On Marketing Strategy

3 reasons why you want people talking about you

Sometimes the best sales are ones that occurred organically, and referrals are just that. A conversation from one person to another about how great you are, how quickly you close deals, or how you go above and beyond for your clients. It’s one client telling their friends and family about your brand.

Word of mouth is a powerful way to build your brand, but can occasionally be difficult to break into. It’s virtually free marketing – which is why its so important to break into. Gaining clients organically saves you time, money, and also let you know you’re doing well enough to be talked about within your community.

With all of that in mind, let’s talk about some tactics towards building your brand by word of mouth.

People refer who they trust

It might be a cliche statement, but trust me when I say it’s all about trust. People want this tip to come from a reputable source – someone they can count on. Whether this is the opinion of a social figure they find trustworthy, or a friend or family member.

More and more, people are trusting different sources for word of mouth referrals. This can be anything from customer reviews, testimonials or even news publications. Think of the last time you scrolled through Instagram and noticed your favourite blogger posting a picture with a new brand of workout gear they’re trying.

Screen Shot 2017-05-18 at 9.44.50 AM
Source: @Bethanymenzel on Instagram

Instagram is one of the top places where people can advertise a brand, and followers migrate to whatever their favourite socialite is showing off.

I’m not telling you to build an Instagram account and start advertising left and right (you totally can…), but I am telling you how important word of mouth is in today’s world from a social aspect.

The same goes for podcasts and purchasing something based on the podcasts sponsors. Trust me, I’ve done it! I’ve purchased several things based on items my favourite podcasters are selling because I trust their referral and opinions of the product.

I know exactly what your next question will be….”So how does this apply to me, Elysse?” Well, I’m glad you asked!

This is an important mindset to keep when searching for leads. If your leads trust you and your brand, they’ll more than likely turn into a client and even a sale. Building trust with the families and people in your community will go a long way when increasing your word of mouth referral.

Network, follow up, and start meaningful conversations.

Engagement will naturally build trust in your brand. The more people see and hear things about your brand, the more comfortable they’ll be when reaching out to sell their home.

Forbes magazine writes that “you should give them a reason to talk! Talk about amazing products, great service, insider knowledge, social elevation, incredible stories, unbelievable facts or even funny disclosures.”

Give it a try – what do you have to lose?

Consider your wow factor

Another key component is that everyone needs a wow factor. How do people remember you? What are you doing to stand out? Often times, people brush off the importance of providing leads with a little coffee card, or holiday treat. Do you want to be remembered for your service right? Well, this is the first step.

Dazzle leads right from the starting gate with a small token of your appreciation for reaching out. A great example of a company that does this is Starbucks.

Not my dogs….but I really wish they were!

Typically, if you go through Starbucks drive through with a dog as your co-pilot, they’ll provide you with a dog-friendly treat for your furry friend. This truly keeps me coming back, because they provide me with something nice for the dog standing awkwardly in my centre car console while I reach for my iced coffee.

Small actions like this will make you stand out, make people talk about the cool things you’re doing, and get people to keep coming back for your services. Stand out over the additional agents in your area competing for the same lead.

If someone puts a little care into who I am as an individual, I’ll trust their motivations are genuine and feel more inclined to follow up in the future, and talk to their friends about you.

We also recommend considering local shops before popular places. People will find value in how you know the community and the places people enjoy to go.

Does your lead have small children? If so, send them an ice cream voucher! Do they have a dog or a cat? Send them something for their pet! Trust me, these small actions go a long way.

How does this apply to Real Estate?

Be social, be active, be noticed. We’re in the age of social media, where everything is accessible, and everyone is at our fingertips. If people can get to know you vis social media and have an idea of who you are, they’ll be more comfortable approaching you.

Post about your clients, families you’ve worked with and your connection to your community. Someone who is active and known is much more approachable than someone who is a bit of a mystery.

People want to know they’re interacting with a real person. Someone with a personality and isn’t just there to make the sale. I want to know just as much about my agent, as I’m sure the agent wants to know about me.

Creating a business page Facebook account will give your leads the chance to get to know you before they contact you. Get a nice recognizable picture, client testimonials, and a personal bio. These will allow for a little bit of transparency in your life and business.

Consider the power of giving your clients different ways to talk and share their stories with you. Let your clients know you value them and look at them beyond being a sale. Give them reasons to naturally rave about your services.

At the end of the day, a sure fire way to build word of mouth referrals is to just ask. If you have a great working relationship with your clients, ask them if they know of anyone else selling, or even buying in the near future.

There’s no harm in asking for it – if you don’t ask, you’ll never know!


