One of the most difficult things about building a successful business in a niche like California’s real estate market, is how to be memorable. But my guest today has figured that one out simply by being himself. Peter Lorimer is a former music producer turned real estate professional whose company is niched into the high dollar Hollywood real estate world. He’s learned to use his unique personality and bent toward entertainment to make himself and his company memorable. In this conversation, we discuss how Peter got into real estate, how he fosters incredible relationships, his use of video and ad targeting to reach his ideal clients, and why he thinks email alone is never enough. This is a great conversation you won’t want to miss.
Be who you are, and whoever is attracted to that will become your clients.
Every line of work has its conventions, the things that are expected and normal for people working in that industry to do. When Peter Lorimer became a real estate agent, initially with Keller Williams, he played the part – suit coat, tie, nice shoes – but realized quickly that he couldn’t fit comfortably into that mold. So he decided to be himself, which eventually meant branching out to establish his own real estate office, build a team of agents, and market his company and services WAY outside the normal real estate box. Find out how Peter made that decision, the things he’s done to learn how to be memorable to his ideal prospects, and what happened when he did, on this episode of Real Relationships.
If you don’t figure out how to be memorable you won’t be noticed.
What brand of soap do you use in the shower? Do you even know? If there’s nothing about a brand or company that resonates with you, causing you to remember the brand, what’s to prevent you from switching brands? Peter Lorimer realized from his work in the music industry that creativity and originality are vital when it comes to attracting and retaining a fan base, so he decided to apply the idea to his real estate business. The results have been phenomenal – and that’s no exaggeration. Find out what Peter did, how he uses video to entertain, inform, and warm up prospects, and his best advice for those wanting to branch out and become memorable, on this episode.
You can’t outspend the big companies, but you can do something they can’t do.
Most big companies in any industry are wearing golden handcuffs, the restraints of their industry that dictate what’s appropriate and inappropriate to do in terms of brand messaging, marketing, etc. As a smaller player in your field, that gives you a distinct advantage. You can take risks they can’t, you can experiment and try things that would be too dicey for them, and you can connect in a genuine, personal way with people you know are interested in the service you offer and the way you offer it. Peter Lorimer is a pro at connecting with people through his edgy, entertaining approach to content marketing, and he’s learned to follow it up with personal contact through targeted ads. You’ve got to hear him explain it himself – and you can by listening to this episode.
Move toward the stuff you love to do. Others will feel your enjoyment and be attracted.
It’s always a fun experience to be around someone who loves what they do. I had that kind of experience as I spoke with Peter Lorimer for this episode of Real Relationships. Peter obviously loves the work he does and has determined to do his work in a way that he enjoys. That enjoyment comes across in his enthusiasm and the quality of what he produces, and it’s incredibly attractive. Listen to this episode to hear Peter’s advice on moving toward the things you love and away from the things you don’t so that others will feel your enjoyment and be attracted to you.
Outline of this great episode
- [0:27] My introduction of Peter Lorimer, CEO of PLG Estates.
- [1:19] Peter’s jump from being a record producer to a real estate producer.
- [4:56] The way Peter learned to build really great relationships.
- [7:45] Peter’s way of differentiating himself and his company in a crowded market.
- [16:14] The approach Peter has taken to video as part of his content marketing.
- [24:08] Peter’s approach to making his video content better all the time.
- [27:43] Connecting entertaining content marketing and effective follow up.
- [29:50] The most important thing in building relationships: don’t depend on email alone.
Resources & Links mentioned in this episode
One of the people I’ve seen demonstrate the ability to make and keep meaningful connections with people over time is Rob Mehta. Whether it’s helping brokers grow their business, building strategic alliances, or simply focusing on the next new idea, Rob is a guy who knows how to do what it takes to get things done when it comes to building a powerful relational network. In this conversation, we talk about Rob’s approach to building long-term relationships, how he does it from a practical standpoint, and how he integrates technology into the process.
Relationships are the foundational building blocks of every business.
