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Path to Mastery - Inspiring Interviews of Salespeople, Trainers, Mentors & Authors including Mel Robbins, Grant Cardone, Brian Tracy, Chris Voss, Tom Hopkins, John Lee Dumas, Jairek Robbins, Jay Papasan, Russell Brunson, Tom Hopkins and Many More!! David

David I Hill - Welcome to the Path to Mastery! The one more sale podcast features weekly authentic, inspiring and fun interviews with top sales people, entrepreneurs, industry experts, authors, business coaches, life coaches, sales trainers and very cool humans like Jairek Robbins, Brian Tracy, Mel Robbins, Grant Cardone, Russell Brunson and John Lee Dumas who are doing big things! We get to know the real person, what makes them tick, why they do what they do, what makes them successful in their mind, what keeps them up at night and what they do to keep moving forward when times gets tough. I also share strategies and ideas from my book "The Sales Playbook." My vision is that every time you listen to an interview you leave with a tool, a tip, an idea or strategy that will lead you to one more sale. It's not just one more sale, it's one more sale at a time. The journey to sales mastery, one podcast and sale at a time! Enjoy your journey on the Path to Mastery!
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Path to Mastery - Inspiring Interviews of Salespeople, Trainers, Mentors & Authors including Mel Robbins, Grant Cardone, Brian Tracy, Chris Voss, Tom Hopkins, John Lee Dumas, Jairek Robbins, Jay Papasan, Russell Brunson, Tom Hopkins and Many More!! David
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Now displaying: 2016
Dec 29, 2016

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

Dec 22, 2016

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

Dec 15, 2016

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
 

Dec 8, 2016

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

Dec 1, 2016

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

Nov 23, 2016

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.

Nov 17, 2016

Jessica added over 100 people to her downline by having 1 appointment a week.  


Jessica Starr, CEO and Realtor at Starr Realty Group, Keller Williams


Helping people change their lives through profit share


"If you do the right things through people the money will come." Jess


STEPS TO Massive Success:


 • Being Purposeful
 • Time-block your meetings with talent
 • Come from contribution      
 • Simply share your story  
 • Be kind
 • Be present  


About Jessica Starr:

Jessica Starr has extensive experience with short sales, foreclosed properties, condos, distress situations and high end homes. Her award winning marketing plan will get results. Whether you are looking to buy or sell a home in or around Connecticut and Massachusetts, Jessica Starr can help you make the move both fun and easy. She was Prudential CT Realty Simsbury's number 1 agent in the total number of homes sold in 2009, #2 team for total homes sold in Simsbury in 2011 and currently within the top 1 percent of all agents in Hartford County.



Her team, Starr Realty Group, is also Simsbury’s #1 real estate team of the year! Starr Realty group was recently rated among the top 7 percent of real estate professionals nation-wide as a FIVE STAR real estate professional for 2013. 


Nov 10, 2016

How to build a massive online presence with social media, with Tony Giordano, Giordano Industries, Keller Williams Realty, Inc.

“Before you post on social media close your eyes and picture your friends in a room with you, then post what you would say in person.” – Tony G

SIMPLE SOCIAL MEDIA STEPS

  • Engage other peoples posts
  • Filter your contact list
  • Wish people a Happy Birthday
  • Create 60 second lifestyle videos
  • Use hashtags – Use surrounding community Use YouTube & Google+

People are searching for the cities you sell real estate in, they are not searching for realtors. Master advanced twitter with hashtags.

“The biggest mistake agents make is learning social media from techies. You must learn to talk language of sales.” Tony G

 

Tony’s book: The Social Agent           

     

THE SOCIAL MEDIA FAB FIVE – PLUS  (and how to connect with Tony)

Facebook
Twitter
LinkedIn
Google+
Youtube
Instagram

and his global website, http://giordano.global
 

Nov 3, 2016

Owner of one of the largest Real Estate Companies in New England- Closing over 3000 transactions a year.


