The I Love CVille Show With Jerry Miller! - Jimmy Eavers, General Sales Mgr, Stanley Martin; Stanley Martin Has Built 600 Homes In Last 2 Yrs

Episode Date: April 28, 2026

The I Love CVille Show headlines: Jimmy Eavers, General Sales Manager, Stanley Martin Stanley Martin Has Built Roughly 600 Homes In Last 2 Yrs Pleasant Green, Creekside, Colonial Circle, Breezy Hill What Does Stanley Martin Like About The CVille Area? Buyer Profile, Floorplan Profile, Closeout Timelines Where Is Stanley Martin Looking Next For Development? Neighborhood Development & Home Building Changes I Love CVille Insiders: New Concept For South Street Read Viewer & Listener Comments Live On-Air Jimmy Eavers, General Sales Manager at Stanley Martin Homes, joined me live on The I Love CVille Show! The I Love CVille Show airs live Monday – Friday from 12:30 pm – 1:30 pm on The I Love CVille Network. Watch and listen to The I Love CVille Show on Facebook, Instagram, Twitter, LinkedIn, iTunes, Apple Podcast, YouTube, Spotify, Fountain, Amazon Music, Audible, Rumble and iLoveCVille.com.

Good Tuesday afternoon, guys. My name is Jerry Miller, and thank you kindly for joining us on the I Love Seville Show. It's an absolute pleasure to connect with you guys through our flagship show on the water cooler of content and conversation for Charlottesville, Central Virginia, the Commonwealth, the country, and the world. Today's program is all about the present and the future. And there's one developer, Stanley Martin, a builder that is moving more dirt and building more custom homes than any. in our community. I'll put it in perspective for you. 600 homes in the last 24 months

in central Virginia done by Stanley Martin Holmes. We will talk present. What's planned for Breezy Hill, what's planned for Creekside in Green County, Colonial Circle in Flavanna County. We'll talk how home building has changed. The floor plan and the footprint

may be a bit smaller. The home as efficient and as innovative as ever before, that primary, often on the first level. We'll unpack that with Jimmy Evers, who's the general sales manager of Stanley Martin Holmes on the show today. We'll also take a look at the future. Where is Stanley Martin targeting for its next two-year run? The two years following that, is it here in Charlottesville, is it here in Amar County, is it here in Central Virginia, or does the Shenandoah Valley in Augusta County look prime for future development

as opportunity, certainly the dirt, a little bit more affordable. So much to cover with a pros pro, Jimmy Evers, on the show today. We'll give some props to partners of the show, Charlottesville Sanitary Supply and Charlottesville Swimming Pool Company. This company has been in business for 62 years, and it's owned by a family, the Vermilions, who have proudly served Almore County for five generations. Their business three generations strong, whether it's anything cleaning related, janitorial related, vacuum related, vacuum repair related, building pools, in-ground pools, servicing pools, pool shade, pool covers at Charlottesville Swimming Pool Company and Charlottesville Sanitary

Supply. We're going to see the Vermilions tomorrow and I can't wait to see him. Judah Wickhauer's behind the camera. I use a sports analogy often. He is the Elmer's glue guy of our team. The stats may not show up in the box score, but without the glue guy on the roster, you do not get to victory lane. You don't stand on the post. And I sincerely mean that about Judah Wickhauer. If we can go to the studio camera and then welcome Jimmy Evers on a two shot. You have the community now watching you, Jimmy. I am A, most grateful for your most precious commodity, your time.

Thank you for joining us. And B, introduce yourself to the viewers and listeners that are watching the show. Yeah, well, I appreciate the introduction. It's one of the best that I think you could give. So I appreciate that. My name is Jimmy Evers. I'm a general sales manager at Stanley Martin Holmes in Charlottesville. I grew up in the Valley, actually, over in Waynesboro in Augusta County. My wife and I, we kind of moved around a little bit. We've lived in Charlottesville. We've lived back in Augusta County. We actually live in Harrisonburg right now with our two little daughters, Eloise and Presley. Talk about a handful outside of work, man. They are growing quickly, but we love them to death. But over here in Charlottesville, help run the Stanley Martin sales team.

we're focused on building quality homes here and obviously you've touched on that in volume to help you know some of the housing shortage in the area over here to help provide that quality home for individuals that are looking to move towards alabemarle county fluvana county green county all those areas that we build in i've been in the industry for five almost six years now and it's a it's been very rewarding to see the outcome of how many families that we've helped over you know specifically with Stanley Martin over this past, you know, 24 months. And since I've been with Stanley Martin this past 12 months, you know, we're focused on, again, building that quality home, but providing an even better service.

And you've met Gunner, one of our reps. He's a stand-up guy. Our whole team's filled of stand-up guy, stand-up women. And I couldn't be more grateful to be in the position I am right now. 600 homes in a 24-month period of time. Yep. That is absolutely impressive. Stanley Martin has built 600 homes.

in central Virginia in a 24-month period of time, folks. That is prolific. Put that in perspective for the viewers and listeners that are watching the show. And frankly speaking, I see some of your development and custom home building colleagues and peers from other companies watching you on the show right now. 600 homes and 24 months, Jimmy.

Yeah, yeah, no, it's been a whirlwind. If you think about it and break that down per month, I'm not good at quick math, but that's a lot of homes per month. That is a lot of, I'll do the math for you with my calculator. There you go, right? With my calculator. What our teachers tell us you wouldn't have a calculator in your pocket when you grow older? We do.

25 a month. Right. And that's, and gentlemen. That's just working through contracts, building and et cetera, not everything behind the scenes that people don't see. That's contracting land. That's getting our contractors on board, keeping them happy and being on board,

building the teams behind 600 homes a month. But most importantly, you know, it's providing the quality of service and quality of home towards the customer for 600 homes. homes, right? We have a very good feedback score from the individuals that buy our homes, that move into our homes and that live in our homes for many years to come. And that's something that we continue to do, even though our volume is ever increasing with our presence in the Central, uh, central, uh, central Virginia area here. Um, what is it about Central Virginia you guys like? I mean, you guys are currently, Creekside is Green County. Yep. 300 lots. No. Colonial Circle is,

is approaching closeout. It is. Fluvana County. Yep. That's a mix, a single family detached and town homes. Yeah. You got 80 and Breezy Hill. Yeah.

Right. That's Keswick. Kesewick, yeah. Kesewick, which is prime. That was my old stopping grounds, Glemmore, before we moved to Ivy. You, you, there's homes being built everywhere. What is it about this region, this area, Central Virginia, that Stanley Martin likes so much? Yeah, that's a question that we get nonstop.

