RBA steps 1-4 script

Step 1 (Agenda): Exact script for Opening discovery questions

"Mr. and Mrs. ___, thank you for having me out. Before we really get started, I just want to understand what brought us here today. Tell me what’s going on with your windows. What are you noticing?" … "How long has that been happening?" … "What bothers you most about them?" … "Anything else that you wish they did better?"

Step 1 (Agenda): Exact script for Summarizing the homeowner's window issues

"Okay, so what I’m hearing is ___, ___ and ___. Those are really the main things you’d like to solve. Is that right?"

Step 1 (Agenda): Exact script for the LOCKED transition into agenda

"What did the office say we were going to do today?"

Step 1 (Agenda): Exact script for the LOCKED Agenda

"I’m going to inspect your windows inside & outside. I’ll tell you a little bit about the window industry. Next, I’ll share with you who Renewal by Andersen is. And I’m a rolling showroom, so I’ll be able to bring in some samples so you can get your hands on the windows. Finally, I’ll be able to show you what the total investment is…"

Step 1 (Agenda): Exact script for closing the agenda explanation

"That investment is going to be good for a full year. And if you like everything you see today, I’ll also show you whatever promotions we’re currently offering and the easy-pay options you qualify for. Fair enough?"

Step 1 (Agenda): Exact script for Early Price Presentation (Jones example)

"Did the office explain how our promotions work? Sometimes it’s easier if I just show you an actual example. This is a recent project I did for Mr. and Mrs. Jones over in Hoover. They were actually dealing with a lot of the same issues you’ve described. Now, this isn’t your quote—we haven’t even designed your project yet. I’m showing you this so you understand how our pricing works before we get to yours. There are really a few numbers to understand. First, we have the regular project investment, and that price is protected for a full year. Then we have whatever promotion we’re currently running. We also have additional savings that may be available depending on when someone decides to move forward. And finally, we have easy-pay options, because obviously not everybody wants to write one large check for an entire window project. So when we get to your project later, I’ll show you all of those options clearly and you can decide what makes the most sense for you. Fair enough?"

Step 2 (Need): Exact script for Transition to inspection

"Alright, let’s take a look at what we’re actually dealing with. Rather than me choosing where we start, show me the window or door that bothers you the most."

Step 2 (Need): Exact script for questions asked during inspection

"What’s happening with this one?" / "How long has it been doing that?" / "Does this room tend to feel hotter or colder than the rest of the house?" / "Is it difficult to open or close?" / "Have you had to do much maintenance to it?" / "What about this one?"

Step 2 (Need): Exact script when discovering a problem during inspection and summarizing

"Come look at this with me. See what’s happening right here? That’s exactly the kind of thing I wanted us to find together. I don’t want to just tell you there’s a problem—I want you to actually see what I’m seeing." … "So after going through everything together, did you learn anything you didn’t know before?"

Step 2 (Need): Exact script for the LOCKED Need question

"(Mr/Mrs Last Name) is there any question in your mind that you need to replace your windows/door sooner then later?"

Step 3 (Action): Exact script for Transition into indirect costs

"Okay. So now that we’ve looked at everything together, we know the windows need to be replaced. The next thing I want to show you is something most homeowners don’t really think about—the cost of keeping the windows they already have."

Step 3 (Action): Exact script for Energy + Comfort

"Think about it this way: you’re already paying to heat and cool your home. If your windows are allowing that conditioned air to escape—or allowing outside heat and cold to work their way in—your heating and cooling system has to work harder just to keep the house comfortable. So even though you’re not writing a check every month that says ‘old windows,’ they can still be costing you money."

Step 3 (Action): Exact script for Maintenance cost

"Then there’s maintenance. If you’re painting, repairing, dealing with windows that stick, moisture, deterioration, or just constantly fighting with them, there’s a cost to that too—whether it’s actual money or simply your time and frustration."

Step 3 (Action): Exact script for Home Value impact

"And then there’s the house itself. At some point, whether you stay here for five years or twenty years, these windows are part of the value and condition of the home. So if they’re going to need replacing anyway, the question becomes how long it makes sense to continue paying the indirect costs of the old ones."

