Live UNREAL with Glover U

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.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff will take you through our 4th Quarter Business Plan from start to finish. The 4th quarter is a great time to set up for a strong finish in 2021, and start 2022 strong. In the last three months of the year, it’s so easy to take the gas off the pedal, so having a plan to follow and stay accountable to will help you end the year on a high note. Jeff will share with you all the most important parts of planning for October, November, and December, like doubling down on your lead sources and understanding all the actions you need to take to meet your goals.

 

Be sure to text QUARTER to 55444 to download your own PDF copy of the plan! Listen to the full episode to find out how to generate momentum for the end of the year, and have the best December ever.You’ll also learn:

How to reverse engineer the calls, contacts, and closings you need to meet your goals 

The impact of a productive 4th quarter

How to squeeze more juice out of your best lead sources

 

Quotes 

Every time you increase your goals, you need to change your morning routine. -Jeff Glover

 

Key Points 

The 4th quarter is the most important one of the year in real estate because:

Activities in October and November determine our December, AKA more money for the holidays! 

Our listings taken inventory in December usually carries into January. 

For a lot of Realtors, January and February are really slow, so when it’s slower, there’s more opportunity for the agents who are taking action. 

A strong 4th quarter causes us to increase the goal for next year. A strong start of the year also guarantees that you’re going to hit your year-end goals as long as you maintain your levels of production. 

A great 4th quarter leads to some well deserved time off around the holidays or even a vacation in January. 

 

A morning routine is key to productivity 

In the 4th quarter, a strong morning routine helps you combat the distractions of all the holidays. If you start off your day in productive momentum, the distractions won’t matter. 

 

Don’t underestimate inventory in the 4th quarter 

There are more listings available in the month of October in almost every market across the country, so prepare to double down on your efforts when more inventory is available.  

 

Call-to-Action 

Text QUARTER to 55444 to download your copy of the 4th Quarter Real Estate Business Plan!

In today’s episode, Jeff is joined on stage by Taylor Kerrigan, Operations Manager for all of the Live Unreal companies, to talk all about easy marketing strategies you can implement into your business. Taylor has been at the helm of JGA’s lead generation strategies, so she shares with us today how to actually execute them. We dig deep into the behind-the-scenes of the work we’ve done with our marketing, social media, and database.This episode is a crucial one, as you will learn how to improve your marketing and lead generation without spending a lot of money. We also discussed:

How to build and grow a neighborhood Facebook group

How to make a strong and lasting impression at client events

The biggest mistake agents make when it comes to their database

How to milk your client events weeks or even months later

 

Quotes 

Your marketing is only as good as your customer service. -Taylor Kerrigan  

 

Key Points 

Starting a neighborhood Facebook group positions you as the resource for your clients, and it allows you to put your supporters in one place. Instead of letting clients ask other people for referrals, a Facebook group allows you to get in front of them first. 

Provide an incentive for your past clients to join your Facebook group. JGA did a photo shoot for clients that they could only book and access through the group. These are some of the clever ways to grow the group.

Your marketing is only as good as your online presence, and part of your online presence is having positive reviews. Provide an incentive for your clients to give reviews, and even if it feels like a lot of money and effort to get them, think about the business you might lose if someone Googles you and you have no reviews.

In today’s episode of the Live UNREAL w/Glover U Podcast, we are joined by a brilliant panel of leaders in real estate and banking: Keller Williams' President Marc King, Berkshire Hathaway Home Services’ Steven Fase II, eXp Realty’s CEO Jason Gesing, and Sandro DiNello, CEO of Flagstar Bank.These industry insiders are perched in different areas of real estate, and each bring an insightful, high-level perspective about the market and where they see it going. The panelists share what they are paying attention to, and recommend strategies for agents to stay ahead of the game and win in different market conditions.You’ll also learn:

Relationship vs. technology 

How agents can compete at a higher level

What our experts think about Zillow and its relationship with the industry

 

Quotes 

No matter how easy the communication is and how great the tech is, even among Gen-Z and millennials, they still want an agent and that’s going to continue to be true. -Jason Gesing 

Realtors who have strong relationships shouldn’t be worried about technology. -Mark King 

We are only as good as the average among us in terms of our value to clients. -Mark King 

If the consumer thinks we’re the same, it’s a race to the bottom. -Steven Fase

 

Key Points 

There are always going to be ups and downs. Some are created by monetary policy and inflation and others aren’t. Agents need to be prepared for the worst thing that might happen. If it doesn’t happen, you’re way ahead of everyone else and if it does, you’ll survive. Every time there’s something difficult that creates an opportunity, take advantage of the uncertainties. There is a correction coming, but we don’t know how big it will be. The agents who prepare right now will win.

The migration to second home markets on a permanent basis is one of the biggest shifts in the market right now. The remote work trend is here to stay, and agents need to be positioning themselves to capture the opportunity.

If brokerages want to continue to be relevant, they need to start competing where Zillow is strong and that’s on search.

