6 of the Top KW Great Hartford CT teams share their stories, challenges, wins, losses, ups and downs and ultimately the gifts of building and owning a high powered Real Estate team.
Lauren Iraeta 35 million. Steve Lucca 27 million. Matt Miale 60 million. Sandie Terenzi 30 million. Denise Webster 10 million. Michelle Wininger 20 million.
The first step is becoming clear on the vision of your business or team. Once you are clear then you can attract talent.
Great team leaders have a clear understanding of what their purpose is and why talent would be attracted. They are also very clear on their value proposition.
Download full notes from this panel at davidihill.com/affiliates (click on team building panel)
Sponsored by REProphet – 30 day free trail and clean up your books at https://www.reprophet.com/pathtomastery
Kevin Eikenberry is an author of 2 books on leadership. Latest book The Long-Distance Leader. Kevin was named as one of INC 100 leadership authorities.
The first step is becoming clear on the role you are looking for and then setting expectations.
Leaders have a great understanding of what they are best at and found the right people to fill the gaps where they are not the strongest or interested.
We need to become clear at our strengths and weaknesses and we can do this by getting insight from others.
True leaders help the people around them become their very best.
Jake is a Maps Bold coach, owner of a 7th level team at Keller Williams Realty and a Nationally recognized top Real Estate agent.
He also earns over 1,000,000 in GCI working less than 3 hours a week.
Success Leveraging Multiple Businesses
Jake shares strategies to be successful while owning multiple businesses.
Jakes says, “We may not be the person to accelerate our business to the next level.”
Success in Jake's world:
We are also available on Spotify
For more resources and tools you can use in your Path to Mastery, go to:
Tom is recognized as America’s #1 Sales Trainer and The Builder of Sales Champions. Over 5 million students on five continents have attended Tom Hopkins’ live seminars. His books on selling strategies and tactics have sold over 3 million copies and are considered must-have references for today’s top sales professionals.
Tom Hopkins understands both sides of the selling equation. He understands the fears of both buyers and salespeople.
Tom shares why it’s important for people to trust and like you and strategies to instantly connect with people you don’t know.
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.
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Jon Acuff. “Finish Book” on Setting the right expectations for a goal and finding a way to make your job fun
Gary Vee. “Crushing It” on disruption in the real estate industry, patience and empathy.
Mel Robbins. “The 5 Second Rule” on The way the 5 second rule works. Take control of your life in 5 seconds.
Grant Cardone “10X rule” Why sales people don’t have to love selling and the biggest mistake Realtors make and why Grant will piss you off or motivate you.
Jairek Robbins “Live It” Book on Understanding your purpose of being. The 4 steps.
Chris Voss “Never Split the Difference.”Stop trying to get people to say yes. Yes, is a trap, let them protect themselves with a NO.
Waldo Waldman “Never Fly Solo” book on How your wingman is critical to your success. How it takes someone else to push us and support us. We can’t do it alone. Great metaphor for a team
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Sales Performance Expert, Real Estate Salesperson and Director of Expansion HERG Group, Mike Duley, says expansion business is the next big thing in Real Estate.
Today, The Duley Group is one of the fasting growing—and highly regarded—real estate teams in Northwest Arkansas. As CEO of The Duley Group, Mike leads by example, working hard to ensure our team maintains a laser-like focus on customer satisfaction. Always smiling and exuding a passion for people,
Mike is madly in love with his wife Cody and two adorable daughters, Evelyn and Sinclaire. He grew up in Miami and would later attend Florida State University. And, while he’s understandably obsessed with the Seminoles, this naturalized Arkansan is also more than proud to call the Hogs whenever he can!
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John Chapin – Sales Performance Expert
Sales Motivation, Performance Speaker & Coach
“We have to condition ourselves to win the mind game.” John Chapin
Doubling your sales and income will take some work, but it doesn’t have to be as difficult as you might think.
1. Your people will get great information and will hear some ideas they’ve never heard before, no matter how long they’ve been in sales or business
2. They will absolutely be motivated, educated and entertained
3. John will positively impact the bottom line
4. You will look great for having John speak, in fact, if you aren’t happy, we’ll refund your money
4.5 You will most likely have more than one person say John is the best speaker they’ve ever heard
An award-winning sales speaker, author, trainer, and coach, John has over 29 years of extensive sales and sales management experience.
In addition to being a number one sales rep for most of his 29+ years in sales, John is also the author of the 2010 sales book of the year: Sales Encyclopedia (Axiom Book Awards), which is also the largest sales book on the planet and he writes a monthly sales article for over 200 publications across the country.
His primary subjects are how to get salespeople motivated and doing more business now. His specialty is helping sales organizations double sales revenue in 12 to 24 months.
