Pg. 72 –How Maryland agent, Eric Verdi, started using a “sitcom format” for his monthly newsletter and went from making 6-figures in a year to making 6-figures in a quarter—in just 12 months—after 6 straight years of plateau.

It goes back to this thing, I happen to know that Barber Quirker took $1000 loan as a waitress and turned it into a multimillion dollar empire. I know Damon John started with his homemade brand Fubu, sold hats and shirts out of the back of his trunk and built it into a $6 billion a year or 6 billion in sales. I know Robert Hirschavec is the son of a factual immigrant worker. These are the back stories to who they are and they make sure to create this character that is compelling and interesting and entertaining for the show. And so a lot of people well how do I do this? And see all the real estate gurus out there; the trainers, the coaches, the brokers, they are going to advise you, “Oh, you’ve got to have a unique selling proposition.” And then they tell you, “Your home sold guaranteed or I would buy it, your home sold guaranteed or I will sell it for free.” I have an 89 point marketing plan, ever 139 point marketing plan, yada yada yada. The key word here is unique, none of that is unique. As soon as another person does it it’s no longer unique. And the fact that every guru, the guru party, this is what they preach, I mean think about being unique; everybody uses the same scripts, the same dialogues, calls the same for sale by owners, the same expireds, handles in the exact same way.

The only thing truly unique like your DNA is your story, what makes you you? Your belief system, your personal experiences. And so when you tell these stories, that’s what character development is. When you tell the stories just like a movie if you think of your business like a movie, like a screenplay and somebody comes and sits down in your theater and they are going to watch your life roll out in front of them, what stories are they going to see that makes them fall in love with your character? Again, this goes back to what we do on this program creating that personal narrative. 




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