Most businesses make the mistake of deploying their marketing on a one-off basis, instead of a long-term campaign. They focus on "selling" instead of incubating using the power of education. But here's the truth: consumers want value content and advice, they don't want a sales pitch. What are the best ways to use online content to engage with your target market? Is it possible to speed up the process without compromising quality?
On this episode, I talk with the remarkable Justin Zimmerman of REDX about how we can grow our business by using social media and online content with purpose.
Offer content on your website and social media platforms. Doing this will help you reach wider audiences and ultimately have a bigger impact on the market.
Keeping a consistent pipeline of content doesn’t have to be a hassle. You can repurpose a lot of what you’ve already shared with your audience.
Stick to a schedule. By dedicating an hour a day to curating content, for example, you’re staying up-to-date with your goals.
At the start of the show, Justin outlined why he chose to develop a software for the real estate industry. He shared that this was an action taken to help him stand out against the competition. Justin then explained his approach to developing content and how he decides what to share.
Justin also gave insights on:
How you can outsource content creation to social media professionals once you’re established
How to ascertain what your audience wants to see
Why content creation should be something you do in your overtime
Guest Bio -
Justin Zimmerman is the director of content development at REDX. With a background in real estate, Justin is revered for finding success in the industry at the age of 24. Justin is the creator and pioneer of software that converted housing data into a simpler, more user-friendly format for everyone involved in the process of buying and selling property.
Today, Justin is an advocate for creating and sharing content with audiences to gain a greater database without needing to engage in traditional prospecting.
Entrepreneurs are often told that they can achieve anything they put their minds to. While this may be encouraging, it’s still a matter of execution. How do we know we’re using our time effectively enough to reach the goals we’ve set? Is visualization truly so powerful that we can rely on it to get us to where we want to be? On this episode, acclaimed author of the 5 Minute Success books, Karen Briscoe, shares how to zone in on visualization and habit creation to find lasting success.
Vision without action is futile. - Doren Aldana
If you’re struggling to decide how to do something, consider your ‘why’. Paying attention to your motivation goes a long way in finding solutions.
Make sure that your visualizations are supplemented by actions that will help those visions come to fruition.
Build from the ground up, rather than diving straight in. You cannot create enduring success without a strong foundation.
At the start of the episode, Karen shared that she began her path to enduring success after raising her children. She uses this as an example to highlight that there is no timeline to success. In fact, she considers herself an example to counter the belief that it’s ever ‘too late’ to achieve your goals. Towards the end of the show, Karen emphasizes the importance of supplementing vision with action. The two are inherently linked, and one cannot be successful without the other.
Karen also gave insights on:
Why it’s important to monitor yourself and your progress.
The necessity to start forming new habits slowly.
How taking breaks can re-center you and help with productivity.
Visualization is a powerful tool, but it can only go so far when used in isolation. The key to success lies in tracking your activity and learning from what you’ve observed. Insanity is considered the act of repeating behaviors and expecting to see different outcomes. By monitoring yourself, you’re not only holding yourself accountable, you’re ensuring you learn from your mistakes. Create a habit of visualizing and paying attention to your behavior, and your actions will have more impact.
Guest Bio - Karen Briscoe is the genius behind the 5 Minutes to Success books. With a successful background in real estate, Karen has crafted an approach to business that has won industry-wide acclaim. This approach is based on her own journey. Karen places emphasis on the importance of combining actions, visualization and subtle habit creation to achieve enduring success. Having generated $1.5 billion in real estate sales, her advice is not only helpful, but indeed vital to all those seeking thrive. Go to https://www.5minutesuccess.com/ for more information.
Running a business that runs without us is a rewarding goal, but is not easy without the right steps. How do we scale a business and set ourselves free from the office “ball and chain”? How do we get more without actually having to give more of ourselves? How do we make ourselves unnecessary in our own businesses? On this episode, entrepreneur and founder of Elite Real Estate Systems, Jeff Cohn, shares the secrets to scaling our businesses while freeing up more of our time.
Look at every failure as an opportunity to win. You just have to keep failing forward. -Jeff Cohn
Own your success in advance. Having the right vision determines the results.
The level we invest in ourselves is connected directly to the growth of our business.
We often think no one else can do what we can do, but we should think about building a business where we’re not necessary.
