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"How do I sell without sounding salesy?"
That’s the question Matt Selby has spent years helping business owners answer — and in this episode of The Elite Agent Masterclass, he joins James Humphries-Stone and Jack Durkin for a powerful conversation on selling ethically, effectively, and with emotional intelligence.
If you’ve ever struggled with fee objections, felt awkward about ‘closing’, or wished you could convert more clients without the cringe — this episode will give you practical tools and powerful reframes.
Matt shares his frameworks for coaching-led sales, deep listening, early fee positioning, handling objections through collaboration (not convincing), and building stronger businesses through emotional detachment and authenticity.
🎯 What You’ll Learn:
— Why agents fear sales (and how to shift your mindset)
— How to reframe objections as opportunities
— How to introduce fees early without feeling pushy
— How emotional detachment = better outcomes
— Why curiosity > charisma in great conversations
— The difference between pushy selling and ethical influence
— How to win more referrals through self-awareness
— What the best agents do differently (and why you can too)
Whether you're self-employed or working within a traditional model, this conversation will help you build confidence, reduce anxiety around selling, and close more deals — the right way.
Matt shares stories from the field, lessons from Expert Empires, and decades of coaching experience — all focused on helping you become more effective and more human in your sales process.
If you want to remove the pressure, the pushiness, and the fear from your sales process — this is a must-listen.
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