Lab Coat Agents Podcast

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

On today's episode, Jeff talks to Garrett Maroon, owner of Maroon Group Real Estate and host of the Serving Not Selling Podcast. He shares how he built a referral business that generates over 100 transactions per year.  Garrett's system is easy to implement, requires little money, and no cold calls yet generates consistent business no matter what the rest of the market is doing.  Tune in and follow his lead to build a solid referral business in your market. Episode Highlights: Garrett shares how initially he was against the idea of joining real-estate but then after months of exploring this field he said yes to it. Garrett's encouragement to agents is one of his favorite quotes from Charles Kettering is the only time you can't afford to fail is the last time you try. The world is different, people interact differently. Garrett explains why it is important to understand and adapt. Garrett explains how he shifted that mindset of becoming a real estate agent versus a friend. Garrett talks about the research he did on consumer psychology.  Garrett talks about the importance of building relationships even though they may not be a potential client.  If you are an agent who struggles to talk about your business, you probably should say it more often and if you are an agent who has no problem talking about yourself and your business, you probably should say it less. Consistency is everything. It's not about perfection, about consistency. “You can have the perfect post. But it doesn't matter if you're not going to follow it up with a bunch of other posts,” says Jeff. For his clients, every quarter Garrett has the same rhythm of personal touches. He shares the cadence of the quarters. You just have to think about how you can actually consistently care for people. That is how you win in the real estate industry. Garrett talks about the future generation, the millennials and how they are reluctant to answer their phones. He shares how you can get a better hold of them. Garrett explains how he has a systemic approach towards building relationships.  The old school people teach agents to abuse their various vendors, which as per Garrett is not the right way to do it.  3 Key Points: Garrett talks about his database of clients, how he started with just 40 people and how he was able to organically grow it.  Garrett shares sales pitches and how he indirectly approaches people and lets them know that he is a real-estate agent.  If you have the old school mindset, you need to change it again. You are going to get left behind. It's just not going to work, says Jeff.   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)   Garrett Maroon: text 804-878-2200 https://www.businessbyrelationships.com/ https://servingnotselling.buzzsprout.com/

Today on the Lab Coat Agents Podcast, host Jeff Pfitzer is joined by Paige Dungan who is a Public Relations Specialist and Co-Founder of The Sisu Agency. She shares how local media is always looking for experts they can feature when business topics become relevant for their audience and she gives great advice on who to contact and how to add value so you become the go-to local expert on real estate. Tune in to get all the best advice! How Public Relations Can Benefit Real Estate Agents-with Paige Dungan- EP 190   Today on the Lab Coat Agents Podcast, host Jeff Pfitzer is joined by Paige Dungan who is a Public Relations Specialist and Co-Founder of The Sisu Agency. She shares how local media is always looking for experts they can feature when business topics become relevant for their audience and she gives great advice on who to contact and how to add value so you become the go-to local expert on real estate. Tune in to get all the best advice! Episode Highlights: Jeff introduces Paige Dungan who used to run Success Magazine. Paige Dungan shares where she started out in college and her entrepreneurial desires. Paige jumped into the first PR hire for Dickey’s Barbecue when they started to franchise. That experience taught her so many lessons that she needed and showed her that she really wanted to do PR for her career. As a marketing manager, Paige took an entirely different role with Success Magazine. She could see the relational piece missing. Nobody wanted to ask the big names to get more involved. PR is connecting, especially connecting those who don’t have the confidence to ask and the time and heart to do it. Paige shares how Tristan helped her think well about her naivety going into entrepreneurship for the second time after her first failed attempt. There is a success mindset that you have to find  Jeff talks about his experience meeting Tristan and how what some people may think is annoying was actually so needed and led to them becoming business partners. Sometimes you just have to keep trying until you’re told not to.  