Luxury real estate is intimidating. What are the factors that make it different from the normal market, and how can agents display the expertise and mindset needed to break into it? On this episode, real estate expert, coach and speaker Patrick Lilly shares insights on tapping into the luxury market and dominating it.

You have a moral obligation to steer your clients towards what’s best for them. -Doren Aldana

Takeaways

At the start of the show, Patrick shared his career path and how he worked his way to luxury sales. He also talked about characteristics of luxury clients, and what they seek in agents, “their expectations on service are different from a first-time buyer.” We went on to share insights on developing relationships as a method of getting referral business. Towards the end of the show, we talked about the limiting beliefs that make it hard for agents to increase their ticket price and scale up.

Patrick also gave his perspectives on:

The wealthy and famous may expect different things, but ultimately they are same as all of us. They are driven to get a person who can serve as a trusted advisor, not just another agent gunning for a listing. They want you to show a track record, so engineer your business to exceed expectations. When you hold that client’s interest at heart and not your own, you go far in earning the trust factor and being a conduit of their joy.

Guest Bio

Patrick is a Real Estate Broker, Life Coach, Speaker, and a World Traveler. He has been a successful residential real estate broker in Manhattan and Brooklyn for the past 30 years. Having sold over a billion dollars of real estate and more than 1,000 homes, Patrick's team is consistently ranked as one of the Wall Street Journal's top 250 teams in the nation. For more information go to www.PatrickLilly.com, or PatrickLillyTeam.com

How can you turn a video into solid local leads? What behaviors and mindsets are holding you back from these opportunities? What is the value of consistent presence and giving away useful, free information? On this episode, local marketing expert Gene Volpe discusses harnessing the opportunities in video.

The idea is to be there consistently and give away good free information. - Gene Volpe

Takeaways

On this episode we discussed:

What stops people from taking advantage of opportunities in video is mindset. This includes not thinking you have something useful to say, and thinking but not doing. Remember, the point is getting in your customer’s space and starting a conversation. It’s important to spin your sales pitch into a story to make it relatable. If you’re dragging your feet, note that the time you spend having a cup of coffee is time you could be using to create a 1 minute video

Guest Bio 

Gene Volpe is the founder of GVI Media (formerly Your Real Estate Concierge), speaker and local marketing expert. He has over 9 years of experience in the marketing arena. He is also well versed in the real estate field including buying, selling, renting, marketing and consulting on over 200 real estate transactions. He is an expert in brand establishment and elevation and remains on the cutting edge of real estate marketing with a hard focus on video and social media. Go to http://www.genevolpe.com/ for more information.

What are top real estate agents doing to dominate their local area with radio advertising? How do you create and deploy content to reach your target audience? ? On this episode, serial entrepreneur and radio advertising expert Toby Salgado talks about building an attraction business and leveraging content through radio advertising or podcasting.

Before anyone transacts or buys - the process of getting them there is indoctrination, engagement, ascension and segmentation. - Toby Salgado

Takeaways

On this episode we discussed:

The first step to local market domination is “start with who.” Who is your ideal client, what are their interests, where do they congregate and what keeps them up at night? Empowered with this information, you can tailor a specific message and channel it to the right place. If you get that market, message and medium match right, you’re on your way to succeeding with the indoctrination, engagement, ascension and segmentation.

Guest Bio

Toby Salgado is a serial entrepreneur, author and mentor. He mentored hundreds of high-performance entrepreneurs and over achievers through private programs or one-on-one mentoring and helps business owners optimize their results. He is also the founder and host of a podcast called Super Agents Live. Go to superagentslive.com for more information.

When it comes to local domination, nothing can make a bigger impact than SEO. It’s a chance to make sure you’re visible to the people searching for your product or service online. What are the most important things you can do now and how can you collaborate with other vendors to boost your rankings? We discuss making SEO simple in the eye of the local business owner with SEO consultant and photographer, Feuza Reis (Fuse).

Blogging matters, it gives you a voice. -Feuza Reis

Your Key Takeaways 

On this episode we discussed

For your business to perform well in local search, you have to avoid using the same keywords and phrases your competitors are using. It’s also important to make yourself a resource with a blog. If you know your clients, the topics they are seeking and create good content around that, you will get the biggest bang for your buck.

Guest Bio

Feuza helps creative entrepreneurs and bloggers get found online. Her true passion is to equip creative solopreuneurs and bloggers with practical DIY SEO training so they can remove the layers of fears and doubts when it comes to understanding what Google wants. Go to GetFoundWithFuse.com for more information.

When it comes to local domination, social media plays a critical role in helping you stand out and become the logical choice for prospective clients. On our latest episode, social media expert and coach Jess Bahr shares how to develop the right mindset and tactics to dominate your market on social media.

Think like a fighter pilot. If you’re flying a plane you’re focusing on what’s directly in front of you. Think about the one thing you need to do to get from point A to B. -Jess Bahr

On this episode we discussed:

Takeaways + Tactics

Jess also shared a killer tip on how to use social media proactively to reach potential clients! 

All businesses start as small businesses. What makes them grow are systems, personnel, and the technology that makes automation possible. To achieve local domination, you have to have fighter pilot focus, have proactive outreach built into your social media, and the ability to measure and track what you’re doing. If you want scalable wealth you have to start working on the business.

Guest Bio

Jess splits her her time between training, developing strategies, and executing paid campaigns on Facebook, Pinterest, Instagram, LinkedIn, and Twitter for some of the world’s largest publishers, media companies, startups, and entrepreneurs. On her own time, she writes content for a handful of social media and digital marketing sites, speak at events around the country (e.g., Social Media Week, Social Media Breakfast, Social Media Bootcamp), advising budding startups and NGOs on their digital strategies. Go to JessBahr.com for more information.

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Are you treating all your clients equally? Speaker, entrepreneur and local marketing expert Michael Fleischner joins us to share why your reputation is everything and how to build that reputation through amazing client experience, key referral relationships and online reviews.

The one thing that makes the difference between Champ and Chump is reputation. And reputation is really formed around the customer experience. -Michael Fleischner

Takeaways

The key part of this interview is the framework Michael shared for growing a local business: Focus on your best clients, give them an amazing client experience, follow up to build relationships, gather online reviews and actively show your appreciation. Listen to the full interview and take notes on how you can implement these ideas and start attracting more local clients FAST!

Guest Bio

Michael Fleischner is an entrepreneur, author, marketing strategist, and speaker with 15+ years of real-world experience. Founder/CEO of Big Fin Solutions, a an online reputation management company among other business ventures. His top-selling search engine optimization guide, SEO Made Simple, sold more than ten thousand copies in its first year. He is also the author of Local Marketing Made Simple.

He has appeared on the TODAY Show, ABC World News, USA Today, Bloomberg Radio, and other major media. Michael offers advice and management across marketing disciplines including search engine optimization, pay-per-click marketing, marketing automation, online reputation, social media, and general marketing practices. Connect with Michael at http://www.bigfinsolutions.com/.