Live UNREAL with Glover U

In today's episode of the Live UNREAL w/Glover U Podcast, Jeff speaks with Glover U coach Justin Ford in the first webinar of our Sizzlin' Summer Webinar Series. In his years with Glover U, Justin has become extremely successful in generating listings. He has mastered the phones, and in this episode he shares with you the secrets of how he got to where he is now.

 

You will learn:

Why consistently speaking to more people is the key to success

How to overcome the fears and excuses that are keeping you from calling

Which scripts work the best and how to handle objections

Why establishing a clear goal is the start to successly prospecting 

 

Quotes 

When you make calls, expect the Nos. -Justin Ford 

Accountability is the thing that causes people to accomplish their goals and show up when they don’t feel like it. -Justin Ford 

 

Key Points 

If you’re not getting the kind of listings you want in your business, and you’re not making the amount of money you want, you’re not talking to enough people. If you want to create more opportunities, get better on the phone, and talk to people on a daily basis.

If you don't feel like prospecting is part of the process, you have to create a mindset habit that allows you to overcome that feeling and get into action.

When listing inventory is low, we see more FSBOs on the market. Most agents steer clear of FSBOs because they think the rejection rate is higher, and that they don't want to work with an agent. Many FSBOs do end up working with an agent, so if we keep in touch, we’ll be top of mind.

Selling isn’t telling, selling is asking questions. When you talk to expireds, ask them questions designed to discover their motivation, and find out why the home didn’t sell in the first place.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff shares the key to increasing your production without doubling your work: choosing to work with sellers. There’s a ton of talk in real estate about listings being down, and while you could step away from listings, this is the perfect time to go after them. Jeff will teach you why the path of most resistance is the path to more freedom. You’ll also learn: 

The difference between being an employer and an employee

Why it’s always necessary to master scripts

Why sellers are easier than buyers  

 

Quotes 

When listings are down, there’s more opportunity to get more of them. -Jeff Glover 

 

Key Points 

If everyone is buying into the idea that listings are tough, the average agent will shift away from them. This means there’s more opportunity going around for the people who choose to stick with listings. 

Many agents think that scripts are no longer necessary because tech, automation, and social media can do the heavy lifting. But, as long as there are in-person listings and buyer presentations (or Zoom presentations), you’re going to have to master what you say.

In today’s episode of the Live Unreal Podcast, Jeff Glover dives into the first 4 parts of the Glover U Business System, with tried, tested, and time-relevant strategies to build and grow a successful real estate sales operation. 

Whether you’re a solo agent, run a team, or focus on buyers or sellers, this system can catapult you to massive success, more income, and more profit. From time management to business planning and skill development, you’re going to learn the foundational pieces of the system and how to implement them in your business. 

 

You’ll also learn:

7 steps to effective goal setting 

The power of roleplaying in the development and perfection of your sales skills 

How to be fanatical with your time and the schedule

The schedule that catapulted Jeff Glover to 100 home sales in a year

Why agents struggle with income consistency 

 

Quotes 

Unless you have a burning desire to accomplish your goals, you’ll never have the discipline to do the work. -Jeff Glover  

Track and evaluate your goals consistently. It’s amazing what happens when you stare at things in the face every single day. -Jeff Glover  

If something can’t happen at the same time Monday through Friday, it doesn’t go into my schedule. -Jeff Glover  

 

Key Points 

Your goals should be personally and incredibly specific to you. You can’t rise to another level of income if you don’t know what it’s going to feel like, look like, and what it’s going to provide. 

The biggest mistake we make is that we write down what we want but we don’t put a deadline on it, which reduces our accountability. Setting a deadline increases your energy, enthusiasm, and intensity to go after what you want.

What we do right now provides our income 60 - 90 days from now. Every day you give up on your morning routine is a day that you’re sacrificing your income 90 days from now.

