I got the opportunity to sit down with Marty Brin — a man from very humble beginnings who went on to build a multi-million dollar HVAC heating and cooling company, starting from just repairing refrigerators as a technician to scaling into a massive home service business, major commercial HVAC work, and partnering with huge companies.We talk about everything from the entrepreneurial mindset you have to develop to grow in the skilled trades and service industry, to how he was able to get the tools, resources, business strategy, and opportunities that propelled him to financial success.Stick around and watch until the end so you don’t miss anything — and if you want to hear more conversations about entrepreneurship, business success stories, scaling service-based companies and real estate, smash the subscribe button so you never miss an upload!Keep up with me and the show here:Instagram -   / theymshow  Spotify: https://open.spotify.com/show/5yXSyxU...🚨 Sponsor: YMW Security — Florida’s premier security provider. Trusted, professional, and always prepared.🌐 Learn more at https://ymwsecurity.com/=🎙️ Podcast Timeline / Chapters0:00 — The Hardest Part of Running a Service Business (Money & Stress)0:35 — Paying Technicians $70/Hour + The Trades Shortage0:57 — Marty’s Humble Beginnings + Full Life Story Start1:20 — College Pressure: Lawyer or Accountant Path2:05 — Mechanically Inclined Childhood + Working With His Hands2:30 — Starting From Scratch: Painting Houses & Family Responsibility2:50 — Entering the HVAC Industry Through Trade School3:10 — Working for Free to Gain Experience (Real Hustle)3:28 — First Refrigeration Job in Detroit (Union Work)3:47 — Sponsor Break: YMW Security4:15 — Refrigeration Became His First Love (More Technical Work)5:10 — Laid Off… Then Side Jobs Changed Everything6:00 — The Leap of Faith: Choosing Entrepreneurship Over Safety7:20 — Getting Referrals + First Major Furnace Breakthrough8:50 — Meeting the Dairy Distributor That Sparked Massive Growth10:05 — Risking It All: “I’ll Refund You If You’re Not Happy”10:45 — Landing Statewide Commercial Contracts (Ice Cream Machines)11:10 — Hiring the First Employees + Building a Team12:10 — Marty’s Unique Hiring Method: Fix It On The Spot Interview13:35 — Rite Aid Expansion: Scaling Into Heating, Cooling & Refrigeration15:20 — Running the Business Before Computers & Cell Phones16:10 — Pager Days + Old-School Service Business Hustle17:10 — Childhood Struggles Became His Drive to Succeed18:50 — Expanding Into Multiple States (Ohio + West Virginia)20:20 — CVS Acquisition: Surviving Corporate Growth Shifts21:30 — Scaling With Managers While Staying Hands-On22:10 — “The First Million Wasn’t My Focus… I Just Kept Plugging”23:00 — Landing Fortune 500 Clients Without Advertising24:10 — Working 6 Days a Week + Extreme Ownership Leadership26:00 — Treating Employees Like Family (Low Turnover Secrets)27:20 — 650 Employees + Massive Payroll Responsibility28:00 — Nationwide Supplier Strategy + Fast Emergency Repairs30:20 — Why Marty Never Fully Delegated the Finances31:10 — Net 120 Payments: Becoming a Bank for Big Companies32:20 — The “Slinky Effect” of Cash Flow in Business Growth34:20 — The First $10K Line of Credit + Building Credibility36:00 — Running Operations Like a Firefighter Every Day37:45 — Biggest Stress: Cash Flow & Getting Paid On Time41:20 — Why HVAC Failures Kill Retail Sales (Victoria’s Secret Example)43:10 — Delegation Challenges + Hiring a CFO Gone Wrong45:00 — Catching Payroll Theft + Taking Control Back46:30 — The Future of Skilled Trades in 2026 (Blue Collar Wealth)48:00 — Six-Figure Trade Careers + Why Demand Is Exploding49:20 — Marty’s Take on AI vs Human Skill (Trades Can’t Be Replaced)52:30 — College Debt vs Trade School Opportunity53:50 — Trades Can Out-Earn Doctors & Lawyers55:00 — Final Advice: Finding Your Niche & Letting Hard Work Create Luck

