Client Onboarding for Estate Media

Welcome to the Estate Media House onboarding questionnaire.

This is the first step to creating a profitable campaign.

Click below to continue.

These are the critical questions about your market you must answer.

What you are about to do is to define who is your marketing persona.

The person you will be selling to.

Here is where the magic happens.

It is of utmost importance you give answers in full detail otherwise the campaign won't convert.

You can revise it as many times as you want.

Some questions may seem repeated, that's by design.

The better the answers, the more money you'll make.

Part 1: The basics.

Part 2: Discovering the perfect customer.

You're going to describe every common trait:

• Age
• Income
• Gender
• Marital status
• Industry
• Values
• Beliefs
• Lifestyle
• Hobbies
• Interests
• Anything relevant to the niche.

Here's an example:

Actively engaged in the real estate business, looking for ways to get more leads because they only depend on referrals and that is a very unstable way of doing business.

Every month they don’t know if they will show a house. And if they do, they don’t know if they will sell it.

They are frustrated because they keep spending money on gimmicks that only hurt their finances.

They have considered getting a part time job just to fund their life while they try to sell more properties.

Got it?

Now, you should create a fully described fictional person’s life story based on the information provided above.

Here's another example:

Karen Miller, 35.

Mother of twins both five years old. She works at Remax from the Dallas area.

She’s the average realtor with an average sales volume of $120’000 when she makes a sale.

Has tried hiring marketing agencies that charged her thousands of dollars but she got burned because they gave her useless, irrelevant leads that were never interested in buying homes.

Karen has attended many seminars and networking events to no avail because almost everyone else is on the same spot.

Pure mediocre people.

She envies the highest-end realtors making hundreds of thousands of dollars with a streamlined prospect-to-customer pipeline.

Wishes she knew the secret to being a successful realtor.

She’s tired of Remax.

She doesn’t know what’s the one thing that separates great realtors from the mediocre rest. Is it because they work at Sotheby’s? Is it Facebook ads?

Karen is burned out and has applied for a secretary job at the local bank. She needs to feed her kids and this realtor thing is not working out.

Be as detailed as possible.

Every little detail, nuance and characteristic helps us get closer to your future client's mind.

Click below to proceed to fill out the ideal customer's profile.

Example: They wear a suit, always ironed, hair always cut.

Another example: The complete opposite.

Example: They have 3 kids. Two are 12, one is 3. Cries a lot.

Another example: No kids, but they want a few, just not sure if it's the time.

Example: They live in Bakersfield, California. But they desire to live in a more affluent area, like the Orange County.

Another example: They live in a middle-class neighborhood, but they want to live in a place with good schools or that is close to work.

Example: $150,000. They are happy about it. Just got a raise and excited for the one thing that is going to take their career to the next level.

Another example: $50,000. Bills are piling up. Situation is getting desperate.

Example: Junior buyer, they are excited but don't know how to climb the ladder.

Another example: Salesperson. They hate it, because they deal with mean people everyday on the phone.

Example: They are die-hard conservatives that inherited the protestant work ethic from their parents. They believe that hard work is a must for success. Consider themselves as "realists" and have a bias towards seeing the things "That could go wrong".

Another example: Very spiritual. They believe that being positive has a good outcome in their lives. They value freedom and free expression over most things. Probably believes in Astrology.

Part 2: Stepping into their shoes.

Abandon your personality and embrace theirs.

Feel what they feel.

Look at life through their eyes.

Imagine you're writing a journal in your diary (That nobody else knows about).

Pour your heart out, think about the darkest and innermost thoughts you have.

WARNING: Do not skip this part, otherwise the entire campaign will fail.

Here's an example:

Ugh! I’ve made two miserable sales during the year.

This is not working. I thought Remax would be my big break but it’s just not working?

What the hell am I doing wrong? Why do these guys at Elliman are so successful? Is it because they are connected?

I HATE them. I’m so jealous. Everytime I get a fucking listing people shoot me down with a thousand objections can’t they see I’m trying to do them a favor?

I have to feed my kids! Why do they keep giving their money to the bigger guys?

What’s wrong with me?

Maybe I’m annoying?

Maybe the listings suck?

No, maybe THEY suck. Stupid leads that trash marketing agency gave me. They are all scammers. I knew it. It’s not my fault. It’s EVERYONE else’s fault.

I don’t even spend time with my kids. I’m just working 12 hours for nothing.

Maybe I should go to another Tony Robbins seminar? Maybe buy Ryan Serhant’s book?

No they are probably scammers. Ugh, but it’s only $497...

If I don’t solve this ASAP I’ll have to abandon my dreams and become a secretary.

If I only knew what makes the other so successful...

Dramatic, huh?

You have to feel their pain for a while.

Feel their suffering so we find out what’s their biggest problem (And then sell them the relief).

Once you do, move on to the next part.

Remember to be brutally honest and specific.

Do you have anything you'd want us to see in order to speed up the process?

This could be:

• Testimonials of all kinds.
• Reviews.
• Brochures
• Videos.
• Images.
• Old websites.
• Products.
• Articles.
• Anything that will allow us to have a clearer vision of the benefits of your offer.

Below you'll be able to upload any file you need and drop links to resources you think we should take a look at.

Final words.

Take your time answering these questions.

You can always come back.

Do your research if needed.

Try to feel empathy for your customer.

And when you nail it?

The sale is already made.