Live UNREAL with Glover U

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re talking about a technique that will win you more listings, and take your conversion rates through the roof by becoming more effective with what you’re already doing. 

Every human being communicates in different ways. If we learn about each of the four communication styles and adapt our scripts and dialogue to them, we can build rapport with more people and close more deals because of it. As agents, versatility will make a huge difference in our interactions and be a huge game changer for our sales skills. 

In this winter webinar, Jeff and Coach Justin Ford will share how to master how different people communicate and the ways in which that will benefit your business. 

You’ll also learn:

How to effectively communicate with the people that aren’t like you

Ways to quickly identify everyone’s communication styles

The strengths and weaknesses of each communication style 

How to succeed in real estate based on your own personality and communication style

 

Quotes 

Our mindset should be to adapt to them based on who they are, not who we are. -Justin Ford 

If we don’t understand versatility, we’ll miss out on opportunities. -Justin Ford 

 

Key Points 

If we don’t know the different personalities, we’ll always show up in our default mode, speaking our own language. The problem is that it overlooks other communication styles, which makes our conversations less effective. We will lose a lot of opportunities, sales, and contracts being signed by not adapting.

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re switching gears and diving into wealth building. This is an extremely important topic in real estate because many agents these days lack financial freedom. It’s one thing to make significant amounts of money through listings, but it’s a whole other thing to actually create long-term financial freedom and multiple revenue streams. Coach Matt Sutter talks today about what it takes to dial in your finances, to start understanding how the wealthy actually think, and the foundational wealth building actions you can take right now. In this episode, you will find out how to turn your commission checks into a lifetime of wealth. You’ll also learn:

7 things wealthy people do differently

The difference between income and net worth

Why we defer wealth building

The very first thing you need to do to build massive wealth

Why a consumptive lifestyle makes it impossible to build wealth 

 

Quotes 

A lot of us make the mistake of believing that somehow our wealth is primarily dictated by how much we make in active pursuit, but income is just an accelerator of wealth. -Matt Sutter

Investing in what we don’t know is called speculating. -Matt Sutter

 

Key Points 

A lot of us make the mistake of believing that wealth is primarily dictated by how much we make in active income. But the truth about wealth is that it’s dictated by the passive income we earn. Our active income is just an accelerator of wealth, but not the creator of it. 

7 things wealthy people do differently:

They get paid on results not time

They think "both," not "either or"

They focus on their net worth, not their working income

They manage their money well instead of mismanaging it

They have their money work hard for them

They act in spite of fear instead of letting fear stop them

They constantly learn and grow

Most people increase their lifestyle as their income grows. The discipline to keep your lifestyle the same as your income grows is the secret sauce to building wealth. It’s important to calibrate your income and dial in expenses so that your income and lifestyle aren’t rising at the same level. You have to figure out how to grow your income instead of just focusing on shrinking your expenses.

To build wealth, we must invest in what we know. What do we know more than real estate? Real estate is where we have the massive competitive advantage, where we can have massive cash flow, and the long-term opportunity for appreciation.

In today’s episode, we’re diving into the world of neuro-linguistic programming, and how we can use it to become better salespeople. Whether you’re having face-to-face conversations with your clients or texting and emailing them, these techniques will help turn these conversations and leads into more contracts and closings. 

Neuro-linguistic programming is a way for us to understand brain language and learn how to communicate more effectively. Jeff will teach you how to build rapport by tweaking how we speak to our clients, and making sure we’re in tune with them. 

You’ll also learn:

How to ask motivating questions and dial in on what consumers care about 

The 5 rules of objection handling 

Why clients keep tuning you out (and how to change it)

 

Quotes 

The difference between a con artist and a great salesperson is intent. -Jeff Glover 

Agreeance statements bypass cognitive resistance by agreeing with some portion of the client’s position. -Jeff Glover 

When you start off an agreeing sentence, they tune in. When you argue, they tune out. -Jeff Glover 

 

Key Points 

At our core, we all have the desire to look good and be right. Instead of consciously operating from a place of righteousness and unconsciously making people wrong, what would happen if you focused on helping your clients look good and be right? A key component to agreement is finding common ground through questions and really listening to their answers. 

