Level Up - From Agent to Entrepreneur

A lot of agents and teams feel like their business is “stable” because they’re getting a steady flow of leads from referral companies, portals, and third-party sites. And honestly, on the surface, it does feel safe: leads come in, you call them, you close a few deals, and life moves on. But here’s the part most people don’t say out loud: if your entire pipeline depends on someone else sending you leads, you’re not actually in control of your business. Your income is tied to whatever those companies decide to do next. You’re giving up 30–40% of every check, and you’re trusting that the tap won’t suddenly get turned off, reassigned, or doubled in cost. That’s not stability, that’s dependency disguised as consistency. And because it feels easier, a lot of agents lean even harder into buying leads. They think it’s the answer to a slow month or the “fix” for not having their own lead-gen system. But buying leads doesn’t solve the problem; it just keeps you stuck in the same cycle. The only real solution is learning how to create your own leads, so no company, no policy change, and no algorithm can decide how much business you’re going to have next month. So how do you take control of your lead flow? In this episode, we break down how to move from being at the mercy of lead companies to building something you actually control. We get into the lead-gen channels that still work, the overlooked power of your database, and why the real goal isn’t just collecting contacts, it’s building an actual audience that pays attention to you. Things You’ll Learn In This Episode You can’t build a stable business on someone else’s lead flowReferral companies can shut off or reassign leads at any moment. How do you stop outsourcing lead gen and start owning every lead you create? Your database isn’t enough; you need an audienceA list gives you names; an audience gives you influence. How does your business change when people actually look forward to your market updates? Traditional lead gen still works Expireds, FSBOs, circle prospecting, open houses…they’re still gold mines. How differently do they perform when every contact automatically becomes part of a long-term nurture engine? Consistency beats cost every timeHow does such a simple communication rhythm end up producing more listings than any paid referral program? About Your Hosts Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience they are looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC. Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market. Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/ Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

Every average agent wants to know what top producers are doing differently to get their results. They’re in the same market, dealing with the same obstacles, and working with the same number of hours, yet somehow, they keep pulling ahead. Over the years, we’ve noticed clear patterns: top producers share the same habits, and struggling agents share the same mistakes. The contrast couldn’t be clearer. Top producers don’t rely on luck or talent; they rely on discipline. Their edge isn’t in the big things; it’s in the small, repeatable actions that make up their daily routine. But it’s not just about structure; it’s also about boundaries. There’s a rhythm to how top producers move through their day; a structure that keeps them focused while everyone else is reacting. What do top producers do every single day? How are they so effective with their time management? In this episode, we’re breaking down what a real top producer’s day looks like, the routines, time blocks, and mindset shifts that separate consistency from chaos. Things You’ll Learn The day starts the night beforeTop producers don’t wait for the morning to get organized; they close out the previous day with reflection and a plan. How do you make preparation part of your routine? Prioritization drives everythingTop producers focus on the handful of calls and conversations that actually move the business forward. What does your version of a focused day look like? Structure creates freedomThe best agents know exactly when their day ends, and that clarity makes them more productive. How do you use time blocking to draw the line between work and downtime? Time blocks keep chaos outLead gen, follow-up, research, and even thinking time are all scheduled and protected for top producers. What time blocks could make your business feel more consistent? Host Bio Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC. Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When real estate agents struggle, the first thing they do is blame the market: the interest rates, the inventory, the leads. But the truth is, that’s not why agents are failing. The truth is simpler and more uncomfortable. Most agents fail because they overcomplicate what actually works. They treat real estate like a hobby, showing up when they feel like it and wondering why their results are unpredictable. They think they are following up and nurturing leads, when all they are doing is notifying people. What does it take to win in a slow market? How do you align your habits with the success you want? In this episode, we break down the hard truths about why agents fail, and what separates those who last from those who leave. Things You’ll Learn In This Episode Overcomplication kills performanceAgents often add layers of busywork to justify their commissions. What would happen if you focused only on the actions that directly lead to appointments? Treat it like a business, not a hobbyMost agents have no real plan or structure. How does your day change when you start thinking like an entrepreneur instead of an employee? Structure beats hustleWorking “24/7” isn’t a badge of honor; it’s a lack of boundaries. How does consistency in your schedule create both results and freedom? Conversations = closingsThere’s still a direct correlation between the people you talk to and the deals you close. How would your year look if you built your day around that one rule? About Your Hosts Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has received professional training from coaches such as Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC. Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market. Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

