The Persistent Entrepreneur

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 Get back to the basics Post 3-4 times a day on social media Use Instagram stories Deliver value Be a content creator Know your scripts Make it easy for people to buy from you Be the local market expert 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. Subscribe to Podcast in Apple Podcasts/iTunes www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com

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 Success in life through personal development • 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. Subscribe to Podcast on Apple Podcasts / iTunes www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com

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." Michelle's Step to Success with Rejection • 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 About Michelle: 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 www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com

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 Gary's steps to entrepreneurial success Take advantage of the modern internet Have macro patience Have empathy Build your presence on Facebook and Instagram Give Take Action Don't dwell and complain 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. Subscribe to the podcast in Apple Podcasts www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com

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 STEP TO SUCCESSFUL MARKETING Be where your audience is Understand what makes you different The shift from selling to helping people buy Be the most visible in your market Target specific audiences Be the local expert 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. Subscribe to Podcast on Apple Podcasts: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2 www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com

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 About Bridget: 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. Subscribe to Podcast in Apple Podcasts here. www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com

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 Also Featuring... 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 Have empathy Understand the human variable Sell on offense, not defense Figure out your value props People make decisions based on people Figure out your truth 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. Subscribe in Apple Podcasts: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2 www.davidihill.com/mentors www.davidihill.com/affiliates www.thesalesplaybook.net www.SchoolforRealtors.com

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." Keep Your Eyes on Amazon Trends The Consumer Zillow Emotional Buyers / Sellers Empathy Hyper Local Marketing About Nobu: 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. Please leave a review for the show on iTunes Subscribe to the podcast on iTunes www.davidihill.com www.thesalesplaybook.net

THIS IS THE ONLY PODCAST YOU NEED TO LISTEN TO IN ORDER TO LIST EXPIRED SELLERS STEPS TO SUCCESS WITH EXPIRED SELLERS Be confident not arrogant Learn your scripts Mirror and match Be present Practice your scripts daily Get the appointment 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." STEPS TO SUCCESS Be consistent with your lead generation Continue to bring high value Stay in touch with your sphere of influence Stay top of mind Be the community expert Build a social media presence 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 www.davidihill.com www.thesalesplaybook.net

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." STEPS TO SUCCESS WITH 6th Level Team Cast a Vision Use your Brand Attract talent Follow a proven Model Master your leadership Partner with the right people About Tina: 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. REVIEW ON APPLE PODCASTS Subscribe to Podcast on iTunes http://davidihill.com/affiliates http://thesalesplaybook.net http://pathtomastery.net

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. About David: 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. Subscribe to the Podcast in Apple Podcasts www.davidihill.com/mentors www.davidihill.com/affiliates www.thesalesplaybook.net

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 STEPS TO SUCCESS Take the right actions Create rituals Find a mentor Learn from the others who have done what you want to do Hire a coach Surround yourself with talent REVIEW ON APPLE PODCASTS: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2&ls=1 About Abe: 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. Subscribe to the show on Apple Podcasts: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2&ls=1 http://davidihill.com/affiliates http://thesalesplaybook.net http://pathtomastery.com

Cody Gibson, KW Expansion Team Owner and Bold Coach, gives us the 7 steps to Abundance with Listings. "You maintain a business talking with people you know, you build a business talking with people you don't know." Cody "You don't get a listing, you earn a listing or sign a listing. The language is key." Cody STEPS TO ABUNDANCE WITH LISTINGS Lead Generate until you get 1 appointment Go on 1 appointment a day Pre-qualify your appointments Visit fsbo and expired sellers Keep in touch with your SOI Follow up About Cody: Cody has been an agent for over 16 years. and was a top-producing agent in Anchorage, Alaska where he built the Alaska Keller Williams office to nearly 200 agents. Now, based in Oregon, he is the owner and CEO of Portland Real Estate Group and United Home Group, as well as the Operating Partner of Keller Williams – Portland Central, with more than 267 agents. Cody founded Portland Real Estate Group (PRG) in fall of 2011. PRG has grown to include a Listing and Buyers' Division, a call center, and a staff of 10. United Home Group (UHG) began in 2012, with Cody's first expansion city in Tri Cities, WA. Since then, UHG has continued to expand. Currently operating in 21 locations, 18 cities across 9 states. His groups put over 400 homes into contract in 2015, are projected to put close to 500 into contract in 2016, and has sold as many as 55 homes in a single month. Subscribe to the Podcast in iTunes www.davidihill.com/mentors www.davidihill.com/affiliates www.thesalesplaybook.net

Dirk Zeller - How to Create Urgency without Being Pushy Follow Up Quickly (within 5 minutes) Get through the Brush off Offer Tools and Resources they cant get Anywhere else Ask Great Questions Set Appointment (Get belly to belly) For the full interview with dirk go to episode 75: http://davidihill.com/75-dirk-zeller-motivate-your-sellers-to-take-action-now-how-to-create-urgency-without-being-pushy About David: 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. David has spent much of his sales career in real estate, a highly competitive selling industry. In his first year at Keller Williams in 2002, David sold 42 homes through phone prospecting, far surpassing the average of only six homes per rep. In 2006, David founded Hill Team Associates, a sales division under KW, where he currently serves as CEO. Subscribe to the Podcast in iTunes www.davidihill.com/mentors www.davidihill.com/affiliates www.thesalesplaybook.net

