In a recent meeting about websites we started talking about making appointments. Figured I'd bring it up again.

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We like people like us, and tend to trust them more. What can you do to better understand what it takes to lease to people that are not like you?

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Maybe role playing isn't your thing. Why not listen to that recorded call, or rehash that last tour you had?

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Visual, Auditory, or Kinesthetic? What's your learning style?

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Your goal is to help understand and build trust. Take some extra time with this question and don't jump into wheeling and dealing on price.

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We often make assumptions about what a customer really means when they comment or make a statement about something. Take it further by asking them to tell you more about their thoughts.

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Let's not take those initial price questions for what they are. Dig deeper.

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Don't be the shady sales person that says you "just need 5 minutes of your time." You can do better.

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Any professional knows they need to practice before they are ready for the game. Why is leasing any different?

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Sometimes we're our own worst enemy. How can we work on that?

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