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From caller to prospect to client

from REM

Home hunters contact you for one chief reason — curiosity. It's an extremely powerful motivator, but intrinsically short-lived. Once satisfied, they no longer need you. You have a tiny window of opportunity to connect in a meaningful way before the phone call ends. (It's no different with an email or text inquiry; how you respond is critical. I'll address this aspect in my next column.) Thus, you'd better be prepared. more

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