Attracting Ideal Clients: The Experience Is the Marketing with Tia Lilly

Intro Teaser: The Cape Cod Dream + Branding Hook

[00:00:00] Justin Stoddart: A house on Cape Cod, a second house on Cape Cod. I know you’ve probably dreamed of that. Maybe even heard of people who have dreamed of it. Well, today’s agent, who I’m excited to introduce to you, is gonna talk about what it looks like to own a luxury property on Cape Cod, but more importantly, the branding lessons that apply to everybody, regardless of where you’re selling real estate.

[00:00:20] Justin Stoddart: We’re gonna go deep on do you have a brand that actually speaks to the clients that you want to work with? Teammates who you want to be working with. So again, don’t miss today’s episode. This is gonna be a great one. We’re gonna go in depth again on being sure that your brand actually attracts the kind of people that you want in your world.

[00:00:38] Justin Stoddart: Stay with us.

Show Open

[00:00:42] Justin Stoddart: The big question is this. How do those of us in the real estate industry with crazy amounts of ambition, how do we think bigger than the building of our own empires, how do we simultaneously. Seek success and significance. Income and impact. My name is Justin Od, and this is the Think Bigger Real Estate show.

Welcome + Introducing Tia Lilly

[00:01:07] Justin Stoddart: All right. Welcome back to the Think Figure Real Estate Show. Excited to be with you today. Excited to introduce today’s guest, Tia Lilly, out of Cape Cod. Uh, Tia, thank you so much for coming on the show today.

[00:01:16] Tia Lilly: Thanks for having me, Justin. Very excited, excited to have you here as well. Excited to be here.

[00:01:21] Tia Lilly: Yeah.

Why Cape Cod Feels So Desirable

[00:01:22] Justin Stoddart: Um, so for those that don’t know that much about Cape Cod, as I, as I described in the intro. I think everybody’s at least heard of somebody who dreamed of on their dream board is, I want a ca uh, I want a, a second home on Cape Cod. So, I mean, that’s, that’s not an uncommon comment. So would you just tell us why Cape Cod is such a desirable place for people to have a luxurious second home?

[00:01:46] Tia Lilly: Well, the Cape is driven a lot by the water. It’s absolutely gorgeous in the beaches. It’s very well known for their beaches, their oceans, and believe it or not, lakes, pond. So it’s like an island. Everyone’s heard of Nantucket and Martha’s Vineyard. So the Cape. The Cape, you come over the Sagamore, the Bourne Bridge, and you’re, it’s just like decompressing.

[00:02:07] Tia Lilly: You just, that’s what all my clients say, and we all feel the same way, whoever we are. You come over these bridges and you just. It’s like the air changes, it’s special, it’s just, you relax, you relax. So it’s, it’s very beautiful and uh, I love it. Just spectacular. So have you I, I’m, uh, yeah. Have you ever been?

Branding Is More Than a Logo: The Feeling + The Story

[00:02:28] Justin Stoddart: I’ve never been. And I’m feeling I, I have a place like that, uh, close to where I live, to where you’re bringing back those same feelings. So I think one thing that I wanna point out to everybody that’s listening here today is that regardless even of what industry you’re in. A brand should make you feel a certain way and what, what you just described right there, Tia, I think is an important step on where we’re going today with this episode, which is on branding.

[00:02:54] Justin Stoddart: It’s more than just the colors of your logo, right? I would say that’s a small part of it,

[00:02:59] Tia Lilly: right? But it’s

[00:03:00] Justin Stoddart: really how it makes people feel. In fact, I I, there’s a great. Um, actually a great definition that I found, uh, recently that I thought was really good that like, what is a brand? A brand is the identity and story of a provider that makes it stand out from competitors that, that offer similar services, right?

[00:03:18] Justin Stoddart: Branding aims to earn space in the target audience’s mind and becomes their preferred option for doing business. Thank you HubSpot, for that great definition. But the, the, the, the part that I really enjoyed about that is that it’s a story. Right. It’s a story that makes you feel a certain way. I think what you just described when you go across the bridge to the Cape.

