There are two kinds of real estate agents. 

The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market. 

While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times. 

These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. They are faithful to strategies and tactics they deploy daily - like clockwork. 

What skills separate an average agent from the market-proof real estate rockstars? How do you build a business that stays consistent, no matter what? In this episode, we’re sharing the essential skills an agent needs to have to succeed regardless of market conditions. 

An ultimate agent has a business that’s predictable, duplicatable and sustainable. -Greg Harrelson

Things You’ll Learn In This Episode 

• Routine by design vs. routine by default
  Not having a routine is a routine….one that doesn’t lead to the results you want. How do top agents design their days for success? 
  
  
• More contacts, more conversations, more closings 
  Lead gen, follow up and adding value to your database are the lifeblood of a successful real estate business. How do we make sure we’re getting the most ROI from these pillars? 
  
  
• Master the market 
  The average agent doesn’t know much about the market beyond the surface level information everyone knows. How do you differentiate yourself by knowing more? 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

When it comes to building a solid listing-based business, most agents want to quickly get into expired and canceled listings. Here’s the problem: they go after these leads before they’ve built up the confidence and skills they need. This leads to mediocre results, a loss of confidence, and less income. 

Instead of taking this approach, we coach our agents on a step-by-step process to build up to expired and canceled listings by starting with other lead types first. The conversational skills needed to convert expired listings can’t be built up overnight.

The best agents got really good at the foundational skills before they went after the most competitive and challenging leads. If you want to be a successful listing agent, you can’t skip this vital step. 

What lead pillars should we start with in order to gain the skills we need? In part two of our listings webinar, Abe Safa and I talk about how to build up to the highest quality listing leads. 

Things You’ll Learn In This Episode 

• Don’t overlook FRBOs 
  There are so many lead pillars that have less competition than expireds. How do we get easy access to these higher quality leads?
  
  
• One lead pillar at a time 
  The closer a lead is to the transaction, the more advanced the skills we need to have. How do we gain the skills we need for higher level leads? 
  
• The key to being a successful listing business 
  Once we’ve built the skills to go after expired and canceled listings, how do we get the most out of this lead source?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Any real estate agent can become a listing machine in a very short space of time. Even if you’re new to the business, if you’ve been working with buyers your whole career, or you just want to multiply your listing inventory. 

If you put the right pieces in place, you can build a solid listing-based business that can withstand all market conditions. The challenge is: a lot of what agents are taught to get more listings actually works against that goal. 

We’ve coached hundreds of agents on a different strategy, and it works every single time. 

Why do we have to master the listing presentation before we generate a single lead? Are lead gen companies actually making it harder to build a successful listing-based business?

In this episode, Abe Safa joins me for the first of a two-part webinar where we share a step-by-step process for building a strong listing-based business. 

Things You’ll Learn In This Episode 

• Why seasoned agents struggle more than newbies 
  Experienced agents often plateau because they get complacent. How do you refocus on the fundamentals if you’ve faltered?
  
  
• Master the listing presentation first 
  Most coaches and leaders teach agents to focus on everything but the listing presentation first, why do we coach our agents to start with it? 
  
  
• Double down on prospecting 
  Lead companies want you to focus less on generating leads yourself and more on depending on them. How does this put your profits at risk? 
  
  
• An unproductive metric 
  Dial attempts don’t matter as much as actual conversations, so what metric should guide our prospecting?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

In today’s real estate market, many agents are asking the same question: how do I get more leads, listings and increase my production? 

Well, there are a lot of different ways to generate more listings right now. But before you dive into a strategy, you have to make sure it works for you, and that it’s a method you can do day in and day out. 

Because here’s the thing: most activities, done consistently will work and even the best strategies done inconsistently won’t yield a result. 

There are 3 conditions that need to be present if you want to build up your listing inventory. How do we set ourselves up for success? What is the difference between an active strategy and a passive one? In this episode, I talk about the 3 “magic pills”  that will get you more listings right now.

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Every day in real estate is a battle against distractions, shiny objects and unproductive activities. Accountability is one of the most powerful ways to combat these things and stay on the path of activities that lead to success. 

The problem is: a lot of people don’t understand what accountability is. They think it’s a form of micromanaging or policing your activities. Accountability is really just about providing the support that keeps you consistent so you achieve what you set out to do. 

How do I help my agents with accountability? How does accountability make achieving our goals easier? In this episode, I talk about the point most people miss when it comes to accountability. 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

When interest rates rise, inventory wanes and working with buyers gets harder, real estate agents flock to listings. There are so many ways to generate seller leads, from direct mail to calling expireds, but those methods aren’t for everyone. 

The most effective way for any agent to get leads would have to be online - ads in particular. But in order for this to work, there are some things we have to avoid.

For ages, we’ve been told that speed to lead is the way to go, but when it comes to online lead ads, this might actually put off potential clients. What’s the best way to contact these leads? What should we say to them? In this episode, I share how to increase the conversion of your online seller leads. 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

When it comes to online buyer leads, generating a list of potential clients is the easy part. There is no shortage of lead sources and platforms that collect names. The hard part is converting those leads. 

Between bad or incomplete information and low response rates, there are many factors that can tank the success of our efforts. 

