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.

In this episode, Cheryl Knowlton and Nate Keller discuss:

• Connecting through music and dance

• Tailoring performance to the audience

• Embracing authenticity and honesty as a speaker

• Serving as Honorary Consul for Kyrgyzstan

• Inspiring others through fatherhood and mentorship

Key Takeaways:

• By representing the United States in international folk festivals, he has fostered meaningful connections and bridged cultural divides through the universal language of performance.

• Nate emphasizes the importance of understanding the event's purpose, the attendees' needs, and crafting a message that resonates authentically, rather than simply delivering a generic presentation.

• Embracing authenticity and honesty is a hallmark of Nate's approach to speaking and leadership.

• Nate's appointment as the Honorary Consul for Kyrgyzstan demonstrates his commitment to fostering cross-cultural understanding and diplomatic relationships on a global scale, and his experiences navigating the nuances of this role highlight the importance of adaptability and a willingness to learn in unfamiliar contexts.

• Nate's role as a devoted father to his daughter, Eden, has profoundly shaped his perspective on leadership and the power of mentorship.

"Make things happen because a lot of people don't even think about things, and if they do, that's where it ends, and they don't talk about them, and if they do, they don't do anything about it."

- Nate Keller

About the guest, Nate Keller:

Nate is the eldest son in a family of 10 children. He is the proud uncle of 49 nieces and nephews and the father to his sweet 7-year-old daughter, Eden. He holds a BA in Construction Management with a minor in Business from Brigham Young University. As a national real estate investor, he serves as the CEO of Keller Capital. Nate is also a Producer and Director for Utah's Stars & Friends, with recent productions featuring Dolly Parton and Idina Menzel. Proceeds from these events have benefited the Elizabeth Smart Foundation and Operation Underground Railroad.

Beyond his professional career, Nate has been deeply involved in the arts and community service. He has worked as the Stage Manager for the Stadium of Fire Talent Search and the Freedom Festival Patriotic Service and co-founded CineStage, a unique concert experience blending live music with movie theaters. He has served as the Master of Ceremonies for numerous events, including the Days of 47 Pageant, CVX Live YouTube Convention, and the Institute of American Music Fiddle Fest. Additionally, he mentors Utah Valley University students through the Center for Advanced Leadership and advises the Mayor of Provo as a member of the Provo City Foundation Advisory Board. A passionate musician, Nate plays the stringed bass in the Utah Valley Symphony, where he also serves as Board President, and has represented the USA as a banjo player in over 30 countries. He is the founder and Executive Director of the American Folk Ensemble and the American Folk Institute, furthering his dedication to preserving and celebrating folk traditions.

CONNECT WITH NATE KELLER:

Website: https://www.americanfolkensemble.org/nate-keller

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 Sheryl Green discuss:

• Realizing your right and responsibility to set boundaries

• Identifying past "icky" situations to find where boundaries are needed

• Using the PEC system - Pause, Evaluate, Communicate

• Communicating boundaries graciously and with respect

• Seeking support to help set boundaries if needed

Key Takeaways:

• Boundaries are a Necessity, Not a Luxury. Recognizing your entitlement and responsibility to set boundaries is the first step. Ignoring this can lead to burnout, resentment, and even serious health consequences.

• Reflect on Past Experiences. Identifying past situations where you felt uncomfortable or resentful can reveal where your boundaries need to be strengthened. This self-awareness is crucial for building boundary-setting skills.

• Pause, Evaluate, Communicate. The PEC system provides a structured approach to setting boundaries effectively. Taking a moment to pause, evaluate the situation, and communicate your needs respectfully can make all the difference.

• Gracious, Not Grudging. Communicating boundaries in a kind, appreciative manner preserves relationships and demonstrates self-respect. Framing it as "not the right time" rather than a flat rejection can go a long way.

• Seek Support if Needed. If directly communicating a boundary feels too difficult, finding a trusted ally to help navigate the conversation can be a game-changer. Boundary-setting is a skill, and it's okay to ask for help.

"You have the right and the responsibility to set boundaries and you get to start today."

- Sheryl Green

About the guest, Sheryl Green:

Sheryl Green is a recovering people-pleaser who learned the hard way that boundaries aren't just a suggestion—they're a necessity. After years of putting everyone else first, she hit a breaking point and discovered the power of saying "no." Now, she helps individuals and organizations set healthy boundaries to improve relationships, communication, and well-being. With a background spanning Mental Health, Customer Service, Public Relations, Education, and Non-Profits, Sheryl brings a unique perspective to her work.

An accomplished author, Sheryl has written six books, including You Had Me at 'No' and Surviving to Thriving. A passionate animal advocate, she dedicates her time and resources to supporting animal welfare. When she's not writing or speaking, you'll find her with her husband and two fur babies, practicing yoga, or nurturing her ever-growing collection of houseplants.

CONNECT WITH SHERYL GREEN:

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

Website: https://www.linkedin.com/in/sherylgreen/

How to Say No Cheat Sheet: https://mailchi.mp/b3930ac2d5d9/you-had-me-at-no

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 Kim Johnson discuss:

• Intentional living and meaningful connection

• The Darling Day concept and Darling Dinners

• The 54321 capsule wardrobe method

• Authenticity and personal style

• Balancing personal and professional life

Key Takeaways:

• Cultivating a "Darling Day" where intention meets beauty can transform daily life, and by being present and creating meaningful moments, women can rediscover their purpose and confidence, empowering them to show up authentically and make a greater impact.

