Live UNREAL with Glover U

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue with our top-producing agent panels from the Live UNREAL summit. Today we’re joined by Matthew Miale, Mary Llewellyn, Spring Bengtzen, and Glover U’s Taylor Kerrigan. 

These individuals are not only running some of the most productive teams in the country, but they have also dialed into culture, lead generation, accountability, and customer service. These systems are critical to the long-term growth and success of any real estate business, so their insights are invaluable. 

You will learn from these real estate leaders what it takes to build systems that produce consistent results, and the power of being proactive about the things that move the needle. 

The panelists share:

Matthew Miale - How to make culture a pillar of the business 

Mary Llewellyn - How to be persistent with lead generation and grow through accountability 

Taylor Kerrigan - The power of creating an intentional customer service experience and how we went from 90 to 1000 reviews in 3 years

Spring Bengtzen - Running a culture of positive accountability and putting mindset front and center of what we do 

 

Quotes 

Standards are just an accepted level of performance that everybody agrees to. -Matthew Miale 

If you don’t have the right hire, you won’t be able to level up. -Mary Llewellyn

When a company starts to grow really fast without the processes outlined first, it’s easy to focus more on getting deals closed, not how the client feels. -Taylor Kerrigan

Real estate is 80% mindset, 20% skills. If our agents don’t believe they can accomplish it, they can’t succeed at a high level. -Spring Bengtzen

 

Key Points 

Caring about the customer experience can be a lead generation lever in the business. Instead of spending money on bringing new people into the sales funnel, by creating a better customer experience, you can make the funnel shorter and increase your repeat and referral business. 

When agents feel overwhelmed, the first thing they want to do is hire an assistant, but we have to examine our time efficiency first. You have to make sure you can support and sustain an assistant and that you have a clear understanding of what they’ll be doing so they can get a return on that investment.

When we know our numbers and get in-tune with our metrics, it’s easier to understand how we can coach and help our agents to achieve their goals, and constantly make the tweaks and adjustments that will make them more productive.

In today’s episode of Live UNREAL, we’re joined by a panel of top producing agents from around the country. During the Live UNREAL summit earlier this year, Laura Gillott, Brad Kiger, Jolynne Mercieca, Steve Montgomery, and Ellie McIntire sat down to talk about their successes. These are agents and leaders who are on the ground right now, so their insights are extremely valuable! 

These top agents will share what it takes to grow and run a successful real estate organization with the market pressures we’re facing today, and let you in on some of the unique strategies they’re using to provide value. 

We discussed:

What we can do to make sure technology doesn’t get in the way of the client relationship

How to break into a new market 

How to make clients comfortable with a showing agent without feeling like they’re being handed off to an assistant 

Agent-to-agent referrals and creating a farming system around agents 

The power of adding value to the community 

 

Quotes 

We can train anyone to sell real estate, but the giving heart and going the extra mile is hard to train. -Laura Gillott

I’m never going to ask anyone in my organization to do anything I’m not willing to do myself. -Brad Kiger 

You give your clients a certain level of respect and they should be giving that back. If you’re not getting that respect, that’s not someone you should be working with. -Jolynne Mercieca

Create a farm for the agents who refer you and the agents you want to be in business with, and market to them consistently. -Steve Montgomery 

Hybrid farming has been an incredible way to get more listings. -Ellie McIntire

 

Key Points 

Our clients are bombarded by technology and we need to be ahead of that. If we provide enough value and become the go-to agent for people in our database, we can build a moat around them, and create a scenario where their response to anyone else is “sorry I have an agent.” 

One of the greatest mistakes real estate team leaders are making today is trying to convince their agents to do things they’ve never done. No amount of motivation and telling people what to do will take the place of them seeing us do something first.

The showing agent model reduces your net commission on each transaction, but we earn more from it in the long-term. When you build a team around you and delegate, you’re able to do more, and be in more places at once, which gives us freedom and balance.  

If we build a system for creating relationships with agents, we can create a reliable stream of referrals. We can apply the way we farm in neighborhoods to fellow agents, by marketing to them consistently and becoming known as the go-to agent in a specific market. 

Laura Gillott - creating a customer experience that clients can feel 

Brad Kiger - breaking into a new market and taking market share 

Jolynne Mercieca - achieving balance when you work with buyers 

Steve Montgomery - agent to agent referrals 

Ellie McIntire - adding value to the community at a high level

In today’s episode of the Live UNREAL w/Glover U Podcast, we are concluding our Spring Your Business Intro Action webinar series. Jeff Glover and Justin Ford share what it takes to fine-tune your prospecting skills, and how that will lead to more appointments and even more homes sold. Picking up the phone and making the calls will drive massive results in our real estate businesses, and Justin Ford shares his strategies for getting into action. 

