Posts Tagged ‘entrepreneur’

BTM 68: The Art Of Deal Making With Ex-FBI Hostage Negotiator Chris Voss

Chris Voss is the CEO & Founder of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world.

 

Prior to 2008, Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. During Chris’s 24 year tenure in the Bureau, he was trained in the art of negotiation by not only the FBI but Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.

 

Chris has taught business negotiation in the MBA program as an adjunct professor at University of Southern California’s Marshall School of Business and at Georgetown University’s McDonough School of Business. He has taught business negotiation at Harvard University, guest lectured at The Kellogg School of Management at Northwestern University, The IMD Business School in Lausanne, Switzerland and The Goethe School of Business in Frankfurt, Germany.

 

On today’s episode, we talk to Chris Voss about his journey and what inspired him to get into entrepreneurship. Growing up, Chris would always find different ways to make money from selling Christmas cards, cold drinks in front of the house, and more. He shares with us how watching “The Super Cops” movie inspired him to pursue a career in law enforcement. You’ll hear stories from when Chris was a FBI hostage negotiator and lessons learned you can use in when negotiating in business and life.

 

Chris also shares with us one of his favorite negotiation deals and what he learned from that experience that any aspiring entrepreneur can use to take their deals. Lastly, we wrap up the episode with some great action steps you can do today to become a better negotiator. Chris shares a neuroscience fact about having gratitude and a positive frame of mind can help you become smarter when making decisions in business and life.

 

Key Points From This Episode:

  • Chris takes us back to his early days and how he learn the value of working hard and figuring things out from watching his father in business
  • How Chris began his career in law enforcement and how an injury in martial arts ended up being one of the best things that ever happened to Chris’ career
  • Chris’ experience of working 5 months in a suicide hotline opened to door for him to start his career in hostage negotiation
  • The differences between terrorist/hostage vs. business negotiation  
  • Chris’ story of a 8-million deal and how you can leverage emotional intelligence when negotiating deals
  • The importance of diffusing negatives people have by observation (Did you know? 70% deals are made not to accomplish gains but to avoid losses which is effectively to solve problems)
  • How talking about “the elephant in the room” can help you build rapport and trust immediately (The story of Chris’ experience with middle eastern muslim hostages and witnesses)
  • How you can build better relationships with people if you show them that you understand who they are and what their fears and needs are
  • Examples of hostages experiences a 10 million random deal (being opening to coaching was key to success and  The birth of “that’s right” movement (when you summarize something from their perspective not from a neutral or your perspective and get the person to say that’s right)
  • Key Things To Practice When Negotiation (set the intention by putting the person’s best interest first → building rapport by being relatable → uncover the person’s problem and the costs of staying in this problem → decide if you can offer a solution or provide an alternative option for the person or outcome
  • Chris’ transition to hostage negotiation to helping other business professionals win at making deals
  • Why every negotiation is an opportunity and it’s up to you to learn how to leverage this moment in time
  • What is the objective of a negotiation: You need to focus on information gathering (find the best deal possible)  and relationship building (building rapport with the person)
  • What to pay attention to when negotiating with someone (gestures, movement, voice, etc.) and how you need to approach them to get the results you want

 

Links Mentioned in Today’s Episode

Chris’ Website: https://blackswanltd.com/

Chris’ Book: Never Split The Difference

TED Talk: The science of happiness

Chris’ Favorite Book: Barking Up the Wrong Tree

Chris’ Favorite Lifestyle Design App: Instagram- A simple, fun & creative way to capture, edit & share photos, videos & messages with friends & family. https://www.instagram.com/

 

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BTM 59: Time Wealth Anyone? The VIP Formula with Mark Dolfini

Mark Dolfini is a husband, father, and a veteran of the United States Marines.  He owns several million dollars worth of real estate and has actively managed over $40 million in real estate in his 20 years of being in the real estate business. That is not what makes his story so compelling. Mark has Time-Wealth. He is now able to control his calendar to do the things he wants, when he wants, and with whom he wants to do them.

