Today's guest is Todd Toback, Tom Kroll's brother-in-law. He's been in the real estate business for quite some time and has worked his way up to achieve the kind of success that brought him the lifestyle he desired. In today's episode, he talks about the evolution of going from an employee to a hustler, to a business owner. Todd and Brian talk about several helpful things you can do, starting today, regardless of what stage of your business you are in.

Key Takeaways:

[1:20] Todd got started in real estate after he read Multiple Streams of Income. Like many people, he has worked a corporate job but felt unable to get to where he really wanted to be, due to the corporate ladder. That same night, he bought the book and within 30 days he had completed his first real estate deal. The rest is history.

[4:45] His realization about the corporate world was what really triggered him to start exploring alternative options. This shift led to a behavior change that allowed him to start earning the means to have the lifestyle he desired. It takes a defining moment for people to make a shift, and usually involves a change that may be painful in some way, whether financially or with your time, etc.

[10:15] Todd talks about the evolution from an employee, to a hustler, to a business owner. It is the goal for many people to get to business owner, but you still have to be a hustler. A hustler is someone who will do whatever it takes to get the job done. It is a necessary step to get to business owner, and something you must retain even once you get to business owner in order to keep growing.

[14:35] How can we keep being a hustler once we've established some level of success? Todd shares some of his own practices. 1) Always set new goals and new capabilities to get your out of your comfort zone. This doesn't necessarily mean pursuing other avenues, but might require a shift in your methods to maintain and improve quality.

[21:20] The right time to start working on new goals and capabilities is right now! Start making the important moves that aren't urgent that will get you to where you want to be. These are usually things that are a set of disciplines that are easy but can be hard to do. Todd calls them lion habits, including recruiting, setting up marketing for the quarter, and meet with your bookkeeping monthly.

[27:40] It's okay to be a hustler, especially in the very beginning. We should always be moving toward becoming a lion and developing these lion habits, though. What you do today will set up the results you see in the future. This includes hiring people before you think you're ready.

[33:05] Todd shares the story of his first two hires in business, and making there hires helped prepare Todd for success in his future deals.

[38:45] Todd has read several real estate books in his journey to success. Reading is a lion habit we need to develop. One of Todd's routine is to read, journal on the reading, and then teach someone on his team about what he learned. Reading is critical and is an easy way to access additional knowledge. Todd and Brian both recommend reading a little bit each day — 10 pages, 15 minutes — enough to make it habit.

[47:30] Todd's big business is Next Level Wholesaling, which works with people who want to own a wholesale business. It aims to teach people how to incorporate the lion habits into your business, then bringing on an acquisitions specialist so you can remove yourself from the business. The final piece is environment, and surrounding yourself with like-minded people who want to be business owners.

If you want to get connected, check out Todd's Facebook page, linked below.

Mentioned in This Episode:

Meetings

Daily REIA Show

REI Facebook Page

Brian's Book

Multiple Streams of Income, by Robert G. Allen

7 Habits of Highly Effective People, by Stephen R. Covey

The Slight Edge, Jeff Olson

The Compound Effect, Darren Hardy

The 4 Disciplines of Execution, by Chris McChesney, Sean Covey, and Jim Huling

No Excuses!, by Brian Tracy

Lion Pride Real Estate Facebook Page

Next Level Wholesaling

No Limits Real Estate Investing Podcast

Brian Trippe and others discuss The Compound Effect by Darren Hardy.

Today's guest is Ryan Stewart, founder of Beast Mode Sales. Ryan is a master of sales and today he joins Brian to talk about how to talk to sellers, how to sell, and how to handle the closing. He discusses some important qualities a good salesperson should have, including empathy and communication.

Key Takeaways:

[1:25] Sales was not something that ran in Ryan's family, but he does have some inherent qualities that set apart the great salesmen from the good salesmen. These are the ability to communicate, and also empathy. You have to be able to put yourself in someone else's shoes. He's developed these skills over 10,000 one-on-one consultations.

[5:15] Empathy and communication are two of the most important things when it comes to sales. Empathy allows you to feel what your clients are feeling. The key to becoming more empathetic is changing the way you view the sales process; how you listen to your clients is more important than what you say.

[9:55] Sales is psychology. You have to meet your clients where they are, and then get them from where they are to where they want to be with the least amount of pain possible. This includes matching their energy levels and their communication patterns. This process is called the negative reverse sale.

[14:30] The key to connecting with your sellers is being present. You have to be in the moment, rather than focusing on what was just said or the outcome that you're hoping to achieve. Don't live as a projection of the future.

[16:20] If you can put your sales appointments in the perspective that you're there for more than just to make a sale, then the sale becomes secondary, and your primary purpose becomes how you can best help that person.

