What an honor to have the founder of eXp Realty and CEO of eXp World Holdings Inc., Glenn Sanford as a guest on our show! Glenn’s business looks nothing like anything in the real estate industry today. His CLOUD based company is soaring in terms of how effective, efficient, and beneficial it is for everyone that joins. An agent owned business that distributes equity to productive agent owners is the first of its kind, but there is no question that it is already flying on the wings of success.

Glenn started his business with the desire to bring value to agents and brokers alike. He franchised a business model that pulled people in and focused on funnel marketing. The success he is experiencing far exceeds that of a bricks & mortar within a local community because of the depths of talent that is virtually available to him at any given time. Being able to connect and work with leadership from anywhere at any time is invaluable!

So let me ask you this, “How can we eliminate the physical real estate office?” Simple, how many of you spend your whole day sitting in the office in the first place? Not many. 95% of our business can be conducted virtually so why couldn’t that include our office? The only aspect of our business that remains local is our client relationships. Real estate is not about having your own office, it’s about having relationships with clients that matter and are based on trust.

Clients want someone reliable that helps them achieve what they have already set out to do, which is buy or sell their home. Glenn said it best, “It’s not about selling them A home, real estate is about helping clients choose the RIGHT home and helping them through that process of making that home their own. “ It’s a powerful statement that applies to the real estate industry as a whole. Take a listen to hear even more thought provoking concepts shared by Glenn that may very well change the way you approach business and ultimately how you succeed.

 

Show Features

Here are some key takeaways from this episode.

  • The Importance of Reliability
  • The Value of Client Relationships
  • How & When to Handle an Objection
  • The Effectiveness of an Agent Owned Brokerage

More Episodes

Episode 77: Anita Dizon | Are You Bringing Value to Others?

November 9, 2016

I have been waiting a long time to chat with well sought-after real estate coach, Anita Dizon! We run in many of the same circles and I'm so glad we were able to get together for such a fun podcast chock-full of great nuggets! 

Do you ever notice home much better you feel after you help someone else? Anita shared how too often we are taught to chase the client, call them until they pick up, knock until they answer, but who actually finds pleasure in doing that?! Do YOU want to pick up the phone from someone trying to sell you something over and over and over again...No! We have to change that 'gimme' mindset and start giving BACK to our clients with value and trust. 

People want to work with the real estate agent that cares about them as individuals. Someone who cares about their wants, needs, and desire to find that perfect home. Just like Anita says, let's remind ourselves and our clients that we appreciate them as people by earning their business rather than expecting it. 

Show Features

Here are some of the key takeaways you get from this episode.

  • Typical Mistakes New Agents Can Make
  • The Importance of Bringing Value to Your Clients
  • 3 Key Elements That Help Feed Your Business
  • Why Giving to Your Clients Will Benefit Your Business

Show Links

 

Episode 75: Brett Campbell | Are You Where You Want To Be In Life?

October 25, 2016

I had the most incredible conversation with founder and CEOof Fit International, Brett Campbell. I was so inspired by everything he isdoing with his life and what he stands for. He recently wrote a book called,“Right Now! Why Not You...And Why Not NOW?” where he not only helps youdiscover who you truly are, what you stand for, and how to go our execute thatmoving forward.

What great questions to start asking ourselves. Why not you?Why not now? Those questions fall into so many aspects of life including realestate. We all have dreams and desires for ourselves and our business, whetherit’s to sell more, make more, have more free time, hire help, build a team…thequestion remains, what’s stopping you? Money? Time? MAKE the time! Budget forthe money! Life is too short to not be living to our full potential. We allknow who we want to be; we have the ideal best version of ourselves inside ourheads, but we spend SO MUCH TIME scared to take the leap and actually BE thebest we can be.

I walked away from this conversation completely blown away.His positive driven attitude is not only phenomenal, but contagious!  Take a listen and I guarantee you’ll walkaway inspired to unleash your greatness and buy his book so you too can findout how to make YOUR best self a reality.

Show Features

Here are some of the key takeaways you get from thisepisode.

