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Level Up - From Agent to Entrepreneur

Updated 3 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!

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!

iTunes Ratings

69 Ratings
Average Ratings
63
3
1
2
0

Awesome Podcast!!

By Brooke Craven - Sep 11 2019
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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!

From p to 100 real Quick - Ana Safa

By JdubDRB - Aug 19 2019
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This podcast may be the best real life business story I’ve heard. For realtors it’s a must. Abe lays it out there for you to consume and act. Whether you’re 24 and just starting or 52... this is how’s its done. Great episode guys. I’ll continue listening to this one...

iTunes Ratings

69 Ratings
Average Ratings
63
3
1
2
0

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!

From p to 100 real Quick - Ana Safa

By JdubDRB - Aug 19 2019
Read more
This podcast may be the best real life business story I’ve heard. For realtors it’s a must. Abe lays it out there for you to consume and act. Whether you’re 24 and just starting or 52... this is how’s its done. Great episode guys. I’ll continue listening to this one...
Cover image of Level Up - From Agent to Entrepreneur

Level Up - From Agent to Entrepreneur

Updated 3 days ago

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: 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: 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 #4: 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 #5: The Art of Relentless Prospecting

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Many real estate agents prospect for appointments but end up fearing the appointment itself. Why is that? How can we overcome our fear of rejection and make it work for us? Can building a boring day-to-day life really make us successful? In this episode we reframe rejection and boredom as the key to success.

If you will go ahead and master the listing presentation first, then you're excited to make the call. - Greg Harrelson

Takeaways + Tactics

- Agents gravitate toward buyers to avoid rejection and limit their personal growth and their business all at the same time.

- Even when you lose a listing, sellers aren't rejecting you, they are rejecting your WORDS - something you said during the listing consultation.

- Boredom is about YOU. Change your focus to the people you are serving and you won't feel boredom.

Resources-

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

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

First we talked about building a career out of prospecting and the newfound prospecting generation with real estate agents. We also discussed the benefits of prospecting and its sticking points. Next, we talked about why some people subconsciously avoid prospecting and getting a listing appointment. We agreed that by mastering the listing presentation, then you’ll be less hesitant to get on the phone and get that appointment. We also mentioned how empathy and creating a prospecting ritual can not only benefit the client but also the agent themselves. Finally, we mentioned how appreciation for that style of work grows over time as you get more and more committed to your prospecting ritual.

On this episode we also discussed:

  • How failure to follow up can lead to losses
  • Overcoming the fear of rejection
  • The importance of consistency
  • Sustainable boredom and its benefits
  • Minimizing distractions through rituals
  • and much more

It’s critical to be consistent and persistent at the same time. Rejection is something we will all have to face at some point - so it's important to reconsider the way we think about being rejected and focus on how to avoid that rejection for the next listing.

And when we talk about consistency, most of the time, boredom has to be a part of the conversation as well. Being boring is now a sustainable choice and a sensible solution for a business. It's all about installing some variety in your boring day-to-day activities. Mastering that balance and shifting your perspective on rejection and boredom can be a solid way to get more listings and build a successful real estate business.

Jul 13 2017

37mins

Play

Rank #6: How to Get Over 30 Listings a Month Without a Single Outbound Call w/Jan Pitman

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The three reasons people get into business are the very three reasons they fail out so quickly. How do you make sure the freedom actually leads to productivity? How do you find your highest leverage when it comes to time? Why is it so necessary to commit to some kind of schedule? On this episode, Jan Pitman shares her expertise and goes into detail about going from agent to entrepreneur.

"Not everyone wants to do a hundred deals and that’s okay." -Jan Pitman

Takeaways + Tactics - 7 inbound calls would convert much better and much higher than 30 outbound calls.

- People get into business for freedom and flexibility, to be their own boss, and for unlimited income.

- One of the best ways to develop talent, and get the most out of people is by being an example.

At the start of the show, we talked about how Jan got started and why it’s important to collect data, and how to go about calling expireds and FSBOs. Jan also shared what her days look like, how she keeps her database engaged and how she was able to find the most valuable skill she can leverage. We also discussed the importance of ramping up your outbound lead generation, and towards the end of the show we talked about making sure the freedom of business doesn’t affect your productivity.

We also spoke about:-Developing multiple income streams-Why it’s okay not to want to do 100 deals -Why ritual is all about consistency -Why you have to focus on some kind of process

People get into business because they want freedom and flexibility, to be their own bosses, and to get unlimited income. Ironically, those are the same things that actually ruin their businesses. After you get your license, freedom is earned by the activities you actually engage in. For that to happen, you have to focus on some kind of process. Do an activity that generates income, allows you to leverage yourself and also educates your team at the same time.

