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.

Money isn't just about numbers; it's your personality on display. In this kickoff to a powerful mini-series, Cheryl unpacks the nine Enneagram money stories and shows real estate pros why their financial patterns start long before the commission check ever hits the account.

In this episode, Cheryl Knowlton discusses:

• Enneagram overview and core motivations

• Nine Enneagram money stories and shadows

• Money patterns vs. money "problems"

• Permission as the key to financial breakthrough

• Upcoming deep dives, assessments, and Enneagram & Money retreat

Key Takeaways:

• Money behavior is driven by the core motivations and fears behind each Enneagram type.

• Real estate and mortgage professionals often struggle financially, not from lack of knowledge, but from unexamined money patterns.

• Each Enneagram type has both gifts and shadows around money, and understanding both is crucial to creating healthier financial decisions.

• The real breakthrough begins when you give yourself permission to rest, to receive, to spend, to be imperfect, and to take up space in financial conversations.

• Knowing your true Enneagram type unlocks a powerful self-leadership journey.

"If knowledge were the answer, real estate and mortgage professionals would be the wealthiest, most financially peaceful people on this earth." - Cheryl Knowlton

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

https://gtgtax.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.

Many agents build successful careers without ever building a financial plan or exit strategy. In this episode, you'll learn how money behaviors, tax strategy, and smart investing can turn your real estate business into a true wealth engine.

In this episode, Cheryl Knowlton and Dan Mullen discuss:

• Early career path from aspiring pilot to CPA and mortgage professional

• Friction between tax preparers, lenders, and real estate professionals

• Real estate agents investing in their own product and building wealth

• Money stories, childhood conditioning, and financial behavior

• Exit strategies, succession planning, and retirement for real estate agents

Key Takeaways:

• Understanding how tax returns are used beyond the IRS, by lenders, insurers, and others, is essential for making smarter financial and business decisions.

• Real estate professionals can build long-term wealth by investing in their own product, but the strongest strategy also includes thoughtful diversification beyond real estate.

• Many agents lack any real exit strategy because their entire business and brand are tied to them personally, leaving nothing to sell when they step away.

• Early money experiences and family messages often create unconscious "money stories" that drive financial behavior until they're examined and rewritten.

• Talking openly about money, networking with financial professionals, and learning how money truly works can help agents better serve clients and design a life and business they can actually retire from.

"If you are the brand and you leave your business so often, it's worth absolutely nothing." - 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.

After 27 years in real estate and 23 years on stage, Cheryl is making a major pivot grounded in radical self-awareness, the Enneagram, and the courage to stop performing and start leading as her true self. In this deeply vulnerable solo episode, she reveals how understanding your story and motivation becomes your greatest leadership advantage.

In this episode, Cheryl Knowlton discusses:

• 27-year real estate journey and career milestones

• Adoption, identity, and lifelong questions of "Who am I?"

• Discovering and mistyping her Enneagram type (Three vs. Seven)

• The Authenticity Advantage and self-leadership in real estate

• New keynote, workshops, and future offerings for leaders and teams

Key Takeaways:

• Self-awareness is not a luxury for leaders; it is the foundational skill that drives culture, retention, and long-term performance.

• Many high achievers unknowingly build their careers on someone else's definition of success, performing a version of themselves instead of leading from who they truly are.

• Personality tools like the Enneagram are powerful not because they label behavior, but because they reveal the deeper motivations and fears driving that behavior.

• The gap between who you are at work and who you are when no one is watching is often where burnout, disconnection, and people-pleasing take root.

• Your story unlocks your most authentic, impactful leadership.

"You cannot lead others well until you lead yourself. You cannot lead yourself until you truly, truly know yourself." - Cheryl Knowlton

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 your business collapses, your bar gets chained shut, and you're sleeping on a red IKEA couch, what's next? In this episode, you'll hear how one driven agent turned desperation into a billion-dollar real estate enterprise by mastering high-intent lead generation, brand building, and AI-powered systems that are reshaping the future of real estate.