At the beginning of the show, Jeff shared how he got started and how his journey to entrepreneurship began. Next we talked about the importance of starting with the right vision of yourself, and Jeff talked about what made him decide to leverage his business. He shared on the power of building a team of people we can pour into. Towards the end we went into some nuts and bolts about using business to set ourselves free.
We also discussed:
How to change your view of failure
How to have more without giving more of yourself
The importance of learning and implementing what successful people have done
Even with all the goals and aspirations in our lives, the reason people never make it to the next level is the ball and chain they’ve tied to themselves, and all the tasks they do that are unnecessary. We have to take ourselves out of the jobs and tasks that aren’t the most valuable use of our time, and we must metabolize failure into feedback to move us forward. Building a business that runs without us requires a higher level of mindset, systems, technology, leadership, and business acumen. We have to become the people that can do that.
Success isn’t complicated, but it takes consistent work to achieve. This is where most people fail. How can we get more consistent with our daily routine? What kind of activities should our work routine include? And why does our mindset play such an important role in whether we’ll be consistent with our efforts or not? In this episode, Candy Miles-Crocker talks about the struggles of building a business and how to overcome them.
Nobody can motivate you to do anything. They can inspire you, but they can’t motivate you. That comes from within. -Candy Miles-Crocker
The first step towards success is putting ourselves on a schedule and making a list with all the activities that need to be done that day. This way, we know what we have to do on a daily basis.
Our mindset influences not only our self-esteem and energy levels, but also the type of actions we take.
The secret to success isn’t to find a way to always be in the mood of doing hard things. It’s doing hard things despite not wanting to do them.
At the beginning of the episode, we talked about why it’s important to have a daily work routine. Next, we talked about how our mindset influences our actions, and why we should stop waiting to be motivated— and do the work regardless of how motivated we are.
We also covered:
Why it’s important to know our “why” and the price we’re willing to pay for our success
How taking action can increase our motivation level
Why hard work is the secret that most successful people don’t like talking about
Successful people make success look easy, but it’s far from that. We’re not entitled to success, and nobody owes us anything. This is one of the lies we have to let go of if we want to take control of our destiny. If we want to build a business, we have to understand that consistent work isn’t the hard way; it’s the ONLY way to reach success. The foundation of success is the daily activities that contribute to reaching our goal
Guest Bio -
Candy Miles-Crocker is an active real estate agent and a real estate coach. She has over 17 years of experience in the industry and is the creator of Real-Life Real Estate Training.
Rather than envy high achievers, why not find out what their secrets are, so you can become one of them? What are the success habits of top performers? What activities should we pour the lion's share of our resources into that produce the best results? In this episode, Shon Kokoska talks about the 10 Characteristics of top performers.
Every dream that you have comes with a price tag. Are you willing to pay the price to obtain the dream? -Shon Kokoska
In the first phase of growth, every income generation activity is done by us. No matter how productive we are, we have a natural ceiling of achievement.
Research shows that around 20% of our activities yield 80% of our results. When it comes to sales, prospecting and lead generation are the activities that are the most important for the growth of our business.
We can’t thrive if we live in an environment where nobody believes in us or in the possibility of achieving our goals.
At the beginning of the episode, we talked about the phases of business growth and how we can progress from one phase to another. Next, we covered what activities are the most important for our business growth and what it takes to build a winner mindset.
We also covered:
Why we need to recognize the activities that are worth building habits around
How long it takes to build a habit
How sharing our goals with others will make us work even harder to reach them
Trying to reinvent the wheel will cause us to lose money and time. One of the most important characteristics of top performers is being teachable and having the ability to follow proven plans instead of just winging it. We have to seek mentors and do things differently instead of repeating the same processes that didn’t work the first time. Also, we must be willing to walk the extra mile in all of our endeavors. Those who do a little more every day will finish first.
Guest Bio -
Shon Kokoska is a trainer, consultant, and coach for real estate agents. He has over 25 years of experience in real estate sales and marketing. He is also a John Maxwell-certified coach and the creator of Icon Coaching, where he hosts an elite program for real estate agents as well as live events and growth, sales, and marketing courses. You can schedule a free business assessment here.
Networking is often seen as a complete waste of time, and frankly, isn't worth pursuing if you don’t know what your doing. What separates the top networkers, who build a powerful, profitable team of referral partners, from all the rest? What’s the difference between the “hunter” and the “farmer” mindset? How can you turn new acquaintances into quality connections without coming off as sleazy, salesy or uncool? In this episode, Jeremy DeMerchant shares the strategy he used to build a steady stream of income with strategic networking.
