Live UNREAL with Glover U

The Ultimate Guide To Real Estate Prospecting

In this episode of the podcast, we’re bringing you another Sizzling Summer webinar, sharing what’s happening in markets across the country right now, and all the things you need to know and do to get to the next level. 

 

Today’s episode is focused on the latest and greatest prospecting strategies you need to implement in your business, from one of the best prospectors in the industry, Coach Justin Ford.  

 

Prospecting might not be the most exciting topic - actually some people don’t think it’s even necessary in today’s real estate environment, but the truth is, we can’t meet our income goals if we shy away from prospecting. Today, Coach Justin and Jeff are going to share the most effective prospecting tactics in this transitioning market, and how to up your game in this very important skill set. 

We also discussed;

• The limiting beliefs that keep us from having success with prospecting 
• How to guard your prospecting time at all costs 
• Why there’s a lot more to prospecting than phone calls 
• Why rejection is part of prospecting (and how to be okay with it)

 

Quotes 

An objection is just an unanswered question in the mind of a seller. -Justin Ford 

 

When the market shifts downward, our value goes up. When the market softens, consumers value what we do at a higher level. -Jeff Glover 

 

Key Points 

 

1. Prospecting is the very first step in the sales process - it consists of identifying potential customers, developing a database of likely customers and systematically getting into a conversation with them. If we’re not selling the number of homes we want to sell or making the money we want to make, we’re just not talking to enough people. If we’re not continuously filling the pipeline with new contacts, appointments and opportunities, we’re going to see inconsistency in our business. 

 

2. There haven’t been a lot of FSBOs and expires for the last couple of years because it was such an extreme seller’s market but that will start to change as the market starts to change. As things start to slow down, and more listings sit on the MLS a bit longer, we’ll need to sharpen our prospecting skills in preparation. 

 

3. The 5 rules of handling objections; 

• Always acknowledge and restate the objection in a positive manner 
• Use statements of agreement 
• Replace “but” and “however” with “and” 
• Always smile and nod your head (even if it’s over the phone)
• Close after handling the objection 

 

How to Get More Buyer Offers Accepted

In today’s episode, we’re kicking off our sizzling summer webinars, and sharing the strategies you need to have the best summer ever in your business, and prepare for a great second half of 2022. 

 

There are different things happening in markets across the country, including inventory going up and some buyers being a bit more hesitant to take action in fear of a downturn. As agents, we have to increase the value we bring to our buyers and sellers in order to meet the demands of this market. 

 

You will learn about the 7 things that will set you up for success working with buyers, and why it’s so important to dial in our buyer strategies right now. 

 

We also discussed;

• The best question you can ask a listing agent and get closer to an accepted offer
• Why proactive, focused lead generation is so critical right now 
• How to uncover the buyer’s real motivation 

Quotes 

 

The more we understand about why a move is important for someone, the better we are at helping them achieve that goal. -Nick Belmore  

 

Key Points 

 

1. The agents that are having the most success with buyers are the ones that set the right expectations from the get-go, and that carries all the way through to a successful transaction. A buyer will never question your advice if you prepare them. 

2. The 3x3 formula is the most effective way to follow up with leads. When the lead comes in and we make that first contact, we want to have 3 calls, 3 emails and 3 texts within the first 3 days. That’s 9 touches right out the gate. Some agents think that’s being too pushy, but it has been proven that this approach will increase your conversion. 

 

3. Because the market was moving so fast last year, agents could get away with skipping steps, and not having a dialed in buyer consultation or even an offer consultation. As the market starts slowing down, it’s really important that we refine these things and provide them to our buyer clients at a really high level. 

5 Essential Components of Database Marketing - Part 2

In today’s episode of the podcast, Director of Operations at Live Unreal Companies, Taylor Kerrigan continues sharing the 5 essential aspects of an effective database marketing plan. 

 

The whole goal of this plan is to stay top of mind with the people who already know, like or trust you, and being of contribution, which will make it easier to generate leads in this market. 

 

In this part, Taylor shares in detail what you need to be doing with mail, email and client events. She’ll also tell you what you need to say, and what you need to send at different points in the year. 

 

You’ll also learn;

• Email blasts that people will actually open 
• The quickest and cheapest way to double your database
• How to repurpose your content across platforms 
• The best times of the year to host client events 
• How to structure the letters you send to your database 

 

Key Points 

1. Out of your past client and sphere database, identify the top 10-20% and do something consistently to show them your appreciation. You can choose the criteria for who those top clients are - it could be who refers you the most, the clients with the largest sales, or the clients who have done the most deals with you.
2. Never do a market update email, no one wants to open something that’s really salesy. Your open rates are going to skyrocket when you start coming from contribution. Look for upcoming events in your market, and put that in your emails.
3. Make sure whatever event you choose to do is one that allows clients to spend a good amount of time with you. A pie giveaway event will probably only get you 5 minutes tops - they’ll pick up the pie and drive away. You want to host something they can spend up to 90 minutes at. 

