1d • General discussion
4 PILLARS
Before you drive to a seller appointment, you need four answers. Here are the questions I use for each.
1. Timeline
"If everything lined up, when would you want this done?"
2. Driver
"What has you thinking about selling now instead of a year from now?" Then ask "and why is that important?" at least once more.
3. Equity
"Do you know roughly what's owed on the house?" No equity, no deal. Find out on the phone.
4. Decision makers
"Besides you, who else would need to be part of this decision?" Everyone who signs should be at the table.
Your homework this week: run these four on every call and post in the comments how many of your appointments had all four.
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4 PILLARS
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