Live UNREAL with Glover U

Interview with Andy Nelson

Today we had the pleasure of interviewing Andy Nelson, a GloverU coach who has an amazing story of success and many things to teach us. Based out of Chesapeake, VA, Andy has been in the business for eleven years. You might think that this is a fair amount of time, but as he likes to point out, this number is misleading. He actually failed out of the business twice before finally getting things together in 2020.

As for success? Last year, Andy sold 69 homes and grossed over $19 million. He now co-owns two brokerages and oversees the day-to-day operations of one of them. Andy is a master of what’s known as hybrid prospecting and he has shared some of his insights into that process with us today.

We even learned a little about setting goals. Andy’s goal to start 2022 was to sell 100 homes. After starting as a coach in January, however, Andy realized that 100 homes wasn’t his ideal objective. Instead, he took ten weeks off that year and still sold the same number of homes because of the amazing systems and processes that he has in place.

We also discussed:

• Andy’s meteoric rise to success
• The process of hybrid prospecting
• The value of purchasing online leads
• How an ice cream truck can generate leads

Quotes

“I only pull in about 35 online leads per month, and then follow up at a very high level” - Andy Nelson

“I don’t outbound prospect… I double down on my client database.” - Andy Nelson

Key Points

1. Hybrid prospecting involves a targeted print letter that goes out 12 times per year. This includes things like a QR code to get a free home valuation, coupons, and various calls to action. It also includes targeted circle prospecting.

2. The number of leads you get isn’t nearly as important as the quality of your follow-up. Focus on doing amazing follow-ups with just a handful of leads.

3. Your database is the most important part of generating business. Make sure that you’re nurturing that database so that you get the all-important referrals and repeat business.

How To Build Your Team the Right Way in 2023

In today’s episode of the Live UNREAL Podcast, Jeff and Taylor Kerrigan are sharing their advice on team building and team motivation. The market has shifted a lot since the pandemic, and many teams are seeing serious turnover and attrition. Let’s make sure your business keeps growing!

In the industry today, many teams aren’t able to attract agents because brokerages offer similar value. Team leaders need to take these lessons to heart and put them into action to stay competitive in this market. We’ll go over what you can do to go about building a team the right way.

This shifting market is truthfully a great opportunity for all of you leaders. You have the timely opportunity to stand out by taking your business to the next level. Now is the time to implement these strategies and rise above the rest.

We also discussed:

• Our daily text message system that you can use to stay motivated.
• The Unreal Life magazine that you can use to take talking points from.
• Keeping an index card of affirmations and business goals with you at all times.
• The main values that we have and how they attract new agents.
• How you can include agents in your brand while letting their personal brand flourish. This will increase investment and avoid turnover.

Quotes

“A lot of today’s brokerages are behaving more like teams.”

“Leads shouldn’t be one of the main value propositions that you provide to new talent.”

“We will do everything we can to help you build your personal brand.”

Key Points 

1. As the team leader, you need to be clear about what you stand for and what you believe in. When you internalize this and make it known to others, you’ll attract the right people and grow.

2. On our list of values that we offer to agents, the main five are about cultivating a better culture and improving ourselves both at work and at home. We offer support and don’t handicap agents in the long run by mindlessly feeding them leads. When you help people build a better life, they want to stay around.

3. When you make your entire brand about yourself, your team takes a backseat. The consequence is then higher turnover. Why should they stick around if they feel stifled and underappreciated? Leave your ego at the door. You need to make this about them as well. Highlight the team's accomplishments and let individuals’ brands shine through too.

4. Ensure that you emphasize to your team that more agents joining means more money being reinvested into the business to help them grow and see success. More additions can sometimes just be seen as a headache, but if you make the benefits clear, people’s mindsets will change and the team will become stronger.

Greg Erlanger on Finding Meaning and Purpose in Being a Marketing Mastermind

In this episode, we had the distinct pleasure of interviewing Greg Erlanger. Greg, the top Realtor in Ohio, sold over 1,400 units in 2022 and produced over $380 million in volume. In addition to these credentials, he is a proud coach in the GloverU-verse. Greg has found meaning and purpose in being a marketing mastermind and professional with GloverU, and he’s sharing his insights with us today.

Greg will share with you what agents are struggling with today (and how to solve it), what agents are winning at, and what (and who) they should be paying attention to in the social media space. By learning from one of the top marketing minds in the industry, you can find the keys to successfully growing your business and preparing it for the coming changes.

