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Level Up - From Agent to Entrepreneur

Updated 2 days ago

Business
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Featuring masterminds with real estate leaders, coaches and influencers PLUS eye-opening strategy sessions with up-and-coming agents. Past guests include Hoss Pratt, Michael Reese, Rick Davidson, Danny Morel, Pat Hiban, Jeff Cohn and many more!

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Featuring masterminds with real estate leaders, coaches and influencers PLUS eye-opening strategy sessions with up-and-coming agents. Past guests include Hoss Pratt, Michael Reese, Rick Davidson, Danny Morel, Pat Hiban, Jeff Cohn and many more!

iTunes Ratings

71 Ratings
Average Ratings
65
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1
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Awesome Podcast!!!

By Clarisse Gomez - Dec 09 2019
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Greg, host of the Level Up - From Agent to Entrepreneur podcast, highlights all aspects of real estate, success and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!

Awesome Podcast!!

By Brooke Craven - Sep 11 2019
Read more
Greg, host of the Level Up podcast, highlights all aspects of real estate, entrepreneurship and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!

iTunes Ratings

71 Ratings
Average Ratings
65
3
1
2
0

Awesome Podcast!!!

By Clarisse Gomez - Dec 09 2019
Read more
Greg, host of the Level Up - From Agent to Entrepreneur podcast, highlights all aspects of real estate, success and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!

Awesome Podcast!!

By Brooke Craven - Sep 11 2019
Read more
Greg, host of the Level Up podcast, highlights all aspects of real estate, entrepreneurship and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!
Cover image of Level Up - From Agent to Entrepreneur

Level Up - From Agent to Entrepreneur

Latest release on Jan 23, 2020

Read more

Featuring masterminds with real estate leaders, coaches and influencers PLUS eye-opening strategy sessions with up-and-coming agents. Past guests include Hoss Pratt, Michael Reese, Rick Davidson, Danny Morel, Pat Hiban, Jeff Cohn and many more!

Rank #1: How to Build a Listing Machine That Takes 20+ Listings a Month w/Hoss Pratt

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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 BioHoss 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.

Sep 28 2017

43mins

Play

Rank #2: Greg Coaches Top Agent: Lori Sorensen

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Whether you’re newly licensed, an active entrepreneur, or even a seasoned agent looking to polish up your skills, everyone can benefit from outside advice. What has helped others take their businesses to the next level? How can you build and foster relationships with your clients that stand the test of time?

On this episode, I talk with an agent on my team, Lori Sorensen, about the changes she’s made in her approach. Those changes have brought her great results. In fact, last year alone, Lori had 61 transactions. 

Too often, agents just assume the buyer will see value in them. But we as agents have to actually paint the picture of what they can count on us for. -Greg Harrelson

Takeaways + Tactics

  • Think about the value you bring your clients, and share it with them. By doing this, you’re setting them at ease and letting them know you’re the right choice.
  • Stay in touch with all your past clients. Even if they’ve already bought a property, you want them to remember you when they inevitably sell.
  • Accept that discomfort is normal- so don’t give up too easily. If anything, being too comfortable is hindering you from taking your business to the next level.

We started this episode talking to Lori’s professional journey. Lori shared the culture shock she experienced when she moved from West Virginia to the Myrtle Beach market. She also discussed how she transitioned from having virtually no competition in West Virginia, and how that changed once she joined The Harrelson Group.

We also discussed:

  • How clients don’t automatically know what you’re good at.
  • Why you have to set yourself apart.
  • The need to engage with your team.

While real estate is an exciting industry, there is no shortage of agents. Because of this, you have to think about what makes you unique and aim to build relationships. Stop thinking in terms of transactions- that’s short term. Make connections with people and ensure they never forget the value you bring. People buy and sell property all the time: make sure you’re the only agent they consider to help them.

Guest Bio-

Lori Sorensen is an agent at Greg Harrelson’s The Harrelson Group. Two years after getting her license, Lori joined the Harrelson Group and has seen her star rise ever since. In 2018 alone- her third year at the company- Lori made 61 transactions. Although she prefers the buying process, Lori stays in contact with all her past clients and happily assists them in every area of real estate as their needs require.

To contact Lori, email her at: loribsorensen@gmail.com

Mar 08 2019

16mins

Play

Rank #3: Fanatical Prospecting & Sales EQ w/Jeb Blount

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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.

Sep 14 2017

34mins

Play

Rank #4: Century 21 Young Guns on How to Build a Listing-Based Business FAST! Btw...They are all under 25 Years Old!

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In today’s world of instant gratification, a lot of people are looking for shortcuts to success. Are there any shortcuts we could be taking? What are the benefits of starting slow- and are there any risks of delaying our success by taking the long route? On this episode, we’re asking Century 21’s Young Gun Panel- Thomas o’Malley, Hunter Baiden and Anthony Velazquez- how they’ve set up great foundations for their businesses before the age of 25.

The more time you invest in yourself, the better results you’ll get. -Anthony Velazquez

Takeaways + Tactics 

  • Establish a routine. The benefits of waking up early to exercise and performing a routine every single morning at the office are immeasurable.
  • Focus on building a database. By establishing a routine in which we contact between 60 and 100 people a day, we’re building a solid database that will benefit us in the long run.
  • Create a balance between focus and fun. Maintaining focus is obviously important at work, but it’s also vital that we take time away from work to have fun. By allowing ourselves to unwind, we can reset our stress levels and function optimally at work.

At the start of the episode, the Young Gun Panel explained that their backgrounds in sports gave them a great foundation for working in real estate. However, all of them agreed that without remaining consistent and intentional, their businesses wouldn’t be as well-grounded as they are today. The episode ended with a reminder that building a good foundation is crucial in order to create a thriving business.

On this episode we discussed 

  • Why making cold calls trains us in how to deal with different personalities
  • The importance of investing in ourselves and our businesses
  • That we need to commit to a long-term game and acknowledge the risk for downfalls upfront

The early stages of building a business are an exciting time. However, we need to remember that these early stages require a foundation to be built. Value this time as something that allows us to build databases and set up valuable routines. It’s important to stay focused on our goals, but remember no to burn ourselves out. The momentum stage is only the beginning of what’s to come.

Guest Bio- 

Thomas O’Malley is a real estate agent at Century 21 The Harrelson Group. While he grew up in New York, Thomas has been a regular visitor to the Grand Strand for as long as he can remember. His love for the area inspired him to begin a career as an agent in the Grand Strand. Today, he works alongside Brendon Payne at C21, and strives to provide a hassle-free experience to all his clients. 

To contact Thomas, email him on ThomasOMalleyC21@gmail.com

Hunter Baiden was born and raised in the Grand Strand area. Having grown up seeing the growth of the area, he was inspired to be a part of it all. He hopes to have as positive an impact on the Grand Strand community as it has had on his life. Hunter is a real estate agent at Century 21 The Harrelson Group, and is passionate about offering a transparent service to his clients.

To contact Hunter, email him on hbaidenc21@gmail.com

You can also call him directly on (843) 503-9988

Anthony Velazquez is a real estate agent at Century 21 The Greg Harrelson Group. Anthony attributes a lot of his drive to seeing entrepreneurship first-hand, working for his father’s construction company from the age of 14. On top of this extensive work experience, Anthony is determined to further his skills through education. He’s currently enrolled as a full-time student at Horry Georgetown Technical College in pursuit of a degree in Associate Art in Business. 

To contact Anthony, send him a message on Facebook: https://m.facebook.com/anthony.velazquez.92754397 

Aug 01 2019

45mins

Play

Rank #5: How to Build a Single-Agent Business Where Clients Come to You w/Ricky Carruth

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Clients can tell when an agent is all about the deal, and they get completely put off by it. How do we switch from a transactional mindset to a relationship-based mindset? How can we effectively nurture people who aren’t buying or selling right now? How can we build a business that can survive any shift? On this episode, Ricky Carruth shares how he found opportunities in market crashes, developed his value, and built strong relationships.

It doesn’t matter what the market is doing. It’s about people, and if you understand that concept, you’re going to win. -Ricky Carruth

Takeaways + Tactics

  • The only way to consistently get to 100 deals a year as a single agent is to build a base of relationships.
  • Every prospect you connect with represents 10-20 deals over your career.
  • Consistency is king— Ricky has sent a weekly email to his database since 2007.

At the start of the show, Ricky shared how he began in real estate, some of the mistakes he made and the valuable lesson he learned about market shifts. Next, we talked about how Ricky nurtures his database and his system for staying in touch. Ricky also shared how he’s scaling himself through coaching.

We also discussed:

  • The relationship mindset vs. transactional mindset
  • How to show clients that you are reliable and professional

Our unique value is the service we give to people, not the product we sell. Instead of focusing on the deal, we should pay more attention to how strong our relationships are. This is achieved through information and communication. Our job is to connect with people, leave a lasting impression, and have systems to stay relevant and in front of them. Ultimately, consistency is the special ingredient. By constantly communicating, you show people that you are reliable, hard-working, knowledgeable, and professional. That will always make you the natural choice over other agents.

