How to be successful and happy while leading with Heart!
Episodes
Friday Dec 14, 2018
Friday Dec 14, 2018
For most people life, work, and play belong in different categories, and we find ourselves out of balance with the things that matter in our lives. How can we start integrating these 3 facets of our lives so we have more meaning and purpose? Why is the vocation of work different from the spirit of work? What is the difference between destination and direction? How can we bring intentionality into our play? On this episode, author, podcaster, and adventurer, Aaron McHugh, talks about how we can bring work, life, and play together to make our lives happier.
The point is to run small experiments daily in the direction we want to head. Over time, that becomes the way we live. -Aaron McHugh
3 Things We Learned From This Episode
- Destination vs. direction
Destination is feeling like you have to arrive at a certain place to feel like we’ve achieved something. The problem is that it’s frustrating and disappointing because it seems so far and out of reach. It’s better to focus on subtle 2-degree shifts, slowly making a change to where we want to go. - Why we need to change how we see the stories of our lives
We don’t always get a chance to choose our story, but we each have an opportunity to choose how we live in our story. That means not playing the victim and instead finding the good in the challenges we face. - How to have real play in our lives
For a lot of people, what should be a time of play becomes another field to be competitive and work. Try to allow your leisure time to actually be “play”, rather than merely another form of stress and comparison.
If we want our lives to be different, we have to do something different. There has to be a behavioral and directional shift. If we want our lives to be more integrated and wholesome, we have to bring repeatable, sustainable systems into everything we do. If we want to win the day, we have to win the first moments of the day. We have to take a different approach and remember why we got into the business we’re in. If we think of our lives with purpose and meaning, we can change everything completely.
Guest Bio-
Aaron McHugh is a writer, podcaster, adventurer, and author of the best-selling book, Fire Your Boss: A Manifesto to Rethink How You Think About Work. He helps people restore balance in their work, their life, and relationships by learning to dream again, play more, and discover a sustainable pace. Go to https://www.aaronmchugh.com for more information.
Wednesday Dec 05, 2018
Wednesday Dec 05, 2018
In this age of internet leads, building a successful real estate business on referrals and relationships really stands out. What are some of the ways we can build strong community relationships that will bring business to us? How do we stay in contact with past clients and remember specific information about them? How do we get people to happily refer us to their friends and family? On this episode, I’m joined by Slav Polinski, who shares how he built strong relationships in his community in 5 years, and how he runs a business with heart.
The important thing is to differentiate yourself from other people. You don’t have to compete against them. What I’m trying to do is get clients attracted to my style, how I work, and my philosophy. -Slav Polinski
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
Why our jobs are a lot more than transactions and deals
Many people in real estate say we should treat every transaction like it’s our own, but that misses the mark. To the people buying a home, it’s more than just a transaction—it’s a major life moment. We have to treat it with the same amount of importance it holds for our clients.
The importance of keeping in contact with past clients
Only a small portion of real estate clients do business with the same agent the second or third time around. This is not because they had a bad experience or don’t want to work with them again, but because they lose contact with the agent, and the agent isn’t top of mind.
How to avoid hitting a ceiling in your results
Agents hit a max on what they can earn because they try to do everything themselves, and there’s only so much time in the day. It’s worth investing $18-20 an hour for an assistant so you can do $300 per hour work to attract more clients and grow the business.
It is impossible to achieve what Slav has achieved if we don’t care about the community and being of service of them. The only way client appreciation events and calls to past clients work well is if they are genuine, and if they are always about putting the client first. From the very beginning, we shouldn’t just see a transaction when we work with people. We should honor and value the huge life moment that buying or selling a home is for them, as if it’s our own house and our own lives. That makes it so much easier to check in on them long after the transaction is closed because it feels like catching up with a friend. This is what makes us referrable and attracts more business without having to cold call or buy leads.
Guest Bio-
Slav is a Realtor in the Downers Grove and the surrounding Illinois real estate market. Go to http://www.downersgroveliving.com for more information or call/text 630.624.9615 to get in touch with Slav.
