Level Up - From Agent to Entrepreneur

The Journey From 400+ Deals to 1,000 and Beyond w/Kyle Whissel

A company’s success is about more than the models; it’s all about the leadership. What do you need to do as a leader to make success inevitable? What are some of the systems and levers that are important in the growing your business to 1,000+ deals? What are some of the key values that need to be in place? On this episode, we talk with the leader of San Diego’s #1 real estate team, Kyle Whissel, about breaking through the 400 deal point and beyond.

 

 

If you have a solid staff, you’ve really built a business-- not just an agency. -Kyle Whissel

 

Takeaways + Tactics

• When you have a solid staff, you can always plug people in and out. It’s not the end of the world if one person leaves, because the systems are always in place.

• It’s not just about culture. You also have to be clear on the value that you’re bringing, what you stand for, who the company is, and who the team is. 

• Doing follow-up calls on Sunday instead of Monday will really set you apart and put you miles ahead of the competition.

 

Want to Know Where Greg Harrelson Gets His DATA? 

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

 

At the start of the show, we talked about the importance of knowing your culture first so that you can hire from there. Next, we talked about why leaders have to invest in improving their leadership skills. Kyle also shared his open house strategy and how they developed it. Towards the end we talked about something a lot of agents don’t want to hear about expired leads.

We also discussed:

• The importance of internal culture
• Why building a business is better than just having an agency
• How to succeed with expired leads

The people that are quickly breaking through at the highest level are the ones that are taking every system and developing it at the deepest level possible. An agent might decide that a system isn’t really for them, but for an entrepreneur it’s not a matter of what you want to do. It’s a matter of finding an opportunity to jump in and capitalize.  

 

Guest Bio-

Kyle is the broker and owner of Whissel Realty which now has three locations throughout San Diego County. They’ve been recognized as the #1 real estate team in the county by The Wall Street Journal and the #5 team in the state by Trulia and Zillow. Go to https://www.whisselrealty.com/ for more information.

Check out Kyle’s Facebook group filled with high value tips, strategies and tactics from other agents, go to http://thewhisselway.com.

Be Right or Be Rich

 

Agents strive to get to the next level yet nothing holds them back like telling themselves they aren’t capable of certain things. How does this influence the kind of action we take? What impact does it have on our success? How do you move past this? On this episode, we talk about how to get out of your own way and stop proving yourself right.

 

You have to give up the labels that you’ve placed upon yourself. Get out of your box, and just make the attempts to do things you know will get you to the other side. -Greg Harrelson

 

Want to Know Where Greg Harrelson Gets His DATA? 

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

 

Takeaways + Tactics

• When you label yourself, everything you do will be colored by you trying to prove that belief right.
• If you tell yourself you can’t do something, you’ll never work to gain the skills in order to be good at it.
• If a label sinks in early enough or we repeat it often enough, it becomes part of your identity.

 

Whatever we believe is what we’ll subconsciously and consciously work to to prove right. Your belief in the label you place on yourself determines whether you’re going to be successful in that particular area or not. This doesn’t just affect our actions. It has a huge effect on our identities too, and that can be a huge issue. Ultimately, the healthiest thing we can do is believe that we are capable. Then we’ll work to prove it right.

How to Keep the Humanity in Sales & Find the Right CRM w/Wes Schaeffer

When it comes to picking a CRM, a lot of people choose a tool before they are even clear on what they want to accomplish. How can you determine what works best for you? How do you start to consolidate everything into one system? What mistakes are often made in this process? On this episode Wes Schaeffer, The Sales Whisperer, shares on how to improve our ability to have the conversations that increase sales.

 

Great marketing makes sales easy, but great selling makes great marketing possible. -Wes Schaeffer

 

Takeaways + Tactics

• In sales, our skill set is understanding human beings-- having empathy and the knowledge to go deep with them.
• At the bottom of the funnel, you’ll still need to reach people on the phone, get them in person, and then close the deal. No amount of AI and chatbots will substitute that.
• Before "plugging in" for the day, sit down with pen & paper and write down what you want to do. This will help you figure out the right CRM for you.

