Level Up - From Agent to Entrepreneur

In a metrics-obsessed industry, it’s super easy to attach our idea of success to grand numbers and achievements. Unfortunately, this approach can do more harm than good.

In our book, the numbers are insignificant. The process is what we should be obsessively fixated on.

When our vision of success is tied to what we do every single day, the extraordinary results we seek take care of themselves.

Why are process-focused people more successful than results-focused people? How do we lead our agents towards the activities that lead to success?

In this episode, we talk about the foundation of excellence, and why it doesn’t have to be based on the numbers. 

"The people that follow a process and improve their skills end up doing extraordinarily well." -Greg Harrelson

Three Things You’ll Learn In This Episode  

-What drives excellence on real estate teams

As real estate leaders, what’s more important, an agent’s discipline or high numbers and unbelievable metrics?

-Metrics vs. process

If we can’t always control the outcome, what can we always guarantee our control over? 

-Why great leadership starts within

Leadership is about uncovering what holds our people back from following the process they've committed to. How do we raise our level of leadership to do this?

A listing-based business is a lot more profitable than a buyer-based one, but it’s also harder to grow and scale. Generating seller leads isn't as simple as purchasing a list of buyers. It takes strategy and intentionality to turn a homeowner into someone who’s ready to list.

Driving listings is a lot harder than holding an open house, but not impossible. When we build a rich database of homeowners, incubate them and provide value, seller lead gen becomes predictable.

How can we see the opportunities sitting in our databases? How do we put intentionality behind our database nurture? In this episode, I’m joined by Ryan Young, a real estate team leader and founder of real estate platform, Fello. He shares how his tool is helping agents put more value into their database and extract more business out of it.

Our industry is lopsided on how we position and build our businesses. It’s very buyer-based. -Ryan Young

Three Things You’ll Learn In This Episode  

-Put the data into database

Some agents have thousands of names in their database, but they don’t know much beyond that. What information is vital to the success of our lead nurture and conversion?

-Don’t get out-scripted by the seller 

How does Fello help us increase conversion by showing us where we went wrong in the follow up process? 

-Never cold call again 

How do we level up the quality of the list of people we call? 

Guest Bio

In real estate, there will always be a gap between our projected production and actual production. This makes it really hard to know if we’re on target, especially towards the end of the year. If we want to accomplish our goals, knowing what that gap is in detail is critical.

How do we analyze that gap, including the leads, pendings and what we have in our pipeline? Why are these last 3 months of the year so important?

In this episode, I’m joined by speaker, author and CEO of Real Estate Champions, Dirk Zeller. He shares how we can close our production gap, and how to maintain momentum at the end of the year.

The 4th quarter is the most important quarter of every year. It holds your ability to complete your goals for this year and sets the motivation, speed and intensity of what will happen in the 1st quarter. It controls 2 years, not 1. -Dirk Zeller

Three Things You’ll Learn In This Episode  

-How to have an accurate production scorecard

Which leads count towards our ultimate production of the year, and which ones should we exclude in our tally?

-The 4th quarter is the momentum quarter

Many agents treat October as a chance to slow down. Why are the last 3 months so critical to our success for 2 years? 

-Define the gap, define your actions

If we discover that our production gap is a lot bigger than we anticipated, how do we catch up, even if it means being temporarily out of balance? 

Guest Bio

Dirk Zeller is a speaker, author and CEO of Real Estate Champions. His company trains more than 350,000 real estate professionals each year through live events, online training, self-study programs and newsletters. 

The real estate market might be more challenging than usual, but that’s not why people are struggling. People aren’t hitting their peak performance and this is entirely fueled by mindset.

Our mindset can either be a headwind or a tailwind. The more we pay attention to what we tell ourselves, the easier it is to point ourselves in the right direction. In today’s market, mindset woes aren’t just hitting inexperienced agents. In fact, it’s the seasoned pros who are struggling most.

How do we stop being fueled by past rejections and failures? How do we shift our mindset by shifting what we do every morning?

In this episode, I’m joined by entrepreneur, business consultant and the founder of I Love Coaching, Adam Roach. We talk about how to get our mindset in check if we want to succeed.

For experienced agents, their ego is getting in the way of their logical actions right now. -Adam Roach

Three Things You’ll Learn In This Episode  

-Don’t let where you’ve been kill where you’re going

How do we audit the past without letting it inform the future?

-The psychology of success 

When we set a new goal, our brains will shut it down because it’s unfamiliar. How do we get that part of our mind under control? 

-The danger of ego 

Why are newer and inexperienced agents seeing more growth while experienced agents are seeing plateaus and dips?

Guest Bio

Real estate agents often blame their production issues on bad quality leads. The actual problem isn’t the leads themselves but rather our mindset surrounding them.

We don’t respond fast enough, we don’t have the muscle of consistent follow up, and we complain when the lead isn’t ready to take action right this second.

How do we develop a better attitude towards leads? How do we increase our chances of success? In this episode, Chief Real Estate Officer of OJO Labs, Chris Heller returns. Today, we discuss the lead generation mindset crisis in real estate and how we can solve it.

The concept of bad leads is a fallacy and one of the most damaging thoughts that agents can have. -Chris Heller

Three Things You’ll Learn In This Episode  

-Lead generation by design, not default

Instead of taking action when leads come in, how do we build the muscle proactively and get ahead of the game?

-Lessen your losses 

How do we stop grumbling about leads and take advantage of the enormous, upside opportunity we have in front of us?

-You’re thinking yourself out of business

Many salespeople fear being pushy, but does pushiness have more to do with tonality than frequency of contact?

Guest Bio

Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades. 

When it comes to selling real estate, no one can say they don’t know how, yet so many agents still struggle to take action. In this market, it’s the doers who are getting a bigger piece of the pie.

