Elite Agents Real Estate Podcast With Debbie De Grote

Hello, and welcome to Debbie’s Daily Tips. And today I want to challenge you to play the seven pennies game. Now here's what you do, you line up seven pennies on the edge of your desk as you’re prospecting. Each time you get a resistance, a no, I want you to move up a penny because you are pushing through with another question. So I’ll give you an example. Let’s say that you are talking to an expired listing and they say, “You know what, I'm not going to sell my house right now.” So you could hang up, right, or instead, you could say, “I'm curious, when do you think you'll try again?” And boom, I get to move a penny. And they might say, “You know I’m not, we’re going to keep it off the market for now, so I don't really need any help.”  “Okay, no problem. Before I let you go, may I ask, what do you think happened that caused your home not to sell?” Boom, I get to move another penny. “Oh I don't know I don't think the agent did what they should and the agent said it was too high, so we’re really discouraged.”