You know, in our models, me talking to individuals in the industry. and just, you know, mom and pop when I pass them on the street, that if they know what I do, they'll ask me the same question. And growing up in the valley in Charlottesville, you really forget that we're surrounded by mountains. We're surrounded by outdoor recreation activities. We're surrounded by so many colleges, so many big businesses. And I think a lot of, you know, builders, businesses, et cetera, don't notice that.

They're starting to now. But that's what drew Stanley Martin to this area was the population, the area around it, the recreation around it, the history around. the area. And not to mention that, you know, getting outside of Fairfax, Northern Virginia, and D.C., where Stanley Martin was founded, the dirt is much cheaper in Central Virginia than it would be really anywhere north of that. So those things combined brought us down here and what we look for, right? It's the ability for individuals who move here to have something to do, whether it's a tie here historically. They went to school at UVA, they went to school at XYZ, and they're coming back.

They have children here that also might have attended school or that moved down here and now their family members are moving to accompany them. But it's really just culminated into this family-oriented area with a lot of recreation to do and a lot of exploring to do outside of the home. And for us to be able to offer a quality home and an affordable price with the dirt and the cost of building. I'm absolutely fascinated by what you guys do. You guys are planning neighborhoods. you are doing development years in advance. This is speculation. Anticipating marketing needs, market needs.

You are anticipating employment hotspots. You are anticipating or trying to anticipate rates, managing capital, managing thousands of subs. You're rolling out sales teams. You have tiered levels to sales teams

which requires immense training trust and oversight. You have this company completely dialed in and vertically integrated to the ability of financing in-house. Model

homes are not just commonplace but they are so sophisticated and innovative that people fall in love with Stanley Martin's housing stock walking into these homes. Huge market advantage for you as a developer and a builder. The local guy has a hard time doing that. This whole concept is just so dialed in. And I want you to put in, I love to take Creekside in Green County as a microcosm of this. Stanley Martin knows that Rivana Future and Rivana Station is going to be an employing.

hot spot tied to biotechnology and astrozenica bringing 600 jobs on market and the next you know 12 to 24 months 600 jobs at a 125,000 starting salary right the world headquarters for astrozenica right next to astrozenica and this biotechnology beltway is a neighborhood called creek side yeah 300 lots from staley martin i'll start open-ended put this all in perspective for the viewers and listeners yeah i mean i think you just summed it up better than frankly i probably could just now um it's you know a lot of it is uh forward looking of where a lot of the population is moving to or moving from out of um and combining those with trying to predict and sometimes getting lucky like we did at green county right you know take a step back it's not all you know butterflies and roses you know when you go into you know

bid for land. It's a stressful process. So the fact that we even got to that point where we won the bed for the Green County land, we're able to construct there. We fell into a little bit of luck, but I think the saying is when you do the work and you show up, sometimes you do fall into the luck, right? But not to say and not to discount the research that's put into beforehand of where do we go, where do we build, and try to get as close to where we think businesses might pop up, where we think population might pop up and try to hedge our bets in the long run. You know, we have a whole team that's a market research team that dives into all of this. When we bring them a piece of land to say, hey, we're thinking about building here,

they deep dive into every single facet that you just outlined. They deep dive into what does the population look like? What businesses are surrounding there? What are in the headlines for proposed businesses to come to that area, to keep fueling the neighborhood, right? If you don't have the population and the fuel to build the houses, does it make sense to even build the houses in those areas? So all those kind of combine into a formula at the end of the day

when we go to look at land and say, hey, we think these businesses are coming. We think this population's coming. Let's go in and bid for the land, make sure that we get a great price for it so that we can offer that to the end user, pass it straight on, and end up building there, hopefully throughout the land process and getting the bid, et cetera. You know, I've been self-employed for nearly 18 years. 18 years in May, this firm turns on the 29th of May.

And I'm a firm believer that luck is predictable. The harder I work and the harder I plan, the luckier I get. Right. And we all know this that are in any kind of business for ourselves or for other folks and close to decision makers or our decision makers. What they're doing is not lucky. They have this sophisticated algorithm nuance of where the market is moving, and they play in years in advance and are betting tens, hundreds of millions of dollars that something is going to play out a

certain way. And that's why the saying is, is followed the developers. And if the developers are pushing dirt, then something, that's where you want to go. Can you give the timeline or the flipbook of something like Creekside and Green? Yeah. So, you know, that's a great question where when we're looking at land in the reality, of developing a neighborhood isn't tomorrow, right? It's not next week. It's not five days from now. It's a two to three year, sometimes plus process. Um, you know, some of the neighborhoods that we

working on that, um, you know, will come to fruition here over the next year. So, um, that we, and you and I didn't talk through this off camera. We're a handful of more lots that we're going to have coming in the next few years. It's been in the queue for six, seven years, you know. So you're talking before COVID. Before that, right? And that's, that's just, you know, sometimes with jurisdictions, city constraints going through, you know, the red tape, making sure that we're doing everything and working with the city that we need to do that, you know, works for us as a business, but also works for permitting, zoning, et cetera, with the city or the counties.

But that's a, on average, two to three year process, right? It's not, hey, we buy land, we go stick a shovel in the dirt immediately. There's a lot of things behind the scenes that have to happen. So, for example, Creekside, you know, I think it was in the queue for, again, that two to three year time frame where the land was purchased to when we actually started selling. And there's a lot of development behind the scenes that goes into that. That's marketing. That's sales input.

That's construction input. But before that, that's land. That's the market research team to do everything that we just talk through to go in and do the research. So at the end of the day, I think it's probably about 20, 30 percent luck, but the other 70 or 80 percent is hard work. And it's learning over time, right? It's making mistakes, you know, as a business, as a person,

And as a self-employed business owner yourself, you learn more from mistakes. Constantly, yeah. So we've learned from our mistakes over the years. And even since I've been here, my team and I, we learn from mistakes every day. We say, you know, we did this. It didn't work. Let's try to do something better or try to pivot or it did work. Let's keep doing it.

And that's what Stanley Martin's all about. They pick the good. They keep doing it. And if something doesn't work, they adjust it immediately. And they put that into action. So, again, it's a process to get there. but the reward is so fulfilling and seeing those homes come up, a neighborhood being built. And just to think of me having kids right in my neighborhood, knowing that their families out there that were helping get into homes where they're raising their families.

Their kids are going to grow up and say, that's where I grew up. They're going to take their significant other, their kids eventually through if they decide to have those and say, this is my home where I grew up in the Charlottesville area or as we expand wherever we go. You have comments coming in quicker than I can keep up. Viewers and listeners, if you have comments for Jimmy, put them in the feed. I will relay them live on air as many as I can. We want this to be the water cooler of content and conversation. I see real estate agents and brokers watching from five different firms locally and folks in the Shenandoah Valley and Augusta County watching as with brokers in the Richmond short pump area as well.

