Steve,
Welcome to the forum!
Looks like you have found a great resource here to learn more about prospecting!
I read a book, the author's name escapes me but the title was something like...
"Selling isn't telling. It's asking questions..."
If you understand what the potential client desires in an agent, or in the sale of their home, you will be able to answer their questions, settle any reservations, and explain how and why your services can meet their needs.