Empowering Your Income-Producing Advocates

Congratulations, you have successfully built and developed a strategic system that is putting your business in a whole new realm. The next step is to get the momentum we keep talking about.

In the last couple of newsletters, we were talking about how developing raving fans, or advocates, will be the final piece that will generate this momentum.?

This month, we will talk about giving your advocates a reason to keep you top of mind, top of heart, and have them actively searching for ways to refer business your way.?

Sit back, relax, and enjoy this month’s newsletter, then be ready to take action.

Just the other day, I was talking to one of my clients.

I asked her “If you were given the opportunity of joining another Real Estate Firm, would you leave your current firm for another?”

“No, why should I?” She asked.

“Well, I don’t know. Let’s say they will give you better commission splits” I offered.

“Nope,” She said flatly.

“What would it take to leave your current firm for another one? What would they need to offer you?” I challenged.

“Nothing. I am very happy with my firm. I honestly don’t believe that any other firm will give me the level of support and resources this current firm offers me. I feel like I am part of a family, I would never leave my family for anything.” She explained.

There you have it!?

Other than confirming and validating that I am doing something right with her firm and that her firm’s leadership is actually applying everything we spoke about throughout this newsletter. This agent just confirmed that she is a raging fan, and loyal to her firm.?

The Broker In Charge (BIC) of this agent’s firm offers resources and support that empower their agents with whatever they need. They give them a reason to stay and to enjoy being part of a community - or family, as the agent put it - that the agents would be crazy if they left.?

How can you be like this firm?

How can you create a community that will have your income-producing advocates want to sing your praises and bring more business your way??

Part of the Maslow's Hierarchy of Needs is the need or desire of belonging. People want to feel that they are a part of something. They also want to feel that they are a part of something exceptional. That is why your focus on excellence will play a critical role in making all the difference.?

Make sure that your people are part of an exceptional community that focuses on excellence.?

How is that done? Here are a handful of strategies to make this happen:

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1. Build an Exclusive Community?

Invite all your customers and income-producing connections into an exclusive community where they will be privileged to exclusive content and exclusive access to you.

By building a strong community where each supports one another and meets often for events, webinars, masterminds, workshops, etc. you are creating a space where people feel supported and feel like they have a resource to fall back on.

You’re building a family.?

2. Design a Unique Experience?

The experience you design for this community is what will set you apart from all the others out there. You want to make sure that the experiences are aligned with the community’s interests and value systems.

For example, I would highly suggest keeping politics out of your community, you are bound to offend someone.?

Keep it casual, but professional at the same time.

Another example is the few communities that I have where we meet weekly. We pick a topic and then go around the table/Zoom room and discuss our personal experiences with that topic. It aligns with the strategies spoken about in this newsletter and gives the community members an opportunity to share their experiences with that strategy.?

The reason why this is so unique and impactful is because then people get a chance to strategize with one another and see how it can work in their business. They feel supported. They are part of a family that cares and is invested in their success.?

3. Constantly Check-in

Take 15 minutes a day to text or call (better to call) people in your community to simply check-in. You are not following up, you are not touching base.

Checking in tells your people that you care.

The method I use is to ask them 2 questions and let them do the talking.

Question number one is a “Celebration” - “What is a recent highlight you are proud of?” “What is something you are grateful for recently?” - something along those lines.

Question number two is a “Growth” question - “What are you working on for the next week?” “What are you hoping to accomplish in the next few days?” - something along those lines.

You are speaking to them out of genuine interest without any intentions of problem-solving or talking business. Business might come up in this call (often does), but don’t be the one to bring it up - let them control the conversation.?

4. Have a Social Department?

Create a social aspect to your business. This step is perhaps the most overlooked step by most businesses, yet this is the one that will truly demonstrate the “human-ness” of your business. This is the one that will truly set you apart from the rest.

Having some aspect of this in your business will set you so far apart from others to the point where there isn’t such a thing as competition.

Every human on planet Earth goes through the "human experience", and your business recognizes that.

