7 Ways to Accelerate Your Second-Half Production

Added: 2026-05-31

[00:00:10]All right, welcome everybody. We're here for a great webinar session today. Let's roll. It is just a few minutes after the top of the hour. Thanks everyone for joining us. I feel like it's been a minute since we've had a webinar. As you know, we always end up doing a summer webinar series and we will be doing a summer webinar series. Uh that'll be coming up sometime after our retreat.

[00:00:36]So, the month of July is when you'll get our summer webinar series for those of you that's wondering where that might be. And today we've got seven ways to win in the second half. And so uh every year uh in the month of June, I start preparing mentally and physically for the second half of the year. And in order to do that, I go through a process that I've done for years. Now, I've updated it obviously based on what's working right now and what's not. Uh but I'm going to walk you through the exact same things that I do in my business, what the things that our team does in our business as well. And I know we've got people joining us from all over North America. I know people are going to be watching the recording later as well. But I'm always curious where are you joining us from? And if this is your first Gloveru webinar, I want you to put in the chat your city and state or or city and province and that you're a first timer. And if you're not a first- timerr, just drop your your city and state or city and province into the chat as well. I like to see where everyone is joining us from. All right, good to see Chattanooga in the house. There we go.

[00:01:47]Brandon, good to see you, my friend.

[00:01:49]Pennsylvania. All right. Hey, I happen to be in Lancaster, Pennsylvania today.

[00:01:54]I've got a full day of sales rocket here. Charlotte in the house. Indiana.

[00:01:59]All right. New Jersey, Oregon, thanks for being with us this morning.

[00:02:02]Columbus, I was just there yesterday. De Moines, Lancing, the state capital of Michigan. All right. York, Pennsylvania, not too far from where I'm at as well.

[00:02:10]Chicago, thank you for joining us. If this is your first time, go ahead and throw in there first time as well. All right, Tennessee first timer. I love that. Also, when you're chatting, it gives you the option to send a message to hosts and panelists. Uh, click on everyone so everyone can see where you're joining us from today as well.

[00:02:30]So, I've got a lot of good stuff that I'm going to get to. It's so great to see everyone from all over North America. We always end up with a few people that are outside of the US and Canada. So, if you're joining us from outside of the US and Canada, make sure you chime in and drop that in the chat as well. It's so good to see you guys. I think the last time we did a webinar was like three or four months ago. So, it's been a while uh for you guys. Maybe the business plan even. I don't know. It feels like it's been a while for me anyways. It might have been last month with how many how fast these days move.

[00:03:02]Okay. So, we're going to go ahead and jump in. First things first, I want to cover with you for those that are on for my first time, just a real quick, I'm not going to spend, you know, minutes reading my bio, but for those that are on for the first time, my first timers, uh, you should know that the reason why you might want to pay attention to what we're putting out from Gloveru, is because your head coach is in the trenches with you. For those that are not familiar, I have personally been involved in over 100 transactions a year myself uh the last decade averaging that a 100 a year over the last 10 years.

[00:03:37]That does not include what our team does which is somewhere between 950 and a thousand units a year with about 40 salespeople. So what I'm sharing with you today are not things that I read in a textbook. They're not things that I read online somewhere. They're things that we're doing right now. Uh what's exciting about this particular session as well is I know we have some of you on because you saw the subtitle say the title of today is seven ways to accelerate your business in the second half but for those of you that paid attention to the subtitle it was also to share what's different about this year's retreat which is taking place next month in Traverse City. And so that means you might be on just to get the seven ways.

[00:04:16]You might be on because you're curious about our retreat, or you might be on because you're going to the retreat and you want to know what to expect. Either way, I'm going to be checking all three of those boxes on today's session. So, bottom line for my first- timers, you're in the right spot if you want to learn from someone who's in the trenches with you. Uh, I've been told we're the fastest growing coaching and training organization on the planet. And I think a lot of that has to do with the fact that I stay in production with you. And so now I want to share for those of you whether you're a first- timerr or a second timer or a tenth timer or 100th timerr I want to share with you a handful of free resources and if we can get those thrown up on the screen that would be helpful. So I want to share with you the free resources that are the most commonly used or what I'm told are the most popular today. So currently show of hands if you're currently receiving the daily message. In fact, just drop a 777 in the chat. If you're getting the daily message and you're enjoying it, if you're getting value from the daily message, drop a 777 in the chat. I write that every single day based on what happened in my b business the previous day. You know, a lot of people ask me, Jeff, you know, do you write that like, do you batch those?

[00:05:27]Like, do you write one month at a time?

[00:05:28]No. You know, because I talk about different things that happened in the industry in real time. I write those every day, every morning. Sometimes I'm in an Uber going to speak somewhere or sometimes I'm uh next to in my bedroom next to my bed on my chair getting ready to go into my office for the day where I write those. Anyways, if you have no idea what I'm talking about and you want to take advantage of the daily message every day I write a message every Monday, every Tuesday, every Wednesday, every Thursday, every Friday specifically designed to help you list and sell more real estate. Again, sometimes it's I want an appointment last night. Here's an objection I got from the seller. Here's how I handled it. Other times it's you want to build your business with agent to agent referrals. Here's ways to get more business from agent to agent referrals.

[00:06:08]Anyways, every day I'm writing a message to help you list and sell more homes.

[00:06:11]And if you're not currently subscribed to it, I'm going to gift you a subscription. So go ahead and take out your cell phones, open up your text messages. You're going to text the word morning to 5544.

[00:06:26]text the word morning to 55544.

[00:06:32]They'll also drop that in the chat for you as well. So, you have that. I know it's only five digits, but it works.

[00:06:37]Again, you're texting the word morning to 55444.