 

Want to Know Where Greg Harrelson Gets His DATA? 

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

 

At the start of the show, we talked about the importance of understanding your prospects and getting inside their head. We discussed the first step you need to take when you want to find the right CRM. We also discussed how to map out the sales process and where a tech tool would help.

We also discussed:

• The importance of controlling the pace of the conversation
• How sales and marketing fit in together

 

A lot of us approach CRMs the wrong way. We take any tool and try to make it fit our needs when we should figure out our needs first and then find the ideal tool. Detach from the tech, and start visualizing, and understand your process so that you know what you actually need. That way you will find something that actually works for you, not something that will just languish. Remember: you’re not going to magically sell more homes just because you have an amazing CRM.

 

Guest Bio-
Wes “The Sales Whisperer” Schaeffer is an author, speaker, inbound sales strategist, HubSpot CRM and Infusionsoft expert. As an entrepreneur and certified partner on HubSpot, Ontraport, and Infusionsoft, his team and helps people choose, buy, implement and optimize the correct tool for their business to grow their sales. Go to https://www.thesaleswhisperer.com/ for more information.

Making Connections, Not Just Contacts

With all the technology at our disposal, we have never been more disconnected as a society. This is having a real impact on our business as real estate agents. Why are meaningful connections more important than the volume of contacts? What are some ways to deepen the connection with a contact? How can you track your connections and come up with a good metric to measure them? On this episode, we talk about the importance of forming a meaningful connection with people, and how it benefits your business.

 

 

To get business, we have to make true and authentic connections with people. -Greg Harrelson

 

Takeaways + Tactics

• Clients are calling back the people they have the strongest connection with.
• The length of time between when you capture a lead and do business with them is a lot longer now, and a real connection will get you through that process.
• Don’t focus on the length of conversations-- focus on asking questions.
• Scripts can be very helpful, as they are filled with questions that lead towards genuine connections.

 

Want to Know Where Greg Harrelson Gets His DATA?

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

 

Beyond Contact: How to Leverage Video Content, Grow a Team & Strengthen Relationships in Your Sphere w/Pat Wattam

The strength of your relationships with your centers of influence can be the difference between being a top producer or a struggling one. How can you use your sphere for more than just getting business? How does video content deepen your connection with them? How can you maintain a team that feels like family while still having strong leadership in place? On this episode, Pat Wattam shares her winning strategies for leveraging your sphere of influence and leading your team.

 

People don’t want a slick production. They want to see you in your environment. -Pat Wattam

 

Takeaways + Tactics

• Centers of influence can be tapped into for many benefits in your business.

• Focus on making connections-- not just making contacts. Video content makes the strongest connections.

• Posting on your business Facebook page is standard, but you can also draw people into your content through your personal page.  

• When plans don’t get executed, it’s always the responsibility of the leader.

 

At the start of the show, Pat talked about how she got into real estate and how she has built up her database. Next, we talked about the power and importance of spheres of influence in your business, and why people don’t actually want slick hyper-produced videos. We also talked about why making contacts isn’t enough anymore.

We also discussed:

• How to be organized about video content
• Why video content is so crucial right now
• Why the leader always takes responsibility

 

With the amount of noise that’s out there in our market, focusing on making contacts alone just doesn’t cut it anymore. You need to make connections. Video content is a great way to do this. The platforms where we post this content become a type of search engine where people can learn more about you. If you’re lacking there, it’s going to be hard to get people interested in woking with you.

Generating Organic Online Leads by Reaching Top Spots on Yelp and Zillow w/Kimberly Sethavanish & James Colucci

 For a lot of agents, getting reviews and referrals is a challenge because they don’t know how to go about it. What are the things you need to do to ensure that people willingly and happily give you a review? What is a “mini-flip” and why is it a powerful way to generate leads? Is there an expiration date for asking someone for a review or a referral? On this episode, husband-and-wife duo Kimberly Sethavanish and James Colucci talk about their success with reviews and mini-flips.

