Posted in Real Estate Investing

Building a Real Estate Investment Portfolio Roadmap

Photo by Rut Gardarsdottir from Pexels

Having a Real Estate Portfolio Roadmap Can Help Investors Identify and Visually Communicate Their Vision.

What is a Real Estate Portfolio Roadmap?

A real estate portfolio roadmap (REPF) is a top-down view of your future real estate holdings that you desire to accumulate over the life of your investment career. The roadmap begins as an idea, becomes a plan of action, the steps needed to reach your end goal – the accumulation of real estate – and works as a punch list throughout your journey.

Because of the difficult nature of real estate transactions, namely their many interrelated pieces, the timeframes presented on this type of roadmap are more like aspirational guide posts rather that steadfast directionals or exacting deadlines.

Your REPR is a working, evolving document. It’s goal is to lay the foundation to reverse engineer your investment agenda over the next five, ten, fifteen, or twenty years.

Do I Need a Real Estate Portfolio Roadmap?

Photo by RODNAE Productionsfrom Pexels

For the novice private investor, a REPR outlines a specific growth path to follow which can help move you towards your end goal faster and with less surprises.

Photo by RODNAE Productionsfrom Pexels

For the investment team, such as a REIT, it moves all stakeholders in the same direction, at the same rhythm, helping them achieve their business objectives with more clarity and synchronicity.

Moreover, using a real estate portfolio roadmap does all of the following:

  • Provides clarity
  • Communicates investment impact
  • Guides the investor (or investment team) along the journey
  • Creates the initiative to forecast future income & expenses for each investment project (deal)
  • Assists the project manager in forecasting required resources for specific initiatives
  • Bolsters accountability, and
  • Tracks milestones and progress
Photo by Breakingpic from Pexels

Action Steps

    • Develop a Real Estate Investment Portfolio Vision.
    • Ask yourself, “how much money do I want to net in retirement?”
    • Talk to other investors, bankers, and real estate brokers to learn about income and expenses for any given investment.
    • Create your investor dream team, which includes an accountant, a lawyer, a banker, and a real estate broker.
    • Decide on your internal management team. (Are you a solopreneur or an entrepreneur?)
  1. Create Your First Draft Picks – a ‘Bird’s-Eye’ View of Your Real Estate Investment Portfolio Over the Span of Your Career (the roadmap).
    • The private investor or management team should brainstorm investment options to meet the investment portfolio vision.
    • Identify specific purchase initiatives, cost estimates, and management (holding) expenses.
    • Decide on how to best structure each deal, taking into account the availability of investment and working capital, funding, tax implications, legal, government restrictions, and internal level of priority.
  2. Create an Internal Investment Roadmap.
    • Start with your first purchase objective. Walk through the entire transaction to identify and document all of the potential moving pieces, costs, timing, potential pitfalls, risk reduction strategies, management duties & expenses, and BTCF.
    • Decide who will be the project manager for the first undertaking (and each project thereafter).
    • Hire your ‘dream team’ and ask your real estate broker to “shop the market.”
    • Implement your plan!
  3. Rinse & repeat!

As your portfolio grows, so will your ability to scale up small projects or take on bigger projects. Thus, your roadmap will undoubtedly be edited several times throughout your career.

Remember, not even “…the best laid plans of mice and men” ever happen perfectly. Be flexible. And, above all, enjoy the journey!

In closing, if you want to be (or already are) a real estate investor who has several properties in mind, then you should create a REPR. It will help you to organize, evaluate, prioritize, forecast, track, and communicate your investment initiatives throughout your investment journey.

As a real estate broker, my team and I want to help you understand our markets and identify potential investment opportunities for you. We want to become your ‘go-to’ real estate consultant, “your source for real estate investment solutions!”

ColemanTanner.com

Corporate office:

The Groover-Stewart Building

25 N. Market Street

Jacksonville, Florida 32202

By Appointment Only

(786) 258-8855

Sales@ColemanTanner.com

Posted in Sales and Marketing Tips

Frequency or Frequency?

How are you showing up to your sphere of influence (SOI) and potential clients? Are you tuning in to their frequency?