[00:06:42]It's going to ask your first name, your last name, your email address. There it is in the chat. And then it's going to spit back a link, by the way, to the Gloveru app. Now, the reason why you want the Gloveru app, and you're going to see on the next slide, we have a I believe a QR code to the app. The reason why you want the Gloveru app on your phone is because that's where all of the other free resources live. And so, if you are currently receiving the Daily Message, but you don't have the Glover app on your phone, you're missing a huge opportunity because anytime we release a new free resource, that's where we put it. So, take advantage of that.

[00:07:24]Go ahead and scan that. If you do the daily message, it'll take you to the app. So, you don't have to scan it if you text morning to 55444.

[00:07:32]But if you don't have the app on your phone and you already get the daily message, this is how you get it. You can scan that. It'll take you to that. One of the value propositions in that app, by the way, right now is, and it's been in there for a few years, so it might be time for some of you to brush up on your skills on this. One of the value propositions of the app is the buying power checklist. And so right now you may want to consider using that buying power checklist because you we're seeing in parts of the country multiple offers like wildfire again. And the buying power checklist is going to help you help increase the chances of you getting your multiple offers accepted. All right, so those are the couple resources I wanted to share today. You're all adults. You can find them later on on Glover's website or through the app.

[00:08:16]Take advantage of that. Let's go ahead and jump into seven ways to accelerate your production in the second half.

[00:08:21]Again, for me, I always go through a process in the month of June because, by the way, when we get into June, you pretty much know what you've got closed.

[00:08:29]You know what you've got pending. You know what your GCI is going to look like. You know what your volume's going to look like at this point, you're pretty clear on where your midway point is.

[00:08:38]And so, I take the last part of June, the last couple weeks of June, which by the way, the timing for the retreat could not have become better. And I put time in my schedule to business plan for the second half. And so there's a reason why the theme of our retreat next month, by the way, is having your best second half ever because I'm going to be going through the exact second half plan that I'm going to be operating from at the retreat, which is coming up in about 3 weeks. And so I always set a aside time.

[00:09:07]How much time should you set aside? My recommendation to you is you should set aside 3 to five hours to complete a second half business plan every single June. Even for those of you that are on pace, I want you setting aside 3 to five hours. Because by the way, if you use the Glover U plan, which for those of you coming to the retreat, you're going to get if you use the Glover U plan, then it's going to take you three to five hours to complete it. So, if you're wondering, well, Jeff, that's kind of a long time for business planning. like I'd just rather go out and see buyers and sellers. Yes, but watch. You're a business person. I understand that you're a salesperson, but you're also a business person. That's the biggest difference between an agent who has a personality based business, meaning they get business because they've got a pleasing, pleasant, charismatic personality, which I'd like to think I've got one of those, and that certainly helps me. But I don't sell the number of homes that I actually want to sell with my personality. I have to put on my business brain as well. And that's where the second half plan comes in. And so part of the seven ways to accelerate, which I'm going to go through one through seven in a minute, is actually this is kind of like the prerequisite if you will, setting aside 3 to five hours in the last half of June to get this done. My favorite time to do it, for anyone that's known for me for a long time, one of my one of my only vacations for the year, I know everyone feels like I probably travel all the time, 90% of it is for work, but one of the only vacations for the year that I mentally unplug is for is the Fourth of July holiday. So for me, sometimes it'll spill over into, you know, June 30th, July 1st, July 2nd, so that way I can get the business plan done, unplug for a few days, and then get back to work on the 6th, 7th, or 8th, somewhere in that range. So bottom line, prerequisite, set three to five hours aside if you actually want to have the best second half of your life. All right. I also want you to understand what I call the 60/40 rule. Many of you are familiar with it. For our repeat attendees, you're familiar with the 60/40 rule. And that is this. 60% of your annual business, 60% of your annual closings, 60% of your annual income, revenue, whatever you want to call it, is going to close in the second half of the year.

[00:11:19]Okay? In almost every market in North America, yes, that includes you, Canada, as well, 60% of closings happen in the last half of the year. Now, are there some unique exceptions to this rule? Of course there is. Is there stuff that happens in the economy that affects us?

[00:11:34]Of course there is. Are there things that happen in the world that affects us? Of course. But for the most part, okay, I've been listing and selling real estate. If you can believe it or not, this May I entered into into my 24th year. Here's what I know. When I go back and look at all 23 years of my career, close to 60 or just over 60. It's like between 50. I mean, literally, if I looked at the last 23 years in my business, it's between 58% and probably 62 or 63% of the closings come in the last half. And that works across the board. All right. So, the good news is this. For those of you that are like feeling maybe a little bit behind, you don't have to be at 50% of the way of your goal by July the 1. You understand that, right? A lot of times agents will come to me and say, "Jeff, well, I'm so far behind. You know, I I need a new coaching program. I need a new coach.

[00:12:21]You know, I am so far behind." Well, what do you mean? You're only at you're at like 38% of your goal. I know, but don't I need to be halfway by July the 1st? Nope. If your goal is to sell a 100 homes this year, all you need to have is 40 closed by July the 1st. You have 40 closed by the July the 1st, you're actually on your way. You don't need to have 50 closed. You only need to have 40. 40% comes in the first half. 60% comes in the last half. Don't forget that rule every time you business plan.

[00:12:49]So, the prerequisite is is preparing for the business plan. The prerequisite is understanding the 60/40 rule and knowing exactly where you're at. Once you do those things, now we can talk about the seven ways. Starting with way number one. Seven ways to accelerate production in the second half. And quite I'm going to go on a limb and say seven ways to have your best half ever. Because if you're doing everything that I share with you today, you will have the best half the best back half of your year. If you come to the retreat next month in Traverse City, you are going to have the best second half of your year because for three and a half days, that's all we're doing with you. So number one, ready? I want write this down. Recommit.

