Live UNREAL with Glover U

The 19 Truths of Real Estate that Will Lead to Your Unreal Life & Business

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff Glover will share some very important truths about the real estate business, building a solid foundation for the sales system that governs the JGA real estate business and the Glover U coaching organization. 

 

Before we get into every step of the sales system, it’s important that you know where each step comes from, why they matter, and how they set you up for success in today’s market. These are the things about real estate that are on our minds right now. They have been tried and tested through results, outcomes, and success stories. 

 

You’ll learn about the biggest disruptions we need to be paying attention to, and 19 truths about real estate that we have to implement in our lives and our businesses if we want to stay at the top of our game.

 

Jeff also discusses: 

• The biggest battle real estate agents are fighting right now 
• How to deal with the iBuyer conversation 
• Why we need to stop chasing magic pills and shiny objects 

 

Quotes 

If you want to succeed in 2021 and beyond, you have to focus on doing two things simultaneously  - growing the size of your database and adding more value. -Jeff Glover 

The ultimate skill in everything we do is sales. -Jeff Glover  

The best of the best in this industry have all identified one area that makes them and their business great. -Jeff Glover 

 

Key Points 

1. As much as technology is making our jobs more efficient, it’s driving a wedge between us and the relationships we have with our clients. 
2. Too many people chase recognition on its own, but the truth is, recognition is just part of the process. It will feel much better if it’s a byproduct of what you’ve done and not something that just chased. 

 

The Truths of Real Estate Today 

1. Spend less time researching models and systems, and more time picking one and sticking to it. 
2. Spend less time worrying about the brokerage battles and more time fighting the client value battle. 
3. Spend less time figuring out how technology can help you follow up with your clients so you don’t have to, and more time on your sales skills. 
4. Spend less time trying to figure out the fastest and best way to grow a team and more time leading by example so people will want to follow you. 
5. Spend less time making it all about you, and more time making it about your people. 
6. Spend less time chasing opportunities for yourself and more time creating opportunities for your people. 
7. Spend less time counting your GCI and sales volume, and more time calculating your profit and how much you’re saving.  
8. Spend less time trying to manage and fix people and more time hiring the right people. 
9. Spend less time with those that have never done, and more time with those that are doing.
10. Spend less time buying what everyone is trying to sell you and more time on selling yourself on what you know you need to do. 
11. Spend less time worrying about Zillow and ShowingTime and more time on how you can be irreplaceable to your clients.  
12. Spend more time asking yourself who you need to become and less time asking what shortcut you can take.  
13. Spend more time focusing on what your life would look like if you were financially sound and debt-free, and less time trying to make a quick buck on something that has nothing to do with the job of selling real estate.  
14. Spend more time focusing on what you want your life to look like in 5 years and make decisions based on that. Spend less time focusing on what your life is going to look like this year. 
15. Spend more time learning your business inside and out so you can recruit, train, and retain, and less time throwing money at problems and hoping someone else will do it for you.  
16. Spend less time worrying about what the general public and the industry thinks of you, and more time worrying about who you are, and how you show up to your loved ones and people who bring value to your life. 
17. Spend less time making it about yourself or your brand and more time making it about what you can actually do to help your clients, what your system is, and why people do business with you.  
18. Spend less time playing small or shrinking into spaces you’ve outgrown and more time auditing your circle to support you and your growth. 
19. Spend more time working on yourself and your business, and less time trying to fix or control external circumstances. 

Sarita Dua: Intellectual Curiosity & Growing a Business By Being a Connector

In today’s episode of the Live Unreal w/Glover U podcast, Jeff sits down with Portland agent, Sarita Dua. Like many of the people who joined us on stage at this year’s Summit, Sarita's mindset and the way she operates her business truly embodies what it means to build an Unreal life. 

After 14 years of working in tech, Sarita took a leap into real estate in a new city where she knew absolutely no one, and today she runs a highly successful business and she continues to challenge herself to new heights - including an Executive MBA from MIT! 

Sarita will share with you her journey, how she got started, and what keeps her driven. You’ll find so much inspiration in her path, along with tactics you can implement in your own business. 