Thursday Nov 29, 2018
Thursday Nov 29, 2018
Condominiums are one of the most untapped niches in real estate, but they offer so much opportunity. What are the unique attributes they have, and how do these qualities make them more attractive? How can we tap into them to build wealth? How can we start manifesting better results, even in a slow market? On this episode, agent and author Ryan Shea shares how we can become smart buyers with condominiums.
For a lot of people, buying a condominium is a good play because you’re going to buy it at a lower value than a single family home. -Ryan Shea
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- How we create our own results
Our belief about the market is what will manifest in the results we get. If we tell ourselves we’re in a bad market, that’s what our results will reflect. If we say a certain period is slow, that what we’ll see. Any market can be a good market, we just have to look for the opportunities in it. - How to define condominiums
There are quite a number of different condominium types. There are high-rise condos which are 5 stories or more, and standard condos which are 1 or 2 stories. There are townhomes, as well as townhome condominiums in which you don’t own the land underneath the property. - The common misconceptions about condos
Condos can cost a lot less than single family homes and still give you the feeling of community and peace of mind. You also don’t have to worry about things like yard maintenance or parking. On top of that, they usually have great views and great features so you get a lot more for a lot less.
There’s a huge misconception that condos are only for empty nesters. The buyers and real estate agents specializing in them are reaping massive benefits. Nowadays they are extremely attractive pieces of property that provide many benefits. They offer a turnkey lifestyle where we don’t have to worry about yards. They take the stress out of parking, and they even offer a close-knit community that can rival single family homes. Whether you want to live in them or lease them, condos are definitely something worth thinking about.
Guest Bio-
Ryan is currently a Realtor in Dallas, TX and has been for the past 9 years. He is also the author of the book Condo Living Dallas. Go to http://Sheadfwrealty.com for more info.
Wednesday Nov 14, 2018
Wednesday Nov 14, 2018
One of the best ways for us to build real wealth is to be more than just real estate agents, by also being entrepreneurs and brands. Books are one of the most effective ways for us to do that. How do books give us credibility and help us cut through the competition? How do we position ourselves and tell a story? What are some of the benefits that will come from writing a book? On this episode, I am joined by Nick Raithel, founder of 7 Hour Book, to talk about the value and impact of writing a book.
A book is a business card you don’t throw away. -Nick Raithel
3 Things We Learned From This Episode
- Don’t underestimate the value of your expertise
We all have expertise that we may take for granted, but that someone else would consider golden. If we want to write a book, we have to take stock of those things and start with what we already know. - How books create the good kind of scarcity
In economics, scarcity is a good thing. If we become the only person in our market with a book, we become scarce. That makes us someone people will want to work with. Furthermore, we will have a calling card for podcasts, and even television or print. - How to “bake” ambassadors into your book
One of the most overlooked ways to market a book is to bake other people into it. We can include people who have a large following (who are not our competitors) in the appendix of our books or resources. Essentially, it will give us book ambassadors, and they can promote it on their social media.
There are many people in this business who have a book in them, but they just don’t know it. With the confidence to know that we have something of value on our hands, we can really create something that will give us a legacy. Nothing rivals a book when it comes to prestige, aura, and credentials.
Guest Bio-
Nick Raithel is the founder of The 7-Hour Book. Go to http://contentcorps.net/ for more information, and if you want to schedule a 20-minute call with Nick fill out the content form.
Friday Nov 09, 2018
Friday Nov 09, 2018
The doubts and fears we have about ourselves are blinders that distort our experiences and actions. What daily exercises can we use to start lifting the blinders so we can see opportunity instead of difficulty? How does belief impact our ability to generate more listings? How do we engineer more confidence in ourselves? On this episode, Chadi Bazzi joins me to talk about how we can start achieving more by simply changing what we think and what we say. You’ll learn a practical exercise to add to your morning routine and a trick for helping you believe.
