Podcast appearances and mentions of oren klaff

Most salespeople focus on explaining why a customer should buy, but the true masters know it's about getting the buyer to say it themselves. This episode unlocks the power of the question “But why though?”—a simple yet game-changing technique that shifts control of the conversation and gets homeowners to vocalize their own reasons for moving forward.We'll cover how to eliminate sales resistance, why buyer psychology is more important than your pitch, and how to use strategic questioning to turn objections into confirmations. If you've ever struggled with customers stalling or saying “I need to think about it,” this is the episode that will change the game.What You'll Learn in This Episode:

In this episode, Steve Fretzin and Scott Love discuss:The value of finding a specialized niche in legal recruitingStrategies for building resilience in a challenging fieldTechniques for effectively positioning oneself as a trusted expertThe importance of focusing efforts to maximize productivity and impact Key Takeaways:Focusing exclusively on corporate, finance, and private equity law clients allowed Scott to build deeper client relationships and better anticipate client needs.Analyzing hiring and attrition data from law firms helps identify ideal clients whose needs align well with a specialized niche, enhancing recruitment effectiveness.Narrowing service to a limited number of retained clients at a time can improve service outcomes by allowing more dedicated and strategic client development.Success in niche recruiting relies on building a brand distinct from competitors, using thought leadership, targeted marketing, and leveraging unique personal strengths to attract high-value clients. "If you're dealing with sophisticated people, you really need to find not just uniqueness but distinction. And if you don't have it, you can build it through thought leadership." —  Scott Love Join Steve on November 15th for an exclusive 60-minute session focused on actionable strategies for business growth. Register now—seats are limited to the first 20 attorneys! Sign up here: https://www.fretzin.com/blog/category/events/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff: https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854 About Scott Love: Scott Love is the founder of The Attorney Search Group, a legal recruiting firm. His practice focuses on partner transitions and law firm mergers, with specialized expertise in recruiting for global law firms in the areas of corporate, finance, private equity, and related practices. Connect with Scott Love:  Website: https://attorneysearchgroup.com/Show: The Rainmaking Podcast: https://podcasts.apple.com/us/podcast/the-rainmaking-podcast/id318840415LinkedIn: https://www.linkedin.com/in/scotttlove/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

If you're a small business owner trying to close deals, capture attention, or stand out in a crowded market, Pitch Anything is packed with dynamite! This book isn't your typical sales spiel—it's about positioning yourself, creating tension, and taking control. We've broken down his book into six areas specifically for small business owners. Ready to pitch like a pro? Let's dive in.  

Want to Start or Grow a Successful Business? Schedule a FREE 13-Point Assessment with Clay Clark Today At: www.ThrivetimeShow.com   Join Tim Tebow, LIVE and in-person at Clay Clark's December 5th & 6th 2024 Thrivetime Show  Business Workshop!!! Learn Branding, Marketing, SEO, Sales, Workflow Design, Accounting & More. **Request Tickets & See Testimonials At: www.ThrivetimeShow.com  **Request Tickets Via Text At (918) 851-0102   See the Thousands of Success Stories and Millionaires That Clay Clark Has Helped to Produce HERE: https://www.thrivetimeshow.com/testimonials/ Download A Millionaire's Guide to Become Sustainably Rich: A Step-by-Step Guide to Become a Successful Money-Generating and Time-Freedom Creating Business HERE: www.ThrivetimeShow.com/Millionaire   See Thousands of Case Studies Today HERE: www.thrivetimeshow.com/does-it-work/  

In this episode of Life With Mikey, Mikey Taylor and Michael Michalov are joined by Oren Klaff, author of Pitch Anything, to uncover the secrets of powerful pitching and high-stakes deal-making. Oren shares his journey from frustration to mastery in capital markets, revealing bold strategies like his 'lose my number' tactic and the importance of setting boundaries early. The conversation covers how beginners can overcome neediness in fundraising, why framing is critical to becoming an insider, and how market shifts create rare investment opportunities. Packed with actionable insights, this episode is a must-listen for anyone looking to elevate their deal-making game.

Pitching vs Selling. They sound like the same thing right? But they are absolutely totally different. Listen to this podcast as John Sharer the amazing insights he learned by being mentored by Oren Klaff.

Croc Brain - the crocodile brain. The center part of your brain that everyone has an all information must pass through this area first. Listen to John explains how he has been coached by Oren Klaff to activate this part of the brain.