Sarita also shared:

• Why she switched from tech to real estate 
• How she manages her time at a high level 
• What drove her to go back to school and the power of intellectual curiosity 

 

Quotes 

Real estate is about houses and architecture, but at its core, it’s 2 things - people and project management. -Sarita Dua

Being out there teaching and training gets people to know that you’re out there. It’s all about hustle and grit. -Sarita Dua

Once you start thinking bigger and seeing bigger, you can’t unsee it. -Sarita Dua

If you’re a PhD in something, you’re a kindergartener in something else. -Sarita Dua

 

Key Points 

1. The person who gets all the referrals is the person who serves as a connector. When someone is thinking of something they need - you need to be the person that knows where they can find it. Connecting people solves problems and keeps you top of mind, and that becomes a huge generator of leads. 
2. Don’t just learn about your market, learn from real estate colleagues in other locations. Some markets are leaders and others are laggards. Knowing what’s happening in each of these markets teaches you to get ahead of changes, pivot, and stay on top of your game.
3. Be confident about the value you bring to the table. People want you to sell their product and if you can’t sell yourself, how can they trust you to do the same for them? 

William and Sarah Huffman: The Decision that Grew their Business by 40% in 1 Year

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re joined by a couple of top producers who have an incredible story. This story began when William Huffman, an agent who was struggling at the time, decided to attend the Glover U Summit, and the inspiring video he made after that experience. We brought William and his wife, Sarah, to the stage to share the huge transformation their business went through in one year. 

With 164 units sold, 56 million in volume, and 1.4 million in GCI, they grew their business by 40% and increased their profitability. What drove this incredible turnaround? The willingness to do things that move the needle instead of chasing shiny objects, and really paying attention to what makes a real estate business profitable. 

We will learn from William and Sarah how they went from survival mode to thriving, and the power of accountability, consistency, and coaching. 

The Huffmans also discussed:

• The mindset that got them through a tough financial time
• Why bad hires compromise your profitability
• How to build a recognizable and likeable brand on social media 

 

Quotes 

People tend to think that what they do is so special and magical and that they have to protect it and keep it. -William Huffman 

It’s all about the little nuggets that help you take things to the next level and keep improving. -William Huffman 

You have to be aware of how you show up to work, because that’s how you show up to your clients and they need you at full capacity. -Sarah Huffman

 

Key Points 

1. What sets top producers apart is their willingness to do the hard things to grow their business consistently. Many agents chase the shiny and glittery objects and struggle to get any lasting success. Doing the unglamorous stuff will turn things around. 
2. We can’t improve our businesses without tracking everything in it. It’s hard to be profitable if we’re not holding ourselves accountable to keeping track of every dollar that comes in and goes out of the business, and getting clarity on what could be wasting our money.
3. Facebook Live is the most effective way to stay in front of your sphere of influence. Your Facebook profile is your own personal database, and everytime you go Live people get notified, which keeps you top of mind.  

Coach Matt Sutter on the 5 Keys of Leadership and Empire Building

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Matt Sutter takes the stage to talk all about leadership and empire building. At the Live UNREAL Summit in March 2021, Matt shared what it takes to lead effectively and build a business that multiplies your success, whether you’re a solo agent, running a team, or on a team.  

Agents have a massive opportunity beyond real estate sales. Unlocking that opportunity comes down to attracting, training, and retaining superstar talent. 

No matter how many homes you can sell, time will always be your limiting factor. Bringing more people into your world and creating a space for their dreams is the only way to scale your growth and build an empire. 

How do you build a solid system for bringing in talent and create a vision big enough to retain them? 

