Level Up - From Agent to Entrepreneur

5 Productivity Landmines That Are Killing Your Growth

Thu, 08 Jan 2026 02:00:00 -0600

Most productivity problems in real estate don’t look like problems. They look like reasonable decisions made by busy people. One lead call instead of five, one follow-up call instead of a system, and one more lead source instead of mastery.

Nothing feels broken in the moment, and that’s exactly why these issues persist.

What quietly kills momentum isn’t lack of effort, it’s inconsistency disguised as flexibility. We start lead generation “when we get to it.” We spread ourselves thin across too many pillars, or we tell ourselves we’ll circle back. Over time, the business becomes harder to grow, not because the market has changed, but because our habits have.

What mistakes are sabotaging your results?

In this episode, we break down five productivity landmines that don’t feel dangerous until they’ve already done damage. We unpack where agents lose leverage, how small behavioral shifts create outsized gains, and what actually builds predictable growth.

Things You’ll Learn In This Episode

Agents don’t fail, they leak momentum
Productivity issues rarely come from big mistakes. How do small, repeated habits quietly stall growth even when effort stays high?

Calling once is worse than not calling at all
One-and-done follow-up creates false conclusions about lead quality. What actually happens when frequency increases intelligently?

Time integrity matters more than time spent
Starting late feels harmless, but it compounds fast. Why does honoring a fixed lead-gen window outperform longer, inconsistent sessions?

Numbers don’t judge, they reveal
Tracking your numbers isn’t about pressure; it’s about clarity. How can a single ratio expose exactly where your conversion is breaking down?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience they are looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Guest Host

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

What To Do When You Feel Stuck in Real Estate

Thu, 18 Dec 2025 02:00:00 -0600

In real estate, this time of year exposes something we don’t talk about: feeling stuck. As the year winds down and a new one begins, even experienced agents can feel like they’re spinning their wheels or like they just don’t know what to do.

And the truth is, there’s nothing unusual about that. Every one of us hits moments where our motivation dips, our habits slip, or our thoughts get louder than our actions.

But feeling stuck doesn’t mean something is wrong. More often, it simply means we’ve gotten caught inside our own heads.

What makes a difference isn’t feeling bad when we get stuck; it’s learning how to move through this quickly, and there are a few highly effective strategies you can try.

In this episode, we unpack what actually causes that “stuck” feeling, why it shows up more frequently than most agents realize, and the practical ways to regain momentum.

Things You’ll Learn In This Episode

You’re only one action away from momentum

Feeling stuck isn’t a sign to stop; it’s a sign to move. How does simply doing one small thing reset our entire trajectory?

The observer mindset changes everything

We get stuck when we believe the story in our head. What happens when we step outside ourselves and question the narrative instead of obeying it?

Momentum creates clarity, not the other way around

Most agents wait to “feel ready” before they act, but clarity comes after movement. What new possibilities open up once we just start?

Numbers reveal your patterns before you get stuck

Declines in contacts, appointments, or consistency don’t happen overnight. How does tracking our metrics help us catch a slump before we’re in one?

About Your Host

Guest Host

In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

How to Get Listings Without Paying Referral Fees

Thu, 11 Dec 2025 02:00:00 -0600

A lot of agents and teams feel like their business is “stable” because they’re getting a steady flow of leads from referral companies, portals, and third-party sites.

And honestly, on the surface, it does feel safe: leads come in, you call them, you close a few deals, and life moves on.

But here’s the part most people don’t say out loud: if your entire pipeline depends on someone else sending you leads, you’re not actually in control of your business.

Your income is tied to whatever those companies decide to do next. You’re giving up 30–40% of every check, and you’re trusting that the tap won’t suddenly get turned off, reassigned, or doubled in cost. That’s not stability, that’s dependency disguised as consistency.

And because it feels easier, a lot of agents lean even harder into buying leads. They think it’s the answer to a slow month or the “fix” for not having their own lead-gen system.

But buying leads doesn’t solve the problem; it just keeps you stuck in the same cycle. The only real solution is learning how to create your own leads, so no company, no policy change, and no algorithm can decide how much business you’re going to have next month.

So how do you take control of your lead flow?

In this episode, we break down how to move from being at the mercy of lead companies to building something you actually control. We get into the lead-gen channels that still work, the overlooked power of your database, and why the real goal isn’t just collecting contacts, it’s building an actual audience that pays attention to you.

Things You’ll Learn In This Episode

You can’t build a stable business on someone else’s lead flow
Referral companies can shut off or reassign leads at any moment. How do you stop outsourcing lead gen and start owning every lead you create?

Your database isn’t enough; you need an audience
A list gives you names; an audience gives you influence. How does your business change when people actually look forward to your market updates?

Traditional lead gen still works

Expireds, FSBOs, circle prospecting, open houses…they’re still gold mines. How differently do they perform when every contact automatically becomes part of a long-term nurture engine?

Consistency beats cost every time
How does such a simple communication rhythm end up producing more listings than any paid referral program?

About Your Hosts

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

Not a Lead Issue: Why Agents Struggle With Follow-Up

Thu, 04 Dec 2025 02:00:00 -0600

Most of us think we’re struggling with follow-up because we aren’t consistent enough, or the leads just aren’t good enough. But in reality, the problem goes much deeper than missed calls and forgotten reminders.

The real issue is that most agents fundamentally misunderstand how long it actually takes to convert a lead, and what those follow-up conversations are supposed to feel like.

We expect one call to turn into an appointment and one appointment to turn into a deal. When that doesn’t happen, we assume the lead isn’t interested, or worse, that we’re “bothering them.”

What makes follow-up fall apart isn’t laziness, it’s uncertainty. We jump off that first call, and when it’s time to reconnect, we genuinely have no idea what to say next.

So we default to the fastest escape hatch: a cold text, a generic check-in, a “just touching base” message that signals the wrong thing, you’re following up for yourself, not to bring value to the lead.

How do we shift our mindset around follow-up? How do we take the pressure and hesitation out of lead follow-up?

In this episode, we break down the patterns behind bad follow-up, the mindset shift that makes good follow-up easy, and the small adjustments that help you stay connected to your entire pipeline.

Things You’ll Learn In This Episode

Follow-up takes more touches than most agents assume

Most clients need several conversations before anything moves forward. How do we plan for a longer decision cycle instead of expecting quick wins?

Why “just checking in” messages fall flat
Generic follow-up doesn’t create meaningful engagement. How do we make sure our touchpoints actually reflect where the client is in their process?

How to pick up the conversation where it last ended
A good follow-up feels like continuity, not a reset. What becomes easier when we reconnect around the client’s timeline, concerns, or next step?

The role of warm and older leads in your pipeline
Hot leads aren’t the only ones who convert. What opportunities show up when every stage of our database has a consistent follow-up rhythm?

About Your Host

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

The Daily Routine of Top Producers: What The Best Do Differently

Thu, 20 Nov 2025 02:00:00 -0600

Every average agent wants to know what top producers are doing differently to get their results. They’re in the same market, dealing with the same obstacles, and working with the same number of hours, yet somehow, they keep pulling ahead.

Over the years, we’ve noticed clear patterns: top producers share the same habits, and struggling agents share the same mistakes. The contrast couldn’t be clearer. Top producers don’t rely on luck or talent; they rely on discipline.

Their edge isn’t in the big things; it’s in the small, repeatable actions that make up their daily routine.

But it’s not just about structure; it’s also about boundaries. There’s a rhythm to how top producers move through their day; a structure that keeps them focused while everyone else is reacting.

What do top producers do every single day? How are they so effective with their time management?

In this episode, we’re breaking down what a real top producer’s day looks like, the routines, time blocks, and mindset shifts that separate consistency from chaos.

Things You’ll Learn

The day starts the night before
Top producers don’t wait for the morning to get organized; they close out the previous day with reflection and a plan. How do you make preparation part of your routine?
Prioritization drives everything
Top producers focus on the handful of calls and conversations that actually move the business forward. What does your version of a focused day look like?
Structure creates freedom
The best agents know exactly when their day ends, and that clarity makes them more productive. How do you use time blocking to draw the line between work and downtime?
Time blocks keep chaos out
Lead gen, follow-up, research, and even thinking time are all scheduled and protected for top producers. What time blocks could make your business feel more consistent?

Host Bio

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Where Do New Agents Find Their First Deals?

Thu, 13 Nov 2025 09:59:27 -0600

Whether you’re a brand-new agent still waiting on your first commission check or a seasoned agent trying to jumpstart a slow season, the real question is the same: where do you find a deal?

In real estate, there’s no shortage of strategies: calling expireds, launching Facebook ads, working your sphere, and hosting open houses, but not all strategies are created equal, especially when you’re just starting out.

Some methods build momentum fast, others require more skill, time, or confidence than most new agents have on day one.

The goal isn’t just to get a transaction, it’s to get that first win that proves you belong in this business.

What are some of the easiest ways to generate a deal in 60-90 days? What lead gen methods should new agents avoid until they have more experience?

In this episode, we unpack the best ways to get early traction, from tapping into buyer leads and old contacts in your brokerage’s database to simple text scripts that turn conversations into contracts.

Things You’ll Learn In This Episode

Your sphere isn’t exhausted; it’s untapped
Most agents don’t fail because people don’t trust them; they fail because they never actually reach out. What would happen if you texted every single contact in your phone this week?

Old leads are hidden gold
That “cold” or “dead” lead in the CRM might be someone else’s future closing. What deals could you unlock if you spent just three hours a day calling your database?

Buyers build momentum faster than listings
If you’re trying to get paid sooner rather than later, working buyer leads can be the quickest way to a paycheck. Why are so many agents resisting the easiest deals to close?

Avoid the toughest game too early
Expireds are powerful, but not for beginners. What traps do agents fall into when they jump into advanced lead types before building confidence?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information they need to make sound financial decisions while being sensitive to the experience they seek in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Guest Host

The Real Reasons Real Estate Agents Are Failing Right Now

Thu, 06 Nov 2025 03:00:00 -0600

When real estate agents struggle, the first thing they do is blame the market: the interest rates, the inventory, the leads. But the truth is, that’s not why agents are failing.

The truth is simpler and more uncomfortable. Most agents fail because they overcomplicate what actually works. They treat real estate like a hobby, showing up when they feel like it and wondering why their results are unpredictable. They think they are following up and nurturing leads, when all they are doing is notifying people.

What does it take to win in a slow market? How do you align your habits with the success you want?

In this episode, we break down the hard truths about why agents fail, and what separates those who last from those who leave.

Things You’ll Learn In This Episode

Overcomplication kills performance
Agents often add layers of busywork to justify their commissions. What would happen if you focused only on the actions that directly lead to appointments?

Treat it like a business, not a hobby
Most agents have no real plan or structure. How does your day change when you start thinking like an entrepreneur instead of an employee?

Structure beats hustle
Working “24/7” isn’t a badge of honor; it’s a lack of boundaries. How does consistency in your schedule create both results and freedom?

Conversations = closings
There’s still a direct correlation between the people you talk to and the deals you close. How would your year look if you built your day around that one rule?

About Your Hosts

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has received professional training from coaches such as Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

So You Want to Be a Listing Agent? Start Here

Thu, 30 Oct 2025 02:00:00 -0600

Every new agent has heard the old saying: “You have to list to last.” The industry myth is that the fastest way to big numbers is chasing listings.

But here’s the truth: being a listing agent isn’t just about getting a few signs in the yard. It’s an entirely different business model.

Buyer’s agents mostly service leads that come to them. Listing agents? They generate leads out of thin air. That’s why most people who say they want to be listing agents back off the second they realize what it takes: daily prospecting, mastering conversations, and building the confidence to win face-to-face at the kitchen table.

How do you actually become a dominant listing agent? Why do so many listing agents struggle with listings?

In this episode, we break down the real difference between buyer and listing agents. We discuss why your presentation skills may matter even more than your prospecting.

Things You’ll Learn In This Episode

Listing agent = lead generator
Being a listing agent isn’t about waiting for opportunities; it’s about creating them. How do you build your entire schedule around prospecting?
Why confidence beats scripts
Agents who fear giving a weak presentation avoid setting appointments altogether. How does mastering your presentation actually unlock more leads?
Sellers sell on logic, not emotion
Buyers dream about how a home feels. Sellers focus on data and dollars. How do you use market knowledge to justify your recommendations with hard logic?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Guest Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

$10 Million at 23: From Chasing Top Producers to Becoming One w/ Emilee Mosso

Thu, 16 Oct 2025 02:00:00 -0600

For many new agents, the top producers in the office are intimidating. Their success feels out of reach; it’s something you’ll never accomplish yourself. But for some agents, those same people are motivating. They’re proof that it can be done, and they become the standard to chase.

Emilee Mosso went from wanting to be like those agents to achieving success in her own right. And at 23, she’s done $10 million in volume, and this is just the beginning.

How did Emilee turn her goals into a reality? How did she move past some of the places that keep agents stuck?

It starts with showing up before you feel ready, asking for help instead of guessing, and treating every “no” as practice for the next “yes.”

In this episode of Level Up, the Century 21 Blackwell agent shares the mindset and approach behind her success. We also unpack how to learn from the right people, move through rejection without losing momentum, and develop the habits that make you a top producer.

In the beginning, you take the no’s personally. Now, when someone says no, I just think I’m closer to someone who will tell me yes. -Emilee Mosso

Things You’ll Learn In This Episode

Consistency compounds faster than talent
How does showing up, especially on the days you don’t feel like it, quietly build the kind of momentum that skill alone can’t?
The hidden advantage in rejection
What shifts when “no” stops meaning you failed and starts meaning you’re still moving forward?
Why agents really fear listings
Most agents stay buyers’ agents, not because they can’t handle listings, but because rejection from a seller feels personal. How do you push through that fear and build real leverage on the other side of it?
The value of proximity
How much faster can you grow when you surround yourself with people who’ve already done what you’re trying to do?

Guest Bio

Emilee Mosso is a licensed North & South Carolina real estate agent at Century 21 Blackwell. Emilee loves listening to people's needs in the real estate market to find a way to best serve them. Serving others is a passion of hers. She serves on the Spartanburg Board of Realtors Governmental Affairs Committee, the Community Service Committee as the Vice Chair, and the Public Relations Committee as the Chair. She is a founding member of South Carolina's Upstate chapter of Women's Council of Realtors. Emilee is also a member of Kiwanis International, where she serves her local Spartanburg Kiwanis club on several committees and as a board member. She is also a team holder for Alex's Lemonade Stand Foundation, a non-profit organization dedicated to fighting childhood cancer. Real estate was just a dream for Emilee at the young age of ten. When she heard her parents sharing their criteria, she quickly discovered Zillow, and a real estate fire was lit inside of her, and she has worked to make it come true. Every day, Emilee strives to help someone with the buying or selling process. In 2022, she was awarded the Quality Service Award for her dedication to her clients, as well as the "Rising Star" award. Connect with Emilee on Instagram and Facebook.

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holme,s and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Guest Host

Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest-producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

How to Become a Better Buyer’s Agent (It’s Not About Showing More Homes)

Thu, 02 Oct 2025 02:00:00 -0600

A lot of buyer’s agents think being “better” just means moving faster. Taking every late-night call, saying yes to every showing, and running themselves ragged across town. More homes, more showings, more hustle.

But hustle doesn’t equal conversion, it often equals burnout. The agents who actually win with buyers aren’t the ones sprinting around at all hours. They’re the ones who slow down, take control, and position themselves as trusted advisors.

The truth is, too many buyer’s agents play the role of door-opener. They think value comes from access, when in reality, buyers are craving authority. Without clear guidance, clients don’t feel safe. They get overwhelmed by endless options, stall out on decisions, and eventually ghost you.

Being a great buyer’s agent isn’t about being available 24/7. It’s about creating safety through authority, building trust by asking better questions, and making recommendations without being pushy.

So how do you shift from being “just another agent” to the one buyers actually listen to? How do you guide clients without making them feel like subordinates?

In this episode of Level Up, we break down exactly what separates the buyer’s agents who burn out from the ones who close deals consistently, and how you can step into that second category.

Buyer’s agents want to be the respected advisor, but they tend to act like they’re just the door opener. -Greg Harrelson

Things You’ll Learn In This Episode

Value beats volume
Being available 24/7 and running from showing to showing doesn’t make you a better agent. What happens when you focus on bringing value and expertise instead of more showings?
The power of buyer consultations
Most agents skip straight to showings, but consultations uncover motivation, timelines, and deal-breakers. How does a simple upfront conversation save you time and boost your conversion rate?
Authority without arrogance
Buyers want guidance, but they don’t want to feel bossed around. How do you step into authority while still making clients feel safe and in control?

About Your Host

Guest Hosts

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Want to Kill Objections and Move Deals Forward? Use These Market Data Points

Thu, 25 Sep 2025 02:00:00 -0600

Some agents think market data is just a bunch of MLS stats to throw into a listing presentation. Just absorption rates, days on market, and sales ratios that you check off like a box.

But it’s actually one of the most powerful persuasion tools you have. Market data shifts the conversation from opinion to fact, from convincing to guiding. It builds your confidence, gives clients a clear picture they can’t argue with, and it helps you close more deals.

The truth s, too many agents hide behind generic terms like “the market is slow” or “inventory is high.” Those phrases don’t move clients; they confuse them.

Without specifics, your advice sounds like just another opinion. And in a market where clients are bombarded with opinions from social media, friends, and Zillow alerts, opinions don’t close deals. Facts do.

How do we turn raw numbers into stories that help clients? How does that lead to more closings?

In this episode of Level Up, we show you how to use numbers to set expectations, have better conversations, overcome objections, and close more deals.

Things You’ll Learn In This Episode

Facts beat opinions every time
When you let the market data speak instead of your own opinion, clients stop arguing and start listening. What happens when you shift from convincing to simply presenting the facts?
The one number that tells the whole story
Absorption rate reveals both demand and supply in a single snapshot. How does knowing this metric instantly change the way you talk about the market?
Painting a clearer picture with specifics
Telling a seller “the market is slow” falls flat, but showing them that 90% of listings are sitting unsold hits home. What does that do to their pricing mindset?
The three-price strategy
Presenting sellers with three time-based pricing options sets expectations before the listing ever hits the market. How does this keep you from endless price-reduction battles later?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holme,s and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Guest Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

The Secret to Increasing Your Online Lead Conversion (It’s Not Your CRM)

Thu, 11 Sep 2025 02:00:00 -0600

When most agents think about increasing their online lead conversions, they picture tech: CRMs, ISAs, AI automations, and endless drip campaigns.

But the uncomfortable truth is, none of it has actually moved the industry’s conversion rate. Despite all the shiny new tools, agents are still struggling to turn leads into clients.

The real problem isn’t the lead source, or the CRM or the tech you’re not using. It’s your mindset and activity. Too many agents label leads as “bad” because the timeline is longer than they’d like. Too many make one or two attempts, then drop the lead into automation and wait. And too many assume the next CRM or campaign will be the breakthrough.

Buyers don’t want better drip emails; they just want more contacts.

How can you increase lead conversion without spending more money?

In this episode of Level Up, we unpack the counterintuitive secret to online buyer lead conversion. It’s not about better tech, and it’s not about finding the perfect lead source.

Things You’ll Learn In This Episode

“Bad leads” aren’t bad, just mistimed
Most leads labeled as bad are really just further out in their timeline. What happens when you stop dismissing long-term leads and start treating them as future clients?
Attempts beat apps every time
Conversion skyrockets when you commit to 10+ real contact attempts instead of relying on automation. How much money are you leaving on the table by stopping at two calls?
Speed to lead closes deals
73% of buyers hire the first agent they speak with. How do you build a system so you’re always the one answering first?
Real ROI comes from activity, not tech
Tech tweaks give you fractions of improvement. Human persistence gives you multiples. Why are agents chasing 0.2% bumps instead of 5x results?

About Your Host

Guest Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

What Most Real Estate Agents Get Wrong About Negotiation

Thu, 28 Aug 2025 02:00:00 -0600

When most agents think about negotiations, they picture being pushy, holding firm, and “winning” the deal.

But the problem is, being so focused on winning can actually create the ultimate loss for the client and you.

The majority of deals aren’t lost because of price. They’re lost because of poor communication between agents, between clients, and in how we present offers in the first place.

Negotiation isn’t about arm-wrestling the other side into submission. It’s about finding common ground, keeping emotions in check, and making sure every party feels heard.

Sometimes the best deal isn’t the highest offer or the lowest price, it’s the one that saves your client from bigger losses down the road.

What subtle language shifts prevent client resistance? Can delaying a decision lead to better outcomes?

In this episode of Level Up, we pull back the curtain on what kills negotiations, and the counterintuitive strategies that save deals most agents fumble.

Things You’ll Learn In This Episode

The “best deal” isn’t always the highest price
Sometimes protecting your client means selling lower or buying faster to avoid bigger losses. How do you spot when the smartest play isn’t the most obvious one?
The psychology of being heard
Clients don’t need to win every point; they just need to feel listened to. How can a simple shift in how you acknowledge their emotions keep negotiations from collapsing?
The pause button strategy
Walking away for a night can be more powerful than pushing for a yes in the moment. Why does “sleeping on it” so often turn dead deals into signed contracts?
Don’t get tunnel vision on price
Terms, timelines, and conditions often carry more weight than numbers. How do top negotiators use these levers to close deals that most agents lose?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Guest Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

3 Keys to Instant Success in This Real Estate Market

Thu, 14 Aug 2025 02:00:00 -0600

When most people seek instant success in real estate, they look for a new tool, system, or magic script.

That’s not the answer.

There are only 3 things that drive your speed, your trajectory, and ultimately, your results, and every agent has access to them.

Most agents aren’t failing because they’re lazy or unmotivated. They’re failing because they’re putting their energy in the wrong places or doing the right things inconsistently.

They confuse motion with progress, stay busy instead of productive, and spend their days reacting instead of building something predictable.

In this episode, we break down the 3 non-negotiables for building a profitable real estate business fast.

We share what really moves the needle in this market, how the industry has failed agents when it comes to training, and what to focus on instead of flashy tools or the next trendy tactic.

Things You’ll Learn In This Episode

Conversations are your product
If you’re not selling homes, what are you selling, and how does that mental shift help you generate appointments today?
The hidden power of repetitive boredom
Why do agents who follow the same routine every day outperform the talented ones who don’t?
Stop doing more, start doing what matters
What if cutting your daily to-do list in half actually helped you grow faster?
Skill is the shortcut you’ve been avoiding
How do small tweaks in your presentation, objection handling, and negotiation instantly multiply your results without adding more hours to your day?

About Your Host

Guest Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Expanding Your Comfort Zone To Grow Your Production w/ Lauren Buckler

Thu, 03 Jul 2025 02:00:00 -0600

When the market shifts in real estate, you can go from the high of your best year ever to the low of wondering if you’ll ever sell a home again.

You’re showing up, doing the work, and checking all the boxes. But during a downturn, the quick wins of a hot market disappear, and suddenly, effort doesn't equal results.

This is where most agents spiral. They panic, pause, or start changing everything.

But the real danger isn’t the market. It’s how you respond to the silence.

Because when things slow down, the most tempting (and most costly) mistake is to stop doing the very activities that used to work, just because they’re not giving you immediate ROI.

So, how do you push through a slump? How do you keep showing up when it feels like nothing is working?

In this episode, agent Lauren Buckler shares how she went from a $10M year to a brutal 8-transaction stretch, and how she rebuilt her business without changing strategies.

Your objections will always transform because that market’s always changing. You have to keep up. -Lauren Buckler

Things You’ll Learn In This Episode

The comeback equation
When your business tanks, the average agent pivots. Why is it smarter to double down on the same activities?
Stop using stale objection handlers
Our scripts have to evolve with the market. How do we make sure we’re using objection handlers that match what’s actually going on?
Cold calling isn’t a phone game
Getting over our fear of cold calls isn’t about better scripts; it’s about controlling our energy before we ever touch the dial. How do we do this?
Don’t get motivated, get bored
High-performers don’t win because they feel inspired. What actually drives them?

Guest Bio

Lauren Buckler has been a Realtor since 2020. Being of service to people has always been in her nature and is one of the reasons why she chose to become an agent. And why not for one of the most meaningful purchases of their life? Clients love her integrity, honesty, how thorough she is, and that she will go above and beyond when necessary. Lauren moved from NEPA with her husband, Adam, six years ago to make living by the beach a reality. In her spare time, she enjoys jet skiing, hiking, biking, camping and traveling. She has already been enjoying the environment and energy at the office and looks forward to taking her career to the next level. Follow Lauren on Instagram.

About Your Host

Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest-producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a lifelong student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

How to Turn Conversations Into Commission Checks w/ Matthew Ferry

Thu, 05 Jun 2025 02:00:00 -0600

If you’re failing at lead conversion, it might not be because they are unmotivated. It might not even be that the market is slow.

Your clients might be locked up because of what’s coming out of your mouth.

Many agents struggle to get sellers to adjust their price or buyers to make a decision, Chances are, you’re accidentally framing conversations in a way that creates uncertainty and resistance.

And in this market, uncertainty kills deals.

The top-producing agents aren’t talking more, they’re talking better. They start by diffusing resistance, acknowledging where clients really are, and creating calm before making their case.

They use proven language patterns to build trust, clarity, and forward momentum so clients say “yes” more often.

In a market with more agents than ever, one thing separates the agents doing more business than everyone else. Communication.

In this episode, veteran sales coach and NLP expert Matthew Ferry joins us to break down how the words you use shape your results and how to start turning conversations into commission checks.

Marketing and advertising generate leads. Human beings convert leads. -Matthew Ferry

Things You’ll Learn In This Episode

Trust vs. resistance
One word can kill a deal before it starts. How do you reframe communication for immediate rapport and reduced anxiety?
Stop chasing and start attracting
How do tie-downs and cause-and-effect language patterns shift you from a pushy salesperson to a trusted authority who gets instant agreement?
What separates a lead from a listing
How do we create cooperation through collaboration so we’re no longer convincing sellers but partnering with them?
How top producers win when others stall out
The secret to more deals isn’t contacts or a better CRM. How does mastering our inner world and outer communication get clients to say yes without hesitation?

Guest Bio

Matthew Ferry is a Master Life Coach, Productivity Expert, Best-Selling Author and Creator of The Rapid Enlightenment Process. For over 30 years, Matthew has been coaching thousands of top performers to achieve Enlightened Prosperity. His books, audios, and seminars utilize his street-tested methodology called The Rapid Enlightenment Process, a guaranteed system to achieve profound states of happiness and success in life. For over 30 years, Matthew Ferry has taught thousands of top performers to achieve Enlightened Prosperity™ through his books, masterminds, and experiential live events. Matthew is the author of Creating Sales Velocity: Awaken Your Power To Attract Sales Effortlessly and the Amazon best-selling Quiet Mind Epic Life: Escape The Status Quo & Experience Enlightened Prosperity Now. His proprietary Stress-Free Income Accelerator and Mental Journey To Millions programs assist high-conscious go-getters in living the good life without the grind. Visit https://matthewferry.com/nlp-live_.

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

The Leadership Level-Up: How to Go From 3 Agents to 25 w/ Anthwon Thomas

Thu, 29 May 2025 02:00:00 -0600

Five years ago, Anthwon Thomas had a small, scrappy real estate team of just 2 or 3 people. No leverage, just hustle, heart, and a belief that more was possible.

Fast forward to today, and that same small operation has grown into a thriving team of 20 to 25 agents. They’re not just holding steady in a tough market. They’re outpacing it.

While many agents and teams have seen production shrink by 10 to 15%, Anthwon’s team has increased its production by 47%.

So, how does that kind of transformation happen? What does it take to go from solo hustler to true team leader?

In Anthwon’s journey, there are lessons every agent and aspiring team leader can learn about what it means to level up. Because it’s not just about adding agents, it’s about building a culture where people can thrive.

It’s about systems, standards, and structure. It’s about showing up not just as a top producer, but as a coach, a guide, and an example.

In this episode, Anthwon opens up about the mindset shifts, leadership challenges, and personal growth it took to go from agent to owner.

In our market, sales have been dropping 10-15% year-over-year. Since 2022, we have increased our production by 47%. -Anthwon Thomas

Things You’ll Learn In This Episode

The how but not the will
Great team environments provide all the tools an agent needs to thrive, but not the will. How do you know that an agent has what it takes?
How to grow in a shrinking market
In a market where sales are dropping by 10-15% year-over-year, how has Anthwon’s team increased production by 47%?
How to fail forward
Team leaders often fall into the trap of stepping out of production too fast. How did Anthwon turn that breakdown into a business breakthrough?

Guest Bio

Anthwon Thomas is the Founder of Silver Lining Real Estate Group. After watching his mother run a successful business by providing great customer service, Anthwon knew he wanted to do the same. After finding his passion in Real Estate over 9 years ago, he quickly realized there was a great lack of customer service in the industry. To continue to provide the type of high-level customer service he wanted to give, he needed to build a team. Thus, Silver Lining Real Estate Group was born! Since 2015, Silver Lining has helped over 800 families across Indiana. Follow @anthwonthomas on Instagram.

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

The Market vs. Your Market: How to Win Regardless of Conditions

Thu, 15 May 2025 02:00:00 -0600

Every real estate agent operates under two different markets: the market and your market.

The problem is, most agents are focused on the market and allow their results to be dictated by external factors.

The market is interest rates, inventory levels, total homes sold, inflation, and tariffs.Your market is your listings, your pendings, your days on market, your client pipeline, your lead conversions.

Here’s the good news: You control your market no matter how bad the market is.

It’s important to stay informed about what’s happening out there, but the agents who consistently perform don’t let the market determine their success.

They focus on creating a market within the market, a market of sellable homes, well-positioned listings, and daily actions that drive results.

You don’t have to be a victim of the market. You can control your results, by controlling your actions.

It doesn’t matter how many homes sell in your zip code this month. What matters is how many of your homes sell. And that comes down to three things: your attitude, your approach, and your expectations.

How do we stop letting our businesses rise and fall with the market? How do we change our approach to win in any market?

In this episode, we talk about how to separate the market from your market, and how to outperform whatever’s going on in the market.

Things You’ll Learn In This Episode

The market vs. your market
Agents blame the market when things aren’t going well, and take credit in a good market. How do we learn to take ownership in any market?
You’re not the market, you’re the messenger
Most expired overpriced listings aren’t the seller’s fault. It’s the agent who failed to inform the seller properly. How should we approach expired listings to set the seller up for success?
Mindshare + momentum = market share
In this market, we have to build market share through consistent communication. Why get discouraged when a lead doesn’t convert right away?

Text ‘FUTURE’ to 843625864 to get our free text message and script document.

About Your Hosts

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

How to Get a 100% Increase in Buyer Lead Conversion

Thu, 20 Feb 2025 02:00:00 -0600

Ask most real estate agents what roadblocks are keeping buyers from moving forward, they’ll say interest rates, inventory and a lack of true motivation. If you ask the buyers what’s holding them back, you’ll hear a completely different story.

It has less to do with what’s actually going on in the market, and more to do with what the agent isn’t doing. Many buyers are just moving through the funnel, and they just need an agent to guide them towards actually getting into a home.

Agents aren’t asking the right questions, getting past the smoke screens, building rapport and being strategic about next steps. We’re not truly listening to the lead so we can find out what they need to move forward.

The result? A low buyer lead conversion rate and less revenue. How do we fix this? How do we see past objections about interest rates? In this episode, we talk about what you need to do to increase your buyer lead conversion.

About Your Hosts

Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

How to Have Real Estate Conversations NOT Interrogations

Thu, 30 Jan 2025 02:00:00 -0600

Selling isn’t telling - it’s asking questions….We’ve all heard this before.

But how do you deliver really good questions without creating more resistance in the lead? Because let’s be honest: asking a lot of questions has its downsides if we’re not strategic about it.

What’s meant to be a productive conversation can easily turn into an interrogation that puts the prospect off. Rapport defeats sales resistance, so if we want to get better results, we have to change how we’re asking questions.

Why do we have to stop peppering people with non-stop questions? How do we shift from interrogations into conversations?

In today's episode, I share the exact framework we use to have conversations that are conducive to building rapport, and how to overcome the natural sales resistance every consumer has.

About Your Hosts

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Why So Many Real Estate Agents FAIL in Their First 2 Years

Thu, 16 Jan 2025 02:00:00 -0600

In real estate, 80% of newly licensed agents fail out in the first 2-4 years - but this doesn’t need to be the case.

The first 2 years in real estate can be tough, but that doesn’t mean you can’t succeed. In fact, plenty of brand new agents are able to start selling homes in their first 90 days in the business. The high failure rate often has nothing to do with the agent themselves, and more to do with the environments they choose.

How do you choose a brokerage that sets you up for success? What tools does an agent need to start closing deals quickly?

In this episode, I share 3 main reasons why agents fail out in 2 years and how to prevent this.

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Starting A Real Estate Career With NO Experience

Thu, 09 Jan 2025 02:00:00 -0600

Starting out in real estate can feel overwhelming and daunting. There’s so much you need to know. Taking the classes, passing the test, choosing the right brokerage and getting your first listing. These are all things you need to do to start earning money in this business.

But with the right steps you can jumpstart a successful career, and even get your first commission quickly. If you get the right support and mentorship and become more familiar with the market, success isn’t just possible, it can be inevitable.

How do you set yourself up for success from day one? In this episode, I talk about how to start your real estate career the right way.

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

The Proven Formula for Becoming a Mega Listing Agent

Thu, 02 Jan 2025 02:00:00 -0600

Whether you’re brand new to real estate or you’re an experienced agent looking to do more deals, there’s only one way to grow your listing business.

Even the most successful mega listing agents had to follow the same formula in order to increase their transactions. If we commit to doing the right things consistently, the results we want will show up.

Most agents don’t work the process or they don’t follow the process long enough, so when they don’t get the results, they think something is wrong with the process.

If we want a booming listing business, we have to get really comfortable with making calls, having conversations, and getting enough reps in to become experts. That also requires us to deal with the rejection, failure and frustration that comes with getting good at this job.

What do we need to do everyday to become a mega listing agent? How do we increase our conversion? In this episode, we talk about the process of becoming a top producing agent.

If you haven’t connected the dots between what you do everyday and what brings you what you want, you’re not going to be committed to it. -Brendon Payne

Things You’ll Learn In This Episode

Follow the process and the results will show up
Most real estate agents are so focused on the final outcome - more listings - but why do we have to focus more on the process?
The power of the clock-in-clock out mentality
Average agents think having set working hours is restrictive but does it actually give us the freedom that leads to success?
They don’t know you
Mega listing agents have had thousands of challenging conversations and faced rejection over and over again. How do you stop taking that personally and use it to build your skill and confidence?

About Your Hosts

Brendon has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

How to Stop Using Scripts and Start Having Conversations

Thu, 26 Dec 2024 02:00:00 -0600

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

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If you've been using the same old scripts and they haven’t been converting, it might be time to throw them out.

Because here’s the truth: scripts have never been the answer to productive conversations in the real estate industry. The answer has always been conversations.

Actors have to follow a script to create a scene, but that doesn’t work for real estate agents.

If you’re more focused on getting the exact script right, you can easily miss out on a conversation that actually leads to a close.

A canned script doesn’t prepare us for the real conversations we’ll have with consumers. Instead, we have to internalize the script so it becomes a natural part of how we communicate, and that will make us more effective.

How do we make the transition from being scripted to actually having conversations? In this episode, I talk about the danger of focusing on scripts and what to do instead.

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

The Ultimate Agent: 13 Essential Real Estate Skills You Need to Win in Any Market Part 2

Thu, 19 Dec 2024 02:00:00 -0600

There are two kinds of real estate agents.

The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market.

While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times.

These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. In this market, there’s no winning without having the best listing presentation possible, curating our online presence carefully, exceptional negotiation, and rapid response to leads.

How do you perfect your presentation skill? How do you become a better negotiator? In this episode, we’re continuing with our list of essential skills an agent needs to have to succeed regardless of market conditions.

Most listings are lost before you even walk in the door. You have to know up front what you’re walking into - no surprises. -Abe Safa

Things You’ll Learn In This Episode

Know everything before you walk in the door
Agents think the listing presentation starts at the kitchen table, but it actually starts at the front door. What mistakes make you lose the listing right from the start?
Become the ultimate buyer converter
Winning buyers is about rapid response and narrowing the gaps between contacts. How do we implement this?
Curate your online footprint carefully
Everyone’s Googling real estate agents before they even call them. How do you make sure your online presence leads to more listings?

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

The Ultimate Agent: 13 Essential Real Estate Skills You Need to Win in Any Market Part 1

Thu, 12 Dec 2024 02:00:00 -0600

There are two kinds of real estate agents.

The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market.

While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times.

These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. They are faithful to strategies and tactics they deploy daily - like clockwork.

What skills separate an average agent from the market-proof real estate rockstars? How do you build a business that stays consistent, no matter what? In this episode, we’re sharing the essential skills an agent needs to have to succeed regardless of market conditions.

An ultimate agent has a business that’s predictable, duplicatable and sustainable. -Greg Harrelson

Things You’ll Learn In This Episode

Routine by design vs. routine by default
Not having a routine is a routine….one that doesn’t lead to the results you want. How do top agents design their days for success?
More contacts, more conversations, more closings
Lead gen, follow up and adding value to your database are the lifeblood of a successful real estate business. How do we make sure we’re getting the most ROI from these pillars?
Master the market
The average agent doesn’t know much about the market beyond the surface level information everyone knows. How do you differentiate yourself by knowing more?

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

How to Jump Start Your Listing-Based Business - Part 2

Thu, 05 Dec 2024 02:00:00 -0600

When it comes to building a solid listing-based business, most agents want to quickly get into expired and canceled listings. Here’s the problem: they go after these leads before they’ve built up the confidence and skills they need. This leads to mediocre results, a loss of confidence, and less income.

Instead of taking this approach, we coach our agents on a step-by-step process to build up to expired and canceled listings by starting with other lead types first. The conversational skills needed to convert expired listings can’t be built up overnight.

The best agents got really good at the foundational skills before they went after the most competitive and challenging leads. If you want to be a successful listing agent, you can’t skip this vital step.

What lead pillars should we start with in order to gain the skills we need? In part two of our listings webinar, Abe Safa and I talk about how to build up to the highest quality listing leads.

Things You’ll Learn In This Episode

Don’t overlook FRBOs
There are so many lead pillars that have less competition than expireds. How do we get easy access to these higher quality leads?
One lead pillar at a time
The closer a lead is to the transaction, the more advanced the skills we need to have. How do we gain the skills we need for higher level leads?
The key to being a successful listing business
Once we’ve built the skills to go after expired and canceled listings, how do we get the most out of this lead source?

About Your Host

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

How to Jump Start Your Listing-Based Business - Part 1

Wed, 27 Nov 2024 02:00:00 -0600

Any real estate agent can become a listing machine in a very short space of time. Even if you’re new to the business, if you’ve been working with buyers your whole career, or you just want to multiply your listing inventory.

If you put the right pieces in place, you can build a solid listing-based business that can withstand all market conditions. The challenge is: a lot of what agents are taught to get more listings actually works against that goal.

We’ve coached hundreds of agents on a different strategy, and it works every single time.

Why do we have to master the listing presentation before we generate a single lead? Are lead gen companies actually making it harder to build a successful listing-based business?

In this episode, Abe Safa joins me for the first of a two-part webinar where we share a step-by-step process for building a strong listing-based business.

Things You’ll Learn In This Episode

Why seasoned agents struggle more than newbies
Experienced agents often plateau because they get complacent. How do you refocus on the fundamentals if you’ve faltered?
Master the listing presentation first
Most coaches and leaders teach agents to focus on everything but the listing presentation first, why do we coach our agents to start with it?
Double down on prospecting
Lead companies want you to focus less on generating leads yourself and more on depending on them. How does this put your profits at risk?
An unproductive metric
Dial attempts don’t matter as much as actual conversations, so what metric should guide our prospecting?

About Your Host

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

How To Get MORE Listings NOW

Thu, 21 Nov 2024 02:00:00 -0600

In today’s real estate market, many agents are asking the same question: how do I get more leads, listings and increase my production?

Well, there are a lot of different ways to generate more listings right now. But before you dive into a strategy, you have to make sure it works for you, and that it’s a method you can do day in and day out.

Because here’s the thing: most activities, done consistently will work and even the best strategies done inconsistently won’t yield a result.

There are 3 conditions that need to be present if you want to build up your listing inventory. How do we set ourselves up for success? What is the difference between an active strategy and a passive one? In this episode, I talk about the 3 “magic pills” that will get you more listings right now.

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

What Real Estate Agents Get Wrong About Accountability

Thu, 14 Nov 2024 02:00:00 -0600

Every day in real estate is a battle against distractions, shiny objects and unproductive activities. Accountability is one of the most powerful ways to combat these things and stay on the path of activities that lead to success.

The problem is: a lot of people don’t understand what accountability is. They think it’s a form of micromanaging or policing your activities. Accountability is really just about providing the support that keeps you consistent so you achieve what you set out to do.

How do I help my agents with accountability? How does accountability make achieving our goals easier? In this episode, I talk about the point most people miss when it comes to accountability.

About Your Host

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Want More Seller Leads From Online Ads? Here's How to Get Them

Thu, 07 Nov 2024 02:00:00 -0600

When interest rates rise, inventory wanes and working with buyers gets harder, real estate agents flock to listings. There are so many ways to generate seller leads, from direct mail to calling expireds, but those methods aren’t for everyone.

The most effective way for any agent to get leads would have to be online - ads in particular. But in order for this to work, there are some things we have to avoid.

For ages, we’ve been told that speed to lead is the way to go, but when it comes to online lead ads, this might actually put off potential clients. What’s the best way to contact these leads? What should we say to them? In this episode, I share how to increase the conversion of your online seller leads.

About Your Host

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

How to Convert More Buyer Leads Without Spending More Money

Thu, 17 Oct 2024 02:00:00 -0600

When it comes to online buyer leads, generating a list of potential clients is the easy part. There is no shortage of lead sources and platforms that collect names. The hard part is converting those leads.

Between bad or incomplete information and low response rates, there are many factors that can tank the success of our efforts.

Now we might not be able to control everything, but plenty of agents are doing very well with online leads by making a few simple tweaks to their process. Can making more contact attempts lead to higher ROI? Why is speed-to-lead so critical? In this episode, I share simple hacks to get more out of your online leads.

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

How to Increase Your Lead Conversion (Without Learning a New Skill)

Thu, 10 Oct 2024 02:00:00 -0600

If you asked real estate agents what they spend the most money on, lead generation would be at the top of the list. The only problem is, when the conversion of those leads is low, it tanks our ROI and in turn, our profitability.

When agents struggle with conversion, they tend to blame the lack of return on the quality of the lead.

But my experience with different lead sources and platforms proves that this isn’t true. After evaluating tens of thousands of leads across different sources, this is what I’ve found.

The most impactful ratio to the conversion of a lead is the agent’s activity.

What can we do to increase our conversion and get a higher ROI? In this episode, I talk about 3 metrics that will transform your lead conversion efforts.

Things You’ll Learn In This Episode

The truth about “bad lead sources”
Real estate agents love to blame low conversion on the lead source. What actually drives our success in lead generation?
3 metrics that will transform your lead conversion
Lead conversion isn’t just one ratio - it’s made up of 3 metrics we need to pay attention to. How can we boost our conversion through the capture-to-contact, contact-to-appointment and appointment-to-written contract ratios?
What hurts your conversion the most
When a lead source is bad, it’s usually because of our activity (or lack thereof). What action will immediately increase our conversion?

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Online Lead Conversion Just Got a Lot Harder For Real Estate Agents w/ Abe Safa

Thu, 03 Oct 2024 02:00:00 -0600

If you’re in the online lead gen game, you’ll notice that it’s gotten a lot harder lately.

It doesn’t matter what platform you’re using - deliverability has plummeted, open rates and replies have decreased, and more consumers are sending the dreaded opt-out message. As a result, the conversion ratio from online capture to connection has dropped drastically and the price-per-lead is going to skyrocket.

With all our communications getting filtered more heavily, sending one-size-fits-all email blasts just won’t cut it. We have to make sure we’re sending valuable content.

Could automation be killing our lead conversion? How do we escape the opt-out message?

In this episode, my friend and business partner, Abe Safa returns to talk about how to deal with the lead conversion challenges we’re all facing.

Ease off of automation. The first attempt to reach someone can’t be automated. -Abe Safa

Things You’ll Learn In This Episode

Ease off the automation
Adding automation to our lead gen efforts makes us more efficient, but could that be harming our conversion?
Spam texting isn’t lead generation
For a really long time, we got away with sending one-size-fits-all content blasts instead of authentic, valuable content. How do we get back to quality over quantity?
How to stop the STOP messages
We’re less likely to be on the other end of an opt-out if we’re an added contact. How do we ask them to save our number?

Guest Bio

Abe Safa is a real estate coach, top agent at Century 21 The Harrelson Group and partner in Real Estate Solutions. He grew up in New York and moved to the Myrtle Beach area to attend Coastal Carolina in 1988. Since graduating in 1991, he's lived there and has owned several successful retail stores. Abe started working at age 13, and has been selling or running businesses for over 34 years. He went from being a new licensee, to having over 100 transactions per year. His business background and experience in negotiating and marketing, combined with his unique and precise analytical skills, leaves no doubt that he is a valuable resource. Abe loves to challenge himself and believes that life is all about growing and improving yourself and your community. To learn more, head to https://realestatesalessolutions.com/.

About Your Host

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

This Negotiation Hack Will Get More Buyer Offers Accepted

Thu, 26 Sep 2024 02:00:00 -0600

In today’s real estate market, many deals are being held up by listing agents who are scared to lose their clients. They know the price the seller is asking is too high, but they can’t tell them because they might get fired.

As the buyer’s agent, you can use this to your advantage, move the deal forward, and negotiate a lower price. The best part: the listing agent will love you because you’re saying what they’re too afraid to tell their seller.

Instead of letting deals hang in the balance, you can influence the listing agent and communicate the reality of the market to sellers.

In this episode, I share a negotiation hack that will help you get more deals across the finish line.

"A good real estate agent can communicate with the seller and give them the reality of where the market is, while remaining in rapport and maintaining trust." -Greg Harrelson

Things You’ll Learn In This Episode

The market is changing
Inventory is the highest it’s been in 12 months and we’re getting closer to a neutral market. How do we prepare for this?
Be the messenger of the market
Listing agents aren’t having the important conversations with their clients because they are afraid to get fired. How do we get around this?
Think like the listing agent
In this current market, what’s on the mind of listing agents and how can we help them?

About Your Host

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

NAR Settlement Negotiation: What’s Changed and What’s Still the Same?

Thu, 19 Sep 2024 02:00:00 -0600

In the aftermath of the NAR settlement, a lot of agents are panicking about and struggling with one area of the transaction: negotiation.

There are a lot of agents who are worried that these new rules of compensation could be the reason the deal doesn’t work out. Reality isn’t that dramatic. We’ve dealt with deals falling apart over money before, and it’s not the end of the world. If we were able to negotiate our way through that before the settlement, we can do that now.

In today’s episode, I delve into essential post-NAR negotiation strategies that can help you maximize success after closing the deal.

When the buyer and seller don’t come to terms, you walk away and find another property. That was true before, and it still holds true after the NAR settlement. -Greg Harrelson

Things You’ll Learn In This Episode

-The truth about the compensation conversation

Many agents are afraid of being the reason the deal doesn’t work out. Is this fear warranted?

-Don’t let emotion steer you wrong in the negotiation

The settlement has changed a few things about how we do business, but is some of the panic unnecessary?

-Keep calm and lead the market by example

Are some of the agent reactions being driven by ego and ignorance? How do we make them see reason?

About Your Host

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

The Truth About Your "Dead and Unresponsive" Online Leads

Thu, 12 Sep 2024 02:00:00 -0600

When it comes to online leads, everyone’s got an opinion, and most of them aren’t good. Many agents will tell you that online leads are dead - that they aren’t responsive or engaged, so what’s the point?

Well, here’s the truth about those so-called dead leads - they are just dead to you. Those so called disengaged and unresponsive leads do respond…just not to you.

There’s no such thing as a completely new lead. Every single lead is someone else’s old lead, and your old, neglected leads are going to be someone else’s new lead.

This means we’re quitting on leads too early, and that we need to get better at staying in touch and nurturing those people.

What are some of the other realities of online leads agents miss? In this episode, I share my thoughts on leads, based on generating 400,000 in my own business.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Mastering Online Buyer Lead Conversion: How to Increase Your ROI

Thu, 05 Sep 2024 02:00:00 -0600

In today's dynamic real estate landscape, the power of converting online buyer leads can’t be underestimated. The internet is one of the easiest ways to generate leads today, but that doesn’t mean it doesn’t come without its challenges.

From incomplete and false contact details to unresponsive leads, so many factors can hamper the success of our online lead gen. The good news is, there are ways we can improve our results, and it’s all in our control!

In today’s episode, I share 3 things you can control that will increase your online lead gen ROI.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

The Ultimate Guide to Real Estate Commissions

Thu, 29 Aug 2024 02:00:00 -0600

If you double your appointments, you’ll double your income and double your commissions. -Greg Harrelson

Whether you're a seasoned agent or just starting in the business, anyone in real estate can benefit from increasing their commission revenue.

You don’t have to wait till a new year, you can double your income in just 90 days. Putting more deals under contract is easy if you take the right actions.

How do you take your real estate career to the next level?

In this episode, I share 2 things you could be doing to increase your commission income quickly.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

3 Tips That Will Turn You Into a Listing Machine

Tue, 27 Aug 2024 02:00:00 -0600

In order to be a listing machine, you need to have the endurance to do the activities every single day. -Greg Harrelson

If you’re struggling to generate a lot of listings, you might think there just aren’t enough of them in this market. That’s not true. All over the country, there are real agents who are generating tens of listings every single month - agents just like you. What’s their secret?

Well, these agents aren’t doing anything special - there are 3 things they do every single day. If you want to find more listings, you can—you just need to take the necessary steps.

What actions will make you a listing machine in any market? In this episode, I’m sharing three steps you can take to become a listing machine.

Ignore the Clickbait: The Truth About the Settlement and Buyers Agents

Thu, 22 Aug 2024 01:00:00 -0600

Ever since the NAR settlement happened, real estate agents can’t stop talking about and even panicking about it. So many people think buyer’s agents and their ability to earn money is in jeopardy.

I don’t think reality is quite so bleak. The fact of the matter is, a lot of the social media hype is nothing more than clickbait, designed to make you fearful, lose focus and ultimately lose money.

How do we cut through the noise and dive into the facts to understand what these changes really mean for the industry?

In this episode, I share a unique perspective and explore whether buyer's agents are truly in jeopardy.

What's Next for Buyer’s Agents?

Tue, 20 Aug 2024 01:00:00 -0600

The NAR settlement has a lot of people worried about the future, and what it means for the jobs and even the existence of buyer’s agents. The truth is, we are where we are and we can’t change that.

Instead of focusing on the chatter, and getting sucked into the vortex of negativity, we need to ignore the noise, remain productive and focus on value.

Here’s the thing: people don’t mind compensating others when value is delivered. If you focus on your value proposition and communicate effectively, we can grow through the chaos.

How do we move past the NAR settlement drama and focus on solutions? In this episode, I offer advice on effective communication with clients, the importance of conveying your value, and navigating changes in the commission landscape.

Elevate Your Real Estate Game with These Proven Strategies

Thu, 15 Aug 2024 01:00:00 -0600

The secret to building an extraordinary real estate business isn’t as complicated as so many people make it out to be. In fact, the most successful agents keep things really simple.

The secret is all about following a routine that lets you take advantage of your momentum. Instead of trying to execute on difficult things, there are 9 simple things that will lead to massive success in this business.

How do you build a daily routine that makes success inevitable?

In this episode, I talk about how to build an extraordinary real estate business in the most simple way.

Focus Forward: Simple Strategies for Real Estate Success in This Shifting Market

Tue, 13 Aug 2024 01:00:00 -0600

If you’re worried about the real estate market changing, I have bad news. The change has already happened. No matter where you are, there’s no doubt that the market has softened.

There’s less properties on the market, less buyers, higher interest rates, more people sitting on the fence and ultimately, less sales.

Navigating the ever-changing real estate landscape requires adaptability and strategic thinking. How do you put your focus forward instead of looking back to the market we had before? From prioritizing lead generation to engaging in coaching, how do you survive and even thrive in the current real estate environment?

In this episode, I share practical tips on how to thrive in today's dynamic market.

Stay Ahead of the Curve: 3 Strategies for Unstoppable Momentum

Thu, 08 Aug 2024 01:00:00 -0600

In real estate, it’s really easy to start the year with motivation and drive. The challenge is maintaining the momentum and keeping your foot on the gas pedal when the going gets rough.

