The Persistent Entrepreneur

THE MAIN DIFFERENCE BETWEEN THE MOST SUCCESSFUL PEOPLE ON THE PLANET AND THE OTHERS IS MINDSET "Your net worth is determined by your network." Toby Salgado The theme that you will see with the most successful agents is that they start out from the beginning with a mindset to build a business. We must invest everything in ourselves and our business. STEPS TO BEING SUCCESSFUL • FIND A MENTOR • SURROUND YOURSELF WITH SUCCESSFUL PEOPLE • BUILD A FUNNEL • OWN YOUR OWN PLATFORM • YOU MUST BELIEVE IN YOURSELF • INVEST IN YOUR BUSINESS About Toby Salgado: I got an early start. My first "business" was at age 9. I saw an magazine advertisement selling toilet bowl cleaners wholesale. The ad said that the cleaners had a "double your money back guarantee". At first I thought of buying them and returning them for double my money but, after learning from my parents I couldn't do that I still wanted to see if I could make any money from this "opportunity". I had about $300 dollars and I borrowed another $500 from my parents. I invested all of my lawn mowing money and my $500 dollar loan into toilet bowl cleaners. I went door to door and sold them all in a few months. For more information about our guests or our services, visit http://davidihill.com

PROVEN STRATEGIES TO MAKE YOUR PITCH, INFLUENCE DECISIONS, AND CLOSE THE DEAL The 6 COMMITMENTS TO CLOSE A SALE ▪ WHY CHANGE ▪ WHY NOW ▪ WHY YOUR INDUSTRY ▪ WHY YOU & YOUR COMPANY ▪ WHY YOUR PRODUCT ▪ WHY SPEND THE MONEY In today's fiercely competitive marketplace you can't afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed "gurus," how do you know which sales strategies actually work? STEPS TO EFFECTIVE SELLING ▪ Engage buyers' emotions to increase their receptiveness to you and your ideas ▪ Ask questions that line up with how the brain discloses information ▪ Lock in the incremental commitments that lead to a sale ▪ Create positive influence and reduce the sway of competitors ▪ Discover the underlying causes of objections and neutralize them ▪ Guide buyers through the necessary mental steps to make purchasing decisions About David Hoffeld: Leading sales trainer, researcher and CEO of Hoffeld Group, David Hoffeld, has the answer. Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld's evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed.

Sam Monreal on Effective Lead Generation Techniques "Many people look at online leads as a burden and not an opportunity" Sam Shift Mindset from Bothering to Helping People "We have to work twice as hard to stand out with internet leads." STEPS TO EFFECTIVE INTERNET LEAD GENERATION Get People while Still Online Use Pattern Interrupts Great Scripts Make the Difference Shift Mindset to Helping People Be Proactive vs Reactive Schedule Lead Follow Up About Sam Monreal: Passionate, driven and results-oriented sales expert with over a decade of success in diverse and complex corporate and start-up environments Specialties: Experiential Marketing, Event Creation, Event Curation, Social Media, Social Media Management Systems, Privacy, Data Breach Response, HITECH, HIPAA, Notification Law, Credit Monitoring, Identity Protection, Notification Requirements, Negotiation, Compliance, Advertising, Marketing, Branding, Complex Sales Strategies, Health Care, Corporate Sales, Start Ups, Finance, Residential Lending, Commercial Lending, Consumer Credit, Six Figure Deals, Seven Figure Deals, Closing, New Business Creation, Client Retention, Sales Methodologies, Lead Generation

Elise Enriquez on Creating a Clear Vision and putting Systems in place to make it a Reality. Elise offers Coaching for Leaders and Teams Business owners hire Elise to help them create a CLEAR vision of what matters most to them and to create systems that help them CONSISTENTLY take action toward making that vision a reality. "Every opportunity needs to be aligned with my purpose." Elise STEPS TO ACHIEVING YOUR GOALS ON PURPOSE • KNOW YOUR PURPOSE • DECIDE WHATS MOST IMPORTANT TO WORK ON? • DO NOT RELY ON YOUR BRAIN - MEMORY • MAKE A TODO LIST • CREATE A SYSTEM • MAKE ADJUSTMENTS • TAKE ACTION http://EliseEnriquez.com/gyst http://www.eliseenriquez.com/achieve About Elise Enriquez: I help leaders develop a purpose that people will rally around so that everyone can achieve their goals and dreams together. I've mostly floated through life, reacting as opportunities presented themselves. In school I found a passion for helping others by giving advice, encouragement, or time. After college, I had no idea what I wanted to do. I worked in various supporting and leadership roles in the corporate world until I realized I was miserable—although I didn't know why. I needed a change, so I decided to become a real estate agent. I got to work with people on a more personal level, educating and guiding them through an important process. Working in real estate exposed me to the world of personal growth, self-help books, and business coaching. Before I knew it, I had my own business coach and was leading a small group of real estate agents and home loan officers.

David Martiroso, DNA Realty Group Keller Williams Agent, brings us through the Process of Converting a FSBO David breaks down the process of winning over a for sale by owner. We role-play the initial call, the follow up call, and finally the closing process which can take 2-3 months. "They have to go through the process and realize it's harder then they think and then they will be open to hiring an agent." David Martiroso FSBOS ARE A GREAT WAY TO START A BUSINESS WHEN YOU ARE NEW TO AN AREA AND DON'T HAVE A LOT OF FRIENDS AND FAMILY TO GIVE YOU BUSINESS. STEPS TO FSBO SUCCESS • Ask Great Questions • Call every 2-3 weeks • Send personal handwritten letter • Be flexible • Be polite • Listen • Stay top of mind For more, go to http://davidihillblog.com Visit our sponsor, Landvoice About David Martiroso: David is a Real Estate expert who specializes in residential Real Estate; he has helped hundreds of For Sale by Owners sell their properties fast and for TOP DOLLAR. He also specializes in "Buyer Agency" -- which is the act of helping individuals in the buying process and providing them with a customized buying plan. David's business experience helps him to excel in helping sellers sell their home with specialized marketing and advertising procedures that are on the cutting edge of technology. Prior to his career in real estate, David worked in the Hair industry for over 10 years where he co-found and managed two startup companies. During his career in real estate he worked for top companies such as Zip Realty, the highest ranking Century 21 in New England and in 2009 David helped create DNA Realty Group under the umbrella of Realty Executive Esteemed Properties. GET YOUR FREE AUDIO BOOK AT www.DavidsFreeBook.com