In order to become doers, we have to have to gain confidence. What steps can we take to build our confidence? How do successful agents treat a market like this one?

In this episode, Broker/Owner of Century 21 Curran & Oberski, Adam Oberski shares what it takes to win in this market.

The easier the market is to transact in, the lower the level of service is. The tougher the market, the higher the level of service successful agents are providing in that market. -Adam Obierski

Three Things You’ll Learn In This Episode  

-Smaller pie, larger slice 

Most markets are seeing double digit declines year over year. How are some agents seeing success and even growth in such a tight environment? 

-What went right 

Instead of comparing ourselves to and competing against other people, what should our focus be? 

-Scripts = confidence

Many agents think learning scripts turns them into robots, but what’s their real purpose?

Guest Bio

Adam Oberski is the Broker/Owner of Century 21 Curran & Oberski. Adam leads a team of 250 agents who close on average 2500 transactions every year in the Detroit area. He has over nine years of experience in the real estate industry, specializing in residential home sales, customer relationship management (CRM), and real estate negotiating.

Adam’s leadership team is committed to providing consistent, high-level training and coaching to their  agents, as well as a full-time agent services team that supports them with transactions and marketing. They also pride themselves on creating a high-energy and productive environment for their agents, and on offering them the best tools and resources to succeed in their careers. For more information call  734-777-0113, send an email to [email protected], or send him a message on LinkedIn.

Take 2 agents, give them the same leads and scripts, and 1 outperforms the other, what separates them? It’s easy to think it’s a skill set issue, but what actually drives us forward (or pulls us back) is mindset. We can’t outskill a bad mindset, especially in this real estate market.

How do we know that our mindset isn’t as good as it could be? How do we develop a powerful mindset?

In this episode, I’m joined by speaker, coach, successful agent and real estate Closing Machine, Richard Duggal. We share the secrets to an unstoppable mindset.

We could talk about skills for hours, but someone who works on a more powerful mindset will outproduce someone who works on their skill. -Greg Harrelson

Three Things You’ll Learn In This Episode  

-Living in congruity 

If you’re confident in your listing presentation, you’ll go on more listing appointments, but what happens when we’re not confident?

-How to break through and never stop growing 

Could we have a lot more success if we stopped setting goals around a dollar amount?

-The secret to getting more people to say yes

How do we become better prospectors without changing our current skill set? 

Guest Bio 

In a market like this one, it’s really easy to take our foot off the gas - until someone challenges us with a big goal and a ton of accountability. For Jeff Quintin, that challenge was to generate multiple listings within a week, which he accomplished quickly.

When you raise your intensity, the velocity with which things can happen and the income you can generate is amazing. How did Jeff put this strategy into action?

In this episode, the team leader, investor/developer, entrepreneur shares how he achieved such a massive result in a short amount of time.

When you raise your intensity, the velocity with which things can happen and the momentum you create and the income that can happen is amazing. -Jeff Quintin

Three Things You’ll Learn In This Episode  

- Create massive short-term momentum

How do you set up such a high standard of accountability it triggers massive action? 

- Get 5 listings by Wednesday

There’s plenty of deal flow in our markets. Are you putting yourself in a position for it to be flowing to you?

- Intensify your contact

How do you take a lead just from thinking of selling to listing with you in 24 hours? 

Guest Bio

Jeff Quintin is a team leader, investor/developer, entrepreneur and owner of The Quintin Group. He is one of the most successful real estate agents in the United States. Since 1992, Jeff and his team have sold over 5000 homes, equivalent to over 1 billion in volume. The Quintin Group was originally established in Southern New Jersey along the shore and now expanded into Cherry Hill, NJ, and Philadelphia, PA, Jupiter, FL, and Outer Banks, NC. Previously ranked #4 of Berkshire Hathaway, ranked in the top 25 of Keller Williams, and ranked #44 out of 1.2 million agents, per the Wall Street Journal. Jeff is also owner/partner of HQ Investments, a real estate development company, that develops new construction along the Jersey Shore. Jeff is the owner of two software companies, Contact Stache and Agent Day One. Jeff and his team are constantly improving their knowledge of the market, responsiveness, professionalism, and overall efficiency. For more information, head to https://www.thequintingroup.com/ and https://www.linkedin.com/in/jeffquintinsuperteam.

If you want to see how agents are doing in this market, look no further than MLS and individual Realtor stats. Agents are struggling - they aren’t doing as many deals or making as much money as before.

It’s easy to blame this on inventory or interest rates, but what’s leading to agent failure has nothing to do with external market conditions.

What’s really at the heart of the struggle of agents in this market? How do you change your results? In this episode, I talk about an easy fix to the struggle agents are facing.

If you’re not willing to make changes, that means you’re committed to accepting whatever level you’re at. -Greg Harrelson

Three Things You’ll Learn In This Episode  

- Get back to what made you win

- The key to doing more deals

- What we must commit to

In this current market, the greatest pain point of most agents is not having nearly enough conversations that turn into listings. Everyone’s looking for a magic pill to get more listings, but the answer actually lies in the habits we form.

There’s no shortcuts to generating leads. No amount of automation will take the place of prospecting, and as long as we don’t take our foot off the gas, our businesses will thrive in any market.

How do you become a master listing agent? How do we eliminate the excuses that get in the way of prospecting?

In this episode, in-demand real estate keynote presenter and trainer, Hoss Pratt returns to the show to share the secrets of a successful listings business. 

Three Things You’ll Learn In This Episode  

-The training ground to become a master listing agent 

Why is it so important for us to master FSBOs and expireds?

-Where to locate the opportunity

What real estate niche has emerged out of the last 3 years?

-The 4 things every agent should be doing constantly

How do you become a high performing agent in any market? 

Guest Bio