With everything going on in the market, interest rates and the NAR settlement, it often feels like you’re up against a headwind. We have to put systems in place to make sure we keep generating leads and listings. How do we keep achieving our goals in challenging markets?

In this episode, I outline 3 powerful strategies that can make all the difference in building a successful year.

Boost Your Daily Productivity With These Morning Hacks

Tue, 06 Aug 2024 01:00:00 -0600

Many real estate agents start the day with the intention to get a lot done. Unfortunately, they still find themselves with a ton of tasks to do by the end of the day. From lead generation and follow up, there are things we need to do to ensure our success.

Getting more production out of our day isn’t difficult - it’s all about doing a few critical things before noon.

How do we set clear intentions and actually follow through on them? How do we focus on the most productive tasks? Why do productive days start with a great morning?

In this episode, I share 3 strategies that will allow you to master your mornings and make your day more productive.

Listing Appointments: 3 Things You Need To Understand To Get More

Thu, 01 Aug 2024 01:00:00 -0600

The future of the real estate industry is in flux right now. Due to recent lawsuits, the buyer side of transactions has an uncertain future. That means listing appointments are more important than ever.

Listings are the easiest way to secure your future in the industry. In order to get more listing appointments, there are 3 things we have to know about the conversations we’ll be having.

What are smoke screens, objections and conditions? How do they play into your lead generation? In this episode, I share how to have more success at winning listing appointments.

Win the Real Estate Data-Race: How To Dominate Your Community

Tue, 30 Jul 2024 01:00:00 -0600

There’s a race going on in the industry right now - the race to build an engaged database. The agents with the biggest and most engaged databases will be able to dominate their local markets and gain 20% of the market share in just 12 months.

This isn’t about building a database for the sake of having thousands of names saved. It’s about building a database that will drive more business.

What does it take to create an engaged database?

In this episode, I talk about the secret to community domination - weaponizing your database and winning the data race.

You Already Exist Online: Here's How to Maximize Your Presence

Thu, 25 Jul 2024 01:00:00 -0600

Whether we like it or not, we all exist online. The problem with most real estate agents is, when you Google them, all you find are incomplete profiles. This is what the consumer sees when they search for you, and it might make them question if you’re even still in the business.

How do we make sure our online presence doesn’t work against us? In this episode, I talk about the importance of completing your profiles on platforms like Zillow and Realtor.com.

I’ll share simple steps to enhance your online visibility and how it can attract more clients and boost your business.

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

How A New Agent Sold 3 Listings in 5 Days

Tue, 23 Jul 2024 03:12:11 -0600

In this market, selling 3 listings in just 5 days seems highly unlikely, but that’s exactly what one of my agents did.

And he’s only been licensed for 5 months!

When it comes to getting and closing more listings, you really don’t have to figure out how to do it. It’s already been figured out - all you need to do is commit to the process and do it consistently.

What are the things this agent did to close more listings in a week than other agents close in 3 months? In this episode, I share what it takes to close more listings in this market.

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Looking for a Listing? Do These 3 Things Now

Thu, 18 Jul 2024 01:00:00 -0600

Most agents are doing 90% of their business with buyers, but with all the changes coming from the NAR settlement, it might be time to pivot to doing more listings.

Landing a listing quickly isn’t as hard as some agents think it is. If you know where to look and what to do, you can get a listing a lot sooner than you thought. What are 3 easy sources of listings? How do you convert them into listings?

In this episode, I share how to find more listings, specifically through sellers.

The NAR Settlement's Impact and How you SHOULD be Thinking About It

Tue, 09 Jul 2024 01:00:00 -0600

The NAR settlement is all anyone can talk about in real estate lately. The problem is most of the conversation is based in fear, scarcity and a gloom and doom mentality. Agents actually have the opportunity to come out of this change better and stronger, but that depends on where you put your focus.

Instead of complaining and panicking, we could be using the settlement to give our clients a better service.

What should we be thinking about when it comes to settlement? How do we set ourselves up for success? In this episode, I talk about how to be solution-oriented in the wake of the NAR settlement.

Proven Strategies Strategies For Setting More Real Estate Appointments

Fri, 05 Jul 2024 02:00:00 -0600

The key to taking more listings is setting more appointments. The biggest barrier to getting to the appointment is the first no you’ll get from a seller.

That first no is nothing more than a smoke screen that you have to get past. What strategies can we use to get past the smoke screen and interrupt a pattern of negativity?

In this episode I share simple ways to redirect a rejection and turn it into an appointment.

Unlocking Opportunities: Why 'No' Isn't the End in Real Estate

Fri, 05 Jul 2024 01:00:00 -0600

In the competitive world of real estate, hearing a "no" can feel like hitting a dead end. It can leave us feeling like it’s not worth making the ask again.

But the truth is, "no" doesn't always mean never? Very often a “no” means “not now” or it’s just a smoke screen that’s a lot easier to overcome than you think.

How do you turn rejection into an opportunity? By reframing our mindset and persisting with meaningful dialogue. In this episode, I share practical strategies to boost your success in real estate sales, especially when you get a “no.”

5 Ways To Increase Your Database Engagement

Thu, 27 Jun 2024 13:33:22 -0600

Working your database is a surefire way to generate a ton of business without bringing in any new leads. But in order to convert your contacts into clients or referrals, you have to have an engaged database.

You have to turn the names and email addresses you’ve collected into a true audience that reads and responses to your content. Here’s the simple secret: the more valuable our content is, the more engaged our database will be. That in turn, makes it so much easier to get responses to our offerings.

What kind of content should we be putting in front of our database? How do we make database engagement as much of a habit as lead generation? In this video, I share 5 simple ways to get more engagement out of your database.

End every communication with a soft offering to help someone. If you give people valuable content, they will be okay with you asking to do business with them. -Greg Harrelson

Three Things You’ll Learn In This Episode

-Don’t be shy to make the ask

As salespeople, it’s critical to put our offerings in front of people. If we’re contacting them regularly, how do we make a passive offer instead of an aggressive, direct one?

-The power of an engaged database

There’s a big difference between a collection of contacts and an actual engaged database. How do we turn a stranger into a source of business?

-The art of drip campaigns

If you contact your database too much, you’ll get more opt-outs. If you contact them too little, they’ll forget about you. What’s the sweet spot?

Why Agents are Taking Less Listings (It’s Not an Inventory Issue)

Thu, 06 Jun 2024 01:00:00 -0600

Across the country, real estate markets have been split into two distinct groups. The few agents taking all the things, and the many who aren’t taking any listings at all.

People might think it has to do with the market itself, but this has nothing to do with how many listings are on the MLS. Whether inventory is high or low, the same thing is happening. Top producers continue to dominate while everyone else struggles.

This has everything to do with the activities of agents, and big areas of weakness in their approach.

What are the big mistakes agents are making? How do you refocus on what actually drives more listings? In this episode, I share 5 reasons why listing counts have gone down, and why it has nothing to do with the actual market.

Most of the new shiny objects that are promised to build your business are the very reasons why your business is going down. -Greg Harrelson

Three Things You’ll Learn In This Episode

-Less branding, more production

There are so many things competing for our attention and taking away from what actually moves the needle. Where should our focus be if we want to keep closing deals?

-The danger of over-delegating

Our industry is obsessed with leverage, and with good reason - it makes us more efficient. But could we be losing deals because we’ve delegated too many things?

-Why internet lead gen isn’t working

Real estate agents are constantly buying online leads and they get disappointed when they don’t convert. Are the leads the problem or is it our lack of follow up?

More Leads = Less Business: How to Raise Your Lead Gen Game w/Preston Guyton

Thu, 04 Apr 2024 01:00:00 -0600

Most real estate agents don’t want to hear this but, an abundance of leads does not equate to business growth. In fact, too many leads could be the reason for a decline in deals.

Getting a truckload of leads sounds great, but if they're not turning into real business, what's the point?

Collecting leads like they're going out of style isn't doing us any favors if they just sit there. If you ever feel like you're swimming in a sea of leads but you’re still thirsty for actual sales, our guest will tell you why that’s happening. Entrepreneur, Preston Guy has cracked the code on turning those endless leads into real, profitable deals.

What’s the secret sauce to making leads actually work for you? How do you keep up with technology without losing that personal touch that seals the deal?

In this eye-opening episode, founder of EZ Home Search and Digital Maverick, Preston Guyton’s here to shake up the usual “more is better” mindset and show us there's a smarter way to work leads.

If you’re giving an agent too many leads, they get confused on what they should do. -Preston Guyton

Three Things You’ll Learn In This Episode

-More Leads Don't Always Mean More Business

How can agents focus on quality over quantity to enhance their conversion rates? Is there a magic number of leads that’s just right?

-When Tech Meets Touch

How do you blend cool tech with warm conversations?

-Give Older Leads a Second Chance

Why should "old" leads get more love and how can you turn them into your next big win?

Guest Bio

Preston Guyton has carved out a stellar 20-year career in real estate, dedicating his expertise to guiding teams and businesses toward their sales and growth ambitions through targeted consulting, coaching, and networking. Guyton's mission centers on empowering real estate professionals to unlock their full potential and achieve their goals. He is deeply passionate about harnessing technology, systems, and community engagement to bring about innovation, efficiency, and value in the real estate sector. Always keen to expand his knowledge, Guyton values the opportunity to exchange insights and collaborate with fellow industry leaders and experts.

Check out Preston's game-changing strategies at Digital Maverick (https://digitalmaverick.com) and Easy Home Search (https://easyhomesearch.com).

Follow Preston on Facebook and Instagram for no-nonsense advice and tips that hit home.

Building Your Value in the Eyes of the Buyer

Thu, 07 Mar 2024 01:00:00 -0600

The lawsuits, litigation and legal concerns on the buyer side prove two things about our industry. The landscape for buyer’s agents is shifting, and unlike the listings side, agents in that space are heavily misunderstood.

That doesn’t mean agents who work buyers are obsolete, you just have to differentiate yourself by proving the value you bring to the table.

How do we demonstrate our value? What do buyers care about? In this episode, I share strategies to showcase your value, and how to preserve and increase the buyer side of your business.

Buyers agents are important but they are misunderstood. -Greg Harrelson

Three Things You’ll Learn In This Episode

-Misunderstood but necessary

There’s a concern that buyer’s agents’ days are numbered, is that true?

-Bringing certainty to the transaction

How can we help buyers cut through the confusion?

-Simplify and save time

How do we shift how we communicate with buyers?

Scripts And Dialogues: Why Yours Aren‘t Getting You The Results You Want (REPLAY)

Thu, 15 Feb 2024 01:00:00 -0600

While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldn’t be further from the truth. As a matter of fact, by thinking of them as one and the same, we could actually be doing ourselves a grave disservice.

So, what is the chief difference between the two, then?

Is one more likely than the other to get us better results with leads? Could focusing too much on one or the other be the reason we’re yet to see the results we’re aiming for?

In this episode, we’re talking scripts and dialogue and unpacking the reason why they’re just not working for some.

"Scripts are 1 or 2 sentences that you know work every time to help you enter into a dialogue, and 1 or 2 that help you exit the conversation, but they’re not the magic in-between." -Greg Harrelson

Three Things You’ll Learn In This Episode

-Why dialogue in today’s market is more important than ever before

What are the pitfalls of scripts in a hot market, and why should we be paying more attention to dialogue, instead?

-When scripts are helpful

There’s a time and a place for scripts, so what is it?

-The hallmark of true dialogue

What does effective dialogue actually look like, and is there a quick fix to getting better at it?

Eliminate Call Reluctance: The Top Producer Secret Sauce For Generating (REPLAY)

Thu, 01 Feb 2024 01:00:00 -0600

When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable.

The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now.

So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over the long term without coming across as sleazy salespeople?

In this episode, we’re talking how to monetize a rejection and build a phenomenal pipeline for the future.

While we’re looking for business today, a lot of agents are missing out on opportunities for FUTURE business by taking a ‘no’ at face value. -Greg Harrelson

Three Things You’ll Learn In This Episode

-How to stay in contact with a lead, no matter what their initial response is

Is there a way to keep leads in our database, even if they won’t be interested in a transaction for the foreseeable future?

-Why there’s no such thing as a ‘bad’ lead

How can we completely change our mindsets regarding unresponsive or presently uninterested leads?

-The importance of regular communication

How can we stay top of mind with everyone we reach out to, so even if they’re not looking to sell now, the moment they are, we’ll be their first port of call?

Success Has Nothing to Do With Results: The Truth About Becoming Extraordinary in Real Estate Will Surprise You (REPLAY)

Thu, 18 Jan 2024 01:00:00 -0600

In a metrics-obsessed industry, it’s super easy to attach our idea of success to grand numbers and achievements. Unfortunately, this approach can do more harm than good.

In our book, the numbers are insignificant. The process is what we should be obsessively fixated on.

When our vision of success is tied to what we do every single day, the extraordinary results we seek take care of themselves.

Why are process-focused people more successful than results-focused people? How do we lead our agents towards the activities that lead to success?

In this episode, we talk about the foundation of excellence, and why it doesn’t have to be based on the numbers.

"The people that follow a process and improve their skills end up doing extraordinarily well." -Greg Harrelson

Three Things You’ll Learn In This Episode

-What drives excellence on real estate teams

As real estate leaders, what’s more important, an agent’s discipline or high numbers and unbelievable metrics?

-Metrics vs. process

If we can’t always control the outcome, what can we always guarantee our control over?

-Why great leadership starts within

Leadership is about uncovering what holds our people back from following the process they've committed to. How do we raise our level of leadership to do this?

Never Cold Call Again: How to Make Your Seller Lead Gen Predictable w/Ryan Young

Thu, 09 Nov 2023 01:00:00 -0600

A listing-based business is a lot more profitable than a buyer-based one, but it’s also harder to grow and scale. Generating seller leads isn't as simple as purchasing a list of buyers. It takes strategy and intentionality to turn a homeowner into someone who’s ready to list.

Driving listings is a lot harder than holding an open house, but not impossible. When we build a rich database of homeowners, incubate them and provide value, seller lead gen becomes predictable.

How can we see the opportunities sitting in our databases? How do we put intentionality behind our database nurture? In this episode, I’m joined by Ryan Young, a real estate team leader and founder of real estate platform, Fello. He shares how his tool is helping agents put more value into their database and extract more business out of it.

Our industry is lopsided on how we position and build our businesses. It’s very buyer-based. -Ryan Young

Three Things You’ll Learn In This Episode

-Put the data into database

Some agents have thousands of names in their database, but they don’t know much beyond that. What information is vital to the success of our lead nurture and conversion?

-Don’t get out-scripted by the seller

How does Fello help us increase conversion by showing us where we went wrong in the follow up process?

-Never cold call again

How do we level up the quality of the list of people we call?

Guest Bio

Ryan Young is the CEO of Fello and the CEO of the Young Team, named by Real Trends and The Wall Street Journal as one of the top 250 teams In the country. As an agent from a family of agents, Ryan has always seen the importance of people in real estate. Through his experience building the #1 team in Ohio and the 18th team in the U.S. (WSJ RealTrends), Ryan built a guaranteed offer platform to rapidly expand and help his agents thrive. Yet, aware of the many PropTech companies that are competing with agents, Ryan saw an opportunity to build something bigger. A platform that solves real challenges for all agents. Leveraging feedback from top teams across the country, Fello was created, the most powerful lead-generation tool in real estate. Since then, Ryan has made it his personal mission to empower all agents with the tools and technology that has empowered his team's success. So agents can stay where they belong, at the center of every transaction. Go to https://hifello.com/ for more information, and get $300 off your onboarding.

You Can Still Close Your Production Gap Before the Year Ends…Here’s How w/Dirk Zeller

Thu, 26 Oct 2023 01:00:00 -0600

In real estate, there will always be a gap between our projected production and actual production. This makes it really hard to know if we’re on target, especially towards the end of the year. If we want to accomplish our goals, knowing what that gap is in detail is critical.

How do we analyze that gap, including the leads, pendings and what we have in our pipeline? Why are these last 3 months of the year so important?

In this episode, I’m joined by speaker, author and CEO of Real Estate Champions, Dirk Zeller. He shares how we can close our production gap, and how to maintain momentum at the end of the year.

The 4th quarter is the most important quarter of every year. It holds your ability to complete your goals for this year and sets the motivation, speed and intensity of what will happen in the 1st quarter. It controls 2 years, not 1. -Dirk Zeller

Three Things You’ll Learn In This Episode

-How to have an accurate production scorecard

Which leads count towards our ultimate production of the year, and which ones should we exclude in our tally?

-The 4th quarter is the momentum quarter

Many agents treat October as a chance to slow down. Why are the last 3 months so critical to our success for 2 years?

-Define the gap, define your actions

If we discover that our production gap is a lot bigger than we anticipated, how do we catch up, even if it means being temporarily out of balance?

Guest Bio

Dirk Zeller is a speaker, author and CEO of Real Estate Champions. His company trains more than 350,000 real estate professionals each year through live events, online training, self-study programs and newsletters.

Head to http://realestatechampions.com/ for more information.

It’s Mental, Not Tactical: How to Create a Breakthrough by Changing One Thing w/Adam Roach

Thu, 12 Oct 2023 01:00:00 -0600

The real estate market might be more challenging than usual, but that’s not why people are struggling. People aren’t hitting their peak performance and this is entirely fueled by mindset.

Our mindset can either be a headwind or a tailwind. The more we pay attention to what we tell ourselves, the easier it is to point ourselves in the right direction. In today’s market, mindset woes aren’t just hitting inexperienced agents. In fact, it’s the seasoned pros who are struggling most.

How do we stop being fueled by past rejections and failures? How do we shift our mindset by shifting what we do every morning?

In this episode, I’m joined by entrepreneur, business consultant and the founder of I Love Coaching, Adam Roach. We talk about how to get our mindset in check if we want to succeed.

For experienced agents, their ego is getting in the way of their logical actions right now. -Adam Roach

Three Things You’ll Learn In This Episode

-Don’t let where you’ve been kill where you’re going

How do we audit the past without letting it inform the future?

-The psychology of success

When we set a new goal, our brains will shut it down because it’s unfamiliar. How do we get that part of our mind under control?

-The danger of ego

Why are newer and inexperienced agents seeing more growth while experienced agents are seeing plateaus and dips?

Guest Bio

Adam Roach is an entrepreneur, business consultant and the founder of I Love Coaching. I Love Coaching is a coaching platform built by entrepreneurs for entrepreneurs. We believe in a holistic approach to success and focus on all areas of life to maximize our efforts and achieve our desired results. For more information, follow @adamrroach on Instagram. To secure your ticket to the Whole Life Business Planning Summit go to http://Ilovecoachingsummit.com.

Leads Aren’t the Problem, Your Mindset Is: How to Lessen Your Losses w/Chris Heller

Thu, 28 Sep 2023 01:00:00 -0600

Real estate agents often blame their production issues on bad quality leads. The actual problem isn’t the leads themselves but rather our mindset surrounding them.

We don’t respond fast enough, we don’t have the muscle of consistent follow up, and we complain when the lead isn’t ready to take action right this second.

How do we develop a better attitude towards leads? How do we increase our chances of success? In this episode, Chief Real Estate Officer of OJO Labs, Chris Heller returns. Today, we discuss the lead generation mindset crisis in real estate and how we can solve it.

The concept of bad leads is a fallacy and one of the most damaging thoughts that agents can have. -Chris Heller

Three Things You’ll Learn In This Episode

-Lead generation by design, not default

Instead of taking action when leads come in, how do we build the muscle proactively and get ahead of the game?

-Lessen your losses

How do we stop grumbling about leads and take advantage of the enormous, upside opportunity we have in front of us?

-You’re thinking yourself out of business

Many salespeople fear being pushy, but does pushiness have more to do with tonality than frequency of contact?

Guest Bio

Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades.

For more information, head to https://ojo.com/ and connect with Chris on LinkedIn ---- https://www.linkedin.com/in/chiefrealestateofficerojolabs/

This is a Doer’s Market: How to Build the Confidence to Take Action w/Adam Oberski

Thu, 14 Sep 2023 01:00:00 -0600

When it comes to selling real estate, no one can say they don’t know how, yet so many agents still struggle to take action. In this market, it’s the doers who are getting a bigger piece of the pie.

In order to become doers, we have to have to gain confidence. What steps can we take to build our confidence? How do successful agents treat a market like this one?

In this episode, Broker/Owner of Century 21 Curran & Oberski, Adam Oberski shares what it takes to win in this market.

The easier the market is to transact in, the lower the level of service is. The tougher the market, the higher the level of service successful agents are providing in that market. -Adam Obierski

Three Things You’ll Learn In This Episode

-Smaller pie, larger slice

Most markets are seeing double digit declines year over year. How are some agents seeing success and even growth in such a tight environment?

-What went right

Instead of comparing ourselves to and competing against other people, what should our focus be?

-Scripts = confidence

Many agents think learning scripts turns them into robots, but what’s their real purpose?

Guest Bio

Adam Oberski is the Broker/Owner of Century 21 Curran & Oberski. Adam leads a team of 250 agents who close on average 2500 transactions every year in the Detroit area. He has over nine years of experience in the real estate industry, specializing in residential home sales, customer relationship management (CRM), and real estate negotiating.

Adam’s leadership team is committed to providing consistent, high-level training and coaching to their agents, as well as a full-time agent services team that supports them with transactions and marketing. They also pride themselves on creating a high-energy and productive environment for their agents, and on offering them the best tools and resources to succeed in their careers. For more information call 734-777-0113, send an email to adam@c21curranoberski.com, or send him a message on LinkedIn.

Mindset Over Skill Set: Why a Powerful Mentality Matters in Real Estate w/Richard Duggal

Thu, 31 Aug 2023 01:00:00 -0600

Take 2 agents, give them the same leads and scripts, and 1 outperforms the other, what separates them? It’s easy to think it’s a skill set issue, but what actually drives us forward (or pulls us back) is mindset. We can’t outskill a bad mindset, especially in this real estate market.

How do we know that our mindset isn’t as good as it could be? How do we develop a powerful mindset?

In this episode, I’m joined by speaker, coach, successful agent and real estate Closing Machine, Richard Duggal. We share the secrets to an unstoppable mindset.

We could talk about skills for hours, but someone who works on a more powerful mindset will outproduce someone who works on their skill. -Greg Harrelson

Three Things You’ll Learn In This Episode

-Living in congruity

If you’re confident in your listing presentation, you’ll go on more listing appointments, but what happens when we’re not confident?

-How to break through and never stop growing

Could we have a lot more success if we stopped setting goals around a dollar amount?

-The secret to getting more people to say yes

How do we become better prospectors without changing our current skill set?

Guest Bio

Richard Duggal “The Closing Machine” is a speaker, coach and successful real estate agent. Richard has worked with agents across North America and Europe guiding them to success with his dynamic proactive marketing approach to selling real estate. For more information, head to https://www.richardduggal.com/.

7 Listings in 72 Hours: How to Create Massive Velocity & Momentum w/Jeff Quintin

Thu, 13 Jul 2023 01:00:00 -0600

In a market like this one, it’s really easy to take our foot off the gas - until someone challenges us with a big goal and a ton of accountability. For Jeff Quintin, that challenge was to generate multiple listings within a week, which he accomplished quickly.

When you raise your intensity, the velocity with which things can happen and the income you can generate is amazing. How did Jeff put this strategy into action?

In this episode, the team leader, investor/developer, entrepreneur shares how he achieved such a massive result in a short amount of time.

When you raise your intensity, the velocity with which things can happen and the momentum you create and the income that can happen is amazing. -Jeff Quintin

Three Things You’ll Learn In This Episode

- Create massive short-term momentum

How do you set up such a high standard of accountability it triggers massive action?

- Get 5 listings by Wednesday

There’s plenty of deal flow in our markets. Are you putting yourself in a position for it to be flowing to you?

- Intensify your contact

How do you take a lead just from thinking of selling to listing with you in 24 hours?

Guest Bio

Jeff Quintin is a team leader, investor/developer, entrepreneur and owner of The Quintin Group. He is one of the most successful real estate agents in the United States. Since 1992, Jeff and his team have sold over 5000 homes, equivalent to over 1 billion in volume. The Quintin Group was originally established in Southern New Jersey along the shore and now expanded into Cherry Hill, NJ, and Philadelphia, PA, Jupiter, FL, and Outer Banks, NC. Previously ranked #4 of Berkshire Hathaway, ranked in the top 25 of Keller Williams, and ranked #44 out of 1.2 million agents, per the Wall Street Journal. Jeff is also owner/partner of HQ Investments, a real estate development company, that develops new construction along the Jersey Shore. Jeff is the owner of two software companies, Contact Stache and Agent Day One. Jeff and his team are constantly improving their knowledge of the market, responsiveness, professionalism, and overall efficiency. For more information, head to https://www.thequintingroup.com/ and https://www.linkedin.com/in/jeffquintinsuperteam.

Why Agents Are Failing In Today’s Market (It’s Not Inventory or Interest Rates)

Thu, 15 Jun 2023 01:00:00 -0600

If you want to see how agents are doing in this market, look no further than MLS and individual Realtor stats. Agents are struggling - they aren’t doing as many deals or making as much money as before.

It’s easy to blame this on inventory or interest rates, but what’s leading to agent failure has nothing to do with external market conditions.

What’s really at the heart of the struggle of agents in this market? How do you change your results? In this episode, I talk about an easy fix to the struggle agents are facing.

If you’re not willing to make changes, that means you’re committed to accepting whatever level you’re at. -Greg Harrelson

Three Things You’ll Learn In This Episode

- Get back to what made you win

How do we pick up the habits we let fall by the wayside when the market was hot?

- The key to doing more deals

Speed to lead suffered in the last market because it wasn’t necessary. Why is it critical now?

- What we must commit to

We may not be able to control how many expireds or FSBOs hit the market, but what can we do to change our results?

How to Master the Art of Taking Listings (In ANY Market) w/Hoss Pratt

Thu, 27 Apr 2023 00:47:49 -0600

In this current market, the greatest pain point of most agents is not having nearly enough conversations that turn into listings. Everyone’s looking for a magic pill to get more listings, but the answer actually lies in the habits we form.

There’s no shortcuts to generating leads. No amount of automation will take the place of prospecting, and as long as we don’t take our foot off the gas, our businesses will thrive in any market.

How do you become a master listing agent? How do we eliminate the excuses that get in the way of prospecting?

In this episode, in-demand real estate keynote presenter and trainer, Hoss Pratt returns to the show to share the secrets of a successful listings business.

Three Things You’ll Learn In This Episode

-The training ground to become a master listing agent

Why is it so important for us to master FSBOs and expireds?

-Where to locate the opportunity

What real estate niche has emerged out of the last 3 years?

-The 4 things every agent should be doing constantly

How do you become a high performing agent in any market?

Guest Bio

Hoss Pratt is an in-demand keynote presenter and trainer at all the major real estate conventions and live events, where he shares the stage with other nationally recognized industry superstars. He is THE nationally recognized real estate authority when it comes to getting a ‘yes’ from difficult prospects. To illustrate his uncanny ability to handle any seller objection and skyrocket listings for agents, Hoss was recently nominated for “Real Estate Marketer of the Year '' for Listing Boss, the definitive and most powerful lead generation and conversion system. Listing Boss boasts over 2,000 members nationwide. The benchmarks of Hoss’ company include: Hoss Pratt Success Systems: Renowned real estate coaching and training firm that helps clients boost business by an astonishing 93% within the first six months of coaching. Boss Nation Productions: Premier publishing company that produces innovative, industry-leading training products. For more information head to http://hosspratt.com.

Why Your Leads Are Not Converting

Thu, 13 Apr 2023 00:07:17 -0600

When it comes to lead conversion, what some agents think is bad luck is nothing more than a counterproductive approach. How can we expect success if we only call once and never follow up? The pattern of success with lead generation is simple: call fast, get them to the appointment as soon as possible, spot smoke screens, and follow up frequently.

How do we improve our lead conversion hygiene? Why do we have to close the gaps in our follow up?

In this episode, we share why your leads aren’t converting and the highest level and what to do about it.

Always assume there’s 3 more agents going after the same lead. -Greg Harrelson

Three Things You’ll Learn In This Episode

- The need for urgency when it comes to getting them on the phone
Agents are quick to set appointments and get an agreement signed, but are we too relaxed about the initial call?

- Calling for an update vs. actually moving a lead forward
Are we missing out on leads by dropping the ball on our follow up?

- What agents get wrong about client reactions
How do we tell the difference between an objection and a smoke screen?

4 Dominoes Must Fall To Build A Listing Business

Thu, 30 Mar 2023 01:00:00 -0600

Everyone is talking about getting more listings, but they skip many important steps in their approach. There are 4 interconnected parts to building a massive listing business, and like dominoes, one piece has to fall for everything else to work.

How do we increase our listing inventory? How do we optimize the most important pieces?

In this episode, we talk about 4 things we need to take more listings.

The seller’s motivation lies a few layers lower than their reason. -Brendon Payne

Three Things You’ll Learn In This Episode

-The key to a successful listing presentation
Why do so many listing presentations fall flat?

- The number one reason why agents lose listing opportunities
How do we actually demonstrate that we're salespeople and follow through in the appointment?

-How to expertly present price
What kind of pricing strategy do we need to put in front of sellers?

Be Non-Negotiable About Your Business

Thu, 23 Feb 2023 01:00:00 -0600

When we really get down to it, the activities that lead to success in real estate aren’t all that complicated. The challenge is, we need to have an unflinching commitment to them in order for them to truly bear fruit.

In an industry that’s riddled with built-in distractions, that’s easier said than done, but if we are non-negotiable about just 3 things, we can achieve the production goals we want.

In this episode, we share 3 unwavering, non-negotiable commitments every agent should make in their business.

Not having non-negotiables in your business means you’re negotiating on what you deserve in terms of your income and production. -Brendon Payne

Three Things You’ll Learn In This Episode

-The key component to getting any deal done
How do we consistently put ourselves in a position to get hired by someone?

-How to stay sharp as a tack
Why do we have to improve our skills and practice more than we did when we first started?

-How to manage negative emotions
In real estate, negative feedback comes with the territory, how do we combat the demotivating effect it can have on us?

Online Lead Conversion Just Got A Lot Harder

Thu, 09 Feb 2023 01:00:00 -0600

As tech gets smarter, online lead gen platforms face more restrictions, and consumers get less tolerant of marketing, agents are faced with a sharp decline in their lead conversion.

The barriers between us and the consumer’s inboxes are higher and more numerous than ever before, so how do we still convert leads at a high level?

In this episode, we talk about a problem all agents are facing in their lead generation efforts and how to work around it.

The first connection you make with someone needs to be authentic. The chances of them opting out of receiving your text are less if you started the relationship with a live call. -Greg Harrelson

Three Things You’ll Learn In This Episode

How to remove the barriers to the inbox
If people treat a text from an unsaved number as spam, how can we work around it?
Why we can’t hide behind technology anymore
Is the answer to better lead conversion as simple as a new text script?
The database of the future
Why should our focus be on deepening our relationships instead of going wide?

Get Back in the Game: 6 Reasons to Get Excited About Real Estate in 2023

Thu, 26 Jan 2023 01:00:00 -0600

Between the market conditions of the last few months of 2022 and taking time off for the holidays, it’s natural to feel a bit sluggish and slow-to-start in the new year, but there are many encouraging signs to get pumped about real estate in 2023.

What can we glean from lead flow, market cycles, and even the consumer’s current behavior?

In this episode, we share 6 indicators that you can still hit and even exceed your goals this year.

The consumer is starting to get back in the game a lot sooner than agents are - use this to get yourself back in the game. -Brendon Payne

Three Things You’ll Learn In This Episode

Activities that indicate people’s motivation
Can we expect more activity on both the buyer and seller side this year?
Why deals might come easier than you think
Why do interest rates point to a much better market prognosis?
How market reporting cycles work in your favor
Will we see more movement in the market because people have now adjusted to how things are today?

Top Agent Priorities In The New Year

Thu, 05 Jan 2023 01:00:00 -0600

As we kick off a new year, and set our intentions and goals for our businesses - it’s important to get our priorities in check.

In this market, there are 3 things top agents have to commit to consistently to keep getting results. How do we increase our confidence in conversations? What conversations do we need to get better at having?

In this episode, you’ll learn 3 things you need to do to be effective and efficient in your real estate business.

Increase your skills as a communicator because the better you are as a communicator, the easier it is for you to convert. -Brendon Payne

Three Things You’ll Learn In This Episode

The confidence created by data
Why does hyperlocal data beat national market trends?
Why we have to increase our activity in this market
How can we convert more if there’s less transactions taking place?
The key to better conversations
How can we tell if we’re listening enough to our clients or just telling them what to do?

Maximizing Your Time Off During The Holidays

Thu, 29 Dec 2022 01:00:00 -0600

When you spend an extended period of time away from your business, it can be hard to get back into the swing of things, which compromises our productivity. Knowing how to minimize the impact on your business is a key skill all agents need to have.

How do we stay engaged with our businesses during the holidays?

In this episode, we talk about getting the most out of our time off without losing momentum in our businesses.

When we show up back to work, we want to make sure we minimize the downtime between showing up and being in business. -Brendon Payne

Three Things You’ll Learn In This Episode

How to hit the ground running when you return to work
When you take time off, why does it take so long to get back into the groove?
The right way to communicate with people during the holidays
How do we touch base with our sphere of influence and database without asking for business?
The power of reconnecting with your why
How do we get ourselves back in the game mentally and emotionally?

Do Something Every Day....Even If It’s Wrong

Wed, 23 Nov 2022 01:00:00 -0600

In a challenging market, many agents become so obsessed with doing everything perfectly, they end up not doing anything at all.

For this reason, taking imperfect action automatically puts you ahead of everyone else, so even if you do the wrong thing, you’ll reap the benefits of being in momentum.

What minimum standard of action do we have to commit to in this market?

In this episode, you’ll learn the value of action, even if it’s imperfect.

You just need to get into action, and even if you send something and it ends up being wrong, the fact that you’re in action puts you ahead of a lot of your competition. -Brendon Payne

Three Things You’ll Learn In This Episode

How to get deals right now
Could waiting for perfection be costing us the low hanging fruit leads in our database?
The power of measuring your attempts
In sports, the more attempts you make, the more likely you are to win. How does this apply to real estate?
Why agents lose momentum
As the market continues to shift, there’s very little time to focus on getting everything 100% right. What should we do to avoid wasting valuable time?

3 Things That Agents Can Do To Fail Right Now

Thu, 10 Nov 2022 01:00:00 -0600

In any real estate market, but especially in a transitioning one, failure is only a certainty for the agents who aren’t focused on the right thoughts, behaviors and activities. The good news is, if we’re aware of the common pitfalls that lead to failure, we can sidestep them and make success inevitable.

What completely avoidable factors are contributing to failure right now?

In this episode, we talk about 3 bad habits that will definitely lead to us not meeting our goals.

As agents, our next breakthrough will originate from our thoughts. -Greg Harrelson

Three Things You’ll Learn In This Episode

Winging it vs. an approach by design
Will complacency definitely lead to failure?
How to put your business in cruise control
How does inconsistency create the gaps that wreak havoc on our production?
Why we need an antivirus for our minds
How can we tell if we’re letting our mental guard down and allowing negativity in?

Treat The Next Market Like It’s Your 1st Market & You’ll Be Perfectly Fine

Thu, 13 Oct 2022 01:00:00 -0600

When we were new agents, we were hungry, motivated and willing to take massive action to succeed. Over time, this excitement and drive turned into complacency, and now that the market has shifted, it’s easy to feel like we don’t have what it takes to thrive.

Here’s the good news: you’ve already come this far in real estate so you’re well equipped for a market shift. If we would just treat this market like we did our very first market, we would meet and even exceed our goals while other agents are experiencing breakdown. What does a day 1 mentality look like, and how do we make it our default state of being? In this episode, we talk about how to approach a changing market.

If you just treat this market like you did your first market, you’ll be fine. You already know what to do - you don’t lack knowing how. You have to stand up, take massive action on what you already know how to do. -Greg Harrelson

Three Things You’ll Learn In This Episode

The danger of denial
Before we even think of our approach to a new market how do we come to terms with the shift?
Why new agents do well
How do we readjust our attitude, approach and expectations back to a day 1 mentality?
The difference between lead generation strategies
Why is it so important to shift our understanding of lead generation and how to approach it in this market?

5 Ways to Stay Productive & Engaged When the Market Slows Down

Thu, 25 Aug 2022 01:00:00 -0600

One of the side effects of a market slow-down is a dramatic drop in momentum. As a result, many people take their foot off the gas at a time they need to be most active.

When the urgency of a hot market cools down, and things aren’t moving as quickly, it’s really easy to become less engaged in the work, and less deliberate about following a schedule.

How do we maintain momentum even if it feels like the market doesn’t justify it? How do we fill up the empty spaces in our day so we’re still productive? In this episode, we’ll talk about how to keep ourselves motivated and engaged when the market slows down.

The best move for your business is to establish the hours you’re open and then fill those hours with things that allow you to grow the business. Top producers fill their days with activities that lead them to their goals. -Brendon Payne

Three Things You’ll Learn In This Episode

Why we have to sustain a deliberate schedule no matter what
Instead of cutting a slow day short, how do we still move ourselves forward when there isn’t a lot going on?
How to sharpen your abilities
What steps can we take to master our craft and be more prepared for the market?
The best way to consume content
How do we feed ourselves with information about the market without getting sucked into negativity?

Dominant Thoughts: How to Operate From Strength in a Shifting Market w/Chris Heller

Thu, 18 Aug 2022 01:00:00 -0600

In a business like real estate, mindset has a lot more to do with our success than the actual market. How we perceive a situation and the story we tell ourselves about it separates the fearful from the ones who operate at the highest level.

Whatever’s happening externally, we always have the choice to think Dominant Thoughts or to fall prey to defeatist ones. How do we set ourselves to operate at our best? Does a market shift mean we’re doomed to fail?

In this episode, I’m joined by real estate industry leader, agent, Chief Real Estate Officer of OJO Labs and the author of Dominant Thoughts, Chris Heller. He gives us insights from the book that will sharpen our mindset and emotional state in this market.

When you get attached to something and your emotions are involved, it’s hard to be objective and come from a place of power. -Chris Heller

Three Things You’ll Learn In This Episode

Why so many agents are in an emotionally dangerous place
Can you commit to an outcome without becoming attached to it?
How to guide your clients effectively
Buyers and sellers have surface-level concerns, how would a great salesperson get to their true motivation and solve their problem?
The advantage of having many conversations
Can consistent lead generation provide us with vital real-time research about the market?

Guest Bio

Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs and the author of Dominant Thoughts. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades.

For more information on the book or to get yourself a copy, head to https://dominantthoughts.com/ or Amazon.

To order multiple copies of the book for your agents, contact Chris directly.

Does The Shift Really Matter?

Thu, 04 Aug 2022 01:00:00 -0600

There’s so much conversation right now around the shift - if it will happen, when it will happen and whether or not we can survive it. Considering that many agents have had massive success through down markets, does the shift really matter? Do the conditions in the market really determine how well we do?

In this episode, we talk about what we need to be focused on more than the market conditions.

The same market shift can produce totally different results within agents. -Greg Harrelson

Three Things You’ll Learn In This Episode

How to succeed in any market conditions
A down market can be the thing that walks you out of the market or a period of huge success. What determines your outcome?
Why so many agents are scared of the market changing
After such a hot market over the last 2 years, how do we adapt our mindsets and activities to a shift?
The importance of the right guidance
Who we listen to can impact our mindset about the market, so how do we filter out the unhelpful noise?

How to Become a Listing Machine (No, It’s Not All About Prospecting)

Thu, 21 Jul 2022 01:00:00 -0600

In this industry, the term “listing machine” conjures up an image of a hardcore prospecter who can instantly turn a conversation into a deal, but that’s not the case, especially in this market.

A machine is meant to deliver a consistent, predictable result over time, and truthfully focusing on generation will only lead to an income rollercoaster. To have a true machine, we have to generate leads and cultivate them in equal parts - we have to think like a farmer turning a seed into fruit.

How do we build the discipline to cultivate and nurture leads? In this episode, we talk about the critical mindset shift every agent has to make to create a solid pipeline of leads.

"There’s more money in lead follow up than in lead generation." -Greg Harrelson

Three Things You’ll Learn In This Episode

The true cycle of a transaction
How long of an incubation period can we expect with a lead from first contact to listing agreement?
Why you have to monetize the nos
In real estate, we have a tendency to cross leads out when they aren’t ready to buy or sell right now. Are we letting them go too quickly?
How Abe Safa has closed over 70 transactions so far this year
Can we have a database nurture process so effective that it can produce a deal exactly when we need it?

When Market Uncertainty Hits, This is How to Gain the Advantage w/Michael Maher

Thu, 30 Jun 2022 01:00:00 -0600

There’s no doubt that the market is shifting and that it’s sparking fear and uncertainty, but a national recession doesn’t have to become a personal recession for us.

The degree to which we’re impacted by market forces is entirely in our control. Our mindset is more likely to decrease our production than the market itself, so how do we set ourselves up for success?

In this episode, I’m joined by speaker, trainer, entrepreneur, founder of ReferCo, author of the 7 Levels of Communication, and host of The Referrals Podcast, Michael Maher. He talks about the most critical skill every agent needs in a shifting market.

"You’ll get so much further in life with brilliant questions than you will with brilliant answers." -Michael Maher

Three Things You’ll Learn In This Episode

The truth about the current market
Can we say the market is shifting, even though inventory is still tight in some markets?
Why conversations are key to success in this market
How do we use quality conversations to turn strangers into acquaintances and then advocates?
How to convert at a high level
What’s the best script for a shifting market rife with uncertainty?

Guest Bio

Michael is a speaker, trainer, entrepreneur, founder of ReferCo and the author of the 7 Levels of Communication, and the host of The Referrals Podcast. He is one of the most in-demand speakers in the world. After his book “The Seven Levels of Communication: Go From Relationships to Referrals” (7L) exploded on the scene and became an instant international bestseller, his second book “Miracle Morning for Real Estate Agents” co-authored with Hal Elrod and subsequent speaking engagements have shown the world that building a business based on Love, Generosity, and Appreciation isn't fluff and stuff... it's simple, and far more productive than the traditional ways of doing business.

To listen to the podcast, head over to referralspodcast.com. Join the Generosity Generation group here, and book your tickets for Referral Mastery here.

Market Shift Rescue Kit

Thu, 09 Jun 2022 01:00:00 -0600

Market shifts lead to conversation changes that are essential to prepare for.

Unfortunately, many agents often do not know how to respond to or make the most of these changes to maintain their market share.

In this episode, sales coach Abe Safa sheds light on how to properly prepare for market changes and use them to your advantage.

"The more people you talk to, the more business you are going to do."- Abe Safa

Three Things You’ll Learn In This Episode

How to take advantage of a changing market
What steps should we take to get our shares out of a changing market? Is it okay to adapt to market trends, or is it better to stay the same?
Preparing for opportunities to gain market share
Can market changes be viewed as opportunities? What role does lead generation play in gaining market share?
The importance of future-pacing our sellers and buyers?
What is future pacing, and why is it important to practice it in this industry?

Is Your DataBank Open For Business?

Thu, 02 Jun 2022 01:00:00 -0600

There’s a big difference between a database and a databank - one is just a collection of names, and the other is the most valuable asset we own in our businesses.

Every real estate agent should be intentional about their databanks, especially in a tight-inventory, highly-competitive, shifting market, like the one we’re in right now.

How do we deposit into our databanks so we can extract more gold from it? Why will the agents with databanks thrive when the market shifts?

In this episode, we’re joined by special guest host, Abe Safa. He shares how to be more deliberate with our databanks, whether we have 50 or 5000 people.

"If all you have are names and numbers, that’s not a databank, that’s just a list." -Abe Safa

Three Things You’ll Learn In This Episode

How to make our conversations easier
How do we become such a solid resource for our datanks so that we’re top of mind in the confusion and uncertainty of a shifting market?
Why we can’t take the gas off our database-building activities
Building a databank is an ongoing process, why is it so critical to start early and constantly replenish it?
The first step to getting more value out of our databanks
Why is it so important to segment and filter our databanks, and how do we actually do it?

From Team Leader to Brokerage Owner: Jeff Cohn On the Evolution of His Business

Thu, 19 May 2022 01:00:00 -0600

The best leaders in real estate create a world so big that their people can build their own empires inside it. Whether it’s building a brokerage or going after ancillary businesses, thinking like entrepreneurs retains top talent, improves the service we give the consumer, and ultimately, it makes our organizations more valuable.

Why did Jeff Cohn decide to switch from running a team to owning a brokerage? What ancillary business can we add to our businesses for passive income?

In this episode, the owner of KWElite and host of The Team Building podcast returns to talk about the evolution of his business.

"If the businesses we’re in aren’t generating more income in less time, with less energy, we should look for a different business to run or change the way we’re doing business." -Jeff Cohn

Three Things You’ll Learn In This Episode

Why Jeff Cohn chose to build a brokerage
Teams are great for getting newer agents but what happens when that agent wants to build their own big business?
The untapped potential of joint ventures in real estate
There are 3 ways to win monetarily with ancillary businesses, but what’s the most valuable and passive one?
The ancillary business with a $12 million potential
Why is insurance such a perfect-fit ancillary business for a real estate organization?

Guest Bio

Jeff Cohn is a nationally renowned speaker, host of The Team Building Podcast, and owner of KWElite, a tech-powered Keller Williams market center in Omaha, NE. As founder of Omaha’s Elite Real Estate Group, now kwELITE, he led his team from 70 to 700 transactions in 6 years, and was awarded the #1 team in unit sales in the world at Berkshire Hathaway HomeServices in 2019. Since beginning his real estate career in 2006, Jeff’s team has closed over 5,000 sales, totaling over $1 billion in volume. Devoted to ongoing learning throughout his career, Jeff has forged strategic relationships with industry leaders across the country, listened to thousands of hours of podcasts and read hundreds of books, providing him with a vast knowledge base. Jeff is considered a foremost real estate expert due to these efforts, and as founder and CEO of Elite Real Estate Systems, a coaching company, offers the annual Team Building Summit, monthly workshops, and weekly coaching calls. As a credit to his extensive know-how, Jeff speaks frequently at various events throughout the US and Canada.

To get your tickets to The Team Building Summit, go to https://www.theteambuildingsummit.com/ and use code PODCAST to get $100 off your ticket.

5 Steps To Level Up Your Confidence

Thu, 12 May 2022 01:00:00 -0600

Real estate is a game of confidence where our success is a direct result of the quality of conversations we’re having with consumers. We have to feel good about the conversations we’re having to convert at the highest level.

What steps can we take to build up our confidence so we can expertly control ANY conversation?

In this episode, we’re going to share 5 things we need to be doing to continuously up our game and increase our confidence as salespeople.

"We know that confidence is the key to finding high level success in any sales position, but it’s critical in real estate." -Brendon Payne

Three Things You’ll Learn In This Episode

How to succeed in an extreme seller’s market
In a transitioning market, the conversations we’re having change constantly. How do we make sure we’re confident regardless of the direction the dialogue takes?
Leading market indicators vs. lagging market indicators
We can’t have confidence without knowledge. What metrics do we need to stay on top of to stay clued in?
Why skills development is an ongoing process
How do we make sure we’re improving our ability to have effective conversations, and create opportunities for improvement?

Protecting Profits While Increasing Production

Thu, 28 Apr 2022 01:00:00 -0600

In real estate, a little taste of financial success often leads to an immediate increase in lifestyle, which can be detrimental to our businesses. This occurrence is so common, it’s become an industry cliche.

Right now many agents are reaping the benefits of a hot market, but before we go buying that brand new car, we have to practice caution.

How do we protect our earnings and create real long-term financial stability? In this episode, we talk about how to protect your profits in any market condition.

"We need to earn like it’s a hot market, and spend like it’s a cold market." -Greg Harrelson

Three Things You’ll Learn In This Episode

The link between money and image
What drives agents to increase their lifestyles after getting a little taste of success?
Why we shouldn’t spend our hard-earned money too quickly
If we’re having a great year business-wise, how long do we wait before increasing our lifestyles?
How to avoid a feast-and-famine cycle
Since we earn our money on a lagging timeline, how do we ensure our long-term stability?

The Language of Sales: Using NLP to Communicate, Connect and Close More Deals w/John Ryan and Abe Safa

Thu, 14 Apr 2022 01:00:00 -0600

For real estate professionals, effective communication is the key to excelling in our businesses. Building up this muscle allows us to become the kind of salespeople that inspire people, instead of the salespeople that try to force people to take action.

We’ve heard about neuro-linguistic programming (NLP), and why mastering it makes us stronger in sales, but how do we actually use this skill practically?

In this episode, we’re joined by Abe Safa and Certified NLP Master Trainer, John Ryan. He shares NLP techniques we can implement to get better results from our client conversations.

"Resistant clients don’t exist. There’s only a lack of rapport and ineffective communication." -John Ryan

Three Things You’ll Learn In This Episode

Force vs. power in sales
Can sales ever be a process of inspiring clients or does it always have to be forceful and manipulative?
How to handle any objection that comes our way
What’s the difference between conscious competence and mastery when it comes to scripts?
Overcoming our fear and anxiety around sales
What are the 3 things that determine our results in business and sales?

Guest Bio

John Ryan is a Coach, Consultant, Speaker and Certified Master Trainer of NLP. Over the past 20+ years, he’s had the privilege of logging over 1,500 days leading Seminars and countless hours providing Executive Coaching and Consulting. John’s focus is on Leadership, Communication, Change and Neuro Linguistics for Leaders, Managers, Business Owners, Sales Professionals, Consultants and Coaches.

To register for John’s 8-week course The Language of Sales: Using NLP to Communicate, Connect and Close More Deals, go to http://nlpcloser.com and use code anchor to get $100 off.

The Listing Agent Mindset

Thu, 07 Apr 2022 01:00:00 -0600

The prevailing sentiment among agents is that this market is too difficult to get listings. There isn’t enough inventory, motivated sellers are too hard to find, and there aren’t a lot of opportunities, but what if it’s all just a mindset?

A successful listing agent goes out into the market with the belief that there’s a ton of opportunity, and they align themselves with it. What kind of mindset does an agent need to be in if they want to be effective at taking listings?

In this episode, we talk about how successful listing agents think, and why thinking there’s no opportunity puts us in a precarious position.

"Regardless of what the market is, you have to adopt the belief that every owner wants to sell." -Brendon Payne

Three Things You’ll Learn In This Episode

The truth about the “low inventory” market
What are some of the indicators that there is a lot more listing inventory than we think?
How successful agents continue to generate transactions
Can we have the motivation to go out there and generate business if we believe there are no opportunities?
Why there are no bad conversations with sellers right now
How do we approach conversations with sellers in this market?

Eliminate Call Reluctance: The Top Producer Secret Sauce For Generating

Thu, 17 Feb 2022 01:00:00 -0600

When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable.

The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now.

So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over the long term without coming across as sleazy salespeople?

In this episode, we’re talking how to monetize a rejection and build a phenomenal pipeline for the future.

While we’re looking for business today, a lot of agents are missing out on opportunities for FUTURE business by taking a ‘no’ at face value. -Greg Harrelson

Three Things You’ll Learn In This Episode

How to stay in contact with a lead, no matter what their initial response is

Is there a way to keep leads in our database, even if they won’t be interested in a transaction for the foreseeable future?

Why there’s no such thing as a ‘bad’ lead

How can we completely change our mindsets regarding unresponsive or presently uninterested leads?

The importance of regular communication

How can we stay top of mind with everyone we reach out to, so even if they’re not looking to sell now, the moment they are, we’ll be their first port of call?

HOT Market, HOT Buttons! Learn How To ”Wow” Your Seller Clients

Thu, 10 Feb 2022 01:00:00 -0600

Whether we’re in a hot market or a down market, whenever things seem to be out of balance, it’s our job as agents to guide our clients through the process.

Managing our clients’ expectations (or, more importantly, their emotions) is the key to keeping any transaction running smoothly.

The question is, how do we do that? Is it really as simple as having a clear line of communication?

In this clip, we're introducing the concept of 'future pacing' and doubling down on the importance of being up front from the get go.

Be open with sellers about the challenges and curveballs that might be thrown their way in a transaction. It's called future pacing. -Greg Harrelson

Three Things You’ll Learn In This Episode

When to start the process of future pacing

Is there a right time to tell our clients what to expect from their transaction?

Why total transparency positions us as experts

Could outlining all the potential challenges ahead of time be the thing that sets us apart as an industry guide?

How to prepare our clients for remorse

No one wants to factor in the potential for remorse in a transaction, but is there anything we can do to prevent it?