Guest Bio:Jan Pitman is a Myrtle Beach Real Estate agent from CENTURY 21 The Harrelson Group. 843-424-2545 or email c21janpitman@gmail.com.

Jun 08 2017

44mins

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: 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 Keep Growing in a No-Inventory Market w/Bob Sokoler

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Many real estate teams are people-heavy, but light on leads— which means they can’t grow. What is the right way to go about growing our teams and taking on more agents? Why isn’t it enough to have name recognition in the market? How do we build something big from the beginning and put the work in on the front end to create our business?

On this episode, we are joined by the leader of Louisville, Kentucky’s #1 team and former news anchor, Bob Sokoler, to talk about building the right foundation and proving yourself to the market.

Leads are the genesis for growing the business. -Bob Sokoler

 

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

Takeaways + Tactics

  • There’s a lot of burnout in the ISA role. Giving them a chance to move into the field or become an assistant is a way to mitigate that.
  • Go deep with a few people first rather than going wide with a lot of people. Let the availability of leads dictate whether to grow the team or not.
  • Start getting comfortable with video - just grab your iPhone and start recording. Marketing doesn't have to be complicated.

At the start of the show, Bob shared on his team setup and what it took to make the jump from 100 deals. He talked about the importance of being accountable to the lenders we work with and building a team of reliable people. Bob also talked about the importance of letting leads dictate if you should grow, as well as why he still had to build a brand even though he had a career in TV before real estate.

We also discussed;

  • How to teach skills that come easy to us but are new to other people
  • Why having name recognition isn’t enough
  • How to create engaging videos

The most successful people in any business don’t build small to begin with. They build it big from the beginning so that the foundation is there. This is harder work on the front end, but once it grows, it gets easier. We have to think about this when we’re building our brands, because having name recognition isn’t enough. We have to dig our heels in and prove ourselves. Resting on our brand name and not putting that work in will spell disaster in a shifting market where inventory is low because business will flock to those who have already built trust.

Guest Bio-

Bob Sokoler has bought and sold homes for more than 25 years in cities all over the United States. Known locally as a technology expert, Bob combines his love of real estate with technology and prides himself on being on call 24 hours a day. With his son Greg (a great agent and top technology expert), and a team of 20 agents, The Sokoler Medley Team has been number 1 in the Louisville area 7 years in a row. Bob's office, RE/MAX Properties East, is the highest producing office in Kentucky and among the top 10 offices in the United States. Go to https://www.weselllouisville.com/ for more information, and check out the team’s Youtube here louisvillehomestv.com.

Dec 06 2018

37mins

Play

Rank #10: The Journey From 400+ Deals to 1,000 and Beyond w/Kyle Whissel

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A company’s success is about more than the models; it’s all about the leadership. What do you need to do as a leader to make success inevitable? What are some of the systems and levers that are important in the growing your business to 1,000+ deals? What are some of the key values that need to be in place? On this episode, we talk with the leader of San Diego’s #1 real estate team, Kyle Whissel, about breaking through the 400 deal point and beyond.

If you have a solid staff, you’ve really built a business-- not just an agency. -Kyle Whissel

Takeaways + Tactics

  • When you have a solid staff, you can always plug people in and out. It’s not the end of the world if one person leaves, because the systems are always in place.

  • It’s not just about culture. You also have to be clear on the value that you’re bringing, what you stand for, who the company is, and who the team is. 

  • Doing follow-up calls on Sunday instead of Monday will really set you apart and put you miles ahead of the competition.

 

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 knowing your culture first so that you can hire from there. Next, we talked about why leaders have to invest in improving their leadership skills. Kyle also shared his open house strategy and how they developed it. Towards the end we talked about something a lot of agents don’t want to hear about expired leads.

We also discussed:

  • The importance of internal culture
  • Why building a business is better than just having an agency
  • How to succeed with expired leads

The people that are quickly breaking through at the highest level are the ones that are taking every system and developing it at the deepest level possible. An agent might decide that a system isn’t really for them, but for an entrepreneur it’s not a matter of what you want to do. It’s a matter of finding an opportunity to jump in and capitalize.  

Guest Bio-

Kyle is the broker and owner of Whissel Realty which now has three locations throughout San Diego County. They’ve been recognized as the #1 real estate team in the county by The Wall Street Journal and the #5 team in the state by Trulia and Zillow. Go to https://www.whisselrealty.com/ for more information.

