**Have LONGER Conversations **
There are two keys to this. First, it's important to have a conversation with people instead of an interrogation.
The more conversational you can manage to be the better. I suspect a lot of people go through the qualification process as if they have a list of questions they have to get through, and they're checking off the answers as they go.
The 5-Star Prospect elements are a guideline for what you're silently looking to find out during the conversation.
The more personal, caring, helpful you can be during that conversation the better.
Try to go one level beyond their transactional needs and connect with them as "a freind in Winter Haven"...because that's a much more powerful end to the conversation than being percieved as someone who's going to send them some listings every couple of weeks.
When Joe was here at the Academy, he talked about this as a CRUCIAL CONVERSATION, and it''s absolutely true....this conversation can carry the entire relationship.
Don't make it a race to get through as many as you can. When you actually connect with someone, take all the time you need to really connect with them.