Dare 23: “Let’s Go Back to my Office”

I like this one….and I have to admit I do not often do this…that is – Set the stage up front that we are going to come back to the office/model to put a customized packet together for you.

Tell them, tell them again, tell them what you told them.  Always great in presentations…speaking to groups…but good for us as well one on one.  (I just hit my forhead in one of those I could have had a V-8 moments! )

This is so good and easy, it’s wonderful.  Many times we worry about keeping the customer longer than they want…getting them back to Model…but this sets the stage.  So today, I had one “group” of lookers.  So I tried the Dare.  It went great…even though they were people not even sure they were coming to Austin, they followed everything I said, went in my car and came back into Model. A good test. Worked.  I like this!

Thanks again Jason……..

DARE 22: The Unsellable FLoor Plan

Well, I have to say I am fortunate that I do not have any floor plans I consider dogs, or I don’t like in my current community.  I think I had thenm in the past….and hence never sold them…not built them.  Fortunately, I had enough influence to not build them as inventory homes either…so I did not have to sell them.

Remember Dare 5…Pick the right song.  That has been a bigger issue for me….pushing a certian plan versus (in the Dare)hating a plan.  But potentially, it’s the same result.  I have heard various Sales folks talking about “dog” plans…and I am sure they never sell those.  The beauty of this Dare & a couple others are, if you ask all the right questions up front, you will be driven to the right plan for the buyer…no matter what you think of the plan.  So if we are doing what we have been practicing, this issue goes away…pretty simple, eh?

So what really may come into play is HOW you talk about the plan…your voice inflection, your facial expressions, your excitement level.  That is what we may need to guard against the most….how many times have we heard from our significant other that they know when we don’t like something…even if we say we do.  “Bob, how do these pants look on me?”  Trust me, my wife knows how I really feel just looking at me…no matter what I say.  Or, last night, we went out to dinner with a bunch of friends. I ask the waiter what they thought of a certain menu item.  He hesitated for a second…I knew not to get it.  Well, our customers do as well.  Who do we think we are kidding. They know!  And worse yet, if your customer likes it & you act like you don’t, they won’t buy it from you either!

Put on your happy face!

Dare 19: One Simple Close

OK,  so let me share with you my only visitor today.  75 yr old couple came in saying they were looking at the Mosaic Apartments here in our community.  (Oh great, renters) Why is that….well we want to downsize from our 4000sf home.  And you are thinking about renting?  Why renting?  We want to travel & be able to walk away.  If you could do that in a home, not pay rent, wouldn’t that be better?  Yes.  What about your townhomes…those looked interesting..and are under our budget of $350,000.  I said, is a two-story OK?(Knowing they are 75)  We were hoping you could put in an elevator?  I probably could, but tell me more about what you like doing…..well, it came down to 2 big things….they love to dance and love having family over for the Holidays.

OK, so as dancer’s, isn’t it best to dance on wood floors?  Yes it is. And when your entire family comes over for the holidays, isn’t it great where you can all be in the same area…eating, talking, TV, everything.  Yes it would.  OK, let’s go look at something totally diferent that you will love!

Well, they loved the home…..so I thought about today’s Dare. So, I summarized (summary close)
1. You really like the idea of a one-story becuase of Robert’s knees. “Yes”
2. You loved the wood floors and the dance area (& room for your piano) for your dancing.”Yes”
3. All your family can hang out together in this open plan. “Yes”
4. You would rather own an investment than pay rent and still are able to travel with no concerns.  “Yes”
So I said….”then Vicky & Bob, congratulations on your new home!”   Thank you they said.  Deal done!  What a day…my only person that came in wanted to rent an apartment and then said they did not want to go over $350,000, leaves here buying a $500,000 on their first visit!  How DARE they!

DARE 19 down.  Dare 20, here I come!

Dare 18: Get Ahead of the Pack

How long have you been looking for a Home?
How many homes have you seen?
If you had to chosse a home today, which one would it be?
Why is it your favorite home so far?
What, if anything, is the home lacking that you were hoping to find?

Good questions to open with. I had only one person today & we were their first stop….so these did not work.  They were debating about a possible move to Austin from NY.  Said it was a 20% chance for the move.

So, I did do some thinking about these questions, said them aloud many times & was prepared for the next person.  Oddly enough, the more I said them, the better I felt about them.  So I encourage you to do the same.  The reasons you or I might resist are …prying, rejection, hearing they like another home better.  Not sure what else….when you look at these….how silly.  Just ask the questions!

Dare 21: Focus on the “Just Looking” Buyer

Nothing is more fun than getting the “Just Looking” buyer to open up.  I used to be ticked when they came in…I’d shut down.  Now, I look at it as a challenge, get a little smart alleckie, have fun.  I love it actually.  Happened today. 2 guys came in…I said, “great day to look at new homes, eh?” (Drizzle outside…nothing else to do)  They said “yep”… “so what type of home you looking for”….”Oh, we are just looking”. “Come on, on a drizzly day, no one is just looking“. “It’s OK.  Some of my best homeowners said the same thing when they came in…now they are Happy Homeowners!”"  That broke the ice…then I heard the whole story…trying to decide to move to Austin & bring his Father from Florida.

Anyway….I really believe when you have nothing to lose, have fun, joke a little, people let their guard down and open up!

Good Dare…don’t be afraid, ticked off, let down, etc….go after them..it can be fun!  Plus, how cool is it when they buy a home & tell you later, “I never thought I was going to buy a home”!

