Everybody wants to make those high-end big-ticket sales, but most people are too afraid to do it. My guest today, is Wendy Stevens. She has been on the show before talking about 7 Figure LinkedIn Marketing. She is part of my team and the Big Table. Today, we talk about something that we both do, and that is actually make those big-ticket sales.
Some of the things we discuss is taking a funnel and expanding it, so that 7-figures is a reachable and likely goal. We talk about the number one thing you can do to quelch your fears, not seem desperate, and avoid repelling customers. We talk about putting every variable in your favor and prospect positioning. Along with a way to double your closing rates. We also talk about the 5 questions you can ask a prospect in order to get a yes on these important sales calls and interviews.
You can find Wendy here:‘The number one thing you can do when selling big-ticket items is to have more qualified leads and prospects than you can talk to in one day.’ -Wendy Stevens Click To Tweet
- [01:47] The funnel is the very first most important thing.
- [02:13] You need to have more than one lead in your funnel.
- [02:23] You need to have multiple qualified leads and prospects.
- [02:35] You do not want to appear desperate when trying to sell a big ticket item.
- [03:00] The art of high ticket cells begins with eloquence and eye contact. Your vibration comes through the nanosecond you first encounter the prospect.
- [03:34] When you learn the skill of high ticket sales you can just date and then get married.
- [04:20] Step one is to put every variable in your favor and properly position your prospect. Use a brilliant video before you even get together.
- [05:02] People double their closing rates just by sending a video up front.
- [05:48] You can also have somebody send you their top three reasons why they want to talk to you.
- [06:04] Write down who, what, how, where, and when. Be genuinely curious.
- [09:03] One of the best things Wendy ever did was go to Loral’s Big Table.
- [09:44] If Wendy lost everything today and had to start over, she could generate quality prospects by proper positioning, posture, and getting on the phone.
- [10:12] Find out the emotional impact of whether your prospect is or isn’t reaching their goal.
- [10:39] Five questions to get to the pain point.
- [10:50] If you could change one thing in the world right now what would it be?
- [11:30] Be comfortable with silence and allow the prospect to answer.
- [16:13] On a scale of 1 to 10 how important is it for you to create generational wealth?
- [19:01] If you want something bad enough, you will figure out how to get it.
- [21:22] The third question is: What is your pain level?
- [21:48] How important is it for you to do what you are trying to do?
- [22:43] If they are sure it matters to them, then asked them why it matters. If they aren’t ready, say that you will get back to them.
- [23:47] Ask yourself how many prospects you need to talk to in order to get to a yes.
- [26:36] We are also going to do a limited workshop on how to achieve high-ticket sales.
- [26:51] There is an absolute formula to this.
- [27:02] Make sure you’re being aware of the four personality types and paying attention to everything that your prospect is doing.
- [27:10] Notice whether they are committed and if there’s a personal impact. If there is no passion, then take it away.
- [27:35] Begin the commitment process by charging them immediately.
- [28:21] Ask powerful questions and then be quiet and just let it sit.
Links and Resources:
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LinkedIn marketing is the new California gold rush. Since the acquisition by Microsoft, there have been subtle and not so subtle changes to LinkedIn. Today, we talk about how to strategically create a LinkedIn profile that will land the big clients that will send your bottom line soaring to 7 figures or whatever your goal may be.
Wendy Stevens is a long-term client, a Big Table member, and a self-made millionaire. She now teaches high-end sales. Wendy is a LinkedIn expert who is helping us with strategically updating our profile. She talks about the changes that have happened since Microsoft has taken over, the constantly updating algorithm, how to get featured on ProFinder, and a 7 steps to 7 figures profile strategy.
You can find Wendy here:‘LinkedIn is filled with 50,000 experts, and everyone is looking to run into the California gold rush that is LinkedIn.’ -Wendy Stevens Click To Tweet
- [01:20] Wendy was one of the first 200 certified Google adwords specialist.
- [01:48] In 2007, Wendy began mastering the art of LinkedIn marketing.
- [02:03] Microsoft paid $26 billion to acquire LinkedIn.
- [02:28] Wendy worked with some of the people from Microsoft who rewrote the algorithm for LinkedIn.
- [03:12] On LinkedIn, we are being evaluated for our influence score every single day.
- [03:52] It’s important to be strategic about how you show up on LinkedIn.