In today’s episode of the Live UNREAL w/Glover U Podcast, we are joined by a panel of three agents who are killing it in their listing-based businesses. Terri Fenelon, James Hern, and Renee White share with Jeff Glover what they are doing to succeed at such a high level, along with tactics agents can implement in their own businesses. We’re highlighting listings-based, listings-focused agents who are doing amazing things in their own markets, and running really great sales operations. You’ll learn the power of focusing on luxury, using events to add value and generate leads, and how to gain market share. You’ll also learn:

The strategy that will allow you to go from showing assistant to buyers’ agent to listing agent in only three years

How to break into luxury real estate

Ways to add value to your database and how to get listing leads from it

How to grow your market share

 

Quotes 

Every time you tell someone something you’re going to do, it’s another layer of accountability. -Jeff Glover  

If you want to break into luxury, know the product. -Terri Fenelon 

There’s nothing more important than the people you’ve already done business with, the people who already know, like, and trust you. -James Hern 

You can build a big listing business by letting go of buyers. -Jeff Glover  

 

Key Points 

How Terri Fenelon uses postcards to dominate her neighborhood 

Just listed and just sold postcards are not effective unless it’s a repeat pattern. Terri Fenelon is constantly blanketing her neighborhood with postcards, and she is succeeding because she is consistent. 

 

Turning client events into a lead source 

James Hern’s team generates up to 90 leads and 25 transactions from client events. He believes that the invitation is the most powerful piece of this strategy because it makes people feel honored and valued, and often that’s enough for them to refer you. 

 

How to grow your market share by adding value 

Renee White is focused on adding so much value to her local market that it makes it easy for her to make an ask. With a GCI of over $150 million on 200 units, it’s clear that she has a ridiculously high market share, driven by value-add strategies.

In today's episode of the Live Unreal w/Glover U Podcast, we're bringing to a close our sizzlin' summer webinar series with a conversation between coach Matt Sutter and Jeff Glover. In it, they explain how to build an organization that no one wants to leave, with the exact recruiting scripts, methods, training, and environment you should be implementing in your business.

You will also learn: 

The ways in which the law of attraction plays a crucial part in bringing new agents onto your team

The reason that you should be recruiting people to your vision instead of to you

Why discovering how recruits think matters so much

How committing to consistent one-on-ones can make a world of difference in retention

 

Quotes 

People don’t care about you, they care about where they can get with you. -Matt Sutter  

We can hire superstar talent but if we don’t put them in a growth environment, we’ll stagnate their success. -Matt Sutter  

If you try and scale a business based on you, you create a bottleneck. -Matt Sutter  

 

Key Points 

How to create a perpetual recruiting machine

There are a lot of scripts and concepts around recruiting, but the first foundational piece is to actually be attracting and creating the culture other people want to be around. Once we have that, we can layer our skills, scripts, and value proposition on top.  

 

Why recruiting should never be about us 

People don’t care about our success, they care about the success they can have with us. When we’re going out and attracting others, we have to get good at talking about the success of other people in our organization.

 

How to identify talent and aptitude in an interview 

Are they accountable or have a victim mentality? 

Do they have clarity around priorities?

Are they resourceful and learning-based?

Do they have limiting beliefs? 

Can they overcome challenges?

Can they be successful without us?

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue our Sizzlin' Summer webinars. Jeff shares the virtual stage with the Live Unreal Companies Director of Operations, Taylor Kerrigan. When Taylor was first hired, she was a marketing assistant, then she was promoted to executive assistant, and now she’s the head of operations, with a huge role in running all of the Live Unreal businesses. Jeff and Taylor do a deep dive on the journey from Executive Assistant to Assistant Executive, providing insights on how Taylor's job changed as the organization grew, and how we have implemented and expanded pillars like lead generation and customer service. If you’re a real estate agent with an amazing assistant, or if you're an amazing assistant yourself, you won’t want to miss this episode.

You’ll also learn:

The 2 key jobs of an executive assistant

How to stop being reactive and get ahead of customer service problems

How to retain a really great assistant and give them room to grow

The sponge method Jeff trained Taylor with 

3 parts of a typical client call

How Taylor manages her schedule to run multiple successful businesses

 

Quotes 

What can I do so a client never calls me first? -Taylor Kerrigan  

If you truthfully want to be a leader, you need to master the role first. -Taylor Kerrigan  

In order to lead an operations team at a high level, you need to understand all their jobs at a deep level. -Jeff Glover

 

Key Points 

A great assistant keeps the agent on task and holds them accountable to their goals. 

In order to lead an operations team at a high level, you need to understand all the jobs at a deep level. It increases credibility from a leading-by-example standpoint, and it makes it so much easier to identify the right hires and train them correctly.

Improving customer service comes down to anticipating the needs of the client and being so proactive that you get in front of things before they bring an issue up. It’s about making sure the buyer or seller never has to chase you. Taylor sums it up in one question: how do you make sure people never have to call you first?

