Updated 2.5.26
script on clothes. So my phrasing, I’ll be I’ll be the salesperson for a minute and, I’ll throw, Shelley, you be the obnoxious customer. Yeah, I have to answer complaints. Yeah. You meanings of varying needs. Lines to mean the obnoxious customer. Okay, so,
So, Shelley. No way. We need to give you a different name if you’re going to be obnoxious. All right. Great. Raylene. Sorry. That was the deepest South name home builder consultant could think of off the top of my head. Raylene. Earlene. You’re Earlene. That’s even worse.
Belittling. Yeah. You’re smoking Pall Malls right now, Earlene. That’s good. Why your baby off your hip? All right, so, your 14th baby, by the way. All right. So right now, Earlene, we have a special incentive where you get $20,000 towards a permanent rate buy down in closing costs paid in your new home if you purchase before the end of the month.
So the next step would really be just to schedule an exploratory meeting. And that way you can kind of see all of our homes and a little bit more of what we offer. So what works best for you? Is it during the week or on the weekend? home builder consultant thinks it’s going to be on the weekends when my husband’s going to be up.
Earl, what time are you available this weekend?
He’s not answering. I don’t know, home builder consultant has to get back to you. He’s drunk. Sorry. He’s passed out. Okay, well, whenever he sobers up, Earlene, you know, do you think just for what? You know, of the schedule for the weekend, would Saturday or Sunday work better for you guys? Probably Sunday. Sunday. Okay, well, right now we’re pretty slammed, but I’m showing that we do have an availability.
One at ten and one at three. So, which one of those would work better for you guys will be who will be at church in the morning. So 3:00. Okay. Three. Okay. So, now what’s the best email address? So I can send you directions on how to get here. And also a link to a ton of recent testimonials, for you to check out before we meet.
What email’s best? It’s going to be Earlene the goat. Gmail. Whoa, whoa. All right, let me write that down. So you just want to follow that script off a cliff? You guys, this books it. And don’t get too far away from this. Like, this is what you want to follow, because this will keep you on track to get that two choices.
Method. It’s during the week or on the weekend. They’re always going to say weekends for the most part, Saturday or Sunday, 10 a.m. or 3 p.m.. Right? It’s always two choices and you back them right into the appointment. They don’t even realize, they said. And then you’re always going to every once in a while, get that home builder consultant doesn’t have my schedule with me or I don’t know, my wife’s schedule.
So that’s right here. That’s the next thing on the script, right? So like, I don’t know what Earl’s schedule is at the coal mine this weekend. If he’s got if he’s, mandatory overtime since that collapse. Oh, the shaft that killed Carl and Ray-Ray. So, Okay, well, I totally understand, Earlene, since you probably know, Earl’s schedule better than anyone.
How about you just kind of take your best guess at what you think will work for him and for yourself. And then I’m going to go ahead and put it in my calendar. So I save a time slot for you guys. I have a ton of appointments this next week, so I just want to make sure I keep that clear for you.
When you get when you get home this evening or when Earl gets home this evening, you can check with him and and just let me know if you guys need to adjust that time, because that’s what. I’m good. Yes, sir. Okay, great. And then you just keep going because they’re going to tell you they don’t know their spouses schedule, or they’re going to tell you they don’t have their work schedule or something.
Makes sense. So your most common objections, you guys home builder consultant literally listened to over 10,000 recorded phone calls of salespeople using this script. And these are the same objections that everybody gets. So like you’ve already gotten there. And if you follow your script and you come across an objection that hasn’t been heard, throw it at me and let’s write a script and put it into your script.
Make sense? As you. So we got to follow that script right off the cliff. So what are the four things rapport. Is his name benefits. Close. Close. Rapport. Needs benefits close. Everybody say it with me. Rapport needs benefits or needs benefits. Clubs. Everybody do a little dance. When you say it. Rapport needs benefits. Close before you need benefits close.
Sam, I feel like you have no rhythm. This is disturbing. I don’t I don’t I can’t. Have you ever seen Elaine on Seinfeld? Damn. Touched me. Okay. That’s fair. She’s terrible at it. So I feel your pain that it’s the best. So we want to get rapport. Needs benefits close in our mind, right? Because that’s everything that we do.
Even we do it on the phone. Call in the call script. Then when they get to your model, you know what we do? Same thing, same thing. What is c c b b report it. Connect cards. Benefits book is also. Rapport needs benefits close. It’s the same thing. Connect rapport card needs.
Right. Yeah. Benefits book is close. Rapport needs benefits. Close is what you’re going to do when you get them in front of you. So you’ve got this. You get them. You get a lead. The lead turns into a call. You have a conversion percentage of how many of the leads you have. The that you call. You have a number that you turn into an appointment and you have a number that you get to a tour, the better you do on following that script and doing rapport needs benefits closed the higher your percentage of appointments you set.
And then if you use the correct calendar invite, let’s the word I want to use a template that we have for you. It’s got all of the verbiage already built into it with your Google map location built into it, so they don’t get lost with your two calendar invites or your two calendar reminders built in one for the day before.
One for two hours before, so that they don’t forget about the appointment. All of these have something to do with whether your person shows up or not.
And then when they show up for the tour, how well you do on that has a lot to do with whether or not they actually move to the price out. So when you get to the very end of your model home tour, then what do you have to do? Book the next appointment. How do you book the next appointment?
All right. There’s a car alarm going off outside. It’s not like we know.
How do you book the next appointment? What method do you use? The same book in the appointment. Oh, whoa. Mind blowing. Shelly.
The same method you used on the phone call, which is the two.
Choices for you says method. That was me in slow motion to sure. You says read the bit of closing right during the week or on the weekend, Saturday or Sunday, 10 or 4. Eyes a morning in an afternoon. Right. That way you kind of hit both. And if they go, well, I can’t do either 10 or 4. What do I do?
That’s okay. I also have an 11 or 3 I like to move straight to, well, what’s a time you definitely know you have available on Saturday. And they go 11 and I go, why don’t you look at my calendar real quick and see if I have an opening right there? Okay, hang on a second. Okay? Yeah, I can do that.
Right? I.
Run a catch between church and when he starts drinking, he doesn’t have to sound quite as retarded as me. When you do that, I should do something. I’m not going for sympathy points. No, I was wondering if you help me. Enlightenment. Okay. Here. And help down. Are you to meet at 2:00?
Down. Are you to meet at 2:00? Yeah. For a little slang at me. That’s a good no, but you want to go straight back to your two choices method, and you always book an appointment from an appointment. Appointment? Why do you always book an appointment from an appointment? And you don’t have to chase them, right? Because you turn into the obnoxious chaser.
Which is why I had that restraining order in high school from the entire cheerleading squad. Because home builder consultant never booked the appointment from the appointment guys. It was terrible.
I’m just kidding. I really didn’t do that. Just getting right there, answering the phone for calling my daughter right. She’s all right. Whatever. So it’s like, boy, you got. Yeah. Flag boy. That’s right. I should have never told you about that tie. So that’s kind of the methodology. Next time we’ll dive a little bit deeper into kind of next steps and going into price out.
How do I do a better price out to get them through price out to the next step which is purchase agreement. Right. All I’m doing is moving down the five easy steps from one step to the next to the next, booking an appointment from an appointment and I have a certain conversion rate at every step in getting them to the next step.
And the higher my conversion rates are, the more contracts I get right? So that’s the move. All right. That’s it for today. I got to jump into my next meeting. You guys are awesome and tie you really smell terrific today. I hope you have a couple things. Yeah okay. So everybody we go back.