Updated 2.5.26
If we, if we don’t cover needs and benefits and we go to clothes now home builder consultant likes the always be closing methodology. So I’m, I’m good with that. But we can close on a lot of different things.
We can close on. It doesn’t have to only be the appointment. But we, we are closing all along the way. Like, can I get your name? That’s a close. Right. Because a lead is what a name and a phone number. Okay. So and then in case we get disconnected what is the best phone number to reach you at.
You just closed twice in the first three sentences. Right. So we can be closing things without going straight to the closed for the appointment. I find that sometimes the customer gets a little bit frustrated if we don’t address needs and benefits, it feels like, in high school, not you guys, but me. I may have been too aggressive when asking a certain cheerleader out.
Before home builder consultant had established enough rapport needs and benefits of why she might want to go out on a date with me. Yeah. And, I may or may not have been slapped numerous times in my high school career by trying to close said date prior to establishing enough rapport needs and benefits. So, Ty, why don’t you take over right here?
Okay. So, and and stay on script and try to work through that. So I just said, I’m looking for a home in maybe, like, under 600,000. Do you guys have that? You know, home builder consultant thinks we can definitely find find some homes for you. When are you looking to move into a home? There you go. So you kind of, like, brush it under the rug and keep going on the question.
That was very good. Yeah. I’m looking for, probably, you know, I mean, I’d like to move in and then like, summer sometime this summer would be good. Yeah. That’s that’s great for all of you. Ask you this, you know, you got a budget in mind or are you looking to finance, have you been approved through a financing company yet?
Yeah. No, I, I’ve, home builder consultant kind of talked to my bank a little bit, and, my bank had bank with for, like, 20 years, and they’re great. I always do all my stuff through them. And they told me that, I can be approved. You know, I told them I wanted 600,000. They said I could get approved for that.
So great. Great. So, just to be a little more specific, what kind of monthly payment are you comfortable with? So, yeah. Probably, you know, four grand a month at the most. Probably. So. Yeah. So a four grand. What would you ultimately not want to go over? Yeah. I mean, like four grand, right? Right. Four.
Right. Yeah. Well, let me, tell you a little bit more about Carlton Homes here, if I could. Oh, yeah. You’re switching scripts on me. You’re not allowed to switch scripts. Geez. Hang on one second. I’ll pull yours up for you, because. Oh, maybe I just read too. Well.
Oh, go ahead.
No, you got me smiling for laughing for real. Karl, you’re a funny guy. home builder consultant looks forward to working with you.
All right, go ahead. Karl. No, you got nothing. You got me smiling. Carlton, construction was a great family owned business. Been in business for over 80 years. Just a ton of experience building homes here in Sheridan. Which really gives us just such a proven process and makes us super easy to work with. We’re not going to be the builder that you’re going to find here that, you know, might just leave you in the lurch, pack up their truck and leave the next day.
We’re here to stay. We love our community. You know, and then, the better benefit to you? We have the best incentives around right now. We’re currently offering to buy you right down on lowest 5.75%. And I think, you know, even we’re going to save you some great money. But even more important, Carl, is that we just really care about our people, and how we work with them.
We’re really family oriented. But I think what you should do is just go ahead and do some research on your own. Jump back on that website you found us on. Make sure you look over all our reviews. I know you said you saw some Google reviews or say that, but there’s also some great video testimonials on there.
You could could look at, to see how our other customers been satisfied with our process.
Okay. Great. Now you’ve done rapport. You’ve done needs, you’ve done benefits. The next thing would be to close. What is the best closing method to get an appointment? The two choices method. Why is that? The best way to get a close on somebody? Because they don’t even really realize you’re asking them a question. You’re not giving them the chance to be like, well, I’m pretty busy.
I mean, home builder consultant has to look at my house, my calendar. What is the worst way to close on somebody? When would you like to start by? Oh, yeah, a vague generality. Okay, you guys should write this down if you don’t already know this. What are the five things that equal an appointment? How do we define an appointment? This is.
Contact info. So I got the ten spaces in a specific day.
A specific one. It’s really hard to type time. A specific a specific 1020. Say Pacific. You need to say it right. Di pacifically. Yeah. Hey, it’s not specifically like that, but it’s similar in soccer when specifically, you know, come in and see our homes. So a at a specific day, a specific time, a specific location, a specific purpose with a calendar, invite.
With two reminders built in. That’s the definition of an appointment. I love it when I have a salesperson tell me. That they have an appointment and I’m like, oh yeah, what time is the appointment? They’re like, well, they’re going to stop by this weekend. That’s not an appointment. Under this definition, that is not an appointment.
An appointment is never a vague generality. It always is a specific day at a specific time, at a specific location, with a specific purpose. In a calendar invite with two reminders built in. So if I say, well, they’re going to stop buying on Saturday afternoon, that is not an appointment.
If I say, well, they’re going to come back in Saturday at two for what? Well, we’re going to talk about things some more. That’s not a specific purpose. So each one of these purposes needs to be tied to one of the steps on the five easy steps.
That needs to be what the purpose is is it’s tied to one of the steps. You need to be able to specifically say, I have an appointment to do a price out. I have an appointment to go look at home sites, right? To pick a home site. I have an appointment to do a model home tour. That’s an appointment for a specific purpose.
So vague generalities are not appointments, right? So if I go back to this now, we’re down to the two choices method, which is the best way to close on an appointment. So, Sam, why don’t you walk me through the two choices right here?
Can you read that? Can you see it? Yeah, I had this. Which. Can you smile for me? Oh, it’s too small for it. All right. Yeah. Are you on your phone or on the computer now? I’m on a computer. Oh, okay. You know, you can enlarge it on zoom. You can zoom in. Yeah. Hold down control and use your scroll wheel on your mouse and it’ll get bigger.
Or you can just pull out your printed version of this. Yeah, I’ve got it.
Yeah. So, I would be here this weekend. Would you be available on Saturday or Sunday to come in? I don’t know. I’m gonna look at my wife’s schedule, but probably Saturday. Okay. We are pretty booked up this this week. So Saturday should work. Perfect. When do you have availability? That day or that afternoon.
Okay, let me back up for a second and let me go back to here’s your