Level Up - From Agent to Entrepreneur

ISA's, Lead Routing & Secrets to Lead Conversion w/Andrew Fogliato

Thanks to Facebook advertising, we can go straight to the masses without forking out a lot of money. What are some of the biggest mistakes we make with our ad targeting and response? How do we create a process that leads people from cold lead to a booked appointment using ads and opt-ins? What kind of ads actually generate quality leads?

On this episode, Facebook ad expert, former agent, and founder of Just Sell Homes, Andrew Fogliato shares what is— and isn’t— working in advertising and lead conversion today.

 

Provide as much value as possible in the ad, and overdeliver on your promise. -Andrew Fogliato

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

• If you have an unsubscribe list, upload those names to Facebook and run ads to them.
• Having a secondary offer on your "thank you" page can be highly effective, but it needs to be set up correctly.
• ISAs make shouldn’t go too fast to the close. Their goal on first contact is to get answers to easy, open-ended, low pressure questions.

 

At the start of the show, Andrew shared how his agency got started and how he expanded his own real estate experience. Next, we talked about how the changes made to Facebook have affected targeting, and some of the mistakes people make with targeting. Andrew shared some tips and insights, including the power of a secondary offer and the best questions to ask a cold lead.

We also talked about:

• Lead routing and why it’s such a big deal
• The best offers for getting someone to book a call or appointment instantly
• How to market and retarget to your unsubscribe list

 

The "Holy Grail" for agents is a Facebook ad and a system that effortlessly leads people down the process of going from a cold lead, to a motivated prospect, and a call or appointment. The secret to this is giving a lot of value from the beginning, and actually marketing on the consumer’s biggest pain points. We can boost this by adding secondary offers to our opt-in pages, and being strategic with the highest value assets we have in our listing packages.

 

Guest Bio-

Andrew is the founder of Just Sell Homes and a speaker and marketing expert. He founded his agency in 2015 with the intention of helping real estate professionals get real results from their online marketing efforts. Go to http://justsellhomes.com/ for more information.

How to Get Off the Commission Hamster Wheel w/Krisstina Wise

Real estate gives us the capacity to make a lot of money, but so many agents find themselves broke. What are the money laws that govern how it flows in our lives? Is the answer to getting off the commission wheel as simple as making more money and getting more deals? What are the building blocks of a healthy money mindset and healthy money practices? On this episode, coach and real estate mogul, Krisstina Wise, goes deep on how to build wealth and shares strategies that will make money a positive tool in our lives.

 

Money is a mindset. If we have a negative connotation with money, it will have a negative ripple effect. -Krisstina Wise

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

• One of the first ways we get off the hamster wheel is getting rid of the payments that are going to banks and learn to become our own bankers.
• Two bad money mindsets: 1. Not feeling good enough, which leads to struggling to earn. 2. Earning a lot, but not feeling worthy which leads to self-sabotage.
• Treat savings as an expense, because they represent a future expense.

 

At the start of the show, Krisstina shared her own journey and on how she overcame her financial issues and changed her mindset. She talked about why good health is the first wealth building activity we need to prioritize. We also talked about the two money mindsets and how they lead to difficulties. We also talk about how to become your own banker and limit your consumer debt.

We also discussed:
- Why intermingling your business income with your home income is a big mistake
- Why people are over leveraged in the wrong places and how to fix it
- The different categories of expenses and payments

 

The truth about money is there are consequences to not following its laws. We don’t win the game by working hard and getting the next commission. We win the game by changing how we see money and how we use it. First, we have to make sure we have positive connotations of money. Then we have to be mindful of where our money actually goes. It’s important to put away money for tax first, and money for our future selves (savings). The true secret to building wealth and getting rich is how we manage money in your household account. Consumer debt and unnecessary payments sink us, while good financial practices build us up.

 

Guest Bio-

Krisstina Wise is a real estate mogul, Millionaire Coach, and creator of several multi-million dollar businesses including Goodlife Luxury, The Paperless Agent and most recently, WealthyWellthy. She is also an international speaker and the award-winning author of the Amazon Best-Seller Falling for Money, a romance novel for your bank account. Named one of the 100 Most Influential Real Estate Leaders in the country, she has been featured in USA TODAY, as well as by Apple, Contactually and Evernote for her creative leadership with emerging technologies. Go to https://www.goodlife.luxury/ and www.wealthywellthy.life. You can can also connect with her on LinkedIn.

