Live UNREAL with Glover U

In today’s episode, Kathy Schweitzer joins Jeff to discuss the millionaire mindset: What it is, why it’s important, how it’s different from the average mindset, and how to achieve it. In a market shift like this one, many agents will drop out of the business. To stay involved, you need to get your mindset right. 

For most agents, mindset isn’t a priority. They want to focus on new ways to get leads, marketing strategies, and other parts of the real estate industry they see as more important. However, the truth is that these tactics and strategies don’t matter if you don’t have the mindset to put them into practice. 

In today's episode, you’ll hear from Jeff and Kathy about why mindset is more important than ever in this shifting market, how you can take yours to the next level, and more. 

We also discussed;

• Why mindset has to proceed strategy 

Quotes 

“As the market shifts, your opportunity is now.”

“Your core values are what you demonstrate, not what you say.”

Key Points 

1. This market shift can be intimidating, but it presents a huge opportunity. Many agents get scared during a big shift; in fact, many agents are leaving the business. This means that if you can do what it takes to get through the shift, you’ll be stronger and have less competition than before. 

2. When you wake up, make a concerted effort to approach your day with gratitude and positive thinking. There are days when it’s difficult to be positive and put in the necessary effort to succeed, but you have to choose positivity anyways. 

3. Schedule time to reflect on your days and mindset. In our busy schedules, it can be time to sit down and think about how things are going and what we’re doing. Schedule time for yourself to reflect on your plan, how things are going, and how you can improve. 

4. Millionaires double down on their core values. The core values of your business shouldn’t be too far from who you are as a person. It’s more honest, and it’s easier to invest in something that truly reflects your beliefs and who you are. 

Today on Live Unreal with GloverU, we had the distinct pleasure of sitting down with Jay Fischetti of Columbia, Maryland. Jay is a 24-year veteran of the industry and a top producer in this field. He has posted astounding numbers, with 95 units sold in 2022, and is on track to produce 90 units in 2023. Jay has been a member of the GloverU family since 2020 when he became a one-on-one client. 

Jay has completed numerous programs with GloverU, including Listing Mastery and Salesperson to CEO. Today, you’ll learn why he participates in all of those programs despite being a one-on-one coaching client. He values the GloverU family atmosphere where everyone cares, and he is notable for his presentation skills, his commitment to his morning routine, and his ability to generate leads from current clients.

You’ll also learn:

• What it means to be in a skills market

Quotes

Surround yourself with givers. - Jay Fischetti

We are now in a skills market. - Jay Fischetti

Key Points

1. The market has shifted to being a skills market. This means that a lot of agents are going to be struggling to meet their goals. However, there are still agents who are doing great, so learning from their success is key.

2. You have three great opportunities to generate referrals from current clients. These occur when the client’s confidence is at a high point, such as when you sign a contract. This is when it is critical that you ask the right questions.

3. Many agents have trouble clearing their minds to do lead generation when they have administrative tasks waiting for them. This means that they will have to come in even earlier and start their day by clearing out those tasks.

4. Mindset is crucial in this business. You have to learn to say no when necessary. Also, you can’t bring any negativity or outside pressures with you. If you are on an appointment, it is critical that you leave everything outside of that appointment and be 100% present for the client.

For the latest episode of the Live Unreal Podcast, we are honored to have an exceptional guest with us today: Connor Johnson. As a tenacious agent, Connor has demonstrated his incredible ability to conquer challenges, even amid the hurdles of our current real estate market. Last year, he accomplished an impressive feat with 49 successful transactions, and this year, he's on track to close 75! How did he do it, and what major changes is he doing this year?

Today, Connor will be sharing with us his journey and revealing the strategies that propelled him to success. He will talk about how he has mastered the art of prospecting expired listings, leveraged the cumulative board to gain visual clarity of his goals and deficits, and adopted a well-defined business plan with clear and actionable steps. He’ll also discuss his recent venture into the world of social media, and how he successfully navigated this new territory to expand his reach and engage with his audience effectively.

Get ready to be inspired and gain invaluable insights. Whether you're a seasoned agent looking to elevate your business to new heights or a newcomer seeking the keys to success in the competitive real estate world, this episode is a must-listen!

We also discussed:

• The importance of treating the job as a business

Quote

“It’s one of the best lead sources now at this point.” - Connor Johnson, on expired listings

Key Points 

1. In today’s challenging market, it’s critical to treat the job as a business and to have clear plans if you want to succeed. Having a great personality and being professional won’t cut it anymore. 

In today’s episode of the Live UNREAL Podcast, Jeff and Davonte Moore are sharing their advice on how you can increase your number of transactions. They’ve discovered that you can get 42% more transactions if you stay committed to a routine and implement a new and updated database plan, and today they’ll share how you can do this to replicate these results. Let’s make sure your business keeps growing! Now is the time to implement these strategies and rise above the rest.

We also discussed:

• Keeping in touch with leads via multiple channels of communication and at multiple points during the year.

