The fourth part of this series is all about focusing on the consumer. We shouldn't focus on paid leads and then throwing agent bodies on those leads. It’s all about shifting your focus to make sure you are blowing away the expectations of your clients.

Question: How are you thinking of your real estate team in terms of your ability to scale the business without paying for cold leads?

This new way of thinking about the business is really helpful in positioning and achieving a higher profit margin.

“Your customers are only satisfied because their expectations are so low because no one else is doing better. Just having ratified customers isn’t good enough anymore. If you really want a booming business you have to create raving fans.” - Ken Blanchard

There are four specific shifts to focus on with our consumers:

1. The technology shift
2. The economic shift
3. The consumer shift
4. The business model shift

In order to grow raving fans, we need to look at these shifts and make adjustments to better exceed those client expectations.