The Favorite or the Fool
Chapter 2 introduces the concept of the 'Favorite' and the 'Fool' in real estate sales, arguing that many agents waste time on low-probability leads (being the 'Fool') when they should focus on high-probability opportunities (being the 'Favorite'). The chapter encourages readers to identify whether they are the 'Favorite' early in the process and to walk away from situations where they are just fulfilling a due diligence role for the client.
Key Stories & Examples
The Incredible Real Estate Agent
A top-performing agent meticulously prepares for a listing presentation, which goes perfectly. However, she loses the listing to another agent, leaving her confused and questioning her approach.
Doing everything 'right' does not guarantee success. Sometimes, the decision is already made before you even get a chance to present.