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
Friday Jul 26, 2019
Friday Jul 26, 2019
More and more agents are focusing on building teams today. Are teams the only way forward in the real estate industry? Can we grow our businesses without having a team? On this episode, Lori Lentz-Widner and Lori Sorensen from the Harrelson Group discuss how they’ve boosted their business and built stronger connections with their clients- without having a team.
Record the conversations you’re having- there’s a difference between how think we sound and how we actually sound. -Lori Lentz-Widner
More and more agents are focusing on building teams today. Are teams the only way forward in the real estate industry? Can we grow our businesses without having a team? On this episode, Lori Lentz-Widner and Lori Sorensen from the Harrelson Group discuss how they’ve boosted their business and built stronger connections with their clients- without having a team.
Takeaways + Tactics
- While we may not need a team, we should consider hiring an administrative assistant. Small activities add up, and we’ll be surprised at how much time you save by passing the activities onto someone else.
- Connection is extremely important. To forge a bond with clients, we should speak to them as we would a family member and make sure we have their best interests at heart.
- We must respond to leads the moment we receive a notification. Responding immediately shows we’re the most efficient agent, and in the fast-paced world we live in, our clients will definitely appreciate it.
In this episode, we discussed the importance of dealing with clients the right way. We suggested paying attention to your tone when asking the questions, and shared how to create a comfortable environment.
We also discussed:
- The difference between how we sound and how you think we sound
- Connecting with buyers over the phone, before the call ends
- The importance of meeting face to face
While industry trends show so many agents gravitating towards teams, they’re not the only way to get ahead. We need to find someone who can handle the small activities we do daily, so we can spend more time on building connections. Ultimately, connections are the most important part of the business- and we should be treating all our clients like family.
Guest Bio-
Originally from Wisconsin, Lori Lentz-Widner moved to Myrtle Beach for college in 2000 and fell in love with the area. The Coastal Carolina University alum has gone on to manage specialty retail Fortune 500 companies, where she became a top performer and producer. Throughout her career, she’s excelled in providing excellent customer service and empowering employees to reach their goals. Lori prides herself on communicating with her clients every step of the way. From the initial interview, she listens to her clients’ stories and familiarizes herself with their wants and needs.
To find out more about Lori, head to:
http://www.c21theharrelsongroup.com/lori-lentz-widner/
https://www.linkedin.com/in/loriwidner/
You can also call or text her on 843 455 6159
Lori Sorensen is a Realtor at Century 21 The Harrelson Group. As a resident of Myrtle Beach, Lori is passionate about the area and enjoys showing her clients all it has to offer. Lori prides herself on providing exceptional service, and strives to help every family within a budget to attain their dream homes. Lori is a wife and a mom of 2 girls, and understands how stressful the home buying process can be- so she continually offers the best service possible to make the process go more smoothly.
To find out more about Lori, head to: https://www.c21theharrelsongroup.com/lori-sorensen/
You can also call or text her on 8435035880
Or email her at loriv@gmail.com
Thursday Jul 18, 2019
Thursday Jul 18, 2019
We hear so much about retaining clients, but not enough about how to keep great agents on our teams. How can you retain your agents? How can you show them your value as a leader? On this episode award-winning owner of Century 21 Results, Terry Swanson, shares how he’s shown his agents great value over the years.
See your agents as your clients. -Greg Harrelson
Takeaways + Tactics
- Research what works for your agents. Rather than allowing them to test all the waters of lead generation, try it yourself and guide them in the right direction. This, in itself, shows you as a person of great value.
- Control the experience your clients and agents receive. Hold champagne closings and create a festive atmosphere in the office. Doing this creates an unforgettable experience for your clients and elevates your agents in their eyes.
- Offer invitation-only privileges to your top producers. This is a great way to motivate your staff and to retain them once they’ve climbed the ladder of success.
At the start of the episode, Terry Swanson shared some of the steps he takes to bring value to his team. After elaborating on those, he explained how to keep making money while investing in your team.
We also discussed:
- When to re-evaluate your business model
- The importance of knowing who you are, as a leader
- Why you should get others to do the activities you don’t excel in
Agents are the most vital component of any real estate team, so it’s important to retain their services and cultivate loyalty. To do that, you have to keep offering them value. Offer privileges that not only motivate them to work harder, but also to stay with your company once they’ve achieved their goals.
