Everything You Need To Know For Building Superior Customer Relationships

In today’s episode of The Art of Passive Income, Mark and Scott talk with Steve Yastrow—Yastrow.com.

Steve is a nonstop idea generator, business advisor, and best-selling sales author.

Mark describes him as a combination of a TED talk high-level thinker, combined with the real-life practical strategies of somebody who knows how to get things done and increase revenues by sales.

In 1997 Steve opted out of a career as a senior marketing executive in the hospitality industry to form Yastrow and Company which has enabled him to help organizations of all types improve their results through his breakthrough marketing, customer relationship and sales ideas.

Steve shares how an observation when he was Vice President of Resort Marketing at Hyatt Hotels, gave him the confidence to go out on his own.

I realized one day that the real marketing wasn’t coming from the marketing department, the corporate office, it was coming from the bellman and the pool guys and the front desk clerks who were there on the ground delivering a great experience.

That observation also led to his first book and the concept behind his business, Brand Harmony—“If you can create a compelling customer experience, for every point of contact as part of contributing to that experience, that’s when your customers love you.”

[bctt tweet=”Marketing and sales are not what we think they are, they are what our customers think they are and everything we do tells our story.” username=”TheLandGeek”]

How do you create compelling customer experiences?

We delve deep into why companies need to start focusing on their internal brand — the employees on the front-line that interact with the customers directly need to completely get it and are enthusiastic about the actions they take to deliver on your promises.

Your external brand, your brand in the marketplace, can never be better than your internal brand.

Steve also elaborates on:

• • Creating Brand Harmony

• • The concept of improvisation — Ditch the Pitch
  • Latent Profit and The Six Recalibration Questions

Plus, he gives us an example of an actual company that provides the Brand Harmony experience. And another where customer service goes terribly wrong.

Customer love isn’t formed by what we say, it’s formed by what we do. The way your employees interact with your customers, the way your salespeople engage customers is really what tells your story. Much more powerful than inanimate objects like brochures and websites and even social media posts.

Can these methods work for smaller companies?

Listen in as Steve shares why he thinks smaller companies have a greater advantage, plus so much more!

TIP OF THE WEEK

Mark: Learn more about Steve by going to his website at Yastrow.com.

Scott: Check out the chrome/firefox/safari plugin Keeeb. It’s a web clipping tool and at the same time allows you to organize your thoughts and ideas all into this platform.

Steve: Whenever you are in a conversation with a customer, focus 95% of the subject matter of the conversation on the customer. 95% of the subject matter is all about the customer. Talk about the customer’s story, not yours.

​Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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In today’s episode of The Art of Passive Income—Round Table edition, Scott Todd is taking over the controls while Mark is away and joining him are:

• Scott Bossman
• Jeannie Morem
• Erik Peterson
• Aaron Williams
• Tate Litchfield

Jeannie starts us off with the question, is there such a thing as bad land?

She was told by the county that the land she bought is useless because it can’t be developed but she has sold property in that area before without any problems. She also took a field trip out to see it and found it had beautiful views. So does bad land really exist or is value in the eye of the beholder?

I wouldn’t say that there is bad land, just bad buys. Anything can be good if it’s at the right price. The people at the county have a single track thought process. They’re processing papers and 90% of that is building permits so as far as they’re concerned, that property that can’t be developed is useless.

But, what about the guy who just wants to take his ATV out there and cram around or somebody that’s a serious rock hound? That’s extremely valuable property to them.

So, that person at the county is not your customer. I would say there’s not so much bad land, but some undesirable bits about it. Just make sure you get it at the right price and then it’s good land. -Aaron

Everyone shares their property field trip experiences and advice on why you shouldn’t let some undesirable conditions concern you. And, wait until you hear Tate’s nightmare field trip where he was stuck on the property in the middle of the desert and had to dig his way out in 100-degree weather, and he had no water!

Then, Aaron shares the details of an eBay auction he had to kill because the numbers weren’t working for him. Was it a good move?

Listen in as we go over eBay pricing strategies so the numbers make sense!

TIP OF THE WEEK

Erik: A quote by Dale Carnegie, Develop success from failures. Discouragement and failure are two of the surest stepping stones to success.

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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In today’s episode of The Art of Passive Income, Mark talks with The Hardcore Closer, Ryan Stewman.