In this episode, we sit down with Sebastien Scemla, a Florida-licensed real estate broker and developer who runs a family fund focused on income-producing real estate across Miami. A Miami native and early investor in neighborhoods like the Design District, Little River, Wynwood, and North Miami, Sebastien shares how he identifies emerging markets before the mainstream catches on.As the founder of Omega Real Estate Management Group, Sebastien has brokered and sponsored over $300M in commercial real estate, assembled key properties prior to major value spikes, and played a pivotal role in the redevelopment of Downtown North Miami, including the vision behind The Gardens District.We dive into his long-term approach to market analysis, negotiation, public incentives, and urban redevelopment, as well as his philosophy on community impact, live-work-play developments, and building lasting value through real estate.🎬 YouTube Chapters – Sebastian Scemla | Ground-Up Development, Mindset & Mastery0:00 – Why You Must Invest in Areas You Truly Know1:20 – Sebastian’s Background: Fashion, Design & Early Real Estate3:15 – Building Personal Homes & Learning Construction the Hard Way5:10 – Discovering the Design District Before It Was Hot7:00 – Buying Property to Stop Paying Rent (First Commercial Play)9:25 – Brokering Over $150M in Design District Transactions11:30 – Rolling Commissions into Deals & Compounding Wealth12:55 – Miami’s Growth, Migration & Why the City Changed Forever15:20 – “You Don’t Time the Market, You Time the Seller”17:10 – Why Staying Local Beats Investing From a Distance18:45 – Finding Opportunity in North Miami Before Everyone Else22:10 – Buying an Entire City Block for $4.5M23:45 – People Thought He Was Crazy (Early Doubts & Risk)25:00 – Struggling to Raise Capital & Delaying the Closing27:40 – Fires, Hurricanes & Deal Setbacks30:10 – Stress, Hospitalization & Still Believing in the Deal31:55 – Buying Out the Original Partner34:20 – Tesla Superchargers: How the Deal Happened36:15 – Creating a Live-Work-Play Neighborhood38:00 – CRA Grants & $15M in Public Incentives Explained40:25 – How Tax Increment Financing (TIF) Actually Works42:35 – Designing The Gardens: Long-Term Thinking44:50 – Rents, Unit Types & Market Positioning47:10 – Self-Managing vs Third-Party Property Management49:05 – Why Details Like Soundproofing Matter51:30 – Designing for Tenant Retention & Lower Turnover53:10 – Customer Service as a Competitive Advantage55:00 – The Hardest Part of Development (Mindset)56:45 – “You Can’t Outwork Me” Philosophy58:40 – Delayed Gratification & Outworking the Average Person1:00:10 – Learning Building Code & Creating Value Through Knowledge1:02:00 – Foundations, Height Limits & Construction Myths1:03:40 – Surfside Collapse: Lessons in Maintenance & Responsibility1:04:55 – Brazilian Jiu-Jitsu & Business Parallels1:07:30 – Staying Calm in Negotiations (Jiu-Jitsu Mindset)1:09:15 – Valente Brothers Black Belt Journey1:12:10 – Discipline, Lifestyle & Personal Growth1:13:55 – Advice for Young People Feeling Stuck1:15:35 – Saving Money, Building Credit & Buying Early1:17:25 – From Multifamily to Ground-Up Development1:19:00 – Go Big: Same Work, Bigger Opportunity1:21:30 – Final Thoughts & Closing Message----👇 Want more content like this?Subscribe and hit the 🔔 so you never miss videos on survival mindset, physical readiness, and real-world awareness.Share your thoughts or questions in the comments — I read them all.📌 Follow me / join the community:The YM Show Instagram:   / theymshow  Sponsor: https://ymwsecurity.com/🚨 YMW Security the best in Florida! 🔥They provide:🔒 Armed & Unarmed Guards🎥 AI Camera Surveillance👔 Front-Desk & Booth StaffingServing HOAs, schools, synagogues, offices & more.🌐 https://ymwsecurity.com/#realestate #miami

Hi everyone — this episode features Henry Manoucheri CEO and Chairman of Universe Holdings. Henry came to the United States from Iran in 1978. After spending 15 years as a broker at Marcus & Millichap, he transitioned into multifamily real estate investing and has now been buying, owning, and operating property in California for over 32 years.He is a value-add multifamily specialist, deeply experienced in the California market, and shares insights that most people don’t understand about: • What’s really happening in California real estate • Why many investors misunderstand the market • How long-term operators think during uncertaintyWe also dive into current events in Iran, discussing realities and atrocities that are rarely talked about and why they matter today.This is a powerful, eye-opening conversation — stay tuned.Like & subscribe — it truly helps support the channel----📲 Connect with My Guest — Henry Manoucheri, CEO of Universe Holdings • Website: https://universeholdings.com • LinkedIn:   https://www.linkedin.com/in/henry-man...Follow / Connect with me:👇📸 Instagram: https://www.instagram.com/yosefmanouc...