Guest Bio-
Terry Swanson is the owner of Century 21 Results. Having grown up in Atlanta with two parents in the Real Estate and mortgage industry, Terry has always been drawn to the business. After creating Results Realty Services with his mother in 1998, Terry saw phenomenal success thanks to his focus on offering value to everyone involved. Today, the company is linked with Century 21, and it only continues to grow.
To contact Terry, call or text him on 770-789-5846
You can also find out more about him at: https://terryswanson.c21.com
Wednesday Jul 10, 2019
Wednesday Jul 10, 2019
A lot of agents shy away from lead generation, but it’s one of the best places to start in the industry. How can you focus on lead generation and let it take you to the next level? How can you build confidence along the way? On this episode, I talk with C21 agent John Senk to hear his advice.
Poor responses are just a response: don’t make it mean anything more than what it does. -Brendon Payne
Takeaways + Tactics
- Go out and hunt. Lead generation requires you to look for new clients every day. Accept that it’s part of the job and something you have to do.
- It’s okay to be scared. Use your fear to master one step at a time. If you’re uncomfortable going out as an agent or doing SEO, don’t force yourself to master it all at once. Start with one thing and then move on once you’re more comfortable.
- As you build a bigger database, you’ll become more confident. Focus on getting as many reps as you can. As you go along, your confidence will soar.
At the start of the episode, John explained why he got started in lead generation. He then shared his daily routine and mentioned that without repeating the steps everyday, he wouldn’t be where he is now.
We also discussed:
- Overcoming the challenge of monotony
- Not taking bad responses personally
- Why repetition is key
So many real estate professionals avoid lead generation because of its monotony and the possibility of being mistreated by the people on the other side of the call. The sooner you can accept it as part of the job, and something over which you have no control, the sooner you’ll be able to start working more effectively. Lead generation might not be ‘fun’ but it is a necessary part of the job. More importantly, it’s a part of the job that can boost your business tremendously, if done right.
Guest Bio-
John Senk is a real estate agent at C21 in Myrtle Beach, South Carolina. After starting in the industry by focussing on lead generation, John has seen great success in the time since then. John firmly believes in getting the job done no matter what, and strongly recommends all agents accept monotony and just work consistently.
To find out more about John, head to https://www.linkedin.com/in/john-senk-641b36124
You can find out about his listings and see his client testimonials at https://www.century21.com/CENTURY-21-The-Harrelson-Group-43541c/JOHN-SENK-4951055a
Wednesday Jun 26, 2019
Wednesday Jun 26, 2019
The world is becoming smaller by the minute, thanks to virtual communication and work opportunities. How can you grow your business by using online tools without creating a remote work environment that lacks engagement? Is it possible to build real relationships with your team members by using technology? On this episode, Executive Vice President of Century 21 NS Group, Robert D’Amico, shares how he’s built a strong team of 800 agents spanning 4 states.
Takeaways + Tactics
- Surround yourself with the right people who suit your company culture. You need to have supportive people in your business who can easily assimilate.
- Communication is key. Stay in contact with your team through social media, internal emails and videos of trainings. Communication is vital for a successful business, so use a range of platforms to stay in touch.
- Stay relevant regardless of distance by focussing on one region at a time. That way, you have a more localized approach that agents can better relate to.
We also discussed;
- Family-based businesses
- Building relationships while scaling
- Continual training of agents around the country
While social media has allowed us to be more connected than ever before, the option for working remotely always poses a threat to real engagement. No matter how easy it’s become for teams to work independently, it’s always important for management to maintain a presence. Remember to stay locally relevant. You may have a team that sprawls across the country, but keep striving to create a family environment.
Guest Bio-
Rob D’Amico is the Executive Vice President at the Century 21 NS Group. The group has seen tremendous success, and has a presence in over 40 locations. It’s also 800 agents strong, and crosses 4 states. Rob attributes a lot of this to building a ‘family tree’ concept at work, and on top of working alongside his cousin and wife, he feels that the company does so well because it strives to include all members in a family environment. Rob is a fierce advocate for using social media tools to communicate with his team, and stresses the importance of relationships to advance.
To find out more about Rob, head to: https://www.century21.com/CENTURY-21-North-East3287c/Robert-D%27Amico-214344a
Thursday Jun 20, 2019
Thursday Jun 20, 2019
Prospecting plays a big role in our business growth and success as agents, but many of us are put off by this part of our job. How can we change our mindset when it comes to prospecting? How can we have more valuable and successful conversations with new leads? What could incorporating automation into our prospecting process do for our business?
