Episodes
Wednesday Aug 28, 2019
How to Earn More by Learning More w/Creig Northrop
Wednesday Aug 28, 2019
Wednesday Aug 28, 2019
To be successful in sales, it’s vital that we convey confidence to our prospective clients, and we build confidence by gaining knowledge. How can we become more confident in our abilities? How can we instill self-confidence in our teams? On this episode, President of Northrop Realty, Creig Northrop shares on the link between our knowledge and our success.
Expand on your knowledge to build your confidence. Confidence builds trust, and trust leads to sales. -Brendon Payne
Takeaways + Tactics
- Become a dedicated student to the trade. The saying ‘readers are leaders’ is popular because it’s true.
- Building confidence is vital if we want to succeed in sales. It allows us to build trust faster and make more sales.
- Don’t stop at training. To be successful agents, and create a great team, there needs to be a combination of training, coaching and on-the-job experience.
In this episode, we spoke about the best ways to structure our teams. In the discussion, we emphasized the importance of delegating tasks to others. We also explained that for teams to flourish, there is a need for hands-on management.
We also discussed;
- When team leaders should be involved with clients
- How to stay relevant in our markets
- The importance of mindset and our inner game
As long as we continue to make learning a priority, we’ll never lose. In order for us to be good agents and leaders, we have to stay as educated and as well-informed as possible. Taking a hands-on approach to our businesses is vital, as is providing our agents with a more holistic learning experience. Growth is crucial in the real estate industry, so commit to constantly feeding the mind with information that boosts expertise and ultimately, confidence.
Guest Bio-
Creig Northrop is the President and CEO of Northrop Realty, the Number 1 real estate team in all of Long & Foster Company for 10 consecutive years. As the president of Northrop Realty, Creig has become well-known in the industry for his professionalism and extensive
knowledge of real estate. Creig is the youngest agent to have received the Billionaires Club Award by Who’s Who in Luxury Real Estate; an achievement earned in 2014.
To find out more about Creig, visit https://www.northroprealty.com/leadership-team.php
You can also email him directly on cnorthrop@northroprealty.com
And call him on 4105310321
To connect with him on social media, visit https://www.facebook.com/creig.northrop
Thursday Aug 22, 2019
How to Boost Your Productivity for Better Results w/Jeff Quintin
Thursday Aug 22, 2019
Thursday Aug 22, 2019
So many agents ask how they can do more business transactions, and the answer lies in productivity. How can we eliminate distractions and increase our conversions? What can we do to scale more effectively? On this episode, Jeff Quintin of The Quintin Group and I discuss how to boost productivity and get better results.
If you want to be more productive, you have to prioritize your schedule and focus on lead generation. -Jeff Quintin
Takeaways + Tactics
- To eliminate distractions during lead generation, set a time frame during which you tackle the activity. During this time, you should be fully focused on lead generation. That means treating the activity like a listings presentation appointment.
- For a better conversion rate, pay attention to your scripting and make sure you’re actually listening to the lead. Clients want to feel comfortable and listened to.
- Make sure you have effective systems behind-the-scenes. Additionally, make sure that as you grow, you maintain regular communication with everyone in your team.
At the start of the episode, we shared advice on how to eliminate distractions. Both Jeff and I suggested some kind of ‘linking’ to the desk during lead generation- whether through a corded headset or a surfing leash. By being physically attached to the activity, agents are more likely to stay focused on the activity at hand.
We also discussed;
- Setting up your environment to be more productive
- Why you need to know about every property in the market- even if it’s not your listing
- How to prioritize your schedule to work more effectively
The world we live in is full of distractions, so it’s important to create environments more conducive to working effectively. Time-block activities, and honor the times you set. Treat every task you undertake as though it were a listings presentation appointment, and be mindful of your response time on the phone. We live in a competitive world, so be sure you stand out by staying consistent in every activity.
Guest Bio-
Jeff Quintin is a Realtor and the Team Leader of The Quintin Group. As the team's lead generator, Jeff prospects daily for qualified buyers and sellers, lists properties, negotiates offers, and manages staff. Jeff consistently sells 4-5 homes per week.
