Live UNREAL with Glover U

4th Quarter 2023 Real Estate Business Plan with Jeff Glover

Finish 2023 strong and take more listings in 2024! Jeff Glover walks you through the exact business plan that he's using with his own team in Michigan to close more real estate transactions in the 4th quarter of 2023 than any other team in the state.

Our success in the first quarter of 2024 depends on the strength of our 2023 4th quarter plan, the actions we take, the metrics we track, and the accountability measures we set for ourselves. Let's take more listings and take more market share.

Click here for a free copy of Jeff's business plan:

https://drive.google.com/file/d/1wpOPfYdgjdq-AW_Z1uu8kVR4hOXjKF9F/view

Skyrocket Your Real Estate Business: Proven Sales Strategies | Andy Nelson | Glover U

In today’s episode of the Live UNREAL Podcast, we’re sharing an excerpt from a recent Glover U live event, where Jeff interviewed Andy Nelson. Andy is a superstar agent who has the experience to share his expert sales tips. 

Andy has been through his fair share of hardship. As a veteran, Andy didn’t plan on doing real estate for a living. In fact, he quit the industry twice before finally co-owning a successful brokerage. However, his unusual life trajectory has taught him unique strategies to level up your sales game. 

Find out how to become a better seller, a better prospector, a more consistent communicator, and more. 

We also discussed;

• How to effectively market to your database
• Controlling your time
• Following up with leads

Quotes

“You don’t have to do anything special; you just have to do it consistently.”

“You should control your schedule, not your clients.”

Key Points 

1. Marketing to your database is essential. Andy uses a 52-touch program, where he sends something to his database every week, including direct mail, emails, and more. At the end of the year, track how much money you spent marketing to your database and check how much money you made from those efforts. This way, you can cut unprofitable strategies and double down on successful ones. 

2. As part of Andy’s team, he delegates specific tasks. Since he’s on pace for 84 transactions this year and runs a brokerage, he doesn’t have much time for showings. To fix this, he has an agent dedicated to showing homes to clients. You need to take control of your time and don’t let your clients set your schedule. 

3. When Andy gets a lead, he sends them three emails, texts, and calls during the week. Follow-up is crucial to net more successful appointments. Some people worry this strategy is too aggressive, but it works. The average lead only responds after your fifth attempt, so be diligent. 

Unleashing the Power of Real Estate Coaching | Johnathan Drisdelle | Glover U

Welcome to another episode of Live UNREAL podcast! Our special guest, Johnathan Drisdelle, is an industry veteran with a remarkable 15-year journey in real estate. He’s on track to close 220 units this year—an impressive feat considering he has only three agents in his team. What is his secret to success, and what strategies does he employ?

In today’s episode, we'll delve into the key factors that have propelled Johnathan's business to new heights. From participating in virtual team advances during the challenging times of COVID to actively engaging in coaching programs and training, Johnathan's commitment to growth is unwavering. His journey of transition from a buyer-centric approach to focusing more on sellers is a testament to his adaptability and his willingness to go beyond the ordinary. 

He’ll share with us how he transformed his routine from being "busy being busy" to adopting a meticulously planned schedule that ensures he stays on top of his game, both personally and professionally, and how he built strong connections through high-touch strategies.

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

We also discussed:

• The cost and benefits of coaching
• How to get the most out of listings
• His database business

Quotes

“If we're going to do better, we got to do something different. And to do something different, we really got to be all in on something.” - Johnathan Drisdelle

Key Points 

1. Coaching significantly improved his team’s performance and gave his agents the confidence they needed when dealing with listings.
2. Having a strong routine improved his work-life balance.
3. They approach their listings with the 2 to 1 formula in mind, meaning for every listing they get, they should be able to milk two other listings from it.
4. High-touch strategies, which involve having face-to-face interactions with clients, are essential when staying in touch with their database.

Raw and Uncut: Kathy Schweitzer Interviews Jeff Glover | Glover U

Jeff is usually the driving force behind interviews, but today, the tables are turning. In this latest episode, Kathy Schweitzer takes the reins to interview Jeff. The spotlight now shines on him, offering insights into his life, work philosophy, team leadership, and the tenacity that fuels his journey toward achievement.

With a history as a former employee under Kathy's guidance, her role as the interviewer feels fitting. Tune in for a revealing exploration of Jeff's early days as a speaker and salesman, his valuable insights regarding the structure of effective training programs, and the transformative mindset that aspiring agents must embrace to pave their path to true success.

We also discussed:

• Jeff’s childhood, moving around, and school experiences
• Jeff’s hidden singing talents
• How and why he got into the real estate business
• Funny stories from his time working with Kathy
• …and much more!

Quotes 

“I enjoy not seeing interview questions beforehand because if you have time to prepare your answers, you don’t always speak from the heart, and you might say what you think the audience wants to hear.”

“Moving around a lot as a kid forced me to communicate with lots of different kinds of people, and that made me become more versatile.”

“My personal drive comes from a feeling that I’m going to run out of time before I can help everyone that I possibly can.”

