Time and time again, we’re reminded that success comes from repeating steps. Which ‘boring’ steps should you continue to take? How can you stop thinking of your routines in a negative way? On this episode, we’re discussing why mundane, everyday activities are crucial for success. If you want the highs, you have to do the boring things. -Matt Johnson Takeaways + Tactics Following ‘boring’ routines is really a simple approach to mastery. It’s fun to create something new, but remember that a lot of...
May 31, 2019•21 min•Ep. 80
Entrepreneurs in the real estate space often avoid certain lead generation strategies in favor of the one they use most often. Is the strategy used the most also the strategy most effective? Why are agents so inclined to keep doing the same thing, rather than trying new avenues? On this episode, we’re discussing why you need to change your story to see different results. Takeaways + Tactics Pay attention to the story you’re telling. You must have an understanding of the narrative you share. Ask ...
May 23, 2019•26 min•Ep. 79
Real estate is a relationship-based business, and we can use technology and professional development to increase and improve the success of our business. How do we create a mutually beneficial environment where we grow as a company and our people also experience personal growth? How do we make technological advancement work for us rather than against us? Why should we invest time and resources into training and coaching for our people? In this episode, Century 21 CEO Mike Miedler discusses why h...
May 10, 2019•36 min•Ep. 78
Real estate agents have been concerned about commission compression and the idea that they’ll eventually be replaced. If we stop listening and observe what is actually happening, we will see that the main concern lies in referral fees cutting into our net profit. Why don’t we have to worry about commission compression? What can we do to offset the shrinking effect referral fees have on our profit margins? How can a tool like Contact Junkie help us acquire our own leads? In this episode, Greg Har...
May 03, 2019•31 min•Ep. 77
For those new to the industry, the thought of building a sphere of influence is daunting. How do you start to build a network when the people you’re close to aren’t in a position to buy a home? Should you leave clients who aren’t immediately ready, and pursue those who can commit to a home now? On this episode, we talk with top-producing Century 21 agent in Fort Worth, Sarah Lyons, about the importance of building relationships. Try to establish rapport and build relationships. You may not get s...
Apr 25, 2019•28 min•Ep. 76
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....
Apr 04, 2019•37 min•Ep. 74
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 t...
Mar 21, 2019•29 min•Ep. 75
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 ha...
Mar 08, 2019•16 min•Ep. 73
It’s difficult to stay motivated when you’re not enjoying yourself. How can you approach business tasks differently to enjoy them more and get them done more effectively? Can you mix work with play? On this episode, I talk about why I don’t do things unless they’re fun, even in business. I don't work, I play. I don't have a job, I have a hobby. -Greg Harrelson Takeaways + Tactics Fun is not a doing, it's a being. Decide to look at the world in a certain way. Remember, every problem has a flip si...
Mar 01, 2019•20 min•Ep. 72
How can you manage through the hard times of being a new entrepreneur? What kind of mental shift is necessary to succeed? On this episode, Dan Grieb shares how he managed to overcome the challenges he faced and achieve phenomenal success in real estate. I don’t want to make people think it’s all easy, but I do want to let them know it is possible. –Dan Grieb Takeaways + Tactics Acknowledge the importance of hard times. The most important lessons are usually learned when you’re in difficult posit...
Feb 22, 2019•37 min•Ep. 71
For most, the idea of earning an income without working is exciting and aspirational. Is it realistic, however? Can you ever really make money while doing nothing at all? On this episode, we weigh in on what passivity actually means in a business and why the very notion of passivity needs to be redefined. No one gets 'mailbox money' without putting in effort. -Greg Harrelson Takeaways + Tactics You need to put in a good deal of effort and energy to maintain a "passive income" Consider where your...
Feb 15, 2019•24 min•Ep. 70
Lead conversion is a popular subject in real estate, but many agents are unsure of how to improve their conversion rate or interpret what the numbers might be saying. How can you boost your conversion? Are there steps you should be taking (or avoiding) to improve it? On this episode, I talk with coach and founder of Smart Inside Sales, Dale Archdekin, to answer these questions and more. People should either be a team or get on one. –Dale Archdekin Takeaways + Tactics Ask yourself if you’re havin...
Feb 06, 2019•34 min•Ep. 69
People often think that the mental shift of a new calendar year will be enough to motivate them reach their goals, but there are steps that must be taken to make it happen. Why is it so important for us to have focus and limit distractions? How do we prepare for the inevitable boredom that comes with implementing and becoming consistent with something? On this episode, Brendon Payne and I discuss the 4 conditions we need to create in order to get a breakthrough. Consistency leads to boredom, but...
Feb 01, 2019•24 min•Ep. 68
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...
Jan 25, 2019•34 min•Ep. 67
As leaders, we understand the importance of developing talent, but we can easily miss the mark on what that actually means. Why does our talent development have to go beyond teaching real estate? How can we identify talent on the front end and grow our teams? Why do leaders need accountability as much as the agents do? On this episode, we are joined by Samer Kuraishi to discuss creating an environment of excellence and collaboration on our teams. I’m not leading with money, I’m leading with expe...
Jan 17, 2019•34 min•Ep. 66
In an era where social media marketing has become so prolific, it’s becoming more and more difficult to cut through all the information we are exposed to. How do we even begin to know what we should be listening to? Have we made progress more difficult for ourselves by letting so many voices and tactics influence us? Alternatively, should we ignore all the information coming our way and stick with what we know? On this episode, we discuss how to engage with the inundation of voices we encounter....
