Live UNREAL with Glover U

Handling Holiday Objections

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by Realtor and Glover U coach, Justin Ford to talk about holiday, seasonal and covid-related objections, and to give you the handlers that have been working for us in the market. 

 

Right now we’re hearing a lot of objections around getting ready for the holidays, selling a home in covid, and waiting till Spring. Instead of taking these objections as the client dismissing us, we should welcome objections and use them to put people at ease and lead them to a solution. 

 

How we handle those objections can show them how equipped we are to deal with their concerns and help them sell their home in the safest and least stressful way. 

 

In this episode, Jeff and Justin go through multiple scenarios and objections, and share the approach we need to take to facilitate the right conversation. 

 

We also discuss; 

1. Handling covid-reated objections. 
2. How to help buyers take advantage of a higher demand. 
3. Why we should never disagree with an objection and what we should do instead. 

 

Quotes 

 

Our scripts are updated every single year because we’re practicing and using them every single day. -Jeff Glover  

 

When you agree with people initially, they tune into what you have to say. When you debate or defend, they tune you out. -Jeff Glover  

 

Key Points 

 

1. Many people are putting their plans to sell on hold and waiting till Spring. This means there’s a substantial decline in inventory during this time, making it a seller’s market for the people choosing to sell right now. Waiting till Spring means there’ll be higher competition so our home can’t fetch less. 
2. A Fall/Winter transaction can actually be good for sellers. They can put their home on the market when there’s less competition, and they start shopping for their new home in time for Spring when the inventory starts increasing. 
3. The big reason sellers are choosing to move forward with the transaction is the opportunity to get more money in their pocket because of the demand created by a low inventory market.
4. Before we handle an objection, we have to validate and acknowledge where they are coming from and what they are feeling. Never say “but” or “however” when you get an objection. Instead say “...and have you considered”. This is the polite way to challenge someone without offending them.
5. It’s important not to be pushy. Our goal should be to make them comfortable, make them feel heard, lead them to a solution, and show that we’re equipped to deal with their concerns.  
6. When you agree with people initially, they tune into what you have to say, when you debate or defend or make them wrong, they will tune you out.

Jeff's 2021 Business Plan [Part 2]

In part 2 of today’s Live UNREAL w/Glover U Podcast, Jeff delves deeper into the Agent Business Plan. He shares more key areas we need to be focused on if we want to achieve our goals in 2021. 

 

In this podcast, he talks about lead generation and why it should be a big component in our business planning. 

 

Besides doing deals, our job as real estate agents is putting people in our sales funnel and taking care of them by adding value. That’s how we make ourselves top of mind and in turn, who they want to work with and refer. 

 

In order to consistently do the activities that get us business and keep us top of mind, our lead generation goals need to be reflected in the things we do every single day. The most successful agents have a dialed-in routine that helps them generate business, and they never deviate from it. 

 

Jeff will go into detail about the key sections of the 2021 Agent Business Plan, and how they all contribute to a successful real estate business. 

 

Jeff also shared key insights on;

• How we can put more focus on getting more people into the funnel. 
• How much money should be going to expenses for us to be profitable. 
• The importance of a morning routine we stick to consistently. 

 

Jeff's 2021 Business Plan [Part One]

In today's episode of the Live UNREAL w/ Glover U Podcast, we're starting a two-part series all about the business plan Jeff and his team will be following for the upcoming 2021 year. 

We will learn the first three parts of Jeff's plan. 

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

Important Message from Jeff Glover About The Upcoming 2021 Year

In today’s episode of the Live UNREAL w/ Glover U Podcast, we are taking a break from the Real Talk series. Jeff Glover will share with you an important message about the upcoming 2021 Year.

We will learn from Jeff more about the 2021 Agent Business Plan and why this is important to you.

Register to get access to the 2021 Agent Business Plan at www.gloveru.com/webinar. 

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

The NEW Live UNREAL Formula

In today’s 100th episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk series to reveal the NEW Live UNREAL Formula.

We will learn from Jeff & Kate the true meaning of living an UNREAL life and understanding the mission of Glover U.

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

No Holds Barred Q&A

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk series with No Holds Barred Q&A.

Jeff & Kate will answer your questions straight to the point based on experience and day to day business.

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

The Glover U 4th Quarter Update

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk series to give you The Glover U 4th Quarter Update.

We will learn from Jeff & Kate what’s happening with Glover U currently and things to look forward to this quarter and the start of 2021.

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

Rules to Live by When Building a Big Business (Part 2)

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk Series with Rules to Live By when Building a Big Business (Part 2).

We will learn from Jeff & Kate how to overcome the fear of rejection.

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

Rules to Live by When Building a Big Business (Part 1)

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk Series with Rules to Live By when Building a Big Business (Part 1).

We will learn from Jeff & Kate the important rules you need to know to build a big business and how to know if you are qualified to lead a team.

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

2020 Buyer/Seller Objections Handled LIVE by Jeff

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover will continue the tools for handling objections answering all your Buyer and Seller objections.

We will learn from Jeff the right approach in handling common objections from buyers and sellers effectively and straight to the point.

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