture.
Text reply	If they reply with anything but STOP, call them within 5 minutes during business hours. After hours, by 9am next morning.

Operator note: Jacob to confirm consent rules before any text goes to a cold-list number. A number on the county roll is not consent to text. Inbound form fills include the SMS consent line. Texts above are drafts for his approval.

Builder Connect Group | CB&A, Realtors · (346) 273-1143 · jacob@builderconnect.net

CARD 11 · LOG THE CALL

Log every call within 5 minutes

If it is not in the CRM, it did not happen. Fill these fields in this order. Use the exact words in the options.

Field	What to enter
1. Source	hot-feed, cold-list, postcard, meta, organic, or referral
2. Attempt number	1, 2, 3
3. Outcome	No answer, Voicemail, Call back requested, Wrong number, Do not contact, or Conversation
4. Lot address or PIN	As on the county roll
5. Intends to build	Yes, Holding, No, or Unsure
6. Lender status	None, Talked, Scheduled, or Approved, plus lender name if given
7. Loan type	One-time close, Draws, or Unknown
8. Expected loan close date	A date. This is the revenue forecast. Blank only if unknown.
9. Timeline	Inside 12 months, 12 to 24 months, or Longer
10. Builder chosen	None, Talking, or Signed, plus name if given
11. Agent	None, Past only, or Signed
12. Grade	Priority hot, Hot, Warm, Cold, or Dead
13. Pipeline and stage	BOYL or Land + Build, then the stage
14. Tags	From the list below
15. Next action and date	One line, with the date and who owns it
16. Notes	Their words, one line each: why, objection, what they care about

Tags in use

boyl, land-plus-build, hot-feed, cold-list, absentee, postcard, meta, organic, referral, lot-report-sent, lender-conversation, one-time-close, cash-draws, no-lender, no-intent. one-time-close is the highest value tag. Never skip it. Stages: New Lead, Attempting Contact, Qualified, Appointment Set, Met, Representation Signed, Builder Matched, Under Contract, Closed, Nurture.

Operator note: field names are the labels to use. Hector builds them in GHL by hand. If a label on your screen differs from this card, use the screen and tell Jacob. Weekly review counts attempts, contacts, conversations, lot reports, appointments set and held.

Builder Connect Group | CB&A, Realtors · (346) 273-1143 · Draft for Jacob's approval

CARD 12 · WHEN TO HAND OFF

Who gets which lead, and when

What you have	Book with	How fast
Owns a lot, HOT, wants to build (BOYL)	Buyers agent 1	Same day
HOT, one-time close loan	Buyers agent 1, and message Jacob directly	Same hour
No lot, wants land plus a build	Buyers agent 2	Same day
WARM, no lender	No appointment. Lender introduction request to Jacob. Nurture.	Request same day
COLD	Nobody. Nurture.	Quarterly
Agency or builder status unclear	Jacob decides	Same day
Anything else you cannot classify	Jacob decides. Task to him with the exact words they said.	Same day
Wants a price, a contract, or legal or tax advice	Agent or Jacob. You do not answer these.	Same day
Wants to talk to a licensed person now	Jacob, by phone at (346) 273-1143 (the person holding the schedule of who covers licensed questions). Until mid November that is always Jacob.	Warm transfer

Until mid November, both agent roles are Jacob.

What you say before handing off

Say"I am going to hand you to [agent], who is licensed and can answer questions I cannot. They will call you [when]. I am going to send them a note about what we just talked about, so you will not need to repeat yourself."

What the hand-off note must contain

Name, number, lot address, source tag
The five answers, one line each
Loan type and expected loan close date
Anything promised to the buyer, and anything they objected to

What you do not do

You do not introduce a builder. You do not discuss commission. You do not send a representation agreement. The agent signs the representation agreement before any builder introduction.

CRM action

Stage	Appointment Set. After the meeting the agent moves it to Met.
Routing	Qualified leads route to the matching pipeline and agent calendar.
If missed	No contact in 24 hours escalates to Jacob. Do not let a lead sit.

Builder Connect Group | CB&A, Realtors · (346) 273-1143 · Draft for Jacob's approval