AJ Teaches Confidence and Social Skills "There are two layers of context to every conversation, logical and emotional." - AJ "Your network is your net worth" AJ STEPS TO CONFIDENCE and SOCIAL SKILLS Take action Surround yourself with positive people Find a mentor Become an excellent listener CONFIDENCE is made of three things: Attitude Knowledge Experience About AJ: AJ Harbinger is one of the world's top relationship development experts. His company, The Art of Charm, is a leading training facility for top performers that want to overcome social anxiety, develop social capital and build relationships of the highest quality. Raised by a single father, AJ felt a strong desire to learn about relationships and the elements that make them successful. However, this interest went largely untapped for many years. Following the path set out for him by his family, AJ studied biology in college and went on to pursue a Ph.D. in Cancer Biology at the University of Michigan. It was at this time that he began to feel immense pressure from the cancer lab he worked in and began to explore other outlets for expression. It was at this point that The Art of Charm Podcast was born. Subscribe to Podcast on iTunes www.davidihill.com/mentors www.davidihill.com/affiliates www.thesalesplaybook.net

The Grind Podcast Hosts - Joey Torkleson & Jason Harmon We must show up and always do our best no matter what is happening. "Every single day we have to learn to control the little voice in our heads "the drunk monkey", it's always there and it's purpose is to make you safe." Jason STEPS TO SUCCESS WITH MINDSET Take action quickly Create awareness Have a morning routine Focus on your priorities (not emails in the morning) Have passion for what you do About Joey: I believe in the people part of this business! My team takes a candid, fun, and professional approach to the experience and we are always looking for new ways to not only predict the trends, but set the trends ourselves. We won't waste your time and we will make sure that expectations are met! Keeping current with the real estate market is extremely important to us and should be to you too! Our goal is to stay abreast of the statistics that matter to buyers and sellers so we can uphold the professionalism and expertise this job demands. Our absolute specialty is residential single and multi family homes! We have a Buyer's Specialist and a Listing Specialist as well as a full time staff to handle the nuts and bolts of the day to day operations. You won't be left in the dark at anytime and someone will always be there to help! We get the job done for buyers and sellers of real estate in the Twin Cities! About Jason: I'm a proud father of four amazing daughters and have been married to my beautiful wife Christina for twelve years. I got into the real estate business in 2005 with the purchase of my first rental property. After 8 years of buying, selling, and renting out investment properties, I decided it was time to jump into real estate full time. I became a realtor in 2013 and haven't looked back. In the spring of 2015 I was fortunate enough to be hired by the FM Team as an Inside Sales Agent, which has turned out to be the best career decision I've ever made. To say real estate is my passion would be an understatement. I eat, sleep, and breathe real estate and feel blessed that I have the opportunity to do what I love day after day. Subscribe to Podcast in Apple Podcasts / iTunes www.davidihill.com www.thesalesplaybook.net

National Sales Trainer, John Chapin on: Be confident in yourself Don't take things personal Model top performers Know the top objections For the full interview with John go to episode 7. About David: 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. David has spent much of his sales career in real estate, a highly competitive selling industry. In his first year at Keller Williams in 2002, David sold 42 homes through phone prospecting, far surpassing the average of only six homes per rep. In 2006, David founded Hill Team Associates, a sales division under KW, where he currently serves as CEO. Subscribe to this podcast in iTunes: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2&ls=1 Find my other resources at: www.davidihill.com/mentors www.davidihill.com/affiliates www.thesalesplaybook.net

Jeb Blount - Best Seller Author "Fanatical Prospecting" Jeb is a Sales Specialist who helps Organizations and Salespeople reach Peak Performance "Prospecting is not about building Rapport, its about getting an appointment." Jeb "Confidence comes from confident language. We teach people how to sound confident." - Jeb STEPS TO SUCCESS IN PROSPECTING Be ok interrupting people Be brief Be relevant Be gone Follow up systems Realize prospecting sucks About Jeb: Jeb Blount is the best-selling author of eight books including Sales EQ, Fanatical Prospecting, People Follow You, People Buy You. He is a Sales Acceleration specialist who helps organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Through his companies Sales Gravy, Channel EQ, and Innovate Knowledge - he advises many of the worlds leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. As a business leader, Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups. Subscribe to this podcast in iTunes http://davidihill.com http://thesalesplaybook.net

Karen Briscoe - Best Seller Author: Real Estate Success in 5 Minutes a Day Karen's Real Estate Team HBC Group has sold over 1500 homes with over 1.5 billion in volume. "Growth is intentional, not accidental" - Karen Top-performing mega real estate agent Karen Briscoe's Real Estate Success in 5 Minutes a Day shows that you truly only have to invest five minutes a day to achieve a higher level of success in business and life. STEPS TO SUCCESS Growth has to be intentional Training is essential Be 1st in and last out We must have systems and leverage Take out the emotions About Karen: Karen Briscoe is Principal of the Huckaby Briscoe Conroy Group (HBC). The HBC Group has been named to the Wall Street Journal Top Realtor® Team List. Over the years, the group has sold over 1,000 homes valued at over $1 billion. Karen and her family are active members of Trinity United Methodist Church in McLean, Virginia – their home since 1994. It was at Trinity Church that Karen met Sue and Jerry Huckaby and joined the Sue Huckaby Team. Sue said that their "partnership was made in heaven". Karen is an Associate Broker in Virginia and a Certified Luxury Home Market Specialist with the Institute for Luxury Home Marketing. She works with both Sellers and Buyers of real estate, primarily in McLean, Great Falls, Falls Church, Arlington, Vienna, Alexandria, Reston and Oakton, Virginia. Karen began her real estate career developing residential lots with the Trammel Crow Company in Dallas, Texas. Further, she worked in commercial real estate with The Staubach Company in the Washington, DC Metro area. Before moving to northern Virginia, Karen completed a Masters Degree from Southern Methodist University in Dallas, Texas. Her BA is from Stephens College in Columbia, Missouri – her hometown. Subscribe to Podcast in iTunes www.davidihill.com www.thesalesplaybook.net

