Q: Denise, I’ve heard you use the word “reverse engineer” when you talk about real estate agents. I’m not sure what you mean by this.
A: Thanks for your question. “Reverse engineering” is the process of starting with a problem or goal, and working backwards to create solutions. So, for example, if the goal is to be more memorable in the minds of clients we would reverse engineer for solutions, which might include creating a brand, developing a marketing budget, determining what kind of outreach is most effective for the target market, and creating a calendar of events.