Jeff asks Paige to talk about overcoming struggle. For her, it was a two and a half year process postpartum. She talks about what it was like to deliver a child at the very beginning of COVID in all the uncertainty. Paige explains what it was like to go from being a high performer to not being able to get out of bed and how hard it was to not show up as a wife, mom, sister, daughter, etc. Jeff mentions how relatable the topic is and asks Paige to give advice to those who are going through something similar or may go through in the future. Society minimizes the time it should take for us to process and go through things but the reality is life doesn’t work that way. Jeff talks about the pros and cons of compartmentalization in both personal life and business. Oftentimes people don’t immediately recognize something wrong with them because so many are just moving one hundred miles per hour or they try to get busier to distract themselves which just temporarily masks the pain but does not lead to long term improvement or recovery. In PR there are so many emotions, relationships, and nuances. Jeff asks Paige to talk about the difference in the PR that is costly and the free options. Why do real estate agents need PR? How can you be seen as the authority with value in your community as a real estate agent? “If anyone DMs you to pay for PR, do not do it”, says Paige. Journalists look for content and knowledge, what can you provide? How do you find reporters? Paige shares the tips and tricks. Paige explains the roles of those who work for TV shows and news outlets and who it is you need to get in touch with. Paige shares how real estate agents can be great at their own PR. 3 Key Points: There are many challenges and rewards with entrepreneurial endeavors. Paige talks through the limiting factors that hold many people back and how she has personally overcome them. Many people especially in recent times have gone through a lot of hardship and mental health is a very real topic to approach head on. Paige explains the importance and how to get through recovery. The more that you can rationalize what will happen with your outcome, the more sanity you will experience. Paige discusses the difference between PR and marketing. PR is your story, your connection, your ability to be set apart, and to be seen as the authority with value.       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)   Paige Dungan: paige@thesisuagency.com https://www.linkedin.com/in/paigedungan/ https://www.instagram.com/paigeofpositivity/

This week  on the Lab Coat Agents Podcast, you have the privilege of hearing an interview from The Social Genius virtual event.  Atlanta, Georgia real estate agent, now TikTok star, Glennda Blaker is the guest; She started creating TikTok videos in October 2020; With 18 months, she created over 391 videos and gained over 560,000 followers. Tune in to hear how she creates and batches content while consistently building a brand and how that brand actually generates real estate sales.   Episode Highlights: Glennda introduces herself and shares how long she has been in the business and what led up to her now crushing it on Social Media. Tristan asks Glenda about structure and how many videos it took for her to catch on to a rhythm. What about lighting and video? Tristan asks Glennda to explain what kind of agenda that she goes by creating the videos. Glennda explains what her audience is biting into and how her videographer, Denver helps her recreate stories. Jeff points out a consistency with Glennda: that she wears stars and he asks her to talk about it. Where did it start and why did it stick? What does strategy across all platforms look like? What about ROI? Jeff asks Glennda to quantify what she is doing. Advertising yourself looks way differently today than it does in the past. Glennda shares some specific examples of how her Social Media turns into business. Looking to start video? Glennda has specific encouragement for you. Credibility is built in being relatable.  Jeff asks how Glennda filters the bad clients and haters. She shares some TikTok battles she has had with people. What features are available to respond to comments?  What are winning habits and hashtags? Tristan asks Glennda, “What’s next or what are her desires to accomplish next  on Social?” Do you understand the exponential reach that you have? Jeff asks Glennda to share her take on copy-catting.  How does Glennda do batching of content and how much does it equate to? Glennda shares a funny video about editing. How do you still have time to do real estate along with creating video content? Jeff asks Glennda to share her stats. Glennda talks about data on her posts and how she sorts what is working. Tristan asks what Glennda’s real estate structure is. What is Glennda’s gifting program?   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)   Glennda: https://www.glennda.net/ https://www.tiktok.com/@glenndabaker?lang=en https://www.instagram.com/glenndabaker/

