Why do some sales calls turn into deep client relationships while others fizzle in minutes? The difference is all about timing, questions, and how you listen. In this episode—Mastering Sales Calls: Timing and Technique—we unpack the discovery process step by step: when to call, what to ask, and how to communicate so clients feel heard (and helped). You’ll learn practical communication techniques for real estate conversations, how to establish expertise before you pitch, and how to use tech like Zoom to boost engagement. We also dig into win-win frameworks that align your solutions with client needs—without over-educating yourself out of future interactions.

🎯 Key Takeaways:

✅ Timing matters—reach out when clients can actually engage

✅ Establish authority early to earn permission to advise

✅ Ask better questions to uncover true needs and motives

✅ Listening - talking: reflect, clarify, then respond

✅ Guide, don’t lecture—too much education can stall momentum

✅ Use technology (Zoom, recordings) to deepen engagement

✅ Create win-win outcomes that align incentives on both sides

✅ Review your own calls to spot patterns and gaps

✅ Seek feedback—outside perspectives sharpen your strategy

✅ Turn insights into repeatable sales processes 🚀 Want conversations that convert and relationships that last? Use these discovery prompts on your next call and track what changes.

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