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Again, I truly hope you buy and read the book Chris Voss and I have written. It is a total game changer!!
This week I want to focus back on the concept of the Favorite or the Fool.
As mentioned previously...
The entire real estate industry is built on the false premise that you win or lose business based on your presentation and to a lesser degree your willingness to discount your fee.
This is totally and completely false 80% or more of the time.
The real reason you win or lose business is...
You are the Favorite or you are the Fool in the game.
In the book you will learn how to make this differentiation.
What I am working on with clients now is...
When you think you are the Favorite... testing and probing to find out if indeed you are the Favorite. Can you get the client to say... We want to work with you?
How?
As early as you can in the pre-listing Zoom call...
As soon as you get the feeling your are the Favorite...
At the first opening...
You share the following:
At the risk of being presumptuous.... Would I be wrong to think that we are going to be working together?
If you have never worked with me in the past and/ or read the book The Full Fee Agent...
This is going to seem absurd or impossible or both.
Think about how much fear you have around using this type of dialog. And this is exactly why you want to read the book.
On the flipside...
What if you sense you are the Fool in the game? How do you exit gracefully in these situations? How do you avoid falling into the rabbit hole of free consulting.
Again, as soon as you get the hint you may be the Fool... test it!!
Would I be wrong to think you are probably leaning in a different direction in terms of who you want to work with?
or...
It seems like you are doing your due diligence and wanting to make sure you gather as much pertinent information as possible.
or...
Would I be wrong to think you have a pretty good idea who you want to work with... and you just want to make sure you are not missing anything?
Again, the idea of testing whether you are the Fool and giving people an "out" to say they are probably going to work with someone else... goes against every natural instinct you have.
Which takes us back to the idea of being comfortable with being uncomfortable.
Fully embracing Tactical Empathy will enable you to do grow your business with infinitely less stress, less fear, and less overwhelm.
The challenge is taking the first steps which are going to seem completely unnatural.
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Don't forget to check out the 4-part video series that is the perfect compliment to the book:
The Full Fee Agent 4-Part Video Course [Non-Compass Agents]
The Full Fee Agent 4-Part Video Course [Compass Agents]
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