Spec Selling Machine · Builder Connect

The problem these two videos set up

They reach opposite conclusions, and that is the useful part.

Terry Thayer
Pre-sell at framing. Spec sheet signed before the architect, selections made before a buyer exists, hard limits on changes.

Nathan Anderson
Never pre-sell. Finish completely, because buyers cannot visualise an unfinished house and you lose leverage.

You have already settled it: your builders want to pre-sell. So Terry's model is the machine. But Nathan's objection is real, and his own toolkit is what defeats it. He documents the build, scans behind the walls before drywall, stages and renders. Those are precisely the things that let a buyer commit to a house that is not finished.

The machine is Terry's process, armed with Nathan's evidence.

The shape

Seven stages, driven by construction, not by a calendar.

0INTAKE

1FOUNDATION

2FRAMING · LIST

3PRE-DRYWALL

4SELECTIONS

5COMPLETE

6MARKET

Every build enters at stage 0 and runs the same track. A $400K production home and a $1.6M custom get the identical process; only the media budget and the page content differ.

What already exists

The BC Hub is further along than it looks, and completely unused.

Piece	Status	What that means here
properties table	BUILT	Already has `listing_status` defaulting to "Coming Soon", plus `website_status`, `website_url`, `community`, `floor_plan_name`, `incentive`. It anticipated pre-launch listings.
media_log	BUILT	Kinds are photo, video, render, tour, floorplan. "tour" already covers a Matterport or 360 scan. Nothing to add.
buyer_deck_tokens + per-buyer visibility	BUILT	Tokenised buyer-facing links with per-property visibility already modelled.
property_photos, property_marketing, showings, buyer_feedback, price_history, open_houses	BUILT	All the reporting inputs for the monthly builder report.
Data in any of it	EMPTY	0 builders, 0 photos, 0 media rows, 0 deck tokens. 24 real transactions and 2 live QR signs. The schema is built and nobody uses it.
Construction stage	MISSING	No stage column anywhere. This is the spine of the machine and it does not exist yet.
Buyer-facing build page	MISSING	The co-branded page a buyer actually looks at. The one real build in this plan.
Spec sheet / design board / change order templates	MISSING	Document work, not software. Fast once the format is agreed.
BC brand system v2.0	BUILT	Navy, yellow chip, solid block, Barlow. Co-branding rules can be written against it today.
Marathon media capacity	PARTIAL	Rey and Jeremy shoot, Philip on content. No 360 scanning capability and no scan hardware.

The stages

Approve or flag each one.

Decisions

These change what gets built. Tap one on each.