Level Up: From Agent to Entrepreneur, a podcast 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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Hoss Pratt on the 4 Levels of Learning & Mastering the Basics

When an agent has mastered the basics and built a strong foundation, the next step is leveling up. What is the process of taking that next step to build a team and become an entrepreneur? On this episode we discuss skill stacking, the 4 levels of learning and DISC profiles with real estate and business coach Hoss Pratt.

“Be the master of repetitious boredom. Be obsessed with being bored and doing the same thing over and over.” -Greg Harrelson

Takeaways & Tactics
Your goal is to become a skillionaire before you become a millionaire.

The future of real estate is putting effort into expanding the pool of ideal clients that know who you are before their needs come up. The process isn’t just lead conversion, it’s lead identification.

Stop competing on data and using the MLS as a value differentiator. Think less about the data and more about the expertise.

At every level of growth in a business, there are skills you have to learn, develop and master. Mastering the real estate skills gets you to the $10 million dollar level. To go beyond that, you have to learn the skill of leadership, delegating, growing and helping other people. Your goal is to become a skillionaire before you become a millionaire. Remember, you’re always in some phase of learning and failing, and if you’re not learning and failing, your business is not growing.


Guest Bio

Hoss is a nationally known authority when it comes to lead generation and lead conversion. He has demonstrated, and proven time and time again during his stellar 12 year career that using his revolutionary strategies can move brokers and agents from stuck to super-charged in just months. What separates Hoss from all other coaches, real estate trainers, and so-called ‘gurus’ is his ability to get results FAST. He’s presented over 1,100 sold-out webinars and online events, conducted over 1,300 live seminars in 48 states, knocked on over 100,000 doors, made over 200,000 prospecting/sales calls, presented at 2,150 kitchen tables, and personally trained thousands of successful agents and industry professionals. Go to hosspratt.com for more information.

Chat-Bots, Facebook Messenger, ISA’s & The Future of Real Estate Lead Gen w/Michael Reese

The most left out client in the relationship management conversation is the homeowner. How do you own that relationship, and apply a strategy towards winning the crowd? What is digital custody, and how does it help agents design a customer experience? On this episode Michael Reese talks simplifying your value prop, using bots to have strategic conversations and expansion through geo-targeting.

You have to be able to narrow down your lead gen strategy to geo-region, and then be able to duplicate it to every similar region. -Michael Reese

Takeaways & Tactics
Chatbots and ISA’s combined can create a seamless interaction for the consumer.

The key to the future of real estate is building relationships not with home buyers or sellers, but with homeowners.

Never expand without a proven, leveraged lead gen model and an Ideal Client Profile you can duplicate in other markets.

At the start of the show, Michael shared on the basis of digital custody, and how he designs the customer experience by simplifying the value prop. Next, we shared on winning the crowd by leveraging community, “we are connected to everyone with the world, but we’re choosing to spend time with smaller groups that are more focused on the conversations we want to have.” We also talked about creating client dialogue by using anticipated and already asked questions. We also shared why SMS is on its way out, and how to avoid dropping the ball in the hand-off between the chat-bot, the ISA and the agent.

Michael also shared on:

  • The importance of starting and nurturing relationships with homeowners
  • How to have strategic conversations using chatbots
  • Playing up the Facebook community
  • Geo-targeting and its role in expansion

Winning over the crowd is your path to area and market domination, and it has to do with your custody of the client’s perceived desire. You also win the crowd by standing on something and delivering on that promise. From a scalability perspective, it’s wiser to pinpoint a geo-targeted area, master that system and then clone it to get scale. In order to have predictability and scalability everything has to be dialed in. Digital custody is about owning the relationship, having accountability and predictability to dominate.

Guest Bio
While working with Keller Williams, Michael’s team was repeatedly ranked in the top five in the southwest region. He and his team broke the record for buyer sales set by one of the largest Keller Williams franchises in the world, and ultimately became recognized as one of Keller Williamsʼ Top 50 agents in the world. In 2015, Michael set out to create an Inside Sales Department for a brokerage in a new market, focused on building a solid nurture pipeline and maximizing listing appointments. 14 months later, his brokerage is set to close 500+ transactions… Go to http://insidesalespredictability.com/ for more info.

How to Get Over 30 Listings a Month Without a Single Outbound Call w/Jan Pitman

The three reasons people get into business are the very three reasons they fail out so quickly. How do you make sure the freedom actually leads to productivity? How do you find your highest leverage when it comes to time? Why is it so necessary to commit to some kind of schedule? On this episode, Jan Pitman shares her expertise and goes into detail about going from agent to entrepreneur.

“Not everyone wants to do a hundred deals and that’s okay.” -Jan Pitman

Takeaways & Tactics
  • 7 inbound calls would convert much better and much higher than 30 outbound calls.
  • People get into business for freedom and flexibility, to be their own boss, and for unlimited income.
  • One of the best ways to develop talent, and get the most out of people is by being an example.

At the start of the show, we talked about how Jan got started and why it’s important to collect data, and how to go about calling expireds and FSBOs. Jan also shared what her days look like, how she keeps her database engaged and how she was able to find the most valuable skill she can leverage. We also discussed the importance of ramping up your outbound lead generation, and towards the end of the show we talked about making sure the freedom of business doesn’t affect your productivity.

We also spoke about:

  • Developing multiple income streams
  • Why it’s okay not to want to do 100 deals
  • Why ritual is all about consistency
  • Why you have to focus on some kind of process

People get into business because they want freedom and flexibility, to be their own bosses, and to get unlimited income. Ironically, those are the same things that actually ruin their businesses. After you get your license, freedom is earned by the activities you actually engage in. For that to happen, you have to focus on some kind of process. Do an activity that generates income, allows you to leverage yourself and also educates your team at the same time.

Guest Bio
Jan Pitman is a Myrtle Beach Real Estate agent from CENTURY 21 The Harrelson Group.

843-424-2545 or email c21janpitman@gmail.com