Christ Grant is a team leader at the West Hartford, CT Keller Williams office. He owned a successful independent real estate company for many years before deciding to join Keller Williams as a team leader to 27 agents. He's very devoted to his church, wife and four children. Talking with Chris, you'll really get the sense that he's a really generous person and genuinely wants to help others succeed. In this interview, we talk about why Chris is so passionate about helping others and how it's helped him become more successful in business and life. He shares with us how to be an effective leader and what it really takes to grow a team that will buy into your vision and follow along with you on your business journey. Chris also gets honest about the real reasons why people get stuck or resist change and what it takes to create a clear vision for where you want to go. You don't want to miss this interview as there are so many nuggets you can use. Plus, Chris has such infectious energy that you can't help but smile! Visit http://davidihillblog.com for links to videos and things mentioned in this episode

MASTER PRODUCTIVITY DISCIPLINE & FOCUS IN 100 DAYS Successful Entrepreneurs know how to SET and ACCOMPLISH goals. Unsuccessful Entrepreneurs fail at this very thing. The Freedom Journal is an accountability partner that won't let you fail. John Lee Dumas has interviewed over 1500 successful Entrepreneurs and has created a unique step-by-step process that will guide you in SETTING and ACCOMPLISHING your #1 goal in 100 days. Are you ready to CRUSH your #1 goal in 100-days? "Take 1 day a week to be super-efficient so you can have some freedom on the other days." John Lee Dumas STEPS TO SUCESS WITH ACHIEVING GOALS Set S.M.A.R.T Goals Break down into micro-goals Find accountability For more about me and my sponsors, go to http://davidihill.com/affilates

Aaron Wittenstein & David Hill with a Discussion on Building a Successful Expired Listing Business & LIVE Role Play!! A real conversation on the challenges, techniques, strategies and scripts that work with expired sellers. We need to stand out to be successful with expired sellers. "When everyone is the best, no-one is the best." David Hill STEPS TO BUILDING A SUCCESSFUL EXPIRED BUSINESS • Pattern Interrupt • Ask Great Questions • Get the Talking • Get their Motivation • Practice Scripts • Be Different

Waldo Waldman is known for teaching techniques that build long-term and trusting relationships with people that help to produce revenue. For his work, Waldo has been inducted in the National Speaker's Association Speaker Hall of Fame (the Council of Peers Award for Excellence). In this interview, we chat about the importance of the people in your life and why it's crucial you nurture important relationship. He talks in depth about his past life in the air force and how he still uses the skills he learned there in his personal and professional life daily. You'll definitely get a lot from this interview as Waldo shoots you straight and is passionate about helping others achieve the kinds of success he's had. Waldo also does a really great job distilling lessons he's learned from being in the air force you won't want to miss this episode. Get more information at http://davidihillblog.com/48_Waldo_Waldman

Anthony Lamaccia is the owner and Realtor © broker of Lamaccia Realty. In this episode we discuss why it was important for him to create a customized CRM to streamline his business and why he's so passionate about educating sellers in maximizing their income. You'll also learn how to lead staff effectively and the systems to implement in any client based business. For more, visit http://davidihillblog.com/47-Anthony-Lamaccia

Interview with performance coach, consultant and author of best selling book "Live it", Jairek Robbins Letting go of your limiting thoughts Are we being influenced by the people around us, be the thoughts and things we brought with us from our upbringing and childhood? We discuss how to achieve to achieve huge goals, a bigger life and expand the possibility's in our lives. What it was link growing up with Tony Robbins, as a father. 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 WHAT STORY ARE YOU TELLING YOURSELF? Figure out what the world needs and give it to us! "Figure out where you need to be in 10 years and work your way backwards." Jairek Buy Jairek's Book - Live It!: Achieve Success by Living with Purpose or get a free audiobook by signing up for a free trial from Audible: http://www.audibletrial.com/onemoresale Check out our last weeks episode - Tom Hopkins, Sales Trainer at Tom Hopkins International, Inc. Sales Trainer and author of many sales books including How to Master the Art of Selling. About Jairek Robbins: Jairek Robbins is an American performance coach and motivational speaker. He is the son of American life coach, self-help author, and motivational speaker Tony Robbins. Robbins started his career in 2002 with Anthony Robbins Foundation and worked there for two years. While attending the University of San Diego he spent 3 months living in a rural farming village as a volunteer teaching organic farming in Uganda through the organization Students Partnership Worldwide (now Restless Development). He was a board member for the non-profit organization "Just Like My Child" which also does education and health projects in Uganda. Jairek later became a Results Coach at Robbins Research International. From 2006-2008 he served as a representative of RRI. Years later, he can now be found traveling around the world as an in-demand keynote speaker. He founded Jairek Robbins Companies in 2010 and later started Rapid Results Retreat in 2011.

Tom Hopkins, Sales Trainer at Tom Hopkins International, Inc. Sales Trainer and author of many sales books including How to Master the Art of Selling. Author of over 19 Books including Mastering the Art of Selling Real Estate "Your income is in direct proportion to what you are saying" Tom "The key to selling is to take an amount of money and through your words get them to rationalize spending the money." Brain Tracy STEPS To Communication Success in Sales • Mirror and Match your prospect • Stall objections • Do not say NO to objections • Become and actor or actress • Study Vocabulary • Find mentors • Become a student of Selling MASTER THE ART OF OVERCOMING OBJECTIONS WITH THE 4 STEPS Check out another recent episode - Chris Voss, Author, Past FBI hostage negotiator, Georgetown University's McDonough School of Business and Marshall School of Business at University of Southern California teaching negotiation in both MBA programs. About Tom Hopkins: Tom Hopkins wasn't born to wealth and privilege. He was a mediocre student and began his work life in construction carrying steel. At the age of 19, he was married with a child on the way and trying to find a better way to support his young family. Since he wasn't afraid of meeting new people and was known to be somewhat talkative someone suggested he try selling. After looking around at the people who were dressed well and driving new cars, he decided on the field of real estate. At the time, real estate was considered an old man's profession. There weren't many women in the field and certainly no teenagers. It took Tom several tries to pass his licensing exam, but he eventually succeeded. The next hurdle was to find someone to hire him. Visiting real estate offices around town on his way home from his construction job, Tom quickly learned the negative impact of the first impressions he was making. This podcast is also brought to you by the world's largest marketplace of graphic designers. I have used them for years to create some amazing designs. When your business needs a logo, website design, business card, or anything you can imagine, check out 99Designs. http://LiveLongerSmarter.com

