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Of all the steps you mentioned, from the moment you get the customer on the phone to when they come down to the community and your office, which is the most crucial step, or is the entire process important?

And then after they understand how they're qualified, we break down in detail their monthly income versus their monthly bills, where their credit report is, we go into great detail so they understand exactly how they're going to qualify for this home. Most of the time, once we're done with that, they'll say, "No one's ever done this for me. And the realtors don't do this." They say, "It makes so much sense now that you explain it this way. And no one's ever done it for me, not even my lender, who I got pre-qualified with. They didn't even explain it this way." So then we'll get up, start walking towards the door - everybody's always amazed or shocked that we do this, but before we go out the door - we hand them a "SOLD" sign.

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