KNOCK ON DOOR · readability concept

A SOP page, scan-first. Headlines to skim, detail on tap.

DRAFT
The Close Appointment
Close appointment flow map
The sit-down, in order — the Excalidraw flow map.tap to zoom ⤢

Run the sit-down in a fixed order so the seller gets clarity before a pitch.

WhoJason (in person) / David (online)
WhenAn appointment is set
Time~90 min
THE ONE RULEOptions before house, house before offer. Skipping ahead is the #1 reason a good lead walks.

The steps

  1. 1
    Sit them down first ›
    Everyone seated before anything. No property walk, no numbers, don't even glance at the damage. Sit-down before the house tour, always.
  2. 2
    Connect: "catch me up on the last 6-12 months" ›
    Let them tell their story uninterrupted. Builds the trust everything rests on, and reveals which of the 5 Options actually fits.
  3. 3
    Walk the 5 Options in order, tie down each ›
    Reinstate → loan mod (only if auction 40+ days out) → bankruptcy (Ch 13) → cash → subject-to. Get them to say out loud why each does or doesn't fit before the next. Confused seller delays, scared seller ghosts.
  4. 4
    THEN look at the house (never before) ›
    Walking it too early turns the appointment into an inspection and kills the trust you just built.
  5. 5
    Sit back down, vision-cast, make the offer ›
    Recap what THEY said they wanted (peace, a fresh start, their credit). Ask if solving that is worth moving on. Present the number using the offer-valuation range. Never lead with a raw number cold.
  6. 6
    Get the PSA signed, or set a dated next step ›
    Sign on the spot if ready, sweep for any missing decision-maker first. Not ready? A slow-roll over 2-3 appointments is normal. Set a specific next date and time, never a vague "I'll follow up."

Tap any step to open its detail. All the original context is still here.

NEVERTalk numbers or walk the house before the options conversation is done.
NEVERPitch loan mod inside 40 days to auction. Skip straight past it.
ALWAYSCarry a pre-filled PSA. Leaving without a signature roughly halves your odds.
ALWAYSEvery decision-maker present before anything gets signed.
Before you go in — prerequisites+
  • Pre-filled PSA in hand or on screen before you walk in.
  • You know their file: foreclosure stage, rough equity, auction date set or not.
  • Offer numbers pulled from the offer-valuation SOP. Don't improvise pricing at the table.
  • You know who else must be in the room.
If it goes sideways — troubleshooting+
  • Caught yourself on numbers early? Stop, sit back down, finish the options review.
  • Seller confused after options? Re-tie-down the one they hesitated on before the house walk.
  • Spouse not at the table? Don't finalize. Set the next appointment with everyone present.
Flow map still sits at the top of the page (unchanged). This concept only restructures the words below it.