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How to Convert Your Internet Leads at a Higher Level and Build Long-Lasting Relationships that Bring in a Ton of Business w/Paul Diaz

Internet leads are not referrals, and just because someone clicks our content doesn’t guarantee their business. The question is, how do we convert them? 


What does it take to turn an internet lead into a client? How can we bridge the gap from a click online to connection offline?


In this episode, National Sales Director at BoldLeads, Paul Diaz shares his foolproof formula for conversion. 


When you get a hold of an internet lead, all you have is your word over the phone, so credibility is key in the early stages. -Paul Diaz



Three Things You’ll Learn In This Episode  


  • The starting point for any script that we need to master

    Are we asking our leads enough questions? What does a good question sound like, anyway?


  • The importance of coming from curiosity

    There’s a story behind every decision, from choosing to move forward with a transaction to staying put. How do we unearth them?


  • How to practice active listening

    How can we show our leads that we're not just listening to them, but hearing them? 

Guest Bio- 


Paul Diaz is the National Sales Director at BoldLeads. While not an agent, Paul has an impressive track record in real estate, and has served as an ISA at a number of companies, including Zillow, since 2014. A rockstar on the phone, Paul is celebrated in the industry for his brilliant communication skills and being able to close anyone.


To find out more, go to:


How to Keep Your Eyes on the Prize and Stay Laser-Focused on Your Long-Term Goals As A Newbie Agent w/Hunter Baiden

Real estate affords more opportunities for success than any other industry, and even newbie agents can make their dreams a reality in a short space of time. That being said, it can feel a little daunting diving into the space as brand new agents.


How can first-time agents supercharge their results and get on the fast track to success? Once we’ve made a splash in our early days, how do we keep up the momentum?


In this episode, C21 The Harrelson Group agent, Frank ‘Hunter’ Baiden shares how he’s made his mark in just 3 years.

"Be consistent from day one, then take that consistency and determination and put it behind a systematic approach." -Hunter Baiden


Three Things You’ll Learn In This Episode  


  • How to stay committed long-term

    Anyone can bring their A-game on their first day. How do we stay committed once real life sets in? 


  • The key to building confidence as a newbie

    How can we get better at conveying our knowledge when we’re new to real estate? 


  • Why having a ‘why’ is only step one

    Knowing what motivates us is extremely important, but what else do we need to think about to stay committed?

Guest Bio- 


Frank ‘Hunter’ Baiden is a real estate agent at C21 The Harrelson Group. Despite only getting started in 2019, Hunter has made a massive impact in his market, and thanks to his absolute dedication, he’s on track to not only reach but surpass his goal of 100 transactions in his third year. Born and raised on the Grand Strand, Hunter is passionate about elevating his community and giving back to the area that shaped the man he is today. 


To find out more, visit:



And to find out more about the resources mentioned in this episode, go to https://www.realestatesalessolutions.com/

Jackie Kravitz Shares How to Convert FSBOs in a White Hot Market

With the market as hot as it is, many would-be sellers are choosing to become FSBOs instead of listing with agents. How can we get them to reconsider?


What do agents need to do to prove their value to sellers in a time when everyone feels like they can go it alone? Are we bringing something special to the table?


In this episode, the ,Founder of SalesX Training, Jackie Kravitz shares how to turn FSBOs into listings. 


"FSBOs are willing to pay for perceived value, so they will list their home with the first agent who can show them the value in their services for commission." -Jackie Kravitz



Three Things You’ll Learn In This Episode  


  • The importance of knowing our unique selling proposition

    How can we expect FSBOs to see our value when we don’t even see it ourselves?


  • How to break away from the sleazy reputation our industry has

    70% of people don’t trust real estate agents, and that’s what stops many sellers from listing with us. How can we flip the negative perception of our industry on its head? 


  • How to empower our clients to make the best decisions

    What can we do to ensure our clients know they’re making the best financial decisions? 

Guest Bio- 


Jackie Kravitz is the Founder of SalesX Training. An industry veteran with unbelievable experience, Jackie is known as the Queen of FSBOs and Expireds. Today, she’s passionate about helping other agents follow in her footsteps and make their dreams a reality through her training system. 


