Building A Real Estate Brand? Ask These 6 Questions

Real estate branding is stuck in a loop: the same taglines, the same postcards, the same promises. It’s not just boring... it’s bad for business.
If you want to build a brand that actually works, you have to ask better questions. The better questions you ask, the better results you'll get.
For Brian Boero, co-founder of Thousand Watt and former president of Inman, this lack of differentiation is the industry’s Achilles' heel.
“Real estate is a look-around business,” he told PropertyRadar. “Practitioners look at what others are doing instead of looking inward.”
But standing out in a crowded market requires more than imitation — it requires intention, focus, and a deep understanding of your audience.
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With over 28 years of experience in real estate tech, media, and marketing, Brian has seen it all: the success stories of agents who build authentic brands and the pitfalls of those who fade into obscurity.
Having helped shape the branding strategies of top companies across the real estate ecosystem, Brian knows what works — and what doesn’t.
PropertyRadar CEO Mark Hockridge recently sat down with Brian, and in their conversation, they highlighted six questions every real estate professional needs to ask when creating a lasting, memorable brand:
- #1: What Does Your Brand Stand For?
- #2: Who Are You Targeting?
- #3: What Makes You Different?
- #4: What Emotional Needs Are You Addressing?
- #5: How Can You Make Your Message Stand Out?
- #6: Are You Thinking Strategically About Your Brand’s Future?
#1: What Does Your Brand Stand For?
Branding isn’t just about having a flashy logo or a clever tagline. It’s about the story your brand tells and the emotions it evokes when people hear your name.
“A brand is really a unit of meaning inside the mind of your audience,” Brian said. “You’re either creating meaning, or you’re not.”
The problem is, many agents fall into the trap of using vague, generic messaging. Slogans like “Your trusted local agent” or “We’re number one!” sound nice, but don’t actually set you apart.
It's like when three coffee shops on the same street have a neon sign outside their window that says "World's Best Coffee Sold Here!" If everyone is "the best" or "#1", then nobody actually is.
To stand out, you need to get clear about what your brand represents.
Pinpoint Your Value to Clients
This starts with understanding the unique value you bring to the clients you’re best equipped to serve.
Are you the agent first-time buyers turn to when they’re overwhelmed by the daunting process of purchasing their first home?
Buying a home for the first time is one of the most significant financial and emotional milestones in a person’s life, and it often comes with a ton of anxiety and uncertainty.
Do you position yourself as the trusted guide who simplifies this complex journey? Perhaps you excel at breaking down industry jargon into relatable terms, patiently answering questions about mortgages, inspections, and contracts, and helping these buyers feel confident every step of the way.
If you specialize in this area, your brand might focus on education, reassurance, and being a calm and approachable partner in what can otherwise feel like an intimidating process.
Or...
Perhaps you're the go-to expert for high-end luxury properties, catering to affluent clients with refined tastes and specific demands?
Luxury buyers expect more than just someone to facilitate a transaction — they’re looking for an agent who understands the art of negotiation, confidentiality, and discretion.
Do you offer tailored expertise in navigating the unique needs of this market, from identifying off-market properties to curating a personalized buying experience?
This could mean leveraging exclusive networks, providing in-depth market analyses, or delivering concierge-level service that anticipates their needs before they even express them.
We’ll explore your target audience further in question #2.
Think About Core Values
Next, take a closer look at your core values.
By "core values," we mean those foundational principles that guide how you operate and interact with clients.
Are you known for being exceptionally detail-oriented? Maybe your clients trust you because you never let anything slip through the cracks, from reviewing contracts with a fine-tooth comb to ensuring every staging detail is perfect for showings.
You can make this careful approach a key part of your brand, so potential clients know you’ll take good care of every part of their real estate experience.
Or perhaps you’re deeply rooted in your community. Do people see you as more than just a real estate agent — a true local expert and advocate?
Maybe you sponsor neighborhood events, volunteer with local organizations, or can name every nearby coffee shop, school district, and park without hesitation.
This kind of connection builds trust and makes you relatable, showing that you really care about the people and neighborhoods you work with.
Your brand can highlight how your local knowledge helps clients find not just a house, but a real home in the right community.
