Live UNREAL with Glover U

Top Agent Panel: iBuyers, Community Engagement & Showing Agent Models Part 1

In today’s episode of Live UNREAL, Jeff is joined on stage by 5 real estate agents and leaders who are excelling at the key skills that are important to succeeding in this industry.

 

iBuyers, community engagement and showing agents are incredibly critical to the growth of our businesses, and these agents are implementing incredible strategies in these areas. 

 

To start off, Chad Schwendeman, Josh Anderson and Jessica Spencer are going to talk about what they are doing to keep their businesses strong in the current market, and the mindset behind the key decisions they are making. 

 

We also discussed;

• How Chad Schwendeman funds his own iBuyer program 
• The key to getting our agents to buy into the showing agent model 
• How to master the agent-to-agent referral game 
• The power of heart-centered community engagement 

Quotes 

Social media is not in lieu of the phone calls and the actual contact piece of it, it’s in addition to. -Josh Anderson 

Key Points 

1. Why would a seller take less for their home by selling to an iBuyer when they could get more in a traditional listing? They are looking for convenience and certainty, the ability to sell it as is and choose their closing date. 
2. If we’re not intentional about how we bring showing agents into our businesses, we can actually lose clients. It’s important that we position the assistant as a partner, and not as a pass-off to someone less experienced. 

Ken Pozek On Growing a Successful YouTube Channel & Turning It Into a Huge Source of Business

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by Ken Pozek for a dive into YouTube strategies for real estate agents. Also known as “YouTube Ken”, our guest has almost 25k subscribers on his channel, and drives a lot of business through his videos. 

 

Ken has over 400 videos on his channel, and he’s gotten YouTube down to a science in the content he makes and how he optimizes it. If you’re looking to take your business to the next level, where do you start? What are the key pieces of a successful YouTube strategy? You’ll learn how to build up your own channel, and create massive value through video content. 

 

We also learn:

• The most powerful hooks you can use to keep people watching your content 
• How to appeal to the YouTube algorithm 
• How to create authority on Google 

Quotes 

Whatever you do more of, you’ll get better at. -Ken Pozek 

Who’s your ideal buyer or seller and go shoot content for them? -Ken Pozek 

Key Points 

1. The biggest reason agents don’t have success with YouTube is that they give up on it too easily. If you want to be massively successful, commit to it long-term. You need to commit to it for at least 6 to 9 months before you start seeing results. 
   
2. Watch time is a huge factor in how successful you’ll be on YouTube. If you have a 10-minute video, and people only watch 2 minutes, YouTube will dock you for that, and suppress your video. If people watch 6-7 minutes of a 10-minute video, they will push your video and get it to show up in the rankings.  
   
   

Ken’s Top YouTube Tips 

• Always create content based on what people are searching for. Easy topic ideas are “top 5 reasons to move to…” and “things to avoid when moving to…” based on your local area and neighborhood. You don’t have to get thousands of views to generate business from it.  
  
• Use tools like Tubebuddy and Morning Fame to do keyword research and generate title ideas. 
  
• Using hashtags in your description, they are better than tags.

Today’s Real Estate Social Media Strategies to Win More Business & Close More Sales

In today’s episode, we’re bringing you the latest and greatest social media strategies and tactics to help you get more clients and add value to your marketplace. Social media isn’t a distraction these days, it’s the medium consumers are using to self-educate before they make a big decision, like hiring an agent. Social media platforms are the vehicles we can use to make money, and the better we get at appealing to the algorithms, the more business we can attract. 

Jeff is joined by the co-leader of Ohio’s number 1 sales team and our resident marketing guru, Greg Erlanger. He tells us how to build a solid marketing-based real estate business and win the opportunity to get to the kitchen table. You’ll learn how to get organized, build a plan, and implement successful tactics. How do you create a cadence of providing great, valuable content that solves problems and is also infotaining to the audience? You’ll find out all this and more in this episode. 