To find out more, go to:




Switch Up Your Mindset: ‘Zero Inventory’ is All in Your Head

Over the past few years, favorable market conditions have lulled agents into a false sense of security, and that's why the thought of "zero inventory" is so frightening. 


However, the idea that there's nothing on the market is a mindset issue more than a fact, and if we can switch up the way we think, we'll thrive no matter what happens. 


What should our thought processes look like, and how can we turn them into strategy? What are the actions we can take today to position ourselves as the obvious choice for both buyers and sellers, so we stand out in a time when agents supposedly outnumber inventory?  


In this episode, we're breaking down the steps we can take to ensure success no matter the inventory situation. 


"Instead of complaining about the current state of the market, agents should be taking advantage of it." - Brendon Payne



Three Things You’ll Learn In This Episode  


  • How to cultivate the right mindset for different types of calls
    Expanding our pillars of lead gen is important in today's market, but it can be a little daunting taking on something we're not already comfortable with. What's the best mindset to take into different types of calls?  


  • Why we need to dig deeper and ask the right questions
    People aren't reaching out to us unless they want something. What questions will help us figure out a way to serve them best?  


  • The importance of being available
    In this market, agents are a dime a dozen, so when a potential client reaches out, we have to answer. However, what happens when we aren't available the minute a call or email comes in?

Tactics to Get 10 Listings a Month in a “Zero Inventory” Market

There’s a lot of talk about us being in a ‘zero inventory’ market, but a quick look around will show that there’s no shortage of transactions taking place. Homes are still being bought and sold, and it’s possible to not only survive but thrive in this market, as long as we’re willing to tweak our strategies.


What changes do we need to make to our existing business models during this period? What are buyers and sellers doing differently, and how can we position ourselves as their obvious choice, every step of the way?


In this episode, we’re discussing how to supercharge our businesses, regardless of what’s going on in the market.


"There’s plenty of inventory out there: we just have to figure out the adjustments we need to make to our businesses to get a piece of the pie." -Brendon Payne



Three Things You’ll Learn In This Episode  


  • How to open ourselves up to more opportunities
    How can we stop pigeonholing ourselves and expand our pillars of lead generation?


  • Why we need to compress our long-term nurture communication timeframe
    In today’s market, waiting a year to follow up is a major gamble. How soon should we follow up after initial contact? 


  • The importance of tech and automation in a piping hot market
    How can we use the technology at our disposal to stay ahead in a sea of competitors?

The Core Leadership Skills Necessary To Scale A Business w/Anthwon Thomas

Making the jump from agent to entrepreneur isn’t always easy, especially when we don’t have hands-on leadership experience. However, with the right guidance, there’s no reason why we shouldn’t become revered leaders in our own right. 


The question is, where do we get that guidance? Where can we learn the skills required of great leaders, and how can we implement them effectively in our businesses? 


In this episode, founder of Silver Lining Real Estate Group, Anthwon Thomas shares how he built up his leadership skills to establish a thriving organization.

"To be a great leader, you need to be an even better follower." -Anthwon Thomas



Things You’ll Learn In This Episode  


  • Who to look up to in the business

    Whose lead should we be following to ensure maximum results, even when we’re brand new to the industry?


  • Where to get top-level accountability as leaders

    Who should we turn to for real, raw accountability? Who is more likely than anyone else to help us stay on track to our most ambitious goals?


  • The key to running a successful team

    How can we ensure our teams hold both themselves and their colleagues accountable, even when we’re not there? 


  • How to prepare ourselves for industry domination, even as newbies

    No one enters the real estate business as a bonafide expert, so how can we fine-tune our skills from the moment we enter the space? 



  • Guidelines for cultivating strong company culture, right out the gate
  • Anthwon Thomas’s 3 life principles for holistic success
  • How to become resourceful with minimal resources
  • The key to constant growth in all areas of life


Guest Bio- 


Anthwon Thomas is the founder of Silver Lining Real Estate Group in Lafayette, Indiana. After studying towards his law degree at Purdue University, Anthwon discovered his love for real estate in 2015. With impressive results to date and a steadily growing team, it’s safe to say he hasn’t looked back since. 


