High Ticket Sales for Real Estate Agents: Why Who You Are Closes More Deals Than What You Say
If you have ever felt like you are doing all the right things in real estate but still getting inconsistent results, this episode of The Mindful Agent is for you.
I sat down with Josh Lyons, a high ticket sales trainer and founder of the Unicorn Closer Mastermind. He has helped salespeople build elite performance in offers that range from $5,000 to hundreds of thousands of dollars. Real estate absolutely fits that world.
The biggest takeaway was simple: sales is not just a skill set. It is an identity. You can run the same script as another agent and still get wildly different results because clients are responding to presence, confidence, and internal state.
Why Most Agents Get Shopped (And How to Stop)
When a seller says, “We are talking to a few other agents,” most people treat it like a normal objection.
Josh framed it differently.
If you are getting shopped, there is a good chance you did not go deep enough in discovery. You did not create enough trust, clarity, and authority for the client to feel safe committing.
Real estate clients do not just choose marketing plans. They choose the person who can lead them through uncertainty.
If you sound like every other agent, you get treated like every other agent.
The Four Agreements That Create a Yes
Josh shared a framework that applies directly to listing appointments and buyer consults. For a client to make a decisive move, four things must be true:
A burning problem exists
Not a mild preference. A real reason they need to act.They are committed to solving it
Wanting change is not the same as being ready for change.They admit they need help
This is where many DIY sellers and hesitant buyers get stuck.They believe you are the solution
Your expertise, your approach, and your presence create that belief.
If one of these is missing, you can still have a great conversation, but you will struggle to get a confident commitment.
It’s Not What You Say. It’s Who Says It.
This was one of the cleanest lines from the episode:
It’s not what you say or how you say it. It’s who is saying it.
That is why two agents can use the same scripts and get different outcomes. Clients feel:
Scarcity energy
Confidence or hesitation
Emotional regulation under pressure
Whether you can hold silence
Whether you are leading or hoping
High performers do not “try to sound confident.” They build a foundation that makes confidence real.
The Pre Call Checklist: A Simple Tool That Changes Everything
Josh’s favorite productivity tool was not another app. It was a habit.
A pre call checklist is a short list that shifts your internal state before any important conversation. Not tactics. Not scripts. State.
Examples:
Breathe and slow down
Stay grounded and present
Ask deeper questions
Let silence work
Lead with certainty
It sounds basic, but it is powerful because it trains your identity to show up consistently.
This is also why “just dial more” advice fails so many agents. Activity without the right state creates burnout and sloppy conversations.
Detachment From Outcome Creates Real Negotiation Power
Neediness kills leverage. Clients can feel when you “need this deal.”
Josh explained that detachment is not a gimmick. It is a byproduct of internal stability.
When your health, schedule, relationships, and personal habits are in order, you show up stronger. This one transaction stops feeling like your entire week. That is where calm confidence comes from.
In real estate, this matters most during:
Pricing conversations
Inspection negotiations
Appraisal issues
Buyer cold feet
Multiple offer pressure
The agent who can stay regulated becomes the leader clients trust.
The Fastest Way to Level Up
Josh gave one question every ambitious agent should sit with:
What is the action you know you need to take to get to the next level that you have been putting off for six days, six weeks, six months, or six years?
Then do that first.
Not tomorrow. Not after more research. The uncomfortable move is usually the one that creates the biggest shift.
Join Magenta: Build a Career That Rewards Leadership
If this episode resonated, here is the truth: today’s market does not reward the agent with the loudest scripts. It rewards the agent with the clearest presence, the strongest process, and the best internal foundation.
At Magenta Real Estate, we help agents build real confidence and real performance through coaching, systems, and a culture that prioritizes long term success.
If you are ready to grow as an agent in a way that is sustainable, not chaotic, explore Magenta here:
https://www.joinmagenta.realestate/