In this episode, Abe Safa explains what it took for him to go from 40 to over 100 transactions in three years, and how we can apply this to our own business growth.
Takeaways + Tactics
- When we are confident in conversation, both our interactions and results change in a way that positively impacts our business.
- When we use automation as an extension of our prospecting process, we can reach significantly more leads.
- The leads that we think are bad or dead leads often aren’t, we just haven’t called enough times to get them on the phone.
On this episode we discussed how Abe Safa went from 40 to over 100 deals a year after just three years in the real estate industry, as well as how he overcame his resistance to prospecting and significantly increased his business growth.
We also discussed:
- How confidence impacts business growth
- Using automation to reach more leads
- Making enough attempts on a lead
We are often resistant to prospecting, but it is a necessary part of our job as agents if we are to have any significant business growth. Preparation through listening to podcasts, watching videos, role playing and script mastering can make prospecting easier, and when we speak with presence and confidence our conversations become more valuable and successful. By using tools like automation as an extension of our prospecting process, we can spend more time talking to leads and less time trying to reach them. This increases our bandwidth and will take our business success to the next level.
Guest Bio-
Abe Safa is the Founder of and mind behind Contact Junkie, a software company that scales your business through technology. He grew up in New York and moved to the Myrtle Beach area to attend Coastal Carolina in 1988. Since graduating in 1991, he's lived there and has owned several successful retail stores. Abe started working at age 13, and has been selling or running businesses for over 34 years. He went from being a new licensee to having over 100 transactions per year. His business background and experience in negotiating and marketing, combined with his unique and precise analytical skills, leaves no doubt that he is a valuable resource. Abe loves to challenge himself and believes that life is all about growing and improving yourself and your community.
Email:
Friday Jun 07, 2019
Friday Jun 07, 2019
As new agents, it's critical to build momentum and generate business using the resources we already have. How can we authentically and effectively use our center of influence? How can we nurture our database? How can social media help us remain visible and relevant? In this episode, Dusty LaBossiere explains how the majority of his business comes from referrals and warm connections, and what we can do to become top producing agents.
Any agent who really wants to develop their sphere of influence should do so through passive advertising and staying top of mind through social media. -Dusty LaBossiere
Takeaways + Tactics
- We need to be highly organized and advertise ourselves in an authentic, regular and intentional way in order to nurture our database.
- New real estate agents who don’t have a lot of money to spend on advertising need to be consistently top of mind through social media. If you don’t have someone’s attention, you don’t have a shot at their business.
- If you have good relationships and are a likeable person, and you mix that with good work ethic and a good level of service, people will naturally gravitate towards you and want to work with you.
On this episode we discussed how we can generate more business from our centre of influence, and Dusty Labossiere explains how he turned his life around and became the top individual producer at Century 21 Results, Atlanta.
We also discussed:
- How to effectively nurture our database
- Why new agents need to use social media for business growth
- What we need for people to want to work with us
As a new agents we can get ourselves out there and build our database by using social media as well as our centre of influence. When using social media to reach potential clients, we need to be authentic, consistent and intentional. Being authentic in our professional and personal life and building relationships with people helps us grow and retain our sphere of influence. When we combine this with the underlying foundation of delivering good service, we can provide real value to people and generate more business.
Guest Bio-
Dusty LaBossiere is the Founder of the LaBoss Group and is a top producing individual agent of Century 21 Results, Atlanta. He was born and raised in Metro-Atlanta and is intimately in-tune with the ins and outs of his hometown market. In an industry that's constantly evolving, Dusty has a proven track record of providing outstanding client service regardless of who he is representing. In 2018, Dusty was Top Producer as individual agent out of 220+ agents at his brokerage. Century 21 Results was named #7 most productive C21 office nationwide. In the short three years he has been a full-time realtor, he has become the most productive agent at one of the most productive C21 offices in the country.
404.750.9236
Thursday May 30, 2019
Thursday May 30, 2019
Time and time again, we’re reminded that success comes from repeating steps. Which ‘boring’ steps should you continue to take? How can you stop thinking of your routines in a negative way? On this episode, we’re discussing why mundane, everyday activities are crucial for success.
If you want the highs, you have to do the boring things. -Matt Johnson
Takeaways + Tactics
- Following ‘boring’ routines is really a simple approach to mastery.
- It’s fun to create something new, but remember that a lot of our great ideas don't get brought to completion.