Jan 10, 2019•22 min•Ep. 65
One of the key skills we have to have as entrepreneurs is how to have a good return on our time. How do we know that having a team is the right move for us? What skill set makes a good real estate investor? Why are the skills we learn over the phone valuable for so many other opportunities? In this episode, we are joined by multiple business owner, real estate investor, team leader, and CEO, Mark Loeffler, to talk about making the choice between leading our team and building an investment busine...
Dec 28, 2018•23 min•Ep. 64
No matter how many new tactics and tools come up in the industry, the core fundamentals will never change. Why is this the same for both new agents and agents trying to level up? How can you avoid the stalemate? Why is consistency so critical? On this episode, Brendon Payne offers valuable insight on what to do when it feel like we’ve plateaued in business. Breaking through as a top agent requires similar strategies as those for a new agent. -Greg Harrelson Want to Know Where Greg Harrelson Gets...
Dec 20, 2018•22 min•Ep. 63
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 a...
Dec 06, 2018•37 min•Ep. 62
Many team leaders fall into the trap of building a business filled with people who match their personalities, but with core values that don’t align. How do we make sure we’re pulling the right people into our world? How do we actually build culture in our team and not just talk about it? What are some of the challenges unique to working in a resort market? On this episode, Allison Simson talks about fostering a supportive team environment, building a team we’re happy with, and staying on top of ...
Nov 29, 2018•30 min•Ep. 61
Now that we’ve talked about why databases are becoming more important, and how we make sure the audience doesn’t filter us out, what are the 3 keys to building trust? How do we insert the tags into the conversations we have with prospects? Why should our communication be about them and not about us? On this episode, we continue the conversation with Dobbin Buck about the importance of building a database and segmenting it with relevant triggers. If we come from a place of deep servitude to our a...
Nov 15, 2018•25 min•Ep. 60
Databases are going to become even more important as a result of the current trends going on in real estate. What are some of the shifts that are driving this new development? How do databases offer us a huge advantage to connect with people and build trust with them? Why is trust going to be more important over the next 5-10 years in turning a database into a community? On this episode, co-founder of GetUWired, Dobbin Buck, joins us to talk about why databases are the new community and how to c...
Nov 09, 2018•33 min•Ep. 59
After we become top producing agents and team owners, the next step is building wealth and a legacy. What thoughts and activities have to shift in order to take our businesses to this next level? Does our lead generation have to change as we start focusing on wealth-building? What can we do to make our lead generation time more valuable? On this episode, Noah Ostroff shares how he’s built a business that sells 3,000 homes a year, and how he multiplied the impact of his prospecting. My definition...
Nov 01, 2018•50 min•Ep. 58
Thanks to Facebook advertising, we can go straight to the masses without forking out a lot of money. What are some of the biggest mistakes we make with our ad targeting and response? How do we create a process that leads people from cold lead to a booked appointment using ads and opt-ins? What kind of ads actually generate quality leads? On this episode, Facebook ad expert, former agent, and founder of Just Sell Homes, Andrew Fogliato shares what is— and isn’t— working in advertising and lead co...
Oct 25, 2018•33 min•Ep. 57
Real estate gives us the capacity to make a lot of money, but so many agents find themselves broke. What are the money laws that govern how it flows in our lives? Is the answer to getting off the commission wheel as simple as making more money and getting more deals? What are the building blocks of a healthy money mindset and healthy money practices? On this episode, coach and real estate mogul, Krisstina Wise, goes deep on how to build wealth and shares strategies that will make money a positiv...
Oct 18, 2018•42 min•Ep. 56
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 pe...
Oct 12, 2018•30 min•Ep. 55
As we go from agent to entrepreneur, it’s easy to burn out from all the things we need to do and be. How does this connect to playing the role of a leader? How can you lead at a high level while being who you are vs. who you think you should be? Why is it so exhausting to try and adopt someone else’s leadership style? On this episode, we talk about the importance of being ourselves as leaders to avoid burning out, and to attract the right people into our world. When you change yourself to appeal...
Oct 04, 2018•14 min•Ep. 54
Many of us are missing out on opportunities for business because of how our approach to social media. How are agents failing to execute on today’s marketing requirements? How do we win at social media and combine the ease of online communication with the power of face-to-face relationships? With all the focus on the online relationships, why is it still so important for our offline relationships to be on point? On this episode, real estate coach and marketing expert, Jared James, shares why our ...
Sep 27, 2018•39 min•Ep. 53
Leaders constantly have to put themselves in a position to spot opportunities. How do we set ourselves up for this? How do we lead by example in a real way? What’s the difference between being pulled to a position and pulling a position to us? On this episode, “30 Under 30” agent and broker owner, Justin Helmus, shares how he balances production and leadership, and talks about the power of being a connector and an example for others. Connecting people, no matter what, if it’s on the selling side...
Sep 20, 2018•36 min•Ep. 52
Leadership is clearly valuable, but there’s a lot of confusion as to what that value actually is. What is that ultimate thing we can deliver to our agents that will make them produce at a high level and stick with us in the long run? What are the some of the value-adds that people will be looking for as we step into a leadership role? Do people’s expectations of us change over time? On this episode, we talk about how we can add value as leaders and find the balance that meets the needs of our te...
Sep 13, 2018•23 min•Ep. 51
