Level Up - From Agent to Entrepreneur

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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.


How to Lead at a Higher Level w/Tom Cafarella

A lot of team leaders make the mistake of obsessing over who is consuming their coaching content. What metric should you actually be paying attention to? How do you get people on your team to buy into your coaching? If you want to level up, do you bring on more people or do you go deeper on training the ones you have? On this episode, we are joined by Tom Cafarella to discuss how he can get his brokerage to reach their goal of doubling their conversion ratio.

You have to lead the current people at a higher level, before bringing in more people to lead. -Greg Harrelson

Takeaways + Tactics

  • The first part of script memorization is muscle memory
  • When coaching: Be attached to what you’re delivering, not what people are consuming.
  • Set standards based on an agent’s activity-- not an agent’s production.

At the start of the show, we talked about how Tom built a machine of motivated seller leads, and why the first key to success is taking action. Next, we talked about a process for memorizing a script and how to create validation by investing in a few select people. We also discussed why it’s necessary to have 10 people buy into your coaching.

We also discussed:

  • Why the coach has to appear first
  • Why you should change up one thing in your accountability system
  • How to coach the people you have at a higher level
  • Tom’s lead sources

When you are trying to level up and increase your conversion ratio, hiring doesn’t solve the problem. You have to lead your existing team members at a higher level first. It can be easy to get caught-up obsessing over whether enough people are consuming your coaching. As the leader, ask yourself what activities are going to make the agent successful and hold them to those activities. If they’re not willing to live up to at least one small standard, you need to talk to them about whether they’re a right fit for the company.

Guest Bio

Tom is the owner/broker of Cameron Real Estate Group. He is an investor, trainer, residential team leader and seller lead gen expert. "Cameron Real Estate Group was founded in 2004, and began working with homeowners facing mortgage related issues in 2007 when the Boston real estate market began its decline. For more information go to http://www.tomcafarella.com/ or Realestateinvestingiseasy.com.


How to Eliminate Resistance to Prospecting & Lead Generation

People are looking for a method of lead generation and prospecting that feels comfortable to them. However, this comfort is dictated by bias---not reality. How do you get inspired to make a breakthrough in your resistance to prospecting? Why do people struggle to say they are salespeople? How do you use contribution to get over the monetary motivation? On this episode, we discuss the real reason people resist prospecting and how to overcome it.

I got over a resistance to prospecting when I changed my perspective. -Greg Harrelson

Takeaways + Tactics

  • Contribution goals can be more effective than monetary goals.
  • People don’t want to say they are a great salesperson because they associate sales with something bad.
  • Change your goal from “how much money you want to make” to how many families you want to help and that will make the job about contribution.

At the start of the show, we talked about why people are always looking for a lead generation method that feels comfortable. Next, we talked about the power of shifting your mindset if you want to get better at lead generation. We also talked about why people don’t want to be associated with being good at sales.

We also discussed:

  • How to change your goals from money to contribution
  • How to change your perspectives of prospecting activities

It is impossible to successfully overcome hesitation towards prospecting and lead generation without a mindset shift. For most people, the resistance comes from wanting to be comfortable and not wanting to face the limiting beliefs they have about selling. When you change your goals from “make money” to “make a contribution”, you will overcome the fear of being good at selling. When you change your perception of that activity, your comfort level will greatly increase.


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