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 Sep 28, 2023
Thursday Sep 28, 2023
Real estate agents often blame their production issues on bad quality leads. The actual problem isn’t the leads themselves but rather our mindset surrounding them.
We don’t respond fast enough, we don’t have the muscle of consistent follow up, and we complain when the lead isn’t ready to take action right this second.
How do we develop a better attitude towards leads? How do we increase our chances of success? In this episode, Chief Real Estate Officer of OJO Labs, Chris Heller returns. Today, we discuss the lead generation mindset crisis in real estate and how we can solve it.
The concept of bad leads is a fallacy and one of the most damaging thoughts that agents can have. -Chris Heller
Three Things You’ll Learn In This Episode
-Lead generation by design, not default
Instead of taking action when leads come in, how do we build the muscle proactively and get ahead of the game?
-Lessen your losses
How do we stop grumbling about leads and take advantage of the enormous, upside opportunity we have in front of us?
-You’re thinking yourself out of business
Many salespeople fear being pushy, but does pushiness have more to do with tonality than frequency of contact?
Guest Bio
Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades.
For more information, head to https://ojo.com/ and connect with Chris on LinkedIn ---- https://www.linkedin.com/in/chiefrealestateofficerojolabs/
Thursday Sep 14, 2023
Thursday Sep 14, 2023
When it comes to selling real estate, no one can say they don’t know how, yet so many agents still struggle to take action. In this market, it’s the doers who are getting a bigger piece of the pie.
In order to become doers, we have to have to gain confidence. What steps can we take to build our confidence? How do successful agents treat a market like this one?
In this episode, Broker/Owner of Century 21 Curran & Oberski, Adam Oberski shares what it takes to win in this market.
The easier the market is to transact in, the lower the level of service is. The tougher the market, the higher the level of service successful agents are providing in that market. -Adam Obierski
Three Things You’ll Learn In This Episode
-Smaller pie, larger slice
Most markets are seeing double digit declines year over year. How are some agents seeing success and even growth in such a tight environment?
-What went right
Instead of comparing ourselves to and competing against other people, what should our focus be?
-Scripts = confidence
Many agents think learning scripts turns them into robots, but what’s their real purpose?
Guest Bio
Adam Oberski is the Broker/Owner of Century 21 Curran & Oberski. Adam leads a team of 250 agents who close on average 2500 transactions every year in the Detroit area. He has over nine years of experience in the real estate industry, specializing in residential home sales, customer relationship management (CRM), and real estate negotiating.
Adam’s leadership team is committed to providing consistent, high-level training and coaching to their agents, as well as a full-time agent services team that supports them with transactions and marketing. They also pride themselves on creating a high-energy and productive environment for their agents, and on offering them the best tools and resources to succeed in their careers. For more information call 734-777-0113, send an email to adam@c21curranoberski.com, or send him a message on LinkedIn.
Thursday Aug 31, 2023
Thursday Aug 31, 2023
Take 2 agents, give them the same leads and scripts, and 1 outperforms the other, what separates them? It’s easy to think it’s a skill set issue, but what actually drives us forward (or pulls us back) is mindset. We can’t outskill a bad mindset, especially in this real estate market.
How do we know that our mindset isn’t as good as it could be? How do we develop a powerful mindset?
In this episode, I’m joined by speaker, coach, successful agent and real estate Closing Machine, Richard Duggal. We share the secrets to an unstoppable mindset.
We could talk about skills for hours, but someone who works on a more powerful mindset will outproduce someone who works on their skill. -Greg Harrelson
Three Things You’ll Learn In This Episode
-Living in congruity
If you’re confident in your listing presentation, you’ll go on more listing appointments, but what happens when we’re not confident?
-How to break through and never stop growing
Could we have a lot more success if we stopped setting goals around a dollar amount?
-The secret to getting more people to say yes
How do we become better prospectors without changing our current skill set?
Guest Bio
Richard Duggal “The Closing Machine” is a speaker, coach and successful real estate agent. Richard has worked with agents across North America and Europe guiding them to success with his dynamic proactive marketing approach to selling real estate. For more information, head to https://www.richardduggal.com/.