[18:35] Sales is a process. It's all about having a conversation with somebody. If you focus on having a good conversation with that person, then the sale will follow. If you hear something you can relate to and share your experience with, that gives them permission to be transparent.

[23:35] If you want to have a certain life five years from now, you have to start living that life today. Get in the right mindset and start treating people the way you need to treat them in order for your life to end up the way you want it.

[24:30] You may encounter some sellers who aren't talkative and it's difficult to engage with them. You don't want to force them to have a conversation, but there are things you can do to try to get them to open up. Maybe get them to laugh and take the pressure off the sale.

[29:05] Don't force trying to build rapport; make the conversation real. Take the time you need for sellers to become comfortable with you, but once they are comfortable, go ahead and keep pushing things forward to get to the end of the sales process.

[31:55] When you're trying to close a deal, you want to get the seller to come to you; you have to apply a little bit of pressure and then back off until they give an answer. You don't want to go for the sale too quickly.

[36:45] You've got to meet people where they are, but you still have to build the value in what you're offering. Make sure you give a good walkthrough and build the value of the work that's going to go into it. This does not always happen on the first close. It's okay to leave there without the contract, but you want to make sure you have a good follow-up system in place. The fortune is in the follow-up.

[40:10] Ryan is working on a few companies right now: Wellness Water Company and Beast Mode Sales, as well as consulting for other companies.

Mentioned in This Episode:

Meetings

Daily REIA Show

REI Facebook Page

Brian's Book

Wellness Water Company

Gabriel Garcia joins us from the Miami area to talk about how he got started in real estate. He shares his story, which has lessons for people in all stages of real estate. Gabriel's story is one of determination, learning, and dedication. Listen today to see how Gabriel is using the platform of real estate to encourage his personal and business growth.

Key Takeaways:

[1:20] Gabriel got his start in real estate after a Robert Kiyosaki seminar. In 2013, he hit the ground running, got a local mentor, and began splitting his deals with his mentor and his wife. He also became interested in building the business side of real estate.

[3:45] Gabriel uses the wholesaling medium as a means to generate cash and a way to develop the skills he needs to be a businessman and entrepreneur. He uses the cash to fuel the investments that will support his lifestyle and would like to have a bigger presence in the entrepreneurial community. For Gabriel, wholesaling is not a legacy business — this was an important realization because it allowed him to understand how he could use it as a stepping stone to creating the type of legacy he'd like to leave.

[7:55] While a business itself may not leave a legacy, the byproducts of the business can. For both Gabriel and Bryan, wholesaling provides the cash flow to put into other things and also has helped build relationships that will be beneficial in the future.

[10:30] When he first got into real estate, it was a way for Gabriel to channel his energies and challenge the status quo. He started in the music industry so he could learn the business, and used that as a platform to launch his career. He started reading business and money books as an introduction and as he looked for opportunities to make money, that's how he found the "Rich Dad, Poor Dad" seminar.

[16:05] Real estate used to be primarily for the older generation edging toward retirement; there's been a shift to mid-20s and mid-30s being the major demographic trying to break into real estate. Some serious life events prompted Gabriel to go find answers elsewhere, and this translated to his introduction to real estate. He entered the real estate environment in his mid-20s, and took a lot of personal ownership of his early development, including getting a mentor.

[20:45] Gabriel had to let go of the things that were holding him back. He talks about effortless effort, and sometimes we have to stop trying too hard in order to get the answers we need. Once he let go and stepped back, he was able to see how things fell into place. But you also have to put yourself in a position to be successful; it may require you to take some action.

[25:45] The psychological aspect of being successful is very important. If you have the right mindset, you can be successful in any avenue. When you experience success, it also feeds the psychological side.

[28:20] Gabriel talks about his experience at the "Rich Dad, Poor Dad" seminar. It was a financial commitment, but also a huge turning point for him in his career. He knew he would need to get a mentor to get him to the next step. He talks about how he came to find him and how he knew he was the right person to be his mentor (experience).

[37:55] Today his real estate business is a $2-million-plus wholesale company. He has a partner and a small staff to help manage deals. Building systems and processes was a big key that allowed him to reach the success he has today, as well as having marketing that drives the leads. To get from $0 to $1 million, the focus on marketing brought it home. To get the next million, the combination of the right talent and the right processes took them to the next level.

[45:20] If you're just starting out, be mindful of your current position. You need a position that allows you to have time so you can follow up on other deals and money making opportunities. This helps to build momentum. You may have to carve the time out of your schedule to work, but it will help you gain traction.

