Instead, talk about the value that you bring to the transaction and the things that you do differently from your competitors. By the same token, when you’ve just listed new clients, call the next day.
If prospects are unhappy with a competitor of yours, allow them to vent, but resist jumping in with your editorial comments. The best way to make someone feel like you didn’t like him or her is to fail to call after the initial meeting. In this case, it’s not a question of whether you like them or not, it’s a matter of whether you’re going to take them for granted or not.
You’d also probably grab a breath mint before you show up.
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