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How to Create Urgency with the Reverse Timeline Technique

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How to Create Urgency with the Reverse Timeline Technique

On this episode of Remodeling Mastery, host and industry advisor Mark Richardson walks you through how to close more sales by utilizing a reverse timeline


July 26, 2023
remodeling mastery 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.

To create a sense of urgency, always start with the end in mind, says Mark Richardson. 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.

 


written by

Mark Richardson

Contributor

Mark Richardson, CR, is an author, columnist, and business growth strategist. He authored the best-selling book, How Fit Is Your Business? as well as his latest book, Fit to Grow. He can be reached at mrichardson@mgrichardson.com or 301.275.0208.


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