Mark describes Ryan as cool, edgy, and more ambitious than Grant Cardone. He is a 4X best-selling author who contributes to Forbes, Entrepreneur, Addicted2Success, Good Men Project, Lighter Side of Real Estate and Huffington Post. He has more Salesman of the Month plaques than he can count.

How did he become so prolific in sales?

Ryan shares his dramatic story, starting at age 13 when he was selling car washes at his step-fathers car wash. Ryan was a hard worker who liked his job. He made it a fun experience, which ultimately set him up for success. That job put him in contact with up to 1,000 customers a day, one of which saw his potential and offered him a job in mortgages. She told him she would make him a millionaire, and she did!

The odds weren’t always in Ryans favor though. Between the age span of 14 to his mid-20’s, he essentially had to sell for his life.

Listen in to hear his struggles and how he overcame them to beat the odds. Plus, we break down a land sale role play in which Ryan tries selling Mark on his dream property.

[bctt tweet=”You should never be nervous about asking for money as long as you’re asking for the right amount and you’re exchanging value for it. ” username=”TheLandGeek”]

A couple techniques Ryan used were:

• Small talk to extract facts
• Pre-framing a decision

Plus, Ryan goes over his Ultimate Objection-Handling exercise that will prepare you for any objections or excuses that the buyer might give you to not move forward.

TIP OF THE WEEK

Mark: Learn more about Ryan by going to his website HardcoreCloser.com.

Ryan: Go to ElevatorToTheTop.com and get a free copy of my Paperback book.

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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In today’s episode of The Art of Passive Income—Round Table edition, Mark is joined by:

• Mike Zaino
• Jeannie Morem
• Erik Peterson
• Tate Litchfield
• Scott Todd

Just back from Bootcamp everyone is a bit tired but recharged and ready to share their takeaways and there was one prevailing factor that was reiterated by all, the sense of community and how strong it is!

Listen in as we delve into the power behind realizing that you are not alone in this business, plus…

Scott shows off the new bat that he received from Flight School student, Matthew Forbes. If you think you feared the Mini-Bat before, wait until you see this one!

Mike shares what it was like going LIVE with Nite Cap and interviewing all the big wigs! You can watch the replay on YouTube.

Then, Mike dives into mindset and gives advice on getting over paralysis by over-analysis.

[bctt tweet=”Work it backwards—county research, list, mailings. Don’t worry about the end results of the mailings until you’ve done your county research and then focus on that one thing as you move your way down the cycle.” username=”TheLandGeek”]

We also talk about the Magic of Bootcamp and share details of the deals that took place over the weekend. Plus, find out how Brent Bowers sold a property… it’s a new one for us! And, the Magic wasn’t limited to just Vegas, Jeannie shares a deal she closed over the weekend through eBay.

And finally, community member Dan wanted us to talk about hiring VAs on Upwork—How do we write the job description, what categories do we post in, how do we find the candidates, interview them, hire them, and pay them.

TIP OF THE WEEK

Mike: Henry David Thoreau said, “The really efficient laborer will be found not to crowd his day with work, but will saunter to his task surrounded by a wide halo of ease and leisure. There will be a wide margin for relaxation to his day. He is only earnest to secure the kernels of time, and does not exaggerate the value of the husk.”

Don’t get caught up in emotions and anxiety. When you get this business down, it should be flow, process, relaxation.

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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In today’s episode of The Art of Passive Income, Mark and Scott talk with Kevin Siskar—Siskar.co.

Kevin is Managing Director of the Founder Institute in New York—an early stage accelerator and startup launch program. He has built a portfolio of over 90 early stage companies and in 2016 he was named Best Startup Ecosystem Developer in the entire Founder Institute network, which has a global network across over 150 cities.

He is also the host of the Ambition Today podcast where he explores the hardships and heroism of entrepreneurs, creators, investors, and builders who ambitiously changed the world.

Join us as we delve into what sets the Founder Institute apart from other accelerator companies, plus:

• Personality traits of a great founder
• The first thing you should do when starting a business today—after canceling Netflix
• How to break through the noise and get traction in today’s marketplace

[bctt tweet=”Having a rigid self-awareness is your unfair advantage over other founders. And, when you couple that with strong work ethic you start seeing founders that quickly excel and blow by the rest of them.” username=”TheLandGeek”]

Also, can we have too many choices that it causes us to do nothing? Living in the super-highway era of knowledge and information, there is nothing we can’t do or learn. But when you have too many paths to choose from, does it paralyze us?

