Featuring masterminds with real estate leaders, coaches and influencers PLUS eye-opening strategy sessions with up-and-coming agents. Past guests include Hoss Pratt, Michael Reese, Rick Davidson, Danny Morel, Pat Hiban, Jeff Cohn and many more!
Episodes
58 minutes ago
58 minutes ago
If you’re failing at lead conversion, it might not be because they are unmotivated. It might not even be that the market is slow.
Your clients might be locked up because of what’s coming out of your mouth.
Many agents struggle to get sellers to adjust their price or buyers to make a decision, Chances are, you’re accidentally framing conversations in a way that creates uncertainty and resistance.
And in this market, uncertainty kills deals.
The top-producing agents aren’t talking more, they’re talking better. They start by diffusing resistance, acknowledging where clients really are, and creating calm before making their case.
They use proven language patterns to build trust, clarity, and forward momentum so clients say “yes” more often.
In a market with more agents than ever, one thing separates the agents doing more business than everyone else. Communication.
In this episode, veteran sales coach and NLP expert Matthew Ferry joins us to break down how the words you use shape your results and how to start turning conversations into commission checks.
Marketing and advertising generate leads. Human beings convert leads. -Matthew Ferry
Things You’ll Learn In This Episode
- Trust vs. resistance
One word can kill a deal before it starts. How do you reframe communication for immediate rapport and reduced anxiety? - Stop chasing and start attracting
How do tie-downs and cause-and-effect language patterns shift you from a pushy salesperson to a trusted authority who gets instant agreement? - What separates a lead from a listing
How do we create cooperation through collaboration so we’re no longer convincing sellers but partnering with them? - How top producers win when others stall out
The secret to more deals isn’t contacts or a better CRM. How does mastering our inner world and outer communication get clients to say yes without hesitation?
Guest Bio
Matthew Ferry is a Master Life Coach, Productivity Expert, Best-Selling Author and Creator of The Rapid Enlightenment Process. For over 30 years, Matthew has been coaching thousands of top performers to achieve Enlightened Prosperity. His books, audios, and seminars utilize his street-tested methodology called The Rapid Enlightenment Process, a guaranteed system to achieve profound states of happiness and success in life. For over 30 years, Matthew Ferry has taught thousands of top performers to achieve Enlightened Prosperity™ through his books, masterminds, and experiential live events. Matthew is the author of Creating Sales Velocity: Awaken Your Power To Attract Sales Effortlessly and the Amazon best-selling Quiet Mind Epic Life: Escape The Status Quo & Experience Enlightened Prosperity Now. His proprietary Stress-Free Income Accelerator and Mental Journey To Millions programs assist high-conscious go-getters in living the good life without the grind. Visit https://matthewferry.com/nlp-live_.
About Your Host
Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Thursday May 29, 2025
Thursday May 29, 2025
Five years ago, Anthwon Thomas had a small, scrappy real estate team of just 2 or 3 people. No leverage, just hustle, heart, and a belief that more was possible.
Fast forward to today, and that same small operation has grown into a thriving team of 20 to 25 agents. They’re not just holding steady in a tough market. They’re outpacing it.
While many agents and teams have seen production shrink by 10 to 15%, Anthwon’s team has increased its production by 47%.
So, how does that kind of transformation happen? What does it take to go from solo hustler to true team leader?
In Anthwon’s journey, there are lessons every agent and aspiring team leader can learn about what it means to level up. Because it’s not just about adding agents, it’s about building a culture where people can thrive.
It’s about systems, standards, and structure. It’s about showing up not just as a top producer, but as a coach, a guide, and an example.
In this episode, Anthwon opens up about the mindset shifts, leadership challenges, and personal growth it took to go from agent to owner.
In our market, sales have been dropping 10-15% year-over-year. Since 2022, we have increased our production by 47%. -Anthwon Thomas
Things You’ll Learn In This Episode
- The how but not the will
Great team environments provide all the tools an agent needs to thrive, but not the will. How do you know that an agent has what it takes? - How to grow in a shrinking market
In a market where sales are dropping by 10-15% year-over-year, how has Anthwon’s team increased production by 47%? - How to fail forward
Team leaders often fall into the trap of stepping out of production too fast. How did Anthwon turn that breakdown into a business breakthrough?
