A lot of team leaders make the mistake of obsessing over who is consuming their coaching content. What metric should you actually be paying attention to? How do you get people on your team to buy into your coaching? If you want to level up, do you bring on more people or do you go deeper on training the ones you have? On this episode, we are joined by Tom Cafarella to discuss how he can get his brokerage to reach their goal of doubling their conversion ratio. You have to lead the current people ...
Nov 16, 2017•53 min•Ep. 20
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 chang...
Nov 09, 2017•15 min•Ep. 19
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 ...
Oct 26, 2017•36 min•Ep. 18
With everything happening in the world right now, the consumer is more distracted than ever. How can this cause a shift in momentum in the market? How do you offset the potential losses? How do you bring attention back to what’s important and have the right conversations with your clients? On this episode, we discuss how to maintain momentum, even when people are focused on everything that’s happening in the world. When the distraction of the consumer increases, the answer for the agent is to ac...
Oct 12, 2017•25 min•Ep. 17
Real estate is changing. How do we evolve and position ourselves for what’s to come? What systems are critical if you want to build a listing machine that gives you a steady supply of leads? How do mindset, marketing, systems, and conversion play into building a powerful listing machine? On this episode, we are joined by top producer and author, Hoss Pratt, who shares on building a machine that generates consistent leads and how to convert those leads into signs in the ground. The key in marketi...
Sep 28, 2017•43 min•Ep. 16
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 t...
Sep 14, 2017•34 min•Ep. 15
It’s easy for teams to overlook the importance of good on-boarding.What are some reasons to make sure you do it effectively? How do you choose the right CRM for your team? How can part-time agents be a part of your team? On this episode, we talk to Century 21 Team Leader Mike Ferrante who shares how his team has leveled up. We’re using every bit of technology we can get our hands on. -Mike Ferrante Takeaways + Tactics Put your weekly tasks into concrete numbers and schedule them. Avoid vague met...
Aug 31, 2017•39 min•Ep. 14
When people have too much confidence, disaster shows up. How do you make sure you’re growing for the right reasons, and not scaling up to your detriment? What is the right way to invest in more time for yourself? How do you make sure you rise up when things aren’t going well? On this episode, we talk to top C21 broker Terry Swanson about building a sustainable organization. It’s not about growing for growing’s sake, it’s growing for the right reasons—for the right mission and vision. -Terry Swan...
Aug 10, 2017•44 min•Ep. 13
Ever wondered if you could make the transition from Buyer's Agent to Mega Listing Agent? In this episode, Jeff Lesley shares how he made the transition from overworked buyer's agent to a listing controlled business AND how he is now only earning more income while enjoying more time off. The best thing about Jeff is that is explains how simple the transition is when you make the commitment. If you're not getting those initial listings and the price reductions upfront when the inventory doesn't se...
Jul 27, 2017•38 min•Ep. 12
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...
Jul 13, 2017•38 min•Ep. 11
There is value in treating your team like your own clients. How do you bring world class value to the people who work for and with you? What is the agent-in-training program and how does it help people find their roles? What are the three pillars you can build into your team recruitment? On this episode, we are joined by Todd Tramonte, who shares on team management and using radio as a direct response marketing tool. You can only do branding on the back of direct response and lead generation -To...
Jun 22, 2017•56 min
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...
Jun 08, 2017•44 min
A lot of leaders don’t want to create leaders because the attention will go away from them to other people. Why is it so necessary to be driven by developing talent, and how can you make sure the information and value you’re giving translates to execution? On this episode, Pat Hiban joins us to discuss upholding culture in virtual teams, how lead generation has changed, and the power of taking your people to the next level. Great leaders aren’t going to go to work for someone who is a worse lead...
May 25, 2017•35 min
Many agents still mistakenly think they need to negotiate the best commission splits. What is missing from this conversation, and how can team leaders make sure there’s more on the table? How do you serve your agents and provide a workplace of value? On this episode, we talk to Jeff Cohn, who shares how he grew his team, agent accountability and building a business around what matters in your life. ISAs work, virtual assistants work but the best person for the leads to talk to is the agent that’...
