Session Description -

David Dorman has learned how to harness the power of personal marketing.  He has translated that understanding in to becoming the number 1 agent for C21 in Orlando, Florida.  He joins us to share some of his key distinctives, how he works and some of his secret marketing tactics as well as answer questions from our guests.

Click here to Download the Interview

Visit David’s Website

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Session Description -

Public relations is a strategic marketing discipline that involves equal doses of creativity, persistence, substance and cooperation to influence members of the media to look favorably on an industry, client, company, business or service. Not to mention a very cost effective marketing strategy, but, the third party credibility is one of the greatest benefits of public relations.

Come learn how to leverage the power of PR for your business!

Click on the Marketing Module button to check out this week’s Mastery Coaching Marketing Module.

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I am an avid reader – 6-8 books a month, so I burn through quite a few books to weed out the nuggets.  I thought I’d share some thougths from How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients by Jeffrey J. Fox which is a fantastic book and a”must read” for those in the real estate industry.

Cherish customers at all times
Treat customers as you would your best friend
Listen to customers and decipher their needs
Make or give customers what they need
Price your service to its dollarized value
Show customers the dollarized value of what they get
Teach customers what they need
Make your product or service the way customers want it
Get your product or service to your customers when they want it
Give your customers a little more than they expect
Remind your customer of the dollarized value they received
Thank each customer sincerely and often

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Profits are something to be proud of, not ignore, feel weird or sad about. Let profits be a measure of your contribution. Profits are the game, not just the scoreboard. It’s ok to enjoy making money.

Profits are more important today then ever before because…

• We are faced with increasingly rapid change.
• There is a freer flow of free information.
• Much, much better competition.
• Reserve of cash required for immediate investment in new ideas, technologies before someone else capture that market.
• More folks are entrepreneurial and looking out for themselves vs. traditional values as loyalty.
• Profits are no longer a guarantee: exposure/overhead must be reduced.
• Profits are no longer personal nor necessarily come from hard work– timing, network and ideas matter more.
• Um, how about really ugly market conditions?

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You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

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One of the highest compliments an individual can receive is to be called a person of character - a class act.

This program is designed to help you understand where you are along this path and to give you ideas for areas worth developing.

The Class Act 100 program includes a list of 100 character traits, life skills, special qualities, and personal practices that will help you to both become and feel like a class act, naturally.

To download the assestment click here

Instructions

There are four steps to completing the Class Act 100 program.

Step 1: Read each statement and fill in the appropriate circle.

Step 2: Add up your circles.
After you’ve filled in the appropriate circles, add up the number of right-hand circles for each of the 10 sections and write your “count” on the line provided.

Step 3: Fill in checklist boxes.
After you’ve written down your score for each section, fill in the boxes of the checklist provided to match the summary number at the end of each section. Fill in the boxes from the bottom up.

Step 4: Each month, come back and update your progress and scores.
Most people who take this profile score 20-50 the first time out and add three to five points per month.

 Carpe diem,

You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

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I want to recommend that you read one of the finest books I’ve read: Book Yourself Solid (Port).

One of the greatest misconceptions is that “everyone” will want a certain product or service. While this may come as a shock to some of you, there is no product, service, or idea that has ever been developed for sale that appeals to everybody.

Not everybody wants to be thinner, richer, smarter, blonder, sexier, taller, better hydrated, fresher-smelling, chemically enhanced, or more physically fit than they already are. And not everybody wants to take advantage of once-in-a-lifetime-ground-floor opportunities, or make money from their down-lines, or cash in on the latest trends.

So while that may be bad news for some, in terms of marketing your real estate services, that’s actually pretty good news! Because marketing to everybody is time-consuming and expensive, and I have yet to meet an entrepreneur who is willing to spend much more than 10% (if that) of their annual revenues on marketing.

Why focus on your ideal ‘target’ client?

There are many reasons, but the one I like best is that really happy clients become your unpaid marketing department! Seriously, though, by focusing on a certain type of problem/solution for a specific type of client (1031 Exchange information for folks interested in investing, or diversifying your investment portfolio by adding real estate, TIPS for sellers or buyers, etc.), you enhance your problem solving skills and get really familiar with that category of issues (and therefore more valuable in the eyes of that client).

And of course, marketing to a smaller pool of prospects is easier, quicker, and less expensive than marketing to a huge pool.

