look at some homesites.” or, “So let's go look at some homesites.”
Homesite Script ■ As you are looking at homesites get them narrowed down to as few lots as possible. Would they prefer a corner, cul de sac, or regular lot? Use which way the lot is facing to get them narrowed down. Here is a link to an article that will help you understand which way is better (north, south, east, and west). http://www.homesalesbylisa.com/ideal-direction-for-your-home-north-or-south-f acing/ Obviously is you don't have any facing in the best direction then don’t mention it. This is a way to get them narrowed down to a few so you can use the limited supply close. ■ By this time the loan officer has let you know the good or bad news. If they have good credit then use the next steps. ■ At this point you can use the assumptive close by going ahead and hammering a sold sign in on the lot without asking any questions. Obviously if they have an objection they will state it. Examples:
Objection We need to think about it. I need my wife, mother, father to see it first.
Answer I can understand that this is a big decision and you may need time to think about it. Wouldn’t you agree that this fits your budget and is better than your current situation? Prices and interest rates are on the rise daily. And as you can see I only
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