Stop Letting The Competition Win: Time To Kick Their Butt

Thu, 27 Jan 2022 01:00:00 -0600

Most of the time, when we think about our competition, we think about other agents in our marketplace, but what if our greatest rival is a lot closer to home - what if our greatest competition is us?

We're all after increasing our performance, production and potential, and the greatest thing we control is what we do every single day.

How do we start seeing ourselves as the competition and ignore everyone else?

In today’s episode, we talk about one simple way to increase our productivity this year.

"When you choose to compete with yourself, you’re going to have to learn to take more responsibility for what you do." -Brendon Payne

Three Things You’ll Learn In This Episode

How to create a you-vs-you scorecard

Are we losing more time, money and opportunity because we’re competing with other agents or losing to ourselves?

Why we have the power to propel and also sabotage our success

What are the times where we can benefit from considering ourselves our own competition?

Why other agents in our markets are irrelevant to our success

What’s the difference between the internal motivation to be better and the external motivation to keep up with everyone else?

When In Doubt Do These 3 Things EVERYDAY

Thu, 20 Jan 2022 01:00:00 -0600

The New Year always comes with such a flurry of new ideas and options, the fundamentals can easily get lost in the noise. There are so many things we could be looking at, but we just can’t be effective if we’re spread too thin.

How do we go deep instead of wide with our activities? What activities do we need to be focused on to generate momentum?

In this episode, we talk about how to set yourself up for success by focusing on the core activities that will significantly impact our businesses this year.

"It’s better to go deep on a few simple activities than it would be to go wide on a lot of activities." -Greg Harrelson

Three Things You’ll Learn In This Episode

The difference between marketing and follow up

How do we take our lead follow up to the next level so we aren’t just top of mind, but actually adding value?

How to make following up a lot easier

If we’re following up with people frequently, what do we actually say so we don’t become that pesky “are you ready to sell yet” agent?

The one skill that will give us a tremendous edge on the competition

In an extreme market, agile communication is key. How do we constantly upskill to meet the demands of the market?

Scripts And Dialogues: Why Yours Aren‘t Getting You The Results You Want

Thu, 23 Dec 2021 01:00:00 -0600

So, what is the chief difference between the two, then?

Is one more likely than the other to get us better results with leads? Could focusing too much on one or the other be the reason we’re yet to see the results we’re aiming for?

In this episode, we’re talking scripts and dialogue and unpacking the reason why they’re just not working for some.

Three Things You’ll Learn In This Episode

Why dialogue in today’s market is more important than ever before

What are the pitfalls of scripts in a hot market, and why should we be paying more attention to dialogue, instead?

When scripts are helpful

There’s a time and a place for scripts, so what is it?

The hallmark of true dialogue

What does effective dialogue actually look like, and is there a quick fix to getting better at it?

Prepping For Your Next Breakthrough

Thu, 16 Dec 2021 01:00:00 -0600

From the outside looking in, business breakthroughs come out of nowhere. The truth is, breakthroughs are the culmination of concerted effort, energy and the activities necessary to spark a major change.

Every breakthrough has a process, from formulation to end result, and that process is designed to prepare us for what we seek.

How do we get the right pieces in place for a massive breakthrough? When we’re on the verge of a breakthrough, how do we prepare so we can get the most out of it?

In this episode, we talk about how to set the stage for a breakthrough, and what top producers do differently to make breakthroughs inevitable.

"There’s a process to a breakthrough, but the process is not the breakthrough, it’s the preparation for the breakthrough." -Greg Harrelson

Three Things You’ll Learn In This Episode

How to avoid sabotaging yourself when you do get your breakthrough

More business means more pressure on our systems. How do we anticipate the challenges that will come with our breakthroughs in advance?

The 4 phases of a breakthrough

What do we need to optimize, tweak or eliminate if we want our results to change?

How to achieve a breakthrough with efficiency instead of volume

Do we have to double or triple our prospecting efforts in order to level up?

How to Declutter Your Brand Image, So You‘re Instantly Recognizable on ANY Platform w/Steve D. Sims

Thu, 02 Dec 2021 01:00:00 -0600

When it comes to social media marketing, most real estate professionals zone in on consistency, but in the process, we tend to forget about the clarity of what we’re sharing. As a result, we end up sending out a convoluted brand message, and that only sabotages our chances of success.

How can we create greater clarity in our marketing? Does a ‘quick fix’ even exist for a more cohesive digital presence?

In this episode, bestselling author of Bluefishing and co-founder of Sims Media, Steve D. Sims shares how to declutter our online personas.

"It is actually better for you not to be on social than it is to have a bad social presence." -Steve D. Sims

Three Things You’ll Learn In This Episode

How to create consistency in our digital marketing

How much content should we be sending out on any given day to establish consistency?

Why clarity is more important today than ever before

What is it about our present moment that makes a clear brand message so critical?

1 thing GUARANTEED to make us stand out

We spend so much time trying to cultivate the type of personality that attracts the consumer, but is there an easier way to differentiate ourselves?

Guest Bio-

Steve D. Sims is the bestselling author of Bluefishing: The Art of Making Things Happen. The co-founder of Sims Media, Steve has an impressive track record in business, having founded the internationally-renowned ultra-luxury concierge service, Bluefish. Passionate about growth and continually striving to reach the next level of success, Steve is also a sought-after coach, speaker and brand designer.

To find out more, go to:

https://www.stevedsims.com/

https://www.facebook.com/groups/stevedsims/

https://twitter.com/stevedsims

https://www.linkedin.com/in/stevedsims

https://www.instagram.com/stevedsims/?hl=en

https://www.tiktok.com/@stevedsims?lang=en

https://www.youtube.com/channel/UC2R3fN8jovZt-VHAjE75YxA

Working With Family: The Fulton Sisters On Growing An Established Family Business To New Heights

Thu, 18 Nov 2021 01:00:00 -0600

Going into an established family business certainly has its perks, but it also has its fair share of challenges. However, if we get really intentional about how we run a family business, there’s no reason why we can’t go from strength to strength.

What are the kinds of conversations we need to have, before taking up a position in a family-owned company? How can we ensure we’re fostering a healthy culture on our teams that encourages top agents outside of our families to join?

In this episode, Carly, Katelyn and Paige Fulton of The Fulton Sisters Team share how they not only joined the business their grandfather started, but grew it to astronomical heights.

"For any family going into business together, I suggest doing personality tests so you can accept and respect the different ways everyone handles conflict." -Katelyn Fulton

Three Things You’ll Learn In This Episode

What we need to know about succession plans

When is it necessary to start thinking about a succession plan in a family-owned business, and what should it look like?

How to make a family business our own

How can younger generations within a family-owned company begin to bring their own values into the organization?

How to safeguard our relationships with relatives in a family business

Is there a way to avoid letting workplace disagreements impact our family dynamics? More importantly, is it possible to avoid conflict in the first place?

Guest Bio-

Carly Fulton is a Third-Generation Broker at Century 21 Percy Fulton. One of the leaders of The Fulton Sisters Team, Carly previously spent years in the corporate world before deciding to make the jump into real estate. Today, she’s passionate about growing her team alongside her sisters, and in addition to running the team’s office operations, she can be found servicing clients and helping other agents make their dreams a reality.

Katelyn Fulton is a Third-Generation Broker at Century 21 Percy Fulton. Along with her sisters, Katelyn leads The Fulton Sisters Team. She is also a Manager and Recruiter at C21 Percy Fulton. Before going into business with her sisters, Katelyn spent a number of years in the healthcare space as a sonographer.

Paige Fulton is a Third-Generation Broker at Century 21 Percy Fulton. Paige runs The Fulton Sisters Team, alongside her sisters. Prior to joining her sisters in the family business established by her grandfather in the 1970s, Paige had a successful career in Human Resources.

To find out more about The Fulton Sisters Team, go to:

https://www.thefultonsisters.com/

https://www.instagram.com/fultonsisters/?hl=en

https://www.instagram.com/c21percyfulton/?hl=en

Become The #1 Agent In Your Resort Town and Stand Out To Luxury And High-End Consumers w/Beau Blankenship

Thu, 11 Nov 2021 01:00:00 -0600

Real estate comes with it’s fair share of challenges no matter what market we’re in, but there’s a big difference between primary and resort markets. However, that’s not to say agents can’t make the transition from one to the other.

What do agents need to know before making the jump from a primary location to a vacation destination? What are consumer expectations in resort towns and how do they differ from their primary counterparts?

In this episode, lead advisor for the Blankenship Group, Beau Blankenship shares how to stand out in a resort market.

"I don't think anyone can understand the pulse of a market unless you're IN it." -Brendon

Three Things You’ll Learn In This Episode

1 thing to know about resort towns in the Covid-era

As more people are able to work remotely full-time, what does that mean for the future of resort towns?

How to make a name for ourselves in feeder markets

How can we become synonymous with our markets, so when consumers in larger, feeder towns think of making an investment, we’re the very first name that springs to mind?

The importance of being active on the ground

How can we expect to position ourselves as local experts if we don’t know what’s happening in our communities?

Guest Bio-

Beau Blankenship is a successful business owner, luxury real estate investor, lead advisor for the Blankenship Group and License Partner for Engel & Völkers 30A Beaches. From a young age, Beau has consistently had a strong desire for success and possessed the drive to go above and beyond to make his goals a reality. From the beginning of his journey, he struggled to find a foothold in the ultra-competitive fields of real estate and property management. As a result, Beau learned what it took to lead a company. After years of dedication to sharpening his sales and team building skills, Beau finally opened his first brokerage in 2018 at the age of 27, and has since cleared nearly a billion dollars in personal sales volume since the start of his career. His brokerage, which grew from 4 advisors in 2018 to more than 70 in 2021, has cleared more than $608 million year-to-date. With grit, determination, and a shrewd sense for business and real estate investing; Beau grew his brokerage sales from $235 million in 2019 and to approaching a billion in sales in 2021. Beau was able to do this within the span of 3 years. Beau continues to lead the markets at #1 in GCI and volume for Engel & Voelkers, #1 in the 30a market for personal sales, #1 of year growth in the Engel & Voelkers network, and Real Trends The Thousand 2020 #36th in the country and #71 in 2019.

From his football career with the Jaguars to his powerhouse success with his Engel & Volkers brokerage, Beau has managed to defy the odds and proven time after time again that anything is possible. Beau’s unique ability to adapt to an ever-changing market and streamline the buying and selling process make him a force to be reckoned with in the 30A area.

To find out more and to connect with Beau, go to:

https://beaublankenship.evrealestate.com/

https://m.facebook.com/beau.blankenship.9

https://www.instagram.com/beaublank/?hl=en

beau.blankenship@evusa.com

How to Achieve Financial Freedom, So Your Choices Never Have to be Dictated by Income Ever Again w/Josh Barker

Thu, 04 Nov 2021 04:47:36 -0600

The prospect of attaining financial freedom is what got most of us into this business, but very few real estate pros have been able to turn that dream into reality.

Unfortunately, many of us are going about the business the wrong way, and as a result, we’re keeping ourselves on the hamster wheel indefinitely.

How can we start taking steps that bring us closer to our goals and root out the things stopping us from real freedom? Is financial freedom really possible for anyone to achieve?

In this episode, President of The Josh Barker Real Estate Team, Josh Barker explains the steps he took to attain his dream life.

"You have to pick a spot where you’re going to stop increasing your lifestyle, or you will work forever and have nothing to show for it." -Brendon Payne

Three Things You’ll Learn In This Episode

The importance of proximity

How can we expect to reach our biggest, most ambitious goals if we’re surrounded by agents who are content with doing 15 to 20 deals a year?

The #1 thing that can make or break our results

It’s not enough to ‘want’ to achieve financial freedom. What’s really motivating us to make that dream a reality?

Why preparation is a non-negotiable for success

How many amazing opportunities have we lost out on because of a lack of vision and preparation for the future?

Guest Bio-

Josh Barker is the Broker and President of The Josh Barker Real Estate Group in Redding, California. A local expert in his market, Josh is passionate about building companies, and since returning from sailing in the Bahamas with his family last year, he is excited to get back into the business and navigate the changes the industry has and will continue to experience.

To find out more, go to:

https://www.linkedin.com/in/josh-barker-61900a29/

https://www.reddinghomes.com/

Success Has Nothing to Do With Results: The Truth About Becoming Extraordinary in Real Estate Will Surprise You

Thu, 28 Oct 2021 01:00:00 -0600

In a metrics-obsessed industry, it’s super easy to attach our idea of success to grand numbers and achievements. Unfortunately, this approach can do more harm than good.

In our book, the numbers are insignificant. The process is what we should be obsessively fixated on.

When our vision of success is tied to what we do every single day, the extraordinary results we seek take care of themselves.

Why are process-focused people more successful than results-focused people? How do we lead our agents towards the activities that lead to success?

In this episode, we talk about the foundation of excellence, and why it doesn’t have to be based on the numbers.

"The people that follow a process and improve their skills end up doing extraordinarily well." -Greg Harrelson

Three Things You’ll Learn In This Episode

What drives excellence on real estate teams

As real estate leaders, what’s more important, an agent’s discipline or high numbers and unbelievable metrics?

Metrics vs. process

If we can’t always control the outcome, what can we always guarantee our control over?

Why great leadership starts within

Leadership is about uncovering what holds our people back from following the process they've committed to. How do we raise our level of leadership to do this?

The Market has Already Shifted, But It’s Not an Up-Down Shift

Thu, 07 Oct 2021 04:24:17 -0600

When real estate agents hear the term “market shift”, we usually brace for a market crash, but what if it’s more subtle than that?

When huge shifts happen, there are always leading signs and indicators. Over the last few months, there’s been a noticeable change in the conversations buyers and sellers are having, and agents should pay attention and adjust their approach.

What are buyers and sellers thinking about now that they weren’t considering last year? How do we respond to this change? In this episode, we talk about the market shift that has already happened, and what it tells us.

"When the conversation among buyers and sellers starts to shift, that’s a very early indicator that something else may follow." -Greg Harrelson

Three Things You’ll Learn In This Episode

How buyer behavior has shifted
Two months ago, buyers were trying to win the multiple offer scenarios, why are they more hesitant today?

Why we have to pay attention to leading indicators
Some of the biggest trends and indicators of a shift aren’t even showing up in closings yet. What are the agents who are paying attention noticing right now?

The only approach to take when the client’s dialogue changes
When the buyer or seller shifts the conversation, the agent’s tendency is to try and get them to shift back. Why is this a mistake?

Want to Create Extraordinary Results in Your Business? Commit to the Ordinary Activities That Lead to Success

Thu, 30 Sep 2021 01:00:00 -0600

Unbelievable success in business is a byproduct of discipline, focus, skill, consistency, work ethic and habit, but the result isn’t what’s extraordinary or commendable.

What we should celebrate is the ability to follow a simple process consistently, even in the face of boredom and the lure of shiny, new things.

How do we relentlessly get better at the ordinary activities that lead to success, and stick to the core fundamentals when boredom sets in?

In today’s episode, we share insights on what it takes to achieve an uncommon level of success, and the biggest challenge you’ll face on this journey.

"Going all in on the new opportunity is letting go of your core, that’s called a replacement. If you keep your core and you explore the new opportunity, that’s an enhancement." -Greg Harrelson

Three Things You’ll Learn In This Episode

Why success isn’t as glamorous as you think

Extraordinary results come from the repetition of ordinary activities. What are “listing machine” agents doing every single day to perform at a high level?

How to stay consistent when repetition and consistency gets boring

Human beings seek out and crave change, which flies in the face of the consistency and repetition needed to achieve anything extraordinary. How do we keep our need for variety away from our business fundamentals?

The difference between an enhancement and a replacement

An enhancement adds to our core fundamentals, a replacement eliminates the fundamentals. Why is the latter a risky move?

How Dom Santaniello Left Corporate & Built a Downturn-Proof, Cash Flowing Real Estate Business in 18 Months

Thu, 09 Sep 2021 01:00:00 -0600

Building on the right model and focusing on the right metrics is the key to getting the early wins, and setting yourself up for a profitable future. Success isn’t just about a return on investment, it’s about a return on your time. In a volatile market, net cash flow and a steady ship is more important than appreciation and big numbers.

In today’s episode, we’re joined by a real estate entrepreneur who left corporate, and started a brokerage and investing operation that weathered the financial storm of 2020.

How did he reverse engineer a successful transition from corporate to entrepreneurship? Why is he more focused on cash flow than net worth in this market?

In this episode, real estate broker, investor, entrepreneur, active landlord and co-owner of Naples Home Buyers & Naples Realty Group, Dom Santaniello shares how to build a solid real estate operation from the ground up and bring it to stability in 18 months.

"Our portfolio value is going to go down, based on where we are in the market. We’re focused on building the cash flow that’s going to power us through the downturn." -Dom Santaniello

Three Things You’ll Learn In This Episode

How to leave corporate and have a soft landing in real estate

Could you be losing money and valuable time holding onto your fixed salary, and how can you cover your living expenses with your first rental property?

Why net cash flow is the most important metric with rentals

As markets shift, the value of your portfolio is going to fluctuate. How do we make sure our “salary” stays the same even if our “stock price” goes down?

The power of combining real estate sales and investing

Being an investor makes you a better agent, and being an agent makes you a better investor. How does Dom Santaniello use both to create the ultimate service for clients?

Guest Bio-

Dom Santaniello is a real estate broker, investor, entrepreneur, active landlord and co-owner of Naples Home Buyers & Naples Realty Group. Prior to working as a Real Estate Broker, Investor and Entrepreneur, he worked as a Natural Gas Pipeline Engineer for Kinder Morgan, the third largest energy company in North America. Dom earned a Bachelor of Science in Civil Engineering from The University of Hartford where he graduated in the top 10% of his class. Dom has also earned a Master’s Degree in Business Administration from American International College.

Dom’s main role in Naples Home Buyers is Business Development, Lead Generation & Project Acquisitions. Dom has brought a unique perspective to the local real estate market and is fueled by a strong foundation of analytical, financial and sales skills. The Naples team specializes in buying distressed properties, adding value through capital improvements, stabilizing the property with market rents (where applicable) and then either refinancing or selling the property. Since 2020, Dom and his business partner, Luke Giusto, have closed over 50 deals together that range from Single Family fix & flips to Multi-family Buy & Holds and Multi-family BRRR projects. They have quickly built a seven-figure rental property portfolio that consists of over 25 stabilized, turnkey, Class B+ units that produce an average of $500-$650 NET profit per door.

For more information, visit https://www.naples-group.com/ or contact Dom directly dom@naples-group.com.

Stop Letting Your Money Slip Through Your Fingers! Chris Naugle Shares How to Start Thinking Like the Wealthy

Fri, 03 Sep 2021 06:54:23 -0600

Real estate agents are great at generating money in hot markets, but when it comes to keeping it in down markets, not so much.

Where are we going so wrong, and how should we be switching up the strategies we’ve used until this point? Is it even possible to stay in a strong financial position in any market?

In this episode, America’s #1 Money Mentor, Chris Naugle shares why if we want to get the same results as the wealthy, we have to start thinking like them.

"Treat your money the same as you treat the bank’s money. If you’re okay giving the bank your money to hang on to, why not put it in a different place, where you have full control over it?" -Chris Naugle

Three Things You’ll Learn In This Episode

Why we’re thinking about money ALL WRONG!

Have we been duped into thinking we’re making smart financial decisions all along, when really, we’re only shooting ourselves in the foot?

How to start behaving like the bank

If banks are using our money to make more, what’s stopping us from mimicking them?

How to earn compound interest WHILE using our money

Is it possible to earn compound interest while retaining complete access to our money?

Guest Bio-

From pro-snowboarder to money mogul, Chris Naugle has dedicated his life to being America’s #1 Money Mentor. With a core belief that success is built not by the resources you have, but by how resourceful you can be.

His success and national acclaim have come in large part to what he’s learned first-hand from seeking a better way to wealth creation and preservation than he learned growing up.

Chris has built and owned 19 companies, with his businesses being featured in Forbes, ABC, House Hunters, and his very own HGTV pilot in 2018. He is currently founder of The Money School™, and Money Mentor for The Money Multiplier.

His success also includes managing tens of millions of dollars in assets in the financial services and advisory industry and in real estate transactions.

As an innovator and visionary in wealth-building and real estate, he empowers entrepreneurs, business owners, and real estate investors with the knowledge of how money works.

Chris is also a nationally recognized speaker, author, and podcast host. He has spoken to and taught over ten thousand Americans delivering the financial knowledge that fuels lasting freedom.

To find out more, go to:

https://www.chrisnaugle.com/

https://www.chrisnaugle.com/podcasts/

Being a Leader is No Easy Feat: Are You Ready for the Challenge of a Lifetime? w/Kevin Kauffman

Thu, 29 Jul 2021 01:00:00 -0600

Building a successful business isn’t easy, but those who reach the top would agree that it’s all worth it in the end. The only question is, where do we start?

What are the first steps towards building a flourishing organization, and what are the pitfalls we need to navigate? Is there ever a single path to success, or do we need to tweak our approaches, every step of the way?

In this episode, Co-Founder of Group 46:10 Network and Co-Host of The Kevin and Fred Show, Kevin Kauffman shares how he built a burgeoning business with the end in mind.

"When you start your own business you’ve got to be a beginner again and you WILL go backward in income." -Kevin Kauffman

Three Things You’ll Learn In This Episode

1 question to ask ourselves ahead of any big change

What do we need to think about before shifting from solo agent to real estate team, or a small team to a large one?

The hard conversation we need to have as leaders

How can we give ourselves a healthy level of tough love?

How to build a referral-based business that sees results

Everyone wants a referral-based business, but how do we make it a reality?

Guest Bio-

Kevin Kauffman is the co-founder of the Group 46:10 Network, an organization whose mission is to produce extraordinary results, influence people, and impact lives by way of its real estate team. Consistently named as one of the Wall Street Journal and RealTrends Top 1,000 Real Estate Agents in the United States, Kevin, and his team sell over 350 homes annually and rank in the top 1% of all real estate agents in the country. Currently serving clients in 5 states and 7 major metropolitan areas, the Group 46:10 Network is also ranked amongst the top of all Keller Williams International teams. Their primary focus is to identify top real estate talent who are of an entrepreneurial mindset, who are passionate about their mission, and about customizing the home buying process to align with each client’s unique needs and personal goals.

Kevin is the co-host of The Kevin and Fred Show podcast.

To find out more, visit:

https://www.linkedin.com/in/kevin-kauffman-033b64119/

https://kevinandfred.com/

https://www.facebook.com/groups/nextlevelagents/

The Critical Decision That Will Keep Your Brokerage Alive For The Next 10 Years w/Jeff Cohn

Thu, 01 Jul 2021 01:00:00 -0600

The smartest real estate team leaders aren’t just thinking about what’s happening now, they are obsessed with positioning themselves for the future.

To be relevant over the next decade, we have to think beyond the traditional role of a real estate company. The successful brokerage of the future has to build a conglomerate of value by focusing on the most pressing needs of the agent.

How can leaders anticipate the needs of agents and locate themselves in a prime position to deliver value? What are the key pillars that have to exist in the real estate business of the future?

In this episode, we’re joined by the owner at kwELITE and host of the Team Building Podcast, Jeff Cohn. We talk about what agents, coaches, and brokerages need to do to remain relevant in a fast-changing real estate industry.

"The future of successful brokerages will be a conglomerate of 4 companies that fall under the same umbrella - coaching, lead generation, marketing, and contract management." - Greg Harrelson

Three Things You’ll Learn In This Episode

Why the world of coaching is evolving

What will the coaching company of the future look like, and how do we create a service that meets the expectations of today’s content consumers?

How to stay in business and thrive in the future

What is the obvious but overlooked conversation brokerage leaders need to have if they want to succeed going forward?

The power of pain in the journey to success

How does stretching ourselves and finding our pain zone outside of our business lead to growth in the business?

Guest Bio-

Jeff Cohn is a nationally renowned speaker, owner at kwELITE, and host of the Team Building Podcast. As founder of Omaha’s Elite Real Estate Group, now kwELITE, he led his team from 70 to 700 transactions in 6 years and was awarded the #1 team in unit sales in the world at Berkshire Hathaway HomeServices in 2019. Since beginning his real estate career in 2006, Jeff’s team has closed over 5,000 sales, totaling over $1 billion in volume.

Devoted to ongoing learning throughout his career, Jeff has forged strategic relationships with industry leaders across the country, listened to thousands of hours of podcasts, and read hundreds of books, providing him with a vast knowledge base. Jeff is considered a foremost real estate expert due to these efforts, and as founder and CEO of Elite Real Estate Systems, a coaching company, offers the annual Team Building Summit, monthly workshops, and weekly coaching calls. As a credit to his extensive know-how, Jeff speaks frequently at various events throughout the US and Canada.

For more information, visit https://www.kwelite.com/.

Battle of the Business Models: The Future of Teams and Brokerages in the Real Estate Renaissance w/Brett Jennings

Thu, 24 Jun 2021 01:00:00 -0600

For the past few decades, brokerages have been the mainstay of the real estate business, but as the industry goes into a renaissance, that’s set to change.

Why are so many agents shifting from brokerages to teams, and from teams to ‘team-erages’? Which organizations are most likely to last in the long term, and what can we do to retain more of our agents, regardless of the model we choose?

In this episode, Founder of Real Estate Experts, Brett Jennings returns to explain how to hold on to agents and continue seeing results in an ever-changing business.

"The brokerage industry may be on its heels, but those willing to provide value that leads to success will always stay relevant." -Brett Jennings

Three Things You’ll Learn In This Episode

What makes the traditional brokerage model unattractive to agents

Where did brokerages go wrong, and what can they do to get back on track?

The key distinction between teams and brokerages

Why does it seem like so many teams are operating as brokerages with a new name? Is there a major difference?

How to give agents more WITHOUT sacrificing profitability

The key to retention lies in providing a ton of resources, but is it possible to do that without shrinking our profit margins?

Guest Bio-

Brett Jennings is the owner and founder of Real Estate Experts. He is an award-winning luxury home marketing specialist and also holds a certificate in negotiation from Harvard Law. In 2017, the Wall Street Journal recognized Brett and his team as one of the top 250 real estate groups in the United States. With over one million agents in the country, this prestigious award places Brett in the top 1/10th of the top 1% among his peers.

Although these statistics are impressive, Brett’s true passion is helping people make smart real estate decisions that positively transform their lives. His extensive background in real estate, finance, and life coaching enables him to draw from a deep well of life experience as he helps his clients make informed, intelligent decisions. In a fluctuating real estate landscape, the expertise and attention he provides are necessary and rare.

Described by his peers and clients as energetic, focused, determined, and engaged, Brett always goes above and beyond. He provides his buyers access to his curated list of over 250 off-market properties, and his sellers benefit from his market-proven home selling process that has set record-breaking prices in almost every neighborhood he sells in. His best-selling book, The New Rise in Real Estate, serves as a further resource for clients wanting to make the most of the current market.

Brett is a charismatic leader who cares as much about his team as he does about his clients. His commitment to delivering a five-star service experience for every client is carefully crafted by a hand-picked, all-star team that consists of transaction coordinators, renovation, marketing, listing, and buyer specialists, all dedicated to offering the highest standard of care in the industry.

To find out more, go to:

https://www.therealexperts.com/agent/brett-jennings/

https://bearealexpert.com/

You've Got Everything it Takes to Start Your Own Business: Here's the Path to Take w/Rhyan Finch

Thu, 17 Jun 2021 01:00:00 -0600

Many agents have the desire to start their own businesses, but they just don’t have the confidence to take the first steps. What will it take to change that?

What are the key things agents need to know before becoming business owners? Is there anything we can do to prepare? How can we ensure that once we do have our own businesses, we keep seeing great results in the long term?

In this episode, Founder of 1st Class Real Estate and 1st Class Franchising, Rhyan Finch shares how he successfully made the leap from agent to entrepreneur.

"Everybody is scared of moving onto the next level of business because they don't know their numbers. The easiest solution is, look at your numbers!" -Rhyan Finch

Three Things You’ll Learn In This Episode

How to move past the uncertainty of running a business and just do it

What’s the main thing stopping agents from taking the next step, and what can we do to move past the obstacle, once and for all?

How to stay ahead of the herd in any market

What can we do to differentiate ourselves from all the other business owners in our space?

How to keep calm in the face of challenges as an agent-turned-entrepreneur

Challenges are inevitable, and as business owners, we need to accept that, rather than try to fight it. How can we deal with problems as calmly as possible, so they don’t need to halt our progress?

Guest Bio-

Rhyan is the broker, owner, and founder of 1st Class Real Estate and 1st Class Franchising. In 2005, he became a licensed real estate agent with a nationally known franchise firm in Virginia Beach and quickly exploded as he gained 100+ listings on the market after finding his niche in short sales. Rhyan became certified in Distressed Properties, Short Sales, & Foreclosures. As a new agent, Rhyan had great success and earned the Re/Max International 100% Club in 2007 and 2008.

In 2008, Rhyan gave himself a promotion and started his own Real Estate Team - The Rhyan Finch Real Estate Team. He began with 1 agent (himself!) and quickly grew to 5 agents within just a few months. At the time, Rhyan recognized what was going on with the real estate market and when the bust came he quickly became an expert on distressed properties. In five years Rhyan had taken his newfound real estate career in a crashing market to the number one team in Hampton Roads after joining forces with his sister Rhendi.

In 2012, the team grew to selling over 900 homes and consequently was named the #7 Real Estate Team in the US by the Wall Street Journal and the #1 Platinum Mega Team In Hampton Roads by the Realtor Association. After this track record of success, Rhyan decided it was time for the team to branch out and founded 1st Class Real Estate, an independent real estate firm located in Virginia Beach, Virginia.

Now, as CEO and Principal Broker, he has led the company to rank in the top 4% of real estate companies in the Hampton Roads area, over 700 agents, and 50+ locations nationwide. His powerful leadership, knowledge, and desire to excel has proven a track record of success for exponential growth. Rhyan started this company with one goal in his heart - to change lives so here at 1st Class Real Estate, our mission is to “change lives and sell a few homes along the way…”.

With a desire to do more and give more, Rhyan is on a mission to increase the success rate of all of those in this industry. Using tips and trade secrets, he has now franchised their proven and winning model to help the everyday real estate agent grow their own real estate team in their local markets all over the country.

To find out more, visit:

https://1stclassrealestate.com/about_us

How to Convert Your Internet Leads at a Higher Level and Build Long-Lasting Relationships that Bring in a Ton of Business w/Paul Diaz

Thu, 10 Jun 2021 01:00:00 -0600

Internet leads are not referrals, and just because someone clicks our content doesn’t guarantee their business. The question is, how do we convert them?

What does it take to turn an internet lead into a client? How can we bridge the gap from a click online to connection offline?

In this episode, National Sales Director at BoldLeads, Paul Diaz shares his foolproof formula for conversion.

When you get a hold of an internet lead, all you have is your word over the phone, so credibility is key in the early stages. -Paul Diaz

Three Things You’ll Learn In This Episode

The starting point for any script that we need to master

Are we asking our leads enough questions? What does a good question sound like, anyway?

The importance of coming from curiosity

There’s a story behind every decision, from choosing to move forward with a transaction to staying put. How do we unearth them?

How to practice active listening

How can we show our leads that we're not just listening to them, but hearing them?

Guest Bio-

Paul Diaz is the National Sales Director at BoldLeads. While not an agent, Paul has an impressive track record in real estate, and has served as an ISA at a number of companies, including Zillow, since 2014. A rockstar on the phone, Paul is celebrated in the industry for his brilliant communication skills and being able to close anyone.

To find out more, go to:
https://www.linkedin.com/in/pauldiaz5/

https://boldleads.com/

How to Keep Your Eyes on the Prize and Stay Laser-Focused on Your Long-Term Goals As A Newbie Agent w/Hunter Baiden

Thu, 03 Jun 2021 01:00:00 -0600

Real estate affords more opportunities for success than any other industry, and even newbie agents can make their dreams a reality in a short space of time. That being said, it can feel a little daunting diving into the space as brand new agents.

How can first-time agents supercharge their results and get on the fast track to success? Once we’ve made a splash in our early days, how do we keep up the momentum?

In this episode, C21 The Harrelson Group agent, Frank ‘Hunter’ Baiden shares how he’s made his mark in just 3 years.

"Be consistent from day one, then take that consistency and determination and put it behind a systematic approach." -Hunter Baiden

Three Things You’ll Learn In This Episode

How to stay committed long-term

Anyone can bring their A-game on their first day. How do we stay committed once real life sets in?

The key to building confidence as a newbie

How can we get better at conveying our knowledge when we’re new to real estate?

Why having a ‘why’ is only step one

Knowing what motivates us is extremely important, but what else do we need to think about to stay committed?

Guest Bio-

Frank ‘Hunter’ Baiden is a real estate agent at C21 The Harrelson Group. Despite only getting started in 2019, Hunter has made a massive impact in his market, and thanks to his absolute dedication, he’s on track to not only reach but surpass his goal of 100 transactions in his third year. Born and raised on the Grand Strand, Hunter is passionate about elevating his community and giving back to the area that shaped the man he is today.

To find out more, visit:

https://www.c21theharrelsongroup.com/frank-hunter-baiden/

https://www.linkedin.com/in/hunter-baiden-9539b41a6/

And to find out more about the resources mentioned in this episode, go to https://www.realestatesalessolutions.com/

Jackie Kravitz Shares How to Convert FSBOs in a White Hot Market

Thu, 27 May 2021 01:00:00 -0600

With the market as hot as it is, many would-be sellers are choosing to become FSBOs instead of listing with agents. How can we get them to reconsider?

What do agents need to do to prove their value to sellers in a time when everyone feels like they can go it alone? Are we bringing something special to the table?

In this episode, the ,Founder of SalesX Training, Jackie Kravitz shares how to turn FSBOs into listings.

"FSBOs are willing to pay for perceived value, so they will list their home with the first agent who can show them the value in their services for commission." -Jackie Kravitz

Three Things You’ll Learn In This Episode

The importance of knowing our unique selling proposition

How can we expect FSBOs to see our value when we don’t even see it ourselves?

How to break away from the sleazy reputation our industry has

70% of people don’t trust real estate agents, and that’s what stops many sellers from listing with us. How can we flip the negative perception of our industry on its head?

How to empower our clients to make the best decisions

What can we do to ensure our clients know they’re making the best financial decisions?

Guest Bio-

Jackie Kravitz is the Founder of SalesX Training. An industry veteran with unbelievable experience, Jackie is known as the Queen of FSBOs and Expireds. Today, she’s passionate about helping other agents follow in her footsteps and make their dreams a reality through her training system.

To find out more, go to:

https://www.salesxtraining.com/
https://www.facebook.com/SalesXtraining/

https://www.linkedin.com/in/jackiekravitz

https://www.youtube.com/channel/UCNPva3sBTf9ygD6Lhvjt7KA

Switch Up Your Mindset: 'Zero Inventory' is All in Your Head

Thu, 20 May 2021 01:00:00 -0600

Over the past few years, favorable market conditions have lulled agents into a false sense of security, and that's why the thought of "zero inventory" is so frightening.

However, the idea that there's nothing on the market is a mindset issue more than a fact, and if we can switch up the way we think, we'll thrive no matter what happens.

What should our thought processes look like, and how can we turn them into strategy? What are the actions we can take today to position ourselves as the obvious choice for both buyers and sellers, so we stand out in a time when agents supposedly outnumber inventory?

In this episode, we're breaking down the steps we can take to ensure success no matter the inventory situation.

"Instead of complaining about the current state of the market, agents should be taking advantage of it." - Brendon Payne

Three Things You’ll Learn In This Episode

How to cultivate the right mindset for different types of calls
Expanding our pillars of lead gen is important in today's market, but it can be a little daunting taking on something we're not already comfortable with. What's the best mindset to take into different types of calls?

Why we need to dig deeper and ask the right questions
People aren't reaching out to us unless they want something. What questions will help us figure out a way to serve them best?

The importance of being available
In this market, agents are a dime a dozen, so when a potential client reaches out, we have to answer. However, what happens when we aren't available the minute a call or email comes in?

Tactics to Get 10 Listings a Month in a “Zero Inventory” Market

Thu, 13 May 2021 01:00:00 -0600

There’s a lot of talk about us being in a ‘zero inventory’ market, but a quick look around will show that there’s no shortage of transactions taking place. Homes are still being bought and sold, and it’s possible to not only survive but thrive in this market, as long as we’re willing to tweak our strategies.

What changes do we need to make to our existing business models during this period? What are buyers and sellers doing differently, and how can we position ourselves as their obvious choice, every step of the way?

In this episode, we’re discussing how to supercharge our businesses, regardless of what’s going on in the market.

"There’s plenty of inventory out there: we just have to figure out the adjustments we need to make to our businesses to get a piece of the pie." -Brendon Payne

Three Things You’ll Learn In This Episode

How to open ourselves up to more opportunities
How can we stop pigeonholing ourselves and expand our pillars of lead generation?

Why we need to compress our long-term nurture communication timeframe
In today’s market, waiting a year to follow up is a major gamble. How soon should we follow up after initial contact?

The importance of tech and automation in a piping hot market
How can we use the technology at our disposal to stay ahead in a sea of competitors?

The Core Leadership Skills Necessary To Scale A Business w/Anthwon Thomas

Thu, 06 May 2021 01:00:00 -0600

Making the jump from agent to entrepreneur isn’t always easy, especially when we don’t have hands-on leadership experience. However, with the right guidance, there’s no reason why we shouldn’t become revered leaders in our own right.

The question is, where do we get that guidance? Where can we learn the skills required of great leaders, and how can we implement them effectively in our businesses?

In this episode, founder of Silver Lining Real Estate Group, Anthwon Thomas shares how he built up his leadership skills to establish a thriving organization.

"To be a great leader, you need to be an even better follower." -Anthwon Thomas

Things You’ll Learn In This Episode

Who to look up to in the business

Whose lead should we be following to ensure maximum results, even when we’re brand new to the industry?

Where to get top-level accountability as leaders

Who should we turn to for real, raw accountability? Who is more likely than anyone else to help us stay on track to our most ambitious goals?

The key to running a successful team

How can we ensure our teams hold both themselves and their colleagues accountable, even when we’re not there?

How to prepare ourselves for industry domination, even as newbies

No one enters the real estate business as a bonafide expert, so how can we fine-tune our skills from the moment we enter the space?

Bullets:

Guidelines for cultivating strong company culture, right out the gate
Anthwon Thomas’s 3 life principles for holistic success
How to become resourceful with minimal resources
The key to constant growth in all areas of life

Guest Bio-

Anthwon Thomas is the founder of Silver Lining Real Estate Group in Lafayette, Indiana. After studying towards his law degree at Purdue University, Anthwon discovered his love for real estate in 2015. With impressive results to date and a steadily growing team, it’s safe to say he hasn’t looked back since.

Connect with Anthwon on Facebook Messenger:
https://www.facebook.com/AnthwonThomas

And learn more about Silver Lining Real Estate Group at:
https://silverliningregroup.com//

Cash Offers & Motivated Sellers: How to Add Investing to Your Agent Toolkit w/Tom Cafarella

Thu, 29 Apr 2021 01:00:00 -0600

Many agents feel apprehensive about getting into the investing side of real estate, and the current competitiveness in the market doesn't help those hesitations.

However, for those who are willing to leap, investing could be the thing that takes their business to the next level.

How does an agent make the shift to an investor? Can we use the investment side of things to bolster our existing real estate businesses?

How do we even begin to identify great deals when we're new to the investing space?

In this episode, I’m joined by the host of the Agent Investor Podcast and co-founder of Ocean City Development, Tom Cafarella. We discuss how agents can maximize their results with real estate investing.

"The great news for agents saying they're not investors is, you don't need to be. Team up! There are so many people out there with cash, and it won't take much time to find investors." -Tom Cafarella

Three Things You’ll Learn In This Episode

What to do if we don't feel comfortable investing

Not everyone feels comfortable investing, so don't be afraid to team up. A simple Facebook post can be all it takes to connect with potential partners.

How investing allows us to maximize every opportunity

Often, agents will go into a property, assess that it needs a lot of work to go to market, and that marks the end of the road, but it doesn't have to be.

Why investing is a great fallback option for every agent

Most of the time, sellers prefer listing their properties to taking a cash deal, but there is a small percentage who won't. How can you create a service offering that meets the needs of those sellers?

Guest Bio-

Tom Cafarella is an entrepreneur, real estate investor, speaker, and coach. As founder of Ocean City Development, Tom and his team have purchased hundreds of homes. As the founder/broker of Cameron Real Estate Group, Tom also leads a team of 200+ agents serving homeowners and buyers all over greater Boston and Massachusetts.

Host of the Agent Investor Podcast, Tom has also been featured on industry podcasts such as Real Estate Investing Secrets, Level Up with Greg Harrelson, Team Building Podcast with Jeff Cohn, Investing in Real Estate with Clayton Morris, Deal Farm, Real Estate Locker Room, Cash Flow Guys and many more.

To find out more, go to: https://www.cameronrealestategroup.com/tom-cafarella/

http://www.tomcafarella.com/

https://www.linkedin.com/in/tom-cafarella-oceancitydevelopment-110835a9/

https://m.youtube.com/channel/UCBaMfwcNTLed8O5XtpRVtfQ

https://m.facebook.com/tommy.cafarella

https://agentinvestor.podbean.com/

Sellers Are Afraid of Listing… Here’s How to Help Them Move Forward w/Brendan Bartic

Thu, 22 Apr 2021 01:00:00 -0600

Many agents shy away from listings, purely because they’re often difficult to work with. However, if we can remove the obstacles, there’s no reason why we can’t build booming, listing-based businesses.

The chief reason listings are so tough to work with is not everyone feels comfortable putting their homes on the market. That being said, even when homeowners are nervous to list for whatever reason, it’s not the end of the road, and all we need to do is find a new way forward.

How can we help sellers move past their fears of listing, so we can find the best way forward for them? Is there a way to create a win-win scenario?

In this episode, the CEO of The Bartic Group, Brendan Bartic shares why it’s so important to give our clients options.

"When agents provide options outside of the traditional, basic real estate program, they’re enabled to have more conversations." -Brendan Bartic

Three Things You’ll Learn In This Episode

How options put our clients in the driver’s seat

When sellers know they have options beyond the traditional route, they feel more empowered to decide on their own. Aim to educate, so they can make the choice they feel most comfortable with.

How to deal with sellers who aren’t convinced they want to list

Some homeowners just aren’t sure they want to sell, and that’s okay! Remind them that listing doesn’t mean they have to sell and that if after a few months they would rather stay in their homes, they can choose to do so.

What to do when the traditional listing is the most viable option

If a seller insists on a fix and list and we know it doesn’t meet our criteria or would prefer a cash deal when we know they’ll be losing out, we have the power to say no. Options let us find a mutually beneficial way forward, and if either party feels like they’re not gaining anything, we can choose not to work together at all.

Guest Bio-

Brendan Bartic is the CEO of The Bartic Group at Keller Williams Realty. An industry veteran of more than 18 years, Brendan is also a US Army veteran, having done multiple tours in both Iraq and Kuwait. Brendan is also CEO and Founder of Brendan Bartic Real Estate Coaching and author of the forthcoming book, The Score.

To find out more, go to:
https://www.brendanbartic.com/

https://www.thebarticgroup.com/

https://www.linkedin.com/in/brendanjbartic

Creating a Perpetual Relationship-Driven Real Estate Machine w/Rett Harmon

Thu, 04 Mar 2021 01:00:00 -0600

The pandemic changed multiple things about our lives and businesses. The real estate businesses that have thrived through this were prepared ahead of time and focused on the right things.

While some businesses have had to reinvent themselves completely, others only had to make small adjustments. The goal isn’t to focus on the shiny objects, it’s to create a scenario where we don’t have to stress about all the disruptors everyone is worried about.

That can only take place if we pour all our attention into the systems that keep the business running.

What is the main area we need to be focused on? How can we be more intentional with connecting with our communities?

In this episode, CEO and co-founder of Century 21 Novus Realty, Rett Harmon talks about how he led his business through 2020.

"Some of the basic things we learned when we first got into the business are so much more important now than they’ve ever been. We just have to bring them full circle and be intentional with what we’re doing." -Rett Harmon

Three Things You’ll Learn In This Episode

How to build a perpetual real estate machine
When we build a business on the right foundation, we won’t have to scramble when the industry or the world suddenly shifts. That way, when a disruption happens, all the right systems and relationships are baked in and fully functional. Instead of building from scratch, all that’s required are tweaks and adjustments.
Why we need to avoid chasing shiny objects
We often try to grow by jumping onto the next big thing, but it’s better and less risky to control and experience growth by going deeper into what we already have. Not building deep relationships is a bigger risk than ignoring disruptors.
The most important currency in our real estate business
One of the most significant adjustments of the last year was doing business in a socially distanced world. This can be a huge blow to a real estate business. As leaders, we have to plug-in systems that maintain relationships, allow us to stay in front of people, and bring value and positivity to them.

Guest Bio-

Rett Harmon is an author, community advocate, and contributor to the real estate industry. He is both an active agent and co-owner of Century 21 Novus Realty. Rett began selling real estate in 2001 while attending the UWG where he earned his BBA in Real Estate. C21 Novus is currently growing with 40 agents, 11 staff, and over 700 properties under management. Rett along with his previous team closed 226 transactions in 2017.

To get in touch, call 678.520.6381

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

Random to Real Estate YouTube https://www.youtube.com/channel/UCdZlLBXnu4p9rlKoV-TslHQ

A Guide to Success As a Newbie Agent w/Robert Skeels

Thu, 28 Jan 2021 01:00:00 -0600

Many young agents see their age as a barrier to success, but it doesn’t need to be. We can achieve anything we put our minds to, regardless of our level of experience.

Still, getting started in real estate comes with its challenges. How can we navigate those and go on to make our dreams a reality?

What are the objections commonly faced by younger agents, and what can be done to overcome them?

In this episode, Robert Skeels of The Quintin Group shares how he’s made his mark on the industry at just 25 years old.

"As a new agent, It’s so important to be surrounded by good leadership, whether you team up with them or you’re just in the same environment." -Greg Harrelson

Three Things You’ll Learn In This Episode

How to boost credibility as a newbie agent:

Counter any perceptions of being inexperienced by accumulating as much knowledge as possible. Simply knowing the area we serve goes a long way in establishing authority.
How to stay accountable to the goals we set:

Find a way to make not doing a particular task or reaching a goal more difficult than getting it done. If we know we’ll pay a fine for not executing, we’ll put in more effort.
Why it’s so important to maintain healthy habits:

It’s easy to quit a routine, but the same can’t be said for getting back into it. Keep the momentum going!

Guest Bio-

Robert Skeels is an agent at The Quintin Group Keller Williams. Since starting his career interning as an ISA, Robert has gone on to earn his license and consistently deliver great results. Robert is a Buyer Specialist.

To find out more, go to:

https://thequintingroup.com/company-profile/our-team/

https://www.linkedin.com/in/robskeels

Or contact him at:

rob@thequintingroup.com

9738307377

Books mentioned in this episode:

You'll See It When You Believe It: The Way to Your Personal Transformation by Wayne W. Dyer https://www.amazon.com/Youll-See-When-Believe-Transformation/dp/0060937335

Easy Video Ideas that Guarantee Success

Thu, 21 Jan 2021 02:00:00 -0600

By now, most agents are aware of the benefits of using video. However, far too many are still shying away from implementing it in their businesses.

Recording a video for the first time is a simple step, but if we’re not sure how to do it, it can be daunting. What kind of content should we be creating, and who should we be sharing it with?

How can we overcome our fears of the unknown and take the plunge?

In this episode, we’re sharing easy, copy-and-paste ideas guaranteed to get any first-timer started with successful video.

"Just get started with basic video ideas and you’ll become more creative over time." -Greg Harrelson

Three Things You’ll Learn In This Episode

How to use video to keep clients informed:

Our clients don’t always know what’s happening with their transactions outside of our meetings, so keep them in the know by sending regular video updates.
How to build deeper connections with hot leads through video:

Sending video in place of a text or email is a great way to build real relationships with leads, but take it a step further by mentioning their name. Letting our leads know we’re talking directly to them is a small touch that makes all the difference.
How to use video as a starting point for deep engagement:

When sending a video of a home or a market update, be sure to send a text with it asking for the recipients’ thoughts. This is a great way to start a conversation and occupy their mind for a few minutes.

The Art of Conversion: How to Have Profitable Conversations w/Dale Archdekin

Thu, 14 Jan 2021 01:00:00 -0600

Most agents are more focused on generating new leads than getting more out of the leads already sitting in their databases.

This is an expensive mistake.

As buying leads becomes more costly and pressure from industry disruptors mounts, dialing in our conversion is the low hanging fruit for growing our businesses and making more money.

Effective conversion doesn’t just happen, it’s a systematic process for having conversations. When we dial that in, we can turn more strangers into advocates, and improve the flow of our database.

What do we need to be thinking about in order to move the needle on our conversion ratios? How do we improve the quality of conversations we have with leads?

In this episode, we’re joined by coach, trainer, and founder of Smart Inside Sales, Dale Archdekin. He talks about the immeasurable impact of improving our conversion, and the metrics we need to be paying attention to.

If you increase your conversion percentage on leads that you have purchased and stop them from sitting and rotting in your database, your profits will multiply. -Dale Archdekin

Three Things You'll Learn In This Episode

The true purpose of lead conversion:

When you have a lead and you communicate with them properly, they go from a stranger into an acquaintance. Through follow up and rapport, we can turn them into advocates. Advocates are the people who will do business with us and send us business.

The one factor that moves the needle in lead conversion:

The one factor we need to dial in to increase our conversions is the quality of the conversations we have. How we approach people, and how we talk to them and phrase things makes it easier to stay in conversation with them and build up trust.

Why we need to tailor our approach for different personalities:

Different personality types initially engage with strangers differently. Instead of trying to get a lead to communicate according to our personality type, our communication has to honor them and how they respond to being approached. If we adjust the way we initially approach based on the lead’s personality, we’re able to knock down their walls, put them at ease, and take the conversation further.

Guest Bio-

Dale Archdekin is the founder of Smart Inside Sales, a coaching and training company serving residential real estate agents and brokers. As former Director of Lead Generation for a top-5 Keller Williams Realty mega team, Dale was instrumental in more than doubling the team’s sales to over $200 million in just 3 years. Dale has been a residential real estate salesperson for close to 10 years now. He lives in Philadelphia with his wife, who is also a residential real estate agent with close to 10 years of experience, and their two amazing kids. Dale and his wife invest in real estate as well and real estate is their main vehicle for their retirement planning.

Learn more about Dale’s course Conversion University here.

Bill Lublin on Why You Should be Investing NOW!

Thu, 07 Jan 2021 02:00:00 -0600

Most experienced real estate investors agree that their only regret is not holding onto their properties for longer, and for good reason. Investing is one of the best ways to build wealth, so as agents with industry expertise, we should be diving in head first!

However, many agents are holding back. What’s causing them to hesitate, and how can they work through their concerns?

Many times, it all comes down to finances. It’s all very well to tell agents to invest in property, but where will they find the cash to get started?

In this episode, CEO of Century 21 Advantage Gold, Bill Lublin shares how to break into real estate investing.

Retiring without drastically changing your lifestyle is unlikely, unless you’re buying properties and building an investment portfolio. -Bill Lublin

Three Things You’ll Learn In This Episode

Why investing is a great way to set ourselves up for retirement:
For most people, retiring requires an adjustment to their lifestyles, but that doesn’t have to happen. If we start building investment portfolios today, we’ll earn the means to not only retire, but live the lives of our dreams while doing so.
What makes investing such a good IDEA:
When getting started, it’s helpful to think of investing in terms of the IDEA acronym: Income, Depreciation, Equity, and Appreciation.
How to invest when we don’t have cash:
Financial limitations shouldn’t stop us from investing, because when it comes to good deals, finding money is never a challenge. Partner up with another investor and take the plunge.

Guest Bio-

Bill Lublin is the CEO of Century 21 Advantage Gold, Pennsylvania’s number One Century 21 firm. Also CEO of Social Media Education Provider SMMI, he has spoken on real estate, social media, and technology to numerous organizations across the US, Canada, Dubai, and the UK. As an expert in the field of Organizational REO, Bill represents several large national lenders including Fannie Mae, Homesteps (Freddie Mac), and others. The recipient of numerous awards from professional real estate organizations, Bill has been inducted to the REALTORS Hall of Fame and has trained and spoken Nationally on Foreclosures and Short Sales. Bill leads the Short Sales Working Group for the National Association of REALTORS.

To find out more, go to:

https://www.linkedin.com/in/billlublin/

https://www.century21.com/real-estate-agent/profile/william-lublin-P10058887

You can also contact him directly on:

bill.lublin@c21ag.com

215 280 4114

Monetize Your Day, Every Day

Thu, 31 Dec 2020 02:00:00 -0600

The best way to thrive in a reactionary business like the one we’re in is by taking control wherever we can, and the first place to get started is with our days.

