GRIT: The Real Estate Growth Mindset Episode 139: How Jeff Glover Structures His Team for Real Estate Excellence
In this episode of GRIT, Brian Charlesworth, founder of Sisu, talks with Jeff Glover of Glover U, Michigan's #1 realtor for nearly a decade. Jeff takes listeners on a tour of his daily life, managing a high-volume listing schedule while also leading one of the top real estate coaching programs in the nation. He discusses his entry into the real estate world and how he has managed to stay on top through both booming and challenging times.
At the Glover Agency, where a team of over 25 agents sells more than 1,000 homes each year, we asked Jeff about the secret behind their success. Jeff tells us it boils down to maintaining professionalism in every aspect of the work. From scheduling appointments to conducting follow-ups, and managing team structure, everything is streamlined and held to a high standard.
Throughout the episode, Jeff emphasizes the critical importance of maintaining a pipeline of potential listings and how he manages to secure multiple new properties each month. He shares detailed strategies for lead generation, client engagement, and closing deals, which have all contributed to his reputation as a leader in real estate sales. Jeff also discusses the importance of personal development and continuous learning, which he integrates into his coaching to empower other real estate professionals.
Top Takeaways:
(2:46) The two most important factors in a successful transaction
(3:32) What’s the one thing you must achieve every day as an agent?
(4:24) Why is having a daily goal important for real estate agents?
(5:13) How does dressing to impress impact your clients?
(8:04) Where do team leaders usually find their best recruits?
(9:30) How can real estate teams reduce turnover?
(13:39) How can buyer's agents attract more clients?
(16:07) What two changes led to a 75% conversion rate?
(22:45) Why our coaches are required to sell real estate actively?
(28:05) Why is the met-to-signed ratio crucial for listings?
(31:23) Anticipating the real estate market’s next big shift
(32:00) How to prepare for a surge in expired listings
Listeners will also hear Jeff's perspective on the future of real estate and how adapting to technological advances and market shifts is crucial for sustained success. His insights have actionable advice for both novice and experienced agents, making this a must-listen for anyone interested in elevating their real estate career.
About Jeff Glover
Jeff Glover has been Michigan's #1 realtor for nearly a decade, known for his deep understanding of the local market. He leads the Glover Agency, a top-performing team of over 25 agents that sells more than 1,000 homes annually. His team has been recognized as the "#1 Top Workplace in Michigan" by the Detroit Free Press and a "Cool Place to Work" by Crain's Detroit. Jeff is renowned for his strong negotiation skills, effective marketing strategies, and emphasis on building client relationships. He also focuses on empowering agents and fostering a collaborative team environment.
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