Featuring masterminds with real estate leaders, coaches and influencers PLUS eye-opening strategy sessions with up-and-coming agents. Past guests include Hoss Pratt, Michael Reese, Rick Davidson, Danny Morel, Pat Hiban, Jeff Cohn and many more!
Episodes
Thursday Feb 20, 2020
Thursday Feb 20, 2020
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:
https://www.livefargomoorhead.com/
https://www.hatchcoaching.com/
https://www.linkedin.com/in/erikhatch1/
And for his book, head to www.hatchingleaders.com
Thursday Feb 13, 2020
Thursday Feb 13, 2020
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.
Thursday Feb 06, 2020
Thursday Feb 06, 2020
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.
Thursday Jan 30, 2020
Thursday Jan 30, 2020
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
Thursday Jan 23, 2020
Thursday Jan 23, 2020
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.
Thursday Jan 16, 2020
Thursday Jan 16, 2020
There are a lot of moving parts in a franchise business, so it’s important for franchisors to assist their franchisees in any way they can. How can we help our franchisees to see better results, and why is it important to check in with them regularly? Why should we know each individual franchisee’s visions for success?
On this episode, author and founder of 1st Class Real Estate, Rhyan Finch, shares how to run a successful franchise business.
Measure everything and know your numbers. -Rhyan Finch
Takeaways + Tactics
- Help save time and energy for franchisees by offering them training and resources. By assembling lists of the right information, we can speed up their success.
- Measure everything. It’s impossible to run a successful business without knowing the numbers, so be sure to check in with franchisees regularly.
- Vision is vital, so help cultivate it. By assisting franchisees in defining their idea of success, they can better serve their own needs and ultimately, bring more success into the franchise on the whole.
On this episode, we discussed why we need to focus on helping our teams reach their goals, in order to achieve our own. We spoke about how helping others increases our chances of success, and explained why entrepreneurs need to define their purpose.
We also discussed:
- Why being open to adapting is crucial in real estate
- The importance of knowing what motivates our franchisees
- How a transparent work environment fosters successful results
Guest Bio-
Rhyan Finch first entered real estate in 2006, and through trial, error and adaptations, today he is the broker, owner, and founder of 1st Class Real Estate & leader of The Rhyan Finch team. He is also the author of Explode: The Proven System To Sell 500 Homes A Year While Keeping A Balanced Life.
For Rhyan’s book, head to: https://www.amazon.com/Explode-Proven-System-Keeping-Balanced/dp/1514239213
You can also find out more about him on
https://www.1stclassrealestate.com/
https://www.linkedin.com/in/rhyan-finch-0599405/
And finchteam.com
You can also email him on rhyan@1stclassagents.com for more information, and call him on 255 504 4636
Thursday Jan 09, 2020
Thursday Jan 09, 2020
As we enter 2020, we decided to take a look back at our show this past year and highlight an episode that we found important and our audience enjoyed. Here’s an episode from this past summer that showcases the drive of some of the young talent in our industry and what it takes to succeed.
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 private message on Facebook: https://m.facebook.com/anthony.velazquez.92754397
Thursday Jan 02, 2020
Thursday Jan 02, 2020
The real estate market is currently in the space between a good market and an inevitable downturn, and this can be a scary time to be a new agent coming into the industry. However, downturns are actually a good time to get into the business. What are the most important skills new agents need to have during this time? How can teams help new agents transition into the industry more smoothly? On this episode, broker/owner Aaron Fox, shares on leadership lessons he learned from coming into the business during the downturn.
If you’re not budgeting, setting up a business plan or working in the right environment, you’re not going to be successful. -Aaron Fox
Takeaways + Tactics
- The downturn forced agents to go the extra mile to retain clients and get referrals. We learned better skills and improved our services, and this is why downturns can be the perfect opportunity to gain market share.
- Offering a compelling value package to agents is what will help us attract the best talent to our teams. The things that make an impact to our value package is environment, services and compensation.
- Being a team leader with experience as a top producer bring a lot more value to the table, and it allows us to lead not from a place of philosophy, but from experience.
At the start of the show, Aaron shared how he got started in real estate and transitioning from the corrections department. We talked about how Aaron was able to build a business throughout the downturn, the importance of building and working in a good environment, and the power of being a team leader with a background as a top producer. We also discussed what makes so many people fail out of real estate.