Stacey has interviewed more than 250 celebrities, athletes, CEOs


"If your dreams do not scare you they are not big enough."  Stacey


STEPS To Success    


    •    Have a vision board
    •    Create massive goals so even if you fall short you are far
    •    Time block
    •    Read Daily
    •    Affirmations
    •    Manifestations

Sponsored by:  http://directmortgageloans.com   888.604.2525

"We all have the power to manifest whatever we want." Stacy Alcorn

 

About Stacey Alcorn:


Entrepreneur, Author, Business Owner, Attorney, Blogger, and Mom….Stacey Alcorn’s keynotes, blogs, and radio show continue to offer a compelling message about defining and achieving your dreams.


Her message is one of building upon everyday small successes as a catalyst to reaching greater accomplishments. To bolster triumphs even further, she shares a message of tuning out naysayers, focusing on constructive energy, and every individual’s fundamental ability to mentor others to greatness.


Stacey blogs regularly on her own site http://StaceyAlcorn.com and writes regularly for The Huffington Post. She also hosts The Road Map to Wealth Radio show across the country on WBZ once a month on Saturday nights.

Oct 27, 2016

How to build, sell and leverage a massively successful real estate business.


Pat Hiban, Author of “6 Steps to 7 Figures”, podcast host and entrepreneur     

Focusing on horizontal lines, instead of vertical income and when things get tough use exercise.

"Real Estate may be simple, but it's not easy." Pat Hiban


6 STEPS to 7 Figures:

  • Goal setting   
  • Tracking numbers
  • Mentors and masterminds  
  • Act
  • Build
  • Invest


Pat is a 28 year real estate veteran. He went from selling 13 homes his 1st year to doing 5.2 million in GCI.  

Podcast: Pat Hiban Interviews Real Estate Rockstars                     
Pat's Book: 6 Steps to 7 Figures             
Pat's Training -  RebusUniversity.com ($100 off when you use promo code "rockstar100")

"Be a good saver and invest wisely." Pat  

Oct 20, 2016

Mindset and Building Brand Awareness, with Don Hobbs - Co-founder of MAPS Business Training

Trainer The One Thing Book - Focusing on the things that really matter

 

Don made his start in the personal development business working with Tony Robbins and Jim Rohn

 

"People do business with people they know, like and trust...and remember." Don Hobbs

 

STEPS TO Effectiveness    

  • Leadership Principles   
  • Massive Vision
  • Time Management
  • How do you stand out?
  • Who are your key relationships
  • Focus on 1 thing at a time

"Be around the people you want to BE." Don

Oct 13, 2016

Find empire builders who are looking to take territory!

- Kristan Cole, Team Owner and VP Mega Agent Expansion

Expansion can be the quickest way to 100 million!

"Make sure expansion is a good business decision" @KristanCole


STEPS TO Effective Expansion   

  • Lead Generation
  • Massive Vision
  • Profitability in current location  
  • Find people tied to the expansion market - The WHO!
  • Pay attention to the things everyone else is ignoring  
  • Expand locally 1st
     

"The ESO Class will make you a better business person regardless whether you expand" @KristanCole


Watch Kristan Cole’s Interview with Gary Keller: https://youtu.be/ORAs1-rvvUU

Oct 6, 2016

Confidence is a choice and it starts by knowing who you are. 


"We only have control of ourselves and the present moment."  Trish Blackwell

STEPS TO Confidence and Authenticity:    

• Learn how to be well in your skin
• Mind training makes the difference
• Be authentic in your relationships
• Keep a gratitude journal 
• Compliment 15 people daily
• Be grateful 

 

Listen to the Confidence On the Go Podcast

Check out Trish's new book, Insecurity DETOX

 

"Nobody wants to be sold, but everybody wants to buy." Trish 

Sep 29, 2016

Successful people know how to anticipate whats coming and get in the middle of it - Dianna Kokoszka, CEO of KW MAPS Coaching


"If you don't like you're life, make up a new story."  Dianna K


STEPS TO Massive Success 

    •    Anticipate
    •    THE 10/80/10 rule
    •    Take ownership for everything that happens in your life 
    •    Change your story
    •    Be careful who you get advise from
    •    Don't become addicted to you're thoughts

Sep 15, 2016

Nate will personally close 60-70 buyer sides in 2016 using the simple strategies below.