As business owners, we often feel imposter syndrome or worry about our status. Have you ever wanted to elevate your image and be more relevant? In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Michael Sartain, CEO of Men of Action Mentoring to talk about how to make high-status friends and attend VIP events. You'll Learn [03:27] How to Utilize Networking [19:03] Becoming High-Status Using Social Media [26:54] How to be Relevant [38:58] Social Media is Fake [53:21] Authenticity vs Effective Content Tweetables “You need to be the person who always solves problems for other people and ask for nothing in return.” “You're building a brand. Status is status.” “A lot of our beliefs that we're holding on to that are holding us back.” “You make millions of dollars from solving other people's problems, not by doing what you love.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Michael: Your ability to grow is based on your perceived status, your perceived trustworthiness, your perceived know how. Not your actual know how.  [00:00:11] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing a business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:30] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. [00:01:10] Now let's get into the show.  [00:01:13] So I have an awesome guest today. I actually joined his program just for kicks. This is Michael Sartain. Michael, welcome to the DoorGrow show.  [00:01:22] Michael: Hey, what's going on, man? Hey, I gotta be honest with you. Two years ago, I didn't know what doors meant and then I started hanging out with Justin Waller and he's like, "yeah, man, I have 300 doors." [00:01:29] I was like, "bro, what are you talking about?" [00:01:31] And then he's like, now he's got 400 doors. And I was like, "oh, it's like all these different properties." And then my buddy Myron he's got 17 homes that he owns up in Connecticut. He told me about, and I didn't understand how this whole thing worked. And then the property management side of it, like "my company, we're like, we're buying properties because we want to use the depreciation. And we need someone to keep, you know, these places rented, blah, blah, blah." And then the property management, I don't know that much about it. So that's why I was really excited to come on here and check this out.  [00:01:57] Jason: Cool. Well, yeah. And I didn't know very much about like maintaining a presence. [00:02:03] Looking cool, like actually looking cool on social media instead of just trying to look cool. And and so I've learned some good things by being in your program. So let's get into a little bit of background about you for those that are like, who's this Michael guy? And maybe how you kind of got into entrepreneurism and I think that'd be relevant to anybody listening. [00:02:25] Michael: So I'm originally from East Dallas. I grew up on the good side of the tracks and went to high school on the bad side of the tracks. And graduated from my high school, barely like did anything. It was not a very good experience. And I got into UT Austin because I was in top 10 percent of my class. [00:02:39] Went there four years, studied astronomy and business and then got out of there. And then I ended up managing a nightclub for a while, for a couple of years because MCI Worldcom and Enron had gone out of business. So if you know, UT Austin, Enron was like a huge supply of jobs once you graduated you know, as a Longhorn. [00:02:56] Once they go out of business, none of us can find jobs. I ended up working at a strip club for like several years as a DJ. And this is the first point in my life where I'm like, "okay, there's something going on here. There's things that I've been taught growing up, but there's something different now." Of course, I want to preface this. [00:03:10] By no means am I saying that people who go to a strip club or people who work in a strip club are indicative of the median of society. They clearly aren't, clearly are not. What I am saying though is that you can see the extremes in society when you go to places like that and from those extremes, you can see overt reactions. [00:03:27] One of the things that I do in my course is I teach how people can network, get invited where the cool kids sit like that phenomenon of where the cool guys are and the not cool guys, the hot club versus the not club that the club people don't want to go to, or the party everyone's trying to get into. [00:03:42] What is it that causes that phenomenon of popularity and status? There has to be something that can explain it. And so what I've been trying to do for the last 15 years is use evolutionary studies in order to figure out a way in order to do that. And so a lot of times when you do that, you know, you can see subcommunication between a man and a woman and you don't really know what's going on. [00:04:02] They have the internal focus of what's going on, but when you see it in like a nightclub or a festival or someplace like that, you see very overt communication. And from that, you can learn a lot of cool stuff. It's like watching, you know, crows you know, pick at a carcass versus watching a giant white tiger go kill a gazelle. [00:04:18] Like that is overt examples of predation that you can see and be like, okay, this is how biology works. This is how natural selection works, et cetera. And I know for your audience, you're like, "where the fuck's he going with all this?" Yeah. The reason why, just to explain. I got fascinated. I did seven years in the military after 9 -11. [00:04:33] I joined and I flew a KC 135 as an instructor navigator. And then I was I did counterintelligence for about the last two years I was there. And then, so, in that time period, I learned how a very structured business could work and like how accountability works. Accountability and leadership, I learned very much during that time period. [00:04:49] But at that same time period, I was also going out a lot and I was like very interested to me in like, what is it that caused certain men to be phenomenally good with women and get a lot of people to show up to an event and then what caused other men to just not get it. And I always, I also noticed that there was a very small group of men that got it. [00:05:05] And then a very large group of men that didn't understand this concept whatsoever. So I became fascinated with that idea of 2011. I ended up retiring from the military and I ended up moving to Las Vegas and this is the first time when I started going out to some of these nightclubs and these venues here in Las Vegas. [00:05:19] And I meet a lot of real estate agents. I meet a lot of accountants. I meet plastic surgeons, doctors. And it was very clear to me like that some of them got it and some of them didn't get it. I threw a real estate event recently where we took a blue heron home. And then we had a charity event for animals. [00:05:33] And while we're there, I invited every single female influencer in the city to show up. Well, these, some of these girls were interested in getting into real estate, but I just want you to imagine it was just like a regular real estate event that you have, except you're doing it for animal rescue. [00:05:47] So now all these people who are in real estate, mortgage brokers, et cetera, property managers like yourself, they would show up to this beautiful three story house. It was catered. It was beautiful. And then every pretty girl in the city in Las Vegas who wasn't working that night showed up to this thing. [00:06:01] So now you're drinking champagne. There's three times as many girls as guys. Some of you guys are listening to this and you're like, "okay, now I understand. I'm starting to understand what he does." You're able to create these incredible environments and in doing so, just imagine, everyone... I try to teach networking through events. [00:06:17] That's basically how I try to teach networking through small events at your house or large events, you know, like a CES conference. I try to teach networking through those mechanisms. And then I try to show how evolution created humans throughout history. Dr. David Buss writes in his book the evolution of desire throughout history. [00:06:34] The men who have worked in groups and in tandem with one another always had access to more resources and always had access to more women. And so that's the reason why, you know, I teach these concepts. And so what happens is that blue Heron thing that we did, the guy who ran it, he's at the forefront and he goes, "I want to just thank you guys for coming out here and helping me, blah, blah, blah." [00:06:52] He had endeared so much goodwill with every mortgage broker, real estate agent. It was really crazy. All these other real estate agents wanted to train under him. People started sending him business. His business blew up. Another example I give, that's Jeremy Green's name. I have another example of my buddy, Mark Pearlberg, who's one of those also in my program. [00:07:09] Mark is an accountant. Mark started to see the way that I would use zoom calls and on the zoom calls, Mark would go on and show. How he understood accounting backwards and forwards better than everyone else who was listening, he showed himself to be a subject matter expert in the zoom calls. He was hosting in doing so, just imagine Jason, like, you know, I don't believe accounting is your specialty, but if you listen to accountant at first, it's interesting, but after like an hour and a half, you get to the realization, like, "this is interesting, but I don't want to do this." [00:07:37] And then at about the two hour mark, you're like, "This is interesting. I don't want to do this. How much do I have to pay you to do this?" And so because what we did and he started hosting a podcast and because he started hosting these zoom calls with other professionals, now he tells me, he's like, "I actually had to slow down the podcast because I can't handle all the business that I have. [00:07:55] There's not enough of me. In order for me to be able to do this." And he works from home. He just, an incredible lifestyle that he's created. So when we go back to what we're saying before, you know, I learned initially, "okay, what are the mechanisms that cause people to be cool or not cool, to be popular, not popular, to be low status or high status?" [00:08:13] I learned that when I was working in Austin, you know, nightclub, I learned that when I was in the U S military, like what good leadership and bad leadership was. And then I learned it in the last 13 years here living in Las Vegas. And I took all those lessons and I, from the last say, 25 years, and I put them into a course called the men of action course and try to concisely take this 25 years of knowledge and put it into one space so that everyone can learn how to do these kinds of things. [00:08:35] Now, here's where it might be confusing for some of your audience, the mechanisms that men use in order to show status with women in order to date them and the mechanisms that men and women use in order to pitch an idea or to sell a product are the same mechanisms. They are the same. This is difficult. A lot of people don't grasp this. if you guys ever want to see a great example of this, great book you should all read is Oren Klaff's book called pitch anything. Listen to some of the words he uses. Jason, you remember eliminate neediness. [00:09:06] Do you remember that? Eliminate neediness. Where does that come from? Where does that come from? It didn't come from self help. Eliminate neediness is a dating concept. Okay? Avoid beta behavior. Do you remember? Oren Klaff says this in his book. He goes, "avoid beta behavior." Where does that come from, Jason? [00:09:21] That is a dating concept. So where do these things come from? At the highest level Jordan Belfort, he calls it goal oriented communication. So goal oriented communication is, "will you go on a date with me?" Goal oriented communication is, "Ken, will you invest in my project?" Goal oriented communication is, "will you come work for me?" [00:09:36] Goal oriented communication. I'm doing this because this is like the apex of community of goal oriented communication. All these places meet at the apex, and that is the understanding of basically Dale Carnegie's how to win friends and influence people, get people to talk about themselves. You can find common interests, figure out ways to break rapport, all these different things. [00:09:53] And like what I teach my clients, Jason, the number one thing I teach my clients when it comes to high stats networking is you need to be the person who always solves problems for other people and ask for nothing in return. A great example is, do you remember Harvey Keitel in the movie Pulp Fiction? [00:10:08] You remember he's the wolf? Do you remember Pulp Fiction? I haven't seen Pulp Fiction. Okay, so tonight you're going to watch Pulp Fiction. Every single other person watching this has watched Pulp Fiction. [00:10:17] Jason: I know, everybody else has watched it but me, so.  [00:10:19] Michael: There's a point, there's a point where they have to clean up a dead body and they have to call this guy named the wolf and he just, he fixes things. [00:10:25] He's a cleaner. The wolf shows up in his Acura NSX, it's Harvey Keitel and he just fixes things. He goes, "are you going to listen to me or do you want to go to jail?" And he does, he just fixes everything. That's what I become. I'm the guy who fixes things for other people. I have a bunch of friends. I help them find people for their sales team. Most of my friends have met their boyfriends or girlfriends through me. I help people find their employees. I'm the hub. I'm the hub of the social wheel. And that's what I teach you to do in my course. If you cannot replace your social circle, your girlfriend, or your job in 15 minutes, you don't have enough abundance and I need to teach you how to have more abundance. [00:10:56] And so how do you do that? There's just certain mechanisms that people who have an abundance mentality and understand networking have, and when they use those techniques, then they can have anything they want. They get into any door. So another example, Jason is like the guy who goes to the Tai Lopez conference or the Taylor Welch conference or goes to see Cole Gordon or goes to see Wes Watson or goes to see whoever. [00:11:17] The guy who is like, "Hey man, thank you for your time." The one who like goes and pays Patrick bed David for his counseling. And then there's the guy who Patrick Bet David who goes to see Patrick David for his counseling. And then Patrick David was like, "Hey man, can I come visit you and hang out? Come meet my wife. Let me take you out to dinner." Does that make sense? There's a mechanism you'll see, like with a lot of people have asked me this before. Why is it that, you know, other people are like paying to listen to Justin Waller speak, but like Justin Waller and I are like close friends? [00:11:42] Why is it that other people like buy Rollo's book, but Rollo is one of my best friends? Why is it like all these other people call me and I'm not trying to say this to brag, but the reason why I'm trying to say this is there's a status line that you get to where you're a customer, and then you're his friend. [00:11:56] How do you cross that status line? This is such a key for those of you who are like, trying to get into sales or trying to understand networking. It's just like, I'm paying this guy, like how much, like I'm paying Tony Robbins. I'm a customer. I'm customer. Now Tony's like sending me messages on my birthday. [00:12:09] What is that status line? Some people's like, "well, you just need to have more money." And I'm telling you that is not what the case is. That's definitely not what the case is.  [00:12:15] Jason: Who would want to connect with people that they're only connecting with you because of money? I mean, that'd be a really shitty reason to be connecting with somebody.  [00:12:22] Michael: In the beginning, you will. But after a while you learn, whenever I go up and talk to my favorite influencer, let's say I paid for his coaching program is my voice cracking or my eyes getting big is my vocal tonality changing because I see this person as high status. [00:12:38] Am I dressing too fancy to try to show off? Am I doing too much or am I just like just the normal dude? I am. Oren Klaff, one of my favorite YouTube content creators. I don't know if you are not Oren Klaff. I'm sorry, Orion Terriban. All right. His name is Psych Hacks. Well, I had him on my show a couple of days ago. [00:12:54] He kind of converges behavioral economics with evolutionary psychology. And he basically talks about the sexual marketplace as far as economics is concerned. Okay. Really great person. Have him on my show. Ask him a bunch of stuff during the show. One of the things I talk about is like, "Hey, Orion, I know that you do some sales stuff, some coaching stuff. If you want my help, I'll help you how to, you know, put out a low ticket offer, high ticket offer, how you can like buy back your time." he's like, "yeah, you know, I can't scale myself that much." I was like, "okay, so you're going to read buy back your time by Dan Martell." [00:13:21] And then I gave him a bunch of books, you know, that would probably help him. And then at the end, I was like, bro, anytime you want to call me and you ask me about any of this stuff, I'll help you. The guy who has the world, you guys look it up. The guy with the world record in the high jump on planet earth is a guy named Darius Clark. He went to Texas A& M. He's the leading scorer in slam ball. Have you ever seen slam ball, Jason? Remember the trampolines and the basketball, they go dunk on each other. Anyways, I bumped into Darius at a slam ball game. We started talking and I'm, and then Darius is like, "Hey man, I want to level up my social media." [00:13:50] And I'm like, "Darius, let me figure out ways that I can help you level up your social media." So it's like one guys are like a professional athlete. Another guy's an accountant. You might be saying like, "why is it you're able to do all these different things?" And the reason why is because these are evolutionary problems. [00:14:04] These are evolutionary challenges that all men we're looking for. There are three things that really differentiate men from women. Three massive things. There's more than three, but these are the three biggest ones. Jason here. Number one, this is the most obvious one. It's upper body strength. Men are about two standard deviations stronger than women as far as upper body strength, meaning the medium grip strength for a man it puts them in the top, you know, 98 percent and top 2 percent of women. Makes sense.  [00:14:27] Jason: Yeah. Which also throws off our balance is higher. Yeah.  [00:14:31] Michael: Correct. Also. Yeah. It also, there's a reason why some of the reasons why men live shorter lives is because they keep their weight up here around their waist. [00:14:37] Whereas women keep it below their hips. And that's really, it's further away from their heart. There's a couple other things according to that now that's the first thing. The second one is a variety of sexual partners. Men are again, two standard deviations. Yeah. Far more like meaning the median man is interested in more women than the other way around but puts them in the top 2%. [00:14:55] But the third one, and this was a really interesting one and I knew this one, but it was Tai Lopez I was at his house last Wednesday. And he was explaining this, do you know the main thing where women just do not care that much about at all? But men are obsessed with, you know what it is? It's in your title. [00:15:09] No, it's in your title.  [00:15:10] Jason: Let's see, friends, high status, what I don't know?  [00:15:13] Michael: Status. Women in general do not care as much about status as men do, meaning women don't kill each other over status as men have been doing for the last hundred thousand years. So in fact, Dr. Buss, women care about men having status. [00:15:26] Jason: Women care about men having status.  [00:15:28] Michael: Women care about the men that they're with having status, yes. Yeah, okay. Yes. I see. Meaning they care about status as an object to obtain, but not as a something for themselves. Or rather, if you've ever, if you've ever lived on a military base, it's one of the strangest things. [00:15:41] Whoever the base commander's wife is, she's like the leader of the wives. It's so weird. She did nothing. She didn't go to officer school. She didn't do shit, but because she's married to the 06, the base commander, whenever they have engagements, she is... it's so funny. Anybody who's been in the military, you know, this is true. [00:15:58] Whoever the base commander's wife is. She's all of a sudden like the leader of all the events, even though why? Because she's married to the base commander. That's the way it works. So men, women in general in gendered into themselves, don't care as much about status as men do men severely care about status far more than women do. [00:16:16] And so because of the, these concepts, that's why you'll see like with a lot of the stuff I'm saying when it comes to sales, this is for men and women, but when it comes to dating, women do not sit there and have to show their status in order to attract men. But the other way they do. Does that make sense? [00:16:29] Yeah. And that's why it's like an important differentiation to make. And that's one of the other things I teach in my course. Like when you also, when you're selling to men versus women, it's something that you need to understand. You don't necessarily need to sell to women based on status. Like how, "Hey Sherry, how'd you like those big shoulders to show off those muscles to get those guys?" No, they don't. It's that's a status thing shoulder to waist ratio is like a male strength machismo testosterone status thing that women just aren't as interested in, you know, so there's just interesting concepts like that. [00:16:59] This divergence innate differences between men and women and where do we find these differences? We find them in evolutionary studies.  [00:17:05] Jason: So I think it's really interesting what you talked about earlier. You mentioned like this gravitation towards basically what works, right. And we see this everywhere. [00:17:14] Like I've been in lots of different programs. I've worked with lots of different mentors, coaches, read lots of different books and I'm noticing more and more I evolve as a human being. I'm noticing more and more parallels between the best ideas. Like I just read a book on kids. It was like how to talk so kids will listen and how to listen so kids will talk. And it's probably one of the best communication books I've ever read. Like anybody could learn from reading this book because to some degree, we're all little kids in bigger. [00:17:44] Michael: Even without kids.  [00:17:45] Jason: And also I was like, this is brilliant, like self talk like psychology even in this book. [00:17:51] And I'm like, this could be applied to so many different things. And it talks about empathetic, like being empathetic in your communication. I'm like, this is brilliant. This will work so effectively for sales or for anything. And people think, "oh, it's for kids." Right. And so what works works. [00:18:05] And I read another book, something about relationships by David B. Wolfe. It was a really good book, and this was for grownups, but there were so many parallels between these things. And you had mentioned also with dating and you know, for example, sales really, there's so many parallels between going out and trying to get clients and trying to get dates. [00:18:27] Michael: The higher you go, they're not parallels. They're exactly the same. When you get to the top, they're exactly like what I'm saying is when you get to the top, meaning like Hugh Hefner, like when you're at the top and then you just see, it's just a total presentation and it's nothing but just showing status. [00:18:42] Oh, it's the same thing. It's the same. I bought a Tesla that like Playboy is a brand. Tesla is a brand. You start to see they're doing the same thing to your brain.  [00:18:51] Jason: So for the business owners, listening to this, who are not trying to be Hugh Hefner. Right. They're not, and maybe they're married like me and they're not like trying to get women, but they do want to increase their sales. [00:19:03] They do want to increase their status and they want to figure out how to attract more business. What are maybe some of the things that they could do to be more attractive to the real estate investors that they're trying to get as clients?  [00:19:18] Michael: Yeah, I will tell you the first thing is you need to be a way more cognizant of how you are perceived socially and for a lot of people, one of the things you have to understand is the more things become digital and the more your image can be spread across social media platforms, the less your actual merit of your business matters and the more the perception of your business matters. [00:19:40] Jason: Yeah. How do they get an accurate view of how they're perceived?  [00:19:46] Michael: You could ask other people. I mean, generally the market is going to tell you, right? What is the price of of a commodity? The market's going to end up telling you right. In a free market economy, but it's like when you make social media content, you need to make them the content to market your business in a sexy, fun way that catches people's attention, but it doesn't have to be extremely representative. And I know this is really hard for a lot of people to do because they're like, "no, I'm just going to be myself and make content that feels organic." And I'm just telling you that doesn't work. [00:20:14] I don't care what Gary Vanderchuck told you. That is not the way the world works. Everyone else is stunting. Everyone is using FaceApp and Facetune. All these other people are just showing images and pictures of the best parts of their life. I post on social media all the time. I did not post anything about me feeding my cats this morning. [00:20:30] Like, the people want to see the cool stuff. That's just generally the way it is. So, you're, the way you are perceived on social media again, that's what we, you know, Men of Action, our group, is when you're in a community that gives you accountability and feedback to let you know, hey man, this is not a good post or this is a good post. [00:20:45] When we are on Instagram specifically instagram trades, a currency and that currency is called status. That's all Instagram is. Facebook is not like that. By the way, you guys will notice for those of you do any kind of marketing, Facebook is going to work really well for your 38- 40 year old audience and older. [00:21:01] And Instagram is going to work for your audience below 38 to maybe 28 and then maybe to 25 and below 25, it's going to be TikTok. And you'll notice, depending on which audience you're trying to get to, that's where you're going to see the most prevalence on those different platforms. Also, you're also going to see the most politically progressive of those platforms will be TikTok and the most politically conservative all those platforms will be like Twitter or X. So you, these are kind of the things that you have to learn. What you need out there is a perception that people have of your business and you have it as an entrepreneur. So you need to be trustworthy. You need to seem like, you know, more than everyone else, like you're a subject matter expert and you need to seem extremely motivated. [00:21:40] And in doing so as well, when you show images of your business and you personally, you need to show relevancy, competency, access to scarce resources, and social proof. Those are the things that will help. So what I mean by social proof? Other people in the industry following you on Instagram is a great way to almost look like a testimonial or maybe they leave comments. [00:21:59] That's a great way to show social proof, relevancy. Are you trying to use banner ads from 25 years ago? Or you're like, "Well, I'm still using email blasts." Okay. If I'm talking to a guy in real estate and he's telling me about email blasts, I know he's not relevant anymore. If I'm sitting there talking to stuff, if that's all he's talking about, right? [00:22:17] If he's sitting there being like, you know, he doesn't use Instagram, but he's got an SEO guy. I'm like, okay, he's not relevant anymore. He doesn't know. He hasn't changed things. But when I talked to a guy and he's like, "yeah, what I did was I started a podcast and in my podcast, I do 20 minute interviews with different people using restream. And then I have a guy come through and make clips and then I have, and then the best clips I end up promoting those clips on Instagram or using meta. Facebook Ad manager, meta ad manager, and in doing so, then I make the best ones and I turn them into advertisements and I put a CTA at the end." I'm like, okay, that guy's relevant, that guy gets it. [00:22:49] Jason: Then we're relevant here at DoorGrow.  [00:22:51] Michael: What you're doing is extremely relevant.  [00:22:52] Jason: If they have an AOL email address, they're like, "what's your email?" [00:22:56] Michael: That's exactly, it's not relevant.  [00:22:57] "It's aol.Com." [00:22:58] "I have a Facebook, but I don't have an Instagram." You're just not relevant. Like I can tell you're not relevant. When people are like, "well, my audience isn't on Instagram." It's like, it doesn't matter if your audience is on Instagram, you're trying to grow your audience. And by the way, the market will tell you what it wants. And every day, I'm sorry for those of you who don't want to hear this. Every day, each one of these platforms becomes slightly less relevant. Okay? [00:23:19] TikTok is on its uprise right now. Instagram is becoming less relevant because of TikTok, Rumble, YouTube, and Facebook to a certain audience is also already completely irrelevant. You'll see women below a certain age do not have a Facebook, but they do have an Instagram. [00:23:32] So the answer is to have all of them. All of you should have, you should be making 30 to 90 second content, the up and down type of content. Not landscape of profile content. You should be making that and it should be going on Snapchat. It should be going on X. It should be going on YouTube. It should be YouTube shorts, TikToks, and Facebook and Instagram reels. [00:23:50] It should be going at all those different places. You can use HubSpot or some other platform in order to post that content. And the content doesn't just have to be clips that go viral from podcasts. You can do man on the street videos. And here's a big one. All of you can do this. You can do reaction videos. [00:24:04] All of you can do reaction videos. They're so easy to do. And by the way, you don't even have to like, you're just like, "Michael, I don't know how to use OBS and I don't know how to do a reaction video." All you have to do is sit like I'm sitting right now. I'm in my den. You know, obviously I put some soundproofing behind me, but I'm in my den, I got a big ol ring light in front of me, and somebody comes up to me and goes, "Michael, what do you think about the Trump assassination attempt?" [00:24:23] Or "Michael, what do you think about, you know, Kamala Harris or whatever?" And I'm like, and I just turn my camera like this, like I'm talking, "Man, I'll tell you what I'm thinking. I'm thinking, blah, blah, blah, blah, blah, blah." And you just say, and as soon as people watch the video and they're like, "This guy's about to tell me what he's thinking." [00:24:35] Then everyone will watch. And then some of you are listening right now and you're like, "I'm just a property manager. I don't want to talk about politics. Really go watch Ryan Pineda. Go watch Bradley, go watch Codie Sanchez, go watch Tom Bill. You go watch any of these guys who are crushing it in their fields. [00:24:51] They give their opinions on everything. Did you guys hear Alex Hormozi now talks about dating? What? Yeah. You're building a brand. Status is status. Like nobody cares. This is the other thing, Jason, a lot of your clients, and this is something I've talked to you about, and everyone in my program hears me talk about this ad nauseum. [00:25:08] Is the concept of like, I'm afraid that I'm going to post the wrong thing and nobody holds you accountable for anything you have to say, like, I was just looking at a video of Kamala Harris at a P Diddy party, walking around with Montel Jordan. No one seems to care that ever happened. No one cares about Joe Biden talking about, "I don't want to send my kids to school with the monkeys." [00:25:26] Nobody cares about it. No one cares. Like you said, like Donald Trump had sex with a porn star while his wife was pregnant and they brought it up during the debates and no one cares. Literally one of the most popular movies of all time The wolf of wall street is a about a man who did 15 months in prison for securities fraud, punched his wife in the stomach, kidnapped his own kid, did quaaludes and slept with prostitutes, and then afterwards, he is one of the top sales trainers in the world today. But you guys think anyone cares. Caitlyn Jenner runs over someone, kills them, and then four months later is named woman of the year. But you're like, "Michael, I'm a property manager. What if I post the wrong thing?" Here's another thing, Jason, and this is a poor reflection on humanity, but it's absolutely true. [00:26:09] If you get popular enough, they will forgive you for anything. And if you don't believe me right before OJ died, I had a conversation with him and they had offered him millions of dollars to do a fantasy football podcast, and I was like, OJ, what about those people you stabbed 56 times? Nobody cares. So many of you are watching this right now and you're like, you have 400 followers on Instagram and you're like so worried about posting the wrong thing, bro. [00:26:32] You don't have 400 followers on Instagram. You have four followers on Instagram and one of them's your mom. No one cares what you're doing. Most of you on social media are irrelevant and because you're irrelevant on social media, in reality, you're invisible. Listening to this, when you ask me what the advice is, your job is to become visible. [00:26:49] Some of you will be offended by what I say and the rest of you will be successful. You've got to decide which one you want to be.  [00:26:54] Jason: So I'm going to play devil's advocate for a second here, right? A lot of property managers, they think "I'm going to go start posting about property management. And maybe I'll get some investors that want to like work with me." [00:27:06] And so they start posting property management with this false assumption that people really care about property management, right? And so the analogy I'll usually share with property managers is I'll say, "how many plumbers are you following on social media?" And they'll say, "none." [00:27:23] "Why?" I said, "they want your business. Why aren't you following them?" And so there's this false reality that these social media marketers will sell to property managers. They're like wasting their time. And some of them spend a lot of money and time with these social media companies, wasting time promoting their property management business on social media, when nobody gives a shit about property management, even their clients don't wake up in the morning and go, "man, I'm thinking about property management." [00:27:50] Jason, what should they be doing instead?  [00:27:52] Michael: Yes. Jason you saying that just got me. I want someone who's watching this to do this and then tag me in the video when you do it. Jason, as a property manager, do you ever have nightmare tenants?  [00:28:03] Jason: So to be clear for those listening...  [00:28:05] Michael: yeah,  [00:28:06] Jason: I'm not managing properties. I'm coaching property management business owners, but they would say, "yes," they have nightmare tenants. All the time.  [00:28:12] Michael: Do you ever have nightmare vendors? Like guys who come like when I say vendor, what I mean is the plumber, the carpenter, the guy who comes...  [00:28:18] Jason: Yes, they have problems with vendors constantly, they have nightmare owners. [00:28:21] They're managing properties.  [00:28:22] Michael: What about, well, I wouldn't do nightmare owners cause you're trying to get business. I wouldn't talk about nightmare owners. What I would talk about is. I would start off a clip just like this. "I had a nightmare tenant. This guy was destroying," and then it would just show pictures. [00:28:34] "This guy was destroying everything in the place. I swear. He didn't know how to, he couldn't aim and hit the toilet. He has just destroyed the place. And this is what I did to fix it. And here's three tips for you to deal with a nightmare tenant." Viral. Yeah. Viral. Not only are you viral. Everyone's coming to you. [00:28:52] It's like, "man, I don't want a nightmare tenant. I just bought this two bedroom, two bathroom. I don't want a nightmare tenant. I'm going to go do what he does."  [00:28:59] Jason: I don't want it to be a meth house eviction. Like, yeah.  [00:29:02] Michael: Yes. Yeah. You know what i'm saying? Like that's what I would do. I would go over like what are these and because what you're going to do is what are the biggest fears of the people who are hiring property owners, my nightmare tenant, my tenant who doesn't pay. Like those kind of things, and I would make content. What are the three steps that I did to do with the five tips that a lot of people's in this place don't do right? I would make content like that. And you could do opus there's these ai software apps that'll basically take the clip and then they'll just inject B roll that fits whatever the words you're saying. [00:29:33] You don't have to hardly do any work when you do it and then all of a sudden it's like, "it was a nightmare. This guy's made my place look like a roach house. Roach infested." And then it'll actually pull up an image like a whatever, a stock Shutterstock image of a roach infested home, whatever. [00:29:47] Jason: Now they're using ai. Even I'm seeing a lot of AI images Just flashing. Yeah. Yeah. Or, yeah. Correct.  [00:29:51] Michael: It could actually illustrate using artificial intelligence, illustrate the image for you. You could actually do that. So you don't have run into any copyright issues. Right. Or any permission issues. [00:30:00] There's just so many ways to do this. But what are you doing? You're showing relevancy and competency. You know how to use Instagram. You know how to create a clip using artificial intelligence. You have good audio. You have good lighting. You're showing relevancy. You're showing competency. You're showing high intelligence. [00:30:15] You're showing high social status. And then in the comments, you're like "LMAO." Like people are laughing my ass off. "This happened to me." "Oh my God, Jason, same shit." "100 percent true." And now I have social status. I have all these things. Why? Because I made some content that was engaging about something that is incredibly unsexy, which is property management. [00:30:35] That's how you do it. What are those ultimate fears that your prospective clients have? And I would just do nothing but make content about that. I have a friend of mine, FedEx fearless. His name's Bismarck. And this guy, he goes, "these are three reasons why you are ugly." And I'm like, "what?" [00:30:48] And like, he really goes after people. "This is the reason why your girlfriend is cheating on you right now." And everyone just, I'm like, "what?" And I don't want to watch, but I'm like, I need to watch this video.  [00:30:57] Jason: What's going on there? Yeah.  [00:30:59] Michael: It's so great. It's so great. " No, Michael, you need to be authentic with your social..." no, you don't. You don't need to be authentic. You need to capture people's attention. You need to be attractive. Your primary job is to be attractive on social media. Now what happens is now you got them with the hook, "Here are the top three things that I do to deal with this horrible tenant that I have" And then when they come in the hook now throughout there you give those three, explanations But you also throw in a little piece of advice that shows just a little humble brag that shows "In my 27 years of property management, this is the thing that I've learned." [00:31:30] Okay, little humble brag. And at the end, it goes, "if you want to learn more, comment, the word guide below," or if you're on YouTube, you'd be like, "go down into the description and click the link. And then blah, blah, blah." And it just ends up right down your sales funnel, maybe to a low ticket offer, maybe an ebook that you wrote something like that. [00:31:45] And the next thing, you've 10xed profits. You've 10x revenue. You're selling a course on property management while writing a book on property management, while having a podcast on property management, while being a property manager, all of it at the same time. And then you got to hire a new accountant because you got too many write offs. [00:31:59] Like you don't have enough time to pay your taxes. You got to get too much money. That's it. That's how this works. And that's about what I just explained to you. It's just the difference between getting it and not getting it, being relevant and not being relevant. And so a lot of people, what they're, they listen to me and they always make me out to be the bad guy because cause what I do is I tell people, no one cares about you. And no one likes to hear that. They like to think that the rest of the world cares about property managers. But like you said, no one's following plumbers. Right. But if I was a plumber, I would do the same thing, "man, I walked into this house and this toilet had exploded and just have an image of it." [00:32:30] And it'd be like, "okay, I need to hear what this is." "And then a monster crawled out of the toilet." I'm just kidding. And like, I would just, that's what I would do just to keep people's attention.  [00:32:37] Jason: So for those listening, can we qualify you a little bit related to social media, because you've got a good following? [00:32:43] You've got a sizable business because people listening if they don't know who you are, I want them to recognize you're very qualified to talk about this. Not so humble brag about yourself for a second.  [00:32:55] Michael: I have a men of action. We have 1600 clients that have gone through there. [00:32:58] 200 video testimonials if you go on the school server. And also we have a free community a free school server. What's about 43-4,500 guys in there. You're welcome to message. One of the things that I've told people is that if I join a group and they tell me not to talk to the other people in the group, I know this is a scam. [00:33:12] You'll notice sometimes with MLMs, you'll see that. I implore you to talk to anyone, any client that's ever gone through my program and they will tell you how incredibly satisfied they were. Also you, Jason, I'm sure you've seen my course is extremely comprehensive. It's about 65 hours long. That doesn't even include the live calls. [00:33:29] And then also there's a book, there's a required book list that you have to read in order to go through the course.  [00:33:33] Jason: I'll tell you right now, like an eight figure business for you.  [00:33:36] Michael: Just today, we've done eight figures in total, but as of this month, this is the first month we'll recross the mark. [00:33:42] It was what? 833 a month or something like that. We cross that this month. So that's about, yeah. So we're doing about a little bit under eight figures in revenue per year.  [00:33:50] Jason: This is more than any property managers probably listened to my show. So just for perspective. Okay. Yeah. Got it.  [00:33:57] Michael: Yeah. I mean, because coaching is scalable. [00:34:00] That's the reason why. And like the other thing I want you guys understand is a lot of people got into real estate because they were trying to find a scalable way of making income and they're using you to make their lives scalable. So if you guys read, buy back your time by Dan Martell, they're paying you to buy back their time as real estate owners. [00:34:15] That's what their job is. And essentially you're going to eventually do the same thing. You're going to pay someone to buy back your time from them. So the main difference, and I'm sure many of you entrepreneurs already know this, but. When you start off in the workforce, you are trading your time for money. [00:34:28] You're working at Chick fil A or McDonald's and you're being paying an hourly salary later on. You're trading your money for time. I pay one guy. He comes into my house. He turns on my computer, he turns on my camera, he turns on my lights, he sits me down, and then he just starts yelling at me to talk about certain subjects, and I have no idea, I'm just like, drinking coffee, and I'm like, what up, and he goes, "what do you think about this?" And I'm like, "oh man, let me tell you something, and then they record it," and then it's just a reaction video, and I do nothing. [00:34:53] I pay to get my time back. I have several editors that live in Romania and Nigeria and all these, because I don't want to edit videos anymore. I used to be a video editor and a videographer. I don't want to do it anymore. I pay one place to do the live editing for my podcast. I don't want to do that anymore. [00:35:07] I pay to get my time back. For those of you who are considering hiring a personal assistant, once again, highly recommend Dan Martell's book, Buy Back Your Time. In the book, he talks about taking your yearly salary and divided by 8, 000. And that's what you pay the guy hourly. Take your yearly salary, how much you make in a year, your yearly income divided by 8, 000. [00:35:24] That's it. They go over the reason why, but it ends up becoming like a 40 hour work week. You end up paying him one, you pay him half of what one hourly wage for years. So if your time is worth a thousand dollars an hour, you might pay him 500 an hour to get certain things done for your life. And one of my favorite sayings in that book is something done 80 percent right is 100 percent awesome. [00:35:43] And like, it was one of the hardest things to give up. The guy who does my timestamps, that was really hard. I love doing timestamps because timestamps were giving me clips and those clips would go viral and the virality would make me money, but I had to give that up. And eventually you're going to give up all these processes. [00:35:57] Another thing I'll explain for you guys who are entrepreneurs, one of the greatest tools you will ever find is an app called loom. Look up loom. What loom is allows you to make videos, but the video it's like, it's showing the screen on your phone or it's showing the screen on your computer while they're listening to your voice and you send it to your person. [00:36:12] So like, for instance, I do mass invites for certain events that I do. So I'll go on loom and I'll have a guy, maybe he speaks you know, Farsi or maybe this guy speaks like his English. Isn't that great? What I'll do is I'll go through my invite slowly and I'll do it like for 30 minutes, I'll just do invites and I'll show so he can see what it looks like. [00:36:28] And then I send it to him and then he looks at it and he has no questions. And my invites are done like that. Loom is one of the greatest way of passing along SOPs to people and then using them in order to buy back your time. So understanding all these concepts, it makes you more relevant, makes you more competent. [00:36:43] It gives you higher status. It gives you more access. And these are the things that you're looking for. In any walk of life, but especially in something like property management and you guys also understand as property managers Your job isn't sexy So what you have to do is you have to show the sexy parts of your job, right? [00:36:57] When I my favorite one are accountants and dentists. They're not my friend my friends who are dentists who know what they're doing, they show the fucking horror job teeth, You know car accident, messed up teeth, meth addict, whatever, and then they get the teeth back to 100%. And like me, as someone who doesn't care that much about dentistry, I'm just like staring like, "Oh my God, that was incredible." [00:37:17] Yeah. what you do is you figure out people's primary driver emotion and their biggest fear. And then from those things, from the primary driver emotion and their biggest fear and from those things then you make your content attacking those primary driver emotions and those biggest fears, okay. And when you do so it doesn't make any difference if you're an accountant It doesn't make any difference if you're a property manager doesn't make any difference what it is that you sell people will watch and they will be obsessed. [00:37:42] My brother, he watches videos of horseshoes. They basically, you know, they shave off the end of the horse's hoof and then they put the shoes on. He said it's like the most relaxing thing in the world to watch. And I wouldn't even think about that, but why is it? It's like something we don't even think about that much, but it's pretty amazing. [00:37:56] Like when you see, it's like very relaxing to watch stuff like that. You can do stuff like that.  [00:38:00] Jason: There's a guy that's viral for just, he finds distressed houses. And he just cleans up their lawn and the sidewalk. He's like, "Hey, could I mow your lawn? And it's like relaxing to watch the transformation." [00:38:12] Yeah.  [00:38:12] Michael: Another one that's great was if you guys watch the early Ryan Pineda stuff, what was he doing? He was flipping couches. He would find crappy couches, clean them up, and then he would sell them again. And he made a living from flipping couches. There's just all these different things. And like the concept of it sounds so boring, but I want to watch someone do it. [00:38:28] Right. It was the one where you'd buy those storage units and then you'd see whatever's in this. Oh, I forgot what that was. It was pawn shop, pawn stars or something where the people would buy storage units and open up in there. And there's like, sometimes there'd be nothing in the storage unit. Sometimes there'd be like a dead body in there or some crazy shit. [00:38:41] Like they find like a skull and like all of a sudden. Bag full of money. Yeah. Yeah. By the way, you guys know the producers were putting that bag of money in there, right? Like that wasn't real. That wasn't real.  [00:38:52] Jason: Reality TV isn't real either. You like to say social media isn't real and that's okay or something. [00:38:58] Michael: So rule number four in men of action is social media is fake and I'm okay with that because the money's real. And the world isn't fair. And I'm okay with that.  [00:39:05] Jason: Yeah.  [00:39:06] Michael: The world isn't fair and I'm okay with it. Rule number four in a, in social and of action is about acceptance. It's about accepting the world the way it is and never being a victim. [00:39:14] It's sure things are hard for you, but you're never a victim. You might be too short. English might not be your first language and you're having a hard time speaking it. You might be born poor. You might be born with some kind of ailment or disability that you feel like holds you back, but that's where you are. [00:39:27] You start from where you are. And then you create from there. Okay. You were saying something before about how you notice like all these books kind of converge in to the same place, three books that have nothing to do with each other, but it's the same concept. Ready? The power of now by Eckhart Tolle, the subtle art of not giving a fuck by Mark Manson and sapiens by Yuval Noah Harari. [00:39:45] You're like, wait a second. It's all the same thing. It's all the same. It's all this. I get to choose how react. I get to tell myself stories that change my behavior. It's all three of these books that have nothing to do with each other end up being the same book, not exactly the same book, but similar books. [00:40:00] Because once you get to the highest levels of enlightenment, transcendence, goal oriented communication ends up being the same thing for everyone.  [00:40:07] Jason: There's a one of my favorite books is by Byron Katie called Loving What Is. And basically, she takes you through this process of just asking yourself these four sort of questions to challenge your current view of reality. [00:40:21] And it takes you out of this victim sort of view. It's very much like cognitive behavioral therapy, maybe, or something like this, right? Yes. Or CBT or something. But yeah, so asking this question, is this belief that I have actually true? And a lot of our beliefs that we're holding on to that are holding us back. [00:40:36] And like, if we're not getting results in life, it's because we currently have beliefs that are not working for us. And so, if you see people that things are working well for them, even though you think, like, somebody might be watching right now going, "Michael is completely full of shit. He's throwing out all these crazy stuff and he's, he worked at a strip club" and somebody's like, so against that or whatever. [00:40:56] They're like their own stumbling block and they're in their way and they won't pay attention to the truth or the things that you're sharing that are good because they're so stuck on everything in the universe having to look a certain way that they are not even open to receiving more, they're not willing to challenge their own thinking. [00:41:13] They're not going to progress. They're going to stay stuck.  [00:41:16] Michael: They identify more with their identity than they identify with success.  [00:41:20] Jason: Yeah. Good way of saying it. And I love how you talked about kind of these currencies. One of my mentors in the past was Alex Charfen. And he's from here in the Austin area as well. [00:41:30] And he was talking about time, energy, focus, cash, and effort. He calls the five currencies. And Hormozi went through Alex Charfen's like coaching with me. I met Layla and Alex in this. And one of the things that I then saw Alex talk about these currencies. But what I thought was interesting is Alex said the most significant of those five currencies in order to scale and grow your business is focus. [00:41:52] It's the most important to scale, grow a company. And then Dan Martell, I once saw him teach this framework that was, it was like about the power of one. He's like, "the most effective business is a business has one sales funnel, one product, one..." it was like all ones, like, And I see property managers, a lot of times they'll try and like start five different businesses. [00:42:14] They're like, I'm going to start a cleaning company, a maintenance company, like all these other things.because they're complimentary real estate brokerage. And then they wonder why none of them are growing because they lack focus. And so all these things kind of converge, making sure that we have focus. [00:42:28] You also mentioned Dan Martell, who I think is a brilliant entrepreneur, he generally was coaching like software companies, SAS companies to help them grow and scale, but his stuff's applicable to coaching businesses. I've noticed it's applicable to anything because the principles are valid. [00:42:44] And one of the things I've had my clients do to get them to that next level, to basically get their time back is to have them do a time study to where they become accountable for their time, which things are positive and which things are negative, like plus or minus, which things give them energy in life and which things take it away in their own business. [00:43:00] And I have them do this like usually once a quarter. And when I did my first time study, I realized I was doing like four hours of podcast production in a week. It all added up and I was like, holy shit. So then I just hired a company to do it. It was a no brainer to let that go because it was stupid at that point for me to hold on to that once I could see that challenge. [00:43:20] And you mentioned loom, awesome tool for like one of my favorite tools, like it, which is next level. It's like loom, but it's Wistia's video recorder. It lets you actually record the screen and yourself. And then after the recordings made. You can then have it mid recording. You can switch which parts are showing and have segues between the two. [00:43:42] And it's super fast. It's like super cool. But we use tools like that.  [00:43:46] Michael: Productivity. Yeah, definitely.  [00:43:47] Jason: Yeah. So, I love all these ideas for collapsing time. Michael has dropped several awesome tools, knowledge bombs, ideas for those that are listening and also how to leverage content social media wise. [00:43:59] So what you know, if we were to bring this full circle what would you say is the most important thing that maybe business owners or property managers could be doing to scale and grow their business?  [00:44:13] Michael: Right now? Again, one more time. It is: understand, your ability to grow is based on your perceived status, your perceived trustworthiness, your perceived know how. Not your actual know how. Like, I can tell you so many guys that I know that are real estate experts on YouTube. And then I have my friends of mine that are real estate agents. And they're like, "that guy doesn't know shit." And I'm like, "no, he's coaching the white belts." That's the why, the reason why he says the things that he says. [00:44:39] And they have a hard time dealing with it. So, understanding that concept. And then. You have to leave yourself. You have to subvert your own ego, go on places like TikTok or Instagram places you'd never think to go to, and then look at who's going viral, who's in your exact industry, and you're going to need to take pieces from what you see. [00:44:56] Like, what are the kinds of videos that do really well? And you're going to be able to find those very quickly. You can literally right now would go on Tik Tok and look up property management and you'll find a bunch of videos, like just pick the ones that go the most viral or a real estate, a podcast, and then pick the topics that go the most viral and just blatantly steal them, steal, blatantly steal everything. [00:45:19] You in the beginning, no creativity necessary, just steal. Okay, and you do that for a while and then you start to sort of get your footing And then you start to realize wait a second, I've been running ads and my ROAS per dollar my ads is x 1. 2 or 2. 0 or whatever but in organic my cost per lead is like nothing because my organic traffic, it costs me so much less to get a lead. [00:45:44] It's incredible. Then I go on someone else's podcast because my content is getting better and better. And then all of a sudden now, you know, Rich Summers and Ryan Pineda want me to come on their show to talk about, you know, maybe I'm on ice coffee hour or whatever, talking about real estate. [00:45:58] And then I get on bigger and bigger shows and now my cost per lead decreases even more because I just had this simple understanding that the way it works is my perceived status my perceived know how and my perceived trustworthiness to other people are the reasons why people will buy my product. Now you may already obviously everyone who's listened to this if you have any success in property management You already have your funnel is probably dealing with either word of mouth shaking hands, or it's dealing with some sort of paid advertisement, but I implore you try organic. Try to use organic and then organic meaning using Instagram posts or Facebook posts. [00:46:33] And then once you do that, try to take your best content and turn your best content in an advertisement and promote those, promote that content. That's something we've also been doing. And if you want examples on everything I just said, a great book, a great place to start is the 100 million offer series by Alex Hormozi. He goes over every single thing that I just talked about. It's absolutely fantastic. It's really great stuff. The difference is with my program, MOA, we're a little bit more bespoke for what it is exactly that you're doing. But we're mostly talk about networking. And then the other thing is, When you actually meet that person in person that you want to work with, do you come off as a fan boy? [00:47:06] Do you come off as too eager? Do you, does your body language show signs of neediness or signs of low status? Are these things that you can watch? And then how do you figure that out? You watch yourself on camera. Do you watch yourself on other people's podcasts? Because that's one of the things is like as social media grows and more people are exposed to more people, just remember like if you consider in the plasticine, you know, we live in hunter gatherer societies of 150 people and now we can legitimately have a hundred thousand friends on social media in that kind of situation because we're exposed to more people, we are more attuned to status, physical appearance, et cetera. And so now what happens is humans essentially become more shallow. [00:47:46] They become more attuned to other people's status and rightly or wrongly. Is it a negative commentary on humans? Yes, it probably is, but it's the world you live on. And if you want to get rich, you need to listen to what I'm saying. And if what I'm saying, offends you, get ready to stay poor. Like, I'm sorry. [00:48:01] If you guys are listening to this right now, and you're like, "No, social media is going to go away and we're going to go back to walking up to doors and do an email blast and buying banner ads." If that's what you think, go back to your AOL. com email and just keep believing that's the case. [00:48:16] It's all about the handshake. It's like, if that's what you believe, that's fine. But for the rest of you who are ready to understand that if you think things are bad, I got news for you. They're only going to get worse. Meaning people aren't going to put their phones down at dinner. People aren't going to take fewer photos. [00:48:30] People. I was reading something. It was like, like in one day, now more photos are taken in like an hour than were taken during the entire year of 1985 or something like that. It was like the amount of photographic and video data that's uploaded in one hour exceeds the total photographs taken in an entire year back in the 1980s. [00:48:49] Some absurd number like that. If you think things are going in one direction, things are getting faster. They're more virtual. They're more digital. Digital, they're going to be controlled by artificial intelligence and they're going to be more scalable. You need to get on that train. The train is leaving. [00:49:05] You need to get on the train. Now, if you don't want to get on the train, that's fine, but notice as the world passes you by and the rate at which it passes you by only increases every year. If you want to learn about that, read Ray Kurzweil series called the singularity is near, and you can see how he talks about the rate of change is increasing, and then the rate of change is also increasing. [00:49:24] Jason: Okay, so this is awesome stuff. So Michael one thing I want to point out for those that are listening. Because I think you've sold your Men of Action short a little bit. So I'm gonna, I want to say something about it because what I think is in, what people think is in there probably based on what you're saying is it's a bunch of social media stuff and it's like how to, maybe how t

