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Level Up - From Agent to Entrepreneur

Updated about 9 hours 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

73 Ratings
Average Ratings
67
3
1
2
0

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

73 Ratings
Average Ratings
67
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 Feb 20, 2020

The Best Episodes Ranked Using User Listens

Updated by OwlTail about 9 hours ago

Rank #1: Building a Recession-Proof Real Estate Team w/Jeff Cohn

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The question of a market correction or shift isn’t an “if”, but rather “when”. What is the sequence of events that follows a market shift? How can leaders prepare their followers mentally, financially and behaviorally for the change? How do you make sure you don’t just survive a correction, but actually thrive through it? On this episode, we do a crossover with Jeff Cohn from the Team Building podcast to discuss getting your business ready for a market correction.

You must have a road map. If you’re tracking your numbers and have good analytics, you’ll have that road map. -Jeff Cohn

Takeaways + Tactics

  • You need to be prepared for the next shift three years prior to it happening.
  • When the number of transactions go down in your market, the number of contacts you make must go up.
  • When you see a professional in an industry start to offload their listing inventory, it’s a good indicator that there’s something coming around the corner.
  • Spend 80% of your time on lead sources that brought in the most business, and put 20% of your time into 2 or 3 other areas.

At the start of the show, we talked about how to prepare yourself and your team for a correction. Next, we talked about how you can go about making the proper adjustments right now, and why it’s so necessary to increase your contacts. We also discussed who a true leader should care about serving, and leveraging your team around the most important activities.

We also discussed:

  • The necessity of training
  • Patterns of a successful business
  • How to level up and find the best use of your time

When the market shifts, there’s going to be a period of denial and depression, followed by confusion and desperation. If you make the proper adjustments now, you can be prepared well in advance. When the ratios start to slip, you need to immediately start increasing your contacts and maintain a vehicle to generate buyer business. You want your agents focused on doing the highest-producing activity. This will likely be outbound prospecting via phone, meeting with clients to show presentations, and signing exclusive agreements. Leverage your team so that this is the priority.

Apr 19 2018

36mins

Play

Rank #2: 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 #3: 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 #4: Why Simplicity is Key w/Karen Cooper

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There's a tendency to believe that achieving success is complicated, but as most successful people will attest, simplicity is the best way forward. How can simple approaches help you reach tremendous heights in your business? Can you apply simple ideas to practical manifestation?

On this episode, I talk with industry veteran Karen Cooper to hear how she’s put surprisingly simple tactics into practice to great effect.

Takeaways + Tactics

  • Be consistent. If you want to grow your business you need to have a consistent approach, whether in communication with clients or systems used in-office.
  • Confidence is key. You can boost your confidence levels by making sure you’re constantly dealing with potential clients- even the non-serious clients. Take every interaction as a learning opportunity.
  • Commit to a new morning ritual over a 30-day period. This is how you’ll build new habits and instill self-confidence.

At the start of the episode, Karen explained the importance of investing in your business. That investment should come not only in the form of finance, but your time and energy. With that said, Karen also shared that the time you spend should allow you to build systems that mean you do less work as your business levels up.

We also discussed:

  • That the position you’re good at now will be easily replaced by someone else when you scale your business
  • How your time in-between transactions should be spent on creating systems
  • Why systems are the only way forward

For the most part, our inability to reach our goals lies in our mindsets. Whether that be because of a lack of self-confidence, or insufficient motivation, we have the power to prove ourselves correct. The great news is, we also have the power to prove ourselves correct when we tell ourselves we can do something. Stop telling yourself you can’t reach new heights or complicate the process. Take the journey to success back to basics and make good on new rituals.

Guest Bio-

Karen Cooper exemplifies what it means to be a real estate professional, and is one of the owners of the Platinum Group Real Estate team at Pearson Smith Realty. 

Karen is an Accredited Buyer Representative (ABR) and has her Virginia Real Estate Broker's License, which afforded her the opportunity to spend more than 2 years managing two offices and over 100 agents for a busy Loudoun brokerage.

Karen regularly volunteers in the classrooms for her 3 sons, and is a life member of Lovettsville Volunteer Fire & Rescue, having spent over 10 years as an EMT/Shock Trauma Technician and serving several years as the company's Rescue Chief and on County level committees.

Learn more at http://www.goplatinumgroup.com/karen-w-cooper/

Mar 21 2019

28mins

Play

Rank #5: 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 #6: How to Eliminate Resistance to Prospecting & Lead Generation

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People are looking for a method of lead generation and prospecting that feels comfortable to them. However, this comfort is dictated by bias---not reality. How do you get inspired to make a breakthrough in your resistance to prospecting? Why do people struggle to say they are salespeople? How do you use contribution to get over the monetary motivation? On this episode, we discuss the real reason people resist prospecting and how to overcome it.

I got over a resistance to prospecting when I changed my perspective. -Greg Harrelson

Takeaways + Tactics

  • Contribution goals can be more effective than monetary goals.
  • People don’t want to say they are a great salesperson because they associate sales with something bad.
  • Change your goal from “how much money you want to make” to how many families you want to help and that will make the job about contribution.