To find out more about Jeff, go to https://thequintingroup.com/ , or email Jeff@TheQuintinGroup.com.
You can also find him on Linkedin at
https://www.linkedin.com/in/jeffquintinsuperteam/
And on Facebook at https://m.facebook.com/JQuintinTQG/
Thursday Aug 15, 2019
Why Customer Service is the Key to Success w/Shawn Rogers
Thursday Aug 15, 2019
Thursday Aug 15, 2019
A lot of agents spend 90% of their time trying to get more clients instead of giving a higher level of service to their existing clients. How can we grow our business by building client relationships? What can we do to secure future listings from past clients? How can we profit from more online leads? In this episode, leader of Mister Rogers Homes, Shawn Rogers, discusses the impact customer service has on business success as well as how to survive market dips.
If you take care of your clients, the cheques, closings and referrals are going to keep coming because you kept your word and in this business, that’s the kicker to success. -Shawn Rogers
Takeaways + Tactics
- Client relationships are important to the future of our businesses because we can scale our business a lot faster through referrals.
- We can capitalize on past buyers by following up with them regularly with useful market trend information. When we stay front of mind, they are more likely to list with us and refer us.
- Every lead has a different timeline and when we focus on the clients’ needs, we can quickly identify their urgency and motivation and nurture them consistently over time.
On this episode, we talked about why we shouldn’t be more focused on getting as many new clients as possible than on giving a great service during and after the transaction. We also talked about how to capitalize on past buyers.
On this episode we discussed:
- How client relationships help scale our business faster
- Securing more listings with useful and non-invasive follow up
- How to convert and profit from online leads
Most agents take courses, pass their tests but fail to apply a moral code to their work because they are too concerned with finding new clients to up their quantity. We can scale our business a lot faster through referrals, and that means building relationships with our clients and putting quality over quantity. When we build relationships with our clients and maintain them after a transaction, we are remaining front of mind and increasing our chances of them listing with us again in the future. By providing great customer service, we can scale our business faster and more effectively.
Guest Bio-
Shawn Rogers is a Real Estate Agent with West USA Realty and runs his own team called Mister Rogers Homes out of Phoenix, Arizona. Shawn specializes in Buyers, Listings, Relocation, Short-Sale, New Builds and Luxury Homes. He is one of the Top Producers and has received Awards of Excellence at West USA Realty and is set to close 250 transactions this year. Shawn’s focus on customer service has resulted in the most positive reviews on Zillow, Trulia and Homes.com in Arizona, as well as the most positive recommendations on REALTOR.com in Arizona. His team has been the Top Producing Real Estate Team since 2013.
(480)313-7031
Thursday Aug 08, 2019
Afraid of the iBuyer? Let Kenny Klaus Show You How to WIN at That Game
Thursday Aug 08, 2019
Thursday Aug 08, 2019
The massive changes we’re seeing in the real estate industry aren’t going anywhere, so we need to evolve our processes. How can we work alongside iBuyer platforms? Is it possible to maintain our role in the buying process? On this episode, Kenny Klaus of the Kenny Klaus Team shares how you can stay relevant in the age of technology.
We have to up our game from a service level. -Kenny Klaus
Takeaways + Tactics
- As an industry, we need to stop trying to compete with iBuyers and online real estate platforms. We need to work with the platforms and find a way to fit in-between the buyer and the platform.
- Create videos for buyers, offering to help put the information they’ve found online into practise. There is an overwhelming amount of education available online, but we have the knowledge to help buyers sift through the noise.
- Maintain an indispensable role in the buying process. Stay involved throughout the process and make sure clients know that your participation is what got them to the buying table.
Want to Know Where Greg Harrelson Gets His DATA?
Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/
At the start of the episode, we mentioned that there is no need for agents to bash i-Buyer platforms- and that there are countless opportunities to work together. Kenny then shared why you should be sending out constant reminders that you’re on hand to help.
