In this episode I talk about the importance of eliminating mutual mystification. Stop making assumptions that everyone thinks the same way.

Before you let them walk out the door, drill down on that excuse they just gave you. I share some ideas on this today.

If you've ever found yourself just answering the customer's questions, then this episode is for you.

Price is an important factor, but you need to figure out the motivations of the customer before your share your price.

No one likes to be sold. You must build trust with your prospects. I share some ideas on building trust in today's episode.

A dominant behavior style can be challenging to deal with sometimes. Today I share some ideas to help you deal with people like me. :)

Today's question: What happens next?

Don't be an old school closer. Set your UFCs and you don't have to close.

Today's question: Should I really answer a question with a question?

More examples for why asking a question after a question can help you in the leasing process.

Today's Question: What do you do when that prospect goes silent?

In this episode, we discuss when it's time to get a no or reactivate a prospect that seems lost.

Today's question: How do you typically describe a feature or benefit?

For most people, using social proof is critical in your communications when leasing.