Live UNREAL with Glover U

Jeff’s Top 25 Sources of Listings Part 2

In today’s episode, we continue our discussion on the top 25 sources of listings in today’s market. Jeff Glover will share 15 lead sources that can turn into actual listing business, including some really unique and uncommon ones you should consider going after. As the market continues to soften, it’s really important that our businesses are fed by multiple sources, platforms and relationships to ensure stability and help us achieve our goals for 2023 and beyond. 

 

The real estate industry is going to continue to experience changes, and if you’re positioning yourself correctly, these changes can work to your advantage and help you gain more clients and market share. 

 

Jeff will share the 15 more lead sources every agent should consider adding to their businesses, including lesser known relationships and platforms that will be hugely impactful. 

 

You’ll also learn;

• Why you don’t have to wait for people to become past clients to get referrals 
• How to find ‘orphan clients’
• Why the physical mailbox is making a huge comeback in marketing 
• The best neighborhoods to door-knock for maximum ROI 

 

Quotes 

 

When it comes to door-knocking, the return on your time is greater at the average or lower price points than the higher price points. -Jeff Glover  

 

Key Points 

 

1. Real estate transactions have honeymoon phases. A seller’s excitement and enthusiasm of working with us is at its highest in the first 7 days of signing the agreement, the 7 days after it goes pending, and the 7 days after closing. Their confidence in us is at an all time high, they are more likely to be talking about us to friends, family and colleagues, and we can actually get a referral because of this. 
   
   
2. Because of the changes in the market, small to medium sized builders are panicking. They don’t have the budget or wherewithal to manage sales, and we can step in to be their salesperson or inventory reduction specialist, and we can get listings that way. 
   
   
3. In this market, you can get a lot of traction by door-knocking a neighborhood sharing updates on what’s going on in the area. Whether it’s a new listing or a home that just closed, being on people’s porches will build your visibility and keep you top of mind. 
   
   
4. This real estate industry turns over almost 100% every 5 years, so it’s safe to assume that there are going to be a lot of clients who will find their original agent gone. If we stay in front of these people, we’ll be the next agent they think of. 

Jeff’s Top 25 Sources of Listings Part 1

In this episode of the podcast, we’re diving into the top 25 sources of listings in today’s real estate market. We’ve discussed the key traits and characteristics of top listing agents, and the benefits of focusing on listings, but where are the best of the best getting business from? As real estate agents, it’s important to create stability by diversifying our lead sources, while also not spreading ourselves too thin by taking on too much. 

 

Whatever the market condition or the location, the lead sources you’ll learn about will be a huge boost to your business and perhaps even deliver leads for years to come. You don’t have to take on all 25, of course, but taking on a few or just brushing up on the ones you already have in your business, will make a huge impact. 

 

Jeff will share the first 10 of 25 of these lead sources, and why they are worth going after, especially in this market. You’ll learn what Jeff and his team are doing, the lessons he’s learned and the lucrative lead sources you need to stop overlooking. 

 

You’ll also learn;

• The danger of intensifying on only one lead source at a time 
• How internet leads provide the opportunity to gain lifelong clients 
• Why agent-to-agent referrals aren’t going away anytime soon 

 

Quotes 

 

Great listing agents have no less than 3 and no more than 5 sources of business they’ve mastered at a high level. -Jeff Glover  

 

The more sources of business you have, the less amount of time, energy, money and total resources you have. -Jeff Glover  

 

The market we’re heading into could be an unstable one and we don’t want to be involved in long-term expensive advertising contracts. -Jeff Glover  

 

Key Points 

 

1. Great listing agents master no less than 3 and no more than 5 sources of business because it’s the sweet spot between stability and being overstretched. Having 3 or more lead sources is like building your business on a stool with 3 or more legs. That means you can sustain your business through different market conditions, and you won’t have to scramble for leads if one lead source starts to drop off.
   
2. While we want to have multiple lead sources, it’s really important that we go deep, not wide with whatever sources we choose. Many agents make the mistake of moving onto a new lead source before they’ve fully exhausted their current ones. You’re going to be better at whatever source is already working for you, so it’s best to double down on that source before taking on something else. With each lead source ask yourself this: ‘have I hit them from every angle, through every channel, and have I perfected the system that’s already in place?
   
