Jess Lenouvel

3 Things You’re Probably Overcomplicating In Your Real Estate Business

August 9, 2023 by Jess Lenouvel

Does your real estate business feel heavy and complex?

Or does it feel light and easy?

If your business is weighing you down, it’s most likely because you’re adding unnecessary layers of complexity.

The constant pressure to do more and to hustle harder can often push us into the trap of overcomplicating things, whether it’s our marketing strategies, sales process, or service offerings. In a world where everyone seems to be doing so much, it can feel like you need to be doing even more.

But here’s a secret – it’s often the simplest strategies that create the biggest impact.

While I won’t say that building a 7-figure business is easy, I will say that it can be simple. Making things unnecessarily complicated is only going to stop you from scaling.

Scaling requires simplicity, consistency, and predictability.

So in this blog post, I’m going to unravel three areas where you’re likely overcomplicating things in your real estate business: Marketing & Content Creation, Sales, and Services. I’ll provide you with tips on how to simplify these processes so you can ENJOY your business more…and make more money while you’re at it. 👇

Marketing & Content Creation

One of the biggest reasons agents struggle to be consistent with their marketing is that they’re making it harder than it needs to be.

They think their content needs to be overly produced and perfectly branded. They think they need to be a world-class copywriter. They dedicate hours to writing scripts, designing graphics, and doing fancy video editing.

But none of that truly matters.

It’s only slowing you down!

Your content doesn’t need to be out-of-this-world. It just needs to be helpful and genuine.

So if you find yourself struggling to stay consistent with marketing yourself on social media, ask yourself:

Is there any part of this process that I’m overcomplicating?

If you realize the part you’re struggling with is coming up with real estate content ideas, ask yourself if you might be putting too much pressure on yourself.

Again, not every post has to be mind-blowingly insightful.

Instead of setting the bar too high, write down every single time a client or lead asks you a question. When you have ten minutes to spare, record a voice note of yourself answering their question. Boom – you’ve got a piece of content that you’re ready to share online.

Don’t let your ego get in the way.

Focus more on how to be of service to your audience than whether or not your hair and makeup look flawless.

Your clients don’t expect Barbie anyway…they want the real you.

Trying to make everything perfect can be expensive, time-consuming, and downright overwhelming. Simplicity and sincerity are the real key!

Sales

A lot of agents have a tendency to overcomplicate the sales process when, in reality, it’s fundamentally simple. Where are your clients now, and where do they want to be? That’s it.

It doesn’t matter if you’re selling a scarf in the town square in medieval times or selling a luxury condo – the fundamentals of sales have not changed.

The underlying psychology is the same.

At the end of the day, the most important thing you need to know to succeed in sales is a deep understanding of the problem.

What’s the underlying reason why your clients want to move? What’s driving their desire to buy or sell their home?

People don’t decide to move house because it’s fun. No, they move because their current situation isn’t serving them, and they believe a move can improve their life. As real estate agents, our role is to understand and articulate this transition from the current state to a more desirable one.

So, let’s stop complicating sales.

It’s not about fancy sales scripts or techniques.

It’s as simple as problem and solution.

Services

Now, let’s demystify Services.

Here’s the golden rule: sell a signature service, not a bunch of complicated service packages.

It’s easy to fall into the trap of offering everything to everyone, which only ends up diluting the impact of your service. Instead, focus on providing one solution, to one specific person.

Your business should be known for that one unique service that sets you apart from the crowd.

Overcomplicating your service offerings only confuses your clients and complicates your business operations, making scaling an uphill battle.

A signature service in real estate also allows you to simplify your marketing.

Rather than having to come up with messaging and marketing materials for each unique service, you’re able to streamline your strategy. It becomes much easier to communicate what you do and for who, creating a clear message that resonates with your ideal client.

Remember, a confused mind never buys – simplicity sells.

So there you have it!

Whether you’re struggling with overcomplicated marketing strategies, muddled sales processes, or complex service offerings, the solution lies in simplicity. The path to success in real estate doesn’t need to be filled with unnecessary complexities. The key is to understand your client’s needs, to communicate effectively, and to offer clear, simple solutions.

But let’s be real: un-complicating things is easier said than done, especially when you’re in the middle of chaos. You don’t have to go it alone, though.

The Listings Lab is here to support you on your journey. Our flagship mentorship program was designed with real estate agents like you in mind – those who are ready to take their business to the next level but are tired of the hustle and grind.

When you join The Listings Lab, you’ll learn how to nurture a consistent lead-generation machine using organic traffic and paid advertising. You’ll be able to predictably generate highly qualified leads to scale your business rapidly, and guess what?

You can do it without burning out.

Ready to get support on scaling your business from 6 to 7 figures?

Apply now to book a call with our team and see if the program is right for you.

Want 10-15 More Clients? Here’s How To Generate Leads For Real Estate Online

July 26, 2023 by Jess Lenouvel

Struggling with your online lead generation strategy? Let’s talk about how to generate leads for real estate online!

