Are you a real estate “specialist” or “general practitioner”?


Real estate “specialist” or “general practitioner”?

Here’s something that might help your perspective if you’re looking to grow your real estate sales business…

We talk to a lot of real estate agents each and every week and one of the things they struggle with is getting crystal clear on their ideal client who they want to attract to them and do business with them. (Identifying your ideal real estate client is step 1 of the four steps outlined in my best-selling book ATRACT, click here for more info or to grab a copy.) Read More...

Simple (Yet POWERFUL) Seller Referral Marketing Lesson

Today, I’d like to share one simple, but extremely powerful marketing tip.

It’s an example of how little things can make a big, big difference.

This example comes from our Come List Me Seller Referral Template and you can get a free PDF copy of that template below.

Here’s how I’d like to share it with you, I’m going to ask you a simple multiple-choice question:

Which one of these questions do you think will get you more response and more seller referrals?

A. “Do you know anyone who’s thinking about selling?” Read More...

If You Want Something (In Business Or Life) You Have To Be Willing To…

It’s Josh Schoenly, co-founder of Client Alchemist, and I’ve got a little mindset tip.

I was reminded of this thanks to an interaction I had with my son yesterday. I had taken our family to go watch him play in a travel basketball game.

They played well. It was a hard fought game. They ended up winning.

When we got home, my son was kind of bummed.

I said, “What’s up buddy? You guys won. What’s the deal?”

He started complaining that his teammates didn’t pass him the ball.

I said, “How many passes do you think you made?”

My son said, “Well you know, a few. Not that many, I guess.”

I made the point that if you want something, you have to be willing to give that thing first.

For my son, if he wanted his teammates to pass him the ball, he needed to be willing to pass the ball first.

However, this mindset applies in almost every situation.

If you want someone to smile at you, the best way to get a smile is for you to smile first.

If you want more generosity to come to you, then you need to be willing to be generous to others first. Read More...

Are You Making This Mistake? (It Could Be Costing You A LOT Of Home Sales!)

Are You Making This Real Estate Sales Mistake?

What’s up? It’s Josh Schoenly, co-founder of Client Alchemist. Today I want to address what is one of, if not the BIGGEST mistakes that I see real estate professionals or all kinds making…

…I’ve noticed this for years, and years and years. In fact, it’s what inspires me & the whole Client Alchemist team to do what we do.

Here’s the deal. In the illustration below (yeah I know, I’m quite the artist):

This big circle signifies, symbolizes all of the people who are in some way, shape or form interested in real estate right now. They might be looking at a house. They might be thinking about selling, but in some way, shape or form they have some interest in buying or selling in let’s say the next three to 12 months.

This little guy here:

…is the small, little portion of prospects that are HIGHLY motivated and interested in buying or selling in the next, let’s say, in the next 90 days or less…

And here’s the mistake…

…the majority of salespeople are focusing ALL of their time, money and energy chasing, begging, running after this small, little slice of the pie.

(Maybe that would have been a better illustration, a little slice, but you get the idea.)

They spend all of their time chasing after potential clients by cold calling, prospecting, door-knocking, even with buying expensive leads in the hope that those are in the little circle above. (YUCK!)

Listen, those kinds of activities can work, but what I’ve found personally (and probably what you’ve found as well) is it’s not sustainable long-term…

At some point the chase gets tiresome. When you’re in this mode you’re like a caveman going out to find something to eat. You eat what you kill. It’s a constant feast or famine. It creates a mindset of fear & lack.

What we teach our community is how to create for a lack of a better term, a funnel or a pipeline. (Here at Client Alchemist we call it a pipeline.) Which allows you to attract and connect with the entire circle of people who are interested in buying or selling a home so that when their motivation increases they’ll naturally seek you out.
(So you can stop chasing after them.)

It’s flipping the whole thing. We’re building a pipeline of business that will keep on providing for us time, and time, and time, and time again. When you do it correctly the clients will chase YOU, versus you constantly being on the hunt or always chasing.

