Closing Techniques in a Difficult Market

This is Episode 90 of Selling More Homes, the Monday Morning Sales Meeting, featuring an interview with Robert August, and you’re listening to the Selling More Homes Media Network.

Welcome to Selling More Homes, the Monday Morning Sales Meeting. For Jerry Rouleau, I’m Scott Stroud. Every week, we bring you interviews with sales and marketing professionals to help you find more buyers, close more sales, and earn more money in this challenging housing market. Whether you’re a REALTOR, builder, sales or marketing manager, or new home specialist, this program has been designed just for you. Selling More Homes, the Monday Morning Sales Meeting, is a production of the Selling More Homes Media Network. So get ready to listen, take notes, and enjoy this week’s program.

Welcome to another episode of the Selling More Homes Media Network. I’m Jerry Rouleau. And I’m Scott Stroud. Good morning. Hey, Scott. Another program, another week. Here we go. Hey, you know what, Jerry? We are coming up on our 100th program. In fact, this is our 90th program, so we’ve got a countdown going here to number 100. Well, Scott, that may be right for this program, but you didn’t count all of the interviews we did for Expert on the Issues. I have to take my shoes off to count that high. Because I think when you total those up, it may be close to 180. You’re right. You’re right. I was just looking at the Selling More Homes podcast here and this specific program. But, yeah, you include all those other interviews and our CDs, and, yeah, we’re pushing 200 or more.

Yeah. Scott and I were out in the Carolinas and Tennessee this week, and we got to pop in on some businesses and kind of not necessarily mystery shop, but see what was going on. And, you know, let me tell you, it was eye-opening. What did you pick up on this, Jerry? Well, it’s amazing how salespeople, because the market is slow, they think that they don’t have anything to do. We were in one model home, and there was four ladies touring the model home, and the salesperson was down at his desk. He didn’t seem to be interested, did he? You know, maybe he qualified them prior, but he certainly wasn’t upstairs walking through the model trying to get some referrals. I thought maybe he had something better to do than to sell a home to some folks.

Let me tell you what I saw on this, and it’s kind of on the other end of the spectrum, and everybody that we visited, and we did just some drop-ins, but it seems that there is more traffic. In fact, their website traffic is starting to increase, and, yeah, they’re getting more inquiries. Even more quotes being done.

And I found that with the, yeah, more traffic on the website, but I’m also finding, not just from our trip this past week, that a lot of people are just relying on following up by email, and that’s all that they’re doing. Ooh, yeah, and they’re getting complacent in that, but the email is so easy that that’s all they do. The phone, they don’t pick up the phone anymore. And the phone is so critical to not only incorporate the email, because email is only good for a certain amount of people, but pick up the phone and send out some mailers, send out some postcards, create some activities. I mean, now’s the time that salespeople should be working harder than they’ve ever worked before. Exactly. The buyers are there.

They want a reason to re-engage in the market and find the home that they want, but it takes a personal contact, a building of rapport to make that happen. So, hey, when you get off the interview here this morning, you finish listening to this program, block out some time to make some phone calls and try to do that every day. Make not just emails, but pick up the telephone and try to make 20, 30 calls a day. Just dial some customers. Follow up. Try to get that personal contact and rapport. One salesperson told us that he was making some calls and he got an appointment simply because he was the only one that ever got back to the people and they wanted to do something. So, I guess the customer felt, well, they’re the only option.

Yeah. And what’s all those competitors doing? They’re sending the same email that you’ve been sending. So, pick up the phone and get the upper hand. Hey, before we get into this week’s interview, tell us about our webinar this coming Wednesday. Speaking of emails, it’s 11 keys to effective email marketing. And our guest is going to be the email yogi, who is Sandeep Kapoor. And Jerry and I have had a chance to listen to Sandeep and attend one of his seminars. And a delightful and enlightening, fast-moving presentation. So, this is one you won’t want to miss. 11 keys to email marketing.

Great. I’m looking forward. And that’s this coming Wednesday at 2 o’clock Eastern Time. And if you’re listening to this program and it’s after Wednesday, July 29th, you can just get the purchase of download and listen to it at a later date. This week, Scott, we’re going to be talking with a good friend of ours, S. Robert August. And Robert promises to give us some tips on how to use the opportunity, as he says it, to make the sale or close the sale. Robert is the consummate professional in this. And so, I’m looking forward to speaking with him again. He’s always interesting to listen to. Well, let me get him on the air and let’s just see what Robert has to say with us. And as some of our listeners know, and if you don’t, Robert runs a sales and marketing firm, management firm out of Denver, Colorado.