Guest Bio-

Ricky Carruth is an agent and real estate coach. He has built an incredible real estate business based on the core values of creating strong relationships and being a servant to others. Now, he wants to give back to the real estate community by helping new and experienced agents who want to take their business to the next level and beyond. Go to https://zerotodiamond.com/ for more information or to get in touch.

Oct 12 2018

30mins

Play

Rank #6: How Kevin Mills Did 40 Deals in His First Year & 180 Deals His Third Year While Working Sellers

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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.

Oct 26 2017

36mins

Play

Rank #7: Old School vs. New School Strategies w/Jeff Quintin

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Real estate has shifted tremendously over the last two decades, resulting in the idea that certain strategies are “old school” and others are new. What are some of the key distinguishing characteristics of each group? What can both old school and new school agents learn from each other? What old school strategies do we still need to utilize today? On this episode, Jeff Quintin shares what he learned in real estate years ago that younger agents can benefit from today.

The old school way of knowing what to say, how to say it, and getting in conversation with someone is not going away. -Jeff Quintin

 

Want to Know Where Greg Harrelson Gets His DATA? Click here:https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

  • The old school used to teach their agents. New school is just feeding them.
  • We’re capturing people earlier in the process but that doesn’t necessarily mean the volume of real leads is higher.
  • If new agents can learn the scripts while developing the work ethic to understand the market, they will succeed.

At the start of the show, Jeff shared on how he got started and we talked about what the average day as a real estate agent looked like in the 1990s. We also talked about some of the key differences between old school and new school, including structure and lead generation. We also discussed why not having a work ethic is a cause for concern as we prepare for a market shift.

We also discussed:

  • Why there really aren’t more leads on the market than before
  • The importance of being a market expert
  • What a new agent needs to be able to do to get to 30 homes per year

Old school real estate is more about human interaction, while new school is more about technology. There is a way to marry both and come out as a winner in the industry. The old school work ethic is as necessary now as it was then, in addition to learning the scripts and knowing the market and inventory very well. If we know what to say, put the time into prospecting each day, and become familiar with the marketplace, we’ll be well-equipped to succeed.

Guest Bio- Jeff is a Realtor and the team leader of The Quintin Group. Go to https://thequintingroup.com/ for more info, or email Jeff@TheQuintinGroup.com.

Aug 30 2018

49mins

Play

Rank #8: How to Develop Your Lead Generation and Build Confidence w/John Senk

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A lot of agents shy away from lead generation, but it’s one of the best places to start in the industry. How can you focus on lead generation and let it take you to the next level? How can you build confidence along the way? On this episode, I talk with C21 agent John Senk to hear his advice.

Poor responses are just a response: don’t make it mean anything more than what it does. -Brendon Payne

Takeaways + Tactics 

  • Go out and hunt. Lead generation requires you to look for new clients every day. Accept that it’s part of the job and something you have to do.
  • It’s okay to be scared. Use your fear to master one step at a time. If you’re uncomfortable going out as an agent or doing SEO, don’t force yourself to master it all at once. Start with one thing and then move on once you’re more comfortable.
  • As you build a bigger database, you’ll become more confident. Focus on getting as many reps as you can. As you go along, your confidence will soar.

At the start of the episode, John explained why he got started in lead generation. He then shared his daily routine and mentioned that without repeating the steps everyday, he wouldn’t be where he is now.

We also discussed: 

  • Overcoming the challenge of monotony
  • Not taking bad responses personally
  • Why repetition is key

So many real estate professionals avoid lead generation because of its monotony and the possibility of being mistreated by the people on the other side of the call. The sooner you can accept it as part of the job, and something over which you have no control, the sooner you’ll be able to start working more effectively. Lead generation might not be ‘fun’ but it is a necessary part of the job. More importantly, it’s a part of the job that can boost your business tremendously, if done right.

Guest Bio- 

John Senk is a real estate agent at C21 in Myrtle Beach, South Carolina. After starting in the industry by focussing on lead generation, John has seen great success in the time since then. John firmly believes in getting the job done no matter what, and strongly recommends all agents accept monotony and just work consistently. 

To find out more about John, head to https://www.linkedin.com/in/john-senk-641b36124

You can find out about his listings and see his client testimonials at https://www.century21.com/CENTURY-21-The-Harrelson-Group-43541c/JOHN-SENK-4951055a 

Jul 11 2019

16mins

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Rank #9: Higher Conversion from Unique ISA/Agent Training w/Dale Archdekin

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Lead conversion is a popular subject in real estate, but many agents are unsure of how to improve their conversion rate or interpret what the numbers might be saying. How can you boost your conversion? Are there steps you should be taking (or avoiding) to improve it?

On this episode, I talk with coach and founder of Smart Inside Sales, Dale Archdekin, to answer these questions and more.

People should either be a team or get on one. –Dale Archdekin

Takeaways + Tactics

  • Ask yourself if you’re having enough conversations with prospective clients. The volume of calls you make is crucial to your business.
  • Track what you’re doing. Record your phone calls and pay attention to what’s working— and what isn’t.
  • Ensure your staff is held accountable and that they do what they’re supposed to do. Your company’s culture plays a huge role in its success.

 

Want to Know Where Greg Harrelson Gets His DATA? Click here:https://www.colerealtyresource.com/landing/realestatesalessolutions/

On this episode we discussed some of the ways agents can improve their conversion rate. Dale notes the mistakes he’s observed while training agents, and provides solutions to the issues he’s noticed.

We also shared on:

  • How to communicate, rather than recycle a script
  • Who you should avoid hiring when your business is young
  • How rephrasing your questions can help you attain better results

For people looking to start their own businesses or take on managerial positions, considering conversion rate is of the utmost importance. The best way to do this is by paying attention to each step you- or your team- take while in the process. Think about the questions you’re asking and the value you’re promising. 

Guest Bio-  

After working part-time in a call centre for credit card insurance during high school, Dale Archdekin has gone on to become a force to be reckoned with in the real estate industry. In addition to having 10 years experience as a real estate agent, Dale is the founder of coaching company, Smart Inside Sales. Dale is passionate about teaching salespeople (both in the real estate industry and otherwise) how to improve their conversion rates and see amazing success.  

To learn more or get in touch with Dale, head to:

https://www.facebook.com/dale.archdekin.7

https://www.zillow.com/profile/dale741/

And to learn more about Smart Inside Sales, check out:

https://www.smartinsidesales.com/

Feb 06 2019

34mins

Play

Rank #10: From Zero To 100 Real Quick: Learn How Abe Safa Sold 100+ Properties in His 3rd Year of Being Licensed

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Prospecting plays a big role in our business growth and success as agents, but many of us are put off by this part of our job. How can we change our mindset when it comes to prospecting? How can we have more valuable and successful conversations with new leads? What could incorporating automation into our prospecting process do for our business?

In this episode, Abe Safa explains what it took for him to go from 40 to over 100 transactions in three years, and how we can apply this to our own business growth.

Takeaways + Tactics

  • When we are confident in conversation, both our interactions and results change in a way that positively impacts our business.
  • When we use automation as an extension of our prospecting process, we can reach significantly more leads.
  • The leads that we think are bad or dead leads often aren’t, we just haven’t called enough times to get them on the phone.

On this episode we discussed how Abe Safa went from 40 to over 100 deals a year after just three years in the real estate industry, as well as how he overcame his resistance to prospecting and significantly increased his business growth.

We also discussed:

  • How confidence impacts business growth
  • Using automation to reach more leads
  • Making enough attempts on a lead

We are often resistant to prospecting, but it is a necessary part of our job as agents if we are to have any significant business growth. Preparation through listening to podcasts, watching videos, role playing and script mastering can make prospecting easier, and when we speak with presence and confidence our conversations become more valuable and successful. By using tools like automation as an extension of our prospecting process, we can spend more time talking to leads and less time trying to reach them. This increases our bandwidth and will take our business success to the next level.

Guest Bio-

Abe Safa is the Founder of and mind behind Contact Junkie, a software company that scales your business through technology. He grew up in New York and moved to the Myrtle Beach area to attend Coastal Carolina in 1988. Since graduating in 1991, he's lived there and has owned several successful retail stores. Abe started working at age 13, and has been selling or running businesses for over 34 years. He went from being a new licensee to having over 100 transactions per year. His business background and experience in negotiating and marketing, combined with his unique and precise analytical skills, leaves no doubt that he is a valuable resource. Abe loves to challenge himself and believes that life is all about growing and improving yourself and your community.

https://www.contactjunkie.com

Email:

c21safa@gmail.com

Jun 20 2019

37mins

Play

Rank #11: A Solution to the Problem Most Agents Don’t Know They Have

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Buying leads can help your business tremendously, but for the vast majority of agents, a large portion of those leads will never make contact. Are those leads truly ‘inactive’? Or is there a way for you to make contact with them and capitalize on what you’ve already invested in? What is the barrier that stops agents from taking full advantage of the leads they’ve bought?

On this episode, we identify what the lead contact problem is, and discuss solutions to an issue we all face.

Think of it like this: ‘dead’ leads are not dead.They’re only dead to you. They’re alive to someone else. - Greg Harrelson

Takeaways + Tactics

  • Agents typically do not have enough bandwidth to properly follow up with their leads. This is a problem experienced by everyone in the industry, including top agents.

