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

Johnathan Fanning – Leadership Expert, author of three books and leadership coach over 15 years. Who are you becoming? “The biggest challenge for a leader is when they can value both results and relationships the same.” Matt Teter People, are asking three questions about you: 1. Can I trust you? 2. Does this person care? 3. Can this person help me?  Leadership is built on trust.  Jonathan’s Steps for Leadership  Be authentic  Listen Admit your weaknesses  Focus on building trust first Value both results and people  Learn to ask great questions  _______________________________________ Lessons from Jonathan’s life: Ever been hit in the head with a frying pan? More than once? Perhaps found yourself hanging off of a 106 foot bridge? Had 4 cars totaled by others while you were inside? Stood in Assisi, Italy, and decided that the best thing you could possibly do next in life is quit the job that your whole family thinks defines you? Heard your grandparents’ entire lives summed up by a single sentence at their

Jon Acuff New York Times Best Selling Author 6 Books.  Wall Street Journal #1 Bestseller, Finish: Give yourself the gift of done. "Don't just tell people what you're going to do, ask them to hold you accountable." Jon Acuff  The world is littered with half-finished books, almost started businesses and nearly done diets. Who knew the secret was to have more fun, kill the hidden rules you live by and embrace imperfection? Jon Acuff did, and you’re about to as well. Don't expect to complete everything in one day.  Jon's step to getting things done Find ways to make your job/goal fun Make setting your goal a game Stop being a perfectionist  Realize we can't do it all Figure out your secret rule  Find people to hold you accountable About Jon: For over 20 years he’s helped some of the biggest brands in the world tell their story, including The Home Depot, Bose, Staples, and the Dave Ramsey Team. Most recently he’s spoken to hundreds of thousands of people at conferences, colleges, companies and churches. Featured

Matt Teter - Maps Leadership Coach   Business and Growth Director for Regina Enriquez-Teter & Team "What is it in your current environment that is lacking." Matt Teter Achieving Results Through Accountability Relationships are built on trust.  Matt's steps to success  • Ask great questions  • Build trust • Bring awareness to conflict  • Create commitment • Develop accountability  • Produce results  • Remove limiting beliefs  • Get a coach  About Matt: Rutgers University School of Law Degree Name Juris Doctor Dates attended or expected graduation 2009 – 2012 Activities: Rutgers-Camden Intercollegiate Baseball Assistant Coach
Rutgers-Camden Softball MVP
Sports and Entertainment Law Society
Domestic Violence Program   Subscribe to the podcast in Apple Podcasts www.davidihill.com/affiliates    www.thesalesplaybook.net  www.SchoolforRealtors.com

Leigh Brown - Real Estate Professional Speaker No Fluff Training  Motivational Speaker, Real Estate Personality, Podcast Host - Trainer  "It's a great time to get educated and pull the trigger if you're motivated." Leigh  As a professional, we should be aware of changes before our clients.  Steps to success  Educate yourself on all policy changes in your industry Understand tax reform  Be a market expert Tell your clients something they don't know Always be demonstrating the value  Don't overprice because the market is hot  About Leigh Brown: Leigh Brown is a successful Realtor, forward-thinking CEO, creative author, honest coach, and kickin’ keynote speaker. With over 18 years experience in the real estate industry (she started in the biz with her Daddy), Leigh has successfully led her team to be one of the top RE/MAX teams in North Carolina as well as the country. In addition to her impressive real estate career, Leigh is focused on training folks to do better, strive to be more, and to take the reins a

Tom Hopkins - Real Estate Trainer  Sales Trainer at Tom Hopkins International, Inc. Sales Trainer and author of many sales books including How to Master the Art of Selling.  Author of over 19 Books including Mastering the Art of Selling Real Estate. "Your income is in direct proportion to what you are saying" Tom Steps to Success in Overcoming Objections  Mirror and match Stall objections  Do not say "NO" to objections  Become an actor or actress  Study vocabulary  Find mentors Become a student of selling   About Tom Hopkins: Tom Hopkins wasn’t born to wealth and privilege. He was a mediocre student and began his work life in construction carrying steel. At the age of 19, he was married with a child on the way and trying to find a better way to support his young family. Since he wasn’t afraid of meeting new people and was known to be somewhat talkative someone suggested he try selling. After looking around at the people who were dressed well and driving new cars, he decided on the field of real estate. A

