The end of the year is a great time to sit down and think about the strategy for your business. Start from a strategic perspective: You have to have a plan.
I'm really big on simple plans. From a strategic standpoint, you don't operate on abstract theories. You have to sit down and observe this business. Watch top producers and see if there's a plan that they're using, so you can emulate that and start to understand how to run a successful business.
There are two driving forces in this business that I want to strategically simplify for you in this episode: Marketing and Conversion.
"Get rid of all these internet inquiries that are just whimsical, that are drowning you. And get serious about the buildup of your top 20 prospects, 10 buyers and 10 sellers, that you're serving." - Danny Griffin
Topics on This Episode of the Realty Classroom Podcast:
- The two 'Triangles' or modules: Marketing and Conversion
- How to Market in order: Market, Message, Media
- How to Convert in order: Lead, Prospect, Client
- Plus: Advice on trimming your leads down so that you are left with good leads!
This topic today is foundational to the work that I have used to improve my business. I learned from some really smart people over the years and I implore you: Please, copy what I do because the methods work!
I've taught for years that you need different perspectives to succeed in small business. Strategy and tactics are different perspectives for how you approach business. Many agents are very good at the tactical level, but fail to understand or analyze how their tactics fit within a strategic framework for their business.
In this podcast, I explain the difference between tactical and strategic visions for your business -- and how a strategic vision can be used to improve your tactics.
"The majority of my week now is spent thinking and asking myself, ‘Why am I doing these things and are they working to achieve the vision I have for my companies?’" - Danny Griffin
Topics on This Episode of the Realty Classroom Podcast:
- The difference between tactical and strategical visions
- What is a "strategic perspective?"
- The process for strategic decision making
- How to measure and refine your tactical choices to result in good strategic and repeatable outcomes
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Recognizing the buyer's and seller's Number 1 Fear is critical to your success in the real estate business. What is that fear?
In my experience, that Number 1 Fear which has a global effect on the industry is their fear of being taken advantage of. This is a fear that is very basic to humans. It's a primal fear that we developed a long time ago. Being taken advantage of back in the Stone Age meant you were probably going to get eaten!
Let's personalize that idea for the modern age: Have YOU ever been taken advantage of? Even if you're super-smart, you know this has happened to you and you know how you felt. In addition to the negative emotions, you probably want to get up and fight anytime you suspect that you're in that sitation again.
So, when you have a buyer or seller who gets triggered, it becomes "fight time" for them. More passive buyers and sellers won't fight -- they'll simply "go dark" on you. Buyers and sellers get emotional, accuse us of taking advantage of them, and then we start getting emotional... Logic simply goes out the window at that point.
In this episode, I'll unpack that Number 1 Fear of buyers and sellers plus go over ways to overcome it.
Topics on This Episode of the Realty Classroom Podcast:
- Being Take Advantage Of & It’s Global Affect!
- Recognizing How Each Consumer Demonstrates It!
- Sticking To The Safety Of A Systematic Remedy!
- Not Losing Yourself To The Emotional Crescendo!
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