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.
Add new comment
Related Stories
Seeing More Interest From Young Tradespeople? Thank Social Media
A new survey from tech firm Thumbtack revealed that social media is influencing Gen Z to become the “Toolbelt Generation”
Two Big Names in Home Improvement Announce New Locations
Power Home Remodeling and Re-Bath make moves on opposite coasts
Curbio to Pay $7.5 Million and Change its Business Practices
The remodeler, who specializes in pre-sale renovations, admits no wrongdoing in the settlement
LL Flooring Stays Afloat After Finding Last-Minute Buyer
Private equity firm owned by Lumber Liquidators founder purchases assets and announces plan to keep stores open and revert to original name
About Face
Why one home improvement leader switched his company’s approach from traditional media to face-to-face marketing
5 Effective Ways To Communicate With Direct Reports
The most successful teams have leaders who know the right ways to connect and exchange information
Registration Opens For 2025 International Builders’ Show
Register now for the National Association of Home Builders' mega trade show
7 Tips For Transitioning Out Of Your Business
Mark Richardson offers guidelines on how remodelers can make their next chapter the best one yet
Endeavor Business Media Acquires Scranton Gillette Communications Media and Event Brands
The acquisition of a portfolio of construction-related events and media brands solidifies Endeavor Business Media's position as the market leader in the construction sector.