get it in their paycheck they can modify their w-4 at the company they work for to claim their MI deduction so they don’t pay this amount in.
■ Go over each individual item with them pointing out the differences in your favor. ■ After this is completed, the next step is to ask them if they have been pre-approved with a loan officer. If they have not, get them in touch now with your preferred loan officer. This will allow the loan officer time to work the numbers while you take them to the model home. Model Home Script ■ Before you have brought them to the model home you should have a floor plan picked out that meets their budget and fits their lifestyle. Only show them homes within this criteria. Showing them multiple homes only confuses the buyer and makes the decision harder for them. ■ As you give them a tour of the home that meets their criteria close them on the areas of the home. Example: So will this living room work for your family and furniture? How does this bathroom compare with what you have now? Is this master bedroom big enough? Imagine being able to not have to get out of the car in the rain with this new garage. ■ Point out features of the home: bullnose corners, pantry, ceiling fans, oil rubbed bronze fixtures, wifi thermostat and garage door opener, trey ceilings, etc. ■ If you have closed them on most of the areas of the home and they agree its better or will work for them and it fits their budget, how are they going to tell you no they don’t want it when you ask them to write a purchase agreement? ■ At this point you can use the assumptive close. “I can tell you’re excited, let's go
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