Show Notes

During Episode 100 of the HyperFast Agent Podcast, Grant Wise, President and Co-Founder of Witly, a training and technology company, shares how to build a client generation system to create predictable production. Using Grant’s system, you’ll learn how to calculate your cost per closing, your personal value per hour, and uncover just how much each client costs when you use your time to acquire them. This process will do incredible things for your business.

Episode Highlights:

  • You can sell a home for every $72 you spend in Facebook ads.
  • You can create predictable production by creating a client generation system in your business.
  • Wouldn't it be incredible if you knew how many homes you were going to sell in thirty days?
  • In real estate, there's an anxiety that exists when you don't know where your next check comes from.
  • Understanding your cost per closing is the blueprint for creating predictable production.
  • Take your income for the last six months and divide it by the number of hours you work per week. This will give you your value per hour.
  • When you know your time is worth $100/hr, for example, why would you spend your time on $12/hour activities?
  • How much money have you invested in the last six months to get new customers? Divide that by the number of homes you sold. That gives you your cost per closing or your cost per customer.
  • Your cost per lead is an irrelevant stat in your business.
  • Take your time invested for the last six months, divide it by the number of closings you generated. That is your time spent per customer. Take that number and multiply it by your value per hour and you will uncover just how much money you spend per customer when you spend your time to do it.
  • Most of the people Grant works with are spending eight times more money to get customers when they use their time to do it.
  • To build a client generation system you need three things: leads, a brand, and a sales process.
  • The number one rule in marketing is knowing who you're marketing to.
  • Write down the name of the person you want to do business with every single day.
  • Write out their gender, occupation, and income status. Where do they like to hang out? Where do they like to shop? Where do they like to eat? What is their family situation?
  • Facebook audience insights will show you how many people in your market fit that profile.
  • The first thing you do with a marketing funnel is creating awareness about who you are and how you can help.
  • The next stage is the interest and research phase.
  • Then they reach the decision phase.
  • Level 1 is cold lead generation.
  • Grant shares an ad campaign that has worked in every single market they have tested.
  • The second level is following those people all over the internet with video content.
  • There's content about you, educational content, testimonials, and content around community.
  • If your conversions are struggling right now, video content is the fix.
  • Level 3 is generating appointments.
  • Grant shares a testimonial.
  • You know what you would like to do, but you don't know how you're going to make it happen.
  • Facebook allows us to strategically target our marketing.

3 Key Points:

  1. A proven client generation process can create predictable production in your business.
  2. To build a client generation system you need three things: leads, a brand, and a sales process.
  3. The simple act of creating video and putting it on the internet will help somebody build a celebrity-like relationship with you.

Resources Mentioned: