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Topics covered and questions you’ll uncover during this episode:

• When to use a sales script and when to improvise
• Why practicing Yastrow’s habit of “input over output” is key for closing more business deals and creating stronger client relationships
• How to create “conversational momentum” to keep your prospect focused only on you and your conversation, versus the handful of other people and tasks competing for their attention
• The different types of conversations that lead to creating an authentic connection
• Why it’s important to “size up the scene” when you’re walking into a meeting with a prospect or client
• How getting your prospect talking about themselves actually helps sell your service more than talking about your credentials
• The right way to communicate your success without making prospects feel like you might be too busy to work with them

Resources mentioned within the episode:

• REAL Marketing
• Ditch the Pitch
• The Institute for Luxury Home Marketing