Level Up - From Agent to Entrepreneur

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Fanatical Prospecting & Sales EQ w/Jeb Blount

A lot of people in real estate hate to be known as salespeople. How do you become a salesperson known for being caring not manipulative? Why is cold calling still alive and well? What is sales EQ and how is it effective when it comes to getting the results you desire? Why is tracking your time so powerful? On this episode, we are joined by author, speaker and sales expert Jeb Blount who shares insights from his books.

Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount

Takeaways + Tactics

  • Track your time in 3 basic buckets: trivial things you do, important things you do and impactful things you do.
  • When you walk up to someone who’s not expecting you to call them, it’s a cold call.
  • Sales EQ is about managing your own emotions while influencing the emotions of other people.
  • Track your numbers so you’re not delusional.

At the start of the show, we talked about the basis of financial prospecting and the power of time blocking for prospecting. We also discussed the 3 things holding people back from prospecting and how desire trumps procrastination. Next, we talked about the 5 things a client will want to know about you before they hire you. Towards the end of the show, we discussed how not having people to sell to makes you desperate and lowers your likelihood of getting more clients.

Jeb also shared on:

  • Why tracking your time is so necessary
  • The biggest predictor of a client’s propensity to do business with you
  • How Sales EQ affects the consumer’s experience
  • The power of managing your emotions

Everything that’s holding you back in prospecting is self-imposed. When you overcome perfectionism, procrastination and paralysis you can get yourself through the door. For an agent to win over a potential client, they have to check the following boxes: do they like you, do you listen to them, do you make them feel important, do you get them and their problem, do they trust and believe you? The biggest predictor of their propensity to do business with you is their emotional experience. If you can control your emotions and influence theirs, that’s sales EQ. Remember, confidence and passion are the two greatest and most important emotions in sales.  

The person with the greatest control of their emotions, has the highest probability of getting the outcome they desire. Ultimately, the sales EQ process enhances the customer’s experience.   

Guest Bio:
Jeb is the founder of global training organizations including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums. Go to https://jebblount.com/ for more information. Find Jeb on Youtube, follow Jeb on Demand on Facebook, and follow @salesgravy on Twitter and Instagram.

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Building a Team of Part-time Agents and Finding the Right CRM w/Mike Ferrante

It’s easy for teams to overlook the importance of good on-boarding.What are some reasons to make sure you do it effectively? How do you choose the right CRM for your team? How can part-time agents be a part of your team? On this episode, we talk to Century 21 Team Leader Mike Ferrante who shares how his team has leveled up.

We’re using every bit of technology we can get our hands on. -Mike Ferrante

Takeaways + Tactics

  • Put your weekly tasks into concrete numbers and schedule them. Avoid vague metrics.
  • To choose a CRM, start with a clear vision of the end result you want.
  • Where you put your money is often what determines the success of your transition from agent to entrepreneur.

At the start of the show we talked about Mike’s history, his team set-up, and having part-time agents on his team. Next, we talked about the role of technology in Mike’s team communication, lead distribution, as well as finding the best CRM.

Mike also spoke about:

  • Why you need to invest in your business
  • The power of leveraging your team manager
  • Why on-boarding is so important

When you invest in your own business, the returns are going to be much higher than investing in any other venture. Where you invest is where you get the results. When it comes to finding the right CRM, it’s all about being clear on the primary function and knowing the end goal that you want. You also want a tool that people will actually use, not one so complex that most of its functions go untouched.

Guest Bio

Mike is the owner of the 21 Mike team. Go to 21mike.com for more information, or call 216.373.7727.

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The Mindset Required to Go from Bust to Boom w/Terry Swanson

 When people have too much confidence, disaster shows up. How do you make sure you’re growing for the right reasons, and not scaling up to your detriment? What is the right way to invest in more time for yourself? How do you make sure you rise up when things aren’t going well? On this episode, we talk to top C21 broker Terry Swanson about building a sustainable organization.

It’s not about growing for growing’s sake, it’s growing for the right reasons—for the right mission and vision. -Terry Swanson

Takeaways + Tactics

  • It’s not about taking time off. It’s about adding time for yourself.
  • Growing on credit lines isn’t the way to go, as you don’t have control over interest rates.
  • It doesn’t matter how far down you get. You can dig yourself out.

