Win The Comparison Game

Humans by nature make comparisons. Everything's a comparison and our homeowners are doing the same thing. Our job in the home, if we're first, it's to set the benchmark for comparisons. And then if we're second or third, we want to outshine the other one.

When we're first in the house and someone says, I want to get three estimates. I'm going to first hit him with the ARO formula, acknowledge, reassure, overcome. Acknowledge, I understand you want to get three estimates. Reassure, I'm glad you're doing your homework and it's smart to get estimates.

Then we can overcome as you collect three estimates can you share with me a little bit what are you looking for in those estimates? Once we've gathered that, you've got that intel to speak to those needs versus trying to overcome the core thing right out of the gate, which is I need three estimates.

And then if we're second or third in the home, we can ask questions that homeowner can't answer. And as we ask these questions, they're going, I have no idea. They never told me. And instead of saying we're better, they're now coming to this conclusion on their own.

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