consulting couplePeople tend do business with people who’ve done business with people like them before.
It’s a real tongue twister, I know.
Take a moment to consider the above statement to see if it’s true for you.
When on the phone with a prospect who’s a Doctor, for example, you might find a way to interject something like, “Do you happen to know Dr. [Lname]? He’s a(n) [Specialty] at the [Institution]. In any event, I worked with him and his wife, [Fname], to find a beautiful home on the upper east side just last year….”
Almost immediately, you’ll sense the prospect lean-in to the conversation.
When you bring up that you’ve worked with another physician, the prospect will perk up because he/she knows that if you’ve served others like him/her, then you’re trustworthy.

By the way, in the event you don’t sense the prospect lean-in, follow-up with, “…here’s his/her/their number. Give ’em a call, I’m sure he’ll/she’ll/they’ll speak highly of me…”

This approach works no matter the occupation, hobby, or interest. So, if you’re talking to a candlestick maker, and you’ve sold a home to someone like him/her, use the same approach.
Statistically speaking, the prospect is going to use an agent, so it might just as well be you so be cognizant of what your prospects’ ‘core interests‘ are and you’ll increase your engagement opportunities.
The Application
Now make a list of everyone you know. In addition to their names, emails, and phone numbers, be sure to include their occupations, company names, and hobbies. Hang the list on a wall where you do your prospecting and next time you get into a conversation, refer to it, and apply what you’ve learned.
It’s really that easy.
Now go ahead, pick up the phone, and engage.
-You’ll be glad you did. 🙂

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