Far too often, real estate professionals fail to meet their goals because while they’re busy round the clock, they’re not always doing the activities that count.

Focusing our energies on high dollar-producing tasks is vital for success, but is it really possible to do them every single day? Where do we find the time to do both the activities guaranteed to make us money and the more exciting, outside the box ones?

In this episode, we’re sharing how to structure and monetize each day for maximum results.

When building your business, you don't have control over results, but you do have control over your actions. -Brendon Payne

Three Things You’ll Learn In This Episode

Why our businesses need to have a checklist:
Think about 5 foundational activities guaranteed to grow a business and put them on a checklist. These are the things that have to get done every day, no matter what.

The importance of keeping our checklists short and manageable:
Consistency at a lower number is more beneficial to a business than inconsistency at a higher number, so don’t write pages of to-do lists. Keep it simple, realistic, and reasonable.

How to ensure our checklists don’t detract from other obligations:
Ticking tasks off the to-do list doesn’t need to take all day. In fact, it should only take 3-4 hours, which gives us ample opportunity to get to everything else on our agendas.

Winning Listings in a Competitive Sellers Market- WITHOUT Lowering Commissions

Thu, 24 Dec 2020 02:00:00 -0600

When faced with a competitive market, one of the first things many agents do to win more listings is cut their commissions. However, that might not be necessary.

The truth is, when we’re providing a phenomenal service to our clients, they won’t have a problem with our commissions. Thriving in a competitive market doesn’t require us to lower our percentages, it just means we need to up our value.

So, how do we provide the kind of value that our competitors aren’t? What can we do to differentiate ourselves and show our clients that even in a sea of options, we’re the obvious choice?

In this episode, we’re discussing how to set ourselves apart and get more listings, even in a competitive market with low inventory.

Commission conversations are never about money. Sellers aren’t objecting to paying, they’re objecting that the value you bring doesn’t equal the money you’re requesting. -Greg Harrelson

Three Things You’ll Learn In This Episode

How to help our clients find the best solution for their needs:

No one sells their home for the sake of it, there is always a reason. As agents, we need to unearth what that is and find the best way forward for our clients.

Why creating a partnership with our clients makes all the difference:

It’s not our job to tell our clients what to do, it’s our job to give them options. Let them know we’re there to share our industry expertise with them as partners.

Why being overly salesy is a way to survive, not thrive:

We may win some listings by being salesy, but our clients will always be aware that we’re in it for ourselves. Focus on being an authentic partner instead.

Connect with Greg and Brendon via Facebook Messenger at:

https://www.facebook.com/gregharrelson

https://www.facebook.com/brendon.payne.7

3 Uncommon Keys to Making December Your Most Profitable Month

Thu, 17 Dec 2020 02:00:00 -0600

As we near the end of each year, many agents take time off to recuperate from the past 11 months. However, doing that could leave a considerable dent in our energy levels and our profits.

More momentum and cash flow are lost in December than in any month of the year, and that’s because so many of us go cold turkey after a year of grinding and feeling burnt out. Wouldn’t it be great if we didn’t feel like we needed that time off?

Is it possible to get to December feeling refreshed, rather than depleted, and finish the year strong?

In this episode, we share why active renewal throughout the year is the key to maintaining our momentum.

Feeling like we need a break in December has nothing to do with it being a good time to take off, and everything to do with what we did wrong throughout the year. -Greg Harrelson

Three Things You’ll Learn In This Episode

How to actively renew our energy throughout the year:

Instead of waiting for year-end to pursue personal interests, pour into them more regularly. We don’t need a ton of time off to feel fulfilled when we’re doing something to fill our own cups each day.

How to incorporate more fulfilling activities into our days:

Between work and family life, it’s tough finding a moment for personal interests and hobbies. Combat this by scheduling work around those activities, rather than the other way around.

Why we need to build more healthy distractions into our schedules:

The standard routine for most agents is going to work, then coming home, with no buffer in between. The only problem with that is, we’re going from the chaos of work to a busy home and not taking a moment to truly zone out from everything happening around us.

Reboot Your Routine: How to Start 2021 on the Right Footing w/Ryan Snow

Thu, 05 Nov 2020 04:06:28 -0600

With the end of the year fast approaching, now is the perfect time to gain momentum and set ourselves up for a better 2021. However, so many of us have broken our routines that finishing strong seems out of reach.

That being said, falling out of a routine doesn’t automatically spell disaster. We’re not doomed, we just need to reset.

How can we get back into the swing of things and make the most of these last few months? What can we do to ensure we stick to our habits?

In this episode, #1 best-selling author, sales leader, and business coach, Ryan Snow shares how to get back into the routines that guarantee growth.

Establish a focused lead gen strategy and stop getting caught up in shiny objects. -Ryan Snow

Three Things You’ll Learn In This Episode

How to adopt a healthier morning routine:

When we start our days looking through social media, checking our emails, and watching the news, we open the floodgates for negativity. Save these activities for later in the day, and dedicate mornings to growth.
How to pick strategies and stick to them:

If the lead generating activities we’re doing don’t fit into our lives, we’re just not going to do them. If we can’t see ourselves doing something consistently, it’s best to avoid it altogether.
Why we need to stop dabbling and go deep:

Variety is the spice of life, but business is better when our strategies are bland. Stop getting distracted by shiny objects, stick to what works, and master it.

Guest Bio-

Ryan Snow is a sales leader, business coach, teacher at heart, and co-author of the #1 Best-Selling The Miracle Morning for Salespeople, alongside Hal Elrod and Honorée Corder. Ryan is passionate about helping salespeople reach their full potential, and advocates that cultivating effective daily habits is the best way to go about it.

To find out more, head to:
https://www.explosivesalesgrowth.com/about-ryan/
https://www.linkedin.com/in/ryansnowteam
https://www.amazon.com/Miracle-Morning-Salespeople-Fastest-SALES/dp/1942589026

Other links mentioned in this episode:
Rich Dad’s Cashflow Quadrant by Robert Kiyosaki
https://www.amazon.com/Rich-Dads-CASHFLOW-Quadrant-Financial/dp/1612680054

We Have a Duty to Perform at a High Level

Thu, 29 Oct 2020 03:09:13 -0600

Our level of success goes beyond financial reward and recognition. In our own way, we are leaders and examples in our community. Our goals and motivation don’t just impact our own lives.

Performing at a high-level and making our dreams a reality is non-negotiable because it impacts the lives of the people around us. It’s our responsibility to be the best we can be, and that should add fuel to our motivation since a lot is at stake.

What can we do to ensure we reach the goals we’ve set? How can we motivate ourselves to keep pushing the bar and perform at a higher level?

In this episode, we discuss how to stay focused on the duty that is success.

Perform at the highest level not only for the money you can make, but the example you can set. -Greg Harrelson

Three Things You’ll Learn In This Episode

The 5 questions to get to the core of our motivation:

The reason we want to achieve at a high level comes down to more than making money. To uncover our true “why”, we need to ask ourselves how our businesses are doing now, what we want, why we want it, who will benefit if we succeed, and most importantly, who will suffer if we don’t.
Why we need to think about who suffers if we fail:

Being asked who will struggle as a result of our failures feels like a sucker punch because it puts everything into perspective. When we know a loved one’s best interests are at stake, we’ll do whatever it takes to succeed.
How performing at a high level impacts our teams:

When our team members see us achieve our goals, we show them that it’s possible. Lead by example and inspire others to follow their dreams.

How To Finish Strong in What Might Be the Most Difficult 4th Quarter in Years

Wed, 21 Oct 2020 17:00:00 -0600

2020 has been a challenging year, and since many agents are feeling a sense of mental and emotional exhaustion, our productivity levels have taken a hit.

In the final stretch of the year, many of us feel the need to switch off completely. While that may bring us some short-term relief, getting complacent now could have a catastrophic effect on the year that lies ahead.

How can agents muster up the strength to tackle the “Red Zone” of 2020 and finish the final 20 yards of this year strong? Can we do that without adding even more exhaustion to our plates?

In this episode, we’re discussing how to make the most of the final quarter and set ourselves up for a better 2021.

Three Things You’ll Learn In This Episode

How to take back control of our emotions:

With so much going on in our world at the moment, it’s easy to feel overwhelmed. Get past this is by letting go of the external events and shifting our attention to what we can control.
The power of mindset:

Achieving the goals we set at the start of 2020 comes down to our mentality. We are the makers of our destiny. Decide what you really want and commit to making it happen, regardless of what’s going on around us.
Why it’s our duty to perform at a high level:

Finishing the year strong goes beyond reaching our goals. When we achieve what we’ve set out to do, we show others that it’s possible. Moving forward in spite of the challenges gives others permission to do the same.

Books mentioned in this episode:

Psycho-Cybernetics by Maxwell Maltz

https://www.amazon.com/Psycho-Cybernetics-Maxwell-Maltz/dp/0671221507

To connect with Greg or Matt, reach out to them on Facebook Messenger:

https://www.facebook.com/gregharrelson

https://www.facebook.com/getmicrofamous

The Incredible Opportunities Available As Top Producers Get Younger

Thu, 08 Oct 2020 02:13:22 -0600

In the past, being a top producer was determined by who stayed in the business the longest. Now with the right tools, systems, and resources, people who are just getting into the industry are excelling and even outpacing veterans.

Why are younger generations doing so well at real estate? What is attracting them to our industry? In this episode, we discuss this trend and the opportunities for agents to excel in their first few years.

Younger people are getting into real estate with an entrepreneurial mindset, not a job mindset. -Greg Harrelson

Things You’ll Learn In This Episode

Many young people witnessed the impact the 2008 crash had on people with traditional 9-5 and corporate jobs. This motivated them to look for opportunities outside of the conventional career path.
There’s a lot more exposure to the real estate industry thanks to HGTV and Netflix shows about buying, selling, and flipping homes. People have seen the path of agents and investors and it appeals to them.
Real estate offers freedom and flexibility. There's a massive opportunity to grow your income to what you want, and not what a corporate job dictates.

How to Beat Out iBuyers By Leveraging What We Do Best w/Richard Robbins

Thu, 24 Sep 2020 02:19:28 -0600

With so many tech companies moving into the real estate space, a lot of agents feel uncertain about the future. Do we stand a chance against our online competition?

Now, more than ever before, we have to focus on offering customer service that exceeds all expectations. In fact, it’s not enough to provide a service anymore. If we want to secure repeat and referral business, we have to create an experience.

What can we do to kick our customer relationships up a notch and turn our clients into our biggest advocates?

In this episode, Founder and CEO of Richard Robbins International, Richard Robbins shares how to create memorable experiences that keep past clients coming back.

Grow your business by taking advantage of deals you've already done. -Brendon Payne

Three Things You’ll Learn In This Episode:

iBuyers have their strengths, but when it comes to building relationships, traditional agents have the upper hand.
We tend to think everyone knows how a transaction works, but most people don’t. Stay in constant communication with clients and keep them updated with the behind-the-scenes processes to gain their trust.
When we turn events like open houses into memorable experiences, the public believes we’ll go to the same lengths for their properties.

Guest Bio-

Richard Robbins is the CEO of Richard Robbins International. In addition to being a real estate trainer, business mentor, and international speaker, Richard is also the author of Deliver the Unexpected: And 6 Other New Truths For Business Success. Having addressed countless audiences across the globe for over 2 decades, Richard is revered as one of the most sought-after experts in personal and professional development in North America.

To find out more, head to:

https://www.richardrobbins.com/team/richard-robbins/

https://www.richardrobbins.com/category/podcast/

https://www.youtube.com/user/RichardRobbinsIntl

https://www.instagram.com/richardlrobbins/

https://www.facebook.com/officialrichardrobbins

https://www.amazon.com/Deliver-Unexpected-Truths-Business-Success/dp/1118402316

Resources mentioned on this episode:

https://guyraz.com/how-i-built-this/

Tried and Tested Tactics for Long-Term Success in Real Estate w/Debbie De Grote

Thu, 27 Aug 2020 02:00:00 -0600

To build booming real estate businesses, we have to tailor our strategies to who we are and where our strengths lie. No two agents are the same, and every market is unique. We have to capitalize on what sets us apart from everyone else.

That being said, there are some tricks of the trade that will always help us grow, whether we’re new to the industry or looking to reach the next level.

Which tactics have stood the test of time and helped agents reach new heights of success over the years? As bought leads become the norm, are there any reliable ways to build our businesses organically anymore?

In this episode, Co-Founder of Forward Coaching, Debbie De Grote shares the foolproof tactics that have helped agents grow their businesses both past and present.

Be consistent. If you do lead gen everyday and you’re great at follow up, everything else takes care of itself. -Greg Harrelson

Three Things You’ll Learn In This Episode

Why we need to stay consistent with strategies that work

The secret to long-term success is to continue doing income-generating activities everyday. Don’t stop prospecting or lead generation after seeing results, keep doing them to see even bigger returns over time.

How to build a bigger sphere without buying leads

Buying leads has become the easy way to find more business, but it’s still possible to grow a sphere organically. Focus on nurturing existing relationships and keeping leads in a funnel.

How to attract the ideal client as the world moves online

One thing that’s stayed the same over the years is the importance of getting in front of our leads, but what has changed is how we do it. Focus on becoming a “wise advisor” to the ideal client by offering value through educational online resources and events.

Guest Bio-

Debbie De Grote is the Co-Founder and CEO of Forward Coaching, and a sales expert with 16 years of experience in real estate. She first joined the industry to put herself through college, but later realized her love for real estate and never looked back. She is passionate about coaching and has coached some of the biggest names, not only in real estate, but across a number of industries including title, mortgage, insurance, and more.

To find out more, go to:

https://forwardcoaching.com

https://www.linkedin.com/in/debbie-de-grote-822a8477

You can also email Debbie at:

debbie@forwardcoaching.com

Eliminating Self-Limiting Beliefs and Negative Self-Talk w/Chadi Bazzi

Thu, 20 Aug 2020 02:00:00 -0600

With all the challenges we’ve faced in 2020, many agents have begun to feel down on themselves and it has taken a toll on their productivity. It’s more important now than ever to focus on our inner games and make a concerted effort to be more positive.

While we’re facing unprecedented obstacles, it’s important to remember that we have the power to shape our own destinies. By changing the way we think about our reality, we can overcome any barrier we face.

How can we make the shift from self-limiting beliefs to a more optimistic outlook? Is there a way to ensure that we believe we have what it takes to reach our goals?

In this episode, real estate coach and host of the Top Listing Agent Show podcast, Chadi Bazzi shares how to stay bullish in the face of difficult circumstances.

The key to success has nothing to do with what you do and everything to do with how you feel while you’re doing it.-Chadi Bazzi

Three Things You’ll Learn In This Episode

How to make our affirmations more effective
Affirmations only work when we believe in them, so we have to break the cycle of scepticism. Do this by thinking of something we know to be true and paying attention to where the voice in our heads says ‘yes’. Once we know where that place is, we can start focusing on moving our affirmations to that spot.
How to interrupt the behaviors that hold us back
We all do things that help us get our heads in the game. These are called our “anchors”, and identifying them makes it easier to switch into a state of flow and productivity.
Why the quest for positivity and self-belief is never-ending
Finding our anchors and trusting our affirmations is only the first step to a more positive mindset. If we want to see consistent results over time, we have to commit to believing in ourselves every single day.

Guest Bio-

Chadi Bazzi is the owner of Top Listing Agent, a coaching company dedicated to teaching agents a more authentic way of selling. He is devoted to helping agents believe in themselves and their abilities. Chadi is also the host of the Top Listing Agent Show podcast, and the developer of Listings on Demand.

To find out more about Chadi, head to:

http://www.chadibazzi.com/about/

Listingondemand.com

Why We Fear Success More Than We Fear Failure w/Neil Schwartz

Thu, 13 Aug 2020 02:00:00 -0600

We’re living in scary times, and a lot of agents are worried about what tomorrow holds. However, sometimes what keeps us from reaching our dreams isn’t extenuating circumstances. Sometimes the roadblock is our own mindset, and we’ve become too comfortable with the current situation we’re in.

Whether we’re battling issues beyond our control or our own self-limiting beliefs, it’s important to remember that we have power over the way we respond. Sometimes what scares us the most is success, and it’s important for us to address that if we want to progress. How can we tap into that power and stop being paralyzed by fear?

How can we shift our focus away from worry?

In this episode, renowned real estate coach and owner of Century 21 Masters, Neil Schwartz shares how to stop letting fear throw us off our game.

You’re stuck where you are because it’s okay with you, and that goes for any level. -Neil Schwartz

Three Things You’ll Learn In This Episode

How to stop beating ourselves up for not reaching goals
Not achieving our goals is disappointing, but it’s not the end of the world. Slow and steady wins the race, so as long as we keep doing the work we need to do, success will come.

How the fear of success holds us back
We’ve all heard of the fear of failure, but often what really holds us back is the fear of achieving success and not being able to replicate it. We have to stop letting the fear of bruised egos get the better of us.

The issue with looking too far ahead
While it’s important to have goals for the future, thinking of every move we need to make to get there is an easy way to overwhelm ourselves. Take one step at a time and trust the process.

Guest Bio-

Neil Schwartz is a real estate industry veteran, nationally recognized coach, and the Owner of Century 21 Masters. Prior to starting his own business, Neil ran the largest Century 21 company in North America, with over 600 agents. Neil is one of the original Mike Ferry One-on-One coaches, and during his 39-year career, he has been celebrated for his ability to zero in on the agents who need his help most.

To find out more about Neil, head to:

https://www.linkedin.com/in/neilschwartzofficial

https://www.century21masters.com

https://www.youtube.com/user/neilschwartztraining

http://neilschwartz.net/

You can also call or text him on

951-212-1911

The Balance Between Brutal Honesty And Optimism In Difficult Times W/David Fanale

Thu, 30 Jul 2020 02:00:00 -0600

In difficult times like these, it can be hard to know what to focus on in order to keep our businesses going and stay motivated. Some people would say we should coat everything with optimism and positivity, while others want reality and truth.

Should we commit to constant optimism if we want to see results, or should we accept the negative?

The answer isn’t as simple as choosing one of two extremes, it’s about balance and taking action. What is the right dose of both optimism and negativity in challenging times and markets? How do we stand out from all the other real estate hopefuls?

In this episode, real estate coach from Real Estate Skill Builder, David Fanale joins me to discuss mindset and the art of differentiation.

A good mindset isn’t all about optimism. Deal with the brutal facts in front of you. -David Fanale

Three Things You’ll Learn In This Episode

A good mindset is not always an optimistic one
Particularly in crisis markets, successful agents are those who deal with the reality of their current situation and put in the work to handle challenges as they come.
The importance of going above and beyond expectations
It’s not enough to be good at what we do, we have to differentiate ourselves by having advanced skills. Especially in an uncertain market, consumers are looking for agents who stand out.
Why you shouldn’t wait to take action
Don’t halt growth by waiting to be ready to take the next step. We have to commit to our goals by deciding what we want and what we’re willing to do to achieve them.

Guest Bio-

David Fanale is a real estate coach at Real Estate Skill Builder. He has extensive experience in the industry, having been a broker/Owner for over two decades. For years, David has helped agents become real estate professionals through his methods and techniques. Many of them have gone on to become top producing agents. David, with Real Estate Skill Builder, offers one on one and group coaching, with different programs that vary in length. Dave is also the host of the Real Estate Talk-TGIF podcast.

To find out more about David, head to:

https://www.linkedin.com/in/dfanale/

https://www.realestateskillbuilder.com/

Davefanale.com

https://www.buzzsprout.com/279654

https://www.youtube.com/channel/UCzmEjMjzHsbOQNWMI5Ov7Ug

You can also reach him on:

201-376-6945

Books mentioned on this episode:

Four Seasons: The Story of a Business Philosophy by Isadore Sharp

https://www.amazon.com/Four-Seasons-Story-Business-Philosophy/dp/1591845645

Michael Hellickson On The 3 Things Every Business Leader Must Do, No Matter The Market

Thu, 23 Jul 2020 02:00:00 -0600

In light of the uncertainty brought on by 2020, consumers are beginning to demand more skill from real estate professionals. So if we want to stay in business, we have to deliver.

Should we be taking risks during this period, or is now the time to play it safe? What do we need to change in our business models?

Luckily for us, the core principles of a successful business haven’t changed much. Instead of making major changes, we need to keep doing the activities we’ve always done. We just have to change the way we’re doing them.

In this episode, Founder and President of Club Wealth® Coaching and Consulting, Michael Hellickson shares how to adapt our strategies in an uncertain market.

Keep doing all the activities you used to do, but do them differently. -Michael Hellickson

Three Things You’ll Learn In This Episode

Lean in to lead generation
Lead generation is non-negotiable for business owners, no matter which industry they’re in. If we don’t generate new leads regularly, we’ll be out of business before we’ve even started. Generate leads every single day, and look into new lead sources every quarter.
Follow up fast
Following up with leads is a vital step, and we must increase our speed to leads. Get in contact with potential clients in 30 seconds or less. Anything longer is too long.
Convert with the client in mind
Far too often, as agents we speed through transactions, but we shouldn’t be. Instead of rushing things for our own benefit, we have to keep the client in mind and take every part of the process one step at a time.

Guest Bio-

Michael Hellickson is the founder and President of Club Wealth® Coaching and Consulting- the #1 Coaching Company in the World in the Team space. Michael sold real estate for over 20 years, and was among the top 1% of all agents nationally, before he even graduated high school! At the pinnacle of his sales career, Michael and his team were #1 Nationwide, out of over 1,000,000 real estate agents and teams. In addition to posting big numbers in retail and REO, Michael is considered by most to be the #1 short sale expert in the World. During his career, Michael has spoken to thousands of agents and organizations nationwide and has also been featured on several national television and radio programs including Glenn Beck, CNBC, The Dave Ramsey Show, and The Fox Business Network among many other local and regional programs.

To find out more about Michael, head to:

https://clubwealth.com/

https://www.linkedin.com/in/michaelhellickson

And to take advantage of the free offer mentioned on this episode, text ‘Club Wealth’ to 727-287--5993

How to Adjust Your Presentations for a Virtual World

Thu, 16 Jul 2020 02:00:00 -0600

Why let uncertainty slow our businesses down? If we can adapt our methods to the world right now, we can grow and thrive.

In this episode we discuss how to take advantage of virtual technology, and keep our virtual meetings informative and professional so they deliver results.

To thrive during times of uncertainty, you have to be versatile and open to communicating through a range of channels. -Brendon Payne

Takeaways + Tactics

Give clients options. Some people are more comfortable speaking on tools like Zoom, while others prefer a phone call. Be flexible.
Don’t cut any corners on the content and goals of the meeting. The conversation we have virtually is exactly the same as the one we would have in-person.
Share important documents with clients ahead of meetings, so that we can stay on track and on time.

How to Build a Supportive Company Culture w/Lisa Ritter

Thu, 09 Jul 2020 02:00:00 -0600

To see terrific results in our businesses, it’s vital we create an effective and supportive working environment. How can we build a great company culture? What can we do to show every member on our teams we care about them?

On this episode, Broker/Owner at RE/MAX Results, Lisa Ritter shares how to instill a great company culture.

To have high energy you need to be surrounded by the right people. You are the sum of those closest to you. -Lisa Ritter

Takeaways + Tactics

The key to a great business lies in a great company culture. We have to be surrounded by the right people to see the best results.
Create a happy working environment by making sure everyone gets along. We can do this by letting existing team members have a say in the recruitment process.
Make sure every team member feels supported. To build a loyal team and retain talent, we need to show we care about them on a personal level.

Guest Bio-

Lisa Ritter is the Broker/Owner at RE/MAX Results in Omaha, Nebraska. Lisa is passionate about her real estate career, and has been making Home Buyers’ and Sellers’ dreams a reality since 2001. Since opening RE/MAX Results in 2011 alongside her husband Dennis, she’s worked hard to create an office that has a vision for providing the best results in the industry for their clients, agents, and company. Lisa and Dennis have won a Best of Omaha Award in the Realtor category in 2013, 2014, 2015, 2016, and 2017 – winning first place in both 2015 and 2016. Lisa has also served in a number of leadership roles, including the 2010 Omaha Women’s Council of Realtors President, 2012 President for Omaha Area Board of Realtors, 2014 Nebraska Realtors Association President Elect, 2015 Nebraska Realtors Association President, and in 2019 she was appointed as the broker at large member of the Nebraska Real Estate Commission.

To find out more about Lisa, head to

https://www.ritterssellomaha.com/

https://www.linkedin.com/in/lisaritter/

You can also contact her directly on lisa@omahare.com and 402-612-2413

How to Remove Fear From Your Business

Thu, 02 Jul 2020 02:00:00 -0600

In the wake of COVID-19 and the economic crisis, it’s hard to deny that most agents are experiencing some kind of fear, but if we stop dwelling on the things we can’t control, we can move forward in spite of that.

How can we push forward in a time of such uncertainty? Is there any way to overcome our anxieties?

The first step to taking the fear out of our businesses is acknowledging what we’re afraid of.

On this episode, we’re sharing how to remove the fear from our businesses and push forward.

You have to know that fear is contagious. It spreads amongst all of us when we let it flourish, and that can take us all down. -Greg Harrelson

Three Things You’ll Learn In This Episode

Stop spending so much time worrying about that which we can’t control, and focus instead on what we do have power over.
Instead of bottling everything up inside, write fears down. We can make ourselves feel much better by acknowledging our fears and putting them on paper.
Most of the time, what we fear is the unknown. Get rid of that fear by coming up with a plan to move forward.

Adapting To The New Normal w/Debbie Holloway

Fri, 26 Jun 2020 02:00:00 -0600

As the COVID-19 pandemic unfolds, the real estate industry is going through considerable changes. Many agents are working from home, and leaders have been forced to find new ways to stay in communication with their teams.

During this time of uncertainty, real estate professionals should shift their focus away from closing leads, and spend more time nurturing their databases.

How can we stay productive throughout the pandemic and how can we adapt to the changes in our industry?

In this episode, Tom Ferry International coach, Debbie Holloway joins us to share how to adapt to the new normal.

Times are changing, but we don’t necessarily have to do everything differently. Do what you've always done- but be deliberate about every step you take during this period. -Brendon Payne

Three Things You’ll Learn In This Episode

Become regular with routine
Whether we’re going into offices or working from home, having an effective routine is key. Time management is non-negotiable, especially for those of us working from home.

Set short-term goals
Throw out the 2020 plan: It’s simply not achievable anymore. Instead of focusing on the things we want to achieve this year, we need to set short-term, manageable goals.

Establish a line of communication
Communication is extremely important, especially in times like these. Don’t underestimate the power of personal conversations with team members and clients alike.

Guest Bio-

Debbie Holloway heads up the Team+ program for TomFerry International. She is a senior coach, with over 20 years of experience coaching sales agents and company owners. Debbie speaks internationally on team building, mindset, culture, personality types and women influencing real estate. Prior to joining Tom Ferry International, Debbie owned a ReMax franchise and mortgage company, and ran a personal team averaging 150 deals a year in Louisville, Kentucky.

To find out more about Debbie, visit:

https://www.linkedin.com/in/debbie-holloway-b8387a10/

https://www.tomferry.com/coach/debbie-holloway/

https://www.debbiehollowayspeaks.com/about

You can also email her on dholloway@tomferry.com

Book mentioned on this episode:

The Alter Ego Effect by Todd Herman

https://alteregoeffect.com/

Set Up Your Negotiations To Succeed

Thu, 18 Jun 2020 02:00:00 -0600

Every stage of the real estate transaction has been impacted by the COVID-19 lockdowns and changes in the market. The terms of deals are changing rapidly, and the decisions of buyers and sellers are also shifting along with the situation we’re in.

Agents are still presenting and receiving offers and having to negotiate deals, but the process has become more challenging.

It is our responsibility to give every offer as good a shot as possible of getting to the closing table, and that’s dependent on the action we take, but most importantly, our mindset.

How do we prepare ourselves and our clients for navigating this real estate market? What information do we need to have ahead of time, and how will this make closings more likely?

In this episode, we talk about how to adapt our negotiation to what’s going on.

The mental part of this game right now is critical. There are going to be 4 sets of emotions in the transaction, and the only one you can control are your own. -Brendon Payne

Three Things You’ll Learn In This Episode

Pre-qualifications and pre-approvals are getting outdated rapidly. If a buyer has a pre-approval that’s a few weeks old, make the deal contingent on them getting a current pre-approval.

Having relationships with mortgage officers is important because they can become a resource during this time to keep us informed on what’s changing in the market.

It is our job to remain calm. When we react emotionally, we become the problem in the transaction and the reason deals fall apart.

The Power of Collaboration

Thu, 11 Jun 2020 02:00:00 -0600

When things are not going well in business and in the market in general, the importance of certain activities and measures is amplified.

Right now, more than ever, there’s a huge need for all of us to work together to navigate these tough times and mastermind to come up with solutions and strategies. We also need people who can step up and provide guidance and certainty.

What are some of the ways we can mastermind and collaborate within our teams? How can we bring light to our consumers through leadership? In this episode, we talk about why leadership and collaboration are two critical aspects of getting through this.

At times like this, true leaders step up and shine for others and bring light to the business and help people navigate. Collaboration is also critical. -Greg Harrelson

3 Things You’ll Learn in this Episode

How to get our heads right to help the consumer get their heads right
Why we’re in trouble if our leadership and collaboration is only showing up now
What leaders can do to stay grounded and focused right now

Have You Made The Right Changes To Your Routine

Thu, 04 Jun 2020 02:00:00 -0600

In these unprecedented times, the market, the industry and the consumer demands different things and even new things from us. Our habits have to shift accordingly, so we need to create a new routine to match where we are.

What habits need to change, and which ones need to stay the same as before this crisis? What are our agents doing to keep taking listings and keep the business going?

In this episode, we share the things we need to be doing to cultivate a positive mindset, and generate energy and business right now.

Lead generation doesn’t stop. How you lead generate and the conversations you have might change, but the process of waking up and going out to look for business still exists. -Greg Harrelson

Three Things You’ll Learn In This Episode

Prepare for the routine to change multiple times but still commit to the fundamentals like mindset, lead generation and follow up.
Maintain the mindset that we’re going to get through this and that the action we take right now will contribute to the state of our businesses on the other side.
Virtual in a real estate agent's world can be lonely. Get plugged in somewhere to stay in the collective headspace and conversation of real estate.

Getting Family To Buy-In To An Altered Schedule

Wed, 27 May 2020 02:00:00 -0600

More of us are working from home than ever before, and this presents a challenge for our households and families. We need to be responsible and have business maturity to maintain our ability to work in a location with more distractions.

It’s important to prepare our families and involve them in our communication around what’s going on. How can we get the household to protect us instead of distracting us? How do we get our families to help hold us accountable to our routines? What happens without family buy-in?

In this episode, we talk about the importance of getting our families to buy into the new way of working.

It is important to provide certainty to our families, to use this opportunity to educate our children, and to be an example of a true professional. -Greg Harrelson

The Eyes Are On The Internet, Where Are You?

Thu, 21 May 2020 02:00:00 -0600

With millions of people stuck indoors in these uncertain times, people are spending a lot more time online than before, especially through their phones. This means we have a huge captive audience of people we can inform and connect with. There’s an opportunity to engage with people and there are many ways we can leverage it.

How do we capture mindshare through information so that we become the people they want to talk to, and the people they want to work with when certainty returns?

In this episode, we talk about how to leverage the added eyeballs and attention online and the kind of content we can create.

We have to be positioned where their eyes are pointed. -Greg Harrelson

Takeaways + Tactics

The frequency at which we’re consuming the information we’re interested in has gone through the roof.
People have more time to Google and research us online, it’s important that we put our best digital feet forward.
Focus on informing people not on giving advice.
Leverage online marketplaces. Right now, the number of views a new listing is getting is going to skyrocket.

Fill in the Blank - I Wish I Would Have___

Thu, 14 May 2020 02:00:00 -0600

When things change in the market and there’s an interruption in the direction we were going, we need to adjust and react quickly. Depending on how we respond to what’s happening, a year from now, we can either look back with regret or gratitude that we took the right actions.

Once we’re in the clear, and the dust has settled, there will be the agent who took market share and the agents who contracted. We can make the decision on which side of the divide we want to be standing.

How can we future-proof ourselves so that we’re not looking back wishing we’d done things differently? In this episode, we talk about an important thought process that needs to govern our choices right now.

Most people miss the opportunity that’s presented when there’s disruption in the market, because they withdraw from it. -Greg Harrelson

We also discussed:

Why we already know what we need to do to avoid regret
How we’re all in a leadership role for ourselves
The difference between motion and advancement

Breakdown or Breakthrough - The Choice is Ours

Thu, 07 May 2020 02:00:00 -0600

As leaders, the times that we’re living through are going to require more mental and emotional bandwidth from us. Times of turmoil create more intensity and more things that we have to be concerned with. It can feel like things are breaking down, but the biggest positive changes come from breakdowns.

How do we compensate for the rising intensity level? Why is it so important for us to fight for something bigger than ourselves?

In this episode, we talk about what it takes to break through the pain of a rise in intensity or the challenge of a new routine.

Breakdowns are necessary if we want to experience massive breakthroughs, the bigger the breakdown, the bigger the breakthrough. -Greg Harrelson

In This Episode You’ll Learn

Why breakthrough is preceded by breakdown
The difference between being offensive and defensive in our approach
Why we can have a big WHY and still be complacent

Plan B: The New Business Plan

Thu, 30 Apr 2020 02:00:00 -0600

Coronavirus, the ensuing uncertainty and market volatility requires us to adopt an alternative business plan.

Whatever business plan we created at the beginning of the year isn’t going to cut it right now. We need a plan for what we need to do right now to sustain our businesses.

If we’re rethinking our business plans, what are the non-negotiable activities that need to be a part of them? What do we do to make sure when the crisis is over we come out of it running instead of crawling?

In this episode, we talk about creating your Plan B business plan.

When we come out of this, the consumer is going to go back to demanding skills from their agents. -Brendon Payne

Takeaways and Tactics

Take a look at expenses and be really realistic about what’s giving you a return and what’s not necessary at the moment.
Our business plans need to include our routine, our activities and accountability.
Get in touch with past clients, centers of influence and your database. Stop thinking about it as prospecting, and see it as connection and support.

How to Keep Making Calls During the COVID-19 Crisis w/Dale Archdekin

Fri, 24 Apr 2020 02:00:00 -0600

Despite all the uncertainties in the market at the moment, people still need to buy and sell houses, and if we conduct ourselves the right way, we could be the agents to help them proceed. How can we continue to make calls in such a sensitive time, and is there a right way to handle our database’s anxieties? How do we know which contacts we should be nurturing during this period? On this episode, Dale Archdekin, Founder of Smart Inside Sales, shares how to keep making calls during the COVID-19 crisis.

Don’t be tone deaf to people’s fears right now: we have to be sensitive and empathetic. -Dale Archdekin

Takeaways + Tactics

While we have to keep reaching out, it’s important we don’t come across as tone deaf. Be mindful of the challenges people are facing and speak with empathy.
If an important announcement has just been made, go ahead with calls but offer to call back in a week or two with an update on the market. People are most anxious immediately after an announcement, so call them again in a few days, when their stress levels have stabilized somewhat.
Ask potential clients if the only reason they’re hesitant to buy or sell now is because of the current pandemic. If we know they’d be willing to go ahead with a transaction if not for COVID-19, we can keep nurturing a relationship with them in the meantime.

At the start of this episode, we spoke about the importance of adapting our scripts to be as empathetic as possible during this time. We also discussed why it’s so important to stay productive during this period if we want to ensure our future in the industry.

On this episode we discussed:

Why the current situation will make or break real estate professionals
The importance of building rapport with our database now
How to avoid pushing people into a business conversation

Guest Bio-

Dale Archdekin is the Founder of Smart Inside Sales, a coaching and training company serving residential real estate agents and brokers. As former Director of Lead Generation for a top-5 Keller Williams Realty mega team, Dale was instrumental in more than doubling the team’s sales to over $200 million in just 3 years. Dale has been a residential real estate salesperson for close to 10 years now. He lives in Philadelphia with his wife, who is also a residential real estate agent with close to 10 years of experience, and their two amazing kids. Dale and his wife invest in real estate as well and real estate is their main vehicle for their retirement planning.

To find out more about Dale, head to:

Smartinsidesales.com

You can also email him directly at dale@smartinsidesales.com

Understanding The Shift That Has Happened

Thu, 16 Apr 2020 02:00:00 -0600

In a time of widespread confusion, concern and fear, it can be hard to put a finger on what has really shifted and changed, and how to respond to it.

What has really happened and what should we be focusing on in response? How does where we are impact how our clients will act and make decisions?

On this episode, we talk about what the shift that’s taking place is actually a sign of, and what we need to do to win in this space.

The key to developing and sustaining a good real estate business through turmoil is being the professional who brings certainty back into the conversation. -Greg Harrelson

Takeaways + Tactics

If you’re hearing people’s legitimate concerns as objections, you’re going to come across as ‘salesy.’ This won’t work in this market.
Things change quickly, and the way of communicating a week ago might no longer be relevant to the current concerns of consumers.
Learn how to shift your listening and your activity in order to be prepared for what’s happening in the market on this episode of The Level Up podcast.

How to Differentiate Yourself as an Agent and an Entrepreneur w/Richard Raspantini

Thu, 09 Apr 2020 02:00:00 -0600

The real estate industry attracts a huge number of hopefuls each year, but the trick to being successful lies in differentiating ourselves from the crowd. How can we distinguish ourselves from the sea of cold-calling agents and build great relationships with clients when we’re new to the industry? Is there a secret to setting ourselves apart as great employers and how can we retain top talent on our teams? On this episode, President and Owner of HomeSmart Premier Living Realty, Richard Raspantini. shares how to differentiate ourselves and have lasting success in the real estate industry.

To make a name for yourself in this industry, you’ve got to talk about real estate and invest in marketing. -Richard Raspantini

Takeaways + Tactics

Don’t be discouraged by being asked to call back later. Make a note of a more convenient time to call and act on it; at the very least, consistent calls can help us build relationships with potential clients.
Offer agents a no-fluff approach. We can attract top talent by having the right energy and maintaining authenticity and openness.
Help agents establish their own brands. We’re more likely to retain top talent by helping our agents develop themselves.

On this episode, we spoke about what separates successful agents from the rest of the crowd. We also shared insights on how to build an effective team with low turnover and spoke about the importance of building functional offices, rather than flashy ones.

On this episode, we discussed:

Why marketing is non-negotiable for agents
The importance of talking real estate whenever we get an opportunity
Why we have to offer our agents more value than a high split

Guest Bio-

Richard Raspantini is the Principal Broker, President & Owner at HomeSmart Premier Living Realty- the fastest-growing real estate brokerage in Long Island. He is also the owner of Goosehead Insurance Agency. Richard was named a Top Sales Agent every year from 2014 to 2018, and has reached Platinum Level Achievement. He prides himself on his no-fluff approach, and built his business organically by being authentic and passionate about helping others.

To find out more about Richard, head to:

https://www.linkedin.com/in/richardraspantini

www.HSPremierLiving.com

You can also call him on 917 716 9265

Or send him an email at rraspantini@hspremierliving.com

Send Richard a message on Facebook: https://www.facebook.com/richard.raspantini

How to Prepare for the Conversation about Reductions w/Jeff Quintin

Thu, 02 Apr 2020 02:00:00 -0600

No agent wants to have a conversation about reductions because they’re conflictual by nature, but it’s a good idea to be prepared for them. How can we protect ourselves from receiving all the blame when a reduction is required? What information should we be giving sellers upfront, and how can we maintain our credibility with the client? On this episode, team owner and agent at The Quintin Group at Keller Williams, Jeff Quintin, shares how to have the conversation about reductions.

Price reduction conversations need to begin at the listing presentation. -Brendon Payne

Takeaways + Tactics

Don’t decide the price: As agents, we should be guiding the seller towards the most appropriate price, but it’s not our job to tell them an exact number. Give suggestions, but don’t take ownership of the price itself.
Remind the seller that the market determines price. This isn’t about shifting the blame, it’s merely letting the seller know that the price depends on more than us.
Earn the right to reduce: If we want to reduce a price, we have to ensure we’ve been hands-on throughout the process. We lose all credibility if we suggest a reduction and haven’t been keeping in touch with the seller.

At the start of this episode, we spoke about why agents are so reluctant to have conversations about reductions. After acknowledging that these conversations are typically conflictual, we offered advice on how to approach and prepare for the topic with sellers in advance.

On this episode, we discussed:

Why we need to know what is - and isn’t - our fault
The importance of mentioning potential reductions upfront with sellers
When to advise a seller against changing the price

Guest Bio-

Jeff Quintin is the Team Owner and Agent at The Quintin Team Keller Williams. Jeff has sold over 4000 properties in his career, and with a track record of selling over 175 properties a year, he’s known for being one of the most successful real estate agents in the United States. Jeff is also the host of “5 Best Time Hacks

That Changed Jeff Quintin’s Business Forever” Masterclass.

To find out more about Jeff, head to:

https://www.linkedin.com/in/jeffquintinsuperteam

https://www.thequintingroup.com/agent/masterclass/

You can also find him on all social media at @jeffquintin

Email Jeff at Jeff@TheQuintinGroup.com

The Real Estate Agent Hasn't Been This Valuable in 15 Years

Fri, 27 Mar 2020 02:00:00 -0600

Many agents are concerned and anxious about what the COVID-19 epidemic is going to mean for the market, industry and our survival. What most people are underestimating is just how in-demand skilled, level-headed and experienced Realtors are. Why are agents going to be more valuable right now? What opportunities do we have in this market? On this episode, we talk about how we can give value and why this is a time of opportunity for agents who take the right actions.

Right now, more than ever, we have the opportunity to truly make a difference in people’s lives. -Greg Harrelson

Takeaways + Tactics

When there’s uncertainty in the market, people default by turning to the professionals.
In a hot real estate market, most consumers will think they can do real estate stuff themselves. When there are obstacles and other concerns in the market, people will no longer feel qualified to handle real estate decisions. This is when they’ll seek out an agent.
Agents are going to seek out true leaders to get them through this.

Going On Offense, Not Defense

Tue, 24 Mar 2020 02:00:00 -0600

How do we step up as agents in a time of health concerns and uncertainty? How can we be the solution for our families and our clients?

That's the topic of today's episode, where we dive into the mentality we're teaching our agents to maintain in this time.

The Keys to Longevity w/Jim Fite

Thu, 19 Mar 2020 02:00:00 -0600

As business owners, we all dream of building companies that stand the test of time. How can we ensure our companies flourish well into the future? What can we do to stay exciting in the midst of changes in the industry? On this episode, President and CEO at Century 21 Judge Fite Company, Jim Fite, shares the keys to longevity in real estate.

As leaders, it’s our job to recruit, train, retain and refer new talent. -Jim Fite

Takeaways + Tactics

Develop future leaders. For long-term success, we must empower our successors by investing in their training and education.
No matter how well our systems work, remember there’s always room for improvement. We have to strive to do better every day, even when we’re already the best in our markets.
While the basics of running a business will stay the same for years to come, it’s vital we stay up-to-date with new trends in the industry. Keep developing new skills and offer training that keeps us relevant and exciting well into the future.

At the start of this episode, we spoke about the importance of developing great leaders for the future of our businesses. We also mentioned that there are times business owners should make sacrifices to ensure the longevity of their companies.

We also discussed:

Why we need to create a culture of family in the workplace

How to help interviewees make more informed decisions on where to work

The importance of continuous training

Guest Bio-

Jim Fite is the President and Chief Executive Officer for CENTURY 21 Judge Fite Company and develops the strategies and long-term goals of the company while ensuring daily functions are producing desired results to meet these goals. Forming the Judge Fite Charitable Foundation in 2017 to support real estate professionals in times of need is one of the many ways Jim demonstrates his passion to serve others and give back. All components of the core values are important to Jim with a special appreciation for developing people on a daily basis. Jim joined the real estate industry at 18 years old, becoming the youngest real estate agent in Texas’ history, with his interest stemming from his father and founder of the company, Judge Fite. Jim holds the real estate certifications of Graduate, REALTOR® Institute (GRI), Certified Real Estate Brokerage Manager (CRB) and Certified Residential Specialist (CRS), in addition to past recognition as Realtor of the Year by the Dallas Association of Realtors. Outside of work, Jim enjoys spending time with his wife Petey, positively impacting the lives of his grandchildren, and giving back to communities and charities across North Texas.

To find out more about Jim,

https://century21judgefite.com/about/leadership-team/

You can also call him on 214 502 0250 if you’re in the North Texas area, or email him directly at jimfite@judgefite.com

Other resources mentioned on this episode:
Traction by Gino Wickman

How to Execute Ideas Consistently w/Mike Puma

Thu, 12 Mar 2020 02:00:00 -0600

Lacking consistency is one of the biggest challenges faced by the real estate industry, and something that routinely holds agents back from reaching their goals. How can we break that cycle and become more intentional about achieving our goals? On this episode, Chief Marketing Officer at Century 21 Beggins Enterprises, Mike Puma, shares how to become more consistent in our businesses.

A big reason why so many agents are inconsistent is because they don’t actually want to achieve the goal. Make sure you’re pursuing a goal that makes you happy. -Mike Puma

Takeaways + Tactics

One of the biggest things holding us back from being consistent is self-sabotage. We have to be more mindful of our thoughts and pay attention to the self-sabotaging behaviors we display.
To be more consistent, we need to know the motivations behind our goals. We can work this out by asking what we’ll do with money once we’ve earned it. If we aren’t already sure, there’s a chance that high income isn’t our real motivation after all.
We have to think about what brings a smile to our faces. If we’re pursuing a goal that isn’t making us happy, we’re not going to work towards it consistently.

On this episode, we discussed how people’s mindsets have the power to hold them back from achieving their dreams. After explaining that we need to think carefully about what our dreams are, we spoke about the importance of understanding the sacrifices we may need to make in order to accomplish our goals.

We also discussed:

How to communicate with our sphere of influence more consistently
Why we need to be more intentional with our scheduling
The importance of being honest with ourselves about what we really want

Guest Bio-

Mike Puma is the Chief Marketing Officer at Century 21 Beggins Enterprises. Mike is part of a team that considers itself not only a leading brokerage with ambitions to become the top Century 21 team in the world, but a media company dedicated to the real estate industry. Mike holds a degree in Business Marketing from the University of Tampa, and is one of the hosts of the Keeping it Real With Real Estate podcast.

To find out more about Mike and Century 21 Beggins Enterprises, head to:
Beggins3.com

https://www.linkedin.com/in/mike-puma-b6123110

And follow him on Instagram at https://www.instagram.com/themikepuma/?hl=en

And for the podcast, go to

https://open.spotify.com/show/6muyYQYsTtcLTtKcs0AhS2

How to Invest Your Time More Wisely w/Melinda Elmer

Thu, 27 Feb 2020 02:00:00 -0600

Even if we’re new to business and have minimal funds, we are guaranteed to see results if we invest our time into the right tasks. Why is it so important to leverage activities to others and free up our time? Once we have a team, do we need to oversee their activities, or can we use our new free time recreationally? On this episode, owner of The Elmer Team at Century 21 Masters, Melinda Elmer, shares how to get a higher ROI on your time.

When you hire a team, the goal is to let them do their jobs. You don’t have to hold their hand the whole way. -Melinda Elmer

Takeaways + Tactics

Start hiring people as soon as the inventory increases: We should never miss out on deals purely because we have too much on our plates.
Let team members do their jobs. Once we’ve made a hire, it’s important to let our team perform their own roles so we can use our time more effectively.
Remember that we aren’t hiring recruits to have more free time; we’re hiring them so we can take advantage of our freed up time to do more business. Invest time in income-generating activities.

At the start of this episode, we spoke about the importance of investing our time in the right activities. After explaining why this is such an effective method of achieving great results, we discussed why we need to follow tried-and-tested systems if we want to see outstanding outcomes.

On this episode we also discussed:

Why we need to be mindful of who we surround ourselves with
The importance of knowing how to decide which tasks are urgent, and which can wait
That we need to keep using the same systems if we want to see results

Guest Bio-

Melinda Elmer is the owner of The Elmer Team at Century 21 Masters, and is ranked among the top 1% of agents in today’s market. Melinda has consistently been awarded the designation of top buyers agent and top listing agent and she has been recognized for her outstanding achievements by the Women’s Council of Realtors. She is a multi-year recipient of the prestigious Los Angeles Magazine’s Five Star rating.

With an ultimate goal of complete client satisfaction, Melinda has surrounded herself with an experienced team of highly skilled professionals who work together to ensure that our buyers get the best deal and our sellers get top market value.

To find out more about Melinda, head to:

https://melindaelmer.c21.com/

https://www.linkedin.com/in/melinda-elmerc21/

You can also call her on 562 316 2915

Or email her at melinda@theelmerteam.com

Books mentioned on this episode:
Three Feet From Gold: Turn Your Obstacles into Opportunities! By Sharon L. Lechter and Greg S. Reid

How Serving Others Can Benefit Your Business w/Erik Hatch

Thu, 20 Feb 2020 02:00:00 -0600

We’re often led to believe that business is a ruthless game, but in reality, we need to adopt a mindset of service to see great results. How can we adopt this mindset when we’re facing struggles of our own? Will serving our teams detract from our client relations? How can we be sure that others won’t take advantage of our ideas when we try to help? On this episode, co-creator of ‘Sell a Home, Save a Child’ and author of Play for the Person Next to You: A Guide to Servant Leadership, Erik Hatch, shares why we need to adopt a mindset of abundance.

Stop dwelling on your own struggles. When you channel your energy into cheering for the person next you, your own pain dissipates. -Erik Hatch

Takeaways + Tactics

Instead of focusing on our own struggles, we need to play for the people next to us. This not only assists someone else, but also helps us shift our attention to something more positive.
As leaders, we need to serve those on our teams before we try to serve our clients. If we take care of our teams, everything else will fall into place.
Have a mindset of abundance and be willing to help others without worrying that they may copy our ideas. The more we give, the more we get.

On this episode, we spoke about the importance of having a mindset of service. We also shared the importance of a mindset of abundance, and discussed why we need to be willing to share with others.

We also discussed:

Why we need to do good deeds without thinking about how they’ll benefit us
How to assemble a team of people willing to serve each other
That we should be working with emotion in mind, rather than a number of transactions

Guest Bio-

Erik Hatch is a Realtor and the owner of Hatch Realty. On top of having built the top producing real estate team in North Dakota, Erik is passionate about making a difference. He is the creator of ‘Homeless & Hungry’ charity, as well as the co-creator of ‘Sell a Home, Save a Child’. Since attending college at North Dakota State University, Erik has been an investor at the core- investing his time, talent and treasures in those around him. He is also the host of Real Estate Radio, a social media expert, author of Play for the Person Next to You: A Guide to Servant Leadership, and was voted Fargo-Moorhead's Best Real Estate Agent 2013-2016 & Best Real Estate Company 2017 & 2018. Erik lives in Fargo, North Dakota with his wife and two children.

To find out more about Erik, head to:

https://www.hatchrealty.com/

https://www.livefargomoorhead.com/

https://www.hatchcoaching.com/

https://www.linkedin.com/in/erikhatch1/

www.hatchingleaders.com

And for his book, head to www.hatchingleaders.com

STOP Trying to Be Disciplined- Start Building the Environment that Supports Your Goals

Thu, 13 Feb 2020 02:00:00 -0600

Most people think achieving our dreams only happens when we’re disciplined, but the reality is, we have to set up environments that support our goals. How can we create conditions that keep us accountable? Do we need to plan our time before setting goals if we want to be sure we can achieve them? On this episode, we share that we can achieve anything we set our minds to, as long as we create the right environment.

Create a support system for everything you do. -Greg Harrelson

Takeaways + Tactics

Create a support system. The more people we tell our goals to, the more likely we are to follow through on our commitments.
Establish conditions that ensure commitment. One way of doing this is by telling our support systems we will forfeit money if we don’t make good on our promises.
Stop worrying about how a goal will be achieved, just commit already. Once we’ve decided to reach a goal, we can start planning how to execute it.

Hot Markets Cause More Problems than Down Markets

Thu, 06 Feb 2020 02:00:00 -0600

Many agents seem relieved that there hasn’t been a major shift in the market yet, but the truth is, we should be welcoming a down market. Why should we be embracing a potential downturn? What are the pitfalls of a hot market? Is there a way to maintain our results, regardless of the market we’re in? Matt Johnson and I discuss these questions and more on this episode of the show.

