Jeff Glover started his career in retail sales at the young age of 16. After becoming a Top 150 Salesperson for Circuit City nation-wide and later Art Van Furniture, at the young age of 19, Jeff decided to enter the Real Estate field. With a strong focus on mastering the art of prospecting and presenting, Jeff quickly became the top agent in his office. After selling 30 homes in his first year in the business, he was sought out by one of the largest franchises in Michigan to manage one of their offices. After becoming the top recruiter two years in a row in that office, the 17 office firm with over 600 agents, promoted Jeff to their Director of Training and Recruiting. After a few years in that role, in 2009, Jeff started Jeff Glover & Associates, Realtors. That team is now composed of 25 agents selling over 1,000 homes a year and is the #1 home selling team in Michigan and top 25 in the nation. Jeff is also the Operating Partner of multiple Keller Williams Realty offices and in total, has just over 500 agents in his brokerages. Jeff is known industry-wide as a top sales trainer and professional speaker. His coaching and training organization, Glover U, hosts over 50 events per year and has over 25,000 attendees annually. Jeff not only talks the talk, he also walks it, at an average of 110 closings per year for himself personally in the last decade. In addition to selling Real Estate, Jeff enjoys participating in and giving back within his non-profit foundation, Glover’s Heroes, where their mission is to help local heroes in the communities they serve.

In this episode, Karen and Jeff discuss:

• Success Story of Jeff
• Commit to Get Leads
  • Prospect with the intention of looking for appointments. Along the way, you will find leads to prospect and nurture. 
• Consult to Sell
  • Adapt your presentation to your clients communication and personality style (such as a DISC profile). It’s not changing your scripts, it’s changing the style in which you present. 
• Connect to Build and Grow
  • You have to learn to be more relational and database driven so you aren’t solely reliant on the transactional clients.
• Success Thinking, Activities and Vision
  • Set aside time each week (it doesn’t have to be every day) to business plan. Make time for some training each day – but limit it to one thing each day. 
• Sweet Spot of Success