The secret has absolutely nothing to do with lead generation. The real secret is the belief and the desire. -Chadi Bazzi
3 Things We Learned From This Episode
- How to create a positive belief system
We might not always believe in ourselves or our capabilities, but we can trick ourselves to do it. “Every liar eventually believes their lies”. So we can engineer a belief by telling ourselves things that support us in becoming the ultimate version of ourselves. The more that we say good things, the more we believe them and the more we become them. - Build affirmations on your deepest doubts
Daily affirmations are an important part of changing the beliefs that drive our actions. A simple exercise we can do is to identify the thing that we don’t believe to be true about ourselves that we wish was true. That is the secret ingredient to take you and your life to the next level. - The power of writing goals in present tense
When we set goals for income, we often make the mistake of writing it down in future tense, but it’s a lot more powerful to write it in the present tense. So instead of saying “I want to make $100,000 this year”, we should say, “I attract and earn $100,000 this year.” This makes this an active thing instead of something we will only do later.
Getting more listings and generating more leads starts in our minds, with the things we believe about ourselves and abilities. We have to learn to nurture a mental and emotional state that helps us achieve our goals. That means being clear on our goals, constantly telling ourselves we’re capable of anything, and having the desire to get to the next level. When we have this, and boost it by connecting with people and being good at what we do, we become unstoppable. The true secret to success is adopting the right mindset and then acquiring the skill-set needed to serve our clients better.
Guest Bio-
Chadi Bazzi is a real estate expert, podcast host, and coach who uses his knowledge to help other agents become successful as well.
After becoming a top real estate agent, he was approached by a company that was looking for real estate coaches. Since then, he developed one of the best real estate sales and marketing programs in the country while starting his own coaching company, Top Listing Agent.
If you want to dominate your market, sign up for Chadi’s webinar on the 3 steps blueprint to becoming a top listing agent in your marketplace.
Wednesday Oct 31, 2018
Wednesday Oct 31, 2018
Many agents make the mistake of trying to appeal to as many sellers as possible. Then, when they promote a listing, they repeat the same mistake with buyers. How does appealing to everyone kill differentiation? Why should videos for luxury listings tease the viewer instead of giving them a full tour of the property? And why shouldn’t we try to be a jack-of-all-trades? In this episode, Patrick Lilly, a top broker, shares the lessons he learned during his three decades in real estate.
When you are selling luxury properties, you are selling aspirational living— not kitchens, bedrooms, and bathrooms. -Patrick Lilly
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- Personal development comes first
If we’re unhappy with the world, we shouldn’t try to change others but rather change ourselves. If we want to become better real estate agents, we have to work on our personal development first.
- Videos for luxury listings should tease the viewer, not give them a tour
In the luxury market, the videos used online should work as a tease. Instead of showing every corner of the property, we should focus on the elements that showcase the kind of lifestyle the potential owner will have and create a story around the property.
- We shouldn't aim to be a jack-of-all-trades
Many agents make the mistake of trying to represent as many properties a possible and try to sell properties to as many people as possible. Instead of focusing on numbers, we should focus on the quality of the properties and on promoting the properties in a way that we attract clients who like us the way we are.
The best way to find people who are willing to pay the most for a listing is to have the ideal buyer in mind and market only to that type of buyer. We don’t want to be flooded with bidders or waste too much money on marketing to everyone. Instead, we should niche down and find the value proposition of the home. If targeted, the people who are the ideal buyers will pay more because they value the property more than the rest of the buyers on the market.
Guest Bio
Patrick Lily is a real estate broker, coach, and speaker with over 30 years of experience in real estate and more than 1,000 homes and 1.35 billion worth of property sold. He was featured in the Wall Street Top 250 and was given the Keller Williams’ Pinnacle Award. You can find out more about Patrick and his educational programs along with speaking and seminars here.
Thursday Oct 25, 2018
Thursday Oct 25, 2018
Some people have the misconception that success is only for those who are willing to skip family dinners, wake up early, go to bed late, and make big sacrifices in the process. Is our ultimate goal just more money in our bank account? How should we prioritize our happiness? Why is it important to find our vision of success before we choose our niche, clients, or brand messaging? In this episode, Roberta Ross talks about why the road to success shouldn't make us feel unhappy and overworked.