He’s been doing this for, oh, I’m not exactly sure, but probably 25, 30 years, and specializes in working with builders and management people and developers.

So, let’s get him on the air.

Hey, Robert, great to have you back on the air with us again. Well, it’s a pleasure to be here with both you and Scott, Jerry. There’s no place I’d rather be other than closing a transaction right now. Well, you know, it’s funny you should say that because that’s the topic of today is closing techniques in a difficult market. Well, we’re ready to go. What would you like to share with our listeners as far as some tips that they can take away from this short interview here and go and make some sales today, if not the rest of the weekend ongoing?

Thank you, Jerry. I think the most important thing I can share prior to closing the buyer is being prepared to close the buyer. Every buyer that walks through the door, every prospect that walks through the door is a buyer. And mentally, we need to get into the process of recognizing that in today’s market, in today’s environment, as well as any market, for that matter, that every time someone walks through that door, those people are giving you the opportunity to make them buyers. They’re on a hunt. They’re on a search. And they wouldn’t be coming into the office or inquiring over the phone or the Internet if there was not a direct interest in what you, you know, what you as a builder or what the builders may have to offer.

You know, that first statement, and I don’t know why other salespeople don’t get this, but, you know, I don’t go walking into a stereo store, a TV store, if I’m not interested in buying something. And, you know, what you said there is they’re coming in. There’s got to be some interest there. Well, at the same time, I think that we need to be prepared and to make those folks coming in extremely exciting and letting them know right away that we’re recognizing them as buyers. You know, it’s a great, you know, just telling them, you know, it’s a great day, and it’s a pleasure to introduce yourself on behalf of the company and let them know that it’s a great day to learn about company XYZ, you know, and the fact that we’d like to, you know, to help you become a happy homeowner, you know, at our company today.

Something to the effect, it’s not rote, it’s not instructive, but it’s a very, very comfortable approach for everyone to realize when they come in, you’re making the people feel that they’re guests in your home. The other aspect, too, is greeting everybody with a very warm, genuine smile, you know, and getting ready to ask the folks questions of who, what, where, why, when, and how. That’s who, what, where, why, when, and how. The more that we can get the buyers to relax and be at ease with us, the better it is to help us with the buyers and help them become our buyers and not someone else’s. So, with that said, there’s a series of opportunities.

We’re starting to hear about wonderful stories throughout the marketplace. In Charlotte, we had a report over the weekend that MI Homes had 11 sales in one community this past week, and the week wasn’t even over. There still was yesterday, but there were 11 sales reported. We hear of other wonderful stories taking place in Texas and certainly other markets around the country. Yesterday, there was an auction held by Accelerated Marketing Partners where they had 1,300 families that had come out and had reviewed a particular community in Southern California and sold all of the homes. And the numbers, they beat the performance. And how did they do it? How are these people doing it? They’re closing. They’re asking for the order. We’ve got to maintain a positive disposition in this marketplace and be prepared to ask for the order.

If you’re not asking for an order when somebody comes to the door and letting them know that you value their business and you want their business, you’re not going to earn it. So, the first thing to let these folks know, it’s a great day to buy a home. However you’d like to say it, it’s a great day to buy a home. You know, the two things that you said there that triggered here that I think our listeners need to catch on is you used the word opportunity a couple of times. And having that positive outlook as a salesperson, they need to start off that way. So, those are the two points there that I want to stress that I just heard you say.

Well, thank you. And then, in addition to that, as we start to go into the formal closing techniques, we have to be recognizing that we’re earning the right immediately to ask for a close. Most salespeople often believe that they cannot ask for a closing question or present a closing question until they’ve gotten to know the buyers. Once you start closing the buyer, the buyer recognizes that you are taking those folks seriously. And as a result, the buyers, in turn, will become buyers. So, I would encourage you to start closing right away. It may be something to determine, when you find the right home, will you be ready to purchase it?

In a question like that, it is a yes or a no, but it’s helping you. Another question might be, how would you know it’s the right home for you when you see it?

By asking these questions initially, they’re going to put you in a position to start getting clarity with regard to what the customer needs.

In addition to that, we also have a situation. We know our inventory as salespeople. And we also know that it’s so important to get the people out into the field as quickly as possible. Frankly, I think it’s great to qualify the buyers initially when they come through the door. You know, let them know what product and price range we have available and get them outside as quickly as possible. Most people are taught to stay in that sales office and cover the position around a demonstration table. My perspective on that is get out of the sales office, get out of a closing environment as quickly as you can, into an open field, into the model homes or the speculative inventory. Frankly, I’d rather go to the vacant land, to the inventory under construction, and then into the model afterwards.