You’ll also learn: 

• How to create a good mix of education, motivation, and trust-building in your content 
• Why testimonials are out and what to focus on instead
• How to get people in your funnel and take care of them once they're there
• The power of tailoring your content to each social media platform

 

Quotes 

The way the consumer receives information is what has made social media a value-add marketing tool instead of a distraction. -Greg Erlanger  

Social media isn’t “look at me,” it’s “I see you.” -Greg Erlanger  

 

Key Points 

1. You can be a personality-based, prospecting-based, or marketing-based real estate agent, but whatever you choose, social media can enhance your efforts and have business chasing you instead of you chasing business. 
2. If you’re not tapping into the brand equity that you already have through the NAR, your brokerage or your team, you’re missing a huge opportunity to add to your credibility. These brands have years of authority and you can lean into it to make your personal brand stronger.
3. If you’re creating graphics in Canva, don’t directly export them to your personal Facebook page. Social media algorithms identify these exports as marketing materials, and they will suppress them. 

Most Effective Seller Lead Gen Strategies for 2022

In today’s episode, we're talking about the seller lead generation strategies that we’re finding success with right now. Every time we talk about listings and share what we’re doing in the field, we go back to our numbers and look at all our lead sources and the results we’re getting from them. We do this so that our strategies are highly relevant to the current market conditions. 

The market is constantly changing, and if our strategies remain the same, we won’t be able to compete. It’s important to understand exactly what the consumer expects from the real estate experience and deliver it at the highest level. Jeff shares with us 10 strategies that will help us get more seller leads and convert them. 

Jeff also discusses:

• Why face-to-face and phone prospecting remain the most effective ways to generate leads 
• How often we need to be breathing new life into our marketing materials 
• Why our lead gen strategies have to be personality-driven, prospecting-based, and marketing-enhanced 

 

Quotes 

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

 

Key Points 

1. The consumers' expectations drive the market. They expect a higher level of professionalism because the amount they are paying has increased as prices have increased. They also want a professional in their corner who understands today’s methods of communicating, messaging, and transacting business.  
2. Before you add another lead generation source to your business, find out where your business came from in the last year and double down on that.
3. Online reviews lead to higher conversions. In 2010, people were asking their neighbors about you and your company when you left the home. In 2015, they were Googling you and looking you up on Facebook after you left. In 2020 and beyond, they are researching you before they even invite you in. 

How to Build a Powerhouse Operations Team to Support Your Sales & Grow Your Business

In today’s episode of Live UNREAL we’re talking about what it takes to build a world-class operations team starting from the very first hire. Jeff is joined by our very own Director of Operations, Taylor Kerrigan, who has been in the trenches of operations for multiple companies. She’s mastered several operations roles, built the operations foundation of a successful real estate company, and knows how to create a powerful back-of-house that will grow your business and level up your customer experience. Whether you’re an agent looking to make that first hire or an operations person yourself, this episode will equip you with the tools you need to develop an important part of your business. 

You’ll also learn:

• The biggest mistake agents make when they try to build their operations team
• How to document your systems so you can create consistency
• The career progression of a great assistant
• Why we should treat customer service as a lead gen pillar

 

Quotes 

When an organization is going through this breakdown to breakthrough process, the people in the organization will either step up or step aside. You should be okay with either one. -Taylor Kerrigan  

Your level of customer service and success in your business is directly related to the people who work in it and the belief they have in your vision. It’s difficult to make that work with virtual assistants. -Taylor Kerrigan  

 

Key Points 

1. There’s a big difference between a transaction coordinator, marketing assistant, and an executive assistant. An executive assistant manages the people and manages the business while the producer is out in the field. They first have to manage the agent by keeping them on schedule and on task and holding them accountable to what they want to achieve. 
2. Every client and every lead source should be getting the same customer experience 100% of the time. If that’s not happening, that means you’re not documenting the process.
3. Virtual assistants are very helpful when it comes to certain tasks in your marketing, but it would be very difficult to hire them as part of your operations team. It’s hard to maintain culture and the same vision if they aren’t in the same room as you. 

Work Smarter, Not Harder: Master the Four Communication Styles & Increase Your Conversion

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re talking about a technique that will win you more listings, and take your conversion rates through the roof by becoming more effective with what you’re already doing. 

Every human being communicates in different ways. If we learn about each of the four communication styles and adapt our scripts and dialogue to them, we can build rapport with more people and close more deals because of it. As agents, versatility will make a huge difference in our interactions and be a huge game changer for our sales skills. 