Tom Ferry - Real Estate Business Coach   Named the #1 Real Estate Educator by Swanepoel Power 200 and is the best-selling Author of Life! By Design, Tom Ferry is the CEO of Tom Ferry International "Don't put all your eggs in one basket. We need multiple sources of lead gen" Focus on delivering value and make it easy for people to buy things from you.  Tom's step to success for Real Estate Agents  Get back to the basics  Post 3-4 times a day on social media  Use Instagram stories  Deliver value  Be a content creator  Know your scripts  Make it easy for people to buy from you Be the local market expert About Tom Ferry: Tom Ferry is the CEO of Tom Ferry International, a Coaching and Training Company and has been featured in The New York Times, Wall Street Journal, USA Today, The Huffington Post, Mashable, Inman News, Agent Genius, Realtor Magazine and many more. During his 26+ years in the industry Tom has influenced millions of real estate professionals to create inner and outer wealth by helping them grow a

Chris Widener - Personal Development Expert, Speaker, Entrepreneur, Author of 17 books including The Art of Influence and Twelve Pillars with Jim Rohn “The major reason for setting a goal is for what it makes of you to accomplish it. Chris Widener "I had done enough work on myself so that when opportunity called I was prepared." Chris  Success in life through personal development  • Be in proximity to the right people  • Surround yourself with the positive influence  • Serve people  • Be do have  • Find a coach  • Have a mentor  • Put yourself in a position to be successful  About Chris Widener: Chris Widener is widely recognized as one of the top speakers in the world today. He has spoken all over the world in places like Germany, Spain, Russia, China, Egypt, Singapore, Australia and of course, all over the United States and Canada. Chris speaks to groups as small as 100 and as large as 25,000 people. His clients are a “who’s who” of American businesses and organizations, including notables like General Elec

Michelle Weinstein - The Pitch Queen, Sales Strategist, Entrepreneur, Consultant, Podcast Host Michelle Pitched Products on Shark Tank  "I’m a Sales Strategist, I teach entrepreneurs how to sell without being sleazy!"  Michelle will teach you how to bring the love back to selling again!  "Once you learn to separate the NO from being personal, everything changes."  Michelle's Step to Success with Rejection  • Don't take the NO personal  • Have a vision  • Find motivation to keep you going  • Keep a business transaction a business transaction • Come from contribution  • Don't be pushy or annoying  About Michelle: This time-tested entrepreneur has the unique ability to help you immediately identify business strengths to create a unique plan of action. More importantly, she helps you zero in on the hidden trip wires that keep you from achieving your financial dreams. She has knocked down the doors and impressed CEO’s at many billion dollar companies. Her relentless pursuit towards buyers at Costco Wholesale earne

Gary Vaynerchuck - Serial Entrepreneur  "Doing the right thing is always the right thing." Gary Vee Author, Speaker, Internet Personality, Podcast Host - AskGaryVee Show  Special Introduction by Michelle The Pitch Queen  "You have got to get yourself right before you can give." - Gary  Gary’s steps to entrepreneurial success   Take advantage of the modern internet Have macro patience  Have empathy  Build your presence on Facebook and Instagram  Give  Take Action Don't dwell and complain    About Gary Vee: Gary Vaynerchuk is a serial entrepreneur and the CEO and co-founder of VaynerMedia, a full-service digital agency servicing Fortune 500 clients across the company’s 4 locations. Gary appears with Gwyneth Paltrow, Jessica Alba and Will.i.am on Apple’s first original series “Planet of the Apps” out now! Gary rose to prominence in the late 90’s after establishing one of the first ecommerce wine sites, WineLibrary helping his father grow the family business from 4 to 60MM in sales. Gary is also one of the most

David Avrin - Author - It's Not Who You Know, It's Who Knows You!   David teaches people how to become the best choice in their marketplace "Be the local expert in your market. Instead of asking someone if you can sell their house ask them if you can buy them a coffee." David  In business, it’s no longer about being good. Today, everyone is good! It’s about being a visibly better choice than all the other good choices. "Don't market for the sale, market for the behavior." - David    STEP TO SUCCESSFUL MARKETING   Be where your audience is Understand what makes you different  The shift from selling to helping people buy   Be the most visible in your market  Target specific audiences  Be the local expert  About David Avrin: One of the most in-demand Marketing and Customer ExperienceKeynote Speakers in the world today, David Avrin, CSP is known as The Visibility Coach. With a surprisingly irreverent and entertaining style, David delivers a profoundly insightful and hard-hitting message to business audience acr

