(By Chris Stonick) Talking with a prospective client for the first time can be exciting and fear-inducing at the same time. This fear causes many reps to talk about all the good things and sweep other issues under the rug.
I’m not sure why so many sellers are afraid of honesty. Good or bad, think like a realtor. A realtor is required to “disclose” any and all issues a house may have to a buyer. You can’t talk about the new roof and forget to mention the mold issue.
Hopefully, your radio station does not have a “mold issue,” but you have only one chance to make a great first impression… so be honest.
For more than three decades, Chris Stonick has helped thousands of organizations across the country with recruiting and retention while generating well over $100,000,000 in billing for his client radio stations. Contact Chris at 863-397-5615 or by email. Read Chris’ Radio Ink archives here.
