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Reconnecting With Your Database Through Video

By Elizabeth Stormberg in Interviews on Oct 8, 2020

Kevin Markarian and Frank talk about what they are seeing in real estate marketing since COVID-19 hindered in-person events and how you can leverage video to reconnect with your database.

[Full Transcript]

0:00 Introduction

1:45 What is Frank hearing from agents?

3:30 Frank defines a database and sphere of influence

4:34 How do you stay in touch with those people to position yourself as an expert?

6:52 How do you gather all of your contacts into one place?

12:15 What's the first message you send to your database?

22:15 What's a good example for an educational video topic?

23:40 What's the magical database number?

29:59 What's the secret to a good touch system?

32:03 Frank shares an example video that an agent could do

33:19 Closing

Kevin Markarian:

We are live with marketing giant, giant Frank Klesitz. I remember I remember watching you back in like 2008 on Keeping It Real,you had the videos that you do with Jeff Manson. I'm a big fan dude. I remember just watching all the videos and I had no idea you were so young back then, like you were like early twenties. Those are some good, some good days. I remember just, I learned a ton. You'd have different people on you guys were ahead of, we had some real giants on them. You know, I remember right when Google Hangouts came out, we started using that right away. It was like Google Hangouts on air. It was before Facebook live before zoom, we were like, let's start interviewing all these top agents and we have hundreds of people on them. And Jeff Manson over at Real Geeks that have realized what job was putting that together. Absolutely. For watching. Yeah. I learned, I learned so much and it's really cool to have, that'd be able to talk to you now and talk about how to retarget your database leveraging video. And I've been a user of Vyral Marketing now for a while and I've been, I've been doing the videos and retargeting my sphere and my database and it's been going well, it's super easy. You've created a very streamlined process. So we're going to talk about how people that are watching can really tap into their databases by, by leveraging video and talk about some of the things that are working that are working for for you, for me, for agents across the country, because you and I are both talking to some really high level people. So let's get into it, man. This is so what do you, what are you seeing? What's working what's out. What's going on?

Frank Klesitz:

Well, I'll tell ya. I mean, it's actually kind of interesting, uh, back in April and March, when COVID head, you know, there was a panic and a lot of clients left our firm because of like cut expenses, cut cost, cut, cut, cut. And then it stabled off. And now we're actually picking up faster than we ever have before.I hear the sales calls. I hear the new clients coming on and I want to hear what I'm hearing. Hey Frank, I can't really do client appreciation events anymore. Like the way that we have or Frank, I can't do door knocking, like the way that we have or we're doing the cold calling, but just like for the market, there is just less and less people are answering the phone and trying to find good phone numbers when you're just kind of cold calling into a market.

Frank Klesitz:

I'm working from home now and it's just like me and a phone. I need some way to like people to see me online and build relationships online and beyond the screen and stay in touch with people. And I don't know, man, like the canned newsletter I've been sending out that, you know, was pretty wish washed and washed down all over the country. Or these canned emails I'm jumping out that are like, my database is literally, I mean, no joke. We had somebody hire us because they were sending out these drip emails from another company and someone replied back as your account been hacked, like why are you sending me this? And he's like, when somebody, your database replies back, cause your account hack, you might want to reconsider the content you're sending out. It's kind of funny. Right?

Frank Klesitz:

So anyways, what I'm seeing out there is a need more than ever to reconnect and to communicate with the number one business asset that every professional, every real estate agent has is their database. What does that mean? It means a list, a spreadsheet of list of phone numbers and emails and mailing addresses of everyone you bought or buy or sell a home with. It means phone numbers, email addresses, and mailing addresses of anyone who might know who you are or you know, them as your sphere and way of thinking about that as like all of your friends on Facebook or all of your friends on LinkedIn, pretty much know a good portion of those people probably know who you are or you know them. I would consider that your sphere, they at least answer the phone, know you are when you talk to them.