WORKING THE HUSBAND AND WIFE DYNAMIC AT THE HIGHEST LEVELS IN REAL ESTATE Leslie & Andy closed 185 units with 68 million volume in 2016 The Peters Company is a top producing team of real estate specialists serving the needs of sellers, buyers, and investors in the Metro Atlanta area. "Work your real estate business like its a real job." Andy "We have to always continue making ourselves uncomfortable and figuring out how we can create the next opportunity for others." The Peter's STEPS TO SUCCESS • Focus on your strengths • Hire a coach to coach both of you at the same time • Hire individual coaches • Find mentors • Find talented people • Strong communication • Be open and honest with each other • Create efficiencies This podcast is also brought to you by the world's largest marketplace of graphic designers. I have used them for years to create some amazing designs. When your business needs a logo, website design, business card, or anything you can imagine, check out 99Designs. About Andy and Leslie Peters: The Peters Company is a top producing team of real estate specialists serving the needs of sellers, buyers, and investors in the Metro Atlanta area. Built on core ideals of honesty, integrity, over servicing and over communicating, The Peters Company represents excellence in the real estate industry and is consistently one of the highest rated on consumer sites such as Kudzu.com, Yelp, and Zillow. In fact, over 85% of their business comes from repeat clients and referrals. The Peters Company is well positioned to navigate the Atlanta real estate market with you. Coupled with the best tools and technology at their disposal, this nationally recognized team has built a reputation for selling homes in the least amount of time for the most amount of money. In addition, they follow a time tested, consultative process for home buying that allows clients to find that right home without complicating things and adding undue stress. You will appreciate working with a team of professionals like The Peters Company, who always have your best interest at heart.

A Real Conversation on Challenges, Failures and Successes with Building a Real Estate Team. Elise Enriquez Touchette is Purpose & Leadership Coach. We need to set a clear vision as a leader. "When hiring someone, set the proper expectations on day one of what it really takes to be successful." David Hill STEPS TO BUILDING A SUCCESSFUL TEAM • Find Talent Who Align with your Vision • Find Someone who will treat your Business like they OWN it! • Set Proper Expectations • Look for Consistencies • Follow a Model • Communications • Hire with Track Record of Values • Take Career Visioning • Develop Leadership Skills I help leaders develop a purpose that people will rally around so that everyone can achieve their goals and dreams together. Find out more about how I can help you at http://davidihill.com This podcast is also brought to you by the world's largest marketplace of graphic designers. I have used them for years to create some amazing designs. When your business needs a logo, website design, business card, or anything you can imagine, check out 99Designs. Go to www.davidihill.com / click affiliates link for a promo

USING PROSPECTING AND BUILDING RAPPORT TO TAKE YOUR BUSINESS TO THE NEXT LEVEL Ben Pickthorn is Director of Prospecting at Five Doors Network of Keller Williams Realty Ben will make 500 dials a day with a goal of having 50 conversations and making 15 connections. Sometimes we just have to stretch outside of our comfort zone. "On every call a sale is made. Either we are selling them why they should buy, or the prospect is selling us why they can't buy" Zig Ziglar (Paraphrased) Ben's STEPS TO Prospecting Success • Build Rapport • Be Resilient • Be Consistent • Ask Great Questions • Uncover the Real Objection • Be Transparent • Be Honest with People about what you want • Practice you Scripts • Learn the Scripts so you can be a Better Listener

Brain Tracy is a Canadian-born American motivational public speaker and self-development author. He is the author of over 70 books that have been translated into dozens of languages Best Selling Author on Productivity with over 70 Books in 42 Languages "If you're goal is not written it's a wish." Brian "The power of focus is knowing exactly what you want and having a plan to achieve it." Brain Tracy • Write down 10 goals you want to achieve in the next 12 months • Select the 1 that will have the most impact • Shut your mobile devises off when focused on other things • Practice focus and concentration • Plan time with yourself • Research something before spending time or money on it MOST OF US ARE ONLY 1 SKILL AWAY FROM DOUBLING OUR INCOME Brian Tracy must read books are eat that Frog & Mater you time, Mastery your life! About Brian Tracy: Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 70 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year I'm doing AdvoCare® starting January 2nd. To join me, go to http://LiveLongerSmarter.com

ATTRACT AND DEVELOP THE BEST TALENT BUILDING AN EFFICIENT TEAM THAT CAN BE DUPLICATED KEY POINT: You're executive assistant needs to be highly self-motivated Have open ended interviews(not specific to a role) and people are more open to talking freely and you can determine what role they are a fit. "As a team owner, one of the best things you can do is spend time with your EA in the beginning." Margaret STEPS TO Massive Success with finding talent • Know your mission and vision • Look at their track record • Look for people who listen and respond well • Look for victim mentality • Ask about their strengths and weaknesses • Have open ended meetings- no specific roles Click here to receive our exclusive offer from Landvoice, our sponsor for today Top producing Real Estate agent on team expansion About Margaret Smith: EXECUTIVE ASSISTANT - PICKETT STREET PROPERTIES . September 2014 – Present (2 years 4 months) Bothell, WA . Assist Owner with personal & professional duties . Act in Owner's role when he is gone on vacation or work trips . Recruit, Screen and hire for company . Coordinate team & company events . Manage, maintain & implement new systems . Oversee all marketing for company . Manage Team Administrator & Virtual Assistant LANDVOICE: Click here to receive our exclusive offer from Landvoice, our sponsor for today

