Real Money Talks

Customers are the backbone of almost any business. On this podcast, we focus on making money, keeping money, investing money, and having an integrated ninja team to help along the way. My guest today, is Zackary Babcock from the Underdog Empowerment Podcast. Zachary’s ninja skill is understanding and focusing on the customer.

Today, we talk about how to focusing on your customer. We talk about finding out what your customers wants and needs and offering solutions to their problems. Zackary shares tips on how to create a customer avatar, even if you don’t have existing customers. He also shares his inspiring story of picking himself up when he had hit rock bottom.

You can find Zackary here:

Ask Loral Underdog Empowerment Podcast

• [01:54] Zachary spent over five years in prison stemming from drug charges. When he came home it was difficult to find a job. He started working at a bar and grill. Then he was hired at a clothing store, had tremendous sales, got promoted, and then fired for being a felon
• [03:06] He ended up going back to prison and missed the birth of his children because of it.
• [03:23] When he got out of prison, he became involved with a network marketing opportunity. He knew this wasn't his true calling, and eventually made the jump into coaching.
• [03:58] Zackary didn't really have success until he started studying his audience and asking what are their core values and their core needs.
• [04:58] He got crystal clear on the types of problems that his audience was having.
• [05:05] If you don't have clients, you can still create customer profiles by targeting the type of people you would like to work for.
• [06:00] The offer has to be relevant to the customer's core values and needs. Your message also has to resonate with the customer.
• [08:26] Instead of a traditional funnel, Zackary likes to use a relationship funnel. He skips the introductory offer and goes straight to the core offer.
• [10:12] You can still down sale to people who don't purchase the offer.
• [10:42] The main problem that Zackary solves is helping people get started. They need grit and tenacity, not every single resource.
• [12:20] Zackary likes to use Clickfunnels, content from Russell Brunson, TubeBuddy, Dropbox, Photoshop, and more.
• [13:55] Zackary hires copywriters to help attract organic traffic. People buy for emotion not features.
• [15:42] Video quality production makes a difference, but you don't have to make it too complicated. The most important thing is having good content and attracting the right people.
• [16:54] Don't compare your chapter 1 to someone else's chapter 26. Don't compare yourself to anyone but yourself from yesterday.
• [18:09] Get clear on who you are serving and the problem that you solving.

• Loral’s Real Money Talks
• Clickfunnels
• TubeBuddy

Customers are the backbone of almost any business. On this podcast, we focus on making money, keeping money, investing money, and having an integrated ninja team to help along the way. My guest today, is Zackary Babcock from the Underdog Empowerment Podcast. Zachary’s ninja skill is understanding and focusing on the customer.

Today, we talk about how to focusing on your customer. We talk about finding out what your customers wants and needs and offering solutions to their problems. Zackary shares tips on how to create a customer avatar, even if you don’t have existing customers. He also shares his inspiring story of picking himself up when he had hit rock bottom.

You can find Zackary here:

Ask Loral
Underdog Empowerment Podcast

• [01:54] Zachary spent over five years in prison stemming from drug charges. When he came home it was difficult to find a job. He started working at a bar and grill. Then he was hired at a clothing store, had tremendous sales, got promoted, and then fired for being a felon
• [03:06] He ended up going back to prison and missed the birth of his children because of it.
• [03:23] When he got out of prison, he became involved with a network marketing opportunity. He knew this wasn't his true calling, and eventually made the jump into coaching.
• [03:58] Zackary didn't really have success until he started studying his audience and asking what are their core values and their core needs.
• [04:58] He got crystal clear on the types of problems that his audience was having.
• [05:05] If you don't have clients, you can still create customer profiles by targeting the type of people you would like to work for.
• [06:00] The offer has to be relevant to the customer's core values and needs. Your message also has to resonate with the customer.
• [08:26] Instead of a traditional funnel, Zackary likes to use a relationship funnel. He skips the introductory offer and goes straight to the core offer.
• [10:12] You can still down sale to people who don't purchase the offer.
• [10:42] The main problem that Zackary solves is helping people get started. They need grit and tenacity, not every single resource.
• [12:20] Zackary likes to use Clickfunnels, content from Russell Brunson, TubeBuddy, Dropbox, Photoshop, and more.
• [13:55] Zackary hires copywriters to help attract organic traffic. People buy for emotion not features.
• [15:42] Video quality production makes a difference, but you don't have to make it too complicated. The most important thing is having good content and attracting the right people.
• [16:54] Don't compare your chapter 1 to someone else's chapter 26. Don't compare yourself to anyone but yourself from yesterday.
• [18:09] Get clear on who you are serving and the problem that you solving.