StreetText gives you the opportunity to make the first connection and start that conversation through Facebook Marketing. What are you going to do to keep that conversation going? How are you going to grow your word of mouth referrals?

For more information, click below to book a demo, and to see how StreetText can help you start conversations.

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On Motivation On Real Estate

Stay Above The Line – What Realtors can learn from legendary NHL player Ryan Walter

Ryan Walters playing hockeyThe StreetText team had the pleasure of attending a seminar yesterday on Ryan Walter who played 16 seasons with the NHL and won the Stanley Cup in 1986. He is also an author and speaker.

I want to share with you today one of Ryan’s principles that had a great impact on me.

The Power of Your Mind:

You have undoubtedly heard much on the subject over your life and career, but perhaps this will be a fresh approach.

In my previous life I had a successful Real Estate business and know the industry well, since then, we have created a number of Saas (Software as a service) solutions for Realtors.

I actually started my Real Estate career reluctantly. I remember walking around the RLP office with no plan. Everybody seemed busy, too busy to teach me, and most certainly too competitive to teach me. So I walked over to Chapters and picked up the first book I found on Real Estate and opened it up – the first line in the book said something like this…

“If you are at all embarrassed to be a Realtor or do not plan on taking this seriously, do not bother continuing to read. In fact, put the book down and go find another career.”

Wow, that stung! Especially since I actually did not have clear intentions for the business and saw it more of a stepping stone to some other career.

However, challenging the status-quo by nature, I quickly skipped past this statement, trying to put the words behind me as if they would somehow not apply to me.

Why am I telling you this? Because the mindset you have determines your Reality. That’s what Montreal Canadiens team captain Ryan Walters figured out. And it’s what I learned in Real Estate. I lasted in the business 3 years, in fact I was actually quite successful at it, but it didn’t matter. I was already exiting. In fact I was exiting before I even began.

My mindset was to see Real Estate as a stepping stone, so guess what it was. Regardless that I was successful and regardless that I would leave Real Estate only to suffer through some of the most challenging years of my life. When the business I had built in Real Estate would have been a much better long term solution at the time. It didn’t matter, I played to “lose” before I started.

My rebellious nature did not protect me from those wise words. That aside it provided incredible insight into what I do now.

So let me move to the principles:

If you are riding a motorcycle and you come around a corner, to find a deer standing in the middle of the road. If your eyes lock on the deer guess what will happen?

You are guaranteed to hit the deer. You go where your eyes go.

To avoid the deer you must find a way to look past an incredible obstacle, to where you want to be. You have to do the opposite of what your mind wants to do. You need to do the hard part of transforming your thought to focus on what you want the outcome to be.

You will miss the deer.

This of course takes practice. Just as so with the thoughts in your life.

Mindset Diagram (notice the hockey rink). This is covered in much more depth in Ryan’s book.

Ryan Walters 5 Mindsets
Ryan Walters 5 Mindsets

There are 4 zones of thought.

Past Negatives – What we did wrong

Future Negatives – What we are afraid will happen

Past Positives – What went right

Future Positives – What we want to happen

“You need to stay above the line!” – Ryan Walter

How often do you find yourself dwelling on the past mistakes, and then projecting into the future the worst possible outcomes of what will “probably” happen? (Being realistic)

If you spend time dwelling on the “possible” future negatives. That have not even happened guess what will happen. They will come to pass. And you will most likely be reconditioned to say “See it happened exactly as I thought it would.”

This is true in all aspects of life.

The goal is to stay above the “Line” think of Past Positives (being grateful) and on Future Positives (The future you most desire). And to only go “below the line” to learn from your mistakes but to immediately go back above the line.

If you remain below the line you will find yourself paralyzed in fear, unable to take the next step. Unable to “believe” (See blog on Tyler Perry)

A quick ratio (I will not cover the science in this blog) is 5 to 1. You need to – at minimum – spend 5 times as much thought above the line as below the line. Ryan Walter highlighted teams and businesses that were successful and their ratios of “above the line thinking”. The evidence was remarkable.

Spend time thinking on all the positive in your life, and spend time looking past the “deer” in your path, spend time focused on where you want to go. Focus on this and capture every negative thought and kill it.

Only focus on what is right, what is positive. On where you want to go.

For many of our clients they have a hard time seeing past the “deer” in the business. The deer of course being the work required to set up systems to handle leads and to nurture those leads over the long term. They focus on why “it wont work for them” or it “requires too much time, or it is too hard”.

Our Top Producers look past the deer, they know where they want to go. They know this work is required. Just like any athlete that goes to the gym. They stay above the line.

Stay above the line!

To learn more about Ryan or book him for your company please visit his website.

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