In this episode, Cheryl Knowlton and Dirk Zeller discuss:

• Timeless fundamentals of real estate: persuasion, communication, and objection handling

• Time management and focus are the biggest challenges for agents and entrepreneurs

• Importance of daily lead generation and prioritizing high-value, dollar-productive activities

• Power of practice and role play to master listing presentations and objections

• Building long-term wealth by investing in real estate, not just selling it

Key Takeaways:

• Time management is the core constraint for most agents, such as too much $25/hour work, not enough high-value, dollar-productive activity.

• Skill in persuasion, communication, and objection handling will always matter more than being good at social media trends because reels and TikToks may open doors, but it's your ability to guide clients through fear, anxiety, and decision-making that actually wins the business.

• Treat scripts, listing presentations, and objection handling like athletes treat drills—repetition off the field so you don't practice on live prospects.

• Focus is a competitive advantage in a world of constant pings, dings, and notifications, and turning devices off, setting clear boundaries, and creating distraction-free blocks of time is often the only way the compound effect of your actions can actually kick in.

• Real estate sales should be viewed as the engine that funds long-term wealth, not the end goal, and using your commissions to acquire and hold investment properties creates compounding, generational benefits that far exceed a single closed transaction.

"We're on the front lines of wealth creation, friends, in the real estate industry. And you got to get you some, and owning it is better than selling it."

- Dirk Zeller

About the guest, Dirk Zeller:

Dirk Zeller is recognized internationally as one of the premier speakers and coaches on sales, success, time management, and peak performance. Dirk's proven systems and strategies take ordinary performers and transform them into extraordinary performers. Zeller's strategies on wealth and success enable anyone to achieve financial independence in their life.

Connect with Dirk Zeller:

LinkedIn: https://www.linkedin.com/in/dirk-zeller-a481b83a/

Facebook: https://web.facebook.com/RealEstateChampions/?_rdc=1&_rdr#

https://web.facebook.com/dirk.zeller1/?_rdc=1&_rdr#

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Cheryl Knowlton and Clay Johnson discuss:

• Power and impact of daily habits

• Replacing bad habits instead of "dropping" them

• Starting each day with small, non‑negotiable wins

• Consistent, proactive communication in real estate

• Incremental growth by focusing on one to three habits at a time

Key Takeaways:

• Habits quietly run your life because when you train them intentionally, they become "autopilot" behaviors that move your business and life forward without relying on motivation or willpower.

• You can't just drop a bad habit; you must replace it.

• Simple, consistent morning victories like movement, reading, prayer/meditation prime your physical, mental, and emotional state to lead and serve at a higher level.

• In real estate, consistent communication is a superpower, especially when it's hard.

• Real change comes from focusing on a few key behaviors at a time, and instead of trying to overhaul everything in January, choose one to three habits, lock them in with consistency, then stack new ones only after those are solid.

"A habit is never dropped; it's replaced… What's a bad habit that we're going to lose, what's a good habit we've been wanting to pick up?"

-Clay Johnson

About the guest, Clay Johnson:

Clients looking for a smart mortgage consultant and a company that really cares go to Clay Johnson and Guaranteed Rate Affinity for all their home financing needs. They can count on him to listen and understand their vision, and stay committed to doing what's in their best interest. Clay knows that every client has different financial goals, so he takes the time to understand their vision in order to recommend smart mortgage solutions. As a consultant, he is backed by a dedicated team of loan assistants, processors, underwriters, and closing specialists. He and his team consistently deliver smart choices because they're highly trained and well-versed in all aspects of the industry. To find a smart home-financing solution, give Clay a call today!

Connect with Clay Johnson:

LinkedIn: https://www.linkedin.com/in/clay-johnson-a899989a/

Website: https://www.grarate.com/loan-officers/clay-johnson-33422

Facebook: https://www.facebook.com/ClayJ.GRA/

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Cheryl Knowlton and Verl Workman discuss:

• Leveraging relationship capital

• Building a vision-driven business

• Specializing and creating leverage

• Setting ambitious, unrealistic goals

• Developing a culture of accountability and productivity

Key Takeaways:

• Cultivating strong relationships and making deposits in others' lives can create a powerful network of support when you need it most.

• When you can articulate this vision and invite others to be a part of it, you unlock the potential for exponential growth and legacy-building.

• In a competitive market, being a generalist is a recipe for mediocrity.

• Conventional wisdom around "SMART" goals can be limiting; but instead, challenge yourself to set goals that seem unrealistic, as this forces you to think and act differently, ultimately driving greater success.

• Fostering an environment where accountability is a choice, not an imposition, is key to building a high-performing team.

"Accountability is love. It's not something you do to someone because you want to make them do something they don't want to do. It's that you love them so much that you know that that behavior is going to be destructive for their life, their business, their growth."

- Verl Workman

About the guest, Verl Workman:

Verl Workman is the Founder and CEO of Workman Success Systems, a renowned business coach, speaker, and consultant. With over 18 years of public speaking experience, he specializes in sales training, real estate marketing, and leveraging technology for peak performance. Verl has trained and motivated countless real estate agents and brokers, helping them achieve real results. As a seasoned entrepreneur and business owner, he excels in sales strategy, broker consulting, and keynote speaking.

Connect with Verl Workman:

LinkedIn: https://www.linkedin.com/in/verlworkman/

Website: https://workmansuccess.com/who-we-are/

CONNECT WITH CHERYL:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.