The Persistent Entrepreneur

Interview with performance coach, consultant and author of best selling book "Live it", Jairek Robbins Letting go of your limiting thoughts Are we being influenced by the people around us, be the thoughts and things we brought with us from our upbringing and childhood? We discuss how to achieve to achieve huge goals, a bigger life and expand the possibility's in our lives. What it was link growing up with Tony Robbins, as a father. JAIREK STEPS TO SUCCESS Get around BIG thinkers Let go of limiting thoughts Forgive yourself and others Defend your happiness Build a strategic plan Work 10x Harder WHAT STORY ARE YOU TELLING YOURSELF? Figure out what the world needs and give it to us! "Figure out where you need to be in 10 years and work your way backwards." Jairek Buy Jairek's Book - Live It!: Achieve Success by Living with Purpose or get a free audiobook by signing up for a free trial from Audible: http://www.audibletrial.com/onemoresale Check out our last weeks episode - Tom Hopkins, Sales Trainer at Tom Hopkins International, Inc. Sales Trainer and author of many sales books including How to Master the Art of Selling. About Jairek Robbins: Jairek Robbins is an American performance coach and motivational speaker. He is the son of American life coach, self-help author, and motivational speaker Tony Robbins. Robbins started his career in 2002 with Anthony Robbins Foundation and worked there for two years. While attending the University of San Diego he spent 3 months living in a rural farming village as a volunteer teaching organic farming in Uganda through the organization Students Partnership Worldwide (now Restless Development). He was a board member for the non-profit organization "Just Like My Child" which also does education and health projects in Uganda. Jairek later became a Results Coach at Robbins Research International. From 2006-2008 he served as a representative of RRI. Years later, he can now be found traveling around the world as an in-demand keynote speaker. He founded Jairek Robbins Companies in 2010 and later started Rapid Results Retreat in 2011.

Tom Hopkins, Sales Trainer at Tom Hopkins International, Inc. Sales Trainer and author of many sales books including How to Master the Art of Selling. Author of over 19 Books including Mastering the Art of Selling Real Estate "Your income is in direct proportion to what you are saying" Tom "The key to selling is to take an amount of money and through your words get them to rationalize spending the money." Brain Tracy STEPS To Communication Success in Sales • Mirror and Match your prospect • Stall objections • Do not say NO to objections • Become and actor or actress • Study Vocabulary • Find mentors • Become a student of Selling MASTER THE ART OF OVERCOMING OBJECTIONS WITH THE 4 STEPS Check out another recent episode - Chris Voss, Author, Past FBI hostage negotiator, Georgetown University's McDonough School of Business and Marshall School of Business at University of Southern California teaching negotiation in both MBA programs. About Tom Hopkins: Tom Hopkins wasn't born to wealth and privilege. He was a mediocre student and began his work life in construction carrying steel. At the age of 19, he was married with a child on the way and trying to find a better way to support his young family. Since he wasn't afraid of meeting new people and was known to be somewhat talkative someone suggested he try selling. After looking around at the people who were dressed well and driving new cars, he decided on the field of real estate. At the time, real estate was considered an old man's profession. There weren't many women in the field and certainly no teenagers. It took Tom several tries to pass his licensing exam, but he eventually succeeded. The next hurdle was to find someone to hire him. Visiting real estate offices around town on his way home from his construction job, Tom quickly learned the negative impact of the first impressions he was making. This podcast is also brought to you by the world's largest marketplace of graphic designers. I have used them for years to create some amazing designs. When your business needs a logo, website design, business card, or anything you can imagine, check out 99Designs. http://LiveLongerSmarter.com