Image courtesy of Pixabay from Pexels

In this context, frequency is decibel of sound that your audience (SOI & prospects) listens in?

Are you communicating to your audience with frequency?

Photo by Darlene Alderson from Pexels

In this context, frequency is defined as the number of times you show up and communicate.

For the former, there is a pre-requisite that you know how your audience prefers to communicate about your subject matter. You can research the answer to this query by going to Quora or Reddit to see what questions and answers are shared around your subject matter. (That’s the easiest method.) Alternatively, you could conduct surveys to a random sampling of your audience to determine their communication styles & preferences. With this background research completed, you’ll be able to tune in to their frequency and get your messages across effectively! 📡

As for the latter, the level of frequency in which you need to show up is dependent on the level of noise surrounding your audience. In our Social media age, you will need to show up more often in order to be seen by your audience. Traditionally, the rule of thumb was market to your audience seven times. 7️⃣➕

Today, because of the high quantity of content distribution, you should be showing up about 20 times per prospect. 2️⃣0️⃣➕

You may think that 20 times seems like a lot, because it is a lot, and I may not sit with you well to communicate with one person 20 times on one social media platform. I think the same way too. The good news is that you can mix up those 20 messages over multiple social media platforms so that you don’t come across as desperate or pushy. So let’s say you shop for times on Facebook, four times on Instagram, four times on LinkedIn, four times on YouTube, and four times on Twitter. Now you have made 20 contacts with your audience over 5 channels – not too shabby!

Question: what do I say 20 times?

I’m glad you asked! Use the F.O.R.D. method (family, occupation, recreation, dreams). Spread your communication out so that you communicate four times per day.

Start With a Post that Talks About Your Family.

Photo by Agung Pandit Wigunafrom Pexels

Share an activity that you just did or will do together. People know, like, and trust (KLT) other people who are similar to themselves, so you can earn cool points if you happen to be engaging in similar family activities as your audience and their families. 💁‍♂️🤱💇‍♀️🤷‍♂️

Make Your Next Post About Your Occupation.

Photo by Anastasia Shuraevafrom Pexels

We all know that there are good days and bad days at work. Sharing your ups and downs humanize you and makes you more relatable to your audience, just don’t bash anyone from your workplace because you might have a boomerang come back at you. You can vent while being civil. And if you are venting, ask your audience for advice! People love to help other people that are facing similar challenges that they have gone through themselves, it is in our human nature to do so. 🏢 🤫😩😮😬

Write Your Third Post About Recreational Activities.

Photo by Leah Kelley from Pexels

When was the last time you and your family had a picnic in the park? If you haven’t done this in a while, I recommend that you pack a bag or picnic basket (are those still a thing?), a blanket large enough to provide space for everyone in your family, f&b, and perhaps a good book to read together. Snap a photo and share it! 👨‍👩‍👧 📸

Lastly, End Your Posting Day by Talking About Your Dreams (or Your Audiences’ Dreams)!

Photo by Nadi Lindsay from Pexels

What are your plans for the future? What plans does your audience have that you can help them achieve? People love to dream about the life they want, but seldom do they write it down and reverse engineer a path to achieve their desires. You can serve them well here.

Q: But When Should I Post?

Let’s follow the KISS method (keep it simple, silly). All of us pretty much start our days between 6 and 10 a.m., so let’s start posting in 4 hour increments (frequency) beginning at 8 a.m.!

8️⃣AM➕1️⃣2️⃣PM➕4️⃣PM➕8️⃣PM

In closing, knowing the frequency at which your audience communicates 🗣👂 and communicating with frequency 🗣✖️4️⃣, using the 🚘 F.O.R.D. Method, across multiple social media channels 🎙 📺 🖥 📲 will provide you with the quality, quantity, and variety sufficient enough to break through the 🚪 barrier of noise (other people’s messages) to get your communications heard by your intended recipients. 👏 🤩 🥰

Posted in Sales and Marketing Tips

10 Ways to Create a Personalized Client Experience (Give Them a “Yes Day”)

Find Out What They Want.