On this week's episode of the Live UNREAL w/ Glover U Podcast, we're taking it back to last year when Jeff interviewed a panel of top producers on how to generate massive listing leads. In a low inventory market such as the one we're seeing right now, it's important to pull out all the stops in order to get listings. Needless to say, this is incredibly valuable information to revisit.

In this episode, you'll hear from top producers Erick Monzo, Frank Montro, Seychelle Van Poole, Daniel Beer, and Kristie Smith.Listen to learn:

How to decide if you should focus on sellers vs. buyers

What changes you'll need to make in your business when shifting to focus on sellers

Top sources of listings from top producers

This week on the Live UNREAL w/ Glover U Podcast, we're taking it back to last year when Jeff dicussed how to recruit the right way. This is incredibly valuable information, especially right now since many people all around the country are taking leaps of faith into new jobs and pursuing new career paths.

In this episode, we learned from Jeff the right approach to acquire talents and why recruiting should be part of your daily routine, including:

What Jeff is doing differently in recruiting

The core role of a leader in the real estate industry

Jeff's daily routine in running a brokerage

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff Glover will share some very important truths about the real estate business, building a solid foundation for the sales system that governs the JGA real estate business and the Glover U coaching organization. 

 

Before we get into every step of the sales system, it’s important that you know where each step comes from, why they matter, and how they set you up for success in today’s market. These are the things about real estate that are on our minds right now. They have been tried and tested through results, outcomes, and success stories. 

 

You’ll learn about the biggest disruptions we need to be paying attention to, and 19 truths about real estate that we have to implement in our lives and our businesses if we want to stay at the top of our game.

 

Jeff also discusses: 

The biggest battle real estate agents are fighting right now 

How to deal with the iBuyer conversation 

Why we need to stop chasing magic pills and shiny objects 

 

Quotes 

If you want to succeed in 2021 and beyond, you have to focus on doing two things simultaneously  - growing the size of your database and adding more value. -Jeff Glover 

The ultimate skill in everything we do is sales. -Jeff Glover  

The best of the best in this industry have all identified one area that makes them and their business great. -Jeff Glover 

 

Key Points 

As much as technology is making our jobs more efficient, it’s driving a wedge between us and the relationships we have with our clients. 

Too many people chase recognition on its own, but the truth is, recognition is just part of the process. It will feel much better if it’s a byproduct of what you’ve done and not something that just chased. 

 

The Truths of Real Estate Today 

Spend less time researching models and systems, and more time picking one and sticking to it. 

Spend less time worrying about the brokerage battles and more time fighting the client value battle. 

Spend less time figuring out how technology can help you follow up with your clients so you don’t have to, and more time on your sales skills. 

Spend less time trying to figure out the fastest and best way to grow a team and more time leading by example so people will want to follow you. 

Spend less time making it all about you, and more time making it about your people. 

Spend less time chasing opportunities for yourself and more time creating opportunities for your people. 

Spend less time counting your GCI and sales volume, and more time calculating your profit and how much you’re saving.  

Spend less time trying to manage and fix people and more time hiring the right people. 

Spend less time with those that have never done, and more time with those that are doing.

Spend less time buying what everyone is trying to sell you and more time on selling yourself on what you know you need to do. 

Spend less time worrying about Zillow and ShowingTime and more time on how you can be irreplaceable to your clients.  

Spend more time asking yourself who you need to become and less time asking what shortcut you can take.  

Spend more time focusing on what your life would look like if you were financially sound and debt-free, and less time trying to make a quick buck on something that has nothing to do with the job of selling real estate.  

Spend more time focusing on what you want your life to look like in 5 years and make decisions based on that. Spend less time focusing on what your life is going to look like this year. 

Spend more time learning your business inside and out so you can recruit, train, and retain, and less time throwing money at problems and hoping someone else will do it for you.  

Spend less time worrying about what the general public and the industry thinks of you, and more time worrying about who you are, and how you show up to your loved ones and people who bring value to your life. 

