When it comes to scaling globally, we couldn’t think of a more qualified guest for episode 11 of The Relentless. Our guest of the hour is none other than CEO and Co-Founder of York IE, Kyle York. Kyle has a proven track record of supporting well-known internet giants Twitter, the New York Times, Amazon, and Netflix, to name a few. His company’s mission is to work with entrepreneurs and angel investors to help them build solid companies, create new jobs, grow generational wealth, all while they impact the world.  

This episode is full of mind-shifting thought starters that can help anyone, in any field of business, scale and grow. Kyle’s motto is to scale globally while maintaining a local heart and a global ambition. He believes this is possible when your key focus is your connection with your customers. When you make it a point to obsess over how you can turn your customers into your biggest advocates, or as Kyle calls them, brand evangelists, you create the foundation of your business model that can make scaling to any size a strategy that’s within reach. 

It’s a global mindset that can help you reach and impact those outside of your current market. Thinking globally, or looking at the bigger picture, can allow you to position your business in a way that can grow in staff and revenue.

Here are our top 3 takeaways from this episode:

1. Set your goals and ambitions. – Sustainable growth, before it physically happens, may initially be a mindset. Thinking bigger can help you take steps to scale your business outside of its current reach. Once you decide you are ready to scale, write your goals down and begin developing a strategy to put them into action. We shared some best practices on effective goal setting in episode 2 of the podcast.
2. Embrace your unique differentiation. – Be yourself. Everyone is different with a unique approach, and experience. Whether you realize it or not, people want to hear from you. They want your perspective and insight and when you share your expertise, it helps set you apart. 
3. Leverage technology or tools to help you innovate. – This could be in the form of sharing what you know in a video series on Instagram or creating blog content online and then sharing it with your current sphere, and on various social channels. In the age of tech, innovation is limitless. You can reach people who may not be in your current market but are looking to relocate. The power of social media and using tools to create social ads to increase your reach is a great way to innovate your growth strategy.

When we asked Kyle, what does it mean to be relentless? He shares a practical yet, you guessed it, growth-oriented response. We won’t share it here; you’ll have to listen to episode 11 to find out! #jointheconversation

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/_l0b1jpxuYo/

This year’s #One21Experience was one for the books! From dynamic breakouts to an unbeatable lineup of speakers, an interactive expo, and jaw-dropping announcements, our relentless affiliates stepped away from running their businesses to expand their knowledge and to network with other CENTURY 21 affiliates from around the world.

With over 10 countries represented, and more than 1,600 of our most relentless in attendance, sunny Los Angeles, California didn’t fail to disappoint. We kicked off our conference weekend with our exclusive International Master’s Dinner and we segued into Sunday, officially kicking off our learning sessions hosted by our CENTURY 21 learning team and some of the best thought leaders in the industry, including award-winning sales and marketing professional Kristi Kennelly, and media personality, entrepreneur, bestselling author and speaker, Gabi Natale, to name a few. Our more than 100 learning sessions included topics such as How to Boost Productivity, 12 Mindsets of Successful Agents, Developing Systems for Retention & Profit, and so many more!

• 

• 

• 

• 

Our expo was the perfect setup to reveal some of our 50^th Anniversary swag and the expo hall doubled as a space for jam-packed learning sessions on everything from tech topics, hosted by CENTURY 21 corporate staff, to Dr. Julie Gurner, herself, sharing her favorite takeaways from our 1^st season of The Relentless Podcast – which, by the way, according to Libsyn, is rated in the top 5% with over 300k downloads!

Monday was one to remember with our general session hosted at none other than the Microsoft Theatre, where our very own executive team CMO, Cara Whitley, COO, Bryon Ellington, and CEO, Mike Miedler took to the stage to reveal award recipients such as our International Hall of Fame, our #1’s, and our Best of Awards, to name a few. The show didn’t stop there! Cara shared the launch of our new Abandonment Campaign commercial, which showcases how our relentless agents go above and beyond for their clients throughout the entire buying and selling process. Bryon took to the stage to announce the launch of our new Home Concierge Service, which is a new tool that will help our agents provide even better service to their clients with everything from insurance, to moving and utilities, to internet and booking home services. The Home Concierge Service tool will be available later this year.

• 

• 

• 

• 

Patty McCord, the former talent officer of Netflix, was also a part of the line-up, in addition to the amazing and inspiring host of Shark Week, Paul de Gelder. (if you haven’t heard Paul’s incredible story, you’re seriously missing out.)