THE GREATEST NEW OPPORTUNITY IN REAL ESTATE: BUILDING AN EXPANSION BUSINESS THE RIGHT WAY Brent Dalley, CEO The Fire Group - Arlington TX Expansion teams support agents by taking away the 80% of the things that keep them out of production. Don't do duplication, do expansion. "Hyperlocal is the best way to go." Brent STEPS TO Massive Success • Find the right who • Find the right area - culture • Build it on lead generation • Build a rock solid hub • Take ESO multiple times • Take career visioning multiple times About Brent Dalley: Multi-million dollar producing real estate team 2010 Rookie of the Year Keller Wiliams Appointed to State of Texas Stroke committee (GETAC) Prev-Ambassador for Mansfield Chamber of Commerce Mansfield Kiwanis Father of the year 24 years running.. Meals on Wheels-Mansfield American Stroke Association Ambassador Member at TCAL (The Community at Lake Ridge Church

BUILDING A HIGH PRODUCTION REAL ESTATE TEAM Jim will close over 125 units with only 3 salespeople and 2 administrative people which is rare. Each team member should be able to do 40-50 units a year working 40-50 hours a week. "Have a standard and find the people who want to take it to the next level." Jim Jim's STEPS TO Massive Success • Time-block • Follow a schedule • Hire the right people • Have a standard • Set expectations • Find a mentor • Cast a vision • Watch successful people Jim is a salesperson for Keller Williams Realty Greater Worcester and has been licensed since 2004 and has represented both buyers and seller in the Central Mass. area. In New Construction, REO Properties and Short Sales, Jim has helped to guide many buyers and sellers through what can sometimes be a very difficult transaction. He also conducts training classes for Short Sales, REO and First-time Homebuyers in his Worcester office location. Jim has lived most of his life in Central MA. He is a member of the National, State and Local Board of Realtors. If you liked this episode, please share it with your friends or co-workers. Contact me here: http://davidihill.com/contact

Chris Voss, Author, Past FBI hostage negotiator, Georgetown University's McDonough School of Business and Marshall School of Business at University of Southern California teaching negotiation in both MBA programs. Black Swan Group and Top Business Negotiation Expert "Don't be afraid to say what you think to be true." Chris "The most game changing book on negotiations I have ever read." David Hill STEPS To Negotiation Success • Use empathy • Mirror (repeat last 2-3 words) • Summarize what the other person says • Label • Use open ended questions • Get the other party to say "NO" Check out Chris's website and sign up for his blog TO SIGN UP FOR THE NEGOTIATIONS NEWSLETTER TEXT: " Thatsright " to 22828 ____________________________________________ About Chris Voss: Christopher Voss is an Adjunct Professor at Georgetown University's McDonough School of Business and Marshall School of Business at University of Southern California teaching negotiation in both MBA programs. He is a past Instructor of International Business Negotiation at Harvard University and a retired Federal Bureau of Investigation special agent who was the FBI's lead international kidnapping negotiator from 2003 to 2007. Voss spent 24 years in the FBI; after retiring, he founded a negotiation consulting firm, the Black Swan Group. Voss was assigned to the FBI Crisis Negotiation Unit (CNU) from 2000 to 2007. He worked cases which included the Jill Carroll case in Iraq, the Steve Centanni case in the Gaza Strip, the Burnham-Sobero Abu Sayyaf case in the Philippines, and the Gonsalves-Howes-Stansell kidnapping in Colombia which culminated in the July 2008 rescue by Colombian forces. While assigned to the CNU, Voss was also the FBI hostage negotiation subject-matter expert for the Hostage Working Group of the National Security Council and the U.S. hostage negotiation subject-matter expert representative to the G8. He was also one of the lead CNU instructors in the FBI's National Crisis Negotiation Course.

Jessica added over 100 people to her downline by having 1 appointment a week. Jessica Starr, CEO and Realtor at Starr Realty Group, Keller Williams Helping people change their lives through profit share "If you do the right things through people the money will come." Jess STEPS TO Massive Success: • Being Purposeful • Time-block your meetings with talent • Come from contribution • Simply share your story • Be kind • Be present About Jessica Starr: Jessica Starr has extensive experience with short sales, foreclosed properties, condos, distress situations and high end homes. Her award winning marketing plan will get results. Whether you are looking to buy or sell a home in or around Connecticut and Massachusetts, Jessica Starr can help you make the move both fun and easy. She was Prudential CT Realty Simsbury's number 1 agent in the total number of homes sold in 2009, #2 team for total homes sold in Simsbury in 2011 and currently within the top 1 percent of all agents in Hartford County. Her team, Starr Realty Group, is also Simsbury's #1 real estate team of the year! Starr Realty group was recently rated among the top 7 percent of real estate professionals nation-wide as a FIVE STAR real estate professional for 2013.

How to build a massive online presence with social media, with Tony Giordano, Giordano Industries, Keller Williams Realty, Inc. "Before you post on social media close your eyes and picture your friends in a room with you, then post what you would say in person." – Tony G SIMPLE SOCIAL MEDIA STEPS Engage other peoples posts Filter your contact list Wish people a Happy Birthday Create 60 second lifestyle videos Use hashtags – Use surrounding community Use YouTube & Google+ People are searching for the cities you sell real estate in, they are not searching for realtors. Master advanced twitter with hashtags. "The biggest mistake agents make is learning social media from techies. You must learn to talk language of sales." Tony G Tony's book: The Social Agent THE SOCIAL MEDIA FAB FIVE – PLUS (and how to connect with Tony) Facebook Twitter LinkedIn Google+ Youtube Instagram and his global website, http://giordano.global

Owner of one of the largest Real Estate Companies in New England- Closing over 3000 transactions a year. Stacey has interviewed more than 250 celebrities, athletes, CEOs "If your dreams do not scare you they are not big enough." Stacey STEPS To Success • Have a vision board • Create massive goals so even if you fall short you are far • Time block • Read Daily • Affirmations • Manifestations Sponsored by: http://directmortgageloans.com 888.604.2525 "We all have the power to manifest whatever we want." Stacy Alcorn About Stacey Alcorn: Entrepreneur, Author, Business Owner, Attorney, Blogger, and Mom….Stacey Alcorn's keynotes, blogs, and radio show continue to offer a compelling message about defining and achieving your dreams. Her message is one of building upon everyday small successes as a catalyst to reaching greater accomplishments. To bolster triumphs even further, she shares a message of tuning out naysayers, focusing on constructive energy, and every individual's fundamental ability to mentor others to greatness. Stacey blogs regularly on her own site http://StaceyAlcorn.com and writes regularly for The Huffington Post. She also hosts The Road Map to Wealth Radio show across the country on WBZ once a month on Saturday nights.

