When a prospect asks, “What are your model hours?”, what are they really asking? You can’t just regurgitate your hours and hang up the phone, you really need to get to the heart of the matter.

This is one of the most important (and expensive) decisions they will ever make. By simply giving out model hours, we are missing the mark and an opportunity to help them through their decision.

Don’t make is sound like they can just pop in. Is this a frozen yogurt shop? Are they stopping by the Gap for a $30 pair of jeans? In general brokerage you need an appointment. When you are making an investment decision, talking with your CPA, or anything that requires deliberation and decisions you have to set an appointment. Here are a few dialogues that you can use to turn the question, “Hey, when are your models open?” into an appointment.

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