If this is resonating with you, making sense to you at all, then I would HIGHLY recommend you grab a copy of my Amazon bestselling book, ATTRACT: 4 Simple Steps to Engaging Your Ideal Client with Zero Prospecting.

In it I walk you through our four-step process for helping you build your own client attraction pipeline…

First by identifying your ideal client, then figuring out how you’re going to attract them, next teaching you how to connect with them and finally how to converse with them. (So they’ll naturally become a client with you and want to do business with you and you don’t ever have to chase after them!)

You can get a free copy when you CLICK HERE. (All we ask that you help cover the shipping & handling)

Regardless of whether or not you grab a copy of the book now, I hope that you understand that you have the choice.

You don’t have to be the chaser. You don’t have to always be on the prowl.

You can reverse engineer how to attract clients to you.

I know this because I’ve spent the last 10 to 12 years of my life perfecting this process.

I’ve now helped hundreds and even thousands of other folks just like you do it as well. (I’m certainly not the only one, but it’s proof that there is a better way.)

You don’t have to live in “feast or famine” mode.

You have a choice.

I hope you choose wisely 🙂

Not a Client Alchemist PRO member? Learn more here…

Your Answer to This Question Will Determine Your Success…

Hey guys, it’s Josh Schoenly, co-founder of Client Alchemist, and I’ve got a question for you…

What are you focusing on right now?

Take a moment and think about that…

Why am I asking you this? One simple reason:

What you focus on expands.

So, are you focused on the things you want?

Or are you focused on the things you don’t want?

For example, if you’re trying to lose weight, do you focus on the things you can’t eat?

Or do you focus on the things you can eat?

In business, are you focusing on all the deals that have fallen through? The clients that got cold feet? The unconverted leads?

Or are you focusing on the things you want more of in your business? Deals that did go through? Your happy clients?

Remember, what you focus on expands.

If you’re focusing on the things you don’t want, you’re going to get more of that.

If you focus on unhappy clients, you’re going to have more unhappy clients.

If you’re focused on the deals that didn’t go through, you’re going to have more deals that don’t go through.

However, if you focus on the good things, if you focus on the things you want more of, you’re going to have more of those good things.

If you focus on the happy clients, you’re going to have more happy clients.

If you focus on the deals that did go through, you’re going to have more deals go through.

It’s a simple idea, but it’s essential.

And despite how simple it is we all forget it sometimes, myself included.

So, consider this a reminder.

Focus on the good things. The positive things. The things you want more of.

Because the things you focus on expand.

If you’re interested in focusing on attracting clients to you, so you don’t have to chase after them, grab yourself a copy of my Amazon Best-Seller book “ATTRACT.”

Not a Client Alchemist PRO member? Learn more here…

How to Find the Right Focus and Create Better Results

This is Josh Schoenly, co-founder of Client Alchemist, and I’ve got a story to tell you.

If you’ve read any of my blogs or listened to my podcast, you may know that I coach my son’s travel baseball team. I’ve been coaching baseball since the late 1990s. It’s a passion of mine.

When I was a kid I thought I was going to be a Phys. Ed. teacher and a baseball coach for the rest of my life. I still coach and teach. I just do it in a different way now.

The #1 Lesson I Learned From Coaching Baseball

Now, this story takes place during the first year that I coached him and it was interesting. The things I learned that year were very relevant not only to building a business, but also to nearly every other aspect of your life.

This story happened during a tournament. It was a big deal for my kid and it was a big deal for me. If you’ve ever coached you know how it is.

Our team made it all the way to the semifinal game. The thing was, the first several games of the tournament, we’d won very handily. Quite honestly, we weren’t very challenged by any of the other teams.

But when we got to the semifinal game the opposing team had this pitcher, and I’m telling you, this kid was huge.

He was throwing hard. He was throwing fast. And he was throwing strikes.