In a down market, agents wake up fearful and hungrier for success. We have to bring that same energy to a hot market. -Greg Harrelson

Takeaways + Tactics

Don’t get too excited about hot markets. While they sound enticing, in reality, they tend to cause complacency among agents and ultimately, hinder our growth.
Embrace the fear that comes with down markets. When we wake up everyday fearing that our livelihood is at stake, we’re more motivated to put in the necessary hard work.
Stay hungry, regardless of the market. Even if we’re currently in a hot market and performing relatively well, we need to remind ourselves what motivated us in the first place.

How to Achieve Higher Quality Results From Calling w/Kevin Mills

Thu, 30 Jan 2020 02:00:00 -0600

To be successful in real estate, we have to get more comfortable with the idea of making cold calls. How often should we be making these calls and how can we better develop our abilities over the phone? Should we be contacting expireds as soon as possible if we want to see results? On this episode, the number one Century 21 Realtor in the world for number of properties sold, Kevin Mills, shares how to cold call more effectively.

Don’t start by calling expireds. If you go into that too soon, you may end up being thrown easily. -Kevin Mills

Takeaways + Tactics

Making cold calls is non-negotiable. We have to make calls every single day to ensure neighborhoods know who we are.
Practice makes perfect. Making calls is a skill we have to keep developing if we want to see results.
Don’t start by calling expireds. These are the contacts we need to work towards, so before contacting them, we have to be comfortable on the phone, and be able to handle rejection.

At the start of this episode, we heard that once we implement effective cold calling, we have to be patient to see our results. We also discussed the importance of consistency and a constant hunger for success.

On this episode we also discussed:

Why we need to believe we’re always 60 days away from being out of business
The importance of hiring a coach
How to handle rejection over the phone better

Guest Bio-

Kevin Mills is a top producer in South Carolina, and the number one Century 21 Realtor in the world for number of properties sold. Despite only having 6 full years in the industry, Kevin has had tremendous success thanks to his constant hunger for better results. He is an avid cold caller, and believes his success comes from constant practise with clients over the phone. Kevin also attributes much of his success to starting each day at zero, and is known in the industry for saying he’s always 60 days away from going out of business.

To find out more about Kevin, head to https://www.barefootrealty.com/kevin-mills/

And call him on 843 213 8754

You can also email him on KevinMillsC21@gmail.com

How to Become a Local Social Media Rockstar w/Carlos G

Thu, 23 Jan 2020 02:00:00 -0600

As entrepreneurs, social media can be the thing that sets us apart from the competition in the eyes of our potential clients. What are the biggest barriers to posting, and how do we overcome them? How do we build visibility and impact with social media? What tools can we use to put out valuable and relevant content?

On this episode, real estate agent and marketing expert, Carlos G, shares how agents can start winning the social media game.

Social media doesn’t change the fact that you have to get up everyday and generate new business and follow up, but you also need to add in the layer of visibility, presence and content.
-Brendon Payne

Takeaways + Tactics

Social media doesn’t make the grind, lead generation and follow up unnecessary, but not having that presence takes away from our relevance and could mean us losing out to an agent who has it.
When we meet people in person, we look the way we look and we sound the way we sound. There’s nothing different when we’re on video.
If we want to figure out what we believe, all we have to do is look at what we’ve got. If we want more, we have to change something.
Our social media content should be 90% value and 10% entertainment.

At the start of the show, Carlos shared how he got into real estate, and how attention is the most challenging thing for entrepreneurs to capture online. Next, we talked about the 3 things entrepreneurs need to have to be able to succeed and how to use social media as a megaphone. We talked about why we shouldn’t approach social media like celebrities do, and the steps we can take to get started on social media.

We also talked about:

Why social media isn’t a magic pill for success in real estate
How to build visibility and impact
How to overcome the fear of putting content out online

Guest Bio-

Carlos is an entrepreneur, real estate coach and podcast host. He is the founder of Get the Attention, a service that helps real estate agents hone their sales and marketing skills. For more information, visit https://www.gettheattention.com/ and look for his podcast, Get the Attention.

How to Run a Successful Franchise w/Rhyan Finch

Thu, 16 Jan 2020 02:00:00 -0600

There are a lot of moving parts in a franchise business, so it’s important for franchisors to assist their franchisees in any way they can. How can we help our franchisees to see better results, and why is it important to check in with them regularly? Why should we know each individual franchisee’s visions for success?

On this episode, author and founder of 1st Class Real Estate, Rhyan Finch, shares how to run a successful franchise business.

Measure everything and know your numbers. -Rhyan Finch

Takeaways + Tactics

Help save time and energy for franchisees by offering them training and resources. By assembling lists of the right information, we can speed up their success.
Measure everything. It’s impossible to run a successful business without knowing the numbers, so be sure to check in with franchisees regularly.
Vision is vital, so help cultivate it. By assisting franchisees in defining their idea of success, they can better serve their own needs and ultimately, bring more success into the franchise on the whole.

On this episode, we discussed why we need to focus on helping our teams reach their goals, in order to achieve our own. We spoke about how helping others increases our chances of success, and explained why entrepreneurs need to define their purpose.

We also discussed:

Why being open to adapting is crucial in real estate
The importance of knowing what motivates our franchisees
How a transparent work environment fosters successful results

Guest Bio-

Rhyan Finch first entered real estate in 2006, and through trial, error and adaptations, today he is the broker, owner, and founder of 1st Class Real Estate & leader of The Rhyan Finch team. He is also the author of Explode: The Proven System To Sell 500 Homes A Year While Keeping A Balanced Life.

For Rhyan’s book, head to: https://www.amazon.com/Explode-Proven-System-Keeping-Balanced/dp/1514239213

You can also find out more about him on

https://www.1stclassrealestate.com/

https://www.linkedin.com/in/rhyan-finch-0599405/

And finchteam.com

You can also email him on rhyan@1stclassagents.com for more information, and call him on 255 504 4636

Spotlight Episode of 2019 - “Century 21 Young Guns on How to Build a Listing-Based Business FAST! Btw...They are all under 25 Years Old!”

Thu, 09 Jan 2020 02:00:00 -0600

As we enter 2020, we decided to take a look back at our show this past year and highlight an episode that we found important and our audience enjoyed. Here’s an episode from this past summer that showcases the drive of some of the young talent in our industry and what it takes to succeed.

In today’s world of instant gratification, a lot of people are looking for shortcuts to success. Are there any shortcuts we could be taking? What are the benefits of starting slow- and are there any risks of delaying our success by taking the long route? On this episode, we’re asking Century 21’s Young Gun Panel- Thomas o’Malley, Hunter Baiden and Anthony Velazquez- how they’ve set up great foundations for their businesses before the age of 25.

The more time you invest in yourself, the better results you’ll get. -Anthony Velazquez

Takeaways + Tactics

Establish a routine. The benefits of waking up early to exercise and performing a routine every single morning at the office are immeasurable.
Focus on building a database. By establishing a routine in which we contact between 60 and 100 people a day, we’re building a solid database that will benefit us in the long run.
Create a balance between focus and fun. Maintaining focus is obviously important at work, but it’s also vital that we take time away from work to have fun. By allowing ourselves to unwind, we can reset our stress levels and function optimally at work.

At the start of the episode, the Young Gun Panel explained that their backgrounds in sports gave them a great foundation for working in real estate. However, all of them agreed that without remaining consistent and intentional, their businesses wouldn’t be as well-grounded as they are today. The episode ended with a reminder that building a good foundation is crucial in order to create a thriving business.

On this episode we discussed

Why making cold calls trains us in how to deal with different personalities
The importance of investing in ourselves and our businesses
That we need to commit to a long-term game and acknowledge the risk for downfalls upfront

The early stages of building a business are an exciting time. However, we need to remember that these early stages require a foundation to be built. Value this time as something that allows us to build databases and set up valuable routines. It’s important to stay focused on our goals, but remember no to burn ourselves out. The momentum stage is only the beginning of what’s to come.

Guest Bio-

Thomas O’Malley is a real estate agent at Century 21 The Harrelson Group. While he grew up in New York, Thomas has been a regular visitor to the Grand Strand for as long as he can remember. His love for the area inspired him to begin a career as an agent in the Grand Strand. Today, he works alongside Brendon Payne at C21, and strives to provide a hassle-free experience to all his clients.

To contact Thomas, email him on ThomasOMalleyC21@gmail.com

Hunter Baiden was born and raised in the Grand Strand area. Having grown up seeing the growth of the area, he was inspired to be a part of it all. He hopes to have as positive an impact on the Grand Strand community as it has had on his life. Hunter is a real estate agent at Century 21 The Harrelson Group, and is passionate about offering a transparent service to his clients.

To contact Hunter, email him on hbaidenc21@gmail.com

You can also call him directly on (843) 503-9988

Anthony Velazquez is a real estate agent at Century 21 The Greg Harrelson Group. Anthony attributes a lot of his drive to seeing entrepreneurship first-hand, working for his father’s construction company from the age of 14. On top of this extensive work experience, Anthony is determined to further his skills through education. He’s currently enrolled as a full-time student at Horry Georgetown Technical College in pursuit of a degree in Associate Art in Business.

To contact Anthony, send him a private message on Facebook: https://m.facebook.com/anthony.velazquez.92754397

How to Create a Compelling Value Package For Recruits in a Shifting Market w/Aaron Fox

Thu, 02 Jan 2020 02:00:00 -0600

The real estate market is currently in the space between a good market and an inevitable downturn, and this can be a scary time to be a new agent coming into the industry. However, downturns are actually a good time to get into the business. What are the most important skills new agents need to have during this time? How can teams help new agents transition into the industry more smoothly? On this episode, broker/owner Aaron Fox, shares on leadership lessons he learned from coming into the business during the downturn.

If you’re not budgeting, setting up a business plan or working in the right environment, you’re not going to be successful. -Aaron Fox

Takeaways + Tactics

The downturn forced agents to go the extra mile to retain clients and get referrals. We learned better skills and improved our services, and this is why downturns can be the perfect opportunity to gain market share.
Offering a compelling value package to agents is what will help us attract the best talent to our teams. The things that make an impact to our value package is environment, services and compensation.
Being a team leader with experience as a top producer bring a lot more value to the table, and it allows us to lead not from a place of philosophy, but from experience.

At the start of the show, Aaron shared how he got started in real estate and transitioning from the corrections department. We talked about how Aaron was able to build a business throughout the downturn, the importance of building and working in a good environment, and the power of being a team leader with a background as a top producer. We also discussed what makes so many people fail out of real estate.

We also discussed:

The power of taking a leap of faith
Why coming into the business during a downturn was a blessing in disguise
Going from producer to leader

Guest Bio-

Aaron is a Broker, Landlord, Investor and Owner of The Fox Team. His team has successfully represented buyers and sellers throughout Michigan with their wide span of real estate expertise. They are uniquely qualified to represent buyers and sellers of foreclosed properties, as well as in town and country estates. Aaron also has the skills and insight necessary to expertly represent buyers and sellers of income and investment properties. Most importantly, whether buying or selling, the Fox Team agents are well-qualified facilitators, skilled negotiators and trusted advisers. For more information, visit https://foxteam.c21.com/ or call/text 517.404.050.

How to Achieve Self-Mastery w/Adrienne Lally and Attilio Leonardi

Thu, 26 Dec 2019 02:00:00 -0600

Success starts with us as individuals, so to see great results in our businesses, we have to achieve self-mastery by nurturing ourselves from the inside out. Does our diet impact our productivity levels, and how can exercise affect our performance at work? Could we be jeopardizing our success by not getting enough sleep? On this episode, team leader Adrienne Lally and broker Attilio Leonardi from Team Lally, share how to achieve self-mastery.

Your business will only grow to the extent you do, so you have to master yourself. -Attilio Leonardi

Takeaways + Tactics

Eat healthy. Without the right fuel, our energy diminishes and we see a direct impact on our ability to effectively connect with clients.
Exercise everyday. Being active refreshes us and boosts energy.
An effective morning starts the night before, so don’t neglect sleep. Create a relaxing environment for sleep to ensure the best quality of rest.

On this episode, we discussed how mindset impacts our success. We shared that leaders should be creating an environment where every team member feels comfortable voicing their concerns, and urged leaders to be open to criticism.

We also discussed:

How to create more successful habits
Strategies for better sleep
How to establish effective morning rituals

Guest Bio-

Adrienne Lally is the President and co-leader of Team Lally of Keller Williams Honolulu. Since 2007, Adrienne has grown her team to be one of the most renowned real estate teams islandwide. She’s been named one of the Top 100 Realtors by Hawaii Business Magazine 6 years in a row, and her team is the recipient of countless awards. Adrienne is a former Army veteran, and much of her business has come from military families. Together with her business partner, Attilio Leonardi, she hosts two real estate talk shows on Saturday mornings - one at 8am on KAOI AM1110 Maui, and one at 11am on KHVH AM30.

Attilio Leonardi is a Realtor and Broker at Team Lally. His first success in real estate came at the age of 19, when he purchased a 4-bedroom house in his freshman year at the University of Arizona and rented rooms out to his friends. Since then, he’s worked as a rock band manager, been in door-to-door sales, and today, he’s a million dollar producing real estate agent. Attilio co-hosts two real estate talk shows on Saturday mornings with his business partner Adrienne Lally.

To find out more about Adrienne and Attilio, visit: www.teamlally.com

Authors mentioned on this episode:

James Clear

Brené Brown

Patrick Lencioni

The Lies Agents Tell Themselves

Thu, 19 Dec 2019 02:00:00 -0600

Often, the thing holding us back as agents are the lies we tell ourselves, whether it be the type of agent we should be, or why we need to stop thinking we’re different from more successful real estate professionals. On this episode, we discuss this mindset and how to change our way of thinking.

We have to stop buying into myths. These lies are what we tell ourselves to feel better for not taking the next step and getting out of our comfort zones. -Greg Harrelson

Takeaways + Tactics

Stop thinking we have to choose between being salespeople or relationship people. We need to be versatile salespeople who can relate to clients easily.
Don’t assume more successful agents are ‘different’ from us. Everything is attainable, we just have to be willing to put in the same effort as successful agents.
The idea that successful agents spend more time working is a myth. Effective agents work smarter, not harder.

At the start of this episode, we discussed how agents lie to themselves about prospecting. While a lot of agents say they don’t enjoy prospecting, most of the time they’re just uncomfortable making calls because they aren’t sure what value they bring.

On this episode we discussed:

How to find out our unique value
The exit strategy lies agents tell themselves
Why we lie to ourselves

How The "Back to Basics" Approach Is Still Effective In Today's Market w/Christina Leavenworth

Thu, 12 Dec 2019 02:00:00 -0600

As agents, we are always hearing about ‘new and improved’ ideas that promise to take our businesses to the next level. However, rather than reinventing the wheel, some ideas are better left as is. How can we go back to the basics and create a business that fits seamlessly into our personalities? Is hustle still important when we level up, and why is it important to network with top producers? On this episode, Realtor at the Levin Rinke Resort Realty team, Christina Leavenworth, shares how she hustled her way to the top.

Always go back to your hunger and hustle, even when you’re successful. -Christina Leavenworth

Takeaways + Tactics

Base your business style on your personality. Being ourselves is the fastest way to build confidence.
Hustle and work ethic trump everything. No matter how far we are on our journeys, never neglect the activities that first brought us success.
Being around people on our level of achievement can lead to complacency. We have to surround ourselves with top achievers to motivate ourselves.

At the start of this episode, we discussed how being a public figure doesn’t always translate to an easy journey in real estate. We spoke about what we can do to grow our spheres, and how to capitalize on our existing databases.

We also discussed:

How to establish a networking group
Why it’s important to maintain our hunger for success
That being proud of what we do builds confidence

Guest Bio-

Christina Leavenworth is a dedicated and committed real estate agent who consistently goes above and beyond for her clients. She spent 15 years as a news anchor/reporter along the Gulf Coast, so she is incredibly knowledgeable about the area. In her first year, she sold 65 homes for a total of $14.8 million in volume. Due to her strong work ethic and desire to help clients, she is now ranked as a top producing realtor in the area. Christina is a licensed Realtor with a proven track record. She is a part of the Levin Rinke Resort Realty team, which is the #1 independent real estate brokerage in Pensacola, Gulf Breeze and Pensacola Beach.

To find out more about Christina, visit:

http://www.greaterpensacolaflhomes.com/

https://christinaleavenworth.levinrinkerealty.com/

https://www.linkedin.com/in/christina-leavenworth-43b3587/

The Biggest Lessons New School Agents Can Learn From the Old School Mentality w/Jim Remley

Thu, 05 Dec 2019 02:00:00 -0600

With all the technology out there and the tools at our disposal, people often think that methods from the 1990s don’t work anymore. But the interesting thing is, a lot of what was done back then still works, and would lead to better results when combined with modern methods and tech. Why are listings key to scaling a real estate business, and how did our guest blend production and running a business? Why is the old school mentality of focus, grind and relationship-building still so powerful today?

On this episode, real estate entrepreneur, consultant, author, speaker, and trainer, Jim Remley, joins us to talk about his journey and how he started and stayed on the fast track to growth in his business.

If you’re willing to do the grinding work that no one else will do, you’re going to own the market because 95% of agents are super lazy. -Jim Remley

Takeaways + Tactics

There’s a reason why the top producers in the industry are listing-dominant. Listings give you scale, but buyers don’t.
If agents could combine the old grinding mentality, with the available tech advancements, there will be huge scale and larger profit margins
The 30 - 60 agent range can be a death zone in a real estate team. In that range, a team is not small enough to be nimble, and not large enough to have economies of scale.

At the start of the show, Jim Remley shares how he got started, and how he earned his Century21 gold jacket. Next, we talked about how he formed the first real estate team in his community. He talked about what made him choose listings, and how that helped him gain traction. We talked about why retaining and recruiting agents in our industry is something we should treat like going out and getting listings. Towards the end, we discussed the importance of thinking about creating financial freedom.

On this episode we discussed

The importance of being multidimensional
Why success in real estate comes down to traction
Deeper connection in a digital world and bringing human interaction back into transactions.

Guest Bio-

Jim is a speaker, author, and consultant. He is the founder of eRealEstateCoach and the author of The Path to Real Estate Zen, a premium coaching platform for agents looking for a transformation in their real estate career. In addition, he runs one of the largest real estate firms in the state of Oregon, with over $766 million dollars in sales volume a year with just over 160 active Brokers. As a consultant, author, speaker, and trainer, Jim has one mission - to create abundance through simplicity of action.

For more information, visit https://www.erealestatecoach2.com/.

The Power of Specific Goal Setting w/Abe Safa

Wed, 27 Nov 2019 02:00:00 -0600

When most people are asked what their goals are, they are careful not to be specific, but that actually affects our ability to reach them. Why are specific goals more achievable than vague ones? Why is it so important for us to be vulnerable and open up about our goals? Why should we be looking through the windshield and not the rearview mirror? On this episode, I’m joined by one of my business partners, Abe Safa. We talk about how to set goals the right way.

In order to really reach high levels, you have to take the risk of stating goals that are specific and can be measured. If you don’t measure them, you won’t know if you are a success or failure that day. -Greg Harrelson

Takeaways + Tactics

The more specific a goal is, the more measurable it becomes.
Setting vague goals means that we can’t measure how well we’re doing, which protects us from getting judged or feeling bad about ourselves.
Have a 5 year vision, a 1 year goal, a monthly goal and then a daily goal. The compound effect of doing your daily goal is what gets you to your big year goal.
According to the book Relentless: From Good to Great to Unstoppable, “crave the result so intensely that the work becomes irrelevant.”

At the start of the show, we talked about why so many of us struggle to set specific and measurable goals. Next, we talked about why vulnerability is key to growth, and why the process of coming up with a goal doesn’t have to start with our “Big Why.” We also talked about why we need to stop setting goals for the future using what happened in the past.

We also discussed;

Why the value of failure is in comparison
The importance of accountability
How to make hard work irrelevant

Guest Bio-

Abe Safa is the Founder and mind behind Contact Junkie, a software company that scales your business through technology. He grew up in New York and moved to the Myrtle Beach area to attend Coastal Carolina in 1988. Since graduating in 1991, he's lived there and has owned several successful retail stores. Abe started working at age 13, and has been selling or running businesses for over 34 years. He went from being a new licensee, to having over 100 transactions per year. His business background and experience in negotiating and marketing, combined with his unique and precise analytical skills, leaves no doubt that he is a valuable resource. Abe loves to challenge himself and believes that life is all about growing and improving yourself and your community.

https://www.contactjunkie.com

843.360.2145

c21safa@gmail.com

A Lesson in Transparency: The Lies Brokers Need to Stop Telling Agents

Thu, 21 Nov 2019 02:00:00 -0600

So many agents fail to reach their personal goals because they’ve been misled by their superiors. As brokers and leaders, how are we misleading our agents into thinking we can help them more than we can? How can we break the cycle and become more transparent? What are the lies brokers are guilty of telling in terms of opportunities for growth and higher pay? On this episode, we have a candid discussion about some of the biggest lies we’ve heard.

Lots of owners want to be liked by their agents, so they hold back on the truth. However, if we want our agents to be successful, we have to be transparent with them. -Greg Harrelson

Takeaways + Tactics

Stop training agents to reach goals we haven’t reached ourselves. If we don’t have the experience, we have no credibility in those areas and shouldn’t pretend to.
Don’t claim to have better leads and technologies than other brokerages. All leads and technologies are the same, it’s how agents interact with them that makes the difference.
Telling agents they’ll be able to earn a full-time income by doing part-time work is completely misleading. Prevent disappointment by being transparent and realistic with agents.

On this episode, we discussed some of the ways brokers confuse their agents and ultimately hinder their success. One of the chief ways agents are confused is when they’re told they don’t need to do outbound calls. This stops them from making any calls, including follow-ups, which has a devastating effect on their business.

We also discussed;

Why we need to stop telling agents they don’t need to be good salespeople
How personality doesn’t impact business
The importance of telling agents to learn scripts

How to Make the Mental Shift from Solo Operator to Team Leader w/Kathleen Black

Thu, 14 Nov 2019 02:00:00 -0600

Many real estate agents who operate solo feel trapped by their businesses. Scaling and growing a team is their way out of that. What holds many of us back from taking that next step? What is the difference between someone who does a few sales and someone who builds a structured, leveraged business? What mindset shifts need to take place in order to achieve freedom in our business, and for it to actually change our lives? On this episode, I’m joined by real estate coach, speaker, and host of the Ultimate Team Summit, Kathleen Black. She shares on the power of transitioning to a team, and how she helps agents make the change mentally and operationally.

We need to transition from a GCI mindset to a net money mindset. By growing a team, we leverage in a way that’s less risky, makes us more money and gives us more time.
-Kathleen Black

Takeaways + Tactics

80% of people will make necessary strides when they experience pain vs. only 20% of people who will do it proactively.
In order to build a team, we need to change our mindset from GCI to net earnings. We need to switch from survival and scarcity to abundance and growth.
The scarcity of building in a competitive sales industry creates a scarcity mindset that people hang onto, even when they are no longer in scarcity.
Tech companies are taking away the mindshare of past clients and people in our database. People are being inundated with content and value from these other entities, so there’s more competition. We need to get ahead of this.

At the start of the show, Kathleen shared on her journey from agent to coach, and why team culture is an entrepreneurial mentality. Next, we talked about the importance of having clarity and abundance if we want to build a team. We also talked about the importance of switching from focusing on survival, to focusing on growth.

We also discussed;

How change is driven by experiencing a pain
The most common challenges agents in North America are dealing with
The importance of focusing on ROI, not the money we spend

Many real estate business owners hit the ceiling for growth very early and end up feeling trapped by the job. At the most basic level, growing a team is a way to give ourselves a promotion and actually focus on the things that we excel at as the business moves forward. The more volume and transactions we can do, the easier our businesses will get. In order to create that lead, we need leverage. If we set our teams up right, we will have a massive edge over the competition.

Guest Bio-

Kathleen is one of Canada’s leading Real Estate Coaches and Trainers, delivering her proven success techniques to Agents and Teams across North America. She is also an author, speaker and the founder and CEO of Kathleen Black Coaching and Consulting, and host of the Ultimate Team Summit. Visit https://kathleenspeaks.com/ for more information or to get in touch with Kathleen.

Push Your Career Forward: How to Turn Your Real Estate Job Into a Successful Business w/Eddie Berenbaum

Thu, 07 Nov 2019 03:09:23 -0600

As a new business owner, it can be difficult to adjust to the amount of responsibility of being in charge of everything. Are business plans really important, or a waste of time? Do we need to stick to our goals relentlessly, or leave some room for adjustment? How can we stop the fear of failure from holding us back? On this episode, President at Century 21 Redwood Realty, Eddie Berenbaum, shares how we can get our businesses to take off in the real estate industry.

Remain flexible enough that you can adapt to what’s working. -Eddie Berenbaum

Takeaways + Tactics

Have a business plan in place. This plan should cover our ‘why’. Once we know what’s motivating us, we can start planning to reach our goals.
Be open to adaptation. Flexibility is extremely important, and if we find new ways to reach our goals, we need to be willing to adjust.
Don’t be turned off by failure. Learn from mistakes, and pay attention to successes. Everyone fails at some point, but if we concentrate on what we’re doing right, we can benefit from the experience.

At the start of the episode, Eddie shared how every business partner’s unique talents can take a business off the ground faster. We also learned how joining a franchise can go a long way in fast-tracking our success.

We also discussed;

Why talented agents are drawn to bigger brokerages
How to market more effectively
Why we should aim to partner with brokerages that encourage training and coaching

When we start businesses, we need to make a shift from being an agent to an entrepreneur. This requires a lot of planning. Craft a business plan that lays out every goal, and stick to it as much as possible. However, we also need to be open to adaptation at times. Stop focusing on what’s not working, and start paying attention to successes and small wins.

Guest Bio-

Eddie Berenbaum is the President and Co-Owner at Century 21 Redwood Realty. After earning a degree in marketing at Penn State in University in 1997, Eddie fell in love with the real estate industry. In 2002, he went on to co-found Redwood Realty alongside Shawn Milletary and Nick Pasquini. Since then, Redwood Realty has gone on to generate over $1.2 Billion worth of annual Real Estate transactions.

To find out more about Eddie, visit:
https://www.linkedin.com/in/edward-berenbaum-924a5a1a

http://www.c21redwood.com/edward-berenbaum

You can also call him directly on 202 815 0925

Changing the Way Consumers See Recessions w/Steve Harney

Thu, 31 Oct 2019 14:07:31 -0600

Consumers and agents alike are constantly being told about market changes, and it’s causing considerable panic. Are the inevitable shifts necessarily bad for the real estate business and its customers? How can we change the perception of market shifts? On this episode, Founder and Chief Content Creator at Keeping Current Matters, Steve Harney, shares how to stop panic in its tracks.

Calm down, sit down, think, plan and act. -Steve Harney

Takeaways + Tactics

Change is not necessarily a bad thing, but most people fear the unknown. Stop thinking in negative terms by looking at the word ‘change’ differently.
Realtors are the ones who can inform consumers that market shifts don’t spell disaster. We need to set the consumer’s mind at ease, and we have the knowledge to do so.
We need to educate ourselves on recessions and market shifts so that we can give our consumers the most accurate information possible. This will help us build trust.

At the start of the episode, we learnt that panic on behalf of the agent can have far-reaching negative impact. With that being said, it’s important that as real estate professionals, we don’t allow ourselves to be swayed. Panic usually leads to paralysis, which can have a devastating effect on the market.

We also discussed;

Why we should always be ready to explain what changes entail
How to prepare conversations about market shifts
How loading our social media with informative content can position us as industry leaders

Changes in the real estate industry are inevitable, and a recession seems likely. However, that doesn’t mean a disaster is imminent. As real estate professionals, it’s up to us to educate ourselves on the shifts so we can share that information with our clients. We are the only ones who can set the consumer’s mind at ease: let’s change their perception of change and get them to start believing the shift can be a gift.

Guest Bio-

Steve Harney is the Founder and Chief Content Creator at Keeping Current Matters, a monthly informational presentation for top professionals. Steve has over 25 years of experience in real estate, and has dedicated his life to the home industry. Steve has been recognized as one of the 100 Most Influential Leaders in Real Estate by Inman News and is listed as one of the 200 Most Powerful People in Real Estate by the Swanepoel Organization. He is regularly quoted in news sources including, among others, The U.S. News & World Report, MSN Money, The Chicago Tribune and The Los Angeles Times.

To find out more about Steve and KCM, visit

https://www.keepingcurrentmatters.com/

https://www.keepingcurrentmatters.com/steveharney/

https://www.linkedin.com/in/steveharneyinc/

And for a 14-day free trial, visit Trykcm.com

Becoming An Opportunity Magnet In An Ever-Changing Market w/Aaron Marshall

Thu, 24 Oct 2019 04:00:08 -0600

Because the real estate industry is constantly changing and evolving, we as agents need to always be on the lookout for new opportunities. What is out there for us to take advantage of? Is there ever a risk of having too many ancillary businesses and too much opportunity? On this episode, CEO and co-founder of Keyrenter Property Management, Aaron Marshall, shares on how to take advantage of all the opportunities presented to us in this market.

You have to be able to pivot in the real estate industry; nothing stays the same forever.
-Brendon Payne

Takeaways + Tactics

Stop relying on one source of income in real estate. There are so many ways to make money in the industry; we need to be open to trying every avenue.
Don’t count on a great economy. Get involved in something that is guaranteed to keep bringing in money regardless of the market (like property management).
Have a core idea that all ancillary businesses center on. Without this core, we’ll be more susceptible to distractions.

At the start of the episode, Aaron shared how he got started in the real estate industry. After explaining how he managed to overcome the financial crisis, Aaron mentioned the benefits of property management and spoke about how he invested in the right properties for long-term results.

We also discussed;

Why cash flow is crucial
How teaching others can be a great learning experience for ourselves
How to find better opportunities

It’s always a good idea to be prepared in advance for market changes. Luckily, the real estate industry offers a number of avenues for us to look into. For example, areas like property management stay lucrative regardless of market conditions. However, it is important to maintain our focus. As long as we stay true to our core ideas, branching out in the industry can only mean more success.

Guest Bio-

Aaron Marshall is the CEO and co-founder of Keyrenter property management. He first got involved in real estate in 2001, after graduating from the University of Utah with a degree in Business Management. In the time since, Aaron has seen enormous success in real estate, and today he helps new franchisees own successful property management businesses. He is also currently finishing his upcoming book, Cash Flow is King, due to be released on Amazon in March 2020. He’s also due to start a podcast in February 2020.

To find out more about Aaron, head to

@aaron.j.marshall on Instagram

@cashflowisking on Instagram

https://www.linkedin.com/in/aaronthemarshall

https://keyrenter.com/

Books Mentioned on This Episode

They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today’s Digital Consumer by Marcus Sheridan

The Ultimate Sales Machine by Chet Holmes

Creating A Business Plan That Encompasses Your True Self w/Rachel Adams Lee

Thu, 17 Oct 2019 04:03:28 -0600

If we don’t have the right systems in place, running a business can become disastrous; it will take over our lives in an unhealthy way. How can we build businesses that don’t force us to push our physical and emotional health to the sidelines? Is it possible to run a business without losing who we are? On this episode, realtor, entrepreneur, speaker and author, Rachel Adams Lee, shares how we can hustle our way to the top without making sacrifices.

Stop thinking about who you are, and start thinking about who you want to become.
-Rachel Adams Lee

Takeaways + Tactics

Stop worrying about having a perfect Facebook life. We can take a lot of pressure off ourselves by being open about our struggles.
Deal with personal matters as they come. We may think it’s possible to push through our emotions, but problems that are not dealt with will show up somewhere, like the workplace.
Remember that people work with people they like. By being honest and authentic about our personal lives, we can build great relationships with our clients and teams alike.

At the start of the episode, Rachel Adams Lee discussed how she managed to hustle her way to the top of the real estate industry. She mentioned how she changed her mindset to one of prosperity, and explained how she managed to reconcile her public image with her truth.

We also discussed;

Why surrounding ourselves with people we admire is vital for success
The importance of positive affirmations
Celebrating little wins

There is a huge amount of pressure on real estate agents, and that often leads to the business taking all of our energy and focus. Too often, we think that opening up about our struggles will harm our businesses, and instead of doing that, we choose to pretend we have perfect lives. In reality, the opposite is true. If we’re feeling like our businesses are starting to take over our lives, and if we have personal problems, we need to speak up and deal with them sooner rather than later. We can hustle our way to the top and don’t have to sacrifice our mental health to get there.

Guest Bio-

Rachel Adams Lee is a Realtor, Public Speaker, Coach, Author, and Entrepreneur. She is 33 years old and lives in Northern California with her husband Ryan. Rachel is the CEO of 4 different companies.

In just 3 years in the real estate industry, Rachel had hit the top 1000 agents in the country for the Wall Street Journal. She is currently ranked in the top 1% of all Realtors in Placer and Sacramento counties. On the outside looking in, her life was perfect. She had the perfect car, the perfect social life, and everything looked top notch. You could say she had the perfect "Facebook" life. But as we all know, reality isn't always what it seems. And then one conversation changed everything. Rachel decided to start leading her life with full authenticity and intention and everything changed! She now travels around the United States teaching others and coaching on her life changing book and program, "Lost to Found in 90 Days."

To find out more, go to

http://www.racheladamsgroup.com/

www.LimitedtoLegendary.com

http://www.lost2found90.com/

www.teamhairenvy.com

https://www.linkedin.com/in/rachel-adams-3a94083a/

https://www.instagram.com/racheladamslee/?hl=en

How Capitalizing on Relationships Enhances Your Business w/Marki Lemons-Ryhal

Thu, 10 Oct 2019 02:00:00 -0600

It cannot be understated how important relationships are in forging your real estate business. How can we forge relationships with the top players in the industry, and how can we expand our databases? Who can we trust with our ideas, and what are the benefits of sharing them? On this episode, social media speaker, educator and fellow podcaster, Marki Lemons-Ryhal shares how to build relationships that benefit your business.

The greatest way to be mentored by the greatest minds in the business is if you volunteer.
-Marki Lemons-Ryhal

Takeaways + Tactics

Volunteer to work for top players. If we offer to work for a top producer for free, we gain invaluable experience, as well as a chance to network with the greatest minds in the business.
Share online. By sharing our experiences and personal lives on social media, our followers can create an emotional attachment to us and be more inclined to do business with us.
Ask for accountability. One of the key benefits of building relationships is the ability to ask others to hold us accountable. By sharing our goals with others, we’re more likely to take action.

At the start of the episode, Marki Lemons-Ryhal explained why contribution is crucial for success in the real estate industry. Volunteering and educating not only helps others in the industry, but also gives us an opportunity to make a name for ourselves and meet more people. Giving back is vital.

We also discussed;

The importance of social media for Realtors
How to stop being our own worst enemies
Why we shouldn’t worry about competitors stealing our ideas

To get ahead in real estate, we have to ensure we meet as many people as possible, and build great relationships wherever we can. To do this, we have to be willing to volunteer our time and share our information online. By creating a database of people in the industry, we also get an opportunity to ask people for their advice and to hold us accountable. Relationships are the key to a successful future; sometimes we just need to create our own doors.

Guest Bio-

Marki Lemons-Ryhal is a Social Media Speaker and Facebook Live Host who provides Social Media Education and Strategies to Realtors.

With over 25 years of marketing experience, Marki Lemons-Ryhal has established herself as an award-winning Social Media Speaker and Course Author. In a market where change is the only constant factor, Marki uses her dynamic, professional attitude and vast experience to be one of the top speakers in the country, relying on content from one of the many real estate continuing education classes she has authored.

Marki is also serious about education. She holds an MBA degree from Saint Xavier University and has over 50 certifications, designations, and licenses in social media and real estate. She travels the country teaching social media courses for the National Association Realtors, REBAC, ASI, and others. Her 300,000 plus students consistently rank her 5 out of 5 as an instructor due to her knowledge and entertaining training style.

Marki opened her first real estate company in 2003, and by 2004, she was in the top 10% of Realtors in Chicago. Within three years, she was selected to serve on the Board of Directors for the 3rd largest real estate board in the country. In 2006, she became a Licensed Real Estate Instructor and in 2009, was a speaker for the National Association of Realtors Conference & Expo. The following year, she was the youngest woman to be named Real Estate Educator of the Year in 2010.

Marki is the host of the Social Selling Made Simple podcast and the author of the soon-to-be-released book, The Modern Real Estate Professional’s Guide to Success.

To find out more head to

https://markilemons.com/meet-marki/

https://markilemons.com/

https://www.linkedin.com/in/markilemons/

http://www.socialsellingmadesimplepodcast.com/

Get Back To The Present: Dealing With Big Change In The Real Estate Industry

Thu, 03 Oct 2019 02:00:00 -0600

In today’s real estate industry, there is so much chatter about disruption, and a lot of questions about the big picture that now is being neglected. Why should we avoid falling into the trap of being too focused on coming changes that we forget the present? How do we find opportunity between now and the point those changes start to affect us? How can we cope with the changes sweeping the market, while still controlling what we can? On this episode, we discuss the importance of not getting so caught up in where we’re going that we forget the opportunities we have right now.

Massive change means we need to be having different conversations to thrive in the new business. -Greg Harrelson

Takeaways + Tactics

Big changes always take longer than we think. The point when the industry changes so much that it impacts us in a noticeable manner, is actually a lot further away.
When you're in a different financial position, you view change very differently
Disruption doesn’t necessarily mean that we’re going to go out of business. It just means we have to find solutions that work within that new space. The people who adapt and succeed are those who can adapt to the new conversation.

The truth that many agents miss out on when they are so focused on the changes, is that there is actually a lot of opportunities for growth right now. If we are able to shift the conversations we’re having and the methodologies we’re using, disruptions won’t put us out of business. If we focus on the present and on getting better results now, we will generate enough money that a change in the industry wouldn’t be devastating. We have to get over the initial emotion of a disruption and then reset to finding the solution. If we become the solution, we will gain market share.

Holding Our Team To A Different Kind of Accountability

Thu, 26 Sep 2019 09:58:57 -0600

Goal setting is vital for success, but to ensure goals are achieved, we need to have accountability processes in place. How can we approach accountability differently? Is it possible to track achievements without looking at numbers? On this episode, we discuss how to hold our team members accountable.

As leaders, we have to figure out our team members’ motivations. Then we need to ask them to commit to the thing they really want. -Greg Harrelson

Takeaways + Tactics

Find out what team members are committed to achieving, and hold them accountable to the promises they’ve made to themselves.
Numbers shouldn’t be our primary focus, but we can use them to see if our teams are on track with their commitments.
Get comfortable with being uncomfortable. Be willing to confront team members if they’re not on track.

To inspire changes and commitment from our teams, we need to find new ways to keep them accountable. While numbers can help us track achievements, we need to focus on the commitments our team members are making. We need to ask our teams what actions they’re willing to take in order to reach the promises they’ve made to themselves. We need to be comfortable with confronting them if their commitments are not fulfilled.

Why My Personal CRM is a Trapper Keeper

Wed, 25 Sep 2019 05:49:20 -0600

There is so much technology available to agents, but we don’t always take full advantage of the platforms at our disposal. Is there a way to make the process of lead generation more efficient? How can we keep records of all our leads more effectively? On this episode, we discuss how to upload details to our CRM in a hassle-free way.

Sometimes all the research we do on technology and CRMs hurts more than it helps. -Matt Johnson

Takeaways + Tactics

The best CRM is the one you use - even if it’s low-tech.
Come up with the content you want to share, then pay someone else to load the information to the CRM software.
Think up and develop systems, but don’t use your time to manage them.

Technology is meant to make our lives easier, but in reality most of us never get around to using it. No matter how simple the process is, we end up neglecting the technology designed to make lead generation more effective. To combat this, we need to pay an assistant to load information for us. Technology is intended to help us, but sometimes we need to find the simplest solution because it’s the one we will actually use.

The Game Has Changed And Agents No Longer Know the Rules

Thu, 12 Sep 2019 09:20:55 -0600

The real estate game has changed drastically, thanks to online offerings like Zillow and Amazon Prime. What are the new rules in the face of online competition? How can we create sustainable businesses that allow us to maintain a presence in the industry for years to come? On this episode, we discuss the importance of mindshare, over market share.

Let’s get into our competitors’ minds and try to see what they see, so we understand their moves. -Greg Harrelson

Takeaways + Tactics

Stop fighting for market share. Focus instead on gaining mindshare, and the market will follow.
Rather than criticizing our new competitors, follow their lead. There may be a light at the end of the tunnel they’ve seen that we haven’t yet.
If you have leads who aren’t interested yet, build relationships with them in the meantime.

Building successful businesses takes time. Rather than worrying that you’re not seeing results immediately, take the time to build trust with your market. This trust will eventually lead to mindshare, and in turn market share. To build sustainable businesses, we need to focus on what our competitors are doing. Online services like Amazon and Zillow have changed the nature of our game- it’s time to learn their rules if we want to progress alongside them.

How to Recruit and Retain the Best Agents in the Business w/OJ Rodriguez

Thu, 05 Sep 2019 05:59:02 -0600

Without a doubt, agents play the most important role in the real estate industry, so we need to ensure we have the best agents on our teams. How do we attract and retain talented agents that can help us boost our businesses? Can we take on a number of agents without overwhelming our current operations? On this episode, owner of Citrus Realty, OJ Rodriguez shares the importance of offering value and investing in our teams.

Agents have a lot of options, so we have to ensure we provide more and help them build their businesses. -OJ Rodriguez

Takeaways + Tactics

Offer value through training, mentorship and coaching. If we help our agents build their businesses, we’ll see amazing results.
Don’t spread time or resources too thin. To offer value, we need to ensure we’re able to invest fully in our agents and the business itself.
Put the right systems in place. Taking on new agents doesn’t need to be a big challenge as long as we have effective strategies in place to handle the growth.

At the start of the episode, we heard what OJ does to offer his agents value. We then learned his secrets to effective mergers and acquisitions. Finally, OJ emphasized the benefits of specializing in the business, and the value of creating our own niches.

We also discussed;

Why a higher split doesn’t necessarily mean more money goes to the agent
Where we should be spending money to boost our teams
How to create effective mentorship programs for new agents

To make our mark in the real estate industry, we need to be attracting and retaining the best agents out there. We can do this through training programs and mentorship, as well as constant investment. To grow in real estate, we need to be putting as much time and energy into our agents as we can.

Guest Bio-

OJ Rodriguez is the Broker/Owner of Century 21 Citrus Realty — a World Class Real Estate Organization known for unmatched service, experience and expertise, and the preferred one-stop solution for buyers, sellers, lenders, mortgage servicers, and asset managers. OJ is an avid supporter of continuing education — offering unbeatable value for first class real estate education at Century 21 Citrus Realty Real Estate School. He is honored to hold positions with several non-profit Boards, including The National Association of Hispanic Real Estate Professionals Orange County Chapter,Citrus Valley Health Foundation, Citrus Valley Health Partners.

To find out more about OJ, head to http://www.c21citrus.com/

And https://www.linkedin.com/in/ojrodriguez/

You can also call him directly on 626 523 3193

How to Earn More by Learning More w/Creig Northrop

Wed, 28 Aug 2019 20:38:09 -0600

To be successful in sales, it’s vital that we convey confidence to our prospective clients, and we build confidence by gaining knowledge. How can we become more confident in our abilities? How can we instill self-confidence in our teams? On this episode, President of Northrop Realty, Creig Northrop shares on the link between our knowledge and our success.

Expand on your knowledge to build your confidence. Confidence builds trust, and trust leads to sales. -Brendon Payne

Takeaways + Tactics

Become a dedicated student to the trade. The saying ‘readers are leaders’ is popular because it’s true.
Building confidence is vital if we want to succeed in sales. It allows us to build trust faster and make more sales.
Don’t stop at training. To be successful agents, and create a great team, there needs to be a combination of training, coaching and on-the-job experience.

In this episode, we spoke about the best ways to structure our teams. In the discussion, we emphasized the importance of delegating tasks to others. We also explained that for teams to flourish, there is a need for hands-on management.

We also discussed;

When team leaders should be involved with clients
How to stay relevant in our markets
The importance of mindset and our inner game

As long as we continue to make learning a priority, we’ll never lose. In order for us to be good agents and leaders, we have to stay as educated and as well-informed as possible. Taking a hands-on approach to our businesses is vital, as is providing our agents with a more holistic learning experience. Growth is crucial in the real estate industry, so commit to constantly feeding the mind with information that boosts expertise and ultimately, confidence.

Guest Bio-

Creig Northrop is the President and CEO of Northrop Realty, the Number 1 real estate team in all of Long & Foster Company for 10 consecutive years. As the president of Northrop Realty, Creig has become well-known in the industry for his professionalism and extensive

knowledge of real estate. Creig is the youngest agent to have received the Billionaires Club Award by Who’s Who in Luxury Real Estate; an achievement earned in 2014.

To find out more about Creig, visit https://www.northroprealty.com/leadership-team.php

You can also email him directly on cnorthrop@northroprealty.com

And call him on 4105310321

To connect with him on social media, visit https://www.facebook.com/creig.northrop

How to Boost Your Productivity for Better Results w/Jeff Quintin

Thu, 22 Aug 2019 04:58:14 -0600

So many agents ask how they can do more business transactions, and the answer lies in productivity. How can we eliminate distractions and increase our conversions? What can we do to scale more effectively? On this episode, Jeff Quintin of The Quintin Group and I discuss how to boost productivity and get better results.

If you want to be more productive, you have to prioritize your schedule and focus on lead generation. -Jeff Quintin

Takeaways + Tactics

To eliminate distractions during lead generation, set a time frame during which you tackle the activity. During this time, you should be fully focused on lead generation. That means treating the activity like a listings presentation appointment.
For a better conversion rate, pay attention to your scripting and make sure you’re actually listening to the lead. Clients want to feel comfortable and listened to.
Make sure you have effective systems behind-the-scenes. Additionally, make sure that as you grow, you maintain regular communication with everyone in your team.

At the start of the episode, we shared advice on how to eliminate distractions. Both Jeff and I suggested some kind of ‘linking’ to the desk during lead generation- whether through a corded headset or a surfing leash. By being physically attached to the activity, agents are more likely to stay focused on the activity at hand.

We also discussed;

Setting up your environment to be more productive
Why you need to know about every property in the market- even if it’s not your listing
How to prioritize your schedule to work more effectively

The world we live in is full of distractions, so it’s important to create environments more conducive to working effectively. Time-block activities, and honor the times you set. Treat every task you undertake as though it were a listings presentation appointment, and be mindful of your response time on the phone. We live in a competitive world, so be sure you stand out by staying consistent in every activity.

Guest Bio-

Jeff Quintin is a Realtor and the Team Leader of The Quintin Group. As the team's lead generator, Jeff prospects daily for qualified buyers and sellers, lists properties, negotiates offers, and manages staff. Jeff consistently sells 4-5 homes per week.

To find out more about Jeff, go to https://thequintingroup.com/ , or email Jeff@TheQuintinGroup.com.

You can also find him on Linkedin at

https://www.linkedin.com/in/jeffquintinsuperteam/

And on Facebook at https://m.facebook.com/JQuintinTQG/

Why Customer Service is the Key to Success w/Shawn Rogers

Thu, 15 Aug 2019 12:03:46 -0600

A lot of agents spend 90% of their time trying to get more clients instead of giving a higher level of service to their existing clients. How can we grow our business by building client relationships? What can we do to secure future listings from past clients? How can we profit from more online leads? In this episode, leader of Mister Rogers Homes, Shawn Rogers, discusses the impact customer service has on business success as well as how to survive market dips.

If you take care of your clients, the cheques, closings and referrals are going to keep coming because you kept your word and in this business, that’s the kicker to success. -Shawn Rogers

Takeaways + Tactics

Client relationships are important to the future of our businesses because we can scale our business a lot faster through referrals.
We can capitalize on past buyers by following up with them regularly with useful market trend information. When we stay front of mind, they are more likely to list with us and refer us.
Every lead has a different timeline and when we focus on the clients’ needs, we can quickly identify their urgency and motivation and nurture them consistently over time.

On this episode, we talked about why we shouldn’t be more focused on getting as many new clients as possible than on giving a great service during and after the transaction. We also talked about how to capitalize on past buyers.

On this episode we discussed:

How client relationships help scale our business faster
Securing more listings with useful and non-invasive follow up
How to convert and profit from online leads

Most agents take courses, pass their tests but fail to apply a moral code to their work because they are too concerned with finding new clients to up their quantity. We can scale our business a lot faster through referrals, and that means building relationships with our clients and putting quality over quantity. When we build relationships with our clients and maintain them after a transaction, we are remaining front of mind and increasing our chances of them listing with us again in the future. By providing great customer service, we can scale our business faster and more effectively.

Guest Bio-

Shawn Rogers is a Real Estate Agent with West USA Realty and runs his own team called Mister Rogers Homes out of Phoenix, Arizona. Shawn specializes in Buyers, Listings, Relocation, Short-Sale, New Builds and Luxury Homes. He is one of the Top Producers and has received Awards of Excellence at West USA Realty and is set to close 250 transactions this year. Shawn’s focus on customer service has resulted in the most positive reviews on Zillow, Trulia and Homes.com in Arizona, as well as the most positive recommendations on REALTOR.com in Arizona. His team has been the Top Producing Real Estate Team since 2013.

(480)313-7031

www.facebook.com/MisterRogersHomes

www.MisterRogersHomes.com

Afraid of the iBuyer? Let Kenny Klaus Show You How to WIN at That Game

Thu, 08 Aug 2019 21:09:03 -0600

The massive changes we’re seeing in the real estate industry aren’t going anywhere, so we need to evolve our processes. How can we work alongside iBuyer platforms? Is it possible to maintain our role in the buying process? On this episode, Kenny Klaus of the Kenny Klaus Team shares how you can stay relevant in the age of technology.

We have to up our game from a service level. -Kenny Klaus

Takeaways + Tactics

As an industry, we need to stop trying to compete with iBuyers and online real estate platforms. We need to work with the platforms and find a way to fit in-between the buyer and the platform.
Create videos for buyers, offering to help put the information they’ve found online into practise. There is an overwhelming amount of education available online, but we have the knowledge to help buyers sift through the noise.
Maintain an indispensable role in the buying process. Stay involved throughout the process and make sure clients know that your participation is what got them to the buying table.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

At the start of the episode, we mentioned that there is no need for agents to bash i-Buyer platforms- and that there are countless opportunities to work together. Kenny then shared why you should be sending out constant reminders that you’re on hand to help.

We also discussed;

Why the promise of ‘speed’ by i-Buyer platforms isn’t as important as we think
How a partnership with the platforms benefits the buyer
Why we should be using the platforms as tools, rather than allowing them to use us

The introduction of technology to the real estate industry offers exciting- and daunting- changes. We need to keep on track with the trends and make sure buyers know that ultimately, we aim to assist them. We can work alongside iBuying platforms, while continuing to benefit ourselves and the buyer.

Guest Bio-

Kenny Klaus is the Team Leader at the Kenny Klaus Team Real Estate Solutions. With extensive experience in the industry dating back to 1999, Kenny is recognized nationally for his excellent track record in the field. He is a Certified Residential Specialist, a Certified Distressed Property Specialist and an Accredited Buyer Representative. He’s also the recipient of numerous awards, and is valued in the industry for his teachings.

To find out more about Kenny, visit: https://www.klausteam.com/26690-Kenny-Klaus/

Century 21 Young Guns on How to Build a Listing-Based Business FAST! Btw...They are all under 25 Years Old!

Thu, 01 Aug 2019 00:36:30 -0600

The more time you invest in yourself, the better results you’ll get. -Anthony Velazquez

Takeaways + Tactics

Establish a routine. The benefits of waking up early to exercise and performing a routine every single morning at the office are immeasurable.
Focus on building a database. By establishing a routine in which we contact between 60 and 100 people a day, we’re building a solid database that will benefit us in the long run.
Create a balance between focus and fun. Maintaining focus is obviously important at work, but it’s also vital that we take time away from work to have fun. By allowing ourselves to unwind, we can reset our stress levels and function optimally at work.

On this episode we discussed

Why making cold calls trains us in how to deal with different personalities
The importance of investing in ourselves and our businesses
That we need to commit to a long-term game and acknowledge the risk for downfalls upfront

Guest Bio-

To contact Thomas, email him on ThomasOMalleyC21@gmail.com

To contact Hunter, email him on hbaidenc21@gmail.com

You can also call him directly on (843) 503-9988

To contact Anthony, send him a message on Facebook: https://m.facebook.com/anthony.velazquez.92754397

How to Grow Your Business Without a Team w/Lori Lentz-Widner and Lori Sorensen

Fri, 26 Jul 2019 12:58:10 -0600

More and more agents are focusing on building teams today. Are teams the only way forward in the real estate industry? Can we grow our businesses without having a team? On this episode, Lori Lentz-Widner and Lori Sorensen from the Harrelson Group discuss how they’ve boosted their business and built stronger connections with their clients- without having a team.