- [04:20] How to mind your LinkedIn account. Show up to be valuable first. Position yourself properly.
- [05:23] Keys to a good profile: 7 sections in your LinkedIn profile. Headline – Keyword load your name. Put your keyword in your last name section. Use word cloud or keyword tools. Find your keyword and get in front of them.
- [07:13] Tagline – this is where you clearly say exactly what you do. Summary – Only the first two lines show up. 67% happen on mobile. Have your first video show up in your experience section. Have keywords in the first two lines of your summary. Speak in the first person to your ideal avatar. What you do and how you help them.
- [09:09] Create a video. Speak the pain of your ideal client. Say what they don’t want. Put it in the form of a question. Include social proof or a client that you helped. End the summary with a soft call to action.
- [10:13] First experience section – name it claim it. Put your best foot forward. Upload a video testimonial from a client that you have actually helped.
- [10:46] Go help someone and get a real testimonial. Guerilla marketing for free to get social proof.
- [11:29] Have keyword in every experience section and in the title of every video. Upload a video for each thing you have experience in.
- [11:35] These videos need to be uploaded to YouTube. You want the back links from YouTube.
- [12:04] 7 sections, headline, tagline, summary, experience sections, add all 50 skills. Use all 50 skills. Then LinkedIn will promote you. They scan and re-rank on a multiple hourly basis.
- [13:04] Find primary and secondary keywords. Seven sections. Reorder for the top three that you are known for.
- [14:14] Have endorsements for your skill sets.
- [14:33] Don’t get left behind, get endorsed for your top recommendations. Get recommendations. You can’t be the top performer without recommendations.
- [15:16] ProFinder is when they choose to promote you throughout LinkedIn.
- [15:41] Written and video recommendations.
- [17:20] If you get your keywords woven in, you can actually have your own six figure funnel. It’s all traffic and conversions.
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The single most important focus for growing a business is sales and marketing. Building a database of customers and potential customers is critical. But to communicate effectively with your customers you need to understand where they come from and what they are interested in. You need to segment your list to communicate effectively with clients and potential clients.
Darin Adams is an expert at growing small businesses and sales and marketing using Infusionsoft. Today, we discuss how setting up and automating your marketing efforts from the beginning is one of the most important things that you can do for your business. We talk about list segmenting, lead nurturing, CRM software, API integrations, and smart ninja tricks to get started automating and tracking your sales and marketing efforts.
You can find Darin here:‘You need to know information about the people on your list.’ -Darin Adams Click To Tweet
- [01:22] Darin has a background in broadcasting and worked with small business owners. He helped them with their message in their marketing.
- [01:54] When Darin discovered Infusionsoft, he knew it was a great combination. It combined his love of teaching people and helping people with marketing.
- [02:10] His focus is growing, building and automating business.
- [02:15] He travels around and teaches people how to grow their business.
- [02:25] Marketing and sales. The single thing a business owner can do to jump start their business.
- [02:46] The number one thing you need to be doing is building a segmented list.
- [02:56] People often think the value of their business is the product or service, but it’s really in the list.
- [03:17] The importance of marketing and having a database of customers.
- [03:46] Your list isn’t very helpful, unless you know actual information about the people on it.
- [04:12] Breaking things down into segments lets you know exactly who the people are and what they are interested in.
- [04:26] The money comes in when you have tools in place to grow the list and collect data on the people on the list.
- [05:07] How people think their website and even Facebook are critical to their businesses.
- [05:41] A website is one arm of your business. It can be used to drive people to your database.
- [06:59] You want to know how people come to your list, so you can communicate out to them.
- [07:12] Your customer relationship management tool or CRM allows you to communicate out to them and make money.
- [07:40] Information in a segmented list.
- [08:44] The beauty of Infusionsoft is that it allows you to tag people, so you know how you first engaged.
- [09:21] You can tag people, so that you understand how to communicate with them.
- [11:47] Ways to capture leads include a landing page, a webinar, life events with text integration or a website integration, and free gifts or lead magnets.
- [13:32] Once you have your leads you need to nurture those relationships. People don’t buy on the first contact.
- [13:45] Find out what their pain is and how to solve it. That will build relationships and trust.
- [14:08] You also need to be able to track what they’re doing like if their opening emails or clicking on links.