Everything we think or speak is rooted either in truth or fear. -Roberta Ross
3 Things We Learned From This Episode
1. Money is just a tool, not our end goal
All of us use money as a tool to reach happiness. Nobody wants money for the sake of money, but because it opens doors and can give us more freedom. Earning more is just one of the ways we can achieve happiness. There are many aspects in our lives that need to be taken care of, and money is just one of them.
2. Wealth without happiness doesn’t equal success
Success isn’t about doing what we hate. It’s about finding joy along the journey. We might make more money if we do certain things, but if we don’t enjoy doing them, why would we continue to do so?
3. Not all of us share the same vision of success
Many of us end up dreaming of things we don’t actually want or need in our lives. We have to stop listening to what others want for us and pay attention to what we want. If we don’t get clarity on our goals, we won’t have enough motivation to work towards them either.
Before doing anything else, we have to determine what market we want to work in and who our ideal client is. The next step is to identify what our ideal client wants from us. When we know what we want and what our clients want, the final step is to brand ourselves as the solution to our client's problem. We don’t just sell real estate. We’re problem-solvers and guides for both sellers and buyers, and we hold enough knowledge to answer all of their questions.
Guest Bio-
Roberta Ross is an author, entrepreneur, and real estate coach. She is the president of Six Figure Real Estate Coach, Inc. and the creator of the Six Figure Real Estate Coach’s System for Success. She has over 20 years of experience in real estate.
She specializes in business strategy, lead generation, and becoming an obvious choice in your local market. You can find out more about her courses and books here.
Thursday Oct 18, 2018
Thursday Oct 18, 2018
Many agents set up goals, but don’t think about the daily steps that need to be taken to reach those goals. Why do we need activity goals too? Why do so many agents get out of business during market shifts? Why shouldn’t we expect to build wealth overnight?
In this episode, Pat Hiban shares daily habits that help build wealth.
3 Things We Learned From This Episode
- Many agents have a spending problem
Many agents find it difficult to budget because they’re encouraged to invest in assets that make them seem wealthier than they are just to leave a good impression. Because the market has ups and downs, agents who invest so much in their image aren’t capable of sustaining the lows because all of their reserves are spent on cars, a bigger home, designer clothes, etc.
- How to set goals that empower us
We need two types of goals: the goals we want to achieve and daily activity goals. We must think about what daily actions are necessary to get us closer to our goals.
- Wealth is built on hard work
We shouldn’t look at people who get rich overnight on social media while doing almost no work. When we work hard, results are guaranteed. However, when we don’t, it’s like praying to win the lottery: it may happen, but it’s very, very unlikely.
We usually focus our attention on only one type of goal. Yet, what about the daily actions that bring us closer to our goals? We should also create daily goals focused on the steps we take towards our bigger goals. It could be anything from sharing more business cards to adding more people to our Facebook friends list. We have to find out what actions lead to the accomplishment of our major goals and repeat them every day.
Guest Bio-
Pat Hiban is the founder of Rebus University and the host of Real Estate Rockstars with Pat Hiban. He was awarded #1 REMAX Agent by gross commissions in the world in 2004 ]and #1 Keller Williams Realty Agent in 2006. Today, he uses courses, books, and podcasts to share strategies that made him one of the top agents in the world.
Pat is now giving away a free chapter of the 6 Steps to 5 Figures here.
Wednesday Oct 10, 2018
Wednesday Oct 10, 2018
There’s a great opportunity in leveraging real estate portals to help people build relationships and grow a network. But why are so few tech companies investing in this? How can technology and the human element get brought together to the benefit of the consumer and the transaction? How can we build relevant networks? Join Dr. Hank as he talks with Brody Saunders, CEO of IdealEstate, to discuss the value of real estate agents in today's technology landscape and how we can leverage real estate portals to grow our business.