Dr. Bridget Cooper – Leadership expert and cage rattler    Bridget Cooper will help you go from trauma and crisis to responding with patience and calm. STOP LIVING SMALLER THAN YOU’RE CAPABLE OF. 
“Learn to take the power away from your inner critic.” Bridget  The difference between people who just get by and people who thrive are they understand their purpose power and peace.    Feel greater self-awareness peace and confidence in your life. Let’s stop mincing words. What do you WANT? To: • Feel less stress? Find white space? • Create a team that drives itself to excellence? • Experience more success? Pleasure? Downtime? • Kick drama in your organization to the curb? • Improve the time you spend at work? At home About Bridget: With degrees and careers in human resource management, systems theory counseling, and educational leadership,  I have the experience, insight, techniques, and, most importantly, the courage, to take you from crisis mode (and drama) to responding with intention and calm. I’ll give you

THIS EPISODE HAS EXPLICIT LANGUAGE Gary Vaynerchuk - Best Seller Author Crush It and Crushing It!     Ryan Serhant - Million Dollar Listing Star - Bravo   What you need to know about Real Estate and Disruption  Also Featuring... Jennie Wolek, Jim Black, David Serpa, Vlad Kats and Cody Gibson    "We are being disrupted period. Not real estate: we."  Gary STEPS TO SUCCESS WITH CONSUMERS  Have empathy Understand the human variable  Sell on offense, not defense  Figure out your value props People make decisions based on people  Figure out your truth About Gary Vee: Gary Vaynerchuk (born Gennady Vaynerchuk); November 14, 1975; is a Belarusian American entrepreneur, author, speaker and internet personality. First known as a wine critic who grew his family’s wine business from $3 million to $60 million, Vaynerchuk is best known for his work in digital marketing and social media, leading New York-based companies VaynerMedia and VaynerX. Subscribe in Apple Podcasts: https://itunes.apple.com/us/podcast/one-more-sale

Nobu Hata - Director of Member Engagement NAR  National Association of Realtors. Member Services and Engagement  "When everyone is doing the same thing, doing something different stands up!" Nobu "The biggest challenge with Real Estate right now is that most consumers believe that they can hire any Real Estate agent and get the same experience."    Keep Your Eyes on Amazon  Trends  The Consumer  Zillow  Emotional Buyers / Sellers  Empathy  Hyper Local Marketing    About Nobu: An industry veteran since 1996, Nobu is a student of marketing, communications trends, social media, and technology in the real estate industry having implemented and adapted various new school techniques to a successful brick and mortar business. Now the National Association of REALTORS' Director of Member Engagement, Nobu brings insight and context of agent, brokerage and association issues up the national pipeline and delivers value-added information down, both in-person and online.   CHECK OUT A PAST EPISODE with Pat Hiban of Real

THIS IS THE ONLY PODCAST YOU NEED TO LISTEN TO IN ORDER TO LIST EXPIRED SELLERS     STEPS TO SUCCESS WITH EXPIRED SELLERS  Be confident not arrogant    Learn your scripts  Mirror and match  Be present  Practice your scripts daily  Get the appointment  About Deric Lipski: There are many qualities and skills that go into being an excellent real estate professional – integrity, in-depth community and market knowledge, marketing savvy, effective negotiation skills and a high-quality professional network, all of which are hallmarks of how I work. That said, in my experience as a South Easton real estate professional, I’ve also found that providing the very best service is essentially about putting my clients first. This means keeping myself accessible, being a good listener as well as a good communicator, and responding quickly to your needs.  

Pat Hiban - Best Seller Author of "7 Steps to 6 Figures" Pat and David a discuss many topics including the state of Real Estate  “The consumer will ultimately make the decision on disruption in Real Estate." David  "There are changes coming to the industry one way or another however there will always be a need for the the high value Real Estate Professional."   STEPS TO SUCCESS  Be consistent with your lead generation   Continue to bring high value  Stay in touch with your sphere of influence  Stay top of mind  Be the community expert  Build a social media presence About Pat Hiban: Patrick Hiban, also known as Pat Hiban, is a top producing real estate agent and owner of the Pat Hiban Group with Keller Williams based out of the Baltimore MD area. Hiban was awarded #1 Keller Williams Realty Agent in units sold nationwide 2006. Wikipedia www.davidihill.com www.thesalesplaybook.net 