4 Essential Components of Database Marketing - Part 1

In today’s episode of the podcast, Director of Operations at Live Unreal Companies, Taylor Kerrigan is going to share the 4 essential aspects of effective database marketing we’ve been implementing in our own real estate business, plus a surprise bonus 5th component. 

 

In this highly competitive market where buyers and sellers are hard to come by and the cost of generating and converting leads is outrageous, our best bet is investing in the relationships we already have, and making sure we stay top of mind with them. 

 

You’ll learn how to stay in front of people, exactly what we need to say, and all the channels we need to be investing time and effort in if we want to have an easier time converting more business this year. 

 

We also discussed;

• How to track your past clients effectively 
• Why we need two have two different databases 
• How we went from generating 17% to 52% from our database 
• What we need to be doing and saying on social media to nurture our databases

 

Key Points 

1. In a market like the one we’re in right now, buyers and sellers are hard to come by and there’s more competition, and the cost of buyer leads is outrageous, your best opportunity is converting a client through your database. 

 

2. We call our clients twice a year to invite them to our events, but holidays are also important. Thanksgiving is a great time to reach out to them because it’s the kickoff of the holiday season. They’re going to be around family and friends and the topic of real estate will likely come up. 

 

3. There are many ways we can use social media to add value to our exchange database including;

• Creating a Very Important Client group 
• Paying attention to what they’re doing to send them relevant gifts 
• Market updates 
• Using it as a referral platform for contractors and vendors homeowners need 
• Getting known in your community group 

Today’s Most Effective Real Estate Marketing Strategies, Tactics & Messages

In today’s episode, Jeff is joined by the founder and CEO of Vyral Marketing, Frank Klesitz. Frank brought video to the real estate industry in a big way, and when it comes to digital marketing, he really knows his stuff. He’s really keyed in on the messaging and strategies that are generating listings right now, and what we really need to be focused on to push the needle in our businesses. 

 

The real estate marketing game is highly competitive, and if we don’t have a painfully consistent 36-touch program, and a message that solves a pain point, we don’t stand a chance. 

 

Frank is going to share highly effective marketing tactics any real estate agent can implement to generate leads and close more deals. 

 

We also discussed;

• Why direct mail has to be part of our marketing strategy 
• Catchy subject lines and titles that will get people to click on our emails 
• 3 email marketing messages that will generate fast leads 

 

Key Points 

1. Email marketing is working really well for generating real estate leads, but we have to go about it the right way. Before you start any email marketing campaign, you have to put all the email addresses through a scrubbing service like https://neverbounce.com/ to remove old and dead ones. If you don’t take the step of cleaning up our list, it will hurt your delivery rate, and platforms like Mailchimp will penalize you for it.  

 

2. There is a record amount of money flowing into real estate, giving homeowners more options than ever before. This is really overwhelming for them, especially for the people who have lived in their homes for decades. One of the most effective messages we can send out to the market is offering a seller workshop to help them understand all their options. As Realtors we have to move upstream to get the seller lead and help them understand everything. 

 

3. Most real estate agents try high-commitment marketing strategies like recording a video every single day. The problem is, this isn’t something we can do consistently for years and years and years. It’s better to commit to something you see yourself doing regularly for the rest of your career. 

 

Quotes 

Successful marketing isn’t always about switching to something new, there are things that have been around for several years that are still effective. -Jeff Glover 

 

The Realtor has to move upstream to get the seller lead and help them understand everything. -Frank Klesitz 

 

If you have a Q&A based content model, you’ll always have a message that’s on point. -Frank Klesitz

Top Producer Panel Part II: Productive Habits & Database Strategies

In today’s episode of the podcast, we’re picking back up with the top producer panel, this time focusing on the productive habits that lead to success, and ways to nurture your database. 

 

Jeff is joined on stage by an agent who attributes his high transaction volume to consistent habits, and an agent who doubled his volume in one year. Bill Winslow and Harjit Saini share the strategies they’ve implemented to dominate their local markets and build a solid business. 

 

We also discussed;

• How Bill sold a property for the highest price in a vacation market 
• Why direct mail is such a powerful marketing channel 
• How Harjit implemented an exchange database strategy and his results 

 

Key Points 

1. Doubling down on a business source isn’t just about money, it’s also about increasing your skills, effort, resources and even time. Increasing time isn’t just about hours on the task, it can even be about pitching up our intensity. 

2. Direct mail is one of those things we just have to stick with. At first you might get responses from people telling you to take them off their list, but the negative stuff will eventually make way for the positive feedback. 

Top Producer Panel Part I: Differentiators - Becoming The Subject Matter Expert & Tricking The Social Media Algorithm

In today’s episode of the podcast, we’re going to talk about what it takes to differentiate yourself in the real estate landscape. Jeff is joined on stage by an agent who got licensed in 2020 and sold 15 homes in 30 days, and a broker who has mastered Facebook’s algorithms. 

 

Russell Vinson and Therese Anthonelli share the strategies they are using to stand out and win business in a highly competitive market. You’ll learn one way to position yourself as a true subject matter expert, and how to use social media to your advantage. 

