Strong Sets
These TWO things are 'cleared' with a homeowner before we offer any available times:
1. What time they leave for / get home from work.
2. Any plans that we'd be getting in the way of
after the time the homeowner mentions.
(Strongest grid for an esty, clear both of these separately for each owner)
What are the minimum qualifications for major products in most territories?
(Windows, Roof, Siding *and Attic Insulation*)
Windows: 4 (certain territories allow for 1 Bay/bow or SGD; product sheet)
Roof:15y, Pitched ->no flat sections; no solar panels
Siding: wraps around at least 2 sides
Attic Ins: needs to be accessible + have clearance for RCs to take measurements. (3-4 feet)
"Can you hand the phone back to my friend there?"
"Would you take me off speaker please?"
"Unfortunately I won't be able to schedule mrs ____ today. Confirmation will not be able to get through in this case, good luck on the next one."
Language Barrier
*or younger non-owner translating during call*
The effect we use during the sameday pitch that incorporates a street nearby
What is the jones effect?
What year was Power originally founded ?
1992
During the transparency statement: Name TWO reasons we make sure we can come inside to do an estimate?
- To take the most accurate internal measurements.
- To show styles + options to homeowners before leaving an estimate, as well as answer questions
What 2 territories qualify homes with only ONE side of siding for an estimate?
DAL + NSH
Prev customer concerned about issue with product(s) that Power installed.
ex: "How are the windows holding up for you?"
"Actually a few are completely fogged up now & one is falling out of the frame/doesn't fit properly anymore"
Cross selling
What is persuading homeowner to agree to an estimate on a product different from the one originally discussed.
(Helpful to agents when attempting to qualify smaller projects.)
How many territories does Power currently service?
25
We don't expect you to purchase anything or even be in the market. We're just leaving you a free estimate that we guarantee for the future that way you can put it to use when you need it
or
We don't expect you to purchase anything or even be in the market - we're doing installs in the neighborhood and while we are here, we leave free estimates on homes that match what the work we're doing.
a homeowner has only 5 basement windows left to replace on the home, is this a project we can set ?
Only if it is a finished basement.
(Don't neglect to ask! Unfinished basements will no-pitch *liability*)Writing a note on the file: "has spouse"
"..and how do we address your wife respectfully? what was her first name"
"you don't need to know that- we'll both be here.
I'd rather not give his/her name"
Most effective time to sameday pitch
What is Before the grid
"mary I know you're looking for monday @ 5, I have our expert finishing up on Flower street around 5pm, are you and bob hanging out tonight?"
True or False: To get to PAG you need at least 1200 estimates
Party ID scripting: "Besides yourself...."
-Besides yourself, who else owns the home?
- Are you currently living with a spouse or significant other?
- Does anyone make any decisions on this property with you?
Name the territories that currently qualify with 1 SGD / 2 window minumum ?
TPA, FLL, ORL, JAX
"Are you experiencing any leaking or damage with the roof?
Okay, are you planning on replacing the roof within the next year?"
when asking age of roof,
homeowner says anything under 15 years.
"Streaking" & "moss growth" do not count as damage (pressure washers exist)
Name 3 common issues people may experience with
older windows
- drafty
- hard to open
- seal failure/fog
Getting $5000 from a referral
"Why does my spouse need to be involved?"
Just so you’re aware, our estimates actually change/vary based on your input, so to ensure it’s going to be accurate, we try to have all homeowners present including spouses or significant others. If you’re the primary person to speak to regarding the (W/R/S), that’s fine as long as they’re home too.
You're picking out windows that match your home, and we just want all homeowners and spouses to be happy with the style and colors you pick out because those options effect the estimate.
Making it make sense to the homeowner as to why we should measure up all the windows, rather than just 1
*yes*
"If it makes sense to you Rhonda, we will itemize out the 1 window, we're gonna measure all the older windows and leave you a price on each that way if anything goes wrong in the future, you have our name and our prices to compare to, is that okay?"
- "Do you officially own the home with Dave ?
- "Is there any chance we could speak with Dave to schedule the estimate?"
- "If you decide to move forward with the W/S/R, are you involved paying for the project, or is that more Dave's thing?
- Speaking with Dave's family member or someone else living there, and they mentioned Dave is the owner.
- CD mentioned "____'s dad Dave" as another party involved.
Make sure we're speaking with owner or at least someone who will be paying for projects on the home.
Up selling 1 window into more
"Mary what's wrong with that 1 window?"
*any issue*
"Are the rest of the windows the same age as that 1 window?"
*yes"
"If it makes sense to you, we'll itemize out the 1 window thats your priority, but we're gonna leave a quote on each window that way in the future you have our name and our price to compare. Does that sound okay?"
Can you name Power's 5 core values?