Quotes

“Seeing others in the office being successful is contagious.”

“When it comes to messaging leads via text, you need to be very direct and ask yes or no questions.”

“Be intentional about prospecting, expired listings, and hold open houses as often as possible.”

Key Points 

1. Have a morning routine that you stick to every day. Hold yourself accountable to stick to it. By doing this, you will increase your effectiveness and efficiency over time.

2. Utilizing a quality CRM and knowing how to formulate a succinct yet effective message for leads will help you immensely.

3. Implementing the right activities and mindset into your daily routine will help you overcome the hump of consistently doing about 18 transactions and break through to reach more success.

Today on Live Unreal, we have the distinct pleasure of hearing from Taylor Kerrigan. Taylor is a 10-year veteran of the Glover Agency and has recently become the Director of Sales. Taylor knows what it takes to succeed in this business because she has been on the ground with all of you. She has done a little bit of everything with the Glover Agency, starting when she was just 18-years-old. 

Perhaps you’ve noticed that Glover Agency agents are built just a little bit differently. The secret to their success is not a cult, it’s some key traits that set them apart from the crowd. Taylor is sharing what these traits are and explaining how you can get to that same high level. You’ll learn about our agents crave accountability, work on their skills every day, commit to a consistent morning routine, and are willing to prospect every day no matter what. 

You’ll also learn:

• What agents get into this business for

Quotes

We all have the opportunity to become better-trained salespeople. - Taylor Kerrigan

You’re never done working on your skills. - Taylor Kerrigan

Key Points

1. You need to commit to accountability and have an accountability partner who will work with you to keep you on track. Taylor has served in that capacity for numerous agents, including Jeff himself.

2. Glover Agency has its own version of the 75 Hard Challenge, and every agent is committed to following it. Striving for consistency is one of the big keys to success.

3. How truthfully committed are you to having a morning routine and doing your daily prospecting? Be honest with yourself and work to find the areas in which you need to improve.

4. Through her time with the Glover Agency, Taylor has learned what it means to be part of something unreal. Are you ready to make more money? Are you ready to start living your Unreal life? If so, we can help. 

In today’s episode, Jeff is going to share his invaluable insights on taking market share in the second half of the year. Whether you're an entrepreneur, business owner, or aspiring market dominator, this episode is packed with strategies to help you achieve your goals.

Jeff’s expertise is in understanding customer psychology, dominating your market, and growing your business. Today Jeff will reveal the top 11 ways to take market share in the rest of the year, based on how 2023 has gone so far and how the next 5 months are shaping up.

Prepare to be blown away as he walks you through the proven Glover U game plan for the rest of 2023. These strategies have been tested and refined, and now, you have the exclusive opportunity to learn from a seasoned expert.

We also discussed:

• The useful webinar resources that we make available to you for free. Now available as an app!

Quotes 

“These strategies are not just something I heard about, they are based on our own implementation and the success we’ve seen with them.”

“Potential clients want to know that you’re the expert, full-time agent that’s in the field every day and knows what they’re talking about.”

Key Points 

1. 11 things that agents should be focusing on in the second half of 2023 to see major success.

2. Give yourself a reality check on where you thought you would be by this point in 2023 and where you actually stand.

3. How you can take these strategies and make a concrete plan for yourself that will get you to where you want to be.

Today, Kate Simon shares the six key traits that all top agents have. Kate has coached a countless number of agents, and she has noticed patterns that separate the average agent from the superstar. 

In addition, the housing market has changed recently, and if you’re still using the same tactics you were using before, you won’t find success. You need to adapt to this market, and that change comes from coaching. 

Find out how to become the coachable agent you need to be to find success in this changing market by implementing Kate Simon’s top six top agent traits and behaviors. 

We also discussed:

• What it takes to become a master

Quotes

The change needs to start with you. - Kate Simon

There is an inverse relationship between how many leads you currently have and how many transactions you do in a year. - Kate Simon

Key Points 

1. The first trait is a mastery of the basics. It takes roughly 10,000 hours to master a skill, so it won’t come easy. However, once you truly master the basics, you can use those skills as the foundation for the rest of your business success. 

2. The second trait is lead generation. Don’t settle for the same old prospecting pipelines you always use. Master your follow up and learn to love lead generation, even if you think it’s boring. 

3. Your morning routine is the start of your success. Even though it can be hard to get up early and start your routine, you have to do it anyway. Find your motivation to do the difficult things and they’ll become much easier. 

4. The third trait is adaptability. Top agents are okay with letting go and are curious about why things work and why they don’t. It hurts when what worked before stops working, but you need to adapt or risk your business failing. 

5. The fourth trait is setting expectations and having focus. You can have the best morning routine in the world, but if your partner interrupts it every day, it won’t matter. Set boundaries and let the people around you know what your goals are. Also, have intense focus when you’re working for yourself so that you can fully dedicate time later to your loved ones. 