And each positioning place that I’m taking the buyers, I’m also qualifying and closing them. And the more that I can get into their heads, the better it is. If I know that they need a home within 30 to 45 days, I want to show them the inventory of the homes available. I want to get them excited about the product that we have available for them. If I take them to the model home first and I take them into a speculative build home, they may not be able to quantify and qualify that opportunity. So I want to start questioning them as quickly as possible. And by getting them out in the field, they’re not in a closing environment. They’re in a selling atmosphere where they’re really trying the product on for size the same way that you would in an established boutique or certainly a department store.

You’re trying that suit or that ensemble on just to get a feel of it. And that’s what we’re trying to do by getting the buyers outside. Now, when we’re out there, one of the things that we have to do is recognize how much inventory we have and that which is necessary for the buyers. So we create a sense of urgency and that fear of loss, regardless of the marketplace, fear of loss is always a great buyer. Should we have had those sales that I mentioned in Southern California or in Charlotte, North Carolina from last week, it would be important for us to tout that information. And then, as we’re explaining that, you know, of our success and what’s going on, then we can begin to let people know that we want to provide them.

Years ago, Penny and I were in southwestern Arizona, and we were in Bisbee, Arizona, on a vacation. Got out, looked at a real estate office across the street, walked over there just to see what the values were in the area. And in the center of this wonderful real estate office, on this picture window, surrounded by a lot of photographs of beautiful real estate and wonderful opportunities, we noticed a sign that was posted. The home that you see today, and these are the words, the home that you see today and go home to think about tonight, will sell to the person who saw them or saw it yesterday and went home to think about it last night. I love it. I love it. Hey, Robert, I wonder if you could address the same situations here that you’re talking about as far as, you know, taking them out to a site or taking them out to existing inventory.

A lot of our listeners sell scattered lots, so they have a sales office, sales center, or a model, and that’s the extent of what they have. Can you address that, these same issues here, and taking the next step with them? Well, I’ve found over the years in selling scattered lots or even within the same office, the more that I can get the buyer outside of a sales environment, the more relaxed the buyer is going to be. And by the way, you want to make the buyer extremely comfortable when at all possible. So if I am getting out on the sites, I want to show the sites that are the least expensive to the most expensive first. If I show the more expensive sites, the buyer could rule me out faster than you could say abracadabra.

So what I really want to do is build the customer’s value up. And the buyers, interestingly, note, they’ll often tell us lesser price points that they’re qualifiable at, yet at the same time, when we’re relaxing them by showing them exactly what they’re telling us that they want, they will gain more confidence in us so that when we do take them to a more expensive home site that will most likely apply to a more expensive home or work within their budget constraints, they will be more relaxed with us as a result of us paying attention and showing them what they’ve asked to see. And it’s a very, very important aspect. Sometimes we’re criticized as salespeople because we don’t hear and we don’t listen. Our job is to be the best interviewers possible.

Our job is to be the best Barbara Walters or Tom Bokoff. Our job is to be the best Brian Williams in the marketplace. And so the more that we can interview and make the customer, the buyers feel comfortable, the buyers will buy from us. Some of these techniques here, these closing techniques, you know, I guess they’re not really magic because, like you said, you have to start from the beginning. So if you haven’t done these things at the beginning, it’s going to be kind of hard to use some of these techniques at the end. Is that the way you would look at it also? I think that’s a very prospective point. I think that it’s also important to note that these techniques, whether it’s the sense of urgency, it’s important to use this one because it’s a fear of loss.

And the point is that once we replace it, once we have the product on, we don’t have it anymore. And what’s so interesting about our business is, yes, there’s other products that come on that can become available, yet at the same time, you know, we catch a home in inventory or that scattered lot, you know, at a particular place. I think it’s important that we know everything that we can about the product and what makes it so special to those individual buyers. Another point for the scattered lot situation and getting everybody set for that is also knowing the type of plans, floor plans, exterior elevations that we can incorporate into these sites that will meet the budgetary points of interest for the buyers. And so when we are taking the buyers out and having an understanding of what particular products they’d like, we can then better demonstrate that product on the site, you know, and get the customer animated by showing them exactly where a home may be placed on a home site so that we can show them the excitement.