If you’ve not heard it enough by now, let me say it again: relationships are the foundational building blocks of every business. You serve people and those people respond better and with loyalty when you treat them as a meaningful person instead of just a customer. Rob Mehta has learned that lesson in his time as a real estate agent, so much so that he speaks on the topic often at places like the 2017 REEA conference. Rob shares his approach to building relationships from square one in this conversation, and while it’s not rocket science, it’s also not intuitive to a lot of people, so be sure you listen and learn from what he’s got to say.
Savvy agents lay the groundwork for future success through relationships.
In his experience as a real estate agent, principal owner of his brokerage, and real estate trainer and coach Rob Mehta has learned that success doesn’t appear from thin air, it’s built on something. In his world, that something is meaningful relationships. He sees the relationships he’s investing in today as the groundwork for future opportunities. He has learned not to count the profit that will come from a phone call in the moment. It may be years before it yields fruit, but it will produce. Rob is so confident of that fact that he regularly reaches out to every person in his contact list. Find out how he does it on this episode of Real Relationships.
Don’t over complicate your relationships. Simply do the simple things every day.
When I asked Rob to share one piece of advice that is non-obvious but important in building a powerful network of meaningful connections, he had a hard time with the “non-obvious” part. He said that the things that matter in relationship building ARE the obvious things, and they’re also the things most people don’t do. Things like phone calls, cards, letters, the touchpoints that let people know they are more than a number or client, they are a friend – those are the obvious things that need to be done. Rob shares how he has made a daily practice of reaching out and the way he fits it into his schedule. It’s simpler than you might imagine, so be sure you listen.
Your world of relationships can benefit from the technology you use.
Leading a technology company that serves to make connections between people, you’d expect me to say that technology can be a benefit to your relationships. But I’m not the one who said it this time, my guest Rob Mehta is. Rob said it’s not only vital to have and use a great CRM like Contactually, it’s also vital to know how to use Facebook, Twitter, and other social media platforms to serve the relationships you have. He outlines how you can do that during this conversation, so I hope you’ll take the time to hear it.
Outline of this great episode
- [0:36] My introduction of today’s guest: Rob Mehta, global real estate broker, trainer, and much more.
- [1:47] Why Rob does training about relationships – why it’s so important.
- [3:32] Will relationships still be a critical part of the changing real estate industry?
- [7:23] Why data is no longer a competitive advantage: relationship-based service is needed.
- [10:52] How Rob learned to build good relationships.
- [14:46] The most non-obvious but important tactic to build a relationship network.
- [17:34] Rob’s advice for people who are phone-shy but need to make calls to contacts.
- [19:01] What’s the main blocker to building and using a database of contacts?
- [20:41] The role technology plays in the world of relationships.
- [23:14] How Rob decides to remove a person from his contact list.
Resources & Links mentioned in this episode
Are you familiar with the term, Connectional Intelligence? It’s the ability to create and drive greater value by effectively harnessing your networks and relationships. Erica Dhawan says it’s the next, greatest trait or skill that leaders will use to bring change to their workplaces and the world. She believes our greatest tools and resources are in the places we least expect them to be, and our connections and networks are what put us in touch with those resources and makes us aware of them. I’ve invited Erica Dhawan on this episode of Real Relationships to hear what her research has revealed about the power of connectional intelligence, so I hope you listen.
Want to improve your connectional intelligence? Here are some ways you can do it now!
In many ways it’s not who you know that is important, it’s how you engage with the people you know. You want to learn how to maximize the connections and networks you already have to bring greater value to your entire circle of connections. You improve your connectional intelligence by learning to ask different kinds of questions, by keeping clear on who is in your circle who has something to offer to the people you are interacting with presently. Those are all ways you can connect intelligently. Find out more about how you can improve your connectional intelligence from my guest, Erica Dhawan, on this episode.
The 5 Cs of connectional intelligence. Learn them and grow your business.
There is a cognitive surplus within most organizations, a pool of knowledge and experience that is already available to the group. It’s vital for leaders to build teams of people who are able to mine that information and knowledge in ways that help the overall organization utilize it for the benefit of the company and its clients. The people you’re looking for to be a part of that team are ones who have the 5 Cs of connectional intelligence: curiosity, combination, community, courage, and combustion. You can find out what those mean and how you can learn more about the idea of C.I. from this episode of Real Relationships.
If you’re trying to improve your relationships with your contacts, it’s not just about follow-up.