Key Points 

1. Moving around a lot during his childhood helped shape Jeff into the type of person he is rather than weighing him down.

2. Identifying the issues with the way real estate agents have been and continue to be trained and advice for agents with the drive to succeed.

3. How he has run his business and why this process, combined with his work ethic, has led him to see so much success.

Millionaire Mindset: Jeff Glover & Kathy Schweitzer

In today’s episode, Kathy Schweitzer joins Jeff to discuss the millionaire mindset: What it is, why it’s important, how it’s different from the average mindset, and how to achieve it. In a market shift like this one, many agents will drop out of the business. To stay involved, you need to get your mindset right. 

For most agents, mindset isn’t a priority. They want to focus on new ways to get leads, marketing strategies, and other parts of the real estate industry they see as more important. However, the truth is that these tactics and strategies don’t matter if you don’t have the mindset to put them into practice. 

In today's episode, you’ll hear from Jeff and Kathy about why mindset is more important than ever in this shifting market, how you can take yours to the next level, and more. 

We also discussed;

• Why mindset has to proceed strategy 
• How a good mindset can help you survive this shift
• How to handle negativity

Quotes 

“As the market shifts, your opportunity is now.”

“Your core values are what you demonstrate, not what you say.”

Key Points 

1. This market shift can be intimidating, but it presents a huge opportunity. Many agents get scared during a big shift; in fact, many agents are leaving the business. This means that if you can do what it takes to get through the shift, you’ll be stronger and have less competition than before. 

2. When you wake up, make a concerted effort to approach your day with gratitude and positive thinking. There are days when it’s difficult to be positive and put in the necessary effort to succeed, but you have to choose positivity anyways. 

3. Schedule time to reflect on your days and mindset. In our busy schedules, it can be time to sit down and think about how things are going and what we’re doing. Schedule time for yourself to reflect on your plan, how things are going, and how you can improve. 

4. Millionaires double down on their core values. The core values of your business shouldn’t be too far from who you are as a person. It’s more honest, and it’s easier to invest in something that truly reflects your beliefs and who you are. 

How Embracing Systems Can Transform Your Life | Jay Fischetti | Glover U

Today on Live Unreal with GloverU, we had the distinct pleasure of sitting down with Jay Fischetti of Columbia, Maryland. Jay is a 24-year veteran of the industry and a top producer in this field. He has posted astounding numbers, with 95 units sold in 2022, and is on track to produce 90 units in 2023. Jay has been a member of the GloverU family since 2020 when he became a one-on-one client. 

Jay has completed numerous programs with GloverU, including Listing Mastery and Salesperson to CEO. Today, you’ll learn why he participates in all of those programs despite being a one-on-one coaching client. He values the GloverU family atmosphere where everyone cares, and he is notable for his presentation skills, his commitment to his morning routine, and his ability to generate leads from current clients.

You’ll also learn:

• What it means to be in a skills market
• How to get back to the basics of real estate
• The opportunities you have for current client referrals
• How to improve your presentation skills
• And much more

Quotes

Surround yourself with givers. - Jay Fischetti

We are now in a skills market. - Jay Fischetti

Key Points

1. The market has shifted to being a skills market. This means that a lot of agents are going to be struggling to meet their goals. However, there are still agents who are doing great, so learning from their success is key.

2. You have three great opportunities to generate referrals from current clients. These occur when the client’s confidence is at a high point, such as when you sign a contract. This is when it is critical that you ask the right questions.

3. Many agents have trouble clearing their minds to do lead generation when they have administrative tasks waiting for them. This means that they will have to come in even earlier and start their day by clearing out those tasks.

4. Mindset is crucial in this business. You have to learn to say no when necessary. Also, you can’t bring any negativity or outside pressures with you. If you are on an appointment, it is critical that you leave everything outside of that appointment and be 100% present for the client.

The Power of Persistence: Methods for Increasing Production | Connor Johnson | Glover U

For the latest episode of the Live Unreal Podcast, we are honored to have an exceptional guest with us today: Connor Johnson. As a tenacious agent, Connor has demonstrated his incredible ability to conquer challenges, even amid the hurdles of our current real estate market. Last year, he accomplished an impressive feat with 49 successful transactions, and this year, he's on track to close 75! How did he do it, and what major changes is he doing this year?

Today, Connor will be sharing with us his journey and revealing the strategies that propelled him to success. He will talk about how he has mastered the art of prospecting expired listings, leveraged the cumulative board to gain visual clarity of his goals and deficits, and adopted a well-defined business plan with clear and actionable steps. He’ll also discuss his recent venture into the world of social media, and how he successfully navigated this new territory to expand his reach and engage with his audience effectively.

Get ready to be inspired and gain invaluable insights. Whether you're a seasoned agent looking to elevate your business to new heights or a newcomer seeking the keys to success in the competitive real estate world, this episode is a must-listen!

