A lot of buyer’s agents think being “better” just means moving faster. Taking every late-night call, saying yes to every showing, and running themselves ragged across town. More homes, more showings, more hustle.

But hustle doesn’t equal conversion, it often equals burnout. The agents who actually win with buyers aren’t the ones sprinting around at all hours. They’re the ones who slow down, take control, and position themselves as trusted advisors.

The truth is, too many buyer’s agents play the role of door-opener. They think value comes from access, when in reality, buyers are craving authority. Without clear guidance, clients don’t feel safe. They get overwhelmed by endless options, stall out on decisions, and eventually ghost you.

Being a great buyer’s agent isn’t about being available 24/7. It’s about creating safety through authority, building trust by asking better questions, and making recommendations without being pushy.

So how do you shift from being “just another agent” to the one buyers actually listen to? How do you guide clients without making them feel like subordinates?

In this episode of Level Up, we break down exactly what separates the buyer’s agents who burn out from the ones who close deals consistently, and how you can step into that second category.

Buyer’s agents want to be the respected advisor, but they tend to act like they’re just the door opener. -Greg Harrelson

Things You’ll Learn In This Episode

• Value beats volume Being available 24/7 and running from showing to showing doesn’t make you a better agent. What happens when you focus on bringing value and expertise instead of more showings?
• The power of buyer consultations Most agents skip straight to showings, but consultations uncover motivation, timelines, and deal-breakers. How does a simple upfront conversation save you time and boost your conversion rate?
• Authority without arrogance Buyers want guidance, but they don’t want to feel bossed around. How do you step into authority while still making clients feel safe and in control?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Guest Hosts

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease.

In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Some agents think market data is just a bunch of MLS stats to throw into a listing presentation. Just absorption rates, days on market, and sales ratios that you check off like a box.

But it’s actually one of the most powerful persuasion tools you have. Market data shifts the conversation from opinion to fact, from convincing to guiding. It builds your confidence, gives clients a clear picture they can’t argue with, and it helps you close more deals.

The truth s, too many agents hide behind generic terms like “the market is slow” or “inventory is high.” Those phrases don’t move clients; they confuse them.

Without specifics, your advice sounds like just another opinion. And in a market where clients are bombarded with opinions from social media, friends, and Zillow alerts, opinions don’t close deals. Facts do.

How do we turn raw numbers into stories that help clients? How does that lead to more closings?

In this episode of Level Up, we show you how to use numbers to set expectations, have better conversations, overcome objections, and close more deals.

Things You’ll Learn In This Episode

• Facts beat opinions every time When you let the market data speak instead of your own opinion, clients stop arguing and start listening. What happens when you shift from convincing to simply presenting the facts?
• The one number that tells the whole story Absorption rate reveals both demand and supply in a single snapshot. How does knowing this metric instantly change the way you talk about the market?
• Painting a clearer picture with specifics Telling a seller “the market is slow” falls flat, but showing them that 90% of listings are sitting unsold hits home. What does that do to their pricing mindset?
• The three-price strategy Presenting sellers with three time-based pricing options sets expectations before the listing ever hits the market. How does this keep you from endless price-reduction battles later?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holme,s and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Guest Host

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When most agents think about increasing their online lead conversions, they picture tech: CRMs, ISAs, AI automations, and endless drip campaigns.

But the uncomfortable truth is, none of it has actually moved the industry’s conversion rate. Despite all the shiny new tools, agents are still struggling to turn leads into clients.

The real problem isn’t the lead source, or the CRM or the tech you’re not using. It’s your mindset and activity. Too many agents label leads as “bad” because the timeline is longer than they’d like. Too many make one or two attempts, then drop the lead into automation and wait. And too many assume the next CRM or campaign will be the breakthrough.

Buyers don’t want better drip emails; they just want more contacts.

How can you increase lead conversion without spending more money?