1. Find Out What They Want.

Use a survey to ask them questions which will help you narrow down what services you may provide them with, when, and how often. The goal is to satisfy what they want to accomplish by discovering what’s keeping them from getting there. Use their answers to craft a personalized service offering that is unique to them.

Reward Them.

2. Create a Client Loyalty Program.

People want to be rewarded for hiring (or shopping from) you. Offer them a rewards card or send them random gifts to show them how much you value their business.

Send Handwritten Notes.

3. Personalize Your Communications.

People tend to get lost in technology these days, so bring things back to the good ole days with a handwritten thank you card. You can also up your impact by sending random gifts and company swag.

Discover What Their Long-Term Goals Are.

4. Learn About Their Ongoing Needs.

If your clients/customers will be shopping or using your services more frequently, consider offering them a discount for frequency and throw in a occasional freebie – this is an excellent, low-cost opportunity for you to improve the “lifetime value of a client.”

Get To Know Your Clients.

5. Build Rapport By Getting to Know Your Clients Upfront and Stay Informed.

Let your prospects do most of the talking during your initial consult. Use sifting questions to discover their problems/goals so you can curate a personalized solution. Stay informed of their changes by being their friend and trusted advisor.

What Are Your Hobbies?

6. Find Common Interests.

What are your hobbies? Finding prospects while participating in common interest activities is a sure fire way to build bonds faster and get to the Know-Like-Trust stage that is a prerequisite of doing business. Take note of your favorite sports, music, restaurants, recreational spaces, faith and so forth, then brainstorm activities around those interests. Scan your community events postings to schedule which events plan on attending. When you and your prospects have the same tastes, your connection will happen naturally.

It’s Yes Pet Day!

7. Start With Humor.

The best way to get your prospects to let down their guards is to inject a little humor in your introductions. Laughter is a positive emotion and helps move a person from “skeptical” to “know-like-trust” faster than normal pleasantries. Humor makes us more likable to others. Use funny stories or clean jokes that are related to what you do or sell, but don’t overdo it. (Don’t be a Bozo!) 🤡

People LOVE Talking About Their Favorite Subject – Themselves.

8. Let Them Do The Talking.

We all know it’s hard to be in the backseat of a conversation, but resist the urge to yap and only speak when asking clarifying or prompting questions. It’s okay to paraphrase what they said occasionally to show them that you’re actively listening. When you can get your prospects to “trip” on the idea of using your products or services as the solution to their problem or desire, you will have mastered the art of subtle persuasion, while earning their trust in the process. People don’t like to be sold to, but they do like buying things that improves their quality of life (whether it be to resolve a pain point or to elevate their pleasure and happiness.)

Speak Their Moral Language.

9. Discover Their Values.

How does your product or service align with their values? Are you a good fit for them? Prospects are more apt to buy what they are looking for from a provider who aligns with their internal value system.

Apply the Law of Reciprocity – Add Value.

10. Begin With Giving.

According to the Law of Reciprocity, the recipient of a gift will naturally want to reciprocate your kind gesture by doing something favorable for you in return (such as hiring you or buying from you). You can open the reciprocity loop by giving a free initial consultation (but I’m afraid that’s been overused) or boosting an initial consult by throwing in a high-value bonus offering if they engage you at the close of your session. Retailers use loss leaders to allure shoppers into their stores, then up the sticker prices of commonly purchased goods that are prominently displayed at the front row, making it easy for shoppers to pick up along the way.

Pro Tip: Making an irresistible offer improves your close ratio!

In closing, making your products and services personalized vs. standardized is something your clients and customers want and expect in the 2021. It’s time to give your clients a “yes day” to a more personalized client experience.

A special thank you to the following content creators (in order of appearance) for their photos from Pexels: Andrea Piacquadio, Brigitte Tohm, GiftPundits.com, Marko Klaric, Edmond Dantès, JEShoots.com, Anna Shvets, Juan Vargas, Eva Elijas, and Gabby K.

Posted in Sales and Marketing Tips

“Red Carpet” Service Can Reap Your Business Regal ROI!

Treat Your Clients Like Celebrity VIPs

How Are You Treating Your Clients?