  • After making an initial attempt at contact, use multiple platforms to get a response. If, after calling, texting and emailing, a lead is not interested, you can then remove them from your list.

  • Avoid labelling leads as ‘inactive’ if they do not respond immediately. Continue with your communication for 8 days, and it’s likely they will get back to you.

The opportunities presented by buying leads are endless. Your time, however, is finite. This is a predicament faced by everyone buying leads, and there is no single solution. That said, if you engage in a campaign of communication after making initial contact, you will come closer to taking full advantage of your leads.

Jan 25 2019

33mins

Play

Rank #12: Beyond Contact: How to Leverage Video Content, Grow a Team & Strengthen Relationships in Your Sphere w/Pat Wattam

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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.

Jul 06 2018

36mins

Play

Rank #13: How to Boost Your Productivity for Better Results w/Jeff Quintin

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So many agents ask how they can do more business transactions, and the answer lies in productivity. How can we eliminate distractions and increase our conversions? What can we do to scale more effectively? On this episode, Jeff Quintin of The Quintin Group and I discuss how to boost productivity and get better results.

If you want to be more productive, you have to prioritize your schedule and focus on lead generation. -Jeff Quintin

Takeaways + Tactics 

  • To eliminate distractions during lead generation, set a time frame during which you tackle the activity. During this time, you should be fully focused on lead generation. That means treating the activity like a listings presentation appointment.
  • For a better conversion rate, pay attention to your scripting and make sure you’re actually listening to the lead. Clients want to feel comfortable and listened to.
  • Make sure you have effective systems behind-the-scenes. Additionally, make sure that as you grow, you maintain regular communication with everyone in your team.

At the start of the episode, we shared advice on how to eliminate distractions. Both Jeff and I suggested some kind of ‘linking’ to the desk during lead generation- whether through a corded headset or a surfing leash. By being physically attached to the activity, agents are more likely to stay focused on the activity at hand. 

We also discussed; 

  • Setting up your environment to be more productive
  • Why you need to know about every property in the market- even if it’s not your listing
  • How to prioritize your schedule to work more effectively

The world we live in is full of distractions, so it’s important to create environments more conducive to working effectively. Time-block activities, and honor the times you set. Treat every task you undertake as though it were a listings presentation appointment, and be mindful of your response time on the phone. We live in a competitive world, so be sure you stand out by staying consistent in every activity.

Guest Bio- 

Jeff Quintin is a Realtor and the Team Leader of The Quintin Group. As the team's lead generator, Jeff prospects daily for qualified buyers and sellers, lists properties, negotiates offers, and manages staff. Jeff consistently sells 4-5 homes per week.

To find out more about Jeff, go to https://thequintingroup.com/ , or email Jeff@TheQuintinGroup.com. 

You can also find him on Linkedin at 

https://www.linkedin.com/in/jeffquintinsuperteam/

And on Facebook at https://m.facebook.com/JQuintinTQG/ 

Aug 22 2019

51mins

Play

Rank #14: How to Monetize Your Social Connections: The New World of Real Estate w/Jared James

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Many of us are missing out on opportunities for business because of how our approach to social media. How are agents failing to execute on today’s marketing requirements? How do we win at social media and combine the ease of online communication with the power of face-to-face relationships? With all the focus on the online relationships, why is it still so important for our offline relationships to be on point? On this episode, real estate coach and marketing expert, Jared James, shares why our business relationships shouldn’t just exist online.

The people who are winning today are the ones who aren’t ideological. They aren’t pro- or anti- social media, they are just pro-people.  -Jared James

 

Want to Know Where Greg Harrelson Gets His DATA? Click here:https://www.colerealtyresource.com/landing/realestatesalessolutions/

Takeaways + Tactics

  • The thing that keeps most entrepreneurs from really growing is lack of focus.
  • Commit to change. Understand that when you're learning to sell through social media, you're not going to be good at it right away.
  • Visibility trumps ability. People are looking for agents online, so we must be easy to find.

At the start of the show, Jared shared how he got started as an entrepreneur, and how his agency helps real estate professionals. We also talked about what gets in the way of the success of entrepreneurs, and why we have to seek focus.

We also discussed:

  • What it takes to get ahead in the social media game
  • Why our face-to-face relationship building has to be really good
  • The importance of understanding the lifetime value of a client

Our online conversion rates are low because we haven’t grasped the fact that even leads we get on the internet are still human beings who want human interaction. Social media is just where we find people and where the relationship starts. The platforms are just the way we get in front of people, and start the dialogue but what worked before still works. When someone wants to further the relationship with us the person-to-person interaction is still crucial. The average real estate person is marketing in a way that is different to how they act as consumers and that’s why we’re not meeting our full potential.

Guest Bio-

Jared James is a professional speaker, author, coach, marketer and entrepreneur.  He is a sought after Keynote Speaker and trainer who has earned a reputation among many people as the "why guy" due to his understanding of why people do what they do and how to get them to change their behavior. Go to https://connectwithjared.com to get in touch or learn more.

Sep 27 2018

38mins

Play

Rank #15: How to Make the Most of Your Sphere of Influence w/Dusty LaBossiere

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As new agents, it's critical to build momentum and generate business using the resources we already have. How can we authentically and effectively use our center of influence? How can we nurture our database? How can social media help us remain visible and relevant? In this episode, Dusty LaBossiere explains how the majority of his business comes from referrals and warm connections, and what we can do to become top producing agents.

Any agent who really wants to develop their sphere of influence should do so through passive advertising and staying top of mind through social media. -Dusty LaBossiere

Takeaways + Tactics

  • We need to be highly organized and advertise ourselves in an authentic, regular and intentional way in order to nurture our database.
  • New real estate agents who don’t have a lot of money to spend on advertising need to be consistently top of mind through social media. If you don’t have someone’s attention, you don’t have a shot at their business.
  • If you have good relationships and are a likeable person, and you mix that with good work ethic and a good level of service, people will naturally gravitate towards you and want to work with you.

On this episode we discussed how we can generate more business from our centre of influence, and Dusty Labossiere explains how he turned his life around and became the top individual producer at Century 21 Results, Atlanta.

We also discussed:

  • How to effectively nurture our database
  • Why new agents need to use social media for business growth
  • What we need for people to want to work with us

As a new agents we can get ourselves out there and build our database by using social media as well as our centre of influence. When using social media to reach potential clients, we need to be authentic, consistent and intentional. Being authentic in our professional and personal life and building relationships with people helps us grow and retain our sphere of influence. When we combine this with the underlying foundation of delivering good service, we can provide real value to people and generate more business.

Guest Bio-

Dusty LaBossiere is the Founder of the LaBoss Group and is a top producing individual agent of Century 21 Results, Atlanta. He was born and raised in Metro-Atlanta and is intimately in-tune with the ins and outs of his hometown market. In an industry that's constantly evolving, Dusty has a proven track record of providing outstanding client service regardless of who he is representing. In 2018, Dusty was Top Producer as individual agent out of 220+ agents at his brokerage. Century 21 Results was named #7 most productive C21 office nationwide. In the short three years he has been a full-time realtor, he has become the most productive agent at one of the most productive C21 offices in the country.

404.750.9236

https://www.facebook.com/DustyLaBossiere

Jun 07 2019

32mins

Play

Rank #16: How to Keep Pushing Forward Through the Challenges of Entrepreneurship w/Dan Grieb

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How can you manage through the hard times of being a new entrepreneur? What kind of mental shift is necessary to succeed? 

On this episode, Dan Grieb shares how he managed to overcome the challenges he faced and achieve phenomenal success in real estate. 

I don’t want to make people think it’s all easy, but I do want to let them know it is possible. –Dan Grieb

Takeaways + Tactics

  • Acknowledge the importance of hard times. The most important lessons are usually learned when you’re in difficult positions.
  • Maintain discipline and hold yourself accountable.
  • To go from agent to entrepreneur, you need to make a mental shift. You’re no longer an agent, but a business owner.

At the start of the show, Dan shared his journey and rationale for joining the real estate industry. We learned that he jumped into the business with no back-up plan, and forced himself to meet his goals. While this was not an easy task, he ultimately emerged from turmoil to become his family’s first millionaire.

We also discussed:

  • The importance of transparency when sharing your journey with others
  • How people management is often overlooked, but vital to your company’s success
  • Why learning to lead is non-negotiable if you want to build a successful business

The process of moving from agent to entrepreneur can be something of a culture shock for those who thought they would have greater freedom. The reality is, owning a business comes with a whole new set of responsibilities. You may be free from the duties of being an agent, but now you need to start training yourself for a new role entirely- leader.

Guest Bio-

Dan Grieb is a residential real estate expert and CEO of the Home To Sell Team affiliated with the Keller Williams real estate organization. Dan is ranked in the top 1% of all Realtors in the country is a widely respected member of the Central Florida real estate community and in Keller Williams top 100 mega agent group led by Keller Williams founder Gary Keller.

