Stop Wasting Quotes: How to Find Out If They Can Actually Afford You — with Neal Glatt- MDL Episode 401
You drove out. You walked the property. You spent hours putting together a quote.
And then they told you it was way out of their budget.
That's not a closing problem. That's a qualification problem — and it's costing you more time than you realize.
In this episode, Scott sits down with Neal Glatt, sales coach and industry veteran, to talk about the one conversation most landscapers avoid: money. Neal breaks down why talking about budget early isn't pushy — it's respectful. And he shares practical ways to uncover what a customer can actually spend before you ever pick up a pencil.
You'll hear:
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Why "what's your budget?" is the wrong question — and what to ask instead
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How to use price ranges to guide the conversation without scaring anyone off
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The three things you need to qualify before you ever write a proposal
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A simple scoring system to know which jobs are worth your time
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How to get comfortable talking about money even if it feels awkward
If you're tired of writing quotes for people who were never going to say yes, this one's for you.
Connect with Neal Glatt:
LinkedIn: Neal Glatt
Website: nealglatt.com
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