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Level Up - From Agent to Entrepreneur

Greg Harrelson - Real Estate Broker, Entrepreneur & Coach

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Featuring masterminds with real estate leaders, coaches and influencers PLUS eye-opening strategy sessions with up-and-coming agents. Past guests include Hoss Pratt, Michael Reese, Rick Davidson, Danny Morel, Pat Hiban, Jeff Cohn and many more!
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Bare Naked Agent- Selling Homes Today- Timely Topics!!!

New York Times International Best Selling Author, and host of Real Estate Rockstars Pat Hiban strips down the questions you ask, and answers them honestly

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Bare Naked Agent is a show created for you: the Real Estate community. If you find yourself searching for answers, keys to success, or just new information, you need to tune in! Pat Hiban, a New York Times Best Selling Author, delivers in his biweekly show to help answer any questions that come his way. Visit www.HibanDigital.com for more priceless resources and steps to take you to where you want to be.
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Insights from the most brilliant minds in real estate. The Marketing Genius Podcast takes you behind the scenes with the most brilliant minds in real estate to uncover the latest digital marketing tools and strategies for your online arsenal. Together with the leading real estate brokers, technologists, executives, and coaches behind today’s most exciting brands, host Seth Price (marketing strategist, keynote speaker, host of “The Craft of Marketing”) explore what it takes to generate leads, ...
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The lawsuits, litigation and legal concerns on the buyer side prove two things about our industry. The landscape for buyer’s agents is shifting, and unlike the listings side, agents in that space are heavily misunderstood. That doesn’t mean agents who work buyers are obsolete, you just have to differentiate yourself by proving the value you bring t…
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While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldn’t be further from the truth. As a matter of fact, by thinking of them as one and the same, we could actually be doing ourselves a grave disservice. So, what is the chief difference between the two, then? Is one more likely than the other to get …
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When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable. The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now. So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over …
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In a metrics-obsessed industry, it’s super easy to attach our idea of success to grand numbers and achievements. Unfortunately, this approach can do more harm than good. In our book, the numbers are insignificant. The process is what we should be obsessively fixated on. When our vision of success is tied to what we do every single day, the extraord…
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A listing-based business is a lot more profitable than a buyer-based one, but it’s also harder to grow and scale. Generating seller leads isn't as simple as purchasing a list of buyers. It takes strategy and intentionality to turn a homeowner into someone who’s ready to list. Driving listings is a lot harder than holding an open house, but not impo…
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In real estate, there will always be a gap between our projected production and actual production. This makes it really hard to know if we’re on target, especially towards the end of the year. If we want to accomplish our goals, knowing what that gap is in detail is critical. How do we analyze that gap, including the leads, pendings and what we hav…
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The real estate market might be more challenging than usual, but that’s not why people are struggling. People aren’t hitting their peak performance and this is entirely fueled by mindset. Our mindset can either be a headwind or a tailwind. The more we pay attention to what we tell ourselves, the easier it is to point ourselves in the right directio…
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Real estate agents often blame their production issues on bad quality leads. The actual problem isn’t the leads themselves but rather our mindset surrounding them. We don’t respond fast enough, we don’t have the muscle of consistent follow up, and we complain when the lead isn’t ready to take action right this second. How do we develop a better att…
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When it comes to selling real estate, no one can say they don’t know how, yet so many agents still struggle to take action. In this market, it’s the doers who are getting a bigger piece of the pie. In order to become doers, we have to have to gain confidence. What steps can we take to build our confidence? How do successful agents treat a market li…
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Take 2 agents, give them the same leads and scripts, and 1 outperforms the other, what separates them? It’s easy to think it’s a skill set issue, but what actually drives us forward (or pulls us back) is mindset. We can’t outskill a bad mindset, especially in this real estate market. How do we know that our mindset isn’t as good as it could be? How…
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In a market like this one, it’s really easy to take our foot off the gas - until someone challenges us with a big goal and a ton of accountability. For Jeff Quintin, that challenge was to generate multiple listings within a week, which he accomplished quickly. When you raise your intensity, the velocity with which things can happen and the income y…
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If you want to see how agents are doing in this market, look no further than MLS and individual Realtor stats. Agents are struggling - they aren’t doing as many deals or making as much money as before. It’s easy to blame this on inventory or interest rates, but what’s leading to agent failure has nothing to do with external market conditions. What’…
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In this current market, the greatest pain point of most agents is not having nearly enough conversations that turn into listings. Everyone’s looking for a magic pill to get more listings, but the answer actually lies in the habits we form. There’s no shortcuts to generating leads. No amount of automation will take the place of prospecting, and as l…
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When it comes to lead conversion, what some agents think is bad luck is nothing more than a counterproductive approach. How can we expect success if we only call once and never follow up? The pattern of success with lead generation is simple: call fast, get them to the appointment as soon as possible, spot smoke screens, and follow up frequently. H…
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Everyone is talking about getting more listings, but they skip many important steps in their approach. There are 4 interconnected parts to building a massive listing business, and like dominoes, one piece has to fall for everything else to work. How do we increase our listing inventory? How do we optimize the most important pieces? In this episode,…
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When we really get down to it, the activities that lead to success in real estate aren’t all that complicated. The challenge is, we need to have an unflinching commitment to them in order for them to truly bear fruit. In an industry that’s riddled with built-in distractions, that’s easier said than done, but if we are non-negotiable about just 3 th…