Specifically, I want to lay out the 5 steps you need to take to sign 10-15 more clients off social media in the next 90 days.

If you’ve ever said “Social media doesn’t work for me” or, “I’m just going to stick with my repeat and referral business”…

You’re refusing to accept the undebatable truth.

Online marketing is no longer ‘optional’ for agents.

It’s time to stop burying your head in the sand and start getting clear on what’s actually working on social media to sign clients. Because it’s probably not what you think it is.

Here’s what it’s definitely not…

➡️ It’s not posting endless, “just listed, just sold” posts.

➡️ It’s not pitching your services at the end of every caption.

➡️ And it’s certainly not flashy, overly-branded graphics and videos you spent hours editing in Canva.

Stop Treating Social Media Like A Billboard

Signing clients online is about relationships. It’s about psychology. It’s about dialed-in messaging.

At the end of the day, social media is about being social.

So why do so many agents treat their social media page like a billboard?

If you’re acting like a salesperson, viewing Instagram as a place for you to pitch, it’s no wonder you’re struggling to generate real estate leads with your social media.

It’s time to ditch the overly salesy tactics and start thinking like a marketer.

Are you ready?

Here are the 5 core steps for how to generate leads for real estate online.

Step 1: Choose A Target Demographic

The first step to generating leads for real estate online is to choose a target demographic.

You have to know *exactly* who you’re creating content for.

Otherwise, you might unconsciously end up creating content for other agents.

(You’d be surprised at just how many agents end up creating content that only attracts other agents!)

If you end up with a follower base of other real estate agents, rather than ideal clients, it’s because you’re focused too much on posting what resonates with you.

Here’s the deal:

Your social media isn’t about you.

It’s about your clients.

So instead of resharing another “broke agent” meme, filter everything through the lens of:

Who am I speaking to with this content? And what kind of value will it bring to them?

Another thing to keep in mind?

Your niche or target market isn’t ‘anyone who lives within a particular ZIP code’.

The days of geo-farming are over.

Gone are the days of having to rely on traditional, unscalable marketing methods like handing out flyers, prospecting, and billboards.

We can now leverage psychology and strategically target a particular ideal client avatar – whether that’s upsizers, downsizers, first-time buyers, investors, or anyone else.

The first step to signing 10-15 more clients off social media is to know exactly who you’re looking to target.

Without this crucial step, you’re just speaking into the void.

Step 2: Understand Where Your Client is Coming Psychologically

Once you’ve figured out who you’re speaking to, it’s time to dig deeper.

Real estate is not just about property.

It’s about humans going through life transitions.

In order for your content to generate leads online for real estate, you need to get clear on the emotions fueling that life transition.

Because let’s face it, no one ever moves because it’s fun.

We move because there’s something in our current situation that isn’t serving us anymore.

One of the best ways to get ultra-clear on the pain points and desires of your ideal clients is through market research.

Your messaging shouldn’t be determined by what YOU think your market is struggling with. It should come directly from your ideal clients – from the source itself.

You can’t know *exactly* what your clients are feeling until you get out there and talk to them.

When you prioritize market research, you’re able to hear your clients describe their problems in their own words.

And that’s 1000x more powerful than using terms only agents use and throwing statistics at them.

If you can properly articulate the problems your clients are facing, you’ll be well on your way to signing 10-15 clients off social media.

Step 3: Leverage The 9 Types Of Content

When it comes to creating engaging content, you need to master these nine psychological steps that help take someone from a stranger to a client.

These are the 9 steps we teach you how to create content for in The Listings Lab.

Pain
Problem
Stakes & Consequences
Your Story & Qualifications
Your Signature Process
Proof
Objection-handling
Vision
Action

Now, here’s the thing – each psychological step requires its own type of content.

For example, when it comes to social proof, you’ll want to have case studies, testimonials, and PR-related content.

By mixing it up and showcasing your social proof from different angles, you’ll be able to establish your authority faster.

For a more basic framework, all of these steps fall into one of three categories:

Authority-building content
Social proof (case studies, testimonials, PR)
Personal content

Keep it balanced, like 30% for each content bucket (authority, personal, and social proof), and have an extra 10% for experimenting with what works for you.

We’ve got a whole post dedicated to the three types of real estate content for social media here.

Step 4: Be Consistent And Nurture

Everybody says to “be consistent” with your marketing – but what does that really mean?

In my experience, I recommend posting every day because the algorithm tends to favor consistent activity. I understand that if you’re new to social media, this might seem pretty daunting.

However, once you’ve done the upfront work of choosing a niche, doing market research, and getting clear on the 9 types of content you need to create, it gets a whole lot easier.

We now have a ton of members in The Listings Lab who tell us they can simply pick up their phones, spend a couple of minutes recording a video or writing a post, and voila! They have a piece of content ready to share.