CARD 13 · WORDS YOU WILL HEAR

Every term, in plain English

BOYL (build on your lot): A buyer who already owns a vacant lot and has not built. We represent them and match them to a builder.
Land plus build: A buyer with no lot. We find the land, represent them on the purchase, then match a builder.
Hot feed: A weekly list, pulled every Monday at 8am, of people the county roll shows as having just bought a vacant lot. About 70 a month across the county. Most have not chosen a builder.
Cold list: The 25,116 named owners of vacant lots in Montgomery County. About 1 in 31 builds in a given year.
Absentee owner: The owner's mailing address is not the lot. Often lives elsewhere.
One-time close loan: One loan that pays for the build and then turns into the regular mortgage. One closing, one set of fees. For us: we are paid at loan close, about 45 to 60 days out.
Draws: The builder is paid in stages as work is finished and inspected. Here, "cash draws" means the buyer pays those stages with their own money. For us: we are paid at the end of the build, 12 to 18 months out.
Construction loan: A loan used to pay for the build. It may be one-time close, or a separate loan later replaced by a mortgage.
Commission, builder's fee: What the builder pays Builder Connect when a buyer builds. The buyer does not pay it. Going direct to the builder does not lower the buyer's price.
Representation agreement: The signed paper where the buyer hires us. It states the compensation in writing. It is signed before any builder introduction.
MUD: Municipal Utility District. A local taxing district that provides water and sewer for an area. A lot inside one pays an extra tax on top of the normal property tax. Matters to monthly cost.
Septic vs sewer: Septic is a tank on the lot. Sewer is a public line. Which one the lot gets changes the budget.
Flood zone: A federal map category for flood risk. It can limit where or how a house is built and change insurance.
Utilities on record: Whether water, sewer, power and gas reach the lot. Bringing them in is part of site work.
Site work: Everything done to the lot before the house: clearing, grading, driveway, utilities. Varies by lot.
Allowances: Amounts in a builder's contract for items not yet chosen, such as flooring. Low allowances make a contract look cheaper than it is.
Change order: A paid change to the contract after it is signed.
Setbacks, plat: Setbacks are the distances a house must stay from the lot lines. A plat is the recorded map of the subdivision.
Appraisal roll: The county's public list of property and owners. Our lists come from it.
Lot report: A one-page summary of what the county has on record for a lot: flood zone, utilities on record, and permits within one mile. You fill it from the parcel data (Jacob shows you where) and email it. Never send it with a blank field.
Parcel data: Builder Connect's county record for each lot: flood zone, utilities, lot size and what is being built nearby.
PIN: The county's number for a parcel.
Skip trace: Paying a service to find a phone number or email for a name.
Do Not Contact: A CRM setting that blocks every future call and text to that person. Set it the minute they ask.
ISA: Inside sales agent. That is you. You qualify and book. You do not advise on a build.
GHL: GoHighLevel, our CRM. Where every call is logged.
Nurture: Planned emails, texts and check-ins for leads that are not ready.
CB&A, Realtors: The brokerage Builder Connect works under.

Builder Connect Group | CB&A, Realtors · (346) 273-1143 · jacob@builderconnect.net · Draft for Jacob's approval. Texas notices: TREC Information About Brokerage Services · Consumer Protection Notice

CARD 14 · OFF SCRIPT

When the call does not go to plan

A. "Not a good time" or "I am busy"

Say"No problem at all. When is better, later today or tomorrow?"

They give a time: "Thank you, I will call you at [time]." Log Outcome Call back requested, stage stays Attempting Contact, task with that date and time. They give no time: "I will try you tomorrow around the same time." Two call backs is the limit. After the second, ask once whether they would rather get a text, then follow card 10.

B. Wrong number or wrong person

Say"I am sorry, I must have the wrong number. Have a good day."

Do not say the lot address, the owner's name or why you called. Log Outcome Wrong number and never call that number again. If the person says "that is my husband / wife / dad, he is not here": "No problem. What time is usually best to reach [name]?" Log the time, do not give any detail about the lot, and call then. If they say [name] has died or moved away: "I am sorry to hear that. Thank you." Log Wrong number and put the lot back on the list for Jacob to review.

C. Angry, "stop calling," "take me off," or "how dare you"

Say, once, calmly"I am sorry to have bothered you. I am taking you off our list right now. Goodbye."

Do not explain, do not defend the call and do not offer the lot report. End the call.

In the CRM, within one minute: Outcome Do not contact, switch on Do Not Contact, add tag no-intent. If they say lawyer, lawsuit, attorney general or "I will report you," say the same line, then message Jacob the same hour with the date, time and their words. If they swear but do not ask to stop, stay calm and say: "I understand. Would you like me to take you off the list?" Yes means the line above.

D. Anything else

They say or do	You say and do
Silence, or they hang up after hello	Say nothing more. Log Outcome No answer. Do not redial the same day.
"Is this a scam?" or "Are you a robot?"	"No, I am a real person. Builder Connect Group is a real estate brokerage in Montgomery County, under CB&A, Realtors. My number is (346) 273-1143 and you can email jacob@builderconnect.net."
"Are you a builder?"	"No. We represent the buyer, not the builder. The builder pays our fee, and going direct does not lower your price."
A question about price, commission, a contract, taxes, title or the law	"That is a question for a licensed agent, and I do not want to guess. Can one of them call you? What time is best?" Task to Jacob, same day.
"Send me something" with no email	"Happy to. What email should I use?" Log it. If they refuse, say "Understood" and move to nurture.
They want to talk to a person in charge	"Of course. Jacob Dow runs this. I will have him call you. What time is best?" Task to Jacob, same hour.
You do not understand the answer	Ask once more in different words: "Sorry, so are you planning to build in the next year or two, or not?" Still unclear: log Unsure and a task to Jacob with the exact words.
Anything not on this list	"I do not want to guess at that. Can I have someone call you back?" Task to Jacob with their exact words, same day. Never make up an answer.

CRM action

Always	Log the call within 5 minutes (card 11), including calls that went nowhere.
Unsure about anything	Task to Jacob, same day, with the exact words. A task is always better than a guess.

Builder Connect Group | CB&A, Realtors · (346) 273-1143 · jacob@builderconnect.net · Draft for Jacob's approval