Topics covered and questions you’ll uncover during this episode:When to use a sales script and when to improviseWhy practicing Yastrow’s habit of “input over output” is key for closing more business deals and creating stronger client relationshipsHow to create “conversational momentum” to keep your prospect focused only on you and your conversation, versus the handful of other people and tasks competing for their attentionThe different types of conversations that lead to creating an authentic connectionWhy it’s important to “size up the scene” when you’re walking into a meeting with a prospect or clientHow getting your prospect talking about themselves actually helps sell your service more than talking about your credentialsThe right way to communicate your success without making prospects feel like you might be too busy to work with themResources mentioned within the episode:REAL MarketingDitch the PitchThe Institute for Luxury Home Marketing