Live UNREAL with Glover U

Get ready to supercharge your business strategy with the latest episode of the Live UNREAL podcast! For the second part of Jeff’s live event, he dives deep into the importance of crafting a solid business plan before implementing any tactics.

You'll hear about real-life GloverU business plan examples that successful clients have customized to create strategic daily schedules. These schedules are life-changers; they allow people to maximize their social media marketing, double down on their lead sources, and achieve incredible results. Jeff will also share his own real estate experience when he was starting his career and how he invested more time, effort, resources, and skills to reach the top. 

Whether you're just starting out or looking to take your business to the next level, this podcast is packed with tips and insights to help you succeed. 

We also discussed:

• How to high-breed farm

Quotes

“We have to be reminded every single day why we come in early, why we stay late, or why we make that extra call.” (on writing “unreal” life goals)

“Double down on what's working rather than continuing to introduce new ones.”

“Whenever you get close to your own expiration date, extend it to another 30 days; when you get closer again, figure out a way to extend it another 30 days.”

Key Points 

1. To double down successfully, you have to identify the source of your business that’s giving you the most or is trending towards an ROI. Invest in that by putting in more of your time, effort, resources, and skills.

2. The fastest way to become successful in real estate is to eliminate all your other options. If you’re not financially ready to commit to the industry full time, you can leave for a while and come back once you’ve saved up enough money.

3. The more consistent you are with your daily schedule and morning routine, the more consistent the appointments and commission checks will be.

In today’s episode of the Live UNREAL Podcast, Jeff Glover is sharing 20 ways agents can have an untouchable mindset. Recently, Jeff hosted a live event where he discussed how important mindset is to our everyday success. You can have all the skills you need to succeed in real estate, but if you don’t have the mindset necessary to work hard and apply them, they won’t do much good. 

Throughout the list of 20 ways agents can have an untouchable mindset, we encourage you to follow along and check how many of these you are already doing and which ones you could improve on. By the end of the episode, you’ll have a comprehensive list of steps you can take to move your business forward. 

Find out how to improve your mindset, stop focusing on the negative, and prepare yourself to have your best year yet. 

We also discussed;

• The importance of hanging around people with the right mindset

Quotes

“Stop going on Facebook and start listening to podcasts.”

“Precision follows action; don’t wait for perfection to make a move.”

“Get better at yourself first and your business second.”

Key Points 

1. Stop surrounding yourself with negativity. Certain news outlets, Facebook groups, and friends exude negativity and have a poor impact on your mindset. Instead, what you should do is curate the information you’re consuming and engaging with. 

2. Conferences are a great way to connect with like-minded people. If someone is going to a conference, you already know that they have a growth mindset. 

3. Identify what it means to become a better version of yourself. For your business to grow the way you want it to, you need to focus on yourself first, and mindset is an important place to start. 

In today’s LIVE episode of Live Unreal, Jeff Glover is taking you through the 21 skills you need to win in this new housing market. The truth is that our market isn’t like it used to be, so if you want to find success (whatever that means for you), you need these skills. 

Some skills, such as managing your time, you might already have. However, are you developing them to your full potential? If not, Jeff has you covered. He’ll go over all 21 items in this list and give you detailed tips on why they’re important, what you can do to develop them, and how they’ll help your business. 

For each item, you’re encouraged to rate yourself on a scale of one to 10; this way, you’ll know exactly where you’re crushing it and where you need to refocus your energy. 

He also discussed:

• How mindset can help you flip the switch

Quotes

“Own the morning and win the day.”

“These are the skills your competition wishes they knew about.”

“Mindset and resilience are the most crucial skills you can have in this market.”

Key Points 

1. No matter how on top of your business you are, there are probably a few areas you could improve. Are you marketing to your database to the best of your ability? Are you great at finding leads but struggle with converting them? In our new market, it is more important than ever to take a tough look in the mirror and find out what we could be doing better. 

2. Resilience hasn’t been necessary for our market in a long time. Before, sellers were so pleased with their high prices that the process wasn’t emotional for them. Now, sellers may have to make concessions. As a result, the listing process is now more difficult to navigate. 

3. After taking stock and rating what your strengths and weaknesses are, it’s time to do some work. Find your top three strengths and bottom three weaknesses. Then, find someone who can help you work on your weaknesses. Also, if you can teach someone something based on one of your strengths, do that so you can learn and grow with that agent. 

