The Livian Podcast

Richard Phillips, the real Captain Phillips, joins the Livian Podcast to discuss his experiences and challenges. He talks about the lax security on the ship and how important it is to prioritize training over checking boxes. He shares that the drill was much worse than reality and reflects on how he focused on problem-solving during the ordeal. He shares how he expected to be held hostage for 90-120 days based on previous incidents but acknowledges that there was no guarantee of a positive outcome. Phillips highlights the importance of teamwork and praises his crew for their instrumental role in ensuring everyone's safety. 

On this episode, Adam Hergenrother discusses the concept of the 200% life, which includes both the outer world and inner world, in a presentation from October 2022. Adam explains that many people believe rearranging external factors will make them feel good internally, but this approach ultimately doesn't work. Instead, he suggests waking up each morning okay with everything and finding inner peace. Adam emphasizes that roles in life do not define who we truly are and discusses the ego as a self-concept based on personal experiences. He also highlights the importance of accepting what happens in life and finding true freedom. Additionally, examples are given to illustrate that having money does not guarantee happiness or fulfillment. Adam concludes with encouraging listeners to be aware that they are not their bodies and to recognize their constant internal voice through meditation.

In this recording from October 2022, Eric Forney discusses the future of the industry, and how Realtors can double their business without working more hours. Rather than just surviving, he emphasizes the importance of adapting in order to succeed in the market. The current state of the real estate market at the time of recording is described as being in a staring contest, with buyers hesitant to buy and sellers reluctant to sell due to various reasons. This has led to a significant decline in demand, causing agents' income to decrease by 33%. However, it is noted that this situation feels different from previous economic downturns because industry structure has changed significantly since then. Despite these challenges, there are still buyers available and opportunities for success in the market, and Eric shares tactics for continued business growth.

This week, Eric Forney talks with Adam Roach about how he started out coaching tennis in his 20s, and now owns the I Love Coaching Company.  Adam shares his experiences in various industries such as tennis and real estate flipping, and explains how he transitioned into leadership roles, emphasizing the importance of listening and creating gaps in conversations during recruiting. He mentions that fancy presentations are not necessary for successful recruitment.  Adam shares how vision and core values play a role in successful recruiting conversions.  Lastly, Adam and Eric dive into men's health and how to maintain high energy levels through habits, routines, and achieving an unconscious competent states through learning.

On this episode, Eric Forney talks with Reed Moore, who shares how he went from owning a salon and day spa to growing a successful real estate team. He explains how he had a vision to serve people in the spa industry but lacked experience and wisdom, leading to significant debt and failure. He learned valuable lessons from the experience about investing in what you know and starting small before going big. Despite the challenges, he was determined to uphold his commitments and found success by transitioning into real estate. Reed discovered his talent for building people's potential and helping them think bigger, which led him to create wealth for himself while assisting others in selling real estate.  Reed emphasizes the importance of acting as if it is their life, not his own, when motivating others to reach their potential without crossing boundaries or burning them out.

On this episode, Eric Forney talks with Ryan Young about how he transitioned from being a chef to becoming the leader of the #1 real estate team in Ohio.  Ryan shares how he transitioned from the culinary industry to real estate with the support of his parents who were also realtors, joining their team and eventually buying them out to pursue his vision for growth for the company. He explains how he grew the company through investments, and mentions how his parents continue to sell homes in their 70s because they are truly passionate about real estate. Ryan breaks down how his focus has shifted towards developing people in the industry rather than just selling houses, and how seeing his brother and other agents on his team find success helped him see how much he enjoys helping others succeed.   He also shares how a Fantasy Football approach to lead generation lead him to successful lead capture. 

On this episode, Eric Forney talks with Brent Hanson and Chase Craig about how they've succeed in real estate by working together in a partnership.  Brent and Chase share the benefits of working together, accountability, different approaches to decision-making, parenting styles, and how they prepared for and set up their partnership. Despite some challenges and differences in style, they have found success by aligning their visions and complementing each other's strengths. They also discuss how their partnership has also resulted in positive changes within their organization.

