Before you try to sell the free val or mortgage appt, you need
to work out why the punter you are selling the free val / mortgage apt to, will care about what you
have to say.
We have all been eager beaver agent, selling the free val or
mort appt at one time or another in our agency life.
Characteristically, when we sell the free val or MA, we are chiefly
focused about what we want the human on the receiving end of the pitch to do
next … commit to the appointment.
My intuition tells me what we truly should be asking ourselves
is … “Why precisely will what I am about to say next matter to this specific individual?”
You see, even because somebody heard what you
had to say …. doesn’t mean it made a memorable impression… an impression that
made a material difference to them.