PROGRESS SERIES
FEATURES
Exterior Features
Interior Features
• L VP Flooring in Foyer, Kitchen, Breakfast, Bathrooms & Laundry • Carpet in all Family, Bedrooms, Flex Rooms & Hallways • Unfinished Garage walls & Ceiling • Black and nickel Bathroom Fixtures • Round White Toilets in all Bathrooms • Dual Switches for Ceiling Fans in Family Room & Bedrooms - Ceiling Fan not included unless UPGRADED • Brushed Nickel Interior Lighting, & Door Hardware • Standard Builder Granite • Smooth Walls and Ceilings • ENERGY STAR® Rated Stainless Steel Appliances by Samsung • 30” Upper Recessed Panel Cabinetry • 2 Interior Door Selections (Cheyenne & 2 Panel) • Master Bathroom 35” Tall Sink & 42” Garden Tub/Shower Combo • Low voltage outlets (combo of 5 Cat5e, Cable, or Phone) and 2 USB outlets
• 4 sided Brick Exteriors • Low Maintenance Vinyl Trim • Vinyl 2 Raised Panel Shutters • Dimensional Limited Lifetime Warranty Shingles • Insulated Metal painted Front Door • Raised Panel Garage Doors NO OPENER UNLESS UPGRADED • Aluminum Fascia & Gutters w/Vinyl Soffit • Landscape Package Includes 1 Tree and 7 Shrubs, Bermuda Sod front yard up to 450 yds w/ seed and straw on remaining • Energy Efficient Low-E Vinyl Windows • Carriage Style Exterior Lights • 2 Exterior Hose Bibs & Weatherproof Electrical Receptacles
Quality Construction
• Engineered Roof Trusses • 7/16” OSB Exterior Wall Sheathing • 8’ Ceilings on the First Floor • PEX High Density Polyethylene Water Lines • 3000 PSI Concrete Foundations • Customer Meetings @ Pre-Construction, Pre-Drywall & Pre-Closing
Energy Efficiency Items
• TVA EnergyRight® Platinum Certified and HERS Rated by Independent Party • R-13 Wall Insulation & R-38 Blown Attic Insulation • Low-E Insulated Single Hung Windows w/Tilt Lower Sash • 14 SEER American Standard Heat Pump w/ Digital Thermostat • LED Bulbs in Fixtures w/Globes • Water Saving Commodes, Faucets, & Shower Heads • Exterior House Wrap for a Superior Air Infiltration Barrier • Low-VOC Paint & Carpet • LP Tech Shield Roof Decking
• Sherwin Williams Paints • Delta Plumbing Fixtures • Static Radon Vent
Warranty & Peace of Mind
• 1 Year Sentricon Termite Bond • 1 Year Workmanship Warranty • 2 Year Mechanical Systems Warranty • 10 Year Structural Warranty
TRADITIONAL SERIES
Interior Features
FEATURES
• LVP flooring in Foyer, Great Room, Kitchen, Breakfast, Bathrooms, & Laundry Areas • Carpet in all Bedrooms, Flex Rooms, Stairs, & Hallways • Painted Garage Walls w/Smooth Finish Ceilings & 3 ¼” Baseboards • Tray Ceilings in Family Room & Master Bedroom (per plan) • Elongated Toilets in all Bathrooms • Ceiling Fans w/Dual Switches in Family Room & Master Bedroom • Brushed Nickel or ORB Plumbing Fixtures, Interior Lighting, & Door Hardware • Standard granite in kitchen and bath countertops • ENERGY STAR® Rated Stainless Steel Appliances by Samsung • Castle Stacked 30” Upper Recessed Panel Cabinetry w/Crown Molding Trim & Cabinet Knobs/Handles • Smooth Ceiling & Wall Finishes w/Rounded Sheetrock Corners • 3 Interior Door Selections (Riverside, Cheyenne & 2 Panel) • Master Bathroom 35” Tall Double Sinks & 42” Garden Tub/Shower Combo • Can Light above all Tubs/Showers • WIFI Smartphone Ready Garage door openers with Smartphone App • 5 Low voltage outlets (any combo of Cat5e, Cable, Phone) and 3 USB outlets • WiFi Smart Home Technology allows you to control your garage door openers, front door lock, skybell, and thermostat from your smartphone. • Smart Home Package
Exterior Features