 

If you make the process that much easier or enjoyable for them, they’ll write a review. -Kimberly Sethavanish

 

Resources-

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

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Takeaways + Tactics

• Simple fixes like light fixtures, paint, and opening up the layout can transform the whole house and raise its value.
• It's okay to ask for a review 6-12 months after the transaction. People get busy, and giving them time also allows them to forget the annoyances that might have come up in the process. They are more likely to remember you helping them into their dream home.
• Nothing makes someone want to give you a raving view like you going through the trenches with them.  
• Plant the seeds of the review beforehand, so when you ask them it’s not a new thing.

 

 

At the start of the show, Kimberly and James talked about the advantages of being a husband and wife team, and they explained their mini-flip strategy. They shared the kind of mini-improvements that can have an impact on the selling price of a home. Towards the end, they discussed their plans to get into flipping.

 

We also discussed:

• How Kimberly and James have become authorities in the home improvement space
• Whether it’s okay to ask for a review months after the transaction
• Home staging

The mini-flip conversation is a way to connect and communicate with homeowners in a way that’s valuable to them in the 6-7 years when they’re not listing their home. When they are in the place of buying or selling, you become their natural choice after forging that connection. When you want to become number 1 or 2 on Yelp! or Zillow, your clients have to feel like it’s more than just business. Build a deeper connection by being in the trenches with them.  

 

Guest Bio-
Kimberly and James are the founders of TEAM MODERN AGENT. Go to http://www.ksellsjbuys.com/ for more info. Email modernagentkj@gmail.com or call 707.787.7793.

Breaking Through the 50-Deal Ceiling w/Michael Higdon

Sometimes you reach a ceiling in your growth and struggle to understand why. How do you identify what’s holding you back so that you can address it and get to the next level? Why is it so important to maximize on the systems that are already in place? How do you figure out if your ceiling is being caused by a system or mindset? On this episode we have a conversation with Michael Higdon about overcoming your limitations.

 

 

It’s a lot easier to create within a system that you’re already using than to invent a new system. -Greg Harrelson

 

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.`

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

 

Takeaways + Tactics

• Most agents think too small when it comes to centers of influence, which limits the size of their database and their business.
• The best expireds are the ones from 2013, 2014, 2015-- but no-one is going after them.
• The goal is to convert a stranger into an acquaintance, and then turn that acquaintance into an advocate. Those advocates become your centers of influence.
• The person who fails the most is going to achieve the most.

 

At the start of the show, Michael shared about his business, where he is now, and where he wants to go next. We then talked about how agents limit themselves when it comes to their sphere of influence and how to increase engagement. We also talked about how to build authority in your area to expand your sphere of influence.

We also discussed:

• Why 5-year-old expired leads are golden
• Why failure isn’t as bad as we think
• How to develop your creative thinking

 

When we hit a ceiling in our results, our first reaction is to try and add something new. Instead, we should make sure we’re getting every little ounce of opportunity out the things that are already working in our favor. Dive into each pillar of your business and optimize it. Remember, success in real estate is not about the people you know-- it’s people that know you. In order to build that group, you need to be an authority in your market.

Guest Bio-

Michael is a Realtor at KW. To get in touch email michael@michaelhigdon.com or call 502.345.7698.

How to Keep People in Your Dashboard & Serve Them in the Exploratory Phase w/Beverly Ruffner

There are more people in the exploratory phase of buying real estate than ever before. Why is this frustrating and confusing for some agents? How do we shift our service so we can actually serve the needs of these people? How do we breathe life back into the segment of our database that has gone dormant? On this episode, Beverly Ruffner talks about the importance of information gathering on overload, and nurturing leads by giving people a reason to stay in your dashboard.

 

The only reason people don’t make a move is the opportunity is not meeting their expectation. If you can create the opportunity that meets their expectations you will have a sale. 

-Beverly Ruffner

 

Takeaways + Tactics

• Your CRM has to be able to filter and tag efficiently for you to be able to determine where people are in the process and what kind of service they need.
• The game right now is not about getting them into a property, it’s about asking what their needs are.
• A lot of agents don’t want to run across leads that aren’t ready to buy now because that means effort, work, and systems.

