Tip Tuesday #002: Don't Guess...Know

This week's tip: Don't “guess” who your clients are, know them. Clients are everywhere, but who are they?

One of the questions I see agents asking all the time is:

The idea that asking other agents where their first or last deal came from is somehow going to give you the magic sauce to close more deals is absurd.

Perhaps we should be asking a different question. What type of job did your last client have? How much home did they buy? How much home could they afford?

You see by asking this type of question helps better guide us as realtors on the type of people we should be looking for. Beyond that it gives us insight into what type of content we should be creating to help them find us.

Let me give you some examples: Which sounds better to you as a social media post to attract clients? 

Tell me you haven’t seen that post before…heck maybe you’ve even made it.

Now try these post example:

Can you see the difference here?

The first post is very bland and doesn’t provide any value. While the second post is educating the buyer on the information they may or may not already know, BUT it is coming from a trusted expert they can readily reach out to to ask more questions…YOU!

Now, you can take it a step further and make a short-form video and ask the question…”How much home can two school teachers earning ($x) in (Austin, Texas) afford?”

Then follow up with a second video: “Here are some examples of homes two teachers in Austin, Texas making $x can afford…” 

The finding clients framework is: Post,Intrigue, Educate Stay, Consistent.

I recently received a message from an agent that decided to use this method and guess what? They got a client. It may not happen today or tomorrow, but if you keep educating the exact buyers you know are ready and able to buy, they will come to you.

So how can you apply this knowledge today to help you more effectively connect with people in your local market who will want to work with you?

1.You must create simple, but valuable educational content: “How much house can an engineer/bartender etc…making $x afford in (Your City)? “This is how much home an school teacher/pharmacist etc….making $x in (City) can afford.

2.To increase the amount of content you create and to stay consistent ask other agents in your market what type of job their last buyer or seller had. Also, you can ask your homeowner friends what type of job they have and boom now you know who to make content for. (Quick Tip use www.glassdoor.com) to look up average incomes based on your city and job titles.

Doing one or of these post weekly across FB, LI, Twitter and IG alone will put you closer to closing more deals with your ideal client than asking agents where their last closing came from or posting “Who want to buy or sell think of me first” posts.

Whenever you're ready, there are 2 ways I can help you:

→ Join our Free 4 Week $100K Accelerator by shooting me a DM on FB and my team will get you access. It is a 4 week 1 hour per every Wednesday at 10AM CST intensive training showing you exactly how we help our agents implement systems and processes to scale to $100k/year and beyond every year.

If you enjoyed this TIP Tuesday Tip be sure to share it with a fellow realtor that you know would appreciate this level of simplicity in scaling their business.