Agents strive to get to the next level yet nothing holds them back like telling themselves they aren’t capable of certain things. How does this influence the kind of action we take? What impact does it have on our success? How do you move past this? On this episode, we talk about how to get out of your own way and stop proving yourself right.   You have to give up the labels that you’ve placed upon yourself. Get out of your box, and just make the attempts to do things you know will get you to the other side. -Greg Harrelson   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   Takeaways + Tactics When you label yourself, everything you do will be colored by you trying to prove that belief right. If you tell yourself you can’t do something, you’ll never work to gain the skills in order to be good at it. If a label sinks in early enough or we repeat it often enough, it becomes part of your identity.   Whatever we believe is what we’ll subconsciously and consciously work to to prove right. Your belief in the label you place on yourself determines whether you’re going to be successful in that particular area or not. This doesn’t just affect our actions. It has a huge effect on our identities too, and that can be a huge issue. Ultimately, the healthiest thing we can do is believe that we are capable. Then we’ll work to prove it right.

When it comes to picking a CRM, a lot of people choose a tool before they are even clear on what they want to accomplish. How can you determine what works best for you? How do you start to consolidate everything into one system? What mistakes are often made in this process? On this episode Wes Schaeffer, The Sales Whisperer, shares on how to improve our ability to have the conversations that increase sales.   Great marketing makes sales easy, but great selling makes great marketing possible. -Wes Schaeffer   Takeaways + Tactics In sales, our skill set is understanding human beings-- having empathy and the knowledge to go deep with them. At the bottom of the funnel, you’ll still need to reach people on the phone, get them in person, and then close the deal. No amount of AI and chatbots will substitute that. Before "plugging in" for the day, sit down with pen & paper and write down what you want to do. This will help you figure out the right CRM for you.   Want to Know Where Greg Harrelson Gets His DATA?  Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/   At the start of the show, we talked about the importance of understanding your prospects and getting inside their head. We discussed the first step you need to take when you want to find the right CRM. We also discussed how to map out the sales process and where a tech tool would help. We also discussed: The importance of controlling the pace of the conversation How sales and marketing fit in together   A lot of us approach CRMs the wrong way. We take any tool and try to make it fit our needs when we should figure out our needs first and then find the ideal tool. Detach from the tech, and start visualizing, and understand your process so that you know what you actually need. That way you will find something that actually works for you, not something that will just languish. Remember: you’re not going to magically sell more homes just because you have an amazing CRM.   Guest Bio- Wes “The Sales Whisperer” Schaeffer is an author, speaker, inbound sales strategist, HubSpot CRM and Infusionsoft expert. As an entrepreneur and certified partner on HubSpot, Ontraport, and Infusionsoft, his team and helps people choose, buy, implement and optimize the correct tool for their business to grow their sales. Go to https://www.thesaleswhisperer.com/ for more information.

With all the technology at our disposal, we have never been more disconnected as a society. This is having a real impact on our business as real estate agents. Why are meaningful connections more important than the volume of contacts? What are some ways to deepen the connection with a contact? How can you track your connections and come up with a good metric to measure them? On this episode, we talk about the importance of forming a meaningful connection with people, and how it benefits your business.     To get business, we have to make true and authentic connections with people. -Greg Harrelson   Takeaways + Tactics Clients are calling back the people they have the strongest connection with. The length of time between when you capture a lead and do business with them is a lot longer now, and a real connection will get you through that process. Don’t focus on the length of conversations-- focus on asking questions. Scripts can be very helpful, as they are filled with questions that lead towards genuine connections.   Want to Know Where Greg Harrelson Gets His DATA? Click here: https://www.colerealtyresource.com/landing/realestatesalessolutions/  

The strength of your relationships with your centers of influence can be the difference between being a top producer or a struggling one. How can you use your sphere for more than just getting business? How does video content deepen your connection with them? How can you maintain a team that feels like family while still having strong leadership in place? On this episode, Pat Wattam shares her winning strategies for leveraging your sphere of influence and leading your team.   People don’t want a slick production. They want to see you in your environment. -Pat Wattam   Takeaways + Tactics Centers of influence can be tapped into for many benefits in your business. Focus on making connections-- not just making contacts. Video content makes the strongest connections. Posting on your business Facebook page is standard, but you can also draw people into your content through your personal page.   When plans don’t get executed, it’s always the responsibility of the leader.   At the start of the show, Pat talked about how she got into real estate and how she has built up her database. Next, we talked about the power and importance of spheres of influence in your business, and why people don’t actually want slick hyper-produced videos. We also talked about why making contacts isn’t enough anymore. We also discussed: How to be organized about video content Why video content is so crucial right now Why the leader always takes responsibility   With the amount of noise that’s out there in our market, focusing on making contacts alone just doesn’t cut it anymore. You need to make connections. Video content is a great way to do this. The platforms where we post this content become a type of search engine where people can learn more about you. If you’re lacking there, it’s going to be hard to get people interested in woking with you.

 For a lot of agents, getting reviews and referrals is a challenge because they don’t know how to go about it. What are the things you need to do to ensure that people willingly and happily give you a review? What is a “mini-flip” and why is it a powerful way to generate leads? Is there an expiration date for asking someone for a review or a referral? On this episode, husband-and-wife duo Kimberly Sethavanish and James Colucci talk about their success with reviews and mini-flips.   If you make the process that much easier or enjoyable for them, they’ll write a review. -Kimberly Sethavanish   Resources- InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level Takeaways + Tactics Simple fixes like light fixtures, paint, and opening up the layout can transform the whole house and raise its value. It's okay to ask for a review 6-12 months after the transaction. People get busy, and giving them time also allows them to forget the annoyances that might have come up in the process. They are more likely to remember you helping them into their dream home. Nothing makes someone want to give you a raving view like you going through the trenches with them.   Plant the seeds of the review beforehand, so when you ask them it’s not a new thing.     At the start of the show, Kimberly and James talked about the advantages of being a husband and wife team, and they explained their mini-flip strategy. They shared the kind of mini-improvements that can have an impact on the selling price of a home. Towards the end, they discussed their plans to get into flipping.   We also discussed: How Kimberly and James have become authorities in the home improvement space Whether it’s okay to ask for a review months after the transaction Home staging The mini-flip conversation is a way to connect and communicate with homeowners in a way that’s valuable to them in the 6-7 years when they’re not listing their home. When they are in the place of buying or selling, you become their natural choice after forging that connection. When you want to become number 1 or 2 on Yelp! or Zillow, your clients have to feel like it’s more than just business. Build a deeper connection by being in the trenches with them.     Guest Bio- Kimberly and James are the founders of TEAM MODERN AGENT. Go to http://www.ksellsjbuys.com/ for more info. Email [email protected] or call 707.787.7793.

Sometimes you reach a ceiling in your growth and struggle to understand why. How do you identify what’s holding you back so that you can address it and get to the next level? Why is it so important to maximize on the systems that are already in place? How do you figure out if your ceiling is being caused by a system or mindset? On this episode we have a conversation with Michael Higdon about overcoming your limitations.     It’s a lot easier to create within a system that you’re already using than to invent a new system. -Greg Harrelson   InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.` Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level   Takeaways + Tactics Most agents think too small when it comes to centers of influence, which limits the size of their database and their business. The best expireds are the ones from 2013, 2014, 2015-- but no-one is going after them. The goal is to convert a stranger into an acquaintance, and then turn that acquaintance into an advocate. Those advocates become your centers of influence. The person who fails the most is going to achieve the most.   At the start of the show, Michael shared about his business, where he is now, and where he wants to go next. We then talked about how agents limit themselves when it comes to their sphere of influence and how to increase engagement. We also talked about how to build authority in your area to expand your sphere of influence. We also discussed: Why 5-year-old expired leads are golden Why failure isn’t as bad as we think How to develop your creative thinking   When we hit a ceiling in our results, our first reaction is to try and add something new. Instead, we should make sure we’re getting every little ounce of opportunity out the things that are already working in our favor. Dive into each pillar of your business and optimize it. Remember, success in real estate is not about the people you know-- it’s people that know you. In order to build that group, you need to be an authority in your market. Guest Bio- Michael is a Realtor at KW. To get in touch email [email protected] or call 502.345.7698.

There are more people in the exploratory phase of buying real estate than ever before. Why is this frustrating and confusing for some agents? How do we shift our service so we can actually serve the needs of these people? How do we breathe life back into the segment of our database that has gone dormant? On this episode, Beverly Ruffner talks about the importance of information gathering on overload, and nurturing leads by giving people a reason to stay in your dashboard.   The only reason people don’t make a move is the opportunity is not meeting their expectation. If you can create the opportunity that meets their expectations you will have a sale.  -Beverly Ruffner   Takeaways + Tactics Your CRM has to be able to filter and tag efficiently for you to be able to determine where people are in the process and what kind of service they need. The game right now is not about getting them into a property, it’s about asking what their needs are. A lot of agents don’t want to run across leads that aren’t ready to buy now because that means effort, work, and systems.   InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level   At the start of the show, we talked about how technology has changed the buying process, and why you’re always competing against the next dashboard. Next, we talked about the importance of knowing where the prospect is in the process of buying. We also discussed where the reluctance to ask questions in the discovery phase comes from, and strategies for winning people over. We also discussed: Why we need to get people when they are in the discovery phase Why our dashboards need to make sense to the consumer How to win the game with consistency So much has changed through the years because of technology. The way leads are being generated is different. More and more people are introduced to the agent earlier in the space between “deciding to look” and “closing”. If we’re not adapting and understanding the types of conversations we need to have with these people, we’ll never convert them. It’s about doing what’s convenient for them, because that’s where the relationship comes in. It’s how we win at both the convenience game and the loyalty game.   Guest Bio- Beverly Ruffner is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.facebook.com/balancebc for more information.

