In today’s episode of the Live Unreal Podcast, we’ll be diving into my three favorite and most effective tactics for lead generation. These are expired listings, for-sale-by-owner listings, and hybrid farming. We dive deep into the methods and reasons why these lead-generation tactics are the key to success in this new market.

Don’t know where to start? Follow along as we guide you through the process of building these techniques from the ground up. Jeff has been in this business and using these tactics for 21 years and has all of the secrets to how to implement them.

We also discussed:

• The seven ways to work expired listings

Key Points

1. One out of every three expired listings that come off the market relists their homes within seven to ten days.

2. Use a script to direct message potential expired listing leads on social media. Use the street address to personalize your message, and when they ask if you have a buyer, respond that you would need to see their house first and are available the same day or the next day.

3. The best day to call a FSBO owner is on Monday, and the worst day to call them is on Friday. When reaching out to these owners, make sure you call them in the first week and then follow up with them for the next five Mondays.

4. When hybrid farming, the key is to pick a neighborhood with a 5% turnover rate and contact owners in the neighborhood once monthly with a list of all of the homes that have been listed or sold in the neighborhood, regardless of whether it is your sale or listing.

5. When going door to door to add people to your database, it’s important to start with a clear value proposition. Then ask for their email before asking for their phone number. People are much more likely to provide their phone number if they’ve already given you their email address.

In today’s episode of the Live UNREAL Podcast, Jeff is speaking with Drew Mahar, a rockstar real estate agent from Royal Oak, Michigan. Drew has two main sources of business: his database and farming. Database marketing isn’t really considered “old school”, but the way Drew grew his database pulls from old-school tactics.

Drew tries to use local ties as much as possible. He understands his local area, and he uses that to brand his business. Learn how to leverage your knowledge of your local market and traditional methods of marketing to grow a powerful database that can net you consistent, high-quality leads. 

We also discussed…

• Pricing strategies

Quotes

“When people drive down the street, I want them to see our brand everywhere.”

“Don’t hide feedback. Transparency is key.”

Key Points 

1. You need to give where you live. Drew gets in front of every local business he can to build a partnership and mutually-beneficial relationship. He continues to implement old-fashioned door knocking and uses postcards to add a personal touch to his brand. This is an amazing way to grow an organic database that’s more valuable than something you can purchase online. 

2. Change your marketing strategy depending on who you’re marketing to. For “funky” Ferndale, Drew tries to make his message a little more off-the-wall. For a more upscale town like Birmingham, MI, Drew changes his marketing once again to appeal to that audience. 

3. Your brand should be reflected in your customers’ experiences. Drew’s brand is a friendly, local market expert. As a result, Drew tries to be as transparent as possible and really look out for his clients. He doesn’t sugarcoat things because he wants to come across as someone in your corner that you can trust. 

Are you tired of feeling like you're constantly chasing buyers, but not closing deals? Then you won't want to miss this episode. Jeff sits down with Joe Brikman to discuss how you can go about taking control of your habits. 

Joe brands himself as the modern-day agent, and for good reason. As someone who struggles with anxiety and depression, Joe had to dramatically shift his mindset to find the success he enjoys today. For him, it all comes down to making the business fun in a few key ways. 

In this episode, we’ll talk with Joe about how he crafted his meteoric rise to one of South Florida’s best agents, how he shifted habits that were holding him back, and more. 

We also discussed:

• Having mental clarity and avoiding crutches

Quotes

“Weed used to be my crutch; I had to change my habits if I wanted to find success.”

“My mindset change kick-started the growth of my business.”

Key Points 

1. Bad habits could be holding you back. For Joe, casual drug use was a crutch that was holding him back from taking the next step in his career. After staying sober and focusing all his attention on what he can do to grow his business, he’s enjoyed a quick rise to become one of South Florida’s top agents. 

2. Social media marketing is the key to Joe’s business. Joe’s strong personality is his strongest selling point. Instead of relying on shady bait-and-switch tactics, Joe relies on this strong branding, personality, and business knowledge to build his pipeline. 

3. You need to have a growth mindset. Maintaining a positive and growth-oriented mindset is extremely important. Take mistakes as learning opportunities, and surround yourself with other positive people who you can learn from.

In this episode, we’re talking about Heather Cobia and how she managed to increase her production by 20% in one year. Heather is a top agent with Glover U, and she works as a solo agent with just one administrative employee. Throughout the pandemic, when many agents were struggling, Heather found ways to grow and increase her business. 