Record the conversations you’re having- there’s a difference between how think we sound and how we actually sound. -Lori Lentz-Widner

Takeaways + Tactics

While we may not need a team, we should consider hiring an administrative assistant. Small activities add up, and we’ll be surprised at how much time you save by passing the activities onto someone else.
Connection is extremely important. To forge a bond with clients, we should speak to them as we would a family member and make sure we have their best interests at heart.
We must respond to leads the moment we receive a notification. Responding immediately shows we’re the most efficient agent, and in the fast-paced world we live in, our clients will definitely appreciate it.

In this episode, we discussed the importance of dealing with clients the right way. We suggested paying attention to your tone when asking the questions, and shared how to create a comfortable environment.

We also discussed:

The difference between how we sound and how you think we sound
Connecting with buyers over the phone, before the call ends
The importance of meeting face to face

While industry trends show so many agents gravitating towards teams, they’re not the only way to get ahead. We need to find someone who can handle the small activities we do daily, so we can spend more time on building connections. Ultimately, connections are the most important part of the business- and we should be treating all our clients like family.

Guest Bio-

Originally from Wisconsin, Lori Lentz-Widner moved to Myrtle Beach for college in 2000 and fell in love with the area. The Coastal Carolina University alum has gone on to manage specialty retail Fortune 500 companies, where she became a top performer and producer. Throughout her career, she’s excelled in providing excellent customer service and empowering employees to reach their goals. Lori prides herself on communicating with her clients every step of the way. From the initial interview, she listens to her clients’ stories and familiarizes herself with their wants and needs.

To find out more about Lori, head to:

http://www.c21theharrelsongroup.com/lori-lentz-widner/

https://www.linkedin.com/in/loriwidner/

You can also call or text her on 843 455 6159

Lori Sorensen is a Realtor at Century 21 The Harrelson Group. As a resident of Myrtle Beach, Lori is passionate about the area and enjoys showing her clients all it has to offer. Lori prides herself on providing exceptional service, and strives to help every family within a budget to attain their dream homes. Lori is a wife and a mom of 2 girls, and understands how stressful the home buying process can be- so she continually offers the best service possible to make the process go more smoothly.

To find out more about Lori, head to: https://www.c21theharrelsongroup.com/lori-sorensen/

You can also call or text her on 8435035880

Or email her at loriv@gmail.com

How to Add Value to the People Under Your Umbrella w/Terry Swanson

Thu, 18 Jul 2019 03:00:00 -0600

We hear so much about retaining clients, but not enough about how to keep great agents on our teams. How can you retain your agents? How can you show them your value as a leader? On this episode award-winning owner of Century 21 Results, Terry Swanson, shares how he’s shown his agents great value over the years.

See your agents as your clients. -Greg Harrelson

Takeaways + Tactics

Research what works for your agents. Rather than allowing them to test all the waters of lead generation, try it yourself and guide them in the right direction. This, in itself, shows you as a person of great value.
Control the experience your clients and agents receive. Hold champagne closings and create a festive atmosphere in the office. Doing this creates an unforgettable experience for your clients and elevates your agents in their eyes.
Offer invitation-only privileges to your top producers. This is a great way to motivate your staff and to retain them once they’ve climbed the ladder of success.

At the start of the episode, Terry Swanson shared some of the steps he takes to bring value to his team. After elaborating on those, he explained how to keep making money while investing in your team.

We also discussed:

When to re-evaluate your business model
The importance of knowing who you are, as a leader
Why you should get others to do the activities you don’t excel in

Agents are the most vital component of any real estate team, so it’s important to retain their services and cultivate loyalty. To do that, you have to keep offering them value. Offer privileges that not only motivate them to work harder, but also to stay with your company once they’ve achieved their goals.

Guest Bio-

Terry Swanson is the owner of Century 21 Results. Having grown up in Atlanta with two parents in the Real Estate and mortgage industry, Terry has always been drawn to the business. After creating Results Realty Services with his mother in 1998, Terry saw phenomenal success thanks to his focus on offering value to everyone involved. Today, the company is linked with Century 21, and it only continues to grow.

To contact Terry, call or text him on 770-789-5846

You can also find out more about him at: https://terryswanson.c21.com

How to Develop Your Lead Generation and Build Confidence w/John Senk

Wed, 10 Jul 2019 22:02:35 -0600

A lot of agents shy away from lead generation, but it’s one of the best places to start in the industry. How can you focus on lead generation and let it take you to the next level? How can you build confidence along the way? On this episode, I talk with C21 agent John Senk to hear his advice.

Poor responses are just a response: don’t make it mean anything more than what it does. -Brendon Payne

Takeaways + Tactics

Go out and hunt. Lead generation requires you to look for new clients every day. Accept that it’s part of the job and something you have to do.
It’s okay to be scared. Use your fear to master one step at a time. If you’re uncomfortable going out as an agent or doing SEO, don’t force yourself to master it all at once. Start with one thing and then move on once you’re more comfortable.
As you build a bigger database, you’ll become more confident. Focus on getting as many reps as you can. As you go along, your confidence will soar.

At the start of the episode, John explained why he got started in lead generation. He then shared his daily routine and mentioned that without repeating the steps everyday, he wouldn’t be where he is now.

We also discussed:

Overcoming the challenge of monotony
Not taking bad responses personally
Why repetition is key

So many real estate professionals avoid lead generation because of its monotony and the possibility of being mistreated by the people on the other side of the call. The sooner you can accept it as part of the job, and something over which you have no control, the sooner you’ll be able to start working more effectively. Lead generation might not be ‘fun’ but it is a necessary part of the job. More importantly, it’s a part of the job that can boost your business tremendously, if done right.

Guest Bio-

John Senk is a real estate agent at C21 in Myrtle Beach, South Carolina. After starting in the industry by focussing on lead generation, John has seen great success in the time since then. John firmly believes in getting the job done no matter what, and strongly recommends all agents accept monotony and just work consistently.

To find out more about John, head to https://www.linkedin.com/in/john-senk-641b36124

You can find out about his listings and see his client testimonials at https://www.century21.com/CENTURY-21-The-Harrelson-Group-43541c/JOHN-SENK-4951055a

How to Scale Your Business Across States Without Losing Engagement w/Rob D’Amico

Wed, 26 Jun 2019 22:36:48 -0600

The world is becoming smaller by the minute, thanks to virtual communication and work opportunities. How can you grow your business by using online tools without creating a remote work environment that lacks engagement? Is it possible to build real relationships with your team members by using technology? On this episode, Executive Vice President of Century 21 NS Group, Robert D’Amico, shares how he’s built a strong team of 800 agents spanning 4 states.

Takeaways + Tactics

Surround yourself with the right people who suit your company culture. You need to have supportive people in your business who can easily assimilate.
Communication is key. Stay in contact with your team through social media, internal emails and videos of trainings. Communication is vital for a successful business, so use a range of platforms to stay in touch.
Stay relevant regardless of distance by focussing on one region at a time. That way, you have a more localized approach that agents can better relate to.

We also discussed;

Family-based businesses
Building relationships while scaling
Continual training of agents around the country

While social media has allowed us to be more connected than ever before, the option for working remotely always poses a threat to real engagement. No matter how easy it’s become for teams to work independently, it’s always important for management to maintain a presence. Remember to stay locally relevant. You may have a team that sprawls across the country, but keep striving to create a family environment.

Guest Bio-

Rob D’Amico is the Executive Vice President at the Century 21 NS Group. The group has seen tremendous success, and has a presence in over 40 locations. It’s also 800 agents strong, and crosses 4 states. Rob attributes a lot of this to building a ‘family tree’ concept at work, and on top of working alongside his cousin and wife, he feels that the company does so well because it strives to include all members in a family environment. Rob is a fierce advocate for using social media tools to communicate with his team, and stresses the importance of relationships to advance.

To find out more about Rob, head to: https://www.century21.com/CENTURY-21-North-East3287c/Robert-D%27Amico-214344a

From Zero To 100 Real Quick: Learn How Abe Safa Sold 100+ Properties in His 3rd Year of Being Licensed

Thu, 20 Jun 2019 03:00:00 -0600

Prospecting plays a big role in our business growth and success as agents, but many of us are put off by this part of our job. How can we change our mindset when it comes to prospecting? How can we have more valuable and successful conversations with new leads? What could incorporating automation into our prospecting process do for our business?

In this episode, Abe Safa explains what it took for him to go from 40 to over 100 transactions in three years, and how we can apply this to our own business growth.

Takeaways + Tactics

When we are confident in conversation, both our interactions and results change in a way that positively impacts our business.
When we use automation as an extension of our prospecting process, we can reach significantly more leads.
The leads that we think are bad or dead leads often aren’t, we just haven’t called enough times to get them on the phone.

On this episode we discussed how Abe Safa went from 40 to over 100 deals a year after just three years in the real estate industry, as well as how he overcame his resistance to prospecting and significantly increased his business growth.

We also discussed:

How confidence impacts business growth
Using automation to reach more leads
Making enough attempts on a lead

We are often resistant to prospecting, but it is a necessary part of our job as agents if we are to have any significant business growth. Preparation through listening to podcasts, watching videos, role playing and script mastering can make prospecting easier, and when we speak with presence and confidence our conversations become more valuable and successful. By using tools like automation as an extension of our prospecting process, we can spend more time talking to leads and less time trying to reach them. This increases our bandwidth and will take our business success to the next level.

Guest Bio-

Abe Safa is the Founder of and mind behind Contact Junkie, a software company that scales your business through technology. He grew up in New York and moved to the Myrtle Beach area to attend Coastal Carolina in 1988. Since graduating in 1991, he's lived there and has owned several successful retail stores. Abe started working at age 13, and has been selling or running businesses for over 34 years. He went from being a new licensee to having over 100 transactions per year. His business background and experience in negotiating and marketing, combined with his unique and precise analytical skills, leaves no doubt that he is a valuable resource. Abe loves to challenge himself and believes that life is all about growing and improving yourself and your community.

https://www.contactjunkie.com

Email:

c21safa@gmail.com

How to Make the Most of Your Sphere of Influence w/Dusty LaBossiere

Fri, 07 Jun 2019 13:05:54 -0600

As new agents, it's critical to build momentum and generate business using the resources we already have. How can we authentically and effectively use our center of influence? How can we nurture our database? How can social media help us remain visible and relevant? In this episode, Dusty LaBossiere explains how the majority of his business comes from referrals and warm connections, and what we can do to become top producing agents.

Any agent who really wants to develop their sphere of influence should do so through passive advertising and staying top of mind through social media. -Dusty LaBossiere

Takeaways + Tactics

We need to be highly organized and advertise ourselves in an authentic, regular and intentional way in order to nurture our database.
New real estate agents who don’t have a lot of money to spend on advertising need to be consistently top of mind through social media. If you don’t have someone’s attention, you don’t have a shot at their business.
If you have good relationships and are a likeable person, and you mix that with good work ethic and a good level of service, people will naturally gravitate towards you and want to work with you.

On this episode we discussed how we can generate more business from our centre of influence, and Dusty Labossiere explains how he turned his life around and became the top individual producer at Century 21 Results, Atlanta.

We also discussed:

How to effectively nurture our database
Why new agents need to use social media for business growth
What we need for people to want to work with us

As a new agents we can get ourselves out there and build our database by using social media as well as our centre of influence. When using social media to reach potential clients, we need to be authentic, consistent and intentional. Being authentic in our professional and personal life and building relationships with people helps us grow and retain our sphere of influence. When we combine this with the underlying foundation of delivering good service, we can provide real value to people and generate more business.

Guest Bio-

Dusty LaBossiere is the Founder of the LaBoss Group and is a top producing individual agent of Century 21 Results, Atlanta. He was born and raised in Metro-Atlanta and is intimately in-tune with the ins and outs of his hometown market. In an industry that's constantly evolving, Dusty has a proven track record of providing outstanding client service regardless of who he is representing. In 2018, Dusty was Top Producer as individual agent out of 220+ agents at his brokerage. Century 21 Results was named #7 most productive C21 office nationwide. In the short three years he has been a full-time realtor, he has become the most productive agent at one of the most productive C21 offices in the country.

404.750.9236

https://www.facebook.com/DustyLaBossiere

Why Wealth is Built Through Boredom

Thu, 30 May 2019 21:29:06 -0600

Time and time again, we’re reminded that success comes from repeating steps. Which ‘boring’ steps should you continue to take? How can you stop thinking of your routines in a negative way? On this episode, we’re discussing why mundane, everyday activities are crucial for success.

If you want the highs, you have to do the boring things. -Matt Johnson

Takeaways + Tactics

Following ‘boring’ routines is really a simple approach to mastery.
It’s fun to create something new, but remember that a lot of our great ideas don't get brought to completion.
There is the “doing”, and there's the “perception of the doing”

If you think about some of the most celebrated sports stars, like Tiger Woods and Michael Jordan, they often have something in common: committed, repeated activity. Even when they’re at the top of their games, they’re continuing to practice the steps that took them to the top in the first place. Don’t allow yourself to be put off by the banality. You’re mastering small steps, every single day.

Change Your Story... Change Your Result

Thu, 23 May 2019 12:42:55 -0600

Entrepreneurs in the real estate space often avoid certain lead generation strategies in favor of the one they use most often. Is the strategy used the most also the strategy most effective? Why are agents so inclined to keep doing the same thing, rather than trying new avenues? On this episode, we’re discussing why you need to change your story to see different results.

Takeaways + Tactics

Pay attention to the story you’re telling. You must have an understanding of the narrative you share.
Ask yourself if the story you’re telling is true.
Question why you keep sharing a particular narrative. Chances are, you had a bad experience with it in the past.

Most of the time, the narratives we share are based on an experience we had with strategies in the past. If you had a poor experience with For Sale By Owners, for example, you’re likely to avoid revisiting the situation. Learn to identify when you’re generalizing and perpetuating a negative narrative. You have to change the story to change your results.

New Century 21 CEO - Mike Miedler Discusses Why People Are the Core of Your Business Growth

Thu, 09 May 2019 21:46:26 -0600

Real estate is a relationship-based business, and we can use technology and professional development to increase and improve the success of our business. How do we create a mutually beneficial environment where we grow as a company and our people also experience personal growth? How do we make technological advancement work for us rather than against us? Why should we invest time and resources into training and coaching for our people? In this episode, Century 21 CEO Mike Miedler discusses why he focuses his attention on training and coaching, and how we should embrace using technology in the real estate industry.

It’s about understanding the hopes, fears and dreams of our agents and brokers so that we can help them be better with their business. -Mike Miedler

Takeaways + Tactics

If someone is representing our company well, and we are helping them with their growth, then they are likely to be a great advocate for our brand.
We need to embrace technology so that when we are inevitably doing business at a lower margin, we are also dealing with higher volumes. This ultimately increases revenue, profitability, and income.
By pushing people forward and giving them the right training and coaching, people can internalize the process, execute it in the field and increase their productivity and profit.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

We also discussed:

What makes someone a great advocate for your brand
Why we should embrace technology
How training can increase productivity and profit

As business owners, we should be focused on growing our company in the best ways possible. The people in our company are key to this, and by providing the tools and systems they need to reach their goals, we are in turn reaching our goals as leaders. Technology plays a big role in business today, and we need to embrace this in the real estate industry so that we can be more productive and serve our client base effectively.

Guest Bio-

Mike Miedler is the President and CEO of one of the smartest, boldest, fastest and largest real estate companies in the world: Century 21. Mike has more than 20 years of experience with the Century 21 brand in various roles. He is a leader in residential and commercial real estate franchising, brokerage, and management, and understands the important role the international markets play in expanding the brand and the system’s growth opportunities. Mike can connect you with local experts anywhere on the planet if you need insight, trends, excellent customer service, flawless execution or just simple advice for any type of real estate transaction. He specializes in people and helping them achieve their goals. https://www.century21.com

How to Survive When Net Commissions Drop

Thu, 02 May 2019 22:15:38 -0600

Real estate agents have been concerned about commission compression and the idea that they’ll eventually be replaced. If we stop listening and observe what is actually happening, we will see that the main concern lies in referral fees cutting into our net profit. Why don’t we have to worry about commission compression? What can we do to offset the shrinking effect referral fees have on our profit margins? How can a tool like Contact Junkie help us acquire our own leads?

In this episode, Greg Harrelson and Matt Johnson discuss ways in which we can increase our net profit margins when referrals are cutting into them.

While you’re accepting leads from someone else’s faucet, you must also create a faucet of your own. -Greg Harrelson

Takeaways + Tactics

Agents need to increase some of their outbound lead generation strategies to make sure that they’re adding deals to the mix and netting a higher margin.
By doing our own marketing and figuring out how others are generating leads and taking them in-house, we can start to generate leads at a lower cost than what we’re paying for them.
We have to stop taking for granted that our center of influence loves us so much that they are going to be loyal to us forever. We must continuously give value to them.

It’s not commission compression that’s digging into our net profit. It’s the increasing amount we pay for referrals, and the increasing proportion of transactions done with a referral fee. In order to increase our net profit, we need to generate more of our own leads and pay less for them than what we pay in referral fees. Increasing outbound lead generation strategies, doing our own marketing, and consistently giving value to our existing database are ways we can grow our personal lead database and make more profit.

How Building Relationships will Boost Your Business w/Sarah Lyons

Wed, 24 Apr 2019 22:25:56 -0600

For those new to the industry, the thought of building a sphere of influence is daunting. How do you start to build a network when the people you’re close to aren’t in a position to buy a home? Should you leave clients who aren’t immediately ready, and pursue those who can commit to a home now? On this episode, we talk with top-producing Century 21 agent in Fort Worth, Sarah Lyons, about the importance of building relationships.

Try to establish rapport and build relationships. You may not get something out of it immediately, but over time you’ll generate momentum. -Greg Harrelson

Takeaways + Tactics

Dedicate yourself to real estate and make it your plan A. While it’s great to have a backup plan, having a plan B can hold you back from achieving in real estate because you’ll lack the motivation.
Focus on your current clients rather than spending time trying to get new ones. Foster meaningful relationships instead of multiple, shallow ones.
If someone isn’t immediately interested in your listing, don’t be discouraged. You’re not just trying to sell one house— you’re picking up a new client to assist in finding their dream home.

At the start of the episode, we heard what initially motivated Sarah to pursue a career in real estate. Because she had to support her family, she jumped in head-first, and made sure real estate was the only industry she worked in. Without these distractions, Sarah was able to spend time building strong, meaningful relationships with clients that eventually took her right to NAR’s ‘30 under 30’ in 2017.

We also discussed:

That you have to find somebody who knows more than you to mentor you
Why you don’t need a large sphere of influence to start. You can approach sellers directly to build your sphere
Why you should have referral partners sponsor your client appreciation parties

The real estate industry is based on human needs and connections. Remember that your client requires someone with their best interests at heart, so make sure you’re building strong relationships with them. Even when clients don’t appear ready to work with you, continue to foster your connection with them. You may not get something out of it immediately, but over time those relationships gain momentum.

Guest Bio-

Sarah Lyons is the number 1 producing Century 21 agent in Fort Worth for 2015, 2016, 2017 & 2018. She specializes in Tarrant and Parker county. As a full-time Realtor with over 250 transactions closed, Sarah has the experience and knowledge to assist clients with their buying and selling needs. She also has great availability, thanks to her husband homeschooling their 2 sons.

Sarah believes that open communication is key, and never lets her clients feel ignored or avoided. She always encourages clients to use their easiest means of communication, by email or text.

Sarah achieved NAR's "30 UNDER 30" award winner class of 2017, and was the only DFW metroplex winner. She’s also the recipient of the C21 Relentless Agent Award 2018.

Find her on Facebook: https://www.facebook.com/SarahLyonsRealEstate/

Visit her website: www.sarahlyonsrealestate.com

Contact Junkie: Optimizing Lead Conversion w/Abe Safa

Wed, 03 Apr 2019 20:13:01 -0600

Most agents don’t have a problem with acquiring leads. The difficulty lies in reaching those leads and being able to follow up enough to convert. Do we have bad leads, or do we need to reconsider the systems we use? How can bandwidth improve our conversion rate? How can software like Contact Junkie help us reach and follow up with our leads?

In this episode, Abe Safa shares on lead conversion issues in Real Estate and how automation software like Contact Junkie can help us optimize our business.

Our ROI is minimized because of our inability to make the right number of attempts per lead. -Abe Safa

Takeaways + Tactics

We spend time, money, and energy acquiring leads, but we don’t have the capacity to reach the majority of them. Increasing our bandwidth will improve our lead conversion ratio.
Think about whether your poor ROI is really due to the quality of the leads you bought. It is often because we haven’t adapted the systems and infrastructure we use to the new way of doing business.
People are busy, and we need to be able to make multiple attempts to reach them. Contact Junkie is an automated communication tool that increases response rates and allows us to have unlimited bandwidth.

In this episode, we discuss what motivated Abe Safa to start his software company Contact Junkie, and how this kind of automation acts as a communication tool to convert more leads for your business.

We also discussed:

Issues with lead conversion in Real Estate
How increasing our bandwidth helps with lead conversion
Ways to increase our bandwidth

There is no shortage of leads in real estate, but there is a bottleneck when it comes to the ability to reach and follow up with these leads. People have become numb to notifications on their phones as a result of all the noise we are exposed to today, and this has increased the number of attempts it takes to reach a lead. We are left with a stack of leads that we have spent time, energy, and money acquiring that we cannot make a dent in. We need to increase our bandwidth so that we can make the attempts necessary to convert them into business.

Guest Bio-

Abe Safa is the founder of Contact Junkie, a software company that scales your business through technology. He also has his own Real Estate Agency, Abe Safa Real Estate, in Myrtle Beach and is the top Real Estate Agent in the area. Abe went from being a new licensee to having over 100 transactions per year, and has over three decades of business and negotiating experience. He graduated from Coastal Carolina in 1991 and has an honest and tenacious approach to business.

https://www.contactjunkie.com

Why Simplicity is Key w/Karen Cooper

Wed, 20 Mar 2019 23:52:40 -0600

There's a tendency to believe that achieving success is complicated, but as most successful people will attest, simplicity is the best way forward. How can simple approaches help you reach tremendous heights in your business? Can you apply simple ideas to practical manifestation?

On this episode, I talk with industry veteran Karen Cooper to hear how she’s put surprisingly simple tactics into practice to great effect.

Takeaways + Tactics

Be consistent. If you want to grow your business you need to have a consistent approach, whether in communication with clients or systems used in-office.
Confidence is key. You can boost your confidence levels by making sure you’re constantly dealing with potential clients- even the non-serious clients. Take every interaction as a learning opportunity.
Commit to a new morning ritual over a 30-day period. This is how you’ll build new habits and instill self-confidence.

At the start of the episode, Karen explained the importance of investing in your business. That investment should come not only in the form of finance, but your time and energy. With that said, Karen also shared that the time you spend should allow you to build systems that mean you do less work as your business levels up.

We also discussed:

That the position you’re good at now will be easily replaced by someone else when you scale your business
How your time in-between transactions should be spent on creating systems
Why systems are the only way forward

For the most part, our inability to reach our goals lies in our mindsets. Whether that be because of a lack of self-confidence, or insufficient motivation, we have the power to prove ourselves correct. The great news is, we also have the power to prove ourselves correct when we tell ourselves we can do something. Stop telling yourself you can’t reach new heights or complicate the process. Take the journey to success back to basics and make good on new rituals.

Guest Bio-

Karen Cooper exemplifies what it means to be a real estate professional, and is one of the owners of the Platinum Group Real Estate team at Pearson Smith Realty.

Karen is an Accredited Buyer Representative (ABR) and has her Virginia Real Estate Broker's License, which afforded her the opportunity to spend more than 2 years managing two offices and over 100 agents for a busy Loudoun brokerage.

Karen regularly volunteers in the classrooms for her 3 sons, and is a life member of Lovettsville Volunteer Fire & Rescue, having spent over 10 years as an EMT/Shock Trauma Technician and serving several years as the company's Rescue Chief and on County level committees.

Learn more at http://www.goplatinumgroup.com/karen-w-cooper/

Greg Coaches Top Agent: Lori Sorensen

Fri, 08 Mar 2019 16:01:20 -0600

Whether you’re newly licensed, an active entrepreneur, or even a seasoned agent looking to polish up your skills, everyone can benefit from outside advice. What has helped others take their businesses to the next level? How can you build and foster relationships with your clients that stand the test of time?

On this episode, I talk with an agent on my team, Lori Sorensen, about the changes she’s made in her approach. Those changes have brought her great results. In fact, last year alone, Lori had 61 transactions.

Too often, agents just assume the buyer will see value in them. But we as agents have to actually paint the picture of what they can count on us for. -Greg Harrelson

Takeaways + Tactics

Think about the value you bring your clients, and share it with them. By doing this, you’re setting them at ease and letting them know you’re the right choice.
Stay in touch with all your past clients. Even if they’ve already bought a property, you want them to remember you when they inevitably sell.
Accept that discomfort is normal- so don’t give up too easily. If anything, being too comfortable is hindering you from taking your business to the next level.

We started this episode talking to Lori’s professional journey. Lori shared the culture shock she experienced when she moved from West Virginia to the Myrtle Beach market. She also discussed how she transitioned from having virtually no competition in West Virginia, and how that changed once she joined The Harrelson Group.

We also discussed:

How clients don’t automatically know what you’re good at.
Why you have to set yourself apart.
The need to engage with your team.

While real estate is an exciting industry, there is no shortage of agents. Because of this, you have to think about what makes you unique and aim to build relationships. Stop thinking in terms of transactions- that’s short term. Make connections with people and ensure they never forget the value you bring. People buy and sell property all the time: make sure you’re the only agent they consider to help them.

Guest Bio-

Lori Sorensen is an agent at Greg Harrelson’s The Harrelson Group. Two years after getting her license, Lori joined the Harrelson Group and has seen her star rise ever since. In 2018 alone- her third year at the company- Lori made 61 transactions. Although she prefers the buying process, Lori stays in contact with all her past clients and happily assists them in every area of real estate as their needs require.

To contact Lori, email her at: loribsorensen@gmail.com

If It's Not FUN, I'm Not Doing It

Fri, 01 Mar 2019 03:19:50 -0600

It’s difficult to stay motivated when you’re not enjoying yourself. How can you approach business tasks differently to enjoy them more and get them done more effectively? Can you mix work with play? On this episode, I talk about why I don’t do things unless they’re fun, even in business.

I don't work, I play. I don't have a job, I have a hobby. -Greg Harrelson

Takeaways + Tactics

Fun is not a doing, it's a being. Decide to look at the world in a certain way.
Remember, every problem has a flip side of opportunity or breakthrough.
Build systems around you that allow you to stay in your lane.

Most people would agree that enjoying what you’re doing makes time move faster and your work ethic better. The best way to enjoy what you do, then, is by eliminating the things you don’t like. Delegate to your team- what you don’t love could be their greatest passion and something they’re skilled at. There’s no excuse for not getting things done when your tasks are someone else’s idea of fun.

How to Keep Pushing Forward Through the Challenges of Entrepreneurship w/Dan Grieb

Fri, 22 Feb 2019 14:09:07 -0600

How can you manage through the hard times of being a new entrepreneur? What kind of mental shift is necessary to succeed?

On this episode, Dan Grieb shares how he managed to overcome the challenges he faced and achieve phenomenal success in real estate.

I don’t want to make people think it’s all easy, but I do want to let them know it is possible. –Dan Grieb

Takeaways + Tactics

Acknowledge the importance of hard times. The most important lessons are usually learned when you’re in difficult positions.
Maintain discipline and hold yourself accountable.
To go from agent to entrepreneur, you need to make a mental shift. You’re no longer an agent, but a business owner.

At the start of the show, Dan shared his journey and rationale for joining the real estate industry. We learned that he jumped into the business with no back-up plan, and forced himself to meet his goals. While this was not an easy task, he ultimately emerged from turmoil to become his family’s first millionaire.

We also discussed:

The importance of transparency when sharing your journey with others
How people management is often overlooked, but vital to your company’s success
Why learning to lead is non-negotiable if you want to build a successful business

The process of moving from agent to entrepreneur can be something of a culture shock for those who thought they would have greater freedom. The reality is, owning a business comes with a whole new set of responsibilities. You may be free from the duties of being an agent, but now you need to start training yourself for a new role entirely- leader.

Guest Bio-

Dan Grieb is a residential real estate expert and CEO of the Home To Sell Team affiliated with the Keller Williams real estate organization. Dan is ranked in the top 1% of all Realtors in the country is a widely respected member of the Central Florida real estate community and in Keller Williams top 100 mega agent group led by Keller Williams founder Gary Keller.

Dan has built one of the most successful real estate teams in the country. He has strategically selected an elite team of real estate agents, transaction coordinators and operations staff know as The Dan Grieb Home to Sell Team who allow him to be indispensable to his clients. The Home To Sell Team specializes in residential real estate and new home sales, collaborates with national home builders, and has a proven track record of successfully selling over 2,200 homes in the last 10 years.

Guest Links:

www.dangrieb.newnha.com

https://www.linkedin.com/in/dan-grieb-4b401431/

You can reach Dan on Facebook at: https://www.facebook.com/daniel.grieb.501

You can also get in touch with him via email: dan@coachipc.com

There's No Such Thing as Passive Income

Fri, 15 Feb 2019 14:58:06 -0600

For most, the idea of earning an income without working is exciting and aspirational. Is it realistic, however? Can you ever really make money while doing nothing at all? On this episode, we weigh in on what passivity actually means in a business and why the very notion of passivity needs to be redefined.

No one gets 'mailbox money' without putting in effort. -Greg Harrelson

Takeaways + Tactics

You need to put in a good deal of effort and energy to maintain a "passive income"
Consider where your worries come from, before presuming money will eliminate them
Respond to the events in your life, rather than reacting to them

The idea of passive income certainly allows us to dream about what we might do in our spare time. However, never forget about the fulfillment and satisfaction your work can give you. Carefully consider what you mean by passivity. The reality is, it’s incredibly rare to truly detach from any work, as your mind continues to contemplate every detail of your life.

Higher Conversion from Unique ISA/Agent Training w/Dale Archdekin

Wed, 06 Feb 2019 16:53:48 -0600

Lead conversion is a popular subject in real estate, but many agents are unsure of how to improve their conversion rate or interpret what the numbers might be saying. How can you boost your conversion? Are there steps you should be taking (or avoiding) to improve it?

On this episode, I talk with coach and founder of Smart Inside Sales, Dale Archdekin, to answer these questions and more.

People should either be a team or get on one. –Dale Archdekin

Takeaways + Tactics

Ask yourself if you’re having enough conversations with prospective clients. The volume of calls you make is crucial to your business.
Track what you’re doing. Record your phone calls and pay attention to what’s working— and what isn’t.
Ensure your staff is held accountable and that they do what they’re supposed to do. Your company’s culture plays a huge role in its success.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

On this episode we discussed some of the ways agents can improve their conversion rate. Dale notes the mistakes he’s observed while training agents, and provides solutions to the issues he’s noticed.

We also shared on:

How to communicate, rather than recycle a script
Who you should avoid hiring when your business is young
How rephrasing your questions can help you attain better results

For people looking to start their own businesses or take on managerial positions, considering conversion rate is of the utmost importance. The best way to do this is by paying attention to each step you- or your team- take while in the process. Think about the questions you’re asking and the value you’re promising.

Guest Bio-

After working part-time in a call centre for credit card insurance during high school, Dale Archdekin has gone on to become a force to be reckoned with in the real estate industry. In addition to having 10 years experience as a real estate agent, Dale is the founder of coaching company, Smart Inside Sales. Dale is passionate about teaching salespeople (both in the real estate industry and otherwise) how to improve their conversion rates and see amazing success.

To learn more or get in touch with Dale, head to:

https://www.facebook.com/dale.archdekin.7

https://www.zillow.com/profile/dale741/

And to learn more about Smart Inside Sales, check out:

https://www.smartinsidesales.com/

The Truth Behind a Breakthrough w/Brendon Payne

Fri, 01 Feb 2019 02:10:26 -0600

People often think that the mental shift of a new calendar year will be enough to motivate them reach their goals, but there are steps that must be taken to make it happen. Why is it so important for us to have focus and limit distractions? How do we prepare for the inevitable boredom that comes with implementing and becoming consistent with something?

On this episode, Brendon Payne and I discuss the 4 conditions we need to create in order to get a breakthrough.

Consistency leads to boredom, but boredom leads to breakthrough. -Greg Harrelson

Takeaways + Tactics

Be intentional: Define what a breakthrough looks like and state what you want to accomplish.
Be focused: Put all your attention on this one goal and resist distractions. It’s not about how many things you can work on at one time, but about how many circles you can complete.
Be consistent: Progress will often take longer than you originally thought, and you may get bored when that new idea isn’t fresh anymore. That’s when we have to push through the most.
Be determined: Keep going when things get challenging. Understand that the path to mastery requires us to push through the difficult moments.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

In order to reach our goals, there has to be something motivating us beyond turning the calendar at the beginning of the year. We have to implement strategy and action to reach that goal in order to push through the inevitable challenges, pivots and shifts. Before you have a breakthrough, you’re going to get bored because the new thing inevitably becomes old.

In those moments many agents shift to the next thing and become inconsistent. To combat that we need to have a strong intention, focus, consistency and determination. This is what will lead to breakthrough.

A Solution to the Problem Most Agents Don’t Know They Have

Fri, 25 Jan 2019 00:47:26 -0600

Buying leads can help your business tremendously, but for the vast majority of agents, a large portion of those leads will never make contact. Are those leads truly ‘inactive’? Or is there a way for you to make contact with them and capitalize on what you’ve already invested in? What is the barrier that stops agents from taking full advantage of the leads they’ve bought?

On this episode, we identify what the lead contact problem is, and discuss solutions to an issue we all face.

Think of it like this: ‘dead’ leads are not dead.They’re only dead to you. They’re alive to someone else. - Greg Harrelson

Takeaways + Tactics

Agents typically do not have enough bandwidth to properly follow up with their leads. This is a problem experienced by everyone in the industry, including top agents.

After making an initial attempt at contact, use multiple platforms to get a response. If, after calling, texting and emailing, a lead is not interested, you can then remove them from your list.

Avoid labelling leads as ‘inactive’ if they do not respond immediately. Continue with your communication for 8 days, and it’s likely they will get back to you.

The opportunities presented by buying leads are endless. Your time, however, is finite. This is a predicament faced by everyone buying leads, and there is no single solution. That said, if you engage in a campaign of communication after making initial contact, you will come closer to taking full advantage of your leads.

How to Build a Team of Fearless, Independent Agents w/Samer Kuraishi

Wed, 16 Jan 2019 21:51:19 -0600

As leaders, we understand the importance of developing talent, but we can easily miss the mark on what that actually means. Why does our talent development have to go beyond teaching real estate? How can we identify talent on the front end and grow our teams? Why do leaders need accountability as much as the agents do?

On this episode, we are joined by Samer Kuraishi to discuss creating an environment of excellence and collaboration on our teams.

I’m not leading with money, I’m leading with experience and maturity and gaining wealth in the mind. -Samer Kuraishi

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

Our job isn’t teaching agents to sell real estate. We have to teach them what it takes to be successful.
A dominant culture will flush out the wrong people on its own.
A huge part of growing as a leader is learning to let go of control and empowering the people around us.

At the start, Samer shares on how the team is set up, and the importance of being multidimensional. Next we talked about the important thing leaders miss when it comes to developing talent. We also talked about how to identify talent, and why so many existing agents lose faith in their teams.

We also discussed:

Using accountability to grow and how delegation protects us
What to do when we hire the wrong person
The importance of letting go of control

In order to build an environment of excellence, we have to train people the right way. Our job in developing talent shouldn’t be about showing agents how to buy and sell homes. It has more to do with showing them how to be disciplined, teaching them to make commitment to the habits that leads to results, handling rejection, and getting through when things go wrong. It’s our responsibility to help them the solution instead of being part of the problem in the industry. Everything we do is to prepare them to be that top level talent in the game.

Guest Bio-

Samer is the team lead of One Real Estate. His team offers a diverse, motivated group of real estate professionals—all of whom are dedicated to putting the DC Metropolitan clients' needs first. Using the most cutting edge technology and providing constant education and training, Samer's agents are always prepared and ahead of the market. To get in touch email sk@onerealestate.com or call 301.385.0049.

Who Are We Listening To?

Wed, 09 Jan 2019 22:40:22 -0600

In an era where social media marketing has become so prolific, it’s becoming more and more difficult to cut through all the information we are exposed to. How do we even begin to know what we should be listening to? Have we made progress more difficult for ourselves by letting so many voices and tactics influence us? Alternatively, should we ignore all the information coming our way and stick with what we know?

On this episode, we discuss how to engage with the inundation of voices we encounter.

You need a clear plan of what you’re subscribing to, who you’re listening to, and whether it’s legitimate. If you don’t have that, all the other noise is going to influence you. – Brendon Payne

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

The prevalence of online access has created a constant cycle of new information, which leads to a lack of focus on getting the job done.
Although software can be helpful to real estate agents, outbound lead generation is something we can actively control.
Having a clear path in mind is crucial. Although new information is always helpful, it should be used to improve the ideas and systems you already have in place, not distract from them.

The influx of information afforded by social media marketing offers many opportunities to people in the real estate industry. However, it’s important to always bring what you’ve learned back to what’s already been working for you. Don’t allow the noise and sheer volume of voices online discourage you from what you already know.

How to Downsize Your Team to Maximize Return on Your Time w/Mark Loeffler

Fri, 28 Dec 2018 03:43:10 -0600

One of the key skills we have to have as entrepreneurs is how to have a good return on our time. How do we know that having a team is the right move for us? What skill set makes a good real estate investor? Why are the skills we learn over the phone valuable for so many other opportunities? In this episode, we are joined by multiple business owner, real estate investor, team leader, and CEO, Mark Loeffler, to talk about making the choice between leading our team and building an investment business.

When you look at businesses on a grand scale, taking a real estate business and making it into something worth owning is difficult. -Mark Loeffler

Takeaways + Tactics

For most agents, the evolution is from successful solo agent, to team leader, and then investor. The team is the vehicle that creates the cash flow, leverage, and time to become an investor.
Most people who are doing well on a team are doing so because somebody is coaching them on personal problems.
If you see yourself as a professional, you’re confident in the dialogue and confident about the transaction— so getting on the phone to provide value isn’t an issue.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

At the start of the show, Mark shares on his background and starting off as an investor, and how that influenced his decision to downsize his team. We also talked about how to know when you have the wrong people on your team, and the actions Mark took when he realized this. Towards, the end we talked about why leaders often have to help people through personal problems.

We also discussed:

The importance of tracking return on time
The skill set that makes Mark a good real estate investor
Why getting on a sales call isn’t an issue if you know the value you bring

For most successful solo agents, the decision between investing and leading a team isn’t a decision at all. We need cashflow to do the former, and that can only be provided by the latter. If you don’t need the cash flow from the team to allow you to do other things like investing, you don’t have the same need to start a team. To know what move we need to make, we must evaluate what we’re currently doing, what it’s costing us in terms of time, and what we’re getting out. Then we have to ask ourselves if the return on investment and time on that activity outweighs a return we could get elsewhere.

Guest Bio-

Mark is a multiple business owner, real estate investor, team leader, and the CEO, of the Mark Loeffler Team at Keller Williams Complete Realty. Connect with him on LinkedIn https://www.linkedin.com/in/markloeffler/. Send an email to mark@themarkloefflerteam.com or connect with him on Facebook.

Core Fundamentals for Business Breakthrough

Thu, 20 Dec 2018 01:13:14 -0600

No matter how many new tactics and tools come up in the industry, the core fundamentals will never change. Why is this the same for both new agents and agents trying to level up? How can you avoid the stalemate? Why is consistency so critical? On this episode, Brendon Payne offers valuable insight on what to do when it feel like we’ve plateaued in business.

Breaking through as a top agent requires similar strategies as those for a new agent. -Greg Harrelson

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

Both top agents and those new to the industry should constantly refer to core fundamentals.
The core fundamentals are skills, contacts and systems. Contacts, in particular, are non-negotiable.
Once success is attained, the means of attainment should never be discounted.

In a world that privileges innovation and constant change, a desire to find new ways of doing business is to be expected. However, even while exploring new avenues, it’s important to stick with the core fundamentals that helped you attain success in the first place. Rather than searching for breakthroughs, entrepreneurs need to constantly revisit the basics that built them.

How to Keep Growing in a No-Inventory Market w/Bob Sokoler

Wed, 05 Dec 2018 23:01:37 -0600

Many real estate teams are people-heavy, but light on leads— which means they can’t grow. What is the right way to go about growing our teams and taking on more agents? Why isn’t it enough to have name recognition in the market? How do we build something big from the beginning and put the work in on the front end to create our business?

On this episode, we are joined by the leader of Louisville, Kentucky’s #1 team and former news anchor, Bob Sokoler, to talk about building the right foundation and proving yourself to the market.

Leads are the genesis for growing the business. -Bob Sokoler

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

There’s a lot of burnout in the ISA role. Giving them a chance to move into the field or become an assistant is a way to mitigate that.
Go deep with a few people first rather than going wide with a lot of people. Let the availability of leads dictate whether to grow the team or not.
Start getting comfortable with video - just grab your iPhone and start recording. Marketing doesn't have to be complicated.

At the start of the show, Bob shared on his team setup and what it took to make the jump from 100 deals. He talked about the importance of being accountable to the lenders we work with and building a team of reliable people. Bob also talked about the importance of letting leads dictate if you should grow, as well as why he still had to build a brand even though he had a career in TV before real estate.

We also discussed;

How to teach skills that come easy to us but are new to other people
Why having name recognition isn’t enough
How to create engaging videos

The most successful people in any business don’t build small to begin with. They build it big from the beginning so that the foundation is there. This is harder work on the front end, but once it grows, it gets easier. We have to think about this when we’re building our brands, because having name recognition isn’t enough. We have to dig our heels in and prove ourselves. Resting on our brand name and not putting that work in will spell disaster in a shifting market where inventory is low because business will flock to those who have already built trust.

Guest Bio-

Bob Sokoler has bought and sold homes for more than 25 years in cities all over the United States. Known locally as a technology expert, Bob combines his love of real estate with technology and prides himself on being on call 24 hours a day. With his son Greg (a great agent and top technology expert), and a team of 20 agents, The Sokoler Medley Team has been number 1 in the Louisville area 7 years in a row. Bob's office, RE/MAX Properties East, is the highest producing office in Kentucky and among the top 10 offices in the United States. Go to https://www.weselllouisville.com/ for more information, and check out the team’s Youtube here louisvillehomestv.com.

The Importance & Role of Team Culture w/Allison Simson

Thu, 29 Nov 2018 00:42:03 -0600

Many team leaders fall into the trap of building a business filled with people who match their personalities, but with core values that don’t align. How do we make sure we’re pulling the right people into our world? How do we actually build culture in our team and not just talk about it? What are some of the challenges unique to working in a resort market? On this episode, Allison Simson talks about fostering a supportive team environment, building a team we’re happy with, and staying on top of our team culture.

A strong team culture is the attitudes and values of how people come together, and how they are flowing. -Allison Simson

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

Track the leading measures, not just the lagging measures.
In all relationships, it’s a lot easier to get along and have long-term relationships with people when you share the same core values.
Asking the right questions at the beginning gets people attuned to the meeting, and it sets an intention for the actions needed to improve the systems.

At the beginning of the show, Allison shared how she got started, how she inherited a team and what she learned from it. Next, we talked about how to keep an eye on the leading measures on a consistent basis so the team can actually get better. We also talked about the importance of aligned values and why Allison keeps an eye on the San Francisco market even though she’s in Colorado

We also discussed:

How Allison strengthens personality connection on her team
How Allison gets people attuned to the meeting and setting an intention at the beginning
What it takes to grow in a resort market

There is a massive difference between just talking about team culture and actually rolling up our sleeves and building it. As a result, it’s easy for culture to be on autopilot and to just chug along— and ultimately get ruined. We have to be purposeful and intentional about bringing our people together and implementing measures in our businesses that will strengthen values and personality connections. If we set those intentions, it will create an establishment and team we’re proud of.

Guest Bio-

Allison is the Broker/Owner at Summit Real Estate in Dillon, Colorado. Go to http://www.summitrealestate.com for more information or email Allison@summitrealestate.com

Get Light Years In Front of the Competition with Database Marketing, Micro-Content & Trust - Part Two w/Dobbin Buck

Wed, 14 Nov 2018 23:00:18 -0600

Now that we’ve talked about why databases are becoming more important, and how we make sure the audience doesn’t filter us out, what are the 3 keys to building trust? How do we insert the tags into the conversations we have with prospects? Why should our communication be about them and not about us?

On this episode, we continue the conversation with Dobbin Buck about the importance of building a database and segmenting it with relevant triggers.

If we come from a place of deep servitude to our audience, the energy that emanates from us through all our content is going to come through as some level of authenticity. -Dobbin Buck

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

We have to use triggers that will stimulate the consumer emotionally, because that will get them to engage with us.
In our communication, we have to be thinking of them not what we’re going to get from them.
Authenticity is charisma, and charisma become entertainment.

The consumer is in control of the information they want to consume. They have the keys to the opt-in and they can tune us out if we’re not relevant to them. By sending them relevant, micro-content we’re creating a gravitational pull towards us. But a key piece is making sure we’re making the content about them and that we’re always authentic. For consumers not to block us out, they have to feel that we resonate with them and the essence of how we’re coming across has to be on point.

Guest Bio-

Dobbin Buck is the co-owner and Senior VP of business development of GetUWired. To Dobbin, it's all about the GetUWired mission: to make web marketing a friendly and accessible business development resource for all business owners. GetUWired is a full-service Internet marketing firm housing all the skill sets business owners need to fulfill their online marketing dreams. Connect with Dobbin https://www.linkedin.com/in/dobbin-buck-3454a012/ or go to https://www.getuwired.com/ for more information.

Get Light Years In Front of the Competition with Database Marketing, Micro-Content & Trust - Part One w/Dobbin Buck

Fri, 09 Nov 2018 13:23:32 -0600

Databases are going to become even more important as a result of the current trends going on in real estate. What are some of the shifts that are driving this new development? How do databases offer us a huge advantage to connect with people and build trust with them? Why is trust going to be more important over the next 5-10 years in turning a database into a community? On this episode, co-founder of GetUWired, Dobbin Buck, joins us to talk about why databases are the new community and how to connect with them.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

With so much technology, people now want the freedom to disconnect. As consumers figure out how to disconnect from us, we’re only going to be left with those that trust us.
The conversation consumers want to have is at a very micro-level, specific to their localities and interests.
When we have a database and we’re connected to it, we’re able to build big data that goes deeper than any other data company.

Consumers are interested in micro-content— the kind of content that connects with their specific needs, location and interests. People are going to choose agents who make them feel like they are part of a tribe, and that comes from trust. For us to gain people’s trust, we have connect with them on a deeper level by using intimate data points to communicate. When we gain their trust, we gain their attention. If we’re not building or growing our databases, we could find ourselves locked out of deals.

Guest Bio-

Dobbin Buck is the co-owner and Senior VP of business development of GetUWired. To Dobbin, it's all about the GetUWired mission: to make web marketing a friendly and accessible business development resource for all business owners. GetUWired is a full-service Internet marketing firm housing all the skill sets business owners need to fulfill their online marketing dreams. Connect with Dobbin https://www.linkedin.com/in/dobbin-buck-3454a012/ or go to https://www.getuwired.com/ for more information.

Crossing Over: From Top Producer to Wealth Builder w/Noah Ostroff

Thu, 01 Nov 2018 12:19:56 -0600

After we become top producing agents and team owners, the next step is building wealth and a legacy. What thoughts and activities have to shift in order to take our businesses to this next level? Does our lead generation have to change as we start focusing on wealth-building? What can we do to make our lead generation time more valuable?

On this episode, Noah Ostroff shares how he’s built a business that sells 3,000 homes a year, and how he multiplied the impact of his prospecting.

My definition of wealth is having at least $1 more of passive income than personal expenses. -Noah Ostroff

Takeaways + Tactics

Anything you do with marketing has about 6-9 months before someone else copies it, and it becomes ineffective.
Use a segment of your prospecting time to go after absentee owners, because those are easy presentations you can do over the phone.
As we grow from producer to wealth builder, the lead generating process doesn’t change, but the nature of relationships we hunt for does.

At the start of the show, Noah shared his journey and how he strategically leveled up from one-to-one deals to one-to-many deals. He shared the outbound lead gen strategy he used. Next, we talked about the ways Noah had to shift his thinking and activities to become a wealth builder, as well as how to uncover that kinds of relationships that will have the most impact on your wealth.

We also discussed;

Why we have to constantly tweak our marketing
The power of getting the fundamentals right
The importance of focusing on your strengths

The basis of building wealth is the ability to increase our passive income earning ability, and a key of shifting from agent to entrepreneur is understanding that you have to level up in the deals you’re making. Noah started getting more out of his time and money, by prospecting for multiple deals where he used to prospect for one. He went from working with homeowners to home builders who have up to 10 listings at once, and he’s leveled up continuously since then. He Focused on the people making the most inventory being more efficient with his time, and instead of prospecting for listings, he started prospecting for people, talent and relationships.

Guest Bio-

Noah is the CEO at PhillyLiving. Since its formation, the PhillyLiving Team has both set and broken records time and time again, including “Most Number of Buyer Controlled Sales” “Most Total Units Sold”. and have earned some of the highest awards offered, including “International Presidential Elite Team”(2010), “International Presidential Premier Team” (2011, 2012, 2013). The team most recently earned the Society of Excellence Award, which is given to less than 50 agents in the entire country. Go to http://www.choosetoworkhere.com/ and https://www.linkedin.com/in/phillyliving/ for more information or email noah@phillyliving.com.

ISA's, Lead Routing & Secrets to Lead Conversion w/Andrew Fogliato

Thu, 25 Oct 2018 01:04:03 -0600

Thanks to Facebook advertising, we can go straight to the masses without forking out a lot of money. What are some of the biggest mistakes we make with our ad targeting and response? How do we create a process that leads people from cold lead to a booked appointment using ads and opt-ins? What kind of ads actually generate quality leads?

On this episode, Facebook ad expert, former agent, and founder of Just Sell Homes, Andrew Fogliato shares what is— and isn’t— working in advertising and lead conversion today.

Provide as much value as possible in the ad, and overdeliver on your promise. -Andrew Fogliato

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

If you have an unsubscribe list, upload those names to Facebook and run ads to them.
Having a secondary offer on your "thank you" page can be highly effective, but it needs to be set up correctly.
ISAs make shouldn’t go too fast to the close. Their goal on first contact is to get answers to easy, open-ended, low pressure questions.

At the start of the show, Andrew shared how his agency got started and how he expanded his own real estate experience. Next, we talked about how the changes made to Facebook have affected targeting, and some of the mistakes people make with targeting. Andrew shared some tips and insights, including the power of a secondary offer and the best questions to ask a cold lead.

We also talked about:

Lead routing and why it’s such a big deal
The best offers for getting someone to book a call or appointment instantly
How to market and retarget to your unsubscribe list

The "Holy Grail" for agents is a Facebook ad and a system that effortlessly leads people down the process of going from a cold lead, to a motivated prospect, and a call or appointment. The secret to this is giving a lot of value from the beginning, and actually marketing on the consumer’s biggest pain points. We can boost this by adding secondary offers to our opt-in pages, and being strategic with the highest value assets we have in our listing packages.

Guest Bio-

Andrew is the founder of Just Sell Homes and a speaker and marketing expert. He founded his agency in 2015 with the intention of helping real estate professionals get real results from their online marketing efforts. Go to http://justsellhomes.com/ for more information.

How to Get Off the Commission Hamster Wheel w/Krisstina Wise

Thu, 18 Oct 2018 11:13:40 -0600

Real estate gives us the capacity to make a lot of money, but so many agents find themselves broke. What are the money laws that govern how it flows in our lives? Is the answer to getting off the commission wheel as simple as making more money and getting more deals? What are the building blocks of a healthy money mindset and healthy money practices? On this episode, coach and real estate mogul, Krisstina Wise, goes deep on how to build wealth and shares strategies that will make money a positive tool in our lives.

Money is a mindset. If we have a negative connotation with money, it will have a negative ripple effect. -Krisstina Wise

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

One of the first ways we get off the hamster wheel is getting rid of the payments that are going to banks and learn to become our own bankers.
Two bad money mindsets: 1. Not feeling good enough, which leads to struggling to earn. 2. Earning a lot, but not feeling worthy which leads to self-sabotage.
Treat savings as an expense, because they represent a future expense.