The other thing that when we sell scattered sites, we typically take aluminum or metal bridge chairs out with us in our cars so that when we’re sitting on it, when we go to the site, we take the bridge chairs, put them into the building envelope, you know, and show the people conceivably where a family room might be or the porch, you know, so that the folks are getting a feel of that site immediately as it relates to their particular needs.

You know, the individuals who come into sales centers and design centers who have property already, and it is our job as salespeople to help them, you know, get started, I guess going to that sense of urgency, getting them started now versus tomorrow. What would be your tips on that?

So getting them set for today and closing them today. Well, yeah, they have their property already. This has been their dream home, and, you know, they probably have a floor plan in mind, but they seem to be a little hesitant on getting started right now. Well, typically, when we have a buyer like that, what we like to do is sit down and let the buyer explain to us the typical floor plan that it would like. In fact, we’ll often, before we even put floor plans in front of them, we’ll give them pads and pencils and let them start sketching, you know, what they think the right environment is. Architects often refer to these doodles or drawings as bubble diagrams. And what we like to do is ask the buyers, what are the most important rooms for you?

How will you be living in these rooms? What is important for your short-term and your long-term? Especially when we’re in an economy like today, we find that we’re seeing more and more families opt for homes that will handle three and four generations within one home. So we have to be very prospective about the living quarters, you know, and the dynamics of the living space so that these buyers are going to be able to handle the generational opportunity for each individual lifestyle.

Great. Some other closing tips you might add. Okay. Well, thank you. As I went back to the sense of urgency, you know, with existing inventory, the other things that we can do when we’re going through the individual homes is point out the various aspects of the home that the customer has previously told us that it wants. So by qualifying the buyer, we can then summarize and help the buyer understand that this particular home may meet their particular interest more directly than other homes. The other things that you might make notes of are the profit selections, color selection, price of home available. The completion time is very, very critical. Another aspect, too, with rates having come down over the last three weeks, I think it’s very, very important to use that as a fear of loss opportunity because the rates may continue to spiral upwards in the not-too-distant future.

So by having excellent rates at this particular time, we’ve already had a bump a month ago and prior to that, and now we’re seeing the rates decelerate. So the fear factor is already there that if you don’t make a decision to purchase today, you may lose that particular financial rate that you would hope to have when you’re ready to close and ready to buy. So that becomes very, very important to you. Another aspect, too, is that we run into a series of folks who are very, very meticulous in their decision-making process. We have what’s known as the Ben Franklin close or it’s a form of summary closing technique, and it’s a balance sheet. And we often find that by sitting down and having taken notes, very, very important, regardless of whether we’re meeting, greeting, qualifying, closing, handling objections, and following up with the buyers, we always need to take notes.

The more notes you take, the buyer will be much more relaxed with you. Now, in this situation, when we’re going back and summarizing the particular sale, the Ben Franklin balance sheet gives us the opportunity to make the pros and cons approach. And when we’re able to use this approach, it shows the customers that we’re thinking on their behalf, but at the same time we’re interviewing them and asking them about all the reasons that this home works for them or this neighborhood first and this particular home or home site, as you noted earlier, works for them. By getting them to talk and telling us all the different things that are positive are very, very helpful. Now, they may not have remembered everything, so as a salesperson, it’s our job to help coach those people.

So we may say that, you know, this particular home site is located in a cul-de-sac. It’s not on a major arterial. There’s a lot of peacefulness and solace. Yet at the same time with young children, it’s also a safety aspect so that you’re not going to be near traffic. And as a result, this will be helpful for you. So it’s our job also as salespeople to heighten all of the unique selling propositions that we can think about when we’re going through this positive or pro side of the equation on that side of the ledger. On the con side, frankly, it’s more important for us to ask the questions of, you know, in your decision-making process today, what are the concerns? Not objections. Please use the words concern.

What are the concerns that you have today? Let the buyer tell you the concerns, rather you, you know, telling the buyer of the concerns. If you, you know, if you get those concerns, let the buyer, you know, complete that list before you answer any questions. And then, of course, as we’ve shared in the past, what we want to do in handling a concern is take the most difficult first, handle it, mitigate it, and move to the next. And as we go through that list, it’ll probably be a short list of three or four concerns. And then once we get to the least concern point and mitigate that, then it’s time to reel them back in and close that particular sale. So we found that, you know, over and over and over again that these are very helpful.

My favorite closing technique, you know, in a market like this is the instruction close. And the instruction close, it’s a very simplistic and informative process. What we’re doing here is putting the process in place.

