Coffee for Closers Mastermind

10/27/2026

We all know building a meaningful conversation or relationship takes effort and patience, but as Coach Mike Brooks shows, it’s definitely achievable. In the article below, he shares his expert tips on how to establish rapport in just 15 seconds. Enjoy these valuable insights from Mr. Inside Sales!

How To Establish Rapport In 15 Seconds
By Mike Brooks, Mr. Inside Sales

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale.

Given how important this step is, it’s sad to hear so many sales people get it wrong: They either rush into their pitch; talk over prospects; or use other ineffective techniques.

Here’s what not to do:

DON’T open your conversation with, “How are you?”—if you haven’t even introduced yourself! This is a common (and annoying error).

If your prospect asks you how you are (after you ask them), DON’T just say, “fine” or “good” and then launch into your pitch.

In fact, DON’T launch into your pitch at all! Instead, see below what to do…

What you should do:

Introduce yourself, “Hi, {prospect’s first name}, this is _____ ______ with ________, how are you doing today?” THEN: Wait for them to respond! If they ask you how you’re doing, respond with, “I’m doing well today; thanks for asking.”

If, after you ask how they’re doing, you hear annoyance in their voice, then always start what you’re going to say next with, “Briefly . . .” You MUST let them know that YOU know they are in a hurry or not happy to receive a sales call. Then…

BE BRIEF! Let them know why you’re calling (in a sentence or two—MAX), and get to a question and let them interact: “Question for you: How do you (or your company) get involved in that?” (Customize this to what you’re selling, i.e., “Use that,” etc.)

If you follow this simple formula, you’ll earn the right to have a conversation because you won’t sound like all the other sales people calling and annoying your prospect.

10/17/2026

Protecting your clients’ homeownership dreams is always priority number 1!! Show up as their ultimate real estate hero by arming them with the essential tools to spot red flags and reduce real estate fraud in each transaction. 🔑💪

👉 https://ow.ly/OQjp50ZYBcE 👈

09/21/2026

The People Around You Matter

One thing I’ve learned throughout my career in real estate is that you don’t have to do it alone.

Having the right people around you—people who challenge you, encourage you, tell you the truth, and want to see you succeed—can make a tremendous difference.

I was reminded of that recently when I returned from a mastermind event. Being surrounded by people who are willing to be completely honest about what’s working, what isn’t working, and what it really takes to take your business to the next level is pretty powerful.

There’s also something special about knowing you have people you can pick up the phone and call, no matter where you are or what you're dealing with. Sometimes you need advice. Sometimes you need a connection. Sometimes you just need someone to say, “I’ve got your back.”

I’ve been fortunate throughout my career to work with some incredible REALTORS®, association leaders, business partners, coworkers, friends and mentors. Every one of those relationships has helped me grow—not just professionally, but personally as well.

And honestly, it doesn’t take a nationwide network to make a difference.

My coworkers, my family and my friends lift me up every day. They challenge me, support me, and remind me why the relationships we build along the way are so important.

Success isn't just about what you accomplish on your own. It's also about the people who help you become the person capable of accomplishing it.

So take a look around you.

Who is in your corner?

And more importantly… whose corner are you in? ❤️

— Jeff Cayton
r3homegroup | DeLex Realty

09/14/2026

08/25/2026

What do you say when you talk to yourself?
One Key To Combatting Negativity
By Mike Brooks, Mr. Inside Sales
Good morning everyone!
I just returned from a “Day of Development” seminar in Charlotte with the Jon Gordon company. Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. Check them out on Amazon if you’re interested in learning more.
There was a lot of great stuff in the meeting, and one thing I wanted to share with you all is a way to combat the recurring negativity that silently creeps into our heads every so often. You know how it is: You’ll be minding your own business and then suddenly you’ll hear things like:
“These leads suck . . .”
“I can’t make any real money here . . .”
“I can’t believe this company is asking me to actually show up to an office!”
By the way, this is just some random negativity about work—there’s a ton more around you in regards to relationship(s), your health or body image, your stage in life, etc.
The saying I heard that I loved was this: “Learn to talk to yourself, rather than listen to yourself.”
What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed. This might include:
“Everyone has these leads, and I’ve written business from them. I just need to put in a little more effort, and when I do, I’ll find buyers—just like everyone else is!”
“I can make just as much money as I set my mind to.”
“Going into the office has tons of benefits, including feeding off the energy of other reps, having constant access to my manager, etc.”
Bottom line: Don’t wait for your head to feed you with negativity and sit by passively and listen to it. Be proactive and learn to talk to yourself first—and give yourself the peptalk you need to succeed!
Hopefully, you got some good information on positive self-talk from Real Estate Coach Mike Brooks.

08/15/2026

A Few People I Think Every Agent Should Follow

I wanted to throw something out there for everyone.

There are a TON of people on social media talking about real estate, sales, mindset, business, prospecting, etc. Some of it is really good… and some of it is just noise. 😂

Over the years, I’ve come across a handful of people that I think are actually worth listening to. They all have a little different approach, but there’s something you can take from each of them.

Here are a few I would recommend following:

Matt Easton – Great stuff on sales, communication and personal development. Pay attention to how he talks to people and approaches conversations.

Jen Cohen – A lot of good information on mindset, confidence, leadership and building yourself up.

Chris Voss – If you want to get better at negotiating, listen to Chris. His stuff can really change the way you approach difficult conversations.

Eileen Wilder – Lots of good real estate and business information. I like her focus on taking action and creating opportunities.

Jeremy Miner – Really good stuff on sales conversations and asking better questions. His approach is different than the old-school "sales pitch" mentality.

Billy Cox – Sales, mindset, motivation and just some good reminders about what it takes to build a business.

Amanda Sitzman – Good information on real estate, marketing, business and relationships. Lots of ideas you can take and make your own.

And definitely Ricky Carruth.

If you're in real estate, I think Ricky is one you should pay attention to. His message is pretty simple: make the calls, follow up, stay in touch with people and build relationships.

Nothing fancy.

And honestly, that's probably why I like it.

We sometimes spend so much time looking for the newest lead source, the newest app or the newest marketing trick that we forget about the things that have worked forever.

Talk to people.

Follow up.

Be consistent.

Stay in front of your sphere.

That's still how you build a real estate business.

My suggestion isn't to follow all of these people and spend hours watching videos. Pick a couple that you connect with and spend 15 minutes a day learning something.

Then here's the important part...

DO SOMETHING WITH IT.

If you learn a new question to ask a seller, use it.

If you learn a better way to handle an objection, try it.

If you get an idea for a social media post, make the post.

If you realize you haven't called your database in three months...

Pick up the phone. 😂📞

Nobody is going to build your business for you. We have more tools available to us today than ever before, including AI, CRM systems, social media and all kinds of technology.

But at the end of the day, this is still a relationship business.

Keep learning. Keep making the calls. Keep meeting people. Keep improving.

And let's keep helping each other get better along the way.

See you at around the Office and at Coffee for Closers!

Jeff