In this winter webinar, Jeff and Coach Justin Ford will share how to master how different people communicate and the ways in which that will benefit your business. 

You’ll also learn:

• How to effectively communicate with the people that aren’t like you
• Ways to quickly identify everyone’s communication styles
• The strengths and weaknesses of each communication style 
• How to succeed in real estate based on your own personality and communication style

 

Quotes 

Our mindset should be to adapt to them based on who they are, not who we are. -Justin Ford 

If we don’t understand versatility, we’ll miss out on opportunities. -Justin Ford 

 

Key Points 

If we don’t know the different personalities, we’ll always show up in our default mode, speaking our own language. The problem is that it overlooks other communication styles, which makes our conversations less effective. We will lose a lot of opportunities, sales, and contracts being signed by not adapting.

Winning With Wealth: Building Wealth Through Real Estate Investing & Adding Revenue Streams

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re switching gears and diving into wealth building. This is an extremely important topic in real estate because many agents these days lack financial freedom. It’s one thing to make significant amounts of money through listings, but it’s a whole other thing to actually create long-term financial freedom and multiple revenue streams. 

Coach Matt Sutter talks today about what it takes to dial in your finances, to start understanding how the wealthy actually think, and the foundational wealth building actions you can take right now. In this episode, you will find out how to turn your commission checks into a lifetime of wealth. 

You’ll also learn:

• 7 things wealthy people do differently
• The difference between income and net worth
• Why we defer wealth building
• The very first thing you need to do to build massive wealth
• Why a consumptive lifestyle makes it impossible to build wealth 
  

 

Quotes 

A lot of us make the mistake of believing that somehow our wealth is primarily dictated by how much we make in active pursuit, but income is just an accelerator of wealth. -Matt Sutter

Investing in what we don’t know is called speculating. -Matt Sutter

 

Key Points 

1. A lot of us make the mistake of believing that wealth is primarily dictated by how much we make in active income. But the truth about wealth is that it’s dictated by the passive income we earn. Our active income is just an accelerator of wealth, but not the creator of it. 
2. 7 things wealthy people do differently:
   • They get paid on results not time
   • They think "both," not "either or"
   • They focus on their net worth, not their working income
   • They manage their money well instead of mismanaging it
   • They have their money work hard for them
   • They act in spite of fear instead of letting fear stop them
   • They constantly learn and grow
3. Most people increase their lifestyle as their income grows. The discipline to keep your lifestyle the same as your income grows is the secret sauce to building wealth. It’s important to calibrate your income and dial in expenses so that your income and lifestyle aren’t rising at the same level. You have to figure out how to grow your income instead of just focusing on shrinking your expenses.
4. To build wealth, we must invest in what we know. What do we know more than real estate? Real estate is where we have the massive competitive advantage, where we can have massive cash flow, and the long-term opportunity for appreciation.   

Sales 201: How to Use Neuro-linguistic Programming to Get More Contracts Signed

In today’s episode, we’re diving into the world of neuro-linguistic programming, and how we can use it to become better salespeople. Whether you’re having face-to-face conversations with your clients or texting and emailing them, these techniques will help turn these conversations and leads into more contracts and closings. 

Neuro-linguistic programming is a way for us to understand brain language and learn how to communicate more effectively. Jeff will teach you how to build rapport by tweaking how we speak to our clients, and making sure we’re in tune with them. 

You’ll also learn:

• How to ask motivating questions and dial in on what consumers care about 
• The 5 rules of objection handling 
• Why clients keep tuning you out (and how to change it)

 

Quotes 

The difference between a con artist and a great salesperson is intent. -Jeff Glover 

Agreeance statements bypass cognitive resistance by agreeing with some portion of the client’s position. -Jeff Glover 

When you start off an agreeing sentence, they tune in. When you argue, they tune out. -Jeff Glover 

 

Key Points 

1. At our core, we all have the desire to look good and be right. Instead of consciously operating from a place of righteousness and unconsciously making people wrong, what would happen if you focused on helping your clients look good and be right? A key component to agreement is finding common ground through questions and really listening to their answers. 
2. Common statements of agreement we can use:
   • Of course.
   • You’re right.
   • I know.
   • Yes!
   • Sure.
   • Exactly!
   • Absolutely.
   • Right!
3. Embedded commands are a technique for planting a thought within the mind of another person beneath their conscious awareness, and powerful pauses help our communication land more effectively. 