In this episode of Level Up, we unpack the counterintuitive secret to online buyer lead conversion. It’s not about better tech, and it’s not about finding the perfect lead source.

Things You’ll Learn In This Episode

• “Bad leads” aren’t bad, just mistimed Most leads labeled as bad are really just further out in their timeline. What happens when you stop dismissing long-term leads and start treating them as future clients?
• Attempts beat apps every time Conversion skyrockets when you commit to 10+ real contact attempts instead of relying on automation. How much money are you leaving on the table by stopping at two calls?
• Speed to lead closes deals 73% of buyers hire the first agent they speak with. How do you build a system so you’re always the one answering first?
• Real ROI comes from activity, not tech Tech tweaks give you fractions of improvement. Human persistence gives you multiples. Why are agents chasing 0.2% bumps instead of 5x results?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Guest Host

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When most agents think about negotiations, they picture being pushy, holding firm, and “winning” the deal.

But the problem is, being so focused on winning can actually create the ultimate loss for the client and you.

The majority of deals aren’t lost because of price. They’re lost because of poor communication between agents, between clients, and in how we present offers in the first place.

Negotiation isn’t about arm-wrestling the other side into submission. It’s about finding common ground, keeping emotions in check, and making sure every party feels heard.

Sometimes the best deal isn’t the highest offer or the lowest price, it’s the one that saves your client from bigger losses down the road.

What subtle language shifts prevent client resistance? Can delaying a decision lead to better outcomes?

In this episode of Level Up, we pull back the curtain on what kills negotiations, and the counterintuitive strategies that save deals most agents fumble.

Things You’ll Learn In This Episode

• The “best deal” isn’t always the highest price Sometimes protecting your client means selling lower or buying faster to avoid bigger losses. How do you spot when the smartest play isn’t the most obvious one?
• The psychology of being heard Clients don’t need to win every point; they just need to feel listened to. How can a simple shift in how you acknowledge their emotions keep negotiations from collapsing?
• The pause button strategy Walking away for a night can be more powerful than pushing for a yes in the moment. Why does “sleeping on it” so often turn dead deals into signed contracts?
• Don’t get tunnel vision on price Terms, timelines, and conditions often carry more weight than numbers. How do top negotiators use these levers to close deals that most agents lose?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Guest Host

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When most people seek instant success in real estate, they look for a new tool, system, or magic script.

That’s not the answer.

There are only 3 things that drive your speed, your trajectory, and ultimately, your results, and every agent has access to them.

Most agents aren’t failing because they’re lazy or unmotivated. They’re failing because they’re putting their energy in the wrong places or doing the right things inconsistently.

They confuse motion with progress, stay busy instead of productive, and spend their days reacting instead of building something predictable.

In this episode, we break down the 3 non-negotiables for building a profitable real estate business fast.

We share what really moves the needle in this market, how the industry has failed agents when it comes to training, and what to focus on instead of flashy tools or the next trendy tactic.

Things You’ll Learn In This Episode

• Conversations are your product If you’re not selling homes, what are you selling, and how does that mental shift help you generate appointments today?
• The hidden power of repetitive boredom Why do agents who follow the same routine every day outperform the talented ones who don’t?
• Stop doing more, start doing what matters What if cutting your daily to-do list in half actually helped you grow faster?
• Skill is the shortcut you’ve been avoiding How do small tweaks in your presentation, objection handling, and negotiation instantly multiply your results without adding more hours to your day?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Guest Host

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease.

In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When the market shifts in real estate, you can go from the high of your best year ever to the low of wondering if you’ll ever sell a home again.

You’re showing up, doing the work, and checking all the boxes. But during a downturn, the quick wins of a hot market disappear, and suddenly, effort doesn't equal results.

This is where most agents spiral. They panic, pause, or start changing everything.

But the real danger isn’t the market. It’s how you respond to the silence.

Because when things slow down, the most tempting (and most costly) mistake is to stop doing the very activities that used to work, just because they’re not giving you immediate ROI.