The key piece is keeping that voice-to-voice or face-to-face conversation going. -Jeremy DeMerchant
People fail at networking because they’re always on the hunt, and they aren’t looking to build meaningful relationships. Networking is a long-term game.
We have to put ourselves in the shoes of our leads, and the only way to do that is to ask questions and listen.
Nobody cares about what we have to offer unless it solves their problems. We shouldn’t bother offering services that aren’t problem-solvers.
At the beginning of the episode, we talked about the mindset shift from hunting down clients to listening, giving a diagnosis, and asking for permission to pitch. Next, we talked about how getting to know the people to whom we’re pitching especially helps sales with a higher price point.
We also covered:
Why we should choose to work with people we would otherwise be-friend
How we can stay in touch with our database without sending out emails or making calls
Why it’s never a good idea to invite someone to a coffee and deliver an unrequested pitch
People don’t want to be sold to or subjected to unrequested pitches. What our potential clients desire is to have their problems solved. We can’t win them over by buying them coffee and expecting them to say “yes” to our pitch without making sure they’re a good fit. When we play the hunter’s game, our potential clients can see that all we want to do is land a sale. We shouldn’t pitch unless we think we may have a solution after listening to what they say about their pain points.
Guest Bio -
Jeremy DeMerchant has over 20 years of experience in sales. He’s the CEO of Permission To Sell, where he teaches entrepreneurs and professionals how to increase their sales by adding value. His business was featured on ABC, NBC, FOX, and CBS, and if you want to find out more about the sales tactics he used to increase his visibility and network, join the Permission To Sell Group. You can also download his sales cheat sheet for free here.
Buying leads from platforms like Zillow can be expensive and time consuming. In the end, a very small percentage of the leads we pay for actually convert into clients — but what other options do we have? How can social media filter out low-quality leads by using custom audiences? What’s the role of video content in all of this? In this episode, James Rembert, the “Zillow Killer”, shares how effective and cost-efficient Facebook advertising can be.
The key to Facebook advertising is being a human. -James Rembert
Social media is all about communities and relationships. If we don’t treat it as such, people won’t engage with our content.
Video isn’t just an option. It’s an essential part of any paid traffic strategy, and a powerful way to connect with others.
The best way to increase our reach on social media is by being helpful without mentioning what we do for a living.
At the beginning, we talked about why many of us fail at social media advertising and why it’s important to build relationships first, and then advertise to a custom audience. We also covered why it’s important to calculate the cost per conversation as opposed to the cost per click.
We also covered:
How to build custom audiences on Facebook
Why it’s important to focus on local clients
How living in obscurity impacts our probability to succeed
People work with us because of who we are. Emotions we evoke and the value we deliver are the factors that drive the sale. However, unless we have conversations with people, we can’t tap into their emotions or demonstrate that we can provide value. The best way to draw people to us is to create video content. Videos can help us filter out the time wasters who wouldn’t like us in the first place, and attract the types of people who like our style and approach.
Guest Bio -
James Rembert is the Zillow Killer. Using Facebook, he provides marketing solutions to real estate agents who want to get high-quality leads without investinglarge amounts of money in platforms like Zillow. You can find out more about James and his work at http://www.jamesrembert.com/
It’s important to find meaning in the work that we do, and having a clear purpose positively affects our team, our business, and ourselves. How does a meaningful work contribute to a great company culture? What are the benefits of investing in the well-being of our employees? How does this impact our turnover rates and the image of our business? In this episode, Josh Cunningham shares how he turned his company culture around and brought purpose to this team.
Everybody loves a pat on their back no matter how old, young, or successful they are. -Josh Cunningham
Entrepreneurship is all about solving a problem. On a more complex level, it involves making that work meaningful for your employees.
When we involve our team in the decision-making process, they become more attached to our company because they leave their footprints on it. As a result, our turnover rates are lower.
Daily meetings are a perfect opportunity for recognizing top performers, allowing employees to get to know each other better, celebrating achievements, and discussing lessons learned.