Guest Bio
Anthwon Thomas is the Founder of Silver Lining Real Estate Group. After watching his mother run a successful business by providing great customer service, Anthwon knew he wanted to do the same. After finding his passion in Real Estate over 9 years ago, he quickly realized there was a great lack of customer service in the industry. To continue to provide the type of high-level customer service he wanted to give, he needed to build a team. Thus, Silver Lining Real Estate Group was born! Since 2015, Silver Lining has helped over 800 families across Indiana. Follow @anthwonthomas on Instagram.
About Your Host
Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Thursday May 15, 2025
Thursday May 15, 2025
Every real estate agent operates under two different markets: the market and your market.
The problem is, most agents are focused on the market and allow their results to be dictated by external factors.
The market is interest rates, inventory levels, total homes sold, inflation, and tariffs.Your market is your listings, your pendings, your days on market, your client pipeline, your lead conversions.
Here’s the good news: You control your market no matter how bad the market is.
It’s important to stay informed about what’s happening out there, but the agents who consistently perform don’t let the market determine their success.
They focus on creating a market within the market, a market of sellable homes, well-positioned listings, and daily actions that drive results.
You don’t have to be a victim of the market. You can control your results, by controlling your actions.
It doesn’t matter how many homes sell in your zip code this month. What matters is how many of your homes sell. And that comes down to three things: your attitude, your approach, and your expectations.
How do we stop letting our businesses rise and fall with the market? How do we change our approach to win in any market?
In this episode, we talk about how to separate the market from your market, and how to outperform whatever’s going on in the market.
Things You’ll Learn In This Episode
- The market vs. your market
Agents blame the market when things aren’t going well, and take credit in a good market. How do we learn to take ownership in any market? - You’re not the market, you’re the messenger
Most expired overpriced listings aren’t the seller’s fault. It’s the agent who failed to inform the seller properly. How should we approach expired listings to set the seller up for success? - Mindshare + momentum = market share
In this market, we have to build market share through consistent communication. Why get discouraged when a lead doesn’t convert right away?
Text ‘FUTURE’ to 843625864 to get our free text message and script document.
About Your Hosts
Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.
Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Thursday Feb 20, 2025
Thursday Feb 20, 2025
Ask most real estate agents what roadblocks are keeping buyers from moving forward, they’ll say interest rates, inventory and a lack of true motivation. If you ask the buyers what’s holding them back, you’ll hear a completely different story.
It has less to do with what’s actually going on in the market, and more to do with what the agent isn’t doing. Many buyers are just moving through the funnel, and they just need an agent to guide them towards actually getting into a home.
Agents aren’t asking the right questions, getting past the smoke screens, building rapport and being strategic about next steps. We’re not truly listening to the lead so we can find out what they need to move forward.
The result? A low buyer lead conversion rate and less revenue. How do we fix this? How do we see past objections about interest rates? In this episode, we talk about what you need to do to increase your buyer lead conversion.
About Your Hosts
Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.
Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.
Want To Level Up Your Production? (and live anywhere in the Carolinas)
Check out www.gregharrelsoncareers.com
Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Thursday Jan 30, 2025
Thursday Jan 30, 2025
Selling isn’t telling - it’s asking questions….We’ve all heard this before.
But how do you deliver really good questions without creating more resistance in the lead? Because let’s be honest: asking a lot of questions has its downsides if we’re not strategic about it.
What’s meant to be a productive conversation can easily turn into an interrogation that puts the prospect off. Rapport defeats sales resistance, so if we want to get better results, we have to change how we’re asking questions.
Why do we have to stop peppering people with non-stop questions? How do we shift from interrogations into conversations?
In today's episode, I share the exact framework we use to have conversations that are conducive to building rapport, and how to overcome the natural sales resistance every consumer has.
About Your Hosts
Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.
Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Thursday Jan 16, 2025
Thursday Jan 16, 2025
In real estate, 80% of newly licensed agents fail out in the first 2-4 years - but this doesn’t need to be the case.
The first 2 years in real estate can be tough, but that doesn’t mean you can’t succeed. In fact, plenty of brand new agents are able to start selling homes in their first 90 days in the business. The high failure rate often has nothing to do with the agent themselves, and more to do with the environments they choose.
