One of the biggest mistakes brokers make is explaining everything they do before they understand what the client actually cares about.
"I'm available evenings."
"I'm your single point of contact."
"I do this. I do that."
But what if none of that matters to the client?
The best discovery calls start by understanding the client's biggest problem.
Once you know what's important to them, you can explain your value in a way that actually resonates.
Early in my career, I stopped trying to sell features and started letting the numbers tell the story.
When clients see their own situation clearly, the conversation becomes a whole lot easier.