You’ll also learn:

• The importance of coming into the office
• How to build healthy habits
• The value of being uncomfortable
• Becoming a media content provider
• How the concept of a database is changing

Quotes

“Agents who come into the office more often sell more houses.” - Greg Erlanger

“Consumers… Want to be loyal to personality brands.” - Greg Erlanger

Key Points

1. Agents who are struggling the most right now are the ones who aren’t adapting to the shift away from COVID. They aren’t coming into the office as much or at all. They aren’t getting out into the world and being uncomfortable.

2. The agents who are winning are those who are forcing themselves to be accountable and uncomfortable. They get up, take a shower, get dressed, and get out into the world. They aren’t working from home but are coming into the office frequently. 

3. Agents need to stop being consumers of media and instead become content providers. They can learn from some of the top personalities in the field to understand what the keys to success are in this arena. Individuals like Mr. Beast have shown how the media landscape is changing.

4. Phone calls, emails, and pie giveaways are all well and good, but they are no longer the primary means of touching your database. The focus needs to be on producing entertaining and informative video content. Agents need to get comfortable being on video and creating regular short-form content. This can be answering questions or even presenting information you’ve learned from events.

Show Less, Sell More: How to Work Buyers More Efficiently in 2023

In today’s episode of the LIVE Unreal Podcast, we’re sharing the final part of Jeff’s conference from Orlando Florida. Jose Medina is a certified real estate expert and one of Jeff’s good friends. In this episode, he goes over why nurturing your database is so important to running an efficient business in 2023. 

Jose’s real estate team did over 900 transactions last year, and he also owns three teams as well as Powered By Impact. He has his finger on the pulse of every aspect of the real estate industry, so if anyone understands what’s happening in the market right now, it’s Jose. 

Many agents in today’s market are reassessing their marketing budgets and trying to figure out how to best spend their money and time. As a result, some people have decided to cut back on client events. However, Jose is taking the opposite approach. Instead of cutting back, he is bumping up the number of client events from four a year to six. It may sound odd, but his reasoning is simple: Now more than ever, connecting with your database should be your No. 1 priority. 

We also discussed:

• The difference between finding/nurturing leads
• Connecting with members of your community
• Much more!

Quotes

“Your database is your business.”

“Now is the time to reinvest in your marketing.”

Key Points 

1. Your database is the lifeblood of your business. Some agents excel at getting people into their databases, while others are naturally great at staying in touch with them. If you want to be a truly successful agent, however, you need to be amazing at both. 

2. A great way to stay in touch with your database is to host client events. During these tough times in the market, it’s more important than ever to find what marketing items get you your best return on investment. For Jose, that means doubling down on client events. These are fantastic marketing tools because they help funnel people into your database while keeping in touch with those you already know. 

 

Taylor Kerrigan’s 10 Leadership Lessons Learned in 10 Years Working With Jeff Glover

Get ready to supercharge your business strategy with the latest episode of the Live UNREAL podcast! For the third part of Jeff’s live event, he brings on Taylor Kerrigan to share her 10 leadership lessons she’s learned from 10 years of working with Jeff Glover.

Taylor started working with Jeff right out of high school and has been with him ever since. At first, Taylor wanted to focus on marketing, but soon, she and Jeff realized that she could bring a ton of value to the business by keeping Jeff accountable. After one year of being Jeff’s executive assistant, the team went from doing 100 transactions to 227.

Throughout the years she’s worked together with Jeff, Taylor has absorbed tons of useful information. In this podcast episode, she’ll reveal the 10 most important lessons she’s learned. 

We also discussed:

• Holding yourself accountable
• Doing what you can do by and for yourself
• The importance of listing down “unreal” life goals

Quotes

“Anything is possible when you look at where you want your life to be in five or 10 years.”

“Flip the switch: You control the environment.”

“You earn respect by showing people who they’ll become by working alongside you.”

Key Points 

1. To earn people’s respect, you need to get them to understand why what you’re trying to get them to do matters. Stop talking and posting about yourself, and start proving to the people you work with what you can do for them. Your employees and clients should always be more important than you. 

2. Your mindset is the most important tool you have. Nothing is truly unattainable if it’s what you really want. Think about achieving your goals this way: Anything that’s truly worth it requires hard work and grit. 

3. You need to be flexible. Nine times out of 10, things won’t go exactly the way you plan. You can’t always control everything that happens, but you can control how you react to them. 

Real Life Business Plan Dissection

Get ready to supercharge your business strategy with the latest episode of the Live UNREAL podcast! For the second part of Jeff’s live event, he dives deep into the importance of crafting a solid business plan before implementing any tactics.