Spend less time making it about yourself or your brand and more time making it about what you

In today’s episode of the Live Unreal w/Glover U podcast, Jeff sits down with Portland agent, Sarita Dua. Like many of the people who joined us on stage at this year’s Summit, Sarita's mindset and the way she operates her business truly embodies what it means to build an Unreal life. 

After 14 years of working in tech, Sarita took a leap into real estate in a new city where she knew absolutely no one, and today she runs a highly successful business and she continues to challenge herself to new heights - including an Executive MBA from MIT! 

Sarita will share with you her journey, how she got started, and what keeps her driven. You’ll find so much inspiration in her path, along with tactics you can implement in your own business. 

Sarita also shared:

Why she switched from tech to real estate 

How she manages her time at a high level 

What drove her to go back to school and the power of intellectual curiosity 

 

Quotes 

Real estate is about houses and architecture, but at its core, it’s 2 things - people and project management. -Sarita Dua

Being out there teaching and training gets people to know that you’re out there. It’s all about hustle and grit. -Sarita Dua

Once you start thinking bigger and seeing bigger, you can’t unsee it. -Sarita Dua

If you’re a PhD in something, you’re a kindergartener in something else. -Sarita Dua

 

Key Points 

The person who gets all the referrals is the person who serves as a connector. When someone is thinking of something they need - you need to be the person that knows where they can find it. Connecting people solves problems and keeps you top of mind, and that becomes a huge generator of leads. 

Don’t just learn about your market, learn from real estate colleagues in other locations. Some markets are leaders and others are laggards. Knowing what’s happening in each of these markets teaches you to get ahead of changes, pivot, and stay on top of your game.

Be confident about the value you bring to the table. People want you to sell their product and if you can’t sell yourself, how can they trust you to do the same for them?

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re joined by a couple of top producers who have an incredible story. This story began when William Huffman, an agent who was struggling at the time, decided to attend the Glover U Summit, and the inspiring video he made after that experience. We brought William and his wife, Sarah, to the stage to share the huge transformation their business went through in one year. With 164 units sold, 56 million in volume, and 1.4 million in GCI, they grew their business by 40% and increased their profitability. What drove this incredible turnaround? The willingness to do things that move the needle instead of chasing shiny objects, and really paying attention to what makes a real estate business profitable. We will learn from William and Sarah how they went from survival mode to thriving, and the power of accountability, consistency, and coaching. The Huffmans also discussed:

The mindset that got them through a tough financial time

Why bad hires compromise your profitability

How to build a recognizable and likeable brand on social media 

 

Quotes 

People tend to think that what they do is so special and magical and that they have to protect it and keep it. -William Huffman 

It’s all about the little nuggets that help you take things to the next level and keep improving. -William Huffman 

You have to be aware of how you show up to work, because that’s how you show up to your clients and they need you at full capacity. -Sarah Huffman

 

Key Points 

What sets top producers apart is their willingness to do the hard things to grow their business consistently. Many agents chase the shiny and glittery objects and struggle to get any lasting success. Doing the unglamorous stuff will turn things around. 

We can’t improve our businesses without tracking everything in it. It’s hard to be profitable if we’re not holding ourselves accountable to keeping track of every dollar that comes in and goes out of the business, and getting clarity on what could be wasting our money.

Facebook Live is the most effective way to stay in front of your sphere of influence. Your Facebook profile is your own personal database, and everytime you go Live people get notified, which keeps you top of mind.

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Matt Sutter takes the stage to talk all about leadership and empire building. At the Live UNREAL Summit in March 2021, Matt shared what it takes to lead effectively and build a business that multiplies your success, whether you’re a solo agent, running a team, or on a team.  

Agents have a massive opportunity beyond real estate sales. Unlocking that opportunity comes down to attracting, training, and retaining superstar talent. 

No matter how many homes you can sell, time will always be your limiting factor. Bringing more people into your world and creating a space for their dreams is the only way to scale your growth and build an empire. 

