Level Up - From Agent to Entrepreneur

If you're failing at lead conversion, it might not be because they are unmotivated. It might not even be that the market is slow.  Your clients might be locked up because of what's coming out of your mouth. Many agents struggle to get sellers to adjust their price or buyers to make a decision, Chances are, you're accidentally framing conversations in a way that creates uncertainty and resistance.  And in this market, uncertainty kills deals. The top-producing agents aren't talking more, they're talking better. They start by diffusing resistance, acknowledging where clients really are, and creating calm before making their case. They use proven language patterns to build trust, clarity, and forward momentum so clients say “yes” more often. In a market with more agents than ever, one thing separates the agents doing more business than everyone else. Communication. In this episode, veteran sales coach and NLP expert Matthew Ferry joins us to break down how the words you use shape your results and how to start turning conversations into commission checks.    Marketing and advertising generate leads. Human beings convert leads. -Matthew Ferry   Things You'll Learn In This Episode  Trust vs. resistance One word can kill a deal before it starts. How do you reframe communication for immediate rapport and reduced anxiety? Stop chasing and start attracting How do tie-downs and cause-and-effect language patterns shift you from a pushy salesperson to a trusted authority who gets instant agreement? What separates a lead from a listing How do we create cooperation through collaboration so we're no longer convincing sellers but partnering with them?  How top producers win when others stall out The secret to more deals isn't contacts or a better CRM. How does mastering our inner world and outer communication get clients to say yes without hesitation?    Guest Bio Matthew Ferry is a Master Life Coach, Productivity Expert, Best-Selling Author and Creator of The Rapid Enlightenment Process. For over 30 years, Matthew has been coaching thousands of top performers to achieve Enlightened Prosperity. His books, audios, and seminars utilize his street-tested methodology called The Rapid Enlightenment Process, a guaranteed system to achieve profound states of happiness and success in life. For over 30 years, Matthew Ferry has taught thousands of top performers to achieve Enlightened Prosperity™ through his books, masterminds, and experiential live events. Matthew is the author of Creating Sales Velocity: Awaken Your Power To Attract Sales Effortlessly and the Amazon best-selling Quiet Mind Epic Life: Escape The Status Quo & Experience Enlightened Prosperity Now. His proprietary Stress-Free Income Accelerator and Mental Journey To Millions programs assist high-conscious go-getters in living the good life without the grind. Visit https://matthewferry.com/nlp-live_.     About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Five years ago, Anthwon Thomas had a small, scrappy real estate team of just 2 or 3 people. No leverage, just hustle, heart, and a belief that more was possible.  Fast forward to today, and that same small operation has grown into a thriving team of 20 to 25 agents. They're not just holding steady in a tough market. They're outpacing it.  While many agents and teams have seen production shrink by 10 to 15%, Anthwon's team has increased its production by 47%.  So, how does that kind of transformation happen? What does it take to go from solo hustler to true team leader?  In Anthwon's journey, there are lessons every agent and aspiring team leader can learn about what it means to level up. Because it's not just about adding agents, it's about building a culture where people can thrive.  It's about systems, standards, and structure. It's about showing up not just as a top producer, but as a coach, a guide, and an example.  In this episode, Anthwon opens up about the mindset shifts, leadership challenges, and personal growth it took to go from agent to owner.    In our market, sales have been dropping 10-15% year-over-year. Since 2022, we have increased our production by 47%. -Anthwon Thomas   Things You'll Learn In This Episode  The how but not the will Great team environments provide all the tools an agent needs to thrive, but not the will. How do you know that an agent has what it takes?  How to grow in a shrinking market In a market where sales are dropping by 10-15% year-over-year, how has Anthwon's team increased production by 47%?  How to fail forward  Team leaders often fall into the trap of stepping out of production too fast. How did Anthwon turn that breakdown into a business breakthrough?   Guest Bio Anthwon Thomas is the Founder of Silver Lining Real Estate Group. After watching his mother run a successful business by providing great customer service, Anthwon knew he wanted to do the same. After finding his passion in Real Estate over 9 years ago, he quickly realized there was a great lack of customer service in the industry. To continue to provide the type of high-level customer service he wanted to give, he needed to build a team. Thus, Silver Lining Real Estate Group was born! Since 2015, Silver Lining has helped over 800 families across Indiana. Follow @anthwonthomas on Instagram.    About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Every real estate agent operates under two different markets: the market and your market.  The problem is, most agents are focused on the market and allow their results to be dictated by external factors.  The market is interest rates, inventory levels, total homes sold, inflation, and tariffs.Your market is your listings, your pendings, your days on market, your client pipeline, your lead conversions. Here's the good news: You control your market no matter how bad the market is.  It's important to stay informed about what's happening out there, but the agents who consistently perform don't let the market determine their success.  They focus on creating a market within the market, a market of sellable homes, well-positioned listings, and daily actions that drive results.  You don't have to be a victim of the market. You can control your results, by controlling your actions.  It doesn't matter how many homes sell in your zip code this month. What matters is how many of your homes sell. And that comes down to three things: your attitude, your approach, and your expectations. How do we stop letting our businesses rise and fall with the market? How do we change our approach to win in any market? In this episode, we talk about how to separate the market from your market, and how to outperform whatever's going on in the market.    Things You'll Learn In This Episode  The market vs. your market  Agents blame the market when things aren't going well, and take credit in a good market. How do we learn to take ownership in any market? You're not the market, you're the messenger  Most expired overpriced listings aren't the seller's fault. It's the agent who failed to inform the seller properly. How should we approach expired listings to set the seller up for success?  Mindshare + momentum = market share In this market, we have to build market share through consistent communication. Why get discouraged when a lead doesn't convert right away?   Text ‘FUTURE' to 843625864 to get our free text message and script document.     About Your Hosts Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Ask most real estate agents what roadblocks are keeping buyers from moving forward, they'll say interest rates, inventory and a lack of true motivation. If you ask the buyers what's holding them back, you'll hear a completely different story.  It has less to do with what's actually going on in the market, and more to do with what the agent isn't doing. Many buyers are just moving through the funnel, and they just need an agent to guide them towards actually getting into a home.  Agents aren't asking the right questions, getting past the smoke screens, building rapport and being strategic about next steps. We're not truly listening to the lead so we can find out what they need to move forward.  The result? A low buyer lead conversion rate and less revenue. How do we fix this? How do we see past objections about interest rates? In this episode, we talk about what you need to do to increase your buyer lead conversion.  About Your Hosts Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide.  He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors.  Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches. Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Selling isn't telling - it's asking questions….We've all heard this before.  But how do you deliver really good questions without creating more resistance in the lead? Because let's be honest: asking a lot of questions has its downsides if we're not strategic about it.  What's meant to be a productive conversation can easily turn into an interrogation that puts the prospect off. Rapport defeats sales resistance, so if we want to get better results, we have to change how we're asking questions.  Why do we have to stop peppering people with non-stop questions? How do we shift from interrogations into conversations?  In today's episode, I share the exact framework we use to have conversations that are conducive to building rapport, and how to overcome the natural sales resistance every consumer has.    About Your Hosts Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC. Brendon Payne has been selling Real Estate Since 2007.  In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide.  He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors.  Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