Eric Forney talks to Travis Halverson and Ryan Neter about why they believe agents are not made for lead generation.  In their partnership, Travis focuses on converting leads as an ISA, while Ryan specializes in SEO for lead curation. They dive into how their system works, and emphasize the importance of treating each lead as an individual on their own journey. They also highlight the need to segment leads based on time frames and take appropriate actions accordingly. Maintaining long-term relationships is a crucial aspect that agents often struggle with, but Travis and Ryan have developed systems to handle this effectively for Livian partners.Hear how they allow agents to focus on core responsibilities while their systems manage relationships.

​ @ericforney  talks with Sajag Patel, the COO of  @kellerwilliams  about his journey from working housekeeping at his family's hotel to the C Suite at  @kellerwilliams In 2009, Sajag started as an agent in Cleveland before becoming a coach with  @KWMAPSCoaching  in 2015. In this episode, Sajag shares his mission of provide educational opportunities for children through his nonprofit -- CEO Kids. He plans to help 100,000 kids gain education within the next ten years, by funding the nonprofit through real estate investing. Sajag emphasizes the importance of investing in real estate as an asset for wealth creation, and encourages other agents to do the same. He shares his system for acquiring +400 doors, starting with residential rentals before scaling up to larger commercial ventures.

On this episode, Eric Forney talks to Tyler Hergott about how he built his photography and videography business, and best practices for real estate agents on social media.  They discuss trends in real estate agent content creation, such as focusing on location-based content, educating viewers, and engaging with people on social media.  Tyler breaks down why authenticity is an important factor in creating relatable content for potential clients.  He also dives into the benefits of creating content based on personal interests to maintain consistency and engagement, and incorporating work-related information into videos of you doing activities outside of work.  Tyler shares tips for overcoming the perception that social media requires extra time and creativity, and how to leverage different platforms based on target audience and sphere of influence.

In a noisy world where Facebook, Instagram and TikTok reign supreme, Remington Ramsey bet against the advice of every entrepreneur - he launched a print magazine.When Ramsey started selling Cutco knives door-to-door during the Great Recession, he realized he needed a better way to find the real estate agents who could actually afford his expensive knives.His solution? He'd create a magazine that only put the faces of top local agents on the cover.Ramsey's magazine, Real Producers, seemed doomed from the start. Every industry insider told the then 23-year-old entrepreneur that print was dead. But Ramsey believed the value of niche print publications combined with community building could bridge an increasingly fractured and cutthroat real estate industry so that he could eventually sell more knives.Against all odds, the magazine was an instant hit among top agents and industry professionals.Real Producers now publishes local editions in over 130 markets - but it's not the printing that built the brand. By strengthening connections in the real estate community, Ramsey has created an enviable personal network at the center of a media ecosystem.The story of Real Producers rise to fame provides a blueprint for anyone looking to launch a brand in a crowded market. Ramsey's story showcases how conviction, grit and a deep understanding of a narrow audience can make the difference between failure and success.

Are you an entrepreneur striving for predictable income in a challenging sales market? @ericforney  shares his 'DEFCON 5' Strategy to mastering money even when sales slip. By adopting Eric's strategic approach, you'll be equipped to make informed financial decisions that will strengthen your business in all market conditions.

Have you ever felt the frustration of unpredictable income and a shortage of homes to sell in your real estate business? If so, you're not alone. Join Matt Miale on the Livian Podcast as he welcomes Nikki Miller, the founder of the Lead Syndicate, a lead platform designed for Realtors. In this episode, Matt and Nikki dive deep into operational leverage and how it can transform your business.Imagine this: You're a real estate entrepreneur, working tirelessly to build your business and create a steady stream of income. However, the lack of predictability and the scarcity of great leads leave you feeling stuck.  That's where Nikki Miller comes in. Drawing from her own experiences growing up in a large family, where system-building was a way of life, Nikki recognized the need for a solution that empowers agents while maintaining their individual brand identities.Nikki shares her inspiring journey, highlighting the importance of taking action and making decisions to propel your business forward. She emphasizes the power of compassion and consulting, showing you how to build meaningful connections with clients even during the most challenging times. 