[00:13:31]Recommmit to a new contact per day number.

[00:13:36]Recommmit to a new contact per day number and update your new morning routine.

[00:13:47]recommit to a new contact per day number and update well update or create whatever your new the reason why I have update and new morning routine is because I know some of you don't have a morning routine. So for some of you you're going to write down create a new morning routine. For the rest of you you're going to write down update your morning routine.

[00:14:08]And so what do I mean by that? Well watch. If your goal is to sell more homes in the back half of the year than in the front half of the year, you're not going to sell more homes by following the same routine, which means you're not going to sell more homes by talking to the same number of people, and you're not going to you're not going to be able to talk to more people unless you make some adjustments to your morning routine.

[00:14:30]And so, Jeff, how do I figure out what needs to be adjusted, though? Well, let's start with before I even look at what my morning routine should look like, identify the exact number of contacts that I need to make per day.

[00:14:42]So, let's start there.

[00:14:44]Identify the exact number of contacts you need to make per day. Well, Jeeoff, I haven't been tracking my numbers, you know, so this is going to be a little harder for me to do. I'll give you a cheat sheet. Ready?

[00:14:55]Every single person on this webinar, every single person who's going to watch the replay on YouTube, every single person who's going to read this, you know, watch this later tonight or this weekend, you're going to catch the replay. I want you to understand that every single person on this session is capable of a minimum of 10 contacts per day. I don't care who you are. I don't care where you're from. I don't care the size of your market. I don't care age, experience, nationality. I don't care about any of that. Every single person on this session is capable of 10 contacts a day or what I would say is if you want to just just you know sum it up 50 a week. 50 contacts per week every single person. Now I know when you hear me say recommit to a new contact per day number you think oh here we go another speaker another trainer or Jeff wants me to make cold calls again. Jeff wants me to get back on the phones. No, no, no.

[00:15:47]At Gloveru we actually teach seven different ways to make contact. I'm going to go through a handful of them with you right now.

[00:15:52]But what I want everyone to commit to is a new contact per day number. Maybe you've been averaging only three or four. Bump it up to seven. Maybe you've been averaging six or seven. Bump it up to 10. By the way, my recommendation to you is I want you to bump it up by five.

[00:16:08]Minimum five. You've been averaging 15, bump it up to 20. You've been averaging five, bump it to 10. Because here's why.

[00:16:17]If you bump it up by just two or three a day, it's not going to be enough to move the needle. You might pick up an extra couple of deals between now and the end of the year, but you're not going to have your best second half ever. You want to have your best second half ever.

[00:16:28]Increase your contacts per day by five.

[00:16:31]Well, Jeff, right now I'm averaging like 21. Good. Your new goal is 26. 26 contacts a day. Yes. 26 contacts a day.

[00:16:39]People ask me all the time, Jeff, before Glover, you existed and all you did was listen and sell real estate, what was your contact per g day goal? 25.

[00:16:48]Did I have a lot of days that I missed it? Uhhuh. There was plenty of days where I hit 22, 23, 21, but I wouldn't go home until I was over 20. Well, what happened to all those missed contacts?

[00:16:59]I'd have to make them up on Saturday morning.

[00:17:02]That's how I kept track of it. Every day my minimum was 20. My goal is 25. So, what? Check this out. So, if on Monday I hit 21, I'm four short. On Tuesday, I hit 25, I'm good. On Wednesday, I hit 24, I'm one short. Now, I'm up to five short. On Thursday, I hit I hit 20. I'm five short again. Now I'm up to now I'm up to 10 short for the week. Friday, I hit my 25. All right, good. What do I have to do on Saturday? I have to come in and I have to make up those other 10.

[00:17:28]Recommit to a new contact number. You want to see a different You want to see a shift in your business in the second half? You've got to recommmit to a new contact goal per day. Now, once you have your new contact goal, then we're going to write out what the new morning routine is going to be. Because watch, if if I'm asking you to increase your daily contacts, I got to find somewhere to squeeze them in. So for some of you, if you've been arriving at the office at 9:00 and you start your prospecting at 9:30, maybe if you need to add an additional five contacts per day, you need to start your day at 8:00. You need to arrive at 8:30. You need to arrive at 7:30. Something. Put it this way. Bottom line, you are not going to be able to just say, "Okay, yeah, I'm going to increase my contacts. All right, fine.

[00:18:12]I'm going to make five more a day. You cannot say that you're going to increase your contacts without making changes to your routine. Those two are handinand.

[00:18:19]Those two are tied together at they're attached at the hip. You want to increase your contacts, you got to update your morning routine. This is your opportunity to take your 2026 business plan and literally toss it. You I don't know if it'll even come up. Toss it in the trash. Okay? Take your business plan that you use to start the year and toss it in the trash. By the way, do you understand that every year, whether I'm ahead on my goals, on part pace for my goals, or behind on my goals, every year at the end of June, I take my business plan, I review it as I'm creating my second half plan, I take my plan, and I chuck it in the trash.

[00:18:57]Why? Because I don't need to operate from my 2026 plan anymore because I'm either ahead, I'm on pace, or I'm behind. And so I'm operating from my new plan, which is my second half plan.

[00:19:10]Okay? Again, for those of you that are joining us at the retreat next month, you're going to get my exact plan, but a lot of what I'm going to share with you today is going to help you with it, whether you're coming or not. Okay? So, we're increasing by five. We're updating our morning routine. But Jeeoff, what are the seven ways that I can make contacts to today? So, at Glover, we teach seven different ways to make contacts because I know when when I when I say real estate's a contact sport, everyone thinks that it must mean cold calls. Nope. That's actually only one of the seven. So, here are the seven ways to make contacts today if you want to write these down. Ready? Number one.

