Keith and Kelly talk about the importance of having the right attitude, message, tone and speech pattern when prospecting: and most importantly, what to say when presenting on front of the seller. Kelly is fearless and shares his rather direct and shocking approach to communicating with FSBO and expired leads: while Keith's approach is quite different because of his 4000 closed sell-side transactions. Keith shares his techniques about how to ask the seller where they feel most comfortable listing their home as opposed to the agent stating a price that may not be what is in the seller's head.