Alexis Bolin – Top Real Estate Agent Florida Be confident in yourself Be direct Bring massive value. "My commission is not all about this sale so if the not does not work for you, let's throw the house back on the market." STEPS TO Keeping your commissions Know your scripts Know the most common 5-7 objections Know the questions on your clients mind Know the questions you should ask Come from contribution Know your value proposition About David: 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. David has spent much of his sales career in real estate, a highly competitive selling industry. In his first year at Keller Williams in 2002, David sold 42 homes through phone prospecting, far surpassing the average of only six homes per rep. In 2006, David founded Hill Team Associates, a sales division under KW, where he currently serves as CEO. Subscribe to Podcast in iTunes www.davidihill.com/mentors www.davidihill.com/affiliates www.thesalesplaybook.net

Noah St. John - Best Selling Author "Get Rid of Your Head Trash" [Interview begins at 04:22] Noah St. John helps people make money: Since 2009, he's helped his coaching clients add half a BILLION dollars in sales. "Why are we going around making statements we don't believe…" "When the human mind responds automatically to something even more powerful?" Noah teaches Money Mindset and Marketing Mastery. A highly in-demand keynote speaker, Noah is famous for inventing AFFORMATIONS® - a new technology of the mind - and helping entrepreneurs double their business without doubling their workload. Noah Delivers Success with The Secret Code of Success The Book of Afformations (4th Edition) 5 Beliefs about Money you must avoid at all costs Remove your Trash talk Attract more wealth, abundance Attract Happiness About Noah: As the leading authority on how to eliminate limiting beliefs, Noah delivers live events and online courses that his clients call "mandatory for anyone who wants to succeed in life and business."Noah's engaging and down-to-earth speaking style always gets high marks from audiences. Meeting planners call Noah "a BIG draw" and "a MUST-HAVE RESOURCE for every organization."One of the world's most sought-after experts on business and personal growth, Noah also appears frequently in the news worldwide, including ABC, NBC, CBS, Fox, The Hallmark Channel, NPR, Parade, The Jenny McCarthy Show, Entrepreneur On Fire, Woman's Day, Los Angeles Business Journal, Washington Post, Chicago Sun-Times, Forbes.com, Selling Power and The Huffington Post.Book keynote speaker Noah St. John for your event at BookNoah.com Subscribe to Podcast in iTunes http://davidihill.com/mentors http://davidihill.com/affiliates http://thesalesplaybook.net

"As salespeople we need to start showing people we understand them instead of telling them we understand them." Chris Interview begins at 03:50 Chris Voss is a past Lead FBI Hostage Negotiator and Regular on CNN "We need people to think that they are making the choice to do the thing that we want them to do." Chris STEPS TO NEGOTIATION SUCCESS Find collaboration Understand that its emotional for some Stay away from the Yes trap Tell people what they are thinking Show people you understand them Use techniques on multiple levels About Chris: Chris Voss is the Founder and CEO of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Prior to 2008, Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI's hostage negotiation representative for the National Security Council's Hostage Working Group. During his government career, he also represented the U.S. Government at two (2) international conferences sponsored by the G-8 as an expert in kidnapping. Prior to becoming the FBI lead international kidnapping negotiator, Christopher served as the lead Crisis Negotiator for the New York City Division of the FBI. Subscribe to Podcast iTunes/Apple Podcasts http://davidihill.com/mentors http://davidihill.com/affiliates http://thesalesplaybook.net

"The only way we can be present with people when we don't have to worry about what to say next." David Hill – Author of Amazon Best Selling " The Sales Playbook" • Top Real Estate Agent • KWU Certified National Trainer • One Thing Certified Trainer STEPS TO Being Present Know your scripts Know the most common 5-7 objections Know the questions on your clients mind Know the questions you should ask Come from contribution Know your value proposition About David: 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. David has spent much of his sales career in real estate, a highly competitive selling industry. In his first year at Keller Williams in 2002, David sold 42 homes through phone prospecting, far surpassing the average of only six homes per rep. In 2006, David founded Hill Team Associates, a sales division under KW, where he currently serves as CEO. Subscribe to the podcast in iTunes/Apple Podcasts http://davidihill.com/mentors http://davidihill.com/affiliates http://thesalesplaybook.net

Ron Patulski - VP Maps Coaching Maps is one of the largest Real Estate Coaching Companies in the World *Interview begins at 04:45 "Logic makes people think, emotion makes people act." Ron "Coaching is seeing where somebody is and bridging the gap from where they are to where they want to be." - Ron Patulski STEPS WITH TRANSFORMATIONAL COACHING • Coach to both sides of the brain • Ask great questions • Get them to understand the current impact of behavior • Get congruent • Align brain to goals • Develop awareness • Accountability Subscribe to Podcast in iTunes: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2&ls=1 About Ron: "When you change the way you look at things, the things you look at change". This thought creates miracles. As a Performance Coach, it's been my good fortune to work with people and organizations on a daily basis to witness miracles! Check out Davidihill.com for AFFILIATES AND MENTORS PAGE http://davidihill.com/affiliates http://thesalesplaybook.net