The problem is abundance — Today, when you can have anything, you can learn anything, you can do anything, you end up doing nothing because it’s too hard to choose. And if you don’t choose, you can’t fail. -Mark

At some point and time, it’s hard to draw the line in the sand and decide who you want to become. I look at you Mark, and you have set out on this mission to be The Land Geek. You’ve proclaimed yourself to be The Land Geek — that’s what you pursue and you take it to the end. 

But other people look at it like, “I can do land, or I can do this, or I can do that…” there’s too much to do. So instead of drawing a line in the sand and saying “this is what I’m going to do, this is where I’m going to put my time and this is the difference I’m going to make”, it’s like “let me leave it open…”. -Scott

We also get into the why behind working hard and why you should be doing it for the right reasons.

Plus, find out which three mentors Kevin would take to dinner, where he would take them and what he would ask them.

And finally, is there something Kevin believes about business that other people think is nuts?

Listen in to find out…

TIP OF THE WEEK

Mark: Learn more about Kevin by going to his website at Siskar.co.

Scott: Check out EmailDrips.com. It’s the world’s first gallery with the best email sequences from the experts in your industry.

Kevin: Read the book, Sapiens: A Brief History of Humankind by Yuval Noah Harari.

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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In today’s episode of The Art of Passive Income—Round Table edition, Mark is joined by:

• Jeannie Morem
• Erik Peterson
• Tate Litchfield
• Scott Todd

With Dirt Rich about to hit the bookshelves in a few weeks, Mark emailed out Chapter 1 last week for all to read and Erik gives his feedback.

One of the chapters in Dirt Rich is titled Kaizen—kai = change, zen = good = change for better.

In English kaizen is typically applied to measures for implementing continuous improvement… which we are applying to the coaching program!  Find out what we have in store for our coaching clients!

[bctt tweet=”If you don’t have that desire for something, your goal isn’t big enough. But when your goals are larger than life, you feel compelled to get them done at all costs.” username=”TheLandGeek”]

It’s always hard to get back into the swing of things after taking time off and easy to come up with 1000 different excuses why you should wait until “tomorrow”…and then before you know it, tomorrow turns into next week.

Join us as we discuss how to get that momentum back and get your business growing once again.

Jeannie shares what has helped her stop making excuses and start taking action is to trick her brain with Mel Robbins 5 second rule—If you have an impulse to act on a goal, you must physically move within 5 seconds or your brain will kill the idea.

The last topic up for discussion is dealing with eBay flakes. They win the bid then disappear leaving you stuck with the listing fee! Everyone shares how to minimize the risks.

TIP OF THE WEEK

Erik: Pre-order Dirt Rich—a great book about getting started with land investing. Email [email protected].

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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In today’s episode of The Art of Passive Income, Mark and Scott talk to Dean Sioukas, CEO of Magillaloans.com.

Dean, a real estate developer by trade, has solved the pain point of raising money efficiently with artificial intelligence and big data by creating a first of its kind search engine which he describes as the KAYAK for business and home loans.

Applying for loans can be arduous and time-consuming but Dean has changed that. Whether you’re looking for a business, a home, or a real estate loan, his search engine has given you thousands of FDIC insured brands to choose from… and, it’s FREE and anonymous. You don’t have to provide any personal information until you decide to work with a lender.

Listen in now as Dean delves deep into the process and why it’s a more advantageous and a more simple process for applying for loans.

TIP OF THE WEEK

Mark: Learn more about Dean at his website at MagillaLoans.com.

Scott: Check out the Mac app WaitingList. It’s a countdown clock for special events.

Dean: Check out Lynda.com. It’s a great resource to learn anything you need.

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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In today’s episode of The Art of Passive Income—Round Table edition, Mark is joined by:

• Aaron Williams
• Erik Peterson
• Tate Litchfield
• Scott Todd

With Vegas Bootcamp about to kick off in a few days, the guys go over how to prepare and what to expect. They offer some great advice that you don’t want to miss if you’re attending, especially if this is your first Bootcamp.

Then, Scott shares a situation that came up this week in which he sold a property, accepted a credit card payment then transferred the deed. All seemed good until a month later when he got an email from the credit card company stating that the buyer disputed the charge and reported it as fraudulent. Scott had to break out the mini bat and call the buyer who denied filing fraud charges and was defiant about trying to get this resolved.

Find out how this turned out…police may or may not have been called.

Mark also shares his brush with a fraudulent buyer using a stolen credit card.

