The Persistent Entrepreneur

David Avrin - Author - It's Not Who You Know, It's Who Knows You! David teaches people how to become the best choice in their marketplace "Be the local expert in your market. Instead of asking someone if you can sell their house ask them if you can buy them a coffee." David In business, it's no longer about being good. Today, everyone is good! It's about being a visibly better choice than all the other good choices. "Don't market for the sale, market for the behavior." - David STEP TO SUCCESSFUL MARKETING Be where your audience is Understand what makes you different The shift from selling to helping people buy Be the most visible in your market Target specific audiences Be the local expert About David Avrin: One of the most in-demand Marketing and Customer ExperienceKeynote Speakers in the world today, David Avrin, CSP is known as The Visibility Coach. With a surprisingly irreverent and entertaining style, David delivers a profoundly insightful and hard-hitting message to business audience across North America and around the world. His message and timely lessons on competitive advantage have been enthusiastically received by audiences in: Singapore, Bangkok, Antwerp, Buenos Aires, Sri Lanka, Brisbane, Johannesburg, Manila, Bangalore, Rotterdam, Glasgow, Toronto, Monte Carlo, Melbourne, London, Aukland, Barcelona and Dubai. Subscribe to Podcast on Apple Podcasts: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2 www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com

Dr. Bridget Cooper – Leadership expert and cage rattler Bridget Cooper will help you go from trauma and crisis to responding with patience and calm. STOP LIVING SMALLER THAN YOU'RE CAPABLE OF. "Learn to take the power away from your inner critic." Bridget The difference between people who just get by and people who thrive are they understand their purpose power and peace. Feel greater self-awareness peace and confidence in your life. Let's stop mincing words. What do you WANT? To: • Feel less stress? Find white space? • Create a team that drives itself to excellence? • Experience more success? Pleasure? Downtime? • Kick drama in your organization to the curb? • Improve the time you spend at work? At home About Bridget: With degrees and careers in human resource management, systems theory counseling, and educational leadership, I have the experience, insight, techniques, and, most importantly, the courage, to take you from crisis mode (and drama) to responding with intention and calm. I'll give you the tools and create the perception shift you need to redefine problems and find the power within you to address problems, regardless of what someone else is doing. Subscribe to Podcast in Apple Podcasts here. www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com

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