There is no shortcut to success when it comes to prospecting, it needs to be the foundation of our daily routine. Prospecting daily allows us to get in front of more people, have more conversations, and build a connection with sellers.  

Justin Ford takes you through the habits and activities of agents who have mastered prospecting, and how you can implement them. 

We also discussed:

Why it’s important to have a Big Why to prospect successfully 

How to master your prospecting scripts 

The reason so many people struggle to get on the phone

 

Quotes 

If you talk to enough people, the opportunities will present themselves. -Justin Ford  

There are 6 key principles of being successful at anything in life, one of them is accountability. -Justin Ford 

We have a better chance of succeeding when something is scarce -Jeff Glover 

Prospecting should be the foundation of our daily routine. -Justin Ford

Don’t focus on the end result, focus on the process. When you focus on the process and show up every day, you will set appointments. -Justin Ford 

 

Key Points 

Successful prospecting starts with our morning routine, we have to set a strict start time every single day and commit to the activity no matter what. 

If you want to get a handle on a script, commit to writing out and role-playing it every single day for 30 days. If you want to master a script, you have to commit to making hundreds or thousands of calls practicing it. Set time in your schedule for skill work so that you’re getting enough reps, and getting better prepared. 

People give up on the phones or struggle to even get on the phone because they fear rejection. Overcome your fear and expect people to say no. That way you’ll focus less on the rejection and more on handling objections, discovering the seller’s motivation, and giving them value. 

One of the reasons people struggle to maintain a prospecting routine is letting external circumstances dictate our actions. Right now many markets are experiencing historically low levels of inventory, which has made many agents give up on prospecting. When something is scarce, the people who stay committed are going to be able to get more of it.

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue with the Spring Your Business Into Action webinar series. Jeff shares how to generate listing leads in today’s tight listing market. We’ve gone through the listing sources and strategies that have helped us get 160 listings over the last 90 days and share what we did to make them work. 

Most markets around the country have record low inventory, but that doesn’t mean some agents aren’t generating seller leads. There are strategies that are working. We will learn from Jeff the mindset we need to have about the listing market and how to win when so many agents think there are fewer opportunities. 

Jeff also shared;

The 5-week follow up program for FSBO listings

The Super Saturday Sale strategy and why it’s the fastest way to generate listings 

How to get more listings through agent-to-agent referrals 

Quotes

The path of most resistance is going to take me down the path to the most freedom in this industry. -Jeff Glover 

The key to winning FSBOs is follow up because the average agent gives up. -Jeff Glover 

Marketing for listings is more effective when you can solve a problem. -Jeff Glover 

Key Points 

1. When listings are down, most agents tend to focus their effort and energy away from the thing that’s scarce. They stop prospecting as much and start dialing their marketing back. But when everyone flees from listings, that actually creates more opportunity for the people who stick it out. We can get a greater share of what’s available by staying consistent and committed. 

2. Database is a top source of listings for us today, especially a social media database. We went from adding value to our database quarterly to monthly, and we created a past client Facebook group to stay in touch. Facebook is the best place to build a database, because most sellers are in the 35-50 age group and Facebook is the platform of choice for them. 

3. Focus on a marketing strategy that allows you to have frequency and dominance. Use marketing strategies that lean into consistency and frequency, instead of strategies with one massive piece that you can only use once, and have a lot of competitors.

In today’s episode of the Live Unreal w/ Glover U Podcast, we’re diving back into the Spring Forward webinar series. Taylor Cornfield joins us to discuss how to create your own unreal experience. Taylor discusses her expertise in utilizing the customer experience as a lead generation tool to increase repeat and referral business and how to put the right people in place to deliver an unreal customer experience to your clients.

In today’s BONUS episode of the Live Unreal w/ Glover U Podcast, Jolynne Mercieca joins Jeff to talk about a very hot topic in real estate right now. Jolynne will share her insights on how to win more buyer offers in a listing scarce market. You will learn the most effective tactics to get your buyer's offer accepted including both traditional and some out-of-the-box strategies.

Be sure to tune in live tomorrow for our webinar on Creating your Own Unreal Experience and Finding Talent to Match it with Taylor Cornfield as part of our Spring Forward FREE Webinar series!

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by founder and CEO of real estate growth automation platform Sisu, Brian Charlesworth. A lot of agents are looking for a solution for tracking their numbers, and knowing where to invest their time and money in their businesses. 

Sisu is the real estate industry’s first one-stop solution for everything an agent needs to run a business backed by systems. It allows an agent to go from salesperson to business leader. 