• Kim's 54321 method provides a practical framework for building a versatile, mix-and-match wardrobe.

• Embracing authenticity, rather than trying to fit someone else's mold, empowers women to feel beautiful and confident in their own skin.

• The Darling Dinners create a space for women to share their stories, gain new perspectives, and strengthen relationships.

• Navigating the "what's next" phase of life can feel daunting, but Kim encourages women to start small, try new things, and approach it with joy, unlearning old patterns, and being willing to explore opens the door to personal growth and fulfillment.

"Time is a gift, and you have to decide how you're going to unwrap it each and every day for yourself."

- Kim Johnson

About the guest, Kim Johnson:

Kim Johnson is the founder of The Darling Day, a brand born from her journey of transformation and rediscovery. After years of dedicating herself to family life—raising her children and creating cherished memories—she found herself at a crossroads when her nest became empty. With newfound freedom, she faced the challenge of redefining her purpose and seeking a deeper connection with other women navigating similar transitions.

For years, she embraced the roles of mother, friend, and wife, but stepping into this new season became an opportunity to explore beauty, meaning, and intentional living. With a passion for gathering people, curating beautiful spaces, and expressing herself through style, Kim created The Darling Day to inspire women to build lives filled with grace and warmth. Through this brand, she fosters a supportive community that celebrates milestones, embraces imperfections, and uplifts one another with kindness.

CONNECT WITH KIM JOHNSON:

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

Website: https://thedarlingday.com/

https://darlingsociety.com/

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 Jessie Van Wagoner discuss:

• Importance of education and continuous learning

• Building genuine relationships and providing exceptional service

• Methodical process and pre-approval to ensure client success

• Balancing work and personal life by setting boundaries

• Communicating effectively with lending partners

Key Takeaways:

• Education is the foundation for success in the mortgage industry, enabling professionals to refine their skills, stay informed, and ultimately provide a superior experience for clients.

• Trust grows through clear communication and genuine care.

• A well-structured pre-approval and underwriting process not only ensures financial preparedness but also minimizes potential risks, creating a smoother path to closing.

• Boundaries matter. Work-life balance thrives when priorities are communicated and respected.

• Open collaboration between agents and lenders is key to delivering exceptional results for clients.

"It all starts with the conversation. It all starts with understanding who they are, what they need. Every client's different." - Jessie Van Wagoner

About the guest, Jessie Van Wagoner:

Jessie Van Wagoner is a dedicated Branch Manager with New American Funding, known for his exceptional leadership and commitment to excellence in the mortgage industry. With over a decade of experience, Jessie has consistently demonstrated his expertise and passion for helping individuals and families achieve their real estate goals. His team's mission extends beyond assisting first-time buyers and seasoned investors in building wealth through real estate; they also focus on empowering Realtors and referral partners to grow their careers.

As a Top 1% Mortgage Lender in the United States for seven consecutive years and a Summit Club Top Producer, Jessie's track record speaks for itself, with nearly 1,000 loans closed over the course of her career. He attributes his success to hard work, clear communication, and an unwavering dedication to delivering seamless, stress-free transactions. By serving as a knowledgeable resource for his clients and partners, Jessie has cultivated a reputation for trust, reliability, and exceptional service.

CONNECT WITH JESSIE VAN WAGONER:

LinkedIn: https://www.linkedin.com/in/jessie-van-wagoner-38473b114/

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 Emmilia O'Sullivan discuss:

• Emmilia's remarkable medical journey

• Resilience and determination to survive

• Turning trauma into purpose and impact

• Celebrating small victories and milestones

• Empowering others through authentic storytelling

Key Takeaways:

• From the start, Emmilia refused to let endless medical battles define her.; and she chose to adapt, take control, and keep moving forward,

• Even in her darkest moments, Emmilia found something good to hold on to.

• It's not just about the big milestones—it's about recognizing the small victories that keep us motivated and remind us how far we've come.

• By being vulnerable and authentic, she has created a powerful platform to inspire and support others facing their own battles.

• Emmilia's hard-earned wisdom about the importance of slowing down, resting, and honoring your body's needs is a valuable lesson for anyone navigating life's ups and downs.

"Being positive doesn't mean that everything's good. It's the ability to see the good at everything."

- Emmilia O'Sullivan

About the guest, Emmilia O'Sullivan:

Emmilia O'Sullivan is a resilient and inspiring individual who has faced numerous medical challenges throughout her life, defying the odds with her positivity, humor, and determination. Over the course of her 30 years, Emmilia has endured a variety of life-threatening conditions, including a Nephrectomy, Kidney Transplant, Spinal Fusion, and Non-Hodgkin's Lymphoma, among many others. Despite these obstacles, she continues to inspire others with her strength and optimism, sharing her story through her book "I Should Be F'N Dead!" and as a motivational speaker.

Emmilia is passionate about supporting others who are going through similar medical journeys, offering hope and encouragement to help them overcome their own challenges. She is an approachable and engaging speaker, available for events, schools, and support groups, where she combines personal insights with humor to connect with her audience. Outside of her advocacy work, Emmilia enjoys dancing, cooking, and pursuing her childhood interests in singing and dancing lessons. A qualified Laboratory Technician in Blood Pathology, she is also a big Disney fan, with The Lion King being her favorite movie.

CONNECT WITH EMMILIA O'SULLIVAN:

Website: https://emmiliaosullivan.com/

TikTok: https://www.tiktok.com/@emmiliaosullivan

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

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

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.