💼 LinkedIn: https://www.linkedin.com/in/yosef-man...🎙 Podcast: https://www.instagram.com/theymshow?i...🌐 Website: https://ymwsecurity.comSpotify: https://open.spotify.com/show/5yXSyxU...----🚨 Sponsor: YMW Security — Florida’s premier security provider. Trusted, professional, and always prepared. We offer armed and unarmed guards, AI camera surveillance, and front-desk or booth staffing for HOAs, schools, offices, and commercial properties across Florida. 🌐 Learn more at https://ymwsecurity.com/----🎙️ Podcast Timeline / Chapters0:00 – Multi-State Real Estate Portfolio Overview0:21 – Why California Is a “Defensive” Wealth Asset1:13 – Welcome to the YM Show (Intro)1:59 – Why We’re Still Bullish on California in 20263:22 – Investing Outside CA: Florida, NJ, NY & More4:33 – Why California Fundamentals Are Still Strong6:34 – Buying 35% Below Replacement Cost7:28 – Olympics 2028 & Why It’s Time to Be Contrarian8:43 – Exit Tax (ULA) & Why Developers Stopped Building9:29 – Rent vs. Buy: The $2M California Reality10:49 – Smart Institutional Money Is Quietly Buying11:34 – How We’re Buying Class A at a Discount13:00 – Is California Real Estate “Bulletproof”?14:42 – Rent Control: Risk or Hidden Advantage?16:38 – Real Estate vs. Stocks: Hidden Tax Benefits17:04 – How Depreciation Creates Tax-Free Cash Flow18:27 – Refinance Strategy: Getting Paid 15 Times21:00 – What’s Happening in Iran Right Now?23:23 – Is Iran Becoming a Closed Concentration State?26:11 – Meeting Reza Pahlavi: Can He Return?29:58 – Why Iranians Thrive in America32:18 – Could Iran Become Like Europe Again?33:50 – What Happens If the Regime Falls? (3 Scenarios)37:07 – Final Thoughts: Unity, Family & Faith#realestate #iran #success #business #politics

In this video, I want to talk about why most people struggle with follow-through when it comes to their goals.I explain how shifting your focus from the goal itself to the systems you build daily can completely change your results. This approach helps you stay consistent, improve your mindset, and create real accountability in your self-improvement journey.If you enjoyed this video don't forget to like, follow, and share so that you never miss an upload!----0:00 – Why most people fail in 20260:18 – It’s not laziness, it’s bad systems0:42 – Why goals alone don’t work (fitness example)1:00 – Systems vs goals: the real difference1:33 – Learning to embrace discomfort1:56 – Hard choices vs easy choices2:08 – The 1% rule and breaking “all or nothing” thinking2:45 – Consistency beats motivation3:15 – Keep systems simple and sustainable3:24 – 2026 doesn’t need a new you3:42 – Trust the system, trust the process3:55 – Atomic Habits mindset4:04 – Call to action & road to 1,000 subs----Keep up with me and the show here:Instagram -   / theymshow  Spotify: https://open.spotify.com/show/5yXSyxU...----🚨 Sponsor: YMW Security — Florida’s premier security provider. Trusted, professional, and always prepared. We offer armed and unarmed guards, AI camera surveillance, and front-desk or booth staffing for HOAs, schools, offices, and commercial properties across Florida. 🌐 Learn more at https://ymwsecurity.com/----#selfimprovement #goalsetting #system #growth #mindset

