Episodes
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Most real estate agents donât want to hear this but, an abundance of leads does not equate to business growth. In fact, too many leads could be the reason for a decline in deals.
Getting a truckload of leads sounds great, but if they're not turning into real business, what's the point?
Collecting leads like they're going out of style isn't doing us any favors if they just sit there. If you ever feel like you're swimming in a sea of leads but youâre still thirsty for actual sales, our guest will tell you why thatâs happening. Entrepreneur, Preston Guy has cracked the code on turning those endless leads into real, profitable deals.
Whatâs the secret sauce to making leads actually work for you? How do you keep up with technology without losing that personal touch that seals the deal?
In this eye-opening episode, founder of EZ Home Search and Digital Maverick, Preston Guytonâs here to shake up the usual âmore is betterâ mindset and show us there's a smarter way to work leads.
If youâre giving an agent too many leads, they get confused on what they should do. -Preston Guyton
Three Things Youâll Learn In This Episode
-More Leads Don't Always Mean More Business
How can agents focus on quality over quantity to enhance their conversion rates? Is there a magic number of leads thatâs just right?
-When Tech Meets Touch
How do you blend cool tech with warm conversations?
-Give Older Leads a Second Chance
Why should "old" leads get more love and how can you turn them into your next big win?
Guest Bio
Preston Guyton has carved out a stellar 20-year career in real estate, dedicating his expertise to guiding teams and businesses toward their sales and growth ambitions through targeted consulting, coaching, and networking. Guyton's mission centers on empowering real estate professionals to unlock their full potential and achieve their goals. He is deeply passionate about harnessing technology, systems, and community engagement to bring about innovation, efficiency, and value in the real estate sector. Always keen to expand his knowledge, Guyton values the opportunity to exchange insights and collaborate with fellow industry leaders and experts.
Check out Preston's game-changing strategies at Digital Maverick (https://digitalmaverick.com) and Easy Home Search (https://easyhomesearch.com).
Follow Preston on Facebook and Instagram for no-nonsense advice and tips that hit home.
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The lawsuits, litigation and legal concerns on the buyer side prove two things about our industry. The landscape for buyerâs agents is shifting, and unlike the listings side, agents in that space are heavily misunderstood.
That doesnât mean agents who work buyers are obsolete, you just have to differentiate yourself by proving the value you bring to the table.
How do we demonstrate our value? What do buyers care about? In this episode, I share strategies to showcase your value, and how to preserve and increase the buyer side of your business.
Buyers agents are important but they are misunderstood. -Greg Harrelson
Three Things Youâll Learn In This Episode
-Misunderstood but necessary
Thereâs a concern that buyerâs agentsâ days are numbered, is that true?
-Bringing certainty to the transaction
How can we help buyers cut through the confusion?
-Simplify and save time
How do we shift how we communicate with buyers?
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Episodes manquant?
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While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldnât 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 weâre yet to see the results weâre aiming for?
In this episode, weâre talking scripts and dialogue and unpacking the reason why theyâre just not working for some.
"Scripts are 1 or 2 sentences that you know work every time to help you enter into a dialogue, and 1 or 2 that help you exit the conversation, but theyâre not the magic in-between." -Greg Harrelson
Three Things Youâll Learn In This Episode
-Why dialogue in todayâs market is more important than ever before
What are the pitfalls of scripts in a hot market, and why should we be paying more attention to dialogue, instead?
-When scripts are helpful
Thereâs a time and a place for scripts, so what is it?
-The hallmark of true dialogue
What does effective dialogue actually look like, and is there a quick fix to getting better at it?
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When we think about making calls, most agents tend to think in terms of how to get a resounding âyesâ, but sometimes, a ânoâ can be more profitable.
The truth is, in real estate, a ânoâ is seldom a final answer, and ânoâ typically means not right now.
So, what can we do when weâre faced with a ânot right nowâ? Is there a way to nurture a lead over the long term without coming across as sleazy salespeople?
In this episode, weâre talking how to monetize a rejection and build a phenomenal pipeline for the future.
While weâre looking for business today, a lot of agents are missing out on opportunities for FUTURE business by taking a ânoâ at face value. -Greg Harrelson
Three Things Youâll Learn In This Episode
-How to stay in contact with a lead, no matter what their initial response is
Is there a way to keep leads in our database, even if they wonât be interested in a transaction for the foreseeable future?
-Why thereâs no such thing as a âbadâ lead
How can we completely change our mindsets regarding unresponsive or presently uninterested leads?
