The work order is approved — and the job is not finished. The Button-Up makes sure the homeowners are completely comfortable with the decision they just made before you leave their home.
Where it sits
The Button-Up follows the Close and completes the 7-step process. One of the biggest mistakes in the business is getting the approval, packing everything up, and rushing out the door — it tells the homeowners the only reason you sat at their table was the work order. They just made a major decision. The Button-Up is how you leave them confident in the decision, the company, and you.
What it is
Ask directly whether they are 110% comfortable moving forward, and explain why you are asking: you don’t want them waking up tomorrow with cold feet. Think about the decision now, together, while you are still sitting there. Go over their right to cancel and any required paperwork plainly, so they understand it. Then give them a real out: if something is bothering them, you would rather know now. If a concern surfaces, address it there — a concern uncovered at the table is a save; the same concern at midnight is a cancellation.
After the work order is complete, cool down: return to normal conversation, come back to the things you talked about in the Warm-Up, and let the relationship continue past the paperwork. Then set expectations — what happens next, what they should expect after you leave, and answers to any final questions. Leave no unnecessary uncertainty behind.
“Before I get out of here, I just want to make sure you all are 110% comfortable with moving forward and the decision you guys made.”
“If you’re not 110% comfortable, I’d rather know now.”
The checklist
Cancellations are born in the ten minutes after the decision — the exact minutes the Button-Up owns. Spar drills the finish of the appointment, not just the close — $29/month. Spar before you knock.