Alternatively, are you known for being ahead of the curve with innovative marketing strategies? Do you consistently find creative ways to attract buyers or market properties, from leveraging cutting-edge technology like virtual tours and AI-driven analytics to crafting compelling social media campaigns that make listings go viral?
Being a forward-thinking agent can make you stand out in an industry that often clings to traditional methods.
Your brand might showcase your ability to deliver results by staying on the cutting edge and giving clients a competitive advantage.
Define Your Promise to Clients
Lastly, take the time to define your unique promise to clients — the specific value you bring to the table that no one else can replicate.
A clear, strong promise shows clients that you understand their needs and know how to meet them. It sets the stage for their experience with you and builds trust by creating expectations you can deliver every time.
For example, if you specialize in helping retirees downsize, your promise might center on making what can be an emotional and overwhelming process as stress-free as possible.
Downsizing often means sorting through years of memories, making big financial decisions, and adjusting to a new way of living.
Your brand can focus on offering caring support, helping clients find reliable moving services, and giving personalized advice to find a smaller home that still feels like their sanctuary.
This approach shows you’re more than just an agent — you’re a partner who truly understands the emotional challenges of this transition.
Alternatively, if you work with real estate investors, your promise might focus on delivering hyperlocal insights that give them a competitive edge.
Investors need solid data and expert advice to make quick decisions. Your ability to spot up-and-coming neighborhoods, find off-market deals, or break down market trends could set you apart.
Your brand can focus on providing clear, actionable insights that help clients boost their profits while keeping risks low.
“If you’re not deliberate about the meaning you want to convey, your brand becomes meaningless,” Brian said.
That’s why clarity is so important — your brand message needs to be simple, compelling, and specific enough to stick with people.
Pledging to be “the best” or “the number one agent” doesn’t resonate because it lacks specificity and proof.
Your unique promise should be clear and easy for clients to understand right away, while still being memorable enough to leave a lasting impression.
Ask Clients For Feedback
To start defining your brand, one of the most valuable steps you can take is gathering feedback from your clients.
Reach out to both past and current clients and ask them for their honest perspectives on your strengths and what sets you apart.
What words or phrases come to mind when they think of you? What aspects of your service left a lasting impression?
This feedback is gold. It not only reveals how you’re currently perceived but also provides the foundation for refining and sharpening your brand message.
Once you’ve gathered this insight, use it to clarify what makes you unique and craft a personal mission statement.
This mission statement should be a concise, compelling one-liner that shows what you do and who you do it for.
For instance, if your focus is on first-time homebuyers, your mission might read, “I help young families in [city] find their first dream home while navigating the challenges of today’s market.”
This statement doesn’t just outline your role — it speaks directly to the needs and aspirations of your ideal clients, helping them immediately understand the value you offer.
#2: Who Are You Targeting?
One of the biggest mistakes in real estate branding is trying to appeal to everyone.
This might feel easier, but it will water down your message and make it harder to connect with the clients who really need you.
“The impulse is to cast a wide net, but focus isn’t sabotage — it’s how you stand out,” Brian said.
Here are a few example client types to help you think about how you may be able to niche down:
- Helping Retirees Downsize: Downsizing can be a big step for retirees, often involving emotional and practical challenges like sorting through years of belongings and adjusting to a new lifestyle. You can make the process easier by offering support every step of the way.
This might include connecting them with trusted moving services, helping them get the best value for their current home, or finding a smaller, comfortable space that still feels like home. By showing you understand their unique needs, you’ll stand out as a caring and reliable guide during this life transition. - Guiding Young Families to Their First Home: Buying a first home is a huge milestone, but it can also feel overwhelming. Young families are often juggling tight budgets, learning about mortgages, and figuring out how to plan for the future.
You can focus on helping them find homes in family-friendly neighborhoods, properties with space to grow, or places close to good schools and parks. By simplifying the process, answering questions in plain terms, and being patient and supportive, you’ll earn their trust and become their go-to agent for such an important decision. - Helping Absentee Owners Take Care of Their Properties: Absentee owners are people who own rental or investment homes but don’t live nearby. Managing a property from far away can be tricky, since there are repairs to handle, tenants to communicate with, and local rules to follow.