[00:19:42]So, this is bonus point. Number one, the good oldfashioned phone call. Yep. The good oldfashioned phone call.

[00:19:51]By the way, uh the secrets out. It's still our number one results getter.

[00:19:57]Yes, the good oldfashioned phone call is our number one results getter. You want to know what's interesting? I'm seeing two things happen as it relates to good oldfashioned phone call. I am seeing less people answer. No doubt. We know that the contact per hour is down. It's been down for the last two, three years.

[00:20:14]But what I'm also finding is that people are actually appreciating the good oldfashioned phone call more than I've seen in the last decade. Now, are you still going to have a few knuckleheads that say, you know, no, you know, no thank you, not interested. Go fly a kite. Of course.

[00:20:29]But I'm actually seeing something interesting happen with a good oldfashioned phone call. People are actually willing to talk more now than in the last decade. So long as you can get them to answer.

[00:20:40]That's one way to make contacts today.

[00:20:43]Second ways to make contact. Second way to make contacts today, a written personalized text message.

[00:20:50]Written personalized and personalized.

[00:20:52]It's got to have their name or their property address in it. They will not respond to automated texts. You shouldn't be using automated text unless somebody opted in and gave you permission to do so. Anyways, a written personalized text message.

[00:21:06]Number three, a video text message.

[00:21:10]Number three is a video text message.

[00:21:12]Also personalized. If you've been following Gloveru, then you know at oftentimes during our summits and retreats, in fact, we're going to do this next month in Traverse City. I'm going to take out my phone and I'm actually going to record a advertisement for you to run on social media that's going to create contacts right on the spot. I'm going to record a video text message. the same one that we're sending to every single for sale by owner and expired in our market. You're going to see me do that live from the stage next month. Video text is number three.

[00:21:41]Number four, email. These are seven ways to make contacts today. Number four is email.

[00:21:48]Number five, direct. Direct. Now, direct would be like door-knocking, open houses, networking, direct contacts, which by the way, if your number's 50 contacts a week, which is not a bad goal. That's 10 a day. You might only have, you know, 25 contacts going into the weekend, but you host an openhouse or two, now all of a sudden you get your 50.

[00:22:09]Number six, DMs.

[00:22:13]DMs. So, these would be messages through Instagram, through Facebook, through LinkedIn, DMs.

[00:22:18]And number seven would be comments.

[00:22:21]people commenting on your post, people commenting on your ads, you commenting back. If you have a first-time person commenting and you're commenting back, we count that as a contact because our definition of a contact at Gloveru is a response from a decision-making adult.

[00:22:37]So, if I'm running an ad, seven ways to get more than your home is worth today, comment worth to get the to get my free guide, and I and they comment worth and I engage with them to get the guide, then guess what? That counts as a contact. Those are seven ways that we teach at Gloveru to make contacts today.

[00:22:57]All right, let's go to number two. Okay, so number one was recommit to a new daily contact per day and write out your new morning routine. Number two, get AI working for you. You got to get AI working for you.

[00:23:12]When I look at our listings and sales board today, I'm astounded at how many times I'm seeing Chad GPT, Gemini, Grock mentioned as the source. AI is recommending us. But why are they recommending us? No, not because like we're lucky. They're recommending us because we've been intentionally doing things to get them to recommend us.

[00:23:31]Okay. One of the first things we did, which I recommend you do, is a bio audit. That's right. An audit of your bios that live out there on chat GBT that live out there uh on Google. A bio audit. You just take your first name, your last name, and the phrase real estate to Google. Don't use AI for this.

[00:23:50]Just use Google for this. First name, last name, real estate. You're going to pull up probably a dozen sites that have your bio. Go in and update your bios.

[00:23:59]Make sure every single one of them matches. from the cities you serve being in the exact order to how many years you've been in the business. Everything has to match.

[00:24:09]Complete a bio audit. Next, to get AI working for you, you got to update. You got to upgrade your reviews game.

[00:24:16]At the retreat, we're releasing a 2.0 version of the five-star review program.

[00:24:23]A lot of you are familiar with the fivestar review program. You've been using the five-star review program at Gloveru. We're updating it this next month at the retreat. Basically, what's going to get updated, Jeff? I'll tell you right now. We're going to show you how to get clients to write more detailed reviews because the days of She was great, five stars. He was great, five stars. That's not going to get us to where we want to go today.

[00:24:49]Number four, I'm sorry, uh, that was number number two. Upgrade your reviews game. You got to get them talking about You got to get them talking about um things like how these are the key phrases.

[00:25:02]Sold quickly. Write these down. Sold quickly. These are the key phrases that AI is looking for when it recommends realtors to consumers. Sold quickly.

[00:25:12]Low hassle.

[00:25:14]Sold quickly. Low hassle. Top dollar.

[00:25:19]Top dollar. You get your clients using these phrases in their reviews. AI is going to pick up on them. And when someone's searching, I need an agent to help me sell my home here in Cleveland, Ohio. Great. Would you like an agent that's known for getting home sold quickly? Yes, because you know, obviously, you don't just take the first answer it gives you. It's going to ask the consumer, "Would you like an agent who's known for getting home sold quickly? Would you like an agent who's known for doing things with low hassle?

[00:25:43]Would you like an agent who's known for for getting sellers top dollar?" Yes.

