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Why Your Leads Are Not Converting Apr 13, 2023

Show notes

When it comes to lead conversion, what some agents think is bad luck is nothing more than a counterproductive approach. How can we expect success if we only call once and never follow up? The pattern of success with lead generation is simple: call fast, get them to the appointment as soon as possible, spot smoke screens, and follow up frequently.

How do we improve our lead conversion hygiene? Why do we have to close the gaps in our follow up?

In this episode, we share why your leads aren’t converting and the highest level and what to do about it.

Always assume there’s 3 more agents going after the same lead. -Greg Harrelson

Three Things You’ll Learn In This Episode

- The need for urgency when it comes to getting them on the phone
Agents are quick to set appointments and get an agreement signed, but are we too relaxed about the initial call?

- Calling for an update vs. actually moving a lead forward
Are we missing out on leads by dropping the ball on our follow up?

- What agents get wrong about client reactions
How do we tell the difference between an objection and a smoke screen?

4 Dominoes Must Fall To Build A Listing Business Mar 30, 2023

Show notes

Everyone is talking about getting more listings, but they skip many important steps in their approach. There are 4 interconnected parts to building a massive listing business, and like dominoes, one piece has to fall for everything else to work.

How do we increase our listing inventory? How do we optimize the most important pieces?

In this episode, we talk about 4 things we need to take more listings.

The seller’s motivation lies a few layers lower than their reason. -Brendon Payne

Three Things You’ll Learn In This Episode

-The key to a successful listing presentation
Why do so many listing presentations fall flat?

- The number one reason why agents lose listing opportunities
How do we actually demonstrate that we're salespeople and follow through in the appointment?

-How to expertly present price
What kind of pricing strategy do we need to put in front of sellers?

Be Non-Negotiable About Your Business Feb 23, 2023

Show notes

When we really get down to it, the activities that lead to success in real estate aren’t all that complicated. The challenge is, we need to have an unflinching commitment to them in order for them to truly bear fruit.

In an industry that’s riddled with built-in distractions, that’s easier said than done, but if we are non-negotiable about just 3 things, we can achieve the production goals we want.

In this episode, we share 3 unwavering, non-negotiable commitments every agent should make in their business.

Not having non-negotiables in your business means you’re negotiating on what you deserve in terms of your income and production. -Brendon Payne

Three Things You’ll Learn In This Episode

-The key component to getting any deal done
How do we consistently put ourselves in a position to get hired by someone?

-How to stay sharp as a tack
Why do we have to improve our skills and practice more than we did when we first started?

-How to manage negative emotions
In real estate, negative feedback comes with the territory, how do we combat the demotivating effect it can have on us?

Online Lead Conversion Just Got A Lot Harder Feb 09, 2023

Show notes

As tech gets smarter, online lead gen platforms face more restrictions, and consumers get less tolerant of marketing, agents are faced with a sharp decline in their lead conversion.

The barriers between us and the consumer’s inboxes are higher and more numerous than ever before, so how do we still convert leads at a high level?

In this episode, we talk about a problem all agents are facing in their lead generation efforts and how to work around it.

The first connection you make with someone needs to be authentic. The chances of them opting out of receiving your text are less if you started the relationship with a live call. -Greg Harrelson

Three Things You’ll Learn In This Episode

How to remove the barriers to the inbox
If people treat a text from an unsaved number as spam, how can we work around it?
Why we can’t hide behind technology anymore
Is the answer to better lead conversion as simple as a new text script?
The database of the future
Why should our focus be on deepening our relationships instead of going wide?

Get Back in the Game: 6 Reasons to Get Excited About Real Estate in 2023 Jan 26, 2023

Show notes

Between the market conditions of the last few months of 2022 and taking time off for the holidays, it’s natural to feel a bit sluggish and slow-to-start in the new year, but there are many encouraging signs to get pumped about real estate in 2023.

What can we glean from lead flow, market cycles, and even the consumer’s current behavior?

In this episode, we share 6 indicators that you can still hit and even exceed your goals this year.

The consumer is starting to get back in the game a lot sooner than agents are - use this to get yourself back in the game. -Brendon Payne

Three Things You’ll Learn In This Episode

Activities that indicate people’s motivation
Can we expect more activity on both the buyer and seller side this year?
Why deals might come easier than you think
Why do interest rates point to a much better market prognosis?
How market reporting cycles work in your favor
Will we see more movement in the market because people have now adjusted to how things are today?

