The 7 Steps To An Unstoppable Business

By
Real Estate Agent with Big Block Realty 858.232.8722 CA BRE# 01261476

I recently attended a private training at Buffini & Company, hosted by Dermot Buffini (Brian’s brother) and his take on:

The 7 Steps to an Unstoppable Business, which was a spin on the Master Mind Summit 2015 session, that Brian Buffini taught us on originally. It’s always interesting to hear the same subject taught (and interpreted) by two different respected sales trainers. Below, I share the nuggets from my notes:

1. Love what you do for a living. You won’t love every aspect of it, but find what gets you to jump out of bed each morning, excited to “win the day” in your chosen career.Have a USP: What is your Unique Selling Proposition? What factors differentiate you, your service or product from the competition? How are peoples’ lives or businesses going to be different for working with you? You need to show & tell people how you work vs. how most (Realtors) of your competition works: coaching, communication skills, negotiating skills, competence & character, your unique features & benefits, etc.

2. Have a USP: What is your Unique Selling Proposition? What factors differentiate you, your service or product from the competition? How are peoples’ lives or businesses going to be different for working with you? You need to show & tell people how you work vs. how most (Realtors) of your competition works: coaching, communication skills, negotiating skills, competence & character, your unique features & benefits, etc. 

 Download: This dropped into my mind as he was talking about #2:

     “I’ve invested in me, so you can feel good about investing in me too.”-TJN

3. PROMOTE, PROMOTE, PROMOTE! Your work should speak for itself, but just in case it doesn’t, get visible with your brand & value proposition. Be yourself, but broadcast what you do, promote yourself and show off your clients: their testimonials about you and results you got them!

4. Enthusiasm! Sell with enthusiasm (see why #1 is so important?)-EnthusIASM = I Am Sold Myself! Demonstrate your belief in your service or product with your enthusiasm for it whenever you are promoting or selling.

5. Exceed Expectations! Don’t just meet the customers expectations, exceed them with unexpected extras. Dermot spoke on how when he and his family were house painters, they not only painted a room, they cleaned the windows, the baseboards & crown moldings & even put new light bulbs in all the fixtures. Why? Because it gave the paint job that unexpected extra impact on the clients. Think of this way, you must communicate to your customer base, the following:     

 

ü     I will show…

ü     I will solve…

ü     I will negotiate…

ü     I will repair…

ü     I will grow…

ü     I will teach…

ü     I will help you…

 

6. Keep In Touch: “Out of sight, out of mind.” They are not thinking about you day to day, but they may be running into great referrals for you occasionally. Stay in touch to demonstrate you care, to remain top of mind and to be there for them should they have a simple question or new service/product need them in the future. These are simple, consistent, keep in touches: something in the mail, occasional e-mail or call, even a pop-by if you’re in the area. It’s not stalking, it’s just gentle reminders.

7. Collaborate: Have a community of advocates. One call at a time, one coffee meeting at a time, and so on, build a community of past clients and current networking partners that can offer you feedback & mentoring in order to grow & improve your business and how you market it.                                     

 

Posted by

REALTOR®, CRS, RCS-D, CDPE, ePro, Certified:Military Home Specialist,

Certified: Luxury Home Specialist Podcast Host, Author & Keynote Speaker

POSTCARDS FROM SUCCESS

Brokered by Big Block Realty

Do You Know The Market Says Your Home is Worth?

CA-BRE# 01261476, since 1999  (My Team)

 "Oh by the way, I'm never too busy to serve you and your referrals to good people like you."

 mobile: 858-232-8722 / e-fax: 650-240-0717   

 www.ThomasJNelsonRealtor.com 

 Sunroad Corporate Center: 4445 Eastgate Mall l Suite 200 San Diego l CA 92121

RCS-DivorceSouthern California Chapter of Certified Residential Specialists (CRS)

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Disclaimer:  Nothing in this blog article is to be construed as legal advice, tax advice, medical advice or financial advice.  For legal advice see an attorney.   For tax advice, health or financial advice see a tax attorney, certified public accountant, or other qualified professional.
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Rainmaker
561,964
Women of Westchester Working Together
Women of Westchester Working Together - West Harrison, NY
Women helping Women get ahead

Great tips and thanks for sharing & summarizing.  I watched a 3 hour video of him a week or two ago and it was amazing.

Feb 21, 2016 03:00 AM #1
Rainmaker
1,312,485
Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

That # 6 is key, and I think is the biggest "gap" in most service industries.   Appreciated your tips.

Feb 21, 2016 03:11 AM #2
Rainmaker
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marti garaughty
garaughty.com - Montreal, QC
a highly caffeinated creative type...

garaughty, abstract art, graphic design, marketing, WordPress consultant

Feb 21, 2016 03:12 AM #3
Rainmaker
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Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Hey where's # 5 ???????? Great tips to follow !!!!!!!!!!!!!!!!

Feb 21, 2016 08:34 AM #4
Rainmaker
1,320,694
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Property Manager

Great post, Thomas.  I especially like #1 which is so important as a foundation for the rest.  Unfortunately, I think too many people get into real estate under false pretenses and, ultimately, fail.    Thanks for the post!

Feb 24, 2016 12:45 AM #5
Rainmaker
1,278,877
Donna Foerster
HomeSmart Realty Group - Parker, CO
Metro Denver Real Estate Assistant

I think #6 and #7 might are darn important and this is an area I need to focus in on in 2016. Thanks for sharing the insights!

Mar 03, 2016 12:13 PM #6
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Rainmaker
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Thomas J. Nelson, Realtor, ePRO, CRS, RCS-D

& Host of Postcards From Success Podcast
Referrals & Sales-free Help / Info Here.
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