From Curious to Closed: How to Master the 3 Commitment Stages and 12 Decisions That Actually Close ADU Deals

In this episode, Clay sits down with Christina Henderson, founder of The ADU Sales Coach and a 25-year veteran of the home building industry, to break down the exact sales system that's helping ADU builders across the country close more deals and avoid the common pitfalls that kill sales.

What You'll Learn:

• The 3 Commitment Stages: How to identify whether your prospect is curious, committed, or ready to buy (and why speaking the wrong language kills your sale)

• The 12 Decisions Framework: The specific decisions every ADU buyer must make before they'll sign a contract - and how to close each one systematically

• Avoiding the "Sales Graveyard": Why financing is where most ADU deals go to die, and Christina's proven talk tracks for live-transferring prospects to lenders while staying in control of the process

• The Discovery Call Strategy: How a 45-minute virtual consultation can qualify prospects and prevent wasted site visits with tire-kickers

• One-Visit Close System: The exact process for presenting quotes, handling payment shock, and asking for the sale during your site visit

• The Biggest Mistakes: Why asking prospects to buy too soon destroys rapport, and why never asking at all leaves money on the table (plus the psychology behind asking 5-8 times)

Key Takeaways:

• 90-95% of ADU prospects start as "curious" buyers who need education, not just pricing
• The biggest sales killer is emailing quotes instead of presenting them live
• Your toughest competition is "the conversation that happens without you"
• Rapport isn't about being friendly - it's about understanding your customer's decision-making process

Whether you're a general contractor selling 2-4 ADUs per year or an established builder looking to scale to 10+ units monthly, this episode gives you the roadmap to transform curious prospects into signed contracts.

Guest Bio: Christina Henderson has 25 years of experience in new construction sales, from selling homes for major builders to training national sales teams. She created ADU Sales Mastery, the first sales training developed exclusively for ADU sales, and now helps ADU builders nationwide increase their close rates and build scalable sales systems.

Connect with Christina:

• Website: theadusalescoach.com
• Email: [e-mail]
• Text: [phone]