At the start of the show, Krisstina shared her own journey and on how she overcame her financial issues and changed her mindset. She talked about why good health is the first wealth building activity we need to prioritize. We also talked about the two money mindsets and how they lead to difficulties. We also talk about how to become your own banker and limit your consumer debt.

We also discussed:
- Why intermingling your business income with your home income is a big mistake
- Why people are over leveraged in the wrong places and how to fix it
- The different categories of expenses and payments

The truth about money is there are consequences to not following its laws. We don’t win the game by working hard and getting the next commission. We win the game by changing how we see money and how we use it. First, we have to make sure we have positive connotations of money. Then we have to be mindful of where our money actually goes. It’s important to put away money for tax first, and money for our future selves (savings). The true secret to building wealth and getting rich is how we manage money in your household account. Consumer debt and unnecessary payments sink us, while good financial practices build us up.

Guest Bio-

Krisstina Wise is a real estate mogul, Millionaire Coach, and creator of several multi-million dollar businesses including Goodlife Luxury, The Paperless Agent and most recently, WealthyWellthy. She is also an international speaker and the award-winning author of the Amazon Best-Seller Falling for Money, a romance novel for your bank account. Named one of the 100 Most Influential Real Estate Leaders in the country, she has been featured in USA TODAY, as well as by Apple, Contactually and Evernote for her creative leadership with emerging technologies. Go to https://www.goodlife.luxury/ and www.wealthywellthy.life. You can can also connect with her on LinkedIn.

How to Build a Single-Agent Business Where Clients Come to You w/Ricky Carruth

Fri, 12 Oct 2018 10:12:09 -0600

Clients can tell when an agent is all about the deal, and they get completely put off by it. How do we switch from a transactional mindset to a relationship-based mindset? How can we effectively nurture people who aren’t buying or selling right now? How can we build a business that can survive any shift? On this episode, Ricky Carruth shares how he found opportunities in market crashes, developed his value, and built strong relationships.

It doesn’t matter what the market is doing. It’s about people, and if you understand that concept, you’re going to win. -Ricky Carruth

Takeaways + Tactics

The only way to consistently get to 100 deals a year as a single agent is to build a base of relationships.
Every prospect you connect with represents 10-20 deals over your career.
Consistency is king— Ricky has sent a weekly email to his database since 2007.

At the start of the show, Ricky shared how he began in real estate, some of the mistakes he made and the valuable lesson he learned about market shifts. Next, we talked about how Ricky nurtures his database and his system for staying in touch. Ricky also shared how he’s scaling himself through coaching.

We also discussed:

The relationship mindset vs. transactional mindset
How to show clients that you are reliable and professional

Our unique value is the service we give to people, not the product we sell. Instead of focusing on the deal, we should pay more attention to how strong our relationships are. This is achieved through information and communication. Our job is to connect with people, leave a lasting impression, and have systems to stay relevant and in front of them. Ultimately, consistency is the special ingredient. By constantly communicating, you show people that you are reliable, hard-working, knowledgeable, and professional. That will always make you the natural choice over other agents.

Guest Bio-

Ricky Carruth is an agent and real estate coach. He has built an incredible real estate business based on the core values of creating strong relationships and being a servant to others. Now, he wants to give back to the real estate community by helping new and experienced agents who want to take their business to the next level and beyond. Go to https://zerotodiamond.com/ for more information or to get in touch.

How To Be the Authentic Leader Your People Need

Thu, 04 Oct 2018 13:27:50 -0600

As we go from agent to entrepreneur, it’s easy to burn out from all the things we need to do and be. How does this connect to playing the role of a leader? How can you lead at a high level while being who you are vs. who you think you should be? Why is it so exhausting to try and adopt someone else’s leadership style? On this episode, we talk about the importance of being ourselves as leaders to avoid burning out, and to attract the right people into our world.

When you change yourself to appeal to a bigger group, it’s more tiresome than being who you are in a smaller group that fits your personality. -Greg Harrelson

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

Don’t create an identity just because that’s who you think you need to be to impress people.
In order to pull off authenticity, we have to be willing to be vulnerable.
Authentic leaders attract the right people, while inauthentic leaders attract a lot of people. In the end, the people who stay with you are the ones who accept you and thrive around having a leader like you.

Some leaders put on some sort of act based on what they think is necessary in order for their people to accept them. The issue is, wearing that mask and having to constantly put on that act is tiresome. We’ll get burned out and end up with the wrong people in our world. What we need to do is lead with who we are, instead of guessing who we are supposed to be. What’s more impressive than playing a role is being you. Even if you’re flawed, people appreciate authenticity.

How to Monetize Your Social Connections: The New World of Real Estate w/Jared James

Thu, 27 Sep 2018 15:27:42 -0600

Many of us are missing out on opportunities for business because of how our approach to social media. How are agents failing to execute on today’s marketing requirements? How do we win at social media and combine the ease of online communication with the power of face-to-face relationships? With all the focus on the online relationships, why is it still so important for our offline relationships to be on point? On this episode, real estate coach and marketing expert, Jared James, shares why our business relationships shouldn’t just exist online.

The people who are winning today are the ones who aren’t ideological. They aren’t pro- or anti- social media, they are just pro-people. -Jared James

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

The thing that keeps most entrepreneurs from really growing is lack of focus.
Commit to change. Understand that when you're learning to sell through social media, you're not going to be good at it right away.
Visibility trumps ability. People are looking for agents online, so we must be easy to find.

At the start of the show, Jared shared how he got started as an entrepreneur, and how his agency helps real estate professionals. We also talked about what gets in the way of the success of entrepreneurs, and why we have to seek focus.

We also discussed:

What it takes to get ahead in the social media game
Why our face-to-face relationship building has to be really good
The importance of understanding the lifetime value of a client

Our online conversion rates are low because we haven’t grasped the fact that even leads we get on the internet are still human beings who want human interaction. Social media is just where we find people and where the relationship starts. The platforms are just the way we get in front of people, and start the dialogue but what worked before still works. When someone wants to further the relationship with us the person-to-person interaction is still crucial. The average real estate person is marketing in a way that is different to how they act as consumers and that’s why we’re not meeting our full potential.

Guest Bio-

Jared James is a professional speaker, author, coach, marketer and entrepreneur. He is a sought after Keynote Speaker and trainer who has earned a reputation among many people as the "why guy" due to his understanding of why people do what they do and how to get them to change their behavior. Go to https://connectwithjared.com to get in touch or learn more.

The Power of Being a Connector and Maximizing Opportunities w/Justin Helmus

Thu, 20 Sep 2018 14:41:56 -0600

Leaders constantly have to put themselves in a position to spot opportunities. How do we set ourselves up for this? How do we lead by example in a real way? What’s the difference between being pulled to a position and pulling a position to us? On this episode, “30 Under 30” agent and broker owner, Justin Helmus, shares how he balances production and leadership, and talks about the power of being a connector and an example for others.

Connecting people, no matter what, if it’s on the selling side or the managing broker side, is absolutely the foundation. -Justin Helmus

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

Whether you’re selling or on the leadership side, relationships and connecting people are crucial.
People don't do what we SAY, they do what we DO.
Great leaders get pulled to a position. They don't pull a position to them.

At the start of the show, Justin shared on transitioning from an indie agent to working within the franchise system. We also talked about the value and power of being an example to our people, as well as Justin’s plans for the future.

We also discussed:

The importance of connecting people and building relationships
How passion pulls you to the right position
Why growth happens outside of your comfort zone

When we build out an organization with a razor sharp focus, remain clear on what is expected, and our people validate it by following what we do, it makes everything else so much easier. Ultimately, who we are as a leader translates to who the agents are and what they can do.

Guest Bio-

Justin is the Broker/owner at Berkshire Hathaway Home Services Florida Properties Group. Go to clearwaterrealestatesales.com for more information.

Responsibilities of a Leader: What's Your Competitive Edge?

Thu, 13 Sep 2018 09:00:00 -0600

Leadership is clearly valuable, but there’s a lot of confusion as to what that value actually is. What is that ultimate thing we can deliver to our agents that will make them produce at a high level and stick with us in the long run? What are the some of the value-adds that people will be looking for as we step into a leadership role? Do people’s expectations of us change over time? On this episode, we talk about how we can add value as leaders and find the balance that meets the needs of our team and our bottom line.

They stay because they want to be part of a tribe and something bigger than all the systems. -Greg Harrelson

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

People come for the systems and leads, but they stay for the leadership and value we provide to improve and transform their lives.
The higher the commission split, the lower the services offered to the agent.
Accountability isn’t something people will say they want up front, but they do expect it from us.

Technology may be making it easier to build a team but, ultimately what will attract and retain good talent is leadership. It’s as valuable now as it was years before. Leaders truly impact their people when they become a part of their transformation and by being an example of someone living the life they want.

6 Ways to Intentionally and Strategically Upgrade Your Relationships To Eliminate Failure & Generate Success w/Kurt Francis

Thu, 06 Sep 2018 01:02:11 -0600

As we go from agent to entrepreneur one of the things we tend to overlook is the importance of the people we surround ourselves with. How do we go about zeroing in on and building relationships with people we admire and look up to? What process can we follow to get into the orbits of these people? Why is it so critical to take the step of cutting off relationships that don’t serve us anymore? On this episode, Kurt Francis shares on the value of our relationships and building the right ones.

You have to be willing to a price to identify and establish relationships with the right people. -Kurt Francis

Takeaways + Tactics

When you model yourself on someone you admire, draw the line at losing your own uniqueness.
Our successes and failures have a lot to do with who we spend our time with.
Limit associations with certain people because if you say yes to hanging out with them you’re saying no to the people you really need to build a relationship with.

At the start of the show Kurt shared on his work and the value of charging more for coaching. Next we talked about the process you take to start developing relationships with people you admire. We also talked about the necessity of limiting or even cutting off relationships with people who aren’t serving us.

We also discussed;

The value of finding a hero who has the life you want, not just the business
Why building valuable relationships isn’t free

95% of our failures and successes in life are due to the relationships we have. When we actually seek out the right people and get into their space, the benefits of that relationship are endless and far-reaching in our lives. In order to successfully get into relationship with these people we must first decide who we want to become, and then identify 3 people who have those attributes. After that, it’s necessary to get into contact with them and most importantly, we need to remove the relationships that aren’t serving us anymore in order to attract more of what we do want.

Guest Bio-

Kurt Francis is the Chief Invigorator of KF Invigoration and co-founder of My Epoch Challenge, Professional Speaker, Consultant, Business and Life Coach and Certified Trainer for the One Thing. Go to https://www.kfinvigoration.com/ for more details. If you’re an agent or broker, go text MER to 31996, or if you’re interested in personal development coaching, text 99 to 31996.

Old School vs. New School Strategies w/Jeff Quintin

Thu, 30 Aug 2018 04:00:00 -0600

Real estate has shifted tremendously over the last two decades, resulting in the idea that certain strategies are “old school” and others are new. What are some of the key distinguishing characteristics of each group? What can both old school and new school agents learn from each other? What old school strategies do we still need to utilize today? On this episode, Jeff Quintin shares what he learned in real estate years ago that younger agents can benefit from today.

The old school way of knowing what to say, how to say it, and getting in conversation with someone is not going away. -Jeff Quintin

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

The old school used to teach their agents. New school is just feeding them.
We’re capturing people earlier in the process but that doesn’t necessarily mean the volume of real leads is higher.
If new agents can learn the scripts while developing the work ethic to understand the market, they will succeed.

At the start of the show, Jeff shared on how he got started and we talked about what the average day as a real estate agent looked like in the 1990s. We also talked about some of the key differences between old school and new school, including structure and lead generation. We also discussed why not having a work ethic is a cause for concern as we prepare for a market shift.

We also discussed:

Why there really aren’t more leads on the market than before
The importance of being a market expert
What a new agent needs to be able to do to get to 30 homes per year

Old school real estate is more about human interaction, while new school is more about technology. There is a way to marry both and come out as a winner in the industry. The old school work ethic is as necessary now as it was then, in addition to learning the scripts and knowing the market and inventory very well. If we know what to say, put the time into prospecting each day, and become familiar with the marketplace, we’ll be well-equipped to succeed.

Guest Bio-
Jeff is a Realtor and the team leader of The Quintin Group. Go to https://thequintingroup.com/ for more info, or email Jeff@TheQuintinGroup.com.

Next Level Leadership: Allowing Yourself to Be Leveraged

Fri, 24 Aug 2018 14:37:43 -0600

The conventional view of leverage is that we delegate the things we don’t want to do. However, this is a flaw that sets us up for disaster. How can we carry out leverage in a way that creates value in our organization for years to come? As we move up the entrepreneurial ladder what needs to shift about the way we look at leverage? On this episode, we go deep on a new way of looking at leverage and how it actually brings more value to us and the people we work with.

There’s something way more important than leveraging others, and that’s having others leverage you. -Greg Harrelson

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

We could leverage one person to do the things we don’t want to do, or we can be somebody that’s highly skilled and allow others to leverage us.
We shouldn’t swing the pendulum so far that we’re delegating too many things. At a certain point, we stop being valuable leaders.
If we focus on leveraging others, we care about ROI. If we’re focused on people leveraging us, we’re focused on ROT (return on time).
Allow people to observe what we are really good at. In turn, they will go higher in their own production, which gives you more profitability for longer.

If we think about trends like building teams, expansion, and scaling, leverage is very significant to these things. Yet, the way we leverage is very important. It’s supposed to be about multiplying our effect and impact, not just getting things off our plates. There are things we are really, really good at. We need to let people leverage those things from us. Let them shadow you, learn from you and leverage the skills, talents and mindsets you give them. That way you will create a chain of value and profitability that goes many levels deep in your business.

Amanda Todd on Expansion Strategies & Tactics, Consistency & Value

Thu, 16 Aug 2018 00:02:50 -0600

Scaling and expanding into new markets has its own unique set of challenges, but it also has many opportunities. What needs to be set up in your business in order to be expansion-ready? What values must a team leader must have to pull this off successfully? How do you go about generating leads in a market you aren’t actually in? What has to consistent across all iterations of the organization? On this episode, Amanda Todd shares on expanding into 4 markets successfully, while still being present at the hub office.

Make sure when you’re scaling that you have technology in place so that you can have local resources as well. -Amanda Todd

Takeaways + Tactics

When it comes to expansion, we shouldn't wait until our home operation is 100% perfect, because it will never be.
Who we hire is what makes all the difference in the world. We have to bring people in who are self-motivating and don’t need a lot of hand holding.
Referrals may be a good, low cost way to do business but that’s not scalable 4 states away.
In term of scalability, we should have a good CRM in place that can handle multiple locations.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

At the start of the show, Amanda shares how she got started and the structure of her central team. Next, she talked about the observations she’s made, the failures her team has had and what she learned from them. We also talked about the importance of understanding our value as a team leader, and the things Amanda keeps consistent across all her offices.

We also discussed:

The importance of having a local phone number
Why we need to diversify your lead sources
The importance of streamlining our process

There will always be people buying and selling houses. If we have a really solid system and the right people in place, we can do well in any market. However, we do need the right mindset and technology. We have to be willing to commit to 6 months of resources towards our expansion office, and use a CRM that can work across the different cities we’ll be in.

Guest Bio-

Amanda Todd began her real estate career after being a stay-at-home mom a majority of her adult life. In May 2015, Amanda closed her first transactions and was blessed with fast success in real estate. With a love for the fast paced environment of real estate sales and unmatched determination to provide for her family as a single mother, she completed 100+ transactions in just over two years and landed on a national stage, dubbed the "Million Dollar Mom." In order to support her desired growth, Amanda joined Keller Williams Realty in March of 2016 and created the Amanda Todd Group, focused on creating success in a team environment. Now with 17 Buyer's agents and a staff of 3, the Amanda Todd Group is the number 2 producing group for closed units in Northern California and Hawaii Region. Go to http://amandatoddgroup.com/or contact Amanda on 916-303-6375 or email Amanda@AmandaToddGroup.com.

The Journey From 400+ Deals to 1,000 and Beyond w/Kyle Whissel

Thu, 09 Aug 2018 11:30:00 -0600

A company’s success is about more than the models; it’s all about the leadership. What do you need to do as a leader to make success inevitable? What are some of the systems and levers that are important in the growing your business to 1,000+ deals? What are some of the key values that need to be in place? On this episode, we talk with the leader of San Diego’s #1 real estate team, Kyle Whissel, about breaking through the 400 deal point and beyond.

If you have a solid staff, you’ve really built a business-- not just an agency. -Kyle Whissel

Takeaways + Tactics

When you have a solid staff, you can always plug people in and out. It’s not the end of the world if one person leaves, because the systems are always in place.
It’s not just about culture. You also have to be clear on the value that you’re bringing, what you stand for, who the company is, and who the team is.
Doing follow-up calls on Sunday instead of Monday will really set you apart and put you miles ahead of the competition.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

At the start of the show, we talked about the importance of knowing your culture first so that you can hire from there. Next, we talked about why leaders have to invest in improving their leadership skills. Kyle also shared his open house strategy and how they developed it. Towards the end we talked about something a lot of agents don’t want to hear about expired leads.

We also discussed:

The importance of internal culture
Why building a business is better than just having an agency
How to succeed with expired leads

The people that are quickly breaking through at the highest level are the ones that are taking every system and developing it at the deepest level possible. An agent might decide that a system isn’t really for them, but for an entrepreneur it’s not a matter of what you want to do. It’s a matter of finding an opportunity to jump in and capitalize.

Guest Bio-

Kyle is the broker and owner of Whissel Realty which now has three locations throughout San Diego County. They’ve been recognized as the #1 real estate team in the county by The Wall Street Journal and the #5 team in the state by Trulia and Zillow. Go to https://www.whisselrealty.com/ for more information.

Check out Kyle’s Facebook group filled with high value tips, strategies and tactics from other agents, go to http://thewhisselway.co m.

Be Right or Be Rich

Thu, 26 Jul 2018 00:33:33 -0600

Agents strive to get to the next level yet nothing holds them back like telling themselves they aren’t capable of certain things. How does this influence the kind of action we take? What impact does it have on our success? How do you move past this? On this episode, we talk about how to get out of your own way and stop proving yourself right.

You have to give up the labels that you’ve placed upon yourself. Get out of your box, and just make the attempts to do things you know will get you to the other side. -Greg Harrelson

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

When you label yourself, everything you do will be colored by you trying to prove that belief right.
If you tell yourself you can’t do something, you’ll never work to gain the skills in order to be good at it.
If a label sinks in early enough or we repeat it often enough, it becomes part of your identity.

Whatever we believe is what we’ll subconsciously and consciously work to to prove right. Your belief in the label you place on yourself determines whether you’re going to be successful in that particular area or not. This doesn’t just affect our actions. It has a huge effect on our identities too, and that can be a huge issue. Ultimately, the healthiest thing we can do is believe that we are capable. Then we’ll work to prove it right.

How to Keep the Humanity in Sales & Find the Right CRM w/Wes Schaeffer

Thu, 19 Jul 2018 12:35:50 -0600

When it comes to picking a CRM, a lot of people choose a tool before they are even clear on what they want to accomplish. How can you determine what works best for you? How do you start to consolidate everything into one system? What mistakes are often made in this process? On this episode Wes Schaeffer, The Sales Whisperer, shares on how to improve our ability to have the conversations that increase sales.

Great marketing makes sales easy, but great selling makes great marketing possible. -Wes Schaeffer

Takeaways + Tactics

In sales, our skill set is understanding human beings-- having empathy and the knowledge to go deep with them.
At the bottom of the funnel, you’ll still need to reach people on the phone, get them in person, and then close the deal. No amount of AI and chatbots will substitute that.
Before "plugging in" for the day, sit down with pen & paper and write down what you want to do. This will help you figure out the right CRM for you.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

At the start of the show, we talked about the importance of understanding your prospects and getting inside their head. We discussed the first step you need to take when you want to find the right CRM. We also discussed how to map out the sales process and where a tech tool would help.

We also discussed:

The importance of controlling the pace of the conversation
How sales and marketing fit in together

A lot of us approach CRMs the wrong way. We take any tool and try to make it fit our needs when we should figure out our needs first and then find the ideal tool. Detach from the tech, and start visualizing, and understand your process so that you know what you actually need. That way you will find something that actually works for you, not something that will just languish. Remember: you’re not going to magically sell more homes just because you have an amazing CRM.

Guest Bio-
Wes “The Sales Whisperer” Schaeffer is an author, speaker, inbound sales strategist, HubSpot CRM and Infusionsoft expert. As an entrepreneur and certified partner on HubSpot, Ontraport, and Infusionsoft, his team and helps people choose, buy, implement and optimize the correct tool for their business to grow their sales. Go to https://www.thesaleswhisperer.com/ for more information.

Making Connections, Not Just Contacts

Thu, 12 Jul 2018 12:13:20 -0600

With all the technology at our disposal, we have never been more disconnected as a society. This is having a real impact on our business as real estate agents. Why are meaningful connections more important than the volume of contacts? What are some ways to deepen the connection with a contact? How can you track your connections and come up with a good metric to measure them? On this episode, we talk about the importance of forming a meaningful connection with people, and how it benefits your business.

To get business, we have to make true and authentic connections with people. -Greg Harrelson

Takeaways + Tactics

Clients are calling back the people they have the strongest connection with.
The length of time between when you capture a lead and do business with them is a lot longer now, and a real connection will get you through that process.
Don’t focus on the length of conversations-- focus on asking questions.
Scripts can be very helpful, as they are filled with questions that lead towards genuine connections.

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

Beyond Contact: How to Leverage Video Content, Grow a Team & Strengthen Relationships in Your Sphere w/Pat Wattam

Fri, 06 Jul 2018 11:09:36 -0600

The strength of your relationships with your centers of influence can be the difference between being a top producer or a struggling one. How can you use your sphere for more than just getting business? How does video content deepen your connection with them? How can you maintain a team that feels like family while still having strong leadership in place? On this episode, Pat Wattam shares her winning strategies for leveraging your sphere of influence and leading your team.

People don’t want a slick production. They want to see you in your environment. -Pat Wattam

Takeaways + Tactics

Centers of influence can be tapped into for many benefits in your business.
Focus on making connections-- not just making contacts. Video content makes the strongest connections.
Posting on your business Facebook page is standard, but you can also draw people into your content through your personal page.
When plans don’t get executed, it’s always the responsibility of the leader.

At the start of the show, Pat talked about how she got into real estate and how she has built up her database. Next, we talked about the power and importance of spheres of influence in your business, and why people don’t actually want slick hyper-produced videos. We also talked about why making contacts isn’t enough anymore.

We also discussed:

How to be organized about video content
Why video content is so crucial right now
Why the leader always takes responsibility

With the amount of noise that’s out there in our market, focusing on making contacts alone just doesn’t cut it anymore. You need to make connections. Video content is a great way to do this. The platforms where we post this content become a type of search engine where people can learn more about you. If you’re lacking there, it’s going to be hard to get people interested in woking with you.

Generating Organic Online Leads by Reaching Top Spots on Yelp and Zillow w/Kimberly Sethavanish & James Colucci

Fri, 29 Jun 2018 12:49:12 -0600

For a lot of agents, getting reviews and referrals is a challenge because they don’t know how to go about it. What are the things you need to do to ensure that people willingly and happily give you a review? What is a “mini-flip” and why is it a powerful way to generate leads? Is there an expiration date for asking someone for a review or a referral? On this episode, husband-and-wife duo Kimberly Sethavanish and James Colucci talk about their success with reviews and mini-flips.

If you make the process that much easier or enjoyable for them, they’ll write a review. -Kimberly Sethavanish

Resources-

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

Takeaways + Tactics

Simple fixes like light fixtures, paint, and opening up the layout can transform the whole house and raise its value.
It's okay to ask for a review 6-12 months after the transaction. People get busy, and giving them time also allows them to forget the annoyances that might have come up in the process. They are more likely to remember you helping them into their dream home.
Nothing makes someone want to give you a raving view like you going through the trenches with them.
Plant the seeds of the review beforehand, so when you ask them it’s not a new thing.

At the start of the show, Kimberly and James talked about the advantages of being a husband and wife team, and they explained their mini-flip strategy. They shared the kind of mini-improvements that can have an impact on the selling price of a home. Towards the end, they discussed their plans to get into flipping.

We also discussed:

How Kimberly and James have become authorities in the home improvement space
Whether it’s okay to ask for a review months after the transaction
Home staging

The mini-flip conversation is a way to connect and communicate with homeowners in a way that’s valuable to them in the 6-7 years when they’re not listing their home. When they are in the place of buying or selling, you become their natural choice after forging that connection. When you want to become number 1 or 2 on Yelp! or Zillow, your clients have to feel like it’s more than just business. Build a deeper connection by being in the trenches with them.

Guest Bio-
Kimberly and James are the founders of TEAM MODERN AGENT. Go to http://www.ksellsjbuys.com/ for more info. Email modernagentkj@gmail.com or call 707.787.7793.

Breaking Through the 50-Deal Ceiling w/Michael Higdon

Fri, 15 Jun 2018 13:00:00 -0600

Sometimes you reach a ceiling in your growth and struggle to understand why. How do you identify what’s holding you back so that you can address it and get to the next level? Why is it so important to maximize on the systems that are already in place? How do you figure out if your ceiling is being caused by a system or mindset? On this episode we have a conversation with Michael Higdon about overcoming your limitations.

It’s a lot easier to create within a system that you’re already using than to invent a new system. -Greg Harrelson

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.`

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

Takeaways + Tactics

Most agents think too small when it comes to centers of influence, which limits the size of their database and their business.
The best expireds are the ones from 2013, 2014, 2015-- but no-one is going after them.
The goal is to convert a stranger into an acquaintance, and then turn that acquaintance into an advocate. Those advocates become your centers of influence.
The person who fails the most is going to achieve the most.

At the start of the show, Michael shared about his business, where he is now, and where he wants to go next. We then talked about how agents limit themselves when it comes to their sphere of influence and how to increase engagement. We also talked about how to build authority in your area to expand your sphere of influence.

We also discussed:

Why 5-year-old expired leads are golden
Why failure isn’t as bad as we think
How to develop your creative thinking

When we hit a ceiling in our results, our first reaction is to try and add something new. Instead, we should make sure we’re getting every little ounce of opportunity out the things that are already working in our favor. Dive into each pillar of your business and optimize it. Remember, success in real estate is not about the people you know-- it’s people that know you. In order to build that group, you need to be an authority in your market.

Guest Bio-

Michael is a Realtor at KW. To get in touch email michael@michaelhigdon.com or call 502.345.7698.

How to Keep People in Your Dashboard & Serve Them in the Exploratory Phase w/Beverly Ruffner

Thu, 31 May 2018 23:46:43 -0600

There are more people in the exploratory phase of buying real estate than ever before. Why is this frustrating and confusing for some agents? How do we shift our service so we can actually serve the needs of these people? How do we breathe life back into the segment of our database that has gone dormant? On this episode, Beverly Ruffner talks about the importance of information gathering on overload, and nurturing leads by giving people a reason to stay in your dashboard.

The only reason people don’t make a move is the opportunity is not meeting their expectation. If you can create the opportunity that meets their expectations you will have a sale.

-Beverly Ruffner

Takeaways + Tactics

Your CRM has to be able to filter and tag efficiently for you to be able to determine where people are in the process and what kind of service they need.
The game right now is not about getting them into a property, it’s about asking what their needs are.
A lot of agents don’t want to run across leads that aren’t ready to buy now because that means effort, work, and systems.

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

At the start of the show, we talked about how technology has changed the buying process, and why you’re always competing against the next dashboard. Next, we talked about the importance of knowing where the prospect is in the process of buying. We also discussed where the reluctance to ask questions in the discovery phase comes from, and strategies for winning people over.

We also discussed:

Why we need to get people when they are in the discovery phase
Why our dashboards need to make sense to the consumer
How to win the game with consistency

So much has changed through the years because of technology. The way leads are being generated is different. More and more people are introduced to the agent earlier in the space between “deciding to look” and “closing”. If we’re not adapting and understanding the types of conversations we need to have with these people, we’ll never convert them. It’s about doing what’s convenient for them, because that’s where the relationship comes in. It’s how we win at both the convenience game and the loyalty game.

Guest Bio-

Beverly Ruffner is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.facebook.com/balancebc for more information.

How to Turn Your Passion Into a Lead Generation Strategy for Your Business w/ Madeline Dobbs

Thu, 24 May 2018 12:22:22 -0600

Real estate agents can find themselves struggling to find a lead generation strategy that matches their personality and interests. How can you go about finding an audience for your interest? Why is educational content such a great way to solve problems, establish yourself as an authority and build rapport? On this episode, author, coach and agent Madeline Dobbs shares a unique, clever and authentic method for getting business.

The strategy is a much more authentic, and genuine relationship when you work together. -Madeline Dobbs

Takeaways + Tactics

Start with your prospect’s needs and pains, and work backwards from there.
Answer the questions they have, not the ones you wish they had.
Teaching a course in a neutral location outside of your office makes the audience a lot more comfortable.

At the start of the show, Madeline talked about how she developed her course, and how focusing on the learning niche has served her business well. We discussed how this strategy actually brings in other waves of clients who don’t even watch her content. We then covered the importance of actually solving a pain for people.

We also discussed:

How Madeline got authority and credibility from the university system
Agent-to-agent referrals
How to find your audience

In real estate, there truly are many great ways to generate opportunities and business. In the example of teaching a course, having ten 1-hour sessions with your prospective clients allows you to build a relationship and lets them consume your content. By “leading with the give”, the law of reciprocity kicks in, and you become an authority in their eyes. Business comes after that. When you combine authenticity with strategy or models, you’ll start to see amazing results.

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

Guest Bio-

Madeline Dobbs is the founder of More Brandywine Valley Homes Team at Century 21 Emerald. She has a background in entrepreneurship and public speaking, and has leveraged those skills into a successful real estate business. Madeline is the author of How to Sell a House in 30 Days, and has developed courses for the public with the purpose of " demystifying the selling process". You can find more info at morebrandywinevalleyhomes.com

How Tech Companies Can Impact the Future of the Buyer Agent

Thu, 17 May 2018 05:00:00 -0600

Technology is causing so many great changes that it can be hard to keep up with it all. What can you do to avoid being negatively affected by shifts in the industry? Is there a threat of our commissions being decreased? What changes might technology bring to buyer’s agents, and how do we adapt to an industry moving so quickly? On this episode, we talk about how agents can prepare themselves for what’s to come.

The experience we provide needs to not only be a “wow” experience, but a relevant “wow” experience. -Greg Harrelson

Takeaways + Tactics

Real estate agents have to learn how to survive when there’s pressure on commissions.
Right now, it’s better to have a smaller database with high engagement and high connectivity than a large database.
Our primary value to the market isn’t negotiation-- it’s marketing and attracting the right types of buyers.

In the future, real estate agents might make less money, but this does not mean that the consumer is paying less. It means that the piece of the commission pie might get smaller because it’s being distributed amongst additional players. We’re progressing to a point where tech companies will have a bigger stake in real estate. There will constantly be new things coming in from technology companies that will make it easier for consumers, agents and tech companies to justify getting a small piece of the transaction. Agents will have to learn how to thrive when there’s pressure on commissions.

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

Increasing Your Market Share in a Hot Market

Thu, 10 May 2018 11:13:15 -0600

In a hot market, skilled agents find themselves competing with less skilled agents for clients who may not be able to see the difference right away. How do you prove yourself when the consumer isn’t really looking for skill? Why is a down market actually a lot easier to grow in? How do you go about growing your market share when so many people want a piece of the pie? On this episode, we talk about what it takes to grow your business when the market is up.

Focus on the systems you have in place and make small tweaks. Then let the compound effect be the reason why you gain market share. -Greg Harrelson

Takeaways + Tactics

In a down market the consumer is hiring for skills; But in a hot market they’re just hiring warm bodies.
There are still plenty of transactions in a down market-- there are just fewer agents going after them.
Don’t reinvent the wheel or focus on shiny objects. Double down on what’s working already.

In a hot market, you get more people with low skill sets flocking to the real estate industry because they think they can make some quick money. In a down market these people leave the business and the skilled agents are in much higher demand. In a hot market, we have more money to buy more shiny objects and open up more circles that we never complete. Those things become distractions that stunt growth. In a down market there are less distractions, and the agents with skill and experience rise to the top, especially when they focus on what works.

Building a Recession-Proof Real Estate Team w/Jeff Cohn

Thu, 19 Apr 2018 03:00:00 -0600

The question of a market correction or shift isn’t an “if”, but rather “when”. What is the sequence of events that follows a market shift? How can leaders prepare their followers mentally, financially and behaviorally for the change? How do you make sure you don’t just survive a correction, but actually thrive through it? On this episode, we do a crossover with Jeff Cohn from the Team Building podcast to discuss getting your business ready for a market correction.

You must have a road map. If you’re tracking your numbers and have good analytics, you’ll have that road map. -Jeff Cohn

Takeaways + Tactics

You need to be prepared for the next shift three years prior to it happening.
When the number of transactions go down in your market, the number of contacts you make must go up.
When you see a professional in an industry start to offload their listing inventory, it’s a good indicator that there’s something coming around the corner.
Spend 80% of your time on lead sources that brought in the most business, and put 20% of your time into 2 or 3 other areas.

At the start of the show, we talked about how to prepare yourself and your team for a correction. Next, we talked about how you can go about making the proper adjustments right now, and why it’s so necessary to increase your contacts. We also discussed who a true leader should care about serving, and leveraging your team around the most important activities.

We also discussed:

The necessity of training
Patterns of a successful business
How to level up and find the best use of your time

When the market shifts, there’s going to be a period of denial and depression, followed by confusion and desperation. If you make the proper adjustments now, you can be prepared well in advance. When the ratios start to slip, you need to immediately start increasing your contacts and maintain a vehicle to generate buyer business. You want your agents focused on doing the highest-producing activity. This will likely be outbound prospecting via phone, meeting with clients to show presentations, and signing exclusive agreements. Leverage your team so that this is the priority.

From Zillow to Century 21 CEO: Nick Bailey Discusses Big Data, the Future Role of an Agent and How Amazon Could Get in the Game

Thu, 12 Apr 2018 03:00:00 -0600

Real estate agents tend to have an identity crisis from handling so many different facets of the business. Who are we supposed to be? And who does the consumer want us to be? How are we going to use data and predictive analytics to improve their experience of buying or selling? On this episode, Century 21 CEO, Nick Bailey talks about how agents should prepare themselves right now for the changes tech is bringing to the industry.

We have an opportunity to leverage technology to make the process a better experience for buyers and sellers. -Nick Bailey

Takeaways + Tactics

From the initial decision to buy or sell, the average transaction has 181 steps to close.
Prospecting is 100% a contact sport. Go where the consumers are and engage with them.
FSBOs are the lowest they’ve ever been, and they are lowest in the millennial demographic. Consumers value the relevant service that agents are bringing.
We're going to see better usage of predictive analytics vs. trying to market to everyone the same way

At the start of the show, Nick gave a brief background of his career and we started talking about how technology and the internet are creating more confusion for agents, and how we can cut through this confusion. Next, we talked about how technology can be used to make the transaction process less daunting for consumers, and the importance of putting our focus on the consumer.

We also discussed:

The use of data and predictive analytics to anticipate the needs of the market
How to prepare for the changes that are coming
What’s causing the decline in FSBOs

Consumers are living in a world where technology has given them easier access to data and information, and this applies to real estate too. The conversation in our industry should be more about the consumer and less about what we want in the industry. Listening to the consumer is what will improve the way we use tech, communication, tools and services to help them. The future is going to be less about waiting to get a lead from Zillow and more about engaging and using predictive analytics to get into a relationship with the consumer even before they seek another source.

Guest Bio

Nick Bailey is President & CEO of CENTURY 21. Find him on LinkedIn: https://www.linkedin.com/in/nick-bailey-7286bb10/.

How Tristan Ahumada Built a Hugely Successful Community Based on Giving Value

Thu, 05 Apr 2018 03:00:00 -0600

Many agents start community Facebook pages that fail to gain traction and engagement. How can you build engagement and interaction on your community page? How do you go about trying new tools without losing your message? What lessons can real estate agents learn from one of the most successful real estate communities on Facebook? On this episode, we are joined by LabCoat Agents founder, Tristan Ahumada who shares on the techniques, mindsets and practices that have been instrumental in the success of LabCoat Agents.

We started a community based around a centralized idea of sharing systems, tools, and tech to help people get to the next level. -Tristan Ahumada

Takeaways + Tactics

Content, consistency, and community are the key to success.
Once you start giving content and value, it’s a matter of doing it everyday.
If you don’t have an audience, you might as well just talk to yourself in the mirror.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

At the start of the show, we talked about how LabCoat Agents got started and what contributed to their organic growth and success. Next, Tristan shared on the techniques that will boost your engagement and how to take advantage of new tools without losing your message and your point of view.

We also discussed:

The importance of an audience
The monetization piece
The importance of leading with quality content and consistency

When your main goal is to provide as much value as possible to your consumers, people will be attracted to your community. It’s all about starting with the end in mind by finding those people in the community you can trust to bring in and help you grow. If people don’t start sharing, you won’t get anywhere. It’s also important to have a solid name and idea of what you want it to be. No matter what, be committed to consistently giving to your audience every single day.

Guest Bio

Tristan is the Team Leader at Tristan and Associates KW Realty and Creator and Co-Founder of LabCoat Agents. Go to https://www.labcoatagents.com/ or find the group of Facebook https://www.facebook.com/groups/labcoatagents.

How to Run the ISA Model Effectively w/Aaron Rian

Thu, 08 Mar 2018 11:06:35 -0600

The general industry looks at the ISA as someone who is only responsible for response time, but our guest has put a whole new twist on it. How can you elevate the ISA role so it can benefit your business even more? How can you run each department of your business like its own business? On this episode, we are joined by Aaron Rian who shares how he built a prospecting machine and a powerful internal sales team.

Just because you’re good at selling real estate doesn’t mean you can run your business or that you’ll be good at everything. - Aaron Rian

Takeaways + Tactics

You can use ISA's to do more than just scrub leads or increase response time.
ISA's can actually generate and set 98% of the appointments your virtual agents take.
To branch out into certain areas like running ISA teams or building side businesses, you need to build your entrepreneurial skill set, not just your sales skill set.

At the start of the show, Aaron shared his team’s structure and distribution of virtual agents and in-office agents. Next, we talked about how his team uses the ISAs as the front end of their prospecting process, how to run each department like a separate business and why it’s hard to out-recruit a team like Aaron’s.

We also discussed:

Why being good at real estate doesn’t translate to entrepreneurial prowess
Aaron’s team’s use of Transaction Coordinators
How Aaron built a digital media agency

By putting more training into your ISAs, you can get them to speak intelligently enough to the lead to get them interested in the company and interested enough in the agent that they want the appointment. Instead of seeing them as people who are in charge of your response time, think of them as the front end of your whole business. When you start to run each of your departments like they are standalone businesses, the performance, ROI and conversion rates will go through the roof.

Guest Bio
Aaron is the Operating Principal at the Rian Group, Best Selling Author and Talk Radio Show Host. His clientele consist mostly of athletes, corporate executives and high net worth individuals from around the world. Go to http://theriangroup.com/ for more information or call 503-343-1666 with any referrals.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

When You’re Tired of the Grind: How to Create Come-List-Me Content w/Frank Klesitz

Thu, 01 Mar 2018 04:00:00 -0600

Most agents think the only asset their business needs is their skill. How does this set you up for a business that requires you to always be on the hunt? How can you use content to position yourself as an expert and attract business this way? Why is it dangerous to go into real estate only looking out for yourself? On this episode, we are joined by Frank Klesitz who shares his insights on the smart way to get out of the grind.

The asset is not how many people you know-- it’s how many people know you. - Frank Klesitz

Takeaways + Tactics

You can scale a message, but you can’t scale a relationship.
Attention is an expensive thing to earn.
Your content doesn’t have to be ground breaking-- it just has to come from you in an authentic way.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

At the start of the show, we discussed how the word “grind” is just a perception, and the importance of starting to plan for your future right now. Next, we talked about how to define a real asset in business. Towards the end, we talked about how to go about finding content topics and what it takes to create valuable content.

We also discussed:

How to monetize the “no’s”
How to get people to spend time with you online
The drawbacks of one-to-one prospecting

When you go from agent to entrepreneur, one of the key things you realize is that you have to build an asset that goes beyond your skill. The real asset is how many people know who you are, spend time with you, and trust you. If you want to be successful, start scaling your message in some way, and get good at publishing and making people spend time with you online. Think about being an expert provider of really helpful content that’s so good that people would be willing to pay to receive it. The real asset in business is a thriving audience of people who want to buy what you sell.

Guest Bio
Frank Klesitz is the CEO and co-founder of Vyral Marketing. Go to getvyral.com for more details.

Self-Leadership

Thu, 22 Feb 2018 13:46:14 -0600

We’re all leaders because we lead ourselves. Why do you have to be a good self-leader before you’re qualified to lead others effectively? What makes someone a great leader? On this mini-episode, we talk about how to be a better leader, and the secret so few people know about leadership.

Takeaways + Tactics

You have to be an effective self-leader before you lead others because it gives you credibility.
If you’re having trouble leading others, you have problems with self-leadership.
You must be the example for other people to follow.

A lot of people have a hard time attracting loyal followers because they weren’t followers themselves in the first place. They don’t lead themselves, and that makes it impossible for them to lead others. The truth about leadership is you become better by becoming a great learner, and a great player who follows a great coach. It all starts with you, so ask yourself if you’re a great follower of the things that you say and if you have integrity with the things you tell people do.

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

The Value of Culture w/Rett Harmon

Thu, 08 Feb 2018 04:00:00 -0600

Like it or not, every company has a culture. How do you build a good company culture intentionally? How can you become a community expert in your market? On this episode, we are joined by agent and team co-broker owner, Rett Harmon, who shares on how to be authentic and how he was able to build a company he enjoys.

You need to be same person that you are online as you are offline. - Rett Harmon

Takeaways + Tactics

Company culture is either built by design or by default.
Owning the market starts with owning the minds of your community.
When you’re authentic, you attract people who really fit in with your culture.

At the start of the show, Rett shared his team structure and how every business has a culture either built intentionally or unintentionally. Next, we talked about how his team uses community content to position themselves as experts. Towards the end, Rett talked about the importance of being a consistent brand.

We also discussed:

How to know if your community content is effective
The importance of authenticity
Developing an intake criteria for your recruits

Building and sustaining a culture is all about authenticity, and that starts with how the leaders show up and present themselves. If who you are online is different from who you are offline, that inconsistency will show. You don’t have to be everything for everyone, but you do have to find your own lane and own it. Invest in people who share the same values as you and your team. All these things are necessary as you design your team culture.

Guest Bio
Rett Harmon has been a licensed real estate professional for 15 years in the both Georgia and Alabama. He is both an active agent and co-owner of CENTURY 21 Novus Realty. Go to https://www.c21novus.com/ for more information.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

Anticipating the Obstacle and Creating the Solution

Thu, 01 Feb 2018 11:50:30 -0600

This is the time of the year where we evaluate the market for potential risks, and a huge one right now is the risk for low inventory. Why is it so important to plan ahead for these events? How do you fortify yourself from the eventual reduction in inventory? On this episode, we talk about the importance of being ready for potential market risks.

When I’m already solving a problem that doesn’t yet exist, the problem never appears. -Greg Harrelson

Takeaways + Tactics

There’s a lot of quick, easy money on the buyer’s side right now, so people don’t think they need listings.
If the market continues to rise, sellers are going to slow the pace of houses on the market because they are playing the market for appreciation.
The two most effective ways to generate leads in a low-inventory environment are expireds and FSBOs.

The goal in business is to always start working a plan as if an upcoming obstacle is there now. You have to set up the systems right now to combat the risks when they do appear. Just because there’s a lot of buying happening right now, don’t fall into the trap of not building up your listings. If inventory to sell runs out, you’re in a better position if you’ve been cultivating listings. Right now, you have a good story to tell sellers in prospecting which is that prices are increasing and inventory is low, so their house could be worth more. That’s a winning script.

Getting Out of Survival Mode, Investing Intentionally & Tracking Your Numbers w/Lars Hedenborg

Thu, 18 Jan 2018 12:38:10 -0600

The majority of real estate agents are in survival mode. How can they get out of that mindset and take advantage of the good condition of the market? Should you be spending more money on expanding, or putting money away for the market correction? On this episode, we are joined by agent, coach and founder of Real Estate B School, Lars Hedenborg who talks about taking the entrepreneurial approach to real estate, and being intentional with your money.

Money in the bank is the most lagging indicator you can track in your business. - Lars Hedenborg

Takeaways + Tactics

You only need to track six metrics in your business.
In a down market, your activities may not work as well, so you have to increase your level of activity.
If you're not having 100 meaningful conversations a week, you're not going to be able to scale.

At the start of the show, Lars shared how he got started and what’s going to happen to the real estate market when the market shifts. Next, we talked about the importance of being a good steward with your money, and how to position yourself. We also spoke about the 6 numbers you should be tracking, and why tracking everything will solve the upcoming problems real estate businesses are going to face.

We also discussed:

How to adjust your activities to increase your ratios
Direct response marketing
Why you need to take your ego out of the equation

When the market shifts, the real estate industry is going to shrink. If you play your cards right, and save money right now when the market is great, there will be many opportunities on the other side. A lot of agents throw money at other things instead of taking advantage of this market to put some cash away. Don’t follow that tide. Decide to be a steward of a good market and prepare financially for what’s coming. Get your core systems in place and track your numbers religiously. When you do, you’re going to see your own ratios start to shift, and you’ll notice the market is shifting before everyone else.

Guest Bio-

Lars is a broker/owner, coach and founder of Real Estate B School. For more information, go to realestatebschool.com, for a strategy session go to rebsstragysession.com and to find out about their next event go to rebslive.com.

Developing Talent

Thu, 11 Jan 2018 11:14:44 -0600

Developing talent is an important part of going from agent to entrepreneur. How do you connect with your talent on a level that actually resonates with them and their needs? What are the three things we track to make sure what we’re doing is actually working? How do you check in and stay in contact? On this mini-episode, we talk about developing talent, helping people grow and building top producers from scratch.

Tracking our numbers is going to tell us how we’re doing with our lead generation activities and the conversations we’re having. -Greg Harrelson

Takeaways + Tactics

If you can leverage a person’s strengths, you can get to revenue more easily.
You’ll be able to leverage their strengths faster than you can strengthen their weaknesses.
Every transaction is going to come from a conversation.

Most people’s first instinct when it comes to developing talent is to try and get people emotionally invested and fired up by the possibilities they see for that person. What you should actually do first is connect with them on what’s important to them. Honor them by showing that you actually want to know them. When you get into their world you will understand them better. When you do that, their mindset changes, they gain confidence and they become more coachable. This will get you to more income, faster.

Finding the Shortest Path to the Cash & Putting Your Marketing on Autopilot w/Doren Aldana

Thu, 21 Dec 2017 00:01:00 -0600

Most people spend so much time working “in” their business that they don’t get to work “on” it and fail to grow. What strategic structures should you put in place if you want your business to generate more leads and referrals? How do you stop putting out fires and actually start working towards growth? How can you put your marketing on autopilot? On this episode, we do a crossover with Local Domination podcast host Doren Aldana to answer these questions.

The best referral partner is someone who your ideal client is talking to, working with, or building a relationship with before they talk to you or have need for your services. - Doren Aldana

Takeaways + Tactics

When thinking about referral partners, consider: Who has the highest capacity to send you the most leads most often? Who is working with your ideal clients before they start working with you?
Always carve out time to work on your business, not just in it.
The contacts in your phone are a database already.

At the start of the show, Doren shared on the 3 buckets of business success and the importance of remembering that you’re in the marketing game. Next, we talked about finding referral partners and how to build a database if you don’t have one. Towards the end, we talked about how to focus less on putting out fires and more on creating a long-term vision.

We also discussed:

How to maximize your repeat and referral business
Working “on” your business vs. working “in” your business
How to mine leads from your social circle

If you want to grow with the future in mind, you have to remember that “Return on Time” can be even more important than “Return on Investment”. If you actually want a business that sets you free, spend more time working on it-- not just in it. One of the most powerful things you can do is set up a system that takes people from suspect to prospect, prospect to client, and then from client to evangelist.

Guest Bio-

Doren is an entrepreneur, host of the Local Domination podcast and the founder of Testimonial Engine. Go to http://mytestimonialengine.com/ for more information.

The Fast Track to Success: Outbound Prospecting, Moving Your Business to Another Town & Chasing Transactions w/James Festini

Thu, 14 Dec 2017 11:36:51 -0600

A lot of agents focus too too heavily on how much they are earning, rather than the number of transactions they are doing. Why is this a big mistake? How do you do outbound prospecting in high volumes? How can you undermine your competition to become the top agent in your market in 5 years? On this episode we talk to the Beast Mode prospector himself, James Festini.

There’s only two ways you’re going to make money in this business. You’re either going to go out and get your money or you’re going to spend money to have it come to you. - James Festini

Takeaways + Tactics

The magic formula in real estate depends on how much money you’ve got to spend.
There’s a right and wrong way to work in real estate and it has a lot to do with your scripts.
The end game for most logical real estate agents would be to get enough money to start buying real estate.

At the start of the show, James shared how he got started and how he was able to pack up his business and move to another town. Next, we talked about how to overcome the resistance to prospecting, and why he doesn’t want to be passive about getting leads. Towards the end, he shared why you need to become a human pop-up ad.

We also discussed:

Goals for 2018
The end game for most logical real estate agents
Chasing transactions vs. chasing commissions
How to get on the fast track to success

It is possible to triple your income through strong branding and intense prospecting. Such action is going to cause a massive breakthrough in spite of yourself, because of the sheer volume of contacts. You’re not going to overcome your prospecting fears sitting in your office thinking about them. You actually have to get into action and realize your fears weren’t real in the first place. To really succeed, your goals should be oriented towards number of transactions rather than how much you earn.

Guest Bio-

James is an agent who has been serving Southern California since 1993. To get in touch, email james@JamesFestini.com. To watch his coaching videos go to http://youtube.com/jamesfestini or follow him on Twitter, Instagram and Snapchat.

Resources-

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

Likeable Influence: How to Use Content to Drive Millions in Revenue w/Dave Kerpen

Thu, 07 Dec 2017 00:09:24 -0600

There’s very little content creation in local markets in the real estate field. How does good content marketing set up your authority and generate long-term business? What drawback of sales does content solve instantly? How does good content get lost in bad titles? On this episode, we are joined by best-selling author and content marketing guru, Dave Kerpen, who shares his practical tactics to becoming an authority in your market.

Content is this amazing way to demonstrate who you are, your reputation, your credibility, your knowledge and your expertise to so many more people at once. - Dave Kerpen

Takeaways + Tactics

Sales can only scale so much because you typically talk to one person at a time. With content, you can prospect to hundreds or thousands of people at once.
Your content should do one or more of these things: educate, entertain, and inspire.
Your title needs to be emotion-invoking and action-driving.
Take off your marketing cap, and put on your consumer cap. Ask yourself what would make you take action as a consumer. Then create that content.

At the start of the show, Dave shared why content marketing is the ultimate strategy for touching more than one person with one piece. Next, we talked about the effect content can have on a real estate business, and how you can get the attention of property owners. Dave also gave content ideas for real estate agents who want to establish themselves as local authorities.

We also shared on:

How much time you should commit to content marketing
The importance of a very strong headline that delivers on its promise
The power of LinkedIn

Media used to be magazines, TV networks and newspapers. Now YOU can be the media and put out content that positions you as an expert and authority. Content marketing gives us so many opportunities to stand out, but very few take advantage of this. Use your content to make it easier for you to be likeable and remarkable. It will represent who you are and build a brand that will carry you into other businesses, careers and opportunities. The ultimate ideal is to be the definitive resource for your target market. If you do it right and you don’t give up early, it will become a lead machine for you.

Guest Bio
Dave is the chairman of Likeable Media, a NYT Best Selling Author and a Global Keynote Speaker. Learn more about him on https://www.linkedin.com/today/author/0_3Rybz0r6MIU0pCkbHDrMi8?trk=mp-details-footer-follow.

How to Build a High Retention Profit Machine with Leverage & Recruitment w/Jon Cheplak

Thu, 30 Nov 2017 09:13:08 -0600

We’re in the most over-trained and over-skilled business, but people still aren’t doing what they need to do to succeed in real estate. What’s holding people back from growing in the business? How do you transition from managing people to managing the systems that manage the people? Why does everything start with trusting yourself? On this episode, we are joined by superstar coach, Jon Cheplak who shares on the critical pieces that drive productivity and profit in a real estate business.

