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 May 12, 2022
Thursday May 12, 2022
Real estate is a game of confidence where our success is a direct result of the quality of conversations we’re having with consumers. We have to feel good about the conversations we’re having to convert at the highest level.
What steps can we take to build up our confidence so we can expertly control ANY conversation?
In this episode, we’re going to share 5 things we need to be doing to continuously up our game and increase our confidence as salespeople.
"We know that confidence is the key to finding high level success in any sales position, but it’s critical in real estate." -Brendon Payne
Three Things You’ll Learn In This Episode
- How to succeed in an extreme seller’s market
In a transitioning market, the conversations we’re having change constantly. How do we make sure we’re confident regardless of the direction the dialogue takes? - Leading market indicators vs. lagging market indicators
We can’t have confidence without knowledge. What metrics do we need to stay on top of to stay clued in? - Why skills development is an ongoing process
How do we make sure we’re improving our ability to have effective conversations, and create opportunities for improvement?
Thursday Apr 28, 2022
Thursday Apr 28, 2022
In real estate, a little taste of financial success often leads to an immediate increase in lifestyle, which can be detrimental to our businesses. This occurrence is so common, it’s become an industry cliche.
Right now many agents are reaping the benefits of a hot market, but before we go buying that brand new car, we have to practice caution.
How do we protect our earnings and create real long-term financial stability? In this episode, we talk about how to protect your profits in any market condition.
"We need to earn like it’s a hot market, and spend like it’s a cold market." -Greg Harrelson
Three Things You’ll Learn In This Episode
- The link between money and image
What drives agents to increase their lifestyles after getting a little taste of success? - Why we shouldn’t spend our hard-earned money too quickly
If we’re having a great year business-wise, how long do we wait before increasing our lifestyles? - How to avoid a feast-and-famine cycle
Since we earn our money on a lagging timeline, how do we ensure our long-term stability?
Thursday Apr 14, 2022
Thursday Apr 14, 2022
For real estate professionals, effective communication is the key to excelling in our businesses. Building up this muscle allows us to become the kind of salespeople that inspire people, instead of the salespeople that try to force people to take action.
We’ve heard about neuro-linguistic programming (NLP), and why mastering it makes us stronger in sales, but how do we actually use this skill practically?
In this episode, we’re joined by Abe Safa and Certified NLP Master Trainer, John Ryan. He shares NLP techniques we can implement to get better results from our client conversations.
"Resistant clients don’t exist. There’s only a lack of rapport and ineffective communication." -John Ryan
Three Things You’ll Learn In This Episode
- Force vs. power in sales
Can sales ever be a process of inspiring clients or does it always have to be forceful and manipulative? - How to handle any objection that comes our way
What’s the difference between conscious competence and mastery when it comes to scripts? - Overcoming our fear and anxiety around sales
What are the 3 things that determine our results in business and sales?
Guest Bio
John Ryan is a Coach, Consultant, Speaker and Certified Master Trainer of NLP. Over the past 20+ years, he’s had the privilege of logging over 1,500 days leading Seminars and countless hours providing Executive Coaching and Consulting. John’s focus is on Leadership, Communication, Change and Neuro Linguistics for Leaders, Managers, Business Owners, Sales Professionals, Consultants and Coaches.
To register for John’s 8-week course The Language of Sales: Using NLP to Communicate, Connect and Close More Deals, go to http://nlpcloser.com and use code anchor to get $100 off.
Thursday Apr 07, 2022
Thursday Apr 07, 2022
The prevailing sentiment among agents is that this market is too difficult to get listings. There isn’t enough inventory, motivated sellers are too hard to find, and there aren’t a lot of opportunities, but what if it’s all just a mindset?
A successful listing agent goes out into the market with the belief that there’s a ton of opportunity, and they align themselves with it. What kind of mindset does an agent need to be in if they want to be effective at taking listings?
In this episode, we talk about how successful listing agents think, and why thinking there’s no opportunity puts us in a precarious position.
"Regardless of what the market is, you have to adopt the belief that every owner wants to sell." -Brendon Payne
Three Things You’ll Learn In This Episode
- The truth about the “low inventory” market
What are some of the indicators that there is a lot more listing inventory than we think? - How successful agents continue to generate transactions
Can we have the motivation to go out there and generate business if we believe there are no opportunities? - Why there are no bad conversations with sellers right now
How do we approach conversations with sellers in this market?
Thursday Feb 17, 2022
Thursday Feb 17, 2022
When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable.
The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now.
So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over the long term without coming across as sleazy salespeople?
In this episode, we’re talking how to monetize a rejection and build a phenomenal pipeline for the future.
While we’re looking for business today, a lot of agents are missing out on opportunities for FUTURE business by taking a ‘no’ at face value. -Greg Harrelson
Three Things You’ll Learn In This Episode
- How to stay in contact with a lead, no matter what their initial response is
Is there a way to keep leads in our database, even if they won’t be interested in a transaction for the foreseeable future?
- Why there’s no such thing as a ‘bad’ lead
How can we completely change our mindsets regarding unresponsive or presently uninterested leads?
