Real Estate

The first step is to prospect, or as some would put it, hunt. There are three steps to properly prospecting. The first is to understand your goal and your target. I call this the bullseye. 

 

Once you have a clear bullseye, you make sure that you understand your unique value proposition based on your target market. I call this your solution.

 

Finally, you need to know where to prospect for your ideal clients. That means finding the homeowners. I call this the location. 

 

It’s all about location, location, location when it comes to real estate, and certainly when it comes to prospecting.

 

The second step to building a successful residential real estate empire is to start promoting. Most people have no idea how to market themselves. Those that are great at marketing themselves forget to think about their clients. Instead of telling stories, they push facts and features.

 

The first step to promoting is to understand your messaging. This means having a collection of stories that you can tell. These are inspiring experiences about why you got into real estate in the first place and stories that outline the benefits that your clients get from working with you. 

 

The second step to promoting is value. What will you be giving away to your leads and prospects? You want to make sure that they get guides, calculators, resources, and other value-adds.

 

After value comes the platform. You have to be where your prospects are. That means deciding how you will be promoting your services, how often, and where. If you are focused on Twitter, Facebook, Instagram, and Linkedin you are all over the place. You need to pick your primary platform, even if it is direct mail, and stay focused on being the number one player on that platform. 

 

The final step is both push and pull. Where the first step was push and the second step was pull. Networking is a unique approach that requires both give and take. Networking for referrals is the way you get your biggest opportunities but you need to be prospecting and promoting to make networking really work well. Networking also has three steps. 

 

The first one is recognizing who you identify as your top 150 people. Who are the influencers and the people you must be speaking to monthly and quarterly? These people are the people you have built the most trust with and will recommend you in a heartbeat.

 

Once you recognize, you must then strategize. Figure out ways that you can add value to them and how they can add value to you. There are many ways to stay top of mind. The three I’s are invitations, information, and introductions. 

 

After strategizing comes the key element of time management. Or what I call prioritizing. It’s where you spend your time, who you spend your time with, and how much time you spend. 

 

 

Now you have the formula. It’s proven to work with my clients and it can work for you. Go out and prospect, promote, and network to your heart’s content, and you will break the multiple six-figure marks in residential real estate in no time.