Level Up - From Agent to Entrepreneur

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We’re all leaders because we lead ourselves. Why do you have to be a good self-leader before you’re qualified to lead others effectively? What makes someone a great leader? On this mini-episode, we talk about how to be a better leader, and the secret so few people know about leadership.

Takeaways + Tactics

  • You have to be an effective self-leader before you lead others because it gives you credibility.
  • If you’re having trouble leading others, you have problems with self-leadership.
  • You must be the example for other people to follow.  

A lot of people have a hard time attracting loyal followers because they weren’t followers themselves in the first place. They don’t lead themselves, and that makes it impossible for them to lead others. The truth about leadership is you become better by becoming a great learner, and a great player who follows a great coach. It all starts with you, so ask yourself if you’re a great follower of the things that you say and if you have integrity with the things you tell people do.

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/


The Value of Culture w/Rett Harmon

Like it or not, every company has a culture. How do you build a good company culture intentionally? How can you become a community expert in your market? On this episode, we are joined by agent and team co-broker owner, Rett Harmon, who shares on how to be authentic and how he was able to build a company he enjoys.


You need to be same person that you are online as you are offline. - Rett Harmon


Takeaways + Tactics

  • Company culture is either built by design or by default.
  • Owning the market starts with owning the minds of your community.
  • When you’re authentic, you attract people who really fit in with your culture.

At the start of the show, Rett shared his team structure and how every business has a culture either built intentionally or unintentionally. Next, we talked about how his team uses community content to position themselves as experts. Towards the end, Rett talked about the importance of being a consistent brand.

We also discussed:

  • How to know if your community content is effective
  • The importance of authenticity
  • Developing an intake criteria for your recruits

Building and sustaining a culture is all about authenticity, and that starts with how the leaders show up and present themselves. If who you are online is different from who you are offline, that inconsistency will show. You don’t have to be everything for everyone, but you do have to find your own lane and own it. Invest in people who share the same values as you and your team. All these things are necessary as you design your team culture.

Guest Bio
Rett Harmon has been a licensed real estate professional for 15 years in the both Georgia and Alabama. He is both an active agent and co-owner of CENTURY 21 Novus Realty. Go to https://www.c21novus.com/ for more information.



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Anticipating the Obstacle and Creating the Solution

This is the time of the year where we evaluate the market for potential risks, and a huge one right now is the risk for low inventory. Why is it so important to plan ahead for these events? How do you fortify yourself from the eventual reduction in inventory? On this episode, we talk about the importance of being ready for potential market risks.

When I’m already solving a problem that doesn’t yet exist, the problem never appears. -Greg Harrelson

Takeaways + Tactics

  • There’s a lot of quick, easy money on the buyer’s side right now, so people don’t think they need listings.
  • If the market continues to rise, sellers are going to slow the pace of houses on the market because they are playing the market for appreciation.
  • The two most effective ways to generate leads in a low-inventory environment are expireds and FSBOs.

The goal in business is to always start working a plan as if an upcoming obstacle is there now. You have to set up the systems right now to combat the risks when they do appear. Just because there’s a lot of buying happening right now, don’t fall into the trap of not building up your listings. If inventory to sell runs out, you’re in a better position if you’ve been cultivating listings. Right now, you have a good story to tell sellers in prospecting which is that prices are increasing and inventory is low, so their house could be worth more. That’s a winning script.


Getting Out of Survival Mode, Investing Intentionally & Tracking Your Numbers w/Lars Hedenborg

 The majority of real estate agents are in survival mode. How can they get out of that mindset and take advantage of the good condition of the market? Should you be spending more money on expanding, or putting money away for the market correction? On this episode, we are joined by agent, coach and founder of Real Estate B School, Lars Hedenborg who talks about taking the entrepreneurial approach to real estate, and being intentional with your money.