  • How to Reach Your Full Potential
  • 4 Areas We Must Develop as Humans
  • The Importance of Live to Your Fill Potential
  • The Difference Believing in Yourself Makes
Show Links



Episode 74: Nick Raithel | The Business Card No One Will Throw Away

October 13, 2016

What a great chat with the creator of the 7-Hour Book, Nick Raithel! Nick’s team is helping real estate agents all over the country get the recognition they deserve by assisting them develop their own professionally-published book in very little time. Who wouldn’t want to add the title ‘Author’ to their bio?!

Do you have brilliant ideas rolling around in your head? We all have years of experience, success, trials, and methods that have guided us through the ups and downs of the real estate industry. A book is your own personal real estate. Not only can it help your business survive, it can help it thrive.  What better way to leave behind your personal legacy than through your very own book?

Nick shares the value writing a book can bring to your business from lead development, to recognition, and ultimately giving you the chance to stand out within your niche and market area. So get to writing and I can’t wait to read everyone’s books!  

 

Show Features

Here are some of the key takeaways you get from this episode.

  • The Value in Finding Your Niche
  • How to Leave Behind a Credible Legacy
  • The Promotional Benefits of Writing Your Own Book
  • How Your Book Can Make Your Business Thrive
Show Links

Episode 73: Jorge Guerra Jr. | Consistency + Persistency = Opportunity

October 5, 2016

With his own 400+agent brokerage and a recent nomination for a position at NAR, Jorge Guerra did not start out in this business at the top. He had to suffer in order to succeed,but he never gave up. Success is inevitable when you work hard for what you want.  

Nothing in life is easy. Every agent starts at the bottom, but that’s not necessarily a bad thing.In order to succeed you must struggle, you have to do all the stuff you DON’T want to do in order to get to the point where you can do all the things you WANT to do. Every sale is valuable. From 50K to a million, the relationships you are building with each client can lead to bigger sales. If you treatedevery prospect like a 5 million dollar sale, you’d guarantee yourself forever clients. That $250,000 sale could lead you to a million dollar sale down the road because of the RELATIONSHIP you established from the beginning.

Jorge shared why his methods work and how. If you are willing to consistently and persistently work hard with no limitations, you’ll succeed in any business. Check it out, give this episode a listen. You might just hear something that could change your whole business for the better, I know I did!

Show Features

Here are some of the key takeaways you get from this episode.

  • How to Market to Your Database
  • The Value of Past Client Relationships
  • Why Building a Reputation is Key
  • The Importance of Consistency & Persistence

Show Links

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Episode 72: Steve Jolly | Where is the REAL Fortune in Real Estate?

September 28, 2016

What a pleasure finally connecting with Steve Jolly! We run in many of the same circles, it's crazy it took us this long to meet! As a marketing expert, Steve gives us a sneak peek behind his own marketing plan and how he builds and maintains relationships that lead him to more sales.

Technology is a real estate agent’s marketing dream! The number of platforms available to agents for marketing themselves for FREE is at an all time high. Email, text, websites, social media...but where to begin?! Before you do anything, you have to know your target audience! It makes establishing that relationship and connection SO much easier. Give them a peek behind that happy social media curtain, show them vulnerability, there is value in compelling your audience to not only desire to work with you, but to know you personally.

Take a listen as Steve shares more about getting to know your audience, the fortune in the follow up, and the value of building relationships with prospects that ultimately leads to conversion and forever clients.

Show Features

Here are some of the key takeaways you get from this episode.

  • The Biggest Mistake in Marketing & How to Correct It
  • How to Find a 5 Star Prospect
  • 4 Key Steps for Marketing Yourself
  • The Importance of Knowing Your Audience

Show Links

Episode 71: Billy Ekofo | Treating Leads like People NOT Transactions

September 21, 2016

I am completely fascinated by what Billy Ekofo, lead manager at Century 21 Redwood in Virginia, is contributing to the real estate industry.Like so many before him, he was hesitant about becoming a real estate agent, but with a little push he took that leap of faith and we are grateful he did! He is the matchmaker of real estate connecting leads with the perfect agent. I think we all could use a Billy!

Real estate is certainly a numbers game, but I think we get too caught up in getting to that next sale that we forget why we got into real estate in the first place…to help people! It is just as important to treat a $1,000,000 lead the same as a $200,000 lead. Every lead is looking for the same thing, a place to call home and someone to help them find it.