I have a handful more of questions before we take questions from you, viewers and listeners. give us the timeline, kind of the close-out timeline of neighborhoods. I'm so intrigued by the nuance and the strategy. Give us the nuance and strategy of what you do with your boots on the street, your colleagues, your lieutenants of selling out a neighborhood. Yeah, first of all, it's making sure we have the right product for the right buyer profile, right? If we see through that research that we have a lot of downsizers that need a main floor living or some sort of primary on the main floor, then that's what we build in those areas, or at least have those options.

So it's doing the research before the neighborhood even starts to be able to offer the right product at the right price to the right buyer. Once we get in the neighborhood, we make sure that we're providing a top tier service. That's me in the model homes, in the neighborhoods, boots on the ground, working with my team, making sure you touch it on training that they're top tier, their training, that they know the ends and outs of their product, the ends and outs of the buyers that are looking for those homes, so that they can help get in,

help those buyers get in the homes efficiently and effectively, right? And, you know, sometimes the salespeople get a bad rep, but our team is really focused on helping you achieve your goals, not trying to push you into a home. That's a major piece of that process in closing out, because if we're just trying to push people into the home, then that creates a bad rep. reputation. And so far we have a good reputation based on what our realtor friends and our

purchasers and our buyers and our homeowners are giving back to us. But it's really being in tuned day to day throughout the sales process, throughout the year to two year to three years that it takes to close out a neighborhood and keeping things consistent with the market. And sometimes, for example, like at Creekside, we've got to switch a little bit, right? We have a handful of different floor plans that we can pick from to build. Our business is a special. home business. So we will build the home, spec it out to certain, you know, extent. We put in the options. We pick those options out. And then we offer that final product to the customer. But we just recently noticed that there was a shift in the market where we need to be able to

offer maybe a little more customization, right? Can I have this color over this color on this lot that we haven't started construction? What drives shifts in the market like that? It's a couple different things. A lot of things that are going on politically. We'll drive. those shifts, budget consciousness, affordability is a better word there, that'll drive those shifts, but also to what our competition is doing, right? That's a major piece in helping get through a neighborhood to provide that quality home, but ultimately closing out is, what are our friends down the street doing? You know, that's one thing I'm heavy on boots on the ground is calling our competitors, shopping our competitors, looking at what they're doing. And if something's

working, just like we talked on before, we will implement that in our business, you know, if we have the ability to. And if something's not working, then we don't want to necessarily do that. If it's not working for somebody else, and we're right down the street, it might not work for us. So being in tune with that market to the extent of what our competitors doing, what our friends on the street are doing, help drive that a little bit. And it's also just initially what the market is pushing for. If we get a lot of people in through our doors and our model homes, and they're saying, well, we like this 90% or 80% of how it's set up, but we wish we could fine tune this

and we get enough feedback from our customers, then we'll take that and implement that over time, similar to what we did kind of at Creekside there where we realize we're missing a small gap in the market, and we need to be able to pivot quickly to be able to offer these things that our customers are giving us feedback on. Yeah.

I'm really intrigued by this. The floor plan of homes and the, want or the needs, the asks of clients have changed. And you've seen it with the execution of your builds. Take, for instance, the Whittington neighborhood, which is down, which is southside Charlottesville. Urban ring just over the Charlottesville, Almore County line, down Fifth Street extended. Whittington is a gorgeous, gorgeous, gorgeous neighborhood with very, very big homes. Yes.

They are now trading in, you know, the home, the folks that had these homes built are either selling them now or they've already sold once and they're trading again. And these homes, I follow the MLS extremely closely, are trading in the 1.5, 1.6 range and up. Yes. And these are homes that are, I mean, 5,000 square foot home might be small for Whittington. Yeah. You got homes that are, you know, three levels, six bests. bedrooms, four and a half, five baths, tricked out. You're basically talking mansions on half acre to three quarter acre lots in the urban ring, close to everything by the bypass. That is just a

beautiful build. Yes. But that may not be what is in vogue or popular right now. Talk and put that in perspective here, how the shift of the client goes from a 6K square foot footprint in a million five, I mean, goodness gracious, the cost to construct in today's market, I mean, what's a baseline price per square? Is it 325? Yeah, it's pretty close to that. Is that 325? Yeah, it's high here.

At 6K, at 6,000 square foot. I mean, we're talking about a million nine without the dirt. Yep. Okay. That right there does not meet today's market. It's too expensive. Yes, it does. So what are we now at 2,500?

Yeah, yeah. With the first floor primary? Exactly. Four and two and a half, four and three and a half? Yep, somewhere in that range, right? Mid-fours, upper fours in that range. But a lot of that is just affordability, right? It's we're seeing overall and, you know, taking a step back, we're owned by Dawa House as a Japanese

company and we're seeing a lot of that. If you look at the industry, you know, globally, you see a lot of that in other areas where the shift isn't to have more. more is not better. It's what fitchier needs right now. And that shift is coming from what we're seeing there, but also what we're seeing market based here, where we built those, like you said, there's 5, 6, 7, 8,000 square foot homes in Whittington and other areas. And our business model. And we sold them out. And we sold them out, right? We didn't have any issues selling them at the time. But that was based on the current market climate and the affordability there. So affordability is a big shifter in that.

where we're seeing a lot of individuals fall into that, you know, three to 350 to 450 to 500 range. So call it the three to five band right there for. Which is probably the price of your first time. Homebuyer. Yeah. Exactly. And that's the bulk of what we serve in a lot of our essence neighborhoods.

And then in Pleasant Green as well when we're in Crozet is a lot of first time homebuyers. You know, we take them in, we walk them through the process. But they initially come through our door because they're seeing other homes in Charlottesville that are either older or our friends down the street. that may be a little bigger, but they're such a higher purchase price that it knocks them out of their affordability band, you know, their pre-qualification amount, what they want to spend, their comfortability budget in that area. So, you know, again, it's going back to the market research and staying in tune with the market itself and seeing that trend of we don't need to build five, six, seven, eight thousand

square foot homes. They're nice. They're fun to build. They're great to walk in and walk through personally and see everything that we can do. But what is our end goal? And our end goal is to serve the customer. And if our customer can't afford that for the masses, right, you know, based on interest rates or, you know, whatever's happening in the current climate, that we need to shift and serve this part of the market where we need to help these individuals get into a home that's more affordable. That's a quality home. That's unbelievable. Comments are coming in extremely quickly right now. I'll get to some of the comments. Number one in the family, we'll get his photo on screen. His name is Deep Throat. We've nicknamed him, and he is about as

nuanced as anyone when it comes to development, frankly, a lot of topics. He asked a handful of questions for you. I'm going to pick a few of them, because he's got three, and I think we could probably spend the entire show on it. Actually, he's got five. How does Jimmy feel that construction costs hard and soft compare in Charlottesville and Amar County to some of the other areas that Stanley Martin operates within. Yeah, I mean, construction costs vary based on the different areas that we build in. The construction costs in the Abermire-Sharletsville area are comparable to other areas. So we build in Richmond up and down the East Coast.

