In today’s episode, I’m joined by the founder and CEO of Audience.co, Jesse Stein. Jesse Stein is the Founder & CEO of Audience.co. Audience.co grows your business faster with their personalized marketing platform, which features robotic handwritten notes written by a real pen. They combine the notes with precision-targeted lead generation and digital-marketing follow up. Before Audience.co, Jesse founded and ran sportsmemorabilia.com.    Handwritten notes are a great marketing channel to nurture relationships with our sphere, but the truth is the note is just a Trojan Horse. It’s the door opener, the thing that breaks the ice and removes the friction from our follow up.      Guest Info   Jesse Stein is the Founder & CEO of Audience.co. Audience.co grows your business faster with their personalized marketing platform, which features robotic handwritten notes written by a real pen. They combine the notes with precision-targeted lead generation and digital-marketing follow up. Before Audience.co, Jesse founded and ran sportsmemorabilia.com.    To book a demo go to https://www.audience.co/.    CTA ​​Please leave us a review at https://ratethispodcast.com/nla

In today’s episode, I’m joined by real estate team leader, co-founder and co-CEO of Place Inc, Chris Suarez. With over 1000 agents/teams on the platform, and a billion dollar valuation, Place is focused on not only plugging small holes by solving singular problems but facilitating consumer decisions at all points of the transaction and for the whole life cycle of homeownership.    Chris Suarez is the co-founder and co-CEO of PLACE Inc., a full service real estate and technology platform that partners with the top 1% of agents and teams by helping expand their profitability, value proposition to the consumer, and grow their unique local brand, all without having to leave the brokerage where they are currently affiliated Chris is passionate about coaching and speaking and leads a number of coaching and consulting programs. You will also find Chris speaking at industry events across the globe.   Prior to PLACE Inc., Chris founded and served as the CEO of Xperience Real Estate, one of the top real estate expansion organizations in the US. Chris has been recognized as an Inman Innovator, RISMedia Real Estate Newsmaker and maintains a presence on the Real Trends "The Thousand". In addition to his real estate team, Chris owns and operates five real estate brokerages in the United States. Chris’ personal mission is to build “xperiential” lives through real estate. Chris lives this mission through travel and by creating lifetime “xperiences” with his wife and two daughters.   This problem trickles down to how we treat our clients, why they aren’t loyal to us and why so many tech companies have been able to disrupt parts of the transaction. According to Place Inc’s co-founder and co-CEO, Chris Suarez - this problem comes from us not trusting our model enough to be consistent with it. If we trusted our business models and showed up consistently, we would not only have more stability, we could blow disruptors out of the water with solutions that make the whole cycle of homeownership a thousand times better.    Guest Info   Chris Suarez is the co-founder and co-CEO of PLACE Inc., a full service real estate and technology platform that partners with the top 1% of agents and teams by helping expand their profitability, value proposition to the consumer, and grow their unique local brand, all without having to leave the brokerage where they are currently affiliated Chris is passionate about coaching and speaking and leads a number of coaching and consulting programs. You will also find Chris speaking at industry events across the globe.   Prior to PLACE Inc., Chris founded and served as the CEO of Xperience Real Estate, one of the top real estate expansion organizations in the US. Chris has been recognized as an Inman Innovator, RISMedia Real Estate Newsmaker and maintains a presence on the Real Trends "The Thousand". In addition to his real estate team, Chris owns and operates five real estate brokerages in the United States. Chris’ personal mission is to build “xperiential” lives through real estate. Chris lives this mission through travel and by creating lifetime “xperiences” with his wife and two daughters.   For more information, go to https://place.com/ or connect Chris on LinkedIn and Facebook.  CTA   ​​Please leave us a review at https://ratethispodcast.com/nla  

In today’s episode, I’m joined by real estate entrepreneur, leader and ISA expert Aleta Reynolds. Since working in the same brokerage with us years ago, Aleta has built a vast array of experience in the industry. She has always had a knack for being at the forefront of solving the big problems real estate agents and organizations face. After growing a 3000-client ISA business, Aleta is now leading the real estate industry into the brave new world of DeFi Asset Tokenization.    Aleta Reynolds is the founder of ISA University and Director of Sales at Terra Mint. She is a nationally recognized leader and entrepreneur in Real Estate and DeFi Asset Tokenization. After 17 years in the industry, her first love and foundation for her speaking career will always be Lead Conversion; Dialing for Dollars. Aleta’s current focus is bringing Real Estate to the Crypto space offering modern solutions to our archaic centralized systems.    The big craze in real estate right now is buying property with crypto in place of traditional financing, and the massive opportunities it offers. What if we could tokenize real estate, and allow people to maintain ownership while still extracting their equity? It’s like owning your property and selling stocks in it at the same time. This is what Terra Mint is making possible, and it not only gives the consumer one more valuable option, it also gives us another path to wealth as agents.      Guest Info   Aleta Reynolds is the founder of ISA University and Director of Sales at Terra Mind. She is a nationally recognized leader and entrepreneur in Real Estate & DeFi Asset Tokenization. After 17 yrs in the industry, her first love and foundation for her speaking career will always be Lead Conversion; Dialing for Dollars. Aleta’s current focus is bringing Real Estate to the Crypto space offering modern solutions to our archaic centralized systems. Her hope is to bring her message to the masses while cultivating relationships with a common drive.    For more information, visit https://terramint.com/. To get 50% off all events at ISA University use the code FUTURELEGENDS at https://isauniversityonline.com/.    CTA   ​​Please leave us a review at https://ratethispodcast.com/nla