For many new agents, the top producers in the office are intimidating. Their success feels out of reach; it’s something you’ll never accomplish yourself. But for some agents, those same people are motivating. They’re proof that it can be done, and they become the standard to chase. Emilee Mosso went from wanting to be like those agents to achieving success in her own right. And at 23, she’s done $10 million in volume, and this is just the beginning. How did Emilee turn her goals into a reality? How did she move past some of the places that keep agents stuck? It starts with showing up before you feel ready, asking for help instead of guessing, and treating every “no” as practice for the next “yes.” In this episode of Level Up, the Century 21 Blackwell agent shares the mindset and approach behind her success. We also unpack how to learn from the right people, move through rejection without losing momentum, and develop the habits that make you a top producer. In the beginning, you take the no’s personally. Now, when someone says no, I just think I’m closer to someone who will tell me yes. -Emilee Mosso Things You’ll Learn In This Episode Consistency compounds faster than talentHow does showing up, especially on the days you don’t feel like it, quietly build the kind of momentum that skill alone can’t? The hidden advantage in rejectionWhat shifts when “no” stops meaning you failed and starts meaning you’re still moving forward? Why agents really fear listingsMost agents stay buyers’ agents, not because they can’t handle listings, but because rejection from a seller feels personal. How do you push through that fear and build real leverage on the other side of it? The value of proximityHow much faster can you grow when you surround yourself with people who’ve already done what you’re trying to do? Guest Bio Emilee Mosso is a licensed North & South Carolina real estate agent at Century 21 Blackwell. Emilee loves listening to people's needs in the real estate market to find a way to best serve them. Serving others is a passion of hers. She serves on the Spartanburg Board of Realtors Governmental Affairs Committee, the Community Service Committee as the Vice Chair, and the Public Relations Committee as the Chair. She is a founding member of South Carolina's Upstate chapter of Women's Council of Realtors. Emilee is also a member of Kiwanis International, where she serves her local Spartanburg Kiwanis club on several committees and as a board member. She is also a team holder for Alex's Lemonade Stand Foundation, a non-profit organization dedicated to fighting childhood cancer. Real estate was just a dream for Emilee at the young age of ten. When she heard her parents sharing their criteria, she quickly discovered Zillow, and a real estate fire was lit inside of her, and she has worked to make it come true. Every day, Emilee strives to help someone with the buying or selling process. In 2022, she was awarded the Quality Service Award for her dedication to her clients, as well as the "Rising Star" award. Connect with Emilee on Instagram and Facebook. About Your Host Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holme,s and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC. Guest Host Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest-producing agents in South Carolina and in

Some agents think market data is just a bunch of MLS stats to throw into a listing presentation. Just absorption rates, days on market, and sales ratios that you check off like a box. But it’s actually one of the most powerful persuasion tools you have. Market data shifts the conversation from opinion to fact, from convincing to guiding. It builds your confidence, gives clients a clear picture they can’t argue with, and it helps you close more deals. The truth s, too many agents hide behind generic terms like “the market is slow” or “inventory is high.” Those phrases don’t move clients; they confuse them. Without specifics, your advice sounds like just another opinion. And in a market where clients are bombarded with opinions from social media, friends, and Zillow alerts, opinions don’t close deals. Facts do. How do we turn raw numbers into stories that help clients? How does that lead to more closings? In this episode of Level Up, we show you how to use numbers to set expectations, have better conversations, overcome objections, and close more deals. Things You’ll Learn In This Episode Facts beat opinions every timeWhen you let the market data speak instead of your own opinion, clients stop arguing and start listening. What happens when you shift from convincing to simply presenting the facts? The one number that tells the whole storyAbsorption rate reveals both demand and supply in a single snapshot. How does knowing this metric instantly change the way you talk about the market? Painting a clearer picture with specificsTelling a seller “the market is slow” falls flat, but showing them that 90% of listings are sitting unsold hits home. What does that do to their pricing mindset? The three-price strategyPresenting sellers with three time-based pricing options sets expectations before the listing ever hits the market. How does this keep you from endless price-reduction battles later? About Your Host Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holme,s and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC. Guest Host Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When most agents think about negotiations, they picture being pushy, holding firm, and “winning” the deal. But the problem is, being so focused on winning can actually create the ultimate loss for the client and you. The majority of deals aren’t lost