Lab Coat Agents Podcast

Coming out of a year that has been difficult and going into a year that could potentially be even more difficult, agents should have a lens to think of other ways to create wealth, especially for the long term. How should you invest in your future now? Tune in today to hear Jeff talk with Lauren Rosin. She has been in the business for over 20 years and has a ton of knowledge and experience to share. Episode Highlights: Lauren Rosin introduces herself. She grew up in Brooklyn, NY. When she was about to turn 20 she left to attend school in Arizona and was waiting tables to make money. Her neighbor told her when she graduated to call mortgage leads. As Lauren grew in her knowledge of finance she also educated herself on taxes and strategy. Lauren shares how she got her real estate license and started out. As a realtor, you have more options than most to find good deals. Lauren now runs a large team in Scottsdale, AZ and San Diego. When Lauren interviews real estate agents she asks if they get into the business to have more time. If that is their main reason she tells them that they are in the wrong business. She discusses how the recent strong market has created weak realtors and many need retraining. Are you struggling in your real estate business? What are you doing or not doing to succeed in the business? Write down everything you’re doing and evaluate it honestly then make a calendar to set up a plan for success. What about plugging into a team with real systems and processes? Jeff says,  “If someone is relatively new to the business, who should they be calling every single day?” What about specializing? Lauren gives some examples of focus. How can you make a mark on a community and become known? Niching down may be a cliche statement this year but it also may be a really important concept, too. Jeff and Lauren discuss. What if you’re hiring for your team? Lauren says to stop hiring out of desperation and talks about how you can ask better questions. Lauren shares her process for interviewing and hiring. What are “must ask” questions during an interview? Lauren’s sales manager taught her to stop setting other people’s goals. How many realtors invest in real estate? The answer might shock you. Lauren shares how she built her business by teaching people to buy rental properties and manage them. Jeff and Lauren discuss the objections about the market and investing. How are you going to plan for the future?   Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor) lauren@laurenrosin.com https://www.instagram.com/laurenrosin/?hl=en https://www.rosinteamsd.com/splash-page

As a new year starts you probably have many plans for what you’re going to do this year. Today on the podcast, host Jeff Pfitzer addresses habits that real estate agents need to build into their business to survive and sustain. Andy Rosas and Michael Manrique are the habit experts who join the show today, called “The Habit Guys”. Maybe you know what to do but you just aren’t doing it and the success is not coming like you expected? There is advice for you today! Episode Highlights: Andy and Michael introduce themselves; They are business partners and they brought behavioral science into real estate. This topic is so important as NARS predicts many more agents will leave the business this year. Andy says, “ It is getting harder to close deals and agents are still not prospecting.” Michael talks about consistent action and the importance of understanding things that are outside of your control and how to optimize your body and brain so you desire to take change on the things you can. Andy went to Florida Atlantic University and was a kicker in Division 1 football. Right after college he realized he wanted to have his own business. He started in the seminar business  as a motivational speaker. In 2007, he became a CE trainer for brokers and agents. Mike and Andy have been friends since high school. Andy realized in training agents that they did not know what to do. They were just trying the next thing YouTube or a friend told them to try or going through the motions of what someone told them when they showed up which inspired the need for change that they saw. What about the analytics and tools? Why then do so many agents quit? Michael shares how he just went with the flow and thought he found success until everything he had started to fall apart. He shares how he redefined what success looked like and how he and Andy actually started out. Are you too anxious to take action or too tired?  Whether you know it or not you are building habits -once you understand them and can approach them with intentional fashion you can apply the knowledge for real change. What is it about  belief systems? Why are there so many formulas for disaster? Andy talks about things that can kill the identity of a realtor if they don’t know. Michael talks about confidence and how many can get caught in the trap of just looking for the next book, course, or conference. Do you believe you can take real action? He explains the difference between internal and external emotions.  As an agent you need to do one thing over and over again- it it prospecting.  What can you do to shift your mindset and overcome? Michael and Andy talk about how systems of actions and systems of beliefs work together. What is an actual habit? Michael explains and says, “At the end of the day you have to take consistent action and at the core of taking consistent action is this mechanism -habit formation.” Your belief system determines the action that you’re going to take and determines whether your vision of your life will become reality or not.  