Trust me, the process doesn’t have to be complex once you grasp the psychology behind it.

When you have a clear understanding of your target audience and have done the groundwork, content creation becomes more effortless. You no longer sit there wondering what to say or how to say it. It becomes crystal clear because you have a roadmap in place.

And keep in mind, this stuff takes time. Every client is unique when it comes to how long it will take to make the decision to reach out to you.

Some people may need to see 60 or 70 unique pieces of content from you before they take action.

On the other hand, someone might stumble upon your profile, binge your content for a couple of hours, and then reach out to you right away. People consume content in different ways based on where they are in their personal journey. Some are ready to jump right in, while others require more nurturing over a longer period of time.

As a general rule of thumb, the average client will most likely need at least three months of consistent nurturing before they enter the ‘consideration phase’ and decide to reach out to you.

Stay patient and stick with it, and you’ll have ideal clients reaching out to you from your content in no time!

Step 5: Show Up Where Your Ideal Clients are Hanging Out

Now that you know WHAT you need to be posting, and how much you need to be posting to see results, you’re probably wondering:

Where should I be posting all of this content? What social media platforms are right for me?

My answer to this question is always: it depends.

When it comes to selecting the perfect platform for your content, it all boils down to your niche and target audience. We want to dominate the platform where our ideal clients are spending most of their time.

So, if you’re focused on serving retirees, or seniors who are downsizing, it doesn’t make sense to pour your energy into creating content for professionals on LinkedIn. It’s all about directing our energy and efforts to where our potential clients actually hang out.

I often get asked this burning question: “Do I have to be on TikTok?” A lot of people shy away from TikTok, thinking they have to do all the trendy dances and follow the latest viral trends. First of all: this is not the only way to create content on TikTok.

And second of all, I can’t give you a definitive answer on whether or not you should be on TikTok.

It all depends on who you’re targeting. But if you’re targeting millennials or Gen Z’s who will soon be in the position to buy their first home, it’s most likely a good idea!

Remember, as a real estate agent, you have the power to leverage social media and take control of your lead flow. By implementing these 5 steps, you can transform your approach and start signing 10-15 more clients over the next 90 days through social media.

Looking for more support in taking your social media from crickets to non-stop leads?

Learn more in The Listings Lab Method Guide.

Discover how to fill your calendar with appointments, multiply your income, and become the #1 agent in your market.

It’s time to say goodbye to outdated strategies and hello to a sustainable, scalable, and successful real estate business.

Get The Free Guide HERE

How To Stay Motivated In Real Estate: 5 Mindset Tips To Keep Moving Forward

July 19, 2023 by Jess Lenouvel

Have you ever wondered how to stay motivated in real estate….month after month, year after year?

It’s one thing to craft a vision for your real estate business.

But waking up each day, and finding the will and the drive to execute so you can actually REACH that vision?

That’s where the real challenge comes in.

It’s easy to get caught up in the busyness of the day, only to hit 6 o’clock and find yourself with an uncompleted to-do list.

You might think to yourself, “I didn’t get HALF of the things done that I said I was going to!”

So why is it that you don’t do the things you know you need to do?

I can tell you right now – it’s not because you’re lazy or incapable.

Figuring out how to stay motivated as a real estate agent goes a lot deeper than basic time management hacks.

Instead, you need to dig deep into your mindset.

You need to rewire your brain for success and confront your limiting beliefs.

You need to release self-judgment and cultivate self-trust.

And you need to pair these mindset tools with systems and processes – so that you can rely on yourself to get stuff done, no matter what your internal state is on any given day.

Ready for a big dose of real estate agent motivation?

Keep reading for five strategies to stop spinning your wheels and start hitting your big, lofty goals.

Breaking Free From Patterns & Limiting Beliefs

Limiting beliefs are sneaky. You’re probably holding onto a whole bunch of them right now, and you don’t even realize it.

One of them that I hear time after time from real estate agents?

“Real estate is just unpredictable. It’s impossible to have consistency in this industry.”

Here’s why I think this belief is so common among agents.

I see a ton of people who start out super motivated in real estate. They’re hustling away, doing all of the things, and giving it their all.

And using this type of approach, they’re able to achieve moderate success.

They hustle their way to six figures, but then can’t figure out how they got there.

To them, it feels like a fluke, or even sheer luck.

They had no path or system they were following…

So they tell themselves they won’t be able to repeat their success.

Success starts to feel like something that just ‘happens’, rather than something you can confidently create.

This keeps people stuck, feeling like they’ll never be able to create predictability for themselves.

So now, you’ve got a whole group of agents who are moderately successful, but on the brink of burnout, feeling like they’ll never get to the next level – because they’re holding on to limiting beliefs like “real estate is unpredictable!” or, “I’ll never have consistency”.

But there’s a whole other group of agents who are charging forward – but not necessarily in the right direction.