In today’s episode of the Live UNREAL Podcast, Jeff Glover and Coach Justin Ford are sharing everything you need to know and do to be able to prospect your way to 100 deals per year. They’ll showcase some reliable old-school techniques and some innovative new ones.

Prospecting is the first step in the sales process. If you think about prospecting from a negative standpoint, you need to change your mentality. There are so many different ways to do prospecting that you’re likely doing one without even knowing. Right now is a uniquely opportune time to prospect because we haven’t seen a market this ripe for the picking since the last crash.

The market shifting and many agents leaving the business is a great opportunity for all of you. You’re sticking it out and doubling down. Now is the time to get the market share that has been abandoned by the others. Find out how to become a better prospector, keep a positive and resilient mindset, and convert leads to help this year. 

We also discussed:

• A downloadable free workbook of extra resources

Quotes

“Cold calling is just one aspect of prospecting, not the only one.”

“Improving your skills and techniques won’t matter unless you also improve your mindset.”

“Asking leads questions gets the information needed to better help them and also builds rapport.”

Key Points 

1. Prospecting is not just cold calling. People have a negative association with cold calling, and often think that it is the main aspect of prospecting. However, it is only one part. Prospecting also involves what you say, who you say it to, what you message, what you email, how you use video, and how you use social media.

2. The three pillars of successful prospecting are sales skills, a bulletproof mindset, and time management. If you can keep on top of those three, you’ll be able to help a ton of people in 2023. Stop listening to the news, start listening to podcasts and motivational trainings, and surround yourself with successful people. The key is to stay positive and remove the noise.

3. What makes a good script? To succeed in this area, you need to ask great questions about their motivation and timeline. This will get you useful information and build rapport. Then you need to actively listen to their answers and ask more questions based on those answers. Don’t fly through your script. Instead, dive deep into each lead’s situation. When you get all that great information, it makes it much easier to close them for an appointment.

4. Sources of business in our current market. Expired listings are the highest they’ve been in the last five years. For-sale-by-owners are always confident, but almost always also need help. Reach back out to all of your past buyer leads that haven’t made a purchase yet and let them know about the low interest rates right now.

Level up your real estate game with today's episode of the Live UNREAL Podcast! We're diving into the crucial topic of winning with your database and client events in 2023. With the increased demand for adding value to databases in the real estate industry, some agents have been struggling with getting results and are actually experiencing a decline in production because they’ve been using the same methods and techniques. 

If you’re having the same issues, Jeff and Taylor Kerrigan have the perfect solutions you've been looking for. They have a successful plan in place that has helped them close over 1,200 transactions this year, with a significant portion coming from their database. They'll be sharing new and innovative ways to add value to your database and client events, which you can implement to help grow your business.

Don't miss this opportunity to learn from two experts in the field, who are ready to share their knowledge and experience to help you reach your goals. 

We also discussed;

• The perfect time to host a client event

Quotes

“Your first step is to make sure that you have a database, and that you're keeping track of who your clients are.”

“Doubling down on the database is truly something that you want to squeeze more out of this year.”

“If you're doing one thing for your database right now per month, step it up to two; if you're doing two things, step it up to three.”

Key Points 

1. Updating your database plan is crucial because what was important to your clients three to five years ago is different from what they value today.

2. Client events are profitable but there are a few things you need to do to make them successful:

• Know when to host them

3. To effectively maintain contact with your database, it's important to consistently engage in various forms of outreach such as calls, events, mailers, and email blasts. In addition, you should aim to find innovative ways to provide value to your clients without breaking the bank. Here are a few examples:

• This February, you can make a reservation at a popular restaurant, call your client, and suggest they have their Valentine’s Day dinner there. 

In today’s episode of the Live UNREAL Podcast, we’re talking about how to attract agents in a shifting market. If you are looking to grow your team or business, you need to know what agents are looking for today. Wouldn’t it be nice if your value proposition was so strong that agents reached out to you? What would it look like to create an environment where people were lining up to join your team? There are things you can do to get there, and we are here to help. 

It’s clear that the market has shifted, and that has made many agents very fearful. They are looking for strength, and someone who will remove that fear through the value they offer. Make sure you are that person. Also, it’s important to think about what you’re doing to attract agents. Ask yourself questions like: Who do I have to become to deserve talented agents? Why would someone want to join my team? What do I need to change? How can I benefit the agents who work with me? 

