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Conversation Compass

Welcome to Conversation Compass.
This tool is designed to help you build the skills needed to speak in Discovery Mode.

Sign Call

Conversation Compass

Sign Call Conversation

Choose Call Activity to get started!

Scenario

Working at my computer one afternoon the front-desk manager put a call through to me, saying someone was asking for info regarding my listing on Villa Lane. Actually having two listings on that street, with one being in escrow, I wondered which the person was calling about. The following conversation occurred between us…

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Outcome

And so a bit later that day I went to walk Mike’s lot and spend a little time putting together a Competitive Market Analysis to discuss with him. Knowing what I did coming out of our initial conversation, I actually listed his lot for $1,150,000 and then, several weeks later, sold it to my own buyer (who did in fact want to build) for $1,025,000. I then took Mike and MaryAnn out shopping and they quickly purchased a lovely home in a great, although different, neighborhood for $2,495,000. But wait because, as is often the case when using The Production Model®PRO, there’s more. Based on what I learned while shopping with them in the new neighborhood (which previously I’d been unfamiliar with), I thereafter went on to experience a major deal chain in that area—and an excellent example of perpetual production—in which I had more than a dozen additional transactions come together totaling approximately $20,000,000 in sales. All starting with the above Sign Call and due in large part to my effective process of talking with people…

Exercises

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Someday Lead (5 points)

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