Live UNREAL with Glover U

Make Your Own Market: 11 Ways To Take Market Share In The 2nd Half

In today’s episode, Jeff is going to share his invaluable insights on taking market share in the second half of the year. Whether you're an entrepreneur, business owner, or aspiring market dominator, this episode is packed with strategies to help you achieve your goals.

Jeff’s expertise is in understanding customer psychology, dominating your market, and growing your business. Today Jeff will reveal the top 11 ways to take market share in the rest of the year, based on how 2023 has gone so far and how the next 5 months are shaping up.

Prepare to be blown away as he walks you through the proven Glover U game plan for the rest of 2023. These strategies have been tested and refined, and now, you have the exclusive opportunity to learn from a seasoned expert.

We also discussed:

• The useful webinar resources that we make available to you for free. Now available as an app!
• How you can effectively communicate with and educate your clients on what’s happening in the market.
• The importance of being goal-oriented. No matter whether your goals have to change or not, make sure you’re always pursuing them.
• …and much more!

Quotes 

“These strategies are not just something I heard about, they are based on our own implementation and the success we’ve seen with them.”

“Potential clients want to know that you’re the expert, full-time agent that’s in the field every day and knows what they’re talking about.”

Key Points 

1. 11 things that agents should be focusing on in the second half of 2023 to see major success.

2. Give yourself a reality check on where you thought you would be by this point in 2023 and where you actually stand.

3. How you can take these strategies and make a concrete plan for yourself that will get you to where you want to be.

Key Traits and Behaviors of Top Real Estate Agents | Kate Simon

Today, Kate Simon shares the six key traits that all top agents have. Kate has coached a countless number of agents, and she has noticed patterns that separate the average agent from the superstar. 

In addition, the housing market has changed recently, and if you’re still using the same tactics you were using before, you won’t find success. You need to adapt to this market, and that change comes from coaching. 

Find out how to become the coachable agent you need to be to find success in this changing market by implementing Kate Simon’s top six top agent traits and behaviors. 

We also discussed:

• What it takes to become a master
• Why some agents have these traits and others don’t 
• Much more!

Quotes

The change needs to start with you. - Kate Simon

There is an inverse relationship between how many leads you currently have and how many transactions you do in a year. - Kate Simon

Key Points 

1. The first trait is a mastery of the basics. It takes roughly 10,000 hours to master a skill, so it won’t come easy. However, once you truly master the basics, you can use those skills as the foundation for the rest of your business success. 

2. The second trait is lead generation. Don’t settle for the same old prospecting pipelines you always use. Master your follow up and learn to love lead generation, even if you think it’s boring. 

3. Your morning routine is the start of your success. Even though it can be hard to get up early and start your routine, you have to do it anyway. Find your motivation to do the difficult things and they’ll become much easier. 

4. The third trait is adaptability. Top agents are okay with letting go and are curious about why things work and why they don’t. It hurts when what worked before stops working, but you need to adapt or risk your business failing. 

5. The fourth trait is setting expectations and having focus. You can have the best morning routine in the world, but if your partner interrupts it every day, it won’t matter. Set boundaries and let the people around you know what your goals are. Also, have intense focus when you’re working for yourself so that you can fully dedicate time later to your loved ones. 

6. Finally, top agents take ownership of their choices. They understand that success fundamentally depends on them and their decisions. They take responsibility for their results and don’t act passive about their success. 

Everything You Need To Know About Glover U Coaching Programs

In this episode, we’re talking about our six awesome coaching programs here at GloverU. There is so much you can learn with us, so it can be hard to figure out where to start. To help with this, we’re highlighting each of our programs and explaining what they cover, all from the coaches themselves. 

Know that all of our coaches are doing the work themselves—no one has left real estate in the past. These experienced professionals also update the classes each time they run them. Many people have taken a class multiple times because there’s always more to learn, especially as the market continually changes. We know we can bring immeasurable value to your business, and today you can learn how. 

We’ll also talk about: 

• What is covered in each of the six classes 
• How long the courses will run for 
• The prices for the classes 
• How to learn more about each course 
• The resources you can benefit from 

Quotes 

If you can overcome your fear of rejection and not knowing what to say, you become unstoppable. - Justin Ford

Mindset is one of the biggest things that causes agents not to sell the number of homes that they want. - Justin Ford 

A listing appointment is the greatest differentiator between the best and the rest. - Jeff Glover 

Key Points 

1. If you’re not hitting your goals, the answer as to why is simple: you’re not talking to enough people. This is where Prospecting Bootcamp comes in. In this class, we’ll teach you how to get in front of more people and have more conversations. This class is for people at all levels and can help everyone increase their businesses dramatically. You’ll learn the different avenues for prospecting, how to work with different personalities, how to overcome objections, and more. You’ll hear about the 25 sources of business that Jeff and his team use to sell 1,000 homes each year. Plus, you can learn to overcome your limiting beliefs. Text “prospecting” to 55444 to learn more. 

