🔥 November 10 Survive to Thrive Call - Your Mind Is The Battleground

For AI-generated transcript and summary: https://fathom.video/share/yYuigTsbPiM4RuZR2VstuCg-VFSyPptc

KEY TAKEAWAYS:

• The warfare is in your mind - not your checkbook, savings account, or job. Win the battle in your head and you can win it everywhere else

• Stop watching from the sidelines - this market needs LEADERS, not commentators. Get in the mess and help fix it

• First thought vs. second thought: You can't control the first thought, but you CAN control the second. Stop, Erase, Replace

• Price reduction conversations require bringing in "the market" as a third party to avoid putting yourself or the seller under the bus

• Sphere calls should transition with "What questions do you have about real estate that I could answer?" or "Who do you know that I should be in touch with?"

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MEMBER WINS & ENERGY:

🎯 Joanne closed a huge community event over the weekend, walking away with perfect client relationships - meeting today with sellers who will both sell AND buy, staying in the community with family connections

💪 Joe closed Friday, set two new appointments for the weekend, and shared powerful insight: "If I spoke to my friends the way I speak to myself, I wouldn't have any friends" - remember to control that second thought

📚 Brian discovered Atomic Habits at Walmart (kids thought it was Dave & Buster's) - John confirmed it's a must-read that should be on everyone's list

⭐ Cheryl crushed 40 real estate reviews in THREE WEEKS after normally doing just 2 per week - that's the power of implementation

📖 Meagan shared a game-changing message about leaders vs. commentators that fired up the entire group

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ROLE PLAY BREAKDOWNS:

💰 PRICE REDUCTION - The "Market as Third Party" Strategy

Scenario: Listing has been on market 42 days with only 3 showings, feedback is negative, sellers picked the price against agent's advice

Initial Approach:

Agent said "our strategy is not working" and mentioned negative feedback without specifics

Michael's Coaching & Refinement:

• NEVER say "our strategy isn't working" - if you gave them the strategy, you're throwing yourself under the bus. If it was their idea, you're calling them an idiot

• Instead, bring in THE MARKET as the third party throughout the entire conversation

• Don't lead with "negative feedback" - be specific about what the feedback actually says (condition issues, price vs. condition mismatch)

• Frame it early: "After 42 days on the market, the market is now speaking very clearly to us"

Key Script Language:

"I've been sending you the feedback and updates. We have now, after 42 days on the market, the market is speaking very clearly to us, and it's communicating to us in a way that we need to pay attention to. I really want to have a conversation with you to interpret what the market is telling us so I can help you achieve your goals."

"We've had this many showings, gotten zero offers. The market's rejecting us. We understand the condition of the property - that's clear from the feedback, and we all agree we have very little control over that. The condition is the condition unless we throw money at it. So the market is rejecting our price."

Chris Voss Power Question:

"How much longer are you willing to allow this property to stay on the market than it should be? Because we're now going into the late fall/winter months."

The Nuclear Option (When They Want to Wait for Spring):

"If you knew that right now, with the right pricing and presentation strategy, this is potentially the HIGHEST PRICE you'll sell this house at for the next 3-5 years until this market turns around, what would you do?"

Why This Works:

You're not the bad guy. The seller's not the bad guy. THE MARKET is delivering the message. You're just the interpreter helping them understand what's being communicated to them.

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🏠 SPHERE CALL - The Natural Transition to Real Estate

Scenario: Agent calling 125-person sphere doing "customer service" check-ins, uses ninja selling real estate review approach

Initial Approach:

Agent did great with FORD (Family, Occupation, Recreation, Dreams), very conversational energy, then transitioned to offering "real estate review" and explained it in detail

Michael's Coaching & Refinement:

• Energy and conversational tone was excellent - keep that

• The transition to real estate can be more natural with a question format

• Two powerful transition options instead of leading with the review offer

Key Script Language:

OPTION 1 - The Question Transition:

"You know, this market is such that I don't know about you, but I'm getting SO MANY questions from other people in my world about the market right now - what's going on, rates changing, 50-year mortgages. I'm just curious: what questions do you have about real estate that I could potentially answer for you?"

