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   The Positive Realist

   September 2, 2018 at 3:15 pm

   Questions are an important way for prospects to rethink their positions on the value of increased monthly cash inflow and decreased monthly cash outflow. They can also see that with a debt that is specifically designed to allow them to manage their debt with no additional costs and no dings against their credit for late payments.

   Yet telling your prospects these things rarely involves interaction which is key to learning outside of formal education. Even in formal education, the best instructors were those who probed what their students gained from their instruction.

   An older woman originator used to go to homes with a plant in a pot as a gift. She would interact with the prospect about how plants grew and how to improve that growth. She would then turn that into a conversation about how their cash flow can be improved with a HECM. It was an interesting technique that worked for her because she was very sincere.

   Insincerity also bears fruit. Even if I had the skill to pick on those items in the home that Shannon talked about, by what I would in most cases say about them, my insincerity would shine. How do I know? I have tried and failed miserably.

   Like most of sales, you need to find the way seniors relate to you and develop your skill in that line of communication. Asking questions especially ones they can positively respond to always helps in this regard.

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