- [14:44] Map out the process to take your customer from step A to B and automate the process.
- [15:08] Tracking people will allow you to make the right offers at the right time.
- [15:43] The number one way to grow a business is to use your existing business.
- [16:21] Lifecycle marketing. Drive the leads, nurture the leads, track the leads, make offers depending on what they’re doing, make sales, and follow up and turn customers into raving fans.
- [17:15] Infusionsoft integrates with so many other companies.
- [17:43] Integrating Facebook retargeting with Infusionsoft will allow you to target specific groups.
- [18:03] You can also use text integration with tools like FixYourFunnel, Call loop, Salesmsg, PlusThis, or Twilio.
- [18:28] You can use the system to integrate texting.
- [18:38] PicSnippets allows you to personalize a photo. Sending what looks like a personalized photo to someone is amazing.
- [19:23] SoTellUs let’s you capture video referrals. Folklore Creative makes animated people.
- [21:23] For a small business with Infusionsoft you can have a full integrated marketing sales and accounting software.
- [21:58] You need a CRM and a system like this from day one. When you start collecting leads. You need something to do with those leads.
- [22:25] This is more important than a website or formulating what your actual product is. This is the most important foundational tool for any business.
- [23:06] You can API QuickBooks on to the end of this, and as always don’t forget to get incorporated.
Links and Resources:
- Loral’s Real Money Talks
- Call loop
- Folklore Creative
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Business strategist and extraordinary marketer Adam Kipnes is here today to talk about how marketing is the answer to everything. Marketing is what starts everything in your business. People and businesses make money through marketing and marketing strategies. Marketing and tracking your revenue generating activities need to come first.
We also talk about putting strategy before tactics and finding your ideal customer and knowing what you want to say to them. Adam talks about the system he has built to put marketing first to make clients money, the five major components of a marketing plan, and his strategies that you need to start using in your business today.
You can find Adam here:‘Having multiple products or offerings is critical to a marketing plan.’ -Adam Kipnes Click To Tweet
- [01:36] For the past 18 years, Adam has been working with small business entrepreneurs to help them grow their business.
- [02:05] In this time, Adam has learned what small business owners are doing wrong when it comes to marketing.
- [02:25] Adam’s goal is to find new revenue through marketing techniques, and then utilize that money to build a better business.
- [02:48] Why do people need marketing first? Small business owners need more money. The reason small businesses owners need more money first is because they don’t usually have money set aside to grow the business.
- [03:27] Being better at your business doesn’t grow your business. Marketing grows your business.
- [03:59] The five major components to marketing and marketing plan. Leads, conversions, transactions, higher prices, and more profits for your business. More leads is the first component.
- [04:12] Sales and conversions is the second component. Once you get people to say yes, you want to have a plan to get them to say yes again. This is part of the marketing funnel.
- [04:46] Once you have repeat customers, you can raise your price point. This will drive more money into your pocket.
- [04:57] Once you have these things, you have strong sales, pricing power, and more profit.
- [05:37] Conversions is getting people to say yes to you. The key to a good conversion is understanding the problem that the prospect has and the solution you deliver.
- [08:39] An example are the drinks in front of the cash register at Home Depot.
- [08:58] Think about things that you can offer your clients.
- [09:43] It’s important to put the revenue-generating side of your business first.
- [10:36] Before you do anything, ask if what you are about to do will get you paid?
- [11:05] Also ask if what you are about to do will serve your purpose?
- [11:22] Does what you are about to do need to be done by you?
- [11:53] Does what you are about to do need to be done at all? Cut out activities that don’t add value.
- [12:27] Get off the treadmill of just doing the work every day, and implement the things that you need to do to make money.
- [12:51] Produce a revenue chart. Tie everything you do with revenue production.
- [14:01] The purpose of the funnel is to get people engaged with you. Get them ready to buy your high ticket or more expensive services.
- [14:17] You can offer something of value to get people to engage like a free report. Once they engage, you can then move to a book or a lower end service, then get them to engage with you personally, then move to something high end like a coaching program.
- [15:30] The engagement process can be through Facebook, face-to-face, or even through a podcast. Try to get initial engagement that your audience cannot say no to.
- [16:33] Funnels work because you get value, create value, and your customers know, like, and trust you.
- [17:26] The first step is knowing who your customer is and what you want to say to them.