Nail down a morning routine; Be specific. It can be a major reason why agents don’t prospect. Know what is serving you and not serving you. Get rid of all the negatives. On paper, have a master list of all the things that you should be doing. Get away from technology when you need to focus.  If you’re having difficulty following through with what you say you want to do, you have to build the integrity in what you say but taking control of the things that are outside of your control. How does desire affect your actions? Michael talks about how you habit pair to link new emotions to hard tasks. Find people who are doing the same things that you want to be doing. Maximize your technology. Michael talks about redX and how they find it so helpful. Data, desire, and action gets you to take the action.  The sense of achievement is what matters for you doing that again and again. How do you use dopamine that is released in the brain to your favor? Jeff asks Andy and Michael to share examples of high level achievers and what it is they exactly do in forming those habits and using the emotional high of one activity to flow to the hard task activity next. It typically takes 12 weeks to start the true consistency of prospecting. Andy talks about how individual past experience and environments affect the timing it takes. There is not necessarily one size fits all. How long should you commit to a prospecting method?     Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor) https://www.habitguys.com/training https://www.habitguys.com/free https://www.habitguys.com/call New Book Available on 1-12-23 - Habit House (Available on Amazon)

Today on the podcast, learn how to go deep in authenticity as Jeff interviews Rachel Adams Lee who shares her journey with her real estate career and key strategies to being more effective and efficient on Social while also being real. People want to know who you are and people work with those who they feel like they can relate to. Don’t miss this one! Episode Highlights: What if you’re not thinking about the potential engagement and connections because you’re so focused on who is liking and commenting? Rachel has some really good advice. Rachel grew up in a really small town called Lake County. She shares a little bit about the rural town. Rachel has been in real estate for eleven years. The business runs in her family and she always said she would never do it. She was managing a small boutique real estate  Struggles in her personal life made her realize that she wanted more but she didn’t know what it looked like. When Rachel went to a conference called Bold, a quote rocked her world, “Change the way you look at things and the things you look at change.” She talks about how she had been in such a scarcity mindset. She then decided she was going to do an accelerated program and jump into real estate. Through grit and determination, Rachel pushed through four months of now sales and went on to sell 39 homes her first year, 109 her second, then 123 and found herself hitting Wall Street Journal’s top 1,000 agents in the country. Rachel committed to learning Social Media on her own before it was as big as it is now  and the referrals have grown and grown. The first year brought 7 referrals;  Last year,  they had 131 referrals come through Social Media.  If you feel the pressures of always being everything to everybody on Social, Rachel has advice for you. How do you know the difference between Social Media experts and eloquent speakers with microphones? What is the mindset? Jeff asks Rachel to talk people through the innovation and going from trying to show perfection to actually being honest. Rachel recommends to pick a platform and then pick 5 things that you will talk about on Social. People stick around because of who you are and how you make them feel. Her two goals are to either educate or entertain. What does the algorithm actually mean? Rachel breaks it down and shares how she uses ‘Google Keep’ to have her next posts ready to go. Have you heard of hashtag expert? Rachel shares how she uses it as well as her ratio To business versus personal content. Do you have a professional/creator account on Instagram? How do you evaluate what is working and not? She has shifted passions to share personal things and build real connections with people over the things she is actually experiencing in her life. A lot of people struggle with creativity. Jeff asks Rachel to share about the idea of being ‘on the ready’ for content. Rachel shares how her and her husband got marriage coaching around healthy boundaries with cell phones. If you’re so concerned about just getting Social content but missing your life, it is time to change. You don’t owe anybody anything in a certain timeline. Capture the content but you don’t have to share it at that moment. Rachel got into real estate to be financially free and to spend more time with the people you love. What about mom guilt? How can you be fully present?  The point of Social Media is to have engagement. Rachel gives the top 3 things to dial t in. What are the 3 questions your audience will be asking? Rachel has a rule of 5:5:5. She explains how it works and what her real estate team does every month to wake up the algorithm, get engagement, and grow referrals. For her posting on Social gives her energy rather than draining. If she feels like she ‘has to post’ she doesn’t. What can you do to be more effective and efficient?