While the first group is frozen, unable to move forward, the second group is doubling down on the actions that got them to six figures.

But here’s the thing: what got you here won’t get you there.

While cold-calling and manual prospecting may have got you to six figures, it will never get you to seven.

An entire shift from manual to automated, from chaotic to systematized, from chasing to attraction needs to be made.

However, when your identity as a hustler is so deeply ingrained, changing your patterns can feel almost physically impossible.

After years of operating a certain way, we create a whole identity, persona, and ego around those actions. And once we get attached to that and it becomes who we are, it’s even harder to let go of – because it feels like the death of the ego.

For example, I told myself for YEARS that I was a “lone wolf”. I prided myself on the fact that I was that capable, independent, “get it done” person. I clung to the belief that if I wanted something done right, I had to do it myself.

When I first embraced a team model, I experienced massive amounts of resistance around delegating. I’d try to meddle in the process or make myself involved when I didn’t actually need to be.

I had to consciously detach myself from the identity of the “doer” in my business – and my ego had a freakout about it.

If you find yourself struggling to get yourself to the next level, ask yourself:

Is there something deeper going on here? What actions am I resisting, and why? Are there any outdated identities or limiting beliefs I need to release in order to leap to the next level of success?

You can even journal on these questions for deeper self-reflection!

Releasing Self-Judgment

If you’re a real estate agent who’s struggling to stay motivated, you might be judging yourself harshly.

Achieving our goals feels good.

So when we constantly feel like we’re disappointing ourselves by not getting to where we want to go…it can take a toll on our self-confidence.

A lot of real estate agents are high achievers.

If you’re reading this, I’m willing to bet you’re someone who puts a lot of pressure on yourself.

You might even be a little bit of a perfectionist.

You need to remember that Rome wasn’t built in a day.

You’re not going to achieve your goals overnight. And even if you’re not moving as fast as you’d like, slow progress is still progress.

Instead of dwelling on the fact that you’re not where you want to be, work with what you have to continue moving forward.

You might even consider exploring real estate mentorship programs to get support along your journey to hitting that mult-six or even seven-figure milestone.

Recognize The Underlying Reasons For Procrastination

Often, procrastination in our real estate business stems from deep-rooted fears.

These fears are usually formed during childhood, between the ages of zero and eight, when our brains are primarily in theta state, absorbing information about the world and identifying potential dangers.

These perceived threats (even if they aren’t truly dangerous) get cemented into our belief system and can persist into adulthood.

Our comfort zones are created around these fears to protect us.

So when we try to break out of our comfort zone to try something new, we often feel deeply threatened – and avoid the task altogether.

The key here is repeated exposure.

For example, the first time I recorded and published a video online, I felt absolutely terrified. I remember after I finally hit “post” thinking to myself, “Wow…I didn’t die.”

While this might sound dramatic, pushing past our deep-rooted fears can trigger a physical reaction. We might have sweaty palms, and a racing heartbeat as if we’re facing a real threat to our safety.

If that happens, take a deep breath and remind yourself that you’re safe. The more you push yourself, the more you’ll surprise yourself with just how much you’re capable of.

Straying outside of this zone can feel threatening and can trigger physical or mental reactions. This is why trying something new, like an unfamiliar marketing tactic, can feel so difficult the first time. But with repeated exposure, these new experiences become part of our comfort zone, expanding the realm of what’s possible for us.

Chunking Down Big Goals Into Small Steps

When you’re trying to figure out how to stay motivated in real estate, here’s what you need to remember:

The smaller the better.

It’s no different than fitness.

Every January, people try to go HARD with their fitness goals.

They say they’ll go to the gym 5x/week for two hours.

You might have the best intentions, but sure enough, life gets busy.

And all of a sudden, your commitment feels far too large to keep. You have this nagging sense that you’re not able to keep up, and so you throw in the towel.

But what if we approached goal setting differently?

Instead of biting off more than you can chew, break your goal down into the smallest action possible.

If going to the gym for an hour seems overwhelming, tell yourself your ONLY goal is to put your gym clothes and running shoes on and drive to the gym.

That’s what I commit to. And you want to know what happens?

Once I’ve driven myself to the gym, I can usually motivate myself to workout for at least

45 minutes, because I’m there anyway. Starting is always the hardest part.

The same thing goes for your real estate goals.

People always tell me they want to post more real estate videos on social media.

But they don’t actually know HOW to make a real estate video.

There’s a whole process that goes into making videos.

You don’t just hit record and post.

So rather than saying you’re going to film 5 videos a week, break down your goal.

Tell yourself you’ll choose your filming location on Monday.

You’ll work on what you want to say on Tuesday.

You shoot your content on Wednesday.

You edit on Thursday.

And you schedule your videos for the next week on Friday.

That’s a much more realistic schedule because you’ve broken down big, overwhelming goals into manageable chunks.

Don’t make things more difficult than they need to be.

