Level Up - From Agent to Entrepreneur

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 

The Eyes Are On The Internet, Where Are You?

With millions of people stuck indoors in these uncertain times, people are spending a lot more time online than before, especially through their phones. This means we have a huge captive audience of people we can inform and connect with. There’s an opportunity to engage with people and there are many ways we can leverage it.  

How do we capture mindshare through information so that we become the people they want to talk to, and the people they want to work with when certainty returns? 

In this episode, we talk about how to leverage the added eyeballs and attention online and the kind of content we can create. 

 

 We have to be positioned where their eyes are pointed. -Greg Harrelson  

Takeaways + Tactics 

• The frequency at which we’re consuming the information we’re interested in has gone through the roof. 
  
  
• People have more time to Google and research us online, it’s important that we put our best digital feet forward. 
  
  
• Focus on informing people not on giving advice. 
  
  
• Leverage online marketplaces. Right now, the number of views a new listing is getting is going to skyrocket.

Fill in the Blank - I Wish I Would Have___

When things change in the market and there’s an interruption in the direction we were going, we need to adjust and react quickly. Depending on how we respond to what’s happening, a year from now, we can either look back with regret or gratitude that we took the right actions. 

Once we’re in the clear, and the dust has settled, there will be the agent who took market share and the agents who contracted. We can make the decision on which side of the divide we want to be standing. 

How can we future-proof ourselves so that we’re not looking back wishing we’d done things differently? In this episode, we talk about an important thought process that needs to govern our choices right now. 

 

Most people miss the opportunity that’s presented when there’s disruption in the market, because they withdraw from it. -Greg Harrelson 

We also discussed:

• Why we already know what we need to do to avoid regret 
• How we’re all in a leadership role for ourselves
• The difference between motion and advancement 

Breakdown or Breakthrough - The Choice is Ours

As leaders, the times that we’re living through are going to require more mental and emotional bandwidth from us. Times of turmoil create more intensity and more things that we have to be concerned with. It can feel like things are breaking down, but the biggest positive changes come from breakdowns. 

How do we compensate for the rising intensity level? Why is it so important for us to fight for something bigger than ourselves? 

In this episode, we talk about what it takes to break through the pain of a rise in intensity or the challenge of a new routine. 

 

Breakdowns are necessary if we want to experience massive breakthroughs, the bigger the breakdown, the bigger the breakthrough. -Greg Harrelson 

 

In This Episode You’ll Learn 

• Why breakthrough is preceded by breakdown
• The difference between being offensive and defensive in our approach 
• Why we can have a big WHY and still be complacent

Plan B: The New Business Plan

Coronavirus, the ensuing uncertainty and market volatility requires us to adopt an alternative business plan. 

Whatever business plan we created at the beginning of the year isn’t going to cut it right now. We need a plan for what we need to do right now to sustain our businesses. 

If we’re rethinking our business plans, what are the non-negotiable activities that need to be a part of them? What do we do to make sure when the crisis is over we come out of it running instead of crawling? 

In this episode, we talk about creating your Plan B business plan.

 

 

When we come out of this, the consumer is going to go back to demanding skills from their agents. -Brendon Payne 

 

Takeaways and Tactics

• Take a look at expenses and be really realistic about what’s giving you a return and what’s not necessary at the moment. 
  
  
• Our business plans need to include our routine, our activities and accountability.  
  
  
• Get in touch with past clients, centers of influence and your database. Stop thinking about it as prospecting, and see it as connection and support. 

How to Keep Making Calls During the COVID-19 Crisis w/Dale Archdekin

Despite all the uncertainties in the market at the moment, people still need to buy and sell houses, and if we conduct ourselves the right way, we could be the agents to help them proceed. How can we continue to make calls in such a sensitive time,  and is there a right way to handle our database’s anxieties? How do we know which contacts we should be nurturing during this period? On this episode, Dale Archdekin, Founder of Smart Inside Sales, shares how to keep making calls during the COVID-19 crisis. 

 

Don’t be tone deaf to people’s fears right now: we have to be sensitive and empathetic. -Dale Archdekin

 

Takeaways + Tactics 

• While we have to keep reaching out, it’s important we don’t come across as tone deaf. Be mindful of the challenges people are facing and speak with empathy.
  
• If an important announcement has just been made, go ahead with calls but offer to call back in a week or two with an update on the market. People are most anxious immediately after an announcement, so call them again in a few days, when their stress levels have stabilized somewhat.
  
• Ask potential clients if the only reason they’re hesitant to buy or sell now is because of the current pandemic. If we know they’d be willing to go ahead with a transaction if not for COVID-19, we can keep nurturing a relationship with them in the meantime.

 

At the start of this episode, we spoke about the importance of adapting our scripts to be as empathetic as possible during this time. We also discussed why it’s so important to stay productive during this period if we want to ensure our future in the industry.

 

On this episode we discussed:

• Why the current situation will make or break real estate professionals
• The importance of building rapport with our database now
• How to avoid pushing people into a business conversation

 

Guest Bio- 

Dale Archdekin is the Founder of Smart Inside Sales, a coaching and training company serving residential real estate agents and brokers. As former Director of Lead Generation for a top-5 Keller Williams Realty mega team, Dale was instrumental in more than doubling the team’s sales to over $200 million in just 3 years. Dale has been a residential real estate salesperson for close to 10 years now. He lives in Philadelphia with his wife, who is also a residential real estate agent with close to 10 years of experience, and their two amazing kids. Dale and his wife invest in real estate as well and real estate is their main vehicle for their retirement planning. 

