Negotiating Authentically, with Corey Kupfer

Corey Kupfer is a successful entrepreneur, attorney, master dealmaker, and the host of the Fueling Deals podcast, where he teaches business leaders the value of growing their organizations inorganically through deals such as mergers, acquisitions, brand deals, strategic partnerships and more. Corey has been working in the business of negotiations for more than 30 years, and he is a true master at finding, negotiating and closing deals on behalf of his clients at his New York-based legal firm, Kupfer & Associates. Corey literally wrote the book on negotiations, having authored the Amazon-bestseller Authentic Negotiating: Clarity, Detachment & Equilibrium.

What You Will Learn:

  • Corey shares his background in practicing law and his passion for being an entrepreneur. He discusses how his specialty is in negotiating and dealmaking, and he discusses why authenticity and ethics are key to what he does.
  • Corey talks about why “Authentic Negotiating” isn’t just the title of his book but also serves as a very specific style of negotiating. He shares why going into a deal with a lack of grounding and with fear, scarcity or ego will damage the deal.
  • Corey explains why dealmakers should never get attached to a deal and should be prepared to walk away if the deal isn’t right, and why equilibrium and clarity are key traits a good dealmaker should have.
  • Corey shares specific examples of the importance of clarity, detachment and equilibrium (CDE) in his clients’ own deals, and he shares how using these tools allowed him to shut down an opposing attorney’s arguments and save a deal.
  • Corey discusses when it is appropriate to talk to him about a potential deal, and he discusses the negotiating training he offers. He shares why lawyers are great at managing risk but typically not great at recognizing opportunity.
  • Corey talks about having clients all over the country and shares how he can do corporate work anywhere in the nation. He explains why doing deals with competitors can often create new opportunities.
  • Corey explains why all of your real estate holdings should be contained in a separate entity such as an LLC, to protect your assets and minimize your legal liability. He discusses the high risk involved in directly holding your assets.

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Thinking Biggest, with Len Giancola

Len Giancola began a corporate career on Wall Street and found great success at a young age, becoming the youngest Managing Director of the Americas for a major worldwide brokerage firm where he brought in a seven-figure income. However, Len was dissatisfied with making money for others and decided to retire early and relocate to Florida, where he became a serial entrepreneur both in and out of real estate. Len’s real estate investments specialized in creating homes and vacation rentals on and near Florida’s northeast coast. Today, Len has shifted gears once again and has begun building tech platforms for businesses within the cannabis industry.

What You Will Learn:

  • Len explains how he got on a corporate path and began making a seven-figure income at a very young age, and he shares why he decided to leave that lifestyle to become an entrepreneur and investor.
  • Len shares how he got involved in real estate in Florida when he recognized undiscovered real estate gems on Florida’s northeast coast, and how he created his “revolving door” income stream theory.
  • Len explains how the post-recession years of 2009-2012 were some of his most successful, despite other builders around the country struggling. He explains why his business was able to thrive while others failed.
  • Len discusses why he chose to leave his thriving “revolving door” businesses and instead begin working on building tech platforms for businesses within the cannabis industry.
  • Len describes the upcoming launch of mj.com as a lead generation platform, providing a service for smaller businesses within the cannabis industry who cannot legally advertise their products or services.
  • Len shares how he and his wife began teaching their kids about entrepreneurship and helped them create an LLC when the kids were age 14 and 10, and he discusses how his daughters are planning on continuing to be entrepreneurs.
  • Len talks about launching his new podcast, “All About the Lenjamins”, and he shares why he believes money isn’t evil but rather is a resource for creating abundance, enjoying experiences, and helping others.

Additional Resources from Len Giancola:

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Finding Real Estate Worth Flipping, with Gary Wilson

Gary Wilson is an expert in the world of real estate investing. He first began investing at the young age of 23, right after his college graduation. He went on to build a portfolio of more than 250 units, covering everything from single-family homes to an apartment complex with more than 80 units. Today, Gary is a self-made millionaire who continues to practice real estate and is also the Chief Wealth and income Officer at My Investment Services and the Chief Guidance Officer at Path to Freedom. Gary is the host of the podcast Real Estate Investing for Professional Men and Women, where he shares his hard-won wisdom with business professionals looking to turn to real estate to grow their wealth and expand their businesses.

