EP14: Avoiding Hope Island

Today, Tom is off rescuing his son from a broken-down car so Steve and Derek are running the show. The fellas are going to talk about everything that goes into The Shin-Fu, when and where it is used, and just how it goes when you get denied or turn a lead into a sale. Contractors get drawn out to what is called, “Hope Island,” otherwise known as getting the slow no. An in-person consultation is almost always followed by your lead going into witness protection. In today’s world, the play is over the phone and the guys are going to tell you just how to do it successfully and avoid wasting your valuable time. 

In this episode, we talk about…

  • The true secret to closing over 80% on the telephone
  • What you can expect on Hope Island
  • Training yourself as an expert in active listening
  • Knowing exactly what you need to hear while taking in everything else
  • Psychological effects of starting high while bracketing price
  • How to use The Shin-Fu correctly
  • How someone feels when they are truly heard
  • Getting into autopilot for successful Shin-Fu

Resources:

Contractor Sales Academy

CSA YouTube

The Bridge

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