Today, we’re talking about how Heather converts online leads, how she gets repeat business, how she pushes herself out of her comfort zone, and so much more. Heather knows her strengths and how to use them, and you can learn to do the same thing. 

We’ll also cover:

• How to get more value out of online leads 

Quotes 

If you’re spending that money [on online leads], you need to make sure you have a dedicated plan in place to service those leads at the highest level. - Heather Cobia 

You playing small does not serve the world. - Heather Cobia 

Key Points 

1. Heather uses online lead sources like Zillow, Realtor.com, and Dave Ramsey Trusted Affiliate. Those leads can get expensive, but Heather says they are worth it if you’re able to put in the time. Even if that lead isn’t ready to act now, they will someday, so make a good impression and you never know how much repeat business or referrals you’ll get from them. 

2. There is a lot of value in meeting someone in person. When Heather meets with a potential client, she asks herself these three questions: Can I help them? Can I trust them? Are they going to be able to solve a problem for me? She takes this from the mindset that those customers have, and approaching leads with that mentality has helped her make stronger connections and get more business. 

3. You need to be able to follow up with a client seven times in four days. That may sound like a lot to some people, but Heather says that’s what is necessary. She starts with a phone call and then makes sure to follow up consistently. This has also helped her grow her business. 

Welcome to another episode of the Live UNREAL podcast! We’ll dive into the mind of Jeff Quintin, a real estate powerhouse with over 30 years of experience and 5,000 homes sold under his belt. 

Jeff has not only maintained a high level of production but has also continued to be at the top in various market shifts and changes by staying true to traditional prospecting while incorporating modern methods to adapt to the evolving landscape. From leveraging expired listings to building a robust database, he has consistently prioritized lead generation and honed his sales skills.

To help you achieve success in the ever-changing world of real estate, he will share insights on his prospecting techniques, the importance of learning what to say and how to say it, and how he's been able to protect his commissions in a competitive environment. 

Whether you're a seasoned agent or just starting in the industry, this is an episode you don't want to miss. Tune in to hear real estate tips and advice from an expert and learn how you can apply these strategies to your own business.

We also discussed:

• A proven strategy for approaching expired listings

Quotes

“With respect to expired listings, the harder they are to get in touch with, the easier they are to list.” - Jeff Quintin

“Learning what to say builds your confidence.” - Jeff Quintin

“The business we're in is about communication.” - Jeff Quintin

Key Points 

1. Focusing on traditional prospecting techniques, such as cold calling and following up with expired listings, is an effective way to stay on top no matter what kind of market we’re in.

2. Mastering scripts using the "write, recite, and record" method can help agents develop confidence, become effective communicators, and better salesmen.

3. To protect their commission, agents need to have the right mindset, know what to say, and possess the skills to provide value to their clients.

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. 

Today we had the pleasure of interviewing Andy Nelson, a GloverU coach who has an amazing story of success and many things to teach us. Based out of Chesapeake, VA, Andy has been in the business for eleven years. You might think that this is a fair amount of time, but as he likes to point out, this number is misleading. He actually failed out of the business twice before finally getting things together in 2020.

As for success? Last year, Andy sold 69 homes and grossed over $19 million. He now co-owns two brokerages and oversees the day-to-day operations of one of them. Andy is a master of what’s known as hybrid prospecting and he has shared some of his insights into that process with us today.

We even learned a little about setting goals. Andy’s goal to start 2022 was to sell 100 homes. After starting as a coach in January, however, Andy realized that 100 homes wasn’t his ideal objective. Instead, he took ten weeks off that year and still sold the same number of homes because of the amazing systems and processes that he has in place.

We also discussed:

• Andy’s meteoric rise to success

Quotes

“I only pull in about 35 online leads per month, and then follow up at a very high level” - Andy Nelson

“I don’t outbound prospect… I double down on my client database.” - Andy Nelson

Key Points

1. Hybrid prospecting involves a targeted print letter that goes out 12 times per year. This includes things like a QR code to get a free home valuation, coupons, and various calls to action. It also includes targeted circle prospecting.

2. The number of leads you get isn’t nearly as important as the quality of your follow-up. Focus on doing amazing follow-ups with just a handful of leads.

3. Your database is the most important part of generating business. Make sure that you’re nurturing that database so that you get the all-important referrals and repeat business.

In today’s episode of the Live UNREAL Podcast, Jeff and Taylor Kerrigan are sharing their advice on team building and team motivation. The market has shifted a lot since the pandemic, and many teams are seeing serious turnover and attrition. Let’s make sure your business keeps growing!

