Live UNREAL with Glover U

Top Agent Panel Part 2: Growing Your Production By Up To 20% in a Year with Jeff Nielsen & Andrew Pepper

In today’s episode of the podcast, our top agent panel continues with agents Jeff Nielsen and Andrew Pepper. These two agents have both successfully increased their production, number of transactions and volume this year, and they’re going to share exactly what they did to reach their goals. 

 

Jeff and Andrew embody the traits of great listing agents who are setting themselves up for success, and today you’ll learn how they’re running their schedules, and leading their teams to amazing results. 

 

We also discussed:

• The benefits of pouring into your database vs. buying leads  
• The power of “bunker time” in your schedule 
• How to get a lot of agent-to-agent referrals 

 

Key Points 

1. Jeff’s team of 12 producing agents does as many deals as teams with 20-25 agents, making their per-person-production truly staggering. The secret to their success is setting the standard of 100 contacts a week with agents on the team and focusing heavily on their database. 
2. Andrew has grown his business by making sure his team is equipped to deal with sellers in this current market. Having the skills to do a true market analysis, being willing to tell sellers the truth and show them why and how the home is listed for that much. The last thing you want to do is take a listing and not sell it. The way to avoid that is to put the facts in front of sellers. 

Top Agent Panel Part 1: How to Become a Realtor for Life & Strategies for Winning Expired Listings with Sue Warren and Eric Delgado

In today’s episode of the podcast, we’re kicking off an awesome top agent panel with agents Sue Warren and Eric Delgado. As we prepared for this panel, we thought about what it takes to thrive and win in this market and get ahead of the curve. These agents truly embody the traits of great listing agents who are setting themselves up for success. They'll share what they’re doing to take more listings than ever before, and stay relevant in their markets. 

 

You’ll learn the activities that are necessary for what’s going on around us, how to level up our client service and communication, and the importance of consistency in everything we do. 

 

We also discussed:

• How to balance working with both buyers and sellers 
• How to ease your way into calling expireds if they are too fast-paced for you
• Why leading by example increases the per-person production on your team 

 

Key Points 

1. Committing to prospecting in the morning makes following through with this commitment a lot easier. It takes more discipline and willpower to prospect in the afternoon or evening, so most agents don’t stick with it. 
2. Most people have a family doctor, CPA, lawyer and dentist that takes care of them and their children through the years. If we really become a resource for the people in our markets, we can easily become their family Realtor for life. 
3. When you get in touch with an expireds, don’t lead with “I have a buyer for you”, remember they hear that from agents all the time. Reach out often in the first few days, keep your text messages short and lead with value. 

Greg Erlanger on Leveraging Video and Digital Marketing to Attract Sellers

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined on stage by the leader of the #1 real estate team in Ohio (of all brands!) and Glover U resident marketing expert, Greg Erlanger. If there’s anyone who knows digital and video marketing inside-out, it’s Greg; and in this podcast, he shares how his team uses next level lifestyle videos for branding/brand recognition, attracting leads and generating listings at a high level.  

 

Video content validates you, it makes you the authority in your marketplace, and there are so many ways we can leverage it to stand out and make sellers want to work with us (which is critical in this market). You’ll learn how to ace your video content, become a true storyteller and bridge the gap between real estate and content creation.  

 

We also discussed:

• How to learn from the content creators in cities like LA, New York and Dallas 
• Why short-form content is taking off 
• The different real estate content silos we can create videos in 
• The difference between a home tour and a lifestyle video 

 

Quotes 

People come for the story, but stay for the characters. - Greg Erlanger 

 

Key Points 

1. When we see really amazing lifestyle/real estate videos, our first thought is that we just can’t do something at the level, which will stop us from taking the first step. It’s more important to take imperfect action and work your way up from there. 
2. Short-form and long-form content both serve important purposes in our marketing. The platform we want our long-form to live on is YouTube. Short-form content like Instagram Reels and YouTube Shorts puts our content in front of more people, it’s like providing more roads to our town. Both types of content will help us achieve our marketing goals. 
3. Many agents attach the cost of video content to the marketing of a specific property, but that’s not how it works. It’s actually an expense to generate more listings, so it belongs in the same bucket as Zillow leads and other similar platforms. 

