353.2K
Downloads
285
Episodes
Jeff Glover is the #1 producing real estate coach in North America, founder of Glover U real estate coaching and training, and leader of the #1 real estate team in his state. This podcast is designed to give real estate agents actionable insights and time tested, proven strategies for achieving massive growth. Learn and implement one new tactic from each episode and take one more step toward your unreal life.
Episodes
Thursday Jan 28, 2021
11 Ways to Jumpstart 2021
Thursday Jan 28, 2021
Thursday Jan 28, 2021
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.
Monday Jan 18, 2021
Announcements for the Year Ahead at Glover U
Monday Jan 18, 2021
Monday Jan 18, 2021
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.
Wednesday Jan 13, 2021
How to Master Listing Presentations and Win More Sellers [Part Two]
Wednesday Jan 13, 2021
Wednesday Jan 13, 2021
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.
Wednesday Jan 06, 2021
How to Master Listing Presentations and Win More Sellers [Part One]
Wednesday Jan 06, 2021
Wednesday Jan 06, 2021
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.