If you focus on helping absentee owners, you can be their trusted local helper. You’d keep them updated on what’s going on, arrange for repairs when needed, and give advice on how to get the best rental income.
You can also help them decide the right time to sell or refinance. By making property ownership easier and less stressful for absentee owners, you become someone they can rely on no matter where they live.
(FYI, PropertyRadar has tons of pre-built audiences you can use to generate leads in minutes - check out our quick list library to see which niche resonates with you!)
Every group has its own unique needs, and when you tailor your services to match those, you become the expert they trust.
“The more focused you are, the stronger your message resonates with the people you’re best suited to serve.” This clarity not only helps you attract the right clients but also makes your marketing efforts more effective.
How PropertyRadar Finds Your Ideal Client
Finding and connecting with the right clients is how you stand out in today’s competitive real estate market, and PropertyRadar makes it easier than ever.
Start by taking a closer look at your past successes.
Think about the neighborhoods where you’ve done well, the property types you’ve handled best, or the kinds of clients — like retirees or first-time buyers — who naturally seem drawn to you. These patterns can reveal your niche and give you a clearer direction for your marketing efforts.
Next, get specific about who your ideal client is. What’s their age? What do they do for a living? What kind of lifestyle do they have, and what goals are they trying to achieve?
For example, if you’re focusing on first-time buyers, your ideal clients might be young professionals in their late 20s or early 30s, working in fields like tech or education. They probably want a guide to help them navigate financing and find homes close to work or social hotspots.
This is where PropertyRadar really shines. It goes beyond your memory or intuition by giving you all the data you need to build your perfect lead list.
With over 250 filters, you can fine-tune your search to find exactly the right audience. Whether it’s homeowners who are likely to sell soon, absentee property owners, or families looking to upgrade, PropertyRadar helps you build custom target lists that match your strengths.
And once you’ve identified your ideal clients, connecting with them is a breeze. PropertyRadar lets you send emails, postcards, and even run calling/texting campaigns — all within the platform.
Plus, with built-in reporting, you'll get real-time feedback on your campaigns so you can see what’s working and tweak your approach as needed.
With PropertyRadar, you’re not just guessing who your best clients might be — you’re pinpointing exactly who you want to reach, and using targeted outbound channels to reach them in the right way. It’s a better * way to promote yourself and build strong relationships with the people who really need your help.
*By "better" we mean - you won't waste hundreds of hours shooting, editing, and uploading videos to social media while sitting and wondering why you're not getting any of the right kind of leads...
#3: What Makes You Different?
In today’s crowded real estate market, standing out from the crowd isn’t just a bonus — it’s a must.
With so many agents out there, clients want to know what makes you the right choice. That’s where Brian’s “First, Best, Only” exercise helps.
It’s an easy way to discover what really sets you apart and how to share that with potential clients.
Why Being First Builds Trust and Expertise
Being the first to try something new in your market isn’t just about getting the spotlight — it shows you’re willing to think ahead and set trends instead of just following them.
But there’s a bigger benefit: when you take the lead, you’re the one who figures things out firsthand. You learn what works, what hiccups to expect, and how to make your service better with each test run.
That experience really adds up.
Clients notice when you’ve put in the work to perfect your approach, and it makes them trust you more — because you’ve already handled challenges others haven’t even run into yet.
Let’s say you were the first in your area to offer virtual home tours for buyers living overseas. Not only did you give your clients an option that didn’t exist before, but you probably worked out all the little details so the experience runs smoothly.
Now, while others are still trying to catch up, you’ve already built the expertise and a system that puts your clients at ease, knowing they’re in good hands.
Proving "You're the Best" by Letting Your Results Speak
When it comes to showing you’re the best at what you do, it’s not enough to just say it — people want to see it in action.
Being “the best” really means you consistently get results that others can’t.
Maybe you’re the person who always negotiates great deals and saves clients money, or you’re the one who responds right away and makes the whole process a lot less stressful.
What really makes you stand out isn’t just claiming you’re great — it’s the real-life stories that prove it.
For example, you could share how you helped a first-time homebuyer who was super nervous feel confident and supported every step of the way, or how you found the perfect home for someone on a tight budget.
Stories like these help people imagine working with you and understand exactly how you’ll help them.