A good part of our business is that we do so much volume. You know, we're able to help negotiate that volume with our contractors and keep the cost lower. but the overall construction costs are similar in other areas. It's really the land that is the key there, right? So the land's the variable. The land's the variable. That's the one thing that we try to do the best to control when we go to look at land deals is can we get this affordable again?

So it makes sense with our construction costs, with our time frame, our timelines to be able to support the end user and what they're looking at, the customer that's going to live in that for the next 10 years. So to answer your question directly, the construction costs are similar. They vary a little bit, but the overall is the dirt, that's the variable.

And again, that's why we're looking, you know, it speaks for ourselves and where we're building. We're looking on the outer perimeter of areas, not necessarily in the middle of Charlottesville, in the middle of a city. We're looking on those outer edges where dirt's a little bit less expensive.

So if our construction costs are similar between different neighborhoods and different areas, and the dirt is less expensive, then we can offer the home at a lower price, which is more affordable to that homeowner. Fantastic answer from Jimmy. Follow up from him, then I'll go to half a dozen other questions here that are coming in quickly.

He asks, it seems like you guys are choosing larger development projects, is it more efficient to produce housing at development scale as opposed to a smaller scale? And if he could offer some explanation to that. Yeah, absolutely. It definitely is, right? It goes back to the Whittington homes where, you know, I don't remember off the top of the head how many homes. there, but let's say it's 50 lots. That's probably about close. It's probably close.

You know, 50 lots versus a 300 lot community going back to our subs and our contractors, if we keep them busy in 300s versus 50, then they might be willing to work with us a little bit. Just like a lot of other things you purchase in life, if you buy in bulk, aka the land, depending on where it is and negotiating values and terms, etc. But overall, if you buy in bulk, then it becomes more affordable to essentially, you know, parcel that out. into more land to be able to offer more homes, which again, helps our costs, helps our contractors, helps our end goal. So absolutely, when you build a bigger home on a bigger lot, there's obviously more construction costs, more costs than the land because it is a bigger area to develop and

build on, than it would be in a three or four hundred lot community, which is what you've seen Stanley Martin, and frankly, a lot of builders shift towards, right, that are thriving, right? There's still builders that are doing great work out there that build those work. one-off custom homes on an acre on your own land, but they have a different goal than what Stanley Martin does at this time. Our goal is to expand. And again, I've said it repetitively, but build that that end goal, that quality built home at an affordable price for that customer and us buying in bulk in a bigger land. Your goal is volume. There's quality volume. Exactly. Yeah. Quality volume where say a custom home builder that does fantastic work locally, that might be,

you know, a smaller team is still wanting to do quality, but they can't do it volume. So they're trying to do it three to four times, five to six times, and make their business that way. Totally get this is, this is fantastic. Comments are coming in quickly. This is a great one that we were, we were going to cover anyway. Has Almaro County or Central Virginia, has the dirt become too expensive for development here? Yeah, no, I don't think it's become too expensive. You know, we have this conversation myself with individuals in the industry, my team, but also internally with our teams, right? Meaning within Stanley Martin, right? We have that conversation of, does it make sense to go in and look at land in the city? It's not too expensive. Just like any other

business deal, so to speak, you have to find the right deal. And we are, thankfully, Stanley Martin is in a position where if we don't find the right deal, then we're not constrained to buy a bad deal and force to build in there. Now, it might be a good deal for another builder, another developer, but if we take a look at it and we deem it not a great deal, then we will not pursue that, right? So it's all about what your goal is. It's not necessarily more expensive or too expensive to build within the city of Charlottesville. It's just, again, with our goals, it makes more sense to go to the outer ring because we're buying a bulk. The other side of that is land's finite. So when you look at land in the middle of Charlottesville, deep in the heart of the city,

that's not in that urban band surrounding the city limits itself, it's finite, it's hard to get to. It's hard to permit. It's hard to zone for obvious reasons because they don't just want anything to be thrown up there. Sure. So 10.2 square miles in the city, he's saying there's only so much of it. So the land that is left for development upside is going to be pretty costly. It is. Because there's not that much left.

Supply and demand, right? If there's a low supply, big demand, then whoever owns that land, they can offer more for it. They can request more for it. Yeah. Tomorrow we have Mike Pruitt, who's Al Morrow County Board of Supervisors on the show, one of six people that pretty much determines development in Almore County. Maybe I'm putting you on the spot here. I'm doing it in a very nice way here.

Yeah. Is development in like a county like Al Morrow or? or any of the counties in central Virginia, is there a lot of red tape to navigate? Yeah. What is like the policy, the politics around it? Yeah, when we say red tape, a lot of people think that as a negative thing,

it's really not a negative thing. And what I mean by that is there are certain precautions, limits, and structure so that, again, that it is a controlled environment. And whoever sits at the board of supervisors for Alamar County, Charlottesville, whatever area, they want to keep a certain light surrounding that area, I guess the best way to put it. So they put those precautions up or that red tape that people

deem it to have that process to go through to say this is what we think should be here. This is what's required. And it's not a just take relationship, right? Like we have a good relationship with all of the areas that we build and all the jurisdictions, all the board of supervisors, et cetera, because we have to go through those processes. but it's a work in progress of this is what we want to build here. What is the process? What does that red tape look like? So by no means, is it a negative thing?

I actually think it helps long term because then you get a structured area that is thought out and not, you know, again, you know, some Whittington neighborhoods right next to, you know, maybe another different type of neighborhood, right? It's thought out, it's structured, it looks better. Then it's better for everybody. for the city, it's better for the jurisdiction, it's better for the builders, it's better for the businesses, in my opinion. Now, you know, the process to go through is a lengthy process, which is why it takes two or three years to get a shovel in the ground to start building on some of our

land. The actual process, there's a multiple people involved from, you know, the legal side, the land side, the development side, which are two different things. So you have land acquisition that goes out to look at the land, and then sometimes you have a developer that you partner with or land development company. So everybody works together with the jurisdictions to say, what are your restrictions? What are your requirements? And again, I think they're there for a reason. You know, sometimes there's open conversation of should this be included? Should this be a requirement? And sometimes things do shift where, you know, over time, over a course of five to 10 years, either they get more constrained or less constraint, but it's for a certain reason. It's not just for what if. Let's see if this works.

