Joan has been a friend for over a year.  I knew of her deep confusion and struggle surrounding conveying her value to her prospects. In this powerful podcast segment, you can see her move quickly through my laser questions to focus on her target and to start considering framing her business in terms of what problem she solves for THEM. A lot of realtors (mortgage brokers, wealth advisors etc) are in the same boat. They are trained to target anyone and everyone with a pulse and it’s the hardest way to market, my friends. Not everyone has the same pain and needs. I know you can help everyone but by focusing on everyone, you focus on no one. Instead, do the strategic work to figure out whose biggest, costliest and most painful problem you can solve. Then and only then can you speak to their pain in your elevator pitch and in your overall marketing. When you’ve done that , all of a sudden, you’ll stop competing with the millions of other realtors who have the exact same target as you- which is everyone!

If you thought what Joan went through was a great experience, email me at chala@repositioner.com to be my next guest. I welcome all your comments and also don’t forget to subscribe and rate our Podcast!