Start With A Win

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Why Do Customers Leave? Interview With Expert David Avrin

Start With A Win

10/16/19 • 27 min

Our guest on this episode of the Start with a Win podcast is David Avrin, speaker and author of several books, most recently “Why Customers Leave (and How to Win Them Back)”. David says that the answer to why customers leave is a simple one: they leave because they can. There are so many choices out in the market and many channels available to customers, from real estate to retail to services to groceries. Business owners are often trying to operate under the assumption that they can control what their customers will buy, but customers don’t always want to do business that way.

Consumer behavior is a complex field of study these days, and while business owners don’t have to be experts in predicting what their customers will want or when they will want it, they should have a basic understanding of their customers and what motivates them to purchase. Businesses do not have the luxury of just waiting for customers to walk in their doors, but rather they need to recognize how to meet their customers where they are and meet their needs there.

While the primary focus of businesses in the past has been producing an exemplary product that people will want to buy, they must now combine this aspect of the buying process with the wants and needs of the customers. A good starting point for gaining competitive advantage in this realm is to re-examine the points of contact with the customer and make adjustments based on their observed needs and wants. Since there are so many channels for purchasing very similar products, building a relationship with your customers will likely make all the difference in you receiving the business over your competitors.

David believes in leading with authenticity, relevance, and in a way that educates the consumer. This also involves a willingness to continually adjust your approach based on shifting expectations and feedback from your customers. David starts his days with a win by spending intentional and uninterrupted time with his kids, getting his priorities aligned before starting his workday.

Links:

https://www.amazon.com/Why-Customers-Leave-Them-Back/dp/1632651513

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Relationships

Start With A Win

12/21/18 • 13 min

On this episode of the Start with a Win podcast, our topic is relationships and their impacts on our world. Relationships are the basis for everything we do, and everything we do impacts our relationships, either by building up and investing in them or by losing from them. If you do not invest enough in your “relationship bank”, you wins will be minimal or nonexistent and you will not be able to reach your potential, no matter how hard you try.

Dale Carnegie talked about the power of positive affirmation and giving honest and sincere appreciation to those around you. That is a lost art, especially at work. Showing appreciation to your employees or coworkers and giving them the recognition they deserve costs nothing, but people tend to lock it away like it costs everything they have. Those who find true success in their relationships are intentional about appreciating and engaging with their community, and they find that those things are often reciprocated back to them. Though it might not be an immediate reciprocity, the idea of paying it forward can have a powerful effect on society when it catches on. By giving unconditionally and letting go of the desire for instant gratification, we can accomplish anything.

Your challenge after listening to this episode is to go do something great for somebody today.

Links:

“How to Win Friends and Influence People” by Dale Carnegie - https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034/ref=sr_1_3?ie=UTF8&qid=1544402926&sr=8-3&keywords=how+to+win+friends+and+influence+people+by+dale+carnegie

Giftology by John Ruhlin - https://www.amazon.com/Giftology-Increase-Referrals-Strengthen-Retention/dp/1732095604/ref=sr_1_2?ie=UTF8&qid=1544402989&sr=8-2&keywords=giftology+john+ruhlin

Connect with Adam:

https://www.facebook.com/adamcontosREMAXCEO/

https://www.facebook.com/KatieLanceConsulting/

Get Social Smart with Katie Lance

Start With A Win

12/09/20 • 26 min

Our guest on this episode of the Start With A Win podcast is Katie Lance, CEO and Owner of Katie Lance Consulting, and industry expert on integrating social media acuity into real estate. In the midst of turbulent 2020 we have all experienced, Katie observed a lot of real estate professionals trying to “set it and forget it” regarding their social media, posting things that may or may not be relevant and not engaging with followers. She said some people tend to communicate the bare minimum, such as logistical information about their hours, safety procedures, or their adherence to local ordinances. This practice creates missed opportunities for connecting with audiences on a personal level and being authentic about the state of things.

For 2021, Katie’s primary tips for being social smart are to get intentional about how to connect with people and to concentrate on building up a content library that exists outside of social media and can be repurposed for multiple channels. By focusing on these two pointers, real estate professionals can transition from chasing leads to attracting business. The content you create should provide value to your audiences – which could be different depending on the platform – and it should communicate your commitment to serving your clients and prospects, so they want to keep in touch with you.

