Local Domination Podcast - The Ultimate Guide to Attract Local Clients Fast.

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The Fab 5 of Local Marketing w/Matt Johnson


The marketing funnel keeps getting longer, so we need to provide more value. How do we make sure we’re giving value every step of the way? How does Facebook make this easier? How do we increase the reach of the marketing content we put out? On this episode of The Local Domination podcast, Matt Johnson joins us for a mastermind about the 5 most effective local marketing strategies.

People cannot tell how technically good we are at what we do, they review us based on the quality of the experience we gave them. -Matt Johnson


  1. Polls are self-congregating devices that give you an idea of who is interested in your content and who you can send your marketing to.
  2. Always craft mobile and desktop Facebook content differently.
  3. Cast a wider net by marketing to the lukewarm people, not just the people who need your service right now.

Resource + Links

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At the start of the show, we talked about using boosted Facebook videos to track the people who engage with your content, so you can remarket to them. Next, we talked about mastering the lengthening of the marketing funnel and how to use Facebook to make that easier. We also talked about the importance of having really good ad graphics, how to use chat bots, and the advantages of joint ventures, Towards the end of the show, we talked about what truly motivates clients to hire service professionals.

Matt also shared insights on;

  • The importance of “easy yes propositions”
  • How to strategically use Facebook groups
  • How to tap into someone’s network
  • Why you need to be the orchestrator not the technician

When it comes to marketing, instant gratification is only going to work for people who need your service right now. If you don’t cast a wider net to the more lukewarm and cold people, you are missing the opportunity to create long-term business. Reach out to the world at large, and then start drawing them in a little closer one step at a time, providing value at each level. Give them the cheese by avoiding making an ask too soon in the process. Remember people hire you because of the service you provide, so perfect that experience for them. Make sure it’s systematic, highly professional, conveys your unique value prop and ultimately, makes you look good.

Guest Bio

Matt Johnson is the founder of Pursuing Results, a podcast PR firm that provides production and guest booking services. Matt is also a partner in Elite Real Estate Systems, which consults with agents around the country to build dominant real estate teams. Connect with Matt on LinkedIn.

Elite Level Performance: How to Lead Yourself So You Can Lead Your Clients Effectively w/Kathleen Black


Our business reflects who we are. How can discipline in your thoughts and routines influence your actions? How do you improve conversion and teach Inside Sales Agents to maximize every lead? On this episode of the Local Domination Podcast, Kathleen Black talks about business scalability, seeing opportunities in your hurdles, and finding the place of passion and commitment in your work.

If you’re blaming the economy or market, you’re automatically making yourself prey to victim mindset. -Kathleen Black


  1. Inside Sales Agents are specialized in taking leads and understanding the psychology of where they’re at in the sales process.
  2. Business is so much harder if you don’t know who you are, what your values are, and what you’re here to do.
  3. When we have trouble leading ourselves, we also have trouble leading our clients.
  4. Marketing strategy for local domination: if you have money take the online route. If you have time, take the sweat equity approach.

At the start of the show, Kathleen shared on how she got started in her business, and how she invested in a company and completely turned it around. She shared on how discipline helped her in this process, and the mindset she applies to challenges. “Life is going to make it harder and harder until we pay attention and do what we’re meant to do.” Kathleen also talked about how we’re too easy on enabling each other to have the victim mentality. We also discussed the importance of finding the standalone piece that anchors you and your business. Towards the end of the show, we shared on finding the right marketing strategy depending on whether you have time or money, and finding the right people to hire.

Kathleen also shared insights on;

  • Why Inside Sales Agents are important for scalability
  • Why profit is irrelevant if you don’t know your purpose
  • How to stop blocking our own breakthroughs
  • How to stop being your own bottle neck in business
  • The best ways to strategically and safely leverage out

Discipline is a huge part of integrity. It allows us to me more powerful in all areas of our lives. It touches on how well we lead our clients, how we leverage, the value we bring to the table and how we’re anchored to our activities. Have the power to know what’s important to you with clarity, so you can make good decisions, shelter yourself from outside opinions and stay on track. Put yourself in a bubble that gives you a completely different perspective of the outside world. If you’re blaming the economy or market, you’re automatically making yourself prey to victim mindset and taking yourself out of the game.

