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Path to Sales Mastery

David I Hill - Path to Sales 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 Sales Mastery!
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Now displaying: Category: real estate sales education training
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

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

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.  http://www.newsjacking.com/ 

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…

www.thesalesplaybook.net 

http://www.davidmeermanscott.com/

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