6. Finally, top agents take ownership of their choices. They understand that success fundamentally depends on them and their decisions. They take responsibility for their results and don’t act passive about their success. 

In this episode, we’re talking about our six awesome coaching programs here at GloverU. There is so much you can learn with us, so it can be hard to figure out where to start. To help with this, we’re highlighting each of our programs and explaining what they cover, all from the coaches themselves. 

Know that all of our coaches are doing the work themselves—no one has left real estate in the past. These experienced professionals also update the classes each time they run them. Many people have taken a class multiple times because there’s always more to learn, especially as the market continually changes. We know we can bring immeasurable value to your business, and today you can learn how. 

We’ll also talk about: 

• What is covered in each of the six classes 

Quotes 

If you can overcome your fear of rejection and not knowing what to say, you become unstoppable. - Justin Ford

Mindset is one of the biggest things that causes agents not to sell the number of homes that they want. - Justin Ford 

A listing appointment is the greatest differentiator between the best and the rest. - Jeff Glover 

Key Points 

1. If you’re not hitting your goals, the answer as to why is simple: you’re not talking to enough people. This is where Prospecting Bootcamp comes in. In this class, we’ll teach you how to get in front of more people and have more conversations. This class is for people at all levels and can help everyone increase their businesses dramatically. You’ll learn the different avenues for prospecting, how to work with different personalities, how to overcome objections, and more. You’ll hear about the 25 sources of business that Jeff and his team use to sell 1,000 homes each year. Plus, you can learn to overcome your limiting beliefs. Text “prospecting” to 55444 to learn more. 

2. Buyer Business Accelerator is another great class that we offer. Ultimately, the class is a complete system for us to teach you everything, including lead generation, great customer experience, qualification, negotiation, following up with people, communication, and more. Agents and team leaders can all get a lot out of this. As the market continues to shift, working with buyers will be more and more important, so don’t miss this opportunity. Text “buyer” to 55444 to learn more. 

3. There’s also Listing Mastery (text “listing” to 55444), Systems of Real Estate (text “operations” to 55444), Marketing Mastery (text “marketing” to 55444), and Team Building: From Salesperson to CEO (text “CEO” to 55444). All of the courses can teach you so much, so don’t miss out! They all run for 16 weeks and cost between $1,200 and $1,600. 

Today on Live Unreal with GloverU, we have the distinct pleasure of sharing an interview with Ellie McIntire. She is a 21-year veteran of the industry and has distinguished herself as a top producer in her area. She closed 66 units in 2022 and is on track to close 60 more in 2023. 

Ellie is special amongst our interview guests in that she has graduated from our Listing Mastery course not once, not twice, but three times. We’re sharing what keeps Ellie coming back to the listing mastery course, what makes GloverU different from other programs, and how our programs excel at producing top earners. 

You’ll also learn:

• How the prequalification script was a game changer for Ellie

Quotes

You’ve taught me the value of my value. - Ellie McIntire

The prequalification script…has been a game-changer. - Ellie McIntire

Key Points

1. Focusing on your database and balancing your business can net you big returns. Ellie is a database-focused agent, and by making a change to the balance of listing versus buyer business, she has noticed a vast difference.

2. The Listing Mastery course is constantly growing and evolving. You can learn something new from the course every time. Ellie has attended three times, graduating with amazing results, and she plans to continue attending the course.

3. By asking the right questions, something that our Listing Mastery course prepares you for, you are putting yourself in a position of strength against the competition. Ask the potential client about who else they are interviewing, which will make you better prepared to answer and preempt any objections.

4. By implementing a hybrid farming approach, you can use simple and low-maintenance tools like a Facebook page or group to produce enormous returns for your business.

In the latest episode of the Live UNREAL podcast, Mike Arko joins us to share his insights, resources, and strategies for achieving his recent accomplishments. He’s been in the industry for four years, and he enjoyed great success in 2021 when the market was hot, but when things started to slow down the following year, Mike thought it was time to become more proactive. 

He finished 2022 strong with 36 units closed; this year, he is on track to close around 75 units. Without a doubt, this is a remarkable achievement! What did he do differently to turn the tides around and continue his upward trajectory??

In today’s interview, he will reveal the secret behind this success. He will walk us through his morning routine, how he stays focused, how he uses social media to get in front of people, how a GloverU script changed his career, and many more. 

If you want to supercharge your output this year, don’t miss out on this insightful episode of Live UNREAL podcast. Whether you’re an aspiring or established real estate professional, there is something valuable to learn from Mike’s journey.

We also discussed:

• The importance of doubling down on your lead generation 

Quotes

“What I've done a really good job at is just putting on blinders and focusing on what's in front of me.” -  Mike Arko

Key Points 

1. Doubling down on your lead generation is critical if you want to weather the constantly changing housing market. 

2. Following a morning routine can help you hit your goals for the entire day.

3. Being a nice person to FSBOs and treating them right will go a long way toward getting your foot in the door.