Are you a real estate entrepreneur looking to take your business to new heights? In this captivating episode of the Livian Podcast, host Eric Forney sits down with the remarkable Kristan Cole, owner of the Kristan Cole Network, to explore her awe-inspiring journey from owning a couple of Remax franchises to expanding her empire into a powerful network of 47 locations across six states, with sales exceeding $1 billion.Tune in as Kristan shares her invaluable insights on simplifying the real estate business model and cultivating strong relationships with clients and colleagues. Discover how these two key pillars have played a pivotal role in her astounding success.But that's not all! Kristan also unveils her personal development brand, Growth Word, which offers transformative coaching services to professionals within her company. Prepare to be inspired as she reveals how this brand has empowered her team members to reach new heights in their careers.Are you struggling with lead generation? Kristan's got you covered! She shares her strategic partnership with Greg Hague's 72 sold program, shedding light on how this collaboration tackles the challenges of lead generation and fuels the growth of their agent army in Arizona.Throughout the episode, Kristan emphasizes the importance of simplicity and clarity when scaling a business, all while fostering meaningful relationships. You'll even get an exclusive peek into a code word associated with their GPS (Goal, Plan, System) development focus, showcasing the power of execution.Get ready for an unexpected twist as Kristan delves into the concept of embracing moments of boredom on the path to success. Discover how persevering through these seemingly mundane periods can lead to extraordinary achievements.Join Eric Forney and the remarkable Kristan Cole on the Livian Podcast, and unlock the secrets to scaling your real estate business through simplicity, strong relationships, and effective execution. Don't miss out on this opportunity to gain invaluable wisdom and propel your business to new heights.

Are you a real estate entrepreneur grappling with the uncertainties of a volatile market, struggling with a lack of predictable income and a shortage of homes to sell? Get ready for an episode of the Livian Podcast that will provide you with the strategies and inspiration you need to navigate these challenges successfully.In this episode, host Eric Forney sits down with Aaron Kaufman, the Chief Stakeholder Evangelist at Keller Williams (KW), to delve into the secrets of growing your business through compassion and consulting during difficult times. Aaron's extensive experience and expertise will empower you to embrace meaningful work and make a profound impact on your clients and community.But that's not all—Aaron goes beyond motivational talk. He offers practical guidance on how to become a stakeholder in your own success. Learn how to effectively communicate your business's unique value proposition, foster interdependent relationships, and develop an abundant mindset that attracts the right opportunities and talent.As a special offer for Livian Podcast listeners, Aaron Kaufman is generously providing a downloadable resource packed with actionable tips and strategies that you can implement immediately to elevate your real estate business. Don't miss out on this invaluable opportunity to gain insights from a true industry leader.Tune in to the Livian Podcast today and embark on a journey of growth and transformation. Get ready to thrive as a real estate entrepreneur in today's dynamic market.

Are you a real estate entrepreneur struggling with the unpredictability of income and a shortage of homes to sell? If so, this episode of the Livian Podcast is tailor-made for you. Join host Eric Forney as he sits down with real estate expert Matt Miale to explore the transformative power of innovation and engagement in overcoming these challenges and achieving sustainable growth. Picture this: You're a real estate entrepreneur who has worked tirelessly to build your business. Yet, despite your efforts, you're faced with a lack of predictable income and a shortage of homes to sell. It feels like you're stuck in a rut, questioning if all your hard work is worth it. That's when you come across a podcast episode that promises to reveal the secrets of success in the face of adversity. Intrigued and hopeful, you decide to give it a listen. In this episode, Eric and Matt take you on a journey to transform your real estate business. They emphasize the importance of providing value and creating engaging content that captures the attention of both your team and potential clients. Learn how to set clear expectations to build trust and avoid disappointing customers. Discover the role of technology, such as AI, in driving innovation and revolutionizing your sales processes.But it doesn't stop there. Eric and Matt also shed light on the significance of training and coaching to enhance your sales skills and overall engagement. You'll gain practical insights on leveraging technology effectively while still valuing human expertise. By taking proactive steps and implementing these strategies, you can turn your sales organization into a thriving force, no longer hindered by the challenges that once held you back.Don't miss out on this opportunity to elevate your sales game and find meaning in your work. Tune in to the Livian Podcast and join Eric Forney and Matt Miale as they guide you through the transformative journey of growing your real estate business with innovation, engagement, and the pursuit of meaningful work. Get ready to make a lasting impact in the industry and unlock the success you've been searching for. 

