During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer talks to Borino, an expert on expired and FSBOs who has an inspiring journey in real estate. He shares some of the success secrets he teaches in his course and how they can help you achieve the life you desire. Episode Highlights:  Borino was born and raised in an acting family in Czechoslovakia. When he was blacklisted as a college student, Borino left his country and eventually came to Los Angeles. His real estate journey began when he saw an ad for free real estate classes, but he did not succeed immediately. At one point he was sleeping in his 1981 Cadillac DeVille.  The work of Tony Robbins had a huge impact on him. Once he began to uncover his limiting beliefs, his circumstances changed quickly. Develop the right mindset, put systems in place, and take massive action. Borino recommends several books on mindset and marketing. He began to study psychology because he wasn’t good at sales. Being able to develop genuine connections through conversation is by far the most important currency you can develop. He started with expired listings, zeroing in on people who were already in the process. Teaching his Expired Plus system became his full-time job around 2004. Borino explains why he moved from LA to DC. Jeff asks what about the secret sauce to working expireds and FISBOs. Borino wanted listings quickly and he didn’t want to spend a ton of money on marketing or follow up. There wasn’t a lot of competent competition. He says these are easy leads and easy listings to get. They are the only two leads you can pull right away. Shift your mindset if you want to execute on these leads. When you are confident, competent, and pleasant, most people will be pretty nice. Go in believing it will work. Expired Plus is a multi-channel approach. Call, text, email, mail them if you can, visit if you can. The first objective is to determine if the property has been relisted. An in-person visit is the most time-consuming but it has the most impact. Don’t confuse drip campaigns with follow up. Impact happens during communication and conversation. Anything that doesn’t feel robotic or automated is good. Most of your competition will give up way too soon. It generally requires 5-15 follow up touches. If you are real, helpful, and authentic you will succeed. Don’t overthink it. The FSBO approach is all about how you can help. Come from a place of contribution.  Just relate to them and you’re going to attract them back. Borino used to role-play and practice every day.  Practice the first few seconds of a conversation. You have to be willing to be uncomfortable to get good. If you stay with it, there’s a payoff at the end. Start from wherever you are. If Borino figured it out, so can you. It doesn’t require massive amounts of anything. It’s doable.   3 Key Points:   Develop the ability to create genuine connections through conversation.   Expireds are easy leads and easy listings. Start from where you are and don’t give up. Everyone has the capacity to do this. Resources Mentioned:  Awaken the Giant Within (book)  Think and Grow Rich (book)  Outwitting the Devil (book)  Frank Kern   Jay Abraham  Expired Plus  Lab Coat Agents Podcast Episode 27 with Nikki Klein  Borino’s YouTube channel  Real Estate Rockstar Agents Facebook group