Inquiry to Contract
The Home Builder Pipeline Playbook
A complete sales system for taking a home buyer from first inquiry to signed contract - and building the process into your CRM.
83 pages of practical guidance, 31 ready-to-use templates, 12 automations, 8 core sales metrics, 5 CRM setup packs, and a private AI agent that helps you implement the system as you go.
Designed to be installed in 30 days - not just read.
Playbook AI Agent
A private AI that knows the whole playbook. When you hit a decision mid-install, ask it instead of guessing.
CRM setup packs
Ready-to-load files that mirror the stages, fields, and automations in the CRM you already run. Not a generic template. One pack each for Zoho CRM, HubSpot, Salesforce, Buildertrend, and JobTread.
Install support
Email me through the 30-day rollout. A stage that does not fit, a field you cannot find, or which pack to start with - I answer on the playbook, not a ticket queue.
$300 credit for Systems Services
Applied to your first Systems project after you buy the playbook. Use it toward CRM setup, automations, attribution, or the 30-day install if you want it built for you instead of doing it in-house.
83 pages. 12 chapters. 31 template files. 5 CRM packs.
Part I - The pipeline
Chapters 1-5
Part I - The pipeline
Chapters 1-5
Turn a messy sales process into one pipelineStages
Seven stages for custom homes, five for spec. Each stage has clear entry and exit criteria, an owner, and a target duration - so your team always knows what happens next. Includes printable stage guides and the CRM-ready stage structure.
Stop losing good leads to slow follow-upIntake & Speed to Lead
Respond faster without making your sales team sound automated. Acknowledge every inquiry within a minute and get a real person involved within an hour. The system prioritizes a call and text over an automated reply - and gives your team the scripts to do it consistently.
Spend sales time on leads most likely to become contractsQualification
A simple scoring system ranks leads by land, timeline, and responsiveness, while budget and decision-makers are handled on the qualification call. Includes the scorecard, call guide, and disqualification templates.
Stop giving away hours of estimatingDiscovery, Agreement & Proposal
Move from discovery to concept and ballpark, then use a paid agreement before producing the real number. Present the proposal in person with a defined process for handling objections. Includes agendas, checklists, and objection cards.
Stop letting good leads disappearFollow-Up & Nurture
Use defined follow-up cadences for custom and spec leads, with 16-20 touches for custom and 8-10 for spec. The system adjusts timing based on lead quality instead of leaving follow-up to memory. Includes five cadences and a year of nurture emails.
Part II - The data
Chapters 6-7
Part II - The data
Chapters 6-7
Capture only the data your sales process needsWhat to Capture
Separate the person from the opportunity and connect every CRM field to a decision in the pipeline. No bloated database and no mystery fields. Includes the complete field specification and picklist pack.
Know which marketing produces contractsAttribution
Capture the original source at inquiry, preserve it, and separately track what influenced the buyer later. Includes attribution rules and a consistent UTM vocabulary for web, phone, and referral leads.
Part III - Running it
Chapters 8-11
Part III - Running it
Chapters 8-11
Automate the work your team should not have to rememberAutomation Map
Twelve automations take leads through the pipeline, trigger follow-up, and keep the CRM current. Each is documented as a simple trigger, condition, and action sequence so it can be built in virtually any CRM.
Know where your pipeline is making or losing moneyThe Numbers
Track eight numbers from speed-to-lead through cost per contract by source. Every metric has a defined formula and ties directly to the data captured in the pipeline. Includes the dashboard specification and weekly scorecard.
Make the sales process repeatable across your teamRoles & Rhythm
Define five core roles and four operating rhythms - daily, weekly, monthly, and quarterly. Includes checklists, meeting agendas, and a RACI so everyone knows who owns what.
Turn a signed contract into your next leadHandoff & Referral Loop
Get production involved within a week of contract, ask for the review at the right moment, and create a structured 90-day referral process that keeps past clients generating opportunities.
Part IV - Putting it in
Chapter 12
Part IV - Putting it in
Chapter 12
Go from playbook to working sales system in 30 days30-Day Installation
Build the structure first, then intake and follow-up, then automation, then reporting. Every step has an owner and a deadline, with the core stages going into your CRM by day three. Includes the 30-day rollout checklist and CRM Mapping Worksheet to translate the playbook's fields, stages, and workflows into the CRM you already use.
Appendices
Appendices
Everything you need to implement itGlossary and file index
A builder/CRM glossary plus a complete index of the 31 included files, with chapter and page references so your team can find exactly what they need.
Written platform-agnostic. The stages, fields, and automations are described so they can be built in any CRM with custom fields and a workflow tool - or in a spreadsheet.
Setup packs included for:
Zoho CRM
HubSpot
Salesforce
Buildertrend
JobTreadOn anything else, start from the CRM Mapping Worksheet in Chapter 12. The playbook side comes pre-filled.
“I'd bought different CRMs twice before. This is the first time anyone told me what to put in it.”
Steve, CA homebuilder
- Instant download
PDF, templates, and CRM packs, in your inbox the moment you buy.
- Playbook AI Agent
An AI that has read the whole playbook. Ask how a stage applies to your crew, or what to put in a field.
- Yours to keep
One price, no subscription. Updates to the edition you bought are free.
- Install support
Email me through the 30-day rollout. Stages, fields, and which pack to start with.