Inspiring Personal Development Interviews With Salespeople, Trainers, Coaches & Authors. Gary Vaynerchuk, Mel Robbins, Grant

Successful people know how to anticipate whats coming and get in the middle of it - Dianna Kokoszka, CEO of KW MAPS Coaching "If you don't like you're life, make up a new story."  Dianna K STEPS TO Massive Success      •    Anticipate     •    THE 10/80/10 rule     •    Take ownership for everything that happens in your life      •    Change your story     •    Be careful who you get advise from     •    Don't become addicted to you're thoughts

Nate will personally close 60-70 buyer sides in 2016 using the simple strategies below. Learn how to have a hard conversations with your clients up front so that you can have a hard conversation when the right property shows up.  I ask 50 questions so that we do not have to look at 50 homes.  “I will give anyone the time to see one home as long as they answer the questions the right way.” Nate   STEPS TO Massive Success   Follow up in 1st 15 min Be like a friend but be a professional first  Giving people lots of information       Having access to properties that are not on the MLS   Master follow up 

How to double a business year over year (see Todd's numbers) 
 • 2013 - 5 million closed • 2014 - 8 million closed • 2015 - 17 million closed • 2016 - tracking for 30 million closed  
 "Think of prospecting as a game, a way to work on your craft" - Todd  STEPS TO Massive Success   • Being Consistent  • Make calls daily 2-3 hours       • Make prospecting a game  • 10,000 hours to master your craft   • Master follow up  
   LISTEN to Todd's Outstanding Role Play!!  You can sit in your office all day and make calls but at some point you just have to get out and get in front of people. Belly to belly! 

Wendy leads real estate teams in Austin and St. Louis. A community activist and philanthropist, her secret lies in hiring Austin’s most talented people. In only 6 years Wendy went from a stay at home mom to building and owning a team of 11 talented people who are on track to close 70 million in 2016! Secret sauce is to hire the most talented people 
 “The hardest part of growth is being a great leader.”  Wendy  STEPS TO Massive Success      •    Hire the most talented      •    Hire talent fast           •    Cross train team members     •    Cast a vision      •    Show opportunities   EXPANSION TEAM Misconceptions Failing forward!! Do not start another location until you get the 1st one right  

Shon Kokoszka, President of MAPS Business Coaching, Maps Coach & One Thing Certification Trainer   Time Blocking – Do 1 hour or 8 hours a day. Just be consistent  Geometric Progression – Knocking over the 1st Domino  “Where you are today has no barring on where you can be 3 months down the road with taking the appropriate actions.”  Shon K  STEPS TO Massive Success   Time Block Daily  Use the tools like GPS, 411       Use the Focusing Question  Find accountability  Identify your Purpose   READ The One Thing

Elise Touchette, Leadership and Teams Coach, discussion on helping leaders uncover their purpose and getting team members to work together towards achievement of goals. We must be clear in order to attach talent! Helping Leaders & Teams Uncover their Potential! Coaching to Simon Sinek's Golden Circle   SIMON's TED TALK We all talk about what we do but rarely if ever talk about why we do it. STEPS TO Massive Success  • Attract people who believe what you believe - WHY • Be clear on what you believe and why you believe it.     • Uncover what frustrates me most, what drives you crazy and fix that. • Look at patterns in your both wins and losses in your life. "Comfort is not your friend." Elise Touchette

Chad Hyams discusses what it takes to achieve massive results in life and business.   NO Fluff, Cut to the chase training!! Helping People Unlock their Potential! 
 "Let's get to the point, call it what it is and solve the challenge and move on." "If it doesn't make you cry, it's not a big enough why." Chad Hyams STEPS TO Massive Potential  • Figure our you're purpose - WHY • Break through your limitations by taking 1 more step   • Accountability partners • Get a coach   • Read The One Thing Book Monthly

ONE MORE SALE - PATH TO MASTERY PODCAST BONUS LIVE PRE-QUAL CALL! Jeff Glover, owner of the Top Producing Jeff Glover and Associates team discusses how they will close  over 1000 sides in 2016. Jeff's Personal Production 2016 - 180-200 units Team Production 2016 - 800-1000 units Building a business by being efficient and focusing on our strengths 
 "Don't try and be everything to everyone. Don't chase the next big thing. Pick 1 thing and do it really well, and do it over and over again, teach others how to do it and do it for a long time, and the dividends will pay off." - Jeff Glover   LISTEN TO THE AWESOME LIVE PREQUAL CALL!!! (Full of AHAs!!!!) Jeff Brilliantly handles why both parties should be present at the listing appointment. STEPS TO Massive Success • Figure out what are your strengths and weaknesses • Turn over all the things that are not within your strength zone     • Know your material so well that you can be efficient • Get in-front of 1 or 2 people daily • Work on leadership and business dev