Today there is so much noise. You turn on your laptop or open Social Media apps and there are more messages being thrown at us than we can keep up with. On this episode of the Lab Coat Agents Podcast, Jeff talks with a good friend of his and is a part of the Lab Coat Agents, Alex Rivlin, who also authored the book, “Static”. How do you focus on really being present where you are? Tune in! Episode Highlights: Alex Rivlin is the guest on the podcast today. He is a good friend of Jeff’s and the author of a book called Static. Alex operates a team in real estate but he has been an entrepreneur for many years. He lives in Las Vegas with his girlfriend and two children. At 18, he started his first business in auto repair. He exited that business at 26 when he got into insurance. He then spun that off into a technology company, still with insurance where he grew to 165 employees in 3 years. When Alex exited that business he was looking to solve a new problem and help as many people as possible.  Alex shares the reason that he got into real estate specifically. He shares the stats in Las Vegas for real estate agents- 82% of agents don’t renew their license for the second year.  What is it that sets apart the people that could make it? Alex first looked into developing and as he was researching and analyzing he decided he could make more of an impact in the real estate side. Success has different definitions for everybody. Alex has a passion to help people achieve what that is for them whether more money, harmony within the areas of your life, passive income, etc. Alex owns some portion of five different companies and is happy to show people the paths he has followed. Jeff talks about why people often shift to real estate. He also talks about the difference between balance and harmony. Do you feel like balance is elusive? Alex has advice about reaching for happiness. “If you’re chasing happiness, it is an issue”, he says. How do you focus on really being present?  Society creates our narrative and we try to measure up with it but what if it is not what's right for you and your life and family? Create your own narrative, be proud of it and own it. Jeff asks Alex to touch on tactical things that many people struggle with.  When you compare the highlight reels with your behind the scenes, it's not good and it is often not what it seems. Alex shares a personal story about worry and being the person he thought everyone else expected him to be. He also shares how he navigated out of self-doubt. What is the difference between self-doubt, negative self talk, and areas of improvement? How does Social Media work along with good harmony and perspective? Alex talks about the questions he asks himself before going through with his plans, posts, etc. “Fake it till you make it” is one of Alex’s least favorite things. He recommends to throw that to the trash and instead, be authentic; Be who you are. You have the aptitude and ability to do fulfilling things.  Alex talks about an American socialist, Charles Cooley and how a quote of his really summarizes self identity. You don’t need to be what you think others are wanting you to be. In Alex’s book he goes through how the brain works and how influences shape us. Advice comes from a personal lens and personal experiences. It is important to be aware of that and consider if you should take or leave it. Static goes deep in all aspects of life, the best tools you can gain are those that help you sort through.  Resources Mentioned: Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor) Alex Rivlin:  Paperback book STATIC by Alex Rivlin on Amazon https://www.instagram.com/alex_rivlin/?hl=en https://www.facebook.com/alex.rivlin.1

On this episode of the Lab Coat Agents Podcast, Jeff talks with Jake Dixon. He coaches a lot of broker owners, focusing on the agents who sell 24 or fewer homes per year. Jake calls out those who say that the agents who fail just aren’t motivated enough. What if team leaders and coaches are too focused on giving professional advice rather than asking good questions to find someone's strength zone? All new agents should tune in to this episode in order to jump-start their 2023 business. Episode Highlights: What is the differentiation among coaches? There are a lot of struggling agents coming out of 2022. There is no secret with the stat of 87% of agents failing and leaving the industry in the first two years. Jake is from Wisconsin and a cardinal fan. He is a father of two young daughters, and his wife is also his business partner. Jake is very passionate about serving the underserved in doing God’s work.  Jake was drafted as a hitter which he turned down and then took the draft offer as a pitcher with the Anaheim Angels. He had a Tommy John surgery and then re-tore the ligament which eventually took him out of professional baseball.  Jeff asks Jake when and how he got started in real estate. He got his license in 2013 and sold one home and the owner of the company brought him in to interview as the team lead which he got and led to another opportunity to be a team leader in a  top 20 market in NC. Next, he got an offer to be a coach in 2016. In 2016, he transitioned out of the TL role into the coach role and he then looked at beta testing for a coaching platform. Very quickly, the coaching platform took off. In July 2017 they expanded into their first location; By the end of the year they were at 35. The end of the following year they were upwards of 150. Jeff asks Jake what it is that truly helps new agents. He says success lives in your strength zone. He has the ability to ask questions to see what motivates people internally, not just being a good advice giver like most coaches. How do you have your own custom lead generating plan that plays to your strength? Jake explains the 5 to 25 challenge that they use. 5 real estate conversations a day for a year works out to be 1,250 conversations over time. He has tracked this for 7 years and has found a 50 to 1 conversion rate- about 2% which works out to 25 transactions. There is just as much of a leadership problem as there is a “motivation” issue. Jeff asks Jake how he advises people to get started on a conversation list. Jake chunks everything down to time on task over time.    Where does someone start to conceive a list to have real estate conversations who could be legitimately in their market? Jake explains the difference between not having a bigger database and cherry-picking your database because of preconceived ideas. What do you like to do? Find friends and build a circle around there. Jeff talks about how so many get on Social and spam people about their awards and want to sell, sell, sell.  When you are authentic and use that to your strength, Jeff talks about how it truly works and compounds. Jeff reviews his birthday list on Facebook to intentionally make sure there is relevance to his friend list. Once you have a built in CRM, you need to be intentional about how you show up and engage. Jake says he is big on lifestyling. He sees it like Gary Vee talks about - don’t create content- document what you’re doing. Jeff talks about how the younger crowds drive the future of Social and how people prefer to interact. In real estate there is fatigue in trying to do too much too fast. Jake simplifies it. Jeff talks about how life derails you and you have to play the consistency game. Jake advises, “Show up and do the work. Surround yourself with other like-minded positive people.”

