We also cover:
- How your mindset affects your conversion rate
- How "speed to lead" will determine the quality of the lead
- How often you should follow-up to get higher conversions
- How you communicate makes a huge difference
- What you're saying could be the difference between converting or not
- Why listening and asking follow-up questions is so important
- And much more!

In this episode, "The Truth About Lead Quality", Greg, Jeff, and Frank dive in deep about lead quality and how to convert more leads into sales!

Here are a few things we cover:

- How your mindset affects your conversion rate
- How "quick you respond" will determine the quality of the lead
- How often you should follow-up to get higher conversions
- How you're communicating makes a huge difference
- What you're saying could be the difference between converting or not
- Why listening and asking follow-up questions is so important
- And much more!

In this episode, Greg shares how he nurtures and delivers value to his database – from prospecting, getting email addresses, staying in touch, tagging/segmenting prospects, and marketing to them – it’s important to put in the work NOW to build a foundation for the FUTURE!

We also cover:
– How to continually grow your database
– Importance of segmenting and tagging your database
– How to do niche marketing to your database
– How to generate more listings from your database using different tools & marketing
– Follow-up scripts
– How to create valuable content for your database so they’ll reach out to you
– How to get email addresses and contact info from all prospects
– How to leverage your database to dominate your market
– And much more!

In this episode, Greg Harrelson shares how to set yourself up for success in 2019! 

It’s important now, more than ever, to have a plan when the market shifts due to economic, technology, or business model changes. Through persistence and consistent follow-up, learn how you can prepare yourself and take advantage of the changing real estate market in the upcoming year!

We also cover how to:
- Bring certainty in an uncertain market
- Plan ahead and change your habits for an upcoming shifting market
- Take advantage of market changes to grow your business
- Create marketing & sales plans to keep you competitive
- Compete with the discount brokers Have a good follow-up process in place when sales time broadens
- Develop the right mindset and be consistent
- Use workflows to automatically follow up with leads
- Work your database and deliver something of value
- Roleplay with your team to develop knowledge and confidence during an uncertain time
- And much more! 

We'd like to thank Myrtle Beach, SC, real estate broker, Greg Harrelson, for joining us on this hangout.

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

In this episode, Jose shares how he went from 9 sales per year to 110 sales per year. He also shares how he’s able to focus on the right people at the right time to convert more business from his COI and all his lead sources!

We also cover:
-Lead sources
-Systems & processes
-Follows-up strategy & cadence
-Scripts & the importance of roleplay
-Training & real estate events he attends
-Marketing & content strategies
-And much more! 

Here are some timestamps to help you navigate to the section that will help you the most:
01:15 Introduction to Jose Luiz 
02:25 Progression of transactions - 9 homes to 110 homes a year
04:05 How Jose became a listing agent
04:30 Jose shares how real estate events and coaching influenced him
06:43 Leveraging time by hiring an assistant
07:30 Buyers vs. Sellers - 60% / 40%
07:55 Jose explains how his team is organized
08:30 What sources Jose is using to generate leads
11:18 Jose shares the script and process he uses to work his COI
12:00 How Jose uses the Real Geeks system and CRM to follow up with his COI
14:00 Jose shares his video marketing strategy
14:45 Key items that Jose’s mentor taught him 
18:30 Jose shares his journey of how to produce video content
20:40 Jose shares his main source of seller leads 
22:00 Jose shares how he gets a competitive edge over other agents
22:50 The importance of practicing your weaknesses
23:57 How Jose generates business from probates
25:20 Jose shares how often he follows up 
26:00 Jose shares the “conversation list” he uses when following up with his database
29:05 How sold searches and market reports helps Jose generate more business
29:50 How Jose leverages his CRM to set more appointments
30:55 How Jose works FSBO’s
31:10 Invest in the way you communicate with people 
32:36 The importance of role-playing - twice a day, six times a week
34:20 Working through objections
34:55 How and when Jose transitioned from a buyer to listing agent
36:05 How Jose developed the drive and mindset to improve himself and his business
37:27 Reinvesting profits and commissions into real estate
38:00 How to bring more value to your sellers with a marketing plan of action
41:45 How to invest your money back into your business and practices 
43:45 The importance of coaching and networking at events 
48:47 How Jose stays focused and keeps his momentum going
49:40 What Jose needs to do to take his business to the next level
51:00 Retargeting web traffic on Facebook 
53:45 Treat every conversation with your sellers like a presentation

We'd like to thank Ventura County, CA, real estate agent, Jose Luiz Morales, for joining us on this hangout and sharing how he is crushing it! 