[00:25:47]Yes. Yes. What's it doing? It's scanning your reviews and then it comes back and says, "Customers have said this person gets home sold quickly. Customers have said, customers have said you got to upgrade your review game." Again, we'll go deeper on this at the retreat to help you get clients to get more specific under Get AI working for you. You got to get a you got to get an authority out there by having thirdparty sites talk about you. So, just write down get authority from thirdparty sites. You got to have thirdparty sites out there that are talking about you.

[00:26:22]Sites like Real Estate News, Inman, Yelp.

[00:26:26]Create threads on Reddit to get people talking about you. Submit articles to every single thing you can. Get listed on as many thirdparty sites as you can.

[00:26:35]Create profiles and business pages on all the third party sites.

[00:26:42]And the last thing to get AI working for you, we're going to go real deep on this one at the retreat. In fact, we're going to have some interactive breakouts around this one where you're actually going to be building these on site. The feedback that we've gotten from attendees is, hey, I love the breakouts.

[00:26:55]It'd be nice if we can actually do these things while we're in class. So, instead of sitting back and listening to the instructor, you're actually going to open up your laptop and you're going to build these right on site during the retreat.

[00:27:06]And so, what am I what am I talking about right now? How to create a free download to generate high quality seller leads because the days of what's my home worth, you know, here, click here for a free CMA, those days are gone. Okay?

[00:27:22]People are not responding to those like they used to. And when they do respond, it's surface level leads. They're not really actually ready to do something.

[00:27:28]But you create a free download titled Seven Ways to Get More Than Your Home Is Worth. Who do you think's downloading that? Sellers. So, we're going to teach you how to create free downloads. That's one way we're getting leads directly from AI. We're creating free downloads and we're using AI to engage with the customers that comment to get their hands on the free download. All right, that's number two. Get AI working for you. This is again all designed to help you have a strong second half in in 55 minutes. I hope you can understand I'm giving you the what. I can't get into the how in 55 minutes. We get into the how at the retreat next month with which I'll cover that at the end. Number three, execute on your third quarter database and hybrid farming value plan.

[00:28:17]Execute on your third quarter database and hybrid farm value plan.

[00:28:24]Okay, if you've been spending any time around Glover or at our events, you're very familiar with our database plan.

[00:28:29]You're very familiar with what hybrid farming is. Let me just tell you what I want you to do in the third quarter for these groups. Some of you work both your database and your hybrid farm. Some of you only work a hybrid farm. Some of you only work a database. So, here's what I want you to do in the third quarter because it's the same things we're doing. Ready? You're going to do one event. Write this down. This is under number three. You're going to do one event.

[00:28:56]You're going to do one phone call.

[00:28:59]You're going to do one mailing, one event, one phone call, one mailing.

[00:29:07]You're going to do two text messages.

[00:29:10]One event, one call, one mailing, two text messages.

[00:29:14]You're going to do three infotaining emails.

[00:29:18]One event, one call, one mailing, two text messages. Three infotaining emails.

[00:29:23]Think of information that's entertaining.

[00:29:26]And you're going to do four social media posts directly targeted to your database or your hybrid farm.

[00:29:33]Four social media posts directly targeted to your database or your hybrid farm. Think about a market update, a gift card giveaway, obviously uh the the invite to the event, footage from the event, right? You can come up with four pretty easily. Okay, as we mentioned in the subtitle, part of the reason why we did this webinar was to share with you a lot about what we're going to cover at the retreat. Guess what? We're going to give you a plan for each one of those.

[00:29:59]So, you're going to get the exact thing that we're doing in terms of the event, the call, the mailing, the two texts, the three emails, the four social posts.

[00:30:05]Okay? You don't need our event to figure it out. You can figure this stuff out on your own. But again, it was our promise to make sure everyone knew what we're going to be doing next month up in Traverse City, Michigan as well. That's number three. Execute on your third. So, you got to have a third quarter database and hybrid farming plan with one event, one call, one mailing, two texts, three infotaining emails, and four social posts. That's our formula. That's what we'll be doing next quarter. You should do that as well. Number four, create and or update your buying power checklist.

[00:30:38]Create and or update your buying power checklist. Now, I mentioned earlier when we started, you can get our buying power checklist and tons of other free resources through the Gloveru app. Just search Gloveru in your app store. You'll be able to get your hands on it. In fact, the tool in the app store is a guide to help you build your own. The buying power checklist is something that we present to the buyers during the buyer consultation. So, when it's time to write the offer, they're more likely to get their offer accepted because they're willing to take your advice. But why would they be willing to take my advice? Because when you go through the buying power checklist during the buyer consultation, when it comes time to write the offer and you give them the same suggestions you already talked about, the second time that they're hearing it, they're more likely to take action on them. You ever notice how a buyer won't take your advice the first time around, but they take your advice the second time around? The buying power checklist helps you eliminate all that wasted time because when it's time to write the offer, they're hearing all of these tactics. Now, for the second time, you can get your hands on our buying power checklist in the Gloverview app.

[00:31:41]If you're in a situation where you know the buyer's going to be in a multiple offer situation, you better be creating your own version of it and presenting it during the buyer consultation. That's number four. You want to have a stronger second half, get more buyer offers accepted in the second half. That buying power checklist will help you do that.

[00:31:57]Let's go to number five. Number five, switch to the twilight openhouse model and or also keep the weekend.

[00:32:10]Switch to the twilight openhouse medal model and or also keep the weekend.

[00:32:15]We'll be spending a lot of time talking about this one at the retreat. You've already been seeing maybe in the Glover Inner Circle Facebook group more and more people having success with the Twilight Openhouse. We've actually been teaching it for several years now, but we've been teaching it kind of like a bonus. We've been teaching it like, "Hey, if you want to get in relationship with more neighbors, perhaps you should do a twilight open house on the Thursday or Friday before the weekend." The message you're going to hear from the retreat stage and the exact outline that we're following to have a successful Twilight Open is that the Twilight Open is a must moving forward.

