WEBVTT
00:00:00.080 --> 00:00:03.600
You're listening to KWMane's Beyond the Sale podcast.
00:00:14.560 --> 00:00:15.359
Quick question.
00:00:15.679 --> 00:00:18.480
Someone in your neighborhood decides tonight they're ready to sell.
00:00:18.640 --> 00:00:19.600
They don't have an agent.
00:00:19.760 --> 00:00:22.000
Who's the first name that pops into their head?
00:00:22.239 --> 00:00:24.960
If it's yours, you already understand Mindshare.
00:00:25.039 --> 00:00:28.480
And if it's not, or you're not sure, then this one's for you.
00:00:28.800 --> 00:00:33.840
Mindshare is the percentage of people in your world who, when they think of you, they think of real estate.
00:00:34.000 --> 00:00:34.640
That's it.
00:00:34.799 --> 00:00:40.479
Not how many people know your name, but how many people think of you the exact moment they have a real estate need.
00:00:40.640 --> 00:00:41.920
And that distinction matters.
00:00:42.000 --> 00:00:43.359
Plenty of people know who you are.
00:00:43.520 --> 00:00:49.359
Far fewer connect you to real estate, and almost nobody calls an agent they only vaguely remember.
00:00:49.520 --> 00:00:51.359
Here's the most part agents miss.
00:00:51.600 --> 00:00:54.079
Mind share comes before market share.
00:00:54.159 --> 00:00:58.000
You can't capture the business if you aren't the one people are already thinking of.
00:00:58.240 --> 00:01:03.280
Every listing, every referral, every I was just about to call you starts with mind share.
00:01:03.600 --> 00:01:07.760
We've talked about it in past episodes about a market that rewards skill overlook.
00:01:08.000 --> 00:01:14.159
Mind share is one of those skills and it's one of the few that doesn't depend on rates, inventory, or what the headlines say.
00:01:14.400 --> 00:01:16.560
Whatever the market does, people still move.
00:01:16.719 --> 00:01:18.879
The only question is who they call.
00:01:19.040 --> 00:01:24.400
Think about it this way real estate is a once every several years purchase for most people.
00:01:24.560 --> 00:01:26.879
They forget the process and they forget the agent.
00:01:27.040 --> 00:01:31.280
If you're not in front of them between transactions, someone else will be there when the need shows up.
00:01:31.519 --> 00:01:33.760
So the question is, how do you build it?
00:01:34.000 --> 00:01:35.439
Well, here are three ideas.
00:01:35.680 --> 00:01:37.680
One, be seen consistently.
00:01:37.920 --> 00:01:40.879
Mind share is built on repetition, not intensity.
00:01:41.040 --> 00:01:43.359
A burst of activity for 30 days won't do it.
00:01:43.519 --> 00:01:46.319
Showing up in someone's life regularly for years will.
00:01:46.560 --> 00:01:56.319
In previous conversations, we've talked about writing handwritten notes every single day, posting videos several times a week, sending mailers, and being visible in the community.
00:01:56.560 --> 00:01:57.760
None of it's flashy.
00:01:57.840 --> 00:02:05.359
It compounds because eventually a person sees a note, catches a video, spots a sign, and thinks, everywhere I look, it's them.
00:02:05.599 --> 00:02:08.960
Number two, be useful, not just present.
00:02:09.280 --> 00:02:11.759
Visibility without value is noise.
00:02:11.919 --> 00:02:15.280
The goal isn't look at me, it's here's something that helps you.
00:02:15.520 --> 00:02:21.199
Market updates, neighborhood insights, client stories, honest answers to questions people actually have.
00:02:21.360 --> 00:02:24.960
When you're a resource, people don't just recognize you, they trust you.
00:02:25.199 --> 00:02:27.039
And number three, be yourself.
00:02:27.199 --> 00:02:28.479
This one gets overlooked.
00:02:28.639 --> 00:02:34.800
If you're building mind share around a persona, you're gonna burn out, and you'll attract people who want that persona instead of you.
00:02:34.960 --> 00:02:43.520
Authenticity gets you the clients you actually want to work with, and it makes the listing appointment or buyer consultation a confirmation instead of an audition.
00:02:43.759 --> 00:02:46.319
And none of it works without somewhere to point it.
00:02:46.400 --> 00:02:50.719
You need a list or a database, a farm, a sphere.
00:02:50.879 --> 00:02:54.560
If you don't know exactly who you're building MindShare with, you're guessing.
00:02:54.800 --> 00:02:59.199
Know your people, keep their information current, and make contact on purpose.
00:02:59.360 --> 00:03:03.439
So here's your homework before we reconvene on the next episode.