How to build, sell and leverage a massively successful real estate business. Pat Hiban, Author of "6 Steps to 7 Figures", podcast host and entrepreneur Focusing on horizontal lines, instead of vertical income and when things get tough use exercise. "Real Estate may be simple, but it's not easy." Pat Hiban 6 STEPS to 7 Figures: Goal setting Tracking numbers Mentors and masterminds Act Build Invest Pat is a 28 year real estate veteran. He went from selling 13 homes his 1st year to doing 5.2 million in GCI. Podcast: Pat Hiban Interviews Real Estate Rockstars Pat's Book: 6 Steps to 7 Figures Pat's Training - RebusUniversity.com ($100 off when you use promo code "rockstar100") "Be a good saver and invest wisely." Pat

Mindset and Building Brand Awareness, with Don Hobbs - Co-founder of MAPS Business Training Trainer The One Thing Book - Focusing on the things that really matter Don made his start in the personal development business working with Tony Robbins and Jim Rohn "People do business with people they know, like and trust...and remember." Don Hobbs STEPS TO Effectiveness Leadership Principles Massive Vision Time Management How do you stand out? Who are your key relationships Focus on 1 thing at a time "Be around the people you want to BE." Don

Find empire builders who are looking to take territory! - Kristan Cole, Team Owner and VP Mega Agent Expansion Expansion can be the quickest way to 100 million! "Make sure expansion is a good business decision" @KristanCole STEPS TO Effective Expansion Lead Generation Massive Vision Profitability in current location Find people tied to the expansion market - The WHO! Pay attention to the things everyone else is ignoring Expand locally 1st "The ESO Class will make you a better business person regardless whether you expand" @KristanCole Watch Kristan Cole's Interview with Gary Keller: https://youtu.be/ORAs1-rvvUU

Confidence is a choice and it starts by knowing who you are. "We only have control of ourselves and the present moment." Trish Blackwell STEPS TO Confidence and Authenticity: • Learn how to be well in your skin • Mind training makes the difference • Be authentic in your relationships • Keep a gratitude journal • Compliment 15 people daily • Be grateful Listen to the Confidence On the Go Podcast Check out Trish's new book, Insecurity DETOX "Nobody wants to be sold, but everybody wants to buy." Trish

Successful people know how to anticipate whats coming and get in the middle of it - Dianna Kokoszka, CEO of KW MAPS Coaching "If you don't like you're life, make up a new story." Dianna K STEPS TO Massive Success • Anticipate • THE 10/80/10 rule • Take ownership for everything that happens in your life • Change your story • Be careful who you get advise from • Don't become addicted to you're thoughts

Nate will personally close 60-70 buyer sides in 2016 using the simple strategies below. Learn how to have a hard conversations with your clients up front so that you can have a hard conversation when the right property shows up. I ask 50 questions so that we do not have to look at 50 homes. "I will give anyone the time to see one home as long as they answer the questions the right way." Nate STEPS TO Massive Success Follow up in 1st 15 min Be like a friend but be a professional first Giving people lots of information Having access to properties that are not on the MLS Master follow up

How to double a business year over year (see Todd's numbers) • 2013 - 5 million closed • 2014 - 8 million closed • 2015 - 17 million closed • 2016 - tracking for 30 million closed "Think of prospecting as a game, a way to work on your craft" - Todd STEPS TO Massive Success • Being Consistent • Make calls daily 2-3 hours • Make prospecting a game • 10,000 hours to master your craft • Master follow up LISTEN to Todd's Outstanding Role Play!! You can sit in your office all day and make calls but at some point you just have to get out and get in front of people. Belly to belly!

Wendy leads real estate teams in Austin and St. Louis. A community activist and philanthropist, her secret lies in hiring Austin's most talented people. In only 6 years Wendy went from a stay at home mom to building and owning a team of 11 talented people who are on track to close 70 million in 2016! Secret sauce is to hire the most talented people "The hardest part of growth is being a great leader." Wendy STEPS TO Massive Success • Hire the most talented • Hire talent fast • Cross train team members • Cast a vision • Show opportunities EXPANSION TEAM Misconceptions Failing forward!! Do not start another location until you get the 1st one right

Shon Kokoszka, President of MAPS Business Coaching, Maps Coach & One Thing Certification Trainer Time Blocking – Do 1 hour or 8 hours a day. Just be consistent Geometric Progression – Knocking over the 1st Domino "Where you are today has no barring on where you can be 3 months down the road with taking the appropriate actions." Shon K STEPS TO Massive Success Time Block Daily Use the tools like GPS, 411 Use the Focusing Question Find accountability Identify your Purpose READ The One Thing

Elise Touchette, Leadership and Teams Coach, discussion on helping leaders uncover their purpose and getting team members to work together towards achievement of goals. We must be clear in order to attach talent! Helping Leaders & Teams Uncover their Potential! Coaching to Simon Sinek's Golden Circle SIMON's TED TALK We all talk about what we do but rarely if ever talk about why we do it. STEPS TO Massive Success • Attract people who believe what you believe - WHY • Be clear on what you believe and why you believe it. • Uncover what frustrates me most, what drives you crazy and fix that. • Look at patterns in your both wins and losses in your life. "Comfort is not your friend." Elise Touchette

