Updated 1.20.26

 

What gaps. Can I fill in? It’s like, this is just like a conversation. I find that most people will make good decisions when they have all the information. When you agree. All right. Give I think home builder consultant would agree. Okay. Well, so what piece of information is it that you feel like you’re missing? Is there anything that I’ve left out, any gaps that I can fill in for you?

 

We’ve talked about the plan and do a recap. I love the recap move. It’s like you’re reminding them they’ve taken a lot of your freakin time, and that they missed a whole lot of freaking questions. And it’s time to play or get off the pot at this point. You like that, Jared? I you thought I was going to cross Jordan?

 

Jordan started to sweat a little bit over there. Holy Jordan, little Mr. High and Holy over there in his throne of lies over there that he sits on. Just kidding. Jordan. Wow. Rough throne of wise. Hey, he doesn’t have a microphone right now, so I can say whatever I want about Jordan. I have the power. Oh, God. The power.

 

Okay, anyways, so home builder consultant likes to go into recap mode where it’s like, hey, you know, so we know that you like the Dune. And that’s the only do I have in your time frame. And quite honestly, we’re pretty much out of home sites in here to build a dune on. So that’s that’s your opportunity for the dune. And it’s first come, first serve.

 

I do have other people looking at it. So and we know that it’s going to work in your time frame. We know that it works in your budget. We know that you have the green light, the financing, everything’s a go there. So what other information is missing?

 

And then you’d be silent in the next person owns it. So what information is missing?

 

Don’t speak until she does. And you know what she’s going to say.

 

Nothing. You’ve given me every piece of information. Because the truth of the matter is, she’s just a little bit nervous, a little bit scared a little bit. home builder consultant might want to look at more stuff. That’s really what she’s kind of saying. I’m going to keep looking. Which means time kills all deals.

 

And I would just say, what’s her name? Her first name? Very. Teri. Sherry. Sherry. I would just say.

 

Oh, Sherry. Hold on, hold on. That’s probably what I would say. But you might say something different. You might say was that. Think you’re like that little serenade? Jordan got chills over there. All right. No, but I would say Sherry or baby. Sherry baby. home builder consultant would say Sherry. What is holding you back?

 

In other words, pull the, the objection out of her. She has a silent objection, and you need to pull it out of her. Sherry, what is holding you back?

 

You said it’s the right location. You said it’s the right floorplan. You said it’s the right budget. You’ve been approved. What is holding you back? And then what are you going to do after you ask that question? Not say anything. Draw with it. Windows. Open your mouth until she talks. Next you get a zip in the zip it, zip, zip it, turn the key.

 

Throw it again. Do not talk it through. She talks as what you have to do next.

 

Sorry guys, too much sugar this morning before we got home sales a little, I apologize. You get songs and you get impersonations from me when I have too much sugar. You’re welcome. When you said, what are you going to ask next? I thought you would ask if she believes in Jesus Christ. But I guess that’s not. Yes. All right.

 

Time you are. You. Are you ready to accept him as your Savior? Today is what you want to ask next. You want to take it down? A really weird left turn that she’s not expecting.

 

Yeah, I like it. No, you want it like you want her to give you the objection and no matter what comes out of her mouth, what comes next for you? You. Ashley, what is the what is the methodology that we have taught you of how to overcome objections?

 

The circle or the circle? Circle of life. Grasshopper. Your circle. Circle of life. We we navigate suck. We get accustomed to beginning of circle. Beginning of circle also end of circle. We close deal with circle. Yeah. So you want to use the circular clause? Hey, I’m getting a couple laughs at a Jordan. I feel like this is good.

 

And Ty hasn’t ruined any of my jokes yet today by saying something funnier than me right afterwards so far. Which means a good day. Knowing Ty, by the way, on a side note, before I go into the circle, what is that stuff you put on your Facebook today? It made me want to pay you whatever amount of money I need to to get some of it.

 

Yeah, I’ll take your million dollar check for, you got my comment. That’s good. Homemade homemade marinara sauce, but I reduce it down on my smoker. It’s got some barbecue seasonings in it, so let’s go buy a little. Wow. You need a white label that stuff, man. Yeah. Are you saying it has nothing to do with real estate?

 

Now, this has nothing to do with real estate. I apologize, it.

 

But it has everything to do with some good home cooking. That’s what it has to do. So it’s okay. So we’re going to go we’re going to go into the circular clothes. Right. And when we go into the circular clothes what do we do Ashley. How do we circular clothes. Someone.

 

We say is that the only thing that’s keeping you from moving forward? Let them answer the question. Sheri. What’s holding you back? Well, I’ll tell you what. It’s this,

 

I’ve got gout. I don’t know what it is. So, It looks like Ashley has somebody in her office. Maybe home builder consultant should not say things like this. That person is like, what are you listening to right now? What kind of podcast is that?

 

But no, it’s like, whatever the objection is, whatever the thing is that’s holding them back, it’s. You ask them, is that the only thing that’s keeping you from moving forward? And they’re going to say, yeah. Yep. That’s it. That’s the thing. Okay. Well, and then you what do you do next? Overcome the objection. And if you can directly overcome it, great.

 

If it’s like, well, you know, if it’s conditional, like if it’s, well, the problem is that my, I’ve got to make sure my daughter comes by to take a look at it, and she approves, or I’m like, I gotta have made sure that it’s not more than ten minutes from where my daughter lives, and I need to really drive that.

 

And since I’m in San Diego and and ahead of time, whatever, then it’s like, okay, so if it’s within ten minutes, then you’re good. Yeah, I am okay. Great. Here’s what we’re going to do. I’ll go ahead and make the paperwork contingent upon it being within ten minutes of your daughter’s house. Use contingencies and move forward and take the check and keep going.

 

Don’t pause it. Don’t stop. Keep them moving forward with contingencies. I think she got off because they could probably hear me still. And that person was probably like, what kind of podcast is that? Who is that crazy guy? Who’s the lady with the headband? Oh, gosh, is that a workout show? Is that okay? We’re doing the shaker.

 

Wait, we’re doing the shaker. What is this? What’s the guy’s name? Simon. I just that I get inspired. Yeah, I like it enough. It feels good. I like the I wish Ty would wear headbands. Wait. Wrong. Oh. You got. Where’d you get that sweatshirt from? You know, it was in our pantry, and home builder consultant has, like, three of them, and I don’t know if I was supposed to do that, but I figured that was cold.

 

It worked. I like it. All right, so you overcome the objection, and then you close again with oops, with an assumptive closing close? Well, I cannot assumptive close.