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 Jan 26, 2023
Thursday Jan 26, 2023
Between the market conditions of the last few months of 2022 and taking time off for the holidays, it’s natural to feel a bit sluggish and slow-to-start in the new year, but there are many encouraging signs to get pumped about real estate in 2023.
What can we glean from lead flow, market cycles, and even the consumer’s current behavior?
In this episode, we share 6 indicators that you can still hit and even exceed your goals this year.
The consumer is starting to get back in the game a lot sooner than agents are - use this to get yourself back in the game. -Brendon Payne
Three Things You’ll Learn In This Episode
- Activities that indicate people’s motivation
Can we expect more activity on both the buyer and seller side this year? - Why deals might come easier than you think
Why do interest rates point to a much better market prognosis? - How market reporting cycles work in your favor
Will we see more movement in the market because people have now adjusted to how things are today?
Thursday Jan 05, 2023
Thursday Jan 05, 2023
As we kick off a new year, and set our intentions and goals for our businesses - it’s important to get our priorities in check.
In this market, there are 3 things top agents have to commit to consistently to keep getting results. How do we increase our confidence in conversations? What conversations do we need to get better at having?
In this episode, you’ll learn 3 things you need to do to be effective and efficient in your real estate business.
Increase your skills as a communicator because the better you are as a communicator, the easier it is for you to convert. -Brendon Payne
Three Things You’ll Learn In This Episode
- The confidence created by data
Why does hyperlocal data beat national market trends? - Why we have to increase our activity in this market
How can we convert more if there’s less transactions taking place? - The key to better conversations
How can we tell if we’re listening enough to our clients or just telling them what to do?
Thursday Dec 29, 2022
Thursday Dec 29, 2022
When you spend an extended period of time away from your business, it can be hard to get back into the swing of things, which compromises our productivity. Knowing how to minimize the impact on your business is a key skill all agents need to have.
How do we stay engaged with our businesses during the holidays?
In this episode, we talk about getting the most out of our time off without losing momentum in our businesses.
When we show up back to work, we want to make sure we minimize the downtime between showing up and being in business. -Brendon Payne
Three Things You’ll Learn In This Episode
- How to hit the ground running when you return to work
When you take time off, why does it take so long to get back into the groove? - The right way to communicate with people during the holidays
How do we touch base with our sphere of influence and database without asking for business? - The power of reconnecting with your why
How do we get ourselves back in the game mentally and emotionally?
Wednesday Nov 23, 2022
Wednesday Nov 23, 2022
In a challenging market, many agents become so obsessed with doing everything perfectly, they end up not doing anything at all.
For this reason, taking imperfect action automatically puts you ahead of everyone else, so even if you do the wrong thing, you’ll reap the benefits of being in momentum.
What minimum standard of action do we have to commit to in this market?
In this episode, you’ll learn the value of action, even if it’s imperfect.
You just need to get into action, and even if you send something and it ends up being wrong, the fact that you’re in action puts you ahead of a lot of your competition. -Brendon Payne
Three Things You’ll Learn In This Episode
- How to get deals right now
Could waiting for perfection be costing us the low hanging fruit leads in our database? - The power of measuring your attempts
In sports, the more attempts you make, the more likely you are to win. How does this apply to real estate? - Why agents lose momentum
As the market continues to shift, there’s very little time to focus on getting everything 100% right. What should we do to avoid wasting valuable time?
Thursday Nov 10, 2022
Thursday Nov 10, 2022
In any real estate market, but especially in a transitioning one, failure is only a certainty for the agents who aren’t focused on the right thoughts, behaviors and activities. The good news is, if we’re aware of the common pitfalls that lead to failure, we can sidestep them and make success inevitable.
What completely avoidable factors are contributing to failure right now?
In this episode, we talk about 3 bad habits that will definitely lead to us not meeting our goals.
As agents, our next breakthrough will originate from our thoughts. -Greg Harrelson
Three Things You’ll Learn In This Episode
- Winging it vs. an approach by design
Will complacency definitely lead to failure? - How to put your business in cruise control
How does inconsistency create the gaps that wreak havoc on our production? - Why we need an antivirus for our minds
How can we tell if we’re letting our mental guard down and allowing negativity in?
Thursday Oct 13, 2022
Thursday Oct 13, 2022
When we were new agents, we were hungry, motivated and willing to take massive action to succeed. Over time, this excitement and drive turned into complacency, and now that the market has shifted, it’s easy to feel like we don’t have what it takes to thrive.
Here’s the good news: you’ve already come this far in real estate so you’re well equipped for a market shift. If we would just treat this market like we did our very first market, we would meet and even exceed our goals while other agents are experiencing breakdown. What does a day 1 mentality look like, and how do we make it our default state of being? In this episode, we talk about how to approach a changing market.
