In this episode of Ambitious Broker, Roger Hance sits down with Bernie Gallerani, a powerhouse real estate broker from Nashville, Tennessee. Bernie shares his incredible journey, starting from a childhood in HUD housing to building a real estate empire that closes over 700 transactions a year. He details his early days in the business, crediting the Mike Ferry coaching system for providing a blueprint for success that allowed him to close 40 transactions in his very first year in a new city where he knew no one. Bernie discusses the evolution from a solo agent to leading a team of over 45 people, emphasizing the critical role of systems, accountability, and lead generation. He offers a transparent look into his lead audit process, his philosophy on coaching, and how overcoming his own personal history fueled his relentless drive. Listeners will learn the importance of mindset, the power of a solid follow-up system, and what it truly takes to scale a real estate business to the highest level.

KEY TAKEAWAYS

• Coaching is Foundational: Bernie started with a coach before he even sold his first house, attributing his rapid success to having a proven path to follow from day one.
• Systems Over Everything: He stresses that people are flawed, but systems are not. His success in converting leads at a high level comes from robust, automated systems that ensure consistent follow-up.
• Accountability Drives Results: Through weekly "lead audits," every agent is held accountable for the leads they receive, ensuring a return on the company's investment and maximizing every opportunity.
• Your Past Can Be Your Fuel: Bernie shares how his motivation to escape poverty and provide for his family created an unstoppable work ethic and a desire to prove he was worthy of success.
• Know Your Numbers: From conversion rates to cost-per-lead and profitability by zip code, Bernie demonstrates that a deep understanding of your business metrics is essential for scaling effectively.
• Master the Hunt: He began his career by actively "hunting" for business with expireds and FSBOs, learning the skills of communication and persuasion that built the foundation of his empire.
• Embrace Being Uncomfortable: True growth happens at the edge of your comfort zone. Bernie constantly pushes himself and his team to take on new challenges and avoid complacency.
• The Biggest Battle is You: He believes the hardest part of real estate isn't the market or the leads; it's fighting the limiting beliefs and conditional thinking within your own mind.

QUOTES

• "I really wasn't for the coaching. I don't think I would've ever did anywhere near what I had done."
• "I finally realized that the days of poverty were over. From there. I never looked back."
• "What isn't flawed is a system. And a system doesn't break, but people do."
• "The problem is not the people. 'cause the people are flawed. The problem is you don't have a system to support the investment and the accountability."
• "You have to be humble enough to say, this way of thinking isn't going to get me my ultimate result."
• "I've never made it. I'm never gonna make it. I'm gonna die figuring it out."
• "You are not fighting the real estate business. You are fighting you."
• "Why are we so stuck in who we have been versus who we can be."

Check out Bernie Gallerani and their work through the link below:
https://www.linkedin.com/in/bernie-gallerani-08733b6/

Get to know more about the Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:

Linkedin: https://www.linkedin.com/in/roger-hance/
Call: (818) 718 - 3020
Email: [email protected]
Website: https://escrowtech.net/

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