00:03:03.599 --> 00:03:04.960
Look at your database.
00:03:05.120 --> 00:03:06.719
Really, take a look at your database.
00:03:06.800 --> 00:03:07.919
How many people are in it?
00:03:08.159 --> 00:03:11.120
How many people have you contacted in the past 30 days?
00:03:11.360 --> 00:03:17.360
Then pick one consistent touch, whether it's a handwritten note, a weekly video, monthly market update.
00:03:17.599 --> 00:03:21.199
Choose one that you're actually going to keep doing and stick to it.
00:03:21.439 --> 00:03:22.879
Number three, schedule it.
00:03:23.039 --> 00:03:25.039
If it's not your calendar, it won't happen.
00:03:25.199 --> 00:03:26.240
It doesn't exist.
00:03:26.400 --> 00:03:29.759
And number four, I'm gonna add a sneak fourth one here.
00:03:30.159 --> 00:03:32.000
Invite accountability into it.
00:03:32.319 --> 00:03:36.960
We are only going to achieve the things that we are held accountable for, period.
00:03:37.120 --> 00:03:44.800
So bring an accountability partner, somebody you trust, and somebody who's going to hold the mirror up for the goals that you want to achieve.
00:03:45.039 --> 00:03:46.719
Start small and don't skip days.
00:03:46.800 --> 00:03:50.560
The agents who win Mindshare aren't the ones who did something big once.
00:03:50.719 --> 00:03:52.080
They're the ones who never stopped.
00:03:52.240 --> 00:03:58.639
See, MindShare isn't built overnight, but it's built one touch at a time, and the agent who keeps showing up is the one people call.
00:03:58.800 --> 00:04:00.879
So go be the first name that comes to mind.
00:04:01.120 --> 00:04:02.800
Thanks for listening, and we'll see you next time.
00:04:03.039 --> 00:04:08.560
Hey, if you're finding value in these conversations and they're resonating with you, be sure to like, follow, and share.
00:04:08.719 --> 00:04:15.680
Our goal is to provide a roadmap to success through the stories of others, and your support helps us reach those who need these stories the most.
00:04:15.840 --> 00:04:19.680
And if you know somebody who could use the inspiration, consider sending it their way.
00:04:19.839 --> 00:04:21.920
Let's go beyond together.
00:00:00.080 --> 00:00:03.600
You're listening to KWMane's Beyond the Sale podcast.
00:00:14.560 --> 00:00:15.359
Quick question.
00:00:15.679 --> 00:00:18.480
Someone in your neighborhood decides tonight they're ready to sell.
00:00:18.640 --> 00:00:19.600
They don't have an agent.
00:00:19.760 --> 00:00:22.000
Who's the first name that pops into their head?
00:00:22.239 --> 00:00:24.960
If it's yours, you already understand Mindshare.
00:00:25.039 --> 00:00:28.480
And if it's not, or you're not sure, then this one's for you.
00:00:28.800 --> 00:00:33.840
Mindshare is the percentage of people in your world who, when they think of you, they think of real estate.
00:00:34.000 --> 00:00:34.640
That's it.
00:00:34.799 --> 00:00:40.479
Not how many people know your name, but how many people think of you the exact moment they have a real estate need.
00:00:40.640 --> 00:00:41.920
And that distinction matters.
00:00:42.000 --> 00:00:43.359
Plenty of people know who you are.
00:00:43.520 --> 00:00:49.359
Far fewer connect you to real estate, and almost nobody calls an agent they only vaguely remember.
00:00:49.520 --> 00:00:51.359
Here's the most part agents miss.
00:00:51.600 --> 00:00:54.079
Mind share comes before market share.
00:00:54.159 --> 00:00:58.000
You can't capture the business if you aren't the one people are already thinking of.
00:00:58.240 --> 00:01:03.280
Every listing, every referral, every I was just about to call you starts with mind share.
00:01:03.600 --> 00:01:07.760
We've talked about it in past episodes about a market that rewards skill overlook.
00:01:08.000 --> 00:01:14.159
Mind share is one of those skills and it's one of the few that doesn't depend on rates, inventory, or what the headlines say.
00:01:14.400 --> 00:01:16.560
Whatever the market does, people still move.
00:01:16.719 --> 00:01:18.879
The only question is who they call.
00:01:19.040 --> 00:01:24.400
Think about it this way real estate is a once every several years purchase for most people.
00:01:24.560 --> 00:01:26.879
They forget the process and they forget the agent.
00:01:27.040 --> 00:01:31.280
If you're not in front of them between transactions, someone else will be there when the need shows up.
