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 there. If you ever feel like you're swimming in a sea of leads but you’re still thirsty for actual sales, our guest will tell you why that’s happening. Entrepreneur, Preston Guy has cracked the code on turning those endless leads into real, profitable deals.

What’s the secret sauce to making leads actually work for you? How do you keep up with technology without losing that personal touch that seals the deal?

In this eye-opening episode, founder of EZ Home Search and Digital Maverick, Preston Guyton’s here to shake up the usual “more is better” mindset and show us there's a smarter way to work leads.

If you’re giving an agent too many leads, they get confused on what they should do. -Preston Guyton

Three Things You’ll Learn In This Episode  

-More Leads Don't Always Mean More Business

How can agents focus on quality over quantity to enhance their conversion rates? Is there a magic number of leads that’s just right?

-When Tech Meets Touch

How do you blend cool tech with warm conversations?

-Give Older Leads a Second Chance

Why should "old" leads get more love and how can you turn them into your next big win?

Guest Bio

Preston Guyton has carved out a stellar 20-year career in real estate, dedicating his expertise to guiding teams and businesses toward their sales and growth ambitions through targeted consulting, coaching, and networking. Guyton's mission centers on empowering real estate professionals to unlock their full potential and achieve their goals. He is deeply passionate about harnessing technology, systems, and community engagement to bring about innovation, efficiency, and value in the real estate sector. Always keen to expand his knowledge, Guyton values the opportunity to exchange insights and collaborate with fellow industry leaders and experts. 

Check out Preston's game-changing strategies at Digital Maverick (https://digitalmaverick.com) and Easy Home Search (https://easyhomesearch.com).

Follow Preston on Facebook and Instagram for no-nonsense advice and tips that hit home.

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 demonstrate our value? What do buyers care about? In this episode, I share strategies to showcase your value, and how to preserve and increase the buyer side of your business.

Buyers agents are important but they are misunderstood. -Greg Harrelson

Three Things You’ll Learn In This Episode  

-Misunderstood but necessary

There’s a concern that buyer’s agents’ days are numbered, is that true?

-Bringing certainty to the transaction

How can we help buyers cut through the confusion?

-Simplify and save time

How do we shift how we communicate with buyers?

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? Could focusing too much on one or the other be the reason we’re yet to see the results we’re aiming for? 

In this episode, we’re talking scripts and dialogue and unpacking the reason why they’re just not working for some. 

"Scripts are 1 or 2 sentences that you know work every time to help you enter into a dialogue, and 1 or 2 that help you exit the conversation, but they’re not the magic in-between." -Greg Harrelson

Three Things You’ll Learn In This Episode  

-Why dialogue in today’s market is more important than ever before

What are the pitfalls of scripts in a hot market, and why should we be paying more attention to dialogue, instead?

-When scripts are helpful

There’s a time and a place for scripts, so what is it?  

-The hallmark of true dialogue

What does effective dialogue actually look like, and is there a quick fix to getting better at it? 

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 term without coming across as sleazy salespeople?

In this episode, we’re talking how to monetize a rejection and build a phenomenal pipeline for the future. 

While we’re looking for business today, a lot of agents are missing out on opportunities for FUTURE business by taking a ‘no’ at face value. -Greg Harrelson

Three Things You’ll Learn In This Episode  

-How to stay in contact with a lead, no matter what their initial response is

Is there a way to keep leads in our database, even if they won’t be interested in a transaction for the foreseeable future? 

-Why there’s no such thing as a ‘bad’ lead

How can we completely change our mindsets regarding unresponsive or presently uninterested leads? 

-The importance of regular communication

How can we stay top of mind with everyone we reach out to, so even if they’re not looking to sell now, the moment they are, we’ll be their first port of call?

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 of themselves.

Why are process-focused people more successful than results-focused people? How do we lead our agents towards the activities that lead to success?

In this episode, we talk about the foundation of excellence, and why it doesn’t have to be based on the numbers. 