To help you get on the right track, we discussed the fundamentals of value proposition. That starts with the five things that agents will always be looking for, then the five things you need to be doing to attract agents and set yourself apart. If you follow these steps, you’ll set yourself apart in this market and grow your business like never before. 

We also discussed:

• How to market your strengths as a leader

Quotes

“Needs are changing, and we have to fulfill the needs.”

“Confrontation is the greatest form of caring because you’re telling them the truth and helping them grow.”

“Everyone on the team has to live the values, or the values are useless.”

Key Points

1. Agents are looking for these five fundamental things: strong leadership, a strong vision and mission, core values, someone who will help them meet their goals and be more efficient, and training/coaching. As you work on those things, remember that a great leader is interested in getting people to respect them, not like them. Also, know that leaders tend to underestimate how much agents appreciate structure during turbulent times, so work to provide that. 

2. There are five things you need to do to set yourself apart and attract more agents: invest in your agents, have a strong support staff, make sure your marketing is top notch, offer appealing concierge services, and offer them great technology as well as someone who can help them use it. Think about what you can do to help agents and what you can take off their plates. 

3. Once you know how to implement the processes that will set you apart and make your team beneficial to agents, tell others about it. Put together a thought-out, well-documented presentation, and make sure it is in both physical and digital formats. There is no reason to keep this stuff a secret. If you’re worried about other people stealing your strategies, know that you’ll always be one step ahead of them. You should be screaming these awesome things from the rooftops. 

In today’s bonus episode of the Live UNREAL Podcast, we’re guiding you on NEW social media strategies for 2023. Unlike other aspects of real estate marketing, social media strategies are changing all the time. What worked in 2022 might not work this year, so these strategies will be essential to help you grow your business. 

Nowadays, leads are making decisions on who they’ll work with before they even meet anyone. What people see on social media is now just as important as consultations were in the past. Considering this, what can you do to market yourself on social media? These platforms might seem intimidating, but they represent a huge opportunity for agents who are willing to take the time to learn how to use them. 

To take your business to the next level, you need to master social media. Today we’ll cover why video works, the benefits of social media, strategies for success, and much more. By the end of our conversation, you should have every tool you need to be a master of social media in 2023.

We also discussed:

• Becoming content creators

Quotes

“Social media is the biggest paradigm shift happening in marketing today.”

“The debate about video is over; it’s absolutely necessary.”

“If you don’t dedicate yourself to becoming a social media master, you might as well get out of the industry.”

Key Points

1. There are three ways Realtors can get in front of leads: Prospecting, personality, and marketing. Personality-based business comes from your charisma and ability to talk to people. Prospecting-based business comes from scripts, cold calls, door knocking, and other similar lead-generation activities. Marketing-based business is all about getting leads to call you. 

2. You can’t just be a consumer; you need to be a content creator. Video is absolutely necessary in the social media age. It’s the best way for potential clients to get to know you. If you can create a superfan, they’ll tell all their friends about how great you are, and you’ll net way more business. Find out your brand by reaching out to current and past clients about how they view you. 

3. Look at what other content creators do and why it works for them. Youtube is the platform of the future because it has a critical mass of people’s attention. An easy way to get video ideas is to enter into Google the beginning of phrases and see what it suggests. These suggestions represent what other people are looking for. Always keep your content focused on the consumer–it should be all about them. 

In today’s episode of the Live UNREAL Podcast, we’re guiding you on how you can work smarter, not harder, with buyers. Jeff will take you step-by-step through his process for working with buyers quickly. Right now, many buyers have reservations about higher interest rates and our shifting market, but with these tips, you’ll be able to close deals quickly and get more work done. 

Despite what you may have heard, buyers are still looking for homes in markets all across the country. No matter what’s going on in the market, life happens, and people will always need to buy and sell homes. It won’t always be easy, but if you ignore working with buyers, you’re missing out on a huge revenue stream. 

To succeed with buyers in this market, you need to shift your mindset before doing anything else. By listening to this podcast, you’ll learn how to adjust your strategy, close quickly, get the best deals possible for your clients, and more. 

We also discussed:

• How buyers choose who they work with

Quotes

“In this new market, you can’t just be fast–you have to be skilled.”