• Brick Exteriors with Quoin Accents and Address Stone • Low Maintenance Vinyl Trim • 6” Stained Cedar Columns w/Corbels on Front Porches • Architectural Shingles w/Limited Lifetime Warranty • Insulated Stained Fiberglass Front Door • Carriage Style Garage Doors with 1/2hp Opener • Aluminum Fascia & Gutters w/Vinyl Soffit • Landscape Package Includes 1 Tree and 10 Shrubs, Yards Bermuda Sodded front and sides to the rear up to 1500 yards.. • Energy Efficient Low-E Vinyl Windows • Carriage Style Exterior Lights
Quality Construction
• Engineered Roof Trusses • 7/16” OSB Exterior Wall Sheathing 8’ Ceilings on the First Floor • PEX High Density Polyethylene Water Lines • 3000 PSI Concrete Foundations • Customer Meetings @ Pre-Construction, Pre-Drywall & Pre-Closing • Sherwin Williams Paint upgraded to ProMar 400 • Delta Plumbing Fixtures
Energy Efficiency Items
• TVA EnergyRight® Platinum Certified and HERS Rated by Independent Party • R-13 Wall Insulation & R-38 Blown Attic Insulation • Low-E Insulated Single Hung Windows w/Tilt Lower Sash • 14 SEER American Standard Heat Pump w/ Programmable Digital Thermostat • LED Bulbs in Fixtures w/Globes • Water Saving Commodes, Faucets, & Shower Heads • Exterior House Wrap for a Superior Air Infiltration Barrier • Low-VOC Paint & Carpet • LP Tech Shield Roof Decking
Warranty & Peace of Mind
• 1 Year Sentricon Termite Bond • 1 Year Workmanship Warranty • 2 Year Mechanical Systems Warranty • 10 Year Structural Warranty
1748 TRADITIONAL PLAN
Hyde Is Where YourHom eIs!
Elevation A
4-bedroom ,2-bathroom hom e 1,748 square feetof living space.
Elevation B
ForMoreInform ation CalUs at256-NEW -HOMEthat’s
orvisitusat www.hyde-hom es.com 256-639-4663
Hyde IsW hereYourHom eIs! 1748 TRADITIONAL PLAN
MainPlan
ForMoreInform ation CalUs at256-NEW -HOMEthat’s
orvisitusat www.hyde-hom es.com 256-639-4663
PREMIER SERIES
Interior Features • 5” Birch hardwood and/or ceramic tile in Foyer, Family, Kitchen, Breakfast, Hallways, Bathrooms, & Laundry areas • Carpet in Bedrooms, Flex Rooms, & Stairs • Painted Garage Walls w/Smooth Finish Ceilings • Trey Ceilings in Family Room & Master Bedroom with 4 ⅝ ” crown (per plan) • 4 ⅝ ” Crown w/ Beauty Band in Foyer, Family, Kitchen, Breakfast & Master Bedroom & 5 1/4” Baseboards throughout • 14” Tall Elongated Toilets in all Bathrooms • Ceiling Fans w/Dual Switches in Master Bedroom & Family Room • Brushed Nickel or ORB Plumbing Fixtures, Interior Lighting, & Door Hardware • Granite Countertops in Kitchen & Bathrooms with Eased Edges and Undermount Sinks • Tile Backsplash w/ Glass Accent Strip in Kitchen • ENERGY STAR® Rated Stainless Steel Appliances by Samsung • Castle Stacked 36” Uppers Recessed Panel Cabinetry w/Crown Molding Top Trim & Cabinet Knobs/Handles • Smooth Ceiling & Wall Finishes w/Rounded Sheetrock Corners • 3 Interior Door Selections (Riverside, Cheyenne & 2 Panel) • Master Bathroom 35” Tall Double Sinks & 42” Garden Tub and Separate FIberglass Shower (per plan) • Can Lights above all Tubs/Showers • WIFI Smartphone ready Garage Door Openers with Smartphone App • 5 Low Voltage Outlets (any combo of Cat5e, Cable, Phone) and 3 USB • Soft close doors and drawers on cabinets • Smart Home Package
FEATURES
Exterior Features
• Brick Exteriors, Quoin Accents, and Address Stone • Low Maintenance Vinyl Trim • 8” Stained Cedar Columns w/Corbels and brick bases on Covered Porches • Stained Cedar Gable Pediments (per plan) • Architectural Shingles w/Limited Lifetime Warranty • Low Maintenance Insulated Stained Fiberglass Front Door • Carriage Style Garage Doors with 1/2HP Opener • Aluminum Fascia & Gutters w/Vinyl Soffit • Covered Rear Patios with stained Cedar columns w/ corbels (per plan) • Landscape Package Includes 1 Tree and 10 Shrubs, Bermuda Sod on Front and Rear of Home up to 1500 yards • Energy Efficient Low-E Vinyl Windows • Carriage Style Exterior Lights
Quality Construction
• Engineered Roof Trusses • 7/16” OSB Exterior Wall Sheathing • 9’ Ceilings on the First Floor • PEX High Density Polyethylene Water Lines
