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Chapter Summary: What I was told when I got into Real Estate is that you need to spend two hours a day on the phone with your sphere of influence, asking them for referrals…begging essentially. But we couldn’t let them know that we were begging, Oh no. We had to be “providing value.” That’s why they have scripts. So you can dupe your friends and family into listening to your sales pitch. So you can cleverly overcome their objections because you know that they REALLY want to help you grow your business.
