Live UNREAL with Glover U

In today’s episode of the podcast, we’re talking about one of the most important topics for listing agents in today’s market  - the conversations we need to be having with sellers right now. As agents, we might be well aware that the market we’re operating is different to what it was earlier this year, but sellers don’t know specifically what’s happening. 

We can’t just tell them that things have changed - that’s what average agents are doing. Our conversations have to be specific and granular in order to paint an accurate picture of the market, set them up for success and set us apart from the rest. 

Any agent can pull the comps of the market and share them with the seller - what’s really needed is the market data that will help them make an informed decision for themselves. In this episode of the podcast, Jeff shares how to present the data, and why this will give you the leg up against your competitors. 

We also discussed:

• How to demonstrate your expertise

Quotes 

The number 1 thing we’re missing in our conversations and dialogues with sellers is the specifics of what’s happening. -Jeff Glover

In a softer market, more listings are won and lost based on how well you help them understand their home’s value. -Jeff Glover 

Key Points 

5 economic indicators we should be tracking daily

1. Showing activity slowing

Prepare for a slower transaction process 

Once you have a listing inventory, and it’s not selling, you’ll have a customer service issue fielding all their complaints and concerns. That’s why it’s so important to prepare the seller for the fact that the market has softened, and that a home won’t sell as soon as it lists anymore. 

Take action sooner than later 

The market data hasn’t actually caught up with what’s taking place, we won’t see the price reductions in the moment, but rather when those homes close later. Price reductions will show up as solds at a later date, and we need to be able to demonstrate this in our numbers. If they are asking about doing home renovations before listing, they only have about 2 weeks to do it. If they can’t do it in that timeframe, it’s better to get the home on the market now before the numbers change again.

Today’s episode of the Live UNREAL Podcast is part 2 of our conversation with top producing agents from teams across the country. In this episode, we’re spotlighting Jona Flores, a REALTOR® Magazine 30 Under 30 rising star and Jennifer Skulley, an agent on course to triple her transactions from last year. 

You would think that the most successful agents would want to go it alone, but as you’ll find out, being on a team has a lot of benefits that make your business stronger. From culture and accountability to resources and support, being part of a team can make the journey to your goals a lot less rocky. 

Jona and Jennifer share what they are doing to get the results they are getting in their businesses at a really high level. 

We also discussed;

• How to create a morning routine that prepares you for whatever comes in the day

Key Points 

1. In a market where everyone is discounting their commission, Jona was able to increase hers. Being able to do that comes down to having a strong enough value proposition that justifies your commission and being able to present it so well that the seller doesn’t even flinch. 

In today’s episode of the Live UNREAL podcast, we’re shining a light on some of the best and brightest agents on real estate teams from all over the country. As we think of the needs of the industry - teams remain a very important area of focus and we’re excited to be giving recognition to the people thriving on them. 

Today, Jeff is joined on stage by Bri Frazier and Brian Denney, who will share what they are doing to get their outstanding results in business and the value they get out of being on a team. Bri hasn’t just sold a ton of units with a volume of $50 million after 4 years in the business, her Zillow conversion rate is triple that of the industry average! Brian has sold 97 homes and earned $110 million in volume. 

Both agents will give you a peek behind the curtain of the business and share some of the ways they are setting themselves up for success on their teams. 

We also discussed:

• How new agents can get more deals by leveraging open houses and listing previews

For a brand new agent open houses are a great way to build a reputation. -Jeff Glover 

When you’re producing at this level, it’s really hard to find a circle like what I have in the team. -Bri Frazier 

Key Points 

• One of the things Bri Frazier is doing to have a Zillow conversion rate of 11% (3x the industry average) is having a dedicated VA answering the calls to pre-scrub and set appointments. This means she never misses a call from a lead. Many agents wouldn’t want to give up a portion of their commission, but it’s what enables you to do more transactions while getting your time back. 

