What is inside
- The twelve questions, in the order that keeps a seller talking
- What each answer tells you about whether this is a deal
- Follow-ups that go one layer down without sounding like an interrogation
- Scoring motivation so a lead manager can act on your notes
- One-page cheat sheet for the monitor
Who it is for
Anyone working, or about to work, the phone on a US real estate team. It assumes no prior experience and does not spend pages establishing that cold calling is difficult.