Most people spend so much time working “in” their business that they don’t get to work “on” it and fail to grow. What strategic structures should you put in place if you want your business to generate more leads and referrals? How do you stop putting out fires and actually start working towards growth? How can you put your marketing on autopilot? On this episode, we do a crossover with Local Domination podcast host Doren Aldana to answer these questions.
The best referral partner is someone who your ideal client is talking to, working with, or building a relationship with before they talk to you or have need for your services. - Doren Aldana
Takeaways + Tactics
When thinking about referral partners, consider: Who has the highest capacity to send you the most leads most often? Who is working with your ideal clients before they start working with you?
Always carve out time to work on your business, not just in it.
The contacts in your phone are a database already.
At the start of the show, Doren shared on the 3 buckets of business success and the importance of remembering that you’re in the marketing game. Next, we talked about finding referral partners and how to build a database if you don’t have one. Towards the end, we talked about how to focus less on putting out fires and more on creating a long-term vision.
We also discussed:
How to maximize your repeat and referral business
Working “on” your business vs. working “in” your business
How to mine leads from your social circle
If you want to grow with the future in mind, you have to remember that “Return on Time” can be even more important than “Return on Investment”. If you actually want a business that sets you free, spend more time working on it-- not just in it. One of the most powerful things you can do is set up a system that takes people from suspect to prospect, prospect to client, and then from client to evangelist.
Doren is an entrepreneur, host of the Local Domination podcast and the founder of Testimonial Engine. Go tohttp://mytestimonialengine.com/ for more information.
A lot of agents focus too too heavily on how much they are earning, rather than the number of transactions they are doing. Why is this a big mistake? How do you do outbound prospecting in high volumes? How can you undermine your competition to become the top agent in your market in 5 years? On this episode we talk to the Beast Mode prospector himself, James Festini.
There’s only two ways you’re going to make money in this business. You’re either going to go out and get your money or you’re going to spend money to have it come to you. - James Festini
Takeaways + Tactics
The magic formula in real estate depends on how much money you’ve got to spend.
There’s a right and wrong way to work in real estate and it has a lot to do with your scripts.
The end game for most logical real estate agents would be to get enough money to start buying real estate.
At the start of the show, James shared how he got started and how he was able to pack up his business and move to another town. Next, we talked about how to overcome the resistance to prospecting, and why he doesn’t want to be passive about getting leads. Towards the end, he shared why you need to become a human pop-up ad.
We also discussed:
Goals for 2018
The end game for most logical real estate agents
Chasing transactions vs. chasing commissions
How to get on the fast track to success
It is possible to triple your income through strong branding and intense prospecting. Such action is going to cause a massive breakthrough in spite of yourself, because of the sheer volume of contacts. You’re not going to overcome your prospecting fears sitting in your office thinking about them. You actually have to get into action and realize your fears weren’t real in the first place. To really succeed, your goals should be oriented towards number of transactions rather than how much you earn.
James is an agent who has been serving Southern California since 1993. To get in touch, email james@JamesFestini.com. To watch his coaching videos go to http://youtube.com/jamesfestinior follow him on Twitter, Instagram and Snapchat.
There’s very little content creation in local markets in the real estate field. How does good content marketing set up your authority and generate long-term business? What drawback of sales does content solve instantly? How does good content get lost in bad titles? On this episode, we are joined by best-selling author and content marketing guru, Dave Kerpen, who shares his practical tactics to becoming an authority in your market.
Content is this amazing way to demonstrate who you are, your reputation, your credibility, your knowledge and your expertise to so many more people at once. - Dave Kerpen
Takeaways + Tactics
Sales can only scale so much because you typically talk to one person at a time. With content, you can prospect to hundreds or thousands of people at once.
Your content should do one or more of these things: educate, entertain, and inspire.
Your title needs to be emotion-invoking and action-driving.
Take off your marketing cap, and put on your consumer cap. Ask yourself what would make you take action as a consumer. Then create that content.
At the start of the show, Dave shared why content marketing is the ultimate strategy for touching more than one person with one piece. Next, we talked about the effect content can have on a real estate business, and how you can get the attention of property owners. Dave also gave content ideas for real estate agents who want to establish themselves as local authorities.
We also shared on:
How much time you should commit to content marketing
The importance of a very strong headline that delivers on its promise
The power of LinkedIn
Media used to be magazines, TV networks and newspapers. Now YOU can be the media and put out content that positions you as an expert and authority. Content marketing gives us so many opportunities to stand out, but very few take advantage of this. Use your content to make it easier for you to be likeable and remarkable. It will represent who you are and build a brand that will carry you into other businesses, careers and opportunities. The ultimate ideal is to be the definitive resource for your target market. If you do it right and you don’t give up early, it will become a lead machine for you.
Featuring masterminds with real estate leaders, coaches and influencers PLUS eye-opening strategy sessions with up-and-coming agents. Past guests include Hoss Pratt, Michael Reese, Rick Davidson, Danny Morel, Pat Hiban, Jeff Cohn and many more!