Section One
HOW YOU THINK
Four questions. Real numbers and real situations from this company.
1.1 — CLOSING DAY MATH
A home sells for $62,000. The buyer puts 10% down. At closing they also owe a $250 document fee and $1,180 in current-year property taxes.
How much money does the buyer need to bring on closing day?
Your answer ($)
Show how you got there
1.2 — CHECKING SOMEBODY ELSE'S WORK
A vendor sends us this invoice:
Line item Detail Amount Skirting kits 3 units at $340 each $1,020 Delivery flat $95 Total billed $1,215
Is this invoice correct?
Select one…
Yes — it's correct
No — something's wrong
If something's wrong, what exactly — and what would you do about it?
1.3 — WHAT YOU'D NEED TO KNOW
A customer emails:
“I want to buy the home on Applewhite. Can you have it moved out to my property by the 15th?”
You can't answer that yet. List everything you'd need to find out first. Be as thorough as you can — this is about what you think to ask, not about knowing our business.
1.4 — READING CAREFULLY
Here's an actual company rule:
“A pre-owned home carries a 60-day habitability warranty from the closing date. After 60 days the home is as-is. Appliances convey if they are present in the home at the time of sale. Transport and setup are always quoted separately and are never included in the sale price.”
A buyer closes on a pre-owned home on March 1st . On April 20th the water heater fails. On May 10th the dishwasher — which was in the home at closing — fails. The buyer also says the salesperson told her delivery was free.
Based only on the rule above: which of these three is the company responsible for, and which isn't? Explain each one.
Section Two
WHO YOU ARE
Two questions. There's no clever answer to either one.
2.1 — THE $900
Three weeks after a closing, you notice we made a paperwork mistake and undercharged a family by $900. It was our error, not theirs. They have no idea, and realistically nobody would ever catch it.
What do you do, and why?
2.2 — THE HARD TRUTH
Tell us about a time you told someone something they didn't want to hear because it was true. What was it, how did you say it, and what happened afterward?
Section Three
HOW YOU LEARN
Three questions. Be specific — general answers tell us nothing.
3.1
Name something you taught yourself in the last year or two. How did you go about learning it, and how do you know you actually learned it?
3.2
What's something you used to be genuinely bad at and are now good at? What specifically did you change?
3.3
At work, when you hit something you don't know how to do — what do you actually do first? Walk us through the real sequence, not the ideal one.
Section Four
WHY THIS
Three questions. Take your time on these.
4.1
What does “build your legacy” mean to you?
4.2
What do you want to be true about your life in five years that isn't true today?
4.3
Why this job, at this company? Not “why do you want a job.”
Your Role Module
SALES
Three last questions, specific to the work.
S1 — THE PHONE CALL
A man calls. He saw one of our homes online and hasn't seen it in person. He's told you nothing about himself. His first and only question is:
“What's your best price on it?”
What do you say? Take it from the top of the call.
S2 — THE CREDIT QUESTION
A woman is ready to move forward on a home, then says:
“I should tell you, my credit is about a 540. Do y'all finance? Can you work with me?”
What do you tell her? Assume you don't yet know our lender relationships.
S3 — THE MATH
Our representatives earn a percentage of gross profit that rises with the number of homes closed in the same calendar month:
Homes closed that month Your percentage 1 – 3 13% 4 – 6 17% 7 or more 20%
It's the third week of the month and you've closed three homes. You close a fourth with $17,000 of gross profit. What's your commission on that fourth home? And what does this structure tell you about how to plan a month?
Your Role Module
OPERATIONS & ADMIN
Three last questions, specific to the work.
O1 — SIX THINGS AT ONCE
You're holding six things: a title packet due today, a customer who has called twice about a delayed closing, a vendor invoice that looks wrong, a salesperson asking you to rush a contract, a filing deadline tomorrow, and an email from a lender you don't understand. Put them in the order you'd handle them and say why.
O2 — YOUR MISTAKE
You find a mistake in a document that has already gone out to a customer, and you were the one who made it. Walk us through exactly what you do next, in order.
O3 — THE UPSET CALLER
A customer calls upset. Their title transfer is taking longer than they were told, and there's genuinely nothing you can do to speed it up. What do you say to them?
Your Role Module
SERVICE & TRADE
Three last questions, specific to the work.
T1 — SOMETHING LOOKS WRONG
You arrive at a home to do scheduled work and something about the structure looks wrong to you — you're not certain, but you don't like it. The customer is standing there expecting you to get started. What do you do?
T2 — MORE THAN QUOTED
You're two hours into a job and realize it needs about $1,400 more work than what was quoted. What do you do, and who do you talk to first?
T3 — GOOD ENOUGH
You finish a repair and it's functional but it's not your best work — it'll hold, but you know it. Nobody would notice. What do you do?