Thursday Jul 13, 2023
Thursday Jul 13, 2023
In a market like this one, it’s really easy to take our foot off the gas - until someone challenges us with a big goal and a ton of accountability. For Jeff Quintin, that challenge was to generate multiple listings within a week, which he accomplished quickly.
When you raise your intensity, the velocity with which things can happen and the income you can generate is amazing. How did Jeff put this strategy into action?
In this episode, the team leader, investor/developer, entrepreneur shares how he achieved such a massive result in a short amount of time.
When you raise your intensity, the velocity with which things can happen and the momentum you create and the income that can happen is amazing. -Jeff Quintin
Three Things You’ll Learn In This Episode
- Create massive short-term momentum
How do you set up such a high standard of accountability it triggers massive action?
- Get 5 listings by Wednesday
There’s plenty of deal flow in our markets. Are you putting yourself in a position for it to be flowing to you?
- Intensify your contact
How do you take a lead just from thinking of selling to listing with you in 24 hours?
Guest Bio
Jeff Quintin is a team leader, investor/developer, entrepreneur and owner of The Quintin Group. He is one of the most successful real estate agents in the United States. Since 1992, Jeff and his team have sold over 5000 homes, equivalent to over 1 billion in volume. The Quintin Group was originally established in Southern New Jersey along the shore and now expanded into Cherry Hill, NJ, and Philadelphia, PA, Jupiter, FL, and Outer Banks, NC. Previously ranked #4 of Berkshire Hathaway, ranked in the top 25 of Keller Williams, and ranked #44 out of 1.2 million agents, per the Wall Street Journal. Jeff is also owner/partner of HQ Investments, a real estate development company, that develops new construction along the Jersey Shore. Jeff is the owner of two software companies, Contact Stache and Agent Day One. Jeff and his team are constantly improving their knowledge of the market, responsiveness, professionalism, and overall efficiency. For more information, head to https://www.thequintingroup.com/ and https://www.linkedin.com/in/jeffquintinsuperteam.
Thursday Jun 15, 2023
Thursday Jun 15, 2023
If you want to see how agents are doing in this market, look no further than MLS and individual Realtor stats. Agents are struggling - they aren’t doing as many deals or making as much money as before.
It’s easy to blame this on inventory or interest rates, but what’s leading to agent failure has nothing to do with external market conditions.
What’s really at the heart of the struggle of agents in this market? How do you change your results? In this episode, I talk about an easy fix to the struggle agents are facing.
If you’re not willing to make changes, that means you’re committed to accepting whatever level you’re at. -Greg Harrelson
Three Things You’ll Learn In This Episode
- Get back to what made you win
How do we pick up the habits we let fall by the wayside when the market was hot?
- The key to doing more deals
Speed to lead suffered in the last market because it wasn’t necessary. Why is it critical now?
- What we must commit to
We may not be able to control how many expireds or FSBOs hit the market, but what can we do to change our results?
Thursday Apr 27, 2023
Thursday Apr 27, 2023
In this current market, the greatest pain point of most agents is not having nearly enough conversations that turn into listings. Everyone’s looking for a magic pill to get more listings, but the answer actually lies in the habits we form.
There’s no shortcuts to generating leads. No amount of automation will take the place of prospecting, and as long as we don’t take our foot off the gas, our businesses will thrive in any market.
How do you become a master listing agent? How do we eliminate the excuses that get in the way of prospecting?
In this episode, in-demand real estate keynote presenter and trainer, Hoss Pratt returns to the show to share the secrets of a successful listings business.
Three Things You’ll Learn In This Episode
-The training ground to become a master listing agent
Why is it so important for us to master FSBOs and expireds?
-Where to locate the opportunity
What real estate niche has emerged out of the last 3 years?
-The 4 things every agent should be doing constantly
How do you become a high performing agent in any market?