He struck out a number of our batters, which was unusual for us. My son, Kaden, was the first at bat.

He got struck out.

When the fifth inning rolled around Kaden was leading off, so I talked to him. I coached third. I was talking to him while the pitcher was warming up before I headed down to third base.

And I could tell something was a little off, so I said, “Hey, what’s up, buddy?” and he said to me,

“I don’t want to strike out. I don’t want to strike out.”

Well, unfortunately, right at that moment the umpire said, “Okay, we’re ready for a batter,” and I didn’t have time to address that way of thinking. And you can probably guess what happened next.

Kaden struck out…again.

Now there are several reasons why I believe he struck out. The most important of which is this: he was focusing on not striking out. This created the belief in his mind that he actually was going to strike out, because what you focus on expands.

My Son Hits His First Grand Slam Ever Read More...

The Chicago Cubs World Series Victory: Joe Maddon on the Power of the Process

Josh Schoenly, co-founder of Client Alchemist here, and for those of you who don’t know, I am a big sports fan and ESPN Radio junkie. It’s the best reality TV there is.

One of my favorite radio shows is Mike and Mike. I listen to it most every morning and the other week they had the Cubs’ manager Joe Maddon on their show.

As most of you probably know, the Cubs recently won the World Series for the first time since 1908. The interview I’m going to be talking about today took place a little bit before that.

I wanted to share part of the interview with all of you and talk about how you can apply his wisdom and mindset in the world of real estate. Here’s an excerpt from that interview:

Interview with the Coach of the 2016 Chicago Cubs

Mike Golic:

“You’re the manager of a team that’s trying to do something that hasn’t been done since 1908. Do you feel pressure?”

Joe Maddon:

“I’m going to say something and you may not believe it, but it’s all about the process. I’ve just got to trust the process at that moment. What got you there.

What have you done throughout your entire professional career to get you to that point? Why change or rely on something else?

Don’t become outcome oriented. If you want to feel pressure and if you want to feel expectations, then just think about winning and the outcome. You’re going to feel all that stuff.

If you just focus on moments, what’s the next right thing to do, and do that often enough, eventually you win.”

The Importance of Trusting the Process

Trust the process. Don’t focus on outcomes. Know that if you do the right things often enough, the outcomes will take care of themselves.

Why does this matter? What does this mean to you, our pro members, and getting results for you?

We have a process and we have found, time and time again, that it works. People that trust and follow the process find that the right outcomes will happen naturally.

Taking it back to what Joe was talking about, he’s trying to take the Cubs to the World Series for the first time in seventy one years. He’s trying to win a World Series for the first time in over a hundred years.

That’s a lot of pressure!

How he did he stay unaffected by that pressure? How did he keep his players unaffected by that pressure?

He trusted the process.

He focused on doing the right things in the right way, knowing that the right outcomes will follow. Instead of focusing on the desired outcome of winning the game and getting lost in the pressure of that.

Focus on the Process not the Outcome

I coach a lot of different sporting teams. My kids are involved in lots of different sports, and they love it. This is the exact same message that I share with them: “Let’s focus on the process.”

Too often we see people get lost in the outcome and forget about the process.

One of the best ways to share the process of “The Client Alchemist Way” with you is the book that we’ve just published: “Attract: 4 Simple Steps to Engaging Your Ideal Client with Zero Prospecting.”

In that book we outline the process that has worked, time and time again. It’s a process that attracts clients to you without prospecting, cold calling, door knocking, or any of that other stuff.

It’s a process you can focus on instead of focusing on the outcome.

You’ll find that when you focus on the process and you take consistent, imperfect right actions, the outcomes will take care of themselves.

Now, will we have times where the outcome isn’t what we desired? Yes, of course.

But if we continue to do the right things in the right order and in the right manner, more often than not, the outcomes will be positive.

How do you stay focused on the process? What makes that hard for you? What did you pick up from “Attract: 4 Simple Steps to Engaging Your Ideal Client with Zero Prospecting” that helps you maintain that focus?

