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When Wants Exceed Budget!
Sometimes clients start adding items to their project without taking into consideration the costs that are added as well. Then they're surprised later when their budget has grown considerably.
Mark Dixon, Sales Manager of Legacy Custom Builders, Inc., Scottsdale, Arizona, has created a way to let his clients know when their budget is increasing and minimize the sometimes tense discussions of money. "When we begin talking about budget, I use this story," Dixon says.
"Remember, you are driving the budget. We'll work with you to provide the most value we can within the budget you choose. But it's easy to go over budget . Let me give you an example. Do you go to the grocery store? (Everyone's been to the grocery story so of course, they say yes.)
"Well, let's go to the grocery store together. Now, I'm driving the cart . Let's say we've decided that we're going to make spaghetti for dinner. Now to me, that means a little hamburger, some mushrooms, some spaghetti sauce and some noodles. We might start out with this same picture of spaghetti in mind. But as we walk through the aisles of the grocery store, you might spot some great looking bread and decide that bread would be great with this meal so you throw it into the cart. Then we go down the produce aisle and see the salad and you think to yourself, "Boy wouldn't a salad be great." So into the cart it goes. Next we walk past some great wine and you decide that a bottle of wine is just the thing to top off the meal so that goes into the cart too. Now I'm just driving the cart, you're making the choices. Can you see that at the end of this trip, we've spent lots more than we'd originally planned? The meal may be more to your liking, but it cost more money.
"Well, the same thing happens with a remodeling project. There are so many options and so many choices that you may get tempted to throw something new into the cart as we 'walk down the aisle.' And that's fine, you can add things all you want. I'll continue to drive the cart as you make the decisions. And I'll let you know when adding something or changing something increases your budget.
"So when you hear me say, We'll have to add that to the cart, you'll know what that means, right? By using that story, I've told them a couple of things: they make the decisions, decisions cost money, and I can let them know their budget will have to increase in a very friendly way." After that story, I've even had clients say, "I guess that means we're adding something to the cart, right?" and all I have to do is smile.
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Remodelers Advantage Inc.
535 Main Street, Suite 211
Laurel, MD 20707
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