In real estate, 80% of newly licensed agents fail out in the first 2-4 years - but this doesn't need to be the case.  The first 2 years in real estate can be tough, but that doesn't mean you can't succeed. In fact, plenty of brand new agents are able to start selling homes in their first 90 days in the business. The high failure rate often has nothing to do with the agent themselves, and more to do with the environments they choose.  How do you choose a brokerage that sets you up for success? What tools does an agent need to start closing deals quickly?  In this episode, I share 3 main reasons why agents fail out in 2 years and how to prevent this.  About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Starting out in real estate can feel overwhelming and daunting. There's so much you need to know. Taking the classes, passing the test, choosing the right brokerage and getting your first listing. These are all things you need to do to start earning money in this business.  But with the right steps you can jumpstart a successful career, and even get your first commission quickly. If you get the right support and mentorship and become more familiar with the market, success isn't just possible, it can be inevitable.  How do you set yourself up for success from day one? In this episode, I talk about how to start your real estate career the right way.   About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!   Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Whether you're brand new to real estate or you're an experienced agent looking to do more deals, there's only one way to grow your listing business.  Even the most successful mega listing agents had to follow the same formula in order to increase their transactions. If we commit to doing the right things consistently, the results we want will show up.  Most agents don't work the process or they don't follow the process long enough, so when they don't get the results, they think something is wrong with the process.  If we want a booming listing business, we have to get really comfortable with making calls, having conversations, and getting enough reps in to become experts. That also requires us to deal with the rejection, failure and frustration that comes with getting good at this job.  What do we need to do everyday to become a mega listing agent? How do we increase our conversion? In this episode, we talk about the process of becoming a top producing agent.    If you haven't connected the dots between what you do everyday and what brings you what you want, you're not going to be committed to it. -Brendon Payne   Things You'll Learn In This Episode  Follow the process and the results will show up  Most real estate agents are so focused on the final outcome - more listings - but why do we have to focus more on the process?  The power of the clock-in-clock out mentality  Average agents think having set working hours is restrictive but does it actually give us the freedom that leads to success? They don't know you  Mega listing agents have had thousands of challenging conversations and faced rejection over and over again. How do you stop taking that personally and use it to build your skill and confidence?    About Your Hosts Brendon has been selling Real Estate Since 2007.  In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide.  He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors.  Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.   Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com   Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/   ------------------------------------------------------------------------------------------   If you've been using the same old scripts and they haven't been converting, it might be time to throw them out.  Because here's the truth: scripts have never been the answer to productive conversations in the real estate industry. The answer has always been conversations.  Actors have to follow a script to create a scene, but that doesn't work for real estate agents.  If you're more focused on getting the exact script right, you can easily miss out on a conversation that actually leads to a close.  A canned script doesn't prepare us for the real conversations we'll have with consumers. Instead, we have to internalize the script so it becomes a natural part of how we communicate, and that will make us more effective.  How do we make the transition from being scripted to actually having conversations? In this episode, I talk about the danger of focusing on scripts and what to do instead.  About Your Host Brendon has been selling Real Estate Since 2007.  In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide.  He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors.  Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.     Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

