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Prospects who ask questions aren’t objecting. To move them forward, however, figure out what their deeper concerns are. The underlying questions they have aren’t the ones they initially provide. You can overcome and even avoid objections with these ideas from 2001 MDRT President and Top of the Table member Tony Gordon.

Gordon leads a discussion with his mentees on the value he has brought to each of their careers and shares how to evaluate the success of a mentoring relationship.