RAPPORT & ACTIVE LISTENING
This technique validates a lead’s feelings and builds trust immediately.
What is using empathetic statements?
Confidence should be communicated within the first few seconds using this.
What is tone of voice?
Scripts exist to provide this, not to be read word-for-word.
What is structure and guide?
What is the the first step when a lead gives you an objection.
What is acknowledge and validate?
This is the capital of the United States.
What is Washington, D.C.?
Matching a lead’s tone, pace, and energy is known as this rapport skill.
What is mirroring their communication style?
Words like “maybe” and “I think” weaken this quality.
What is credibility?
Every script must confirm these three items before an appointment.
What are motivation, timeline, and agent status?
The final step of the objection handling all the concerns moves the call toward this.
What is possible appointment or follow up lead?
This is the largest bone in the human body.
What is the femur?
Asking curiosity-based questions helps build this early in the call.
What is trust?
These phrases build value without sounding salesy when used naturally.
What are power phrases?
The person asking the questions controls this.
What is the conversation?
The ISA mission is summarized in these three words.
What is Qualify, Understand, Set?
How many months have 28 days?
What is all of them?
An ISA speaks fast, interrupts the lead, and rushes toward the appointment—this makes them sound this way.
What is too pushy?
Sounding too Flat or Robotic on a call causes this outcome.
What is lack of connection?
A lead says, “We’re not in a rush,” What should the ISA clarify next?
What is actual timeline?
Going off-topic too long during rapport hurts this core goal.
What is setting the appointment?
Which weighs more, a pound of feathers or a pound of bricks?
What is neither—they weigh the same?
A Pound.
Mirroring helps a cautious lead feel this.
What is understood and comfortable?
The ISA’s voice should balance professionalism with this human element.
What is personality
"If the right home came up tomorrow, what would stop you from moving forward?” is an example of this type of question.
What is a hypothetical question?
When handled correctly, objections turn into this.
What are opportunities?
Who is the Best Coach at PowerISA?
Obviously… Grace! 😎
Just kidding every coach here brings something special to the table: great skills, potential, and amazing teamwork!