GRIT: The Real Estate Growth Mindset
Episode 049 with Jeff Glover, Owner of Jeff Glover & Associates and Head Coach at Glover U

Episode 049 with Jeff Glover, Owner of Jeff Glover & Associates and Head Coach at Glover U

December 9, 2020

Jeff Glover has been in the real estate industry since 2003. He started his career at a young age of 19 and he was able to take 11 listings after just a few months of training and learning scripts. As a gifted salesperson, he quickly rose to the top of his team which led him to build his own team years later. He knew that apart from hard work, he also owes his success to the training he received. Which is why he made it his mission to make sure that every real estate agent he meets will have the same opportunity as he did.

Today, Jeff is still in production, selling 85 - 90 homes this year.  He also handles a high-producing real estate team which sold under 1000 homes in Michigan.  In addition to those roles, he is also the CEO of Glover U where they re-invent sales training for the Real Estate Industry. He finds that being on the ground himself makes him the best business coach.

In this episode, we talked about:

(05:19) How important is it to have your own ISA?
(07:02) How to structure an ISA team
(14:22) Why you need to be on appointments each and every day
(15:13) How staying in production allows Jeff to become the best trainer
(19:45) Jeff’s advice for mastering scripts
(27:48) What you need to focus on to stay on top of the real estate industry
(30:45) How to deal with iBuyers
(34:45) What’s the most important thing a team owner should be doing now

 

Reach out to Jeff Glover at [email protected]
Join the Glover U Inner Circle Facebook Group

Episode 048 with Paul Ross, CEO & Head Trainer at Subtle Words That Sell

Episode 048 with Paul Ross, CEO & Head Trainer at Subtle Words That Sell

December 1, 2020

Paul Ross has been a speaker, author, teacher and trainer for 32 years.  He is an expert master practitioner of Neuro-Linguistic Programming or NLP and focuses on teaching techniques on how to use the power of language to persuade and get the results you desire.  He is also the author of the book: Subtle Words That Sell where he shares revolutionary concepts and tools to get your prospects to convince themselves to buy. 

Let’s join Paul as he takes a deeper dive into NLP, how to use it in sales and in our daily lives.

In this episode, we talked about:

(02:30) What is NLP?
(07:45) How to do Subconscious Selling?
(13:59) A phrase that you can use to induce a state of compliance
(16:02) What’s the one thing you are actually selling regardless of what industry you’re in?
(17:11) How do I make your clients feel good about their decision to buy 
(18:45) What is the power of using hypnotic language?
(21:25) How to use language to destroy objections
(28:20) How to implement NLP in your everyday living
(34:10) How to eliminate limited self-belief and negative self-talk
(40:26) What do they not teach you in sales training programs
(47:14) The three things you need to balance to achieve success

Here are the links mentioned in this episode:
Website: www.speakerpaulross.com/apply
To read his book, go to www.paulrossbook.com
To get in touch with him, email: [email protected]

Episode 047 with Anna Krueger, Owner of Platform Consulting & MAPS Coach at Keller Williams

Episode 047 with Anna Krueger, Owner of Platform Consulting & MAPS Coach at Keller Williams

November 24, 2020

Since 2006, Anna Krueger has been an inside sales leader.  In 2013, she joined the Haro Group as their first and only ISA at that time and her efforts resulted in 46% of 185 closings during her first year. Impressively, she was able to achieve this despite the fact that she was new to the team and didn’t know a lot of people from the area.

In 2015, she joined the MAPS coaching program as a mastery agent coach and she is now recognized as one of the thought leaders for ISAs in the nation. Today, Anna runs her own consulting company where they partner with teams, observe lead generating behavior and provide immediate feedback.  She is also a huge advocate of language patterns and believes that learning the science of talking is vital especially in this industry. 

Let’s join Anna as she shares her thoughts on finding the right ISA and her tips on how to build your own ISA team.

In this episode, we talked about:

(03:37) Why is it important to generate your own lead in today’s market?
(07:49) What things can you do to sharpen your skills?
(08:22) How to make people talk to you
(15:07) Where do you go if you are looking to hire an ISA?
(17:35) The personality traits to look for in an ISA
(19:09) What is the proper compensation for an ISA?
(23:35) Who should an ISA be calling to generate qualified leads?
(27:50) Should an ISA focus only on inbound leads? 
(29:23) Must all incoming leads go to an ISA or should some agents get them too?
(31:18) What are some simple things you can do to keep track of data?
(32 34) What are the benefits of having in-house ISAs?
(33:49) Why you should be okay with “boring”

 

Reach out to Anna Krueger, visit www.AnnasCoaching.com

Episode 046 with Jennifer Seeno Tucker,  Associate Broker and Vice President of Business Development at Exit Realty

Episode 046 with Jennifer Seeno Tucker, Associate Broker and Vice President of Business Development at Exit Realty

November 18, 2020

Jennifer started her career as an educator.  But after 5 years of teaching in middle school she felt the need to start doing her own thing.  After her husband got involved in an accident that left him seriously injured, she felt like they were living their lives in chaos. But somehow, she was able to overcome that adversity and used that experience as her momentum to start her career in real estate.