Let's see if this does. Again, I'm a optimist, so I think positively, and I'm thinking long-term of how I just said earlier of making the community better and more structured with the red tape. Now, not to say that, and I'll say this quite openly, sometimes it is frustrating to go through because sometimes some issues pop up last second that you have to go through that maybe weren't in the queue when you looked at the land. Maybe things did shift as you're starting to develop. But again, it's having that open relationship with the jurisdictions and the people that make those decisions to have that open conversation

and figure the process out. He's crushing the interview. I mean, he's answering everything perfectly here. I mean, the back of the napkin is, what, 25% of the cost of a home is associated with red tape in some capacity? Yep, exactly. Yeah. So a $400,000 home, 100K of that in some capacity is associated with the process.

The process, right. And that's more in depth than just having a discussion with the county of the jurisdiction. It's, you know, again, it's all the legal behind it. It's all of the X, Y, Zs. You know, the best, I guess, tangible explanation or example I can give is that some areas that we build in in some jurisdictions, they would want like a brick front on the house. well, we all know that brick is more expensive of a material than stone or vital siding or hardy blanket that matter. So going through that, how I talked about earlier, doesn't make sense financially

for us to go through this process to give the jurisdiction what they are requesting and ultimately the homeowner to be able to offer that product from Stanley Martin, right? You know, now there's more in-depth examples to go into, but for the general audience, it's they can picture stone or, you know, vinyl siding versus brick. And if you go through brick, it's a lot more hoops to jump through because you have to, on our side, figure out the contractors, figure out the material. But on their side, they have to figure out what type of brick, how far is at the full front, is it the whole house? You know, there's a lot of questions that you have to go through and notoriously and historically. Those conversations take time. It's not like you and I can sit down

and hash it out over an hour. Sure. You know, it's months or year or years to get through that process, which time is money. If you take a year, you're spending more money to get to the end goal. I love it. John Blair on LinkedIn, given John Blair's photo on screen, given the relaxation of accessory dwelling unit regulations across Virginia, as Mr. Ivers seeing an increase in demand for ADUs with new builds? We haven't. You know, that's a really good topic that I've recently been diving in on. We haven't seen a ton of requests for those ADU areas. I've, I've, I've kept up on the current market in Charlottesville and kind of what the process is for those ADU areas and units. But, you know, those are actually, you know, we'll take a step back again, when the land deals,

sometimes those jurisdictions require that we build affordable dwelling units. Again, it doesn't make sense to do that with our product that we're offering. But we haven't seen a ton of request for that. A lot of it, the request is just market-based that a lot of agents in the industry developers or anybody in the real estate industry, will kind of tell you it's there's a lot of first time home buyers that are coming out with not a lot of money on hand down payment wise and they're very conscious about affordability just like probably you were when you were buying your first house just like i was just like everybody that's listening here was so it's more about affordability based on what we're building than a specific

either a or specific type of home that we're building but all those kind of give us what we need to build at the end so the average age for the first time home buyer is that it's all-time high in American history, according to the National Association of Realtors, it's 40 years old. And the new metric is about to be released. The expectation is it's going to be even higher than 40 for the first time home buyer. And frankly, the most dominant, the buyer pool that has the most influence or market share is the boomer. The boomer is selling home elsewhere and going to a Stanley Martin and buying home and sometimes cash scenario.

or in other scenarios where down payment is so significant, the finance portion is much smaller than, say, a first-time home buyer who's struggling to find that 20%, which I think you're seeing, as a result, some influence on floor plants and how they're being built. Outside of maybe the primary and the first level, what other influence are you seeing of such an older population being the dominant buyer population right now. Yeah, really, it's livability.

Okay. It's the best way to put it, right? If somebody that, an individual or family family that has lived in a house for 20 years that has multiple floors, what does their current situation look like as to, you know, ease of life, right? Can they go up and downstairs? Can they navigate, you know, carrying their groceries maybe upstairs to their second floor if it's a split scenario? where you have to go to the kitchen on the second floor going up those stairs. That influence really has shifted more towards, you know,

main level living, one level living, ranch style. It's almost ranch, ranch homes. Yeah, there. We see a lot of those, you know, at Creekside, for example, I would guesstimate, you know, 40-ish, 50 percent, half of what we build are ranch styles, right, in the single-family home sections that we have.

You know, we are very conscious about having that availability because that's what the market is shifting towards. Now, there's other areas like, Jose were, you know, we sold out of our single family home section at Pleasant Green. They all were three levels single family homes with basements finished or unfinished. We're serving a different buyer profile there. We're serving, you know, maybe a first time home buyer that's trying to live in, Crozay for our specific reason.

For schools. Families with kids. Western Albemarle, exactly. That need that extra space down there that, you know, maybe are looking for more space there in our three level, you know, single family homes. Now we're seeing that kind of transition to the townhomes, right? school's almost back in session or out of session. It will be back in session around August-ish after the summer.

Our delivery time frames for Pleasant Green are around that area. We're seeing a lot of influx already where individuals are moving to that area. Or maybe they've been renting in Charlottesville, but they want to go to the Western Albemarle School District because of obvious reason. It's a top school district in the area. But they are transitioning there to be able to live there, but the affordability comes into play. So we're offering three level townhomes with one car garages with a backyard for those family members that you can't find really anywhere else in Crozay.

And we're offering those on a time frame that hits right before school starts or in the summer. But you're crushing it with that. We are. We're very consistent there. You know, Gunner, who's been on the show here before. Love Gunner Cook. Gunner Cook's awesome. Valerie Williams, who's also out there.

You know, she's a seasoned neighborhood salesman. She's been in the industry for a long time. All the way to our construction team, Lenny, is out there. You know, he's been in the industry for a long time. You know, they work well. They provide a lot of feedback on what's working, and that's working. They're seeing families willing to move from other areas to Crozee specifically for that school district, and we're offering backyards for our townhomes where you can't find that in Crozay.

It's that livability, right, that I talked about earlier, whether it's a downsizer, a move-up buyer, first-time home buyer, any of the buyer profiles. So, you know, to hit on Pleasant Green a little bit, we started the upper threes there, right, 360, 370 for a three-level townhome. That's anywhere from 17 to 21, 2,200 square feet with a one-car garage. A lot of those have a finished bedroom on the first floor. So if you do need a first floor, you know, area or bedroom for whoever it may be in your family, we have that option.

