NAHB Learning
From First Inquiry to Signed Contract: A Step-by-Step Sales Process for Custom Home Builders: Webinar: NAHB: August 5, 3:00 PM ET
Includes a Live Web Event on 08/05/2026 at 4:00 PM (EDT)
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In today's AI-informed, highly competitive housing market, clients are more educated, selective and cautious about how they invest in custom homes. For builders, that means sales success depends less on persuasion and more on clarity, trust and structure.
Discover practical, repeatable sales system designed to help custom builders convert inquiries into well-aligned, committed clients without relying on discounts or high-pressure tactics. Using the Creation to Connection Cycle(TM), speaker Ange Scott breaks down how to move prospects from initial curiosity to signed contract with confidence and consistency.
Explore three core frameworks and learn how to use them to uncover client motivations, build emotional alignment and present proposals that feel clear, relevant and easy to say yes to.
Leave with a step-by-step approach you can apply immediately to improve lead qualification, streamline sales conversations and close more of the right projects.
Exclusively for NAHB Members & Credential Holders: Free registration for members after login. If you have not set up your NAHB account, please visit: www.nahb.org/register or call 202.266.8313.
What You'll Learn in the Custom Builder Sales Webinar
- Identify client motivations early in the process to build trust faster and improve project fit.
- Use emotionally resonant messaging to position your business as the obvious choice without discounting.
- Apply a structured, repeatable sales framework to guide prospects from first inquiry to signed contract.
- Present tailored, high-clarity offers that reduce objections and speed up decision-making.
Why This Sales Process Matters
Custom builders are navigating a market shaped by AI-driven research, shifting buyer expectations and increased price sensitivity. Clients often enter the sales process with already formed assumptions, making early conversations critical. A structured approach helps builders to create alignment sooner, avoid wasted effort on poor-fit leads and maintain pricing integrity while still increasing close rates. Focus on turning sales conversations into guided experiences that build confidence on both sides of the table.
Who Should Attend This Session
This webinar is designed for residential construction professionals who want a more consistent and strategic approach to selling custom homes, including:
- Custom home builders
- Remodelers
- Home sales managers and project consultants
- Design-build professionals
- Residential developers
Jim Schneider, CAPS, CGP, CGB, Master CGP, GMB (Moderator)
Managing Member
Schneider Construction
My father was a contractor and started bringing me to work with him when I was 9. On Saturday mornings we'd get up at 5:30 AM and get on the road to head to the jobsite, always stopping along the way for a donut or a buttered hard roll. He told me he needed my help but in reality, he was a hard working guy trying to make ends meet and this was the time he could afford to spend with me. As I got older, it became a part time job on weekends and school vacations... it was a great way for a young kid to make some money. Although I enjoyed the work, I spent my entire adolescence explaining to my father I was far too smart to ever become a contractor and shared my plan to become an engineer. But I quickly became present to the fact my true passion was actually creating structures rather than mathematically proving they would work. I also realized nothing I chose to do would limit my urge to learn and have earned 5 designations from the National Association of Home Builders. Decades later I find this small design build firm has become my identity, built on a set of skills I never intended to use.
Ange Scott
Business Coach for Builders
With more than 30 years of experience in the custom home building industry, Ange is a respected business owner, industry leader and author dedicated to helping builders strengthen their businesses. Through her consulting, digital tools, and coaching programs, she provides practical strategies to improve operations, profitability, client relationships, and the overall building experience for both builders and homeowners.
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