For the last day of the conference, you’d think we’d slow things down a bit, but we chose a different relentless approach. We had an awesome line-up with the industry’s leading real estate coaches. Kicking things off with ‘the’ Tom Ferry taking the stage and trust us when we say, the line for his session started to wrap around the building at 7:45 am for an 8:30 start time, and people are still talking about his session! After Tom, up to bat, we had Mike Ferry and Jared James. We really brought the A-game with the line-up this year! We capped the event off with our Final Night Celebration, and let’s just say we painted the town relentless gold.

We are so ready for our 50th-anniversary celebration next year, that we already have the site up and ready to take your registrations. If you didn’t think this year could be topped, we’ll show you next year in Vegas!

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/gCiwss5tjGA/

What comes to mind when you think of the term, mentorship? If you begin to think of one who receives guidance from someone who’s more experienced, then you are correct! Whether it’s in your personal life, or professional life, aligning with a mentor can be extremely beneficial. Some benefits can include: developing new skills, overcoming weaknesses, or perhaps, a deeper development of one’s strengths. 

What if we told you that our guests in episode 10 of The Relentless, believe that mentorship doesn’t just require effort on the part of the receiver but, there’s an equal effort for the one who’s giving? Mentorship can be considered a two-way street and as Dr. Gurner and our guests discussed in this episode, can come with its own set of challenges.

Enter Gavin Kaysen and Chris Nye. Gavin is a two-time award-winning chef and the Owner of Minnesota restaurants Spoon and Stable, Bellecour, and Demi. Chris is the Executive Chef for Gavin at Spoon and Stable. They first connected while Chris worked in the kitchen of a restaurant in New York, and Gavin joined as the chef. 

Their relationship took some time to develop, and as they tell it, there were many factors that came into play that helped their mentor/mentee relationship become a meaningful one.

Key Takeaways

Whether you’re on the mentorship side of the relationship, or the mentee, this episode is full of meaningful takeaways. Here are our top three favorites:

1. Vulnerability builds trust- Going through challenges together can help strengthen the mentorship/mentee relationship. Chris shared that it was going through tough times with Gavin, that helped show them they could depend on one another. Their vulnerability helped build a trust that strengthened their relationship. 
2. Communicate with each other- Gavin mentioned, “…be willing to hear what is going to be said on both sides of the aisle. You cannot give all of it and then expect nothing to come back.” Like any relationship, there can be conflict. Working through those differences and being willing to listen, can help build a strong line of communication. There may also be times where you may have to have the “hard conversations.” While navigating through those conversations may not be easy, they are necessary for both sides of the relationship.
3. Be willing to commit your time- Building relationships can take time. There is also time involved for the gleaning and learning component from both parties. Whether it’s face to face time, or responding to a phone call, being intentional is key building and maintaining the relationship. The time commitment may be a sacrifice, but can help build the groundwork of a long-lasting friendship. 

We asked Gavin and Chris how they define relentless. They both believe being relentless is more of a posture or attitude that’s disciplined or unwavering. It’s seizing every opportunity, and not cutting any corners. 

Whether learning new skills in your professional life, or if you’re looking to further develop your current strengths, this episode can help define how a mentor/mentee relationship can be meaningful for both sides. Listen to episode 10, of The Relentless, to learn more on the two sides of mentorship, and #jointheconversation.

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/As5VUJPMDEI/

When helping clients with the biggest financial decision of their lives, Edna doesn’t just see her role as a real estate agent. Even with her 16 years of experience and a growing list of satisfied clients, there’s something more that gives Edna the drive and passion to give it 121%, day in and day out.

Who is Edna Kimble? She’s one of the winners of the Relentless Agent Awards and there’s one thing that’s for certain. She loves her community and she spends a lot of her time serving those who are a part of it. Whether she’s volunteering at a local shelter for women or working with an organization that helps people with disabilities, Edna see’s her role as helping to build a strong community, vital. For her, “giving back” gives her a sense of purpose and value. Bringing new families into the community, building lasting relationships with her current and previous clients, while serving those in need are the ways she remains driven. This, Edna believes, takes the process of buying or selling a home from transactional to relational.

Her relentless mindset has shown true with one of her previous clients. She was working with a veteran to help him sell his home. Edna and her client encountered numerous obstacles, including her losing contact with the him, only days before his home would go up for auction. Edna made up in her mind that she would stop at nothing to make sure her client not only sold his home, but that his every need would be taken care of in the process. It took Edna (and the help of the agents at Century 21 Wright Real Estate) days to locate her missing client, and when they finally did, they had only minutes to obtain the client’s signature on the necessary documents in order to sell his home before it went to auction. 