• 3000 PSI Concrete Foundations with Steel Reinforcement • Customer Meetings @ Pre-Construction, Pre-Drywall & Pre-Closing • Sherwin Williams Paints Upgraded to ProMar 400 • Delta Plumbing Fixtures • Static Radon Vent
Energy Efficiency Items
• TVA EnergyRight® Platinum Certified and HERS Rated by Independent Party • R-13 Wall Insulation & R-38 Blown Attic Insulation • Low-E Insulated Single Hung Windows w/Tilt Lower Sash • 14 SEER American Standard Heat Pump w/ Programmable Digital Thermostat • LED Bulbs in Fixtures w/Globes • Water Saving Toilets, Faucets, & Shower Heads • Exterior House Wrap for a Superior Air Infiltration Barrier • Low-VOC Paint & Carpet • LP Tech Shield Roof Decking
Warranty & Peace of Mind
• 1 Year Sentricon Termite Bond • 1 Year Workmanship Warranty • 2 Year Mechanical Systems Warranty • 10 Year Structural Warranty
Hyde Is Where YourHom eIs!
4-bedroom ,2-bathroom hom ethat ofers1,748 square feetofliving space.
ForMoreInform ation CalUs at256-NEW -HOMEthat’s
orvisitusat www.hyde-hom es.com 256-639-4663
Hyde IsW hereYourHom eIs!
MainPlan
ForMoreInform ation CalUs at256-NEW -HOMEthat’s
orvisitusat www.hyde-hom es.com 256-639-4663
Sales Script Entry Script
◆ When the buyer walks in get to know them. Complement their car, clothes, anything you can relate to them with. This gains trust and creates a friendship between you and the buyer. ◆ Find out what they are looking for in a home ◇ How many bedrooms do they need? ◇ What monthly payment are they looking for? ◇ Any specific things they are looking for in a new home? Hardwood, glamour bath, etc. ◆ Establish the series of events that will take place today. “Mr. Customer here’s is what I’d like to go over with you today:” 1. Show how new is better than used. 2. Show the difference between their current lifestyle and their new lifestyle with a Hyde Home. 3. Narrow them down to 1 or 2 floorplans and homesites that best fit their lifestyle. ◇ Ask them how much time they have to spend with you so you know whether to give them a short presentation or the formal one. ◆ At this point sell them on location. Talk about amenities around you: shopping, restaurants, walmart, schools, etc. ◆ How is new better than used? ◇ When building a new home the customer will get the home just the way they want it.
■ Showroom options allow the buyer to customize the home with colors, hardwood or carpet, electrical outlet placement, glamour bath options, etc ■ Floorplan choice gives them the ability to pick the perfect floor plan to meet their family’s needs ■ Location choice allows them to pick which location is convenient to their work, schools, shopping, etc. ◇ Less Repairs and Maintenance ■ The home warranty covers 2 years on their electrical, plumbing, and HVAC systems for 2 years and a structural warranty for 10 years. ■ With an all brick home they won’t have to worry about vinyl siding falling off or getting holes in it. ■ Home comes with manufacturer’s warranties. For example point out if they buy a used home and the HVAC goes out they will have to come up with at least $5,000 to repair it. Ask them how that would affect their finances. Our HVAC unit comes with a worry free 10 year warranty. Other examples are : 25 year architectural shingles, 3 year warranty on appliances, and 20 year warranty on the windows. ◇ Energy Efficiency and Technology ■ Our homes are built with the latest technology in energy conservation meaning lower monthly costs for utilities. Explain the higher(14) seer HVAC unit, energy star rated appliances, Tech Shield, thicker insulation, etc. ■ Wifi controlled thermostat and garage door opener allow them to control their home away from home resulting in lower energy use and time saved.
