Ask most real estate agents what roadblocks are keeping buyers from moving forward, they’ll say interest rates, inventory and a lack of true motivation. If you ask the buyers what’s holding them back, you’ll hear a completely different story. It has less to do with what’s actually going on in the market, and more to do with what the agent isn’t doi…

Selling isn’t telling - it’s asking questions….We’ve all heard this before. But how do you deliver really good questions without creating more resistance in the lead? Because let’s be honest: asking a lot of questions has its downsides if we’re not strategic about it. What’s meant to be a productive conversation can easily turn into an interrogatio…

In real estate, 80% of newly licensed agents fail out in the first 2-4 years - but this doesn’t need to be the case. The first 2 years in real estate can be tough, but that doesn’t mean you can’t succeed. In fact, plenty of brand new agents are able to start selling homes in their first 90 days in the business. The high failure rate often has nothi…

Starting out in real estate can feel overwhelming and daunting. There’s so much you need to know. Taking the classes, passing the test, choosing the right brokerage and getting your first listing. These are all things you need to do to start earning money in this business. But with the right steps you can jumpstart a successful career, and even get…

Whether you’re brand new to real estate or you’re an experienced agent looking to do more deals, there’s only one way to grow your listing business. Even the most successful mega listing agents had to follow the same formula in order to increase their transactions. If we commit to doing the right things consistently, the results we want will show u…

Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/ ------------------------------------------------------------------------------------------ If you've been using the same old scripts and they haven’t be…

There are two kinds of real estate agents. The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market. While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times. These ult…

There are two kinds of real estate agents. The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market. While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times. These ult…

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

Any real estate agent can become a listing machine in a very short space of time. Even if you’re new to the business, if you’ve been working with buyers your whole career, or you just want to multiply your listing inventory. If you put the right pieces in place, you can build a solid listing-based business that can withstand all market conditions. …

In today’s real estate market, many agents are asking the same question: how do I get more leads, listings and increase my production? Well, there are a lot of different ways to generate more listings right now. But before you dive into a strategy, you have to make sure it works for you, and that it’s a method you can do day in and day out. Because…

Every day in real estate is a battle against distractions, shiny objects and unproductive activities. Accountability is one of the most powerful ways to combat these things and stay on the path of activities that lead to success. The problem is: a lot of people don’t understand what accountability is. They think it’s a form of micromanaging or poli…

When interest rates rise, inventory wanes and working with buyers gets harder, real estate agents flock to listings. There are so many ways to generate seller leads, from direct mail to calling expireds, but those methods aren’t for everyone. The most effective way for any agent to get leads would have to be online - ads in particular. But in order…

When it comes to online buyer leads, generating a list of potential clients is the easy part. There is no shortage of lead sources and platforms that collect names. The hard part is converting those leads. Between bad or incomplete information and low response rates, there are many factors that can tank the success of our efforts. Now we might not …

If you asked real estate agents what they spend the most money on, lead generation would be at the top of the list. The only problem is, when the conversion of those leads is low, it tanks our ROI and in turn, our profitability. When agents struggle with conversion, they tend to blame the lack of return on the quality of the lead. But my experience…

If you’re in the online lead gen game, you’ll notice that it’s gotten a lot harder lately. It doesn’t matter what platform you’re using - deliverability has plummeted, open rates and replies have decreased, and more consumers are sending the dreaded opt-out message. As a result, the conversion ratio from online capture to connection has dropped dra…

In today’s real estate market, many deals are being held up by listing agents who are scared to lose their clients. They know the price the seller is asking is too high, but they can’t tell them because they might get fired. As the buyer’s agent, you can use this to your advantage, move the deal forward, and negotiate a lower price. The best part: …

In the aftermath of the NAR settlement, a lot of agents are panicking about and struggling with one area of the transaction: negotiation. There are a lot of agents who are worried that these new rules of compensation could be the reason the deal doesn’t work out. Reality isn’t that dramatic. We’ve dealt with deals falling apart over money before, a…

When it comes to online leads, everyone’s got an opinion, and most of them aren’t good. Many agents will tell you that online leads are dead - that they aren’t responsive or engaged, so what’s the point? Well, here’s the truth about those so-called dead leads - they are just dead to you. Those so called disengaged and unresponsive leads do respond……

In today's dynamic real estate landscape, the power of converting online buyer leads can’t be underestimated. The internet is one of the easiest ways to generate leads today, but that doesn’t mean it doesn’t come without its challenges. From incomplete and false contact details to unresponsive leads, so many factors can hamper the success of our on…

If you double your appointments, you’ll double your income and double your commissions. -Greg Harrelson Whether you're a seasoned agent or just starting in the business, anyone in real estate can benefit from increasing their commission revenue. You don’t have to wait till a new year, you can double your income in just 90 days. Putting more deals u…