Everything you need to know about Glover U coaching programs

In today’s special episode of the Live UNREAL Podcast, we are doing something a little different. Following our recent epic RETREAT, many people are curious about all the group coaching programs we offer and how they can make your business better. All our coaches join Jeff to give all the information you need to decide which coaching program is right for you and what you can get out of it. 

You’ll learn exactly how to leverage our programs to build your own Unreal Life, and get the most out of your real estate sales, operations, marketing and finances. 

You’ll find out about;

• Prospecting Bootcamp 
• Buyer Mastery 
• Systems of Real Estate
• Marketing Mastery 
• Listing Mastery 
• Unreal dialogues 
• From salesperson to CEO 
• Wealth Mastery 

Quotes

The number one reason agents leave teams is because they were so building your brand they didn’t get a chance to build your own. -Jeff Glover  

 

Key Points 

1. In a more balanced market like the one we’re heading into, buyers start to shop around. It’s no longer as easy to get them into a home quickly, so we need to be able to show buyers how we produce the most value.
2. When you work on the marketing of your real estate business, you create a level of value that people are attracted to which makes everything easier, from bringing more agents onto your team, to creating a healthy pipeline of business.
3. A lot of agents earn a lot of money, but ultimately leave the business with no wealth. We can’t live our Unreal Life if we don’t put our income assets that allow us to work because we want to, not because we need to.

How to Master New Construction & Add it As a New Source of Real Estate Business

In today’s episode of the Live UNREAL Podcast, we are concluding our Sizzlin’ Summer Webinars with a special focus on a niche that many agents overlook - new construction. In our business planning, we often talk about adding new business sources to what you’re already doing, and new construction should be on that list. 

 

Up to ⅓ of homes in America are new builds, many customers would rather buy something turnkey and now that the market is softening, builders will be champing at the bit to get represented by an agent. It’s a niche that not many people understand or work, so you can set yourself apart very quickly. 

 

Jeff is joined by Matt Marsoupian, an agent and coach with a lot of expertise in new construction, and they’ll share what agents need to know to successfully add this niche to their business, and what builders are looking for in this market. 

We also discussed;

• The different types of builders and ways to work with them 
• Why we should always mention new construction to buyers (even if they say they want an existing home)
• How to get an in-depth understanding of new builds and their features 
• How to set yourself apart from other agents working new construction 

Key Points 

 

1. There are many factors driving the growth of new constructions. There’s already a shortage of homes for sale nationwide and new builds are the remedy. Post-covid migration patterns are fueling new constructions, and millennials who are in their peak buying years prefer brand new homes.  

 

2. Most builders aren’t great marketers, it’s not in their wheelhouse. As real estate agents, this is a space we can step into to provide value. In the same way that we show sellers all the ways we will market their homes, we can do the same. We can offer to show up with a photographer and videographer to showcase the property, post on social media, and get more eyes on it. 

3. If we want to have success with new construction, we have to be proactive and know what’s going on in the market. You can do this by attending city planning meetings, keeping track of who is buying land and looking on sites like newhomesource.com to know the projects coming down the pipeline.

Best Real Estate Agent Attraction & Recruiting Strategies

In today’s episode of the podcast, we’re diving into the latest and greatest agent recruitment strategies to help you build a solid team. As the market continues to change, this is actually going to be the golden age of recruiting opportunities - but how do we attract the best people into our world? 

 

Recruiting is a sales process, but it’s not the same as a listing presentation. In many cases, a top real estate agent isn’t even thinking about leaving their brokerage. We have to point out a pain they don’t even know they have, and then show that we’re the solution. 