Let us know in the comments below. We’d love to hear from you.

Not a Client Alchemist PRO member? Learn more here… Read More...

6 Simple Tips to Dramatically Increase Response to Your Communications

Hey, it’s Josh Schoenly, co-founder of Client Alchemist, and today I’m going to continue walking you through our 4-step protocol for systematically attracting your ideal real estate client at will.

In previous parts of this series we’ve talked about Steps 1, 2 and 3 of the process, which are:

Part 1: Identify – “Identify” who your ideal client is.
Step 2: Attract – Figure out how you’re going to “Attract” that ideal client.
Step 3: Connect – How will you “Connect” with them and lead them into Step 4 of “The Client Alchemist Way.”
Step 4: Converse – We’re going to cover this fourth step today. We’re talking about how to “Converse” with your clients in a meaningful way.

Stop “Converting” and Start “Conversing”

You’ll notice that we specifically do not use the word “convert,” and here’s why:

I don’t want you to focus on converting your potential clients.

I want you to start getting into conversations with those potential clients.

Too often sales trainers and gurus and brokers hammer in to your head that you’ve got to convert people, right?

“Oh, you’ve got a fizbo? You’ve got to convert ’em.”

“You’ve got an expired? You’ve got to convert ’em.”

“You’ve got somebody in your sphere of influence? You’ve got to convert ’em.”

Instead of looking at it as an event, which is what the word “convert” suggests, look at it as simply getting into a conversation with the prospect, lead, or potential client. If you continue the conversation long enough, the only natural conclusion is:

A) They will become a client with you or
B) They will send you people who would like to be a client of your services

It’s a paradigm shift and one that I would encourage you to embrace.

Conversion is trying to force people onto your time schedule, which is not very pleasing to the person on the other end. Instead we want you to:

  • Listen
  • Help
  • Serve
  • Treat them the way you’d like to be treated

When you do all these things, they will naturally choose to work with you as a client.

And not only that, when you take this perspective, they will be more excited about referring you other business because of the way that you attracted them. You attracted them by treating them the way you would want to be treated. You attracted them by simply getting into a conversation with them, by listening.

Treating People Like People

Now, we’re going to get into some very specific tactical principles and strategies you can use to get into more conversations with prospects and leads. You’re going to generate these conversations as part of “The Client Alchemist Way.”

Before we really dive in to that, I want to share one simple idea that on the surface sounds so easy to grasp, and yet it’s something that I need to be consistently reminded of. You might need to be reminded too. The ideas is this:

Treat every contact, lead, email address, connection on social media and cell phone number as though there is a real life person on the other end.

Because there is.

This is such a simple idea but most people, myself included, often forget that fact. We start treating people as if they’re only leads, when in fact, there’s a person on the other end.

There’s a person reading your email. There’s a person reading your text message. There’s a person reading your Facebook message.

There is always a person on the other end.

The Importance of Mental Visualization

I want to share a great perspective with you to bring this idea home. One of our Client Alchemist Pro members, Russell Brunson, shared that he uses a visualization tactic so he’s able to see the people that he’s emailing as people and not as things.

It’s really easy to think of people as things when you start having a lease coming into your system and you’re getting fans on your Facebook page. You might see their photos and their images, but you haven’t had that personal interaction yet. You haven’t met them in person.

So, a lot of them are going to feel like just a phone number or just an email address unless you begin to train yourself. Remind yourself that these are people that you’re speaking with.

What Russel Brunson does is he actually visualizes people in a stadium. Then he thinks to himself:

• Are they men or women?
• What are their occupations?
• Do they have kids?
• What are their ages?
• What are they looking for?
• What are their interests?

When you do this you begin to see those phone numbers and emails as people. You’re reminded when you’re sending out your material to keep that conversation going as if you’re talking to a friend or a family member. It’s a very simple tactic, but very powerful.