Even a 10-minute meeting can make a difference in how your team members feel about their workplace. The secret is to make those 10 minutes count by encouraging interaction. One of the best ways to do so is focusing on recognition. Ask each employee one by one who did a good job that day and why. Everyone likes a pat on the back, especially if it’s an unscripted compliment from their co-worker.
Guest Bio -
Josh Cunningham is the CEO of rokrbox, a lead-follow up company with trained ISA’s that nurture real estate leads 7 days per week, 80 hours per day. Josh prides himself on his instant follow-up (under 5 minutes) as well as the persistence and consistency of his ISA’s.
If you want to find out more about his service, you can contact Josh directly at email@example.com
Social media is a great way to reach a large audience and generate leads with less effort-- yet so many people fail at it or neglect it. What makes the difference between merely sharing your status updates on social media and actually establishing yourself as the GO-TO expert to a growing following of your ideal prospects? What kind of content makes the difference between getting a few likes and getting REAL clients? In this episode Ryan Stewman, a social media guru and bestselling author, talks about what kind of content works like a lead machine.
You can’t “feel” your way into taking action. You have to act your way into taking action. -Ryan Stewman
Sharing our success on social media will eventually generate leads. Who wouldn’t like to work with someone who has a proven track of success?
One of the biggest mistakes people make is to think themselves out of a bad situation. We have to take action even when it doesn’t feel good or comfortable to do so.
Becoming an action-taker doesn’t have to happen overnight. It happens daily with small steps that help work towards an improved version of ourselves. We won’t like our new schedule in the beginning, but the results are worth in the end.
In the beginning of the episode, we talked about how social media can work like a lead magnet by finding the right way to share our wins.
We also covered:
How to find out what’s in the mind of the prospect
What kind of wins should be shared and what is relevant for the prospect
Why the “force of the average” will try to drag you back to the comfort zone-- and how to fight it
Many people think seem to think that if they act like celebrities and only brag about their accomplishments that people will respect them and want to do business with them. While we might get a few likes, the people who we want to target don’t care all that much about our personal life. They care about what we can do for them. Each time we post something on social media, we have to ask ourselves, “How does this come off as relevant and interesting to the people I’m targeting?”
Guest Bio -
Ryan Stewman, also known as the Hard Closer, is a social media guru with a background in the mortgage industry. He closed over 181 loans in 2009, when the market crashed, but he was forced out of the industry due to legislation changes that prevented him to renew his licence. He then turned to social media, where he gained a huge following and soon started to teach others how to grow their businesses using social media as well. Since then, he has been published in Forbes, Huffington Post, and Entrepreneur, and has been a 6-time bestselling author.
Local search can be the difference between you being the only logical choice or being ignored, or even worse, being kept in the darkness of obscurity. What can you do to be found by the right clients, at the right time (when they're actually searching for your product or service)? What are the differences between PPC and SEO, and how can you use these tools profitably? What factors help you become dominant in your local area? On this episode, we are joined by the Dental Marketing Guy, Justin Morgan, who shares insights on optimizing reputation and presence when people are searching online for what you have to offer.
When you offer value and really good content, Google recognizes that. -Justin Morgan
When you advertise on Facebook you have to disrupt people, but when you do SEO, people are already searching.
Adwords advantages: more control, ability to ratchet it up with your data
Your reviews can very often determine if you’re going to be at the top of the results.
At the start of the show, Justin Morgan shared how he got started and why he specialized in marketing for dentists. We talked about the keywords and phrase formats that show buyer intent, and the importance of determining what your ROI will be on the backend. We also talked about how reviews and photos play into search rankings. Towards the end, Justin shared some of the more technical details that affect your search ranking.
We also discussed:
How to get more granular and perfectly geometric accurate data
SEO vs. Adwords
The advantages of having a good SEO ranking
If you want to really dominate your space, you have to have an arsenal of well-sharpened tactics. If you want to build a solid recession-proof business that thrives in and out of season, you need to have multiple engines to feed your business with quality clientele. SEO and PPC are two powerful strategies that can completely change how many people come to your site and buy your service. Keywords are important, but so are things like reviews, pictures and details like H3 tags, links and website usability. These things will do a lot of selling for you, so it’s critical that you optimize them.
Featuring interviews with local marketing and lead generation experts who will show you exactly how to attract your ideal local client so you can dominate your market. Past guests include Toby Salgado, Bernice Ross, Pat Hiban, Michael Hellickson, Roger Beaudoin, Bruce Irving and many more!