At the start of the show, Terry shared on his team dynamic and the lessons he learned when he was running his business the wrong way. “I wasn’t running the business, the business was running me.” He shared the mindset change he went through, and why it’s so important to document what’s happening in the market. Towards the end of the show, Terry shared on the importance of growing for the right reasons.

We also discussed:

  • How his company went bust
  • The coaching structure that can attract agents
  • Why growing on credit lines isn’t a good idea

The biggest mistake we make is feeling like we have to be engaged all the time in order to give ourselves the best chance of success, but we end up engaging at a low level and it sucks away the opportunity to be hyper focused. The solution is taking the time to invest in yourself, and seeing taking time off as a good thing, not something that takes away from your business. As a leader, if you can coach life, the business will actually become easy from that point onwards.

Guest Bio

Terry Swanson is a real estate agent affiliated with CENTURY 21 Results Realty Services, located in Cumming, Georgia. To get in touch, go to c21getsresults.com  or email terry@c21.com.

 

Resources

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

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

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From Buyer Agent To Listing Agent: Making the Jump w/ Jeff Lesley

Ever wondered if you could make the transition from Buyer's Agent to Mega Listing Agent? In this episode, Jeff Lesley shares how he made the transition from overworked buyer's agent to a listing controlled business AND how he is now only earning more income while enjoying more time off. The best thing about Jeff is that is explains how simple the transition is when you make the commitment.

If you're not getting those initial listings and the price reductions upfront when the inventory doesn't sell, you're just going to be sitting dead in the water. - Jeff Lesley

Takeaways

- To make a successful transition, you need to be consistent and disciplined. You must also lead generate every day, or no one is going to hire you.

- Keep it simple and track your leads carefully. Sometimes it's as easy as buying index cards.

- Perfectionism can sometimes hinder you. If a method doesn't work for you, change it. Don't give up on it altogether.

We started off with the story of Jeff's own transition from a buyer’s agent to a listing agent and how he realized his potential. Jeff shared that his profitability decreased initially and we explained why this is normal and it's the beginning to quantum growth. Afterwards, Jeff explained how he takes leveraging to the next level and why adopting new strategies and techniques really helps you level up. Jeff then discussed his experience with the hardest part of the transition and his own routine with building up a discipline with lead generation.

From his experience, Jeff has learned to be very heavy on lead follow-up, as this has generated a lot of success for him in the past. Then, during a discussion about staffing, Jeff pointed out the importance of a good staffing structure and delegating tasks appropriately. Jeff then shared his plans for the future and how he wants work on both his prospecting and staffing culture, as he believes that will help him level up. Finally, we talked about how you can focus your efforts towards achieving your yearly goals.

We also discussed:
- Leveraging as a listing agent vs. leveraging as a buyer’s agent
- How to overcome artificial ceilings
- Discipline and persistence in lead generation
- The importance of good customer service
- Overcoming the ''this doesn't work for me'' mentality
- Seeking a high return on time as the mark of an entrepreneur
- Dominating a downward-trending market

Any change will always come with setbacks in the beginning. If you only break even in your first days after transitioning, don't worry. This is a necessary step while you build your infrastructure and build new habits. Stay consistent and committed to the transition and success will follow.

Guest Bio
Jeff Lesley is an experienced realtor, who has lived and worked in Wilmington, North Carolina for 14 years. He has a vast knowledge of the local real estate market trends and he always puts the wellbeing and happiness of his clients first. With a Masters degree in Business from UNCW and with a wealth of experience, he is now an award-winning realtor with Century 21 Sweyer & Associates. Jeff is also a big fan of giving back and currently serves on the board for Special Olympics of New Hanover County. He is also an active volunteer in fundraising opportunities to help his local area. He's also a member of the Wilmington Rotary Club, the oldest and largest civic organization in Southeastern North Carolina.

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The Art of Relentless Prospecting

Many real estate agents prospect for appointments but end up fearing the appointment itself. Why is that? How can we overcome our fear of rejection and make it work for us? Can building a boring day-to-day life really make us successful? In this episode we reframe rejection and boredom as the key to success.

If you will go ahead and master the listing presentation first, then you're excited to make the call. - Greg Harrelson

Takeaways + Tactics

- Agents gravitate toward buyers to avoid rejection and limit their personal growth and their business all at the same time.

