Live UNREAL with Glover U: Recent Episodes

GloverU

Not just another Real Estate podcast filled with interviews and confusing, conflicting messages.

18 year veteran to the business and #1 agent in the state of Michigan (Top 25 in the Nation), Realtor, Jeff Glover shares with listeners EXACTLY what he and his team do to average between 900-1,000 closings annually.

Jeff doesn’t just have ”big team”, he actually walks the talk still to this day, closing over 100 homes a year himself personally!

Tune in each week to a new episode of proven and immediately actionable strategies used by Jeff and his team on a daily basis.

Recorded live at the 2026 Glover U Live Unreal Retreat in Traverse City, Michigan, Jeff Glover sits down with real estate top producer and trainer Shawna Joyce, Director of Training at RE/MAX Results.

With 11 years of experience in real estate, Shawna shares her journey from becoming involved with Glover U and working with Glover U Coach Jacqui to becoming a leader and trainer responsible for helping agents take their businesses to the next level.

Shawna discusses the lessons she learned through coaching, the Happiness Advantage, and how those experiences ultimately helped shape her path into real estate training. She also breaks down how SalesRocket has impacted her own business and how she uses the program to help the agents she trains generate more business and take consistent action.

One of the most valuable parts of the conversation is Shawna's unique approach to implementing SalesRocket. She explains how she keeps agents engaged beyond the program, creates accountability, and gets them to actually execute what they learn.

And the results speak for themselves — Shawna shares examples of agents who have increased their business by more than 60% and another whose business has grown by 200%.

If you're a real estate agent, team leader, broker, or coach looking for proven strategies for real estate lead generation, sales training, accountability, prospecting, and business growth, this conversation is packed with actionable insights.

Build a stronger lead generation plan and learn the 5 pillars top agents use to win more listings in the next 180 days. The second half of the year is where your pipeline either gets built or exposed. In this free training, Jeff Glover breaks down the five pillars of lead generation that help top-producing agents create more conversations, book more appointments, and win more listings.

In this webinar, you'll learn:

• The 5 core pillars of consistent lead generation

• How to identify the best lead sources for your business

• What activities top producers focus on every week

• How to create more seller conversations

• How to build a simple plan you can actually execute If you want to finish the year with more listings, it starts with a stronger lead generation plan.

Download the workbook: https://drive.google.com/file/d/19__si2nMhliXsdF0YzgfDWTKL4LOLuOX/view?usp=sharing Ready to go deeper?

Join Jeff Glover's Prospecting Bootcamp. If you're serious about building a predictable listing pipeline, Prospecting Bootcamp gives you the scripts, daily prospecting plan, accountability, and live coaching to turn these strategies into consistent results.

Learn more: https://gloveru.com/prospecting

Part 2 of Eric Thomas' powerful keynote presentation, recorded live at the 2024 Glover U Live Unreal Retreat in Traverse City, Michigan.

In this inspiring continuation, Eric Thomas (ET) shares the traits that separate good from great. Using examples from legends like Michael Jordan and Tom Brady, ET breaks down the three essentials every high performer needs: the tool, the team, and yourself.

He dives into the importance of creating value, betting on yourself, and surrounding yourself with the right people. ET also delivers a powerful message on change, explaining why successful people don't fear change—they prepare for it.

Whether you're an entrepreneur, leader, sales professional, or someone pursuing personal growth, this keynote is packed with actionable insights to help you reach your next level.

In This Episode:

• The three things every great performer needs
• Lessons from Michael Jordan and Tom Brady
• Why value and self-worth matter
• The power of betting on yourself
• How to prepare for change and future success
• Mindset shifts for achieving greatness

🎙️ Recorded live at the 2024 Glover U Live Unreal Retreat in Traverse City, Michigan.

Part 1 of Eric Thomas' powerful keynote presentation, recorded live at the 2024 Glover U Live Unreal Retreat in Traverse City, Michigan.

Known worldwide as one of the most influential motivational speakers, authors, educators, and pastors, Eric Thomas (ET) delivers an unforgettable message on gratitude, opportunity, personal growth, and execution. Drawing from his own journey through homelessness, growing up without a father, academic struggles, and numerous setbacks, ET shares how adversity can become the foundation for extraordinary success.

In this inspiring first installment, Eric challenges the audience to think beyond their current circumstances and imagine what a life beyond their "best life" could truly look like. He discusses the power of gratitude, recognizing opportunities when they appear, and why the people you surround yourself with can dramatically impact your future.

ET also reveals a powerful truth about success: people often treat you differently when you consistently execute at a high level. His message is clear—stop waiting, stop making excuses, and start executing.

Whether you're an entrepreneur, business owner, leader, sales professional, or someone striving for personal growth, this keynote is packed with practical wisdom and motivation to help you unlock your next level.

In This Episode:* Eric Thomas' journey from homelessness to global success * The connection between gratitude and opportunity * Why your environment and relationships matter * What a life beyond your best life looks like * The importance of execution over excuses * How success changes the way others perceive and respond to you * Mindset shifts for achieving greatness

🎙️ Recorded live at the 2024 Glover U Live Unreal Retreat in Traverse City, Michigan

Be sure to subscribe and stay tuned for Part 2 of this transformational keynote from Eric Thomas.

Recorded live at the 2022 Live Unreal Retreat in Traverse City, Michigan, this is Part 2 of an exclusive keynote presentation featuring bestselling author and marketing expert Jay Baer.

In this session, Jay Baer takes a deeper dive into the power of “Talk Triggers” and explains the five types of Talk Triggers. Drawing from decades of experience consulting major brands like Nike, Salesforce, and Oracle, Jay shares actionable strategies businesses can use to create unforgettable customer experiences that people can’t stop talking about.

In Part 2, Jay breaks down the 5 types of Talk Triggers:

Generosity
Speed
Usefulness
Empathy
Attitude

He explains how each one works, why they are so effective, and how businesses can implement them to increase referrals, improve customer loyalty, and stand out in crowded markets.

Whether you’re a real estate agent, entrepreneur, marketer, or business owner, this keynote is packed with practical insights on customer experience, referral marketing, and building a brand people naturally recommend.

What’s the secret to growing your business through word of mouth in today’s market? In Part 1 of this keynote session from the 2022 Live Unreal Retreat in Traverse City, internationally recognized marketing expert Jay Baer breaks down the proven strategies behind customer experience, referrals, and organic business growth.

Jay Baer is a New York Times bestselling author, Hall of Fame keynote speaker, and business growth consultant who has advised more than 700 brands including Nike, Salesforce, and Oracle. In this powerful keynote presentation, Jay explains how businesses can create consistent referral opportunities by building intentional customer experiences that naturally generate conversations.

In Part 1, Jay covers:

The difference between proactive vs. reactive word of mouth
Why most businesses misunderstand referrals and customer advocacy
His step-by-step recipe for creating proactive word of mouth
How “Talk Triggers” help businesses stand out in crowded markets
The 4 requirements every successful Talk Trigger must have
Customer experience strategies that drive repeat business and referrals

If you want to grow your real estate business, brand, or company through authentic marketing and customer experience, this episode delivers actionable insights you can apply immediately.

In this powerful 1-on-1 interview from the 2026 Live Unreal Summit in Phoenix, Jeff Glover sits down with top-producing real estate agent and team leader Jennifer Skulley to break down the mindset, systems, and culture behind her explosive growth.

With over 22 years in the real estate industry, Jennifer leads a high-performing team at the Glover Agency out of Fenton, Michigan. Her results speak for themselves—growing from 78 units and $21.6M in 2024 to an impressive 145 units and $47.5M in 2025.

In this conversation, Jennifer shares:

The key drivers behind her team’s rapid growth and success
How she built a culture agents genuinely want to be part of
Her transition from solo producer to successful team leader
The strategies she used to recruit, train, and scale her team
The importance of community and the unique ways her team connects in Fenton

Jennifer also opens up about the personal challenges that shaped her journey—including the loss of her son and going through a divorce—and how she found the strength to keep moving forward, one step at a time.

This is more than a real estate interview—it’s a masterclass in leadership, resilience, and building a business that lasts.

👉 Whether you're a real estate agent, team leader, or entrepreneur, this episode is packed with actionable insights and inspiration to help you grow.

In this live interview from the 2026 Live Unreal Summit, Jeff Glover sits down with Nashville real estate agent Jessica Warner and her Glover U coach, Jacqui Bowman, to unpack the strategies, mindset shifts, and coaching that helped Jessica level up her business in a big way.

In 2024, Jessica closed 37 units totaling $20.4M in volume. Just one year later, she scaled to 51 units and $22.7M in 2025—and in this conversation, she breaks down exactly what changed.

Jessica shares her journey into real estate, what she did before the industry, and how her mindset evolved as she grew. She dives deep into the impact of having a coach, how she got involved with Glover U, and why 1-on-1 coaching became a game changer for her business.

You’ll also hear the specific actions she took to create growth in 2025, including:

Rebuilding and optimizing her real estate database
Strengthening her messaging and client communication
Developing a clearer, more focused business strategy
Leveraging coaching for accountability and direction

Jacqui Bowman provides insight into Jessica’s transformation from a coaching perspective, while Jeff Glover helps connect the dots on what agents at any level can learn from her success.

If you’re a real estate agent looking to increase production, refine your systems, or break through to the next level, this episode is packed with practical takeaways you can apply immediately.

In Part 2 of this powerful keynote from the 2025 Live Unreal Retreat in Traverse City, world-renowned speaker and former sports agent Molly Fletcher builds on the foundation from Part 1 and dives deeper into the mindset and habits required to sustain peak performance.

Often called the “female Jerry Maguire” by CNN and ESPN, Molly Fletcher has represented elite names like Tom Izzo, Doc Rivers, and Erin Andrews—and in this continuation, she brings even more high-performance strategies to real estate professionals ready to level up.

Recorded live at the Live Unreal Retreat 2025, hosted by Jeff Glover in Traverse City, Michigan, this episode shifts from her early journey into actionable principles you can apply immediately in your business and life.

The Live Unreal Retreat is one of the nation’s premier listing-focused real estate conferences, attracting over 1,000 top-producing agents each year. Held at the Grand Traverse Resort and Spa, the event blends high-level training with networking and unforgettable experiences—from advanced strategy sessions to one-of-a-kind moments like sunset cruises and beach bonfires.

If you’re ready to take the next step beyond mindset and into execution, this episode will push you to operate at a higher level and turn ambition into results.

In Part 1 of this powerful keynote from the 2025 Live Unreal Retreat in Traverse City, world-renowned speaker and former sports agent Molly Fletcher shares the mindset strategies that helped her rise to the top of one of the most competitive industries in the world.

Often called the “female Jerry Maguire” by CNN and ESPN, Molly Fletcher has represented elite names like Tom Izzo, Doc Rivers, and Erin Andrews—and in this session, she brings those same high-performance insights to real estate professionals looking to elevate their business.

Recorded live at the Live Unreal Retreat 2025, hosted by Jeff Glover in Traverse City, Michigan, this episode dives into Molly’s early life growing up in Lansing, her introduction to legendary motivator Zig Ziglar, and the defining moment when she met him at just 20 years old.

Molly unpacks how to:

Tap into your inner drive and competitive edge
Reframe obstacles as opportunities for growth
Use curiosity as a catalyst for success
Build a resilient, winning mindset in business and life

The Live Unreal Retreat is one of the nation’s premier listing-focused real estate conferences, attracting over 1,000 top-producing agents each year. Held at the Grand Traverse Resort and Spa, the event blends high-level training with networking and unique experiences—from strategy sessions on lead generation and AI tools to unforgettable moments like sunset cruises and beach bonfires.

Whether you're a real estate agent, entrepreneur, or someone looking for motivation to break through barriers, this episode will challenge you to think bigger, act bolder, and pursue “unreal” levels of success.

The market is changing, and if your agents don’t change with it, their production will drop.

In this short clip, Jeff Glover explains why broker/owners and team leaders need to rethink how they recruit producers and get agents into production faster in today’s market.

If you want to increase units, volume, and profitability as conditions shift, join us at LeadUp, April 1–3 at the Diplomat Beach Resort in Hollywood, Florida.

See the full agenda and reserve your seat at:
gloveru.com/leadup

In this episode, Kathy Schweitzer, CEO of Glover U, shares her proven recruiting strategies from a live presentation at the LeadUp 2025 Fall Event in Austin, Texas.

Speaking to a room full of team leaders, brokers, and brokerage owners, Kathy breaks down the exact techniques she uses to connect with top-producing real estate agents, build authentic relationships, and recruit high performers into your organization. If you're looking to scale your real estate team, attract talent, and stand out in a competitive market, this episode is packed with practical insights you can implement right away.

For more leadership-only content like this, join us at LeadUp this April 1–3 at the Diplomat Beach Resort in Hollywood Florida.

Register now at Gloveru.com/leadup

Most people think they have a time management problem.

In this quick clip, Jeff Glover explains why that’s usually not the real issue. Your schedule should be built around your goals and your purpose—not someone else’s routine. When you get clear on what you want and why you want it, your schedule naturally starts to align.

If you want to go deeper on leadership, growth, and building a high-performing real estate organization, join us at LeadUp, April 1–3 in Hollywood, Florida.

Learn more and reserve your seat at:
gloveru.com/leadup

Join Jeff Glover live from the 2025 Live Unreal Retreat in Traverse City, Michigan, for an in-depth interview with top-producing Realtor and Glover U Coach Justin Ford. A Detroit-based agent with 20 years in the real estate industry—and 12 years actively selling—Justin breaks down exactly how he built his production, scaled his mindset, and set himself up for his best year ever.

In 2024, Justin closed 56 units at $18M in volume. As of June 2025, he has already sold 44 units for $15M and is laser-focused on hitting his goal of 100 units and $35M by year’s end. In this episode, Justin reveals the strategies, habits, and systems that are helping him outperform his previous years and what he’s doing differently to win in today’s shifting market.

You’ll hear Justin share:

How he got started working with Jeff Glover and the turning point that changed his business trajectory
Why 2025 is on track to be his best volume year yet—and the exact plan he’s executing to make it happen
His daily routine for listing more expireds, generating consistent leads, and maintaining high accountability
A breakdown of his typical day, from morning mindset to lead gen to follow-up
Why Glover U’s Prospecting Bootcamp can transform any agent’s production
The #1 thing holding most agents back from achieving their goals—and how to overcome it

Whether you're a brand-new Realtor or a seasoned agent looking to scale, this conversation is packed with high-level real estate insights, practical scripts, and real-world performance strategies you can implement immediately.

In this episode of the Live Unreal Podcast, Jeff Glover sits down with Cleveland, Ohio Realtor® Kelsey Wozniak at the 2025 Live Unreal Retreat in Traverse City. With over a decade in real estate, Kelsey has built a thriving business defined by focus, systems, and resilience.

In 2024, Kelsey sold 42 homes for $12.8 million in volume, and by mid-2025, she had already closed 24 units for $7.7 million, on track to hit her ambitious goal of 65 units and $20 million for the year.

In this interview, Kelsey opens up about:

🔥 Overcoming burnout and rebuilding her mindset for long-term success
🧠 What it really means to go all in on the P.L.A.C.S. Method and how she applies it daily
🏡 Her open house strategy that consistently generates listings and buyer leads
💪 The biggest shift that leveled up her production—leveraging a showing agent
🚀 How Glover U coaching helped her scale her business while regaining balance

If you’re a real estate agent looking to reignite your passion, master the fundamentals, and implement proven systems to grow, this episode is a must-listen.

Listen now to learn how Kelsey transformed her business and what it truly takes to go “all in” on your goals.

In this episode of the Live Unreal Podcast, Jeff Glover sits down with Traverse City-based real estate agent and team leader, Eric Levanduski, recorded live at the 2025 Live Unreal Retreat in Traverse City.

With 8 years in the industry, Eric has grown from an individual top producer into one of the most respected team leaders in Traverse City. In 2024, he personally sold 28 units for $8 million, while his team closed 243 units for $112 million. By June 2025, Eric had already sold 14 units for $6.5 million, and his team reached 159 units for $85 million—well on their way to their 2025 goal of 325 units for $200 million.

In this conversation, Eric shares what keeps him coming back to Glover U year after year, and how the Live Unreal System has helped him create a business built on accountability, strong culture, and consistent production.

🔑 What You’ll Hear in This Episode:* 🏁 Eric’s first expired listing experience — and the lessons that changed his approach forever * 📞 His proven strategies for converting expireds and FSBOs that his team uses to dominate listings * ⚙️ How he’s implementing the Glover U systems within his team for accountability and growth * 🚀 Eric’s top lead sources outside of expireds — and how he maximizes every opportunity * 🎯 The most important elements of running successful real estate events that attract clients * 🏡 How he leverages listings to create momentum and consistent pipeline flow * 💬 What it takes to build and maintain a winning team culture * 📈 Why accountability is the backbone of his $200M vision

Whether you’re a solo agent looking to level up your listings, or a team leader building structure and culture, this episode is packed with actionable insights you can implement immediately to take your real estate business to the next level.

In this episode of the Live Unreal Podcast, Jeff Glover sits down with Akron, Ohio real estate agent Luke O’Neill at the 2025 Live Unreal Retreat in Traverse City, Michigan. With 10 years in the business, Luke is on track for his biggest year yet—after selling 135 homes for $35 million in 2024, he’s already closed 72 units for $17.5 million by mid-2025, with a goal of 150 units and $40 million in volume.

Luke opens up about what’s driving his record-breaking year, including:

🔑 His top sources of business and how he maximizes each one
🧠 Conversion strategies that set him apart from competitors
💬 His powerful approach to follow-up and buyer consultations
💡 How he gets buyers to say yes to a consultation (and why it matters)
❤️ The ways he’s adding value to his database and leveraging tools like Fellow to stay connected
🚀 How Glover U has shaped his growth, mindset, and results

Whether you’re a solo agent, team leader, or aspiring top producer, this episode is packed with actionable strategies and inspiration to help you make your next year your best one yet.

👉 Tune in to learn how Luke O’Neill is raising the bar and building a scalable, relationship-driven business in 2025.

In this episode of the Live Unreal Podcast, Jeff Glover sits down with Nashville real estate agent Ralph Pearson at the 2025 Live Unreal Retreat in Traverse City, Michigan. Ralph has been in the business for eight years and has built a thriving career rooted in relationships, referrals, and relentless consistency.

In 2024, Ralph closed 75 units for $33 million in volume, and by mid-2025 he was already at 44 units and $20 million—well on his way to his goal of 90 units for $41 million this year.

Ralph opens up about his emotional journey into real estate, the challenges he faced while supporting his wife and family, and how joining Glover U transformed not only his business but his mindset.

Jeff and Ralph dive deep into:
✅ The specific sources of business fueling Ralph’s production
✅ How he gets client reviews that attract new leads
✅ What he does differently to earn agent-to-agent referrals
✅ The systems he uses to build long-term relationships with other agents
✅ His social media focus for the rest of 2025
✅ And Ralph’s #1 piece of advice for agents attending their first Glover U event

Whether you’re a new agent looking to build momentum or a seasoned pro ready to elevate your systems, Ralph’s story and strategies will inspire you to take your business to the next level.

Join Jeff Glover live from the 2025 Live Unreal Retreat in Traverse City, Michigan, for an inspiring interview with Detroit real estate agent Davonte Moore. With 11 years in the business, Davonte has proven his consistency and drive—selling 57 units for $9.6 million in 2024 and already hitting 29 units for $4.7 million halfway through 2025, with a goal of 75 units and $13.5 million in volume this year.

In this episode, Davonte reveals why 2025 is shaping up to be his best year yet—not just in production, but in life and business balance. He dives into:

How health and fitness have boosted his real estate performance
His accountability systems, morning routine, and daily contact goals
A step-by-step breakdown of his lead follow-up plan
How to succeed with expired listings—from securing the appointment to winning at the table
The key differences between expired appointments vs. database appointments
His proven social media strategy for winning new clients
What keeps him motivated and why he chooses to stay on a real estate team

If you’re a realtor looking to sharpen your skills, level up your daily habits, and gain actionable strategies to win in today’s market, this episode is packed with insight from one of Detroit’s most consistent producers.

In this episode of the Live Unreal Podcast, Jeff Glover sits down with Kate Carlton, a top-producing real estate agent from Raleigh-Durham, North Carolina, at the 2025 Live Unreal Retreat in Traverse City, Michigan. With over 10 years in the business, Kate has consistently grown her production year over year. In 2024, she sold 94 homes for $47 million in volume, and by June of 2025, she had already closed 45 homes at $25 million, putting her well on track toward her goal of 110 units for $55 million in 2025.

Kate shares why 2025 is shaping up to be her best year ever and reveals exactly how she’s using social media to grow her real estate business. She breaks down her must-dos for social media, her unique approach to storytelling, and how she gets clients to not only follow her online but also become part of her database and community.

You’ll hear how Kate turns her database into a thriving source of repeat and referral business, the strategies she uses to stand out, and how she’s built a loyal community that fuels her growth. She also opens up about the role Glover U has played in her success and the specific value she’s gained from attending the Retreat.

If you’re a real estate professional looking to leverage social media, build a stronger database, and create deeper client relationships, this interview is packed with actionable takeaways you won’t want to miss.

Join Jeff Glover live from the 2025 Live Unreal Retreat in Traverse City as he sits down with Detroit real estate agent Ryan Maceri for an inspiring and tactical conversation. With 10 years in the business, Ryan has built a reputation for consistency, strong client relationships, and a relentless drive to succeed.

In 2024, Ryan sold 79 units for $19 million in volume, and by June 2025 he’s already at 38 units for $9.2 million with a goal of 90 units and $22 million in volume for the year. In this interview, Ryan reveals what he’s doing differently to make 2025 his best year ever.

You’ll hear:

How Ryan consistently converts Realtor.com leads into closed deals
The systems he uses to drive repeat and referral business from his database
The unique client events and VIP boxes that keep him top-of-mind with past clients
His personal journey of being diagnosed with cancer in 2020, the struggles he faced, and how he overcame them
The biggest takeaways from 1-on-1 coaching with Glover U and how it’s helped him scale his business
How he’s gained back valuable time with his family while continuing to grow his production

If you’re a real estate agent looking for proven strategies to grow your business, increase database referrals, and stay consistent even through life’s toughest challenges, this episode is packed with actionable insights you won’t want to miss.

Download the Glover U app: https://tinyurl.com/GloverUapp

Follow Glover U:

• Facebook: https://www.facebook.com/GloverU

• Instagram: https://www.instagram.com/gloverucoaching/

• LinkedIn: https://www.linkedin.com/company/glover-u

• Website: https://www.gloveru.com

• Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this episode of the Live Unreal Podcast, Jeff Glover sits down with powerhouse agent Erin Ward from Norfolk, VA at the June 2025 Live Unreal Retreat in Traverse City. Erin has been in real estate for 9 years and is on track for her best year ever—after closing 161 units for $71 million in 2024, she’s already at 77 units for $35 million halfway through 2025, with a goal of 185 units and $90 million in volume.

Erin shares the exact shifts that helped her transform from running a personality-driven business to building a true sales-based business. She dives into the role skills training played for her and her team, how she improved her own sales skills, and why consistent training has been the foundation of their success.

You’ll also hear how Erin leverages her contacts and database to fuel growth, the strategies behind her steady stream of agent-to-agent referrals, and the powerful ways she’s giving back to her community and industry. Plus, Erin reveals the #1 thing she’s applying from Glover U and 1-on-1 coaching that’s helping her reach new levels in her business.

If you want to learn how to build a high-production real estate business, generate more referrals, and scale with proven systems, this interview with Erin Ward is a must-listen.

Download the Glover U app: https://tinyurl.com/GloverUapp

Follow Glover U:

• Facebook: https://www.facebook.com/GloverU

• Instagram: https://www.instagram.com/gloverucoaching/

• LinkedIn: https://www.linkedin.com/company/glover-u

• Website: https://www.gloveru.com

• Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this episode of the Live Unreal Podcast, Jeff Glover sits down with Mimi Hsu, Director of Operations at High Performance Real Estate Advisors in Charlotte, NC, recorded live from the June 2025 Live Unreal Retreat in Traverse City, Michigan.

With over 12 years of real estate experience, Mimi has played a key role in driving her team’s success. In 2024, High Performance Real Estate Advisors closed 178 units for $65 million in volume. By mid-2025, they had already sold 106 units for $44 million, with a team goal of 190 units and $75 million in volume for the year.

In this interview, Mimi shares exactly how their team continues to win in a shifting and slow real estate market. She dives into:

Sources of business that are producing consistent results
How they leverage client reviews to generate leads and their exact process for encouraging reviews
Strategies for converting expired listings and FSBOs
The two things that set their team apart from the competition
Challenges on the operations side and what a typical day looks like running a high-performing team
How Glover U coaching has helped her leadership and overall team growth

Whether you’re a real estate agent, operations leader, or team owner, you’ll walk away with practical strategies to grow your business, attract more clients, and stay competitive in today’s market.

Download the Glover U app: https://tinyurl.com/GloverUapp

Follow Glover U:

• Facebook: https://www.facebook.com/GloverU

• Instagram: https://www.instagram.com/gloverucoaching/

• LinkedIn: https://www.linkedin.com/company/glover-u

• Website: https://www.gloveru.com

• Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this episode of the Live Unreal Podcast, Jeff Glover sits down with Michigan real estate agent and independent brokerage owner Nate Paulus from Niles, MI. With 7 years in the business, Nate has proven himself as both a successful broker and a top-producing agent. In 2024, Nate personally sold 49 units for $17M in volume, and by June of 2025, he’s already closed 20 units at $6M, with a goal of 55 units and $20M in 2025.

Nate shares how he balances the challenges of running a brokerage while still consistently producing 50+ personal units a year. He breaks down his database strategy and reveals the biggest factor driving referral business from his sphere. You’ll also learn his proven system for hosting client events that generate long-term loyalty and new business opportunities.

Jeff and Nate also dive into how Nate successfully broke into a higher price point, how he leverages listings to generate more listings, and the number one takeaway he’s gained from working with Glover U.

If you’re an independent broker or agent looking to scale your business, maximize your database, and build a system that generates consistent referrals, this episode is packed with actionable strategies you can implement today.

Download the Glover U app: https://tinyurl.com/GloverUapp

Follow Glover U:

• Facebook: https://www.facebook.com/GloverU

• Instagram: https://www.instagram.com/gloverucoaching/

• LinkedIn: https://www.linkedin.com/company/glover-u

• Website: https://www.gloveru.com

• Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this episode of the Live Unreal Podcast, Jeff Glover sits down with Orlando, FL real estate agent Nikki Ansons at the Glover U Live Unreal Retreat in Traverse City, MI. With 8 years in the business, Nikki is proving that even in a challenging Florida market, big goals are still achievable.

In 2024, Nikki closed 50 units for $20.2M in volume. By June 2025, she had already sold 30 units totaling $12.2M—well on her way to her goal of 60 units and $25M for the year.

In this insightful conversation, Nikki shares:

Her top sources of business and how she keeps her pipeline full.
How reframing her mindset on open houses led to better results.
The power of hybrid farming—and the exact strategies she’s using to dominate her market.
Why she knows her numbers inside and out, and what she tracks on her cumulative board.
How she’s perfecting her craft to make 2025 her best year yet.

Whether you’re a new agent or a seasoned pro, you’ll walk away with actionable ideas to thrive—no matter what the market throws your way.

Download the Glover U app: https://tinyurl.com/GloverUapp

Follow Glover U:

• Facebook: https://www.facebook.com/GloverU

• Instagram: https://www.instagram.com/gloverucoaching/

• LinkedIn: https://www.linkedin.com/company/glover-u

• Website: https://www.gloveru.com

• Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

Ready to boost your income fast?

Join coaches Matt Marsoupian and Lee Rosa for a free webinar where you’ll learn exactly how to focus on what matters most, tap into the opportunities already in your database, and handle objections with confidence so you can start getting paid in just 90 days.

What to Expect:

Execute What Matters, When It Matters: Use our Pathway to Payday tool to lock in your daily focus on the highest-dollar-producing activities—no more guesswork, no more wasted time.

Mine the Gold You Already Own: Stop chasing cold leads and start converting the warm ones. Follow our database ROI plan to pull hidden listings and referrals straight from your existing relationships.

Crush Objections Without Flinching: Master the Glover U objection-handling framework that turns “Let me think about it” into “Let’s set the appointment.”

Learn more about Jeff Glover, the #1 producing real estate coach in North America, and Glover U at gloveru.com.

Join Jeff from the 2025 Live Unreal Retreat in Traverse City for a powerful, real-time demonstration on Pricing and Price Reductions—one of the most critical (and commonly resisted) conversations in today’s real estate market.

In this episode, Jeff teams up with two top Glover U Coaches for a live mock pricing call, walking step-by-step through real-world seller objections and resistance to price conversations. You’ll hear actual scripts, seller pushbacks, and how to overcome them using proven Glover U pricing strategies.

Whether you’re a new agent or a seasoned professional, this deep dive into pricing psychology, seller behavior, and objection handling is packed with actionable takeaways. Plus, Jeff wraps up the session with his top-performing dialogs that agents can start using immediately to win trust and drive results.

In this inspiring interview, Glover U Head Coach Kate Simon sits down with Jay Menger, a Southern Wisconsin-based real estate agent and Army veteran who made the bold leap from dual-career cop to full-time real estate professional.

💥 In just under three years, Jay went from selling 6 homes and $2.7M in volume to being on pace for 50+ units in 2025—tripling his income and completely transforming his life and business through Glover U coaching.

🔑 Inside this interview, you'll learn:

How Jay transitioned from law enforcement to full-time real estate
The three pillars of his business that accelerated growth
Why expireds, FSBOs, and land deals are his top sources
How his military and police background gave him a discipline edge
The mindset shifts that took him from surviving to thriving
How Glover U helped him design a life worth living—with more income, more freedom, and more family time

🧠 Whether you’re new to real estate, working a dual career, or stuck in neutral, Jay’s story proves that with the right coaching, structure, and grit—you can achieve massive success.

In this powerful episode from the Live Unreal Summit in Phoenix, Jeff Glover sits down with top-producing Daytona Beach realtor Amanda Rupp, who shares how her team skyrocketed from 180 closings in 2023 to 281 units in 2024—after implementing the Glover U system. Now aiming for 400 closings in 2025, Amanda reveals the key shifts that drove her massive growth.

Tune in to hear how Amanda built a listing-first real estate business, leverages social media for lead generation, and uses a mastermind model to grow and train her team. She breaks down her database strategy, her team’s training calendar, and the specific Glover U tools that helped fuel her results.

Whether you're a solo agent or building a team, Amanda’s journey offers a blueprint for scaling sustainably and strategically.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

Growing your business starts with the right people. In this webinar, we’ll break down a simple system for recruiting productive agents who drive real results. Learn how to identify the right talent, attract them to your team, and create a path to long-term growth and profitability.

See the full webinar schedule at: gloveru.com/webinar

Learn more about Jeff Glover, the #1 producing real estate coach in North America, and Glover U at gloveru.com.

Listings are the key to a predictable and profitable real estate business. In this webinar, we’ll walk through the system top agents use to consistently take more listings and actually get them sold. Learn the steps to attract, convert, and close more sellers with less guesswork.

See the full webinar schedule at: gloveru.com/webinar

Learn more about Jeff Glover, the #1 producing real estate coach in North America, and Glover U at gloveru.com.

Seller leads are out there, you just might be looking in the wrong places. In this webinar, we’ll uncover five often overlooked sources of seller leads and show you how to tap into them with simple, effective strategies. Perfect for agents who want more listings without chasing cold leads.

See the full webinar schedule at: gloveru.com/webinar

Learn more about Jeff Glover, the #1 producing real estate coach in North America, and Glover U at gloveru.com.

Download the Glover U app: https://tinyurl.com/GloverUapp

Follow Glover U:

• Facebook: https://www.facebook.com/GloverU

• Instagram: https://www.instagram.com/gloverucoaching/

• LinkedIn: https://www.linkedin.com/company/glover-u

• Website: https://www.gloveru.com

• Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

If your social media posts aren’t getting the engagement you expected, you’re not alone. In this webinar, we’ll take a straightforward look at the most common reasons real estate agents see low engagement—and walk through practical steps you can take to improve it starting today.

See the full webinar schedule at: gloveru.com/webinar

Learn more about Jeff Glover, the #1 producing real estate coach in North America, and Glover U at gloveru.com.

Download the Glover U app: https://tinyurl.com/GloverUapp

Follow Glover U:

• Facebook: https://www.facebook.com/GloverU

• Instagram: https://www.instagram.com/gloverucoaching/

• LinkedIn: https://www.linkedin.com/company/glover-u

• Website: https://www.gloveru.com

• Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

Download the workbook! https://drive.google.com/file/d/1v56eohlXRKwhhD8bV5n4mSj7luFt_Agd/view?usp=share_link

Video isn’t just for views, it’s for results. In this free summer webinar, we’ll break down proven video strategies that help real estate agents build trust, generate leads, and close more deals. Learn what to say, how to say it, and where to post it so your content actually converts into commission.

See the full webinar schedule at: gloveru.com/webinar

Learn more about Jeff Glover, the #1 producing real estate coach in North America, and Glover U at gloveru.com.

Download the Glover U app: https://tinyurl.com/GloverUapp

Follow Glover U:

• Facebook: https://www.facebook.com/GloverU

• Instagram: https://www.instagram.com/gloverucoaching/

• LinkedIn: https://www.linkedin.com/company/glover-u

• Website: https://www.gloveru.com

• Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

Download the workbook: https://drive.google.com/file/d/1qDQx4DgcC4RJ6FNs01ol6xoX1zMjy0hF/view?usp=share_link

Scale your business without the chaos. In this video, we’re breaking down the five essential systems every growth focused real estate agent needs to build a strong and sustainable foundation. From lead generation to follow up, marketing to conversion—learn how to streamline your business and set yourself up for long term success.

Download the Glover U app: https://tinyurl.com/GloverUapp

Follow Glover U:

• Facebook: https://www.facebook.com/GloverU

• Instagram: https://www.instagram.com/gloverucoaching/

• LinkedIn: https://www.linkedin.com/company/glover-u

• Website: https://www.gloveru.com

• Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this powerful Glover U Summit interview, Jeff Glover sits down with Atlanta-based real estate leader Nikki Bonds, whose team closed 114 units in 2024—with sights set on 125 in 2025. Nikki dives into how the Glover U system is driving her production, team culture, and personal mindset to new heights.

You'll learn Nikki’s top sources of business, how she’s generating more 5-star reviews, and what makes her database value proposition stand out in a competitive market. She also shares how she’s coaching her agents toward their “Unreal Life” and what that dream life looks like for her personally.

Whether you’re a solo agent or leading a team, this episode is packed with actionable insights on real estate systems, mindset, client experience, and building a scalable business with purpose.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this high-impact episode from the Glover U Summit, Jeff Glover interviews Milwaukee real estate agent Scott Klaas, whose team sold 108 homes in 2024 and is aiming for 260 units in 2025.

Scott shares what’s changed in his business over the past 90 days, including how he’s leveraging his client database, building a standout client experience, and training his team to become a top-performing sales organization. He also opens up about personal challenges, the systems helping him scale, and breaks down his proven listing playbook.

Perfect for agents and team leaders ready to grow fast with the right strategy, systems, and mindset.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this high-impact episode from the Glover U Summit, Jeff Glover sits down with Stephanie Checkley, a top-producing real estate agent from the Twin Cities of Minnesota and graduate of the 76 Hard program. In 2024, Stephanie closed an impressive 60 units, and she's aiming for 78 units in 2025—but her mindset and systems are what truly set her apart.

🔑 What you’ll learn in this episode:

Why Stephanie took on the 76 Hard challenge despite already being a top performer
Her #1 takeaway from completing the program—and how it changed her business
The exact morning routine that keeps her focused and consistent
How Glover U’s SalesRocket, 1-on-1 Coaching, and live events fueled her growth
Tips for winning with expired listings in today’s market
Strategies for balancing family life with high-level business goals

Whether you're a new agent or a seasoned producer, Stephanie’s story offers powerful insights into the discipline, mindset, and coaching support needed to break through to the next level.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this high-impact episode recorded at the Glover U Summit, Jeff Glover interviews Ryan Rice, a rising real estate agent from North Carolina and graduate of the transformative 76 Hard Program. Ryan shares how this mental toughness challenge helped him align his daily habits with long-term goals, develop greater accountability, and operate with laser-focused intentionality—all while pursuing his goal of closing 36 homes in 2025.

During the interview, Ryan breaks down:

His biggest takeaways from completing the 76 Hard challenge
How his favorite aspects of the program
His daily real estate game plan for success
How he built a lead generation strategy using his database, expired listings, FSBOs, and internet leads
The profound impact of Admiral William McRaven’s book “Make Your Bed” on his mindset and business performance

Whether you’re looking to build mental toughness, increase lead conversion, or create a business fueled by intentional action, this episode is packed with proven strategies and inspiration for real estate agents at any level.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this powerful episode of the Glover U Podcast, Head Coach Kate Simon sits down with Rich Ganim, a top-producing real estate agent from Cleveland, Ohio, who shares how Glover U Coaching helped him break through a plateau and completely transform his business—and his life.

Before joining Glover U, Rich was finding some success—closing 33 homes and $12.8 million in volume in 2023—but he wasn’t fulfilled. Burned out, unbalanced, and unsure of his next step, Rich knew something had to change. Fast forward to 2024, with Glover U Coaching in his corner, he closed 53 units and $15.5 million in volume—but the real story is in the personal transformation and reignited passion for the industry.

🔥 In this episode, you’ll learn:

Why Rich felt “stuck” before coaching—even though he was producing
His exact decision-making process for joining Glover U Coaching
The business strategies and tactical insights that made a difference
How coaching impacted his work-life balance and family life
Advice for agents who are hesitant about hiring a real estate coach

Whether you’re a new agent or a seasoned professional, this episode offers real, actionable insights into how coaching can shift not just your numbers—but your mindset and lifestyle.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this powerful episode of the Glover U Podcast, Jeff Glover sits down with LaTreasa Blackmon, a rising real estate agent from Metro Detroit, and recent graduate of the 76 Hard program. LaTreasa shares her transformation journey—from struggling with consistency to becoming laser-focused and driven toward her ambitious goal of 65 units in 2025.

Tune in as she dives into:

💥 Her biggest takeaways from the 76 Hard program
⏰ How she wins the morning and structures her daily routine
🎯 The power of accountability and role-play partners
📈 When she started seeing real results after 76 Hard
🔁 Why she’s committing to take the 76 Hard challenge again

Whether you're a new agent or a seasoned pro, this episode is packed with actionable tips on mindset, motivation, and what it really takes to succeed in real estate. Don’t miss this inspiring story of growth, grit, and goal-setting.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

In this powerful episode of the Glover U Podcast, Jeff Glover sits down with Mike Little, Principal Broker at Iron Valley Real Estate Hampton Roads in Virginia Beach. Mike launched his real estate business in 2020 with just 13 agents—and in just a few short years, he's scaled to 378 active agents across 7 franchises. With a staggering $911 million in sales volume in 2024 and a goal of hitting $1 billion and 3,200 units this year, Mike shares the exact strategies behind his meteoric rise.

Tune in to hear how partnering with Glover U’s SalesRocket Platform transformed his business. Mike reveals what training looked like before SalesRocket, and how agent productivity skyrocketed from 4.3 to 11.6 units per agent after full adoption. He dives into how he customized the program to fit his team’s needs, used it as a high-conversion recruiting tool, and built a performance culture that attracts top talent.