Voted the second best public speaker in Massachusetts and Rhode Island and a member of the National Speakers Association, John has delivered hundreds of presentations on sales, sales management, and motivation.
Johnathan Fanning – Leadership Expert, author of three books and leadership coach over 15 years. Who are you becoming?
“The biggest challenge for a leader is when they can value both results and relationships the same.” Matt Teter
People, are asking three questions about you:
1. Can I trust you?
2. Does this person care?
3. Can this person help me?
Leadership is built on trust.
Lessons from Jonathan’s life:
Ever been hit in the head with a frying pan? More than once? Perhaps found yourself hanging off of a 106 foot bridge? Had 4 cars totaled by others while you were inside?
Stood in Assisi, Italy, and decided that the best thing you could possibly do next in life is quit the job that your whole family thinks defines you? Heard your grandparents’ entire lives summed up by a single sentence at their funerals and thought, Will my life turn into a single sentence, too?”
Wondered what this 1 life is really all about?
Been totally inspired by a legend from history and thought, “I should do something like that” or “I should BECOME more like that person”?
Built a career, only to have a constant feeling of “There’s got to be more to my life than this” and “Perhaps I’ve been climbing a ladder that’s leaning on the wrong wall”?
Evaluated climbing down from that same ladder, moving it to a different wall, and starting the climb all over again? Started a business, built that business, become that business, and realize that it was the wrong business for you?
Links to resources:
Jonathan Fanning's website
Jon Acuff New York Times Best Selling Author 6 Books.
Wall Street Journal #1 Bestseller, Finish: Give yourself the gift of done.
"Don't just tell people what you're going to do, ask them to hold you accountable." Jon Acuff
The world is littered with half-finished books, almost started businesses and nearly done diets. Who knew the secret was to have more fun, kill the hidden rules you live by and embrace imperfection? Jon Acuff did, and you’re about to as well.
Don't expect to complete everything in one day.
For over 20 years he’s helped some of the biggest brands in the world tell their story, including The Home Depot, Bose, Staples, and the Dave Ramsey Team. Most recently he’s spoken to hundreds of thousands of people at conferences, colleges, companies and churches. Featured regularly on national media, Jon has been seen on CNN, Fox News, Good Day LA and several other key outlets.
In addition, Jon is also a big proponent of social media with blogs that have been read by 4 million people and almost 300,000 twitter followers. In 2010 he used his influence with his tribe to build two kindergartens in Vietnam. Jon lives with his wife Jenny and two daughters in Franklin, TN.
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Matt Teter - Maps Leadership Coach
Business and Growth Director for Regina Enriquez-Teter & Team
"What is it in your current environment that is lacking." Matt Teter
Achieving Results Through Accountability
Relationships are built on trust.
• Ask great questions
• Build trust
• Bring awareness to conflict
• Create commitment
• Develop accountability
• Produce results
• Remove limiting beliefs
• Get a coach
Rutgers University School of Law
Degree Name Juris Doctor
Dates attended or expected graduation 2009 – 2012
Activities: Rutgers-Camden Intercollegiate Baseball Assistant Coach Rutgers-Camden Softball MVP Sports and Entertainment Law Society Domestic Violence Program
Leigh Brown - Real Estate Professional Speaker No Fluff Training
Motivational Speaker, Real Estate Personality, Podcast Host - Trainer
"It's a great time to get educated and pull the trigger if you're motivated." Leigh
As a professional, we should be aware of changes before our clients.
Leigh Brown is a successful Realtor, forward-thinking CEO, creative author, honest coach, and kickin’ keynote speaker. With over 18 years experience in the real estate industry (she started in the biz with her Daddy), Leigh has successfully led her team to be one of the top RE/MAX teams in North Carolina as well as the country. In addition to her impressive real estate career, Leigh is focused on training folks to do better, strive to be more, and to take the reins and lead! Her inspirational speeches have been lauded by audiences around the globe.
Leigh was the National President of the Residential Real Estate Council (formerly known as CRS) in 2017 and is currently an Advisory Board Member for the Realtors Relief Foundation and the Realtor Political Action Committee (RPAC) Chair for Fundraising. She is known for being a sassy Southern woman who is extremely popular for her no-holds-barred approach. Leigh’s second book, the 7 Deadly Sins of SalesTM, will be available in the summer of this year.
Tom Hopkins - Real Estate Trainer
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
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.
Tom Ferry - Real Estate Business Coach
Named the #1 Real Estate Educator by Swanepoel Power 200 and is the best-selling Author of Life! By Design, Tom Ferry is the CEO of Tom Ferry International
"Don't put all your eggs in one basket. We need multiple sources of lead gen"
Focus on delivering value and make it easy for people to buy things from you.
