Articles

Brendan Bartic – Listing Mastery

If you don’t know who Brendan Bartic is, then that changes now. Personally, I have heard of Brendan Bartic before yet never had a conversation with him. We happened to do a podcast together and I was inspired to learn who he is and what he is about. Brendan is a top real estate agent,… Read more »

10 Steps To A Breakthrough

1. Define what a breakthrough looks like: a.  When you breakthrough…what really occurred? What happens before a breakthrough?   2. Determine the activities needed: a.  Direct mail is crushing it right now. b.  These activities revolve around lead generation.   3. Create A Plan: a.  You know the activities… b.  Create the schedule: c.  All… Read more »

How To Leverage Real Geeks To Generate “Come List Me” Calls

Would you like to learn how to generate “Come List Me” Calls? I think most agents across the industry would answer yes to that question. Unfortunately, most agents never learn how to generate listing leads that call the agent. Fortunately though, it is much easier than agents think. Of course, Real Geeks as a platform… Read more »

9 Things You Can Do Today To Generate Business

The trick to generating new business isn’t thinking of something new. In order to generate more business you just need to execute on the simple things that work and are not difficult to do. Here are 9 Super Simple Strategies that will give you a boost and add to your pipeline: 1. Post a listing… Read more »

Are You Creating Enough Content?

I think most agents are starting to learn that they need to build an audience and create content… Buyers and sellers are doing more research on the internet than ever before. It is important that your message is in front of their eyes. As real estate agents we need to be creating enough content for… Read more »

Real Estate Objections Misunderstood

Are you tired of getting the same buyer and seller objections? I think we need to look at common real estate objections differently. As a matter of fact, I believe we get very few objections from buyers and sellers. I think you will agree after watching this video that most objections are something else. Before… Read more »

Real Geeks Pricing vs KV Core

Use this comparison article to determine which IDX will work best for the way you want to drive your business. I have been fortunate to use both Real Geeks and KV Core IDX websites. So, this comparison is valid based on my personal experience and not the opinions of others. And, I have never had… Read more »

How To Master Real Geeks Tech

Are you ready to master Real Geeks and make it your highest performing investment? Follow these steps and you will turn your technology expense into an online real estate asset producing a high ROI. First… you must understand that Real Geeks is an investment, not an expense. Your water bill at home is an expense… Read more »

The Art Of Handling Objections

Wouldn’t it be nice if you had the confidence for handling objections that a buyer or seller throw at you? The fear of getting objections has a lot to do with why so many agents avoid lead generation strategies. Meaning, agents will do anything to avoid being in an uncomfortable conversation, even if it means… Read more »

Developing Leaders Within and Around You

What are you doing to develop yourself personally? Leadership growth is not automatic. It takes time. Self discipline is the price tag of leadership. The dream is free but the journey isn’t…too many people fall in love with the dream but not the journey. It’s an uphill journey. My greatest challenge in leadership is not… Read more »

Advanced Database Mining Tips

Everyone talks about the database. On this session, Greg and Abe will discuss advanced strategies to monetize the database. Difference between having a database and having a Databank: A database is a bunch or grouping of leads thrown into a CRM.  A databank is a segmented, highly detailed and organized machine that constantly is being… Read more »

How Improving your Top Of Funnel Conversion can Lead to Breakthrough Results Instantly

What is Top of Funnel Conversion? Top of Funnel conversion is the percentage of leads you CONNECT with out of ALL the leads that you generate.  Basically, how many of the people you generate do you talk with?    In contrast, The Bottom of the funnel conversion is where most agents mistakenly focus all their… Read more »

Finish 2020 Strong – Simple Recipe for Success from Greg Harrelson

It is time to make your move! The following are a few things that you can do to generate momentum fast and assure that your 2021 is your best year ever. Shift from defensive mode to going on the offense. Chaos and confusion is now the new normal. We have to control what we can… Read more »

Are you shutting down?

We Are More Valued Today Than Ever What do consumers have right now? – Uncertainty What do consumers need right now? – Certainty Example – FSBO’s When Certainty is high…confidence is high and they don’t feel they need you. When Uncertainty is high….confidence is low and they need your advice and guidance. When you look… Read more »

This Should Get you Motivated

I keep hearing agents struggling with motivation. They are always trying to figure out what their ‘why’ is…. I’m a believer of understanding the why, yet I am also a believer of taking action. Personally, it motivates me when I see how simple it is to move the needle on my business. Here are 3… Read more »

An Honest Plea To Real Estate Brokers, Owners, Managers. Stop Lying To Your Agents and Recruits.