• Loral’s Real Money Talks
• Clickfunnels
• TubeBuddy

Cryptocurrency is going to change the way we do banking. If we don’t keep up with this technology, it will take off without us. Matthew Herrick is the co-founder and CEO of Ledger Leap an enterprise blockchain solution. This is an exciting episode where Matthew clears up misconceptions about what bitcoin, blockchain, ICOs, and ethereum actually are.

He talks about smart contracts and how he and his partner used the blockchain platform to create a real estate platform that gets buyers reduced commissions of 1%. This platform also simplifies and speeds up the real estate process and saves brokers time, money, and acquisition costs. He then used his existing infrastructure to launch a business to help others use blockchain technology to create token based businesses.

You can find Scott here:

Ask LoralLedger LeapDeed Coin LaunchDeed Coin

• [01:36] Ledger Leap came about by accident after Matthew and his co-founder created a real estate platform powered by blockchain.
• [02:08] They created the largest real estate brokerage referral network. They had to build all of the tools to make things work.
• [02:45] After creating the real estate product, they had the team in place to create more products.
• [03:53] OpenTable saw his work and wanted some advice. His team was in place, so they just built the platform. This led to the business of Ledger Leap.
• [04:28] Blockchain is a technology that solves problems. It was secretly created by Satoshi Nakamoto. It was released upon the world in the form of bitcoin.
• [05:27] Bitcoin allowed people to transfer currency all over the world with no central control and almost no fees.
• [05:47] The cost was just the amount of power to do the computer transaction.
• [05:51] Bitcoin threw the world for a loop. Once bitcoin gained notoriety, people discovered that blockchain can make other things work.
• [06:07] This thing that makes bitcoin work can be used for other things. Then we saw the evolution of the smart contract which is Ethereum. Ethereum is not a cryptocurrency.
• [06:12] Etherium is a program for building platforms on blockchain.
• [06:21] The coin ethereum is used as gas to push the smart contracts built by ethereum out of the nest.
• [06:39] There are also equities that have been turned into digital currencies.
• [07:22] How blockchain is used for Matthew's real estate platform. They tokenize real estate commissions.
• [08:16] Consumers have pushed back against 6% real estate fees. Each percentage point is broken up into 10 tokens. Brokers need to make some money so they set a stop at 10%.
• [09:42] Sellers can pay 1% instead of 10%. People didn't think brokers would get on board, but they did because client acquisition is hard.
• [10:05] Each broker within a 50 mile radius is in charge of the coin holders in that area.
• [10:29] The real estate platform is called Deed Coin and it works similar to Trello. Administrative backed work can be done on the platform. This speeds up the process with all of the different vendors required.
• [12:25] Redfin doubled in 6 months because they brought commissions down to 4%.
• [13:29] An ICO is an initial coin offering. Which is similar to an initial public offering or IPO. This makes people think that it is an investment.
• [15:01] You shouldn't get to ask for money unless you have a project, build a thing, and have a platform.
• [15:19] At Ledger Leap they only look at token sales. If it doesn't exist, stay the heck away from it.
• [15:49] Ledger fund helps you build and takes a percentage of the token fund. But it has to be a business that has been running for at least a year.
• [16:46] The product or platform has to at least have users or a very convincing pitch.
• [17:06] At Ledger Leap we get to be the change that we want to see.
• [17:35] Bitcoin is a great hedge against regular currency. It's a digital value that can't be taken away.
• [20:04] If you can feel it, hold it, or touch it then it doesn't need to be on blockchain.
• [22:16] If you don't understand how a token operates, don't invest in it.
• [22:40] If you don't understand how the technology works, stay away from ICO's and invest in existing technologies like bitcoin.
• [23:22] Blockchain is excellent for shipping companies and supply chain and logistics. There would be no such thing as accounting errors with blockchain. It's perfect for storing information like titles and deeds.
• [24:45] Blockchain is the best bookkeeper in the world.

• Loral’s Real Money Talks
• OpenTable
• Redfin

Cryptocurrency is going to change the way we do banking. If we don’t keep up with this technology, it will take off without us. Matthew Herrick is the co-founder and CEO of Ledger Leap an enterprise blockchain solution. This is an exciting episode where Matthew clears up misconceptions about what bitcoin, blockchain, ICOs, and ethereum actually are.

He talks about smart contracts and how he and his partner used the blockchain platform to create a real estate platform that gets buyers reduced commissions of 1%. This platform also simplifies and speeds up the real estate process and saves brokers time, money, and acquisition costs. He then used his existing infrastructure to launch a business to help others use blockchain technology to create token based businesses.

You can find Scott here:

Ask Loral
Ledger Leap
Deed Coin Launch
Deed Coin

• [01:36] Ledger Leap came about by accident after Matthew and his co-founder created a real estate platform powered by blockchain.
• [02:08] They created the largest real estate brokerage referral network. They had to build all of the tools to make things work.
• [02:45] After creating the real estate product, they had the team in place to create more products.
• [03:53] OpenTable saw his work and wanted some advice. His team was in place, so they just built the platform. This led to the business of Ledger Leap.
• [04:28] Blockchain is a technology that solves problems. It was secretly created by Satoshi Nakamoto. It was released upon the world in the form of bitcoin.
• [05:27] Bitcoin allowed people to transfer currency all over the world with no central control and almost no fees.
• [05:47] The cost was just the amount of power to do the computer transaction.
• [05:51] Bitcoin threw the world for a loop. Once bitcoin gained notoriety, people discovered that blockchain can make other things work.
• [06:07] This thing that makes bitcoin work can be used for other things. Then we saw the evolution of the smart contract which is Ethereum. Ethereum is not a cryptocurrency.
• [06:12] Etherium is a program for building platforms on blockchain.
• [06:21] The coin ethereum is used as gas to push the smart contracts built by ethereum out of the nest.
• [06:39] There are also equities that have been turned into digital currencies.
• [07:22] How blockchain is used for Matthew's real estate platform. They tokenize real estate commissions.
• [08:16] Consumers have pushed back against 6% real estate fees. Each percentage point is broken up into 10 tokens. Brokers need to make some money so they set a stop at 10%.
• [09:42] Sellers can pay 1% instead of 10%. People didn't think brokers would get on board, but they did because client acquisition is hard.
• [10:05] Each broker within a 50 mile radius is in charge of the coin holders in that area.
• [10:29] The real estate platform is called Deed Coin and it works similar to Trello. Administrative backed work can be done on the platform. This speeds up the process with all of the different vendors required.
• [12:25] Redfin doubled in 6 months because they brought commissions down to 4%.
• [13:29] An ICO is an initial coin offering. Which is similar to an initial public offering or IPO. This makes people think that it is an investment.
• [15:01] You shouldn't get to ask for money unless you have a project, build a thing, and have a platform.
• [15:19] At Ledger Leap they only look at token sales. If it doesn't exist, stay the heck away from it.
• [15:49] Ledger fund helps you build and takes a percentage of the token fund. But it has to be a business that has been running for at least a year.
• [16:46] The product or platform has to at least have users or a very convincing pitch.
• [17:06] At Ledger Leap we get to be the change that we want to see.
• [17:35] Bitcoin is a great hedge against regular currency. It's a digital value that can't be taken away.
• [20:04] If you can feel it, hold it, or touch it then it doesn't need to be on blockchain.
• [22:16] If you don't understand how a token operates, don't invest in it.
• [22:40] If you don't understand how the technology works, stay away from ICO's and invest in existing technologies like bitcoin.
• [23:22] Blockchain is excellent for shipping companies and supply chain and logistics. There would be no such thing as accounting errors with blockchain. It's perfect for storing information like titles and deeds.
• [24:45] Blockchain is the best bookkeeper in the world.