Pairing Mindset & Strategy

Here’s the thing about staying motivated in real estate…

You’re going to have days where you’re SUPER motivated to hit your goals.

And you’re going to have days where you’re motivation is severely lacking.

You simply can’t rely on motivation to get you to where you want to go.

No person is 100% motivated every single day.

The key to hitting our goals is to pair mindset work with systems, strategy, and routine.

You can’t spend all your time mindset journaling and visualizing your goals.

You HAVE to pair mindset work with action.

Putting operational systems in place is key for those days when our mindset is lacking.

But without the mindset piece, it doesn’t matter – you can try every strategy in the book, and it will always fall flat.

Think of a car driving through thick mud spinning its wheels.

It’s trying to get out of the mud, but it just keeps digging itself deeper into the mud. Even when you try to steer towards something new, you might find yourself right back where you started, stuck in the mud.

And that’s where we get with our patterns and our mindset. We’ve dug ourselves down so deep that even if we hear something logical that we know we should do and we try to steer towards it, we can’t.

Instead, we actually need to get OUT of the car and dig ourselves out, and steer ourselves into a new direction.

We need to enact change at both the subconscious AND the conscious level. We can’t choose between strategy or mindset. We need to leverage both to see the forest behind the trees.

As you journey through these mindset shifts, it’s important to remember that motivation is not a destination, but a continuum. It’s normal to have of ups and downs, sharp turns, and occasional setbacks. In these moments, come back to these strategies and remember – the goal isn’t perfection, but to build a resilient mindset that keeps you going no matter the hurdles.

How To Stay Motivated In Real Estate – The Power Of A Supportive Community

If you’re struggling to stay motivated in real estate, a supportive community can help.

A group of ambitious agents just like you and expert coaches in areas like mindset to marketing, systems, strategy, and more.

This is the kind of community I looked for when I was building my 7-figure real estate business, but couldn’t find for the life of me.

And it’s why I created The Listings Lab.

In The Listings Lab, we’re not just giving you a roadmap. We’re committed to standing by your side, coaching you through the highs and lows, and celebrating every win with you. Not only will you get access to our proprietary system, but you’ll receive weekly group coaching calls and get access to our private members-only community to help you share your progress, get support and stay on track.

Curious about how The Listings Lab can support your growth? Our team would love to chat and learn more about where you’re at – and how we can help you get to where you want to be.

Learn more and apply here to book a call with our team.

6 Common Mistakes To Avoid When Choosing A Real Estate Niche

July 12, 2023 by Jess Lenouvel

I know you’ve heard me say this time and time again, but choosing a real estate niche is the game-changer that will help you grow to 7-figures.

But are you struggling with PROPERLY niching down?

Do you feel like no matter how hard you try, you just can’t seem to figure out how to niche down profitably?

Maybe you tried to follow common niching advice, but you find yourself no better than where you started…

Relying on referrals, posting on social media only to hear crickets, and wondering WHERE all the leads are hiding?

If this is sounding familiar, you’re probably making one of these six common mistakes that agents make when choosing a real estate niche.

We’ve seen these mistake time and time again when new agents join us in The Listings Lab.

Throughout the program, we help them course-correct – and once we reverse these errors, our members are able to clarify their messaging and start attracting quality leads.

So let’s get into the six most frequent niching mistakes that are preventing you from doubling your client base!

1. Thinking A Niche Is A ZIP Code

Let’s start with one of the top real estate niching pitfalls that continues to happen all the time…

Thinking a niche = a ZIP code.

Back in the day, this geo-farming model made sense.

We didn’t have the internet, so we were limited to manual marketing like door-knocking and handing out flyers.

But nowadays, we have this beautiful little tool called the Internet.

With digital marketing tools, we’re able to target people based on specific traits. We’re able to create online content that uses marketing psychology to target a very specific type of person.

And that type of marketing converts at a MUCH higher percentage than simply handing out business cards in your local area and HOPING one of them might turn into a real lead.

Targeting solely by geographical location is old-school.

By tying your niche to a geographical location, you’re just boxing yourself into a corner.

2. Thinking A Real Estate Niche Is A Property Type

Here’s where so many agents go wrong when choosing a real estate niche.

They choose a property type, like “luxury houses” or “condos” and think they’ve got a solid niche on their hands.

They don’t.

In reality, they’re only halfway there.

If you’re niche is “luxury” – that market could encapsulate 100 different types of clients. These days, luxury essentially just means, “people with money”.

Do you want to work with investors looking for luxury properties they can rent out as short-term rentals? Do you want to work with retirees who are looking to leave the city and buy a sprawling country mansion on a lot that spans acres?

The key is not to focus so much on the type of property, but the type of PERSON.

What are they looking to change with their property purchase, and what are they looking to accomplish?

3. Thinking You Need To Go After The Biggest/Most Common Niche Possible

Sure, you might think going after the biggest niche will give you a larger pool of potential clients.