In order to be a listing machine, you need to have the endurance to do the activities every single day. -Greg Harrelson If you’re struggling to generate a lot of listings, you might think there just aren’t enough of them in this market. That’s not true. All over the country, there are real agents who are generating tens of listings every single mon…

Ever since the NAR settlement happened, real estate agents can’t stop talking about and even panicking about it. So many people think buyer’s agents and their ability to earn money is in jeopardy. I don’t think reality is quite so bleak. The fact of the matter is, a lot of the social media hype is nothing more than clickbait, designed to make you f…

The NAR settlement has a lot of people worried about the future, and what it means for the jobs and even the existence of buyer’s agents. The truth is, we are where we are and we can’t change that. Instead of focusing on the chatter, and getting sucked into the vortex of negativity, we need to ignore the noise, remain productive and focus on value.…

The secret to building an extraordinary real estate business isn’t as complicated as so many people make it out to be. In fact, the most successful agents keep things really simple. The secret is all about following a routine that lets you take advantage of your momentum. Instead of trying to execute on difficult things, there are 9 simple things t…

If you’re worried about the real estate market changing, I have bad news. The change has already happened. No matter where you are, there’s no doubt that the market has softened. There’s less properties on the market, less buyers, higher interest rates, more people sitting on the fence and ultimately, less sales. Navigating the ever-changing real e…

In real estate, it’s really easy to start the year with motivation and drive. The challenge is maintaining the momentum and keeping your foot on the gas pedal when the going gets rough. With everything going on in the market, interest rates and the NAR settlement, it often feels like you’re up against a headwind. We have to put systems in place to …

Many real estate agents start the day with the intention to get a lot done. Unfortunately, they still find themselves with a ton of tasks to do by the end of the day. From lead generation and follow up, there are things we need to do to ensure our success. Getting more production out of our day isn’t difficult - it’s all about doing a few critical …

The future of the real estate industry is in flux right now. Due to recent lawsuits, the buyer side of transactions has an uncertain future. That means listing appointments are more important than ever. Listings are the easiest way to secure your future in the industry. In order to get more listing appointments, there are 3 things we have to know a…

There’s a race going on in the industry right now - the race to build an engaged database. The agents with the biggest and most engaged databases will be able to dominate their local markets and gain 20% of the market share in just 12 months. This isn’t about building a database for the sake of having thousands of names saved. It’s about building a…

Whether we like it or not, we all exist online. The problem with most real estate agents is, when you Google them, all you find are incomplete profiles. This is what the consumer sees when they search for you, and it might make them question if you’re even still in the business. How do we make sure our online presence doesn’t work against us? In th…

In this market, selling 3 listings in just 5 days seems highly unlikely, but that’s exactly what one of my agents did. And he’s only been licensed for 5 months! When it comes to getting and closing more listings, you really don’t have to figure out how to do it. It’s already been figured out - all you need to do is commit to the process and do it c…

Most agents are doing 90% of their business with buyers, but with all the changes coming from the NAR settlement, it might be time to pivot to doing more listings. Landing a listing quickly isn’t as hard as some agents think it is. If you know where to look and what to do, you can get a listing a lot sooner than you thought. What are 3 easy sources…

The NAR settlement is all anyone can talk about in real estate lately. The problem is most of the conversation is based in fear, scarcity and a gloom and doom mentality. Agents actually have the opportunity to come out of this change better and stronger, but that depends on where you put your focus. Instead of complaining and panicking, we could be…

The key to taking more listings is setting more appointments. The biggest barrier to getting to the appointment is the first no you’ll get from a seller. That first no is nothing more than a smoke screen that you have to get past. What strategies can we use to get past the smoke screen and interrupt a pattern of negativity? In this episode I share …

In the competitive world of real estate, hearing a "no" can feel like hitting a dead end. It can leave us feeling like it’s not worth making the ask again. But the truth is, "no" doesn't always mean never? Very often a “no” means “not now” or it’s just a smoke screen that’s a lot easier to overcome than you think. How do you turn rejection into an …

Working your database is a surefire way to generate a ton of business without bringing in any new leads. But in order to convert your contacts into clients or referrals, you have to have an engaged database. You have to turn the names and email addresses you’ve collected into a true audience that reads and responses to your content. Here’s the simp…

Across the country, real estate markets have been split into two distinct groups. The few agents taking all the things, and the many who aren’t taking any listings at all. People might think it has to do with the market itself, but this has nothing to do with how many listings are on the MLS. Whether inventory is high or low, the same thing is happ…

Most real estate agents don’t want to hear this but, an abundance of leads does not equate to business growth. In fact, too many leads could be the reason for a decline in deals. Getting a truckload of leads sounds great, but if they're not turning into real business, what's the point? Collecting leads like they're going out of style isn't doing us…

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…

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 …

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 …

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…

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…

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…

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…

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…

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…

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…

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…