Although many REALTORS® are willing to take money from anyone with a checkbook, the truth is that until you know precisely who your ideal client is, getting clients will continue to be a struggle.  The more precise you are about what you do and for whom, the more easily you will attract your best client! As Dr. Phil says, you must be able to name it to claim it.

So who is YOUR ideal ‘target’ client? You ‘NICHE’ market?  How do you describe that person or market?

If you want your sales to be quick, easy, and inexpensive, you should include these five attributes as a start. Your ideal client is someone who:

• Acknowledges or recognizes their desire to have the outcome (solution or experience) you provide.
• Is willing to pay your fee to get that solution or experience.
• Is motivated for whatever reason to take action to get what they want (and is ready to buy).
• Will be thrilled with your service.
• Will tell their friends about your service.

So who wants what you’ve got, who is ready, willing and able to pay for it, and who will be thrilled with it?

Once you can identify who is most likely to buy from you, and who is seeking your solution to a specific problem, then pretty much all you have to do is let that person know that you exist.

This is much easier, much cheaper, and much faster than trying to sell yourself to someone who just plain isn’t already ready to buy.

Carpe diem,

You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

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Management is basically about control – to get things done that the manager or company needs to get done. The client or employee comes second. Management works, but is fundamentally flawed by its power-oriented approach.

Coaching, on the other hand, can be a strength-oriented approach, since it brings out the best in people instead of pushing them harder to do the prescribed job. In fact, coaching can help redesign your job, career, and life so that it works better for you, instead of working better for others. Coaching often pulls clients forward because they get in touch with what THEY want to do. Managing may also do some of this, but only within the confines of the corporation’ s overriding needs, culture and objectives. Coaching is a pull structure. Managing is a push structure.

Carpe diem,

You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

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Potential by very definition is ability that is untapped and unused. How sad is that? We have God-given ability and talent that is wasted each and every day. I am all about seeing people become everything that God has intended for them to be. I want not an inch more and not a millimeter less for my clients.

We limit ourselves to what we think can be done. Ask anyone who has served our county in the Special Forces, or someone who just finished their first marathon, or the rookie salesperson who just landed the “whopper.” We are capable of far more than we think we are. Let’s use some of the following questions to unlock one or two possibilities that will force us to peel back a layer of potential that is yearning to get out and be exploited.

· If you had all the money you needed, where and how would you live?
· If you had the answers to your problems, how long would it take to solve them?
· Do you have a personal or professional vision?
· If so, what is it?
· What is probably not possible for you to achieve in this lifetime that you wish you could?
· On a scale of 1 to 10, with 10 being the highest, how would you rate the quality of your life today?
· Using the same scale, how high will that number likely rise during your lifetime?
· What is a dream or goal that you’ve given up on?
· What part of you have you given up on?
· What goal or part of your life have you put on the back burner because the time isn’t right? What part of you is just waiting for the right person or opportunity to catalyze it?

Carpe diem,

You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

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Session Description -

Learn how to leverage your time and money by utilizing the system that consistently yields 15% return (15 closed transactions for every 100 people in your sphere) out of your SOI. Chris Pollinger will walk you through the nuts and bolts of the program, share the secrets for maximizing referrals and anchoring increased loyalty and client retention.

Click on the Marketing Module button to check out this week’s Mastery Coaching Marketing Module.

Carpe diem,

You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

To subscribe to the mastery coaching blog via email To subscribe to the mastery coaching blog via RSS reader

Quick Profitability Assessment

1. Y___ N ___ I have cut my overhead by automating almost everything.
2. Y___ N ___ I have cut my variable expenses by negotiating everything with suppliers.
3. Y___ N ___ I have cut my variable expenses by redesigning (re-engineering) how work gets produced and this is a continual process and second nature to me.
4. Y___ N ___ I increase productivity by expecting more from everyone.
5. Y___ N ___ I leverage my strengths.
6. Y___ N ___ I challenge my assumptions about my industry and my company and my business.
7. Y___ N ___ I experiment with new ideas, new types of products and new processes. I invest 1% of sales into making boo-boos, radical experiments, intuitively-based decisions, think tank getaways-whatever is outside the box.
8. Y___ N ___ I hire only employees who continually impress me with their initiative and competence. I let everyone else go. I “get it” that increasing profits come from great employees, not average ones.
9. Y___ N ___ I turn my customer service department into the R&D Department of my company.
10. Y___ N ___ I ask my employees and staff what else they need/want from me so we can be more profitable.

How did you score?

Carpe diem,

You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

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