Plus, listen in for details on how to win an extra raffle ticket if you’re attending Vegas Bootcamp!

TIP OF THE WEEK

Erik: Check out Listly.io—Web Scraping Tool. Take any webpage and turn it into an excel document.

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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In today’s episode of The Art of Passive Income, Mark and Scott talk to Cloris Kylie—ClorisKylie.com.

Cloris Kylie, marketing MBA and influencer marketing specialist, shows you how to create a strong marketing foundation and tap into connections with influencers to grow a magnificent business that thrives over the long term.

Starting from scratch, Cloris has grown a large network of influencers who have played an essential role in the growth of her coaching and consulting business.

The host of Beyond Influencer Marketing Podcast and Magnificent Time for Entrepreneurs, she has interviewed bestselling authors and internationally-renowned entrepreneurs such as Chris Brogan, Dorie Clark, Dov Gordon, Bob Burg, Neil Patel, Mel Abraham, and Serena, Saje, and Skye Dyer, the three daughters of Dr. Wayne W. Dyer.

Cloris has been featured on network television, and on top-ranked podcasts and YouTube shows, including the #1 podcast for entrepreneurs, Entrepreneurs On Fire and her articles have been published on websites with millions of followers, such as TinyBuddha, MindBodyGreen, and Addicted2Success.

Cloris’s unique background in industrial engineering and marketing allows her to design efficient and effective solutions for her clients, but Cloris knows you need more than tactics to succeed. That’s why she also empowers you to, as she says, “Reveal your magnificence.”

Join us today, as Cloris teaches us how to leverage our connections with influencers to grow our businesses. Scott gives an example where he leveraged the prepper platform which resulted in a boost in his email list.

[bctt tweet=” Knowing your passion and really focusing on it and acknowledging people who have achieved grander things in that field, will take you places.” username=”TheLandGeek”]

We also discuss:

• Big startup mistakes
• Figuring out what your ideal customer wants

Plus, Cloris’s newbie advice for someone just starting out—Start by writing a list of everything you have to offer:

• Your knowledge
• Your expertise
• Your skills
• Your ideas

Once you feel that confidence then go out there and start reaching out, start creating those relationships.

Listen in for all the details!

TIP OF THE WEEK

Mark: Learn more about Cloris by going to her website at www.ClorisKylie.com.

Scott: Check out My.MindNode.com and Learn-Anything.xyz.

Cloris:  Download and read my guide, 15 Ways to Be Noticed by Influencers to Grow Your Business.

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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In today’s episode of The Art of Passive Income—Round Table edition, Mark is joined by:

• • Jeannie Morem

• • Erik Peterson

• • Tate Litchfield

• • Mike Zaino
  • Scott Todd

We start this week off critiquing Scott Bossman and Mike Zaino’s new live show in the Mastermind Group, Nite Cap—a casual get together with drinks of choice to talk land with the community and with each other. Everyone agrees it’s the perfect balance between value and fun!

Then Erik shares an interesting situation, one that no one has run across yet. He received a Chapter 7 notice in the mail about someone who is buying property from him. The letter states that they are putting a stay on collecting any debts. What does that mean for Erik? Does it even apply to this business since we’re not creditors? Or does it mean that since it’s wrapped up in BK court, Erik can’t take the property away from him if he quits paying? Everyone weighs in.

Next, Tate shares the story of The Sic Flip! This week he was on a coaching call with a student when that student and his partner received an 11k wire transfer for a property they were buying under contract for 1k.

That opened up the discussion: How did they make it happen?

It comes down to the county research.

• • Know ahead of time where you’re buying and what people want

• • They figured out what properties were going for on the high-end and who was buying them
  • They contacted their mailing list VIPs who may be interested, via phone

Plus, what does it take to move past the FREEZE when you’re new and unsure of what you’re doing and you’re afraid to execute? 

Finally, we talk about what to expect from the LIVE, next-level intensive training Bootcamp coming up in Vegas.

[bctt tweet=”I guarantee you’ll leave Bootcamp knowing how to do this business. It’s where serious investors go to recharge their batteries.” username=”TheLandGeek”]

Listen in as we delve deep into all the details!

TIP OF THE WEEK

Mike: “Eat your drink and drink your food.” You just have to attack the difficult parts of our business. Shoot first; aim later. And then there are smaller pieces that we overlook and take for granted but maybe that requires more in-depth analysis. Done is better than perfect. Just take action.

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?

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