Why Your Clients Hate Your Marketing & How To Fix It — Chris Cusimano, FL
On this episode of The Neighborhood Realtor, Matt Muscat talks with Chris Cusimano, a top-performing Realtor in Boca Raton, Florida. Chris began in real estate in 2005 and emerged from the 2008 financial crisis a wildly successful Realtor and business owner. His business has been built by clever innovations and creative pivoting when markets change. Even after nearly two decades in real estate and a track record of successes, Chris finds himself driven by giving back & providing for his family.
Chris closes ~100 deals a year, but doesn’t keep track of his production. It’s not an important metric to him — rather, he loves the process, the grind, and helping people achieve incredible goals. Neither money signs nor production goals motivate him.
In this episode, Chris describes one of his most powerful secrets: the “Dream 300” client database. Since he started in real estate, he’s kept a list of 300 of his best clients, colleagues, and contacts 20 of them each day with a meaningful message: text, call, Facebook comment, anything. No spam. Not sales pitches. It keeps him in touch with his closest clients, all while building meaningful friendships and relationships — a recurring theme on The Neighborhood Realtor. Focusing on direct communications with his clients, Chris has kept his business out of the social media algorithm, which is a powerful tool & advantage in today’s digital world. It’s old school.
Chris hates boring marketing. It’s not effective, and everyone hates it, so why do it? Instead, Chris lives to give back, so he’ll load a Starbucks gift card and text it to a dozen people at once. He’ll buy a $500 gift card at a restaurant and pick up the tab for everyone there. He’ll send funny Father’s Day t-shirts to his Dream 300 database. It’s cheaper than Zillow ads, and it produces incredible amounts of business. People love it.
Giving goods is only one of the thing Chris gives — he also gives information! During the pandemic, Chris began a Facebook group for coaching real estate professionals, for free. It’s called Suit Up Agent, and every week he hosts a live stream to give away his best secrets. He gives away scripts, data sources, processes, marketing ideas, and more. It’s attracted an amazing following, created well-deserved national awareness for Chris’ business.
Chris is a wealth of information, and a joy to listen to. There’s no shortage of useful information in this episode of The Neighborhood Realtor.
The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.