In this episode, we sit down with Michael Korn to talk about the fast-changing world of artificial intelligence. Michael shares insights on AI automation, how AI is being used today, the future of AI, and what it means for creators, businesses, and everyday people. We dive into practical use cases, common misconceptions, the balance between human insight and automation, and how to think strategically about AI moving forward.Michael has been a product engineer and leader for about a decade. He works with all companies in all industries, from startups just starting to get traction up to Fortune 500 companies. He is deeply experience with product research, software engineering, and improving products already on the market. Michael can lead teams, be the whole team, and play any position on the team. Michael recently completed Gauntlet AI, an all expenses paid AI bootcamp in Austin, Texas that only accepts the top 2% of engineers.---- 🎒 Looking for a modern, sleek fanny pack that works for the gym, outdoors, and discreet firearm concealment?👉 Get yours here:https://checkout.carryconsulting.info/📌 Follow me on Insta:   / yosefmanouc.  .----🚨 Sponsor: YMW Security — Florida’s Premier Security Provider 🔥 Trusted. Professional. Prepared.Serving HOAs, schools, synagogues, offices, and commercial properties across Florida.🌐 Learn more: https://ymwsecurity.com/----#Ai #artificialintelligence #investing

In this episode of The YM Show, I sit down with Jason Kapnick to talk about one simple but powerful idea:Every man can get fit in 2026 — no excuses.We break down:Why jiu-jitsu is one of the best tools for long-term fitness, discipline, and mental toughnessHow everyday men can realistically get in shape without extreme diets or burnoutThe mindset shifts needed to stay consistent with training, lifting, and recoveryHow fitness, martial arts, and self-improvement all compound over timeWhy starting now matters more than being perfectThis is a practical, motivating conversation for anyone who wants to improve their body, confidence, and overall quality of life going into 2026. No fluff — just real talk, real systems, and real accountability.🎙️ Podcast Timeline / Chapters00:00 – Podcast Intro02:30 – Why most people know what to do but still don’t do it05:00 – Why fitness fails after January every year07:10 – Process goals vs outcome goals explained clearly09:20 – Motivation: moving toward something vs away from something11:45 – Why being in good shape is actually rare13:30 – Comfort, business, and lack of intentionality15:15 – Managing high-energy days vs low-energy days17:40 – Injury, soreness, and why people quit19:30 – How to train around pain instead of stopping21:00 – Fitness for busy adults with work, kids, and life22:45 – Making fitness part of your identity (Atomic Habits mindset)24:15 – Accepting your current fitness level without ego26:00 – Strength vs mobility: what actually matters27:20 – Machines vs free weights for beginners28:45 – Sustainable workouts (why easy at first is smart)30:10 – Minimum effective dose explained32:00 – Ideal weekly routine: strength, cardio, walking33:30 – Walking, sunlight, and mental clarity35:00 – How people learn to enjoy working out36:20 – The 4 most important movement patterns38:00 – Squat, hinge, overhead press, rotation40:00 – Training like a human, not a robot41:50 – Transition into Jiu-Jitsu42:45 – Why Jiu-Jitsu is different from other martial arts44:30 – Sport Jiu-Jitsu vs “self-defense” myths46:30 – Skills vs context (very important concept)48:30 – Why sport Jiu-Jitsu builds real ability50:00 – Choosing the right gym culture52:00 – Avoiding McDojo gyms54:30 – White belt mindset: consistency only57:00 – Blue belt struggles and ego traps59:00 – Why most people quit at blue belt1:01:00 – Purple belt: developing your game1:03:00 – Brown belt vs black belt mentality1:06:00 – What being a black belt really means1:09:30 – Coaching, leadership, and perspective1:12:00 – Gear talk: EDC & fanny pack discussion1:14:30 – Final thoughts & where to find JasonIf you’ve been telling yourself “next year,” this episode is for you.🎒 Looking for a modern, sleek fanny pack that works for the gym, outdoors, and discreet firearm concealment?This isn’t tactical-looking junk — it’s built for everyday carry with durability and a low-profile design.👉 Get yours here:https://checkout.carryconsulting.info/📌 Follow Jason on his Insta and YouTube!    / @groundproof   https://www.instagram.com/jasonkapnic...The YM Show (Instagram): /theymshowFollow Me on my Instagram:https://www.instagram.com/yosefmanouc...🚨 Sponsor: YMW Security — Florida’s Premier Security Provider🔥 Trusted. Professional. Prepared.YMW Security provides:🔒 Armed & Unarmed Guards🎥 AI Camera Surveillance👔 Front-Desk & Booth StaffingServing HOAs, schools, synagogues, offices, and commercial properties across Florida.🌐 Learn more: https://ymwsecurity.com/

