Ever wondered how to turn seemingly uninterested leads into potential deals? In this episode, Dan reveals the secrets to uncovering hidden motivations in cold leads and setting the right expectations for different types of prospects.

Key Take Aways

• Probing Questions: Ask questions like, "Why are you calling me instead of a realtor?" to uncover their true intentions.
• Counterfeit Cold Leads: Beware of leads who appear unmotivated but have hidden motivations. These are the trickiest and require digging deep to understand their true needs.Setting Expectations for Different Types of Leads
• Hot Leads: Aim to close the deal on the spot. These leads are ready to move forward, so don't leave the appointment without trying to get the contract signed.
• Cold and Warm Leads: Focus on building rapport and understanding their needs. These appointments might not result in an immediate deal but set the stage for future opportunities.

Managing Expectations

• Not Every Lead Will Sign: Understand that not every lead will sign the contract on the first visit, and that's okay.
• Building Long-Term Relationships: The key is to manage expectations and focus on building long-term relationships. Dan shared an example of a cold lead that eventually turned into a deal after several follow-up calls.

Miscellaneous Tips

• Do Not Contact (DNC) List: If someone insists on being on a DNC list, make sure to honor it to avoid potential legal issues.
• Mailing Concerns: Mail is generally safer than calling or texting. If someone is adamant about not receiving mail, you can remove them from your mailing list, but it's not as critical as phone contact.

Connect with Dan:
LinkeIn: https://www.linkedin.com/in/dan-toback-6a9a8728/

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