When you are not honest with your agents you build up false hopes and expectations and they are not able to grow as quickly. Quit telling them you can lead a new licensee or low producing agent to big production if you haven’t done that production yourself and haven’t coached others to do the same… Read more »

Top 3 Qualities Of Top Sales People

There are 3 Common Qualities Of Top Real Estate Agents: I have been fortunate to travel the country and speak with thousands of agents and coach many agents in different markets. Here are 3 things that I have learned….  1. Ambition The agents had an intense desire to be a top producer. They want something new so bad… Read more »

New Seller Script Alert: Besides the MLS, what do you do to sell homes?

Besides the MLS, what do you do to sell homes? Mr. Seller, I’m glad you asked that question. As a matter of fact, I feel more sellers should be asking that question since that is the only strategy for many agents. The MLS is important but that is not what sets my selling strategies apart… Read more »

What is Contact Junkie?

How Automation Changed The Follow Up Game   Do you find it difficult fitting in enough lead follow up during your day? Do you ever follow up too late? Do you have issues with following up too little?   Here’s a thought…. You never lose business due to too much follow up. And, you never… Read more »

Art Of Price Reduction

Price reductions are a critical part of the business. Let’s face it, we use our knowledge to price a property and sometimes it still doesn’t sell. As a real estate agent, I don’t want to beat up a seller on price. We all want to get the seller top dollar. But, we still find ourselves… Read more »

The Scripts Every Agent Must Know

Sales is the ability to ask a series of questions that helps you and a prospect get to a mutually desired result. Like, helping a client sell or helping a client buy. The greatest sales people are the agents that are most comfortable in the real estate conversation. When an agent is comfortable knowing what… Read more »

Real Geeks Websites – Why do I recommend them?

I get multiple calls per week asking me what I think about Real Geeks. This tells me there are a lot of people looking at the platform. I tend to get the call because I’ve had one of the most trafficked sites within the Real Geeks ecosystem. Most people know that I’ve recommended Real Geeks… Read more »

Increasing Your ROI with Contact Junkie

[et_pb_section bb_built=”1″ _builder_version=”3.17.2″][et_pb_row _builder_version=”3.0.48″ background_size=”initial” background_position=”top_left” background_repeat=”repeat”][et_pb_column type=”4_4″][et_pb_text _builder_version=”3.0.74″ background_size=”initial” background_position=”top_left” background_repeat=”repeat”] The cost of a lead has skyrocketed over the last few years. The big lead portals like Trulia, Zillow and Realtor are charging prices that only to top producing agents can afford. Even the best agents are complaining about lead costs and trying… Read more »

Infusionsoft Marketing Automation For Real Estate Teams

Real Estate Teams are a trend that will not likely go away anytime soon. We are seeing teams pop up everywhere and in many cases, teams are now expanding beyond their primary market. One challenge we see with teams these days is their inability to handle multiple databases in an efficient manner. Each of their… Read more »

Marketing Automation For The Mega Team

Marketing Automation For The Mega Team   The Mega Team Concept is growing in markets all across the country. Teams are not only getting larger in numbers of agents but they are expanding to multiple markets.   This expansion concept is fantastic in theory yet does come with some challenges.   I have talked with… Read more »

4 Ways To Use Infusionsoft To Scale A Solo Agent Business

4 Ways To Use Infusionsoft To Scale A Solo Agent Business As a solo agent, one of the biggest challenges one faces is scaling the business and leveraging systems. Have you ever heard of the saying ‘If you don’t have an assistant….you are an assistant.’? The same applies for processes and systems…’if you don’t have… Read more »

Build Community Domination with Infusionsoft Real Estate Campaigns

Real Estate agents have struggled for years trying to figure out how to monetize their database. The reality is there is more money lost in lack of proper communication with an agent’s database than any other area in the business. It not only takes quality nurture campaigns but it also takes a robust delivery system… Read more »

Google PPC versus Facebook Ads (Real Estate Great Debate)

Who do you think provides the highest quality leads to the real estate agent? There is a debate brewing amongst the real estate agents that use Google PPC and Facebook to generate leads. Up until 9 months ago, it seemed like most agents were going straight to Google to buy ads to push traffic their way. Now, you… Read more »

Will You Give Us a Deal on the Commission?