What You Will Learn:

  • Gary shares why learning the fundamentals are the key to success in real estate, and he explains why no-money-down financing deals aren’t the best way to conduct real estate deals.
  • Gary explains his proprietary “school report” and how it displays real estate sales activity based on school areas. He explains the value of raw data rather than ratios and statistics.
  • Gary discusses why supply and demand, volume and velocity are the keys to determining whether an area is an attractive location to invest in, and he shares how he uses the U.S. Postal Service’s “Every Door Direct Marketing” service to collect data that can be plugged into Melissa at the ZIP code level.
  • Gary talks about how the local county planning commission offers valuable demographic and social information about a neighborhood, allowing investors to drill down the best neighborhoods to invest in.
  • Gary shares why the website https://banktracker.investigativereportingworkshop.org/ can be a great way to discover properties that are heading for foreclosure and help you contact the banks that own those properties.
  • Gary provides a basic first contact script that you can use when reaching out to a bank that will get results. He discusses why you should send a niche-level and highly targeted letter to property owners with properties that fit your criteria.
  • Gary shares the appropriate phrasing you should include in your letter, and he explains why the phrasing matters to grab the owner’s attention and encourage them to read the whole letter.

Additional Resources from Gary Wilson:

Creating Alignment With Your Work, with Michelle Villalobos

Michelle Villalobos is a business and brand strategist, inspirational speaker, and the founder of The “Superstar” Activator, a personal branding and marketing firm that helps high performers cultivate greater influence and make a bigger impact in the world. One of her company’s primary offerings is the Lifestyle Business Breakthrough Retreat, where she helps leaders in speaking, coaching and mentoring find more freedom, prosperity, and meaning in their work. At these retreats attendees learn to better position their brands, marketing and message, refine their business models and revenue streams, and attract ideal clients. Michelle is also the host of the weekly Awaken Your Inner Superstar podcast.

What You Will Learn:

  • Michelle discusses how she had a massive breakdown in her business after having painted herself into a corner, and she shares how she realized she needed to create a sustainable, scalable business model that aligned to her strengths.
  • Michelle shares the kinds of people across many different industries that she is able to help, specifically people who are looking to turn their business into a vehicle for transformation in the world.
  • Michelle talks about how the first step in her process involves helping people better identify who they really are and what they love to do, to help them better align their unique gifts with the way they approach their work.
  • Michelle shares some of the components of her six-piece “internal check-in” to help find alignment: identity (who you are), vision (what you want), values (what you believe), and life force (your health and happiness).
  • Michelle discusses her podcast and two specific episodes relating to alignment, where she interviews social entrepreneur Roger James Hamilton and New York Times and Wall Street Journal bestselling author Sally Hogshead.
  • Michelle talks about the challenges she faced in launching her business right around the 2007-2008 recession, and she discusses her breakdown and how it completely transformed her business and powered its growth.
  • Michelle shares how she does events in both Miami and Denver, and she discusses how she speaks all across the country. She shares details of her upcoming Superstar Summit that will be held in November.
  • Michelle explains why she feels driven to create and serve others, and she shares why she feels joy and passion for helping other creators. She discusses the impact the book The Four Agreements by Don Miguel Ruiz has had on her.

Additional Resources from Michelle Villalobos:

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Becoming a Better Entrepreneur, with Dr. Sharon Spano

Dr. Sharon Spano is a strategic C-Suite executive business consultant, executive leadership coach, mentor, and professional development expert. She is also the host of the Other Side of Potential podcast, where she speaks with guests about the skills and strategies that have helped them succeed. At Sharon’s consultancy firm, Spano & Company, she helps entrepreneurs design systems and processes that engage their teams and help improve their bottom-line results. Sharon is the author of The Pursuit of Time and Money: Step Into Radical Abundance and Discover the Secret to a Meaningful Prosperous Life.

What You Will Learn:

  • Sharon discusses her more than 30 years of work in Adult Human Development and her Ph.D. in Human and Organizational Systems, and she shares how her coaching and consulting help businesses strategize and adapt to today’s complex business environment.
  • Sharon explains the concepts behind “systemic mapping”, a process that helps Sharon’s clients learn systemic thinking and that can show them underlying obstacles to their work and personal success.
  • Sharon shares an example of working with a client who didn’t know how to scale her business, and Sharon explains how the client had unconscious blocks against scaling due to her family history.
  • Sharon discusses the importance of awareness and learning to experience awareness in the moment, and she talks about how developing this awareness can allow a leader to avoid negative behaviors and lead more effectively.
  • Sharon highlights the importance of order, place, and balance of exchange and how these three concepts can interfere with a business leader’s ability to lead or a team’s success.
  • Sharon explains why the work she does tends to benefit leadership more than team members in the trenches, and she explains why she particularly works with executives in the C-Suite to lead better and cause less suffering.
  • Sharon discussing an upcoming engagement to speak to the women leaders at the Orange County, Florida Corrections Department, and she discusses her book The Pursuit of Time and Money and how it can benefit real estate entrepreneurs.

Additional Resources from Sharon Spano:

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