In today’s episode, I’m rejoined by my good friend, Chris Heller. As a business owner, investor, successful agent, and leader with decades of success running massive companies, it’s always great to pick Chris’ brain and get his take on the market and the industry as a whole. Chris has now added author to his list of achievements, and today he tells us about how the book came to be, and the impact he hopes it can have.    Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs and the author of Dominant Thoughts. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades.    People write books because there’s something they want to share with the world, and for Chris, it was the simple but highly effective lessons that shaped his successful career. The sign of a good book is one you want to share with friends, peers, and colleagues, it’s something you give to people you care about. Considering how much Chris has contributed to the real estate industry, it’s no surprise that he’s sharing his wisdom with all of us. We sat down with Chris to find out how the book came to be.    Guest Info   Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs and the author of Dominant Thoughts. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades.    To get your copy of the book, head over to https://dominantthoughts.com/.  CTA   ​​Please leave us a review at https://ratethispodcast.com/nla  

In today’s episode, we’re rejoined by Vyral Marketing founder, real estate investor and our good friend, Frank Klesitz. To many people Frank is just a marketing guy, but when you get around him, you’ll find out just how impressive his mind is. He brings a ton of high-level value to the real estate community, and not only do you want to be a Vyral customer for their amazing service, you want to be in Frank’s world and benefit from how he thinks.    Frank is the CEO and founder of Vyral Marketing, and an intellectually curious artist with experience in business, entrepreneurship, sales, marketing, and real estate. He started Vyral Marketing in 2009 after successfully implementing their marketing plan for a real estate agent in Omaha, NE. Frank also runs Katy and Frank Home Buyers with his wife. It’s an acquisition and property management business buying houses in Nebraska, Iowa, Texas and Oklahoma.    The truth about real estate (and any business for that matter) is that there’s more value in marketing what we do than in actually doing what we do. Becoming better sales and marketing practitioners is the key to becoming more profitable, but the problem is, most of us go about marketing to get clients the wrong way - we take the rookie approach when there’s a sure-fire way to win customers.    Guest Info   Frank is the CEO and founder of Vyral Marketing, and an intellectually curious artist with experience in business, entrepreneurship, sales, marketing, and real estate. He started Vyral Marketing in 2009 after successfully implementing their marketing plan for a real estate agent in Omaha, NE. Frank also runs Katy and Frank Home Buyers with his wife. It’s an acquisition and property management business buying houses in Nebraska, Iowa, Texas and Oklahoma.    Resources   https://www.getvyral.com/   https://www.getvyral.com/recruiting https://thegaryhalbertletter.com/   https://www.whosmailingwhat.com/   CTA   ​​Please leave us a review at https://ratethispodcast.com/nla  

A few weeks ago, I was honored to be featured as a guest on Dustin Runyon’s Fired Up Fridays. Dustin’s a good friend and one of the wisest and most insightful people we know. Today, we invite you into this weekly virtual meeting with over 100 attendees, as I answer Dustin’s questions on business, life, and how to think differently.    Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Helping guide companies and individuals break into their power!    Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.   Runyon dreams of a world where we are filled with joy, fulfillment and a deep need to give and serve those around us. A world where we are excited about who we are and are moving towards becoming more of who we were destined to become. A place where we help instead of hurt, give instead of take and love instead of hate. His mission is to create just that. He hopes that you decide to take part.   Being wholeheartedly good at what we do is the ultimate hack to success. For that success to really mean something and make us happy, it has to be aligned with who we truly are, built on empathy, align with our families, and always leave room for growth and changing perspectives.      Guest Info   Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Helping guide companies and individuals break into their power!    Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.   Runyon dreams of a world where we are filled with joy, fulfillment and a deep need to give and serve those around us. A world where we are excited about who we are and are moving towards becoming more of who we were destined to become. A place where we help instead of hurt, give instead of take and love instead of hate. His mission is to create just that. He hopes that you decide to take part.   To sign up for Fired Up Fridays visit https://firedupfridays.com/.        CTA   ​​Please leave us a review at https://ratethispodcast.com/nla  