2. Buyer Business Accelerator is another great class that we offer. Ultimately, the class is a complete system for us to teach you everything, including lead generation, great customer experience, qualification, negotiation, following up with people, communication, and more. Agents and team leaders can all get a lot out of this. As the market continues to shift, working with buyers will be more and more important, so don’t miss this opportunity. Text “buyer” to 55444 to learn more. 

3. There’s also Listing Mastery (text “listing” to 55444), Systems of Real Estate (text “operations” to 55444), Marketing Mastery (text “marketing” to 55444), and Team Building: From Salesperson to CEO (text “CEO” to 55444). All of the courses can teach you so much, so don’t miss out! They all run for 16 weeks and cost between $1,200 and $1,600. 

How to dominate your local market: Interview with Ellie McIntire

Today on Live Unreal with GloverU, we have the distinct pleasure of sharing an interview with Ellie McIntire. She is a 21-year veteran of the industry and has distinguished herself as a top producer in her area. She closed 66 units in 2022 and is on track to close 60 more in 2023. 

Ellie is special amongst our interview guests in that she has graduated from our Listing Mastery course not once, not twice, but three times. We’re sharing what keeps Ellie coming back to the listing mastery course, what makes GloverU different from other programs, and how our programs excel at producing top earners. 

You’ll also learn:

• How the prequalification script was a game changer for Ellie
• What’s unique about GloverU courses
• The power of hybrid farming
• How Ellie uses the hybrid farming approach
• How hybrid farming has impacted Ellie’s business

Quotes

You’ve taught me the value of my value. - Ellie McIntire

The prequalification script…has been a game-changer. - Ellie McIntire

Key Points

1. Focusing on your database and balancing your business can net you big returns. Ellie is a database-focused agent, and by making a change to the balance of listing versus buyer business, she has noticed a vast difference.

2. The Listing Mastery course is constantly growing and evolving. You can learn something new from the course every time. Ellie has attended three times, graduating with amazing results, and she plans to continue attending the course.

3. By asking the right questions, something that our Listing Mastery course prepares you for, you are putting yourself in a position of strength against the competition. Ask the potential client about who else they are interviewing, which will make you better prepared to answer and preempt any objections.

4. By implementing a hybrid farming approach, you can use simple and low-maintenance tools like a Facebook page or group to produce enormous returns for your business.

What Mike Arko Is Doing To Stay on Pace for 75 Units in 2023

In the latest episode of the Live UNREAL podcast, Mike Arko joins us to share his insights, resources, and strategies for achieving his recent accomplishments. He’s been in the industry for four years, and he enjoyed great success in 2021 when the market was hot, but when things started to slow down the following year, Mike thought it was time to become more proactive. 

He finished 2022 strong with 36 units closed; this year, he is on track to close around 75 units. Without a doubt, this is a remarkable achievement! What did he do differently to turn the tides around and continue his upward trajectory??

In today’s interview, he will reveal the secret behind this success. He will walk us through his morning routine, how he stays focused, how he uses social media to get in front of people, how a GloverU script changed his career, and many more. 

If you want to supercharge your output this year, don’t miss out on this insightful episode of Live UNREAL podcast. Whether you’re an aspiring or established real estate professional, there is something valuable to learn from Mike’s journey.

We also discussed:

• The importance of doubling down on your lead generation 
• How he achieved success with FSBO
• How he follows up with his prospects
• How he uses podcasts to motivate him

Quotes

“What I've done a really good job at is just putting on blinders and focusing on what's in front of me.” -  Mike Arko

Key Points 

1. Doubling down on your lead generation is critical if you want to weather the constantly changing housing market. 

2. Following a morning routine can help you hit your goals for the entire day.

3. Being a nice person to FSBOs and treating them right will go a long way toward getting your foot in the door. 

Double Down on Your Database and Grow Your Business Through the Shift: Interview With Kaleo Kina

In today’s episode of the Live UNREAL Podcast, Jeff Glover spoke to panelist Kaleo Kina, a master marketeer from Virginia Beach. After serving eight years in the Navy, Kaleo started his career in real estate and has been absolutely crushing it. 

Despite the market shit, Kaleo’s team keeps on doing more inventory each year. According to Kaleo, his secret to success is pivoting to the changes of his market. His team is never stagnant but always consistent in trying to maximize their client experiences. 

