Love and Appreciate your podcasts. Always good to hear about different techniques and methods. In a general sense, what Claude said is good info and clearly works for him. But, I have to say… I don’t think that phone technique of his is for eveyone. I, and most sellers I have spoken with, wouldn’t let someone like that get 3 sentences in without shutting him down. The approach is transparently manipulative, from the false sincerity in his tone of voice, repetatively using the seller’s first name, playing dumb, and forcing the seller to answer rhetorical questions about his situation. His closing is classic used car salesman pressure selling. People know when they are being played. I prefer straight, honest talk with these people and explaining the solution I am offering and then making actionable follow-up. Often times these people are in a crisis situation and don;t need another predatory-sounding slick sales person pressuring them in an industry already known for its abundance of predatory characters. I am not accusing Mr. Diamond of any of this, but that call reeks of all of it. So, in the interest of keeping this productive… what do you guys think? :). Thanks again, guys.