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Great Video, he just wore his ass down to a nub, I guarantee he got the listing. Listen to how the mark (ahem...prospect) get on saying he wasn't going to list with him, it's like a girl saying she doesnt put out on the first date....sure u dont sweetheart....lol
He just needed to build that comfort and trust.
What's interesting is even though Frank says he wasn't using a script, he definitely does. He just does it well.
If you watch a few of the calls, he goes through almost exactly the same spiel everytime. He goes through the same objections as well. This is definitely a well rehearsed script, though he doesn't read it verbatim. He's just very comfortable with it.
That said, he is aggressive, but he has a well practiced calling approach. He doesn't give much on the call, other than drive an appointment. Pretty much a one track mind.
Dan