• Control your calendar, don’t let it control you. The first 4 hours of your calendar are sacred and committing to them is non-negotiable. No matter what, we have to protect those first 4 hours and then everything else comes after that. 

In today’s episode, Jeff is joined by a special guest, Thomas Elrod. Thomas has been in the Glover U world since the beginning, and today he’s a top producing agent in North Carolina. Early on, he was able to grow his business from 27 transactions to over 100 in 1 year, and in this episode, he shares the key strategies he implemented at a really high level since 2013. 

Today’s market is starting to look a lot like the market Thomas got started and succeeded in, so his insights on becoming a really great listing agent couldn’t have come at a better time. You’ll learn about the mindset, activities, and habits he put in place to win clients, and how to turn 1 transaction into multiple opportunities. 

We also discussed:

• The key car sales skill Thomas brought into real estate

Quotes 

Sellers are looking for a proactive agent, not a reactive agent. -Thomas Elrod

Ego stands for Edging God Out or Eliminating Growth Opportunities. -Thomas Elrod 

In this business you’re not going to be successful everyday, but by doing this business everyday, you’re going to be successful. -Thomas Elrod

When you run to the things you don’t want to do, that’s where your growth gets accelerated. -Thomas Elrod 

The happier you are, the better you feel the more productive you’ll actually be, and the better at conversion you’ll be. -Jeff Glover  

Key Points 

• Door knocking the homes around your just-listed or just-sold property can actually lead to more listings. If someone has listed and sold a home, it will trigger action on the part of the people thinking about selling. There’s probably someone in the neighborhood thinking about moving soon, and you can capture that opportunity by simply reaching out (and letting your seller know that’s what you’ll be doing). 

• Every listing can potentially give you up to 7 checks:

1. The seller sells

• Now that the market has shifted, people are starting to respect traditional low-tech methods of generating business again. Many brands are investing in direct mail, because it now feels more personal than emails and social media. This perfectly lines up with what’s happening with our lead generation efforts. In this market, the value of marketing declines, and the value of prospecting increases, so you’ll see a drop in the ROI of billboards, radio and social media. This is why perfecting your traditional prospecting skills is so critical right now. 

• When you pay for a prospecting tool, marketing resource, coaching program or anything else to improve your business or yourself, you’ll feel the pain of a monthly check more than the pain of one lump sum, and this will influence the energy you put towards implementation. 

In today’s episode of The Live UNREAL Podcast, our very own Coach Justin Ford graces the stage as a keynote speaker, sharing his powerful life story and the 5 keys to breaking through adversity and creating your best life. Justin has navigated through his fair share of challenges from jail and addiction to economic hardships and business losses, and today he shares principles to getting through those things, and how he used them to pave the path to where he is today. 

Despite where you come from, what you’ve been through or where you are now, you can create your own UNREAL Life. To open any door in life, you need a key and those keys take on different meanings. Justin’s story will inspire and move you to unlock the doors in your life, think of the adversity you’ve faced in a different way and make huge leaps in many areas. 

Justin also shares;

• His rock bottom moment and how he got back on his feet 

Key Points 

1. You don’t have to be in a physical prison to be imprisoned and held back from the life you want. Addiction, fear, doubt, bitterness, and trauma are all things that can get in the way of our lives. The more work we can do on ourselves to deal with these things, the closer we get to our purpose. 

In today’s episode of the podcast, our top agent panel continues with agents Jeff Nielsen and Andrew Pepper. These two agents have both successfully increased their production, number of transactions and volume this year, and they’re going to share exactly what they did to reach their goals. 

Jeff and Andrew embody the traits of great listing agents who are setting themselves up for success, and today you’ll learn how they’re running their schedules, and leading their teams to amazing results. 

We also discussed:

• The benefits of pouring into your database vs. buying leads  

Key Points 

1. Jeff’s team of 12 producing agents does as many deals as teams with 20-25 agents, making their per-person-production truly staggering. The secret to their success is setting the standard of 100 contacts a week with agents on the team and focusing heavily on their database.