22: How To Earn Clients By Finding A Need And Then Filling It – Barry Burnett

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Summary

Learn how Barry Burnett sees opportunity everywhere and creates business where there was none before.

Barry Burnett RealtorProfile

Agent:  Barry Burnett

Real Estate Market: Burbank, CA.  Roughly $600K-$1M average sale

Steal His Ideas:

  • Give, give, give
  • Find a need and then fill it
  • Earn clients
  • Be brave enough to ask for the referrals you deserve
  • Ask, ask, and ask some more
  • Love what you do and be passionate about your efforts

Strategies

Starting on his first day when his boss said “here’s the desk, here’s the phone, welcome to the business, you’re on your own…and I’m not kidding”, Barry has gone on to be extremely successful selling homes over the last 4 decades.  Here’s a summary of how he did it.

Find and Fill

His overall strategy is to “find a need, then fill that need.”  If you stay focused on that, it will keep you busy forever.

But where do you find the needs?  Well, you have to look hard.  Think around the corners and look past the edges.  For example, if you’re looking at FSBOs, examine the copy that the home owner has written.  What is their need?  Obviously they need to sell their house, but what is beyond that?  Do they need to sell soon?  For a certain amount of money?  What is the need that you can notice that others have passed by?

Client Specialist

My first question to Barry was “how do you get clients?”  His simple answer was “earn them.”

I love that.

He goes on to say that he’s a “client specialist” and not a specialist of any particular type of geographic area or a property type.  He works with clients and ASKS how he can help them.

22 find fill need
 

Have Passion

“I don’t do real estate as a job.  I do it as a lifestyle and I consider it a participation sport.”

You have to love what you do.  At 4 decades into the business, Barry still works 11-14 hours a day.  That’s because he loves what he does.  He gives and gives and gives some more to his clients.  Because they know he is genuine and is giving to give (and not giving to get), they feel excited to help him back.  Mostly, that’s with referrals.

Ask, Ask, Ask

He is not shy about asking for referrals – as long as you’ve earned the right to do so.  There is no set schedule he goes by.  No planned attack.  He just asks.  Again, he just asks.  And, often, he gets.

Further, he recommends sending out “seasonally appropriate” information.  Like a local football schedule in the fall or tax tips at the beginning of the new year.

Marketing Vs. Selling

“Seasonally appropriate” information is marketing. It gets your name out there.  But, marketing doesn’t close deals.

So, you have to be able to sell, too.  Marketing is reminder of who you are and selling is the “ask” to see if you can create and facilitate a deal.

His Radio Show

Barry has a real estate-related show on a radio station.  He provides real estate investing advice.  He doesn’t do it to necessarily build his business.  He does it to provide accurate and helpful information.  But, of course, this translates into creating authority and trust in his skills and experience.

Lightning Round

What’s the worst marketing/prospecting/sales tactics you’ve done that others should avoid:  Don’t convince your clients to buy your passion.  Instead, help them to achieve theirs.  Also, be prepared to do everyone’s job, not just your own.

What keeps you motivated:  the constant hunt to find a need and then fill it.

You’ve got 30 days and $1000, what do you do:  knock on doors where ever people are (at businesses, out shopping, etc) because they’re often not at home

How You Can Do What He’s Done

Barry’s plan of attack is simple.  He is genuine, straightforward, and gives, gives, and gives some more.  By being passionate about the help he is providing, he is confident and diligent in asking for referrals.  And, of course, he gets them.

You don’t have to have a fancy radio show to build an audience.  You just have to love what you do and provide authentic and valuable information.  From there, your audience will grow all by itself.

More about Barry can be found on his website and his radio show.

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