But here’s your reality check: bigger isn’t always better.

Would you rather be a small fish in a big pond, or a big fish in a small pond? Stop trying to serve everyone, and start serving the right ones.

Some of our most successful members in The Listings Lab are the ones that decided to go ultra-narrow with their niche.

We’ve seen our members have success with niches such as:

Divorcees
Corporate millennial women
Dog-owners

And so many more.

Though, being so specialized might go against everything you’ve ever been taught—we need to get over it.

The narrower your focus, the more successful you’ll be.

4. Choosing A Niche You Don’t Resonate With

Here’s another way agents shoot themselves in the foot: choosing a niche they don’t resonate with.

Real estate is, at its core, a people business. If you’re not genuinely connected with the people you’re serving, you’ll constantly feel like you’re swimming against the current.

So if you’re a young millennial dog mom, maybe don’t choose retirees or empty-nesters as your ideal client avatar.

Ask yourself: who do I deeply understand? Who can I connect with effortlessly?

Choose a person going through a life transition that you have experience with. When you do that, everything about your offer is going to be that much more magnetic to your ideal clients.

You’ll attract them with your content because you KNOW how to speak to their struggles.

5. Trying to Choose Multiple Niches

One of the biggest mistakes I’ve seen people make is going after multiple niches at once.

You know the saying about being good at everything but great at nothing? It applies here as well.

Start with one niche and dominate it.

Once you’ve done that, you can move on to another.

Remember, the riches are in the niches.

From a marketing standpoint, the worst tagline you can use is “I’m here for all of your real estate needs.” That immediately gives a sense of desperation and lack of specialization.

It’s as if you’re saying, “I’ll take what I can get.”

The key to drawing someone in is with specific psychology-based messaging. This can only be done well if it’s directed to one demographic.

6. Not Getting Clear On The Problem You Solve

Here’s a dose of reality for you: Being in real estate doesn’t mean you’re just selling houses – you’re solving problems for clients.

If you don’t know what specific problem you’re solving, you’re kind of like a doctor who prescribes medicine without understanding your patient’s illness.

Think about it. If your clients knew how to solve their problems themselves, they wouldn’t need you.

Your role is to be the specialist who knows how to tackle their specific issue. Are you helping young families find their first homes? Are you assisting retirees in downsizing? Each niche has a specific problem, and you need to be the solution.

If you’ve been making some of these common mistakes, you might find yourself chasing after leads that never convert or wasting precious time on inefficient marketing strategies.

But by identifying the right real estate niche and avoiding these pitfalls, you can attract your ideal clients and secure a steady stream of leads who are eager to work with you as their agent.

If you want to become the go-to agent in your market and fill your calendar with appointments, download The Listings Lab Method Guide to learn more. No more wasting hours at open houses, no more cold calls, just an efficient, targeted strategy.

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Dear Agents: Stop Trying To Be A Real Estate Influencer

July 5, 2023 by Jess Lenouvel

Do you ever feel like you need to build a massive following and turn into a real estate influencer if you want to sign clients online?

If so, I want to share a new perspective.

What if I told you that acting like an influencer might actually be HURTING your real estate business?

People often put influencers and entrepreneurs in the same bucket.

But in reality, they have vastly different business models. While agents can borrow certain strategies from influencers, they need to know how to operate like a true CEO – not just a content creator.

In this post, I’ll cover:

The biggest differences between influencers and entrepreneurs
The top ways agents sabotage their business by acting like a real estate influencer
And the #1 thing agents can actually learn from influencers

After reading this blog, you’ll learn how to effectively market yourself online so you don’t just get likes and followers – but instead, get real, paying clients from social media.

Influencers Vs. Entrepreneurs

To break down the top differences between influencers and entrepreneurs, let’s look at the goal of each type of business model.

What Is The Main Goal Of An Influencer?

As an influencer, your first and only objective is always going to be audience growth.

Most influencers are trying to grow their following to a point where they can begin promoting other people’s products and get paid for it.

For influencers, money is a byproduct of their audience, so they make money because their audience is a certain size and hits certain metrics.

What Is The Main Goal Of An Entrepreneur?

An entrepreneur has opposite goals.

An entrepreneur’s primary motivation is to make a profit.

Their audience growth is a byproduct of whatever the entrepreneur is doing to make money.

Their influence isn’t attributed to their audience size, but the value they offer through their product or service.

The Biggest Drawbacks Of Acting Like An Influencer

Now that we have those definitions out of the way, let’s get into the biggest ways agents sabotage their business by trying to act like real estate influencers.

Getting Too Caught Up In Vanity Metrics

One of the most common questions I get from members getting started in The Listings Lab is, “Should I buy followers?” and my answer is always a resounding NO.

This question stems from the belief that having a larger following or getting a lot of likes equates to a more successful real estate business.

But it doesn’t.