Step 3 (Action): Exact script for Bringing It Together + LOCKED Action question

"So when you add everything together—energy, comfort, maintenance and the home itself—doing nothing isn’t necessarily free. Let me ask you, would you agree your windows are costing you money and need to be replaced?"

Step 4 (Trust): Exact script for Transition into choosing a company

"Okay. So now we know two things. We know the windows need replacing, and we know that continuing to live with the problems has a cost. So now the question becomes: who do you trust to actually do the project?"

Step 4 (Trust): Exact script for How to Choose a Window Company (6 criteria)

"When you’re comparing window companies, I don’t want you to just look at a piece of glass and a frame. There are really six things I think you should compare: the company, the product, the installation, the warranty, the service, and ultimately the value. Because you can have a great-looking window, but if it’s installed poorly, you still have a problem. You can have a great installation, but if nobody stands behind it afterward, you still have a problem. The entire system matters."

Step 4 (Trust): Exact script for the Renewal by Andersen end-to-end story

"And that’s one of the biggest differences with Renewal by Andersen. We’re not trying to piece your project together between a manufacturer, a salesperson, an unrelated installer and then somebody else you have to call if there’s ever an issue. Renewal is designed as an end-to-end window and door replacement process. We’re helping you design the project, we’re providing the product, we’re handling the installation, and there’s a company standing behind the project afterward. That accountability is incredibly important with something that’s becoming a permanent part of your home."

Step 4 (Trust): Exact script for Product (Fibrex)

"The product matters too. You’ll hear me talk about Fibrex. What I want you to remember isn’t just the name of the material—it’s why it matters to you. We’re looking for something that’s durable, low-maintenance and designed specifically for this application. And when we get into the product itself, I’ll show it to you rather than expecting you to take my word for it."

Step 4 (Trust): Exact script for Installation

"And I can’t emphasize installation enough. You can buy an incredible window and still have a bad result if it’s installed incorrectly. That’s why when you’re comparing companies, don’t just ask, ‘What window am I buying?’ Ask, ‘Who’s putting it in my house, and who’s responsible for that installation?’"

Step 4 (Trust): Exact script for Warranty, Service, and Value summary

"The same thing goes for warranty and service. A warranty is only as reassuring as the company standing behind it. Years from now, if you have a question or something needs attention, you want to know who you’re calling. That’s part of what you’re investing in—not simply the physical window. So ultimately, I don’t expect you to choose Renewal just because I tell you we’re a great company. I want you to look at the entire picture—company, product, installation, warranty, service and value—and decide whether you feel comfortable putting the project in our hands."

Step 4 (Trust): Exact script for the LOCKED Trust question

"Do you feel confident that Renewal by Andersen has the knowledge and expertise to install your new windows/door and service them to your total satisfaction?"

Step 1 (Agenda): Exact script for closing the agenda explanation

"That investment is going to be good for a full year. And if you like everything you see today, I’ll also show you whatever promotions we’re currently offering and the easy-pay options you qualify for. Fair enough?"

Step 1 (Agenda): Exact script for Early Price Presentation (Jones example)

"Did the office explain how our promotions work? Sometimes it’s easier if I just show you an actual example. This is a recent project I did for Mr. and Mrs. Jones over in Hoover. They were actually dealing with a lot of the same issues you’ve described. Now, this isn’t your quote—we haven’t even designed your project yet. I’m showing you this so you understand how our pricing works before we get to yours. There are really a few numbers to understand. First, we have the regular project investment, and that price is protected for a full year. Then we have whatever promotion we’re currently running. We also have additional savings that may be available depending on when someone decides to move forward. And finally, we have easy-pay options, because obviously not everybody wants to write one large check for an entire window project. So when we get to your project later, I’ll show you all of those options clearly and you can decide what makes the most sense for you. Fair enough?"

Step 2 (Need): Exact script for Transition to inspection

"Alright, let’s take a look at what we’re actually dealing with. Rather than me choosing where we start, show me the window or door that bothers you the most."

Step 2 (Need): Exact script for questions asked during inspection

"What’s happening with this one?" / "How long has it been doing that?" / "Does this room tend to feel hotter or colder than the rest of the house?" / "Is it difficult to open or close?" / "Have you had to do much maintenance to it?" / "What about this one?"