Connect with Anthwon on Facebook Messenger:

And learn more about Silver Lining Real Estate Group at:

Cash Offers & Motivated Sellers: How to Add Investing to Your Agent Toolkit w/Tom Cafarella

Many agents feel apprehensive about getting into the investing side of real estate, and the current competitiveness in the market doesn't help those hesitations. 


However, for those who are willing to leap, investing could be the thing that takes their business to the next level.


How does an agent make the shift to an investor? Can we use the investment side of things to bolster our existing real estate businesses?


How do we even begin to identify great deals when we're new to the investing space? 


In this episode, I’m joined by the host of the Agent Investor Podcast and co-founder of Ocean City Development, Tom Cafarella. We discuss how agents can maximize their results with real estate investing.

"The great news for agents saying they're not investors is, you don't need to be. Team up! There are so many people out there with cash, and it won't take much time to find investors." -Tom Cafarella



Three Things You’ll Learn In This Episode  


  • What to do if we don't feel comfortable investing

    Not everyone feels comfortable investing, so don't be afraid to team up. A simple Facebook post can be all it takes to connect with potential partners.  


  • How investing allows us to maximize every opportunity

    Often, agents will go into a property, assess that it needs a lot of work to go to market, and that marks the end of the road, but it doesn't have to be.


  • Why investing is a great fallback option for every agent

    Most of the time, sellers prefer listing their properties to taking a cash deal, but there is a small percentage who won't. How can you create a service offering that meets the needs of those sellers? 

Guest Bio- 


Tom Cafarella is an entrepreneur, real estate investor, speaker, and coach. As founder of Ocean City Development, Tom and his team have purchased hundreds of homes. As the founder/broker of Cameron Real Estate Group, Tom also leads a team of 200+ agents serving homeowners and buyers all over greater Boston and Massachusetts.


Host of the Agent Investor Podcast, Tom has also been featured on industry podcasts such as Real Estate Investing Secrets, Level Up with Greg Harrelson, Team Building Podcast with Jeff Cohn, Investing in Real Estate with Clayton Morris, Deal Farm, Real Estate Locker Room, Cash Flow Guys and many more.


To find out more, go to: https://www.cameronrealestategroup.com/tom-cafarella/ 






Sellers Are Afraid of Listing… Here’s How to Help Them Move Forward w/Brendan Bartic

Many agents shy away from listings, purely because they’re often difficult to work with. However, if we can remove the obstacles, there’s no reason why we can’t build booming, listing-based businesses.


The chief reason listings are so tough to work with is not everyone feels comfortable putting their homes on the market. That being said, even when homeowners are nervous to list for whatever reason, it’s not the end of the road, and all we need to do is find a new way forward.


How can we help sellers move past their fears of listing, so we can find the best way forward for them? Is there a way to create a win-win scenario?


In this episode, the CEO of The Bartic Group, Brendan Bartic shares why it’s so important to give our clients options.


"When agents provide options outside of the traditional, basic real estate program, they’re enabled to have more conversations." -Brendan Bartic


Three Things You’ll Learn In This Episode  


  • How options put our clients in the driver’s seat

    When sellers know they have options beyond the traditional route, they feel more empowered to decide on their own. Aim to educate, so they can make the choice they feel most comfortable with. 


  • How to deal with sellers who aren’t convinced they want to list

    Some homeowners just aren’t sure they want to sell, and that’s okay! Remind them that listing doesn’t mean they have to sell and that if after a few months they would rather stay in their homes, they can choose to do so. 


  • What to do when the traditional listing is the most viable option

    If a seller insists on a fix and list and we know it doesn’t meet our criteria or would prefer a cash deal when we know they’ll be losing out, we have the power to say no. Options let us find a mutually beneficial way forward, and if either party feels like they’re not gaining anything, we can choose not to work together at all. 