On today's episode, Jeff is going to talk to Jonathan Spears, founder of The Spears Group from the panhandle of Florida. Today they are going to discuss some of the basics and some of the things that helped Jonathan to get to where he is today; From foreclosures to luxury real estate, Jonathan focused on the top parts of the market that were transacting and he was knowledgeable about them. Real estate is not easy and it's not going to get easier anytime soon, so listen to Jonathan’s advice on how to prospect.  Tune in. Episode Highlights: At the Spears Group, Jonathan and his team serve second, third, and fourth homeowners, investor profiles and they are very fortunate to be along a white sand beach, emerald, green waters that serve such a wonderful community in the South. When we all think of the word recession, we go back to 2007, 2008, 2009 but for us, it really was 2010 when we had the BP oil spill that really threatened the quality of the beaches and Jonathan is a true product of recession. Having to figure out how to collaborate with people that were not of Jonathan's age or even collaborating with those that were close to his age but had major age gaps; that helped to set up for a lot of success in real estate for Jonathan. Jonathan always tells his agents to stay obsessed with the hot seat and stay sharp. Because when you are sharp and you have market knowledge, it doesn't matter how you look. Online real estate websites or technology tell you what's transacted and what the price point is, but they don't tell you who the people are and why they transacted. It is fundamental to all the agents to focus on is why are things transacting in the market that you are serving, says Jonathan. Direct mail is very valuable in our market because our clients aren't in our market. So, we are trying to engage them back home in their market, whether it's through direct mail or social media or through other ad campaigns, says Jonathan. It gets under Jeff's skin when he sees an agent tossing and turning in the wind. Because just a little bit of focus and a little bit of daily discipline can be the difference between providing for your family at a high level and not.  When you are struggling you feel like you have to cast that wider net, but you are actually doing a disservice to your business. When you do so and niching down and going deep on just a local community and become the digital celebrity, like the authority in the community that lifts it up rather than having to talk about real estate. This is more of a social strategy. As a real-estate agent it is important to realize that you have a routine and because you don't track it, you don't know it. So, if you are the CEO of your business and you are not tracking what you are doing, how do you actually know what is going on in your business?  As per Jonathan's business model, he wants to create more of a level field for agents. He wants an agent's business to be more predictable.  Sales is a numbers game; How many phone calls does it take to equate to a real appointment? Jonathan' would say his sales pitch to you is to be the CEO of your business.  The best piece of advice Jonathan would give to a beginner is whether you are in the mortgage industry, the real estate industry or any other industry, snuggle up next to whoever you idolize. Whoever is doing the most in your market, whoever will give you the time of day and learn from them.  When it comes to value proposition you can look at it through two ends of the spectrum as a new agent. The value proposition you could have to a customer is you know being at a great brand or brokerage that provides a certain marketing outlet. But at another end of the spectrum, where you are a successful agent on a micro basis when you prospect the value proposition that you provide needs to be in direct correlation with the value output that your customer wants to get. Know your audience and figure out what's important to them, says Jonathan. The ability to understand the whys and the market is not widely known. There is no strategy. One challenge for all agents is to listen whether you are a leader or you are an agent; dial in and try to figure out what your true value props are that are actually different, says Jonathan. Rewire and direct mail could be super effective. For Jonathan in a second home market, his customer base isn't always there and so ways to get in front of them is through direct mail. The way that we approach direct mail is kind of a litany of things. It could be a mixture of handwritten notes, direct mail, postcards, says Jonathan. Pick 200 addresses and farm them constantly. When you start seeing response from customers is when they start seeing a repetitive value proposition from you. For Jonathan it takes 6 postcards to one area before he ever gets a single call. 6 valuable direct mail pieces whether that's handwritten notes, postcards, brochures, 6 pieces before Jonathan and his team ever get a response and that's typically like one or two responses. As per Jonathan, you have to be consistent in social media. It is going to take time but imagine popping off and it happens very regularly now, and you can go into a listing appointment or put on a marketing piece that you have the capability of getting