OPTION 2 - The Referral Request:

"Great catching up with you! Would you do me a favor? If you hear about anybody looking to buy or sell or invest in real estate, would you refer me to them? Would I be a referral source for you?"

(They have to say yes)

Then follow with: "Perfect! So WHO DO YOU KNOW that I should perhaps be in touch with in the next 12 months that I could add value to?"

Why This Works:

They'll tell you if it's THEM. If they have real estate on their mind, the question format opens the door naturally. The "who do you know" conversation is more powerful than "do you know anyone" because it gets their analytical brain working on actual names.

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COACHING WISDOM:

🎬 John referenced the movie "Cinderella Man" - specifically the boxing/comeback story. If you haven't watched it, it's homework. The whole movie fires you up.

🧠 FIRST THOUGHT vs. SECOND THOUGHT: You cannot control the first thought, but you CAN control the second thought. Practice: Stop, Erase, Replace. (Joe's Tony Robbins insight: "If I spoke to my friends the way I speak to myself, I wouldn't have any friends")

📚 THE MARKET AS THIRD PARTY (Michael): Always bring "the market" into pricing conversations. John uses this in all his pricing scripts. It becomes an actual person, a part of the conversation that's delivering the tough message.

💎 THE NO-WIN PRICING TRAP (Michael): If you gave them the strategy and say it's not working, you're throwing yourself under the bus. If it was their idea and you say it's not working, you're calling them an idiot. Solution: THE MARKET is rejecting the price, not you.

🎯 CHRIS VOSS TECHNIQUE (Michael): "How much longer are you willing to allow this property to stay on the market than it should be?" - This question implies you BOTH know it shouldn't still be on the market, creating urgency without being pushy.

📊 MARKET EXPERTISE POSITIONING (Michael): "If you knew that right now, with the right pricing and presentation strategy, this is potentially the highest price you'll sell this house at for the next 3-5 years, what would you do?" - This positions you as the market expert with insider knowledge.

🎤 THE BUYER WORD TRAP (Michael T in other breakout): Stay away from the "buyer" word in expired calls. You're bringing a shovel into the conversation - you'll just dig a hole you have to dig out of.

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RESOURCES MENTIONED:

📕 Atomic Habits by James Clear - John is re-reading it right now, should be on everybody's list

🎬 Cinderella Man - Boxing comeback story, watch for motivation

📖 Never Split the Difference by Chris Voss - Specific real estate agent mini-course available on his website

📘 Rainmaker Playbook - Contains the holiday script you'll need for the next month

📗 Ninja Selling - Origin of the "real estate review" concept for sphere calling

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ACTION ITEMS:

1. Download or review Chris Voss's real estate agent mini-course from his website - includes the "how much longer are you willing" question

2. Practice the "market as third party" framing in all your pricing conversations this week

3. For sphere calls: Script out both transition options (question about their real estate questions, and the "who do you know" referral request)

4. If you have listings that need price reductions, use the "highest price for next 3-5 years" positioning

5. Watch Cinderella Man this week for motivation

6. Re-read or get Atomic Habits - focus on small consistent improvements

7. Stop, Erase, Replace: When you catch negative self-talk, practice the second thought control

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BOTTOM LINE:

This call was about protecting yourself AND your sellers in difficult conversations. The "market as third party" strategy is your shield in pricing discussions - you're not the bad guy, they're not the bad guy, THE MARKET is delivering the message. For sphere calls, transition naturally with questions rather than offers. And remember: your mind is the battleground. Control that second thought and everything else follows.

Next Call: Tuesday, 9:00 AM EST. Bring your sphere prospecting questions and pricing conversation challenges.

Your Move: What's ONE pricing conversation you need to have this week where you can use the "market as third party" approach? Drop it in the comments.

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Pro Tip: In Michael's breakout room, he coached on price reductions with real-world scenarios where sellers picked pricing against advice. The "market as third party" removes the emotional conflict and positions you as the expert interpreter of market signals. This is advanced negotiation psychology that keeps you in the trusted advisor role.

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