This story is about knowing your market.
It’s important in the spy game and business.
Last time, I talked about one of my all-time favorite shows, Burn Notice. It’s about an CIA agent, Michael Weston, who gets blacklisted by his own government. While he is trying to figure out who burned him, he decides to help people in his hometown to make ends meet.
This time he is up against a family of gun runners who are threatening an airport employee (and his young family) to help them smuggle weapons.
It’s too late to say no to the smugglers, so Michael has to help him find another way out.
The plan is to learn the operations from one of the family members, so they can bring them down.
So they start to do research. Getting background information on the family. Watching them in public. Listening in on their conversations. And looking for an opening.
In one of the voice-overs that this show is famous for, Michael says, “When you want to turn someone into an asset and get them to betray the ones they love, you have to get to know them. You need to know his frustrations, you need to know how he spends his time and money, you need to understand his hopes and dreams.”
It’s the same thing in real estate or any other business.
In order to relate to and connect with people in your market, you need to know everything about them.
When you know everything about them, you’ll begin to answer their questions without them asking. Your clients will feel like you “get” them. And your service will sell itself.
It’s like meeting someone for the first time and you find out that you have all these things in common. You went to the same college, grew up in the same area, or have the same hobbies. You automatically like them, without really knowing who they are. It’s weird how that works.
You can get a jump start about knowing your market by buying my new book here:
I dedicate a whole chapter to this in the book.
But if you really want to dive deep and find out about your customer without coming off as some kind of stalker, then you should check out the training that I will be releasing soon. It’s one small part of a course that I will be releasing this summer.
Everyone who buys a copy of my book will get part one for free. This way you can get a taste of the course and see if it is right for you.
Sounds good? Then stay tuned for more info on the release.
Talk to you soon!