Today on Live Unreal with GloverU, we had the distinct pleasure of sitting down with Jay Fischetti of Columbia, Maryland. Jay is a 24-year veteran of the industry and a top producer in this field. He has posted astounding numbers, with 95 units sold in 2022, and is on track to produce 90 units in 2023. Jay has been a member of the GloverU family since 2020 when he became a one-on-one client. 

Jay has completed numerous programs with GloverU, including Listing Mastery and Salesperson to CEO. Today, you’ll learn why he participates in all of those programs despite being a one-on-one coaching client. He values the GloverU family atmosphere where everyone cares, and he is notable for his presentation skills, his commitment to his morning routine, and his ability to generate leads from current clients.

You’ll also learn:

• What it means to be in a skills market

Quotes

Surround yourself with givers. - Jay Fischetti

We are now in a skills market. - Jay Fischetti

Key Points

1. The market has shifted to being a skills market. This means that a lot of agents are going to be struggling to meet their goals. However, there are still agents who are doing great, so learning from their success is key.

2. You have three great opportunities to generate referrals from current clients. These occur when the client’s confidence is at a high point, such as when you sign a contract. This is when it is critical that you ask the right questions.

3. Many agents have trouble clearing their minds to do lead generation when they have administrative tasks waiting for them. This means that they will have to come in even earlier and start their day by clearing out those tasks.

4. Mindset is crucial in this business. You have to learn to say no when necessary. Also, you can’t bring any negativity or outside pressures with you. If you are on an appointment, it is critical that you leave everything outside of that appointment and be 100% present for the client.