Level Up - From Agent to Entrepreneur

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How to Build a Listing Machine That Takes 20+ Listings a Month w/Hoss Pratt

Real estate is changing. How do we evolve and position ourselves for what’s to come? What systems are critical if you want to build a listing machine that gives you a steady supply of leads? How do mindset, marketing, systems, and conversion play into building a powerful listing machine? On this episode, we are joined by top producer and author, Hoss Pratt, who shares on building a machine that generates consistent leads and how to convert those leads into signs in the ground.

The key in marketing is differentiation: the unique advantage separating yourself from everyone else. -Hoss Pratt

Takeaways + Tactics

  • If you go into the meetings knowing what makes you different, you will present yourself with confidence.
  • In the seller appointment, you want to create doubt in the seller’s mind of going with anyone other than you.
  • Never get into specific detail of every single thing you do because it leads to confusion, questions, and can be overwhelming, which leads to inaction.
  • If you want to build the machine start with and focus on the niche. 

At the start of the show, Hoss talked about why it’s important to generate your own leads, without having to buy them. Next we talked about the power of knowing the value you bring to the marketplace, and how to communicate it effectively through marketing. We also discussed the importance of being able to control the conversation without confusing the client. Towards the end of the show, Hoss discussed why success starts with a niche.

We also shared on:

  • The 4 components listing machines need
  • How to convert opportunities into listings
  • The importance of a CRM
  • Why you need a business plan

The first step to building a powerful listing machine is finding your niche. Learn to work it and master the skills until you dominate it. Having this information and being confident in what you bring to the table will reflect in your presentations. When you have confidence and a defined niche, you now have the message to communicate through marketing. If you’re going to build a listing machine, you have to have a model to follow. This starts with a clear vision. You want to be so focused on that vision that you’re obsessed with it.

Guest Bio
Hoss is a nationally known authority when it comes to lead generation and lead conversion. He has demonstrated, and proven time and time again during his stellar 12 year career that using his revolutionary strategies can move brokers and agents from stuck to super-charged in just months. What separates Hoss from all other coaches, real estate trainers, and so-called ‘gurus’ is his ability to get results FAST. He’s presented over 1,100 sold-out webinars and online events, conducted over 1,300 live seminars in 48 states, knocked on over 100,000 doors, made over 200,000 prospecting/sales calls, presented at 2,150 kitchen tables, and personally trained thousands of successful agents and industry professionals. Go to hosspratt.com for more information. Download Hoss’ book Listing Boss here listingbossbook.com.


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.