How to Build a Single-Agent Business Where Clients Come to You w/Ricky Carruth

Clients can tell when an agent is all about the deal, and they get completely put off by it. How do we switch from a transactional mindset to a relationship-based mindset? How can we effectively nurture people who aren’t buying or selling right now? How can we build a business that can survive any shift? On this episode, Ricky Carruth shares how he found opportunities in market crashes, developed his value, and built strong relationships.

 

It doesn’t matter what the market is doing. It’s about people, and if you understand that concept, you’re going to win. -Ricky Carruth

 

Takeaways + Tactics

• The only way to consistently get to 100 deals a year as a single agent is to build a base of relationships.
  
• Every prospect you connect with represents 10-20 deals over your career.
  
• Consistency is king— Ricky has sent a weekly email to his database since 2007.

 

At the start of the show, Ricky shared how he began in real estate, some of the mistakes he made and the valuable lesson he learned about market shifts. Next, we talked about how Ricky nurtures his database and his system for staying in touch. Ricky also shared how he’s scaling himself through coaching.

We also discussed:

• The relationship mindset vs. transactional mindset
• How to show clients that you are reliable and professional

 

Our unique value is the service we give to people, not the product we sell. Instead of focusing on the deal, we should pay more attention to how strong our relationships are. This is achieved through information and communication. Our job is to connect with people, leave a lasting impression, and have systems to stay relevant and in front of them. Ultimately, consistency is the special ingredient. By constantly communicating, you show people that you are reliable, hard-working, knowledgeable, and professional. That will always make you the natural choice over other agents.

 

Guest Bio-

Ricky Carruth is an agent and real estate coach. He has built an incredible real estate business based on the core values of creating strong relationships and being a servant to others. Now, he wants to give back to the real estate community by helping new and experienced agents who want to take their business to the next level and beyond. Go to https://zerotodiamond.com/ for more information or to get in touch.

How To Be the Authentic Leader Your People Need

As we go from agent to entrepreneur, it’s easy to burn out from all the things we need to do and be. How does this connect to playing the role of a leader? How can you lead at a high level while being who you are vs. who you think you should be? Why is it so exhausting to try and adopt someone else’s leadership style? On this episode, we talk about the importance of being ourselves as leaders to avoid burning out, and to attract the right people into our world.

 

When you change yourself to appeal to a bigger group, it’s more tiresome than being who you are in a smaller group that fits your personality. -Greg Harrelson

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

• Don’t create an identity just because that’s who you think you need to be to impress people.
• In order to pull off authenticity, we have to be willing to be vulnerable.
• Authentic leaders attract the right people, while inauthentic leaders attract a lot of people. In the end, the people who stay with you are the ones who accept you and thrive around having a leader like you.

Some leaders put on some sort of act based on what they think is necessary in order for their people to accept them. The issue is, wearing that mask and having to constantly put on that act is tiresome. We’ll get burned out and end up with the wrong people in our world. What we need to do is lead with who we are, instead of guessing who we are supposed to be. What’s more impressive than playing a role is being you. Even if you’re flawed, people appreciate authenticity.

How to Monetize Your Social Connections: The New World of Real Estate w/Jared James

 

Many of us are missing out on opportunities for business because of how our approach to social media. How are agents failing to execute on today’s marketing requirements? How do we win at social media and combine the ease of online communication with the power of face-to-face relationships? With all the focus on the online relationships, why is it still so important for our offline relationships to be on point? On this episode, real estate coach and marketing expert, Jared James, shares why our business relationships shouldn’t just exist online.

 

The people who are winning today are the ones who aren’t ideological. They aren’t pro- or anti- social media, they are just pro-people.  -Jared James

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

• The thing that keeps most entrepreneurs from really growing is lack of focus.
• Commit to change. Understand that when you're learning to sell through social media, you're not going to be good at it right away.
• Visibility trumps ability. People are looking for agents online, so we must be easy to find.

At the start of the show, Jared shared how he got started as an entrepreneur, and how his agency helps real estate professionals. We also talked about what gets in the way of the success of entrepreneurs, and why we have to seek focus.