- [17:50] The strategic side is first. Then the tactical side is finding out where these people are at.
- [19:36] We have people who know us today that are low hanging fruit when it comes to capturing leads. Start with the people who already know, like, and trust you.
- [20:14] These people can also be referrals or joint venture partners.
- [21:19] You can download a free book from Adam at FreeBookFromAdam.com How to Make More Money in Your Business: 8 Strategies You Better Start Using in Your Business Today!
- [21:38] The first strategy is how to use messaging on a lead capture page. A lead capture gives visitors one thing and one thing only to do.
- [22:08] The second chapter talks about joint ventures. Think about the other people who sell to your client.
- [22:56] Statistics show that people buy from the fifth to eighth contact. Having a drip campaign is critical.
- [23:19] The last chapter talks about how to make more money through the use of bundling versus discounting.
Links and Resources:
- Loral’s Real Money Talks
- Ask Loral
- Free Book From Adam – How to Make More Money in Your Business
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Building your online presence is critical for every business in today’s world. In order to scale, you don’t just need a high-quality website–you need a powerful SEO and online marketing strategy. Today, we are going to discuss how to scale your business online with SEO, along with killer tips, tools and techniques, with SEO prodigy and expert Chloe Spencer.
Chloe Spencer is the Marketing Manager & SEO Specialist for Live Out Loud. Chloe started her first company when she was 14 with a fan site that ranked at the top of Google and made her thousands of dollars a month. She started speaking professionally at 16, and has been running an SEO and online marketing agency since she was 19. She has been featured on MSNBC, ABC, 9News, Huffington Post and more.
You can find Chloe here:ʿBlack hat links might work for a little bit but sooner or later Google will find out, and it will come back to bite you.ʾ -Chloe Spencer Click To Tweet
- [01:46] Chloe is an SEO expert. Today, we are going to talk about how Chloe got into SEO.
- [02:16] Chloe’s dad is Stephan Spencer, one of the top SEO experts in the world. He was a great mentor, but he didn’t build her company for her.
- [02:26] Her first site was a fan site for Neopets.com, a virtual pet site, that she monetized with Google AdSense ads. It ranked at the top of Google and she received tens-of-thousands of daily pageviews.
- [03:08] When she was 16, she started speaking professionally, and she started doing SEO for clients at 19. She is also a brilliant SEO coach.
- [03:59] How high quality websites and podcasts should utilize SEO. Components that contribute to really great SEO.
- [04:14] Search Engine Optimization has two pillars; on-page SEO and off-page SEO.
- [04:27] On-page includes content, keywords, technical SEO, page speed, etc. Off-page is about link building and building authority. Content quality has to be compelling, but off-page SEO is almost more important, because Google is concerned with trustworthiness determined by who is linking to you.
- [05:24] You need high-quality sites linking to you in order to have the ability to rank.
- [05:38] Majestic is the top tool to check link authority. Look at the Trust Flow metric. Aim for a 20 or 30 at the very least.
- [06:55] You build Trust Flow by building up your links. Be careful that you don’t hurt your SEO with link building.
- [07:31] Spammy links are going to be really detrimental to your SEO and your rankings because they lower your link authority.
- [07:37] Spammy links can actually get you a manual penalty from Google.
- [08:03] Black hat links might work for a little bit but sooner or later Google finds out and it will come back to bite you.
- [08:10] Do your link building correctly by being clever and creative. Create really amazing and compelling content.
- [08:22] Don’t just post your blog content on your little corner of the Internet. Push it out to the world and get eyeballs on it. Work with influencers, advertising, and SEO your articles.
- [09:21] Black hat link building is going against Google’s guidelines and doing things like mass article generation and low-quality link schemes. Things like; submitting to spammy link directories and link farms, mass blogpost comments, and mass low-quality blog posts.
- [10:10] The worst is comment spamming blogs. Often, these are no-follow and don’t pass any link juice anyway.
- [11:07] Shady link schemes will get you penalized. The difference between black hat and white hat is really just following Google’s guidelines.
- [11:18] White hat focuses on creating awesome user content.
- [13:07] Ask your potential SEO firm if link quality or link quantity is the most important. High quality links are the most important; quality over quantity.