hundreds of thousands of eyeballs on your property. There is constant consumption of knowledge. We are constantly listening to podcasts or reading books, reading news articles, or scrolling social media to try to find more information. Be disciplined to apply the knowledge that you get to your business. It's your life you consume over and over and over and over. 3 Key Points: Only distressed properties were transacted at the time when Jonathan came out of school and started into real estate, and it really exposed him to pricing properties for banks or lenders or sometimes private equity groups. For a lot of us as humans, a routine is incredibly important and that is something that Jonathan mentioned that he has customized, and the approach has worked for him. As a real-estate agent knowledge of the market is probably the most important thing for an agent to focus on; it is their biggest value proposition, says Jonathan.   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) Jonathan Spears: https://spearsgroupfl.com/agent/jonathan-spears https://www.instagram.com/jonathanmspears/?hl=en

Today on the Lab Coat Agents Podcast, Jeff interviews  the author of best selling books, 1 Million Followers and Hook Point, Brendan Kane on how to find, engage, and grow your social media audience. He has helped people like Taylor Swift, Katie Perry, and Rihanna. You don’t want to miss this! Episode Highlights: What is the amount of time that you have to hook someone into your content? Brendan shares the mistakes content creators make in trying to hook their audience. Where are brands failing when it comes to social media? Where do adjustments need to be made? There is a real physics to delivering a message. Brendan shares his Hook Point Formula. The days of click bait are really over...you have to earn and maintain the attention to stop the scroll. What is the actual blueprint to a successful hook point and therefore successful marketing? Most brands are connecting with less than 30% of their target audience. Why? Most brands are connecting with less than 30% of their target audience. Why? Communication = Math. There are 6 main ways that audiences interact with the world and process content. Jeff asks Brendan, “How do you best lead into videos in a way that attracts attention?” Influencers connect on a one to one basis and feel like friends. The best content creators make it an active experience. Brendan gives examples of verbal and non-verbal attention grabbing techniques. Tristan points out how the media, like the news, grabs attention. Brendan weighs in about sustainability and trust issues. What are some things that entrepreneurs should be paying attention to when they are looking to grow their influence on social media? Brendan outlines The “Common Sense” Model for brands and why it doesn’t work. He then outlines his Predictive Viral Content Model that merges creative with scientific Methodology and why it does work. Where do you start with the behind the scenes research that is needed to be successful? As an example for real estate agents, what would it look like for them to “stop the Scroll”? Brendan explains how to make your content digestible for the general audience and how the algorithm prioritizes content.  Resources Mentioned: https://hookpoint.com Lab Coat Agents Facebook Group: https://www.facebook.com/groups/labcoatagents Lab Coat Agents Twitter: https://twitter.com/LabCoatAgents Lab Coat Agents Instagram: https://www.instagram.com/labcoatagents/

Can you imagine growing a TikTok channel to over 600,000 followers, you get 5 million likes, you wake up one day and you’ve been banned from TikTok. What do you do? Today on the podcast, Jeff talks to Austin Armstrong who grew a massive following on YouTube in 30 days. Don’t miss it. Episode Highlights: Austin Armstrong has been on the podcast before talking about Google SEO and has evolved greatly since then. He is marketing and branding now too. Austin has been doing Social Media and Digital Marketing for about 17 years starting back on MySpace. Socialty Pro is a digital marketing agency that he started about 3.5 years ago. SEO education was his first content focus when he started out on TikTok. Austin saw the massive shift the TikTok was creating and realized he wanted to expand; Thankfully he is not one to put all his eggs in one basket because his TikTok account got deleted. Austin shares how many followers he has on each Social Media platform with the same repurposing of videos. Jeff asks Austin if he bought some followers and how he became so successful. Instagram and YouTube are very difficult. Austin’s full time job is now to figure out the algorithm shifts, paying attention to the analytics, paying attention to what is working as well as what isn’t and doubling down on what is working. Austin talks about where he started and how his funnel was functioning and how it evolved.  Do you understand what a back link is? How do you expand interest in a content topic? What if one of your accounts crashes? Are you prepared to handle that? Do you have preventative measures in place as well as a plan to recover? Jeff and Austin have great advice. Austin says, “Hire a coach, invest in yourself.”  How does monetization vary? Austin talks about videos with the same titles that have continued to bring success. They are all shorts. There is such a great opportunity! Test out interest specific titles. Every Social Media Platform is a search engine, people are just searching for information differently; Austin explains. How is searching online changing? Jeff talks about the 4 million views he has received in the last 60 days. What about location based feed? People love a sense of community. You have the opportunity to build a strategy on 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)   Austin Armstrong Schedule A Call TikTok - Austin Armstrong

On today's episode of the Lab Coat Agents Podcast, host Jeff talks with Paul Ross. Real estate agents, when you think about sales, do you think of yourself as a hypnotist? How often are you practicing or reading up on your neuro linguistic programming? Paul Ross has got some fascinating stories and is a master of all hypnotic and subconscious selling; Don’t miss out!   Episode Highlights: Tom Cruise had played a character based on Paul Ross in the movie Magnolia. In 1987 Paul Ross stumbled onto NLP: neuro linguistic programming; Essentially, it's a technology for modeling excellence.  Paul narrates how he created the whole subtle sales system, or the subconscious sales advantage, and how it grew from there. Paul mostly focuses on real estate and mortgage people. Paul always teaches his students, whether it's sales or pick up or whatever it is, that the number one consideration you would have to have is - what state of mind do you want your prospect to be in?  Your clients or your prospects, inability to focus is your number one or number 2 biggest enemy to your sale, says Paul. Paul talks about the importance of implementing radically different things. The first radically different thing is it takes a different perspective on what sales mean. Words are powerful. Words have hypnotic effects. Words structured our consciousness. They shape our decisions, and they drive our behavior, says Paul.  For every exploration there must be a leader, for every leader there must be a student follower.  When you say something deliberately vague, the listener's unconscious mind will fill in the blank illustrations for every meaning and pick the one with  the emotional context that fits . Being different is kind of something that you will have to get used to in all facets of all business, because if you are not different nowadays, you are not going to stand out, says Jeff.   Lot of times the prospects don't know what their objections are. They just muddled and they don't want to appear stupid by saying, well, we don't understand, says Paul. Prospects often don't really believe that they can't afford something. They don't believe that they can have something. They don't believe they deserve it or are capable of claiming it when you can expand their mind past all that, expand their consciousness to embrace new possibilities about what they can own, what they can enjoy, what they can explore. You are actually doing healing work. Jeff says that through his podcast he has trained the audience because doing video for your business was different. Using social media for your business was different. Going on social media and being authentic is different because everybody just wants to follow the herd, which is delusion and everybody wants to follow their broker, which is old fashioned and those that have a differentiation mindset will say. It's not crazy, it's brilliant.   To improve your sales skills, you will have to start out with a basic knowledge first and foremost, you have to change your own belief system about what's possible. You have to look at your own beliefs around your deservingness, about your capability, about your possibility, and about your willingness. So that takes some personal transformation. Paul has a free five-part series called Invisible Influence. You can get it for free. Text the word, "compel" and send it to 411321411321, if you are outside the United States, you can use WhatsApp and text the same word "compel" to 909.741.1321.   3 Key Points: Paul explains how there is lack of focus in clients because they have too many options available to them.  As a real-estate agent the one most useful thing you can do is use pattern interrupts. Pattern interrupts are ways to take your  prospects or clients' expected way of behaving or thinking or feeling, disrupting them and then turning their mind in a different direction. Paul shares valuable tips for somebody who wants to improve their sales technique and  want to go down this path to learn more, gain more experience with this and understand how they should be articulated in order to be more effective.   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.speakerpaulross.com/apply https://www.linkedin.com/in/speakerpaulross/