Check out our past deals, future ones, and join our community: https://thewealthelevator.com/club/Oren Klaff, author of 'Pitch Anything', to discuss the intricacies of the private equity world. Oren opens up about how deals that are typically beyond the reach of major firms like Morgan Stanley are made and evaluated. The episode explores the role of financial models, the importance of management experience, and how to assess the viability of investment opportunities. Kloff also shares insights into the pecking order of investment opportunities and offers valuable advice for retail investors looking to participate in high-quality deals. Additionally, the podcast touches on the significance of building strong investor communities and highlights the experiences of family offices in managing their investments. Tune in to learn about the art of pitching, negotiating, and understanding financial models to make informed investment decisions.00:00 Introduction to the Podcast and Guest Speaker00:29 Warren Buffett's Investment Strategy01:01 Private Equity and Real Estate Investments02:24 Oren Kloff's Background and Career Journey04:55 The Importance of Financial Models16:06 Challenges for Small Balance Investors25:30 Understanding Yield Ratios in Real Estate26:13 The Impact of Load on Yield26:34 The Role of SPV Managers27:06 Evaluating Deals and Management28:16 Ecosystems and Deal Origination30:46 The Importance of Community in Investments33:47 Navigating Public Listings and Investor Relations36:29 Identifying and Securing High-Quality Deals39:54 The Role of Bankers and Scrappy Deals42:33 Key Factors for Evaluating Investment Opportunities51:46 Final Thoughts and Next Steps Hosted on Acast. See acast.com/privacy for more information.

What makes mobile home parks and parking lots prime real estate investments today? Find out as we delve into the mind of Kevin Bupp, a Florida-based Real Estate Investor, top Apple podcast host, and best-selling author of "The Cashflow Investor." With over $250 million in real estate transactions and 20+ years of experience, Kevin has guided millions of listeners on his podcast, "Real Estate Investing for Cash Flow," on how to invest profitably in commercial real estate.In this episode, Kevin shares why he believes mobile home parks and parking lots are top-tier investments. Through his private equity firm, Sunrise Capital Investors, Kevin enables passive investors to build legacy wealth and achieve financial freedom. Beyond his real estate expertise, Kevin is also dedicated to giving back through his charity event, the "72 Hours to Key West 280 Mile Bike Ride," which has provided thousands of holiday meals to families in need. Tune in for invaluable insights and inspiration.

In this episode, we join Keshav Kolur, Principal and Founder of Clive Capital, as he shares his transition from software engineer to empowering high-earning tech professionals to invest in alternative assets. Through Clive Capital, Keshav facilitates investments in real estate, energy, and small businesses, aiming to achieve superior returns and build passive income streams for his investors.Discover Keshav's innovative strategies that have enabled the renovation of over 900 apartments and the construction of 500+ single-family homes, contributing to diversified portfolios and tax-efficient investment solutions.Show Highlights:✅01:52 – Who is Keshav?✅07:03 – Passive investment✅15:53 – Investment situations✅26:58 – AI emergence✅36:04 – The 4 toppings✅41:18 – Final thoughts

How can mastering status dynamics transform your negotiation success? Join us as we uncover the secrets with Oren Klaff, author of "Pitch Anything," who shares his invaluable strategies for maintaining alpha status in high-stakes negotiations. Learn how to sidestep the beta position and navigate complex deal behaviors, especially when dealing with challenging personalities. This episode is packed with practical advice tailored for healthcare executives seeking to scale their operations while effectively managing status dynamics.Ever wondered how to level status gaps and foster genuine professional interactions? Our conversation includes a gripping account featuring Anthony Scaramucci, where disrupting the usual status dynamics led to unexpected results. Through this and other stories, you'll discover how to avoid transactional stereotypes and build more meaningful relationships based on mutual respect. We dive deep into why mastering these status dynamics can lead to better rapport and more authentic connections.Looking to sharpen your negotiation skills across various industries? We break down effective strategies for real estate, healthcare, and more, emphasizing confidence, reliability, and the pitfalls of retrading. Additionally, get ahead with our 2024 economic outlook and investment strategies as we explore sectoral shifts and the impact of high-interest rates. Equip yourself with the insights you need to make smart investment decisions and close deals with certainty and trust. This episode is your guide to transforming your approach to business negotiations and investment planning with expert knowledge and actionable advice.If you need help finding the perfect location or your ready to invest in commercial real estate, email us at podcast@leadersre.com. Sign up for a FREE vulnerability analysis and lease renewal services View our library on apple podcasts or REUniversity.org. Connect on Facebook. Commercial Real Estate Secrets is ranked in the top 50 podcasts on real estate

What if I told you that there was a SKELETON KEY to get anyone to do anything you wanted? A secret language of the snake gods that would give those who know it.... ultimate POWER. That said..... there's no way that this power could really exist... right? OR COULD IT?!? Oren Klaff believes it can exist, does exist, and he's here to teach us that sweet sweet dialect of the serpents. How to pitch anything. Oren's complete and coherent method to Make more sales get rich as fuck ensure ANY pitch you ever do is maximally persuasive Beware. This great power is not for everyone.

Guter Sales ist prozessorientiert und systematisch. Wer glaubt, guter Sales hat etwas mit extrovertierten Verkäufer-Persönlichkeiten zu tun, der ist auf dem Holzweg. Dies ist Teil 2 der 3-teiligen Sales-Masterclass für Ingenieure. In dieser Folge geht es um das optimale Sales-System. Show Notes: >> Mission Engineer Workshop: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠mission-engineer.de⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ >> Crashkurs Intrapreneurship: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠mentorwerk.de/creashkurs⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ >> Mentornotes Newsletter: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠mentorwerk.de/mentornotes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ >> Tim Schmaddebeck auf LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Hier klicken⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ >> Buchempfehlungen: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠mentorwerk.de/buecher⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Stichworte zur Folge: Sales-Masterclass, Ingenieure, Prozessorientierter Verkauf, Systematischer Sales, Sales System, Analysephase, Angebotspräsentation, Entscheidungsphase, Prospecting, SPIN Selling, Need erzeugen, Vertrauen gewinnen, Buyers Journey, Problem Questions, Implication Questions, Need-Payoff Questions, Telefonverkauf, Video-Call Sales, B2B Sales, Fanatical Prospecting, Jeb Blount, Pitch Anything, Oren Klaff, Simon Sinek, Start with Why, Challenger Sales, Tailoring, Frame Control, Verkaufsprozess, Gesprächsführung

In today's episode, Gino Barbaro, co-founder of the Jake and Gino community, takes the helm to deliver a powerful how-to guide on building an impactful brand that can significantly boost your capital raising efforts for your next multi-family deal. Gino doesn't just scratch the surface; he digs deep into what it takes to build trust and credibility in the real estate world, drawing on over a decade of experience with the Jake and Gino brand and sharing lessons that have helped community members raise over $500 million and manage over 75,000 units. This episode is packed with actionable advice, from the importance of storytelling and creating a personal connection to the technical aspects of pitching and creating content that resonates with your target audience. Key Takeaways: Trust is paramount in capital raising. Build it by letting people know who you are and what you stand for. Don't wait for the perfect moment to start raising capital. Begin by sharing your journey and plans with your network. Your origin story is a powerful tool for connection. Share it to make your brand relatable and trustworthy. Focus on your target audience (your "avatar") and communicate in a way that resonates with them. Create a catalyzing statement that defines your unique value proposition and sets you apart. Engage with content creation, whether it's through blogs, videos, podcasts, or social media, to attract and educate potential investors. Be transparent, authentic, and proactive in addressing issues to strengthen your brand's credibility and trustworthiness. Resources & Further Reading: Email Gino for a copy of Jake and Gino's one-pager and more resources on brand building and capital raising: gino@jakeandgino.com Check out the book "Pitch Anything" by Oren Klaff for more insights into effective communication and pitching strategies. Call to Action: We'd love to hear your thoughts on building a brand in the multi-family investing space. What strategies have worked for you? Share your experiences and tips in the comments section below. Don't forget to like, share, and subscribe for more insightful content like this. Let's grow our community and our investment portfolios together! See you in the next episode! We're here to help create multifamily entrepreneurs... Here's how: Brand New? Start Here: https://jakeandgino.mykajabi.com/free-wheelbarrowprofits Want To Get Into Multifamily Real Estate Or Scale Your Current Portfolio Faster? Apply to join our PREMIER MULTIFAMILY INVESTING COMMUNITY & MENTORSHIP PROGRAM. (*Note: Our community is not for beginner investors)

Flip the Script gets a full-throated recommendation from me for its concise presentation of pragmatic tactics for master persuaders and deal makers. It goes in the Limitless Mindset essential reading list on persuasion psychology, sales, entrepreneurship, and social dynamics.7:22 The new paradigm for pitching11:10 Status alignment15:55 The flash roll20:25 Verbal velocity for victory23:20 Winter is coming framing26:30 Novelty chunking28:22 Pessimism sells35:40 ConclusionRead book review

This is one of the biggest tips I can give someone whenever you are embarking on learning something new, improving your skills, becoming a better person, enhancing your education, etc. John shares two experiences, one with Grant Cardone in the other with Oren Klaff. --- Send in a voice message: https://podcasters.spotify.com/pod/show/benefithackers/message

Welcome to another episode of the Build In Public Podcast.Today's episode features Sachit Gupta - founder of Platforms Media, a company that offers services to help podcasters grow their audiences and monetize their showsHe has worked on campaigns with top podcasters like Andrew Warner (Mixergy), #1 NYT best-selling authors (Tim Ferriss, Seth Godin, Oren Klaff), and international sports stars (Rohit Sharma, Indian Cricket Team) and moreIn this interview, Sachit and KP give a masterclass on podcast and marketing, focusing on topics such as:●     Intro (00:00)●     What captured Sachit's interest into doing podcasting (03:46)●     The great podcast launch playbook (08:41)●     What works best for podcasting (10:15)●     Strategies on marketing and launching (11:02)●     Landing top clients and huge gigs (15:45)●     Conversations with top creators' teams (19:02)●     Story behind Creator's MBA and lessons from it (23:15)●     The magic in implementation (27:09)●     Science of content business model (28:57)●     AI in content (30:41)●     Inspirations to draw from (36:40)●     Lessons from On Deck days (48:24)●     Advice for beginner podcasters (58:42)Build In Public Podcast is an interview show where KP chats with ambitious startup founders, CEOs, and top Internet creators to unpack their stories, insights, and lessons.Share your thoughts on this episode.Thanks for listening!Links:Sachit on X: https://twitter.com/sachitguptaPlatforms Media: https://www.platformsmedia.com/Creator's MBA: https://creatorsmba.com/KP on X: https://twitter.com/thisiskp_KP's podcast link: https://www.buildinpublicpodcast.com/episodesKP's YouTube Channel: https://www.youtube.com/c/KarthikPuvvadaKP

Oren Klaff is the real deal. He raises vast sums of investment capital every single day using his unique and hugely popular methods of pitching - as outlined in his international bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. We talk about a LOT of topics: swagger, making money, persuasion, human behaviour, capital markets, Anthony Scaramucci, cognitive psychology, power hierarchies and status, billionaires and valets, values, and negotiating - and we even do some role play. WARNING - there is some fairly explicit and expletive language throughout this episode, but if you're ok with that, grab a drink, sit back, and get ready to take notes. If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ Linkedin: https://www.linkedin.com/in/dannyfontaine/

Oren Klaff is the real deal. He raises vast sums of investment capital every single day using his unique and hugely popular methods of pitching - as outlined in his international bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. We talk about a LOT of topics: swagger, making money, persuasion, human behaviour, capital markets, Anthony Scaramucci, cognitive psychology, power hierarchies and status, billionaires and valets, values, and negotiating - and we even do some role play. WARNING - there is some fairly explicit and expletive language throughout this episode, but if you're ok with that, grab a drink, sit back, and get ready to take notes. If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ Linkedin: https://www.linkedin.com/in/dannyfontaine/

Going Long Podcast Episode 334: From Enterprise Software Sales to Helping Others Navigate Their Investing Journey  ( To see the Video Version of today's conversation just CLICK HERE. ) In the conversation with today's guest, Ed Mathews, you'll learn the following:   [00:30 - 01:51] Show introduction with comments from Billy. [01:51 - 05:05] Guest introduction and first questions. [05:05 - 13:03] The backstory and decisions made that led Ed to this point in his journey. [13:03- 15:53] Ed shares how he navigated the transition from Software sales to Real Asset investing with the help of mentors. [15:53 - 23:40] How Ed's experiences in the operational side of Enterprise Software Sales help him today with his Real Estate investing business. [23:40 - 27:40] The main drivers behind why Ed started his podcast, Real Estate Underground, and how it is helping both him and the investing community today. [27:40 - 29:05] Ed shares some final thoughts and insights into his company Clark St. Capital.   Here's what Ed shared with us during today's conversation:    Where in the world Ed is currently based: Central Connecticut, USA. The most positive thing to happen in the past 24 hours: Ed's daughter is at University finding out if she's getting recruited! Favourite city in Europe: Aarhus, Denmark. A mistake that Ed would like you to learn from so that you don't have to pay full price: Make sure you vet your subcontractors and do all due diligence!  Book Recommendation: Pitch Anything, by Oren Klaff. - https://www.amazon.co.uk/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854  Be sure to reach out and connect with Ed Mathews by using the info below:      Website: https://www.clarkst.com/  LinkedIn:  https://www.linkedin.com/in/edmathews/  Facebook: https://www.facebook.com/ClarkStCapital  Instagram: https://www.instagram.com/clarkstcapital/  Podcast: https://podcasts.apple.com/us/podcast/real-estate-underground/id1354633717  Twitter: https://twitter.com/clarkstcapital1  To see the Video Version of today's conversation just CLICK HERE.   How to leave a review for The Going Long Podcast: https://youtu.be/qfRqLVcf8UI     Start taking action TODAY so that you can gain more Education and Control over your financial life. Be sure to connect with Billy!  He's made it easy for you to do…Just go to any of these sites:   Website: www.billykeels.com Youtube: billykeels Facebook: Billy Keels Fan Page Instagram: @billykeels Twitter: @billykeels LinkedIn: Billy Keels