If you are not already treating your clients like the VIPs that they perceive themselves to be, you’re at risk of losing them as lifetime clients. Many professional entrepreneurs claim to be interested in serving their clients for life, but their actions speak otherwise.

Why You Gotta Be So…Blasé?

Do your clients feel like this after the conclusion of your first business transaction?

Reach Out To Your Past Clients and WOW Them!

It’s time to think outside of the box and differentiate yourself. Send your clients a thank you gift. Not only will this put a smile on their faces, but you’ll stand out from the crowd of other professionals vying for your market share, earn repeat (hopefully lifetime) business, as well as prime your client pump for new referrals.

Stir Things Up With a Surprise!

Do a little creative brainstorming to identify some simple, but effective and meaningful gift ideas. Here are a couple of examples to help you out:

  1. If you work in real estate sales, finance, or title, offer your clients a movie night at home by sending a gift box with a downloadable movie gift card, two bags of popcorn, a package of twizzlers and a box of chocolates.
  2. If you work in law, send your clients a gift certificate for a simple will and advanced directives consultation along with a home fireproof safe.
Create an Opportunity for Your Clients to Win!

Have you considered sponsoring a “client of the month” on your social media channels? A great way to improve your brand image is to select a client of the month who either provided you with the biggest transaction or who sent you the most referral business in the prior month. Sending the winner tickets to a upcoming play with notoriety or to an upscale restaurant will win you major client loyalty! (Be sure to ask the winners to tag you in their social media posts during their “night out on the town! so that your other clients can see it and get inspired to be your next VIP winner!)

“I would like to thank my personal agent [insert your name here]!

In closing, finding ways to honor your clients with elevated experiences AFTER the transaction will help you stay top of mind, win loyalty, earn repeat business, and generate more referrals. While you will take on a bit of costs to implement this brand loyalty program, the ROI can be your very own golden globe of a reward!

Posted in Sales and Marketing Tips

How to Define Your Target Client Avatar: A “Persona” Deep Dive

Image courtesy of Pixabay from Pexels

Some time ago I had the privilege of speaking with a former director of marketing of a condo conversion in Fort Lauderdale, Florida. The gentleman had been responsible for driving sales for this project during the pre-recession boom, and back then anything superior to a cardboard box was flying off the market like a SpaceX rocket headed towards the International Space Station in 2020.

I remember seeing lines of buyers waiting to get into a new pre-construction development sales office to buy a condo or single family residence similar to what you may have seen outside of a popular night club or at an Apple store the morning of the release of a new iPhone!

Image courtesy of freestocks.org by Pexels

Even with all of the fast equity buildup hype, developer sales still had lots of competition and I was very curious to know how this marketing pro ran his customer targeting to optimize sales. Here’s the “Aha!” result I got from his answer: market segmentation!

Start With Building Your Buckets: Market Segmentation

Image courtesy of David Waschbüsch of Pexels

The former marketing director told me that he identified 20 types of potential buyers – that’s 20 different client avatars – and created a landing page with copy and graphics that specifically spoke to the wants and needs of each customer segment. Now, I was not a novice about market segmentation. During grad school, I took a feasibility studies class on hotel development and we segmented our prospective hotel guests into three groups: business class, government, and travel/leisure. But this was way beyond that! To identify 20 types of buyers is hyper-focused, granular research (and a lot of work!)

I LOVE IT!

So, the next obvious question should be, “where do I begin?”Fortunately, you’re reading this article and I’m about to guide you through the marketing segmentation forest!

Image courtesy of Harry Cooke of Pexels

5 Ways to Segment Your Target Market:

  1. Demographics (age, race, gender, marital status, income, education)
  2. Geographics (location specificity)
  3. Psychographics (Lifestyle)
  4. Purchasing Behaviors (by life stages)
  5. Brand Loyalty (Affinity)

Disclaimer: This segmentation is not intended to redline or dissociate any class of persons, particularly U.S. federally protected classes, from being presented with an opportunity to purchase your goods or services via your marketing efforts. Rather, you should market to all classes using communication skills that speak to each class in a way that resonates with them while accomplishing your marketing objectives (making sales). I would not travel to France and expect the wonderful residents there to speak in English to me. In point of fact, while studying abroad there, I tried to speak the little French I knew at every encounter. C’est mon plaisir!

