The Livian Podcast is a show that helps real estate teams accelerate their growth and impact. Vice President of Industry - Eric Forney discusses the concept of urgency and pressure and how it applies to successful real estate agents.  He uses Joe Montana's story of leading the San Francisco 49ers to victory in Super Bowl 23 as an example, emphasizing his ability to focus on what was urgent and important despite immense pressure. Agents should use this same mindset when dealing with prospects by bringing a calm, confident tone while asking SPI (situation, problem, impact) questions and listening with curiosity. They should also be aware of where prospects are in the customer journey—the consideration phase requires being a resource without pushing for engagement; the research phase requires demonstrating expert knowledge; decision phase involves guiding customers through logistics; pending phase still requires strategic guidance and urgency building all the way through the closing to ensure best outcome for the customer.

When it comes to sales and creating urgency with a customer, the key is to focus on now, sooner, or next steps.  It's important to ask prospects questions that unveil the life events that are causing them to take action and make a moving decision. Additionally, agents should also ask what the prospect's plan for failure is, in case they don't find what they're looking for -- in order to sort your pipeline appropriately and prepare yourself as an agent. Lastly, always make sure you are selling what they are buying.  If they want faster, sell faster. If they want better, sell better.  You're not locked in to your value proposition and services.

On this episode, Eric Forney talks to Beth Repta about how she build her real estate business, and how partnering with Livian accelerated her growth.  Beth shares how she reached a crossroads when she wanted to excel in her career, but also show up for her kids.  She realized she could build her sphere at her kids' sports events, and started making connections with other parents on the sidelines of games.  She breaks down how she used the tactic to grow her market share, and how she plans to continue growing.  

On this episode, Eric talks to Jeff Neilsen about how he grew his business and his team.  Jeff breaks down his approach to working with his wife, leading 30 team members, and creating a vision big enough to fit everyone's vision.  He goes into detail about how his 12 Week Challenge improves peoples' businesses if they stick to it, and how the gist of it is just doing your job really well for 12 weeks.  He explains his six month boot camp as well, and how it even more drastically enhances his team members' careers in real estate.

On this episode, Eric Forney talks to Kris Wise about how she grew her real estate business by creating a community on Facebook.  Kris shares how she got into real estate, and what drew her to Keller Williams.  She discusses what lead her to joining Livian, and how the admin staff helped her business.  She also dives into the 17,000 person Facebook group she spent the last few years developing, and how she converted $20M+ from the group last year. 

On this episode, Eric Forney talks to Jim Galligan about how he stays sharp in all aspects of his business: sales, leadership and entrepreneurship.  Jim shares his approach to keeping his sales skills from getting rusty, and breaks down the difference between selling someone and conning them.  He discusses how he delivers information to clients with facts and feelings, and gives an example of a way to do it.  He talks about his experience leading a team, and how he accepts his team won't always convert at the same rate he does.  

On this episode, Eric Forney talks to Nick McGeehon about the importance of good questions at multiple turning points in his life.  He shares how questions helped him in his personal life, but also in his professional life.  He breaks down his approach to lead generation calls, and how he uses a hybrid of scripts and in the moment questions.   He shares one of the easiest follow up questions to dig deeper with, and  explains how to counter some clients' questions.  He discusses her previous career in politics, specifically in fundraising, and breaks down how the political sector prepared him for real estate.  

On this episode, Eric Forney talks to Travis Halverson about how he masterfully qualifies leads for agents as an ISA.  Travis shares how he started as an ISA knowing a lot of people used it as a stepping stone to becoming a Realtor, but he loved the job so much, he never wanted to.  He stayed in the ISA lane and started leading other ISAs while fine tuning his touch system.  He shares the motivation driven questions he asks to really qualify good leads, and how he’s automated everything possible that doesn’t need his direct input.  

On this episode, Eric Forney talks to Tom Basler about what he has learned about leadership and collaboration.  Tom shares how he thinks of leadership as elevating other people's mindsets, and how he does that effectively.  He breaks down the difference between teaching and coaching, and why coaching empowers people more.  He also discusses his experiences in the past few years leading leaders, and the ways working with Livian have propelled his business.

On this episode, Eric Forney talks to Travis Cox about how he strategized his way out of $100K in tax debt.  Travis shares how he got into real estate, and how he sold 32 homes and made $120K at 20 years old in his first year as an agent.  A few years in a row, he couldn't pay his tax bill, and soon he had over $100K in tax debt.  He realized he needed to learn about accounting and taxes, and in the process realized there wasn't a program that could keep all of his expenses, accounting and financial reports in one location.  He shares how he got the idea for GreenStats because he needed an app that would help him track everything, and he wanted to be able to share that app with other agents who needed the information.   He worked his way out of tax debt, worked with developers to create and GreenStats, and now he's running a Real Estate team and GreenStats while spending time with his wife and 3 children.

Learn more about GreenStats here

On this episode of Team Tactics, Matt Miale and Eric Forney dive into the lie of work-life balance.  

They discuss why they believe true work life balance is impossible, and how they approach their lives as flexible and constantly changing.  

Matt shares how during certain seasons of life, he knows he will have to spend more time at the office than usual, and he discusses it with his family ahead of time.  

He also explains how he frames his work positively in his mind as the thing that allows him to spend high quality time with his family when he isn't working.