There are two kinds of real estate agents.  The average ones who thrive when the market's good, and the ultimate agents who dominate no matter what's going on the market.  While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times.  These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. In this market, there's no winning without having the best listing presentation possible, curating our online presence carefully, exceptional negotiation, and rapid response to leads.  How do you perfect your presentation skill? How do you become a better negotiator? In this episode, we're continuing with our list of essential skills an agent needs to have to succeed regardless of market conditions.    Most listings are lost before you even walk in the door. You have to know up front what you're walking into - no surprises. -Abe Safa    Things You'll Learn In This Episode  Know everything before you walk in the door  Agents think the listing presentation starts at the kitchen table, but it actually starts at the front door. What mistakes make you lose the listing right from the start? Become the ultimate buyer converter  Winning buyers is about rapid response and narrowing the gaps between contacts. How do we implement this? Curate your online footprint carefully  Everyone's Googling real estate agents before they even call them. How do you make sure your online presence leads to more listings?   About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!    Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com   Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/  

There are two kinds of real estate agents.  The average ones who thrive when the market's good, and the ultimate agents who dominate no matter what's going on the market.  While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times.  These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. They are faithful to strategies and tactics they deploy daily - like clockwork.  What skills separate an average agent from the market-proof real estate rockstars? How do you build a business that stays consistent, no matter what? In this episode, we're sharing the essential skills an agent needs to have to succeed regardless of market conditions.    An ultimate agent has a business that's predictable, duplicatable and sustainable. -Greg Harrelson     Things You'll Learn In This Episode  Routine by design vs. routine by default Not having a routine is a routine….one that doesn't lead to the results you want. How do top agents design their days for success?  More contacts, more conversations, more closings  Lead gen, follow up and adding value to your database are the lifeblood of a successful real estate business. How do we make sure we're getting the most ROI from these pillars?  Master the market  The average agent doesn't know much about the market beyond the surface level information everyone knows. How do you differentiate yourself by knowing more?      About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.     Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

