JEFF'S NOTES
YOUR LIVE UNREAL RETREAT QUESTIONS ANSWERED Since the retreat, we have had several of you reach out and ask us questions about some things we talked about during our time together so I figured I would put the answers to those questions out to everyone in case you were wondering the same thing! Before I do so, I want to reiterate the vision and purpose of Glover U events. It is my mission to provide the absolute most relevant and usable content in the shortest amount of time possible. As an agent myself there is nothing more irritating than going to events that either end up being a waste of time or lack substance. I hope you experienced the exact opposite of that. I can assure you, you will never have to worry about a lack of relevant information and ideas that you can take action on right away. Okay so here are some questions we have received in the last few weeks and answers to them... QUESTION: "Where can I get that video of you explaining Hybrid Farming?" ANSWER: Here is the exact link to access it: https://www.youtube.com/watch?v=haqbN7d-eOI&feature=youtu.be QUESTION: "At the end of the Retreat, you mentioned the January event, can you share with me any details at this time?" ANSWER: Yes! The 2019 Live Unreal Summit will be taking place at the Firekeepers Casino & Hotel. It will be held on Monday, January 21st and Tuesday January 22nd. The schedule will be a bit different than the Retreat as both days will be 9a-430p...more time means more content! :) We will have more information available as we get closer to the event on www.liveUnrealsummit.com. QUESTION: "How much for the Jeff Glover Sales System DVD's & Workbook?" ANSWER: The 20 DVD set explaining our sales system from start to finish along with a work book that includes all of our scripts is $595. Each DVD walks you through exactly every step we followed to build the JGA Sales Team. It also contains my exact listing and buyer presentation as well as all of my objection handlers! You may order the set by clicking on the link here: www.gloverU.com/online-store QUESTION: "At the end of Day 2 you suggested we should never show a house again, why is that?" ANSWER: Because you are better off having your broker take 20-25% of your commission and pay a Showing Agent to show homes for you so you can spend more time doing lead follow up and generating more buyer consultations or better yet, listing more property. Remember, a typical buyer transaction takes 26.5 hours where a seller transaction, on average, is 10.5 hours. More than 2x's the time! Delegate showings...and although your net per transaction decreases, your transaction count increases substantially, thus increasing your net income. QUESTION: "How much is your coaching?" ANSWER: We have three different programs to choose from...Beginner, Intermediate and Advanced. The prices range from free to $1,000 per month. Our beginner coaching is for new agents, less than 12 months in the business and is actually $333/mo for a three month commitment. This one comes with a money back guarantee! Our Intermediate is $375/mo for a six month commitment and our Advanced is $1,000/month with a twelve month commitment. If you would like more details of each, you may click the link here: www.gloverU.com/coaching-programs QUESTION: "How did you pick the sponsors?" ANSWER: I appreciate the question and want to remind you that every sponsor at the event is someone that we use in our business at Jeff Glover & Associates, Realtors. If you'd like to get in touch with any, below is the list: Title Company - Patty Deason @ Titleocity (www.titleocity.com) Mortgage Company - Chris Terry @ Flagstar Bank (www.flagstar.com) Staging Company - Jessica Smith @ Spotlight Staging (www.spotlightstagingdesign.com) Closing Gift Company - Darren Brode @ Continued Closings (www.continuedclosings.com) Moving Company - Andrew Androff @ Professional Movers (www.professionalmovers.com) Insurance Company - Kristen Bennis @ Provision Insurance (www.provisionagency.com) Flooring Company - Joey Zago @ The Carpet Guys (www.carpetguys.com) Home Warranty Company - Brian Heath @ America's Preferred (www.aphw.com) Internet Lead Company - Alex Barns @ Zillow (www.zillow.com) QUESTION: "How can I get a copy of your scripts?" ANSWER: We have many posted for free on www.GloverU.com, however, if you'd like the complete set of scripts and a work book to go along with them you may purchase the Jeff Glover Sales System DVD"s and those are included. QUESTION: "Who are Your Coaches?" ANSWER: Our coaches have all been hand selected by me and have worked with me in some capacity in Real Estate sales for 5 or more years and/or are some of our highest producers, that know our system inside and out! At the retreat we announced our newest coach, James Houghtaling, who has 20+ years of Real Estate coaching experience in addition to being the very first coach I hired back in 2007! If you'd like to review their bios you may do so by visiting www.gloveru.com/coaches.
Again, a huge THANK YOU to everyone who attended and we hope to see you in January!