And then it's, you know, a difference in, you know, living areas. So if you have kids, they can be on the third floor. You can have a kitchen, you know, downstairs on that second floor and you can have friends over for, you know, dinner one night and the kids can play upstairs and the adults can be on the the second floor it's that separation of space and livability that that offers there so there might be only two companies in the entire region that could deliver that product and new construction at that price point yeah i i genuinely think that and i know them this is the the work we're in there's i think there's two yeah at that price point and is it crushing uh we are very steady yeah compared to other buildings

in that area. Correct. Yes. You know, it's, it's price point. It's square footage. And it's also, I think, how we... And new. And new, right? And it's also how we present Stanley Martin, right, as a whole. We're not just a builder. We are a full service. We will bring you in. We will help you find the right home on the right time frame to the extent where after you sign a contract, the whole team's involved, right? It's your loan officer on the mortgage side. It's your construction manager on the construction side. It's the sales team. It's me. I'm involved a lot of the time, right? Sometimes not customer facing a lot of times on the back end, but I take my team out and we walk through specs. So if you come to us and you build a home with us, we're going through

and we're blue taping it right behind our construction manager. And then right before you said, blue taping is going in and no construction, no construction process is perfect, right? So even if you have, you know, a $10 million home in Beverly Hills that's being constructed, there's going to be nail pops, there's going to be cracks in the drywall that somebody missed, there's going to be a scuff on the paint. We're going through behind everybody else and making sure that those items are identified and taken care of before you move into the home. Now again, nothing's perfect. Sometimes things happen. Sure. But that's the extent that we go to. So you've got three, four, five people with different sets of eyes looking at your home at every one of our communities, making sure that home is

before you take ownership of it and make sure it's a solid build during the process. You've got Michael Guthrie from Howard Hanna, the broker emeritus watching the program. He has supervisors from Admiral County, Nelson County, Fluvana and Green on the feed. One city counselor in Charlottesville watching the program as we speak. This question comes in from Philip Dowell, Mayor Scottsville's photo on screen. We've monikered him, the Mayor of Scottsville. What is the turnover time from start to finish to put up a house? building 200 homes in a year brings up the timeline question how quickly you get that done yeah uh so if we're

talking like foundation when we put a shovel in a lot to the end of the build meaning the home is getting settled on uh it's about 80 to 90ish days unbelievable depending on foundation type home size etc uh and that doesn't lack in quality we get that question a lot well they just throw up the homes we don't really throw up the homes but we have our our process so dialed in that we know when each subcontractor's coming out to the hour, they're coming out on the day they're supposed to be there doing the work in the process to get that home to the angle, right? It's instead of one crew working on one house every other day, we've got two or three crews working on the same house to knock it out in that time frame.

So when we go back and talk about Whittington and the quality there, you're getting the same quality in that house and the essence product and in Pleasant Green and in Keswick that we will build in any other area. It's just at a more efficient time frame because of, you know, building efficiency over time. Like I think we touched on this earlier is we learn a lot from our mistakes. We learn a lot from what to do. But I personally, and Stanley Martin does as well, learn more from their mistakes. So seeing some mistakes in the building efficiency, we're able to fine-tune that. And that's something that, you know, my boss, my boss's boss, our regional present, everybody is focused on. And how do we build a quality home in a timely manner?

Like the question just stated, if you're building 200 single family homes and it takes you a year to build one single home, you can think about the costs that are incurred in that, but also the time frame, let alone for 200 homes. I mean, that is, again, quick math. I have no idea, but that's a very, very long time to build 200 homes if it takes a year, right? So narrowing that down to a couple months from shoveling the ground until end really helps the end user everybody. And this company has done 600 homes in the last two years in central Virginia alone. And it's just absolutely, it's prolific. It's prolific what's happening here. Handsome Hank Martin, his photo on screen, he's got, I mean, questions are coming in here very quickly.

Hank Martin, with construction experience throughout Central and Northern Virginia and beyond. He says he's curious, which jurisdictional entity is the easiest to work alongside and which is the most challenging to work alongside? That's a great question, and we'll play a little piece of here. But, you know, they all have their different ends and outs. I think that the more established jurisdictions have a little bit more at tape because of just historical, you know, process, right? They've seen a lot happen in that area,

and they've passed that down to the different members that set on the boards of supervisors and that make those decisions. You know, where you go into any jurisdiction you have required, set that we have to follow, but it's the more established, more the, I hate to use the word older, but older jurisdictions, if you will, that have seen more, that have more red tape. And again, it's just precaution. It's not a bad thing. It's not like they're easier or more difficult to work with. It's just precaution to make sure that, like we use precaution on our builds. They use precaution to make sure that the city, the jurisdiction, the county is well taken care of and

thought out. Same thing on our end. So there's nothing, there's no jurisdiction or area that's easier or easier or more difficult to work with. They're all different. You all, you encounter different people and different requirements and different scenarios in every single jurisdiction. And a lot of times we'll build in an area and come back. And we, we, we run into a different requirements that we just went through two years ago, right? Of course. It evolves over time. Living, breathing documents and elected officials every four years. Yeah. Yeah. Yeah. Yeah, I totally get that. Comments continue to come in.

We're going to take as many of these as possible, 55 minutes into the interview. Dude is crushing this interview here. I'll throw this to you here. This is coming from Richmond. Can he put into perspective how big Stanley Martin is headcount-wise? Head-count-wise, you know, we're in the thousands of employees. I can think in Charlottesville, Richmond, our central Virginia area here, you know, we're probably 100-ish employees deep. So I had to put a guesstim it, probably three to five thousand somewhere in there.

But that's spanning from, you know, Maryland, Northern Virginia area all the way down into Florida. Florida, yeah. So we're on the whole East Coast. But we're always evolving. Like we're multiple, you know, wrecks out for multiple different areas all the way from Northern Virginia, Maryland all the way to Florida. So that number is going to continue to grow exponentially because we're focused on growth as a company. So, I mean, that number could be doubled by, you know, five, ten years from now. That is absolutely awesome.

You have emphasized multiple times always buying land, always looking for land to buy. Yeah. Break it down. Yeah, just like if you're in sales, the term is always be closing, right? It's always focused on the angle, how to get people across the line and how to eventually, you know, help that individual out. Same thing with our land. You can think of it that way as we're always trying to close on land because, like we talked about earlier, land's finite. So if we can get in, we can buy land.

