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Luck IS When Preparation and Opportunity Cross Paths. —Be Prepared.

Types Of Responses To Expect From Home Sellers

When you answer your prospects questions, keep in mind there is a good chance they will follow-up with one of the following responses. If they don't ask you out loud, more than likely they are silently asking...

1.	The universal "What's In It For Me?" response What does that mean to me? What does that do for me?
2.	The "Inquisitive" response How is that different than any other agent? How is that different than any other agent in your office?
3.	The "Relationship Building" response Wow, that's good to know. Wow, that's useful information. Wow, I didn't know that. I'm glad you told me.
4.	The "Not Quite Sure" response Hmmm, Okay? Hmmm, if you say so? Hmmm, what do you mean?
5.	The "Uncomfortable, Awkward Pause" response This means they are lost/confused or contemplating. In either case you need to fill in the blanks. The power of your message got lost in translation. Listen carefully to what your prospect says next.

SPECIAL NOTE: Compare your answers to "what you could be saying"

— if you were a PMGroup client. You will see why we can help you Win The Listing!

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