Live UNREAL with Glover U

How to Build an Organization that No One Wants to Leave with Matt Sutter

In today's episode of the Live Unreal w/Glover U Podcast, we're bringing to a close our sizzlin' summer webinar series with a conversation between coach Matt Sutter and Jeff Glover. In it, they explain how to build an organization that no one wants to leave, with the exact recruiting scripts, methods, training, and environment you should be implementing in your business.

You will also learn: 

• The ways in which the law of attraction plays a crucial part in bringing new agents onto your team
• The reason that you should be recruiting people to your vision instead of to you
• Why discovering how recruits think matters so much
• How committing to consistent one-on-ones can make a world of difference in retention

 

Quotes 

People don’t care about you, they care about where they can get with you. -Matt Sutter  

We can hire superstar talent but if we don’t put them in a growth environment, we’ll stagnate their success. -Matt Sutter  

If you try and scale a business based on you, you create a bottleneck. -Matt Sutter  

 

Key Points 

How to create a perpetual recruiting machine

There are a lot of scripts and concepts around recruiting, but the first foundational piece is to actually be attracting and creating the culture other people want to be around. Once we have that, we can layer our skills, scripts, and value proposition on top.  

 

Why recruiting should never be about us 

People don’t care about our success, they care about the success they can have with us. When we’re going out and attracting others, we have to get good at talking about the success of other people in our organization.

 

How to identify talent and aptitude in an interview 

• Are they accountable or have a victim mentality? 
• Do they have clarity around priorities?
• Are they resourceful and learning-based?
• Do they have limiting beliefs? 
• Can they overcome challenges?
• Can they be successful without us?

From Executive Assistant to Assistant Executive: Building a Booming Real Estate Business with Taylor Kerrigan

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue our Sizzlin' Summer webinars. Jeff shares the virtual stage with the Live Unreal Companies Director of Operations, Taylor Kerrigan. When Taylor was first hired, she was a marketing assistant, then she was promoted to executive assistant, and now she’s the head of operations, with a huge role in running all of the Live Unreal businesses. 

Jeff and Taylor do a deep dive on the journey from Executive Assistant to Assistant Executive, providing insights on how Taylor's job changed as the organization grew, and how we have implemented and expanded pillars like lead generation and customer service. If you’re a real estate agent with an amazing assistant, or if you're an amazing assistant yourself, you won’t want to miss this episode.

You’ll also learn:

• The 2 key jobs of an executive assistant
• How to stop being reactive and get ahead of customer service problems
• How to retain a really great assistant and give them room to grow
• The sponge method Jeff trained Taylor with 
• 3 parts of a typical client call
• How Taylor manages her schedule to run multiple successful businesses

 

Quotes 

What can I do so a client never calls me first? -Taylor Kerrigan  

If you truthfully want to be a leader, you need to master the role first. -Taylor Kerrigan  

In order to lead an operations team at a high level, you need to understand all their jobs at a deep level. -Jeff Glover

 

Key Points 

1. A great assistant keeps the agent on task and holds them accountable to their goals. 
2. In order to lead an operations team at a high level, you need to understand all the jobs at a deep level. It increases credibility from a leading-by-example standpoint, and it makes it so much easier to identify the right hires and train them correctly.
3. Improving customer service comes down to anticipating the needs of the client and being so proactive that you get in front of things before they bring an issue up. It’s about making sure the buyer or seller never has to chase you. Taylor sums it up in one question: how do you make sure people never have to call you first?
4. If you have a talented executive assistant you want to mold into an assistant executive, as they continue to grow, you have to make sure you cast a vision so big that it fits beneath yours.

Become a Local Celebrity: Social Media & Online Strategies of Top Real Estate Listing Agents

In today’s episode of the Live UNREAL w/Glover U Podcast, we hear from Jeff Glover and Greg Erlanger on how to become a local celebrity in your market. Greg is the leader of the top real estate team in Ohio, so his knowledge is invaluable when it comes to this topic. 

When more people know who you are, more people tend to list their homes with you. Greg shares how this got him where he is now, and how you can do it  even with a small budget. 

You will learn: 

• How to create an online presence that sticks with sellers
• The free resources that you can utilize to make yourself stand out
• How competitor research can help you nail down your marketing strategy
• Why it’s important to meet sellers where they’re at (Facebook and beyond)

Win More Listings Now with Jeff Glover

The sizzlin' summer webinar series continues in this week’s episode of the Live UNREAL w/Glover U Podcast. Today we’re talking about creating a strong seller value proposition and winning more sellers at the listing appointment table. 

Focusing on listings is very critical in today’s market, but to get more listings, sellers have to see the value in working with us. Having a strong value proposition is what will make them want to hire you, so you have to be intentional about building it. 