When it comes to building a solid listing-based business, most agents want to quickly get into expired and canceled listings. Here's the problem: they go after these leads before they've built up the confidence and skills they need. This leads to mediocre results, a loss of confidence, and less income.  Instead of taking this approach, we coach our agents on a step-by-step process to build up to expired and canceled listings by starting with other lead types first. The conversational skills needed to convert expired listings can't be built up overnight. The best agents got really good at the foundational skills before they went after the most competitive and challenging leads. If you want to be a successful listing agent, you can't skip this vital step.  What lead pillars should we start with in order to gain the skills we need? In part two of our listings webinar, Abe Safa and I talk about how to build up to the highest quality listing leads.  Things You'll Learn In This Episode  Don't overlook FRBOs  There are so many lead pillars that have less competition than expireds. How do we get easy access to these higher quality leads? One lead pillar at a time  The closer a lead is to the transaction, the more advanced the skills we need to have. How do we gain the skills we need for higher level leads?  The key to being a successful listing business  Once we've built the skills to go after expired and canceled listings, how do we get the most out of this lead source?   About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC. Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Any real estate agent can become a listing machine in a very short space of time. Even if you're new to the business, if you've been working with buyers your whole career, or you just want to multiply your listing inventory.  If you put the right pieces in place, you can build a solid listing-based business that can withstand all market conditions. The challenge is: a lot of what agents are taught to get more listings actually works against that goal.  We've coached hundreds of agents on a different strategy, and it works every single time.  Why do we have to master the listing presentation before we generate a single lead? Are lead gen companies actually making it harder to build a successful listing-based business? In this episode, Abe Safa joins me for the first of a two-part webinar where we share a step-by-step process for building a strong listing-based business.  Things You'll Learn In This Episode  Why seasoned agents struggle more than newbies  Experienced agents often plateau because they get complacent. How do you refocus on the fundamentals if you've faltered? Master the listing presentation first  Most coaches and leaders teach agents to focus on everything but the listing presentation first, why do we coach our agents to start with it?  Double down on prospecting  Lead companies want you to focus less on generating leads yourself and more on depending on them. How does this put your profits at risk?  An unproductive metric  Dial attempts don't matter as much as actual conversations, so what metric should guide our prospecting?   About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC. Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

In today's real estate market, many agents are asking the same question: how do I get more leads, listings and increase my production?  Well, there are a lot of different ways to generate more listings right now. But before you dive into a strategy, you have to make sure it works for you, and that it's a method you can do day in and day out.  Because here's the thing: most activities, done consistently will work and even the best strategies done inconsistently won't yield a result.  There are 3 conditions that need to be present if you want to build up your listing inventory. How do we set ourselves up for success? What is the difference between an active strategy and a passive one? In this episode, I talk about the 3 “magic pills”  that will get you more listings right now.   About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Every day in real estate is a battle against distractions, shiny objects and unproductive activities. Accountability is one of the most powerful ways to combat these things and stay on the path of activities that lead to success.  The problem is: a lot of people don't understand what accountability is. They think it's a form of micromanaging or policing your activities. Accountability is really just about providing the support that keeps you consistent so you achieve what you set out to do.  How do I help my agents with accountability? How does accountability make achieving our goals easier? In this episode, I talk about the point most people miss when it comes to accountability.    About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com   Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/     Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

When interest rates rise, inventory wanes and working with buyers gets harder, real estate agents flock to listings. There are so many ways to generate seller leads, from direct mail to calling expireds, but those methods aren't for everyone.  The most effective way for any agent to get leads would have to be online - ads in particular. But in order for this to work, there are some things we have to avoid. For ages, we've been told that speed to lead is the way to go, but when it comes to online lead ads, this might actually put off potential clients. What's the best way to contact these leads? What should we say to them? In this episode, I share how to increase the conversion of your online seller leads.    About Your Host   Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/     Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

When it comes to online buyer leads, generating a list of potential clients is the easy part. There is no shortage of lead sources and platforms that collect names. The hard part is converting those leads.  Between bad or incomplete information and low response rates, there are many factors that can tank the success of our efforts.  Now we might not be able to control everything, but plenty of agents are doing very well with online leads by making a few simple tweaks to their process. Can making more contact attempts lead to higher ROI? Why is speed-to-lead so critical? In this episode, I share simple hacks to get more out of your online leads.    About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.     Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!   Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com   Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

If you asked real estate agents what they spend the most money on, lead generation would be at the top of the list. The only problem is, when the conversion of those leads is low, it tanks our ROI and in turn, our profitability.  When agents struggle with conversion, they tend to blame the lack of return on the quality of the lead.  But my experience with different lead sources and platforms proves that this isn't true. After evaluating tens of thousands of leads across different sources, this is what I've found.  The most impactful ratio to the conversion of a lead is the agent's activity.  What can we do to increase our conversion and get a higher ROI? In this episode, I talk about 3 metrics that will transform your lead conversion efforts.    Things You'll Learn In This Episode  The truth about “bad lead sources”  Real estate agents love to blame low conversion on the lead source. What actually drives our success in lead generation?  3 metrics that will transform your lead conversion Lead conversion isn't just one ratio - it's made up of 3 metrics we need to pay attention to. How can we boost our conversion through the capture-to-contact, contact-to-appointment and appointment-to-written contract ratios?  What hurts your conversion the most  When a lead source is bad, it's usually because of our activity (or lack thereof). What action will immediately increase our conversion?   About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

