How do I overcome objections in new home sales?

Hello. Ashley, you are too busy. You Irish. Goodbye.

 

I couldn’t help it. I couldn’t even get your attention. You were so busy. You could’ve. Should have come yesterday. That model is crazy busy with traffic. It is wild. Yeah. I usually don’t get to sit down a whole bunch on the weekends. Mondays and Tuesdays are my slow days. Yeah. You guys, I was at, the home builder coach flew to Ashley’s model, on Saturday, and it was insane.

 

Like, she just had back to back to back to back to back to back people walking it. So it was great. It was really great. How’s everybody doing? Y’all doing good.

 

Doing good. Awesome. Got, like, three more little things going up. Do you? Yeah. Got a boyfriend? Where do you get them all from? Why not four? Cause I’m at, And, Cause, well, they’re all from personal sphere, and then, two are from one rock. One was a lady that called to ask about paint color the other day.

 

That lady that Justin you sent me. Oh, yes. Yes. The real listings, their listings up. But, the other ones are just personal sphere. Thanks. Natalia did just send me one, though. That’s the other. Flint rock on. Robert Schultz. Oh, yeah. Her lead. She’s working. So I’m supposed to meet with him tomorrow, and then today I got another one in Republic that I’m supposed to go meet, but,

 

So that’s good. That’s great. Man. Exciting. So, anybody have any objections? Challenges? Obstacles? Hurdles that I can help with today of anything that you ran into over the last couple of days that stumped you or stopped you working through getting somebody to contact the people I was talking to when you guys left on Saturday there? I don’t I don’t know why everybody comes here and then they leave for vacation, but I feel like that’s like my last three houses.

 

Everybody has been like, they come in and then they’re like, oh, I’m leaving to go out of town. So I just got their price out this morning. And they’re leaving tomorrow for Florida, so I’m going to have to. I offered to do it virtually for them because I don’t want them to come back and not do it, but they can’t meet me.

 

So it’s either do it virtually, which they agreed to, or wait, they’re going to be gone two weeks back for a week and then back in Florida for the winter. So I was hoping if I did it virtually now, that I could get them in to do the purchase agreement when they’re back for that week.

 

Oh yeah, that is a challenge. Are they going to move forward? Because the words a home builder coach heard out of their mouth are we’re not really looking to build a house right now. They weren’t, but they really like it. They really they really liked it. And they did the price out. And she really wanted it, especially after she talked to Mike.

 

So I don’t know I don’t know how serious they are, but they did the price out. So they have to be a little bit.

 

Wow, that’s pretty awesome. I mean, all a home builder coach would say is take them as far through the process as you possibly can until you hit a stop sign. So and when with them being gone, I mean, if they wanted to do the virtual price out, you know, while they’re on vacation, I would make that move. If you got to wait until they get back, then do it when they get back.

 

But I try and get them in as fast as you can before they, you know, change their mind once they’re back. Yeah, that’s I figured I needed to build on that momentum, but she couldn’t come in today. She’s working today. They’re leaving tomorrow. So I offered to do it virtually. And she said, I said I could meet with you guys later tonight and do it.

 

And she said they’re like an hour away. So she said they didn’t have enough time because they’re leaving tomorrow, but they would have more time in Florida. So then I said I would do it. I just want to make sure that’s okay. Yeah, okay. Definitely. Well, good. I’m glad that you were able to turn them from uninterested into.

 

Yeah. We want to buy a house. That’s great. I think they like. I think I feel like if Mike’s here, like, they are like, oh, wait, I can talk to the owner. I think it makes them, like, feel special. I don’t know, it does sometimes. Yeah. Sometimes it totally messes your deal up because he promises things that you can’t do.

 

Yeah. Not him specifically. You guys that. Well, you know, he does it a lot. But you guys were here, and I felt like he was on his best behavior, so it went okay.

 

That’s the last. The last, like, four that I’ve had. Just can’t wait on new builds. We’re just like 45 to 60 days out there needing something quicker. But so they suck. But so, so how do you handle that, Brady? What do you say to that person? Well, I would explain to them that one waiting on it is worth the incentive.

 

You know, obviously there’s not going to be another home that, has an incentive on it, but, what would you recommend? Well, my phrase that I always like to use with them, I would say this. How long?

 

Are you going to live in the home you are buying? And what would they say to that? 5 to 7 years or forever? I find most people say a long number, even though they only stay at 5 to 7 years. I find that they usually tell you forever. 1020 now? Yeah, or 10 or 20 years. So, you know, their answer is.

 

10 to 20 years.

 

Or forever. Right. So it’s like my response to that is I feel like.

 

Waiting to get exactly what you designed. Is worth it for a home you’re going to live in for a long time.

 

Even if they’re not designing it. Well, I mean, if they’re they’re doing from scratch, right? They’re building from scratch. They’re picking their stuff. Well, yeah, those these ones were like looking at houses that were on the MLS that were, you know, just longer completion dates. We started on them already, but. Yeah.

 

Let me finish my thought here for a moment. Months of discomfort is, worth 20 years of,

 

I would hate to settle for. What just happens to be for sale? In the short window from when you sold.

 

Your home. So I would just say, like, I feel like waiting to get exactly what you designed is worth it for a home you’re going to live in for a long time. You guys are going to be there 20 years. I mean, a couple of months of discomfort is worth 20 years of pleasure in the home you build.

 

The home builder coach would hate to, you know, just see you guys settle for whatever happens to be for sale at the moment at which you sold your home, because that’s what you’re doing. You’re just going to settle for whatever happens to be on the market right now, as opposed to building exactly what you want.

 

That seems like that makes more sense. Now. I’m talking about on the new home side, of course. Brady. Yeah, selling them one of our homes. The customer who’s like, yeah, I’m just need to find something. Move in ready. And I’m not going to do anything unless you have exactly what I’m looking for right now. That’s what’s great about building is we can get you exactly what you want.

 

Right. We’ve got a lot of different ways we can do it, a lot of different color selections, a lot of different, you know, plus.

 

Your.

 

I can’t spell today. I’m going monthly costs will be much lower.

 

In a new home. And your maintenance will be almost non existent.

 

But most of that period of time, you know, if they’re like ten years, I mean probably nothing’s going to break in the next ten years. You’re not going to need a new roof, a new furnace, a new air conditioning, a new water heater for ten years. You buy a used home plan on replacing all of the above.

 

Because you will, in a ten year period on an older home, probably. Or several of them, if not all of them. So I would just go after talking to them about how to get into a home that’s not move in ready when they’re like, yeah, but you don’t have one that has exactly what I’m looking for. Well, let’s build what you want.

 

That’d be my move as a home builder coach. But you got to start by asking them, how long are you going to live in the home that you’re buying the next home you get? How long are you guys planning on being there? They’re going to say forever or 20 years most of the time. And then you just go, well, gosh, just a couple months of discomfort.

 

I feel like is very worth it for a home that you’re going to be in for 20 years. Is that not a logical argument?

Anybody? It is. Okay. Thank you for your feedback. I mean, I feel like it’s a very logical argument for them. That and what is logic? Logic is is the midnight salesman or something? Yeah, one thing I say as a home builder coach,  logic is the midnight salesman. They go home and they talk themselves into it.