[00:32:50]I'm even going as far as saying the Twilight open is more valuable than the weekend open. And here's why. Two reasons why. Number one, during your weekend open, do you ever notice how buyers andor neighbors and or sellers are always kind of in a hurry? They're always in between things like we're on our way somewhere. We're we're heading here. We just came from lunch and we're going to Home Depot next. We just came from church and we're going to lunch.

[00:33:12]They're always like on their way somewhere. The twilight opens, you can't get these people out of the house.

[00:33:17]They're hanging out for twice the amount of time than a weekend open house. Well, why do I want them hanging out? Cuz that's where you build rapport and build future clients. The second thing we're seeing success with twilight open houses is we're having more neighbors show up to a Twilight open than a weekend open.

[00:33:34]Well, why do I want neighbors there, Jeff? Because I want future sellers.

[00:33:37]This is your opportunity to make an impression on the neighborhood.

[00:33:41]So, hear me loud and clear on this. At the retreat, we're going to be pro promoting the Twilight open house first, the weekend openhouse second, and we're going to give you the whole twilight openhouse plan that we're following.

[00:33:53]Best times to do a twilight open, by the way, Thursdays 5 to 7, Fridays 4 to 6.

[00:33:59]Thursdays 5 to 7 or Fridays 4 to 6. It helps if you have food and beverage there. And again, it can be a cheese board, maybe wine and crackers and and some Cokes and whatever.

[00:34:12]You'll see people hanging around longer.

[00:34:14]You're going to get more neighbors to show up. That's number five. Number six, also something we're going to go deeper on the at the retreat.

[00:34:23]We are holding every transaction accountable to nine social media posts per transaction.

[00:34:34]Nine social media posts per transaction.

[00:34:39]At Gloveru, I used to teach three. I used to teach one pre, one during, one post. Now everyone's doing that. And so now I'm teaching nine. Three pre, three during, three post. Think of all the things that happen before a listing goes live. Think of all the things that happen before a buyer selects a home to write an offer on.

[00:35:01]Showings, walkthroughs, home inspections, all the stuff that takes place in this business that we take for granted. And by the way, you can have AI help you with the ideas.

[00:35:11]three pre, three during the transaction, and three after the transaction. Nine social posts per transaction. For my newer or struggling agents that want to have a better second half of the year, absolutely. You bump it up to nine, everyone's going to be everywhere you go. Every time I turn around, it looks like you're listing or selling another house. Well, uh, that was just me in the basement of one and the backyard of the same one and in the kitchen of the same one and in the front yard of the same one. Uh but thanks. Right. Nine per three pre, three during, three post before I get to number seven, I I want to say one thing. Okay, for those of you that are watching this and you're thinking, "Well, Jeff, I'm ahead of my goals.

[00:35:58]Jeeoff, I'm I'm I'm on par, so why would I do anything that you're teaching here?" Uh, here's what I would tell you.

[00:36:05]For those of you that are ahead or on par, I'm concerned the most for you. Why is that? Because psychologically, when you're ahead or on pace for your goals, especially as we head into the summer months, psychologically, you're going to take the I'm going to sit this one out approach more often. You don't even mean to do it. You make a couple less calls here and there. You host a few less open houses here and there.

[00:36:35]you are you are not mentally in the game as much in the summer months because you're on pace. I'm ahead of my goals.

[00:36:42]So, it's actually not my struggling agents, the ones that are behind that I'm concerned about. Because those of you that are behind, you do all seven of these things. I'll get to number seven in a second. You do all seven of these things, you're going to be just fine.

[00:36:55]For those of you that are on pace or are ahead, I want you to increase your goal.

[00:37:00]I know. I know. Well, Jeff, you're the coach. You're supposed to say that. No, no, no. I'm the producer. I'm not here as a coach. I'm here as a producer. I'm telling you what I'm going to be doing.

[00:37:09]And anytime I'm on pace or ahead, I increase my goal because I need to keep that steady pressure that I had in the first half throughout the rest of the year. Now, that doesn't mean I'm not going to take a few vacations or take a few weeks off or whatever. But I can't have the mentality that I'm ahead or that I'm on pace or I'm going to subconsciously start dialing it back.

[00:37:28]And you know when you realize it, you recognize it when we get to September, October, November, and you look back and say, "What the heck? I was on pace to sell 50 homes this year. I had 25 homes by July the 1st, and I only ended up with 35 closings. How did this happen?"

[00:37:45]Because you let your foot off the gas because you took the mentality that you're on pace in the summer months. You took the mentality that you're ahead of your goals in the summer months. So, what I want you to do so you don't get in that position, because I've been in it before, is I want you to raise your goals. For those of you that are behind, you may want to consider keeping your goal right where it's at or maybe even reducing your goal down. But for those of you that are ahead or on pace, I want you to increase them. Which takes me to number seven. And I guess I kind of gave away part of what number seven was here.

[00:38:14]I got ahead of myself. Number seven, I want you to throw away the annual business plan and I want you to put together a plan just for the second half.

[00:38:23]I want you to throw away the annual business plan, your 2020. You're Jeeoff, I'm working from the Glover you won. I know. Toss it in the trash because that was based on October, November, December, whenever you completed it. And at this point, if you're ahead, on pace, or behind, we're adjusting things anyways. So, let's just start with a clean slate. Now, when I'm completing my second half business plan, as those of you going to are going to see next month in Traverse City, I have my 2020, in this case, 2026 plan next to me while I'm going through my second half plan.

