How are connections made with a prospect that walks into my  model home? 

 

Let me tell you some experiences. Thank you for bringing up experiences I’ve had and model them. Let me tell you some experiences I’ve had.

 

As a home builder coach, I’ve shopped a lot of builders. Let me tell you some experiences I’ve had. I have walked in to a model home before and the salesperson. This is the most common thing that happens. I walk in and here’s the salesperson. When I walk in. Yeah, girl. So anyways, what are we doing this weekend? Are we getting together? You getting the girls together?

 

What’s going on? We club. And what are we doing? Like, that is the most common response. The most common thing that happens. Not necessarily the clubbing, but, you know, like they’re on the phone with a friend and they’re completely disengaged with me walking in the door. That’s the most common thing. So excuse me. You don’t want to be that person.

 

So what I want to have you do first. And by the way, when does a home builder coach say you should  ask for the card information?

 

I know you want to build rapport a little bit first. Oh, sorry. Yeah, as soon as I can. But don’t make it weird. Like, you know, there’s a clock that’s ticking in the background, so you want to do it pretty quickly, but don’t make it, like, awkward where they walk in and you go, I need to get your guys names and phone numbers now.

 

Now, do you have ID on you? You’re not getting in here without ID. People like you don’t want to do that. That’s just weird. So connect comes first, card comes second. You got to make a connection first. So I would say as soon as you can based on when you really establish that connection.

 

So I mean it just say here connect comes first right. And then

 

As far as connection, how do I make connection?

 

How are connections made with a prospect that walks into the model home? How are connections made with a prospect that works in the model? How do I establish that connection, guys? What do you think?

 

What do you want? To find something in common. So if you. If they’re wearing a shirt or something that, you know, like I showed a house a couple of weeks back and the guy was wearing a wrestling shirt. And it’s funny because I did not intentionally ask him about his shirt. I was just, you know, I used to watch wrestling, so it kind of came out naturally, you know, and I started telling him, you know, some of the events I’d seen in, in person.

 

And, then I was like, oh, the home builder coach made me do that. And I was like, I didn’t even realize. Yeah, you remembered my words were getting in your head. Yeah. You’re like, oh God, I’m hearing voices. And it’s a home builder coach’s. This is terrifying. So yeah, a shirt they’re wearing, a hat.

 

They’re wearing what else?

 

What else would give you a point of commonality? What else would be a clue to points of commonality with them? A lot of people have bumper stickers. Everybody’s opinionated nowadays, so.

 

Bumper stickers? Oh, yeah. That’s good. What are the, What are the, body bumper stickers of life now? The body tattoos? Oh, yeah. Usually if you ask somebody about a tattoo, they are going to talk to you for 37 minutes about the tattoo of the angel standing on the moon, shooting an arrow and a wolf that’s leaping over a mountain.

 

Right. There’s like a deep spiritual thing going on there. I noticed that, you know, Jordan is, you know, likes to talk to people about his tramp stamps that he has. That’s very common. Just getting Jordan Jordans over here. Like what? But, like, tattoos are a thing that people will talk to you about for quite a while because, like, I decided to ink my body.

 

I probably had a, like, you know, a moment that made me decide I needed this tattoo. My youngest son has a couple of tattoos. If you ask him about any one of them, he will tell you about a very passionate story about something that happened in this life that made him decide to get that. So in spite of the fact that his dad told him he would kill him if he got a tattoo, but he did it anyways.

 

So, but that is a point of commonality. You can look for. What else is. Your son is still living, I assume? Yes, yes, yes he is. Okay. That’s good, I have not I have not assassinated him yet. Actually, his. I’m actually proud of the kid for what his tattoos are about. So, It’s not. It’s not terrible.

 

It’s maybe get. Maybe you get a matching one in the future. Probably never say never. Probably not. But maybe. But maybe, Let’s see. Tattoos is great. It really is.

 

I mean, so bumper stickers, can you see their car generally. Oh, yeah. When they pull up. Okay. Yeah. Especially if you got a car guy. Yeah. I would say license plates. You know, they’ve got, like, a license. You only need the license plate with the number on the back, but sometimes the one on the front might be the Colorado Avalanche logo.

 

Like somebody I know who’s in the room here who has a Colorado Avalanche license plate on the front of his car, which has greatly devalued that vehicle, I believe would cut the value in half when he put the stupid license plate on. If you would have put a Detroit Red wings license plate on, it would increase the value, doubled it.

 

But yeah. Because you guys got a grudge match coming up in January. We do, we do. It’ll be fun. Oh, yeah. I’m sure it’ll be a real competition. Hey, you. Because it’s right over there. So license plates, like, you know, I see people sometimes where they’ll have, like, an Alaska license plate on the front or, you know, something about a sports team.

 

They might have green Bay Packers, you know, whatever it might be, maybe it’s a Kansas City Chiefs, whatever. You know, so that’s a thing. Clothing, women love to talk about clothing. Jewelry, handbags.

 

There you go. Okay. And if I ask you about your t shirt, what’s Frisco? All you have to do is ask a question about one of these things. Right? And you will start them talking. The goal is to get them talking. The longer that a stranger stands in your presence and hears their own voice, the more comfortable they get with you.

 

Conversely, the longer a stranger stands in your presence and they hear your voice and not theirs, the more uncomfortable it gets. And the problem most salespeople do is they just start giving diarrhea of the mouth as soon as the customer walks in and dumping information on them. I walked into a builder’s model last week shopping them, and the salesperson wouldn’t shut up.

 

They just kept talking. I was like, God, would you stop? Like I just wanted to leave. They never one time asked me what I was looking for. All they did is tell me everything they knew about their home without ever saying, what are you looking for? You know, so you don’t want to just sit there and talk. So questions are the answers, right?

 

A home builder coach would say you want to ask questions. And when you ask questions, you get them to open up and start talking about what they’re interested in. Most women, if you tell them, hey, that’s a really beautiful handbag you have, you know what they’ll do if you’re like, where did you get that? What will they do?

 

They’ll probably tell you the story about them shopping for it. And you know how they got it on sale. Maybe I would say what a beautiful handbag you have. Where did you get that? They might go, oh, this aisle. And I would just say my wife would love that. That’s really pretty. I’m curious, where did you get that?

 

And I’ve had women go on for five minutes about the color choices you had and the manufacturer it was from and why they liked it. And you’re just getting them talking because they get more comfortable the more they are talking. Right? And then their clothing, jewelry. Right. Don’t make it weird and be like, hey, I really like that low slung dress you have on.

 

Like, that’s a little bit weird. Jordan actually said that to me when I came in to work. That very awkward. Don’t ask why you wanted to come. Don’t worry about what you said. You were going to stop wearing that dress.

 

Right. So these are the things you can do. Also, points of commonality are pick up on cues of what they say. You know, like sometimes they’ll say something that’ll, oh, they’re end this or that. You know, they’ll tell you a little bit about what they like, ask them questions about it. Right. It’s very common for a t shirt to tell you a little bit about what they like.

 

You know, people buy t shirts when they go on vacations, ask them about the vacations, you know what I mean? So, a home builder coach would just try and key into those things, the connect portion of it, talk about get them talking about themselves. Don’t you be the one doing all the talking.