In today’s episode of the Live UNREAL Podcast, we’re bringing you a live segment from Jeff’s recent Glover U event, where he spoke with top agent Laura Gillot. Laura is from the small town of Lebanon, Oregon, so she understands the importance of loving on your database and being service oriented. 

Last year, Laura maintained a market share of 24% in her area! That’s not easy to do, even in a small town, so how does she do it? According to Laura, it all comes down to engaging her database. 

When the population isn’t so large, every database member counts. To help engage with these people, Laura’s team hosted 39 events last year. In this episode, we’ll discuss how she hosted these events, the strategy behind them, and how she capitalizes on every database member.

We also discussed:

• The difference between client and community events

Key Points 

1. As a team leader in a small town, Laura understands the importance of engaging your database. Every person counts, and word of mouth counts more than ever. As a result, she relies on plenty of events to keep her people engaged. 

2. Asking someone for a referral straight up can be awkward, but it’s important. Referral business is much more reliable than random leads. 

3. Whether you’re a member of a team or a leader, you need to understand how critical it is to work together and care for each other. Part of Laura’s success comes from how she is able to get the best out of her team members. 

4. By working with us, Laura and her team are able to focus on money-making activities. Now, she is much more engaged with her team. According to Jeff, you should never be surprised by why someone decides to leave your team; you should always know what’s going on.