How do you choose a brokerage that sets you up for success? What tools does an agent need to start closing deals quickly?
In this episode, I share 3 main reasons why agents fail out in 2 years and how to prevent this.
About Your Host
Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Thursday Jan 09, 2025
Thursday Jan 09, 2025
Starting out in real estate can feel overwhelming and daunting. There’s so much you need to know. Taking the classes, passing the test, choosing the right brokerage and getting your first listing. These are all things you need to do to start earning money in this business.
But with the right steps you can jumpstart a successful career, and even get your first commission quickly. If you get the right support and mentorship and become more familiar with the market, success isn’t just possible, it can be inevitable.
How do you set yourself up for success from day one? In this episode, I talk about how to start your real estate career the right way.
About Your Host
Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Want To Level Up Your Production? (and live anywhere in the Carolinas)
Check out www.gregharrelsoncareers.com
Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/
Thursday Jan 02, 2025
Thursday Jan 02, 2025
Whether you’re brand new to real estate or you’re an experienced agent looking to do more deals, there’s only one way to grow your listing business.
Even the most successful mega listing agents had to follow the same formula in order to increase their transactions. If we commit to doing the right things consistently, the results we want will show up.
Most agents don’t work the process or they don’t follow the process long enough, so when they don’t get the results, they think something is wrong with the process.
If we want a booming listing business, we have to get really comfortable with making calls, having conversations, and getting enough reps in to become experts. That also requires us to deal with the rejection, failure and frustration that comes with getting good at this job.
What do we need to do everyday to become a mega listing agent? How do we increase our conversion? In this episode, we talk about the process of becoming a top producing agent.
If you haven’t connected the dots between what you do everyday and what brings you what you want, you’re not going to be committed to it. -Brendon Payne
Things You’ll Learn In This Episode
- Follow the process and the results will show up
Most real estate agents are so focused on the final outcome - more listings - but why do we have to focus more on the process? - The power of the clock-in-clock out mentality
Average agents think having set working hours is restrictive but does it actually give us the freedom that leads to success? - They don’t know you
Mega listing agents have had thousands of challenging conversations and faced rejection over and over again. How do you stop taking that personally and use it to build your skill and confidence?
About Your Hosts
Brendon has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.
Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Thursday Dec 26, 2024
Thursday Dec 26, 2024
Want To Level Up Your Production? (and live anywhere in the Carolinas)
Check out www.gregharrelsoncareers.com
Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/
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If you've been using the same old scripts and they haven’t been converting, it might be time to throw them out.
Because here’s the truth: scripts have never been the answer to productive conversations in the real estate industry. The answer has always been conversations.
Actors have to follow a script to create a scene, but that doesn’t work for real estate agents.
If you’re more focused on getting the exact script right, you can easily miss out on a conversation that actually leads to a close.
A canned script doesn’t prepare us for the real conversations we’ll have with consumers. Instead, we have to internalize the script so it becomes a natural part of how we communicate, and that will make us more effective.
How do we make the transition from being scripted to actually having conversations? In this episode, I talk about the danger of focusing on scripts and what to do instead.
About Your Host
Brendon has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Thursday Dec 19, 2024
Thursday Dec 19, 2024
There are two kinds of real estate agents.
The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market.
While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times.
These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. In this market, there’s no winning without having the best listing presentation possible, curating our online presence carefully, exceptional negotiation, and rapid response to leads.
How do you perfect your presentation skill? How do you become a better negotiator? In this episode, we’re continuing with our list of essential skills an agent needs to have to succeed regardless of market conditions.
Most listings are lost before you even walk in the door. You have to know up front what you’re walking into - no surprises. -Abe Safa
Things You’ll Learn In This Episode
- Know everything before you walk in the door
Agents think the listing presentation starts at the kitchen table, but it actually starts at the front door. What mistakes make you lose the listing right from the start? - Become the ultimate buyer converter
Winning buyers is about rapid response and narrowing the gaps between contacts. How do we implement this? - Curate your online footprint carefully
Everyone’s Googling real estate agents before they even call them. How do you make sure your online presence leads to more listings?
About Your Host
Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Want To Level Up Your Production? (and live anywhere in the Carolinas)
Check out www.gregharrelsoncareers.com
Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/