Live Unreal Magazine

GREETINGS, UNREAL LIFE SEEKER!

he new market is upon us and by now you have a better idea of what it is going to take to not just make it through but to thrive in this softer economy. Fewer listings are selling, fewer buyers are buying and personal development, such as reading great articles, attending conferences and taking great coaching programs will be necessary in helping us get to where we want to go in 2023. The Glover U Coach es, my team in Michigan and I have succeeded in this market before and we stand ready to ensure you take your unfair share in the new market!

This Winter edition of Unreal Life contains everything you need to know and do to get ready for your best Winter and early Spring ever! We took a few of the best speakers and topics from our Live Unreal Retreat in Traverse City this year and put together relevant articles and content specifically relating to what agents need to succeed based on what’s happening in the market right now.

We’ve got a ton going on this season to prepare you for a strong start in 2023. This year’s offerings include our exclusive Broker, Owner and Lead Agent event; LeadUp, taking place this May in Ft. Lauderdale, a totally new SLS In Person or Virtual Program, the Winter & Spring Tours where we’ll be visiting dozens of cities around North America, the totally new 2023 business plan, custom Live Unreal Advances for your team or brokerage and a new Free Winter Webinar Series with topics relating to dominating in this new market! Visit gloveru.com to check out all that we have going on and to get signed up.

Finally, we are looking forward to seeing so many of you this January in Or lando, FL for our annual Live Unreal Summit. As with all of our events, we do everything we can to top the last one and we’re confident you’ll appreciate the upgrades we’ve made. This one is extra special because we’ve put together a totally new agenda with content relating specifically to what you need to know and do to take market share in your town. I’ve been through this before and heck, I grew my business each and every year through the last downturn and we’re prepared to share with you what you’ll need to do this time around. Mark your calendars for Jan 9-12, 2023 and visit gloveru.com/summit for the full agenda.

Can’t wait to see you in January!

Live Unreal,

13 REASONS ACCOUNTABILITY FAILS

ccountability is a tool used to help you achieve your best self, whatever that best self is.

Accountability gets a bad rap because we aren’t properly utilizing it, or properly under standing it.

When we can properly under stand it, what its purpose truly is, and how to pick effective accountability, it has the pow er to fuel us.

Most often, accountability is used to mon itor and alter habits. And it’s those habits that compound over time to add up to tre mendous change.

Why do we need accountability? Without the added pressure of accountability, we are operating in our comfort zone. We all have our own personal potential. In fact, we rare ly need accountability to reach just beyond our natural ability because that’s where we are operating in our comfort zone. Just be yond our natural ability is where we like be ing. This is when work feels easy.

When discipline wears off, accountability is what keeps us on track. It’s our human nature to move away from resistance, dis comfort or pain, but accountability keeps us uncomfortable, which keeps us growing.

When we talk about hitting our goals and becoming our best selves, accountability is the key that will unlock new levels on that path. Our goals are often bigger than our

selves and we need accountability to grow into them.

Before we jump into holding ourselves ac countable to a certain goal, we first need to understand some key components of effec tive accountability. Effective accountability needs:

A strong reason behind why we chose our goal. This is the single biggest reason accountability fails - not a strong enough “why.”

A pain point or consequence to keep us consistent and in check. Human beings run faster from pain than they do toward pleasure. People go out of their way to avoid pain on a daily basis, but people can do without pleasure. This is why a pain point is historically more effective than a reward.

An accountability partner. Having some one to lean on and to hold us accountable makes us more likely to stay the course.

A smart goal. What are we being held ac countable to?

A smart goal is:

• Specific

• Measurable

• Attainable • Relevant • Time based

I’ve compiled 13 reasons accountability fails and what we can do to ensure success.

SCRIPTS

Get Jeff’s personal script book, featuring plenty of scripts for FSBO’s, expireds, objection handlers, listing presentations (and more) for FREE! Scripts are essential for success in the real estate industry. Get your scripts today!

FREE DOWNLOAD Text SCRIPTS to 55444.

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MORNING MESSAGE

Daily Real Estate sales and business text message, directly from Jeff Glover. Instead of hitting snooze, grab your phone and read your daily message!

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ACCOUNTABILITY

• Financial success

ONE• Relationship success

• Health/wellness (physical and men tal)

• Family/kids

• Social life

• Personal development

FIRST PLACE

What is on the other side of the task we are asking to be held accountable to?

Most people say, “I need accountability,” when in reality, they need clarity.

Clarity makes accountability feel like a for mality because there is typically enough in ternal drive, a strong enough need, that pulls us through. If that’s not the case, we need to dig deeper for clarity around why this partic ular goal is important for us.

If we want to be held accountable to pros pecting, which is among the most common accountability requests from real estate agents, then at the end of the period of time we set, we should have prospecting numbers to show for it. Meaning, if we have an ac countability partner to hold us accountable to 20 contacts per day, at the end of that day, we are 20 contacts closer to our main goal. Stopping there, however, isn’t enough. We must know exactly what the 20 contacts a day are going to do for us, our business and ultimately our life.

How do we gain clarity around a goal or a direction we want to go? Here are key ques tions to ask yourself in order to gain clarity:

1. What does success look like to me in this season of my life? We need to an swer this question in the following ar eas:

• Work success

• Spiritual

2. What will Success in X area of life change about my current situation?

3. What will change in my life, in my rela tionships, in my financial situation if I prioritize success in X area?

4. What does life look like when X isn’t a worry?

5. What does life FEEL like when X isn’t a worry?

6. How does my life, my happiness, my overall fulfillment change when X is achieved? Massively important question!

If we don’t have a strong “why,” the pain of accountability will be greater than the re ward for sticking to it.

Being held accountable to actions looks like this: “I want to be held accountable to doing X contacts a day and practicing my presentation Y amount of times, so that I reach my goal of Z.”

See the difference? As a coach and someone who often guides accountability, I am much less attached to the actual results than I am making sure the person is showing up and doing the right work. Barring outside fac tors, the goal is inevitable so long as we are doing the work.

THREE

WE CHOSE THE WRONG ACCOUNTABILITY PARTNER

There is a relationship consequence to hold ing our feet to the fire and having an uncom fortable conversation. The person we have put in charge of holding us accountable might be too comfortable, or familiar, etc.

WE PICKED THE WRONG METRIC OR WRONG THING TO MEASURE

(E x : results vs. actions that lead to results)

Accountability needs to be on the behavior that needs to change for X results, not the on results themselves.

We can’t always control the results, but we can control the behaviors. If we control the behaviors long enough, we inevitably con trol the results.

Being held accountable to results looks like this: “I want to be held accountable to selling 10 houses a month!”

How do we pick a strong accountability part ner? It should be someone we know/respect and don’t want to let down. They themselves show up in the way we are trying to show up. They have the same or similar behaviors that we are trying to learn.

It should be someone who isn’t afraid to call us on our crap, and who intimately under stands what following through looks like.

Ideally, it should be someone we don’t actu ally see every day but still have to answer to every day. This removes the emotional and relationship component. When we form a

WE DON’T HAVE CLARITY AROUND WHY WE COMMITTED TO OUR GOAL IN THE

ACCOUNTABILITY FAILS WHEN

personal relationship with someone, there’s a greater possibility that they will soften up on the accountability or even buy into what ever excuses we give. It makes it harder for both parties. We should seek out a coach, a mentor, or a peer we aren’t close with.

How do WE show up as someone who THEY WANT to hold accountable?

1. We check in on the metrics...No stories!

2. We check in with them. Not vice versa.

3. We send them an update if we aren’t done yet, and what we are doing in stead.

4. We let them know what tweaks we plan to make to be better, if need be.

FOUR

IT DOESN’T HURT ENOUGH IF WE DON’T COMPLETE THE ACTION

Accountability fails when there isn’t a strong enough pain point attached. Most often, my clients opt for a monetary punishment as an accountability pain point.

Why not a reward instead? We can deal with not hitting a goal when there is a pleasurable reward instead of pain point. That’s the sta tus quo! A pain point disrupts the status quo.

FIVE

THE COST IS TOO HIGH, AND WE ARE EITHER UNWILLING OR UNABLE TO PAY

IT

If the work required for the goal is outside of the scope of what we either can achieve or are willing to achieve at this time due to outside circumstances or commitments that

take precedence, we won’t stick with it. The cost is too high for whatever our definition of success is at this moment.

Holding someone accountable to hitting the numbers they need to hit is an easy process so long as they absolutely have to hit the goal, AND/OR they have massive conviction around the goal. Sometimes, however, it’s entirely possible that along the journey, the person working towards the goal actually discovers that they aren’t able to or willing to put in the work necessary to achieve it. I say this without judgment. There is no emotion when we discuss accountability. It is entirely okay to re-evaluate our goal and what we are willing to do to reach it.

SIX

THE HABIT OR BEHAVIOR WE CHOSE TO MEASURE IS THE WRONG ONE FOR THE GOAL WE SET

The habit or behavior we chose to measure might not be the most appropriate one for the goal we have set.

Let’s say someone wants to lose 20 pounds within the next six months. On average, that’s a little less than 5 pounds a month, so about 1 pound per week. Great! The most appropriate action for that metric might be walking 20 minutes a day, and replacing soda with water.

Now, if they wanted to lose 20 pounds in 2 months, that’s 10 pounds a month, and respectively 2.5 pounds a week. There are more extreme actions that need to be taken for that goal based on the metric and time line.

Are we doing the most appropriate action for the goal and the timeline? Keep in mind, this action might change as the goal and timeline changes. There is no right or wrong action, just a right or wrong action per the timeline or metric.

SEVEN

THE METRIC WE CHOSE IS TOO AGGRESSIVE

On the flip side, the metric we chose could actually be too aggressive or something we have no chance of hitting for a long period of time. If we are not primed or conditioned to be that uncomfortable, for that long, we will fail.

When setting up accountability, I always ask for a goal someone can actually wrap their mind around reaching for 30 days straight, not just once. Can you hit 100 contacts once? Sure. Can you do it every day for 30 days? Probably not. So, the number we decide upon is likely not 100 contacts.

We can ask ourselves these questions to make sure a metric is hard enough but not too hard:

1. Can I hit this goal on my lightest day?

2. Can I hit this goal on a day where I have 5 deals fall apart, my car broke down, I’m coming down with a cold and my kid needs to be picked up early from school? This should feel impossible, but doable.

WE DON’T VIEW REST OR “TIME OFF” AS PART OF ADHERENCE TO ACCOUNTABILITY

Warning: Accountability fatigue! We need to allow for letting the pressure out from time to time - a mental reset. This why athletes have on seasons and off seasons. We must have a period of time when we are “on” and a period when we are “off.”

NINE

OUR SUPPORT NETWORK DOESN’T ALIGN WITH OUR GOALS

Accountability can fail if we don’t take the time to recruit the necessary support from other areas of our life to execute on this ac countability.

Ask yourself, “Is my spouse/family/closest friend on board?”

I’m careful with this one because I truly believe that the responsibility in doing the work lies solely in the hands of the person with the goal. That being said, as a new mom, I can’t ignore that my personal abili ty to execute on a goal will vary depending on the type of support or understanding I receive at home.

We need buy-in from whomever we are tak ing time away or from whom we are show ing up differently. We risk driving a wedge between ourselves and the people we love if they don’t understand why this particular goal is important to us.

We can create buy-in by including them in drafting our “Why,” citing how it will posi tively affect them or how we show up for them if we hit this goal.

To change a behavior, things need to change. This might look like an earlier bedtime routine so we are able to start the morning strong. This might look like setting better expectations with clients/colleagues/team members so that we have a distraction free morning. This might mean three hours of meal prep every Sunday to prepare for a week of clean eating.

In order to correctly change or modify X habit, what does our environment need to look like? What needs to change in our daily routine to hold space for that new habit?

Most people assume accountability is just adding in a new behavior, but when we add in a new behavior, our entire day shifts.

ELEVEN

WE ARE NOT IN A POSITION TO BE HELD ACCOUNTABLE BECAUSE THERE ARE AREAS OF OUR LIFE THAT NEED ATTENTION FIRST

Sometimes, massive lifestyle disrupters get in the way of our ability to hold ourselves accountable to a goal. Disrupters might in clude:

• Addiction

• Sickness (or sickness of a spouse/child where you are required to show up)

• Divorce (Sometimes, depending on the circumstances, accountability might still be needed, it just depends on the type of divorce or the circumstances around it)

• Pregnancy/new baby

TWELVE

WE HAVE A NEGATIVE ASSOCIATION WITH THE IDEA OF ACCOUNTABILITY

If we are truly pushing ourselves, we should struggle to hit the metric. It should feel hard, which means there is a risk of failure, which means there is a chance that we will lose that money we committed to as a pain point. If we have a negative association with the idea of accountability, the clarity around the goal or the goal itself is likely not clear enough. Accountability should be seen as the nec essary path or the straightest line toward hitting our goal. It should not be viewed as a stressful, negative experience. If the nega tive experience of accountability outweighs the positive of what will happen when we execute on our accountability, we need to go back to the drawing board and evaluate our clarity.