Chad Hyams discusses what it takes to achieve massive results in life and business. NO Fluff, Cut to the chase training!! Helping People Unlock their Potential! "Let's get to the point, call it what it is and solve the challenge and move on." "If it doesn't make you cry, it's not a big enough why." Chad Hyams STEPS TO Massive Potential • Figure our you're purpose - WHY • Break through your limitations by taking 1 more step • Accountability partners • Get a coach • Read The One Thing Book Monthly

ONE MORE SALE - PATH TO MASTERY PODCAST BONUS LIVE PRE-QUAL CALL! Jeff Glover, owner of the Top Producing Jeff Glover and Associates team discusses how they will close over 1000 sides in 2016. Jeff's Personal Production 2016 - 180-200 units Team Production 2016 - 800-1000 units Building a business by being efficient and focusing on our strengths "Don't try and be everything to everyone. Don't chase the next big thing. Pick 1 thing and do it really well, and do it over and over again, teach others how to do it and do it for a long time, and the dividends will pay off." - Jeff Glover LISTEN TO THE AWESOME LIVE PREQUAL CALL!!! (Full of AHAs!!!!) Jeff Brilliantly handles why both parties should be present at the listing appointment. STEPS TO Massive Success • Figure out what are your strengths and weaknesses • Turn over all the things that are not within your strength zone • Know your material so well that you can be efficient • Get in-front of 1 or 2 people daily • Work on leadership and business development

Bob Lucido, Keller Williams Realty #1 Producing Team 135 Millions Volume for 2015, discusses what it takes to build a powerful team and business. 1200 Units Closed 2015 – 1600 Units Goal for 2016 Simply being proactive and communication is key to success "We must create a culture where team members and customers will never want to leave us." Bob Lucido STEPS TO Massive Success • Read books MREA & The One Thing • Coaching • Mentor-ship • Masterminding • Being proactive For more on Bob Lucido, visit http://maryland.boblucidoworldwide.com

Antoinette Perez, 13yr Keller Williams Realty Master Faculty, trainer and teacher discussing Culture and Vision in the business environment. The leader's standards and expectations determine the culture of the organization! "As a leader we must model the behavior we expect!" Antoinette Perez Culture is the unspoken way we behave. The code of conduct in our business. STEPS TO CREATE CULTURE • Read books on culture • Identify who you are • What do you want your company/team to represent • Understand vision and mission • Hire a design brief We design the next phase of growth for our bigger vision Culture is here and now, the vision is far out!

Adam is the OP of KW Vermont, and currently launching 4 market centers in Maryland/DC region. Over 5 years ago KW Vermont was launched and is the only KW in the state and is now the #1 real estate company in Vermont. Adam started what we now call Expansion, 4 years ago. Hergenrother Realty Group is one of the original expansion companies. Last year they closed over just under $135 Million in volume. Leadership is key to Attracting Talent! "Your mindset needs to be that leverage is an opportunity to grow other peoples worlds!" - Adam Hergenrother The More you impact people the more people want to be around you. To Bring People in your Organization they must… Be driven Not be afraid fail Align with your standards Align with your vision Align with your values Become the person other people want to follow. ALWAYS BE LEAD GENERATING FOR TALENT SO YOU HAVE A BENCH

Effectively using the phone to connect with Prospects! David discusses how to use the phone to more effectively connect with different generations and behavioral patterns! Create a real 2 way dialogue with people that typically does not happen with text, email and indirect marketing. You can also deal with objections and answer questions. Call Reluctance is a mindset issue and mindset is #1 in all areas of life! THE 5 MAJOR TYPES OF CALL RELUCTANCE Fear of rejection Over-Analysis Lack of Role Acceptance Not knowing what to say Fear of Success How to deal with CALL RELUCTANCE Become better with rejection by having fun Building your mindset Understanding your WHY Knowing your numbers Keeping your vision board in front of you PLAYING TO WIN is only working with the most motivated and the prospects with the highest probability of closing business. 70% of sales comes from follow up. This is true in almost every industry!! The key to follow up is to have systems in place. www.xfbootcamp.com - next dates fall 2016 - email me if interested LEARNING TO BE PRESENT WITH PEOPLE is the key to success in sales and in life!

FOCUS & Commitment Chris shares how being focused on lead generation with zero distractions is a key to his success. The difference between 90% and 100% commitment is massive when it comes to results. Showing up on time Removing distractions during lead generation Being on the phones at 8am How to deal with CALL RELUCTANCE Being ok with rejection Having fun Building your mindset Knowing your numbers Keeping your vision board in front of you NUMBERS – If I am talking with 100 people a day and not setting appointments I have a conversion problem. Once I realized I had a conversion problem I started practicing scripts my numbers became better. ACCOUNTABILITY – Holds the individual to a standard Chris describes how he set a goal to become rookie of the year and did it step by step 30 under 30 is next!!

AFFIRMATIONS OF WEALTH authormy personal mentor and 1st businesscoach John Alexandrov, talks about using affirmations toachieve the highest outcomes. DIFFERENT TYPES OF AFFIRMATIONS Verbal Written Physical Physical affirmations are powerful because without action therecan be no results. John points out the in the word attraction youwill find the word action. All beliefs are formed at the core ofthe mind and if we take consistent action over time we can achieveour goals. "We have to really believe the thing we want ispossible, then it can become probable." – JohnAlexandrov CALL RELUCTANCE – There are12 different types (wediscuss) Fear or phobia Identity Crisis Subconscious beliefs MINDSET – John discuss many tools tohelp over come reluctance, including being prepared by doing somehomework before the call, also being prepared by knowing what tosay. "Just be genuine and authentic in everything youdo. It's somewhat rare these days and when peoplefeel that we are, they are attracted to us?" JohnAlexandrov STAY TRUE TO YOUR GOALS AND DO NOT FOCUS ON WHAT OTHERSARE DOING! Email John at [email protected] and he will send you freea copy of Affirmations of Wealth SIGN UP FOR WEEKLY PODCAST for more inspiring ideas and sales strategies About John Alexandrov FULL BIO John Alexandrov has a background and expertise unlike anyone elsein the financial services, real estate, and business coachinggenres. The well-known author of the best-selling Affirmations of Wealth, as well as Your Spiritual GoldMind and The Money Chi, John has created a wave of financialmomentum and wealth in the lives of hundreds of thousands ofpeople worldwide. He is a graduate of Trinity College, wherehe majored in Economics, and The New England School of Law inBoston, MA. As the Senior Partner of a law firm he started atage 25, John personally represented clients and businessesthat conducted billions of dollars of real estateand commercial transactions. As an Executive Coach, John has guided countless real estateagents, lenders, financial services professionals, businessowners, and entrepreneurs through the start-up, development, and growth of their businesses. John wasalso the first licensed commercial real estate appraiser inthe Commonwealth of Massachusetts and was a Broker/Owner for many years. In addition tomaintaining a thriving coaching practice and acting asIndependent General Counsel to several businesses, John is anentrepreneur at heart. His keen insight on success andmotivational tactics have been developed over 30 yearsof owning multiple businesses while simultaneously coachingsome of the most successful people in the United States.