Lisa loves a good puzzle. After witnessing the confusion that ensued after new technology systems were integrated into offices in the 90s, she didn't panic, she saw an opportunity to establish effective processes that support employees and businesses grappling with evolving technology. Then a pattern emerged: internal teams kept failing to communicate with one another in the wake of change. To respond, Lisa founded Lcubed Consulting. As CEO of Lcubed, Lisa helps companies align people, processes, and technology to utilize agility as a strategic advantage and acknowledge change in a business constant. Her secret sauce to success is leveraging key elements of Project Management, Process Performance Management, Internal Controls and Organisational Change Management to build teams with the skills and capabilities to drive strategic results. Lisa is the #1 best-selling author of Future Proofing Cubed, a book she created to share her insights on productivity, profitability, and process refinement in business. Lisa's goal is to prepare her clients with the skills, capabilities, and self-reliance they need to thrive in the future without Lcubed's guidance. With this notion, she has broken the typical consulting model. Lisa holds her Bachelor of Science in Electronic Media Management from Northern Arizona University. She is a Project Management Professional and Lean Six Sigma Master Black Belt. Lisa enjoys spending free time with her family and basset hounds.   Questions • We'd like to hear in your own words, did you arrive on this journey? How did you get to where you are today? Could you share that with our audience? • Now, could you tell us a little bit about your company, Lcubed Consulting and also your book, Future Proofing Cubed? • If you could share with our audience maybe you could skew it down to a particular type of industry, maybe 1 to 3 things that if you're really trying to run a successful business with the right people, what are 1 to 3 tips that you'd recommend in terms of the culture and the environment needs to be existing for you to attract and keep the person that you want? • Emerging out of the pandemic, what has been your experience with some of your clients in terms of customer experience, have you seen customers maybe be more demanding for service experiences or delivery? Are they putting on their foot to ensure they're getting a certain type of service? Or have you seen maybe a more relaxed type of customer, what has your experience been with your clients as well as you as a customer yourself? • So, I would also like for you to share with our listeners, Lisa, what's the one tool, website or app that you absolutely cannot live without in your business? • Could you also share with our listeners, maybe one or two books that you've read recently, or even a book that you read a very long time ago, that has had a big impact on you. • Could you also share with our listeners, Lisa, let's say, we have listeners who are business owners and managers who feel like they have great products and services, but they lack the constantly motivated human capital. So, the people are just not motivated. If you're sitting in a room with that person right now, what's the one piece of advice you would give them to have a successful business? • Could you also share with our listeners, what's the one thing that's going on in your life right now that you're really excited about? Either something you're working on to develop yourself or your people. • Where can listeners find you online? • Before we wrap our episodes up, we always like to give our guests an opportunity to share with us a quote or saying that during times of adversity or challenge, you will tend to revert to this quote, it kind of helps to get you back on track if for any reason you got derailed. Do you have one of those?   Highlights  Lisa's Journey Me: Now, we always like to give our guests an opportunity to share in their own words, a little bit about how they got to where they are today. So, I know that your bio kind of gives a pretty good summary of how it is that you got to where you are today. We'd like to hear in your own words, did you arrive on this journey? How did you get to where you are today? Could you share that with our audience?    Lisa stated that because the journey really is the story, it's what matters in our personal lives, our professional lives. She is an accidental entrepreneur, she left college with the desire to find safety and security in a corporate job, she was looking for a place where she would go to work, she would have paid vacation time, she would have bonuses, she would have things that seemed like they would give security. And those were important to her because her parents were entrepreneurs. And that journey isn't always a smooth one.  And so, she wanted something that she perceived at the time to be easier and to be safer. Fifteen years into that journey, she realised it was the early 2000s. And actually, things were a little difficult. And it was in 2008 and 2009, she was working for a start-up, it was her dream job, it was everything she had hoped that it was going to be, she was building a project management team, they were growing and scaling and going to do amazing things until she looked around and realised that every executive leader had built a fiefdom of external consultants who are coaching and guiding and advising them on how to protect their fiefdom. And none of them were working with each other and it was not safe and it was not secure and the economy tanked.  And she looked around and said, “Oh my gosh, I can do something better.” And in that moment, she became an entrepreneur, and started a business and it's 14 years later, it has not been seamless, it has not been without obstacles and challenges. But it's been fantastic because she's the one designing the journey and the bumps in the road are learning moments, and she wouldn't change anything. It's been great.   About Lisa's Company Lcubed Consulting and Lisa's Book Future Proofing Cubed Lisa shared that Lcubed was born out of that frustration that she had watching consulting teams come into environments over her entire career and land and expand. And she would see that they were in these environments under the auspices of helping the client, but really what they were doing was growing their revenue stream. And she finds that somewhat abhorrent and counter to what consulting is supposed to be about. And she decided that she wanted to do things differently. She wanted to take all of the knowledge and the skills and the experience that she had built up in larger corporations, learning and understanding the impact of Project Management, Process Management, Organisational Change, and using all of those tools and capabilities to help her clients deliver better products and services for their clients, while building self-reliance so that she can take herself and her team eventually out of that equation. She didn't want them to become dependent on her.  The book Future Proofing Cubed: The Definitive Guide to Improving Productivity, Refining Processes, and Bolstering Profitability takes their business model, what they call adaptive transformation, and sort of explains how they use all of those baked best practices in a much more effective and efficient way so that companies can build those skills and capabilities without large investments in internal teams, or large consulting groups.   In Running a Successful Business - Tips to Attract and Keep the Person That You Want Me: Now, in an organisation, as a consultant, I'm sure you know, there's some key things that a lot of companies still struggle with, having the right kind of synergy among the team. A lot of organisations struggle sometimes with recruitment, getting the right person and actually keeping them. And so, if you could share with our audience maybe you could skew it down to a particular type of industry, maybe 1 to 3 things that if you're really trying to run a successful business with the right people, what are 1 to 3 tips that you'd recommend in terms of the culture and the environment needs to be existing for you to attract and keep the person that you want?   Lisa stated absolutely, it may be an oversimplification. But she thinks that knowing what success in the environment looks like. With some of her smaller companies, they do work and they use Lencioni's idea of hungry, humble and smart, that if you have an employee who has the ability, they're hungry, they want new opportunities, they want to learn, they want to grow, they want to make an impact. If they're humble and able to say I don't know what I don't know. And they're smart, meaning that they can pick up and reader a room and understand what's going on with internal and even with your client engagements. If you have those three things, any technical capability can be taught. But if a person shows up hungry, humble and smart, you can build a team of people who can do anything.   Experiences Customers Are Desirous of Now Me: Great. So, I love those three points that you just brought across. So, we've identified the three things we want to ensure that the team member has and as you mentioned, you can teach any technical skill, I guess it kind of goes back to you really want to ensure you have persons with the right attitude versus aptitude. Because you can't train on attitude, right? But even getting further and deeper into that, our programme is about navigating the customer experience and the experience that the customer has is not just on the outside, but also on the inside. And I'm a firm believer that if you really want to have a strong customer experience, it starts from within. If it's strong internally, then it's quite easy for your employees to perpetuate, and relive that externally with your actual clients that are paying, they're the reason why you're in business.  And so, what has your experience been? We've just emerged out of the pandemic, some countries are still feeling somewhat of the effects of it. I mean, COVID is not completely gone. But what has been your experience with some of your clients and wherever you are in, in which part of the world in terms of customer experience, have you seen customers maybe be more demanding for service experiences or delivery? Are they putting down their foot to ensure they're getting a certain type of service? Or have you seen maybe a more relaxed type of customer, what has your experience been with your clients as well as you as a customer yourself?   Lisa shared that there's so many things in that to play with. She wants to play with the language right, that the experience starts within. She absolutely agree with that, that internally, we have to understand the experience we want our customers to have. There's a disconnect, more often than not, when we think from the inside out and think that we know what our customers want and need. And she likes to sort of flip that upside down a little bit and teach her clients to think from the outside in.  And what she means by that is actually asking their customers what they want, what they need, so that they're not making guesses. And they're not making assumptions, and they're not applying their own wants and needs onto potentially what their customers wants and needs are. Because oftentimes, when we do that, on the inside, we're really wrong and we don't truly understand. So, starting on the outside and understanding the customer, where are they at? What do they need? And with her clients in the pandemic, they had to do a lot of that because all of their wants and needs in March of 2020 changed dramatically. And so, polling and getting that data and asking the questions so that they can adapt their products and their services to those needs. And it's the need they have today, but the big impact is what does their needs going to be tomorrow, in 30 days, 60 days, 90 days.  During the pandemic, she had the opportunity to watch one of her clients respond to the shutdown. So, the company is a food distribution organisation and they have a national presence in the United States. Their primary job is to take food from a warehouse and deliver it to restaurants, and service providers in hospitals, in airports, in large conference centres, getting food to places where it's going to be cooked and served and sold. Overnight, their business shut down for two weeks or so they thought. And they had the opportunity, they basically froze and did nothing initially, until they brought the leadership team together in this world called Zoom that they had never interacted in. There were people meeting each other, seeing each other in face to face interaction for the first time in 20 years, they've just never been in the same space together. They're panicked, they're at home, everything is a nightmare.  And one person is raising their hand literally shaking their hand in front of the camera trying to get everybody's attention to say, “Hey, I have an idea. We have all this food in our warehouses. And it's not getting to people who need to eat, we have produce, we have things that are going to start spoiling and serve no use to anybody if they're rotting in the warehouse. How about we figure out how to take our food and deliver it to shelters, to food kitchens, to places where there are people who cannot get to food, we're going to spoil it off, we're going to write it off, it's going to waste one way or another, why don't we make it a donation.” And for the first 30 days of the pandemic, that national company donated food because their customers, people who need to eat needed food. It had nothing to do with their bottom line, it had absolutely nothing to do with anything except doing the right thing.  In that first interaction where one individual had an idea, they all thought about it, they experimented about how to make it actually happen. They learned how to innovate on the fly. And that's important because they were speaking to the customers need and for them, it wasn't their customer, it was their customers' customer, a hungry person. And they were solving a problem that did absolutely nothing to drive their business forward except they did the right thing.  What they learned from that was how to innovate and how to think outside of the box, think from the outside in. And as a leadership and management team today, they are still doing that on a quarterly basis and trying to evolve their business model in a way that it hasn't in 40 years. It is wow because they thought from the customer's perspective wants and needs, they solved the problem. We need to solve problems.   Me: And as you mentioned that, Lisa, that we need to solve problems. That's the primary reason why everyone is in business. I remember when I started my company in 2009, it was because one of my greatest pet peeves was I thought service was just so poor. And I said, I'm going to stop complaining. And I'm going to start being a part of the solution, and try to help these organisations to improve on their service delivery. So, when I go and have interactions, I can walk away with a better feeling than the one that I'm currently having. So, I think every business is solving a problem, whether you're selling a pencil or a fan, or you're servicing somebody's motor vehicle, or you're providing some innovative solution or product that's going to revolutionize the industry for aviation, or whatever it is. I think all businesses are solving a problem for someone. And I think, if we come, as you mentioned, from the outside in, to kind of understand where the customer is coming from, and how can we ease their frustration? How can we make life easier for them, that we can definitely create a better experience, both internally and externally.   App, Website or Tool that Lisa Absolutely Can't Live Without in Her Business When asked about online resources that cannot live without in her business, Lisa shared that there are so many, but she's going to go with the one that surprises her the most, because she would never have imagined this, she cannot live without Canva. She would never in a million years have ever thought that she would use a marketing tool, a graphic design, well, now it's kind of an everything tool, right? Presentations, video, audio, whatever, it does it all. She loves it, it makes everything so much faster, so much easier. She's doing work for herself that she probably should be outsourcing but it's kind of fun to do it and it looks really good. So yeah, she cannot live without Canva.   Me: Agreed, Canva has definitely revolutionised the industry and it's made graphic designing not seem like, “Oh, my goodness, I can't do this.” Because simple things that you'd have outsourced as you mentioned, you can do on your own. And they look pretty good. So, you're saving a few bucks there for sure.   Lisa stated that saving a few minutes of time even right? So, you outsource it and things turn into, hopefully days, not weeks. But it's easy enough that a person who has no skills in graphic design can turn something out in minutes, it's fabulous.   Me: My daughter is in her final year in high school and she's a part of the school newspaper and she sees me use Canva and she asked me if she could, like play around with it a bit to put out some stuff that she wanted to do promoting for the newspaper and for the school. And I guess at that age at 17, you're creative and innovative. But she wasn't even using the platform for like an hour and I was just so surprised that the newsletter that she produced, the video that she was able to generate from all of the pictures that she had taken. I mean, just simply amazing, I'm not saying that she couldn't have used other applications but as you mentioned, Canva kind of found a way to bundle everything in one so you could just do all the things in that one platform.   Lisa absolutely agreed. And they made it easy for an end user who has no skills in those areas. There are lots of applications out there and she'll use video editing as an example, but you have to be very, very, very skilled in the application to make it work properly. And Canva just sort of magically does it for us.   Books that Have Had the Biggest Impact on Lisa When asked about books that has had a big impact, Lisa shared that the number one book that always comes to her mind first and foremost is Crucial Conversations: Tools for Talking When Stakes Are High by Kerry Patterson. As leaders and as people, we need to understand how to communicate effectively and that one, it's so foundational to everything that it affects your personal life, your business life, how we show up, how we support others. It's always kind of the first thing that pops to her mind.  There's another book called Flip the Script: Getting People to Think Your Idwa Is Their Idea by Oren Klaff. And as her business was growing and evolving, and off the top of her head, she can't think of the author's name. But it's taking people who run and have their businesses, sales is part of what we have to do. But we may or may not have ever been trained to be salespeople. And we may or may not even like the connotation of being a salesperson, and Flip the Script really did a lot in her mindset to help her understand that selling is a by-product of building good and effective relationships.  And that is far more comfortable to her than the idea of going after and creating a sales pipeline and all of the technical things about what selling is, and reminding her that after now 14 years, she obviously must be able to close a deal, or she wouldn't still be doing what she's doing. And she doesn't have to have the traditional sales process to make it work, because relationships are really where business comes from.   Me: Agreed. I liked that statement you made, Sales is a by-product of building effective relationships, that's really, really true. And you said that you got that mindset, or it shaped your mindset towards that from the book called Flip the Script.   Advice for Business Owners and Managers who Lack Constant Motivated Human Capital Me: Could you also share with our listeners, Lisa, let's say, we have listeners who are business owners and managers who feel like they have great products and services, but they lack the constantly motivated human capital. So, the people are just not motivated. If you're sitting in a room with that person right now, what's the one piece of advice you would give them to have a successful business?   Lisa stated that there's a challenge in that question because if we have a room full of employees who aren't motivated, there is a very flippant part of her personality that wants to say, “Do you have the right people in the room to grow and scale your business?”  And that's a very scary question because if the answer is, “No, I don't”….then what.  So, and then, the then what mindset we need to understand what motivates our employees and if we have really good people that have been with us, and are no longer performing, do we understand what's changed in their world? Do they need a new opportunity, internally within the organisation in a different role? Have they lost the drive to contribute to this type of business? Do we need to help them find an opportunity outside of this business?  Which is a scary thought, but sometimes the right one, and just because we're separating from a relationship doesn't mean that we're ending it poorly. And Lisa's experience, she's had several examples of times when she's taken employees, help them find their next opportunity.  They were so much more successful, her existing team was more successful, and they've maintained a relationship over time. So, finding that alignment of what's in it for me, and why are they still there? And if they aren't being fulfilled, are there opportunities to train them, coach them? Give them the opportunity to make a change inside or is it that it's time for them to move on onward and outward? And there's nothing wrong with that, if that's the right choice.   Me: Love it. I've asked this particular question, I don't ask it very often. But I've asked it a few times since I've started podcasting and I must say your answer, I really like it's different. Most people didn't take it from the angle that you took it from and I liked the fact that you focused on the fact that maybe we just don't have the right people. And if so, even though it's scary, what can we do to make that transition? Because that's the only way we're going to be able to have success, right?   Lisa agreed, absolutely. And the reality is, it's a little bit of everything. You're going to have some people who probably need to move on, you're going to have some people who probably need upskilling….training new opportunities. There's lots of different things, it's never going to be just one thing. But taking on the scary one of “Oh my gosh, I don't have the right people in the right roles.” That's totally addressable.   What Lisa is Really Excited About Now! When asked about something that she's working on that she's excited about, Lisa shared that the one thing that she's working on right now that's exciting for her is taking the stories that she has from her business and starting to share them as a keynote speaker, and having the opportunity to inspire through some of her great foibles and some of the successes.  But the very real journey that she's had over the last 14 years to help other emerging leaders, potential entrepreneurs, or business owners, be able to attribute and say, “Oh, gosh, I've been there done that.” or “Oh, my God, thank you for sharing that story. I never want to have that experience.”  And that opportunity and sharing to larger audiences is really a lot of fun. And it's eye opening for her to hear and get the response that something hit and it was meaningful. And hopefully, she's sharing some golden nuggets along the way that will help them learn lessons from her mistakes rather than having to make them for themselves.   Where Can We Find Lisa Online LinkedIn – Lisa L. Levy Website – www.lisallevy.com   Quote or Saying that During Times of Adversity Lisa Uses When asked about a quote or saying that she tends to revert to, Lisa shared that there's a quote, but it's a Hemingway quote that has been butchered by many. And so I'll continue to do it. But it takes from the idea that if we break something, if we break a bone in our body, when it heals that spot on that bone is stronger than the original bone around it. And so, when we're having difficult times, the purpose and the reason that it resonates for her is that we can learn from our hardest moments. She likes to think of everything as an experiment and it's not about success or failure, it's about what we learn from the outcome of the experiment.  And so, all of those things are always kind of in her mind whirling around in a not coherent fashion, the way that she's talking right now is very much what's in her head. But it's about being willing to take the risk, do an experiment, if something breaks, it'll heal, and it'll be stronger. And we don't really necessarily fail, we learn things so that we can make different choices the next time. And those are the things that drive her forward every day.    Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest    Links ·  Future Proofing Cubed: The Definitive Guide to Improving Productivity, Refining Processess, and Bolstering Profitability by Lisa Levy ·  Crucial Conversations: Tools for Talking When Stakes are High by Kerry Patterson ·  Flip the Script: Getting People to Think Your Idea Is Their Idea by Oren Klaff   The ABC's of a Fantastic Customer Service   Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners  Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.” The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!   The ABC's of a Fantastic Customer Experience Webinar – New Date Register Here  

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Today Jason welcomes Oren Klaff. Oren is one of the world's leading experts on sales, raising capital and negotiation. When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 15 years, he has used his one of a kind method to raise more than $1 billion. As an investor, his portfolio of highly-valued and rapidly scaling companies are evidence that Oren's methods can be implemented in any business where dealmaking is important to growth. Pitch Anything An Innovative Method for Presenting, Persuading, and Winning the Deal Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. Creating and presenting a great pitch isn't an art—it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, learn how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process. Flip the Script Getting People to Think Your Idea is Their Idea If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you.     Follow Jason on TWITTER, INSTAGRAM & LINKEDIN Twitter.com/JasonHartmanROI Instagram.com/jasonhartman1/ Linkedin.com/in/jasonhartmaninvestor/ Call our Investment Counselors at: 1-800-HARTMAN (US) or visit: https://www.jasonhartman.com/ Free Class:  Easily get up to $250,000 in funding for real estate, business or anything else: http://JasonHartman.com/Fund CYA Protect Your Assets, Save Taxes & Estate Planning: http://JasonHartman.com/Protect Get wholesale real estate deals for investment or build a great business – Free Course: https://www.jasonhartman.com/deals Special Offer from Ron LeGrand: https://JasonHartman.com/Ron Free Mini-Book on Pandemic Investing: https://www.PandemicInvesting.com

Due to rising inflation, the US has lost 58 million-dollar cities and will continue to lose more. But in spite of that,  investors in single family homes continue to improve on their profit margins when they invest in LINEAR markets across the country.  Jason invites you to join the Empowered Investor Mentoring program. And one of the guests will show you how you can FLIP LAND! Register now at https://EmpoweredInvestor.com/Mentor And join Jason as he finishes his interview with Oren Klaff as they talk about 'Hot and Cold Cognitions' the novelty piece, certainty, plain vanilla and the ONE THING principle that has brought him great success!  And don't forget to pick up his books PITCH ANYTHING and FLIP THE SCRIPT today!    Key Takeaways: Jason's editorial 1:21 America's bicentennial year 2:11 Introducing Oren Klaff 2:57 Year On Year housing supply 6:39 Comparing inventory numbers on the months of J A S O N 7:45 Empowered Mentoring - Land flipping. Go to https://empoweredinvestor.com/Mentor 9:13 Three (3) Major types of market 11:28 US has lost "58 million-dollar" cities Oren Klaff interview part 2 14:25 Welcome back Oren Klaff; a flash roll 18:53 What are 'Hot and Cold Cognitions'  24:58 The novelty piece, certainty and plain vanilla 28:44 The ONE thing   Follow Jason on TWITTER, INSTAGRAM & LINKEDIN Twitter.com/JasonHartmanROI Instagram.com/jasonhartman1/ Linkedin.com/in/jasonhartmaninvestor/ Call our Investment Counselors at: 1-800-HARTMAN (US) or visit: https://www.jasonhartman.com/ Free Class:  Easily get up to $250,000 in funding for real estate, business or anything else: http://JasonHartman.com/Fund CYA Protect Your Assets, Save Taxes & Estate Planning: http://JasonHartman.com/Protect Get wholesale real estate deals for investment or build a great business – Free Course: https://www.jasonhartman.com/deals Special Offer from Ron LeGrand: https://JasonHartman.com/Ron Free Mini-Book on Pandemic Investing: https://www.PandemicInvesting.com

Today Jason talks about the zeitgeist of our time and living in a BAILOUT culture in our society, with all the quantitative easing during the COVID era and the current banking collapse debacle. He talks about how the elites, governments and central banks are vividly demonstrating the 'Cantillion Effect' right before our eyes and the implications it has in today's massive housing shortage! He then welcomes Oren Klaff. Oren is one of the world's leading experts on sales, raising capital and negotiation. When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 15 years, he has used his one of a kind method to raise more than $1 billion. As an investor, his portfolio of highly-valued and rapidly scaling companies are evidence that Oren's methods can be implemented in any business where dealmaking is important to growth. Pitch Anything An Innovative Method for Presenting, Persuading, and Winning the Deal Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. Creating and presenting a great pitch isn't an art—it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, learn how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process. Flip the Script Getting People to Think Your Idea is Their Idea If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you.   Takeaways: Jason's editorial 2:11 The zeitgeist of our time, click bait and predicting the future 4:24 Persistence through one of Jason's businesses 5:55 Keep your eye on the ball; responding in times of crises 7:24 The end of the world and living in a 'bailout' culture 9:23 Flooding the market with money; voting for more inflation Oren Klaff interview 21:43 Welcome Oren Klaff 22:57 "Frame Control" and stories of success 27:22 The overriding philosophy and a conversation with a cognitive psychologist 34:42 Increasing your status 39:06 "I won't do this for you; I will do it with you" 40:51 Setting the frame: Get your calendars synced up 42:33 "We're very busy, choosy, need to be efficient with our time" 43:24 The Price- it's more than the investor wants to pay and less than what I want to charge 44:54 Flip the script   Follow Jason on TWITTER, INSTAGRAM & LINKEDIN Twitter.com/JasonHartmanROI Instagram.com/jasonhartman1/ Linkedin.com/in/jasonhartmaninvestor/ Call our Investment Counselors at: 1-800-HARTMAN (US) or visit: https://www.jasonhartman.com/ Free Class:  Easily get up to $250,000 in funding for real estate, business or anything else: http://JasonHartman.com/Fund CYA Protect Your Assets, Save Taxes & Estate Planning: http://JasonHartman.com/Protect Get wholesale real estate deals for investment or build a great business – Free Course: https://www.jasonhartman.com/deals Special Offer from Ron LeGrand: https://JasonHartman.com/Ron Free Mini-Book on Pandemic Investing: https://www.PandemicInvesting.com