In this episode, Cheryl Knowlton and Chris Watters discuss:

• Humbling failure, desperation, and rebuilding through prospecting

• High-intent leads vs fragile, low-conversion lead-buying models

• Building a local brand and scaling a million-dollar real estate team

• The Real Estate Enterprise Model and adjacent revenue streams

• Practical AI tools today and a bold vision for the future of real estate

Key Takeaways:

• Focusing obsessively on daily prospecting, especially with high-intent sellers, can turn a struggling career into consistent, high-volume production.

• Not all leads are created equal; internet and PPC leads often convert at very low rates, while life-event-driven sellers (divorce, probate, distress) are far more motivated and time-sensitive.

• Long-term durability comes from building a recognizable local brand and reinvesting early.

• AI can dramatically improve listing and buyer appointment outcomes by surfacing red flags, summarizing conversations, generating follow-up tasks, and revealing what behaviors correlate with winning more business.

• The role of real estate agents is shifting toward being true advisors and subject-matter experts, as self-touring, autonomous vehicles, and AI agents begin to handle more of the transactional and logistical work.

"I was, you know, 24 years old and incredibly humbled … I couldn't afford my rent. I went and slept on my girlfriend's red IKEA couch at the time." - Chris Watters

About the guest, Chris Watters:

Mr. Watters has been a trusted real estate advisor to over 3000 families across Central Texas for the past 15 years. Giving him a level of market expertise that indirectly creates an enormous competitive advantage for his clients. Watters' has been recognized by Inc5000, the Wall Street Journal, and several local publications as the top broker in Central Texas. His clients are getting their homes sold for up to $50,000 more than the average agent.

Christopher Watters is a central Texas native. His extensive knowledge has proven invaluable to his clients looking for the inside scoop when relocating to Central Texas. In 2010, he founded his own practice, Watters International Realty. In 2015, he began to open branches across Texas and North America, duplicating his success in new markets, partnering with local market experts and leaders.

Connect with Chris Watters:

Website: https://christopherwatters.com/

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

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.

What if your business could grow without you grinding 24/7? In this episode, you'll learn how Enneagram insight, smart structure, and honest self-awareness can transform a founder‑dependent business into a vacation‑ready company that thrives while you're on the beach.

In this episode, Cheryl Knowlton and Leigh Cambre discuss:

• Discovering the Enneagram and waking up to type

• How Enneagram subtypes shape leadership and business

• Businesses are energetic replicas of their owners

• The five stages to becoming a Vacation-Ready CEO

• Founder bottlenecks, trust, and letting go of control

Key Takeaways:

• Understanding your Enneagram type and subtype reveals the unconscious motivations and blind spots that directly shape how you build and run your business.

• A business almost always becomes an energetic replica of its owner.

• Enneagram work isn't just about self-knowledge; it's a practical tool for tailoring leadership, coaching, hiring, and communication to how people actually experience the world.

• Becoming a "vacation-ready CEO" requires filling the core seats of the business with other people, installing systems, and building a leadership team.

• When your business relies on you for most decisions and results, its true value is capped, because buyers and team members are investing in your systems and structure and not your constant presence.

"The more valuable you are to your business, the less valuable your business is." - Leigh Cambre

About the guest, Leigh Cambre:

Leigh Cambre is a Certified Professional Coach and founder of Flashes of Brilliance Coaching, known for helping clients set boundaries, find balance, and prioritize what truly matters so they can build lives that feel as good as they look. An Energy Leadership Index Master Practitioner and Enneagram Practitioner, Leigh blends insight with lived experience—having successfully founded, scaled, and sold two hospitality staffing companies while leading a team of over 250 and maintaining a 20-hour workweek as CEO. A self-described Enthusiast (Enneagram Type 7), Leigh brings energy, optimism, and a deep belief that life should be both meaningful and fun. A sixth-generation Texan turned longtime New Yorker, Leigh's journey—from small-town East Texas to coming out in college at the University of Texas at Austin, to building a life in Hell's Kitchen—shapes a coaching style that is candid, empowering, and grounded in real-world growth. Outside of coaching, Leigh enjoys traveling the world, practicing American Sign Language, diving into self-development, and sharing life with two beloved cats, Timberlake and Chasez.

Connect with Leigh Cambre:

Website: https://www.leighcambre.com/

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

Book a Call: https://calendly.com/d/cvd2-m7p-rmv

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.