If you just treat this market like you did your first market, you’ll be fine. You already know what to do - you don’t lack knowing how. You have to stand up, take massive action on what you already know how to do. -Greg Harrelson
Three Things You’ll Learn In This Episode
- The danger of denial
Before we even think of our approach to a new market how do we come to terms with the shift? - Why new agents do well
How do we readjust our attitude, approach and expectations back to a day 1 mentality? - The difference between lead generation strategies
Why is it so important to shift our understanding of lead generation and how to approach it in this market?
Thursday Aug 25, 2022
Thursday Aug 25, 2022
One of the side effects of a market slow-down is a dramatic drop in momentum. As a result, many people take their foot off the gas at a time they need to be most active.
When the urgency of a hot market cools down, and things aren’t moving as quickly, it’s really easy to become less engaged in the work, and less deliberate about following a schedule.
How do we maintain momentum even if it feels like the market doesn’t justify it? How do we fill up the empty spaces in our day so we’re still productive? In this episode, we’ll talk about how to keep ourselves motivated and engaged when the market slows down.
The best move for your business is to establish the hours you’re open and then fill those hours with things that allow you to grow the business. Top producers fill their days with activities that lead them to their goals. -Brendon Payne
Three Things You’ll Learn In This Episode
- Why we have to sustain a deliberate schedule no matter what
Instead of cutting a slow day short, how do we still move ourselves forward when there isn’t a lot going on? - How to sharpen your abilities
What steps can we take to master our craft and be more prepared for the market? - The best way to consume content
How do we feed ourselves with information about the market without getting sucked into negativity?
Thursday Aug 18, 2022
Thursday Aug 18, 2022
In a business like real estate, mindset has a lot more to do with our success than the actual market. How we perceive a situation and the story we tell ourselves about it separates the fearful from the ones who operate at the highest level.
Whatever’s happening externally, we always have the choice to think Dominant Thoughts or to fall prey to defeatist ones. How do we set ourselves to operate at our best? Does a market shift mean we’re doomed to fail?
In this episode, I’m joined by real estate industry leader, agent, Chief Real Estate Officer of OJO Labs and the author of Dominant Thoughts, Chris Heller. He gives us insights from the book that will sharpen our mindset and emotional state in this market.
When you get attached to something and your emotions are involved, it’s hard to be objective and come from a place of power. -Chris Heller
Three Things You’ll Learn In This Episode
- Why so many agents are in an emotionally dangerous place
Can you commit to an outcome without becoming attached to it? - How to guide your clients effectively
Buyers and sellers have surface-level concerns, how would a great salesperson get to their true motivation and solve their problem? - The advantage of having many conversations
Can consistent lead generation provide us with vital real-time research about the market?
Guest Bio
Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs and the author of Dominant Thoughts. 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 on the book or to get yourself a copy, head to https://dominantthoughts.com/ or Amazon.
To order multiple copies of the book for your agents, contact Chris directly.
Thursday Aug 04, 2022
Thursday Aug 04, 2022
There’s so much conversation right now around the shift - if it will happen, when it will happen and whether or not we can survive it. Considering that many agents have had massive success through down markets, does the shift really matter? Do the conditions in the market really determine how well we do?
In this episode, we talk about what we need to be focused on more than the market conditions.
The same market shift can produce totally different results within agents. -Greg Harrelson
Three Things You’ll Learn In This Episode
- How to succeed in any market conditions
A down market can be the thing that walks you out of the market or a period of huge success. What determines your outcome? - Why so many agents are scared of the market changing
After such a hot market over the last 2 years, how do we adapt our mindsets and activities to a shift? - The importance of the right guidance
Who we listen to can impact our mindset about the market, so how do we filter out the unhelpful noise?
Thursday Jul 21, 2022
Thursday Jul 21, 2022
In this industry, the term “listing machine” conjures up an image of a hardcore prospecter who can instantly turn a conversation into a deal, but that’s not the case, especially in this market.
A machine is meant to deliver a consistent, predictable result over time, and truthfully focusing on generation will only lead to an income rollercoaster. To have a true machine, we have to generate leads and cultivate them in equal parts - we have to think like a farmer turning a seed into fruit.
How do we build the discipline to cultivate and nurture leads? In this episode, we talk about the critical mindset shift every agent has to make to create a solid pipeline of leads.
"There’s more money in lead follow up than in lead generation." -Greg Harrelson
Three Things You’ll Learn In This Episode
- The true cycle of a transaction
How long of an incubation period can we expect with a lead from first contact to listing agreement? - Why you have to monetize the nos
In real estate, we have a tendency to cross leads out when they aren’t ready to buy or sell right now. Are we letting them go too quickly? - How Abe Safa has closed over 70 transactions so far this year
Can we have a database nurture process so effective that it can produce a deal exactly when we need it?