Real estate agents can find themselves struggling to find a lead generation strategy that matches their personality and interests. How can you go about finding an audience for your interest? Why is educational content such a great way to solve problems, establish yourself as an authority and build rapport? On this episode, author, coach and agent Madeline Dobbs shares a unique, clever and authentic method for getting business.     The strategy is a much more authentic, and genuine relationship when you work together. -Madeline Dobbs Takeaways + Tactics Start with your prospect’s needs and pains, and work backwards from there. Answer the questions they have, not the ones you wish they had. Teaching a course in a neutral location outside of your office makes the audience a lot more comfortable.   At the start of the show, Madeline talked about how she developed her course, and how focusing on the learning niche has served her business well. We discussed how this strategy actually brings in other waves of clients who don’t even watch her content. We then covered the importance of actually solving a pain for people. We also discussed: How Madeline got authority and credibility from the university system Agent-to-agent referrals How to find your audience   In real estate, there truly are many great ways to generate opportunities and business. In the example of teaching a course, having ten 1-hour sessions with your prospective clients allows you to build a relationship and lets them consume your content. By “leading with the give”, the law of reciprocity kicks in, and you become an authority in their eyes. Business comes after that. When you combine authenticity with strategy or models, you’ll start to see amazing results.   InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level   Guest Bio- Madeline Dobbs is the founder of More Brandywine Valley Homes Team at Century 21 Emerald. She has a background in entrepreneurship and public speaking, and has leveraged those skills into a successful real estate business. Madeline is the author of How to Sell a House in 30 Days, and has developed courses for the public with the purpose of " demystifying the selling process". You can find more info at morebrandywinevalleyhomes.com

Technology is causing so many great changes that it can be hard to keep up with it all. What can you do to avoid being negatively affected by shifts in the industry? Is there a threat of our commissions being decreased? What changes might technology bring to buyer’s agents, and how do we adapt to an industry moving so quickly? On this episode, we talk about how agents can prepare themselves for what’s to come.   The experience we provide needs to not only be a “wow” experience, but a relevant “wow” experience. -Greg Harrelson   Takeaways + Tactics Real estate agents have to learn how to survive when there’s pressure on commissions. Right now, it’s better to have a smaller database with high engagement and high connectivity than a large database. Our primary value to the market isn’t negotiation-- it’s marketing and attracting the right types of buyers.   In the future, real estate agents might make less money, but this does not mean that the consumer is paying less. It means that the piece of the commission pie might get smaller because it’s being distributed amongst additional players. We’re progressing to a point where tech companies will have a bigger stake in real estate. There will constantly be new things coming in from technology companies that will make it easier for consumers, agents and tech companies to justify getting a small piece of the transaction. Agents will have to learn how to thrive when there’s pressure on commissions.   InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level  

In a hot market, skilled agents find themselves competing with less skilled agents for clients who may not be able to see the difference right away. How do you prove yourself when the consumer isn’t really looking for skill? Why is a down market actually a lot easier to grow in? How do you go about growing your market share when so many people want a piece of the pie? On this episode, we talk about what it takes to grow your business when the market is up.   Focus on the systems you have in place and make small tweaks. Then let the compound effect be the reason why you gain market share. -Greg Harrelson   Takeaways + Tactics In a down market the consumer is hiring for skills; But in a hot market they’re just hiring warm bodies. There are still plenty of transactions in a down market-- there are just fewer agents going after them. Don’t reinvent the wheel or focus on shiny objects. Double down on what’s working already.   In a hot market, you get more people with low skill sets flocking to the real estate industry because they think they can make some quick money. In a down market these people leave the business and the skilled agents are in much higher demand. In a hot market, we have more money to buy more shiny objects and open up more circles that we never complete. Those things become distractions that stunt growth. In a down market there are less distractions, and the agents with skill and experience rise to the top, especially when they focus on what works.

The question of a market correction or shift isn’t an “if”, but rather “when”. What is the sequence of events that follows a market shift? How can leaders prepare their followers mentally, financially and behaviorally for the change? How do you make sure you don’t just survive a correction, but actually thrive through it? On this episode, we do a crossover with Jeff Cohn from the Team Building podcast to discuss getting your business ready for a market correction.     You must have a road map. If you’re tracking your numbers and have good analytics, you’ll have that road map. -Jeff Cohn Takeaways + Tactics You need to be prepared for the next shift three years prior to it happening. When the number of transactions go down in your market, the number of contacts you make must go up. When you see a professional in an industry start to offload their listing inventory, it’s a good indicator that there’s something coming around the corner. Spend 80% of your time on lead sources that brought in the most business, and put 20% of your time into 2 or 3 other areas.   At the start of the show, we talked about how to prepare yourself and your team for a correction. Next, we talked about how you can go about making the proper adjustments right now, and why it’s so necessary to increase your contacts. We also discussed who a true leader should care about serving, and leveraging your team around the most important activities. We also discussed: The necessity of training Patterns of a successful business How to level up and find the best use of your time   When the market shifts, there’s going to be a period of denial and depression, followed by confusion and desperation. If you make the proper adjustments now, you can be prepared well in advance. When the ratios start to slip, you need to immediately start increasing your contacts and maintain a vehicle to generate buyer business. You want your agents focused on doing the highest-producing activity. This will likely be outbound prospecting via phone, meeting with clients to show presentations, and signing exclusive agreements. Leverage your team so that this is the priority.

Real estate agents tend to have an identity crisis from handling so many different facets of the business. Who are we supposed to be? And who does the consumer want us to be? How are we going to use data and predictive analytics to improve their experience of buying or selling? On this episode, Century 21 CEO, Nick Bailey talks about how agents should prepare themselves right now for the changes tech is bringing to the industry.     We have an opportunity to leverage technology to make the process a better experience for buyers and sellers. -Nick Bailey Takeaways + Tactics From the initial decision to buy or sell, the average transaction has 181 steps to close. Prospecting is 100% a contact sport. Go where the consumers are and engage with them. FSBOs are the lowest they’ve ever been, and they are lowest in the millennial demographic. Consumers value the relevant service that agents are bringing. We're going to see better usage of predictive analytics vs. trying to market to everyone the same way   At the start of the show, Nick gave a brief background of his career and we started talking about how technology and the internet are creating more confusion for agents, and how we can cut through this confusion. Next, we talked about how technology can be used to make the transaction process less daunting for consumers, and the importance of putting our focus on the consumer. We also discussed: The use of data and predictive analytics to anticipate the needs of the market How to prepare for the changes that are coming What’s causing the decline in FSBOs   Consumers are living in a world where technology has given them easier access to data and information, and this applies to real estate too. The conversation in our industry should be more about the consumer and less about what we want in the industry. Listening to the consumer is what will improve the way we use tech, communication, tools and services to help them. The future is going to be less about waiting to get a lead from Zillow and more about engaging and using predictive analytics to get into a relationship with the consumer even before they seek another source.      Guest Bio Nick Bailey is President & CEO of CENTURY 21. Find him on LinkedIn: https://www.linkedin.com/in/nick-bailey-7286bb10/.

Many agents start community Facebook pages that fail to gain traction and engagement. How can you build engagement and interaction on your community page? How do you go about trying new tools without losing your message? What lessons can real estate agents learn from one of the most successful real estate communities on Facebook? On this episode, we are joined by LabCoat Agents founder, Tristan Ahumada who shares on the techniques, mindsets and practices that have been instrumental in the success of LabCoat Agents.  We started a community based around a centralized idea of sharing systems, tools, and tech to help people get to the next level. -Tristan Ahumada   Takeaways + Tactics Content, consistency, and community are the key to success. Once you start giving content and value, it’s a matter of doing it everyday. If you don’t have an audience, you might as well just talk to yourself in the mirror.   Resources InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level   At the start of the show, we talked about how LabCoat Agents got started and what contributed to their organic growth and success. Next, Tristan shared on the techniques that will boost your engagement and how to take advantage of new tools without losing your message and your point of view. We also discussed: The importance of an audience The monetization piece The importance of leading with quality content and consistency When your main goal is to provide as much value as possible to your consumers, people will be attracted to your community. It’s all about starting with the end in mind by finding those people in the community you can trust to bring in and help you grow. If people don’t start sharing, you won’t get anywhere. It’s also important to have a solid name and idea of what you want it to be. No matter what, be committed to consistently giving to your audience every single day.   Guest Bio Tristan is the Team Leader at Tristan and Associates KW Realty and Creator and Co-Founder of LabCoat Agents. Go to https://www.labcoatagents.com/ or find the group of Facebook https://www.facebook.com/groups/labcoatagents.