Whether you're a team leader, broker-owner, or aspiring top producer, this episode is packed with actionable strategies to scale your business, grow your team, and dominate your market.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

gloveru #realestate #realtor #coaching #realestatecoach #SalesRocket

In this powerful episode, Jeff Glover sits down with Kyle Swinney, a rising real estate agent from San Antonio, TX, who’s been full-time in the business since 2022. Kyle shares how completing the 76 Hard Program transformed his mindset, discipline, and approach to growing a real estate career.

🔥 What You’ll Learn in This Interview:

Kyle’s biggest takeaways from the 76 Hard Program
The role of accountability and discipline
New habits in his daily routine after finishing the program
How he's utilizing hybrid farming in his business
The most uncomfortable challenges he pushed through—and why he’s glad he did!

Whether you're a new agent or a seasoned pro, this episode is packed with real, actionable insights from someone who’s walking the walk.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

gloveru #realestate #realtor #coaching #realestatecoach

In this episode, Glover U Coach Andy Nelson sits down with powerhouse husband-and-wife real estate duo Michael and Jessica Bird, who are making waves in the Nashville, Tennessee market. With Jessica’s 6 years and Michael’s 2 years in real estate, the Birds have seen a massive transformation since joining Glover U coaching just 8 months ago.

In this candid conversation, Michael and Jessica open up about:

The challenges they faced before coaching – from unclear roles to struggling with delegation
Why they decided to seek coaching and what led them to Glover U
How coaching has transformed their production and business structure
Their top lead sources and smart business strategies
The power of networking, consistent database management, and their monthly newsletter that drives repeat and referral business
The biggest takeaways from coaching, why they’re staying in the program, and their advice to other agents looking to level up

Whether you're a solo agent, part of a team, or thinking about coaching, this episode is packed with actionable insights and inspiration!

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

gloveru #realestate #realtor #coaching #realestatecoach

In this episode of the Glover U Podcast, Jeff Glover sits down with Canadian top-producing real estate agent Jonathan Drisdelle from Fredericton, New Brunswick. With over 15 years in the business and a stellar track record, Jonathan shares the behind-the-scenes of how he closed 111 units personally in 2024, while his team hit an impressive 207 units. Now, with eyes set on 125 personal units and 275 team units for 2025, Jonathan dives into his proven business plan and strategies for consistent growth in today’s competitive market.

🔥 Here’s what you’ll learn in this episode:

Jonathan’s 2024 business results and key takeaways
His goal-setting process for 2025 and how he plans to hit 125 units
The lead sources that drove the most conversions (including database strategy)
How he executes hybrid farming and circle prospecting effectively
Innovative approaches to agent-to-agent referrals
His powerful video and social media strategy that builds authority and drives leads
Daily and weekend routines that fuel high performance

Whether you're an agent looking to scale your production, build a high-performing team, or get inspired by real-world tactics that work, this episode is packed with actionable insights from one of Canada’s most consistent real estate pros.

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

gloveru #realestate #realtor #coaching #realestatecoach #liveunrealsummit #liveunrealretreat #jeffglover

In this episode, Jeff Glover interviews Kelly Houston, a top-producing agent from Lehigh Valley, PA, who closed 58 units in 2024 and led her team to 190 sales. Now aiming for 75 personal and 335 team units in 2025, Kelly shares her exact business plan, how she works her database, builds social media, and focuses on ROT (Return on Time).

You’ll learn:

🔥 Kelly’s real estate business plan and strategies for scaling a real estate team
💼 How she leverages her database to generate repeat and referral business
📈 Tactics for adding value to your database plan and creating long-term client relationships
📲 Her approach to building a strong social media presence
🕒 How she uses time blocking and accountability to stay focused and productive
🚀 What’s next for Kelly and her team in 2025

_____

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

gloveru #realestate #realtor #coaching #realestatecoach #liveunrealsummit #liveunrealretreat #jeffglover

In this episode, we sit down with top-producing real estate agent Hannah Pannetti from Cleveland, Ohio. She shares how she plans to scale her business from 135 to 235 transactions in 2025 and the pivotal mindset shifts that made it possible. From implementing hybrid farming to revamping her database and staying accountable to her goals, Hannah gets real about the strategies that are driving her success.

🔑 What You’ll Learn in This Episode:

✅ How hybrid farming and community involvement can boost your business

✅ The power of a well-organized database and value-driven client touches

✅ The Midway Mayday strategy for staying on track with sales goals

✅ Why acknowledging referral sources strengthens long-term relationships

✅ The mindset shift that turned Hannah’s past struggles into unstoppable motivation

✅ How breaking down financial goals into ‘needs’ and ‘wants’ brings clarity

💡What’s one strategy from Hannah’s plan that you could apply to your business today? Let us know in the comments!

In this powerful interview, Glover U CEO Kathy Schweitzer sits down with top-producing real estate agents Bill & Elisa Winslow, who closed 60 units for $33M in volume in 2024—and whose team reached 97 units for $45M in sales. For the first time ever, they hit $1 million in GCI! 🚀

🔑 What You’ll Learn in This Episode:
✅ How real estate coaching fueled their growth
✅ Navigating team dynamics, challenges & change
✅ The mindset & accountability strategies that drive success
✅ Mastering expired listings & high-converting prospecting
✅ Building strong client relationships for repeat business
✅ Expert advice for new and aspiring agents
✅ Reflecting on their journey to success & future goals

💡 Whether you're an agent looking to scale your business, a team leader navigating growth challenges, or an aspiring realtor seeking proven strategies, this interview is packed with real estate insights you can’t afford to miss!

_____

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

gloveru #realestate #realtor #coaching #realestatecoach #liveunrealsummit #liveunrealretreat #jeffglover

In this episode, Jeff Glover sits down with TJ Shimek, a rising real estate powerhouse from Traverse City, MI! Since launching his career in 2020, TJ has skyrocketed to success—closing 113 units in 2024—and continues to level up through coaching, mentorship, and relentless discipline.

🔥 Inside the Interview:
✅ TJ’s business plan & how he structures his success
✅ The mindset shifts that transformed his career
✅ Personal sacrifices he made early on to get ahead
✅ His goals for 2025 & vision for the future
✅ Insights from Glover U coaching, SalesRocket, and 76 Hard

If you're looking for strategies to scale your business and stay ahead in the game, this is an episode you don’t want to miss!

📲 Like, comment, and subscribe for more real estate insights!

RealEstate #JeffGlover #TopAgentPanel #GloverU #RealEstateCoaching #BusinessGrowth #Mindset #SalesRocket

In this episode of Glover U Success Stories, Coach Larry Frawley sits down with Miguel Freitas, a licensed real estate agent in London, Ontario, to discuss his incredible journey from struggling to thriving in the industry.
Miguel shares how, in just two years, he went from closing 20 units for $10M in 2023 to an astonishing 45 units for over $20M in 2024—all thanks to the power of real estate coaching. With a 21x return on his coaching investment, he reveals the game-changing strategies that fueled his success, including door-knocking, working expired listings, and mastering time management in a tough Canadian market.
🔑 Key Topics Covered:
✅ Overcoming the biggest challenges in real estate: finding qualified leads & scaling a business
✅ The impact of coaching on sales, mindset, and financial growth
✅ Proven strategies for new and experienced agents looking to dominate their market
✅ The mindset shift that helped Miguel generate $535K in gross commission sales
✅ Advice for realtors who want to level up their business
If you’re an aspiring or experienced real estate agent looking for proven tactics to grow your business, this episode is packed with high-value insights you won’t want to miss.
Tune in now to discover how real estate coaching can transform your career! 🎙️🚀

_____

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

gloveru #realestate #realtor #coaching #realestatecoach #liveunrealsummit #liveunrealretreat #jeffglover

Jeff Glover tackles the toughest real estate objections live, offering valuable insights into buyer and seller perspectives. Learn how to confidently address objections and sharpen your negotiation skills.

Don't miss out on our next big event!

Live Unreal Summit - Phoenix, AZ (Winter): https://www.gloveru.com/summitLive Unreal Retreat - Traverse City, MI (Summer): https://www.gloveru.com/retreat

_____

Download the Glover U app:
https://tinyurl.com/GloverUapp

Follow Glover U:• Facebook: https://www.facebook.com/GloverU • Instagram: https://www.instagram.com/gloverucoaching/ • LinkedIn: https://www.linkedin.com/company/glover-u • Website: https://www.gloveru.com • Inner Circle (free weekly content): https://www.facebook.com/groups/gloveruinnercircle/

gloveru #realestate #realtor #coaching #realestatecoach #liveunrealsummit #liveunrealretreat #jeffglover

In Part 2 of this 2-Part session from the 2025 Live Unreal Summit, Jeff Glover dives deeper into accountability measures and shares his 11 essential things he credits to accountability including hiring his first coach, what time you arrive at the office, creating a cumulative board, U.P.D. Mondays, and the door knock at noon rule.

Tune in to ensure you’re set up for success this quarter!

In Part 1 of this 2-Part session from the 2025 Live Unreal Summit, Jeff Glover shares the 5 essential ways real estate agents can dominate every first quarter. He dives into key strategies such as revisiting your business plan, what actions to take from now until month-end, making necessary schedule adjustments, and implementing critical accountability measures.

Tune in to ensure you’re set up for success this quarter!

Learn the most cost effective (most are free) buyer leads to work right now to get a jump on your goals this year!

Coaches: Jeff Glover & Nick Bellmore

Want to create a real estate brand that actually gets noticed? In this powerful session, top real estate leaders Greg Erlanger (leader of Ohio’s #1 real estate team) and Jeff Glover break down the secrets to branding success.

What You’ll Learn:
💡 How to blend classic branding principles with today’s digital marketing strategies
🎯 The key elements of a brand that attracts your ideal clients
📣 How to position yourself as the go-to real estate expert in your market
🚀 The biggest branding mistakes agents make (and how to avoid them!)

Whether you're a new agent or a seasoned pro, this session will help you create a strong, recognizable, and profitable brand in today’s competitive market.

📢 Don’t forget to LIKE, COMMENT, & SUBSCRIBE for more expert real estate marketing and branding tips!

RealEstateBranding #RealEstateMarketing #BrandingTips #GregErlanger #JeffGlover #RealtorSuccess #MarketingStrategy #PersonalBranding

Turn Your Social Media into a Lead-Generating Machine! 🔥

Struggling to convert likes and follows into real estate leads? In this video, Alanna Pfeffer, Director of Marketing for Live Unreal Companies, reveals a proven copywriting formula designed to attract real clients and grow your real estate business online.

✅ What You’ll Learn:
🚀 The #1 copywriting strategy increase your social media post reach and engagement
📱 How to create content that generates leads
🎯 Why engagement isn’t enough—and what to do instead
💰 The secret to turning social media into a lead-generation powerhouse

Stop chasing leads—start attracting them! Whether you're a seasoned agent or just starting out, these actionable tips will help you stand out, dominate your market, and close more deals using social media.

📌 Subscribe for more real estate marketing strategies! 🔔 Don’t forget to like, comment, and share!

RealEstateMarketing #SocialMediaForRealtors #LeadGeneration #RealtorTips #ContentMarketing #RealEstateLeads #SocialMediaStrategy #MarketingTips

Want to build a high-performing real estate team that attracts top talent, nurtures their skills, and keeps them committed for long-term success? In this powerful episode, Kathy Schweitzer, CEO of Glover U, and Jeff Glover reveal the latest strategies to recruit, train, and retain elite agents while driving profitability and fostering a thriving company culture.

You’ll discover:
✅ Proven methods to attract high-caliber agents to your team
✅ How to develop their skills with effective training & coaching
✅ The key value propositions that increase agent retention
✅ How to build a culture that inspires loyalty and long-term success

Whether you're a broker, team leader, or real estate entrepreneur, this episode will give you the tools to scale your business with top-tier talent and sustainable growth.

🎧 Tune in now and take your leadership to the next level!

RealEstateLeadership #TeamBuilding #GloverU #JeffGlover #RealEstateRecruiting #AgentRetention #RealEstateSuccess #GrowYourTeam

Are you ready to dominate your next listing appointment? In this power-packed session, Jeff Glover—one of the nation’s top real estate coaches—reveals the exact strategies his elite team of agents use to stand out, win more listings, and crush the competition.

You’ll learn:
✅ How to craft a compelling value proposition that makes sellers say YES
✅ Proven scripts and objection handlers that build trust and credibility
✅ The secret to positioning yourself as the clear choice over your competitors
✅ Real-world strategies to close more deals and increase your GCI

Whether you’re a new agent or a seasoned pro, this episode will give you the tools to elevate your listing presentations, convert more leads, and grow your business.

🚀 Don’t miss this exclusive coaching from Glover U’s top-performing agents. Hit play and take your real estate career to the next level!

RealEstateCoach #ListingAppointments #JeffGlover #GloverU #RealEstateSuccess #CloseMoreDeals #TopAgents #RealEstateTraining

Welcome to another episode of Live UNREAL podcast! In this power-packed session from our Winter Webinar Series, Jeff Glover and top prospecting coach Justin Ford break down the exact strategies, scripts, and mindset shifts needed to dominate Expired and For Sale By Owner (FSBO) listings.

Jeff and Justin cover everything you need to know from how to embrace rejection and stay consistent, to the power of value propositions and reviews, and everything in-between. If you’re ready to grow your listing business, master lead generation, and convert more sellers in 2025, this episode is for you!

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover addresses the topic still on every agent’s mind: the recent NAR settlement and what it means for buyer agents. Jeff dives into the intricacies of navigating buyer agency changes, sharing effective buyer consultation strategies and scripts.

From mastering the showing agent model to learning the ALM framework—Appointment, Location, Motivation—Jeff equips agents with fresh scripts and dialogue that elevate buyer lead conversion. He breaks down new buyer dialogues, discusses the psychology of today's buyers, and emphasizes the importance of tonality and rapport. Listen as Jeff guides agents on how to navigate the initial buyer conversation and handle buyer agency agreements with ease and confidence.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Podcast! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover role-plays with GloverU coaches Jolynne and Andy, giving you a behind the scenes look at a buyer consultation– guiding first-time home buyers through every step of securing a home in today's competitive market.

Listen in as Jeff addresses concerns about budgeting, loan types, and navigating rising interest rates. He also explains GloverU's unique "buying power checklist," packed with essential strategies for making a strong offer. The episode wraps up with a candid discussion on buyer agency fees, closing costs, and what’s required to navigate current market challenges.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Podcast! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover welcomes two industry icons, Bob and Lauren Lucido to share invaluable insights on mastering both old-school fundamentals and innovative marketing strategies.

Bob & Lauren share their secrets on commanding a premium in today’s competitive market, building a luxury presence, and the importance of brand consistency. Learn how Bob’s relentless work ethic and Lauren’s marketing innovation blend to create an unstoppable team that stays client-focused and consistent.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Podcast! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover welcomes Taylor Kerrigan to share the 10 proven hybrid farming strategies that helped secure nearly 50% more market share.

Taylor and Jeff are sharing actionable insights, from leveraging Facebook groups to sponsoring community events, and building brand recognition with creative tactics like infotainment postcards and VIP mailers. Learn how to connect with your community through hyper-local initiatives like food trucks, yard sales, and even sponsoring neighborhood newsletters.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Podcast! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover welcomes Taylor Kerrigan and Matt Marsoupian to share the systems and strategies that are actually working right now in the Real Estate Industry.

Taylor and Matt share insights into the Glover Agency Agents that are seeing results with these strategies today, as well as the top skills that Agents need today to see success in this industry.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Podcast! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover is sharing some deep insights into his life; the part that not everyone gets to see.

From where he grew up to where he is now, Jeff is sharing the struggles that he faced that taught him hard work and propelled him toward success.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Danielle Nuno to share how she went from 84 units in 2023 to being on pace for 150 units by the end of 2024 by doubling down on what works.

Danielle shares how her team dove deeper into what was already working while also implementing some newness to their business.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this bonus episode for leaders, Jeff Glover welcomes Asher Black to talk about how he went from 80 units closed in 2023 as a solo producer to being on pace for 175 units closed in 2024.

Asher is sharing how he doubled his Real Estate transactions in one year, from coaching to doubling down on prospecting.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this bonus episode for leaders, Jeff Glover welcomes Kelly Fry, a 13-year Real Estate veteran, to share how Real Estate training has transformed her business.

Kelly has taken almost every program offered by Glover U, and describes herself as "all-in". Tune in to see how training has helped Kelly go from 166 units in 2023 to being on pace for 175 units in 2024.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this bonus episode for leaders, Jeff Glover is sharing some best practices for using the NAR Settlement changes to your advantage to increase your bottom line and grow your team, network, and brokerage.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover is continuing the list of 25 ESSENTIALS skills for success in today's Real Estate Market.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this bonus episode, Jeff Glover welcomes Bob Tompkins to share how Real Estate Agents can unlock massive success in the industry using Social Media and Video Marketing.

Last year, Bob Tompkins' Team closed around 45 deals from Social Media alone, crediting YouTube as the source for the vast majority of their deals.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this bonus episode, Jeff Glover is sharing his list of 25 essential skills that every Realtor needs to be successful in today's Real Estate market.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this bonus episode, NAR Settlement 2.0, Jeff is sharing on the challenges and changes of the NAR Settlement, hopefully for the last time.

Jeff is also sharing some of the experiences and best practices of the new MLS changes as well as buyer rep agreements before showings.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, James Houghtaling is sharing 7 Real Estate strategies that will transform your business in one year.

"Repetition is the mother of all skill"; regardless of whether or not we've heard these strategies before, the repetition in implementing them is what creates skill mastery.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Justin Ford, Glover U Coach and the King of Prospecting, to share the Live Unreal Formula.

The Live Unreal Formula is a proven formula to elevate your success in real estate, secure more listings, and help you live your unreal life.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover and Glover U and Glover Agency's social media expert, Alanna Pfeffer, are sharing insights on how to grow your audience and generate more leads with social media.

Social Media was seen as a distraction when it first came on the scene, however now it is one of the most useful tools used in this industry. Alanna is walking us through how to win using Social Media as a Real Estate Agent.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover is diving into the changes to the listing process and presentation post-NAR Settlement.

Jeff is covering the changes that have to happen due to the NAR Settlement, three main parts to the listing process, and how Real Estate Agents can move forward towards success with listings post settlement.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover & the prospecting King, Justin Ford, are sharing some top prospecting strategies beyond cold calling that will help you generate more quality seller leads.

Justin will be sharing different methods of prospecting from warm call tactics to scripts to use in role play.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode of the 76 Hard Accountability Program, Jeff Glover and Taylor Kerrigan are sharing how to use accountability to grow your real estate career.

Jeff and Taylor are sharing what 76 hard is, how it came about, and the impact it will have on your life and career in real estate.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover is sharing how to build your team or brokerage through recruiting.

Jeff is diving into the specific tactics that he and his team are using right now to recruit at a high level.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this webinar episode, Jeff Glover welcomes Greg Erlanger, Co-Leader of the no. 1 Real Estate Team in Ohio, to share how to become a celebrity in your local market by harnessing the power of video to build your brand and business.

So much of the marketing space has changed, especially in Real Estate. Greg is a marketing master who knows the power of video in Real Estate Marketing today.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover and Taylor Kerrigan are sharing on maximizing your database as well as hybrid farming.

Jeff and Taylor are giving you all of the insights into how you can sell 100+ homes annually through the people you already know.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover is diving into The New Buyer Consultation; the components and dialogues of the new buyer consultation that Agents are going to have to get used to using.

Jeff is sharing what it really means to show your value in this industry now, more than ever.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Erin Thomas, Realtor with EZ Sales Team in Cleveland, Ohio, to share how she's been able to build her business working solely with investors.

Erin shares her secret formula to Real Estate success with investors.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Brian Boger, top producing Realtor and Sales Director with High Performance Real Estate Advisors, to talk about how to double your Real Estate transactions.

Brian shares how High Performance has been able to see success through the Glover U model, and how as an Agent today, you can too.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Stacee Robison to share how you can increase your seller business by 30%.

Stacee is sharing how she increased from 42 units in 2022 to 55 units in 2023 by being more purposeful and making every contact count.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff is sharing his second half business plan for 2024; Notes, ideas, strategies, and pointers to help you complete the plan and be fully equipped for the coming days in this industry.

Jeff's goal is to prepare as many Agents, Brokers, and Team leaders and Owners as possible, for the changes that are about to take place.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Andy Nelson, coach with Glover U, is bringing you an introduction into Hybrid Farming.

Andy will be sharing what Hybrid Farming is, how to get started in Hybrid Farming, and why it's effective today.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff brings up Sean Konja, Real Estate Agent with Glover Agency, to share how he closed 111 units in 2023, 85% of which being self-generated.

Sean is sharing insights into how he closed this volume, how his volume increased year to year, and why he chooses to remain with a team.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff plays "Stump the Chump" live on stage, and answers questions on the fly about Real Estate objections.

Jeff shares helpful insights into what a buyer or seller may be thinking or feeling based off of the different objections that they give, and how Agents can handle those objections.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff is welcoming GloverU Coach and Real Estate team roles genius Taylor Kerrigan, to discuss how to increase your business by adding value to your database.

Our number one source of sellers has come from our database. Over the last 5 years we've made a major shift, putting more focus on our database, and we've seen it pay off. Let's dive in to how to increase your business through your database.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff is sharing the 5 keys to succeeding with expired listings.

In the last 90 days, expired listings were the number one source for sellers outside of database. These 5 keys will help you change your approach to expired listings and the sellers, and ensure you see success moving forward.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Glover U Coach and the "Buyer Master" himself, Nick Bellmore.

Nick is sharing the top 3 rules to follow if you want to skyrocket your home buyer business in 2024. These are 3 things you can implement today, right now, to start seeing an increase in real estate business on the home buying front.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Greg Erlanger, Real Estate Marketing expert, to share about some of the trending marketing strategies for Real Estate in 2024.

Greg is sharing how important it is to "skate where the puck is [going]". If you want to make your brand stand out, you need to go where the trajectory of Real Estate Marketing trends are going.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Tracy Roberts from Greenville, SC, a Top Producing Agent and winner in the Real Estate space!

Tracy is sharing how she was able to see incredible increase in Real Estate. Through memorable client experiences, Tracy grew her database, ultimately resulting in more business.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Bryan Garra to share the secrets of doubling your production in one year!

Bryan was able to take his production from 34 homes sold to 73 homes sold, and is sharing the insights that helped him do it in a sustainable way.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff is sitting down with Tim Crews, Realtor in Virginia, to talk about how coaching has changed his business.

From Listing Mastery in 2022, to Marketing Mastery, Prospecting Bootcamp, SalesRocket, and more, Tim Crews is sharing how he has gone through the programs and put in the work to skyrocket his business.

At Glover U, we are firm believers that coaching is an absolute necessity if you want to be successful in Real Estate.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff is weighing in on the current hot topic of the Real Estate World, the NAR Settlement.

What does the NAR Settlement mean for you as a Real Estate Agent? With the right skills, tools, and mindset, you're positioned to win big once these industry changes take effect.

Jeff is going to cover what he's doing to widen the gap between himself/his team and the competition, and he's also going to give you scripts and dialogues to use with clients who want to wait for the change, and the different ways to win once things do change.

This is an episode you don't want to miss!

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff welcomes Erin Ward, Top Real Estate Agent in Norfolk, VA to share about referral strategies.

Erin is sharing insights about different sources of business such agent-to-agent referrals, past clients, and sphere of influence.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff is sharing how to master price reductions with sellers. We all know that not every listing sells, whatever the situations or conditions may be. With that in mind, Jeff is demonstrating precisely what his version of a price reduction call to a seller sounds like today.

Jeff is also sharing tips and insights throughout the demonstration that will set you up for success in your calls.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff is picking up right where he left off, sharing his Top Agent Schedule to Sell 100 Homes in 2024!

Did we say this isn't for the faint of heart? Because we meant it!

Let's recap...This is a Monday-Friday schedule PLUS 30 Saturday mornings. This is the exact schedule that Jeff himself would follow if he only did Real Estate today. Stay tuned...

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff goes over the Top Agent Schedule to Sell 100 Homes in 2024!

This schedule isn't for the faint of heart! Monday through Friday plus 30 Saturday mornings... Did we say this isn't for the faint of heart?

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Kate Simon is taking us back to the numbers. She's sharing how to build a business based on numbers, rather than what's happening around us in the market.

When the market shifts and conditions aren't in our favor, we've got to get back to understanding where our business comes from. Kate is sharing what we need to do to create predictable success in 2024.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff is joined by Glover U Coaches Kathy Schweitzer, Kate Simon, and Taylor Kerrigan to talk about modeling the past to win in the future.

Kathy Schweitzer is leading the discussion on what the early days of growth look and feel like. You'll hear from Coaches Kate and Taylor on how they got their start in Real Estate. Jeff shares his beginnings and the moment he knew he was going to start Glover U.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode from the Live Unreal Summit, Jeff invites Matt Hodges, boutique brokerage owner in Traverse City, MI to share about his Real Estate business and how the Glover U systems have shaped his successes.

Matt shares how he manages to have success through the use of Database Systems in what's considered a resort, or small town market. Through newsletters comprised of pertinent information, community events, and more, Matt Hodges and his team have been able to more than double their production since 2022. Listen in to see how you can too!

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life!

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this bonus episode, Jeff and the Glover U Coaches are sharing 6 ways to increase production in 2024. Each Coach will share key insights into the things Realtors should pay attention to NOW, as well as information on the individual Coaching Programs they offer.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life! Jeff and the Glover U Coaches understand that the Real Estate world is consistently evolving, and what worked in 2023 is not what is going to work in 2024. There are things Realtors need to be paying attention to now; what we’re doing to win, where we can improve, and different solutions for the vast amount of challenges we face in Real Estate.

Jeff and the Glover U Coaches are sharing two(2) - three(3) key points each in the areas of Real Estate Systems(Taylor Kerrigan), Marketing Strategies(Greg Erlanger), Recruiting, Training & Developing(Kathy Schweitzer), Knowing Your Numbers(Nick Bellmore), Prospecting Tips(Justin Ford), and Listing Tips(Jeff Glover).

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover takes the stage at one of our events! In this special episode, Jeff shares 17 ways to sell 100 homes in 2024. Jeff shares his personal experience in how he achieved 100 homes per year and how he continued to find that success year after year.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life! The major difference between Glover U and other coaching companies is that Glover U leadership is on the ground with you! Jeff and his team of coaches are all producing agents in this market. Therefore, the tactics that are shared from the stage are real tactics that are used in Jeff's business to find success. Jeff personally went from 43 units per year to over 100 in 1 year, without an admin or a team.

In this podcast, Jeff shares strategies about vision casting, goal setting, accountability, scripting, role playing, time management, scheduling, prospecting, mindset and more! We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover takes the stage at one of our events! In this special episode, Jeff shares his own perspective of the Live Unreal Formula, which has impacted thousands of lives.

The Glover U mission is to impact the lives of millions by helping them live their UNREAL life! Jeff and his team have developed the Live Unreal Formula throughout the years to help you reach your UNREAL potential. Whether you have heard the formula multiple times, or this is your first, this is the very first time Jeff has shared his perspective of this formula. As you begin to reach your UNREAL life, you become an inspiration to those around you, impacting their lives. Jeff fully intends for all who hear this formula to live this out and teach it.

We hope you are inspired by the Live Unreal Formula! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Glover U founder, Jeff Glover, shares key insights about mastering listings in 2024. This specific episode is a part of the December webinar series from Glover U.

Glover U coach, Jeff Glover has been on the ground and working with buyers and sellers for over 20 years now. Jeff is the leader and founder of Glover U as well as the leader of Glover Agency, Michigan's number 1 Real Estate Team. Throughout the years, Jeff as acquired a specific skill set for taking listings and mastering the art of working with sellers. This episode is 100 percent focused on taking more listings in 2024. Jeff discusses how going into a softer market will affect listings and the ability to take listings.

In this Episode, Jeff talks about the following topics:

-Expired Listings

-Commission Percentages

-For Sale By Owner

-Softer Market

-Hybrid Farming

-Database

-Marketing Tactics

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Glover U coaches Jeff Glover and Justin Ford share key insights to techniques of door knocking in 2024! This specific episode is a part of the December webinar series from Glover U.

Glover U coach,Justin Ford has been the prospecting bootcamp coach for Glover U for many years now. Justin is a master when it comes to all matters prospecting. Door Knocking as always been an effective technique for prospecting leads. In years prior, research shows that maybe 1 out of 4 people will answer their door when someone knocks. However, in modern society, 1 out of 3 will now answer their doors because of new technologies like Amazon, Door Dash, and more. People are becoming more and more used to strangers knocking on their doors. Justin shares modern techniques on how to door knock effectively to increase your business in 2024.

In this Episode, Justin talks about the following topics:

-What is Prospecting

-Why should you door knock instead of just cold calls?

-Effective Door Knocking Times

-Scripts at the door

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Glover U coaches Jeff Glover and Nick Bellmore share key insights to winning with buyers in the 2024 Real Estate Market! This specific episode is a part of the December webinar series from Glover U.

Glover U coach, Nick Bellmore has been a top producing real estate buyers agent for over 20 years. Nick has had an incredibly successful Real Estate career as a buyers agent, in which he shares key insights to working with buyers and handling objections in today's market. Nick shares that he has and always will enjoy the process of working with buyers. As the current market continues to shift from a seller's market to a buyer's market, new objections are arising from buyers. Whether agents are rusty from handling buyer objections, or they are new to their real estate career and have not handled buyer objections, Nick shares some key insights to navigating these in this market. Nick also shares the importance of having a good conversion rate for buyers. There are fewer qualified buyers on the market today due to restrictions, therefore the conversion needs to be stronger.

In this Episode, Nick talks about the following topics:

-Thriving as a Buyers Agent in Today's Market

-Positive Buyer Mindset

-New Buyer Objections

-Handling Buyers Objections

-Time Saving Tactics

-Buyer Conversion

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Glover U coaches Jeff Glover and Taylor Kerrigan share the Glover Agency's onboarding strategy for getting their agents into production! This specific episode is a part of the December webinar series from Glover U.

Taylor Kerrigan has been the Director of Operations for the Live Unreal Family of Companies for the last 10 years. Taylor has essentially been Jeff's right hand person, running the day to day operations of the Live Unreal Family of Companies. As such, Taylor has gained a wealth of knowledge and first hand experience working with new and experienced agents. In this episode, Taylor shares the Glover Agency strategy for getting their agents up and running in their Real Estate Careers. Taylor and the Glover Agency Leadership Team developed a program called 75 Hard for Real Estate to develop and train their agents. Taylor shares the 5 components of this program.

In this Episode, Taylor talks about the following topics:

-The 75 Hard for Real Estate (the 5 key components)

-Agent Accountability

-Lead Generation

-Agent Goal Setting

-Role Playing

-Healthy Habits

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Glover U coaches Jeff Glover and Greg Erlanger share key insights to the marketing secrets of Real Estate! This specific episode is a part of the December webinar series from Glover U.

Greg Erlanger has been a very successful real estate agent since 2004. Greg is a Glover U coach as well as the co-owner of the EZ Referral Network, Ohio's number 1 Real Estate Team for the last 8 years. Greg shares his background in sales and marketing as well has how he successfully built his real estate team through marketing strategies. As Jeff started his business based on prospecting, Greg started his business based on marketing.

In this Episode, Greg & Jeff discuss the following topics:

-the importance of being findable in today's online world

-creating content for social media

-creating effect video content for social media

-building your brand

-generating leads through marketing and social media

Greg and Jeff share the importance of having an effective social media presence and utilizing marketing in your real estate business. Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Glover U coaches Jeff Glover and Kathy Schweitzer share their insights to building a successful Real Estate Team or Brokerage! This specific episode is a part of the December webinar series from Glover U.

Jeff & Kathy share key insights about recruiting and retaining real estate producers. Jeff shares the challenges that leaders have with recruiting experienced agents and how to attract that type of producer. Kathy hired Jeff as a real estate agent at the age of 21 and Kathy shares her key insights to hiring top producers based on her 20 plus year career.

Kathy prompts the audience with a few questions:

1.) Am I attracting top producing real estate agents in my area?

2.) Who do I have to become to attract talented real estate agents?

Kathy shares the top 5 traits/items that agents are looking for in leaders today when joining a team or brokerage. From business structure and value to leadership roles, Kathy dives into the things that top producing agents are looking for. With these tips and insights, Kathy shares the importance of recruiting right now in the month of December. Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In Part 2 of this episode, Glover U Coach, William Huffman interviews a top producing real estate agent from Detroit Michigan, Davonte Moore. Davonte is a very successful realtor on the Glover Agency team, which is the number 1 real estate team in Michigan. Davonte excels in a few aspects of real estate, especially with lead conversion and phone calls. In this episode, William dives into the keys to success that Davonte has implemented into his business.

In Part 1 of this episode, Davonte shared how he has implemented a consistent morning routine, which allows him to get into the right mindset before making phone calls. Davonte also feels it is important to arrive at the office at 7:30am every day. Davonte shared his process for getting ready for phone calls and lead generation each morning and how that sets him up for success. Davonte talked about his daily goals with appointments set and lead generation.

In Part 2, William and Davonte practice role playing in this interview, revealing the skills Davonte has implemented into his phone calls and lead conversion! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In Part 1 of this episode, Glover U Coach, William Huffman interviews a top producing real estate agent from Detroit Michigan, Davonte Moore. Davonte is a very successful realtor on the Glover Agency team, which is the number 1 real estate team in Michigan. Davonte excels in a few aspects of real estate, especially with lead conversion and phone calls. In this episode, William dives into the keys to success that Davonte has implemented into his business.

Davonte shares how he has implemented a consistent morning routine, which allows him to get into the right mindset before making phone calls. Davonte also feels it is important to arrive at the office at 7:30am every day. Davonte shares his process for getting ready for phone calls and lead generation each morning and how that sets him up for success. Davonte talks about his daily goals with appointments set and lead generation.

William and Davonte also practice some role playing in this interview, revealing the skills Davonte has implemented into his phone calls and lead conversion! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover takes the stage at one of our events! Jeff shares the his top 7 copywriting rules as applied to social media. Social media marketing is essential to every realtor's business today. In this podcast, Jeff shares how you can take your copywriting to a new level!

Jeff shares the importance of a strong title to get a viewers attention. Jeff also shares the concept of trigger words in copywriting to get your viewer to stop and read your post. Jeff discusses the ability to use controversial or negative connotation topics to get attention. Jeff also warns to stay away from politics and religion, as well as avoiding the over use of emojis. Jeff encourages the audience to use classy humor when possible as well as sharing stories over facts.

Jeff takes a deep dive into these rules! Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Sarita Dua takes the stage at one of our events! Sarita is a veteran real estate agent who has had a very successful career for over 19 years, a high producing real estate team, and is a Glover U coach. During this session, Sarita shares her personal story and how she has arrived to this point in her career and living her best life. What is her secret to success, and what strategies does she employ?

In this moving session, Glover U coach Sarita shares the pivotal moments in her life that shaped her career. Sarita discusses how she struggled with work life balance and client relations, in which she struggled with putting her work before everything else in her life. Sarita set goals in order to create a healthy work life balance and maintaining a very high level of production. Amazingly, Sarita got to a point in her career where she started to create goals based off of how many days she would take off each year, instead of the level of production she would aim for each year. Sarita is now living her Unreal life!

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover interviews veteran real estate agent, Tony Carter, who as been in the business for over 8 years. As a solo agent, Tony's real estate career expanded from 50 units per year to 140 units this year. What is his secret to success, and what strategies does he employ?

Tony shares what inspired him to grow his real estate business to the level that he has reached today. Tony shares how the Live Unreal formula and Glover U has transformed not only his life, but his career. Tony speaks about time management and time blocking in his schedule and how he had to modify what he was doing to get different results. Tony also discusses his strategy for client contacts and how he stays in contact with his out of town clients. As a successful real estate agent in Florida, Tony has a lot of snow bird clients, in which he needs to be creative to stay in touch. Tony also shares his open house strategy and how it impacts his business.

A few items discussed in this podcast:

-Time Management
-Time Blocking
-Client Contacts
-Open House Strategies
-Brokerage Floor Time

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover interviews veteran real estate agent, Ryan O'Neill, who as been in the business for over 20 years. Dan's Real Estate team had an incredible year of production last year, selling 2250 units and over $750 million in volume. What is his secret to success, and what strategies does he employ?

Ryan specializes in working with sellers in his market. Ryan shares his strategies for building relationships with potential sellers and the importance of face to face relationships. Ryan shares how to take an interest in other people around him. He also shares how the human side of the Real Estate business is more critical now than ever before with the technology and social media that the every day person deals with. Ryan discusses the importance of adding unique value to every person around us. Finally, Ryan talks about his team's social media strategy and how it has impacted their business.

A few items discussed in this podcast:

-Lead Generation
-Relationship Building with Clients
-Adding Value to Clients
-Social Media Strategy

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover interviews veteran real estate agent, Dan Hozhabri, who as been in the business for over 18 years. Dan's team of himself and 2 other agents closed 115 units for $48 million in volume last year. What is his secret to success, and what strategies does he employ? Dan is a master at building has database and shares some of his secrets with us.

When Dan first started, his database consisted of 300 names on a spreadsheet and he made a commitment to growing this. At this point, Dan as a database of over 9,000 people, all of which signed up to be on his database. Dan discusses how he wanted to become the "unofficial mayor" of his town and be a household name in his community. Dan did this through experiences and community events.

A few items discussed in this podcast:

-Database
-Community
-Lead Generation
-Authenticity
-Nurturing Database

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! Our special guest, Chelsea Link, is an industry veteran since 2009 and has annually sold over 20 million in sales volume. Chelsea discusses the opportunities of growth that she has faced and how she struggled delegating tasks in her business. Once Chelsea discovered the opportunities that delegating to her staff presented, unlocking new potential to her business. Chelsea discussed the importance of hiring staff around her that love what they do and are very talented in that area. What is her secret to success, and what strategies does she employ?

In today’s episode, we'll delve into the key factors that have propelled Chelsea's business to new heights. Chelsea discusses the importance of relationships to her business with her clients and referral sources. Chelsea also discusses the tactic of being "persistent in a non-pushy way". She discusses the online referral sites that has provided her business with the most success. Chelsea also reveals some of her tactics with hybrid farming in her real estate business. From mailings to neighborhood events, Chelsea's goal is to build relationships and be top of mind in her communities. Jeff and Chelsea discuss the opportunity in door knocking and how this can also grow your business, as the world has changed and people are used to strangers knocking on the front door.

Finally, Chelsea shares how Glover U coaching has impacted her business for the better by introducing a new aspect of accountability in to her life. Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! Our special guest, Erin Caraway, is an industry veteran servicing the San Antonio, Texas area. Erin started her 15 year real estate career in 2008, which was one of the worst times get get into the industry. Erin recalls the difficulties she faced starting her career during that time, including the reality that it took 8 months to close her first transaction! Throughout the years of Erin's career she has had a few setbacks and she discusses how she was able to overcome those to be successful today. What is her secret to success, and what strategies does she employ?

In today’s episode, we'll delve into the key factors that have propelled Erin's business to new heights. In each of Erin's career setbacks, Erin had a lesson to learn. She shares these lessons with Jeff from the stage. From life changes to market changes, Erin has had to deal with a lot of adversity in her career, but this adversity did not hold her down. She had to learn to overcome and process these challenges. Erin shares one of her defining moments in her career that helped push her through adversity. Erin shares the importance of having healthy coaches in your life to help you through those times.

Erin has a passion for teaching and training, in which Erin shares some of her strategies with her team and organization. Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! Our special guest, Tracy Jones, is an industry veteran servicing the Ashland, Ohio area. Tracy and her team sold in 14 counties and 31 towns/cities in Ohio this year! Tracy and her team of 4 agents have had a lot of success selling Real Estate. What is her secret to success, and what strategies does she employ?