Dan has built one of the most successful real estate teams in the country. He has strategically selected an elite team of real estate agents, transaction coordinators and operations staff know as The Dan Grieb Home to Sell Team who allow him to be indispensable to his clients. The Home To Sell Team specializes in residential real estate and new home sales, collaborates with national home builders, and has a proven track record of successfully selling over 2,200 homes in the last 10 years.

Guest Links:

www.dangrieb.newnha.com

https://www.linkedin.com/in/dan-grieb-4b401431/

You can reach Dan on Facebook at: https://www.facebook.com/daniel.grieb.501

You can also get in touch with him via email: dan@coachipc.com

Feb 22 2019

37mins

Play

Rank #17: The Lies Agents Tell Themselves

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Often, the thing holding us back as agents are the lies we tell ourselves, whether it be the type of agent we should be, or why we need to stop thinking we’re different from more successful real estate professionals. On this episode, we discuss this mindset and how to change our way of thinking.  

We have to stop buying into myths. These lies are what we tell ourselves to feel better for not taking the next step and getting out of our comfort zones. -Greg Harrelson

Takeaways + Tactics 

  • Stop thinking we have to choose between being salespeople or relationship people. We need to be versatile salespeople who can relate to clients easily. 
  • Don’t assume more successful agents are ‘different’ from us. Everything is attainable, we just have to be willing to put in the same effort as successful agents.
  • The idea that successful agents spend more time working is a myth. Effective agents work smarter, not harder.

At the start of this episode, we discussed how agents lie to themselves about prospecting. While a lot of agents say they don’t enjoy prospecting, most of the time they’re just uncomfortable making calls because they aren’t sure what value they bring. 

On this episode we discussed:

  • How to find out our unique value
  • The exit strategy lies agents tell themselves
  • Why we lie to ourselves

Dec 19 2019

38mins

Play

Rank #18: Becoming An Opportunity Magnet In An Ever-Changing Market w/Aaron Marshall

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Because the real estate industry is constantly changing and evolving, we as agents need to always be on the lookout for new opportunities. What is out there for us to take advantage of? Is there ever a risk of having too many ancillary businesses and too much opportunity? On this episode, CEO and co-founder of Keyrenter Property Management, Aaron Marshall, shares on how to take advantage of all the opportunities presented to us in this market.

You have to be able to pivot in the real estate industry; nothing stays the same forever. -Brendon Payne

Takeaways + Tactics 

  • Stop relying on one source of income in real estate. There are so many ways to make money in the industry; we need to be open to trying every avenue.
  • Don’t count on a great economy. Get involved in something that is guaranteed to keep bringing in money regardless of the market (like property management). 
  • Have a core idea that all ancillary businesses center on. Without this core, we’ll be more susceptible to distractions. 

At the start of the episode, Aaron shared how he got started in the real estate industry. After explaining how he managed to overcome the financial crisis, Aaron mentioned the benefits of property management and spoke about how he invested in the right properties for long-term results. 

We also discussed; 

  • Why cash flow is crucial
  • How teaching others can be a great learning experience for ourselves
  • How to find better opportunities

It’s always a good idea to be prepared in advance for market changes. Luckily, the real estate industry offers a number of avenues for us to look into. For example, areas like property management stay lucrative regardless of market conditions. However, it is important to maintain our focus. As long as we stay true to our core ideas, branching out in the industry can only mean more success.

Guest Bio- 

Aaron Marshall is the CEO and co-founder of Keyrenter property management. He first got involved in real estate in 2001, after graduating from the University of Utah with a degree in Business Management. In the time since, Aaron has seen enormous success in real estate, and today he helps new franchisees own successful property management businesses. He is also currently finishing his upcoming book, Cash Flow is King, due to be released on Amazon in March 2020. He’s also due to start a podcast in February 2020.

To find out more about Aaron, head to 

@aaron.j.marshall on Instagram

@cashflowisking on Instagram

https://www.linkedin.com/in/aaronthemarshall

https://keyrenter.com/

Books Mentioned on This Episode

They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today’s Digital Consumer by Marcus SheridanThe Ultimate Sales Machine by Chet Holmes

Oct 24 2019

30mins

Play

Rank #19: If It's Not FUN, I'm Not Doing It

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It’s difficult to stay motivated when you’re not enjoying yourself. How can you approach business tasks differently to enjoy them more and get them done more effectively? Can you mix work with play? On this episode, I talk about why I don’t do things unless they’re fun, even in business.

I don't work, I play. I don't have a job, I have a hobby. -Greg Harrelson

Takeaways + Tactics

  • Fun is not a doing, it's a being. Decide to look at the world in a certain way.
  • Remember, every problem has a flip side of opportunity or breakthrough.
  • Build systems around you that allow you to stay in your lane.

Most people would agree that enjoying what you’re doing makes time move faster and your work ethic better. The best way to enjoy what you do, then, is by eliminating the things you don’t like. Delegate to your team- what you don’t love could be their greatest passion and something they’re skilled at. There’s no excuse for not getting things done when your tasks are someone else’s idea of fun.

Mar 01 2019

19mins

Play

Rank #20: Making Connections, Not Just Contacts

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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/

Jul 12 2018

16mins

Play

How to Become a Local Social Media Rockstar w/Carlos G

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As entrepreneurs, social media can be the thing that sets us apart from the competition in the eyes of our potential clients. What are the biggest barriers to posting, and how do we overcome them? How do we build visibility and impact with social media? What tools can we use to put out valuable and relevant content?

On this episode, real estate agent and marketing expert, Carlos G, shares how agents can start winning the social media game. 

Social media doesn’t change the fact that you have to get up everyday and generate new business and follow up, but you also need to add in the layer of visibility, presence and content. -Brendon Payne 

Takeaways + Tactics 

  • Social media doesn’t make the grind, lead generation and follow up unnecessary, but not having that presence takes away from our relevance and could mean us losing out to an agent who has it. 
  • When we meet people in person, we look the way we look and we sound the way we sound. There’s nothing different when we’re on video. 
  • If we want to figure out what we believe, all we have to do is look at what we’ve got. If we want more, we have to change something. 
  • Our social media content should be 90% value and 10% entertainment.

At the start of the show, Carlos shared how he got into real estate, and how attention is the most challenging thing for entrepreneurs to capture online. Next, we talked about the 3 things entrepreneurs need to have to be able to succeed and how to use social media as a megaphone. We talked about why we shouldn’t approach social media like celebrities do, and the steps we can take to get started on social media. 

We also talked about:

  • Why social media isn’t a magic pill for success in real estate 
  • How to build visibility and impact 
  • How to overcome the fear of putting content out online

Guest Bio- 

Carlos is an entrepreneur, real estate coach and podcast host. He is the founder of Get the Attention, a service that helps real estate agents hone their sales and marketing skills. For more information, visit https://www.gettheattention.com/ and look for his podcast, Get the Attention.

Jan 23 2020

47mins

Play

How to Run a Successful Franchise w/Rhyan Finch

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There are a lot of moving parts in a franchise business, so it’s important for franchisors to assist their franchisees in any way they can. How can we help our franchisees to see better results, and why is it important to check in with them regularly? Why should we know each individual franchisee’s visions for success?

On this episode, author and founder of 1st Class Real Estate, Rhyan Finch, shares how to run a successful franchise business. 

Measure everything and know your numbers. -Rhyan Finch

Takeaways + Tactics 

  • Help save time and energy for franchisees by offering them training and resources. By assembling lists of the right information, we can speed up their success. 
  • Measure everything. It’s impossible to run a successful business without knowing the numbers, so be sure to check in with franchisees regularly. 
  • Vision is vital, so help cultivate it. By assisting franchisees in defining their idea of success, they can better serve their own needs and ultimately, bring more success into the franchise on the whole.

On this episode, we discussed why we need to focus on helping our teams reach their goals, in order to achieve our own. We spoke about how helping others increases our chances of success, and explained why entrepreneurs need to define their purpose. 

We also discussed:

  • Why being open to adapting is crucial in real estate
  • The importance of knowing what motivates our franchisees
  • How a transparent work environment fosters successful results

Guest Bio- 

Rhyan Finch first entered real estate in 2006, and through trial, error and adaptations, today he is the broker, owner, and founder of 1st Class Real Estate & leader of The Rhyan Finch team. He is also the author of Explode: The Proven System To Sell 500 Homes A Year While Keeping A Balanced Life.

For Rhyan’s book, head to: https://www.amazon.com/Explode-Proven-System-Keeping-Balanced/dp/1514239213

You can also find out more about him on   

https://www.1stclassrealestate.com/

https://www.linkedin.com/in/rhyan-finch-0599405/

And finchteam.com

You can also email him on rhyan@1stclassagents.com for more information, and call him on 255 504 4636

Jan 16 2020

35mins

Play

Spotlight Episode of 2019 - “Century 21 Young Guns on How to Build a Listing-Based Business FAST! Btw...They are all under 25 Years Old!”

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As we enter 2020, we decided to take a look back at our show this past year and highlight an episode that we found important and our audience enjoyed. Here’s an episode from this past summer that showcases the drive of some of the young talent in our industry and what it takes to succeed. 