- [13:53] The Yoast SEO plugin is good for optimizing title tags and meta descriptions, but don’t worry about the whole red light/green light aspect that it gives you. Your title tags are the most important spot for your keywords, and usually shows up as the title of your listing in the search results.
- [15:49] Focusing on keyword density could get you close to keyword stuffing. It’s about where your keywords are. Title tags, headings, subheadings, once or twice in the body copy.
- [16:20] SEO and social media. SEO is critical to rank in Google. While social media marketing is still necessary, don’t neglect SEO. SEO is not dead.
- [18:41] Using social media to drive traffic to your website can help with SEO. Google does look at how much traffic you are getting.
- [19:55] Google Search Console and Google Analytics. These are necessary for every website.
- [20:33] Moz Keyword Explorer.
- [21:22] One of the biggest mistakes people make is not using keyword research tools. Moz is fantastic.
- [21:41] Rank Ranger is great for tracking rankings. It’s important to track your mobile rankings as well as your desktop rankings. It’s also important to make sure that your site is mobile friendly.
- [22:13] Link Research Tools is awesome for looking at your link profile and toxcitiy.
- [22:35] Use Link Research Tools to run a Link Detox report, and then disavow any spammy links.
- [22:40] Pitchbox is really great for reaching out to bloggers and influencers.
- [23:26] The number one thing that everyone needs to know about SEO is that it takes time, and is an ongoing necessity.
Links and Resources:
- Chloe Spencer
- Chloe’s MSNBC Interview
- Ask Loral
- Yoast SEO Plugin
- Google Search Console
- Google Analytics
- Moz Keyword Explorer
- Rank Ranger
- Link Research Tools
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Linda Cain is an event specialist. She has been involved with presenting live events for the past 20 years. Event dynamics have shifted over the past few years. There are more coaches and transformational leaders looking for event audiences, and the Internet has been a game changer.
Today, we talk about current trends when it comes to filling a room for an event and how to keep your event in the black. We talk about online methods including video series, webinars, and Facebook Live. We also talk about keeping costs down, creating a one sheet, collaborating with like minded speakers, and sharpening your speaking game.'A really cool new trend is that more people are coming together in 50 or 60 person Internet rooms.' -Linda Cain Click To Tweet
- [01:10] Linda has been doing live events and corporate events for over 20 years. She started with corporate, legal, and international. She has spent the last 12 years working in the live event industry.
- [01:56] Linda and I both know how to lock in an event so you are in the black.
- [02:15] Marketing and strategies for packing a room.
- [02:28] Twenty years ago it was a lot easier to fill a room for corporate people, coaches, and transformational leaders.
- [02:41] You just send out a flyer or make an announcement and people would show up. It was that easy.
- [03:09] An event host or producer could count on the speaker to bring 50 or 60 people.
- [03:27] Things have shifted. Coaches have large lists, but the people on the list don’t go out to events.
- [03:39] A really cool new trend is that more people are coming together in Internet rooms.
- [04:11] People are able to do workshops and get their information out and sell to people in those smaller 50 or 60 group Internet rooms.
- [04:41] The new trend of getting people into rooms.
- [04:49] The engagement process. You have to hard market within three months of your event and keep your prospects engaged the entire time
- [05:53] With the engagement process, you can send your prospects information each week. You can send them a video one week then a blog post the next week. Whatever it takes to keep them engaged.
- [06:48] You can also do joint projects with speakers and guests you’re going to have. Use things like podcast interviews and Facebook Live.
- [07:28] Facebook Live needs to be structured and organized.
- [07:46] The key to Facebook Live is the engagement process and having a regular schedule. Also have substance and personality.
- [08:24] Video series – it works well to have a series that keeps people engaged during the process. Do short 20 minute hits where people can get in and then get out. The same thing works for webinar series. Putting the same webinar series out 10 different times will start to drive traffic.
- [09:59] Speaking engagements. In the beginning of the speaker’s career, they need a speaker sheet. It needs a great bio with a great picture and two or three topics they speak about plus testimonials. As you grow, you can even add ROI.
- [11:21] Have a really good signature topic and presentation.
- [12:11] Perfect your presentation skills and have a really good one sheet.
- [12:56] You have to do your homework and know your audience.
- [13:21] You can also approach other speakers that talk about similar topics and approach a company as one speaking body or program.
- [15:32] The pay to play model. This is great when you’re first starting out. You can also pay a little upfront and then do a split of sales on the backend.
