In today’s episode of Live UNREAL, we’re joined by a panel of top producing agents from around the country. During the Live UNREAL summit earlier this year, Laura Gillott, Brad Kiger, Jolynne Mercieca, Steve Montgomery, and Ellie McIntire sat down to talk about their successes. These are agents and leaders who are on the ground right now, so their insights are extremely valuable! 

These top agents will share what it takes to grow and run a successful real estate organization with the market pressures we’re facing today, and let you in on some of the unique strategies they’re using to provide value. 

We discussed:

What we can do to make sure technology doesn’t get in the way of the client relationship

How to break into a new market 

How to make clients comfortable with a showing agent without feeling like they’re being handed off to an assistant 

Agent-to-agent referrals and creating a farming system around agents 

The power of adding value to the community 

 

Quotes 

We can train anyone to sell real estate, but the giving heart and going the extra mile is hard to train. -Laura Gillott

I’m never going to ask anyone in my organization to do anything I’m not willing to do myself. -Brad Kiger 

You give your clients a certain level of respect and they should be giving that back. If you’re not getting that respect, that’s not someone you should be working with. -Jolynne Mercieca

Create a farm for the agents who refer you and the agents you want to be in business with, and market to them consistently. -Steve Montgomery 

Hybrid farming has been an incredible way to get more listings. -Ellie McIntire

 

Key Points 

Our clients are bombarded by technology and we need to be ahead of that. If we provide enough value and become the go-to agent for people in our database, we can build a moat around them, and create a scenario where their response to anyone else is “sorry I have an agent.” 

One of the greatest mistakes real estate team leaders are making today is trying to convince their agents to do things they’ve never done. No amount of motivation and telling people what to do will take the place of them seeing us do something first.

The showing agent model reduces your net commission on each transaction, but we earn more from it in the long-term. When you build a team around you and delegate, you’re able to do more, and be in more places at once, which gives us freedom and balance.  

If we build a system for creating relationships with agents, we can create a reliable stream of referrals. We can apply the way we farm in neighborhoods to fellow agents, by marketing to them consistently and becoming known as the go-to agent in a specific market. 

Laura Gillott - creating a customer experience that clients can feel 

Brad Kiger - breaking into a new market and taking market share 

Jolynne Mercieca - achieving balance when you work with buyers 

Steve Montgomery - agent to agent referrals 

Ellie McIntire - adding value to the community at a high level