• Making $100,000 is more about psychology than methodology.
  • The person who sets the price also controls the range of the negotiation.
  • Top producers don’t take "no" personally; they take "yes" very personally.

Real estate coach and speaker Travis Robertson joins us to share why the secret to making $100,000 is your psychology, not your methodology. 

So what do real estate 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. 

Real Estate Uncensored 

Hosts Greg McDaniel and Matt Johnson with guest Travis Robertson

First, we asked Robertson 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,” Robertson said.

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 and commission cutting, how to deal with putting your fee on the table and resetting the price anchor. Robertson explained, “The person who sets the price, controls the range of the negotiation.”

Toward the end of the podcast, Robertson 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 Robertson’s income acceleration formula, which is convince, capture information and cultivate relationships.

Travis Robertson 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. Learn more, and download free resources at TravisRobertson.com.

Click here to download your free PDF, Greg McDaniel’s favorite scripts, featuring scripts for buyer and seller lead follow-up, price reduction and objection handler scripts and much more. 

Click here to subscribe to Real Estate Uncensored on iTunes. 

Matt Johnson is a partner in Elite Real Estate Systems and CEO of Pursuing Results, a podcast production and PR firm. You can see him regularly co-hosting real estate podcasts such as Real Estate Uncensored and The Team Building Podcast with Jeff Cohn.

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