Every advisor runs the call their own way.
One guy does a great walkthrough and never asks for the job. Another one leads with price in the driveway. Your close rate ends up being whoever got the lead.
The fix isn't a script. It's a shared order of operations, so every homeowner gets the same honest, complete visit, and your advisors know exactly where they are on the call.
Five stops on every call.
Same order every time. The homeowner always knows what's next, and so does your advisor.
The door
Show up on time, shoes covered, and set the agenda for the visit.
The walkthrough
Equipment, ductwork, returns, attic. Let them see what you see.
The table
Ask what's bugging them about the house. Comfort, bills, noise, the room that's always hot.
The options
Good, better, best, tied to what they told you, with real numbers.
The decision
Ask for the job, plainly. Then handle what's actually in the way.
- A written call flowBuilt around how your shop actually sells, not a generic system off a shelf.
- Good-better-best proposalsOption sheets that compare equipment honestly, so the homeowner picks instead of stalling.
- Role-play that isn't cornyReal objections from real Tampa calls, practiced until the answers come out natural.
- Call reviewsI go over recorded or ride-along calls with each advisor and give them one or two things to fix, not twenty.
- Shops with 1 to 10 comfort advisorsBig enough to need a process, small enough that the owner still knows every name.
- Teams with leads but soft closesIf the phones ring and the calendar's full but the board isn't, this is the one.
- New advisorsA fast way to get someone productive without them learning bad habits on your best leads.
Sound like your shop?
Tell me how many advisors you've got and what your close rate looks like. I'll tell you straight whether this is worth it for you.