KEY POINTS FROM: PAGEÂ 87
BUILDING A SHIFT PROOF BUSINESS James Houghtaling The best agents have to accept the role of a routine Develop mental toughness to get more contracts signed When talking with your sphere, ask for business Master your time better and fill the gaps Focus each day on your Core Four: Mindset, Skills/Practice, Lead Generate, Lead Follow Up It is not always about perfection, it is about consistency Whether you think you can, or you think you can't -you're right Don't be afraid to say "no" Champions have developed the ability to perform at a high level on a consistent basis Champions don't settle for good enough, have a strong mindset and take consistent action Your mind will protect your ego and it is not your friend You become what you think about most of the time - Earl Nightingale You are either in a negative or a power state at any time To jump out of a negative state you must: accept the cost it requires to be in that state, be aware when you enter that state, and state your changing routine The four energy triggers are exercise, meditation/prayer, music or humor Find your anchor - without it you will be drifting Keep a scoreboard for yourself to measure how well you stick to the script, how your tone/energy was presented and how well you handled objections and attempted to close An amateur golfer plays 18 holes then hits the club house. A pro golfer plays 18 holes then practices the shots he missed after Be more questions based There is no magic pill - you are the magic pill when you actually show up
KEY POINTS FROM:
WHY MOST TEAMS FAIL Jeff Glover There is no accountability to ensure success Many teams out there are just groups, not teams No clear mission or "why" behind their actions The leaders dont actually have any leadership experience - what are you doing each day to improve your leadership? What is worse than having no leadership is having no experience They dont treat the real estate business like a normal business Stop treating it like a game where you can come and go whenever The lead agent hasn't succeeded at what they are asking their team to do Most teams let ego, not vision direct their decisions. Am I making this decision to fill my ego or my bank account? More & more teams are concerned with how things look on Facebook versus on Paper The team is focused on buyers instead of sellers The team is built before the capitol is raised. Your passion is helping to build people to start a business They don't stick to one thing that got them where they are long enough Too many businesses are trying to expand before the dominate their own market first Too many agents believe that if they build a team, they will have more free time They dont have a clear understanding of what the word team really means They hire people out of desperation instead of the mission The leader or leadership doesn't continue growing or learning They are not overwhelmed with leads. Leads should never be the 1st, 2nd or 3rd reason for joining a team They don't stick to one system, idea or process long enough to reap the benefits Not teaching leverage They think a good marketing campaign will solve their problems. Marketing only enhances what you are already doing They are not open to constructive criticism
KATE SIMON IRVINE, CA
MATT MULDER KALAMAZOO, MI
ANTHONY BERTRAND DETROIT, MI
JOSE MEDINA CANTON, OH
MIKE PERNA DETROIT, MI
KEY POINTS FROM:
HOW TOP TEAMS SUCCEED Use your phonebook for business Use no less than 25 open house signs and always try to set up the first showings for right before the open house to drive traffic Your past client phone calls should come from contribution Your worst return on investment is when you hire bad talent A highly leveraged listing agent should be able to list 20-30 homes per month Read the book: Good to Great Make the threshold of not doing the activity greater than doing the activity and you'll win! Your best ROI is hybrid farming. Own an neighborhood. Kate would door knock 4x a week and call them once a month to stay top of mind Look at your circle of who you are hanging out with if you are not happy with your results Key word: Discipline. Have Discipline in all areas of your life If you treat all activities at the same value, you will not succeed Your friends will not ask you tough questions so surround yourself with people who will challenge you or hire a coach Have grit to do the same activities over and over again A coaches job is to see something in you that you cant see yourself
KEY POINTS FROM:
TODAY'S TOP 10 TECH TOOLS TO INCREASE EFFICIENCY Marybeth Kaljian
Marybeth shared with our attendees the tools they need to download or implement today to take their business to the next level; without doing more work. Many of these are automated tools that integrate well into your current business. The 10 applications are named below. Sanebox Google Calendar BONUS: Kelle Buffer Grammerly Nextdoor Slydial & Headspace OpenHome Pro Google Drive Hurdlr HeyMarket
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ATTIC | JANUARY 2016
HOW TO GET MORE BUYER OFFERS ACCEPTED WITH CHRISTOPHER TERRY AT FLAGSTAR
During the Live Unreal Retreat Chris shared with the attendees the best ways to get an offer accepted for a buyer in today's market. If you are looking to work with more buyer's this summer season, here's how:
Pay Over Appraised Value Encourage your purchaser to offer the appraised value not to exceed the purchase price. If you know the terms of your borrower's loan you can pay over appraised value and not change the out of pocket costs.