You can use these 5 marketing segments as “characteristics of your client avatars.”

For instance, you can start defining a client avatar as: male, 25-30, 4-year degree, mid-level professional, married with children, $75k-$100k salary, lives in Miami, works from home, wants to home school his children, needs two extra rooms, one for a home office and another for home schooling, drives luxury vehicle, enjoys smooth jazz, fine European wines from Total Wine, follows Jane Monheit, Emilie Claire-Barlow, and Sophie Milman (my personal favorite jazz singers), and enjoys outdoor recreational activities that include hiking and paddle boarding. Websites visited include Pottery Barn, Ashley Home Furniture, Toll Brothers Homes, and Lennar Homes. Favorite clothing includes Nautica and Polo by Ralph Lauren. (Okay, so I’m borrowing my own personal characteristics – you gotta start somewhere!) 🤷🏻‍♂️

So there you have it, we just defined ONE client avatar; 19 more to go. 😉

After you go through the tedious process of defining your client avatar…🛑 (hold the phone! Isn’t there an easier way to get this task done?! Yes, there is. You need 20 profiles, so target yourself first, then ask 19 people that are different from you in 19 ways, but would still have a need or desire for your product or service, to target (identify) themselves, bada-bing! Get it done smarter, not harder.

Image courtesy of Anthony Shkraba from Pexels

Next, craft your marketing message to each client avatar with the following Q in mind: “How can I satisfy this person’s wants and needs”❓

Your answer should include a curated version of your brand message; the main content is about the features and benefits that your product or service offers, graphics and video that (1) showcases the value and benefits of the product or service in action, (2) includes testimonials that validate your authority and reliability, and (3) includes a call to action, all of which appeals to that one specific client avatar.

Third, find out where they are. each niche client avatar has social media platforms that they prefer to hang out in. Go there.

Fourth, give them what they want. Attract your client avatars by presenting information that either solves a problem or satisfies a desire. Your goal in the initial engagement stage is to drive them to your webpage, so present a compelling call to action that drives traffic to sales or a lead capture page.

In closing, getting hyper-focused on who you are trying to serve will improve your chances of getting higher conversions and the bottom line is the bottom line. 😉

Posted in Sales and Marketing Tips

Are You Using Video as Part of Your Marketing Strategy?

If you haven’t taken the dip in the video marketing waters, now is the time to start – if you like connecting with your community where your future clients exist and you realize that inbound marketing is superior to outbound marketing. 🙀

Okay, so you may be timid about getting in front of the camera, we all are. But, if you turn your attention away from “how you’ll look” and towards “how you will help,” then recording yourself isn’t so bad and is worth a bit of temporary discomfort – being of service often requires some self-sacrifice. 🤨

To help you with your foray into 🎥 recording, I’m giving you a 5-part outline for video content creation that’s applicable to any subject.

1. The Hook.

Start with an attention grabber – this could be an analogy or a question. For example, what if I start my video by stating, “in this video, I’m going to show you how Fozzy the Bear can make you a better writer!” I then show an image of the cute bear and rewrite his name as FOSC, which stands for Focus, Organization, Support, and Convention (which is how the FSA writing test is graded for middle and high school).

Now let’s try a Q: “What are the Pros and Cons of Hiring a Lawyer Who Specializes in Estate Planning and Probate to Draft My Will Versus Going to a General Practitioner?”

As you can see, either hook can draw your audience in with curiosity and open a loop that they will feel compelled to close by watching your video ‘til the end.

2. The Intro.

This is where you’ll give a quick intro to yourself and claim your authority (why they should trust you). You can include your name in writing (a graphic) in the lower third of the screen to identify yourself and your firm.

3. The Bumper

Switch up your video with a mini call to action (CTA) with the following suggestion, “If you get value out of watching this video, hit the like button so others can know.”

4. The Body.

This is where you answer the question or explain the metaphor. Using an outline and sequential order helps your audience follow along each step. Content is critical! Do your hw before making your video.

