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Welcome to the Tom Ferry Show.

Hey everybody, welcome to the Tom Ferry Show.

Today, I want to talk to you quickly about how to go deeper, right?

How to get a deep level of rapport and

understanding as to why your customers are taking action or perhaps why they're not.

Has there ever been a time when you had deep levels of rapport with the client

where you just felt like you knew exactly what was going on inside their head

and you know in their heart of hearts why they're making decisions why they're doing

well if you've experienced that before I'm going to give you a process to be able to do

it every time on the flip side has there been a time in your selling career where someone said,

I want to buy a house and you're showing them houses and they're writing offers and

the offers are stupid and they're just not getting accepted but you don't know why.

Well I can tell you my friends it's because you didn't have the process

to really understand what was truly important to them

and then help them with their values make good choices.

Does that make sense?

So what do we want to talk about?

We want to talk about going deeper.

We know that people sell for a lot of reasons and people buy for a lot of reasons.

We've all heard that before, but maybe you haven't heard that

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