• Loral’s Real Money Talks
• OpenTable
• Redfin

How many of you have ever wanted to become a millionaire? Grow a successful business? Have a nice portfolio, and know that you don’t have to work for ever and ever for the rest of your life? Would you like to build generational wealth? Money doesn’t stop, you need to know how to grow and protect it.

If you would like to know the answer to these questions, take a seat at the big table and choose to become a millionaire? Today’s podcast is from a Big Table webinar presented by Loral about becoming a millionaire and starting with a money makeover. She is also joined by Scott Arden of Controllers, Ltd. to talk about taxes and entities.

You can find Scott here:

Ask Loral Controllers, Ltd.

• [01:40] Today we learn how to become a millionaire.
• [01:41] Money starts the day you walk onto the planet and stops the day you walk off. The problem is many of us aren't taught about money.
• [03:25] So what? Now what? Most people don't talk about money.
• [03:51] Wealthy people have very open conversations about money and share information and team members.
• [04:06] Today's podcast is a recording of a webinar that actually does a money makeover.
• [04:30] Loral grew up in Nebraska and earned a finance business degree. She tried working in a bank and then got a Masters degree in exercise physiology.
• [05:00] She then became a health consultant.
• [05:09] Being hired by Chevron was one of her aha moments, and Loral wrote a book about it. At Chevron, she helped build fitness centers on offshore oil rigs.
• [05:58] She then worked at the corporate headquarters in San Francisco. She traveled all over the world building corporate fitness centers.
• [06:09] In 1996, she dropped everything to promote Robert Kiyosaki's cashflow game.
• [06:53] After Rich Dad Poor Dad, Loral started her first company Live Out Loud.
• [06:57] She has been Shark Tanking businesses since 1999.
• [07:37] Being part of a community and being able to talk to anybody you want about money is so important.
• [07:56] Loral has had real estate companies, gas and oil companies, and she's currently heavy into the cannabis world.
• [08:35] In 1933, the banking system was formed. Seven of the wealthiest families in the world collaborated on how to build an economy.
• [09:07] Loral is a huge fan of getting off of Wall Street.
• [10:54] The system is designed so the rich get richer and the poor get poorer.
• [11:13] We have to deal with money anyway, why not learn to do it right?
• [12:11] Teaching people to get jobs creates a lot of employees.
• [13:07] As you get wealthier, we teach you how to save on taxes and only pay yourself what you need.
• [14:21] Relying on others to pay you is risky. Debt is a way to leverage your money to become a millionaire.
• [18:44] When you have a business, there are so many ways to write things off. Living your life inside corporate life.
• [20:35] You need to understand how to live this lifestyle and how to teach your kids to live it.
• [21:22] Debt is just the cost of money.
• [22:03] You have to get out of sole proprietor land and get committed.
• [22:24] Scott Arden with Controllers, Ltd. is here to talk about entities.
• [22:33] Scott is an entity and tax and compliance expert.
• [23:39] Scott has been in the asset planning and protection industry for 22 years.
• [23:55] He worked for one of the top asset protection firms and now has his own company.
• [24:03] There is a huge breakdown between people's entities and their tax side.
• [24:25] Scott and his partner bridge that gap.
• [25:25] LLCs are the most widely used entity. They can be taxed with four different methods. It is the most flexible method.
• [26:50] S Corp is an election to allow profit and losses to pass through.
• [27:19] Limited partnerships are great for estate planning and asset protections.
• [27:44] Trusts like revocable trusts are great for passing assets. Irrevocable trust grants assets to beneficiaries.
• [30:00] The tax code is now written more for corporate owners.
• [31:03] Using a C Corp structure, you can have a flat tax rate of 21% regardless of how much you make.
• [32:19] The biggest deduction is qualified business income. We are allowed to take a 20% deduction right off the top.
• [33:12] Service based individuals are not afforded this deduction, so there are different strategies that need to be deployed.
• [33:59] There are no more meal and entertainment deductions. Trusts have changed.
• [36:13] Have a team support you to live your life like a business.
• [37:29] We can look at your tax information and generate a custom report that is specific to you. It will outline your deductions, and it is all backed up by the IRS publications.
• [40:27] Discover what you want and how you want to get there. This information is in my book The Millionaire Maker.
• [43:05] Loral shares the Money Makeover and asks when is your Freedom Day?
• [44:45] A gap analysis looks at where you are versus where you want and puts a plan together.
• [45:17] The Big Table is a mastermind for you and your family for the rest of your life.