There’s a reason why Sisu has taken our industry by storm. Agents who use the platform have doubled their business every single year, and they have real clarity on what drives growth and success. Whether you’re a solo agent, an agent on a team, or a team leader, having automation in your business will make a huge impact on your results. 

Brian Charlesworth will share the story of Sisu, what makes it so unique and why it’s the perfect tool for any real estate salesperson who wants to run a real business. 

We also discussed; 

Why tracking our numbers makes us better leaders 

How a system like Sisu benefits our team culture 

How Sisu integrates with all the CRMs in real estate 

Quotes 

Agents can double their production just by tracking their numbers accurately and effectively. -Brian Charlesworth 

With a system like Sisu, you can actually run your team like a business instead of managing it on emotion.  -Brian Charlesworth 

 

Key Points 

1. If we’re not tracking our numbers actively and effectively, we’ll end up guessing, and we’ll never have any real clarity on what’s actually happening in the business. Without clarity, it’s hard to sustain growth. 

2. When you track your numbers and put a magnifying glass on your business, you learn what you need to work on, what needs to be improved, and what you need to eliminate. 

3. Tracking your numbers doesn’t just show you what you need to improve, it also sheds light on what you need to double down on. Many agents have successful businesses without knowing how they got there. Sisu highlights your strengths so that you know what to invest more time and energy in.

In today’s episode of the Live UNREAL w/Glover U Podcast, coach Matt Sutter joins us to share how we can pivot from a sales-based organization to a true business, and some of the biggest financial mistakes agents make on that journey. Matt is going to discuss some of the key leadership and business concepts that allow an agent to grow into a CEO. 

Taking the leap from an agent to a true business owner requires us to tap into a muscle that’s very different from selling real estate. Getting good at one muscle group does not predict your ability to build the next set of muscles. In real estate the financial side of the business is one of the hardest things for salespeople to navigate, but understanding our numbers is the key to meteoric growth and freedom.  

You’ll learn from the experiences of some of the greatest real estate minds and top producers in the country, get a deeper understanding of the things agents struggle with, and how they can overcome them to grow massive, profitable businesses.  

You’ll also learn; 

Why sales mastery isn’t enough to become a true business owner 

The 3 muscles of building a success real estate business 

The danger of side hustles 

How to hire to unlock growth 

Quotes 

The reason going from salesperson to CEO is not an easy task is it’s not taught to a high degree in most real estate companies. -Jeff Glover  

For every hiring decision you make, recognize the financial and logistical implications. -Matt Sutter  

The closer you get to mastery, the more efficiently you’re able to drive results through the same action. -Matt Sutter 

As a business owner, always understand what’s going to accelerate in the long-term regardless of what the consequences may be in the short-term. -Matt Sutter 

Key Points 

1. The foundation of any successful business is sales skills, but even the best salesperson will inevitably hit a ceiling because they are limited by time. With sales skills, everything is on your shoulders, and you can only carry your profitability as far as there’s time in a day. Once you hit the 24-hour mark, there’s simply nothing else you can do from a sales skills position in order to move forward. 

2. When you max out on your own sales skills, you get frustrated - your energy slows down because disappointment sets in, then it becomes harder to work. Inevitably, profitability goes down because your output is different. This is when building a team becomes the critical next step. 

3. A side hustle is any activity that requires your active participation and takes time and attention away from your main focus. Embarking on new ventures can be extremely counter-productive to our profitability. It’s important for us to have a fundamental misunderstanding of how we drive value and results, and to always remember that success is sequential, not simultaneous. It’s one step at a time, not multiple steps together.  

4. When most real estate salespeople reach the ceiling of what they can do on their own, their first move is usually recruiting a buyer’s agent instead of operations support. The problem is, a sales operation with a gap in admin and resources will lead to the same frustration and ceiling, and it can even start to compromise our results. Hire admin and operations first so that you unlock the levers that will help you scale exponentially. 

5. One of the biggest mistakes agents make is misunderstanding how ROI works. ROI is a function of revenue, not profit. It doesn’t mean we’re making a return that shows up in profit, we’re getting a result that shows up in revenue.

In this bonus episode of the Live UNREAL w/ Glover U Podcast, Jeff is going to share some special announcements for the upcoming spring season including how you can get in on five free valuable webinars and information on the upcoming Live UNREAL retreat.

On this episode of the Live UNREAL w/ Glover U Podcast, we're taking it back to episode 72, in which Jeff discusses developing your team's mission and vision. It's a great episode to come back to time after time, in order to reevaluate your team's dynamic. Jeff teaches the formula that works best to do this, which includes:

What makes a great mission statement

How customers benefit from your clear mission and vision

Which ways work best to promote these crucial team elements

You can take the Glover U Real Estate Self-Assessment at www.gloveru.com/self.