In today’s world of instant gratification, a lot of people are looking for shortcuts to success. Are there any shortcuts we could be taking? What are the benefits of starting slow- and are there any risks of delaying our success by taking the long route? On this episode, we’re asking Century 21’s Young Gun Panel- Thomas o’Malley, Hunter Baiden and Anthony Velazquez- how they’ve set up great foundations for their businesses before the age of 25.

The more time you invest in yourself, the better results you’ll get. -Anthony Velazquez

Takeaways + Tactics 

  • Establish a routine. The benefits of waking up early to exercise and performing a routine every single morning at the office are immeasurable.
  • Focus on building a database. By establishing a routine in which we contact between 60 and 100 people a day, we’re building a solid database that will benefit us in the long run.
  • Create a balance between focus and fun. Maintaining focus is obviously important at work, but it’s also vital that we take time away from work to have fun. By allowing ourselves to unwind, we can reset our stress levels and function optimally at work.

At the start of the episode, the Young Gun Panel explained that their backgrounds in sports gave them a great foundation for working in real estate. However, all of them agreed that without remaining consistent and intentional, their businesses wouldn’t be as well-grounded as they are today. The episode ended with a reminder that building a good foundation is crucial in order to create a thriving business.

On this episode we discussed 

  • Why making cold calls trains us in how to deal with different personalities
  • The importance of investing in ourselves and our businesses
  • That we need to commit to a long-term game and acknowledge the risk for downfalls upfront

The early stages of building a business are an exciting time. However, we need to remember that these early stages require a foundation to be built. Value this time as something that allows us to build databases and set up valuable routines. It’s important to stay focused on our goals, but remember no to burn ourselves out. The momentum stage is only the beginning of what’s to come.

Guest Bio- 

Thomas O’Malley is a real estate agent at Century 21 The Harrelson Group. While he grew up in New York, Thomas has been a regular visitor to the Grand Strand for as long as he can remember. His love for the area inspired him to begin a career as an agent in the Grand Strand. Today, he works alongside Brendon Payne at C21, and strives to provide a hassle-free experience to all his clients. 

To contact Thomas, email him on ThomasOMalleyC21@gmail.com

Hunter Baiden was born and raised in the Grand Strand area. Having grown up seeing the growth of the area, he was inspired to be a part of it all. He hopes to have as positive an impact on the Grand Strand community as it has had on his life. Hunter is a real estate agent at Century 21 The Harrelson Group, and is passionate about offering a transparent service to his clients.

To contact Hunter, email him on hbaidenc21@gmail.com

You can also call him directly on (843) 503-9988

Anthony Velazquez is a real estate agent at Century 21 The Greg Harrelson Group. Anthony attributes a lot of his drive to seeing entrepreneurship first-hand, working for his father’s construction company from the age of 14. On top of this extensive work experience, Anthony is determined to further his skills through education. He’s currently enrolled as a full-time student at Horry Georgetown Technical College in pursuit of a degree in Associate Art in Business. 

To contact Anthony, send him a private message on Facebook: https://m.facebook.com/anthony.velazquez.92754397

Jan 09 2020

45mins

Play

How to Create a Compelling Value Package For Recruits in a Shifting Market w/Aaron Fox

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The real estate market is currently in the space between a good market and an inevitable downturn, and this can be a scary time to be a new agent coming into the industry. However, downturns are actually a good time to get into the business. What are the most important skills new agents need to have during this time? How can teams help new agents transition into the industry more smoothly? On this episode, broker/owner Aaron Fox, shares on leadership lessons he learned from coming into the business during the downturn. 

If you’re not budgeting, setting up a business plan or working in the right environment, you’re not going to be successful. -Aaron Fox 

Takeaways + Tactics 

  • The downturn forced agents to go the extra mile to retain clients and get referrals. We learned better skills and improved our services, and this is why downturns can be the perfect opportunity to gain market share. 
  • Offering a compelling value package to agents is what will help us attract the best talent to our teams. The things that make an impact to our value package is environment, services and compensation.
  • Being a team leader with experience as a top producer bring a lot more value to the table, and it allows us to lead not from a place of philosophy, but from experience. 

At the start of the show, Aaron shared how he got started in real estate and transitioning from the corrections department. We talked about how Aaron was able to build a business throughout the downturn, the importance of building and working in a good environment, and the power of being a team leader with a background as a top producer. We also discussed what makes so many people fail out of real estate. 

We also discussed:

  • The power of taking a leap of faith
  • Why coming into the business during a downturn was a blessing in disguise
  • Going from producer to leader

Guest Bio- 

Aaron is a Broker, Landlord, Investor and Owner of The Fox Team. His team has successfully represented buyers and sellers throughout Michigan with their wide span of real estate expertise. They are uniquely qualified to represent buyers and sellers of foreclosed properties, as well as in town and country estates. Aaron also has the skills and insight necessary to expertly represent buyers and sellers of income and investment properties. Most importantly, whether buying or selling, the Fox Team agents are well-qualified facilitators, skilled negotiators and trusted advisers. For more information, visit https://foxteam.c21.com/ or call/text 517.404.050.

Jan 02 2020

30mins

Play

How to Achieve Self-Mastery w/Adrienne Lally and Attilio Leonardi

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Success starts with us as individuals, so to see great results in our businesses, we have to achieve self-mastery by nurturing ourselves from the inside out. Does our diet impact our productivity levels, and how can exercise affect our performance at work? Could we be jeopardizing our success by not getting enough sleep? On this episode, team leader Adrienne Lally and broker Attilio Leonardi from Team Lally, share how to achieve self-mastery. 

Your business will only grow to the extent you do, so you have to master yourself. -Attilio Leonardi

Takeaways + Tactics 

  • Eat healthy. Without the right fuel, our energy diminishes and we see a direct impact on our ability to effectively connect with clients. 
  • Exercise everyday. Being active refreshes us and boosts energy.
  • An effective morning starts the night before, so don’t neglect sleep. Create a relaxing environment for sleep to ensure the best quality of rest.

On this episode, we discussed how mindset impacts our success. We shared that leaders should be creating an environment where every team member feels comfortable voicing their concerns, and urged leaders to be open to criticism. 

We also discussed:

  • How to create more successful habits
  • Strategies for better sleep
  • How to establish effective morning rituals

Guest Bio- 

Adrienne Lally is the President and co-leader of Team Lally of Keller Williams Honolulu. Since 2007, Adrienne has grown her team to be one of the most renowned real estate teams islandwide. She’s been named one of the Top 100 Realtors by Hawaii Business Magazine 6 years in a row, and her team is the recipient of countless awards. Adrienne is a former Army veteran, and much of her business has come from military families. Together with her business partner, Attilio Leonardi, she hosts two real estate talk shows on Saturday mornings - one at 8am on KAOI AM1110 Maui, and one at 11am on KHVH AM30. 

Attilio Leonardi is a Realtor and Broker at Team Lally. His first success in real estate came at the age of 19, when he purchased a 4-bedroom house in his freshman year at the University of Arizona and rented rooms out to his friends. Since then, he’s worked as a rock band manager, been in door-to-door sales, and today, he’s a million dollar producing real estate agent. Attilio co-hosts two real estate talk shows on Saturday mornings with his business partner Adrienne Lally. 

To find out more about Adrienne and Attilio, visit: www.teamlally.com

Authors mentioned on this episode:

James Clear

Brené Brown

Patrick Lencioni

Dec 26 2019

45mins

Play

The Lies Agents Tell Themselves

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Often, the thing holding us back as agents are the lies we tell ourselves, whether it be the type of agent we should be, or why we need to stop thinking we’re different from more successful real estate professionals. On this episode, we discuss this mindset and how to change our way of thinking.  

We have to stop buying into myths. These lies are what we tell ourselves to feel better for not taking the next step and getting out of our comfort zones. -Greg Harrelson

Takeaways + Tactics 

  • Stop thinking we have to choose between being salespeople or relationship people. We need to be versatile salespeople who can relate to clients easily. 
  • Don’t assume more successful agents are ‘different’ from us. Everything is attainable, we just have to be willing to put in the same effort as successful agents.
  • The idea that successful agents spend more time working is a myth. Effective agents work smarter, not harder.

At the start of this episode, we discussed how agents lie to themselves about prospecting. While a lot of agents say they don’t enjoy prospecting, most of the time they’re just uncomfortable making calls because they aren’t sure what value they bring. 

On this episode we discussed:

  • How to find out our unique value
  • The exit strategy lies agents tell themselves
  • Why we lie to ourselves

Dec 19 2019

38mins

Play

How The "Back to Basics" Approach Is Still Effective In Today's Market w/Christina Leavenworth

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As agents, we are always hearing about ‘new and improved’ ideas that promise to take our businesses to the next level. However, rather than reinventing the wheel, some ideas are better left as is. How can we go back to the basics and create a business that fits seamlessly into our personalities? Is hustle still important when we level up, and why is it important to network with top producers? On this episode, Realtor at the Levin Rinke Resort Realty team, Christina Leavenworth, shares how she hustled her way to the top.

