3 Essential Keys to Win Your Ideal Client
(to accelerate your listings and closings)
1- Tell your story
2 Know your client
3- Be the solution no one else can offer 12:00
Appetizers
Welcome & A Toast
12:15 ~
Share 3 things about you
1 What you love most about winning
2- What you love most about Setco
3 Something we’d never guess about you 12:30 ~ Main Course
The problem
The question
- The 3 core issues of our ideal clients
- How to breakthrough with The 3 Essential Keys - 1:00 ~ Dessert
Tools, examples, exercises
Setco.BreakthroughLuxury.com
When it comes to winning the business you want, Where are you now?
I knew the people, but I wasn't getting invited to do the business.
When I did get an invitation, I was competing with 5 agents to win the business.
Then there was always the agent who won on commission just when I thought I had finally won a big one... (it not always actually the commission, more on that later)
There was the listing I won competing with 50 agents. That was a thrill to win, a stressful listing.
I remembering driving down Club Drive (a prominent Atlanta Street, a street I drove down every day) and thinking... it would be easier to get through Fort Knox than get to a listing here, much less a consistent pipeline of business here.
And then, after a lot of expensive coaches, soul searching and finally asking a few of the right questions.
Like:
Why should they hire me?
Why would they hire me? What are They looking for?
I got answers
And in 60 days I had 7 listings with my ideal clients.
A year later, I had listing after listing along Club Drive.. And throughout Historic Brookhaven, the 2nd most expensive zipcode in Atlanta and the neiahborhood of mv ideal client. BreakthroughLuxury com
How will my ideal client know that I'm their ideal real estate agent? The Question
3 core issues every buyer and seller is faced with when considering a real estate agent:
The solution/ the answer: Breakthrough with The 3 Essential Keys to Win Our Ideal Client.
MyStory.BreakthroughLuxury.com
MyClient.BreakthroughLuxury.com
CaseStudy BreakthroughLuxury
BreakthroughLuxury
MyStory.BreakthroughLuxury.com
1 the plot/ concept
2 - the 2 key parts
- "a defining moment in my life was..." - "since then, my commitment is..."
3 the 6 steps/ parts to make your story compelling when & where imagery & foreshadow protagonist fear / anticipation
plot twist - antagonist
BreakthroughLuxury
Melissa was born in Cuba. Just before reaching 9 years old, Melissa along with her mother and father, uprooted their lives and moved to the US. Her parents knew it was an enormous risk leaving the rest of their family behind. It was the thought of passing down their family home to them that was comforting. But, days after their departure, their home was overtaken by the government. That was the first time Melissa remembers feeling true hopelessness, something she will never forget. At a very young age, Melissa learned the importance of security and security in property rights. It was in that moment that she made a commitment to dedicate the rest of her professional life to helping others obtain it.
Today Melissa is living her dream Her successes include transactions of beautiful homes as well as investment properties that include one of her most recent sales this year (2022) for $50,000,000. Melissa is grateful and is passionate about serving her community, the people and her clients in Brickell.
1 What makes an ideal client?
2 - Grade existing & past clients. Find the commonalities.
3 - Fact finding your best clients. Ask them by email
– What were they most frustrated by before you helped them?
What do they want to accomplish with their real estate portfolio? What do they need to grow or advance?
What strategies had they tried and what worked or what didn’t?
4 What are their biggest problems?
Their ‘before and after’ state.
Look back over your closings in your pipeline.
– What were their biggest struggles prior to working with you?
What challenges do they regularly come up against?
– What are they feeling? (What are their pressures and fears)
What is it that they don’t know/ have no idea how to do?
What are they most fearful of?*
*UNDERSTANDING THEIR FEARS IS MOST POWERFUL
5 What does your ideal client need most to get the result they want?
What is it that they don’t know they don’t know they need?
6 Creating your ideal client profile, your “avatar” In THEIR WORDS: Who they are AND What their issues tend to be What do they need most right now?
7 Fall in love with your prospects and clients. You connect with them because:
- You’ve helped other clients where they are, you ’ ve maybe even been when they are.
You hear them & understand them. You’re delivering to who you ’ re meant to serve.
- You’ve walked clients on their path who were in their ‘before’ to the ‘after’ that they seek
BreakthroughLuxury com
CaseStudy.BreakthroughLuxury.com
1 Before
2 - What you brought to the table examples: tools, resources, knowledge, connections, media, skills, insight, marketing plan, 'secret weapon'
3 - The turn
4 The result
1 Property/ Transaction
+ relevant to the prospective client:
2 Quotes or statement of the challenge ahead:
3 The situation:
4 The market data/ state:
5 Relevant info to standing presence, success, relevance in market:
I 6 The timing: h7 7 after going on the market.
7 The “turnaround”
8 The tools/ insights to how, your competence and resources: BreakthroughLuxury com
“Whilemostcoachesandconsultantsgiveyouinsightsand mindsetshiftsthatopenyouuptochange,Jeretakesittoan entirelynewlevel Shegoesdeepandgivesyoutangiblesteps andtoolsthatcreatethechangeyouseek.”
LisaBennett,Sotheby'sInternationalRealty
“HavingJereMetcalfonyoursidecreatesopportunity, nottomentionourone-on-onestrategysessionsandclear actionsteps ”
-TomAbrams,Sotheby'sInternationalRealty
“Working with Jere, I realized that it’s what I’m already wired with that eliminates my competition and wins business. That changed everything, brought joy to my work and the opportunity to bring over 100 listings signing on this year alone ” Craig Dodd, Sotheby's International Realty
“After years of dedicating myself to various training programs, I was not getting the results I desired or hitting my goals. When I implemented Breakthrough Luxury, my business tripled and is still going strong ” Bridgett Posey, Sotheby's International Realty
“Fromtheco-opagentonmyfirstmultimillio transactionto BreakthroughLuxury™Coaching,Jerehasgiven metheguidanceandstepstobringmycareertonewheights ” KeithBiggs,Sotheby'sInternationalRealty
BreakthroughLuxury com
Build for Breakthrough's (B4B) Overview: 3 stages & 10 steps to
Increase your average sale price - Increase your volume Breakthrough to your next level in luxury real estate hour workshop
Learn more: B4B Registration.BreakthroughLuxury.com
1 on 1 coaching calls for you a team member or the team as a whole when needed as needed available in packages of up to 6 calls
Learn more: 1on1Coaching BreakthroughLuxury com
Group Coaching (calls every week)
Self guided Recorded Workshops & Live Workshops
Mastermind Calls
Q&A Nationally Renowned Industry Experts
Q&A Nationally Ranked Luxury Agents
Agent Success Toolbox
Media Exposure Opportunities through our network (Modern Luxury, Interiors, Podcast)
Content Access Anytime Anywhere
Complimentary 1on1 Coaching Call
Exclusive Member Lunches
PLUS
Access to 1on1 coaching (exclusive member pricing)
What the Successful and Emerging Real Estate Agent Needs When You Need It As You Need It How You Need It.
Learn more: CoachingMembership.BreakthroughLuxury.com