THIRTEEN

LIFE ON THE OTHER SIDE OF ACCOUNTABILITY IS DESTRUCTIVE TO THE STATUS QUO RIGHT NOW

OUR CURRENT ENVIRONMENT AND SCHEDULE DOESN’T SUPPORT OUR NEW HABITS OR BEHAVIORS

While I can argue that if we have strong enough accountability, we will find a way to show up regardless of what’s going on in our personal lives, as a coach, I have to ac knowledge that accountability, especially to ward a production goal, needs to take a back seat to any of the items above, depending on our values and what we’re working on. We cannot possibly expect to get the best out of someone and their performance if there are some key pieces of their life that are not in place. We have to first be in a stable position in our own life to truly get the most out of ac countability. We have to make it a priority to

This one is one of the most common points that keeps us stuck. While we spend so much time focusing and worrying about changing our life, we sometimes forget that changing our status quo has the potential to change everything around us. Our friends, our liv ing situation, our minimum standards, etc. For a lot of us that will mostly be a good thing! But, when you grow and everyone else around you stays the same, it becomes uncomfortable. It’s lonely at the top.

get back to a healthy baseline before we add pressure to the system…because account ability is pressure to the system!

SO NOW WHAT?

Now that we understand what can get in the way of accountability, here’s what’s next:

• Find clarity: your unique, specific, per sonal clarity

• Set SMART goals that support that clar ity

• Evaluate your environment and support network and make sure you are set up for success

• Pick the correct metric for the goal that can be maintained for at least 30 days at a time

• Identify the right partner

• Identify the right pain point

• Get to work!

Accountability is simple. It’s the stories we tell ourselves about why we can’t execute on the accountability that make it complicated.

WE often MISS THE CHANCE TO DO SOMETHING TRULY GREAT BY WAITING FOR THE MOMENT WE ‘FEEL LIKE IT.’”

“

ELITE COACHING

$1,500/month

Learn leadership, models, systems, and operations to get to the next level for both Rainmaker and Lead Admin by taking a “team” approach to coaching by having not one, but two coaches com mitted to your growth.

1-1 COACHING

$1,000-$1,500/month

Learn the models, systems and skills it takes to become a Mega Agent or Mega Leader through our most popular coaching pro gram designed to fit your needs and goals with a hand-selected Glover U coach.

SYSTEMS OF REAL ESTATE

$399/month

Learn the ins and outs of running a successful operation from Jeff Glover & Associates Operations Managers, Taylor Kerrigan & Tay lor Cornfield. This coaching focuses on processes and procedures for your business to maximum growth in an efficient manner.

LISTING MASTERY $399/month

In this program, you’ll learn to become a listing master from the master himself! Jeff will share everything he and his team do to average 75 listings taken a month, even in this listing scarce economy.

PROSPECTING BOOTCAMP $299/month

Get coached by top Prospecting Agent and former Inside Sales Manager of Jeff Glover’s own real estate team, Justin Ford, to learn how to generate seller leads without spending a dime on marketing.

TEAM BUILDING

FROM SALESPERSON TO CEO $399/month

This course taught by Jeff Glover, leader of Jeff Glover & Associ ates - the #1 real estate team in Michigan. Each session includes real life situations from Jeff and his experience and lessons learned with transitioning from agent to leader.

BUYER

MASTERY $399/month

This course is designed and written by our top Buyer Agent on the team, Nick Bellmore, who closes 50+ transactions a year utilizing all of our buyer methods for success. Learn all the tactics, processes and skills necessary to generate more buyer leads and close more buyer transactions.

MARKETING MASTERY $399/month

Greg Erlanger, leader of the #1 Real Estate team in Ohio, teaches the marketing tactics and strategies he and Jeff Glover use daily to lead their teams to the top. Develop the skills to create an effec tive marketing plan targeted to your unique audience.

UNREAL DIALOGUES

$399/month

Taught by Jeff Glover himself! Become a Jedi-Master of Neu ro-Linguistic Programming, a method of influencing brain behavior. These techniques will stick with you for life, no matter your role in the industry.

Glover U helped catapult my business from 27 transactions to 128 transactions in just one year!

THOMAS E. [1-ON-1 COACHING CLIENT]

VISIT GLOVERU.COM TO SIGN UP OR LEARN MORE

Our Glover U coaches and resident experts share their thoughts and unique perspectives on real estate industry topics and/or issues.

The following topics in clude:

• Lead Generation

• Leadership

• Extreme Accountability

• Teams

Keep an open mind, stay curious and think about how these tips and opin ions might help you in your business.

Have a counter argument? Let’s discuss it! Join our private Facebook Group: Glover U Inner Circle.

NOTHING ELSE MATTERS

BY DYLAN DUCKWORTH

In life, faith and/or family comes first. In business, assuming you’ve committed to real estate as a career, leads come first. As a real estate agent or leader, you’ll need to answer this question before anything else:

How do I get enough listing leads in the funnel to either meet or exceed my income goal for the year?

That’s it - don’t overthink it. You don’t need to learn how to service the business until you’ve mastered earning the business.

For those of you running a team or wanting to start running a team, the same goes for you. You have no business having a business re sponsible for others if you can’t take responsibility for your own lead generation first (if you have un limited funds, you are the excep tion). This goes for independent models, interdependent models and dependent models. I mean, who would honestly choose to work under you if you are ask ing people to do something that you are not willing to do your self. It’s just not sustainable. Now you may say, “But I succeeded 5+ years ago when I did it this way.”

And that’s fine, so long as you’re prepared to constantly handle the barrage of objections and excuses about how things have changed and therefore so must the tactics to succeed. Trust is built on cred ibility, not the other way around. Earning credibility must always precede asking someone to “trust in the process” and commit to tasks that require consistency and a high level of mental fortitude. Otherwise, how can your people really trust in your ability to help them hit THEIR goals. You ei ther have it, or you don’t. You can choose to LEAD generate, or you can choose to FOLLOW the others out the door who went against this fundamental truth: To survive in this industry, you must focus on lead generation, even if you’re at the top.

If you’re behind your goal for 2022 or if you’re just starting in the business, call Expired Listings and For Sale By Owners. It’s the fastest way to build a productive business in the shortest amount of time. Ask about Prospecting Bootcamp with Justin Ford, a group coaching program designed to answer this one question.

Time to get off my soapbox and into a seller lead generation strategy I bet you haven’t tried:

STEP ONE

Find a seller listing packet and customize it to your business. There’s plenty of free examples out there. If you already have one, give it a face-lift. If you want a copy of our seller listing material, join Glover U 1-1 coaching with me or Listing Mastery with Jeff Glover.

STEP TWO

Now that you have a fresh listing packet I want you to personally reach out to the people that know you, like you, and trust you. Tell them you recently updated your seller marketing material, you’d like to practice it on them, and get their feedback. Explain to them that you’ll even do the research to tell them what their home is worth. Your people will want to help you! Let them.

STEP THREE

Now that you just set a listing ap pointment, treat it as such! Do not mistake this as a personal gather ing. Your primary directive is to get a listing. So, thoroughly pre pare for the appointment. Take them through the entire process. Be sure to follow our listing pre sentation script, present the price, and then ultimately close for the listing at the end. You might close them on the spot, but don’t expect to. Leave the listing folder and comps with them. Be sure to include a copy of your past client testimonials in the listing folder. You’ve just embedded the idea of selling in their minds, maybe they were pleasantly surprised to see the equity they’ve saved in their home, or maybe you’ve earned their confidence to refer their friends and family to you.

Now, prepare to fall into this new season with new listings. I can guarantee this, at the very least, when you follow my advice above you’ll uncover your people’s true home-selling timeline. Maybe you’ll convince them to sell now, perhaps tee-up some business for Spring of 2023, get more referrals, or worst case scenario you will...get to... practice your scripts.

I welcome you to email me directly (dyland@gloveru.com) and chal lenge me if you feel differently on this topic.

Let’s get to it,

Coach Dylan Duckworth

NEW COACH

ylan Duckworth lived in the Twin Cities Metro of Minneso ta for 20+ years. Growing up with his whole family in Real Estate, Dylan learned his ne gotiation skills at the kitchen table. There’s a running joke in his family that he went from negotiating curfews to commission. From a young age, Dylan was immersed in an environment rich in entre preneurial spirit and this made becoming a Realtor an eventuality. Dylan will tell you that his family is his unfair advantage.

After getting licensed in 2013 while attend ing Minnesota State University, Mankato, for Marketing – Dylan entered real estate as a dual career agent. Beginning as a Market ing Specialist for a mortgage company and as a Realtor on his parent’s team. During his time as a Marketing Specialist, Dylan created and implemented multi-channel marketing campaigns that contributed to in creasing total mortgage company volume to $1 billion for the first year ever. Additionally, Dylan worked 1-on-1 with 200+ agents to grow their businesses through teaching and training, brand development, database man agement, creating promotional campaigns, print media design, and assistance with all digital media platforms to help generate more leads.

After realizing his sales skills and passion for working with agents 1-on-1 to develop their marketing – Dylan moved to Michigan with his partner Tyler. Doctor Tyler had just graduated medical school at The Mayo Clin ic School of Medicine and was accepted into the University of Michigan’s Anesthesiology Residency Program. For a short time, Dylan took on an Assistant Team Leader role with an office of over 400+ agents before earning his Michigan Real Estate License in 2019 and joining Jeff Glover & Associates’ team. In Dylan’s first 90 days in production, in a new state and with zero sphere, he secured $12.8 million in listing volume. Dylan at tributes his success in Michigan to scripts, objection handling, prospecting, following a consistent schedule, and the coaching of Jeff Glover. Proving his ability starting in the “mailroom”, Dylan ultimately moved into a Sales Manager role and was respon sible for recruiting, retention, and agent de velopment. Notably, Dylan implemented an updated Agent-In-Training program which accounted for about 33% of the team’s to tal units and volume monthly, several cul ture-based retention programs, and recruit

ed nearly 48 agents. After Dylan’s success with Jeff Glover & Associates, he took on an additional sales role with the fastest grow ing real estate coaching company, Glover U! Dylan is currently licensed in both MN & MI selling real estate, working with Glover U, and leading the largest franchise brokerage in Southern Minnesota as a Team Leader.

Also, in 2019, Dylan began serving on his brokerage’s Rainbow Network’s Agent Lead ership Council which represents 1,500+ LGBTQ associates internationally. As a re lentless disruptor, Dylan’s mission is to en sure everyone - no matter who they are - is well equipped to remain agile and thrive in a rapidly changing market and world. With a commitment to celebrating diversity, Dylan is leading this dynamic group of associates to expand on initiatives focused around equality, awareness, and advocating for im proved housing and discrimination laws.

My first experience with Dylan was a phone interview. I was making a big career change from project management in the automotive industry. His enthusiasm for developing peo ple, training/coaching philosophy and knowl edge of real estate helped me finally make the career move.

After getting licensed, Dylan worked with me from the start. I completed a Glover U group coaching course at first before realizing I need ed more. More accountability, new business ideas that fit my skills, contract negotiation advice, lead generation strategies, and over all support to grow and push forward. None of this was easy for me. I doubted myself and wanted to quit a few times. Dylan’s knowledge, sincerity, and commitment to me has made an impact on my outlook and mindset. End of Q3, my closed sales volume is $5.2 million.”

DYLAN DUCKWORTH Glover U Coach

Contact dyland@gloveru.com

5 THINGS AGENTS LOOK FOR

WHEN CHOOSING A TEAM

BY KIM ZUROFF

TEAMS. TEAMS. TEAMS.

The real estate industry is abuzz with talk of teams. They’re touted as the future of real estate. When we take a bird’s eye look at teams across all brokerages, we see a vast difference in the definition of “team”.

The first kind of “team” is one that has a strong, compelling value proposition and has many of the 5 things agents look for when choos ing a team.

The second kind of “team” is actually not a team at all, but simply a glob of individual agents attached to one person’s credit card. They are each responsible for their own business but they brand together under one team name.

Through running a top brokerage in the Maryland/DC area with over 800 agents in our organization, we were able to do an analysis on ex actly what real estate agents look for when choosing a team. This was an important exercise for our brokerage, as we now tailor our orga nizational structure and our brand messaging to prospective recruits based on our findings.

Here are the top 5 things agents look for when choosing a team:

Agents are looking for company-generated leads. Company-generated leads could be internet gen erated, they could come from working your da tabase, or they could be open house opportuni ties, etc. As a team leader, if company-generated leads are part of your value proposition, it might be time to invest in hiring and training an Inside Sales Agent (ISA) to work on converting these leads. Brokerages with ISAs tend to have higher conversion rates.

