Level Up - From Agent to Entrepreneur

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Old School vs. New School Strategies w/Jeff Quintin

 

Real estate has shifted tremendously over the last two decades, resulting in the idea that certain strategies are “old school” and others are new. What are some of the key distinguishing characteristics of each group? What can both old school and new school agents learn from each other? What old school strategies do we still need to utilize today? On this episode, Jeff Quintin shares what he learned in real estate years ago that younger agents can benefit from today.

 

 

The old school way of knowing what to say, how to say it, and getting in conversation with someone is not going away. -Jeff Quintin

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

  • The old school used to teach their agents. New school is just feeding them.

  • We’re capturing people earlier in the process but that doesn’t necessarily mean the volume of real leads is higher.

  • If new agents can learn the scripts while developing the work ethic to understand the market, they will succeed.

 

At the start of the show, Jeff shared on how he got started and we talked about what the average day as a real estate agent looked like in the 1990s. We also talked about some of the key differences between old school and new school, including structure and lead generation. We also discussed why not having a work ethic is a cause for concern as we prepare for a market shift.

We also discussed:

  • Why there really aren’t more leads on the market than before
  • The importance of being a market expert
  • What a new agent needs to be able to do to get to 30 homes per year

 

Old school real estate is more about human interaction, while new school is more about technology. There is a way to marry both and come out as a winner in the industry. The old school work ethic is as necessary now as it was then, in addition to learning the scripts and knowing the market and inventory very well. If we know what to say, put the time into prospecting each day, and become familiar with the marketplace, we’ll be well-equipped to succeed.

 

Guest Bio-
Jeff is a Realtor and the team leader of The Quintin Group. Go to https://thequintingroup.com/ for more info, or email Jeff@TheQuintinGroup.com.

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Next Level Leadership: Allowing Yourself to Be Leveraged

 

The conventional view of leverage is that we delegate the things we don’t want to do. However, this is a flaw that sets us up for disaster. How can we carry out leverage in a way that creates value in our organization for years to come? As we move up the entrepreneurial ladder what needs to shift about the way we look at leverage? On this episode, we go deep on a new way of looking at leverage and how it actually brings more value to us and the people we work with.

 

 

There’s something way more important than leveraging others, and that’s having others leverage you. -Greg Harrelson

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

  • We could leverage one person to do the things we don’t want to do, or we can be somebody that’s highly skilled and allow others to leverage us.
  • We shouldn’t swing the pendulum so far that we’re delegating too many things. At a certain point, we stop being valuable leaders.
  • If we focus on leveraging others, we care about ROI. If we’re focused on people leveraging us, we’re focused on ROT (return on time).
  • Allow people to observe what we are really good at. In turn, they will go higher in their own production, which gives you more profitability for longer.

If we think about trends like building teams, expansion, and scaling, leverage is very significant to these things. Yet, the way we leverage is very important. It’s supposed to be about multiplying our effect and impact, not just getting things off our plates. There are things we are really, really good at. We need to let people leverage those things from us. Let them shadow you, learn from you and leverage the skills, talents and mindsets you give them. That way you will create a chain of value and profitability that goes many levels deep in your business.

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Amanda Todd on Expansion Strategies & Tactics, Consistency & Value

Scaling and expanding into new markets has its own unique set of challenges, but it also has many opportunities. What needs to be set up in your business in order to be expansion-ready? What values must a team leader must have to pull this off successfully? How do you go about generating leads in a market you aren’t actually in? What has to consistent across all iterations of the organization? On this episode, Amanda Todd shares on expanding into 4 markets successfully, while still being present at the hub office.

 

 

Make sure when you’re scaling that you have technology in place so that you can have local resources as well. -Amanda Todd

 

Takeaways + Tactics

  • When it comes to expansion, we shouldn't wait until our home operation is 100% perfect, because it will never be.
  • Who we hire is what makes all the difference in the world. We have to bring people in who are self-motivating and don’t need a lot of hand holding.
  • Referrals may be a good, low cost way to do business but that’s not scalable 4 states away.
  • In term of scalability, we should have a good CRM in place that can handle multiple locations.