In today’s episode, Todd Duncan returns to the show to share more insightful golden nuggets on building a high value business in real estate. This year marks the 20th anniversary of Todd’s uber successful book, High Trust Selling, and to date, it’s sold millions of copies and has been translated into 52 languages. Trust is a timeless, universal principle, and the lessons from the book are more relevant than ever in today’s real estate industry.    Todd is a Sales Entrepreneur with over 5,000,000 students around the globe that he has mentored and taught in real estate, mortgage, banking and financial services. Todd has spent his life teaching and equipping professionals with the power of HIGH TRUST as the key catalyst in achieving their personal and professional dreams. As the leading Authority on Trust, he helps business professionals accelerate emotional connection with clients, increasing conversion and setting the client up for a lifetime of loyalty.   Todd is a highly sought-after, game-changing speaker, presenting solutions for the real-life challenges business professionals face daily and giving them vision, confidence and a plan to get more out of business and life! His mantra is trust yourself, your relationships, your faith and your future. When you do that, you set in motion a universe of possibilities.   He is the author of the game-changing book High Trust Selling: Make More Money in Less Time with Less Stress. Todd has been featured in The New York Times, Wall Street Journal, Sydney Morning Herald, The Los Angeles Times, The Daily Telegraph, The Seattle Times, Entrepreneur Magazine, SUCCESS Magazine, FOX and CNN amongst other media sites and publications.   As real estate professionals, trust is still the most important currency we have - it’s something our competitors can’t outpace us on, if we don’t let it. With tech disruptors, iBuyers and hedge funds gobbling up properties, the only thing that will keep us in business is our ability to have massive trust with our clients. There is a huge trust deficit in our industry, and those who aren’t increasing their velocity of trust-building are in the greatest danger.    Guest Info   Todd is a Sales Entrepreneur with over 5,000,000 students around the globe that he has mentored and taught in real estate, mortgage, banking and financial services. Todd has spent his life teaching and equipping professionals with the power of HIGH TRUST as the key catalyst in achieving their personal and professional dreams. As the leading Authority on Trust, he helps business professionals accelerate emotional connection with clients, increasing conversion and setting the client up for a lifetime of loyalty.   Todd is a highly sought-after, game-changing speaker, presenting solutions for the real-life challenges business professionals face daily and giving them vision, confidence and a plan to get more out of business and life! His mantra is trust yourself, your relationships, your faith and your future. When you do that, you set in motion a universe of possibilities.   He is the author of the game-changing book High Trust Selling: Make More Money in Less Time with Less Stress. Todd has been featured in The New York Times, Wall Street Journal, Sydney Morning Herald, The Los Angeles Times, The Daily Telegraph, The Seattle Times, Entrepreneur Magazine, SUCCESS Magazine, FOX and CNN amongst other media sites and publications.   For more information, and to download the Talk Less, Sell More guide and white paper, head over to https://toddduncan.com/. You can also register for the Sales Mastery event and join the High Touch Sales Academy there.    CTA   ​​Please leave us a review at https://ratethispodcast.com/nla  

In today’s episode, I’m joined by real estate entrepreneur, and investor-friendly broker Dom Santaniello. Dom has an interesting story and journey into real estate - after leaving behind a six-figure engineering job, he has scaled a fix and flip business, rental property portfolio & real estate brokerage. Dom really has a knack of creative financing, and his story really emphasizes that this is something every real estate professional should be leaning into with the direction our business is going.    Dom Santaniello is an entrepreneur, investor, broker and the founder of Naples Realty Group. He has built a Fix and Flip Business, Rental Property Portfolio and Real Estate Brokerage.    For real estate agents who want to start investing, it feels near-impossible to compete with all the capital coming in from Wall Street. There’s a lot of pressure on the way we conventionally acquire properties, so looking for other capital solutions is critical to our survival.    This is where creative financing comes in.    We have to completely change how we think about the real estate deals we come across every day. As an agent, you can slap a sign on anything and sell it, but the true value is understanding the mechanics of capital, taxes, and investment. This is the advantage that will keep us relevant for years to come.     Guest Info   Dom Santaniello is an entrepreneur, investor, broker and the founder of Naples Realty Group. He was able to leave a six-figure Engineering Job in 3 years by scaling a Fix & Flip Business, Rental Property Portfolio & Real Estate Brokerage. Dom made a name for himself in the local market by putting together a large multi-family package deal and negotiating a discounted, owner-financed property in lieu of collecting a facilitation fee. This strategy was able to net the seller more money, offer the buyer a better purchase price and get Dom into a stabilized, cash flowing asset with no money down. Today, Dom works as a full time Real Estate Investor, Broker & Entrepreneur. He was fortunate enough to cross paths with Luke Giusto, a like-minded, young Entrepreneur in the Real Estate Business which sparked the formation of Naples Home Buyers, Naples Realty Group and various other Real Estate Entities.    Together, Dom and Luke have built a Rental Property Portfolio of BRRR deals that amount to over 30 units and have successfully flipped 25+ properties and wholesaled 35+ deals since the end of 2019. Their brokerage, Naples Realty Group, has scaled to over 30 agents across two states in just under 1 year of formation (and counting).    For more information, visit https://www.naples-group.com/ and follow @naples_homebuyers on Instagram.  CTA   ​​Please leave us a review at https://ratethispodcast.com/nla  