because of price. They’re lost because of poor communication between agents, between clients, and in how we present offers in the first place. Negotiation isn’t about arm-wrestling the other side into submission. It’s about finding common ground, keeping emotions in check, and making sure every party feels heard. Sometimes the best deal isn’t the highest offer or the lowest price, it’s the one that saves your client from bigger losses down the road. What subtle language shifts prevent client resistance? Can delaying a decision lead to better outcomes? In this episode of Level Up, we pull back the curtain on what kills negotiations, and the counterintuitive strategies that save deals most agents fumble. Things You’ll Learn In This Episode The “best deal” isn’t always the highest priceSometimes protecting your client means selling lower or buying faster to avoid bigger losses. How do you spot when the smartest play isn’t the most obvious one? The psychology of being heardClients don’t need to win every point; they just need to feel listened to. How can a simple shift in how you acknowledge their emotions keep negotiations from collapsing? The pause button strategyWalking away for a night can be more powerful than pushing for a yes in the moment. Why does “sleeping on it” so often turn dead deals into signed contracts? Don’t get tunnel vision on priceTerms, timelines, and conditions often carry more weight than numbers. How do top negotiators use these levers to close deals that most agents lose? About Your Host Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC. Guest Host Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When the market shifts in real estate, you can go from the high of your best year ever to the low of wondering if you’ll ever sell a home again. You’re showing up, doing the work, and checking all the boxes. But during a downturn, the quick wins of a hot market disappear, and suddenly, effort doesn't equal results. This is where most agents spiral. They panic, pause, or start changing everything. But the real danger isn’t the market. It’s how you respond to the silence. Because when things slow down, the most tempting (and most costly) mistake is to stop doing the very activities that used to work, just because they’re not giving you immediate ROI. So, how do you push through a slump? How do you keep showing up when it feels like nothing is working? In this episode, agent Lauren Buckler shares how she went from a $10M year to a brutal 8-transaction stretch, and how she rebuilt her business without changing strategies. Your objections will always transform because that market’s always changing. You have to keep up. -Lauren Buckler Things You’ll Learn In This Episode The comeback equationWhen your business tanks, the average agent pivots. Why is it smarter to double down on the same activities? Stop using stale objection handlersOur scripts have to evolve with the market. How do we make sure we’re using objection handlers that match what’s actually going on? Cold calling isn’t a phone gameGetting over our fear of cold calls isn’t about better scripts; it’s about controlling our energy before we ever touch the dial. How do we do this? Don’t get motivated, get boredHigh-performers don’t win because they feel inspired. What actually drives them? Guest Bio Lauren Buckler has been a Realtor since 2020. Being of service to people has always been in her nature and is one of the reasons why she chose to become an agent. And why not for one of the most meaningful purchases of their life? Clients love her integrity, honesty, how thorough she is, and that she will go above and beyond when necessary. Lauren moved from NEPA with he​​r husband, Adam, six years ago to make living by the beach a reality. In her spare time, she enjoys jet skiing, hiking, biking, camping and traveling. She has already been enjoying the environment and energy at the office and looks forward to taking her career to the next level. Follow Lauren on Instagram. About Your Host Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest-producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a lifelong student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Five years ago, Anthwon Thomas had a small, scrappy real estate team of just 2 or 3 people. No leverage, just hustle, heart, and a belief that more was possible. Fast forward to today, and that same small operation has grown into a thriving team of 20 to 25 agents. They’re not just holding steady in a tough market. They’re outpacing it. While many agents and teams have seen production shrink by 10 to 15%, Anthwon’s team has increased its production by 47%. So, how does that kind of transformation happen? What does it take to go from solo hustler to true team leader? In Anthwon’s journey, there are lessons every agent and aspiring team leader can learn about what it means to level up. Because it’s not just about adding agents, it’s about building a culture where people can thrive. It’s about systems, standards, and structure. It’s about showing up not just as a top producer, but as a coach, a guide, and an example. In this episode, Anthwon opens up about the mindset shifts, leadership challenges, and personal growth it took to go from agent to owner. In our market, sales have been dropping 10-15% year-over-year. Since 2022, we have increased our production by 47%. -Anthwon Thomas Things You’ll Learn In This Episode The how but not the willGreat team environments provide all the tools an agent needs to thrive, but not the will. How do you know that an agent has what it takes? How to grow in a shrinking marketIn a market where sales are dropping by 10-15% year-over-year, how has Anthwon’s team increased production by 47%? How to fail forward Team leaders often fall into the trap of stepping out of production too fast. How did Anthwon turn that breakdown into a business breakthrough? Guest Bio Anthwon Thomas is the Founder of Silver Lining Real Estate Group. After watching his mother run a successful business by