00:01:31.519 --> 00:01:33.760
So the question is, how do you build it?
00:01:34.000 --> 00:01:35.439
Well, here are three ideas.
00:01:35.680 --> 00:01:37.680
One, be seen consistently.
00:01:37.920 --> 00:01:40.879
Mind share is built on repetition, not intensity.
00:01:41.040 --> 00:01:43.359
A burst of activity for 30 days won't do it.
00:01:43.519 --> 00:01:46.319
Showing up in someone's life regularly for years will.
00:01:46.560 --> 00:01:56.319
In previous conversations, we've talked about writing handwritten notes every single day, posting videos several times a week, sending mailers, and being visible in the community.
00:01:56.560 --> 00:01:57.760
None of it's flashy.
00:01:57.840 --> 00:02:05.359
It compounds because eventually a person sees a note, catches a video, spots a sign, and thinks, everywhere I look, it's them.
00:02:05.599 --> 00:02:08.960
Number two, be useful, not just present.
00:02:09.280 --> 00:02:11.759
Visibility without value is noise.
00:02:11.919 --> 00:02:15.280
The goal isn't look at me, it's here's something that helps you.
00:02:15.520 --> 00:02:21.199
Market updates, neighborhood insights, client stories, honest answers to questions people actually have.
00:02:21.360 --> 00:02:24.960
When you're a resource, people don't just recognize you, they trust you.
00:02:25.199 --> 00:02:27.039
And number three, be yourself.
00:02:27.199 --> 00:02:28.479
This one gets overlooked.
00:02:28.639 --> 00:02:34.800
If you're building mind share around a persona, you're gonna burn out, and you'll attract people who want that persona instead of you.
00:02:34.960 --> 00:02:43.520
Authenticity gets you the clients you actually want to work with, and it makes the listing appointment or buyer consultation a confirmation instead of an audition.
00:02:43.759 --> 00:02:46.319
And none of it works without somewhere to point it.
00:02:46.400 --> 00:02:50.719
You need a list or a database, a farm, a sphere.
00:02:50.879 --> 00:02:54.560
If you don't know exactly who you're building MindShare with, you're guessing.
00:02:54.800 --> 00:02:59.199
Know your people, keep their information current, and make contact on purpose.
00:02:59.360 --> 00:03:03.439
So here's your homework before we reconvene on the next episode.
00:03:03.599 --> 00:03:04.960
Look at your database.
00:03:05.120 --> 00:03:06.719
Really, take a look at your database.
00:03:06.800 --> 00:03:07.919
How many people are in it?
00:03:08.159 --> 00:03:11.120
How many people have you contacted in the past 30 days?
00:03:11.360 --> 00:03:17.360
Then pick one consistent touch, whether it's a handwritten note, a weekly video, monthly market update.
00:03:17.599 --> 00:03:21.199
Choose one that you're actually going to keep doing and stick to it.
00:03:21.439 --> 00:03:22.879
Number three, schedule it.
00:03:23.039 --> 00:03:25.039
If it's not your calendar, it won't happen.
00:03:25.199 --> 00:03:26.240
It doesn't exist.
00:03:26.400 --> 00:03:29.759
And number four, I'm gonna add a sneak fourth one here.
00:03:30.159 --> 00:03:32.000
Invite accountability into it.
00:03:32.319 --> 00:03:36.960
We are only going to achieve the things that we are held accountable for, period.
00:03:37.120 --> 00:03:44.800
So bring an accountability partner, somebody you trust, and somebody who's going to hold the mirror up for the goals that you want to achieve.
00:03:45.039 --> 00:03:46.719
Start small and don't skip days.
00:03:46.800 --> 00:03:50.560
The agents who win Mindshare aren't the ones who did something big once.
00:03:50.719 --> 00:03:52.080
They're the ones who never stopped.
00:03:52.240 --> 00:03:58.639
See, MindShare isn't built overnight, but it's built one touch at a time, and the agent who keeps showing up is the one people call.
00:03:58.800 --> 00:04:00.879
So go be the first name that comes to mind.
00:04:01.120 --> 00:04:02.800
Thanks for listening, and we'll see you next time.
00:04:03.039 --> 00:04:08.560
Hey, if you're finding value in these conversations and they're resonating with you, be sure to like, follow, and share.
00:04:08.719 --> 00:04:15.680
Our goal is to provide a roadmap to success through the stories of others, and your support helps us reach those who need these stories the most.
00:04:15.840 --> 00:04:19.680
And if you know somebody who could use the inspiration, consider sending it their way.
00:04:19.839 --> 00:04:21.920
Let's go beyond together.