When you're nearing the end of the quarter, especially the fourth quarter, do you tend to panic and offer a discount in order to close any deals hanging fire? Oren Klaff, New York Times bestselling author of Pitch Anything and Flip The Script, discusses the downside of this neediness on today's Market Dominance Guys podcast. Our two hosts, Chris Beall and Corey Frank, explore with Oren what happens to the status you have so carefully built with your prospective customer if you blatantly display just how needy and desperate you are to close the deal. Does showing your soft underbelly increase your chance of closing the deal? Or does your neediness kill the deal altogether? Oren's advice is to stick to the sales process — and HOLD, no matter what. Join these three sales analysts as they caution the sales reps of the world about the pitfalls of a needy mindset when a sales deadline is looming on today's Market Dominance Guys' episode, “Hold Everything!” ----more---- More Marketet Dominance Guys episodes with Oren Klaff here: https://marketdominanceguys.com/category/guest-oren-klaff  About Our Guest Oren Klaff is one of the world's leading experts on sales, raising capital, and negotiation. He is the New York Times bestselling author of two sales-related books, Flip The Script and Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Employing his securities markets experience in capital-raising advisory leadership, Oren is Managing Director of Capital Markets at the investment bank Intersection Capital, where he manages its capital-raising platform. Since 2005, Oren has grown the firm to approximately $2 billion in aggregate trade volume across a diversified portfolio of companies and transactions.   Full episode transcript below: Announcer (00:05): Welcome to another session with the Market Dominance Guys. A program exploring all the high stake speed bumps and off-ramps of driving to the top of your market with our host Chris Beall from ConnectAndSell and Corey Frank from Branch49. (00:21): When you're nearing the end of the quarter, especially the fourth quarter, you tend to panic and offer a discount in order to close any deals hanging fire or in clap. New York Times bestselling author of Pitch Anything and Flip the Script discusses the downside of this neediness on today's Market Dominance Guys Podcast. Our two hosts, Chris Beal and Corey Frank, explore with Oren what happens to the status you have so carefully built with your prospective customer if you blatantly display just how needy and desperate you are to close the deal. (00:51): Does showing your soft underbelly increase your chance of closing the deal? Or does your neediness kill the deal altogether? Oren's advice is to stick to the sales process and hold no matter what. Join these three sales analysts as they caution the sales reps of the world about the pitfalls of a needy mindset when the sales deadline is looming, on today's Market Dominance Guys episode Hold Everything. Corey Frank (01:20): And here we are. Welcome to another episode of the Market Dominance Guys with Corey Frank and the sage of sales, the prophet of profits, the hawking of Hawking, does that make sense? And we have, Oren, I'm sorry I don't have any nicknames I've rehearsed in my shower for the last few weeks for you, we have Oren Klaff, best-selling author of Pitch Anything, Flip the Script, and Sales Connoisseur. I don't know, that's all I got. So welcome, Chris, we got to a great special guest in the hotseat today and what brings the three of us together? What could possibly top the last podcast we did? Oh I don't know, a short six, eight months ago or so. We probably have something to announce, do we not, Oren, Chris, that we could talk to a little later in the podcast? Chris Beall (02:07): I think we do. For one thing, let me just point out, I recommend some sales books but I don't force any of them down anybody's throat except for Flip the Script. And the reason I do is Flip the Script says, "Don't force this book down somebody's throat," and I just love the delicious irony of utterly failing to apply every single principle in this book while pushing this book on people. I don't know, the dynamic tension in that just works for me. Corey Frank (02:36): It's like don't push this button [inaudible 00:02:39]. Chris Beall (02:39): Yeah, it's like peeps, look, if you have only two books you can read in this coming year and for some of you that is a stretch, read Flip the Script and learn how to do simple things like get a little status alignment going and learn how to flash roll. I'm still trying to teach our people how to flash roll. They tend to want to drift into teaching at that point. Learn how to flash roll. And then when you're done with all that and you realize that you're not going to do all this, that you're a manager and your people are going to do it, pick up Helen Fanucci's Love Your Team and go and read that, and you put those two together, and I don't know, I'm not going to be responsible for you failing, I'm just not going to be responsible. Oren Klaff (03:18): In the military, those super sauced up guys, so calm guys, they have these banana clips they put in the clip, and then they shoot the 28 bullets or where the 30 bullets are that clip, and then they flip it right around, and then they shove the next clip in because it's already attached. I feel like Flip the Script and then Love Your Team, you shove that in, you shoot all those 30 bullets, you're out, then flip it over, and then Love Your Team flips in. Corey Frank (03:42): I love it. That's right. Well, hey, I thought getting you two fine gentlemen together, here we are coming up on the end of another quarter and the end of another year coming up in Q4, and Oren, we always talk about no neediness, right? I think what you've hit me over the head for the years we've known each other. Chris, certainly that's what you talk about on this podcast many, many times. (04:04): But here we are coming up at the end of the year and so I wanted to grab you two gentlemen and talk, certainly maybe about a pending event that we have coming up, but also what do you do so we don't just drop the price and create all these insulting kind of promotions to finish the year strong but still have a little pipeline left going into Q1. So, from a neediness perspective or what are you going to think to that? Oren Klaff (04:28): I like to think in visuals. There was this movie, The Perfect Storm, towards the end they're like going up this wave and however, they shot this wave is like a thousand times bigger than the boat, and they're going straight up it. The captain's telling the kid at the wheel to hold because he wants to turn it, and he's going, "Hold!" And they're climbing up this wave and it's just terrifying. He wants to turn, "Hold, hold, hold." That's what I think is like [inaudible 00:04:52], is you want to turn the boat, you want to turn around, you want to run to safety, and you need Corey, or me, or Chris get saying, "Hold, don't turn the wheel, just hold." Right? And you get yourself in this impossible situation in which there's no possible way to get out. But you have somebody who's been in that situation saying, "Hold, don't be needy, don't turn the wheel." And then it becomes, "Now! Turn the wheel." (05:23): But you have to be able to hold through that period where most other people would cave, collapse, run away scared, start discounting. So, if you could remember, hold your position. If you built the position but then you're afraid of the position you built and back away from it, you haven't done any good. You cannot be needy. I don't care if this is the last account on earth for you, because the other side of being needy is it definitely will not close. You have to hold strong, hold. Get a tattoo on your forearm. I mean, I'm not advocating that you get a tattoo, but go ahead and get a tattoo that says hold, based on this podcast and Corey will sign it for you. I don't want my name on it because I don't know who you're married to, but you know. Corey Frank (06:15): All right. Chris, from your perspective, you have obviously ConnectAndSell. You have a weapon that brings more prospects to your doorstep, more than they can even handle. So, what do you tell your clients, your fellow CEOs, your fellow CROs, CEOs, VPs of sales, when they come to this time of the year that, "Hey, I can bring you the prospects, I can bring the conversations to you, but be careful you don't do x." Chris Beall (06:42): Well, one of the things is there's a mathematical thing, right? It's like driving on a one-lane road. You have a problem. And that is if anybody's slow in front of you, then you got to decide to either be as slow as they are or go off-road. And sometimes you got to go off-road, and sometimes you got to go up the wave, and sometimes you got to hold and hold and hold. A really good idea, and it's getting a little late, but a good idea is to just, if you widen a little, you widen a lot. That is, if your portfolio is a little bit bigger, it's a lot bigger. And that's just the way it is. With risk management, we all think, "Oh, if I add one more opportunity to my one opportunity, I've reduced the risk by something." You don't know what it is. (07:29): You've cut it in half, my friend. But you add a third one and you actually cut it two less than a third. Now, you've cut it to one over three to the third. Ooh, you've cut it to by 26, 27th. Life gets a lot better because you only need one lane to go down. Now, do you need it or not need it? Well, you might need it but you better not act like you need it because it's like Oren drives the best cars. And when Oren shooting a gap between two cars or he's making a decision to pass in someplace that's a little tiny bit marginal or whatever, once he makes that decision, he's got to actually hold that line. He can't kind of half unmake the decision part way into whatever it is that that maneuver is, right? (08:19): There's just a rule in all, I'll call them ballistic acts. A ballistic act is where the performance outcome, the thing you want, depends on what came before, therefore what came before, therefore what came before. It starts somewhere and once you commit to it you're really screwed unless you go through with it. I used to be, Corey, and Oren keeps trying to forget, I used to be a very serious rock climber mountaineer, and there's a word used in climbing and there's a word that's used as an adjective and it's used as a noun. As an adjective, the word committed. That's a really committed route means once you start you better finish it or you're toast. You start that move, you got to finish the move. That's like the same thing. It's like look, once you're here and you're in a committed situation, you have to ignore all outcomes and you simply have to go; that's just a truth of the world. Oren Klaff (09:16): And so I think what happens is ultimately we tell people run the process. And so if they go, "I forgot the process," or, "What process?" Then there's a problem. But if you have a process and you just go, yeah, outcome independent, don't be needy, run the process, trust the process, and then if you don't like still the nervousness that brings with it, then have Chris bring you lots of other pipelines. So, we run that process in a very high stakes, high tension situation where there's a couple of leads, we got to close two out of four. And it's very challenging. (09:54): That's where we learned this never be needy, but if we know Chris is going to bring us another 18, then we're flipping. We come to meetings in T-shirts, we say things we wouldn't, we take risks we otherwise wouldn't take. We come late, we come early, we do what we want because we're like, "Yeah, that didn't work out. Let's not do that again. But still, Hey Chris, bring that wheel barrel over here. Jumps some more leads off." We just figured out a couple of things that are not going to work, so the great thing is if you have a process you can run it, that allows you to hold and stay the course. But if you can run a process and you've got pipeline, there's a name for that. (10:29): I'm not sure how it's pronounced in German, or Swiss, or whatever you speak, Chris, but in English we call it a business. Where you have prospects, you have a process, you've got a technique in which you can close them, and then you also have new leads coming in case something goes wrong, you don't close the lead that you wanted to. That's called a business. Corey Frank (10:51): Oren, talk a little bit about with neediness, we've had a number of conversations about this, you need some status with that neediness. And I think that if you built up a good status in your previous conversations with this prospect, with this company, with this executive team, you're expecting that status is going to hold, right? But as you've always talked and you've written about, it's temporary, and so you need to establish it throughout. And it seems like a lot of sales reps will abandon all that status they've worked to hold and maintain at the last month of the year, the last few weeks of the year to try to get a deal. Oren Klaff (11:29): Yeah, I think there's one way to address this. Okay, yes, we're having an event... Sorry, what was your question? (11:42): Let me try to run this down. So, Chris, Corey, and I said let's have an event and it was in June and it became July and then it became August. Back then in August, August we could've had any event, like Chris and Corey debate politics and crypto, and that would've been a good event. Then it became September, end of the year, busy. We didn't do the event. So finally we got serious. We said it's now. (12:06): All right, December and we're still having an event. And then Corey pointed out, it better be really good if we're going to have an event in December. So yes, we're having a really good event in December. Actually, it's too good because when you hear about it. The event's too good when I don't want to speak at it, I just want to go to it and benefit from the event. Because like hey, my business can use the event, but I'm actually in the event and part of it, but I'm too busy to do what I'm doing at the event for our own business. So, this thing is amazing and I really want to be there. So status. Oren Klaff (13:32): I think what happens is salespeople very carefully and intuitively curate their status going in. And so they appoint themselves well, they give a good presentation, but now you're sort of a move out of your domain into their domain and people come out of nowhere that know more than you. It's like a video game. You're going up higher levels and bigger bosses come out. My favorite analogy, as you know, is you think you're fighting the boss to win the level and this giant foot comes out of nowhere and crushes the boss you're fighting, right? The big boss cares so little about... He just crushes his own team, and what's going on here? And that's where salespeople lose their status is where somebody who has much stronger frame, much more expertise, much more knowledge, and actually controls the contract comes out of nowhere. And that's where status goes to die. (14:29): And I think it's not a status event, but we're definitely covering how to hold your status not at the beginning, because there's like no teaching about status that you need at the beginning, right? Yeah, I dress good. I talk politely. I have a presentation. Everybody can hold it together at the beginning until the stress comes on. And then the things we're talking about, never be needy, hold your status together, make sure you've got pipeline, widen your lane, stuff that Chris and Corey know how to do really come together once you're later in the deal and there's real stressors. (15:05): And if you think about it, last thing then I'll turn back over to you, you're at the beginning of a deal all the time, right? There's a lot more first downs than there are fourth downs, I think. I'm not sure. We'll have to check that. But anyway, you're at the beginning of deals all the time and so you're good at the beginning. Chris and I had a call with Andreson, one of the big venture firms today, which is great, but how often are you on a call with Andreson Horowitz versus on a call with somebody about something? So, you're good at beginnings, but how good are you at controlling those later stages when status falls apart, you fall apart? Chris Beall (15:41): [inaudible 00:15:41]. That remind me of a story by the way. Corey Frank (15:42): Go ahead, Chris. Chris Beall (15:43): There's a story [foreign language 00:15:44]. Oren Klaff (15:44): A story about our event? Chris Beall (15:46): Yeah, this is a story [inaudible 00:15:49]. This is the kind of thing you learn at this event is to do what's in the story. So, first of all, this event is so important, I might actually show up. I might not because I have a very dear family member who's having surgery the day before and might need my care, and I'll be approximately 1400 miles away, but I could be there. The story is sometimes you have to be somewhere else in New York. You find yourself at the end, you don't even know it's going to be the end. So this particular story, I was called by the general counsel of the General Electric Company who told me, "I need to talk to you and I need to talk to you tomorrow." (16:23): And so it was a Sunday. I went and did my usual thing. I was living in Denver, went down to the airport, asked them at the red carpet club where I was going. They told me. I got on an airplane, I got off, I went into a building up there in Connecticut. And the general counsel of General Electric put me in a room, a big boardroom, the one right under the CEO's office, right under Jack Law's office. And he sat down and he dressed like Mr. Rogers, which I think was one of his best tricks. And he literally pounded the table, which I thought was hilarious. (16:54): I almost laughed out loud, but I held it. "You are destroying the General Electric Company." Now, that's a case where you're kind of at the end because this had to do with a huge renewal opportunity for 11 out of the 12 general electric companies. Now, what are you going to do there? You must have something wired into you that allows you to hold your status. And I have a fondness for humor. I just said, "Well, there must be some amount of money you'd like to pay me to get me to stop destroying the General Electric Company." It's an example. Oren Klaff (17:29): That's where he pressed the button underneath this desk, and security came in, escorted you out the building. Chris Beall (17:34): No, no. He started laughing. And you know what? We ended up doing the deal I wanted to do. Oren Klaff (17:39): Oh, I have a great story about the other call that I have to be on right now [inaudible 00:17:48]. The good news, well, so the bad news is it's not a good story. The good news, it's a very short one. Corey, can you run down the dates of the event and a little bit of information for people and then I will call both of you in a while. Corey Frank (18:00): Yes. We are going to do this on December 7th and December 8th coming up here in a very short period of time. And what we're going to do is we're going to put you and your existing sales process through the ringer. We're going to take and rip up your sales script, turn it into a screenplay, and start from scratch building up a brand new December Q4 sales machine for you with a screenplay that's tailored to your business. And Chris's team, Oren's team, our team, the Branch 49 team, we're going to walk you through step by step through this Pitch Anything formula, through the best practices and how we create a screenplay, and apply it to the industry and business. So the best part, Chris, right, Oren, as you know, is we're going to perfect your pitch and you're going to practice it. (18:45): If this is your first time at Fight Club, you will fight. If it's your first time dialing with ConnectAndSell, you will dial and we're going to jump right on the phones right alongside you. And by the end of the event, you're going to have a brand new pitch process. You're going to have a brand new screenplay that drives qualified leads back to you that are ready to buy. And we are going to guarantee that you're going to close enough meetings to at least equal the cost of the event, or Chris's team, orange team, our team, we're going to work with you until you do. That's a pretty good guarantee, would you say, Chris? Chris Beall (19:20): That's crazy. Corey, has anybody ever in the history of, I don't know, life on Earth, have they ever actually done this particular kind of event? This exact thing. Corey Frank (19:32): I recall when you visited our sales team at my previous company, you swooped in with the jump boots and one or two of your cohorts, and you walked us through a mini version of this. I think this was one of the origins, I know you've had others, of the flight school because as soon as we started utilizing the weapon of ConnectAndSell, and I think it was the first monosyllabic construction we put together, you said, "Stop. What are you saying? Stop. Don't ever say that again." (20:00): And you completely deconstructed and then built up our screenplay to an effective breakthrough screenplay that changed the trajectory of our business. And hence, since many thousands of folks in flight school later, many thousands of folks at our Pitch Anything events later, many thousands of events or phone calls that we've made here at Branch 49, I think we're pretty dialed in on how to do cold outreach. Chris Beall (20:27): And it's fascinating to me because some people don't like that word, cold outreach. They think it implies, well, I don't know, it's December and it's cold or something like that. Or maybe you don't like people, you're so cold when you're reaching out. Of course, it's technical. It's a term of art. It means outreach to people you haven't spoken with before. And if you have half a brain in your head, these are people that you would like to speak with. You have a hypothesis and that is a conversation with anybody on that list of people, anybody in that target set has a reasonable shot of moving forward to something better than where you are than talking to a random person. That's not a big hypothesis. That's an important one. What's so interesting to me, and this is what this event is going to be about, is it doesn't have anything specifically to do with what you're selling. (21:15): It has to do with one universal truth, which is you're speaking to a human being and that is bedrock. That's the thing I always come back to and somebody goes, "Well, does it work in this industry? That industry?" We don't want to come to this thing like that because what we do is we sell something so high value, customized, so bespoke, so thought through, that nothing that you guys could teach us or that we could practice in an event like this could possibly fit us. (21:46): But you know what? It's kind of like a pair of gloves. As long as I know you have fingers, even if you're missing one or say, you have an extra one because well, maybe you do. Maybe somebody killed your father and they should prepare to die, but you still have got something that pretty much looks like a hand, it's going to fit pretty much in a glove and you're about to go pretty much out into 20 below and you're better off with gloves than with no gloves. You're going into a world where it's better to have something on your hands. And that's really where we're taking it, that's what's cold, is that world you're going into. I think it's going to be quite a fascinating experience for folks. I dearly do hope I can physically show up. It's extremely inconvenient. Corey Frank (22:32): Well, it's your weapon. It is your weapon and probably a member or two of your team. So, ConnectAndSell will be represented fully in spirit and in practice. And you're mentioning cold outreach, Chris, I think maybe we could finish with this concept because we've talked about it a lot. I know the esteemed Jerry Hale posted something on LinkedIn several months ago about this concept of survivorship bias and particularly how germane that is probably to Q4. Listen, we've always done a discount at the end of Q4. We've always extended our contracts for another month to allow our folks to make it easier to jump on board. So, maybe just talk a little bit about not just cold outreach in the approach, but how survivorship bias really kind of diminishes your opportunity to grow as a sales organization because of that's how we've always done it this way. Chris Beall (23:25): Survivorship bias is funny because everybody I think, I hope they know the story. It was invented as a concept looking at the damage done to bombers that were flying over Germany in World War II. And the ones that came back that where they had the holes in them, what they were doing is basically saying, "Well, this is where they got hit. We should put armor there." And that's incorrect. This is where they got hit and they made it back. So, those places don't need armor. Put more armor in the places where they got hit and didn't make it back. (24:00): Now, it's a little actually more challenging to figure out what that really means, but anything's better than putting armor in a place that you didn't need it, because we know it always adds weight. So, when we come to the end of a quarter or a year and we're looking at last year and we're going, "Well this worked last year." What worked is like a plane coming back, it "worked." (24:26): Do we really know which part of the plane went down? Or the ones that didn't work and are maybe it was one of those that would've made it? Did we even select correctly which deals to focus on and where to put our armor, so to speak? Survivorship bias is the most insidious, I think, of the intellectual failings that we embrace in groups. So, groupthink is bad, but groupthink is amplified by survivorship bias because we can all see the same thing and seeing as believing. We reason in very simple ways about these situations and the simplest way is let's do what we did last year. Corey Frank (25:06): Yeah, absolutely. Well, we've talked about false positive versus false negatives and how most organizations... I think we talked about this with Jeb when we were on the phone, is that how most organizations look at false positives and they should be, similar to survivorship bias, looking at the false negatives, correct? Chris Beall (25:22): Yeah, false negatives kill businesses. False positive, they cost you a little something, you have to do some work that you throw away. Dying is not as attractive, frankly, as doing some work you throw away. Now, the fact of the matter is management of ignorance is what it's all about. And it's really interesting. If you want to hold, you want to do it what Oren said, which is hold, one of the things you oddly have to do to be so committed is you have to embrace your ignorance. You have to admit you don't actually know based on the information you're getting right now, what your reaction should be. (25:58): And since you don't know, your best course action is probably to be proactive, to run your process. P-R-O, as the beginning of both of those words because your lack of knowledge is actually your savior, in this case. It's like, "I don't know, so I may as well do what we decided to do, whatever that happens to be." And it is that change of course. It's like, "well, what if we offer them a discount right now?" I have a couple of them right now. I've got a couple of deals that are... One of them, one of my very best customers will expire at the end of the day. I'm sitting here talking to you. Corey Frank (26:38): That's right. That's right. Well, I'm sure the rep on the deal is... Chris Beall (26:42): I am the rep. Corey Frank (26:43): Oh, you're the rep, too. Even better. Chris Beall (26:44): Well, we have another principle here, and I think a lot of people practice it, but we're pretty hard over here at ConnectAndSell. We all sell from the front lines and we don't sell the special deals. We just sell deals. And in fact, I sell the most experimental deals. The ones that are the weirdest. People turn their nose up at and go, "Why'd you do that?" Because I can endure the most reputational damage without being damaged. Being the CEO, as long as you hold and people make fun of you like, "Oh, that's a stupid deal. That was idiotic." It's like, yeah, well, it's part of my job is to explore the possible on behalf of all of us. Som I get to go to the top of some mountain that turns out there was nothing over on the other side that was worthwhile, but I'm kind of a sunk cost, right? As the CEO, you kind of a sunk cost. (27:30): So, we sell from the front lines, but one of the reasons we do it is that there's a hidden set of signals that go on in a company that cause reps to waiver. And it's this thing that says, "Hey, do the right thing in the deal. Go do the right thing." We all know what that is. Oh, and by the way, make the number no matter what. It's like those are a little bit at odds with you there and that's fine. I mean, dynamic tension is the essence of good stories, but at some point you have to decide what are we going to do as a company? What's our real goal? Was it to make this number? (28:07): It's very rare, by the way, that making a specific number on a specific date makes all the difference. I'll never forget my eldest, and I think I told this story once in a previous episode, we were in a meeting and everybody's talking about it, making this number on this date and all these numbers, numbers, numbers, numbers. And we came out and my eldest kid, Serenity, at the time said, "So, dad, I have a question." I said, "what's the question?" She said, "Well, do they think by talking about the numbers, they're going to change them?" (28:43): And I said, "Yes, they do." And she thought for a while said, "That's really sad," and walked off and led me over to Starbucks for hot chocolate. Talking about the stuff is actually a bad habit. Talking about what's going to close, talking about when it's going to close, talk, talk, talk, talks a bad habit. Go run the process and take your spare time and fill up with other opportunities because they'll make you stronger. Corey Frank (29:09): One of my good friends, our good friends, Robert Vera always talks about you can't out exercise your fork. So, as much as you want to do a lot of activity, you got to make sure that the biggest constraint in your system is tackled and it takes... You're a mathematician and a physician. It takes 3,500 calories to burn every pound of fat. These are the laws of thermodynamics. The same for celestial mathematics and the laws of physics. And those exist in client acquisition and revenue. And you have to eliminate that biggest constraint in your system, as we've said time and again. And for most folks, it's establishing that trust-based conversation game at scale and no conversations, no product-market fit, no conversations, no core Q4 achievement, no ticket, no laundry, right? And so if you're not doing five to six pitches in your tam, as you said many times, guess what? Somebody else is. Chris Beall (30:05): And those are the good ones. Corey Frank (30:05): [inaudible 00:30:07]. Chris Beall (30:07): Most are the good ones. It's prima facie evidence that they're good. They're actually happening. [inaudible 00:30:16]. And it's so fascinating when folks talk about the quality versus quantity thing, and there's all these sort of notions that people have like, "Oh, if I just think harder about the quality, then there'll be better meetings." Embrace your ignorance. Your ignorance is your friend. Freedom is your friend. Just go in knowing nothing and have a conversation. (30:38): I mean, you know one thing. You have a range of capabilities, you have a range of things that you could bring to bear. You're representing your company, that's why you're called a rep. You're representing what your company's capable of doing. Now, you know what that range of capabilities are, but you really don't know where the problems for the other person or the challenges, the gaps where they are. Okay, your ignorance is your friend. That's what enables you to be curious and ask those curiosity-based questions. And when you're needy, you want to see where neediness shows up first. Neediness kills more deals in discovery, then it kills at the end of a year by a lot. Not a little. Corey Frank (31:23): There you go. Absolutely. Well, I think we also need to mention the event one more time since Oren's not on here, right? Chris Beall (31:31): Yeah, when is it? Corey Frank (31:33): December 7th and December 8th at the Top Gun Studios in Carlsbad, California. Chris Beall (31:37): Wow. Corey Frank (31:38): Yes. Sunny, sunny California, right on the beach. You've had many events over the years there, Chris, you've been there many times. We'll try to maybe take a few of the cars out for a spin, maybe a couple of Ducati's since Oren's not on here, we can guarantee that. We'll have a blast. We're limiting it. If you would like some more information, please reach out to me at corey@branch49.com. Go to orenklaff.com, go to chris.beal@connectandsell.com. christ.beall, correct? Chris Beall (32:06): Yeah, chris.beall. Corey Frank (32:09): [inaudible 00:32:09]. Okay, great. And with that, Chris, I think we're going to put together another episode in the can here, since we do have our own Q4. Of course, you're not sitting around, you're waiting for the prospects to come to you. So, if he buys, he buys. It's only your number one client. We'll wait to hear how that story ends in the next episode. So for Chris Beall, this is Corey Frank with the Market Dominance Guys. Until next time. Chris Beall (32:34): All right, thanks, Corey.

