What It Means to Get to a Prospect’s ‘Why’

Welcome to my latest advanced sales training course! Today’s topic is one that isn’t discussed enough. Too often, I find that when agents are on a call with a lead and they have the opportunity to convert it into an opportunity, they instead stick to surface-level questions. They ask their prospective clients what they’re looking for in a home, be it lot size, square footage, and the number of bedrooms and bathrooms, rather than why they’re looking for a home. The truth is understanding the ‘why’ is central to lead conversion and providing high-level service. To learn how you can get to a prospect’s ‘why,’ watch my latest video.