Picture this: you're a real estate entrepreneur navigating a stormy sea, constantly battling against the unpredictability of your income and the shortage of homes to sell. The waves of uncertainty crash against you, leaving you craving stability and longing for a breakthrough. But what if we told you there's a way to not only weather the storm but to thrive in it?In this captivating episode of the Livian Podcast, host Eric Forney sits down with the remarkable Kasey Mock, a parent and real estate company owner from Texas. Kasey's journey is one of resilience, compassion, and unwavering determination. Through his story, you'll discover the power of providing heartfelt guidance and support to people during their most challenging times.But it doesn't stop there. Join Eric and Kasey as they explore the hidden gems within the farm and ranch real estate market, uncovering the secrets of tax incentives for landowners who expertly manage open spaces through agriculture and wildlife preservation. Kasey's experiences with influential figures like Gary Keller and his strategic decisions that have driven consistent business growth will leave you inspired and eager to apply these insights to your own entrepreneurial journey.Are you ready to break free from the shackles of uncertainty and embrace meaningful work that transforms lives? Tune in to this episode of the Livian Podcast, where Kasey Mock and Eric Forney guide you towards a future brimming with opportunity, compassion, and exponential business growth. 

As a real estate entrepreneur, have you ever felt stuck in a cycle of unpredictable income and a shortage of homes to sell? Do you wonder how you can make a meaningful impact in people's lives while growing your business? Eric Forney's guest on the Livian Podcast, Richard Schulman, has the answer.Join Eric and Richard as they share valuable insights on how to grow your real estate business by providing compassion and consulting to people during difficult times. Richard, a successful realtor in Los Angeles, shares his team's approach to real estate, including how they focus on farming their database rather than geographic markets and invest heavily in administrative support to leverage their team members. He emphasizes the importance of upgrading both people and systems simultaneously, seeking coaching for everyone on the team, and being people experts rather than just farm experts.In addition to discussing the team's successful approach, the speaker provides valuable insights into the investment market space. They predict that prices will come down soon and rental properties will become attractive due to high performing risk-free investments. They also share how they manage their own rental properties using models and systems for leasing and property management. The speaker advises millennials and gen Z to prioritize cash flow when investing in real estate, starting small with a property they can occupy or rent out before moving on to bigger homes. Lastly, they suggest breaking down goals into manageable steps using modeling and system planning, as seen in their own process of training for a 50K run.Tune in to the Livian Podcast to learn how to grow your real estate business with compassion and consulting and discover how upgrading both people and systems simultaneously can help you become a people expert in the field of real estate. Don't miss this opportunity to take your business to the next level.

Are you a real estate entrepreneur struggling to generate leads and close deals? Join host Matt Miale on the Livian Podcast as he interviews Nikki Miller, founder of The Lead Syndicate, about maximizing lead generation for real estate entrepreneurs.Matt and Nikki discuss the common pain points of real estate entrepreneurs, including the lack of predictable income and shortage of homes to sell. Nikki shares how The Lead Syndicate offers operational leverage for individual agents through their unique support system, which includes coaching and training, database management, marketing, lead generation, and transaction management. She emphasizes their 14 different sources of leads and their focus on database management to help agents create better follow-up and close more deals.The conversation then turns towards the importance of defining your ideal client and the need for action in business. Nikki stresses that imperfect action is better than no action at all and offers three options for getting things done.But that's not all - in this episode, Nikki also shares a hook story about a struggling real estate agent who found success through The Lead Syndicate's support system. Plus, she offers a special offer exclusively for Livian Podcast listeners.Don't miss out on this insightful episode of the Livian Podcast, where you'll learn how to improve your lead generation and follow-up strategies to grow your real estate business with compassion and consulting during difficult times.

Have you ever struggled with growing your real estate business? Do you find yourself facing a lack of predictable income and a shortage of homes to sell? Real estate entrepreneur Nick Waldner has been there, and he's here to share his journey to success with you.  On this episode of the Livian Podcast, Nick joins host Eric Forney to discuss how he learned from failure and grew his business by providing compassion and consulting to people during difficult times. Nick shares his insights into building a team culture of embracing failure and constantly learning-based behavior to avoid entitlement and undervaluing employees.Plus, Nick discusses Livian's vision for consolidating top real estate teams to provide better marketing and listing presentations, giving individual agents tough competition.Don't miss out on this opportunity to learn from Nick's experience and grow your real estate business. Tune in to the Livian Podcast today.