On this episode of the Lab Coat Agents Podcast, some very good friends of the show are back…Brandface! Tonya Eberhart and Michael Carr are talking about how their business is shifting and how they are attracting new clients. This is so relevant for every single listener. Don’t miss it! Episode Highlights: Jeff introduces Tonya and Michael from Brandface, whom many of the audience are familiar with. Tonya is the founder of Brandface. She entered the radio industry in 1988 in the sales side. She was getting doors slammed in her face. She realized that she needed to change the way that she presented herself. What are the things that successful people have in their industry? Tonya talks about how she studied it and started leading others to do the same.  Michael has a background in real estate. He opened up a brokerage in his hometown and realized that his marketing was not good, which is when he met Tonya who told him he didn’t need marketing…he needed branding. His team is north of Atlanta, Georgia with 26 agents  and he is the COO of Brandface, LLC. There is a big myth out there that people are going to help you build your brand. Tonya says there is a big difference between building a brand and promoting a brand. What makes you unique in your space? What does it mean to your customers? Tonya talks about taglines and stories and how she pulls out the important character traits and experiences to highlight as well as loop that back to why the customers should care.  Michael says you do have to differentiate yourself and he clarifies that you can do that even if you are just getting started. Jeff asks Michael and Tonya how they guide agents into their shining star points. ‘What would you like to be known for?’ is one of questions Tonya asks clients to get them thinking about how they will build their brand. What is the meaning behind finding how to be seen differently, changing your presentation? Michael shares some personal experiences and stories about niche and reputation. What about the agent who doesn’t have the experience and connections? Jeff and Michael discuss limiting beliefs. Limiting beliefs are the number one distraction from getting to where you want to go. Michael shares how he personally overcame his limiting beliefs. You have life experiences that are relatable to others as well as different education. People do business with you because of what you express in your story and brand.  Tonya shares an example of a brand they have developed that doesn’t really have anything to do with their experience level or what they have done in the past. How do you brand without boxing yourself in? Brandface recently did an episode on Social Genius by Drunk on Social - make sure to check it out! “It is not even about virality anymore, it is about dialing in”, says Jeff. Michael and Tonya agree and share their advice.  Michael loves the podcast space but he says it is not about millions of listeners. The focus is on community.   You can make just as much money with a small sphere of influence…Michael explains how. Tonya discusses the shift from mass media to “me media” and how Social Media has evolved too. Michael talks about the importance of network and a story with a client who had a  community of 130 people across the nation that generated 15 million dollars in sales, half of her total sales. How are you monetizing your influence no matter what the size? Michael and Tonya share ideas to strategize. Jeff talks about the importance of podcasting and connection. Tonya and Michael weigh in with their opinions.   Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor) https://brandfacestar.com/

On this episode of the Lab Coat Agents Podcast, host Jeff talks with Joe Khoei, who runs a company that are Google ads PPC specialists. Did you know that the big players in real estate dominate the google searches? The good news is that there is still opportunity for you as well. Tune in.    Episode Highlights: What do you do if you’re sick and tired of the Zillows of the world and want to build leads and sources through Google? Joe Khoei introduces himself. He studied Engineering and then he saw that sales people were having all the fun and making all of the money. In 2010, Joe started Sales X. He figured out how to do websites and SEO. A couple of years in they started to scale the business. Multiple times they have won the award of Best Agency in US Search awards. What are the challenges of buying leads from the big fish with deep pockets like Zillow or Redfin? Joe explains how people are used to getting information they want; They don’t want to give their contact for it first. He explained how they worked and reworked their process around that psychology. What keywords are getting the most searches every month? What is the competition involved with them? How does retargeting through Google ads work? Joe explains the different types and how they work. What about Google and Youtube? How does remarketing work with PPC - Pay per click? Joe says the power of remarketing is that you’re actually marketing to those who are actually looking for your service in your area. “As agents, many are trained to do things a certain way and it is becoming prehistoric”,  says Jeff. He asks Joe to talk about how to provide value for free.  Joe talks about the factors of influence and how your cost comes down per person over time. Jasper is a service with templates for AI and copywriting. Have you heard of Google grants? For someone who wants to get started in Google advertising, Joe has advice.  Joe has a helpful source, “How to pick a really great entry level agency” at : https://www.salesx.com/labcoatagents What is your web presence and how should an agency bring value to that?       Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor)   https://www.salesx.com/ https://www.salesx.com/labcoatagents

