How Jeff Glover’s team took 93 expired listings in 90 days heading into January

Jeff Glover00:04

When I look at the last 90 days of our listings taken, 93 were from expireds. 93 expired listings taken. This is expired season. We’re seeing more and more homes come off the market right now than we saw all spring. In most markets, you have more expireds in the last 90 days than you had in the first six months of the year.

00:24As we know, this is why we use Vulcan 7, the expireds have raised their hand. They’ve said, “We’ll pay a commission.” They raised their hand and said, “We’ll put a sign in the yard.” This is our time to shine using a product like yours because of how many homes are coming off the market right now. So we’re building our listing inventory, so that way when we enter into 2024, we already have a strong group of sellers that are under contract with us, which will help us start the year strong.

Loida Velasquez01:02

What’s going on everyone? Welcome back to a brand new episode of Vulcan7 Coaches and Mentors, where we bring you some of the top in the business coaches, mentors, and agents, and they come to us and give you their tips and strategies so that you can implement them immediately in your business. Now, as we’re heading onto the new year, in today’s episode, we’re gonna be covering the most important things that you need to be doing in the month of December, and especially in January.

01:31So make sure to get your pen, your paper ready, because you’re gonna be taking a lot of notes. So with that being said, I wanna bring on today’s guest, Jeff Glover. Jeff, welcome.

Jeff Glover01:40

All right. Hey, hey, thanks for having me.

Loida Velasquez01:43

Yes. So for everyone that’s watching that might not be familiar, go ahead and tell us a little bit about yourself.

Jeff Glover01:49

Sure. Well, name’s Jeff Glover. I’m from Detroit, Michigan, and I’ve been listing and selling real estate now for 21 years. This May, I entered into my 21st year, and in those 21 years, 19 of them I have spent coaching, training, and mentoring agents. So I was very fortunate to get the opportunity to run a real estate office after only having two years of experience.

02:11A lady by the name of Cathy Schweitzer hired me to run one of her offices at 20 years old. Now, later, by the way, I found out that they were getting ready to close the office, so they didn’t really have a lot to lose anyways by taking a chance on me. That’s a story for another day. But because of that, of course, I got a lot of experience in training and coaching and recruiting and so forth, but also I learned what the best of the best do and what the rest don’t do, and of course, implemented those into my business.

02:39And now today, I’m still in the trenches with real estate salespeople. In fact, in the last decade, I have personally averaged over 100 transactions a year the last 10 years, and that’s just me. That’s not even including our team. Our team last year did 982 transactions, and we’re gearing up to do 1,200 next year.

02:59So I’m excited to be with you today to not only share what we’re doing, but what I’m doing right now to succeed in this fun market that we’re in.

Loida Velasquez03:07

Yeah, absolutely. And with those numbers, I’m sure that the agents that are listening to this are probably wondering and thinking to themselves, “How can I get to that level?”

03:16So right now we’re wrapping up 2023. It’s December, we have a few weeks left. What do agents need to be doing right now?

Jeff Glover03:23

Yeah. So the biggest thing is, look, we are 8 days, 10 days, depending on when you watch this, into the new year already. So if you think about your business in January, there’s a reason why most brokerages plan on losing money or at best case scenario, breaking even in the month of January, and that’s because closings are always down in January.

03:48That has nothing to do with the weather. That has nothing to do with seasonality. That has everything to do with agents dialing it back in the month of December and focusing on closing out business. Don’t get me wrong, you’re gonna have some business that needs to close in December, but December should not just be written off as a close it out month.

04:07December is the first month of 2024, and I honestly believe that I’ve got an unfair advantage by treating December 1st like it’s January 1st, December 2nd like it’s January 2nd, December 3rd like it’s January 3rd. In fact, we have a 7:30 AM accountability call every morning, and I welcome everyone to the call by saying, “Welcome to the ninth day of the new year.

04:29It’s December.” Why is that? Well, because our mentality is everything we do right now is gonna show up next month. The other thing that we’re focusing big on right now is we’re increasing our average daily contacts because as you know, in most markets across the country, sales have been down anywhere from 20 to 35% on average.

