As we enter 2020, we decided to take a look back at our show this past year and highlight an episode that we found important and our audience enjoyed. Here’s an episode from this past summer that showcases the drive of some of the young talent in our industry and what it takes to succeed. In today’s world of instant gratification, a lot of people are looking for shortcuts to success. Are there any shortcuts we could be taking? What are the benefits of starting slow- and are there any risks of de...
Jan 09, 2020•46 min•Ep. 110
The real estate market is currently in the space between a good market and an inevitable downturn, and this can be a scary time to be a new agent coming into the industry. However, downturns are actually a good time to get into the business. What are the most important skills new agents need to have during this time? How can teams help new agents transition into the industry more smoothly? On this episode, broker/owner Aaron Fox, shares on leadership lessons he learned from coming into the busin...
Jan 02, 2020•31 min•Ep. 109
Success starts with us as individuals, so to see great results in our businesses, we have to achieve self-mastery by nurturing ourselves from the inside out. Does our diet impact our productivity levels, and how can exercise affect our performance at work? Could we be jeopardizing our success by not getting enough sleep? On this episode, team leader Adrienne Lally and broker Attilio Leonardi from Team Lally, share how to achieve self-mastery. Your business will only grow to the extent you do, so...
Dec 26, 2019•46 min•Ep. 108
Often, the thing holding us back as agents are the lies we tell ourselves, whether it be the type of agent we should be, or why we need to stop thinking we’re different from more successful real estate professionals. On this episode, we discuss this mindset and how to change our way of thinking. We have to stop buying into myths. These lies are what we tell ourselves to feel better for not taking the next step and getting out of our comfort zones. -Greg Harrelson Takeaways + Tactics Stop thinkin...
Dec 19, 2019•39 min•Ep. 107
As agents, we are always hearing about ‘new and improved’ ideas that promise to take our businesses to the next level. However, rather than reinventing the wheel, some ideas are better left as is. How can we go back to the basics and create a business that fits seamlessly into our personalities? Is hustle still important when we level up, and why is it important to network with top producers? On this episode, Realtor at the Levin Rinke Resort Realty team, Christina Leavenworth, shares how she hu...
Dec 12, 2019•27 min•Ep. 106
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 toda...
Dec 05, 2019•38 min•Ep. 105
When most people are asked what their goals are, they are careful not to be specific, but that actually affects our ability to reach them. Why are specific goals more achievable than vague ones? Why is it so important for us to be vulnerable and open up about our goals? Why should we be looking through the windshield and not the rearview mirror? On this episode, I’m joined by one of my business partners, Abe Safa. We talk about how to set goals the right way. In order to really reach high levels...
Nov 27, 2019•45 min•Ep. 104
So many agents fail to reach their personal goals because they’ve been misled by their superiors. As brokers and leaders, how are we misleading our agents into thinking we can help them more than we can? How can we break the cycle and become more transparent? What are the lies brokers are guilty of telling in terms of opportunities for growth and higher pay? On this episode, we have a candid discussion about some of the biggest lies we’ve heard. Lots of owners want to be liked by their agents, s...
Nov 21, 2019•44 min•Ep. 103
Many real estate agents who operate solo feel trapped by their businesses. Scaling and growing a team is their way out of that. What holds many of us back from taking that next step? What is the difference between someone who does a few sales and someone who builds a structured, leveraged business? What mindset shifts need to take place in order to achieve freedom in our business, and for it to actually change our lives? On this episode, I’m joined by real estate coach, speaker, and host of the ...
Nov 14, 2019•29 min•Ep. 102
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 yo...
Nov 07, 2019•43 min•Ep. 101
Consumers and agents alike are constantly being told about market changes, and it’s causing considerable panic. Are the inevitable shifts necessarily bad for the real estate business and its customers? How can we change the perception of market shifts? On this episode, Founder and Chief Content Creator at Keeping Current Matters, Steve Harney, shares how to stop panic in its tracks. Calm down, sit down, think, plan and act. -Steve Harney Takeaways + Tactics Change is not necessarily a bad thing,...
Oct 31, 2019•36 min•Ep. 100
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 indu...
Oct 24, 2019•30 min•Ep. 99
If we don’t have the right systems in place, running a business can become disastrous; it will take over our lives in an unhealthy way. How can we build businesses that don’t force us to push our physical and emotional health to the sidelines? Is it possible to run a business without losing who we are? On this episode, realtor, entrepreneur, speaker and author, Rachel Adams Lee, shares how we can hustle our way to the top without making sacrifices. Stop thinking about who you are, and start thin...
Oct 17, 2019•32 min•Ep. 98
It cannot be understated how important relationships are in forging your real estate business. How can we forge relationships with the top players in the industry, and how can we expand our databases? Who can we trust with our ideas, and what are the benefits of sharing them? On this episode, social media speaker, educator and fellow podcaster, Marki Lemons-Ryhal shares how to build relationships that benefit your business. The greatest way to be mentored by the greatest minds in the business is...
Oct 10, 2019•32 min•Ep. 97
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 ca...
Oct 03, 2019•19 min•Ep. 96
Goal setting is vital for success, but to ensure goals are achieved, we need to have accountability processes in place. How can we approach accountability differently? Is it possible to track achievements without looking at numbers? On this episode, we discuss how to hold our team members accountable. As leaders, we have to figure out our team members’ motivations. Then we need to ask them to commit to the thing they really want. -Greg Harrelson Takeaways + Tactics Find out what team members are...
