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Adam Joske joins Lee Woodward for a coach-to-coach masterclass on the thinking patterns that separate top-performing real estate agents from average performers. The fundamental difference between winning and whinging in real estate comes down to self-honesty, professional sequences, and the courage to lead clients rather than serve them.

• Self-honesty is the number one trait of successful agents who take full responsibility rather than blaming vendors or buyers
• The best agents follow professional sequences and never skip steps, building trust through consistent communication
• Successful agents present with conviction rather than offering multiple options – "if this were my family's home, I'd absolutely go with this approach"
• Top performers regularly communicate market feedback to vendors, personalising it through buyer stories rather than stating personal opinions
• "Central locking selling" technique gets buyers back to properties they initially rejected by creating neutral environments for reconsideration
• Great agents claim doors in their core areas through consistent nurturing rather than just chasing new prospects
• The "warm chase" period (clients planning to sell in 3-24 months) represents the most significant opportunity most agents miss

For consulting with Adam Joske, contact [email protected] or call 0414-337-979. If attending the Complete Salesperson course, come and say hello and mention that you listened to the podcast.

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