Today, Jennifer is an Associate Broker and Vice President of Business Development at EXIT Realty United located in Nassau County, New York. She is the co-creator of the 7 Saturday's Agent Success Training Program for local real estate agents. With her background in education, she helps provide new agents the necessary tools for support as they transition to a full-time real estate agent. Jennifer is also the author of the book: Rockstar Real Estate Agent.

Let’s join Jennifer as she shares what the 7 Saturday’s Agent Success Training Program is all about and her tips on how to have a flourishing career in real estate.

In this episode, we talked about:

(08:39) What is Jennifer’s philosophy when it comes to recruiting?
(09:09) How to create a message around culture with social media
(12:33) What are the 7 steps to reach success?
(14:15) How to know exactly what you need to do to get to your 100K goal? 
(16:33) How to use effective scheduling to achieve a successful routine
(19:28) Why you should treat yourself as the CEO of your business
(21:42) The importance to have a marketing game plan in place
(25:01) How to use your own experience to create a natural attraction 
(26:19) The importance of having a holistic approach to your business
(28:57) Jennifer’s tips on how to bring gratitude into our lives

If you want to download Jennifer’s book for free, go to:
www.rockstaragenttraining.com

Episode 045 with Stacy Bahrenfuss, Founder & CEO of Catalyst Group

Episode 045 with Stacy Bahrenfuss, Founder & CEO of Catalyst Group

November 10, 2020

At the age of 19, Stacy started her real estate company, Catalyst Group.  From then on, she continued to scale her business beyond the 7-figure mark to become one of the top performing real estate teams in the state of Idaho.

Stacy’s vast experience led her to create her own premier consulting program where she uses the “Inside Out Success Method” which aims to guide female change makers all over the world to discover inner freedom and fulfillment.

Let’s join Stacy as we take a deep dive on how the Inside Out Success Method works, and how it could help build a vision of a better life moving forward. 

In this episode, we talked about:

(01:56) What is Stacy’s ultimate goal for her program?
(06:56) What is the Inside Out Success Method?
(08:53) How to integrate the Limitless Mindset Success Method into our business
(12:02) How do we eliminate fear and go into the abundance mindset?
(21:42) Where does the deep fulfillment come from?
(22:15) The importance of having a “deep why”?
(24:30) How can we not allow fear to limit us?
(26:31) How do we train our subconscious to believe that we are capable of achieving greater things?
(31:09) What is the Triple Threat System?
(32:00) How to do conscious breathing?
(37:10) The value of having a daily routine
(44:20) Stacy’s most important piece of advice

Episode 044 with Jeff Cohn, Owner of kwELITE

Episode 044 with Jeff Cohn, Owner of kwELITE

November 3, 2020

Jeff began his career in real estate in 2006. Since then, Jeff and his team has closed over 5,000 in sales, totaling over $1 billion in volume.  As founder of Omaha’s Elite Real Estate Group, he led his team from 70 to 700 transactions in 6 just years.  In 2019, Berkshire Hathaway Home Services awarded him the #1 team in unit sales in the world.

Today, Jeff is the CEO of a tech-powered Keller Williams market center in Omaha, NE.  His objective is to offer the consumer a one-stop-shop customized experience that will provide access to the agent and all ancillary businesses, virtually and in-person.

Let’s join Jeff as he talks about his vision of 2021, what he is most excited about and his new tech-powered hybrid office of the future.

In this episode, we talked about:

(01:52) Why Jeff moved from Berkshire Hathaway to KW Elite 
(05:00) What’s the one thing that everyone should be focusing on for the next five years that’ll help their business for the good?
(05:41) How to strategically market properties virtually to keep your clients safe
(09:26) What should be the agent’s role in the future?
(09:55) Why should agents be worried if their roles are replaced with digital technology?
(10.30) What does a 100% virtual transaction look like?
(12:06) What is the 6-Degree of Freedom Tech? 
(17:27) What strategies did Jeff implement to scale his business?
(21:41) How can agents ensure that they stay in business for the next 2 years?

Episode 043 with Tom Ferry, Founder and CEO of Ferry International

Episode 043 with Tom Ferry, Founder and CEO of Ferry International

October 21, 2020

Tom Ferry is the founder and CEO of Ferry International, the real estate industry’s leading coaching and training company, He is also the #1 ranked Real Estate Educator by Swanepoel Power 200, best-selling author, a highly sought-after and renowned speaker. He is often referred to as the “Gary Vee” of real estate.

Let’s join Tom as he shares his insights on the most critical metrics and mindsets that will take you to your 2021.

