What to do, say and look at from the moment you pull up to the moment you leave with a decision.
Being filmed. The written lesson, the steps, the action task and the downloads below are complete — work through those now and the footage will appear here.
Two minutes walking the front of the property tells you the condition, the access, the tap and the drains. You then knock knowing what you are talking about.
Not 'what do you need' — 'what made you decide to get it looked at?' The answer is the thing you are actually selling, and it is usually an event: a photo, a visitor, a sale, a complaint.
Point out the growth, the shaded side, the stain that will lighten but not vanish, the existing damage. Photograph the damage in front of them. You are demonstrating expertise, not building a case.
A wheel or a laser. Visible measuring makes the price feel calculated instead of invented.
Method, sequence, how long, and what it will look like. Name what you will not do and why.
Essential, Recommended, Complete. Hand them the phone or the printed quote. Say the numbers out loud, clearly, then stop.
The silence is the hardest and most important part of the visit. Let them react. Most operators fill it with a discount nobody asked for.
'Which of those suits you?' is better than 'let me know'. If they need to speak to a partner, agree a specific time you will call.
A booked date with a confirmation text converts far better than an emailed quote and a hope.
A quote is not an estimate delivered. It is a fifteen-minute sales process with a number at the end.
Park where they can see the signed vehicle. Wear the shirt. Arrive early, never late — if you will be more than five minutes late, ring. Punctuality is the first evidence they have that you will turn up on the day.
"Before I look at anything — what made you decide to get this done now?"
That one question gives you everything. Selling the house. In-laws visiting. Slipped on the mould. Sick of looking at it. Whatever they say is the thing you will repeat back later, and it is far more persuasive than anything you invent.
Then: "Is there anything else around the place that's been bugging you?" This is where the driveway becomes a driveway, path, and house wash.
Walk the property with them, not ahead of them. Point at things. - "See how it's darker on the south side? That's mould, and it's what makes it slippery." - "This bit here has oil in it — I'll pre-treat that separately." - "Your gutters have got growth in them, want me to have a look?"
You are building the scope in front of them and demonstrating that you know what you are looking at. Take photos as you go — they become the quote attachments.
Never one price. Three. "Driveway alone is $290. Most people in this street do the front-of-house package — driveway, path and entry — for $380. The full exterior including the house wash is $890, and that's the one that actually changes how the place looks."
Then stop talking. The silence is doing the work. Whoever speaks first, loses.
"I've got Thursday morning or Tuesday next week. Which suits better?"
Not "would you like to go ahead?" — that is a yes/no question and the default answer is no. Give a choice between two yeses.
"No worries. I'll text you the quote now so it's on your phone. Can I give you a call Thursday to see where you're at?" Get permission to follow up, with a day attached. That single sentence is the difference between a 30% and a 50% close rate.
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