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037 Prospecting for Listings with Greg Harrelson
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Prospecting to set up listing appointments.
It was foundational to a successful real estate business 30 years ago.
It remains so today.
Greg Harrelson got his start prospecting. And growth from appointment setter, to a small real estate team, to a teamerage with 9 offices and 5 markets in the Carolinas that closed nearly 4,000 transactions last year all happened through … prospecting for listings.
Greg, who prospects alongside his agents for 3 hours every day, describes his approach as “developing talent and amplifying wealth.” In this wide-ranging conversation, he welcomes us into the philosophy and practices behind his success.
Listen to this Real Estate Team OS episode with Greg Harrelson to learn:
- The 3 must-have characteristics of your next real estate team member
- How to find the right coach, how to become more coachable, and why he’s always sought coaching
- The brokerage challenges from which teams emerged, how online buyer leads accelerated teams, and the future of real estate teams
- The four things every brokerage or team must provide (and what they all have in common)
- Why culture is more about agent retention than attraction
- How he built and then disbanded his real estate team
- Insights into acquiring agents, developing agents, and recruiting agents
- The org structure for their 9-office, 5-market team and his place and role in it (including his 10-80-10 approach)
- What’s been lost in the real estate industry and how easy it is to correct (spoiler: talk to more people)
- Coaching an acquired agent from 40 transactions per year (mostly buyers) to 90 transactions per year (all listings)
- Why he’s coaching pricing presentations, price reduction presentations, and listing extension presentations “religiously” right now
- Very specific advice for the leader of a small real estate team
Connect with Greg Harrelson:
- https://realestatesalessolutions.com/agent-success-academy/
- https://www.facebook.com/groups/235977313258813
- https://www.instagram.com/gregharrelsonrealestate/
Connect with Real Estate Team OS:
- https://www.realestateteamos.com/subscribe
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