Principles for Building a Successful Brand and Database

To profit in real estate you must attract the right opportunities and do the right things. 

Too many investors put all their focus on how to do deals … but they neglect the HOW of attracting people and opportunities. 

Business has proven principles for building a brand people like and trust … and for building a database full of the active and prospective sources of deals, capital, and services you need to succeed. 

Today, we’re visiting with a world-class marketing genius to discuss how to build a profitable brand and network. 

In this episode of The Real Estate Guys™ show, hear from:

  • Your successful host, Robert Helms
  • His unprincipled co-host, Russell Gray
  • Marketing legend, Kyle Wilson





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Building your brand and your network

Why is it that some real estate investors are so much more successful than others? It boils down to habits of success. 

The good news is that these are learnable skills … and we’ve got a great guest who is going to share some awesome ideas about how YOU can connect the dots to get your message out there. 

How do you market? How do you brand? How do you build a reputation? How do you work through other people?

Where a lot of real estate investors fail is they think success is about the transaction. They think it’s about the numbers. They think it’s about due diligence. 

Those things are important, but in any business, none of that matters if you aren’t building your brand and building your network. 

How people know you … how they think about you … how they feel about you … determines whether or not they move closer to your circle and bring you opportunities. 

Those relationships are the key to having a great business … which we know is just as true for real estate investing as it is for any other venture. 

Tactics vs. principles

Our guest today has an amazing background. He’s probably the best-known guy in the personal development world that you’ve never heard of. 

Kyle Wilson has more than 10 number one Amazon bestseller books and has been business partners with the legendary Jim Rohn for … but before that he owned a service station in Vernon, Texas. 

“I grew up in a small town, never went to college, and eventually owned this service station, but at age 26 I moved to Dallas looking for a new opportunity,” Kyle says. 

Kyle went to a seminar and ended up working for the speaker selling tickets to events. He then struck out on his own hosting events, which is how he met Jim Rohn. In 1993, they went into business together. 

The key is that Kyle was marketing before there were modern marketing tools … like the internet. 

Today, people think that marketing means they have to be online … but marketing principles have been constant for decades. 

For example, what’s easier … a referral or a cold call? Obviously, a referral is better. 

Kyle says he thinks of marketing as a wheel … you’re the hub, and each spoke is one of your different products or services. You want to get people on the wheel and take them around. 

It’s the mentality of hunting versus farming. You can try to hunt people down for a one-time opportunity, or you can try to grow and nurture lasting relationships for many opportunities in the future. 

The first big principle is having a great product. Second is having great service. Third, is being consistent and relational over a period of time. 

“People confuse tactics with principles, and so they put all their money and effort into tactics and ignore the principle side. But if you have a great product and great service and connect with people over and over, you’re going to watch your business compound,” Kyle says. 

In real estate, people who churn through clients aren’t really interested in taking care of people long term … but if you are watching masterful agents, they keep in touch and do so much better. 

Strategies for success

One strategy anyone can use is to create platforms where you can make connections … things like podcasts, seminars, email lists, and more. 

“I think the way you take responsibility for your own business is that once you get a customer, you want to keep them, and you want to communicate with them,” Kyle says. 

Remember, it takes people time to engage. 

We have people show up at our own events who just found our podcast two weeks ago … and we have people who have been listening for eight years and just decided to take the plunge. 

You want to get those people on your platform. Get them on your list so you can talk with them and interact with them. What you communicate to them is the biggest thing in your control. 

“My ultimate goal is to get someone’s contact information so I can follow up. If you lose track of people, that’s throwing money away,” Kyle says. 

There are certain things on your “marketing wheel” that are designed to bring people to you. 

That could be a newsletter. It could be that you send out cool articles from other people. It could be a podcast like ours, or it could be that you’re doing a YouTube video once a week. 

Whatever it is, you’re sharing something. 

You don’t have to share with the mind to sell a specific product. Instead, simply think about creating value for these people. 

Once you have built an audience and are sharing with that audience, then you can periodically give them the opportunity to say yes to something … but you’re not having to constantly sell. 

If you build an audience, then you can attract talented thought leaders. They need an audience to talk to … and they might want to do business with you. 

For more on principles that build a successful brand and database … listen to the full episode!

More From The Real Estate Guys™…

The Real Estate Guys™ radio show and podcast provides real estate investing news, education, training, and resources to help real estate investors succeed.

Love the show?  Tell the world!  When you promote the show, you help us attract more great guests for your listening pleasure!

Podcast: Principles for Building a Successful Brand and Database

Profiting from real estate investing is the result of attracting the right opportunities and doing the right things. Many investors focus on how to do deals but neglect the how of attracting people and opportunities.