Find out how to become a better marketer, handle this market shift, and grow your database in today’s live episode of the Glover U podcast. 

We also discussed;

• Getting the most out of every interaction
• The value of face-to-face 
• Client events and giveaways
• Much more!

Quotes

“The most valuable touches are face-to-face and voice-to-voice.”

Key Points 

1. To thrive in this shifting market, you need to adapt to the environment. Relying on what worked for you during the crazy pandemic market won’t work anymore. 

2. You can use smaller gifts and giveaways as a reason to reach out to your database. For example, giving away Bass Pro Shop gift cards on Father’s Day is a great way to get in touch with local families. 

3. Automation is a great foundation for your database marketing plan, but ultimately, face-to-face touches are more valuable than generic materials. This is the best way to get clients to feel like they know, like, and trust you. 

How To Utilize YouTube Videos To Generate Leads: An Interview With Sarah Maslowski

In today’s podcast episode, we are sharing a panel with Sarah Maslowski, where she shared her experience creating YouTube videos for social media marketing. She has been working on this strategy for years and has truly strengthened it. This year she is on pace to close on 70 units, which is a big accomplishment! She can attribute some of that to YouTube marketing. 

Sarah has been attending our events for three years, is a one-on-one client, and has attended Prospecting Bootcamp. Therefore, she has the training and experience and has become a top agent. She films a few videos at once and does this a couple of Sundays each month. Her videos are talking-head style, and she only puts about two hours a month into filming. She now has an assistant that helps her research and create outlines for the scripts she uses for her videos. Then she works with an editor. She has a lot of valuable insight into this strategy, and we’re here to share it with you. 

You’ll also learn: 

• How Sarah tackles filming videos 
• How she learned to find success 
• The types of clients she has gotten through this strategy 
• The disadvantages of YouTube marketing 
• Her story of trial and error with videos 

Quotes 

You have to teach the algorithm that you will consistently produce content. - Sarah Maslowski 

People will binge-watch your content and really feel like they know you. - Sarah Maslowski 

Key Points 

1. It matters what kind of content your produce. Sarah wasn’t getting any traction from her videos at first, so she decided to look at the videos that were done by people who were successful in this field. They were making content specifically about their town. This included the pros and cons of living there, how much it costs to buy a home there, the cost of living there, why they live there instead of other places, what the schools are like, and more. Despite a lower production level, these agents were making successful videos, so it was clearly about the content. Now Sarah educates clients who are moving to her area. 

2. Sarah needed to shift her mindset to take this seriously and be disciplined enough to see a new strategy through. She used to try something for only a couple of weeks. However, with this, she didn’t give up and committed to doing this for at least a few months, regardless of the results. When trying a new marketing strategy, you won’t see results right away, so you need to be patient and dedicated. 

3. You need to post a video every week and cannot miss one. You need to teach the algorithm that you will consistently produce content. Then YouTube will put your content in front of people. Also, when you consistently make content with your face and voice, perfect strangers will feel like they know you, which gives you a personal touch. 

4. One downside is that this strategy will mostly attract buyers. Sarah’s business is about 70% buyers. Right now, this will present difficulty in a market that is hard for buyers. However, she is building a great foundational database for the future when those buyers become sellers. Also, with this strategy, you’ll be working with strangers instead of going to your database to find people who already know and love you. You could attract difficult people, so be prepared for that. 

How To Win With Free Leads and Dominate Your Database: Interview With Meredith Wilson

In this episode, we’re sharing an awesome interview with Meredith Wilson from North Carolina. She has been in the business for eight years and has a lot of valuable information to share. She has sold over 100 units in a year and did so by focusing on past clients and generating referrals to gain business. 

Today, we’re talking about how Meredith gains referrals, which are free leads. A lot of her business comes from her database, so she works hard to dominate it and add value to it. Also, she used to be a teacher, and she was able to take some of the things she learned during that time into her career as an agent. 

We’ll also cover: 

• How to work smarter, not harder 
• The idea of circle prospecting 
• How to stay in touch with potential clients 
• How to utilize client events 
• The sponge method 
• Having an assistant 
• The value of working on a team 

Quotes 

Now I love calling past clients—I really want to dominate my database. - Meredith Wilson

One of my favorite things I learned while teaching was the sponge method. - Meredith Wilson 

With a team, the leverage is already there, so why try to recreate it? - Meredith Wilson 

Key Points 

1. Referrals are like free leads, so don’t underestimate them. Plus, you can get them from people who already love you, so they’re the easiest leads to convert. Referrals are most of Meredith’s business, and it’s how she works smarter, not harder. As a result, she truly likes to prospect because the process is easier and happier. 

