Live UNREAL with Glover U

In today’s episode, we are continuing the live prospecting demonstration from New Year’s Day. Jeff Glover and Coach Justin Ford are going to put the scripts into action, show you exactly how they approach making calls to expired listings and also demonstrate how to get comfortable with reaching out to people. 

For most agents, the idea of calling people out of the blue is intimidating, but the truth is, it’s not as scary as you think. If you follow the process and change your mindset around rejection, you can make prospecting simple and build the muscle to prospect every single day. 

You’ll learn how to get into the right headspace to get on the phone, and how easy it can be to go from being hesitant to prospecting, to setting a ton of appointments like a pro. 

We also discussed;

• How to build mindset breaks into your prospecting time 

Quotes 

Prospecting isn’t as scary as you think, don’t overthink it, just have a conversation with people. -Jeff Glover 

Key Points 

1. When you prospect, expect people to say no because the majority will. Rejection is part of the game, and the more you can tolerate it, the closer you get to the result you want. Don’t focus on the end result, focus on the process. As long as you follow the process, show up prepared, with scripts and handlers and stay consistent, sooner than later someone will say yes and set an appointment. 

2. If the seller says they’ve talked to someone else from your brokerage, ask “if we all did the same things, wouldn’t we get the same results?” There’s a reason why some agents sell more homes, and it’s the individual activity of the agent, not the company.  

3. When you get really comfortable with prospecting, you can actually start measuring the ratio between the contacts you make and appointments you set. That way, you can reverse engineer how many hours you need to prospect to hit a certain goal. 

In today’s episode of the Live UNREAL Podcast, Jeff Glover and Coach Justin Ford are kicking off the new year with a live prospecting demonstration. You’ll get to follow along as they call expired listings and show you the process that leads to success. Most agents want to take the first day of the year off, but New Year’s Day is actually one of the best days to get sellers on the phone. 

Jeff and Justin have a list of over 1000 homes to dial, and they’ll show you how they do it, and share the mindset you need to have during this process, and high level insights that will improve your prospecting game. It’s not glamorous and it takes a lot of patience, but it is by and large the most profitable activity you can commit to as an agent. 

Find out how to become a better prospector, deal with the downtime and rejection and also ways to increase your chances of getting an appointment. 

We also discussed;

• How to turn a wrong number into an opportunity

Key Points 

1. It’s important to see and understand the process of prospecting. Even the most seasoned prospecting pros have downtime, people who don’t answer and people who don’t want to talk to them. It’s about being prepared, showing up and being consistent over time to get the results. 

2. Script for a New Year’s voicemail: “Happy new year, I’m calling about your home for sale and to find out if you’re accepting offers? If you are, give me a call back.”

3. New Year’s Day off is actually the best time to prospect because; 

• More expired opportunities than any other day of the year 

4. If a seller is out of town, and you can’t get an appointment in person don’t pass up on the opportunity - you can always set up a meeting via Zoom.  

In today’s episode, we’re talking about database strategies that will be vital in the next market, and how to master them at the highest level. Ever since you got into the business, you’ve heard people say “work your database”, but what does it actually mean? How do you turn your database and all the contacts you make along the way into a pipeline of deals and referrals? 

Jeff shares the formula for database success, why you shouldn’t just be working one database, and what we need to be doing every single day if we want this source to work for us. 

We also discussed;

• Why your database value-add content is due for an update 

Key Points 

1. There are 3 pillars for growing your database business; 

• Constantly adding people to it 

The challenge is, most agents aren’t good at doing both. The agents that are good at making new contacts aren’t good at adding value to the relationships they already have. The agents good at nurturing aren’t necessarily good at adding new people. We need to have a system in place to do both. 

1. Most agents send out something their database can put on their refrigerators, but a lot of newer model refrigerators aren’t magnetic anymore. Make sure you’re mailing out things with adhesive strips. 

1. Push all your past and current clients into one VIP client Facebook group - it’s like sending them more pieces of mail. You can make the most amazing social media post but you don’t know who’s going to see it, but with your own group, people get notified every time you go live, so you can use this to send market stats and even do giveaways. 

In today’s episode, we’re diving into expired listings and how to go after them - especially right now. Every market across the country has 4 types of expired leads right now, and because there’s less agents working them, you actually have the potential to do a fair amount of deals through this lead source. 

