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!

Five years ago, Anthwon Thomas had a small, scrappy real estate team of just 2 or 3 people. No leverage, just hustle, heart, and a belief that more was possible.

Fast forward to today, and that same small operation has grown into a thriving team of 20 to 25 agents. They’re not just holding steady in a tough market. They’re outpacing it.

While many agents and teams have seen production shrink by 10 to 15%, Anthwon’s team has increased its production by 47%.

So, how does that kind of transformation happen? What does it take to go from solo hustler to true team leader?

In Anthwon’s journey, there are lessons every agent and aspiring team leader can learn about what it means to level up. Because it’s not just about adding agents, it’s about building a culture where people can thrive.

It’s about systems, standards, and structure. It’s about showing up not just as a top producer, but as a coach, a guide, and an example.

In this episode, Anthwon opens up about the mindset shifts, leadership challenges, and personal growth it took to go from agent to owner.

In our market, sales have been dropping 10-15% year-over-year. Since 2022, we have increased our production by 47%. -Anthwon Thomas

Things You’ll Learn In This Episode

• The how but not the will Great team environments provide all the tools an agent needs to thrive, but not the will. How do you know that an agent has what it takes?
• How to grow in a shrinking market In a market where sales are dropping by 10-15% year-over-year, how has Anthwon’s team increased production by 47%?
• How to fail forward Team leaders often fall into the trap of stepping out of production too fast. How did Anthwon turn that breakdown into a business breakthrough?

Guest Bio

Anthwon Thomas is the Founder of Silver Lining Real Estate Group. After watching his mother run a successful business by providing great customer service, Anthwon knew he wanted to do the same. After finding his passion in Real Estate over 9 years ago, he quickly realized there was a great lack of customer service in the industry. To continue to provide the type of high-level customer service he wanted to give, he needed to build a team. Thus, Silver Lining Real Estate Group was born! Since 2015, Silver Lining has helped over 800 families across Indiana. Follow @anthwonthomas on Instagram.

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!

Every real estate agent operates under two different markets: the market and your market.

The problem is, most agents are focused on the market and allow their results to be dictated by external factors.

The market is interest rates, inventory levels, total homes sold, inflation, and tariffs.Your market is your listings, your pendings, your days on market, your client pipeline, your lead conversions.

Here’s the good news: You control your market no matter how bad the market is.

It’s important to stay informed about what’s happening out there, but the agents who consistently perform don’t let the market determine their success.

They focus on creating a market within the market, a market of sellable homes, well-positioned listings, and daily actions that drive results.

You don’t have to be a victim of the market. You can control your results, by controlling your actions.

It doesn’t matter how many homes sell in your zip code this month. What matters is how many of your homes sell. And that comes down to three things: your attitude, your approach, and your expectations.

How do we stop letting our businesses rise and fall with the market? How do we change our approach to win in any market?

In this episode, we talk about how to separate the market from your market, and how to outperform whatever’s going on in the market.

Things You’ll Learn In This Episode

• The market vs. your market Agents blame the market when things aren’t going well, and take credit in a good market. How do we learn to take ownership in any market?
• You’re not the market, you’re the messenger Most expired overpriced listings aren’t the seller’s fault. It’s the agent who failed to inform the seller properly. How should we approach expired listings to set the seller up for success?
• Mindshare + momentum = market share In this market, we have to build market share through consistent communication. Why get discouraged when a lead doesn’t convert right away?

Text ‘FUTURE’ to 843625864 to get our free text message and script document.

About Your Hosts

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.

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!

Ask most real estate agents what roadblocks are keeping buyers from moving forward, they’ll say interest rates, inventory and a lack of true motivation. If you ask the buyers what’s holding them back, you’ll hear a completely different story.

It has less to do with what’s actually going on in the market, and more to do with what the agent isn’t doing. Many buyers are just moving through the funnel, and they just need an agent to guide them towards actually getting into a home.

Agents aren’t asking the right questions, getting past the smoke screens, building rapport and being strategic about next steps. We’re not truly listening to the lead so we can find out what they need to move forward.

The result? A low buyer lead conversion rate and less revenue. How do we fix this? How do we see past objections about interest rates? In this episode, we talk about what you need to do to increase your buyer lead conversion.

About Your Hosts

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.

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 life-long 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.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

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!