The Familiar Stranger

Sound familiar?

How The Familiar Stranger answers the Conversation questions.

• In the last month, how many real 30-minute conversations did you have with people in your sphere that were not about a live deal?

  “None. Who has the time?”

• The pros around your transactions (the lender, the inspector, the attorney, the other side of the deal): how well do you know what they are building?

  “I mostly know their phone numbers.”

• If you invited a local pro you admire to a recorded 30-minute conversation, what would happen?

  “I cannot picture who I would ask.”

The pillar to work on: Conversation

Deals are episodic. Conversations are the rhythm between deals, and they are where the next deal quietly starts.

Questions

What is The Familiar Stranger on the Local Authority Score?

People know your name. They never hear your voice.

What is the blind spot of The Familiar Stranger?

You appear at transaction time and disappear between deals, so someone warmer is always one conversation ahead of you.

How do I stop being The Familiar Stranger?

Book two coffees that are not about a deal, this month. Notice how different they feel. That difference is a show. Conversation: Deals are episodic. Conversations are the rhythm between deals, and they are where the next deal quietly starts.

What are the five Local Authority types?

The Solo Closer (You close deals. Alone); The Best-Kept Secret (Great at the work. Invisible in the market); The Familiar Stranger (People know your name. They never hear your voice); The One-and-Done (Loved at closing. Forgotten by renewal); The Local Authority (Your town already trusts you. You are one show away from it compounding).

How is the Local Authority Score worked out?

Twelve questions, three for each of the four pillars (Sphere, Visibility, Conversation, Follow-Through). Each pillar is scored out of 25, for a total out of 100. Below 80, your type is named after your weakest pillar. At 80 or above, you are The Local Authority.

The other types

• The Solo Closer

  You close deals. Alone.

• The Best-Kept Secret

  Great at the work. Invisible in the market.

• The One-and-Done

  Loved at closing. Forgotten by renewal.

• The Local Authority

  Your town already trusts you. You are one show away from it compounding.