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7 minute read
DYLAN DUCKWORTH
from Live Unreal Magazine
by gloveru
NOTHING ELSE MATTERS
UNTIL YOU’VE ANSWERED THIS ONE QUESTION. PERIOD.
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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?
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
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 responsible for others if you can’t take responsibility for your own lead generation first (if you have unlimited funds, you are the exception). This goes for independent models, interdependent models and dependent models. I mean, who would honestly choose to work under you if you are asking people to do something that you are not willing to do yourself. 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 credibility, 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 either 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.
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 “YOU DON’T NEED Now that you just set a listing appointment, treat it as such! Do not mistake this as a personal gatherTO LEARN HOW ing. Your primary directive is to get a listing. So, thoroughly prepare for the appointment. Take them through the entire process. TO SERVICE THE Be sure to follow our listing presentation script, present the price, and then ultimately close for BUSINESS UNTIL 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 YOU’VE MASTERED include a copy of your past client testimonials in the listing folder. You’ve just embedded the idea of EARNING THE selling in their minds, maybe they were pleasantly surprised to see the equity they’ve saved in their home, or maybe you’ve earned BUSINESS.” 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 challenge me if you feel differently on this topic. Let’s get to it,
Time to get off my soapbox and into a seller lead generation strategy I bet you haven’t tried: Coach Dylan Duckworth
NEW COACH
Dylan Duckworth lived in the Twin Cities Metro of Minnesota for 20+ years. Growing up with his whole family in Real Estate, Dylan learned his negotiation 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 entrepreneurial 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 attending Minnesota State University, Mankato, for Marketing – Dylan entered real estate as a dual career agent. Beginning as a Marketing 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 increasing 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 management, 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 Clinic 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 attributes 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 responsible for recruiting, retention, and agent development. Notably, Dylan implemented an updated Agent-In-Training program which accounted for about 33% of the team’s total units and volume monthly, several culture-based retention programs, and recruited nearly 48 agents. After Dylan’s success with Jeff Glover & Associates, he took on an additional sales role with the fastest growing 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 Leadership Council which represents 1,500+ LGBTQ associates internationally. As a relentless disruptor, Dylan’s mission is to ensure 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 improved 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 people, training/coaching philosophy and knowledge 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 needed more. More accountability, new business ideas that fit my skills, contract negotiation advice, lead generation strategies, and overall 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.” KRISTINE N. | 1:1 CLIENT
DYLAN DUCKWORTH
Glover U Coach