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?

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?

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.

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?

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?

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 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?

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?

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.

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?

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?

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 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?

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?

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?

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?

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?

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? 

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?

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 

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

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 [email protected]

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/

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?

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?

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?

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 [email protected].

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/

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 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/. 

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/

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

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/

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/

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

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?

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?

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//

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/

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

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

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: [email protected] 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

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.

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.

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: [email protected]  215 280 4114

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. 

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

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.