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Rebekah Radice: Some real estate agents can hook a buyer masterfully while others struggle to close each and every transaction. What do you see as the differentiating factors between a top producer and that struggling agent?

Kelly Mitchell: I remember as a new agent how much I wanted to please people and secure them as a new client. I also spent a lot of time thinking about the bills I had and how much easier getting this buyer would make my life. Then I’d think about what would happen if I didn’t get them. That’s fear. People can smell fear and desperation. It’s palpable. They need to be confident you can help them regardless of your need for a paycheck.

Once you put that fear behind you, there is a metamorphosis. Operating from a place of power conveys confidence. People gravitate towards those with confidence, not weakness. Having the right attitude and taking the outcome out of the equation helps you guide the transaction, and help your clients choose the right ones to get into.

I’m not opposed to telling people I will not represent them in what I think are bad investments or risky choices. I think there is power in having the ability to walk away no matter how much you want that paycheck. Beyond attitude, real estate offers agent’s the ability to choose their clients and who they work with. Granted, in the beginning you have a business to build and can’t be as selective but once you’ve got a solid base, you should refer out those deals which the best match for your personality, lifestyle or temperament.

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