May 11, 2017•49 min
If you’re not careful with the growth metric you use, your business might take the wrong direction. What is the true measure of success for a good team? How does a home environment negatively affect production and income? What does it take to develop a real estate career that’s worth owning? On this episode, Juan Martinez shares his growth and management strategies, and how he successfully went from top producer to business owner. With a lack of inventory, buyers are cheating on their agents and...
Apr 14, 2017•38 min
Scaling a business requires leverage of skills, technology and people. Why is long-term, recurring business all about monetizing that no’s? What are the biggest challenges in the transition from agent to business owner? Why is a growing business usually staff heavy? On this episode, Brendon Payne shares the systems he implemented when he went from the corporate world, to agent with no inventory and skills, to a successful business owner making up to 100 deals a year. Think more about being outsi...
Apr 07, 2017•36 min
Most real estate agents are using too broad of a stroke in marketing. Do you know what specific things you need to be successful with your marketing? How does leverage fit into your mission to level up? On this episode, Dobbin Buck discusses the marketing opportunities agents are missing, and the ways to use technology to target the right people more effectively. Creating great ideas is just being in motion. The key is getting into action. Are you willing to take those 5 or 6 ideas and choose 1 ...
Mar 30, 2017•44 min
The most left out client in the relationship management conversation is the home owner. How do you own that relationship, and apply a strategy towards winning the crowd? What is digital custody, and how does it help agents design a customer experience? On this episode Michael Reese talks simplifying your value prop, using bots to have strategic conversations and expansion through geo-targeting. You have to be able to narrow down your lead gen strategy to geo-region, and then be able to duplicate...
Mar 16, 2017•42 min
Danny Morel thinks BIG. But it all starts with the fundamentals. As Greg pointed out, no matter whether you call it team building or expansion, it’s all just a business. Between the years 2011 and 2016, Danny’s Intero organization went from 110 units to 2,730 units sold. How does Danny recruit an average of over one agent every day to his Intero offices? In this episode, Danny shares some of the key mindset strategies and principles that drive him. I'm going to compete solely on value. I'm going...
Mar 02, 2017•40 min
Pre-qualification scripts are one of the most misunderstood processes in real estate. Why aren’t agents using them? How do you use accountability to work at a higher level? What is the difference between objections and conditions? On this episode Dave Abdallah goes deep on working efficiently and effectively, taking listing appointments at his office and his “always-be-calling” philosophy. People don’t like pre-qualifying scripts because they don’t want to hear objections, and they’re too afraid...
Feb 16, 2017•31 min
There’s a lot of momentum around teams and scalability right now, but is this conversation giving enough attention to relevance? Are you building a real estate business on the right foundation? On this episode, Century21 CEO, Rick Davidson shares valuable insights on real estate teams, leadership at a global scale, and why everything comes down to relevance to the consumer. How do we stay nimble enough as a really big company, in order to respond to the speed of the market, at the speed of the c...
Feb 02, 2017•47 min
For Mark Martin, there is a huge difference in outcome when he makes calls and when an ISA does it. The difference is the killer instinct. How does he define this instinct, and can it be taught? On this episode we go deep on converting leads, leveraging the pain of not meeting a goal, and the challenges buyer’s agents face. If you can’t expose an agent to the killer instinct, expose them to winning. When people are excited and part of something bigger, that’s huge. -Mark Martin Takeaways + Tacti...
Jan 19, 2017•46 min
With a team of over 1,100 across multiple states, George Morris has leveraged leadership, talent and the idea that you can do anything for one day. What are the practices and fundamentals behind his team’s success, and what can agents trying to move to the next level learn? Our company is built on the premise that I can do something for at least a day, and if I can put enough of those days together, I can make a great month and a great quarter. -George Morris Takeaways + Tactics Most of us are c...
Jan 05, 2017•36 min
When an agent has mastered the basics and built a strong foundation, the next step is leveling up. What is the process of taking that next step to build a team and become an entrepreneur? On this episode we discuss skill stacking, the 4 levels of learning and DISC profiles with real estate and business coach Hoss Pratt. Click to watch the full episode Be the master of repetitious boredom. Be obsessed with being bored and doing the same thing over and over. -Greg Harrelson Takeaways + Tactics You...
Dec 21, 2016•56 min•Ep. 1