Land's cheaper today that it is a year from now. Exactly. That's what you're saying. Yeah, yeah. You know, the value of a dollar, right? The dollar, it's worth more now than it is five years from now, right? So, you know, there's multiple avenues to explore when we're looking for land. It's where, obviously we want to build on it first off, but if we can hold it and if that land deal doesn't make sense in five years, and then we can make recurring revenue off of that land sale and then go to somewhere else, that makes more sense to buy land. talk of land banking. Exactly. You know, that's not necessarily part of our overall strategy. But it's an exit if you don't want to do it. Exactly. Just like any other builder would be that's

trying to accomplish similar things that we are, right? But we are always looking for land in every area, right? We have from our CEO, Steve Alloy, and our, you know, sea level execs, Carla Pazulo, all those people and individuals, you know, up in rest. And they give us goals to say, you have to go out and. find X amount of land deals per year. Can I ask what goals are for you from land? Is that as that's something that I might get my hands back a little bit if we get there. But there is multiple land deals in the central Virginia area that we are always exploring. We're not looking for one or two a year. We're working towards multiple so that there's a couple different facets so that we can keep building. We can keep growing. We can keep our employees employed. And we have that runway to do so.

And then so we can keep expanding as a company because what we're doing is Stanley Martin is different than every other builder, right? We're trying to give that price point with the quality and also the process. So if we can do all that and become, you know, a top 10 builder, more recognition, more name, we can expand into the other areas. Just like we're doing in Charlottesville. You're talking economies of scale here. Exactly. Texas, you know, California, Louisiana, wherever we decide to go. Yeah.

So, you know, our business now is fueling our land growth. because we are successful in providing that quality, you know, that quality home to the end user. Sure. It's fueling our land growth so that we are continuously looking for land anywhere that makes sense. And that doesn't necessarily mean for Charlottesville specifically in the heart of Charlottesville on the exterior, you know, going into Scottsville, going up 29, going out in the fluivana. We're looking at everything. Totally get it. A total macro look of you for it.

Totally get it. I have entirely too much respect for. you to ask you specific deals that are in the hopper. So I'll try the question a different way. How many are considered land acquisition? How many deals potentially are, not specific ones? And the follow-up to that would be with your job specifically, what's the percentage of Jimmy Evers is doing,

pursuing land acquisition or helping drive land acquisition as opposed to individual rooftops sold? What's that balance? Yeah, the balance. is an easier question to answer than the first one there. The balance for myself in particular boots on the ground is seeing just like any other business would or just like you said it earlier, follow where the builders are going. I'm following where the builders are going. If we're not in an area and I see that another builder is successful for X, Y, or Z reason, I'm immediately

bringing it up to my leadership and my senior leadership, right? It's the, they are successful here for this reason and I've watched it. Let's go explore it, right? that's really the extent that I get involved as land acquisition, but I'm also driving around Albemarle County. I live in the valley. I'm driving around the valley. I see land parcels that pop up for sale. I'm sending those into our land team,

or at least telling them about it so that they can go pursue it. So, you know, I try to act sometimes as a middleman. If I see it out there, if I notice something that's going on in the market and suggest that. And I think that's what's helped fueled a lot of growth, right? Like at Creekside, we've seen a lot of success. And at Colonial Circle in Palmyro, we've seen a lot of, of success because of how we build and where we build and the process and the people that we have

employed that help individuals get into a home. But we take that and we look for those instances that are successful in other areas and say, can we picture this here? Does this work? Right. Now to answer the first part of that question, we're looking for it all over. It can't give details to ask exactly where and specifics. But, you know, we are in Charlottesville. We want to stay in Charlottesville. We want to expand outside of Charlottesville. So obviously if we're building in Charlottesville, Abelow, County, and Flouvanna County,

Green County, and those surrounding areas. Comments continue to come in here. Michael Buchensky, First Heritage Mortgage, says Jimmy Evers is the absolute man. He says, Colonial Circle Townhomes and single family houses are a perfect price point and product

offering. Elise Long is watching the program. She says, essence by Creekside is such a cute neighborhood. I absolutely love the growth of Charlottesville. Multiple people, and guys, we're 60 minutes in, and I'm very mindful of this gentleman's time. But multiple people are asking about Augusta County in the Channadoa Valley. Yeah, yeah, I will take that into two. I'm going to plug us a little bit in Creekside and Colonial. Sure. Creekside is, you know, one of the most popular, along with Colonial Circle. Creekside's Green County. Creekside is Green County. Yes, right up 29.

About 300 lots, give or take a little bit, probably a little bit over that now that we're talking out loud. We've helped approximately around 120 homeowners over the past year. We're not even a year in. We'll be a year in May. But we've helped about 120 homeowners find a home in Creekside in less than a year. So that alone speaks for itself. But it's a mix of two-level townhomes with one car garages that are in the low 300s that you can't find anywhere else. It speaks for itself.

Quality built, you know, warranties, et cetera. They look great. They are modern courts countertops, et cetera, et cetera, right? The single family homes, yeah, the single family homes there are similar, right? They have a very high build quality, but you can get basements finish for the most part. So you're expanding your, you know, square footage internally, building that square footage to expand with the home. We also have, you know, slab foundation home sites there. So come visit us and, you know, call us, set up an appointment.

our two representatives there, Dylan Long and Garrett Bradley, along with our construction team, Ricky Drew and Phil, they do a great job in tandem of building you a great quality in product. And the same with Colonial Circle, right? We started with Colonial Circle. We built those house types. Those work for that area. We use Colonial Circle as a precursor for Creekside, what we were going to do there. But Colonial Circle, you know, it's in a different area in Palmyra, close to Lake Monticello. So you've got some different recreation activities closer by than you would at Creekside, for example. But we're building single family homes out there, finished basements, slab home sites, all affordable. We've got sub 400 purchase price for a single family home, which if you're in tune with the market,

extremely hard to find if you can find it at all, other than our new construction communities. And then we have three level town homes out at Colonial Circle in Palmyra. Those have one car garages. So the second part of that question, going to Augusta County, you know, across the mountain, it's something that I think is inevitable for a lot of builders in this area. Yeah. We've talked about land costs. We've talked about construction costs.

We've talked about looking where the market is and where it's headed to. And it's headed towards those areas that are underserved, right? That's the best way to put it is that area is underserved. You know, Green County is underserved. We're still there. We're going to be there. Pound Myra's underserved. We're going to be there.

And if Augusta County and that area is underserved and, you know, the powers that be deem it to be as well, and we make the decision to go over there, then that's where we're headed along with, you know, hopefully southern Virginia. But, you know, you look at a state like North Carolina, we're expanding around, you know, the urban areas there as well. You know, we have a division in coastal that's along the coast in North Carolina. They're expanding there as well. So if you look at our blueprint, we're doing the same thing in every area. We're expanding where the land's taking us, where the market's taking us, and to answer that question specifically, I hope that we get there as quick as possible at some point. I think you will. I think it's an underserved area. Yeah, I think you absolutely will. I think biotechnology and this biotech beltway that's going to run from Rockingham County with Merck all the way to Goochland County with Eli Lilly with the foundation of the biotech. The Paul Manning Biotech Institute on Fontaine Avenue and UVA and AstraZeneca on the Green County, Amar County line, that beltway is going to be like the development like corridor.