Josh Anderson - The Anderson Group Nashville TN 259 Closed units and 88 million volume in 2016. [Interview begins at 04:01] "Many agents confuse the difference between lead generation and lead follow up." Josh We have to learn to be OK with the boredom of success. STEPS TO SUCCESS WITH A TEAM Consistent time block Show up daily Be 1st in and last out Master follow up Keep in touch with your SOI Do what your passionate about Keep a perfect schedule Subscribe to the Podcast in iTunes About Josh: Josh Anderson can best be described as a man of high energy with a passion for real estate. He is a business savvy professional with a strong desire to cater to his clients' particular needs. Client satisfaction is paramount! Josh's market expertise coupled with his superior negotiating skills set. For his buyer clients, Josh takes a keen interest in finding not only the ideal property but, more importantly, a property that proves to be priced fairly, with minimal risk, and optimal return on investment. With the most comprehensive resources, services, and solutions available to make every transition as seamless as possible, Josh continues to provide assistance after the sale is closed. Originally from Nashville, Josh graduated from Louisiana State University in International Trade and Finance. Josh served 8 years in the U.S. Army, including a 10-month stint in Bagram, Afghanistan during Operation Enduring Freedom. These experiences, coupled with the education he received from Louisiana State, have molded him into a focused, disciplined, and strong willed. Whether buying or selling, Josh provides you with the special attention one expects of a dedicated real estate professional whose top priority is protecting the interests of the most discerning clients. Clients praise him often for his enthusiasm, patient approach, and unwavering loyalty. http://davidihill.com/affiliates http://thesalesplaybook.net

Episode Starts at 5:35 Michael Tritthart KW Master Faculty Trainer, Director of Technology for Keller Williams Realty "It's not about the newest thing, it's about perfecting whats already out there." - Michael STEPS TO SUCCESS WITH TECHNOLOGY Communication is key Stick with the basics Follow the 80/20 rule Use old school fundamentals with new technology Use social media Use private messaging About Michael: With more than a decade of experience in educational technology training, Michael offers training, marketing tips and consultation designed to improve your business. Classes are taught in a user friendly manner that is accessible for both wary computer users and experts. Michael earned his BA in Education at the University of Central Oklahoma and obtained his Masters of Education degree from the University of North Texas in 2000. Michael comes from a successful real estate family and has trained thousands of Realtors® since 2001. Keller Williams Realty International Master Faculty Member KWRI Certified Internet Lead Generation and Your Business is Your Database Instructor Certified by the states of Oklahoma and Texas to teach multiple Continuing Education Courses Personally enhanced over 1,500 real estate websites. AFFILIATES AND MENTORS PAGE SUBSCRIBE TO PODCAST on iTunes Show notes at http://davidihill.com and affiliate resources can be located at http://davidihill.com/affiliates

Alexis Bolin – AKA The Scripts Queen Expert on Scripts, Being Purposeful and Setting Expectations with Client. 39 years in the Real Estate business. Ranked in top 1% of all Realtors in the country "The biggest issue we have with putting a sale together are between the 2 agents and not between the buyer and seller." Alexis "My job is to help you get your offer accepted!" Alexis Alexis Steps Too Sales Success 1st Step is to sit down and discuss the process Always come to office before looking at houses Have pre-approval in hand before looking at houses Be direct with clients Keep everyone focused on the outcome The client needs to know your both on the same side Learn to ask great questions Realtors need to be obligated to the transaction Work with the other agents to keep your deals together SUBSCRIBE TO THE PODCAST on iTunes Who is Alexis: 39 years in Residential Real Estate Named one of The Most Influential Agents in Florida Recognized as one of the Most Awarded Agents in the Nation Named to "Who's Who"​ in Residential Real Estate Named in the "TOP 300 Real Estate Agents"​ by Realtor Magazine Ranked Among the Top 1/10 of 1% of all Real Estate Agents Nationwide Inducted into the ERA Real Estate International Hall of Fame – 2013 Inducted into the Real Estate Experts Hall of Fame – August 2012 Show notes are at http://davidihill.com You can find helpful resources through my affiliates at http://davidihill.com/affiliates

Michael Sherrard – AKA The Purple Realtor: Expert on Social Media with Instagram & Facebook Less than 1 year in Business but started planning 6 months before he got his Real Estate license. Here how he succeeded despite no experience, no knowledge of real estate and 24 years old!! "I need to get in front of people to let them see my strong side shine and door-knocking was going to be my key!" Mike Mike took a 700k listing 1st day in the business and recently listed a 15 million listing. Hear how he did it! Michael's Steps To Sales Success: Shadow people who are doing what you want to do Come in the business with a plan Speak with authority and confidence Be knowledgeable of the market Focus on your strengths Door knock to get in front of people Get out of your head Learn how to succeed in Real Estate from day 1 SUBSCRIBE TO THE SHOW IN APPLE PODCASTS Who is Michael: My journey into the world of Real Estate is one that is driven primarily by two fundamental motivators, my thriving passion to change the overall experience of buying, selling, and investing in Real Estate, and my passion for making a positive, lasting impact on the people I meet. The intrinsic problem that I saw was that, while Calgary is an exciting, vibrant, and innovative city, the Real Estate industry is stuck in the past. Without a doubt there is value in the basics, but we now live in a modern world, and old school methods are no longer sufficient. Therefore, I made the life changing decision that it was my duty to transform the industry. I pride myself on authenticity, and in an attempt to say rid myself of the Real Estate Agent stereotypes of being focused on the sale, my focus lies within creating a unique, unforgettable experience. Moreover, I believe that everyone should receive a boutique experience, tailored to his or her unique requirements, regardless of price range. Visit the vast offerings in my Affiliates Page http://davidihill.com/affiliates

