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Real Estate coach and speaker Travis Robertson says the secret to making $100,000 is your psychology and not your methodology, what do agents need to shift to make this level of success possible? What lessons can agents learn from top producers? On this episode, we discuss the Income Acceleration Formula and tactics that can get you to that top producer level.
Top producing agents create a conversation around working together, they create alignment. -Travis Robertson
Takeaways + Tactics
The person who sets the price controls the range of the negotiation.
A top producing agent don’t take no personally, they take yes personally.
Making a $100 000 is more about psychology than it is about methodology.
At the start of the show, we answered a question about the best script for a price reduction. Both Travis and Greg agreed that the key is to have that conversation at the beginning of the relationship so that the expectations are managed right from the start. We asked Travis what top producing agents do in their listing presentations to get an advantage and a competitive edge. “They create that conversation around working together. We’re not working on different sides of the table, a great agent creates alignment.” In most listing presentations, there’s already an adversarial air. To shift this, use the presentation to build credibility, align your interests and show that you’re on the same side, and working to help them reach their goals.
Next we discussed negotiation, how to deal with putting your charge on the table and breaking and resetting the price anchor. Travis says “the person who sets the price controls the range of the negotiation. He went onto answer a question about agents’ obsession with making $100,000. He states that most people don’t know what it takes to make that amount of money. It’s a result of psychology and not methodology. It’s also about being comfortable with working hard and not taking the word no personally.
Towards the end of the podcast, Travis shared what he thinks is the right way to build a business. He said that systems and lead generation are important but if you have to do one, it should be lead generation. Finally, we dive into Travis’ Income Acceleration Formula which is convince, capture information and cultivate relationships.
Top producers have an understanding of aligning interests and expectations. They also know that success is about committing to hard work and the right psychology. The Income Acceleration formula gives you a taste of what it takes to reach that $100,000+ level. It’s about convincing more people to engage with you, capturing information and cultivating relationships.
Travis Robertson is one of the most respected real estate coaches, business strategists and personal development trainers in the world. He is the CEO and Founder of Robertson Coaching International – one of the fastest growing real estate coaching companies in North America. He has been featured on the largest stages in the industry and for the largest real estate brands in the world.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
Visit topproducerdeal.com and search Real Estate Uncensored.