Today on the More Cheese Less Whiskers podcast, we're talking with Justin Smith from Orange County, California.

I really enjoyed this conversation because so much of what Justin's doing in the industrial real estate market mirrors exactly what we talk about in the residential real estate market.

We went through all the ways of creating a 'Before Unit' to attract his ideal clients without making outbound phone calls, which is always my preference. Everything I do to engage people is framed as 'what would I do if my phone only accepted incoming calls?'

We went through the process of narrowing down to a single target market and thinking through how to get those people to raise their hands. Then we talked about ways to educate and motivate those people so when they're ready, they'll take the next step.

There's a lot you can extract from this episode that will apply to your market as well.

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