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

Join us for the next Keeping It Real, with Eric Robb of Atlanta, GA, and see how “Eric Sold 45 Homes in his First Year”.

Having sold 45 homes in his first year as a single agent, with a volume of $14MM in production, Eric will share the different lead sources and processes he is using to build more business from his database and online leads.

Eric will also share how he decided to become a single agent after being part of a large successful team.

Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show.

In this episode, a group of top producing real estate agents travel to our headquarters in Dallas, TX to discuss how they’re leveraging the Real Geeks platform to generate more business.

Join us on the next Keeping it Real “How Jason Sold 135 Homes in his 1st Year”.

Having sold 135 properties in his first year in the business, Jason Simard is going to share the 12 principles you MUST do to succeed at this level!

See how he takes massive action in his business and is able to stay focused on a handful of simple things and not get paralyzed by over-analyzing and over-complicating things.




Jacky, one of his business partners, will be joining us on this hangout, to share his insights as well. Be ready to take notes and learn a lot as we dive into how Jason runs his business!

Join us for the live, 100% educational Keeping it Real event with myself and my co-host Frank Klesitz with Vyral Marketing. It will be a great show.

We catch Josh and his team setting appointments live! He gives us a tour of his office and introduces us to his marketing and administrative team. Learn how they are going to close 450 sales this year and manage 70 to 100 listings at any given time… by providing amazing service to their clients.

You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

00:00:00 Highlight Overview
00:01:15 Jeff Introduces Josh
00:02:15 Josh explains the Redding, CA market
00:02:50 Josh’s team Structure
00:03:18 Josh explains the agenda & goals of his weekly team meetings
00:04:20 Josh begins full walkthrough & introduction of his administrative team
00:04:38 Senior Escrow Manager (on the seller’s side) explains her role
00:07:22 Escrow Manager (on the buyer’s side) explains her role
00:08:36 1st Listing Manager explains her role
00:10:18 2nd Listing Manager explains her role
00:15:20 Executive Assistant explains her role
00:16:57 Administrative Assistant explains her role
00:17:27 Marketing Manager explains his role
00:18:17 2016 Goals (450 closed)
00:19:00 Josh shares how his team is on track to achieve their goals, & their numbers YTD
00:19:25 Josh shares his best source for getting listings which are his past clients & COI’s
00:20:00 Josh explains how he follows up
00:22:03 Josh explains how he works each lead source such as expireds & FSBO’s
00:22:41 Josh sets an appointment with an expired listing
00:27:47 Josh prospecting with an expired listing
00:37:34 Josh sets an appointment with an expired listing
00:38:37 Josh explains his lead sources for buyers
00:39:24 Buyer specialist (Kevin) sets an appointment
00:43:35 Buyer specialist (Erik) sets an appointment
00:48:35 Josh shares how he & his team use the Real Geeks website his SEO strategy
00:49:35 Josh explains how his buyer’s agents are using the Real Geeks CRM to follow up
00:50:49 Josh explains how he manages & tracks the productivity of his buyer’s agents
00:51:27 Josh explains the email drip system & market updates he sends to his clients
00:52:32 Josh explains how his administrative staff helps him manage so many listings
00:56:50 Josh & Jeff both discuss the importance & influence of being trained by Mike Ferry
00:58:57 Josh shares how he prioritizes getting price reductions by evaluating his inventory
01:00:00 Josh shares how he is a Mike Ferry trainer
01:03:30 Josh talks about his highly leveraged producer’s model & the mindset it requires
01:05:03 Josh shares his daily schedule
01:06:54 Josh discusses keeping his skills sharp by role playing daily
01:07:25 Josh role playing
01:12:15 Josh discusses training his sales team to overcome objections
01:12:49 Closing remarks

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks. http://www.realgeeks.com