In this episode, Greg Harrelson shares how to generate more business from your database!

Watch as 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 - Greg explains the importance of putting in the work NOW to build a foundation for the FUTURE!  



Podcast available on iTunes and Stitcher.

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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! 

Here are some timestamps to help you navigate through the episode: 

00:01:36 Greg shares how he constantly grows his database daily
00:03:15 The importance of informing influencers so they look at you as an authority
00:04:29 Greg shares the phone script he uses to get emails to add to his database
00:07:36 Jeff shares the script he uses to generate more business from his database
00:08:07 When a prospect is set up on a sold search with RG they’re also sent market reports
00:09:40 The importance of setting contact goals
00:10:37 Prospect not to sell a home BUT to get yourself exposure
00:12:00 Building a database vs. Monetizing a database
00:14:35 Leverage your tools during conversations to increase the return on your time
00:15:15 While prospecting, monetize the “no’s” by adding value 
00:16:35 Using technology to nurture your database 
00:17:00 Ideal frequency and touch pattern for database follow-up
00:19:00 How to use multiple channels to stay in touch with prospects
00:20:20 The importance of tagging and segmenting your database
00:22:15 Content must be custom and relevant to the recipient compared to generic content
00:22:41 Greg shares how he segments his database and the content he sends to them
00:27:50 The importance of PUTTING IN THE WORK & to build your database
00:28:00 It’s easy to make money but it takes hard work to build wealth
00:29:30 Greg shares the email content he uses to inform & motivate prospects to make decisions
00:31:30 The importance of focusing on what you’re giving NOT what you’re getting
00:32:50 The value of sharing data and your interpretation of market info to your prospects
00:35:16 Greg shares the content he uses for Facebook ads
00:36:36 Greg shares his CPL for leads generated from the RG Facebook Marketing Tool and landing prospects on the home valuation landing page
00:40:29 Frank shares example marketing video content 
00:40:50 Greg shares how he uses video content to generate more business
00:42:11 The power of video to create relationships with your prospects
00:44:33 Frank shares an affordable video marketing product
00:45:00 Frank shares how Vyral Marketing can help market to your prospects
00:47:00 Greg shares how the consumer inspires him in the content that he creates
00:47:27 How to get content ideas using Google autocomplete
00:48:17 Frank shares how to scrub archive lists before sending E-Blasts
00:49:54 Q & A

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:

Published on Mar 7, 2019 under


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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success



In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

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Transforming Your Success into Their Success

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Creating a Schedule

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Buying this Year vs Next Year

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Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

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Agent Utility Belt


This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

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