Show Notes

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak speaks with Realtor and Team Leader of The Gillies Team, Michael Gillies. In a time that so many real estate agents are struggling, Michael has found a way to continue to grow. The lock down has brought double-digit percentage growth for The Gillies Team, and Michael tells us all about how he’s going to attain even higher levels of success this year!

Episode Highlights: 

  • Michael details his journey from UVA to what was supposed to be a temporary stay in the real estate industry.
  • The real estate business revolves around the constant drive to see things grow.
  • Michael’s company is trying to hit its goal of 200 sales by the end of this year despite all the chaos.
  • In 2008, the financial crisis presented an opportunity for real estate agents to build a strong foundation.
  • Even in the ugliest of situations, you have to be able to find the hidden opportunity.
  • Having the right mindset can guide you through life and the chaos that comes with it.
  • Your team members are going to be directly affected by the attitude that you bring to the table.
  • If you’re not careful, being a leader can put you on an island away from your team, so make sure to stay connected.
  • A leader’s job is to make sure that their staff feels, and truly is, secure.
  • There are still ways to get the job done, but it takes the right attitude and innovation to find those ways.
  • Don’t focus too much on the negativity of the daily news.
  • Michael details how he has managed to continue growing his numbers during the global pandemic.
  • The people that are at the top of their game and industries make the incremental improvements.
  • Too many agents rely on their charm or vision when some people just want results.
  • Find a way to highlight your strengths when you go into a listing so you can separate yourself from the other agents.
  • As a new agent with a small number of clients, you can sell yourself more than someone who has a big team and more clients.
  • Experienced agents can become jaded because of past experiences and that can interfere with sales.
  • Expressing your excitement and desire to become a seller’s agent might be all it takes to close the deal.
  • Get to know your clients at a deeper level so you can really understand their “why”.
  • Establish your expertise while still showing that you care about and understand their motivations.
  • Focus your presentation on how you are going to get them to where they are trying to go.
  • Open your ears to the good things and tune everything else out.
  • You have to set some boundaries and leave some part of yourself for your family after the work day is over.
  • Don’t give your clients bad advice because you didn’t take the time to read through the contract.

3 Key Points:

  1. Mindset is everything. It’s a daily choice that will determine if you are going to sit down and take the beating, or stand up and take advantage of the opportunities that are in front of you.
  2. As a leader, it’s vital to put your team members in a position to succeed. With so much uncertainty right now, teams need their leaders more than ever to give them some security.
  3. Show up and get to know your client at a deeper level. Understanding their motivations for moving and where they want to go will make the process much easier.

Tweetable Quotes:

  • “There’s opportunity in anything, and if the market’s great that’s great...if there’s something ugly like we’ve been dealing with, there’s still opportunity there.” - Michael Gillies
  • “Nobody wants to be around an environment that’s full of negativity all the time.” - Michael Gillies
  • “You’ve got to focus on what you do differently. Give them a reason to choose you.” - Michael Gillies
  • “As agents we do care, but clients don’t know that unless you tell them.” - Michael Gillies
  • “What you consume is what you are going to put back out there in the world. Consume good things.” - Michael Gillies

Resources Mentioned: