The Persistent Entrepreneur

THIS EPISODE HAS EXPLICIT LANGUAGE Gary Vaynerchuk - Best Seller Author Crush It and Crushing It!     Ryan Serhant - Million Dollar Listing Star - Bravo   What you need to know about Real Estate and Disruption  Also Featuring... Jennie Wolek, Jim Black, David Serpa, Vlad Kats and Cody Gibson    "We are being disrupted period. Not real estate: we."  Gary STEPS TO SUCCESS WITH CONSUMERS  Have empathy Understand the human variable  Sell on offense, not defense  Figure out your value props People make decisions based on people  Figure out your truth About Gary Vee: Gary Vaynerchuk (born Gennady Vaynerchuk); November 14, 1975; is a Belarusian American entrepreneur, author, speaker and internet personality. First known as a wine critic who grew his family’s wine business from $3 million to $60 million, Vaynerchuk is best known for his work in digital marketing and social media, leading New York-based companies VaynerMedia and VaynerX. Subscribe in Apple Podcasts: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2 www.davidihill.com/mentors www.davidihill.com/affiliates    www.thesalesplaybook.net  www.SchoolforRealtors.com

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

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

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

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

Communicate with your clients often Your clients will appreciate that you contacted them regardless of the situation Lack of communication is a form of call reluctance Call your sellers and get a price reduction Call your clients and wish them Happy Holidays   Excerpt The Sales Playbook  - Get a copy at www.thesalesplaybook.net   The cornerstone of customer experience is communication. People want to know what’s going on. They want to know you haven’t forgotten about them. Whether you work with the same customers on an ongoing basis or you sell one-o products and services, communication is crucial for supporting a steady stream of revenue. In real estate, it was pretty common for people to say they never heard from their agents, especially when the home was not selling. Many agents will avoid calling the sellers because they did not know how to deal with the bad news. The problem with this is your customer is wondering what is going on and ultimately thinks you don’t care. Personally, I feel this is another form of call reluctance. Reluctance to deal with a difficult conversation. About David: David Hill is a leading expert on telephone prospecting. Over the past 28 years, he has worked as a salesperson in numerous industries and depended primarily on the phone to make sales. When other salespeople have switched to email or social media to reach contacts, David has stayed true to the communication medium of his roots. In doing so, he’s invested approximately 30,000 hours talking to prospects on the phone, which is equivalent to a triple master’s degree in phone prospecting. David’s experience selling over the phone started as a kid when he took his first job as a telemarketer. He quickly learned that what seemed to be a frustrating and difficult job for his peers came surprising easy for him. After his second telemarketing job, David helped build a magazine called Condo Media, where he spent most of his day cold-calling businesses to sell advertising. Subscribe to the Podcast in Apple Podcasts www.davidihill.com/mentors www.davidihill.com/affiliates     www.thesalesplaybook.net  

Abe Shreve coaches the top real estate teams 40-250 million in volume. "In order to do what I want to do, I have to booby trap my success." Abe Shreve "Rejection feels the same for the guy doing 100 million as the new agent who just took his first listing." - Abraham  STEPS TO SUCCESS   Take the right actions  Create rituals  Find a mentor Learn from the others who have done what you want to do   Hire a coach  Surround yourself with talent  REVIEW ON APPLE PODCASTS: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2&ls=1   About Abe: I am the proud father of a fat little 10 month old baby girl. Last night as I was getting her ready for bed she spit right in my face. No kidding, she puckered up and let it fly right in Dad’s face. And as if that was not enough she just laughed and laughed. And then, she spit again. And then she laughed again. Spit, laugh, spit, laugh….rinse and repeat. I sat there mesmerized at this adorable little baby who was laughing, almost uncontrollably, at herself. It occurs to me this is a healthy type of thing. I spit on myself and others all the time. While I don’t actually pucker up and let it fly literally, I often find myself butt up in the middle of something socially unacceptable. And most of the time…I’m laughing. The great philosopher Voltaire observed, “God is a comedian, playing to an audience too afraid to laugh.” Well I’m not afraid and I don’t think you should be either. Subscribe to the show on Apple Podcasts: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2&ls=1 http://davidihill.com/affiliates http://thesalesplaybook.net http://pathtomastery.com

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

Cody founded Portland Real Estate Group (PRG) in fall of 2011. PRG has grown to include a Listing and Buyers’ Division, a call center, and a staff of 10. United Home Group (UHG) began in 2012, with Cody’s first expansion city in Tri Cities, WA. Since then, UHG has continued to expand. Currently operating in 21 locations, 18 cities across 9 states. His groups put over 400 homes into contract in 2015, are projected to put close to 500 into contract in 2016, and has sold as many as 55 homes in a single month. Subscribe to the Podcast in iTunes www.davidihill.com/mentors www.davidihill.com/affiliates www.thesalesplaybook.net 

Dirk Zeller - How to Create Urgency without Being Pushy Follow Up Quickly (within 5 minutes) Get through the Brush off Offer Tools and Resources they cant get Anywhere else Ask Great Questions Set Appointment (Get belly to belly) For the full interview with dirk go to episode 75: http://davidihill.com/75-dirk-zeller-motivate-your-sellers-to-take-action-now-how-to-create-urgency-without-being-pushy About David: David Hill is a leading expert on telephone prospecting. Over the past 28 years, he has worked as a salesperson in numerous industries and depended primarily on the phone to make sales. When other salespeople have switched to email or social media to reach contacts, David has stayed true to the communication medium of his roots. In doing so, he’s invested approximately 30,000 hours talking to prospects on the phone, which is equivalent to a triple master’s degree in phone prospecting. David’s experience selling over the phone started as a kid when he took his first job as a telemarketer. He quickly learned that what seemed to be a frustrating and difficult job for his peers came surprising easy for him. After his second telemarketing job, David helped build a magazine called Condo Media, where he spent most of his day cold-calling businesses to sell advertising. David has spent much of his sales career in real estate, a highly competitive selling industry. In his first year at Keller Williams in 2002, David sold 42 homes through phone prospecting, far surpassing the average of only six homes per rep. In 2006, David founded Hill Team Associates, a sales division under KW, where he currently serves as CEO.
 Subscribe to the Podcast in iTunes www.davidihill.com/mentors www.davidihill.com/affiliates www.thesalesplaybook.net 

AJ Teaches Confidence and Social Skills  "There are two layers of context to every conversation, logical and emotional." - AJ “Your network is your net worth” AJ STEPS TO CONFIDENCE and SOCIAL SKILLS  Take action  Surround yourself with positive people  Find a mentor   Become an excellent listener  CONFIDENCE is made of three things:  Attitude  Knowledge  Experience    About AJ: AJ Harbinger is one of the world’s top relationship development experts. His company, The Art of Charm, is a leading training facility for top performers that want to overcome social anxiety, develop social capital and build relationships of the highest quality. Raised by a single father, AJ felt a strong desire to learn about relationships and the elements that make them successful. However, this interest went largely untapped for many years. Following the path set out for him by his family, AJ studied biology in college and went on to pursue a Ph.D. in Cancer Biology at the University of Michigan. It was at this time that he began to feel immense pressure from the cancer lab he worked in and began to explore other outlets for expression. It was at this point that The Art of Charm Podcast was born. Subscribe to Podcast on iTunes www.davidihill.com/mentors www.davidihill.com/affiliates     www.thesalesplaybook.net