Stop talking about yourself all the time


Not everyone in your target market needs your services right now. Not everyone is ready to hire you. Not everyone has someone they can refer.

Someday? Sure. Just not today.

So when they talk to you or read your blog post or email, a lot of what you say goes in one ear and comes out the other.

They may hire you (again) someday. They may love you like a brother. But if they don’t need your services right now, they probably aren’t interested in hearing you endlessly talk about what you do.

What if you talked about something else once in awhile? What if instead of talking about what you do and promoting your practice, you promoted someone else?

Do you know any real estate brokers? Anyone you think highly of and openly recommend? How about promoting them?

Write a post or article about them. Interview them. Put one of their cards in the envelope when you mail invoices and attach a sticky note saying something nice about them. Put a link to their website on yours.

When you hear someone talking about buying or selling property, tell them you know a great broker. When you speak with another professional, bring up the subject: “By the way, if you have any clients looking to buy or sell property, I have a great broker I can recommend”.

You could promote any professional you know, any contractor, car dealer, insurance agent, or small business. Do you have a VA you use and like? A graphic artist, video whiz, or website developer?

They don’t need to be a client, just someone you know and trust.

Why wouldn’t you do this?┬áIf you would recommend them when anyone asks for a referral, why not recommend them before anyone asks?

The people you talk to (who don’t need your services right now) may be looking to buy or sell a home. When you bring up the subject of a good broker, they may be all ears. They’ll appreciate you for helping them find someone and remember you when they do need your services.

They’ll also appreciate you for talking about someone other than yourself.

Oh yeah, the broker you promote? They’ll appreciate the hell out of you. And maybe they’ll promote you, too.

If you want other lawyers to recommend you, get this

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  1. […] I used a phrase that some might say is politically incorrect. I said, “They may love you like a […]