Common statements of agreement we can use:

Of course.

You’re right.

I know.

Yes!

Sure.

Exactly!

Absolutely.

Right!

Embedded commands are a technique for planting a thought within the mind of another person beneath their conscious awareness, and powerful pauses help our communication land more effectively.

In today's episode of Live UNREAL, we're joined by JGA's original buyer's agent, Coach Nick Bellmore, to talk about the latest strategies that will increase your lead generation ROI in 2022. These strategies are working in the current market to go from just having a conversation to setting an appointment, and they are designed to improve the interactions you're having with buyers. Nick and Jeff will share how to tailor your marketing and follow-up efforts to where the buyer is, and they discuss strategies to help you better find their motivation from the beginning. You'll also learn:

How to tell the difference between a lead and an opportunity

Ways to make sure the buyer maintains confidence in our abilities

The lead source with the most concrete and immediate timeline 

 

Quotes 

Controlling your time is the key to efficiency and being profitable when you’re working buyers at a high level. -Nick Bellmore 

Today’s consumer is expecting a different experience, and if we’re not delivering the experience they are expecting, we are missing the boat. -Nick Bellmore 

The longer we go without finding them a house, the less confidence they are going to have in us and our abilities. -Nick Bellmore 

When listings are scarce, buyers are exhausting all options. -Jeff Glover  

 

Key Points 

An opportunity only becomes a lead when we make the contact and establish their motivation and timeline. 

While speed to lead is important, the deeper we understand someone’s motivation once we have made contact, the easier it is to understand the kind of follow-up that they need and are expecting.  

Different lead sources have different time frames, and the more we understand which platforms are top and bottom of the funnel, the higher we can convert leads. On average, Facebook lead ads and Google PPC will be 6-18 months out, open houses are 3-6 months out, referral sites are 1-3 months out, agent-to-agent referrals are a few weeks out, and sellers that need to buy now have the shortest timeline.

In today’s episode of the Live UNREAL w/Glover U Podcast, Kate Simon, our head coach, continues and concludes our two-part series on the top traits of our coaching clients and top producing real estate agents. She is the perfect person to speak about this, as she's spent countless hours coaching real estate agents and observing the habits and activities that separate average agents from great ones. Achieving our goals and maintaining our success is all about how we show up every single day. It’s about doing the work constantly and consistently, even if no one is watching.Kate also shares:

How to manage your emotions regardless of the circumstances you’re in

The power of taking responsibility for everything

Why successful people are okay with failure, and often embrace it

The difference between being growth-focused and results-focused, and why the former is more powerful

 

Quotes 

When you’re able to take more than your fair share of responsibility, you’re empowered to change it. -Kate Simon 

If you have a partner who showed up for you enthusiastically for the commitments that you made and you let them down, it’s on you to fix it. -Kate Simon 

Our best coaching clients don’t just have a real estate coach, they have an expert in every area of their lives. -Kate Simon

Have the habits of a champion regardless of whether you take a listing or not. -Kate Simon 

 

Key Points 

Our top coaching clients have a close relationship with rejection and failure - they’re not afraid to try something even if they might fail. They’re not afraid to look stupid or mess up because those failures give them the necessary feedback to get to the next level. They know that the act of simply trying is going to make them better than the people who choose to stay comfortable.  

Top producers don’t just show up for their coaching calls, they also do the work outside of those calls. It’s not fair to expect a 30-minute call once a week to change your world, when you have responsibility for everything you do for the rest of the time.

