Level Up - From Agent to Entrepreneur

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The Balance Between Brutal Honesty And Optimism In Difficult Times W/David Fanale

In difficult times like these, it can be hard to know what to focus on in order to keep our businesses going and stay motivated. Some people would say we should coat everything with optimism and positivity, while others want reality and truth. 


Should we commit to constant optimism if we want to see results, or should we accept the negative? 


The answer isn’t as simple as choosing one of two extremes, it’s about balance and taking action. What is the right dose of both optimism and negativity in challenging times and markets? How do we stand out from all the other real estate hopefuls? 


In this episode, real estate coach from Real Estate Skill Builder, David Fanale joins me to discuss mindset and the art of differentiation. 




A good mindset isn’t all about optimism. Deal with the brutal facts in front of you. -David Fanale


Three Things You’ll Learn In This Episode  


  • A good mindset is not always an optimistic one
    Particularly in crisis markets, successful agents are those who deal with the reality of their current situation and put in the work to handle challenges as they come. 
  • The importance of going above and beyond expectations
    It’s not enough to be good at what we do, we have to differentiate ourselves by having advanced skills. Especially in an uncertain market, consumers are looking for agents who stand out. 
  • Why you shouldn’t wait to take action 
    Don’t halt growth by waiting to be ready to take the next step. We have to commit to our goals by deciding what we want and what we’re willing to do to achieve them. 


Guest Bio- 


David Fanale is a real estate coach at Real Estate Skill Builder. He has extensive experience in the industry, having been a broker/Owner for over two decades. For years, David has helped agents become real estate professionals through his methods and techniques. Many of them have gone on to become top producing agents. David, with Real Estate Skill Builder, offers one on one and group coaching, with different programs that vary in length. Dave is also the host of the Real Estate Talk-TGIF podcast.


To find out more about David, head to:







You can also reach him on:



Books mentioned on this episode:

Four Seasons: The Story of a Business Philosophy by Isadore Sharp


Michael Hellickson On The 3 Things Every Business Leader Must Do, No Matter The Market

In light of the uncertainty brought on by 2020, consumers are beginning to demand more skill from real estate professionals. So if we want to stay in business, we have to deliver. 


Should we be taking risks during this period, or is now the time to play it safe? What do we need to change in our business models?


Luckily for us, the core principles of a successful business haven’t changed much. Instead of making major changes, we need to keep doing the activities we’ve always done. We just have to change the way we’re doing them.


In this episode, Founder and President of Club Wealth® Coaching and Consulting, Michael Hellickson shares how to adapt our strategies in an uncertain market.



Keep doing all the activities you used to do, but do them differently. -Michael Hellickson



Three Things You’ll Learn In This Episode  


  1. Lean in to lead generation
    Lead generation is non-negotiable for business owners, no matter which industry they’re in. If we don’t generate new leads regularly, we’ll be out of business before we’ve even started. Generate leads every single day, and look into new lead sources every quarter. 
  2. Follow up fast
    Following up with leads is a vital step, and we must increase our speed to leads. Get in contact with potential clients in 30 seconds or less. Anything longer is too long. 

  3. Convert with the client in mind
    Far too often, as agents we speed through transactions, but we shouldn’t be. Instead of rushing things for our own benefit, we have to keep the client in mind and take every part of the process one step at a time. 




Guest Bio- 

Michael Hellickson is the founder and President of Club Wealth® Coaching and Consulting- the #1 Coaching Company in the World in the Team space. Michael sold real estate for over 20 years, and was among the top 1% of all agents nationally, before he even graduated high school! At the pinnacle of his sales career, Michael and his team were #1 Nationwide, out of over 1,000,000 real estate agents and teams. In addition to posting big numbers in retail and REO, Michael is considered by most to be the #1 short sale expert in the World. During his career, Michael has spoken to thousands of agents and organizations nationwide and has also been featured on several national television and radio programs including Glenn Beck, CNBC, The Dave Ramsey Show, and The Fox Business Network among many other local and regional programs.


To find out more about Michael, head to:




And to take advantage of the free offer mentioned on this episode, text ‘Club Wealth’ to 727-287--5993 

How to Adjust Your Presentations for a Virtual World

Why let uncertainty slow our businesses down? If we can adapt our methods to the world right now, we can grow and thrive. 