Money in the bank is the most lagging indicator you can track in your business. - Lars Hedenborg

Takeaways + Tactics

  • You only need to track six metrics in your business.
  • In a down market, your activities may not work as well, so you have to increase your level of activity.
  • If you're not having 100 meaningful conversations a week, you're not going to be able to scale.

At the start of the show, Lars shared how he got started and what’s going to happen to the real estate market when the market shifts. Next, we talked about the importance of being a good steward with your money, and how to position yourself. We also spoke about the 6 numbers you should be tracking, and why tracking everything will solve the upcoming problems real estate businesses are going to face.

We also discussed:

  • How to adjust your activities to increase your ratios
  • Direct response marketing
  • Why you need to take your ego out of the equation

When the market shifts, the real estate industry is going to shrink. If you play your cards right, and save money right now when the market is great, there will be many opportunities on the other side. A lot of agents throw money at other things instead of taking advantage of this market to put some cash away. Don’t follow that tide. Decide to be a steward of a good market and prepare financially for what’s coming. Get your core systems in place and track your numbers religiously. When you do, you’re going to see your own ratios start to shift, and you’ll notice the market is shifting before everyone else.

Guest Bio-

Lars is a broker/owner, coach and founder of Real Estate B School. For more information, go to realestatebschool.com, for a strategy session go to rebsstragysession.com and to find out about their next event go to rebslive.com.  


Developing Talent

Developing talent is an important part of going from agent to entrepreneur. How do you connect with your talent on a level that actually resonates with them and their needs? What are the three things we track to make sure what we’re doing is actually working? How do you check in and stay in contact? On this mini-episode, we talk about developing talent, helping people grow and building top producers from scratch.

Tracking our numbers is going to tell us how we’re doing with our lead generation activities and the conversations we’re having. -Greg Harrelson

Takeaways + Tactics

  • If you can leverage a person’s strengths, you can get to revenue more easily.
  • You’ll be able to leverage their strengths faster than you can strengthen their weaknesses.  
  • Every transaction is going to come from a conversation.

Most people’s first instinct when it comes to developing talent is to try and get people emotionally invested and fired up by the possibilities they see for that person. What you should actually do first is connect with them on what’s important to them. Honor them by showing that you actually want to know them. When you get into their world you will understand them better. When you do that, their mindset changes, they gain confidence and they become more coachable. This will get you to more income, faster.


Finding the Shortest Path to the Cash & Putting Your Marketing on Autopilot w/Doren Aldana

Most people spend so much time working “in” their business that they don’t get to work “on” it and fail to grow. What strategic structures should you put in place if you want your business to generate more leads and referrals? How do you stop putting out fires and actually start working towards growth? How can you put your marketing on autopilot? On this episode, we do a crossover with Local Domination podcast host Doren Aldana to answer these questions.

The best referral partner is someone who your ideal client is talking to, working with, or building a relationship with before they talk to you or have need for your services. - Doren Aldana

Takeaways + Tactics

  • When thinking about referral partners, consider: Who has the highest capacity to send you the most leads most often? Who is working with your ideal clients before they start working with you?
  • Always carve out time to work on your business, not just in it.
  • The contacts in your phone are a database already.

At the start of the show, Doren shared on the 3 buckets of business success and the importance of remembering that you’re in the marketing game. Next, we talked about finding referral partners and how to build a database if you don’t have one. Towards the end, we talked about how to focus less on putting out fires and more on creating a long-term vision.

We also discussed:

  • How to maximize your repeat and referral business
  • Working “on” your business vs. working “in” your business
  • How to mine leads from your social circle

If you want to grow with the future in mind, you have to remember that “Return on Time” can be even more important than “Return on Investment”. If you actually want a business that sets you free, spend more time working on it-- not just in it. One of the most powerful things you can do is set up a system that takes people from suspect to prospect, prospect to client, and then from client to evangelist.

Guest Bio-

Doren is an entrepreneur, host of the Local Domination podcast and the founder of Testimonial Engine. Go to http://mytestimonialengine.com/ for more information.  