"The people that follow a process and improve their skills end up doing extraordinarily well." -Greg Harrelson

Three Things You’ll Learn In This Episode  

-What drives excellence on real estate teams

As real estate leaders, what’s more important, an agent’s discipline or high numbers and unbelievable metrics?

-Metrics vs. process

If we can’t always control the outcome, what can we always guarantee our control over? 

-Why great leadership starts within

Leadership is about uncovering what holds our people back from following the process they've committed to. How do we raise our level of leadership to do this?

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 database of homeowners, incubate them and provide value, seller lead gen becomes predictable.

How can we see the opportunities sitting in our databases? How do we put intentionality behind our database nurture? In this episode, I’m joined by Ryan Young, a real estate team leader and founder of real estate platform, Fello. He shares how his tool is helping agents put more value into their database and extract more business out of it.

Our industry is lopsided on how we position and build our businesses. It’s very buyer-based. -Ryan Young

Three Things You’ll Learn In This Episode  

-Put the data into database

Some agents have thousands of names in their database, but they don’t know much beyond that. What information is vital to the success of our lead nurture and conversion?

-Don’t get out-scripted by the seller 

How does Fello help us increase conversion by showing us where we went wrong in the follow up process? 

-Never cold call again 

How do we level up the quality of the list of people we call? 

Guest Bio

Ryan Young is the CEO of Fello and the CEO of the Young Team, named by Real Trends and The Wall Street Journal as one of the top 250 teams In the country. As an agent from a family of agents, Ryan has always seen the importance of people in real estate. Through his experience building the #1 team in Ohio and the 18th team in the U.S. (WSJ RealTrends), Ryan built a guaranteed offer platform to rapidly expand and help his agents thrive. Yet, aware of the many PropTech companies that are competing with agents, Ryan saw an opportunity to build something bigger. A platform that solves real challenges for all agents. Leveraging feedback from top teams across the country, Fello was created, the most powerful lead-generation tool in real estate. Since then, Ryan has made it his personal mission to empower all agents with the tools and technology that has empowered his team's success. So agents can stay where they belong, at the center of every transaction. Go to https://hifello.com/ for more information, and get $300 off your onboarding.

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 last 3 months of the year so important?

In this episode, I’m joined by speaker, author and CEO of Real Estate Champions, Dirk Zeller. He shares how we can close our production gap, and how to maintain momentum at the end of the year.

The 4th quarter is the most important quarter of every year. It holds your ability to complete your goals for this year and sets the motivation, speed and intensity of what will happen in the 1st quarter. It controls 2 years, not 1. -Dirk Zeller

Three Things You’ll Learn In This Episode  

-How to have an accurate production scorecard

Which leads count towards our ultimate production of the year, and which ones should we exclude in our tally?

-The 4th quarter is the momentum quarter

Many agents treat October as a chance to slow down. Why are the last 3 months so critical to our success for 2 years? 

-Define the gap, define your actions

If we discover that our production gap is a lot bigger than we anticipated, how do we catch up, even if it means being temporarily out of balance? 

Guest Bio

Dirk Zeller is a speaker, author and CEO of Real Estate Champions. His company trains more than 350,000 real estate professionals each year through live events, online training, self-study programs and newsletters. 

Head to http://realestatechampions.com/ for more information.

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, mindset woes aren’t just hitting inexperienced agents. In fact, it’s the seasoned pros who are struggling most.

How do we stop being fueled by past rejections and failures? How do we shift our mindset by shifting what we do every morning?

In this episode, I’m joined by entrepreneur, business consultant and the founder of I Love Coaching, Adam Roach. We talk about how to get our mindset in check if we want to succeed.

For experienced agents, their ego is getting in the way of their logical actions right now. -Adam Roach

Three Things You’ll Learn In This Episode  

-Don’t let where you’ve been kill where you’re going

How do we audit the past without letting it inform the future?

-The psychology of success 

When we set a new goal, our brains will shut it down because it’s unfamiliar. How do we get that part of our mind under control? 