• Loral’s Real Money Talks
• Robert Kiyosaki
• Sharon Lechter
• Books by Loral Langemeier
• The Millionaire Maker's Guide to Wealth Cycle Investing: Build Your Assets Into a Lifetime of Financial Freedom

How many of you have ever wanted to become a millionaire? Grow a successful business? Have a nice portfolio, and know that you don’t have to work for ever and ever for the rest of your life? Would you like to build generational wealth? Money doesn’t stop, you need to know how to grow and protect it.

If you would like to know the answer to these questions, take a seat at the big table and choose to become a millionaire? Today’s podcast is from a Big Table webinar presented by Loral about becoming a millionaire and starting with a money makeover. She is also joined by Scott Arden of Controllers, Ltd. to talk about taxes and entities.

You can find Scott here:

Ask Loral
Controllers, Ltd.

• [01:40] Today we learn how to become a millionaire.
• [01:41] Money starts the day you walk onto the planet and stops the day you walk off. The problem is many of us aren't taught about money.
• [03:25] So what? Now what? Most people don't talk about money.
• [03:51] Wealthy people have very open conversations about money and share information and team members.
• [04:06] Today's podcast is a recording of a webinar that actually does a money makeover.
• [04:30] Loral grew up in Nebraska and earned a finance business degree. She tried working in a bank and then got a Masters degree in exercise physiology.
• [05:00] She then became a health consultant.
• [05:09] Being hired by Chevron was one of her aha moments, and Loral wrote a book about it. At Chevron, she helped build fitness centers on offshore oil rigs.
• [05:58] She then worked at the corporate headquarters in San Francisco. She traveled all over the world building corporate fitness centers.
• [06:09] In 1996, she dropped everything to promote Robert Kiyosaki's cashflow game.
• [06:53] After Rich Dad Poor Dad, Loral started her first company Live Out Loud.
• [06:57] She has been Shark Tanking businesses since 1999.
• [07:37] Being part of a community and being able to talk to anybody you want about money is so important.
• [07:56] Loral has had real estate companies, gas and oil companies, and she's currently heavy into the cannabis world.
• [08:35] In 1933, the banking system was formed. Seven of the wealthiest families in the world collaborated on how to build an economy.
• [09:07] Loral is a huge fan of getting off of Wall Street.
• [10:54] The system is designed so the rich get richer and the poor get poorer.
• [11:13] We have to deal with money anyway, why not learn to do it right?
• [12:11] Teaching people to get jobs creates a lot of employees.
• [13:07] As you get wealthier, we teach you how to save on taxes and only pay yourself what you need.
• [14:21] Relying on others to pay you is risky. Debt is a way to leverage your money to become a millionaire.
• [18:44] When you have a business, there are so many ways to write things off. Living your life inside corporate life.
• [20:35] You need to understand how to live this lifestyle and how to teach your kids to live it.
• [21:22] Debt is just the cost of money.
• [22:03] You have to get out of sole proprietor land and get committed.
• [22:24] Scott Arden with Controllers, Ltd. is here to talk about entities.
• [22:33] Scott is an entity and tax and compliance expert.
• [23:39] Scott has been in the asset planning and protection industry for 22 years.
• [23:55] He worked for one of the top asset protection firms and now has his own company.
• [24:03] There is a huge breakdown between people's entities and their tax side.
• [24:25] Scott and his partner bridge that gap.
• [25:25] LLCs are the most widely used entity. They can be taxed with four different methods. It is the most flexible method.
• [26:50] S Corp is an election to allow profit and losses to pass through.
• [27:19] Limited partnerships are great for estate planning and asset protections.
• [27:44] Trusts like revocable trusts are great for passing assets. Irrevocable trust grants assets to beneficiaries.
• [30:00] The tax code is now written more for corporate owners.
• [31:03] Using a C Corp structure, you can have a flat tax rate of 21% regardless of how much you make.
• [32:19] The biggest deduction is qualified business income. We are allowed to take a 20% deduction right off the top.
• [33:12] Service based individuals are not afforded this deduction, so there are different strategies that need to be deployed.
• [33:59] There are no more meal and entertainment deductions. Trusts have changed.
• [36:13] Have a team support you to live your life like a business.
• [37:29] We can look at your tax information and generate a custom report that is specific to you. It will outline your deductions, and it is all backed up by the IRS publications.
• [40:27] Discover what you want and how you want to get there. This information is in my book The Millionaire Maker.
• [43:05] Loral shares the Money Makeover and asks when is your Freedom Day?
• [44:45] A gap analysis looks at where you are versus where you want and puts a plan together.
• [45:17] The Big Table is a mastermind for you and your family for the rest of your life.