[00:03:36] Justin Stoddart: Yeah. Right,

[00:03:37] Tia Lilly: right.

[00:03:38] Justin Stoddart: You feel a certain way, and I think our brands ought to make us feel like, for example, when I look at Nike or Apple or. Whatever. There’s a certain feeling that happens when I, when I, when I look and I interact with a brand. And so I think you’ve already taught us our first lesson is, is that we should feel a certain way, just like the Cape causes your clients and you to feel a certain way.

From Buyer Agency to Visibility: The Branding Challenge

[00:03:57] Tia Lilly: Well, that’s, that’s a, I I love your perspective on that. I hadn’t actually thought of it that way than to listening to you, but Absolutely. A brand is, is, uh, it’s a lot. Um, and it’s, it’s, it’s, uh. Like for me anyways, and for my team and our company, it’s a niche. It’s a niche. Um, so I feel lucky ’cause I fell into that niche very early on.

[00:04:20] Tia Lilly: I started with a entry level company that was predominantly foreclosures and, um. I’m like, this just isn’t for me. This is just not for me. I, I, I don’t know. I made a mistake in my career and then I, and then I, I, uh, I got lucky. Well, fast forward, but we had a website because I’m very much an introvert. I think I’ve heard you speak on that too.

[00:04:46] Tia Lilly: I don’t, uh. Getting into the business. I don’t, and I’m getting to the brand, believe me, I’m getting there. But it’s, it’s, I don’t, I I’m not your, the type of person when I was first just a realtor that is gonna run around in the grocery store with my tag and my cards and call me. And I, it’s, it’s, I, to this day, I don’t even talk about real estate with friends.

[00:05:07] Tia Lilly: They come to me. I, I, I’m not a big promoter, so I, I actually just got completely lucky and started with, we had a website that drove. Buyers. So I started with buyer agency. So brand is more to me branding, like you think of these big company chains. When you think of branding and you think of high end, I’ll just say Sotheby’s, Berkshire Hathaway, um, Kindley Compass, right?

[00:05:33] Tia Lilly: Um. These, these are well-known brands that people see, they trust, they feel comfortable with. So we are, we are new. We’re young. We’re young, so we’re starting, so we’re starting to brand. However, what, where I’m not young is eight, probably about 15 years into this niche with buyer agency. So makes it a little more challenging in branding because we’ve had to be creative in our thinking because you don’t have the sign in the yard.

[00:06:01] Tia Lilly: I mean, my friends would never think I sold a house. They’re like, do you do anything? ’cause it was all buyer agency. Yeah. I just, you know, helped a couple buy this, $3 million home over here or two here. Oh really? I just never see your name anywhere. So that was a lot of what propelled me to start my own was because of branding.

[00:06:22] Tia Lilly: Because we’re, you’re in an entry level company now. You wanna turn around and sell higher end homes. You have to have that presentation for it. Mm-hmm. So, um, it’s a niche and you’ve gotta go to your target market. So we do all, everything we do is research target market. We’re not, and, and it, we wouldn’t be a brand known maybe to everyday, everyday homes necessarily.

[00:06:44] Tia Lilly: ’cause we’re not out in front of them. There’s a lot to it. But I don’t know how deep you want me to go in terms of No, no.

Being Seen Without Being “Salesy”

[00:06:51] Justin Stoddart: I think, I think that was a really interesting point is that you realized the way you were doing business. You were getting no branding. Right. People were coming to you through the website, but beyond that, if you really wanted to pivot the business and go more listing side.

[00:07:02] Tia Lilly: Correct.

[00:07:03] Justin Stoddart: Without, without a sign in the yard, people, you were invisible, right?

[00:07:05] Tia Lilly: Yeah.

[00:07:05] Justin Stoddart: You were behind the scenes, nobody knew you were actually even selling homes.

[00:07:08] Tia Lilly: Correct.

[00:07:09] Justin Stoddart: And, um, it is really interesting to say, of all the work I’m doing, is it visible? Can people actually see what I’m doing? Not from an. An ego standpoint, right?