Step 2 (Need): Exact script when discovering a problem during inspection and summarizing

"Come look at this with me. See what’s happening right here? That’s exactly the kind of thing I wanted us to find together. I don’t want to just tell you there’s a problem—I want you to actually see what I’m seeing." … "So after going through everything together, did you learn anything you didn’t know before?"

Step 2 (Need): Exact script for the LOCKED Need question

"(Mr/Mrs Last Name) is there any question in your mind that you need to replace your windows/door sooner then later?"

Step 3 (Action): Exact script for Transition into indirect costs

"Okay. So now that we’ve looked at everything together, we know the windows need to be replaced. The next thing I want to show you is something most homeowners don’t really think about—the cost of keeping the windows they already have."

Step 3 (Action): Exact script for Energy + Comfort

"Think about it this way: you’re already paying to heat and cool your home. If your windows are allowing that conditioned air to escape—or allowing outside heat and cold to work their way in—your heating and cooling system has to work harder just to keep the house comfortable. So even though you’re not writing a check every month that says ‘old windows,’ they can still be costing you money."

Step 3 (Action): Exact script for Maintenance cost

"Then there’s maintenance. If you’re painting, repairing, dealing with windows that stick, moisture, deterioration, or just constantly fighting with them, there’s a cost to that too—whether it’s actual money or simply your time and frustration."

Step 3 (Action): Exact script for Home Value impact

"And then there’s the house itself. At some point, whether you stay here for five years or twenty years, these windows are part of the value and condition of the home. So if they’re going to need replacing anyway, the question becomes how long it makes sense to continue paying the indirect costs of the old ones."

Step 3 (Action): Exact script for Bringing It Together + LOCKED Action question

"So when you add everything together—energy, comfort, maintenance and the home itself—doing nothing isn’t necessarily free. Let me ask you, would you agree your windows are costing you money and need to be replaced?"

Step 4 (Trust): Exact script for Transition into choosing a company

"Okay. So now we know two things. We know the windows need replacing, and we know that continuing to live with the problems has a cost. So now the question becomes: who do you trust to actually do the project?"

Step 4 (Trust): Exact script for How to Choose a Window Company (6 criteria)

"When you’re comparing window companies, I don’t want you to just look at a piece of glass and a frame. There are really six things I think you should compare: the company, the product, the installation, the warranty, the service, and ultimately the value. Because you can have a great-looking window, but if it’s installed poorly, you still have a problem. You can have a great installation, but if nobody stands behind it afterward, you still have a problem. The entire system matters."

Step 4 (Trust): Exact script for the Renewal by Andersen end-to-end story

"And that’s one of the biggest differences with Renewal by Andersen. We’re not trying to piece your project together between a manufacturer, a salesperson, an unrelated installer and then somebody else you have to call if there’s ever an issue. Renewal is designed as an end-to-end window and door replacement process. We’re helping you design the project, we’re providing the product, we’re handling the installation, and there’s a company standing behind the project afterward. That accountability is incredibly important with something that’s becoming a permanent part of your home."

Step 4 (Trust): Exact script for Product (Fibrex)

"The product matters too. You’ll hear me talk about Fibrex. What I want you to remember isn’t just the name of the material—it’s why it matters to you. We’re looking for something that’s durable, low-maintenance and designed specifically for this application. And when we get into the product itself, I’ll show it to you rather than expecting you to take my word for it."

Step 4 (Trust): Exact script for Installation

"And I can’t emphasize installation enough. You can buy an incredible window and still have a bad result if it’s installed incorrectly. That’s why when you’re comparing companies, don’t just ask, ‘What window am I buying?’ Ask, ‘Who’s putting it in my house, and who’s responsible for that installation?’"

Step 4 (Trust): Exact script for Warranty, Service, and Value summary

"The same thing goes for warranty and service. A warranty is only as reassuring as the company standing behind it. Years from now, if you have a question or something needs attention, you want to know who you’re calling. That’s part of what you’re investing in—not simply the physical window. So ultimately, I don’t expect you to choose Renewal just because I tell you we’re a great company. I want you to look at the entire picture—company, product, installation, warranty, service and value—and decide whether you feel comfortable putting the project in our hands."

Step 4 (Trust): Exact script for the LOCKED Trust question

"Do you feel confident that Renewal by Andersen has the knowledge and expertise to install your new windows/door and service them to your total satisfaction?"