- The importance of regular communication
How can we stay top of mind with everyone we reach out to, so even if they’re not looking to sell now, the moment they are, we’ll be their first port of call?
Thursday Feb 10, 2022
Thursday Feb 10, 2022
Whether we’re in a hot market or a down market, whenever things seem to be out of balance, it’s our job as agents to guide our clients through the process.
Managing our clients’ expectations (or, more importantly, their emotions) is the key to keeping any transaction running smoothly.
The question is, how do we do that? Is it really as simple as having a clear line of communication?
In this clip, we're introducing the concept of 'future pacing' and doubling down on the importance of being up front from the get go.
Be open with sellers about the challenges and curveballs that might be thrown their way in a transaction. It's called future pacing. -Greg Harrelson
Three Things You’ll Learn In This Episode
- When to start the process of future pacing
Is there a right time to tell our clients what to expect from their transaction?
- Why total transparency positions us as experts
Could outlining all the potential challenges ahead of time be the thing that sets us apart as an industry guide?
- How to prepare our clients for remorse
No one wants to factor in the potential for remorse in a transaction, but is there anything we can do to prevent it?
Thursday Jan 27, 2022
Thursday Jan 27, 2022
Most of the time, when we think about our competition, we think about other agents in our marketplace, but what if our greatest rival is a lot closer to home - what if our greatest competition is us?
We're all after increasing our performance, production and potential, and the greatest thing we control is what we do every single day.
How do we start seeing ourselves as the competition and ignore everyone else?
In today’s episode, we talk about one simple way to increase our productivity this year.
"When you choose to compete with yourself, you’re going to have to learn to take more responsibility for what you do." -Brendon Payne
Three Things You’ll Learn In This Episode
- How to create a you-vs-you scorecard
Are we losing more time, money and opportunity because we’re competing with other agents or losing to ourselves?
- Why we have the power to propel and also sabotage our success
What are the times where we can benefit from considering ourselves our own competition?
- Why other agents in our markets are irrelevant to our success
What’s the difference between the internal motivation to be better and the external motivation to keep up with everyone else?
Thursday Jan 20, 2022
Thursday Jan 20, 2022
The New Year always comes with such a flurry of new ideas and options, the fundamentals can easily get lost in the noise. There are so many things we could be looking at, but we just can’t be effective if we’re spread too thin.
How do we go deep instead of wide with our activities? What activities do we need to be focused on to generate momentum?
In this episode, we talk about how to set yourself up for success by focusing on the core activities that will significantly impact our businesses this year.
"It’s better to go deep on a few simple activities than it would be to go wide on a lot of activities." -Greg Harrelson
Three Things You’ll Learn In This Episode
- The difference between marketing and follow up
How do we take our lead follow up to the next level so we aren’t just top of mind, but actually adding value?
- How to make following up a lot easier
If we’re following up with people frequently, what do we actually say so we don’t become that pesky “are you ready to sell yet” agent?
- The one skill that will give us a tremendous edge on the competition
In an extreme market, agile communication is key. How do we constantly upskill to meet the demands of the market?
Thursday Dec 23, 2021
Thursday Dec 23, 2021
While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldn’t be further from the truth. As a matter of fact, by thinking of them as one and the same, we could actually be doing ourselves a grave disservice.
So, what is the chief difference between the two, then?
Is one more likely than the other to get us better results with leads? Could focusing too much on one or the other be the reason we’re yet to see the results we’re aiming for?
In this episode, we’re talking scripts and dialogue and unpacking the reason why they’re just not working for some.
"Scripts are 1 or 2 sentences that you know work every time to help you enter into a dialogue, and 1 or 2 that help you exit the conversation, but they’re not the magic in-between." -Greg Harrelson
Three Things You’ll Learn In This Episode
- Why dialogue in today’s market is more important than ever before
What are the pitfalls of scripts in a hot market, and why should we be paying more attention to dialogue, instead?
- When scripts are helpful
There’s a time and a place for scripts, so what is it?
- The hallmark of true dialogue
What does effective dialogue actually look like, and is there a quick fix to getting better at it?
Thursday Dec 16, 2021
Thursday Dec 16, 2021
From the outside looking in, business breakthroughs come out of nowhere. The truth is, breakthroughs are the culmination of concerted effort, energy and the activities necessary to spark a major change.
Every breakthrough has a process, from formulation to end result, and that process is designed to prepare us for what we seek.
How do we get the right pieces in place for a massive breakthrough? When we’re on the verge of a breakthrough, how do we prepare so we can get the most out of it?
In this episode, we talk about how to set the stage for a breakthrough, and what top producers do differently to make breakthroughs inevitable.
"There’s a process to a breakthrough, but the process is not the breakthrough, it’s the preparation for the breakthrough." -Greg Harrelson
Three Things You’ll Learn In This Episode
- How to avoid sabotaging yourself when you do get your breakthrough
More business means more pressure on our systems. How do we anticipate the challenges that will come with our breakthroughs in advance?
- The 4 phases of a breakthrough
What do we need to optimize, tweak or eliminate if we want our results to change?
- How to achieve a breakthrough with efficiency instead of volume
Do we have to double or triple our prospecting efforts in order to level up?