On today’s episode of Master Your Genius, Coach Keith welcomes Bill Morrison. Bill is an author, “emotional positioning consultant,” and long time friend of Keith’s. Bill has been in real estate since the 80’s selling pre-sale condos. In the last 30 years, he said he’s really refined how the sales and marketing process works. He left ReMax after 12 years to develop his own marketing firm. His book, Lions in the Grass, is a culmination of the lessons he’s learned throughout his time in real estate and marketing. Bill explains he had to learn how to write while writing the book. 

Bill explains that because everyone is so busy these days, we’ve learned to triage our priorities. He explains that in emails with multiple questions, you often get none, so he recommends putting the questions needing an answer in the subject and P.S. sections of your email. As readers, we have a lower attention span so Bill stresses the important power of the headline and what makes a headline good or bad. We have to walk the line between the thirst for positive headlines and human nature to triage priorities. He recommends balancing a negative headline with a positive subheader to grab the reader and leave them with a positive feeling. 

Next, Coach Keith and Bill discuss the decision making process. The reasoning behind decision making is in part logic covering for emotional decisions. The logic we use to justify our choices hides the emotion in the back of our brain. In his book, Bill brings up manipulation from the beginning. It’s a word that brings up a lot of emotion for folks, which is why Bill says he loves it. To help illustrate his point, Bill uses a poignant example of getting a loved one to stop smoking. 

If money didn’t matter, Bill says he wished his book was in everyone’s hands because he thinks it is incredibly important people know the truth. The truth is they’re making an emotional decision manipulated by marketers. The danger, Bill explains, is not in being manipulated into buying soap, or electronics, but rather in mass manipulation. He suggests we’re making critically hasty decisions. His book encourages readers to become emotional revolutionaries. Suppressed emotions, Coach Keith suggests become like caked mud in the body, and you begin making all your decisions out of that place without even realizing it. 

Bill breaks down the emotional manipulation used by Donald Trump in the 2016 election. He spoke in short memorable soundbites that allowed people to rally around a common enemy and imagine Trump as the hero against that villain. Bill explains he did that largely by never giving a lot of detail, and Coach Keith agrees that this is a great sales tactic. Keith says great salespeople listen first, and ask great questions. If you understand the true core of decision making, you can make safer, more sound choices - from what you buy to how you’ll be casting your vote.

As the episode ends, Coach Keith asks Bill what he learned while writing the book. Bill reiterates that he had to learn to write during the process of writing the book. He also adds that he learned that you can accomplish big goals if you set them and work toward them everyday. He and Coach Keith agree that another lesson is in learning to be comfortable in vulnerability. 

Timestamps: 

[:18] - Coach Keith introduces today’s guest, Bill Morrison. 

[2:22] - Bill shares his background. 

[9:42] - Bill explains the way we triage our priorities. 

[15:38] - Bill covers the power of a good headline. 

[20:54] - Coach Keith and Bill discuss decision making. 

[24:43] - Bill explains the power of manipulation. 

[34:25] - Coach Keith asks Bill what he hopes people get out of his book.

[46:21] - Bill breaks down the power of persuasion and the 2016 American election.

[53:00] - Coach Keith and Bill discuss reverse engineering decision making.

[1:00:39] Coach Keith asks what Bill learned while writing the book. 

Links: 

Learn More about Keith Cornies 

Learn more about Master Your Genius Podcast 

Follow Aim Coaching on Instagram 

Learn More about Bill Morrison

In this episode of Master Your Genius, host Keith Cornies speaks with one of his clients, Katrina Amurao. Katrina is currently the number one realtor in the Fraser Valley, a wife, and a mother to three children. A devoted Catholic, Katrina is proudly involved in her parish, headed up the building of a brand new school, and is committed to making a positive impact in the community. Katrina and her team sold 223 homes in 2019, and they look forward to selling even more in 2020.

When Keith and Katrina first met to discuss her goals, Katrina shared that her purpose was to be the best child of God she could be. To her, this means that she does her best every day and is never complacent; she is always looking for ways to grow, improve, and be a better person for herself and the people around her. At first, she didn’t think she could make the kind of impact she desired as a real estate agent, but has learned to use her skills in real estate to live out her purpose of being the best child of God possible. She creates security for the people around her by doing good and taking great care of her clients.

