EP 7: Convert - Step 4 of the Mile Deep Method

Ep 7: Convert (Step 4 of the Mile Deep Method) Most agents jump straight to “What neighborhoods are you looking at?” and that’s exactly why they lose the listing to someone else. In this episode, I break down Step 4 of the Mile Deep Method: Convert. This is how you turn conversations into booked appointments and signed clients, even when the seller is interviewing 7 other agents. In this episode: The A-to-B Method: inspired by Keenan’s Gap Selling. Learn everything about where they are now (Point A), where they want to be (Point B), and insert yourself as the solution to close the gap The 80/20 rule: ask and listen 80% of the time, talk 20% Speed bumps: why the real objection is almost never interest rates or “we need to sell first” The 4 question types: probing, process, provoking, and validating, with real examples for buyers and sellers How provoking questions move up a client’s timeline: “What happens if this is still true a year from now?” 2 listing stories: the $3.4M listing I won by uncovering what the seller didn’t even know he wanted, and the seller interviewing 7 agents who chose me because I solved her real problem Next week is Step 5: Follow Up, and where most of the money in this business is hiding. Resources mentioned: FREE Mile Deep Worksheet: https://miledeepmethod.lovable.app/worksheet My Inner Circle (Coaching + Community): https://ryanholub.com/shop/c78a5c29-91c8-456a-9c57-2fc50c438772 Gap Selling by Keenan (the book that inspired the A-to-B Method) If this episode helped you, leave a quick review on Apple Podcasts or Spotify and send it to one agent who needs to hear it.