In this current market, we’re going to be seeing a lot more expired leads than ever before, but that doesn’t mean that they can’t be put back on the market and sold. There’s actually a great opportunity to help sellers get off the fence and make the move to where they want to go. 

Jeff shares how to add expireds to your lead sources, how to find them, and what to say to them whether you get them on the phone or at their door. 

We also discuss;

• The message that will get expireds to take action 

Quotes 

It’s an individual agent’s activity that gets a home sold. If we all did the same things we’d get the same results. -Jeff Glover 

Key Points 

There are 3 keys to succeeding with expired leads. 

1. We have to get them to understand the home didn’t sell because of the other agent

Many sellers believe that all agents do the exact same thing so it doesn’t really matter who they choose. The truth is, what gets home sold is an individual agent’s abilities and efforts. If we all did the same things we would get the same results. 

Sellers don’t want to think about the headache of getting their home in their market or getting another sign in the yard. What we want to get them thinking and excited about is where they are moving and what will take them there. 

There are 4 types of expired leads;

• Newest - 24 - 48 hours 

Of all sources of business, there’s nothing more motivated than fresh expireds. It’s the fastest way to a listing. 

In today’s episode, we’re going to take a closer look at some of the 25 lead sources we shared in our last 2 episodes, starting with our database. Our database can be a strong source of listings, providing us with a solid pipeline of business throughout the year. Whether it’s generating more referrals or a repeat business, paying attention to our database is one of the highest ROI lead generation activities we can commit to. 

With that being said, the amount of business we can get from our databases are on the decline, especially if we keep doing exactly what we’ve been doing. There’s so much competition for the attention of the people in our databases, so it’s no longer as simple as sending an email every now and then and getting transactions. In order to maintain and grow our database business, we actually have to increase our efforts, not just in terms of quantity (adding more people) but also quality (adding more value). 

Jeff is going to share the pressures on our database business and what we need to be doing to keep getting success with our database. 

We also discussed;

• How to ask for business from your database 

Key Points 

1. Every real estate agent needs to have 5 databases; 

• Past clients/sphere of influence

Make sure you have these categories well-defined and organized in your CRM so you can truly add value to each of them. 

2. Adding value to our database has to actually be relevant and impactful to their lives. Sending a reminder to set their clocks back just won’t cut it these days. What we really need to do is put thought and intention behind what we send out because it’s the difference between being top of mind and drowning in a sea of oblivion. 

In today’s episode, we continue our discussion on the top 25 sources of listings in today’s market. Jeff Glover will share 15 lead sources that can turn into actual listing business, including some really unique and uncommon ones you should consider going after. As the market continues to soften, it’s really important that our businesses are fed by multiple sources, platforms and relationships to ensure stability and help us achieve our goals for 2023 and beyond. 

The real estate industry is going to continue to experience changes, and if you’re positioning yourself correctly, these changes can work to your advantage and help you gain more clients and market share. 

Jeff will share the 15 more lead sources every agent should consider adding to their businesses, including lesser known relationships and platforms that will be hugely impactful. 

You’ll also learn;

• Why you don’t have to wait for people to become past clients to get referrals 

Quotes 

When it comes to door-knocking, the return on your time is greater at the average or lower price points than the higher price points. -Jeff Glover  

Key Points 

1. Real estate transactions have honeymoon phases. A seller’s excitement and enthusiasm of working with us is at its highest in the first 7 days of signing the agreement, the 7 days after it goes pending, and the 7 days after closing. Their confidence in us is at an all time high, they are more likely to be talking about us to friends, family and colleagues, and we can actually get a referral because of this. 
   

In this episode of the podcast, we’re diving into the top 25 sources of listings in today’s real estate market. We’ve discussed the key traits and characteristics of top listing agents, and the benefits of focusing on listings, but where are the best of the best getting business from? As real estate agents, it’s important to create stability by diversifying our lead sources, while also not spreading ourselves too thin by taking on too much. 

Whatever the market condition or the location, the lead sources you’ll learn about will be a huge boost to your business and perhaps even deliver leads for years to come. You don’t have to take on all 25, of course, but taking on a few or just brushing up on the ones you already have in your business, will make a huge impact. 

Jeff will share the first 10 of 25 of these lead sources, and why they are worth going after, especially in this market. You’ll learn what Jeff and his team are doing, the lessons he’s learned and the lucrative lead sources you need to stop overlooking. 

