Live UNREAL with Glover U

This week on the Live UNREAL w/ Glover U Podcast, we're revisiting one of our best podcasts from 2020. In this episode, Jeff shared with you key habits in developing a Millionaire Mindset. You learned from Jeff the characteristics of a leader in terms of mindset, beliefs and habits to lead a successful team, including:

How to convince people to follow you as a leader

Why failure is not always a bad thing

Jeff’s first leadership lesson on failure

What leaders should consider as their most valuable asset

 

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, we're bringing back one of our best conversations from 2020. Jeff Glover & Glover U Head Coach, Kate Simon, sat down for a No Holds Barred Q&A.

Jeff & Kate answered your questions straight to the point based on experience and day to day business, including:

Benefits of being solo agent vs. leading a team

How to reduce agent turnover

Jeff's advice when leading a team

Best practices to keep mindset and discipline strong

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by 20 year industry veteran, Nick Bellmore to announce that he’s joining the coaching team! Nick has come full circle with Glover and Associates. He’s a respected leader in the real estate industry, and he has a long history of working with Jeff as one of the first buyer’s agents on the team. Nick is also a Glover U client who has seen massive business results from the structure and accountability of coaching. Now he’s joining the team to pay it forward.  Nick talks about his real estate journey, and gives insight on the most important and impactful things he has implemented in his business. We will learn what it takes to build the kind of business that carries you through any market conditions, and why coaching has been so instrumental to Nick’s success. We will also learn:  •The biggest ways real estate has changed in the last decade   •The power of structured training and coaching   •Why we’re so excited that Nick is part of the Glover U coaching team

In today’s episode of the Live UNREAL Podcast, Glover U Head Coach, Kate Simon goes over the frequently asked questions from Justin Ford’s Prospecting Bootcamp. She talks about the key components you need to have dialed in for this program to work for you, and how to make it a business changing experience. 

Whenever there’s a lot of questions on the same topic, it’s a good indication that we need to go deeper on it or reiterate it, and in this program the biggest questions we’ve gotten are on minimum standards, defining a contact and roleplaying successfully. You’re part of this program because there’s a gap between where you are right now in production and where you want to be. The metrics Kate goes over in this episode are the biggest pillars to help you grow and get more out of your prospecting. 

Kate will share with you the most important facets of the Prospecting Bootcamp, and how to dial them in. 

Kate also shares; 

Approaches and strategies for effectively calling expireds 

How a typical roleplay call should go 

The importance of diversifying your prospecting streams

Key Points 

When it comes to setting your minimum prospecting standards, it’s going to be based on where you are in your business, your skill level and conversion. 

A contact is a conversation with a decision-making adult about real estate. When it comes to your sphere, it’s more about adding value. When you’re calling FSBOs and expireds, it’s a real estate-related conversation. If you don’t know what to say, go off the scripts we provide so you can have a question-based dialogue to uncover their motivation and ultimately set an appointment. 

Before you determine whether a source has enough juice to get contacts, make sure you’re fully exhausting it.  

The only time texting is acceptable is to use it as a tool to get them on the phone, not the way to deliver the script or set appointments.  

You have to do the consistent work of prospecting every single day. If you’re not showing up and hitting your numbers for contacts, the production won’t happen. 

There’s a gap between where you are right now in production and where you want to be. Apart from what naturally comes to you in your business, how willing are you to get uncomfortable to bridge that gap? You have to look at the activities you’re doing daily and start asking which areas you can grow in. 

Try to have a different roleplay partner every day so you can increase your versatility. You need roleplay partners who will call you out on the areas you need to grow. 

Roleplay should be challenging but you should always get the appointment. At the same time, you don’t want it to be so easy that you don’t get to work on your skills.  

To get the most out of roleplay, start keeping track of the objection where you lose the appointment. Always do more practice on the objections that stump you.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff and top buyer agent Jolynne Mercieca dive into strategies you can use to get more buyer offers accepted when there’s high competition for listings. Jolynne consistently closes up to 50 buyer deals every year, while still having time for a life outside of real estate. She still closes buyer deals in a seller’s market because she’s focused on what makes an offer stand out and the things that make it immediately go to the top of the pile for the seller. From the very first conversation, Jolynne’s strategy sets her buyer clients up for success, and gives them the tools to increase the likelihood of a good outcome.  Jeff and Jolynne will share with you the creative and unique ways you can offer value to a seller, and make the buyer offer more compelling to the listing agent and their client.  Jolynne also shares ways to build a solid relationship with buyers and keep them engaged throughout the entire process of finding and buying a home. We also discuss:

How to build a leveraged buyer business.  