From the internal Livian Archives: 'How to Create FOMO in the Market'As a real estate entrepreneur, you know how important it is to offer your clients top-notch service. But what if you could take it a step further and provide them with compassion and consulting during difficult times? Today's episode is a rebroadcast of a private audience presentation, originally given by Vanessa Pollock, at Thrive Not Survive in January 2023.In this episode, Vanessa Pollock, Livian Territory Leader for New Jersey and New York, discusses how to grow your business by providing meaningful work to clients.Join Vanessa as she delves into the importance of providing clients with the hottest design and staging trend advice.  She shares the secrets of how her proven Livian Design & Stage Roadmaps help sellers reduce stress and improve results.Vanessa shares her industry leading results and strategy of using affordable remote design services combined with a local staging expert.  She also offers inside tips on how to use staging as a way of growing your business, including offering free custom Design Roadmaps to prospects. Although originally presented to a private audience, Vanessa's content remains more relevant today than ever today, which is why we had to share it with you! Tune in to learn how to elevate your business with staging services that provide meaningful results to clients in all markets. *Slides and visuals available on YouTube or directly at media@livian.com

Have you ever felt discouraged by the unpredictable nature of the real estate business? Do you struggle to find meaning in your work when you're facing tough times? In this episode of the Livian Podcast, we sit down with Anusha Paramesvaran, a real estate agent and entrepreneur who has overcome tremendous obstacles to find success in her field. Anusha's story of perseverance and resilience will inspire you to approach your work with a new perspective and find meaning in every challenge.In this episode, you'll learn how to grow your business by providing compassion and consulting to people during difficult times. Anusha shares her inspiring journey as a first-generation Sri Lankan American, including her experiences with an abusive marriage, the loss of triplets, and bankruptcy. Despite these challenges, Anusha has found a way to prioritize self-care and family time while building a thriving real estate business.You'll discover how to overcome the pain points of a lack of predictable income and a shortage of homes to sell by providing a unique and compassionate approach to your work.  Don't miss this opportunity to learn from Anusha's powerful message of resilience and determination. Tune in to the Livian Podcast now.

Have you ever struggled with the unpredictability of the real estate industry? As a real estate entrepreneur, it can be challenging to build a stable income when there is a shortage of homes to sell. However, there is hope. In this episode of the Livian Podcast, we sit down with Travis Peace, a former nuclear engineer who has built successful mortgage companies from the ground up. He shares his insights on how to grow your business by providing compassion and consulting to people during difficult times.Join us as we dive into the importance of building strong partnerships between real estate agents and loan officers in the mortgage industry. Peace emphasizes the need for a partnership mentality and shared accountability, which can help drive growth and create successful businesses. He also shares his thoughts on the current state of the mortgage industry and how companies are focusing on partnerships to drive revenue after the refi boom. Whether you're just starting out or looking to take your business to the next level, this episode is a must-listen for anyone in the mortgage industry. Don't miss out on the valuable insights and advice from Travis Peace.

Are you a real estate agent struggling with a lack of predictable income and a shortage of homes to sell in today's market?Howard Tager, founder and CEO of Ylopo, sits down with Eric Forney to share his insights on the importance of relationship building and how Ylopo gives you back control over your brand and data, so that you can compete with the Wall Street portals and win! In this episode, you will learn how to build meaningful relationships with potential clients during challenging market conditions and turn pent-up demand into increased business opportunities.Learn how to specialize and focus your business by increasing measurement, accountability, and visibility. Tager emphasizes the importance of measuring every lead source and team member's performance to improve overall results. Howard shares his experience as an entrepreneur, providing advice on how to find the right partner and position within the company to ensure success.Tune in to the Livian Podcast and gain valuable insights into growing your real estate business through strategic marketing, brand building and compassionate consulting.

Join Eric Forney on the Livian Podcast as he sits down with real estate entrepreneur Dan Ihara to discuss how to overcome the challenges of a volatile real estate market. With a shortage of homes to sell and unpredictable income, entrepreneurs are faced with a constant struggle to grow their business. Dan shares his insights on how to provide compassion and consulting to people during difficult times to build trust and lasting relationships with clients.Dan focuses on helping wealthy older adults navigate the complexities of downsizing and trust sales, and provides valuable advice on building relationships with trusted advisors to increase transactions. He also discusses the challenges of dealing with vacant homes left behind by deceased parents, and how his business has grown around helping families move and declutter their homes.Dan emphasizes the importance of leadership and building a strong team culture, including daily huddles and monthly one-on-one meetings to improve communication and relationships. He also discusses the importance of embracing failure as a part of the learning process, and how to keep team members in their area of passion to create a positive work environment.Tune in to this episode of the Livian Podcast to learn how to overcome the challenges of a volatile real estate market and build a successful business by providing compassion and consulting to people during difficult times.