[00:38:57]Are there a lot of things? Because you might say, "Well, Jeeoff, I spent like a whole day on that plan." Yes, I know it's a pretty comprehensive plan. You want to have a big business, you have a comprehensive plan. You want to have a small business, you have a simple plan.

[00:39:08]Simple plans create simple businesses.

[00:39:11]Full business comprehensive plans create big businesses. So Jeff, I spent all this time on this big plan and you want me to toss it in the trash? No, no, no.

[00:39:21]When you go to do your second half plan, you're going to have your second half plan to the left or the right of you.

[00:39:25]You're going to have one on the other side. And there's stuff that was in your plan that you're going to transfer over to your second half plan. So it's not all it's not all for for not. It's not all forgotten.

[00:39:36]But I want you to when you're done, you're going to toss that out. We're going to operate from the second half plan only moving forward. And again, if you're on pace or ahead, I want you to raise your goal so you don't fall in the trap of falling behind because you will.

[00:39:47]And for those of you that are on pace or behind, you may want to adjust your goal. I'm sorry. For those of you that are behind, you may want to adjust your goal down.

[00:39:56]So, one of the reasons why we po put on this webinar was because we had a lot of people asking, Jeff, I'm seeing a lot of things come out that are unique about this retreat coming up next month. You know, we have the production accelerator kit, which for the first time ever, you're going to get we're actually going to give everyone in the audience a link, a Google Drive link. You know, we don't live stream this particular event because people ask all the time, "Well, Jeff, you know, I can't make it. It's far away. I'm in Alaska. I'm in Texas.

[00:40:25]Get on a plane and get there. You want to talk about exposure? That's that's what I've learned from day one. It's the people that you're surrounding yourself with. I don't care what it takes to get there. Had I not gotten on a plane, I would have never met Floyd Wickman. Had I not gotten on a plane, I never would have met Mike Ferry. Some of the bigger influences. I may have not met Gary Keller. Some of the early on influences in my career.

[00:40:46]And so when people ask yes, but I've been to your event before. What's going to make this one different? Well, first of all, if you've never been, I want to share with you exactly what we're going to be doing next month in Traverse City.

[00:40:58]And then when we're done, I'm going to have the the the marketing team ceue up a 2 and a half minute video explaining that. And then when we're done, I'm going to go through some of the differences about this retreat versus any other retreat you've ever been to.

[00:41:10]You're going to see that this is our last time in Traverse City, Michigan, because we are outgrowing the venue. We just had 1500 people in Phoenix, Arizona. The max the Grand Traverse Resort in Traverse City holds is a thousand. And so we have to move the event. So unfortunately, it's our last time in the most beautiful place on earth in the summer. So marketing team, I'll have you play the video and when we come back, stick around because when we come back, I want to share with you the differences of the retreat and one or two last things before we go and including an incentive for all of you.

[00:41:39]Check it out.

[00:41:46]For some of us, this is where it all began.

[00:41:50]Every year, we step away from the noise, not to escape it, but to think clearly inside of it.

[00:41:58]Traverse City, Michigan, has been that place. Not just because there's no better place to be in the summer, but because this is where conversations turn into clarity, where confidence starts to grow, where momentum actually begins.

[00:42:12]This is my 10th conference. I always go to them and it's just the information is so valuable. Jeff wants you to win.

[00:42:20]>> This June, we're doing the retreat in Traverse City, Michigan one last time.

[00:42:25]Same energy, higher expectations.

[00:42:28]>> There is so much training in the industry, but there is no other training that is as actionable as Glover use training. Since coming to these events, I've been able to implement real strategies, real techniques that I can implement into my business that'll help me win.

[00:42:44]>> It's a high vibe, highlevel real estate conference built for serious producers who want to grow faster.

[00:42:51]>> Connections, relationships, agents all over the country are here. Find yourself in rooms with people who are very successful. And if you want to raise the level of success you're at, you got to raise the circle of the people that you're around. This is your time, your moment, your opportunity to level up, take control, and finish the year stronger than ever before. We don't just teach theory because we're in the trenches with you listing, selling, and dominating the market at the highest level.

[00:43:20]>> You get so much great content, and it's not just fluff. It's stuff you can actually use in your business on a day-to-day basis. Everything from lead generation, lead conversion, listing presentations, buyer consultations, marketing, social media, it's all going to be here.

[00:43:38]At Gloveru, we don't just talk about success, we live it every single day. I was always limited by what I thought I was supposed to do, and I never understood what it meant to have an unreal life. And now that I'm around 1,500 other people here at this event, I understand what it means to not only have a better life for my family, for my business, for my community, but for myself. This is your chance to learn from the best, the ones who are doing it. Not just talking about it.

[00:44:06]>> You're never going to get as far if you don't pair with someone else. If you don't have a coach, if you don't have someone there that's going to be supporting you and driving your business, >> you'll get to spend 3 and 1/2 days with over 1,000 top producers from all brokerages and all brands from all over North America in the beautiful resort town of Traverse City, Michigan. And we get to have some fun, too. Everything from golf, pool, spa, wine tours, hiking, boating on Lake Michigan.

[00:44:32]Everything's right there on site. If you've ever thought about coming, don't wait for the right time. be in the room one last time. We'll see you this June.

[00:44:46]Okay, so there it is. If you want to see the full agenda, go to glovy.com/ retreat and I'm going to have them throw a slide up here in just a minute with an incentive for you guys. But I want to share with you what's different about this particular retreat. So, um, you guys have been on business planning sessions with me before. Uh, I've often times, I mean, most cases, I give away our business plan for free. Um, if you're wondering, the second half business plan will not be released to the public for several months into the second half. So, you have to be at the retreat in order to get the second half plan. My guess is we probably won't release it until July or August. And at that point, we're already into the second half. Why do we do that? Well, that wouldn't be fair to the people that are paying money to get on a plane or or to drive up to Traverse City. So you have to be there to get the second half plan. That's first and foremost.