Katie is an avid user of an editorial calendar, a straightforward way to plan and be intentional with your messaging. Sitting down at the end of the year and brainstorming a list of the most commonly asked questions, most engaged with topics, and most common email topics is a great way to jumpstart your editorial calendar for next year. Take a look at your calendar and plot where the topics should go. Consider your business goals and the frequency you’re aiming for, and then leave room for time-sensitive or current events related posts along the way, being conscious of how and where each piece of content can be shared or repurposed. Remember that consistency builds trust.

Connect with Katie:

https://katielance.com/

https://www.linkedin.com/in/katielance

Connect with Adam:

http://www.resourcepodcast.net/

Leave us a voicemail:

888-581-4430

Pursuing Personal and Professional Development with Jay Pitts

Start With A Win

02/03/21 • 23 min

On this episode of the Start with a Win podcast, Adam talks with Jay Pitts, broker-owner of RE/MAX Premier Properties in Louisville, Kentucky. Jay says that it was a no-brainer for him to end up in real estate, considering that his dad and uncle were both RE/MAX agents in small-town Kentucky while Jay was growing up. From them, he learned all of the aspects of the business since small-town real estate agents do so much more for their communities than manage home sale transactions. He started his career in finance, but he knew this wasn’t a good fit, and he got into real estate before long.

During the Great Recession, when so many real estate professionals were struggling and even failing, Jay drew from his entrepreneurial spirit to adapt his business and bring in consistent income by doing about 20 BPO orders per week. He also invested a lot of time and energy into prospecting, getting his name out there so that he was top-of-mind when people were ready to buy or sell. Eventually, he was so overwhelmed by calls from the signs he had put up that he pulled one of his good friends into the business with him, and they went to work. The brokerage now has about 30 agents, and they have sold over 2,000 homes, so their setup is producing excellent results.

Jay says that even in 2021, many agents don’t know how to get themselves out there. He recommends doing content marketing through videos on social media, showcasing behind-the-scenes videos such as documenting a personal real estate investment. He also says some very successful real estate agents have never experienced a down market because they got into the industry after 2010. When that time comes in the economy, these agents will need to learn how to sell availability and educate their consumers.

An avid proponent of coaching and mentoring, Jay emphasizes the importance of caring about the development of the people around you as well as your own development. He says that the accountability provided by mentors and coaches is unlike any accountability you could give yourself individually and that these folks are a treasure trove of information on situations you might be facing. He encourages listeners to be intentional about mentoring their employees and providing them with growth opportunities.

Connect with Jay:

http://www.jaypitts.com/

https://www.linkedin.com/in/jaypittsrealtor

https://www.facebook.com/LouisvilleKYHomesandRealEstate/

https://www.instagram.com/jaypittsrealtor/?hl=en

Connect with Adam:

Leave us a voicemail:

888-581-4430

How To Influence People - Part 2

Start With A Win

06/23/21 • 24 min

In this episode of Start With A Win, Adam and Mark pick up the conversation from last week, discussing Carnegie’s How to Win Friends and Influence People. The first episode highlighted an overview of the six principles that help to win people over as friends. Adam sets the stage for this episode, which focuses on how to win people over to your thinking. So how do we influence people?

The first of these points surrounds argument. Adam advises not to argue with people. Instead, simply appreciate that they have an opinion on the issue at all. He calls on martial arts wisdom when he says, “the best fight one is the one not fought at all.” In other words, avoiding fighting with someone is better than winning an argument.

And this can be magnified by the next point, which is to respect differences in opinion. If you can appreciate the fact that someone thinks differently than you, you humanize them and humble yourself. Admitting when you’re wrong can only make this effect stronger. Apologize for mistakes to show that you need grace, too.

Another trick is to begin in a friendly way, which can be as simple as responding enthusiastically from the first interaction. Building on this positivity, another tip is to simply get people to say yes. But instead of thinking about these yesses as finalizing sales (or some formal agreement), think about them like micro yesses, as Mark says. The sheer act of saying yes—even to a simple fact—gets them agreeing with you early, which can help set the tone of the conversation moving forward.

To influence people, you need to first be aligned. We want people to feel that our opinions are valued. And the reality is that no one will care about your thoughts unless you care about theirs. “And someone has to take that first step,” Adam says. When you don’t have mutual trust and understanding, it is virtually impossible to get them to care about what you have to say. You can also call praise and appreciation to their efforts, which can be framed so as not to blame. If you can suggest a change without saying that it’s their fault, you’re that much closer to winning them over to your own thinking.