The 5 Buckets of Leadership and Empire Building allow you to do just that:

• Casting a vision 
• Attracting talent to the vision 
• Training your people and ramping things up 
• Developing people to turn raw talent into empire builders in their own right
• Retaining talent and creating enough value for them to stay 

 

Quotes 

You want people to follow your vision, not you. -Matt Sutter

Walking the walk forces people to keep up or exit. -Matt Sutter

People stay when they believe they can build their UNREAL Life in your organization. -Matt Sutter

Provide enough resources and training that people aren’t flying blind, but don’t give them so much that it stops them from being resourceful. -Matt Sutter

Allow people to have a vision inside of your vision as long as it’s headed in the same direction. -Matt Sutter 

When we fail, we can figure out what actually didn’t work, which accelerates our success. -Matt Sutter

Up to 20% of employee turnover happens in the first 45 days. Over 60% of employees are more likely to stay in the company for 3 or more years if they experience a great initial 90 days. -Matt Sutter 

Don’t just teach people what to do, teach them how to think. -Matt Sutter

 

Key Points 

1. Setting a vision is the most critical requirement of leadership and one of our most effective tools for keeping people engaged. People don’t connect to the here and now. We have to get people connected emotionally to the opportunity that’s ahead. How do we create a vision that challenges and aligns the people you’re leading? 
2. Seek to hire the top 1% talent, the best of the best. We can’t come across that level by talking to a few people. You have to cast a wide net with the goal of finding excellent and awesome talent. How do we identify superstars? 
3. How someone thinks is one of the biggest predictors of where they’re going to go. Do they take accountability or make subtle excuses? Do they have clarity on what they prioritize and what moves the needle? Can they find solutions on their own? 
4. Look for people who have overcome challenges. People who have pulled themselves out of their failures show that they have resilience. If they don’t have the resilience to take a step back before they can accelerate forward, they are going to struggle. How do we identify resilience in the interview process? 
5. A big limiting belief in our industry is training someone only sets them up to leave. People stay when they believe they can build their UNREAL Life in your organization. They leave when they believe they can be more successful on their own or with someone else.  
6. Provide enough resources and training that your new hires are not flying blind, but don’t give them so much that it stops them from being resourceful. The goal is to teach people how to think so they become self-empowered for their own success. How do we teach people to think in a way that’s aligned with success?
7. Hold people accountable to their standards and coach them to their goals. Your standard is the minimum acceptable performance for them to have a job. The goal is what takes them on the path to their UNREAL Life.

Agent Panel on the Journey to an UNREAL Life

In today’s episode of the Live UNREAL w/Glover U Podcast, we are joined by four Realtor panelists who share the biggest lessons and decisions that have shaped their successes in business. 

At the Live UNREAL Summit, Cheesette Cowan, Justin Ford, Kimberlee Meserve, and Jay Fischetti shared the path they took to create their own UNREAL lives, and the strategies and tactics they’ve implemented. 

You’ll learn:

• The power of discipline and commitment with Cheesette Cowan
• How to succeed by plugging into a system with Justin Ford
• How to host effective virtual buyer seminars with Kimberlee Meserve
• Pivoting from prospecting agent to database agent with Jay Fischetti 
  

 

Quotes 

If you want to be successful, hire a coach. They help you get there in less time, and money is not an issue when you’re getting the results you want. -Cheesette Cowan

The great thing about a coach is they don’t tell you what to do, they want to know what you want to do and hold you accountable to doing it. -Justin Ford 

Any type of system that you choose to commit to is going to evolve over time. -Kimberlee Meserve 

 

Key Points 

1. Discipline and commitment in one area in our lives, like our health and fitness, can be carried into the discipline and commitment we need in our real estate businesses.
2. Virtual buyer seminars can be just as effective and engaging as in person seminars if we commit to a system. Pick a system that works with your personality and commit to evolving the system over time and constantly getting better.
3. Many agents worry about technology making us obsolete. People are still going to need us if we just focus on building and nurturing relationships.  

Top Agent Panel on Culture, Customer Service, Accountability, & Internet Lead Excellence

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue with our top-producing agent panels from the Live UNREAL summit. Today we’re joined by Matthew Miale, Mary Llewellyn, Spring Bengtzen, and Glover U’s Taylor Kerrigan. 

These individuals are not only running some of the most productive teams in the country, but they have also dialed into culture, lead generation, accountability, and customer service. These systems are critical to the long-term growth and success of any real estate business, so their insights are invaluable. 

You will learn from these real estate leaders what it takes to build systems that produce consistent results, and the power of being proactive about the things that move the needle. 