The general industry looks at the ISA as someone who is only responsible for response time, but our guest has put a whole new twist on it. How can you elevate the ISA role so it can benefit your business even more? How can you run each department of your business like its own business? On this episode, we are joined by Aaron Rian who shares how he built a prospecting machine and a powerful internal sales team. Just because you’re good at selling real estate doesn’t mean you can run your business or that you’ll be good at everything. - Aaron Rian Takeaways + Tactics You can use ISA's to do more than just scrub leads or increase response time. ISA's can actually generate and set 98% of the appointments your virtual agents take. To branch out into certain areas like running ISA teams or building side businesses, you need to build your entrepreneurial skill set, not just your sales skill set.   At the start of the show, Aaron shared his team’s structure and distribution of virtual agents and in-office agents. Next, we talked about how his team uses the ISAs as the front end of their prospecting process, how to run each department like a separate business and why it’s hard to out-recruit a team like Aaron’s. We also discussed: Why being good at real estate doesn’t translate to entrepreneurial prowess Aaron’s team’s use of Transaction Coordinators How Aaron built a digital media agency By putting more training into your ISAs, you can get them to speak intelligently enough to the lead to get them interested in the company and interested enough in the agent that they want the appointment. Instead of seeing them as people who are in charge of your response time, think of them as the front end of your whole business. When you start to run each of your departments like they are standalone businesses, the performance, ROI and conversion rates will go through the roof.   Guest Bio Aaron is the Operating Principal at the Rian Group, Best Selling Author and Talk Radio Show Host. His clientele consist mostly of athletes, corporate executives and high net worth individuals from around the world. Go to http://theriangroup.com/ for more information or call 503-343-1666 with any referrals. Resources InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

Most agents think the only asset their business needs is their skill. How does this set you up for a business that requires you to always be on the hunt? How can you use content to position yourself as an expert and attract business this way? Why is it dangerous to go into real estate only looking out for yourself? On this episode, we are joined by Frank Klesitz who shares his insights on the smart way to get out of the grind. The asset is not how many people you know-- it’s how many people know you. - Frank Klesitz Takeaways + Tactics You can scale a message, but you can’t scale a relationship. Attention is an expensive thing to earn. Your content doesn’t have to be ground breaking-- it just has to come from you in an authentic way. Resources InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level   At the start of the show, we discussed how the word “grind” is just a perception, and the importance of starting to plan for your future right now. Next, we talked about how to define a real asset in business. Towards the end, we talked about how to go about finding content topics and what it takes to create valuable content. We also discussed: How to monetize the “no’s” How to get people to spend time with you online The drawbacks of one-to-one prospecting When you go from agent to entrepreneur, one of the key things you realize is that you have to build an asset that goes beyond your skill. The real asset is how many people know who you are, spend time with you, and trust you. If you want to be successful, start scaling your message in some way, and get good at publishing and making people spend time with you online. Think about being an expert provider of really helpful content that’s so good that people would be willing to pay to receive it. The real asset in business is a thriving audience of people who want to buy what you sell. Guest Bio Frank Klesitz is the CEO and co-founder of Vyral Marketing. Go to getvyral.com for more details.

We’re all leaders because we lead ourselves. Why do you have to be a good self-leader before you’re qualified to lead others effectively? What makes someone a great leader? On this mini-episode, we talk about how to be a better leader, and the secret so few people know about leadership. Takeaways + Tactics You have to be an effective self-leader before you lead others because it gives you credibility. If you’re having trouble leading others, you have problems with self-leadership. You must be the example for other people to follow.   A lot of people have a hard time attracting loyal followers because they weren’t followers themselves in the first place. They don’t lead themselves, and that makes it impossible for them to lead others. The truth about leadership is you become better by becoming a great learner, and a great player who follows a great coach. It all starts with you, so ask yourself if you’re a great follower of the things that you say and if you have integrity with the things you tell people do. Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Like it or not, every company has a culture. How do you build a good company culture intentionally? How can you become a community expert in your market? On this episode, we are joined by agent and team co-broker owner, Rett Harmon, who shares on how to be authentic and how he was able to build a company he enjoys.   You need to be same person that you are online as you are offline. - Rett Harmon   Takeaways + Tactics Company culture is either built by design or by default. Owning the market starts with owning the minds of your community. When you’re authentic, you attract people who really fit in with your culture. At the start of the show, Rett shared his team structure and how every business has a culture either built intentionally or unintentionally. Next, we talked about how his team uses community content to position themselves as experts. Towards the end, Rett talked about the importance of being a consistent brand. We also discussed: How to know if your community content is effective The importance of authenticity Developing an intake criteria for your recruits Building and sustaining a culture is all about authenticity, and that starts with how the leaders show up and present themselves. If who you are online is different from who you are offline, that inconsistency will show. You don’t have to be everything for everyone, but you do have to find your own lane and own it. Invest in people who share the same values as you and your team. All these things are necessary as you design your team culture. Guest Bio Rett Harmon has been a licensed real estate professional for 15 years in the both Georgia and Alabama. He is both an active agent and co-owner of CENTURY 21 Novus Realty. Go to https://www.c21novus.com/ for more information.   Resources InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

This is the time of the year where we evaluate the market for potential risks, and a huge one right now is the risk for low inventory. Why is it so important to plan ahead for these events? How do you fortify yourself from the eventual reduction in inventory? On this episode, we talk about the importance of being ready for potential market risks. When I’m already solving a problem that doesn’t yet exist, the problem never appears. -Greg Harrelson Takeaways + Tactics There’s a lot of quick, easy money on the buyer’s side right now, so people don’t think they need listings. If the market continues to rise, sellers are going to slow the pace of houses on the market because they are playing the market for appreciation. The two most effective ways to generate leads in a low-inventory environment are expireds and FSBOs. The goal in business is to always start working a plan as if an upcoming obstacle is there now. You have to set up the systems right now to combat the risks when they do appear. Just because there’s a lot of buying happening right now, don’t fall into the trap of not building up your listings. If inventory to sell runs out, you’re in a better position if you’ve been cultivating listings. Right now, you have a good story to tell sellers in prospecting which is that prices are increasing and inventory is low, so their house could be worth more. That’s a winning script.

 The majority of real estate agents are in survival mode. How can they get out of that mindset and take advantage of the good condition of the market? Should you be spending more money on expanding, or putting money away for the market correction? On this episode, we are joined by agent, coach and founder of Real Estate B School, Lars Hedenborg who talks about taking the entrepreneurial approach to real estate, and being intentional with your money.   Money in the bank is the most lagging indicator you can track in your business. - Lars Hedenborg Takeaways + Tactics You only need to track six metrics in your business. In a down market, your activities may not work as well, so you have to increase your level of activity. If you're not having 100 meaningful conversations a week, you're not going to be able to scale. At the start of the show, Lars shared how he got started and what’s going to happen to the real estate market when the market shifts. Next, we talked about the importance of being a good steward with your money, and how to position yourself. We also spoke about the 6 numbers you should be tracking, and why tracking everything will solve the upcoming problems real estate businesses are going to face. We also discussed: How to adjust your activities to increase your ratios Direct response marketing Why you need to take your ego out of the equation When the market shifts, the real estate industry is going to shrink. If you play your cards right, and save money right now when the market is great, there will be many opportunities on the other side. A lot of agents throw money at other things instead of taking advantage of this market to put some cash away. Don’t follow that tide. Decide to be a steward of a good market and prepare financially for what’s coming. Get your core systems in place and track your numbers religiously. When you do, you’re going to see your own ratios start to shift, and you’ll notice the market is shifting before everyone else. Guest Bio- Lars is a broker/owner, coach and founder of Real Estate B School. For more information, go to realestatebschool.com, for a strategy session go to rebsstragysession.com and to find out about their next event go to rebslive.com.  

Developing talent is an important part of going from agent to entrepreneur. How do you connect with your talent on a level that actually resonates with them and their needs? What are the three things we track to make sure what we’re doing is actually working? How do you check in and stay in contact? On this mini-episode, we talk about developing talent, helping people grow and building top producers from scratch. Tracking our numbers is going to tell us how we’re doing with our lead generation activities and the conversations we’re having. -Greg Harrelson Takeaways + Tactics If you can leverage a person’s strengths, you can get to revenue more easily. You’ll be able to leverage their strengths faster than you can strengthen their weaknesses.   Every transaction is going to come from a conversation. Most people’s first instinct when it comes to developing talent is to try and get people emotionally invested and fired up by the possibilities they see for that person. What you should actually do first is connect with them on what’s important to them. Honor them by showing that you actually want to know them. When you get into their world you will understand them better. When you do that, their mindset changes, they gain confidence and they become more coachable. This will get you to more income, faster.

Most people spend so much time working “in” their business that they don’t get to work “on” it and fail to grow. What strategic structures should you put in place if you want your business to generate more leads and referrals? How do you stop putting out fires and actually start working towards growth? How can you put your marketing on autopilot? On this episode, we do a crossover with Local Domination podcast host Doren Aldana to answer these questions. The best referral partner is someone who your ideal client is talking to, working with, or building a relationship with before they talk to you or have need for your services. - Doren Aldana Takeaways + Tactics When thinking about referral partners, consider: Who has the highest capacity to send you the most leads most often? Who is working with your ideal clients before they start working with you? Always carve out time to work on your business, not just in it. The contacts in your phone are a database already. At the start of the show, Doren shared on the 3 buckets of business success and the importance of remembering that you’re in the marketing game. Next, we talked about finding referral partners and how to build a database if you don’t have one. Towards the end, we talked about how to focus less on putting out fires and more on creating a long-term vision. We also discussed: How to maximize your repeat and referral business Working “on” your business vs. working “in” your business How to mine leads from your social circle If you want to grow with the future in mind, you have to remember that “Return on Time” can be even more important than “Return on Investment”. If you actually want a business that sets you free, spend more time working on it-- not just in it. One of the most powerful things you can do is set up a system that takes people from suspect to prospect, prospect to client, and then from client to evangelist. Guest Bio- Doren is an entrepreneur, host of the Local Domination podcast and the founder of Testimonial Engine. Go to http://mytestimonialengine.com/ for more information.  

