Posted in Sales and Marketing Tips

Climb the Marketing Mountain

Posted in Real Estate Sales Tips

Additional Revenue Generators for Real Estate Agents & Brokers

Check out this new video I made describing revenue generator #1: https://www.wevideo.com/view/2548328675

Become a virtual real estate instructor
Posted in Real Estate Sales Tips

New Release: The Entrefluential Broker Startup Bundle – Now Available!

Hello My Real Estate Friends!

I just finished putting the final touches on this 10-pack startup bundle with templates that you can use right away inside your real estate brokerages. Here’s what’s inside…

Available Now!
  • Bonus #1: Listing Consultation Package
  • Bonus #2: 8-Week Home Marketing Plan
  • Bonus #3: Buyer Consultation Package
  • Bonus #4: Open House Package
  • Bonus #5: Off-Market Prospecting Guide
  • Bonus #6: i-Buyer Marketing Guide
  • Bonus #7: Sponsorship Marketing Guide
  • Bonus #8: 2022 Marketing Calendar
  • Bonus #9: Top 20 Ad Headlines for 2022
  • Bonus #10: Agent Recruiting Package
Posted in Sales and Marketing Tips, Uncategorized

Are We Insta-Friends?

I’m on Instagram as johnwtanner. Install the app to follow my photos and videos. https://www.instagram.com/invites/contact/?i=1cq3be9wnoqni&utm_content=ikx2ojd

Posted in Sales and Marketing Tips

Got a 2022 Marketing Plan?

It’s a New Year, Time for a New Marketing Plan.

I have developed the habit of starting the year off by taking a step back to see the Big Picture 🖼 of what it is that I want to accomplish for the year. What it looks like for me in 2022 is a guy playing 7 chess ♟ games at the same time: real estate investor; real estate consultant; real estate brokerage owner; writer/marketer; lawyer; filmmaker; and musician. That’s a lot to juggle! 🤹‍♂️

When planning for your year ahead, do you find it best to compartmentalize each project?

I do! 🗂 So, this happened a couple days ago…

The heading says “business plan” but it’s really a top-down view of my marketing plan. Here’s how it works.

Start at the Top!

Platinum Clients are at the TOP of the Funnel!

Rather than do what the others are doing, starting at the bottom of the pyramid and working their way up, I’ve taken the advice of one of my new quasi-mentors, Kathryn Porritt of Business Bravery to start at the top!

1. Top-of-Funnel Prospecting:

For me, the top-of-the-funnel is comprised of two types of ideal clients: platinum clients (those who own businesses and earn over $1MM per year) and premium clients (those who have salaried positions, usually at the c-suite, and earn between $200K to $999,999 per year).

Q: How Do I Reach Them?

The answer is multi-channel marketing. This includes:

  • Direct mail,
  • Social media ads,
  • Custom FB audience (OWL + Batchskiptrace + RPR),
  • CrunchBase,
  • SunBiz.org (FL business owner),
  • SBA.gov (National business owner search),
  • Branding ads,
  • Press releases (PRNewswire), and
  • Book tours
Premium Clients Make Premium Purchases!

2. Middle-of-Funnel Prospecting:

This is akin to a database of your standard clientele (income < $200K per year). You’ll be able to reach them using Omni-present Marketing as well, but using different media and channels. Here’s a sample:

  • YouTube videos,
  • Udemy courses,
  • Kajabi courses,
  • Email list,
  • Paid traffic on fiverr,
  • Publishing one book a year,
  • 365 days of blog posts,
  • Podcast,
  • TV show,
  • Seminars & webinars,
  • Instructor courses live,
  • Business cards and brochures,
  • Booths at trade shows and association conferences,
  • Booths at arts & crafts festivals,
  • Sponsorship branding,
  • Pop-up kiosks at the mall,
  • Direct mail (postcards) campaign,
  • Brand advertisement at the movies,
  • Hotel magazine ads,
  • Airline magazine ads, and
  • Local and National real estate investor ads.
Most of Us Start at the Bottom of the Funnel.

3. Bottom-of-Funnel Prospecting:

Since we’ve already covered everyone using income bracketing, let’s just say that anyone who has not yet been exposed to your brand (aka Cold Traffic) is, by default, within this container. The objective here is to ✈️ taxi all cold leads onto your Brand RAMP (read Professional Services Marketing by Shultz and Doerr) so that all prospects will recognize, articulate, memorize, and prefer your products and/or services. 🛫

Over to you. What does your marketing plan for 2022 look like? Does any of this resonate with you? Chime in! 🛎

Cheers!

John

Posted in Real Estate Sales Tips

New Book Available!

Hello friends,

I’m excited to announce that my newest book is now available! If you are a real estate agent who has been thinking about becoming a broker and opening your own boutique real estate brokerage, then this book is for you.

The Entrefluential Broker: How to Launch a Boutique Real Estate Brokerage Business


This New Resource Includes:

✔️ Step-by-Step Instructions for Writing Your Entrefluential Broker Business Plan

✔️ The Entrefluential Marketing Plan: Five Core Pillars of Marketing That Every Real Estate Brokerage Should Deploy in Their Business

✔️ Sample Startup and Monthly Operating Expenses, and more…

Paperback Available on Amazon!
(Also Available for Instant Download in Digital Format – email me for details)
Posted in Real Estate Sales Tips

Overcoming Low Self-Esteem and Self-Doubt for Struggling Real Estate Agents

Don’t Let Fear and Doubt Keep You From Becoming Successful in Real Estate.

Are you an aspiring real estate agent or sales professional, but have been struggling with low self-esteem or minimal self-confidence? (Me too! That’s why I created this course.)

New Release: Up! Foundations

Mindset Makeover

When I enrolled in my first real estate licensing class when I was 19 (almost 30 years ago) I had no idea that I would run into obstacles and make excuses for my failures in my chosen profession – embarrassingly far too many times to count.

I even began teaching sales and marketing skills in 2015 and watching many of my own students flourish, while I was still stalled with others like me.

So, of course I wondered, “What is the difference between those sales agents who thrive and those who falter?”

The answer I came to understand is in our mindset and routines. That’s it! Sounds simple enough, right?

Hmm. (Maybe too simple, you think?)

If you’re curious about my discovery, I invite you to watch a sample video from my new series Up! Foundations and see if this TRUTH resonates with you.

Up! Foundations: Module 3, Part 1 – Desire

If so, I am here and I’m willing to be your guide. I’m on the same journey, with the same damn struggles, as you. And I’ve studied A LOT of things about this profession. 📖📚🤓

But this course isn’t for everyone.

If your cup is already full, then I can’t add to it. Nobody can. But if you have a willingness to learn, then you can do this, I promise!

In fact, it’s primarily for real estate agents who have NOT been successful in real estate yet. But let me warn you, if that’s you I guarantee that your “reactive mind” is going to try to talk you out of watching the video or enrolling in the course.

Call it your safety mechanism if you want, but I prefer to call it what it is: self-sabotaging behavior.

Thank you for watching.

Yours in Success,

John W. Tanner, J.D.|M.S.
Personal Development Instructor
Lic. Real Estate Broker|Owner
Coleman Tanner Realty
http://www.colemantanner.com
http://www.johnwtanner.com

P.S. You Can Register for Up! Foundations Here 👇

Posted in Real Estate: Buy, Sell, Lease

Veteran Business Owner Speaks on Innovative Business Model for Real Estate Brokerage Startup in Florida.

“The Horse’s Mouth: Veterans Edition” with Michele Poitier and John Tanner

https://blog.thefirewatch.org/the-horses-mouth-veterans-edition-with-michele-poitier-and-john-tanner/

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

“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!