providing great customer service, Anthwon knew he wanted to do the same. After finding his passion in Real Estate over 9 years ago, he quickly realized there was a great lack of customer service in the industry. To continue to provide the type of high-level customer service he wanted to give, he needed to build a team. Thus, Silver Lining Real Estate Group was born! Since 2015, Silver Lining has helped over 800 families across Indiana. Follow @anthwonthomas on Instagram. About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Ask most real estate agents what roadblocks are keeping buyers from moving forward, they’ll say interest rates, inventory and a lack of true motivation. If you ask the buyers what’s holding them back, you’ll hear a completely different story. It has less to do with what’s actually going on in the market, and more to do with what the agent isn’t doing. Many buyers are just moving through the funnel, and they just need an agent to guide them towards actually getting into a home. Agents aren’t asking the right questions, getting past the smoke screens, building rapport and being strategic about next steps. We’re not truly listening to the lead so we can find out what they need to move forward. The result? A low buyer lead conversion rate and less revenue. How do we fix this? How do we see past objections about interest rates? In this episode, we talk about what you need to do to increase your buyer lead conversion. About Your Hosts Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC. Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches. Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/ Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

In real estate, 80% of newly licensed agents fail out in the first 2-4 years - but this doesn’t need to be the case. The first 2 years in real estate can be tough, but that doesn’t mean you can’t succeed. In fact, plenty of brand new agents are able to start selling homes in their first 90 days in the business. The high failure rate often has nothing to do with the agent themselves, and more to do with the environments they choose. How do you choose a brokerage that sets you up for success? What tools does an agent need to start closing deals quickly? In this episode, I share 3 main reasons why agents fail out in 2 years and how to prevent this. About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Whether you’re brand new to real estate or you’re an experienced agent looking to do more deals, there’s only one way to grow your listing business. Even the most successful mega listing agents had to follow the same formula in order to increase their transactions. If we commit to doing the right things consistently, the results we want will show up. Most agents don’t work the process or they don’t follow the process long enough, so when they don’t get the results, they think something is wrong with the process. If we want a booming listing business, we have to get really comfortable with making calls, having conversations, and getting enough reps in to become experts. That also requires us to deal with the rejection, failure and frustration that comes with getting good at this job. What do we need to do everyday to become a mega listing agent? How do we increase our conversion? In this episode, we talk about the process of becoming a top producing agent. If you haven’t connected the dots between what you do everyday and what brings you what you want, you’re not going to be committed to it. -Brendon Payne Things You’ll Learn In This Episode Follow the process and the results will show up Most real estate agents are so focused on the final outcome - more listings - but why do we have to focus more on the process? The power of the clock-in-clock out mentality Average agents think having set working hours is restrictive but does it actually give us the freedom that leads to success? They don’t know you Mega listing agents have had thousands of challenging conversations and faced rejection over and over again. How do you stop taking that personally and use it to build your skill and confidence? About Your Hosts Brendon has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches. Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

There are two kinds of real estate agents. The average ones who thrive when the market’s good, and the ultimate agents who dominate no matter what’s going on the market. While other agents complain about high interest rates and low inventory, the best agents maintain market share - in fact, they can even increase it in the toughest times. These ultimate agents are defined by 13 non-negotiable skills that lead to sustainable and duplicatable results. In this market, there’s no winning without having the best listing presentation possible, curating our online presence carefully, exceptional negotiation, and rapid response to leads. How do you perfect your presentation skill? How do you become a better negotiator? In this episode, we’re continuing with our list of essential skills an agent needs to have to succeed regardless of market conditions. Most listings are lost before you even walk in the door. You have to know up front what you’re walking into - no surprises. -Abe Safa Things You’ll Learn In This Episode Know everything before you walk in the door Agents think the listing presentation starts at the kitchen table, but it actually starts at the front door. What mistakes make you lose the listing right from the start? Become the ultimate buyer converter Winning buyers is about rapid response and narrowing the gaps between contacts. How do we implement this? Curate your online footprint carefully Everyone’s Googling real estate agents before they even call them. How do you make sure your online presence leads to more listings? About Your Host Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! Want To Level Up Your Production? (and live anywhere in the Carolinas) Check out www.gregharrelsoncareers.com Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/