[00:45:35]Secondly, one thing that's different about this particular retreat is I'm not just presenting a plan to you. If you've seen me present a business plan before, I walk you through kind of an overview of every step of the plan. This isn't actually going to be like this. Instead, what I'm doing is I'm going through each step of the plan and I'm turning around and giving you an action plan to go alongside of it. So instead of having to think about the things you need to come up with yourselves, I'm actually going to show you what it is we're doing within each portion of that plan. So again, if you were if you're used to coming to my, you know, January uh you know, the the annual business plan webinar, I normally do it the week of Thanksgiving. If you're if you're used to attending that, I go through like a 90minute explanation of every part of the plan. This isn't that. This is actually okay. When it says put together, for instance, put together a new top producer schedule, I'm actually going to show you the recommended schedule. When it says, um, implement a new source of seller listings in the back half of 2026, instead of you having to come up with it, not only am I going to give you the sources, but I'm going to display how I'm going to actually make prospecting calls. I'm actually going to show you the exact sources that you should be adding in the second half.

[00:46:51]See, it's a lot different when I have three and a half days with you. I can go deeper on these things that are going to help you succeed. We also have because it's our last time in Traverse City, we have got special guest interviews, interviews that we've never been done before, we have some surprise guests names that we haven't even released yet.

[00:47:07]People that you're wondering like, "Oh, I wonder if he's going to interview this person. I wonder if he's going to interview that person." There's there's a handful of names that we haven't even announced yet that we're going to be interviewing from the stage. All because it's our last time in Traverse City. So, you are going to see some connection to either time that I've known these people or connection to my business in Michigan. We're going to have interactive breakouts. First time we've ever done interactive breakouts where you don't just sit back and take notes.

[00:47:33]You're actually taking out your laptop, you're opening up your phone, you're going to the back end of Meta, you're opening up your schedule, you're opening up your scriptbook, whatever, and you're actually interacting, meaning you're taking action on those things. I talked about building the free download resource. We're going to build a free download resource and show you how to publish it and advertise it in the back end of Meta in a breakout. Yes, that's what I mean by interactive breakouts.

[00:47:59]It's not like, all right, I'm going to have to go back and figure this out.

[00:48:02]Nope, we're going to figure it out right here on the spot together as a group.

[00:48:06]Okay. We also have implementation mastermind. So, when we're done for three full days of learning and growing, day four is a half day with one theme.

[00:48:15]How do we take action on everything we just learned over the last three days?

[00:48:19]And it's not just, you know, uh here here's, you know, circle three things and and and put stars by three things and these are the things, you know, narrow your notes down. No, no, no.

[00:48:28]We're actually going to be talking about, okay, what is the first step to take action on that? What is the second step to take action on that? What is the third step to take action on that? And probably above all, what you're going to see at this year's retreat is a larger focus on the skills needed to succeed today. Okay? And they're not the skills you're thinking of. I know when people hear skills, they think fundamentals.

[00:48:49]There's a handful of fundamentals. Yes, those are never going anywhere. However, there's a handful of new skills. For those that are familiar, I have a I I've I did years ago 11 skills of top listing agents. Well, I've updated it for the back half of 2026. That and so much more is going to be taking place June 15th through the 18th. If we can get that slide thrown up on the screen, I'm giving you all a gift today because you're going to get an incentive because you showed up to this webinar or you watched the replay on YouTube. You just use the code seven ways. You can scan that QR code. I'm giving you 48 hours to make a decision. Okay? So, you have until today's Thursday. You have until midnight on I'm sorry. You have until 5:00 p.m. on Saturday. 48 hours. So, I guess that's a little bit more than 48 hours. You have until 5:00 p.m. on Saturday before that code expires. All right. So, keep that up there so everyone can scan that QR code. If it's easier, just go to glov.com.

[00:49:48]Rooms are still available. We opened up the room block until the end of this month. So, you have until Sunday at midnight. Our room block closes Sunday at midnight if you want to stay at the Grand Traverse Resort. That's where everything happens. You don't have to get an Uber. You don't have to do this.

[00:50:04]I see so many people staying off site and I think about, oh my gosh, the travel organizing Ubers, all this stuff.

[00:50:10]Nope. You can, you know, we have stuff that starts at 7:45 in the morning and our last meetup starts at 6:00 p.m. And so, you want to be on site as much as possible. Take advantage of our room rate, which we've negotiated for you for 299. And and listen, you saw when that slide was up there, the price of the event is $349 for you. Uh watch, people ask me all the time, Jeff, how do you even make money on your events? We don't. Okay. At our January event, we lost $270,000.

[00:50:39]To which everyone responds with, "Well, why why do you do it?" Well, my mission is to impact millions to live their most unreal life, a life so amazing that it's almost unbelievable, which is our definition. And I'm not going to stop until I do. And so that means if I have to lose money for several years to make sure I'm on my journey of helping millions live their most unreal life, then it's totally worth it because just as Zig Ziggler said, you help enough people get what they want, you're going to get what you want one day. Well, I'm in the phase of my life where I'm on I'm helping people get what they want. So if you've never been, I'm going to encourage you to take a chance. I promise you I won't let you down. One last time, go to glover.com.

[00:51:14]Those of you that are joining to find out what we're going to be covering at the retreat, I look forward to seeing you all June the 15th through the 18th for one last time in Traverse City, Michigan. Thanks so much for coming out.

[00:51:26]We'll see you guys soon.