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

At the start of the show, Amanda shares how she got started and the structure of her central team. Next, she talked about the observations she’s made, the failures her team has had and what she learned from them. We also talked about the importance of understanding our value as a team leader, and the things Amanda keeps consistent across all her offices.

We also discussed:

  • The importance of having a local phone number
  • Why we need to diversify your lead sources
  • The importance of streamlining our process


There will always be people buying and selling houses. If we have a really solid system and the right people in place, we can do well in any market. However, we do need the right mindset and technology. We have to be willing to commit to 6 months of resources towards our expansion office, and use a CRM that can work across the different cities we’ll be in. 

Guest Bio-

Amanda Todd began her real estate career after being a stay-at-home mom a majority of her adult life. In May 2015, Amanda closed her first transactions and was blessed with fast success in real estate. With a love for the fast paced environment of real estate sales and unmatched determination to provide for her family as a single mother, she completed 100+ transactions in just over two years and landed on a national stage, dubbed the "Million Dollar Mom." In order to support her desired growth, Amanda joined Keller Williams Realty in March of 2016 and created the Amanda Todd Group, focused on creating success in a team environment. Now with 17 Buyer's agents and a staff of 3, the Amanda Todd Group is the number 2 producing group for closed units in Northern California and Hawaii Region. Go to http://amandatoddgroup.com/or contact Amanda on 916-303-6375 or email Amanda@AmandaToddGroup.com.

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The Journey From 400+ Deals to 1,000 and Beyond w/Kyle Whissel

A company’s success is about more than the models; it’s all about the leadership. What do you need to do as a leader to make success inevitable? What are some of the systems and levers that are important in the growing your business to 1,000+ deals? What are some of the key values that need to be in place? On this episode, we talk with the leader of San Diego’s #1 real estate team, Kyle Whissel, about breaking through the 400 deal point and beyond.

 

 

If you have a solid staff, you’ve really built a business-- not just an agency. -Kyle Whissel

 

Takeaways + Tactics

  • When you have a solid staff, you can always plug people in and out. It’s not the end of the world if one person leaves, because the systems are always in place.

  • It’s not just about culture. You also have to be clear on the value that you’re bringing, what you stand for, who the company is, and who the team is. 

  • Doing follow-up calls on Sunday instead of Monday will really set you apart and put you miles ahead of the competition.

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

At the start of the show, we talked about the importance of knowing your culture first so that you can hire from there. Next, we talked about why leaders have to invest in improving their leadership skills. Kyle also shared his open house strategy and how they developed it. Towards the end we talked about something a lot of agents don’t want to hear about expired leads.

We also discussed:

  • The importance of internal culture
  • Why building a business is better than just having an agency
  • How to succeed with expired leads

The people that are quickly breaking through at the highest level are the ones that are taking every system and developing it at the deepest level possible. An agent might decide that a system isn’t really for them, but for an entrepreneur it’s not a matter of what you want to do. It’s a matter of finding an opportunity to jump in and capitalize.  

 

Guest Bio-

Kyle is the broker and owner of Whissel Realty which now has three locations throughout San Diego County. They’ve been recognized as the #1 real estate team in the county by The Wall Street Journal and the #5 team in the state by Trulia and Zillow. Go to https://www.whisselrealty.com/ for more information.

Check out Kyle’s Facebook group filled with high value tips, strategies and tactics from other agents, go to http://thewhisselway.com.

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Be Right or Be Rich

 

Agents strive to get to the next level yet nothing holds them back like telling themselves they aren’t capable of certain things. How does this influence the kind of action we take? What impact does it have on our success? How do you move past this? On this episode, we talk about how to get out of your own way and stop proving yourself right.

 

You have to give up the labels that you’ve placed upon yourself. Get out of your box, and just make the attempts to do things you know will get you to the other side. -Greg Harrelson

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

  • When you label yourself, everything you do will be colored by you trying to prove that belief right.
  • If you tell yourself you can’t do something, you’ll never work to gain the skills in order to be good at it.
  • If a label sinks in early enough or we repeat it often enough, it becomes part of your identity.

