Live UNREAL with Glover U

BONUS EPISODE: Win More Buyer Offers in a Listing Scarce Market with Jolynne Mercieca

In today’s BONUS episode of the Live Unreal w/ Glover U Podcast, Jolynne Mercieca joins Jeff to talk about a very hot topic in real estate right now. Jolynne will share her insights on how to win more buyer offers in a listing scarce market. You will learn the most effective tactics to get your buyer's offer accepted including both traditional and some out-of-the-box strategies.

Be sure to tune in live tomorrow for our webinar on Creating your Own Unreal Experience and Finding Talent to Match it with Taylor Cornfield as part of our Spring Forward FREE Webinar series!

The Value of Knowing Your Numbers, Ratios & Return on Investment

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by founder and CEO of real estate growth automation platform Sisu, Brian Charlesworth. A lot of agents are looking for a solution for tracking their numbers, and knowing where to invest their time and money in their businesses. 

Sisu is the real estate industry’s first one-stop solution for everything an agent needs to run a business backed by systems. It allows an agent to go from salesperson to business leader. 

There’s a reason why Sisu has taken our industry by storm. Agents who use the platform have doubled their business every single year, and they have real clarity on what drives growth and success. Whether you’re a solo agent, an agent on a team, or a team leader, having automation in your business will make a huge impact on your results. 

Brian Charlesworth will share the story of Sisu, what makes it so unique and why it’s the perfect tool for any real estate salesperson who wants to run a real business. 

We also discussed; 

• Why tracking our numbers makes us better leaders 
• How a system like Sisu benefits our team culture 
• How Sisu integrates with all the CRMs in real estate 

Quotes 

Agents can double their production just by tracking their numbers accurately and effectively. -Brian Charlesworth 

With a system like Sisu, you can actually run your team like a business instead of managing it on emotion.  -Brian Charlesworth 

 

Key Points 

1. If we’re not tracking our numbers actively and effectively, we’ll end up guessing, and we’ll never have any real clarity on what’s actually happening in the business. Without clarity, it’s hard to sustain growth. 

2. When you track your numbers and put a magnifying glass on your business, you learn what you need to work on, what needs to be improved, and what you need to eliminate. 

3. Tracking your numbers doesn’t just show you what you need to improve, it also sheds light on what you need to double down on. Many agents have successful businesses without knowing how they got there. Sisu highlights your strengths so that you know what to invest more time and energy in.

4 Catastrophic Financial Mistakes to Avoid with Matt Sutter

In today’s episode of the Live UNREAL w/Glover U Podcast, coach Matt Sutter joins us to share how we can pivot from a sales-based organization to a true business, and some of the biggest financial mistakes agents make on that journey. Matt is going to discuss some of the key leadership and business concepts that allow an agent to grow into a CEO. 

Taking the leap from an agent to a true business owner requires us to tap into a muscle that’s very different from selling real estate. Getting good at one muscle group does not predict your ability to build the next set of muscles. In real estate the financial side of the business is one of the hardest things for salespeople to navigate, but understanding our numbers is the key to meteoric growth and freedom.  

You’ll learn from the experiences of some of the greatest real estate minds and top producers in the country, get a deeper understanding of the things agents struggle with, and how they can overcome them to grow massive, profitable businesses.  

You’ll also learn; 

• Why sales mastery isn’t enough to become a true business owner 
• The 3 muscles of building a success real estate business 
• The danger of side hustles 
• How to hire to unlock growth 

Quotes 

The reason going from salesperson to CEO is not an easy task is it’s not taught to a high degree in most real estate companies. -Jeff Glover  

For every hiring decision you make, recognize the financial and logistical implications. -Matt Sutter  

The closer you get to mastery, the more efficiently you’re able to drive results through the same action. -Matt Sutter 

As a business owner, always understand what’s going to accelerate in the long-term regardless of what the consequences may be in the short-term. -Matt Sutter 

Key Points 

1. The foundation of any successful business is sales skills, but even the best salesperson will inevitably hit a ceiling because they are limited by time. With sales skills, everything is on your shoulders, and you can only carry your profitability as far as there’s time in a day. Once you hit the 24-hour mark, there’s simply nothing else you can do from a sales skills position in order to move forward. 

2. When you max out on your own sales skills, you get frustrated - your energy slows down because disappointment sets in, then it becomes harder to work. Inevitably, profitability goes down because your output is different. This is when building a team becomes the critical next step. 