Having the support of people who mean the most to you is imperative for you to get to the next level, and if we don’t have their support there could be deeper reasons that are on us. Have you truly included them into what you’re doing and why you’re doing it? Have you drawn a connection between what you care about and what they care about? Is there a chance they don’t support you because they’ve already heard and seen the same song and dance before without any real change? If we address this, we can get their buy-in.

We have to get out of the mindset that life is happening to us, or somebody is doing something to us. We have to get honest about the reality that we are a co-participant in our own existence. If we take responsibility for everything, we can change it.

In today’s episode of the Live UNREAL w/Glover U Podcast, our head coach, Kate Simon, talks about the top traits of the most successful, top-producing agents in the industry. With over 7,000 coaching hours under her belt, Kate has observed what it takes to truly take your business to the next level, and what separates the average agents from the extraordinary ones who accomplish great things. In the first of this two-part series, Kate shares what the pathway to success looks like and where we have to start if we want to achieve our own extraordinary outcomes. What makes top producers successful isn’t the leads they buy, the markets they work in, or the marketing platforms they use, but their mindsets, habits, and behaviors. In this episode, you’ll learn what top producers do differently. Kate also shares:

The difference between hard work and grit

Why boredom is a non-negotiable part of excellence and success

What focus and conviction look like in action 

 

Quotes 

Do you have a high level of accountability for what you say you want to do, and does that accountability come with a pain point that means something to you? -Kate Simon 

The best of the best have blinders on to shiny objects, distractions, drama, and conversations they really don’t want to be a part of. -Kate Simon  

There’s repetitious boredom in excellence. There’s no way around that. -Kate Simon   

Top producers remain coachable regardless of how successful they are. -Kate Simon  

 

Key Points 

While there’s a ton of good information we hear and absorb, only certain nuggets apply to you and where you’re at. We won’t make progress by trying to implement everything. Instead, we must get specific about what we want to implement, and focus on that. 

Anyone can work hard for an hour, but top producers apply effort over long periods of time, combating inevitable periods of boredom. The difference between hard work and grit is the longevity that someone applies that hard work to something they’re passionate about.

On the other side of accountability is freedom towards our goals and who and what we ultimately want to become. For that accountability to truly work, it needs to have a pain point attached to it. We need to have a consequence for not doing our job or the activities that lead to our goals.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff concludes our two-part series on the 7 most common marketing mistakes real estate agents make, and the simple tweaks needed to correct them. Through our own experience of over a decade of implementing marketing strategies and tactics, we’ve been able to learn some valuable lessons. Ultimately, we must keep evolving our marketing approaches to keep up with the industry and the consumer’s expectations. Jeff shares new ways to build your database, and how to get better results by simplifying your efforts. You’ll also learn:

The little things that add up to you dominating a space in your market

Why the most successful agents swear by client events  

How social media has evolved and the ways we can adapt to it

The latest and greatest social media strategies for listing agents 

 

Quotes 

Whenever you think of marketing mediums, think of the categories that you could own -Jeff Glover  

More touch points to your market is better than fewer touch points to more people. -Jeff Glover  

If you’re not treating your Facebook personal profile as a database, you’re going to miss out on opportunities. -Jeff Glover 

 

Key Points 

A good marketing piece won’t come out and necessarily ask for business. It will communicate a message that makes someone reach out, because of the value it adds and the problem it solves.  

Don’t take on your marketing efforts alone. A professional in the marketing field should have a different, fresh perspective on what you’re trying to achieve and they should be more than someone who just creates pretty graphics. They should be responsible for executing your marketing strategy from top to bottom with results that can be measured and then duplicated.

