It’s in building that trust, from the moment an agent greets a prospect to taking them through the discovery process, that allows them to identify pain points, create an emotional connection, and smoothly move into the close. Both Michael and Jalon share their emotional stories about what drives their deep commitment to succeed.Īs for their sales process, they break down the techniques they use when door knocking and the critical first steps to establishing trust with prospects. They believe it needs to be something more than wanting to make money because the promise of a commission typically doesn’t sustain agents when the going gets tough.

Our conversation begins with Michael and Jalon explaining that when hiring agents, they make a point of screening candidates to determine the source of their motivation.