Here are a few books I recommend you read to deepen your thinking on how to set more quality meetings and build pipeline.
I got a call from a senior loan officer about getting back on the Vyral Marketing Plan now that rates have dropped a bit. It looks like they may come down more after the Fed’s September meeting.
There are two ways she gets mortgage business…
- Relationships with productive real estate agents
- Repeat and referral business from her past clients and sphere
I told her I bet we can kill two birds with one stone here.
She will send out one Q&A or monthly mortgage market update a month, and for her second video, she will interview a top-producing real estate agent to answer a common question.
This way, she will get 12 videos out with just her and 12 agent interviews out a year. She’s most excited about the agent interviews because it's a reason for an appointment with a top producer.
Before she signed up, she was skeptical. She didn’t like being on video (very few people do!) and was unsure of the product quality. We offered her a free video shoot to see how it went.
After her free consultation, we scheduled a time the following week in Riverside. She invited her real estate agent partner to the shoot, and we knocked them both out in 30 minutes.
I just got off the phone today with Marcus Vanzant the #1 real estate team on the West Coast of Florida and #10 in the entire state by RealTrends. He hired Vyral Marketing today to create a Florida Listing Agent Careers & Training Video Newsletter.
His#1 focus is on per-agent productivity. He has 14 agents on his team who are actually selling houses. He's also with Zillow Flex. I asked him if he was profitable. "Very', he replied. That's great.
He worked with Jon Cheplak to learn how to recruit (never stop, because, with sales accountability, they leave) and Bill Pipes to make sure his agents know what to say to the modern seller.
Zillow has given him the opportunity to take 500 more leads a month. He needs more of the right fit agents, and "being the lighthouse" for the talent he wants resonates. "I have to take the leads because they will go to someone else if I don't," he says. "It's a great way for our new agents to make money fast, and build their sphere to 200 people for long-term business at higher margins."
He'll answer the top 2 questions his current agents ask every month and send the answers to all the agents he knows. He plans to also invite his sales trainer to his www.Riverside.fm video shoots with us. "I want to give him exposure, as well," he says.
Here are the suggested topics we'll start with:
Once we get his agent recruiting marketing dialed to book more recruiting appointments with agents who match their values, he plans to open a second consumer account for his existing database of 2,000 past clients and 300 leads a month that come in.
Here's what to send out to your list next month...
Watch the replay of our September client topic call for the real estate industry where we plan your next month's topics for your (2) educational videos a month and (1) monthly offer for immediate response on our Vyral Marketing Plan.
Real Estate Agent
Video #1: Are we heading into a buyer's market?
Video #2: Should I get my home pre-inspected before listing it?
Lead Campaign: Join My VIP Home Buyer List
Mortgage Broker
Video #1: Will interest rates fall further by the end of the year?
Video #2: Why are so many buyers backing out at the last minute?
Lead Campaign: Download My Refinance Guide
Property Manager
Video #1: How do I conduct a mid-lease inspection?
Video #2: Do I need to get my contractor lead renovator certified?
Lead Campaign: How Much Will Your Home Rent For?
Andrew Duncan, repeatedly ranked as one of the Top 25 real estate agents nationally (#1 in Florida) by RealTrends/Wall Street Journal The Thousand, hired us to execute the marketing to book more recruiting appointments from his warm agent list to join his new brokerage.
"This has helped me grow my downline to 400 agents," he says.
Here's what we implemented for him...
We first built him an agent training video blog with his primary call to action to schedule a meeting to move your license.
We also put all the benefits of joining LPT Realty on the website, with plenty of success stories and additional ways to get involved with Andrew (sign up for his newsletter, join his team, etc).
I was talking to a client yesterday who wasn’t seeing the results they wanted with us.
We found that all of the email addresses we had on file were just a bunch of old buyer leads, apparently (I think even before rates went up). Not good.
I met Cliff back in the NAEA days with Jay Kinder and Michael Reese. Cliff made the smart move to get involved with eXp Realty early, found his 6 key people to build his organization, and it grew quickly from there (which is an understatement).
Cliff is also now involved with CommLoan, which recruits commercial LOs to a similar revenue-sharing model and provides a platform for lenders who want the commercial loan business.
No one has stepped up yet to organize the Commercial Loan Originator space entrepreneurs like what happened in the residential real estate industry throughout the 2010's. Cliff was front and center of that movement.
I was invited to speak at an event in Las Vegas during Inman back in July
My talk for 30 minutes was on "How to Get a Homeowner in Your Database to Call You to Sell Their House".
I have something to share that worked extremely well for my friend, Chris Watters.
We wrote the book “The Million Dollar Real Estate Team” together, he’s the #1 listing team owner in Austin and has been a client for nearly 10 years.
I just got back from Sacramento where Brent asked me to speak at his monthly agent event on how to reconnect with your neglected database with email, social media, and video to get more listings.
Look at this incredible setup when I arrived….jpg?width=5712&height=4284&name=unnamed%20(8).jpg)
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Here are the notes and slides from my talk you’re welcome to review. I don’t know the actual number, but I bet this two hour talk cost him $10,000 or more in room, lights, A/V, and labor to pull off. Yes, it could have been a webinar. In fact, Brent could have just emailed out a video. With his list, I would have done it for free. Brent is - I believe - the top recruiter at his brokerage. I asked him “Why do you pull out all the stops for these events? Why so much production value? Why spend so much? I think I know the answer, but I want to hear it from you.” He said, “We have to get people excited with energy and enthusiasm to act.” That’s wisdom right there. |
Your real estate CRM and MyEmma email program will now 2-way talk to each other.
I'm excited to announce our partnership with RealSynch!
All new clients will now receive 90 days free of their real estate middleware integration to accomplish the following with us automatically:
1. Send all new and updated contacts from a supported CRM to MyEmma.
2. Send all email click information in MyEmma to the CRM contact record.
When you add or update a contact in your CRM, RealSynch automatically sends it to MyEmma. There's no need to export and re-upload your CRM list manually.
In addition, RealSynch makes it easy to follow up with the people who click email links from inside your CRM with an applied "Vyral Marketing Email Click" tag.
Jon Lahey's business grew 30% in 2023 despite a 45% market drop. He cut mass marketing, focused on Q&A videos, and enhanced social media storytelling.
An excellent webinar with mega agent team leader Jon Lahey, who's sold thousands of homes in Washington DC over 20 years with 1,374 reviews on Google and 500+ on Zillow. His market collapsed 45% in 2023, and he had to make significant changes with his team of 30 agents.
While his market is down, his business is up 30%.
What did he do? In short, he cut his cold, mass marketing (EDDM postcards) and started publishing helpful Q&A videos solving problems to his seller database, ramped up Google ads for free home value requests, increased open house attendance for trade-up buyers, and supercharged his social media by telling an entire timeline of seller success stories with client events for his past clients and sphere.
If you're looking for a listing marketing plan of action (especially by getting sellers from trade-up buyer lead generation), this is a great interview to watch.