It’s very important because when you start following our 4-step protocol, “The Client Alchemist Way,” you are going to get results. You’re going to get leads. You’re going to be able to attract those people.

6 Tips to Dramatically Increase Response to Your Communications

1) Use Your Own Name When Sending E-Mails

When you are sending email communications, whether they be a broadcast email or an individual email, the email should come from you.

This means that if I were to get an email from you, it should have your name on it as the sender. It shouldn’t come from your business or your team name or anything like that. It should come from you.

Now you can include those other things but put them after your name because you want it to feel more personable. Always send your email communication and other communications as you. Make sure people know it’s coming from you first.

2) Send Emails as Plain Text or HTML Formatted to be Plain Text

So what does that mean?

That means that you shouldn’t have any headers or fancy logos or anything like that in your e-mails. All those things scream to the prospect that this is business or “salesy” in nature. That’s what happens when you have those things.

Some people would argue it looks more professional. Here’s the thing:

Professional doesn’t necessarily mean more business.

When you meet with a person you want to present yourself as professional, but when you’re communicating you want it to seem personal. Formatting using plain text or HTML as plain text is a great way to do that.

Now, you should still include your signature file and everything that’s required for you to include in your email communications. Keep the signature at the end, but don’t use fancy headers and logos and all that jazz. Send an email that’s simple in nature.

3) Use a Custom E-mail Address

You don’t want to use a Gmail, AOL, or Yahoo e-mail address. You want to use a custom domain. If I were to send you an e-mail it shouldn’t be josh@gmail.com.

It should be something like: josh@clientalchemist.com

In your case, it would be: yourname@yourcompanyname.com

If you don’t know how to do this yourself, one of the many advantages of being a Client Alchemist Pro Member is that we’ll set this up for you. All you’ll need to do is buy the domain name and we’ll take care of it from there.

4) Keep Your Communications Short, Sweet and Conversational

121 emails.

That’s the average number a professional person is going to receive in a day. 121 emails.

How are you going to differentiate yourself?

We’re not going to write 5 paragraphs about why we’re the greatest real estate agent. We’re going to keep it short and sweet.

We’re all super busy and we’re all bombarded all day, everyday, with marketing messages. What is going to allow you to cut through the clutter is to be short and sweet. Be as effective as possible with as little words as possible.

Write your email, text, or Facebook communications like you would write a friend or family member. Before you click “Send” look at it and think “Is this the kind of message I would send my mom?”

You probably wouldn’t send your mom 3 paragraphs about how you’re top 5% of your market or how you sold a 120 homes last year or how great you are at this, that, and the other thing. You wouldn’t send that to your mom, so don’t send that to prospects and contacts that you’re trying to start a conversation with, either.

5) Convey a Benefit (or a Potential Benefit) to the Reader

You’ve heard this before, most likely, but it bears repeating:

What’s in it for them?

Telling them how great you are. That’s not what they need.

They’ve got a problem and you’ve got to try to offer them solutions.

Convey a benefit or a potential benefit. If you need help coming up with ideas for benefits, take another look at Part 3 of this series where we talked about this more in depth.

6) Include an Expectation of Response.

Include a call to action of some kind. The easiest way to do this is to simply ask them a question. When you ask them a question and you follow the other strategies that we’ve mentioned here, you get dramatically increased response from your contacts.

They will be much, much more likely to respond to you, and when they do, that’s how you can have a conversation with them.

We’re only scratching the surface on this idea of conversing. This is a topic we’ll come back to a lot, but I wanted to give you these foundational principles and strategies so that we can build upon that in the future.

Here’s what I want you to do right now. If you haven’t already done so, I want to go back and read the first 3 Steps of this process again. Those were

Step 1: Identify Read More...

How to Turn Cold Traffic Into Client Advocates

Hey it’s Josh Schoenly, co-founder of Client Alchemist, and today we’re covering Part 3 of our 4 part series. We’re in the middle of a series outlining our 4-step methodology that we call “The Client Alchemist Way.”

