A prospect doesn't know what he doesn't know. It's easy as a new agent to become intimidated on an appointment.

"What if they ask a question and I don't know the answer?"

"What if they don't say YES?"

"What if they say something and I have no idea what they're talking about?"

The noise in your head can keep you from sales. The truth is, you don't HAVE to be a walking, talking encyclopedia. Turns out the prospect doesn't care nearly as much about that as they do about your confidence level and that they trust you. Gaining trust is nothing more than being genuinely interested and asking questions.

In this podcast, I break down one part of my sales process that helps guide a prospect into a solution, based on their demographic.

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