Here are the bulleted highlights of the podcast:

Target Audience and Coaching Platform:
* Discussion of the guest and host's target audiences.
* Applicability of the guest's coaching platform to all salespeople.

Challenges in the Real Estate Industry:
* Concerns about the state of the real estate industry and outlook for 2024.
* Impact of external factors and need for proactive measures.
* Discussion of competition for deals and emotional aspects of the industry.

Discussion on the Real Estate Industry:
* Acceptance of industry challenges and expectations of a future boom.
* Advice on persevering, cost-cutting, and belief in the industry.

Referral Strategy:
* Emphasis on discussions with people who want to see success but aren't providing referrals.
* Strategies for narrowing down potential referral sources.
* Evaluation of existing relationships with professionals.

Referrals between Realtors and Lenders:
* Importance of referring clients to each other.
* Role of National Association of Realtors in shaping behavior.

Building Personal Relationships:
* Importance of focusing on personal matters and building connections.
* Engaging in personal conversations to establish connections.
* Building relationships with professionals for referrals.

Sales Calls and Building Relationships:
* Importance of being interested in client needs and preferences.
Disk Profiling:
* Discussion of its importance in the industry.

Ninja Trick for Getting Listings:
* Sharing a trick for getting listings through door knocking before an open house.
Open Houses as a Marketing Strategy:
* Unconventional use of open houses to get listings.
* Emphasis on showing genuine interest in potential clients.

Business Strategy:
* Growing a database and staying in touch with contacts.
* Importance of attention and differentiation.
* Different approaches to the business based on passion and expertise.

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