Live UNREAL with Glover U

How Geno D'Angelo Went From 38 to 85 Deals Within Two Years

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by the newest addition to our coaching team Geno D’Angelo. Geno is a successful agent, and one of our most successful coaching clients. No other coaching client has taken more of our courses, and what makes him stand out is that he has also implemented and applied it at a high level. 

Between 2018 and 2020, he has gone from 38 to 85 deals, and done the work of doing things differently and committing to the process of growing using a solid framework. Being more purposeful and intentional with his business has paid off, and now he will bring his dedication to Glover U clients. 

Jeff talks to Geno about his real estate journey, and the systems and tools that helped him level up. 

We also discussed;

• The power of coaching in Geno D’Angelo’s success 
• What brought Geno into the Glover U world and what made him want to be part of it 
• The power of operations coaching 

Quotes 

The number one mistake business owners in real estate make is they try to grow without the foundational pieces in place. -Jeff Glover  

Salespeople should not be training operations people how to succeed in real estate, and operations people should not be training salespeople to succeed in real estate. -Jeff Glover  

Key Points 

1. You can’t expand without a well-thought out and written out value proposition, and a policy, procedure and training manual. Operating without a policy, procedure and training manual makes us a bottleneck to our own growth, and makes it harder for systems to take hold in our business. It will take a lot of brain power to train and educate people on something you’ve already done. With manuals and policies, you can use your brain power once and people tap into it without you having to expend more energy and brain power. 
2. Many people today are chasing the idea of stepping out of production, but what they don’t realize is the significant effect it will have on their business. Their income will take a significant step back, and that their team might experience a lot of turnover. People want to work for a successful salesperson, and if we get out of production, we can easily lose people who want to work for us. 

11 Ways to Jumpstart 2021

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re going to share 11 ways to boost your business in 2021. 

There are vital actions we need to take and systems we need to implement if we want to start and finish this year strong. This goes beyond the business plan. We need to be taking a look at every aspect and facet of our businesses and taking steps to keep them current, relevant and performing at the highest level. 

Jeff Glover will share with you some of the most powerful things we can do to jumpstart a great year in real estate. 

Jeff also shares; 

• How to add people to your funnel 
• Why we need to focus on solutions in our marketing 
• How to update our marketing channel 

 

Quotes 

The best marketing is solution-based. -Jeff Glover  

We have two jobs in this industry, put people in our funnel and take care of them once they are there. -Jeff Glover   

 

Key Points 

1. Your business plan needs to have a plan of action for adding people to the funnel, adding value to them, a source of business you’re doubling down on, your daily routine, and a new technology you’re going to embrace. 
2. Send out a one-page year end review letter to your database. In paragraph 1 share what happened in the market the previous year. In paragraph 2 share what happened in your business (how many families you served, what you and your team accomplished). In the third paragraph, share how you gave back in your community.  
3. The best of the best agents are attending anything from 4-6 events a year. The more events you attend, the more exposure you get, and the more chance of becoming a millionaire real estate agent. 
4. Update your seller value proposition. Sellers want different things today. If you’re using the same plan of action that you haven’t updated in a while, it’s time to update it or you will start losing clients to other agents. 

 

Announcements for the Year Ahead at Glover U

In today’s episode, the team shares updates on the year ahead at Glover U and Live UNREAL, and the upcoming events and exciting developments. The team has set the agenda for 2021, and there are many great things to look forward to. This year includes the return of in-person events with the Live UNREAL Summit, the launch of new coaching programs and even consulting programs. 

Jeff and the team will share all the important things that are going to be happening this year and why they are so important to us and instrumental to your success this year. 

 

Key Points 

 

In 2021, we’re launching a new coaching program Build Your Empire: Going From Salesperson to CEO. One of the biggest challenges agents face is making the transition from salesperson to a great leader. This new program aims to equip you with the leadership skills to scale your business, but also to protect your profit margin with 16 foundational real estate business principles.  

1. The Live UNREAL Summit is going to be an in-person event this March. This is going to be one of the first in-person real estate events in the country this year, and we’re hoping to set the tone for how to have events successfully and safely. Every table will be seated 6 ft apart and masks will be mandatory when you aren’t at the table. 
2. We’re going to run 3 group coaching programs this year, launching in April, August and October. 
3. We’re launching Glover U Consulting to give you more specialized and customized solutions for your business. In coaching, we lay out a plan, hold you accountable and hold your hand throughout the process. Consulting is more for clients who want to have a blueprint provided, which they can take and implement on their own.

How to Master Listing Presentations and Win More Sellers [Part Two]

In today’s episode, Jeff shares more insights and strategies for listing presentations, and what it takes to make them good enough to win sellers. 