Over the past few years, Katrina has learned to focus on her actions instead of her desired result. She knows that she can’t control results; she can only control what she does next. Katrina calls this knowledge surrender. She has come to the healthy place of knowing that everything happens for a reason, and if she has done all she can do, she can rest knowing that God is in control of the rest. Every night before bed, Katrina prays to God and then writes down the three things that she needs to do the next day. These two routines are extremely important to her; they keep her from being anxious and keep her focused on her next steps. Access to God, Katrina says, allows her to be her best self. She used to judge herself for not being the typical domesticated wife that she thought she had to be, but since she has accepted God’s love for her, her marriage has improved dramatically. Now she spends her days focusing on what she is instead of what she’s not.

Katrina recalls a specific day on which she and Keith decided that she was going to “get into the ring.” She had just lost an important client to another agent because she wasn’t perceived as marketable. Through this experience, she learned value-based marketing: she believes in, knows, and sells her value. Her website is clear on the value she brings and the care she provides to her clients, and this clear messaging has helped her become more successful in her business. Katrina has also grown as a leader; Keith says she possesses the three most important leadership qualities: being brave, courageous, and caring. Katrina takes on the difficult conversations, gets things done, and fosters an atmosphere that gives her team a voice. Open communication, Katrina believes, is key to helping others learn to believe in themselves and trust that you believe in them too. After she and her team crushed their 2019 goal of 175 homes sold, she realized that she no longer has a glass ceiling, and that her future both as a real estate agent and as a child of God is limitless.

Rate, review and subscribe to the Master Your Genius podcast on Apple podcasts.

Links:

Learn more about Katrina and her real estate team:

https://www.katrinaandtheteam.com/

Visit The Purpose Driven Realtor:

http://thepurposedrivenrealtor.com/

Find us on social media:

https://www.facebook.com/aimcoachingprograms/

https://twitter.com/aimcoachingpro

https://www.instagram.com/aimcoaching/

This episode of Master Your Genius features Geoff McLennan, a real estate agent and former actor. Geoff has learned to combine his passion for acting with his skills in real estate by creating incredible video content. He is a top influencer with BombBomb and RE/MAX Advantage, and travels the country speaking on how to create better marketing videos for businesses. As host Keith Cornies has expressed in past episodes, the goal of Master Your Genius is to give listeners insight into how Keith and his guests have reprogrammed their brains to master their genius. In this episode, Geoff provides that insight, explaining practical steps to creating better videos, having better Mondays, and building out weekly calendars.

Video’s most powerful tool, Geoff says, is the ability to create a connection with someone you don’t know. However, it is different to be known than to be liked. Many videos today are me-centric and self-indulgent, and Geoff believes that those videos will actually drive customers away. Giving is the beginning of liking, so Geoff aims to make videos that are relatable, honest, real, and provide value to consumers. Now that iPhones have quality cameras, Geoff uses his to shoot the majority of his videos, because they’re not overly polished and they look more relatable. His tip for delivering an engaging performance is imagining one specific person behind the camera, and speak directly to them. This helps the consumer to feel like Geoff’s message is directed right at them.

Mondays have always had a big impact on Geoff; they set the tone for the rest of the week. If Monday goes well, so will the rest of the week, and the same is true of the reverse. Both Geoff and Keith have the same secret to a good Monday: Monday actually starts on Sunday. Geoff spends his entire Saturday with family and friends, but counts Sunday as a work day. Between meetings and appointments, Geoff spends the day planning out his weekly calendar. He starts with his three biggest goals: his business goal, financial goal, and weight goal. After he has put stepping stones to each into his calendar, he writes in all of the fun stuff he wants to do with his wife and kids. Finally, he schedules all of his work appointments. Though time management doesn’t come naturally to Geoff, he knows that if he gets organized at the beginning of the week, he can stay organized for the remainder of it.

Geoff is not only a top performer at RE/MAX, but is also a husband and father of two. He also runs the Facebook group “Eat New West” and co-hosts the real estate podcast Multiple Offers. Since he was diagnosed with MS in 2006, he has been an advocate for the disease, raising money for the MS Foundation and speaking up about his condition. Geoff has learned that his transparency has made even more people want to work with him, and he remains at the top of his game.

