In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff kicks off an exciting series, 21 Ways to Take 21 Listings. Whether you’re looking for new ways to grow your market share, or you want to meet your business goals next year, it’s very important to know about the listing strategies that are working right now. The market is always changing, and this list of 21 methods is updated with what’s happening on the ground in markets across the country. In this episode, Jeff shares the critical foundational beliefs that will set you up for success in your listing business, and the key mindsets we need in order to perform at a higher level. You’ll also learn:

Why our actions control our outcomes more than the market does

How to shift your mindset and create a foundation to win in your business

The power of mastering sellers and dialing in your listing strategy

Why real estate revolves around contacts 

 

Quotes 

The more you open your mind, the better chance you have at growing and performing at a higher level. -Jeff Glover  

Real estate is a contact sport. The person that makes the most contacts is going to win the game. -Jeff Glover  

The day I give up on my morning lead generation is the day I’m sacrificing my income 90 days from now. -Jeff Glover  

 

Key Points 

Don’t focus on the commission, focus on the consumer and bringing value to them. Consumers can pick up on when an agent only cares about the commission, is in it for themselves, and is not interested in what’s best for their client. If you focus on delivering value to the consumer, the money will follow.

The highest producers in the land know that the more time they spend in high rejection activities, the higher their chances of hitting their goals. 

If you can’t duplicate an activity every single morning, from Monday to Friday, it shouldn’t go into your morning routine. We’re not going to have showings or appointments every single morning at the same time, so this activity shouldn’t be part of your morning routine. Mornings are for high rejection activities and for new client lead generation - always.

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue our deep dive into the 2022 business plan. From schedules to marketing and accountability, there are many facets that we need to dial in to not only have the best 2022 ever, but to start the new year ahead of the competition. In the second part of this business planning session, we cover the rest of the 14 parts of the business plan and explain why they all contribute to you achieving your goals. You’ll also learn:

The best time to prepare your business plan for the next year

How to create your financial model for the entire year

Why Facebook Live is a powerful marketing weapon

How your goals will affect your activities

The marketing messaging formula to follow in 2022 and beyond 

 

Quotes 

You can’t have great goals without modifying something in your weekday and weekend morning routine. -Jeff Glover 

 

Key Points 

Whatever you want to accomplish, you can’t achieve great goals without changing or tweaking something in your daily routine and schedule. 

Whatever morning routine you put in place, make sure it’s built on client generation activities in the morning, and client servicing in the afternoon. If you take the gas off daily client generation, you’ll end up with a yo-yo business.

Most people start working on their business plan in January. If you start operating from this plan or schedule from December 1, you have a month head start on your competition, and you’ll start the year in a better position.

In today’s episode of the Live UNREAL w/Glover U Podcast, we dive into business planning for 2022. With the beginning of the new year rapidly approaching, it’s time to think about what we want our businesses to look like and how we’re going to meet our goals. 

In the first of a two-part series, we start with the important foundational pieces of your business plan, and cover the first steps to maintain and grow your business. 

We can’t produce at a high level without a plan, which is why Jeff shares the aspects of the business plan we should be paying attention to. 

We also discussed:

The exchange category in your database and why you need to focus on growing it

How to think about setting your business growth goal

When to consider taking on a new business source  

How to commit to a tangible plan of action

 

Quotes 

Building your exchange database is going to be crucial in order to not just maintain your level of production, but to increase your level of production in 2022. -Jeff Glover  

The right time to add a new source of business is when you’ve exhausted all your efforts and resources on a source that’s already working for you. -Jeff Glover 

 

Key Points 

The real estate industry changes so much within a year - trends, disruptors, and technologies are always evolving. We cannot operate from the same plan every single year, and if we’re not making updates and tweaks, we’re going to get left behind. 

Social media is a platform to help with all of your other business sources, but it’s not a business source in and of itself unless it directly brings business to you with advertising.  

Don’t add a new source of business unless and until you have truly put all your efforts toward squeezing the juice out of the lead sources that are working for you already.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff takes us through the highly effective marketing message formula he has used since 2012. Whether you are writing copy, doing a Facebook Live, or running an ad on TV or radio, this formula is proven to work in different marketing scenarios and makes it easier to come up with what to say. You will learn how to use this marketing message formula and what it actually sounds like in different media forms.You’ll also learn:

The purpose of a call to action

How to create multiple pieces of content from a Facebook Live

Why it’s important to fine tune your marketing hook

How to keep your branding consistent across all of your marketing messages 

 

Key Points 

Any time you want to get your point across and get someone to pay attention to something, you need to use a hook. It’s a statement designed to gain interest and leave someone hanging. 

Supporting information is a statement that supports or backs up your hook. It can be market stats or an experience you had. Make sure your testimonial matches whatever you included in your supporting message. 

Facebook Live is one of the most effective things you can do outside of Facebook groups because of the notifications people receive when you go live.