In today’s episode, I’m joined by South Carolina closing attorney and marketing extraordinaire, Gary Pickren. I’ve never ever met a real estate attorney who is so dialed in with the work and day-to-day of real estate agents the way Gary is, and on top of that, he’s probably one of the greatest marketing minds we’ve ever had on the show. Gary’s also a huge student of the industry, so we got to pick his brain on all things real estate.    Gary is also an author, podcaster, real estate instructor, and licensed real estate broker. He has deep ties to the local real estate community. Since 1995 Gary has performed real estate closings, taught real estate agents, and advocated for all South Carolinians in changing South Carolina real estate law. Toward that end, Gary started a weekly video blog that has over 4,000 subscribers. He even started a real estate podcast in 2020 to better educate the real estate agents on issues in the real estate closing process.   One thing we can bet on in real estate is that things are always going to change. There’ll always be a new market condition to navigate, and only the strong survive, and the strong constantly evolve in their marketing.      If you’re not keeping your business’ marketing platform current, you’re years behind and already in decline. Time and time again, the refusal to keep innovating is what has taken many agents out. The agents who didn’t embrace the internet, and social media all have one thing in common - they resisted their way out of the business. Who’s in danger of getting resisted out of business now? The agents who are still resisting video content.    Guest Info   Gary is a closing attorney, marketer, author, podcaster, real estate instructor, and licensed real estate broker. He has deep ties to the local real estate community. Since 1995 Gary has performed real estate closings, taught real estate agents, and advocated for all South Carolinians in changing South Carolina real estate law. Toward that end, Gary started a weekly video blog that has over 4,000 subscribers. He even started a real estate podcast in 2020 to better educate the real estate agents on issues in the real estate closing process.   For more information and resources, visit https://www.blaircato.com/, email gary@blaircato.com and follow @pickrengary on Instagram and listen to the Dishin’ Dirt Podcast on your favorite platform.  CTA   ​​Please leave us a review at https://ratethispodcast.com/nla  

In today’s episode, I’m joined by fellow Phoenix agent Trevor Halpern. Trevor runs an interesting business, which is based on what he calls the “solo agent model”, a business which is growing by 20 - 25% every single year. Trevor really has an interesting way of looking at life and real estate, by taking the introspective approach, and making sure every decision makes is a “plus plus”.    Trevor Halpern is a Phoenix based Realtor with over a decade in the business. As the founder of Halpern Residential and the #1 independent agent at North&Co. Trevor takes pride in delivering high-level strategy, efficient negotiations and precise tactical execution. He conducts his life and business by simple rules: treat people with respect; lead with honesty; put more than he gets out; and do the right thing 100% of the time.    This industry makes you think that you can’t progress without adding agents to your business, but who says you need to be a mega agent to be successful? Trevor Halpern is running a solo team that’s growing by 25% a year without the usual trappings of a traditional team. Instead of copying what everyone else is doing, Trevor took the introspective approach and built a business on his own terms.    Most agents look at the top agents around them and try to copy what they are doing, without examining if it fits their goals, who they are and what they want. Unfortunately, they end up with a business that makes them miserable, and a constant cycle of falling on their faces.     Guest Info   Trevor Halpern is a Phoenix based Realtor with over a decade in the business. As the founder of Halpern Residential and the #1 independent agent at North&Co. Trevor takes pride in delivering high-level strategy, efficient negotiations and precise tactical execution. He conducts his life and business by simple rules: treat people with respect; lead with honesty; put more than he gets out; and do the right thing 100% of the time.    To keep up with Trevor, head to https://www.halpernresidential.com/ and follow @halpernresidential on Instagram.    CTA   ​​Please leave us a review at https://ratethispodcast.com/nla