UNSEATING THE COMPETITION

I pay $85/month for lawn maintenance.

I’m getting the job done.

I’m making progress.

If you knock on my door and say, “Homeowners typically tell me they have weeds, bare spots or thinning grass. Do any of those issues resonate with you?” I’d say, “I’m good, thanks.”

If you say, “Do you have a budget?” I’d say, “No, my budget is frozen.”

If you say, “Is the timing right?” I’d say, “Call me next quarter.”

But that’s not what Luis did when he knocked on my door.

Here’s what Luis said throughout several conversations:

“These branches hanging over your roof are falling into your gutters, which can lead to mold, deterioration or leaks.”

“During a storm, these limbs can fall onto your home and damage your roof.”

“See these patchy brown spots of grass? That’s caused by low pressure around the valve head.”

“Here’s a landscape design that will make your home the envy of your neighborhood.”

“Here’s a lighting plan that not only adds beauty but makes your property more secure.”

Problem.
Problem.
Problem.

Guess what?

Timing “suddenly” became better.

I found the budget too.

7k for lights and landscaping.

$180/month for maintenance. 2X what I was paying.

The takeaway?

Luis didn’t ask about problems, he found them.

Don't be a problem asker. Be a problem finder.