TM
🎯
Motivation Triggers
- “rental income”
- “extra income”
- “passive income”
- “family member”
- “mother-in-law”
- “kids moving back”
- “multi-generational living”
- “property value”
- “investment”
- “retirement income”
🏗️
Intent Signals
- “build an ADU”
- “backyard unit”
- “garage conversion”
- “guest house”
- “detached unit”
- “studio”
- “plans / permits”
- “how much does it cost”
- “what can I build on my lot”
⏱️
Urgency Signals
- “ASAP”
- “this year”
- “planning now”
- “just started looking”
- “want to start soon”
- “prices going up”
- “permits take time”
🔥
ADU APPOINTMENT SETTER SCRIPT (DESIGNED TO BOOK FAST)
1. OPENING
(control + context)
“Hey [Name],
this is [Rep]—you reached out about building an ADU on your property, right?”
(wait)
“Perfect—quick
question, are you looking to build soon or just exploring options right now?”
2. QUALIFY
PROPERTY + INTENT
“Got it—what
city is the property in?”
👉
(Important for ADU rules/permitting)
“Do you already
own the property, or are you in the process?”
“Nice. And is
this for rental income, family use, or something else?”
3. PAIN +
MOTIVATION (make it real)
“What’s pushing
you to look into an ADU right now?”
(wait)
“And ideally,
what would you want this to do for you—extra income, housing, increase value?”
👉
Let them talk. This builds commitment.
4. TIMELINE
+ DECISION
“If everything
made sense, how soon would you want to get started?”
“Are you the
one making the decision, or is there someone else involved?”
👉
If another decision-maker:
“Perfect—we can include them on the call so everyone’s on the same page.”
“Perfect—we can include them on the call so everyone’s on the same page.”
5.
TRANSITION (set the frame)
“Awesome—that’s
exactly what we help with.”
“The next step
is a quick 20-minute call where we go over your property, options, rough costs,
and what’s actually possible based on your lot.”
6. CLOSE
(2-option method)
“I’ve got [Day]
at [Time] or [Day] at [Time]—which one works better for you?”
👉
Example:
“I’ve got tomorrow at 5pm or Thursday at 11am—what works better?”
“I’ve got tomorrow at 5pm or Thursday at 11am—what works better?”
(wait — don’t
talk)
7. LOCK +
DETAILS
“Perfect, I’ve
got you down for [day/time].”
“What’s the
best email to send confirmation?”
“And this is
the best number for reminders?”
8.
COMMITMENT (VERY IMPORTANT FOR ADU)
“Just so we’re
on the same page—this call is for homeowners who are serious about
understanding costs and next steps if it makes sense.”
“That fair?”
9. PRE-FRAME
(boost show rate)
“On the call,
we’ll look at your property and give you a realistic idea of what you can build
and what it’ll cost.”
“If it makes
sense, you can move forward—if not, at least you’ll have clarity.”
⚡
OBJECTION HANDLING (ADU-SPECIFIC)
“Just
looking / researching”
“Totally
fair—ADUs are a big project.”
“That’s exactly
why this call helps—you’ll get real numbers and know what’s actually possible
on your property.”
→ Then:
“I’ve got tomorrow at 5 or Thursday at 11—what works?”
“I’ve got tomorrow at 5 or Thursday at 11—what works?”
“How much
does it cost?”
“Great
question—it really depends on your property, size, and layout.”
“That’s exactly
what we break down on the call so you’re not guessing.”
→ Close again
“Send me
info”
“I can send
general info, but ADUs vary a lot property to property.”
“This call
makes sure you get accurate info for your specific lot.”
→ Close again
“Not ready
yet”
“No
problem—when do you realistically see yourself moving forward?”
(They answer)
“Got it—let’s
schedule something a bit before that so you’re fully prepared.”
⚠️
KEY RULES FOR YOUR REPS
- Don’t over-explain ADUs on the phone
- The goal = book the call, not educate fully
- Always ask about property + timeline
- Always give 2 time options
- Push for within 1–3 days
- If they hesitate → loop back to their goal (income, family, etc.)
🎯
KILLER LINE (USE THIS IF THEY’RE HESITANT)
“Honestly, most
people wait too long and lose months on permits and planning.”
“This
call just gets you clear on what’s possible so you’re not stuck guessing.”