Additionally, you have to communicate that value proposition in a way that resonates with the seller. As Jeff puts it, “It doesn’t matter how strong your value proposition is. If you’re not presenting it well, it does you no good.”

As the industry progresses and things change, our value proposition has to change, too. You will learn from Jeff how to put your value proposition together, and how to present it effectively. 

 

We also discussed:

• The mentality we need to have if we want to succeed in a low inventory market
• The 8-part sniff test for a seller value proposition 
• 4 steps to presenting an item on your value proposition 
• How to get into a dialogue with every part of your plan of action

 

Quotes 

Your value as a real estate agent increases as the market softens. -Jeff Glover  

It doesn’t matter how strong your value proposition is. If you’re not presenting it well, it does you no good. -Jeff Glover 

Presenting the plan of action is more important than the plan of action itself. -Jeff Glover 

 

Key Points 

Institutional Advertising vs. Promotional Advertising

Institutional advertising is everything you or your team does to market itself and build credibility. Promotional advertising is all the marketing you do on a specific home. It’s important to convey to the seller that the institutional marketing is just as important as the promotional stuff, because it actually makes it more likely that the home will sell. The credibility and reputation that you have in the market is what helps them sell their home. 

 

The 8-part sniff-test of your value proposition 

1. Is it as specific and clear as possible? 
2. Are you avoiding self-serving statements?
3. Does it state how your value differs from others?
4. Does it communicate a powerful benefit with a tangible outcome? 
5. Are you creating a sense of urgency?
6. Are you mitigating the seller’s potential risk?
7. Can each part of your value proposition be clearly understood in 5 seconds or less?
8. Does it establish credibility and is it proven?

 

Prepare the seller for next steps 

Your value proposition has to include a “What Happens Next?” book, providing answers to all the questions they’ll have from the time they hire to the time the sale goes pending. If you’re walking out of the listing appointment without a contract signed, you better not leave without presenting that book. If you’ve won the listing, then the book will be the icing on the cake. 

How to Build a Powerhouse Buyer Agent Team

Welcome back to the Live UNREAL w/Glover U Podcast! In today’s episode, our sizzlin' summer webinar series continues, and in this edition, we’re focusing on what it takes to become a master buyer’s agent. 

Whether you’re an agent starting to work with buyers, or a lead agent training your buyers agents to be successful, your buyer business can be a lucrative source of income. Nick Bellmore has succeeded at a high level in his buyer business, and today he’s going to share his secrets with you. 

Right now, it’s harder to work with buyers than it has been in the past, but Nick believes with the right strategy you can still have a successful buyer-based business. 

Jeff Glover and Nick Bellmore will share with you how to become a powerhouse buyers agent, and best practices for working with buyers. 

 

In this episode, you’ll learn:

• The golden rules of showing properties 

• How to set expectations, handle objections. and prime buyers for the current market

• 6 accountability metrics for your buyers agent 

 

Quote 

It has been shown over and over again that the agents that succeed the most are the ones that put the most time, energy, and effort into lead follow up. -Nick Bellmore  

 

Key Points 

1. Your success with buyers is determined by how well you understand the motivation of the buyer. The motivation of buyers in the market isn’t at the same level, and if you want to be as efficient as possible with your time, you want to quickly evaluate how strong the motivation of the buyer is.
2. Motivated buyers never feel like you’re being too pushy when you ask them questions. It’s only the unmotivated who get offended and think we’re being too direct. If they react that way, take that a sign that they aren’t as motivated as you want them to be.  
3. Having a showing agent doesn’t mean you’re disconnected from the buyer, it shouldn’t feel like a hand-off. Put the time and effort into maintaining the relationship and making sure you still keep that rapport.
4. The showing process is also an educational process. It's where we can prepare them for the market and what it will take to get the home they want. We have to be able to align their expectations with the reality of what the market is actually like. 

 

Text BUYER to 55444 To learn more about the Buyer Mastery Course and to Sign Up text “BUYER”to 55444. 

Master the Phone: Secrets of Successful, Prospecting-Based Listing Agents

In today's episode of the Live UNREAL w/Glover U Podcast, Jeff speaks with Glover U coach Justin Ford in the first webinar of our Sizzlin' Summer Webinar Series. In his years with Glover U, Justin has become extremely successful in generating listings. He has mastered the phones, and in this episode he shares with you the secrets of how he got to where he is now.