In this episode, we talked about:
(2:06) What is the one thing successful leaders have in common? 
(2:55) What is the mindset of the best people right now?
(3:32) What will happen to real estate once the market normalizes in 2022?
(5:21) Why your goals need to be big and sexy
(8:05) Why you need to manage your business in line with the 3 goals most important to you
(8:53) Why you should be making data-driven decisions moving forward
(10:33) Why Tom Ferry loves SISU
(19:00) Why the next 15 months is crucial
(22:34) What are the things that make up your mindset
(27:52) The things you can do to position yourself to help your clients win
(32:08) Why appointment-setting competitions always work
(35:13) The importance of having 90 minutes a day devoted to educating yourself

 

Episode 042 with Frank Klesitz, CEO & Co-Founder of Vyral Marketing

Episode 042 with Frank Klesitz, CEO & Co-Founder of Vyral Marketing

October 13, 2020

Frank Klesitz started Vyral Marketing about 11 years ago.  Since then, Vyral Marketing has helped hundreds of professional clients (mostly from real estate) generate leads and get in touch with their existing database, through education-based video marketing.

Frank always keeps himself updated when it comes to the real estate industry.  So if anyone wants to know what is happening in real estate and where it's headed to, he would surely make a great resource person. In fact, he is one of the few guests on the show that we’ve had the honor to interview twice.  This goes to show the value he can provide for our listeners especially in these challenging times.

Let’s join Frank as he shares his insights on the current status of the real estate industry, what the future looks like and the importance of having an effective marketing strategy.

In this episode, we talked about:
(1:49) What is going on in the real estate industry?
(2:45) What does recovery look like for the real estate market?
(5:08) What will the next 6 months look like?
(5:36) 2 Big changes - Opendoor financing
(7:41) What Frank thinks about Zillow having their own brokerage
(15:13) What is the biggest disruptor in the real estate industry?
(17:52) Why Frank believes that the money is NEVER in doing what you do
(21:32) Two effective ways to get a Listing
(24:50) Things to do to build your database
(27:52) How do you win a listing with marketing?
(32:08) How do I get business to my database
(35:13) Why you need to double down on Matterport and virtual tours
(35:52) What Frank thinks of the “giving all the options to the seller” trend? 
(45:36) What is Frank’s one piece of advice for anyone in the Real Estate business 

Episode 041 with Aaron Novello, Realtor & Real Estate Coach at aaronnovello.com

Episode 041 with Aaron Novello, Realtor & Real Estate Coach at aaronnovello.com

October 6, 2020

Aaron Novallo started his career in Real Estate 14 years ago. He decided to take a deep dive into one slice of the business which is listing properties in high volume.  He has done this consistently for 8 years in a row. He has listed up to 140 properties by himself, one at a time, which makes him a certified rock-star listing agent.

Aaron recognizes that he owes this success to having the right skills and hard work.  Today,  he coaches around 70 agents to help them step up their game and create success in their own business.

Let’s join Aaron as he shares why he believes that money is a by-product of excellence and what advice he can give to anyone who is getting into the real estate business.

In this episode, we talked about:

(02:08) How does Aaron list 12 homes a month?

(12:10) The 2 things Real Estate agents sell

(15:25) How important is pre-qualification?

(24:00) The value of being early to all your appointments

(25:31) How to include “assumptive closings” in your conversations with a client

(30:18) Why confidence is everything

(31:56) How to build trust through repetition

(33:00) How often does Aaron role-play?

(34:20) Why you should always be “sharpening the knife”

(39:27) How Aaron got started with his coaching company

(43:20) What’s the one piece of advice Aaron has for a new agent getting into the Real Estate business.

Episode 040 with Jim Fischetti, Owner of Jim Fischetti LLC and President at Coach with Jim

Episode 040 with Jim Fischetti, Owner of Jim Fischetti LLC and President at Coach with Jim

September 29, 2020

Jim started his career in real estate back in the 80’s. He was successful in it but eventually he found himself wanting to do more. He went on from owning several real estate firms to building teams of driven sales professionals.  But it was his passion in helping people become the best version of themselves that led him to become a coach who is committed to transforming leaders who want to do the same.

Today, Jim is a national speaker, best-selling author, coach and consultant. His book VISION TO RESULTS: Leadership in Action belongs to the Forbes List of Best Leadership Books of 2019.  In this book, he teaches how to create an actionable vision for your organization that brings everyone’s role into sharp focus.

Let’s join Jim as he shares his thoughts on why he believes in “data not drama” and how he thinks the world will get better through leadership. 

In this episode, we talked about:

(02:23) What Jim is most passionate about today
(06:27) Why you need to have technology to support the systems you placed in your business
(08:59) What should be the most important asset in your business
(12:42) How to divide your time for working in and on your business 
(14:18) Why you need to set a “thinking time” for yourself
(23:29) Why it is important to track results on a daily and weekly basis
(25:33) Why the activity for every “no” is just as important as the activity for a “yes”
(27:14) What is the advantage of daily tracking?
(32:34) Jim’s biggest piece of advice 
(37:16) How important is having a successful family life to having a successful business life?

 

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