We also discussed:

• What it takes to get ahead in the social media game
• Why our face-to-face relationship building has to be really good
• The importance of understanding the lifetime value of a client

 

Our online conversion rates are low because we haven’t grasped the fact that even leads we get on the internet are still human beings who want human interaction. Social media is just where we find people and where the relationship starts. The platforms are just the way we get in front of people, and start the dialogue but what worked before still works. When someone wants to further the relationship with us the person-to-person interaction is still crucial. The average real estate person is marketing in a way that is different to how they act as consumers and that’s why we’re not meeting our full potential.

 

Guest Bio-

Jared James is a professional speaker, author, coach, marketer and entrepreneur.  He is a sought after Keynote Speaker and trainer who has earned a reputation among many people as the "why guy" due to his understanding of why people do what they do and how to get them to change their behavior. Go to https://connectwithjared.com to get in touch or learn more.

The Power of Being a Connector and Maximizing Opportunities w/Justin Helmus

Leaders constantly have to put themselves in a position to spot opportunities. How do we set ourselves up for this? How do we lead by example in a real way? What’s the difference between being pulled to a position and pulling a position to us? On this episode, “30 Under 30” agent and broker owner, Justin Helmus, shares how he balances production and leadership, and talks about the power of being a connector and an example for others.

 

 

Connecting people, no matter what, if it’s on the selling side or the managing broker side, is absolutely the foundation. -Justin Helmus

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

• Whether you’re selling or on the leadership side, relationships and connecting people are crucial.
  
• People don't do what we SAY, they do what we DO.
  
• Great leaders get pulled to a position. They don't pull a position to them.

At the start of the show, Justin shared on transitioning from an indie agent to working within the franchise system. We also talked about the value and power of being an example to our people, as well as Justin’s plans for the future.  

 

We also discussed:

• The importance of connecting people and building relationships
• How passion pulls you to the right position
• Why growth happens outside of your comfort zone

 

When we build out an organization with a razor sharp focus, remain clear on what is expected, and our people validate it by following what we do, it makes everything else so much easier. Ultimately, who we are as a leader translates to who the agents are and what they can do.  

 

Guest Bio-

Justin is the Broker/owner at Berkshire Hathaway Home Services Florida Properties Group. Go to clearwaterrealestatesales.com for more information.

Responsibilities of a Leader: What's Your Competitive Edge?

Leadership is clearly valuable, but there’s a lot of confusion as to what that value actually is. What is that ultimate thing we can deliver to our agents that will make them produce at a high level and stick with us in the long run? What are the some of the value-adds that people will be looking for as we step into a leadership role? Do people’s expectations of us change over time? On this episode, we talk about how we can add value as leaders and find the balance that meets the needs of our team and our bottom line.  

 

They stay because they want to be part of a tribe and something bigger than all the systems. -Greg Harrelson

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

• People come for the systems and leads, but they stay for the leadership and value we provide to improve and transform their lives.
• The higher the commission split, the lower the services offered to the agent.
• Accountability isn’t something people will say they want up front, but they do expect it from us.

 

Technology may be making it easier to build a team but, ultimately what will attract and retain good talent is leadership. It’s as valuable now as it was years before. Leaders truly impact their people when they become a part of their transformation and by being an example of someone living the life they want.

6 Ways to Intentionally and Strategically Upgrade Your Relationships To Eliminate Failure & Generate Success w/Kurt Francis

 

As we go from agent to entrepreneur one of the things we tend to overlook is the importance of the people we surround ourselves with. How do we go about zeroing in on and building relationships with people we admire and look up to? What process can we follow to get into the orbits of these people? Why is it so critical to take the step of cutting off relationships that don’t serve us anymore? On this episode, Kurt Francis shares on the value of our relationships and building the right ones.

 

 

You have to be willing to a price to identify and establish relationships with the right people. -Kurt Francis

 

Takeaways + Tactics

• When you model yourself on someone you admire, draw the line at losing your own uniqueness.
  
• Our successes and failures have a lot to do with who we spend our time with.
  
• Limit associations with certain people because if you say yes to hanging out with them you’re saying no to the people you really need to build a relationship with.

At the start of the show Kurt shared on his work and the value of charging more for coaching. Next we talked about the process you take to start developing relationships with people you admire. We also talked about the necessity of limiting or even cutting off relationships with people who aren’t serving us.