“Your value proposition is more important now than it has ever been.”

“67% of buyers work with the first agent they contact, so you need to be that agent.”

Key Points

1. Buyers’ No. 1 concern used to be, “Who can get me a house the fastest?” Now, buyers want to know, “Who can get me the best deal?” The more the market softens, the more critical buyers are of who they work with. That means you need to demonstrate your value upfront. 

2. The ALM (Appointment, Listing model is the most effective way to work with buyers today. 

• First, set the appointment to show the house right out of the gate–it should be your first priority.

3. Once you meet face-to-face with a buyer, you need to demonstrate your value. Make a note of what they're looking for and hone your value proposition. If you are not already set up to view a home, make sure you set one before the end of the appointment. Have a plan in place to follow up and continuously reach out to potential buying leads.   

In this episode, our winter webinar series returns, and today we’re talking about how to build up your inventory and take more listings this spring. The mindsets and tactics we’re sharing helped us take 66 listings in December 2022, so they are coming straight from the field. Jeff will share 10 things that will have you operating like a master listing agent and help you have a great start to your 2023. 

You’ll find out how some agents are taking more listings in a market that’s proven challenging for many, and all the things you need to fine-tune if you want to have the same results. From specific skills to exact scripts and best practices, here’s how to give your listing inventory a huge boost this year. 

You’ll also learn;

• How to work expireds the modern way 

Quotes 

Everytime you get rejected, you get better for the next time. -Jeff Glover

If a listing is active for 21 days and it has not sold, it’s absolutely overpriced. -Jeff Glover 

Key Points 

1. Working with buyers and working with sellers requires two different skill sets. With buyers, it’s a more emotion-based process. It’s about being enthusiastic and going on the emotional ride with them as you show them different homes and guide them. Working with sellers on the other hand, is a more logic-based process. We have to be really good at asking questions methodically. We’ll do really well if we spend time sharpening our seller specific sales skills. 

2. Door-knocking isn’t an old school lead generation strategy anymore. Now that people have become accustomed to getting deliveries to their door, and they are actually home more, visiting a FSBO at the door is now a modern technique. 

3. The success of a listing is heavily reliant on going into the market with the right price. In order to take more listings in this market, we have to get really good at future-pacing sellers for price reductions. 

Use this script: 

I feel confident in the price that we set on your home, but it’s important to understand that we won’t know the value till we put it on the market and see how buyers respond. 

They will respond in 1 of 3 ways; 

• If we have showings and offers in the first few weeks, we’ve marketed it and priced it right (we have to prime them for this because if it sells fast, they might think it’s priced too low)

• If we have showings but no offers, we’re in the ballpark but we might just need a slight reduction of 3-5%

• If we have little to no showings, and certainly no offers, we’ve priced it too high.

In today’s bonus episode of the podcast, Jeff is joined by a special guest with a very special interview and announcement. Kathy Schweitzer is an individual who has made a huge impact on many lives in real estate, and in Jeff’s own journey. She took a chance on him at 19, developed him at a really high level, and helped him go from salesperson to CEO. 

Kathy led one of the most successful real estate offices in Detroit, and has coached some of the most successful top producers and leaders in the business. She’s truly a force to be reckoned with, and in this episode, she talks about her real estate career, how she crossed paths with Jeffs, her insights on leadership and what’s next for her.  

We’re excited to announce that Kathy is joining Live Unreal Companies as Director of Sales. Having Kathy onboard is really special, and today you’ll hear how all this came about, and why we can’t wait to work with her! 

We also discussed;

• How to retain talent when the competition can put more money in an agent’s pocket

Quotes 

Part of being a good leader is your ability to adapt to the people you lead. -Kathy Schweitzer

Key Points 

1. It’s not always the company that gives an agent the most money that retains talent. People want to be in an environment where they feel good. Of course they want to earn money too, but that’s a byproduct of being in the right environment and the attitude it cultivates. 

2. As leaders, we have to adapt to the people we work with, instead of them adapting to us. We have to accept that not everyone will share our exact approach and enthusiasm, so we have to be versatile and flexible and meet them where they are. 

3. The agents who love the hunt and would go after expired listings all day tend to ignore their past clients and sphere of influence. Whatever lead generation method we use, we still need to have our sphere and past clients being nurtured at the same time.