Updated 1.20.26

 

Assumptive. Always assumptive. Don’t ask them if they want to write a contract. They’ll always say no to that. Just say, hey, what’s the, what’s the correct legal spelling going to be on the paperwork for you? And she’s like, Sherry el, whatever. And you’re like, oh my God, it is Sherry l It’s Sherry Lynn.

 

Hello. Weird psychic. And you’re going back. Okay, great. And, All right. And, what and what’s your address and your current residence so I can put that into the paperwork. Okay, great. All right. I should have the paperwork ready for you in about 15 minutes. We can jump on a zoom, and home builder consultant will go over it with you.

 

Sound good?

 

Like assume. Yes. And if she pushes back, then it’s like, okay. Sharing. Feel like we found you. The write home. Feel like we found you the right neighborhood. Feel like we found you. The right price payment. Everything is good. What is holding you back? She’s going to say something. You’re going to do a circular close by saying the following right here.

 

Is that the only thing that’s holding you back?

 

She’s going to be like, well. Yeah it is. Okay. Then you overcome the objection and then you go back to the assumptive. So she was worried about like the landscaping, how to get that taken care of at one point. But we do have some wiggle room on the cost of the home because we never adjusted it when we went into market systems.

 

So in mark systems, it’s like 758 nine, I think, and I’m selling it for 775. So Mike said if she’s like at the point where it’s going to break the deal, we can roll like 15 into 15 grand of that into the contract. I’ve never seen $15,000 in landscaping put into a home. That’s an insane number for landscaping.

 

We paid 20 for the model. Model homes are different. No one’s ever does it. Like home builder consultant said, it would probably be about 15 to 20 because they have to have irrigation and stuff. Oh, well, if you’re having a sprinkler system, too. Yeah. Yeah. Okay. Okay. What I would do,

 

What I would do is home builder consultant would go ahead and, try and close without that. Yeah. If she says that, that’s the thing that’s stopping her, I would say so. Are you saying if we could find a way to fix that, you’re ready to move forward today?

 

I’m telling you guys, you got to use this kind of language. It will close your deal or whatever. Her hinge point is that she’s pushing. Go. If we can fix that. Are you ready to move forward today? What you missed is when you jumped off Natalia’s, she had this customer yesterday that was like, beating her up about the incentive dollars.

 

And she kind of had the ability to have this incentive money in her back pocket. And what home builder consultant told her to do is say to them, hey, if I can do that for you, are you ready to move forward today? And that, like, changed the whole conversation?

 

But you got to make it like, if I can fix that. Are you ready to move forward today? And if she says yes, then I would start with a number like ten grand. I wouldn’t give her the whole 15.

 

And just hold that back a little bit in case you need to.

 

Okay.

 

Because I think she won’t think, she isn’t going to be like, knowing what that number is anyways, while her realtors getting estimates for her, so she might. Now, I would just tell her I’d be willing to put a $10,000, you know, $10,000 towards that for her. Okay. I think you’ll get her over the hump. How about she meeting with Steve to discuss this?

 

home builder consultant doesn’t think there’s a, formal meeting. I called Steve this morning and asked him to send her the information. I think you need to follow up with her in a text and say. Did you get the answers to your questions about the three, two, one? Okay. And then if she says yes, I would call her and go through that whole process with her.

 

And I. Natalia, what are you doing? The shake weight workout is that way. You had to get off for a moment. Yeah. Sorry. The. Yeah, I have a timer and I want me to go ahead and start on the ten minute routine so that I just get that out of the way. I do have a question, though.

 

Yeah, I’m. I’m Kendall friendly with our competitors on social media and I’m like getting all these wild ideas like maybe we need to like do a softball match or so I don’t maybe not that, but maybe like, we, I, I think I’m a pretty nice person. They seem nice. I feel like when you to get to know one another.

 

But I don’t know how far we want to take this. So the competitors. Yeah. Especially in like, Rogersville in Fall Creek, like the bustle team. And what would be the benefit for you in that? Because it keeps your friends closer. But your enemies are close but your enemies closer. That that’s why I keep Jordan in this office right now.

 

So you know too much. If they if they like us, if we like the team, then they will. They they’ll have such a hard time saying anything negative about us or I think I don’t think you need to like, have Christmas Eve with them. But no, I think I think it’s fine for you to do what you’re doing, but I wouldn’t put a ton of effort into that.

 

I never did, and we still sold lots of homes. They are to me. I don’t think you have any competition. If you follow the process that we’re going through on a regular basis, I don’t think you really have competition. I think you’re essentially going to, once in a while, get a customer who’s going to buy from your competitor for reasons that there’s nothing you can do anything about, like they have a move in ready home, and that client really wants to just move in right now.

 

And you don’t have one. Like that’s where you lose deals. A good salesperson like yourself who’s really good at working with customers. If you start talking to them, you guys, you have to go shop your competitors. I’m telling you, what you’re going to find out is that they suck at selling homes. They suck at selling homes. They’re terrible at it.

 

They don’t know what to say to the customer. They don’t do a good job at all. In fact, they sell. They say things that repels the customer from them. Most of the time.

 

So I’m just saying, like, I think it’s fine to be on a like a good relationship with them, but I don’t think you need to be like buddies with them. If that makes sense. I like to tell you I love a good buddy.

 

I know, me too. Good. That must be a girl thing. I don’t know. That’s not same thing with Kenzie. Erin. You know Kenzie, right? She. Yeah. Travis. Yeah. I mean, we’ve talked about this every day. She’s like, I don’t know you, but I freaking love you. Let let’s go out. I’m like, what are we waiting on? Let’s go.

 

Then. Yeah. That’s funny. Ty asked me the same thing the first time I met him. He’s like, what are you doing tonight, big guy? I go out, we don’t make creepy. We make it cool. You’re making it creep. Me? I’m strange. Especially the way it’s creeped out. It’s been the best way. You know, especially the way Ty was kind of pulling up his pant leg when he was doing it, showing me his legs.

 

I thought it was awkward, but. Ty, are you okay? You’re right. Like twice. I think you know, this is not the conversation I wanted heading into the holidays. Okay. Sure comes. And Aaron’s advances to make sure. Aaron’s advances. That’s funny. Jordan, I don’t know. I couldn’t help it. Sorry. Sorry, guys. Jordan’s air is in the.

 

It needs to be all right. Any other challenges, obstacles, objections? I had a question about your two choices. Methods? Yeah. When it comes when it comes to realtors. Yep. And trying to book are one on ones. I feel like can tell me how to go around this with a realtor, you know, because they’re always so busy. If I’m like, hey, I have a nine or a four, do you find often they’re like, oh, they’re just kidding me.

 

Like, I don’t, I don’t know, is it busy? It’s like you just keep if they see any of those work, you just keep making up new numbers. Is that the game to just, Yeah, home builder consultant thinks you can quickly pivot to, you know, you give them two choices, and the two choices you start with are Tuesday or Thursday in that script.

 

Right? Right. And maybe you want to pivot that to Tuesday and Friday or whatever you want to do. I just would make it. I find that most realtors their busier days are Friday, Saturday, Sunday. So I try to stay out of those days. That’s why my script is Tuesday or Thursday. But you could make it Monday or Thursday if you want to.

 

So that it’s not like overlapping your days off. You don’t want to do it on your day off necessarily.