Our natural tendency when we want to grow our business is to start thinking about EXPANDING out into other areas.
Mistakenly thinking that fishing in a bigger pond will mean we have a better chance of catching some fish.
The real key...and it seems contrarian -- is to INTESIFY your efforts in a single market.
When we EXPAND, we start having to make up words to describe our area -- Northern California, Greater Los Angeles etc. -- because we don't want to leave anybody out.
When we INTENSIFY, we start narrowing our focus, and as a result we find better quality prospects.
Someone who has already narrowed their home search down to, say, Santa Monica...is a better prospect than someone who is still at 30,000 feet considering ALL of Los Angeles.
PLUS, you're intenisfied focus will attract MORE people even though their may be information about Santa Monica on a Los Angeles website...they're going to have to SEARCH for it.
Imagine going in to a Super Market with the intention of buying Chocolate Cake.
In one scenario, you go in the front door and you look up at the aisles...and every aisle is labeled FOOD.
Chocolate cake IS food, so it will be in ONE of those aisles, but you'll have to look down every one until you stumble on it.
In a second scenario...all the aisles are labeled food except for one which is labeled CHOCOLATE CAKE!
Where will you head?
Straight to the aisle that has EXACTLY what you're looking for.
It's the same way when people are looking for homes.
Narrow your focus.
You'll see.