-The danger of ego 

Why are newer and inexperienced agents seeing more growth while experienced agents are seeing plateaus and dips?

Guest Bio

Adam Roach is an entrepreneur, business consultant and the founder of I Love Coaching. I Love Coaching is a coaching platform built by entrepreneurs for entrepreneurs. We believe in a holistic approach to success and focus on all areas of life to maximize our efforts and achieve our desired results. For more information, follow @adamrroach on Instagram. To secure your ticket to the Whole Life Business Planning Summit go to http://Ilovecoachingsummit.com.

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 do we increase our chances of success? In this episode, Chief Real Estate Officer of OJO Labs, Chris Heller returns. Today, we discuss the lead generation mindset crisis in real estate and how we can solve it.

The concept of bad leads is a fallacy and one of the most damaging thoughts that agents can have. -Chris Heller

Three Things You’ll Learn In This Episode  

-Lead generation by design, not default

Instead of taking action when leads come in, how do we build the muscle proactively and get ahead of the game?

-Lessen your losses 

How do we stop grumbling about leads and take advantage of the enormous, upside opportunity we have in front of us?

-You’re thinking yourself out of business

Many salespeople fear being pushy, but does pushiness have more to do with tonality than frequency of contact?

Guest Bio

Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades. 

For more information, head to https://ojo.com/ and connect with Chris on LinkedIn ---- https://www.linkedin.com/in/chiefrealestateofficerojolabs/

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, Broker/Owner of Century 21 Curran & Oberski, Adam Oberski shares what it takes to win in this market.

The easier the market is to transact in, the lower the level of service is. The tougher the market, the higher the level of service successful agents are providing in that market. -Adam Obierski

Three Things You’ll Learn In This Episode  

-Smaller pie, larger slice 

Most markets are seeing double digit declines year over year. How are some agents seeing success and even growth in such a tight environment? 

-What went right 

Instead of comparing ourselves to and competing against other people, what should our focus be? 

-Scripts = confidence

Many agents think learning scripts turns them into robots, but what’s their real purpose?

Guest Bio

Adam Oberski is the Broker/Owner of Century 21 Curran & Oberski. Adam leads a team of 250 agents who close on average 2500 transactions every year in the Detroit area. He has over nine years of experience in the real estate industry, specializing in residential home sales, customer relationship management (CRM), and real estate negotiating.

Adam’s leadership team is committed to providing consistent, high-level training and coaching to their  agents, as well as a full-time agent services team that supports them with transactions and marketing. They also pride themselves on creating a high-energy and productive environment for their agents, and on offering them the best tools and resources to succeed in their careers. For more information call  734-777-0113, send an email to [email protected], or send him a message on LinkedIn.

Take 2 agents, give them the same leads and scripts, and 1 outperforms the other, what separates them? It’s easy to think it’s a skill set issue, but what actually drives us forward (or pulls us back) is mindset. We can’t outskill a bad mindset, especially in this real estate market.

How do we know that our mindset isn’t as good as it could be? How do we develop a powerful mindset?

In this episode, I’m joined by speaker, coach, successful agent and real estate Closing Machine, Richard Duggal. We share the secrets to an unstoppable mindset.

We could talk about skills for hours, but someone who works on a more powerful mindset will outproduce someone who works on their skill. -Greg Harrelson

Three Things You’ll Learn In This Episode  

-Living in congruity 

If you’re confident in your listing presentation, you’ll go on more listing appointments, but what happens when we’re not confident?

-How to break through and never stop growing 

Could we have a lot more success if we stopped setting goals around a dollar amount?

-The secret to getting more people to say yes

How do we become better prospectors without changing our current skill set? 

Guest Bio 

Richard Duggal “The Closing Machine” is a speaker, coach and successful real estate agent. Richard has worked with agents across North America and Europe guiding them to success with his dynamic proactive marketing approach to selling real estate. For more information, head to https://www.richardduggal.com/.