 

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

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At the start of the show, we talked about how technology has changed the buying process, and why you’re always competing against the next dashboard. Next, we talked about the importance of knowing where the prospect is in the process of buying. We also discussed where the reluctance to ask questions in the discovery phase comes from, and strategies for winning people over.

We also discussed:

• Why we need to get people when they are in the discovery phase
• Why our dashboards need to make sense to the consumer
• How to win the game with consistency

So much has changed through the years because of technology. The way leads are being generated is different. More and more people are introduced to the agent earlier in the space between “deciding to look” and “closing”. If we’re not adapting and understanding the types of conversations we need to have with these people, we’ll never convert them. It’s about doing what’s convenient for them, because that’s where the relationship comes in. It’s how we win at both the convenience game and the loyalty game.

 

Guest Bio-

Beverly Ruffner is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.facebook.com/balancebc for more information.

How to Turn Your Passion Into a Lead Generation Strategy for Your Business w/ Madeline Dobbs

Real estate agents can find themselves struggling to find a lead generation strategy that matches their personality and interests. How can you go about finding an audience for your interest? Why is educational content such a great way to solve problems, establish yourself as an authority and build rapport? On this episode, author, coach and agent Madeline Dobbs shares a unique, clever and authentic method for getting business.

 

 

The strategy is a much more authentic, and genuine relationship when you work together. -Madeline Dobbs

Takeaways + Tactics

• Start with your prospect’s needs and pains, and work backwards from there.

• Answer the questions they have, not the ones you wish they had.

• Teaching a course in a neutral location outside of your office makes the audience a lot more comfortable.

 

At the start of the show, Madeline talked about how she developed her course, and how focusing on the learning niche has served her business well. We discussed how this strategy actually brings in other waves of clients who don’t even watch her content. We then covered the importance of actually solving a pain for people.

We also discussed:

• How Madeline got authority and credibility from the university system
• Agent-to-agent referrals
• How to find your audience

 

In real estate, there truly are many great ways to generate opportunities and business. In the example of teaching a course, having ten 1-hour sessions with your prospective clients allows you to build a relationship and lets them consume your content. By “leading with the give”, the law of reciprocity kicks in, and you become an authority in their eyes. Business comes after that. When you combine authenticity with strategy or models, you’ll start to see amazing results.

 

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

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Guest Bio-

Madeline Dobbs is the founder of More Brandywine Valley Homes Team at Century 21 Emerald. She has a background in entrepreneurship and public speaking, and has leveraged those skills into a successful real estate business. Madeline is the author of How to Sell a House in 30 Days, and has developed courses for the public with the purpose of " demystifying the selling process". You can find more info at morebrandywinevalleyhomes.com

How Tech Companies Can Impact the Future of the Buyer Agent

Technology is causing so many great changes that it can be hard to keep up with it all. What can you do to avoid being negatively affected by shifts in the industry? Is there a threat of our commissions being decreased? What changes might technology bring to buyer’s agents, and how do we adapt to an industry moving so quickly? On this episode, we talk about how agents can prepare themselves for what’s to come.  

The experience we provide needs to not only be a “wow” experience, but a relevant “wow” experience. -Greg Harrelson

 

Takeaways + Tactics

• Real estate agents have to learn how to survive when there’s pressure on commissions.
• Right now, it’s better to have a smaller database with high engagement and high connectivity than a large database.
• Our primary value to the market isn’t negotiation-- it’s marketing and attracting the right types of buyers.

 

In the future, real estate agents might make less money, but this does not mean that the consumer is paying less. It means that the piece of the commission pie might get smaller because it’s being distributed amongst additional players. We’re progressing to a point where tech companies will have a bigger stake in real estate. There will constantly be new things coming in from technology companies that will make it easier for consumers, agents and tech companies to justify getting a small piece of the transaction. Agents will have to learn how to thrive when there’s pressure on commissions.

 

InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go.

Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level