We travel to Myrtle Beach, SC and catch Greg Harrelson coaching his team as they set appointments and take listings over the phone LIVE! Greg dives deep into how he trains his agents to do 80+ transactions in just one to three years in the business. Learn the process and systems that Greg and his team implement to close 2,400 transactions in 2017!

00:00:00 Introduction 00:01:25 Episode begins 00:02:18 Greg's discusses his journey 00:03:12 Early prospecting 00:05:00 Early listing Agent – qualify buyers 00:08:00 Early coaching with Mike Ferry 00:09:20 Coach, transform, and empower others to be successful 00:09:53 Current office and market 00:10:53 "I feel like I'm a team" 00:11:45 What does a team do? 00:12:30 Production 00:13:15 Total number of transactions 00:14:36 Listing coordination team 00:16:00 Closing coordination team 00:18:10 Agents can invest more time in generating business 00:19:10 What tools do you use? 00:20:05 Leadership style 00:22:00 Return on Investment < Return on Time 00:22:20 Daily schedule 00:23:35 Rituals and schedules 00:24:55 KJ sets an appointment (database call) 00:27:09 Greg interviews sales agent, KJ Jordan 00:38:00 Kevin sets an appointment (expired listing) 00:44:00 Greg interviews sales agent, Kevin Mills 00:51:50 Brendon sets an appointment (expired listing) 00:59:05 Greg interviews listing agent & business partner, Brendon Payne 01:06:52 Mitch prospecting (database call) 01:07:28 Greg interviews sales agent, Mitch Gainforth 01:16:13 Lori follow up call (buyer) 01:17:08 Greg interviews buyer's agent, Lori Sorensen 01:23:58 Lori sets an appointment (buyer) 01:27:30 Greg interviews buyer's agent, Lori Widner 01:34:34 Greg interviews listing agent & business partner, Jan Pitman 01:44:10 Greg coaches sales agent, Brian Yager 01:46:12 Greg explains how he develops talent on his team 01:48:15 Weekly conference call – Greg coaches team on how to generate business through the holidays 02:08:00 Research and statistics about home sales throughout the year 02:19:00 Greg explains how he hosts boot camps 02:20:00 The importance of recognizing talent on your team and leveraging it 02:20:41 Role-play and the importance of internalizing scripts 02:21:47 Greg role-plays with his team 02:22:05 Role-play "When do you plan on selling?" 02:26:02 Role-play "How to set a listing appointment" 02:29:00 Greg introduces us to his staff 02:30:15 Greg interviews head of web assets/InfusionSoft, Sarah Hughes 02:33:17 Greg interviews marketing director, Lindsay Colbert 02:39:55 Greg interviews graphic designer, Daniel Little 02:44:10 Greg interviews president of operations, Tammy Juergen 02:48:48 Greg interviews executive assistant, Stacey Weaver 02:50:55 Closing remarks

We'd like to thank Greg and his team for allowing us to come hang out with them. If you would like to reach out to Greg with a referral in the Myrtle Beach area you can go to his website: http://www.c21theharrelsongroup.com/

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.