Zero-in on the hidden trip wires that keep you from achieving your goals. "Get out of your head." An amazing conversation on MINDSET and Confidence! OVERCOME ANY OBJECTION THROWN AT YOU AND TURN A NO into "IT'S ON" Michelle's Steps Too Sales Success Get out of your own way Bring Passion into Sales Be Confident in Yourself Learn how to skyrocket your sales on Success Unfiltered podcast in iTunes Follow Michelle 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 her inner circle are multi-seven figure entrepreneurs, famous comedians, professional athletes and coaches from the NFL, NBA, MLB & NHL. As a result of these amazing relationships and opportunities Michelle has honed a unique skill sets that will help you develop the most important and valuable relationships. She will teach you how to open doors and meet people that you have always dreamed of meeting, but you never knew how to get to. That's her genius. She accomplished incredible feats of influence, building a business both online & brick & mortar. She has sold everything from mortgages, to wardrobes at Norstroms, from 7-figure homes and $30k online education products to Paleo Meatballs. Her mission is to utilize her superpower to help more than one million entrepreneurs close any deal that comes their way, sell more products or services, value their worth, overcome any objection thrown at them, and turn a NO into "it's ON" so they can serve more people and make a bigger difference in the world Check out the companies I work with at http://davidihill.com/affilates

Take any Action in 5 Seconds and get Results! The 5 Second Rule Mel Robbins - Discover the Power of the 5 Second Rule Transform your Life, Work & Confidence "How to enrich your life and destroy doubt in 5 seconds." Mel Robbins "To each there comes in their lifetime a special moment when they are figuratively tapped on the shoulder and offered the chance to do a very special thing, unique to them and fitted to their talents. What a tragedy if that moment finds them unprepared or unqualified for that which could have been their finest hour." Winston Churchill STEPS TO TAKING ACTION Count down 54321 Ignore the little voice Take action right away Don't be too hard on yourself Start right away Buy the 5 Second Rule on Audio here http://davidsfreebook.com For more information, go to http://davidihill.com/68-mel-robbins-take-any-action-in-5-seconds-and-get-results-the-5-second-rule

MASTER THE ART OF CONVERTING INTERNET & SELLER LEADS "We must learn to get beyond the brush off with internet leads." Dirk Dirk Zeller - Real Estate Champions, Author, Speaker, Real Estate Coach Dirk is a master at connecting with people and using the right words!! THIS EPISODE FEATURES MULTIPLE LIVE ROLE PLAYS Learn the art of connecting with people by using the right words to become compelling. STEPS TO BEING A SUCCESSFUL CONNECTOR Follow Up Quickly (within 5 minutes) Get through the Brush off Offer Tools and Resources they cant get Anywhere else Ask Great Questions Set Appointment (Get belly to belly) For more information, go to http://davidihill.com/58-dirk-zeller-converting-seller-internet-leads-by-using-the-right-words-to-be-compelling-path-to-mastery

Mark Rickert, Podcast Host Soaring in Sobriety, interviews me about sobriety and how my life is different from almost 14 years ago. Business! Sobriety! Success! We also discuss business in sobriety and how sobriety is a lifestyle. For more about David Hill, visit http://davidihill.com

BECOME A TOP AGENT IN YOUR MARKET by becoming a celebrity! "If people don't know you they wont work with you!" Building a Foundational Business based on Serving your SOI - Using Knolly's powerful tools. How to Build a Listings Based Business Focus on your SOI Create a niche Build a farm Build a system 18-touch Plan Contact your top 200 Send them your press kit Be confident Create a system to stay in touch with your sphere SHIFT PROOF YOUR BUSINESS with a System About Knolly: In 2003, after 11 years and after earning millions in the music marketing business, Knolly decided to switch hats and pursue his aspirations in real estate. Before activating his license, Knolly read "The Millionaire Real Estate Agent," by Gary Keller. In his first 60 days, Knolly took nearly 30 listings and within his first 12 months, Knolly rose through the ranks to become one of the top REALTORS® in Central Texas. By 2008, Knolly had become one of the top 20 RE/MAX agents in the state of Texas. Knolly has been ranked among the top 7 agents in Austin by Austin Business Journal (out of nearly 9500 agents!). This ranking is based on sales production. Knolly joined Keller Williams Realty in 2009 and brings with him a plethora of knowledge to share; along with his own eagerness to learn. In addition to running his real estate practice, Knolly is a MAPS fast track coach training Keller Williams agents on the fine art of successfully finding, listing, processing and closing luxury and short sales. For more information on all the affiliates and service I offer, visit http://davidihill.com/affilates

30 Under 30 winner, Joe Zimmerman from MKT PROPERTIES. Top 1% Realtor in Nation - Brought KW in to Chicago - 200+ Homes Sold Annually Building a Foundational Business based on Serving your SOI - Using Lead Generation and Pour Hour. Boomtown. OSA HOW TO BUILD A SOLID 33-36 TOUCH PLAN • 4 calls annually • 2 emails monthly (value based) • Client appreciation event quarterly • Birthday/anniversary cards • Bonus - sports schedules • Bonus - thanksgiving card • Add Beliefs • Add Call to Action • Be Purposeful in asking for referrals • Get permission to stay in touch JOE'S WAYS TO WIN WITH CLIENTS Lead with questions... • What do you expect from us? • What can we do to help you with? SUBSCRIBE TO PODCAST In Apple Podcasts: https://itunes.apple.com/us/podcast/one-more-sale-inspiring-interviews/id1081069895?mt=2 Using Stitcher: http://www.stitcher.com/podcast/david-hill/one-more-sale-podcast About Joe: Joe prides himself most on bringing excellent client service and extensive industry knowledge to every client relationship — an approach that has enabled him to build 100 percent of his client base on referrals. Recently named to the National Association of Realtors' "Top 30 Under 30" and the Association of Chicago Realtors' "Top 40 Under 40" lists for achievement in sales, Joe is a Chicago-area native who got his first taste for the business at the age of 15. His parents were selling their family home, and it was Joe who ended up showing the house and landing the sale. A former resident of the West Loop, River North and Bucktown areas in Chicago within the last ten years, Joe has experience in the condo, town-home, and single-family market in every neighborhood throughout the Chicagoland area. "I feel extremely fortunate to be able to help my clients with one of the biggest purchases of their lives in what I believe to be the greatest city in the world," Joe says. "And now through the expanded MKT team, I feel that I can provide even better counsel and superior industry knowledge to my clients more effectively." Affiliates - http://davidihill.com/affilates Master Camp – http://davidihill.com/mastercamp More information about David and how he can help you on your Path to Mastery can be found at http://davidihill.com