Guest Bio

Kathleen has taken her experience as a top-producing Realtor and built it into a dynamic, results-driven consulting company where she serves as CEO, Motivational Speaker, Trainer and Elite Coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping Realtors across Canada and the US build top teams and take their business to incredible levels of success. Go to KathleenSpeaks.com for more information and find Kathleen on Facebook.

Restaurant Rockstars: Internal Marketing, Strategic Alliances & Customer Affinity w/Roger Beaudoin


Profitability is a fundamental in business, and a key to restaurants staying in business. How do seemingly functional establishments struggle to stay afloat? Why is internal marketing a huge factor in lasting success? What role do strategic alliances play in the growth of a restaurant? On this episode, restaurateur and founder of Restaurant Rockstars, Roger Beaudoin shares the keys to increasing profits, and how to go from spinning wheels to printing dollars.

If you can train your staff to market your business for you, then ultimately your customers are going to market your business for you. -Roger Beaudoin


  1. The restaurant business is about consistency and entertainment.
  2. Strategic alliances: Be community minded, sponsor community events and work together so everybody prospers.
  3. Before you roll out any powerful marketing program you have to take care of the fundamentals.
  4. Inventory: The restaurant business is notorious for theft, until you build your dream team staff, you won’t have a handle on this.

At the start of the show, Roger shared on how he got to where he is, and what helped him succeed. “Creating systems, applying business knowledge and treating every guest like they were the most important customer in my restaurant, and training my staff to do the same thing.” Next, he shared on staff training and creating a company culture of “hospitality, family, teamwork and respect.” Towards the end of the show, Roger talked about the value of being community minded, the actions that impact profitability and the importance of building your dream team.

Roger also shared on:

  • Why his staff is the backbone of his business
  • Internal marketing and how it can take a business to the next level
  • Customer affinity and why it matters
  • The power of strategic alliances
  • The importance of having a cash cow
  • How to build financial systems to max out your profits

A well-run restaurant business doesn’t by occur happenstance, or by default. It happens by design. It’s about finding efficiencies across all operations, dialing in your numbers, building strategic alliances and nurturing top-down purposeful intention. When an internal culture of teamwork and collective achievement is fostered, it radiates outwards and creates customer affinity. When you create affinity with your customer, there is nothing more powerful, because they’ll feel like they belong to your business.

Guest Bio

Roger is the Founder of the Sales Stars Server Training Program, Author of Rock Your Restaurant, a game-changing guide to Restaurant Finances and Creator of The Restaurant Rockstars Academy. He is a successful restaurant entrepreneur who has founded and operated 4 restaurants/hospitality companies over the past 18 years. He recently sold the Matterhorn SKI BAR in Maine, a seasonal restaurant and bar that generated over $1 MILLION dollars sales in just 4 months. Go to RestaurantRockstars.com for more information or send an email to Roger@RestaurantRockstars.com.

Beyond Direct Mail: How to Diversify Your Digital Marketing w/Bruce Irving


Action always beats intention, and that rings true for digital marketing. What tactics work at the highest level for local market domination? What strategies are people overlooking? On this episode, Smart Pizza Marketing founder Bruce Irving shares on the tactics average entrepreneurs should put on their radars, and the little hinges that open big doors to big breakthroughs.

When you’re a local business, and you’re spending 100% of your marketing budget on old marketing methods, you’re making a mistake. - Bruce Irving


  1. The money you spend on direct mail is money that can be used to reach those same people many times over, with Facebook advertising.
  2. Instagram stories allow you to post content that’s different from what you’d put on your feed.
  3. It’s much easier to get someone to go from Facebook to an online order than it is to go from Facebook to a phone call.

At the start of the show Bruce shared how he got started helping pizzerias dominate their local markets. He shared how he scales and leverages the location of a business. We also talked about what works at the highest levels for entrepreneurs, and the strategies that people are overlooking when it comes to marketing. “People are so entrenched in their old ways.” Next we discussed why it’s important to diversify your marketing, using Instagram for long-term branding, and the unique benefits offered by Snapchat.