And in the process, well, a lot of buyers have never been in the marketplace, so they in turn don’t know how easy it is to purchase a home. And so what the instruction closing technique does is it takes the buyer through an ordinal process of how the transaction works. For buyers who’ve been out of the market for 5, 8, 10, 15 years, it too is important to consider this particular closing technique. And so, you know, running through this process with you today, let’s just take a couple of notes down as we go through this. One of the points we might say to a buyer or buyers is, gee, I bet you’re wondering how easy it is to purchase a home from us today. Well, first, you select the home site and or the home that you like the best.

Now, on a scattered site where we’re just selling home sites, we’re selling land, so we would address that. But what we first need to know is the type of home that the buyer would like, the type of lifestyle issues that the buyer has, so we go into that. First, we select the home that you like the best. Then we determine which home site will best be suited for that particular home. And upon determining that, we tag that or get ready to put together an initial refundable deposit towards the purchase of that home site and that particular home. We fill out a reservation form and you provide us with a refundable deposit. This deposit becomes part of your down payment. And frankly, it’s also an insurance policy.

If you recall, I indicated that this is an opportunity for you as a buyer not to give us a non-refundable deposit, but a refundable deposit. And this refundable deposit is what we refer to as an insurance policy. What does it do for you? It locks in the purchase price. It locks in the prices of all the options that you may consider incorporating so that the price of the home will not go up and the options will not go up. It also holds that site for you, which is critically important, and holds that particular home if there is a home under construction on that site. It also locks in the opportunity to get a scheduled date of closing for that particular home if it’s in an inventory and provides you the opportunity to prepare your decision-making process more directly.

What else does it do? It holds the financing because right away you may have been pre-qualified or you will now be getting pre-qualified for that particular home. Many people in today’s market are purchasing homes with mortgages, and so this will give us an opportunity to lock in a rate at a lower rate today than gamble on a future rate at a much different time period. So all of these things benefit us, and should we not move forward with a sale, the buyer, you the buyer, get 100%, receive 100% of your deposit refunded. Frankly, we’re interested in making the sale on this $300,000 home than just the $5,000 deposit that you’ve made with us today. That, again, is a refundable insurance policy, if you will. It’s a refundable initial payment towards the purchase of the home.

So with that, we then move along to the next point where we fill out our sales agreement after we’re complete with the reservation, and we’ve mitigated any and all concerns and helped you with the decision-making process. We then fill out a sales agreement and have it signed by all the concerned parties. Of course, you and the seller will sign the agreement, and should you have a real estate broker, the broker will typically sign the agreement depending upon the state that you’re in. And then, if you haven’t gone to the lender, we go to the lender and we prepare an application for the home, and the lender checks your credit, your income, processes your loan, and then we wait several weeks for the loan to get approved.

And, of course, along the way, there will be a series of questions that we’ll help you and the mortgage company with. And when your home is finished, guess what? You’ll go to the lender, you’ll sign your final papers, and you’ll move in. And along the process, we’ll be with you every step of the way. We’re not just here to help you with this agreement. We’re here to make this experience the best purchase experience you’ve ever, ever had in your life. Because not only do we want to earn your business today, we want to be your builder for life. And by being your builder for life, it will give you an opportunity to purchase homes in other neighborhoods as the need of your lifestyle changes, and we will be there for you.

And, oh, by the way, having said all of this today, which home do you prefer?

Which home site do you prefer? The buyer makes the decision. The sales associate moves forward with the agreement. So this instruction close is a very, very meaningful close to me as a salesperson because regardless of whether a purchaser has ever purchased a home before or a buyer has owned a home for 10 or 15 years, they need to understand our process and how easy it is to work with us, Jerry and Scott. You know, what I like here is your, through the process here, is your refundable insurance deposit. I think it’s a great way to get a customer relieved that, yeah, it’s a big decision, but it’s refundable. So at least they’ll sign on a dotted line versus letting them go off and have somebody else do that in another development or another model home or sales center.

So you’re actually taking them off the market by doing that. I certainly am, and it’s a process that I learned more than 30 years ago in the first neighborhood that I was able to market and sell in Allentown, Pennsylvania. And what was so fascinating, the builder developers that I worked with and for basically said that, you know, it’s a no-brainer. I mean, their perspective was it’s not about the deposit. They would share with me that the hardest part of the sale was going from the agreement to the closing. And I learned that over and over again, but you still have to take the buyers out of the market, and you still have to not only close the buyers initially, but continue to make the customer feel and the buyers feel so comfortable with you that they’ll continue to reinforce their decision to have purchased from you by bringing you other referrals.