[49:50] As Gabriel works to create a legacy in his business, he would like to be a speaker or write books. He wants to use real estate as a platform to maybe launch into a mass market.

Mentions:

Meetings

Daily REIA Show

REI Facebook Page

Brian's Book

Florida Cash Home Buyers

The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It, by Michael E. Gerber

Listen in as Rob gives us some very interesting data this month. Could the real estate market be shifting? Rob gives us some data to support his hypothesis.

Contact Rob or subscribe to his blog at www.robdrum.us

Today's guest is Jason Medley, creator of the Collective Genius Mastermind. He joins Brian in today's episode to talk about how Collective Genius got started, as well as its evolution from an information-based mastermind to one that's creating deals. In addition, they talk about what elements make a good mastermind, as well as aspects to considering when deciding which one to join.

Key Takeaways:

[1:45] Jason hails from Tampa, Florida, and has been in real estate for about 18 or 19 years. He started as a retail mortgage broker and when the market crashed he had to find new ways to use his skill set. He started negotiating short sales for real estate agents, flipping short sales, and then he started doing transactional funding.

[6:15] These funding deals opened the doors to his mastermind business, which has been going on for about nine years. His network and assets from his transactional funding business helped launch his following at the beginning.

[12:20] One of the biggest learning lessons in getting this mastermind started was that you have to know what kind of value you're bringing to your audience and you have to be dedicated to continually increasing the value you bring. It's important to figure out how to help your audience get results.

[15:00] One of Jason's gifts is that he is a great connector. Starting Collective Genius has allowed him to practice and hone that gift. They've also been able to decide what they stand for and who they want to work with, so there is a process for deciding who will be a good fit for Collective Genius.

[19:20] There was a shift moving from platform sales to the building of Collective Genius. Different sales methods work for different people and what's important is that you are an expert in your craft and you believe in your product and your personal sales process.

[23:30] When Collective Genius first got started, it was more of a side project for Jason. Over time, he's seen that the results of the connections made through the mastermind have really increased. The level of connection between players has evolved over the last nine years from information-sharing to deal-making.

[28:00] The deal-making connections exemplify the creation of a community. About two years into CG it started to happen organically. After he saw people start making these connections that produce results, he realized how valuable this could be to the members. There's also an element of trust that has to be established before the connections start to carry some weight.

[31:00] There are a lot of masterminds in the real estate space, and a lot of them got their start with CG. You don't necessarily have to have the organic higher level of bigger deals to be a successful mastermind. There can be tremendous value in a mastermind even if there's no potential for deal flow.

[34:25] Someone might join a mastermind for results compression — you will meet people who have been where you are and can share what works for them. You don't have to figure it out by yourself. The second big reason is to surround yourself with other entrepreneurs who have been where you are and can help push you to the next level. They are your support system.

[39:10] With all the masterminds, how do you choose which one to join? Some masterminds are territory exclusive, some depend on your caliber, and they offer many different things. Make sure you know what you want to get out of a mastermind and that can help you decide.

[44:55] Part of the Collective Genius is the Generous Genius, which is a branch of that mastermind that focuses on giving back. They partner with their members' non-profit organizations to host large events to raise money. This year their goal is to raise a quarter of a million dollars that they split among the organizations. If you'd like to be involved, you can contact Jason via Facebook.

"At the end of the day, you can't replace how helping somebody makes you feel." — Jason

Mentioned in This Episode:

Meetings

Daily REIA Show

REI Facebook Page

Brian's Book

The Collective Genius Website

Jason's Facebook

Brian starts off his Flips 2 Fortune quarterly real estate seminar by talking about what motivates you. Your why. It is important to start with the end in mind. Brian helps 30 new real estate investors learn the value of starting with vision and purpose first.

Claude Diamond returns to the show to discuss different aspects of sales. Over the course of his career, he has developed the G.U.T.S. Sales Training system that shows people how to gain confidence in themselves as salespeople. He talks about virtual attraction marketing, empathy, and also demonstrates some role-playing of the G.U.T.S. method in action.

Key Takeaways:

[3:05] Claude is originally from New York City but now is based out of California, Colorado, and North Carolina. He did the corporate lifestyle for a while and eventually transitioned to real estate. The missing link, in the beginning, was the sales factor — getting comfortable talking to people.

[5:35] Many people get into real estate for freedom, but sometimes true freedom is sacrificed to build a big business. Claude makes his sales and works from home. Working from home allows you to keep your overhead low, and still allows you to provide value to your clients.

[8:15] Claude shares some tips for getting started in the real estate business without leaving home. The most important thing is that you are superb in persuasion and influence. You need to know the strategies of real estate and start to understand the business you're in. Finally, you need a marketing plan.