Bob Lucido, Keller Williams Realty #1 Producing Team 135 Millions Volume for 2015, discusses what it takes to build a powerful team and business. 1200 Units Closed 2015  – 1600 Units Goal for 2016 Simply being proactive and communication is key to success
 “We must create a culture where team members and customers will never want to leave us.” Bob Lucido   STEPS TO Massive Success     •    Read books MREA & The One Thing         •    Coaching     •    Mentor-ship         •    Masterminding     •    Being proactive    For more on Bob Lucido, visit http://maryland.boblucidoworldwide.com

Antoinette Perez, 13yr Keller Williams Realty Master Faculty, trainer and teacher discussing Culture and Vision in the business environment. The leader's standards and expectations determine the culture of the organization! "As a leader we must model the behavior we expect!"  Antoinette Perez Culture is the unspoken way we behave. The code of conduct in our business. STEPS TO CREATE CULTURE     •    Read books on culture       •    Identify who you are     •    What do you want your company/team to represent       •    Understand vision and mission     •    Hire a design brief We design the next phase of growth for our bigger vision  
 Culture is here and now, the vision is far out!

Adam is the OP of KW Vermont, and currently launching 4 market centers in Maryland/DC region. Over 5 years ago KW Vermont was launched and is the only KW in the state and is now the #1 real estate company in Vermont. Adam started what we now call Expansion, 4 years ago. Hergenrother Realty Group is one of the original expansion companies. Last year they closed over just under $135 Million in volume. Leadership is key to Attracting Talent! “Your mindset needs to be that leverage is an opportunity to grow other peoples worlds!” - Adam Hergenrother The More you impact people the more people want to be around you. To Bring People in your Organization they must… Be driven Not be afraid fail Align with your standards Align with your vision Align with your values Become the person other people want to follow.   ALWAYS BE LEAD GENERATING FOR TALENT SO YOU HAVE A BENCH

Effectively using the phone to connect with Prospects! David discusses how to use the phone to more effectively connect with different generations and behavioral patterns!  Create a real 2 way dialogue with people that typically does not happen with text, email and indirect marketing. You can also deal with objections and answer questions. Call Reluctance is a mindset issue and mindset is #1 in all areas of life!  THE 5 MAJOR TYPES OF CALL RELUCTANCE Fear of rejection Over-Analysis  Lack of Role Acceptance Not knowing what to say Fear of Success How to deal with CALL RELUCTANCE 
 Become better with rejection by having fun Building your mindset Understanding your WHY Knowing your numbers Keeping your vision board in front of you PLAYING TO WIN is only working with the most motivated and the prospects with the highest probability of closing business. 
 70% of sales comes from follow up. This is true in almost every industry!!  The key to follow up is to have systems in place. www.xfbootcamp.com - next da

FOCUS & Commitment Chris shares how being focused on lead generation with zero distractions is a key to his success.  The difference between 90% and 100% commitment is massive when it comes to results.   Showing up on time  Removing distractions during lead generation  Being on the phones at 8am    How to deal with CALL RELUCTANCE Being ok with rejection   Having fun  Building your mindset  Knowing your numbers     Keeping your vision board in front of you    NUMBERS – If I am talking with 100 people a day and not setting appointments I have a conversion problem. Once I realized I had a conversion problem I started practicing scripts my numbers became better.  ACCOUNTABILITY – Holds the individual to a standard    Chris describes how he set a goal to become rookie of the year and did it step by step   30 under 30 is next!! 

AFFIRMATIONS OF WEALTH authormy personal mentor and 1st businesscoach John Alexandrov, talks about using affirmations toachieve the highest outcomes.  DIFFERENT TYPES OF AFFIRMATIONS   Verbal  Written  Physical    Physical affirmations are powerful because without action therecan be no results. John points out the in the word attraction youwill find the word action. All beliefs are formed at the core ofthe mind and if we take consistent action over time we can achieveour goals.  “We have to really believe the thing we want ispossible, then it can become probable.” – JohnAlexandrov  CALL RELUCTANCE – There are12 different types (wediscuss)   Fear or phobia    Identity Crisis  Subconscious beliefs      MINDSET – John discuss many tools tohelp over come reluctance, including being prepared by doing somehomework before the call, also being prepared by knowing what tosay.  “Just be genuine and authentic in everything youdo. It’s somewhat rare these days and when peoplefeel that we are, they are attracted to us

