The 3 Domino Close

In order to close a sale, we need to knock down these 3 dominoes in order and if you skip any steps, it's no different than going up to the most beautiful person at the bar and saying, Hey, can I buy you a drink? Then wanna come back to my place, spend the night, and then we'll have breakfast and you can meet my parents.

You're skipping way too many steps, my friend, and you're trying to go too fast. And if you do that, the homeowner is panicking, like the beautiful person at the bar that you tried to pick up and will shoo you out that door as fast as they can lock it and flip that deadbolt.

So domino number 1 is trust. We have to develop unshakable trust. Domino number 2 is need. If there's not a strong enough need for someone to replace the roof, they're gonna put it off. Go forward with the repair, not file a claim or drag their feet. And then domino number 3 is money. That is overcoming the financial exchange.

The service that you provide and the solution that you provide to the problem has to outweigh the cost of paying for it. And if you can accomplish these 3 things, trust, need money, you have the green light to close the deal.

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