Level Up - From Agent to Entrepreneur

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The Real Estate Agent Hasn’t Been This Valuable in 15 Years

Many agents are concerned and anxious about what the COVID-19 epidemic is going to mean for the market, industry and our survival. What most people are underestimating is just how in-demand skilled, level-headed and experienced Realtors are. Why are agents going to be more valuable right now? What opportunities do we have in this market? On this episode, we talk about how we can give value and why this is a time of opportunity for agents who take the right actions. 


Right now, more than ever, we have the opportunity to truly make a difference in people’s lives. -Greg Harrelson


Takeaways + Tactics 

  • When there’s uncertainty in the market, people default by turning to the professionals. 

  • In a hot real estate market, most consumers will think they can do real estate stuff themselves. When there are obstacles and other concerns in the market, people will no longer feel qualified to handle real estate decisions. This is when they’ll seek out an agent. 

  • Agents are going to seek out true leaders to get them through this.


Going On Offense, Not Defense

How do we step up as agents in a time of health concerns and uncertainty? How can we be the solution for our families and our clients?

That's the topic of today's episode, where we dive into the mentality we're teaching our agents to maintain in this time.


The Keys to Longevity w/Jim Fite

As business owners, we all dream of building companies that stand the test of time. How can we ensure our companies flourish well into the future? What can we do to stay exciting in the midst of changes in the industry? On this episode, President and CEO at Century 21 Judge Fite Company, Jim Fite, shares the keys to longevity in real estate. 


As leaders, it’s our job to recruit, train, retain and refer new talent. -Jim Fite

Takeaways + Tactics 

  • Develop future leaders. For long-term success, we must empower our successors by investing in their training and education.
  • No matter how well our systems work, remember there’s always room for improvement. We have to strive to do better every day, even when we’re already the best in our markets. 
  • While the basics of running a business will stay the same for years to come, it’s vital we stay up-to-date with new trends in the industry. Keep developing new skills and offer training that keeps us relevant and exciting well into the future. 


At the start of this episode, we spoke about the importance of developing great leaders for the future of our businesses. We also mentioned that there are times business owners should make sacrifices to ensure the longevity of their companies.


We also discussed:

Why we need to create a culture of family in the workplace

How to help interviewees make more informed decisions on where to work

The importance of continuous training

Guest Bio- 

Jim Fite is the President and Chief Executive Officer for CENTURY 21 Judge Fite Company and develops the strategies and long-term goals of the company while ensuring daily functions are producing desired results to meet these goals. Forming the Judge Fite Charitable Foundation in 2017 to support real estate professionals in times of need is one of the many ways Jim demonstrates his passion to serve others and give back. All components of the core values are important to Jim with a special appreciation for developing people on a daily basis. Jim joined the real estate industry at 18 years old, becoming the youngest real estate agent in Texas’ history, with his interest stemming from his father and founder of the company, Judge Fite. Jim holds the real estate certifications of Graduate, REALTOR® Institute (GRI), Certified Real Estate Brokerage Manager (CRB) and Certified Residential Specialist (CRS), in addition to past recognition as Realtor of the Year by the Dallas Association of Realtors. Outside of work, Jim enjoys spending time with his wife Petey, positively impacting the lives of his grandchildren, and giving back to communities and charities across North Texas. 


To find out more about Jim, 


You can also call him on 214 502 0250 if you’re in the North Texas area, or email him directly at jimfite@judgefite.com


Other resources mentioned on this episode:
Traction by Gino Wickman

How to Execute Ideas Consistently w/Mike Puma

Lacking consistency is one of the biggest challenges faced by the real estate industry, and something that routinely holds agents back from reaching their goals. How can we break that cycle and become more intentional about achieving our goals? On this episode, Chief Marketing Officer at Century 21 Beggins Enterprises, Mike Puma, shares how to become more consistent in our businesses.


A big reason why so many agents are inconsistent is because they don’t actually want to achieve the goal. Make sure you’re pursuing a goal that makes you happy. -Mike Puma


Takeaways + Tactics 

  • One of the biggest things holding us back from being consistent is self-sabotage. We have to be more mindful of our thoughts and pay attention to the self-sabotaging behaviors we display.

  • To be more consistent, we need to know the motivations behind our goals. We can work this out by asking what we’ll do with money once we’ve earned it. If we aren’t already sure, there’s a chance that high income isn’t our real motivation after all.  

  • We have to think about what brings a smile to our faces. If we’re pursuing a goal that isn’t making us happy, we’re not going to work towards it consistently.


On this episode, we discussed how people’s mindsets have the power to hold them back from achieving their dreams. After explaining that we need to think carefully about what our dreams are, we spoke about the importance of understanding the sacrifices we may need to make in order to accomplish our goals.

We also discussed:

  • How to communicate with our sphere of influence more consistently
  • Why we need to be more intentional with our scheduling
  • The importance of being honest with ourselves about what we really want


Guest Bio- 

Mike Puma is the Chief Marketing Officer at Century 21 Beggins Enterprises. Mike is part of a team that considers itself not only a leading brokerage with ambitions to become the top Century 21 team in the world, but a media company dedicated to the real estate industry. Mike holds a degree in Business Marketing from the University of Tampa, and is one of the hosts of the Keeping it Real With Real Estate podcast.


