Sep 27, 2019

How to Use the Enneagram Assessment to Communicate & Sell More Effectively w/Matt Cavanaugh


Success in sales leans heavily on our ability to understand people and how they tick. The Enneagream is a method we can use to resonate with people and speak their language. What is an Enneagram and how will it help us foster better relationships with our buyers and sellers? How do we tailor our presentations and pitches according to the personalities? How do we find what our client’s Enneagram number is and what drives them? On this episode, sales expert Matt Cavanaugh shares on how to use this personality assessment in order to get better at communicating in and out of our businesses.


The two principles that will work for anyone in sales are confidence and authenticity. -Matt Cavanaugh


Three Things We Learned From This Episode

  • The 9 Enneagram Personalities 
  1. The Perfectionist
  2. The Helper 
  3. The Achiever
  4. The Emotional Creative
  5. The Investigator 
  6. The Fear-based Personality 
  7. The Enthusiast
  8. The Challenger
  9. The Peacemaker

  • There is a way to quickly qualify someone’s personality
    You can quickly read what number someone is on the Enneagram, based on how they answer questions, and the kind of information they ask us for. If someone is detail-oriented they are a 1,5 or 6. If they are results-oriented, they are a 3,7 or 8. If they are more people-oriented, they are a 2,4 or 9.

  • The Enneagram accounts for both our weaknesses and strengths
    The Enneagram accounts for how we grow as human beings. When we are healthy and at our best, we will take on the positive attributes of another number. When we’re stressed, we take on the negative aspects of another number.

Whatever personality assessment we swear by, it all comes down to an overall awareness of people and how they tick. It’s about taking the time to understand someone instead of bulldozing over them to get our way. If we want to use the Enneagram, it’s important that we do it on ourselves first, then on our close friends and family members. Ultimately, this will be an effective tool to have in our pockets. It will deliver value for the rest of our careers, so we should take small steps towards learning and utilizing it.

Guest Bio

Matt Cavanaugh is a professionally trained salesman and negotiator armed with a bachelor’s degree in Mathematics. Prior to real estate, he spent over 3 years selling and negotiating over 100 industrial service contacts a year with some of the largest companies in the country. After having great success in industrial sales, he began his journey in real estate. 

To get access to Matt’s free download
"The Power of Personality In Sales Landscape" go to


Sep 19, 2019

How to Build an Army of ISAs w/ Brendan Bartic

The ISA model is gaining traction in our industry because it’s a powerful way to bring leverage onto our teams and improve our lead conversion/follow up. What are the benefits of bringing on more ISAs? How do we recruit, train and hold them accountable? If we’re transitioning to an ISA model, how do we get the agents on our team to buy into it? On this episode, team leader and CEO, Brendan Bartic shares on migrating to an ISA driven model and how that increased production by 100 transactions.  

If we can master objections and be quick on how we respond to people, the quality of our conversations can continue to improve. - Brendan Bartic


Three Things We Learned From This Episode

  • A strong sales system needs a strong servicing team supporting it
    If we’re going out and generating leads from many sources,  we also need to have a dedicated department that’s reliable to effectively and quickly address the leads. It makes us more efficient and frees up agents to do what they are good at. 

  • ISAs can be as strong a point of connection as agents
    Just because the lead talks to the ISA first doesn’t mean they won’t be able to build a rapport. We’re not selling an individual agent, we are selling a system. With that system, everyone is trained at such a high level that it doesn’t matter who the lead talks to first; they’re going to get the same level of service regardless

  • Hire the right people to overcome turnover
    One of the biggest concerns with ISAs is that the role has high turnover, and all the training will feel like a waste if the person leaves quickly. We can change this by finding people with big long-term goals in real estate - someone who sees the ISA role as a stepping stone to the next step. 

ISAs allow us to run teams that are more efficient and capable of converting leads at a high level. Running the model successfully is about following a very specific system to make sure leads are taken care of and that agents have enough support so that those leads become appointments.
ISAs give us immense value, leverage, and synergy in our businesses, and as in Brendan’s case, the benefit is reflected in more closed transactions. 

Guest Bio

Brendan is the CEO of The Bartic Group. He has been a leading top producer for over 18 years and his sales consistently rank is in the top 1% of all Keller Williams Teams Internationally. 

