Who is your ideal client? That's the question: have you ever done this exercise? Have you ever sat down and said who's? My ideal customer who am i looking for you, know: they're a first-time buyer they're, a young couple, they're tech savvy right, they're, not narcissistic, egomaniac freak lunatics. You guys with me. If you haven't done this, there's a wonderful book written many years ago called attracting perfect clients and here's what it is, how many of you are married, raise your hands, really high. Congratulations! Do you like them? Okay, do you all know the name brian tracy, very famous old speaker right, one of my early mentors, i'm in a seminar like this brian tracy? I he's mentoring me now.

We call that coaching he's mentoring me from 18 to 20. and on july 17, 1991 about a month before i turned 20 brian said: hey tom stand up and i looked around and there's a bunch of old people. They were like 40., i'm 20. and i'm making 250 000 bucks a year as a sales guy, and he says tom tell him what we do.

Dunked it out and he said, look at me. He goes. I love you. You need to get married you're with me.

I'm sitting with the girl that i'm dating and i'm like, look away, look away, look away, and i said brian: how do you attract the perfect spouse thinking this is my out like i can just you know like right and uh. He says i want you to go back to your room tonight and write down everything you're looking for in the ideal spouse, everything that you value; everything that matters in your heart of hearts. Think of women that you respect. Think of people that have touched your life think about those qualities and those characteristics.

I wrote everything down july 19, 1991 and i met my wife one month later, one month later and literally i meet her at a seminar and i'm like because i used to walk around like this cheat sheet. You guys think i'm kidding, i was pre-qualifying. How do you feel about this? How do you feel about that? How do you feel about this right just trying to navigate and see you know, because she had a bunch of the checks right. You know physical looks italian, dark hair, i'm lilly white man.

If my kids could tan that would be awesome, check, check, check right, but then we start dating and now i'm going to the deep stuff values. Parents, relationships, religion, work, ethic, money and i'm asking all these questions and she's like you're the strangest person i've ever dated. She's, like you, asked the weirdest questions. Why are you asking me all these questions? Fellas do not do this.

I said whoa into the seminar and the guy told me to write down everything i wanted and you're it. She said to me: i did not go to that seminar, i'm not sure if you're it for me and didn't date me again for three four months and about a year and a half of lead follow-up. I got her you with me, but if you don't know, thank you. If you don't know what you want, then you know you get a bunch of.

But if you say my ideal customer is this this this this this, but then you have to flip it and say, but then what are their expectations of a real estate professional? If they're going to be like this this - and this, who do, i need to be to be attractive to them, does that make sense?.