-The importance of regular communication
How can we stay top of mind with everyone we reach out to, so even if theyâre not looking to sell now, the moment they are, weâll be their first port of call?
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In a metrics-obsessed industry, itâs 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 towards the activities that lead to success?
In this episode, we talk about the foundation of excellence, and why it doesnât have to be based on the numbers.
"The people that follow a process and improve their skills end up doing extraordinarily well." -Greg Harrelson
Three Things Youâll Learn In This Episode
-What drives excellence on real estate teams
As real estate leaders, whatâs more important, an agentâs discipline or high numbers and unbelievable metrics?
-Metrics vs. process
If we canât always control the outcome, what can we always guarantee our control over?
-Why great leadership starts within
Leadership is about uncovering what holds our people back from following the process they've committed to. How do we raise our level of leadership to do this?
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A listing-based business is a lot more profitable than a buyer-based one, but itâs also harder to grow and scale. Generating seller leads isn't as simple as purchasing a list of buyers. It takes strategy and intentionality to turn a homeowner into someone whoâs ready to list.
Driving listings is a lot harder than holding an open house, but not impossible. When we build a rich database of homeowners, incubate them and provide value, seller lead gen becomes predictable.
How can we see the opportunities sitting in our databases? How do we put intentionality behind our database nurture? In this episode, Iâm joined by Ryan Young, a real estate team leader and founder of real estate platform, Fello. He shares how his tool is helping agents put more value into their database and extract more business out of it.
Our industry is lopsided on how we position and build our businesses. Itâs very buyer-based. -Ryan Young
Three Things Youâll Learn In This Episode
-Put the data into database
Some agents have thousands of names in their database, but they donât know much beyond that. What information is vital to the success of our lead nurture and conversion?
-Donât get out-scripted by the seller
How does Fello help us increase conversion by showing us where we went wrong in the follow up process?
-Never cold call again
How do we level up the quality of the list of people we call?
Guest Bio
Ryan Young is the CEO of Fello and the CEO of the Young Team, named by Real Trends and The Wall Street Journal as one of the top 250 teams In the country. As an agent from a family of agents, Ryan has always seen the importance of people in real estate. Through his experience building the #1 team in Ohio and the 18th team in the U.S. (WSJ RealTrends), Ryan built a guaranteed offer platform to rapidly expand and help his agents thrive. Yet, aware of the many PropTech companies that are competing with agents, Ryan saw an opportunity to build something bigger. A platform that solves real challenges for all agents. Leveraging feedback from top teams across the country, Fello was created, the most powerful lead-generation tool in real estate. Since then, Ryan has made it his personal mission to empower all agents with the tools and technology that has empowered his team's success. So agents can stay where they belong, at the center of every transaction. Go to https://hifello.com/ for more information, and get $300 off your onboarding.
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In real estate, there will always be a gap between our projected production and actual production. This makes it really hard to know if weâre on target, especially towards the end of the year. If we want to accomplish our goals, knowing what that gap is in detail is critical.
How do we analyze that gap, including the leads, pendings and what we have in our pipeline? Why are these last 3 months of the year so important?
In this episode, Iâm joined by speaker, author and CEO of Real Estate Champions, Dirk Zeller. He shares how we can close our production gap, and how to maintain momentum at the end of the year.
The 4th quarter is the most important quarter of every year. It holds your ability to complete your goals for this year and sets the motivation, speed and intensity of what will happen in the 1st quarter. It controls 2 years, not 1. -Dirk Zeller
Three Things Youâll Learn In This Episode
-How to have an accurate production scorecard
Which leads count towards our ultimate production of the year, and which ones should we exclude in our tally?
-The 4th quarter is the momentum quarter
Many agents treat October as a chance to slow down. Why are the last 3 months so critical to our success for 2 years?
-Define the gap, define your actions
If we discover that our production gap is a lot bigger than we anticipated, how do we catch up, even if it means being temporarily out of balance?
Guest Bio
Dirk Zeller is a speaker, author and CEO of Real Estate Champions. His company trains more than 350,000 real estate professionals each year through live events, online training, self-study programs and newsletters.
Head to http://realestatechampions.com/ for more information.
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The real estate market might be more challenging than usual, but thatâs not why people are struggling. People arenât hitting their peak performance and this is entirely fueled by mindset.
Our mindset can either be a headwind or a tailwind. The more we pay attention to what we tell ourselves, the easier it is to point ourselves in the right direction. In todayâs market, mindset woes arenât just hitting inexperienced agents. In fact, itâs the seasoned pros who are struggling most.
How do we stop being fueled by past rejections and failures? How do we shift our mindset by shifting what we do every morning?
