Live UNREAL with Glover U

This week on the Live UNREAL w/ Glover U Podcast, we're revisiting a crucial podcast from 2019. In this episode, Kate & Jeff discuss the timeless skill of discipline and how it is the key to success. 

Key Points: How discipline is there to catch you when you're unmotivatedWhy you must make working hard and showing up a habitWhat inspecting your expectations of discipline does for your outlookWhy you shouldn't cut corners, even when it's hard

In today’s episode of the Live UNREAL Podcast, Jeff shares how we can create buyer and seller urgency, and eliminate the misconceptions and assumptions that get in the way of them getting the outcome they want right now. 

Very often, we hear both clients and agents saying they don’t want to buy or sell in winter, and that they would rather wait until spring. In a market like the one we’re in right now, that way of thinking can lead to them losing out on the house they want, the best price for the home and the current interest rates. As agents, it’s important that we learn how to articulate why it makes sense to buy/sell now instead of waiting. 

Jeff Glover will share with you what you need to be doing to eliminate the reluctance to buy or sell right now, and the piece of value we can include in our sales process to make them want to take our advice. 

We also discussed; 

Why buyers need to take advantage of the current interest rates 

How to use the timing analysis to create urgency

How to articulate the value of selling and buying right now 

Why we need to manage the expectation of how long the real estate transaction will take 

Quotes 

There’s no perfect time to buy or sell estate, the answer is when it’s right for our clients. -Jeff Glover  

When a buyer’s offer doesn’t get accepted and we don’t tell them that it might happen, they will get mad at us. -Jeff Glover  

Prices and interest rates going up for buyers equals a poor combination for waiting till spring. -Jeff Glover 

Key Points 

There are certain market conditions that require buyers and sellers to take action. Interest rates are lower than they’ve ever been, and they are set to go up. If buyers wait, they will be paying more for the same inventory. Recommend being more aggressive with the inventory that’s out there now so they don’t have to get stuck paying more for the inventory later. The low inventory of the current market means the seller has less competition with other homes on the market, so it’s best for them to take action now.

A lot of agents can’t actually articulate the reason why it makes sense to do something now vs. waiting, and then it’s hard for buyers and sellers to understand why it’s important. We have to be able to articulate and explain to our clients why they need to take action now, have 2-3 reasons and back up our claims with market data. If we can articulate it well, they are more likely to take our advice. 

Most buyers assume that the process of buying the home and moving in is going to be 30-60 days, but it can be a lot longer. When we use a timing analysis, and get them to understand how long the process can take, they will want to move immediately.

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Nick Bellmore shares the tools and skills we need to dial in if we want to convert more buyers, and increase our buyer business. Nick was one the first buyer agents at JGA and one of the most successful. He shares the key strategies that will help you win with buyers. 

There are many big reasons agents struggle to close more buyer leads, and that includes how they are classifying leads, the follow-up method and frequency and even their own accountability. 

Nick will share what we need to be focusing on and doing daily if we want to convert buyer leads at a high level, even in today’s market. 

 

Quotes 

Agents used to be the getaway to listings, we’re now the trusted advisor, the advocate and the guide. -Nick Belmore 

It’s the basics and the fundamentals that are going to deliver us the best results over and over again. -Nick Belmore

Part of the reason we aren’t converting leads is that they actually aren’t leads yet, they are just opportunities. -Nick Belmore

When we have a pipeline and we’re constantly working on our buyer conversion and filling it with new leads, we never have to tolerate a buyer with a weak motivation. -Nick Belmore

 

Key Points 

1. There’s a difference between a lead and an opportunity. A lead is someone who wants to buy/sell real estate within a certain timeframe. An opportunity is a contact with a decision making adult. If they don’t have a concrete motivation and a specific timeline, then we have an opportunity, not a lead. 

2. If we’ve classified someone as an opportunity, that’s when we need to throw them in the CRM, build a relationship with them, follow up, and let the computer do the work for us. We’re going to have opportunities that need to be turned into leads before we can get them converted. 

3. It’s your job to make sure your buyer gets to the property first. In many markets today, 24 or 48 hours can be the difference between getting the opportunity to make an offer and not getting that opportunity at all. We need to have a good amount of frequency in our follow up, and make sure that we’re keeping the buyers informed. If we just rely on the MLS to send us stuff, we’re missing out on the opportunity.  

4. Text is a better follow up method for people because they can still communicate at work or in a loud environment, and there’s also room for them to respond to us later. We need to use text to push people into a phone conversation.

This week, we're taking it back to 2020, to our conversation with Seychelle Van Poole on building a hyperlocal listing business.

 

In the episode, Jeff & Seychelle discussed:

How to overcome smoke screen objections

Abundance mindset vs. Scarcity mindset

Creating relationships through client events

Where to start in building a listing based business

Listen to the entire episode on the Live UNREAL w/ Glover U Podcast.

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

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Nick Bellmore, shares the best lead generation and seller conversion strategies for drumming up new business in 2021. 

Success at generating more business happens when we become more intentional with our lead generation and follow up, and when we create a habit around it. The agents who struggle to get traction in this business are the ones who don’t put a solid lead generation practice in place. 