What makes Edna’s story so remarkable was that for her, it wasn’t about the sale. It was about going above and beyond to help someone that was in need. Taking a step back and looking at the bigger picture of how helping buyers and sellers impacts the community, is how Edna sees herself building the place she loves so much. Learn more about Edna’s story, by visiting the Relentless Agent Awards website. #jointheconversation

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/DWslKTBQvQI/

When you believe helping others is a personal responsibility, you won’t stop short of finding ways to lend a hand. Since her childhood, Lori has been known for going out of her way to make a difference.

Lori Adams is a winner of the Relentless Agent Awards and when she talks about why she loves real estate, it paints the bigger picture of what makes her relentless.

“Real estate is perfect for me because I get to help people achieve one of their lifelong goals.” 

Lori Adams

Lori’s unique perspective has helped her become known for an out of the box, solution-oriented way of thinking that goes above and beyond in meeting the needs of her clients.  From hosting fundraisers, in the time of need, to offering her assistance to the town she lives in when the unthinkable happened, there is no limit to Lori’s compassion and caring nature. 

Becoming a connector in her local community and within her sphere of influence is something that Lori takes pride in. For her, it’s not just about building a network for her business. Lori has built, what she calls, a lifetime of connections she can depend on to help her meet the needs of her clients. 

Lori believes it’s the behind the scenes work that goes into connecting her community and helping others that serve as her ‘why.’ Learn more about Lori and her relentless story by visiting the Relentless Agent Awards website. #jointheconversation

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/Lpj3F9wC1V4/

Before he began his career in real estate, Joe Eletto served in the U.S. military and if you ask him, those three years have helped shape the man he’s become today.

As a winner of the Relentless Agent Award, Joe says he’s willing to do whatever it takes so clients won’t feel a bump throughout the entire homebuying and selling process. He takes his service seriously, and he says there isn’t much he won’t do to go above and beyond, ensuring his client’s satisfaction.

When Joe’s not working on helping a client find a home, you’ll find him actively volunteering in his community, serving military veterans. Tampa, Florida has an active veteran community and because of his previous service, Joe has developed what he’s called a “soft spot” for taking care of other vets, of whom he also refers to as his friends.

One of Joe’s clients encountered challenges while listing his home with a previous agent. When Joe learned his fellow vet needed assistance, he didn’t hesitate to defy and deliver. There were multiple issues with the property and the client was unable to remedy them. To make matters more challenging, the property also had an HOA lien. 

While working on the property to get it ready for showing, all Joe says he could think about, in the 90-degree Florida heat and humidity, was how his client spent time in Iraq, in the desert heat, serving our country. This, Joe says, gave him a better perspective on what he was doing and why.

“I did what I had to do to get the property sold, and the HOA lien lifted.” Joe said.

When you consider serving others as an honor, rising to the occasion and giving 121% becomes second nature. To learn more about Joe and his relentless nature, visit the Relentless Agent Awards website. #jointheconversation

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/MJKGQqBt4Fs/

When a relentless mindset is a part of your DNA, you become a go-getter in everything you do. Make no mistake, Nancy Andreason is as relentless as they come, and she is one of the winners of the Relentless Agent Awards. 

At the age of 18, Nancy spent three years in the Philippines, serving on a missions trip. Those years were life changing and she’s taken a lot of what she’s learned into her career in real estate. She described herself as being shy and lacking confidence but, when her missions team was tasked with knocking on doors each day, Nancy found the drive to overcome her fears. Nancy explains, “Living in a foreign country and serving others, made you become selfless. You had to spend a great deal of time talking to people and sacrificing the comforts of home.” Finding the confidence to talk to strangers, despite the language barrier was only the beginning of Nancy’s persistence. 

Nancy’s motivation and drive are what left a lasting impression on one client, in particular. When Nancy learned of a probate listing in her market, she did some research of her own, and reached out to the point of contact. As the contact and Nancy began discussing the listing, it was very apparent that Nancy had gone above and beyond to familiarize herself with the details of the home. Not only was this a display of Nancy’s relentless make-up, but it immediately put her, now, client at ease.

Whether it’s being a mom or managing the business side of her husband’s dental practice, Nancy says, the source of her drive is her family. Carrying this drive into everything she does is what makes Nancy one of our most relentless. Learn more about Nancy by visiting the Relentless Agent Awards website and #jointheconversation.

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/T_VuN3CbKO0/

When asked “what’s your motto?” Relentless Agent Award winner, Leigh A. Saunders’ response was simple. 

“I’m a straight shooter. I honor you with my honesty.”

Leigh A. Saunders

Her professional background is in the restaurant industry, and Leigh says, she’s learned some key things that have impacted her career in real estate. Her focus, however, isn’t on the numbers. It’s on building relationships with a foundation of honest communication. Leigh is a firm believer that if you focus on the people, everything else will fall into place. This has proven true, in her business, as Leigh has built a proven track record of satisfied clients.

For Leigh, showing someone you respect and value them with honesty, is key in showing them honor. After only four years in real estate, she’s become one of the top agents in her office. Leigh credits a lot of her success to the trust she’s built with her clients and industry professionals she’s worked with, along the way.

When it came down to helping a client sell her family’s cottage during one of the toughest times of her life, Leigh knew exactly what she needed to do. Leigh was consistent in her communication, attentive to her client’s needs, and honest about her client’s best interest. Her client experienced the tragic loss of her sibling, and Leigh became more than just her real estate agent. Leigh’s helpfulness and understanding nature rose to the occasion as she helped her client make tough decisions during that time. This was more than just a sale, to Leigh. It was about helping her client sell a part of her family’s history and ensuring every point of the experience would be in her best interest, even in the midst of her grief.

Learn more about Leigh and her extraordinary story by visiting the Relentless Agent Awards website. #jointheconversation

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/I3ecLBlcEuo/

When you take the homebuying and selling process from transactional to experiential, each memorable moment can last a lifetime. Simone has not only found a way to capture those moments for her clients, but she also cheers them on, along the way.

Simone Plush is one of the winners of the Relentless Agent Awards and has a knack for capturing memories. Before she made the career change into real estate, Simone worked in admissions, helping others make life-lasting career choices. It was during that time, her compassion to empower others grew and she became an advocate for those she helped by holding them accountable in achieving their goals and dreams. 

Simone recognized, very early on, the value of documenting life’s journeys. She believes if you intentionally capture memories, you’ll remain motivated and focused on your ‘why.’ Simone’s passion for helping others celebrate milestones, and not allowing them to forget each victory has also left a lasting impression with her clients. She surprises them with a keepsake video, at the end of each closing, so they will have moments to remember and cherish for a lifetime.

When contacted by a family looking to purchase their dream home, Simone immediately began capturing photos and videos of their journey. Her clients had a less than memorable experience with their previous realtor and Simone did everything she could to put her new clients at ease. Without warning, there was a leak discovered in the basement of their prospective home and the family was devastated. Simone reminded them of their ‘why’ and encouraged them to remain positive. She not only reminded them of their dream of home ownership, but she made sure she took care of the situation, ensuring their every need was met. On closing day, she provided the family with the keepsake video that, in their words, was just the icing on the cake. 

Read more about Simone by visiting the Relentless Agent Awards website and #jointheconversation.

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/8EEwnnYAbKA/

2019 was one for the books for the Century 21 brand. This past Spring, we launched our podcast, The Relentless, and the real estate industry, as we know it, will never be the same. With host Dr. Julie Gurner, we’ve sought out today’s top thought leaders to help answer one question; ‘How do you define relentless?’

With topics ranging from bouncing back from rejection with Actor and Comedian, Adam Ferrara, to learning how to stay ahead of the industry with Author and Journalist, Neil Irwin, we’ve covered a gamut of topics that speak directly to today’s real estate agent. 

To commemorate this first year, we decided to wrap up 2019 with the answer to the question:

What makes a salesperson great?

What better way to answer this question, than by recapping all 9 episodes launched in 2019.

#1 Erica Feidner- Customize every step of the transaction.

In episode 1 of The Relentless, Erica Feidner talked about the importance of connecting with people, understanding them, and how to treat every situation as unique. One thing’s for sure, Erica’s knack for connection has given her the recognition of being named by Inc.com, one of the top 10 sales people of all time, selling over $80 million dollars in pianos in her 27-year career. Erica explains, “when you recognize the common thread with every situation, and you customize every transaction accordingly, you become a great salesperson.” What better way to show your clients how you deliver the extraordinary, than by tailoring every step of the transaction to their specific needs. 

Listen to Erica’s episode.

#2 Melissa Hobley- Learn to push through challenges and barriers.

Let’s face it. Obstacles are unavoidable, and when you talk with Melissa Hobley of OKCupid, she shared with us in our 2^nd episode of The Relentless, how she overcame one obstacle in particular. “You don’t take the initial set of circumstances as your best and final answer, whatever it may be. You push through those challenges, you push through those barriers, you push through the no’s, you find creative ways to get there.“ It’s not always about the ‘no.’ Yes, you heard us correctly. While ‘no’ may be a complete sentence, it’s not always the endpoint. This episode was full of ways to get your creativity flowing in overcoming obstacles.