In any business, real estate investing or otherwise, there are proven principles for building a brand people like and trust … and a database full of active and prospective sources of deals, capital, and services necessary to succeed at a high level.

In this episode, we visit with world-class marketing genius Kyle Wilson to discuss how to build a profitable brand and network.

More From The Real Estate Guys™…

The Real Estate Guys™ radio show and podcast provides real estate investing news, education, training, and resources to help real estate investors succeed.

Love the show?  Tell the world!  When you promote the show, you help us attract more great guests for your listening pleasure!

The Passing of a Legend

On Saturday, December 5th, the world lost a treasure. My friend and mentor Mr. Jim Rohn passed away after a prolonged battle with Pulmonary Fibrosis.  He was surrounded by his family and very close friends, as he often was in life.

Mr. Rohn was a successful businessman and dedicated father.  From humble beginnings as an “Idaho farm boy”, he went on to share his experiences and philosophies to empower people to find more success and fulfillment in their lives.

I was first introduced to Jim Rohn’s teachings in 1994, and had a chance to attend a live 2-Day seminar shortly after that. I have been a devout student ever since. Not a day goes by, nor will it, that I don’t think of Mr. Rohn.  His words have inspired me since the first time I heard him speak, and his simple ways of bringing clarity to difficult topics was unparalleled.

Mr. Rohn was very much in the public eye.  For more than 45 years he spoke with audiences small and large throughout the world.  Over 6 million people heard his words at live events and many more than that through his vast audio and video library.

Personally, Mr. Rohn led a very private life.  He never bought into the “fame” that his work created.  Instead, he was a humble servant who quietly “walked his talk”.  My friend and business partner Pol vahRhee and I had the opportunity to run the sound at many of Jim’s larger events over the years, and we were fortunate to have a chance to spend time with Mr. Rohn “backstage”.  He was a guest on the radio show multiple times.  While I often had a chance to share a few words with Jim, on three occasions I had the honor of sitting with him one on one, just the two of us.  Those are moments I will never forget.

I’m sure that news of Jim’s passing has many people thinking about the ways he influenced them, and thinking about some of their favorite Jim Rohn quotes.  Here are a few of my personal favorites:

“You cannot change your destination overnight, but you can change your direction overnight.”

“You don’t get paid for the hour.  You get paid for the value you bring to the hour.”

“The book you don’t read can’t help.”

“The few who do are the envy of the many who only watch.”

“You can change all things for the better, when you change yourself for the better.”

“Always do more than you are paid to do as an investment in your future.”

“We can have more than we’ve got because we can become more than we are.”

In 2005 as Russell Gray and I completed our manuscript for our book Equity Happens – Building Lifelong Wealth

The Legendary Jim Rohn with Robert and Russ

The Legendary Jim Rohn with Robert and Russ

with Real Estate, I offered a draft copy to Mr. Rohn and he graciously agreed to provide an endorsement of the book.  Jim often said, “It’s wonderful when your name appears in someone’s testimonial”, and after years of endorsing his work, I was blessed to have Mr. Rohn endorse mine.

It is because of Jim’s close friend and business partner Kyle Wilson that I had the amazing opportunity to get to know Mr. Rohn, and for that I am forever grateful.  Last year, as Jim was doing his best to deal with his challenging health situation, Kyle spearheaded a project to create a video tribute to surprise Jim and share with the world the effect his work has had.  A few dozen of us were invited to come film a story or reflection for a few minutes, then take an extra couple of minutes to look into the camera and address Jim personally.  With the support of Stuart Johnson at Video Plus, Kyle oversaw the painstaking process of editing all of that material into about 3 hours which he put on DVD and sent to Jim.  You can see a short sample of that video at   Needless to say, Jim was touched by the gesture and moved hearing directly how his work positively affected so many people.

When we lose someone important in our lives, we rarely get the chance to share with them just how much they mean to us.  Thanks to Kyle, a few of us got that chance.  What an amazing gift…to Jim, and to us.

Jim often spoke about the ripple effect, and that you never know how many people you can influence by sharing meaningful words.  As I browse the various forums where people are paying tribute to Mr. Rohn, I am in awe of the number of people that have had their lives improved by his teachings.  So many of these folks never saw Jim in person, but have come to know him through his recordings.  Fortunately, many of Jim’s seminars are forever preserved for future generations.

I know my life will never be the same thanks to Mr. Rohn.  He was an extraordinary man with a profound ability to bring out the best in people.  Thank you, Jim; it is a gift I will continue to pay forward for the rest of my days.

Robert Helms
December 7, 2009

Let others lead small lives, but not you.
Let others argue over small things, but not you.
Let others cry over small hurts, but not you.
Let others leave their future in someone else’s hands, but not you.

– Jim Rohn