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 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.   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! 

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   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.   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! 

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 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/

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 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!

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 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.   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!

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 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/

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 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.   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!

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!  

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!

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/

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.

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.

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.

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. 

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.

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.

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.

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. 

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.

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/

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/

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 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.

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. 

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.”

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?

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?

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.

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?

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? 

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?

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?

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.

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.

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.

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/

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 [email protected], or send him a message on LinkedIn.

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/.

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.

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?

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. 

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?

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?

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?

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?

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?

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?

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?