40 Million Sales Team Volume in 2017 while working Full Time as an Office Team Leader - Tina Beliveau - The Beliveau Group Keller Williams Legacy  "The who helps me get to the how." Tina   "I was presented an offer that I could not say no to. It's not about the opportunity its about the who is presenting the Opportunity."   STEPS TO SUCCESS WITH 6th Level Team   Cast a Vision  Use your Brand Attract talent  Follow a proven Model  Master your leadership   Partner with the right people  About Tina: Tina is the Founder and CEO of The Beliveau Group. A Baltimore native, Tina is enormously driven and has a natural knack for sales and marketing. Her business philosophy is that every client deserves diligent work, detailed follow-through, clear communication, and a first-class real estate experience. She has a Bachelor’s Degree in Mass Communication & Advertising from Towson University, professional graphic design experience, and extensive home staging expertise.  Tina has been a licensed Realtor since 2005.

Communicate with your clients often Your clients will appreciate that you contacted them regardless of the situation Lack of communication is a form of call reluctance Call your sellers and get a price reduction Call your clients and wish them Happy Holidays   Excerpt The Sales Playbook  - Get a copy at www.thesalesplaybook.net   The cornerstone of customer experience is communication. People want to know what’s going on. They want to know you haven’t forgotten about them. Whether you work with the same customers on an ongoing basis or you sell one-o products and services, communication is crucial for supporting a steady stream of revenue. In real estate, it was pretty common for people to say they never heard from their agents, especially when the home was not selling. Many agents will avoid calling the sellers because they did not know how to deal with the bad news. The problem with this is your customer is wondering what is going on and ultimately thinks you don’t care. Personally, I feel this is another f

Abe Shreve coaches the top real estate teams 40-250 million in volume. "In order to do what I want to do, I have to booby trap my success." Abe Shreve "Rejection feels the same for the guy doing 100 million as the new agent who just took his first listing." - Abraham  STEPS TO SUCCESS   Take the right actions  Create rituals  Find a mentor Learn from the others who have done what you want to do   Hire a coach  Surround yourself with talent  REVIEW ON APPLE PODCASTS: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2&ls=1   About Abe: I am the proud father of a fat little 10 month old baby girl. Last night as I was getting her ready for bed she spit right in my face. No kidding, she puckered up and let it fly right in Dad’s face. And as if that was not enough she just laughed and laughed. And then, she spit again. And then she laughed again. Spit, laugh, spit, laugh….rinse and repeat. I sat there mesmerized at this adorable little baby who was laughing, almost uncont

Cody Gibson, KW Expansion Team Owner and Bold Coach, gives us the 7 steps to Abundance with Listings. "You maintain a business talking with people you know, you build a business talking with people you don't know." Cody  "You don't get a listing, you earn a listing or sign a listing. The language is key." Cody  STEPS TO ABUNDANCE WITH LISTINGS   Lead Generate until you get 1 appointment  Go on 1 appointment a day  Pre-qualify your appointments  Visit fsbo and expired sellers  Keep in touch with your SOI Follow up    About Cody: Cody has been an agent for over 16 years. and was a top-producing agent in Anchorage, Alaska where he built the Alaska Keller Williams office to nearly 200 agents. Now, based in Oregon, he is the owner and CEO of Portland Real Estate Group and United Home Group, as well as the Operating Partner of Keller Williams – Portland Central, with more than 267 agents. 

Cody founded Portland Real Estate Group (PRG) in fall of 2011. PRG has grown to include a Listing and Buyers’ Division, a c

Dirk Zeller - How to Create Urgency without Being Pushy Follow Up Quickly (within 5 minutes) Get through the Brush off Offer Tools and Resources they cant get Anywhere else Ask Great Questions Set Appointment (Get belly to belly) For the full interview with dirk go to episode 75: http://davidihill.com/75-dirk-zeller-motivate-your-sellers-to-take-action-now-how-to-create-urgency-without-being-pushy About David: David Hill is a leading expert on telephone prospecting. Over the past 28 years, he has worked as a salesperson in numerous industries and depended primarily on the phone to make sales. When other salespeople have switched to email or social media to reach contacts, David has stayed true to the communication medium of his roots. In doing so, he’s invested approximately 30,000 hours talking to prospects on the phone, which is equivalent to a triple master’s degree in phone prospecting. David’s experience selling over the phone started as a kid when he took his first job as a telemarketer. He quickly le