We’ve had members who come into The Listings Lab with massive social media followings who are barely making any money from it. And I also know agents who have 7-figure businesses with less than 2,000 followers.

It’s not about how MANY people you have in your audience. It’s about the quality of your audience.

Buying bots will seriously harm your potential to build a successful business on Instagram. By buying a ton of irrelevant followers who aren’t actually interested in your posts, your engagement rate will drop. In turn, this will prevent Instagram from showing your posts to real, potential ideal clients.

The bottom line?

Stop focusing on vanity metrics like your follower count and start focusing on cultivating authentic relationships with your ideal clients via social media.

Potential To Dilute Your Message

As we mentioned before, the main goal of influencers is to grow their audience to the point where they can begin promoting other people’s products and get paid for it.

Many agents can be intrigued by this kind of business model, thinking it might be a good side hustle or a good way to add on another revenue stream.

But before you go ahead and start promoting a shampoo brand or some fitness supplements for extra cash, think again.

Promoting another type of product will only dilute your message.

You want to keep your page entirely focused on your real estate services. Become known for one thing and one thing only. The last thing you want is to confuse your audience.

A confused mind never buys.

Falling Into The “Inspo Account” Category

This is another mistake I see so many agents make on social media. They try to build a large following by posting beautiful, aesthetically pleasing home content.

But you have to remember:

A pretty picture of a kitchen won’t help sell your real estate services.

Sure, your aesthetic content might get engagement – some “love this! 😍” comments or even people saving your post to refer back to. But they’re not engaging for the right reasons.

Similarly, if you build your account focusing too much on your lifestyle…your outfits, your travel destinations, your fancy car – you might get people who follow you because they want to be like you. Not because they want to work with you.

Are There Any Similarities Between A Real Estate Influencer And An Entrepreneur?

Now that I’ve covered the biggest ways agents undermine their marketing efforts by acting like an influencer, let’s consider the other side of the coin.

Despite everything I’ve just discussed, there actually IS a thing or two that real estate agents can learn from influencers.

Here’s how agents can take a page from the influencer’s playbook.

The Need For Personal Content

Unlike an influencer, you might not want to share a 20-part Instagram story on your latest 7-course meal.

But that DOESN’T mean you shouldn’t be showing up and sharing your personal life on social media.

Just like influencers, entrepreneurs still need to share the behind-the-scenes and give their audience a peek into their life and business.

Posting personal content is the key to building that know, like, and trust factor with your audience.

If your audience doesn’t even feel like they know…how could they possibly even begin to like you and trust you?

Here are some ways to show more personal content on social media:

Share your personal background: your family, hobbies, travels, backstory, etc
Share your personal beliefs and philosophy: what do you believe about life and business?
Share your stories: share stories from your life that will resonate with your audience. Stories are 22x more memorable than facts, and help you connect with your audience on a deeper level.

Remember, in the world of real estate, personal connections matter. By sharing personal content on social media, you’ll create authentic relationships with your audience online. People will feel like they know you – even if you’ve never met them in real life!

It’s time to shift your focus from trying to be a real estate influencer and instead embrace the role of a true real estate CEO.

Building a massive following and chasing vanity metrics won’t bring you the success you’re looking for.

That’s why I encourage you to download The Listings Lab Method guide.

This guide will show you how to grow an audience full of qualified leads – not just random followers.

Using our signature method, you’ll learn how to build rapport, establish authority, and become “top of mind” with your leads, making you the only choice for their needs.

Get the guide here to start booking more clients off social media.

Find Out What Meghan Did to Grow Her Real Estate Business to 7 Figures

June 28, 2023 by Jess Lenouvel

Are you looking to learn how to scale your real estate business to 7 figures?

If so, let me introduce you to one of our incredible members from The Listings Lab – Meghan Arbuckle!

Meghan’s growth throughout the program has been exponential…

She made so much progress in The Listings Lab that she decided to move on to our 7-Figure Agent Collective Program.

She’s done more than we can even fit into one interview.

Her business has massively changed!

She went from being on a real estate team to having her own real estate team
She has more listing business than she knows what to do with!
All of the work from the past year is PAYING OFF and she’s grown her business to multi-7-figures

In the words of Meaghan, it’s “like listings are falling from the sky”.

Want to know the biggest lessons Meghan learned throughout the program that allowed her to scale at such a rapid pace?

Let’s get into the top 5 things she worked on to make it happen. 👇

She prioritized continuous improvement

Meghan said that one of the most powerful things throughout her time in The Listings Lab and 7-Figure Agent was her ability to grow her business through iteration.

Building a 7-figure real estate business isn’t about having all of the answers.

It’s about trying something, seeing if it sticks, getting feedback, and then refining it.

A huge part of the support offered in our programs is this feedback process. You get to take action and then polish and perfect as you go.

This is HUGE because it gets the momentum going in your business. So many agents never put anything out there because they’re terrified of writing a weak first draft.