The panelists share:

• Matthew Miale - How to make culture a pillar of the business 
• Mary Llewellyn - How to be persistent with lead generation and grow through accountability 
• Taylor Kerrigan - The power of creating an intentional customer service experience and how we went from 90 to 1000 reviews in 3 years
• Spring Bengtzen - Running a culture of positive accountability and putting mindset front and center of what we do 

 

Quotes 

Standards are just an accepted level of performance that everybody agrees to. -Matthew Miale 

If you don’t have the right hire, you won’t be able to level up. -Mary Llewellyn

When a company starts to grow really fast without the processes outlined first, it’s easy to focus more on getting deals closed, not how the client feels. -Taylor Kerrigan

Real estate is 80% mindset, 20% skills. If our agents don’t believe they can accomplish it, they can’t succeed at a high level. -Spring Bengtzen

 

Key Points 

1. Caring about the customer experience can be a lead generation lever in the business. Instead of spending money on bringing new people into the sales funnel, by creating a better customer experience, you can make the funnel shorter and increase your repeat and referral business. 
2. When agents feel overwhelmed, the first thing they want to do is hire an assistant, but we have to examine our time efficiency first. You have to make sure you can support and sustain an assistant and that you have a clear understanding of what they’ll be doing so they can get a return on that investment.
3. When we know our numbers and get in-tune with our metrics, it’s easier to understand how we can coach and help our agents to achieve their goals, and constantly make the tweaks and adjustments that will make them more productive. 

Live Unreal Summit Top Agent Panel

In today’s episode of Live UNREAL, we’re joined by a panel of top producing agents from around the country. During the Live UNREAL summit earlier this year, Laura Gillott, Brad Kiger, Jolynne Mercieca, Steve Montgomery, and Ellie McIntire sat down to talk about their successes. These are agents and leaders who are on the ground right now, so their insights are extremely valuable! 

These top agents will share what it takes to grow and run a successful real estate organization with the market pressures we’re facing today, and let you in on some of the unique strategies they’re using to provide value. 

We discussed:

• What we can do to make sure technology doesn’t get in the way of the client relationship
• How to break into a new market 
• How to make clients comfortable with a showing agent without feeling like they’re being handed off to an assistant 
• Agent-to-agent referrals and creating a farming system around agents 
• The power of adding value to the community 

 

Quotes 

We can train anyone to sell real estate, but the giving heart and going the extra mile is hard to train. -Laura Gillott

I’m never going to ask anyone in my organization to do anything I’m not willing to do myself. -Brad Kiger 

You give your clients a certain level of respect and they should be giving that back. If you’re not getting that respect, that’s not someone you should be working with. -Jolynne Mercieca

Create a farm for the agents who refer you and the agents you want to be in business with, and market to them consistently. -Steve Montgomery 

Hybrid farming has been an incredible way to get more listings. -Ellie McIntire

 

Key Points 

1. Our clients are bombarded by technology and we need to be ahead of that. If we provide enough value and become the go-to agent for people in our database, we can build a moat around them, and create a scenario where their response to anyone else is “sorry I have an agent.” 
2. One of the greatest mistakes real estate team leaders are making today is trying to convince their agents to do things they’ve never done. No amount of motivation and telling people what to do will take the place of them seeing us do something first.
3. The showing agent model reduces your net commission on each transaction, but we earn more from it in the long-term. When you build a team around you and delegate, you’re able to do more, and be in more places at once, which gives us freedom and balance.  
4. If we build a system for creating relationships with agents, we can create a reliable stream of referrals. We can apply the way we farm in neighborhoods to fellow agents, by marketing to them consistently and becoming known as the go-to agent in a specific market. 

• Laura Gillott - creating a customer experience that clients can feel 
• Brad Kiger - breaking into a new market and taking market share 
• Jolynne Mercieca - achieving balance when you work with buyers 
• Steve Montgomery - agent to agent referrals 
• Ellie McIntire - adding value to the community at a high level

Prospect Your Way to 100 Deals a Year with Justin Ford

In today’s episode of the Live UNREAL w/Glover U Podcast, we are concluding our Spring Your Business Intro Action webinar series. Jeff Glover and Justin Ford share what it takes to fine-tune your prospecting skills, and how that will lead to more appointments and even more homes sold. Picking up the phone and making the calls will drive massive results in our real estate businesses, and Justin Ford shares his strategies for getting into action. 