We also discussed:

• The importance of treating the job as a business
• The benefits of having an annual, monthly, and weekly plan
• How he takes accountability 
• How following a script gives him an edge

Quote

“It’s one of the best lead sources now at this point.” - Connor Johnson, on expired listings

Key Points 

1. In today’s challenging market, it’s critical to treat the job as a business and to have clear plans if you want to succeed. Having a great personality and being professional won’t cut it anymore. 
2. Having a script and following it will help convince sellers to choose you over other agents.
3. Expired listings are one of the best lead sources right now and agents should be actively pursuing them.
4. Taking accountability for your deficits will put you closer to reaching your goals.
5. A cumulative board will help keep you constantly aware of your deficits.

Increase your transactions by 42% with a new database plan and morning routine: Interview with Davonte Moore

In today’s episode of the Live UNREAL Podcast, Jeff and Davonte Moore are sharing their advice on how you can increase your number of transactions. They’ve discovered that you can get 42% more transactions if you stay committed to a routine and implement a new and updated database plan, and today they’ll share how you can do this to replicate these results. Let’s make sure your business keeps growing! Now is the time to implement these strategies and rise above the rest.

We also discussed:

• Keeping in touch with leads via multiple channels of communication and at multiple points during the year.
• How implementing a culture of accountability will keep you on track with your routine.
• Mindset is a huge factor in one’s success. Stay positive and keep moving forward. Your mindset can rub off on leads and turn them into clients.
• Building a social media presence to expand your reach to more potential clients.
• How Davonte used these steps to make significant breakthroughs every year in his business.

Quotes

“Seeing others in the office being successful is contagious.”

“When it comes to messaging leads via text, you need to be very direct and ask yes or no questions.”

“Be intentional about prospecting, expired listings, and hold open houses as often as possible.”

Key Points 

1. Have a morning routine that you stick to every day. Hold yourself accountable to stick to it. By doing this, you will increase your effectiveness and efficiency over time.

2. Utilizing a quality CRM and knowing how to formulate a succinct yet effective message for leads will help you immensely.

3. Implementing the right activities and mindset into your daily routine will help you overcome the hump of consistently doing about 18 transactions and break through to reach more success.

 

Accountability & Daily Routines of Top-performing Agents | Taylor Kerrigan

Today on Live Unreal, we have the distinct pleasure of hearing from Taylor Kerrigan. Taylor is a 10-year veteran of the Glover Agency and has recently become the Director of Sales. Taylor knows what it takes to succeed in this business because she has been on the ground with all of you. She has done a little bit of everything with the Glover Agency, starting when she was just 18-years-old. 

Perhaps you’ve noticed that Glover Agency agents are built just a little bit differently. The secret to their success is not a cult, it’s some key traits that set them apart from the crowd. Taylor is sharing what these traits are and explaining how you can get to that same high level. You’ll learn about our agents crave accountability, work on their skills every day, commit to a consistent morning routine, and are willing to prospect every day no matter what. 

You’ll also learn:

• What agents get into this business for
• How to lean into accountability
• The secret of the 8 a.m. Club
• And much more! 

Quotes

We all have the opportunity to become better-trained salespeople. - Taylor Kerrigan

You’re never done working on your skills. - Taylor Kerrigan

Key Points

1. You need to commit to accountability and have an accountability partner who will work with you to keep you on track. Taylor has served in that capacity for numerous agents, including Jeff himself.

2. Glover Agency has its own version of the 75 Hard Challenge, and every agent is committed to following it. Striving for consistency is one of the big keys to success.

3. How truthfully committed are you to having a morning routine and doing your daily prospecting? Be honest with yourself and work to find the areas in which you need to improve.

4. Through her time with the Glover Agency, Taylor has learned what it means to be part of something unreal. Are you ready to make more money? Are you ready to start living your Unreal life? If so, we can help. 

Make Your Own Market: 11 Ways To Take Market Share In The 2nd Half

In today’s episode, Jeff is going to share his invaluable insights on taking market share in the second half of the year. Whether you're an entrepreneur, business owner, or aspiring market dominator, this episode is packed with strategies to help you achieve your goals.

Jeff’s expertise is in understanding customer psychology, dominating your market, and growing your business. Today Jeff will reveal the top 11 ways to take market share in the rest of the year, based on how 2023 has gone so far and how the next 5 months are shaping up.

Prepare to be blown away as he walks you through the proven Glover U game plan for the rest of 2023. These strategies have been tested and refined, and now, you have the exclusive opportunity to learn from a seasoned expert.

We also discussed:

• The useful webinar resources that we make available to you for free. Now available as an app!
• How you can effectively communicate with and educate your clients on what’s happening in the market.
• The importance of being goal-oriented. No matter whether your goals have to change or not, make sure you’re always pursuing them.
• …and much more!

Quotes 

“These strategies are not just something I heard about, they are based on our own implementation and the success we’ve seen with them.”

“Potential clients want to know that you’re the expert, full-time agent that’s in the field every day and knows what they’re talking about.”

Key Points 

1. 11 things that agents should be focusing on in the second half of 2023 to see major success.

2. Give yourself a reality check on where you thought you would be by this point in 2023 and where you actually stand.

3. How you can take these strategies and make a concrete plan for yourself that will get you to where you want to be.