2. One of the ways Meredith likes to prospect is circle prospecting. This is a way to brag about your successes. For example, if one of Meredith’s listings gets 10 offers, she will use the opportunity to call the neighbors and tell them about this success. This has a lot of potential to create new business. Even if those homeowners aren’t ready to act, she will add them to her database and follow up because that’s where she gets a lot of her business. 

3. It’s important to add value to your database. Meredith suggests doing anything to stay in touch with people and show them that she cares, which is critical. She encourages getting into their worlds and finding out who they know. One way she does this is through events. She hosts four client appreciation events each year, which gives her the opportunity to connect with people. This is one way she dominates her database. 

4. One of the best things Meredith learned from her teaching career that could translate to real estate is the sponge method. With this, if there’s something you can’t master, go to someone who can teach and show you how to do it. For example, if there’s a task Meredith is struggling with, she will bring a colleague or mentor with her to learn from them. This has helped her grow tremendously. However, she has also grown through gaining the help of an assistant and working on a team. 

Get More Offers Accepted & Convert More Buyers With the Latest Buyer Tactics

In today’s episode, Jeff is joined by Nick Bellmore to reveal some secrets to getting more offers accepted and converting more buyers. Nick was our first buyer's agent in 2007. He has 23 years of experience working with buyers and is a top buyer’s agent and coach. He knows all the ins and outs of this part of the industry.

Today, Nick is sharing the techniques that have propelled him to tremendous success. These methods not only helped him achieve his desired work-life balance but also made him a top buyer's agent. By implementing these strategies, you can significantly enhance your chances of securing more qualified buyers.

In a competitive real estate market, it is crucial for agents to stay ahead of the game. Nick's tried-and-tested approaches will provide you with the necessary tools to navigate this challenging landscape successfully. Tune in as we share winning buyer tactics and discover how you can elevate your performance as a buyer's agent. Prepare to revolutionize your approach and unlock new opportunities for success in this dynamic real estate market.

We also discussed;

• Our upcoming retreat and how you can sign up.
• The value of our free daily text messages and tips, as well as our Unreal Magazine that you can subscribe to and get the latest version for free.
• A few industry stats that every agent should be aware of.
• …and much more!

Quotes 

“Nick has mastered the buyer side of things and the listing side. He was selling 75 homes per year before it was cool!” - Jeff

“Make sure you’re following up to ensure that your database knows who you are and keeps you top of mind.” - Nick

Key Points 

1. You can find a work-life balance. Becoming more efficient at work lets you have the time and energy to enjoy the other parts of life, which in turn, gives you more energy to go back to work and efficiently achieve more success.

2. Lead follow-up is more important now than ever before. Statistics show that 67% of buyers only interview one agent. This is something that you can capitalize on in a major way.

3. There are five actionable steps that should be in every agent’s daily schedule. They will help you get in front of more people, convert more buyers, and most importantly, work with buyers who are the most qualified. 

Increase Your Sales Skills & Dominate Your Market: The Secret to Getting More Signatures

In today’s episode, Taylor and Justin Ford are here to reveal the secret to getting more signatures. We’ll discuss customer psychology, dominating your market, and growing your business. If you think selling homes is just talking to people and making a lot of money, you should know that there’s a lot more to it than that. 

Fortunately, Justin is here to share his success secrets with you. At their core, his tips can be summed up with one piece of advice: Talk to more people. At the end of the day, real estate is a numbers game. The more people you talk to, no matter how good you are at talking to them, the more leads you’ll secure and the more transactions you’ll do. 

Today, Justin takes you through the Glover U game plan for prospecting, improving your mindset, developing your skills, talking to more people, and growing your business. 

We also discussed;

• The importance of mindset in this market
• How you can develop your skillset
• Developing the confidence to talk to people 
• …and much more!

Quotes 

“Mindset and skills are what separate elite agents from the rest.”

“Selling is not telling; it’s asking questions.”

Key Points 

1. To master prospecting and solve issues in your business, you need to focus on your mindset and your skills. The truth is that resources and training are available for all people—they are very accessible. Because of this, you need to have a bulletproof mindset to outwork your competition. To improve your mindset and identity and address your limiting beliefs, listen to encouraging material, rid yourself of negative people, and attend conferences. 

2. Besides mindset, skills are your No. 1 asset. Consumers make decisions on who to work with based on how you make them feel. If you can present yourself as an expert, you’ll make people feel better about hiring you. Ask great questions, listen to people’s answers, and ask deeper questions.

3. The fastest way to get to a deal is to have conversations with people. Practice scripts and roleplaying with other agents. It might not be the most exciting work in the world, but it’s effective. From there, identify the people you want to target.