If you're in the online lead gen game, you'll notice that it's gotten a lot harder lately.  It doesn't matter what platform you're using - deliverability has plummeted, open rates and replies have decreased, and more consumers are sending the dreaded opt-out message. As a result, the conversion ratio from online capture to connection has dropped drastically and the price-per-lead is going to skyrocket.  With all our communications getting filtered more heavily, sending one-size-fits-all email blasts just won't cut it. We have to make sure we're sending valuable content.  Could automation be killing our lead conversion? How do we escape the opt-out message?  In this episode, my friend and business partner, Abe Safa returns to talk about how to deal with the lead conversion challenges we're all facing.    Ease off of automation. The first attempt to reach someone can't be automated. -Abe Safa   Things You'll Learn In This Episode  Ease off the automation  Adding automation to our lead gen efforts makes us more efficient, but could that be harming our conversion? Spam texting isn't lead generation  For a really long time, we got away with sending one-size-fits-all content blasts instead of authentic, valuable content. How do we get back to quality over quantity?  How to stop the STOP messages  We're less likely to be on the other end of an opt-out if we're an added contact. How do we ask them to save our number?    Guest Bio Abe Safa is a real estate coach, top agent at Century 21 The Harrelson Group and partner in Real Estate Solutions. He grew up in New York and moved to the Myrtle Beach area to attend Coastal Carolina in 1988. Since graduating in 1991, he's lived there and has owned several successful retail stores. Abe started working at age 13, and has been selling or running businesses for over 34 years. He went from being a new licensee, to having over 100 transactions per year. His business background and experience in negotiating and marketing, combined with his unique and precise analytical skills, leaves no doubt that he is a valuable resource. Abe loves to challenge himself and believes that life is all about growing and improving yourself and your community. To learn more, head to https://realestatesalessolutions.com/.    About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com   Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/ Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

In today's real estate market, many deals are being held up by listing agents who are scared to lose their clients. They know the price the seller is asking is too high, but they can't tell them because they might get fired.  As the buyer's agent, you can use this to your advantage, move the deal forward, and negotiate a lower price. The best part: the listing agent will love you because you're saying what they're too afraid to tell their seller.  Instead of letting deals hang in the balance, you can influence the listing agent and communicate the reality of the market to sellers.  In this episode, I share a negotiation hack that will help you get more deals across the finish line.    "A good real estate agent can communicate with the seller and give them the reality of where the market is, while remaining in rapport and maintaining trust." -Greg Harrelson   Things You'll Learn In This Episode  The market is changing Inventory is the highest it's been in 12 months and we're getting closer to a neutral market. How do we prepare for this?  Be the messenger of the market  Listing agents aren't having the important conversations with their clients because they are afraid to get fired. How do we get around this? Think like the listing agent  In this current market, what's on the mind of listing agents and how can we help them?    About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!    Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

In the aftermath of the NAR settlement, a lot of agents are panicking about and struggling with one area of the transaction: negotiation. There are a lot of agents who are worried that these new rules of compensation could be the reason the deal doesn't work out. Reality isn't that dramatic. We've dealt with deals falling apart over money before, and it's not the end of the world. If we were able to negotiate our way through that before the settlement, we can do that now.  In today's episode, I delve into essential post-NAR negotiation strategies that can help you maximize success after closing the deal.  When the buyer and seller don't come to terms, you walk away and find another property. That was true before, and it still holds true after the NAR settlement. -Greg Harrelson   Things You'll Learn In This Episode    -The truth about the compensation conversation Many agents are afraid of being the reason the deal doesn't work out. Is this fear warranted?   -Don't let emotion steer you wrong in the negotiation The settlement has changed a few things about how we do business, but is some of the panic unnecessary?    -Keep calm and lead the market by example Are some of the agent reactions being driven by ego and ignorance? How do we make them see reason?    About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.   Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com   Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When it comes to online leads, everyone's got an opinion, and most of them aren't good. Many agents will tell you that online leads are dead - that they aren't responsive or engaged, so what's the point?  Well, here's the truth about those so-called dead leads - they are just dead to you. Those so called disengaged and unresponsive leads do respond…just not to you.   There's no such thing as a completely new lead. Every single lead is someone else's old lead, and your old, neglected leads are going to be someone else's new lead.  This means we're quitting on leads too early, and that we need to get better at staying in touch and nurturing those people.  What are some of the other realities of online leads agents miss? In this episode, I share my thoughts on leads, based on generating 400,000 in my own business.     Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!  