Best Buyer Lead Conversion Strategies for 2022

In today's episode of Live UNREAL, we're joined by JGA's original buyer's agent, Coach Nick Bellmore, to talk about the latest strategies that will increase your lead generation ROI in 2022. 

These strategies are working in the current market to go from just having a conversation to setting an appointment, and they are designed to improve the interactions you're having with buyers. 

Nick and Jeff will share how to tailor your marketing and follow-up efforts to where the buyer is, and they discuss strategies to help you better find their motivation from the beginning. 

You'll also learn:

• How to tell the difference between a lead and an opportunity
• Ways to make sure the buyer maintains confidence in our abilities
• The lead source with the most concrete and immediate timeline 

 

Quotes 

Controlling your time is the key to efficiency and being profitable when you’re working buyers at a high level. -Nick Bellmore 

Today’s consumer is expecting a different experience, and if we’re not delivering the experience they are expecting, we are missing the boat. -Nick Bellmore 

The longer we go without finding them a house, the less confidence they are going to have in us and our abilities. -Nick Bellmore 

When listings are scarce, buyers are exhausting all options. -Jeff Glover  

 

Key Points 

1. An opportunity only becomes a lead when we make the contact and establish their motivation and timeline. 
2. While speed to lead is important, the deeper we understand someone’s motivation once we have made contact, the easier it is to understand the kind of follow-up that they need and are expecting.  
3. Different lead sources have different time frames, and the more we understand which platforms are top and bottom of the funnel, the higher we can convert leads. On average, Facebook lead ads and Google PPC will be 6-18 months out, open houses are 3-6 months out, referral sites are 1-3 months out, agent-to-agent referrals are a few weeks out, and sellers that need to buy now have the shortest timeline. 

15 Traits of Top Producing Real Estate Agents - Part Two

In today’s episode of the Live UNREAL w/Glover U Podcast, Kate Simon, our head coach, continues and concludes our two-part series on the top traits of our coaching clients and top producing real estate agents. She is the perfect person to speak about this, as she's spent countless hours coaching real estate agents and observing the habits and activities that separate average agents from great ones. 

Achieving our goals and maintaining our success is all about how we show up every single day. It’s about doing the work constantly and consistently, even if no one is watching.

Kate also shares:

• How to manage your emotions regardless of the circumstances you’re in
• The power of taking responsibility for everything
  
• Why successful people are okay with failure, and often embrace it
• The difference between being growth-focused and results-focused, and why the former is more powerful

 

Quotes 

When you’re able to take more than your fair share of responsibility, you’re empowered to change it. -Kate Simon 

If you have a partner who showed up for you enthusiastically for the commitments that you made and you let them down, it’s on you to fix it. -Kate Simon 

Our best coaching clients don’t just have a real estate coach, they have an expert in every area of their lives. -Kate Simon

Have the habits of a champion regardless of whether you take a listing or not. -Kate Simon 

 

Key Points 

1. Our top coaching clients have a close relationship with rejection and failure - they’re not afraid to try something even if they might fail. They’re not afraid to look stupid or mess up because those failures give them the necessary feedback to get to the next level. They know that the act of simply trying is going to make them better than the people who choose to stay comfortable.  
2. Top producers don’t just show up for their coaching calls, they also do the work outside of those calls. It’s not fair to expect a 30-minute call once a week to change your world, when you have responsibility for everything you do for the rest of the time.
3. Having the support of people who mean the most to you is imperative for you to get to the next level, and if we don’t have their support there could be deeper reasons that are on us. Have you truly included them into what you’re doing and why you’re doing it? Have you drawn a connection between what you care about and what they care about? Is there a chance they don’t support you because they’ve already heard and seen the same song and dance before without any real change? If we address this, we can get their buy-in.
4. We have to get out of the mindset that life is happening to us, or somebody is doing something to us. We have to get honest about the reality that we are a co-participant in our own existence. If we take responsibility for everything, we can change it.