Action item: Add one more lead source and/or add an ISA to your team.

ONE THREE LEADS

ADMINISTRATIVE SUPPORT/ LEVERAGE

Agents want help with the administrative side of the real estate business. This includes contract to close/transaction coordination, marketing, social media help and more. If you have administrative and/or marketing team members who can assist your agents, be sure to highlight this support in your recruiting marketing materials.

Action item: If you have admin help, make sure it’s highlighted in your recruiting materials. If you don’t have ad min support, figure out what needs to be done in order to get to the point of hiring your first admin and start down that path.

TOP 5 THINGS AGENTS LOOK FOR WHEN CHOOSING A TEAM

CULTURE

Agents are looking to be part of an organization bigger than themselves. They are looking for a culture of collaboration and fun. Do you have clarity in your Mission, Vision, and Values? What does your company culture convey? What are the standards that you have in place for the members of the team? How is the team involved within the community? These are all things agents look for when it comes to culture on a real estate team.

Action item: Define your Mission, Vision, and Values.

FUTURE GROWTH OPPORTUNITY

Does your org chart match your goals? What, if any, future opportunities are available for some one on your team to grow into? Agents are look ing for teams with unlimited growth opportunity. Having your agent “path” mapped out is crucial to attracting top talent.

Action item: Create a company org chart and map out different agent journeys, from one or more starting points, to multiple endpoints.

MENTORSHIP/ TRAINING

Agents look for mentorship and training. Bro kerages/teams with mentorship and training as part of their value proposition include things like structured meetings, either 1-on-1 or in a group setting, content libraries created by the Lead Agent, monthly sales meetings with a training component, or paid continuing education oppor tunities. Bottom line: agents are looking for that hands-on training experience.

Action item: Add at least one training piece to your monthly team itinerary.

TWO FOUR

In many cases, Lead Agents (Rainmakers) move too fast, putting the cart before the horse, so to speak. They get excited about the thought of hav ing a “team”, yet they don’t have a strong under standing of the top five things that agents look for in a team. If you are a leader and you’re missing two or more of the five things, you may have a harder time attracting top talent, and the agents currently on your team will likely look to make a move.

Homework for current leaders of teams/bro kerages:

Review these top five things agents look for, rate your organization on each, build your unique value proposition on the foundation of these five things, and then work on communicating your unique value proposition to top talent.

Homework for agents looking to start a team: Before starting a team, make sure you have clarity in your “WHY”. Why, exactly, are you looking to start a team? This is a much bigger question than it appears. Consult with your coach on how to an swer this question, then figure out what the next best leverage piece is, and move one step closer to living your Unreal Life.

Kim Zuroff has mastered every aspect of real estate at the highest level, quickly ascending the ranks from agent to productivity coach to CEO/Team Leader.

Kim Zuroff has been in the real estate industry since 2011. She began her career as a real es tate agent and because of her passion to serve others, she shifted her focus to executive leadership.

She has served as the Team Leader/CEO within her brokerage in Columbia, Mary land for the last 6 years. Through this time, she has attracted over 500 agents into the organization and productivity has increased 36% to $1.5 billion+ per year.

Kim believes that no one succeeds alone. A big part of her journey has been failing for ward and learning how to effectively build a great team around her.

Kim is a partner in multiple real estate ven tures and the founder of The Leverage Cen tre, a company that helps agents net more money and get back their time.

Outside of work, Kim spends as much time as she can hiking, trail running, competing in triathlons, and traveling. Two of her great est memories include summiting Kilimanja ro and completing an Ironman triathlon.

Contact kimzuroff@gloveru.com

KIM ZUROFF Glover U Coach

Being a leader sucks. Before you freak out, let me give you some insight into the brain of William Huffman (that’s me). In the 42 years that I’ve been alive, I’ve had well over 30 different jobs, such as corn detasseling, dishwashing (from which I was fired), fast food restaurant cashier, and repo salesman. After blazing through these jobs like a bon fire of Christmas trees, I realized I’m a bad employee. I don’t listen. I challenge author ity. I loved my coworkers but could never stand my managers.

The first real leader that I ever had, that I listened to and respected and looked up to was my manager, Pedro, at T-Mobile. To be honest, if my sales numbers weren’t so good I think he would have fired me…or at least that’s what I thought. In reality, he saw something in me that was a value-add to his team and to himself. I could talk about Pedro and the good ol’ days of working at T-Mobile for hours, but the reason I bring him up is because years after I left T-Mobile, I realized he was not just a manager, he was the first leader I had. Here we are a dozen years later, and I’m the leader. More importantly, others follow me. And yes, it sucks. It sucks be cause leaders don’t get to do what they want to do. It sucks because your decision process as a leader is extremely complicated. It sucks because other people look to you for inspi ration, for guidance, for motivation, for sup port and anything else that they might need in their life at the moment. Leadership isn’t given. Leadership is earned. And it is both an honor and a burden.

Wow, it doesn’t sound like I am selling this leadership thing, and maybe that’s my point. Here are five traits of leaders who don’t suck.

ONE: GREAT LEADERS ARE BUFFALO

There’s a story about how cattle react to a storm vs. how buffalo react to a storm. When a storm is coming, cattle will get all nervous, start stomping around and making weird “moo” noises. Once that storm reach es them, they start running away from the storm. This ensures only one thing: that they are going to be in the storm for a very long time. Then there’s buffalo. What buffalo do is when they see a storm coming they form up like spartans. And the moment that storm

reaches them - they charge head first into it. This ensures one thing as well…even though it is the same storm as the cattle, they are go ing to get through it a heck of a lot quicker. So when a leader is faced with a tough de cision, it’s the burden upon them to be the buffalo and run head first into it.

TWO: GREAT LEADERS ARE SELFISH

I bet reading that title you are thinking to yourself…what in the world is he talking about?! If you’re not constantly taking care of yourself first, taking care of your needs first, and taking care of your life first, how do you ever expect to be able to help others? You must selfishly and unapologetically do what it takes to ensure you are running at your highest optimal level in order to pour into others. If I didn’t wake up, work out, and get to the office by 8am, how could I ever ask or expect anyone else to do it? Notice, I didn’t say “put myself” first, I said “take care of myself” first. There’s a huge difference.

THREE: GREAT LEADERS ARE DO-ERS NOT SAYERS

How many times have you heard, “This is what I do” or “This is what worked for me” or “Do as I say, not as I do” (this one is the worst). As a leader, I will never ask someone to do something I haven’t done myself. That is possibly flawed logic but try to understand the intent of what I am trying to say here. When an agent asks me, “What should I do to be successful?” One of the first things I ask them is what does your morning routine look like and what does your prospecting look like? I receive a wide variety of respons es but none of them really matter. I am look ing for action. It’s our job as leaders to filter out all of the excuses and all of the fluff and find the action. Being able to find the “DO” is a must quality of a leader.

FOUR: GREAT LEADERS SET THEIR OWN FEELINGS ASIDE

As a leader your feelings don’t matter. Let me tell you a story. I had an agent come to me

and they were struggling with some deeply personal issues. And let’s just say I’m not the most empathetic person in the world. I felt as though they should have just sucked it up and gotten back to work. Those were my feelings. My feelings didn’t matter. Empathy is not a natural state for me. I don’t under stand emotions. That doesn’t matter. The only thing that matters to a leader is how your followers are feeling. This might be the hardest job of any leader - understanding how others feel. And not just understanding but also knowing how to work within that person’s capacity. When I say “I don’t under stand” emotions, it doesn’t mean I don’t care. It just means caring is not my natural default mode. When someone trusts you enough to follow you, your feelings don’t matter.

5. GREAT LEADERS FOCUS ON THEIR FOLLOWER’S FINISH LINE FIRST.

All of your followers are different. Lord knows, if they were all the same then lead ership would be easy and my life would be a breeze. But guess what, your followers are each unique and therefore leadership is complicated. The finish line that you have set for yourself is fine and dandy as long as you understand that it is your finish line to cross and nobody else’s. As a leader, we must help our followers identify and make a strong connection to their finish line. The only thing that matters is getting them to that finish line. A lot goes into this pro cess; it requires trust, productive conflict, commitment, and accountability. Only after successfully mixing these 4 ingredients will you actually get to the desired result. As a leader, we have to be able to recognize when somebody is going off course, and then gently (and sometimes not so gently) guide them back on track. Sometimes this means it is time for them to run their own race with another leader, and that can be a difficult concept to grasp. What’s most important is getting them to their finish line.

I stand by my statement; leadership sucks. It’s a burden. In the same breath, leadership is one of the most fulfilling occupations that you can ever earn. Whether you lead one person or millions of people, the impact you have can last a lifetime. Don’t screw it up.

LEADERSHIP SUCKS

HERE

ARE FIVE TRAITS OF LEADERS WHO DON’T SUCK.

BY WILLIAM HUFFMAN

EXTREME ACCOUNTABILITY

BY SARAH HUFFMAN

March 28, 2021 was a great day until it wasn’t. My husband, Will, and I were in Orlando for a real estate conference and ex tended our trip so we could go to Universal Studios. I was especially excited for the rides that day since we opted for the VIP upgrade, which meant we’d be skipping the lines, spending less time waiting around and more time having fun. Not uninhibited fun, but fun nonetheless. Last time we were at the park, I tried to ride The Hulk but was sud denly overcome with fear and hopped off just before it launched.

This time was different, though. I had calmed my nerves and prepared myself for a day of thrills. The second ride of the day was none other than The Hulk. This time, I was ready, I faced my fear and I crushed it. And now that I had conquered The Hulk, I knew I could ride any of the roller coasters at the park without fear since I had already done the ‘scariest’ one…or at least I thought.

The day was going well. Will was motion sick from all the rides, per usual, but we were having a ton of fun together. Our VIP tour of Harry Potter Hagrid’s Magical Crea tures Motorbike Adventures was wrapping up and we were being ushered to the ride. We are big Harry Potter fans and this was the ride we had been most looking forward to, watching all eight movies in preparation for this moment. I chose the sidecar and Will mounted the motorbike. The ride operator walked over to deliver an unexpected blow for which I had not prepared. I was too big to fit in the sidecar. He asked us to switch, putting me on the motorbike and Will in the sidecar. Begrudgingly, we complied. Af ter unbuckling, unloading, and re-loading the motorbike in front of the entire line, the operator let me know that I was still too big and asked me to remove myself from the ride altogether. I told Will to go on without me (since he was locked in again) but he was adamant that we do this together or not at all. I’ve never been so disappointed and em barrassed, but it was more than that now. My health choices and body size weren’t just af fecting me, they were affecting my husband, holding him back from something that was supposed to be joyful. Instead, it was humil iating. Falling from pure joy to complete hu miliation within the span of approximately 60 seconds was like falling from the clouds

to the pavement - an abrupt and painful wakeup call. Will never once made me feel bad about missing out, which I appreciate, but he didn’t have to. Internally, I was beat ing myself up. What ensued was invasive negative self-talk, self doubt, and hurtful thoughts that I could never say out loud to myself or to a friend. I was punishing myself, making sure I knew that I was responsible for causing this uncomfortable and embar rassing situation. I was the reason we missed out on this experience and I wondered what else I would miss out on because of my size.

Despite the humiliation, we had an awe some time that day. We did everything that we could at Universal Studios and in The Wizarding World of Harry Potter - we even got our capes and wands. In case you are

“IN REALITY, I CHANGED MY LIFE.”

wondering, I’m Team Hufflepuff and Will is Team Griffyndor. Although it was an amaz ing day, I left carrying the heartache of being rejected from the ride. It was heavy and it continued to weigh on me.

We flew back to Minneapolis and I knew it was time to get to work. I mean, it was time to get to work from a real estate perspective but it was really time to get honest with my self and get to work on my health.

This rejection left me with two options. I could blame Universal for not making the seat big enough to accommodate me or I could hold myself responsible and take ac countability for what happened at the park that day. The mirror was there. How was I going to show up for part two? During Covid Quarantine, we purchased a Peloton and a puppy (like MANY

others). I remember vividly going down stairs to ride the bike for the first time af ter Universal. Months later, my shoes were still clipped in from that first ride (because I couldn’t figure out how to “clip out”). My Peloton had turned into an amazing clothes rack and dust collector, but unsurprisingly, without any engagement, it did nothing to transform my body. It became an accessory in our home and I told myself, “The Peloton didn’t work for me,” when in reality I was choosing not to work for myself.

Then, I remembered something my coach at Glover U once said. “You have to be willing to suck at something long enough so you can first get to good and eventually get to great.” You don’t go straight from sucking to great without any time and effort in between. I de cided it was time to suck at the Peloton. And I sucked for a while until I got “good”. And now I’m “good”, working toward “great”.

That Thursday in the park could have cata pulted my life in a different direction, had I chosen to take the route of the victim. I am grateful that I was able to use that experi ence as fuel for extreme accountability. I like to say that Harry Potter ride changed my life, but in reality, I changed my life.