 

Jeff is joined by Coach Matt Sutter to share how to become a great recruiter and how to create a bigger pool of talented agents.

 

We also discussed;

• Why we end up with non-performing agents
• Why leads shouldn’t be your number 1 value proposition
• 5 surefire agent attraction strategies  
• How to use our allied resources to identify who to recruit 

 

Key Points 

 

1. This current market will create a ton of movement. In a space where less buyers are buying and less sellers are selling, many agents are a flight risk, and we’re going to see a lot of them flee the industry. Even experienced agents are going to be willing to make the move to a team because they need help navigating the challenges of this market. 

 

2. Commit to teaching in your marketplace. Most people think that sharing all we’re doing is giving information to our competitors, but the “shock and awe approach” actually shows people they can do better by joining us. It also lowers people’s resistance to us, and gets them open to working with us in some capacity. 

 

3. If we want to attract top agents, we have to speak the language of real estate. We can’t just say our team is great, we actually have to show them with the numbers. Remember agents have lots of options of places they can go, and we have to show them with empirical data that we’re the ones that can get them to their desired destination the fastest.

Time Management for Working Parents

In today’s episode of the Live UNREAL Podcast, Jeff Glover is joined by our head coach, Kate Simon to talk about how to run a successful real estate business as a parent. You’ll learn how to run your day when you have numerous demands coming at you from different directions, and how to maximize productivity without sacrificing valuable family time. 

 

For parents, it often feels like there isn’t enough time in the day to get all the important tasks in your life and business done, but we can have high-producing businesses and still be present at home. It comes down to priorities and building your schedules with intention. Even with demanding lives, it’s still possible to achieve at a high level, work your goals and have an efficient schedule 

 

Kate will share how to balance all our responsibilities, how we can protect both family and prospecting time, plus how she’s setting up her own schedule as a soon-to-be mom of 2. 

We also discussed;

• Why your schedule should be built on the foundation of your core values 
• The regret-eliminating method for planning your activities 
• How to transfer your to-list into a priority quadrant
• How to turn your operations into a lead generation pillar 

Quotes 

 

When there’s a qualifier around how and why someone succeeds, it removes the opportunity for someone who doesn’t have the same circumstances. -Kate Simon  

 

Mastering the operations of the business in and of itself is a lead generation tool. -Kate Simon 

 

We need to get comfortable with our idea of success looking completely different to everyone else’s. -Kate Simon 

2nd Half Real Estate Business Plan: Prepare To Win In The Shifting Market

In today’s episode of the podcast, we are revisiting the business plan to align with where the market is now. It’s very clear that the market has shifted and that we have to change how we’ve been doing business to keep up. This is the exact business plan Jeff is using to continue and finish this year strong, including all the things we need to improve, upgrade, or eliminate. 

 

The 4th of July is behind us, and now it’s time to really buckle down so we don’t just get through the 2nd half of the year but actually maintain and even grow our production. 

 

Jeff will help you get your head wrapped around what’s going on in the market, and share a plan of action to lead generate, communicate with clients and keep closing deals in a wonky market. 

 

You’ll also learn; 

• How to get really granular when it comes to tracking our lead sources 
• Why expense management is more critical now and how to hold your spending accountable
• The script you need to use with every single buyer and seller lead right now
• Why consumers are doing a lot more research about agents before making a hiring decision  
• How to prepare the sellers for what’s actually happening in the market 

Quotes 

 

You’re going to realize things in your business when you start tracking your daily contacts. -Jeff Glover 

 

“Days on market” is the enemy of a home’s value. -Jeff Glover 

Key Points 

 

1. In order to thrive in this softening market, we have to be armed with information that reflects what’s going on in the market right now. Typical market stats are going to be misleading, so in order to know what’s really happening we need to pay attention to;

• Average showings per listing
• Average new listings per day 
• New expireds per day 
• New price reductions per day 
• 30 year fixed mortgage rate
• Pendings 

Knowing these things will prove you as an expert in your market and also back up your claim that things are changing.  