The goal in 2021 is to renew our focus on listing presentations, it’s one of the most important parts of us closing more and getting better at sales. One of the things that holds agents back from success with listing presentations is the questions they don’t ask, and the information they don’t manage to capture. 

Jeff shares the key questions we need to be asking in listing presentations, and how we can perfect our process. 

We also discuss;

• The 5 questions you should always ask sellers. 
• An easy way to identify different personality types in the listing presentation process. 
• Why you want to draw out objections. 
• The worst thing you can do when you walk through the seller’s home. 
• The 6 things you should always have in your pre-listing package. 

Quotes 

 

Selling isn’t telling, it’s asking questions. -Jeff Glover  

Key Points 

• “Mr and Mrs Seller if what I say makes sense and you feel 100% comfortable and confident in my abilities of getting your home sold. Will you be ready to get the home on the market?” We’re asking the question in order to draw out their objections and to see what might be stopping them from going ahead and doing business with us. 

1. Asking the seller to describe their home is a great opportunity to see what their personality type is. For example, the more analytical people will describe things in greater detail.
2. Match and mirror. Mold yourself to them from the minute they open the door. Don’t try to make them mold to you. If we don’t match and mirror the seller, we’ll lose our rapport. 
3. The worst thing you can do is have a seller walk you through the house and you don’t take notes. Not taking notes tells them you’re not interested in the home. They won’t hire someone who isn’t interested in their home. 
4. When you get an objection, learn to smile before you respond. When we get an objection, our tonality, facial expressions, and body language changes. If we get into the practice of smiling, we can counter those responses.  
5. When you get an objection, always agree, never argue. Always follow up with a statement of agreement, and never use “but” or “however” replace them with “and”. 
6. Prep the seller for what’s coming. Get an agreement on the next step while you’re still at the house. 

How to Master Listing Presentations and Win More Sellers [Part One]

In today’s episode of the Live UNREAL w/ Glover U Podcast, we’re taking a deep dive into listing presentations. Whether you’re running a big team, or working as a solo agent, everything in this business revolves around the listing presentation and getting listings. 

Every single day in our business should revolve around listings, it’s how we create the most solid and sustainable real estate business.  

Because of new systems and technologies, we’ve gotten away from the basics of going out and taking listings and revolving our business around it. As we plan ahead for the year in business, a renewed focus on listings is key. 

We will learn from Jeff what it takes to master listing presentations, and build a solid listing-based business. 

We also discuss;

• Why listing business beats buyer business 
• The basic strategy and mindset we need to have around listing presentations 
• How to speak and what to share in the listing presentation to build rapport 

Quotes 

The listing presentation is by far the number one thing we have to think about. -Jeff Glover 

When you’re working with buyers, you’re the employee. Being a great listing agent makes you the employer. -Jeff Glover

If you generate, you won’t have to tolerate. -Jeff Glover

 

Key Points 

1. For every listing you take, you will close one transaction. With every buyer you meet and build rapport with, you’ll only close 50%. If you’re going to commit time to something, why not let it be the thing that has the higher ratio? 
2. We can’t use the same listing presentation style for every single seller. A huge part of getting into rapport is adapting to someone and how they communicate. We need to have a listing presentation style for each DISC personality, and bring a different level of rapport, conversation and dialogue to the presentation. The 4 things we should all pay attention to in a listing presentation are rate of speech, tonality and dialect, and body language. Additionally, we should always play to the wife because she’s the one making the decisions.  
3. Take your listing presentation and write it out once day for 30 days. When you write something, you get to read it and commit it to memory. Next, you have to chant the script at least once a day for 30 days. Finally, you have to role play the script once every single day for 30 days. 
4. The majority of listings are either won or lost in the pricing discussion. If we quote something too high, they’ll think it’s unrealistic and that we’re just trying to appease them. If the price is too low, they’ll feel like we’re giving their home away. Pre-pace them for price reductions ahead of times so that there are no bad surprises down the line. 

Live Unreal Podcast Best of 2020: The Millionaire Mindset

This week on the Live UNREAL w/ Glover U Podcast, we're revisiting one of our best podcasts from 2020. In this episode, Jeff shared with you key habits in developing a Millionaire Mindset. 

You learned from Jeff the characteristics of a leader in terms of mindset, beliefs and habits to lead a successful team, including:

• How to convince people to follow you as a leader
• Why failure is not always a bad thing
• Jeff’s first leadership lesson on failure
• What leaders should consider as their most valuable asset

 

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.

