Hi, I’m Chris Kopf, a Coldwell Banker real estate agent—and just like you, I know the importance of consistently attracting the right clients. After more than a decade in the top 1% of Coldwell Banker agents nationwide, I’ve developed a simple three-step system to help you connect with your dream clients and scale your business with purpose.
Let’s break it down.
Step 1: Align and Connect with Your Dream Clients
Before you can attract your dream clients, you need to know who they are. This means getting clear on your ideal buyer or seller, understanding their goals, and creating content that speaks directly to them.
Once you’re aligned, the next step is to build a list of these people—your sphere of influence, your local audience, and potential leads. The goal is to make consistent, valuable contact with them through targeted messaging.
Think of your market report and newsletter as key tools here. These are not generic updates—they’re niche-specific communications that answer the #1 question on every client’s mind:
“How’s the real estate market in [your local area]?”
Done right, your newsletter and market reports become must-read content that positions you as the go-to expert in your community.
Step 2: Deliver and Nurture Value—Consistently
Here’s a true story from my business: I once received an email from a couple who had heard about my monthly newsletter and market report through a friend. They weren’t my clients—they were actually in the middle of buying a condo with someone else—but they asked to be added to my list anyway.
Three years later, that same couple reached out again. They had been receiving my emails all that time, and now that they were ready to sell, they wanted me to list their property. The condo sold for over asking price, and they were thrilled. That single connection led to more referrals—and ultimately over $3 million in sales volume.
The lesson? When you deliver consistent value—especially through a quality newsletter and market report—you stay top-of-mind, and you WIN the listing over your competition…even over agents they have used in the past. People remember you when it counts.
Step 3: Scale Through “One-to-Many” Marketing
Want to really move the needle? Start thinking about scale. And that means “one-to-many” marketing systems that extend your reach beyond one-on-one conversations.
Here’s how:
Identify the luminaries and influencers in your local market—the people who already have the trust and attention of your ideal clients.
These could include:
- Executive directors of nonprofits
- HOA presidents
- Golf club managers or head pros
- Local business owners
- Builders, interior designers, or architects
- Well-connected service providers
Once you’ve identified these influencers, look for ways to collaborate. For example, you might:
- Interview them about their work or upcoming events
- Promote a nonprofit fundraiser in your newsletter
- Share behind-the-scenes photos of their business or community events
This creates a win-win: they gain exposure, and you gain credibility by association. Their audience starts to see you as part of their trusted circle—which naturally expands your own network.
The Hidden Secret of This Strategy
Not only are you getting exposure to other people’s lists of your dream clients, you are also getting to create a connection with the luminaries themselves. Those luminaries and influencers appreciate you helping them, and when the time comes for them to buy or sell they also become clients. Almost every single luminary influencer of my community that I’ve interviewed has later become a client…and that is even more powerful when those luminaries refer me to their friends & family as well. The point I’m trying to drive home, is that this strategy is a marketing multiplier. The effort and time pays off because you do it once and reach the masses through one-to-many marketing, and that is the magic of consistent lead generation that brings clients to you.
Your Action Steps for Today:
- Define your dream client – Who are they? What are they looking for?
- Create a niche market report and newsletter – Provide answers to the key question: “How’s the market in [your area]?”
- Identify 3-5 local influencers – Reach out with a collaborative idea, like an interview or feature.
- Deliver valuable, lifestyle-based content – Showcase the stories, amenities, and experiences that make your community special.
In the next post, I’ll walk you through the key components of a high-converting market report and newsletter—and how to make yours stand out from the crowd.
Until then, keep serving with value and stay aligned with your purpose. You’ve got this!
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Chris Kopf
Top 1% Coldwell Banker Agent