5. The Conclusion.

This is where you wrap things up with a CTA. For instance, you can ask your audience to book a consult, call your toll-free number, or hit subscribe to learn more.

There you have it, a 5-part outline for making a video. If you have a smartphone, then you’ve got a 2-in-1 high tech camera and video editing studio at the palm of your hands. Now it’s time to take 🎬 “ACTION!”

Posted in Real Estate: Buy, Sell, Lease

New Year, New Career? (Boutique Luxury Real Estate Company in Florida Now Hiring!)


  • Job Type: Commissioned Sales
  • Number of Hires: 50
  • Qualifications: Florida Real Estate Sales Licenses
  • Work Authorization: U.S.
  • Hours: Flexible
  • Job Responsibilities: As a Real Estate Agent, you will be tasked with representing buyers, sellers, landlords, or tenants in the acquisition or disposition of real property (residential or commercial).
  • Training: We offer a free 7-module post-licensing residential real estate sales and marketing training series and first-time homebuyer course, available on Udemy at: https://www.johnwtanner.com/courses
  • Duties: Assist sellers with determining the value of their home, demonstrate the benefits of showcasing their home, and help them find a buyer by promoting their home via online marketing, MLS listing syndication, and hosting open houses. Assist buyers by determining their wants and needs, discovering neighborhoods and the lifestyles associated with them, and viewing new construction homes and resale homes in those sub-markets. Present offers, facilitate inspections, and negotiate changes as necessary for our client’s best interests. Schedule the final walkthrough and closing. Follow up with clients after closing. Assist landlords with locating tenants or assist tenants with locating a property for lease, negotiating contracts, and conducting due diligence (qualify the person or the property).
  • Consulting & Property Management: Provide clients with assistance in determining investment strategies, exit strategies, and asset management.
  • Networking: Develop a robust list of contacts with third parties who service real property owners.
  • Maintain Confidentiality.

Additional Qualifications:

  • Computer literate
  • Valid driver’s license
  • Motivation and grit!
  • Witty and creative team players with extroverted personalities are encouraged to apply.
  • Locations: Miami, Fort Lauderdale, The Palm Beaches, Naples, Tampa, Orlando, Pensacola/Destin/FWB, Tallahassee, Jacksonville/Fernandina Beach/St. Augustine, and Daytona Beach.

Send resume to: HR@colemantanner.com

Posted in Real Estate: Buy, Sell, Lease

Coming Soon: A Different Kind of “Board” Meeting – Viewers Are Transported “Behind-the-Scenes” To Have a Look Inside of Coleman Tanner’s Real Estate Team Meetings.

Winedown Wednesdays – Airing on YouTube at 6pm.

So, you’ve been working for the past three days, grinding it out, and are craving for the weekend to come sooner. Why not wind down with us, have a glass of wine (or two), and join our little weekly soiree! We’d love to have you with us (virtually). Join us Wednesdays for happy hour as we dive into a business meeting over wine and a charcuterie board as we talk about our real estate agency activities of the week and brainstorm ways to serve our clients better.

I was working on a new business that I launched in January, 2020 – Coleman Tanner Realty – and then the pandemic hit us. At first, I was frozen in fear. I had already launched the business on a shoestring budget, and now I had no idea how to develop business when I was “stuck at home.”

It has been a real challenge given the crisis we all were (and still are) in. After postponing for several months, I decided to take action to lay a foundation, build the business on it, and gain momentum along the way. I figured that since others were doing well online, that’s where I needed to turn my attention – and here’s one of the cornerstones: a “behind-the-scenes” look at what we are (and will be) doing in our business.

I know that showcasing our business strategies online is like tipping your hand in poker, but I don’t mind others using our ideas in their business because I have an “abundance mentality” – there’s enough for everyone. I hope you enjoy the show and I welcome your feedback. Thanks for watching.

Cheers!

John

Posted in Real Estate Sales Tips

New Book Release

After 13 months, my latest book was released today on Amazon, available in paperback edition.  Here’s a link to it. Thank you for your support!

ebook cover