Finding Your Ideal Client
 
Hello everybody. And welcome to the very first episode in a series that I am calling the Starbucks sessions. And so every episode from the Starbucks sessions will be filmed in an actual Starbucks and will be recorded in actual Starbucks like I am right now. And I want to go ahead and get started with today's episode, which is all about finding your ideal clients.
All right. Finding your ideal clients is so pivotal to the success. And the organization of your business as a realtor. All right. And I know that you've probably heard this before you wanna find out who your ideal client is, but most people have no idea what that even means. Okay. And so I want to unpack that for you today.
So let's dive right in.
 
1. KNOWING YOUR IDEAL CLIENT NARROWS DOWN YOUR EFFORTS
All right. So the reason why it's so important for you to find your ideal clients is because it narrows down all of your efforts when it comes to marketing, when it comes to organization and when it comes to advertisement place. Okay. What does that mean? That means that you don't have to work your tail off to promote to everybody because the truth of the matter is last month, 3,700 homes sold in my county.
I'm not marketing to all 3,700 of those types of clients. I'm only marketing to my specific group. A wise man once said that riches are in the niches. And so you wanna find. Your audience and you wanna really hone in all of your efforts on those people, because it's a lot easier to serve a hundred people than it is to serve a million people.
All right. And so I want to start there.
 
2. MAKES MARKETING EASIER
The second reason why it's important is cuz it makes it easier for you to market. When you're focusing on one segment again, it's, it's doing less work and getting better results with doing less work and. Instead of you trying to reach everybody in every price range in every market it's a lot easier for you to hone in.
It's the same concept of having a farm, right? You don't sell real estate all over the state of Florida. You focus in on an area that is where your clients are, where your clients are your ideal clients live or where they wanna live. And then you work that farm. And so it's been exhausted. Hopefully by the time that you've exhausted that farm, you're getting tons of referral clients from all the people that you have worked with in that farm.
And it continues to grow your business, but it allows you to focus in on one place instead of an entire area or an entire market. All right. And then the third reason why it's so important is because it allows you to gear all of your business, your entire marketing efforts to that one, avatar. Okay. And when I say avatar, essentially, you're going to do the following with me.
 
BUILDING IDEAL CLIENT AVATAR
You're going to take a dry erase board or take a pen and paper, and you're going to draw a stick figure.
 
1. NAME YOUR AVATAR
Okay. I want you to give that stick, figure a name. It is going, you're gonna draw one stick figure for a man and one stick figure for a woman and you are going to give those people names. Okay.
 
2. DESCRIBE AVATAR IN DETAIL
What you're gonna do is now you are going to make a very detailed description of.
Okay, you're going to write down their age. You're gonna write down the type of work that they do. You're gonna write down the makeup of their family. Are they divorced? Are they single? Are they married? Do they have kids? Are they, adopted parents are, what is the makeup of that family?
Okay.
 
3. WHAT ARE THEIR INTERESTS?
Then you're gonna start making a list of all of their interests. Okay. All of their interests. And what you're gonna do is you're gonna, what kind of. Places do they like to eat at what type of books do they read? What type of sports do they like? Who's their favorite sports team? How do they dress?
How much do they make? Where do they live? Where do they wanna live? And what motivates them, what scares them? What makes 'em cry? You want to get all of these things figured out so that when you have made a very detailed description of what it is that you want that your avatar, that you're trying to target is you're able to focus.
You're marketing to speak to directly to that person. If you know what makes them cry, if you know what makes them laugh, if you know what makes them scared, if you know what motivation they, they, or what motivates them, what their, why is, what motivates them to make decisions, then it's a lot easier for you to curate all of your content, to speak directly to that type of person and give them the type of message that they need in order to propel them to do business with you.
Okay.
 
