From 27 Transactions to Hundreds: The Path to Listing Excellence with Thomas Elrod

In today’s episode, Jeff is joined by a special guest, Thomas Elrod. Thomas has been in the Glover U world since the beginning, and today he’s a top producing agent in North Carolina. Early on, he was able to grow his business from 27 transactions to over 100 in 1 year, and in this episode, he shares the key strategies he implemented at a really high level since 2013. 
 
Today’s market is starting to look a lot like the market Thomas got started and succeeded in, so his insights on becoming a really great listing agent couldn’t have come at a better time. You’ll learn about the mindset, activities, and habits he put in place to win clients, and how to turn 1 transaction into multiple opportunities. 
 
We also discussed:
The key car sales skill Thomas brought into real estate
The difference between water skiing and scuba diving in our conversations 
How to protect your commission in any market 
Why our health has to line up with our business’s

 
Quotes 
 
Sellers are looking for a proactive agent, not a reactive agent. -Thomas Elrod
 
Ego stands for Edging God Out or Eliminating Growth Opportunities. -Thomas Elrod 
 
In this business you’re not going to be successful everyday, but by doing this business everyday, you’re going to be successful. -Thomas Elrod
 
When you run to the things you don’t want to do, that’s where your growth gets accelerated. -Thomas Elrod 
 
The happier you are, the better you feel the more productive you’ll actually be, and the better at conversion you’ll be. -Jeff Glover  
 
Key Points 
 
Door knocking the homes around your just-listed or just-sold property can actually lead to more listings. If someone has listed and sold a home, it will trigger action on the part of the people thinking about selling. There’s probably someone in the neighborhood thinking about moving soon, and you can capture that opportunity by simply reaching out (and letting your seller know that’s what you’ll be doing). 

 
Every listing can potentially give you up to 7 checks:

 
The seller sells
The seller buys
The seller refers a friend
Sign calls
Open houses
Internet leads 
The seller becomes a returning client and sells later 
 
Now that the market has shifted, people are starting to respect traditional low-tech methods of generating business again. Many brands are investing in direct mail, because it now feels more personal than emails and social media. This perfectly lines up with what’s happening with our lead generation efforts. In this market, the value of marketing declines, and the value of prospecting increases, so you’ll see a drop in the ROI of billboards, radio and social media. This is why perfecting your traditional prospecting skills is so critical right now. 

 
When you pay for a prospecting tool, marketing resource, coaching program or anything else to improve your business or yourself, you’ll feel the pain of a monthly check more than the pain of one lump sum, and this will influence the energy you put towards implementation.