In today's dynamic real estate landscape, the power of converting online buyer leads can't be underestimated. The internet is one of the easiest ways to generate leads today, but that doesn't mean it doesn't come without its challenges.  From incomplete and false contact details to unresponsive leads, so many factors can hamper the success of our online lead gen. The good news is, there are ways we can improve our results, and it's all in our control!  In today's episode, I share 3 things you can control that will increase your online lead gen ROI.    Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

If you double your appointments, you'll double your income and double your commissions. -Greg Harrelson    Whether you're a seasoned agent or just starting in the business, anyone in real estate can benefit from increasing their commission revenue.  You don't have to wait till a new year, you can double your income in just 90 days. Putting more deals under contract is easy if you take the right actions.  How do you take your real estate career to the next level?  In this episode, I share 2 things you could be doing to increase your commission income quickly.    Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

In order to be a listing machine, you need to have the endurance to do the activities every single day. -Greg Harrelson   If you're struggling to generate a lot of listings, you might think there just aren't enough of them in this market. That's not true. All over the country, there are real agents who are generating tens of listings every single month - agents just like you. What's their secret?  Well, these agents aren't doing anything special - there are 3 things they do every single day. If you want to find more listings, you can—you just need to take the necessary steps.  What actions will make you a listing machine in any market? In this episode, I'm sharing three steps you can take to become a listing machine.

Ever since the NAR settlement happened, real estate agents can't stop talking about and even panicking about it. So many people think buyer's agents and their ability to earn money is in jeopardy.   I don't think reality is quite so bleak. The fact of the matter is, a lot of the social media hype is nothing more than clickbait, designed to make you fearful, lose focus and ultimately lose money.   How do we cut through the noise and dive into the facts to understand what these changes really mean for the industry?   In this episode, I share a unique perspective and explore whether buyer's agents are truly in jeopardy.

The NAR settlement has a lot of people worried about the future, and what it means for the jobs and even the existence of buyer's agents. The truth is, we are where we are and we can't change that.   Instead of focusing on the chatter, and getting sucked into the vortex of negativity, we need to ignore the noise, remain productive and focus on value.   Here's the thing: people don't mind compensating others when value is delivered. If you focus on your value proposition and communicate effectively, we can grow through the chaos.   How do we move past the NAR settlement drama and focus on solutions? In this episode, I offer advice on effective communication with clients, the importance of conveying your value, and navigating changes in the commission landscape.

The secret to building an extraordinary real estate business isn't as complicated as so many people make it out to be. In fact, the most successful agents keep things really simple.   The secret is all about following a routine that lets you take advantage of your momentum. Instead of trying to execute on difficult things, there are 9 simple things that will lead to massive success in this business.   How do you build a daily routine that makes success inevitable?   In this episode, I talk about how to build an extraordinary real estate business in the most simple way. 

If you're worried about the real estate market changing, I have bad news. The change has already happened. No matter where you are, there's no doubt that the market has softened.   There's less properties on the market, less buyers, higher interest rates, more people sitting on the fence and ultimately, less sales.   Navigating the ever-changing real estate landscape requires adaptability and strategic thinking. How do you put your focus forward instead of looking back to the market we had before? From prioritizing lead generation to engaging in coaching, how do you survive and even thrive in the current real estate environment?   In this episode, I share practical tips on how to thrive in today's dynamic market.

In real estate, it's really easy to start the year with motivation and drive. The challenge is maintaining the momentum and keeping your foot on the gas pedal when the going gets rough.   With everything going on in the market, interest rates and the NAR settlement, it often feels like you're up against a headwind. We have to put systems in place to make sure we keep generating leads and listings. How do we keep achieving our goals in challenging markets?   In this episode, I outline 3 powerful strategies that can make all the difference in building a successful year.