A lot of agents focus too too heavily on how much they are earning, rather than the number of transactions they are doing. Why is this a big mistake? How do you do outbound prospecting in high volumes? How can you undermine your competition to become the top agent in your market in 5 years? On this episode we talk to the Beast Mode prospector himself, James Festini. There’s only two ways you’re going to make money in this business. You’re either going to go out and get your money or you’re going to spend money to have it come to you. - James Festini Takeaways + Tactics The magic formula in real estate depends on how much money you’ve got to spend. There’s a right and wrong way to work in real estate and it has a lot to do with your scripts. The end game for most logical real estate agents would be to get enough money to start buying real estate. At the start of the show, James shared how he got started and how he was able to pack up his business and move to another town. Next, we talked about how to overcome the resistance to prospecting, and why he doesn’t want to be passive about getting leads. Towards the end, he shared why you need to become a human pop-up ad. We also discussed: Goals for 2018 The end game for most logical real estate agents Chasing transactions vs. chasing commissions How to get on the fast track to success It is possible to triple your income through strong branding and intense prospecting. Such action is going to cause a massive breakthrough in spite of yourself, because of the sheer volume of contacts. You’re not going to overcome your prospecting fears sitting in your office thinking about them. You actually have to get into action and realize your fears weren’t real in the first place. To really succeed, your goals should be oriented towards number of transactions rather than how much you earn. Guest Bio- James is an agent who has been serving Southern California since 1993. To get in touch, email [email protected]. To watch his coaching videos go to http://youtube.com/jamesfestini or follow him on Twitter, Instagram and Snapchat. Resources- InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

There’s very little content creation in local markets in the real estate field. How does good content marketing set up your authority and generate long-term business? What drawback of sales does content solve instantly? How does good content get lost in bad titles? On this episode, we are joined by best-selling author and content marketing guru, Dave Kerpen, who shares his practical tactics to becoming an authority in your market. Content is this amazing way to demonstrate who you are, your reputation, your credibility, your knowledge and your expertise to so many more people at once. - Dave Kerpen Takeaways + Tactics Sales can only scale so much because you typically talk to one person at a time. With content, you can prospect to hundreds or thousands of people at once. Your content should do one or more of these things: educate, entertain, and inspire. Your title needs to be emotion-invoking and action-driving.   Take off your marketing cap, and put on your consumer cap. Ask yourself what would make you take action as a consumer. Then create that content. At the start of the show, Dave shared why content marketing is the ultimate strategy for touching more than one person with one piece. Next, we talked about the effect content can have on a real estate business, and how you can get the attention of property owners. Dave also gave content ideas for real estate agents who want to establish themselves as local authorities. We also shared on: How much time you should commit to content marketing The importance of a very strong headline that delivers on its promise The power of LinkedIn Media used to be magazines, TV networks and newspapers. Now YOU can be the media and put out content that positions you as an expert and authority. Content marketing gives us so many opportunities to stand out, but very few take advantage of this. Use your content to make it easier for you to be likeable and remarkable. It will represent who you are and build a brand that will carry you into other businesses, careers and opportunities. The ultimate ideal is to be the definitive resource for your target market. If you do it right and you don’t give up early, it will become a lead machine for you. Guest Bio Dave is the chairman of Likeable Media, a NYT Best Selling Author and a Global Keynote Speaker. Learn more about him on https://www.linkedin.com/today/author/0_3Rybz0r6MIU0pCkbHDrMi8?trk=mp-details-footer-follow.

We’re in the most over-trained and over-skilled business, but people still aren’t doing what they need to do to succeed in real estate. What’s holding people back from growing in the business? How do you transition from managing people to managing the systems that manage the people? Why does everything start with trusting yourself? On this episode, we are joined by superstar coach, Jon Cheplak who shares on the critical pieces that drive productivity and profit in a real estate business. People don’t believe what they’re told-- they believe what they experience. Create an experience of what it’s going to be like when they join before they join. -Jon Cheplak Takeaways + Tactics The ceiling of a company or team is their capacity. Trust yourself and pour your energy into your own systems and processes before you do anything else. It takes 14 contacts on average before an experienced agent makes a move. At the start of the show, we talked about how leverage creates the freedom to scale up. Next, we talked about the relationship between trust and capacity, and how to get people to trust you in a tense environment. Jon also talked about the importance of going into response mode and not reaction mode when things don’t go right. Towards the end, we discussed why developing leadership is such a tough job, and why you should ask how you’re going to replace yourself in your business. We also spoke about: Why you need attach to the process and detach from the outcome Filters for an incoming agent Why revenue producing leaders have to be recruiters Finding people to work for you is easy, but finding the right talent that you can train to become leaders in their own right is hard. When you can find someone who demonstrates commitment and grit, you’ve found an important resource. When you trust yourself and pour yourself into your system, it’s inevitable that other people will trust you and your process too. People who are happy with your leadership work better, won’t leave you and will actually recruit for you. Recruiting is an inside-out job before it’s an outside-in job. How you carry yourself and communicate with others will play a large role in attracting talent to your team. Guest Bio Jon Cheplak is recognized for his success in real estate leadership and recruiting. He’s a speaker, coach, trainer & consultant for top real estate companies. Go to www.threesecretstoprofits.com for access to Jon’s resource of building profit, or go to http://www.cheplaklive.com/ for more information.

Most entrepreneurs think the best way to learn is to consume as much knowledge as possible, but the greatest learning comes from taking aim and getting into action. Why is “failing forward” such a powerful teacher? Why is it so important to hire an assistant now, instead of later? On this episode, we are joined by Adam Hergenrother who shares the mindsets, actions and behaviors that have been instrumental to his success. There’s never going to be a perfect time to hire an assistant. -Adam Hergenrother Takeaways + Tactics When hiring the right people, it should create a value of both time and money. There’s no real learning without experience Confidence is an asset At the start of the show, we talked about how Adam got started and the amazing story of how he turned his life around. Next, we talked about the importance of being willing to invite failure if you want to move forward. Adam also talked about why there’s never a perfect time to hire an assistant, and the one thing that gets in the way of the growth of entrepreneurs. Towards the end of the show, we discussed how to build up the emotional fitness to handle the problems that will come your way as you grow your business. We also discussed: The factors that make hockey stick growth possible Why confidence is an asset Why there’s no real learning without experience The chemistry of a transformation You are better off taking a shot and learning from failure than you are analyzing and never making a move. Success looks like a whole series of failures, so learn to invite failure. The good stuff’s on the other side! The only way to get hockey stick growth is to invest in the platform of models, systems, accountability and the x-factor: people who execute. To get to the next level, you must be all-in. Guest Bio Adam Hergenrother is Founder and CEO of Adam Hergenrother Companies. In less than ten years, Adam has built this rapidly growing company through his commitment to thinking big and never giving up. Fearless and purposeful; unconventional and systematic, Adam sets a seemingly impossible goal then quickly gets to work on closing the gap to achieve it: no limits, no regrets. Go to herggroup.com for more information.

A lot of team leaders make the mistake of obsessing over who is consuming their coaching content. What metric should you actually be paying attention to? How do you get people on your team to buy into your coaching? If you want to level up, do you bring on more people or do you go deeper on training the ones you have? On this episode, we are joined by Tom Cafarella to discuss how he can get his brokerage to reach their goal of doubling their conversion ratio. You have to lead the current people at a higher level, before bringing in more people to lead. -Greg Harrelson Takeaways + Tactics The first part of script memorization is muscle memory When coaching: Be attached to what you’re delivering, not what people are consuming. Set standards based on an agent’s activity-- not an agent’s production. At the start of the show, we talked about how Tom built a machine of motivated seller leads, and why the first key to success is taking action. Next, we talked about a process for memorizing a script and how to create validation by investing in a few select people. We also discussed why it’s necessary to have 10 people buy into your coaching. We also discussed: Why the coach has to appear first Why you should change up one thing in your accountability system How to coach the people you have at a higher level Tom’s lead sources When you are trying to level up and increase your conversion ratio, hiring doesn’t solve the problem. You have to lead your existing team members at a higher level first. It can be easy to get caught-up obsessing over whether enough people are consuming your coaching. As the leader, ask yourself what activities are going to make the agent successful and hold them to those activities. If they’re not willing to live up to at least one small standard, you need to talk to them about whether they’re a right fit for the company. Guest Bio Tom is the owner/broker of Cameron Real Estate Group. He is an investor, trainer, residential team leader and seller lead gen expert. "Cameron Real Estate Group was founded in 2004, and began working with homeowners facing mortgage related issues in 2007 when the Boston real estate market began its decline. For more information go to http://www.tomcafarella.com/ or Realestateinvestingiseasy.com.

People are looking for a method of lead generation and prospecting that feels comfortable to them. However, this comfort is dictated by bias---not reality. How do you get inspired to make a breakthrough in your resistance to prospecting? Why do people struggle to say they are salespeople? How do you use contribution to get over the monetary motivation? On this episode, we discuss the real reason people resist prospecting and how to overcome it. I got over a resistance to prospecting when I changed my perspective. -Greg Harrelson Takeaways + Tactics Contribution goals can be more effective than monetary goals. People don’t want to say they are a great salesperson because they associate sales with something bad. Change your goal from “how much money you want to make” to how many families you want to help and that will make the job about contribution. At the start of the show, we talked about why people are always looking for a lead generation method that feels comfortable. Next, we talked about the power of shifting your mindset if you want to get better at lead generation. We also talked about why people don’t want to be associated with being good at sales. We also discussed: How to change your goals from money to contribution How to change your perspectives of prospecting activities It is impossible to successfully overcome hesitation towards prospecting and lead generation without a mindset shift. For most people, the resistance comes from wanting to be comfortable and not wanting to face the limiting beliefs they have about selling. When you change your goals from “make money” to “make a contribution”, you will overcome the fear of being good at selling. When you change your perception of that activity, your comfort level will greatly increase. Resources InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level  

For most people when the market drops, their cash flow also drops. How do you build a business that can allow you to prevail through a downturn? Why is it so important to learn the steps of business the right way? How do you make sure you’re reserving enough time to work on the business and generate leads? On this episode we are joined by Kevin Mills who shares how he’s been able to continuously double his business.   Skill is less desired in a hot market because the market will sell the property anyhow. -Greg Harrelson   Takeaways + Tactics - 95% of your business is going to come from follow up so put time towards that. - Prep time is a servicing task, not a generation task. - As you do more years, typically the percent increase goes down. At the start of the show we talked about how Kevin got started and what motivated him. Next we talked about why his way of doing business is so duplicatable and predictable. We also talked about the importance of learning the system the right way, and why optimizing is so important. Towards the end of the show, we talked about the importance of constantly increasing leads, and what keeps Kevin motivated. We also discussed: - Why skill becomes more crucial in a downturn - The importance of follow-up - The difference between servicing tasks and generation tasks - The process of mastering the dialogue It is necessary to learn the system of running a successful real estate business the right way. Doing so will give you a nice trajectory and high volumes. Doing business the way Kevin has done it won’t just mean that you’re profitable now, but that you’ll be sustainable for the future, even when a downturn takes place. If your strategy is based on paid leads and your cash flow drops, you’ll have less money to invest in the lead flow which can knock you down if the market shifts. Guest Bio Kevin Mills is a North Myrtle Beach Real Estate agent in the CENTURY 21 Greg Harrelson team. Go to http://www.c21theharrelsongroup.com/ for more information.