 

Whatever we believe is what we’ll subconsciously and consciously work to to prove right. Your belief in the label you place on yourself determines whether you’re going to be successful in that particular area or not. This doesn’t just affect our actions. It has a huge effect on our identities too, and that can be a huge issue. Ultimately, the healthiest thing we can do is believe that we are capable. Then we’ll work to prove it right.

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How to Keep the Humanity in Sales & Find the Right CRM w/Wes Schaeffer

When it comes to picking a CRM, a lot of people choose a tool before they are even clear on what they want to accomplish. How can you determine what works best for you? How do you start to consolidate everything into one system? What mistakes are often made in this process? On this episode Wes Schaeffer, The Sales Whisperer, shares on how to improve our ability to have the conversations that increase sales.

 

Great marketing makes sales easy, but great selling makes great marketing possible. -Wes Schaeffer

 

Takeaways + Tactics

  • In sales, our skill set is understanding human beings-- having empathy and the knowledge to go deep with them.
  • At the bottom of the funnel, you’ll still need to reach people on the phone, get them in person, and then close the deal. No amount of AI and chatbots will substitute that.
  • Before "plugging in" for the day, sit down with pen & paper and write down what you want to do. This will help you figure out the right CRM for you.

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

At the start of the show, we talked about the importance of understanding your prospects and getting inside their head. We discussed the first step you need to take when you want to find the right CRM. We also discussed how to map out the sales process and where a tech tool would help.

We also discussed:

  • The importance of controlling the pace of the conversation
  • How sales and marketing fit in together

 

A lot of us approach CRMs the wrong way. We take any tool and try to make it fit our needs when we should figure out our needs first and then find the ideal tool. Detach from the tech, and start visualizing, and understand your process so that you know what you actually need. That way you will find something that actually works for you, not something that will just languish. Remember: you’re not going to magically sell more homes just because you have an amazing CRM.

 

Guest Bio-
Wes “The Sales Whisperer” Schaeffer is an author, speaker, inbound sales strategist, HubSpot CRM and Infusionsoft expert. As an entrepreneur and certified partner on HubSpot, Ontraport, and Infusionsoft, his team and helps people choose, buy, implement and optimize the correct tool for their business to grow their sales. Go to https://www.thesaleswhisperer.com/ for more information.

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Making Connections, Not Just Contacts

With all the technology at our disposal, we have never been more disconnected as a society. This is having a real impact on our business as real estate agents. Why are meaningful connections more important than the volume of contacts? What are some ways to deepen the connection with a contact? How can you track your connections and come up with a good metric to measure them? On this episode, we talk about the importance of forming a meaningful connection with people, and how it benefits your business.

 

 

To get business, we have to make true and authentic connections with people. -Greg Harrelson

 

Takeaways + Tactics

  • Clients are calling back the people they have the strongest connection with.
  • The length of time between when you capture a lead and do business with them is a lot longer now, and a real connection will get you through that process.
  • Don’t focus on the length of conversations-- focus on asking questions.
  • Scripts can be very helpful, as they are filled with questions that lead towards genuine connections.

 

Want to Know Where Greg Harrelson Gets His DATA?

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

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Beyond Contact: How to Leverage Video Content, Grow a Team & Strengthen Relationships in Your Sphere w/Pat Wattam

The strength of your relationships with your centers of influence can be the difference between being a top producer or a struggling one. How can you use your sphere for more than just getting business? How does video content deepen your connection with them? How can you maintain a team that feels like family while still having strong leadership in place? On this episode, Pat Wattam shares her winning strategies for leveraging your sphere of influence and leading your team.

 

People don’t want a slick production. They want to see you in your environment. -Pat Wattam

 

Takeaways + Tactics

  • Centers of influence can be tapped into for many benefits in your business.

  • Focus on making connections-- not just making contacts. Video content makes the strongest connections.

  • Posting on your business Facebook page is standard, but you can also draw people into your content through your personal page.  

  • When plans don’t get executed, it’s always the responsibility of the leader.

 

At the start of the show, Pat talked about how she got into real estate and how she has built up her database. Next, we talked about the power and importance of spheres of influence in your business, and why people don’t actually want slick hyper-produced videos. We also talked about why making contacts isn’t enough anymore.

