Telephone technique is a critical weakness in real estate. Cost to create a prospect call. What is the purpose of telephone technique? Prospects don’t usually buy the home on which they called. Must qualify and convert. Sign calls vs. ad calls. Determine their motivation. How to get their name. Qualify, don’t sell. Secure an appointment by presenting the benefits of working with an agent. Role play demonstration of incoming and outgoing telephone calls. *Note: the Do-Not-Call registry was not in existence at the time of this taping. You must act in accordance with it now.