At the time of writing this article, I was at Universal Studios 518 days ago. I move my body every day. I have completed 411 Pelo ton rides and I’m not even close to being done yet. I have also been working out with a personal trainer two times a week, focusing on strength training. I think it is important to also note that I gave up alcohol on March 29, 2021. Why is this important? Our mo ments of rejection do not define us but they allow us to define ourselves. I am on the journey towards my UNREAL Life and there are times when we have to make unreal de cisions to get there.

One of our Glover U core values is Commu nity. Let’s connect and support each other in our unique journeys toward our Unreal lives.

Peloton handle: Sarah2615 Instagram: @sarahhuffmanrealtor I post after every ride.

HERE’S WHAT THEY’RE SAYING ABOUT COACH

HERE’S WHAT THEY’RE SAYING ABOUT COACH

SARAH WILLIAM

“I have been a REALTOR® for five years and during this time, I have had six different coaches. To say that Sarah has been the best coach I have ever had would be an understatement. From the very first time I spoke with her, I could tell she genuinely cared about not only my business, but me as well. She listens, validates what I have to say, and refuses to let me stay “comfortable”. She challenges me in ways I have never been challenged before. As a result, I have almost doubled my 2022 business (both units, volume, and commission) in the three short months that I have been in coaching with her. I am so thankful to have Sarah as my coach and look forward to ending 2022 on a high note and absolutely crushing my goals in 2023!”

“Coaching with Sarah has been such a wonderful decision! She has assisted me with design ing systems that are repeatable and are allowing my business to scale to the next level. She’s friendly, supportive, and I always feel like she is invested in truly growing me into a better agent. Her questioning and problem solving skills have helped me to dissect my business and improve my skills. I’m getting closer to my unreal life every day with Sarah’s help!”

LAUREN K. | 1:1 CLIENT

“Coaching with William has been the best experience I’ve had in any coaching program. His ability to help me discover my self is what really fires me up. He collaborates with me to han dle any situation or obstacle I come across in my business. His coaching is far superior than I have ever experienced. I am very grateful to have William as my coaching partner.”

BECKY T. | 1:1 CLIENT

I met William earlier this year and there’s several things I’ll say. If you’re looking to be comfort able where you’re at, do NOT join coaching. If you want to avoid fresh and creative ideas on how to grow personally and profession ally, do NOT talk to Coach Wil liam. If you’re wanting to keep growth at a minimum do NOT consider Glover U. But, if you’re interested in growing as a person, gaining new skills and thinking outside the box, all while doing more than you thought you could do where living an unreal life is not only attainable but expected, reach out to Coach William and you won’t ever regret it.”

SEAN L. | 1:1 CLIENT

EMILY D. | 1:1 CLIENT

SARAH HUFFMAN

Coach

WILLIAM

4 TYPES OF COACHES

I’ve been paying attention to the trainers, the coaches, the leaders, and the “influencers” in this business and I’ve identified four differ ent motivating factors for real estate coaches.

BY JEFF GLOVER

1: RECRUITING 2: RETENTION

This type of real estate coach uses coaching as a method to attract agents to their teams, brokerages or downlines. They disguise and po sition their coaching model as caring about agents and their success in the industry. In reality, it's their way of padding their pockets and making more money off the agents they recruit to their teams. This is B.S.

These coaches might run a large, small or medium sized brokerage or team that is using “coaching” as a method to get you to buy into what the brokerage is preaching. The problem with this type of coaching is that the interest is not in the client first; their interest is in the compa ny and the retention to the company first, and if by chance the agents become successful that’s a plus! This is also B.S.

Now, I’m not saying making money is a bad thing or being profitable is negative but what I am saying is that there are literally hundreds if not thousands of “coaches” today that pronounced that they are coaches or started a coaching company because they “care” when really they care about themselves and their “added revenue stream” first and their clients second. That’s not a coaching company. That’s greed and is also B.S.

Finally, the fourth group. These are the coaches that truly care. These are the ones that put the needs of their people and clients ahead of their own. The ones that don’t ask how much money they make or calculate their dollar per hour return on their time spent coaching. Those that know it’ll show up only when they’ve made a difference in enough lives.

TOP AGENT INTERVIEW

What year did you first get into real estate?

Carl: Well, I got into real estate almost 40 years ago, in 1984. My dad was a Realtor and I was working a 9 to 5 office job at the time. He passed away before I got into the business.

But I knew that real estate could get you a good income. And that’s the reason, that was my impetus for getting into the busi ness. I wanted to be my own boss and I thought I could set my own hours and be successful that way. Little did I know what it took to be a Realtor - a successful one.

In your first year, what was your goal? Do you remember?

Carl: My first year I didn’t really know anybody my age that was buying houses. I didn’t know what to do to sell a property. So I had no numbers as far as, you know, goals. I was given a desk with a phone and told to go to work. And so my first year in the busi ness, I actually knocked on mostly expired listings and for sale by owners. I ended up doing 27 deals that year in 1901.

How many deals did you do last year and how many will you do this year?

Carl: Last year I did 36 transactions and this year I’m on pace for 50. I hope to double that next year.

What’s one of the things you attribute the growth to your business?

Carl: I attribute my growth to my ability to stay coachable. All my career, I’ve had two different coaches to help me reach new lev els. I know that I don’t know everything, no matter how long I’ve been in this business. I have kept an open mind and a willingness learn and try new things. So, just being coachable is what I really attribute to the growth of my business.

What is the biggest challenge you’ve faced during your time in real estate?

Carl: The biggest challenge in real estate that I faced was being consistent. I’d have a good month, then I’d spend the next 30 to 45 days following up on these deals, and it was up and down, good month, bad month, good month, bad month, until I hired an as sistant to help me.

I had a system for a long, long time and that helped me be more consistent. Right now, I’m in the process of looking for a virtual assistant and that’s kind of what my current challenge is. Finding an assistant that can help me so that I can concentrate more on my business rather than spending time do ing all the administrative tasks.

Carl: I try to spend one to two hours a day working on my business, that includes the weekends. I start off the day working on my business by working on myself. When I’m working out in the morning, I’m listening to podcasts or listening to self development books. So it’s something that I do on a daily basis.

What is your 10 year goal?

Carl: Well, I want to start off by saying that my team right now consists of my wife Kathy, my son Anthony, and me. Kathy is great at social media, marketing and is truly a people person. She’s really relation ship-based and so consequently, she gets a lot of referrals from her sphere and from her social media marketing. Anthony is new in the business and he’s concentrating on doing daily prospecting and lead follow up. In the next 10 years, I want to grow my team and increase my sales price, which is what I’m doing now, and I want to sell 200 plus homes a year.

What is your favorite part about being in volved with Glover U?

Carl: I think my favorite part is all the train ing that Glover U offers and its relevance in today’s market. Jeff is still selling and he’s boots on the ground, so to speak. So it’s nice to be taking advice and training from somebody who is doing it, who’s seeing the changing market, who’s living through it himself. The training at Glover U is so far above any other trainers that I’ve ever been involved with, and I’ve been involved with quite a few.

If you had one piece of advice for new agents entering the business, what would it be?

Carl: Be sure to prospect and lead follow up daily, and in order to do that successfully, you have to be accountable to somebody. Find somebody to hold you to your commit ments and hold you to the fire.

How much time do you spend working on your business versus in your business?

What would you say makes Glover U different?

Carl: This is why I got involved with Glover U. Glover U has no magic pill. It is very meat and potatoes, there’s no fluff, and I think you’re probably the kind of person that res onates with a no nonsense approach. Glov er U concentrates on results - things that work. They’re not constantly trying to sell you something. They’re providing content

We’re in real estate. This is not just your work, this is your business, and if you want to grow your business, the best way to do it is to hire a coach that’s going to help you along the journey.”

that’s relevant and they teach sales skills that you can use today in today’s market. And one thing to add to that, too, is that in this shifting market that we have right now we know we have to concentrate on our sales skills. Glover U, by far, is the best com pany for teaching sales skills.

What advice do you have for agents looking to get into real estate coaching?

Carl: I think that you have to get rid of your ego and admit that you don’t know every thing. Be coachable, be willing to learn new things and to implement new things in your business, and to give your business different tweaks on things that you are doing to make it even more successful.

Coaching will help you stay focused on your “Why am I doing this?” You’re con stantly reminded of that.

Every week when I have a coaching call I’m reminded of my Why. When I prepare for my coaching call, I remember there’s a reason that I am doing this and it helps my mindset to kind of put myself back on track on where I have to be. Everybody’s going to have good days and bad days and so it just helps to just stay focused in your business and keep you accountable.

What is your favorite Gloverism?

Carl: Own the morning, win the day.

That’s a great one. Tell me why it’s your favorite?

Carl: If I do what I’m supposed to do in the morning, that is my prospecting and lead follow up, the rest of the day is kind of just a great day. I get the best results from pros pecting and following up on leads, and to get those results I have to do those tasks in the morning so that I can be consistent five days a week.

Do you have anything you want to add?

Carl: What I want to add is that coaching

is something that a lot of agents may think that they don’t need; they think it’s not go ing to help them. My suggestion is to keep an open mind, just do it and see how far it can take you. I mean, everybody needs a coach for every phase of your life.

We’re in real estate. This is not just your work, this is your business, and if you want to grow your business, the best way to do it is to hire a coach that’s going to help you along the journey.

If I do what I’m supposed to do in the morning, that is my prospecting and lead follow up, the rest of the day is kind of just a great day.”

Geno D’Angelo started his real estate career in 2001 at the age of 18 while attending Oakland University. Although he sold 1 house his first year, he quickly dis covered a love for real estate, and knew it was something he wanted to truly master and turn into his career. Over the past 20 years Geno has put tremendous time and effort into growing his personal business, and in 2018 made the decision to grow to the next level, by bringing others into his world to train and develop by creating a team. Geno added a buyer’s agent with no in dustry experience, so when it comes to training and development, Geno had his work cut out for him. Yet after spending the year developing the agent, while also focusing on his own skills as a leader, together they closed 45 deals that year.

Knowing that there was more that could be done, Geno wanted to push further with his leadership skills and his own personal pro duction. This is when Geno began attending multiple Glover U coaching programs and events and in 2019 made the decision to pursue 1-on-1 coaching . After just 2 years of intense coaching and training, Geno add ed an admin to help leverage his business, developed her into one of his key business pillars, while also working on further devel oping himself and the team. Geno and his team went from 38 transactions in 2018 to 85 transactions in 2020.

Itching for more, Geno decided to leave his big box brokerage to start his own indepen dent brokerage, which brought forth new challenges of developing his own unique value proposition and recruitment strate gies. This move granted Geno more freedom to create a brand that really represented him, his goals, his vision and his team.

Throughout his journey, Geno has always been driven to succeed and having a team has allowed him to find a passion in teach ing and helping others achieve their best life through doing the same. This passion and drive with which he has led his team has tricked over to his passion and drive to help agents all over make large leaps of growth in their business through strategic leverage and immense action. When Geno isn’t on listing appointments or with his team, you can find him doing CrossFit, or diving into the next best personal development book.

GENO D’ANGELO

Glover U Coach

Contact geno@gloveru.com

MARKETING MASTERY

TEAM BUILDING

TAYLOR KERRIGAN: HOW TO INCREASE YOUR ONLINE REVIEWS

When I started working for Jeff almost a decade ago, our team had a mere 40 reviews on Zillow. It wasn’t that we weren’t providing strong custom er service, we simply were not asking for the cli ent to review us after the transaction. Each week, Jeff held me to the standard of improving our lead generation (see Gazette vol. 30 for a detailed expla nation) and naturally, that meant I had to improve our online presence if we wanted to capture more opportunities. As a solution, I created the Five Star Review Program, which we have been executing consistently for the last six years. We now have over 1,000 online reviews and we have the most positive reviews on Zillow in the entire state of Michigan. In addition to the obvious benefits of having more good reviews than your competitors, it’s also a strong signal to search engines that communicates trustworthiness and authority, thus improving search engine rankings.

Implement each of the following steps consistently, grow your online reviews, and grow your business.

Within 24 hours of closing, our Operations Team reaches out to the client to ask them to chat about their experience. We ask how they heard about us, to rate us on a scale of 1-10, and to expand on what

they loved and didn’t love. This allows us to screen each client and gauge the likelihood of a positive review. If they don’t verbally rate us well on the scale of 1-10, we have the ability to respond to their concerns and re-earn their business for the future. If the client rates us a 7 or above, they are invited to our Five Star Program.

