Get The Client To Own The Problem:

There's a big difference between an inbound lead and a self gen lead. Inbound lead is a customer with a high purchase intent. They have a high level of awareness of their problem. Versus self gen. When we show up, most people have no idea they even have a problem.

With both of these, we have to do the same thing, but how we get there is different. We have to, one, identify their problem, and then number two, get them to own their problem.

So on our inbound call, the kind of the five main questions. Identify the problem, identify the motive, and the urgency of the issue. It's open-ended. We wanna get them talking.

On the self gen side, we need to identify the problem first. If they're not aware of it, we're doing our inspection right? Then we need to get them to take ownership of that problem.

The key thing is I want someone to describe the problem to me. I never wanna be the one to describing the problem to the homeowner.

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