Whether it’s your real estate branding story, a new marketing funnel, ad copy, or even your organization chart – in The Listings Lab and 7FA, you’re able to get our expert eyes on everything you do.

There’s a misconception that business has to be linear. But that’s usually not the reality.

It often looks a lot more like this.

Even when you DO hit a home run, and you realize your strategy’s working, there’s always room for iteration and optimization.

Eventually, all your work refining your business processes will pay off. You’ll experience the compound effect. The gradual accumulation of small improvements, when compounded, will lead to significant growth and exponential results.

It certainly did for Meghan!

She turned fear into action

Before joining The Listings Lab, Meghan felt stuck. She knew she wanted to move forward and do big things with her business – but she wasn’t quite sure how.

It’s far too easy for agents to get caught up in the waiting game…

The number of times I’ve heard:

“I’ll invest in a coach WHEN I get my next commission cheque”

“I’ll join the program ONCE I get 3 more clients”

But it doesn’t really work that way! You don’t try to lose 20 pounds BEFORE you hire the trainer. You hire the trainer IN ORDER TO lose 20 pounds.

Meghan knew better than to let her fear keep her stuck playing the waiting game.

Since joining our programs, Meghan’s motto has become, ‘feel the fear and do it anyway’.

This action-taker mentality hasn’t just exploded her business. She’s also been making her dreams happen in all areas of her life. She’s even building her dream house!

A huge fear Meghan had to tackle was going from team member to team leader.

It was a massive shift, one that she had some serious reservations about.

But through coaching, community, and support, Meghan took the plunge. And now, she couldn’t be happier leading a team.

As I always say…

Results don’t take time. They take courage.

Meghan was able to change the entire trajectory of her business in less than a year – all because she was brave enough to make growth-oriented decisions.

She channeled her fear into action, and now, she has a multi 7-figure business.

She made space to be in her zone of genius

Since Meghan made the transition from a team member to a real estate team leader, one of the biggest lessons she needed to learn was how to access her zone of genius.

She needed to let go of the small day-to-day tasks that were bogging her down and step into the big-picture vision.

Real Estate CEOs need space on their calendar.

Going through The Listings Lab, and even more so The 7-Figure Agent Collective, allowed Meghan to understand what she was truly excellent at – and start outsourcing the rest.

Want to hone in on YOUR zone of genius?

The process we teach in our programs is to conduct an energy audit.

Learn how to do an energy audit and start prioritizing energy management (rather than just time management!) as a real estate agent here.

Once you learn what your zone of genius is, you have to boldly and bravely start saying no to everything outside of that.

She honed her decision-making skills

Especially when it comes to financial decisions, a lot of real estate agents can still be stuck in an employee mindset when it comes to spending money.

They see things like hiring new team members or mentorship support as a cost.

When really, they’re investments.

It’s not about how much something costs. It’s about how much of an ROI you’re able to create from that investment.

Approaching things in this way totally changes your decision-making process.

If there’s anything Meghan’s learned throughout her time in the program, it’s that being able to quickly make decisions is key to business growth.

So many agents stay stagnate because they’re too scared to make a decision.

You’re never going to be able to make the ‘perfect’ decision. If you focus too hard on what the outcome of any decision will be, you’ll only trap yourself in a cycle of being so worried about the future that you never move forward.

She started putting herself out there – authentically

One of the biggest lessons Meghan learned through our programs was the power of showing up as her true self in business.

In her own words, she said:

“Putting myself out there authentically has meant everything to me and my business – and I wouldn’t have had the confidence to do that without the program”.

Before joining The Listings Lab, Meghan always felt like she needed to present herself in a certain way to be taken seriously. This feeling created a barrier between her showing up fully as a thought leader in her niche.

Now, she embraces her authentic self. If she’s in her car after dropping her kids off, her hair tied up in a mom bun, and something is on her mind?

She’ll hop on Instagram stories to share it.

And the best part?

She’s got WAY more engagement and responses since she stopped filtering herself and started showing up as her true self.

Your clients aren’t looking for a perfectly polished real estate Barbie.

They’re looking for someone who does good work, who tells it to them straight, and who makes them feel understood.

Because here’s the thing…there are no longer two different Meghans – the “business Meghan” and the “personal Meghan”. She’s been able to cultivate a deeper sense of trust with her audience.

Through The Listings Lab and our 7-Figure Agent Collective Program, Meghan experienced exponential growth and transformed her business.

By adopting an iterative mindset and seeking feedback, she refined her strategies and achieved incredible results!

She never once let fear hold her back – even through the intimidating transition of going from team member to team leader. She’s now leading a powerhouse team who are absolutely killing it – and the dream of a 7-figure business is her new reality.

If you’re an ambitious real estate agent who’s ready to be our next success story, it’s time to take action. Apply for The Listings Lab and book a call with our team to explore how our mentorship programs can help you scale your business to 7 figures.

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