Now we might not be able to control everything, but plenty of agents are doing very well with online leads by making a few simple tweaks to their process. Can making more contact attempts lead to higher ROI? Why is speed-to-lead so critical? In this episode, I share simple hacks to get more out of your online leads. 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

If you asked real estate agents what they spend the most money on, lead generation would be at the top of the list. The only problem is, when the conversion of those leads is low, it tanks our ROI and in turn, our profitability. 

When agents struggle with conversion, they tend to blame the lack of return on the quality of the lead. 

But my experience with different lead sources and platforms proves that this isn’t true. After evaluating tens of thousands of leads across different sources, this is what I’ve found. 

The most impactful ratio to the conversion of a lead is the agent’s activity. 

What can we do to increase our conversion and get a higher ROI? In this episode, I talk about 3 metrics that will transform your lead conversion efforts. 

Things You’ll Learn In This Episode 

• The truth about “bad lead sources” 
  Real estate agents love to blame low conversion on the lead source. What actually drives our success in lead generation? 
  
• 3 metrics that will transform your lead conversion
  Lead conversion isn’t just one ratio - it’s made up of 3 metrics we need to pay attention to. How can we boost our conversion through the capture-to-contact, contact-to-appointment and appointment-to-written contract ratios? 
  
• What hurts your conversion the most 
  When a lead source is bad, it’s usually because of our activity (or lack thereof). What action will immediately increase our conversion?  

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

If you’re in the online lead gen game, you’ll notice that it’s gotten a lot harder lately. 

It doesn’t matter what platform you’re using - deliverability has plummeted, open rates and replies have decreased, and more consumers are sending the dreaded opt-out message. As a result, the conversion ratio from online capture to connection has dropped drastically and the price-per-lead is going to skyrocket. 

With all our communications getting filtered more heavily, sending one-size-fits-all email blasts just won’t cut it. We have to make sure we’re sending valuable content. 

Could automation be killing our lead conversion? How do we escape the opt-out message? 

In this episode, my friend and business partner, Abe Safa returns to talk about how to deal with the lead conversion challenges we’re all facing. 

Ease off of automation. The first attempt to reach someone can’t be automated. -Abe Safa

Things You’ll Learn In This Episode 

• Ease off the automation 
  Adding automation to our lead gen efforts makes us more efficient, but could that be harming our conversion?
  
  
• Spam texting isn’t lead generation 
  For a really long time, we got away with sending one-size-fits-all content blasts instead of authentic, valuable content. How do we get back to quality over quantity? 
  
  
• How to stop the STOP messages 
  We’re less likely to be on the other end of an opt-out if we’re an added contact. How do we ask them to save our number? 

Guest Bio

Abe Safa is a real estate coach, top agent at Century 21 The Harrelson Group and partner in Real Estate Solutions. He grew up in New York and moved to the Myrtle Beach area to attend Coastal Carolina in 1988. Since graduating in 1991, he's lived there and has owned several successful retail stores. Abe started working at age 13, and has been selling or running businesses for over 34 years. He went from being a new licensee, to having over 100 transactions per year. His business background and experience in negotiating and marketing, combined with his unique and precise analytical skills, leaves no doubt that he is a valuable resource. Abe loves to challenge himself and believes that life is all about growing and improving yourself and your community. To learn more, head to https://realestatesalessolutions.com/. 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

In today’s real estate market, many deals are being held up by listing agents who are scared to lose their clients. They know the price the seller is asking is too high, but they can’t tell them because they might get fired. 

As the buyer’s agent, you can use this to your advantage, move the deal forward, and negotiate a lower price. The best part: the listing agent will love you because you’re saying what they’re too afraid to tell their seller. 

Instead of letting deals hang in the balance, you can influence the listing agent and communicate the reality of the market to sellers. 

In this episode, I share a negotiation hack that will help you get more deals across the finish line. 

"A good real estate agent can communicate with the seller and give them the reality of where the market is, while remaining in rapport and maintaining trust." -Greg Harrelson

Things You’ll Learn In This Episode 

• The market is changing
  Inventory is the highest it’s been in 12 months and we’re getting closer to a neutral market. How do we prepare for this? 
  
  
• Be the messenger of the market 
  Listing agents aren’t having the important conversations with their clients because they are afraid to get fired. How do we get around this?
  
  
• Think like the listing agent 
  In this current market, what’s on the mind of listing agents and how can we help them? 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

In the aftermath of the NAR settlement, a lot of agents are panicking about and struggling with one area of the transaction: negotiation.

There are a lot of agents who are worried that these new rules of compensation could be the reason the deal doesn’t work out. Reality isn’t that dramatic. We’ve dealt with deals falling apart over money before, and it’s not the end of the world. If we were able to negotiate our way through that before the settlement, we can do that now. 

In today’s episode, I delve into essential post-NAR negotiation strategies that can help you maximize success after closing the deal. 

When the buyer and seller don’t come to terms, you walk away and find another property. That was true before, and it still holds true after the NAR settlement. -Greg Harrelson

Things You’ll Learn In This Episode 

-The truth about the compensation conversation

Many agents are afraid of being the reason the deal doesn’t work out. Is this fear warranted?

-Don’t let emotion steer you wrong in the negotiation

The settlement has changed a few things about how we do business, but is some of the panic unnecessary? 

-Keep calm and lead the market by example

Are some of the agent reactions being driven by ego and ignorance? How do we make them see reason? 

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!