The Five Star Program requires the client to write one review and copy and paste it on three different platforms. Our three platforms are currently Goo gle, Facebook and Zillow, but consider changing these up quarterly so that your presence grows in multiple online locations. We provide our clients with example reviews to encourage more thorough testimonies versus one or two lines. Once our client completes all three reviews, we send them an email with a $75 gift card to a restaurant of their choice (all options are restaurants we can easily purchase on Amazon and usually will arrive the same day or next day). Consider only offering gift cards to chain restaurants, so if your client moves to a new area, it’s likely they’ll still be able to redeem the gift card. Examples would be Applebees, PF Changs, Star bucks or Outback….Jeff always jokes that you can actually buy the entire Applebee’s menu with $75!

Once we receive the gift card from Amazon, we send it to the client with a hand written thank you card, from their agent, expressing gratitude for their business and their kind review. It’s important to have a spreadsheet or tracking system so you can be sure all clients are called (sometimes multiple times) and invited to participate, and more impor tantly, so that your client never has to follow up on the gift card once they have completed the reviews.

Since we’ve implemented this program within our own team, hundreds of transactions have been at tributed to positive online reviews.

At Glover U, we strongly encourage all of our coach ing clients to adopt the same system or something similar so that they can maximize their opportuni ties. If you would like to learn how to implement this program into your business on a deeper level (in addition to learning every other imperative sys tem for growing your real estate business), enroll in Systems of Real Estate, taught by yours truly.

FIVE STAR REVIEW

SYSTEMS OF REAL ESTATE

Learn how to create efficient and effective processes, achieve massive growth, and maximize profits. Run a profitable, scalable real estate business.

16-WEEK ONLINE COURSE TAUGHT BY

TAYLOR KERRIGAN

glover.com/systems

TAYLOR KERRIGAN

Taylor Kerrigan has been in operations with Jeff Glover & Associates and now Live Unreal Companies for ten years. Taylor started in her role as a Marketing Assistant and later tran sitioned to into every Operational role on the team; ultimately earning the title of Director of Operations. Her strengths include opening and growing new businesses as well as creat ing effective process and procedures for other Real Estate teams. She enjoys helping Assis tants and Directors of Operations reach their full potential and live an Unreal life.

Taylor is a Glover U 1-on-1 Coach and also teaches Systems of Real Estate, a 16-week on line course that helps agents and operations admin run a scalable and profitable real estate business. Learn more about the program and enroll at gloveru.com/systems.

John C. Maxwell

John C. Maxwell is a No. 1 New York Times bestselling author, coach and speaker who has sold more than 24 million books in 50 languages. He is considered the U.S.’s top leadership authority, and was identified as the most popular leadership expert in the world by Inc. Magazine

Each year, Maxwell speaks to Fortune 500 companies, presidents of nations and many of the world’s top business leaders.

See Him On Stage This January

Join John C. Maxwell at the Glover U Live Unreal Summit in Orlando, January 9-12, 2023. Maxwell is a keynote speaker at the event and attendees who upgrade to VIP status get to spend an extra 30 minutes with him in a smaller setting.

Get Your Ticket

You can learn more about the event and purchase tickets at gloveru.com/summit.

PROSPECTING BOOTCAMP

TOP AGENT INTERVIEW

Tell me a little bit about yourself.

Jennifer: I’m Jennifer Skulley. I am from Fenton, Michigan and I’ve been in real es tate for 19 years and I have been on Jeff’s team for 4 years. I run Jeff’s expansion orga nization in Genesee County, Michigan.

So you’re a producer, and you’re leading a handful of agents in that county. Tell us about what happened in the last year in your busi ness.

Jennifer: In the last year, my business has really changed. My mindset has changed drastically. I made the decision last year in November to hire a one-on-one coach, and

a lot of people might think, “Well, you’re on Jeff’s team, why do you need a coach?” And my answer is, “Because I need a coach.”

So that’s been the biggest difference. I’m on pace at this point to at least double, if not triple, my production from last year.

So last year, you did how many transactions and volume?

Jennifer: Last year I did 22 transactions and $6 million in volume.

How are you doing this year, as of August 1?

Jennifer: I’ve already closed 30 transactions for $10 million in volume.

You’ll probably end the year at 50-60 transactions. That is a big jump in one year. What else changed in your business?

Jennifer: The biggest thing that changed for me was my mindset and boundaries. I re member last year in November, Kate Simon said, “If you are doing things out of obliga tion, you need to really think about your life. If you’re responding and agreeing to do something, and it’s a reluctant yes, then the answer probably should be, “No.”

So I really started thinking about all of the things I was doing because I really wanted to do them or how many things I was do ing because I just didn’t want anybody to be mad at me.

Now you’re doing personal production and

you’re leading a small group that actually collectively will do just over 100 transactions this year.

Jennifer: We’ll probably do somewhere be tween 125 and 150 transactions this year with eight agents.

That’s big. And 60 units yourself. So how do you manage your day?

Jennifer: I have to own my morning. That’s the biggest thing. I’m in the office, typically between 8:30 and 9:00 am. I try to limit the “Hey, I have a question.” Greg Erlanger has taught me to empower my agents to come up with solutions first, so now when they have a question, it’s, “Hey, this is how I think I’m supposed to be doing this - is that right?” That’s helped to minimize the num ber of interactions I’m having throughout the day.

So it’s not like, “My time is more valuable than yours.” You’re actually empowering people to think differently.

Jennifer: Yeah, absolutely. They come to me now with solutions rather than coming to me with questions, which it’s forcing them to become better agents as well. Then it’s my prospecting and lead follow-up time. My prospecting and morning commitments are done by 12:00 pm. And then I can go on with my day or help who I need to be help ing and go into one-on-one coaching with the agents.

So what is your daily routine to generate busi ness? Where is your business coming from?

Jennifer: My business is mostly coming from my sphere of influence. So, I spend a lot of time taking full advantage of what our admin team will do for me as far as our da tabase and things like that are concerned. I call my database on a monthly basis, if not

I HAVE TO OWN MY MORNING. THAT’S THE BIGGEST THING.”

twice a month. I also host client events and I have an expired mailing program that I do.

Let’s talk about the database for a second. What are some things either you’re personally doing or the team is doing for you to help you with your database?

Jennifer: Our team offers options monthly for what they’ll do for our database. So, at least a third of my database is getting some thing physical every 30 days. I provide a list and those things go out. I’m calling my data base. I try to go through kind of alphabetical ly and do a couple of letters of the alphabet a week, whether it’s a text or a call checking in if I see something’s going on on Facebook. If someone got a new puppy, we’re calling, we’re sending a puppy box, and those kinds of things.

So, besides postcards and puppy boxes, what is it that you that physically gets sent out?

Jennifer: This month we sent out a Detroit Tigers box that had a baseball, a box of Cracker Jack’s and a card in there that said, “If you send me a referral, I will give you a set of Tigers tickets.” So, that way if they do send me referrals, there’s something going back to them.

So once a month, a box of something goes out? So like in March, it’s St. Patrick’s Day and April it’s April Showers or something?

Jennifer: February was a pizza kit. In July we sent a beach ball and sunglasses. And then I love getting those pictures texted to me or posted on social media that say, “The kids are playing with the beach ball and we’re having a great time.” All of those kinds of things are happening. My grandmother actually called me this morning and said, “Thank you for my Tigers box.” and people will think it’s strange that yes, I send it to my grandmother, but she has friends, she has neighbors, they stop by, and people know, so don’t discount that.

You also have clients that are very active in

your “Very Important Client” Facebook Group. Can you explain what that is?

Jennifer: All of our clients are allowed to join. I have one set of clients in particular that are raving fans, and I absolutely love that about them. I don’t think anything shows up at their house that they don’t post every time they get something. So I partici pate in that group and we give away tickets and other things, so I try to stay as active in that Group as any agent on the team as well.

So you are really loving what we talked about earlier: There are three ways you can get more business from a database. 1. Add more peo ple to your database and keep everything the same. 2. Add more value to the people that are already there. 3. Do both simultaneously. You’re doing that on a big scale and that’s a big jump that alone has probably been a big differ ence maker and why you’re getting more of that business from your database.

Jennifer: Definitely. It’s just a huge piece of things. 60% of my business is coming from my database.

I know another big chunk of your business is from your expired program, which you implemented several years ago now.

Jennifer: Yes, I have an expired mailing pro gram that I use. I have seven postcards that I send out. As soon as a listing expires, I send a postcard every day for four days, and then one goes out every week after that. The final one is a handwritten note that says, “Hi, I just wanted to check in. I’m sure you’ve been getting my postcards. Do you have any ques tions? Can I help you with anything in the market?”

That’s big. When I look at the success that you’re having as an individual, and also the success that your team is having - because you’ve got some great agents that are up-andcomers and they’ll be on this stage one day, maybe - what are you doing to get the most out of your team?

Jennifer: I am really just communicating with them. I meet with every one of them face to face for about 30 minutes every two weeks. We are looking at their business plan, going over where their business is coming from, what they’re doing and what we can be doing differently and basically, they’re leaving every week with one or two tasks that they need to come back to. So it’s, “This is what we talked about. Did you do it? Why did you? Why didn’t you? Where are we at with this? What was your result? And how are we going to implement a system to keep you doing this so we can move on to the next thing we need to add to your business?”

You’re essentially behaving not so much like a leader, more like a coach. Your one-on-ones and accountability, that structure is probably a big reason for their quick growth.

Jennifer: I think so. I think they would agree. So obviously you’re a high producing agent that’s on a team. What’s your response to people who ask you, “Hey, you can do this on your own. You’ve been doing it for 19 years. What are you doing on Jeff’s team? He’s not even in Genesee County.” What’s your response to that?

Jennifer: I will retire from Jeff and Associ ates. I’ve worked on several teams before and I can honestly say I never cry at work any more. This organization gives so many op portunities to its agents, and gives so many opportunities not just to grow your real estate business, but growth in leadership and in your personal life and those kinds of things. It’s something that I don’t want to re invent the wheel on my own. I don’t want to be responsible for the copier breaking, or I don’t want to do all of those administrative things that the operations team manages. I want to sell real estate, I want to pour into people, and this is where I’m able to do that.

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Laura Gillott, founder of Gillott Home Team, has built bulletproof systems in order to serve her team’s clients at a high level in the beautiful Willamette Valley of Oregon. Lau ra has put her 30+ year real estate career and experience to work building relationships, growing the team’s database, and systemiz ing client events with her team.

She is a consistent industry leader with a passion for serving her community. Gillott’s systems allow her team to be consistent ly ranked as one of the leading, if not, the #1 Realty team in Oregon. Their exciting niche for events and building relationships has resulted in a very high percentage of their business being from repeat and refer ral business, allowing her team to serve over 550 families annually! The Gillott Team’s passion is protecting clients and earning the honor to be their forever agents. Laura loves coaching her team and sharing her unique style of loving the database to have fun and serve people at a high level.

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JAMES HERN 2021 LIVE UNREAL RETREAT TRAVERSE CITY, MI

JAMES HERN

James Hern has been in the real estate business since 1995. His years of experience in banking and the mortgage industry gave him the perfect plat form to help and educate buyers and sellers on the entire buying or selling process. His approach is always to “serve first” and his mission is to exceed client expectations every time. The Hern Group is led by brothers, James and Michael Hern. Individ ually, they bring more than 25 years of experience in real estate sales, banking, the mortgage industry and construction.

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JUSTIN FORD-

I have been in the real estate industry for the last 17 years. I got into the mortgage business when I was 22 and went through the struggle of the mortgage industry. After the downturn happened in 2008, I ended up getting into short sales and loan modifications, which only lasted a few years.

I was already working with real estate agents and so I decided I want ed to become one. In 2013, I ended up joining Jeff Glover’s team as a brand new agent, and I had the privilege and the opportunity for three years, day in and day out, to learn everything we teach at Glover U today.

When I joined Jeff’s team, I didn’t know what to expect. I thought being a real estate agent meant you go out, you make a lot of money, you sell a lot of houses. And little did I know that Jeff’s team did things completely differently. On Jeff’s team, ev erybody had to start as Inside Sales Associate. Everybody had to start on the phones for 90 days before we could even meet with a seller or buyer. Be fore we could take a listing, we had to mas ter the phones. And Jeff gave me a simple and clear message from the start; he said, “If you mas ter the phones, you’ll be a great agent.” So naturally, I thought he was hiring me to be a telemarketer and I pushed back. He told me, “Justin, if you’ll trust me, you’ll find success in this business.”

I have gone through a ton of stuff in my life and I have a saying that helps push me through tough sit uations:

It’s not how you start, what matters is how you finish.

I want to accomplish three things with this article. Number one, I pray that when you’ve finished reading this, my story inspires you and gives you hope that you can accomplish your goals and live your unreal life, despite what you’re going through. Number two, I want to give you five keys to help you break free and break through from anything that’s currently holding you back from creating the success that you want to create, and live the life that you truly desire to live. Number three, with my story, I want to show you that it’s really not how you start. What matters is how you finish.

