The PM is sojo's customer but the homeowner decides what amenities go in their unit. Homeowners make their decisions in Q4 for the following year — so 2026 decisions were made in Q4 2025, and 2027 decisions happen in Q4 2026.
When they say "it's too late — let's talk this fall" they're right. Don't fight it. The play is to get embedded in their Q4 owner communication process now so sojo is already in the mix when the time comes.
"Totally makes sense — this is exactly how it works with most of our East Coast accounts. We're not trying to get you live this year. What works well is getting a couple things in place now so when your Q4 owner communications go out, sojo is already in the packet — not a last-minute add. Can we set a check-in for late summer? We'll have something ready for you."
Before you hang up: book the late-summer call on the spot. Don't leave it as "we'll be in touch."
| Asset | Ready by |
|---|---|
| Homeowner one-pager — what is sojo, what does it cost, why neighbors love it | Mid-July |
| Homeowner FAQ — answers to the 5 questions they always ask | Mid-July |
Both assets already submitted to marketing → Marketing Project Board
| When | What | Template |
|---|---|---|
| Same day as call | Send follow-up, confirm late-summer date | Email 1: Post-Call Follow Up |
| Mid-July | Deliver the one-pager + FAQ | Email 2: July Asset Delivery |
| 3 days before late-summer call | Send agenda so it's not a catch-up call | Email 3: Pre-Call Agenda |
Show up with something. Walk through the one-pager and FAQ together, map their Q4 communication timeline, define what the 2027 opt-in looks like for their community, confirm go-live target.