How do you build a solid system for bringing in talent and create a vision big enough to retain them? 

The 5 Buckets of Leadership and Empire Building allow you to do just that:

Casting a vision 

Attracting talent to the vision 

Training your people and ramping things up 

Developing people to turn raw talent into empire builders in their own right

Retaining talent and creating enough value for them to stay 

 

Quotes 

You want people to follow your vision, not you. -Matt Sutter

Walking the walk forces people to keep up or exit. -Matt Sutter

People stay when they believe they can build their UNREAL Life in your organization. -Matt Sutter

Provide enough resources and training that people aren’t flying blind, but don’t give them so much that it stops them from being resourceful. -Matt Sutter

Allow people to have a vision inside of your vision as long as it’s headed in the same direction. -Matt Sutter 

When we fail, we can figure out what actually didn’t work, which accelerates our success. -Matt Sutter

Up to 20% of employee turnover happens in the first 45 days. Over 60% of employees are more likely to stay in the company for 3 or more years if they experience a great initial 90 days. -Matt Sutter 

Don’t just teach people what to do, teach them how to think. -Matt Sutter

 

Key Points 

Setting a vision is the most critical requirement of leadership and one of our most effective tools for keeping people engaged. People don’t connect to the here and now. We have to get people connected emotionally to the opportunity that’s ahead. How do we create a vision that challenges and aligns the people you’re leading? 

Seek to hire the top 1% talent, the best of the best. We can’t come across that level by talking to a few people. You have to cast a wide net with the goal of finding excellent and awesome talent. How do we identify superstars? 

How someone thinks is one of the biggest predictors of where they’re going to go. Do they take accountability or make subtle excuses? Do they have clarity on what they prioritize and what moves the needle? Can they find solutions on their own? 

Look for people who have overcome challenges. People who have pulled themselves out of their failures show that they have resilience. If they don’t have the resilience to take a step back before they can accelerate forward, they are going to struggle. How do we identify resilience in the interview process? 

A big limiting belief in our industry is training someone only sets them up to leave. People stay when they believe they can build their UNREAL Life in your organization. They leave when they believe they can be more successful on their own or with someone else.  

Provide enough resources and training that your new hires are not flying blind, but don’t give them so much that it stops them from being resourceful. The goal is to teach people how to think so they become self-empowered for their own success. How do we teach people to think in a way that’s aligned with success?

Hold people accountable to their standards and coach them to their goals. Your standard is the minimum acceptable performance for them to have a job. The goal is what takes them on the path to their UNREAL Life.

In today’s episode of the Live UNREAL w/Glover U Podcast, we are joined by four Realtor panelists who share the biggest lessons and decisions that have shaped their successes in business. At the Live UNREAL Summit, Cheesette Cowan, Justin Ford, Kimberlee Meserve, and Jay Fischetti shared the path they took to create their own UNREAL lives, and the strategies and tactics they’ve implemented. You’ll learn:

The power of discipline and commitment with Cheesette Cowan

How to succeed by plugging into a system with Justin Ford

How to host effective virtual buyer seminars with Kimberlee Meserve

Pivoting from prospecting agent to database agent with Jay Fischetti 

 

Quotes 

If you want to be successful, hire a coach. They help you get there in less time, and money is not an issue when you’re getting the results you want. -Cheesette Cowan

The great thing about a coach is they don’t tell you what to do, they want to know what you want to do and hold you accountable to doing it. -Justin Ford 

Any type of system that you choose to commit to is going to evolve over time. -Kimberlee Meserve 

 

Key Points 

Discipline and commitment in one area in our lives, like our health and fitness, can be carried into the discipline and commitment we need in our real estate businesses.

Virtual buyer seminars can be just as effective and engaging as in person seminars if we commit to a system. Pick a system that works with your personality and commit to evolving the system over time and constantly getting better.

Many agents worry about technology making us obsolete. People are still going to need us if we just focus on building and nurturing relationships.