WORKING THE HUSBAND AND WIFE DYNAMIC AT THE HIGHEST LEVELS IN REAL ESTATE Leslie & Andy closed 185 units with 68 million volume in 2016 The Peters Company is a top producing team of real estate specialists serving the needs of sellers, buyers, and investors in the Metro Atlanta area. "Work your real estate business like its a real job." Andy "We have to always continue making ourselves uncomfortable and figuring out how we can create the next opportunity for others." The Peter's STEPS TO SUCCESS • Focus on your strengths • Hire a coach to coach both of you at the same time • Hire individual coaches • Find mentors • Find talented people • Strong communication • Be open and honest with each other • Create efficiencies This podcast is also brought to you by the world's largest marketplace of graphic designers. I have used them for years to create some amazing designs. When your business needs a logo, website design, business card, or anything you can imagine, check out 99Designs. About Andy and Leslie Peters: The Peters Company is a top producing team of real estate specialists serving the needs of sellers, buyers, and investors in the Metro Atlanta area. Built on core ideals of honesty, integrity, over servicing and over communicating, The Peters Company represents excellence in the real estate industry and is consistently one of the highest rated on consumer sites such as Kudzu.com, Yelp, and Zillow. In fact, over 85% of their business comes from repeat clients and referrals. The Peters Company is well positioned to navigate the Atlanta real estate market with you. Coupled with the best tools and technology at their disposal, this nationally recognized team has built a reputation for selling homes in the least amount of time for the most amount of money. In addition, they follow a time tested, consultative process for home buying that allows clients to find that right home without complicating things and adding undue stress. You will appreciate working with a team of professionals like The Peters Company, who always have your best interest at heart.

A Real Conversation on Challenges, Failures and Successes with Building a Real Estate Team. Elise Enriquez Touchette is Purpose & Leadership Coach. We need to set a clear vision as a leader. "When hiring someone, set the proper expectations on day one of what it really takes to be successful." David Hill STEPS TO BUILDING A SUCCESSFUL TEAM • Find Talent Who Align with your Vision • Find Someone who will treat your Business like they OWN it! • Set Proper Expectations • Look for Consistencies • Follow a Model • Communications • Hire with Track Record of Values • Take Career Visioning • Develop Leadership Skills I help leaders develop a purpose that people will rally around so that everyone can achieve their goals and dreams together. Find out more about how I can help you at http://davidihill.com This podcast is also brought to you by the world's largest marketplace of graphic designers. I have used them for years to create some amazing designs. When your business needs a logo, website design, business card, or anything you can imagine, check out 99Designs. Go to www.davidihill.com / click affiliates link for a promo

USING PROSPECTING AND BUILDING RAPPORT TO TAKE YOUR BUSINESS TO THE NEXT LEVEL Ben Pickthorn is Director of Prospecting at Five Doors Network of Keller Williams Realty Ben will make 500 dials a day with a goal of having 50 conversations and making 15 connections. Sometimes we just have to stretch outside of our comfort zone. "On every call a sale is made. Either we are selling them why they should buy, or the prospect is selling us why they can't buy" Zig Ziglar (Paraphrased) Ben's STEPS TO Prospecting Success • Build Rapport • Be Resilient • Be Consistent • Ask Great Questions • Uncover the Real Objection • Be Transparent • Be Honest with People about what you want • Practice you Scripts • Learn the Scripts so you can be a Better Listener

Brain Tracy is a Canadian-born American motivational public speaker and self-development author. He is the author of over 70 books that have been translated into dozens of languages Best Selling Author on Productivity with over 70 Books in 42 Languages "If you're goal is not written it's a wish." Brian "The power of focus is knowing exactly what you want and having a plan to achieve it." Brain Tracy • Write down 10 goals you want to achieve in the next 12 months • Select the 1 that will have the most impact • Shut your mobile devises off when focused on other things • Practice focus and concentration • Plan time with yourself • Research something before spending time or money on it MOST OF US ARE ONLY 1 SKILL AWAY FROM DOUBLING OUR INCOME Brian Tracy must read books are eat that Frog & Mater you time, Mastery your life! About Brian Tracy: Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 70 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year I'm doing AdvoCare® starting January 2nd. To join me, go to http://LiveLongerSmarter.com

ATTRACT AND DEVELOP THE BEST TALENT BUILDING AN EFFICIENT TEAM THAT CAN BE DUPLICATED KEY POINT: You're executive assistant needs to be highly self-motivated Have open ended interviews(not specific to a role) and people are more open to talking freely and you can determine what role they are a fit. "As a team owner, one of the best things you can do is spend time with your EA in the beginning." Margaret STEPS TO Massive Success with finding talent • Know your mission and vision • Look at their track record • Look for people who listen and respond well • Look for victim mentality • Ask about their strengths and weaknesses • Have open ended meetings- no specific roles Click here to receive our exclusive offer from Landvoice, our sponsor for today Top producing Real Estate agent on team expansion About Margaret Smith: EXECUTIVE ASSISTANT - PICKETT STREET PROPERTIES . September 2014 – Present (2 years 4 months) Bothell, WA . Assist Owner with personal & professional duties . Act in Owner's role when he is gone on vacation or work trips . Recruit, Screen and hire for company . Coordinate team & company events . Manage, maintain & implement new systems . Oversee all marketing for company . Manage Team Administrator & Virtual Assistant LANDVOICE: Click here to receive our exclusive offer from Landvoice, our sponsor for today

