• Think about why people consistently look to or recommend you in other aspects of life.
  • Build an ideal client profile.
  • Never use words such as "integrity," "honesty" or "trustworthy" in your marketing.

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No matter how many years (or days) they’ve been in the business, all agents have something that sets them apart from the others — their differentiators. In our latest episode, The 6 Figure Coach, Genny Williams, shares the process to finding your unique edge.

Real Estate Uncensored

Hosted by Greg McDaniel and Matt Johnson

“You only have so much time to invest in your business. You might as well work with people you know you can help, who you enjoy their company because then it won’t be like work at all.” -Genny Williams, The 6 Figure Coach

1. Start with your skill sets

Look for specific skills you already have or have learned from past careers, jobs or volunteer experience. Watch the video for Williams own story of using her top three skill sets in marketing and lessons from successful clients who have done the same.

We also cover two different approaches you can take as a new agent, including why Williams openly told everyone that she was new to the business.

2. Look at your success stories

Look for success stories, both in and out of real estate, that might reveal qualities your ideal clients want. Review your work history and successful projects, transactions or other accomplishments.

What do they have in common?

3. Narrow down your ideal client

Start by thinking about the types of people you don’t want to work with — and confront the obstacles and mindset issues that hold you back from working exclusively with your ideal clients.

Going through this process will help you craft an appealing message that attracts your target audience. We believe that knowing yourself, your strengths and your perfect client are the first steps in building a fun and fulfilling real estate career.

Real Estate Uncensored is a sales and marketing training podcast for real estate agents. Get inspired. Take Action. Build a life of Freedom. Click here to subscribe on iTunes.

Matt Johnson is CEO of Pursuing Results, a podcast PR firm based in San Diego, which produces podcasts such as Real Estate Uncensored.

Email Matt Johnson.