Guest Bio- 

Brendan Bartic is the CEO of The Bartic Group at Keller Williams Realty. An industry veteran of more than 18 years, Brendan is also a US Army veteran, having done multiple tours in both Iraq and Kuwait. Brendan is also CEO and Founder of Brendan Bartic Real Estate Coaching and author of the forthcoming book, The Score


To find out more, go to:



Creating a Perpetual Relationship-Driven Real Estate Machine w/Rett Harmon

The pandemic changed multiple things about our lives and businesses. The real estate businesses that have thrived through this were prepared ahead of time and focused on the right things. 

While some businesses have had to reinvent themselves completely, others only had to make small adjustments. The goal isn’t to focus on the shiny objects, it’s to create a scenario where we don’t have to stress about all the disruptors everyone is worried about. 

That can only take place if we pour all our attention into the systems that keep the business running. 

What is the main area we need to be focused on? How can we be more intentional with connecting with our communities? 

In this episode, CEO and co-founder of Century 21 Novus Realty, Rett Harmon talks about how he led his business through 2020. 

"Some of the basic things we learned when we first got into the business are so much more important now than they’ve ever been. We just have to bring them full circle and be intentional with what we’re doing." -Rett Harmon

Three Things You’ll Learn In This Episode  

  • How to build a perpetual real estate machine
    When we build a business on the right foundation, we won’t have to scramble when the industry or the world suddenly shifts. That way, when a disruption happens, all the right systems and relationships are baked in and fully functional. Instead of building from scratch, all that’s required are tweaks and adjustments. 
  • Why we need to avoid chasing shiny objects
    We often try to grow by jumping onto the next big thing, but it’s better and less risky to control and experience growth by going deeper into what we already have. Not building deep relationships is a bigger risk than ignoring disruptors.
  • The most important currency in our real estate business
    One of the most significant adjustments of the last year was doing business in a socially distanced world. This can be a huge blow to a real estate business. As leaders, we have to plug-in systems that maintain relationships, allow us to stay in front of people, and bring value and positivity to them. 


Guest Bio- 

Rett Harmon is an author, community advocate, and contributor to the real estate industry. He is both an active agent and co-owner of Century 21 Novus Realty. Rett began selling real estate in 2001 while attending the UWG where he earned his BBA in Real Estate. C21 Novus is currently growing with 40 agents, 11 staff, and over 700 properties under management. Rett along with his previous team closed 226 transactions in 2017. 

To get in touch, call 678.520.6381

LinkedIn https://www.linkedin.com/in/rettharmon/

Random to Real Estate YouTube https://www.youtube.com/channel/UCdZlLBXnu4p9rlKoV-TslHQ

A Guide to Success As a Newbie Agent w/Robert Skeels

Many young agents see their age as a barrier to success, but it doesn’t need to be. We can achieve anything we put our minds to, regardless of our level of experience.


Still, getting started in real estate comes with its challenges. How can we navigate those and go on to make our dreams a reality?


What are the objections commonly faced by younger agents, and what can be done to overcome them? 


In this episode, Robert Skeels of The Quintin Group shares how he’s made his mark on the industry at just 25 years old. 


"As a new agent, It’s so important to be surrounded by good leadership, whether you team up with them or you’re just in the same environment." -Greg Harrelson

Three Things You’ll Learn In This Episode  


  • How to boost credibility as a newbie agent: 

    Counter any perceptions of being inexperienced by accumulating as much knowledge as possible. Simply knowing the area we serve goes a long way in establishing authority. 

  • How to stay accountable to the goals we set: 

    Find a way to make not doing a particular task or reaching a goal more difficult than getting it done. If we know we’ll pay a fine for not executing, we’ll put in more effort. 

  • Why it’s so important to maintain healthy habits: 

    It’s easy to quit a routine, but the same can’t be said for getting back into it. Keep the momentum going!


Guest Bio- 

Robert Skeels is an agent at The Quintin Group Keller Williams. Since starting his career interning as an ISA, Robert has gone on to earn his license and consistently deliver great results. Robert is a Buyer Specialist. 


To find out more, go to:




Or contact him at:




Books mentioned in this episode:

You'll See It When You Believe It: The Way to Your Personal Transformation by Wayne W. Dyer https://www.amazon.com/Youll-See-When-Believe-Transformation/dp/0060937335

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