In today’s episode, we'll delve into the key factors that have propelled Tracy's business to new heights. Tracy discusses her lead sources and how Zillow is still one of her top lead sources for her team. Tracy discusses her methods for managing these leads and how to optimize the followup system. Tracy shares her accountability strategy with her agents and their calls to Zillow leads.

Tracy also shares how she manages her personal database and her social media strategy. Tracy shares the importance of properly managing the leads that come into your real estate business through accountability and optimization. These tools have lead her team to success.

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Welcome to another episode of Live UNREAL podcast! In this episode, Jeff Glover interviews team leader Trent Corbin from Charlotte, North Carolina. Trent's team closed 1,049 units last year for $393M in volume because they have built a culture of accountability. Trent plays favorites based on performance - the better you perform with the leads given to you, the more leads you get. What is his secret to success, and what strategies does he employ? Trent plays favorites based on performance - the better you perform with the leads given to you, the more leads you get.

Trent talks about how important his role is as the visionary on his team and how this plays a role in the culture of his team. Trent also discusses the importance of accountability and knowing your numbers so you can understand profitability. Through their culture and systems, they have created a very productive team. Trent's team has a unique system for distributing their leads to their agents, but it is a system that has proven very effective.

A few items discussed in this podcast:

-Accountability
-Profitability
-Culture
-Lead Generation and Sharing Leads with Agents

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

In today's episode, join us live on stage with Jeff Glover as Jeff handles the audience's objections concerning Real Estate. Every year, the Glover U audience has the opportunity to "stump the chump" by providing Jeff with common objections they are hearing in the real world. Jeff responds to these live objections live on stage.

Hear key perspectives on handling the toughest objections in the real estate industry from one of the most successful coaches, team leaders, and realtors in the county. Knowing how to handle these tough objections can assist in propelling your real estate career to a different level.

Here are a few objections Jeff covers:

1.) In this market, I could sell the house myself. What do I need you for?

2.) I have had this house listed 3 times and it is not selling. Why should I hire you?

3.) Why should I sell now? My interest rate is great.

4.) If a seller wants to spend money to update their kitchen, bath, or other items in the house, do you tell them to do it or not?

5.) My wife and I would like to pray on it before signing with a Realtor.

And more!

Welcome to another episode of Live UNREAL podcast! Our special guest, Jolynne Mercieca, is an industry veteran with a remarkable 15-year journey in real estate. Jolynne has been an agent with Glover Agency for the last 14 years. What is her secret to success, and what strategies does she employ?

In today’s episode, we'll delve into the key factors that have propelled Jolynne's business to new heights. Jolynne is the epitome of an excellent buyers agent, in fact, she wrote the original buyer's master course for Glover U 14 years ago. She has faced many challenges in her career and we are excited to share how she has overcome them.

Jolynne shares how she had to adjust her goals to meet her new lifestyle and to continue to live her unreal life. Despite the many challenges in her life, she shares how she was able to leverage the resources in her life to stay successful.

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

Finish 2023 strong and take more listings in 2024! Jeff Glover walks you through the exact business plan that he's using with his own team in Michigan to close more real estate transactions in the 4th quarter of 2023 than any other team in the state.

Our success in the first quarter of 2024 depends on the strength of our 2023 4th quarter plan, the actions we take, the metrics we track, and the accountability measures we set for ourselves. Let's take more listings and take more market share.

Click here for a free copy of Jeff's business plan:https://drive.google.com/file/d/1wpOPfYdgjdq-AW_Z1uu8kVR4hOXjKF9F/view

In today’s episode of the Live UNREAL Podcast, we’re sharing an excerpt from a recent Glover U live event, where Jeff interviewed Andy Nelson. Andy is a superstar agent who has the experience to share his expert sales tips.

Andy has been through his fair share of hardship. As a veteran, Andy didn’t plan on doing real estate for a living. In fact, he quit the industry twice before finally co-owning a successful brokerage. However, his unusual life trajectory has taught him unique strategies to level up your sales game.

Find out how to become a better seller, a better prospector, a more consistent communicator, and more.

We also discussed;

How to effectively market to your database
Controlling your time
Following up with leads

Quotes

“You don’t have to do anything special; you just have to do it consistently.”

“You should control your schedule, not your clients.”

Key Points

Marketing to your database is essential. Andy uses a 52-touch program, where he sends something to his database every week, including direct mail, emails, and more. At the end of the year, track how much money you spent marketing to your database and check how much money you made from those efforts. This way, you can cut unprofitable strategies and double down on successful ones.
As part of Andy’s team, he delegates specific tasks. Since he’s on pace for 84 transactions this year and runs a brokerage, he doesn’t have much time for showings. To fix this, he has an agent dedicated to showing homes to clients. You need to take control of your time and don’t let your clients set your schedule.
When Andy gets a lead, he sends them three emails, texts, and calls during the week. Follow-up is crucial to net more successful appointments. Some people worry this strategy is too aggressive, but it works. The average lead only responds after your fifth attempt, so be diligent.

Welcome to another episode of Live UNREAL podcast! Our special guest, Johnathan Drisdelle, is an industry veteran with a remarkable 15-year journey in real estate. He’s on track to close 220 units this year—an impressive feat considering he has only three agents in his team. What is his secret to success, and what strategies does he employ?

In today’s episode, we'll delve into the key factors that have propelled Johnathan's business to new heights. From participating in virtual team advances during the challenging times of COVID to actively engaging in coaching programs and training, Johnathan's commitment to growth is unwavering. His journey of transition from a buyer-centric approach to focusing more on sellers is a testament to his adaptability and his willingness to go beyond the ordinary.

He’ll share with us how he transformed his routine from being "busy being busy" to adopting a meticulously planned schedule that ensures he stays on top of his game, both personally and professionally, and how he built strong connections through high-touch strategies.

Whether you're an established Realtor or new to the real estate game, this podcast is designed to empower you with knowledge and inspiration.

We also discussed:

The cost and benefits of coaching
How to get the most out of listings
His database business

Quotes

“If we're going to do better, we got to do something different. And to do something different, we really got to be all in on something.” - Johnathan Drisdelle

Key Points

Coaching significantly improved his team’s performance and gave his agents the confidence they needed when dealing with listings.
Having a strong routine improved his work-life balance.
They approach their listings with the 2 to 1 formula in mind, meaning for every listing they get, they should be able to milk two other listings from it.
High-touch strategies, which involve having face-to-face interactions with clients, are essential when staying in touch with their database.

Jeff is usually the driving force behind interviews, but today, the tables are turning. In this latest episode, Kathy Schweitzer takes the reins to interview Jeff. The spotlight now shines on him, offering insights into his life, work philosophy, team leadership, and the tenacity that fuels his journey toward achievement.

With a history as a former employee under Kathy's guidance, her role as the interviewer feels fitting. Tune in for a revealing exploration of Jeff's early days as a speaker and salesman, his valuable insights regarding the structure of effective training programs, and the transformative mindset that aspiring agents must embrace to pave their path to true success.

We also discussed:

Jeff’s childhood, moving around, and school experiences
Jeff’s hidden singing talents
How and why he got into the real estate business
Funny stories from his time working with Kathy
…and much more!

Quotes

“I enjoy not seeing interview questions beforehand because if you have time to prepare your answers, you don’t always speak from the heart, and you might say what you think the audience wants to hear.”

“Moving around a lot as a kid forced me to communicate with lots of different kinds of people, and that made me become more versatile.”

“My personal drive comes from a feeling that I’m going to run out of time before I can help everyone that I possibly can.”

Key Points

Moving around a lot during his childhood helped shape Jeff into the type of person he is rather than weighing him down.
Identifying the issues with the way real estate agents have been and continue to be trained and advice for agents with the drive to succeed.
How he has run his business and why this process, combined with his work ethic, has led him to see so much success.

In today’s episode, Kathy Schweitzer joins Jeff to discuss the millionaire mindset: What it is, why it’s important, how it’s different from the average mindset, and how to achieve it. In a market shift like this one, many agents will drop out of the business. To stay involved, you need to get your mindset right.

For most agents, mindset isn’t a priority. They want to focus on new ways to get leads, marketing strategies, and other parts of the real estate industry they see as more important. However, the truth is that these tactics and strategies don’t matter if you don’t have the mindset to put them into practice.

In today's episode, you’ll hear from Jeff and Kathy about why mindset is more important than ever in this shifting market, how you can take yours to the next level, and more.

We also discussed;

Why mindset has to proceed strategy
How a good mindset can help you survive this shift
How to handle negativity

Quotes

“As the market shifts, your opportunity is now.”

“Your core values are what you demonstrate, not what you say.”

Key Points

This market shift can be intimidating, but it presents a huge opportunity. Many agents get scared during a big shift; in fact, many agents are leaving the business. This means that if you can do what it takes to get through the shift, you’ll be stronger and have less competition than before.
When you wake up, make a concerted effort to approach your day with gratitude and positive thinking. There are days when it’s difficult to be positive and put in the necessary effort to succeed, but you have to choose positivity anyways.
Schedule time to reflect on your days and mindset. In our busy schedules, it can be time to sit down and think about how things are going and what we’re doing. Schedule time for yourself to reflect on your plan, how things are going, and how you can improve.
Millionaires double down on their core values. The core values of your business shouldn’t be too far from who you are as a person. It’s more honest, and it’s easier to invest in something that truly reflects your beliefs and who you are.

Today on Live Unreal with GloverU, we had the distinct pleasure of sitting down with Jay Fischetti of Columbia, Maryland. Jay is a 24-year veteran of the industry and a top producer in this field. He has posted astounding numbers, with 95 units sold in 2022, and is on track to produce 90 units in 2023. Jay has been a member of the GloverU family since 2020 when he became a one-on-one client.

Jay has completed numerous programs with GloverU, including Listing Mastery and Salesperson to CEO. Today, you’ll learn why he participates in all of those programs despite being a one-on-one coaching client. He values the GloverU family atmosphere where everyone cares, and he is notable for his presentation skills, his commitment to his morning routine, and his ability to generate leads from current clients.

You’ll also learn:

What it means to be in a skills market
How to get back to the basics of real estate
The opportunities you have for current client referrals
How to improve your presentation skills
And much more

Quotes

Surround yourself with givers. - Jay Fischetti

We are now in a skills market. - Jay Fischetti

Key Points

The market has shifted to being a skills market. This means that a lot of agents are going to be struggling to meet their goals. However, there are still agents who are doing great, so learning from their success is key.
You have three great opportunities to generate referrals from current clients. These occur when the client’s confidence is at a high point, such as when you sign a contract. This is when it is critical that you ask the right questions.
Many agents have trouble clearing their minds to do lead generation when they have administrative tasks waiting for them. This means that they will have to come in even earlier and start their day by clearing out those tasks.
Mindset is crucial in this business. You have to learn to say no when necessary. Also, you can’t bring any negativity or outside pressures with you. If you are on an appointment, it is critical that you leave everything outside of that appointment and be 100% present for the client.

For the latest episode of the Live Unreal Podcast, we are honored to have an exceptional guest with us today: Connor Johnson. As a tenacious agent, Connor has demonstrated his incredible ability to conquer challenges, even amid the hurdles of our current real estate market. Last year, he accomplished an impressive feat with 49 successful transactions, and this year, he's on track to close 75! How did he do it, and what major changes is he doing this year?

Today, Connor will be sharing with us his journey and revealing the strategies that propelled him to success. He will talk about how he has mastered the art of prospecting expired listings, leveraged the cumulative board to gain visual clarity of his goals and deficits, and adopted a well-defined business plan with clear and actionable steps. He’ll also discuss his recent venture into the world of social media, and how he successfully navigated this new territory to expand his reach and engage with his audience effectively.

Get ready to be inspired and gain invaluable insights. Whether you're a seasoned agent looking to elevate your business to new heights or a newcomer seeking the keys to success in the competitive real estate world, this episode is a must-listen!

We also discussed:

The importance of treating the job as a business
The benefits of having an annual, monthly, and weekly plan
How he takes accountability
How following a script gives him an edge

Quote

“It’s one of the best lead sources now at this point.” - Connor Johnson, on expired listings

Key Points

In today’s challenging market, it’s critical to treat the job as a business and to have clear plans if you want to succeed. Having a great personality and being professional won’t cut it anymore.
Having a script and following it will help convince sellers to choose you over other agents.
Expired listings are one of the best lead sources right now and agents should be actively pursuing them.
Taking accountability for your deficits will put you closer to reaching your goals.
A cumulative board will help keep you constantly aware of your deficits.

In today’s episode of the Live UNREAL Podcast, Jeff and Davonte Moore are sharing their advice on how you can increase your number of transactions. They’ve discovered that you can get 42% more transactions if you stay committed to a routine and implement a new and updated database plan, and today they’ll share how you can do this to replicate these results. Let’s make sure your business keeps growing! Now is the time to implement these strategies and rise above the rest.

We also discussed:

Keeping in touch with leads via multiple channels of communication and at multiple points during the year.
How implementing a culture of accountability will keep you on track with your routine.
Mindset is a huge factor in one’s success. Stay positive and keep moving forward. Your mindset can rub off on leads and turn them into clients.
Building a social media presence to expand your reach to more potential clients.
How Davonte used these steps to make significant breakthroughs every year in his business.

Quotes

“Seeing others in the office being successful is contagious.”

“When it comes to messaging leads via text, you need to be very direct and ask yes or no questions.”

“Be intentional about prospecting, expired listings, and hold open houses as often as possible.”

Key Points

Have a morning routine that you stick to every day. Hold yourself accountable to stick to it. By doing this, you will increase your effectiveness and efficiency over time.
Utilizing a quality CRM and knowing how to formulate a succinct yet effective message for leads will help you immensely.
Implementing the right activities and mindset into your daily routine will help you overcome the hump of consistently doing about 18 transactions and break through to reach more success.

Today on Live Unreal, we have the distinct pleasure of hearing from Taylor Kerrigan. Taylor is a 10-year veteran of the Glover Agency and has recently become the Director of Sales. Taylor knows what it takes to succeed in this business because she has been on the ground with all of you. She has done a little bit of everything with the Glover Agency, starting when she was just 18-years-old.

Perhaps you’ve noticed that Glover Agency agents are built just a little bit differently. The secret to their success is not a cult, it’s some key traits that set them apart from the crowd. Taylor is sharing what these traits are and explaining how you can get to that same high level. You’ll learn about our agents crave accountability, work on their skills every day, commit to a consistent morning routine, and are willing to prospect every day no matter what.

You’ll also learn:

What agents get into this business for
How to lean into accountability
The secret of the 8 a.m. Club
And much more!

Quotes

We all have the opportunity to become better-trained salespeople. - Taylor Kerrigan

You’re never done working on your skills. - Taylor Kerrigan

Key Points

You need to commit to accountability and have an accountability partner who will work with you to keep you on track. Taylor has served in that capacity for numerous agents, including Jeff himself.
Glover Agency has its own version of the 75 Hard Challenge, and every agent is committed to following it. Striving for consistency is one of the big keys to success.
How truthfully committed are you to having a morning routine and doing your daily prospecting? Be honest with yourself and work to find the areas in which you need to improve.
Through her time with the Glover Agency, Taylor has learned what it means to be part of something unreal. Are you ready to make more money? Are you ready to start living your Unreal life? If so, we can help.

In today’s episode, Jeff is going to share his invaluable insights on taking market share in the second half of the year. Whether you're an entrepreneur, business owner, or aspiring market dominator, this episode is packed with strategies to help you achieve your goals.

Jeff’s expertise is in understanding customer psychology, dominating your market, and growing your business. Today Jeff will reveal the top 11 ways to take market share in the rest of the year, based on how 2023 has gone so far and how the next 5 months are shaping up.

Prepare to be blown away as he walks you through the proven Glover U game plan for the rest of 2023. These strategies have been tested and refined, and now, you have the exclusive opportunity to learn from a seasoned expert.

We also discussed:

The useful webinar resources that we make available to you for free. Now available as an app!
How you can effectively communicate with and educate your clients on what’s happening in the market.
The importance of being goal-oriented. No matter whether your goals have to change or not, make sure you’re always pursuing them.
…and much more!

Quotes

“These strategies are not just something I heard about, they are based on our own implementation and the success we’ve seen with them.”

“Potential clients want to know that you’re the expert, full-time agent that’s in the field every day and knows what they’re talking about.”

Key Points

11 things that agents should be focusing on in the second half of 2023 to see major success.
Give yourself a reality check on where you thought you would be by this point in 2023 and where you actually stand.
How you can take these strategies and make a concrete plan for yourself that will get you to where you want to be.

Today, Kate Simon shares the six key traits that all top agents have. Kate has coached a countless number of agents, and she has noticed patterns that separate the average agent from the superstar.

In addition, the housing market has changed recently, and if you’re still using the same tactics you were using before, you won’t find success. You need to adapt to this market, and that change comes from coaching.

Find out how to become the coachable agent you need to be to find success in this changing market by implementing Kate Simon’s top six top agent traits and behaviors.

We also discussed:

What it takes to become a master
Why some agents have these traits and others don’t
Much more!

Quotes

The change needs to start with you. - Kate Simon

There is an inverse relationship between how many leads you currently have and how many transactions you do in a year. - Kate Simon

Key Points

The first trait is a mastery of the basics. It takes roughly 10,000 hours to master a skill, so it won’t come easy. However, once you truly master the basics, you can use those skills as the foundation for the rest of your business success.
The second trait is lead generation. Don’t settle for the same old prospecting pipelines you always use. Master your follow up and learn to love lead generation, even if you think it’s boring.
Your morning routine is the start of your success. Even though it can be hard to get up early and start your routine, you have to do it anyway. Find your motivation to do the difficult things and they’ll become much easier.
The third trait is adaptability. Top agents are okay with letting go and are curious about why things work and why they don’t. It hurts when what worked before stops working, but you need to adapt or risk your business failing.
The fourth trait is setting expectations and having focus. You can have the best morning routine in the world, but if your partner interrupts it every day, it won’t matter. Set boundaries and let the people around you know what your goals are. Also, have intense focus when you’re working for yourself so that you can fully dedicate time later to your loved ones.
Finally, top agents take ownership of their choices. They understand that success fundamentally depends on them and their decisions. They take responsibility for their results and don’t act passive about their success.

In this episode, we’re talking about our six awesome coaching programs here at GloverU. There is so much you can learn with us, so it can be hard to figure out where to start. To help with this, we’re highlighting each of our programs and explaining what they cover, all from the coaches themselves.

Know that all of our coaches are doing the work themselves—no one has left real estate in the past. These experienced professionals also update the classes each time they run them. Many people have taken a class multiple times because there’s always more to learn, especially as the market continually changes. We know we can bring immeasurable value to your business, and today you can learn how.

We’ll also talk about:

What is covered in each of the six classes
How long the courses will run for
The prices for the classes
How to learn more about each course
The resources you can benefit from

Quotes

If you can overcome your fear of rejection and not knowing what to say, you become unstoppable. - Justin Ford

Mindset is one of the biggest things that causes agents not to sell the number of homes that they want. - Justin Ford

A listing appointment is the greatest differentiator between the best and the rest. - Jeff Glover

Key Points

If you’re not hitting your goals, the answer as to why is simple: you’re not talking to enough people. This is where Prospecting Bootcamp comes in. In this class, we’ll teach you how to get in front of more people and have more conversations. This class is for people at all levels and can help everyone increase their businesses dramatically. You’ll learn the different avenues for prospecting, how to work with different personalities, how to overcome objections, and more. You’ll hear about the 25 sources of business that Jeff and his team use to sell 1,000 homes each year. Plus, you can learn to overcome your limiting beliefs. Text “prospecting” to 55444 to learn more.
Buyer Business Accelerator is another great class that we offer. Ultimately, the class is a complete system for us to teach you everything, including lead generation, great customer experience, qualification, negotiation, following up with people, communication, and more. Agents and team leaders can all get a lot out of this. As the market continues to shift, working with buyers will be more and more important, so don’t miss this opportunity. Text “buyer” to 55444 to learn more.
There’s also Listing Mastery (text “listing” to 55444), Systems of Real Estate (text “operations” to 55444), Marketing Mastery (text “marketing” to 55444), and Team Building: From Salesperson to CEO (text “CEO” to 55444). All of the courses can teach you so much, so don’t miss out! They all run for 16 weeks and cost between $1,200 and $1,600.

Today on Live Unreal with GloverU, we have the distinct pleasure of sharing an interview with Ellie McIntire. She is a 21-year veteran of the industry and has distinguished herself as a top producer in her area. She closed 66 units in 2022 and is on track to close 60 more in 2023.

Ellie is special amongst our interview guests in that she has graduated from our Listing Mastery course not once, not twice, but three times. We’re sharing what keeps Ellie coming back to the listing mastery course, what makes GloverU different from other programs, and how our programs excel at producing top earners.

You’ll also learn:

How the prequalification script was a game changer for Ellie
What’s unique about GloverU courses
The power of hybrid farming
How Ellie uses the hybrid farming approach
How hybrid farming has impacted Ellie’s business

Quotes

You’ve taught me the value of my value. - Ellie McIntire

The prequalification script…has been a game-changer. - Ellie McIntire

Key Points

Focusing on your database and balancing your business can net you big returns. Ellie is a database-focused agent, and by making a change to the balance of listing versus buyer business, she has noticed a vast difference.
The Listing Mastery course is constantly growing and evolving. You can learn something new from the course every time. Ellie has attended three times, graduating with amazing results, and she plans to continue attending the course.
By asking the right questions, something that our Listing Mastery course prepares you for, you are putting yourself in a position of strength against the competition. Ask the potential client about who else they are interviewing, which will make you better prepared to answer and preempt any objections.
By implementing a hybrid farming approach, you can use simple and low-maintenance tools like a Facebook page or group to produce enormous returns for your business.

In the latest episode of the Live UNREAL podcast, Mike Arko joins us to share his insights, resources, and strategies for achieving his recent accomplishments. He’s been in the industry for four years, and he enjoyed great success in 2021 when the market was hot, but when things started to slow down the following year, Mike thought it was time to become more proactive.

He finished 2022 strong with 36 units closed; this year, he is on track to close around 75 units. Without a doubt, this is a remarkable achievement! What did he do differently to turn the tides around and continue his upward trajectory??

In today’s interview, he will reveal the secret behind this success. He will walk us through his morning routine, how he stays focused, how he uses social media to get in front of people, how a GloverU script changed his career, and many more.

If you want to supercharge your output this year, don’t miss out on this insightful episode of Live UNREAL podcast. Whether you’re an aspiring or established real estate professional, there is something valuable to learn from Mike’s journey.

We also discussed:

The importance of doubling down on your lead generation
How he achieved success with FSBO
How he follows up with his prospects
How he uses podcasts to motivate him

Quotes

“What I've done a really good job at is just putting on blinders and focusing on what's in front of me.” - Mike Arko

Key Points

Doubling down on your lead generation is critical if you want to weather the constantly changing housing market.
Following a morning routine can help you hit your goals for the entire day.
Being a nice person to FSBOs and treating them right will go a long way toward getting your foot in the door.

In today’s episode of the Live UNREAL Podcast, Jeff Glover spoke to panelist Kaleo Kina, a master marketeer from Virginia Beach. After serving eight years in the Navy, Kaleo started his career in real estate and has been absolutely crushing it.

Despite the market shit, Kaleo’s team keeps on doing more inventory each year. According to Kaleo, his secret to success is pivoting to the changes of his market. His team is never stagnant but always consistent in trying to maximize their client experiences.

Find out how to become a better marketer, handle this market shift, and grow your database in today’s live episode of the Glover U podcast.

We also discussed;

Getting the most out of every interaction
The value of face-to-face
Client events and giveaways
Much more!

Quotes

“The most valuable touches are face-to-face and voice-to-voice.”

Key Points

To thrive in this shifting market, you need to adapt to the environment. Relying on what worked for you during the crazy pandemic market won’t work anymore.
You can use smaller gifts and giveaways as a reason to reach out to your database. For example, giving away Bass Pro Shop gift cards on Father’s Day is a great way to get in touch with local families.
Automation is a great foundation for your database marketing plan, but ultimately, face-to-face touches are more valuable than generic materials. This is the best way to get clients to feel like they know, like, and trust you.

In today’s podcast episode, we are sharing a panel with Sarah Maslowski, where she shared her experience creating YouTube videos for social media marketing. She has been working on this strategy for years and has truly strengthened it. This year she is on pace to close on 70 units, which is a big accomplishment! She can attribute some of that to YouTube marketing.

Sarah has been attending our events for three years, is a one-on-one client, and has attended Prospecting Bootcamp. Therefore, she has the training and experience and has become a top agent. She films a few videos at once and does this a couple of Sundays each month. Her videos are talking-head style, and she only puts about two hours a month into filming. She now has an assistant that helps her research and create outlines for the scripts she uses for her videos. Then she works with an editor. She has a lot of valuable insight into this strategy, and we’re here to share it with you.

You’ll also learn:

How Sarah tackles filming videos
How she learned to find success
The types of clients she has gotten through this strategy
The disadvantages of YouTube marketing
Her story of trial and error with videos

Quotes

You have to teach the algorithm that you will consistently produce content. - Sarah Maslowski

People will binge-watch your content and really feel like they know you. - Sarah Maslowski

Key Points

It matters what kind of content your produce. Sarah wasn’t getting any traction from her videos at first, so she decided to look at the videos that were done by people who were successful in this field. They were making content specifically about their town. This included the pros and cons of living there, how much it costs to buy a home there, the cost of living there, why they live there instead of other places, what the schools are like, and more. Despite a lower production level, these agents were making successful videos, so it was clearly about the content. Now Sarah educates clients who are moving to her area.
Sarah needed to shift her mindset to take this seriously and be disciplined enough to see a new strategy through. She used to try something for only a couple of weeks. However, with this, she didn’t give up and committed to doing this for at least a few months, regardless of the results. When trying a new marketing strategy, you won’t see results right away, so you need to be patient and dedicated.
You need to post a video every week and cannot miss one. You need to teach the algorithm that you will consistently produce content. Then YouTube will put your content in front of people. Also, when you consistently make content with your face and voice, perfect strangers will feel like they know you, which gives you a personal touch.
One downside is that this strategy will mostly attract buyers. Sarah’s business is about 70% buyers. Right now, this will present difficulty in a market that is hard for buyers. However, she is building a great foundational database for the future when those buyers become sellers. Also, with this strategy, you’ll be working with strangers instead of going to your database to find people who already know and love you. You could attract difficult people, so be prepared for that.

In this episode, we’re sharing an awesome interview with Meredith Wilson from North Carolina. She has been in the business for eight years and has a lot of valuable information to share. She has sold over 100 units in a year and did so by focusing on past clients and generating referrals to gain business.

Today, we’re talking about how Meredith gains referrals, which are free leads. A lot of her business comes from her database, so she works hard to dominate it and add value to it. Also, she used to be a teacher, and she was able to take some of the things she learned during that time into her career as an agent.

We’ll also cover:

How to work smarter, not harder
The idea of circle prospecting
How to stay in touch with potential clients
How to utilize client events
The sponge method
Having an assistant
The value of working on a team

Quotes

Now I love calling past clients—I really want to dominate my database. - Meredith Wilson

One of my favorite things I learned while teaching was the sponge method. - Meredith Wilson

With a team, the leverage is already there, so why try to recreate it? - Meredith Wilson

Key Points

Referrals are like free leads, so don’t underestimate them. Plus, you can get them from people who already love you, so they’re the easiest leads to convert. Referrals are most of Meredith’s business, and it’s how she works smarter, not harder. As a result, she truly likes to prospect because the process is easier and happier.
One of the ways Meredith likes to prospect is circle prospecting. This is a way to brag about your successes. For example, if one of Meredith’s listings gets 10 offers, she will use the opportunity to call the neighbors and tell them about this success. This has a lot of potential to create new business. Even if those homeowners aren’t ready to act, she will add them to her database and follow up because that’s where she gets a lot of her business.
It’s important to add value to your database. Meredith suggests doing anything to stay in touch with people and show them that she cares, which is critical. She encourages getting into their worlds and finding out who they know. One way she does this is through events. She hosts four client appreciation events each year, which gives her the opportunity to connect with people. This is one way she dominates her database.
One of the best things Meredith learned from her teaching career that could translate to real estate is the sponge method. With this, if there’s something you can’t master, go to someone who can teach and show you how to do it. For example, if there’s a task Meredith is struggling with, she will bring a colleague or mentor with her to learn from them. This has helped her grow tremendously. However, she has also grown through gaining the help of an assistant and working on a team.

In today’s episode, Jeff is joined by Nick Bellmore to reveal some secrets to getting more offers accepted and converting more buyers. Nick was our first buyer's agent in 2007. He has 23 years of experience working with buyers and is a top buyer’s agent and coach. He knows all the ins and outs of this part of the industry.

Today, Nick is sharing the techniques that have propelled him to tremendous success. These methods not only helped him achieve his desired work-life balance but also made him a top buyer's agent. By implementing these strategies, you can significantly enhance your chances of securing more qualified buyers.

In a competitive real estate market, it is crucial for agents to stay ahead of the game. Nick's tried-and-tested approaches will provide you with the necessary tools to navigate this challenging landscape successfully. Tune in as we share winning buyer tactics and discover how you can elevate your performance as a buyer's agent. Prepare to revolutionize your approach and unlock new opportunities for success in this dynamic real estate market.

We also discussed;

Our upcoming retreat and how you can sign up.
The value of our free daily text messages and tips, as well as our Unreal Magazine that you can subscribe to and get the latest version for free.
A few industry stats that every agent should be aware of.
…and much more!

Quotes

“Nick has mastered the buyer side of things and the listing side. He was selling 75 homes per year before it was cool!” - Jeff

“Make sure you’re following up to ensure that your database knows who you are and keeps you top of mind.” - Nick

Key Points

You can find a work-life balance. Becoming more efficient at work lets you have the time and energy to enjoy the other parts of life, which in turn, gives you more energy to go back to work and efficiently achieve more success.
Lead follow-up is more important now than ever before. Statistics show that 67% of buyers only interview one agent. This is something that you can capitalize on in a major way.
There are five actionable steps that should be in every agent’s daily schedule. They will help you get in front of more people, convert more buyers, and most importantly, work with buyers who are the most qualified.

In today’s episode, Taylor and Justin Ford are here to reveal the secret to getting more signatures. We’ll discuss customer psychology, dominating your market, and growing your business. If you think selling homes is just talking to people and making a lot of money, you should know that there’s a lot more to it than that.

Fortunately, Justin is here to share his success secrets with you. At their core, his tips can be summed up with one piece of advice: Talk to more people. At the end of the day, real estate is a numbers game. The more people you talk to, no matter how good you are at talking to them, the more leads you’ll secure and the more transactions you’ll do.

Today, Justin takes you through the Glover U game plan for prospecting, improving your mindset, developing your skills, talking to more people, and growing your business.

We also discussed;

The importance of mindset in this market
How you can develop your skillset
Developing the confidence to talk to people
…and much more!

Quotes

“Mindset and skills are what separate elite agents from the rest.”

“Selling is not telling; it’s asking questions.”

Key Points

To master prospecting and solve issues in your business, you need to focus on your mindset and your skills. The truth is that resources and training are available for all people—they are very accessible. Because of this, you need to have a bulletproof mindset to outwork your competition. To improve your mindset and identity and address your limiting beliefs, listen to encouraging material, rid yourself of negative people, and attend conferences.
Besides mindset, skills are your No. 1 asset. Consumers make decisions on who to work with based on how you make them feel. If you can present yourself as an expert, you’ll make people feel better about hiring you. Ask great questions, listen to people’s answers, and ask deeper questions.
The fastest way to get to a deal is to have conversations with people. Practice scripts and roleplaying with other agents. It might not be the most exciting work in the world, but it’s effective. From there, identify the people you want to target.

Welcome to the latest episode of the Live UNREAL podcast! We’re excited to hear from our special guest, Greg Erlanger. He is a renowned marketing expert, the co-leader of Ohio's top-performing team, the Easy Referral Network, and also the leader of our esteemed Marketing Mastery program.

As someone who embraces innovation, Greg understands the importance of adapting new marketing strategies to achieve success in the real estate industry. With his wealth of experience, he will be sharing with us his expertise in social media, video marketing, and branding. He will walk us through a condensed version of his comprehensive 16-week Marketing Mastery Course, covering various topics, including the fundamentals of building a strong brand identity, harnessing the power of video marketing to drive funnels and generate valuable leads, and many more.

Whether you're a seasoned professional looking to enhance your marketing prowess or a newcomer seeking to establish your brand, Greg's insights and practical tips are sure to provide valuable guidance!

We also discussed:

The three types of ways to win a business
How to define and produce your brand
How to gain fans/following
The difference between long and short-form videos
Mr. Beast’s successful video marketing strategy
The formula for creating great content
How to create a strong hook

Quotes

“You need to understand your brand before you start creating content.” -Greg Erlanger

“Great brands solve problems.” -Greg Erlanger

“You(Realtors) need to be content contributors and not content consumers.” -Greg Erlanger

Key Points

Realtors often overlook the significance of marketing, but it plays a crucial role in creating value, promoting their brand, and attracting clients.
To have a successful marketing strategy, do the following:
Begin by defining and understanding your brand
Develop content that effectively communicates your brand
Consistently produce content to maintain engagement with your audience
Through the creation of entertaining, motivating, and high-quality content, attract fans who resonate with your brand and message
To create your brand, start by conducting a social media audit. Do this by Googling yourself to see what information is available about you online. This is an important step in assessing your social media presence and understanding how you are perceived by others.
When building your brand, you need to ask yourself these questions:
What are three descriptive words that describe who you are?
Is your brand unique?
Does it solve a problem?
Who is your audience?
And more
In terms of social media strategy, video marketing is the real winner. That is why Realtors have to become media content experts.
Long-form videos refer to content that is over an hour long, such as podcasts and TED talks. By capturing someone's attention through a long-form video, you can increase your influence and expand your audience. Meanwhile, short-form videos, which are typically less than 60 seconds, make up 80% of video consumption on the internet. They are designed to be easily digestible and should aim to hold viewers' attention to prevent them from moving on to the next video. They can act as a gateway to long-form content, with viewers transitioning to longer formats if they appreciate the short-form content.
Marketing aims to achieve brand awareness as one of its primary objectives. By consistently producing and sharing content, particularly through short-form videos, it helps ensure that you are the first realtor that comes to mind when someone in your sphere of influence thinks about buying or selling a home.
When creating short-form videos, it's essential to pay attention to popular trends and begin with a captivating hook to capture viewers' attention.
You don’t need to become a social media influencer, the goal is to have enough foundation and baseline that instills confidence in your credibility as a reputable Realtor.

Welcome back to our Summer Webinar series, where we are joined by Operations Manager and ten-year veteran of my company, Taylor Kerrigan. Today, Taylor is going to walk us through the importance of your database, how to grow your database, and how to keep from losing business out of your database by providing new and evolving value adds.

It’s clear that database loyalty is starting to wane. You can go through the whole homebuying or home-selling process without ever talking to a real estate agent. In fact, you can manage the whole transaction from your phone.

The reason for this is that agents are all doing the same things, and that means that they aren’t adding value. How often do you reach out to someone in your database and they have already bought or sold a home without you? It happens to everyone, even us. That means that you have to think outside the box and find new avenues for providing your database with value so that you stay in front of them. That’s because the agent who is in front of the client the most is usually the one who wins their business. In our latest episode, you will learn the secrets to all that and more through the value of infotainment.

You’ll also learn:

The different kinds of databases
Three rules for growing your database
What successful agents are doing
All about Hybrid Farming
How you can provide value

Quotes

Everyone you know knows at least two other Realtors... The one who wins their business is the one who is in front of them the most. -Jeff Glover

People want to help people. -Jeff Glover

Key Points

The five key databases that every agent has or should have include their sphere of influence and past clients, social media, exchange, CRM, and agent-to-agent referral databases.
The three rules to growing your database are the following:
Adding people to your database daily
Providing value to the people already in your database
Doing both of the two simultaneously
Agents who are growing their databases are doing these five things:
Holding community events
Doing lead advertisements
Encouraging people to bring a guest to their events
Starting and participating in neighborhood and community Facebook groups
Hybrid Farming
Door knocking is now more effective than ever, and you should be doing it too.
You can provide value by calling people after events to say how happy you were to see them or how sorry you were to miss them, adding an infotainment value to your market updates, documenting the day of events, and using a goal script.

In today’s podcast episode, we are joined by Kate Simon to cover a very important topic: people development. This is one of the key pillars to determine where growth needs to happen in your company. You need to determine what your plan is, who you’re meeting with and when, and what you’re doing to pull out the best in people. You will get them in the door with your value proposition, but then what are you going to do?

The truth is that too many agents don’t expect people will stay on their team long term. Instead, you should have a plan to succeed together for life. What do you need to do so people will never want to leave your company? This is what we’re going to help you figure out today with the generous help of the Director of Coach Development at GloverU, Kate Simon.

You’ll also learn:

Why it’s beneficial to invest in people
How to get a higher ROI on the money you spend on talent
The importance of sharing success stories
How to develop the skill of leadership
All about upcoming opportunities to learn more

Quotes

People are going to join your organization for what they get, and they’re going to stay with you for who they become. - Kate Simon

Helping people is only the baseline requirement for being a leader. - Kate Simon

Leaders, it’s not their job to understand you, it is your job to understand them. - Kate Simon

Key Points

There are three big reasons why you should invest in people. First, you will gain a higher ROI on the money you spend on talent. Second, you’ll improve your company’s culture. Do this by becoming a legacy leader who regularly shares the vision and cares for people. Third, it’s the ultimate leverage—your team will attract, retain, and take the identity of you or the people you spotlight.
Caring about your team members is essential. Know what they want outside of the company, and understand how the company fits into that, not the other way around. Also, take yourself out of the center of the conversation and focus on boosting others up. This will greatly help your company.
There are five top skills that every leader needs to be fantastic at if they want to develop others and reap the benefits from that. The first is communication. Know that when you’re meeting with people regularly, the emotional charge of the conversation goes down. The second is versatility, which is how you learn to say things and build trust with others. The third is empathy, which means that you should know what people’s goals are and why. The fourth is knowing how to confront people lovingly, which you can do by following this formula: Compliment, confront, ask questions, and compliment. Lastly, there’s active listening, which is arguably the most important. You need to be able to repeat back what you heard in a different way, ask clarifying questions, and then deeper questions.
Just because you are succeeding at something or know how to do it well doesn’t mean you can teach others that skill. Leading is a separate skill you have to learn. There is an opportunity to learn for 16 weeks from the person who taught Jeff how to lead. Then there is also an upcoming retreat, from June 19 to 22, and we can share a discount code with you. Overall, know that there are a lot of opportunities to get involved.

In today’s episode of the Live UNREAL Podcast, Jeff Glover and Kathy Schweitzer discuss the secret to growing your real estate team: recruiting good talent. The truth is that finding good members for your team is easier said than done. You can go to a random parking lot and give people your card, but there’s no guarantee the calls you get back will be high-quality talent.

If you want to recruit the best talent, there’s no better person to talk to than Kathy. She has 45 years of experience recruiting good people all over the country. Kathy has tons of valuable insight on recruiting top talent, and she’s sharing it with you today.

Market shifts, like the one we’re experiencing now, are great opportunities to step up your recruiting efforts. Right now, a lot of good agents are looking for new opportunities that provide more security, better leadership, and higher earning potential. We’ll discuss what you can do to step up and find good recruits, why recruiting solves all, and much more!

We also discussed:

Why shifts are a great time to recruit
How recruiting solves your problems
How to find leaders

Quotes

“Recruiting solves all.”

“The quality is in the quantity.”

