Builder Objection Handling Script(Continued)

Builder Objection Handling Script(continued)

BuilderObjection Handling Script

“I want to wait to (build/buy/remodel) when prices / interest rates drop.”

(Assuming you have identified a highly motivate prospect through effective pre-qualifying)

“How long do you plan on living in your new home?”

(Assuming four or more years)

Real estate is a great long term investment with tremendous tax benefits. The longer you stay in your home, the greater your “Return on Investment” will become. In the meantime, it is a great place to live life and build memories. There has never been a better time to buy/build/remodel. We don’t know what the future holds. The longer you wait, the greater the chance rate/prices will go up. If I could build the home that met all of your personal needs and if I could negotiate the best value for you, would you do so now?

“I can have project built with (Name/discount Builder) and only pay a flat fee.”

Have you ever purchased an item in the past based primarily on price and later found out the value and quality was not nearly as good as you thought? This is just like that. The saying “You get what you pay for” applies here. It is also important that you compare apples to apples. It is like comparing a Mercedes to a bicycle. They are both transportation. The difference is how you arrive and how quickly you get there. We are talking about doing much more than building your project cheaply. With all that is at stake with your greatest asset, doesn’t it make sense to go with the best service and company you find? Besides which is more important, the amount you will pay, or the quality of the finished product? Isn’t best over all value what you are really looking for?

“When would a good time be to show you what separates my service and end result product that no one else can deliver for the best overall value?

“I’m not sure.” (General hesitation)

“What is it you are unsure of? What is your greatest hesitation or fear about taking the next step together?” (Identify)

“I need to talk with (Name) first.”

(It should be clearly understood at pre-qualifying who the key decision makers are. If this comes up at the point of committing to the agreement questions)

“Is (Name) a key decision maker of this project or just an advisor in this transaction?” (If a key decision maker, then you need to bring him into process. If just an advisor, then ask)

“What specifically was it you wanted to talk with (Name) about?” (Identify)

“Is that the only issue or is there anything else?” (Isolate)

“If I was to settle______(issue) for you would we have a basis for doing business?” (Overcome)

(Proceed to solve problem. If a hesitation is still there, then include as a contingency in agreement, a 24 hour review period with signatures.)

“Will you reduce your fee?”

“No. Are there any other questions?”

“(Name/Builder) will build my house for X% which is lower than you will do.”

If they are so quick to cut their rate up front, how much more likely will they be to cut corners when it comes to finishing your project right? At my rate you will be receiving all the full services and upgrades mentioned in the accurate – customized bid. Which items would you be willing to do without to get a lower rate?

“I don’t like working with contractors.”

“Do you mind sharing with me what experiences you have had in the past to cause you to formulate that opinion?

“Fortunately I am not one of those builders. Would you be willing to take five minutes for me to share with you specifically how I conduct business and what separates me from the rest?

“I want to think it over.”

“To make sure I have done my job correctly and answered all of your questions, what was it specifically you wanted to think about?” (Identify)

“I am going to build/remodel my house on my own.”

I can appreciate that. What is the main reason you want to build on your own and why am I here? Have you ever built/remodeled a home by yourself? Are you aware of the liabilities involved in building a home? If I do my job right, my fee will end up costing you less for the project because I can buy the materials for less and hire the right subs. Also, you won’t have to do the work. What steps are you going to take to ensure your project meets code and regulations and there is no compromise in your structure? How can you be sure you have the best subs? Would it be worth 5-10 minute of your time for us to get acquainted so you can understand the benefits you will receive in building with me?

When could I stop by to show you why my clients choose me over building on their own?

“You are asking questions I don’t fee comfortable answering.” (Assuming this is at the pre-qual stage, ask)

“In order for me to properly serve you and align the right home (service) with your needs it is necessary for me to acquire certain information. Are you at the point where you need to buy / build / remodel your home now? (If yes, then ask)

“Then I need to know more about you. Are you comfortable with me and my ability to get the job done for you?” (If yes, proceed with pre-qual questions. If no, find out why they are uncomfortable with you, then: identify – isolate – overcome.)

“All builders are the same.”

“It is not finding a builder that is tricky, it is finding a professional, ethical and moral one that is hard to find. I am one of those. Since you have a need for a builder and I happen to be one of the best around, should we take a few minutes to get acquainted and see if we are a possible fit for each other?”

“In this market it is imperative you work with the most knowledgeable, professional expert you can find. Would you agree?

“I’m not comfortable committing to paying up front for a bid.”

“I don’t want you to commit to anything you are uncomfortable with. What is it about committing to an accurate – customized bid on the exact home/remodel you want, are you uncomfortable with?

The challenge in this industry is receiving an accurate customized bid for exactly what you want to build. The reason is most of my competitors fail to ask you the series of questions I just did and end up with a cost plus or multiple upgrades needed which increase both cost and completion time. This way you will have a hard figure to compare against what you really want. Does this make sense?

“No other contractors have asked me to pay for a bid up front.”

“In this market it is imperative that you work with the most professional knowledgeable, expert available. I am one of them. Unfortunately, in our industry, the norm is not asking enough questions up front to learn about all of your needs.”

(If you have pre-qualified them) “My purpose in providing this information for you is to help you make the best decision about your next home and you are receiving the best accurate / customized bid for exactly what you want.

“If I show you that I will build the best home for you, communicate consistently with you, answer all your questions, keep your best interest at heart at all times and in general make this a very positive experience, and not charge you anything unnecessarily as well as the best possible value, would we have a basis for a business relationship?”

(Wait for answer)

(OR)

“This bidding process will take me approximately ______hours.

When finished you will have at the very least an accurate customized bid on exactly what you want to compare with your other bids.

Most likely you will find that my overall value is best and if you end up choosing me, I will apply this fee to the overall cost of the project. Would you like me to proceed?

I have been quoted $______per foot to build this home.

Does that include: the permit, landscaping, window coverings, bank fees, appliances?

Would you like that in your project?

Specifically what does your bid include on amenities?

What your general bid means is you will have problems down the line. Inevitably, one of two things happens…either you pay more or get less. The problem with a home is you have to “live” with the problem for 30 years. Are you ok with that?

I am going to give you the full disclosure up front so we don’t have problems at the end.