Level Up - From Agent to Entrepreneur

Most real estate agents don’t want to hear this but, an abundance of leads does not equate to business growth. In fact, too many leads could be the reason for a decline in deals. Getting a truckload of leads sounds great, but if they're not turning into real business, what's the point? Collecting leads like they're going out of style isn't doing us any favors if they just sit the

The lawsuits, litigation and legal concerns on the buyer side prove two things about our industry. The landscape for buyer’s agents is shifting, and unlike the listings side, agents in that space are heavily misunderstood. That doesn’t mean agents who work buyers are obsolete, you just have to differentiate yourself by proving the value you bring to the table. How do we demonst

While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldn’t be further from the truth. As a matter of fact, by thinking of them as one and the same, we could actually be doing ourselves a grave disservice. So, what is the chief difference between the two, then? Is one more likely than the other to get us better results with leads? Co

When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable. The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now. So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over the long ter

In a metrics-obsessed industry, it’s super easy to attach our idea of success to grand numbers and achievements. Unfortunately, this approach can do more harm than good. In our book, the numbers are insignificant. The process is what we should be obsessively fixated on. When our vision of success is tied to what we do every single day, the extraordinary results we seek take care

A listing-based business is a lot more profitable than a buyer-based one, but it’s also harder to grow and scale. Generating seller leads isn't as simple as purchasing a list of buyers. It takes strategy and intentionality to turn a homeowner into someone who’s ready to list. Driving listings is a lot harder than holding an open house, but not impossible. When we build a rich d

In real estate, there will always be a gap between our projected production and actual production. This makes it really hard to know if we’re on target, especially towards the end of the year. If we want to accomplish our goals, knowing what that gap is in detail is critical. How do we analyze that gap, including the leads, pendings and what we have in our pipeline? Why are these

The real estate market might be more challenging than usual, but that’s not why people are struggling. People aren’t hitting their peak performance and this is entirely fueled by mindset. Our mindset can either be a headwind or a tailwind. The more we pay attention to what we tell ourselves, the easier it is to point ourselves in the right direction. In today’s market, mindse

Real estate agents often blame their production issues on bad quality leads. The actual problem isn’t the leads themselves but rather our mindset surrounding them. We don’t respond fast enough, we don’t have the muscle of consistent follow up, and we complain when the lead isn’t ready to take action right this second. How do we develop a better attitude towards leads? How d

When it comes to selling real estate, no one can say they don’t know how, yet so many agents still struggle to take action. In this market, it’s the doers who are getting a bigger piece of the pie. In order to become doers, we have to have to gain confidence. What steps can we take to build our confidence? How do successful agents treat a market like this one? In this episode,