- There is the “doing”, and there's the “perception of the doing”
If you think about some of the most celebrated sports stars, like Tiger Woods and Michael Jordan, they often have something in common: committed, repeated activity. Even when they’re at the top of their games, they’re continuing to practice the steps that took them to the top in the first place. Don’t allow yourself to be put off by the banality. You’re mastering small steps, every single day.
Thursday May 23, 2019
Thursday May 23, 2019
Entrepreneurs in the real estate space often avoid certain lead generation strategies in favor of the one they use most often. Is the strategy used the most also the strategy most effective? Why are agents so inclined to keep doing the same thing, rather than trying new avenues? On this episode, we’re discussing why you need to change your story to see different results.
Takeaways + Tactics
- Pay attention to the story you’re telling. You must have an understanding of the narrative you share.
- Ask yourself if the story you’re telling is true.
- Question why you keep sharing a particular narrative. Chances are, you had a bad experience with it in the past.
Most of the time, the narratives we share are based on an experience we had with strategies in the past. If you had a poor experience with For Sale By Owners, for example, you’re likely to avoid revisiting the situation. Learn to identify when you’re generalizing and perpetuating a negative narrative. You have to change the story to change your results.
Thursday May 09, 2019
Thursday May 09, 2019
Real estate is a relationship-based business, and we can use technology and professional development to increase and improve the success of our business. How do we create a mutually beneficial environment where we grow as a company and our people also experience personal growth? How do we make technological advancement work for us rather than against us? Why should we invest time and resources into training and coaching for our people? In this episode, Century 21 CEO Mike Miedler discusses why he focuses his attention on training and coaching, and how we should embrace using technology in the real estate industry.
It’s about understanding the hopes, fears and dreams of our agents and brokers so that we can help them be better with their business. -Mike Miedler
Takeaways + Tactics
- If someone is representing our company well, and we are helping them with their growth, then they are likely to be a great advocate for our brand.
- We need to embrace technology so that when we are inevitably doing business at a lower margin, we are also dealing with higher volumes. This ultimately increases revenue, profitability, and income.
- By pushing people forward and giving them the right training and coaching, people can internalize the process, execute it in the field and increase their productivity and profit.
Want to Know Where Greg Harrelson Gets His DATA?
Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/
We also discussed:
- What makes someone a great advocate for your brand
- Why we should embrace technology
- How training can increase productivity and profit
As business owners, we should be focused on growing our company in the best ways possible. The people in our company are key to this, and by providing the tools and systems they need to reach their goals, we are in turn reaching our goals as leaders. Technology plays a big role in business today, and we need to embrace this in the real estate industry so that we can be more productive and serve our client base effectively.
Guest Bio-
Mike Miedler is the President and CEO of one of the smartest, boldest, fastest and largest real estate companies in the world: Century 21. Mike has more than 20 years of experience with the Century 21 brand in various roles. He is a leader in residential and commercial real estate franchising, brokerage, and management, and understands the important role the international markets play in expanding the brand and the system’s growth opportunities. Mike can connect you with local experts anywhere on the planet if you need insight, trends, excellent customer service, flawless execution or just simple advice for any type of real estate transaction. He specializes in people and helping them achieve their goals. https://www.century21.com
Thursday May 02, 2019
Thursday May 02, 2019
Real estate agents have been concerned about commission compression and the idea that they’ll eventually be replaced. If we stop listening and observe what is actually happening, we will see that the main concern lies in referral fees cutting into our net profit. Why don’t we have to worry about commission compression? What can we do to offset the shrinking effect referral fees have on our profit margins? How can a tool like Contact Junkie help us acquire our own leads?
In this episode, Greg Harrelson and Matt Johnson discuss ways in which we can increase our net profit margins when referrals are cutting into them.
While you’re accepting leads from someone else’s faucet, you must also create a faucet of your own. -Greg Harrelson
Takeaways + Tactics
- Agents need to increase some of their outbound lead generation strategies to make sure that they’re adding deals to the mix and netting a higher margin.
- By doing our own marketing and figuring out how others are generating leads and taking them in-house, we can start to generate leads at a lower cost than what we’re paying for them.
- We have to stop taking for granted that our center of influence loves us so much that they are going to be loyal to us forever. We must continuously give value to them.
It’s not commission compression that’s digging into our net profit. It’s the increasing amount we pay for referrals, and the increasing proportion of transactions done with a referral fee. In order to increase our net profit, we need to generate more of our own leads and pay less for them than what we pay in referral fees. Increasing outbound lead generation strategies, doing our own marketing, and consistently giving value to our existing database are ways we can grow our personal lead database and make more profit.