Frank Klesitz:

And then you also have a lot of your warm leads. Kevin, at your company, you do a lot of online lead generation. You have people putting their information in for maybe to find out what their home is worth or they're putting their information in to get pictures of a home or search for homes and get more information about properties, to think about buying typical calls to action.You have to talk to a lot of those people to find somebody actually wants to actually do something. Well what are you doing to stay in touch to all those people, to kind of position yourself as like a guide, an expert beyond just kind of a little drip once a month, have an updated what your home is worth or a little drip of here's some new properties for sale.

Frank Klesitz:

So you can actually kind of show your expertise as a professional. I think everyone kind of gets it like “gotta do video.” You have to do email marketing. I do social media, but,, COVID has really accelerated, like, it's really a necessity. Now you really have to be doing this and it's not like maybe a nice to have, like you really have to be doing it. And there's not a lot of times that are Vyral comes in, but we obviously do this for you here at Vyral Marketing. We interview you on a webcam. We interviewed Kevin on a webcam. We helped him create a couple educational videos every month answering commonly asked questions, get them out by email, post them on social media, write the blog articles, advertise them and just kinda like have this publication system to stay in touch through database.

Frank Klesitz:

It's probably been popularized as a 33 touch. Gary Keller wrote about that in the Millionaire Real Estate book. It's a really good book, but one of the best books I've ever read, now they say 36 touch, but about two or three times a month, you need to be hitting your list with something helpful and useful and good. And you're getting on video and sharing some helpful insight, expertise, market updates, commentary on news, maybe a story about a buyer seller that you helped something insightful, something maybe even so good that somebody's willing to pay for, or like a little topic is the way to go.

Frank Klesitz:

Surely you have been seeing where there’s a lack of listing inventory, right? Listing inventory is down. Maybe some of your cold lead generation isn’t working. Some of your cold lead generation may not be performing as well because not very many people want to sell their house. So your ROI isn't there. Or your buyer lead generation. Yeah, I got all these buyers, but they're all missing out on getting the house. Cause they're getting outbid or there's no inventory for them. So if you're spending money on cold seller buyer, lead generation, your ROI is getting stretched because there's just not houses. So where do you do? We have to make a living? Where do you go? Database. And it's cheap. You know, it's relatively cheaper than, you know, buying leads that way. So I guess what I'd like to share with the audience today is like, “okay, Frank, you're right. I need to probably reconnect and stay in touch with my database. I probably haven't been doing a very good job, you know, what do I even do?” And let's go through some of those steps there. So this is what we actually did with Kevin. Right? So here's the very first step is we have to round up all of your email lists. And they're gonna be all over the place. I mean, Kevin, how many CRMs have you used over your career?

Kevin Markarian:

I haven't actually used very many like three.

Frank Klesitz:

Okay. Three. Most people use, you know, arguably one, ideally, but use three. How many different lead generation providers with their own backends have you tried?

Kevin Markarian:

I mean, there's a ton in just about every lead provider has their own CRM. 

Frank Klesitz:

And chances are they going to those CRMs, right? You probably have a Gmail account, maybe second Gmail account from back in the day, you have a Office 365 “Outlook account. You have, you have contacts on your cell phone. Look, we want to go into all your CRMs where all your past clients are your cell phone. Even your email account, your address book and export all of those contacts, every single one of them. Because as far as I'm concerned, you have some, you have some level of existing relation. I mean, relationships, probably not even the word, but you have the communication history with pretty much all of those individuals.

Frank Klesitz:

And when you show up as Kevin Markarian and the frontline and they get a nice little helpful reconnect message from you, it's just less likely they're going to report spam because there's some at some level, a name recognition there. So we're gonna grab it all. Couple of things, I leave out. All of the unsubscribes in your CRM. I'd leave all those out as well as all the archives, like all the people that put in like fake emails and stuff. And then after that, I'd leave all those out too. But for the most part, anyone the other communication history with, I would grab all those spreadsheets. So I want you to imagine sitting on your desktop, you know, cell phone export, g-mail export contacts, CRM export, it'd be in a Mojo or Vulcan Dialer export of the nurtures you have in there. Maybe you're using some other Home Bot or something that, you know, Top Producer, Market Snapshot, that kinda generates home value leads that way you grab all those, all those lists and all those spreadsheets now are like sitting on your desktop.