• Loral’s Real Money Talks
• Robert Kiyosaki
• Sharon Lechter
• Books by Loral Langemeier
• The Millionaire Maker's Guide to Wealth Cycle Investing: Build Your Assets Into a Lifetime of Financial Freedom

Selling is one of those skills that can benefit your finances and your personal life. I have a special guest today, Ross Jeffries is a sales expert and the author of Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy Without Pushing, Pressuring Or Pitching. On today’s show, Ross shares the importance of mindset, how to be a service decision technician, and implied relationship words.  

Ross learned the power of selling early on when he was dating and started learning about NLP to help persuade women to go out with him. Soon he realized that these same selling and persuasion principles could be used in the sales arena. This episode will change the way you look at sales and how to speak with prospects.  

Ask Loral

• [01:59] 20 years ago Ross became involved with NLP. This is neuro linguistic programming which is the study of how language structures consciousness, shapes decisions, and drives behavior.  
• [02:20] He learned how to communicate in a way that was charming and help them get past his peers. 
• [02:30] Ross realized if he could sell himself to get a date, he could sell other things to make money. 
• [02:37] He also learn to develop a mindset that was able to handle the word no.  
• [03:10] He has been training sales teams to do what he calls subtle selling. 
• [03:15] The art of getting your prospect to convince themselves to buy without having a pressure driven pitch. 
• [03:26] Ross's book is called Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy Without Pushing, Pressuring Or Pitching. 
• [04:05] Myths about selling. You are selling your product or service. You are never selling your product, you are selling decisions and good feelings about decisions.  
• [04:56] Thinking of yourself as a service decision technician relieves the pressure. 
• [05:35] The second method is that it's crucial to get rapport. Rapport is important, but you want people to be responsive to you. 
• [06:59] Capture the imagination and the emotions of your prospect and lead them to make the decision. 
• [08:45] It's not just a matter of getting people to trust you, it's getting people to trust that they can do it and make it in life. 
• [09:03] Getting people to trust themselves is much more difficult. A real coach and salesperson gets people to trust that they can do it. 
• [10:17] The difference between influence and manipulation. Influence is about expanding the minds of your prospects to encompass ideas. 
• [12:34] Mindset is at least half the game. 
• [13:28] The system to selling. Structure of your language in communication. 
• [15:09] A tool to increase your sales by 20%. Using implied relationship words. You want to create a relationship with the people you are selling to. 
• [15:51] Ask your prospect to promise to share their questions with you. Use words like we and together which imply a relationship. Will you promise me? We don't make promises to people who we don't trust. Buying into these words creates the unconscious mind set of already having a relationship. 
• [17:55] How to crush objection. First responses are not written in stone. They are usually a reflection of what they are thinking or feeling. 
• [18:26] People have buttons around money. 
• [19:26] Reframe their objections and clear things up to move forward. 
• [22:29] The difference between someone just plodding along and someone who has joy in being a transformational teacher. 
• [23:34] In Ross's book, he lays out all the fundamental principles that make the tools powerful. There are also transcripts of training sessions. 
• [24:41] Ross's book was a labor of love. 
• [25:00] The vending machine metaphor for success. You have to accept and embrace chaos. Recognize that every situation is something that you can learn from. 
• [27:12] See what you did right and then pick apart what you could do differently. 
• [27:48] How important it is to get a coach and mentor. 

