how many notifications that, professional to set into their phone.

 

So when you send that Google invite return list, like with things their phone like one hour before, two hours before three.

 

How do I that’s a whole different conversation. But how do I maximize my show rate on appointments?

 

Right. That’s basically what you’re asking. And that this is basically it’s the same whether it’s a realtor or a customer. Right. So it’s send a calendar.

 

Invite within minutes.

 

Of hanging up. Have two calendar reminders built in which your template already has this right. When we send it, it’s already templated that way. So one for.

 

24 hours before, one for two hours before. Right. And then, Bedford. Bedford before. Okay. 12 today. And then, and then a text reminder the day before or two hours before, either one, whichever one you want to do. I find that the day before is the most helpful. The the realtor you get on the phone like you called them.

 

Let’s say that Sam calls a realtor today, gets them on the phone. You can hear that they’re driving, right? You hear the turn signal in the car, right? You hear the kids in the back street backseat screaming, you know, because they dropped their Cheerios or whatever. So you’re you’re dealing with all of that and they’re you’re trying to book them and they’re like, yeah, yeah, I can do, I can do next Tuesday at four.

 

Right? That lady did not write that down. She’s going sideways across four lanes of traffic in a two lane intersection. Right now, being a kid with one arm and steering with the other talking to you. Right. So she didn’t write it down. So you gotta make sure that you’ve strongly confirmed it. But what happens is when the alert goes off one day before, for most people, they don’t live their life by a calendar.

 

So this is the first moment at which they considered whether they can make that appointment or not. Come on, you guys. You know I’m not the only one who has done that before where you’re like, you just book it and then you’re like, I’ll look at it later and see if I can be there. I see a little bit of a smirk there.

 

Some of you have done this move. The home builder coach was going to ask if you take a page out of Steve’s book, and when you send that reminder text, be like, hey, I’ll grab some coffees. What do you like to drink? Or that’s a great we’re meeting over lunch. Can we can I grab some lunch? I know you’re busy. Then.

 

They’re like, ooh, well, he saved me some time. That’s also a ways to make them feel guilty if they don’t show up. Because they got my coffee, and then they’ll show up next time, honestly, because they. Oh my God, I’m like, I got your caramel macchiato. And they’re like, oh my God, I’m terrible. Can I come tomorrow? You know?

 

So yeah. Yeah. This is like. All right. Steve did this move to me 173 times before we had our first meeting?

 

I did not feel bad about no showing Steve over and over again. By the way, the home builder coach, said, I call it diarrhea of the mouth. When you sit down in front of someone and you just start spitting product. What we have, like he was talking about earlier, the biggest thing that I did when I finally got a meeting with Darren is ask questions.

 

And you would not believe how uninformed I was about what he was looking for. And if I had gone in there and just started talking about how great I am and the programs I had and whatever it would have just done, but I asked questions. And one of the first things that Aaron said was, who’s on your appraisal panel?

 

And it was totally out of left field because I was like, what? Because I didn’t at the time, I didn’t know that was a thing where he didn’t even have an appraisal panel. I had a panel, but I didn’t know was like 300 people. That was important to you, you know? And when he said that, it was like, good.

 

It was something for me to key on. So if you ask them questions, instead of saying product, product, panel, product, here’s what I was on and asked, like, you know, what kind of buyers do they work with? How long them in the business? They, you know, build some rapport and ask questions. Something don’t come out that you’ll go, crap, I didn’t know that.

 

And the home builder coach wouldn’t have known that if he didn’t ask. So try to talk, ask questions and don’t make any statements, you know, because the questions will answer about everything you need. I’ve never talked about how important it is to ask questions, Steve. So that’s a great point that you brought up.

 

I’m kidding. And what do I say to you guys every day? Who’s why why do these things ask the question and the question. Yeah. You gotta always whoever’s asking the questions, this is the question. All of every conversation, right? You’re driving the bus if you’re asking the question. So even though it makes them feel like, wow, you’ve really been very, very attentive to me, you’re actually controlling the conversation, right?

 

So questions are the answers. If you’ve been through my training, you know, modules, I tell you that questions are the answers to how I get them to move forward. So great point Steve. Really good. And this is a really great kind of super move is like right before you’re going to meet with them, it’s like, hey, I’m at Starbucks.

 

What kind of coffee do you like? That is a move. That’s a dirty move. It works really well. So my entire purpose of the dream 100 is getting them there now, I’ve got a couple of things that I’m going to go over with. Just the Flint Rock teams. It’s really Flint Rock based. So, I’m going to take this last ten minutes and do that.

 

So, Ashley, if you need anything, Ty the rest of you guys, if you need anything from me, fire me off a text and I’ll help you out with whatever you need. But, I’m just going to go over a couple of things about what we call cross-selling. So, we’re going to dive into some of that stuff.

 

All right. So the rest of you guys have a great rest of your day. Appreciate y’all. Peace. Bye. See you guys later. But you guys see me, Steve. Me too. You’re beautiful. You’re beautiful. Man. You smell terrific today, too, by the way. It’s awesome. Thanks. My mom for me. That. Love it. All right, guys, by the way, by the way, I, took off from Tulsa and landed at Riverside.

 

Aaron. And we’re leaving at 7 a.m., so. Right. Okay. Yep. All right. Bye. See it.

 

All right, so, let’s talk about cross-selling for a moment, and I’ll put the notes here, even though it’s really just relevant to you guys. Give me a second here.

