Jeff Glover On Growth, Leadership and Winning Everyday in Business

Podcast

Interview with Jeff Glover by Kevin Kauffman

Intro 

The success of a real estate agent over many years is heavily reliant on our ability to learn, be versatile and know the right way to grow our businesses. Many people are taken out of the business because they go about these principles the wrong way. If we fail to be versatile enough to lead different people, and we pile on people on our teams before a real need arises, we’ll find ourselves struggling. From the sales side to management, our guest Jeff Glover, is someone who has transitioned throughout his career, and picked up many vital lessons along the way. 

How do we get everything in our businesses dialed in? How can we build a business we enjoy working in on a daily basis? Why should we avoid hiring more people until there’s a demand for it? 

On this episode, I’m joined by real estate team leader and founder of GloverU, Jeff Glover, who shares on transitioning from sales to leadership, and the most powerful principles we should be teaching the people we lead.

Quotes 

Once you get everything dialed in and you’ve got a good team behind the scenes, it doesn’t take as much time as you think to sell 100 homes a year

– Jeff Glover

Leading with value is core to our business.

– Kevin Kauffman

You can’t force your growth through hiring more people, you force growth by having more deals, leads and opportunities.

– Kevin Kauffman

Win the morning, own the day. If you master the morning, everything else falls into place.

– Jeff Glover

Key Points 

Leadership requires us to grow as people

In order to be good leaders, we have to learn how to relate and communicate in other people’s language at a very high level. We need to have the versatility to interact with different people so we can help them meet their greatest potential. 

We don’t grow the business with more people, we grow through more transactions

Many agents think that by creating a team, they will create a big business but you create a big business when we have the problem of too much business for our current staff to handle. That problem is what will drive and force us to grow. It should be our goal to work to have that problem.

We don’t grow the business with more people, we grow through more transactions

Most teams that use the ISA model never give them room to go out in the field and transact. There’s a lot of value in having transactional experience and bringing that to the conversation the ISAs will have with leads. 

Summary 

On this episode we discussed

• Jeff’s experience of being a new agent at 18 and the simplicity of success in real estate.
• Transitioning from running a sales organization to managing, recruiting and training.
• The right way to grow a business and why we don’t grow by adding more people.
• Why ISAs need to have transactional experience.
• Expanding into training and coaching and why sales should be at the forefront of our activities.
• Jeff’s top 3 tips for living a kickass life.

Closing Paragraph 

In the real estate industry, having a long career and a business with long term success comes down to prioritizing the right things, and never taking the foot off the gas when it comes to our goals. We should only grow the business when the leads and transactions force us to grow, and we should always be teaching our agents to be good salespeople. Gimmicks, trends, technology  and marketing ploys come and go; but if we want to keep competing, we need to put sales excellence at the core of everything we do and teach. 

Catch the Interview

Listen to the full interview with Jeff Glover:

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