Cracking the Code Weekly Show

“Dealing with Suspicious Homeowners”

It’s only natural: Many homeowners will feel suspicious, leery, when a salesperson enters the home and, in all likelihood, gets ready to ask them for a substantial investment – an investment that likely wasn’t in the forecast just a few short days ago. So how can we build trust and set the customer’s mind at ease?

In the latest episode of Cracking the Code, New York Times bestselling author Weldon Long explains how simply trusting the established sales presentation, and running through it in its entirety, can alleviate that suspicion.

Plus, Drew Cameron joins Weldon to discuss how to adapt the sales process to different generations and demographics – notably millennials – and they talk proper pricing for profitability.

Watch the show now at, before it enters the EGIA members-only archive on February 4th.