With everything happening in the world right now, the consumer is more distracted than ever. How can this cause a shift in momentum in the market? How do you offset the potential losses? How do you bring attention back to what’s important and have the right conversations with your clients? On this episode, we discuss how to maintain momentum, even when people are focused on everything that’s happening in the world. When the distraction of the consumer increases, the answer for the agent is to actually decrease distraction and increase their number of contacts. -Greg Harrelson Takeaways + Tactics There are distractions you can control and distractions you cannot control. Right now, the market is so good that it’s even rewarding people who aren’t skilled or efficient. Media companies monetize distraction. Don’t communicate about the transaction, communicate the motivation. At the start of the show, we discussed the various things that are distracting the consumer, and what it has to do with the news. Next, we discussed what would go wrong if the both the consumer and the agent are distracted. We also talked about the power of showing people that you really care, and that you want what is best for them. Towards the end of the show, we talked about how people attract business by treating people like they are already your clients. We also discussed: How to get better at asking good questions and listening How to increase your activity when the market slows down How distraction creates inactivity Distractions give people a sense of uncertainty. When people feel uncertain, they tend not to make a lot of decisions. If the consumer’s distraction and inaction is coupled with the agent’s inactivity, this can have a huge impact on the market. As an agent, it is your job to limit distractions by having better conversations. In the face of a distractions, keep your client focused on their motivation. Remember: people’s motivation isn’t “to sell a house”, but to acquire the benefits that come along as a result of the sale. If you want to succeed in this distraction-laden market, decrease distraction in your interactions and increase your number of contacts.

Real estate is changing. How do we evolve and position ourselves for what’s to come? What systems are critical if you want to build a listing machine that gives you a steady supply of leads? How do mindset, marketing, systems, and conversion play into building a powerful listing machine? On this episode, we are joined by top producer and author, Hoss Pratt, who shares on building a machine that generates consistent leads and how to convert those leads into signs in the ground. The key in marketing is differentiation: the unique advantage separating yourself from everyone else. -Hoss Pratt Takeaways + Tactics If you go into the meetings knowing what makes you different, you will present yourself with confidence. In the seller appointment, you want to create doubt in the seller’s mind of going with anyone other than you. Never get into specific detail of every single thing you do because it leads to confusion, questions, and can be overwhelming, which leads to inaction. If you want to build the machine start with and focus on the niche.  At the start of the show, Hoss talked about why it’s important to generate your own leads, without having to buy them. Next we talked about the power of knowing the value you bring to the marketplace, and how to communicate it effectively through marketing. We also discussed the importance of being able to control the conversation without confusing the client. Towards the end of the show, Hoss discussed why success starts with a niche. We also shared on: The 4 components listing machines need How to convert opportunities into listings The importance of a CRM Why you need a business plan The first step to building a powerful listing machine is finding your niche. Learn to work it and master the skills until you dominate it. Having this information and being confident in what you bring to the table will reflect in your presentations. When you have confidence and a defined niche, you now have the message to communicate through marketing. If you’re going to build a listing machine, you have to have a model to follow. This starts with a clear vision. You want to be so focused on that vision that you’re obsessed with it. Guest Bio Hoss is a nationally known authority when it comes to lead generation and lead conversion. He has demonstrated, and proven time and time again during his stellar 12 year career that using his revolutionary strategies can move brokers and agents from stuck to super-charged in just months. What separates Hoss from all other coaches, real estate trainers, and so-called ‘gurus’ is his ability to get results FAST. He’s presented over 1,100 sold-out webinars and online events, conducted over 1,300 live seminars in 48 states, knocked on over 100,000 doors, made over 200,000 prospecting/sales calls, presented at 2,150 kitchen tables, and personally trained thousands of successful agents and industry professionals. Go to hosspratt.com for more information. Download Hoss’ book Listing Boss here listingbossbook.com.

A lot of people in real estate hate to be known as salespeople. How do you become a salesperson known for being caring not manipulative? Why is cold calling still alive and well? What is sales EQ and how is it effective when it comes to getting the results you desire? Why is tracking your time so powerful? On this episode, we are joined by author, speaker and sales expert Jeb Blount who shares insights from his books. Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount Takeaways + Tactics Track your time in 3 basic buckets: trivial things you do, important things you do and impactful things you do. When you walk up to someone who’s not expecting you to call them, it’s a cold call. Sales EQ is about managing your own emotions while influencing the emotions of other people. Track your numbers so you’re not delusional. At the start of the show, we talked about the basis of financial prospecting and the power of time blocking for prospecting. We also discussed the 3 things holding people back from prospecting and how desire trumps procrastination. Next, we talked about the 5 things a client will want to know about you before they hire you. Towards the end of the show, we discussed how not having people to sell to makes you desperate and lowers your likelihood of getting more clients. Jeb also shared on: Why tracking your time is so necessary The biggest predictor of a client’s propensity to do business with you How Sales EQ affects the consumer’s experience The power of managing your emotions Everything that’s holding you back in prospecting is self-imposed. When you overcome perfectionism, procrastination and paralysis you can get yourself through the door. For an agent to win over a potential client, they have to check the following boxes: do they like you, do you listen to them, do you make them feel important, do you get them and their problem, do they trust and believe you? The biggest predictor of their propensity to do business with you is their emotional experience. If you can control your emotions and influence theirs, that’s sales EQ. Remember, confidence and passion are the two greatest and most important emotions in sales.   The person with the greatest control of their emotions, has the highest probability of getting the outcome they desire. Ultimately, the sales EQ process enhances the customer’s experience.    Guest Bio: Jeb is the founder of global training organizations including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums. Go to https://jebblount.com/ for more information. Find Jeb on Youtube, follow Jeb on Demand on Facebook, and follow @salesgravy on Twitter and Instagram.

It’s easy for teams to overlook the importance of good on-boarding.What are some reasons to make sure you do it effectively? How do you choose the right CRM for your team? How can part-time agents be a part of your team? On this episode, we talk to Century 21 Team Leader Mike Ferrante who shares how his team has leveled up. We’re using every bit of technology we can get our hands on. -Mike Ferrante Takeaways + Tactics Put your weekly tasks into concrete numbers and schedule them. Avoid vague metrics. To choose a CRM, start with a clear vision of the end result you want. Where you put your money is often what determines the success of your transition from agent to entrepreneur. At the start of the show we talked about Mike’s history, his team set-up, and having part-time agents on his team. Next, we talked about the role of technology in Mike’s team communication, lead distribution, as well as finding the best CRM. Mike also spoke about: Why you need to invest in your business The power of leveraging your team manager Why on-boarding is so important When you invest in your own business, the returns are going to be much higher than investing in any other venture. Where you invest is where you get the results. When it comes to finding the right CRM, it’s all about being clear on the primary function and knowing the end goal that you want. You also want a tool that people will actually use, not one so complex that most of its functions go untouched. Guest Bio Mike is the owner of the 21 Mike team. Go to 21mike.com for more information, or call 216.373.7727.

 When people have too much confidence, disaster shows up. How do you make sure you’re growing for the right reasons, and not scaling up to your detriment? What is the right way to invest in more time for yourself? How do you make sure you rise up when things aren’t going well? On this episode, we talk to top C21 broker Terry Swanson about building a sustainable organization. It’s not about growing for growing’s sake, it’s growing for the right reasons—for the right mission and vision. -Terry Swanson Takeaways + Tactics It’s not about taking time off. It’s about adding time for yourself. Growing on credit lines isn’t the way to go, as you don’t have control over interest rates. It doesn’t matter how far down you get. You can dig yourself out. At the start of the show, Terry shared on his team dynamic and the lessons he learned when he was running his business the wrong way. “I wasn’t running the business, the business was running me.” He shared the mindset change he went through, and why it’s so important to document what’s happening in the market. Towards the end of the show, Terry shared on the importance of growing for the right reasons. We also discussed: How his company went bust The coaching structure that can attract agents Why growing on credit lines isn’t a good idea The biggest mistake we make is feeling like we have to be engaged all the time in order to give ourselves the best chance of success, but we end up engaging at a low level and it sucks away the opportunity to be hyper focused. The solution is taking the time to invest in yourself, and seeing taking time off as a good thing, not something that takes away from your business. As a leader, if you can coach life, the business will actually become easy from that point onwards. Guest Bio Terry Swanson is a real estate agent affiliated with CENTURY 21 Results Realty Services, located in Cumming, Georgia. To get in touch, go to c21getsresults.com  or email [email protected].   Resources InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

