Weldon Long

Earlier you said –

Earlier you said –

Right. Earlier you said the price wasn't the most important factor. Has that changed? Earlier you said that three bids wouldn't protect you.

Right. Earlier you said the price wasn't the most important factor. Has that changed? Earlier you said that three bids wouldn't protect you.

You got to be careful. You can't be like, yo, bitch, earlier you said price didn't matter. You got to be – I call it the Columbo. You're probably too young to remember Columbo. I know Columbo. The old detective, right?

You got to be careful. You can't be like, yo, bitch, earlier you said price didn't matter. You got to be – I call it the Columbo. You're probably too young to remember Columbo. I know Columbo. The old detective, right?

Yeah, yeah, yeah. So you got to be like, you know, Mr. Homeowner – Correct me if I'm wrong. Yeah, he used to do that a lot. Yeah, you got it. Because if you shove it in their face, people don't like being held accountable. Right? You said it earlier. The only shot is if you're accountable to yourself. We don't like accountability from anybody else.

Yeah, yeah, yeah. So you got to be like, you know, Mr. Homeowner – Correct me if I'm wrong. Yeah, he used to do that a lot. Yeah, you got it. Because if you shove it in their face, people don't like being held accountable. Right? You said it earlier. The only shot is if you're accountable to yourself. We don't like accountability from anybody else.

So if they don't like it when you tell them, you have to be very subtle. That's a big part of the training. You have to be savvy enough and subtle enough that I can remind you. It feels like earlier we mentioned this. Did I misunderstand that? Did it change? You've got to be careful. You've got to be careful. You're treading on thin ice there.

So if they don't like it when you tell them, you have to be very subtle. That's a big part of the training. You have to be savvy enough and subtle enough that I can remind you. It feels like earlier we mentioned this. Did I misunderstand that? Did it change? You've got to be careful. You've got to be careful. You're treading on thin ice there.

And if you're belligerent and too direct about it, you get your ass thrown out of the house.

And if you're belligerent and too direct about it, you get your ass thrown out of the house.

Look, I love Service Titan. I know you're a partner with theirs, right? And we view Service Titan. I hate all the electronic digital stuff for presenting options. I spend two hours building a relationship with you. Connection, relationship, right? It's the most important thing. And then we get down to the end. I got Tommy. I got Tommy's wife. And I said, well, great.

Look, I love Service Titan. I know you're a partner with theirs, right? And we view Service Titan. I hate all the electronic digital stuff for presenting options. I spend two hours building a relationship with you. Connection, relationship, right? It's the most important thing. And then we get down to the end. I got Tommy. I got Tommy's wife. And I said, well, great.

Let me put some options together. Now I got to go to Service Titan, and I'm in there for seven or eight or ten minutes. Tommy's cooking dinner. My wife's helping kids with homework. And I go, okay, I got your options. Hey, man, could you just e-mail it? Try herding those cats again. So what I do is after my trial close, I go straight 8 1⁄2 by 14-inch laminated price cards. Old school. Old school.

Let me put some options together. Now I got to go to Service Titan, and I'm in there for seven or eight or ten minutes. Tommy's cooking dinner. My wife's helping kids with homework. And I go, okay, I got your options. Hey, man, could you just e-mail it? Try herding those cats again. So what I do is after my trial close, I go straight 8 1⁄2 by 14-inch laminated price cards. Old school. Old school.

How big? Eight and a half by 14. Right? It's like a Denny's menu. And I got seven systems on there. And I go straight for my trial clothes. I reach in my bag. I pull out my three-ton options. Seven options. Yeah. Well, and that's important, too. That's another Cialdini thing. We use six. Yeah. Six is good. But it's really important. And what freaks me out is guys are afraid.

How big? Eight and a half by 14. Right? It's like a Denny's menu. And I got seven systems on there. And I go straight for my trial clothes. I reach in my bag. I pull out my three-ton options. Seven options. Yeah. Well, and that's important, too. That's another Cialdini thing. We use six. Yeah. Six is good. But it's really important. And what freaks me out is guys are afraid.

People say, no, if you look at the concession principle, as described by Cialdini, right? Yeah. That if I ask you for $5, there's about a 15% or 20% chance you'll give it to me on average.

People say, no, if you look at the concession principle, as described by Cialdini, right? Yeah. That if I ask you for $5, there's about a 15% or 20% chance you'll give it to me on average.