John talks to Daniela Liscio — author of the newly released book How Not to Get Screwed by Your Lawyer: A System for Business Owners to Manage Costs, Reduce Stress and Take That Control. She is also an experienced corporate attorney and business consultant who has handled mergers and acquisitions, financings, private equity investments, and corporate reorganizations. Listen to this episode to learn more: [00:33] - Welcome notes and Daniela's intro [02:48] - Daniela's backstory [05:16] - About her book How Not to Get Screwed by Your Lawyer [07:14] - The first advice John received when he started his business [09:00] - Impact of your relationships on your business life [13:41] - Turning down transactional kind of relationships in business [16:29] - Daniela's motivation for studying law [20:50] - Daniela's experience transitioning from corporate law to business consulting [25:09] - Ideal client for Daniela [30:40] - About her upcoming book  [36:10] - Questions to ask when we are interviewing prospective attorneys [41:27] - Why people blindly follow their attorneys' advice [44:36] - How Daniela improves her significant relationships [48:52] - Who's investing in Daniela right now [54:45] - How to get a signed copy of her first book for free [56:42] - Book Daniela recommends TIPS ON FINDING YOUR PROSPECTIVE ATTORNEY: Referrals are a great place to start when looking for the right lawyer, but take them with the right perspective—they're just a guiding point, not the end of your research. As soon as you've identified the right people to talk to, determine if this is the lawyer that you want to hire. One of the key questions you should ask is whether s/he has experience working on cases similar to yours and if s/he has achieved the desired results. NOTABLE QUOTES: "Naturally, we assume there's going to be difficulties when it comes to the legal world. Nobody wants to have the need for a lawyer. No one wants a legal problem. But as a business owner, it's almost impossible to not have lawyers." "Business has never been just about money. You can't survive as a business if all you are thinking about is making money."  "Many of our most influential businesses started as small businesses. Small business is the heart of our society." "If your personal relationships are completely out of whack, that is going to impact your business life and your professional development." "It is really central to everything that we do in business building those stronger relationships to enhance our professional life, but ultimately that just brings us happiness and joy." "Develop the right skills to keep you thriving in any environment." "People are worried about inflation, about recessions, about cancel culture, about all of these new phenomena. Have we forgotten businesses always face challenges? Businesses always have some problems." "We should not disempower ourselves by limiting what we can accomplish vis-a-vis the professional relationships in our life." BOOKS MENTIONED: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal (BUSINESS SKILLS AND DEVELOPMENT) by Oren Klaff (https://tinyurl.com/PitchAnythingBookByOrenK) Psycho-Cybernetics by Maxwell Maltz (https://tinyurl.com/PsychoCyberneticsBook) PODCAST MENTIONED: Real Coffee with Scott Adams Podcast  USEFUL RESOURCES: https://danielaliscio.com   https://daniela.berserkermail.com/App%20Opt%20in  https://www.instagram.com/daniela_is_spicy/  https://www.facebook.com/profile.php?id=100064098670381  https://www.linkedin.com/in/daniela-liscio-87a75848/  https://tinyurl.com/HNTGSBYLawyerBook  CONNECT WITH JOHN Website - https://thejohnhulen.com            Instagram - https://www.instagram.com/johnhulen            Facebook - https://www.facebook.com/johnhulen           Twitter - https://www.twitter.com/johnhulen            LinkedIn - https://www.linkedin.com/in/johnhulen            YouTube - https://www.youtube.com/channel/UCLX_NchE8lisC4NL2GciIWA          EPISODE CREDITS Intro music provided by Tony Palacios - https://www.instagram.com/tonytonedog/            Outro music provided by Jeff Scheetz - https://jeffscheetz.com/    

Recognizing frames in your relationships and leveraging that knowledge to provide value is an extremely powerful skill. Check out Oren Klaff's book Pitch Anything for more. 

Your host Bryce Henson interviews today's guest expert marketer Chuck Goetschel.  Co-founder of “Rallio,” a powerful SaaS platform combining cloud-based social media technology, artificial intelligence and employee advocacy. Chuck is a triathlete and extreme runner who pushes himself physically and mentally to be the best version of himself daily. Learn top-notch skills from a true visionary on how to excel in your business and expand yourself personally.  During today's show, Chuck teaches valuable tips on how to use digital marketing for massive revenue and profits in your business 01:45 - Your host Bryce introduces today's guest founder of one of the biggest networking marketing companies on the planet, Chuck Goetschel.  02:40 - Chuck shares his backstory of starting his first business at 8 years old to his journey through building businesses throughout his life.  Follow along as he unpacks it all. 06:00 - Brye asks Chuck how his having the mindset perspective of being a triathlete helped him in being an entrepreneur.  08:15 - hear about Chuck's engineering background and how it helped him on his journey. 11:10 - Chuck breaks down the first business he scaled massively and had a fall from grace and the lessons he learned along the way. 20:30 - Follow along as Chuck upacks how his small network marketing company exploded. 24:00 - Chuck shares from his perspective where his vision and certainty comes from. 30:05 - Hear about some of the lessons Chuck has learned while leading his team. 34:15 - Learn about “Rallio” , what it is and what digital marketing is. 38:36 - Chuck breaks down what separates his organization from others. 41:50 - Bryce's famous lightning round Q&A. Q: What are you most passionate about right now? A: Comebacks. Q: What is your zone of genius? A: Perspective change. Q: What was your proudest accomplishment? A: Having my first son. Q: What's the best advice you have received? A” Don't believe yourself. Q: Book recommendation? A: “Modern Business Podcast: by Ryan “Pitch Anything” by Oren Klaff. 51:30 - Find Chuck online at www.chuckgoetschel.com and on IG: @chuck_goetschel. “Do everything with the end in mind” - Chuck Goetschel

The way you pitch anything is how you pitch everything. So how are you showing your professionalism in meetings, negotiations, or presentations? Are you rolling in nervously with a pitch deck that looks like it was made by two middle-schoolers, sporting an unfitting suit and some cheap-looking picture of Hawaii as your background? Is that what multimillionaires want to see on a deal presentation? Will investors even take you seriously?There are a few keys to a perfect pitch, regardless of what you're even pitching. Oren Klaff, author of Pitch Anything, has become a master at deal negotiations and capital raising. He's seen what makes a prospective investor walk out of the room or end a video call early, and he's here to make sure you're not the person on the other end of that presentation. So what do you need to do to successfully sell or pitch anything?In part two of this second episode with Oren, we walk through the different types of brain stages a presentation attendee is in, how to bypass the brain, and the wrong way to design a pitch. Oren has seen it enough to know that the how you're presenting information probably isn't the right way. He gives some rapid-fire tips on immediately boosting your credibility, upping the stakes, and how to get investors, attendees, or anyone else on your side from the first sentence.In This Episode We Cover:Pitching to “dead air” and how to successfully sell anyone on a deal in the video conference-first worldBypassing the brain so investors and attendees hear what you have to sayThe wrong way to structure a pitch and why most people fail at building rapportEnding the pitch, escalating the tension, and raising the stakes for your attendeesThe million-dollar move that helped Rob raise seven figures in only a few daysAnd So Much More!Links from the ShowBiggerPockets Youtube ChannelBiggerPockets ForumsBiggerPockets Pro MembershipBiggerPockets BookstoreBiggerPockets BootcampsBiggerPockets PodcastGet Your Ticket for BPCon 2022Listen to All Your Favorite BiggerPockets Podcasts in One PlaceLearn About Real Estate, The Housing Market, and Money Management with The BiggerPockets PodcastsGet More Deals Done with The BiggerPockets Investing ToolsFind a BiggerPockets Real Estate Meetup in Your AreaDavid's BiggerPockets ProfileDavid's InstagramRob's BiggerPockets ProfileRob's YoutubeRob's InstagramRob's TikTokRob's TwitterCheck Out Part One with OrenHow to Take Control of Everyday Negotiations With One Simple TechniqueHow to Pitch to Investors So They BiteThe 4-Second Pitch to Unlock Unlimited FundsBook Mentioned in the Show:Pitch Anything by Oren KlaffConnect with Oren:Oren's websiteClick here to check the full show notes: https://www.biggerpockets.com/blog/real-estate-664Interested in learning more about today's sponsors or becoming a BiggerPockets partner yourself? Check out our sponsor page!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Oren Klaff is best known for his groundbreaking book, Pitch Anything. In it, he gives a systematized way to take control of every meeting, negotiation, and deal on your terms without taking a submissive position. Oren has the expertise to back up his claims. As a world-renowned leader in sales, capital raising, and negotiation, he's been in the meetings, flipped the script, and gotten deals done that most couldn't even dream of. Now, he's sharing his wisdom with you.Much of what Oren describes gets a bad rap in today's world. The terms “alpha” or “in control” are subliminally thought of as violent or harsh, but in Oren's context, they are completely accurate. In part one of this two-part episode, Oren gives you everything you need to take control of your deal, get negotiations done on the terms you want, and put opponents in the position for you both to succeed, instead of merely butting heads.But this advice isn't just for the board room. These key principles work in every conversation you'll ever have, whether you're raising millions to close on an apartment complex investment or merely trying to get your kid to eat their vegetables. The way you pitch, frame, and control a conversation directly correlates to its outcome. And in real estate investing, this isn't a skill you'll want to be without.In This Episode We Cover:The alpha and beta dynamic and putting yourself in the alpha position in every negotiationThe risk of not taking control and how giving someone else the lead could ruin your dealShifting perspective and the “frame control” exercise that'll bring anyone down (or up) to your levelPutting your opponent or partner in an “emotional state” so they can see your point of view Raising the stakes and how doing so will solidify any deal that needs to get doneAnd So Much More!Links from the ShowBiggerPockets Youtube ChannelBiggerPockets ForumsBiggerPockets Pro MembershipBiggerPockets BookstoreBiggerPockets BootcampsBiggerPockets PodcastGet Your Ticket for BPCon 2022Listen to All Your Favorite BiggerPockets Podcasts in One PlaceLearn About Real Estate, The Housing Market, and Money Management with The BiggerPockets PodcastsGet More Deals Done with The BiggerPockets Investing ToolsFind a BiggerPockets Real Estate Meetup in Your AreaDavid's BiggerPockets ProfileDavid's InstagramRob's BiggerPockets ProfileRob's YoutubeRob's InstagramRob's TikTokRob's TwitterHow to Take Control of Everyday Negotiations With One Simple Technique7 Real Estate Negotiation Tips4 Reasons Negotiating Regularly Will Make You Richer, Wiser, & More ConfidentBooks Mentioned in the Show:Pitch Anything by Oren KlaffConnect with Oren:Oren's websiteClick here to check the full show notes: https://www.biggerpockets.com/blog/real-estate-663Interested in learning more about today's sponsors or becoming a BiggerPockets partner yourself? Check out our sponsor page!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"People don't remember what you tell them, they never forget how you make them feel."In the episode, we learn how to use emotions to make ourselves memorable and stand out.You need to make a good impression if you want more friends, make sales, get a better job or impress dates. Sponsor - Shortform Learn more than ever from important non-fiction books at shortform.com/ growth and receive 5-days of unlimited access and an additional 20% discount on the annual subscription.Some favourite book summaries with exercises:The Infinite Game - Simon SinekEgo is the enemy - Ryan HolidayConnect with Sam:Join the conversation on the social podcast app - PodvineSam's newsletter on creativity and entrepreneurship - Explosive Thinking Sam's podcast on books - Wiser Than Yesterday Support the Show - Patreon If you enjoyed the podcast please subscribe and rate it. And of course, share with your friends!TimeStamps00:00 - Why do you get forgotten?01:01 - Emotions and memory01:37 - Oren Klaff, sales advice02:19 - Don't tell people you are funny, make them laugh03:28 - Focus on actions, not descriptions04:28 - ShortForm ad05:40 - Prove you are who you think you are06:30 - Why I'm doing world records08:37 - What do you want people to think about you?09:44 - How to be noticeably kinder11:31 - Thanks x Become a member at https://plus.acast.com/s/growth-mindset-podcast. Hosted on Acast. See acast.com/privacy for more information.

These sales experts agree, that there is more than one approach to a successful sales campaign. We're sure Chris Beall has some dark childhood story about alternate ways of skinning a cat, although he's never done it, of course. These discussions include modifications and redirections in the buying cycle, even though the basics are still there: awareness, consideration and decision. Join Corey and Chris in this episode of snippets from episodes about the buying cycle. This features Oren Klaff, Jason Beck, Gerhard Gschwandtner, Susan Finch, Dan McClain, Brad Ferguson, and our own Chris Beall and Corey Frank. To hear the entire episodes features, visit this collection: https://marketdominanceguys.com/category/buying-cycle/  

Sales methodologies are the practical, how-to “guides” that support a sales process. These actions serve as a bridge between each step of the sales cycle by keeping both the buyer's and prospect's demands in mind. In our recent episodes with Brad Ferguson, Corey and Brad discussed the Sandler method vs. Oren Klaff's Pitch method. In this quick comparison segment, Corey explains the difference between the two methods, and when one fits better than the other. What is your method to determine which sales methodology fits your company? Have you bothered to determine which to use, or are you even using one method? That's a great place to start. Corey Frank is an expert at taking companies through this process - he's done it dozens of times. Welcome to this episode of Market Dominance Guys, "SaaS Sales Methodologies - which one best fits your needs?"   Resources mentioned in this episode: SNAP Selling by Jill Konrath https://www.amazon.com/SNAP-Selling-Business-Frazzled-Customers/  Trevor Hatfield's article https://www.custify.com/blog/sales-methodologies-for-saas/  Pitch Anything by Oren Klaff https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading  Episodes with Oren Klaff https://marketdominanceguys.com/category/guest-oren-klaff 

Episode 28 of Learn Speak Teach w/ René Rodriguez. Transform How You Communicate and Lead, René Rodriguez is a celebrated keynote speaker, trainer, and leadership coach René delivers an eye-opening roadmap to using applied neuroscience to improve readers' communication ability, critical thinking, cultural awareness, and leadership skills. In this episode, you will learn how you can harness the power of behavioral neuroscience to your advantage and achieve anything you want in life. Rene has been researching and applying behavioral neuroscience for over two decades as a dynamic keynote speaker, leadership advisor, world-class sales expert, and renowned speaker coach. He has trained over 100,000 people in applying behavioral psychology and neuroscience methodologies to solve some of the toughest challenges in leadership, sales, and persuasion. As an entrepreneur and CEO of multiple companies, René integrates a practical business approach that inspires his audience to take action through his keynotes, boot camps, workshops and proprietary courses. In this episode, René helps us with ideas and tips on how to own our backstories to build the frame of a beautiful picture of our lives. Tune in! During this episode, you will learn about; [00:01] Pre-show [02:33] Episode introduction and a quick bio of the guest; René Rodriguez [04:00] Rene's backstory behind his vision and achievements [06:09] Every action you take is being judged [08:00] How to package your stories in the proper order to be perceived the right way [11:28] Know your audience and survey them [15:40] Renés calmness and certainty [18:55] What you can do in order to master your beliefs, values, and memories [27:46] Analyzing your personal values and understanding their origins [31:37] How Ben followed the ways of his father… Ben's story dissected [39:02] Resources you can check to walk you through the process of rewriting how you tell your story [41:35] Your homework [42:39] Rapid Fire Round [45:00] How you can reach out and connect with René [46:41] Wrap up Notable Quotes ~ “Enjoying your journey and knowing that there is never an end to it is part of success. There is always a long way to go despite your age.” ~ “Nerves are a physical response to what's on going inside. They are good at sharpening you and making you aware of what is around.” ~ “Because you have gone through obstacles in life, you will have more credibility. Credibility makes people listen to you and see the value you offer. ” ~ “Fall in love with the process because if you can't, you will hate life.” Rene's Book & Other Resources Amplify Your Influence: Transform How You Communicate and Lead: https://www.amazon.com/Amplify-Your-Influence-Transform-Communicate/dp/1119858682/. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff: https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854. The Huberman Podcast: https://hubermanlab.com/. Keep In Touch with Rene Rodriguez: Website: https://www.meetrene.com/ LinkedIn: https://www.linkedin.com/in/seerenespeak/ Instagram: https://www.instagram.com/seerenespeak/ Facebook: https://web.facebook.com/SeeReneSpeak/ Twitter: https://twitter.com/seerenespeak YouTube: https://www.youtube.com/user/voluntarymomentum/ Be updated on upcoming Amplifii Conferences by Rene: https://www.amplifiimylife.com/ — Follow Balbert… Facebook www.facebook.com/balbertmarketing Instagram: www.instagram.com/realbenalbert/ LinkedIn: www.linkedin.com/in/ben-albert-a74737106/ Website: https://www.realbusinessconnections.com/ – LST is made possible by www://balbertmarketing.com/