This methodology will allow you to attract your ideal real estate client at will. So if you haven’t already read “Part 1: Identify” and “Part 2: Attract” you should go do that first because this will make a lot more sense if you do.

In “Part 1: Identify” we talked about identifying your ideal audience, the ideal client that you want to attract to you.

In “Part 2: Attract” we talked about creating content and gave you some ideas on how to attract people to you. We gave you ideas you could work on instead of making cold calls, door-knocking, prospecting, trying to chase down leads purchased from lead vendors, and all that other nonsense.

Instead, we’re reverse engineering a process where your ideal client is attracted to you. A process that is more pleasing to them and to you. A process that leads them to the very top of the connection hierarchy, which we’re going to discuss today.

When I first got into this business of helping other agents generate and attract leads, there were only a few ways to connect with people. The primary way to connect with people was through e-mail opt-ins.

Well, there are a lot more ways than that now. We’re going to start at the very bottom and work our way up what I call “The Connection Hierarchy.”

8 Proven Ways to Connect With Your Ideal Audience

Let’s say you go to Amazon look for an item you want to buy, but you get distracted. You don’t actually end up buying the item. Then later on in the day you log onto Facebook, and lo and behold, the very thing that you were looking at but didn’t actually buy was showing up in the right-hand column!

If you’ve ever had that happen to you and wondered how that is possible, the answer is that it’s possible through something called pixels. Pixels can be sent to people who visit various pages on your website, your landing pages, and now you can even send it when people watch a video on Facebook!

Build a Custom Hidden Audience on Facebook

One of the things we talked about in “Part 2: Attract” was using video, and now you can leverage videos on Facebook to build an invisible audience when you follow the process that we outline for our Client Alchemist Pro Members. You can create a piece of content, upload it to Facebook, and then follow our methodologies and strategies to build an invisible audience.

Even if the person doesn’t take the desired end result, you know that the person has some level of interest and you’ve created a level of connection with them that is essentially invisible. They are now part of your “Invisible Audience.”

That’s the first way and if the way it works isn’t completely clear to you, don’t worry about it right now. It’s a relatively new idea and it’s one that you can get familiar with over time as you adopt “The Client Alchemist Way.”

Get “Likes” & Grow Your Facebook Fan Base

The second level of connection is building a fan base on social media, more specifically on Facebook. Why Facebook? Because it’s where everybody is spending their time. This can apply to different social media platforms but the example I’m going to use is Facebook.

We teach our Pro Members how to build a fan base with a Facebook fan page. The next level of connection is simply getting fans to the page for your business, but you can’t stop there because of several issues:

1) You don’t truly own your fan page. Facebook owns it. They own the data. They own the information.

2) You can only communicate with your fans in the ways that Facebook allows you to, and we don’t want that kind of restriction.

Remember, however, that this is a hierarchy. I highly recommend that you move up these different levels, because when you do it in this sequence it makes it easy to achieve the end result you want. Connecting with and building a base of fans, the people who like your Facebook page, is just a step in the process.

Target Friends of Fans

Once you have built a fan base, you can create messages and campaigns to target friends of your fans.

Now, why is that important? Think about that old cliché “Birds of a feather, flock together.”

A certain percentage of your fans’ friends are also your target audience, not all of them, but a percentage of them will be.

Let’s say you connect with a fan who has 500 friends on Facebook. Well, a certain percentage of those friends are in the audience that you identified if you followed along with us what we’ve covered in “Part 1: Connect.”

It might be 50, it might be 100, it might be 200, it might be 300 or more of those friends that you’re going to be able to create campaigns for and connect with. It’s just a powerful way to connect.

I don’t know about you, but when I see something on Facebook that was liked by one of my friends, my guard is down immediately. I think “Okay…my friend likes this. There must be something here.”