In this episode we discuss how to take advantage of virtual technology, and keep our virtual meetings informative and professional so they deliver results.



To thrive during times of uncertainty, you have to be versatile and open to communicating through a range of channels. -Brendon Payne


Takeaways + Tactics 


  • Give clients options. Some people are more comfortable speaking on tools like Zoom, while others prefer a phone call. Be flexible.
  • Don’t cut any corners on the content and goals of the meeting. The conversation we have virtually is exactly the same as the one we would have in-person.
  • Share important documents with clients ahead of meetings, so that we can stay on track and on time.

How to Build a Supportive Company Culture w/Lisa Ritter

To see terrific results in our businesses, it’s vital we create an effective and supportive working environment. How can we build a great company culture? What can we do to show every member on our teams we care about them?

On this episode, Broker/Owner at RE/MAX Results, Lisa Ritter shares how to instill a great company culture. 



To have high energy you need to be surrounded by the right people. You are the sum of those closest to you. -Lisa Ritter


Takeaways + Tactics 

  • The key to a great business lies in a great company culture. We have to be surrounded by the right people to see the best results.
  • Create a happy working environment by making sure everyone gets along. We can do this by letting existing team members have a say in the recruitment process. 
  • Make sure every team member feels supported. To build a loyal team and retain talent, we need to show we care about them on a personal level. 

Guest Bio- 

Lisa Ritter is the Broker/Owner at RE/MAX Results in Omaha, Nebraska. Lisa is passionate about her real estate career, and has been making Home Buyers’ and Sellers’ dreams a reality since 2001. Since opening RE/MAX Results in 2011 alongside her husband Dennis, she’s worked hard to create an office that has a vision for providing the best results in the industry for their clients, agents, and company. Lisa and Dennis have won a Best of Omaha Award in the Realtor category in 2013, 2014, 2015, 2016, and 2017 – winning first place in both 2015 and 2016. Lisa has also served in a number of leadership roles, including the 2010 Omaha Women’s Council of Realtors President, 2012 President for Omaha Area Board of Realtors, 2014 Nebraska Realtors Association President Elect, 2015 Nebraska Realtors Association President, and in 2019 she was appointed as the broker at large member of the Nebraska Real Estate Commission.


To find out more about Lisa, head to




You can also contact her directly on lisa@omahare.com and 402-612-2413

How to Remove Fear From Your Business

In the wake of COVID-19 and the economic crisis, it’s hard to deny that most agents are experiencing some kind of fear, but if we stop dwelling on the things we can’t control, we can move forward in spite of that.

How can we push forward in a time of such uncertainty? Is there any way to overcome our anxieties?

The first step to taking the fear out of our businesses is acknowledging what we’re afraid of. 

On this episode, we’re sharing how to remove the fear from our businesses and push forward.


You have to know that fear is contagious. It spreads amongst all of us when we let it flourish, and that can take us all down. -Greg Harrelson


Three Things You’ll Learn In This Episode  

  • Stop spending so much time worrying about that which we can’t control, and focus instead on what we do have power over.
  • Instead of bottling everything up inside, write fears down. We can make ourselves feel much better by acknowledging our fears and putting them on paper.
  • Most of the time, what we fear is the unknown. Get rid of that fear by coming up with a plan to move forward.

Adapting To The New Normal w/Debbie Holloway

As the COVID-19 pandemic unfolds, the real estate industry is going through considerable changes. Many agents are working from home, and leaders have been forced to find new ways to stay in communication with their teams.

During this time of uncertainty, real estate professionals should shift their focus away from closing leads, and spend more time nurturing their databases. 

How can we stay productive throughout the pandemic and how can we adapt to the changes in our industry? 

In this episode, Tom Ferry International coach, Debbie Holloway joins us to share how to adapt to the new normal.


 Times are changing, but we don’t necessarily have to do everything differently. Do what you've always done- but be deliberate about every step you take during this period. -Brendon Payne


Three Things You’ll Learn In This Episode  


Become regular with routine
Whether we’re going into offices or working from home, having an effective routine is key. Time management is non-negotiable, especially for those of us working from home.


Set short-term goals
Throw out the 2020 plan: It’s simply not achievable anymore. Instead of focusing on the things we want to achieve this year, we need to set short-term, manageable goals.


