New-Home Sales · Chapter 10 of 10
Week one for a new rep
Two day-by-day plans, on-site counselor and OSC, so your first week is execution instead of guesswork, plus the six numbers to check yourself against after 30 days.
Why this chapter
Your first week decides whether the rest of this stack sticks. Nobody hands a new rep a syllabus; you get a badge, a login, and a shift. This chapter is that syllabus: a day-by-day plan for a new on-site counselor and a separate one for a new OSC, plus the six numbers to check on yourself after 30 days.
Before day one
Confirm these with your sales manager before your first shift, so week one is execution, not scavenger hunt.
- Your CRM login is provisioned and you can see your assigned community or lead queue (Lasso CRM is the most commonly referenced new-home CRM industry-wide, with registrant records, a lead inbox, and rep-level export claim[1]; your builder may run something else, ask what).
- You have a copy of the current price sheet, incentive flyer, and HOA disclosure, each dated.
- You know who signs off on your community file, your first traffic log, and your first buyer or agent message before it goes out.
- You know the registration policy for your community: when a buyer's agent must be present and what "unrepresented" means once a buyer registers alone report[2].
- You have the realtor or registered-broker list for your community and the co-op percentage confirmed in writing, not from memory report[3].
Week one, new on-site rep
Every task links to the chapter that covers it in depth.
| Day | Task | Tool | Time | Proof it is done | Chapter |
|---|---|---|---|---|---|
| Monday | Read the community file end to end: plans, price bands, lot premiums, HOA, incentives as of today | Community file | 30 to 60 min | You can state the current base price band and incentive without looking | The job, the numbers and the license |
| Monday | Get CRM login working and confirm you can open a registrant record | Builder CRM | Same day | You can pull up a test registrant on screen | The builder's systems |
| Tuesday | Walk the model home and every standing spec home with your manager; learn which finishes are base and which are upgrades | Model home, price sheet | Half day | You can name three upgrades a buyer might mistake for base | The model home visit |
| Tuesday | Learn the registration card process and the rule that the agent question gets asked before anything else | Registration card, CRM | 1 hour | You can recite the registration policy without notes | Realtor relations that actually produce sales |
| Wednesday | Practice the greeting, discovery, and demonstration script with your manager | Builder script, roleplay | 1 to 2 hours | A completed roleplay your manager signs off on | The model home visit |
| Wednesday | Learn the incentive explainer and the rule against quoting a rate, payment, or term in any flyer or conversation that would trigger Reg Z disclosure | Price sheet, compliance note | 1 hour | You can explain the incentive with no rate, payment, or term stated | Pricing, incentives and the contract |
| Thursday | Shadow a full visit cycle, greeting through registration through logging the traffic entry | Model home, CRM | Half day | Your name is attached to at least one shadowed entry | The model home visit |
| Thursday | Confirm the co-op policy and realtor list are in hand and reviewed with your manager | CRM broker list, co-op policy | 1 hour | You have the current co-op percentage in writing | Realtor relations that actually produce sales |
| Friday | Run your own first full traffic log for the day | CRM traffic log | Full day | Entries in the CRM under your name for every visit | The model home visit |
| Friday | Draft and send your first buyer construction update, manager reviewed before it goes out | Buyer file, Claude draft, manager review | 1 hour | Update sent, note logged in the buyer's file | Contract to keys |
| Saturday | Work a full weekend traffic day; log every visit and flag every be-back | CRM | Full day | Traffic log complete, be-backs flagged for Monday follow-up | The model home visit |
| Sunday | Same as Saturday, then prepare your Monday numbers: traffic, appointments, be-backs | CRM, notes | Full day plus 30 min wrap | You can report your own numbers before your manager asks for them | The job, the numbers and the license |
Week one, new OSC
| Day | Task | Tool | Time | Proof it is done | Chapter |
|---|---|---|---|---|---|
| Monday | Read the community file for every community you cover, especially price bands and current incentives | Community file | 1 to 2 hours | You can answer a basic incentive question per community | The job, the numbers and the license |
| Monday | Get CRM login working and confirm new leads route to your queue | Builder CRM lead inbox | Same day | A test lead appears assigned to you | The builder's systems |
| Tuesday | Learn the first-reply script and run a timed response drill; treat fast response as the whole job, since even cross-industry benchmarks widely cited in this space put a meaningful qualification lift on replies inside about 5 minutes | CRM lead inbox, script | 1 to 2 hours | A timed drill logged at under 5 minutes | The online sales counselor playbook |
| Tuesday | Learn the appointment-setting and confirmation and reminder scripts | Script library | 1 hour | A completed roleplay signed off by your manager | The online sales counselor playbook |
| Wednesday | Learn the OSC-to-on-site handoff: what gets passed, in what field, to which rep | CRM shared workspace | 1 hour | You can describe the handoff without notes | The online sales counselor playbook |
| Wednesday | Learn the registration policy so an agent-represented lead is never misrouted as unrepresented | Policy document | 1 hour | You can explain when a lead needs agent registration before any appointment is set | Realtor relations that actually produce sales |
| Thursday | Work live leads under supervision: first reply, qualify, set the appointment | CRM, phone, email | Full day | At least one appointment set and confirmed | The online sales counselor playbook |
| Thursday | Learn TCPA consent and 10DLC basics before sending a single text; a registration-card lead is not itself consent to text | Compliance note | 1 hour | You can state the consent rule before you send a text | Compliance and the never-list |
| Friday | Work live leads solo and log every touch | CRM | Full day | CRM shows a complete activity log under your name | The online sales counselor playbook |
| Friday | Send your first weekly hotsheet draft to the on-site team, Claude-drafted and manager reviewed | Claude, inventory snapshot | 1 hour | Hotsheet sent, on-site team confirms receipt | Realtor relations that actually produce sales |
| Saturday | Cover weekend lead volume, prioritize speed to lead over everything else | CRM | Full day | Response-time report inside your target | The online sales counselor playbook |
| Sunday | Same as Saturday, then prepare your weekly OSC metrics: leads worked, appointments set and kept | CRM, notes | Full day plus 30 min wrap | You can report your own numbers before Monday's meeting | The job, the numbers and the license |
Claude does, human does
Two workflows for week one, both drafted inside the community Claude Project built in the job chapter.
