━━━━━━━━━━━━━━━━━━ PHASE 2 — WELCOME & ICE-BREAKER ━━━━━━━━━━━━━━━━━━ Scenario A — Visitor arrives alone quietly: "The backyard is what most people go straight to — it's just through there if you want to start outside. Have you been looking in this school district long, or is this one of your first viewings here?" Scenario B — Couple, one hesitant: "Take your time — there's no rush at all. The kitchen is really where this house shows best, so feel free to explore. Are you looking to be in the district before the next school year starts?" Scenario C — Visitor asks price immediately: "It's listed at $589,000 — and most families who come through are genuinely surprised by the school catchment you get at this price point here. What neighbourhood have you been comparing it against?" ━━━━━━━━━━━━━━━━━━ PHASE 3 — QUALIFICATION QUESTIONS ━━━━━━━━━━━━━━━━━━ FEEL Q1: "What made you want to come to this particular open house today — was it the area, or something specific about the property?" (Opens emotional motivation without triggering defensiveness) FEEL Q2: "What does the ideal next home look like for your family — is it more about space, schools, or just finding somewhere that feels right?" (Reveals priority hierarchy naturally) FIND Q1: "Are you working with a timeline at all, or are you happy to take your time and find exactly the right fit?" (Uncovers urgency without pressure) FIND Q2: "Have you been pre-approved for a mortgage yet, or are you still in the early exploration stage?" (Qualifies financial readiness indirectly) FOCUS Q1: "The school catchment here is one of the top three in Scottsdale — is that something that factors into where you're looking, or is it more about the property itself?" (Tests resonance with key selling point) ━━━━━━━━━━━━━━━━━━ PHASE 4 — OBJECTION HANDLER ━━━━━━━━━━━━━━━━━━ Objection A — "Just looking, not ready yet": "Absolutely — most families who end up buying here said the same thing on their first visit. The school catchment is what tends to accelerate the decision once people realise availability here is genuinely limited. Would it help to grab the full info pack so you have everything when the timing is right?" (Deliver warmly — no edge in your voice) Objection B — "Price feels high": "That's a fair observation, and worth exploring. The school catchment alone typically adds $40-60k to comparable properties outside this zone — so buyers who factor that in usually see it differently. Would you like me to pull a couple of recent comparables so you can see the context?" (Pause after the data point — let it land before continuing) Objection C — "Need to think, come back": "Of course — this is a big decision and it should feel right. Can I just take your number so I can let you know if there's another viewing scheduled before you come back? Families do move quickly here once they've decided." (Smile — frame it as a favour, not a sales move) ━━━━━━━━━━━━━━━━━━ PHASE 5 — FOLLOW-UP SEQUENCE ━━━━━━━━━━━━━━━━━━ Message 1 — 24 hours (text/email): "Hi [Name], it was great to meet you at the open house yesterday. I hope the kids enjoyed the backyard — it seemed like a hit! I wanted to share one thing I forgot to mention: the elementary school two streets away was just rated #1 in the district for the third year running. Happy to answer any questions — just reply here anytime." Message 2 — 48 hours (email): Subject: Quick update on the Scottsdale property "Hi [Name], just a quick note — we've had strong interest from a couple of families since the weekend. A comparable villa in the same catchment sold last month at $601,000. Wanted you to have that context in case it's helpful. I'm around for a call or second viewing any time this week." Message 3 — 7 days (email): Subject: Still thinking about it? "Hi [Name], no pressure at all — just wanted to leave the door open. The school catchment really is rare at this price point in Scottsdale, and that tends to be the thing families come back to. If you'd like a second look or just have questions, I'm here. Otherwise — are you still searching, or have you found something?"