In the industry today, many teams aren’t able to attract agents because brokerages offer similar value. Team leaders need to take these lessons to heart and put them into action to stay competitive in this market. We’ll go over what you can do to go about building a team the right way.

This shifting market is truthfully a great opportunity for all of you leaders. You have the timely opportunity to stand out by taking your business to the next level. Now is the time to implement these strategies and rise above the rest.

We also discussed:

• Our daily text message system that you can use to stay motivated.

Quotes

“A lot of today’s brokerages are behaving more like teams.”

“Leads shouldn’t be one of the main value propositions that you provide to new talent.”

“We will do everything we can to help you build your personal brand.”

Key Points 

1. As the team leader, you need to be clear about what you stand for and what you believe in. When you internalize this and make it known to others, you’ll attract the right people and grow.

2. On our list of values that we offer to agents, the main five are about cultivating a better culture and improving ourselves both at work and at home. We offer support and don’t handicap agents in the long run by mindlessly feeding them leads. When you help people build a better life, they want to stay around.

3. When you make your entire brand about yourself, your team takes a backseat. The consequence is then higher turnover. Why should they stick around if they feel stifled and underappreciated? Leave your ego at the door. You need to make this about them as well. Highlight the team's accomplishments and let individuals’ brands shine through too.

4. Ensure that you emphasize to your team that more agents joining means more money being reinvested into the business to help them grow and see success. More additions can sometimes just be seen as a headache, but if you make the benefits clear, people’s mindsets will change and the team will become stronger.

In this episode, we had the distinct pleasure of interviewing Greg Erlanger. Greg, the top Realtor in Ohio, sold over 1,400 units in 2022 and produced over $380 million in volume. In addition to these credentials, he is a proud coach in the GloverU-verse. Greg has found meaning and purpose in being a marketing mastermind and professional with GloverU, and he’s sharing his insights with us today.

Greg will share with you what agents are struggling with today (and how to solve it), what agents are winning at, and what (and who) they should be paying attention to in the social media space. By learning from one of the top marketing minds in the industry, you can find the keys to successfully growing your business and preparing it for the coming changes.

You’ll also learn:

• The importance of coming into the office

Quotes

“Agents who come into the office more often sell more houses.” - Greg Erlanger

“Consumers… Want to be loyal to personality brands.” - Greg Erlanger

Key Points

1. Agents who are struggling the most right now are the ones who aren’t adapting to the shift away from COVID. They aren’t coming into the office as much or at all. They aren’t getting out into the world and being uncomfortable.

2. The agents who are winning are those who are forcing themselves to be accountable and uncomfortable. They get up, take a shower, get dressed, and get out into the world. They aren’t working from home but are coming into the office frequently. 

3. Agents need to stop being consumers of media and instead become content providers. They can learn from some of the top personalities in the field to understand what the keys to success are in this arena. Individuals like Mr. Beast have shown how the media landscape is changing.

4. Phone calls, emails, and pie giveaways are all well and good, but they are no longer the primary means of touching your database. The focus needs to be on producing entertaining and informative video content. Agents need to get comfortable being on video and creating regular short-form content. This can be answering questions or even presenting information you’ve learned from events.

In today’s episode of the LIVE Unreal Podcast, we’re sharing the final part of Jeff’s conference from Orlando Florida. Jose Medina is a certified real estate expert and one of Jeff’s good friends. In this episode, he goes over why nurturing your database is so important to running an efficient business in 2023. 

Jose’s real estate team did over 900 transactions last year, and he also owns three teams as well as Powered By Impact. He has his finger on the pulse of every aspect of the real estate industry, so if anyone understands what’s happening in the market right now, it’s Jose. 

Many agents in today’s market are reassessing their marketing budgets and trying to figure out how to best spend their money and time. As a result, some people have decided to cut back on client events. However, Jose is taking the opposite approach. Instead of cutting back, he is bumping up the number of client events from four a year to six. It may sound odd, but his reasoning is simple: Now more than ever, connecting with your database should be your No. 1 priority. 

We also discussed:

• The difference between finding/nurturing leads

Quotes

“Your database is your business.”

“Now is the time to reinvest in your marketing.”

Key Points 

1. Your database is the lifeblood of your business. Some agents excel at getting people into their databases, while others are naturally great at staying in touch with them. If you want to be a truly successful agent, however, you need to be amazing at both. 

2. A great way to stay in touch with your database is to host client events. During these tough times in the market, it’s more important than ever to find what marketing items get you your best return on investment. For Jose, that means doubling down on client events. These are fantastic marketing tools because they help funnel people into your database while keeping in touch with those you already know.