Many real estate agents start the day with the intention to get a lot done. Unfortunately, they still find themselves with a ton of tasks to do by the end of the day. From lead generation and follow up, there are things we need to do to ensure our success.   Getting more production out of our day isn't difficult - it's all about doing a few critical things before noon.   How do we set clear intentions and actually follow through on them? How do we focus on the most productive tasks? Why do productive days start with a great morning?   In this episode, I share 3 strategies that will allow you to master your mornings and make your day more productive.

The future of the real estate industry is in flux right now. Due to recent lawsuits, the buyer side of transactions has an uncertain future. That means listing appointments are more important than ever.   Listings are the easiest way to secure your future in the industry. In order to get more listing appointments, there are 3 things we have to know about the conversations we'll be having.   What are smoke screens, objections and conditions? How do they play into your lead generation? In this episode, I share how to have more success at winning listing appointments. 

There's a race going on in the industry right now - the race to build an engaged database. The agents with the biggest and most engaged databases will be able to dominate their local markets and gain 20% of the market share in just 12 months.   This isn't about building a database for the sake of having thousands of names saved. It's about building a database that will drive more business.   What does it take to create an engaged database?   In this episode, I talk about the secret to community domination - weaponizing your database and winning the data race.

Whether we like it or not, we all exist online. The problem with most real estate agents is, when you Google them, all you find are incomplete profiles. This is what the consumer sees when they search for you, and it might make them question if you're even still in the business.   How do we make sure our online presence doesn't work against us? In this episode, I talk about the importance of completing your profiles on platforms like Zillow and Realtor.com.   I'll share simple steps to enhance your online visibility and how it can attract more clients and boost your business.   Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

In this market, selling 3 listings in just 5 days seems highly unlikely, but that's exactly what one of my agents did.   And he's only been licensed for 5 months!   When it comes to getting and closing more listings, you really don't have to figure out how to do it. It's already been figured out - all you need to do is commit to the process and do it consistently.   What are the things this agent did to close more listings in a week than other agents close in 3 months? In this episode, I share what it takes to close more listings in this market.   Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Most agents are doing 90% of their business with buyers, but with all the changes coming from the NAR settlement, it might be time to pivot to doing more listings.   Landing a listing quickly isn't as hard as some agents think it is. If you know where to look and what to do, you can get a listing a lot sooner than you thought. What are 3 easy sources of listings? How do you convert them into listings?   In this episode, I share how to find more listings, specifically through sellers. 

The NAR settlement is all anyone can talk about in real estate lately. The problem is most of the conversation is based in fear, scarcity and a gloom and doom mentality. Agents actually have the opportunity to come out of this change better and stronger, but that depends on where you put your focus.   Instead of complaining and panicking, we could be using the settlement to give our clients a better service.   What should we be thinking about when it comes to settlement? How do we set ourselves up for success? In this episode, I talk about how to be solution-oriented in the wake of the NAR settlement.

The key to taking more listings is setting more appointments. The biggest barrier to getting to the appointment is the first no you'll get from a seller.   That first no is nothing more than a smoke screen that you have to get past. What strategies can we use to get past the smoke screen and interrupt a pattern of negativity?   In this episode I share simple ways to redirect a rejection and turn it into an appointment. 

In the competitive world of real estate, hearing a "no" can feel like hitting a dead end. It can leave us feeling like it's not worth making the ask again.    But the truth is, "no" doesn't always mean never? Very often a “no” means “not now” or it's just a smoke screen that's a lot easier to overcome than you think.    How do you turn rejection into an opportunity? By reframing our mindset and persisting with meaningful dialogue. In this episode, I share practical strategies to boost your success in real estate sales, especially when you get a “no.”

Working your database is a surefire way to generate a ton of business without bringing in any new leads. But in order to convert your contacts into clients or referrals, you have to have an engaged database.   You have to turn the names and email addresses you've collected into a true audience that reads and responses to your content. Here's the simple secret: the more valuable our content is, the more engaged our database will be. That in turn, makes it so much easier to get responses to our offerings.   What kind of content should we be putting in front of our database? How do we make database engagement as much of a habit as lead generation? In this video, I share 5 simple ways to get more engagement out of your database.   End every communication with a soft offering to help someone. If you give people valuable content, they will be okay with you asking to do business with them. -Greg Harrelson     Three Things You'll Learn In This Episode   -Don't be shy to make the ask As salespeople, it's critical to put our offerings in front of people. If we're contacting them regularly, how do we make a passive offer instead of an aggressive, direct one?   -The power of an engaged database There's a big difference between a collection of contacts and an actual engaged database. How do we turn a stranger into a source of business?   -The art of drip campaigns If you contact your database too much, you'll get more opt-outs. If you contact them too little, they'll forget about you. What's the sweet spot?