We also discussed:
- The power of taking a leap of faith
- Why coming into the business during a downturn was a blessing in disguise
- Going from producer to leader
Guest Bio-
Aaron is a Broker, Landlord, Investor and Owner of The Fox Team. His team has successfully represented buyers and sellers throughout Michigan with their wide span of real estate expertise. They are uniquely qualified to represent buyers and sellers of foreclosed properties, as well as in town and country estates. Aaron also has the skills and insight necessary to expertly represent buyers and sellers of income and investment properties. Most importantly, whether buying or selling, the Fox Team agents are well-qualified facilitators, skilled negotiators and trusted advisers. For more information, visit https://foxteam.c21.com/ or call/text 517.404.050.
Thursday Dec 26, 2019
Thursday Dec 26, 2019
Success starts with us as individuals, so to see great results in our businesses, we have to achieve self-mastery by nurturing ourselves from the inside out. Does our diet impact our productivity levels, and how can exercise affect our performance at work? Could we be jeopardizing our success by not getting enough sleep? On this episode, team leader Adrienne Lally and broker Attilio Leonardi from Team Lally, share how to achieve self-mastery.
Your business will only grow to the extent you do, so you have to master yourself. -Attilio Leonardi
Takeaways + Tactics
- Eat healthy. Without the right fuel, our energy diminishes and we see a direct impact on our ability to effectively connect with clients.
- Exercise everyday. Being active refreshes us and boosts energy.
- An effective morning starts the night before, so don’t neglect sleep. Create a relaxing environment for sleep to ensure the best quality of rest.
On this episode, we discussed how mindset impacts our success. We shared that leaders should be creating an environment where every team member feels comfortable voicing their concerns, and urged leaders to be open to criticism.
We also discussed:
- How to create more successful habits
- Strategies for better sleep
- How to establish effective morning rituals
Guest Bio-
Adrienne Lally is the President and co-leader of Team Lally of Keller Williams Honolulu. Since 2007, Adrienne has grown her team to be one of the most renowned real estate teams islandwide. She’s been named one of the Top 100 Realtors by Hawaii Business Magazine 6 years in a row, and her team is the recipient of countless awards. Adrienne is a former Army veteran, and much of her business has come from military families. Together with her business partner, Attilio Leonardi, she hosts two real estate talk shows on Saturday mornings - one at 8am on KAOI AM1110 Maui, and one at 11am on KHVH AM30.
Attilio Leonardi is a Realtor and Broker at Team Lally. His first success in real estate came at the age of 19, when he purchased a 4-bedroom house in his freshman year at the University of Arizona and rented rooms out to his friends. Since then, he’s worked as a rock band manager, been in door-to-door sales, and today, he’s a million dollar producing real estate agent. Attilio co-hosts two real estate talk shows on Saturday mornings with his business partner Adrienne Lally.
To find out more about Adrienne and Attilio, visit: www.teamlally.com
Authors mentioned on this episode:
James Clear
Brené Brown
Patrick Lencioni
Thursday Dec 19, 2019
Thursday Dec 19, 2019
Often, the thing holding us back as agents are the lies we tell ourselves, whether it be the type of agent we should be, or why we need to stop thinking we’re different from more successful real estate professionals. On this episode, we discuss this mindset and how to change our way of thinking.
We have to stop buying into myths. These lies are what we tell ourselves to feel better for not taking the next step and getting out of our comfort zones. -Greg Harrelson
Takeaways + Tactics
- Stop thinking we have to choose between being salespeople or relationship people. We need to be versatile salespeople who can relate to clients easily.
- Don’t assume more successful agents are ‘different’ from us. Everything is attainable, we just have to be willing to put in the same effort as successful agents.
- The idea that successful agents spend more time working is a myth. Effective agents work smarter, not harder.
At the start of this episode, we discussed how agents lie to themselves about prospecting. While a lot of agents say they don’t enjoy prospecting, most of the time they’re just uncomfortable making calls because they aren’t sure what value they bring.
On this episode we discussed:
- How to find out our unique value
- The exit strategy lies agents tell themselves
- Why we lie to ourselves