Nicole talks with Deana Calvelli, Consultant and Vice President at the Lockton Companies in the Northeast.

3 Cs – Connect with the right people; Communicate in a concise and credible way; Coach prospects authentically.

More interesting selling experiences occur in the situations that are not ‘an easy ride’. It’s OK to feel discomfort in the room - that may be the opportunity with your prospect to discuss a solution they haven’t thought of.

60% of the buying decision has been made before they contact you.

Less meet and greet time allows you to use your time more efficiently.

Develop rapport and then stay in touch – you need to ‘come to mind’ when they’re ready to buy.

Clients and prospects do business on their schedule.