In today’s episode of Live UNREAL, we’re diving into building a marketing-based real estate business, and how to master online marketing and social media channels. Jeff is joined on stage by Greg Erlanger, who has done a fabulous job building a business that’s driven solely by marketing. Greg is the co-founder of the #1 real estate team in Ohio, and in this one-on-one interview, he showcases his marketing prowess, discusses the most important channels agents need to be paying attention to, and the 22 aspects that need to be part of every agent’s marketing arsenal. You’ll also learn:

How Greg went from 500 to 1,300 units by leveraging marketing

Why hyper-local niche websites were so instrumental to Greg’s marketing success

How to make sure your website appears on the first page of Google’s search results 

The power of likability and authenticity

 

Quotes 

You can have the sexiest website in the world, but if it doesn’t have good SEO it’s not showing up on the first page of Google. -Jeff Glover  

You can’t not go into the marketing realm, not if you want to stay in real estate for the next 10-15 years. -Greg Erlanger 

 

Key Points 

Greg decided to get into a business partnership because he was thinking like an entrepreneur, not just a salesperson. Most solo agents wouldn’t choose to take a 50% pay cut, but Greg realized that getting into business with someone else would allow him to go and grow further. The flip-side of taking that pay cut is that you get to double your abilities. 

Build your marketing around something you’re passionate about. That’s the only way to stay consistent. Discipline can only take you so far. If you’re passionate about something, that’s what will keep you up till 2am working on it. 

 

The 22 Parts of an Agent’s Marketing Plan 

Develop your why, mission and unique value proposition

Create your brand identity, logo, slogan, trademark, and patents 

Brand marketing plan which includes a SWOT analysis (strengths, weaknesses, opportunity and threats)

Identifying audience targeting 

Lead generation marketing plan 

Marketing tools and third party resources 

Website landing pages

Seller and buyer value proposition and promotions 

New construction and development marketing 

Database marketing formula

Leveraging vendor marketing 

Online lead sources 

Agent to agent referrals 

Online referral sites and past client reviews

Institutional and promotional and direct and indirect

Content creation and marketing message 

The best video techniques and copywriting 

Radio, TV, billboard, and OTT marketing

Print, direct mail, and farming 

Recruiting marketing and building a brand within a brand 

Social media marketing

Drip campaigns, emails, text and CRMs

In today’s episode of the Live UNREAL w/Glover U Podcast, we're talking about the habits of successful listing agents and what allows them to convert at a higher level and close more sales. Jeff Glover shares with us the ten traits that the best of the best have, and how each of those traits leads to more deals. We’ve talked about the importance of listings and the mindset of a successful listing agent. Now, it’s time to do a deep dive into the abilities and habits that they nurture on a consistent basis. You’ll learn how great listing agents carry themselves every single day, the actions they commit to, and how they speak and communicate with both leads and clients. You’ll learn:

Surprising ways you might be leaving listings on the table, and how to change that

Why great agents are experts at adapting their communication style

The mindset great listing agents start their days with

Why successful listing agents are proud to call themselves salespeople

 

Quotes 

A great salesperson talks less, a novice salesperson talks more. -Jeff Glover  

Embrace the idea of being a great salesperson in order to succeed. -Jeff Glover 

 

Key Points 

When you make people feel important, the rapport goes up and when rapport goes up, your conversion goes up. 

Great listing agents have the ability to actively listen, and pay attention thoughtfully so that they aren’t thinking about what to say next, but are ready to answer the seller’s question. If we can’t dig deeper, we can’t build rapport.

To become a great listing agent, you have to be able to communicate effectively with every personality profile, but how can you determine what someone’s DISC is? The best way to find out their personality style is to ask them to describe their home. How they answer will tell you everything.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff shares how to build your UNREAL Life through listings, and what it takes to become an exceptional listing agent. It all starts with mindset - every successful listing agent thinks in a specific way, and that’s reflected in their daily activities. Listings have a higher ROI than buyers, and they give us more control over our time. The more time we spend fine-tuning that aspect of our business, the closer we get to our goals. As a bonus, later in the episode Jeff is joined by Geno D’Angelo, an agent who has mastered skills-based selling at quite a high level. Geno talks about his real estate journey, growing his business, and why he shifted from personality-based selling. You’ll also learn:

5 reasons why mastering sellers is critical

The true meaning of script mastery

The difference between skills-based agents and personality-based agents

Why we have to accept that as real estate agents we’re sales people

 

Quotes 

Living an unreal life is hard to do when you can’t control your time. -Jeff Glover  

When you start to get good at things that are hard, you build confidence within yourself. -Geno D’Angelo 

 

Key Points 

High resistance, high rejection vs. low resistance, low rejection activities 

The path of most resistance leads to the path of most freedom. Rejection is part of that resistance. Most agents spend their time on the low resistance, low rejection activities, and subsequently get less results. If you want to earn more, you have to put more time into high resistance, high rejection activities. 

 

7 Mindset Habits of Great Listing Agents

They value their time above all.

They understand that every day is a job interview. 