 

You will learn:

• Why consistently speaking to more people is the key to success
• How to overcome the fears and excuses that are keeping you from calling
• Which scripts work the best and how to handle objections
  
• Why establishing a clear goal is the start to successly prospecting 

 

Quotes 

When you make calls, expect the Nos. -Justin Ford 

Accountability is the thing that causes people to accomplish their goals and show up when they don’t feel like it. -Justin Ford 

 

Key Points 

1. If you’re not getting the kind of listings you want in your business, and you’re not making the amount of money you want, you’re not talking to enough people. If you want to create more opportunities, get better on the phone, and talk to people on a daily basis.
2. If you don't feel like prospecting is part of the process, you have to create a mindset habit that allows you to overcome that feeling and get into action.
3. When listing inventory is low, we see more FSBOs on the market. Most agents steer clear of FSBOs because they think the rejection rate is higher, and that they don't want to work with an agent. Many FSBOs do end up working with an agent, so if we keep in touch, we’ll be top of mind.
4. Selling isn’t telling, selling is asking questions. When you talk to expireds, ask them questions designed to discover their motivation, and find out why the home didn’t sell in the first place. 

5 Reasons Why Listing Mastery this Summer is Critical

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff shares the key to increasing your production without doubling your work: choosing to work with sellers. 

There’s a ton of talk in real estate about listings being down, and while you could step away from listings, this is the perfect time to go after them. Jeff will teach you why the path of most resistance is the path to more freedom. 

You’ll also learn: 

• The difference between being an employer and an employee
• Why it’s always necessary to master scripts
• Why sellers are easier than buyers  

 

Quotes 

When listings are down, there’s more opportunity to get more of them. -Jeff Glover 

 

Key Points 

1. If everyone is buying into the idea that listings are tough, the average agent will shift away from them. This means there’s more opportunity going around for the people who choose to stick with listings. 
2. Many agents think that scripts are no longer necessary because tech, automation, and social media can do the heavy lifting. But, as long as there are in-person listings and buyer presentations (or Zoom presentations), you’re going to have to master what you say. 

The Glover U Sales & Business System: The Foundation for Selling 100 Homes a Year

In today’s episode of the Live Unreal Podcast, Jeff Glover dives into the first 4 parts of the Glover U Business System, with tried, tested, and time-relevant strategies to build and grow a successful real estate sales operation. 

Whether you’re a solo agent, run a team, or focus on buyers or sellers, this system can catapult you to massive success, more income, and more profit. From time management to business planning and skill development, you’re going to learn the foundational pieces of the system and how to implement them in your business. 

 

You’ll also learn:

• 7 steps to effective goal setting 
• The power of roleplaying in the development and perfection of your sales skills 
• How to be fanatical with your time and the schedule
• The schedule that catapulted Jeff Glover to 100 home sales in a year
• Why agents struggle with income consistency 

 

Quotes 

Unless you have a burning desire to accomplish your goals, you’ll never have the discipline to do the work. -Jeff Glover  

Track and evaluate your goals consistently. It’s amazing what happens when you stare at things in the face every single day. -Jeff Glover  

If something can’t happen at the same time Monday through Friday, it doesn’t go into my schedule. -Jeff Glover  

 

Key Points 

1. Your goals should be personally and incredibly specific to you. You can’t rise to another level of income if you don’t know what it’s going to feel like, look like, and what it’s going to provide. 
2. The biggest mistake we make is that we write down what we want but we don’t put a deadline on it, which reduces our accountability. Setting a deadline increases your energy, enthusiasm, and intensity to go after what you want.
3. What we do right now provides our income 60 - 90 days from now. Every day you give up on your morning routine is a day that you’re sacrificing your income 90 days from now.

[REPLAY] How to Generate Massive Listing Leads

On this week's episode of the Live UNREAL w/ Glover U Podcast, we're taking it back to last year when Jeff interviewed a panel of top producers on how to generate massive listing leads. In a low inventory market such as the one we're seeing right now, it's important to pull out all the stops in order to get listings. Needless to say, this is incredibly valuable information to revisit.

In this episode, you'll hear from top producers Erick Monzo, Frank Montro, Seychelle Van Poole, Daniel Beer, and Kristie Smith.

Listen to learn:

• How to decide if you should focus on sellers vs. buyers
• What changes you'll need to make in your business when shifting to focus on sellers
• Top sources of listings from top producers

[REPLAY] 8 Steps to Recruiting the Right Way

This week on the Live UNREAL w/ Glover U Podcast, we're taking it back to last year when Jeff dicussed how to recruit the right way. This is incredibly valuable information, especially right now since many people all around the country are taking leaps of faith into new jobs and pursuing new career paths.

In this episode, we learned from Jeff the right approach to acquire talents and why recruiting should be part of your daily routine, including:

• What Jeff is doing differently in recruiting
• The core role of a leader in the real estate industry
• Jeff's daily routine in running a brokerage