Live Unreal Podcast Best of 2020: Ask Me Anything

In today’s episode of the Live UNREAL w/ Glover U Podcast, we're bringing back one of our best conversations from 2020. Jeff Glover & Glover U Head Coach, Kate Simon, sat down for a No Holds Barred Q&A.

Jeff & Kate answered your questions straight to the point based on experience and day to day business, including:

• Benefits of being solo agent vs. leading a team
• How to reduce agent turnover
  
• Jeff's advice when leading a team
• Best practices to keep mindset and discipline strong

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

Jeff's First Buyer's Agent Did What?

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by 20 year industry veteran, Nick Bellmore to announce that he’s joining the coaching team! Nick has come full circle with Glover and Associates. He’s a respected leader in the real estate industry, and he has a long history of working with Jeff as one of the first buyer’s agents on the team. Nick is also a Glover U client who has seen massive business results from the structure and accountability of coaching. Now he’s joining the team to pay it forward.  

Nick talks about his real estate journey, and gives insight on the most important and impactful things he has implemented in his business. We will learn what it takes to build the kind of business that carries you through any market conditions, and why coaching has been so instrumental to Nick’s success. 

We will also learn:
  •The biggest ways real estate has changed in the last decade 
  •The power of structured training and coaching 
  •Why we’re so excited that Nick is part of the Glover U coaching team 

Prospecting FAQ: The How-to of Roleplay and Skill Practice

In today’s episode of the Live UNREAL Podcast, Glover U Head Coach, Kate Simon goes over the frequently asked questions from Justin Ford’s Prospecting Bootcamp. She talks about the key components you need to have dialed in for this program to work for you, and how to make it a business changing experience. 

Whenever there’s a lot of questions on the same topic, it’s a good indication that we need to go deeper on it or reiterate it, and in this program the biggest questions we’ve gotten are on minimum standards, defining a contact and roleplaying successfully. You’re part of this program because there’s a gap between where you are right now in production and where you want to be. The metrics Kate goes over in this episode are the biggest pillars to help you grow and get more out of your prospecting. 

Kate will share with you the most important facets of the Prospecting Bootcamp, and how to dial them in. 

Kate also shares; 

• Approaches and strategies for effectively calling expireds 
• How a typical roleplay call should go 
• The importance of diversifying your prospecting streams

Key Points 

1. When it comes to setting your minimum prospecting standards, it’s going to be based on where you are in your business, your skill level and conversion. 
2. A contact is a conversation with a decision-making adult about real estate. When it comes to your sphere, it’s more about adding value. When you’re calling FSBOs and expireds, it’s a real estate-related conversation. If you don’t know what to say, go off the scripts we provide so you can have a question-based dialogue to uncover their motivation and ultimately set an appointment. 
3. Before you determine whether a source has enough juice to get contacts, make sure you’re fully exhausting it.  
4. The only time texting is acceptable is to use it as a tool to get them on the phone, not the way to deliver the script or set appointments.  
5. You have to do the consistent work of prospecting every single day. If you’re not showing up and hitting your numbers for contacts, the production won’t happen. 
6. There’s a gap between where you are right now in production and where you want to be. Apart from what naturally comes to you in your business, how willing are you to get uncomfortable to bridge that gap? You have to look at the activities you’re doing daily and start asking which areas you can grow in. 
7. Try to have a different roleplay partner every day so you can increase your versatility. You need roleplay partners who will call you out on the areas you need to grow. 
8. Roleplay should be challenging but you should always get the appointment. At the same time, you don’t want it to be so easy that you don’t get to work on your skills.  
9. To get the most out of roleplay, start keeping track of the objection where you lose the appointment. Always do more practice on the objections that stump you.

Unique Strategies For Getting Buyer Offers Accepted in a Low Listing Market

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff and top buyer agent Jolynne Mercieca dive into strategies you can use to get more buyer offers accepted when there’s high competition for listings. 

Jolynne consistently closes up to 50 buyer deals every year, while still having time for a life outside of real estate. She still closes buyer deals in a seller’s market because she’s focused on what makes an offer stand out and the things that make it immediately go to the top of the pile for the seller. 

From the very first conversation, Jolynne’s strategy sets her buyer clients up for success, and gives them the tools to increase the likelihood of a good outcome.  

Jeff and Jolynne will share with you the creative and unique ways you can offer value to a seller, and make the buyer offer more compelling to the listing agent and their client.  Jolynne also shares ways to build a solid relationship with buyers and keep them engaged throughout the entire process of finding and buying a home. 

We also discuss:

• How to build a leveraged buyer business.  
• How to make sure buyers know that we’re on their side and that we’re working for them.
• What we can do to turn buyers into lifelong clients.  
  
  

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.