“Open your eyes: Good talent is all around you.”

Key Points

Good recruiting is a good way to solve your problems. Productive agents make more money and give you more resources to weather market shifts and grow your business. At this point, Jeff focuses on recruiting agents who are already productive since he can rely on their past experience.
You have to find quality in quantity. You shouldn’t be too picky about who you bring in—at least at first. Cast a wide net to find the best talent you can, but don’t hang on to subpar talent. If you keep unproductive agents around too long, they could dilute your quality long term.
Hone your value proposition. Agents are looking for a lot of different things, not just commission. There are certainly agents who only care about commission, but those people are the exception, not the rule. A few other things you can focus on include support systems, security, environment, leadership, growth opportunities and more. At the end of the day, many agents just want to know what you can take off their plate for them.
Write out a target list and find out who you want to recruit. Once you find out who you’re looking for, lean on your mortgage partners and current agents to find people who fit the bill.

In today’s episode of the Live Unreal Podcast, we’ll be diving into my three favorite and most effective tactics for lead generation. These are expired listings, for-sale-by-owner listings, and hybrid farming. We dive deep into the methods and reasons why these lead-generation tactics are the key to success in this new market.

Don’t know where to start? Follow along as we guide you through the process of building these techniques from the ground up. Jeff has been in this business and using these tactics for 21 years and has all of the secrets to how to implement them.

We also discussed:

The seven ways to work expired listings
How working FSBOs is similar, but what is unique about them
How hybrid farming is different from and superior to circle prospecting
The goals of hybrid farming
Our upcoming retreat event in Traverse City and our master class on listings

Key Points

One out of every three expired listings that come off the market relists their homes within seven to ten days.
Use a script to direct message potential expired listing leads on social media. Use the street address to personalize your message, and when they ask if you have a buyer, respond that you would need to see their house first and are available the same day or the next day.
The best day to call a FSBO owner is on Monday, and the worst day to call them is on Friday. When reaching out to these owners, make sure you call them in the first week and then follow up with them for the next five Mondays.
When hybrid farming, the key is to pick a neighborhood with a 5% turnover rate and contact owners in the neighborhood once monthly with a list of all of the homes that have been listed or sold in the neighborhood, regardless of whether it is your sale or listing.
When going door to door to add people to your database, it’s important to start with a clear value proposition. Then ask for their email before asking for their phone number. People are much more likely to provide their phone number if they’ve already given you their email address.

In today’s episode of the Live UNREAL Podcast, Jeff is speaking with Drew Mahar, a rockstar real estate agent from Royal Oak, Michigan. Drew has two main sources of business: his database and farming. Database marketing isn’t really considered “old school”, but the way Drew grew his database pulls from old-school tactics.

Drew tries to use local ties as much as possible. He understands his local area, and he uses that to brand his business. Learn how to leverage your knowledge of your local market and traditional methods of marketing to grow a powerful database that can net you consistent, high-quality leads.

We also discussed…

Pricing strategies
Staying top-of-mind
Being transparent with your clients
Traditional farming methods
Much more!

Quotes

“When people drive down the street, I want them to see our brand everywhere.”

“Don’t hide feedback. Transparency is key.”

Key Points

You need to give where you live. Drew gets in front of every local business he can to build a partnership and mutually-beneficial relationship. He continues to implement old-fashioned door knocking and uses postcards to add a personal touch to his brand. This is an amazing way to grow an organic database that’s more valuable than something you can purchase online.
Change your marketing strategy depending on who you’re marketing to. For “funky” Ferndale, Drew tries to make his message a little more off-the-wall. For a more upscale town like Birmingham, MI, Drew changes his marketing once again to appeal to that audience.
Your brand should be reflected in your customers’ experiences. Drew’s brand is a friendly, local market expert. As a result, Drew tries to be as transparent as possible and really look out for his clients. He doesn’t sugarcoat things because he wants to come across as someone in your corner that you can trust.

Are you tired of feeling like you're constantly chasing buyers, but not closing deals? Then you won't want to miss this episode. Jeff sits down with Joe Brikman to discuss how you can go about taking control of your habits.

Joe brands himself as the modern-day agent, and for good reason. As someone who struggles with anxiety and depression, Joe had to dramatically shift his mindset to find the success he enjoys today. For him, it all comes down to making the business fun in a few key ways.

In this episode, we’ll talk with Joe about how he crafted his meteoric rise to one of South Florida’s best agents, how he shifted habits that were holding him back, and more.

We also discussed:

Having mental clarity and avoiding crutches
Focusing on habits that grow our businesses instead of hold us back
Having an amazing morning routine
Finding business on social media

Quotes

“Weed used to be my crutch; I had to change my habits if I wanted to find success.”

“My mindset change kick-started the growth of my business.”

Key Points

Bad habits could be holding you back. For Joe, casual drug use was a crutch that was holding him back from taking the next step in his career. After staying sober and focusing all his attention on what he can do to grow his business, he’s enjoyed a quick rise to become one of South Florida’s top agents.
Social media marketing is the key to Joe’s business. Joe’s strong personality is his strongest selling point. Instead of relying on shady bait-and-switch tactics, Joe relies on this strong branding, personality, and business knowledge to build his pipeline.
You need to have a growth mindset. Maintaining a positive and growth-oriented mindset is extremely important. Take mistakes as learning opportunities, and surround yourself with other positive people who you can learn from.

In this episode, we’re talking about Heather Cobia and how she managed to increase her production by 20% in one year. Heather is a top agent with Glover U, and she works as a solo agent with just one administrative employee. Throughout the pandemic, when many agents were struggling, Heather found ways to grow and increase her business.

Today, we’re talking about how Heather converts online leads, how she gets repeat business, how she pushes herself out of her comfort zone, and so much more. Heather knows her strengths and how to use them, and you can learn to do the same thing.

We’ll also cover:

How to get more value out of online leads
How expensive leads can actually be worth it if you have a plan
How Heather turned one online lead into at least five transactions in one year
How to narrow down neighborhoods with a high turnover rate, then make a specific plan
How many times you should follow up with a potential lead
The value of coaching

Quotes

If you’re spending that money [on online leads], you need to make sure you have a dedicated plan in place to service those leads at the highest level. - Heather Cobia

You playing small does not serve the world. - Heather Cobia

Key Points

Heather uses online lead sources like Zillow, Realtor.com, and Dave Ramsey Trusted Affiliate. Those leads can get expensive, but Heather says they are worth it if you’re able to put in the time. Even if that lead isn’t ready to act now, they will someday, so make a good impression and you never know how much repeat business or referrals you’ll get from them.
There is a lot of value in meeting someone in person. When Heather meets with a potential client, she asks herself these three questions: Can I help them? Can I trust them? Are they going to be able to solve a problem for me? She takes this from the mindset that those customers have, and approaching leads with that mentality has helped her make stronger connections and get more business.
You need to be able to follow up with a client seven times in four days. That may sound like a lot to some people, but Heather says that’s what is necessary. She starts with a phone call and then makes sure to follow up consistently. This has also helped her grow her business.

Welcome to another episode of the Live UNREAL podcast! We’ll dive into the mind of Jeff Quintin, a real estate powerhouse with over 30 years of experience and 5,000 homes sold under his belt.

Jeff has not only maintained a high level of production but has also continued to be at the top in various market shifts and changes by staying true to traditional prospecting while incorporating modern methods to adapt to the evolving landscape. From leveraging expired listings to building a robust database, he has consistently prioritized lead generation and honed his sales skills.

To help you achieve success in the ever-changing world of real estate, he will share insights on his prospecting techniques, the importance of learning what to say and how to say it, and how he's been able to protect his commissions in a competitive environment.

Whether you're a seasoned agent or just starting in the industry, this is an episode you don't want to miss. Tune in to hear real estate tips and advice from an expert and learn how you can apply these strategies to your own business.

We also discussed:

A proven strategy for approaching expired listings
The best ways to master a script
Effective ways to build a database

Quotes

“With respect to expired listings, the harder they are to get in touch with, the easier they are to list.” - Jeff Quintin

“Learning what to say builds your confidence.” - Jeff Quintin

“The business we're in is about communication.” - Jeff Quintin

Key Points

Focusing on traditional prospecting techniques, such as cold calling and following up with expired listings, is an effective way to stay on top no matter what kind of market we’re in.
Mastering scripts using the "write, recite, and record" method can help agents develop confidence, become effective communicators, and better salesmen.
To protect their commission, agents need to have the right mindset, know what to say, and possess the skills to provide value to their clients.

In today’s episode of the Live UNREAL Podcast, we’re bringing you a live segment from Jeff’s recent Glover U event, where he spoke with top agent Laura Gillot. Laura is from the small town of Lebanon, Oregon, so she understands the importance of loving on your database and being service oriented.

Last year, Laura maintained a market share of 24% in her area! That’s not easy to do, even in a small town, so how does she do it? According to Laura, it all comes down to engaging her database.

When the population isn’t so large, every database member counts. To help engage with these people, Laura’s team hosted 39 events last year. In this episode, we’ll discuss how she hosted these events, the strategy behind them, and how she capitalizes on every database member.

We also discussed:

The difference between client and community events
The importance of engaging your database
Caring and loving for your team

Key Points

As a team leader in a small town, Laura understands the importance of engaging your database. Every person counts, and word of mouth counts more than ever. As a result, she relies on plenty of events to keep her people engaged.
Asking someone for a referral straight up can be awkward, but it’s important. Referral business is much more reliable than random leads.
Whether you’re a member of a team or a leader, you need to understand how critical it is to work together and care for each other. Part of Laura’s success comes from how she is able to get the best out of her team members.
By working with us, Laura and her team are able to focus on money-making activities. Now, she is much more engaged with her team. According to Jeff, you should never be surprised by why someone decides to leave your team; you should always know what’s going on.

Today we had the pleasure of interviewing Andy Nelson, a GloverU coach who has an amazing story of success and many things to teach us. Based out of Chesapeake, VA, Andy has been in the business for eleven years. You might think that this is a fair amount of time, but as he likes to point out, this number is misleading. He actually failed out of the business twice before finally getting things together in 2020.

As for success? Last year, Andy sold 69 homes and grossed over $19 million. He now co-owns two brokerages and oversees the day-to-day operations of one of them. Andy is a master of what’s known as hybrid prospecting and he has shared some of his insights into that process with us today.

We even learned a little about setting goals. Andy’s goal to start 2022 was to sell 100 homes. After starting as a coach in January, however, Andy realized that 100 homes wasn’t his ideal objective. Instead, he took ten weeks off that year and still sold the same number of homes because of the amazing systems and processes that he has in place.

We also discussed:

Andy’s meteoric rise to success
The process of hybrid prospecting
The value of purchasing online leads
How an ice cream truck can generate leads

Quotes

“I only pull in about 35 online leads per month, and then follow up at a very high level” - Andy Nelson

“I don’t outbound prospect… I double down on my client database.” - Andy Nelson

Key Points

Hybrid prospecting involves a targeted print letter that goes out 12 times per year. This includes things like a QR code to get a free home valuation, coupons, and various calls to action. It also includes targeted circle prospecting.
The number of leads you get isn’t nearly as important as the quality of your follow-up. Focus on doing amazing follow-ups with just a handful of leads.
Your database is the most important part of generating business. Make sure that you’re nurturing that database so that you get the all-important referrals and repeat business.

In today’s episode of the Live UNREAL Podcast, Jeff and Taylor Kerrigan are sharing their advice on team building and team motivation. The market has shifted a lot since the pandemic, and many teams are seeing serious turnover and attrition. Let’s make sure your business keeps growing!

In the industry today, many teams aren’t able to attract agents because brokerages offer similar value. Team leaders need to take these lessons to heart and put them into action to stay competitive in this market. We’ll go over what you can do to go about building a team the right way.

This shifting market is truthfully a great opportunity for all of you leaders. You have the timely opportunity to stand out by taking your business to the next level. Now is the time to implement these strategies and rise above the rest.

We also discussed:

Our daily text message system that you can use to stay motivated.
The Unreal Life magazine that you can use to take talking points from.
Keeping an index card of affirmations and business goals with you at all times.
The main values that we have and how they attract new agents.
How you can include agents in your brand while letting their personal brand flourish. This will increase investment and avoid turnover.

Quotes

“A lot of today’s brokerages are behaving more like teams.”

“Leads shouldn’t be one of the main value propositions that you provide to new talent.”

“We will do everything we can to help you build your personal brand.”

Key Points

As the team leader, you need to be clear about what you stand for and what you believe in. When you internalize this and make it known to others, you’ll attract the right people and grow.
On our list of values that we offer to agents, the main five are about cultivating a better culture and improving ourselves both at work and at home. We offer support and don’t handicap agents in the long run by mindlessly feeding them leads. When you help people build a better life, they want to stay around.
When you make your entire brand about yourself, your team takes a backseat. The consequence is then higher turnover. Why should they stick around if they feel stifled and underappreciated? Leave your ego at the door. You need to make this about them as well. Highlight the team's accomplishments and let individuals’ brands shine through too.
Ensure that you emphasize to your team that more agents joining means more money being reinvested into the business to help them grow and see success. More additions can sometimes just be seen as a headache, but if you make the benefits clear, people’s mindsets will change and the team will become stronger.

In this episode, we had the distinct pleasure of interviewing Greg Erlanger. Greg, the top Realtor in Ohio, sold over 1,400 units in 2022 and produced over $380 million in volume. In addition to these credentials, he is a proud coach in the GloverU-verse. Greg has found meaning and purpose in being a marketing mastermind and professional with GloverU, and he’s sharing his insights with us today.

Greg will share with you what agents are struggling with today (and how to solve it), what agents are winning at, and what (and who) they should be paying attention to in the social media space. By learning from one of the top marketing minds in the industry, you can find the keys to successfully growing your business and preparing it for the coming changes.

You’ll also learn:

The importance of coming into the office
How to build healthy habits
The value of being uncomfortable
Becoming a media content provider
How the concept of a database is changing

Quotes

“Agents who come into the office more often sell more houses.” - Greg Erlanger

“Consumers… Want to be loyal to personality brands.” - Greg Erlanger

Key Points

Agents who are struggling the most right now are the ones who aren’t adapting to the shift away from COVID. They aren’t coming into the office as much or at all. They aren’t getting out into the world and being uncomfortable.
The agents who are winning are those who are forcing themselves to be accountable and uncomfortable. They get up, take a shower, get dressed, and get out into the world. They aren’t working from home but are coming into the office frequently.
Agents need to stop being consumers of media and instead become content providers. They can learn from some of the top personalities in the field to understand what the keys to success are in this arena. Individuals like Mr. Beast have shown how the media landscape is changing.
Phone calls, emails, and pie giveaways are all well and good, but they are no longer the primary means of touching your database. The focus needs to be on producing entertaining and informative video content. Agents need to get comfortable being on video and creating regular short-form content. This can be answering questions or even presenting information you’ve learned from events.

In today’s episode of the LIVE Unreal Podcast, we’re sharing the final part of Jeff’s conference from Orlando Florida. Jose Medina is a certified real estate expert and one of Jeff’s good friends. In this episode, he goes over why nurturing your database is so important to running an efficient business in 2023.

Jose’s real estate team did over 900 transactions last year, and he also owns three teams as well as Powered By Impact. He has his finger on the pulse of every aspect of the real estate industry, so if anyone understands what’s happening in the market right now, it’s Jose.

Many agents in today’s market are reassessing their marketing budgets and trying to figure out how to best spend their money and time. As a result, some people have decided to cut back on client events. However, Jose is taking the opposite approach. Instead of cutting back, he is bumping up the number of client events from four a year to six. It may sound odd, but his reasoning is simple: Now more than ever, connecting with your database should be your No. 1 priority.

We also discussed:

The difference between finding/nurturing leads
Connecting with members of your community
Much more!

Quotes

“Your database is your business.”

“Now is the time to reinvest in your marketing.”

Key Points

Your database is the lifeblood of your business. Some agents excel at getting people into their databases, while others are naturally great at staying in touch with them. If you want to be a truly successful agent, however, you need to be amazing at both.
A great way to stay in touch with your database is to host client events. During these tough times in the market, it’s more important than ever to find what marketing items get you your best return on investment. For Jose, that means doubling down on client events. These are fantastic marketing tools because they help funnel people into your database while keeping in touch with those you already know.

Get ready to supercharge your business strategy with the latest episode of the Live UNREAL podcast! For the third part of Jeff’s live event, he brings on Taylor Kerrigan to share her 10 leadership lessons she’s learned from 10 years of working with Jeff Glover.

Taylor started working with Jeff right out of high school and has been with him ever since. At first, Taylor wanted to focus on marketing, but soon, she and Jeff realized that she could bring a ton of value to the business by keeping Jeff accountable. After one year of being Jeff’s executive assistant, the team went from doing 100 transactions to 227.

Throughout the years she’s worked together with Jeff, Taylor has absorbed tons of useful information. In this podcast episode, she’ll reveal the 10 most important lessons she’s learned.

We also discussed:

Holding yourself accountable
Doing what you can do by and for yourself
The importance of listing down “unreal” life goals

Quotes

“Anything is possible when you look at where you want your life to be in five or 10 years.”

“Flip the switch: You control the environment.”

“You earn respect by showing people who they’ll become by working alongside you.”

Key Points

To earn people’s respect, you need to get them to understand why what you’re trying to get them to do matters. Stop talking and posting about yourself, and start proving to the people you work with what you can do for them. Your employees and clients should always be more important than you.
Your mindset is the most important tool you have. Nothing is truly unattainable if it’s what you really want. Think about achieving your goals this way: Anything that’s truly worth it requires hard work and grit.
You need to be flexible. Nine times out of 10, things won’t go exactly the way you plan. You can’t always control everything that happens, but you can control how you react to them.

Get ready to supercharge your business strategy with the latest episode of the Live UNREAL podcast! For the second part of Jeff’s live event, he dives deep into the importance of crafting a solid business plan before implementing any tactics.

You'll hear about real-life GloverU business plan examples that successful clients have customized to create strategic daily schedules. These schedules are life-changers; they allow people to maximize their social media marketing, double down on their lead sources, and achieve incredible results. Jeff will also share his own real estate experience when he was starting his career and how he invested more time, effort, resources, and skills to reach the top.

Whether you're just starting out or looking to take your business to the next level, this podcast is packed with tips and insights to help you succeed.

We also discussed:

How to high-breed farm
Creating a strong database follow-up plan
The importance of listing down “unreal” life goals

Quotes

“We have to be reminded every single day why we come in early, why we stay late, or why we make that extra call.” (on writing “unreal” life goals)

“Double down on what's working rather than continuing to introduce new ones.”

“Whenever you get close to your own expiration date, extend it to another 30 days; when you get closer again, figure out a way to extend it another 30 days.”

Key Points

To double down successfully, you have to identify the source of your business that’s giving you the most or is trending towards an ROI. Invest in that by putting in more of your time, effort, resources, and skills.
The fastest way to become successful in real estate is to eliminate all your other options. If you’re not financially ready to commit to the industry full time, you can leave for a while and come back once you’ve saved up enough money.
The more consistent you are with your daily schedule and morning routine, the more consistent the appointments and commission checks will be.

In today’s episode of the Live UNREAL Podcast, Jeff Glover is sharing 20 ways agents can have an untouchable mindset. Recently, Jeff hosted a live event where he discussed how important mindset is to our everyday success. You can have all the skills you need to succeed in real estate, but if you don’t have the mindset necessary to work hard and apply them, they won’t do much good.

Throughout the list of 20 ways agents can have an untouchable mindset, we encourage you to follow along and check how many of these you are already doing and which ones you could improve on. By the end of the episode, you’ll have a comprehensive list of steps you can take to move your business forward.

Find out how to improve your mindset, stop focusing on the negative, and prepare yourself to have your best year yet.

We also discussed;

The importance of hanging around people with the right mindset
Crafting your information diet to improve your mindset
What it means to be the best version of yourself

Quotes

“Stop going on Facebook and start listening to podcasts.”

“Precision follows action; don’t wait for perfection to make a move.”

“Get better at yourself first and your business second.”

Key Points

Stop surrounding yourself with negativity. Certain news outlets, Facebook groups, and friends exude negativity and have a poor impact on your mindset. Instead, what you should do is curate the information you’re consuming and engaging with.
Conferences are a great way to connect with like-minded people. If someone is going to a conference, you already know that they have a growth mindset.
Identify what it means to become a better version of yourself. For your business to grow the way you want it to, you need to focus on yourself first, and mindset is an important place to start.

In today’s LIVE episode of Live Unreal, Jeff Glover is taking you through the 21 skills you need to win in this new housing market. The truth is that our market isn’t like it used to be, so if you want to find success (whatever that means for you), you need these skills.

Some skills, such as managing your time, you might already have. However, are you developing them to your full potential? If not, Jeff has you covered. He’ll go over all 21 items in this list and give you detailed tips on why they’re important, what you can do to develop them, and how they’ll help your business.

For each item, you’re encouraged to rate yourself on a scale of one to 10; this way, you’ll know exactly where you’re crushing it and where you need to refocus your energy.

He also discussed:

How mindset can help you flip the switch
How these skills help you build resilience
What it takes to succeed in this market

Quotes

“Own the morning and win the day.”

“These are the skills your competition wishes they knew about.”

“Mindset and resilience are the most crucial skills you can have in this market.”

Key Points

No matter how on top of your business you are, there are probably a few areas you could improve. Are you marketing to your database to the best of your ability? Are you great at finding leads but struggle with converting them? In our new market, it is more important than ever to take a tough look in the mirror and find out what we could be doing better.
Resilience hasn’t been necessary for our market in a long time. Before, sellers were so pleased with their high prices that the process wasn’t emotional for them. Now, sellers may have to make concessions. As a result, the listing process is now more difficult to navigate.
After taking stock and rating what your strengths and weaknesses are, it’s time to do some work. Find your top three strengths and bottom three weaknesses. Then, find someone who can help you work on your weaknesses. Also, if you can teach someone something based on one of your strengths, do that so you can learn and grow with that agent.

In today’s episode of the Live UNREAL Podcast, Jeff Glover and Coach Justin Ford are sharing everything you need to know and do to be able to prospect your way to 100 deals per year. They’ll showcase some reliable old-school techniques and some innovative new ones.

Prospecting is the first step in the sales process. If you think about prospecting from a negative standpoint, you need to change your mentality. There are so many different ways to do prospecting that you’re likely doing one without even knowing. Right now is a uniquely opportune time to prospect because we haven’t seen a market this ripe for the picking since the last crash.

The market shifting and many agents leaving the business is a great opportunity for all of you. You’re sticking it out and doubling down. Now is the time to get the market share that has been abandoned by the others. Find out how to become a better prospector, keep a positive and resilient mindset, and convert leads to help this year.

We also discussed:

A downloadable free workbook of extra resources
Jeff’s business plan that he’s successfully used for 21 years
Why right now is an excellent time and market climate to prospect for new clients
The “3x3x3 Method” you should use when an online lead calls you
Justin’s Prospecting Boot Camp program

Quotes

“Cold calling is just one aspect of prospecting, not the only one.”

“Improving your skills and techniques won’t matter unless you also improve your mindset.”

“Asking leads questions gets the information needed to better help them and also builds rapport.”

Key Points

Prospecting is not just cold calling. People have a negative association with cold calling, and often think that it is the main aspect of prospecting. However, it is only one part. Prospecting also involves what you say, who you say it to, what you message, what you email, how you use video, and how you use social media.
The three pillars of successful prospecting are sales skills, a bulletproof mindset, and time management. If you can keep on top of those three, you’ll be able to help a ton of people in 2023. Stop listening to the news, start listening to podcasts and motivational trainings, and surround yourself with successful people. The key is to stay positive and remove the noise.
What makes a good script? To succeed in this area, you need to ask great questions about their motivation and timeline. This will get you useful information and build rapport. Then you need to actively listen to their answers and ask more questions based on those answers. Don’t fly through your script. Instead, dive deep into each lead’s situation. When you get all that great information, it makes it much easier to close them for an appointment.
Sources of business in our current market. Expired listings are the highest they’ve been in the last five years. For-sale-by-owners are always confident, but almost always also need help. Reach back out to all of your past buyer leads that haven’t made a purchase yet and let them know about the low interest rates right now.

Level up your real estate game with today's episode of the Live UNREAL Podcast! We're diving into the crucial topic of winning with your database and client events in 2023. With the increased demand for adding value to databases in the real estate industry, some agents have been struggling with getting results and are actually experiencing a decline in production because they’ve been using the same methods and techniques.

If you’re having the same issues, Jeff and Taylor Kerrigan have the perfect solutions you've been looking for. They have a successful plan in place that has helped them close over 1,200 transactions this year, with a significant portion coming from their database. They'll be sharing new and innovative ways to add value to your database and client events, which you can implement to help grow your business.

Don't miss this opportunity to learn from two experts in the field, who are ready to share their knowledge and experience to help you reach your goals.

We also discussed;

The perfect time to host a client event
The five different types of databases
The six things agent’s usually miss when hosting client events

Quotes

“Your first step is to make sure that you have a database, and that you're keeping track of who your clients are.”

“Doubling down on the database is truly something that you want to squeeze more out of this year.”

“If you're doing one thing for your database right now per month, step it up to two; if you're doing two things, step it up to three.”

Key Points

Updating your database plan is crucial because what was important to your clients three to five years ago is different from what they value today.
Client events are profitable but there are a few things you need to do to make them successful:
Know when to host them
Invite your entire database
Encourage your database to bring a guest
Your venue should have a stage, a microphone, and a speaker
Focus on growing your social media exposure
Have strategies in place to maximize your guests’ time at the event
Support a nonprofit
Prepare giveaways that your guests will actually like and keep
To effectively maintain contact with your database, it's important to consistently engage in various forms of outreach such as calls, events, mailers, and email blasts. In addition, you should aim to find innovative ways to provide value to your clients without breaking the bank. Here are a few examples:
This February, you can make a reservation at a popular restaurant, call your client, and suggest they have their Valentine’s Day dinner there.
You can also give your clients a bottle of wine and a heart-shaped pizza box as a small token of appreciation.
When sending postcards, keep in mind that people appreciate entertaining content. Consider including a list of the hottest local restaurants to add a touch of fun to your postcard.

In today’s episode of the Live UNREAL Podcast, we’re talking about how to attract agents in a shifting market. If you are looking to grow your team or business, you need to know what agents are looking for today. Wouldn’t it be nice if your value proposition was so strong that agents reached out to you? What would it look like to create an environment where people were lining up to join your team? There are things you can do to get there, and we are here to help.

It’s clear that the market has shifted, and that has made many agents very fearful. They are looking for strength, and someone who will remove that fear through the value they offer. Make sure you are that person. Also, it’s important to think about what you’re doing to attract agents. Ask yourself questions like: Who do I have to become to deserve talented agents? Why would someone want to join my team? What do I need to change? How can I benefit the agents who work with me?

To help you get on the right track, we discussed the fundamentals of value proposition. That starts with the five things that agents will always be looking for, then the five things you need to be doing to attract agents and set yourself apart. If you follow these steps, you’ll set yourself apart in this market and grow your business like never before.

We also discussed:

How to market your strengths as a leader
What kind of agents you want to attract
The importance of your making agents feel like they’re valued

Quotes

“Needs are changing, and we have to fulfill the needs.”

“Confrontation is the greatest form of caring because you’re telling them the truth and helping them grow.”

“Everyone on the team has to live the values, or the values are useless.”

Key Points

Agents are looking for these five fundamental things: strong leadership, a strong vision and mission, core values, someone who will help them meet their goals and be more efficient, and training/coaching. As you work on those things, remember that a great leader is interested in getting people to respect them, not like them. Also, know that leaders tend to underestimate how much agents appreciate structure during turbulent times, so work to provide that.
There are five things you need to do to set yourself apart and attract more agents: invest in your agents, have a strong support staff, make sure your marketing is top notch, offer appealing concierge services, and offer them great technology as well as someone who can help them use it. Think about what you can do to help agents and what you can take off their plates.
Once you know how to implement the processes that will set you apart and make your team beneficial to agents, tell others about it. Put together a thought-out, well-documented presentation, and make sure it is in both physical and digital formats. There is no reason to keep this stuff a secret. If you’re worried about other people stealing your strategies, know that you’ll always be one step ahead of them. You should be screaming these awesome things from the rooftops.

In today’s bonus episode of the Live UNREAL Podcast, we’re guiding you on NEW social media strategies for 2023. Unlike other aspects of real estate marketing, social media strategies are changing all the time. What worked in 2022 might not work this year, so these strategies will be essential to help you grow your business.

Nowadays, leads are making decisions on who they’ll work with before they even meet anyone. What people see on social media is now just as important as consultations were in the past. Considering this, what can you do to market yourself on social media? These platforms might seem intimidating, but they represent a huge opportunity for agents who are willing to take the time to learn how to use them.

To take your business to the next level, you need to master social media. Today we’ll cover why video works, the benefits of social media, strategies for success, and much more. By the end of our conversation, you should have every tool you need to be a master of social media in 2023.

We also discussed:

Becoming content creators
Understanding your brand
Demonstrating value on social media

Quotes

“Social media is the biggest paradigm shift happening in marketing today.”

“The debate about video is over; it’s absolutely necessary.”

“If you don’t dedicate yourself to becoming a social media master, you might as well get out of the industry.”

Key Points

There are three ways Realtors can get in front of leads: Prospecting, personality, and marketing. Personality-based business comes from your charisma and ability to talk to people. Prospecting-based business comes from scripts, cold calls, door knocking, and other similar lead-generation activities. Marketing-based business is all about getting leads to call you.
You can’t just be a consumer; you need to be a content creator. Video is absolutely necessary in the social media age. It’s the best way for potential clients to get to know you. If you can create a superfan, they’ll tell all their friends about how great you are, and you’ll net way more business. Find out your brand by reaching out to current and past clients about how they view you.
Look at what other content creators do and why it works for them. Youtube is the platform of the future because it has a critical mass of people’s attention. An easy way to get video ideas is to enter into Google the beginning of phrases and see what it suggests. These suggestions represent what other people are looking for. Always keep your content focused on the consumer–it should be all about them.

In today’s episode of the Live UNREAL Podcast, we’re guiding you on how you can work smarter, not harder, with buyers. Jeff will take you step-by-step through his process for working with buyers quickly. Right now, many buyers have reservations about higher interest rates and our shifting market, but with these tips, you’ll be able to close deals quickly and get more work done.

Despite what you may have heard, buyers are still looking for homes in markets all across the country. No matter what’s going on in the market, life happens, and people will always need to buy and sell homes. It won’t always be easy, but if you ignore working with buyers, you’re missing out on a huge revenue stream.

To succeed with buyers in this market, you need to shift your mindset before doing anything else. By listening to this podcast, you’ll learn how to adjust your strategy, close quickly, get the best deals possible for your clients, and more.

We also discussed:

How buyers choose who they work with
The ALM model and how it gets you more business
The importance of value propositions in this market

Quotes

“In this new market, you can’t just be fast–you have to be skilled.”

“Your value proposition is more important now than it has ever been.”

“67% of buyers work with the first agent they contact, so you need to be that agent.”

Key Points

Buyers’ No. 1 concern used to be, “Who can get me a house the fastest?” Now, buyers want to know, “Who can get me the best deal?” The more the market softens, the more critical buyers are of who they work with. That means you need to demonstrate your value upfront.
The ALM (Appointment, Listing model is the most effective way to work with buyers today.
First, set the appointment to show the house right out of the gate–it should be your first priority.
Get into the location. Ask your client about other properties they are interested in and why. This is how you can get in, start digging deeper, and build rapport. Always make sure you call back and follow up.
Finally, dive into motivation. Learn what’s driving your buyer; are they moving away from pain or moving towards pleasure?
Once you meet face-to-face with a buyer, you need to demonstrate your value. Make a note of what they're looking for and hone your value proposition. If you are not already set up to view a home, make sure you set one before the end of the appointment. Have a plan in place to follow up and continuously reach out to potential buying leads.

In this episode, our winter webinar series returns, and today we’re talking about how to build up your inventory and take more listings this spring. The mindsets and tactics we’re sharing helped us take 66 listings in December 2022, so they are coming straight from the field. Jeff will share 10 things that will have you operating like a master listing agent and help you have a great start to your 2023.

You’ll find out how some agents are taking more listings in a market that’s proven challenging for many, and all the things you need to fine-tune if you want to have the same results. From specific skills to exact scripts and best practices, here’s how to give your listing inventory a huge boost this year.

You’ll also learn;

How to work expireds the modern way
Why the pricing conversation is so crucial right now
How to find motivated sellers in your database
How to leverage your personal social media profile to get more listings
How to keep a listing from going stale

Quotes

Everytime you get rejected, you get better for the next time. -Jeff Glover

If a listing is active for 21 days and it has not sold, it’s absolutely overpriced. -Jeff Glover

Key Points

Working with buyers and working with sellers requires two different skill sets. With buyers, it’s a more emotion-based process. It’s about being enthusiastic and going on the emotional ride with them as you show them different homes and guide them. Working with sellers on the other hand, is a more logic-based process. We have to be really good at asking questions methodically. We’ll do really well if we spend time sharpening our seller specific sales skills.
Door-knocking isn’t an old school lead generation strategy anymore. Now that people have become accustomed to getting deliveries to their door, and they are actually home more, visiting a FSBO at the door is now a modern technique.
The success of a listing is heavily reliant on going into the market with the right price. In order to take more listings in this market, we have to get really good at future-pacing sellers for price reductions.

Use this script:

I feel confident in the price that we set on your home, but it’s important to understand that we won’t know the value till we put it on the market and see how buyers respond.

They will respond in 1 of 3 ways;

If we have showings and offers in the first few weeks, we’ve marketed it and priced it right (we have to prime them for this because if it sells fast, they might think it’s priced too low)
If we have showings but no offers, we’re in the ballpark but we might just need a slight reduction of 3-5%
If we have little to no showings, and certainly no offers, we’ve priced it too high.

In today’s bonus episode of the podcast, Jeff is joined by a special guest with a very special interview and announcement. Kathy Schweitzer is an individual who has made a huge impact on many lives in real estate, and in Jeff’s own journey. She took a chance on him at 19, developed him at a really high level, and helped him go from salesperson to CEO.

Kathy led one of the most successful real estate offices in Detroit, and has coached some of the most successful top producers and leaders in the business. She’s truly a force to be reckoned with, and in this episode, she talks about her real estate career, how she crossed paths with Jeffs, her insights on leadership and what’s next for her.

We’re excited to announce that Kathy is joining Live Unreal Companies as Director of Sales. Having Kathy onboard is really special, and today you’ll hear how all this came about, and why we can’t wait to work with her!

We also discussed;

How to retain talent when the competition can put more money in an agent’s pocket
What it takes to create a success environment
The mindset for dealing with crashes and pivots

Quotes

Part of being a good leader is your ability to adapt to the people you lead. -Kathy Schweitzer

Key Points

It’s not always the company that gives an agent the most money that retains talent. People want to be in an environment where they feel good. Of course they want to earn money too, but that’s a byproduct of being in the right environment and the attitude it cultivates.
As leaders, we have to adapt to the people we work with, instead of them adapting to us. We have to accept that not everyone will share our exact approach and enthusiasm, so we have to be versatile and flexible and meet them where they are.
The agents who love the hunt and would go after expired listings all day tend to ignore their past clients and sphere of influence. Whatever lead generation method we use, we still need to have our sphere and past clients being nurtured at the same time.

In today’s episode, we are continuing the live prospecting demonstration from New Year’s Day. Jeff Glover and Coach Justin Ford are going to put the scripts into action, show you exactly how they approach making calls to expired listings and also demonstrate how to get comfortable with reaching out to people.

For most agents, the idea of calling people out of the blue is intimidating, but the truth is, it’s not as scary as you think. If you follow the process and change your mindset around rejection, you can make prospecting simple and build the muscle to prospect every single day.

You’ll learn how to get into the right headspace to get on the phone, and how easy it can be to go from being hesitant to prospecting, to setting a ton of appointments like a pro.

We also discussed;

How to build mindset breaks into your prospecting time
A more effective way to work with buyers if you’re more listings focused
Why we shouldn’t give up when we experience valleys

Quotes

Prospecting isn’t as scary as you think, don’t overthink it, just have a conversation with people. -Jeff Glover

Key Points

When you prospect, expect people to say no because the majority will. Rejection is part of the game, and the more you can tolerate it, the closer you get to the result you want. Don’t focus on the end result, focus on the process. As long as you follow the process, show up prepared, with scripts and handlers and stay consistent, sooner than later someone will say yes and set an appointment.
If the seller says they’ve talked to someone else from your brokerage, ask “if we all did the same things, wouldn’t we get the same results?” There’s a reason why some agents sell more homes, and it’s the individual activity of the agent, not the company.
When you get really comfortable with prospecting, you can actually start measuring the ratio between the contacts you make and appointments you set. That way, you can reverse engineer how many hours you need to prospect to hit a certain goal.

In today’s episode of the Live UNREAL Podcast, Jeff Glover and Coach Justin Ford are kicking off the new year with a live prospecting demonstration. You’ll get to follow along as they call expired listings and show you the process that leads to success. Most agents want to take the first day of the year off, but New Year’s Day is actually one of the best days to get sellers on the phone.

Jeff and Justin have a list of over 1000 homes to dial, and they’ll show you how they do it, and share the mindset you need to have during this process, and high level insights that will improve your prospecting game. It’s not glamorous and it takes a lot of patience, but it is by and large the most profitable activity you can commit to as an agent.

Find out how to become a better prospector, deal with the downtime and rejection and also ways to increase your chances of getting an appointment.

We also discussed;

How to turn a wrong number into an opportunity
What to do with the expired listings that don’t answer
Dialer best practices

Key Points

It’s important to see and understand the process of prospecting. Even the most seasoned prospecting pros have downtime, people who don’t answer and people who don’t want to talk to them. It’s about being prepared, showing up and being consistent over time to get the results.
Script for a New Year’s voicemail: “Happy new year, I’m calling about your home for sale and to find out if you’re accepting offers? If you are, give me a call back.”
New Year’s Day off is actually the best time to prospect because;
More expired opportunities than any other day of the year
The people that are friendly are in a good mood
You get a 1-2 day head start and advantage on your competition
If a seller is out of town, and you can’t get an appointment in person don’t pass up on the opportunity - you can always set up a meeting via Zoom.

In today’s episode, we’re talking about database strategies that will be vital in the next market, and how to master them at the highest level. Ever since you got into the business, you’ve heard people say “work your database”, but what does it actually mean? How do you turn your database and all the contacts you make along the way into a pipeline of deals and referrals?

Jeff shares the formula for database success, why you shouldn’t just be working one database, and what we need to be doing every single day if we want this source to work for us.

We also discussed;

Why your database value-add content is due for an update
How to grow your agent-to-agent referral database
When to ask your database for business

Key Points

There are 3 pillars for growing your database business;
Constantly adding people to it
Adding value to the people that are already there
Doing both simultaneously

The challenge is, most agents aren’t good at doing both. The agents that are good at making new contacts aren’t good at adding value to the relationships they already have. The agents good at nurturing aren’t necessarily good at adding new people. We need to have a system in place to do both.

Most agents send out something their database can put on their refrigerators, but a lot of newer model refrigerators aren’t magnetic anymore. Make sure you’re mailing out things with adhesive strips.
Push all your past and current clients into one VIP client Facebook group - it’s like sending them more pieces of mail. You can make the most amazing social media post but you don’t know who’s going to see it, but with your own group, people get notified every time you go live, so you can use this to send market stats and even do giveaways.

In today’s episode, we’re diving into expired listings and how to go after them - especially right now. Every market across the country has 4 types of expired leads right now, and because there’s less agents working them, you actually have the potential to do a fair amount of deals through this lead source.