Always go back to your hunger and hustle, even when you’re successful. -Christina Leavenworth

Takeaways + Tactics 

  • Base your business style on your personality. Being ourselves is the fastest way to build confidence. 
  • Hustle and work ethic trump everything. No matter how far we are on our journeys, never neglect the activities that first brought us success. 
  • Being around people on our level of achievement can lead to complacency. We have to surround ourselves with top achievers to motivate ourselves.

At the start of this episode, we discussed how being a public figure doesn’t always translate to an easy journey in real estate. We spoke about what we can do to grow our spheres, and how to capitalize on our existing databases.

We also discussed:

  • How to establish a networking group
  • Why it’s important to maintain our hunger for success
  • That being proud of what we do builds confidence

Guest Bio- 

Christina Leavenworth is a dedicated and committed real estate agent who consistently goes above and beyond for her clients. She spent 15 years as a news anchor/reporter along the Gulf Coast, so she is incredibly knowledgeable about the area. In her first year, she sold 65 homes for a total of $14.8 million in volume. Due to her strong work ethic and desire to help clients, she is now ranked as a top producing realtor in the area. Christina is a licensed Realtor with a proven track record. She is a part of the Levin Rinke Resort Realty team, which is the #1 independent real estate brokerage in Pensacola, Gulf Breeze and Pensacola Beach.

To find out more about Christina, visit:

http://www.greaterpensacolaflhomes.com/

https://christinaleavenworth.levinrinkerealty.com/

https://www.linkedin.com/in/christina-leavenworth-43b3587/

Dec 12 2019

27mins

Play

The Biggest Lessons New School Agents Can Learn From the Old School Mentality w/Jim Remley

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With all the technology out there and the tools at our disposal, people often think that methods from the 1990s don’t work anymore. But the interesting thing is, a lot of what was done back then still works, and would lead to better results when combined with modern methods and tech. Why are listings key to scaling a real estate business, and how did our guest blend production and running a business? Why is the old school mentality of focus, grind and relationship-building still so powerful today?

On this episode, real estate entrepreneur, consultant, author, speaker, and trainer, Jim Remley, joins us to talk about his journey and how he started and stayed on the fast track to growth in his business. 

If you’re willing to do the grinding work that no one else will do, you’re going to own the market because 95% of agents are super lazy. -Jim Remley

Takeaways + Tactics 

  • There’s a reason why the top producers in the industry are listing-dominant. Listings give you scale, but buyers don’t. 
  • If agents could combine the old grinding mentality, with the available tech advancements, there will be huge scale and larger profit margins 
  • The 30 - 60 agent range can be a death zone in a real estate team. In that range, a team is not small enough to be nimble, and not large enough to have economies of scale. 

At the start of the show, Jim Remley shares how he got started, and how he earned his Century21 gold jacket. Next, we talked about how he formed the first real estate team in his community. He talked about what made him choose listings, and how that helped him gain traction. We talked about why retaining and recruiting agents in our industry is something we should treat like going out and getting listings. Towards the end, we discussed the importance of thinking about creating financial freedom.  

On this episode we discussed 

  • The importance of being multidimensional 
  • Why success in real estate comes down to traction
  • Deeper connection in a digital world and bringing human interaction back into transactions.

Guest Bio- Jim is a speaker, author, and consultant. He is the founder of eRealEstateCoach and the author of The Path to Real Estate Zen, a premium coaching platform for agents looking for a transformation in their real estate career. In addition, he runs one of the largest real estate firms in the state of Oregon, with over $766 million dollars in sales volume a year with just over 160 active Brokers. As a consultant, author, speaker, and trainer, Jim has one mission - to create abundance through simplicity of action.

For more information, visit https://www.erealestatecoach2.com/.

Dec 05 2019

38mins

Play

The Power of Specific Goal Setting w/Abe Safa

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When most people are asked what their goals are, they are careful not to be specific, but that actually affects our ability to reach them. Why are specific goals more achievable than vague ones? Why is it so important for us to be vulnerable and open up about our goals? Why should we be looking through the windshield and not the rearview mirror? On this episode, I’m joined by one of my business partners, Abe Safa. We talk about how to set goals the right way. 

In order to really reach high levels, you have to take the risk of stating goals that are specific and can be measured. If you don’t measure them, you won’t know if you are a success or failure that day. -Greg Harrelson  

Takeaways + Tactics 

  • The more specific a goal is, the more measurable it becomes. 
  • Setting vague goals means that we can’t measure how well we’re doing, which protects us from getting judged or feeling bad about ourselves. 
  • Have a 5 year vision, a 1 year goal, a monthly goal and then a daily goal. The compound effect of doing your daily goal is what gets you to your big year goal. 
  • According to the book Relentless: From Good to Great to Unstoppable, “crave the result so intensely that the work becomes irrelevant.”

At the start of the show, we talked about why so many of us struggle to set specific and measurable goals. Next, we talked about why vulnerability is key to growth, and why the process of coming up with a goal doesn’t have to start with our “Big Why.” We also talked about why we need to stop setting goals for the future using what happened in the past. 

We also discussed;

  • Why the value of failure is in comparison
  • The importance of accountability 
  • How to make hard work irrelevant

Guest Bio- 

Abe Safa is the Founder and mind behind Contact Junkie, a software company that scales your business through technology. He grew up in New York and moved to the Myrtle Beach area to attend Coastal Carolina in 1988. Since graduating in 1991, he's lived there and has owned several successful retail stores. Abe started working at age 13, and has been selling or running businesses for over 34 years. He went from being a new licensee, to having over 100 transactions per year. His business background and experience in negotiating and marketing, combined with his unique and precise analytical skills, leaves no doubt that he is a valuable resource. Abe loves to challenge himself and believes that life is all about growing and improving yourself and your community. 

https://www.contactjunkie.com

843.360.2145

c21safa@gmail.com

Nov 27 2019

44mins

Play

A Lesson in Transparency: The Lies Brokers Need to Stop Telling Agents

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So many agents fail to reach their personal goals because they’ve been misled by their superiors. As brokers and leaders, how are we misleading our agents into thinking we can help them more than we can? How can we break the cycle and become more transparent? What are the lies brokers are guilty of telling in terms of opportunities for growth and higher pay? On this episode, we have a candid discussion about some of the biggest lies we’ve heard. 

Lots of owners want to be liked by their agents, so they hold back on the truth. However, if we want our agents to be successful, we have to be transparent with them. -Greg Harrelson

Takeaways + Tactics 

  • Stop training agents to reach goals we haven’t reached ourselves. If we don’t have the experience, we have no credibility in those areas and shouldn’t pretend to.
  • Don’t claim to have better leads and technologies than other brokerages. All leads and technologies are the same, it’s how agents interact with them that makes the difference. 
  • Telling agents they’ll be able to earn a full-time income by doing part-time work is completely misleading. Prevent disappointment by being transparent and realistic with agents.

On this episode, we discussed some of the ways brokers confuse their agents and ultimately hinder their success. One of the chief ways agents are confused is when they’re told they don’t need to do outbound calls. This stops them from making any calls, including follow-ups, which has a devastating effect on their business.  

We also discussed; 

  • Why we need to stop telling agents they don’t need to be good salespeople
  • How personality doesn’t impact business
  • The importance of telling agents to learn scripts

Nov 21 2019

43mins

Play

How to Make the Mental Shift from Solo Operator to Team Leader w/Kathleen Black

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Many real estate agents who operate solo feel trapped by their businesses. Scaling and growing a team is their way out of that. What holds many of us back from taking that next step? What is the difference between someone who does a few sales and someone who builds a structured, leveraged business? What mindset shifts need to take place in order to achieve freedom in our business, and for it to actually change our lives? On this episode, I’m joined by real estate coach, speaker, and host of the Ultimate Team Summit, Kathleen Black. She shares on the power of transitioning to a team, and how she helps agents make the change mentally and operationally. 

We need to transition from a GCI mindset to a net money mindset. By growing a team, we leverage in a way that’s less risky, makes us more money and gives us more time. -Kathleen Black

Takeaways + Tactics 

  • 80% of people will make necessary strides when they experience pain vs. only 20% of people who will do it proactively. 
  • In order to build a team, we need to change our mindset from GCI to net earnings. We need to switch from survival and scarcity to abundance and growth.
  • The scarcity of building in a competitive sales industry creates a scarcity mindset that people hang onto, even when they are no longer in scarcity.  
  • Tech companies are taking away the mindshare of past clients and people in our database. People are being inundated with content and value from these other entities, so there’s more competition. We need to get ahead of this.

At the start of the show, Kathleen shared on her journey from agent to coach, and why team culture is an entrepreneurial mentality. Next, we talked about the importance of having clarity and abundance if we want to build a team. We also talked about the importance of switching from focusing on survival, to focusing on growth. 

We also discussed;

  • How change is driven by experiencing a pain
  • The most common challenges agents in North America are dealing with  
  • The importance of focusing on ROI, not the money we spend 

Many real estate business owners hit the ceiling for growth very early and end up feeling trapped by the job. At the most basic level, growing a team is a way to give ourselves a promotion and actually focus on the things that we excel at as the business moves forward. The more volume and transactions we can do, the easier our businesses will get. In order to create that lead, we need leverage. If we set our teams up right, we will have a massive edge over the competition.  