So, how do you push through a slump? How do you keep showing up when it feels like nothing is working?

In this episode, agent Lauren Buckler shares how she went from a $10M year to a brutal 8-transaction stretch, and how she rebuilt her business without changing strategies.

Your objections will always transform because that market’s always changing. You have to keep up. -Lauren Buckler

Things You’ll Learn In This Episode

• The comeback equation When your business tanks, the average agent pivots. Why is it smarter to double down on the same activities?
• Stop using stale objection handlers Our scripts have to evolve with the market. How do we make sure we’re using objection handlers that match what’s actually going on?
• Cold calling isn’t a phone game Getting over our fear of cold calls isn’t about better scripts; it’s about controlling our energy before we ever touch the dial. How do we do this?
• Don’t get motivated, get bored High-performers don’t win because they feel inspired. What actually drives them?

Guest Bio

Lauren Buckler has been a Realtor since 2020. Being of service to people has always been in her nature and is one of the reasons why she chose to become an agent. And why not for one of the most meaningful purchases of their life? Clients love her integrity, honesty, how thorough she is, and that she will go above and beyond when necessary. Lauren moved from NEPA with he​​r husband, Adam, six years ago to make living by the beach a reality. In her spare time, she enjoys jet skiing, hiking, biking, camping and traveling. She has already been enjoying the environment and energy at the office and looks forward to taking her career to the next level. Follow Lauren on Instagram.

About Your Host

Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest-producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a lifelong student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

If you’re failing at lead conversion, it might not be because they are unmotivated. It might not even be that the market is slow.

Your clients might be locked up because of what’s coming out of your mouth.

Many agents struggle to get sellers to adjust their price or buyers to make a decision, Chances are, you’re accidentally framing conversations in a way that creates uncertainty and resistance.

And in this market, uncertainty kills deals.

The top-producing agents aren’t talking more, they’re talking better. They start by diffusing resistance, acknowledging where clients really are, and creating calm before making their case.

They use proven language patterns to build trust, clarity, and forward momentum so clients say “yes” more often.

In a market with more agents than ever, one thing separates the agents doing more business than everyone else. Communication.

In this episode, veteran sales coach and NLP expert Matthew Ferry joins us to break down how the words you use shape your results and how to start turning conversations into commission checks.

Marketing and advertising generate leads. Human beings convert leads. -Matthew Ferry

Things You’ll Learn In This Episode

• Trust vs. resistance One word can kill a deal before it starts. How do you reframe communication for immediate rapport and reduced anxiety?
• Stop chasing and start attracting How do tie-downs and cause-and-effect language patterns shift you from a pushy salesperson to a trusted authority who gets instant agreement?
• What separates a lead from a listing How do we create cooperation through collaboration so we’re no longer convincing sellers but partnering with them?
• How top producers win when others stall out The secret to more deals isn’t contacts or a better CRM. How does mastering our inner world and outer communication get clients to say yes without hesitation?

Guest Bio

Matthew Ferry is a Master Life Coach, Productivity Expert, Best-Selling Author and Creator of The Rapid Enlightenment Process. For over 30 years, Matthew has been coaching thousands of top performers to achieve Enlightened Prosperity. His books, audios, and seminars utilize his street-tested methodology called The Rapid Enlightenment Process, a guaranteed system to achieve profound states of happiness and success in life. For over 30 years, Matthew Ferry has taught thousands of top performers to achieve Enlightened Prosperity™ through his books, masterminds, and experiential live events. Matthew is the author of Creating Sales Velocity: Awaken Your Power To Attract Sales Effortlessly and the Amazon best-selling Quiet Mind Epic Life: Escape The Status Quo & Experience Enlightened Prosperity Now. His proprietary Stress-Free Income Accelerator and Mental Journey To Millions programs assist high-conscious go-getters in living the good life without the grind. Visit https://matthewferry.com/nlp-live_.

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!