Ever wondered if you could make the transition from Buyer's Agent to Mega Listing Agent? In this episode, Jeff Lesley shares how he made the transition from overworked buyer's agent to a listing controlled business AND how he is now only earning more income while enjoying more time off. The best thing about Jeff is that is explains how simple the transition is when you make the commitment. If you're not getting those initial listings and the price reductions upfront when the inventory doesn't sell, you're just going to be sitting dead in the water. - Jeff Lesley Takeaways - To make a successful transition, you need to be consistent and disciplined. You must also lead generate every day, or no one is going to hire you. - Keep it simple and track your leads carefully. Sometimes it's as easy as buying index cards. - Perfectionism can sometimes hinder you. If a method doesn't work for you, change it. Don't give up on it altogether. We started off with the story of Jeff's own transition from a buyer’s agent to a listing agent and how he realized his potential. Jeff shared that his profitability decreased initially and we explained why this is normal and it's the beginning to quantum growth. Afterwards, Jeff explained how he takes leveraging to the next level and why adopting new strategies and techniques really helps you level up. Jeff then discussed his experience with the hardest part of the transition and his own routine with building up a discipline with lead generation. From his experience, Jeff has learned to be very heavy on lead follow-up, as this has generated a lot of success for him in the past. Then, during a discussion about staffing, Jeff pointed out the importance of a good staffing structure and delegating tasks appropriately. Jeff then shared his plans for the future and how he wants work on both his prospecting and staffing culture, as he believes that will help him level up. Finally, we talked about how you can focus your efforts towards achieving your yearly goals. We also discussed: - Leveraging as a listing agent vs. leveraging as a buyer’s agent - How to overcome artificial ceilings - Discipline and persistence in lead generation - The importance of good customer service - Overcoming the ''this doesn't work for me'' mentality - Seeking a high return on time as the mark of an entrepreneur - Dominating a downward-trending market Any change will always come with setbacks in the beginning. If you only break even in your first days after transitioning, don't worry. This is a necessary step while you build your infrastructure and build new habits. Stay consistent and committed to the transition and success will follow. Guest Bio Jeff Lesley is an experienced realtor, who has lived and worked in Wilmington, North Carolina for 14 years. He has a vast knowledge of the local real estate market trends and he always puts the wellbeing and happiness of his clients first. With a Masters degree in Business from UNCW and with a wealth of experience, he is now an award-winning realtor with Century 21 Sweyer & Associates. Jeff is also a big fan of giving back and currently serves on the board for Special Olympics of New Hanover County. He is also an active volunteer in fundraising opportunities to help his local area. He's also a member of the Wilmington Rotary Club, the oldest and largest civic organization in Southeastern North Carolina.

Many real estate agents prospect for appointments but end up fearing the appointment itself. Why is that? How can we overcome our fear of rejection and make it work for us? Can building a boring day-to-day life really make us successful? In this episode we reframe rejection and boredom as the key to success. If you will go ahead and master the listing presentation first, then you're excited to make the call. - Greg Harrelson Takeaways + Tactics - Agents gravitate toward buyers to avoid rejection and limit their personal growth and their business all at the same time. - Even when you lose a listing, sellers aren't rejecting you, they are rejecting your WORDS - something you said during the listing consultation. - Boredom is about YOU. Change your focus to the people you are serving and you won't feel boredom. Resources- InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level First we talked about building a career out of prospecting and the newfound prospecting generation with real estate agents. We also discussed the benefits of prospecting and its sticking points. Next, we talked about why some people subconsciously avoid prospecting and getting a listing appointment. We agreed that by mastering the listing presentation, then you’ll be less hesitant to get on the phone and get that appointment. We also mentioned how empathy and creating a prospecting ritual can not only benefit the client but also the agent themselves. Finally, we mentioned how appreciation for that style of work grows over time as you get more and more committed to your prospecting ritual. On this episode we also discussed: How failure to follow up can lead to losses Overcoming the fear of rejection The importance of consistency Sustainable boredom and its benefits Minimizing distractions through rituals and much more It’s critical to be consistent and persistent at the same time. Rejection is something we will all have to face at some point - so it's important to reconsider the way we think about being rejected and focus on how to avoid that rejection for the next listing. And when we talk about consistency, most of the time, boredom has to be a part of the conversation as well. Being boring is now a sustainable choice and a sensible solution for a business. It's all about installing some variety in your boring day-to-day activities. Mastering that balance and shifting your perspective on rejection and boredom can be a solid way to get more listings and build a successful real estate business.  

There is value in treating your team like your own clients. How do you bring world class value to the people who work for and with you? What is the agent-in-training program and how does it help people find their roles? What are the three pillars you can build into your team recruitment? On this episode, we are joined by Todd Tramonte, who shares on team management and using radio as a direct response marketing tool. You can only do branding on the back of direct response and lead generation -Todd Tramonte Takeaways + Tactics - Put people in specific roles where their "stress-response" is the right response for their role. - Use an "Agent-in-Training" model to help people get into their proper role and make mistakes in a low-pressure environment. - Before you provide leads to team members, you need to decide what kind of team you want. At the start of the show, Todd shared on his systems, and how he identifies people’s spectrum of giftedness. Next, we talked about the agent-in-training program and why it’s so important to help people fit into where they are most talented and effective. Todd also talked about how his company uses radio for direct response and not for branding. Towards the end of the show, he shared on targeting through radio. We also spoke about: - The three pillars he puts into his recruitment - Serving and delivering value as a leader - How to lead companies that people love staying in When it comes to recruiting the right people, it helps if people start out with that desire and hustle on their own. There’s always an opportunity if someone is great. As a leader, you have a responsibility to provide value to your team members, and looking at team members as clients you have to serve and deliver value to, not because you’re afraid of losing them but because it’s your duty as a leader. If you lead your company this way, people are going to love working with you. Guest Bio Todd Tramonte is well known as an innovator and leader in the areas of real estate marketing and sales. His passion for education and commitment to excellence are trademarks of his leadership of both his company and his clients. Todd is the author of the Amazon.com #1 Best Seller The New Rise in Real Estate and Live Free, The Art of The 2 Year Flip which is currently in its second printing and available on Amazon for Kindle. Todd and his company have been seen on HGTV, Discovery and Travel Channel as well as in the Chicago Tribune, Dallas Morning News, Examiner, People News and USA Today in addition to countless online news sources, radio interviews and blogs. He is also the Real Estate Expert for WBAP AM 820 and KRLD 1080's Texas Home Improvement show which airs across Texas on numerous stations in numerous markets. Go to http://www.dallashomerealty.com/ for more details.

The three reasons people get into business are the very three reasons they fail out so quickly. How do you make sure the freedom actually leads to productivity? How do you find your highest leverage when it comes to time? Why is it so necessary to commit to some kind of schedule? On this episode, Jan Pitman shares her expertise and goes into detail about going from agent to entrepreneur. "Not everyone wants to do a hundred deals and that’s okay." -Jan Pitman Takeaways + Tactics - 7 inbound calls would convert much better and much higher than 30 outbound calls. - People get into business for freedom and flexibility, to be their own boss, and for unlimited income. - One of the best ways to develop talent, and get the most out of people is by being an example. At the start of the show, we talked about how Jan got started and why it’s important to collect data, and how to go about calling expireds and FSBOs. Jan also shared what her days look like, how she keeps her database engaged and how she was able to find the most valuable skill she can leverage. We also discussed the importance of ramping up your outbound lead generation, and towards the end of the show we talked about making sure the freedom of business doesn’t affect your productivity. We also spoke about: -Developing multiple income streams -Why it’s okay not to want to do 100 deals -Why ritual is all about consistency -Why you have to focus on some kind of process People get into business because they want freedom and flexibility, to be their own bosses, and to get unlimited income. Ironically, those are the same things that actually ruin their businesses. After you get your license, freedom is earned by the activities you actually engage in. For that to happen, you have to focus on some kind of process. Do an activity that generates income, allows you to leverage yourself and also educates your team at the same time. Guest Bio: Jan Pitman is a Myrtle Beach Real Estate agent from CENTURY 21 The Harrelson Group. 843-424-2545 or email [email protected].

A lot of leaders don’t want to create leaders because the attention will go away from them to other people. Why is it so necessary to be driven by developing talent, and how can you make sure the information and value you’re giving translates to execution? On this episode, Pat Hiban joins us to discuss upholding culture in virtual teams, how lead generation has changed, and the power of taking your people to the next level. Great leaders aren’t going to go to work for someone who is a worse leader than they are. - Pat Hiban Takeaways + Tactics - Once you win the race to contact, it comes back to skill. - There’s a huge difference between self-leadership for your passion, and self-leadership on something you’re not passionate about. - When it comes to responding to leads, the proper response time is real time. At the start of the show, we shared on developing talent and the importance of getting people to execute on the information available, and why leaders need to determine their true intentions and the essence behind what they do. We also discussed why great leaders will only work for great leaders, how leadership affects retention, and whether proximity is important in companies. Towards the end of the show, We also spoke about: Why successful expansion boils down to leadership Managing relationships in virtual companies How to teach self-leadership to someone who doesn’t have passion Whether it’s getting harder to build relationships cold The process of getting a lead is text, email, phone and appointment. Shortchanging this process puts you at risk of losing the relationship altogether. As a leader, it’s your job to hire good people and grow them, and make sure all the information you provide turns into action and results. Expansion only works if the person you hire on the other end is dynamite. The purpose of all the new things that are out there is to improve conversion, but they still need relationships to be effective. You’re still going to need to get more people into your ecosystem by picking up the phone and making the calls. To win, remember the competition is on speed first, then on skill. Guest Bio Pat Hiban is an Author, Speaker,Podcast Host and Co-founder of GoBundance. Pat Hiban Interviews Real Estate Rockstars is a top-ranked, 3-day a week real estate podcast, hosted by billion dollar agent Pat Hiban, interviewing the best of the best in and around the real estate industry. After building a team of over 50 members and making millions in the real estate sales world, Pat realized he had spent over two decades being led by mentors while growing very few mentees. It was at this point that he wrote his New York Times Best Selling Book -“6 Steps to 7 Figures, A Real Estate Professional’s Guide Building Wealth and Creating your Destiny.” Not too long after , Pat Hiban Interviews Real Estate Rockstars was born. Here you’ll find the best voices in the Real Estate Industry including everyone from the world’s top agents to the world’s newest top producing rookies. You’ll hear from the industries top coaches and the one’s who have made millions and even billions investing in the Real Estate game. Go to pathiban.com for more information or rebusuniversity.com.    