Guest Bio- 

Kathleen is one of Canada’s leading Real Estate Coaches and Trainers, delivering her proven success techniques to Agents and Teams across North America. She is also an author, speaker and the founder and CEO of Kathleen Black Coaching and Consulting, and host of the Ultimate Team Summit. Visit https://kathleenspeaks.com/ for more information or to get in touch with Kathleen.

Nov 14 2019

29mins

Play

Push Your Career Forward: How to Turn Your Real Estate Job Into a Successful Business w/Eddie Berenbaum

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As a new business owner, it can be difficult to adjust to the amount of responsibility of being in charge of everything. Are business plans really important, or a waste of time? Do we need to stick to our goals relentlessly, or leave some room for adjustment? How can we stop the fear of failure from holding us back? On this episode, President at Century 21 Redwood Realty, Eddie Berenbaum, shares how we can get our businesses to take off in the real estate industry. 

Remain flexible enough that you can adapt to what’s working. -Eddie Berenbaum

Takeaways + Tactics 

  • Have a business plan in place. This plan should cover our ‘why’. Once we know what’s motivating us, we can start planning to reach our goals.
  • Be open to adaptation. Flexibility is extremely important, and if we find new ways to reach our goals, we need to be willing to adjust.
  • Don’t be turned off by failure. Learn from mistakes, and pay attention to successes. Everyone fails at some point, but if we concentrate on what we’re doing right, we can benefit from the experience.

At the start of the episode, Eddie shared how every business partner’s unique talents can take a business off the ground faster. We also learned how joining a franchise can go a long way in fast-tracking our success.

We also discussed; 

  • Why talented agents are drawn to bigger brokerages
  • How to market more effectively
  • Why we should aim to partner with brokerages that encourage training and coaching

When we start businesses, we need to make a shift from being an agent to an entrepreneur. This requires a lot of planning. Craft a business plan that lays out every goal, and stick to it as much as possible. However, we also need to be open to adaptation at times. Stop focusing on what’s not working, and start paying attention to successes and small wins. 

Guest Bio- 

Eddie Berenbaum is the President and Co-Owner at Century 21 Redwood Realty. After earning a degree in marketing at Penn State in University in 1997, Eddie fell in love with the real estate industry. In 2002, he went on to co-found Redwood Realty alongside Shawn Milletary and Nick Pasquini. Since then, Redwood Realty has gone on to generate over $1.2 Billion worth of annual Real Estate transactions. 

To find out more about Eddie, visit:https://www.linkedin.com/in/edward-berenbaum-924a5a1a

http://www.c21redwood.com/edward-berenbaum

You can also call him directly on 202 815 0925

Nov 07 2019

43mins

Play

Changing the Way Consumers See Recessions w/Steve Harney

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Consumers and agents alike are constantly being told about market changes, and it’s causing considerable panic. Are the inevitable shifts necessarily bad for the real estate business and its customers? How can we change the perception of market shifts? On this episode, Founder and Chief Content Creator at Keeping Current Matters, Steve Harney, shares how to stop panic in its tracks. 

Calm down, sit down, think, plan and act. -Steve Harney

Takeaways + Tactics 

  • Change is not necessarily a bad thing, but most people fear the unknown. Stop thinking in negative terms by looking at the word ‘change’ differently. 
  • Realtors are the ones who can inform consumers that market shifts don’t spell disaster. We need to set the consumer’s mind at ease, and we have the knowledge to do so.
  • We need to educate ourselves on recessions and market shifts so that we can give our consumers the most accurate information possible. This will help us build trust.

At the start of the episode, we learnt that panic on behalf of the agent can have far-reaching negative impact. With that being said, it’s important that as real estate professionals, we don’t allow ourselves to be swayed. Panic usually leads to paralysis, which can have a devastating effect on the market.

We also discussed; 

  • Why we should always be ready to explain what changes entail
  • How to prepare conversations about market shifts
  • How loading our social media with informative content can position us as industry leaders

Changes in the real estate industry are inevitable, and a recession seems likely. However, that doesn’t mean a disaster is imminent. As real estate professionals, it’s up to us to educate ourselves on the shifts so we can share that information with our clients. We are the only ones who can set the consumer’s mind at ease: let’s change their perception of change and get them to start believing the shift can be a gift. 

Guest Bio- 

Steve Harney is the Founder and Chief Content Creator at Keeping Current Matters, a monthly informational presentation for top professionals. Steve has over 25 years of experience in real estate, and has dedicated his life to the home industry. Steve has been recognized as one of the 100 Most Influential Leaders in Real Estate by Inman News and is listed as one of the 200 Most Powerful People in Real Estate by the Swanepoel Organization. He is regularly quoted in news sources including, among others, The U.S. News & World Report, MSN Money, The Chicago Tribune and The Los Angeles Times.

To find out more about Steve and KCM, visit 

https://www.keepingcurrentmatters.com/

https://www.keepingcurrentmatters.com/steveharney/

https://www.linkedin.com/in/steveharneyinc/

And for a 14-day free trial, visit Trykcm.com

Oct 31 2019

36mins

Play

Becoming An Opportunity Magnet In An Ever-Changing Market w/Aaron Marshall

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Because the real estate industry is constantly changing and evolving, we as agents need to always be on the lookout for new opportunities. What is out there for us to take advantage of? Is there ever a risk of having too many ancillary businesses and too much opportunity? On this episode, CEO and co-founder of Keyrenter Property Management, Aaron Marshall, shares on how to take advantage of all the opportunities presented to us in this market.

You have to be able to pivot in the real estate industry; nothing stays the same forever. -Brendon Payne

Takeaways + Tactics 

  • Stop relying on one source of income in real estate. There are so many ways to make money in the industry; we need to be open to trying every avenue.
  • Don’t count on a great economy. Get involved in something that is guaranteed to keep bringing in money regardless of the market (like property management). 
  • Have a core idea that all ancillary businesses center on. Without this core, we’ll be more susceptible to distractions. 

At the start of the episode, Aaron shared how he got started in the real estate industry. After explaining how he managed to overcome the financial crisis, Aaron mentioned the benefits of property management and spoke about how he invested in the right properties for long-term results. 

We also discussed; 

  • Why cash flow is crucial
  • How teaching others can be a great learning experience for ourselves
  • How to find better opportunities

It’s always a good idea to be prepared in advance for market changes. Luckily, the real estate industry offers a number of avenues for us to look into. For example, areas like property management stay lucrative regardless of market conditions. However, it is important to maintain our focus. As long as we stay true to our core ideas, branching out in the industry can only mean more success.

Guest Bio- 

Aaron Marshall is the CEO and co-founder of Keyrenter property management. He first got involved in real estate in 2001, after graduating from the University of Utah with a degree in Business Management. In the time since, Aaron has seen enormous success in real estate, and today he helps new franchisees own successful property management businesses. He is also currently finishing his upcoming book, Cash Flow is King, due to be released on Amazon in March 2020. He’s also due to start a podcast in February 2020.

To find out more about Aaron, head to 

@aaron.j.marshall on Instagram

@cashflowisking on Instagram

https://www.linkedin.com/in/aaronthemarshall

https://keyrenter.com/

Books Mentioned on This Episode

They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today’s Digital Consumer by Marcus SheridanThe Ultimate Sales Machine by Chet Holmes

Oct 24 2019

30mins

Play

Creating A Business Plan That Encompasses Your True Self w/Rachel Adams Lee

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If we don’t have the right systems in place, running a business can become disastrous; it will take over our lives in an unhealthy way. How can we build businesses that don’t force us to push our physical and emotional health to the sidelines? Is it possible to run a business without losing who we are? On this episode, realtor, entrepreneur, speaker and author, Rachel Adams Lee, shares how we can hustle our way to the top without making sacrifices.

Stop thinking about who you are, and start thinking about who you want to become. -Rachel Adams Lee

Takeaways + Tactics 

  • Stop worrying about having a perfect Facebook life. We can take a lot of pressure off ourselves by being open about our struggles.
  • Deal with personal matters as they come. We may think it’s possible to push through our emotions, but problems that are not dealt with will show up somewhere, like the workplace.
  • Remember that people work with people they like. By being honest and authentic about our personal lives, we can build great relationships with our clients and teams alike.

At the start of the episode, Rachel Adams Lee discussed how she managed to hustle her way to the top of the real estate industry. She mentioned how she changed her mindset to one of prosperity, and explained how she managed to reconcile her public image with her truth.

We also discussed; 

  • Why surrounding ourselves with people we admire is vital for success
  • The importance of positive affirmations
  • Celebrating little wins

There is a huge amount of pressure on real estate agents, and that often leads to the business taking all of our energy and focus. Too often, we think that opening up about our struggles will harm our businesses, and instead of doing that, we choose to pretend we have perfect lives. In reality, the opposite is true. If we’re feeling like our businesses are starting to take over our lives, and if we have personal problems, we need to speak up and deal with them sooner rather than later. We can hustle our way to the top and don’t have to sacrifice our mental health to get there.