Have a Buyer's Consultation 100% of the time Whether it is at an JGA/KW office or at a home you are showing, have a consult with the purchaser to determine their needs and properly explain how the market has evolved since the last time they bought a home.
Earnest Money Deposit The larger the deposit, the more serious you appear! Know that the buyer's EMD comes out of their pocket and is used towards their closing costs. You also have the option to provide a non-refundable deposit (if you're really serious!)
Know & Trust Your Lender Make sure you know your lender and you trust them! If you have a trusting relationship with your lender then you can assure the updates they are giving you are accurate and the loan is moving along properly.
Inspect, Don't Demand! Remind your purchaser that the inspection is to be used to check for safety concerns only! This time shouldn't be used to ask for drastic price reductions or cosmetic repairs.
Provide Occupancy Most buyers and some Realtors don't know that if you close today on a home, your first payment wont be until August! That means, you present an opportunity to provide free occupancy to a seller without having to make two mortgage payments!
Personal Letter to Seller Sellers love knowing their home is going to a good family or homeowner. We always suggest writing a personal note so the seller can build rapport with you and be inclined to accept your offer!
Shorten Your Timelines Order your inspection and the appraisal at the same time to speed up your overall closing timeline. Most agents will have their inspection in five days and their appraisal within seven days. As a result, with the right lender, you can close in 21-25 days!
Lender Builds Rapport When working with the right lender, most will call the listing agent for you to introduce the purchaser and provide security regarding the strength of this loan. Jeff has had Chris do this multiple times during multiple offer situations to build rapport with the listing agent!
PAGEÂ 87
KEY POINTS FROM:
HOW TO DOMINATE YOUR FARM Kenny Klaus Send out a monthly newsletter that people in the community will want to read Host seller and buyer workshops in your farm Act as if you are "running for Mayor" in the community Have a "Realtor Route" just like FedEx or the Post Office have mail routes Consistency is key Visit local builders and leave your newsletters in the model home "Local Business Spotlight" on businesses that people frequent often Each person knows 278 people on average - how many of those people know about you? Help be the guide to Real Estate and bring up all the pitfalls to avoid when selling Ask the question "What keeps you up at night when thinking of putting your home on the market?" Respond to these challenges with "Oh, thats normal in this market" to make them feel at ease We may all know the Real Estate answers; but do you know the questions? Farm specific zip codes You must commit and not expect immediate results Host a canned food drive during your next open house to drive traffic!
OPERATIONS OBJECTIVE
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 OPERATIONAL Learning, Growing, Making PITFALLS Money, Having Fun! 1) Do not hire out of desperation When you hire to fill a chair versus hiring for talent to join your company you risk hiring the wrong people. When you consider how much time you spend investing in people; your time and money is wasted when you are investing in the wrong people. 2) Grow Incrementally (20%) Many teams try to go 0-1,000 in one year. It can be done, however, your foundation will not be stable or strong. The teams that try to grow too much, too fast risk that during that growth the wrong decisions were made and can ultimately risk their business. 3) Customer Always Comes Before the Paycheck A frequent Gloverism used at JGA is "The moment the paycheck comes before the customers, you've lost." If you look at each client as a paycheck, not only will you lose out on opportunities; you will not have a high conversion or success rate with your clients. 4) What Can We Do So The Client Never Calls Us First? If you generate the mindset of "What can I do so my client never calls me first" then you will dramatically see an increase in your client customer service rating. Take a look at all the items that happen in a transaction and figure out a way to communicate with your client, before they call you.
5) Inspect what you Expect Many agents (and people in general for that matter) set expectations of what they would like accomplished then never follow up to make sure they are happening correctly before they get upset for them not happening at all. If you are setting an expectation, follow up regularly to ensure it is happening as planned. 6) Lead by Example So many teams and organizations expect mountains out of their associates; but aren't willing to do those same tasks themselves. If you are requiring your agents to be in the office at 9am and prospecting each day; you should be in at 9am and dialing as well!