[00:07:16] Justin Stoddart: ’cause that’s not you. That’s not me. But from a standpoint of I want to attract the very best clients and I wanna make it easier and easier to get the next clients, one of my coaches says, uh, the most efficient business plan is fame. Like fame is the most efficient business plan is that if people already know you.

[00:07:32] Justin Stoddart: That you, you, you don’t have to work so hard to get them.

[00:07:35] Tia Lilly: Right. Right. And that’s been a challenge for me because this is new for me. What, just even being on here talking to you, this is so new for me because I love to stay with my clients, work with my clients one-on-one. I don’t like to be out front and center.

[00:07:51] Tia Lilly: Everything’s about them. I mean, I just got interviewed for a job the other day and they’re like kind of, how do you work? I said, it’s really how you work. You’re gonna tell me I’m gonna. Adapt to you. And that, that’s a lot of, that’s a lot of how it’s just, um, and it’s all referral based basically. We do most of our, our business off referral based by just getting deep with our clients.

[00:08:15] Tia Lilly: I always say we’re in the people business. As a result, we sell houses, you know, so, yeah.

Systems + Customer Experience + Serving a Clear Niche

[00:08:21] Justin Stoddart: I, I think there’s a lot of wisdom in that, is that what I’ve seen a lot of people do to compete with big tech platforms is to try and mechanize. So much of what they do. Right. And I think that there’s value in systems so long as those, that’s not taking you away from building value and brand with those people who you most wanna serve.

[00:08:46] Tia Lilly: Right?

[00:08:47] Justin Stoddart: When you, you think of system, you can be systematic. And I, I believe if you’re not systematic, you’re sporadic. And if you’re sporadic, you’ll be ineffective. But I also think, you know, to, to your point that, um. When you can really identify, okay, this is my niche. They’re very high-end clients buying a second home in a very expensive place.

[00:09:04] Justin Stoddart: There’s a certain level of customer experience that they’re going to expect and that, and that part of my niche is that I’m adaptive to what it is that they’re, that. Wanting. Right.

[00:09:15] Tia Lilly: Their needs. Their needs, and they’re all different. We’re all different as individuals, as people, as what, what, how, how it is, and, and that’s exactly it.

[00:09:23] Tia Lilly: It’s not a one size fits all. It’s, it’s so different. So for example, like full service, we spend more time prepping a house to go to market, then sometimes it takes to sell the house. It, it’s just so much to it. We, uh, we have a full stager around, but we stage all our houses. Um, it, they’re presented. It’s always present, and that’s what I encourage our fellow realtors out there, no matter what market you’re in, what brand we all, you know, I love to see people successful, whether they’re with my team or another team.

[00:09:58] Tia Lilly: It, it’s all, it’s. It’s fantastic. You love to follow that. It’s just we should all work together and try to raise our game too, as realtors out there. Let’s take pride in what we do. It doesn’t mean everybody has to go stage a house every time, but let’s, you know, put some thought into photos and how we’re gonna put it up there, you know, make a bed.

[00:10:18] Tia Lilly: Move the trash, things like that. You know, I think we have so much is online, so I’d love to bring self-awareness to that. If anyone’s out there listening and thinks about that. ’cause the clients don’t know even the higher end. And, and don’t get me wrong, we do everything, but that’s our niche is more the, the luxury.

[00:10:38] Tia Lilly: But we, we take everyday homes and help them as well. Mm-hmm.

Niche Positioning Without Turning People Away

[00:10:42] Justin Stoddart: Well, I think there’s, there’s wisdom in what you’re saying there about having that niche in place. Because again, if you were to just say, yeah, we serve all property needs and not say, and this is our specialty, right? I think so many people think that they’re gonna learn, earn less if they niche down.

[00:11:00] Justin Stoddart: And I do think you can say, look, I’m a licensed real estate agent. We serve this particular area. In fact, with the referral opportunity, you know, we like, we connect people to top real estate professionals across the country. Right? I think is a very real thing you could say as well.

[00:11:14] Tia Lilly: Yep. Yes.