Learn how to have a hard conversations with your clients up front so that you can have a hard conversation when the right property shows up. 

I ask 50 questions so that we do not have to look at 50 homes. 

“I will give anyone the time to see one home as long as they answer the questions the right way.” Nate  

STEPS TO Massive Success  

  • Follow up in 1st 15 min
  • Be like a friend but be a professional first 
  • Giving people lots of information      
  • Having access to properties that are not on the MLS  
  • Master follow up 
Sep 1, 2016

How to double a business year over year (see Todd's numbers) 


• 2013 - 5 million closed
• 2014 - 8 million closed
• 2015 - 17 million closed
• 2016 - tracking for 30 million closed  


"Think of prospecting as a game, a way to work on your craft" - Todd 

STEPS TO Massive Success  

• Being Consistent 

• Make calls daily 2-3 hours      

• Make prospecting a game 

• 10,000 hours to master your craft  

• Master follow up  


 

LISTEN to Todd's Outstanding Role Play!! 

You can sit in your office all day and make calls but at some point you just have to get out and get in front of people. Belly to belly! 

Aug 18, 2016

Wendy leads real estate teams in Austin and St. Louis. A community activist and philanthropist, her secret lies in hiring Austin’s most talented people.

In only 6 years Wendy went from a stay at home mom to building and owning a team of 11 talented people who are on track to close 70 million in 2016!


Secret sauce is to hire the most talented people 



“The hardest part of growth is being a great leader.”  Wendy 


STEPS TO Massive Success 


    •    Hire the most talented 
    •    Hire talent fast      
    •    Cross train team members
    •    Cast a vision 
    •    Show opportunities
 
EXPANSION TEAM Misconceptions


Failing forward!!
Do not start another location until you get the 1st one right
 

Aug 4, 2016

Shon Kokoszka, President of MAPS Business Coaching, Maps Coach & One Thing Certification Trainer  

Time Blocking – Do 1 hour or 8 hours a day. Just be consistent 

Geometric Progression – Knocking over the 1st Domino 

“Where you are today has no barring on where you can be 3 months down the road with taking the appropriate actions.”  Shon K 

STEPS TO Massive Success  

  • Time Block Daily 
  • Use the tools like GPS, 411      
  • Use the Focusing Question 
  • Find accountability 
  • Identify your Purpose 

 READ The One Thing

Jul 21, 2016

Elise Touchette, Leadership and Teams Coach, discussion on helping leaders uncover their purpose and getting team members to work together towards achievement of goals.

We must be clear in order to attach talent!

Helping Leaders & Teams Uncover their Potential!

Coaching to Simon Sinek's Golden Circle   SIMON's TED TALK

We all talk about what we do but rarely if ever talk about why we do it.

STEPS TO Massive Success 

• Attract people who believe what you believe - WHY
• Be clear on what you believe and why you believe it.    
• Uncover what frustrates me most, what drives you crazy and fix that.
• Look at patterns in your both wins and losses in your life.

"Comfort is not your friend." Elise Touchette

Jul 7, 2016

Chad Hyams discusses what it takes to achieve massive results in life and business.  

NO Fluff, Cut to the chase training!!

Helping People Unlock their Potential! 



"Let's get to the point, call it what it is and solve the challenge and move on."

"If it doesn't make you cry, it's not a big enough why." Chad Hyams


STEPS TO Massive Potential 

• Figure our you're purpose - WHY
• Break through your limitations by taking 1 more step  
• Accountability partners
• Get a coach  
• Read The One Thing Book Monthly

Jun 23, 2016

ONE MORE SALE - PATH TO MASTERY PODCAST

BONUS LIVE PRE-QUAL CALL!

Jeff Glover, owner of the Top Producing Jeff Glover and Associates team discusses how they will close  over 1000 sides in 2016.

