Episode #223 Now’s the Time to Pivot, Not Pause with the HyperFast Sales Summit Local Agent Panel

Thad Wise, First Savings Mortgage, The ONE Street Company, Samer Kuraishi, Creig Northrop, Northrop Realty, pivot not pause, HyperFast Sales Summit, HyperFast, HyperFast Academy, HyperFast Agent, HyperFast Agent Podcast, HyperFast Agent Coaching, Keri Shull, Keri Shull real estate, Keri Shull coaching, Keri Shull podcast, Dan Lesniak, Dan Lesniak real estate, Dan Lesniak coaching, Dan Lesniak podcast, Keri Shull Team, Orangelinelivingteam, real estate, real estate coaching, real estate training, real estate career, real estate entrepreneur

In this episode of The Hyperfast Agent Podcast, Creig Northrop (Northrop Realty), Thad Wise (First Savings Mortgage), Samer Kuraishi (One Street Company), and Keri Shull come together as the local panel to present at the HyperFast Sales Summit. Listen to hear why the panel believes now is the time to pivot your business instead of pausing.


Episode Highlights: 

  • Samer has been in business for 21 years, working to build a community-oriented real estate environment.
  • Creig and his wife partnered to create a brokerage that has been #1 in the nation multiple times.
  • In the first 2 weeks of the pandemic, many real estate agents didn’t know what was going to happen with the market.
  • Agents have been able to collaborate via technology and pivot together as an industry.
  • Always think of yourself as a rookie, that being, everything is new and exciting to you.
  • Veterans have a tendency to overthink everything and stop taking action when they need to.
  • When the pandemic struck, Keri knew that her team had to pivot virtually.
  • Keri knew that many steps had to happen beyond generating the lead, but getting someone to sell their home virtually.
  • The Keri Shull team was able to come together and find themselves up 40% from last year.
  • It’s clear that everyone is moving online as Zillow reported over 200M unique visitors per month.
  • You are the one that sells your business, not the name, so be transparent and work as hard as you need to get through.
  • Agents need to stay open-minded and transparent when it comes time to learn from other agents.
  • Having an abundance mindset opens agents up to sharing in their successes and helping others.
  • Education, empowerment, and elevation are the 3 pillars that act as the foundation of Northrop Realty.
  • The traditional real estate model is going away and being replaced by the relationship model.
  • If you can give others what they want, you are much more likely to get what you want.
  • How you generate leads will determine what kind of value proposition you need to bring to the table.
  • Your presentation serves to set expectations and differentiate yourself from your competition.
  • Samer believes that the way of the future is large superteams that provide an incredible consumer experience.
  • Staying humble is the only way to continue learning and growing within the industry, and life in general.
  • Whatever your minimum, find someone that can do 70% of a task that you currently do and delegate it to them.
  • Branding is about consistently reminding everyone who you are and why you are here.
  • Agents that spend time doing things that don’t generate money get caught in a vicious cycle of poverty.
  • Working with a team will always put you leaps and bounds ahead of solo agents that are just getting started.
  • Now more than ever, it’s important to make real estate fun again for the sake of the clients.
  • Keri has achieved the success that she has today by always choosing the optimistic path.


3 Key Points:

  1. A great way to stay excited and bring the energy is to stay in the mindset of a seasoned rookie where everything is exciting and passion-filled.
  2. People have become uncomfortable with the traditional face-to-face real estate process, making it vital for agents to pivot virtually.
  3. Agents must focus on delivering facts and market stats to paint a realistic picture of what the buyer’s expectations should be. Transparency wins for everyone.


Tweetable Quotes:

  • “You’re never going to be good at what you do if you don’t deal with problems and obstacles. If it was easy, we wouldn’t have a lot of agents.” – Samer Kuraishi
  • “We always taught agents to save for a rainy day and now we’re in a thunderstorm.” – Samer Kuraishi
  • “It’s not really my company name that sells. If you haven’t realized it in real estate yet, it’s you.” – Samer Kuraishi
  • “First of all, you’ve got to educate yourself, then you empower yourself, and most importantly you’ve got to elevate yourself.” – Creig Northrop
  • “Some agents have it backward. They go into the appointment to sell themselves first.” – Keri Shull


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