On today's episode of the Lab Coat Agents Podcast, Jeff is talking with Aaron Novello from Southeast Florida. Aaron has grown multiple businesses outside of real estate. He shares his experience and how to be successful by working hard. Aaron has experienced what a lot of real estate agents in today's world haven't experienced, which was the years 2007 and 2008. Jeff and Aaron roleplay some of the buying and selling scenarios.    Episode Highlights: Aaron got started in residential resale in 2006. His family of origin is people who are very kind and good people doing the best they can under the given set of circumstances and the information that they had at their disposal. Aaron read books about wealth, and they tend to gravitate towards real estate. So, he soon figured, what better way to learn about the investment vehicle of real estate than to go out and get his license and help people buy and sell.  During his last semester at the University of Florida, Aaron had only had 9 credits.He got his real estate license and started to help people transact. And in 2007, he was on his way to doing about 50 deals. Aaron explains how he systematically and obsessively went about acquiring skills. While everything else was imploding and contracting, Aaron grew his business by 25%, year over year. Aaron has had the good fortune of not only still being in the field and actively selling real estate, but he is also on the sidelines coaching and training others who do so. For him, the challenge has been more from an emotional perspective because there has been a lot of pent-up anxiety from buyers of fear of missing out. There are two emotions that dominate any market. One is fear, but the other is greed; and sellers have been exceptionally greedy over the last 12, 18, maybe 24 months, says Aaron. Since the last 12 to 18 months, sellers have been able to be unreasonable, stubborn, and aggressive in terms of looking out for their best interest, and the marketplace has rewarded them for that. Aaron goes with three major factors in the marketplace that are beginning to shift and change in hopes that doing so can help a seller see why their neighbor had a different experience than perhaps they were going to have.  Aaron says that the market is very much about skills. And if any listener or anybody who is listening to this really pounds into your brain that when times get tough, only the skilled get paid.  We have a choice to make, and the choice is yours. We can either not sell the property now because perhaps your expectation is a little bit different than market conditions. The second option is you anticipate instead of reacting; because that's what leaders do. They anticipate, instead of reacting, you look at these market dynamics we put on a market, extract the capital and then you provide for your family in the way that you want, and you get out of this environment, explains Aaron. Aaron says that if he can get his skills to such a degree that if an opportunity presents itself, there is an 80 to 90% chance he can capitalize on that opportunity, it is then that he has created security for himself and his family, and he personally feels like it's his duty and obligation to protect his family. Money is not in the service, it's in the selling of the service. They expect you to know about contracts, they expect you to pick up the phone. They expect you to work in their best interest, says Aaron. Aaron suggests that real estate is totally a skill that's acquirable. It does require a certain level of obsession and discipline at the same time. It's not something that is reserved for only certain members of the population. It is reserved for those that deserve it because nature doesn't reward need, it rewards deserve.  The buy side is increasingly becoming less and less valued and they are being compensated less and less to do that activity. Aaron thinks himself as a prodigious provider of data because that is what these systems need. Aaron talks ab