HOW TO BE AN EFFECTIVE ENTREPRENEUR Amy is a entrepreneur who runs multiple businesses, hosts a monthly TV show featuring innovators, consults with city leaders and won the 2008 40 under 40.   Amy shares how to stay focused with so many things going on.     The misconception was that in order to be successful you have to do everything  WHAT IT MEANS TO BE AN INFORPRENEUR  A special conversation where we discuss Landmark Education  NOT MAKING PEOPLE WRONG (we get to be ourselves and let others be themselves)   BEING Present(listening and being authentic)     THE GIFT OF REFLECTION - Slow down so you can really reflect on wether your really live the life you said you want to live.  "Life is so precious you may be here today, and gone tomorrow. Tomorrow is not guaranteed"  Amy Mosher

HOW TO BUILD A REFERRAL BASED BUSINESS As a 3rd year agent Michael generated over 300 referrals producing over 40 million in volume with 187 closed units. Today Michael Generates over 500 Referrals a year!   The misconception was that in order to be successful in real estate you had to either, cold call, door knock or send emails.  MICHAEL WENT DOWN THE RELATIONSHIP PATH Michael's 1, 2 PUNCH IS THE FUTURE OF REAL ESTATE  In-Bound Marketing (activities that attract visitors to you)   Referrals(following up through relationships)   MINDSET - We have to be willing to do whatever it takes no matter what!  "This is a simple process of following the successful people and doing what they do."  Michael Maher INSTEAD OF ASKING FOR REFERRALS, WE LEARN TO HAVE A REFERRAL CONVERSATION. Check out the live role play! 

HOW TO CREATE A BIGGER WORLD when we all only have 24 hours in a DAY! - Leverage though talent is the key to having a big life and it starts by following a proven model for hiring.  THE THREE STEPS TO SUCCESS WITH OTHERS (Seth breaks it down for us into 3 simple steps)  SALES SKILLS(Lead Generation for Talent)   HIRING SKILLS(Follow a System)  LEADERSHIP SKILLS(Study & Practice, start the 10,000 hours)      MINDSET Seth discuss's how we let the little voice in our heads will determine our outcomes and results if we do not have awareness.  "I am always looking for talent, always, always, always, to me it's just like breathing!"  Seth Campbell  MODELS, SYSTEMS & TOOLS - Seth is listening for language, behavior, track record, how they think, do they have victim behavior or do they take responsibility. I do not continue the process because I like the person, they have to earn the right to keep going forward.  "Leading myself is the 1st step to everything with leadership!"  Seth Campbell    SIGN UP FOR W

WHY CONSISTENT LEAD GENERATION IS THE MOST IMPORTANT THING  - Listing to this podcast now is the solution to a massive business  CLOSE 100 MILLION BY BREAKING IT DOWN TO 5 CONTACTS A DAY Tim realized that in order to build a huge business he simply had to put 5 people in his database. He figured out his daily numbers which lead to his weekly numbers which lead to his monthly numbers to annual numbers then 5 year goals and so on. Simply focusing on your numbers today!    MINDSET Tim shares his frustrations of showing up daily and feeling like a telemarketer and not getting results.  MENTOR-SHIP & COACHING Tim was clear on what he wanted and found the right people to hold him accountable and being consistent.    SIGN UP FOR WEEKLY PODCAST    

How to figure our your ONE THING! Great success comes from committing to one thing over time! When you commit to one thing, other opportunities tend to show up.   How to stay focused no matter what life throws at you! Remind ourselves why what we are doing is important to us. Saying NO to things that do not fall in line with our goals.  THE FOCUSING QUESTION What is the ONE THING I can do such that by doing it, everything else will become easier or unnecessary!   Get your copy of The Sales Playbook at www.thesalesplaybook.net

Jairek Robbins interviews David I Hill, 28 year phone veteran with over 30,000 hours of phone prospecting to discuss mastering the art of the phone and dealing with rejection. 3 STEPS TO PHONE PROSPECTING MINDSET - Get it right before you start calling!!! SCRIPTS - Learn your scrips so you can feel confident because you know what to say BE PRESENT - Be present with your prospect or client so that you can understand their wants and needs by listing, asking the right questions and coming from contribution.   Pick up a copy of David's book of sales strategies, The Sales Playbook, at http://thesalesplaybook.net