Guest Bio- 

Rachel Adams Lee is a Realtor, Public Speaker, Coach, Author, and Entrepreneur. She is 33 years old and lives in Northern California with her husband Ryan. Rachel is the CEO of 4 different companies.  

In just 3 years in the real estate industry, Rachel had hit the top 1000 agents in the country for the Wall Street Journal. She is currently ranked in the top 1% of all Realtors in Placer and Sacramento counties. On the outside looking in, her life was perfect. She had the perfect car, the perfect social life, and everything looked top notch. You could say she had the perfect "Facebook" life.  But as we all know, reality isn't always what it seems. And then one conversation changed everything. Rachel decided to start leading her life with full authenticity and intention and everything changed! She now travels around the United States teaching others and coaching on her life changing book and program, "Lost to Found in 90 Days."

To find out more, go to

http://www.racheladamsgroup.com/

www.LimitedtoLegendary.com

http://www.lost2found90.com/

www.teamhairenvy.com

https://www.linkedin.com/in/rachel-adams-3a94083a/

https://www.instagram.com/racheladamslee/?hl=en

Oct 17 2019

32mins

Play

How Capitalizing on Relationships Enhances Your Business w/Marki Lemons-Ryhal

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It cannot be understated how important relationships are in forging your real estate business. How can we forge relationships with the top players in the industry, and how can we expand our databases? Who can we trust with our ideas, and what are the benefits of sharing them? On this episode, social media speaker, educator and fellow podcaster, Marki Lemons-Ryhal shares how to build relationships that benefit your business.

The greatest way to be mentored by the greatest minds in the business is if you volunteer.-Marki Lemons-Ryhal

Takeaways + Tactics 

  • Volunteer to work for top players. If we offer to work for a top producer for free, we gain invaluable experience, as well as a chance to network with the greatest minds in the business.
  • Share online. By sharing our experiences and personal lives on social media, our followers can create an emotional attachment to us and be more inclined to do business with us.
  • Ask for accountability. One of the key benefits of building relationships is the ability to ask others to hold us accountable. By sharing our goals with others, we’re more likely to take action. 

At the start of the episode, Marki Lemons-Ryhal explained why contribution is crucial for success in the real estate industry. Volunteering and educating not only helps others in the industry, but also gives us an opportunity to make a name for ourselves and meet more people. Giving back is vital.

We also discussed; 

  • The importance of social media for Realtors
  • How to stop being our own worst enemies 
  • Why we shouldn’t worry about competitors stealing our ideas

To get ahead in real estate, we have to ensure we meet as many people as possible, and build great relationships wherever we can. To do this, we have to be willing to volunteer our time and share our information online. By creating a database of people in the industry, we also get an opportunity to ask people for their advice and to hold us accountable. Relationships are the key to a successful future; sometimes we just need to create our own doors. 

Guest Bio- 

Marki Lemons-Ryhal is a Social Media Speaker and Facebook Live Host who provides Social Media Education and Strategies to Realtors.

With over 25 years of marketing experience, Marki Lemons-Ryhal has established herself as an award-winning Social Media Speaker and Course Author. In a market where change is the only constant factor, Marki uses her dynamic, professional attitude and vast experience to be one of the top speakers in the country, relying on content from one of the many real estate continuing education classes she has authored.

Marki is also serious about education. She holds an MBA degree from Saint Xavier University and has over 50 certifications, designations, and licenses in social media and real estate. She travels the country teaching social media courses for the National Association Realtors, REBAC, ASI, and others. Her 300,000 plus students consistently rank her 5 out of 5 as an instructor due to her knowledge and entertaining training style.

Marki opened her first real estate company in 2003, and by 2004, she was in the top 10% of Realtors in Chicago. Within three years, she was selected to serve on the Board of Directors for the 3rd largest real estate board in the country. In 2006, she became a Licensed Real Estate Instructor and in 2009, was a speaker for the National Association of Realtors Conference & Expo. The following year, she was the youngest woman to be named Real Estate Educator of the Year in 2010. 

Marki is the host of the Social Selling Made Simple podcast and the author of the soon-to-be-released book, The Modern Real Estate Professional’s Guide to Success. 

To find out more head to 

https://markilemons.com/meet-marki/

https://markilemons.com/

https://www.linkedin.com/in/markilemons/

http://www.socialsellingmadesimplepodcast.com/

Oct 10 2019

31mins

Play

Get Back To The Present: Dealing With Big Change In The Real Estate Industry

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In today’s real estate industry, there is so much chatter about disruption, and a lot of questions about the big picture that now is being neglected. Why should we avoid falling into the trap of being too focused on coming changes that we forget the present? How do we find opportunity between now and the point those changes start to affect us? How can we cope with the changes sweeping the market, while still controlling what we can? On this episode, we discuss the importance of not getting so caught up in where we’re going that we forget the opportunities we have right now. 

Massive change means we need to be having different conversations to thrive in the new business. -Greg Harrelson 

Takeaways + Tactics 

  • Big changes always take longer than we think. The point when the industry changes so much that it impacts us in a noticeable manner, is actually a lot further away. 
  • When you're in a different financial position, you view change very differently
  • Disruption doesn’t necessarily mean that we’re going to go out of business. It just means we have to find solutions that work within that new space. The people who adapt and succeed are those who can adapt to the new conversation.

The truth that many agents miss out on when they are so focused on the changes, is that there is actually a lot of opportunities for growth right now. If we are able to shift the conversations we’re having and the methodologies we’re using, disruptions won’t put us out of business. If we focus on the present and on getting better results now, we will generate enough money that a change in the industry wouldn’t be devastating. We have to get over the initial emotion of a disruption and then reset to finding the solution. If we become the solution, we will gain market share.

Oct 03 2019

19mins

Play

Holding Our Team To A Different Kind of Accountability

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Goal setting is vital for success, but to ensure goals are achieved, we need to have accountability processes in place. How can we approach accountability differently? Is it possible to track achievements without looking at numbers? On this episode, we discuss how to hold our team members accountable.

As leaders, we have to figure out our team members’ motivations. Then we need to ask them to commit to the thing they really want. -Greg Harrelson

Takeaways + Tactics 

  • Find out what team members are committed to achieving, and hold them accountable to the promises they’ve made to themselves.
  • Numbers shouldn’t be our primary focus, but we can use them to see if our teams are on track with their commitments. 
  • Get comfortable with being uncomfortable. Be willing to confront team members if they’re not on track. 

To inspire changes and commitment from our teams, we need to find new ways to keep them accountable. While numbers can help us track achievements, we need to focus on the commitments our team members are making. We need to ask our teams what actions they’re willing to take in order to reach the promises they’ve made to themselves. We need to be comfortable with confronting them if their commitments are not fulfilled. 

Sep 26 2019

22mins

Play

Why My Personal CRM is a Trapper Keeper

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There is so much technology available to agents, but we don’t always take full advantage of the platforms at our disposal. Is there a way to make the process of lead generation more efficient? How can we keep records of all our leads more effectively? On this episode, we discuss how to upload details to our CRM in a hassle-free way. 

Sometimes all the research we do on technology and CRMs hurts more than it helps. -Matt Johnson

Takeaways + Tactics 

  • The best CRM is the one you use - even if it’s low-tech.
  • Come up with the content you want to share, then pay someone else to load the information to the CRM software.
  • Think up and develop systems, but don’t use your time to manage them.

Technology is meant to make our lives easier, but in reality most of us never get around to using it. No matter how simple the process is, we end up neglecting the technology designed to make lead generation more effective. To combat this, we need to pay an assistant to load information for us. Technology is intended to help us, but sometimes we need to find the simplest solution because it’s the one we will actually use.

Sep 25 2019

13mins

Play

The Game Has Changed And Agents No Longer Know the Rules

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The real estate game has changed drastically, thanks to online offerings like Zillow and Amazon Prime. What are the new rules in the face of online competition? How can we create sustainable businesses that allow us to maintain a presence in the industry for years to come? On this episode, we discuss the importance of mindshare, over market share.

Let’s get into our competitors’ minds and try to see what they see, so we understand their moves. -Greg Harrelson

Takeaways + Tactics 

  • Stop fighting for market share. Focus instead on gaining mindshare, and the market will follow.
  • Rather than criticizing our new competitors, follow their lead. There may be a light at the end of the tunnel they’ve seen that we haven’t yet.
  • If you have leads who aren’t interested yet, build relationships with them in the meantime.

Building successful businesses takes time. Rather than worrying that you’re not seeing results immediately, take the time to build trust with your market. This trust will eventually lead to mindshare, and in turn market share. To build sustainable businesses, we need to focus on what our competitors are doing. Online services like Amazon and Zillow have changed the nature of our game- it’s time to learn their rules if we want to progress alongside them.

Sep 12 2019

26mins

Play

iTunes Ratings

71 Ratings
Average Ratings
65
3
1
2
0

Awesome Podcast!!!

By Clarisse Gomez - Dec 09 2019
Read more
Greg, host of the Level Up - From Agent to Entrepreneur podcast, highlights all aspects of real estate, success and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!

Awesome Podcast!!

By Brooke Craven - Sep 11 2019
Read more
Greg, host of the Level Up podcast, highlights all aspects of real estate, entrepreneurship and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!