Establish a line of communication
Communication is extremely important, especially in times like these. Don’t underestimate the power of personal conversations with team members and clients alike.



Guest Bio- 

Debbie Holloway heads up the Team+ program for TomFerry International. She is a senior coach, with over 20 years of experience coaching sales agents and company owners. Debbie speaks internationally on team building, mindset, culture, personality types and women influencing real estate. Prior to joining Tom Ferry International, Debbie owned a ReMax franchise and mortgage company, and ran a personal team averaging 150 deals a year in Louisville, Kentucky. 


To find out more about Debbie, visit:





You can also email her on dholloway@tomferry.com 


Book mentioned on this episode:

The Alter Ego Effect by Todd Herman


Set Up Your Negotiations To Succeed

Every stage of the real estate transaction has been impacted by the COVID-19 lockdowns and changes in the market. The terms of deals are changing rapidly, and the decisions of buyers and sellers are also shifting along with the situation we’re in. 

Agents are still presenting and receiving offers and having to negotiate deals, but the process has become more challenging. 

It is our responsibility to give every offer as good a shot as possible of getting to the closing table, and that’s dependent on the action we take, but most importantly, our mindset.  

How do we prepare ourselves and our clients for navigating this real estate market? What information do we need to have ahead of time, and how will this make closings more likely? 

In this episode, we talk about how to adapt our negotiation to what’s going on. 


The mental part of this game right now is critical. There are going to be 4 sets of emotions in the transaction, and the only one you can control are your own. -Brendon Payne 


Three Things You’ll Learn In This Episode  

Pre-qualifications and pre-approvals are getting outdated rapidly. If a buyer has a pre-approval that’s a few weeks old, make the deal contingent on them getting a current pre-approval. 

Having relationships with mortgage officers is important because they can become a resource during this time to keep us informed on what’s changing in the market. 

It is our job to remain calm. When we react emotionally, we become the problem in the transaction and the reason deals fall apart.

The Power of Collaboration

When things are not going well in business and in the market in general, the importance of certain activities and measures is amplified. 

Right now, more than ever, there’s a huge need for all of us to work together to navigate these tough times and mastermind to come up with solutions and strategies. We also need people who can step up and provide guidance and certainty. 

What are some of the ways we can mastermind and collaborate within our teams? How can we bring light to our consumers through leadership? In this episode, we talk about why leadership and collaboration are two critical aspects of getting through this.  


At times like this, true leaders step up and shine for others and bring light to the business and help people navigate. Collaboration is also critical. -Greg Harrelson  


3 Things You’ll Learn in this Episode 

  • How to get our heads right to help the consumer get their heads right 
  • Why we’re in trouble if our leadership and collaboration is only showing up now 
  • What leaders can do to stay grounded and focused right now

Have You Made The Right Changes To Your Routine

In these unprecedented times, the market, the industry and the consumer demands different things and even new things from us. Our habits have to shift accordingly, so we need to create a new routine to match where we are. 

What habits need to change, and which ones need to stay the same as before this crisis? What are our agents doing to keep taking listings and keep the business going?

In this episode, we share the things we need to be doing to cultivate a positive mindset, and generate energy and business right now. 


Lead generation doesn’t stop. How you lead generate and the conversations you have might change, but the process of waking up and going out to look for business still exists. -Greg Harrelson 


Three Things You’ll Learn In This Episode  

  • Prepare for the routine to change multiple times but still commit to the fundamentals like mindset, lead generation and follow up. 

  • Maintain the mindset that we’re going to get through this and that the action we take right now will contribute to the state of our businesses on the other side.
  • Virtual in a real estate agent's world can be lonely. Get plugged in somewhere to stay in the collective headspace and conversation of real estate.

Getting Family To Buy-In To An Altered Schedule

More of us are working from home than ever before, and this presents a challenge for our households and families. We need to be responsible and have business maturity to maintain our ability to work in a location with more distractions. 

It’s important to prepare our families and involve them in our communication around what’s going on. How can we get the household to protect us instead of distracting us? How do we get our families to help hold us accountable to our routines? What happens without family buy-in? 

In this episode, we talk about the importance of getting our families to buy into the new way of working.  


It is important to provide certainty to our families, to use this opportunity to educate our children, and to be an example of a true professional. -Greg Harrelson 

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