Sam Primm is a Real Estate Investor, Educator with over 40 million dollar Real Estate using people's money  He started a successful Rental Real Estate company, Wholesale company and he does Flips as well.  In this episode we talked about: * Sam's  Bio & Background * The First Investment in Real Estate * Using Other People's Money to Buy Real Estate * Network Building * Private & Institutional Lenders  * Capital Structure * Interest Rate Risks * Journey on Social Media * The Process of Property Acquisition  * Mentorship, Resources and Lessons Learned Useful links: Book “Pitch Anything” by Oren Klaff Book “Eat that frog” by Brian Tracy https://www.instagram.com/samfasterfreedom/?hl=en https://fasterfreedom.com Transciption: Jesse (0s): Welcome to the working capital real estate podcast. My name is Jesper galley. And on this show, we discuss all things real estate with investors and experts in a variety of industries that impact real estate. Whether you're looking at your first investment or raising your first fund, join me and let's build that portfolio one square foot at a time. Ladies and gentlemen, my name is Jennifer gala and you're listening to working capital the real estate podcast. My guest today is Sam prim. Sam is a real estate investor educator with over $40 million worth of real estate using other people's money.   He started a successful rental real estate company, a wholesale company, and he does flips as well. We just kind of went over a little bit about his portfolio right now, Sam, how's it going?   Sam (45s): It's going well, man, it's going well, appreciate you having me on.   Jesse (47s): Yeah, thanks so much for coming on. I think one thing we miss here in the intro is just the fact that your social media presence with real estate is pretty pronounced. It's part of the reason that we connected, I saw what you were doing online. And I said, you know, I think that listeners would get a lot of value about you coming on, telling your story, and also talking a little bit about that presence online. So thanks for coming on. Really appreciate it. Why don't we take a couple of steps back as we normally do here and talk a little bit about your background and how you got into real estate, you know, from, you know, where you started and where you're at today.   Sam (1m 23s): Yeah, for sure. So I don't have the most exciting story, like, you know, some guests and some people I know that, you know, came over here or grew up super, super poor and didn't have, you know, much of an upbringing. I had a normal upbringing, you know, my parents were middle-class. My dad was an engineer. My mom was a teacher. My dad worked for the same company for 40 years and retired. That was kinda what I was grown up in. That was kind of how I was raised, you know, save money, save money, save money, invest, and went to college and was kind of planning that path.   But kinda during college, I started a, a house, you know, painting company with my buddy. We started to kind of paint in the summers, painted exteriors of houses and fences and decks, kinda got some entrepreneurial itches and then went to school and finished school and then, you know, graduated and got a job out of school. And he got an engineering degree and we were just doing our own thing. And then we started to connect and talk real estate and we decided to go in and buy one house a year for 10 years was our goal. And just kind of start to just see what real estate can do for us on the side.   And that kind of ballooned into what I'm doing today. I kind of really kind of ventured away from that traditional mindset of work for somebody else, your whole life. I was able to quit my full-time job and go full-time in real estate a few years later and really enjoying now showing other people that you do have an option. You can do the traditional path, but if that's not for you or you can't do that, or whatever, whatever the reason may be, you do not have to work for someone else, your whole life. You can do what you want when you want and real estate's the best, you know, kind of bridge to help you get to that life.   Jesse (2m 53s): So, Sam, what was the first investment in real estate that you, that you ever did? What did that look like?   Sam (2m 60s): It was a single family rental. I actually bought it in 2014 into 2014, bought it with the thought that you got to, I was going to fix it up and sell it and take that profit and put 20% down on a rental. So back then, even when I started, you know, investing in real estate, I thought 20% down on rental property. So, all right, I don't have 20% to put down, so I'm going to flip a house, take that profit and then put 20% down. So I thought for every, you know, one rental I wanted to buy, I had to flip one, so two houses to get one rental.   But during that process, I learned a, about the cash out refinance and kind of leveraging money and leveraging bank funds and all that, all that stuff that I'm sure a lot of your viewers know about, but I didn't know about it. And I ended up actually turning that one into a rental that worked out pretty well. So just, you know, jumped in and was figuring it out and then found out about refinancing and, and all that cash out stuff. And you haven't looked back since, and haven't had to put 20% down of my own money on anything since. So   Jesse (3m 55s): That's great. So in terms of the actual debt side of the equation, when you are looking for properties and over your career, when you've been looking for properties using other people's money, I mean, people hear that and they, you know, intuitively understand what that means. You know, you understand what the words mean, but in terms of actually executing that and doing it in a way that doesn't put you in a unreasonable amount of risk, how do you approach that? And what does that look like for you when you're saying you're using other people's money to buy real estate?   Sam (4m 26s): Yeah, for sure. Cause if you're, if you're not using your own money, you're putting 20% down, you know, you could be overleveraging yourself, like you said, and putting yourself at unnecessary risk, you know, shift in the market could sink you. And, and that did a lot in oh eight, it's sunk a lot of people. So the key to using other people's money in your own money honestly, is making sure there's equity in the property. Everybody thinks that banks care about that 20% down when you're buying rentals, they don't, they care about that 80%. They want to just make sure that they are not over leveraged themselves and that there's 80% equity in the deal.   So if you can creatively use somebody else's money to find distressed properties, you know, fix them up, manage them well, whether we're talking, you know, single families, commercial multi-families, whatever it is, if you can just find the deals out there and use other people's money and, you know, find a good enough deal and increase the value enough that there is at least 20% equity at the end, then you're not over leveraged. If, if you bought a million dollar apartment complex and put $200,000 down, there's 80% equity. If I've, you know, did the same thing and use somebody else's money and have $800,000 of somebody else's money in the deal, and it's still worth a million, why it's the same position?   There's, you know, there's, there's not any risk there. As long as that equity is built in, obviously there's some more intricacies that go into it and there's a ton different ways to do it. But I think the key concept that you brought up and kind of wanted me to drive home is as long as you're buying at a discount and managing it properly, you shouldn't over leverage yourself. If you do it the right way, it's not buying things at market value, you know, a hundred percent of costs, a hundred percent of value, a hundred percent of loan. It's, you know, we're, we're deep, we're much less than that. There's a lot of equity built in at the end of these deals that just grows over time.   Jesse (6m 5s): So during that time 2014, and I guess the, the few years after that, that got you to where you're at today, the actual network that you had, the people that you went to to actually raise money from, how did that evolve? You know, did you have somebody in the beginning that you were doing this with, that kind of showed you who the ideal people would be that would invest with you? What did that look like?   Sam (6m 25s): Yeah, kind of. So I knew that you could use other people's money to buy and fix up a property. I think, I don't remember. I think that flip or flop the torque and Christina moose or whatever, the ones that was on HTV. I remember seeing them go to like their lawyer's somebody's house and they would get the money and then they would fix up the house and they would split the profit with them. So I knew you could do that. So I knew that you could borrow money to buy and fix up a house. I just didn't know about the 20% down. And that's what I did on my first property. I borrowed the money to buy it and fix it up. It was from like a kind of a friend of a friend kind of thing. It was one of my dad's friends that owned a business.   I'd known him growing up a little bit and he'd always talked about, you know, if we ever get into business, you know, he'd like to help me out kind of like a, a mentor type thing, but he wasn't a real estate investor more just on the business and mindset side of things. And we talked and, you know, met a few times and, and showed them the plans and show them what we wanted to do. And he said that he would be willing to give us, you know, you know, a hundred thousand dollars to buy and fix up a house. If we found something that worked and showed him the deal and ran through the numbers and we did that. And then we did it again. And I continued to use that same private lender for, for a long time.   My first, first three or four years in investing in real estate, I had a full-time job. So it probably maybe a 20, 20 rentals or so. So it was good, but it wasn't anything crazy. But then after that, you just make connections and know the right people and that lender talks to other people. And then eventually we, you know, got more money than we know what to do with now, just as far as, you know, sourcing deals for private lenders, it's, it's just, it can be tough to find private lenders. So I was pretty lucky, but I always tell people whether it takes you two months or two years to find a private lender, always be looking one private lender can change your life.   There's other, there's other options. In the meantime, you can wholesale, you can use hard money, you can use lines of credit, you can do a ton of different things. Self-directed IRAs, all those are great. But, you know, using a, having a private lender that has flexible terms that will lend you a hundred percent of purchase and rehab on, you know, whatever the property may be is life-changing so be looking for one, you may stumble across when, right away, you may not, but don't give up because one can change your life. For sure.   Jesse (8m 27s): And what was the, I mean, flexibility, you mentioned that there w what are the other appeals that you have with private lenders, as opposed to institutional institutional lenders for what you're trying to do?   Sam (8m 38s): Yeah. So private lenders are, you know, their flexibilities by far the biggest one. So, you know, if I'm buying an apartment complex, I'll go to private lenders and they'll put 20% down. And then the other 80% is institutional. Whether it be, you know, government money, Fannie, or Freddie, or whether it be, you know, bank money, but they're, they're going to be in second position. Then the private lender is okay with that. It's, you know, most hard money lenders or other institutions won't want to be in second position. They're going to want to be in first position to be most secured. So they're flexible because you have a relationship with them.   There are people that, you know, or people that, you know, know that understand real estate that don't usually, they don't have millions. It's usually it's, you know, I just had a student the other day that was like, I can't find a private lender. And then all, you know, all of a sudden he was talking with a real estate agent that he was trying to buy houses from. And that agent said they always want to do invest, but they don't have the time or knowledge. And they had an extra 150 green, you know, they didn't have millions, but they took some out of the stock market and they had that and they're willing to invest with them because they knew them. So it just comes from different sources. It usually doesn't come from a rich uncle or even a rich friend of your dad like minded, but, you know, there's a ton of different places.   You can find them. And they're just flexible. They're understanding. I think a couple of the second deal I did, we couldn't pay back. The private lender has full amount plus interest. So he let us roll that into the next deal. And just things like that. There's flexibility being second position on terms, and I'm on lengths of things. And, you know, when you're dealing with somebody that they have relationship with built with, you can talk about that when you're dealing with these bigger institutions, they're just a number on a spreadsheet to them. They don't give a, they don't give a crap if you had an issue or not.   Jesse (10m 10s): Yeah. I feel like when you're dealing with private lenders, if the deal goes sideways, God forbid there, you know, you want to work with the person, the person typically wants to work with you where it's the bank. Like you said, if you're just a number on a spreadsheet there, you know, they can be a little bit more aggressive and saying, yeah, sorry, like this, we're going to take this action X. That might be pretty detrimental to your investment in terms of the, the, what you described there. So the 20% down from a private lender and then the balance from say an institutional lenders. So that to me is a very similar or very common for a short-term kind of, you're basically trying to stabilize an asset or you could potentially be flipping it.   How do you look at the capital structure when you're dealing with more of a longer term, hold on your real estate.   Sam (10m 54s): So everything, and we've done this a few times now, so I own six, six apartment complexes, and I've done this on three of them and three of them in the process of doing this. So like, what I've done in the past is for one of my second apartment complex, I bought it. No, nothing big. I haven't done any huge deals yet. This was a 32 unit. So what we ended up doing was we bought it for 1.1 million. So we've got 20% down from our private lender. So he lend us 20% down, which I guess is 220 grand. We got an $880,000 mortgage from the bank.   So it was worth a little bit more than that when he bought it. So there's equity built in, but we improve the building over the next couple of years. You know, we increased cashflow by raising rent. We use some of that to fix up the property and we, you know, got efficient with the expenses and managing and just took care of everything and just kind of turn the building. Wasn't a nightmare, but we turned it around relatively quickly and just two years. And we were paying the private lender a little bit out of cashflow. And then two years later, it appraised for 1.5 million. So we took some equity out.   We refinanced at 80% and paid him back as two 20 plus interest. And now we own it and we own it. Long-term and, you know, we have a one point had a one point, you know, one, something million dollar note on it. It was worth 1.5. And then two years later, which was last year, just the price for 2 million. So it just kind of shows you that you, you get one of these assets and you can force the value in force appreciation by being efficient and raising rents. You can create so much equity so fast that you can do these short term. I call them short term burst deals in two or three years.   You can, you can reposition an asset and create enough equity and value by you controlling the asset properly to get enough to pay him back plus interest and move on to the next one. It's just kind of a rinse and repeat thing. I haven't, you know, done the syndication route where you're raising 20% from, you know, lenders that you're going to pay back over the next, however many years or, or anything like that. But mine's a little bit more of that, you know, smaller scale. But if you do it enough, you know, like I said, I got 40 million that I own a hundred percent of you can, you can scale pretty quickly.   Jesse (12m 57s): Yeah, for sure. I mean, there's good money to be made. And both strategies might find the, like you said, almost a, like a, a variation of the burst strategy where you are buying, holding, or refinancing, renting all the RS. But if you do the syndication route, it's basically the same thing. I, the only difference would be an equity portion coming from LPs. So we, we did something very similar recently, and it is just a larger version of buying that single family house and, and doing a, doing a burst strategy with, so in terms of the, where you kind of see the market right now, obviously we're in a time right now, it's Q2 20, 22 interest rates have continued to go up.   How do you look at the risk of your deals in terms of interest rate, what you typically keep in reserve? Like how, w from a risk standpoint, how do you, how do you view your, your real estate acquisitions?   Sam (13m 51s): Yeah. Interest rates have gone up way more than I thought they would way quicker, but even, even with that, I'm not, not overly concerned. A majority of my portfolio, we have tied up at, at 10 year arms, you know, tenure. So the rate's not going to just, I guess for eight more years now, we locked them in a couple of years ago. So majority of it is eight is eight more years of our current rates. Modem is non-recourse with some government and funding, but as far as going forward with the current purchase, I'm just keeping that into account interest rates are going to be a little bit higher.   If we do a deal now, or we have a three-year arm or something that probably going to be a little bit higher, but I don't think they're going to be substantially higher. And now that my portfolio has got to a point where I'm just trying to add good assets to it, I'm not worried about, you know, they're all good deals. They all cashflow on their own, but I'm just looking at it as more of a portfolio that I'm going to have for 20 years. So a little bit of interest rates, a little bit higher on the portion of the portfolio right now, isn't extremely concerning to me. I don't love it, but also going with higher interest rates, rents more rents going up every, I think I heard the other day or read something rent's going up every year in the past, like 90 years, except 2008 or 2009, like one is the only year rent's ever not gone up.   So with increase interest rates, you also have increased expenses. We're getting more efficient in management with property, with software, with things like that. So you can offset some of that extra interest on that. You'll be paying with a higher, with a little bit higher interest rate, but you can offset that with just being smart and efficient and just scaling and not worrying about, you know, having to spend a little bit more. I feel like if your deal hinges on 50 basis points, you'd probably buy in too deep. Anyway, I understand this gone up more than that recently, but in the, in the commercial game with a small local banks who I deal with, it's it hasn't gone up.   It hasn't gone up near what the residential has. That's right. Not to get too into a, you probably know this better than I do, but the, the residential, the mortgage that people hear about this going up like crazy is based on the ten-year treasury, what, what we borrow at the small local banks that I deal with. And part of the reason it's based on the fed funds rate, and that's barely gone up. So they're kind of based on two different things. And, you know, you can take advantage of one while the other one's, you know, doing something. And so there, there's always some way to be flexible and get around it. I, I'm not thinking that you're not going to be able to invest in real estate because interest rates are too high, but that's kind of how I look at it.   W what do you think about that?   Jesse (16m 10s): Yeah, I have very similar view. I think the 50 basis points comment, I think it actually is accurate because even though rates have gone up higher, if you're doing an analysis and underwriting a deal and say, you're playing Monday morning quarterback, and you're in the deal now, and rates have gone up. If you didn't, if you didn't have some sort of sensitivity analysis that gave you a bit of a range, you don't underwrite a deal and go, okay, I can't go higher than this. You give yourself a little bit of padding. So you, yeah. Even with the padding, you might be, you might be within 75 bips or 50 BEPS.   And it, like you said, if that's going to kill your deal, then you've got bigger problems to worry about. I think the, the different approach that we're taking is just looking at things banks, when we're doing refinances or bef before LTV loan to value was a lot bigger piece of the pie. Now, debt service coverage ratio is which makes sense, right there. They're being cognizant about how much you have in cashflow. And it kind of, I think every once in a while, every five, 10 years, we need a little bit of a jolt in the real estate industry because we start getting away from the fundamentals and then we kind of need to be brought back that cashflow is, is a key aspect of what we do.   So I think, you know, provided that we don't go into a global pandemic again, which is kind of, I only laugh. It's, you know, it's not funny, but only ironic in the sense that we always say, like, you know, caveat this, as long as this doesn't happen, it will be okay. Now that we have seen something very intense, like the last two years, I think investors will be a little bit more prudent, but provided that we don't have anything crazy geopolitically going forward. I think that it's not unhealthy to have interest rates go up a little bit and values of cool off, especially in some of the major markets, you know what I didn't even ask.   What a, which market are you currently investing in right now? We're   Sam (17m 58s): St. Louis, Missouri, everything. Everything's here within an hour, hour and a half of a, of St. Louis on the Missouri side. So yeah, everything's here local in the Midwest, not the most exciting city, but it's a great city to own rental properties in and invest in is, is pretty stable. You don't get the swings. So it's, it's a good place to be.   Jesse (18m 16s): Yeah, for sure. What, switch gears a little bit here and talk about this presence on social media. It's pretty fascinating to me, especially in our space because, well, I guess any space you get all these quotation gurus online and posting random stuff, and just kind of filtering through a lot of that. I saw the content you were posting really interesting, engaging educational. You kind of go through some of the deals. We'll put a link up for listeners to check you out on Instagram. And I assume you, you know, you have a link for YouTube, but talk a little bit about that, that journey on social media as it relates to real estate.   Sam (18m 52s): Yeah. So I just started posting a little bit on Facebook about what I was doing, you know, and drummed up a pretty good amount of, you know, interest from just friends and family and people that didn't know that I was investing in real estate. They just thought I had that full, you know, my full-time job. And so that kind of started to get some traction and, you know, it didn't really think a ton of it. Then I went full-time in real estate in 2018 and was focused on growing my rental portfolio and growing, you know, the flipping company and doing all that for a good year and a half, two years and occasionally posting on social media.   And then we got those businesses to a pretty stable place being my business partner, Lucas, and kind of had the idea of you run those, keep those going. I'm going to try to, you know, get into this education space and try to educate people what you're doing, because the minimal exposure I had was just inundated with people. How did you do it? Can you teach me how to do it? How do you do it? You know, so I thought, well, let's, let's try to, you know, make a social media about it and try to maybe create some type of course or mentorship. So I just started by just giving away as much as I could for free on YouTube and then Instagram and slowly getting some traction.   And then Pope did Tik TOK and got made fun of for a while. But I posted on Tik TOK once a day for 30 days and said, I'm just going to give it a shot. And this was back in 2020 middle to end of 2020, and then that blew up and then everything else kind of just followed from there. You know, ticktack saying is it all starts on Tik TOK? And for me, it kind of did that kind of gave me the credibility to grow the other platforms. And like, what you said is what I do. I just try to post informational stuff. I don't overreact. I could have a bigger following if I was a, fearmonger not going to name any names, but the people that have had that YouTube thumbnails for five years in a row saying the world's ending and the market's going to crash, eventually they're going to be right.   But you know, those people that do that negativity and that just kind of drove me crazy. And also I knew somebody that had done three bird deals and wrote a bird book. So I was just like, come on. So anyway, so I decided to, to teach and go in a little bit more and go full-time into it. And the last I've been doing social media for about years. And as you alluded to, you've got a decent following on tic-tac YouTube and Instagram, and just trying to provide as much education as I can. It's fun. Obviously I can make money from it if people want, want me to educate them further, but regardless, it's just a good place to, you know, be creative and have fun and teach people and show them that there is another path out there that real estate can be fun.   And it's a, it's a good thing to invest in and so great way to get free eyeballs.   Jesse (21m 13s): So I don't think I connected with you on Tik TOK, but what was that 30 days like, was that just I'm going to post some deals, some, some tip, but what did that 30 days look like?   Sam (21m 22s): I just, I just was posting and at the time my Instagram was probably like 500. My YouTube was probably like a thousand, I don't know. And I just wasn't getting as much traction on them. So I thought let's hop on Tik TOK. I had somebody told me that people were talking about real estate. I thought it was just a place for people to dance and you know, what it's turned into now, craziness. But so I got on not early, but kind of early. And then I just posted once a day for 30 days. And I think my fourth video got a hundred thousand views and I was like, holy cow, it was like a 15, 22nd video. You know, it makes sense now that people can scroll and see, you know, five different people in one minute, the only platform that really allows for that.   But yeah, and then just kind of got some traction there and then other social media started to grow and then it's kind of the staple. I, I don't even, it's insane. I have 1.5 million followers on Tik TOK, and it's just like, that is like a city. And then when it does bleed over to the other platforms and now, yeah, and now that tic-tacs allowing for longer videos and things like that, I'm trying to leverage it to, to, to push people towards the other social media platforms. Cause tic Tacs fine and all, but you know, in five minutes, someone probably sees 50 different people on Tik TOK in five minutes.   They've see probably 10 people on Instagram in five minutes. You just, usually one people on YouTube and same with podcasts. So the goal is to push people to the longer form content, to warm them up and teach them more. But just taking advantage of what's out there. And it's a lot easier to make a 32nd video than an engaging 30 minute podcast. So that's, that's what I was doing for a while and still do.   Jesse (22m 53s): Yeah. And it's, you know, like we're talking right now, if we probably end up putting this on YouTube, you know, it's one thing to have this story. Some people, you know, you, I find a lot of people just like people are visual learners. I find we, we remember stories better. You have this long form aspect of, of Sam prim they'll remember certain aspects, but you know, like at some point in this conversation, we said, DSCR, you know, that's a 32nd video for tech doc or for Instagram. Right. But you can't get the, well, you can only get so much information out there in the short form. So that makes sense that you kind of capture them there, bring them over to longer form content.   So in terms of the educational stuff, what type of, what type of stuff are you putting out there? You mentioned the course that you had.   Sam (23m 34s): Yeah. So Joe, I have a, I have a mentorship currently, you know, it's a lot of different things that go and it, but basically it's everything or, you know, everything I can put into that content about creating a rental portfolio using other people's money. There's 250 videos I put in there because no one likes to sit down. No one has an hour free time, or usually they don't. So I spent about eight months making five to 10 minute clips of every single step of the way. So someone, if they got a free 10 minutes can just watch to my videos and learn a little bit or poke around and see.   So there's that, there's a closed Facebook group. There's weekly mentorship calls, group mentorship calls, and then all the resources you'll need. So it's pretty in depth and it's pretty comprehensive. You know, we just launched it about six months ago, had a little over 500 people sign up. So it's, it's not, it's it's for people that are willing to take action. We'd one of the questions is making sure that they're willing to take action. We just don't want to take people's money just to take their money. If they're willing to take action and it's a good fit for you, but it's been fun. And it's just kind of one of the trickle down effects of getting a lot of eyeballs, a certain amount of those people will want we'll happily give you money to teach them further.   You know, we're not holding a gun for anybody's dad to sign up. So it's, it's been, it's been a fun thing that I don't really push a ton. A lot of people don't even know I have it that follow me on social media. So I kind of like it that way.   Jesse (24m 50s): Yeah. I mean, it's also too, it's a reflection of, of yourself. So this idea of just, you know, signing up a million people in the short term is, you know, a lot of people do it, but if it's something that you you're trying to build and you want it to be quality, it makes sense that you want people to actually be in there engaged because unfortunately, a lot of people, you know, we've all been guilty of it, but there are a lot of people that consume a lot of great content, but never take any action with it. Whether it's a finance real estate need, it could be anything. So it's, it's definitely one of those things you want to have that action piece connected to the actual consumption of, of information.   Want to just hop back to the real estate side of things. So, one thing that we talk about with a lot of guesses, their process for acquisition now more than ever off-market deals are, seem to be the route that a lot of people are going in terms of finding properties. We'll see if that changes with the changing environment out there. What's your process when you're looking to acquire properties. And maybe you could talk about if, if it has evolved when, since you started out.   Sam (25m 54s): Yeah, it has. For sure. So at first, when I was, you know, just doing this on the side, I was, you know, buying things, certain things were on market, you know, back in 2015, 16, it was a little more common to find some of these on market deals. So that's what I did at first. And then through some local wholesalers, you know, people that were out there doing the work themselves and, and drumming up the deals and bringing them to me. And then we, you know, went full-time and have our house flipping company now. So we have five full-time buyers. That's all they do every day. They buy between 30 and 60 houses a year and they go and find the deals and drum up and talk to other wholesalers and connectors and real estate agents and lawyers and senior care facilities and all those kinds of things we buy.   We bought 252 houses last year. And I think like 165 of them were through no marketing spend all just through networking and our, and you know, going to find people. And then we also do the, do the advertising. You know, we got Facebook and AdWords and SEO and all those. So we do a mixture of, you know, you know, actual ads and then a mixture of networking for the sort of the houses. But for the apartments, that's a little bit different, you know, we've done some mailers specifically to owners, but we're, we got most of our deals. I've just been dealing with local brokers and, you know, local people that are wholesale on those deals.   And, you know, people that come across these cause you know, the commercial space is a little bit different. An agent can get something and you kind of have a pocket listing and put shell it out. They don't have to blast it to everybody like they do on the residential side. So yeah, just getting to know people and networking our last three apartments we bought from the same broker that he brought to us first because we were able to perform on one. So relationship-based, I guess is the key to what we've done. It takes time, but it takes time upfront. You'd be friendly and get to know them, offer value. Then you get a gravy train of deals coming. And yet it takes a little bit of time, but our last three deals I've been through one guy.   I mean, we'll probably buy 20 apartments from him in the next 10 years. So that's well worth it. I'm spending some time, you know, you can flood the market with advertising. That's an option, but not everybody has the money or knowledge to do that. So anybody can go network and market with people and, and, you know, come across deals that way.   Jesse (27m 56s): Yeah. And it's beneficial for him as well. Right. You have a qualified buyer and he knows that when he has that pocket listing, that you're going to be one he shows. I think it's, it's just, it's interesting to see the different approaches people take. Like for, you know, a lot of people come in with mailers. I found with our market it's, hasn't been, as we haven't had seen that much advantage or that much output from mailers, but I still call direct. I'm a broker by trade. So it's a little different in the sense that, you know, I get the free quote freebies of CoStar Altice, a bunch of different software pieces that when I need to find a corporate search for a numbered company, it's something fairly easy for me to do.   Whereas I know, you know, for a private investor to do that, they have to scale their business fairly, fairly big, but a lot of this stuff, depending on which state or province, if you're in Canada, in terms of, you know, where you're finding information, it's a lot of this is publicly available for on the apartment side as well. So you can usually enough elbow grease and you can find a name for a person, but you're absolutely right. It's a different animal on the commercial side, but in terms of making those relationships, I think, you know, just going back to your educational aspect, I think stuff like that is, what's so valuable in education.   And one thing is, okay, you can say connect with a good broker, but there are aspects of, you know, making sure that you sound like, you know, what you're talking about and you know, do's, and don'ts when you're trying to connect with the brokerage community. And not that they're, you know, we're this, you know, just geniuses, it's just the fact that you want to be speaking our language. And there's a couple of red flags that just jump out right away. When brokers hear somebody talk that, you know, you can, you lose credibility fairly quickly, but if you do the opposite, you know, it's a, it's a list an off-market listing then I'll definitely want to get out and, you know, give to somebody that if they sound like they know what they're talking about.   Sam (29m 40s): Yeah. I agree. Hundred percent like that. The education is, is just huge. And it's obviously something I believe in it's something I practice and I pay a lot of money every single year to be in a couple of masterminds and some subscription services. But it's, you know, they say you can't buy time, but you can like time, you can buy time by being more efficient and effective. If, if you know, you took 10 years to learn how to do what you do. And you know, we're putting a lot of that in this pocket. Someone keynote can spend listened to, you know, 10 hours of your podcast and get two years worth of knowledge and information.   So they can be more efficient and effective. So whether it's free or paid. And I take part in this, in all my businesses and every aspect, I'm writing a book right now, and I got a ghost writer helping me write it, like taking other people's information. So you can be, and their knowledge and experience. So you can be more efficient and effective and kind of take that group path and have less headaches and, you know, do more in less time you are buying time. So yeah, that's huge. That goes along with the lingo that you're talking about and just general, you know, just having somebody keep you in the lanes and keep you out of the gutters is huge, hugely important.   So yeah, I fully believe in it and sell it obviously, but also take part in it. And pretty much every business I have.   Jesse (30m 51s): Yeah. Well, it's a great community be in. I find that there's a lot of like-minded people. And generally speaking for the most part, everybody is pretty encouraging when you get into this business. And I, you know, I assume it's similar for other industries, but one thing I've always loved with the real estate industry is that if you are hustling and, and you are outwardly showing that you're interested, older individuals in our industry do want to do nothing but help you. I've found that through my career is because they see a little bit of themselves in you. I want, you know, when they're 50, 60 plus, and they see a younger version of themselves kind of doing their thing.   So reaching out to those people is, is something that, you know, if you can add value, it's something that I always encourage for people to do.   Sam (31m 31s): Yeah. Don't, don't underestimate vanity. I see it all the time. They're, they're willing to help. They really are those older people, they a hundred percent want to help. They see themselves in you, but they're also like, Hey, this is what I did. Look at how cool I am and look, here's the secrets that I did. And I figured out, and look at me, I did this, you know, look up to me and it's, it's everybody has it as natural. I'm not trying to dog on anybody. I have it, you have it everybody. But if, you know, people will, some people have a little bit more banning than others, but having, you know, people, you know, be able to say, look what I did and have you be like, wow, that that's something and that's real.   And that, that goes along with people wanting to help you're right. Real estate investors are surprisingly helpful in my opinion, compared a lot of other industries.   Jesse (32m 10s): Yeah, for sure. And you're absolutely right on the vanity side, I've found that even on the podcast and it's, and again, it's not to say that in a negative way, but I get a lot more honey from people I reach out to, especially on the commercial real estate side and, and the academic side, when I said, Hey, I just read your last paper, you know, that you wrote on, you know, commercial real estate prices and their effect on X. And all of a sudden you're like, oh, read my work. Okay. Like, you know, I would test it. So yeah, definitely. That's a good aspect.   I think any, any time in life, you can kind of a tickle or a, you know, a warmup through the vanities angle or a little bit of the stroke in the ego. I think it, you know, it helps Sam. We're coming up to the end here. We've got a few questions at the end. We ask every guest. So if you're cool with that, I'll, I'll send them your way. All right. All right, Sam, what you know, talking about mentorship, what is something that you would recommend or encourage for a young person getting into our industry, whether that's, you know, investing or commercial real estate as a, as a profession, you know, even on the institutional side,   Sam (33m 19s): Just take advantage of all the free resources out there, your podcasts. Those is a ton of social media stuff. I'm on YouTube and Instagram and even Tik TOK. Now, like we kind of alluded to, but just take advantage of all the free stuff out there. You can learn so much for free if you're willing to spend a little bit of time and energy on it. So take advantage of the free stuff out there, and then that'll guide you to pay stuff if you want. But also get out and network, go to these meetups, go to meet people, go grab lunch with someone it's so much different commenting on somebody's Instagram or joining a Facebook group and chatting then getting in your car, driving, going to a meetup, meeting, other people that got in their car and drove and went to that meetup.   Those people are so much more valuable to connect with than somebody you just met online. So do the online research, but go meet people, talk to people because those people are the people that you want to know. And you, one connection probably will eventually change your life. You just gotta meet that connection. So go connect with people in person. And if you're young, like you said, man, people like to take you under their wing, especially if you're super young and just wanting to get into it in green, you don't even have to act like, you know what you're talking about. As long as they know that you're green and you don't act like, you know what you're talking about, you'd be shocked at how many people will help you.   Jesse (34m 31s): Yeah. It's almost an advantage if you act like you don't really know what you're talking about, they want to, they want to help you out. So speaking of resources, what's something, a podcast or book that you're reading right now that you could share with listeners.   Sam (34m 44s): Yeah. I just talk on that. I love listening to podcasts and listened into books and kind of getting, I usually get my active information and active knowledge and, you know, from, you know, masterminds or podcasts or YouTube like this, but my overall like mindset stuff comes from more books and things like that. A book that I just read again for the second time that I, I really, really like is a pitch. Anything, if anybody's ever read a pitch, anything's a good one. And then eat that frog,   Jesse (35m 13s): Oren Klaff right. Pitch anything,   Sam (35m 15s): And then eat it just about, you know, conversations and how you can kind of not control the other person, but you can kind of lead the conversation to where you want and lead the relationship to, to, you know, something that's beneficial for everybody. And then also eat that. Frog's a really good, simple one that I kind of liked. It's just about, if you get the, you get the hardest thing over at the beginning of the day and everything else, it's not just like, you're done with the hard thing. It's like, you got momentum, you got the energy from it. And then everything else seems easy. You get, if you wait until the end of the day, do the hard thing, you won't do it. Or you do at the end of the day.   If you do the hard thing at the beginning of the day, you get literally twice as much done. So just suck it up and do it. So that's that's I really liked that book.   Jesse (35m 52s): Yeah. We'll put links to both of those. I've, you know, I can't even, it was probably three, four years ago. I read, eat that frog and I was so confused. Cause a buddy sent it to me and I was like, what is this? I don't get the, you read the book. And you're like, yeah, it makes a lot of sense. No, I mean the, the, the title, when I first saw it, I was like, what am I getting into? But yeah, it's basically getting, getting that, you know, that toughest thing out of your day and then setting yourself up for, you know, for the rest of the day, week a year. That's awesome. We'll put a couple links to those last question. We'd like to ask all of our guests just cause I'm a bit of a petrol head.   First car make and model   Sam (36m 26s): First car make a T at 1993. Stick-shift Toyota Corolla.   Jesse (36m 31s): I like how you say stick, stick, shift. I listened to this econ talk one of my favorite podcasts and they call it a, a millennial security device.   Sam (36m 39s): Yeah. I've heard that too. That that's true. That's true. That a lot of, not a lot of people can, can find those these days.   Jesse (36m 46s): Awesome. We'll say for those that want to reach out, we alluded to it throughout the whole podcast, but working the working, they get to you. What's your handle for Instagram? Tik TOK or YouTube.   Sam (36m 57s): Yeah, they're all. It's all the same. It's same faster freedom. So my name and then faster freedom is my brand. So same fastest freedom on Tik TOK, YouTube, Instagram, check out the stuff. If you like it, shoot me a follower and shoot me a message on Instagram. I, I try to get to as many as I can and I'll usually get to them within a day or two if I don't get them right away. So shoot me a message. If you have any questions, I'd love to help you out.   Jesse (37m 17s): My guest today has been Sam prim Sam, thanks for being part of working capital.   Sam (37m 21s): Thank you. I appreciate being on.   Jesse (37m 30s): Thank you so much for listening to working capital the real estate podcast. I'm your host, Jesse for galley. If you liked the episode, head on to iTunes and leave us a five star review and share on social media, it really helps us out. If you have any questions, feel free to reach out to me on Instagram, Jesse for galley, F R a G a L E, have a good one. Take care.  