One of my agents was sent an email by a listing lead who asked this question and they consulted with me for training. The following information is what I suggest that my agent discuss with the potential seller. Here was my response to my agents question… First of all…Do NOT answer this question via email. This… Read more »

From Real Estate Agent to Entrepreneur’s Income

Real estate agents across the country are working their tails off to build a profitable real estate business. There are thousands of agents who are working 50 – 60+ hours per week to make less than $60,000 per year. The popular thing for agents to do now is to spend thousands of dollars on direct… Read more »

Real Estate Dashboard – Numbers Tracking System

RealDashy.com    Real estate coaches have been begging their agents to start tracking their numbers. For some reason, real estate agents have ignored their coaches and this is likely one of the reasons why so many agents have a hard time hitting their goals. Have you ever said, “I am doing everything I am supposed… Read more »

How Are Real Estate Agents using Infusionsoft?

 How Are Real Estate Agents using Infusionsoft? Real Estate agents are using Infusionsoft more than ever. Now that so many agents are using the application, it is becoming obvious how to integrate Infusionsoft to improve our business. I wanted to share a list of different sequence’s that real estate agents have created to maximize their… Read more »

Infusionsoft for Realtors – Top 5 mistakes made by agents

Infusionsoft for Realtors – Top 5 mistakes made by agents If you are in real estate then you should have already heard about Infusionsoft. Infusionsoft was introduced the the real estate industry a few years ago and is now becoming the most popular CRM and marketing software used by agents. This is not your average… Read more »

Steps To Script Mastery

*View The PDF Version Here. This training article will walk you through the detailed process of Script Mastery. In as little as four weeks, you can develop mastery-like skills and be on your way to a quantum leap in sales production. When doing research, you will find that the Top Producing agents Round the country… Read more »

Are You Prepared To Succeed?

*View The PDF Version Here. I have had fielded many calls from real estate agents around the country asking me what I felt about the recent volatility on the stock market and how I thought this would impact our real estate market. The fact of the matter is that we cannot predict what will happen… Read more »

Greg Harrelson – Interviewed By A Stranger

*View The PDF Version Here. I got this random message from a stranger on Facebook. After looking at her profile, I discovered she was a fellow real estate professional from another area. Her message was a request for me to answer a few questions for which I proceeded to do. I am used to getting… Read more »

How To Motivate Buyers

*View The PDF Version Here. So many agents are looking for ways to create urgency with their buyers in order to get them to make an offer. Another way to approach to get the buyer to move forward now is by MOTIVATING the buyer. Why create urgency? The way you create urgency with the buyer… Read more »

Direct Mail Campaign

*View The PDF Version Here. I want to start off with a few critical points about direct mail. Direct mail as a source of generating business in the real estate industry has been argued about for many years. I personally know agents that are selling 300+ homes per year using mostly direct mail and agents… Read more »

Converting Purchase Offers To Pendings

*View The PDF Version Here. If you are like most real estate agents, you are tired of writing offers that never get accepted….what a waste of time. Of course, writing offers is the first step to a pay check yet it is estimated that only 20% of the time do offers get accepted. In other… Read more »

Cash In with COI

Cash-In on your Center of Influence I have been sharing a lot about mindset today. Talking about how to approach your business from the mental side. I do believe that this is the critical component that will influence your success the most. I do want to give you at least one simple system that you… Read more »

Full Year of Conversations with your COI

 12 Topics to discuss with Past Customers and COI throughout the year 1. Call to discuss property tax and help with a possible appeal. Over the past five years, paying too much in properties taxes has been a major concern. When is the last time you looked at your properties assessed value to see if… Read more »

Increase Per Agent Production – C21 National Conference

Increase Per agent Production Per agent Production starts with the leaders…not, the agents. Though production is generated by the agents, it is most influenced by the company’s operator. A few questions: 1. What business are you in? Consulting and Coaching business? Or, Real estate? I am the real estate agent consulting business. I help build… Read more »

What Makes you Different than the Other Agents

What’s the difference between you and all the other agents in the business? When you take a good look at any market, you will find that the difference between you and the other agents is very little. Of course, some agents do very little business, some do a little business and others do a lot… Read more »

Preparing for Production in the New Year

By Greg Harelson – Century 21 The Harrelson Group As the New Year approaches and you begin making those resolutions about your real estate business, you must remember to keep things SIMPLE. Growth is not measured by how many things you change or how big of a change you make. Growth will occur because you… Read more »

Mastermind Notes – What to Talk About

GREG HARRELSON   12 Topics to discuss with Past Customers and COI throughout the year   1. Call to discuss property tax and help with a possible appeal. Over the past five years, paying too much in properties taxes has been a major concern. When is the last time you looked at your properties assessed… Read more »

Seven Habits of Highly Productive Agents

To become a highly productive real estate agent, you MUST…. •   You Must Distance Yourself from the Masses •   You Must Understand that your Habits Will Determine Your Future •   You Must change your habits   Negative habits breed negative consequences while successful habits create successful consequences. You can turn negative consequences… Read more »