In this current market, we’re going to be seeing a lot more expired leads than ever before, but that doesn’t mean that they can’t be put back on the market and sold. There’s actually a great opportunity to help sellers get off the fence and make the move to where they want to go.

Jeff shares how to add expireds to your lead sources, how to find them, and what to say to them whether you get them on the phone or at their door.

We also discuss;

The message that will get expireds to take action
How to find expired listing leads on social media
The short, sweet and straight-to-the-point script to use when we reach out

Quotes

It’s an individual agent’s activity that gets a home sold. If we all did the same things we’d get the same results. -Jeff Glover

Key Points

There are 3 keys to succeeding with expired leads.

We have to get them to understand the home didn’t sell because of the other agent
We have to get them understand that a different plan is what is needed
We have to get them back to their original motivation

Many sellers believe that all agents do the exact same thing so it doesn’t really matter who they choose. The truth is, what gets home sold is an individual agent’s abilities and efforts. If we all did the same things we would get the same results.

Sellers don’t want to think about the headache of getting their home in their market or getting another sign in the yard. What we want to get them thinking and excited about is where they are moving and what will take them there.

There are 4 types of expired leads;

Newest - 24 - 48 hours
Newer - 3 -7 days old
Old - 8 - 30 days old
Oldest - 31 days - 2 years

Of all sources of business, there’s nothing more motivated than fresh expireds. It’s the fastest way to a listing.

In today’s episode, we’re going to take a closer look at some of the 25 lead sources we shared in our last 2 episodes, starting with our database. Our database can be a strong source of listings, providing us with a solid pipeline of business throughout the year. Whether it’s generating more referrals or a repeat business, paying attention to our database is one of the highest ROI lead generation activities we can commit to.

With that being said, the amount of business we can get from our databases are on the decline, especially if we keep doing exactly what we’ve been doing. There’s so much competition for the attention of the people in our databases, so it’s no longer as simple as sending an email every now and then and getting transactions. In order to maintain and grow our database business, we actually have to increase our efforts, not just in terms of quantity (adding more people) but also quality (adding more value).

Jeff is going to share the pressures on our database business and what we need to be doing to keep getting success with our database.

We also discussed;

How to ask for business from your database
The database script we have to master
Why you need to audit your database frequently

Key Points

Every real estate agent needs to have 5 databases;
Past clients/sphere of influence
Exchange database
Social media
CRM/internet leads
Agent-to-agent referrals

Make sure you have these categories well-defined and organized in your CRM so you can truly add value to each of them.

Adding value to our database has to actually be relevant and impactful to their lives. Sending a reminder to set their clocks back just won’t cut it these days. What we really need to do is put thought and intention behind what we send out because it’s the difference between being top of mind and drowning in a sea of oblivion.

In today’s episode, we continue our discussion on the top 25 sources of listings in today’s market. Jeff Glover will share 15 lead sources that can turn into actual listing business, including some really unique and uncommon ones you should consider going after. As the market continues to soften, it’s really important that our businesses are fed by multiple sources, platforms and relationships to ensure stability and help us achieve our goals for 2023 and beyond.

The real estate industry is going to continue to experience changes, and if you’re positioning yourself correctly, these changes can work to your advantage and help you gain more clients and market share.

Jeff will share the 15 more lead sources every agent should consider adding to their businesses, including lesser known relationships and platforms that will be hugely impactful.

You’ll also learn;

Why you don’t have to wait for people to become past clients to get referrals
How to find ‘orphan clients’
Why the physical mailbox is making a huge comeback in marketing
The best neighborhoods to door-knock for maximum ROI

Quotes

When it comes to door-knocking, the return on your time is greater at the average or lower price points than the higher price points. -Jeff Glover

Key Points

Real estate transactions have honeymoon phases. A seller’s excitement and enthusiasm of working with us is at its highest in the first 7 days of signing the agreement, the 7 days after it goes pending, and the 7 days after closing. Their confidence in us is at an all time high, they are more likely to be talking about us to friends, family and colleagues, and we can actually get a referral because of this.
Because of the changes in the market, small to medium sized builders are panicking. They don’t have the budget or wherewithal to manage sales, and we can step in to be their salesperson or inventory reduction specialist, and we can get listings that way.
In this market, you can get a lot of traction by door-knocking a neighborhood sharing updates on what’s going on in the area. Whether it’s a new listing or a home that just closed, being on people’s porches will build your visibility and keep you top of mind.
This real estate industry turns over almost 100% every 5 years, so it’s safe to assume that there are going to be a lot of clients who will find their original agent gone. If we stay in front of these people, we’ll be the next agent they think of.

In this episode of the podcast, we’re diving into the top 25 sources of listings in today’s real estate market. We’ve discussed the key traits and characteristics of top listing agents, and the benefits of focusing on listings, but where are the best of the best getting business from? As real estate agents, it’s important to create stability by diversifying our lead sources, while also not spreading ourselves too thin by taking on too much.

Whatever the market condition or the location, the lead sources you’ll learn about will be a huge boost to your business and perhaps even deliver leads for years to come. You don’t have to take on all 25, of course, but taking on a few or just brushing up on the ones you already have in your business, will make a huge impact.

Jeff will share the first 10 of 25 of these lead sources, and why they are worth going after, especially in this market. You’ll learn what Jeff and his team are doing, the lessons he’s learned and the lucrative lead sources you need to stop overlooking.

You’ll also learn;

The danger of intensifying on only one lead source at a time
How internet leads provide the opportunity to gain lifelong clients
Why agent-to-agent referrals aren’t going away anytime soon

Quotes

Great listing agents have no less than 3 and no more than 5 sources of business they’ve mastered at a high level. -Jeff Glover

The more sources of business you have, the less amount of time, energy, money and total resources you have. -Jeff Glover

The market we’re heading into could be an unstable one and we don’t want to be involved in long-term expensive advertising contracts. -Jeff Glover

Key Points

Great listing agents master no less than 3 and no more than 5 sources of business because it’s the sweet spot between stability and being overstretched. Having 3 or more lead sources is like building your business on a stool with 3 or more legs. That means you can sustain your business through different market conditions, and you won’t have to scramble for leads if one lead source starts to drop off.
While we want to have multiple lead sources, it’s really important that we go deep, not wide with whatever sources we choose. Many agents make the mistake of moving onto a new lead source before they’ve fully exhausted their current ones. You’re going to be better at whatever source is already working for you, so it’s best to double down on that source before taking on something else. With each lead source ask yourself this: ‘have I hit them from every angle, through every channel, and have I perfected the system that’s already in place?
It’s very important that we’re cautious with lead sources like advertising. The market we’re heading into could be an unstable one, and we don’t want to be involved in long-term, expensive advertising contracts at this time. Some lead sources won’t perform at the same level, so we have to really think about where we’re spending our money.
Online referral sites are a lead source we need to be working with instead of ignoring. They’ve mastered the art of getting in between us and the seller, and they have deep pockets to pay for advertising. We can use this to our advantage to generate listings. Google ‘sell my home in YOUR CITY’ and work on partnering with these companies.

In today’s episode of the Live UNREAL podcast, we’re diving into part 2 of our conversation on what makes top producing agents tick, and how they set themselves apart from the other agents in their markets. The highest performing agents are intentional about every aspect of their businesses from scripts and communication, to accountability and follow up. Their incredible results are just the byproduct of those mindsets, behaviors and habits.

Any of us can add these skills and beliefs to our arsenal. Wherever you’re located in the country or how big or small your market is, the commitment required to become the cream of the crop is the same. Even when the market softens, success has more to do with what’s going on within us, not the external factors of the market.

Jeff Glover will share what you need to be doing every single day in order to become a great listing agent, and the metrics you should be obsessively focused on to raise your game.

You’ll also learn:

The power of practicing and rehearsing all our communications
How to stop giving your service away for free
Why we have to anticipate the biggest seller objections
How to get more comfortable with asking for the sale more than once

Quotes

When the market changes, the frequency of our follow up becomes just as much if not more important than speed to lead. -Jeff Glover

Your presentation doesn’t start at the table, it starts with what they see online. -Jeff Glover

Key Points

Great listing agents know what their time is worth, and because of this, they know where their time is best spent. By and large, working with listings gives us more time efficiency than buyers. The average buyer transaction takes 38.5 hours, while the average seller transaction takes 19. Agents who focus on sellers get twice the business, so adding more listings to your business allows you to earn more in less time.
We all know that speed to lead is an important metric if we want to grow our listing business, but in this market that’s incomplete. The best listing agents also understand that the frequency of follow up is just as (if not more) important than speed to lead. We need to have the discipline to follow up, even when they aren’t getting back to us.
When great listing agents set a listing goal, they know their ratios and formulas so well, they can tell you how many conversations they’ll need to have to reach that number. We have to know the number of days we have to work, how many calls we need to make, and the listings taken to listings pending ratio. When we know these formulas, we know exactly how much effort we need to stay on top of our goals.

In today’s episode, we’re talking about what makes great listing agents tick, and the skills, habits, behaviors and mindsets that allow them to perform at the highest level. If you look at all the agents who can thrive in any market, always win the seller in the appointment, and sell multiple listings every month, the traits are the same across the board. Jeff Glover shares what these must-have traits and characteristics are and simple tricks and tactics you can put in place to emulate and adopt these traits for yourself.

We all know that success leaves clues, and in real estate, it’s no different. The best of the best don’t do things the way everyone else does - they are obsessed with how they communicate and present themselves to clients. We’ve identified 13 traits that truly set the best agents apart from everyone else. Jeff will share why these traits are so critical in this business, and how nurturing these skills for yourself will transform your business and your life.

We also discussed:

How to build rapport by going three-deep on every question
Why the rejection of working with sellers make you a better agent
What it really takes to sell a 100 listings (broken down in detail)
How to suit up for success every single day

Quotes

A great salesperson has the ability to make the client feel like they are their only client. -Jeff Glover

Key Points

No matter how busy they are and how many listings they’ve sold, the best agents still have the ability to make every single client in that moment feel like they are the top priority. During the appointment, they shut everything else out, and make the seller feel like they are the only person in the room. A big mistake many agents make is operating with a sense of self-importance, and the clients can immediately feel that. The appointment isn’t time for us to talk about ourselves or our companies, it’s the time to make the other person feel important.
Great listing agents don’t just accept that rejection is part of the job, they actually embrace it and even chase it. The more rejection we’re willing to expose ourselves to, the more listing appointments we’ll set and the higher our conversion rate will be. Embracing rejection actually makes us better at our jobs because it forces us to improve our skills and habits.
The best listing agents understand that clients are different, and they adapt their presentation and communication styles accordingly. They are flexible and versatile in every situation, and can handle different types of people effortlessly. You can even take this a step further by modifying your listing presentation for different types of clients.

In today’s episode, we’re continuing our deep dive into what it takes to succeed as a listing agent in the new market we find ourselves in. The truth is, the new market conditions call for a completely different level of skill and effort to what got results before. If relying on what we’ve been doing all along isn’t cutting it, what is working?

Deals aren’t just going to fall into our laps now, but that doesn’t mean we can’t succeed - in fact for certain agents, this is a huge opportunity to take on more market share than ever before.

Jeff will share how to shift your activities so you can still meet and exceed your goals in this new market, and why leaning into listings right now is key.

We also discussed:

Why contacts per day (CPD) is such a critical metric right now
The benefits of being a listing agent especially in this market
How market conditions affect the stickiness of a transaction

Quotes

Don’t be surprised if a buyer you have secured backs out. One of the downsides of being in a softer market is the stickiness of a transaction. -Jeff Glover

This is the perfect storm for an agent with great skills to shine while everyone else flounders. -Jeff Glover

Key Points

In a hot market 90-95% of listings sell, in a normal market, 60-65% of listings sell, and in a down market, listings can go as low as 40-50%. That means, in this market, we can expect to see a 25% decline in our listings taken/listings sold ratio. If we want to increase our production, that means we have to increase our appointments, leads, prospects and daily contacts to compensate for the decline.
The best database agents make one mistake - they fail to put new people into their database on a consistent basis. If we stop putting people in the funnel, we’re going to run out of new people to work with. Instead of just focusing on taking care of the people already in the database, you also have to work on getting in front of new people to keep feeding it.
When the market softens, sellers become more critical of who they hire. In the last market, it didn’t matter who they hired, but now they want to hire someone who will make sure their home doesn’t just sit on the market. The agents with the best skills, resources, and marketing are going to take more market share while everyone else struggles.

In today’s episode of the podcast, we’re talking about one of the most important topics for listing agents in today’s market - the conversations we need to be having with sellers right now. As agents, we might be well aware that the market we’re operating is different to what it was earlier this year, but sellers don’t know specifically what’s happening.

We can’t just tell them that things have changed - that’s what average agents are doing. Our conversations have to be specific and granular in order to paint an accurate picture of the market, set them up for success and set us apart from the rest.

Any agent can pull the comps of the market and share them with the seller - what’s really needed is the market data that will help them make an informed decision for themselves. In this episode of the podcast, Jeff shares how to present the data, and why this will give you the leg up against your competitors.

We also discussed:

How to demonstrate your expertise
The key indicators of how the market is actually doing
The timing analysis (with a twist) to empower clients with information that drives action
What sellers aren’t fully buying into the idea that something has changed

Quotes

The number 1 thing we’re missing in our conversations and dialogues with sellers is the specifics of what’s happening. -Jeff Glover

In a softer market, more listings are won and lost based on how well you help them understand their home’s value. -Jeff Glover

Key Points

5 economic indicators we should be tracking daily

Showing activity slowing
New listings rising
Price reductions increasing
Expired listings increasing
New purchase loan applications last year vs. this year

Prepare for a slower transaction process

Once you have a listing inventory, and it’s not selling, you’ll have a customer service issue fielding all their complaints and concerns. That’s why it’s so important to prepare the seller for the fact that the market has softened, and that a home won’t sell as soon as it lists anymore.

Take action sooner than later

The market data hasn’t actually caught up with what’s taking place, we won’t see the price reductions in the moment, but rather when those homes close later. Price reductions will show up as solds at a later date, and we need to be able to demonstrate this in our numbers. If they are asking about doing home renovations before listing, they only have about 2 weeks to do it. If they can’t do it in that timeframe, it’s better to get the home on the market now before the numbers change again.

Today’s episode of the Live UNREAL Podcast is part 2 of our conversation with top producing agents from teams across the country. In this episode, we’re spotlighting Jona Flores, a REALTOR® Magazine 30 Under 30 rising star and Jennifer Skulley, an agent on course to triple her transactions from last year.

You would think that the most successful agents would want to go it alone, but as you’ll find out, being on a team has a lot of benefits that make your business stronger. From culture and accountability to resources and support, being part of a team can make the journey to your goals a lot less rocky.

Jona and Jennifer share what they are doing to get the results they are getting in their businesses at a really high level.

We also discussed;

How to create a morning routine that prepares you for whatever comes in the day
Jona’s circle prospecting methods
Why boundaries were key to Jennifer’s success
How to get the most out of your team

Key Points

In a market where everyone is discounting their commission, Jona was able to increase hers. Being able to do that comes down to having a strong enough value proposition that justifies your commission and being able to present it so well that the seller doesn’t even flinch.
Jennifer doesn’t just send her database gifts to her past clients and sphere, she also sends it to her grandmother. She has friends too and can send them her way for business.

In today’s episode of the Live UNREAL podcast, we’re shining a light on some of the best and brightest agents on real estate teams from all over the country. As we think of the needs of the industry - teams remain a very important area of focus and we’re excited to be giving recognition to the people thriving on them.

Today, Jeff is joined on stage by Bri Frazier and Brian Denney, who will share what they are doing to get their outstanding results in business and the value they get out of being on a team. Bri hasn’t just sold a ton of units with a volume of $50 million after 4 years in the business, her Zillow conversion rate is triple that of the industry average! Brian has sold 97 homes and earned $110 million in volume.

Both agents will give you a peek behind the curtain of the business and share some of the ways they are setting themselves up for success on their teams.

We also discussed:

How new agents can get more deals by leveraging open houses and listing previews
How to properly pass off the client to a showing agent so it doesn’t feel like a disservice
Why Brian implemented a daily video power hour into his schedule
The 20-contact model

Quotes

For a brand new agent open houses are a great way to build a reputation. -Jeff Glover

When you’re producing at this level, it’s really hard to find a circle like what I have in the team. -Bri Frazier

Key Points

One of the things Bri Frazier is doing to have a Zillow conversion rate of 11% (3x the industry average) is having a dedicated VA answering the calls to pre-scrub and set appointments. This means she never misses a call from a lead. Many agents wouldn’t want to give up a portion of their commission, but it’s what enables you to do more transactions while getting your time back.
Control your calendar, don’t let it control you. The first 4 hours of your calendar are sacred and committing to them is non-negotiable. No matter what, we have to protect those first 4 hours and then everything else comes after that.

In today’s episode, Jeff is joined by a special guest, Thomas Elrod. Thomas has been in the Glover U world since the beginning, and today he’s a top producing agent in North Carolina. Early on, he was able to grow his business from 27 transactions to over 100 in 1 year, and in this episode, he shares the key strategies he implemented at a really high level since 2013.

Today’s market is starting to look a lot like the market Thomas got started and succeeded in, so his insights on becoming a really great listing agent couldn’t have come at a better time. You’ll learn about the mindset, activities, and habits he put in place to win clients, and how to turn 1 transaction into multiple opportunities.

We also discussed:

The key car sales skill Thomas brought into real estate
The difference between water skiing and scuba diving in our conversations
How to protect your commission in any market
Why our health has to line up with our business’s

Quotes

Sellers are looking for a proactive agent, not a reactive agent. -Thomas Elrod

Ego stands for Edging God Out or Eliminating Growth Opportunities. -Thomas Elrod

In this business you’re not going to be successful everyday, but by doing this business everyday, you’re going to be successful. -Thomas Elrod

When you run to the things you don’t want to do, that’s where your growth gets accelerated. -Thomas Elrod

The happier you are, the better you feel the more productive you’ll actually be, and the better at conversion you’ll be. -Jeff Glover

Key Points

Door knocking the homes around your just-listed or just-sold property can actually lead to more listings. If someone has listed and sold a home, it will trigger action on the part of the people thinking about selling. There’s probably someone in the neighborhood thinking about moving soon, and you can capture that opportunity by simply reaching out (and letting your seller know that’s what you’ll be doing).
Every listing can potentially give you up to 7 checks:
The seller sells
The seller buys
The seller refers a friend
Sign calls
Open houses
Internet leads
The seller becomes a returning client and sells later
Now that the market has shifted, people are starting to respect traditional low-tech methods of generating business again. Many brands are investing in direct mail, because it now feels more personal than emails and social media. This perfectly lines up with what’s happening with our lead generation efforts. In this market, the value of marketing declines, and the value of prospecting increases, so you’ll see a drop in the ROI of billboards, radio and social media. This is why perfecting your traditional prospecting skills is so critical right now.
When you pay for a prospecting tool, marketing resource, coaching program or anything else to improve your business or yourself, you’ll feel the pain of a monthly check more than the pain of one lump sum, and this will influence the energy you put towards implementation.

In today’s episode of The Live UNREAL Podcast, our very own Coach Justin Ford graces the stage as a keynote speaker, sharing his powerful life story and the 5 keys to breaking through adversity and creating your best life. Justin has navigated through his fair share of challenges from jail and addiction to economic hardships and business losses, and today he shares principles to getting through those things, and how he used them to pave the path to where he is today.

Despite where you come from, what you’ve been through or where you are now, you can create your own UNREAL Life. To open any door in life, you need a key and those keys take on different meanings. Justin’s story will inspire and move you to unlock the doors in your life, think of the adversity you’ve faced in a different way and make huge leaps in many areas.

Justin also shares;

His rock bottom moment and how he got back on his feet
How to align your purpose with what you do for a living
Why we need mentors on our journey to greatness

Key Points

You don’t have to be in a physical prison to be imprisoned and held back from the life you want. Addiction, fear, doubt, bitterness, and trauma are all things that can get in the way of our lives. The more work we can do on ourselves to deal with these things, the closer we get to our purpose.
The negative feelings we harbor towards the people who wronged us hold us hostage. The action or process of forgiving is a conscious, deliberate decision to release resentment and vengeance, regardless of whether the person deserves it or not. There’s a burden to holding onto hurt and disappointment, and we leap forward when we let them go.
Understand and trust the process - you have to go through a lot of hard stuff to become the person you want to be. Character only happens when we go through the process of preparation. That preparation comes in the form of obstacles, roadblocks, detours, storms and many unknowns. They are necessary because they prepare you for who you need to become to fulfill your purpose.

In today’s episode of the podcast, our top agent panel continues with agents Jeff Nielsen and Andrew Pepper. These two agents have both successfully increased their production, number of transactions and volume this year, and they’re going to share exactly what they did to reach their goals.

Jeff and Andrew embody the traits of great listing agents who are setting themselves up for success, and today you’ll learn how they’re running their schedules, and leading their teams to amazing results.

We also discussed:

The benefits of pouring into your database vs. buying leads
The power of “bunker time” in your schedule
How to get a lot of agent-to-agent referrals

Key Points

Jeff’s team of 12 producing agents does as many deals as teams with 20-25 agents, making their per-person-production truly staggering. The secret to their success is setting the standard of 100 contacts a week with agents on the team and focusing heavily on their database.
Andrew has grown his business by making sure his team is equipped to deal with sellers in this current market. Having the skills to do a true market analysis, being willing to tell sellers the truth and show them why and how the home is listed for that much. The last thing you want to do is take a listing and not sell it. The way to avoid that is to put the facts in front of sellers.

In today’s episode of the podcast, our top agent panel continues with agents Jeff Nielsen and Andrew Pepper. These two agents have both successfully increased their production, number of transactions and volume this year, and they’re going to share exactly what they did to reach their goals.

Jeff and Andrew embody the traits of great listing agents who are setting themselves up for success, and today you’ll learn how they’re running their schedules, and leading their teams to amazing results.

We also discussed:

The benefits of pouring into your database vs. buying leads
The power of “bunker time” in your schedule
How to get a lot of agent-to-agent referrals

Key Points

Jeff’s team of 12 producing agents does as many deals as teams with 20-25 agents, making their per-person-production truly staggering. The secret to their success is setting the standard of 100 contacts a week with agents on the team and focusing heavily on their database.
Andrew has grown his business by making sure his team is equipped to deal with sellers in this current market. Having the skills to do a true market analysis, being willing to tell sellers the truth and show them why and how the home is listed for that much. The last thing you want to do is take a listing and not sell it. The way to avoid that is to put the facts in front of sellers.

In today’s episode of the podcast, we’re kicking off an awesome top agent panel with agents Sue Warren and Eric Delgado. As we prepared for this panel, we thought about what it takes to thrive and win in this market and get ahead of the curve. These agents truly embody the traits of great listing agents who are setting themselves up for success. They'll share what they’re doing to take more listings than ever before, and stay relevant in their markets.

You’ll learn the activities that are necessary for what’s going on around us, how to level up our client service and communication, and the importance of consistency in everything we do.

We also discussed:

How to balance working with both buyers and sellers
How to ease your way into calling expireds if they are too fast-paced for you
Why leading by example increases the per-person production on your team

Key Points

Committing to prospecting in the morning makes following through with this commitment a lot easier. It takes more discipline and willpower to prospect in the afternoon or evening, so most agents don’t stick with it.
Most people have a family doctor, CPA, lawyer and dentist that takes care of them and their children through the years. If we really become a resource for the people in our markets, we can easily become their family Realtor for life.
When you get in touch with an expireds, don’t lead with “I have a buyer for you”, remember they hear that from agents all the time. Reach out often in the first few days, keep your text messages short and lead with value.

In today’s episode of the podcast, we’re kicking off an awesome top agent panel with agents Sue Warren and Eric Delgado. As we prepared for this panel, we thought about what it takes to thrive and win in this market and get ahead of the curve. These agents truly embody the traits of great listing agents who are setting themselves up for success. They'll share what they’re doing to take more listings than ever before, and stay relevant in their markets.

You’ll learn the activities that are necessary for what’s going on around us, how to level up our client service and communication, and the importance of consistency in everything we do.

We also discussed:

How to balance working with both buyers and sellers
How to ease your way into calling expireds if they are too fast-paced for you
Why leading by example increases the per-person production on your team

Key Points

Committing to prospecting in the morning makes following through with this commitment a lot easier. It takes more discipline and willpower to prospect in the afternoon or evening, so most agents don’t stick with it.
Most people have a family doctor, CPA, lawyer and dentist that takes care of them and their children through the years. If we really become a resource for the people in our markets, we can easily become their family Realtor for life.
When you get in touch with an expireds, don’t lead with “I have a buyer for you”, remember they hear that from agents all the time. Reach out often in the first few days, keep your text messages short and lead with value.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined on stage by the leader of the #1 real estate team in Ohio (of all brands!) and Glover U resident marketing expert, Greg Erlanger. If there’s anyone who knows digital and video marketing inside-out, it’s Greg; and in this podcast, he shares how his team uses next level lifestyle videos for branding/brand recognition, attracting leads and generating listings at a high level.

Video content validates you, it makes you the authority in your marketplace, and there are so many ways we can leverage it to stand out and make sellers want to work with us (which is critical in this market). You’ll learn how to ace your video content, become a true storyteller and bridge the gap between real estate and content creation.

We also discussed:

How to learn from the content creators in cities like LA, New York and Dallas
Why short-form content is taking off
The different real estate content silos we can create videos in
The difference between a home tour and a lifestyle video

Quotes

People come for the story, but stay for the characters. - Greg Erlanger

Key Points

When we see really amazing lifestyle/real estate videos, our first thought is that we just can’t do something at the level, which will stop us from taking the first step. It’s more important to take imperfect action and work your way up from there.
Short-form and long-form content both serve important purposes in our marketing. The platform we want our long-form to live on is YouTube. Short-form content like Instagram Reels and YouTube Shorts puts our content in front of more people, it’s like providing more roads to our town. Both types of content will help us achieve our marketing goals.
Many agents attach the cost of video content to the marketing of a specific property, but that’s not how it works. It’s actually an expense to generate more listings, so it belongs in the same bucket as Zillow leads and other similar platforms.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined on stage by the leader of the #1 real estate team in Ohio (of all brands!) and Glover U resident marketing expert, Greg Erlanger. If there’s anyone who knows digital and video marketing inside-out, it’s Greg; and in this podcast, he shares how his team uses next level lifestyle videos for branding/brand recognition, attracting leads and generating listings at a high level.

Video content validates you, it makes you the authority in your marketplace, and there are so many ways we can leverage it to stand out and make sellers want to work with us (which is critical in this market). You’ll learn how to ace your video content, become a true storyteller and bridge the gap between real estate and content creation.

We also discussed:

How to learn from the content creators in cities like LA, New York and Dallas
Why short-form content is taking off
The different real estate content silos we can create videos in
The difference between a home tour and a lifestyle video

Quotes

People come for the story, but stay for the characters. - Greg Erlanger

Key Points

When we see really amazing lifestyle/real estate videos, our first thought is that we just can’t do something at the level, which will stop us from taking the first step. It’s more important to take imperfect action and work your way up from there.
Short-form and long-form content both serve important purposes in our marketing. The platform we want our long-form to live on is YouTube. Short-form content like Instagram Reels and YouTube Shorts puts our content in front of more people, it’s like providing more roads to our town. Both types of content will help us achieve our marketing goals.
Many agents attach the cost of video content to the marketing of a specific property, but that’s not how it works. It’s actually an expense to generate more listings, so it belongs in the same bucket as Zillow leads and other similar platforms.

In today’s special episode of the Live UNREAL Podcast, we are doing something a little different. Following our recent epic RETREAT, many people are curious about all the group coaching programs we offer and how they can make your business better. All our coaches join Jeff to give all the information you need to decide which coaching program is right for you and what you can get out of it.

You’ll learn exactly how to leverage our programs to build your own Unreal Life, and get the most out of your real estate sales, operations, marketing and finances.

You’ll find out about;

Prospecting Bootcamp
Buyer Mastery
Systems of Real Estate
Marketing Mastery
Listing Mastery
Unreal dialogues
From salesperson to CEO
Wealth Mastery

Quotes

The number one reason agents leave teams is because they were so building your brand they didn’t get a chance to build your own. -Jeff Glover

Key Points

In a more balanced market like the one we’re heading into, buyers start to shop around. It’s no longer as easy to get them into a home quickly, so we need to be able to show buyers how we produce the most value.
When you work on the marketing of your real estate business, you create a level of value that people are attracted to which makes everything easier, from bringing more agents onto your team, to creating a healthy pipeline of business.
A lot of agents earn a lot of money, but ultimately leave the business with no wealth. We can’t live our Unreal Life if we don’t put our income assets that allow us to work because we want to, not because we need to.

In today’s episode of the Live UNREAL Podcast, we are concluding our Sizzlin’ Summer Webinars with a special focus on a niche that many agents overlook - new construction. In our business planning, we often talk about adding new business sources to what you’re already doing, and new construction should be on that list.

Up to ⅓ of homes in America are new builds, many customers would rather buy something turnkey and now that the market is softening, builders will be champing at the bit to get represented by an agent. It’s a niche that not many people understand or work, so you can set yourself apart very quickly.

Jeff is joined by Matt Marsoupian, an agent and coach with a lot of expertise in new construction, and they’ll share what agents need to know to successfully add this niche to their business, and what builders are looking for in this market.

We also discussed;

The different types of builders and ways to work with them
Why we should always mention new construction to buyers (even if they say they want an existing home)
How to get an in-depth understanding of new builds and their features
How to set yourself apart from other agents working new construction

Key Points

There are many factors driving the growth of new constructions. There’s already a shortage of homes for sale nationwide and new builds are the remedy. Post-covid migration patterns are fueling new constructions, and millennials who are in their peak buying years prefer brand new homes.
Most builders aren’t great marketers, it’s not in their wheelhouse. As real estate agents, this is a space we can step into to provide value. In the same way that we show sellers all the ways we will market their homes, we can do the same. We can offer to show up with a photographer and videographer to showcase the property, post on social media, and get more eyes on it.
If we want to have success with new construction, we have to be proactive and know what’s going on in the market. You can do this by attending city planning meetings, keeping track of who is buying land and looking on sites like newhomesource.com to know the projects coming down the pipeline.

In today’s episode of the podcast, we’re diving into the latest and greatest agent recruitment strategies to help you build a solid team. As the market continues to change, this is actually going to be the golden age of recruiting opportunities - but how do we attract the best people into our world?

Recruiting is a sales process, but it’s not the same as a listing presentation. In many cases, a top real estate agent isn’t even thinking about leaving their brokerage. We have to point out a pain they don’t even know they have, and then show that we’re the solution.

Jeff is joined by Coach Matt Sutter to share how to become a great recruiter and how to create a bigger pool of talented agents.

We also discussed;

Why we end up with non-performing agents
Why leads shouldn’t be your number 1 value proposition
5 surefire agent attraction strategies
How to use our allied resources to identify who to recruit

Key Points

This current market will create a ton of movement. In a space where less buyers are buying and less sellers are selling, many agents are a flight risk, and we’re going to see a lot of them flee the industry. Even experienced agents are going to be willing to make the move to a team because they need help navigating the challenges of this market.
Commit to teaching in your marketplace. Most people think that sharing all we’re doing is giving information to our competitors, but the “shock and awe approach” actually shows people they can do better by joining us. It also lowers people’s resistance to us, and gets them open to working with us in some capacity.
If we want to attract top agents, we have to speak the language of real estate. We can’t just say our team is great, we actually have to show them with the numbers. Remember agents have lots of options of places they can go, and we have to show them with empirical data that we’re the ones that can get them to their desired destination the fastest.

In today’s episode of the Live UNREAL Podcast, Jeff Glover is joined by our head coach, Kate Simon to talk about how to run a successful real estate business as a parent. You’ll learn how to run your day when you have numerous demands coming at you from different directions, and how to maximize productivity without sacrificing valuable family time.

For parents, it often feels like there isn’t enough time in the day to get all the important tasks in your life and business done, but we can have high-producing businesses and still be present at home. It comes down to priorities and building your schedules with intention. Even with demanding lives, it’s still possible to achieve at a high level, work your goals and have an efficient schedule

Kate will share how to balance all our responsibilities, how we can protect both family and prospecting time, plus how she’s setting up her own schedule as a soon-to-be mom of 2.

We also discussed;

Why your schedule should be built on the foundation of your core values
The regret-eliminating method for planning your activities
How to transfer your to-list into a priority quadrant
How to turn your operations into a lead generation pillar

Quotes

When there’s a qualifier around how and why someone succeeds, it removes the opportunity for someone who doesn’t have the same circumstances. -Kate Simon

Mastering the operations of the business in and of itself is a lead generation tool. -Kate Simon

We need to get comfortable with our idea of success looking completely different to everyone else’s. -Kate Simon

In today’s episode of the podcast, we are revisiting the business plan to align with where the market is now. It’s very clear that the market has shifted and that we have to change how we’ve been doing business to keep up. This is the exact business plan Jeff is using to continue and finish this year strong, including all the things we need to improve, upgrade, or eliminate.

The 4th of July is behind us, and now it’s time to really buckle down so we don’t just get through the 2nd half of the year but actually maintain and even grow our production.

Jeff will help you get your head wrapped around what’s going on in the market, and share a plan of action to lead generate, communicate with clients and keep closing deals in a wonky market.

You’ll also learn;

How to get really granular when it comes to tracking our lead sources
Why expense management is more critical now and how to hold your spending accountable
The script you need to use with every single buyer and seller lead right now
Why consumers are doing a lot more research about agents before making a hiring decision
How to prepare the sellers for what’s actually happening in the market

Quotes

You’re going to realize things in your business when you start tracking your daily contacts. -Jeff Glover

“Days on market” is the enemy of a home’s value. -Jeff Glover

Key Points

In order to thrive in this softening market, we have to be armed with information that reflects what’s going on in the market right now. Typical market stats are going to be misleading, so in order to know what’s really happening we need to pay attention to;
Average showings per listing
Average new listings per day
New expireds per day
New price reductions per day
30 year fixed mortgage rate
Pendings

Knowing these things will prove you as an expert in your market and also back up your claim that things are changing.

The agents who thrive through a softer market maintain and even increase their production know they have to increase their daily lead generation efforts. If you want to maintain the same level of business as the first half of the year, you need to increase your contacts by 15 - 20% a day.
Have a designated day each week for price reductions. Before this market, we didn’t need a communication plan for price reductions because homes were selling very easily. Now sellers are going to wonder why after a few days, they don’t have any showings or offers. Now we have to set aside time to give them the necessary market updates.

In today’s episode of the podcast, we’re sharing how to average 50 listings a month in 13 steps. 50 listings a month may not be a realistic number for one person, but with 3 or 4 people on your team, you can close this number very efficiently. But even if you’re a solo agent, these strategies will still increase your listings to up to 10 a month.

There are so many changes taking place in the market right now, and the more you can fine tune your listing skills, the better prepared you’re going to be for the moment the market softens. Jeff Glover will share all the things you should be paying attention to, improving, optimizing and adding to your lead generation, conversions, listing presentations and more.

We also discussed;

How to be better prepared for an appointment by drawing out an objection in advance
How to make 125 contacts a day
What your listing appointments materials should include
Why we must master every objection we might receive
The key to getting more listings from Facebook and Instagram

Key Points

Sources of sellers used by JGA today

database
internet leads
expired listings
hybrid farming
circle prospecting
social media
purchased leads
mass advertising and reputation
open houses
referral sites
agent-to-agent referrals
online reviews
Once the appointment is set, you must use a pre-qualification script, especially in this new market. Before, the seller could tell us any price and we knew the home would sell. Now that the market is softening, sellers are going to be more critical of agents, and you have to fine tune every aspect of your seller-facing marketing and presentation.
Most listings are won and lost based on how well you handle price and the conversation around reductions. In the market we’re headed into, your ability to future-pace a price reduction will bring your clients closer to the result they want.

In today’s episode of Live UNREAL, we’re diving into hosting client events at a high level, and sharing what we’re doing to create great experiences for people, and turn these events into a solid source of transactions for years.

Hosting a great client event isn’t just about planning a great party - there needs to be an intentional strategy behind it. Today, our director of operations, Taylor Kerrigan shares 7 things you need to consider to host the kind of event people want to be invited to every single year. She’ll also share why there’s a lot more to the event than the actual day itself. These are the absolute must-dos before, during and after the event to get the most ROI.

Whether you want to host a small gathering or a larger event with hundreds of people, you will learn exactly what it takes to do it well, whatever market you’re in.

We also discussed;

The best times in the year to host your events and why
When to start building excitement and how to create FOMO
How to extend the lifespan of your events
How to make our events amazing and keep people there

Quotes

Make sure you’re reaching out far enough in advance, multiple times in advance and don’t be afraid of over-inviting because of the no-show rate. -Taylor Kerrigan

Key Points

Always include extra tickets in the invite so people can bring their friends along. It’s a quick and easy way to double your database, and a chance for your clients to pre-sell you to those people which makes them more likely to refer you or want to work with you.
Why invite only a fraction of your database when it’s such a great opportunity to contact everyone? Regardless of the style of the event or the fact that you have many events during the year, invite everyone. People may not go to all the events, but if you invite them, it still gives you a reason to reach out and talk to them.
Make sure you promote a hashtag for your event. It allows you to get exposed to the social networks of your attendees and it also gives you a library of photos you can post afterwards. Make sure the hashtag you use has your real estate name in it.

In this episode of the podcast, we’re bringing you another Sizzling Summer webinar, sharing what’s happening in markets across the country right now, and all the things you need to know and do to get to the next level.

Today’s episode is focused on the latest and greatest prospecting strategies you need to implement in your business, from one of the best prospectors in the industry, Coach Justin Ford.

Prospecting might not be the most exciting topic - actually some people don’t think it’s even necessary in today’s real estate environment, but the truth is, we can’t meet our income goals if we shy away from prospecting. Today, Coach Justin and Jeff are going to share the most effective prospecting tactics in this transitioning market, and how to up your game in this very important skill set.

We also discussed;

The limiting beliefs that keep us from having success with prospecting
How to guard your prospecting time at all costs
Why there’s a lot more to prospecting than phone calls
Why rejection is part of prospecting (and how to be okay with it)

Quotes

An objection is just an unanswered question in the mind of a seller. -Justin Ford

When the market shifts downward, our value goes up. When the market softens, consumers value what we do at a higher level. -Jeff Glover

Key Points

Prospecting is the very first step in the sales process - it consists of identifying potential customers, developing a database of likely customers and systematically getting into a conversation with them. If we’re not selling the number of homes we want to sell or making the money we want to make, we’re just not talking to enough people. If we’re not continuously filling the pipeline with new contacts, appointments and opportunities, we’re going to see inconsistency in our business.
There haven’t been a lot of FSBOs and expires for the last couple of years because it was such an extreme seller’s market but that will start to change as the market starts to change. As things start to slow down, and more listings sit on the MLS a bit longer, we’ll need to sharpen our prospecting skills in preparation.
The 5 rules of handling objections;
Always acknowledge and restate the objection in a positive manner
Use statements of agreement
Replace “but” and “however” with “and”
Always smile and nod your head (even if it’s over the phone)
Close after handling the objection

In today’s episode, we’re kicking off our sizzling summer webinars, and sharing the strategies you need to have the best summer ever in your business, and prepare for a great second half of 2022.

There are different things happening in markets across the country, including inventory going up and some buyers being a bit more hesitant to take action in fear of a downturn. As agents, we have to increase the value we bring to our buyers and sellers in order to meet the demands of this market.

You will learn about the 7 things that will set you up for success working with buyers, and why it’s so important to dial in our buyer strategies right now.

We also discussed;

The best question you can ask a listing agent and get closer to an accepted offer
Why proactive, focused lead generation is so critical right now
How to uncover the buyer’s real motivation

Quotes

The more we understand about why a move is important for someone, the better we are at helping them achieve that goal. -Nick Belmore

Key Points

The agents that are having the most success with buyers are the ones that set the right expectations from the get-go, and that carries all the way through to a successful transaction. A buyer will never question your advice if you prepare them.
The 3x3 formula is the most effective way to follow up with leads. When the lead comes in and we make that first contact, we want to have 3 calls, 3 emails and 3 texts within the first 3 days. That’s 9 touches right out the gate. Some agents think that’s being too pushy, but it has been proven that this approach will increase your conversion.
Because the market was moving so fast last year, agents could get away with skipping steps, and not having a dialed in buyer consultation or even an offer consultation. As the market starts slowing down, it’s really important that we refine these things and provide them to our buyer clients at a really high level.

In today’s episode of the podcast, Director of Operations at Live Unreal Companies, Taylor Kerrigan continues sharing the 5 essential aspects of an effective database marketing plan.

The whole goal of this plan is to stay top of mind with the people who already know, like or trust you, and being of contribution, which will make it easier to generate leads in this market.

In this part, Taylor shares in detail what you need to be doing with mail, email and client events. She’ll also tell you what you need to say, and what you need to send at different points in the year.

You’ll also learn;

Email blasts that people will actually open
The quickest and cheapest way to double your database
How to repurpose your content across platforms
The best times of the year to host client events
How to structure the letters you send to your database

Key Points

Out of your past client and sphere database, identify the top 10-20% and do something consistently to show them your appreciation. You can choose the criteria for who those top clients are - it could be who refers you the most, the clients with the largest sales, or the clients who have done the most deals with you.
Never do a market update email, no one wants to open something that’s really salesy. Your open rates are going to skyrocket when you start coming from contribution. Look for upcoming events in your market, and put that in your emails.
Make sure whatever event you choose to do is one that allows clients to spend a good amount of time with you. A pie giveaway event will probably only get you 5 minutes tops - they’ll pick up the pie and drive away. You want to host something they can spend up to 90 minutes at.

In today’s episode of the podcast, Director of Operations at Live Unreal Companies, Taylor Kerrigan is going to share the 4 essential aspects of effective database marketing we’ve been implementing in our own real estate business, plus a surprise bonus 5th component.

In this highly competitive market where buyers and sellers are hard to come by and the cost of generating and converting leads is outrageous, our best bet is investing in the relationships we already have, and making sure we stay top of mind with them.

You’ll learn how to stay in front of people, exactly what we need to say, and all the channels we need to be investing time and effort in if we want to have an easier time converting more business this year.

We also discussed;

How to track your past clients effectively
Why we need two have two different databases
How we went from generating 17% to 52% from our database
What we need to be doing and saying on social media to nurture our databases

Key Points

In a market like the one we’re in right now, buyers and sellers are hard to come by and there’s more competition, and the cost of buyer leads is outrageous, your best opportunity is converting a client through your database.
We call our clients twice a year to invite them to our events, but holidays are also important. Thanksgiving is a great time to reach out to them because it’s the kickoff of the holiday season. They’re going to be around family and friends and the topic of real estate will likely come up.
There are many ways we can use social media to add value to our exchange database including;
Creating a Very Important Client group
Paying attention to what they’re doing to send them relevant gifts
Market updates
Using it as a referral platform for contractors and vendors homeowners need
Getting known in your community group

In today’s episode, Jeff is joined by the founder and CEO of Vyral Marketing, Frank Klesitz. Frank brought video to the real estate industry in a big way, and when it comes to digital marketing, he really knows his stuff. He’s really keyed in on the messaging and strategies that are generating listings right now, and what we really need to be focused on to push the needle in our businesses.

The real estate marketing game is highly competitive, and if we don’t have a painfully consistent 36-touch program, and a message that solves a pain point, we don’t stand a chance.

Frank is going to share highly effective marketing tactics any real estate agent can implement to generate leads and close more deals.

We also discussed;

Why direct mail has to be part of our marketing strategy
Catchy subject lines and titles that will get people to click on our emails
3 email marketing messages that will generate fast leads

Key Points

Email marketing is working really well for generating real estate leads, but we have to go about it the right way. Before you start any email marketing campaign, you have to put all the email addresses through a scrubbing service like https://neverbounce.com/ to remove old and dead ones. If you don’t take the step of cleaning up our list, it will hurt your delivery rate, and platforms like Mailchimp will penalize you for it.
There is a record amount of money flowing into real estate, giving homeowners more options than ever before. This is really overwhelming for them, especially for the people who have lived in their homes for decades. One of the most effective messages we can send out to the market is offering a seller workshop to help them understand all their options. As Realtors we have to move upstream to get the seller lead and help them understand everything.
Most real estate agents try high-commitment marketing strategies like recording a video every single day. The problem is, this isn’t something we can do consistently for years and years and years. It’s better to commit to something you see yourself doing regularly for the rest of your career.

Quotes

Successful marketing isn’t always about switching to something new, there are things that have been around for several years that are still effective. -Jeff Glover

The Realtor has to move upstream to get the seller lead and help them understand everything. -Frank Klesitz

If you have a Q&A based content model, you’ll always have a message that’s on point. -Frank Klesitz

In today’s episode of the podcast, we’re picking back up with the top producer panel, this time focusing on the productive habits that lead to success, and ways to nurture your database.

Jeff is joined on stage by an agent who attributes his high transaction volume to consistent habits, and an agent who doubled his volume in one year. Bill Winslow and Harjit Saini share the strategies they’ve implemented to dominate their local markets and build a solid business.

We also discussed;

How Bill sold a property for the highest price in a vacation market
Why direct mail is such a powerful marketing channel
How Harjit implemented an exchange database strategy and his results

Key Points

Doubling down on a business source isn’t just about money, it’s also about increasing your skills, effort, resources and even time. Increasing time isn’t just about hours on the task, it can even be about pitching up our intensity.
Direct mail is one of those things we just have to stick with. At first you might get responses from people telling you to take them off their list, but the negative stuff will eventually make way for the positive feedback.

In today’s episode of the podcast, we’re going to talk about what it takes to differentiate yourself in the real estate landscape. Jeff is joined on stage by an agent who got licensed in 2020 and sold 15 homes in 30 days, and a broker who has mastered Facebook’s algorithms.

Russell Vinson and Therese Anthonelli share the strategies they are using to stand out and win business in a highly competitive market. You’ll learn one way to position yourself as a true subject matter expert, and how to use social media to your advantage.

We also discussed;

Why knowledge of product makes you a better salesperson
How to put yourself on the map by marketing other agents’ listings
Why we shouldn’t negate Zillow as a credibility marker

Quotes

Anytime you negate anything related to Zillow, you’re actually losing credibility with your clients. -Jeff Glover

If I wanted to put myself on the map and gain any type of awareness, I needed to be different. -Therese Anthonelli

Key Points

One of the things that make us stronger as salespeople is knowing as much as possible about the product we’re selling. If you know the different structural aspects of a home, it’s something you can add to our value proposition. There’s an easy way to do this - bring in a home inspector to take you through every line item, and learn what needs to be fixed and how much it will cost.
In order to differentiate ourselves, we have to stay current in terms of knowledge and marketing. It’s really easy to become complacent in what we know and what we’re currently doing, but that makes it really easy for other agents to replace us. If you’ve made the decision to be an agent and to lead others, you have to stay on top of what's happening.

In today’s episode of the podcast, we’re picking up from where we left off last week - talking about the key skills an agent needs to thrive in today’s real estate landscape.

Previously, we talked about social media and digital marketing, and today we’re going to conclude that, and then talk about database marketing strategies, and how to build a personality-driven, prospecting-based and marketing-enhanced lead generation strategy.

Jeff will share all the key pieces agents need to be focused on and optimize to get more business, and create a huge pipeline of business for years to come.

We also discussed;

How much time we should dedicate to our social media marketing
The 4 databases every agent needs to have in 2022 + 1 bonus database we can leverage to add more deals
How to run a referral campaign to past clients

Quotes

Make a decision going forward to have a personality driven, prospecting-based and marketing-enhanced lead generation strategy. -Jeff Glover

Key Points

Google screened ads are now appearing ahead of PPC ads in the Google search, and by putting a bit of money behind these ads, you can generate some of the highest quality leads right now because you know that they are highly motivated to hire an agent.
The people in our databases are being bombarded by so many other options, and we should be concerned about the loyalty of the consumers in your database. We have to assume that we’re going to lose people from our database, so whatever plan we put in place has to add new people while also retaining the people we can keep.
If you live in a market people frequently move to, it’s worth considering building up your agent referral network. Instead of clamoring for referrals in Facebook groups, connect with agents in other markets and add value to them. Treat agent referrals like a marketing channel in its own right.

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re talking about one of the key areas agents need to have dialed in today, your overall online presence. From your website and Google to Zillow and social media, many factors encompass your digital marketing strategy, and in order to succeed today, it’s something we should be focusing on.

Jeff Glover will share key strategies you can implement to stand out, get more online engagement and increase your mindshare.

We also discussed:

How to utilize Facebook Groups at the highest level
Why Canva could be weakening the impact of your marketing
The most impactful content you should be sharing
How to master both long and short form content

Quotes

Marketing that solves problems stands out. -Jeff Glover

Key Points

Social media is a tool, not the foundation of a successful business. It will never take the place of doing the things that grow and sustain your business, but rather it should enhance them, and give you a space to showcase all the awesome stuff you’re doing.
Promote buyer success stories just as much or even more than seller success stories. Buyer-focused content gives you the opportunity to share how you’re solving problems and helping your buyer clients save money, time and win in a multiple offer scenario.
Instead of using the “share to Facebook” or “share to Instagram'' feature, tailor and adapt every post to different platforms because they appeal to different demographics.

In the last episode of Live UNREAL, Jeff introduced 5 real estate agents and leaders who are excelling at the key skills that are important for succeeding in this industry. In part 2 of this interview, you’ll hear from Corey Edwards and Ryan Young about mindset and turning the iBuyer offer into a bigger business.

We’re going to talk about overcoming adversity and what it takes to build a successful instant offer operation to boost your real estate business.

You’ll also learn:

One agent’s inspiring story of coming back from a severe injury
How to get business in a new market
How Corey Edwards built an agent-led iBuyer company
If working with instant offer aggregators is ever a good idea

Key Points

When Corey Edwards was 17, he suffered an accidental gunshot injury, and doctors told him he had no chance of ever walking again, but today he can. He’s proof that your mindset makes anything possible, and that it can change your reality.
Ryan Young took his iBuyer offer from a creative option that he provided to his client to a full-on iBuyer platform. Putting research, effort and capital into instant offers is a strong agent retention tool and it’s a solid source of off-market properties in a seller’s market.

In today’s episode of Live UNREAL, Jeff is joined on stage by 5 real estate agents and leaders who are excelling at the key skills that are important to succeeding in this industry.

iBuyers, community engagement and showing agents are incredibly critical to the growth of our businesses, and these agents are implementing incredible strategies in these areas.

To start off, Chad Schwendeman, Josh Anderson and Jessica Spencer are going to talk about what they are doing to keep their businesses strong in the current market, and the mindset behind the key decisions they are making.

We also discussed;

How Chad Schwendeman funds his own iBuyer program
The key to getting our agents to buy into the showing agent model
How to master the agent-to-agent referral game
The power of heart-centered community engagement

Quotes

Social media is not in lieu of the phone calls and the actual contact piece of it, it’s in addition to. -Josh Anderson

Key Points

Why would a seller take less for their home by selling to an iBuyer when they could get more in a traditional listing? They are looking for convenience and certainty, the ability to sell it as is and choose their closing date.
If we’re not intentional about how we bring showing agents into our businesses, we can actually lose clients. It’s important that we position the assistant as a partner, and not as a pass-off to someone less experienced.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by Ken Pozek for a dive into YouTube strategies for real estate agents. Also known as “YouTube Ken”, our guest has almost 25k subscribers on his channel, and drives a lot of business through his videos.

Ken has over 400 videos on his channel, and he’s gotten YouTube down to a science in the content he makes and how he optimizes it. If you’re looking to take your business to the next level, where do you start? What are the key pieces of a successful YouTube strategy? You’ll learn how to build up your own channel, and create massive value through video content.

We also learn:

The most powerful hooks you can use to keep people watching your content
How to appeal to the YouTube algorithm
How to create authority on Google

Quotes

Whatever you do more of, you’ll get better at. -Ken Pozek

Who’s your ideal buyer or seller and go shoot content for them? -Ken Pozek

Key Points

The biggest reason agents don’t have success with YouTube is that they give up on it too easily. If you want to be massively successful, commit to it long-term. You need to commit to it for at least 6 to 9 months before you start seeing results.
Watch time is a huge factor in how successful you’ll be on YouTube. If you have a 10-minute video, and people only watch 2 minutes, YouTube will dock you for that, and suppress your video. If people watch 6-7 minutes of a 10-minute video, they will push your video and get it to show up in the rankings.

Ken’s Top YouTube Tips

Always create content based on what people are searching for. Easy topic ideas are “top 5 reasons to move to…” and “things to avoid when moving to…” based on your local area and neighborhood. You don’t have to get thousands of views to generate business from it.
Use tools like Tubebuddy and Morning Fame to do keyword research and generate title ideas.
Using hashtags in your description, they are better than tags.

In today’s episode, we’re bringing you the latest and greatest social media strategies and tactics to help you get more clients and add value to your marketplace. Social media isn’t a distraction these days, it’s the medium consumers are using to self-educate before they make a big decision, like hiring an agent. Social media platforms are the vehicles we can use to make money, and the better we get at appealing to the algorithms, the more business we can attract.

Jeff is joined by the co-leader of Ohio’s number 1 sales team and our resident marketing guru, Greg Erlanger. He tells us how to build a solid marketing-based real estate business and win the opportunity to get to the kitchen table. You’ll learn how to get organized, build a plan, and implement successful tactics. How do you create a cadence of providing great, valuable content that solves problems and is also infotaining to the audience? You’ll find out all this and more in this episode.

You’ll also learn:

How to create a good mix of education, motivation, and trust-building in your content
Why testimonials are out and what to focus on instead
How to get people in your funnel and take care of them once they're there
The power of tailoring your content to each social media platform

Quotes

The way the consumer receives information is what has made social media a value-add marketing tool instead of a distraction. -Greg Erlanger

Social media isn’t “look at me,” it’s “I see you.” -Greg Erlanger

Key Points

You can be a personality-based, prospecting-based, or marketing-based real estate agent, but whatever you choose, social media can enhance your efforts and have business chasing you instead of you chasing business.
If you’re not tapping into the brand equity that you already have through the NAR, your brokerage or your team, you’re missing a huge opportunity to add to your credibility. These brands have years of authority and you can lean into it to make your personal brand stronger.
If you’re creating graphics in Canva, don’t directly export them to your personal Facebook page. Social media algorithms identify these exports as marketing materials, and they will suppress them.

In today’s episode, we're talking about the seller lead generation strategies that we’re finding success with right now. Every time we talk about listings and share what we’re doing in the field, we go back to our numbers and look at all our lead sources and the results we’re getting from them. We do this so that our strategies are highly relevant to the current market conditions.

The market is constantly changing, and if our strategies remain the same, we won’t be able to compete. It’s important to understand exactly what the consumer expects from the real estate experience and deliver it at the highest level. Jeff shares with us 10 strategies that will help us get more seller leads and convert them.

Jeff also discusses:

Why face-to-face and phone prospecting remain the most effective ways to generate leads
How often we need to be breathing new life into our marketing materials
Why our lead gen strategies have to be personality-driven, prospecting-based, and marketing-enhanced

Quotes

Make the decision to have a personality-driven, prospecting-based, and marketing-enhanced lead generation strategy. -Jeff Glover

Key Points

The consumers' expectations drive the market. They expect a higher level of professionalism because the amount they are paying has increased as prices have increased. They also want a professional in their corner who understands today’s methods of communicating, messaging, and transacting business.
Before you add another lead generation source to your business, find out where your business came from in the last year and double down on that.
Online reviews lead to higher conversions. In 2010, people were asking their neighbors about you and your company when you left the home. In 2015, they were Googling you and looking you up on Facebook after you left. In 2020 and beyond, they are researching you before they even invite you in.

In today’s episode of Live UNREAL we’re talking about what it takes to build a world-class operations team starting from the very first hire. Jeff is joined by our very own Director of Operations, Taylor Kerrigan, who has been in the trenches of operations for multiple companies. She’s mastered several operations roles, built the operations foundation of a successful real estate company, and knows how to create a powerful back-of-house that will grow your business and level up your customer experience. Whether you’re an agent looking to make that first hire or an operations person yourself, this episode will equip you with the tools you need to develop an important part of your business.

You’ll also learn:

The biggest mistake agents make when they try to build their operations team
How to document your systems so you can create consistency
The career progression of a great assistant
Why we should treat customer service as a lead gen pillar

Quotes

When an organization is going through this breakdown to breakthrough process, the people in the organization will either step up or step aside. You should be okay with either one. -Taylor Kerrigan

Your level of customer service and success in your business is directly related to the people who work in it and the belief they have in your vision. It’s difficult to make that work with virtual assistants. -Taylor Kerrigan

Key Points

There’s a big difference between a transaction coordinator, marketing assistant, and an executive assistant. An executive assistant manages the people and manages the business while the producer is out in the field. They first have to manage the agent by keeping them on schedule and on task and holding them accountable to what they want to achieve.
Every client and every lead source should be getting the same customer experience 100% of the time. If that’s not happening, that means you’re not documenting the process.
Virtual assistants are very helpful when it comes to certain tasks in your marketing, but it would be very difficult to hire them as part of your operations team. It’s hard to maintain culture and the same vision if they aren’t in the same room as you.

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re talking about a technique that will win you more listings, and take your conversion rates through the roof by becoming more effective with what you’re already doing.

Every human being communicates in different ways. If we learn about each of the four communication styles and adapt our scripts and dialogue to them, we can build rapport with more people and close more deals because of it. As agents, versatility will make a huge difference in our interactions and be a huge game changer for our sales skills.

In this winter webinar, Jeff and Coach Justin Ford will share how to master how different people communicate and the ways in which that will benefit your business.

You’ll also learn:

How to effectively communicate with the people that aren’t like you
Ways to quickly identify everyone’s communication styles
The strengths and weaknesses of each communication style
How to succeed in real estate based on your own personality and communication style

Quotes

Our mindset should be to adapt to them based on who they are, not who we are. -Justin Ford

If we don’t understand versatility, we’ll miss out on opportunities. -Justin Ford

Key Points

If we don’t know the different personalities, we’ll always show up in our default mode, speaking our own language. The problem is that it overlooks other communication styles, which makes our conversations less effective. We will lose a lot of opportunities, sales, and contracts being signed by not adapting.

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re switching gears and diving into wealth building. This is an extremely important topic in real estate because many agents these days lack financial freedom. It’s one thing to make significant amounts of money through listings, but it’s a whole other thing to actually create long-term financial freedom and multiple revenue streams.

Coach Matt Sutter talks today about what it takes to dial in your finances, to start understanding how the wealthy actually think, and the foundational wealth building actions you can take right now. In this episode, you will find out how to turn your commission checks into a lifetime of wealth.

You’ll also learn:

7 things wealthy people do differently
The difference between income and net worth
Why we defer wealth building
The very first thing you need to do to build massive wealth
Why a consumptive lifestyle makes it impossible to build wealth

Quotes

A lot of us make the mistake of believing that somehow our wealth is primarily dictated by how much we make in active pursuit, but income is just an accelerator of wealth. -Matt Sutter

Investing in what we don’t know is called speculating. -Matt Sutter

Key Points

A lot of us make the mistake of believing that wealth is primarily dictated by how much we make in active income. But the truth about wealth is that it’s dictated by the passive income we earn. Our active income is just an accelerator of wealth, but not the creator of it.
7 things wealthy people do differently:
- They get paid on results not time
- They think "both," not "either or"
- They focus on their net worth, not their working income
- They manage their money well instead of mismanaging it
- They have their money work hard for them
- They act in spite of fear instead of letting fear stop them
- They constantly learn and grow
Most people increase their lifestyle as their income grows. The discipline to keep your lifestyle the same as your income grows is the secret sauce to building wealth. It’s important to calibrate your income and dial in expenses so that your income and lifestyle aren’t rising at the same level. You have to figure out how to grow your income instead of just focusing on shrinking your expenses.
To build wealth, we must invest in what we know. What do we know more than real estate? Real estate is where we have the massive competitive advantage, where we can have massive cash flow, and the long-term opportunity for appreciation.

In today’s episode, we’re diving into the world of neuro-linguistic programming, and how we can use it to become better salespeople. Whether you’re having face-to-face conversations with your clients or texting and emailing them, these techniques will help turn these conversations and leads into more contracts and closings.

Neuro-linguistic programming is a way for us to understand brain language and learn how to communicate more effectively. Jeff will teach you how to build rapport by tweaking how we speak to our clients, and making sure we’re in tune with them.

You’ll also learn:

How to ask motivating questions and dial in on what consumers care about
The 5 rules of objection handling
Why clients keep tuning you out (and how to change it)

Quotes

The difference between a con artist and a great salesperson is intent. -Jeff Glover

Agreeance statements bypass cognitive resistance by agreeing with some portion of the client’s position. -Jeff Glover

When you start off an agreeing sentence, they tune in. When you argue, they tune out. -Jeff Glover

Key Points

At our core, we all have the desire to look good and be right. Instead of consciously operating from a place of righteousness and unconsciously making people wrong, what would happen if you focused on helping your clients look good and be right? A key component to agreement is finding common ground through questions and really listening to their answers.
Common statements of agreement we can use:
- Of course.
- You’re right.
- I know.
- Yes!
- Sure.
- Exactly!
- Absolutely.
- Right!
Embedded commands are a technique for planting a thought within the mind of another person beneath their conscious awareness, and powerful pauses help our communication land more effectively.

In today's episode of Live UNREAL, we're joined by JGA's original buyer's agent, Coach Nick Bellmore, to talk about the latest strategies that will increase your lead generation ROI in 2022.

These strategies are working in the current market to go from just having a conversation to setting an appointment, and they are designed to improve the interactions you're having with buyers.

Nick and Jeff will share how to tailor your marketing and follow-up efforts to where the buyer is, and they discuss strategies to help you better find their motivation from the beginning.

You'll also learn:

How to tell the difference between a lead and an opportunity
Ways to make sure the buyer maintains confidence in our abilities
The lead source with the most concrete and immediate timeline

Quotes

Controlling your time is the key to efficiency and being profitable when you’re working buyers at a high level. -Nick Bellmore

Today’s consumer is expecting a different experience, and if we’re not delivering the experience they are expecting, we are missing the boat. -Nick Bellmore

The longer we go without finding them a house, the less confidence they are going to have in us and our abilities. -Nick Bellmore

When listings are scarce, buyers are exhausting all options. -Jeff Glover

Key Points

An opportunity only becomes a lead when we make the contact and establish their motivation and timeline.
While speed to lead is important, the deeper we understand someone’s motivation once we have made contact, the easier it is to understand the kind of follow-up that they need and are expecting.
Different lead sources have different time frames, and the more we understand which platforms are top and bottom of the funnel, the higher we can convert leads. On average, Facebook lead ads and Google PPC will be 6-18 months out, open houses are 3-6 months out, referral sites are 1-3 months out, agent-to-agent referrals are a few weeks out, and sellers that need to buy now have the shortest timeline.

In today’s episode of the Live UNREAL w/Glover U Podcast, Kate Simon, our head coach, continues and concludes our two-part series on the top traits of our coaching clients and top producing real estate agents. She is the perfect person to speak about this, as she's spent countless hours coaching real estate agents and observing the habits and activities that separate average agents from great ones.

Achieving our goals and maintaining our success is all about how we show up every single day. It’s about doing the work constantly and consistently, even if no one is watching.

Kate also shares:

How to manage your emotions regardless of the circumstances you’re in
The power of taking responsibility for everything
Why successful people are okay with failure, and often embrace it
The difference between being growth-focused and results-focused, and why the former is more powerful

Quotes

When you’re able to take more than your fair share of responsibility, you’re empowered to change it. -Kate Simon

If you have a partner who showed up for you enthusiastically for the commitments that you made and you let them down, it’s on you to fix it. -Kate Simon

Our best coaching clients don’t just have a real estate coach, they have an expert in every area of their lives. -Kate Simon

Have the habits of a champion regardless of whether you take a listing or not. -Kate Simon

Key Points

Our top coaching clients have a close relationship with rejection and failure - they’re not afraid to try something even if they might fail. They’re not afraid to look stupid or mess up because those failures give them the necessary feedback to get to the next level. They know that the act of simply trying is going to make them better than the people who choose to stay comfortable.
Top producers don’t just show up for their coaching calls, they also do the work outside of those calls. It’s not fair to expect a 30-minute call once a week to change your world, when you have responsibility for everything you do for the rest of the time.
Having the support of people who mean the most to you is imperative for you to get to the next level, and if we don’t have their support there could be deeper reasons that are on us. Have you truly included them into what you’re doing and why you’re doing it? Have you drawn a connection between what you care about and what they care about? Is there a chance they don’t support you because they’ve already heard and seen the same song and dance before without any real change? If we address this, we can get their buy-in.
We have to get out of the mindset that life is happening to us, or somebody is doing something to us. We have to get honest about the reality that we are a co-participant in our own existence. If we take responsibility for everything, we can change it.

In today’s episode of the Live UNREAL w/Glover U Podcast, our head coach, Kate Simon, talks about the top traits of the most successful, top-producing agents in the industry. With over 7,000 coaching hours under her belt, Kate has observed what it takes to truly take your business to the next level, and what separates the average agents from the extraordinary ones who accomplish great things.

In the first of this two-part series, Kate shares what the pathway to success looks like and where we have to start if we want to achieve our own extraordinary outcomes. What makes top producers successful isn’t the leads they buy, the markets they work in, or the marketing platforms they use, but their mindsets, habits, and behaviors.

In this episode, you’ll learn what top producers do differently.

Kate also shares:

The difference between hard work and grit
Why boredom is a non-negotiable part of excellence and success
What focus and conviction look like in action

Quotes

Do you have a high level of accountability for what you say you want to do, and does that accountability come with a pain point that means something to you? -Kate Simon

The best of the best have blinders on to shiny objects, distractions, drama, and conversations they really don’t want to be a part of. -Kate Simon

There’s repetitious boredom in excellence. There’s no way around that. -Kate Simon

Top producers remain coachable regardless of how successful they are. -Kate Simon

Key Points

While there’s a ton of good information we hear and absorb, only certain nuggets apply to you and where you’re at. We won’t make progress by trying to implement everything. Instead, we must get specific about what we want to implement, and focus on that.
Anyone can work hard for an hour, but top producers apply effort over long periods of time, combating inevitable periods of boredom. The difference between hard work and grit is the longevity that someone applies that hard work to something they’re passionate about.
On the other side of accountability is freedom towards our goals and who and what we ultimately want to become. For that accountability to truly work, it needs to have a pain point attached to it. We need to have a consequence for not doing our job or the activities that lead to our goals.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff concludes our two-part series on the 7 most common marketing mistakes real estate agents make, and the simple tweaks needed to correct them.

Through our own experience of over a decade of implementing marketing strategies and tactics, we’ve been able to learn some valuable lessons. Ultimately, we must keep evolving our marketing approaches to keep up with the industry and the consumer’s expectations. Jeff shares new ways to build your database, and how to get better results by simplifying your efforts.

You’ll also learn:

The little things that add up to you dominating a space in your market
Why the most successful agents swear by client events
How social media has evolved and the ways we can adapt to it
The latest and greatest social media strategies for listing agents

Quotes

Whenever you think of marketing mediums, think of the categories that you could own -Jeff Glover

More touch points to your market is better than fewer touch points to more people. -Jeff Glover

If you’re not treating your Facebook personal profile as a database, you’re going to miss out on opportunities. -Jeff Glover

Key Points

A good marketing piece won’t come out and necessarily ask for business. It will communicate a message that makes someone reach out, because of the value it adds and the problem it solves.
Don’t take on your marketing efforts alone. A professional in the marketing field should have a different, fresh perspective on what you’re trying to achieve and they should be more than someone who just creates pretty graphics. They should be responsible for executing your marketing strategy from top to bottom with results that can be measured and then duplicated.
Instead of marketing to everyone, target by location, age, income, and interests - narrow your target market and advertise directly to them. The more competition there is in your market, the more important it is to narrow your focus.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff takes a deep dive into marketing, talking about some of the biggest insights we’ve gained in over a decade of learning, failing, implementing, and shifting our own marketing strategy.

In this two-part series, you'll find out what doesn’t work in marketing, what we need to be doing to set ourselves up for success, and how to start thinking like a marketing expert.

You’ll also learn:

The difference between the direct and indirect benefits of marketing
Why branding and marketing are two completely different things
How to make sure all your marketing efforts flow together effortlessly
Why every agent has the ability to put an iBuyer offer in front of the consumer

Quotes

A good marketing plan should be cohesive and build upon itself, fit together, and give the consumer a connected experience. -Jeff Glover

Marketing is not the end all, be all. It enhances everything else you do, the leads you’re generating, and the conversations you’re having. -Jeff Glover

Key Points

There are two benefits to marketing: the direct results and responses we get from specific campaigns or calls-to-action. Indirect marketing just enhances everything we’re already doing, like prospecting and sending out mail. While we can’t directly quantify it, it makes a huge difference in our visibility in our markets.
Most agents only look at marketing on a case-by-case basis, rather than one big picture that needs to flow together nicely. A marketing expert has a plan - they make sure their marketing activities aren’t standalone pieces, but part of an overall plan.
When it comes to marketing, most agents are thinking in terms of 30 days. Plan on going for no less than 6-12 months before you see results in anything that you’re doing in your marketing.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff shares the most common mistakes agents make when it comes to their social media marketing efforts. Our social media strategies and how we implement them affect the kinds of clients we get, how well we connect with our databases, and even our average sales price. Ignoring or neglecting our social media is a costly mistake, and Jeff shares with us some of the biggest errors we should avoid at all costs.

You’ll also learn:

Why we need to choose consistency over shiny new objects
The 2-to-1 posting formula that will help you connect with more people on social media
Signs of poor, haphazard branding and messaging
Why you can’t grow your social media following without advertising

Quotes

Instead of wasting time trying to go viral to Gen-Z on TikTok, spend time being consistent with one or two platforms. -Jeff Glover

Key Points

Your business page is not a database, it’s a marketing tool for credibility and buying leads. Your personal Facebook page is your database, and that’s why you have to put more effort into it.
When someone goes on your business page, they’ve taken a virtual step into your retail store. Their defenses go up, and their skepticism is high because they know they are going to be sold to.
For the foreseeable future, social media is going to be the largest advertising medium to stay in front of our database. As the effectiveness of other advertising channels start to dwindle, social media will become the best way to market.

In today’s episode of the Live Unreal w/Glover U Podcast, we conclude our series on 21 ways to take 21 listings next year and beyond. Jeff goes over 16 more methods and tactics to increase your listings, ways to expand your market share, and methods to create new sources of business.

Some of the shifts and tweaks we need to make are in our scripts and messaging, the marketing channels we use, and involve increasing our visibility both online and offline in our markets. Jeff shares with us the activities that must be a part of our businesses in 2022 if we want to meet our goals.

You’ll also learn:

Why you need to introduce yourself in every single video you put out
What to do if your neighborhood already has a Facebook group
Why the loyalty of our database is diminishing and what we can do
How to refresh our client presentation materials

Quotes

7 days after taking a listing their confidence in us starts to go down, so we have to get the referral early on. -Jeff Glover

Talk about where they are going, not the process of listing in your scripts. -Jeff Glover

People have short memories and their motivations change. -Jeff Glover

Key Points

Identify an area that’s no more than $100k over and $100k under the average sales price to get more business out of it. The average consumer in that farm responds better to cold advertising than someone in a high end/luxury market where relationships have already been forged.
Promoting buyer success stories on social media can actually help us get more listings. If we show how we saved buyers time, money, and helped them get their offer accepted with multiple offers, it shows our ability to solve problems.
Many agents refuse to work with referral sites like Homelight, but if we can pay a fellow agent for a referral, we might as well pay one of these institutions. They are already spending the money to get in front of sellers, and we can take advantage of that and turn it into a source of business for ourselves.

In today’s episode of the Live Unreal w/Glover U Podcast, we continue our definitive list of 21 ways to take 21 listings, the exact methods you can use to grow your business in the new year, and ways to get ahead of the competition in your market. Our list is packed with fresh tactics backed up by the results other agents are getting in their markets.

In order to keep generating listings, we have to stay up to date on new sources of listings and what the consumer expects from the real estate experience. Jeff shares with us 5 of the best strategies to put in action in 2022.

You’ll also learn:

4 types of databases every agent needs to have
How to easily create your own iBuyer offer
Why we shouldn’t be using Canva posts on our personal profiles
How to move yourself to the front of the line in agent-to-agent referral groups

Key Points

An exchange database is for people with whom you’ve had great exchanges over the phone, in person , or virtually that could refer or transact business with you. This group in your database is in between mets and haven’t mets, and it has the potential to become a solid source of business if we nurture it.
Telling consumers to find out what their home is worth is a dead conversation. Right now, the consumer is interested in iBuyer offers that give them the option of speed. Any agent can create an iBuyer offer and even locate investors in their market.
To add value to your database throughout the year, use the 4 by 2 by 1 by 12 model. That’s 4 pieces of US mail, 2 calls without asking for business, 1 client event (where they can invite guests), and 12 informative emails.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff kicks off an exciting series, 21 Ways to Take 21 Listings. Whether you’re looking for new ways to grow your market share, or you want to meet your business goals next year, it’s very important to know about the listing strategies that are working right now. The market is always changing, and this list of 21 methods is updated with what’s happening on the ground in markets across the country.

In this episode, Jeff shares the critical foundational beliefs that will set you up for success in your listing business, and the key mindsets we need in order to perform at a higher level.

You’ll also learn: * Why our actions control our outcomes more than the market does * How to shift your mindset and create a foundation to win in your business * The power of mastering sellers and dialing in your listing strategy * Why real estate revolves around contacts

Quotes

The more you open your mind, the better chance you have at growing and performing at a higher level. -Jeff Glover

Real estate is a contact sport. The person that makes the most contacts is going to win the game. -Jeff Glover

The day I give up on my morning lead generation is the day I’m sacrificing my income 90 days from now. -Jeff Glover

Key Points

Don’t focus on the commission, focus on the consumer and bringing value to them. Consumers can pick up on when an agent only cares about the commission, is in it for themselves, and is not interested in what’s best for their client. If you focus on delivering value to the consumer, the money will follow.
The highest producers in the land know that the more time they spend in high rejection activities, the higher their chances of hitting their goals.
If you can’t duplicate an activity every single morning, from Monday to Friday, it shouldn’t go into your morning routine. We’re not going to have showings or appointments every single morning at the same time, so this activity shouldn’t be part of your morning routine. Mornings are for high rejection activities and for new client lead generation - always.

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue our deep dive into the 2022 business plan.

From schedules to marketing and accountability, there are many facets that we need to dial in to not only have the best 2022 ever, but to start the new year ahead of the competition.

In the second part of this business planning session, we cover the rest of the 14 parts of the business plan and explain why they all contribute to you achieving your goals.

You’ll also learn:

The best time to prepare your business plan for the next year
How to create your financial model for the entire year
Why Facebook Live is a powerful marketing weapon
How your goals will affect your activities
The marketing messaging formula to follow in 2022 and beyond

Quotes

You can’t have great goals without modifying something in your weekday and weekend morning routine. -Jeff Glover

Key Points

Whatever you want to accomplish, you can’t achieve great goals without changing or tweaking something in your daily routine and schedule.
Whatever morning routine you put in place, make sure it’s built on client generation activities in the morning, and client servicing in the afternoon. If you take the gas off daily client generation, you’ll end up with a yo-yo business.
Most people start working on their business plan in January. If you start operating from this plan or schedule from December 1, you have a month head start on your competition, and you’ll start the year in a better position.

In today’s episode of the Live UNREAL w/Glover U Podcast, we dive into business planning for 2022. With the beginning of the new year rapidly approaching, it’s time to think about what we want our businesses to look like and how we’re going to meet our goals.

In the first of a two-part series, we start with the important foundational pieces of your business plan, and cover the first steps to maintain and grow your business.

We can’t produce at a high level without a plan, which is why Jeff shares the aspects of the business plan we should be paying attention to.

We also discussed:

The exchange category in your database and why you need to focus on growing it
How to think about setting your business growth goal
When to consider taking on a new business source
How to commit to a tangible plan of action

Quotes

Building your exchange database is going to be crucial in order to not just maintain your level of production, but to increase your level of production in 2022. -Jeff Glover

The right time to add a new source of business is when you’ve exhausted all your efforts and resources on a source that’s already working for you. -Jeff Glover

Key Points

The real estate industry changes so much within a year - trends, disruptors, and technologies are always evolving. We cannot operate from the same plan every single year, and if we’re not making updates and tweaks, we’re going to get left behind.
Social media is a platform to help with all of your other business sources, but it’s not a business source in and of itself unless it directly brings business to you with advertising.
Don’t add a new source of business unless and until you have truly put all your efforts toward squeezing the juice out of the lead sources that are working for you already.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff takes us through the highly effective marketing message formula he has used since 2012.

Whether you are writing copy, doing a Facebook Live, or running an ad on TV or radio, this formula is proven to work in different marketing scenarios and makes it easier to come up with what to say.

You will learn how to use this marketing message formula and what it actually sounds like in different media forms.

You’ll also learn:

The purpose of a call to action
How to create multiple pieces of content from a Facebook Live
Why it’s important to fine tune your marketing hook
How to keep your branding consistent across all of your marketing messages

Key Points

Any time you want to get your point across and get someone to pay attention to something, you need to use a hook. It’s a statement designed to gain interest and leave someone hanging.
Supporting information is a statement that supports or backs up your hook. It can be market stats or an experience you had. Make sure your testimonial matches whatever you included in your supporting message.
Facebook Live is one of the most effective things you can do outside of Facebook groups because of the notifications people receive when you go live.

In today’s episode of Live UNREAL, we’re diving into building a marketing-based real estate business, and how to master online marketing and social media channels. Jeff is joined on stage by Greg Erlanger, who has done a fabulous job building a business that’s driven solely by marketing.

Greg is the co-founder of the #1 real estate team in Ohio, and in this one-on-one interview, he showcases his marketing prowess, discusses the most important channels agents need to be paying attention to, and the 22 aspects that need to be part of every agent’s marketing arsenal.

You’ll also learn:

How Greg went from 500 to 1,300 units by leveraging marketing
Why hyper-local niche websites were so instrumental to Greg’s marketing success
How to make sure your website appears on the first page of Google’s search results
The power of likability and authenticity

Quotes

You can have the sexiest website in the world, but if it doesn’t have good SEO it’s not showing up on the first page of Google. -Jeff Glover

You can’t not go into the marketing realm, not if you want to stay in real estate for the next 10-15 years. -Greg Erlanger

Key Points

Greg decided to get into a business partnership because he was thinking like an entrepreneur, not just a salesperson. Most solo agents wouldn’t choose to take a 50% pay cut, but Greg realized that getting into business with someone else would allow him to go and grow further. The flip-side of taking that pay cut is that you get to double your abilities.
Build your marketing around something you’re passionate about. That’s the only way to stay consistent. Discipline can only take you so far. If you’re passionate about something, that’s what will keep you up till 2am working on it.