Across the country, real estate markets have been split into two distinct groups. The few agents taking all the things, and the many who aren't taking any listings at all.   People might think it has to do with the market itself, but this has nothing to do with how many listings are on the MLS. Whether inventory is high or low, the same thing is happening. Top producers continue to dominate while everyone else struggles.   This has everything to do with the activities of agents, and big areas of weakness in their approach.   What are the big mistakes agents are making? How do you refocus on what actually drives more listings? In this episode, I share 5 reasons why listing counts have gone down, and why it has nothing to do with the actual market.   Most of the new shiny objects that are promised to build your business are the very reasons why your business is going down. -Greg Harrelson    Three Things You'll Learn In This Episode     -Less branding, more production There are so many things competing for our attention and taking away from what actually moves the needle. Where should our focus be if we want to keep closing deals?    -The danger of over-delegating Our industry is obsessed with leverage, and with good reason - it makes us more efficient. But could we be losing deals because we've delegated too many things?    -Why internet lead gen isn't working Real estate agents are constantly buying online leads and they get disappointed when they don't convert. Are the leads the problem or is it our lack of follow up?

Most real estate agents don't 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 you're still thirsty for actual sales, our guest will tell you why that's happening. Entrepreneur, Preston Guy has cracked the code on turning those endless leads into real, profitable deals.   What's 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 Guyton's here to shake up the usual “more is better” mindset and show us there's a smarter way to work leads.   If you're giving an agent too many leads, they get confused on what they should do. -Preston Guyton   Three Things You'll 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 that's 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.

The lawsuits, litigation and legal concerns on the buyer side prove two things about our industry. The landscape for buyer's agents is shifting, and unlike the listings side, agents in that space are heavily misunderstood.   That doesn't 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 You'll Learn In This Episode     -Misunderstood but necessary There's a concern that buyer's agents' 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?

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, we're talking scripts and dialogue and unpacking the reason why they're 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 they're not the magic in-between." -Greg Harrelson   Three Things You'll Learn In This Episode     -Why dialogue in today's 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 There's 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? 

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 for the future.    While we're looking for business today, a lot of agents are missing out on opportunities for FUTURE business by taking a ‘no' at face value. -Greg Harrelson   Three Things You'll 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 won't be interested in a transaction for the foreseeable future?    -Why there's no such thing as a ‘bad' 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 they're not looking to sell now, the moment they are, we'll be their first port of call?

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 towards the activities that lead to success?   In this episode, we talk about the foundation of excellence, and why it doesn't 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 You'll Learn In This Episode     -What drives excellence on real estate teams As real estate leaders, what's more important, an agent's discipline or high numbers and unbelievable metrics?   -Metrics vs. process If we can't 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?

A listing-based business is a lot more profitable than a buyer-based one, but it's 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 who's 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, I'm 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. It's very buyer-based. -Ryan Young   Three Things You'll Learn In This Episode     -Put the data into database Some agents have thousands of names in their database, but they don't know much beyond that. What information is vital to the success of our lead nurture and conversion?   -Don't 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.

In real estate, there will always be a gap between our projected production and actual production. This makes it really hard to know if we're 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, I'm 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 You'll 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.

The real estate market might be more challenging than usual, but that's not why people are struggling. People aren't 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 today's market, mindset woes aren't just hitting inexperienced agents. In fact, it's 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, I'm 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 You'll Learn In This Episode     -Don't let where you've been kill where you're 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 it's 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.

Real estate agents often blame their production issues on bad quality leads. The actual problem isn't the leads themselves but rather our mindset surrounding them.   We don't respond fast enough, we don't have the muscle of consistent follow up, and we complain when the lead isn't 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 You'll 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?   -You're 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 Heller's 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/

When it comes to selling real estate, no one can say they don't know how, yet so many agents still struggle to take action. In this market, it's 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 You'll 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 what's 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.   Adam's 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 adam@c21curranoberski.com, or send him a message on LinkedIn.