In this episode, Iâm joined by entrepreneur, business consultant and the founder of I Love Coaching, Adam Roach. We talk about how to get our mindset in check if we want to succeed.
For experienced agents, their ego is getting in the way of their logical actions right now. -Adam Roach
Three Things Youâll Learn In This Episode
-Donât let where youâve been kill where youâre going
How do we audit the past without letting it inform the future?
-The psychology of success
When we set a new goal, our brains will shut it down because itâs unfamiliar. How do we get that part of our mind under control?
-The danger of ego
Why are newer and inexperienced agents seeing more growth while experienced agents are seeing plateaus and dips?
Guest Bio
Adam Roach is an entrepreneur, business consultant and the founder of I Love Coaching. I Love Coaching is a coaching platform built by entrepreneurs for entrepreneurs. We believe in a holistic approach to success and focus on all areas of life to maximize our efforts and achieve our desired results. For more information, follow @adamrroach on Instagram. To secure your ticket to the Whole Life Business Planning Summit go to http://Ilovecoachingsummit.com.
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Real estate agents often blame their production issues on bad quality leads. The actual problem isnât the leads themselves but rather our mindset surrounding them.
We donât respond fast enough, we donât have the muscle of consistent follow up, and we complain when the lead isnât ready to take action right this second.
How do we develop a better attitude towards leads? How do we increase our chances of success? In this episode, Chief Real Estate Officer of OJO Labs, Chris Heller returns. Today, we discuss the lead generation mindset crisis in real estate and how we can solve it.
The concept of bad leads is a fallacy and one of the most damaging thoughts that agents can have. -Chris Heller
Three Things Youâll Learn In This Episode
-Lead generation by design, not default
Instead of taking action when leads come in, how do we build the muscle proactively and get ahead of the game?
-Lessen your losses
How do we stop grumbling about leads and take advantage of the enormous, upside opportunity we have in front of us?
-Youâre thinking yourself out of business
Many salespeople fear being pushy, but does pushiness have more to do with tonality than frequency of contact?
Guest Bio
Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Hellerâs leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades.
For more information, head to https://ojo.com/ and connect with Chris on LinkedIn ---- https://www.linkedin.com/in/chiefrealestateofficerojolabs/
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When it comes to selling real estate, no one can say they donât know how, yet so many agents still struggle to take action. In this market, itâs the doers who are getting a bigger piece of the pie.
In order to become doers, we have to have to gain confidence. What steps can we take to build our confidence? How do successful agents treat a market like this one?
In this episode, Broker/Owner of Century 21 Curran & Oberski, Adam Oberski shares what it takes to win in this market.
The easier the market is to transact in, the lower the level of service is. The tougher the market, the higher the level of service successful agents are providing in that market. -Adam Obierski
Three Things Youâll Learn In This Episode
-Smaller pie, larger slice
Most markets are seeing double digit declines year over year. How are some agents seeing success and even growth in such a tight environment?
-What went right
Instead of comparing ourselves to and competing against other people, what should our focus be?
-Scripts = confidence
Many agents think learning scripts turns them into robots, but whatâs their real purpose?
Guest Bio
Adam Oberski is the Broker/Owner of Century 21 Curran & Oberski. Adam leads a team of 250 agents who close on average 2500 transactions every year in the Detroit area. He has over nine years of experience in the real estate industry, specializing in residential home sales, customer relationship management (CRM), and real estate negotiating.
Adamâs leadership team is committed to providing consistent, high-level training and coaching to their agents, as well as a full-time agent services team that supports them with transactions and marketing. They also pride themselves on creating a high-energy and productive environment for their agents, and on offering them the best tools and resources to succeed in their careers. For more information call 734-777-0113, send an email to [email protected], or send him a message on LinkedIn.
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Take 2 agents, give them the same leads and scripts, and 1 outperforms the other, what separates them? Itâs easy to think itâs a skill set issue, but what actually drives us forward (or pulls us back) is mindset. We canât outskill a bad mindset, especially in this real estate market.
How do we know that our mindset isnât as good as it could be? How do we develop a powerful mindset?
In this episode, Iâm joined by speaker, coach, successful agent and real estate Closing Machine, Richard Duggal. We share the secrets to an unstoppable mindset.
We could talk about skills for hours, but someone who works on a more powerful mindset will outproduce someone who works on their skill. -Greg Harrelson
Three Things Youâll Learn In This Episode
-Living in congruity
If youâre confident in your listing presentation, youâll go on more listing appointments, but what happens when weâre not confident?