3. A side hustle is any activity that requires your active participation and takes time and attention away from your main focus. Embarking on new ventures can be extremely counter-productive to our profitability. It’s important for us to have a fundamental misunderstanding of how we drive value and results, and to always remember that success is sequential, not simultaneous. It’s one step at a time, not multiple steps together.  

4. When most real estate salespeople reach the ceiling of what they can do on their own, their first move is usually recruiting a buyer’s agent instead of operations support. The problem is, a sales operation with a gap in admin and resources will lead to the same frustration and ceiling, and it can even start to compromise our results. Hire admin and operations first so that you unlock the levers that will help you scale exponentially. 

5. One of the biggest mistakes agents make is misunderstanding how ROI works. ROI is a function of revenue, not profit. It doesn’t mean we’re making a return that shows up in profit, we’re getting a result that shows up in revenue.

[BONUS EPISODE] Special Spring Announcements from Glover U

In this bonus episode of the Live UNREAL w/ Glover U Podcast, Jeff is going to share some special announcements for the upcoming spring season including how you can get in on five free valuable webinars and information on the upcoming Live UNREAL retreat.

 

[REPLAY] Developing Your Team's Mission & Vision

On this episode of the Live UNREAL w/ Glover U Podcast, we're taking it back to episode 72, in which Jeff discusses developing your team's mission and vision. It's a great episode to come back to time after time, in order to reevaluate your team's dynamic. 

Jeff teaches the formula that works best to do this, which includes:

• What makes a great mission statement
• How customers benefit from your clear mission and vision
• Which ways work best to promote these crucial team elements

You can take the Glover U Real Estate Self-Assessment at www.gloveru.com/self.

[REPLAY] How Discipline Creates Freedom w/ Kate Simon

This week on the Live UNREAL w/ Glover U Podcast, we're revisiting a crucial podcast from 2019. In this episode, Kate & Jeff discuss the timeless skill of discipline and how it is the key to success. 

Key Points: 
How discipline is there to catch you when you're unmotivated
Why you must make working hard and showing up a habit
What inspecting your expectations of discipline does for your outlook
Why you shouldn't cut corners, even when it's hard

7 Ways to Create Buyer and Seller Urgency Today

In today’s episode of the Live UNREAL Podcast, Jeff shares how we can create buyer and seller urgency, and eliminate the misconceptions and assumptions that get in the way of them getting the outcome they want right now. 

Very often, we hear both clients and agents saying they don’t want to buy or sell in winter, and that they would rather wait until spring. In a market like the one we’re in right now, that way of thinking can lead to them losing out on the house they want, the best price for the home and the current interest rates. As agents, it’s important that we learn how to articulate why it makes sense to buy/sell now instead of waiting. 

Jeff Glover will share with you what you need to be doing to eliminate the reluctance to buy or sell right now, and the piece of value we can include in our sales process to make them want to take our advice. 

We also discussed; 

• Why buyers need to take advantage of the current interest rates 
• How to use the timing analysis to create urgency
• How to articulate the value of selling and buying right now 
• Why we need to manage the expectation of how long the real estate transaction will take 

Quotes 

There’s no perfect time to buy or sell estate, the answer is when it’s right for our clients. -Jeff Glover  

When a buyer’s offer doesn’t get accepted and we don’t tell them that it might happen, they will get mad at us. -Jeff Glover  

Prices and interest rates going up for buyers equals a poor combination for waiting till spring. -Jeff Glover 

Key Points 

1. There are certain market conditions that require buyers and sellers to take action. Interest rates are lower than they’ve ever been, and they are set to go up. If buyers wait, they will be paying more for the same inventory. Recommend being more aggressive with the inventory that’s out there now so they don’t have to get stuck paying more for the inventory later. The low inventory of the current market means the seller has less competition with other homes on the market, so it’s best for them to take action now.
2. A lot of agents can’t actually articulate the reason why it makes sense to do something now vs. waiting, and then it’s hard for buyers and sellers to understand why it’s important. We have to be able to articulate and explain to our clients why they need to take action now, have 2-3 reasons and back up our claims with market data. If we can articulate it well, they are more likely to take our advice. 
3. Most buyers assume that the process of buying the home and moving in is going to be 30-60 days, but it can be a lot longer. When we use a timing analysis, and get them to understand how long the process can take, they will want to move immediately.  

Seven Best Buyer Lead Conversion Strategies in 2021

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Nick Bellmore shares the tools and skills we need to dial in if we want to convert more buyers, and increase our buyer business. Nick was one the first buyer agents at JGA and one of the most successful. He shares the key strategies that will help you win with buyers. 