   
3. It’s very important that we’re cautious with lead sources like advertising. The market we’re heading into could be an unstable one, and we don’t want to be involved in long-term, expensive advertising contracts at this time. Some lead sources won’t perform at the same level, so we have to really think about where we’re spending our money. 
   
   
4. Online referral sites are a lead source we need to be working with instead of ignoring. They’ve mastered the art of getting in between us and the seller, and they have deep pockets to pay for advertising. We can use this to our advantage to generate listings. Google ‘sell my home in YOUR CITY’ and work on partnering with these companies. 

What makes great listing agents different from the rest - Part 2

In today’s episode of the Live UNREAL podcast, we’re diving into part 2 of our conversation on what makes top producing agents tick, and how they set themselves apart from the other agents in their markets. The highest performing agents are intentional about every aspect of their businesses from scripts and communication, to accountability and follow up. Their incredible results are just the byproduct of those mindsets, behaviors and habits. 

 

Any of us can add these skills and beliefs to our arsenal. Wherever you’re located in the country or how big or small your market is, the commitment required to become the cream of the crop is the same. Even when the market softens, success has more to do with what’s going on within us, not the external factors of the market. 

 

Jeff Glover will share what you need to be doing every single day in order to become a great listing agent, and the metrics you should be obsessively focused on to raise your game. 

 

You’ll also learn: 

• The power of practicing and rehearsing all our communications 
• How to stop giving your service away for free 
• Why we have to anticipate the biggest seller objections 
• How to get more comfortable with asking for the sale more than once 

 

Quotes 

 

When the market changes, the frequency of our follow up becomes just as much if not more important than speed to lead. -Jeff Glover 

 

Your presentation doesn’t start at the table, it starts with what they see online. -Jeff Glover 

 

Key Points 

 

1. Great listing agents know what their time is worth, and because of this, they know where their time is best spent. By and large, working with listings gives us more time efficiency than buyers. The average buyer transaction takes 38.5 hours, while the average seller transaction takes 19. Agents who focus on sellers get twice the business, so adding more listings to your business allows you to earn more in less time. 
2. We all know that speed to lead is an important metric if we want to grow our listing business, but in this market that’s incomplete. The best listing agents also understand that the frequency of follow up is just as (if not more) important than speed to lead. We need to have the discipline to follow up, even when they aren’t getting back to us.
3. When great listing agents set a listing goal, they know their ratios and formulas so well, they can tell you how many conversations they’ll need to have to reach that number. We have to know the number of days we have to work, how many calls we need to make, and the listings taken to listings pending ratio. When we know these formulas, we know exactly how much effort we need to stay on top of our goals. 

What makes great listing agents different from the rest - Part 1

In today’s episode, we’re talking about what makes great listing agents tick, and the skills, habits, behaviors and mindsets that allow them to perform at the highest level. If you look at all the agents who can thrive in any market, always win the seller in the appointment, and sell multiple listings every month, the traits are the same across the board. Jeff Glover shares what these must-have traits and characteristics are and simple tricks and tactics you can put in place to emulate and adopt these traits for yourself. 

 

We all know that success leaves clues, and in real estate, it’s no different. The best of the best don’t do things the way everyone else does - they are obsessed with how they communicate and present themselves to clients. We’ve identified 13 traits that truly set the best agents apart from everyone else. Jeff will share why these traits are so critical in this business, and how nurturing these skills for yourself will transform your business and your life. 

 

We also discussed:

• How to build rapport by going three-deep on every question 
• Why the rejection of working with sellers make you a better agent 
• What it really takes to sell a 100 listings (broken down in detail) 
• How to suit up for success every single day

 

Quotes 

 

A great salesperson has the ability to make the client feel like they are their only client. -Jeff Glover 

 

Key Points 

 

1. No matter how busy they are and how many listings they’ve sold, the best agents still have the ability to make every single client in that moment feel like they are the top priority. During the appointment, they shut everything else out, and make the seller feel like they are the only person in the room. A big mistake many agents make is operating with a sense of self-importance, and the clients can immediately feel that. The appointment isn’t time for us to talk about ourselves or our companies, it’s the time to make the other person feel important. 
   
   
2. Great listing agents don’t just accept that rejection is part of the job, they actually embrace it and even chase it. The more rejection we’re willing to expose ourselves to, the more listing appointments we’ll set and the higher our conversion rate will be. Embracing rejection actually makes us better at our jobs because it forces us to improve our skills and habits. 
   
   
3. The best listing agents understand that clients are different, and they adapt their presentation and communication styles accordingly. They are flexible and versatile in every situation, and can handle different types of people effortlessly. You can even take this a step further by modifying your listing presentation for different types of clients. 

Top Listing Agent Traits For The New Market Part 2: New Formula For Increasing Business In The New Market

In today’s episode, we’re continuing our deep dive into what it takes to succeed as a listing agent in the new market we find ourselves in. The truth is, the new market conditions call for a completely different level of skill and effort to what got results before. If relying on what we’ve been doing all along isn’t cutting it, what is working?

Deals aren’t just going to fall into our laps now, but that doesn’t mean we can’t succeed - in fact for certain agents, this is a huge opportunity to take on more market share than ever before. 

Jeff will share how to shift your activities so you can still meet and exceed your goals in this new market, and why leaning into listings right now is key. 

 

We also discussed:

• Why contacts per day (CPD) is such a critical metric right now 
• The benefits of being a listing agent especially in this market 
• How market conditions affect the stickiness of a transaction 

 

Quotes 

 

Don’t be surprised if a buyer you have secured backs out. One of the downsides of being in a softer market is the stickiness of a transaction. -Jeff Glover 

 

This is the perfect storm for an agent with great skills to shine while everyone else flounders. -Jeff Glover 

 

Key Points 

1. In a hot market 90-95% of listings sell, in a normal market, 60-65% of listings sell, and in a down market, listings can go as low as 40-50%. That means, in this market, we can expect to see a 25% decline in our listings taken/listings sold ratio. If we want to increase our production, that means we have to increase our appointments, leads, prospects and daily contacts to compensate for the decline. 
   
   
2. The best database agents make one mistake - they fail to put new people into their database on a consistent basis. If we stop putting people in the funnel, we’re going to run out of new people to work with. Instead of just focusing on taking care of the people already in the database, you also have to work on getting in front of new people to keep feeding it. 
   
   
3. When the market softens, sellers become more critical of who they hire. In the last market, it didn’t matter who they hired, but now they want to hire someone who will make sure their home doesn’t just sit on the market. The agents with the best skills, resources, and marketing are going to take more market share while everyone else struggles.

Top Listing Agent Traits For The New Market Part 1: Presenting The 5 Economic Indicators Of The New Market

In today’s episode of the podcast, we’re talking about one of the most important topics for listing agents in today’s market  - the conversations we need to be having with sellers right now. As agents, we might be well aware that the market we’re operating is different to what it was earlier this year, but sellers don’t know specifically what’s happening. 

 

We can’t just tell them that things have changed - that’s what average agents are doing. Our conversations have to be specific and granular in order to paint an accurate picture of the market, set them up for success and set us apart from the rest. 

 

Any agent can pull the comps of the market and share them with the seller - what’s really needed is the market data that will help them make an informed decision for themselves. In this episode of the podcast, Jeff shares how to present the data, and why this will give you the leg up against your competitors. 

 

We also discussed:

• How to demonstrate your expertise
• The key indicators of how the market is actually doing  
• The timing analysis (with a twist) to empower clients with information that drives action
• What sellers aren’t fully buying into the idea that something has changed 

Quotes 

 

The number 1 thing we’re missing in our conversations and dialogues with sellers is the specifics of what’s happening. -Jeff Glover

 

In a softer market, more listings are won and lost based on how well you help them understand their home’s value. -Jeff Glover 

 

Key Points 

 

5 economic indicators we should be tracking daily

1. Showing activity slowing
2. New listings rising 
3. Price reductions increasing 
4. Expired listings increasing 
5. New purchase loan applications last year vs. this year 

 

Prepare for a slower transaction process 

Once you have a listing inventory, and it’s not selling, you’ll have a customer service issue fielding all their complaints and concerns. That’s why it’s so important to prepare the seller for the fact that the market has softened, and that a home won’t sell as soon as it lists anymore. 

