AGENT OS · HOW TO…
Be respectful, warm, and confident. Understand the person’s situation and offer something useful.
- Know why you are calling and what help you can realistically offer.
- Ask one question, then give the person time to answer.
- Acknowledge what they said. Use their answer to guide the next question.
- Explain your value and ask for a next step when it fits their needs.
- Explore uncertainty respectfully, and honor a clear decision or request for space.
- Practice your presentation so you feel prepared when someone agrees to meet.
Why this matters
Lance became more comfortable asking for appointments after learning his listing presentation. Preparation gives you a reason to feel confident. A difficult call should not stop you from making the next one.
Make it a conversation
Repeat or reflect an important point when useful, acknowledge the person’s perspective, and ask a relevant follow-up. Do not mechanically repeat every answer. Your tone, pauses, and attention matter as much as the words. The aim is understanding, not interrogation.
Listing-presentation training
Create or sign in to your YesMasters account and look for Kevin Ward’s Listing Presentation Course. Listen for why each part of the script is there, then practice delivering it naturally. If the course is not in your account, ask Lance for help locating access before purchasing a different program.
Finished when: You can explain the purpose of your conversation and practice it naturally. Lead-specific scripts remain separate until Lance approves them.
Get help
Work through this yourself, or reach out when you want a hand.