Between the market conditions of the last few months of 2022 and taking time off for the holidays, it’s natural to feel a bit sluggish and slow-to-start in the new year, but there are many encouraging signs to get pumped about real estate in 2023. What can we glean from lead flow, market cycles, and even the consumer’s current behavior? In this episode, we share 6 indicators that you can still hit and even exceed your goals this year. The consumer is starting to get back in the game a lot sooner...
Jan 26, 2023•13 min•Ep. 200
As we kick off a new year, and set our intentions and goals for our businesses - it’s important to get our priorities in check. In this market, there are 3 things top agents have to commit to consistently to keep getting results. How do we increase our confidence in conversations? What conversations do we need to get better at having? In this episode, you’ll learn 3 things you need to do to be effective and efficient in your real estate business. Increase your skills as a communicator because th...
Jan 05, 2023•15 min•Ep. 199
When you spend an extended period of time away from your business, it can be hard to get back into the swing of things, which compromises our productivity. Knowing how to minimize the impact on your business is a key skill all agents need to have. How do we stay engaged with our businesses during the holidays? In this episode, we talk about getting the most out of our time off without losing momentum in our businesses. When we show up back to work, we want to make sure we minimize the downtime b...
Dec 29, 2022•14 min•Ep. 198
In a challenging market, many agents become so obsessed with doing everything perfectly, they end up not doing anything at all. For this reason, taking imperfect action automatically puts you ahead of everyone else, so even if you do the wrong thing, you’ll reap the benefits of being in momentum. What minimum standard of action do we have to commit to in this market? In this episode, you’ll learn the value of action, even if it’s imperfect. You just need to get into action, and even if you send ...
Nov 23, 2022•12 min•Ep. 197
In any real estate market, but especially in a transitioning one, failure is only a certainty for the agents who aren’t focused on the right thoughts, behaviors and activities. The good news is, if we’re aware of the common pitfalls that lead to failure, we can sidestep them and make success inevitable. What completely avoidable factors are contributing to failure right now? In this episode, we talk about 3 bad habits that will definitely lead to us not meeting our goals. As agents, our next bre...
Nov 10, 2022•15 min•Ep. 196
When we were new agents, we were hungry, motivated and willing to take massive action to succeed. Over time, this excitement and drive turned into complacency, and now that the market has shifted, it’s easy to feel like we don’t have what it takes to thrive. Here’s the good news: you’ve already come this far in real estate so you’re well equipped for a market shift. If we would just treat this market like we did our very first market, we would meet and even exceed our goals while other agents ar...
Oct 13, 2022•27 min•Ep. 195
One of the side effects of a market slow-down is a dramatic drop in momentum. As a result, many people take their foot off the gas at a time they need to be most active. When the urgency of a hot market cools down, and things aren’t moving as quickly, it’s really easy to become less engaged in the work, and less deliberate about following a schedule. How do we maintain momentum even if it feels like the market doesn’t justify it? How do we fill up the empty spaces in our day so we’re still produ...
Aug 25, 2022•21 min•Ep. 194
In a business like real estate, mindset has a lot more to do with our success than the actual market. How we perceive a situation and the story we tell ourselves about it separates the fearful from the ones who operate at the highest level. Whatever’s happening externally, we always have the choice to think Dominant Thoughts or to fall prey to defeatist ones. How do we set ourselves to operate at our best? Does a market shift mean we’re doomed to fail? In this episode, I’m joined by real estate ...
Aug 18, 2022•40 min•Ep. 193
There’s so much conversation right now around the shift - if it will happen, when it will happen and whether or not we can survive it. Considering that many agents have had massive success through down markets, does the shift really matter? Do the conditions in the market really determine how well we do? In this episode, we talk about what we need to be focused on more than the market conditions. The same market shift can produce totally different results within agents. -Greg Harrelson Three Thi...
Aug 04, 2022•26 min•Ep. 192
In this industry, the term “listing machine” conjures up an image of a hardcore prospecter who can instantly turn a conversation into a deal, but that’s not the case, especially in this market. A machine is meant to deliver a consistent, predictable result over time, and truthfully focusing on generation will only lead to an income rollercoaster. To have a true machine, we have to generate leads and cultivate them in equal parts - we have to think like a farmer turning a seed into fruit. How do ...
