You need more than charm to get the deal done. You need understanding and maybe some helpful psychological tactics. In this bonus episode, you'll learn how to use payment-based negotiation and real market data to shift emotions, handle tough pricing conversations, and move languishing listings.

In this episode, Cheryl Knowlton and Dan Mullen discuss:

• Payment-based negotiation vs. price-focused negotiation

• Impact of interest rates on buyer affordability and comps

• Psychology vs. math in financial and real estate decisions

• Money beliefs and early money stories that shape behavior

• Using visual data tools to influence sellers and reduce objections

Key Takeaways:

• Buyers think in monthly payments, so negotiations are far more effective when framed around what the buyer can actually pay each month.

• Shifts in interest rates can dramatically change a buyer's purchasing power.

• Even the cleanest numbers on paper won't close a deal if the emotions aren't aligned; logic supports decisions, but psychology ultimately drives them.

• Deeply rooted money beliefs quietly shape financial behavior and can hold people back from building wealth.

• Education only matters when it's implemented; tools, training, and market insight create value only when agents actually use them in real conversations with clients.

"Whenever you're selling something, you have to have a buyer, and the more you understand that buyer, the more successful you're going to be." - Dan Mullen

About the guest, Dan Mullen:

Dan Mullen is a mortgage advisor and a partner at a tax firm, a combination that gives him a unique advantage in helping self-employed clients qualify for mortgages. Because these borrowers are underwritten using tax returns rather than W-2s and paystubs, Dan's deep understanding of tax documentation allows him to navigate the process more effectively. Having seen firsthand the pain and frustration caused by mortgage letter requests, he is on a personal crusade to help tax preparers avoid them and to bridge the gap between mortgage underwriters and tax professionals.

Connect with Dan Mullen:

Website: https://www.futureandmain.com/

LinkedIn: https://www.linkedin.com/in/danielbmullen/

Connect with Cheryl Knowlton:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show Notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

When the market feels uncertain, and your emotions are running the show, you don't need more toxic positivity—you need a better way to see. In this episode, Sam Osborne breaks down how to "own the trigger" using the Demartini Method so you can turn conflict, loss, and burnout into fuel for authentic leadership and real estate success.

In this episode, Cheryl Knowlton and Sam Osborne discuss:

• Emotional triggers and the amygdala hijack

• Reframing uncertainty and market anxiety as feedback

• The Demartini Method for balancing perception

• Conflict as a competitive advantage in negotiation

• Burnout, values alignment, and real authenticity

Key Takeaways:

• Emotional triggers aren't random; they're charged reactions that reveal where perception is distorted and self-governance has slipped.

• Uncertainty in the market can either drain you or inform you.

• Systematically balancing perceived drawbacks with genuine benefits dissolves emotional charge and restores a more objective, empowered state of mind.

• Conflict in deals, commissions, and client relationships is often "money left on the table" when it isn't examined for the insight and leverage it contains.

• Burnout signals misalignment with your highest values and invites realignment.

"There is a hidden order in the apparent chaos of your life." - Sam Osborne

Strategize right. File smarter. Make taxes work for your life, not against it. -

https://gtgtax.com/

About the guest, Sam Osborne:

Sam Osborne has spent 25 years studying why capable people lose the room. He found the answer. Now he teaches it. A piece of metal once tore through his left eye and lodged in his retina. His eyesight recovered. His relationship with perception did not; it transformed permanently. His audiences leave seeing things they can't unsee. And they thank him for it.

Sam works with attorneys, executives, and association professionals who operate in high-conflict environments, people who are occasionally one comment away from saying something they can't take back. He helps them stop letting people get to them and end up grateful for the ones who do.

Connect with Sam Osborne:

Website: https://samosborne.net/

LinkedIn: https://www.linkedin.com/in/sam-osborne-usa/

Email: samueldosborne@gmail.com

Connect with Cheryl Knowlton:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show Notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

After closing 4,000 home sales, Marguerite Crespillo breaks down how she sold 18 houses in her first six months and why the future of real estate belongs to those who master relationships, not algorithms. This conversation dives into marriage, mindset, and the relationship revolution reshaping the industry.

In this episode, Cheryl Knowlton and Marguerite Crespillo discuss:

• Early days in real estate and the first 18 transactions

• Building and dismantling a 120-agent brokerage

• Creative lead generation and HUD home strategies

• Surviving grief, marriage struggles, and writing "100 Things I Love About You"

• Relationship Revolution Academy and the future of human connection in real estate

Key Takeaways:

• Rapid success in real estate is possible when ambition is matched with relentless action, creativity, and a willingness to do the unglamorous work others avoid.

• It's the agent's job to educate, demystify, and show the path to ownership.

• Technology and AI can support the process, but trust, guidance, and human connection remain irreplaceable in a complex, high-stakes transaction.

• Long-term relationships, whether in marriage or business, are sustained by deliberately focusing on what is good, not obsessing over what is broken.

• When life and business feel overwhelming, the most powerful move is often to pause, work on yourself, and intentionally invest in the relationships that matter most.

"I do not believe that AI can replace that light in your eyes. I don't believe they can." - Marguerite Crespillo

Strategize right. File smarter. Make taxes work for your life, not against it.-

https://gtgtax.com/

About the guest, Marguerite Crespillo:

Marguerite Crespillo has been a trusted real estate professional since 1993, building a successful career spanning more than three decades and helping over 4,000 families achieve their real estate goals. Her commitment to exceptional service and long-term relationships has allowed her to serve multiple generations of clients, from parents to their children and grandchildren. Passionate about helping others build wealth through real estate, Marguerite shares her extensive industry knowledge through her podcast, Real Estate Real World, and her online training programs, where she mentors professionals seeking growth in both business and life.

Born and raised in Northern California, Marguerite's journey reflects the power of hard work, perseverance, and service. She is also the author of the bestselling book 100 Things I Love About You, inspired by her marriage to her husband Joe and the values that have sustained their family for more than 30 years. Together, they have raised six children and are proud grandparents to eight grandchildren. Grateful for the opportunities real estate has provided, Marguerite remains dedicated to empowering families and professionals through her experience, leadership, and passion for lifelong learning.

Connect with Marguerite Crespillo:

Website: https://margueritecrespillo.com/

LinkedIn: https://www.linkedin.com/in/mcrespillo/

Contact number: +1 (916) 996-3777

Email: mc@thecrespillogroup.com

Connect with Cheryl Knowlton:

Website: www.cherylknows.com

YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg

Facebook: https://www.facebook.com/theknowltonteam/

LinkedIn: https://www.linkedin.com/in/cherylknowlton/

Instagram: https://www.instagram.com/cherylknows/

Show Notes by Podcastologist: Hanz Jimuel Alvarez

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.