Friday, April 25, 2008

65-TNG Radio - Ben Gay III 4-26-08

Bruce Norris is joined by one of the Nation’s best salesmen and sales trainers, Ben Gay III. Bruce and Ben discuss how Ben’s life changed when he answered an ad from Bill Dempsey, how Ben got his start in the sale business, working for one of the first multi-level companies called Holiday Magic, rubbing shoulders with some of America’s best known salesmen including J. Douglas Edwards, Zig Ziglar, Earl Nightingale, Napoleon Hill, and Fred Herman, the concept of no graduation day for a professional sales person, Closers 2 and the sales infiltrator concept, the normal sales setup and how the sales infiltrator changes the dynamics, thinking on the behalf of the client and how that wins loyal customers, bfg3.com.

Ben Gay III has been called a living legend in the sales world. Now in his 42nd year of professional selling, he has been the #1 salesperson in every organization in which he has worked.

At age 27 he was president of what was then the world’s largest direct sales company, having been personally trained by fellow sales legends J. Douglas Edwards, Dr. Napoleon Hill, Earl Nightingale, and other sales giants.

One of the most famous, popular and powerful sales trainers in the world, Ben now writes/publishes/produces “The Closers” series of books/audios/videos/newsletters/teletrainings/and live seminars . . . a series that is considered to be “The Foundation of Professional Selling.”

Ben was the founder and is the current Executive Director of The National Association of Professional Salespeople! Ben and his lovely wife Gigi live near Lake Tahoe in the little town of Placerville, California

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Friday, April 18, 2008

64-TNG Radio - Robert Friedman 4-19-08

Bruce Norris is joined once again by Co-founder and Chairman of National Recreational Properties, Real Estate Disposition Corporation (REDC), LandAuction.com, and author of Auction Revolution and soon to be released How to Make a Fortune at Real Estate Auctions, Robert Friedman. Bruce and Robert talk about the process lenders currently use to exit properties, coping with unrealistic sellers, why the real estate auction method makes talking to unrealistic sellers easier, what percentage of properties close, not working will sellers that are truly unrealistic, how real estate auctions work with lenders, how long it takes to go from contact from a lender to live auctions, after the auction process, how many auctions can take place in an area per year, reserving the right to bid on behalf of the seller, shill bidding and why its currently a common practice, ethics and shill bidding, if REDC sees investors as playing a larger part in the future, if prices are going to correct further, dealing with lenders now compared to the 1990s, dealing with Wall Street versus lenders in the last cycle, having decisions makers in the audience to accept or reject offers, REDC’s clients, REDC’s lender of choice, how that relationship helps during the auction, if the buyout of Countrywide is going to affect the business, the inventory in this cycle compared to the last downturn, if auctions need more structure and regulation, the perception of real estate auctions in the public and if those perceptions are changing, broker participation, Robert’s upcoming book and when it will be released, the different types of auctions REDC does, Robert’s involvement in the Big Brothers and Big Sisters program, ushomeauction.com – REDC’s live real estate auctions, landauction.com – live land auctions, landauctionbid.com – online land auction, auctiontoday.com – real estate developer closeout auctions.

Real estate visionary Rob Friedman is the co-founder and Chairman of National Recreational Properties, Real Estate Disposition Corporation (REDC) and LandAuction.com. Together these three companies comprise one of the largest real estate and auction businesses in the world. His real estate firms have sold tens of thousands of properties grossing billions of dollars, the majority through real estate auctions.

Since the age of 24, Rob has been investing in all types of real estate including land, residential and commercial. While his first love is land and land development, Mr. Friedman has multiple shopping centers in development and owns strip centers, automotive dealership locations, fast-food locations and numerous other types of properties across the country.

Mr. Friedman is the co-author of “Auction Revolution” and the soon to be published “How to Make a Fortune at Real Estate Auctions.”

In addition to his extraordinary success in Real Estate, Mr. Friedman was among the first to recognize the potential of the internet. He has numerous online ventures including Football.com and Basketball.com, two leading online sports entertainment and e-commerce websites. He also sits on the board of Big Brothers and Big Sisters of Orange County.