We also discussed;

• The value of finding a hero who has the life you want, not just the business
• Why building valuable relationships isn’t free

 

95% of our failures and successes in life are due to the relationships we have. When we actually seek out the right people and get into their space, the benefits of that relationship are endless and far-reaching in our lives. In order to successfully get into relationship with these people we must first decide who we want to become, and then identify 3 people who have those attributes. After that, it’s necessary to get into contact with them and most importantly, we need to remove the relationships that aren’t serving us anymore in order to attract more of what we do want.

 

Guest Bio-

Kurt Francis is the Chief Invigorator of KF Invigoration and co-founder of My Epoch Challenge, Professional Speaker, Consultant, Business and Life Coach and Certified Trainer for the One Thing. Go to https://www.kfinvigoration.com/ for more details. If you’re an agent or broker, go text MER to 31996, or if you’re interested in personal development coaching, text 99 to 31996.

 

Old School vs. New School Strategies w/Jeff Quintin

 

Real estate has shifted tremendously over the last two decades, resulting in the idea that certain strategies are “old school” and others are new. What are some of the key distinguishing characteristics of each group? What can both old school and new school agents learn from each other? What old school strategies do we still need to utilize today? On this episode, Jeff Quintin shares what he learned in real estate years ago that younger agents can benefit from today.

 

 

The old school way of knowing what to say, how to say it, and getting in conversation with someone is not going away. -Jeff Quintin

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

• The old school used to teach their agents. New school is just feeding them.
  
  
• We’re capturing people earlier in the process but that doesn’t necessarily mean the volume of real leads is higher.
  
  
• If new agents can learn the scripts while developing the work ethic to understand the market, they will succeed.
  

 

At the start of the show, Jeff shared on how he got started and we talked about what the average day as a real estate agent looked like in the 1990s. We also talked about some of the key differences between old school and new school, including structure and lead generation. We also discussed why not having a work ethic is a cause for concern as we prepare for a market shift.

We also discussed:

• Why there really aren’t more leads on the market than before
• The importance of being a market expert
• What a new agent needs to be able to do to get to 30 homes per year

 

Old school real estate is more about human interaction, while new school is more about technology. There is a way to marry both and come out as a winner in the industry. The old school work ethic is as necessary now as it was then, in addition to learning the scripts and knowing the market and inventory very well. If we know what to say, put the time into prospecting each day, and become familiar with the marketplace, we’ll be well-equipped to succeed.

 

Guest Bio-
Jeff is a Realtor and the team leader of The Quintin Group. Go to https://thequintingroup.com/ for more info, or email Jeff@TheQuintinGroup.com.

Next Level Leadership: Allowing Yourself to Be Leveraged

 

The conventional view of leverage is that we delegate the things we don’t want to do. However, this is a flaw that sets us up for disaster. How can we carry out leverage in a way that creates value in our organization for years to come? As we move up the entrepreneurial ladder what needs to shift about the way we look at leverage? On this episode, we go deep on a new way of looking at leverage and how it actually brings more value to us and the people we work with.

 

 

There’s something way more important than leveraging others, and that’s having others leverage you. -Greg Harrelson

 

Want to Know Where Greg Harrelson Gets His DATA? 

Click here:
https://www.colerealtyresource.com/landing/realestatesalessolutions/

 

Takeaways + Tactics

• We could leverage one person to do the things we don’t want to do, or we can be somebody that’s highly skilled and allow others to leverage us.
  
• We shouldn’t swing the pendulum so far that we’re delegating too many things. At a certain point, we stop being valuable leaders.
  
• If we focus on leveraging others, we care about ROI. If we’re focused on people leveraging us, we’re focused on ROT (return on time).
  
• Allow people to observe what we are really good at. In turn, they will go higher in their own production, which gives you more profitability for longer.

If we think about trends like building teams, expansion, and scaling, leverage is very significant to these things. Yet, the way we leverage is very important. It’s supposed to be about multiplying our effect and impact, not just getting things off our plates. There are things we are really, really good at. We need to let people leverage those things from us. Let them shadow you, learn from you and leverage the skills, talents and mindsets you give them. That way you will create a chain of value and profitability that goes many levels deep in your business.