[00:11:15] Justin Stoddart: But, but when it really comes down to attracting your ideal clients.

[00:11:18] Justin Stoddart: ’cause again, sometimes when, when we have this conversation with agents, uh, they’ll be, their comment will be, well, I don’t wanna say that I specialize here because then I’ll be saying no to all of this, and I’m, and I, I, I help them to understand that, not, not necessarily right. I think

[00:11:34] Tia Lilly: No,

[00:11:35] Justin Stoddart: it’s, it’s how you position it.

[00:11:38] Justin Stoddart: But you can absolutely say, and we specialize in serving these clients because if you don’t, actually, and this is one of the biggest challenges I think from, from agents who work by referral, is they get sent all over the place and they get, because it came from someone they love, someone that they know, they feel like they gotta serve that person.

[00:11:55] Justin Stoddart: And so pretty soon their, their value and their brand can get diluted down. And so what’s the. The alternative, right, is to, yes, you, you, you want referrals more than chasing leads, no doubt. Right? But you can also be very specific about the kind of referrals that are ideal for you, because if you don’t put it out there, they’re not reading your mind.

[00:12:13] Tia Lilly: Right. Right, right.

[00:12:14] Justin Stoddart: Your brand actually needs to reflect that fact. Right. And it sounds like that’s something that you’ve done is you’ve said, look, of course we serve all property owners that need

[00:12:21] Tia Lilly: Right

[00:12:22] Justin Stoddart: Help, but really our specialty is in the high end. Luxury clients on the Cape. Like that’s, that’s your group, right?

[00:12:29] Justin Stoddart: Those are the people who, if you had to choose between A, B, and C, you’d choose B. This group.

[00:12:33] Tia Lilly: Mm-hmm.

[00:12:34] Justin Stoddart: These are the people who we serve the very best.

[00:12:36] Tia Lilly: Mm-hmm. Right,

Referral Quality, Alignment, and Loving Your Clients

[00:12:37] Justin Stoddart: right. So everybody listening here, my question to you is, do you know that about yourself? Like, can you absolutely say like, yes, my brand is regularly attracting the kind of people.

[00:12:47] Justin Stoddart: Clients that I want. ’cause if you’re constantly getting like maybe lower end clients or difficult clients or whatever, you might ask yourself what’s causing this, right? Mm-hmm. Is there something I can pivot with my brand to where I do like tia’s doing, where I actually get regular repeat referrals to my ideal clients on the Cape, like second home buyers coming out like.

[00:13:06] Justin Stoddart: And, and listings, right? Once you really hone in on that, if you’re not getting it, then there’s something off with your brand, right? Would you agree with that, Tia?

[00:13:12] Tia Lilly: I would completely agree with that. Absolutely. And usually where you’re getting the referrals, like we say, we talk about surrounding I, you hear that all the time.

[00:13:21] Tia Lilly: We surround our ourself with people that, you know, make us better, right? Or successful. So what. You get with the people. That’s where your referral base comes from too. I took a lot of flack in my career to get here. Like a lot of people disagreed. They said, just go sell anything. It doesn’t matter. And I would stick to my guns and.

[00:13:44] Tia Lilly: Oh, it’s paying off. So yeah, see? Yeah.

[00:13:48] Justin Stoddart: Yeah. You said, I wanna serve,

[00:13:50] Tia Lilly: so you gotta, I want this is, and that’s where I’m at. That’s my happy place. And it’s not just like the, it’s not for me. It’s not just about money. It’s about the, that’s where I got here. It’s the, uh. The opportunities and the intellect that come with the clients.

[00:14:05] Tia Lilly: They’re just amazing. They get to, I get to interact with the most amazing people ever, and I just, it’s, it’s, that’s what I love. It’s, it’s, the house just comes, but the people and I, they become my friends. It’s, it’s, it’s beautiful. It’s love. It’s awesome.

[00:14:22] Justin Stoddart: I hope that everybody listening to this today can build the kind of business.

[00:14:26] Justin Stoddart: That when you talk about your clients, you get a smile on your face.

