Marketing isn’t magic—it’s just sales at scale. In this episode of Commercially Speaking, Bo and Timmy sit down with marketing expert Wes Gay to unpack why most commercial real estate professionals struggle to generate leads—and what to do about it.
From crafting crystal-clear messaging to playing the guide (not the hero), Wes walks brokers through a smarter, simpler way to get real results. You’ll learn:
- Why flexing on social media backfires
- How to talk so your ideal client actually listens
- The 3 things every broker should be doing to win more deals
- Why storytelling frameworks like StoryBrand can radically shift your approach
- The power of empathy in establishing authority and trust
Whether you’re a seasoned broker or just trying to get your marketing off the ground, this episode will change how you think about building your brand.
🎯 Don’t miss this masterclass in message clarity, lead generation, and CRE growth.
🎧 Listen now on Spotify and YouTube
🔗 Join Wes and Bo’s marketing cohort at wesgay.com/CS
- 📊 CRE Marketing Mastermind – wesgay.com/cs
- 🤖 Superpowers HQ – Need a CRE executive assistant? Get one here: superpowershq.com/commerciallyspeaking
- 🥏All Disc, No Balls! — Tizbee, The Secret Game Of Champions — tizbee.com
- 💡 Massimo Group – World-class coaching for CRE brokers: massimo-group.com
- 🛠️ Site to Do Business (STDB) – Powerful CRE analysis and mapping tools: stdb.com
⏰Time Code⏰
00:00 - Start00:14 - Cold Open01:08 - Thanks To Our Sponsors02:53 - Most Companies Are Really Bad At Talking About Themselves05:07 - Posting to flex05:30 - The Ideal Client Story08:00 - What problem are we solving? tension attracts attention09:35 - There’s an end goal in mind10:13 - The Client Is The Hero11:21 - We Are The Guide12:01 - Empathy + Authority = The Guide12:58 - So How Do We Demonstrate Our Authority In A Way That Wins Clients?16:02 - Marketing Overwhelm16:55 - What Works For CRE? (Direct Mail, Email, Podcasts, LinkedIn and Twitter/X)18:50 - Thanks To Our Sponsors19:53 - Where and How To CONSISTENTLY Demonstrate Your Expertise22:08 - Are Even Sure That Our Audience Knows What Brokers Do?23:15 - People Transact CRE For Only 2 Reasons!23:59 - Give Your Knowledge Away For Free?25:02 - Just Be An Expert Who Explains Things To People In A Way They Can Understand26:12 - “So, Here’s The Plan!”26:39 - Success Or Failure: The Way You Wrap The Story Up27:18 - CRE Marketing Mastermind30:49 - You Don’t Have To Do Social Media Unless You Do!32:58 - Before We Let You Go…34:23 - Pop Quiz
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