To create a sense of urgency, always start with the end in mind, says Mark Richardson. Stop asking potential clients when they want their project to start—ask them when they want to wake up in their new home.
When the homeowner envisions their completed project, this allows you to focus on the experience, which can be a game-changer when winning over a client.
"The real competitor out there is the client and their fears, the client and their overwhelm, and certainly their ignorance about how to go about doing a remodeling project," says Richardson.
If the client says they wish to wake up in their new primary suite by Thanksgiving, ask why. Their response will be telling on their motivations, advises Richardson.
Listen to more tips and insights into the reverse timeline technique by listening to this episode of Remodeling Mastery above.
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