At the start of the show, we talked about why people are always looking for a lead generation method that feels comfortable. Next, we talked about the power of shifting your mindset if you want to get better at lead generation. We also talked about why people don’t want to be associated with being good at sales.

We also discussed:

  • How to change your goals from money to contribution
  • How to change your perspectives of prospecting activities

It is impossible to successfully overcome hesitation towards prospecting and lead generation without a mindset shift. For most people, the resistance comes from wanting to be comfortable and not wanting to face the limiting beliefs they have about selling. When you change your goals from “make money” to “make a contribution”, you will overcome the fear of being good at selling. When you change your perception of that activity, your comfort level will greatly increase.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

Nov 09 2017

15mins

Play

Rank #7: When You’re Tired of the Grind: How to Create Come-List-Me Content w/Frank Klesitz

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Most agents think the only asset their business needs is their skill. How does this set you up for a business that requires you to always be on the hunt? How can you use content to position yourself as an expert and attract business this way? Why is it dangerous to go into real estate only looking out for yourself? On this episode, we are joined by Frank Klesitz who shares his insights on the smart way to get out of the grind.

The asset is not how many people you know-- it’s how many people know you. - Frank Klesitz

Takeaways + Tactics

  • You can scale a message, but you can’t scale a relationship.
  • Attention is an expensive thing to earn.
  • Your content doesn’t have to be ground breaking-- it just has to come from you in an authentic way.

Resources

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

At the start of the show, we discussed how the word “grind” is just a perception, and the importance of starting to plan for your future right now. Next, we talked about how to define a real asset in business. Towards the end, we talked about how to go about finding content topics and what it takes to create valuable content.

We also discussed:

  • How to monetize the “no’s”
  • How to get people to spend time with you online
  • The drawbacks of one-to-one prospecting

When you go from agent to entrepreneur, one of the key things you realize is that you have to build an asset that goes beyond your skill. The real asset is how many people know who you are, spend time with you, and trust you. If you want to be successful, start scaling your message in some way, and get good at publishing and making people spend time with you online. Think about being an expert provider of really helpful content that’s so good that people would be willing to pay to receive it. The real asset in business is a thriving audience of people who want to buy what you sell.

Guest BioFrank Klesitz is the CEO and co-founder of Vyral Marketing. Go to getvyral.com for more details.

Mar 01 2018

49mins

Play

Rank #8: 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 #9: 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 #10: The Truth Behind a Breakthrough w/Brendon Payne

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People often think that the mental shift of a new calendar year will be enough to motivate them reach their goals, but there are steps that must be taken to make it happen. Why is it so important for us to have focus and limit distractions? How do we prepare for the inevitable boredom that comes with implementing and becoming consistent with something?

On this episode, Brendon Payne and I discuss the 4 conditions we need to create in order to get a breakthrough.

Consistency leads to boredom, but boredom leads to breakthrough. -Greg Harrelson  

Takeaways + Tactics

  • Be intentional: Define what a breakthrough looks like and state what you want to accomplish.
  • Be focused: Put all your attention on this one goal and resist distractions. It’s not about how many things you can work on at one time, but about how many circles you can complete.
  • Be consistent: Progress will often take longer than you originally thought, and you may get bored when that new idea isn’t fresh anymore. That’s when we have to push through the most.
  • Be determined: Keep going when things get challenging. Understand that the path to mastery requires us to push through the difficult moments.

 

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

In order to reach our goals, there has to be something motivating us beyond turning the calendar at the beginning of the year. We have to implement strategy and action to reach that goal in order to push through the inevitable challenges, pivots and shifts. Before you have a breakthrough, you’re going to get bored because the new thing inevitably becomes old.

In those moments many agents shift to the next thing and become inconsistent. To combat that we need to have a strong intention, focus, consistency and determination. This is what will lead to breakthrough.

Feb 01 2019

24mins

Play

Rank #11: There's No Such Thing as Passive Income

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For most, the idea of earning an income without working is exciting and aspirational. Is it realistic, however? Can you ever really make money while doing nothing at all? On this episode, we weigh in on what passivity actually means in a business and why the very notion of passivity needs to be redefined.

No one gets 'mailbox money' without putting in effort. -Greg Harrelson

Takeaways + Tactics

  • You need to put in a good deal of effort and energy to maintain a "passive income"
  • Consider where your worries come from, before presuming money will eliminate them
  • Respond to the events in your life, rather than reacting to them

The idea of passive income certainly allows us to dream about what we might do in our spare time. However, never forget about the fulfillment and satisfaction your work can give you. Carefully consider what you mean by passivity. The reality is, it’s incredibly rare to truly detach from any work, as your mind continues to contemplate every detail of your life.

Feb 15 2019

24mins

Play

Rank #12: How to Survive When Net Commissions Drop

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Real estate agents have been concerned about commission compression and the idea that they’ll eventually be replaced. If we stop listening and observe what is actually happening, we will see that the main concern lies in referral fees cutting into our net profit. Why don’t we have to worry about commission compression? What can we do to offset the shrinking effect referral fees have on our profit margins? How can a tool like Contact Junkie help us acquire our own leads?

