(01:55) How to be part of one of Club Wealth’s Expansion Teams
(05:04) The numbers behind relationship marketing.
(07:01) Professional Vs. Personable realtors.
(07:52) One of the most common reservations from agents about relationship marketing.
(09:31) The goal of relationship marketing.
(09:44) Facebook as a distribution channel to keep your name in front of your audience.
(10:10) Thoughts on real estate gurus and being always selling.
(11:16) Customer experience in the real estate industry.
(12:39) Why people need to know that real estate agents care about them.
(13:18) A few different channels and ways to start on relationship marketing.
(14:01) Examples of relationship marketing in everyday life.
(18:59) Video as a relationship marketing tool.
(19:50) Why content matters.
(22:09) Tips on video creation by Mike Bjorkman.
(24:54) Why authenticity matters.
(28:05) A look at mathematical marketing by Mike Cuevas.
(28:55) How many times Mike Cuevas recommends to reach your database.
(29:30) The reason why for a three-pronged approach in relationship marketing.
(29:55) The significance of a personal touch when reaching your database.
(35:17) The mathematics of being remembered by your contacts.
(37:03) Share your story and let your audience infer what you do for a living.
(39:24) What people care and don’t care about (regarding sharing).
(40:01) Percentage of Business vs. Personal posts on Facebook.
(43:31) On using your business page or your personal page on Facebook.
(44:36) The higher reach of direct mail explained by Mike Cuevas.
(48:07) How important it is to do all three channels of relationship marketing.
(51:45) Why focusing on those who already know, like and trust you makes a difference.
(52:25) Relationship marketing costs and results.
(54:39) Mike Bjorkman’s “If it pays for itself, do it.”
(56:52) Why relationship marketing is the only marketing that every agent can do.
(57:25) Where does 61% of the average agent’s business comes.
(57:50) Why Mike Cuevas believes in consistency when it comes to marketing.
(59:19) What to do about money as a new agent.
Inspirational Quotes Mentioned
You need to engage.
How much are you spending on your largest asset?
Real estate is the only business that an individual can start with a built-in audience and/or network.
In real estate, you already have a clientele. You just have to view it as such.
People don’t care what you do until and unless they know that you care.
People need to know that we care about them.
Don’t pretend because they can see through it.
Give me something to look forward to.
It’s not what you say, it’s how you say.
The more authentic it is, the better.
The whole point is that you connect.
It’s about humanizing and personalizing your brand.
Sell without selling.
It depends on how you do it.
When you actually have to engage with it, it has a way, way higher impact.
They’re smarter than I am and I just follow what they do.
My goal is to establish new relationships, not pick up clients.
It’s about showing up and consistency.
Reach inside you, there’s a world-class person inside you dying to come out.
You got to go make it happen.
About Our Guest
Mike Cuevas a.k.a. “Real Estate Marketing Dude” has been an active Realtor for over 12 years in the Chicago area. For the last several years, Mike has taken an interest in real estate lead generation and has sought out to help educate the industry in real estate marketing. Mike believes that every real estate office, mortgage company, and title company needs a “marketing dude” on staff to help Realtors in their marketing efforts. So he built a platform called Attracktor – a system made of up 3 components: University…Software…Mastermind – allowing agents to attract business rather than spend their time chasing it.