When the market shifts in real estate, you can go from the high of your best year ever to the low of wondering if you’ll ever sell a home again. You’re showing up, doing the work, and checking all the boxes. But during a downturn, the quick wins of a hot market disappear, and suddenly, effort doesn't equal results. This is where most agents spiral. They panic, pause, or start changing everything. But the real danger isn’t the market. It’s how you respond to the silence. Because when things slow ...
Jul 03, 2025•35 min•Ep. 260
If you’re failing at lead conversion, it might not be because they are unmotivated. It might not even be that the market is slow. Your clients might be locked up because of what’s coming out of your mouth. Many agents struggle to get sellers to adjust their price or buyers to make a decision, Chances are, you’re accidentally framing conversations in a way that creates uncertainty and resistance. And in this market, uncertainty kills deals. The top-producing agents aren’t talking more, they’re ta...
Jun 05, 2025•38 min•Ep. 259
Five years ago, Anthwon Thomas had a small, scrappy real estate team of just 2 or 3 people. No leverage, just hustle, heart, and a belief that more was possible. Fast forward to today, and that same small operation has grown into a thriving team of 20 to 25 agents. They’re not just holding steady in a tough market. They’re outpacing it. While many agents and teams have seen production shrink by 10 to 15%, Anthwon’s team has increased its production by 47%. So, how does that kind of transformatio...
May 29, 2025•33 min•Ep. 258
Every real estate agent operates under two different markets: the market and your market. The problem is, most agents are focused on the market and allow their results to be dictated by external factors. The market is interest rates, inventory levels, total homes sold, inflation, and tariffs.Your market is your listings, your pendings, your days on market, your client pipeline, your lead conversions. Here’s the good news: You control your market no matter how bad the market is. It’s important to...
May 15, 2025•1 hr 5 min•Ep. 257
Ask most real estate agents what roadblocks are keeping buyers from moving forward, they’ll say interest rates, inventory and a lack of true motivation. If you ask the buyers what’s holding them back, you’ll hear a completely different story. It has less to do with what’s actually going on in the market, and more to do with what the agent isn’t doing. Many buyers are just moving through the funnel, and they just need an agent to guide them towards actually getting into a home. Agents aren’t aski...
Feb 20, 2025•23 min•Ep. 256
Selling isn’t telling - it’s asking questions….We’ve all heard this before. But how do you deliver really good questions without creating more resistance in the lead? Because let’s be honest: asking a lot of questions has its downsides if we’re not strategic about it. What’s meant to be a productive conversation can easily turn into an interrogation that puts the prospect off. Rapport defeats sales resistance, so if we want to get better results, we have to change how we’re asking questions. Why...
Jan 30, 2025•10 min•Ep. 255
In real estate, 80% of newly licensed agents fail out in the first 2-4 years - but this doesn’t need to be the case. The first 2 years in real estate can be tough, but that doesn’t mean you can’t succeed. In fact, plenty of brand new agents are able to start selling homes in their first 90 days in the business. The high failure rate often has nothing to do with the agent themselves, and more to do with the environments they choose. How do you choose a brokerage that sets you up for success? What...
Jan 16, 2025•8 min•Ep. 254
Starting out in real estate can feel overwhelming and daunting. There’s so much you need to know. Taking the classes, passing the test, choosing the right brokerage and getting your first listing. These are all things you need to do to start earning money in this business. But with the right steps you can jumpstart a successful career, and even get your first commission quickly. If you get the right support and mentorship and become more familiar with the market, success isn’t just possible, it ...
Jan 09, 2025•10 min•Ep. 253
Whether you’re brand new to real estate or you’re an experienced agent looking to do more deals, there’s only one way to grow your listing business. Even the most successful mega listing agents had to follow the same formula in order to increase their transactions. If we commit to doing the right things consistently, the results we want will show up. Most agents don’t work the process or they don’t follow the process long enough, so when they don’t get the results, they think something is wrong ...
Jan 02, 2025•44 min•Ep. 252
Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/ ------------------------------------------------------------------------------------------ If you've been using the same old scripts and they haven’t been converting, it might be time to throw them out. Because here’s the truth: scripts have never been the answer to productive conversations in the rea...