04:47And so therefore, we’re beefing up our contacts right now so that way we go into the new year with a strong listing inventory. But our big focus right now is on the contact game. How can we make more contacts right now and make conversations with people right now? Because why? Watch this. There’s no other time of the year where people are spending more time with family and friends than right now.

05:10And do you know what the number one conversation that ends up coming up around the holiday table, outside of just what everyone’s been up to? Who bought or sold a house this year? Who’s buying or selling a home next year? Who looked at homes this year?

05:28Who listed their house this year? Real estate always comes up. No matter what, real estate comes up, and guess what? I wanna be top of mind when that does. So if we make those contacts now, on December 20th, 25th, December 30th, whenever those family gatherings take place, I’m gonna be top of mind, and now all of a sudden instead of wondering why I’m out of business in January, I’m gonna have business falling in my lap.

Loida Velasquez05:52

Yeah. That’s awesome, everything that you’re just mentioning, because I feel that overall there’s always going to be those agents that once the holidays come around, maybe October, Thanksgiving, Christmas, they’re like, “You know what? Maybe I didn’t have the great year that I thought I was gonna have, so I’m just gonna start in January.

06:09I’m gonna start fresh.” When in reality, you can be starting right now and setting yourself up for success.

Jeff Glover06:14

Oh my gosh, when I look at the last 90 days of our listings taken, when I look at September, October, November, 93 of our listings, okay, we’ve taken 227 in the last 90 days, by the way, 93 were from expireds.

06:3593 expired listings taken. This is expired season. We’re seeing more and more homes come off the market right now than we saw all spring. I mean, if you look at the last 90 days in most markets, you have more expireds in the last 90 days than you had in the first six months of the year. And so this December should be, if you want low-hanging fruit, because think about it for a second, the expireds, of course, as we know, this is why we use Vulcan 7, the expireds have raised their hand.

07:01They’ve said, “We’ll pay a commission.” They’ve raised their hand and said, “You can put a lockbox on my house.” They raised their hand and said, “We’ll put a sign in the yard.” This is our time to shine using a product like yours because of how many homes are coming off the market right now. So we’re building our listing inventory, so that way when we enter into 2024, we already have a strong group of sellers that are under contract with us, which will help us start the year strong.

Loida Velasquez07:24

Yeah, exactly. And with expireds, just like you mentioned, these are the low-hanging fruit, and a lot of agents, sometimes they’re scared of making these calls to these type of leads, or maybe they think that no one’s gonna answer because it’s the holidays, nobody wants to move. But clearly by the numbers that you just mentioned, most of the listings that you guys got were from expired

07:41listings, so there’s still people that want to list.

Jeff Glover07:45

It was our number one source.

Loida Velasquez07:46

There you go.

Jeff Glover07:47

It was our 227 listings taken, 93 of them were from expireds. Our number two source was database. Obviously, that’s why we’re working our database right now, and our number three source was hybrid farming, which is the Glover U version of kind of a cross between circle prospecting and farming, which we teach at our events.

Loida Velasquez08:04

That’s awesome. So let’s say, okay, now we have the tools, we know exactly what we need to be doing now in December. How do we set ourselves up for success in January?

Jeff Glover08:13

Well, if I could just say one more thing about December before we get to January. The last thing you can do in December is what I’m gonna recommend, is you’re gonna take an old-fashioned calendar like this, just the old-fashioned blank black and white calendar just like this.

08:28And this is an activity that I recommend you do every December because it’s gonna hold you accountable to working the days that you said you were going to work, and it’s gonna force you to feel good about taking off the days that you said you weren’t gonna work. And so what I recommend you do is if you know for a fact you’re not working on 12/25, you’re gonna do an X through 12/25.

08:53If you know that there’s a chance you wanna put in a half day on 12/27, you’re gonna do a half an X on 12/27, right? So, sorry, camera’s over there. So by doing that, it’s kind of an accountability tool. Okay? It’s something that I’ve done every year when I look at my calendar for each month.

09:11What days am I taking off, what days are half days? And therefore, I don’t feel guilty when I take the day off ’cause I said I was gonna take it off, but also, wait a minute, 12/27, I said I was working a half day today. I gotta go into the office. I committed to a half day. So it’s an activity that every single agent on this session should be doing.