Not every prospect is ready to buy/sell the second you meet with them, but establishing a relationship and building a rapport can lead to a sale. We have to change our instant gratification mindset, give the client value and a reason to come back to us when they are ready to take that leap. If you treat each lead like the people they are, the more likely you will have not only repeat business, but referrals because they trust you and the relationship you took the time to establish with them.  

Listen as Billy shares more about the importance of following up with your leads, having patience during the process, and continuing to give value whether they are ready to buy tomorrow or 6 months from now. He’s the magician of leads so take a listen and learn some magic!  

 

Show Features

Here are some of the key takeaways you get from this episode.

  • 3 Steps for Conversion
  • The Importance of Being Patient
  • The Fortune in the Follow-Up
  • Why Client/Agent Relationships are Valuable
Show Links

Episode 70: Josh Anderson | Getting Back to the Basics

September 14, 2016

It was an absolute pleasure speaking to Josh Anderson this week! He and his team are located in the Nashville, Tennessee area and they are KILLING it when it comes to agent referrals. Last year alone, they closed 48 transactions from agent referrals around the country. WOW!

How do you get that many referrals from other agents? It helps when you live in a desirable area that many people are moving to. However, networking and keeping in contact with his database are things that he is dedicating his time to each month, which most agents push aside. Making calls, knocking on doors, sending newsletters to your database…these are all basics when it comes to lead generation, but it’s usually the first thing to go when business picks up.

Josh’s business has excelled because the basics is the one thing he does not compromise. He shared a great quote that only continues to prove true through his success, “The basics are always going to work and they’re always going to win.” Lead generation ultimately costs you nothing but your time. While time is valuable, is it more valuable than your next commission check?

Listen to hear more AWESOME nuggets from someone who’s taking the basics and making it work!   


Show Features

Here are some of the key takeaways you get from this episode.

  • The Importance of Over Communication
  • 3 Key Components of Real Estate
  • Adding Value to Your Business
  • Fixing Your Problems through Lead Generation

Show Links

Episode 68: Christy Grossman | Training Your Assistant to Think Like You

August 30, 2016

I took SO many notes while chatting with hiring expert,Christy Grossman. Now there’s a woman that knows how to hire and train a GREAT team!

There comes a point in our business where we get so inundatedthat the only way we can continue to succeed at that next level is by hiring someoneto help us maintain it. Our tendency is to either hire the first person thatwalks by or the first person we hit it off with. Like with everything, having ahiring process in place is what can make that hire not only work, but last.

Christy shares amazing tips on how to develop that processand explains why taking the time to train an assistant is worth the investment.If you are on the fence about when to hire, knowing who’s going to be profitablefor your business, or how to develop that hiring process, look no further;Christy’s advice will set you in the right direction. Grab a pen and take somenotes, it’ll definitely be worth your time!


Show Features

Here are some of the key takeaways youget from this episode.

  • 3 Key Components for Hiring an Assistant
  • How to Expand Your Team
  • Hiring with a Purpose 
  • Knowing When to Hire
Show Links

Episode 67: Jay Thompson | All Things Zillow

August 24, 2016

I think we all have a love/hate relationship, myself included, with Zillow. That’s what makes having Zillow’s own Jay Thompson as a guest on my show so valuable! Jay explained what Zillow brings to the table in terms of benefiting agents, consumers, and Zillow alike.

The biggest problem most real estate agents have with Zillow is the fear they will take over the industry and make real estate agents obsolete. As Jay said, “There is no success in eliminating our customers.” A big part of their revenue is the impressions and advertisements agents pay for. Zillow strives to bring consumers and agents together to form connections. It is OUR job as agents to step up our game, take those connections, and use our expertise to land that sale!

Not only did I learn so much more about Zillow and everything they have to offer, but Jay shared some great tips on how to utilize the site for free advertisement, establish a greater presence online, and ultimately gain leads without paying a dime! Take a listen and leave us some feedback; we’d love to hear from you!

Show Features

Here are some of the key takeaways you get from this episode.

  • Profiting from a Process
  • The Fortune in the Follow-Up
  • Ins & Outs of Zillow Reviews
  • The Value of a Quick Response

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