To find out more about Mike and Century 21 Beggins Enterprises, head to:


And follow him on Instagram at https://www.instagram.com/themikepuma/?hl=en

And for the podcast, go to 


How to Invest Your Time More Wisely w/Melinda Elmer

Even if we’re new to business and have minimal funds, we are guaranteed to see results if we invest our time into the right tasks. Why is it so important to leverage activities to others and free up our time? Once we have a team, do we need to oversee their activities, or can we use our new free time recreationally? On this episode, owner of The Elmer Team at Century 21 Masters, Melinda Elmer, shares how to get a higher ROI on your time. 


When you hire a team, the goal is to let them do their jobs. You don’t have to hold their hand the whole way. -Melinda Elmer


Takeaways + Tactics 

  • Start hiring people as soon as the inventory increases: We should never miss out on deals purely because we have too much on our plates.

  • Let team members do their jobs. Once we’ve made a hire, it’s important to let our team perform their own roles so we can use our time more effectively.

  • Remember that we aren’t hiring recruits to have more free time; we’re hiring them so we can take advantage of our freed up time to do more business. Invest time in income-generating activities. 

At the start of this episode, we spoke about the importance of investing our time in the right activities. After explaining why this is such an effective method of achieving great results, we discussed why we need to follow tried-and-tested systems if we want to see outstanding outcomes. 


On this episode we also discussed: 


  • Why we need to be mindful of who we surround ourselves with
  • The importance of knowing how to decide which tasks are urgent, and which can wait
  • That we need to keep using the same systems if we want to see results


Guest Bio- 

Melinda Elmer is the owner of The Elmer Team at Century 21 Masters, and is ranked among the top 1% of agents in today’s market. Melinda has consistently been awarded the designation of top buyers agent and top listing agent and she has been recognized for her outstanding achievements by the Women’s Council of Realtors. She is a multi-year recipient of the prestigious Los Angeles Magazine’s Five Star rating.

With an ultimate goal of complete client satisfaction, Melinda has surrounded herself with an experienced team of highly skilled professionals who work together to ensure that our buyers get the best deal and our sellers get top market value.


To find out more about Melinda, head to:




You can also call her on 562 316 2915 

Or email her at melinda@theelmerteam.com

Books mentioned on this episode:
Three Feet From Gold: Turn Your Obstacles into Opportunities! By Sharon L. Lechter and Greg S. Reid

How Serving Others Can Benefit Your Business w/Erik Hatch

We’re often led to believe that business is a ruthless game, but in reality, we need to adopt a mindset of service to see great results. How can we adopt this mindset when we’re facing struggles of our own? Will serving our teams detract from our client relations? How can we be sure that others won’t take advantage of our ideas when we try to help? On this episode, co-creator of ‘Sell a Home, Save a Child’ and author of Play for the Person Next to You: A Guide to Servant Leadership, Erik Hatch, shares why we need to adopt a mindset of abundance. 


Stop dwelling on your own struggles. When you channel your energy into cheering for the person next you, your own pain dissipates. -Erik Hatch


Takeaways + Tactics 

  • Instead of focusing on our own struggles, we need to play for the people next to us. This not only assists someone else, but also helps us shift our attention to something more positive. 

  • As leaders, we need to serve those on our teams before we try to serve our clients. If we take care of our teams, everything else will fall into place. 

  • Have a mindset of abundance and be willing to help others without worrying that they may copy our ideas. The more we give, the more we get.

On this episode, we spoke about the importance of having a mindset of service. We also shared the importance of a mindset of abundance, and discussed why we need to be willing to share with others.

We also discussed: 

  • Why we need to do good deeds without thinking about how they’ll benefit us
  • How to assemble a team of people willing to serve each other
  • That we should be working with emotion in mind, rather than a number of transactions

Guest Bio- 

Erik Hatch is a Realtor and the owner of Hatch Realty. On top of having built the top producing real estate team in North Dakota, Erik is passionate about making a difference. He is the creator of ‘Homeless & Hungry’ charity, as well as the co-creator of ‘Sell a Home, Save a Child’. Since attending college at North Dakota State University, Erik has been an investor at the core- investing his time, talent and treasures in those around him. He is also the host of Real Estate Radio, a social media expert, author of Play for the Person Next to You: A Guide to Servant Leadership, and was voted Fargo-Moorhead's Best Real Estate Agent 2013-2016 & Best Real Estate Company 2017 & 2018. Erik lives in Fargo, North Dakota  with his wife and two children. 


To find out more about Erik, head to:






And for his book, head to www.hatchingleaders.com

STOP Trying to Be Disciplined- Start Building the Environment that Supports Your Goals

Most people think achieving our dreams only happens when we’re disciplined, but the reality is, we have to set up environments that support our goals. How can we create conditions that keep us accountable? Do we need to plan our time before setting goals if we want to be sure we can achieve them? On this episode, we share that we can achieve anything we set our minds to, as long as we create the right environment.  