HOW TO BE AN EFFECTIVE ENTREPRENEUR Amy is a entrepreneur who runs multiple businesses, hosts a monthly TV show featuring innovators, consults with city leaders and won the 2008 40 under 40. Amy shares how to stay focused with so many things going on. The misconception was that in order to be successful you have to do everything WHAT IT MEANS TO BE AN INFORPRENEUR A special conversation where we discuss Landmark Education NOT MAKING PEOPLE WRONG (we get to be ourselves and let others be themselves) BEING Present(listening and being authentic) THE GIFT OF REFLECTION - Slow down so you can really reflect on wether your really live the life you said you want to live. "Life is so precious you may be here today, and gone tomorrow. Tomorrow is not guaranteed" Amy Mosher

HOW TO BUILD A REFERRAL BASED BUSINESS As a 3rd year agent Michael generated over 300 referrals producing over 40 million in volume with 187 closed units. Today Michael Generates over 500 Referrals a year! The misconception was that in order to be successful in real estate you had to either, cold call, door knock or send emails. MICHAEL WENT DOWN THE RELATIONSHIP PATH Michael's 1, 2 PUNCH IS THE FUTURE OF REAL ESTATE In-Bound Marketing (activities that attract visitors to you) Referrals(following up through relationships) MINDSET - We have to be willing to do whatever it takes no matter what! "This is a simple process of following the successful people and doing what they do." Michael Maher INSTEAD OF ASKING FOR REFERRALS, WE LEARN TO HAVE A REFERRAL CONVERSATION. Check out the live role play!

HOW TO CREATE A BIGGER WORLD when we all only have 24 hours in a DAY! - Leverage though talent is the key to having a big life and it starts by following a proven model for hiring. THE THREE STEPS TO SUCCESS WITH OTHERS (Seth breaks it down for us into 3 simple steps) SALES SKILLS(Lead Generation for Talent) HIRING SKILLS(Follow a System) LEADERSHIP SKILLS(Study & Practice, start the 10,000 hours) MINDSET Seth discuss's how we let the little voice in our heads will determine our outcomes and results if we do not have awareness. "I am always looking for talent, always, always, always, to me it's just like breathing!" Seth Campbell MODELS, SYSTEMS & TOOLS - Seth is listening for language, behavior, track record, how they think, do they have victim behavior or do they take responsibility. I do not continue the process because I like the person, they have to earn the right to keep going forward. "Leading myself is the 1st step to everything with leadership!" Seth Campbell SIGN UP FOR WEEKLY PODCAST

WHY CONSISTENT LEAD GENERATION IS THE MOST IMPORTANT THING - Listing to this podcast now is the solution to a massive business CLOSE 100 MILLION BY BREAKING IT DOWN TO 5 CONTACTS A DAY Tim realized that in order to build a huge business he simply had to put 5 people in his database. He figured out his daily numbers which lead to his weekly numbers which lead to his monthly numbers to annual numbers then 5 year goals and so on. Simply focusing on your numbers today! MINDSET Tim shares his frustrations of showing up daily and feeling like a telemarketer and not getting results. MENTOR-SHIP & COACHING Tim was clear on what he wanted and found the right people to hold him accountable and being consistent. SIGN UP FOR WEEKLY PODCAST

How to figure our your ONE THING! Great success comes from committing to one thing over time! When you commit to one thing, other opportunities tend to show up. How to stay focused no matter what life throws at you! Remind ourselves why what we are doing is important to us. Saying NO to things that do not fall in line with our goals. THE FOCUSING QUESTION What is the ONE THING I can do such that by doing it, everything else will become easier or unnecessary! Get your copy of The Sales Playbook at www.thesalesplaybook.net

Jairek Robbins interviews David I Hill, 28 year phone veteran with over 30,000 hours of phone prospecting to discuss mastering the art of the phone and dealing with rejection. 3 STEPS TO PHONE PROSPECTING MINDSET - Get it right before you start calling!!! SCRIPTS - Learn your scrips so you can feel confident because you know what to say BE PRESENT - Be present with your prospect or client so that you can understand their wants and needs by listing, asking the right questions and coming from contribution. Pick up a copy of David's book of sales strategies, The Sales Playbook, at http://thesalesplaybook.net