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As tech gets smarter, online lead gen platforms face more restrictions, and consumers get less tolerant of marketing, agents are faced with a sharp decline in their lead conversion. The barriers between us and the consumer’s inboxes are higher and more numerous than ever before, so how do we still convert leads at a high level? In this episode, we …
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Between the market conditions of the last few months of 2022 and taking time off for the holidays, it’s natural to feel a bit sluggish and slow-to-start in the new year, but there are many encouraging signs to get pumped about real estate in 2023. What can we glean from lead flow, market cycles, and even the consumer’s current behavior? In this epi…
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As we kick off a new year, and set our intentions and goals for our businesses - it’s important to get our priorities in check. In this market, there are 3 things top agents have to commit to consistently to keep getting results. How do we increase our confidence in conversations? What conversations do we need to get better at having? In this episo…
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When you spend an extended period of time away from your business, it can be hard to get back into the swing of things, which compromises our productivity. Knowing how to minimize the impact on your business is a key skill all agents need to have. How do we stay engaged with our businesses during the holidays? In this episode, we talk about getting…
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In a challenging market, many agents become so obsessed with doing everything perfectly, they end up not doing anything at all. For this reason, taking imperfect action automatically puts you ahead of everyone else, so even if you do the wrong thing, you’ll reap the benefits of being in momentum. What minimum standard of action do we have to commit…
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In any real estate market, but especially in a transitioning one, failure is only a certainty for the agents who aren’t focused on the right thoughts, behaviors and activities. The good news is, if we’re aware of the common pitfalls that lead to failure, we can sidestep them and make success inevitable. What completely avoidable factors are contrib…
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When we were new agents, we were hungry, motivated and willing to take massive action to succeed. Over time, this excitement and drive turned into complacency, and now that the market has shifted, it’s easy to feel like we don’t have what it takes to thrive. Here’s the good news: you’ve already come this far in real estate so you’re well equipped f…
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One of the side effects of a market slow-down is a dramatic drop in momentum. As a result, many people take their foot off the gas at a time they need to be most active. When the urgency of a hot market cools down, and things aren’t moving as quickly, it’s really easy to become less engaged in the work, and less deliberate about following a schedul…
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In a business like real estate, mindset has a lot more to do with our success than the actual market. How we perceive a situation and the story we tell ourselves about it separates the fearful from the ones who operate at the highest level. Whatever’s happening externally, we always have the choice to think Dominant Thoughts or to fall prey to defe…
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There’s so much conversation right now around the shift - if it will happen, when it will happen and whether or not we can survive it. Considering that many agents have had massive success through down markets, does the shift really matter? Do the conditions in the market really determine how well we do? In this episode, we talk about what we need …
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In this industry, the term “listing machine” conjures up an image of a hardcore prospecter who can instantly turn a conversation into a deal, but that’s not the case, especially in this market. A machine is meant to deliver a consistent, predictable result over time, and truthfully focusing on generation will only lead to an income rollercoaster. T…
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There’s no doubt that the market is shifting and that it’s sparking fear and uncertainty, but a national recession doesn’t have to become a personal recession for us. The degree to which we’re impacted by market forces is entirely in our control. Our mindset is more likely to decrease our production than the market itself, so how do we set ourselve…
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Market shifts lead to conversation changes that are essential to prepare for. Unfortunately, many agents often do not know how to respond to or make the most of these changes to maintain their market share. In this episode, sales coach Abe Safa sheds light on how to properly prepare for market changes and use them to your advantage. "The more peopl…
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There’s a big difference between a database and a databank - one is just a collection of names, and the other is the most valuable asset we own in our businesses. Every real estate agent should be intentional about their databanks, especially in a tight-inventory, highly-competitive, shifting market, like the one we’re in right now. How do we depos…
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The best leaders in real estate create a world so big that their people can build their own empires inside it. Whether it’s building a brokerage or going after ancillary businesses, thinking like entrepreneurs retains top talent, improves the service we give the consumer, and ultimately, it makes our organizations more valuable. Why did Jeff Cohn d…
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Real estate is a game of confidence where our success is a direct result of the quality of conversations we’re having with consumers. We have to feel good about the conversations we’re having to convert at the highest level. What steps can we take to build up our confidence so we can expertly control ANY conversation? In this episode, we’re going t…
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In real estate, a little taste of financial success often leads to an immediate increase in lifestyle, which can be detrimental to our businesses. This occurrence is so common, it’s become an industry cliche. Right now many agents are reaping the benefits of a hot market, but before we go buying that brand new car, we have to practice caution. How …
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For real estate professionals, effective communication is the key to excelling in our businesses. Building up this muscle allows us to become the kind of salespeople that inspire people, instead of the salespeople that try to force people to take action. We’ve heard about neuro-linguistic programming (NLP), and why mastering it makes us stronger in…
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The prevailing sentiment among agents is that this market is too difficult to get listings. There isn’t enough inventory, motivated sellers are too hard to find, and there aren’t a lot of opportunities, but what if it’s all just a mindset? A successful listing agent goes out into the market with the belief that there’s a ton of opportunity, and the…
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When we think about making calls, most agents tend to think in terms of how to get a resounding ‘yes’, but sometimes, a ‘no’ can be more profitable. The truth is, in real estate, a ‘no’ is seldom a final answer, and ‘no’ typically means not right now. So, what can we do when we’re faced with a ‘not right now’? Is there a way to nurture a lead over …
  continue reading
 
