ANSWER:
Lot objections are classic in new home sales. The trick is to shift the conversation from “lot value” to “home potential” and “upside within limitations.” Techniques:
- Show optional lot enhancements (grading, landscaping, specialty fencing) as upgrades, not fixes.
- Use visualization tools: render a future lot design, show similar builds on comparable lots, help “see past the lot.”
- Gift small design upgrades (premium fixtures, better flooring) that feel valuable without large cost.
- Use constraining language: “This is still a premium lot — just with a few quirks. We only allow a couple homes like this per block, so if you move now, you lock that spot.”
- Offer transparency: “Yes, this lot is less ideal, but here are the exact trade-offs and what we’re doing to mitigate.” Honesty can build trust, not scare them off.
Jason Forrest Tip: You don’t need to compete on price when you compete on vision, control, and trust.
WHY IT MATTERS:
Most lot objections kill deals before they get real. In Jason’s New Home Sales challenge, we’ll train you on advanced objection reframing so you close more homes, even on the “less than ideal” lots.