Dare 20: What Drives You

Just like you Jason….I was just like my Father.  I remember everyone saying to me when I was growing up, you must be Bob Brock’s son.  You are a spitting image of him. You are just like him.  I bet you are just like him when he was your age. Or my neighbor growing up saying you, you are the one who is going to make all the money..I can see it in you.  Or my having a monopoly on on the newspapers in town…the morning & the evening route was mine.  Or selling programs at Purdue football games when I was only 9 and selling out my entire allotment (200)the night BEFORE the game by going through my neighborhood & hitting all the parties!  Then I’d go to the game & get programs others couldn’t sell…made lots of money & got into all the games for free!  Good times! I was always selling something…always looking for a way to make a buck…to have things my parents couldn’t provide all of us kids.  It was also a way to prove I could do anything…remember the earlier post where my Father never thought I’d amount to anything.  This was another way to prove that was not the case.  So Jason, what drives me…I have this inner drive to be the best at what I do. To always be number One…to provide my family what ever we want.  It’s a competitive thing!

Witholut getting into specifics, I know exactly what I want…the trips, the toys, the philanthropy…I know.  That’s what drives me…to accomplish my goals.

Dare 17: Start with a Purpose

Again, unfortunately I did not have anyone come in my Model today. So I have thought about good opening statements I could use. I like the idea of how the Tailor sets you at ease.  So how can I do that.  I also realize many people believe a New Home Sales Person is a Realtor..not associated even with the Builder.  And when they hear I am actually the Builder, that surprises them and they like it.  So, I feel one thing I could say is…”since I was involved in building this home, I will be able to help you with any questions”.  Or, “since I was involved in building this home, please notice some of the ways we designed this home to conserve energy…ultimately lowering your utility bills”.  “Being involved in building this home, let me share with you why we were voted Builder of the Year.”   or, “why other homeowners lchose this plan was ________, would you feel the same way?”

I will use your purposeful transition statement in the book with my next customer.  Thanks for the new idea.  Keep them coming Jason!

Dare 16: Gambling is Prohibited on the Premises

OK, I read this Dare yesterday and happened to go to a Sushi restaurant last night.  I had to practice this Dare with my waitress because of the language barrier.  I needed to repeat everything back I ordered to make sure she understood what we were ordering.  Good exercise and preparation for today’s Dare.

My history I believe has been if I am not sure, I clarify, otherwise…probably not.  I like this Dare to really help clarify..I used it today in an abbreviated way.  My only traffic was a gentleman who had a spoecial needs child with him and was very distracted.  He said he liked my Parade home that was very contemporay but did not need that size or price range.  When he saw my Contemporary Townhome photo, that intrigued him. But when I clarified what he wanted again, it came down to high end finish out.  So now he has an interest in building a home….but needed to come back by himself.

Good clarification.

Dare #15: Just Because You Think It, Doesn’t Mean You’ve Accomplished It

Jason….good question when you asked Julie “why the customer specifically liked her home better”.  You are right, if you don’t know, you probably don’t have a deal. It goes back to your comments about the 3 deep questioning.  Many of these Dares keep coming back to asking EVERYTHING so there is nothing left…no questions…no reason to not know what the customer is really going to do.  Pretty basic when you really get down to it…we must have the courage to plow through it….to get to everything…and then confirm it! 

Our sales manager asked one of our sales people the other day what the customer’s hot button was considering the sales person said this customer was going to buy a home from them.  They did not know….umm…Red flag.  Motto: “If you don’t know…you don’t get!”

So you asked the question, “What is the biggest fear about asking these Mutual Accomplishment Questions?”  I am thinking…. fear of being told no; fear of putting people on the spot; fear of over-stepping.  But if we think if we don’t ask they aren’t going to buy anyway, what do you have to lose.  But you must believe that!  What if we truly had the belief system that if we don’t uncover every objection AND don’t ask all necessary Mutual Accomplishment Questions we will not sell a house.  Would we change?  I think so…otherwise, can you spell W E L F A R E?   That’s my objective!  Ask everything!   Now, I can’t wait!

OK,  so just had the chance to test drive this puppy.  By really digging, I uncovered that this person, although he liked everything, can not get qualified.  I even asked….”Are you just telling me that to leave you alone?”  He showed an email on his phone from a reputable Lender telling him it will probably take at least 2 years to get him in a viable position to buy a home…based on past credit issues, change of jobs and debt.  Hey it saved me time….and I had the courage to ask a confirming question.

More good stuff…thanks Jason!  Remember….“If you don’t know…you don’t get!”

Dare 12: You Can Handle the Truth

Nice Heading for the Dare….when I first started in this business, I was so concerned to get objections.  Now, if you don’t get any, you gotta wonder what’s up?  So it’s really fun trying to get to them all.  So today, all was going well…uncovering issues and feeling good…closing along the way and when ask them to make the home theirs, she flinched.  Asking why after reminding her of all the things she liked, she said “it is my partner. She is not an East Sider”.  She had talked about her son & mother moving in…but no partner.  I had asked if her Mother would have input, she said no.  So I did not get to the Partner thing. I should have done the 3 deep thing Jason talks about to have uncovered this earlier.  She said she needs to work her partner into this decision.  So we booked a time this weekend to come back and walk her through the neighborhood and the house plan that will work for them.

Keep digging……