Updated 1.20.26

 

Let home builder consultant hit my record button. And let’s dive in to the mojo. To the dojo of mojo. Fo sho. Let’s do it. Well, first of all, any, obstacles, objections, hurdles, problems that I can help facilitate with you guys? My lady just won’t sign, and I don’t know how to get her to sign. Okay, give us the background of the lady that won’t sign.

 

Give us the story. Give us the. The picture is not really useful, but she’s super easy. Customer. She really nice. She. She wants the dunes back home that we’re building. She got free approved through Steve, and then she. I called her yesterday. Steve sent me the pre-approval and I said, hey, can I can I get you Scott? I said, congratulations, can I get you scheduled to sign this contract?

 

And she said she just wasn’t ready yet. And she had a few questions. She wanted to know because it’s back home. She want to know what the lighting fixtures look like. So Allison put something together for me and I sent it to her. She wanted to know what the home warranty was, so I sent her that information. She wanted to double check what appliances, and then she wanted to know about the kitchen sink.

 

So home builder consultant sent her all the information and she said she had questions about the three, two, one by down. So she did call Steve and she, her and Steve walked through things again and she said she just she’s like, I’m super close to Ashley. We’re really interested. I just I’m just not quite ready. And I just, I don’t know what to do at that.

 

Okay.

 

She’s moving here. Her her parents are, getting older and their health isn’t the best. She lives in San Diego with her significant other. That they’ve been together, like, 30 years, but aren’t married. But she’s. He’s not on the house. It’s just her. She’s doing all the financing just by herself. So.

 

Okay, so, here’s what I would say. First of all, I don’t know if they tell me what the wording was that you used when you asked her to sign the contract. She said, what I, what I said or what she said, what you said, I said, I, I called her, I said, hey, congratulations. I just got your pre-approval from Steve.

 

So excited for you. And then I said, I said I wanted to see if I can go ahead and get the, contract signing set up. Okay. I mean, I, I don’t think I use those exact words, but something like that. And home builder consultant thinks the words are important. So, I’m going to quote, from biblical places.

 

It says that death and life are in the power of the tongue. And so I would say that words are very, very important. I think we all know that words frame what we imagine and see. Like I if I made you guys close your eyes and I started saying things, you can start to picture what I’m saying.

 

Words are containers of vision. Oh, home builder consultant. That’s deep. It’s true. Words are containers of vision. We can create a vision by the words we put into people’s heads. So I think words are really, really important. And I would say things like, I would be very careful about the word contract to never use it, never, ever, ever. I would be very careful to not use the word sign.

 

People are afraid of commitment in the modern world we live in. Especially if we had a 30 year relationship with them. I was just about to say that. Natalia, you read my brain. You were like, let me go inside of Aaron’s brain and say that that was exactly what I was thinking. Totally. Yeah. They’re like together for 30 years and not married.

 

That’s a, you know, I don’t want to make a commitment or whatever. Who knows what that is? I’m not judging the people. I’m just saying, like, that’s the world we live in. So, I like to use phrases.

 

So let me let me do this. It makes some notations here. Things to not say would be contract, can’t type, contract sign.

 

Commit.

 

Words to use. I feel like I said something about taking the next step, but I really don’t remember exactly. Great. And and, you know, I’m. I’m not trying to pick on you. I’m trying to, like, let’s work through all the things that could be a little hang up and try and work through it all, and then I’m going to get to some other bigger picture in a minute.

 

But, words to say. My favorite phrase is move forward. That’s because the opposite is what backwards would you folks like to move backwards in your life?

 

I am, but seriously, psychologically, I’m saying that to them by saying, are you ready to move forward? The the thing that happens inside of their brain is their brain goes, I don’t want to move backwards. I don’t want to be stuck, you know? So it’s like, well, great, let’s go ahead and get moving forward on everything. You ready to move forward?

 

It’s like.

 

Or you could go even a more aggressive stance on this is sounds like you’ve been greenlighted by Steve I like to say green lighted. You got the green light from Steve. You know what plant like a review of the conversation. You know what plan you want? You know what home you want. I’ve only got one of them.

 

Little urgency. I’ve only got one of them. And, So seems like the next step is to move forward. So do you want to meet with me tomorrow or the next day? I’ve got a 10 a.m. tomorrow. Or have you got on 2 p.m. on Wednesday? You know, Tuesday, whatever. And then you ask him if they want to.

 

You don’t ask him if they want to give them two choices. Well, the problem is, is that she’s in San Diego, so it’s all going to have to be done. Doc, you sign anyway. So it’s not like she can come in. Yeah. So I would just be like, hey, so, let’s go ahead and do a zoom meeting to go over the paperwork and get everything rolling moving forward.

 

So do you want to do that today at 2:00 or tomorrow at 10 a.m.? What’s better for you? It’s assumptive. Another assumptive comment would be, so what’s, so home builder consultant can get your paperwork started. What’s the legal spelling of your name?

 

That’s an assumptive close, Move forward. Green light. What’s.

 

The correct legal spelling of your name so I can get your paperwork. And notice I didn’t say contract started. Is agreement bad? Agreement is fine, I like agreement, so we’re in agreement. We’re not in disagreement. Right. So it’s. I like to agreement. I would say,

 

You know, now that you got, the green light from Steve or Phil in said lender,

 

I will go ahead and get your paperwork started. What is the legal spelling? Or you could go, what day, is better for you to go over that with me?

 

Today or tomorrow? 10 a.m. or 3 p.m.. Right. So, like, two choices. Two choices. Close it, schedule it. Okay. So now you find yourself in the place where she’s like, you got the dreaded.

 

I gotta think about it response. Right. That’s basically where she left you is, I’m really close. I just got to think about it. Yeah. What is my saying about time kills all deals. Time kills all. How many? All reality. So you don’t want her to go? Think about it. Thinking is about information.

 

Not time.

 

So what I say is, home builder consultant has found that the best decisions are made by having all the information.

 

And I usually spell information like I’m not a psychotic. I haven’t got all the information.

 

Wouldn’t you? You agree? And Jordan says, yes, I would agree. That’s a great point here. And then you say,

 

So what information is lacking for you?