Tell Your Story-with Mike Ganino-EP75

08/18/20 • 50 min

During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer speaks with Mike Ganino, a storytelling and communication expert, author, and speaker. Mike speaks about how to stand out by telling your story in a way that will resonate with your audience. Episode Highlights: Mike Ganino realized early in his career as a manager that the best ideas rarely won. He saw employees, companies, and vendors with great ideas that they didn't know how to package. The real estate industry is really about relationships and relationships are stories. We often describe ourselves to our prospects using vague adjectives instead of relying on narrative. Tell a story that makes your listeners aware of your cutting-edge marketing. With stories, you can show that you're innovative without ever having to say it. What really makes you stand out is the stories you tell about yourself. Realtors tend to want to talk about stats. Nobody cares about those stats because they don't resonate. Mike talks about "fauxnerability" online. Storytelling for business is different from storytelling for entertainment. Think about who your audience is and think about what they should know about you that will make them want to work with you. Mike talks about the audience-directed strategy he uses on his About page. Think about what's interesting to the person in front of you. Tell people something about you that shows them who you are. That doesn't have to be heroic. Mike shares how he would approach a hypothetical Malibu prospect. Hear how he tells a story unique to that particular prospect. You only need a couple of iterations of your story for a particular area. Be careful about asking too many discovery questions. Ask questions in a way that is natural. We need to ask questions and also remember to reveal things about ourselves. Look at your listing appointments and buyer conversations. Look at all the places where you make an assertion and prove it with a story. When telling stories about a home, think about how people would use it. Imagine a day in someone's life as you're conducting the tour. Investors and flippers are the people that care about the facts. You can use seller stories as part of your marketing. Interview your sellers. The top agents win because they know how to sell a story attached to a home. Video is very important right now. Consider taking an improv theatre class to get more comfortable in your skin. Create evergreen content that talks about who you are and your core values. 3 Key Points: When someone asks you to tell them about you, figure out what it is they are really trying to get to. When considering how to tell stories about homes, think about the story of the house but also the story of the people who are going to love living there. Facts do not sell homes. Resources Mentioned: Lab Coat Agents website, Facebook, Facebook Group, Twitter, Instagram Mike Ganino website, Facebook, Instagram, Podcast Get Mike’s free workbook with prompts here Company Culture for Dummies book

Previous Episode

Becoming Influential-with Cory Lee-EP 74

During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer speaks with Cory Lee, an entrepreneur, speaker, trainer, and leadership expert. Cory speaks about the importance of investing in yourself, how to become influential, and why he wants to be world-famous. Episode Highlights: Cory Lee is originally from Mississippi. In a five year period, he built and sold several gyms and physical therapy clinics. Early in his life he had a hard time with a lack of confidence and needed to build his confidence to be a successful entrepreneur. Cory shares about his upbringing and how his mother and grandmother raised him. Letting your gifts and talents shine isn't arrogance, it's awareness. The world needs your gifts and your talents. Have a vision and direction to guide you in your business. They wanted to create a culture of change within their community. Cory speaks to the importance of adding value to each individual customer. Investing in your own growth is important to the success of your business. Many people don't realize that they may not reach success without taking the risk of investing in a coach. Investing in yourself is one of the best things you can do. Successful people are constantly learning and they never reach the peak. If you're the smartest person in the room, you need to find a new room. Millionaires are often nice people and they will often give away information if people ask. Your comfort zone is not really comfortable. It's familiar. Most successful people want to give back because somebody gave to them. Becoming an influencer is about becoming the type of leader that other people willfully follow because of who you are and what you represent. Comparison limits us from becoming influential. Compare yourself to your potential. Stop comparing yourself to your current results. Think of at least one thing you could do today that would move the needle towards your goal. Write down five tasks that will lead you to your goal and for the next fourteen days in a row, do at least one of those tasks. First, you need to find out where you want to go. People tend to spend their time on things that are unimportant. Write down all of your tasks and responsibilities. Ask what is required. Ask where you'll get the greatest return. Ask what is more rewarding to you. As you accomplish goals, you create habits. Become aware of the habits that are getting in your way. It's not about self-judgment, it's about awareness. How you overcome your failures will define you. Choose your attitude. Your attitude is your choice. Give people your time and attention. Exceed people's expectations. Don't be attached to outcomes. Be attached to your participation. Any time you're doing anything, you're trading your time. Be intentional with your time. 3 Key Points: Successful people invest in themselves and look for opportunities to learn. As you accomplish your goals, you will form an awareness around your habits. Don’t be afraid of reaching out to successful people. They’re often willing to help. Resources Mentioned: Lab Coat Agents website, Facebook, Facebook Group, Twitter, Instagram Cory Lee website, Facebook, Instagram, YouTube John Maxwell coaching resources: website, 3 R’s

Next Episode

Go From Six to Seven Figures-with Jess Lenouvel-EP76

During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer speaks with Jess Lenouvel of The Listings Lab. Jess outlines her three keys for scaling a six figure business into a seven figure one. This episode is packed with tactical strategies that will accelerate your growth. Episode Highlights: Jess Lenouvel grew up in the industry with her mother who was a realtor. She got her license at 21. She started The Listings Lab four years ago. They're helping hundreds of people go from six to seven figures. Real estate loves the DISC profile but Jess prefers the Kolbe. Jess is frequently asked why she left behind a successful real estate career. It was a huge risk. She realized it wasn't about the money anymore. She felt that she hit her limit. She also wanted to be location independent. This was a quality of life choice. Relevancy is about figuring out who you're talking to and understanding them on a human level. Address the pain points that are getting people to move. Moving is always a lifestyle play. They give agents a list of questions that will give them everything they need to know to create targeted messaging. Know how to ask relevant questions. Omnipresence is showing up in front of your ideal client with consistency and frequency, with a message that’s relevant to them. Your authority content consists of mini trainings and teaching things your ideal client doesn't know. Process/solution content is about creating a unique methodology that addresses the pains and problems of your specific clients. You want a methodology people can relate to that will get people where they want to go. Social proof consists of case studies, testimonials, and PR. Recognize the importance of the media and leverage it. Become a relatable celebrity. You want to be an approachable local influencer. No one goes to social media with the intent to buy a home. You have to give people a reason to follow you even when they're not buying or selling. Omnipresence is automated followup. We build trust online through consistency and serving before we sell. Omnipresence allows you to take the hustle out of your business. Intimacy is about community, connection, and conversation. Creating comfort with your audience comes through showing up as you are. Vulnerability creates trust and conversation. You know you're winning when people tell you they feel like they know you when you've never met. Jess has multiple programs to help agents at different levels in their careers. 3 Key Points: Relevancy is about figuring out who you're talking to and understanding them on a human level. Omnipresence is getting in front of people and building trust. Intimacy is about helping people you don’t know feel connected to you. Resources Mentioned: Lab Coat Agents (website), (Facebook), (Facebook Group), (Twitter), (Instagram) Jess Lenouvel (Instagram) The Listings Lab (website) The Listings Lab Method for Real Estate Agents (Facebook group)