During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer talks to Cindy Ertman, CEO, and founder of The Defining Difference, a success-based coaching, and training company. The company is devoted to helping people master the power of intentional choice to create a defining difference in their own lives.  Episode Highlights:  Cindy talks about her life journey. She started her career in college as a real estate agent.  She  shares that she has been working with real estate agents and bringing them success strategies to grow and build their business from marketing to team development. Jeff says coaching in today’s world has become extremely diluted, and in this digital world, everyone is a coach now. How can real estate professionals navigate  which platform or coach is best for them? Google the best coaches, look at their reviews and talk to people, scan testimonials about people's experience and how their lives have been changed. Hire the assistant or hire the next level that supports your business before you need it, and you grow into a very good place. If you are looking into someone’s business, look at the foundation. You have to make a strong foundation for your business to take your business to the next level of success. Cindy recommends a simple exercise - “Plus or Minus” things. It has changed many lives. Plus: the things that you love doing and minus: the things that don’t help you. You have people who are focused and love to do things, and on other hand there are people focused on what they hate doing. How do you focus on the things people love and get them to work on what they hate? Most successful people in real estate are those who can build a relationship. Jeff says that burnout sometimes happens due to too much work or tension with your families because you are perpetually accessible, or you just have rough deals. It is really important to put some boundaries around your business.  Background check candidates and know who has given the reference is the key while hiring a new team member. Jeff recommends establishing your own brand and how you want to be represented on your pages is absolutely critical. Is there any matrix in your income or your revenue that says, “Yes, I can afford this, or you should probably wait with hiring a new person? The matrix is not what the current data tells you, it’s what the future data tells you. Cindy says she loves her team so much that she is just playing and having more fun. She wants her team to come together and create a shared vision and all move towards that vision together. 3 Key Points: Jeff and Cindy talk about team development and how she lifts people to make them successful in their business and life. Cindy discusses how morning practices are a big part of our mental health and keep us in mindset. How do you coach your clients who think they can’t afford it? Cindy explains how she usually starts by walking through the process and identifies the gaps where they are losing people.  Resources Mentioned:  Lab Coat Agents  | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Cindy Ertman | Website | Facebook | Instagram | info@cindyertman.com Get your free download- 7 Instant Skills to Ignite Your Life, Business, and Income LinkU (Sponsor) RedX  (Sponsor)