When most people think about good connections they think of developing an organized, systematic way of following up with their contacts. Of course, that’s important, but it takes a lot more than that to improve your relationships with contacts. Let’s take a business prospect as an example. You need to be asking yourself, “How do you bring the knowledge inside your organization to bear on that client’s needs? How do you grow the potential of the deal by enabling your potential clients to meet with service partners who can help them understand how to use your resources and theirs to gain the thing they’re looking for?” Those are the ways you make the most of your network of connections, and on this episode, my guest Erica Dhawan tells us how.
Are you interested in learning what type of connector you are? Here’s a free tool you can use.
Do you know what type of connector you are? For example: Are you more of a thinker who likes to connect around ideas? Or are you an enabler who likes to connect with people through meetings, phone calls, or networking events? Or perhaps you’re an executor – a person who likes to connect around some action point? You need to know – and you need to know how to use your connection style to build better, more valuable relationships within your circle of influence. On this episode, you’ll be offered a free assessment so that you can discover your unique type of connectional intelligence.
Outline of this great episode
- [0:31] Who is Erica Dhawan and why I’m having her on the show.
- [3:01] What is connectional intelligence and why is it important?
- [5:53] How can you know if you have connectional intelligence?
- [13:05] What can be done to develop your connectional intelligence?
- [17:30] How can connectional intelligence helped Erica’s company grow?
- [20:49] The connection Erica made that’s impacted her the most.
- [23:15] The one most non-obvious but most important tactic for building meaningful connections.
Resources & Links mentioned in this episode
Relationships and time are two things everybody has – and interestingly, time is what fuels relationships. If you’re going to make the most of your relationships, for you and for the people on the other side, you’ve got to learn effective skills for managing them. This episode is a great primer on the subject. For this episode, I got to chat with John Corcoran, a guy who’s risen to the top of the entrepreneurial community as a connector and relationship builder. He’s doing it right and I got to ask him some key questions for building relationships, how to manage them well, and what it takes to set aside the time to do it consistently. Does that sound like stuff you’d like to know? I thought so. Be sure to listen!
The universal language of connecting with people is adding value to them.
If you want to know how to truly connect with people in meaningful ways, you need to learn how to add value to them, and how to do it strategically. That means knowing how to notice what they need that you are able to provide, how to pick up on the things they value and would receive warmly, and how to wisely put those things to work in the way you build the relationship. You’re going to love this chat with John Corcoran. He shares some simple and not-so-obvious things like those about adding value. I know you’re going to find it to be helpful.
Many people understand the power of adding value, but few people practice it.
It takes time to build relationships. Right? There’s no getting around it. That fact is the primary reason most people don’t invest in relationships like they should. On this episode, John Corcoran shares how he’s come to view the importance of relationships and how he organizes and manages his relationships using software – but more importantly he tells how he’s been able to get his mind in the right place to enable himself to make the management of his relationships the priority he knows it needs to be. There is so much value in this conversation. I guess that means John practices what he preaches.
Tip for making connections: Find events geared around things you already enjoy.
Most of us know the discomfort of going to “networking” events where you put on a name tag, grab a drink, and stand around looking for somebody you know. Only those who are outrageously extroverted really enjoy that kind of thing. With this in mind, I asked my guest, John Corcoran how he suggests the rest of us go about making good connections. His tip was very simple: Don’t just go to networking events, strategically choose contexts or events to attend where you already have an interest or expertise. That will make the entire thing easier from the start and you’ll find yourself naturally connecting with people who are there for the same reasons.
If you want to grow your connections, you need to be making introductions.
Few people want to be known as a person who gives in order to get. But nevertheless, it’s true that when you give, others give back to you. John Corcoran points out that by making strategic introductions between people you know you’ll begin to receive introductions in return. He’s found that the degree of new introductions he’s receiving at any given time is almost directly correlated to the amount of introductions he’s making. It’s common sense but requires that we take action. You can hear more of John’s hard-learned but valuable tips on this episode.
Outline of this great episode
- [0:42] My introduction to John Corcoran: former speech writer, lawyer, and entrepreneur.
- [2:30] Why John has moved to entrepreneurism instead of staying in the legal profession.