Rate, review and subscribe to the Master Your Genius podcast on Apple podcasts.

Links:

Join Geoff’s Facebook Group “Eat New West”: https://www.facebook.com/groups/eatnewwest/

Listen to the Multiple Offers podcast: https://podcasts.apple.com/us/podcast/multiple-offers/id1380449996

Visit The Purpose Driven Realtor:

http://thepurposedrivenrealtor.com/

Find us on social media: https://www.facebook.com/aimcoachingprograms/ https://twitter.com/aimcoachingpro https://www.instagram.com/aimcoaching/

On this episode of Master Your Genius, Coach Keith Cornies dives into living in the moment with realtor and co-creator of the ‘Stand In Me’ movement, Carmen Smith. As a wife and a mother of two, Carmen has had her fair share of ups and downs, especially as she balances home life with the busyness of real estate and empowering women. One particularly low moment actually caused her to make a simple, yet life-altering realization: life is a gift.

Upon learning that she carried a gene that significantly increased her risk for ovarian and breast cancer, she decided to have a preemptive procedure to remove her ovaries and fallopian tubes and later, a double mastectomy. As she underwent these procedures, and as she processed the risks of her condition, she bonded with a friend who had also been diagnosed with stage threebreast cancer. When her friend died, Carmen dealt with depression and survivor’s guilt that would lead her to the epiphany that she had survived; she was alive and she had a purpose.

Carmen’s purpose is to empower lives. She empowers her clients at work when she helps them to realize their dreams as homeowners. In her spare time, she empowers women to love themselves as a leader in the ‘Stand in Me’ movement. With her partner Stephanie Kennedy, she works to help women realize their best selves through self-care practices of meditation and discovery circles.

These exercises allow participants to create stillness and learn to be well within themselves. Healing, in this sense, requires that she (and women in the movement) would be still and practice those things that bring her back to herself.

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Links: Find Stand In Me on Facebook: https://www.facebook.com/standinme/

Find Keith on social media: https://www.facebook.com/aimcoachingprograms https://twitter.com/aimcoachingprograms https://www.instagram.com/aimcoaching/

Today on Master Your Genius, Coach Keith Cornies interviews entrepreneur Dan Loney. One of his businesses is Loney Financial, which landed him in the Wealth Professional Canada’s Hall of Fame. Dan sat on the Manulife Board of Directors as an advisor and he is a passionate philanthropist. Keith and Dan discuss how to incorporate risk in your business and how to find your north star. Dan also explains exactly what he does to ensure his communication is precise, clean and clear when he’s speaking to his team.

Dan is a deeply spiritual man, who found his north star when three questions came to mind late one night. At that point, he made a deal with God, that if his life was changed in the next three weeks, he would serve God for the rest of his life. Dan now teaches others what he learned, which is that your north star determines everything. He asks himself every day: where’s the risk in your life? In business, you will often have to take risks and invest in something uncertain, but quite often that investment will come back tenfold. First, you have to believe that what you are investing in will work and, second, you have to have faith that you can execute it.

Keith and Dan discuss what it means to be all in, and how people they’ve coached struggle with this concept. To be all in, you cannot have a Plan B. The obstacles that prevent people from going all in are fear and self-doubt. But by focusing on the plan and what he can control, Dan stays the course and moves into the opposite of fear or concern, which is comfort. Dan advises that if there is a dream in your heart, never give up on it. Finally, Dan and Keith discuss the changing corporate and national landscapes that require a different approach to communication.

Rate, review and subscribe to the Master Your Genius podcast on Apple podcasts

Check out Loney Financial and Dan Loney:

https://loneyfinancial.com Find out more about The James Project

Visit The Purpose Driven Realtor:

http://thepurposedrivenrealtor.com/

Find Keith on social media:

https://www.facebook.com/aimcoachingprograms/ https://twitter.com/aimcoachingprograms

https://www.instagram.com/aimcoaching/

In this episode of the Master Your Genius podcast, listen to Keith coach personal trainer Dennis Olivera on ways to improve his business and break through his obstacles to success. Keith helps Dennis identify core values for himself and his company, and crush his limiting beliefs.

