Path to Mastery

David I Hill - Path to Mastery Real Estate and Personal Development Show! This podcast features weekly authentic, inspiring and fun interviews with top salespeople, entrepreneurs, industry experts, authors, business coaches, life coaches, sales trainers and very cool humans like Gary Vaynerchuk, Chris Voss, Jon Acuff, Chris Widener, 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 get tough. We share strategies and ideas from my book "The Sales Playbook." The vision is that every time you listen to an interview you leave with a tool, a tip, an idea or strategy that will lead to better sales skills, better quality of life and towards abundance. Enjoy your journey on the Path to Mastery!
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Now displaying: Category: real estate sales education training
Dec 15, 2016



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:


. 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


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


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.


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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

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


  • 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)


and his global website,

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:   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 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 - ($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:

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



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

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.


    •    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.



Mar 10, 2016

Les McGehee is an author, speaker, and coach who has presented thousands of events across the U.S. and internationally. He is the author of the book Plays Well With Others, and the co-creator of much of the original ONE Thing training materials. Gary Keller and Jay Papasan's revolutionary book, The ONE Thing, had a profound affect on Les' life, giving Les the most powerful tools yet for teaching leaders the power of focus, choice, habit, and accountability. He became the first certified ONE Thing trainer and is now the ONE Thing Certification Director leading a team of 34 international trainers. Les and the Keller team were named the #1 training organization in the world among all industries by Training Magazine (2015). They held the #2 position in that rating the previous year.

 The ONE Thing is a phenomenally successful Business book, having been #1 on the Best Seller lists of Amazon, Wall St Journal, NY Times, 200 other best seller lists, and remains the highest rated business book on Amazon. It is currently printed in 24 languages and is only in its third year.

 Les has trained very many corporations such as At&T, Pepsico, and PriceWaterhouseCoopers, he’s also helped agencies like U.S.D.A. and the U.S. Department of Veteran Affairs. Les delivered many presentations to top business schools like Acton School of Business, NYU Stern School, The University of Texas McComb’s School, and presented 6 years in a row at The Consortium for Graduate Study in Management.

 Les owns businesses and has a career in entertainment where he won the National Championship of Improvisation, created a television series, did two tours for the troops overseas, and won national acclaim as a journalist. He lives with his family in Austin, Texas.

Feb 25, 2016

The art and science of injecting your ideas into a breaking news story to generate tons of media coverage, get sales leads, and grow business. 

David Meerman Scott is an internationally acclaimed sales and marketing strategist whose high-energy presentations are a treat for the senses. That he’s spoken on all seven continents and in 40 countries to audiences of the most respected firms, organizations and associations underscores the value he brings to audiences.  

David’s books and blog are must-reads for professionals seeking to generate attention in ways that grow their business. He is author or co-author of ten books - three are international bestsellers.  The New Rules of Marketing & PR, now in its 5th edition, has been translated into 27 languages and is a modern business classic with over 350,000 copies sold so far.  Scott also authored Real-Time Marketing & PR, a Wall Street Journal bestseller, Newsjacking, and his newest hit The New Rules of Sales & Service.  He is co-author of Marketing the Moon (with Rich Jurek) and Marketing Lessons from The Grateful Dead (with HubSpot CEO Brian Halligan). 

David is a guy we really need to listen too…

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