[11:05] If real estate is something you really want to succeed in, you can learn to be persuasive and influential. You have to develop a system of sales where you are an actor on the phone. Claude and Brian demonstrate a call that didn't follow a script, has an emotional aspect and turned the call around so the seller tells you how to sell to them.

[18:05] The "three-minute timer" is a guideline you should use when making your calls. In three minutes or less, you can get a score of the prospect to determine whether you can make the sale. Time is a huge difference between people who are successful and people who aren't where they want to be. Make the most of the time you have!

[21:05] Claude talks about two different kinds of marketing. Blind marketing is when you buy an email or phone list that takes time and generally is low-quality. Virtual attraction marketing is a G.U.T.S. method that Claude developed; it is using social media to give away value and content and attract quality leads.

[24:15] Claude's expectation is that if you use virtual attraction marketing, you'll start to see results in 30 days. If you use your platforms to be transparent and honest, this will help people build trust in your content. If you're consistent and patient with it, it will happen.

[27:50] Claude's mentor was a salesperson named Max. He was the first person to show Claude that empathy can help us communicate with people and make them think of us as an authority figure. He taught him the skill set that made him as successful as he is. He taught him how to have courage and confidence on the phone.

[30:30] One of the best books Brian has read on Claude's recommendation is Influence: The Psychology of Persuasion, by Robert Cialdini. Some of the principles include reciprocity, trust, and consistent. Claude synthesized his research into a three-step system that focuses on learning how to ask the right questions at the right time and feel confident about yourself.

[35:15] Claude demonstrates a call for references as an amateur and using the techniques in G.U.T.S. For a free book, visit claudediamond.com.

Mentioned in This Episode:

Meetings

Daily REIA Show

REI Facebook Page

Brian's Book

The Mentor: A Story of Success, by Claude Diamond

The Mentor Teaches the G.U.T.S. Sales Training Method, by Claude Diamond

Claude's Website

Influence: The Psychology of Persuasion, by Robert Cialdini

Claude's Keynote

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Fellow podcaster Steve Trang joins Brian today to discuss not only his podcast but also his thriving real estate business. This includes a brokerage, a title company, and flipping and wholesaling. Steve and Brian talk about how he got started in wholesaling, how his podcast has gained so much traction, and his plans in the real estate business moving forward.

Key Takeaways:

[1:30] Steve decided to start his podcast about 10 months ago. He was at an event where someone was speaking about how people want to hear our stories. The success was steady from the get-go.

[3:45] The podcast has gained a lot of traction by providing value, not trying to pitch anything, and the quality of the information Steve brings because he's been through a lot of coaching.

[5:55] There have been many high-caliber guests on Steve's show. He approaches everyone in the same way and regards everyone as equals. The people at the top of the crop tend to have an abundance mindset so there is no downside to reaching out and asking.

[8:00] If you're thinking about starting a podcast, go for it! Make sure you have a message as well as an intended audience. It does require effort and consistency, but you never know who out there needs to hear your story.

[9:55] In addition to his podcast, Steve also has a real estate business where they focus mostly on wholesaling. Wholesalers tend to get a bit of a negative reputation from the outside, but many wholesalers are great business people running great businesses.

[11:28] Steve accidentally started his wholesaling business about seven years ago when he was working to get more listings as a Realtor®. Today, it's him and his partner. His partner handles the day-to-day operations, Steve is high-level sales training, and they also have three callers. They do consistently between three to five deals per month. Steve talks about his transition from being a Realtor® into being a wholesaler, and some of the benefits he discovered.

[15:55] If you don't really know much about wholesaling, you can still start to build a team. It's been a rollercoaster for Steve but last April is when they decided they were going to have a wholesale division that would stand alone as a business. He was able to apply his experiences from building his brokerage and real estate team to build his wholesale team.

[18:45] Steve has put out a number of how-to videos on YouTube for beginners. One of the big things for him is that you attract who you are. By being generous with his time and knowledge, he hopes he is attracting other people who have a similar mindset.

[20:25] Like Brian, Steve also has a monthly meetup group. They bring in a guest speaker from the show to come and talk more. The meetup is how they've started to build community in Phoenix.

[23:05] Steve's podcast guests also come in to speak at his meetup. This is a testament to what's he built and what he continues to build, including the OfferFast Homes App. He thinks this could be the future of wholesaling, with push notifications rather than emails and flyers.

[26:05] There's never been a better time to be alive — take advantage of it! Don't waste the potential we have at this time in our country. Take action today!

Mentioned in This Episode:

Meetings

Daily REIA Show

REI Facebook Page

Brian's Book

OfferFast Homes App

Steve's Website

Real Estate Disruptors Podcast