No one likes to be pushed, so we all try to be gentle with our prospects and customers. Unfortunately, that's really not good for them-or for us. We are paid to help them move forward and facilitate one of the largest investments of their life. We have to move the question. We have to do it politely, but persistently. We must do it with a smile, but we must keep the process moving. "Give me a call when you are ready," or "Let me just leave some information for you," are not acceptable sentences. We are paid as professionals to say things like:
"Now that I have addressed your concerns, do you feel the time is right to start looking for your dream home?" "May I ask that you commit to giving me 4 to 8 of your weekends to find the right home?" "This is what we are going to do next to move this along?" Push a little harder than you think you should. Test the limits on every call.
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