In this episode, Greg Harrelson and Matt Johnson discuss ways in which we can increase our net profit margins when referrals are cutting into them.

While you’re accepting leads from someone else’s faucet, you must also create a faucet of your own. -Greg Harrelson

Takeaways + Tactics

  • Agents need to increase some of their outbound lead generation strategies to make sure that they’re adding deals to the mix and netting a higher margin.
  • By doing our own marketing and figuring out how others are generating leads and taking them in-house, we can start to generate leads at a lower cost than what we’re paying for them.
  • We have to stop taking for granted that our center of influence loves us so much that they are going to be loyal to us forever. We must continuously give value to them.

It’s not commission compression that’s digging into our net profit. It’s the increasing amount we pay for referrals, and the increasing proportion of transactions done with a referral fee. In order to increase our net profit, we need to generate more of our own leads and pay less for them than what we pay in referral fees. Increasing outbound lead generation strategies, doing our own marketing, and consistently giving value to our existing database are ways we can grow our personal lead database and make more profit.

May 03 2019

31mins

Play

Rank #13: 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 #14: How to Keep the Humanity in Sales & Find the Right CRM w/Wes Schaeffer

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When it comes to picking a CRM, a lot of people choose a tool before they are even clear on what they want to accomplish. How can you determine what works best for you? How do you start to consolidate everything into one system? What mistakes are often made in this process? On this episode Wes Schaeffer, The Sales Whisperer, shares on how to improve our ability to have the conversations that increase sales.

Great marketing makes sales easy, but great selling makes great marketing possible. -Wes Schaeffer

Takeaways + Tactics

  • In sales, our skill set is understanding human beings-- having empathy and the knowledge to go deep with them.
  • At the bottom of the funnel, you’ll still need to reach people on the phone, get them in person, and then close the deal. No amount of AI and chatbots will substitute that.
  • Before "plugging in" for the day, sit down with pen & paper and write down what you want to do. This will help you figure out the right CRM for you.

 

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

At the start of the show, we talked about the importance of understanding your prospects and getting inside their head. We discussed the first step you need to take when you want to find the right CRM. We also discussed how to map out the sales process and where a tech tool would help.

We also discussed:

  • The importance of controlling the pace of the conversation
  • How sales and marketing fit in together

A lot of us approach CRMs the wrong way. We take any tool and try to make it fit our needs when we should figure out our needs first and then find the ideal tool. Detach from the tech, and start visualizing, and understand your process so that you know what you actually need. That way you will find something that actually works for you, not something that will just languish. Remember: you’re not going to magically sell more homes just because you have an amazing CRM.

Guest Bio- Wes “The Sales Whisperer” Schaeffer is an author, speaker, inbound sales strategist, HubSpot CRM and Infusionsoft expert. As an entrepreneur and certified partner on HubSpot, Ontraport, and Infusionsoft, his team and helps people choose, buy, implement and optimize the correct tool for their business to grow their sales. Go to https://www.thesaleswhisperer.com/ for more information.

Jul 19 2018

33mins

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Rank #15: 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

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Rank #16: 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

Rank #17: 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

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Rank #18: 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

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Rank #19: 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

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Rank #20: From Zillow to Century 21 CEO: Nick Bailey Discusses Big Data, the Future Role of an Agent and How Amazon Could Get in the Game

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Real estate agents tend to have an identity crisis from handling so many different facets of the business. Who are we supposed to be? And who does the consumer want us to be? How are we going to use data and predictive analytics to improve their experience of buying or selling? On this episode, Century 21 CEO, Nick Bailey talks about how agents should prepare themselves right now for the changes tech is bringing to the industry.

We have an opportunity to leverage technology to make the process a better experience for buyers and sellers. -Nick Bailey

Takeaways + Tactics

  • From the initial decision to buy or sell, the average transaction has 181 steps to close.
  • Prospecting is 100% a contact sport. Go where the consumers are and engage with them.
  • FSBOs are the lowest they’ve ever been, and they are lowest in the millennial demographic. Consumers value the relevant service that agents are bringing.
  • We're going to see better usage of predictive analytics vs. trying to market to everyone the same way

At the start of the show, Nick gave a brief background of his career and we started talking about how technology and the internet are creating more confusion for agents, and how we can cut through this confusion. Next, we talked about how technology can be used to make the transaction process less daunting for consumers, and the importance of putting our focus on the consumer.

We also discussed:

  • The use of data and predictive analytics to anticipate the needs of the market
  • How to prepare for the changes that are coming
  • What’s causing the decline in FSBOs

Consumers are living in a world where technology has given them easier access to data and information, and this applies to real estate too. The conversation in our industry should be more about the consumer and less about what we want in the industry. Listening to the consumer is what will improve the way we use tech, communication, tools and services to help them. The future is going to be less about waiting to get a lead from Zillow and more about engaging and using predictive analytics to get into a relationship with the consumer even before they seek another source.   

Guest Bio

Nick Bailey is President & CEO of CENTURY 21. Find him on LinkedIn: https://www.linkedin.com/in/nick-bailey-7286bb10/.

Apr 12 2018

41mins

Play