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Exactly
I'll add that desperation breath doesn't help (thats actually a term I learned here many years ago---desperation breath--it stuck with me bc it's true that many younger agents emit that bad breath--its really a nervousness that shines through). Not saying that was what was up, just sayin...prospects pick up on that bigtime. "overselling" is a form of that bad breath.
Stay calm and educate and listen to the client. Mirror, parrot, repeat back to them what they are sayin so they know youre listening which shows you care enough to do whats in their best interest. Be a boss. Not a used car sales man.
Caveat, NOT an agent.
I am NOT saying book selling is anything like selling Medicare, but attempting to think back to a couple of summers trying to sell books door to door when I was in college, I would expect that is sometimes quite difficult for a new agent (of any age), with a lot of business and family financial concerns, to accomplish.