Ask most real estate agents what roadblocks are keeping buyers from moving forward, they’ll say interest rates, inventory and a lack of true motivation. If you ask the buyers what’s holding them back, you’ll hear a completely different story. 

It has less to do with what’s actually going on in the market, and more to do with what the agent isn’t doing. Many buyers are just moving through the funnel, and they just need an agent to guide them towards actually getting into a home. 

Agents aren’t asking the right questions, getting past the smoke screens, building rapport and being strategic about next steps. We’re not truly listening to the lead so we can find out what they need to move forward. 

The result? A low buyer lead conversion rate and less revenue. How do we fix this? How do we see past objections about interest rates? In this episode, we talk about what you need to do to increase your buyer lead conversion. 

About Your Hosts

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide.  He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors.  Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Selling isn’t telling - it’s asking questions….We’ve all heard this before. 

But how do you deliver really good questions without creating more resistance in the lead? Because let’s be honest: asking a lot of questions has its downsides if we’re not strategic about it. 

What’s meant to be a productive conversation can easily turn into an interrogation that puts the prospect off. Rapport defeats sales resistance, so if we want to get better results, we have to change how we’re asking questions. 

Why do we have to stop peppering people with non-stop questions? How do we shift from interrogations into conversations? 

In today's episode, I share the exact framework we use to have conversations that are conducive to building rapport, and how to overcome the natural sales resistance every consumer has. 

About Your Hosts

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Brendon Payne has been selling Real Estate Since 2007.  In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide.  He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors.  Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

In real estate, 80% of newly licensed agents fail out in the first 2-4 years - but this doesn’t need to be the case. 

The first 2 years in real estate can be tough, but that doesn’t mean you can’t succeed. In fact, plenty of brand new agents are able to start selling homes in their first 90 days in the business. The high failure rate often has nothing to do with the agent themselves, and more to do with the environments they choose. 

How do you choose a brokerage that sets you up for success? What tools does an agent need to start closing deals quickly? 

In this episode, I share 3 main reasons why agents fail out in 2 years and how to prevent this. 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Starting out in real estate can feel overwhelming and daunting. There’s so much you need to know. Taking the classes, passing the test, choosing the right brokerage and getting your first listing. These are all things you need to do to start earning money in this business. 

But with the right steps you can jumpstart a successful career, and even get your first commission quickly. If you get the right support and mentorship and become more familiar with the market, success isn’t just possible, it can be inevitable. 

How do you set yourself up for success from day one? In this episode, I talk about how to start your real estate career the right way.

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Whether you’re brand new to real estate or you’re an experienced agent looking to do more deals, there’s only one way to grow your listing business. 

Even the most successful mega listing agents had to follow the same formula in order to increase their transactions. If we commit to doing the right things consistently, the results we want will show up. 

Most agents don’t work the process or they don’t follow the process long enough, so when they don’t get the results, they think something is wrong with the process. 

If we want a booming listing business, we have to get really comfortable with making calls, having conversations, and getting enough reps in to become experts. That also requires us to deal with the rejection, failure and frustration that comes with getting good at this job. 

What do we need to do everyday to become a mega listing agent? How do we increase our conversion? In this episode, we talk about the process of becoming a top producing agent. 

If you haven’t connected the dots between what you do everyday and what brings you what you want, you’re not going to be committed to it. -Brendon Payne

Things You’ll Learn In This Episode 

About Your Hosts

Brendon has been selling Real Estate Since 2007.  In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide.  He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors.  Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

------------------------------------------------------------------------------------------

If you've been using the same old scripts and they haven’t been converting, it might be time to throw them out. 

Because here’s the truth: scripts have never been the answer to productive conversations in the real estate industry. The answer has always been conversations. 

Actors have to follow a script to create a scene, but that doesn’t work for real estate agents. 

If you’re more focused on getting the exact script right, you can easily miss out on a conversation that actually leads to a close. 

A canned script doesn’t prepare us for the real conversations we’ll have with consumers. Instead, we have to internalize the script so it becomes a natural part of how we communicate, and that will make us more effective. 

How do we make the transition from being scripted to actually having conversations? In this episode, I talk about the danger of focusing on scripts and what to do instead. 

About Your Host

Brendon has been selling Real Estate Since 2007.  In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide.  He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors.  Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

There are two kinds of real estate agents. 

The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market. 

While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times. 

These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. In this market, there’s no winning without having the best listing presentation possible, curating our online presence carefully, exceptional negotiation, and rapid response to leads. 

How do you perfect your presentation skill? How do you become a better negotiator? In this episode, we’re continuing with our list of essential skills an agent needs to have to succeed regardless of market conditions. 

Most listings are lost before you even walk in the door. You have to know up front what you’re walking into - no surprises. -Abe Safa 

Things You’ll Learn In This Episode 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

There are two kinds of real estate agents. 

The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market. 

While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times. 

These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. They are faithful to strategies and tactics they deploy daily - like clockwork. 

What skills separate an average agent from the market-proof real estate rockstars? How do you build a business that stays consistent, no matter what? In this episode, we’re sharing the essential skills an agent needs to have to succeed regardless of market conditions. 

An ultimate agent has a business that’s predictable, duplicatable and sustainable. -Greg Harrelson

Things You’ll Learn In This Episode 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

When it comes to building a solid listing-based business, most agents want to quickly get into expired and canceled listings. Here’s the problem: they go after these leads before they’ve built up the confidence and skills they need. This leads to mediocre results, a loss of confidence, and less income. 

Instead of taking this approach, we coach our agents on a step-by-step process to build up to expired and canceled listings by starting with other lead types first. The conversational skills needed to convert expired listings can’t be built up overnight.

The best agents got really good at the foundational skills before they went after the most competitive and challenging leads. If you want to be a successful listing agent, you can’t skip this vital step. 

What lead pillars should we start with in order to gain the skills we need? In part two of our listings webinar, Abe Safa and I talk about how to build up to the highest quality listing leads. 

Things You’ll Learn In This Episode 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Any real estate agent can become a listing machine in a very short space of time. Even if you’re new to the business, if you’ve been working with buyers your whole career, or you just want to multiply your listing inventory. 

If you put the right pieces in place, you can build a solid listing-based business that can withstand all market conditions. The challenge is: a lot of what agents are taught to get more listings actually works against that goal. 

We’ve coached hundreds of agents on a different strategy, and it works every single time. 

Why do we have to master the listing presentation before we generate a single lead? Are lead gen companies actually making it harder to build a successful listing-based business?

In this episode, Abe Safa joins me for the first of a two-part webinar where we share a step-by-step process for building a strong listing-based business. 

Things You’ll Learn In This Episode 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!