- [4:47] How John learned to make connections and make the mental leap to his current role.
- [7:04] Here’s how John decided WHO he wanted to reach out to and connect with.
- [11:10] How John has built an event-based community and connection business.
- [12:57] John’s most non-obvious but important tactic for building relationships.
- [15:32] The process John uses to prioritize his relationships for follow up.
- [20:04] John’s process for how he builds relationships.
- [24:09] The best way to connect with John.
Resources & Links mentioned in this episode
Love it or hate it, email marketing is a major part of modern business. In fact, email marketing offers one of your business’s greatest ROI over any other form of marketing. To get the most out of your email marketing, make sure you practice the following guidelines.
14 Quick Improvements to make to your email campaigns today:
Hurricane season is upon us, and as Hurricane (now Tropical Storm) Harvey is battering Houston, Texas and the surrounding area, it’s left much of the rest of the country watching the news in horror and feeling helpless. In times of natural disasters, it can be difficult to know exactly how to help victims if you can’t be there on the ground physically helping people or with the ensuing clean up. It’s not unusual for people to take advantage of disasters such as this one to solicit money that may not be going directly to helping victims, leaving people feeling wary of donating in the first place.
What’s the solution?
Well, we did the research and the vetting for you to find reputable sources, foundations, and organizations that are working directly with the victims of Harvey to provide relief and resources. What can you do with that information? Share it, of course! Don’t underestimate the power of your network and the power of knowledge. There’s probably plenty of people out there who simply haven’t made a donation because they didn’t even know where to start. All the more reason for you to become the source of reliable information for people in your network, whether it be via email or social media. We know the importance of our networks, and this is a powerful way to share information under circumstances that can truly enact change and make a difference in someone’s life.
What did we do?
In an effort to raise awareness of how exactly folks in our network can help out, we sent out an email to all of our customers and users this morning detailing exactly where funds can be donated to give direct relief to those affected by Harvey.
The list includes:
You can also text HARVEY to 90999 to directly donate funds.
For those of our customers who may be located in Houston and find their businesses shut down or impacted by the storm, we’re offering credits for their Contactually account for the next month as people get back on their feet.
What can you do?
For our Contactually users, Go to the Templates tab of your account, click “Add from Library” at the top right, and search “hurricane” to download a Template sharing ways to help out with Hurricane Harvey relief efforts. Send it to a bunch of contacts at once by ticking multiple checkboxes on the Contacts tab and clicking ScaleMail. Thank you for your good hearts, and remember to donate yourself, too!
For those who may not be users, it doesn’t mean you can’t use our template or the idea of our template to share information with your own network by giving them some place to go to directly donate that they can feel secure about. You can also share the same information via your social media profiles, which may end up reaching a far wider audience beyond your own personal network.
But however you choose to spread the message, we encourage you to spread it and do so quickly. Many of the people affected are in need of help as soon as possible and organizations like the Red Cross are one of the most reliable ways to provide relief. While we wish we could be on the ground helping those in Texas and the surrounding area, giving just the smallest amount can add up to making all the difference in someone’s life in this trying time.
Real Estate Blogging – Making Your Mark
If you do not have an online presence in today’s real estate market, you are not going to be as successful as you could be. As a real estate agent, having a blog is a big part of creating an online presence. But not all blogs are created equal. Some are much more successful than others. So, what’s the secret? How do you create a real estate blog people actually want to read?
People talk all the time about having quality content but what does that actually mean? In a recent article we talked about some tips for successful real estate blogging. Some general guidelines were discussed on how to provide information people want to read that can also drive business.
Below you’ll find some additional guidelines that will be helpful in starting your journey to creating a successful real estate article.
11 Tips to Write the Best Real Estate Blog Post
In the Washington, D.C. area there are hundreds of real estate brokerages. But the Century 21 Redwood Brokerage, lead by my guest Eddie Berenbaum is one of the most successful. The primary reason it’s successful is that from the leadership down through the ranks, relationships are at the center of everything they do.
In this episode, Eddie tells how they’ve been able to infuse that understanding and practice into the company DNA, and what it means to the brokerage’s ability to experience true success in real estate. It’s a great conversation you’ll glean a lot of good practices from.