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Am I qualifying when I’m asking my 4 Questions? Shouldn’t I make sure we’re a match before we talk on the phone?
You are NOT qualifying them!
The 4 Questions are basically a TROJAN HORSE to get them on the phone.
Think of coming to a networking party or running into someone at the grocery store. Would you jump right in with, “Hi, do you want to buy a house any time soon?” Or “Are you looking for a new attorney?” And if someone did that to you, how open would you be to working with them?
EASE into it, which is why you use the 4 Questions to break the ice, and then move them to a call where you can start to qualify them.
Want more help? Watch the video on the 4 Questions! You can access it HERE http://app.hecp.com/hecp/transformational-business-strategy/
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