On this episode of the Lab Coat Agents Podcast, is an inspiring story of someone who has overcome so much. Randi Brandt joins the show today to share how circumstances could have taken her life or left her in a wheelchair but she has come through that and is thriving in her real estate business. Don’t miss it! Episode Highlights: Randi Brandt introduces herself. She started out at Michigan State in Elementary Education and planned to work with kids but changed her mind after her internship and ended up with a hospitality business degree. Randi got a job in Keystone, Colorado with Vail Resorts which was the first time she had left Michigan and also took place during the 2008-2009 era. In 2013, she was ready to come home and opened an event planning business for a few years and she looked into investing in real estate. She ended up selling her business and got her real estate license. A little over a year into the business, she turned 32 and found herself in the back of an ambulance. Upon arriving at the hospital she was told that she was in liver and kidney failure, her body was shutting down. There was a time when the doctors told her dad they were not sure if they could get her back. They had her do a round of dialysis and among other procedures, a spinal tap. Randi realized she couldn’t see as well and they decided to order another MRI. Next thing she knew she was going to the ICU. They found she had a subdural hematoma, a brain bleed.  She didn’t end up needing a brain surgery thankfully but once they got her out of the ICU they needed to do more tests to determine what has caused everything. They removed two nerves from other places in the body to send for more tests.  At one point, she ended up having a stroke and lost all feeling from her waist down. Her internal organs were getting better but her body was failing her. Around day 40, she was told her body was stable but that her legs would never work again and they would prepare her to go home with a wheelchair. She had to continue running her business and kept in contact with clients until she went into the ICU. Randi could not comprehend how she was in that situation as she had always been active in dance, volleyball, etc. The nurses ended up putting her on suicide watch. It took her about 3 days to pull herself together. She prayed and really wanted more and the ability to help others. A physical therapist had her in an apparatus to stare at her legs in a mirror. They saw small movement in her legs and she then started doing 4 hours a day. Her nervous system was re-training. She couldn’t choose to move her legs at first they just did.  On day 60, Randi was released from the hospital. Her driver’s license had been taken away because of her stroke and loss of feeling disclosed by her doctor. She was released on a Sunday and back in her office on Monday. She went through a long process of recovery and had to do her business in Ubers because she couldn’t drive until she regained strength. Jeff asked Randi how she was able to keep focused on her business through all of her obstacles. Randi talks about how she had to work through mindsets and limiting beliefs. Jeff asks Randi how she would advise people to get through mentally. You have to set your limits and claim who you are and what you’re going to do.  Randi talks about expectations and being open with her clients. Jeff brings up the shift in the real estate market that we are now seeing and many are seeing the massive struggle in their way. Randi gives advice. You have to know your data and be the professional who knows what is going on. Jeff asks Randi what tactical things she is doing in her business or planning to do to continue to thrive for this downturn in real estate. What about the “36-touch” for a client base? Jeff and Randi talk about using Social Media and video strategies. Randi shares her cadence. Where can you add intentionality with Social?   Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor)   Randi Brandt 810-923-0245 https://www.facebook.com/profile.php?id=2316504 https://www.instagram.com/randi.brandt/?hl=en