- Even when you lose a listing, sellers aren't rejecting you, they are rejecting your WORDS - something you said during the listing consultation.

- Boredom is about YOU. Change your focus to the people you are serving and you won't feel boredom.

Resources-

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

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

First we talked about building a career out of prospecting and the newfound prospecting generation with real estate agents. We also discussed the benefits of prospecting and its sticking points. Next, we talked about why some people subconsciously avoid prospecting and getting a listing appointment. We agreed that by mastering the listing presentation, then you’ll be less hesitant to get on the phone and get that appointment. We also mentioned how empathy and creating a prospecting ritual can not only benefit the client but also the agent themselves. Finally, we mentioned how appreciation for that style of work grows over time as you get more and more committed to your prospecting ritual.

On this episode we also discussed:

  • How failure to follow up can lead to losses
  • Overcoming the fear of rejection
  • The importance of consistency
  • Sustainable boredom and its benefits
  • Minimizing distractions through rituals
  • and much more

It’s critical to be consistent and persistent at the same time. Rejection is something we will all have to face at some point - so it's important to reconsider the way we think about being rejected and focus on how to avoid that rejection for the next listing.

And when we talk about consistency, most of the time, boredom has to be a part of the conversation as well. Being boring is now a sustainable choice and a sensible solution for a business. It's all about installing some variety in your boring day-to-day activities. Mastering that balance and shifting your perspective on rejection and boredom can be a solid way to get more listings and build a successful real estate business.

 

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Simple & Powerful Systems To Run a Legitimate Real Estate Business w/Todd Tramonte

There is value in treating your team like your own clients. How do you bring world class value to the people who work for and with you? What is the agent-in-training program and how does it help people find their roles? What are the three pillars you can build into your team recruitment? On this episode, we are joined by Todd Tramonte, who shares on team management and using radio as a direct response marketing tool.

You can only do branding on the back of direct response and lead generation -Todd Tramonte

Takeaways + Tactics

- Put people in specific roles where their "stress-response" is the right response for their role.

- Use an "Agent-in-Training" model to help people get into their proper role and make mistakes in a low-pressure environment.

- Before you provide leads to team members, you need to decide what kind of team you want.

At the start of the show, Todd shared on his systems, and how he identifies people’s spectrum of giftedness. Next, we talked about the agent-in-training program and why it’s so important to help people fit into where they are most talented and effective. Todd also talked about how his company uses radio for direct response and not for branding. Towards the end of the show, he shared on targeting through radio.

We also spoke about:
- The three pillars he puts into his recruitment
- Serving and delivering value as a leader
- How to lead companies that people love staying in

When it comes to recruiting the right people, it helps if people start out with that desire and hustle on their own. There’s always an opportunity if someone is great. As a leader, you have a responsibility to provide value to your team members, and looking at team members as clients you have to serve and deliver value to, not because you’re afraid of losing them but because it’s your duty as a leader. If you lead your company this way, people are going to love working with you.

Guest Bio

Todd Tramonte is well known as an innovator and leader in the areas of real estate marketing and sales. His passion for education and commitment to excellence are trademarks of his leadership of both his company and his clients. Todd is the author of the Amazon.com #1 Best Seller The New Rise in Real Estate and Live Free, The Art of The 2 Year Flip which is currently in its second printing and available on Amazon for Kindle.

Todd and his company have been seen on HGTV, Discovery and Travel Channel as well as in the Chicago Tribune, Dallas Morning News, Examiner, People News and USA Today in addition to countless online news sources, radio interviews and blogs. He is also the Real Estate Expert for WBAP AM 820 and KRLD 1080's Texas Home Improvement show which airs across Texas on numerous stations in numerous markets. Go to http://www.dallashomerealty.com/ for more details.

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How to Get Over 30 Listings a Month Without a Single Outbound Call w/Jan Pitman

The three reasons people get into business are the very three reasons they fail out so quickly. How do you make sure the freedom actually leads to productivity? How do you find your highest leverage when it comes to time? Why is it so necessary to commit to some kind of schedule? On this episode, Jan Pitman shares her expertise and goes into detail about going from agent to entrepreneur.

