3 essential keys to win your ideal client - BreakthroughLuxury™ (mobile workbook)

Mastermind Agenda

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

Where are you now?

Where do you want to be?

What lies between?

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When it comes to winning the business you want,

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 the agent who always won on commission just when I thought I had finally won a big one (it wasn't 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 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

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The Problem The Brain

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How do my ideal client identify me as 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.

My

Tools, Examples & The How

MyStory BreakthroughLuxury com

MyClient BreakthroughLuxury com

CaseStudy BreakthroughLuxury com

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MyStory BreakthroughLuxury com

My Story 3 parts - 9 steps - 30 minutes

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

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My Story example:

MyStory BreakthroughLuxury com

Melissa's story:

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 $50,000,0000 Melissa is grateful and is passionate about serving her community, the people and her clients in Brickell

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Know my client 7 steps

MyClient BreakthroughLuxury com

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

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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

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Case Study

Case Study

CaseStudy BreakthroughLuxury com template:

4 parts - 8 steps - 30 minutes

EXERCISE Template for your Case Study

AAddress + relevant to the prospective client: Sold for $2,950,000 14 days, cash Represented by Jere Metcalf, JMPartners Sotheby’s International Realty

Quotes or statement of the challenge ahead: “The lot is wrong ” “Impossible price in this market.”

whispered [almost] everyone who has a pulse on Atlanta’s residential real estate market

The situation: 70 Old Ridgewood Place had been on the market for over 1 year When it was referred to me, I held the property off the market to restate, create a new plan and re position and re announce the property before relaunching

The market data/ state: At this time,the word was out, the commentary was, “sales in Atlanta over $2,500,000 are updated and on large flat lots.” “Homes of similar size and age are selling realistically for under $2,000,0000 ” “70 Old Ridgewood Place has been on the market for a year, it’s proven this home won’t sell for the listed price ”

Relevant info to standing presence, success, relevance in market:

In the meantime, 3 homes similar in lot size and price in Historic Brookhaven and North Buckhead had broken similar “market barriers” These properties were all listed by me with the support and resources of my team, JMPartners and Sotheby’s International Realty

The timing:

We came to market in February 2021 after alongside Sotheby’s and JMPartners, we orchestrated every detail of a comprehensive 12 month global marketing plan targeting affluent buyers from around the world and here at home in Atlanta Despite the market prediction that the property would not sell or would take another year or two to sell, it sold 14 days for cash after going on the market. The “turnaround”

We flipped the script. Originally met with not interested, we now had a waitlist for showings for 70 Old Ridgewood Road We went back to market with the same price, property newly staged with a story and both expanded and targeted marketing that was layered and scheduled to create anticipation and momentum

The tools/ insights to how, your competence and resources: With a carefully planned release to market and global media plan, this home, was able to sell under 2 weeks the real estate world wrote off the property as “unsellable” A careful selection of media outlets, National and local media like Atlanta Homes and Lifestyles and ModernLuxury’s Atlantan and Interiors Atlanta, selected to showcase this home and others like it.

Ultimately the home preparation, showing strategy and marketing campaign were responsible for this home’s sale With a strong comeback, we not only had a waitlist for showings and received multiple offers, this property was viewed more than 50,000 times on syndication sites alone

This is just one example many I wanted to show you consider hiring the best real estate to list and sell your propertyGetStarted BreakthroughLuxury com

Coaching and Consulting that Creates Results by Luxury Real Estate Agent for Luxury Real Estate Agents

“While most coaches and consultants give you insights and mindset shifts that open you up to change, Jere takes it to an entirely new level. She goes deep and gives you tangible steps and tools that create the change you seek ” Lisa Bennett, Sotheby's International Realty

“Having Jere Metcalf on your side creates opportunity, not to mention our one on one strategy sessions and clear action steps.”

Tom Abrams, Sotheby's International Realty

“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

“From the co op agent on my first multimillio transaction to BreakthroughLuxury™ Coaching, Jere has given me the guidance and steps to bring my career to new heights ” Keith Biggs, Sotheby's International Realty

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