Maxwell Smart

I love seeing folks for the first time in their homes. I recently had a near-perfect first prospect visit. I didn’t realize it until I returned to the office and did my debriefing. “Missed it by that much”, as Max used to say.

The Best First Visit

Upon arriving on time, she was cordial and invited me into her home, then offered me a beverage. We sat in the front room where she had prepared some written notes. She was calm and anxious about finally meeting me because she had gotten “Lost in my blog”. How about that for an ego stroke?

Right off the bat, we managed expectations about what we were about to do and agreed that if we were not a good fit, we would be comfortable saying that to each other without hurting any feelings.

I asked lots of questions and got to know her fairly quickly. We talked extensively about her existing conditions and what drove her desire to renovate.

The only thing she did not have ready was her budget. She said she liked to keep her cards “close to the vest.“ I figured some salesperson had abused her trust in the past.

We quickly got past that by asking more questions, and before I knew it, she could comfortably express what she expected to invest in. I also asked her if that wasn’t enough to get everything she wanted and what she could do without. This got her thinking about prioritizing. Then she surprised me with two well-drawn potential design solutions: a low-impact one and a total makeover that included moving walls.

The 10-minute Walkabout

Once we were ready, we did the (remodelers’ rite of passage) and ventured into the space so I could absorb the existing situation while she pointed out her problem areas. I call this the, “sightseeing phase”. I was absorbing her words and taking images of the highlights. Finally we reviewed her plans.

What she wanted from me was help deciding which way she should go.

• The low-impact cosmetic project.
• The high-impact complete renovation.

After asking questions about her life situation, how she uses her kitchen, and plans for the future, she quickly concluded this project had to go on hold. She revealed that the more considerable scope would make the most sense in the long run rather than the quick fix. From an investment point of view, it would be a better value to remodel her kitchen once and do it right.

The Holy Trinity of Purchasing Decisions

1. Quality
2. Service
3. Price

At Levco, we focus on a “quality and service” business model. Price is like shopping at the grocery store. Unknown until I am at the checkout stand, I guess the final price. Sometimes I am surprised in both directions. Prospects find objections; it is natural. Once we decide to work together, we often discover that our model creates excellent friendships and outstanding results. I provided an outline of our design process, a professional brochure, and a promise to keep in touch.

I Can Have A Successful Meeting Without Selling Anything

At the end of the meeting, we agreed that her current budget would not solve her problems. After offering some financing ideas, we parted ways as friends.  I helped her reach a logical conclusion for her unique situation. This meeting set the stage for when she is ready to move forward. Once she could imagine the future, she was able to plan accordingly. I certainly planted the seeds that could potentially grow into a project or a few referrals down the road.

Your comments are welcome. To ask questions or get more information about remodeling, click here to email me directly, or call 208-947-7261

If you or someone you know is considering remodeling or just wants to speak to a trustworthy remodeling contractor, please contact me. You’ll be glad you did.