To avoid feelings of condemnation, try to avoid giving orders. Instead, try asking questions. No one likes being told what to do, but asking questions opens up creative problem-solving. This allows you to sacrifice your own ego to let the other person’s ideas shine. “When you sacrifice your ego, you maintain control of your emotions, and emotions drive behavior,” Adam says. So much of this hinges on emotional control, so offer praise if you want to see motivation.

Finally, this framework of influence is based on building an emotional connection to establish a common team. Influencing is about establishing a framework to work together. And at the end of it all, be sure to reward them. Everyone likes a pat on the back and feeling like they are appreciated. These tips will only help you to succeed. And as always—start with a win.

Connect with Adam:

https://acuff.me/podcast/

Leave us a voicemail:

888-581-4430

Transform Overthinking From a Super Problem to a Superpower with Jon Acuff

Start With A Win

11/17/21 • 27 min

In this episode of Start With A Win, Adam welcomes bestselling author and motivational speaker Jon Acuff. Adam and Jon dive into the topic of overthinking and how it can cripple us in so many areas of our lives.

According to Jon, overthinking is when what you think gets in the way of what you want. Overthinking is the sneakiest form of fear that keeps us from achieving our goals, taking on new opportunities, or just getting through that tough meeting at work. That overthinking writes soundtracks in our minds—those repetitive thoughts that weigh us down.

Jon breaks down his proven plan to change overthinking from a super problem into a superpower through The 3 Rs: Retire broken soundtracks, Replace them with new soundtracks, Repeat those new soundtracks.

Jon is the New York Times bestselling author of seven books—his latest, Soundtracks: The Surprising Solution to Overthinking, released April 2021 and is already a bestseller. He's an INC Magazine Top 100 Leadership speaker and has spoken to hundreds of thousands of people at conferences and companies around the world including FedEx, Nissan, Microsoft, Lockheed Martin, Chick-fil-A, Nokia and Comedy Central. He lives outside of Nashville, Tennessee, with his wife and two teenage daughters.

Episode Links:

All It Takes Is A Goal podcast

Soundtracks: The Surprising Solution to Overthinking
https://soundtracksbook.com

Connect with Jon:

https://www.facebook.com/authorjonacuff

https://www.instagram.com/jonacuff/

https://twitter.com/JonAcuff

Order your copy of Start With A Win: Tools and Lessons to Create Personal and Business Success:

https://www.startwithawin.com/book

Connect with Adam:

https://www.hardcorecloser.com

Leave us a voicemail:

888-581-4430

The Hardcore Closer Part 2 with Ryan Stewman

Start With A Win

04/20/22 • 22 min

In this two-part episode of Start With A Win, we are joined by Ryan Stewman, the CEO of Hardcore Closer, an online learning resource for salespeople, including topics like advertising, marketing, funnel, sales and social media. His online courses have everything you need in order to start marketing your business online and crushing your competitors.

Part two picks up the conversation between Adam and Ryan where he talks about the importance of not only leading in the business world but even more so in your family. Just as you do for your employees, you have to lead by example. By consistently working hard and being the best that he can be, you are laying down a foundation for a legacy that will far outlast your lifetime.

Part of leading by example includes establishing systems and habits. Ryan shares how consistency in many areas of his life has led to long-term success, even if that success hasn’t come right away—one example being his podcast that is now nearly 1,000 episodes strong! One of the keys to being consistent is not only having a to-do list, but assigning a time to every single time. Let your calendar be your boss!

Ryan and Adam dive into the topic of sales and marketing where Ryan coaches listeners on how to write and speak to potential customers. Start by finding who you want to do business with and learning the insider’s language of your audience. Make sure that you’re conveying that you know them and you speak their language. Then, authentically communicate your story and/or services in language that will resonate with them and their industry.

Once the leads start coming in from your marketing, it’s crucial to capture their information, because data is the biggest asset you can have as a business. It’s the one asset that can be monetized over and over again. Ryan shares how his service, Phonesites, can help your business communicate with leads on auto-pilot until they’re ready to become full-on customers.

