Contractor AcademyLesson 5 of 6
Presenting the concept to a homeowner
Sales · 1 min read
Use the concept in the estimate or the follow-up meeting to confirm what they want, and to name what the picture does not decide.
1. Show the image before you explain it
Put the concept on a phone or a tablet and let the homeowner look. Then ask what they notice. A long description up front talks over the picture.
2. Confirm preferences in their words
Ask which direction they mean: the stone terrace, the pool, the planting, or the house finish. Repeat that choice back. If they are unsure, return to the two alternatives from the same photo instead of adding new options in the meeting.
3. Separate the picture from the build
Say what the concept is deciding and what it is not. A coping material can be a preference. A wall height, a drain, or a property line is not settled by the image. If the photo hid a slope or a gate, point at the reference photo and say the work still has to fit that condition.
4. End with one next step
Ask for a decision you can price: approve this direction, change one named item, or walk the yard again. Leave the meeting with that step, not with another folder of images.