Average agents are not doing this...
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Now that we are in the living room, Marsha’s there, like, what do you say, the ZMOT question. It is gonna be super uncomfortable for you to ask, and I'm going to show you how to ask it. And if you did this, one out of six appointments, you will not have to do a presentation. Would that be interesting? You're like Marsha. Are you ready to list your home? See. Now what would be weird, like a serial killer would be this. Sorry. You ready to list your home? That would be weird. A little smile, a little head nod. Hey, Marsha. So Are you ready to list your home Now? You're playful. The weirdest answer she can give you is, well, that's why you're here. You know what she would say otherwise? Yeah, we're kind of ready. We just need to get. She'll give you everything. Since she's not prepped for that answer. She will give you the truth. Well, you know, we need to be in Scottsdale by August 15th, and we need to figure out our children in our school and we need the down payment to actually buy the house. So if you could help us do that, we're good to go. She will tell you exactly what she wants because she was not ready for the ZMOT. She's not ready for that question and nobody asks them that question.
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