They have a growth-oriented, learning-based mentality and always vet out shiny object syndrome. 

They make business-based decisions, not ego-based decisions. 

They thrive off rejection because it means they are working with someone who is likely to work with them.

They start every day from a zero mindset. 

They prioritize skills-based selling over personality-based selling. 

 

Success with online lead portals 

Online portals like HomeLight have managed to outcompete agents and intercept the seller, but that doesn’t mean we can’t work with them. If you search on Google, you’ll find out that platforms like Homelight have taken over the Google Ads space. If you want to generate leads through them, you have to regularly go back into the backend and update the leads.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined on stage by another panel of top agents who are generating listing business at a high level. Justin Ford, Nick Waldner, and Ralph and Holli Pearson share their inspiring backstories, how they started their businesses, and what they have been doing to win with sellers. This group of agents brings a wealth of business acumen to the table, and they provide valuable tactics that can improve your business. You will learn: 

The value of working on your prospecting and cold calling skills

Why tracking the numbers in your business leads to more success with sellers

The 5-5-5 database strategy that will supercharge your client relationships

How to quickly and easily convert more expireds and FSBOs 

 

Quotes 

You’re either a high producer or you’re running a company. It’s hard to do both unless you have great people, which takes a lot of work. -Jeff Glover

 

Key Points 

The skill of prospecting and lead follow-up is necessary for every single lead source. In order to get more listings, we have to create more opportunities, and that starts with the number of conversations we have, and the quality of those conversations.

Prospecting and lead generation is so much more than cold calling. However, if you want to get a “now listing” and convert a FSBO or expired, dialing in your cold calling skills will make a huge difference.

Building the habit of reaching out to your database can start with a few simple activities every single week. Instead of trying to call your entire database at once, commit to contacting 5 people a week.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined on stage by top agents Michael Kaim, Amanda Pohlman, Tommy Choi, and Rob Foglia. Each of our panelists shares specific tactics they are using to generate listings, especially from their databases. They talk about what they implemented into their businesses in order to shift from focusing on prospecting to building a database.  Whether you’re a new agent, a solo agent, or an established team leader, our panelists will provide simple ways to add value to your marketplace and build relationships that are so strong that they generate hundreds of listings. You’ll also find out: 

How to turn old expireds into fresh, ready-to-list leads 

The key to turning strangers into a source of referrals

How to create listing presentations that blow your competitors out of the water

 

Key Points 

Most people shy away from expireds because they are afraid of the rejection that comes with calling people. Old expireds don’t have the same amount of rejection as something that came off the market yesterday. The sellers aren’t hearing from as many agents, so it’s the perfect lead source if you’re afraid of rejection. 

You don’t need to have hundreds of attendees to have a successful client event. Even with 20 people, you can have a ton of fun, and you can use photography and social media posts to show that it was a great time.

When you’re building a connection with new people, think of it as an ATM, where you can either add value to the person (deposit) or ask them for something (withdraw). If you want to build a strong relationship with people, the ratio should be 3 deposits for 1 withdrawal. You want to make an impression, add value, and become memorable before you ask for anything.

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Matt Sutter talks about developing the leader within you, and why leadership takes us further in accomplishing our goals than we ever could on our own. Even if we’re hard-charging, ambitious individuals who are extremely interested in pursuing our dreams, without leadership, we’ll hit our ceiling pretty fast unless we learn to influence more people. Many people mistakenly think that we can only start focusing on leadership when we get promoted, but the truth is great leadership starts right now in your current position, family, and community. It’s a skill we have to actively hone and prioritize. Your ability to get to your Unreal Life is predicated on your ability to lead. Matt will share with you what he has learned about leadership and how to immerse yourself in the leadership process.You’ll also learn:

The 4-step process of the leadership journey

Why leadership of others begins with leadership of self

How great leaders think and act differently

 

Quotes 

Marketing without authenticity is just noise. -Matt Sutter  

If you can learn to lead people who are effectively volunteers in their roles, you’re a better leader of the people who do report to you. -Matt Sutter  

Leaders are authentic and they are real with their people. -Matt Sutter 

The commitment to growing the leader within is non-negotiable - it absolutely must happen. -Matt Sutter

You cannot lead others effectively, beyond lip service, if you’re not yet leading yourself. -Matt Sutter 

 

Key Points 

If you want to take the fort of opportunity, deeply impact the world, and change the lives of others, you have a complete and immovable ceiling of potential all by yourself. If we want to unleash all the opportunity, then we have to raise the lid on our leadership and accomplish our goals through leading others. Learning to lead people is the difference between us taking 10 steps forward on our own, and 1,000 steps working with other people. 

Our family and friends don’t necessarily need to be led or influenced by us. Unlike the people we hire and pay, they are volunteers in their roles. Learning how to lead our family, friends, and loved ones effectively makes us better leaders in our businesses.

What people do in their job is an outward expression of what’s going on internally. People are holistic, so if you want to lead them effectively, you have to lead them from the inside out.