Valerie Almanzar - 30 under 30 winner. Part time agent to 179 units closed in 5 years. Why I took a 30 million dollar real estate business and partnered with an expansion team. How to crush your limiting mindset and make the jump to full time real estate. SUBSCRIBE TO PATH TO MASTERY PODCAST FOR FREE on Apple Podcasts or Stitcher How to get beyond your fears and make the jump into real estate. About Valerie www.kw.com/kw/agent/topnewmexicoteam Valerie is a native to New Mexico. She grew up in Santa Fe and graduated from the University of New Mexico in Albuquerque with her BA in Psychology and Spanish. She continued on to get her Masters degree in Marketing and Operations Management. She works with buyers and sellers to build wealth in real estate and to make the process smooth. She also works with sellers to get their home sold quickly for top dollar. She is passionate about Marketing and enjoys helping people. She works with people who might be facing foreclosure to get their home sold before this happens. Valerie and her team are true professionals and is ready to work for you! CHECK OUT the 10X episode with Grant Cardone Affiliate Links Page can be found at http://davidihill.com/affilates Contact me through my website http://davidihill.com

Jairek Robbins on why your Mindset will help or hinder your attainment of goals. How to make changes to your thinking and effect your outcomes. How to crush your limiting mindset. What it was link growing up with Tony Robbins, as a father. Jairek Robbins is a man on a mission focused on developing creative solutions for accelerating results. By evaluating the strategic objectives you have for your company, Jairek is able to build a customized roadmap for you to achieve your goals with speed and precision. Jairek and David discuss mindset and what it takes to overcome limiting beliefs. JAIREK STEPS TO SUCCESS • Get around BIG thinkers • Let go of limiting thoughts • Forgive yourself and others • Defend your happiness • Build a strategic plan • Work 10x Harder Check out our affiliates and sponsors page at http://davidihill.com/affiliates http://davidihill.com

The 10X Rule: The Only Difference Between Success and Failure "SUCCESS IS YOUR DUTY, OBLIGATION, RESPONSIBILITY." Grant Cardone Achieve "Massive Action" results and accomplish your business dreams! While most people operate with only three degrees of action-no action, retreat, or normal action-if you're after big goals, you don't want to settle for the ordinary. To reach the next level, you must understand the coveted 4th degree of action. This 4th degree, also know as the 10 X Rule, is that level of action that guarantees companies and individuals realize their goals and dreams. The 10 X Rule unveils the principle of "Massive Action," allowing you to blast through business clichés and risk-aversion while taking concrete steps to reach your dreams. It also demonstrates why people get stuck in the first three actions and how to move into making the 10X Rule a discipline. Find out exactly where to start, what to do, and how to follow up each action you take with more action to achieve Massive Action results: • Learn the "Estimation of Effort" calculation to ensure you exceed your targets • Make the Fourth Degree a way of life and defy mediocrity • Discover the time management myth • Get the exact reasons why people fail and others succeed • Know the exact formula to solve problems Extreme success is by definition outside the realm of normal action. Instead of behaving like everybody else and settling for average results, take Massive Action with The 10 X Rule, remove luck and chance from your business equation, and lock in massive success. Check out last weeks episode with Mel Robbins on The 5 Second Rule. Achieve any goal in 5 seconds! A WORD FROM GRANT: "I work with small companies and Fortune 500 companies to grow sales by finding overlooked opportunities and customizing the sales process to be more effective. I have worked with companies like Google, Sprint, Aflac, Toyota, GM, Ford and thousands more. I own and operate four companies that do almost 100m in annual sales and I'm also a New York Times best-selling author, international speaker, & considered the top sales training and social media expert in the world today." http://davidihill.com Sponsored by Hornung & Scimone PC Real Estate Attorneys http://www.hornungscimone.com

Take any Action in 5 Seconds and get Results! The 5 Second Rule Mel Robbins - Discover the Power of the 5 Second Rule Transform your Life, Work & Confidence "How to enrich your life and destroy doubt in 5 seconds." Mel Robbins "To each there comes in their lifetime a special moment when they are figuratively tapped on the shoulder and offered the chance to do a very special thing, unique to them and fitted to their talents. What a tragedy if that moment finds them unprepared or unqualified for that which could have been their finest hour." Winston Churchill STEPS TO TAKING ACTION Count down 54321 Ignore the little voice Take action right away Don't be too hard on yourself Start right away Buy the 5 Second Rule on Audio here http://davidsfreebook.com About Mel Robbins: Mel is currently one of CNN's most popular on-air commentators and opinion writers; her articles drive tens of millions of page views for CNN.com. Mel has an extensive television resumé as an expert on human behavior and motivation for Good Morning America, Dr. Phil, Dr. Oz, Oprah, The Today Show and Fox News. She was named America's Outstanding News Talkshow Host at the 2014 Gracie Awards. Mel is a speaker, TV personality and coach with the credibility and experience to deliver the goods for audiences of all shapes and sizes: men and women; intimate to arena; technical sales trainings to innovation summits. She will work with you to create an unforgettable, high energy and momentum-driven event that reinforces brand and sponsor objectives, delivers fresh, actionable content and engages and entertains your attendees with music, original videos and interactive leadership exercises.Mel is a Dartmouth College and Boston College Law School graduate. She and her husband of 18 years have three young kids. She lives in the Boston area, but remains a Midwesterner at heart. For more episodes to help you on your path to mastery, visit http://davidihill.com

