Trade Secrets of Top Listing Agents: How to Dominate Your Real Estate Market w/Terri Fenelon, James Hern, and Renee White

In today’s episode of the Live UNREAL w/Glover U Podcast, we are joined by a panel of three agents who are killing it in their listing-based businesses. Terri Fenelon, James Hern, and Renee White share with Jeff Glover what they are doing to succeed at such a high level, along with tactics agents can implement in their own businesses. 

We’re highlighting listings-based, listings-focused agents who are doing amazing things in their own markets, and running really great sales operations. You’ll learn the power of focusing on luxury, using events to add value and generate leads, and how to gain market share. 

You’ll also learn:

• The strategy that will allow you to go from showing assistant to buyers’ agent to listing agent in only three years
• How to break into luxury real estate
• Ways to add value to your database and how to get listing leads from it
• How to grow your market share

 

Quotes 

Every time you tell someone something you’re going to do, it’s another layer of accountability. -Jeff Glover  

If you want to break into luxury, know the product. -Terri Fenelon 

There’s nothing more important than the people you’ve already done business with, the people who already know, like, and trust you. -James Hern 

You can build a big listing business by letting go of buyers. -Jeff Glover  

 

Key Points 

How Terri Fenelon uses postcards to dominate her neighborhood 

Just listed and just sold postcards are not effective unless it’s a repeat pattern. Terri Fenelon is constantly blanketing her neighborhood with postcards, and she is succeeding because she is consistent. 

 

Turning client events into a lead source 

James Hern’s team generates up to 90 leads and 25 transactions from client events. He believes that the invitation is the most powerful piece of this strategy because it makes people feel honored and valued, and often that’s enough for them to refer you. 

 

How to grow your market share by adding value 

Renee White is focused on adding so much value to her local market that it makes it easy for her to make an ask. With a GCI of over $150 million on 200 units, it’s clear that she has a ridiculously high market share, driven by value-add strategies.