Episode Links:

http://jointheapex.com

https://www.facebook.com/realryanstewman

https://www.instagram.com/hardcorecloser

https://twitter.com/ryanstewman

https://phonesites.com

https://www.youtube.com/watch?v=nVJ_MRugU0Q

https://challenge.dailygcode.com/

Order your copy of Start With A Win: Tools and Lessons to Create Personal and Business Success:

https://www.startwithawin.com/book

Connect with Adam:

https://www.facebook.com/AdamContosCEO

https://twitter.com/AdamContosCEO

https://www.instagram.com/adamcontosceo/

Conquering Anxiety: Expert Leadership Lessons from a NY Times Bestselling Author | Laura Morton

Start With A Win

10/04/23 • 24 min

Today on Start With a Win, Adam talks to Laura Morton, one of the top NY Times Bestselling authors in the world. He discusses Laura’s career, collaborations with celebrities and business leaders, and her shift towards writing more meaningful books. She emphasizes three criteria for taking on a book project: liking the person, genuinely believing in their message, and ensuring the project contributes positively to the world.

Laura shares insights from her documentary "Anxious Nation," which focuses on youth mental health and anxiety. She highlights the importance of understanding and supporting anxious children, recognizing the role parents play in their anxiety, and providing tools to manage anxiety rather than trying to cure it. She also mentions a special initiative to screen the documentary for free in October, coinciding with Mental Health Screening Month and Breast Cancer Awareness Month.

Laura Morton is the author of over 60 books and a staggering 21 New York Times bestsellers,
with a wide range of celebrities and business leaders, including Justin Beiber, the Jonas Brothers, Joan Lunden, John Maxwell, Dave Liniger, Tom Ferry and Glenn Sterns, just to name a few. Laura has been involved in the entertainment industry for more than 25 years as a writer, producer, and entrepreneur. She is the co-director, producer and writer of the award-winning documentary film, Anxious Nation, now available for streaming on Amazon, Apple Tv and Anxiousnation.com

About Anxious Nation:

Together, we can break the chains of anxiety and build a stronger, more compassionate nation. Join us as we embark on this transformative journey, shaping a future where anxiety is met with empathy, understanding, and unwavering support.

04:03 The book that had the greatest impact...
04:55 Need to check three boxes to write a book, do you have a checklist?
09:37 How do you start a relationship/process...it’s this!
11:57 Did I fail as a parent?
15:14 Why Anxious Nation?
18:52 My role as a parent, am I helping or hurting?

www.Anxiousnation.com

Connect with Adam

http://www.startwithawin.com
https://www.facebook.com/AdamContosCEO
https://www.linkedin.com/in/adamcontos/
https://www.instagram.com/adamcontosceo/
https://www.youtube.com/@LeadershipFactory
http://twitter.com/AdamContosCEO

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The Power of Community in Business with Daisy Lopez-Cid

Start With A Win

12/18/19 • 19 min

On this episode of the Start with a Win podcast, we are joined by Daisy Lopez-Cid, broker-owner of RE/MAX Premiere in Kissimmee, Florida. Daisy took the leap into the real estate industry in August of 2007, and while it was not easy going, she and her agents banded together with the community to weather the storm of the recession and come out stronger on the other side.

Daisy has set up a culture in her office of truly caring for her agents, their clients, and the community, and many of her agents have been with her for more than 10 years as a result. She strives to mirror the values and practices of the broader Hispanic culture: giving, welcoming, warmth, and persistence. As one of very few Latinas in the real estate space, she has a unique perspective and also unique opportunities to work with Hispanic families as they navigate the real estate market.

She does her best to help her clients in any way that she can and build a relationship with the community, as evidenced by the numbers of past clients that still attend her annual Christmas party and just stop by her office to bring her food or say hi. Many people appreciate Daisy’s straightforward but eloquent way of explaining the way things really are.

Daisy has been involved with the National Association of Hispanic Real Estate Professionals (NAHREP) since early on in her real estate career, and in 2018 she served as the organization’s president. She speaks so highly of NAHREP and its members who demonstrate hospitality and persistence day-in and day-out. She brought Adam with her to a NAHREP convention several years ago and he was blown away by how inviting the agents were and their vocal commitment to their communities.

She starts each day thinking about what she needs to execute before the day is over and then she gets out there and does it. Her father raised her to be strong, independent, committed, and resourceful, recognizing that there is no success without discomfort, and this is the message that motivates her to start with a win.

Connect with Daisy:

https://www.remax.com/real-estate-agents/kissimmee-fl-34741-daisylopez-cid-id13264321.html

https://nahrep.org/

https://www.facebook.com/daisy.lopezcid.3

https://www.instagram.com/daisylopezcid/

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