Check out Kyle’s Facebook group filled with high value tips, strategies and tactics from other agents, go to http://thewhisselway.com.

Aug 09 2018

36mins

Play

Rank #11: 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

Rank #12: Getting Out of Survival Mode, Investing Intentionally & Tracking Your Numbers w/Lars Hedenborg

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 The majority of real estate agents are in survival mode. How can they get out of that mindset and take advantage of the good condition of the market? Should you be spending more money on expanding, or putting money away for the market correction? On this episode, we are joined by agent, coach and founder of Real Estate B School, Lars Hedenborg who talks about taking the entrepreneurial approach to real estate, and being intentional with your money.

Money in the bank is the most lagging indicator you can track in your business. - Lars Hedenborg

Takeaways + Tactics

  • You only need to track six metrics in your business.
  • In a down market, your activities may not work as well, so you have to increase your level of activity.
  • If you're not having 100 meaningful conversations a week, you're not going to be able to scale.

At the start of the show, Lars shared how he got started and what’s going to happen to the real estate market when the market shifts. Next, we talked about the importance of being a good steward with your money, and how to position yourself. We also spoke about the 6 numbers you should be tracking, and why tracking everything will solve the upcoming problems real estate businesses are going to face.

We also discussed:

  • How to adjust your activities to increase your ratios
  • Direct response marketing
  • Why you need to take your ego out of the equation

When the market shifts, the real estate industry is going to shrink. If you play your cards right, and save money right now when the market is great, there will be many opportunities on the other side. A lot of agents throw money at other things instead of taking advantage of this market to put some cash away. Don’t follow that tide. Decide to be a steward of a good market and prepare financially for what’s coming. Get your core systems in place and track your numbers religiously. When you do, you’re going to see your own ratios start to shift, and you’ll notice the market is shifting before everyone else.

Guest Bio-

Lars is a broker/owner, coach and founder of Real Estate B School. For more information, go to realestatebschool.com, for a strategy session go to rebsstragysession.com and to find out about their next event go to rebslive.com.  

Jan 18 2018

34mins

Play

Rank #13: Finding the Shortest Path to the Cash & Putting Your Marketing on Autopilot w/Doren Aldana

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Most people spend so much time working “in” their business that they don’t get to work “on” it and fail to grow. What strategic structures should you put in place if you want your business to generate more leads and referrals? How do you stop putting out fires and actually start working towards growth? How can you put your marketing on autopilot? On this episode, we do a crossover with Local Domination podcast host Doren Aldana to answer these questions.

The best referral partner is someone who your ideal client is talking to, working with, or building a relationship with before they talk to you or have need for your services. - Doren Aldana

Takeaways + Tactics

  • When thinking about referral partners, consider: Who has the highest capacity to send you the most leads most often? Who is working with your ideal clients before they start working with you?
  • Always carve out time to work on your business, not just in it.
  • The contacts in your phone are a database already.

At the start of the show, Doren shared on the 3 buckets of business success and the importance of remembering that you’re in the marketing game. Next, we talked about finding referral partners and how to build a database if you don’t have one. Towards the end, we talked about how to focus less on putting out fires and more on creating a long-term vision.

We also discussed:

  • How to maximize your repeat and referral business
  • Working “on” your business vs. working “in” your business
  • How to mine leads from your social circle

If you want to grow with the future in mind, you have to remember that “Return on Time” can be even more important than “Return on Investment”. If you actually want a business that sets you free, spend more time working on it-- not just in it. One of the most powerful things you can do is set up a system that takes people from suspect to prospect, prospect to client, and then from client to evangelist.

Guest Bio-

Doren is an entrepreneur, host of the Local Domination podcast and the founder of Testimonial Engine. Go to http://mytestimonialengine.com/ for more information.  

Dec 21 2017

43mins

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Rank #14: 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

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Rank #15: 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

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Rank #16: The Fast Track to Success: Outbound Prospecting, Moving Your Business to Another Town & Chasing Transactions w/James Festini

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A lot of agents focus too too heavily on how much they are earning, rather than the number of transactions they are doing. Why is this a big mistake? How do you do outbound prospecting in high volumes? How can you undermine your competition to become the top agent in your market in 5 years? On this episode we talk to the Beast Mode prospector himself, James Festini.

There’s only two ways you’re going to make money in this business. You’re either going to go out and get your money or you’re going to spend money to have it come to you. - James Festini

Takeaways + Tactics

  • The magic formula in real estate depends on how much money you’ve got to spend.
  • There’s a right and wrong way to work in real estate and it has a lot to do with your scripts.
  • The end game for most logical real estate agents would be to get enough money to start buying real estate.