KEY POINTS FROM:
HOW TO BUILD A 10 MILLION DOLLAR GCI BUSINESS Bob Lucido Bob is 60 years old and is still "in the trenches" every day going on 3-4 appointments a day He yearns to be the most respected Real Estate team Always ask yourself "What can I do to add to my value?" "Constantly be Learning" - Tony Robbins Be accountable for your activities and measure their result Be more accountable in who you hire All of Bob's computer and paperwork are done by 9amhe doesnt check it again until the next day Let me see your calendar and I'll tell you how much money you will make Look for five things in people you hire: 1) Integrity 2) Team Player 3)Coachable 4) Servants 5) High Energy Level Your closing ratio at the home is 80-85% and it drops to 50% when you leave the home Ritz Carlton is the biggest company he admires for customer service Be more open minded and you will always grow He works for his team; not the other way around Expand your business into multiple divisions (think new construction, commercial, senior citizens, etc) Have no limiting beliefs and always take action A true leader to him is one that comes to him with an opportunity instead of asking for more. As a result, they are partners not just agents.
1) Never Show a House Again- We have showing agents for a reason! When you use them, you are able to leverage your time and ultimately have more time back to spend with your family or prospect for new business. Face it, they are better at it than you anyways! 2) Add an Extra 60 Minutes of Lead Follow Up in your Schedule- Take a look at your current schedule and see where you can fit in 60 more minutes of lead follow up. If you aren't showing homes anymore, this should be easy. When you are following up with prospects you have already had a conversation with; you have a higher chance of conversion. 3) Adopt the Hybrid Farming Method- If you want to dominate a neighborhood; begin hybrid farming! Kenny shared with you his methods of success when farming and Jeff has published many videos regarding how to be a successful farmer. What better area to farm than your own neighborhood?! 4) Create a Bulletproof Morning Schedule- If you do your morning right, the rest of the day will fall into place. Do you ever wonder why people say "Did he wake up the wrong side of the bed?" It's because your morning and how you rise dictates the rest of your day! Master your morning schedule and you will be a top producer.
7 WAYS TO KICK
$ $ A IN THE SECOND HALF
5) Create a Buying Power Checklist to get Offers Accepted- We all know what makes a strong offer; so put those items together into a checklist to present with your buyers during a buyer consult. This will allow them to know in advance what will be required of them to get an offer accepted in today's market. 6) Make it a Point to get in Front of a Buyer or Seller each day. Adapt the Gloverism "If I didnt go on an appointment today, what did I even do?" If you have the mindset that you need to converse with at least one buyer or seller in person each day; you will see an increase in your production dramatically. 7) Get involved with Glover U. We are the only training and coaching organization where all of our coaches are on the ground working alongisde you each day. We know what you are going through because we are experiencing it too! If you want to see an increase in your business; get a coach you can trust will take you down the right path. To see our coaching programs available, visit gloveru.com
Save the Date
JANUARY 21 + 22 BATTLE CREEK, MI FIREKEEPERS
COACH TO YOUR E E will T GROWTH e o N W A s. ed t ! es ne eed R n i s ou nt u A b y y ara e t U th bili - gu G ts in unta ck
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Each of these training programs have been hand-written and trained by Jeff. They are coached by Glover U coaches who have not only "done it" but are doing it right alongisde you every day!
Advanced: 1-1 COACHING 42 High Intensity 1-1 30 Minute Coaching Sessions Direct access to Jeff via email Free registration to all Glover U events Glover U DVD training series Buyer & Seller Mastery programs Access to Glover U Facebook Group Access to JGA Marketing Materials Glover U Planner Launch call with Jeff to discuss needs
Intermediate: 6 MONTH PROGRAM 45 Minute Live Group Call Weekly Glover U DVD Training Series Custom Needs Analysis Accountability Line for Daily Accountability Glover U Planner Access to Glover U FB Page Glover U Scripts & Training Weekly Roleplay Sessions Free Access to local Glover U events (excludes Summit & retreat) Jeff's Listing Presentation- Live
Beginner: 90 DAY GUARANTEE
Jeff's Script Book Business Planning & Profit Review Numbers Tracking Excel used by Jeff Glover U Operations Consultation Glover U Monthly Publication Roleplay Sessions Custom Needs Analysis Glover U Scripts & Training Free Access to Glover U Events Jeff's Listing Presentation- Live Jeff's Buyer Presenation- Live
$1,000 a month for 12 months
Create a 12 month business plan Buyer & Seller Mastery Assistance Building and Promoting your SOI Time Blocking Activities Mastering Presentations and improving conversion Numbers Tracking Excel used by Jeff Jeff's Buyer Presentation- Live
$375 a month for 6 months
45 Minute Live Group Call Custom Needs Analysis Accountability Line for Daily Accountability Glover U Planner Access to Glover U FB Page Glover U Scripts & Training Weekly Roleplay Sessions Jeff's Listing Presentation- Live Jeff's Buyer Presentation- Live
$333 a month for 3 months
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