You know, kind of like the old saying, the sale starts, the work begins once you get the deposit.

That’s very well said, and it really is so true. You might be able to rest for five or ten minutes, maybe meditate for 20 minutes over the success of the sale that you have. Another quick point that I would also share with our listeners today is make a three-paragraph statement about each sale that you’ve consummated and archived. These stories that you have for each sale that you put together will become extremely beneficial when you’re closing future buyers because you’ll be able to study the archived material and be able to relate it more succinctly to your future buyers. So many times we forget how we handled the lavines or the pens when I certainly was on site in 1976. And having worked with those folks, I can share one story after the other with you because I was able to archive the individual transaction and able to put that to memory and utilize that in future sales.

Great. Robert, I’ve noted, I think, like 12 points here that you’ve mentioned that I’ve been able to isolate here, and I really appreciate your instructional close. That’s one that I hadn’t heard. The Ben Franklin and all those years that I spent with Zig Ziglar, but that instructional close is beautiful. Let me ask, in today’s market, with these points and building comfort, and it seems like everything was designed to make the customer comfortable from the first words. Where do you see the biggest disconnect among salespeople today applying these points and these principles?

Well, thank you for the question, Scott. The biggest issue is that most of our salespeople have not experienced a downturn before. And where the disconnect comes from is that many of the salespeople in the past who were what we refer to as order takers for 15 years are now becoming order getters. And we have learned, you know, over the last seven, eight months as we’ve been moving through this, or actually now it’s almost a year that we’ve been moving through these very, very difficult times nationally, that it becomes even more important for the salespeople to pay attention to each of these buyers and do all the things that we’ve learned over the years from meeting, greeting, handling the objections, and the concerns, of course, demonstrating. We noted a couple of points today that hopefully will be helpful.

But we need to get into the game, you know, and understand that we’re never established until we’ve sold that last product or service, and not to take anything for granted. We have to get out into the product and show the product and demonstrate the product and find out more about the buyer and make that buyer very relaxed and comfortable with us, knowing that we’re here for them. We’re not just a salesperson. We’re counselors. We’re mentors. We’re guides. We’re coaches. And I think that from my experience, I can assure our listeners today, when they take that consultative approach, the success of their sales is going to increase dramatically.

Great. Good.

Well, thank you, Robert. I always appreciate being on the air with you here, and thank you for your support to Builder Radio over the years also.

Builder Radio provides a tremendous asset for our listeners. If they’re able to walk away with one or two points, Scott hopefully is walking away with, even now, 15 or 20, I think that we’ve accomplished our goal for the listenership. At the same time, the ability for each of our listeners to go back and utilize Builder Radio as an archive of outstanding tidbits and techniques and pointers from the outstanding participants who continue to share their expertise is just phenomenal and has been a great resource for me and all of our sales associates that we work with throughout the United States and hopefully throughout the globe. In the interim, I just want to say thank you to you and Scott, Jerry, for putting together a wonderful, wonderful program today and every day.

You’re the top. Thank you so much. Well, thank you, Robert. Glad to have you on the air again. It’s a pleasure.

Well, Scott, you know, a few closing suggestions, a few closing tips, some things I’ve heard of, but you know what? Sometimes the approach and just re-listening to it makes a big difference. You know, I was picturing in my head the scenario. I was just kind of playing the video and picturing doing what he was talking about doing as we go through it. It makes so much sense, but it takes the whole presentation, the first meeting with a client, to a higher level of energy and anticipation and excitement and involvement. You’re getting out of the office as quickly as possible, getting out of what they consider that sales environment, getting them out to experience and touch and feel the site, the model. I thought that was a good idea.

We tend to linger too long. Yeah. And again, you know, some of the tried, tested tips, but also some new approaches. So, you know, that was a fun interview. Make sure you stay tuned for some of our other programs. We’ve got the whole list of new guests or presenters over the next several months here. We also have this webinar that we’re doing is number nine, I believe. So we have another nine more coming up still this year. And we’ve had great attendance so far. Now, all the previous webinars that we’ve done are all available as video. You can watch them online from our site or download them and keep them and watch them as often as you like. Oh, great. Well, until next week, I’m Jerry Rouleau.

And I’m Scott Stroud. And thanks for listening to the Selling More Homes Media Network.

And thanks for listening to the Selling More Homes Media Network.