In the end, the most convincing way to show you’re the best is by letting your successes and the experiences of your happy clients speak for themselves. It’s about backing up your words with solid examples that make your strengths easy to see and trust.
Your Unique "Only": The Signature Touch That Sets You Apart
The thing that really sets you apart — the “only” that’s totally yours — is that special touch no one else in your area can offer.
It might be a unique service you dreamed up, a tool you built, or a super-personal way you take care of your clients that just isn’t on anyone else’s radar.
But here's what matters most: your difference should actually make things easier, faster, or better for the people you serve.
Think about how your one-of-a-kind approach makes your clients’ lives simpler or less stressful. Maybe you go out of your way to create detailed, custom neighborhood guides, so buyers save tons of time researching and can feel confident about picking the right spot.
Or maybe you promise to answer sellers’ questions within a set time — so they always feel informed and never left wondering what’s going on.
This is your signature advantage — the thing people will remember you for and tell their friends about. It’s not just standing out for the sake of being different, but for making a real difference in your clients’ experience.
That’s what makes them want to work with you, because they know they just won’t get the same personal touch anywhere else.
Back Up Your Claims with Real Proof
But here’s the thing: don’t just throw around big claims like “We’re number one” without backing them up. Clients want to believe you, sure, but they really need reasons to trust you.
That’s why sharing real testimonials, showing your results, or telling success stories is so important. And it’s not enough to just say “My clients love me.”
Think about collecting video testimonials where clients talk about how you helped them, or creating case studies that outline the challenges and how you solved them.
Even sharing numbers — like how many homes you’ve sold above asking price or how quickly you close deals compared to the average — can make a big difference. These kinds of proof turn your claims into trust and build confidence that you’re the right choice.
So, when you think about what makes you different, really explore what you’ve pioneered, what you’re genuinely great at, and what unique things you offer that no one else does.
And then back all that up with stories and evidence.
Plus, if you include social proof and real stats in your outbound marketing (emails, postcards, texts, etc) it will make them much more effective at communicating just how much value you bring to the table.
#4: What Emotional Needs Are You Addressing?
Real estate decisions aren’t just about numbers or square footage, they’re deeply personal.
As Brian says, “You need to understand what’s going on inside your client’s mind and heart.”
For many, especially millennials, buying a home is about freedom and identity, not just building wealth. It’s the chance to paint the walls purple, host friends late at night, and truly make a space their own.
To really connect with your clients, you have to tap into those feelings.
For some, a home means stability and a safe place to raise a family. For others, it’s a way to express who they are through design and décor.
But buying a home can also bring worries — like making the wrong choice or overpaying — which means your role as a reassuring guide is just as important as your role as an agent.
Brian recommends asking simple “why” questions during conversations, like “Why is this home important to you?” or “What would make you feel comfortable with this decision?”
These help you get to the heart of what your clients really want and need. Sharing real stories can also make a big impact — maybe about a client who found the perfect backyard for their kids or another who landed a kitchen ideal for family dinners. Those kinds of stories help people imagine what working with you would feel like.
When you talk about homes in your marketing, ditch the generic phrases like “Find your dream home.”
Instead, say things like “A space to call your own” or “The freedom to live life your way.”
Tailor your support too — whether it’s extra hand-holding for first-time buyers or personalized advice for downsizers feeling overwhelmed.
And always acknowledge their fears, like worries about price, and counter them with your market knowledge and expertise.
When you connect with clients on this emotional level, it’s no longer just a transaction — it’s a relationship.
You build trust, create loyalty, and make the whole experience memorable.
As Brian reminds us, “It’s not just about selling houses — it’s about understanding what those houses mean to the people who live in them.”
That’s how you stand out and become more than just an agent — you become a true partner in their journey.
#5: How Can You Make Your Message Stand Out?
Capturing your audience’s attention in today’s fast-paced world can be a real challenge. That’s where the concept of a “pattern interrupt” comes in.
Simply put, a pattern interrupt is something unexpected or different that makes people stop and take notice of your message.
“In a world where most marketing looks the same, pattern interruption is what makes people stop and notice,” Brian said.
But this doesn’t mean you need to be flashy or over-the-top just to get attention. The key is to create something authentic and memorable — something that feels fresh but also true to who you are.
