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Chris Heller role-played for a week before his first listing appointment—and still got rejected. From college sophomore to Keller Williams CEO, he reveals the counterintuitive truth: stop faking experience and own what you are. His first listing came from calling a for-sale-by-owner six times until they said yes. After 40 years of public highs and lows, he shares why "sharp elbows" aren't worth it and why most agents practice at the game instead of before it. His rule: only be around people who give you energy, not vampires who take it.
➡️ Show Links
LinkedIn: https://www.linkedin.com/in/chrisheller/
Company: President at OJLabs
➡️ Timestamps
00:00 The Rookie Who Wouldn't Take No
02:32 "My Brother's Brother-in-Law Still Didn't Hire Me"
03:07 Six Calls to a For-Sale-By-Owner
04:20 "You're Going to Be My First Client"
05:18 The Pink Elephant Strategy
07:14 "The Internet Will End All Agents" (Wrong)
08:22 Why Agents Fail: Doing Everything, Mastering Nothing
09:37 Most Agents Never Invest in Skills
10:29 "One of You is the Best Negotiator, One is the Worst"
11:49 50 Conversations vs 50 Better Conversations
12:47 "Practice Forever or Retire"
13:49 "My Elbows Weren't Sharp Enough"
14:54 8,000 Calories Burned on Bullshit
16:06 Energy Vampires vs Energy Givers
17:22 "Don't Let Anyone Rob You of Your Joy"
18:31 Commitment vs Attachment
➡️ Connect With Leo Pareja
LinkedIn: https://linkedin.com/in/leopareja/
Instagram: https://instagram.com/leopareja/
Podcast: https://www.youtube.com/@leo.pareja