"Not everyone wants to do a hundred deals and that’s okay." -Jan Pitman

Takeaways + Tactics
- 7 inbound calls would convert much better and much higher than 30 outbound calls.

- People get into business for freedom and flexibility, to be their own boss, and for unlimited income.

- One of the best ways to develop talent, and get the most out of people is by being an example.

At the start of the show, we talked about how Jan got started and why it’s important to collect data, and how to go about calling expireds and FSBOs. Jan also shared what her days look like, how she keeps her database engaged and how she was able to find the most valuable skill she can leverage. We also discussed the importance of ramping up your outbound lead generation, and towards the end of the show we talked about making sure the freedom of business doesn’t affect your productivity.

We also spoke about:
-Developing multiple income streams
-Why it’s okay not to want to do 100 deals
-Why ritual is all about consistency
-Why you have to focus on some kind of process

People get into business because they want freedom and flexibility, to be their own bosses, and to get unlimited income. Ironically, those are the same things that actually ruin their businesses. After you get your license, freedom is earned by the activities you actually engage in. For that to happen, you have to focus on some kind of process. Do an activity that generates income, allows you to leverage yourself and also educates your team at the same time.

Guest Bio:
Jan Pitman is a Myrtle Beach Real Estate agent from CENTURY 21 The Harrelson Group. 843-424-2545 or email c21janpitman@gmail.com.

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The Race to Contact w/Pat Hiban

A lot of leaders don’t want to create leaders because the attention will go away from them to other people. Why is it so necessary to be driven by developing talent, and how can you make sure the information and value you’re giving translates to execution? On this episode, Pat Hiban joins us to discuss upholding culture in virtual teams, how lead generation has changed, and the power of taking your people to the next level.

Great leaders aren’t going to go to work for someone who is a worse leader than they are. - Pat Hiban

Takeaways + Tactics

- Once you win the race to contact, it comes back to skill.

- There’s a huge difference between self-leadership for your passion, and self-leadership on something you’re not passionate about.

- When it comes to responding to leads, the proper response time is real time.

At the start of the show, we shared on developing talent and the importance of getting people to execute on the information available, and why leaders need to determine their true intentions and the essence behind what they do. We also discussed why great leaders will only work for great leaders, how leadership affects retention, and whether proximity is important in companies. Towards the end of the show,

We also spoke about:

  • Why successful expansion boils down to leadership
  • Managing relationships in virtual companies
  • How to teach self-leadership to someone who doesn’t have passion
  • Whether it’s getting harder to build relationships cold

The process of getting a lead is text, email, phone and appointment. Shortchanging this process puts you at risk of losing the relationship altogether. As a leader, it’s your job to hire good people and grow them, and make sure all the information you provide turns into action and results. Expansion only works if the person you hire on the other end is dynamite. The purpose of all the new things that are out there is to improve conversion, but they still need relationships to be effective. You’re still going to need to get more people into your ecosystem by picking up the phone and making the calls. To win, remember the competition is on speed first, then on skill.

Guest Bio

Pat Hiban is an Author, Speaker,Podcast Host and Co-founder of GoBundance. Pat Hiban Interviews Real Estate Rockstars is a top-ranked, 3-day a week real estate podcast, hosted by billion dollar agent Pat Hiban, interviewing the best of the best in and around the real estate industry. After building a team of over 50 members and making millions in the real estate sales world, Pat realized he had spent over two decades being led by mentors while growing very few mentees. It was at this point that he wrote his New York Times Best Selling Book -“6 Steps to 7 Figures, A Real Estate Professional’s Guide Building Wealth and Creating your Destiny.” Not too long after , Pat Hiban Interviews Real Estate Rockstars was born. Here you’ll find the best voices in the Real Estate Industry including everyone from the world’s top agents to the world’s newest top producing rookies. You’ll hear from the industries top coaches and the one’s who have made millions and even billions investing in the Real Estate game. Go to pathiban.com for more information or rebusuniversity.com.

 

 

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600 Deals a Year: Jeff Cohn on Leadership, Accountability & Building the #1 Team in his State

Many agents still mistakenly think they need to negotiate the best commission splits. What is missing from this conversation, and how can team leaders make sure there’s more on the table? How do you serve your agents and provide a workplace of value? On this episode, we talk to Jeff Cohn, who shares how he grew his team, agent accountability and building a business around what matters in your life.