How to make sure buyers know that we’re on their side and that we’re working for them.

What we can do to turn buyers into lifelong clients.  

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, Jeff and top buyer agent Jolynne Mercieca dive into strategies you can use to get more buyer offers accepted when there’s high competition for listings. 

 

Jolynne consistently closes up to 50 buyer deals every year, while still having time for a life outside of real estate. She still closes buyer deals in a seller’s market because she’s focused on what makes an offer stand out and the things that make it immediately go to the top of the pile for the seller. 

 

From the very first conversation, Jolynne’s strategy sets her buyer clients up for success, and gives them the tools to increase the likelihood of a good outcome.  

 

Jeff and Jolynne will share with you the creative and unique ways you can offer value to a seller, and make the buyer offer more compelling to the listing agent and their client.  Jolynne also shares ways to build a solid relationship with buyers and keep them engaged throughout the entire process of finding and buying a home. 

 

We also discuss; 

How to build a leveraged buyer business.  

How to make sure buyers know that we’re on their side and that we’re working for them.

What we can do to turn buyers into lifelong clients.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by Realtor and Glover U coach, Justin Ford to talk about holiday, seasonal and covid-related objections, and to give you the handlers that have been working for us in the market. 

 

Right now we’re hearing a lot of objections around getting ready for the holidays, selling a home in covid, and waiting till Spring. Instead of taking these objections as the client dismissing us, we should welcome objections and use them to put people at ease and lead them to a solution. 

 

How we handle those objections can show them how equipped we are to deal with their concerns and help them sell their home in the safest and least stressful way. 

 

In this episode, Jeff and Justin go through multiple scenarios and objections, and share the approach we need to take to facilitate the right conversation. 

 

We also discuss; 

Handling covid-reated objections. 

How to help buyers take advantage of a higher demand. 

Why we should never disagree with an objection and what we should do instead. 

 

Quotes 

 

Our scripts are updated every single year because we’re practicing and using them every single day. -Jeff Glover  

 

When you agree with people initially, they tune into what you have to say. When you debate or defend, they tune you out. -Jeff Glover  

 

Key Points 

 

Many people are putting their plans to sell on hold and waiting till Spring. This means there’s a substantial decline in inventory during this time, making it a seller’s market for the people choosing to sell right now. Waiting till Spring means there’ll be higher competition so our home can’t fetch less. 

A Fall/Winter transaction can actually be good for sellers. They can put their home on the market when there’s less competition, and they start shopping for their new home in time for Spring when the inventory starts increasing. 

The big reason sellers are choosing to move forward with the transaction is the opportunity to get more money in their pocket because of the demand created by a low inventory market.

Before we handle an objection, we have to validate and acknowledge where they are coming from and what they are feeling. Never say “but” or “however” when you get an objection. Instead say “...and have you considered”. This is the polite way to challenge someone without offending them.

It’s important not to be pushy. Our goal should be to make them comfortable, make them feel heard, lead them to a solution, and show that we’re equipped to deal with their concerns.  

When you agree with people initially, they tune into what you have to say, when you debate or defend or make them wrong, they will tune you out.

In part 2 of today’s Live UNREAL w/Glover U Podcast, Jeff delves deeper into the Agent Business Plan. He shares more key areas we need to be focused on if we want to achieve our goals in 2021. 

 

In this podcast, he talks about lead generation and why it should be a big component in our business planning. 

 

Besides doing deals, our job as real estate agents is putting people in our sales funnel and taking care of them by adding value. That’s how we make ourselves top of mind and in turn, who they want to work with and refer. 

 

In order to consistently do the activities that get us business and keep us top of mind, our lead generation goals need to be reflected in the things we do every single day. The most successful agents have a dialed-in routine that helps them generate business, and they never deviate from it. 

 

Jeff will go into detail about the key sections of the 2021 Agent Business Plan, and how they all contribute to a successful real estate business. 

 

Jeff also shared key insights on;

How we can put more focus on getting more people into the funnel. 

How much money should be going to expenses for us to be profitable. 

The importance of a morning routine we stick to consistently.

Register to get access to the 2021 Agent Business Plan at www.gloveru.com/webinar.