-How to break through and never stop growing
Could we have a lot more success if we stopped setting goals around a dollar amount?
-The secret to getting more people to say yes
How do we become better prospectors without changing our current skill set?
Guest Bio
Richard Duggal âThe Closing Machineâ is a speaker, coach and successful real estate agent. Richard has worked with agents across North America and Europe guiding them to success with his dynamic proactive marketing approach to selling real estate. For more information, head to https://www.richardduggal.com/.
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In a market like this one, it’s really easy to take our foot off the gas - until someone challenges us with a big goal and a ton of accountability. For Jeff Quintin, that challenge was to generate multiple listings within a week, which he accomplished quickly.
When you raise your intensity, the velocity with which things can happen and the income you can generate is amazing. How did Jeff put this strategy into action?
In this episode, the team leader, investor/developer, entrepreneur shares how he achieved such a massive result in a short amount of time.
When you raise your intensity, the velocity with which things can happen and the momentum you create and the income that can happen is amazing. -Jeff Quintin
Three Things You’ll Learn In This Episode
- Create massive short-term momentum
How do you set up such a high standard of accountability it triggers massive action?
- Get 5 listings by Wednesday
There’s plenty of deal flow in our markets. Are you putting yourself in a position for it to be flowing to you?
- Intensify your contact
How do you take a lead just from thinking of selling to listing with you in 24 hours?
Guest Bio
Jeff Quintin is a team leader, investor/developer, entrepreneur and owner of The Quintin Group. He is one of the most successful real estate agents in the United States. Since 1992, Jeff and his team have sold over 5000 homes, equivalent to over 1 billion in volume. The Quintin Group was originally established in Southern New Jersey along the shore and now expanded into Cherry Hill, NJ, and Philadelphia, PA, Jupiter, FL, and Outer Banks, NC. Previously ranked #4 of Berkshire Hathaway, ranked in the top 25 of Keller Williams, and ranked #44 out of 1.2 million agents, per the Wall Street Journal. Jeff is also owner/partner of HQ Investments, a real estate development company, that develops new construction along the Jersey Shore. Jeff is the owner of two software companies, Contact Stache and Agent Day One. Jeff and his team are constantly improving their knowledge of the market, responsiveness, professionalism, and overall efficiency. For more information, head to https://www.thequintingroup.com/ and https://www.linkedin.com/in/jeffquintinsuperteam.
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If you want to see how agents are doing in this market, look no further than MLS and individual Realtor stats. Agents are struggling - they arenât doing as many deals or making as much money as before.
Itâs easy to blame this on inventory or interest rates, but whatâs leading to agent failure has nothing to do with external market conditions.
Whatâs really at the heart of the struggle of agents in this market? How do you change your results? In this episode, I talk about an easy fix to the struggle agents are facing.
If youâre not willing to make changes, that means youâre committed to accepting whatever level youâre at. -Greg Harrelson
Three Things Youâll Learn In This Episode
- Get back to what made you winHow do we pick up the habits we let fall by the wayside when the market was hot?
- The key to doing more dealsSpeed to lead suffered in the last market because it wasnât necessary. Why is it critical now?
- What we must commit toWe may not be able to control how many expireds or FSBOs hit the market, but what can we do to change our results?
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In this current market, the greatest pain point of most agents is not having nearly enough conversations that turn into listings. Everyoneâs looking for a magic pill to get more listings, but the answer actually lies in the habits we form.
Thereâs no shortcuts to generating leads. No amount of automation will take the place of prospecting, and as long as we donât take our foot off the gas, our businesses will thrive in any market.
How do you become a master listing agent? How do we eliminate the excuses that get in the way of prospecting?
In this episode, in-demand real estate keynote presenter and trainer, Hoss Pratt returns to the show to share the secrets of a successful listings business.
Three Things Youâll Learn In This Episode
-The training ground to become a master listing agent
Why is it so important for us to master FSBOs and expireds?
-Where to locate the opportunity
What real estate niche has emerged out of the last 3 years?
-The 4 things every agent should be doing constantly
How do you become a high performing agent in any market?
Guest Bio
Hoss Pratt is an in-demand keynote presenter and trainer at all the major real estate conventions and live events, where he shares the stage with other nationally recognized industry superstars. He is THE nationally recognized real estate authority when it comes to getting a âyesâ from difficult prospects. To illustrate his uncanny ability to handle any seller objection and skyrocket listings for agents, Hoss was recently nominated for âReal Estate Marketer of the Year '' for Listing Boss, the definitive and most powerful lead generation and conversion system. Listing Boss boasts over 2,000 members nationwide. The benchmarks of Hossâ company include: Hoss Pratt Success Systems: Renowned real estate coaching and training firm that helps clients boost business by an astonishing 93% within the first six months of coaching. Boss Nation Productions: Premier publishing company that produces innovative, industry-leading training products. For more information head to http://hosspratt.com.