Your pattern interrupt could take many forms. Maybe it’s a bold design that stands out in the mailbox, a postcard that uses humor to make people smile, or a heartfelt video that tells a real story about how you helped a client.
The important part is that your marketing feels unique and personal because people connect with what feels human.
At the same time, it’s crucial to avoid vague or generic claims that don’t hold much weight.
Saying you’re the “best” or “number one” won’t convince people unless you back it up.
Brian reminds us, “Clients want proof, not promises.”
This means providing specifics that show why you’re different — whether that’s glowing testimonials from past clients, impressive data like quick sale times or above-asking-price deals, or concrete results that demonstrate your expertise.
When you combine a memorable pattern interrupt with clear, proven value, you create marketing that not only grabs attention but also builds trust and motivates clients to choose you.
Take a Good Look at Your Marketing Materials
Take a moment to review your marketing materials.
Are your online ads, door-knocking scripts, phone calls, direct mail pieces, and emails all telling the same story about who you are and what you stand for?
If not, it’s time to get everything in sync. Your messaging should reflect your brand’s values and expertise consistently across every channel.
Consistency is key. Once you’ve defined your brand identity, make sure every interaction — whether it’s an email or an open house flyer — reinforces that message.
Repetition isn’t just helpful; it’s how you make your brand stick in people’s minds.
From there, tailor your marketing to speak directly to your audience.
For example, retirees downsizing might appreciate stress-free moving tips, while young families could value advice on finding homes near great schools.
And don’t forget to choose channels that make sense for your target group.
Need a hand? PropertyRadar can help.
Door Knocking
Knocking on doors doesn’t have to mean wandering aimlessly. With PropertyRadar, you can approach each visit with a clear plan and a purpose.
Use the platform’s powerful search filters to build a list of homeowners who match your goals.
Whether you’re looking for long-term owners considering selling, investors with multiple properties, or people experiencing life events like probate or a recent move, you can get as specific as you need.
Filters include property type, equity range, years of ownership, occupancy status, and even location details like which side of the street they’re on.
Once your list is ready, download it and map out your route with ease.
Say goodbye to zigzagging and hello to a more efficient plan that lets you focus on real conversations.
Before knocking, preview key details about the property and owner to make your outreach personal and confident. Staying organized is simple, too.
Track visits, log results, and schedule follow-ups — all within the platform.
Online Ads
Running online ads can be an effective way to reach new customers, but it can also get costly — especially if you’re only able to target broad areas like entire zip codes.
PropertyRadar helps you narrow down your audience so that your ads go to the exact people on the list you've built.
For example, you can create lists based on details such as age range, occupation, neighborhood, equity levels, number of properties owned, property type, and years of ownership.
There are also filters to identify owners of rentals, or individuals who might have experienced recent events like a sale, move, divorce, or probate.
After building a list that matches your target audience, you can use that to serve ads across all the sites they visit on the web.
This approach keeps your advertising focused — you’re connecting your message with people most likely to be interested, instead of sending it to everyone in a large area.
Phone Marketing
Cold calling gets a whole lot easier — and feels a lot less random — when you use PropertyRadar to guide your outreach.
Instead of dialing through a long list of unknowns, you can start with a carefully targeted group of homeowners who actually fit what you’re looking for.
Maybe you want to talk to people who’ve owned their homes for years and might be thinking about downsizing, investors who are open to new opportunities, or owners with substantial equity in a certain neighborhood.
PropertyRadar’s filters help you narrow things down so your list is full of real prospects, not just names pulled from a directory.
What's more, when phone numbers are available, we include them right alongside each lead. You spend less time hunting for contact information and more time having worthwhile conversations.
Before you even pick up the phone, you can check out helpful details like years of ownership, equity levels, whether the property’s owner-occupied or rented out, and even signs of major life events.
With this approach, your conversations have a better shot at turning into genuine connections instead of just another interruption in someone’s day. You’re able to ask smarter questions, reference specifics, and keep things natural for both sides.
PropertyRadar also makes it easy to keep everything organized.
Track your calls, log your notes, and set reminders for follow-ups — all in one place — so you can stay on top of your outreach and actually build relationships, not just make calls.
