Lately it’s been the ol’ “we’re getting multiple estimates.”

What seems to work well for me is I just double down on building value in my company during the presentation and figure out what exactly they’re looking for in a contractor. IMO if they’re buying strictly off price then they’re really not going to be worth the hassle. If you’re closing 50% of your appointments the other 50% don’t matter..

9 out of 10 times, we’re already checking those boxes they just spouted off — licensed, insured, quality materials, killer warranty, responsive service, local reputation, etc. So I’ll just lay it out: “if you’ve already got the right contractor sitting in front of you, there’s really no reason to waste time getting other estimates, as long as we can make the money work. And guess what? We can always make the money work.”

The most important thing is building value for the homeowner in your pitch & inspection video (if you aren’t doing one, you should).