[00:14:31] Tia Lilly: Yeah, yeah. I love them. I do.

[00:14:34] Justin Stoddart: I’ve dealt with enough professionals in this and neighboring industries that are like, they hear the word clients and it almost causes this like, ah, like there’s, there’s some misalignment there. Like if you think about interacting with clients or, or, you know, uh, prospecting for clients, whatever that looks like could be just having.

[00:14:53] Justin Stoddart: You know, very referral based conversations with people. But if that, if that experience causes a negative reaction, my belief is that you’re probably pursuing the wrong clients. You ought to have that. You actually ought to love the people. And, and that’s, I mean, can you imagine a better life where you are making that kind of money that you wanna make and you’re surrounded by the kind of people you like to be around?

[00:15:14] Justin Stoddart: Like, to me, guys, that’s a successful career, right? That’s what it looks like, right? And sometimes it’s simply a matter of going back and asking the question of like. Okay. Who is it that I really do love to serve? And is there is, is there financial viability there? Like if I, if I spend all my time with those clients, can I actually produce that outcome?

[00:15:31] Justin Stoddart: If the answer is like, yes, then then do what TIA did, right? Which is go all in on that group, right? Go all in on catering your services to accommodate that group. Mm-hmm. And, and I’d love to hear from you, Tia, what, what have you done in your practice that makes you uniquely situated to serve? Uh, you know, these types of ideal clients, these luxury second home buyers on the cape.

How Tia Built It: Website -> Relationships -> Referrals

[00:15:58] Tia Lilly: It, it all, it all started with our property, cape cod.com. Still have the, the spend, the website spend with me for decades. Um, well almost decades coming up, but it, it is, it’s just they, it attracted and it’s ebbed and flowed over the years with online, with everything changing. But you start with, people find me through, they used to find me anyways through the website mainly, and then you just build a relationship with them and then it just.

[00:16:26] Tia Lilly: It. They refer you to their friends, so their family, you build more relationships. And I, I mean, I started to look back this year. I mean, 90% of our, our sales are referral based, which is incredible. And we’re, we’re looking, that’s where I’m looking, even coming on to, this is hard for me to be out front and center, but we wanna help other people.

[00:16:49] Tia Lilly: We wanna, now we’re at a point where we wanna grow. Um,

[00:16:53] Justin Stoddart: as a brokerage.

[00:16:54] Tia Lilly: As a brokerage, and, and it’s super important, like our cause, like we’re dedicated, completely dedicated to helping enrich people’s lives. One connection at a time. That’s the cause of the company. It comes in all forms and it starts with my team.

[00:17:09] Tia Lilly: Like, I’m so invested in their success, you know, so anybody part of our team. Like they need to be making at least, you know, six figures be successful, obviously have the, the qualities that fit with the company culture, but it, it’s all, it’s about people. It’s people. And if you’re real with the people, and I enjoy it.

[00:17:29] Tia Lilly: I love. Them. Like that’s the part I, they’re, they’re client friends. Sometimes I don’t even wanna say client when I refer them to the mortgage person or to this, and it’s connections to other people. They call me all the time, Hey, who’s I need a roofer? Who should I use? I need this, I need that. I love that.

[00:17:45] Tia Lilly: It’s, it’s like I’m, so, it’s an honor to have people call and wanna get the input. And then I’ve been able to connect people within our network. So, um, yeah, so it’s, it’s just people, it’s relationships. I’m not a big, well, how’s the weather person

Building Professional Networks + Sponsor Plug

[00:18:03] Justin Stoddart: like to be deeper? Yeah, yeah, yeah. You wanna add real value that really moves the needle for people.

[00:18:08] Justin Stoddart: Yeah. You know, I think, um, this is a great opportunity for, for me to give a plug for the sponsor of the show, um, pro Insight and, uh, the purpose of ProSight is to elevate the influence of the professionals with whom we work. And, uh, I, I share that because one of the, the things that, that we look for. At ProSight and I’m the CEO of, of ProSight is looking for agent professionals like Tia, like you, Tia, right?