 

Take action sooner than later 

The market data hasn’t actually caught up with what’s taking place, we won’t see the price reductions in the moment, but rather when those homes close later. Price reductions will show up as solds at a later date, and we need to be able to demonstrate this in our numbers. If they are asking about doing home renovations before listing, they only have about 2 weeks to do it. If they can’t do it in that timeframe, it’s better to get the home on the market now before the numbers change again.

Spotlighting Agents On Teams Part 2: Jona Flores & Jennifer Skulley

Today’s episode of the Live UNREAL Podcast is part 2 of our conversation with top producing agents from teams across the country. In this episode, we’re spotlighting Jona Flores, a REALTOR® Magazine 30 Under 30 rising star and Jennifer Skulley, an agent on course to triple her transactions from last year. 

 

You would think that the most successful agents would want to go it alone, but as you’ll find out, being on a team has a lot of benefits that make your business stronger. From culture and accountability to resources and support, being part of a team can make the journey to your goals a lot less rocky. 

 

Jona and Jennifer share what they are doing to get the results they are getting in their businesses at a really high level. 

 

We also discussed;

• How to create a morning routine that prepares you for whatever comes in the day
• Jona’s circle prospecting methods 
• Why boundaries were key to Jennifer’s success 
• How to get the most out of your team 

 

Key Points 

 

1. In a market where everyone is discounting their commission, Jona was able to increase hers. Being able to do that comes down to having a strong enough value proposition that justifies your commission and being able to present it so well that the seller doesn’t even flinch. 
2. Jennifer doesn’t just send her database gifts to her past clients and sphere, she also sends it to her grandmother. She has friends too and can send them her way for business.

Spotlighting Agents On Teams Part 1: Bri Frazier & Brian Danney

In today’s episode of the Live UNREAL podcast, we’re shining a light on some of the best and brightest agents on real estate teams from all over the country. As we think of the needs of the industry - teams remain a very important area of focus and we’re excited to be giving recognition to the people thriving on them. 

Today, Jeff is joined on stage by Bri Frazier and Brian Denney, who will share what they are doing to get their outstanding results in business and the value they get out of being on a team. Bri hasn’t just sold a ton of units with a volume of $50 million after 4 years in the business, her Zillow conversion rate is triple that of the industry average! Brian has sold 97 homes and earned $110 million in volume. 

Both agents will give you a peek behind the curtain of the business and share some of the ways they are setting themselves up for success on their teams. 

 

We also discussed:

• How new agents can get more deals by leveraging open houses and listing previews
• How to properly pass off the client to a showing agent so it doesn’t feel like a disservice
• Why Brian implemented a daily video power hour into his schedule
• The 20-contact model 

 

Quotes 

For a brand new agent open houses are a great way to build a reputation. -Jeff Glover 

When you’re producing at this level, it’s really hard to find a circle like what I have in the team. -Bri Frazier 

 

Key Points 

• One of the things Bri Frazier is doing to have a Zillow conversion rate of 11% (3x the industry average) is having a dedicated VA answering the calls to pre-scrub and set appointments. This means she never misses a call from a lead. Many agents wouldn’t want to give up a portion of their commission, but it’s what enables you to do more transactions while getting your time back. 

 

• Control your calendar, don’t let it control you. The first 4 hours of your calendar are sacred and committing to them is non-negotiable. No matter what, we have to protect those first 4 hours and then everything else comes after that. 

 

From 27 Transactions to Hundreds: The Path to Listing Excellence with Thomas Elrod

In today’s episode, Jeff is joined by a special guest, Thomas Elrod. Thomas has been in the Glover U world since the beginning, and today he’s a top producing agent in North Carolina. Early on, he was able to grow his business from 27 transactions to over 100 in 1 year, and in this episode, he shares the key strategies he implemented at a really high level since 2013. 