Leadership Expert and Author of 8 Bestselling Books, Justin Sachs. One More Sale Path to Mastery Justin Sachs is a highly- acclaimed business and marketing expert who has educated and inspired over eleven million people worldwide on how to more powerfully connect with their target market, reach their prospects, create marketing systems, and increase their customer and brand loyalty. Having been acknowledged by US Presidents, Congressmen, and World-Renowned Business Leaders, Justin's strategic consulting is called on by some of the world's leading corporations and brands. "Through your service to others, you demonstrate the outstanding character of America and help strengthen our country." -Hon. George W. Bush, 43rd President of the United States of America "Your efforts will leave a lasting impression on countless individuals, and I thank you for your hard work." – Hon. Arnold Schwarzenegger, California State Governor He has been featured in hundreds of media outlets throughout the world including CBS Radio, MSNBC, CNBC, Fox News, ABC and Yahoo Finance. Justin's industry leading publishing company, Motivational Press was recognized in 2014 on the INC 500 list as one of the fastest growing companies and the 4th fastest growing media company in the world. Motivational Press has published some of the world's leading experts on business, personal-development, and health & wellness including Brian Tracy, Jack Canfield, Tony Alessandra, Barry Moltz and more. His media relations company, Expert Media Relations has secured his clients media appearances across every major media outlet including CNN, FOX, NBC, CBS, Oprah, Good Morning America, and more. "Thank you for your inspiring commitment to serving your community. Contributions like yours make our communities and our entire nation stronger." -Arthur Ryan, Chariman and CEO of Prudential Financial Sachs, a philanthropist from the start, has won many awards and accolades for serving his community including the Prudential Spirit of Community Award, and Distinguished Recognition from the California Department of Education. He has been honored to partner with organizations like Kiva, Hugh O'Brian Youth Leadership Foundation, and The Illumination Foundation. "I am pleased to recognize Justin Sachs for his dedication… Your outstanding leadership is commendable." –Hon. Gavin Newsom, Lt. Governor of California and Fmr. Mayor of San Francisco, California Justin's books and DVDs have been read by hundreds of thousands worldwide. Justin's Books: Skyrocket: Your Sales, Your Business, Your Life – 2014 Justin has had 8 best-selling books: Customer Loyalty—2013 — International Best-Seller — Over 20,000 copies sold Customer Loyalty provides the world's leading tools, strategies, and principles from the world's leading strategic business professionals. These are the systems and practices real world entrepreneurs and business leaders are using every day in their businesses to increase their customer loyalty and the overall lifetime value of their customers. Ultimate Marketing Mastery -2013 Master the tools strategies and principles provided by some of the worlds leading authorities on Marketing, Public Relations, Social Media and more. These are the tools and strategies that have been executed by small businesses and Fortune 500 companies to produce significant revenue. How to Publish Your Book – 2013 — International Best-Seller — Over 10,000 copies sold How to Publish Your Book gives you the tools, strategies and systems you need to master and implement in order to successfully enter the book industry. Best-selling author and publisher, Justin Sachs, shares his insider secrets having published over 250 products and consulted with world-renowned personal development authority, Anthony Robbins, and co-author of Chicken Soup for the Soul Series, Mark Victor Hansen. This book is a must-read for anyone looking to release a book. One-Minute Team Building – 2011 — International Best-Seller — Over 17,500 copies sold One-Minute Team Building features excerpts written by the foremost experts in corporate, non-profit, and community team building. It includes simple tools, strategies, and principles leaders can use to most effectively build their teams to improve productivity, maximize results and enhance overall success. The systems provided to you in One-Minute Team building provide you everything you need to know to build your teams with the social proof and real-world examples of its implementation so you have a one-stop-shop for peak performance team development. It is a must read for anyone looking to empower, unite, and motivate the members of their team Ultimate Business Mastery – 2011– International Best-Seller — Over 27,300 copies sold Ultimate Business Mastery gives entrepreneurs and business owners the tools and strategies they need to Maximize Your Productivity, Increase Your Revenue, and Achieve Your Highest Level of Influence. Power of Philanthropy – 2010 — International Best-

Les McGehee is an author, speaker, and coach who has presented thousands of events across the U.S. and internationally. He is the author of the book Plays Well With Others, and the co-creator of much of the original ONE Thing training materials. Gary Keller and Jay Papasan's revolutionary book, The ONE Thing, had a profound affect on Les' life, giving Les the most powerful tools yet for teaching leaders the power of focus, choice, habit, and accountability. He became the first certified ONE Thing trainer and is now the ONE Thing Certification Director leading a team of 34 international trainers. Les and the Keller team were named the #1 training organization in the world among all industries by Training Magazine (2015). They held the #2 position in that rating the previous year. The ONE Thing is a phenomenally successful Business book, having been #1 on the Best Seller lists of Amazon, Wall St Journal, NY Times, 200 other best seller lists, and remains the highest rated business book on Amazon. It is currently printed in 24 languages and is only in its third year. Les has trained very many corporations such as At&T, Pepsico, and PriceWaterhouseCoopers, he's also helped agencies like U.S.D.A. and the U.S. Department of Veteran Affairs. Les delivered many presentations to top business schools like Acton School of Business, NYU Stern School, The University of Texas McComb's School, and presented 6 years in a row at The Consortium for Graduate Study in Management. Les owns businesses and has a career in entertainment where he won the National Championship of Improvisation, created a television series, did two tours for the troops overseas, and won national acclaim as a journalist. He lives with his family in Austin, Texas.

Overview of Worcester Healthy Homes Program The Worcester Healthy Homes Program is the city based initiative to promote health and energy based housing development, renovation and repair to both owner occupied and investor owned properties. The city currently ranks as the 5th oldest housing stock in the country and has an estimated $1,000,000,000 in deferred maintenance issues (major systems-roof, heating, plumbing, code). Unlike the Metro Boston area which has seen extensive renovations and updates of properties to current building codes to the majority of its housing stock due to demand, a large majority of Worcester property owners have taken a band-aid approach to maintenance and renovations which has led to an uptick in housing related health issues including lead poisoned children, pediatric asthma (10 schools have 25% of students missing over 20 days/year with asthma related issues), elder falls and pest related health +issues. The City currently has a $3,700,000 in HUD Lead and Healthy Homes funding and as well a $6,000,000 Prevention and Wellness Trust Fund supporting this program. The goal of Healthy Homes Program is to help owners through both funding and technical guidance better manage capital investment in their properties which will have a fivefold effect- 1. Decrease turnover rates of units due to unhappy/unhealthy tenants 2. Increase health of tenants which decreases public expenditures in public healthcare, schools and inspectional services . 3. Stabilize the neighborhood values of properties (currently in many neighborhoods, capital investment in property has little effect on property value) 4. Decrease the overall housing cost burden of tenants (rent + utilities + housing related health care costs) 5. Promote Worcester as an attractive affordable live/work city