[00:18:29] Tia Lilly: That are aw, thanks Justin.

[00:18:31] Justin Stoddart: That they truly love their clients, um, and offer such value that they actually can influence them to a CPA, to a financial advisor, to a. You know, to, to, uh, um,

[00:18:44] Tia Lilly: lawyers, attorneys more. Yeah. It’s

[00:18:48] Justin Stoddart: when you haven’t built the rapport and the value with your clients, they don’t come asking.

[00:18:53] Justin Stoddart: And even if you were to say, Hey, I, I know a good lender, they’d be like, oh, oh, we’re good. We have somebody. Right? But when you’ve paid the price to, to pour into people as you have, now all of a sudden you’re able to give real value to your clients by making those professional connections and. And lo and behold, those, those professional connections are able to now do the same thing for you to where now your referral base extends beyond.

[00:19:18] Justin Stoddart: Just friends, family, past clients, but now it’s into the professional sphere, which can by the way, happen a lot more frequently. So, um, I love that you’re, you, you’re kind of a walking prototype, right? Of the type of agent that we believe, um, elevates the game, uh, for. The real estate industry because you do such a good job and you care about your people enough and you actually have a specific niche, you know who you’re trying to serve, that it gets really easy for consumers to want to refer you and for other professionals to want to be in business with you.

[00:19:46] Justin Stoddart: Right. It’s just, it’s, it’s just natural. So well done.

[00:19:49] Tia Lilly: Thank you Justin.

[00:19:51] Justin Stoddart: Um,

[00:19:52] Tia Lilly: two kinds, but thank you.

Attracting the Right Clients and the Right Agents

[00:19:54] Justin Stoddart: Is there, is there anything else when we’re talking about brand and really creating. Um, a brand that, that attracts the right teammates and the right clients. Is there anything else that you wanna share as we wrap up here, Tia?

[00:20:01] Tia Lilly: Um, well, I think a, a lot of it for col, um, for attracting the right clients is, first of all, you have to be in front of ’em. So we’re talking about people we don’t know, right? So build trust, build awareness. Um, we do a lot of that through, um, like we have a magazine that goes out to all the waterfront.

[00:20:22] Tia Lilly: People in certain areas that talk about different real estate tips and different, you know, different attributes. So things like that. But, um, it’s, um, attracting, like what I’ve learned and I’m still learning is attracting the right agents. That, that’s, you gotta really know what you want. You have to know what you want basically in both.

[00:20:39] Tia Lilly: You really have to sit down and have a, a figure out what it is, what kind of client you want, and what is the agent look like that works for you.

[00:20:47] Justin Stoddart: Again,

[00:20:48] Tia Lilly: back to that. It works with you, I should say. Yeah, yeah, yeah.

[00:20:51] Justin Stoddart: Really goes back to what, what, what we talked about at the beginning, right? Which is once you’re really clear on.

[00:20:56] Justin Stoddart: Who you want to serve, everything else. ’cause everything else gets a lot easier, right? Yeah, right. Exactly. Your messaging, your marketing, your mm-hmm. Like all of that. You can run through the filter of does this serve this client that I wanna be in business with?

[00:21:08] Tia Lilly: Yeah. It’s so basic, but I think, like for me, it was missed for a while.

[00:21:12] Tia Lilly: Then you go back to basics to look at the client always was, well that part was there, but, um, and then how to be in front of them. But yeah, it’s, it’s so simple that it’s, I don’t know. It can be complicated. Yeah. But yet so simple. If that makes sense.

[00:21:27] Justin Stoddart: Yeah. We overcomplicate. Yeah, we

[00:21:28] Tia Lilly: overcomplicate. I overcomplicate.

[00:21:30] Tia Lilly: Yeah.

Thinking Bigger: Coaching, Meditation, Space to Think

[00:21:31] Justin Stoddart: Um, okay, final, final question. Uh, Tia you, you, you’re a big thinker. You’re doing some great things on the cape and, uh, really teaching us a lot about branding. Tell me what is it that, that Tia Lilly does to continue to be, uh, a big thinker, to continue to expand your possibilities and the ways that you grow your business and yourself?