Listen to Melissa’s episode.

#3 Scott Miller- Be a great listener and show empathy.

“Great sales people are great listeners…shut up, take notes, and just let them talk…” explains Scott Miller while discussing the art of negation with host Dr. Gurner. In episode 3, Scott shared some insightful tips on how to best serve your clients. Who would’ve ever guessed that one of the best services you could offer, is a listening ear? “It’s in that ten seconds when you don’t interrupt, they will disclose something to you that might be supremely valuable, that you never would have learned had you kept being on your agenda and on your timeline.” This episode is a ‘must listen’ for anyone wanting to take their listening and service game to the next level.

Listen to Scott’s episode.

#4 Adam Ferrara- Bounce back in the face of rejection.

When you think of actors or comedians, rejection may not be the word that comes to mind, but Adam Ferrara gave us some must-hear truths on how he’s bounced back from rejection, time and time again. Every great salesperson has endured ‘no’ at some point in their career and quite frankly, Adam shares, it’s all about how you can get up off the floor and do it again. Recovering from rejection, not allowing it to define you, and learning from it, are what Adam says makes a salesperson great. 

Listen to Adam’s episode.

#5 Andrew Brandt- Continue to seek what’s next; do not become complacent.

One of the greatest mottoes a salesperson can embody, Andrew Brandt says, is to stay humble, stay hungry. Adam has built his career in negotiating contracts on behalf of professional athletes. “Never feel like I’ve done this so I’m good.” It’s so easy to feel confident in a subject but in this episode, Adam suggests we always wonder what’s next and to never coast. By staying humble and hungry, you can position yourself for ongoing knowledge and professional development.

Listen to Andrew’s episode.

#6 Kim Scott- Challenge yourself and those around you.

Did someone say challenge? Kim certainly made mentions of it in episode 6 and she knows just what she’s talking about. Kim has a background in managing teams in some very noteworthy corporations. From Google, to Apple, to YouTube, she certainly knows a thing or two about a challenge. However, this particular challenge Kim speaks of is one that, she believes, makes a salesperson great. She encourages being your best self, while caring personally about those around you. Kim shared, in doing so, you can be relentless in a way that feels sustainable. No matter how many ways you package it, taking care of yourself can directly impact sales and how you relate to people.

Listen to Kim’s episode.

#7 Neil Irwin- Consider the bigger picture, not just the right now.

Short-term decisions can have a long-term impact, and in episode 7, Neil shoots us straight by sharing how we can keep having rewarding experiences for decades to come. “If you think too short term and you aren’t really doing things that position yourself for long-term success, you’re shooting yourself in the foot and really not leaving yourself in a good spot.” We’d say! Developing the skill to consider long-term results, is what Neil says, makes a great salesperson, and we couldn’t agree more.  

Listen to Neil’s episode.

#8 Margo Downs- Go after what you want, even when it scares you.

For episode 8, we decided to mix things up a bit and we recorded this episode live at at the CENTURY 21 Leadership Summit in Palm Springs, California. With such an extensive background in working with some of the most well known and branded companies, when Dr. Gurner sat down live on stage, in front of some of our most relentless, Margo shared her thoughts on what makes a salesperson great. She says, “it’s about feeling the fear and doing it anyway.” How many us of have embarked on starting something new and allowed fear to cause us to turn the other way? Fear is no stranger, for any of us, and Margo says a great salesperson continuously challenges themselves to go after what they’re really here to do, even in the face of uncertainty and fear. We hear you, Margo, and we are going to do it (whatever it is) and do it relentlessly!

#9 Arlan Hamilton- Not giving up, even when things seem impossible.

If you’ve ever thought about “calling it quits,” in episode 9, Arlan Hamilton, Founder of Backstage Capital, shares her perspective on why quitting isn’t an option. Arlan shared how, in her start-up phase, she was going to board meetings by day, and sleeping in an airport at night. She didn’t allow what she was experiencing to take away from her drive, and what she was passionate about. “It is obviously not giving up when you’re facing the seemingly impossible, but it’s also being extremely focused and the reasoning behind it, so that you put all of your focused effort in the right direction.” This episode is full of the inspiration you need when things seem impossible.

Listen to Arlan’s episode.

Now, we pose the question back to you, ‘What makes a salesperson great?’ Comment below or #jointheconversation and by subscribing to The Relentless podcast on iTunes or Spotify.

Syndicated via Century 21®. Source: http://feedproxy.google.com/~r/century21/wAvv/~3/wuP0_MXMqno/