Psychology
Why do homeowners usually decide within the first few seconds whether they'll stay on the phone?
What is First impressions and trust?
What's the biggest mistake ISAs make during their opening?
Talking too much before asking a question?
What is the #1 goal of every prospecting call?
What's extracting information?
Why should every conversation be documented immediately?
So future conversations have context and consistency?
How Many days has 1 year?
365?
People buy emotionally and justify with what?
Is it Logic (facts and reasoning)?
Why should you ask questions instead of giving long explanations?
Questions create engagement and uncover motivation?
Name two signs a homeowner may be motivated.
When should you schedule your next follow-up?
Before ending the current conversation.
Who won the last FIFA Wrold cup?
Argentina?
Why is silence powerful after asking a question?
Silence encourages the homeowner to elaborate and often reveals more information?
Why should you avoid sounding like you're reading?
It builds rapport and makes the conversation feel natural?
A homeowner says, "We're just thinking about it." What should you uncover next?
Motivation, timeline, and what they're waiting for?
Why is consistent follow-up so important?
Most appointments come from multiple follow-ups, not the first call.
Cristobal Colon?
Why do homeowners say "Not interested" even when they may actually be?
They may be busy, protecting their time, or trying to end the conversation quickly—not necessarily because they aren't interested?
Free?
Points?
What information should always be confirmed before ending the call?
Name, phone number, email, appointment time, property address, and best contact method.
What happens when CRM notes are incomplete?
Missed opportunities, repeated questions, and poor customer experience.
Whats the Symbol of gold in the periodic table?
Au?
What psychological principle makes people more likely to continue talking after answering one question?
Is it commitment and consistency?
Role-play: A homeowner says, "We're happy where we are." Continue the conversation.
"I completely understand. Out of curiosity, what do you love most about living there?"
Name five things that should be completed after setting an appointment.
What makes an excellent nurture plan?
Scheduled touches, personalized notes, value-driven follow-up, consistency, and clear next steps.
In what year was "A night at The Opera" by Queen released?
1975?