Nick will talk through some of the key things you need to be doing to bring more value to your database, market yourself more effectively, and win more listings in a low inventory market. 

Nick also shares; 

How to use a hot market script in a low inventory market 

Ways to amp up our lead generation accountability 

Why reviews are so important in today’s real estate world 

The best ways to build our confidence and convert at a higher level

Why we need to be using video in our marketing 

Quotes 

Habitual lead generation is the thing that’s going to fuel the engine of your business. -Nick Bellmore  

When we discover a new need prior to it being a strong need, we put ourselves in a position to get very low rejection and we won’t be in competition with all the other agents. -Nick Bellmore

Your social media should not be an afterthought, it should be a systematic, lead generation tool that you are putting in your schedule and putting time into on a regular basis. -Nick Bellmore

The stronger we are at our listing presentation, the more conversion we are going to have. -Nick Bellmore

We have to up our game in the value that we’re bringing to our databases over and over again. -Nick Bellmore 

 

Key Points 

1. Promote when you have success with a seller or buyer. People are seeing that it has been tough to get offers accepted in today’s market. When we get offers accepted, we need to celebrate that on social media. We want to let our circle know that we’re out in the market and that we’re succeeding at getting people into homes. Tell a story of how you are impacting your clients on a regular basis and show how you are providing value. 

 

2. When inventory is super low, we need to be looking for the homes that haven’t come on the market. The script is letting sellers know how many multiple offers we’re seeing in their area. This is not going to bring in instant business, we’ll need to follow up regularly, nurture and add value. If we’re providing value in our follow up, it’s very rare that they will go out and shop another agent at that stage. 

 

3. Implementing a 5-star review program is one of the most effective ways to increase leads. Nowadays most consumers start their home search and agent research online and they are basing their decisions on the reviews the agent has. We need to have a strong presence on our Zillow, Facebook, and Realtor.com. It takes extra effort to reach out and ask for those reviews so we have to build a system for it.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by the newest addition to our coaching team Geno D’Angelo. Geno is a successful agent, and one of our most successful coaching clients. No other coaching client has taken more of our courses, and what makes him stand out is that he has also implemented and applied it at a high level. 

Between 2018 and 2020, he has gone from 38 to 85 deals, and done the work of doing things differently and committing to the process of growing using a solid framework. Being more purposeful and intentional with his business has paid off, and now he will bring his dedication to Glover U clients. 

Jeff talks to Geno about his real estate journey, and the systems and tools that helped him level up. 

We also discussed;

The power of coaching in Geno D’Angelo’s success 

What brought Geno into the Glover U world and what made him want to be part of it 

The power of operations coaching 

Quotes 

The number one mistake business owners in real estate make is they try to grow without the foundational pieces in place. -Jeff Glover  

Salespeople should not be training operations people how to succeed in real estate, and operations people should not be training salespeople to succeed in real estate. -Jeff Glover  

Key Points 

You can’t expand without a well-thought out and written out value proposition, and a policy, procedure and training manual. Operating without a policy, procedure and training manual makes us a bottleneck to our own growth, and makes it harder for systems to take hold in our business. It will take a lot of brain power to train and educate people on something you’ve already done. With manuals and policies, you can use your brain power once and people tap into it without you having to expend more energy and brain power. 

Many people today are chasing the idea of stepping out of production, but what they don’t realize is the significant effect it will have on their business. Their income will take a significant step back, and that their team might experience a lot of turnover. People want to work for a successful salesperson, and if we get out of production, we can easily lose people who want to work for us.

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re going to share 11 ways to boost your business in 2021. 

There are vital actions we need to take and systems we need to implement if we want to start and finish this year strong. This goes beyond the business plan. We need to be taking a look at every aspect and facet of our businesses and taking steps to keep them current, relevant and performing at the highest level. 

Jeff Glover will share with you some of the most powerful things we can do to jumpstart a great year in real estate. 

Jeff also shares; 

How to add people to your funnel 

Why we need to focus on solutions in our marketing 

How to update our marketing channel 

 

Quotes 

The best marketing is solution-based. -Jeff Glover  

We have two jobs in this industry, put people in our funnel and take care of them once they are there. -Jeff Glover   

 

Key Points 

Your business plan needs to have a plan of action for adding people to the funnel, adding value to them, a source of business you’re doubling down on, your daily routine, and a new technology you’re going to embrace. 

Send out a one-page year end review letter to your database. In paragraph 1 share what happened in the market the previous year. In paragraph 2 share what happened in your business (how many families you served, what you and your team accomplished). In the third paragraph, share how you gave back in your community.  

The best of the best agents are attending anything from 4-6 events a year. The more events you attend, the more exposure you get, and the more chance of becoming a millionaire real estate agent. 

Update your seller value proposition. Sellers want different things today. If you’re using the same plan of action that you haven’t updated in a while, it’s time to update it or you will start losing clients to other agents.