In this episode of The YM Show, I sit down with Jeff Wick — a lifelong martial artist, USPSA Grandmaster (GM), sponsored competitive shooter, and professional firearms instructor.Jeff breaks down how he rose to USPSA Grandmaster status in just a few years, the mindset shifts that accelerated his progress, and the training principles that separate average shooters from elite performers. We dive into competition shooting, real-world skill transfer, and how martial arts discipline directly translates into firearms mastery.This is a must-listen episode for anyone who owns a firearm, competes, or simply wants to shoot faster, more accurately, and with greater confidence — whether you’re brand new or already deep in the game.Chapters and timelines: 0:00 — Mental game training explained (mindset + composure under pressure)0:35 — Pushing speed + getting uncomfortable to improve (BJJ + shooting comparison)1:26 — Jeff’s ranking journey: A → M → GM (what was hardest + why)3:05 — Best martial arts for self-defense + why weapons-first training matters6:06 — Sponsor break: YMW Security6:38 — Why trained people avoid fights + “quiet guys are dangerous”9:31 — Everyday carry (EDC) setup + why he carries a stock Glock 1912:33 — How Jeff got into competitive shooting (origin story)22:14 — Beginner training roadmap: safety → fundamentals → layers (movement, targets, stress)29:50 — Red dots vs irons: pros, cons, and why dots can make you better👇 Want more content like this?Subscribe and hit the 🔔 so you never miss videos on survival mindset, physical readiness, and real-world awareness.Drop your thoughts or questions in the comments — I read every one.⸻🎒 Looking for a modern, sleek fanny pack that works for the gym, outdoors, and discreet firearm concealment?This isn’t tactical-looking junk — it’s built for everyday carry with durability and low-profile design.👉 Get yours here:https://checkout.carryconsulting.info...⸻📌 Follow & Join the Community• The YM Show (Instagram): /theymshow• JeffWick (Instagram):   / mynameisjeffwick  ⸻🚨 Sponsor: YMW Security — Florida’s Premier Security Provider🔥 Trusted. Professional. Prepared.They provide:🔒 Armed & Unarmed Guards🎥 AI Camera Surveillance👔 Front-Desk & Booth StaffingServing HOAs, schools, synagogues, offices, and commercial properties across Florida.🌐 Learn more: https://ymwsecurity.com/

In this episode of The YM Show, we sit down with Daniel Gibbons, founder of G6 Development, to break down an incredibly real and inspiring journey through construction, entrepreneurship, and real estate.Daniel didn’t start at the top. He began doing labor work for a construction company, worked his way into an electrical apprenticeship, and spent 13 years working with FPL, mastering his trade. Through patience, discipline, and calculated risk-taking, he pushed through setbacks and eventually began building homes of his own.Today, Daniel has built well over 100 homes, owns income-producing rental properties, operates his own construction and development company, and has achieved financial freedom through real estate.In this conversation, we cover: • Starting from humble beginnings in construction labor • Apprenticeships, skill-building, and long-term patience • Transitioning from tradesman to builder and developer • Using rental properties to create financial freedom • Lessons learned from building 100+ homes • What it really takes to grow in real estate and developmentThis episode is a must-watch for anyone in the trades, construction, or real estate who wants to see what’s possible with discipline, consistency, and vision.