In this episode, Steve Olson, Kingston Lane President, talks about how to solve your potential clients’ biggest objection before they can even ask you.
Olson use to dread the question he got at every listing presentation, “Can you tell us why you’re different?”
He discovered the best workaround to this frustration:
- First, he worked on his demeanor and confidence
- Second, he developed a script where he could ask his clients BEFORE they asked him!
- Third, he created a centralized thesis so he never had to stammer around on what made him different
If this question stops you, you do not want to miss this episode!
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