Are you the Favorite or the Fool? | Insights from "The Full Fee Agent" by Chris Voss & Steve Shull

Today, I’m diving into the game-changing lessons from The Full Fee Agent by Chris Voss and Steve Shull—an essential read for real estate professionals. This book challenges advisors to protect their business by asking the right questions and setting boundaries before engaging with potential clients.

Top 5 Takeaways:

Focus on high-probability activities.

- Build trust with every client interaction.

- Know your worth and set boundaries.

- In sales, hearing "No" is more valuable than chasing "Yes."

- By the time a prospect calls, you’re already the favorite—or the fool.

Key Questions to Reflect On:

Are you operating like the favorite or the fool?

How strong are your negotiation skills to defend your worth?

The Fool:

Unprepared, chasing low-probability activities, says yes to everything, reflects low self-worth, and avoids tough conversations.

The Favorite:

Prepared, asks the right questions, sets boundaries to maintain value, and gains trust through honesty and connection.

Why This Matters:

"How you do business is more important than how much business you do." Focusing on how you operate leads to long-term success. This aligns perfectly with the Take Flight system, validating that "Happy advisors sell more real estate."

Ready to elevate your business? Dive into The Full Fee Agent and ensure you’re always the favorite—not the fool.