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Founders Club - For Real Estate Entrepreneurs

Jul 30, 2019

When you’re a celebrity agent, you don’t have to chase real estate business anymore. Instead, it comes to you. But how do you become a rock star in your community? How do you get media attention? How do you develop relationships with the right people? What does it take to become THE go-to realtor in your market?

Connect with Founders Club Host Oliver Graf on Instagram

With 26 years of experience as an agent, Mike has perfected the art of building strategic relationships to become a celebrity in Santa Clarita. He is a well-known leader in the community, supporting business galas and charity events and serving as a board member and volunteer for local nonprofits. Mike is also the co-owner of California Leasing Property Management and the cohost of Santa Clarita Valley Today and The Real Estate Marketing Show.

Today, Mike joins Oliver to share his journey to becoming a local celebrity, explaining how he developed the idea of a Mega Open House and leveraged speaking engagements to establish authority in the community. He also describes his approach to developing relationships with the right people and getting your face in the media. Listen in for insight on how Mike uses branded swag to promote his business and learn how to become the center of attention at events and dominate your market!

Key Takeaways

[0:23] Mike’s early days in real estate

  • 19 years old, not known as professional
  • Back to basics (expireds, FSBOs, farming)
  • Study Proctor & Ferry, attend seminars
  • Strategy to stand out and get known
  • Owned neighborhood within year

[4:50] How Mike developed the Mega Open House

  • Flyers, door knock and cold call invitation
  • Promote giveaways and drawings

[7:21] Mike’s unique selling propositions

  • Sell in 90 days or free
  • Quick over-the-phone market evaluation
  • Seasonal promotions
  • ‘Buy from me and we’ll buy yours’

[10:59] How to use speaking to become an authority

  • Offer seminars for free ads in newspaper
  • ‘People line up to talk to you’

[12:47] Mike’s advice on attending events

  • Attend 2 to 4 per week
  • Chamber events, nonprofits and charities

[14:47] Mike’s approach to taking over a room

  • Pick 4 or 5 people must meet
  • Get cell # and connect on social

[17:16] Mike’s strategy for getting your face in media

  • Write free articles, ask to add headshot
  • Volunteer for real estate segment on local TV

[22:55] How to develop strategic relationships

  • Connect with business owners
  • Join country club, send kids to private school
  • Fly first class

[30:03] How to work social media

  • Film what already doing (e.g.: speaking)
  • Reach out re: life events like vacations

[33:26] How Mike leverages swag and gear

  • Free stuff people don’t throw away (e.g.: koozies)
  • Guilt gifts at open house or listing appointment
  • Dickie’s line, people tag on social media

[35:54] Mike’s branded moving vans and trucks

  • Serve as rolling billboard ($2K to wrap)
  • Churches and charities use for free

Connect with Mike

Team Bjorkman

Team Bjorkman on Facebook

Team Bjorkman on Twitter

Team Bjorkman on Instagram

The Real Estate Marketing Show

Connect with Oliver

Big Block Realty

Oliver on Facebook

Oliver on LinkedIn


Craig Proctor

Mike Ferry

Dr. Tony Alessandra

Closing Table

Lab Coat Agents

SCV Today