Bruce also shared insights on:

  • Tactics average entrepreneurs are missing out on
  • The shortest path to getting Instagram to work for you
  • How to make yourself the only logical choice by having social proof
  • How to leverage the power of FREE
  • Simplifying social media and streamlining the process
  • The importance of tracking your ROI and making every ad dollar accountable for results

Many entrepreneurs are missing out on the chance to be the only logical choice for customers. If you remain in stuck in your old ways of marketing, you miss a huge part of the market. Facebook, Instagram and Snapchat offer advantages for your business to reach more people, and build brand stability through diversification. As you deploy your tactics, remember that each platform works differently. Make use of the power of FREE, and consider ways to use giveaways as lead bait. Ultimately, you want to make every dollar spent accountable for the results.

Guest Bio

Bruce Irving, the Founder of Smart Pizza Marketing is one of the foremost experts on Pizza marketing, working with many Pizza Restaurants to help them find more customers and turn them into repeat customers. Go to smartpizzamarketing.com for more information.

Free download Call-to-Action - Click here to download our free Ultimate Testimonial Toolkit, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.

Luxury Market Domination: Building Trust & Earning Your Clout w/Patrick Lilly


Luxury real estate is intimidating. What are the factors that make it different from the normal market, and how can agents display the expertise and mindset needed to break into it? On this episode, real estate expert, coach and speaker Patrick Lilly shares insights on tapping into the luxury market and dominating it.

You have a moral obligation to steer your clients towards what’s best for them. -Doren Aldana


  1. Luxury sellers want to list with people who have sold the same kind of properties.
  2. Affirmation, visualization and education help you overcome limiting beliefs, but it has to be embedded in your daily routine.
  3. Chasing leads is expensive in terms of dollars and time spent, building relationships to get referrals costs less.

At the start of the show, Patrick shared his career path and how he worked his way to luxury sales. He also talked about characteristics of luxury clients, and what they seek in agents, “their expectations on service are different from a first-time buyer.” We went on to share insights on developing relationships as a method of getting referral business. Towards the end of the show, we talked about the limiting beliefs that make it hard for agents to increase their ticket price and scale up.

Patrick also gave his perspectives on:

  • Borrowed credibility and leveraging a collaborator’s skills and clout
  • Spending less money on lead generation by seeking more referrals
  • The difference between being a trusted advisor and someone who wants to win a lead
  • Why following the news negatively influences your perception of the world
  • Looking inward and how that helps you discover your own limiting beliefs

The wealthy and famous may expect different things, but ultimately they are same as all of us. They are driven to get a person who can serve as a trusted advisor, not just another agent gunning for a listing. They want you to show a track record, so engineer your business to exceed expectations. When you hold that client’s interest at heart and not your own, you go far in earning the trust factor and being a conduit of their joy.

Guest Bio

Patrick is a Real Estate Broker, Life Coach, Speaker, and a World Traveler. He has been a successful residential real estate broker in Manhattan and Brooklyn for the past 30 years. Having sold over a billion dollars of real estate and more than 1,000 homes, Patrick's team is consistently ranked as one of the Wall Street Journal's top 250 teams in the nation. For more information go to www.PatrickLilly.com, or PatrickLillyTeam.com

Creating Effective Videos & Turning Them Into Local Leads w/Gene Volpe


How can you turn a video into solid local leads? What behaviors and mindsets are holding you back from these opportunities? What is the value of consistent presence and giving away useful, free information? On this episode, local marketing expert Gene Volpe discusses harnessing the opportunities in video.

The idea is to be there consistently and give away good free information. - Gene Volpe


  1. The mistakes people make with marketing is thinking nobody else wants to hear them, and not thinking they have anything useful to talk about.
  2. Until you can afford to pay someone to transcribe video on a W2 basis, use platforms like Upwork and Fiverr to get quality work.
  3. If someone is asking you questions, they think you’re the subject matter expert, and they have a need for an answer you can provide.