I didn’t grow up in a successful home, and although it was a decent home, my dad bat tled with alcohol and I had some struggles growing up. As a teenager, though, I was an honor roll student, and played high school football. I was actually a pretty good kid. My grandfather told me “Son, if you go to col lege, and if you stay out of trouble, I will give you my law firm.” And so as a good kid in high school, I ended up experiencing a lot of peer pressure and I started making a lot of bad decisions. I went from being an honor roll student focused on going to college and focused on creating something special for my life, to completely getting off track.

Between the ages of 17 and 19, I acquired eight misdemeanors and a felony. I sold drugs to undercover cops, overdosed and al most died, and got beat up by the police. My life was going down the drain. I was com pletely out of control and in a downward spi ral that I didn’t know how to escape.

Because of the way I grew up, I missed out on all the life lessons that kids should get from their parents. I was missing a dad in my

life to teach me what I needed to be taught. My parents divorced when I was two and I was missing love and appreciation and other things that parents are supposed to give to their children. So when I got old enough, I went out and looked for attention. I started doing drugs because I wanted to be cool. I went out and chased girls. I went out and be gan to make bad decisions because I wanted to be accepted. Little did I know, that need for attention plus that little bit of peer pres sure would ultimately lead me down the path to nearly losing my life. I overdosed and nearly lost my life. I was in a drunk driving accident and nearly lost my life.

You would think after any one of those things happening that I would want to change. The problem was, I didn’t know how to change. I wanted to change, I just didn’t know how to change. The lowest point in my life was yet to come.

One night, I was at a party, drinking and on cocaine and I had been up for 24 hours straight. Later on in the night, I was in a car with some friends and we got into a fight.

They kicked me out of the car and I was in an unfamiliar city. I had no idea where I was. The cops showed up and arrested me on the spot and took me to jail. At this point, get ting arrested was a regular occurrence, but I was so high and so drunk and so dehydrat ed that I thought I was going to die. I asked for water and they gave me a tiny Dixie cup with some water in it and they refused to give me anything else. To them, I was just some punk kid. That’s how they viewed me and that’s how they treated me. I was so de hydrated, I was so drunk, and I was so high that I thought I was going to die. I kept beg ging for more water from my jail cell but still no response. Finally, I took that little Dixie cup, dipped it in the metal toilet in my jail cell and drank the water from the toilet. This was the lowest point in my life and I knew it.

I got out of jail and went right back to the same lifestyle. I felt like I was in chains. I felt like I was so stuck. I felt like I couldn’t break free.

I got into a drunk driving accident and they took me to jail. I knew I was in trouble. I al

ready had another drunk driving accident on my record, plus the drug charges from other cities.

Two days after being in that jail cell, the guys told me they could still smell alcohol on me. That’s how drunk I was. I knew that if I didn’t change, I was going to die. As a matter of fact, my mom used to say that she was waiting for the coroner to call her to come identify my body. So in that jail cell, I prayed. I said, “God, if you’ll give me a sec ond chance, I’ll change. If you will let me out of this jail, I will change my life.” I was so serious about it. I went before the judge, this guy could have thrown the books at me hon estly, because of my long record.

He let me out. I didn’t have to pay a bond or a bail. He let me out.

I lived up to my end of the bargain. I hopped on a city bus and took it to a faith based homeless shelter in Pontiac, Michi gan. I said, “God, you’re giving me a second chance, obviously it’s for a reason, I’m going to live my life for you.” And over the course of the next five to six months, my life was completely changed. I became a Christian, and it changed my life. I want to share with you that we’ve all been through things and we all want to live an unreal life. Everybody in this room wants to be successful, but a lot of times there are things that are holding us back from really living the life that we want to live, holding us back from really going all in.

I want people when they see my life to say “You know what, it’s not how you start, what matters is how you finish, and with God, all things are possible.” If I didn’t go through those things, I would not be where I’m at to day. When I was a teenager, I got a girl preg nant and now, at almost 40, I’m actually a grandpa. Can you believe that? I went on to sell a hundred homes my first year in the real estate business on Jeff’s team. I’m a coach at Glover U. I started my own brokerage and still sell over a hundred homes a year myself, and I’m doing great things now. People ask me all the time, “Justin, how did you go from that to where you are today?” I still struggle and I still go through things, but here’s the amazing thing about success - anybody can be successful. There’s no secret sauce. Suc cess is a process and success is available for those who want it. All you have to do is just follow it.

I want to give you guys five key principles to breaking free and breaking through from anything that you’re struggling with right now. Keys are symbols of opening and clos ing locks. Locks and keys affect our lives in various ways. Sometimes a key means the difference between freedom and incarcera tion, or life and death. Maybe you’re not in a physical prison but maybe you have some things that are holding you back, that need to be unlocked. See, when I came out of that homeless shelter and became a Christian and began to turn my life around, although I was free from incarceration, I still had a lot of work I had to do.

Some of us have been really, really hurt. Some of us were abused. Some of us were abandoned by our parents. Some of us were bullied. Most people never go through stuff like that, but some of us do. We carry those experiences and that pain into our adult life. We’re trying to be great real estate agents, trying to be successful, trying to do all these things and yet on the inside, we’re in a jail cell. We really, really want it, but we’re stuck. See, we need specific keys to unlock specific things, in order to set us free from the things that are holding us back.

Maybe you can’t relate to my story but maybe your prison is self doubt. Maybe self doubt is holding you back from living your unre al life. Maybe it’s anger and you just don’t know how to be free. Maybe you’ve gone through divorce. Whether you’re a child whose parents are divorced or an adult going through an ugly divorce; divorce hurts. May be you struggle with jealousy. Maybe you see the people around you finding success and you’re jealous. Maybe you’re bitter. Or maybe you’re carrying unforgiveness from things that have happened to you or things people have done to you and these things are holding you back. Maybe you struggle with low self esteem. Maybe it’s addiction. Maybe you’re ashamed. Maybe it’s rejection. Lastly, maybe it’s fear. A lot of us struggle with fear. Fear of the unknown. Fear of success. Fear of going to the next level.

We need a key. Depending on what we’re struggling with in life right now, our key will

be different.

Key number one is discovering your pur pose. Martin Kip said, “Discovering your purpose is the most significant thing that you will do in your life and you, your loved ones, and the world will be better off because you went on this journey.” We were all creat ed for a purpose and it is our job to discover it. Our occupation is real estate, but what is our purpose?

Some of us are just going through life, kind of going through the motions, and we don’t really know what our purpose is. I remem ber feeling discouraged back when I was on Jeff’s team and Jeff encouraged me to dig a little bit deeper. I was making good mon ey, but money doesn’t motivate me. Money only motivates you until you have it. I told my wife I wanted to quit real estate. She said, “Justin, you can’t quit real estate. God told me you are called to make a difference in this industry and to share your story. If you can overcome and be successful, then they can too.” And my business just took off. Doors began to open for me. I became a coach here at Glover U, I started a prayer call within the real estate industry, I started a podcast, I be gan cultivating and building relationships, and I realize my purpose lines up directly with me being in real estate.

Your purpose is what you were created for. No one was created by accident. You have a very specific purpose that only you can ful fill. Some of us might not know what that purpose is, but it’s our job to discover it.

When I discovered my purpose, it changed everything. When I really began to discov er that God had a purpose for my life, it changed everything because I realized that my life wasn’t an accident. That there was really truly a purpose behind my life and maybe you’re not sure of what your purpose is, but let me tell you we have to discover our purpose and guess what happens when we really discover what our purpose is.

There are two things that will help you de termine what your purpose is. Number one, your purpose will help make the world a better place. And number two, your purpose will be helping people in some way. That’s how you’ll know. We have to discover our purpose. That’s a key.

All of us have some type of story. We can’t be ashamed of our story because if it can help one person get through something, it was

worth it. We have to share our story. Every thing I went through, including drinking out of that toilet, was worth it. My story has in spired people and it’s helped people.

What’s holding you back from living your unreal life? Maybe it’s unforgiveness and bit terness. Whatever it is, you have to discover what is holding you back.

Key number two is to forgive people. I strug gled with this one. I carried so much bit terness and unforgiveness toward my mom, my dad was abusive, I was bullied as a kid, I got that girl pregnant and she was mentally abusive. I had so much bitterness on the in side. I realized I had to forgive people. The action or process of forgiving or being for given is a conscious, deliberate decision to release feelings of resentment or vengeance toward yourself, another person or group that has harmed you, regardless of whether they deserve your forgiveness. Forgiveness is not forgetting, nor does it mean condon ing or excusing offenses. Some of the people you’re carrying bitterness and unforgiveness for are no longer alive, and it’s been holding you hostage.

John Hopkins actually states that whether it’s a simple spat with your spouse or long held resentment towards a family member or friend, unresolved conflict can go deep er than you may realize. It may be affecting your physical health. The good news is that studies have found that the act of forgive ness can reap huge rewards for your health, lowering the risk of heart attack, improving cholesterol levels and sleep, reducing pain,

blood pressure and levels of anxiety, depres sion and stress. There is an enormous phys ical burden to being hurt and disappointed. Chronic anger puts you into fight or flight mode. Forgiveness calms stress levels, lead ing to improved health.

This industry is already stressful enough because of how busy it is and how it goes. The last thing we need is increased risk of health problems and it’s tied to when we car ry bitterness and unforgiveness in our heart. Forgiveness is the only way to dissolve that link and be free. These things are a direct re lation to what’s holding us back from living an unreal life.

Catherine Ponder said, “When you hold resentment toward another, you are bound to that person or condition by an emotional link that is stronger than steel. Forgiveness is the only way to dissolve that link and get free.”

The thing about unforgiveness and bit terness is that usually the person you’re holding it against has no clue. When I was in my twenties, I really let my dad have it. I lashed out and told him how I’d felt through out the years. You know what he said? He said, “Son, I’m so sorry, I never knew you felt that way.” But for the longest time I carried that inside me and it held me back. Unfor giveness and bitterness keep us bound. For giveness is a key.

These things that we hold inside and strug gle with are keeping us from advancing for ward. My encouragement to you is, no mat

ter how hard it is, go forgive the people that hurt you or harmed you. It’s going to be diffi cult to find success. Being free is not going to be easy, but I can tell you it will be worth it.

Key number three is freedom from fear. Fear is an emotion induced by perceived danger of threat which causes psychological chang es and ultimately, behavioral changes such as fleeing, hiding or freezing from perceived traumatic events, a distressing emotion aroused by impending danger, evil or pain, whether the threat is real or imagined, the feeling or condition of being afraid. The fears that we face most of the time are not even real. But fear holds most people back.

On the first day of Prospecting Bootcamp, I always ask the class, “What are some of the things or the limiting beliefs that are holding you back from prospecting regularly?” The number one answer I get from the class is “fear of rejection.” Fear. Why do we fear it? Why do we fear a stranger telling us “no.” Knowing that picking up the phone can lead us to opportunities that can give us the in come to ultimately live the life that we want to live, what are we afraid of? It’s not fear of the seller rejecting you. It’s really not. Some thing happened in your life that is causing that fear and you might not even know what it is. What fears are holding you back from living your unreal life?

Key number four is to understand and trust the process. A process is a series of actions or events performed to make something or achieve a particular result, or a series of changes that happens naturally: a proceed ing or moving forward progressive course. When you want to accomplish something great, you need to become that person. Most people get so discouraged with the process that they quit. Most don’t understand the process and the purpose of it. When I was in that jail cell twenty years ago and God showed me this life, I was not ready. I had to go through the process.

When my wife and I were newly married, I got into the mortgage business and the mort gage business crashed, we went from six figures to no figures overnight, we lost our house to foreclosure, we lost both of our cars to repossession, and we went through bank ruptcy. We didn’t have anywhere to go and we couldn’t even pay for a moving compa ny. My wife was under so much stress from our situation that her entire body broke out in hives and she had to go to the emergen

cy room. I’ve gone through so many hard times, even after the jail cell and I couldn’t understand why it was so hard. None of it made sense. I asked my pastor why it was so hard. He said “Justin, character is not a gift, and character is not something you can pray for. Character only happens when you go through tough times.”

You can’t fulfill your purpose without going through the process. Character only devel ops after you survive the hard times. In order to evolve into the person you need to become in order to fulfill your purpose, to be success ful, to live an unreal life, you’re going to have to go through some things. I call it the pro cess highway.

Just because things are hard right now, just because you’re going through things right now, doesn’t mean you’re doing something wrong. It doesn’t mean that you’re not in the right place. You’re being processed; you’re being prepared. This highway will be filled with roadblocks and detours and unknowns. These things are meant to prepare you for who you need to be in order to fulfill your purpose. Rather than looking at your past with negativity, view it as an experience helping you to build your character. Some body in your future is waiting to hear your story. Somebody in your future needs you to become who you were created to be. It’s not going to be easy. Success is hard. Living an Unreal life is hard. If it were easy, everybody would be successful. Alternatively, being mediocre is hard. Never living and fulfilling your dreams is hard. Never becoming the mom or dad that you want to be is hard. Nev er becoming the husband or wife you want to be is hard. One of them leads to reward and one of them leads to regret. So choose your “hard.”

