Alex is a world class agent who has recently stepped into the self employed word. He kicks off by saying "don't be afraid to do the things that everyone's afraid to do". You have to get comfortable being uncomfortable.

Chris resorts by asing how you get into that mindset. Alex highlights there are people that have to knock on doors and offer world shattering news to people. He touches on door knocking but highlights that they have had some nice conversations. Alex leads with leading with value whether door knocking or with a video. Chris asks "do you think every agent in the UK should door knock?".

Alex suggests you need to do what works well for you, but that every agent should try it. Alex tells Chris in order to get into the mindset, you have to remind yourself what you are doing and that it becomes far more real when you become a self-employed agent. He highlighted there was a house he didn't knock on, and now they have changed agent. Alex highlights that the "lost listing" could have led to a lot more business, but you have to move on and learn from it. Fail forward, fail fast, fail often.

Chris closes the conversation that every agent should door knock with value. The UK is one of the only counties where you can knock on someone's door with a for sale sign. In other countries you can lose your license.Alex highlights that don't copy what other agents do. Do your own thing and work out what you can do better than the other agent, such as Sunday openings. Work out what it is, and create this as you USP and become the digital mayor of your town.

Alex then goes on to mention that if someone wants to choose another agent, you have stats and data that highlight why you will perform better than the other agent. This is key. Chris then highlights if you work this with scripts (and ask great questions) then you should be onto a winner. The conversation is rounded off with charging what you are worth. Chris pushes Alex on whether agents should drop their fee. But actually, the client isn't as fussed on fees as the agent. Alex calls fee promotions "a loose around your neck", and that is what you become known for - a discount agent. The reason I am £5k more Mr Vendor... If you ask most people what 1.25% of £575,000 is, most people can't do maths. So often it works putting things into figures allows clients to make decisions. He also mentions that he casually drops his fee, and then mentions that he will come back to that later. Chris loves this and highlights that fee only becomes an issue when value comes into play. Chris goes on to share some scripts when charging a higher fee, "do you think I will outperform, outnegotiate or both the other agents?". Getting the client to tell you this, reaffirms what you should charge a high fee and "If I can't negotiate on my own money, how do you expect me to negotiate on yours?".

Alex discussed turning business away. You have to get yourself into a position where you can choose to walk away. To sum up, Alex highlights "input = output". Always try to be 1% better every day.