 

All right. So cross-selling.

 

Here’s kind of how this works. Rule number one. And honestly, we don’t need any rules. Pass this rule. If you guys do this rule it will it will make sure that everything goes really, really smooth for everybody. Do unto others as you would have them do unto you. If you do this, everything else works out. I’m just telling you, you don’t.

 

The home builder coach doesn’t even need another rule. But I will give you some other rules just to help. Rule number two.

 

Whoever signs the contract gets paid. Because I am not going to force my customer to use somebody they don’t want to use. I had 23 salespeople at Shaw Homes, and we had in one area called Broken Arrow. We had nine communities I could drive a mile and be at the next community in some instances. And on a Saturday, sometimes a customer would go into like four different models of ours on a Saturday because they were just out looking and they’d walk in from one model to another to another to another.

 

That happened. And so they’re meeting like a bunch of our salespeople. And I can’t control that. Like it’s just total chaos if it happens. So the rule is whoever signs the contract gets paid. There’s a really simple question that you can ask any customer, and it will help you to not step all over each other. And that question is.

 

Have you ever been in one of our homes before? The follow up question is.

 

Have you ever spoken to one of our staff about homes before because this will reveal what’s happened like. And I don’t believe I believe that we have a team of like all people who, you know, are good humans, and we’re not going to be trying to, like, steal deals from each other. Right? There’s plenty of deals to go around. We don’t need to do that.

 

Right. So what we need to do is just be careful we don’t step on each other’s toes. Because now I will say this. Jordan’s sitting here right by me. I don’t know why this was the case, but if if a customer is Asian in descent and I’m not being racist here, I’m just saying, like that is a culture where negotiation is what you do.

 

A guy from India, he’s going to work you to try and get the best price. So our clients from like China or India or even really from Africa, like that is their culture is that they haggle for everything. So they would come in and they would intentionally do a price out with one of our salespeople and leave there and go to another model and try and do another price out like that was a regular thing.

 

So I know it sounds totally racist or something for me to say this. No, I’m just being real. That’s what they would do to us and it’s just a cultural thing. So that can happen. And they would say, answering these questions, have you ever been in one of our homes before? We watched them on camera, literally. Finish your price up, drive to another model, walk in and go, no, we’ve never we’ve this person I’ve ever even I didn’t know you guys existed.

 

And they would be pricing out a house like two hours later with our salesperson. So that is a move that they would do. But everything other than that, if you ask somebody, have you ever been in one of our homes before? They’re going to go, yeah, yeah, I was actually just I just left seeing Natalia. I just left seeing Sam.

 

I just left seeing somebody. Right. And they’ll, they’ll also, if they say that your response. What do you say to this? Have you ever been in one of our homes before? And they say, yes, answer is great.

 

So-and-so is awesome. And he slash, she will do a great job helping you.

 

Do you have his slash her cell number? It’s like, do you have their phone number? Like, you do not want to answer their questions because they come in. They just they did a model home tour with Brady two days ago, and they walk into Natalia’s model and you go, have you ever been in one of our homes before?

 

They’re like, yeah, yeah, I actually we met with the home builder coach the other night and he’s awesome. Brady is great. He’s a great guy. He’s going to do a great job helping you guys. I’m glad you guys got to work with him. Did you guys, have his cell phone number? In case you guys have any questions, I’ll be glad to give it to you.

 

And you want to redirect them back to Brady?

Vice versa. Right. Because you just spent two hours touring home and talking to him and going over all the stuff and you may even already have the next appointment booked with them. Right? And then they’re like, well, we’re just going to walk through the model. And Natalia, you text Brady and say, John and Carol Washington are here right now.

 

Do you have their contact info?

 

And he’s like, yep, got it. Great. You know, and it’s like, I just want to make sure, you know they’re in. And here’s the questions they asked me. And I told them to give you a call. Just refer them back. And why do I want to refer them back. Because they will ask you questions and you will give them the wrong answers.

 

Compared to what? You don’t know, the conversation Brady had or you don’t know the conversation the other salesperson had. Does that make sense? So you don’t want to confuse the process for them. You want to send them back to the person they’re doing something with. Occasionally you’ll get a client come in and go, yeah, I met with Brady.

 

He’s a freaking jerk. Hated him. But I love your homes. It’s a rare occasion this happens, but when it happens, try to be standing in front of our video cameras while they tell you about it. So that you can prove that you didn’t intentionally try and get this person away from that other person, right. Showing that you can have them.

 

Right. So that guy’s not to say if Shane that because just you just refer it to Natalia or John. Okay. That’s right. So this is how we just honor each other and be kind and we do unto others as we would have them do unto you. Right. And so let me also say this. If you have a potential lead that once they call in you talk to them, whatever.

 

As a home builder coach I would tell you that when you book an appointment, always book it for yourself. Don’t book it for somebody else, ever. You take that lead. So don’t book it like on your day off and have Justin or Sam do them. If you are a level two sales person, book it for yourself only and you know, preferably on a day you work. But if if the only day they can meet is on your day off, like, okay, you need to decide do you want to go work that deal?

 

But you gotta you gotta do it yourself. Because level ones, while they can shadow that, I don’t want them doing it. It will not go well for you because now they want to talk to Justin, not you. They they’re building a relationship with the wrong person. You’re the only one who can write that contract right now. So you need to be the one doing it, okay?

 

Their job is to book it. So that’s kind of the overarching concept there.