On this episode we discussed:

  • How to turn a video into local leads.  
  • The biggest sins people commit in video marketing
  • How to bring something seemingly mundane to life on video
  • The best content for helping your audience when it comes to video
  • How to be consistent
  • Video captioning and branding

What stops people from taking advantage of opportunities in video is mindset. This includes not thinking you have something useful to say, and thinking but not doing. Remember, the point is getting in your customer’s space and starting a conversation. It’s important to spin your sales pitch into a story to make it relatable. If you’re dragging your feet, note that the time you spend having a cup of coffee is time you could be using to create a 1 minute video

Guest Bio 

Gene Volpe is the founder of GVI Media (formerly Your Real Estate Concierge), speaker and local marketing expert. He has over 9 years of experience in the marketing arena. He is also well versed in the real estate field including buying, selling, renting, marketing and consulting on over 200 real estate transactions. He is an expert in brand establishment and elevation and remains on the cutting edge of real estate marketing with a hard focus on video and social media. Go to http://www.genevolpe.com/ for more information.

Local Domination Through Tailored Content, Radio Advertising & Podcasting w/Toby Salgado


What are top real estate agents doing to dominate their local area with radio advertising? How do you create and deploy content to reach your target audience? ? On this episode, serial entrepreneur and radio advertising expert Toby Salgado talks about building an attraction business and leveraging content through radio advertising or podcasting.

Before anyone transacts or buys - the process of getting them there is indoctrination, engagement, ascension and segmentation. - Toby Salgado


  1. Track everything. If you don’t measure it, you won’t be able to manage it.
  2. Facebook advertising and radio advertising are favorites because they allow you to target a demographic, in a way direct mail can’t.
  3. Don’t mix funnels in radio advertising. If your radio ad is for an offline piece, don’t make your call-to-action an online one.

On this episode we discussed:

  • What top agents are doing to dominate their local areas in relation to radio
  • Identifying your ideal client through demographics and psychographics
  • How to deploy capital for your marketing
  • Demographic targeting with Facebook ads and radio ads
  • Building an attraction business vs. a chase business
  • Indoctrination, engagement, ascension and segmentation
  • How to be determine your radio ad placement

The first step to local market domination is “start with who.” Who is your ideal client, what are their interests, where do they congregate and what keeps them up at night? Empowered with this information, you can tailor a specific message and channel it to the right place. If you get that market, message and medium match right, you’re on your way to succeeding with the indoctrination, engagement, ascension and segmentation.

Guest Bio

Toby Salgado is a serial entrepreneur, author and mentor. He mentored hundreds of high-performance entrepreneurs and over achievers through private programs or one-on-one mentoring and helps business owners optimize their results. He is also the founder and host of a podcast called Super Agents Live. Go to superagentslive.com for more information.

How To Make Your Local Business Easy To Find Online w/Feuza Reis


When it comes to local domination, nothing can make a bigger impact than SEO. It’s a chance to make sure you’re visible to the people searching for your product or service online. What are the most important things you can do now and how can you collaborate with other vendors to boost your rankings? We discuss making SEO simple in the eye of the local business owner with SEO consultant and photographer, Feuza Reis (Fuse).


Blogging matters, it gives you a voice. -Feuza Reis

Your Key Takeaways 

  1. Why there are multiple ways for you to show up on Google, not just the job + location keyword combination
  2. One high-impact way to make your busines easy to find on a Google search
  3. The right way to check your Google rankings so your search results aren't filtered by your Gmail account

On this episode we discussed

  • The importance of having your business listed online
  • Developing the right keywords and key phrases
  • How you can stand out from the rest by changing your strategy
  • Blogging and why it matters

For your business to perform well in local search, you have to avoid using the same keywords and phrases your competitors are using. It’s also important to make yourself a resource with a blog. If you know your clients, the topics they are seeking and create good content around that, you will get the biggest bang for your buck.