Instead of marketing to everyone, target by location, age, income, and interests -  narrow your target market and advertise directly to them. The more competition there is in your market, the more important it is to narrow your focus.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff takes a deep dive into marketing, talking about some of the biggest insights we’ve gained in over a decade of learning, failing, implementing, and shifting our own marketing strategy. In this two-part series, you'll find out what doesn’t work in marketing, what we need to be doing to set ourselves up for success, and how to start thinking like a marketing expert. You’ll also learn:

The difference between the direct and indirect benefits of marketing

Why branding and marketing are two completely different things 

How to make sure all your marketing efforts flow together effortlessly

Why every agent has the ability to put an iBuyer offer in front of the consumer 

 

Quotes 

A good marketing plan should be cohesive and build upon itself, fit together, and give the consumer a connected experience. -Jeff Glover  

Marketing is not the end all, be all. It enhances everything else you do, the leads you’re generating, and the conversations you’re having. -Jeff Glover  

 

Key Points 

There are two benefits to marketing: the direct results and responses we get from specific campaigns or calls-to-action. Indirect marketing just enhances everything we’re already doing, like prospecting and sending out mail. While we can’t directly quantify it, it makes a huge difference in our visibility in our markets. 

Most agents only look at marketing on a case-by-case basis, rather than one big picture that needs to flow together nicely. A marketing expert has a plan - they make sure their marketing activities aren’t standalone pieces, but part of an overall plan. 

When it comes to marketing, most agents are thinking in terms of 30 days. Plan on going for no less than 6-12 months before you see results in anything that you’re doing in your marketing.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff shares the most common mistakes agents make when it comes to their social media marketing efforts. Our social media strategies and how we implement them affect the kinds of clients we get, how well we connect with our databases, and even our average sales price. Ignoring or neglecting our social media is a costly mistake, and Jeff shares with us some of the biggest errors we should avoid at all costs. You’ll also learn: 

Why we need to choose consistency over shiny new objects

The 2-to-1 posting formula that will help you connect with more people on social media 

Signs of poor, haphazard branding and messaging

Why you can’t grow your social media following without advertising 

 

Quotes 

Instead of wasting time trying to go viral to Gen-Z on TikTok, spend time being consistent with one or two platforms. -Jeff Glover  

 

Key Points 

Your business page is not a database, it’s a marketing tool for credibility and buying leads. Your personal Facebook page is your database, and that’s why you have to put more effort into it. 

When someone goes on your business page, they’ve taken a virtual step into your retail store.  Their defenses go up, and their skepticism is high because they know they are going to be sold to.

For the foreseeable future, social media is going to be the largest advertising medium to stay in front of our database. As the effectiveness of other advertising channels start to dwindle, social media will become the best way to market.

In today’s episode of the Live Unreal w/Glover U Podcast, we conclude our series on 21 ways to take 21 listings next year and beyond. Jeff goes over 16 more methods and tactics to increase your listings, ways to expand your market share, and methods to create new sources of business. Some of the shifts and tweaks we need to make are in our scripts and messaging, the marketing channels we use, and involve increasing our visibility both online and offline in our markets. Jeff shares with us the activities that must be a part of our businesses in 2022 if we want to meet our goals. You’ll also learn:

Why you need to introduce yourself in every single video you put out

What to do if your neighborhood already has a Facebook group

Why the loyalty of our database is diminishing and what we can do

How to refresh our client presentation materials

 

Quotes

7 days after taking a listing their confidence in us starts to go down, so we have to get the referral early on. -Jeff Glover 

Talk about where they are going, not the process of listing in your scripts. -Jeff Glover

People have short memories and their motivations change. -Jeff Glover

 

Key Points 

Identify an area that’s no more than $100k over and $100k under the average sales price to get more business out of it. The average consumer in that farm responds better to cold advertising than someone in a high end/luxury market where relationships have already been forged. 

Promoting buyer success stories on social media can actually help us get more listings. If we show how we saved buyers time, money, and helped them get their offer accepted with multiple offers, it shows our ability to solve problems. 

Many agents refuse to work with referral sites like Homelight, but if we can pay a fellow agent for a referral, we might as well pay one of these institutions. They are already spending the money to get in front of sellers, and we can take advantage of that and turn it into a source of business for ourselves.