◇ Hyde Homes makes the home buying process easy by paying all for your closing costs and prepaids when using a preferred lender. All it costs the buyer is $500 earnest money and with approved credit this will be returned to the buyer when they purchase the home(closing). ■ The best way to show how their current lifestyle will change is with the Ben Franklin close. This shows their current situation and compares it with their new home. Example:
Curren t
Ne w
Paymen t
$850
$867
Sqft
1200
1551
Bedroom s
2
3
Bath s
1
2
Garag e
No
2 car
Yard
no
yes
Renters Insurance
$25
0
Utilities
$165
$150
MI Deduction
0
-$108
Total
$1040
$90 9
*To calculate MI deduction use 1 ½ payment / 12(using current numbers $867 + $433.50 / 12 = $108. Mortgage interest deduction can either be put into their weekly/biweekly paycheck or they can get it when they get their tax return done. To
get it in their paycheck they can modify their w-4 at the company they work for to claim their MI deduction so they don’t pay this amount in.
■ Go over each individual item with them pointing out the differences in your favor. ■ After this is completed, the next step is to ask them if they have been pre-approved with a loan officer. If they have not, get them in touch now with your preferred loan officer. This will allow the loan officer time to work the numbers while you take them to the model home. Model Home Script ■ Before you have brought them to the model home you should have a floor plan picked out that meets their budget and fits their lifestyle. Only show them homes within this criteria. Showing them multiple homes only confuses the buyer and makes the decision harder for them. ■ As you give them a tour of the home that meets their criteria close them on the areas of the home. Example: So will this living room work for your family and furniture? How does this bathroom compare with what you have now? Is this master bedroom big enough? Imagine being able to not have to get out of the car in the rain with this new garage. ■ Point out features of the home: bullnose corners, pantry, ceiling fans, oil rubbed bronze fixtures, wifi thermostat and garage door opener, trey ceilings, etc. ■ If you have closed them on most of the areas of the home and they agree its better or will work for them and it fits their budget, how are they going to tell you no they don’t want it when you ask them to write a purchase agreement? ■ At this point you can use the assumptive close. “I can tell you’re excited, let's go
look at some homesites.” or, “So let's go look at some homesites.”
Homesite Script ■ As you are looking at homesites get them narrowed down to as few lots as possible. Would they prefer a corner, cul de sac, or regular lot? Use which way the lot is facing to get them narrowed down. Here is a link to an article that will help you understand which way is better (north, south, east, and west). http://www.homesalesbylisa.com/ideal-direction-for-your-home-north-or-south-f acing/ Obviously is you don't have any facing in the best direction then don’t mention it. This is a way to get them narrowed down to a few so you can use the limited supply close. ■ By this time the loan officer has let you know the good or bad news. If they have good credit then use the next steps. ■ At this point you can use the assumptive close by going ahead and hammering a sold sign in on the lot without asking any questions. Obviously if they have an objection they will state it. Examples:
Objection We need to think about it. I need my wife, mother, father to see it first.
Answer I can understand that this is a big decision and you may need time to think about it. Wouldn’t you agree that this fits your budget and is better than your current situation? Prices and interest rates are on the rise daily. And as you can see I only
have these few lots of which you said you only like this one. I have people visiting the community daily that will probably want the same lot you do. Why don't we just write up an agreement with $500 earnest money and you can cancel if you change your mind in 48 hours? This will lock your price in, in case they go up.
Objection We are still looking at other homes.
Answer Go back over the things you said at the beginning of the presentation about used homes. Do they have $5k stowed away for when they need to replace their old HVAC? Do the other homes have new roofs? If not eventually they will need replacing which is thousands of dollars. Remind them about energy efficiency and warranty. What are they going to need to do to get the color choices they want in the used home? Do they have the cash needed for closing costs and prepaids? If they are still looking at new homes, you should have a spreadsheet comparing you to your competition. Ask them if they are paying all of their closing costs and prepaids? Point out the price, amenity, and build time difference.
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