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Saturday, April 12, 2008

63-TNG Radio - Robert Friedman 4-12-08

Bruce Norris is joined by Co-founder and Chairman of National Recreational Properties, Real Estate Disposition Corporation (REDC), LandAuction.com, and author of Auction Revolution and soon to be released How to Make a Fortune at Real Estate Auctions, Robert Friedman. Bruce and Robert discuss how long Robert has been involved in auctions, how he got started, land auctions, the evolution of auctions in cycles past, terms for land auctions, land auctions in the coming years, if REDC can handle more volume, how the volume so far and the magnitude of the downturn was unexpected, how his company goes about buying land, underwriting title, current clients of REDC auctions, the different kinds of auctions, the type of auction REDC uses and why, why banks lean to a certain type of auction, introduction of buyers’ premium at auctions, where the profit center is now for auction companies, advantages of absolute auction if any, licensing for becoming an auctioneer, Robert’s new book, the amount of people it takes to pull off a great auction, how marketing has changed for auction companies, the Internet and real estate marketing, working with builders, early lessons in the industry, ballroom auctions versus other types and why Robert chooses ballroom, most active areas, benefits to having an established brand at auction, why auctions have never been accepted in booming markets, and the stigma with auctions in a down market.

Real estate visionary Rob Friedman is the co-founder and Chairman of National Recreational Properties, Real Estate Disposition Corporation (REDC) and LandAuction.com. Together these three companies comprise one of the largest real estate and auction businesses in the world. His real estate firms have sold tens of thousands of properties grossing billions of dollars, the majority through real estate auctions.

Since the age of 24, Rob has been investing in all types of real estate including land, residential and commercial. While his first love is land and land development, Mr. Friedman has multiple shopping centers in development and owns strip centers, automotive dealership locations, fast-food locations and numerous other types of properties across the country.

Mr. Friedman is the co-author of “Auction Revolution” and the soon to be published “How to Make a Fortune at Real Estate Auctions.”

In addition to his extraordinary success in Real Estate, Mr. Friedman was among the first to recognize the potential of the internet. He has numerous online ventures including Football.com and Basketball.com, two leading online sports entertainment and e-commerce websites. He also sits on the board of Big Brothers and Big Sisters of Orange County.

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Friday, April 4, 2008

62-TNG Radio - Tommy Williams 4-4-08

Bruce Norris is joined once again by auction legend, co-founder of Williams and Williams Auctions, and current president of the National Auctioneers Association, Tommy Williams. Bruce and Tommy discuss what the duties are as the president of the National Auctioneer Association, foreign countries and the auction process, the lessons to be learned from foreign countries, the leading foreign auction country, auction cycles and the psychology of acceptance, Tommy’s dream for the auction process, the biggest impediments for the auction method to gain wider acceptance, the possible synergy with Realtors, what the National Auctioneer Association is doing to reach out with the National Association of Realtors, the number one auction category in the United States, what rules or regulations could be put in place to help the auction process, Tommy’s wish to see foreclosure process change, the perception of auctions and how its changed over the years, what the public thinks about auctions and how Ebay has played an important role, shill bidding on Ebay, the benefits to joining the National Auctioneers Association (NAA), the national auction publications, the education process of an auctioneer, how the auction industry self regulates against those that abuse the system, how word of mouth weeds out the bad seeds, rookie mistakes of auctioneers, the importance of understanding value, how the business has changed since the Internet, marketing being the most important ingredient for the auction process, the future for the Williams and Williams auction company. Williamsauction.com

Thomas L. Williams is a graduate of Penn State University (B.S. Animal Science) and the Certified Auctioneers Institute (CAI). Representing the third generation of Williams family auctioneers dating back to the mid-1800s, Williams is also a graduate of the historic Reppert School of Auctioneering. He has over 40 years experience in real estate auctions, land development and real estate investment. He currently serves as President of the National Auctioneers Association.

A founding partner of Williams & Williams, Williams served as president from 1986-2000, and became board chairman in 2001. He also co-founded and served as managing partner of Lowderman & Williams Auctioneers from 1965-85. He has conducted over 10,000 auctions in all 48 of the contiguous United States and Canada, and is an advisor to auctions conducted throughout Western Europe, South Africa, Australia and New Zealand.

An avid cattleman, Williams also owned and operated Bradmar Angus Farms from 1965-85, after which he continued to serve as a herd and genetics consultant for many of the nation's premier Angus cattle breeders.

Williams is a licensed auctioneer and real estate broker in over 20 states, and an active member of the National Association of Realtors.

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