Background

Like many, Shane Hiscock, founder and lead Buyers’ Agent at Locate Buyers Agency, was accustomed to relying solely on referrals and word-of-mouth marketing for the firm’s business. While this approach had worked well in the past, Shane recognized the potential benefits of diversifying his client base and acquiring new clients through other channels. Enter Trent Butler, a highly effective business coach who has helped Shane achieve outstanding results.

Process

According to Shane, working with Trent since 2020 has been an incredibly positive and profitable experience. Trent's systematic approach to marketing and business coaching made sense. In the beginning, for example, he emphasized the importance of developing Locate’s core marketing messages and strategy, before simply diving into the latest ‘flavour of the month’ lead generation tactic.

Shane highlights the value that came from interviewing their existing ideal clients to understand their unique core value and back up future business decisions with data.

Over the years and with Trent's ongoing business coaching, Shane has developed a process for refining his Time Management Plan. This intentional plan helps Shane invest his time wisely by blocking high-value activities into his default calendar as appointments, ensuring he executes them on time and holding himself accountable for them.

In addition, Trent has taught Shane how to develop simple yet reliable revenue and profit forecasts, something he was uncomfortable with at first given Shane’s non-accounting background. This budgeting process forecasts discretionary cash-flow, identifies working capital requirements, and demonstrates the agency's ability to service debts and deliver returns to investors. Every major decision Shane makes is done in consultation with this revenue and profit forecast.

Trent has also facilitated outstanding annual and quarterly strategic planning days, helping to develop Locate Buyers Agency's strategic plan. This evolving, written plan sets forth the vision, mission, and values of the agency, long and short-range goals, and KPIs to measure progress, ensuring that the team moves together as one.

Trent's tools and templates have been instrumental in the development and refinement of Locate Buyers Agency's Sales Management System. This practical system helps build a top-performing sales force by scripting their approach, managing their activity with a CRM software solution, measuring their performance, and appropriately tying their remuneration to results.

Finally, Trent has facilitated Locate Buyers Agency's Team Building Day, which provides a reliable system for placing team members in roles best suited to their strengths and building them into a powerfully cohesive and committed team that delivers business results. Experienced team members have praised this day as the best professional development training on the subject.

Results

Shane has seen results pretty quickly since working with Trent, with a lot of leads coming in fast. Trent's regular contact and commitment to the results have ensured an ongoing fine-tuning process that's happening all the time. Shane recommends Trent as a business coach and marketing strategist, noting that he genuinely cares about his clients and is interested in seeing them achieve the best possible results.

Shane concludes:

"Their approach with us has been fantastic and I really like that they actually care about their clients. They're actually interested in you getting the best results possible, and that shows up in how they work and how they approach what they do.

They're very strategic. They'll come up with great ideas and great ways in which you can improve on your business"