Tom's step to success for Real Estate Agents
About Tom Ferry:
Tom Ferry is the CEO of Tom Ferry International, a Coaching and Training Company and has been featured in The New York Times, Wall Street Journal, USA Today, The Huffington Post, Mashable, Inman News, Agent Genius, Realtor Magazine and many more. During his 26+ years in the industry Tom has influenced millions of real estate professionals to create inner and outer wealth by helping them grow a prosperous business that they love.
Chris Widener - Personal Development Expert, Speaker, Entrepreneur, Author of 17 books including The Art of Influence and Twelve Pillars with Jim Rohn
“The major reason for setting a goal is for what it makes of you to accomplish it. Chris Widener
"I had done enough work on myself so that when opportunity called I was prepared." Chris
• Be in proximity to the right people
• Surround yourself with the positive influence
• Serve people
• Be do have
• Find a coach
• Have a mentor
• Put yourself in a position to be successful
About Chris Widener:
Chris Widener is widely recognized as one of the top speakers in the world today. He has spoken all over the world in places like Germany, Spain, Russia, China, Egypt, Singapore, Australia and of course, all over the United States and Canada. Chris speaks to groups as small as 100 and as large as 25,000 people. His clients are a “who’s who” of American businesses and organizations, including notables like General Electric, Cisco Systems, Microsoft and the Harvard Business School. Chris’ dynamic, practical and engaging speeches will have your audience laughing one minute and learning timeless truths of success the next. Chris was hand selected by two of the legends of the speaking world to work with them and he now carries on their legacy. Jim Rohn, one of the most successful speakers of the last 50 years, and also known for being Tony Robbins first mentor, made Chris his last protege and worked with Chris the last seven years of his life. Chris and Jim co-authored the Jim Rohn One Year Success Plan as well as Jim’s last book, The Twelve Pillars, which has become an international best-seller. Jim called Chris “The Leader of the next generation of personal development and leadership experts.” Zig Ziglar, considered to be the greatest motivational speaker of the 20th Century, personally chose Chris to co-host his television show, True Performance. Chris’ two books, The Angel Inside, and The Art of Influence are the only two fiction books Zig Ziglar endorsed in his entire life. Along with co-hosting True Performance.
Michelle Weinstein - The Pitch Queen, Sales Strategist, Entrepreneur, Consultant, Podcast Host
Michelle Pitched Products on Shark Tank
"I’m a Sales Strategist, I teach entrepreneurs how to sell without being sleazy!"
Michelle will teach you how to bring the love back to selling again!
"Once you learn to separate the NO from being personal, everything changes."
• Don't take the NO personal
• Have a vision
• Find motivation to keep you going
• Keep a business transaction a business transaction
• Come from contribution
• Don't be pushy or annoying
This time-tested entrepreneur has the unique ability to help you immediately identify business strengths to create a unique plan of action. More importantly, she helps you zero in on the hidden trip wires that keep you from achieving your financial dreams.
She has knocked down the doors and impressed CEO’s at many billion dollar companies. Her relentless pursuit towards buyers at Costco Wholesale earned her coveted shelf space that also led to national deals with The Vitamin Shoppe. Other current clients include the Washington Nationals and Tampa Bay Rays. Within in her inner circle are multi-seven figure entrepreneurs, famous comedians, professional athletes and coaches from the NFL, NBA, MLB & NHL.
Subscribe to the podcast on Apple Podcasts: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2
Gary Vaynerchuck - Serial Entrepreneur
"Doing the right thing is always the right thing." Gary Vee
Author, Speaker, Internet Personality, Podcast Host - AskGaryVee Show
Special Introduction by Michelle The Pitch Queen
"You have got to get yourself right before you can give." - Gary
About Gary Vee:
Gary Vaynerchuk is a serial entrepreneur and the CEO and co-founder of VaynerMedia, a full-service digital agency servicing Fortune 500 clients across the company’s 4 locations.
Gary appears with Gwyneth Paltrow, Jessica Alba and Will.i.am on Apple’s first original series “Planet of the Apps” out now!
Gary rose to prominence in the late 90’s after establishing one of the first ecommerce wine sites, WineLibrary helping his father grow the family business from 4 to 60MM in sales.
Gary is also one of the most sought after public speakers alive today. He is a venture capitalist, 4-time New York Times bestselling author, and an early investor in companies such as Twitter, Tumblr, Venmo and Uber. Gary has been named to both Crain’s and Fortune’s 40 Under 40 lists.
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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
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.
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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
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.
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
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
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.
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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."
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.
THIS IS THE ONLY PODCAST YOU NEED TO LISTEN TO IN ORDER TO LIST EXPIRED SELLERS
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."
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
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."
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.
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.
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.
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
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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.
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