Superstar Secret # 2. They are postioners, not prospectors.
Superstar Secret # 2
A positioner is a Realtor who builds a brand and reputation such that prospects come to them, Prospectors, on the hand, chase clients.
Prospectors on the other hand chase clients.
You see, positioners command respect, while prospectors are seen as beggars.
Positioners pick and choose their clients, while prospectors will take anyone with a pulse who can fog a mirror.
Positioners are seen as experts, while prospectors are seen as a replaceable commodity.
As a result, positioners enjoy a lucrative income with more clients than they can handle, while prospectors are always hustling just to put food on the table.
When you position yourself as an expert, people start talking about you, and your name and reputation spread quickly.
Once you build your brand as the “go-to“ real estate authority, you become the only logical choice for real estate marketing services. At which point, your clients are willing to stand in line and even pay higher fees, just to have the priviledge of working with you.
That’s the power of expert positioning.
In contrast, prospectors myopically focus on getting that “next deal“ to pay the bills. They lose sight of the distinction between income and equity, activity and productivity.
There, they stay stuck in hustle, going from transaction to transaction, like a guinea pig on a guinea pig wheel.
Instead of investing their time to develop marketing assets that build wealth for the future, they spend their day prospecting for their next sale.
They do crazy things like cold calling internet leads and knocking on doors.
And then they wonder why they feel burned out, overworked and underpaid. That’s the prospector’s way!
At the same time, they’re watching the positioners who seem to effortlessly attract all the clients they want, while enjoying lots of time off to play golf, hang out with family and go on vacation.
So what’s their secret?
Their secret is that they position themselves as a “real estate expert“ who is an authority at solving their target market’s unique problems, as it relates to real estate!
How is this accomplished?
Admittedly, there are no easy buttons or quick fixes, If there were, everyone would be successful!
However; there are several factors that contribute to manufacturing expert status. Just a few of which are credibility, third-party endorsement, publicity and education-based marketing.
The remainder of this video training series is dedicated to unpacking those key strategies, so you understand what they are and how to use them . . .
In the meantime, remember this, the 2nd secret of superstar realtors are that they are positioners, not prospectors.
For more info on how we can help you position your business to dominate your market, call us today at 714.352.0808.