Guest Bio

Feuza helps creative entrepreneurs and bloggers get found online. Her true passion is to equip creative solopreuneurs and bloggers with practical DIY SEO training so they can remove the layers of fears and doubts when it comes to understanding what Google wants. Go to GetFoundWithFuse.com for more information.

Think Like a Fighter Pilot: How to Use Social Media in Your Local Domination Strategy


When it comes to local domination, social media plays a critical role in helping you stand out and become the logical choice for prospective clients. On our latest episode, social media expert and coach Jess Bahr shares how to develop the right mindset and tactics to dominate your market on social media.


Think like a fighter pilot. If you’re flying a plane you’re focusing on what’s directly in front of you. Think about the one thing you need to do to get from point A to B. -Jess Bahr

On this episode we discussed:

  • The fighter pilot mindset you need to be successful at marketing
  • A marketing strategy a local domination focused agent can employ
  • How to reach out to people in an unexpected but welcome manner
  • Bringing in help
  • The importance of tracking numbers and measuring results

Takeaways + Tactics

  1. Set up systems so you can track the value of your online activity, you won’t know if things are improving if you’re not measuring them.
  2. Don’t spend your energy on multiple things. Employ the power of focus like a fighter pilot.
  3. If you do something regularly, write it down so it becomes a system that you can ultimately automate 

Jess also shared a killer tip on how to use social media proactively to reach potential clients! 

All businesses start as small businesses. What makes them grow are systems, personnel, and the technology that makes automation possible. To achieve local domination, you have to have fighter pilot focus, have proactive outreach built into your social media, and the ability to measure and track what you’re doing. If you want scalable wealth you have to start working on the business.

Guest Bio

Jess splits her her time between training, developing strategies, and executing paid campaigns on Facebook, Pinterest, Instagram, LinkedIn, and Twitter for some of the world’s largest publishers, media companies, startups, and entrepreneurs. On her own time, she writes content for a handful of social media and digital marketing sites, speak at events around the country (e.g., Social Media Week, Social Media Breakfast, Social Media Bootcamp), advising budding startups and NGOs on their digital strategies. Go to JessBahr.com for more information.

Click here to download our free Ultimate Testimonial Toolkit, where you'll learn the insider secrets for turning your clients into raving fan evangelists and supercharging your client attraction at the SPEED of TRUST. And yes, it's 100% free!


Reputation Is Everything: How To Attract Local Clients Through Client Experience & Online Reviews w/Michael Fleischner


Are you treating all your clients equally? Speaker, entrepreneur and local marketing expert Michael Fleischner joins us to share why your reputation is everything and how to build that reputation through amazing client experience, key referral relationships and online reviews.

The one thing that makes the difference between Champ and Chump is reputation. And reputation is really formed around the customer experience. -Michael Fleischner




  1. Reputation is all about the client experience - and the client experience leads to online reviews that attract more clients.
  2. Use a Net Promoter Score survey to judge the strength of your reputation.
  3. Don’t treat all your clients equally - spend more time on the connectors and influencers.

The key part of this interview is the framework Michael shared for growing a local business: Focus on your best clients, give them an amazing client experience, follow up to build relationships, gather online reviews and actively show your appreciation. Listen to the full interview and take notes on how you can implement these ideas and start attracting more local clients FAST!


Guest Bio

Michael Fleischner is an entrepreneur, author, marketing strategist, and speaker with 15+ years of real-world experience. Founder/CEO of Big Fin Solutions, a an online reputation management company among other business ventures. His top-selling search engine optimization guide, SEO Made Simple, sold more than ten thousand copies in its first year. He is also the author of Local Marketing Made Simple.


He has appeared on the TODAY Show, ABC World News, USA Today, Bloomberg Radio, and other major media. Michael offers advice and management across marketing disciplines including search engine optimization, pay-per-click marketing, marketing automation, online reputation, social media, and general marketing practices. Connect with Michael at http://www.bigfinsolutions.com/.

Click here to download our free Ultimate Testimonial Toolkit, where you'll learn the insider secrets for turning your clients into raving fan evangelists and supercharging your client attraction at the SPEED of TRUST. And yes, it's 100% free!