If you get on the phone with a lead for the first time and detect skepticism or reservation on the part of that person, pay close attention to how they respond to you.
Sometimes we're too quick to determine that someone is "no good" to us as a lead, when they might just need a change of scenery or change of person.
Sherry Bell in Bristol, TN recently shared a scenario with me where she was on the phone making first contact with a lady who came to her as a lead online. The lady said she was refinancing and, while not being rude, was very short and rigid in her answers to Sherry's questions.
Sherry got the feeling that this lady would respond better to a male and transferred her to a male agent on her team. The lady changed her tune and opened up to the agent, saying she really would like to sell if the right offer comes along.
Was it a personality clash? Did the lead just prefer men over women?
Who's to say?
Just remember, there's usually more than meets the eye in these situations, and if you're willing to dig a little deeper you'll be surprised at what you'll find:)
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