Whether we’re in a hot market or a down market, whenever things seem to be out of balance, it’s our job as agents to guide our clients through the process. Managing our clients’ expectations (or, more importantly, their emotions) is the key to keeping any transaction running smoothly. The question is, how do we do that? Is it really as simple as ha…
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Most of the time, when we think about our competition, we think about other agents in our marketplace, but what if our greatest rival is a lot closer to home - what if our greatest competition is us? We're all after increasing our performance, production and potential, and the greatest thing we control is what we do every single day. How do we star…
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The New Year always comes with such a flurry of new ideas and options, the fundamentals can easily get lost in the noise. There are so many things we could be looking at, but we just can’t be effective if we’re spread too thin. How do we go deep instead of wide with our activities? What activities do we need to be focused on to generate momentum? I…
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While well-meaning coaches, team leaders and Brokers typically equate scripts with dialogue, that couldn’t be further from the truth. As a matter of fact, by thinking of them as one and the same, we could actually be doing ourselves a grave disservice. So, what is the chief difference between the two, then? Is one more likely than the other to get …
  continue reading
 
From the outside looking in, business breakthroughs come out of nowhere. The truth is, breakthroughs are the culmination of concerted effort, energy and the activities necessary to spark a major change. Every breakthrough has a process, from formulation to end result, and that process is designed to prepare us for what we seek. How do we get the ri…
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When it comes to social media marketing, most real estate professionals zone in on consistency, but in the process, we tend to forget about the clarity of what we’re sharing. As a result, we end up sending out a convoluted brand message, and that only sabotages our chances of success. How can we create greater clarity in our marketing? Does a ‘quic…
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Going into an established family business certainly has its perks, but it also has its fair share of challenges. However, if we get really intentional about how we run a family business, there’s no reason why we can’t go from strength to strength. What are the kinds of conversations we need to have, before taking up a position in a family-owned com…
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Real estate comes with it’s fair share of challenges no matter what market we’re in, but there’s a big difference between primary and resort markets. However, that’s not to say agents can’t make the transition from one to the other. What do agents need to know before making the jump from a primary location to a vacation destination? What are consum…
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The prospect of attaining financial freedom is what got most of us into this business, but very few real estate pros have been able to turn that dream into reality. Unfortunately, many of us are going about the business the wrong way, and as a result, we’re keeping ourselves on the hamster wheel indefinitely. How can we start taking steps that brin…
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In a metrics-obsessed industry, it’s super easy to attach our idea of success to grand numbers and achievements. Unfortunately, this approach can do more harm than good. In our book, the numbers are insignificant. The process is what we should be obsessively fixated on. When our vision of success is tied to what we do every single day, the extraord…
  continue reading
 
When real estate agents hear the term “market shift”, we usually brace for a market crash, but what if it’s more subtle than that? When huge shifts happen, there are always leading signs and indicators. Over the last few months, there’s been a noticeable change in the conversations buyers and sellers are having, and agents should pay attention and …
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Unbelievable success in business is a byproduct of discipline, focus, skill, consistency, work ethic and habit, but the result isn’t what’s extraordinary or commendable. What we should celebrate is the ability to follow a simple process consistently, even in the face of boredom and the lure of shiny, new things. How do we relentlessly get better at…
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Building on the right model and focusing on the right metrics is the key to getting the early wins, and setting yourself up for a profitable future. Success isn’t just about a return on investment, it’s about a return on your time. In a volatile market, net cash flow and a steady ship is more important than appreciation and big numbers. In today’s …
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Real estate agents are great at generating money in hot markets, but when it comes to keeping it in down markets, not so much. Where are we going so wrong, and how should we be switching up the strategies we’ve used until this point? Is it even possible to stay in a strong financial position in any market? In this episode, America’s #1 Money Mentor…
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