⸻YouTube Chapters (Timestamps)00:00 – From Framing Houses to Becoming a Developer02:30 – Working Hurricanes & Blue-Collar Jobs to Get Ahead05:15 – Making $120K W-2… and Still Feeling Stuck07:45 – Selling the Nice Car to Change His Life10:05 – First Rental Ever: $20K Lot + Mobile Homes12:40 – Mobile Home Costs: Pre-COVID vs Today15:10 – Using a Private Lender for the First Deal17:30 – Finding Tenants & Creating First Cash Flow19:55 – Scaling Rentals While Working Full-Time22:30 – Getting the General Contractor (GC) License25:10 – Quitting the Job & Going All-In27:45 – Disaster Work That Changed Everything30:10 – Doing $1M+ in Renovations in the First Year32:40 – Reinvesting Profits vs Lifestyle Inflation35:05 – Buying Off-Market Land & Building Duplexes37:45 – Building 12 Units in Under 4 Months (Real Numbers)40:15 – Construction Loans vs Permanent Financing42:40 – Land, Zoning & Entitlements Explained45:05 – What Cities Want (And How to Work With Them)47:10 – Cap Rates, Cash Flow & Underwriting Deals49:30 – Advice for Young Guys With Limited Capital51:10 – “The Only Thing Stopping You Is You”⸻📲 Connect with Daniel Gibbons / G6 DevelopmentG6 Development Company LLC📍 954 Magnolia Ave., Panama City, FL 32401📄 Florida GC License: CBC1264453📧 Email: [email protected]:   / g6developmentco  Instagram:   / g6developmentco  ⸻👤 Follow the Host – Yosef ManoucheriInstagram:   / yosefmanoucheri  ⸻🚨 Sponsored by YMW Security – The Best in South Florida 🔥We provide:🔒 Armed & Unarmed Guards🎥 AI Camera Surveillance👔 Front-Desk & Booth StaffingServing HOAs, schools, synagogues, offices, multifamily & commercial properties across Florida.👉 Visit https://www.ymwsecurity.com⸻If you enjoyed this episode:👍 Like the video📌 Subscribe to The YM Show🔔 Turn on notifications so you don’t miss future episodesDrop a comment below and let us know what part of Daniel’s journey resonated with you most.

In this episode of The YM Show, I sit down with my good friend Rabbi Lior Ghalili — a young rabbi, matchmaker, and marriage expert based in Los Angeles. We dive into the modern dating scene and uncover the real reasons why so many singles today aren’t finding their match.We talk about: • Why expectations in dating are higher than ever. • How confusion about what people truly want is holding them back. • The impact of culture, community, and religion on relationships in 2025. • What it really takes to build a strong marriage today.It’s a thought-provoking, honest, and inspiring conversation about dating, marriage, and faith in today’s world.⏱️ TIMELINE / CHAPTERS00:00 – Values & goals: why direction matters00:41 – “It’s not good for man to be alone” – Torah on marriage01:59 – Sponsor: GBC Facility Services02:39 – Modern dating in 2025: confusion, money & looks04:55 – Young generation struggles: anxiety, depression, being lost06:00 – Two biggest challenges today: dating & lack of purpose07:55 – How to actually “find yourself” (practical steps)10:59 – Building a real relationship with God12:31 – Why marriage is essential according to Torah15:02 – Marriage as the most rewarding hard work17:04 – The #1 dating mistake: wrong values18:41 – Redefining attraction: more than just looks21:53 – Women & financial pressure in dating23:30 – Social pressure test: “island thought experiment”26:04 – What really matters after 5 years in marriage33:05 – Love vs. infatuation: “Love = Giving”36:49 – Dating goal = compatibility now, love later38:02 – The “building a house” metaphor (architect vs. builder)43:06 – Judaism as relationship, not transaction45:31 – Emotional health & readiness to marry46:59 – Guarding your eyes: why it impacts marriage49:44 – Don’t marry to fix yourself – do the work first51:01 – Pressure to marry young vs. being truly ready52:29 – How to know when you’re ready (peace with self, giving)53:28 – How to start a relationship with God (practical advice)55:33 – Mitzvot as rungs on the ladder to connection57:00 – Final takeaway: make it real – relationship first⸻🎧 This Episode is Sponsored by GBC Facility ServicesNeed dependable, top-tier commercial cleaning and maintenance? GBC Facility Services is your go-to partner. Whether it’s offices, schools, medical buildings, or retail spaces — they’ll do a better job than your last company, save you money, and help increase your property’s NOI.📞 Contact Them Today for a Free Quote:Phone: (833) 900-4653Email: [email protected] sure to tell them The YM Show sent you for a special discount.They’re the best in the business — reliable, affordable, and results-driven.⸻🔥 Don’t forget to like, comment, and subscribe for more conversations on real estate, business, faith, and life.