This is especially true if I relate to that person well. If we’re in the same industry or I just have a lot of respect for that person, I’m much more likely to go check out that resource.

This is the phenomenon that takes place when you start implementing the strategies that we show our Pro Members. You’ll start creating campaigns, messages and posts and putting them in front of friends of your fans.

When your fans’ friends see your campaigns, your messaging and your post, they’re going to see that their friend is already a fan so they’re going to have their guard down. They’re going to feel more comfortable connecting because your fan has already provided social proof.

It’s very, very powerful and a strategy that you all should be getting ideas on how to leverage.

Convert a Higher Percentage of Leads With PipelinePagez

The next step in the hierarchy is taking those fans and connecting with them through mail. You need to get them into your e-mail marketing or e-mail communication database so you can take control of the communication outlet.

Facebook is great. It’s where people are hanging out, but again you don’t own any of the assets there. You don’t have full control over that.

We’ve got more peace of mind. We can communicate with them on our own terms, et cetera.

How do we do that? Well, our Pro Members do it with something called “PipelinePagez.” Through PipelinePagez we can create different landing pages called “Attraction” or “Connecting Pages.” Those are the pages where people will exchange their information and/or their email address for something of value.

Some people call these pages capture pages or squeeze pages, but we’re getting away from that type of language because the words that we use are important. Don’t think of this as trying to capture or squeeze something out of people. We’re trying to connect with them and we’re doing that by attracting them to us.

Some examples of what we might do:

  • Free Home Valuation
  • Free Weekly List of Homes Just Sold in Your Area
  • Free Weekly List of New Construction Homes
  • Free Weekly List of Price Reduced Homes
  • Free Weekly List of Foreclosures

The PipelinePagez will let them know that if they want the valuable information you’re offering them all they need to do is give you their e-mail address. For example, “Hey! Would you like a Free Weekly List of Foreclosures? Enter Your E-mail Address Below!”

It’s as simple as that.

Get More Calls & Texts

The next level is to get your ideal audience calling and texting you. We have specific action plans inside the Client Alchemist Pro resources for getting your ideal clients to call and text you. We have many case studies showing that these strategies work.

I can think of one example involving a Pro Member who created a message and a campaign, and in a 3-day period she was able to get six people calling and texting her about a specific property. One was a cash buyer with a budget of $375,000. Another one she got prequalified in just a few days.

Why is this important?

The dynamic here is different.

These folks are calling and texting you, the positioning is completely turned on its head. You’re not chasing them and begging them for business. They’re chasing you. They’re reaching out to you.

The dynamic is wildly different. Then all you have to do is treat them like a real person.

Continue the Conversation to Get More Clients

Answer their questions. Continue the conversation. Ask them questions in return. When you do, they will turn into someone in the next level of the hierarchy: a client.

They will be decided that you are their real estate professional of choice. They will choose you.

This person is someone who you are at least working with to sell their home, or buy their home, or someone with whom you’ve recently closed the transaction. That’s when they have become a client.

Turn Clients Into Advocates Following The Client Alchemist Way

The very top of the hierarchy that we have outlined as part of “The Client Alchemist Way” is your client becoming an advocate. That quote from Gary Vaynerchuk is paramount to what we believe here:

The way you acquire clients is as important as actually acquiring the client.

And why is that important in this hierarchy?

Because when you acquire clients by following The Client Alchemist Way, they are much more likely to become an advocate for you. They’re much more likely to refer you more clients like themselves and they’ll be actively doing that without you poking and prodding them because that’s not how you acquired them as a client in the first place.

They’re going to feel comfortable referring you other clients because you treated them by the golden rule. You didn’t browbeat them with some script or demeaning process of beating them into submission – quite the opposite.

You treated your clients like you would want be treated, and that makes an enormous difference.

That’s all for “Part 3: Connect” but be sure to come back for “Part 4: Converse” next week. If you have questions, if you need help, or if you want feedback, email us or leave a comment below. We’d love to hear from you.

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