Jul 21, 2022•29 min•Ep. 191
There’s no doubt that the market is shifting and that it’s sparking fear and uncertainty, but a national recession doesn’t have to become a personal recession for us. The degree to which we’re impacted by market forces is entirely in our control. Our mindset is more likely to decrease our production than the market itself, so how do we set ourselves up for success? In this episode, I’m joined by speaker, trainer, entrepreneur, founder of ReferCo, author of the 7 Levels of Communication, and host...
Jun 30, 2022•38 min•Ep. 190
Market shifts lead to conversation changes that are essential to prepare for. Unfortunately, many agents often do not know how to respond to or make the most of these changes to maintain their market share. In this episode, sales coach Abe Safa sheds light on how to properly prepare for market changes and use them to your advantage. "The more people you talk to, the more business you are going to do."- Abe Safa Three Things You’ll Learn In This Episode How to take advantage of a changing market ...
Jun 09, 2022•23 min•Ep. 189
There’s a big difference between a database and a databank - one is just a collection of names, and the other is the most valuable asset we own in our businesses. Every real estate agent should be intentional about their databanks, especially in a tight-inventory, highly-competitive, shifting market, like the one we’re in right now. How do we deposit into our databanks so we can extract more gold from it? Why will the agents with databanks thrive when the market shifts? In this episode, we’re jo...
Jun 02, 2022•23 min•Ep. 188
The best leaders in real estate create a world so big that their people can build their own empires inside it. Whether it’s building a brokerage or going after ancillary businesses, thinking like entrepreneurs retains top talent, improves the service we give the consumer, and ultimately, it makes our organizations more valuable. Why did Jeff Cohn decide to switch from running a team to owning a brokerage? What ancillary business can we add to our businesses for passive income? In this episode, t...
May 19, 2022•17 min•Ep. 187
Real estate is a game of confidence where our success is a direct result of the quality of conversations we’re having with consumers. We have to feel good about the conversations we’re having to convert at the highest level. What steps can we take to build up our confidence so we can expertly control ANY conversation? In this episode, we’re going to share 5 things we need to be doing to continuously up our game and increase our confidence as salespeople. "We know that confidence is the key to fi...
May 12, 2022•16 min•Ep. 186
In real estate, a little taste of financial success often leads to an immediate increase in lifestyle, which can be detrimental to our businesses. This occurrence is so common, it’s become an industry cliche. Right now many agents are reaping the benefits of a hot market, but before we go buying that brand new car, we have to practice caution. How do we protect our earnings and create real long-term financial stability? In this episode, we talk about how to protect your profits in any market con...
Apr 28, 2022•18 min•Ep. 185
For real estate professionals, effective communication is the key to excelling in our businesses. Building up this muscle allows us to become the kind of salespeople that inspire people, instead of the salespeople that try to force people to take action. We’ve heard about neuro-linguistic programming (NLP), and why mastering it makes us stronger in sales, but how do we actually use this skill practically? In this episode, we’re joined by Abe Safa and Certified NLP Master Trainer, John Ryan. He s...
Apr 14, 2022•34 min•Ep. 184
The prevailing sentiment among agents is that this market is too difficult to get listings. There isn’t enough inventory, motivated sellers are too hard to find, and there aren’t a lot of opportunities, but what if it’s all just a mindset? A successful listing agent goes out into the market with the belief that there’s a ton of opportunity, and they align themselves with it. What kind of mindset does an agent need to be in if they want to be effective at taking listings? In this episode, we talk...
Apr 07, 2022•19 min•Ep. 183
When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable. The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now. So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over the long term without coming across as sleazy salespeople? In this episode, we’re talking how to monetize a rejection and build a phenomenal pipeline ...
Feb 17, 2022•14 min•Ep. 182
Whether we’re in a hot market or a down market, whenever things seem to be out of balance, it’s our job as agents to guide our clients through the process. Managing our clients’ expectations (or, more importantly, their emotions) is the key to keeping any transaction running smoothly. The question is, how do we do that? Is it really as simple as having a clear line of communication? In this clip, we're introducing the concept of 'future pacing' and doubling down on the importance of being up fro...