On this episode of The YM Show, I sit down with my good buddy Michael Kleinfeld, a top performer in B2B sales. We get super practical about how he actually wins contracts—from the first cold call, to follow-ups, to proposals—and how you can apply the same frameworks in any industry.If you’re in sales (or you’re a founder doing sales yourself), this episode is a cheat-sheet: the ins & outs, do’s & don’ts, misconceptions, and yes—the occasional “scheme” to watch for—so you can close more cleanly and build long-term relationships.👉 If this helped, like & subscribe for more conversations on sales, business, and real estate. Drop your questions and I’ll tackle them in a future episode.🧠 What You’ll Learn🎯 Why there’s no one-size-fits-all script—and how to tailor by industry☎️ The real goal of the first call (it’s not closing) + earning the follow-up🔎 How to show you did your homework without getting weird “too familiar”⏱️ Follow-up cadence that converts (without sounding desperate)🧰 Why service/savings wins with decision-makers🗂️ Building a simple CRM pipeline (Pipedrive/HubSpot/Zoho/Salesforce)🧭 Prospecting with ZoomInfo & CoStar to reach the right people🧠 Reading tone, matching energy, and avoiding rookie mistakes🗣️ Scripts vs natural talk tracks (Shimmy’s actual opener)🔁 Iterating: learn from every call and refine⏩ Skip Around This Episode (Chapters)00:00 – No “one-size-fits-all” sales advice00:35 – First calls = relationships, not closes01:06 – Show you know the prospect (without being creepy)01:40 – Mirroring energy & language on calls01:58 – Welcome + setup: iPhone/Zoom, on-the-go episode02:33 – Why sales? Shimmy’s path into the role03:38 – Early days: low base, fear, no tools, pure hustle04:47 – Calling from lists, pushing through nerves06:00 – Why generic guru tips conflict (and what matters)06:37 – What works with multifamily operators: cut to the chase07:20 – Scripts vs natural flow (how his pitch evolved)08:06 – Goal of the first call & winning the right to follow up09:05 – Targeted outreach beats spray-and-pray10:00 – Research + name-drops to open doors11:01 – Creator example: personalized pitches that worked11:58 – Stop chasing money; know your customer & pain points12:49 – Daily system vs quotas; cadences that actually convert13:36 – Follow-ups: timing, tone, and not looking desperate14:41 – Handling “not now,” ghosting, and the long game15:18 – Do “sales gurus” help? Industry context matters16:35 – Typical objections & next steps (invoices → proposal)17:23 – Positioning a facilities/cleaning pitch (service first)18:22 – Service savings (why decision-makers care)19:22 – Prospecting from scratch: who to contact and why20:15 – CEOs vs ops leaders: getting routed to the right person21:07 – Sample opener Shimmy actually uses22:08 – How the opener changed from “aggressive” to “clear”23:00 – Sales for founders: learning the craft before hiring23:53 – Learn from every call: reading tone and intent24:36 – CRM 101 (Pipedrive, HubSpot, Zoho, Salesforce)25:21 – Building simple pipelines, notes, and reminders26:18 – ZoomInfo & CoStar: finding owners and real contacts27:10 – Who to call at big vs mid-size companies28:02 – When CEO intro helps—and when it doesn’t28:36 – Psychology on calls: “polite no” vs genuine interest29:31 – Don’t fake familiarity; be direct & respectful30:36 – Matching tone without overdoing it (the “one F-bomb” rule)31:15 – Why podcasting helps focus (and a little Shabbos love)33:40 – Closing thoughts + call to action👥 GuestMichael Kleinfeld — Top-performing B2B salesperson🎙️ HostYosef Manoucheri — The YM Show🔗 ConnectSubscribe for more: sales, business, real estate, mindsetComment your biggest takeaway or a cold-call line that works for you!🔖 Hashtags#Sales #B2BSales #ColdCalling #CRM #ZoomInfo #CoStar #SalesTips #Entrepreneurship #BusinessGrowth #TheYMShow