There is no shortcut to success when it comes to prospecting, it needs to be the foundation of our daily routine. Prospecting daily allows us to get in front of more people, have more conversations, and build a connection with sellers.  

Justin Ford takes you through the habits and activities of agents who have mastered prospecting, and how you can implement them. 

We also discussed:

• Why it’s important to have a Big Why to prospect successfully 
• How to master your prospecting scripts 
• The reason so many people struggle to get on the phone

 

Quotes 

If you talk to enough people, the opportunities will present themselves. -Justin Ford  

There are 6 key principles of being successful at anything in life, one of them is accountability. -Justin Ford 

We have a better chance of succeeding when something is scarce -Jeff Glover 

Prospecting should be the foundation of our daily routine. -Justin Ford

Don’t focus on the end result, focus on the process. When you focus on the process and show up every day, you will set appointments. -Justin Ford 

 

Key Points 

1. Successful prospecting starts with our morning routine, we have to set a strict start time every single day and commit to the activity no matter what. 
2. If you want to get a handle on a script, commit to writing out and role-playing it every single day for 30 days. If you want to master a script, you have to commit to making hundreds or thousands of calls practicing it. Set time in your schedule for skill work so that you’re getting enough reps, and getting better prepared. 
3. People give up on the phones or struggle to even get on the phone because they fear rejection. Overcome your fear and expect people to say no. That way you’ll focus less on the rejection and more on handling objections, discovering the seller’s motivation, and giving them value. 
4. One of the reasons people struggle to maintain a prospecting routine is letting external circumstances dictate our actions. Right now many markets are experiencing historically low levels of inventory, which has made many agents give up on prospecting. When something is scarce, the people who stay committed are going to be able to get more of it.

2021 Seller Lead Gen Strategies to Take Market Share

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue with the Spring Your Business Into Action webinar series. Jeff shares how to generate listing leads in today’s tight listing market. We’ve gone through the listing sources and strategies that have helped us get 160 listings over the last 90 days and share what we did to make them work. 

Most markets around the country have record low inventory, but that doesn’t mean some agents aren’t generating seller leads. There are strategies that are working. We will learn from Jeff the mindset we need to have about the listing market and how to win when so many agents think there are fewer opportunities. 

Jeff also shared;

• The 5-week follow up program for FSBO listings
• The Super Saturday Sale strategy and why it’s the fastest way to generate listings 
• How to get more listings through agent-to-agent referrals 

Quotes

The path of most resistance is going to take me down the path to the most freedom in this industry. -Jeff Glover 

The key to winning FSBOs is follow up because the average agent gives up. -Jeff Glover 

Marketing for listings is more effective when you can solve a problem. -Jeff Glover 

Key Points 

1. When listings are down, most agents tend to focus their effort and energy away from the thing that’s scarce. They stop prospecting as much and start dialing their marketing back. But when everyone flees from listings, that actually creates more opportunity for the people who stick it out. We can get a greater share of what’s available by staying consistent and committed. 

2. Database is a top source of listings for us today, especially a social media database. We went from adding value to our database quarterly to monthly, and we created a past client Facebook group to stay in touch. Facebook is the best place to build a database, because most sellers are in the 35-50 age group and Facebook is the platform of choice for them. 

3. Focus on a marketing strategy that allows you to have frequency and dominance. Use marketing strategies that lean into consistency and frequency, instead of strategies with one massive piece that you can only use once, and have a lot of competitors. 

Creating Your Own Unreal Experience and Finding Talent to Match It with Taylor Cornfield

In today’s episode of the Live Unreal w/ Glover U Podcast, we’re diving back into the Spring Forward webinar series. Taylor Cornfield joins us to discuss how to create your own unreal experience. Taylor discusses her expertise in utilizing the customer experience as a lead generation tool to increase repeat and referral business and how to put the right people in place to deliver an unreal customer experience to your clients.