The 22 Parts of an Agent’s Marketing Plan

Develop your why, mission and unique value proposition
Create your brand identity, logo, slogan, trademark, and patents
Brand marketing plan which includes a SWOT analysis (strengths, weaknesses, opportunity and threats)
Identifying audience targeting
Lead generation marketing plan
Marketing tools and third party resources
Website landing pages
Seller and buyer value proposition and promotions
New construction and development marketing
Database marketing formula
Leveraging vendor marketing
Online lead sources
Agent to agent referrals
Online referral sites and past client reviews
Institutional and promotional and direct and indirect
Content creation and marketing message
The best video techniques and copywriting
Radio, TV, billboard, and OTT marketing
Print, direct mail, and farming
Recruiting marketing and building a brand within a brand
Social media marketing
Drip campaigns, emails, text and CRMs

In today’s episode of the Live UNREAL w/Glover U Podcast, we're talking about the habits of successful listing agents and what allows them to convert at a higher level and close more sales. Jeff Glover shares with us the ten traits that the best of the best have, and how each of those traits leads to more deals.

We’ve talked about the importance of listings and the mindset of a successful listing agent. Now, it’s time to do a deep dive into the abilities and habits that they nurture on a consistent basis. You’ll learn how great listing agents carry themselves every single day, the actions they commit to, and how they speak and communicate with both leads and clients.

You’ll learn:

Surprising ways you might be leaving listings on the table, and how to change that
Why great agents are experts at adapting their communication style
The mindset great listing agents start their days with
Why successful listing agents are proud to call themselves salespeople

Quotes

A great salesperson talks less, a novice salesperson talks more. -Jeff Glover

Embrace the idea of being a great salesperson in order to succeed. -Jeff Glover

Key Points

When you make people feel important, the rapport goes up and when rapport goes up, your conversion goes up.
Great listing agents have the ability to actively listen, and pay attention thoughtfully so that they aren’t thinking about what to say next, but are ready to answer the seller’s question. If we can’t dig deeper, we can’t build rapport.
To become a great listing agent, you have to be able to communicate effectively with every personality profile, but how can you determine what someone’s DISC is? The best way to find out their personality style is to ask them to describe their home. How they answer will tell you everything.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff shares how to build your UNREAL Life through listings, and what it takes to become an exceptional listing agent. It all starts with mindset - every successful listing agent thinks in a specific way, and that’s reflected in their daily activities.

Listings have a higher ROI than buyers, and they give us more control over our time. The more time we spend fine-tuning that aspect of our business, the closer we get to our goals.

As a bonus, later in the episode Jeff is joined by Geno D’Angelo, an agent who has mastered skills-based selling at quite a high level. Geno talks about his real estate journey, growing his business, and why he shifted from personality-based selling.

You’ll also learn:

5 reasons why mastering sellers is critical
The true meaning of script mastery
The difference between skills-based agents and personality-based agents
Why we have to accept that as real estate agents we’re sales people

Quotes

Living an unreal life is hard to do when you can’t control your time. -Jeff Glover

When you start to get good at things that are hard, you build confidence within yourself. -Geno D’Angelo

Key Points

High resistance, high rejection vs. low resistance, low rejection activities

The path of most resistance leads to the path of most freedom. Rejection is part of that resistance. Most agents spend their time on the low resistance, low rejection activities, and subsequently get less results. If you want to earn more, you have to put more time into high resistance, high rejection activities.

7 Mindset Habits of Great Listing Agents

They value their time above all.
They understand that every day is a job interview.
They have a growth-oriented, learning-based mentality and always vet out shiny object syndrome.
They make business-based decisions, not ego-based decisions.
They thrive off rejection because it means they are working with someone who is likely to work with them.
They start every day from a zero mindset.
They prioritize skills-based selling over personality-based selling.

Success with online lead portals

Online portals like HomeLight have managed to outcompete agents and intercept the seller, but that doesn’t mean we can’t work with them. If you search on Google, you’ll find out that platforms like Homelight have taken over the Google Ads space. If you want to generate leads through them, you have to regularly go back into the backend and update the leads.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined on stage by another panel of top agents who are generating listing business at a high level. Justin Ford, Nick Waldner, and Ralph and Holli Pearson share their inspiring backstories, how they started their businesses, and what they have been doing to win with sellers.

This group of agents brings a wealth of business acumen to the table, and they provide valuable tactics that can improve your business.

You will learn:

The value of working on your prospecting and cold calling skills
Why tracking the numbers in your business leads to more success with sellers
The 5-5-5 database strategy that will supercharge your client relationships
How to quickly and easily convert more expireds and FSBOs

Quotes

You’re either a high producer or you’re running a company. It’s hard to do both unless you have great people, which takes a lot of work. -Jeff Glover

Key Points

The skill of prospecting and lead follow-up is necessary for every single lead source. In order to get more listings, we have to create more opportunities, and that starts with the number of conversations we have, and the quality of those conversations.
Prospecting and lead generation is so much more than cold calling. However, if you want to get a “now listing” and convert a FSBO or expired, dialing in your cold calling skills will make a huge difference.
Building the habit of reaching out to your database can start with a few simple activities every single week. Instead of trying to call your entire database at once, commit to contacting 5 people a week.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined on stage by top agents Michael Kaim, Amanda Pohlman, Tommy Choi, and Rob Foglia. Each of our panelists shares specific tactics they are using to generate listings, especially from their databases. They talk about what they implemented into their businesses in order to shift from focusing on prospecting to building a database.

Whether you’re a new agent, a solo agent, or an established team leader, our panelists will provide simple ways to add value to your marketplace and build relationships that are so strong that they generate hundreds of listings.

You’ll also find out:

How to turn old expireds into fresh, ready-to-list leads
The key to turning strangers into a source of referrals
How to create listing presentations that blow your competitors out of the water

Key Points

Most people shy away from expireds because they are afraid of the rejection that comes with calling people. Old expireds don’t have the same amount of rejection as something that came off the market yesterday. The sellers aren’t hearing from as many agents, so it’s the perfect lead source if you’re afraid of rejection.
You don’t need to have hundreds of attendees to have a successful client event. Even with 20 people, you can have a ton of fun, and you can use photography and social media posts to show that it was a great time.
When you’re building a connection with new people, think of it as an ATM, where you can either add value to the person (deposit) or ask them for something (withdraw). If you want to build a strong relationship with people, the ratio should be 3 deposits for 1 withdrawal. You want to make an impression, add value, and become memorable before you ask for anything.

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Matt Sutter talks about developing the leader within you, and why leadership takes us further in accomplishing our goals than we ever could on our own. Even if we’re hard-charging, ambitious individuals who are extremely interested in pursuing our dreams, without leadership, we’ll hit our ceiling pretty fast unless we learn to influence more people.

Many people mistakenly think that we can only start focusing on leadership when we get promoted, but the truth is great leadership starts right now in your current position, family, and community. It’s a skill we have to actively hone and prioritize. Your ability to get to your Unreal Life is predicated on your ability to lead.

Matt will share with you what he has learned about leadership and how to immerse yourself in the leadership process.

You’ll also learn:

The 4-step process of the leadership journey
Why leadership of others begins with leadership of self
How great leaders think and act differently

Quotes

Marketing without authenticity is just noise. -Matt Sutter

If you can learn to lead people who are effectively volunteers in their roles, you’re a better leader of the people who do report to you. -Matt Sutter

Leaders are authentic and they are real with their people. -Matt Sutter

The commitment to growing the leader within is non-negotiable - it absolutely must happen. -Matt Sutter

You cannot lead others effectively, beyond lip service, if you’re not yet leading yourself. -Matt Sutter

Key Points

If you want to take the fort of opportunity, deeply impact the world, and change the lives of others, you have a complete and immovable ceiling of potential all by yourself. If we want to unleash all the opportunity, then we have to raise the lid on our leadership and accomplish our goals through leading others. Learning to lead people is the difference between us taking 10 steps forward on our own, and 1,000 steps working with other people.
Our family and friends don’t necessarily need to be led or influenced by us. Unlike the people we hire and pay, they are volunteers in their roles. Learning how to lead our family, friends, and loved ones effectively makes us better leaders in our businesses.
What people do in their job is an outward expression of what’s going on internally. People are holistic, so if you want to lead them effectively, you have to lead them from the inside out.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff will take you through our 4th Quarter Business Plan from start to finish. The 4th quarter is a great time to set up for a strong finish in 2021, and start 2022 strong. In the last three months of the year, it’s so easy to take the gas off the pedal, so having a plan to follow and stay accountable to will help you end the year on a high note.

Jeff will share with you all the most important parts of planning for October, November, and December, like doubling down on your lead sources and understanding all the actions you need to take to meet your goals.

Be sure to text QUARTER to 55444 to download your own PDF copy of the plan! Listen to the full episode to find out how to generate momentum for the end of the year, and have the best December ever.

You’ll also learn:

How to reverse engineer the calls, contacts, and closings you need to meet your goals
The impact of a productive 4th quarter
How to squeeze more juice out of your best lead sources

Quotes

Every time you increase your goals, you need to change your morning routine. -Jeff Glover

Key Points

The 4th quarter is the most important one of the year in real estate because:

Activities in October and November determine our December, AKA more money for the holidays!
Our listings taken inventory in December usually carries into January.
For a lot of Realtors, January and February are really slow, so when it’s slower, there’s more opportunity for the agents who are taking action.
A strong 4th quarter causes us to increase the goal for next year. A strong start of the year also guarantees that you’re going to hit your year-end goals as long as you maintain your levels of production.
A great 4th quarter leads to some well deserved time off around the holidays or even a vacation in January.

A morning routine is key to productivity

In the 4th quarter, a strong morning routine helps you combat the distractions of all the holidays. If you start off your day in productive momentum, the distractions won’t matter.

Don’t underestimate inventory in the 4th quarter

There are more listings available in the month of October in almost every market across the country, so prepare to double down on your efforts when more inventory is available.

Call-to-Action

Text QUARTER to 55444 to download your copy of the 4th Quarter Real Estate Business Plan!

In today’s episode, Jeff is joined on stage by Taylor Kerrigan, Operations Manager for all of the Live Unreal companies, to talk all about easy marketing strategies you can implement into your business. Taylor has been at the helm of JGA’s lead generation strategies, so she shares with us today how to actually execute them. We dig deep into the behind-the-scenes of the work we’ve done with our marketing, social media, and database.

This episode is a crucial one, as you will learn how to improve your marketing and lead generation without spending a lot of money.

We also discussed:

How to build and grow a neighborhood Facebook group
How to make a strong and lasting impression at client events
The biggest mistake agents make when it comes to their database
How to milk your client events weeks or even months later

Quotes

Your marketing is only as good as your customer service. -Taylor Kerrigan

Key Points

Starting a neighborhood Facebook group positions you as the resource for your clients, and it allows you to put your supporters in one place. Instead of letting clients ask other people for referrals, a Facebook group allows you to get in front of them first.
Provide an incentive for your past clients to join your Facebook group. JGA did a photo shoot for clients that they could only book and access through the group. These are some of the clever ways to grow the group.
Your marketing is only as good as your online presence, and part of your online presence is having positive reviews. Provide an incentive for your clients to give reviews, and even if it feels like a lot of money and effort to get them, think about the business you might lose if someone Googles you and you have no reviews.

In today’s episode of the Live UNREAL w/Glover U Podcast, we are joined by a brilliant panel of leaders in real estate and banking: Keller Williams' President Marc King, Berkshire Hathaway Home Services’ Steven Fase II, eXp Realty’s CEO Jason Gesing, and Sandro DiNello, CEO of Flagstar Bank.

These industry insiders are perched in different areas of real estate, and each bring an insightful, high-level perspective about the market and where they see it going.

The panelists share what they are paying attention to, and recommend strategies for agents to stay ahead of the game and win in different market conditions.

You’ll also learn:

Relationship vs. technology
How agents can compete at a higher level
What our experts think about Zillow and its relationship with the industry

Quotes

No matter how easy the communication is and how great the tech is, even among Gen-Z and millennials, they still want an agent and that’s going to continue to be true. -Jason Gesing

Realtors who have strong relationships shouldn’t be worried about technology. -Mark King

We are only as good as the average among us in terms of our value to clients. -Mark King

If the consumer thinks we’re the same, it’s a race to the bottom. -Steven Fase

Key Points

There are always going to be ups and downs. Some are created by monetary policy and inflation and others aren’t. Agents need to be prepared for the worst thing that might happen. If it doesn’t happen, you’re way ahead of everyone else and if it does, you’ll survive. Every time there’s something difficult that creates an opportunity, take advantage of the uncertainties. There is a correction coming, but we don’t know how big it will be. The agents who prepare right now will win.
The migration to second home markets on a permanent basis is one of the biggest shifts in the market right now. The remote work trend is here to stay, and agents need to be positioning themselves to capture the opportunity.
If brokerages want to continue to be relevant, they need to start competing where Zillow is strong and that’s on search.

In today’s episode of the Live UNREAL w/Glover U Podcast, we are joined by a panel of three agents who are killing it in their listing-based businesses. Terri Fenelon, James Hern, and Renee White share with Jeff Glover what they are doing to succeed at such a high level, along with tactics agents can implement in their own businesses.

We’re highlighting listings-based, listings-focused agents who are doing amazing things in their own markets, and running really great sales operations. You’ll learn the power of focusing on luxury, using events to add value and generate leads, and how to gain market share.

You’ll also learn:

The strategy that will allow you to go from showing assistant to buyers’ agent to listing agent in only three years
How to break into luxury real estate
Ways to add value to your database and how to get listing leads from it
How to grow your market share

Quotes

Every time you tell someone something you’re going to do, it’s another layer of accountability. -Jeff Glover

If you want to break into luxury, know the product. -Terri Fenelon

There’s nothing more important than the people you’ve already done business with, the people who already know, like, and trust you. -James Hern

You can build a big listing business by letting go of buyers. -Jeff Glover

Key Points

How Terri Fenelon uses postcards to dominate her neighborhood

Just listed and just sold postcards are not effective unless it’s a repeat pattern. Terri Fenelon is constantly blanketing her neighborhood with postcards, and she is succeeding because she is consistent.

Turning client events into a lead source

James Hern’s team generates up to 90 leads and 25 transactions from client events. He believes that the invitation is the most powerful piece of this strategy because it makes people feel honored and valued, and often that’s enough for them to refer you.

How to grow your market share by adding value

Renee White is focused on adding so much value to her local market that it makes it easy for her to make an ask. With a GCI of over $150 million on 200 units, it’s clear that she has a ridiculously high market share, driven by value-add strategies.

In today's episode of the Live Unreal w/Glover U Podcast, we're bringing to a close our sizzlin' summer webinar series with a conversation between coach Matt Sutter and Jeff Glover. In it, they explain how to build an organization that no one wants to leave, with the exact recruiting scripts, methods, training, and environment you should be implementing in your business.

You will also learn:

The ways in which the law of attraction plays a crucial part in bringing new agents onto your team
The reason that you should be recruiting people to your vision instead of to you
Why discovering how recruits think matters so much
How committing to consistent one-on-ones can make a world of difference in retention

Quotes

People don’t care about you, they care about where they can get with you. -Matt Sutter

We can hire superstar talent but if we don’t put them in a growth environment, we’ll stagnate their success. -Matt Sutter

If you try and scale a business based on you, you create a bottleneck. -Matt Sutter

Key Points

How to create a perpetual recruiting machine

There are a lot of scripts and concepts around recruiting, but the first foundational piece is to actually be attracting and creating the culture other people want to be around. Once we have that, we can layer our skills, scripts, and value proposition on top.

Why recruiting should never be about us

People don’t care about our success, they care about the success they can have with us. When we’re going out and attracting others, we have to get good at talking about the success of other people in our organization.

How to identify talent and aptitude in an interview

Are they accountable or have a victim mentality?
Do they have clarity around priorities?
Are they resourceful and learning-based?
Do they have limiting beliefs?
Can they overcome challenges?
Can they be successful without us?

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue our Sizzlin' Summer webinars. Jeff shares the virtual stage with the Live Unreal Companies Director of Operations, Taylor Kerrigan. When Taylor was first hired, she was a marketing assistant, then she was promoted to executive assistant, and now she’s the head of operations, with a huge role in running all of the Live Unreal businesses.

Jeff and Taylor do a deep dive on the journey from Executive Assistant to Assistant Executive, providing insights on how Taylor's job changed as the organization grew, and how we have implemented and expanded pillars like lead generation and customer service. If you’re a real estate agent with an amazing assistant, or if you're an amazing assistant yourself, you won’t want to miss this episode.

You’ll also learn:

The 2 key jobs of an executive assistant
How to stop being reactive and get ahead of customer service problems
How to retain a really great assistant and give them room to grow
The sponge method Jeff trained Taylor with
3 parts of a typical client call
How Taylor manages her schedule to run multiple successful businesses

Quotes

What can I do so a client never calls me first? -Taylor Kerrigan

If you truthfully want to be a leader, you need to master the role first. -Taylor Kerrigan

In order to lead an operations team at a high level, you need to understand all their jobs at a deep level. -Jeff Glover

Key Points

A great assistant keeps the agent on task and holds them accountable to their goals.
In order to lead an operations team at a high level, you need to understand all the jobs at a deep level. It increases credibility from a leading-by-example standpoint, and it makes it so much easier to identify the right hires and train them correctly.
Improving customer service comes down to anticipating the needs of the client and being so proactive that you get in front of things before they bring an issue up. It’s about making sure the buyer or seller never has to chase you. Taylor sums it up in one question: how do you make sure people never have to call you first?
If you have a talented executive assistant you want to mold into an assistant executive, as they continue to grow, you have to make sure you cast a vision so big that it fits beneath yours.

In today’s episode of the Live UNREAL w/Glover U Podcast, we hear from Jeff Glover and Greg Erlanger on how to become a local celebrity in your market. Greg is the leader of the top real estate team in Ohio, so his knowledge is invaluable when it comes to this topic.

When more people know who you are, more people tend to list their homes with you. Greg shares how this got him where he is now, and how you can do it even with a small budget.

You will learn:

How to create an online presence that sticks with sellers
The free resources that you can utilize to make yourself stand out
How competitor research can help you nail down your marketing strategy
Why it’s important to meet sellers where they’re at (Facebook and beyond)

The sizzlin' summer webinar series continues in this week’s episode of the Live UNREAL w/Glover U Podcast. Today we’re talking about creating a strong seller value proposition and winning more sellers at the listing appointment table.

Focusing on listings is very critical in today’s market, but to get more listings, sellers have to see the value in working with us. Having a strong value proposition is what will make them want to hire you, so you have to be intentional about building it.

Additionally, you have to communicate that value proposition in a way that resonates with the seller. As Jeff puts it, “It doesn’t matter how strong your value proposition is. If you’re not presenting it well, it does you no good.”

As the industry progresses and things change, our value proposition has to change, too. You will learn from Jeff how to put your value proposition together, and how to present it effectively.

We also discussed:

The mentality we need to have if we want to succeed in a low inventory market
The 8-part sniff test for a seller value proposition
4 steps to presenting an item on your value proposition
How to get into a dialogue with every part of your plan of action

Quotes

Your value as a real estate agent increases as the market softens. -Jeff Glover

It doesn’t matter how strong your value proposition is. If you’re not presenting it well, it does you no good. -Jeff Glover

Presenting the plan of action is more important than the plan of action itself. -Jeff Glover

Key Points

Institutional Advertising vs. Promotional Advertising

Institutional advertising is everything you or your team does to market itself and build credibility. Promotional advertising is all the marketing you do on a specific home. It’s important to convey to the seller that the institutional marketing is just as important as the promotional stuff, because it actually makes it more likely that the home will sell. The credibility and reputation that you have in the market is what helps them sell their home.

The 8-part sniff-test of your value proposition

Is it as specific and clear as possible?
Are you avoiding self-serving statements?
Does it state how your value differs from others?
Does it communicate a powerful benefit with a tangible outcome?
Are you creating a sense of urgency?
Are you mitigating the seller’s potential risk?
Can each part of your value proposition be clearly understood in 5 seconds or less?
Does it establish credibility and is it proven?

Prepare the seller for next steps

Your value proposition has to include a “What Happens Next?” book, providing answers to all the questions they’ll have from the time they hire to the time the sale goes pending. If you’re walking out of the listing appointment without a contract signed, you better not leave without presenting that book. If you’ve won the listing, then the book will be the icing on the cake.

Welcome back to the Live UNREAL w/Glover U Podcast! In today’s episode, our sizzlin' summer webinar series continues, and in this edition, we’re focusing on what it takes to become a master buyer’s agent.

Whether you’re an agent starting to work with buyers, or a lead agent training your buyers agents to be successful, your buyer business can be a lucrative source of income. Nick Bellmore has succeeded at a high level in his buyer business, and today he’s going to share his secrets with you.

Right now, it’s harder to work with buyers than it has been in the past, but Nick believes with the right strategy you can still have a successful buyer-based business.

Jeff Glover and Nick Bellmore will share with you how to become a powerhouse buyers agent, and best practices for working with buyers.

In this episode, you’ll learn:

The golden rules of showing properties
How to set expectations, handle objections. and prime buyers for the current market
6 accountability metrics for your buyers agent

Quote

It has been shown over and over again that the agents that succeed the most are the ones that put the most time, energy, and effort into lead follow up. -Nick Bellmore

Key Points

Your success with buyers is determined by how well you understand the motivation of the buyer. The motivation of buyers in the market isn’t at the same level, and if you want to be as efficient as possible with your time, you want to quickly evaluate how strong the motivation of the buyer is.
Motivated buyers never feel like you’re being too pushy when you ask them questions. It’s only the unmotivated who get offended and think we’re being too direct. If they react that way, take that a sign that they aren’t as motivated as you want them to be.
Having a showing agent doesn’t mean you’re disconnected from the buyer, it shouldn’t feel like a hand-off. Put the time and effort into maintaining the relationship and making sure you still keep that rapport.
The showing process is also an educational process. It's where we can prepare them for the market and what it will take to get the home they want. We have to be able to align their expectations with the reality of what the market is actually like.

Text BUYER to 55444 To learn more about the Buyer Mastery Course and to Sign Up text “BUYER”to 55444.

In today's episode of the Live UNREAL w/Glover U Podcast, Jeff speaks with Glover U coach Justin Ford in the first webinar of our Sizzlin' Summer Webinar Series. In his years with Glover U, Justin has become extremely successful in generating listings. He has mastered the phones, and in this episode he shares with you the secrets of how he got to where he is now.

You will learn:

Why consistently speaking to more people is the key to success
How to overcome the fears and excuses that are keeping you from calling
Which scripts work the best and how to handle objections
Why establishing a clear goal is the start to successly prospecting

Quotes

When you make calls, expect the Nos. -Justin Ford

Accountability is the thing that causes people to accomplish their goals and show up when they don’t feel like it. -Justin Ford

Key Points

If you’re not getting the kind of listings you want in your business, and you’re not making the amount of money you want, you’re not talking to enough people. If you want to create more opportunities, get better on the phone, and talk to people on a daily basis.
If you don't feel like prospecting is part of the process, you have to create a mindset habit that allows you to overcome that feeling and get into action.
When listing inventory is low, we see more FSBOs on the market. Most agents steer clear of FSBOs because they think the rejection rate is higher, and that they don't want to work with an agent. Many FSBOs do end up working with an agent, so if we keep in touch, we’ll be top of mind.
Selling isn’t telling, selling is asking questions. When you talk to expireds, ask them questions designed to discover their motivation, and find out why the home didn’t sell in the first place.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff shares the key to increasing your production without doubling your work: choosing to work with sellers.

There’s a ton of talk in real estate about listings being down, and while you could step away from listings, this is the perfect time to go after them. Jeff will teach you why the path of most resistance is the path to more freedom.

You’ll also learn: * The difference between being an employer and an employee * Why it’s always necessary to master scripts * Why sellers are easier than buyers

Quotes

When listings are down, there’s more opportunity to get more of them. -Jeff Glover

Key Points

If everyone is buying into the idea that listings are tough, the average agent will shift away from them. This means there’s more opportunity going around for the people who choose to stick with listings.
Many agents think that scripts are no longer necessary because tech, automation, and social media can do the heavy lifting. But, as long as there are in-person listings and buyer presentations (or Zoom presentations), you’re going to have to master what you say.

In today’s episode of the Live Unreal Podcast, Jeff Glover dives into the first 4 parts of the Glover U Business System, with tried, tested, and time-relevant strategies to build and grow a successful real estate sales operation.

Whether you’re a solo agent, run a team, or focus on buyers or sellers, this system can catapult you to massive success, more income, and more profit. From time management to business planning and skill development, you’re going to learn the foundational pieces of the system and how to implement them in your business.

You’ll also learn:

7 steps to effective goal setting
The power of roleplaying in the development and perfection of your sales skills
How to be fanatical with your time and the schedule
The schedule that catapulted Jeff Glover to 100 home sales in a year
Why agents struggle with income consistency

Quotes

Unless you have a burning desire to accomplish your goals, you’ll never have the discipline to do the work. -Jeff Glover

Track and evaluate your goals consistently. It’s amazing what happens when you stare at things in the face every single day. -Jeff Glover

If something can’t happen at the same time Monday through Friday, it doesn’t go into my schedule. -Jeff Glover

Key Points

Your goals should be personally and incredibly specific to you. You can’t rise to another level of income if you don’t know what it’s going to feel like, look like, and what it’s going to provide.
The biggest mistake we make is that we write down what we want but we don’t put a deadline on it, which reduces our accountability. Setting a deadline increases your energy, enthusiasm, and intensity to go after what you want.
What we do right now provides our income 60 - 90 days from now. Every day you give up on your morning routine is a day that you’re sacrificing your income 90 days from now.

On this week's episode of the Live UNREAL w/ Glover U Podcast, we're taking it back to last year when Jeff interviewed a panel of top producers on how to generate massive listing leads. In a low inventory market such as the one we're seeing right now, it's important to pull out all the stops in order to get listings. Needless to say, this is incredibly valuable information to revisit.

In this episode, you'll hear from top producers Erick Monzo, Frank Montro, Seychelle Van Poole, Daniel Beer, and Kristie Smith.

Listen to learn:

How to decide if you should focus on sellers vs. buyers
What changes you'll need to make in your business when shifting to focus on sellers
Top sources of listings from top producers

This week on the Live UNREAL w/ Glover U Podcast, we're taking it back to last year when Jeff dicussed how to recruit the right way. This is incredibly valuable information, especially right now since many people all around the country are taking leaps of faith into new jobs and pursuing new career paths.

In this episode, we learned from Jeff the right approach to acquire talents and why recruiting should be part of your daily routine, including:

What Jeff is doing differently in recruiting
The core role of a leader in the real estate industry
Jeff's daily routine in running a brokerage

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff Glover will share some very important truths about the real estate business, building a solid foundation for the sales system that governs the JGA real estate business and the Glover U coaching organization.

Before we get into every step of the sales system, it’s important that you know where each step comes from, why they matter, and how they set you up for success in today’s market. These are the things about real estate that are on our minds right now. They have been tried and tested through results, outcomes, and success stories.

You’ll learn about the biggest disruptions we need to be paying attention to, and 19 truths about real estate that we have to implement in our lives and our businesses if we want to stay at the top of our game.

Jeff also discusses: * The biggest battle real estate agents are fighting right now * How to deal with the iBuyer conversation * Why we need to stop chasing magic pills and shiny objects

Quotes

If you want to succeed in 2021 and beyond, you have to focus on doing two things simultaneously - growing the size of your database and adding more value. -Jeff Glover

The ultimate skill in everything we do is sales. -Jeff Glover

The best of the best in this industry have all identified one area that makes them and their business great. -Jeff Glover

Key Points

As much as technology is making our jobs more efficient, it’s driving a wedge between us and the relationships we have with our clients.
Too many people chase recognition on its own, but the truth is, recognition is just part of the process. It will feel much better if it’s a byproduct of what you’ve done and not something that just chased.

The Truths of Real Estate Today

Spend less time researching models and systems, and more time picking one and sticking to it.
Spend less time worrying about the brokerage battles and more time fighting the client value battle.
Spend less time figuring out how technology can help you follow up with your clients so you don’t have to, and more time on your sales skills.
Spend less time trying to figure out the fastest and best way to grow a team and more time leading by example so people will want to follow you.
Spend less time making it all about you, and more time making it about your people.
Spend less time chasing opportunities for yourself and more time creating opportunities for your people.
Spend less time counting your GCI and sales volume, and more time calculating your profit and how much you’re saving.
Spend less time trying to manage and fix people and more time hiring the right people.
Spend less time with those that have never done, and more time with those that are doing.
Spend less time buying what everyone is trying to sell you and more time on selling yourself on what you know you need to do.
Spend less time worrying about Zillow and ShowingTime and more time on how you can be irreplaceable to your clients.
Spend more time asking yourself who you need to become and less time asking what shortcut you can take.
Spend more time focusing on what your life would look like if you were financially sound and debt-free, and less time trying to make a quick buck on something that has nothing to do with the job of selling real estate.
Spend more time focusing on what you want your life to look like in 5 years and make decisions based on that. Spend less time focusing on what your life is going to look like this year.
Spend more time learning your business inside and out so you can recruit, train, and retain, and less time throwing money at problems and hoping someone else will do it for you.
Spend less time worrying about what the general public and the industry thinks of you, and more time worrying about who you are, and how you show up to your loved ones and people who bring value to your life.
Spend less time making it about yourself or your brand and more time making it about what you can actually do to help your clients, what your system is, and why people do business with you.
Spend less time playing small or shrinking into spaces you’ve outgrown and more time auditing your circle to support you and your growth.
Spend more time working on yourself and your business, and less time trying to fix or control external circumstances.

In today’s episode of the Live Unreal w/Glover U podcast, Jeff sits down with Portland agent, Sarita Dua. Like many of the people who joined us on stage at this year’s Summit, Sarita's mindset and the way she operates her business truly embodies what it means to build an Unreal life.

After 14 years of working in tech, Sarita took a leap into real estate in a new city where she knew absolutely no one, and today she runs a highly successful business and she continues to challenge herself to new heights - including an Executive MBA from MIT!

Sarita will share with you her journey, how she got started, and what keeps her driven. You’ll find so much inspiration in her path, along with tactics you can implement in your own business.

Sarita also shared:

Why she switched from tech to real estate
How she manages her time at a high level
What drove her to go back to school and the power of intellectual curiosity

Quotes

Real estate is about houses and architecture, but at its core, it’s 2 things - people and project management. -Sarita Dua

Being out there teaching and training gets people to know that you’re out there. It’s all about hustle and grit. -Sarita Dua

Once you start thinking bigger and seeing bigger, you can’t unsee it. -Sarita Dua

If you’re a PhD in something, you’re a kindergartener in something else. -Sarita Dua

Key Points

The person who gets all the referrals is the person who serves as a connector. When someone is thinking of something they need - you need to be the person that knows where they can find it. Connecting people solves problems and keeps you top of mind, and that becomes a huge generator of leads.
Don’t just learn about your market, learn from real estate colleagues in other locations. Some markets are leaders and others are laggards. Knowing what’s happening in each of these markets teaches you to get ahead of changes, pivot, and stay on top of your game.
Be confident about the value you bring to the table. People want you to sell their product and if you can’t sell yourself, how can they trust you to do the same for them?

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re joined by a couple of top producers who have an incredible story. This story began when William Huffman, an agent who was struggling at the time, decided to attend the Glover U Summit, and the inspiring video he made after that experience. We brought William and his wife, Sarah, to the stage to share the huge transformation their business went through in one year.

With 164 units sold, 56 million in volume, and 1.4 million in GCI, they grew their business by 40% and increased their profitability. What drove this incredible turnaround? The willingness to do things that move the needle instead of chasing shiny objects, and really paying attention to what makes a real estate business profitable.

We will learn from William and Sarah how they went from survival mode to thriving, and the power of accountability, consistency, and coaching.

The Huffmans also discussed: * The mindset that got them through a tough financial time * Why bad hires compromise your profitability * How to build a recognizable and likeable brand on social media

Quotes

People tend to think that what they do is so special and magical and that they have to protect it and keep it. -William Huffman

It’s all about the little nuggets that help you take things to the next level and keep improving. -William Huffman

You have to be aware of how you show up to work, because that’s how you show up to your clients and they need you at full capacity. -Sarah Huffman

Key Points

What sets top producers apart is their willingness to do the hard things to grow their business consistently. Many agents chase the shiny and glittery objects and struggle to get any lasting success. Doing the unglamorous stuff will turn things around.
We can’t improve our businesses without tracking everything in it. It’s hard to be profitable if we’re not holding ourselves accountable to keeping track of every dollar that comes in and goes out of the business, and getting clarity on what could be wasting our money.
Facebook Live is the most effective way to stay in front of your sphere of influence. Your Facebook profile is your own personal database, and everytime you go Live people get notified, which keeps you top of mind.

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Matt Sutter takes the stage to talk all about leadership and empire building. At the Live UNREAL Summit in March 2021, Matt shared what it takes to lead effectively and build a business that multiplies your success, whether you’re a solo agent, running a team, or on a team.

Agents have a massive opportunity beyond real estate sales. Unlocking that opportunity comes down to attracting, training, and retaining superstar talent.

No matter how many homes you can sell, time will always be your limiting factor. Bringing more people into your world and creating a space for their dreams is the only way to scale your growth and build an empire.

How do you build a solid system for bringing in talent and create a vision big enough to retain them?

The 5 Buckets of Leadership and Empire Building allow you to do just that:

Casting a vision
Attracting talent to the vision
Training your people and ramping things up
Developing people to turn raw talent into empire builders in their own right
Retaining talent and creating enough value for them to stay

Quotes

You want people to follow your vision, not you. -Matt Sutter

Walking the walk forces people to keep up or exit. -Matt Sutter

People stay when they believe they can build their UNREAL Life in your organization. -Matt Sutter

Provide enough resources and training that people aren’t flying blind, but don’t give them so much that it stops them from being resourceful. -Matt Sutter

Allow people to have a vision inside of your vision as long as it’s headed in the same direction. -Matt Sutter

When we fail, we can figure out what actually didn’t work, which accelerates our success. -Matt Sutter

Up to 20% of employee turnover happens in the first 45 days. Over 60% of employees are more likely to stay in the company for 3 or more years if they experience a great initial 90 days. -Matt Sutter

Don’t just teach people what to do, teach them how to think. -Matt Sutter

Key Points

Setting a vision is the most critical requirement of leadership and one of our most effective tools for keeping people engaged. People don’t connect to the here and now. We have to get people connected emotionally to the opportunity that’s ahead. How do we create a vision that challenges and aligns the people you’re leading?
Seek to hire the top 1% talent, the best of the best. We can’t come across that level by talking to a few people. You have to cast a wide net with the goal of finding excellent and awesome talent. How do we identify superstars?
How someone thinks is one of the biggest predictors of where they’re going to go. Do they take accountability or make subtle excuses? Do they have clarity on what they prioritize and what moves the needle? Can they find solutions on their own?
Look for people who have overcome challenges. People who have pulled themselves out of their failures show that they have resilience. If they don’t have the resilience to take a step back before they can accelerate forward, they are going to struggle. How do we identify resilience in the interview process?
A big limiting belief in our industry is training someone only sets them up to leave. People stay when they believe they can build their UNREAL Life in your organization. They leave when they believe they can be more successful on their own or with someone else.
Provide enough resources and training that your new hires are not flying blind, but don’t give them so much that it stops them from being resourceful. The goal is to teach people how to think so they become self-empowered for their own success. How do we teach people to think in a way that’s aligned with success?
Hold people accountable to their standards and coach them to their goals. Your standard is the minimum acceptable performance for them to have a job. The goal is what takes them on the path to their UNREAL Life.

In today’s episode of the Live UNREAL w/Glover U Podcast, we are joined by four Realtor panelists who share the biggest lessons and decisions that have shaped their successes in business.

At the Live UNREAL Summit, Cheesette Cowan, Justin Ford, Kimberlee Meserve, and Jay Fischetti shared the path they took to create their own UNREAL lives, and the strategies and tactics they’ve implemented.

You’ll learn:

The power of discipline and commitment with Cheesette Cowan
How to succeed by plugging into a system with Justin Ford
How to host effective virtual buyer seminars with Kimberlee Meserve
Pivoting from prospecting agent to database agent with Jay Fischetti

Quotes

If you want to be successful, hire a coach. They help you get there in less time, and money is not an issue when you’re getting the results you want. -Cheesette Cowan

The great thing about a coach is they don’t tell you what to do, they want to know what you want to do and hold you accountable to doing it. -Justin Ford

Any type of system that you choose to commit to is going to evolve over time. -Kimberlee Meserve

Key Points

Discipline and commitment in one area in our lives, like our health and fitness, can be carried into the discipline and commitment we need in our real estate businesses.
Virtual buyer seminars can be just as effective and engaging as in person seminars if we commit to a system. Pick a system that works with your personality and commit to evolving the system over time and constantly getting better.
Many agents worry about technology making us obsolete. People are still going to need us if we just focus on building and nurturing relationships.

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue with our top-producing agent panels from the Live UNREAL summit. Today we’re joined by Matthew Miale, Mary Llewellyn, Spring Bengtzen, and Glover U’s Taylor Kerrigan.

These individuals are not only running some of the most productive teams in the country, but they have also dialed into culture, lead generation, accountability, and customer service. These systems are critical to the long-term growth and success of any real estate business, so their insights are invaluable.

You will learn from these real estate leaders what it takes to build systems that produce consistent results, and the power of being proactive about the things that move the needle.

The panelists share:

Matthew Miale - How to make culture a pillar of the business
Mary Llewellyn - How to be persistent with lead generation and grow through accountability
Taylor Kerrigan - The power of creating an intentional customer service experience and how we went from 90 to 1000 reviews in 3 years
Spring Bengtzen - Running a culture of positive accountability and putting mindset front and center of what we do

Quotes

Standards are just an accepted level of performance that everybody agrees to. -Matthew Miale

If you don’t have the right hire, you won’t be able to level up. -Mary Llewellyn

When a company starts to grow really fast without the processes outlined first, it’s easy to focus more on getting deals closed, not how the client feels. -Taylor Kerrigan

Real estate is 80% mindset, 20% skills. If our agents don’t believe they can accomplish it, they can’t succeed at a high level. -Spring Bengtzen

Key Points

Caring about the customer experience can be a lead generation lever in the business. Instead of spending money on bringing new people into the sales funnel, by creating a better customer experience, you can make the funnel shorter and increase your repeat and referral business.
When agents feel overwhelmed, the first thing they want to do is hire an assistant, but we have to examine our time efficiency first. You have to make sure you can support and sustain an assistant and that you have a clear understanding of what they’ll be doing so they can get a return on that investment.
When we know our numbers and get in-tune with our metrics, it’s easier to understand how we can coach and help our agents to achieve their goals, and constantly make the tweaks and adjustments that will make them more productive.

In today’s episode of Live UNREAL, we’re joined by a panel of top producing agents from around the country. During the Live UNREAL summit earlier this year, Laura Gillott, Brad Kiger, Jolynne Mercieca, Steve Montgomery, and Ellie McIntire sat down to talk about their successes. These are agents and leaders who are on the ground right now, so their insights are extremely valuable!

These top agents will share what it takes to grow and run a successful real estate organization with the market pressures we’re facing today, and let you in on some of the unique strategies they’re using to provide value.