Coach Keith and Dennis start by discussing the value of setting attainable goals, and ways to increase Dennis’s client base such as running promotions and using social media engagement. A name change to Dennis’s business is suggested, as the current one doesn’t fully communicate the mission and values of Dennis’s company and fails to distinguish itself from the competition or “separate from the noise.” Keith addresses Dennis’s fear of failure and limiting beliefs that prevent him from being able to make necessary changes and confidently sell himself. “People want to go to the best, and if you don’t think you’re the best people aren’t gonna want to go to you,'' says Keith. Keith helps Dennis identify his gifts, and see how these gifts set him apart, and how do they put him at an advantage in his work. Dennis should incorporate these giftings into his company branding and marketing, to communicate his advantages to potential clients. Core values for Dennis’s company are then established, things such as hope, honesty, and inclusion. These are the things that every aspect of his company should be based around, including his marketing strategy. They discuss Dennis’s calling, and that he should create a legacy of answering that calling.

The big takeaways are that Dennis needs to replace any ‘I try’ type language with ‘I do’, he needs to celebrate his core values, and he needs to create a vision board for his life. He also needs becomes aligned with a deeper purpose for his life, and let that inform the way he runs his business.

Subscribe to the Master Your Genius podcast for more great advice and insight from Coach Keith!

Links:

Find out more about Keith Cornies and Achieving Individual Mastery (AIM) Coaching Programs

The Purpose Driven Realtor

http://thepurposedrivenrealtor.com

Follow us on social media:

https://www.facebook.com/aimcoachingprograms/

https://twitter.com/aimcoachingpro

https://www.instagram.com/aimcoaching/

Today on the Master Your Genius podcast, Coach Keith interviews entrepreneur Stuart Sim, who has an extensive sales background and is now part of a start-up company called ModernAgent by Ampify. Stu takes us behind the scenes of his success by explaining when it’s time to implement something new to make himself better and what it takes to stay focused, both for himself and his team.

Stu shares how important it is to document all sales deals in a CRM in order to become a better leader and facilitate continuity in a team. Additionally, technology can be used to keep you organized and showing up to meetings and calls on time. The benefits of a CRM and organizational tools were seen immediately, as Stu began to sell more and could better communicate with clients. 

Coach Keith explains that people can get stuck in the role of “sales person” and feel slimy, but he reminds them that they are an advocate for their purpose. Stu emphasizes the importance of identifying a pain point first, so you can discover the solution and build value around it. Stu also explains how realtors should be planning for 2020 now, not on January 1st and what daily actions he implements to keep his team focused and positive. 

Subscribe to the Master Your Genius podcast for more great advice and insight from Coach Keith!

Links:

Learn more about ModernAgent and Ampify at https://www.modernagent.co/

Find out more about Keith Cornies and Achieving Individual Mastery (AIM) Coaching Programs:

http://thepurposedrivenrealtor.com

Follow us on social media:

https://www.facebook.com/aimcoachingprograms/

https://twitter.com/aimcoachingpro

https://www.instagram.com/aimcoaching/

On this episode of Master Your Genius with Coach Keith, we are talking about how to harness your personal identity to generate more leads. The main problem we have when dealing with lead generation and prospecting is not the task itself. It is that we don’t believe we add value to the potential clients we are contacting. That, instead, we’re ‘bothering’ them with our ‘interruptions.’

But that is simply not true. Who you are? What is your value? How do you see yourself when you throw away negative beliefs about yourself? Explore these questions, and soon you’ll find out that you do have value, you do contribute to all the people you communicate with, and therefore you cannot and do not ‘bother’ them. To be successful you need to be consistent. To be consistent, you have to like it. And to like it, you need to recognize that you contribute your unique value. When you recognize this value, you become calm and confident. That’s what generates leads. It’s always about the person, not the task.

So—who are you, really? Do you see yourself as a warrior, a protector, a leader? What are the core values of that image you have of yourself? Why do you do this? Is it to protect your family, your community, the world, and help them flourish? Find out who’s the real you; and then let that real you shine through. This is not about goals- it’s about life-purpose first. And when you recognize your life purpose, you will begin to be successful.

Hope you liked the podcast. Subscribe for more coaching sessions to nudge the real you to shine through.

Visit The Purpose Driven Realtor:

http://thepurposedrivenrealtor.com

Follow us on social media:

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