And it's going up and down 80, Interstate 81, and east to west on 64. 100%. And where's the middle of those two areas? Waynesbury and Stanton, Virginia and Augusta County. You're going to crush it there. You're going to crush it. Dude, you are Taylor made for this. Yeah.

I mean, you just spent 65 minutes on a master class of what you guys are doing. I'm good at talking. That's how I got to where I am. You are very good at this. Final thoughts, I mean, sincerely, 65 minutes without stopping. You crush this. Anything else that's in the notebook that should be out there for the viewers and listeners? Yeah, we've talked about Pleasant Green.

The team there is awesome. Upper 300s for townhomes, one car garages, go visit us today this weekend. Gunner and Valerie will help you out. We got Creekside there, Dylan, Garrett, the whole construction team, single family homes, two-level townhomes with one-car garages. two car garages for the single family homes, I should mention. Go check them out this weekend. All the good stuff that we've been talking about,

my team will reiterate to you and help you through the process. Then we've got Mike Glenn and Norr out at Palmire at our Colonial Circle location. Same thing there. Go check them out. They're all stellar quality teams. The one thing that I really want to head on quickly is Breezy, the upcoming neighborhood that we have here. We're starting the marketing.

Websites live. It's out in the open now. We've got some floor plans on our website. So if you just Google Stanley Martin Holmes, Charlottesville, it'll actually bring up all of our neighborhoods. But if you Google Stanley Martin, Holmes, Charlottesville, Breezy Hill in particular, it'll bring you to our website there. I'm doing it right now. We're going to have 80 single family homelots there, basements, slab foundations. But those are going to be, we talked about, it's funny, we talked about where the market is went from and where it's going and smaller floor plans.

We're actually doing something a little different at Breezy Hill. This is right outside Glenmore. Right outside Glenmore, right down the road. And you guys did homes in Glenmore that were, Fantastic. Fantastic. Yes. We're bringing that same quality that we did in Glenmore.

You're going to crush it with this. Outside of it, building those 4,000, 5,000 square foot homes that are affordable. Yeah. Brick front. Oh, God. 600 to 700K? Yep. Right outside Glenmore?

Yeah. So you're going to get the buyer profile that is perhaps priced out of the one to one six range within the gates. Yep. You're going to build absolute new construction right outside the gates. Yep. And you're going to sell the Keswick Glenmore Life's. and you know Rivana Village sold out right next to it. Absolutely.

That's the gameplay. Absolutely. We're going to crush it. We were our friends down the street. We saw the success. That was in the queue before that even happened, but now we're even more high-tuned on it. So that's exactly what we're doing there. We're building the Glymmore lifestyle.

We're offering that lifestyle without the price tag. Yeah, this is going to, this is, I mean, here's a, this is me just loving what we talk about. Yeah. Okay. I love this conversation. Yeah. Like, pre-sells. How often does that?

that happens? It happens a lot. So, you know, the process. Choice lots. Yeah. Yeah. We're the process, that's a good, you know, kind of segue really quickly into how we open neighborhoods. We talked about how we close neighborhoods. We get down to the final locks like we are at Colonial Circle. We offer those out an affordable price. We genuinely say, this is your last chance to get in before we close out. And this is the success we have. On the opposite side of that, when we open a neighborhood, any neighborhood, but specifically Breezy Hill, there is a lot of work, you know, marketing-wise that goes into it, which is what we've started. the easiest thing to do for anybody looking for a home, whether it's an individual shopping, anybody in the industry, an agent that has clients or they think they might have clients in mind,

is to go to our website, sign up on the interest list, which is our VIP list. That'll put you on a list that people are actively working through, actively paying attention. And when we get about one to two months out, our team will start reaching out to that list to say, this is what we're offering. These are the details you've been looking for. and then a couple weeks before we open we'll have some pre-sale appointments to get in there and just the individuals on that VIP list and interest list

to have a first look, whether that's agents, end users, everybody, you'll come in, you'll meet with our team, we'll have a nice model home to walk you through, show you the details talk to those and ultimately get you to a choice lot, what you want to build, whether that's a spec out home, we're doing a handful of those there,

or a BTO, which is a build-the-order, which is you pick, Jerry, you come in, you pick lot 78, you want to build the biggest floor plan on a basement with a finished basement, and you want to deck it out, you go ahead, right? You can fine tune it to your wants and needs. And that scenario, everyone wins. Yes.

Because the folks and the families that are first to buy and build and Breezy Hill get choice dirt, choice parcels, can conceivably, what you're saying, BTO, and Stanley wins because they get the proof of performance, the pop, to help drive other sales. Exactly. Because it feels more neighborhood and community. Exactly. Yeah. That's the first step in building that neighborhood.

And then one extra key item I'll put in there. When you sign up for a VIP list, you get introductory pricing. And as we build, obviously, you know, based on demand, our pricing will increase over time. That's any new construction neighborhood. So getting an early is always the best bet for the agent, the customer, whoever is looking for our home to get that, whatever incentives we offer in the pricing there. We didn't get to all the comments. This one I think you'll love from someone in the industry, Daniel McDougal. Uh, fantastic interview.

Jimmy is awesome. He's a huge advocate for his clients. Um, that right there says a lot. Uh, when people are saying that he's going to bat for the clients. Yeah. Um, I think you're going to crush it with Breezy Hill. Yeah. I have the same feeling.

I'm glad you do too. It's, uh, proof in the pudding. I guess somebody else saying it, not just me saying it in the mirror at home. That price point with that kind of house. Yeah. And 80 of them available. Yeah. You are going to crush.

Breezy Hill. You were sensational. I want to do this again. I just want to do the updates of what's happening as you sell out. He's locally invested, emotionally invested, family invested, professionally invested, grew up in the area. His name is Jimmy Evers. He's a general sales manager in Stanley Martin.

The more time I spend with him, the more impressed I am with Jimmy Evers. I sincerely mean that. I appreciate that. Yeah, thank you for joining us. Thank you guys. Our pleasure, Judah Wickhauer, behind the camera, and that is 70 minutes straight, folks, of a masterclass of what's happening in the region

when it comes to development and new construction. Tomorrow's program is Mike Pruitt, Al Morrow County Board of Supervisors, one of six people that determine development in Almaro County, and one of six people that allocate a $730 million budget. Mike Pruitt tomorrow on the show. For Jimmy, for Judah, I'm Jerry Miller. Thank you for watching the show. So long, everybody.