Summary
In this conversation, Micah Nicholes discusses the importance of building trust and confidence in sales. He emphasizes the need for sales professionals to help potential clients gain clarity and navigate their uncertainties, ultimately leading to higher success rates in closing deals. Micah also highlights the role of coaching in fostering relationships that are based on trust and understanding.
Takeaways
- Empathy and trust close more deals than price alone.
- Equity from real estate can be leveraged to buy businesses or fund bigger ventures.
- Consistency in marketing and strong follow-up are key to probate/inheritance deal success.
- Modernizing with tech, automation, and AI creates a competitive edge in lead generation.
- Reading and applying business/sales books (e.g., Rich Dad Poor Dad, Good to Great, Persuasion) accelerates growth.
- Coaching is essential for building relationships.
- Get people to know, like, and trust you.
- Confidence is key in sales interactions.
- Clarity helps in convincing hesitant clients.
- Understanding client needs leads to better outcomes.
- Building relationships is a long-term strategy.
Mentions:📚 Books
- Rich Dad Poor Dad – Robert Kiyosaki
- Cashflow Quadrant – Robert Kiyosaki
- Real Estate Riches – Dolph De Roos (part of Rich Dad series)
- The Go-Giver – Bob Burg & John David Mann
- The Millionaire Real Estate Investor – Gary Keller
- The 10X Rule – Grant Cardone
- Persuasion – (sales/marketing psychology book)
- Secrets of Closing the Sale – Zig Ziglar
- Good to Great – Jim Collins
- BE 2.0: Beyond Entrepreneurship 2.0 – Jim Collins & Bill Lazier
🎙 People & Events
- Sharon Lechter – co-author/publisher of Rich Dad Poor Dad, mentioned mastermind dinner
- Dolph De Roos – author, Rich Dad speaker at Deal Champ Summit 2025
- Deal Champ Summit 2025 – Dean Rogers, Jason Prichard and Stratton Brown.
🌐 Websites & Services
- RealPropPro.com – (host’s platform)
- USLeadList.com – Micah’s company (probate & pre-probate lead provider)
- Yellow Letter – direct mail service tied into Micah’s business
💼 Business / Investing References
- Probate & Pre-Probate Leads – core of US Lead List’s business
- Inheritance List – specialized data product
- SBA Loans – Small Business Administration funding for acquisitions
Chapters
00:00 Introduction to Real Estate Investing and Podcast Goals
03:07 Micah Nichols: Early Life and Journey to Real Estate
05:46 Transitioning from Jobs to Real Estate Investments
09:01 The Influence of Robert Kiyosaki and Real Estate Mindset
11:36 Comparing Real Estate and Business Purchases
14:17 Navigating the Business Acquisition Process
17:07 Leveraging Real Estate Equity for Business Ventures
19:49 Innovations at US Lead List and Modernizing Marketing
22:26 Understanding Probate and Pre-Probate Leads
25:13 Expanding Services and Data Offerings at US Lead List
31:43 The Shift to Subscription Models
32:31 Harnessing AI for Business Efficiency
35:00 AI in Client Interactions
36:26 Empathy in Cold Calling
40:35 Strategies for Standing Out in Marketing
48:27 Effective Direct Mail Strategies
50:10 The Importance of Follow-Up in Sales
54:58 Recommended Reads for Business Growth
59:08 Outro