THE GREATEST NEW OPPORTUNITY IN REAL ESTATE: BUILDING AN EXPANSION BUSINESS THE RIGHT WAY Brent Dalley, CEO The Fire Group - Arlington TX Expansion teams support agents by taking away the 80% of the things that keep them out of production. Don't do duplication, do expansion. "Hyperlocal is the best way to go." Brent STEPS TO Massive Success • Find the right who • Find the right area - culture • Build it on lead generation • Build a rock solid hub • Take ESO multiple times • Take career visioning multiple times About Brent Dalley: Multi-million dollar producing real estate team 2010 Rookie of the Year Keller Wiliams Appointed to State of Texas Stroke committee (GETAC) Prev-Ambassador for Mansfield Chamber of Commerce Mansfield Kiwanis Father of the year 24 years running.. Meals on Wheels-Mansfield American Stroke Association Ambassador Member at TCAL (The Community at Lake Ridge Church

BUILDING A HIGH PRODUCTION REAL ESTATE TEAM Jim will close over 125 units with only 3 salespeople and 2 administrative people which is rare. Each team member should be able to do 40-50 units a year working 40-50 hours a week. "Have a standard and find the people who want to take it to the next level." Jim Jim's STEPS TO Massive Success • Time-block • Follow a schedule • Hire the right people • Have a standard • Set expectations • Find a mentor • Cast a vision • Watch successful people Jim is a salesperson for Keller Williams Realty Greater Worcester and has been licensed since 2004 and has represented both buyers and seller in the Central Mass. area. In New Construction, REO Properties and Short Sales, Jim has helped to guide many buyers and sellers through what can sometimes be a very difficult transaction. He also conducts training classes for Short Sales, REO and First-time Homebuyers in his Worcester office location. Jim has lived most of his life in Central MA. He is a member of the National, State and Local Board of Realtors. If you liked this episode, please share it with your friends or co-workers. Contact me here: http://davidihill.com/contact

Chris Voss, Author, Past FBI hostage negotiator, Georgetown University's McDonough School of Business and Marshall School of Business at University of Southern California teaching negotiation in both MBA programs. Black Swan Group and Top Business Negotiation Expert "Don't be afraid to say what you think to be true." Chris "The most game changing book on negotiations I have ever read." David Hill STEPS To Negotiation Success • Use empathy • Mirror (repeat last 2-3 words) • Summarize what the other person says • Label • Use open ended questions • Get the other party to say "NO" Check out Chris's website and sign up for his blog TO SIGN UP FOR THE NEGOTIATIONS NEWSLETTER TEXT: " Thatsright " to 22828 ____________________________________________ About Chris Voss: Christopher Voss is an Adjunct Professor at Georgetown University's McDonough School of Business and Marshall School of Business at University of Southern California teaching negotiation in both MBA programs. He is a past Instructor of International Business Negotiation at Harvard University and a retired Federal Bureau of Investigation special agent who was the FBI's lead international kidnapping negotiator from 2003 to 2007. Voss spent 24 years in the FBI; after retiring, he founded a negotiation consulting firm, the Black Swan Group. Voss was assigned to the FBI Crisis Negotiation Unit (CNU) from 2000 to 2007. He worked cases which included the Jill Carroll case in Iraq, the Steve Centanni case in the Gaza Strip, the Burnham-Sobero Abu Sayyaf case in the Philippines, and the Gonsalves-Howes-Stansell kidnapping in Colombia which culminated in the July 2008 rescue by Colombian forces. While assigned to the CNU, Voss was also the FBI hostage negotiation subject-matter expert for the Hostage Working Group of the National Security Council and the U.S. hostage negotiation subject-matter expert representative to the G8. He was also one of the lead CNU instructors in the FBI's National Crisis Negotiation Course.