We also discussed:

  • How to be organized about video content
  • Why video content is so crucial right now
  • Why the leader always takes responsibility

 

With the amount of noise that’s out there in our market, focusing on making contacts alone just doesn’t cut it anymore. You need to make connections. Video content is a great way to do this. The platforms where we post this content become a type of search engine where people can learn more about you. If you’re lacking there, it’s going to be hard to get people interested in woking with you.

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Generating Organic Online Leads by Reaching Top Spots on Yelp and Zillow w/Kimberly Sethavanish & James Colucci

 For a lot of agents, getting reviews and referrals is a challenge because they don’t know how to go about it. What are the things you need to do to ensure that people willingly and happily give you a review? What is a “mini-flip” and why is it a powerful way to generate leads? Is there an expiration date for asking someone for a review or a referral? On this episode, husband-and-wife duo Kimberly Sethavanish and James Colucci talk about their success with reviews and mini-flips.

 

If you make the process that much easier or enjoyable for them, they’ll write a review. -Kimberly Sethavanish

 

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

Takeaways + Tactics

  • Simple fixes like light fixtures, paint, and opening up the layout can transform the whole house and raise its value.
  • It's okay to ask for a review 6-12 months after the transaction. People get busy, and giving them time also allows them to forget the annoyances that might have come up in the process. They are more likely to remember you helping them into their dream home.
  • Nothing makes someone want to give you a raving view like you going through the trenches with them.  
  • Plant the seeds of the review beforehand, so when you ask them it’s not a new thing.

 

 

At the start of the show, Kimberly and James talked about the advantages of being a husband and wife team, and they explained their mini-flip strategy. They shared the kind of mini-improvements that can have an impact on the selling price of a home. Towards the end, they discussed their plans to get into flipping.

 

We also discussed:

  • How Kimberly and James have become authorities in the home improvement space
  • Whether it’s okay to ask for a review months after the transaction
  • Home staging

The mini-flip conversation is a way to connect and communicate with homeowners in a way that’s valuable to them in the 6-7 years when they’re not listing their home. When they are in the place of buying or selling, you become their natural choice after forging that connection. When you want to become number 1 or 2 on Yelp! or Zillow, your clients have to feel like it’s more than just business. Build a deeper connection by being in the trenches with them.  

 

Guest Bio-
Kimberly and James are the founders of TEAM MODERN AGENT. Go to http://www.ksellsjbuys.com/ for more info. Email modernagentkj@gmail.com or call 707.787.7793.

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Breaking Through the 50-Deal Ceiling w/Michael Higdon

Sometimes you reach a ceiling in your growth and struggle to understand why. How do you identify what’s holding you back so that you can address it and get to the next level? Why is it so important to maximize on the systems that are already in place? How do you figure out if your ceiling is being caused by a system or mindset? On this episode we have a conversation with Michael Higdon about overcoming your limitations.

 

 

It’s a lot easier to create within a system that you’re already using than to invent a new system. -Greg Harrelson

 

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

 

Takeaways + Tactics

  • Most agents think too small when it comes to centers of influence, which limits the size of their database and their business.
  • The best expireds are the ones from 2013, 2014, 2015-- but no-one is going after them.
  • The goal is to convert a stranger into an acquaintance, and then turn that acquaintance into an advocate. Those advocates become your centers of influence.
  • The person who fails the most is going to achieve the most.

 

At the start of the show, Michael shared about his business, where he is now, and where he wants to go next. We then talked about how agents limit themselves when it comes to their sphere of influence and how to increase engagement. We also talked about how to build authority in your area to expand your sphere of influence.

We also discussed:

  • Why 5-year-old expired leads are golden
  • Why failure isn’t as bad as we think
  • How to develop your creative thinking

 

When we hit a ceiling in our results, our first reaction is to try and add something new. Instead, we should make sure we’re getting every little ounce of opportunity out the things that are already working in our favor. Dive into each pillar of your business and optimize it. Remember, success in real estate is not about the people you know-- it’s people that know you. In order to build that group, you need to be an authority in your market.

Guest Bio-

Michael is a Realtor at KW. To get in touch email michael@michaelhigdon.com or call 502.345.7698.

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