The Fast Track to Success: Outbound Prospecting, Moving Your Business to Another Town & Chasing Transactions w/James Festini

A lot of agents focus too too heavily on how much they are earning, rather than the number of transactions they are doing. Why is this a big mistake? How do you do outbound prospecting in high volumes? How can you undermine your competition to become the top agent in your market in 5 years? On this episode we talk to the Beast Mode prospector himself, James Festini.

There’s only two ways you’re going to make money in this business. You’re either going to go out and get your money or you’re going to spend money to have it come to you. - James Festini

Takeaways + Tactics

  • The magic formula in real estate depends on how much money you’ve got to spend.
  • There’s a right and wrong way to work in real estate and it has a lot to do with your scripts.
  • The end game for most logical real estate agents would be to get enough money to start buying real estate.

At the start of the show, James shared how he got started and how he was able to pack up his business and move to another town. Next, we talked about how to overcome the resistance to prospecting, and why he doesn’t want to be passive about getting leads. Towards the end, he shared why you need to become a human pop-up ad.

We also discussed:

  • Goals for 2018
  • The end game for most logical real estate agents
  • Chasing transactions vs. chasing commissions
  • How to get on the fast track to success

It is possible to triple your income through strong branding and intense prospecting. Such action is going to cause a massive breakthrough in spite of yourself, because of the sheer volume of contacts. You’re not going to overcome your prospecting fears sitting in your office thinking about them. You actually have to get into action and realize your fears weren’t real in the first place. To really succeed, your goals should be oriented towards number of transactions rather than how much you earn.

Guest Bio-

James is an agent who has been serving Southern California since 1993. To get in touch, email james@JamesFestini.com. To watch his coaching videos go to http://youtube.com/jamesfestini or follow him on Twitter, Instagram and Snapchat.


InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

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Likeable Influence: How to Use Content to Drive Millions in Revenue w/Dave Kerpen

There’s very little content creation in local markets in the real estate field. How does good content marketing set up your authority and generate long-term business? What drawback of sales does content solve instantly? How does good content get lost in bad titles? On this episode, we are joined by best-selling author and content marketing guru, Dave Kerpen, who shares his practical tactics to becoming an authority in your market.

Content is this amazing way to demonstrate who you are, your reputation, your credibility, your knowledge and your expertise to so many more people at once. - Dave Kerpen

Takeaways + Tactics

  • Sales can only scale so much because you typically talk to one person at a time. With content, you can prospect to hundreds or thousands of people at once.
  • Your content should do one or more of these things: educate, entertain, and inspire.
  • Your title needs to be emotion-invoking and action-driving.  
  • Take off your marketing cap, and put on your consumer cap. Ask yourself what would make you take action as a consumer. Then create that content.

At the start of the show, Dave shared why content marketing is the ultimate strategy for touching more than one person with one piece. Next, we talked about the effect content can have on a real estate business, and how you can get the attention of property owners. Dave also gave content ideas for real estate agents who want to establish themselves as local authorities.

We also shared on:

  • How much time you should commit to content marketing
  • The importance of a very strong headline that delivers on its promise
  • The power of LinkedIn

Media used to be magazines, TV networks and newspapers. Now YOU can be the media and put out content that positions you as an expert and authority. Content marketing gives us so many opportunities to stand out, but very few take advantage of this. Use your content to make it easier for you to be likeable and remarkable. It will represent who you are and build a brand that will carry you into other businesses, careers and opportunities. The ultimate ideal is to be the definitive resource for your target market. If you do it right and you don’t give up early, it will become a lead machine for you.

Guest Bio
Dave is the chairman of Likeable Media, a NYT Best Selling Author and a Global Keynote Speaker. Learn more about him on https://www.linkedin.com/today/author/0_3Rybz0r6MIU0pCkbHDrMi8?trk=mp-details-footer-follow.