There are many big reasons agents struggle to close more buyer leads, and that includes how they are classifying leads, the follow-up method and frequency and even their own accountability. 

Nick will share what we need to be focusing on and doing daily if we want to convert buyer leads at a high level, even in today’s market. 

 

Quotes 

Agents used to be the getaway to listings, we’re now the trusted advisor, the advocate and the guide. -Nick Belmore 

It’s the basics and the fundamentals that are going to deliver us the best results over and over again. -Nick Belmore

Part of the reason we aren’t converting leads is that they actually aren’t leads yet, they are just opportunities. -Nick Belmore

When we have a pipeline and we’re constantly working on our buyer conversion and filling it with new leads, we never have to tolerate a buyer with a weak motivation. -Nick Belmore

 

Key Points 

1. There’s a difference between a lead and an opportunity. A lead is someone who wants to buy/sell real estate within a certain timeframe. An opportunity is a contact with a decision making adult. If they don’t have a concrete motivation and a specific timeline, then we have an opportunity, not a lead. 

2. If we’ve classified someone as an opportunity, that’s when we need to throw them in the CRM, build a relationship with them, follow up, and let the computer do the work for us. We’re going to have opportunities that need to be turned into leads before we can get them converted. 

3. It’s your job to make sure your buyer gets to the property first. In many markets today, 24 or 48 hours can be the difference between getting the opportunity to make an offer and not getting that opportunity at all. We need to have a good amount of frequency in our follow up, and make sure that we’re keeping the buyers informed. If we just rely on the MLS to send us stuff, we’re missing out on the opportunity.  

4. Text is a better follow up method for people because they can still communicate at work or in a loud environment, and there’s also room for them to respond to us later. We need to use text to push people into a phone conversation.  

[REPLAY] Building a Hyperlocal Listing Business

This week, we're taking it back to 2020, to our conversation with Seychelle Van Poole on building a hyperlocal listing business.

 

In the episode, Jeff & Seychelle discussed:

• How to overcome smoke screen objections
• Abundance mindset vs. Scarcity mindset
• Creating relationships through client events
• Where to start in building a listing based business
  
  

Listen to the entire episode on the Live UNREAL w/ Glover U Podcast.

You can take the Glover U Real Estate Self-Assessment at www.gloveru.com/self.

9 Best Seller Conversion Strategies for 2021

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Nick Bellmore, shares the best lead generation and seller conversion strategies for drumming up new business in 2021. 

Success at generating more business happens when we become more intentional with our lead generation and follow up, and when we create a habit around it. The agents who struggle to get traction in this business are the ones who don’t put a solid lead generation practice in place. 

Nick will talk through some of the key things you need to be doing to bring more value to your database, market yourself more effectively, and win more listings in a low inventory market. 

Nick also shares; 

• How to use a hot market script in a low inventory market 
• Ways to amp up our lead generation accountability 
• Why reviews are so important in today’s real estate world 
• The best ways to build our confidence and convert at a higher level
• Why we need to be using video in our marketing 

Quotes 

Habitual lead generation is the thing that’s going to fuel the engine of your business. -Nick Bellmore  

When we discover a new need prior to it being a strong need, we put ourselves in a position to get very low rejection and we won’t be in competition with all the other agents. -Nick Bellmore

Your social media should not be an afterthought, it should be a systematic, lead generation tool that you are putting in your schedule and putting time into on a regular basis. -Nick Bellmore

The stronger we are at our listing presentation, the more conversion we are going to have. -Nick Bellmore

We have to up our game in the value that we’re bringing to our databases over and over again. -Nick Bellmore 

 

Key Points 

1. Promote when you have success with a seller or buyer. People are seeing that it has been tough to get offers accepted in today’s market. When we get offers accepted, we need to celebrate that on social media. We want to let our circle know that we’re out in the market and that we’re succeeding at getting people into homes. Tell a story of how you are impacting your clients on a regular basis and show how you are providing value. 

 

2. When inventory is super low, we need to be looking for the homes that haven’t come on the market. The script is letting sellers know how many multiple offers we’re seeing in their area. This is not going to bring in instant business, we’ll need to follow up regularly, nurture and add value. If we’re providing value in our follow up, it’s very rare that they will go out and shop another agent at that stage. 

 

3. Implementing a 5-star review program is one of the most effective ways to increase leads. Nowadays most consumers start their home search and agent research online and they are basing their decisions on the reviews the agent has. We need to have a strong presence on our Zillow, Facebook, and Realtor.com. It takes extra effort to reach out and ask for those reviews so we have to build a system for it.