Join host Eric Forney as he interviews Brandon Tracy, founder of BTG Real Estate in Phoenix and Livian Arizona. Tracy shares his journey from reactive salesperson to proactive business owner and the lessons he's learned along the way.Discover Tracy's strategies for leveraging technology, people, and systems to sell more units and thrive in low-priced markets. Learn how he models productivity behavior for his team and emphasizes the importance of consistent modeling to copy and paste skills onto others.Tracy also discusses his team's evolution from being database heavy to focusing on repeat and referral business through authentic communication with clients. You'll gain insights into the importance of integrity and authenticity in real estate success and how it can help you navigate the emotional roller coaster of the industry.Don't miss the chance to learn from one of the best in the business!Livian Podcast is a show that helps successful real estate teams accelerate their growth and impact so they can Love How They Live.  

Join Andy and Lesley Peters, a successful real estate team out of Atlanta, Georgia, as they share their secrets to success with Eric Forney.  After hiring their first assistant and buyer's agent, Lesley and Andy doubled their business, becoming the first million-dollar real estate agents in their office by following Gary Keller's model outlined in "The Millionaire Real Estate Agent".  Learn from their experience as they've grown one of the best teams, four market centers, and nine new businesses within the last twelve months. They share the story of how they've recently formed a "mega" real estate team, and how Lesley was able to let go of her ego to take their business to the next level.  Whether you're just starting out or looking to grow your existing team, Leslie and Andy Peters' insights and advice will help you identify what you want out of life, find mentors who can help you get there, and avoid letting your ego get in the way of success.  Don't miss out on the opportunity to learn from two of the industry's most successful real estate agents!

Successful real estate entrepreneur Peter Chabris shares his journey to the top with Eric Forney.The climb to the top wasn't all picture-perfect for Peter!  Along the way, he faced a barrage of challenges that are all too familiar to other entrepreneurs.Peter nearly went broke during the Great Recession, but by adopting a few time-tested strategies, he was able to grow his business 25% each year.  But that growth came at a cost. He admits he wasn't always the husband and father he needed to be, and how his success took a toll on his health -- landing him in the hospital just four years ago.Peter reveals his secrets to becoming more disciplined, focused, and intentional to stay at the top of the industry for more than a decade. He also shares how he failed at recruiting talented agents for so long due to his hard-charging, precision demeanor. He has recently made changes to his approach, and it's yielding BIG results, having recruited 16 agents in the past year, by leading with authentic contribution via his Realtor Level Up network.Finally, Peter discusses his journey of financial literacy and the health habits he's developed after landing in the hospital from the stress of success. If you're looking for inspiration on how to succeed as an entrepreneur while also finding balance, this is a must-listen!

n his first-ever podcast appearance, John Keller, Vice Chairman of Keller Williams and the son of the most influential person in real estate, Gary Keller, shares his previously unheard journey of bringing a fresh perspective to Keller Williams, the real estate giant his family built a decade before he was born.Despite Keller Williams' success as the world's largest real estate company, John knew that something wasn't quite right within the company his family had founded. He embarked on a mission to redefine the company's decades-long purpose, a journey that led him right back to where the company began but nearly everyone had lost sight of, a story he'll delve into in-depth in this episode.John is bringing a back-to-the-future approach to ushering in a new era of agent relations and technological innovations for Keller Williams. John believes that Keller Williams is the place "Where Entrepreneurs Thrive," and he's committed to building a culture that supports entrepreneurial visionaries. Along with reinforcing KW's position within the industry, John is focused on fueling unlimited growth for real estate entrepreneurs.With an MBA from the Acton School of Business, John returned to Keller Williams to serve as a member of the KW board of directors, playing pivotal roles in building Keller Covered – the insurance arm of the business, KW Command – the first agent and client ecosystem for all things homeownership, entirely built by agents, and became a partner of Keller Capital, an investment firm founded by Gary Keller, the executive chairman and co-founder of KW.

If you're in the real estate sales, you know that converting conversations into closings is tough without the secrets to success.  Matt Miale's, VP of Productivity, five-step consultation process will revolutionize the way you build relationships and convert conversations into contracts.