• Loral’s Real Money Talks
• Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy Without Pushing, Pressuring Or Pitching

Selling is one of those skills that can benefit your finances and your personal life. I have a special guest today, Ross Jeffries is a sales expert and the author of Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy Without Pushing, Pressuring Or Pitching. On today’s show, Ross shares the importance of mindset, how to be a service decision technician, and implied relationship words.  

Ross learned the power of selling early on when he was dating and started learning about NLP to help persuade women to go out with him. Soon he realized that these same selling and persuasion principles could be used in the sales arena. This episode will change the way you look at sales and how to speak with prospects.  

Ask Loral

• [01:59] 20 years ago Ross became involved with NLP. This is neuro linguistic programming which is the study of how language structures consciousness, shapes decisions, and drives behavior.  
• [02:20] He learned how to communicate in a way that was charming and help them get past his peers. 
• [02:30] Ross realized if he could sell himself to get a date, he could sell other things to make money. 
• [02:37] He also learn to develop a mindset that was able to handle the word no.  
• [03:10] He has been training sales teams to do what he calls subtle selling. 
• [03:15] The art of getting your prospect to convince themselves to buy without having a pressure driven pitch. 
• [03:26] Ross's book is called Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy Without Pushing, Pressuring Or Pitching. 
• [04:05] Myths about selling. You are selling your product or service. You are never selling your product, you are selling decisions and good feelings about decisions.  
• [04:56] Thinking of yourself as a service decision technician relieves the pressure. 
• [05:35] The second method is that it's crucial to get rapport. Rapport is important, but you want people to be responsive to you. 
• [06:59] Capture the imagination and the emotions of your prospect and lead them to make the decision. 
• [08:45] It's not just a matter of getting people to trust you, it's getting people to trust that they can do it and make it in life. 
• [09:03] Getting people to trust themselves is much more difficult. A real coach and salesperson gets people to trust that they can do it. 
• [10:17] The difference between influence and manipulation. Influence is about expanding the minds of your prospects to encompass ideas. 
• [12:34] Mindset is at least half the game. 
• [13:28] The system to selling. Structure of your language in communication. 
• [15:09] A tool to increase your sales by 20%. Using implied relationship words. You want to create a relationship with the people you are selling to. 
• [15:51] Ask your prospect to promise to share their questions with you. Use words like we and together which imply a relationship. Will you promise me? We don't make promises to people who we don't trust. Buying into these words creates the unconscious mind set of already having a relationship. 
• [17:55] How to crush objection. First responses are not written in stone. They are usually a reflection of what they are thinking or feeling. 
• [18:26] People have buttons around money. 
• [19:26] Reframe their objections and clear things up to move forward. 
• [22:29] The difference between someone just plodding along and someone who has joy in being a transformational teacher. 
• [23:34] In Ross's book, he lays out all the fundamental principles that make the tools powerful. There are also transcripts of training sessions. 
• [24:41] Ross's book was a labor of love. 
• [25:00] The vending machine metaphor for success. You have to accept and embrace chaos. Recognize that every situation is something that you can learn from. 
• [27:12] See what you did right and then pick apart what you could do differently. 
• [27:48] How important it is to get a coach and mentor. 

• Loral’s Real Money Talks
• Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy Without Pushing, Pressuring Or Pitching

A mortgage is one of the best ways to leverage you money, especially for real estate investors. Today, I have one of the most knowledgeable people I know when it comes to mortgages. Elysia Stobbe is a mortgage expert who has closed over $300 million in residential mortgages. During the real estate downturn of 2006, Elysia not only survived, but she thrived.

She is an expert in VA mortgages and helping first time home buyers. She has been featured on FOX, ABC, NBC, CBS, and more. She is a national speaker and bestselling author. We talk about different types of mortgages, the importance of good credit, real estate for investors, the state of the real estate market, and the new tax laws.

