You’ll rarely see a homeowner ask two different companies for an appointment at the same time, but that’s where I found myself recently. This episode will break down how I adapted to this situation, and specifically what I did to give my own company the edge over theirs.

• Joint competitor appointments are rare and challenging: Taylor had never experienced this before and found it difficult to navigate the dynamic.
• Timing and presence matter: Arriving late ceded the initial impression and allowed the competitor to set a negative tone. Being on time (or early) for such appointments is critical.
• Maintain control of the meeting: Letting the competitor dictate terms or the flow risks losing influence. Clear boundaries and setting expectations early can help.

• Focus on value beyond price: Price battles can become a race to the bottom; highlighting warranties, service quality, and local ownership can differentiate offerings.
• Avoid negative selling: Speaking poorly about competitors often backfires. Framing differences as customer perceptions or third-party feedback is more effective.