ISAs work, virtual assistants work but the best person for the leads to talk to is the agent that’s going to serve them through the process. -Jeff Cohn

Takeaways + Tactics

When your team’s net is as big as your personal net, you can consider stepping out of selling.

A great business person measures ROI, a great entrepreneur measures ROT (return on time).

The seller cares about netting the most amount of money, in the least amount of time, with the least amount of hassle. That’s the same goal as the agent’s.

 

Resources

Go to dashboard1omahaselite.com to see Jeff's system for agent accountability.

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

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

 

At the start of the show, Jeff shared his story and the number 1 mistake he made in expansion. We talked about the importance of being a true leader, and how to scale yourself out of selling. Next, we discussed agent accountability, and how that’s always connected to their “BIG Why”. We went on to talk about return on time, and towards the end of the show, Jeff shared on follow-up system for sellers.

Jeff also shared insights on;

  • How to provide agents with the success piece
  • Parameters he holds agents accountable to
  • Why people are scared to charge full commissions
  • The power of looking out for agents

Many agents leave the business after a year. That tells us that the traditional brokerage just isn’t offering enough value for people to stick around. Commission splits aren’t enough - training, support and the provision of the success piece bring real value and make the difference. You shouldn’t be recruiting people because you give a better commission, you should be recruiting because you give them a better net, and not only net on money, but on time too. Provide the tools that will make them happier, make more money in less time, with less hassle.

Guest Bio
Jeff grew up in Omaha, Nebraska and graduated with a Bachelors of Science degree from the University of Nebraska at Omaha, with his course of study including classes in real estate. As Nebraska's #1 Team, Jeff's group sold over 100 million dollars in real estate and over 600 sales in 2016. Jeff works as the Owner and Team Leader and is engaged in team development, coaching and recruiting. He believes in saving client's time and money by implementing the most advanced marketing techniques available while applying the latest negotiating strategies. For more information head over to Jeff’s Linkedin page; https://www.linkedin.com/in/jeffmcohn/ or go to http://eliterealestatesystems.com/.

 

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

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From Top Producer to Business Owner w/Juan Martinez

If you’re not careful with the growth metric you use, your business might take the wrong direction. What is the true measure of success for a good team? How does a home environment negatively affect production and income? What does it take to develop a real estate career that’s worth owning? On this episode, Juan Martinez shares his growth and management strategies, and how he successfully went from top producer to business owner.

 

With a lack of inventory, buyers are cheating on their agents and going to the listing agent to be able to put offers on those listings. -Juan Martinez

Takeaways + Tactics

  1. Be specific and intentional with the metrics you use to measure whether you’re actually performing or growing the business the right way.
  2. Technology is equipping the consumer with more knowledge and that’s making them seek out true professionals.
  3. Agents have to list properties, get the listings sold and put buyers on their contracts. In this market, focusing on number 1 allows 2 and 3 to happen automatically.

At the start of the show, Juan shared on the background of his team and their production, and how his business is based on helping agents make $100,000 or more a year. Next, we talked about the lessons he learned from his past, and how he has implemented these things into his business. He shared on the current market, the lack of inventory and how his agents use that to their advantage. Towards the end of the show, Juan shared his experience of having a home office, and why he will never do it again.

We also shared insights on

  • The importance of measuring success the right way
  • How consumers are getting smarter when it comes to hiring agents
  • The power of cleaning up your backyard first

The most important thing influencing Juan Martinez’s growth, is how he’s making it about the agents not about himself, by providing them value and a growth path. By focusing on generating the listings, in a low inventory market - the rest of process is taken care of. Juan also uses the strategy of cleaning up his backyard first before expanding into new markets. With patience and persistence, and laser focus, it will be possible to keep clipping off more and more of the market share.

Guest Bio-


Broker/Owner of Century 21 Martinez & Associates in Las Vegas. #1 Hispanic Agent in the Silver State as well as the #1 Hispanic Agent in the country per the recent Wall Street Journal Real Trends Report. Platinum member of NAHREP, former President and Vice Chairman on the NAHREP National Board of Directors.

Go to:

Century21.com/real-estate-agent/profile/juan-martinez-P25352475

JuanMartinez.c21.com/

YouTube.com/user/watchJuanMartinez.

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