People don’t believe what they’re told-- they believe what they experience. Create an experience of what it’s going to be like when they join before they join. -Jon Cheplak

Takeaways + Tactics

The ceiling of a company or team is their capacity.
Trust yourself and pour your energy into your own systems and processes before you do anything else.
It takes 14 contacts on average before an experienced agent makes a move.

At the start of the show, we talked about how leverage creates the freedom to scale up. Next, we talked about the relationship between trust and capacity, and how to get people to trust you in a tense environment. Jon also talked about the importance of going into response mode and not reaction mode when things don’t go right. Towards the end, we discussed why developing leadership is such a tough job, and why you should ask how you’re going to replace yourself in your business.

We also spoke about:

Why you need attach to the process and detach from the outcome
Filters for an incoming agent
Why revenue producing leaders have to be recruiters

Finding people to work for you is easy, but finding the right talent that you can train to become leaders in their own right is hard. When you can find someone who demonstrates commitment and grit, you’ve found an important resource. When you trust yourself and pour yourself into your system, it’s inevitable that other people will trust you and your process too. People who are happy with your leadership work better, won’t leave you and will actually recruit for you. Recruiting is an inside-out job before it’s an outside-in job. How you carry yourself and communicate with others will play a large role in attracting talent to your team.

Guest Bio
Jon Cheplak is recognized for his success in real estate leadership and recruiting. He’s a speaker, coach, trainer & consultant for top real estate companies. Go to www.threesecretstoprofits.com for access to Jon’s resource of building profit, or go to http://www.cheplaklive.com/ for more information.

Ready, Fire, Learn: Leadership, Building Emotional Fitness and Succeeding Through Other People w/Adam Hergenrother

Tue, 21 Nov 2017 13:24:47 -0600

Most entrepreneurs think the best way to learn is to consume as much knowledge as possible, but the greatest learning comes from taking aim and getting into action. Why is “failing forward” such a powerful teacher? Why is it so important to hire an assistant now, instead of later? On this episode, we are joined by Adam Hergenrother who shares the mindsets, actions and behaviors that have been instrumental to his success.

There’s never going to be a perfect time to hire an assistant. -Adam Hergenrother

Takeaways + Tactics

When hiring the right people, it should create a value of both time and money.
There’s no real learning without experience
Confidence is an asset

At the start of the show, we talked about how Adam got started and the amazing story of how he turned his life around. Next, we talked about the importance of being willing to invite failure if you want to move forward. Adam also talked about why there’s never a perfect time to hire an assistant, and the one thing that gets in the way of the growth of entrepreneurs. Towards the end of the show, we discussed how to build up the emotional fitness to handle the problems that will come your way as you grow your business.

We also discussed:

The factors that make hockey stick growth possible
Why confidence is an asset
Why there’s no real learning without experience
The chemistry of a transformation

You are better off taking a shot and learning from failure than you are analyzing and never making a move. Success looks like a whole series of failures, so learn to invite failure. The good stuff’s on the other side! The only way to get hockey stick growth is to invest in the platform of models, systems, accountability and the x-factor: people who execute. To get to the next level, you must be all-in.

Guest Bio
Adam Hergenrother is Founder and CEO of Adam Hergenrother Companies. In less than ten years, Adam has built this rapidly growing company through his commitment to thinking big and never giving up. Fearless and purposeful; unconventional and systematic, Adam sets a seemingly impossible goal then quickly gets to work on closing the gap to achieve it: no limits, no regrets. Go to herggroup.com for more information.

How to Lead at a Higher Level w/Tom Cafarella

Thu, 16 Nov 2017 00:01:00 -0600

A lot of team leaders make the mistake of obsessing over who is consuming their coaching content. What metric should you actually be paying attention to? How do you get people on your team to buy into your coaching? If you want to level up, do you bring on more people or do you go deeper on training the ones you have? On this episode, we are joined by Tom Cafarella to discuss how he can get his brokerage to reach their goal of doubling their conversion ratio.

You have to lead the current people at a higher level, before bringing in more people to lead. -Greg Harrelson

Takeaways + Tactics

The first part of script memorization is muscle memory
When coaching: Be attached to what you’re delivering, not what people are consuming.
Set standards based on an agent’s activity-- not an agent’s production.

At the start of the show, we talked about how Tom built a machine of motivated seller leads, and why the first key to success is taking action. Next, we talked about a process for memorizing a script and how to create validation by investing in a few select people. We also discussed why it’s necessary to have 10 people buy into your coaching.

We also discussed:

Why the coach has to appear first
Why you should change up one thing in your accountability system
How to coach the people you have at a higher level
Tom’s lead sources

When you are trying to level up and increase your conversion ratio, hiring doesn’t solve the problem. You have to lead your existing team members at a higher level first. It can be easy to get caught-up obsessing over whether enough people are consuming your coaching. As the leader, ask yourself what activities are going to make the agent successful and hold them to those activities. If they’re not willing to live up to at least one small standard, you need to talk to them about whether they’re a right fit for the company.

Guest Bio

Tom is the owner/broker of Cameron Real Estate Group. He is an investor, trainer, residential team leader and seller lead gen expert. "Cameron Real Estate Group was founded in 2004, and began working with homeowners facing mortgage related issues in 2007 when the Boston real estate market began its decline. For more information go to http://www.tomcafarella.com/ or Realestateinvestingiseasy.com.

How to Eliminate Resistance to Prospecting & Lead Generation

Thu, 09 Nov 2017 10:45:03 -0600

People are looking for a method of lead generation and prospecting that feels comfortable to them. However, this comfort is dictated by bias---not reality. How do you get inspired to make a breakthrough in your resistance to prospecting? Why do people struggle to say they are salespeople? How do you use contribution to get over the monetary motivation? On this episode, we discuss the real reason people resist prospecting and how to overcome it.

I got over a resistance to prospecting when I changed my perspective. -Greg Harrelson

Takeaways + Tactics

Contribution goals can be more effective than monetary goals.
People don’t want to say they are a great salesperson because they associate sales with something bad.
Change your goal from “how much money you want to make” to how many families you want to help and that will make the job about contribution.

At the start of the show, we talked about why people are always looking for a lead generation method that feels comfortable. Next, we talked about the power of shifting your mindset if you want to get better at lead generation. We also talked about why people don’t want to be associated with being good at sales.

We also discussed:

How to change your goals from money to contribution
How to change your perspectives of prospecting activities

It is impossible to successfully overcome hesitation towards prospecting and lead generation without a mindset shift. For most people, the resistance comes from wanting to be comfortable and not wanting to face the limiting beliefs they have about selling. When you change your goals from “make money” to “make a contribution”, you will overcome the fear of being good at selling. When you change your perception of that activity, your comfort level will greatly increase.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

How Kevin Mills Did 40 Deals in His First Year & 180 Deals His Third Year While Working Sellers

Thu, 26 Oct 2017 10:46:21 -0600

For most people when the market drops, their cash flow also drops. How do you build a business that can allow you to prevail through a downturn? Why is it so important to learn the steps of business the right way? How do you make sure you’re reserving enough time to work on the business and generate leads? On this episode we are joined by Kevin Mills who shares how he’s been able to continuously double his business.

Skill is less desired in a hot market because the market will sell the property anyhow. -Greg Harrelson

Takeaways + Tactics

- 95% of your business is going to come from follow up so put time towards that.

- Prep time is a servicing task, not a generation task.

- As you do more years, typically the percent increase goes down.

At the start of the show we talked about how Kevin got started and what motivated him. Next we talked about why his way of doing business is so duplicatable and predictable. We also talked about the importance of learning the system the right way, and why optimizing is so important. Towards the end of the show, we talked about the importance of constantly increasing leads, and what keeps Kevin motivated.

We also discussed:
- Why skill becomes more crucial in a downturn
- The importance of follow-up
- The difference between servicing tasks and generation tasks
- The process of mastering the dialogue

It is necessary to learn the system of running a successful real estate business the right way. Doing so will give you a nice trajectory and high volumes. Doing business the way Kevin has done it won’t just mean that you’re profitable now, but that you’ll be sustainable for the future, even when a downturn takes place. If your strategy is based on paid leads and your cash flow drops, you’ll have less money to invest in the lead flow which can knock you down if the market shifts.

Guest Bio

Kevin Mills is a North Myrtle Beach Real Estate agent in the CENTURY 21 Greg Harrelson team. Go to http://www.c21theharrelsongroup.com/ for more information.

Distractions, Momentum & Opportunity: How To Clean Up in a Distracted Market

Thu, 12 Oct 2017 10:47:16 -0600

With everything happening in the world right now, the consumer is more distracted than ever. How can this cause a shift in momentum in the market? How do you offset the potential losses? How do you bring attention back to what’s important and have the right conversations with your clients? On this episode, we discuss how to maintain momentum, even when people are focused on everything that’s happening in the world.

When the distraction of the consumer increases, the answer for the agent is to actually decrease distraction and increase their number of contacts. -Greg Harrelson

Takeaways + Tactics

There are distractions you can control and distractions you cannot control.
Right now, the market is so good that it’s even rewarding people who aren’t skilled or efficient.
Media companies monetize distraction.
Don’t communicate about the transaction, communicate the motivation.

At the start of the show, we discussed the various things that are distracting the consumer, and what it has to do with the news. Next, we discussed what would go wrong if the both the consumer and the agent are distracted. We also talked about the power of showing people that you really care, and that you want what is best for them. Towards the end of the show, we talked about how people attract business by treating people like they are already your clients.

We also discussed:

How to get better at asking good questions and listening
How to increase your activity when the market slows down
How distraction creates inactivity

Distractions give people a sense of uncertainty. When people feel uncertain, they tend not to make a lot of decisions. If the consumer’s distraction and inaction is coupled with the agent’s inactivity, this can have a huge impact on the market. As an agent, it is your job to limit distractions by having better conversations. In the face of a distractions, keep your client focused on their motivation. Remember: people’s motivation isn’t “to sell a house”, but to acquire the benefits that come along as a result of the sale. If you want to succeed in this distraction-laden market, decrease distraction in your interactions and increase your number of contacts.

How to Build a Listing Machine That Takes 20+ Listings a Month w/Hoss Pratt

Thu, 28 Sep 2017 10:34:30 -0600

Real estate is changing. How do we evolve and position ourselves for what’s to come? What systems are critical if you want to build a listing machine that gives you a steady supply of leads? How do mindset, marketing, systems, and conversion play into building a powerful listing machine? On this episode, we are joined by top producer and author, Hoss Pratt, who shares on building a machine that generates consistent leads and how to convert those leads into signs in the ground.

The key in marketing is differentiation: the unique advantage separating yourself from everyone else. -Hoss Pratt

Takeaways + Tactics

If you go into the meetings knowing what makes you different, you will present yourself with confidence.
In the seller appointment, you want to create doubt in the seller’s mind of going with anyone other than you.
Never get into specific detail of every single thing you do because it leads to confusion, questions, and can be overwhelming, which leads to inaction.
If you want to build the machine start with and focus on the niche.

At the start of the show, Hoss talked about why it’s important to generate your own leads, without having to buy them. Next we talked about the power of knowing the value you bring to the marketplace, and how to communicate it effectively through marketing. We also discussed the importance of being able to control the conversation without confusing the client. Towards the end of the show, Hoss discussed why success starts with a niche.

We also shared on:

The 4 components listing machines need
How to convert opportunities into listings
The importance of a CRM
Why you need a business plan

The first step to building a powerful listing machine is finding your niche. Learn to work it and master the skills until you dominate it. Having this information and being confident in what you bring to the table will reflect in your presentations. When you have confidence and a defined niche, you now have the message to communicate through marketing. If you’re going to build a listing machine, you have to have a model to follow. This starts with a clear vision. You want to be so focused on that vision that you’re obsessed with it.

Guest Bio
Hoss is a nationally known authority when it comes to lead generation and lead conversion. He has demonstrated, and proven time and time again during his stellar 12 year career that using his revolutionary strategies can move brokers and agents from stuck to super-charged in just months. What separates Hoss from all other coaches, real estate trainers, and so-called ‘gurus’ is his ability to get results FAST. He’s presented over 1,100 sold-out webinars and online events, conducted over 1,300 live seminars in 48 states, knocked on over 100,000 doors, made over 200,000 prospecting/sales calls, presented at 2,150 kitchen tables, and personally trained thousands of successful agents and industry professionals. Go to hosspratt.com for more information. Download Hoss’ book Listing Boss here listingbossbook.com.

Fanatical Prospecting & Sales EQ w/Jeb Blount

Thu, 14 Sep 2017 08:41:18 -0600

A lot of people in real estate hate to be known as salespeople. How do you become a salesperson known for being caring not manipulative? Why is cold calling still alive and well? What is sales EQ and how is it effective when it comes to getting the results you desire? Why is tracking your time so powerful? On this episode, we are joined by author, speaker and sales expert Jeb Blount who shares insights from his books.

Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount

Takeaways + Tactics

Track your time in 3 basic buckets: trivial things you do, important things you do and impactful things you do.
When you walk up to someone who’s not expecting you to call them, it’s a cold call.
Sales EQ is about managing your own emotions while influencing the emotions of other people.
Track your numbers so you’re not delusional.

At the start of the show, we talked about the basis of financial prospecting and the power of time blocking for prospecting. We also discussed the 3 things holding people back from prospecting and how desire trumps procrastination. Next, we talked about the 5 things a client will want to know about you before they hire you. Towards the end of the show, we discussed how not having people to sell to makes you desperate and lowers your likelihood of getting more clients.

Jeb also shared on:

Why tracking your time is so necessary
The biggest predictor of a client’s propensity to do business with you
How Sales EQ affects the consumer’s experience
The power of managing your emotions

Everything that’s holding you back in prospecting is self-imposed. When you overcome perfectionism, procrastination and paralysis you can get yourself through the door. For an agent to win over a potential client, they have to check the following boxes: do they like you, do you listen to them, do you make them feel important, do you get them and their problem, do they trust and believe you? The biggest predictor of their propensity to do business with you is their emotional experience. If you can control your emotions and influence theirs, that’s sales EQ. Remember, confidence and passion are the two greatest and most important emotions in sales.

The person with the greatest control of their emotions, has the highest probability of getting the outcome they desire. Ultimately, the sales EQ process enhances the customer’s experience.

Guest Bio:
Jeb is the founder of global training organizations including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums. Go to https://jebblount.com/ for more information. Find Jeb on Youtube, follow Jeb on Demand on Facebook, and follow @salesgravy on Twitter and Instagram.

Building a Team of Part-time Agents and Finding the Right CRM w/Mike Ferrante

Thu, 31 Aug 2017 10:21:16 -0600

It’s easy for teams to overlook the importance of good on-boarding.What are some reasons to make sure you do it effectively? How do you choose the right CRM for your team? How can part-time agents be a part of your team? On this episode, we talk to Century 21 Team Leader Mike Ferrante who shares how his team has leveled up.

We’re using every bit of technology we can get our hands on. -Mike Ferrante

Takeaways + Tactics

Put your weekly tasks into concrete numbers and schedule them. Avoid vague metrics.
To choose a CRM, start with a clear vision of the end result you want.
Where you put your money is often what determines the success of your transition from agent to entrepreneur.

At the start of the show we talked about Mike’s history, his team set-up, and having part-time agents on his team. Next, we talked about the role of technology in Mike’s team communication, lead distribution, as well as finding the best CRM.

Mike also spoke about:

Why you need to invest in your business
The power of leveraging your team manager
Why on-boarding is so important

When you invest in your own business, the returns are going to be much higher than investing in any other venture. Where you invest is where you get the results. When it comes to finding the right CRM, it’s all about being clear on the primary function and knowing the end goal that you want. You also want a tool that people will actually use, not one so complex that most of its functions go untouched.

Guest Bio

Mike is the owner of the 21 Mike team. Go to 21mike.com for more information, or call 216.373.7727.

The Mindset Required to Go from Bust to Boom w/Terry Swanson

Thu, 10 Aug 2017 09:36:05 -0600

When people have too much confidence, disaster shows up. How do you make sure you’re growing for the right reasons, and not scaling up to your detriment? What is the right way to invest in more time for yourself? How do you make sure you rise up when things aren’t going well? On this episode, we talk to top C21 broker Terry Swanson about building a sustainable organization.

It’s not about growing for growing’s sake, it’s growing for the right reasons—for the right mission and vision. -Terry Swanson

Takeaways + Tactics

It’s not about taking time off. It’s about adding time for yourself.
Growing on credit lines isn’t the way to go, as you don’t have control over interest rates.
It doesn’t matter how far down you get. You can dig yourself out.

At the start of the show, Terry shared on his team dynamic and the lessons he learned when he was running his business the wrong way. “I wasn’t running the business, the business was running me.” He shared the mindset change he went through, and why it’s so important to document what’s happening in the market. Towards the end of the show, Terry shared on the importance of growing for the right reasons.

We also discussed:

How his company went bust
The coaching structure that can attract agents
Why growing on credit lines isn’t a good idea

The biggest mistake we make is feeling like we have to be engaged all the time in order to give ourselves the best chance of success, but we end up engaging at a low level and it sucks away the opportunity to be hyper focused. The solution is taking the time to invest in yourself, and seeing taking time off as a good thing, not something that takes away from your business. As a leader, if you can coach life, the business will actually become easy from that point onwards.

Guest Bio

Terry Swanson is a real estate agent affiliated with CENTURY 21 Results Realty Services, located in Cumming, Georgia. To get in touch, go to c21getsresults.com or email terry@c21.com.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

From Buyer Agent To Listing Agent: Making the Jump w/ Jeff Lesley

Thu, 27 Jul 2017 10:36:54 -0600

Ever wondered if you could make the transition from Buyer's Agent to Mega Listing Agent? In this episode, Jeff Lesley shares how he made the transition from overworked buyer's agent to a listing controlled business AND how he is now only earning more income while enjoying more time off. The best thing about Jeff is that is explains how simple the transition is when you make the commitment.

If you're not getting those initial listings and the price reductions upfront when the inventory doesn't sell, you're just going to be sitting dead in the water. - Jeff Lesley

Takeaways

- To make a successful transition, you need to be consistent and disciplined. You must also lead generate every day, or no one is going to hire you.

- Keep it simple and track your leads carefully. Sometimes it's as easy as buying index cards.

- Perfectionism can sometimes hinder you. If a method doesn't work for you, change it. Don't give up on it altogether.

We started off with the story of Jeff's own transition from a buyer’s agent to a listing agent and how he realized his potential. Jeff shared that his profitability decreased initially and we explained why this is normal and it's the beginning to quantum growth. Afterwards, Jeff explained how he takes leveraging to the next level and why adopting new strategies and techniques really helps you level up. Jeff then discussed his experience with the hardest part of the transition and his own routine with building up a discipline with lead generation.

From his experience, Jeff has learned to be very heavy on lead follow-up, as this has generated a lot of success for him in the past. Then, during a discussion about staffing, Jeff pointed out the importance of a good staffing structure and delegating tasks appropriately. Jeff then shared his plans for the future and how he wants work on both his prospecting and staffing culture, as he believes that will help him level up. Finally, we talked about how you can focus your efforts towards achieving your yearly goals.

We also discussed:
- Leveraging as a listing agent vs. leveraging as a buyer’s agent
- How to overcome artificial ceilings
- Discipline and persistence in lead generation
- The importance of good customer service
- Overcoming the ''this doesn't work for me'' mentality
- Seeking a high return on time as the mark of an entrepreneur
- Dominating a downward-trending market

Any change will always come with setbacks in the beginning. If you only break even in your first days after transitioning, don't worry. This is a necessary step while you build your infrastructure and build new habits. Stay consistent and committed to the transition and success will follow.

Guest Bio
Jeff Lesley is an experienced realtor, who has lived and worked in Wilmington, North Carolina for 14 years. He has a vast knowledge of the local real estate market trends and he always puts the wellbeing and happiness of his clients first. With a Masters degree in Business from UNCW and with a wealth of experience, he is now an award-winning realtor with Century 21 Sweyer & Associates. Jeff is also a big fan of giving back and currently serves on the board for Special Olympics of New Hanover County. He is also an active volunteer in fundraising opportunities to help his local area. He's also a member of the Wilmington Rotary Club, the oldest and largest civic organization in Southeastern North Carolina.

The Art of Relentless Prospecting

Thu, 13 Jul 2017 10:04:38 -0600

Many real estate agents prospect for appointments but end up fearing the appointment itself. Why is that? How can we overcome our fear of rejection and make it work for us? Can building a boring day-to-day life really make us successful? In this episode we reframe rejection and boredom as the key to success.

If you will go ahead and master the listing presentation first, then you're excited to make the call. - Greg Harrelson

Takeaways + Tactics

- Agents gravitate toward buyers to avoid rejection and limit their personal growth and their business all at the same time.

- Even when you lose a listing, sellers aren't rejecting you, they are rejecting your WORDS - something you said during the listing consultation.

- Boredom is about YOU. Change your focus to the people you are serving and you won't feel boredom.

Resources-

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

First we talked about building a career out of prospecting and the newfound prospecting generation with real estate agents. We also discussed the benefits of prospecting and its sticking points. Next, we talked about why some people subconsciously avoid prospecting and getting a listing appointment. We agreed that by mastering the listing presentation, then you’ll be less hesitant to get on the phone and get that appointment. We also mentioned how empathy and creating a prospecting ritual can not only benefit the client but also the agent themselves. Finally, we mentioned how appreciation for that style of work grows over time as you get more and more committed to your prospecting ritual.

On this episode we also discussed:

How failure to follow up can lead to losses
Overcoming the fear of rejection
The importance of consistency
Sustainable boredom and its benefits
Minimizing distractions through rituals
and much more

It’s critical to be consistent and persistent at the same time. Rejection is something we will all have to face at some point - so it's important to reconsider the way we think about being rejected and focus on how to avoid that rejection for the next listing.

And when we talk about consistency, most of the time, boredom has to be a part of the conversation as well. Being boring is now a sustainable choice and a sensible solution for a business. It's all about installing some variety in your boring day-to-day activities. Mastering that balance and shifting your perspective on rejection and boredom can be a solid way to get more listings and build a successful real estate business.

Simple & Powerful Systems To Run a Legitimate Real Estate Business w/Todd Tramonte

Thu, 22 Jun 2017 11:55:18 -0600

There is value in treating your team like your own clients. How do you bring world class value to the people who work for and with you? What is the agent-in-training program and how does it help people find their roles? What are the three pillars you can build into your team recruitment? On this episode, we are joined by Todd Tramonte, who shares on team management and using radio as a direct response marketing tool.

You can only do branding on the back of direct response and lead generation -Todd Tramonte

Takeaways + Tactics

- Put people in specific roles where their "stress-response" is the right response for their role.

- Use an "Agent-in-Training" model to help people get into their proper role and make mistakes in a low-pressure environment.

- Before you provide leads to team members, you need to decide what kind of team you want.

At the start of the show, Todd shared on his systems, and how he identifies people’s spectrum of giftedness. Next, we talked about the agent-in-training program and why it’s so important to help people fit into where they are most talented and effective. Todd also talked about how his company uses radio for direct response and not for branding. Towards the end of the show, he shared on targeting through radio.

We also spoke about:
- The three pillars he puts into his recruitment
- Serving and delivering value as a leader
- How to lead companies that people love staying in

When it comes to recruiting the right people, it helps if people start out with that desire and hustle on their own. There’s always an opportunity if someone is great. As a leader, you have a responsibility to provide value to your team members, and looking at team members as clients you have to serve and deliver value to, not because you’re afraid of losing them but because it’s your duty as a leader. If you lead your company this way, people are going to love working with you.

Guest Bio

Todd Tramonte is well known as an innovator and leader in the areas of real estate marketing and sales. His passion for education and commitment to excellence are trademarks of his leadership of both his company and his clients. Todd is the author of the Amazon.com #1 Best Seller The New Rise in Real Estate and Live Free, The Art of The 2 Year Flip which is currently in its second printing and available on Amazon for Kindle.

Todd and his company have been seen on HGTV, Discovery and Travel Channel as well as in the Chicago Tribune, Dallas Morning News, Examiner, People News and USA Today in addition to countless online news sources, radio interviews and blogs. He is also the Real Estate Expert for WBAP AM 820 and KRLD 1080's Texas Home Improvement show which airs across Texas on numerous stations in numerous markets. Go to http://www.dallashomerealty.com/ for more details.

How to Get Over 30 Listings a Month Without a Single Outbound Call w/Jan Pitman

Thu, 08 Jun 2017 10:30:07 -0600

The three reasons people get into business are the very three reasons they fail out so quickly. How do you make sure the freedom actually leads to productivity? How do you find your highest leverage when it comes to time? Why is it so necessary to commit to some kind of schedule? On this episode, Jan Pitman shares her expertise and goes into detail about going from agent to entrepreneur.

"Not everyone wants to do a hundred deals and that’s okay." -Jan Pitman

Takeaways + Tactics
- 7 inbound calls would convert much better and much higher than 30 outbound calls.

- People get into business for freedom and flexibility, to be their own boss, and for unlimited income.

- One of the best ways to develop talent, and get the most out of people is by being an example.

At the start of the show, we talked about how Jan got started and why it’s important to collect data, and how to go about calling expireds and FSBOs. Jan also shared what her days look like, how she keeps her database engaged and how she was able to find the most valuable skill she can leverage. We also discussed the importance of ramping up your outbound lead generation, and towards the end of the show we talked about making sure the freedom of business doesn’t affect your productivity.

We also spoke about:
-Developing multiple income streams
-Why it’s okay not to want to do 100 deals
-Why ritual is all about consistency
-Why you have to focus on some kind of process

People get into business because they want freedom and flexibility, to be their own bosses, and to get unlimited income. Ironically, those are the same things that actually ruin their businesses. After you get your license, freedom is earned by the activities you actually engage in. For that to happen, you have to focus on some kind of process. Do an activity that generates income, allows you to leverage yourself and also educates your team at the same time.

Guest Bio:
Jan Pitman is a Myrtle Beach Real Estate agent from CENTURY 21 The Harrelson Group. 843-424-2545 or email c21janpitman@gmail.com.

The Race to Contact w/Pat Hiban

Thu, 25 May 2017 14:42:08 -0600

A lot of leaders don’t want to create leaders because the attention will go away from them to other people. Why is it so necessary to be driven by developing talent, and how can you make sure the information and value you’re giving translates to execution? On this episode, Pat Hiban joins us to discuss upholding culture in virtual teams, how lead generation has changed, and the power of taking your people to the next level.

Great leaders aren’t going to go to work for someone who is a worse leader than they are. - Pat Hiban

Takeaways + Tactics

- Once you win the race to contact, it comes back to skill.

- There’s a huge difference between self-leadership for your passion, and self-leadership on something you’re not passionate about.

- When it comes to responding to leads, the proper response time is real time.

At the start of the show, we shared on developing talent and the importance of getting people to execute on the information available, and why leaders need to determine their true intentions and the essence behind what they do. We also discussed why great leaders will only work for great leaders, how leadership affects retention, and whether proximity is important in companies. Towards the end of the show,

We also spoke about:

Why successful expansion boils down to leadership
Managing relationships in virtual companies
How to teach self-leadership to someone who doesn’t have passion
Whether it’s getting harder to build relationships cold

The process of getting a lead is text, email, phone and appointment. Shortchanging this process puts you at risk of losing the relationship altogether. As a leader, it’s your job to hire good people and grow them, and make sure all the information you provide turns into action and results. Expansion only works if the person you hire on the other end is dynamite. The purpose of all the new things that are out there is to improve conversion, but they still need relationships to be effective. You’re still going to need to get more people into your ecosystem by picking up the phone and making the calls. To win, remember the competition is on speed first, then on skill.

Guest Bio

Pat Hiban is an Author, Speaker,Podcast Host and Co-founder of GoBundance. Pat Hiban Interviews Real Estate Rockstars is a top-ranked, 3-day a week real estate podcast, hosted by billion dollar agent Pat Hiban, interviewing the best of the best in and around the real estate industry. After building a team of over 50 members and making millions in the real estate sales world, Pat realized he had spent over two decades being led by mentors while growing very few mentees. It was at this point that he wrote his New York Times Best Selling Book -“6 Steps to 7 Figures, A Real Estate Professional’s Guide Building Wealth and Creating your Destiny.” Not too long after , Pat Hiban Interviews Real Estate Rockstars was born. Here you’ll find the best voices in the Real Estate Industry including everyone from the world’s top agents to the world’s newest top producing rookies. You’ll hear from the industries top coaches and the one’s who have made millions and even billions investing in the Real Estate game. Go to pathiban.com for more information or rebusuniversity.com.

600 Deals a Year: Jeff Cohn on Leadership, Accountability & Building the #1 Team in his State

Thu, 11 May 2017 12:35:38 -0600

Many agents still mistakenly think they need to negotiate the best commission splits. What is missing from this conversation, and how can team leaders make sure there’s more on the table? How do you serve your agents and provide a workplace of value? On this episode, we talk to Jeff Cohn, who shares how he grew his team, agent accountability and building a business around what matters in your life.

ISAs work, virtual assistants work but the best person for the leads to talk to is the agent that’s going to serve them through the process. -Jeff Cohn

Takeaways + Tactics

When your team’s net is as big as your personal net, you can consider stepping out of selling.

A great business person measures ROI, a great entrepreneur measures ROT (return on time).

The seller cares about netting the most amount of money, in the least amount of time, with the least amount of hassle. That’s the same goal as the agent’s.

Resources

Go to dashboard1omahaselite.com to see Jeff's system for agent accountability.

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

At the start of the show, Jeff shared his story and the number 1 mistake he made in expansion. We talked about the importance of being a true leader, and how to scale yourself out of selling. Next, we discussed agent accountability, and how that’s always connected to their “BIG Why”. We went on to talk about return on time, and towards the end of the show, Jeff shared on follow-up system for sellers.

Jeff also shared insights on;

How to provide agents with the success piece
Parameters he holds agents accountable to
Why people are scared to charge full commissions
The power of looking out for agents

Many agents leave the business after a year. That tells us that the traditional brokerage just isn’t offering enough value for people to stick around. Commission splits aren’t enough - training, support and the provision of the success piece bring real value and make the difference. You shouldn’t be recruiting people because you give a better commission, you should be recruiting because you give them a better net, and not only net on money, but on time too. Provide the tools that will make them happier, make more money in less time, with less hassle.

Guest Bio
Jeff grew up in Omaha, Nebraska and graduated with a Bachelors of Science degree from the University of Nebraska at Omaha, with his course of study including classes in real estate. As Nebraska's #1 Team, Jeff's group sold over 100 million dollars in real estate and over 600 sales in 2016. Jeff works as the Owner and Team Leader and is engaged in team development, coaching and recruiting. He believes in saving client's time and money by implementing the most advanced marketing techniques available while applying the latest negotiating strategies. For more information head over to Jeff’s Linkedin page; https://www.linkedin.com/in/jeffmcohn/ or go to http://eliterealestatesystems.com/.

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

From Top Producer to Business Owner w/Juan Martinez

Thu, 13 Apr 2017 23:59:00 -0600

If you’re not careful with the growth metric you use, your business might take the wrong direction. What is the true measure of success for a good team? How does a home environment negatively affect production and income? What does it take to develop a real estate career that’s worth owning? On this episode, Juan Martinez shares his growth and management strategies, and how he successfully went from top producer to business owner.

With a lack of inventory, buyers are cheating on their agents and going to the listing agent to be able to put offers on those listings. -Juan Martinez

Takeaways + Tactics

Be specific and intentional with the metrics you use to measure whether you’re actually performing or growing the business the right way.
Technology is equipping the consumer with more knowledge and that’s making them seek out true professionals.
Agents have to list properties, get the listings sold and put buyers on their contracts. In this market, focusing on number 1 allows 2 and 3 to happen automatically.

At the start of the show, Juan shared on the background of his team and their production, and how his business is based on helping agents make $100,000 or more a year. Next, we talked about the lessons he learned from his past, and how he has implemented these things into his business. He shared on the current market, the lack of inventory and how his agents use that to their advantage. Towards the end of the show, Juan shared his experience of having a home office, and why he will never do it again.

We also shared insights on

The importance of measuring success the right way
How consumers are getting smarter when it comes to hiring agents
The power of cleaning up your backyard first

The most important thing influencing Juan Martinez’s growth, is how he’s making it about the agents not about himself, by providing them value and a growth path. By focusing on generating the listings, in a low inventory market - the rest of process is taken care of. Juan also uses the strategy of cleaning up his backyard first before expanding into new markets. With patience and persistence, and laser focus, it will be possible to keep clipping off more and more of the market share.

Guest Bio-

Broker/Owner of Century 21 Martinez & Associates in Las Vegas. #1 Hispanic Agent in the Silver State as well as the #1 Hispanic Agent in the country per the recent Wall Street Journal Real Trends Report. Platinum member of NAHREP, former President and Vice Chairman on the NAHREP National Board of Directors.

Go to:

Century21.com/real-estate-agent/profile/juan-martinez-P25352475

JuanMartinez.c21.com/

YouTube.com/user/watchJuanMartinez.

How Brendon Payne Leveled Up From New Agent to Successful Entrepreneur

Thu, 06 Apr 2017 23:59:00 -0600

Scaling a business requires leverage of skills, technology and people. Why is long-term, recurring business all about monetizing that no’s? What are the biggest challenges in the transition from agent to business owner? Why is a growing business usually staff heavy? On this episode, Brendon Payne shares the systems he implemented when he went from the corporate world, to agent with no inventory and skills, to a successful business owner making up to 100 deals a year.

Think more about being outside the business, than all the stuff that you’re doing in it. -Brendon Payne

Takeaways + Tactics

A lot of people’s goals change when they discover what it takes to make them happen.
Rule of thumb: The number of contacts you make daily will likely be the same amount of closings you’ll have annually.
In order to build a company that is actually developing talent, you have to be staff heavy.

At the start of the show, Brendon shared on what he does and what he committed to in his first year. Next, we discussed why the 0-42 deal process is the most difficult, and how the compound effect of contacts helps generate more business each year. We also discussed why ramping up the team requires you to be staff heavy. Towards the end of the show, we spoke about the importance of leveraging technology.

We also shared insights on;

Why goals determine activity
How corporate work prepared Brendon for real estate systems
How to go from agent to top producer.
The relationship between contacts and closings
The benefits of close proximity with other real estate professionals

The things we do in the business only have effect for a short period of time. If you can step outside of the business and work on systems, you can build an even better scale. If you’re handling everything that’s outside of generating, you’re going to continue to ride the rollercoaster. Ownership and entrepreneurship are an important part of growing and leveling up. The secret is following a system, and learning to monetize the no’s, so that you never need to start from scratch. The ultimate goal is to be a stepping stone to help people become successful in their own right.

Guest Bio

Brendon worked his way up the Management Ranks within the Loss Prevention and Safety Departments of 2 Global retailers. In 2005 Brendon moved forward with his plan to help Sellers make the best decisions regarding what is typically one of their largest investments. In a very short period of time he became one of the top producing agents on the Grand Strand, and is currently selling over 100 properties per year and is ranked in the top 1% of agents Nationwide and in the Top 50 Century 21 Agents in America. Go to BrendonPayne.com for more information or email Brendonppayne@gmail.com.

1 BIG Mistake Agents Are Making In Their Real Estate Marketing w/Dobbin Buck

Wed, 29 Mar 2017 23:59:00 -0600

Most real estate agents are using too broad of a stroke in marketing. Do you know what specific things you need to be successful with your marketing? How does leverage fit into your mission to level up? On this episode, Dobbin Buck discusses the marketing opportunities agents are missing, and the ways to use technology to target the right people more effectively.

Creating great ideas is just being in motion. The key is getting into action. Are you willing to take those 5 or 6 ideas and choose 1 and start executing it right now? – Greg Harrelson

Takeaways + Tactics

Leverage your skills first, leverage with technology and automation second, and finally, leverage with people.
If you do what the masses do, you'll get what the masses get.
The ideal is to deliver a specific, useful, timely message to one person or small group of people at a time. That capability exists right now if we take advantage of it.

On this episode, we discussed the mistakes agents are making in marketing right now, and how they can go about fixing them. We also shared on the future of database marketing, and how to take it to the next level. We went on to share on community domination, and how to expand your influence in a local area.

Dobbin also shared on;

The intersection of Infusionsoft and Chatbox
The right time to expand your business and how to do it
Where real estate marketing is going

The old school way of sending out thousands of pieces of mail with no real target doesn’t work anymore. It’s about being able to deliver that right message, to the right person, at the right time. You can use automation to send an individual a message that feels like it’s targeted just for that person and with Infusionsoft you can synthesize your database and target people on social media easily. The best way to grow your business is to invest in technology, scale up with skills, scale up with automation and then scale up with people.

Guest Bio

Dobbin Buck is the co-owner and V.P. of Business Development at Fusionsoft and is very much client focused. He talks about working with clients, he doesn’t talk about profits, sales or bottom lines. He talks about connection. Go to LinkedIn.com/in/Dobbin-Buck-3454a012 for more information.

Learn more about Infusionsoft for real estate: RealEstateSaleSsolutions.com

Chat-Bots, Facebook Messenger, ISA's & The Future of Real Estate Lead Gen w/Michael Reese

Thu, 16 Mar 2017 00:00:00 -0600

The most left out client in the relationship management conversation is the home owner. How do you own that relationship, and apply a strategy towards winning the crowd? What is digital custody, and how does it help agents design a customer experience? On this episode Michael Reese talks simplifying your value prop, using bots to have strategic conversations and expansion through geo-targeting.

You have to be able to narrow down your lead gen strategy to geo-region, and then be able to duplicate it to every similar region. -Michael Reese

Takeaways + Tactics

Chat-bots and ISA's combined can create a seamless interaction for the consumer.
They key to the future of real estate is building relationships not with home buyers or sellers, but with home OWNERS.
Never expand without a proven, leveraged lead gen model and an Ideal Client Profile you can duplicate in other markets.

At the start of the show, Michael shared on the basis of digital custody, and how he designs the customer experience by simplifying the value prop. Next, we shared on winning the crowd by leveraging community, “we are connected to everyone with the world, but we’re choosing to spend time with smaller groups that are more focused on the conversations we want to have.” We also talked about creating client dialogue by using anticipated and already asked questions. We also shared why SMS is on its way out, and how to avoid dropping the ball in the hand-off between the chat-bot, the ISA and the agent.

Michael also shared on;

The importance of starting and nurturing relationships with homeowners
How to have strategic conversations using chat-bots
Playing up the Facebook community
Geo-targeting and its role in expansion

Winning over the crowd is your path to area and market domination, and it has to do with your custody of the client’s perceived desire. You also win the crowd by standing on something and delivering on that promise. From a scalability perspective, it’s wiser to pinpoint a geo-targeted area, master that system and then clone it to get scale. In order to have predictability and scalability everything has to be dialed in. Digital custody is about owning the relationship, having accountability and predictability to dominate.

Guest Bio

While working with Keller Williams, Michael’s team was repeatedly ranked in the top five in the southwest region. He and his team broke the record for buyer sales set by one of the largest Keller Williams franchises in the world, and ultimately became recognized as one of Keller Williamsʼ Top 50 agents in the world. In 2015, Michael set out to create an Inside Sales Department for a brokerage in a new market, focused on building a solid nurture pipeline and maximizing listing appointments. 14 months later, his brokerage is set to close 500+ transactions... Go to InsideSalesPredictability.com for more info.

Becoming #1 in Your Market: Danny Morel on Leadership, High Performance & True Success In Real Estate

Thu, 02 Mar 2017 06:00:00 -0600

Danny Morel thinks BIG. But it all starts with the fundamentals. As Greg pointed out, no matter whether you call it team building or expansion, it’s all just a business. Between the years 2011 and 2016, Danny’s Intero organization went from 110 units to 2,730 units sold. How does Danny recruit an average of over one agent every day to his Intero offices? In this episode, Danny shares some of the key mindset strategies and principles that drive him.

I'm going to compete solely on value. I'm going to draw a line in the sand, that NO WHERE can an agent come and grow at the levels we help them grow at. -Danny Morel

Takeaways + Tactics

Don't skip steps as a salesperson. Your personal sales ability is key to being able to offer value to agents as you expand.
During a down market, the wealth in real estate will shift from those who are buying business to those who a creating business.
Stay humble and stay in coaching. Who are you to tell your staff that they need to be coachable if YOU are not coachable.

On this episode Danny also shared...

The one thing would-be team owners fail to understand
Why you must compete on value to agents, not commission splits
The “Law of the Lid” and how it applies to your real estate business
Why Danny has paid for a business coach since the age of 22
What will happen to teams in the next market shift
Listing-based business and why it’s the true key to success as an agent

Leadership is intimately tied to your mastery of the fundamentals of your industry. Danny shared why it’s critical to humble yourself, stay coachable and always set a high standard of daily performance for yourself. The more you focus on raising your own level, the higher level of people you’ll be able to bring into your business. There are some incredible insights on real leadership and high performance, so dig in and take plenty of notes!

Guest Bio

Danny is a real estate sales coach and Founder of Intero Real Estate Services Rancho Cucamonga, Downey and La Quinta Southern California. With an impressive background in the real estate industry, Danny Morel brings over 15 years to the real estate business as a coach, mentor, investor and broker. Danny’s interest in the real estate industry began with the simple dream of buying his mother a house. From there, he learned about the industry, began selling homes and this led to obtaining coaches to further his career. As an agent, Danny successfully sold 150 homes in a year while only working 4.5 days a week, and by 27 earned 1.5 million in commissions during the course of one calendar year. From that passion grew his coaching company where Danny had the pleasure of leading almost 500 agents to success in their careers through multi-day seminars that impacted thousands of lives. In 2013 Danny was named to the HispanicBusiness.com top 50 Most Influential list. Learn more about Danny at Dannymorel.com and subscribe to his podcast Real Estate Sales Success on iTunes at: https://itunes.apple.com/us/podcast/real-estate-sales-show-with-danny-morel/id1081954148?mt=2.

How To Close 74 Straight Listing Appointments w/Century 21’s Multi-Year Top Agent in the World Dave Abdallah

Thu, 16 Feb 2017 10:55:38 -0600

Pre-qualification scripts are one of the most misunderstood processes in real estate. Why aren’t agents using them? How do you use accountability to work at a higher level? What is the difference between objections and conditions? On this episode Dave Abdallah goes deep on working efficiently and effectively, taking listing appointments at his office and his “always-be-calling” philosophy.

People don’t like pre-qualifying scripts because they don’t want to hear objections, and they’re too afraid to answer the questions that will bring out the objections upfront. -Dave Abdallah

Takeaways + Tactics

You want to be an information-gatherer before you’re an information-giver.
Conduct your listing presentations in your office - it eliminates distractions and removes most of the opportunities to lose the listing.
Pre-qualify every single seller prospect before previewing their home or setting a listing appointment - this is the most critical step to taking a high % of your listing appointments.

At the start of the show Dave shared on his pre-qualifying process and the reason people misunderstand the process. He also shared on the importance of knowing if an appointment is worth his time in the first place. Dave also talked about how his staff holds him accountable to perform at a high level. We went on to discuss the importance of listening when it comes to overcoming smoke screens. Towards the end of the show, Dave shared the advantages of doing listing appointments at his office.

On this episode we also discussed;

Why pre-qualifying scripts set you up for success
How the pre-qualifying process guides you in tonality, inflection and communication
The difference objections, conditions and smoke screens
Dave’s “always-be-calling” philosophy

When you don’t pre-qualify, it’s like going on a blind date where you have no information to go on. The conversation pre-sells them on you twice, so by the time you meet, you’ve had two major forms of communication. That frequency of communication increases your likelihood of getting the listings you really want. Pre-qualifying raises your standards, makes you work at a higher level, and steers you towards listings that are actually worthwhile.

Guest Bio

David has over 28 years of experience in the Real Estate industry, he has a Bachelor's degree from the University of Michigan in Finance & Marketing. In the last 28 years his team has SOLD 615 Million in sales and SOLD 4800 homes in the Tri County area. In 2016 alone the Team SOLD over 52 Million in sales and SOLD 325 homes. To get in touch call 313.203.8209 or visit his website DaveCentury21.com.

The Race to Relevance: Why Relevance to the Consumer is the Key to Scale, Team Building & Expansion w/Century 21 CEO Rick Davidson

Thu, 02 Feb 2017 15:24:24 -0600

There’s a lot of momentum around teams and scalability right now, but is this conversation giving enough attention to relevance? Are you building a real estate business on the right foundation? On this episode, Century21 CEO, Rick Davidson shares valuable insights on real estate teams, leadership at a global scale, and why everything comes down to relevance to the consumer.

How do we stay nimble enough as a really big company, in order to respond to the speed of the market, at the speed of the customer? -Rick Davidson

Takeaways + Tactics

If you're not relevant to your customer, you're not going to be able to scale. If you're a broker, keep an eye on the consumer and helping the agent be more relevant to them.
Agent teams have to understand that brokers have to be profitable. You cannot build a team model that doesn't allow the broker to make a profit.
Many people talk about scaling, growing and developing multiple streams of income - they forget that they actually have to execute.

At the start of the show, Rick shared how he helps the team keep their eyes on the summit. “You have to understand where your organization is going in the long-term, and ensure you have frequent and consistent messaging.” He also shared how the organization keeps itself nimble to move with the market. Next, we talked about scalability, and how it relates to relevancy. We went on to talk about teams, “you as an individual, need to be as strong a member of that team as everyone else.” Towards the end of the show we discussed how market disruptions can be prevented by being more relevant, and getting ahead of the needs of the consumer.

Rick also shared insights on:

Getting agents focused in the right direction
Establishing goals to achieve the overall vision
How the agent’s relevance to a consumer connects to the broker’s relevance to the agent
The proliferation of teams in real estate
How value takes care of the compensation conversation
How brokers can be more relevant to agents
How Rick stays energized and maintains his enthusiasm for life and work
The importance of doing good and doing good business

The market is ripe for external disruption, and that only happens when the market gives room for it. We must anticipate disruptors, and understand what’s needed to be relevant to the consumer. We must position ourselves to provide a distinct and unique service by building the right structures for win-win scenarios for the broker, agent and consumer. The agent has to be relevant to the consumer. The broker has to be relevant to the agent by providing the culture, platform, tools and resources to flourish.

Guest Bio

Rick Davidson was appointed President and Chief Executive Officer of Century 21 Real Estate LLC a wholly owned subsidiary of Realogy Corporation (NYSE: RLGY) in February 2010. In his role, Davidson leads the world’s largest real estate franchise organization of approximately 6,950 independently owned and operated offices and more than 106,000 independent sales professionals in 76 countries and territories worldwide. For more information, send an email to askrick@century21.com.

How to Teach Agents the Killer Instinct to Convert Leads w/Mark Martin

Thu, 19 Jan 2017 17:02:29 -0600

For Mark Martin, there is a huge difference in outcome when he makes calls and when an ISA does it. The difference is the killer instinct. How does he define this instinct, and can it be taught? On this episode we go deep on converting leads, leveraging the pain of not meeting a goal, and the challenges buyer’s agents face.

If you can’t expose an agent to the killer instinct, expose them to winning. When people are excited and part of something bigger, that’s huge. -Mark Martin

Takeaways + Tactics

Buyer’s agents face the challenge of staying in communication and following up for a full 12-18 months.
When your goals are no longer about your livelihood, they become about bringing other people up and helping them achieve their goals.
It’s not about growing your leads, it’s about growing your audience because they are the ones that engage with the content, and need to see you as an authority.

At the start of the show Mark shared how he built his business from the ground up to a virtual team of 4 with $40 million in production. We also shared on the shiny object syndrome, and the reasons Mark makes listing calls instead of an ISA. We went on to talk about coaching agents to reach their goals and why it has to do with pain avoidance. At the end of the show we talked about the importance of growing an audience and becoming an authority.

On this episode we also talked about:

The power of exposing agents to a winning environment
The struggle of connecting goals to daily actions
How to get the most out of every “no” by attaching a value to it
The importance of being able to stay in communication and follow up for 12-18 months

The avoidance of the psychic pain of not achieving is the root of the killer instinct. When agents are put in an environment where that value is taught, and the joy of winning is experienced, they can develop it. The pain of not reaching the goal has to be greater than pain of the required activities. Once agents hone in on that, their ability to pounce on an opportunity becomes second nature.

Guest Bio

As one of Austin’s Leading Real Estate Professionals, Mark focuses on maintaining the highest level of integrity in his business. Mark believes that his 17 years of Senior Sales and Management experience in several Fortune 1000 companies have given him the edge in negotiation and presentation skills. In fact, Mark’s Listings sell for more than 98.7% of List Price, and his Buyer’s average savings of over 8% off of List Price! Email markmartinonline@gmail.com or search for “Mark Martin Remax" on Facebook.

Leadership Fundamentals, Starting With One Day & Growth by Osmosis w/George Morris

Thu, 05 Jan 2017 10:56:47 -0600

With a team of over 1,100 across multiple states, George Morris has leveraged leadership, talent and the idea that you can do anything for one day. What are the practices and fundamentals behind his team’s success, and what can agents trying to move to the next level learn?

Our company is built on the premise that I can do something for at least a day, and if I can put enough of those days together, I can make a great month and a great quarter. -George Morris

Takeaways + Tactics

Most of us are comparing ourselves to other people, but the real measuring stick is what you've done against what you could have done.
The key to exponential growth is leadership - duplicating yourself by creating leaders who create leaders.
Commission and value are always in proportion. If there’s a high level of value based on who you are to a client, you’re going to get the commission you want.

On this episode we discussed:

How George’s Everest Group got started
How he built his company on the premise of doing anything for one day
The leadership vision he has for his team
Why it’s easier to do 100 deals than 25 deals
The connection between value and commission
Helpful books and resources

The only way an organization becomes invaluable is when it helps people get to the next level of their lives. George Morris built his business on the drive to build up from one good day, and grew his team organically on the principle of setting one appointment a day.

The ability to systematize and continuously duplicate leadership fundamentals has also been key. This stays in line with the greater mission of the company; helping every individual and agent become their best. If you’re looking to build a team of any size, this episode will be incredibly helpful and motivating!

Guest Bio

George Q. Morris, Founder and CEO of Century 21 Everest Realty Group, is a dynamic, purpose-driven leader with over two decades of experience in real estate. His leadership skills range from creating and managing small real estate sales teams to owning and expanding large, multi-office residential real estate brokerages with additional property management, commercial brokerage, relocation and corporate services. Go to http://c21everest.com/ for more information or email georgemorris@century21.com. You can also listen and subscribe to his podcast Elevate Your Real Estate on iTunes.

Hoss Pratt on the 4 Levels of Learning & Mastering the Basics

Wed, 21 Dec 2016 10:47:19 -0600

When an agent has mastered the basics and built a strong foundation, the next step is leveling up. What is the process of taking that next step to build a team and become an entrepreneur? On this episode we discuss skill stacking, the 4 levels of learning and DISC profiles with real estate and business coach Hoss Pratt.

Click to watch the full episode

Be the master of repetitious boredom. Be obsessed with being bored and doing the same thing over and over. -Greg Harrelson

Takeaways + Tactics

Your goal is to become a skillionaire before you become a millionaire.
The future of real estate is putting effort into expanding the pool of ideal clients that know who you are before their needs come up. The process isn't just lead conversion, it’s lead identification.
Stop competing on data and using the MLS as a value differentiator. Think less about the data and more about the expertise.

On this episode we discussed:

The skills, mindset and tactics necessary for leveling up
The steps you need to take from being a great agent, to a top producer and then an entrepreneur
Becoming comfortable with the challenges that come with the growth of your business
The power of repetitious boredom
Increasing conversion and becoming a good leader
Using DISC profiles to help agents find their best lead gen levers
The future of real estate

At every level of growth in a business, there are skills you have to learn, develop and master. Mastering the real estate skills gets you to the $10 million dollar level. To go beyond that, you have to learn the skill of leadership, delegating, growing and helping other people. Your goal is to become a skillionaire before you become a millionaire. Remember, you’re always in some phase of learning and failing, and if you’re not learning and failing, your business is not growing.

Guest Bio

Hoss is a nationally known authority when it comes to lead generation and lead conversion. He has demonstrated, and proven time and time again during his stellar 12 year career that using his revolutionary strategies can move brokers and agents from stuck to super-charged in just months. What separates Hoss from all other coaches, real estate trainers, and so-called ‘gurus’ is his ability to get results FAST. He’s presented over 1,100 sold-out webinars and online events, conducted over 1,300 live seminars in 48 states, knocked on over 100,000 doors, made over 200,000 prospecting/sales calls, presented at 2,150 kitchen tables, and personally trained thousands of successful agents and industry professionals. Go to hosspratt.com for more information.