On this episode of Real Estate Rewind, host Nick Baldwin speaks with Borino, real estate coach, speaker, author, and FSBO and expired guru. Borino describes the significant challenges he faced when he began pursuing his career in real estate and how he came up with an effective system for connecting with people. Often referred to as the Tony Robbins of real estate, this conversation with Borino will inspire you to dream big.
Episode Highlights:
- Borino was born and raised in Communist Czechoslovakia. He grew up in an artistic family and won awards for acting when he was young.
- When he was blacklisted by the government as a college student, he defected to the United States.
- He was cleaning the backyards of foreclosed houses when he saw an advertisement for free real estate classes and became a realtor.
- Borino struggled for months. He was living in his car and would even shower in vacant or foreclosed listings.
- Despite these significant struggles, Borino always believed that things would eventually turn around.
- He knew he would find a way out of his tough situation.
- One day when he realized he wasn’t far from becoming like a homeless man he encountered, he knew he had to make big changes.
- Borino found the work of Tony Robbins and he learned that he needed to work on his mindset.
- He also decided he wanted to learn the nuances of the English language. He wanted to be understood and to understand others.
- Borino had to overcome the limiting belief that money is hard to come by.
- He began reciting affirmations, creating vision boards, and writing down his goals.
- The effects of these changes began to snowball.
- He met an influential realtor at an event that taught him how to work with expired listings.
- Borino gives an overview of how expired listings worked in the 80’s.
- Borino reveals that he isn’t good at selling and provides examples of different sales settings where he failed.
- Instead of selling, he wanted to develop a way to connect with others.
- Nick Baldwin shares advice about how to conduct a successful listing appointment.
- During listing appointments, agents should provide references.
- Ten months after learning more about expired listings, Borino turned things around.
- He self-published the first edition of his book and distributed it to agents.
- Borino’s program Expired Plus provides scripts and letters that agents can customize.
- Baldwin shares a bit about his experience taking the Expired Plus boot camp.
- Borino shares advice about how to approach setbacks.
- The most important quality you can develop is tenacity.
- Baldwin says there are too many excuses in the real estate industry.
- Toyota Corolla syndrome is when your life is just good enough for you to get by. This means your goals are not inspiring you enough.
- Spend a little time by yourself somewhere you love and write down all of your biggest dreams.
- They discuss common reasons why people are afraid to dream big.
- Borino wants his students to succeed beyond his level of success.
- It’s ok to fail.
3 Key Points:
- Borino came to America with no skills and no connections. He was not an immediate success. His business turned around for him when he began to work on mastering his mindset and increasing his language proficiency.
- Borino developed a way of connecting with clients that revolved around having a conversation, instead of delivering a script.
- We all experience setbacks. How you react to setbacks will define you.
Resources Mentioned:
