Level Up - From Agent to Entrepreneur

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.

Amanda Todd on Expansion Strategies & Tactics, Consistency & Value

Scaling and expanding into new markets has its own unique set of challenges, but it also has many opportunities. What needs to be set up in your business in order to be expansion-ready? What values must a team leader must have to pull this off successfully? How do you go about generating leads in a market you aren’t actually in? What has to consistent across all iterations of the organization? On this episode, Amanda Todd shares on expanding into 4 markets successfully, while still being present at the hub office.

 

 

Make sure when you’re scaling that you have technology in place so that you can have local resources as well. -Amanda Todd

 

Takeaways + Tactics

• When it comes to expansion, we shouldn't wait until our home operation is 100% perfect, because it will never be.
  
• Who we hire is what makes all the difference in the world. We have to bring people in who are self-motivating and don’t need a lot of hand holding.
  
• Referrals may be a good, low cost way to do business but that’s not scalable 4 states away.
  
• In term of scalability, we should have a good CRM in place that can handle multiple locations.

 

Want to Know Where Greg Harrelson Gets His DATA? 

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

 

At the start of the show, Amanda shares how she got started and the structure of her central team. Next, she talked about the observations she’s made, the failures her team has had and what she learned from them. We also talked about the importance of understanding our value as a team leader, and the things Amanda keeps consistent across all her offices.

We also discussed:

• The importance of having a local phone number
• Why we need to diversify your lead sources
• The importance of streamlining our process

There will always be people buying and selling houses. If we have a really solid system and the right people in place, we can do well in any market. However, we do need the right mindset and technology. We have to be willing to commit to 6 months of resources towards our expansion office, and use a CRM that can work across the different cities we’ll be in. 

Guest Bio-

Amanda Todd began her real estate career after being a stay-at-home mom a majority of her adult life. In May 2015, Amanda closed her first transactions and was blessed with fast success in real estate. With a love for the fast paced environment of real estate sales and unmatched determination to provide for her family as a single mother, she completed 100+ transactions in just over two years and landed on a national stage, dubbed the "Million Dollar Mom." In order to support her desired growth, Amanda joined Keller Williams Realty in March of 2016 and created the Amanda Todd Group, focused on creating success in a team environment. Now with 17 Buyer's agents and a staff of 3, the Amanda Todd Group is the number 2 producing group for closed units in Northern California and Hawaii Region. Go to http://amandatoddgroup.com/or contact Amanda on 916-303-6375 or email Amanda@AmandaToddGroup.com.

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.