 

2. The agents who thrive through a softer market maintain and even increase their production know they have to increase their daily lead generation efforts. If you want to maintain the same level of business as the first half of the year, you need to increase your contacts by 15 - 20% a day.  

 

3. Have a designated day each week for price reductions. Before this market, we didn’t need a communication plan for price reductions because homes were selling very easily. Now sellers are going to wonder why after a few days, they don’t have any showings or offers. Now we have to set aside time to give them the necessary market updates.  

How To Average 50 Listings Every Month: Jeff Glover’s Proven Formula

In today’s episode of the podcast, we’re sharing how to average 50 listings a month in 13 steps. 50 listings a month may not be a realistic number for one person, but with 3 or 4 people on your team, you can close this number very efficiently. But even if you’re a solo agent, these strategies will still increase your listings to up to 10 a month. 

 

There are so many changes taking place in the market right now, and the more you can fine tune your listing skills, the better prepared you’re going to be for the moment the market softens. Jeff Glover will share all the things you should be paying attention to, improving, optimizing and adding to your lead generation, conversions, listing presentations and more. 

 

We also discussed;

• How to be better prepared for an appointment by drawing out an objection in advance 
• How to make 125 contacts a day
• What your listing appointments materials should include 
• Why we must master every objection we might receive 
• The key to getting more listings from Facebook and Instagram 

 

Key Points 

 

Sources of sellers used by JGA today 

• database 
• internet leads 
• expired listings 
• hybrid farming
• circle prospecting 
• social media 
• purchased leads 
• mass advertising and reputation
• open houses 
• referral sites
• agent-to-agent referrals  
• online reviews
  
  1. Once the appointment is set, you must use a pre-qualification script, especially in this new market. Before, the seller could tell us any price and we knew the home would sell. Now that the market is softening, sellers are going to be more critical of agents, and you have to fine tune every aspect of your seller-facing marketing and presentation.
  
  2. Most listings are won and lost based on how well you handle price and the conversation around reductions. In the market we’re headed into, your ability to future-pace a price reduction will bring your clients closer to the result they want.  

 

Best Practices for Hosting Client Events: Win Real Estate Referrals For Life

In today’s episode of Live UNREAL, we’re diving into hosting client events at a high level, and sharing what we’re doing to create great experiences for people, and turn these events into a solid source of transactions for years.

 

Hosting a great client event isn’t just about planning a great party - there needs to be an intentional strategy behind it. Today, our director of operations, Taylor Kerrigan shares 7 things you need to consider to host the kind of event people want to be invited to every single year. She’ll also share why there’s a lot more to the event than the actual day itself. These are the absolute must-dos before, during and after the event to get the most ROI. 

 

Whether you want to host a small gathering or a larger event with hundreds of people, you will learn exactly what it takes to do it well, whatever market you’re in. 

 

We also discussed;

• The best times in the year to host your events and why
• When to start building excitement and how to create FOMO 
• How to extend the lifespan of your events 
• How to make our events amazing and keep people there 

Quotes 

 

Make sure you’re reaching out far enough in advance, multiple times in advance and don’t be afraid of over-inviting because of the no-show rate. -Taylor Kerrigan 

 

Key Points 

 

1. Always include extra tickets in the invite so people can bring their friends along. It’s a quick and easy way to double your database, and a chance for your clients to pre-sell you to those people which makes them more likely to refer you or want to work with you. 

 

2. Why invite only a fraction of your database when it’s such a great opportunity to contact everyone? Regardless of the style of the event or the fact that you have many events during the year, invite everyone. People may not go to all the events, but if you invite them, it still gives you a reason to reach out and talk to them. 

 

3. Make sure you promote a hashtag for your event. It allows you to get exposed to the social networks of your attendees and it also gives you a library of photos you can post afterwards. Make sure the hashtag you use has your real estate name in it.