Many agents still mistakenly think they need to negotiate the best commission splits. What is missing from this conversation, and how can team leaders make sure there’s more on the table? How do you serve your agents and provide a workplace of value? On this episode, we talk to Jeff Cohn, who shares how he grew his team, agent accountability and building a business around what matters in your life. ISAs work, virtual assistants work but the best person for the leads to talk to is the agent that’s going to serve them through the process. -Jeff Cohn Takeaways + Tactics When your team’s net is as big as your personal net, you can consider stepping out of selling. A great business person measures ROI, a great entrepreneur measures ROT (return on time). The seller cares about netting the most amount of money, in the least amount of time, with the least amount of hassle. That’s the same goal as the agent’s.   Resources Go to dashboard1omahaselite.com to see Jeff's system for agent accountability. InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level   At the start of the show, Jeff shared his story and the number 1 mistake he made in expansion. We talked about the importance of being a true leader, and how to scale yourself out of selling. Next, we discussed agent accountability, and how that’s always connected to their “BIG Why”. We went on to talk about return on time, and towards the end of the show, Jeff shared on follow-up system for sellers. Jeff also shared insights on; How to provide agents with the success piece Parameters he holds agents accountable to Why people are scared to charge full commissions The power of looking out for agents Many agents leave the business after a year. That tells us that the traditional brokerage just isn’t offering enough value for people to stick around. Commission splits aren’t enough - training, support and the provision of the success piece bring real value and make the difference. You shouldn’t be recruiting people because you give a better commission, you should be recruiting because you give them a better net, and not only net on money, but on time too. Provide the tools that will make them happier, make more money in less time, with less hassle. Guest Bio Jeff grew up in Omaha, Nebraska and graduated with a Bachelors of Science degree from the University of Nebraska at Omaha, with his course of study including classes in real estate. As Nebraska's #1 Team, Jeff's group sold over 100 million dollars in real estate and over 600 sales in 2016. Jeff works as the Owner and Team Leader and is engaged in team development, coaching and recruiting. He believes in saving client's time and money by implementing the most advanced marketing techniques available while applying the latest negotiating strategies. For more information head over to Jeff’s Linkedin page; https://www.linkedin.com/in/jeffmcohn/ or go to http://eliterealestatesystems.com/.   Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

If you’re not careful with the growth metric you use, your business might take the wrong direction. What is the true measure of success for a good team? How does a home environment negatively affect production and income? What does it take to develop a real estate career that’s worth owning? On this episode, Juan Martinez shares his growth and management strategies, and how he successfully went from top producer to business owner.   With a lack of inventory, buyers are cheating on their agents and going to the listing agent to be able to put offers on those listings. -Juan Martinez Takeaways + Tactics Be specific and intentional with the metrics you use to measure whether you’re actually performing or growing the business the right way. Technology is equipping the consumer with more knowledge and that’s making them seek out true professionals. Agents have to list properties, get the listings sold and put buyers on their contracts. In this market, focusing on number 1 allows 2 and 3 to happen automatically. At the start of the show, Juan shared on the background of his team and their production, and how his business is based on helping agents make $100,000 or more a year. Next, we talked about the lessons he learned from his past, and how he has implemented these things into his business. He shared on the current market, the lack of inventory and how his agents use that to their advantage. Towards the end of the show, Juan shared his experience of having a home office, and why he will never do it again. We also shared insights on The importance of measuring success the right way How consumers are getting smarter when it comes to hiring agents The power of cleaning up your backyard first The most important thing influencing Juan Martinez’s growth, is how he’s making it about the agents not about himself, by providing them value and a growth path. By focusing on generating the listings, in a low inventory market - the rest of process is taken care of. Juan also uses the strategy of cleaning up his backyard first before expanding into new markets. With patience and persistence, and laser focus, it will be possible to keep clipping off more and more of the market share. Guest Bio- Broker/Owner of Century 21 Martinez & Associates in Las Vegas. #1 Hispanic Agent in the Silver State as well as the #1 Hispanic Agent in the country per the recent Wall Street Journal Real Trends Report. Platinum member of NAHREP, former President and Vice Chairman on the NAHREP National Board of Directors. Go to: Century21.com/real-estate-agent/profile/juan-martinez-P25352475 JuanMartinez.c21.com/ YouTube.com/user/watchJuanMartinez.

Scaling a business requires leverage of skills, technology and people. Why is long-term, recurring business all about monetizing that no’s? What are the biggest challenges in the transition from agent to business owner? Why is a growing business usually staff heavy? On this episode, Brendon Payne shares the systems he implemented when he went from the corporate world, to agent with no inventory and skills, to a successful business owner making up to 100 deals a year. Think more about being outside the business, than all the stuff that you’re doing in it. -Brendon Payne Takeaways + Tactics A lot of people’s goals change when they discover what it takes to make them happen. Rule of thumb: The number of contacts you make daily will likely be the same amount of closings you’ll have annually. In order to build a company that is actually developing talent, you have to be staff heavy. At the start of the show, Brendon shared on what he does and what he committed to in his first year. Next, we discussed why the 0-42 deal process is the most difficult, and how the compound effect of contacts helps generate more business each year. We also discussed why ramping up the team requires you to be staff heavy. Towards the end of the show, we spoke about the importance of leveraging technology. We also shared insights on; Why goals determine activity How corporate work prepared Brendon for real estate systems How to go from agent to top producer. The relationship between contacts and closings The benefits of close proximity with other real estate professionals The things we do in the business only have effect for a short period of time. If you can step outside of the business and work on systems, you can build an even better scale. If you’re handling everything that’s outside of generating, you’re going to continue to ride the rollercoaster. Ownership and entrepreneurship are an important part of growing and leveling up.  The secret is following a system, and learning to monetize the no’s, so that you never need to start from scratch. The ultimate goal is to be a stepping stone to help people become successful in their own right. Guest Bio Brendon worked his way up the Management Ranks within the Loss Prevention and Safety Departments of 2 Global retailers.  In 2005 Brendon moved forward with his plan to help Sellers make the best decisions regarding what is typically one of their largest investments.  In a very short period of time he became one of the top producing agents on the Grand Strand, and is currently selling over 100 properties per year and is ranked in the top 1% of agents Nationwide and in the Top 50 Century 21 Agents in America. Go to BrendonPayne.com for more information or email [email protected].

Most real estate agents are using too broad of a stroke in marketing. Do you know what specific things you need to be successful with your marketing? How does leverage fit into your mission to level up? On this episode, Dobbin Buck discusses the marketing opportunities agents are missing, and the ways to use technology to target the right people more effectively. Creating great ideas is just being in motion. The key is getting into action. Are you willing to take those 5 or 6 ideas and choose 1 and start executing it right now? – Greg Harrelson Takeaways + Tactics Leverage your skills first, leverage with technology and automation second, and finally, leverage with people. If you do what the masses do, you'll get what the masses get. The ideal is to deliver a specific, useful, timely message to one person or small group of people at a time. That capability exists right now if we take advantage of it. On this episode, we discussed the mistakes agents are making in marketing right now, and how they can go about fixing them. We also shared on the future of database marketing, and how to take it to the next level. We went on to share on community domination, and how to expand your influence in a local area. Dobbin also shared on; The intersection of Infusionsoft and Chatbox The right time to expand your business and how to do it Where real estate marketing is going The old school way of sending out thousands of pieces of mail with no real target doesn’t work anymore. It’s about being able to deliver that right message, to the right person, at the right time. You can use automation to send an individual a message that feels like it’s targeted just for that person and with Infusionsoft you can synthesize your database and target people on social media easily. The best way to grow your business is to invest in technology, scale up with skills, scale up with automation and then scale up with people. Guest Bio Dobbin Buck is the co-owner and V.P. of Business Development at Fusionsoft and is very much client focused. He talks about working with clients, he doesn’t talk about profits, sales or bottom lines. He talks about connection. Go to LinkedIn.com/in/Dobbin-Buck-3454a012 for more information. Learn more about Infusionsoft for real estate: RealEstateSaleSsolutions.com

The most left out client in the relationship management conversation is the home owner. How do you own that relationship, and apply a strategy towards winning the crowd? What is digital custody, and how does it help agents design a customer experience? On this episode Michael Reese talks simplifying your value prop, using bots to have strategic conversations and expansion through geo-targeting. You have to be able to narrow down your lead gen strategy to geo-region, and then be able to duplicate it to every similar region. -Michael Reese Takeaways + Tactics Chat-bots and ISA's combined can create a seamless interaction for the consumer. They key to the future of real estate is building relationships not with home buyers or sellers, but with home OWNERS. Never expand without a proven, leveraged lead gen model and an Ideal Client Profile you can duplicate in other markets. At the start of the show, Michael shared on the basis of digital custody, and how he designs the customer experience by simplifying the value prop. Next, we shared on winning the crowd by leveraging community, “we are connected to everyone with the world, but we’re choosing to spend time with smaller groups that are more focused on the conversations we want to have.” We also talked about creating client dialogue by using anticipated and already asked questions. We also shared why SMS is on its way out, and how to avoid dropping the ball in the hand-off between the chat-bot, the ISA and the agent. Michael also shared on; The importance of starting and nurturing relationships with homeowners How to have strategic conversations using chat-bots Playing up the Facebook community Geo-targeting and its role in expansion Winning over the crowd is your path to area and market domination, and it has to do with your custody of the client’s perceived desire. You also win the crowd by standing on something and delivering on that promise. From a scalability perspective, it’s wiser to pinpoint a geo-targeted area, master that system and then clone it to get scale. In order to have predictability and scalability everything has to be dialed in. Digital custody is about owning the relationship, having accountability and predictability to dominate. Guest Bio While working with Keller Williams, Michael’s team was repeatedly ranked in the top five in the southwest region. He and his team broke the record for buyer sales set by one of the largest Keller Williams franchises in the world, and ultimately became recognized as one of Keller Williamsʼ Top 50 agents in the world. In 2015, Michael set out to create an Inside Sales Department for a brokerage in a new market, focused on building a solid nurture pipeline and maximizing listing appointments. 14 months later, his brokerage is set to close 500+ transactions... Go to InsideSalesPredictability.com for more info.