- [17:27] How to get sponsors. To get a sponsor, you need to give them time on stage or space in a vendor section.
- [20:34] When having your event in a hotel, put a nice banner up and have a theater style room. You do a catering contract with the hotel. This means you look for space that is not being used for other events.
- [23:13] Get out and speak.
- [24:50] Get creative and innovative and have people invest in themselves to come to an event.
Links and Resources:
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Jesse Brewer who is one of my partners in teaching off Wall Street investing is here today. Jesse grew up in Northern Kentucky, and he built a multi-million-dollar real estate portfolio. Jesse grew up in the real estate business, and he shares his real estate investing strategies in this interview.
We talk about the difference between equity and debt investing, and why Jesse prefers multi family investing. Everyone who is a millionaire invests in real estate. This episode will show you some ways to up your real estate investing game.
You can find Jesse here:'I found my niche with the 4 to 20 unit properties.' Jesse Brewer Click To Tweet
- [01:37] Jesse has been involved in real estate since he was 22 years old. He basically grew up in the business.
- [01:58] His dad owned real estate and have some investment properties. Jesse was a police officer who started buying rental properties.
- [02:42] After five years, he had 30 rental properties. That’s when he decided to go full-time into real estate.
- [03:06] 83% of Loral’s community is interested in real estate.
- [03:12] There are so many different types of real estate strategies.
- [03:36] Jesse started off in the single-family racket. It was a grind. Logistically it was a nightmare, because he had to drive all over the place.
- [04:48] He had never really looked at multi family because there was a lower barrier to entry was single-family.
- [04:49] Then he started doing some multi family deals.
- [05:12] His niche is the 4 to 20 in a properties. This is his sweet spot because it weeds out some of the competition from all the single-family buyers and then the big institutional buyers who like the larger unit properties.
- [06:09] Jesse’s market is a cash flow market. Where he invested, property values didn’t shoot up really high, but they also didn’t crash.
- [08:52] To have a property management company you have to have a real estate broker license. Jesse has a real estate brokerage which has a sales and acquisition arm and a management arm.
- [09:13] It’s one big company but he runs it as two separate divisions.
- [09:25] The third arm is the project management arm where they do renovations and repairs.
- [09:50] There is a marketing arm on the brokerage side because they are looking for deals.
- [10:35] When people want to invest in real estate, but they don’t want to be landlords they can invest in one of Jesse’s deals or funds.
- [11:14] The last deal they did was an equity fund where they raised $500,000. With an equity fund you get part of the returned such as you own 10% and no matter how well the deal does you get 10% of the profits.
- [11:36] They also do debt funds where you get a fixed rate of return such as 8% no matter how well the fund performs.
- [12:28] A lot of sponsors prefer debt funds because you know how much are going to get. Jesse prefers equity funds can seize along for the ride.
- [12:44] With the equity fund they purchased several different properties. All of these properties were in disrepair. They purchased the properties for cash because they aren’t leveraging the buy.
- [13:43] Then they renovate the properties. The properties are usually in disrepair, mismanaged, and have bad tenants.
- [14:12] They do a full-blown renovation on the property and bring them up to date and make them look nice.
- [14:41] It’s important to know your market. You need to be able to look at the deals and know what value you can get after your renovations.
- [15:16] After the renovations, they get new tenants coming in and cash coming in. Because this is an all cash buy and renovations are done, you don’t usually get any money back the first year.
- [16:04] Jesse likes urban properties. He likes to be in an area where boutique shops and bars are opening up. This is where the millennial’s want to be. The people approximately age 24 to age 34.
- [17:42] It’s important to understand them as renters because there’s such a large sector of the population. There are as many millennials as there are baby boomers.
- [18:16] they try to cater to the millennial’s with location and amenities. Things like butcher block counter tops and USB ports make the difference.
- [19:04] When buying a single-family home your appreciation is tied to what the neighbors appreciation is.
- [19:21] In a multifamily property you can force appreciation by increasing your cash flow.
- [21:53] The benefits of staying in one area. You need to know your market. If you’re in seven different areas there’s no way you can know the market unless you have a staff and then there are extra fees involved.
- [23:05] By sticking with one area, you will know the sub market.
- [23:40] You can maximize your value by knowing your market.
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