 

To find out more about Dale, head to:

Smartinsidesales.com 

You can also email him directly at dale@smartinsidesales.com

Understanding The Shift That Has Happened

In a time of widespread confusion, concern and fear, it can be hard to put a finger on what has really shifted and changed, and how to respond to it.

What has really happened and what should we be focusing on in response? How does where we are impact how our clients will act and make decisions? 

On this episode, we talk about what the shift that’s taking place is actually a sign of, and what we need to do to win in this space.  

 

The key to developing and sustaining a good real estate business through turmoil is being the professional who brings certainty back into the conversation. -Greg Harrelson 

 

Takeaways + Tactics 

• If you’re hearing people’s legitimate concerns as objections, you’re going to come across as ‘salesy.’ This won’t work in this market. 
  
  
• Things change quickly, and the way of communicating a week ago might no longer be relevant to the current concerns of consumers. 
  
  
• Learn how to shift your listening and your activity in order to be prepared for what’s happening in the market on this episode of The Level Up podcast.

How to Differentiate Yourself as an Agent and an Entrepreneur w/Richard Raspantini

The real estate industry attracts a huge number of hopefuls each year, but the trick to being successful lies in differentiating ourselves from the crowd. How can we distinguish ourselves from the sea of cold-calling agents and build great relationships with clients when we’re new to the industry? Is there a secret to setting ourselves apart as great employers and how can we retain top talent on our teams? On this episode, President and Owner of HomeSmart Premier Living Realty, Richard Raspantini. shares how to differentiate ourselves and have lasting success in the real estate industry. 

 

To make a name for yourself in this industry, you’ve got to talk about real estate and invest in marketing. -Richard Raspantini

 

Takeaways + Tactics 

• Don’t be discouraged by being asked to call back later. Make a note of a more convenient time to call and act on it; at the very least, consistent calls can help us build relationships with potential clients. 
  
  
• Offer agents a no-fluff approach. We can attract top talent by having the right energy and maintaining authenticity and openness. 
  
  
• Help agents establish their own brands. We’re more likely to retain top talent by helping our agents develop themselves.
  

On this episode, we spoke about what separates successful agents from the rest of the crowd. We also shared insights on how to build an effective team with low turnover and spoke about the importance of building functional offices, rather than flashy ones.

 

On this episode, we discussed:

• Why marketing is non-negotiable for agents
• The importance of talking real estate whenever we get an opportunity
• Why we have to offer our agents more value than a high split

 

Guest Bio- 

Richard Raspantini is the Principal Broker, President & Owner at HomeSmart Premier Living Realty- the fastest-growing real estate brokerage in Long Island. He is also the owner of Goosehead Insurance Agency. Richard was named a Top Sales Agent every year from 2014 to 2018, and has reached Platinum Level Achievement. He prides himself on his no-fluff approach, and built his business organically by being authentic and passionate about helping others.

 

To find out more about Richard, head to:

https://www.linkedin.com/in/richardraspantini

www.HSPremierLiving.com

You can also call him on 917 716 9265

Or send him an email at rraspantini@hspremierliving.com

Send Richard a message on Facebook: https://www.facebook.com/richard.raspantini

How to Prepare for the Conversation about Reductions w/Jeff Quintin

No agent wants to have a conversation about reductions because they’re conflictual by nature, but it’s a good idea to be prepared for them. How can we protect ourselves from receiving all the blame when a reduction is required? What information should we be giving sellers upfront, and how can we maintain our credibility with the client? On this episode, team owner and agent at The Quintin Group at Keller Williams, Jeff Quintin, shares how to have the conversation about reductions. 

 

Price reduction conversations need to begin at the listing presentation. -Brendon Payne

 

Takeaways + Tactics 

• Don’t decide the price: As agents, we should be guiding the seller towards the most appropriate price, but it’s not our job to tell them an exact number. Give suggestions, but don’t take ownership of the price itself.
  
  
• Remind the seller that the market determines price. This isn’t about shifting the blame, it’s merely letting the seller know that the price depends on more than us. 
  
• Earn the right to reduce: If we want to reduce a price, we have to ensure we’ve been hands-on throughout the process. We lose all credibility if we suggest a reduction and haven’t been keeping in touch with the seller.

 

At the start of this episode, we spoke about why agents are so reluctant to have conversations about reductions. After acknowledging that these conversations are typically conflictual, we offered advice on how to approach and prepare for the topic with sellers in advance.

On this episode, we discussed: 

• Why we need to know what is - and isn’t - our fault
• The importance of mentioning potential reductions upfront with sellers
• When to advise a seller against changing the price

 

Guest Bio- 

Jeff Quintin is the Team Owner and Agent at The Quintin Team Keller Williams. Jeff has sold over 4000 properties in his career, and with a track record of selling over 175 properties a year, he’s known for being one of the most successful real estate agents in the United States. Jeff is also the host of “5 Best Time Hacks

That Changed Jeff Quintin’s Business Forever” Masterclass. 

 

To find out more about Jeff, head to:

https://www.linkedin.com/in/jeffquintinsuperteam

https://www.thequintingroup.com/agent/masterclass/

You can also find him on all social media at @jeffquintin

Email Jeff at Jeff@TheQuintinGroup.com

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.