The Livian Podcast is a show that helps real estate teams accelerate their growth and impact. Vice President of Industry - Eric Forney discusses the concept of urgency and pressure and how it applies to successful real estate agents.  He uses Joe Montana's story of leading the San Francisco 49ers to victory in Super Bowl 23 as an example, emphasizing his ability to focus on what was urgent and important despite immense pressure. Agents should use this same mindset when dealing with prospects by bringing a calm, confident tone while asking SPI (situation, problem, impact) questions and listening with curiosity. They should also be aware of where prospects are in the customer journey—the consideration phase requires being a resource without pushing for engagement; the research phase requires demonstrating expert knowledge; decision phase involves guiding customers through logistics; pending phase still requires strategic guidance and urgency building all the way through the closing to ensure best outcome for the customer.When it comes to sales and creating urgency with a customer, the key is to focus on now, sooner, or next steps.  It's important to ask prospects questions that unveil the life events that are causing them to take action and make a moving decision. Additionally, agents should also ask what the prospect's plan for failure is, in case they don't find what they're looking for -- in order to sort your pipeline appropriately and prepare yourself as an agent. Lastly, always make sure you are selling what they are buying.  If they want faster, sell faster. If they want better, sell better.  You're not locked in to your value proposition and services.

On this episode, Eric Forney talks to Beth Repta about how she build her real estate business, and how partnering with Livian accelerated her growth.  Beth shares how she reached a crossroads when she wanted to excel in her career, but also show up for her kids.  She realized she could build her sphere at her kids' sports events, and started making connections with other parents on the sidelines of games.  She breaks down how she used the tactic to grow her market share, and how she plans to continue growing.  

On this episode, Eric talks to Jeff Neilsen about how he grew his business and his team.  Jeff breaks down his approach to working with his wife, leading 30 team members, and creating a vision big enough to fit everyone's vision.  He goes into detail about how his 12 Week Challenge improves peoples' businesses if they stick to it, and how the gist of it is just doing your job really well for 12 weeks.  He explains his six month boot camp as well, and how it even more drastically enhances his team members' careers in real estate.

On this episode, Eric Forney talks to Kris Wise about how she grew her real estate business by creating a community on Facebook.  Kris shares how she got into real estate, and what drew her to Keller Williams.  She discusses what lead her to joining Livian, and how the admin staff helped her business.  She also dives into the 17,000 person Facebook group she spent the last few years developing, and how she converted $20M+ from the group last year. 

On this episode, Eric Forney talks to Jim Galligan about how he stays sharp in all aspects of his business: sales, leadership and entrepreneurship.  Jim shares his approach to keeping his sales skills from getting rusty, and breaks down the difference between selling someone and conning them.  He discusses how he delivers information to clients with facts and feelings, and gives an example of a way to do it.  He talks about his experience leading a team, and how he accepts his team won't always convert at the same rate he does.  

On this episode, Eric Forney talks to Nick McGeehon about the importance of good questions at multiple turning points in his life.  He shares how questions helped him in his personal life, but also in his professional life.  He breaks down his approach to lead generation calls, and how he uses a hybrid of scripts and in the moment questions.   He shares one of the easiest follow up questions to dig deeper with, and  explains how to counter some clients' questions.  He discusses her previous career in politics, specifically in fundraising, and breaks down how the political sector prepared him for real estate.  

On this episode, Eric Forney talks to Travis Halverson about how he masterfully qualifies leads for agents as an ISA.  Travis shares how he started as an ISA knowing a lot of people used it as a stepping stone to becoming a Realtor, but he loved the job so much, he never wanted to.  He stayed in the ISA lane and started leading other ISAs while fine tuning his touch system.  He shares the motivation driven questions he asks to really qualify good leads, and how he's automated everything possible that doesn't need his direct input.  

On this episode, Eric Forney talks to Tom Basler about what he has learned about leadership and collaboration.  Tom shares how he thinks of leadership as elevating other people's mindsets, and how he does that effectively.  He breaks down the difference between teaching and coaching, and why coaching empowers people more.  He also discusses his experiences in the past few years leading leaders, and the ways working with Livian have propelled his business.

