Level Up - From Agent to Entrepreneur

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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


- 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.


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.


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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.