Shin Fu: Pre-Qualifying Call

Step 1: The Motive

Find out the "Why" by asking open-ended questions.

"Tell me all about your project!”
”Why do you want to have that done?”
”Tell me more about that…”

Step 2: The Money

Find out their Budget for the project.

Offer a basic starting price and a luxury starting price for their project, then ask
”Which of those two conversations would you like to have?”

Example: “A basic bathroom remodel for this size of room would start around $15k, and a luxury bathroom with all of the bells and whistles would start more around $45k. Which of those two conversations would you like to have?”

Step 3: The Truth

Set the expectation that you are honest with each other.

“I would like to be candid with you if that's okay. I might not have seen something in the pictures and once I get out there and see it in person there might be some sort of game-changer, and I just want to feel comfortable to be open and honest. Is that alright?”

Step 4: The Influencers

Make sure all of the players are on-board with the project (spouses).

“A couple more things -- your spouse, how do they feel about this project, are they involved in this creatively or financially? Do they need to be there at the meeting, what do you think?”