Geoff Woods - VP The One Thing Training Organization Everything starts with Mindset "We tend to complicate things to justify our inactions." Ben Kinney We all tell ourselves stories that limit our potential. "To each there comes in their lifetime a special moment when they are figuratively tapped on the shoulder and offered the chance to do a very special thing, unique to them and fitted to their talents. What a tragedy if that moment finds them unprepared or unqualified for that which could have been their finest hour." - Winston Churchill STEPS TO BUILDING A MASSIVE MOVEMENT Think big but act small Focus on your lead domino Forget about what you could do and focus on what you should do Create clarity Protect your time Watch you you spend time with Know your purpose about Geoff Woods Geoff Woods is the Vice President of The ONE Thing. After hearing the Jim Rohn quote that "you are the average of the 5 people you spend the most time with" Geoff set out on a mission to surround himself with high level CEOs and successful entrepreneurs. Fast forward just 10 months, Geoff went from employee to entrepreneur, launching a company with the co-authors of the best selling book The ONE Thing. Geoff has been featured in Entrepreneur.com and is on a mission to teaching people how to live a life of focus so they can have more by doing less. http://davidihill.com Sponsored by Law Offices of http://hornungscimone.com

Russell Brunson - Best Selling Author EXPERT SECRETS Everything starts with Vision "Your message has the ability to change someone's life." Russell Take a process and system that works and use it to build your following and deliver your message. "To each there comes in their lifetime a special moment when they are figuratively tapped on the shoulder and offered the chance to do a very special thing, unique to them and fitted to their talents. What a tragedy if that moment finds them unprepared or unqualified for that which could have been their finest hour." - Winston Churchill STEPS TO BUILDING A MASSIVE MOVEMENT Become a charismatic leader Find your niche Find your tribe Forget about the others Build a community Take massive action Build a funnel About Russell Brunson: Russell Brunson started his first online company while he was wrestling in college. Within a year of graduation he had sold over a million dollars of his own products and services from his basement. Over that past 10 years, he has built a following of over a million entrepreneurs, sold hundreds of thousands of copies of his books, popularized the concept of sales funnels, and co-founded a software company called ClickFunnels that helps tens of thousands of entrepreneurs quickly get their messages out to the marketplace. http://davidihill.com Sponsored by Law Offices of http://hornungscimone.com

Strategies to Creating a Successful Life. "I set up everything so it caters to my life, instead of catering my life to everything." Joshua Smith If we build great processes and systems the people will come. The process and systems is the 1st step! "It's not about doing 1000 things, it's about doing 1 thing 1000 times." - Joshua Smith STEPS TO BUILDING MASSIVE SUCCESS Build a process Find talented people Train to be specialists Surround yourself with talented people Protect your time Focus on health first Take time to reflect About Joshua Smith: GSD Podcast is where we interview Top Entrepreneurs, Top Fitness and Health Experts and people that DOMINATE their space! These are people that do not accept mediocrity, they have clarity on what they want in life and they take massive levels of action to create their dreams into a reality! They create epic lives! For more Path to Mastery, visit http://davidihill.com

Cody has Expansion Groups in 43 Offices. Listings start with thinking but begin with action. CODY SHARES THE STEPS TO ABUNDANT LISTINGS. "You don't get a listing, you earn them or sign them. The language is key." Cody I can do anything but I can't do everything! STEPS TO ABUNDANT LISTINGS Lead Generate daily until we get an appointment Set 1 appointment a day Prequalify appointments Visit FSBO/EXP daily Follow up "You maintain a business talking with people you know, you build a business talking with people you don't know." Cody About Cody Gibson: Cody has been an agent for over 16 years. and was a top-producing agent in Anchorage, Alaska where he built the Alaska Keller Williams office to nearly 200 agents. Now, based in Oregon, he is the owner and CEO of Portland Real Estate Group and United Home Group, as well as the Operating Partner of Keller Williams – Portland Central, with more than 267 agents. Cody founded Portland Real Estate Group (PRG) in fall of 2011. PRG has grown to include a Listing and Buyers' Division, a call center, and a staff of 10. United Home Group (UHG) began in 2012, with Cody's first expansion city in Tri Cities, WA. Since then, UHG has continued to expand. Currently operating in 21 locations, 18 cities across 9 states. His groups put over 400 homes into contract in 2015, are projected to put close to 500 into contract in 2016, and has sold as many as 55 homes in a single month. For more sales training or information, visit my website at http://davidihill.com

Purposeful Recruiting The KW Effect Aaron Kaufman - Talent Acquisition Specialist Keller Williams Realty ATTRACTING TALENT & BUILDING RESIDUAL INCOME Aaron has built a massive KW downline by attracting people to his websites. Arron shares the biggest mistakes agents make. STEPS TO BUILDING A DOWNLINE Always be in conversations about goals Be attractive by showing results Cast a large vision Bring massive value Be consistent Build a platform About Aaron Kaufman: Talent Acquisition Specialist at Keller Williams Realty Follow your path to mastery at http://www.davidihill.com

