01
Pre-Qualification
All decision-makers present
Both spouses / partners on-site for the full appointment
/ 3
Soft close set upfront
"If everything checks out with the quote, are you looking to move forward?" — asked before the appointment or right at the start
/ 2
Timeline discovered
You know when they want it done and why — urgency or flexibility identified
/ 1
Price expectation asked
Gauged budget awareness — they have a realistic sense of what professional painting costs
/ 2
02
Consultation Execution
Sat down with the homeowner
Took a seat at the table before diving in — established authority and slowed the conversation down
/ 2
Major "why" uncovered
Real motivation found — selling, bad past experience, event, deadline — not just "needs paint"
/ 3
Full scope documented
Every room, surface, and concern noted — what's IN and what's OUT
/ 2
03
Presentation & Close
Value positioned before price
Process, photos, and SOPs walked through before the number was revealed
/ 2
Pricing delivered at the appointment
Written quote presented on-site, one option — no "I'll email it later"
/ 2
Assumed the close
Moved forward naturally — "We can get you on the schedule as early as…"
/ 1
Scarcity used at the close
Schedule reality shared — "We're booking X weeks out, earliest I can get you in is…" — creates urgency without pressure
/ 2
Objections handled, not avoided
1 or more objections were successfully handled — isolated the real issue, stayed calm, and kept control
/ 3
0
⚠ Price not presented at the appointment
This deal will not close today. Emailing a quote after the fact kills close rates — always present on-site, one option, before you leave.
Coaching notes
Analyzing your appointment