09:27Look at the rest of the month and pick the days you’re gonna work and pick the days you’re not gonna work.

Loida Velasquez09:35

Yeah. I love that calendar idea and blocking out those days because during the holidays, yeah, you might have family coming over.

09:41There’s always gonna be some type of distraction, but it’s your job as an agent to stay disciplined and committed, especially if you have certain goals that you wanna hit for the following year. Otherwise, you might get lazy one day, wake up and be like, “You know what? I’ll get back to the phones tomorrow

09:57and make my calls tomorrow.” And then you’re gonna just fall behind.

Loida Velasquez10:00

So as we head on over to January-

10:04how can we get started on the right foot?

Jeff Glover10:06

Yep. Couple things. I actually got three recommendations for the month of January, all right? Number one, I know this sounds crazy, and some people have followed me and they’re like, “Oh, yeah, that’s no big deal.”

10:15Other people are gonna be like, “Oh my gosh, are you kidding me?” You wanna start your year off on a strong foot. I know this sounds crazy. Work January 1st, all right? Especially if you’re using the Vulcan system. All right, January 1st. Look it, I got mine right here in front of me. What does that say next to the number one?

10:35You see those letters there?

Loida Velasquez10:37

Yep.

Jeff Glover10:38

UPD. What does UPD stand for? Ultimate prospecting day. It’s already planned out. I’m already planning on working January 1st. In fact, I’m gonna go live on a Zoom. I’ll make sure you guys get the link so that way you can send it out to all of your followers as well. But I go live, I broadcast it live so everyone can watch me prospect.

10:55I put a headset on, and I’m just going through my Vulcan system. And so, number one, I got three things for January. Number one, you’re gonna start strong by starting on Monday the 1st. Don’t wait until Tuesday or Wednesday like your competitors. Start on Monday the 1st. “Well, Jeff, don’t you bother people on New Year’s Day?”

11:13You start off the call saying, “Happy New Year.” All right? By the way, when they’re getting calls from friends, kind of like growing up through the years back when we had landlines and stuff, your phone would ring and your mom or dad or whoever would say, “Happy New Year.” Like, that was just the thing on the first of the month.

11:29So the first of January. So I start off the call with, “Happy New Year, and I’m calling today because I’m showing that your home’s no longer listed for sale,” and just go right into the script. So that’s number one, actually call on the first. I know it sounds crazy. You’re gonna see me do it, and I’m gonna broadcast it live from 10:00 AM to noon Eastern Time on the 1st.

11:47So we’ll make sure you guys get the contacts for that. You can just go to gloveru.com and register for our stuff that’s on there. That’s number one. Okay? Number two: on the 4th, 5th, and 6th. So once you get done with the 1st, 2nd, and 3rd, ’cause the expireds from the 1st are gonna keep you busy for a few days at least.

12:13But hold on. We can’t forget about everyone in October, November, and December that said they wanted to wait until spring. They said they wanted to wait until after the holidays. Agents out there that don’t work expireds, watch this. If they don’t work expireds, your competition doesn’t work expireds, most of them don’t, and that’s fine, that’s just more for us.

12:35When they return to work on probably the 3rd or the 4th, and some of them aren’t gonna return until the 8th, we know that, but when they return, some of them, the hungry ones, are gonna return on the 3rd or 4th. They don’t call expireds. Do you know what they call? They go through their old leads.

12:48Everyone that they talked to in October, November, December. And just because it was an expired in November, you better believe that expired told their friends, told their family, told anyone who would listen about their home coming off the market and they’re wanting to relist after the holidays.

13:05And so you’re not the only one calling them after the holidays. They got other people that they’ve been talking to. So the lesson is, while everyone else is focused on, especially for my Vulcan friends, you’re focused on everything from the 1st to 2nd and 3rd, don’t forget about setting aside time on the 4th, 5th, and 6th to call everyone who said that they wanted to wait until spring.

13:28And even if they said they wanted to wait till spring, I’m still calling them on January 3rd or 4th. I’m acknowledging that you said you wanted to wait until spring. I understand that, and I know I’m calling you a little early, and can I tell you why that is? I’m calling you a little bit early because you have an opportunity to get a jump start on the competition.