Kelly Henderson - Top Realtor & Maps Coach on Building a Purposeful Real Estate Business Purposeful Farming - Purposeful Prospecting 2014 "30 Under 30" Realtor winner LISTEN TO KELLY ROLE PLAY A FSBO CALL WITH DAVID Kelly owns and runs a 20 million 5th level team while she coaches other agents through Maps Coaching. STEPS TO PURPOSEFUL REAL ESTATE Listen Be authentic Slow down Practice your scripts Get a coach Do what works About Kelly Henderson: Growing up, my family and I were homeless for a number of years, and the American dream of home ownership seemed like a foreign concept. In real estate school, I quickly realized that the dream wasn't as distant as I thought. Less than a year later, my mother purchased her first home, at age 52. Within weeks, I too, purchased my first home with my husband. To this day, my mom credits me with her home ownership, and it always brings tears to my eyes. Having the opportunity to make that dream a reality for myself and others is exactly why I got my license For more help on your path to mastery, visit http://davidihill.com

MASTERY BLAST from the PAST!! John Chapin - The National Prospecting & Sales Trainer Sales Training 101 on Mindset LISTEN TO JOHN DISCUSS HOW TO DEAL WITH REJECTION THIS IS THE ONLY PODCAST EPISODE YOU NEED TO LISTEN TO ON GETTING OVER CALL RELUCTANCE & REJECTION Learn the art of sales and overcoming rejection STEPS TO SUCCESS SELLING • Follow up fast • Build your relationships • Become great at listening • Stay away from negatives • Stay away from excuses • Take full responsibility About John Chapin: Whether you need a sales trainer or motivational speaker who can help you with the above challenges, or you have other sales issues, sales expert John Chapin's experience as a number one sales rep with 26+ years experience and primary author of the 2010 sales book of the year: Sales Encyclopedia, ensures that he brings a unique perspective to your audience and adds something meaningful and important to every sales conversation. www.davidihill.com

LISTEN TO A LIVE ROLE PLAY - THE WHOLE PROCESS Deric Lipski vs a Really tough Expired Listing Cold Call LIVE!!! THIS IS THE ONLY PODCAST EPISODE YOU NEED TO LISTEN TO IN ORDER TO LIST EXPIRED SELLERS Learn the art of conversion from Deric Lipksi and David Hill STEPS TO SUCCESS WITH EXPIRED SELLERS Be confident not arrogant Learn your scripts Mirror and match Be present Practice your scripts daily Get the appointment Check out last weeks episode with John Livesay - The Pitch Whisperer on Building the perfect pitch! 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.

MASTER THE ART OF A SUCCESSFUL PITCH "When we tell people what we do, we want them to say: WOW, tell me more!" John Zeller John is the master at creating a compelling pitch!! Decisions are made in the first 90 seconds THIS EPISODE FEATURES THE RECIPE TO BUILD A PERFECT PITCH IN ONLY 20 MINUTES. Learn the art of connecting with people by using the right words to become compelling. STEPS TO CREATING A SUCCESSFUL PITCH • Be confident not arrogant • Remember to be positive before giving your pitch • Decide your values and express them • Decide your culture • Become a great story teller • Practice your story telling About John Livesay: The ability to get across the impact or specialness of your investment opportunity must come across immediately. The critical first 90 seconds of that initial meeting's purpose is to get investors to stay with you for the next 9½ minutes. The purpose of that meeting isn't an "ask" for investment. It's to get a second date and the chance to tell more.

MASTER THE ART OF CONVERTING INTERNET & SELLER LEADS "We must learn to get beyond the brush off with internet leads." Dirk Dirk Zeller - Real Estate Champions, Author, Speaker, Real Estate Coach Dirk is a master at connecting with people and using the right words!! THIS EPISODE FEATURES MULTIPLE LIVE ROLE PLAYS Learn the art of connecting with people by using the right words to become compelling. STEPS TO BEING A SUCCESSFUL CONNECTOR Follow Up Quickly (within 5 minutes) Get through the Brush off Offer Tools and Resources they cant get Anywhere else Ask Great Questions Set Appointment (Get belly to belly) About Dirk Zeller: Dirk Zeller is recognized as the premier coach for the real estate industry. He has developed a system that takes "regular" agents and "regular" managers and transforms them into Champion Agents and Managers.

From Admin to Mom with 30 Million Team, Sarah MacBurnie of MacBurnie Group Keller Williams Realty was awarded NSAR REALTOR OF THE YEAR 2016 Sarah is a master at setting expectations. "Leverage technology for everything" Sarah The theme that you will see with the most successful agents is that they are masters at setting expectations and leveraging almost everything. STEPS TO BEING SUCCESSFUL Time Block Set Expectations Follow Proven Models Embrace Leverage Pick and Choose your Clients About Sarah MacBurnie: Sarah MacBurnie Group Inc at Keller Williams. Owner of a growing real estate team. Real estate sales, consulting and negotiating. Full time representation of buyers, sellers, investors and developers. 2014 #5 in the Keller Williams New England Region and #1 in the Beverly, MA market center. 2013: Top 20 Agents in Keller Williams Realty, New England Region. #1 Keller Williams Realty Beverly, February, March, April 2013 February, March, June 2014. Named on of America's Best Real Estate Agents Inman News based on RealTrends for 2013 #46 in Massachusetts. Board of Directors/ Agent Leadership Council member 2012 - 2013 - 2014 President elect beverly rotary club (President 2015)