In today’s episode, the team shares updates on the year ahead at Glover U and Live UNREAL, and the upcoming events and exciting developments. The team has set the agenda for 2021, and there are many great things to look forward to. This year includes the return of in-person events with the Live UNREAL Summit, the launch of new coaching programs and even consulting programs. 

Jeff and the team will share all the important things that are going to be happening this year and why they are so important to us and instrumental to your success this year. 

 

Key Points 

 

In 2021, we’re launching a new coaching program Build Your Empire: Going From Salesperson to CEO. One of the biggest challenges agents face is making the transition from salesperson to a great leader. This new program aims to equip you with the leadership skills to scale your business, but also to protect your profit margin with 16 foundational real estate business principles.  

The Live UNREAL Summit is going to be an in-person event this March. This is going to be one of the first in-person real estate events in the country this year, and we’re hoping to set the tone for how to have events successfully and safely. Every table will be seated 6 ft apart and masks will be mandatory when you aren’t at the table. 

We’re going to run 3 group coaching programs this year, launching in April, August and October. 

We’re launching Glover U Consulting to give you more specialized and customized solutions for your business. In coaching, we lay out a plan, hold you accountable and hold your hand throughout the process. Consulting is more for clients who want to have a blueprint provided, which they can take and implement on their own.

In today’s episode, Jeff shares more insights and strategies for listing presentations, and what it takes to make them good enough to win sellers. 

The goal in 2021 is to renew our focus on listing presentations, it’s one of the most important parts of us closing more and getting better at sales. One of the things that holds agents back from success with listing presentations is the questions they don’t ask, and the information they don’t manage to capture. 

Jeff shares the key questions we need to be asking in listing presentations, and how we can perfect our process. 

We also discuss;

The 5 questions you should always ask sellers. 

An easy way to identify different personality types in the listing presentation process. 

Why you want to draw out objections. 

The worst thing you can do when you walk through the seller’s home. 

The 6 things you should always have in your pre-listing package. 

Quotes 

 

Selling isn’t telling, it’s asking questions. -Jeff Glover  

Key Points 

“Mr and Mrs Seller if what I say makes sense and you feel 100% comfortable and confident in my abilities of getting your home sold. Will you be ready to get the home on the market?” We’re asking the question in order to draw out their objections and to see what might be stopping them from going ahead and doing business with us. 

Asking the seller to describe their home is a great opportunity to see what their personality type is. For example, the more analytical people will describe things in greater detail.

Match and mirror. Mold yourself to them from the minute they open the door. Don’t try to make them mold to you. If we don’t match and mirror the seller, we’ll lose our rapport. 

The worst thing you can do is have a seller walk you through the house and you don’t take notes. Not taking notes tells them you’re not interested in the home. They won’t hire someone who isn’t interested in their home. 

When you get an objection, learn to smile before you respond. When we get an objection, our tonality, facial expressions, and body language changes. If we get into the practice of smiling, we can counter those responses.  

When you get an objection, always agree, never argue. Always follow up with a statement of agreement, and never use “but” or “however” replace them with “and”. 

Prep the seller for what’s coming. Get an agreement on the next step while you’re still at the house.

In today’s episode of the Live UNREAL w/ Glover U Podcast, we’re taking a deep dive into listing presentations. Whether you’re running a big team, or working as a solo agent, everything in this business revolves around the listing presentation and getting listings. 

Every single day in our business should revolve around listings, it’s how we create the most solid and sustainable real estate business.  

Because of new systems and technologies, we’ve gotten away from the basics of going out and taking listings and revolving our business around it. As we plan ahead for the year in business, a renewed focus on listings is key. 

We will learn from Jeff what it takes to master listing presentations, and build a solid listing-based business. 

We also discuss;

Why listing business beats buyer business 

The basic strategy and mindset we need to have around listing presentations 

How to speak and what to share in the listing presentation to build rapport 

Quotes 

The listing presentation is by far the number one thing we have to think about. -Jeff Glover 

When you’re working with buyers, you’re the employee. Being a great listing agent makes you the employer. -Jeff Glover

If you generate, you won’t have to tolerate. -Jeff Glover

 

Key Points 

For every listing you take, you will close one transaction. With every buyer you meet and build rapport with, you’ll only close 50%. If you’re going to commit time to something, why not let it be the thing that has the higher ratio? 

We can’t use the same listing presentation style for every single seller. A huge part of getting into rapport is adapting to someone and how they communicate. We need to have a listing presentation style for each DISC personality, and bring a different level of rapport, conversation and dialogue to the presentation. The 4 things we should all pay attention to in a listing presentation are rate of speech, tonality and dialect, and body language. Additionally, we should always play to the wife because she’s the one making the decisions.  

Take your listing presentation and write it out once day for 30 days. When you write something, you get to read it and commit it to memory. Next, you have to chant the script at least once a day for 30 days. Finally, you have to role play the script once every single day for 30 days. 

The majority of listings are either won or lost in the pricing discussion. If we quote something too high, they’ll think it’s unrealistic and that we’re just trying to appease them. If the price is too low, they’ll feel like we’re giving their home away. Pre-pace them for price reductions ahead of times so that there are no bad surprises down the line.