13:46Now, I don’t want to pressure you into selling earlier than you want to, but I feel like I wouldn’t be doing my job if I didn’t let you know that you have an unfair advantage of actually getting your home on the market now versus waiting until spring. And of course, that’s the spring versus the winter holiday handler objection.

14:03That’s one of them right there. But that’s number two. All right? So number one is actually work on the 1st. Number two is make sure you’re setting a time on the 4th, 5th, and 6th to call everyone that told you they wanted to wait until spring or they wanted to wait until after the new year, they wanted to wait until after the holidays.

14:22That’s number two. Number three is make sure in the month of January you’re going to an event, whether it’s ours or somebody else’s, that’s gonna put you in a position to win in 2024. Now, we get asked this all the time, “Jeff, how do you pick the dates for your events?” ‘Cause we do two big ones per year. We do one in the summer, we do one in the winter.

14:44Well, I always pick the second week in January. Sometimes it falls on the third, but, like, the middle of January because number one, we spend the first week working our expireds. So it’ll never be the first week, ’cause I don’t wanna interfere with all the opportunities we have that week. It’s always the second or third week, and why is that?

15:00Because I want every single agent that follows the Glover U system to have a strong start to their new year. And if you get in a room of about 1,000 people or just over 1,000 people this time around, agents from all brokerages, all brands who are following a similar system as you, you’re gonna be in a position to not only have your best January of the year, but your best first quarter of the year.

15:23So my number three is probably consider coming to the summit. If you go to gloveru.com/summit, you can find all the details there. I know some of you are gonna say, “Oh my gosh, it’s a month away, I could never plan that.” Watch. Good news is flights are still cheap. All right? Our ticket price is only $499.

15:41People are paying $1,500 for events today. I get asked all the time, how is it that you’re able to even make money on these events? We don’t. My mission is to impact millions to live their most unreal life, and I know that life is full circle, and if I can provide enough value now, then it’s gonna come back to me later.

15:58So listen, if you wanna be surrounded by people who are executing on a similar business plan, or you just wanna get your hands on my business plan and be surrounded by people who are using my business plan, you might wanna consider coming to Phoenix this January.

Loida Velasquez16:12

That’s awesome.

16:12Everything you just mentioned, and for those of you that are listening to this, you mentioned so many different things. You’ve mentioned some objection handlers, some scripts. So for you that is watching, go back, rewind, re-watch it, take notes, because everything is just gold. And even the way that you were talking about these events and starting January and the three things to focus on, I think it’s extremely important for agents to actually implement.

16:35Because something that happens is that agents get into this habit of just watching YouTube videos or maybe just wanna be motivated, but they’re not putting themselves in these environments with thousands of agents that are executing at a higher level. Not an average agent. They wanna be your level.

Jeff Glover16:51

At our last event, we had Ed Mylett on our stage, and he made a comment. He said, “You’re most qualified to help the person that you used to be.” You’re most qualified to help the person that you used to be, and here’s what happens. Agents that aren’t where they want to be come to our event, and they’re surrounded by people that are like, “Yes, I wanna be that guy.

17:11Yes, I wanna be that gal.” Well, here’s the deal. That guy or that gal was the same person that was saying two years ago, five years ago, “I wanna be that guy. I wanna be that gal.” And they’re now qualified to pull you up, and you only get that when you get out of your box. You gotta hop on an airplane.

17:30Of course, my people that are watching this in Arizona, it’ll be easy for you, but you gotta get out of your box and get out of your comfort zone and get on an airplane and get to an event. And here’s the deal. There’s a lot of great events out there. I will just say one thing, and I know I’m biased.

17:42The difference between ours and everyone else’s is we don’t just throw events to have a good time. I’m in the trenches with you, so I know what you’re going through. All of our coaches, they’re required to list and sell real estate and be in the trenches. So you’re not just gonna be around people that used to do it or people that sound great ’cause they did something really cool 10 years ago.