Ask LoralElysia Stobbe Books

• [01:17] Elysia started in sales about a quarter century ago. She started investing in real estate on the side and loved it.
• [01:38] She transitioned over to the mortgage industry about 15 years ago.
• [01:46] She's done everything from cash flow investing to notes.
• [02:33] We are long overdue for a market correction. If you look at the market cycle, every 8 to 12 years there is a downswing.
• [02:54] It looks like a slow decline may have started in March. It's not a big huge crash.
• [04:00] Seattle, Washington is on fire they are not experiencing any type of decline. Big cities like New York are seeing less transactions closed.
• [04:43] The average sale price is also starting to decline.
• [05:33] A lot of new investors are jumping into the market. These people definitely need guidance.
• [06:18] From an investor standpoint, there are still great properties available that cash flow.
• [06:42] Stick to your system with real estate investing.
• [07:11] Money rules that investors frequently break. Investing without having a plan. Having money discipline and having a budget or financial freedom plan. Living above their means.
• [09:07] How to pick a mortgage that is right for you. Go through the options and choose the plan that is right for you. Not asking enough questions and doing enough due diligence.
• [11:10] Credit is critical to your interest rate and how much you can qualify for. Credit is fluid. It is critical to keep an eye on your credit.
• [12:13] People with great credit scores have more access to money across the board.
• [12:50] Don't spend more than you can afford pay your bills on time every month.
• [13:13] For investors, the down payment is a function of their specific plan. The great thing about real estate is that it is an amazing opportunity to leverage.
• [14:31] Any mortgage is a personal decision. Over all reverse mortgages depend on whatever cash is available and can help some people.
• [16:30] The number of mortgages you can have depends. The economy right now is ripe for investors to take advantage of leveraging.
• [17:28] People used to be capped at 10 mortgages, but now the cap is back up to 20. A married couple could leverage on 40 mortgages.
• [18:43] IRAs are a great opportunity, and people don't do enough of it.
• [20:24] The new tax laws do help several states benefit. The more people educate themselves, the better things will be moving forward.

• Loral’s Real Money Talks

A mortgage is one of the best ways to leverage you money, especially for real estate investors. Today, I have one of the most knowledgeable people I know when it comes to mortgages. Elysia Stobbe is a mortgage expert who has closed over $300 million in residential mortgages. During the real estate downturn of 2006, Elysia not only survived, but she thrived.

She is an expert in VA mortgages and helping first time home buyers. She has been featured on FOX, ABC, NBC, CBS, and more. She is a national speaker and bestselling author. We talk about different types of mortgages, the importance of good credit, real estate for investors, the state of the real estate market, and the new tax laws.

Ask Loral
Elysia Stobbe Books

• [01:17] Elysia started in sales about a quarter century ago. She started investing in real estate on the side and loved it.
• [01:38] She transitioned over to the mortgage industry about 15 years ago.
• [01:46] She's done everything from cash flow investing to notes.
• [02:33] We are long overdue for a market correction. If you look at the market cycle, every 8 to 12 years there is a downswing.
• [02:54] It looks like a slow decline may have started in March. It's not a big huge crash.
• [04:00] Seattle, Washington is on fire they are not experiencing any type of decline. Big cities like New York are seeing less transactions closed.
• [04:43] The average sale price is also starting to decline.
• [05:33] A lot of new investors are jumping into the market. These people definitely need guidance.
• [06:18] From an investor standpoint, there are still great properties available that cash flow.
• [06:42] Stick to your system with real estate investing.
• [07:11] Money rules that investors frequently break. Investing without having a plan. Having money discipline and having a budget or financial freedom plan. Living above their means.
• [09:07] How to pick a mortgage that is right for you. Go through the options and choose the plan that is right for you. Not asking enough questions and doing enough due diligence.
• [11:10] Credit is critical to your interest rate and how much you can qualify for. Credit is fluid. It is critical to keep an eye on your credit.
• [12:13] People with great credit scores have more access to money across the board.
• [12:50] Don't spend more than you can afford pay your bills on time every month.
• [13:13] For investors, the down payment is a function of their specific plan. The great thing about real estate is that it is an amazing opportunity to leverage.
• [14:31] Any mortgage is a personal decision. Over all reverse mortgages depend on whatever cash is available and can help some people.
• [16:30] The number of mortgages you can have depends. The economy right now is ripe for investors to take advantage of leveraging.
• [17:28] People used to be capped at 10 mortgages, but now the cap is back up to 20. A married couple could leverage on 40 mortgages.
• [18:43] IRAs are a great opportunity, and people don't do enough of it.
• [20:24] The new tax laws do help several states benefit. The more people educate themselves, the better things will be moving forward.

• Loral’s Real Money Talks