First traffic log summary
Trigger: your first full day of logged traffic, Friday or the weekend.
Claude prepares: reads your raw CRM export or your notes and drafts a short summary for the Monday meeting: total traffic, be-backs, agent-accompanied visits, and any incentive questions that came up more than once.
Human checks and does: you check every count against the CRM's own entries before you say a number out loud in the meeting, and you decide which be-backs need a call today versus tomorrow.
Never automated: Claude never logs a visit into the CRM itself and never decides which be-back gets a follow-up call; that judgment and that entry are yours.
First hotsheet draft
Trigger: your first weekly inventory snapshot is available to compare against last week's.
Claude prepares: a plain-language draft covering what is new, what had a price cut, what sold, open houses this weekend, and the current incentive, formatted to forward to agents, following the same shape as the operator's weekly per-rep hotsheet, built from a snapshot diff of the builder's inventory workbook, forwardable to Realtors operator[4].
Human checks and does: you confirm every price, every "gone" flag, and the incentive language against the current price sheet before it goes to a single agent, and you are the one who sends it.
Never automated: Claude never sends the hotsheet itself, and it never invents a listing status; every line traces back to a snapshot you can point to.
What to measure after 30 days
Check yourself against the same numbers your division checks. No public source publishes a healthy target for any of these; ask your manager what your division expects, and track your own trend from week one forward.
- Traffic. Are you seeing a stable or growing share of the community's total visits?
- Appointments kept. For an OSC, what share of set appointments actually show up.
- Conversion. Visits or appointments that turn into a written contract.
- Be-back rate. How many first-visit prospects you are getting back for a second look.
- Agent-accompanied share. What portion of your traffic arrives with a registered buyer's agent, since that changes who gets paid.
- Cancellation. Of the contracts you write, how many hold through closing; public builders' rates in 2026 ranged from about 12 to 20 percent depending on company and quarter, so ask your division what it treats as normal report[5].
- The one number that matters: contracts written. Every other number in this list exists to explain this one. Track it weekly from day one.
What stays human
- Signing off on your first roleplay, your first shadowed traffic entry, and your first solo lead before you work unsupervised.
- Confirming the co-op percentage and the registration policy in writing before you rely on either with a buyer or an agent.
- Checking every price, incentive, and listing status in your first hotsheet and your first traffic log summary against the source before either goes out.
- Deciding which be-back gets a call today, which appointment gets rescheduled, and which lead is worth a second try.
- Confirming your own 30-day numbers with your sales manager, since no public source publishes a healthy target for any of them.
Do this today
- Confirm the five before-day-one items with your manager: CRM login, current price sheet and incentive, sign-off owner, registration policy, and the realtor list with co-op percentage in writing.
- Print or save the week-one table that matches your role and check off Monday's two tasks before you leave today.
- Open the community Claude Project from the job chapter and paste in whatever you already have, even if the community file is still mostly blank.
Sources
- ECI Solutions, Lasso CRM lead management features, https://www.ecisolutions.com/products/lasso-crm/features/lead-management/, retrieved 2026-09-04
- Aggregated builder registration-policy pattern, BATC registration guidelines, https://static1.squarespace.com/static/59020395d482e987e3b206b7/t/5a84c5557b3d6b33064a/BATC-Registration-Form1.pdf, retrieved 2026-09-04
- BRC Denver and Mile High Title Guy, builder co-op commission examples, https://brcdenver.com/builder-incentives-are-back ; https://www.milehightitleguy.com/post/how-denver-real-estate-agents-can-use-new-construction-builder-incentives-to-close-more-buyers-in-20, retrieved 2026-09-04
- Operator evidence, from a Phoenix buyer's agent who builds inventory tools for builder reps: the weekly rep hotsheet built from a snapshot diff of a builder's inventory workbook, forwardable to Realtors, retrieved 2026-09-04
- D.R. Horton fiscal Q3 2026 earnings release, https://investor.drhorton.com/~/media/Files/D/D-R-Horton-IR/press-release/dhi-q3-2026-earnings-release.pdf ; KB Home Q2 2026 earnings coverage, https://www.stocktitan.net/news/KBH/kb-home-reports-2026-second-quarter-c2uj8hm0da4z.html ; PulteGroup Q2 2026 earnings coverage, https://finance.yahoo.com/real-estate/articles/pultegroup-inc-q2-2026-earnings-170541948.html, retrieved 2026-09-04
Starting from zero? Use the field manuals first.
02 · BEFORE YOU BUY SOFTWARE
If you're still choosing the buyer, offer, stack, agents, content, customers, and delivery, don't start with a tool: start with the manuals. These create local worksheets only: no checkout, outreach, or account setup.
Find the first manual
Not sure which guide to open first? Start from your stuck point and let the finder recommend the next manual and the first worksheet question. No personal data is collected: it just points you at the right starting move.
Work the starter pack
Move through buyer, offer, stack, agents, content, customers, and delivery as a sequence of short local worksheet sessions. One artifact at a time, in order, so you build the business instead of browsing for it.
See what "done" looks like
Read a fully worked field manual before writing your own version, so the output feels concrete: a real, numbered workflow with the risky steps gated, not a fake proof claim.