POU

Personalization, obligation, urgency should be included in your daily routine.  This is method is very difficult to teach for it is a philosophy but the following is an example.  I hope you get it!

Example:  I came in early today because I was concerned about your transaction (personalization), so I talked with my boss for over an hour (people feel obligated when you spend time talking about them) and he suggested another home, but the home is only on sale for 2 days (always have some sort of urgency) and I need you to come in to take advantage of it.  When can you come in?

Game plan and practice before you make the call but keep in mind that even if you screw up, the customer probably wont even know.  They will be tickled that you took the time to care about them.
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Animations from  a1 clipart archive and  Animation Factory.
The music playing is "Duet No.4 in E minor" (BWV 805) by J.S. Bach.  It was acquired from Dave's J.S. Bach Page and was sequenced by John Sankey.