4. ONLY DO ONE GROUP FIRST
And so you wanna start with one group of avatars. Okay. Cause again, the whole concept of this is to narrow down your audience. And so you don't want to have 15 different avatars. You want to have a very specific set of avatars, a man and a woman so that if you are marketing to either segment, you know how to carry yourself around those people and what's gonna happen is when you start talking to people in your mind, you're going to.
This is my avatar. This is my bill, or this is my Susie or whatever. And so you want to make sure that you start with one first and then as your business grows and as your business starts to expand, and as you evolve as a person, the type of client that you decide that you wanna work with might change.
And so
 
5. ADJUST AND TWEAK AS YOU PROGRESS
as your clientele changes, update that avatar so that if you have to hire a marketing company right to market for you, because now you're so busy, you can't do it on your. You can hand them an avatar and they know exactly how to curate the content for that exact type of person. And so this is something that is going to transform your business if you do it, and if you do it well, all right.
 
6. BE EXTREMELY THOROUGH
Be as thorough as you possibly can. Now you're gonna start with one first as your business grows, you can shift, or you can add, you wanna do a male and a female. Now the fourth thing that I would like to go over is to curate and aim all of your content. To that avatar. So when you're posting on social media, if it's whatever you're posting a picture, a video if you're if you're, all of your captions that you put on your posts any collaborations that you do, any articles that you share, it should all be geared towards hitting that one person.
And I've never heard it explain better.
 
MIKE TODD'S EXPLANATION
I've never heard it explain better than the way Mike Todd, pastor Mike Todd from transformation.
Describes it when he talks about how their church operates on functions. And he said, basically if we took a tennis ball and we dipped it and paint, and we threw it at a target, the ball will hit the target.
And there will be a very clear paint mark, where that ball hit the target. And then you're gonna get the splaters of paint that also hit the wall and also hit the target. So what's gonna happen. You're gonna aim all of your content. Bill or Susie. And as you're aiming, all of your content towards bill and Susie, what's gonna end up happening is now Tom is gonna get interested in your service.
And Linda is gonna get interested in your service. Not Karen. We don't want any Karen to get interested in our service. Now I'm just kidding. But you you're gonna get other people who might not be your exact avatar, but they might be closer. They might be friends with your avatar that are now going to also become your clients.
So by focusing your. In songwriting, there's this concept that basically says, if you write a song for one person, millions will love it. But if you write a song trying to aim it towards a million people, maybe not even one person will love it. And so the whole concept is to reverse the way that we are trained to think and say, Hey, I'm gonna gear all of my business, all of my content, all of my organization towards one person.
you're gonna reach that one person and you're gonna make every effort to reach that one person. And then everybody else surrounding or attached to that person will also gravitate towards you and will also give you business and will also bring you business and will also know about your business so that if they know somebody, they can refer them to you as well.
Okay. And so
 
AIM CONTENT TOWARDS AVATAR
any videos that you create should be speaking to those people. So if you, if your clientele appreciates humor and they like comedy, let's say they like Kevin Hart or whatever, when you're making your video. Make funny comments, make funny content, do things that, that are very funny because you know that your avatar is very into humor, right?
If your avatar is into cooking, let's say they don't like going out to restaurants. If they're chefs, they cook, they like the, the process of cooking and it relaxes them. So start doing videos of yourself, talking about real estate while you're cooking a meal. If your avatar is really, really. on traveling right.
Then talk about real estate while you're on vacation from this exotic location in France or this exotic location in the Caribbean or whatever, while you're on your cruise ship. Do a series of videos, short videos that just give real estate tips while you're on your cruise. And you don't even need to say, Hey, I'm here traveling or.
You can literally just post it. And because people are trained to gravitate towards the things that they like, somebody who's traveling, who sees that you're in an exotic location, might stop scrolling on their feed, just to hear what you have to talk about real estate, because they look at your location behind you and it draws them in.
 
