On this 214th episode of my Monday Morning Pep Talk, I will discuss the final portion of my "People Hire Who They Know, Like and Trust" portion of the Marketing and Lead Generation section of Take Flight V4.0. We covered the fact that people hire a broker/advisors that "knows" the hyper local market in which they want to live and start to "like" those that same broker/advisor that lives the lifestyle that the same person covets. The final portion of this trifecta is that that person will hire that broker/advisor if they have a successful track record. To gain that "trust", that broker/advisor must show what we call "evidence of success". Demonstrating your success as a real estate broker involves showcasing your achievements, skills, and track record to instill confidence in potential clients.

In this 213th episode of my MMPT , I will build on last week's episode #212 to continue to show you how you can use the phrase "People Hire Who They Know, Like and Trust" to segment your marketing efforts as you attempt to build your personal brand on social media profiles and other platforms. This week we go over why people hire who they like. As it relates to marketing and your personal brand, "LIKE" will equate to the client wants to "LIKE" the broker/advisor they choose to assist them with their real estate needs. To do this the consumer needs to not only be reassured that the client "KNOWS" the market but to "LIKE" them, they need to see the broker "living" authentically in the market they serve.

In this 212th episode of my MMPT pep talk, I will show you how you can use the phrase "People Hire Who They Know, Like and Trust" to segment your marketing efforts primarily as you as attempting to build your personal brand on social media profiles. Over the coming weeks, we will discuss this important phrase while I break it down in 3 sections over 3 MMPTs. This week we go over why people hire who they know. As it relates to marketing and your personal brand, "KNOW" will equate to the client wants to "KNOW" the market you serve. 1/3 of your content should be focused on "know".

People want to hire someone that is knowledgeable about the market that are interested in buying. If they are a seller, they want to know that you can properly sell the hyper local market/neighborhood that they've come to love. Both buyers and sellers need a market/neighborhood expert. Today's buyers are buying lifestyle first, house second.

On this 211th episode of my Monday Morning Pep Talk, I will walk you through a process I came across randomly in 2013 that is a foolproof way to identify your marketing strengths. I continue to stress test it each year by looking for a better option but have yet to find it. The goal is to find 3 lead generation strategies that will garner your complete focus and to drop new clients into your transaction processes (1=3) and to grow the quality and quantity of your database.

On this 210th episode of my Monday Morning Pep Talk, I'd like to give you some perspective on your marketing and its importance towards growing and/or maintaining your business. I'll do this as we start Section 5 of Take Flight V4.0. Section 5 is the final section of this year long course and it’s called: "Marketing and Your Personal Brand". It's built to compliment Section 4 "Deliver and Leverage" and Section 3 "Database and Relationship Management". On this MMPT, I'll give you an overview of what we'll be discussing over the coming weeks as we tackle the importance of building a brand and the actions needed to bring new business into your pipeline with a focus on fueling your business for the long haul.

On this 209th episode of my Monday Morning Pep Talk, I will wrap up Section 4 of Take Flight V4.0 by discussing the importance of setting proper expectations up front with your clients to ensure successful transactions within your business. The goal of Section 4: Deliver and Leverage is to create a remarkable experience so that all of that hard work turns into client loyalty and additional opportunities. By settings proper expectations up front, it increases your likelihood of success.

On today's 208th episode of my Monday Morning Pep Talk, I will provide you a simple response/script that will help you remind your satisfied clients that you are happy, willing and able to assist their family, friends and colleagues with all things real estate.

You spend money on marketing trying to convert new clients, you work really hard during the transaction to create a remarkable experience for your clients and you've built a CRM to stay in touch post -closing but you feel like you are not quite getting the number of referrals/introductions that you should. Have you felt that way?

On today's Episode #207 on my Monday Morning Pep Talk , I will discuss the 10 transaction stages that need to systems and processes built out and executed on to have a chance to create repeatable, remarkable experiences allowing your business to grow. We recently had Thomas Wright, CEO of Summit Sotheby's International Realty and also President of Majestic Realty Collective (a collection of SIR affiliates) in Chicago to speak to our brokers at Jameson Sotheby's International Realty and he said "Most people try to achieve things with brute force but If you want long term sustainable success, you have to have systems." He is so spot on. On this call, I'll go into a revised and complete list of transaction stages in need of systems and processes in order to build a predictable and enjoyable business. A transaction system or process is all of those steps you take from the time you get the lead (client introduction) through the few weeks after a closing (post- closing processes).

On this 206th Episode of my Monday Morning Pep Talk, I will jump back into Take Flight V4.0 and begin Section 4 that will be "Wing 1" on your aircraft (business) that will power your business to 30,000 feet. Section 4 will focus on executable and proven strategies that will generate additional referrals/introductions during the buyer and listing transaction process. I will show you how you can "Deliver and Leverage" during your transactions so that you that you can predictably turn one client transaction into 3.

When I talk about "Deliver and Leverage", I'm describing the concept of delivering a high value experience during the transaction while leveraging that high value experience to create more opportunities within your business. You should expect 2 other pieces of business off a successful buyer closing or a closed listing.

On this 205th episode of my Monday Morning Pep Talk, I'll take the opportunity to do a brain dump of all of things that have been on my mind as it relates to where we are in this real estate brokerage market and the topics I've been discussing with brokers/advisors over the past month. I'll do this before I jump back into Take Flight V4.0 over the coming weeks. When the calendar flips from August to September, my mindset tends to shift with it. Does yours? We've got 3 weeks to wrap up Q3 2023 and 13 weeks/94 days to execute before the December "No Fly Zone". Championships are indeed won in the 4th Quarter and I'll discuss that today the best way to approach the remainder of 2023 and prepare for 2024.