You'll hear about real-life GloverU business plan examples that successful clients have customized to create strategic daily schedules. These schedules are life-changers; they allow people to maximize their social media marketing, double down on their lead sources, and achieve incredible results. Jeff will also share his own real estate experience when he was starting his career and how he invested more time, effort, resources, and skills to reach the top. 

Whether you're just starting out or looking to take your business to the next level, this podcast is packed with tips and insights to help you succeed. 

We also discussed:

• How to high-breed farm
• Creating a strong database follow-up plan
• The importance of listing down “unreal” life goals

Quotes

“We have to be reminded every single day why we come in early, why we stay late, or why we make that extra call.” (on writing “unreal” life goals)

“Double down on what's working rather than continuing to introduce new ones.”

“Whenever you get close to your own expiration date, extend it to another 30 days; when you get closer again, figure out a way to extend it another 30 days.”

Key Points 

1. To double down successfully, you have to identify the source of your business that’s giving you the most or is trending towards an ROI. Invest in that by putting in more of your time, effort, resources, and skills.

2. The fastest way to become successful in real estate is to eliminate all your other options. If you’re not financially ready to commit to the industry full time, you can leave for a while and come back once you’ve saved up enough money.

3. The more consistent you are with your daily schedule and morning routine, the more consistent the appointments and commission checks will be.

20 Ways To Create A Bulletproof Mindset

In today’s episode of the Live UNREAL Podcast, Jeff Glover is sharing 20 ways agents can have an untouchable mindset. Recently, Jeff hosted a live event where he discussed how important mindset is to our everyday success. You can have all the skills you need to succeed in real estate, but if you don’t have the mindset necessary to work hard and apply them, they won’t do much good. 

Throughout the list of 20 ways agents can have an untouchable mindset, we encourage you to follow along and check how many of these you are already doing and which ones you could improve on. By the end of the episode, you’ll have a comprehensive list of steps you can take to move your business forward. 

Find out how to improve your mindset, stop focusing on the negative, and prepare yourself to have your best year yet. 

We also discussed;

• The importance of hanging around people with the right mindset
• Crafting your information diet to improve your mindset
• What it means to be the best version of yourself 

Quotes

“Stop going on Facebook and start listening to podcasts.”

“Precision follows action; don’t wait for perfection to make a move.”

“Get better at yourself first and your business second.”

Key Points 

1. Stop surrounding yourself with negativity. Certain news outlets, Facebook groups, and friends exude negativity and have a poor impact on your mindset. Instead, what you should do is curate the information you’re consuming and engaging with. 

2. Conferences are a great way to connect with like-minded people. If someone is going to a conference, you already know that they have a growth mindset. 

3. Identify what it means to become a better version of yourself. For your business to grow the way you want it to, you need to focus on yourself first, and mindset is an important place to start. 

21 Skills Required to win in the New Market

In today’s LIVE episode of Live Unreal, Jeff Glover is taking you through the 21 skills you need to win in this new housing market. The truth is that our market isn’t like it used to be, so if you want to find success (whatever that means for you), you need these skills. 

Some skills, such as managing your time, you might already have. However, are you developing them to your full potential? If not, Jeff has you covered. He’ll go over all 21 items in this list and give you detailed tips on why they’re important, what you can do to develop them, and how they’ll help your business. 

For each item, you’re encouraged to rate yourself on a scale of one to 10; this way, you’ll know exactly where you’re crushing it and where you need to refocus your energy. 

He also discussed:

• How mindset can help you flip the switch
• How these skills help you build resilience
• What it takes to succeed in this market

Quotes

“Own the morning and win the day.”

“These are the skills your competition wishes they knew about.”

“Mindset and resilience are the most crucial skills you can have in this market.”

Key Points 

1. No matter how on top of your business you are, there are probably a few areas you could improve. Are you marketing to your database to the best of your ability? Are you great at finding leads but struggle with converting them? In our new market, it is more important than ever to take a tough look in the mirror and find out what we could be doing better. 

2. Resilience hasn’t been necessary for our market in a long time. Before, sellers were so pleased with their high prices that the process wasn’t emotional for them. Now, sellers may have to make concessions. As a result, the listing process is now more difficult to navigate. 

3. After taking stock and rating what your strengths and weaknesses are, it’s time to do some work. Find your top three strengths and bottom three weaknesses. Then, find someone who can help you work on your weaknesses. Also, if you can teach someone something based on one of your strengths, do that so you can learn and grow with that agent. 

