Updated 2.5.26
Yeah. Can we make sure to put our locations or websites under. Yeah. Yes. All right. So home builder consultant kind of want to pick up where we left off and we’ll just rename this since I’m continuing down this same path. Ooh. 25. Let me put in 25. Yeah. Woo! All right. So everybody starts out as a lead. What is it?
Lead naming and number. Oh it’s not a super hot person who says, who walks in and says I’m here to buy a house today.
And so that was what a lead is. Yeah. They got a name and we’ll get their number. There you go. And then it starts as a lead. Right. The next thing is we got to call them. And hopefully if you get a hundred you’re batting averages at least 97 like you called all but three. Like it should be 100.
That should be an easy thing, right? And then the next step after a call is what’s the purpose of the call to get a in. It’s just to get them there. Right. So we’ve got a script right for making the phone call. We’ve got if they called in, let’s say they called. Then.
Our only goal is to get them in. Right. We want to get them standing in front of us. Isn’t that the whole goal? Who is the goal? To sell them a home over the phone.
This is a question.
What? I’m saying they’re going to go. Would that be a bad thing? But probably not the goal. So let’s just go back to this. The goal is to book an appointment and that’s it. What should they hear from you over the phone? Well, they should hear the smile. Ty, home builder consultant doesn’t hear your smile yet. I need to hear your smile.
Be the smile, Ty. Be the smile. There it is. I feel it. I’m smiling. It’s a beauty. You should definitely do it. I used to have, There’s a lady that works for me. Many, many, many, many years ago in Michigan. And she used to have a mirror, like, right here, like, right on her screen, pretty much. And she used in it.
She had written a little sticker on it that said smile. So when she would answer the phone, she would look in the mirror and she would smile while she was on the phone because she’s like, home builder consultant can’t sound like I’m smiling if I’m not smiling. And so that was her thing. Her name was Mary and Joseph, and she never worked in the restaurant industry.
We had, like you know, customer service face, and inside you’re wanting to choke them out. You’re smiling. You can sound nice. You smiling. I mean, that’s true. That’s true. And things that are not goals. Answering the customer’s questions. Like every customer calls. With. What type of questions? How much does this cost? Yeah, but what do we categorize those as?
Close ended questions. They call with what I call elimination questions. Elimination questions. That’s what they call with. They just want to eliminate you as a possibility. What are the four deadly questions they call with? Ooh, quiz. Terrorizing square footage. What’s the price of this home price per square foot. What’s the price per square foot of your home’s?
home builder consultant doesn’t remember that. No, the other ones are more for walk ins. But how many square feet is this? Right? Where? So we don’t want to, like, go down the path of elimination questions. And they have other elimination questions too, that they’ll call with. And does this home at this address still available or did you guys sell it?
Right. Or is this homesite in this neighborhood still available or in their mind? Do they have something stuck in their little cranium that they’ve they’re hung up on that’s so important to them. But really, in the scheme of things, doesn’t matter. Like what type of windows do you guys use? And they always ask in that tone of voice, what type of windows do you guys use?
Right. They’re like, so is that engineer who calls with that question because they’ve looked up with the R-value of insulation is and, and whether or not it’s going to cause skin cancer through the window when the sun shines in. I was talking to my oncologist about skin cancer. And what kind of our value to your windows. Okay. Like that’s an extreme example.
But like they call with something that they have in their mind that’s so important HOA of things it doesn’t matter that much. Right. So we the one thing that is not the goal of the phone call when we’re going through our script is answering their questions. Who is in control of every conversation. The bus driver. Oh snap.
I gotta home builder consultant gotta come up with a good bus driver song that we can play. Oh I’m trying to get well this is Tyler Childers has the, bus song. Yeah, but you got to drive the bus, right? You got to be the one in charge of the conversation. How do you drive the bus? Ask the question. Ask the questions.
So, kids behinds. Yeah. So you’ve got to ask the questions to be driving the bus. So what does every sentence of our script have in question? That question? Oh, do you think that was intentional? No, it was total luck on your part. Have you guys noticed that for like, the last five minutes, I’ve done nothing but ask you questions and taken complete control?
Yes. Five minutes. It’s. No, it’s all sneaky. I’m very sneaky. Don’t tell me I do this, by the way. Please send me your notes. Anything? It’s working really well for me. 27 years in. Don’t blow it for me now, guys. I don’t need to divide my net worth in half. Okay. Where were you last night? Where were you last night?
Thank you. Hello. I’ve got a script for that. Just kidding. Okay. So it’s like, for you, Shelly. It’s like. Thank you for calling Haven Homes. This is the incredible Shelly Graham. How can I make your day great?
Which you’re very good at doing this. So let’s role play this for a minute. Shelly. Okay, I’m calling in. You answer. Thank you for calling Haven home. This is Shelly. How can I make your day great. Oh, that’s a good question, I don’t know. I’m actually calling because I’ve got, I was on your website, and I saw that house at one, 2 or 3 Main Street, and, I was just wondering, is, is that, is that home still available?
Yeah. Absolutely. That’s a great question. And I promise I’ll go over that with you in great detail. But first, can I, get your name? Oh, I’m sorry, that was rude of me. Yeah. My name is Carl. Carl. Okay, Carl. And what’s your last name? It’s Carl Bach, but the c k Bach, h Bosch, like the composer.
Oh. Got it. Okay, awesome. Do you also compose music? I do not. But my brother Ty does. Oh, awesome. Well, I know you were calling in, about that home for sale at one, two, three Main Street, just in case we get disconnected. Is there. Is this the best phone number for me to reach you at?
Yeah. Yeah. This is my cell phone. Awesome, awesome. And how was it that you heard about us in the house for sale at one, two, three Main Street? Yeah, I was just on your website. I think I googled it. Okay. And how familiar? How familiar are you with Haven Homes? Not really, I just. I found your website.
home builder consultant was reading some of your reviews. You guys have a lot of good Google reviews. Yeah. So I was just kind of checking that out, and then I’m really. I’m kind of looking for a home that’s like in the, like, 600,000 and under price range. Do you guys have homes in that price range? We do. So we have several carefully curated plans.
The our designer is designed to, meet the specifications of all of our previous customers and the wishes that they had, for their home. When would be a good time for you to come in? A little bit later today or tomorrow? Okay, good. So you maintain control without really answering questions. And then I would just keep working down through this, though.
And you went straight for the clothes, which is great. But part of what you always every sales presentation is always rapport then needs. Then benefits and then clothes.