We discussed:

What we can do to make sure technology doesn’t get in the way of the client relationship
How to break into a new market
How to make clients comfortable with a showing agent without feeling like they’re being handed off to an assistant
Agent-to-agent referrals and creating a farming system around agents
The power of adding value to the community

Quotes

We can train anyone to sell real estate, but the giving heart and going the extra mile is hard to train. -Laura Gillott

I’m never going to ask anyone in my organization to do anything I’m not willing to do myself. -Brad Kiger

You give your clients a certain level of respect and they should be giving that back. If you’re not getting that respect, that’s not someone you should be working with. -Jolynne Mercieca

Create a farm for the agents who refer you and the agents you want to be in business with, and market to them consistently. -Steve Montgomery

Hybrid farming has been an incredible way to get more listings. -Ellie McIntire

Key Points

Our clients are bombarded by technology and we need to be ahead of that. If we provide enough value and become the go-to agent for people in our database, we can build a moat around them, and create a scenario where their response to anyone else is “sorry I have an agent.”
One of the greatest mistakes real estate team leaders are making today is trying to convince their agents to do things they’ve never done. No amount of motivation and telling people what to do will take the place of them seeing us do something first.
The showing agent model reduces your net commission on each transaction, but we earn more from it in the long-term. When you build a team around you and delegate, you’re able to do more, and be in more places at once, which gives us freedom and balance.
If we build a system for creating relationships with agents, we can create a reliable stream of referrals. We can apply the way we farm in neighborhoods to fellow agents, by marketing to them consistently and becoming known as the go-to agent in a specific market.
Laura Gillott - creating a customer experience that clients can feel
Brad Kiger - breaking into a new market and taking market share
Jolynne Mercieca - achieving balance when you work with buyers
Steve Montgomery - agent to agent referrals
Ellie McIntire - adding value to the community at a high level

In today’s episode of the Live UNREAL w/Glover U Podcast, we are concluding our Spring Your Business Intro Action webinar series. Jeff Glover and Justin Ford share what it takes to fine-tune your prospecting skills, and how that will lead to more appointments and even more homes sold. Picking up the phone and making the calls will drive massive results in our real estate businesses, and Justin Ford shares his strategies for getting into action.

There is no shortcut to success when it comes to prospecting, it needs to be the foundation of our daily routine. Prospecting daily allows us to get in front of more people, have more conversations, and build a connection with sellers.

Justin Ford takes you through the habits and activities of agents who have mastered prospecting, and how you can implement them.

We also discussed:

Why it’s important to have a Big Why to prospect successfully
How to master your prospecting scripts
The reason so many people struggle to get on the phone

Quotes

If you talk to enough people, the opportunities will present themselves. -Justin Ford

There are 6 key principles of being successful at anything in life, one of them is accountability. -Justin Ford

We have a better chance of succeeding when something is scarce -Jeff Glover

Prospecting should be the foundation of our daily routine. -Justin Ford

Don’t focus on the end result, focus on the process. When you focus on the process and show up every day, you will set appointments. -Justin Ford

Key Points

Successful prospecting starts with our morning routine, we have to set a strict start time every single day and commit to the activity no matter what.
If you want to get a handle on a script, commit to writing out and role-playing it every single day for 30 days. If you want to master a script, you have to commit to making hundreds or thousands of calls practicing it. Set time in your schedule for skill work so that you’re getting enough reps, and getting better prepared.
People give up on the phones or struggle to even get on the phone because they fear rejection. Overcome your fear and expect people to say no. That way you’ll focus less on the rejection and more on handling objections, discovering the seller’s motivation, and giving them value.
One of the reasons people struggle to maintain a prospecting routine is letting external circumstances dictate our actions. Right now many markets are experiencing historically low levels of inventory, which has made many agents give up on prospecting. When something is scarce, the people who stay committed are going to be able to get more of it.

In today’s episode of the Live UNREAL w/Glover U Podcast, we continue with the Spring Your Business Into Action webinar series. Jeff shares how to generate listing leads in today’s tight listing market. We’ve gone through the listing sources and strategies that have helped us get 160 listings over the last 90 days and share what we did to make them work.

Most markets around the country have record low inventory, but that doesn’t mean some agents aren’t generating seller leads. There are strategies that are working. We will learn from Jeff the mindset we need to have about the listing market and how to win when so many agents think there are fewer opportunities.

Jeff also shared;

The 5-week follow up program for FSBO listings
The Super Saturday Sale strategy and why it’s the fastest way to generate listings
How to get more listings through agent-to-agent referrals

Quotes

The path of most resistance is going to take me down the path to the most freedom in this industry. -Jeff Glover

The key to winning FSBOs is follow up because the average agent gives up. -Jeff Glover

Marketing for listings is more effective when you can solve a problem. -Jeff Glover

Key Points

When listings are down, most agents tend to focus their effort and energy away from the thing that’s scarce. They stop prospecting as much and start dialing their marketing back. But when everyone flees from listings, that actually creates more opportunity for the people who stick it out. We can get a greater share of what’s available by staying consistent and committed.
Database is a top source of listings for us today, especially a social media database. We went from adding value to our database quarterly to monthly, and we created a past client Facebook group to stay in touch. Facebook is the best place to build a database, because most sellers are in the 35-50 age group and Facebook is the platform of choice for them.
Focus on a marketing strategy that allows you to have frequency and dominance. Use marketing strategies that lean into consistency and frequency, instead of strategies with one massive piece that you can only use once, and have a lot of competitors.

In today’s episode of the Live Unreal w/ Glover U Podcast, we’re diving back into the Spring Forward webinar series. Taylor Cornfield joins us to discuss how to create your own unreal experience. Taylor discusses her expertise in utilizing the customer experience as a lead generation tool to increase repeat and referral business and how to put the right people in place to deliver an unreal customer experience to your clients.

In today’s BONUS episode of the Live Unreal w/ Glover U Podcast, Jolynne Mercieca joins Jeff to talk about a very hot topic in real estate right now. Jolynne will share her insights on how to win more buyer offers in a listing scarce market. You will learn the most effective tactics to get your buyer's offer accepted including both traditional and some out-of-the-box strategies.

Be sure to tune in live tomorrow for our webinar on Creating your Own Unreal Experience and Finding Talent to Match it with Taylor Cornfield as part of our Spring Forward FREE Webinar series!

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by founder and CEO of real estate growth automation platform Sisu, Brian Charlesworth. A lot of agents are looking for a solution for tracking their numbers, and knowing where to invest their time and money in their businesses.

Sisu is the real estate industry’s first one-stop solution for everything an agent needs to run a business backed by systems. It allows an agent to go from salesperson to business leader.

There’s a reason why Sisu has taken our industry by storm. Agents who use the platform have doubled their business every single year, and they have real clarity on what drives growth and success. Whether you’re a solo agent, an agent on a team, or a team leader, having automation in your business will make a huge impact on your results.

Brian Charlesworth will share the story of Sisu, what makes it so unique and why it’s the perfect tool for any real estate salesperson who wants to run a real business.

We also discussed;

Why tracking our numbers makes us better leaders
How a system like Sisu benefits our team culture
How Sisu integrates with all the CRMs in real estate

Quotes

Agents can double their production just by tracking their numbers accurately and effectively. -Brian Charlesworth

With a system like Sisu, you can actually run your team like a business instead of managing it on emotion. -Brian Charlesworth

Key Points

If we’re not tracking our numbers actively and effectively, we’ll end up guessing, and we’ll never have any real clarity on what’s actually happening in the business. Without clarity, it’s hard to sustain growth.
When you track your numbers and put a magnifying glass on your business, you learn what you need to work on, what needs to be improved, and what you need to eliminate.
Tracking your numbers doesn’t just show you what you need to improve, it also sheds light on what you need to double down on. Many agents have successful businesses without knowing how they got there. Sisu highlights your strengths so that you know what to invest more time and energy in.

In today’s episode of the Live UNREAL w/Glover U Podcast, coach Matt Sutter joins us to share how we can pivot from a sales-based organization to a true business, and some of the biggest financial mistakes agents make on that journey. Matt is going to discuss some of the key leadership and business concepts that allow an agent to grow into a CEO.

Taking the leap from an agent to a true business owner requires us to tap into a muscle that’s very different from selling real estate. Getting good at one muscle group does not predict your ability to build the next set of muscles. In real estate the financial side of the business is one of the hardest things for salespeople to navigate, but understanding our numbers is the key to meteoric growth and freedom.

You’ll learn from the experiences of some of the greatest real estate minds and top producers in the country, get a deeper understanding of the things agents struggle with, and how they can overcome them to grow massive, profitable businesses.

You’ll also learn;

Why sales mastery isn’t enough to become a true business owner
The 3 muscles of building a success real estate business
The danger of side hustles
How to hire to unlock growth

Quotes The reason going from salesperson to CEO is not an easy task is it’s not taught to a high degree in most real estate companies. -Jeff Glover

For every hiring decision you make, recognize the financial and logistical implications. -Matt Sutter

The closer you get to mastery, the more efficiently you’re able to drive results through the same action. -Matt Sutter

As a business owner, always understand what’s going to accelerate in the long-term regardless of what the consequences may be in the short-term. -Matt Sutter

Key Points 1. The foundation of any successful business is sales skills, but even the best salesperson will inevitably hit a ceiling because they are limited by time. With sales skills, everything is on your shoulders, and you can only carry your profitability as far as there’s time in a day. Once you hit the 24-hour mark, there’s simply nothing else you can do from a sales skills position in order to move forward. 2. When you max out on your own sales skills, you get frustrated - your energy slows down because disappointment sets in, then it becomes harder to work. Inevitably, profitability goes down because your output is different. This is when building a team becomes the critical next step.

A side hustle is any activity that requires your active participation and takes time and attention away from your main focus. Embarking on new ventures can be extremely counter-productive to our profitability. It’s important for us to have a fundamental misunderstanding of how we drive value and results, and to always remember that success is sequential, not simultaneous. It’s one step at a time, not multiple steps together.
When most real estate salespeople reach the ceiling of what they can do on their own, their first move is usually recruiting a buyer’s agent instead of operations support. The problem is, a sales operation with a gap in admin and resources will lead to the same frustration and ceiling, and it can even start to compromise our results. Hire admin and operations first so that you unlock the levers that will help you scale exponentially.
One of the biggest mistakes agents make is misunderstanding how ROI works. ROI is a function of revenue, not profit. It doesn’t mean we’re making a return that shows up in profit, we’re getting a result that shows up in revenue.

In this bonus episode of the Live UNREAL w/ Glover U Podcast, Jeff is going to share some special announcements for the upcoming spring season including how you can get in on five free valuable webinars and information on the upcoming Live UNREAL retreat.

On this episode of the Live UNREAL w/ Glover U Podcast, we're taking it back to episode 72, in which Jeff discusses developing your team's mission and vision. It's a great episode to come back to time after time, in order to reevaluate your team's dynamic.

Jeff teaches the formula that works best to do this, which includes:

What makes a great mission statement
How customers benefit from your clear mission and vision
Which ways work best to promote these crucial team elements

You can take the Glover U Real Estate Self-Assessment at www.gloveru.com/self.

This week on the Live UNREAL w/ Glover U Podcast, we're revisiting a crucial podcast from 2019. In this episode, Kate & Jeff discuss the timeless skill of discipline and how it is the key to success.

Key Points: How discipline is there to catch you when you're unmotivated Why you must make working hard and showing up a habit What inspecting your expectations of discipline does for your outlook Why you shouldn't cut corners, even when it's hard

In today’s episode of the Live UNREAL Podcast, Jeff shares how we can create buyer and seller urgency, and eliminate the misconceptions and assumptions that get in the way of them getting the outcome they want right now.

Very often, we hear both clients and agents saying they don’t want to buy or sell in winter, and that they would rather wait until spring. In a market like the one we’re in right now, that way of thinking can lead to them losing out on the house they want, the best price for the home and the current interest rates. As agents, it’s important that we learn how to articulate why it makes sense to buy/sell now instead of waiting.

Jeff Glover will share with you what you need to be doing to eliminate the reluctance to buy or sell right now, and the piece of value we can include in our sales process to make them want to take our advice.

We also discussed;

Why buyers need to take advantage of the current interest rates
How to use the timing analysis to create urgency
How to articulate the value of selling and buying right now
Why we need to manage the expectation of how long the real estate transaction will take

Quotes

There’s no perfect time to buy or sell estate, the answer is when it’s right for our clients. -Jeff Glover

When a buyer’s offer doesn’t get accepted and we don’t tell them that it might happen, they will get mad at us. -Jeff Glover

Prices and interest rates going up for buyers equals a poor combination for waiting till spring. -Jeff Glover

Key Points

There are certain market conditions that require buyers and sellers to take action. Interest rates are lower than they’ve ever been, and they are set to go up. If buyers wait, they will be paying more for the same inventory. Recommend being more aggressive with the inventory that’s out there now so they don’t have to get stuck paying more for the inventory later. The low inventory of the current market means the seller has less competition with other homes on the market, so it’s best for them to take action now.
A lot of agents can’t actually articulate the reason why it makes sense to do something now vs. waiting, and then it’s hard for buyers and sellers to understand why it’s important. We have to be able to articulate and explain to our clients why they need to take action now, have 2-3 reasons and back up our claims with market data. If we can articulate it well, they are more likely to take our advice.
Most buyers assume that the process of buying the home and moving in is going to be 30-60 days, but it can be a lot longer. When we use a timing analysis, and get them to understand how long the process can take, they will want to move immediately.

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Nick Bellmore shares the tools and skills we need to dial in if we want to convert more buyers, and increase our buyer business. Nick was one the first buyer agents at JGA and one of the most successful. He shares the key strategies that will help you win with buyers.

There are many big reasons agents struggle to close more buyer leads, and that includes how they are classifying leads, the follow-up method and frequency and even their own accountability.

Nick will share what we need to be focusing on and doing daily if we want to convert buyer leads at a high level, even in today’s market.

Quotes

Agents used to be the getaway to listings, we’re now the trusted advisor, the advocate and the guide. -Nick Belmore

It’s the basics and the fundamentals that are going to deliver us the best results over and over again. -Nick Belmore

Part of the reason we aren’t converting leads is that they actually aren’t leads yet, they are just opportunities. -Nick Belmore

When we have a pipeline and we’re constantly working on our buyer conversion and filling it with new leads, we never have to tolerate a buyer with a weak motivation. -Nick Belmore

Key Points

There’s a difference between a lead and an opportunity. A lead is someone who wants to buy/sell real estate within a certain timeframe. An opportunity is a contact with a decision making adult. If they don’t have a concrete motivation and a specific timeline, then we have an opportunity, not a lead.
If we’ve classified someone as an opportunity, that’s when we need to throw them in the CRM, build a relationship with them, follow up, and let the computer do the work for us. We’re going to have opportunities that need to be turned into leads before we can get them converted.
It’s your job to make sure your buyer gets to the property first. In many markets today, 24 or 48 hours can be the difference between getting the opportunity to make an offer and not getting that opportunity at all. We need to have a good amount of frequency in our follow up, and make sure that we’re keeping the buyers informed. If we just rely on the MLS to send us stuff, we’re missing out on the opportunity.
Text is a better follow up method for people because they can still communicate at work or in a loud environment, and there’s also room for them to respond to us later. We need to use text to push people into a phone conversation.

This week, we're taking it back to 2020, to our conversation with Seychelle Van Poole on building a hyperlocal listing business. In the episode, Jeff & Seychelle discussed: * How to overcome smoke screen objections * Abundance mindset vs. Scarcity mindset * Creating relationships through client events * Where to start in building a listing based business

Listen to the entire episode on the Live UNREAL w/ Glover U Podcast. You can take the Glover U Real Estate Self-Assessment at www.gloveru.com/self.

In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Nick Bellmore, shares the best lead generation and seller conversion strategies for drumming up new business in 2021.

Success at generating more business happens when we become more intentional with our lead generation and follow up, and when we create a habit around it. The agents who struggle to get traction in this business are the ones who don’t put a solid lead generation practice in place.

Nick will talk through some of the key things you need to be doing to bring more value to your database, market yourself more effectively, and win more listings in a low inventory market.

Nick also shares;

How to use a hot market script in a low inventory market
Ways to amp up our lead generation accountability
Why reviews are so important in today’s real estate world
The best ways to build our confidence and convert at a higher level
Why we need to be using video in our marketing

Quotes

Habitual lead generation is the thing that’s going to fuel the engine of your business. -Nick Bellmore

When we discover a new need prior to it being a strong need, we put ourselves in a position to get very low rejection and we won’t be in competition with all the other agents. -Nick Bellmore

Your social media should not be an afterthought, it should be a systematic, lead generation tool that you are putting in your schedule and putting time into on a regular basis. -Nick Bellmore

The stronger we are at our listing presentation, the more conversion we are going to have. -Nick Bellmore

We have to up our game in the value that we’re bringing to our databases over and over again. -Nick Bellmore

Key Points

Promote when you have success with a seller or buyer. People are seeing that it has been tough to get offers accepted in today’s market. When we get offers accepted, we need to celebrate that on social media. We want to let our circle know that we’re out in the market and that we’re succeeding at getting people into homes. Tell a story of how you are impacting your clients on a regular basis and show how you are providing value.
When inventory is super low, we need to be looking for the homes that haven’t come on the market. The script is letting sellers know how many multiple offers we’re seeing in their area. This is not going to bring in instant business, we’ll need to follow up regularly, nurture and add value. If we’re providing value in our follow up, it’s very rare that they will go out and shop another agent at that stage.
Implementing a 5-star review program is one of the most effective ways to increase leads. Nowadays most consumers start their home search and agent research online and they are basing their decisions on the reviews the agent has. We need to have a strong presence on our Zillow, Facebook, and Realtor.com. It takes extra effort to reach out and ask for those reviews so we have to build a system for it.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by the newest addition to our coaching team Geno D’Angelo. Geno is a successful agent, and one of our most successful coaching clients. No other coaching client has taken more of our courses, and what makes him stand out is that he has also implemented and applied it at a high level.

Between 2018 and 2020, he has gone from 38 to 85 deals, and done the work of doing things differently and committing to the process of growing using a solid framework. Being more purposeful and intentional with his business has paid off, and now he will bring his dedication to Glover U clients.

Jeff talks to Geno about his real estate journey, and the systems and tools that helped him level up.

We also discussed;

The power of coaching in Geno D’Angelo’s success
What brought Geno into the Glover U world and what made him want to be part of it
The power of operations coaching

Quotes

The number one mistake business owners in real estate make is they try to grow without the foundational pieces in place. -Jeff Glover

Salespeople should not be training operations people how to succeed in real estate, and operations people should not be training salespeople to succeed in real estate. -Jeff Glover

Key Points

You can’t expand without a well-thought out and written out value proposition, and a policy, procedure and training manual. Operating without a policy, procedure and training manual makes us a bottleneck to our own growth, and makes it harder for systems to take hold in our business. It will take a lot of brain power to train and educate people on something you’ve already done. With manuals and policies, you can use your brain power once and people tap into it without you having to expend more energy and brain power.
Many people today are chasing the idea of stepping out of production, but what they don’t realize is the significant effect it will have on their business. Their income will take a significant step back, and that their team might experience a lot of turnover. People want to work for a successful salesperson, and if we get out of production, we can easily lose people who want to work for us.

In today’s episode of the Live UNREAL w/Glover U Podcast, we’re going to share 11 ways to boost your business in 2021.

There are vital actions we need to take and systems we need to implement if we want to start and finish this year strong. This goes beyond the business plan. We need to be taking a look at every aspect and facet of our businesses and taking steps to keep them current, relevant and performing at the highest level.

Jeff Glover will share with you some of the most powerful things we can do to jumpstart a great year in real estate.

Jeff also shares;

How to add people to your funnel
Why we need to focus on solutions in our marketing
How to update our marketing channel

Quotes

The best marketing is solution-based. -Jeff Glover

We have two jobs in this industry, put people in our funnel and take care of them once they are there. -Jeff Glover

Key Points

Your business plan needs to have a plan of action for adding people to the funnel, adding value to them, a source of business you’re doubling down on, your daily routine, and a new technology you’re going to embrace.
Send out a one-page year end review letter to your database. In paragraph 1 share what happened in the market the previous year. In paragraph 2 share what happened in your business (how many families you served, what you and your team accomplished). In the third paragraph, share how you gave back in your community.
The best of the best agents are attending anything from 4-6 events a year. The more events you attend, the more exposure you get, and the more chance of becoming a millionaire real estate agent.
Update your seller value proposition. Sellers want different things today. If you’re using the same plan of action that you haven’t updated in a while, it’s time to update it or you will start losing clients to other agents.

In today’s episode, the team shares updates on the year ahead at Glover U and Live UNREAL, and the upcoming events and exciting developments. The team has set the agenda for 2021, and there are many great things to look forward to. This year includes the return of in-person events with the Live UNREAL Summit, the launch of new coaching programs and even consulting programs.

Jeff and the team will share all the important things that are going to be happening this year and why they are so important to us and instrumental to your success this year.

Key Points

In 2021, we’re launching a new coaching program Build Your Empire: Going From Salesperson to CEO. One of the biggest challenges agents face is making the transition from salesperson to a great leader. This new program aims to equip you with the leadership skills to scale your business, but also to protect your profit margin with 16 foundational real estate business principles.

The Live UNREAL Summit is going to be an in-person event this March. This is going to be one of the first in-person real estate events in the country this year, and we’re hoping to set the tone for how to have events successfully and safely. Every table will be seated 6 ft apart and masks will be mandatory when you aren’t at the table.
We’re going to run 3 group coaching programs this year, launching in April, August and October.
We’re launching Glover U Consulting to give you more specialized and customized solutions for your business. In coaching, we lay out a plan, hold you accountable and hold your hand throughout the process. Consulting is more for clients who want to have a blueprint provided, which they can take and implement on their own.

In today’s episode, Jeff shares more insights and strategies for listing presentations, and what it takes to make them good enough to win sellers.

The goal in 2021 is to renew our focus on listing presentations, it’s one of the most important parts of us closing more and getting better at sales. One of the things that holds agents back from success with listing presentations is the questions they don’t ask, and the information they don’t manage to capture.

Jeff shares the key questions we need to be asking in listing presentations, and how we can perfect our process.

We also discuss;

The 5 questions you should always ask sellers.
An easy way to identify different personality types in the listing presentation process.
Why you want to draw out objections.
The worst thing you can do when you walk through the seller’s home.
The 6 things you should always have in your pre-listing package.

Quotes

Selling isn’t telling, it’s asking questions. -Jeff Glover

Key Points

“Mr and Mrs Seller if what I say makes sense and you feel 100% comfortable and confident in my abilities of getting your home sold. Will you be ready to get the home on the market?” We’re asking the question in order to draw out their objections and to see what might be stopping them from going ahead and doing business with us.
Asking the seller to describe their home is a great opportunity to see what their personality type is. For example, the more analytical people will describe things in greater detail.
Match and mirror. Mold yourself to them from the minute they open the door. Don’t try to make them mold to you. If we don’t match and mirror the seller, we’ll lose our rapport.
The worst thing you can do is have a seller walk you through the house and you don’t take notes. Not taking notes tells them you’re not interested in the home. They won’t hire someone who isn’t interested in their home.
When you get an objection, learn to smile before you respond. When we get an objection, our tonality, facial expressions, and body language changes. If we get into the practice of smiling, we can counter those responses.
When you get an objection, always agree, never argue. Always follow up with a statement of agreement, and never use “but” or “however” replace them with “and”.
Prep the seller for what’s coming. Get an agreement on the next step while you’re still at the house.

In today’s episode of the Live UNREAL w/ Glover U Podcast, we’re taking a deep dive into listing presentations. Whether you’re running a big team, or working as a solo agent, everything in this business revolves around the listing presentation and getting listings.

Every single day in our business should revolve around listings, it’s how we create the most solid and sustainable real estate business.

Because of new systems and technologies, we’ve gotten away from the basics of going out and taking listings and revolving our business around it. As we plan ahead for the year in business, a renewed focus on listings is key.

We will learn from Jeff what it takes to master listing presentations, and build a solid listing-based business.

We also discuss;

Why listing business beats buyer business
The basic strategy and mindset we need to have around listing presentations
How to speak and what to share in the listing presentation to build rapport

Quotes

The listing presentation is by far the number one thing we have to think about. -Jeff Glover

When you’re working with buyers, you’re the employee. Being a great listing agent makes you the employer. -Jeff Glover

If you generate, you won’t have to tolerate. -Jeff Glover

Key Points

For every listing you take, you will close one transaction. With every buyer you meet and build rapport with, you’ll only close 50%. If you’re going to commit time to something, why not let it be the thing that has the higher ratio?
We can’t use the same listing presentation style for every single seller. A huge part of getting into rapport is adapting to someone and how they communicate. We need to have a listing presentation style for each DISC personality, and bring a different level of rapport, conversation and dialogue to the presentation. The 4 things we should all pay attention to in a listing presentation are rate of speech, tonality and dialect, and body language. Additionally, we should always play to the wife because she’s the one making the decisions.
Take your listing presentation and write it out once day for 30 days. When you write something, you get to read it and commit it to memory. Next, you have to chant the script at least once a day for 30 days. Finally, you have to role play the script once every single day for 30 days.
The majority of listings are either won or lost in the pricing discussion. If we quote something too high, they’ll think it’s unrealistic and that we’re just trying to appease them. If the price is too low, they’ll feel like we’re giving their home away. Pre-pace them for price reductions ahead of times so that there are no bad surprises down the line.

This week on the Live UNREAL w/ Glover U Podcast, we're revisiting one of our best podcasts from 2020. In this episode, Jeff shared with you key habits in developing a Millionaire Mindset.

You learned from Jeff the characteristics of a leader in terms of mindset, beliefs and habits to lead a successful team, including: * How to convince people to follow you as a leader * Why failure is not always a bad thing * Jeff’s first leadership lesson on failure * What leaders should consider as their most valuable asset

Listen to the entire episode on the Live UNREAL w/ Glover U Podcast. You can take the Glover U Real Estate Self-Assessment at www.gloveru.com/self.

In today’s episode of the Live UNREAL w/ Glover U Podcast, we're bringing back one of our best conversations from 2020. Jeff Glover & Glover U Head Coach, Kate Simon, sat down for a No Holds Barred Q&A.

Jeff & Kate answered your questions straight to the point based on experience and day to day business, including: * Benefits of being solo agent vs. leading a team * How to reduce agent turnover * Jeff's advice when leading a team * Best practices to keep mindset and discipline strong

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by 20 year industry veteran, Nick Bellmore to announce that he’s joining the coaching team! Nick has come full circle with Glover and Associates. He’s a respected leader in the real estate industry, and he has a long history of working with Jeff as one of the first buyer’s agents on the team. Nick is also a Glover U client who has seen massive business results from the structure and accountability of coaching. Now he’s joining the team to pay it forward.

Nick talks about his real estate journey, and gives insight on the most important and impactful things he has implemented in his business. We will learn what it takes to build the kind of business that carries you through any market conditions, and why coaching has been so instrumental to Nick’s success.

We will also learn: •The biggest ways real estate has changed in the last decade •The power of structured training and coaching •Why we’re so excited that Nick is part of the Glover U coaching team

In today’s episode of the Live UNREAL Podcast, Glover U Head Coach, Kate Simon goes over the frequently asked questions from Justin Ford’s Prospecting Bootcamp. She talks about the key components you need to have dialed in for this program to work for you, and how to make it a business changing experience.

Whenever there’s a lot of questions on the same topic, it’s a good indication that we need to go deeper on it or reiterate it, and in this program the biggest questions we’ve gotten are on minimum standards, defining a contact and roleplaying successfully. You’re part of this program because there’s a gap between where you are right now in production and where you want to be. The metrics Kate goes over in this episode are the biggest pillars to help you grow and get more out of your prospecting.

Kate will share with you the most important facets of the Prospecting Bootcamp, and how to dial them in.

Kate also shares;

Approaches and strategies for effectively calling expireds
How a typical roleplay call should go
The importance of diversifying your prospecting streams

Key Points

When it comes to setting your minimum prospecting standards, it’s going to be based on where you are in your business, your skill level and conversion.
A contact is a conversation with a decision-making adult about real estate. When it comes to your sphere, it’s more about adding value. When you’re calling FSBOs and expireds, it’s a real estate-related conversation. If you don’t know what to say, go off the scripts we provide so you can have a question-based dialogue to uncover their motivation and ultimately set an appointment.
Before you determine whether a source has enough juice to get contacts, make sure you’re fully exhausting it.
The only time texting is acceptable is to use it as a tool to get them on the phone, not the way to deliver the script or set appointments.
You have to do the consistent work of prospecting every single day. If you’re not showing up and hitting your numbers for contacts, the production won’t happen.
There’s a gap between where you are right now in production and where you want to be. Apart from what naturally comes to you in your business, how willing are you to get uncomfortable to bridge that gap? You have to look at the activities you’re doing daily and start asking which areas you can grow in.
Try to have a different roleplay partner every day so you can increase your versatility. You need roleplay partners who will call you out on the areas you need to grow.
Roleplay should be challenging but you should always get the appointment. At the same time, you don’t want it to be so easy that you don’t get to work on your skills.
To get the most out of roleplay, start keeping track of the objection where you lose the appointment. Always do more practice on the objections that stump you.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff and top buyer agent Jolynne Mercieca dive into strategies you can use to get more buyer offers accepted when there’s high competition for listings.

Jolynne consistently closes up to 50 buyer deals every year, while still having time for a life outside of real estate. She still closes buyer deals in a seller’s market because she’s focused on what makes an offer stand out and the things that make it immediately go to the top of the pile for the seller.

From the very first conversation, Jolynne’s strategy sets her buyer clients up for success, and gives them the tools to increase the likelihood of a good outcome.

Jeff and Jolynne will share with you the creative and unique ways you can offer value to a seller, and make the buyer offer more compelling to the listing agent and their client. Jolynne also shares ways to build a solid relationship with buyers and keep them engaged throughout the entire process of finding and buying a home.

We also discuss: * How to build a leveraged buyer business. * How to make sure buyers know that we’re on their side and that we’re working for them. * What we can do to turn buyers into lifelong clients.

Listen to the entire episode on the Live UNREAL w/ Glover U Podcast.

You can take the Glover U Real Estate Self-Assessment at www.gloveru.com/self.

In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by Realtor and Glover U coach, Justin Ford to talk about holiday, seasonal and covid-related objections, and to give you the handlers that have been working for us in the market.

Right now we’re hearing a lot of objections around getting ready for the holidays, selling a home in covid, and waiting till Spring. Instead of taking these objections as the client dismissing us, we should welcome objections and use them to put people at ease and lead them to a solution.

How we handle those objections can show them how equipped we are to deal with their concerns and help them sell their home in the safest and least stressful way.

In this episode, Jeff and Justin go through multiple scenarios and objections, and share the approach we need to take to facilitate the right conversation.

We also discuss;

Handling covid-reated objections.
How to help buyers take advantage of a higher demand.
Why we should never disagree with an objection and what we should do instead.

Quotes

Our scripts are updated every single year because we’re practicing and using them every single day. -Jeff Glover

When you agree with people initially, they tune into what you have to say. When you debate or defend, they tune you out. -Jeff Glover

Key Points

Many people are putting their plans to sell on hold and waiting till Spring. This means there’s a substantial decline in inventory during this time, making it a seller’s market for the people choosing to sell right now. Waiting till Spring means there’ll be higher competition so our home can’t fetch less.
A Fall/Winter transaction can actually be good for sellers. They can put their home on the market when there’s less competition, and they start shopping for their new home in time for Spring when the inventory starts increasing.
The big reason sellers are choosing to move forward with the transaction is the opportunity to get more money in their pocket because of the demand created by a low inventory market.
Before we handle an objection, we have to validate and acknowledge where they are coming from and what they are feeling. Never say “but” or “however” when you get an objection. Instead say “...and have you considered”. This is the polite way to challenge someone without offending them.
It’s important not to be pushy. Our goal should be to make them comfortable, make them feel heard, lead them to a solution, and show that we’re equipped to deal with their concerns.
When you agree with people initially, they tune into what you have to say, when you debate or defend or make them wrong, they will tune you out.

In part 2 of today’s Live UNREAL w/Glover U Podcast, Jeff delves deeper into the Agent Business Plan. He shares more key areas we need to be focused on if we want to achieve our goals in 2021.

In this podcast, he talks about lead generation and why it should be a big component in our business planning.

Besides doing deals, our job as real estate agents is putting people in our sales funnel and taking care of them by adding value. That’s how we make ourselves top of mind and in turn, who they want to work with and refer.

In order to consistently do the activities that get us business and keep us top of mind, our lead generation goals need to be reflected in the things we do every single day. The most successful agents have a dialed-in routine that helps them generate business, and they never deviate from it.

Jeff will go into detail about the key sections of the 2021 Agent Business Plan, and how they all contribute to a successful real estate business.

Jeff also shared key insights on;

How we can put more focus on getting more people into the funnel.
How much money should be going to expenses for us to be profitable.
The importance of a morning routine we stick to consistently.

In today's episode of the Live UNREAL w/ Glover U Podcast, we're starting a two-part series all about the business plan Jeff and his team will be following for the upcoming 2021 year.

We will learn the first three parts of Jeff's plan.

To get started on having an UNREAL business take the Real Estate Self Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, we are taking a break from the Real Talk series. Jeff Glover will share with you an important message about the upcoming 2021 Year.

We will learn from Jeff more about the 2021 Agent Business Plan and why this is important to you.

Register to get access to the 2021 Agent Business Plan at www.gloveru.com/webinar.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s 100th episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk series to reveal the NEW Live UNREAL Formula.

We will learn from Jeff & Kate the true meaning of living an UNREAL life and understanding the mission of Glover U.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk series with No Holds Barred Q&A.

Jeff & Kate will answer your questions straight to the point based on experience and day to day business.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk series to give you The Glover U 4th Quarter Update.

We will learn from Jeff & Kate what’s happening with Glover U currently and things to look forward to this quarter and the start of 2021.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk Series with Rules to Live By when Building a Big Business (Part 2).

We will learn from Jeff & Kate how to overcome the fear of rejection.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk Series with Rules to Live By when Building a Big Business (Part 1).

We will learn from Jeff & Kate the important rules you need to know to build a big business and how to know if you are qualified to lead a team.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover will continue the tools for handling objections answering all your Buyer and Seller objections.

We will learn from Jeff the right approach in handling common objections from buyers and sellers effectively and straight to the point.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, we are taking a break from the Real Talk series. Jeff Glover will share with you the latest tools for handling objections during COVID.

We will learn from Jeff how to handle buyers and sellers' objections that will lead to more closed deals when handled correctly.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, we are taking a break from the Real Talk series. Jeff Glover will discuss with you the 4th Quarter Business Plan.

We will learn from Jeff why you should create your 4th Quarter Business Plan today and the things that you need to include and consider to end 2020 with high results.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Streams of Income of the Real Talk Series.

We will learn from Jeff & Kate how to know when you are ready to build another stream of business without putting your main business at risk.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff Glover & Glover U Head Coach, Kate Simon, will continue the Real Talk Series, Episode 2 - Streams of Income.

We will learn from Jeff & Kate who you need to become to balance multiple big businesses at a high level and be successful.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff & Glover U Head Coach, Kate Simon, will begin the Real Talk Series - Episode #1- Market of the Moment.

We will learn from Jeff & Kate what’s happening in the market right now, how it will affect the real estate business and what you need to do to survive the new normal.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will introduce our 10-week series where he and Glover U head coach, Kate Simon are having real talk series.

We will learn from Jeff how this new series is relevant to you. And how it will help you on your day to day challenges coming from real people on the ground.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will interview a Top Producer and 10-year vet, Brian Tercero from Santa Fe, New Mexico!

We will learn from Jeff & Brian his transformation that so many agents fail at. And how he overcame the challenges in transitioning from tech world to real estate.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will interview Glover U Coach, Justin Ford on how he has listed 68 homes, closed 57 of them and earned over $330,000 in GCI year to date.

We will learn from Jeff & Justin the secrets to achieving high results and what it takes to win even through tough times.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will share with you his schedule that fueled 10 years of max production.

We will learn from Jeff the exact schedule he followed and still follows today to achieve success and UNREAL results.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will share with you an Income Goal Setting Technique for Real Estate Agents. This technique is his personal formula that Jeff has used for years and continues to follow year after year today!

We will learn from Jeff the factors you need to consider when creating your income goal to have a clear view of what you need to prioritize.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Glover U Head Coach, Kate Simon will continue her conversation with Cheesette Cowan from the Griffin Group, Part 2 - Understanding Racism and How to Be an Ally.

We will learn from Kate and Cheesette why it is important to acknowledge that there is a problem with racism and how we can come together to fight this battle.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will share with you the 12 Business & Marketing Strategies to Implement in Q3

We will learn from Jeff the 12 actionable items that you can implement starting today to thrive in 2020.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Glover U Head Coach, Kate Simon talks to Cheesette Cowan from the Griffin Group, Understanding Racism and How to Be an Ally (Part 1)

We will learn from Kate and Cheesette why people are avoiding conversations about racism and how we can be part of the solution to move forward.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will answer your questions about the newest program of Glover U, SLS - Skills Leads and Systems.

We will learn from Jeff what Skills, Leads, and Systems is all about and how it can help you unleash your full potential and reach UNREAL success.

To register and to know more about the SLS Program go to www.gloveru.com/SLS

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will share with you The Cost of a Cheap Lead

We will learn from Jeff how to analyze the cost of a lead and to identify where you should be spending your time to get the best ROI.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will share with you the Real Estate Agent Post Covid Business Plan Part 2: Action Items & Strategies.

We will learn from Jeff the things that you need to reassess from your current business plan, implement a new action plan and strategy to get through 2020.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will share with you the Real Estate Agent Post Covid Business Plan Part 1: Year to Date Review & New Production Goals.

We will learn from Jeff why it is important to review your current goal standing and what you need to do for the second half of 2020.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff talks to Glover U Coach, Matt Sutter, about what is business mastery.

We will learn from Jeff & Matt more about business mastery and how to know when you are ready to take this next step to grow your business

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will share with you the story behind Glover U.

We will learn from Jeff his story on how it all started and why Jeff is doing what he is doing today

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Glover U Head Coach Kate Simon continues the conversation with Tommy Kunkel about accepting changes and making decisions to thrive during difficult times

We will learn from Kate how a mindset perspective shift can help you to accept changes, make sound decisions, and thrive

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Glover U Head Coach, Kate Simon talks to Tommy Kunkel about shifting your mindset

We will learn from Kate how shifting your mindset can help you get through times of uncertainty

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff talks about the 8 steps to recruiting the right way.

We will learn from Jeff the right approach to acquire talents and why recruiting should be part of your daily routine.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff talks about developing your team’s mission and vision.

We will learn from Jeff the formula to create your team’s mission and vision that would lead to your UNREAL growth and success.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff talks about creating a real estate training platform.

We will learn from Jeff the true meaning of sales training and what should be its core focus to produce high-quality agents.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff talks about the financial effect of the Coronavirus on real estate agents.

We will learn from Jeff the importance of having a plan right now to get you through the financial crisis

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff talks about the different models of the value proposition to recreate your own

We will learn from Jeff why you need to prepare now at this time of the crisis and rethink your value proposition

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Glover U Coach, Matt Sutter will share with you his thoughts on how to thrive during the Coronavirus

We will learn from Matt the right mindset in a market shift and what you need to do as a leader.

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will share with you the 24 things to do to survive during the Corona shift.

We will learn from Jeff what you need to do to make it through and thrive in today's situation

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self

In today’s episode of the Live UNREAL w/ Glover U Podcast, Jeff will continue the 28 habits in developing a millionaire mindset

We will learn from Jeff the mindset and habits of a successful leader and why these leaders are exceptional

To get started on having an UNREAL business take the Real estate Self-Assessment at www.gloveru.com/self