Know-How Exchange : Strategy

I have been researching modulars as we want to put one on some FL land we own-- playhouse for now, future retirement home. I am so impressed by what you can get for the money. I'd stay away from pointing out "your insurance won't buy a regular home so buy ours" It implies their settling for 2nd best. And as you know, a modular isn't a manufactured home and is in almost all ways exactly as a site built home-- just with the cost efficiencies. Besides, they've already got the bad news from their insurance co, and don't need or want you to tell them the same thing. But train your salespeople to have sincere empathy for their dilema- and that this dilema has lost them family possessions and maybe even human life. They are grieving.

I'd focus on "rebuilding faster". Cause that is what you are selling. You can get them in a home now at the cost they can afford. Of course they wanted a better insurance settlement-- but what they really want- and what you can deliver better than a site builder-- is the ability to get their life restarted as quickly as possible. Without sacrificng quality. And depending on where you are-- if the disaster areas were hit by wind damages- and your homes are built to withstand a whatever catagory storm-- hit that hard. They don't want to rebuild another time.

Sell Well and Prosper tm