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The Race to Contact w/Pat Hiban

A lot of leaders don’t want to create leaders because the attention will go away from them to other people. Why is it so necessary to be driven by developing talent, and how can you make sure the information and value you’re giving translates to execution? On this episode, Pat Hiban joins us to discuss upholding culture in virtual teams, how lead generation has changed, and the power of taking your people to the next level.

Great leaders aren’t going to go to work for someone who is a worse leader than they are. - Pat Hiban

Takeaways + Tactics

- Once you win the race to contact, it comes back to skill.

- There’s a huge difference between self-leadership for your passion, and self-leadership on something you’re not passionate about.

- When it comes to responding to leads, the proper response time is real time.

At the start of the show, we shared on developing talent and the importance of getting people to execute on the information available, and why leaders need to determine their true intentions and the essence behind what they do. We also discussed why great leaders will only work for great leaders, how leadership affects retention, and whether proximity is important in companies. Towards the end of the show,

We also spoke about:

  • Why successful expansion boils down to leadership
  • Managing relationships in virtual companies
  • How to teach self-leadership to someone who doesn’t have passion
  • Whether it’s getting harder to build relationships cold

The process of getting a lead is text, email, phone and appointment. Shortchanging this process puts you at risk of losing the relationship altogether. As a leader, it’s your job to hire good people and grow them, and make sure all the information you provide turns into action and results. Expansion only works if the person you hire on the other end is dynamite. The purpose of all the new things that are out there is to improve conversion, but they still need relationships to be effective. You’re still going to need to get more people into your ecosystem by picking up the phone and making the calls. To win, remember the competition is on speed first, then on skill.

Guest Bio

Pat Hiban is an Author, Speaker,Podcast Host and Co-founder of GoBundance. Pat Hiban Interviews Real Estate Rockstars is a top-ranked, 3-day a week real estate podcast, hosted by billion dollar agent Pat Hiban, interviewing the best of the best in and around the real estate industry. After building a team of over 50 members and making millions in the real estate sales world, Pat realized he had spent over two decades being led by mentors while growing very few mentees. It was at this point that he wrote his New York Times Best Selling Book -“6 Steps to 7 Figures, A Real Estate Professional’s Guide Building Wealth and Creating your Destiny.” Not too long after , Pat Hiban Interviews Real Estate Rockstars was born. Here you’ll find the best voices in the Real Estate Industry including everyone from the world’s top agents to the world’s newest top producing rookies. You’ll hear from the industries top coaches and the one’s who have made millions and even billions investing in the Real Estate game. Go to pathiban.com for more information or rebusuniversity.com.

 

 

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600 Deals a Year: Jeff Cohn on Leadership, Accountability & Building the #1 Team in his State

Many agents still mistakenly think they need to negotiate the best commission splits. What is missing from this conversation, and how can team leaders make sure there’s more on the table? How do you serve your agents and provide a workplace of value? On this episode, we talk to Jeff Cohn, who shares how he grew his team, agent accountability and building a business around what matters in your life.

ISAs work, virtual assistants work but the best person for the leads to talk to is the agent that’s going to serve them through the process. -Jeff Cohn

Takeaways + Tactics

When your team’s net is as big as your personal net, you can consider stepping out of selling.

A great business person measures ROI, a great entrepreneur measures ROT (return on time).

The seller cares about netting the most amount of money, in the least amount of time, with the least amount of hassle. That’s the same goal as the agent’s.

 

Resources

Go to dashboard1omahaselite.com to see Jeff's system for agent accountability.

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

 

At the start of the show, Jeff shared his story and the number 1 mistake he made in expansion. We talked about the importance of being a true leader, and how to scale yourself out of selling. Next, we discussed agent accountability, and how that’s always connected to their “BIG Why”. We went on to talk about return on time, and towards the end of the show, Jeff shared on follow-up system for sellers.

Jeff also shared insights on;

  • How to provide agents with the success piece
  • Parameters he holds agents accountable to
  • Why people are scared to charge full commissions
  • The power of looking out for agents

Many agents leave the business after a year. That tells us that the traditional brokerage just isn’t offering enough value for people to stick around. Commission splits aren’t enough - training, support and the provision of the success piece bring real value and make the difference. You shouldn’t be recruiting people because you give a better commission, you should be recruiting because you give them a better net, and not only net on money, but on time too. Provide the tools that will make them happier, make more money in less time, with less hassle.

Guest Bio
Jeff grew up in Omaha, Nebraska and graduated with a Bachelors of Science degree from the University of Nebraska at Omaha, with his course of study including classes in real estate. As Nebraska's #1 Team, Jeff's group sold over 100 million dollars in real estate and over 600 sales in 2016. Jeff works as the Owner and Team Leader and is engaged in team development, coaching and recruiting. He believes in saving client's time and money by implementing the most advanced marketing techniques available while applying the latest negotiating strategies. For more information head over to Jeff’s Linkedin page; https://www.linkedin.com/in/jeffmcohn/ or go to http://eliterealestatesystems.com/.

 

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

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