Scripts Flashcards
KNOW YOU - CONNECT THE PEOPLE
- Greet – “Hello! - are you (name?) I’m Cody Watson with Pillar To Post Home Inspectors! It’s great to meet you! And thank you so much for meeting with me. I brought this for you (business card). This is a nice (house, coffee shop, office, area of town, etc).”
- FORD – (5 mins) Leverage a few FORD questions to engage, and connect. Find connection points or learn about a difference.
KNOW YOU - CONNECT THE BUSINESSES
- Diagnostic Questions (5 mins) – “Before I share about Pillar To Post, can I ask you a few questions about your business?” (listen and take notes)
a. “First- What time do you need to leave so I can keep this in your timeframe?”
b. “Tell me about your clients—what are they like? Are they newer homeowners, experienced? Out of town? What makes your clients unique?”
c. “As a busy professional agent, you’ve worked with home inspectors before—what are your Top Three Must Have’s in a home inspector?”
d. “What is the biggest need of your business right now?” - Elevator Speech: “Let me share a quick overview of what we do, and then I’ll explain a few ways I think we can help your business.” (Elevator speech)
- Align: “Now specifically, you mentioned ________. A few things that you might be interested in here are ________. “ From your Discovery questions, iPad, and phone to describe 1-2 PTP Topics that could help the agent in their business. (5 mins)
- Get Feedback/Validation: “So—Over to you– What do you think? Are there some areas that interest you? (listen) Ok—glad to hear that! If you are curious about how this works on an inspection, then I’d like to give you this: “
KNOW YOU - COMMIT!
To A Free Demo Inspection
a. “I brought this for you as well (hand free inspection coupon or mention offer). It is an offer for a free home inspection—first one is on me. While I appreciate
your time to explain how we can make a difference for you, I believe once I can show you those differences, you will really like it.”
b. “You can use this on a current listing (like this one if in open house), on your own
home even, or if you have a buyer getting ready for inspection in the next week or two, pass this to them—inspection is on you.”
c. “Do you see an opportunity in the next two weeks where I could show you an inspection? It’s on me.”
- To Follow Up
a. “I also wanted to commit to follow up with you, if that’s ok—maybe in a few
days. Would that be alright? Maybe Thursday? A.M. or P.M.?” - To Be Available and Easy To Book
a. “I also wanted to commit to having great availability and ease of booking a home inspection. Here’s my Sharecard, which you can use to get to our online
booking link (share), and would it be okay if I texted you the link as well? That way you have it” (text link).
(Closing) Is there anything else I can help explain or any other questions? Well, thank you again for your time – and it was a pleasure to connect!”
Entire KNOW YOU script!
PTP 360
We save you time by providing full 360 tours on all of our inspections—and our popular Premium inspection package even includes a measured floor plan.
• This:
o Can reduce repeat showings – since the buyer can virtually visit their new home and share it with family at any time. And with the floor plan, your buyer will immediately have the measurements for furniture or can forward them to paint or flooring contractors.
o It also creates a great inspection experience by showing our inspection report comments inside the actual tour.
o And mentioning it can help you stand out during buyer presentations.
• Are you curious about how this might look? Can I show you a sample?
PTP Connects
As a gift to your client and an added value to your business, we provide a free concierge service called Pillar To Post Connects.
o It offers assistance to your clients, after the inspection, with the transfer and setup of home utilities—water, gas, internet, etc. There is no cost or obligation – we want to help add value to your business and help our clients during a busy time in their lives. And we’ve found that mentioning this during a buyer presentation can help you convert buyers.
o Do you have any current clients that this could help? Maybe moving from out of town?
PTP DIFFERENCE (Elevator Speech)
PARTNER, EXPERIENCE. We strive to be a valuable partner to you and ensure the best experience for our clients.
BOOKING, WALKTHROUGH We have easy 24/7 online booking, live phone support, and completed on-site report walk-throughs, so you can schedule quicker and close quicker.
PROBLEM HAS SOLUTION. And, while no home is perfect, we know every problem has a solution, and we show this in our reports with non-alarmist language.
DIGITAL PORTAL. We also deliver all the inspection reports in a convenient digital portal that has everything you and your client need in one place, and at a click of a button. No more searching for files or emails. (HomePage)
360 ECHO. We provide a 360-home tour with measured floorplan and our digital home inventory tool help ensure confident home ownership (PTP360 and PTPFloorPlan)
ESTIMATES. and our local price estimates on repairs help you in negotiations. (PTPEstimates)
MOVE IN. We even help after the inspection with a free move-in concierge program to help with utility setup and more. (Pillar To Post Connects)
E&O. We carry $1M in E&O insurance which extends to the realtor and broker.
PACKAGE, SUCCESS. And, we have custom packages, and a Market Ready Inspection which helps you sell listings for more money. We are here to support your success.
Onsite Debriefs
• To help you close faster, and to better educate your clients on their home, we complete the inspection report onsite, debrief right there with your clients, and upload it to their PTP HomePage for immediate access and viewing. This one page contains all reports and
home information.
• That way, questions are answered quickly, and you can move directly to the next step toward closing.
• If I could save you time after inspections, would that be helpful?
Would you be
interested in seeing a demo of how we do that?
PTP Home Manual
• Our PTP Home Manual is a digital homeowners manual for your clients.
• Easy access to manuals, warranty and recall info, parts, videos, and maintenance reminders help your client manage their home in one easy app.
• We start your clients with the major appliances, and once they move in, they can add an unlimited amount more- anything in their home—power tools, gear, gadgets, appliances.
• Can I show you the app? I have my home inventoried here. Are you curious how this would work? Can I show you perhaps with a current buyer?
Info Series Sheets
We provide Pillar To Post Info Series Sheets, a library of educational materials for homeowners that
include visuals and explanations of common findings in home inspections.
• These:
• Are included in our HomePage (which is our online inspection report delivery platform) along with the inspection report, giving homeowners easy access to learn more about their home in a
clear, non-alarmist way.
• They also help Realtors by offering a resource they can share with clients to educate them on potential concerns without overwhelming them.
• Are valuable tools for realtor presentations I can do for you, allowing me to come into your office
and discuss common findings and provide context for your education
Would you like to see an example of how these sheets can make your client conversations easier and more productive?
PTP HomePage
In order to save time and help you close quicker, Homepage is a one-stop dashboard where you
and your client can access all your home inspection information.
o Everything in one place—Inspection report, Added service reports, PTP360, PTP Estimate,
PTPHomeManual, all in one mobile-friendly page. You’ll get real-time notifications of
documents, and the ability to track when your client has viewed them as well.
o And with your own realtor dashboard, all of your past clients’ report information will be
available whenever you need it, they’re in one easy place to get to. No more hunting for emails or
reports.
o Can I show you an example of what it looks like?