How to Build a High Retention Profit Machine with Leverage & Recruitment w/Jon Cheplak

We’re in the most over-trained and over-skilled business, but people still aren’t doing what they need to do to succeed in real estate. What’s holding people back from growing in the business? How do you transition from managing people to managing the systems that manage the people? Why does everything start with trusting yourself? On this episode, we are joined by superstar coach, Jon Cheplak who shares on the critical pieces that drive productivity and profit in a real estate business.

People don’t believe what they’re told-- they believe what they experience. Create an experience of what it’s going to be like when they join before they join. -Jon Cheplak

Takeaways + Tactics

  • The ceiling of a company or team is their capacity.
  • Trust yourself and pour your energy into your own systems and processes before you do anything else.
  • It takes 14 contacts on average before an experienced agent makes a move.

At the start of the show, we talked about how leverage creates the freedom to scale up. Next, we talked about the relationship between trust and capacity, and how to get people to trust you in a tense environment. Jon also talked about the importance of going into response mode and not reaction mode when things don’t go right. Towards the end, we discussed why developing leadership is such a tough job, and why you should ask how you’re going to replace yourself in your business.

We also spoke about:

  • Why you need attach to the process and detach from the outcome
  • Filters for an incoming agent
  • Why revenue producing leaders have to be recruiters

Finding people to work for you is easy, but finding the right talent that you can train to become leaders in their own right is hard. When you can find someone who demonstrates commitment and grit, you’ve found an important resource. When you trust yourself and pour yourself into your system, it’s inevitable that other people will trust you and your process too. People who are happy with your leadership work better, won’t leave you and will actually recruit for you. Recruiting is an inside-out job before it’s an outside-in job. How you carry yourself and communicate with others will play a large role in attracting talent to your team.

Guest Bio
Jon Cheplak is recognized for his success in real estate leadership and recruiting. He’s a speaker, coach, trainer & consultant for top real estate companies. Go to www.threesecretstoprofits.com for access to Jon’s resource of building profit, or go to http://www.cheplaklive.com/ for more information.


Ready, Fire, Learn: Leadership, Building Emotional Fitness and Succeeding Through Other People w/Adam Hergenrother

Most entrepreneurs think the best way to learn is to consume as much knowledge as possible, but the greatest learning comes from taking aim and getting into action. Why is “failing forward” such a powerful teacher? Why is it so important to hire an assistant now, instead of later? On this episode, we are joined by Adam Hergenrother who shares the mindsets, actions and behaviors that have been instrumental to his success.

There’s never going to be a perfect time to hire an assistant. -Adam Hergenrother

Takeaways + Tactics

  • When hiring the right people, it should create a value of both time and money.
  • There’s no real learning without experience
  • Confidence is an asset

At the start of the show, we talked about how Adam got started and the amazing story of how he turned his life around. Next, we talked about the importance of being willing to invite failure if you want to move forward. Adam also talked about why there’s never a perfect time to hire an assistant, and the one thing that gets in the way of the growth of entrepreneurs. Towards the end of the show, we discussed how to build up the emotional fitness to handle the problems that will come your way as you grow your business.

We also discussed:

  • The factors that make hockey stick growth possible
  • Why confidence is an asset
  • Why there’s no real learning without experience
  • The chemistry of a transformation

You are better off taking a shot and learning from failure than you are analyzing and never making a move. Success looks like a whole series of failures, so learn to invite failure. The good stuff’s on the other side! The only way to get hockey stick growth is to invest in the platform of models, systems, accountability and the x-factor: people who execute. To get to the next level, you must be all-in.

Guest Bio
Adam Hergenrother is Founder and CEO of Adam Hergenrother Companies. In less than ten years, Adam has built this rapidly growing company through his commitment to thinking big and never giving up. Fearless and purposeful; unconventional and systematic, Adam sets a seemingly impossible goal then quickly gets to work on closing the gap to achieve it: no limits, no regrets. Go to herggroup.com for more information.