At the start of the show, James shared how he got started and how he was able to pack up his business and move to another town. Next, we talked about how to overcome the resistance to prospecting, and why he doesn’t want to be passive about getting leads. Towards the end, he shared why you need to become a human pop-up ad.

We also discussed:

  • Goals for 2018
  • The end game for most logical real estate agents
  • Chasing transactions vs. chasing commissions
  • How to get on the fast track to success

It is possible to triple your income through strong branding and intense prospecting. Such action is going to cause a massive breakthrough in spite of yourself, because of the sheer volume of contacts. You’re not going to overcome your prospecting fears sitting in your office thinking about them. You actually have to get into action and realize your fears weren’t real in the first place. To really succeed, your goals should be oriented towards number of transactions rather than how much you earn.

Guest Bio-

James is an agent who has been serving Southern California since 1993. To get in touch, email james@JamesFestini.com. To watch his coaching videos go to http://youtube.com/jamesfestini or follow him on Twitter, Instagram and Snapchat.

Resources-

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

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

Dec 14 2017

35mins

Play

Rank #17: Be Right or Be Rich

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Agents strive to get to the next level yet nothing holds them back like telling themselves they aren’t capable of certain things. How does this influence the kind of action we take? What impact does it have on our success? How do you move past this? On this episode, we talk about how to get out of your own way and stop proving yourself right.

You have to give up the labels that you’ve placed upon yourself. Get out of your box, and just make the attempts to do things you know will get you to the other side. -Greg Harrelson

 

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

Takeaways + Tactics

  • When you label yourself, everything you do will be colored by you trying to prove that belief right.
  • If you tell yourself you can’t do something, you’ll never work to gain the skills in order to be good at it.
  • If a label sinks in early enough or we repeat it often enough, it becomes part of your identity.

Whatever we believe is what we’ll subconsciously and consciously work to to prove right. Your belief in the label you place on yourself determines whether you’re going to be successful in that particular area or not. This doesn’t just affect our actions. It has a huge effect on our identities too, and that can be a huge issue. Ultimately, the healthiest thing we can do is believe that we are capable. Then we’ll work to prove it right.

Jul 26 2018

16mins

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Rank #18: 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

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Rank #19: 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

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Rank #20: Contact Junkie: Optimizing Lead Conversion w/Abe Safa

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Most agents don’t have a problem with acquiring leads. The difficulty lies in reaching those leads and being able to follow up enough to convert. Do we have bad leads, or do we need to reconsider the systems we use? How can bandwidth improve our conversion rate? How can software like Contact Junkie help us reach and follow up with our leads?

In this episode, Abe Safa shares on lead conversion issues in Real Estate and how automation software like Contact Junkie can help us optimize our business.

Our ROI is minimized because of our inability to make the right number of attempts per lead. -Abe Safa

Takeaways + Tactics

  • We spend time, money, and energy acquiring leads, but we don’t have the capacity to reach the majority of them. Increasing our bandwidth will improve our lead conversion ratio.
  • Think about whether your poor ROI is really due to the quality of the leads you bought. It is often because we haven’t adapted the systems and infrastructure we use to the new way of doing business.
  • People are busy, and we need to be able to make multiple attempts to reach them. Contact Junkie is an automated communication tool that increases response rates and allows us to have unlimited bandwidth.

In this episode, we discuss what motivated Abe Safa to start his software company Contact Junkie, and how this kind of automation acts as a communication tool to convert more leads for your business.  

We also discussed:

  • Issues with lead conversion in Real Estate
  • How increasing our bandwidth helps with lead conversion
  • Ways to increase our bandwidth

There is no shortage of leads in real estate, but there is a bottleneck when it comes to the ability to reach and follow up with these leads. People have become numb to notifications on their phones as a result of all the noise we are exposed to today, and this has increased the number of attempts it takes to reach a lead. We are left with a stack of leads that we have spent time, energy, and money acquiring that we cannot make a dent in. We need to increase our bandwidth so that we can make the attempts necessary to convert them into business.

Guest Bio-

Abe Safa is the founder of Contact Junkie, a software company that scales your business through technology. He also has his own Real Estate Agency, Abe Safa Real Estate, in Myrtle Beach and is the top Real Estate Agent in the area. Abe went from being a new licensee to having over 100 transactions per year, and has over three decades of business and negotiating experience. He graduated from Coastal Carolina in 1991 and has an honest and tenacious approach to business.

https://www.contactjunkie.com  

Apr 04 2019

36mins

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