To get access to Brendan’s free PDF "Lead Flow Chart" go to

Sep 12, 2019

Ready, Set, Onboard!: How To Effectively Onboard Agents w/Donnie Morrow

Onboarding is a hot topic and one many team leaders struggle with. However, the real issue is that we overcomplicate the process. What are some of the biggest onboarding mistakes we are making on our teams? How do we train for both sales and admin, and how can we make the transition into our teams as smooth as possible? What values and mindsets should we be instilling in the first few weeks? On this episode, Club Wealth Tier 3 coach and Tier 4 coaching client Donnie Morrow, shares how we can implement a world class onboarding process for our teams. 

When it comes to onboarding, people get too wrapped up in the training aspect, but the biggest thing is implementation. Take action and you can fix some of the stuff along the way.
-Donnie Morrow


Three Things We Learned From This Episode

  • We can balance both new and seasoned agents in our team for the benefit of the business
    When thinking long-term, we’re more productive with new agents. However, if we want short-term productivity, we should go for experienced agents. There is a space for both in our businesses. With experienced agents, we’ll have to train out the bad habits and egos. With new agents, we have to train them in how to start making money. 

  • Leverage your in-person training
    Our training doesn’t have to be one-on-one, it can be one-to-many. There’s a synergy that happens when we hire one-to-many that we don’t get one-to-one.  

  • The onboarding process shouldn’t be a balance between fun and education
    Even though onboarding is an important and critical process in our business, it should also be fun. We want our agents to feel excited about joining our team. We want to make them feel like rockstars! The entire onboarding process becomes much more engaging for our agents when they are enjoying themselves.


The goal with onboarding our agents is to bring them into our world. We should do this in a fun and simple way that makes them feel like a part of something great. We need to have a simple system in place that we can follow consistently every single time because ultimately, we want people to engage with the training. That’s what will give them success on our teams and in the industry.


Guest Bio

Donnie is the team leader at the Morrow Group and a Club Wealth coach and client. To get Donnie’s training checklist, go to

Sep 5, 2019

How to Use iBuyers to Your Advantage w/Nick Shivers and David Stites


The rise of iBuyers in the marketplace is alarming for a lot of agents, but their popularity doesn’t need to spell disaster. What is it about iBuyers that attracts clients, and is it possible for us to work in harmony with the new platforms? How can we stay afloat in the age of technology and internet-based competitors? On this episode, co-owner of Team Stites, David Stites, and CEO of My Rocket Listing, Nick Shivers, share how we can work alongside iBuyers, and even use them to our advantage.


Change is inevitable- accept that iBuyers are here to stay and start looking for the opportunities they present. -Nick Shivers


Three Things We Learned From This Episode

  • Stop thinking it’s all about money
    A lot of agents assume our clients are focused on getting the most money possible. However, that’s not always the case. Other factors, like convenience, are huge factors that our clients take into account. Listen to clients and tailor deals to their needs. 
  • Take advantage of iBuyers
    iBuyers offer convenience to their customers, but they also offer opportunities to their competitors. Take advantage of the information available on the platforms and educate yourself on what they offer. By knowing more about our competitors, were better able to show our clients why we’re the better option.
  • Don’t fight change
    While iBuyers are a scary concept, they’re definitely not the first threat to the real estate industry. To stay afloat in the market, we need to be open to adaptation and focus on what we do best. The changes in the industry are chaotic, but there will always be opportunities for us to thrive if we adapt along the way. 


iBuyers definitely pose a threat to the real estate industry, but they also present us with opportunities. We need to use the information they share freely to educate ourselves on what they do, and begin strategizing how we can do better. Most importantly, remember that change is inevitable, and i-buyers need not be the enemy. 


Guest Bio

David Stites is the co-owner of Team Stites. As a third-generation Realtor, David has real estate in his blood- so it’s no surprise that today he’s a listing specialist. David is passionate about helping families sell their homes, and makes it his mission to get his clients the top dollar in exchange for their properties. 

To find out more about David, visit 

Nick Shivers is the President and CEO of Nick Shivers Team, Host of the Shivers Report on iHeart Radio, Founder of Sell a Home Save a Child, and the CEO of My Rocket Listing. He is in the top 1% of Realtors nationwide, and is passionate about serving people and helping children through real estate. 

To find out more about Nick, head to

For information on My Rocket Listing, head to

And to find out about Sell a Home Save a Child, visit 

To get tickets to our upcoming Business Mastermind Strategy, visit