We also discussed;
- Why the promise of ‘speed’ by i-Buyer platforms isn’t as important as we think
- How a partnership with the platforms benefits the buyer
- Why we should be using the platforms as tools, rather than allowing them to use us
The introduction of technology to the real estate industry offers exciting- and daunting- changes. We need to keep on track with the trends and make sure buyers know that ultimately, we aim to assist them. We can work alongside iBuying platforms, while continuing to benefit ourselves and the buyer.
Guest Bio-
Kenny Klaus is the Team Leader at the Kenny Klaus Team Real Estate Solutions. With extensive experience in the industry dating back to 1999, Kenny is recognized nationally for his excellent track record in the field. He is a Certified Residential Specialist, a Certified Distressed Property Specialist and an Accredited Buyer Representative. He’s also the recipient of numerous awards, and is valued in the industry for his teachings.
To find out more about Kenny, visit: https://www.klausteam.com/26690-Kenny-Klaus/
Thursday Aug 01, 2019
Thursday Aug 01, 2019
In today’s world of instant gratification, a lot of people are looking for shortcuts to success. Are there any shortcuts we could be taking? What are the benefits of starting slow- and are there any risks of delaying our success by taking the long route? On this episode, we’re asking Century 21’s Young Gun Panel- Thomas o’Malley, Hunter Baiden and Anthony Velazquez- how they’ve set up great foundations for their businesses before the age of 25.
The more time you invest in yourself, the better results you’ll get. -Anthony Velazquez
Takeaways + Tactics
- Establish a routine. The benefits of waking up early to exercise and performing a routine every single morning at the office are immeasurable.
- Focus on building a database. By establishing a routine in which we contact between 60 and 100 people a day, we’re building a solid database that will benefit us in the long run.
- Create a balance between focus and fun. Maintaining focus is obviously important at work, but it’s also vital that we take time away from work to have fun. By allowing ourselves to unwind, we can reset our stress levels and function optimally at work.
At the start of the episode, the Young Gun Panel explained that their backgrounds in sports gave them a great foundation for working in real estate. However, all of them agreed that without remaining consistent and intentional, their businesses wouldn’t be as well-grounded as they are today. The episode ended with a reminder that building a good foundation is crucial in order to create a thriving business.
On this episode we discussed
- Why making cold calls trains us in how to deal with different personalities
- The importance of investing in ourselves and our businesses
- That we need to commit to a long-term game and acknowledge the risk for downfalls upfront
The early stages of building a business are an exciting time. However, we need to remember that these early stages require a foundation to be built. Value this time as something that allows us to build databases and set up valuable routines. It’s important to stay focused on our goals, but remember no to burn ourselves out. The momentum stage is only the beginning of what’s to come.
Guest Bio-
Thomas O’Malley is a real estate agent at Century 21 The Harrelson Group. While he grew up in New York, Thomas has been a regular visitor to the Grand Strand for as long as he can remember. His love for the area inspired him to begin a career as an agent in the Grand Strand. Today, he works alongside Brendon Payne at C21, and strives to provide a hassle-free experience to all his clients.
To contact Thomas, email him on ThomasOMalleyC21@gmail.com
Hunter Baiden was born and raised in the Grand Strand area. Having grown up seeing the growth of the area, he was inspired to be a part of it all. He hopes to have as positive an impact on the Grand Strand community as it has had on his life. Hunter is a real estate agent at Century 21 The Harrelson Group, and is passionate about offering a transparent service to his clients.
To contact Hunter, email him on hbaidenc21@gmail.com
You can also call him directly on (843) 503-9988
Anthony Velazquez is a real estate agent at Century 21 The Greg Harrelson Group. Anthony attributes a lot of his drive to seeing entrepreneurship first-hand, working for his father’s construction company from the age of 14. On top of this extensive work experience, Anthony is determined to further his skills through education. He’s currently enrolled as a full-time student at Horry Georgetown Technical College in pursuit of a degree in Associate Art in Business.
To contact Anthony, send him a message on Facebook: https://m.facebook.com/anthony.velazquez.92754397