ANSWER:
Traffic in a model home is your elevator pitch moment. Here’s a streamlined approach:
- As soon as a visitor enters, greet: “Thanks for stopping by — I’m [Name]. Have you been looking for a new home for a while, or is today just a check-around visit?”
- After hearing their answer, ask a qualifying question: “What’s your timeline to purchase?”
- If they show interest, pitch: “Why don’t we schedule 20 minutes tomorrow to walk a few homes I think match what you’re looking for? I’ll compile 3 options based on what you told me.”
- Reinforce urgency: “I’ll hold that slot for you; homes move fast in this phase.”
- Attach a small incentive if needed (free upgrade, landscape allowance) but don’t lead with it.
Best practice: Have reps roleplay this script until it becomes muscle memory.
WHY IT MATTERS:
If you can convert walk-ins consistently, you don’t have to stretch for cold leads. Jason’s challenge teaches how to systemize these scripts so every rep on your team uses them fluidly.