 
COLLABORATIONS
And so it's really, really important that everything that you do, and especially with collaborations guys, if you know exactly who your avatar is, you know exactly how to curate the relationships that you have in your business, networking. So that when you jump on a Facebook live or an Instagram live or a TikTok live, you're jumping on a live with somebody, an expert that is actually going to speak the language that your avatar speaks, right?
If you're a, a, a Hispanic agent that's targeting Spanish clients why would you bring the, bring a lender onto your Facebook library, Instagram live that speaks no Spanish. You. Actively sabotaging your business and your marketing efforts by not aligning your marketing efforts with your ideal client.
And what's gonna end up happening is you're gonna be very frustrated as a realtor because you are doing all of this stuff, trying to get business. And none of the people that you're working with are the people that you actually like to work with. And so if I'm serving the people that I love to serve, all of a sudden real estate gets less stressful, gets less frustrating because we.
The same language. So we're able to communicate better. We're able to have the same goals. We're able to understand when things don't work out because we're all coming with the same mentality from the same core and, and understanding. And so that's super, super important guys. When it comes down to finding your avatar, I can tell you guys right now that there's two things that you should do to really get you started on this process.
Okay.
 
NEW AGENTS: START BY DESCRIBING YOURSELF
The very first thing that you should do is if you've never done a deal before, look at. Describe yourself in as much detail as possible. Why? Because most people like working with people who are like them. And so your avatar, a good start for you to develop your avatar is just sit down and describe yourself, or even better go on Instagram, go on your stories and post a a post that has a question that says, how would you describe me in as much detail?
And let people describe you, let people tell you about yourself. That a lot of times people see things that you don't see. And so it's a really great exercise for you to actually get out there and and start getting some of this feedback. So you can start building your avatar. Once you've described yourself, then you can think to yourself, okay, how would I want to be talked to by a realtor?
How would I like to be educated by a. What would I be drawn to if I was trying to buy a house or interested in selling my house and then start there. Okay. Now,
 
AGENTS WHO HAVE PAST CLIENTS: HIGHLIGHT SIMILARITIES IN PAST CLIENTS
if you have done deals before and you've closed clients before I would go back and look at all of the deals that you've closed and I would make a list of descriptions for your clients and see what are the overlapping characteristics.
Okay. Are all of your clients into fitness? Are all of your clients. Foodies are all of your clients active on Instagram and not on Facebook? Are all of your clients responsive to email or do they respond to text message better? So you do this and you curate this entire list. And what ends up happening is everything in your business gets aimed at at reaching that one person.
And
 
OVERCOMING SHINY OBJECT MARKETING SYNDROME
if you can do this, and if you can do this effectively, not only will you only spend money on software that speaks to. To your avatar, not only will you spend time curating content and, and information and education that speaks to your avatar, not only will you hire people that help you reach your avatar, what ends up happening is you get to get beyond that shiny object syndrome that a lot of new realtors have.
Let's be honest. Our first year in real estate. A lot of times we want to try everything. We wanna spend money on everything, every new method, every new tactic. Some people will literally jump from brokerage to brokerage, just because they want to learn the different things that each brokerage is teaching.
And then they come to find out I wasted, six months of my real estate career, getting educated with all these different companies and learning a hundred different methods. And I still don't even know who I'm trying to. And I still haven't closed any deals. So if you do this guys, I guarantee you, I guarantee you that this one thing will transform your entire business.
 
OUTRO
All right. So I'm super, super grateful that you were here with us today. I'm I'm I hope that this has been helpful, and this has brought clarity to some of the questions that you might be having already as to, how to focus your marketing efforts. If you have any questions as always, please send your questions to ask social media question.
At gmail.com. If you want information on coaching and done for you, social media services please DM me on Instagram at Joel Oquendo, J O E L O Q U E N D O. Or email me at Joel J O E L, social media for realtors.co. We offer one-on-one sessions, full coaching packages, a team of experts in marketing, ready to help you grow your business so that you can.
The authority in your market and close more deals. And so I'm super excited to to reach out and to, connect with you. So please, please, please follow me at Instagram at Joel LA pudo. Please join our Facebook group, social media for realtors, so that you can get access to exclusive freebees content.
And so that you can link up with other like-minded realtors who are know, our community of realtors who are all trying to grow. In their social media game. And so I, I'm super excited to connect with you and link up with you. Remember that? It's not about the actions that you take, but about the love that you have.
Remember guys, it is not about the knowledge that you have, but about the action that you take. We'll see you out there. All right.

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