I have the privilege of sharing my story, but it’s been hard. I made a decision early on that quitting was not an option, plan b was not an option, and I committed to changing the trajectory of my family line, and creating a legacy for my kids and grandkids. I decided I was going to be a world-changer, and I didn’t care if I had to go through hell and high wa ter. I don’t care what I have to go through. I’m going to win no matter what. And that’s what I want to encourage you to do. Decide right now that you’re going to do anything to become the person you need to become be cause somebody needs you. Somebody needs you to share your story. Somebody needs you to live your Unreal life so they can say, “If

they can do it, I can do it.”

We have to understand and trust the process rather than going through it with our heads down, depressed and discouraged. Lift your head up high and know that it’s not how you start, what matters is how you finish.

“Grapes must be crushed to make wine. Diamonds form under pressure. Olives are pressed to release oil. Seeds grow in dark ness. Whenever you feel crushed, under pressure, pressed, or in darkness, you’re in a powerful place of transformation.” - Lalah Delia

So if that’s you, congratulations. You’re right where you need to be.

Key number five is mentorship, accountabil ity and coaching. This is the most important key for me. Mentorship is a relationship between two people, where the individual with more experienced knowledge and con nections is able to pass along what they have learned to a more junior individual within a certain field of life. The more senior individ ual is the mentor, a wise and trusted coun selor, teacher or coach, and the more junior individual is the mentee.

When I came out of the homeless shelter, God began to put specific people in my life to help me develop into the person that I need ed to be. Those four other keys are great. We have to unlock those things. But we’re not called to do it alone. You are not called to figure this out alone. I’ve had some amaz ing mentors and coaches in my life and if it weren’t for those people, I wouldn’t be who I am today. I wouldn’t be speaking on stages in front of hundreds or thousands of people, I wouldn’t be teaching classes, I wouldn’t be coaching agents, and I wouldn’t be contrib uting articles to industry publications.

In 2013, my family and I were on food stamps. When I joined Jeff’s team, I didn’t realize that God was going to use Jeff as a key in my life. A key that would unlock some things in me, a key that would help me to become successful and teach me things that I needed to learn in order to be successful. He became a key in my life and helped me to go from eating beans and rice to where I am today. He helped change my life. Jeff told me something when I left his team to build my own brokerage. He said, “Justin, I hate to see you go, man. It’s super difficult to succeed selling homes at a high level and be a bro ker and run a business. It’s really hard to do

both.” And I said, with a smile, “I’m going to show you.”

A couple years later, I walked back into Jeff’s office and I said, “Jeff, you were right.” I went to my first Glover U Summit in January of 2019. I realized that what I was missing was mentorship, accountability and coaching. At the end of that three day conference, I knew exactly what I needed to do. So, I walked up to Kate Simon after the event, handed her my credit card and said, “Sign me up. I need accountability.” And I hired Kate.

On my first coaching call, Kate said, “Justin, what are your goals for 2019?” I said, “I want to sell $10 million.” She said, “Ok, what do you need to do in order to sell $10 million?” I said, “I need to be on the phones, prospect ing from 8 am to 12 pm, Monday through Friday. She said, “Ok, what’s your penalty if you don’t show up and do what you’ve committed to doing?” I gave her my credit card and gave her permission to charge $100 dollars to an organization that I hate, that I would never support. So, I said, “If I don’t show up everyday at 8:00 am with my head set on, logged into my dialer, you have per mission to charge my card.” Kate never had to make a donation. I didn’t do $10 million that year, I did $15 million. The following year I did 125 transactions for $31 million. I went from $5 million to $31 million in two years because of accountability and mentor ship. There are things in life that cannot be unlocked without this key.

Without the right people in your life holding you accountable and helping you become who it is that you want to become, there’s a great chance it’s not going to happen. Today, I have multiple coaches in every area of my life. I understand the power of coaching and mentoring.

I didn’t know that Kate was going to be a key in my life. And our relationship would develop way beyond just real estate. She helped me with things outside of real estate that developed me into who I am today. This organization, Glover U, is more than just a coaching company. This organization is a key to unlock things. If it wasn’t for this or ganization, I would not be where I am today.

Always remember, it’s not how you start. What matters is how you finish.

A NOTE FROM JUSTIN -

“Jeff, I’m so grateful for you. You have been a key in my life and I wouldn’t be who I am today if it weren’t for you. You have played such a significant role. I want to give you this key because I want you to know, you’re more than just a business owner, you’re more than just the leader of this organization; you’re a key. And God has called you to unlock people to live their unreal lives. I want you to remember that you’re a key.

Kate, you’ve been an amazing key in my life. God sent you into my life when I was going through so many difficult times and for that, I am so grateful. God used you in such an amazing way to help me become who I am today. And when you look at this key, I want you to remember the role you played in my life and that you’re a key to every single person, and that you are called to unlock people to live their unreal lives.

Coaches, you are keys. When you see these keys I want you to know that it’s more than just coaching. The lives that have been changed because of what we have here at Glover U - we’ve unlocked things.”

- JUSTIN FORD

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“This is a sales skills training. You walk away with not just the fluff, but the ‘how to’ and withe what’s going on in the market, the timing couldn’t have been better. I saw our agents start to do things they weren’t normal ly doing, like multiple open houses over the weekend, calling expireds, stopping into for sale by owners. It’s time to bring it into your team or brokerage.”

- Larry F.

“It’s much more in depth than most trainings. This is the actual meat and potatoes of what Jeff’s team does and it’s very easy for me to take and im plement with my own team. It’s huge for my team members but it works for everybody and all roles in real estate. I’ve seen a huge increase in productivity and daily activities from my team, just during the six weeks alone.”

- Troy C.

“The experience has been fantastic. This is my first training class where I’m actually walking away with so much information. I’m so excited to im plement this into my career. The homework was great because it kept me focused and on track when we weren’t in session and it got me into a real routine. These classes were so impactful. I’m walking away with amazing material and information.”

- Tara A.

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I began in digital mar keting before digital marketing really ex isted. I started in 1993 when domain names were free. You could get whatever .com, .net, .org, you wanted and pay nothing for it. Because, why would you have a website? In those days, my part ners and I, and my very first internet compa ny, registered some domain names, and one of the ones that we registered was budweiser. com.

A few months later, we got a phone call from Anheuser Busch Brewing. And they say, “We would like to build the very first ever website for the brand of Budweiser and it says here, that you young gentleman have that domain name, and we would like it back.” So we ne gotiated it, and at the end of this negotiation process, my partners and I sold budweiser. com to Anheuser Busch in 1993, for 50…cas es of beer. It was literally written in the pa perwork, “Bottles, not cans.” So things have changed a lot since then, in my life and my business, living that unreal life. This is one of the greatest Glover-isms, “What we do deter mines our success, not the market.” I couldn’t agree more, not just in your business, but in any business.

I have made 15 or so residential real estate purchases in the last 20 years. It’s not that I’m a huge active, savvy investor, I’m just impa tient and restless. So I’ve done a lot of transac tions. Two of my best friends are professional real estate agents. There are approximately 1 million agents and there is zero perceived dif ference among you in the marketplace. That’s just the truth, and that’s a problem.

If you want to be the best listing agent in your town, people need to know something about you other than the fact that you sell real es tate. If that’s all they know about you, you have already lost this game.

Jeff Glover told me about how he set this goal of selling 100 homes every year for 10 years straight. What an unbelievable business foundation. My career started a little differently.

I’m going to help you put into practice something that you already know to be true. The best way to grow your practice, the best way to grow your revenue, the best way to live an Unreal life is for your clients to do it for you.

All we’re talking about here is referrals and word of mouth, which you already know is incredibly important in your business. Howev er, the data show that only 1% of businesses have an actual word of mouth strategy. I can guarantee you that very, very few of you have an actual written down, defined strategy for creating word of mouth in your communities.

It’s not just you, it’s all businesses. We take it for granted. We just assume, hey, if we run a good business, and we take care of our cli ents, and we save them some money, or show them nice properties or sell their property in the time allotted, then people will naturally talk about us. We have completely gotten it wrong. We have some how convinced ourselves that competency creates conversation. But

it doesn’t. Competency is what allows us to be in business. It doesn’t create conversations.

Those conversations are what get you more listings, in addition to the other work that you’re doing with calls per day and calls per hour and database work and social media. But the best way to get listings is for somebody to call you and say, “I’ve heard of you. Could you please list my property?” This isn’t about the market. This isn’t about real estate. It’s about human psychology. All people all around the world - whether it’s Michigan or Florida, or Albania or Alaska, it doesn’t matter - all human beings are wired psychologically in their head the exact same way. We are wired to discuss things that are different and ignore things that are merely acceptable.

There’s a difference between reactive word of mouth and proactive word of mouth. Reactive word of mouth is when you’re at dinner with some friends and the conversation becomes real estate. There fore, somebody may recommend you because that’s the topic du jour.

If you’re good at this business, you will get that.

I want to give you a recipe for creating proactive word of mouth, which is far more powerful. Proactive word of mouth is when you’re at dinner with the same friends. And the conversation is about sports but however you will say, “Let me tell you this thing that happened to me when I was working with my real estate agent recently.” The word of mouth is so powerful, they introduce it into the conversation, re gardless of whether the conversation is about real estate at all. That’s “proactive” word of mouth.

That’s what allows you to leapfrog your competition in any market in this world. Fundamentally, this is the truth: to create conversations and get more listings, you have to give your clients a story to tell. And that story is not, “you bought a house, you sold a house.” We need a talk trigger. A talk trigger is an operational choice that is designed to

create conversations. It’s not really marketing, it’s actually operations that creates a tremendous marketing advantage for you in your com munity.

We have all experienced talk triggers in our lives. Take CVS, for exam ple. When we make a purchase at any CVS Pharmacy in the United States, it doesn’t matter whether you’re buying a pack of gum or 1,000 pills of diabetes medication, or anything in between, we get a receipt that has got to be about six to eight feet long. How is it this long? A guy posted on twitter that one of the blinds broke in his bedroom and he replaced the missing blind with his CVS receipt. Some of you may have experienced the absurdly long CVS receipt. I do want to point out though, the power of word of mouth and referrals. This is a fairly good example. His post received 256,000 likes and his account only had around 170 followers when he posted this.

THE 4 REQUIREMENTS

I’m going to teach you the four requirements of a talk trig ger. When you create the talk trigger for yourself your bro kerage or practice. All four of these must be true.

ONE: REMARKABLE

Your talk trigger must be remarkable. The definition of remarkable is “worthy of re mark.” It has to be a story worth telling. I talked about the fact that people discuss things that are different and ignore things that are acceptable. Therefore, your talk trig ger has to be different enough that people are like “that’s outside my frame of refer ence. I want to tell someone else about it.”

So even simple things, simple gestures that you’re used to doing in the operations of your business can be a talk trigger if you just put a twist on it. You can do the same thing but make it remarkable.

TWO: REPEATABLE

Your talk trigger must be repeatable. What I mean by this is it should be experienced by all of your clients. If you’re trying to maxi mize conversations about your business, you want to maximize the number of people who can have that kind conversation. So if you truncate who experiences your talk trigger, you reduce the overall pool of word of mouth that you can create about yourself in your community. Skip’s Kitchen, for example, is a hamburger restaurant in Sacramento. They specialize in burgers. The burgers are good. However, before you pay, the counter person whips out a deck of playing cards from behind the counter and fans them out face down in front of you. If you pick a card and you get a joker, your entire meal is free. Whenever a patron picks a joker, they go ab solutely ballistic - you’d think they won the lottery. And, of course, they’re putting it on Instagram and Facebook and wherever else, spreading the word about their experience at Skip’s. Only a few people win but everybody gets to play. This “marketing” tactic costs Skip’s one free meal once in a while, in exchange for viral word of mouth. I’d say that’s worth it.

FOUR: RELEVANT

ad and

sales and marketing department.”

THREE: REASONABLE

Your talk trigger must be reasonable. If I want somebody to tell stories about me, I need to do something powerful, something grand, some thing noticeable, something that’s going to knock their socks off. And actually the opposite is true. When you give your customers something that is too big, it actually reduces conversations because it feels trans actional and forced. So don’t think you’ve got to give away something huge. DoubleTree Hotels famously gives every guest a warm chocolate chip cookie. They have an actual oven behind the desk. This cookie has a tremendous impact on their business. Before the pandemic, they were handing out 75,000 chocolate chip cookies a day. According to research, one third of their guests have told somebody a story about that chocolate chip cookie. That’s 25,000 conversations per day about a cookie. When’s the last time you saw an ad for a DoubleTree? Probably not recently. That’s because DoubleTree spends less on advertising than any other hotel chain in their price point. The cookie is the ad and the guests are the sales and marketing department. The same can and should be true for you. Don’t overshoot it - make it reasonable.