18:04You’re gonna be around people that are winning right now in this new market, and I’d love to have you there. Here’s my challenge or, I guess, my selfish response. Once you attend one of our events, you won’t miss another. So if you go to gloveru.com/summit, you’ll see all the details on that.

18:23And if you don’t get the chance to come to the event, download our resources. But without question, if you wanna finish December strong and you wanna start your year even stronger, do everything you can to get to Phoenix, Arizona January 15th. I will not let you down, I promise you that.

Loida Velasquez18:39

And this is an investment.

18:40I think a lot of agents sometimes get it twisted, like, “I have to spend on a ticket, on flying, on a hotel, and all of this.” But at the end of the day, everything that you’re gonna learn by being there and who you’re gonna be surrounding yourself by, it might take your business three, four times of what you were currently doing.

18:57So unless you get outside of your comfort zone, you are never really gonna know your full potential of what you can do.

Jeff Glover19:03

I say all the time in our programs or from stage, I would never ask people to do something that I haven’t done myself, right? So when I give homework, we have the Sales Rocket program, and I give homework every session.

19:14The homework I give is just an example of stuff I’ve had to do, right? So getting to an event, taking my Glover U hat off for a second as a real estate salesperson, ’cause I get this question sometimes, “Well, Jeff, what’s your recommendation? How many events should I get to?” My recommendation is this, all right?

19:32This is my real estate salesperson hat, my top producer hat, not my Glover U hat. Ready? I don’t care whose events they are. I don’t care whose you go to. No less than four, no more than six. No less than four, no more than six. I don’t want you to be a conference junkie. Every town has one of those, right? The agent that goes to more real estate conferences than homes they actually sell.

19:51Don’t be one of those guys or gals. However, I want you, once per quarter, to get out of your environment, to get out of your brokerage, to get out of your town, to hop on an airplane, and go be surrounded by people who are doing the things that you wanna be doing. That’s what I’ve done my whole career.

20:05I was so fortunate after one year in the business, I was introduced to several great trainers and coaches, and I went to their events, and that’s where I met people that pulled me through.

Loida Velasquez20:16

Yeah. And I think that’s what you need sometimes. You need to be in these environments where, I know for me, personal experience, when I see others winning at a high level, that makes me wanna step it up because I wanna be there.

20:28And obviously we don’t have to reinvent the wheel. So by putting yourselves in these positions, you’re learning from people that have already done the work and are now telling you exactly what it takes so that you’re not spending time doing things that are not even gonna give you any return.

Jeff Glover20:43

Well, and listen, almost all of our audience uses Vulcan. So you’re surrounded by people that are using this system at a very high level. So you might as well go there just to find role play partners and mastermind groups.

Loida Velasquez20:56

Yes. So to wrap it up, once again, let us know where can we go to sign up for this event, find out more information about you, your coaching, your programs

21:04and all that.

Jeff Glover21:05

Two biggest things I can recommend. Everyone take out your cell phones right now and open up your App Store and download the GloverU app. And the reason why I recommend that is because, number one, I write a daily message every day, Monday through Friday, something that’s gonna help you succeed, something that’s gonna help you sell more homes.

21:21So when you download the app, it’s automatically gonna sign you up for that, and you’ll get an email every day from me, and you’ll get a notification if you want your notifications via the app. That’s number one. Number two, go to gloveru.com/summit. That’s G-L-O-V-E-R, the letter U, .com/summit. This is our Live Unreal Summit happening January 15th through the 18th in Phoenix, Arizona.

Loida Velasquez21:45

There you go. Awesome. Well, Jeff, thank you once again for this interview. As always, it’s always great to have you on here. Everything that you say, all of the knowledge that you drop, I mean, I’m fired up now and hopefully everyone that’s watching this will rewatch this and sign up, download the app.

21:58And I think from here it’s just actually executing because there’s gonna be those agents that are gonna listen to this and they’re gonna get fired up for the next couple minutes or the next day, but they’re not gonna do anything.

22:09So now it’s the time to implement and take over 2024.

22:12Awesome. So Jeff-

22:14thank you once again and we’ll see you hopefully soon at one in the future.

Jeff Glover22:19

You sure will. See you guys all in Phoenix this January. Good luck out there.