Prospect Your Way to 100 Deals a Year Using New Methods for the New Market

In today’s episode of the Live UNREAL Podcast, Jeff Glover and Coach Justin Ford are sharing everything you need to know and do to be able to prospect your way to 100 deals per year. They’ll showcase some reliable old-school techniques and some innovative new ones.

Prospecting is the first step in the sales process. If you think about prospecting from a negative standpoint, you need to change your mentality. There are so many different ways to do prospecting that you’re likely doing one without even knowing. Right now is a uniquely opportune time to prospect because we haven’t seen a market this ripe for the picking since the last crash.

The market shifting and many agents leaving the business is a great opportunity for all of you. You’re sticking it out and doubling down. Now is the time to get the market share that has been abandoned by the others. Find out how to become a better prospector, keep a positive and resilient mindset, and convert leads to help this year. 

We also discussed:

• A downloadable free workbook of extra resources
• Jeff’s business plan that he’s successfully used for 21 years
• Why right now is an excellent time and market climate to prospect for new clients
• The “3x3x3 Method” you should use when an online lead calls you
• Justin’s Prospecting Boot Camp program

Quotes

“Cold calling is just one aspect of prospecting, not the only one.”

“Improving your skills and techniques won’t matter unless you also improve your mindset.”

“Asking leads questions gets the information needed to better help them and also builds rapport.”

Key Points 

1. Prospecting is not just cold calling. People have a negative association with cold calling, and often think that it is the main aspect of prospecting. However, it is only one part. Prospecting also involves what you say, who you say it to, what you message, what you email, how you use video, and how you use social media.

2. The three pillars of successful prospecting are sales skills, a bulletproof mindset, and time management. If you can keep on top of those three, you’ll be able to help a ton of people in 2023. Stop listening to the news, start listening to podcasts and motivational trainings, and surround yourself with successful people. The key is to stay positive and remove the noise.

3. What makes a good script? To succeed in this area, you need to ask great questions about their motivation and timeline. This will get you useful information and build rapport. Then you need to actively listen to their answers and ask more questions based on those answers. Don’t fly through your script. Instead, dive deep into each lead’s situation. When you get all that great information, it makes it much easier to close them for an appointment.

4. Sources of business in our current market. Expired listings are the highest they’ve been in the last five years. For-sale-by-owners are always confident, but almost always also need help. Reach back out to all of your past buyer leads that haven’t made a purchase yet and let them know about the low interest rates right now.

Winning with Your Database & Client Events in 2023

Level up your real estate game with today's episode of the Live UNREAL Podcast! We're diving into the crucial topic of winning with your database and client events in 2023. With the increased demand for adding value to databases in the real estate industry, some agents have been struggling with getting results and are actually experiencing a decline in production because they’ve been using the same methods and techniques. 

If you’re having the same issues, Jeff and Taylor Kerrigan have the perfect solutions you've been looking for. They have a successful plan in place that has helped them close over 1,200 transactions this year, with a significant portion coming from their database. They'll be sharing new and innovative ways to add value to your database and client events, which you can implement to help grow your business.

Don't miss this opportunity to learn from two experts in the field, who are ready to share their knowledge and experience to help you reach your goals. 

We also discussed;

• The perfect time to host a client event
• The five different types of databases
• The six things agent’s usually miss when hosting client events

Quotes

“Your first step is to make sure that you have a database, and that you're keeping track of who your clients are.”

“Doubling down on the database is truly something that you want to squeeze more out of this year.”

“If you're doing one thing for your database right now per month, step it up to two; if you're doing two things, step it up to three.”

Key Points 

1. Updating your database plan is crucial because what was important to your clients three to five years ago is different from what they value today.

2. Client events are profitable but there are a few things you need to do to make them successful:

• Know when to host them
• Invite your entire database
• Encourage your database to bring a guest
• Your venue should have a stage, a microphone, and a speaker
• Focus on growing your social media exposure
• Have strategies in place to maximize your guests’ time at the event
• Support a nonprofit
• Prepare giveaways that your guests will actually like and keep

3. To effectively maintain contact with your database, it's important to consistently engage in various forms of outreach such as calls, events, mailers, and email blasts. In addition, you should aim to find innovative ways to provide value to your clients without breaking the bank. Here are a few examples:

• This February, you can make a reservation at a popular restaurant, call your client, and suggest they have their Valentine’s Day dinner there. 
• You can also give your clients a bottle of wine and a heart-shaped pizza box as a small token of appreciation. 
• When sending postcards, keep in mind that people appreciate entertaining content. Consider including a list of the hottest local restaurants to add a touch of fun to your postcard.