Danny Morel thinks BIG. But it all starts with the fundamentals. As Greg pointed out, no matter whether you call it team building or expansion, it’s all just a business. Between the years 2011 and 2016, Danny’s Intero organization went from 110 units to 2,730 units sold. How does Danny recruit an average of over one agent every day to his Intero offices? In this episode, Danny shares some of the key mindset strategies and principles that drive him. I'm going to compete solely on value. I'm going to draw a line in the sand, that NO WHERE can an agent come and grow at the levels we help them grow at. -Danny Morel Takeaways + Tactics Don't skip steps as a salesperson. Your personal sales ability is key to being able to offer value to agents as you expand. During a down market, the wealth in real estate will shift from those who are buying business to those who a creating business. Stay humble and stay in coaching. Who are you to tell your staff that they need to be coachable if YOU are not coachable. On this episode Danny also shared... The one thing would-be team owners fail to understand Why you must compete on value to agents, not commission splits The “Law of the Lid” and how it applies to your real estate business Why Danny has paid for a business coach since the age of 22 What will happen to teams in the next market shift Listing-based business and why it’s the true key to success as an agent Leadership is intimately tied to your mastery of the fundamentals of your industry. Danny shared why it’s critical to humble yourself, stay coachable and always set a high standard of daily performance for yourself. The more you focus on raising your own level, the higher level of people you’ll be able to bring into your business. There are some incredible insights on real leadership and high performance, so dig in and take plenty of notes! Guest Bio Danny is a real estate sales coach and Founder of Intero Real Estate Services Rancho Cucamonga, Downey and La Quinta Southern California. With an impressive background in the real estate industry, Danny Morel brings over 15 years to the real estate business as a coach, mentor, investor and broker. Danny’s interest in the real estate industry began with the simple dream of buying his mother a house. From there, he learned about the industry, began selling homes and this led to obtaining coaches to further his career. As an agent, Danny successfully sold 150 homes in a year while only working 4.5 days a week, and by 27 earned 1.5 million in commissions during the course of one calendar year.  From that passion grew his coaching company where Danny had the pleasure of leading almost 500 agents to success in their careers through multi-day seminars that impacted thousands of lives. In 2013 Danny was named to the HispanicBusiness.com top 50 Most Influential list. Learn more about Danny at Dannymorel.com and subscribe to his podcast Real Estate Sales Success on iTunes at: https://itunes.apple.com/us/podcast/real-estate-sales-show-with-danny-morel/id1081954148?mt=2.

Pre-qualification scripts are one of the most misunderstood processes in real estate. Why aren’t agents using them? How do you use accountability to work at a higher level? What is the difference between objections and conditions? On this episode Dave Abdallah goes deep on working efficiently and effectively, taking listing appointments at his office and his “always-be-calling” philosophy. People don’t like pre-qualifying scripts because they don’t want to hear objections, and they’re too afraid to answer the questions that will bring out the objections upfront. -Dave Abdallah Pre-qualification scripts are one of the most misunderstood processes in real estate. Why aren’t agents using them? How do you use accountability to work at a higher level? What is the difference between objections and conditions? On this episode Dave Abdallah goes deep on working efficiently and effectively, taking listing appointments at his office and his “always-be-calling” philosophy. Takeaways + Tactics You want to be an information-gatherer before you’re an information-giver. Conduct your listing presentations in your office - it eliminates distractions and removes most of the opportunities to lose the listing. Pre-qualify every single seller prospect before previewing their home or setting a listing appointment - this is the most critical step to taking a high % of your listing appointments. At the start of the show Dave shared on his pre-qualifying process and the reason people misunderstand the process. He also shared on the importance of knowing if an appointment is worth his time in the first place. Dave also talked about how his staff holds him accountable to perform at a high level. We went on to discuss the importance of listening when it comes to overcoming smoke screens. Towards the end of the show, Dave shared the advantages of doing listing appointments at his office. On this episode we also discussed; Why pre-qualifying scripts set you up for success How the pre-qualifying process guides you in tonality, inflection and communication The difference objections, conditions and smoke screens Dave’s “always-be-calling” philosophy When you don’t pre-qualify, it’s like going on a blind date where you have no information to go on. The conversation pre-sells them on you twice, so by the time you meet, you’ve had two major forms of communication. That frequency of communication increases your likelihood of getting the listings you really want. Pre-qualifying raises your standards, makes you work at a higher level, and steers you towards listings that are actually worthwhile. Guest Bio David has over 28 years of experience in the Real Estate industry, he has a Bachelor's degree from the University of Michigan in Finance & Marketing. In the last 28 years his team has SOLD 615 Million in sales and SOLD 4800 homes in the Tri County area. In 2016 alone the Team SOLD over 52 Million in sales and SOLD 325 homes. To get in touch call 313.203.8209 or visit his website DaveCentury21.com.

There’s a lot of momentum around teams and scalability right now, but is this conversation giving enough attention to relevance? Are you building a real estate business on the right foundation? On this episode, Century21 CEO, Rick Davidson shares valuable insights on real estate teams, leadership at a global scale, and why everything comes down to relevance to the consumer.   How do we stay nimble enough as a really big company, in order to respond to the speed of the market, at the speed of the customer? -Rick Davidson Takeaways + Tactics If you're not relevant to your customer, you're not going to be able to scale. If you're a broker, keep an eye on the consumer and helping the agent be more relevant to them. Agent teams have to understand that brokers have to be profitable. You cannot build a team model that doesn't allow the broker to make a profit. Many people talk about scaling, growing and developing multiple streams of income - they forget that they actually have to execute. At the start of the show, Rick shared how he helps the team keep their eyes on the summit. “You have to understand where your organization is going in the long-term, and ensure you have frequent and consistent messaging.” He also shared how the organization keeps itself nimble to move with the market. Next, we talked about scalability, and how it relates to relevancy. We went on to talk about teams, “you as an individual, need to be as strong a member of that team as everyone else.” Towards the end of the show we discussed how market disruptions can be prevented by being more relevant, and getting ahead of the needs of the consumer. Rick also shared insights on: Getting agents focused in the right direction Establishing goals to achieve the overall vision How the agent’s relevance to a consumer connects to the broker’s relevance to the agent The proliferation of teams in real estate How value takes care of the compensation conversation How brokers can be more relevant to agents How Rick stays energized and maintains his enthusiasm for life and work The importance of doing good and doing good business The market is ripe for external disruption, and that only happens when the market gives room for it. We must anticipate disruptors, and understand what’s needed to be relevant to the consumer. We must position ourselves to provide a distinct and unique service by building the right structures for win-win scenarios for the broker, agent and consumer. The agent has to be relevant to the consumer. The broker has to be relevant to the agent by providing the culture, platform, tools and resources to flourish. Guest Bio Rick Davidson was appointed President and Chief Executive Officer of Century 21 Real Estate LLC a wholly owned subsidiary of Realogy Corporation (NYSE: RLGY) in February 2010. In his role, Davidson leads the world’s largest real estate franchise organization of approximately 6,950 independently owned and operated offices and more than 106,000 independent sales professionals in 76 countries and territories worldwide. For more information, send an email to  [email protected].  

For Mark Martin, there is a huge difference in outcome when he makes calls and when an ISA does it. The difference is the killer instinct. How does he define this instinct, and can it be taught? On this episode we go deep on converting leads, leveraging the pain of not meeting a goal, and the challenges buyer’s agents face. If you can’t expose an agent to the killer instinct, expose them to winning. When people are excited and part of something bigger, that’s huge. -Mark Martin Takeaways + Tactics Buyer’s agents face the challenge of staying in communication and following up for a full 12-18 months. When your goals are no longer about your livelihood, they become about bringing other people up and helping them achieve their goals. It’s not about growing your leads, it’s about growing your audience because they are the ones that engage with the content, and need to see you as an authority. At the start of the show Mark shared how he built his business from the ground up to a virtual team of 4 with $40 million in production. We also shared on the shiny object syndrome, and the reasons Mark makes listing calls instead of an ISA. We went on to talk about coaching agents to reach their goals and why it has to do with pain avoidance. At the end of the show we talked about the importance of growing an audience and becoming an authority. On this episode we also talked about: The power of exposing agents to a winning environment The struggle of connecting goals to daily actions How to get the most out of every “no” by attaching a value to it The importance of being able to stay in communication and follow up for 12-18 months The avoidance of the psychic pain of not achieving is the root of the killer instinct. When agents are put in an environment where that value is taught, and the joy of winning is experienced, they can develop it. The pain of not reaching the goal has to be greater than pain of the required activities. Once agents hone in on that, their ability to pounce on an opportunity becomes second nature. Guest Bio As one of Austin’s Leading Real Estate Professionals, Mark focuses on maintaining the highest level of integrity in his business. Mark believes that his 17 years of Senior Sales and Management experience in several Fortune 1000 companies have given him the edge in negotiation and presentation skills. In fact, Mark’s Listings sell for more than 98.7% of List Price, and his Buyer’s average savings of over 8% off of List Price! Email [email protected] or search for “Mark Martin Remax" on Facebook.