 

We also discussed;

• Why knowledge of product makes you a better salesperson 
• How to put yourself on the map by marketing other agents’ listings 
• Why we shouldn’t negate Zillow as a credibility marker 

Quotes 

Anytime you negate anything related to Zillow, you’re actually losing credibility with your clients. -Jeff Glover  

 

If I wanted to put myself on the map and gain any type of awareness, I needed to be different. -Therese Anthonelli 

 

Key Points 

1. One of the things that make us stronger as salespeople is knowing as much as possible about the product we’re selling. If you know the different structural aspects of a home, it’s something you can add to our value proposition. There’s an easy way to do this - bring in a home inspector to take you through every line item, and learn what needs to be fixed and how much it will cost. 

2. In order to differentiate ourselves, we have to stay current in terms of knowledge and marketing. It’s really easy to become complacent in what we know and what we’re currently doing, but that makes it really easy for other agents to replace us. If you’ve made the decision to be an agent and to lead others, you have to stay on top of what's happening. 

Today’s Lead Gen Skills & Strategies 2: Database Marketing & More

In today’s episode of the podcast, we’re picking up from where we left off last week - talking about the key skills an agent needs to thrive in today’s real estate landscape. 

 

Previously, we talked about social media and digital marketing, and today we’re going to conclude that, and then talk about database marketing strategies, and how to build a personality-driven, prospecting-based and marketing-enhanced lead generation strategy. 

 

Jeff will share all the key pieces agents need to be focused on and optimize to get more business, and create a huge pipeline of business for years to come. 

 

We also discussed;

• How much time we should dedicate to our social media marketing 
• The 4 databases every agent needs to have in 2022 + 1 bonus database we can leverage to add more deals 
• How to run a referral campaign to past clients 

 

Quotes 

Make a decision going forward to have a personality driven, prospecting-based and marketing-enhanced lead generation strategy. -Jeff Glover 

 

Key Points 

1. Google screened ads are now appearing ahead of PPC ads in the Google search, and by putting a bit of money behind these ads, you can generate some of the highest quality leads right now because you know that they are highly motivated to hire an agent. 

2. The people in our databases are being bombarded by so many other options, and we should be concerned about the loyalty of the consumers in your database. We have to assume that we’re going to lose people from our database, so whatever plan we put in place has to add new people while also retaining the people we can keep.  

3. If you live in a market people frequently move to, it’s worth considering building up your agent referral network. Instead of clamoring for referrals in Facebook groups, connect with agents in other markets and add value to them. Treat agent referrals like a marketing channel in its own right. 

Today’s Lead Gen Skills and Strategies: Social Media & Digital Marketing

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re talking about one of the key areas agents need to have dialed in today, your overall online presence. From your website and Google to Zillow and social media, many factors encompass your digital marketing strategy, and in order to succeed today, it’s something we should be focusing on. 

 

Jeff Glover will share key strategies you can implement to stand out, get more online engagement and increase your mindshare. 

 

We also discussed:

• How to utilize Facebook Groups at the highest level 
• Why Canva could be weakening the impact of your marketing 
• The most impactful content you should be sharing 
• How to master both long and short form content 

 

Quotes 

Marketing that solves problems stands out. -Jeff Glover 

 

Key Points 

1. Social media is a tool, not the foundation of a successful business. It will never take the place of doing the things that grow and sustain your business, but rather it should enhance them, and give you a space to showcase all the awesome stuff you’re doing. 

2. Promote buyer success stories just as much or even more than seller success stories. Buyer-focused content gives you the opportunity to share how you’re solving problems and helping your buyer clients save money, time and win in a multiple offer scenario. 

3. Instead of using the “share to Facebook” or “share to Instagram'' feature, tailor and adapt every post to different platforms because they appeal to different demographics. 

Top Agent Panel: iBuyers, Community Engagement & Showing Agent Models Part 2

In the last episode of Live UNREAL, Jeff introduced 5 real estate agents and leaders who are excelling at the key skills that are important for succeeding in this industry. In part 2 of this interview, you’ll hear from Corey Edwards and Ryan Young about mindset and turning the iBuyer offer into a bigger business. 

We’re going to talk about overcoming adversity and what it takes to build a successful instant offer operation to boost your real estate business. 

 

You’ll also learn:

• One agent’s inspiring story of coming back from a severe injury 
• How to get business in a new market
• How Corey Edwards built an agent-led iBuyer company
• If working with instant offer aggregators is ever a good idea

 

Key Points 

1. When Corey Edwards was 17, he suffered an accidental gunshot injury, and doctors told him he had no chance of ever walking again, but today he can. He’s proof that your mindset makes anything possible, and that it can change your reality.
   
   
2. Ryan Young took his iBuyer offer from a creative option that he provided to his client to a full-on iBuyer platform. Putting research, effort and capital into instant offers is a strong agent retention tool and it’s a solid source of off-market properties in a seller’s market.