Today I met a mortgage coach.

The guy came in with his wife knowing what they wanted to buy. Eventually, with some suggestions from me, he purchased one of my favorite products.

While talking though, we both talked about how building the relationship is more important than the actual numbers behind the sale. People want to buy from people they like and we both understood that.

I think that's why he made his purchase from me. Getting to know people helps. People like to feel like they're valuable, and most people have a pretty good story too.