Direct Mail
Sending mailers can still be a solid way to reach people, especially when you’re thoughtful about who’s getting them and what you’re saying.
Instead of sending the same flyer to everyone in a zip code, you can use PropertyRadar’s filters to build a more focused list — maybe you want to reach long-time homeowners, folks who own investment properties, or households in a certain neighborhood.
There’s flexibility to tailor your audience by property type, equity, years of ownership, and even life events like probate or a recent move.
Once you’ve narrowed your list, you can download accurate addresses and add owner names if you want a more personal touch. This helps ensure you’re mailing to people and places that are actually a fit, instead of relying on outdated or generic lists.
Personalization goes a long way. With the details available — like how long someone’s lived in their home or something distinct about their area — you can write messages that feel more relevant.
Whether it’s a handwritten note, a postcard with some personality, or a short letter sharing a tip or opportunity, these tailored touches are more likely to get your mail noticed.
Organization is part of the process, too. PropertyRadar includes options to keep track of your campaigns, set reminders for follow-ups, and make notes about responses right in the platform.
That way, you always know what you’ve sent and how people are reacting, making it easier to adjust your strategy as you go.
Email outreach only works if your messages are reaching the right people — and actually mean something to them.
Random blasts or impersonal pitches rarely get noticed. That’s where PropertyRadar can help you take a more thoughtful approach.
With filtering options, you can build focused lists based on what matters for your goals.
That could be long-term homeowners considering downsizing, investors with several properties, or people who recently moved or experienced a change like probate.
The tools allow you to zoom in on specifics, so your audience isn’t just everybody in a zip code — it’s the people most likely to be interested in what you have to say.
Once you’ve pulled your list, you can often get email addresses for your contacts.
There’s also the option to connect your list directly with email platforms, so you’re not bogged down by importing and exporting spreadsheets. This makes it simpler to set up and send your campaign.
Because you have more context about your recipients — like how long they’ve owned their home, property details, or if they’re investors — you can add relevant touches to each message.
For example, mentioning something about their neighborhood or referencing a recent change helps keep your email personal and on point, rather than generic.
Staying organized is straightforward, too. You can track who you’ve contacted, add notes, and schedule follow-ups — all within PropertyRadar.
This way, it’s easier to manage your outreach over time, learn what works, and keep the conversation going with people who respond.
Most important? By using all of online ads, direct mail, email, and phone marketing in tandem, you'll create a true multichannel hyperloclal lead generation campaign, which is the most effective type of campaign you can run!
#6: Are You Thinking Strategically About Your Brand's Future?
A lot of real estate agents get caught up chasing the next lead or trying to close a deal without stepping back to see the bigger picture.
As Brian says, “An online lead is just another client that some other agent neglected.”
Often, those leads come your way because another agent didn’t follow up or didn’t really connect — maybe they missed calls or sent generic, impersonal emails.
Long story short, other agents didn't want to put in the work. They rely on quick leads from Zillow and Realtor.com, which, at the end of the day, will leave you vulnerable if you do the same.
Instead, build a memorable brand rooted in your values and vision, put in the follow-up work other agents won't, and don't become complacent. That's what sets you up for long-term success.
A brand isn’t just a logo or tagline — it’s the trust and reputation you build over time.
When people respect your name and what you stand for, they’re more likely to come back when things slow down or recommend you to their friends. That loyalty is invaluable.
When your brand truly reflects who you are and the clients you want to serve, it feels authentic — and people notice.
Maybe honesty is key for you, so you’re always upfront about market changes. Or maybe you’re deeply connected to your community, sharing local tips that clients appreciate.
By being genuine, you naturally attract the right clients.
This means you’re not just selling a service — you’re creating lasting relationships. Keeping those connections alive with newsletters, events, or simple check-ins helps keep you top of mind.
Clients come back, and they send their friends your way.
At the end of the day, building a lasting brand is about planting roots that grow far beyond any single sale.
Tools like PropertyRadar can help you stay organized, target the right clients, and nurture those relationships — so your brand continues to grow and succeed, no matter what the market does.
“Great brands don’t happen by accident — they’re built with intention and care,” Brian said.
Ready to unlock the power of public records data and 150 million properties? Get a free PropertyRadar trial and find your next opportunity today.