Let’s talk about the card.

 

All of these questions right as you go through them. It doesn’t have to be like you pulled out the card. You should have one of these on your clipboard at all times. So you’re carrying a clipboard. Do people feel more or less important if you’re taking notes while they’re talking? More important? Yeah. So they feel more important if you’re taking notes.

 

A home builder coach feels more important when you guys take notes. When I’m talking to, them. Yeah. It means you have something to say that’s valuable, right. And they’re looking for a several hundred thousand dollars purchase. You should make them feel like you value what they’re saying, but you don’t have to ask these questions super directly. And, like, in an awkward way.

 

You don’t have to be like, okay, folks, I’m going to need to know, how did you hear about us? I got to know, I need to report this back to the team. How did you hear about us? Like that is not how you ask this question, but it’s, very casual. Hey. So, I’m glad you guys came out today.

 

Hey, how did you originally hear about us? And just make it a casual conversation thing? If you’re holding the clipboard while asking it and you’re reading it, it’s weird. I. You guys should know all these questions from the home builder coach that are on this clipboard. They’re not complicated.

 

I ask all these questions without looking at the guest card on my clipboard, so that it doesn’t appear as though I’m interrogating them, or doing a census. Have you ever had the guy from the Census department come to your door?

 

I haven’t, but I had a stalker census guy. Jordan, do you remember when I had the stalker census guy? Did I tell you about us? The last house I lived in. He came to my house like four times a day for like eight weeks. It was crazy. And I just kept telling him, I’m not. I’m not going to give you any information like I’m not going to participate.

 

Thank you. He was relentless, and I told him I was going to call the cops on him. And then he told me he had federal jurisdiction and they wouldn’t do anything. It was the weirdest thing ever. But anyways, if I’m sitting there holding the clipboard and asking them the questions, it feels a little weird. So a home builder coach just off the cuff, know the questions and I’ll ask him the questions.

 

Well, I’m glad you guys came out today. Glad you found us. How did you guys find us? How did you hear about us originally? I’m just asking it in conversation, and they’re like, oh, well, friend of ours told us about you guys. Cool. And, just so I know, like, what’s kind of the mission today and looking at a home.

 

Tell me a little bit about what the dream is, what are like the top couple of things you’re looking for in a home. This is what kind of question?

 

Closed. Open ended. Open.

 

Hello? Bueller?

 

What kind of question is it?

 

It is open. Yeah. Open up. You guys hear me? Yes, sir. Okay. Yeah. Yeah, yeah. You want to ask open ended questions? So it’s like, you know, tell me what the dream is, what you’re looking for, and a home. And then I can go and, And they might tell me a couple things, and then I go in.

 

And when did you guys want to move into that home?

 

The home builder coach just asked this question, but I didn’t make it weird where I’m like, I’m going to need to know exactly when you need to be in your home. Like you’re just making it a casual conversation and you might be walking around in the mall. You might not be, and then you go, all right. And now, you know, this may or may not come up.

 

I cannot leave. This one is like maybe a little bit later. Question. But all of the questions about the home itself, which are all of these ones, whenever I ask these questions, I’m also trying to find out not only what they’re looking for in the new home, but what they have in their existing. So when I get to on the home questions.

 

From a card which is like BBG etc. bed, bath, garage, etc. right?

 

Ask about what they want and what they currently have. Why do I want not currency? Have currently? Why do I want to know both?

 

That will kind of inform you of maybe their life situation. What’s what’s driving the, you know, what’s the motivating factor? There you go. This draws out the motivating factors.

 

I feel great today. You guys really good.

 

This draws out motivating factors.

 

Behind why they came in. So if I’m on, let’s just say I’m on bedrooms. This one usually is the most telltale, right?

 

If I’m three bedrooms and now I want five in my existing home is three, that would indicate a major change in life, right?

 

That might indicate a his, hers and ours scenario. Right. Two different, you know, a guy and a girl who each were married before, maybe each had kids. And now they got together and then they have their own kid. So they need a lot of bedrooms, you know what I mean? So that’s a large boost in bedroom number is a really strong indicator.

 

Conversely, a five bedroom to a three bedroom. What does that indicate?

 

Maybe they’re empty nesters now. You know you know, are the kids, you know, moved out or. Oh, or divorced, I guess. Yeah.

 

Laid off.

 

Some some major change for sure. Yeah. So I’m just going to make notes here for you guys. Five bedrooms now changing.

 

I’m buying. This is very frequently empty nesters.

 

Or divorce.

 

I’m playing home builder coach here. Right. I’m trying to put the pieces together and figure out what’s going on in their life. What’s a great question to ask when they say I currently have three bedrooms and now I have five, and now I want five. I currently have three, now I want five. What’s a great follow up question to that?

 

That will uncover more?

 

This is not complicated. It might seem like a trick question. You can just ask them what changed or what changed. You know, how come you know that you got family moving in with you or maybe that’s too personal, but.

 

Yeah. What do you need the extra two bedrooms for? What changed? Right. This is going to tell you a lot about motivating factors. Why do I want to know what their motivating factors are? I a, sorry. Go ahead. No. You’re good. Go for it. Well, people are always running to or away from something else, so you always kind of want to.

 

If they’re running away from something, you just kind of gently remind them about that stuff when they’re having a hard time moving on, you know, or moving through the process. And if they’re going to if you have a his, hers and ours and they just, you know, they just like, next month is the wedding, does this speak to urgency level?

 

Oh, yeah. If they just got a divorce and they need to get out of the five bedroom house they’re in and into a three bedroom house, does this speak to urgency level? You bet. So I want to know, I also, you know, want to help nudge, those urgency factors as I go through the following appointments to help create urgency to get them to move forward with me and to keep reminding them, hey, when did you guys when’s the wedding?

 

Okay, well, we need to get going on this thing. You know, it’s a good, like, kind of like a hot button you can push on as you move forward with them. So, you know, when I go, the bedroom one is the biggest. The baths is in there too, but it’s not as big as like this usually, translates to this, right?

 

I need more bathrooms. Garage. Yeah. Sometimes is, you know, this is really just the guy cares. The girl doesn’t a lot of times. Why do I ask about, Oops. Like, here. Why does a home builder coach ask about the study?

 

Sometimes people want a four bedroom, but the three bedrooms and a study will really do. They don’t need a fourth bedroom. They need a fourth. You know, like maybe an office. Yes. You’re trying to decipher if they told you the right number on bedrooms, basically, because ultimately you got to fit them into the right plan. You got to show them the right plan that meets their needs.

 

And if they said, I need a four bedroom, when you get to this question and you ask them, do you guys also want a study? They might go, well, no, that’s why I said a four bedroom. I really only need three. And I’m going to turn one of them into a study. You want to show them the right plan?