[00:21:47] Justin Stoddart: What does that look like for you?

[00:21:48] Tia Lilly: Um, comes in a few different, few different looks, but, uh, I think like a basics. I think I hear a lot like coaching, definitely coaching advisors. Um, a big part for me is meditation. I, I meditate. I can’t start my day without meditation and, um, I meditate every day. I am actually trying to meditate twice a day.

[00:22:09] Tia Lilly: Um, I find it is amazing what it does it, I don’t know why, how it just helps you to. Be better in so many ways. So, um, I read a lot and then process, I sit with myself for, for. I try to designate in my Daytimer to sit with myself for a couple hours a week. Just sit there, just process and think. Um, the other thing is fitness.

[00:22:36] Tia Lilly: I’m into fitness for some reason. That release, it helps you to just. Think, think bigger and I think a part of it, I love the think bigger ’cause it, it’s in so many forms, but I think the bottom line when you’re thinking bigger, at least for me and what I had to overcome was to just really believe in yourself when you’re thinking bigger, I think we can all think big, but applying is a whole nother thing.

[00:22:59] Tia Lilly: Then we start listening to the people around us sometimes and it can kind of squash what you’re thinking about if you let it. And that’s the part. Believe in yourself, think bigger. You can do anything. We set our minds to, if I can do this, anybody can do anything, honestly. So

Wrap-Up: Make Space, Get Answers, Think Bigger

[00:23:18] Justin Stoddart: I, I’m confident that you probably got to that point number one because you’ve had a lot of success, number one, but number two, you actually spent the time to create, um, space to think.

[00:23:29] Justin Stoddart: I think of all the, the things that I’ve learned, I, I would have to agree with you that. In today’s world where we’re jumping from email to text, to social media to to voicemail, it’s just this constant hamster wheel. And when we actually block out time to turn it off, sit down with a pen and paper, journal things out, talk through, think through.

[00:23:50] Justin Stoddart: What is it that I’m facing? What is it that I’m trying to accomplish? What, what’s in the way? How can I resolve that? We start to realize that we actually have answers to the, to the questions that we have.

[00:24:00] Tia Lilly: Yeah.

[00:24:01] Justin Stoddart: And we’re able to do a lot further faster, so I love your example on that. I would, I would invite everybody who’s listening here today to do what Tia is doing, not only in branding, but also in carving time out every week.

[00:24:11] Justin Stoddart: Right. One to two hours every week to just sit and be with yourself and, and, and, and journal and, and write and, um, think through the issues at hand and how you can improve yourself and your service to your clients. And, uh, lo and behold, answers will come right. Answers will come.

[00:24:25] Tia Lilly: They do, they always do.

[00:24:27] Tia Lilly: There’s this, there’s a solution to every problem, I guess. Yeah. Yeah.

[00:24:32] Justin Stoddart: It’s been such a pleasure to have you on the show today. I wanna thank you for, for tuning in and, uh, helping contribute to, to this concept of. Of, if, if we don’t have the ideal teammates or the ideal clients, there’s something that we can do about it, right?

[00:24:45] Justin Stoddart: Mm-hmm. We can really change absolutely the way that our brand shows up, uh, to, to attract those people into our lives. So, um, I appreciate it very much. Thank you again.

[00:24:53] Tia Lilly: Thank you so much for having me, Justin. Oh, it’s, it’s an honor.

[00:24:56] Justin Stoddart: My pleasure. And to everybody listening here today, the final request is this.

[00:25:00] Justin Stoddart: Go think bigger. Thanks again for helping us do that, Tia.

[00:25:03] Tia Lilly: Thank you so much.

[00:25:07] Justin Stoddart: You found value in anything that you heard here today. Do me a favor and just take a quick screenshot of this episode. Tag me in it on social media that will give you the heads up to create more content like this in future episodes.

[00:25:19] Justin Stoddart: Also, if you are wanting to build your wealth advisory team in less than 30 days, that gives you two to four professional referrals every month, go to pro insight.com and or you can reach out to.