A good real estate agent doesn’t just bring expertise. They bring a network of other professionals to make the buying and selling possible. -Brody Saunders
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned
- Real estate portals should be about more than leads
A lot of real estate portals are just revolving doors for leads, and people can’t make connections or build relationships. IdealEstate allows for the building of networks and relationships by going beyond the transaction, connecting professionals and consumers, and allowing for collaboration. - Expert agents attract equally talented professionals into their world
When it comes to expertise and a high level of service, birds of a feather do flock together. A good agent will have a good lender and a lot of other really good professionals within their network. This will always benefit the consumer. - Technology should help agents be better entrepreneurs, not employees
A lot of people in real estate are in it part-time because they have full time jobs. They take on the risk because they want the freedom of being an entrepreneur. The problem is, a lot of tech companies that help agents have turned them into employees and removed the freedom they were looking for.
The majority of technology companies really have no insight into how real estate should work. They’ve taken the most important part, the human element, out of the equation. Technology is meant to enhance the human element, not replace it, and we can use these tools to actually connect the best experts to each other. This benefits the consumer because every interaction with an agent is enhanced by a network of talented, capable and prepared professionals.
Guest Bio-
Brody is the founder and CEO of IdealEstate, a portal that takes the best parts of Pinterest, LinkedIn and Zillow to create a better way for you to connect with new partners and clients. Go to https://www.idealestate.co for more information.
Thursday Oct 04, 2018
Thursday Oct 04, 2018
Video content outperforms all other types of online content. How can video be used to our advantage as agents and team leaders? How can we become more organized when it comes to our database? What team model suits us? And what should be our first hire? In this episode, Kyle Whissel talks about how to build your business from scratch and use videos to generate leads.
If it doesn’t make you emotional when you make your dream board, you might want to dream a little bigger. -Kyle Whissel
Special Webinar Event:
"The Future of Real Estate"
Join Dr Hank as he shares with you a new real estate business model and technology that is revolutionizing the real estate industry for both Agents and Brokers. This is an introduction to EXP Realty and how You will be able to now enjoy three streams of income that builds your business and provides a Lifetime and Legacy of passive income and cash flow for You and your family!
3 Things We Learned From This Episode
- Leverage CRM’s to make your income more predictable with a steady stream of leads
CRMs are a must in real estate. They keep us organized. We can keep all of our contacts, notes, and anniversaries in one place. It gives us access to every bit of information we need to create a personalized approach each time we connect with a past client. This piece of software also plays an important part in nurturing our sphere. When all of our clients are in one place and we get in touch with them on a constant basis, our income becomes more predictable as well.
- The big team vs the smaller team
As our team grows, our profit share shrinks. For example, a small team of 5 can make a profit of $100 million per year, but a larger team can make around $200 million. It’s up to us to decide how many people we want to work with and how much income to we need to fund our lifestyle. But no matter what team model we choose, we need to have patience with our workers and be willing to get invested in making them succeed at their goals as well.
- How to become better at outsourcing, and what our first hire should be
Before we hire anyone, we need to figure out what activities we’re good at, what we enjoy doing, and what’s worth our time. There’s no purpose in spending too much of our time on low-value activities. Administrative tasks take up a lot of time that can otherwise be spent on higher value tasks. As soon as we can afford it, we should hire an administrative assistant.
Our team is what makes us thrive even when we aren’t actively leading the business. As team leaders, it’s our job to build systems that allow the business to run without us. In order to motivate our team to reach that level, we need to find out what their goals are and make them more aware of their potential. A dream board is a great way for your team members to get more clarity on what they want in their lives and encourage them to work harder to achieve their dreams.
Guest Bio-
Kyle Whissel is one of the top real estate Brokers in California with over $200 million generated by a small team of 25 people.
He is the broker and owner of Whissel Realty and has received numerous awards during his career, including being ranked #1 video creator by Boom Town and #1 real estate team in the county by The Wall Street Journal.
If you want to improve your knowledge about real estate or ask Kyle questions, feel free to join The Whissel Way Facebook group.