People celebrate birthdays

People celebrate anniversaries or special milestones

People lose loved ones

People mourn losses

People go through happy moments

People go through sad and difficult moments?

Your business celebrates and mourns together with your people.

For births, weddings, birthdays, and other special occasions - your business sends cards, gifts, or other forms of indications that you are sharing with them on the happy occasion. For deaths, losses, hardships, difficulties, and any other negative occasions - your business sends condolence cards, flowers, a meal, or any other form of indication that you are sharing with them in their time of need.?

Having a social department in your business will humanize the experience and people will feel a special connection with you. It’s what family and community do for one another.?

5. Going Above and Beyond

The final step is to expect the unexpected. What is meant by that is that we don’t always know what people in our community are going through or need, but at least we are willing to discover and do whatever we can to help or be of support.

Reminds me of someone I work with who found out that their client was going through a very difficult time. My client went above and beyond to set up meal trains, babysitting services, and other forms of support that his client needed. My client covered most of the costs and arranged for other people within his community to join in to help. That is called going above and beyond.

Besides the fact that my client financially benefitted from his actions, the people in the community only got closer and more loyal to one another. They now feel part of something much greater than what they will find in any other business community out there.

A great lesson for all of us to learn.?

These are some examples of strategies that you can implement in your business that will empower your community members to advocate on your behalf. The idea here is to create a following and a loyalty that will give your people no reason to leave and all the reasons to stay. Remember, the best form of business is returning customers. This and similar strategies are how you make that happen.?

Orphaned at age 6, Richard Weylman lived in nineteen foster homes and attended eleven different schools.

Rather than becoming a victim of those circumstances he overcame them and has had remarkable business success including as an award-winning general sales manager of Rolls Royce to heading sales and marketing for the Robb Report- A Magazine for the Luxury Lifestyle from its inception until its record liquidity event.?

A Hall of Fame inducted Keynote speaker Richard has also been inducted into the Customer Experience Hall Of Fame for his legendary work helping brands engage with their customers and retain them.?

He is the author of three international bestsellers, including Opening Closed Doors Keys to Reaching Hard To Reach People , followed by The Power of Why: Breaking Out in a Competitive Marketplace which is in seven languages and is also a CEO Reads best seller.

His latest book 100 Proven Ways To Acquire and Keep Clients For Life?is the #1 New Release in Marketing and Consumer Behavior, and #1 in Customer Relations. It is available on Amazon or at your favorite bookstore.

What about Richard is so remarkable that is earning him all these wonderful accolades and awards?

I had the privilege and honor to meet Richard and learn so much from him, here is the one thing that stood out. He focuses on human relationships and experience. All of his books, teachings, lessons, etc. Focus on the same thing - the human experience.?

No wonder so many people like him.?

So many elements of my business and interactions with prospects have dramatically improved based on the lessons I learned from Richard and his awesome books. Today, anyone that I have the privilege of working with has the same thing to say “Teach me to love my clients as much as you do.” - Thanks to Richard, it feels tremendous to hear those words.?

Check out Richards's books, website, and LinkedIn to learn more about his legendary work.?

This is the part where you are invited to take action. We welcome you to learn more about Strategic Mastery it is an 8-week program designed to help you build powerful, long-lasting relationships that drive growth and impact.

Many businesses believe they have a cash flow issue when, in reality, they have a people-flow problem. Strategic Mastery focuses on three key areas to transform your network into a source of sustainable success:

Meet & Connect: Learn how to turn strangers into people who know and trust you.

Build Strategic Relationships: Form income-generating connections that support your goals.

Create Lasting Impact: Deliver value that keeps clients returning and advocating for you.

Ready to grow with purpose? Learn more about Strategic Mastery.

Yermi Kurkus works with business professionals who want to build strategic relationships, grow their profitability, and create a lasting impact.

We invite you to reach out to us with any questions or feedback. We also love to partner and collaborate with fellow coaches, consultants, and business owners with sales teams. Reach out to learn more about various programs we have available and consider inviting us to your virtual or in-person event as a speaker, presenter, or corporate training.

Contact us by DM on LinkedIn or by sending us an email: [email protected]?