 

Marine veteran, Mark Dolfini received a Bachelor of Science in Accounting at Purdue University. He is the Managing Broker of June Palms Property Management, LLC and the CEO of Landlord Coach, LLC. Mark Dolfini is also the author of The Time-Wealthy Investor.

 

On today’s episode, we talk to Mark about his journey into entrepreneurship after leaving his corporate accounting career. He shares with us his story as a high school graduate to finally joining the U.S. Marine Corps and becoming an real estate investor. After he joined the military, Mark realized he needed to get his life on track and start making some serious plans to make a better future for himself and his family.

 

You’ll learn how to use the concept of “anticipated joy” to create the life of your dreams. You’ll also learn why every investor must become a student of business in order to succeed. Mark breaks down The “VIP” concept and how you can use it today to structure your business and achieve the goals you have for your life.

 

Key Points From This Episode:

  • Mark’s journey into entrepreneurship from being a first endeavor vegetable stand in his parent’s garden in upstate New York
  • Importance of setting up a infostructure that fits your vision for your dream life
  • The story of how Mark brought his first real estate property (while attending college)
  • Mark’s favorite failure to date that set up him and his business for later success
  • Why you need to understand the difference between self-employment and business ownership
  • How Mark rebuilt his real estate portfolio and business after losing millions of dollars due to a health
  • How you can create a system to help you run your business and not let the business run you
  • Why you should become a “student of business” and learn the systems and infrastructure of how successful companies are built and managed
  • Importance of investing in great property management software
  • The #1 investment Mark made to take his real estate business and network to the next level
  • The 2 most important questions every real estate investor must ask to avoid bottlenecking
  • Why you need to learn how to eliminate, delegate or automate low-end tasks to free up your time as a entrepreneur
  • What “VIP” is and how you can use it as a investor and entrepreneur to achieve your goals and dreams
  • V- Vision: Establishing a crystal clear picture of what exactly you want your life to be like. Write down everyday what that vision is and have an accountability partner to keep you accountable through the process.
  • I- Infostructure: How you will run your business. Think of this as train tracks for your business. This is the foundation for everything.
  • P- Process: The rules you will operate on top of the infostructure. If you find yourself involved in every aspect of the business, ask yourself these 2 questions: Is this the best use of my time? Can I delegate, eliminate or automate this task?

 

Links Mentioned in Today’s Episode

Mark’s Website: Landlord Coach 

Mark’s Favorite Book: Think & Grow Rich 

Mark’s Favorite Lifestyle Design Apps:

Property Boss Solutions: Customizable Property Management Software

Contactually is an intelligent CRM for real estate professionals.

 

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BTM 39: The Ultimate Guide To Land Investing with Mark Podolsky

Today’s guest, Mark Podolsky, has been buying and selling raw land full time since 2001. After starting with only $3,000, gust-wrenching fear, and absolutely no real estate experience, he bought a few parcels of land and the hit the ground running.

Today Mark is the owner of Frontier Properties, a very reputable and successful land investing company. By focusing on working smart,not hard, he has completed over 5,000 land deals with an average ROI of over 300% on cash flips, and over 1,000 on the deals he sells with financing terms.

Escaping solo-economic dependency changes Mark’s life in so many positive ways that he decided to teach and coach so on today’s show he does just that for our audience. You don’t want to miss this one!

 

Links mentioned in the show:

www.AgentPro247.com

www.TheLandGeek.com

Rich Dad Poor Dad

Workflowy

MyFitnessPal

ThinkUp

Daily Audio Bible

 

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BTM 28: 10x Business Growth By Working Smarter with Joe Kashurba

In today’s episode, we welcome Joe Kashurba. Joe started a freelance web design business when he was in high school and grew it into a digital agency with a world-class team and clients around the world.

He went from building $300 websites to building $30,000 websites and managing six-figure digital advertising budgets for some of the largest manufacturing and construction companies.

Joe now advises and mentors freelance web designers and digital agency owners on how to develop and scale their businesses. There are a lot of takeaways on how he was able to do that and in this episode, we talk about the benefits of working smarter rather than harder and how increasing your prices will actually bring you more clients.

 

We also delve into the world of virtual teams, advertising and the marketing strategies you can use to help you attract your ultimate clients and your ultimate deal. If you’re an aspiring entrepreneur or web designer looking for some key tips on how to start scaling your business today, this episode is for you.

 

Key Points From This Episode:

  • Find out how Joe got to where he is today through a high school band.
  • How Joe’s rebellious mindset propelled his entrepreneurship.
  • Building what you want versus what other people want.
  • Will people really buy your product or service if it’s cheaper?
  • Find out how Joe began to grow his initial freelance work.
  • The avenues to take to get new clients and attract customers.
  • Testing to find the one thing that works – and scaling it.
  • Why results are not always linear and immediate.
  • Tips for hiring your first virtual team or virtual contractor.
  • Using the Over Flow Model versus the Production Line Model.
  • Discover how Joe started designing $30,000 websites.
  • Who, What and Why: Key strategies for finding your first few clients.
  • Advice for entrepreneurs: Pick anything and get into business!

 

Tweetables:

 

Links Mentioned in Today’s Episode:

Kashura Web Design – http://www.kashurbawebdesign.com/

Joe Kashurba Website – http://joekashurba.com/about/

The New Psycho-Cybernetics 

Audible Trial – www.audibletrial.com/beforethemillions

17 Hats App – https://www.17hats.com/

 

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BTM 20: Incarcerated Drug Dealer Turned Millionaire Tycoon with Jay Morrison

Today we had the pleasure of speaking with Jay Morrison,, also known as “Mr. Real Estate”. Jay is a successful real estate investor, realtor, TV personality, entrepreneur, social activist and the CEO and founder of the Jay Morrison Brand and the Jay Morrison Academy, an online real estate school and mentorship program.

 

A high school dropout, at risk youth and three time felon, Jay made a major life transformation for the better over a decade ago and now uses his life experiences and personal story of triumph to empower and impact the lives of thousands of his Academy students, troubled youth, ex-offenders and real estate professionals.

 

In this episode, Jay talks about how he got started in real estate and before being in real estate and being an entrepreneur he was in the drug game and how he was in and out of jail. He talks about the similarities between the real estate game and the drug game and some of the hardships he went through and lessons that he learnt just by being in that environment.

 

Key Points From This Episode:

  • Hear how Jay’s journey began growing up poor and surrounded by drugs.
  • Listen as Jay explains his experiences in prison and what his mindset was like after.
  • Find out how Jay was introduced to real estate and the principles of financing.
  • Understand Jay’s long term play as a drug dealer.
  • Discover how Jay managed to build a life for himself after prison and drugs.
  • Jay draws parallels to drug dealing and real estate.
  • What Jay loves about entrepreneurship and business.
  • Learn more about Jay’s first real estate transaction with his mom.
  • Jay’s goals as an early entrepreneur in real estate.
  • Being intentional about giving back and using his story to help others.
  • A day in the life of Jay Morrison and his keys to success.
  • Jay’s favorite before the millions book, Og Mandino’s University of Success.
  • Sacrificing time and being committed to your goals to be successful in your endeavour.
  • Making the investment in yourself to get groomed into business.
  • Advice for people wanting to get into real estate.
  • And much more!

 

Tweetables:

  

 

Links Mentioned in Today’s Episode:

House Hack Secrets Mini Course

Jay Morrison

Jay’s book, Lord of My Land: 5 Steps To Homeownership

Jay’s book, Lord of My Land: 5 Steps To Homeownership 

Angela Yee, The Breakfast Club

Og Mandino’s University of Success

 

Access The Best Strategies, Tips & Advice!

Every week, we send an email sharing my best advice, tips and strategies related to Real Estate Investing. Each of these weekly emails contain relevant and actionable information that can help you no matter where you are in your investing journey.

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