Dec 26, 2024•10 min•Ep. 251
There are two kinds of real estate agents. The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market. While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times. These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. In this market, there’s no winning without hav...
Dec 19, 2024•31 min•Ep. 250
There are two kinds of real estate agents. The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market. While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times. These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. They are faithful to strategies and tactics th...
Dec 12, 2024•36 min•Ep. 249
When it comes to building a solid listing-based business, most agents want to quickly get into expired and canceled listings. Here’s the problem: they go after these leads before they’ve built up the confidence and skills they need. This leads to mediocre results, a loss of confidence, and less income. Instead of taking this approach, we coach our agents on a step-by-step process to build up to expired and canceled listings by starting with other lead types first. The conversational skills neede...
Dec 05, 2024•29 min•Ep. 248
Any real estate agent can become a listing machine in a very short space of time. Even if you’re new to the business, if you’ve been working with buyers your whole career, or you just want to multiply your listing inventory. If you put the right pieces in place, you can build a solid listing-based business that can withstand all market conditions. The challenge is: a lot of what agents are taught to get more listings actually works against that goal. We’ve coached hundreds of agents on a differe...
Nov 27, 2024•29 min•Ep. 247
In today’s real estate market, many agents are asking the same question: how do I get more leads, listings and increase my production? Well, there are a lot of different ways to generate more listings right now. But before you dive into a strategy, you have to make sure it works for you, and that it’s a method you can do day in and day out. Because here’s the thing: most activities, done consistently will work and even the best strategies done inconsistently won’t yield a result. There are 3 con...
Nov 21, 2024•11 min•Ep. 246
Every day in real estate is a battle against distractions, shiny objects and unproductive activities. Accountability is one of the most powerful ways to combat these things and stay on the path of activities that lead to success. The problem is: a lot of people don’t understand what accountability is. They think it’s a form of micromanaging or policing your activities. Accountability is really just about providing the support that keeps you consistent so you achieve what you set out to do. How d...
Nov 14, 2024•7 min•Ep. 245
When interest rates rise, inventory wanes and working with buyers gets harder, real estate agents flock to listings. There are so many ways to generate seller leads, from direct mail to calling expireds, but those methods aren’t for everyone. The most effective way for any agent to get leads would have to be online - ads in particular. But in order for this to work, there are some things we have to avoid. For ages, we’ve been told that speed to lead is the way to go, but when it comes to online ...
Nov 07, 2024•8 min•Ep. 244
When it comes to online buyer leads, generating a list of potential clients is the easy part. There is no shortage of lead sources and platforms that collect names. The hard part is converting those leads. Between bad or incomplete information and low response rates, there are many factors that can tank the success of our efforts. Now we might not be able to control everything, but plenty of agents are doing very well with online leads by making a few simple tweaks to their process. Can making m...
Oct 17, 2024•10 min•Ep. 243
If you asked real estate agents what they spend the most money on, lead generation would be at the top of the list. The only problem is, when the conversion of those leads is low, it tanks our ROI and in turn, our profitability. When agents struggle with conversion, they tend to blame the lack of return on the quality of the lead. But my experience with different lead sources and platforms proves that this isn’t true. After evaluating tens of thousands of leads across different sources, this is ...
Oct 10, 2024•31 min•Ep. 242
If you’re in the online lead gen game, you’ll notice that it’s gotten a lot harder lately. It doesn’t matter what platform you’re using - deliverability has plummeted, open rates and replies have decreased, and more consumers are sending the dreaded opt-out message. As a result, the conversion ratio from online capture to connection has dropped drastically and the price-per-lead is going to skyrocket. With all our communications getting filtered more heavily, sending one-size-fits-all email blas...
Oct 03, 2024•28 min•Ep. 241
In today’s real estate market, many deals are being held up by listing agents who are scared to lose their clients. They know the price the seller is asking is too high, but they can’t tell them because they might get fired. As the buyer’s agent, you can use this to your advantage, move the deal forward, and negotiate a lower price. The best part: the listing agent will love you because you’re saying what they’re too afraid to tell their seller. Instead of letting deals hang in the balance, you ...