Guest Bio
Hoss Pratt is an in-demand keynote presenter and trainer at all the major real estate conventions and live events, where he shares the stage with other nationally recognized industry superstars. He is THE nationally recognized real estate authority when it comes to getting a ‘yes’ from difficult prospects. To illustrate his uncanny ability to handle any seller objection and skyrocket listings for agents, Hoss was recently nominated for “Real Estate Marketer of the Year '' for Listing Boss, the definitive and most powerful lead generation and conversion system. Listing Boss boasts over 2,000 members nationwide. The benchmarks of Hoss’ company include: Hoss Pratt Success Systems: Renowned real estate coaching and training firm that helps clients boost business by an astonishing 93% within the first six months of coaching. Boss Nation Productions: Premier publishing company that produces innovative, industry-leading training products. For more information head to http://hosspratt.com.
Thursday Apr 13, 2023
Thursday Apr 13, 2023
When it comes to lead conversion, what some agents think is bad luck is nothing more than a counterproductive approach. How can we expect success if we only call once and never follow up? The pattern of success with lead generation is simple: call fast, get them to the appointment as soon as possible, spot smoke screens, and follow up frequently.
How do we improve our lead conversion hygiene? Why do we have to close the gaps in our follow up?
In this episode, we share why your leads aren’t converting and the highest level and what to do about it.
Always assume there’s 3 more agents going after the same lead. -Greg Harrelson
Three Things You’ll Learn In This Episode
- The need for urgency when it comes to getting them on the phone
Agents are quick to set appointments and get an agreement signed, but are we too relaxed about the initial call?
- Calling for an update vs. actually moving a lead forward
Are we missing out on leads by dropping the ball on our follow up?
- What agents get wrong about client reactions
How do we tell the difference between an objection and a smoke screen?
Thursday Mar 30, 2023
Thursday Mar 30, 2023
Everyone is talking about getting more listings, but they skip many important steps in their approach. There are 4 interconnected parts to building a massive listing business, and like dominoes, one piece has to fall for everything else to work.
How do we increase our listing inventory? How do we optimize the most important pieces?
In this episode, we talk about 4 things we need to take more listings.
The seller’s motivation lies a few layers lower than their reason. -Brendon Payne
Three Things You’ll Learn In This Episode
-The key to a successful listing presentation
Why do so many listing presentations fall flat?
- The number one reason why agents lose listing opportunities
How do we actually demonstrate that we're salespeople and follow through in the appointment?
-How to expertly present price
What kind of pricing strategy do we need to put in front of sellers?
Thursday Feb 23, 2023
Thursday Feb 23, 2023
When we really get down to it, the activities that lead to success in real estate aren’t all that complicated. The challenge is, we need to have an unflinching commitment to them in order for them to truly bear fruit.
In an industry that’s riddled with built-in distractions, that’s easier said than done, but if we are non-negotiable about just 3 things, we can achieve the production goals we want.
In this episode, we share 3 unwavering, non-negotiable commitments every agent should make in their business.
Not having non-negotiables in your business means you’re negotiating on what you deserve in terms of your income and production. -Brendon Payne
Three Things You’ll Learn In This Episode
-The key component to getting any deal done
How do we consistently put ourselves in a position to get hired by someone?
-How to stay sharp as a tack
Why do we have to improve our skills and practice more than we did when we first started?
-How to manage negative emotions
In real estate, negative feedback comes with the territory, how do we combat the demotivating effect it can have on us?
Thursday Feb 09, 2023
Thursday Feb 09, 2023
As tech gets smarter, online lead gen platforms face more restrictions, and consumers get less tolerant of marketing, agents are faced with a sharp decline in their lead conversion.
The barriers between us and the consumer’s inboxes are higher and more numerous than ever before, so how do we still convert leads at a high level?
In this episode, we talk about a problem all agents are facing in their lead generation efforts and how to work around it.
The first connection you make with someone needs to be authentic. The chances of them opting out of receiving your text are less if you started the relationship with a live call. -Greg Harrelson
Three Things You’ll Learn In This Episode
- How to remove the barriers to the inbox
If people treat a text from an unsaved number as spam, how can we work around it? - Why we can’t hide behind technology anymore
Is the answer to better lead conversion as simple as a new text script? - The database of the future
Why should our focus be on deepening our relationships instead of going wide?