This week we've got Chuck Bongiovanni. Chuck has quite the resume founding & running multiple franchise brands. Chuck built the largest senior placement franchise in the world and after working with over 10,000 families who struggled with finding the right care home for their elderly parents, he saw a massive opportunity. Today he's the CEO of Majestic Residences, a Residential Assisted Living Franchise system.Chuck shares opportunities for franchisees to create passive income from this type of real estate investments.Connect with Brian on Twitter, LinkedIn, Instagram or FacebookLinks:www.discovermajesticresidences.comBook Links:Water The Bamboo: Unleashing The Potential Of Teams And Individuals by Greg BellWho Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal ny Oren Klaff

Oren Klaff is the New York's Best Selling Author of Pitch Anything and Flip the Script. He joins us for a masterclass on sales, raising capital and negotiation. Oren is a badass who has raised over $2 billion and isn't showing any sign of stopping. If you're starting your business or sales, this is a brilliant episode for you as he uncovers the secrets to closing deals. --- Connect with Oren: - OrenKlaff.com - Oren's LinkedIn - Oren's Twitter - Oren Klaff - YouTube Oren's Books: Pitch Anything Flip the Script Connect with Sam: LinkedIn ReasonFM Sam's newsletter on creativity and entrepreneurship - Explosive Thinking Sam's podcast on books - Wiser Than Yesterday Support the Show - Patreon If you enjoyed the podcast please subscribe and rate it. And of course, share with your friends! See podvine.com/privacy-policy for privacy and opt-out information.

You've heard me say it before. Having an innovative idea is only half the battle. The other half is getting buy-in for your ideas. Many brilliant innovations come to a dead stop at the presentation phase. It got me thinking, “What are we doing so wrong?” Our guest, Everyday Innovator Oren Klaff, breaks down how he gets people to sign over multi-millions of dollars on his idea pitches. We have a fast-paced conversation where he breaks down the difference between our presentations and the lizard brain, why “winter is coming” is the start of every presentation (i.e. get ready for a change), and how to show excitement without desperation so you can craft an irresistible presentation or pitch to anyone. As the author of Pitch Anything and Director of Capital Markets at investment bank Intersection Capital, he know how to how to get people to listen. Oren also opens up about how people only want what they can't have and how to be both excited and scarce at the same time.  Oren's Everyday Innovator style: Risk Taker Futuristic SUBSCRIBE: iTunes| Stitcher Radio | Spotify Connect with Oren on LinkedIn Check out our sponsor, Howdy Puppy Use code ‘Tamara' at checkout for discount Discover your Everyday Innovator Style Everyday Innovators Online Facebook Group Innovation is Everybody's Business Book

“If you cannot demonstrate and show (not tell) the client that you're an expert in the problem that they're having, then they might like what you have, they might be interested in it… but they really can't buy until they believe YOU'RE an expert.”—  Oren KlaffIn the wake of The Great Resignation, small business ownership has jumped dramatically… despite the failure rate of new businesses holding steady at 70%.What can new entrepreneurs do to shift the odds to their favour?Learning how to sell is absolutely essential — learning how to sell your products and services, and how to sell your business concept and potential to would-be investors. My guest Oren Klaff is one of the world's leading experts on sales, raising capital, and negotiation. As a bestselling author, Oren helps business owners throw out the old playbook on persuasion, flip the script, and learn how to pitch anything!Press play to learn why the sales methods of the ‘80s and ‘90s are dead and gone, and how to sell successfully and ethically to the savvy customers of our modern era!In‌ ‌this‌ ‌episode,‌ ‌you'll discover:‌ ‌How to shift your sales mindset and recognize the power you hold as a seller What you should be getting from a prospect BEFORE you send a proposalHow to expertly hone your pitch beyond simply listing features and benefits About Oren Klaff: Oren Klaff is a business expert, host of The Dealmaker Show podcast, and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea.   Highlights:‌01:04  Intro02:03  Meet Oren Klaff03:28  The Baby Turtle model05:10  Power of the seller07:33  Need for expertise and/or status11:18  “Winter is coming” approach & examples13:57  Reverse the prize17:45  Audit example20:36  Upgrade your proposal process24:35  Establish your power as a small businesses27:18  Takeaway28:41  The trial close ‌Links:‌ ‌Oren Klaffhttps://orenklaff.com https://www.linkedin.com/in/orenklaff Instagram: @orenklaff   The Business Society: https://thebusinesssociety.co   5-Step Roadmap to Biz Finance Freedom: https://melissahoustoncpa.lpages.co/5-step-biz-finance-roadmapWork with me: https://www.melissahoustoncpa.com/work-with-meWant more tips and inspiration? Follow me on Twitter @melissahcpa and Pinterest @melissahoustoncpacga and visit my website: https://www.melissahoustoncpa.comNeed a Fractional CFO?  Check out The Fractional CFO Agency!

THE BEST-SELLING AUTHOR OF PITCH ANYTHING IS BACK TO FLIP YOUR ENTIRE APPROACH TO PERSUASION. Is there anything worse than a high-pressure salesperson pushing you to say "yes" (then sign on the dotted line) before you're ready? If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you. That's why Oren is throwing out the old playbook on persuasion. Instead, he'll show you a new approach that works on this simple insight: Everyone trusts their own ideas. If, rather than pushing your idea on your buyer, you can guide them to discover it on their own, they'll believe it, trust it, and get excited about it. Then they'll buy in and feel good about the chance to work with you. That might sound easier said than done, but Oren has taught thousands of people how to do it with a series of simple steps that anyone can follow in any situation. And as you'll see in this book, Oren has been in a lot of different situations. He'll show you how he got a billionaire to take him seriously, how he got a venture capital firm to cough up capital, and how he made a skeptical Swiss banker see him as an expert in banking. He'll even show you how to become so compelling that buyers are even more attracted to you than to your product. These days, it's not enough to make a great pitch. To get attention, create trust, and close the deal, you need to flip the script.

 Hello and welcome to your number one podcast station. I am your host, Grant McGaugh.  Host of the Follow The Brand Podcast where we are building a 5 STAR Brand That You Can Follow!  It's an honor for us to tell the story of a recipient of over 320 international awards on design and branding,  David Brier has the rare distinction of being presented the Presidential Ambassador for Global Entrepreneurship medallion. A native New Yorker and Google's #1 ranked rebranding expert, David's 4 decades of branding expertise are sought after by companies of all sizes — from startups to global organizations — and every industry demanding an unorthodox edge in today's business climate. In addition to being a branding and rebranding expert and keynote speaker, David is the bestselling author of his #1 Amazon book, “BRAND INTERVENTION, 33 Steps to Transform the Brand You Have Into the Brand You Need” with a Foreword written by Shark Tank star and CEO of FUBU Daymond John.Applauded by the likes of NY Times bestselling author of “Pitch Anything” and multimillion-dollar dealmaker Oren Klaff, David is called “a branding genius” by billionaire Grant Cardone and Shark Tank's Daymond John calls him “brilliant with branding.”Claude Silver (Chief Heart Officer at VaynerMedia, Gary Vaynerchuk's agency) wrote of his bestselling book, “This is not only an outstanding book on branding but is an excellent example of branding, design, and content I keep in my office. I only wish I had this book at the beginning of my career.”David and his work have been featured in ADWEEK, Fast Company, Forbes, INC, Huffington Post, Entrepreneur, Thrive Global, the New York Times and numerous blogs and podcasts around the world.When you have a goal to become a Design Expert you must learn how you are perceived by others. Focusing on your brand message will help you to gain trust and cooperation with your team of high-performing executives.  Let's Welcome David Brier to the Follow The Brand Podcast

Do you feel like your mission is to constantly "overcome objections" and "win over" the prospect? In this episode, I share a lesson I taught at an event recently with one of my mentors, Oren Klaff.  He asked me, "how can we get rid of this language of "overcoming objections?"  The answer begins with reframing who we are and getting clear about our true role, not as needy sales people, but as guides who are leading our clients to a brighter future.  In order to do this, we've got to bring two very specific gifts to the hero.   Follow me on Instagram: https://www.instagram.com/brianqdavis12/  The Sales Weaponization Protocol - Training Course : START WEAPONIZATION The Four Weapons Of The Sales War - Training Course: www.thesaleswar.com  Questions, comments and requests? Feel free to contact me at brianqdavis@thesaleswar.com  Music Credit: Jeremy Tyler "Undercover"  https://itunes.apple.com/us/album/maybe-youve-felt-this-way/1231973314 

This one is a breath of fresh air! Authentic and lots of wisdom on this podcast episode with Jenny and Ronnie Gou.Jenny is a Managing Partner at Vertical Street Ventures, which was established to help individuals achieve their financial goals through passive investing in real estate. Prior to becoming a full-time Investor and Operator, Jenny was a Sales Director at Procter & Gamble for 13 years working on brands like Dawn, Cascade, and Swiffer. She managed cross-functional teams and developed National Sales Strategies for the company's Billion Dollar Brands including Dawn and Cascade.Ronnie is a multi-Functional Team Leader at Procter & Gamble with over 15 years of experience in strategy and execution. Previously Sales Associate Director for $6 Billion Bounty & Charmin Business. Ronnie is now a Managing Partner at Vertical Street Ventures focusing on Marketing and Investor Relations.Together, Jenny and Ronnie have almost 1000 units - 297 as a KP/GP in AZ, and 660 units as an LP in AZ, TX, and GA. They also have 10 single-family units too.To know more about them, you can visit their social media accounts on Facebook and LinkedIn or if you have questions or to get more information about their business, you may visit Verticalstreetventures.comWhat book has had the biggest impact on you and why?Jenny: Atomic Habits by James Clear, insightful and impactful.Ronnie: Flip the Script by Oren Klaff, a capital raising book.If people wanted to be JUST like you, what is the first actionable thing they could do to follow in your footsteps? Ronnie: be very clear in your values.Jenny: find your WHY, figure out your purpose why you want to do then it sets clear directions for you.What small thing/s do most people not know about you?Jenny: I was in a McDonald's commercial when I was a kid Ronnie: we went to the London OlympicsHow do you like to unwind and restore your own creative juices? Jenny: a glass of wine and reading a book Ronnie: we worked out at 6 AM over zoomIs there something special that you do?Jenny & Ronnie: BeachIf you really enjoyed this content and are looking for more, you can continue to learn more about us in several different places for free!on our website for blogs & other podcast interviews! elevateequity.orgour YouTube channel! youtube.com/channel/derekcliffordour book/audiobook! amazon.com/dp/ebookIf you'd like to have a FREE copy of our 7 Ways Commercial Real Estate Syndications Protect and Build Wealth, simply click the link below. We are here and vested in your long-term success! elevateequity.org/7waysEbook

Ep #76 - This week on the show, I'm going a bit meta by bringing on the manager of the "Beyond 7 Figures" podcast, Justin Womack, as my featured guest. Justin is a direct-response copywriter, a product launch manager, and the cohost of his own podcast, "Marketing Geeks," where he's interviewed high profile guests like Pat Flynn, Oren Klaff, and short-seller activist Carson Block. Justin specializes in the personal development & business coaching space, where he serves his clients through managing joint venture launches, creating automated and evergreen marketing campaigns, launching podcasts, and helping to dial in their messaging and offers, ultimately growing their bottom lines.  Most recently, Justin has worked behind the scenes to manage product launches for clients including John Assaraf, known from the movie "The Secret," and Steve Olsher, the founder and editor-in-chief of "Podcast Magazine." In addition to his work with private clients, Justin is a certified partner with Infusionsoft, a featured Fiverr Pro service provider, and he's recently established a presence and following on the new audio-centric social media platform, Clubhouse.   In today's interview, we talk about the emergence of Clubhouse, how businesses can use it as a marketing tool, and why giving value up front is the ultimate strategy to acquire clients for life.   Learn More About Justin Womack, "The Marketing Geeks Podcast," and JMack Media: Visit Justin Womack's company website for JMack Media at: https://JMackMedia.com Listen To The Marketing Geeks Podcast on Apple Podcasts at: https://podcasts.apple.com/us/podcast/marketing-geeks/id1401810669 Follow Justin Womack on LinkedIn: https://linkedin.com/in/justinwomack1 Follow Justin Womack on Clubhouse: @justinwomack   Also, please remember to subscribe, rate, and leave a written review for the show if you find value in it. Your reviews help this show to reach a wider audience and I appreciate everyone that has been leaving them.   FOLLOW CHARLES GAUDET ON SOCIAL MEDIA: Follow Charles Gaudet on LinkedIn: https://linkedin.com/in/charlesgaudet Follow Charles Gaudet on Facebook: https://facebook.com/charlesgaudet Follow Charles Gaudet on Twitter: https://twitter.com/charlesgaudet   VISIT THE PREDICTABLE PROFITS WEBSITE: https://PredictableProfits.com

You asked and we answered! We took the three highest rated interviews from 2018 and put them into a special New Years Eve episode just for you! We kick it off with the powerhouse David Goggins, the former Navy SEAL, ultramarathon runner, and author of “Can't Hurt Me.” We think he's the best voice to listen to when you can't get your ass out of bed. He has a lot to say about committing to yourself.Next up is our interview with Dr. Steven Hayes, the leading clinical psychologist in Acceptance and Commitment Therapy - which is all about authentically accepting who you are and working on the best parts of you. Dr. Hayes dispels the “boosting self-esteem myth” and then offers a great alternative that helps everyone (including us!) work through life's challenging moments. Finally, we leave you with the crazy conversation we had with power investor and entrepreneur Oren Klaff. He's going to take you into the “Croc” brain and explain why it has an iron grip on your behavior in social settings - he'll even let you know how to use it to your advantage.We loved having you join us this year as the Art of Charm Podcast tried out some new things. Don't forget to chime in and tell us what YOU want us to explore in 2019. We love your feedback and your questions, so drop us a line at www.theartofhcharm.com/questions.Happy New Year! - AJ, Johnny, and the entire Art of Charm TeamA Word From Our SponsorsShare your vulnerabilities, victories, and questions in our 17,000-member private Facebook group at theartofcharm.com/challenge. This is a unique opportunity where everyone — both men and women — celebrate your accountability on the way to becoming the best version of yourself. Register today here!Netsuite takes growing businesses and organizations to new heights. Get NetSuite's guide “Crushing the Five Barriers to Growth” when you go to netsuite.com/charm