Sep 26, 2024•24 min•Ep. 240
In the aftermath of the NAR settlement, a lot of agents are panicking about and struggling with one area of the transaction: negotiation. There are a lot of agents who are worried that these new rules of compensation could be the reason the deal doesn’t work out. Reality isn’t that dramatic. We’ve dealt with deals falling apart over money before, and it’s not the end of the world. If we were able to negotiate our way through that before the settlement, we can do that now. In today’s episode, I d...
Sep 19, 2024•27 min•Ep. 239
When it comes to online leads, everyone’s got an opinion, and most of them aren’t good. Many agents will tell you that online leads are dead - that they aren’t responsive or engaged, so what’s the point? Well, here’s the truth about those so-called dead leads - they are just dead to you. Those so called disengaged and unresponsive leads do respond…just not to you. There’s no such thing as a completely new lead. Every single lead is someone else’s old lead, and your old, neglected leads are going...
Sep 12, 2024•13 min•Ep. 238
In today's dynamic real estate landscape, the power of converting online buyer leads can’t be underestimated. The internet is one of the easiest ways to generate leads today, but that doesn’t mean it doesn’t come without its challenges. From incomplete and false contact details to unresponsive leads, so many factors can hamper the success of our online lead gen. The good news is, there are ways we can improve our results, and it’s all in our control! In today’s episode, I share 3 things you can ...
Sep 05, 2024•10 min•Ep. 237
If you double your appointments, you’ll double your income and double your commissions. -Greg Harrelson Whether you're a seasoned agent or just starting in the business, anyone in real estate can benefit from increasing their commission revenue. You don’t have to wait till a new year, you can double your income in just 90 days. Putting more deals under contract is easy if you take the right actions. How do you take your real estate career to the next level? In this episode, I share 2 things you ...
Aug 29, 2024•4 min•Ep. 236
In order to be a listing machine, you need to have the endurance to do the activities every single day. -Greg Harrelson If you’re struggling to generate a lot of listings, you might think there just aren’t enough of them in this market. That’s not true. All over the country, there are real agents who are generating tens of listings every single month - agents just like you. What’s their secret? Well, these agents aren’t doing anything special - there are 3 things they do every single day. If you...
Aug 27, 2024•6 min•Ep. 235
Ever since the NAR settlement happened, real estate agents can’t stop talking about and even panicking about it. So many people think buyer’s agents and their ability to earn money is in jeopardy. I don’t think reality is quite so bleak. The fact of the matter is, a lot of the social media hype is nothing more than clickbait, designed to make you fearful, lose focus and ultimately lose money. How do we cut through the noise and dive into the facts to understand what these changes really mean for...
Aug 22, 2024•12 min•Ep. 234
The NAR settlement has a lot of people worried about the future, and what it means for the jobs and even the existence of buyer’s agents. The truth is, we are where we are and we can’t change that. Instead of focusing on the chatter, and getting sucked into the vortex of negativity, we need to ignore the noise, remain productive and focus on value. Here’s the thing: people don’t mind compensating others when value is delivered. If you focus on your value proposition and communicate effectively, ...
Aug 20, 2024•6 min•Ep. 233
The secret to building an extraordinary real estate business isn’t as complicated as so many people make it out to be. In fact, the most successful agents keep things really simple. The secret is all about following a routine that lets you take advantage of your momentum. Instead of trying to execute on difficult things, there are 9 simple things that will lead to massive success in this business. How do you build a daily routine that makes success inevitable? In this episode, I talk about how t...
Aug 15, 2024•6 min•Ep. 232
If you’re worried about the real estate market changing, I have bad news. The change has already happened. No matter where you are, there’s no doubt that the market has softened. There’s less properties on the market, less buyers, higher interest rates, more people sitting on the fence and ultimately, less sales. Navigating the ever-changing real estate landscape requires adaptability and strategic thinking. How do you put your focus forward instead of looking back to the market we had before? F...
Aug 13, 2024•6 min•Ep. 231