You’ll also learn;

• The danger of intensifying on only one lead source at a time 

Quotes 

Great listing agents have no less than 3 and no more than 5 sources of business they’ve mastered at a high level. -Jeff Glover  

The more sources of business you have, the less amount of time, energy, money and total resources you have. -Jeff Glover  

The market we’re heading into could be an unstable one and we don’t want to be involved in long-term expensive advertising contracts. -Jeff Glover  

Key Points 

1. Great listing agents master no less than 3 and no more than 5 sources of business because it’s the sweet spot between stability and being overstretched. Having 3 or more lead sources is like building your business on a stool with 3 or more legs. That means you can sustain your business through different market conditions, and you won’t have to scramble for leads if one lead source starts to drop off.
   

In today’s episode of the Live UNREAL podcast, we’re diving into part 2 of our conversation on what makes top producing agents tick, and how they set themselves apart from the other agents in their markets. The highest performing agents are intentional about every aspect of their businesses from scripts and communication, to accountability and follow up. Their incredible results are just the byproduct of those mindsets, behaviors and habits. 

Any of us can add these skills and beliefs to our arsenal. Wherever you’re located in the country or how big or small your market is, the commitment required to become the cream of the crop is the same. Even when the market softens, success has more to do with what’s going on within us, not the external factors of the market. 

Jeff Glover will share what you need to be doing every single day in order to become a great listing agent, and the metrics you should be obsessively focused on to raise your game. 

You’ll also learn: 

• The power of practicing and rehearsing all our communications 

Quotes 

When the market changes, the frequency of our follow up becomes just as much if not more important than speed to lead. -Jeff Glover 

Your presentation doesn’t start at the table, it starts with what they see online. -Jeff Glover 

Key Points 

1. Great listing agents know what their time is worth, and because of this, they know where their time is best spent. By and large, working with listings gives us more time efficiency than buyers. The average buyer transaction takes 38.5 hours, while the average seller transaction takes 19. Agents who focus on sellers get twice the business, so adding more listings to your business allows you to earn more in less time. 

In today’s episode, we’re talking about what makes great listing agents tick, and the skills, habits, behaviors and mindsets that allow them to perform at the highest level. If you look at all the agents who can thrive in any market, always win the seller in the appointment, and sell multiple listings every month, the traits are the same across the board. Jeff Glover shares what these must-have traits and characteristics are and simple tricks and tactics you can put in place to emulate and adopt these traits for yourself. 

We all know that success leaves clues, and in real estate, it’s no different. The best of the best don’t do things the way everyone else does - they are obsessed with how they communicate and present themselves to clients. We’ve identified 13 traits that truly set the best agents apart from everyone else. Jeff will share why these traits are so critical in this business, and how nurturing these skills for yourself will transform your business and your life. 

We also discussed:

• How to build rapport by going three-deep on every question 

Quotes 

A great salesperson has the ability to make the client feel like they are their only client. -Jeff Glover 

Key Points 

1. No matter how busy they are and how many listings they’ve sold, the best agents still have the ability to make every single client in that moment feel like they are the top priority. During the appointment, they shut everything else out, and make the seller feel like they are the only person in the room. A big mistake many agents make is operating with a sense of self-importance, and the clients can immediately feel that. The appointment isn’t time for us to talk about ourselves or our companies, it’s the time to make the other person feel important. 
   

In today’s episode, we’re continuing our deep dive into what it takes to succeed as a listing agent in the new market we find ourselves in. The truth is, the new market conditions call for a completely different level of skill and effort to what got results before. If relying on what we’ve been doing all along isn’t cutting it, what is working?

Deals aren’t just going to fall into our laps now, but that doesn’t mean we can’t succeed - in fact for certain agents, this is a huge opportunity to take on more market share than ever before. 

Jeff will share how to shift your activities so you can still meet and exceed your goals in this new market, and why leaning into listings right now is key. 

We also discussed:

• Why contacts per day (CPD) is such a critical metric right now 

Quotes 

Don’t be surprised if a buyer you have secured backs out. One of the downsides of being in a softer market is the stickiness of a transaction. -Jeff Glover 

This is the perfect storm for an agent with great skills to shine while everyone else flounders. -Jeff Glover 

Key Points 

1. In a hot market 90-95% of listings sell, in a normal market, 60-65% of listings sell, and in a down market, listings can go as low as 40-50%. That means, in this market, we can expect to see a 25% decline in our listings taken/listings sold ratio. If we want to increase our production, that means we have to increase our appointments, leads, prospects and daily contacts to compensate for the decline.