If you have a talented executive assistant you want to mold into an assistant executive, as they continue to grow, you have to make sure you cast a vision so big that it fits beneath yours.

In today’s episode of the Live UNREAL w/Glover U Podcast, we hear from Jeff Glover and Greg Erlanger on how to become a local celebrity in your market. Greg is the leader of the top real estate team in Ohio, so his knowledge is invaluable when it comes to this topic. When more people know who you are, more people tend to list their homes with you. Greg shares how this got him where he is now, and how you can do it  even with a small budget. You will learn: 

How to create an online presence that sticks with sellers

The free resources that you can utilize to make yourself stand out

How competitor research can help you nail down your marketing strategy

Why it’s important to meet sellers where they’re at (Facebook and beyond)

The sizzlin' summer webinar series continues in this week’s episode of the Live UNREAL w/Glover U Podcast. Today we’re talking about creating a strong seller value proposition and winning more sellers at the listing appointment table. 

Focusing on listings is very critical in today’s market, but to get more listings, sellers have to see the value in working with us. Having a strong value proposition is what will make them want to hire you, so you have to be intentional about building it. 

Additionally, you have to communicate that value proposition in a way that resonates with the seller. As Jeff puts it, “It doesn’t matter how strong your value proposition is. If you’re not presenting it well, it does you no good.”

As the industry progresses and things change, our value proposition has to change, too. You will learn from Jeff how to put your value proposition together, and how to present it effectively. 

 

We also discussed:

The mentality we need to have if we want to succeed in a low inventory market

The 8-part sniff test for a seller value proposition 

4 steps to presenting an item on your value proposition 

How to get into a dialogue with every part of your plan of action

 

Quotes 

Your value as a real estate agent increases as the market softens. -Jeff Glover  

It doesn’t matter how strong your value proposition is. If you’re not presenting it well, it does you no good. -Jeff Glover 

Presenting the plan of action is more important than the plan of action itself. -Jeff Glover 

 

Key Points 

Institutional Advertising vs. Promotional Advertising

Institutional advertising is everything you or your team does to market itself and build credibility. Promotional advertising is all the marketing you do on a specific home. It’s important to convey to the seller that the institutional marketing is just as important as the promotional stuff, because it actually makes it more likely that the home will sell. The credibility and reputation that you have in the market is what helps them sell their home. 

 

The 8-part sniff-test of your value proposition 

Is it as specific and clear as possible? 

Are you avoiding self-serving statements?

Does it state how your value differs from others?

Does it communicate a powerful benefit with a tangible outcome? 

Are you creating a sense of urgency?

Are you mitigating the seller’s potential risk?

Can each part of your value proposition be clearly understood in 5 seconds or less?

Does it establish credibility and is it proven?

 

Prepare the seller for next steps 

Your value proposition has to include a “What Happens Next?” book, providing answers to all the questions they’ll have from the time they hire to the time the sale goes pending. If you’re walking out of the listing appointment without a contract signed, you better not leave without presenting that book. If you’ve won the listing, then the book will be the icing on the cake.

Welcome back to the Live UNREAL w/Glover U Podcast! In today’s episode, our sizzlin' summer webinar series continues, and in this edition, we’re focusing on what it takes to become a master buyer’s agent. 

Whether you’re an agent starting to work with buyers, or a lead agent training your buyers agents to be successful, your buyer business can be a lucrative source of income. Nick Bellmore has succeeded at a high level in his buyer business, and today he’s going to share his secrets with you. 

Right now, it’s harder to work with buyers than it has been in the past, but Nick believes with the right strategy you can still have a successful buyer-based business. 

Jeff Glover and Nick Bellmore will share with you how to become a powerhouse buyers agent, and best practices for working with buyers. 

 

In this episode, you’ll learn:

The golden rules of showing properties 

How to set expectations, handle objections. and prime buyers for the current market

6 accountability metrics for your buyers agent 

 

Quote 

It has been shown over and over again that the agents that succeed the most are the ones that put the most time, energy, and effort into lead follow up. -Nick Bellmore  

 

Key Points 

Your success with buyers is determined by how well you understand the motivation of the buyer. The motivation of buyers in the market isn’t at the same level, and if you want to be as efficient as possible with your time, you want to quickly evaluate how strong the motivation of the buyer is.

Motivated buyers never feel like you’re being too pushy when you ask them questions. It’s only the unmotivated who get offended and think we’re being too direct. If they react that way, take that a sign that they aren’t as motivated as you want them to be.  

Having a showing agent doesn’t mean you’re disconnected from the buyer, it shouldn’t feel like a hand-off. Put the time and effort into maintaining the relationship and making sure you still keep that rapport.

The showing process is also an educational process. It's where we can prepare them for the market and what it will take to get the home they want. We have to be able to align their expectations with the reality of what the market is actually like. 

 

Text BUYER to 55444 To learn more about the Buyer Mastery Course and to Sign Up text “BUYER”to 55444.