Top Agent Priorities In The New Year Jan 05, 2023

Show notes

As we kick off a new year, and set our intentions and goals for our businesses - it’s important to get our priorities in check.

In this market, there are 3 things top agents have to commit to consistently to keep getting results. How do we increase our confidence in conversations? What conversations do we need to get better at having?

In this episode, you’ll learn 3 things you need to do to be effective and efficient in your real estate business.

Increase your skills as a communicator because the better you are as a communicator, the easier it is for you to convert. -Brendon Payne

Three Things You’ll Learn In This Episode

The confidence created by data
Why does hyperlocal data beat national market trends?
Why we have to increase our activity in this market
How can we convert more if there’s less transactions taking place?
The key to better conversations
How can we tell if we’re listening enough to our clients or just telling them what to do?

Maximizing Your Time Off During The Holidays Dec 29, 2022

Show notes

When you spend an extended period of time away from your business, it can be hard to get back into the swing of things, which compromises our productivity. Knowing how to minimize the impact on your business is a key skill all agents need to have.

How do we stay engaged with our businesses during the holidays?

In this episode, we talk about getting the most out of our time off without losing momentum in our businesses.

When we show up back to work, we want to make sure we minimize the downtime between showing up and being in business. -Brendon Payne

Three Things You’ll Learn In This Episode

How to hit the ground running when you return to work
When you take time off, why does it take so long to get back into the groove?
The right way to communicate with people during the holidays
How do we touch base with our sphere of influence and database without asking for business?
The power of reconnecting with your why
How do we get ourselves back in the game mentally and emotionally?

Do Something Every Day....Even If It’s Wrong Nov 23, 2022

Show notes

In a challenging market, many agents become so obsessed with doing everything perfectly, they end up not doing anything at all.

For this reason, taking imperfect action automatically puts you ahead of everyone else, so even if you do the wrong thing, you’ll reap the benefits of being in momentum.

What minimum standard of action do we have to commit to in this market?

In this episode, you’ll learn the value of action, even if it’s imperfect.

You just need to get into action, and even if you send something and it ends up being wrong, the fact that you’re in action puts you ahead of a lot of your competition. -Brendon Payne

Three Things You’ll Learn In This Episode

How to get deals right now
Could waiting for perfection be costing us the low hanging fruit leads in our database?
The power of measuring your attempts
In sports, the more attempts you make, the more likely you are to win. How does this apply to real estate?
Why agents lose momentum
As the market continues to shift, there’s very little time to focus on getting everything 100% right. What should we do to avoid wasting valuable time?

3 Things That Agents Can Do To Fail Right Now Nov 10, 2022

Show notes

In any real estate market, but especially in a transitioning one, failure is only a certainty for the agents who aren’t focused on the right thoughts, behaviors and activities. The good news is, if we’re aware of the common pitfalls that lead to failure, we can sidestep them and make success inevitable.

What completely avoidable factors are contributing to failure right now?

In this episode, we talk about 3 bad habits that will definitely lead to us not meeting our goals.

As agents, our next breakthrough will originate from our thoughts. -Greg Harrelson

Three Things You’ll Learn In This Episode

Winging it vs. an approach by design
Will complacency definitely lead to failure?
How to put your business in cruise control
How does inconsistency create the gaps that wreak havoc on our production?
Why we need an antivirus for our minds
How can we tell if we’re letting our mental guard down and allowing negativity in?

Treat The Next Market Like It’s Your 1st Market & You’ll Be Perfectly Fine Oct 13, 2022

Show notes

When we were new agents, we were hungry, motivated and willing to take massive action to succeed. Over time, this excitement and drive turned into complacency, and now that the market has shifted, it’s easy to feel like we don’t have what it takes to thrive.

Here’s the good news: you’ve already come this far in real estate so you’re well equipped for a market shift. If we would just treat this market like we did our very first market, we would meet and even exceed our goals while other agents are experiencing breakdown. What does a day 1 mentality look like, and how do we make it our default state of being? In this episode, we talk about how to approach a changing market.

If you just treat this market like you did your first market, you’ll be fine. You already know what to do - you don’t lack knowing how. You have to stand up, take massive action on what you already know how to do. -Greg Harrelson

Three Things You’ll Learn In This Episode

The danger of denial
Before we even think of our approach to a new market how do we come to terms with the shift?
Why new agents do well
How do we readjust our attitude, approach and expectations back to a day 1 mentality?
The difference between lead generation strategies
Why is it so important to shift our understanding of lead generation and how to approach it in this market?

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