A gifted lady whom I count as a friend knows why she is a regular top producer around Vail and Beaver Creek. She doesn't even think of trying to sell anything. In fact, when she meets a prospect, she thinks - "Oh great. A chance for a new best friend." She sees them as people - not just prospects. She asks a lot of open questions and looks intently into their eyes as she listens attentively. She understands talking real estate must be secondary to the primary discussion - their favorite topic - THEMSELVES!

So sit down and creatively write out at least 12 open-ended questions you plan on asking your next appointment. Questions about their lives, work, vacations, family, activities enjoyed, favorite places to visit, etc. And dig to find common ground with them. Then stay on it awhile.

You are now beginning the launch of that most important ship- Relationship - which will dramatically impact your salesmanship!