Create a support system for everything you do. -Greg Harrelson


Takeaways + Tactics 

  • Create a support system. The more people we tell our goals to, the more likely we are to follow through on our commitments. 

  • Establish conditions that ensure commitment. One way of doing this is by telling our support systems we will forfeit money if we don’t make good on our promises. 

  • Stop worrying about how a goal will be achieved, just commit already. Once we’ve decided to reach a goal, we can start planning how to execute it.

Hot Markets Cause More Problems than Down Markets

Many agents seem relieved that there hasn’t been a major shift in the market yet, but the truth is, we should be welcoming a down market. Why should we be embracing a potential downturn? What are the pitfalls of a hot market? Is there a way to maintain our results, regardless of the market we’re in? Matt Johnson and I discuss these questions and more on this episode of the show.  

In a down market, agents wake up fearful and hungrier for success. We have to bring that same energy to a hot market. -Greg Harrelson 

Takeaways + Tactics 

  • Don’t get too excited about hot markets. While they sound enticing, in reality, they tend to cause complacency among agents and ultimately, hinder our growth. 

  • Embrace the fear that comes with down markets. When we wake up everyday fearing that our livelihood is at stake, we’re more motivated to put in the necessary hard work.

  • Stay hungry, regardless of the market. Even if we’re currently in a hot market and performing relatively well, we need to remind ourselves what motivated us in the first place.

How to Achieve Higher Quality Results From Calling w/Kevin Mills

To be successful in real estate, we have to get more comfortable with the idea of making cold calls. How often should we be making these calls and how can we better develop our abilities over the phone? Should we be contacting expireds as soon as possible if we want to see results? On this episode, the number one Century 21 Realtor in the world for number of properties sold, Kevin Mills, shares how to cold call more effectively. 

Don’t start by calling expireds. If you go into that too soon, you may end up being thrown easily. -Kevin Mills

Takeaways + Tactics 

  • Making cold calls is non-negotiable. We have to make calls every single day to ensure neighborhoods know who we are. 

  • Practice makes perfect. Making calls is a skill we have to keep developing if we want to see results. 

  • Don’t start by calling expireds. These are the contacts we need to work towards, so before contacting them, we have to be comfortable on the phone, and be able to handle rejection.

At the start of this episode, we heard that once we implement effective cold calling, we have to be patient to see our results. We also discussed the importance of consistency and a constant hunger for success. 

On this episode we also discussed: 

  • Why we need to believe we’re always 60 days away from being out of business
  • The importance of hiring a coach
  • How to handle rejection over the phone better

Guest Bio- 

Kevin Mills is a top producer in South Carolina, and the number one Century 21 Realtor in the world for number of properties sold. Despite only having 6 full years in the industry, Kevin has had tremendous success thanks to his constant hunger for better results. He is an avid cold caller, and believes his success comes from constant practise with clients over the phone. Kevin also attributes much of his success to starting each day at zero, and is known in the industry for saying he’s always 60 days away from going out of business. 

To find out more about Kevin, head to https://www.barefootrealty.com/kevin-mills/ 

And call him on 843 213 8754

You can also email him on KevinMillsC21@gmail.com

How to Become a Local Social Media Rockstar w/Carlos G

As entrepreneurs, social media can be the thing that sets us apart from the competition in the eyes of our potential clients. What are the biggest barriers to posting, and how do we overcome them? How do we build visibility and impact with social media? What tools can we use to put out valuable and relevant content?

On this episode, real estate agent and marketing expert, Carlos G, shares how agents can start winning the social media game. 


Social media doesn’t change the fact that you have to get up everyday and generate new business and follow up, but you also need to add in the layer of visibility, presence and content.
-Brendon Payne 


Takeaways + Tactics 

  • Social media doesn’t make the grind, lead generation and follow up unnecessary, but not having that presence takes away from our relevance and could mean us losing out to an agent who has it. 

  • When we meet people in person, we look the way we look and we sound the way we sound. There’s nothing different when we’re on video. 

  • If we want to figure out what we believe, all we have to do is look at what we’ve got. If we want more, we have to change something. 

  • Our social media content should be 90% value and 10% entertainment.

At the start of the show, Carlos shared how he got into real estate, and how attention is the most challenging thing for entrepreneurs to capture online. Next, we talked about the 3 things entrepreneurs need to have to be able to succeed and how to use social media as a megaphone. We talked about why we shouldn’t approach social media like celebrities do, and the steps we can take to get started on social media. 

We also talked about:

  • Why social media isn’t a magic pill for success in real estate 
  • How to build visibility and impact 
  • How to overcome the fear of putting content out online


Guest Bio- 

Carlos is an entrepreneur, real estate coach and podcast host. He is the founder of Get the Attention, a service that helps real estate agents hone their sales and marketing skills. For more information, visit https://www.gettheattention.com/ and look for his podcast, Get the Attention.