Life Changing Career

Building a Long Lasting and Life Changing Career in real estate. 1. Focus on the long run. Top agents around the country look further down the road than most. Yes, we all want that immediate commission check, some of us may be desperate to get the next one. It is important to follow a business… Read more »

Break on Through to the Other Side

 Introduction I want to start the morning talking about what you want to talk about. It is easy for me to stand up hear and talk about what I want to talk about. Today, I am committed to getting a better understanding of where you are and what you want to know. This is the… Read more »

Uncovering Their True Motivation

Motivation What is motivation? Motivation is the driving force which influences our actions. Motivation is the why behind the action. Think about this analogy. You have a car with a full tank of gas, a well-tuned engine, a brand new set of tires, amazing sound system, and a sleek, polished exterior. There it sits. This… Read more »

Do you Have What it Takes to Become a Champion?

What is a Champion? According to one definition in the dictionary, a champion is one who excels above others. All of us know of people that seem to excel iin everything that they do. They are the people that start a new job and seem to reach the top quickly or they are the one’s… Read more »

From Real Estate Bust to Real Estate Boom

All of us understand the real estate markets around the United States have experienced one of the largest declines in history. Who could have predicted the changes that we have had over the past 5 years? Unfortunately, this massive decline has led many real estate agents out of business, forced them to get 2nd jobs… Read more »

Myrtle Beach Short Sales are becoming the Investors Choice

For a few years, Myrtle Beach Short Sales were ignored do to over supply of foreclosure listings in the local MLS. Now that buyers are competing for foreclosures in Myrtle Beach and finding themselves in a bidding war, they’re starting to turn to short sales to find value and make sound investments. Investing in Short… Read more »

Why Sell During The Holidays

*View The PDF Version Here. I am sending you another email this morning to discuss an important conversation I have had recently with about ten of my current clients. I typically do not send more then one update per month yet with the year coming to an end, I thought it would be helpful if… Read more »

Coaching Call – Transform Your Business in 7 Days

No matter what your production level, there is always an opportunity to grow your production without reinvention of your business and many times without much effort. Typically, the going to the next level takes less physical effort then it takes to produce at the currently level. Though the next level is not physically taxing, it… Read more »

Road to Success

As some of you know, I recently attended another real estate training and coaching event on the West Coast. It is important for me to constantly be learning about the art of real estate sales and also keep on top of the most current trends in the industry. In one of the sessions, I wrote… Read more »

Simple Rules to Role Playing

A common characteristic among professionals who excel in their business or sport is practice. It is easy to look at an athlete and immediately grasp how practice will help them perform better. Tiger Woods, for example, spends many hours during the week practicing on the putting green. Micheal Jordan spent hours on the court practicing… Read more »

Stick with the Standards

A major disadvantage in the real estate industry is in the lack of understanding of minimum standards. In real estate, like other industries, there are known standards that agents can use to monitor their business and determine their effectiveness in the following areas: • Time Management • Prospecting Skills • Listing Presentation Skills • Buyer… Read more »

Growing In An Unpredictable Market

I happened to be a guest on a conference call of nearly 300 great agents and we were discussing how to grow your real estate business in an unpredictable market, meaning, a market where we are not sure if we have hit bottom, if it is going down further or if we are in the… Read more »

The 5 Habits of Highly Effective Real Estate Agents

*View The PDF Version Here. I was recently reviewing about 10 years of notes that I have collected while participating in coaching, watching seminars and meetings with mastermind groups. As I was looking through the notes, I noticed that there were some common topics that were discussed each year. The topic most discussed was the… Read more »

Reasons Why people set goals and Fail to Follow Through!

The purpose of this article is to discuss the characteristics that successful people have in common. Specifically, the characteristics that inspire them to take massive action and follow through. As you’ll see, the solution is really quite simple and available to each one of us. First, let’s identify why what it is that causes people… Read more »

The morning ritual

Imagine watching a show on television about an ancient tribe in some third world country. Often you will see that they have certain rituals that are never broken. No matter the weather, their health or personal challenges they are facing, they still attend the ritual. They attend as if their life depends on it, as… Read more »

Three Signs of a Powerful Mindset

*View The PDF Version Here. There are sales people all across America that have learned to talk like a winner yet very often they do not get the results they desire. As a coach in this industry, I believe there is a direct correlation between the results that one achieves and the attitude that they… Read more »

The Myrtle Beach Real Estate Market could be confusing!

Are you prepared to Succeed? I have had fielded many calls from real estate agents around the country asking me what I felt about the recent volatility on the stock market and how I thought this would impact our real estate market. The fact of the matter is that we cannot predict what will happen… Read more »