Feb 10, 2022•18 min•Ep. 181
Most of the time, when we think about our competition, we think about other agents in our marketplace, but what if our greatest rival is a lot closer to home - what if our greatest competition is us? We're all after increasing our performance, production and potential, and the greatest thing we control is what we do every single day. How do we start seeing ourselves as the competition and ignore everyone else? In today’s episode, we talk about one simple way to increase our productivity this yea...
Jan 27, 2022•11 min•Ep. 180
The New Year always comes with such a flurry of new ideas and options, the fundamentals can easily get lost in the noise. There are so many things we could be looking at, but we just can’t be effective if we’re spread too thin. How do we go deep instead of wide with our activities? What activities do we need to be focused on to generate momentum? In this episode, we talk about how to set yourself up for success by focusing on the core activities that will significantly impact our businesses this...
Jan 20, 2022•16 min•Ep. 179
While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldn’t be further from the truth. As a matter of fact, by thinking of them as one and the same, we could actually be doing ourselves a grave disservice. So, what is the chief difference between the two, then? Is one more likely than the other to get us better results with leads? Could focusing too much on one or the other be the reason we’re yet to see the results we’re aiming for? In this episode...
Dec 23, 2021•14 min•Ep. 178
From the outside looking in, business breakthroughs come out of nowhere. The truth is, breakthroughs are the culmination of concerted effort, energy and the activities necessary to spark a major change. Every breakthrough has a process, from formulation to end result, and that process is designed to prepare us for what we seek. How do we get the right pieces in place for a massive breakthrough? When we’re on the verge of a breakthrough, how do we prepare so we can get the most out of it? In this...
Dec 16, 2021•25 min•Ep. 177
When it comes to social media marketing, most real estate professionals zone in on consistency, but in the process, we tend to forget about the clarity of what we’re sharing. As a result, we end up sending out a convoluted brand message, and that only sabotages our chances of success. How can we create greater clarity in our marketing? Does a ‘quick fix’ even exist for a more cohesive digital presence? In this episode, bestselling author of Bluefishing and co-founder of Sims Media, Steve D. Sims...
Dec 02, 2021•36 min•Ep. 176
Going into an established family business certainly has its perks, but it also has its fair share of challenges. However, if we get really intentional about how we run a family business, there’s no reason why we can’t go from strength to strength. What are the kinds of conversations we need to have, before taking up a position in a family-owned company? How can we ensure we’re fostering a healthy culture on our teams that encourages top agents outside of our families to join? In this episode, Ca...
Nov 18, 2021•29 min•Ep. 175
Real estate comes with it’s fair share of challenges no matter what market we’re in, but there’s a big difference between primary and resort markets. However, that’s not to say agents can’t make the transition from one to the other. What do agents need to know before making the jump from a primary location to a vacation destination? What are consumer expectations in resort towns and how do they differ from their primary counterparts? In this episode, lead advisor for the Blankenship Group, Beau ...
Nov 11, 2021•25 min•Ep. 174
The prospect of attaining financial freedom is what got most of us into this business, but very few real estate pros have been able to turn that dream into reality. Unfortunately, many of us are going about the business the wrong way, and as a result, we’re keeping ourselves on the hamster wheel indefinitely. How can we start taking steps that bring us closer to our goals and root out the things stopping us from real freedom? Is financial freedom really possible for anyone to achieve? In this ep...
Nov 04, 2021•31 min•Ep. 173
In a metrics-obsessed industry, it’s super easy to attach our idea of success to grand numbers and achievements. Unfortunately, this approach can do more harm than good. In our book, the numbers are insignificant. The process is what we should be obsessively fixated on. When our vision of success is tied to what we do every single day, the extraordinary results we seek take care of themselves. Why are process-focused people more successful than results-focused people? How do we lead our agents t...
Oct 28, 2021•35 min•Ep. 172
When real estate agents hear the term “market shift”, we usually brace for a market crash, but what if it’s more subtle than that? When huge shifts happen, there are always leading signs and indicators. Over the last few months, there’s been a noticeable change in the conversations buyers and sellers are having, and agents should pay attention and adjust their approach. What are buyers and sellers thinking about now that they weren’t considering last year? How do we respond to this change? In th...
Oct 07, 2021•18 min•Ep. 171