Jeff's Personal Production 2016 - 180-200 units

Team Production 2016 - 800-1000 units

Building a business by being efficient and focusing on our strengths 


"Don't try and be everything to everyone. Don't chase the next big thing. Pick 1 thing and do it really well, and do it over and over again, teach others how to do it and do it for a long time, and the dividends will pay off." - Jeff Glover  

LISTEN TO THE AWESOME LIVE PREQUAL CALL!!! (Full of AHAs!!!!) Jeff Brilliantly handles why both parties should be present at the listing appointment.

STEPS TO Massive Success

• Figure out what are your strengths and weaknesses
• Turn over all the things that are not within your strength zone    
• Know your material so well that you can be efficient
• Get in-front of 1 or 2 people daily
• Work on leadership and business development

Jun 9, 2016

Bob Lucido, Keller Williams Realty #1 Producing Team 135 Millions Volume for 2015, discusses what it takes to build a powerful team and business.

1200 Units Closed 2015  – 1600 Units Goal for 2016

Simply being proactive and communication is key to success


“We must create a culture where team members and customers will never want to leave us.” Bob Lucido  


STEPS TO Massive Success


    •    Read books MREA & The One Thing    
    •    Coaching
    •    Mentor-ship    
    •    Masterminding
    •    Being proactive

 


 For more on Bob Lucido, visit http://maryland.boblucidoworldwide.com

Jun 2, 2016

Antoinette Perez, 13yr Keller Williams Realty Master Faculty, trainer and teacher discussing Culture and Vision in the business environment.


The leader's standards and expectations determine the culture of the organization!


"As a leader we must model the behavior we expect!"  Antoinette Perez


Culture is the unspoken way we behave. The code of conduct in our business.


STEPS TO CREATE CULTURE


    •    Read books on culture  
    •    Identify who you are
    •    What do you want your company/team to represent  
    •    Understand vision and mission
    •    Hire a design brief


We design the next phase of growth for our bigger vision  



Culture is here and now, the vision is far out!

May 26, 2016

Adam is the OP of KW Vermont, and currently launching 4 market centers in Maryland/DC region. Over 5 years ago KW Vermont was launched and is the only KW in the state and is now the #1 real estate company in Vermont.

Adam started what we now call Expansion, 4 years ago. Hergenrother Realty Group is one of the original expansion companies. Last year they closed over just under $135 Million in volume.

Leadership is key to Attracting Talent!

“Your mindset needs to be that leverage is an opportunity to grow other peoples worlds!” - Adam Hergenrother

The More you impact people the more people want to be around you.

To Bring People in your Organization they must…

  • Be driven
  • Not be afraid fail
  • Align with your standards
  • Align with your vision
  • Align with your values
  • Become the person other people want to follow.

 

ALWAYS BE LEAD GENERATING FOR TALENT SO YOU HAVE A BENCH

May 19, 2016

Effectively using the phone to connect with Prospects! David discusses how to use the phone to more effectively connect with different generations and behavioral patterns! 

Create a real 2 way dialogue with people that typically does not happen with text, email and indirect marketing. You can also deal with objections and answer questions.

Call Reluctance is a mindset issue and mindset is #1 in all areas of life! 


THE 5 MAJOR TYPES OF CALL RELUCTANCE

  • Fear of rejection
  • Over-Analysis 
  • Lack of Role Acceptance
  • Not knowing what to say
  • Fear of Success

How to deal with CALL RELUCTANCE 


  1. Become better with rejection by having fun
  2. Building your mindset
  3. Understanding your WHY
  4. Knowing your numbers
  5. Keeping your vision board in front of you


PLAYING TO WIN is only working with the most motivated and the prospects with the highest probability of closing business. 


70% of sales comes from follow up. This is true in almost every industry!!  The key to follow up is to have systems in place.

www.xfbootcamp.com - next dates fall 2016 - email me if interested

LEARNING TO BE PRESENT WITH PEOPLE is the key to success in sales and in life!

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