Sep 26, 2019•23 min•Ep. 95
There is so much technology available to agents, but we don’t always take full advantage of the platforms at our disposal. Is there a way to make the process of lead generation more efficient? How can we keep records of all our leads more effectively? On this episode, we discuss how to upload details to our CRM in a hassle-free way. Sometimes all the research we do on technology and CRMs hurts more than it helps. -Matt Johnson Takeaways + Tactics The best CRM is the one you use - even if it’s lo...
Sep 25, 2019•14 min•Ep. 94
The real estate game has changed drastically, thanks to online offerings like Zillow and Amazon Prime. What are the new rules in the face of online competition? How can we create sustainable businesses that allow us to maintain a presence in the industry for years to come? On this episode, we discuss the importance of mindshare, over market share. Let’s get into our competitors’ minds and try to see what they see, so we understand their moves. -Greg Harrelson Takeaways + Tactics Stop fighting fo...
Sep 12, 2019•27 min•Ep. 93
Without a doubt, agents play the most important role in the real estate industry, so we need to ensure we have the best agents on our teams. How do we attract and retain talented agents that can help us boost our businesses? Can we take on a number of agents without overwhelming our current operations? On this episode, owner of Citrus Realty, OJ Rodriguez shares the importance of offering value and investing in our teams. Agents have a lot of options, so we have to ensure we provide more and hel...
Sep 05, 2019•31 min•Ep. 92
To be successful in sales, it’s vital that we convey confidence to our prospective clients, and we build confidence by gaining knowledge. How can we become more confident in our abilities? How can we instill self-confidence in our teams? On this episode, President of Northrop Realty, Creig Northrop shares on the link between our knowledge and our success. Expand on your knowledge to build your confidence. Confidence builds trust, and trust leads to sales. -Brendon Payne Takeaways + Tactics Becom...
Aug 29, 2019•33 min•Ep. 91
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 gener...
Aug 22, 2019•51 min•Ep. 90
A lot of agents spend 90% of their time trying to get more clients instead of giving a higher level of service to their existing clients. How can we grow our business by building client relationships? What can we do to secure future listings from past clients? How can we profit from more online leads? In this episode, leader of Mister Rogers Homes, Shawn Rogers, discusses the impact customer service has on business success as well as how to survive market dips. If you take care of your clients, ...
Aug 15, 2019•33 min•Ep. 89
The massive changes we’re seeing in the real estate industry aren’t going anywhere, so we need to evolve our processes. How can we work alongside iBuyer platforms? Is it possible to maintain our role in the buying process? On this episode, Kenny Klaus of the Kenny Klaus Team shares how you can stay relevant in the age of technology. We have to up our game from a service level. -Kenny Klaus Takeaways + Tactics As an industry, we need to stop trying to compete with iBuyers and online real estate p...
Aug 09, 2019•38 min•Ep. 88
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 re...
Aug 01, 2019•46 min•Ep. 87
More and more agents are focusing on building teams today. Are teams the only way forward in the real estate industry? Can we grow our businesses without having a team? On this episode, Lori Lentz-Widner and Lori Sorensen from the Harrelson Group discuss how they’ve boosted their business and built stronger connections with their clients- without having a team. Record the conversations you’re having- there’s a difference between how think we sound and how we actually sound. -Lori Lentz-Widner Mo...
Jul 26, 2019•38 min•Ep. 86
We hear so much about retaining clients, but not enough about how to keep great agents on our teams. How can you retain your agents? How can you show them your value as a leader? On this episode award-winning owner of Century 21 Results, Terry Swanson, shares how he’s shown his agents great value over the years. See your agents as your clients. -Greg Harrelson Takeaways + Tactics Research what works for your agents. Rather than allowing them to test all the waters of lead generation, try it your...
Jul 18, 2019•37 min•Ep. 85
A lot of agents shy away from lead generation, but it’s one of the best places to start in the industry. How can you focus on lead generation and let it take you to the next level? How can you build confidence along the way? On this episode, I talk with C21 agent John Senk to hear his advice. Poor responses are just a response: don’t make it mean anything more than what it does. -Brendon Payne Takeaways + Tactics Go out and hunt. Lead generation requires you to look for new clients every day. Ac...
Jul 11, 2019•16 min•Ep. 84
The world is becoming smaller by the minute, thanks to virtual communication and work opportunities. How can you grow your business by using online tools without creating a remote work environment that lacks engagement? Is it possible to build real relationships with your team members by using technology? On this episode, Executive Vice President of Century 21 NS Group, Robert D’Amico, shares how he’s built a strong team of 800 agents spanning 4 states. Takeaways + Tactics Surround yourself with...
Jun 27, 2019•35 min•Ep. 83
Prospecting plays a big role in our business growth and success as agents, but many of us are put off by this part of our job. How can we change our mindset when it comes to prospecting? How can we have more valuable and successful conversations with new leads? What could incorporating automation into our prospecting process do for our business? In this episode, Abe Safa explains what it took for him to go from 40 to over 100 transactions in three years, and how we can apply this to our own busi...
Jun 20, 2019•37 min•Ep. 82
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...
Jun 07, 2019•32 min•Ep. 81
