The Five-Year Test
If a deal fell through tomorrow, would your client still trust you? A simple test for whether you built a relationship or just closed a transaction.
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Archive
Category: Trained, Not Sold.
The Best Agents Graduate Their Clients. They Don’t Just Close Them.
A closed client goes quiet. A graduated client refers three people before the moving truck shows up. Here’s the difference between the two, and how to build it into every deal.
Selling Convinces. Training Doesn’t Need To.
Convincing has to happen every time, from a standing start. Training only has to happen once. Here’s what twelve years of coaching tennis taught me about the difference.