On this episode, Eric Forney talks to Travis Cox about how he strategized his way out of $100K in tax debt.  Travis shares how he got into real estate, and how he sold 32 homes and made $120K at 20 years old in his first year as an agent.  A few years in a row, he couldn't pay his tax bill, and soon he had over $100K in tax debt.  He realized he needed to learn about accounting and taxes, and in the process realized there wasn't a program that could keep all of his expenses, accounting and financial reports in one location.  He shares how he got the idea for GreenStats because he needed an app that would help him track everything, and he wanted to be able to share that app with other agents who needed the information.   He worked his way out of tax debt, worked with developers to create and GreenStats, and now he's running a Real Estate team and GreenStats while spending time with his wife and 3 children.Learn more about GreenStats here

On this episode of Team Tactics, Matt Miale and Eric Forney dive into the lie of work-life balance.  They discuss why they believe true work life balance is impossible, and how they approach their lives as flexible and constantly changing.  Matt shares how during certain seasons of life, he knows he will have to spend more time at the office than usual, and he discusses it with his family ahead of time.  He also explains how he frames his work positively in his mind as the thing that allows him to spend high quality time with his family when he isn't working.  

On this episode, Eric Forney talks to Adam Hergenrother about his 200% life.  Adam shares what prompted him to start looking inward and what he discovered when he did.  He explains the importance of surrender, but how that doesn't mean not interacting with life anymore.  He breaks down how not being too attached to his goals has impacted his life, and what self mastery looks like for him.  He shares his philosophies on growth, and what he sees as the difference between breaking stuff and innovating.

On this episode, Eric Forney talks to Bobby Moats about how he has successfully created a business environment that attracts talent.  Bobby shares what talent means to him, and why his focus has always been to foster environments that attracts talented people.  He breaks down why he isn't afraid to fail, and how data helps guide his decisions.  He explains where his passion for teaching and growing came from, and how he uses those skills currently.  

On this episode of Team Tactics, Eric Forney talks to Matt Miale about how to deliver facts about the market without infusing them with fear.  Matt shares how he phrases his conversations with his team in a positive light, and how that motivates them instead of scaring them.  He breaks down how he responded to COVID and how that impacted his team.   He explains how sometimes, you just have to acknowledge things are scary and do them scared anyway.

On this episode, Eric Forney talks to Joe Zimmerman about what he looks for when hiring people, and how he consistently hires talent.  Joe shares how the most important trait he looks for in people is grit.  He breaks down how someone with grit will keep pushing through, even when things are tough, and how ultimately, they are an ideal person to partner with because they are so driven to get things done.  He explains how he hires people, but considers them part of the business after 90 days, and how that weeds out potential problems.  He also shares his approach to leadership in the current market.

On this episode, Eric talks to Scott Trembley about how he structured his business to attract talented people so he could consistently outperform the industry.  Scott shares how he approaches bringing someone new to the team, including a few tips about getting to know their spouse.   He explains his philosophy behind doing the hard things up front so it gets easier in the future.  He discusses how in their culture, nothing's given and everything's earned, and what that does for his team's overall productivity.

On this episode, Eric Forney and Matt Miale discuss tactics to get unstuck when you can't seem to find forward momentum with your team.  They break down how agents can get stuck in a rut of working just to get upcoming bills paid, and how that affects them in the long run.  Eric shares how consumption audits have helped him identify areas in his life he could be doing more productive activities. Matt also shares how engaging with a niche community can get you out of a rut, and explains the value of being the guy who organizes and hosts events.  

On this episode, Eric Forney talks to Matt Miale about what he thinks makes a good agent based off his years of experience in the industry.  They break down how important coachability, persistence and work ethic play into whether someone succeeds or not as a Realtor.  Whether you're a new or established agent, they share tips that will improve your business.

On this episode, Eric Forney talks to Matt Miale about the importance of accountability and delegation, and the outputs you get from them.  Matt shares how accountability helps him, and how he uses it with his team.  He breaks down different approaches to holding people accountable, and why different approaches are necessary.  He discusses how delegation helps everyone achieve greater success, and how he learned to approach it.

 Eric Forney delivers the Agent Outlook for the second week of October.

On this episode, Eric Forney talks to Jeff Glover about strategies to enact during a shifting market. Jeff shares how he got into Real Estate, and how he continued to succeed in that business.  He breaks down strategies that have helped him in his years in the industry, and how to apply those at present.

Eric Forney delivers the Agent Outlook for the week of October 4, 2022.