 

Today’s market is starting to look a lot like the market Thomas got started and succeeded in, so his insights on becoming a really great listing agent couldn’t have come at a better time. You’ll learn about the mindset, activities, and habits he put in place to win clients, and how to turn 1 transaction into multiple opportunities. 

 

We also discussed:

• The key car sales skill Thomas brought into real estate
• The difference between water skiing and scuba diving in our conversations 
• How to protect your commission in any market 
• Why our health has to line up with our business’s

 

Quotes 

 

Sellers are looking for a proactive agent, not a reactive agent. -Thomas Elrod

 

Ego stands for Edging God Out or Eliminating Growth Opportunities. -Thomas Elrod 

 

In this business you’re not going to be successful everyday, but by doing this business everyday, you’re going to be successful. -Thomas Elrod

 

When you run to the things you don’t want to do, that’s where your growth gets accelerated. -Thomas Elrod 

 

The happier you are, the better you feel the more productive you’ll actually be, and the better at conversion you’ll be. -Jeff Glover  

 

Key Points 

 

• Door knocking the homes around your just-listed or just-sold property can actually lead to more listings. If someone has listed and sold a home, it will trigger action on the part of the people thinking about selling. There’s probably someone in the neighborhood thinking about moving soon, and you can capture that opportunity by simply reaching out (and letting your seller know that’s what you’ll be doing). 

 

• Every listing can potentially give you up to 7 checks:

 

1. The seller sells
2. The seller buys
3. The seller refers a friend
4. Sign calls
5. Open houses
6. Internet leads 
7. The seller becomes a returning client and sells later 

 

• Now that the market has shifted, people are starting to respect traditional low-tech methods of generating business again. Many brands are investing in direct mail, because it now feels more personal than emails and social media. This perfectly lines up with what’s happening with our lead generation efforts. In this market, the value of marketing declines, and the value of prospecting increases, so you’ll see a drop in the ROI of billboards, radio and social media. This is why perfecting your traditional prospecting skills is so critical right now. 

 

• When you pay for a prospecting tool, marketing resource, coaching program or anything else to improve your business or yourself, you’ll feel the pain of a monthly check more than the pain of one lump sum, and this will influence the energy you put towards implementation. 

5 Keys To Breaking Free & Breaking Through with Justin Ford

In today’s episode of The Live UNREAL Podcast, our very own Coach Justin Ford graces the stage as a keynote speaker, sharing his powerful life story and the 5 keys to breaking through adversity and creating your best life. Justin has navigated through his fair share of challenges from jail and addiction to economic hardships and business losses, and today he shares principles to getting through those things, and how he used them to pave the path to where he is today. 

 

Despite where you come from, what you’ve been through or where you are now, you can create your own UNREAL Life. To open any door in life, you need a key and those keys take on different meanings. Justin’s story will inspire and move you to unlock the doors in your life, think of the adversity you’ve faced in a different way and make huge leaps in many areas. 

 

Justin also shares;

• His rock bottom moment and how he got back on his feet 
• How to align your purpose with what you do for a living 
• Why we need mentors on our journey to greatness 

 

Key Points 

1. You don’t have to be in a physical prison to be imprisoned and held back from the life you want. Addiction, fear, doubt, bitterness, and trauma are all things that can get in the way of our lives. The more work we can do on ourselves to deal with these things, the closer we get to our purpose. 
2. The negative feelings we harbor towards the people who wronged us hold us hostage. The action or process of forgiving is a conscious, deliberate decision to release resentment and vengeance, regardless of whether the person deserves it or not. There’s a burden to holding onto hurt and disappointment, and we leap forward when we let them go. 
3. Understand and trust the process - you have to go through a lot of hard stuff to become the person you want to be. Character only happens when we go through the process of preparation. That preparation comes in the form of obstacles, roadblocks, detours, storms and many unknowns. They are necessary because they prepare you for who you need to become to fulfill your purpose.