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/advisor who "knows" the hyper-local market in which they want to live and start to "like" those same brokers/advisors who live the lifestyle that the client covets. The final portion of this trifecta is that the person will hire that broker/advisor if they see a successful track record. To gain that "trust,” the 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.
Here are 7 areas that you should consider as ways to show that you are successful:
- Highlight "New to Market" Listings
- Create an immersive property video showing the features and benefits of the property.
- Video should feature you, in some capacity, as the lifestyle and property expert.
- Use social media and paid advertising to reach target audience.
- Highlight Past Sales and Successful Client Success Stories:
- Showcase your successful real estate transactions, including notable properties and clients you've represented.
- Use case studies or success stories to illustrate your expertise in assisting your clients move to the next stage of their lives.
- Share success stories regularly to keep your accomplishments at the forefront of potential clients' minds.
- Regularly update your personal branding, marketing materials and website with current sales and statistics.
- Testimonials and Reviews:
- Share testimonials from satisfied clients who can attest to your professionalism, communication, and results.
- Encourage clients to leave reviews on platforms like Google, Yelp, Zillow, Realtor.com or your website. (Testimonial Tree)
- Awards and Recognitions:
- Display any awards, accolades, or industry recognitions you've received in a prominent manner.
- Mention any professional affiliations, certifications, or designations that demonstrate your expertise.
- Portfolio and Listings:
- Maintain an up-to-date portfolio of your current and past listings.
- High-quality property photos and detailed descriptions can demonstrate your marketing skills.
- Client Education:
- Create informative content such as guides, articles or social media posts to educate clients about the real estate process and market conditions.
- Creatively, with permission or proper tagging, use social medial platforms to show interesting properties that you are visiting with clients.
- Networking and Personal Development:
- Show your involvement in the real estate community by participating in local and national real estate associations and brand networking events.
- Demonstrate your commitment to professional development and ongoing education in real estate brokerage.
- Show evidence of strong collaboration with fellow local real estate brokers both within your brokerage and other brokerages.
Remember that consistently delivering outstanding service, maintaining ethical standards, and exceeding client expectations are fundamental to long-term success in the real estate industry. Your success will speak for itself when you consistently deliver excellent results and build lasting client relationships. You must show "Evidence of Success" for people to trust you.
My challenge to you is to really take a look at your marketing strategy and find ways for more people to learn to "know you, like you and trust you.” You can be the best real estate broker/advisor on the planet, but if nobody knows it and your private clients aren't reminded of it and your future clients never see it, does your skill go to waste? I'm not going to answer that, but I do encourage you to ask yourself that question and, if you really want to scale your business, decide what commitment you are going to put toward your personal branding and marketing moving forward.
As you use the "Know You, Like You, Trust You" content method, start by putting 1/3 of your effort into each category. Find where you get the most engagement and change your percentages slightly for your best results.
We will wrap up the Marketing and Personal Branding section of Take Flight V4.0 next week before I bring the course in for a landing between now and the end of the year by showing you how you can use all 5 sections to create massive momentum in your business over the coming months and years.