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When it comes to lead conversion, what some agents think is bad luck is nothing more than a counterproductive approach. How can we expect success if we only call once and never follow up? The pattern of success with lead generation is simple: call fast, get them to the appointment as soon as possible, spot smoke screens, and follow up frequently.
How do we improve our lead conversion hygiene? Why do we have to close the gaps in our follow up?
In this episode, we share why your leads arenât converting and the highest level and what to do about it.
Always assume thereâs 3 more agents going after the same lead. -Greg Harrelson
Three Things Youâll Learn In This Episode
- The need for urgency when it comes to getting them on the phoneAgents are quick to set appointments and get an agreement signed, but are we too relaxed about the initial call?
- Calling for an update vs. actually moving a lead forwardAre we missing out on leads by dropping the ball on our follow up?
- What agents get wrong about client reactionsHow do we tell the difference between an objection and a smoke screen?
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Everyone is talking about getting more listings, but they skip many important steps in their approach. There are 4 interconnected parts to building a massive listing business, and like dominoes, one piece has to fall for everything else to work.
How do we increase our listing inventory? How do we optimize the most important pieces?
In this episode, we talk about 4 things we need to take more listings.
The sellerâs motivation lies a few layers lower than their reason. -Brendon Payne
Three Things Youâll Learn In This Episode
-The key to a successful listing presentationWhy do so many listing presentations fall flat?
- The number one reason why agents lose listing opportunitiesHow do we actually demonstrate that we're salespeople and follow through in the appointment?
-How to expertly present priceWhat kind of pricing strategy do we need to put in front of sellers?
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When we really get down to it, the activities that lead to success in real estate arenât all that complicated. The challenge is, we need to have an unflinching commitment to them in order for them to truly bear fruit.
In an industry thatâs riddled with built-in distractions, thatâs easier said than done, but if we are non-negotiable about just 3 things, we can achieve the production goals we want.
In this episode, we share 3 unwavering, non-negotiable commitments every agent should make in their business.
Not having non-negotiables in your business means youâre negotiating on what you deserve in terms of your income and production. -Brendon Payne
Three Things Youâll Learn In This Episode
-The key component to getting any deal doneHow do we consistently put ourselves in a position to get hired by someone?
-How to stay sharp as a tackWhy do we have to improve our skills and practice more than we did when we first started?
-How to manage negative emotionsIn real estate, negative feedback comes with the territory, how do we combat the demotivating effect it can have on us?
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As tech gets smarter, online lead gen platforms face more restrictions, and consumers get less tolerant of marketing, agents are faced with a sharp decline in their lead conversion.
The barriers between us and the consumerâs inboxes are higher and more numerous than ever before, so how do we still convert leads at a high level?
In this episode, we talk about a problem all agents are facing in their lead generation efforts and how to work around it.
The first connection you make with someone needs to be authentic. The chances of them opting out of receiving your text are less if you started the relationship with a live call. -Greg Harrelson
Three Things Youâll Learn In This Episode
How to remove the barriers to the inboxIf people treat a text from an unsaved number as spam, how can we work around it?Why we canât hide behind technology anymoreIs the answer to better lead conversion as simple as a new text script?The database of the futureWhy should our focus be on deepening our relationships instead of going wide? -
Between the market conditions of the last few months of 2022 and taking time off for the holidays, itâs 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 consumerâs 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 than agents are - use this to get yourself back in the game. -Brendon Payne
Three Things Youâll Learn In This Episode
Activities that indicate peopleâs motivationCan we expect more activity on both the buyer and seller side this year?Why deals might come easier than you thinkWhy do interest rates point to a much better market prognosis?How market reporting cycles work in your favorWill we see more movement in the market because people have now adjusted to how things are today? -
As we kick off a new year, and set our intentions and goals for our businesses - itâs 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, youâll learn 3 things you need to do to be effective and efficient in your real estate business.
Increase your skills as a communicator because the better you are as a communicator, the easier it is for you to convert. -Brendon Payne
Three Things Youâll Learn In This Episode
The confidence created by dataWhy does hyperlocal data beat national market trends?Why we have to increase our activity in this marketHow can we convert more if thereâs less transactions taking place?The key to better conversationsHow can we tell if weâre listening enough to our clients or just telling them what to do? - Montre plus