Your talk trigger must be relevant. It works best if it makes sense in the context of who you are and what you love. Jay Soffer is a locksmith in New York City. He’s the highest rated lock smith in New York City and, in fact, he’s one of the highest rated businesses of any kind in New York City. And that’s because he has a talk trigger. When he finishes whatever it is that he was hired to do at your house, your business or wherever, he executes a thorough, com prehensive security audit of the premises. He checks every lock, every door, every window and gives a report of the level of safe ty along with recommendations of what needs fixing and how to fix it, where necessary. And he does it for free. Every other lock smith in New York City offers the same service…for $149. He does it for free every time. Locksmith – security audit. Relevant. Now, you might be thinking, “Ok, that makes sense, but a hotel chain that hands out warm cookies?” There are 22 hotels in the Hilton Family of Brands. Each of them have their own brand position ing, because they want to avoid, as much as possible, competing directly against one another for customers because it’s a very inefficient use of corporate re sources. So each of the Hilton Hotels has their own brand positioning. DoubleTree Hotel is “The Warm Welcome”. They want to be disproportionately good at that seven minutes of time between when you set foot in the hotel and when you set foot in your room. They want to be really good at that, so they spend more time, money, effort and lobby design than most hotels at that price point. They train the front desk people more than most hotels at that price point and the warm cookie is a huge part of that. Because as most of you who have experienced it know that it’s not just a pile of cookies under a glass dome, there is in fact an oven. And they pull it out of the oven and put it into a paper sleeve and they hand it to you. The hand to hand pass is absolutely required because now it becomes a tactile sensation as well. You can smell it, you can feel it, you can see it and you can taste it, and all of those start to trigger conversations about it. Warm cookie – warm welcome. Your talk trigger needs to make sense to your clients. It’s not an elephant walking down Main Street.

“The cookie is the

the guests are the

THE 5 TYPES

All right, we’ve learned the four requirements of a talk trigger. The four things that must be true for your differentiator, the thing that’s going to make you the best listing agent in your town, to work. I’d like to share with you the five types of talk triggers. The five different styles of this approach. Come up with one of these five and make sure the four requirements are applied to it.

ONE: TALKABLE GENEROSITY

Talkable Generosity. This is when you sim ply give your clients more than they antici pated. The free cookie falls under generosity. The free security audit is generosity. Pick a card and when a free meal is generosity. This is the one that you will see most often in the wild. It’s not necessarily superior. You’ll just see it most often because it’s usually the eas iest to think of, and in some cases, the easiest to implement in your business.

TWO: TALKABLE SPEED

Talkable Speed. This is when you are just noticeably faster than your clients expect. Today, we live in a weird time where speed is often interpreted as caring. 53% of clients will hire whomever contacts them first. It doesn’t matter what you do, it doesn’t mat ter if you’re good. If you contact them first, you’re going to get one out of two, every time. So you can engineer your business, you can engineer your life, you can engineer your whole company to be faster. Paul and Tim Bodnant are a small accounting firm in Indi anapolis. There are 42,000 accounting firms in the United States with ten or fewer employees. They all do exact ly the same thing. They charge exact ly the same thing. A lot like the real estate industry. How do you decide between them? Well, Paul and Tim have something like 75 five star re views on Google,

as an accounting firm! They’ve engineered their business to respond to every client via phone or email within five minutes. If you look at their Google reviews, they all say I cannot believe how fast they are. And of course that’s what the reviews say! What else would a review about an accounting firm say? You just have to engineer your busi ness accordingly. Sometimes, the best way to be fast is to just be proactive, instead of being better at being reactive. Glen G. is the highest rated oral surgeon in the New Jersey tri-state area because of how he handles his patients, and how that creates conversations about him in the community. Normally, peo ple pick an oral surgeon based on proximity. That’s probably not the best way to choose medical care, wouldn’t you say? I asked Glen if he was the best oral surgeon and he said, “No, I’m not the best.” He said, “No, I’m re ally good but there are better surgeons out there. Here’s how he does it. Every Friday, his office staff gives him a list of names and phone numbers, and on Saturday, he calls each of those people just from his own cell phone. The conversation goes like this: “Hi, this is Glenn. I’m your oral surgeon, I understand that you’re coming to the office for the very first time next week. Before you get here, do you have any questions that I might answer?” Those of you who have had any kind of oral surgery procedure in your life know that they might call you the night after the surgery to check and see if you’re bleeding to death. And that’s about it. Glenn told me that 75% of his patients mention this phone call when they’re in the chair. He’s lit erally got hands in their mouth, and they’re like, “Thanks for callin’ me, doc!” Every sin gle day, someone calls his office and says, “I have to drive nine miles out of my way. I have to pass up four other oral surgeons. But I want you to be my doctor because you’re the one who called my friend Shirley before she ever came to the office.” What else do people have a ton of questions about? Real estate. Could you answer those questions be fore you are asked, and create a talk trigger? Yes.

“Sometimes the best way to be fast is to just be proactive instead of being better at being reactive.”

THREE: TALKABLE USEFULNESS

Talkable Usefulness. This is when you are just more helpful, informative, useful than your clients expect and anticipate you to be. I have this principle that I want to tell you about called the uncertainty gap. The un certainty gap is the distance between what you know (about the market, about schools, about crime, about restaurants, about neigh borhoods, about builders, about loans, etc.) and what your client or prospective client knows. One of the best ways that you can grow your business and create conversations is to close that gap. To close that gap, I wrote a book about this one called Utility. There’s actually a real estate version of it on Kindle called Utility For Real Estate. The idea is to take everything you know and just give it away, one bite at a time. Joe M. does this. Joe is featured in the book Utility For Real Estate. He’s a realtor in Tallahassee, Flori

said, “I’m a little confused. Because it seems to me like you are giving people exactly what they need to not hire you.” He said “Jay, I understand why you think that. But what you don’t understand is that people get to about page 13 and they say, “Boy, is it hard to sell a home on your own.” It’s his number one source of clients. He not only gets those clients, but he gets everyone in their circle. Close the uncertainty gap. It doesn’t have to be a 63 page PDF, there are lots of other ways to do it. The idea is that you connect with people that you know, or maybe people that you’d like to know, and or people who are in the same geography. You don’t have to be ev erywhere. Just be super useful somewhere. Just close the uncertainty gap.

right. Anybody who says the client is always right has never run a business. Empathy means the ability to understand and share the feelings of another person. Spotify has an amazing playlist called “Mixtape Spa ghetti”. It’s actually created by Barilla Pasta. The dried pasta company realized that their clients were challenged by making spaghet ti pasta, so they made these mixtapes where you put the pasta in the boiling water, you hit play on the playlist and the second the songs are over, you take the pasta out, and it’s per fectly done. Genius. That’s understanding and sharing the feelings of another person. Every time you’re talking to a client or pro spective client, or a spouse or a child or a friend, it’s always empathy first, information second. Because in most cases, they don’t care about the information at all. They just want to know that you see them. Every inter action with every client or prospective client gives you the opportunity to use dispropor tionate empathy to create conversations and grow your business. There is nothing in this world more stressful to your clients than the business you’re in, other than medical pro cedures. I think you forget that because you do it every day. It’s not stressful to you. It’s easy for you to forget that because it’s your life, but it’s not their life. So, the more you can understand and share those feelings, the more you create stories and those stories are what get you more listings.

da. He’s got a little bit of a different business model. He only represents sellers. He doesn’t do buy side at all and he mostly focuses on the lower end of the market. Many of his clients do not have a ton of equity in their home. Consequently, what are they think ing? FSBO. They’re thinking, “How can I save money?” And they try to list their home themselves. Now, almost every agent has a website with a page that says something like, “Now, what you shouldn’t do is try to list your home yourself. Because we have 25 years of experience in this business, we can help you and you should definitely not do this yourself. You should hire us to do it.” They try to convince them not to go For Sale By Owner. Joe M. does the exact oppo site. He wrote a 63 page, downloadable PDF, put it all over his website for free. It’s called, “How to sell a home on your own in Flori da.” It is exactly that. A step by step - here’s what you do first, here’s the paperwork - it is a masterclass on FSBO. I called Joe and I

FOUR: TALKABLE EMPATHY

Talkable Empathy. This is when you just care more about your clients than they think you should. This is one that I wouldn’t even have suggested to you a few years ago. But some where along the way, we lost our way and we find ourselves where we are here, which is in an era of empathy deficit. In business, in life, and certainly in politics, the default setting is no longer to treat people with kindness and dignity and respect. But I will tell you, it also gives you a tremendous opportunity to grow your business and live an Unreal life. Because your clients and my clients don’t expect that from anybody anymore. We have taught them to not expect it. So when they get it, they notice it and they talk about it. Empathy doesn’t mean the client is always

FIVE: TALKABLE ATTITUDE

Talkable Attitude. Talkable attitude is when you’re just a little more irreverent, a little more interesting, a little more weird, a lit tle more wacky, just a little more different. But again, it has to be contextual and has to make sense. Now, I will say that talkable at titude is the hardest one to pull off because sometimes it’s hard to be unusual and irrev erent over the long term. The bigger your business is, the more agents or colleagues that you have, the harder it is to make that stick, because it suits some people but other people it doesn’t. So this one can be really, really effective and powerful but it can also be a little bit challenging operationally, just in full disclosure.

“You don’t have to be everywhere. Just be super useful somewhere.”

TWO QUESTIONS

I’D LIKE YOU TO ANSWER:

ONE:

What are you known for right now? If some body were to describe your business in three words, what three words would they use? Because what you’re known for now can be the raw materials that become toxic.

TWO:

What are the important steps in your client journey? What kind of agent are you? What are the things that really matter? Is it paper work? Is it listing agreements or consulta tion meetings?

a client or prospective client, send them an email or some touch like, “Have you told anybody about your experience with us? If yes, what did you talk about?” That’s how you know it works.

Then, what you want to try and do is fig ure out how you apply your talk trigger to an important part of that journey. So then, once you’ve developed a talk trigger, the best thing I can recommend is to test it. So you extend that talk trigger to your clients and prospective clients for the next 30 days, or every fifth client or however you want to kind of test that group and then what you want to see is, are people talking about it? There are two ways to test that:

1. Observed talkability. Do they actually say it to you? Do you see it in reviews? Or do they leave it in an email or voicemail? Do you see evidence of the conversation about it?

2. Ascertained talkability. After a few days or weeks after you have an experience with

The best way for you to grow is for your cli ents to do it for you. If you want to be the best listing agent in your town, you’ve got to do all the procedural marketing things. Let the people who already know you tell oth er people about how amazing you are. The problem in this industry is that there are a million of you, and on the client side, we don’t understand how any of you are any dif ferent from each other. So, you have to give them something. And it’s not customer ser vice. Competency doesn’t create conversa tions. Competency is what allows you to stay in this business. When 300,000 people quit this business in the next 18 months, com petency will allow you to keep doing this, and will allow you to be at the Live Unreal Summit in 2025. But to create more conver sations, and to get more listings, you’ve got to give the people in your community a story to tell about you.

That story is not there in the real estate business. It’s got to be something more. That story is called your talk trigger and I am pumped to see what you come up with. Because of the fact that you’re here at this Live Unreal Retreat, the fact that you’re part of Jeff Glover’s amazing system, and the fact that you’re putting in this kind of time, mon ey and effort in your own professional devel opment tells me all I need to know about the people in this room. It tells me that you have the drive, desire and ability to create an actu al talk trigger that sets you apart on that path toward unreal life.

Contact us for a complimentary 25 minute coaching consultation and strategy call. We’ll review your current business structure, volume, vision and goals. Together, we’ll outline a plan and start you down the path toward your Unreal life!

At the end of my second year as a real estate agent, I connected with Jeff Glover and Glover U and really learned how to create a sustainable business model that did not limit my income to my time worked, but to systems and efficiencies created. I think I’ve just about taken every training course they offer and have learned so much about running a business that I am really seeing a side of business that I never even dreamed possible. AND my income has nearly doubled every single year just by doing the work and consistently im plementing the things I’ve learned!!!

This is a long post to just give credit to a few that

it is due for. Jeff, you have made such an impact in my world. I’m living a life that totally allows me to be a blessing to everyone I come into contact with, which was always my mission. But the tools you have given made it more than a thought. It is truly a reality now. One of the reasons I call my team “The Dream Team” is because we are going to live the life we once dreamed about, and em power others to do the same! It’s our commitment to the Live Unreal model and to take your vision to the next level.

You are appreciated and this is my FIVE STAR re view!”

“IF YOU WOULD HAVE TOLD ME 5 YEARS AGO THAT MY LIFE COULD BECOME WHAT IT HAS BECOME I WOULD’VE CHALLENGED YOU...