On this episode of the Lab Coat Agents Podcast, Karina Pacific joins host Jeff Pfittzer to share how she has overcome so many things from her past and how she is applying them today. She talks about mistakes that she made as a new real estate agent, how she uses networking and things that she loves to grow her business, and how we treat leases because they can turn into millions of dollars in due time. Tune in now! Episode Highlights: Karina introduces herself. She was born and raised in Mexico in a little beach town. HSe now lives and does real estate in Manhattan Beach. In 1985, Karina came to America by a miracle of God, and was raised pretty much parentless because she had a single mother who was working all of the time. Karina experienced abuse, neglect, and many hardships. All of the lacks have strengthened her to who she is now. Curiosity and faith saved Karina. She is intuitively a positive person.  Jeff talks about how it is easy to find trouble and easy to give up when you come from a hard upbringing and past. Are you just dealt a bad hand?  Jeff asks Karina to give advice to real estate agents who are tempted to give up in these times that are harder. Hard times help define people but human nature likes what is comfortable. How do you break out of the mediocre? Jeff asks Karina to share her plan for the next 12 months with the challenging changes in the economy. She discusses her company's business plan and pillars. How do you make it with raising interest rates, low inventory, and recessionary times? Karina talks about how the charitable part of her business loops back to sales. Karina shares stories of mistakes that she has made to help other agents. She also talks about strengths and weaknesses and interviewing teams. What do your habits say about what kind of professional you are? It took Karina ten years to really find her home in real estate. She was not afraid of moving around and she suggests, “You have to find your people.”    Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor)   https://karinapacific.com/ https://www.instagram.com/karinapacifichomes/?hl=en Karina Pacific - 310-529-4292 https://www.instagram.com/karinapacifichomes/?hl=en

How To Trigger Emotional Drivers In Prospects In Order To Capture More Sales- With Jeremy Miner- EP 192   On this episode of the Lab Coat Agents Podcast, learn what it means to be a problem finder and therefore a problem solver rather than a product pusher. So many in the sales and real estate industry rush to Social Media to tell everybody what we do, to ask for the referrals, to ask for business…when in reality you should be going about it a completely different way. Jeremy Miner, a chairman of Seventh Level, a global Sales Training company, joins Jeff on the show today to discuss strategies based on psychology that lead to consumer interest, engagement, sales, and incredible success. Don’t miss it! Episode Highlights: Jeremy was in the top 5,000 on Inc. Magazine’s list of the fastest growing companies in 2021. He has been recognized by The Direct Selling Association as the 45th highest earning producer out of more than 100 million sales people. Closers Are Losers is Jeremy’s Podcast and he has a new book, “Selling To An Unsellable Generation”. Jeremy majored in Behavioral Science and Psychology in college and the way that he saw people selling did not make any sense. How do you learn to get your prospects to pull you in rather than just push and push for sales? Jeff asks Jeremy what led him into studying Behavioral Science and Psychology? Jeremy shares that he actually dropped out his senior year, 13 credits shy of graduating and why. People are wired to do things consciously and subconsciously; Understanding those things makes selling easier as you can also pinpoint triggers in consumer behavior. How you are perceived by your prospects is what matters. Jeremy explains where he sees a lack of understanding in the motivation of consumers among the groups of professionals they train. Real estate agents specifically do not find out the important details enough. Can you come up with 2-3 generic problems that most people you associate with have and then have solutions? Education is great but it may not stick in people's brains, Jermey explains why. Why do people get frustrated when they are selling their house? How do you keep the explanation short of how what you do is helpful to other people? If it is too long it becomes a sales pitch again. Jeremy asks Jeff to identify top problems for buyers and sellers in the market currently that many could relate to. How do you automatically attract prospects  and differentiate yourself? Jermey explains how when you speak the same as all the other sales people your prospects have heard you trigger them to shut down. There are right questions to ask with the right tone. What is it like? Jeremy says that prospects pick up on social cues in 7-12 seconds. Social cues are so important, they have a very primitive root but they still apply today because people get tired of it and have built walls of resistance.  Jeremy educates about neuro emotional persuasion questions that disarm the guards of prospects. You have to learn to come across detached from the sales outcome. Why not prevent objections? Jeremy says you can point out objections right away and then make a connecting question. Jeff asks Jeremy how he would carry on an open house conversation with objection. You have to slow down your cadence to cause deeper thinking. How do you build the gap from where customers are to where they want to be? How would Jeremy apply his strategies going up against other agents at a listing? When you understand the emotional side of a buyer or seller they will view you as the expert.  How does this psychology apply to Social Media postings? Jeremy goes through some call scenarios and how to neutralize conversations. People buy based on who they think can get them the best result. If they like you that is great but they have to really know and trust you. Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor)   Jeremy Miner: http://salesrevolution.pro/ Books-Jeremy Miner