Frank Klesitz:

All right, now I'll tell you right now there's lots of duplicates across all of them. And a lot of the emails are bad. So, well, not a lot, but probably like 20 or 30% of the emails don't even work. If you try to get an email to all those email marketing service, it's going to be like, Nope, we're not sending that. So there's a service that we'd like to use and it's a really cool service there's then there's lots of days we use a service called NeverBounce. I'll share it here on the screen. But what NeverBounce says is they will verify and clean your email addresses. So you basically take those spreadsheets and upload them to never bounce and download the clean one. And now your email list is about 99.9% deliverable. Pretty sweet, huh? So, you know, if I was running a team and I was bringing on a new agent where I was running a brokerage, I was bringing on a new agent, you know, they're all gonna look at you, how do I get business?

Frank Klesitz:

Right. And they don't want to hear a cold call. You'll lose them. They probably want to hear like, maybe I got some online leads for you to work, but you also want to tell them database and database is a little bit gray. Like, you mean you want me to just call my friends and family and like sell them real estate. I'm like, well, no, there's an easier way to go about it. That would explain this. I'm like, let's grab your Gmail. Let's grab your context. Let’s grab everyone you know let's scrub them through NeverBounce. All right. Then what we're going to do is we're going to upload them into an email marketing program. There's lots of these out there. You probably have heard of quite a few of them. You have MailChimp, you have Constant Contact.

Frank Klesitz:

Those are some of your popular ones. The one that we use at Vyral and the one that we're using for you, Kevin is MyEmma. I'll share it here on the screen really quick just for you guys. But this is an email marketing program. You take all those scrubbed, clean emails of your entire database you upload to, and you can send up basically marketing emails through. And the reason we liked these guys is they cost a lot of money. They cost a little more than free. And what that means is their servers are not a dumping ground for everyone's crappy email lists that affect deliverability. At Vyral, we were using one of those less expensive email services. We switched over to Emma and like all of our customers' emails back, Whoa, what happened? I got like all these responses, like everything worked better.

Frank Klesitz:

I'm like, well, you know, we upgraded the email servers going out. So the emails you're sending it actually went into the inbox, whereas before they were sending. But like, they never actually ended up in the inbox as well. One of the biggest things you have to realize with marketing. So we put all the emails in there. So we take all your entire list, throw them in Emma, and then automatically deduplicate them too. So it only, if there's a duplicate email addresses, I'm not gonna be dupes. And now you essentially have someone's entire life, right? You have someone's entire life sitting inside of an email account, ready to receive an email message. And if you're running a real estate team and you're running a real estate brokerage, and you're looking to provide value to your agents, you're looking to help your agents generate leads without you having to write checks to generate for or so we don't go broke.

Frank Klesitz:

Alright. This is a really good strategy to help onboard an agent. Right? So now you sit down with the agent, you sit down with yourself, you're like, now I got to write a message. I had to write something like, what in the world am I going to say to all of these people now, here's what I don't recommend. Don't just send them out a video. I'll be like, what the heck is this? Right? Like what I'm saying, why is Kevin Markarian? I haven't talked to you since, you know, high school sending me some video about how home prices are doing in San Francisco or something like that. The very first email is what we call a reconnect message. This is pretty typical. Usually when you start, “Hey, I haven't been staying in touch, I'm gonna do a better job.”

Frank Klesitz:

I like to kind of dictate to you what that message would be. And you can just kind of use my words of this is kind of the style and the feel, the tonality and the approach of the simple text only email that would go out to your whole list to reconnect with everybody and hopefully generate some leads. So now you have a platform to start sending them some stuff going forward. So, I would say the subject line would be “I'm looking to reconnect.”  Dear friends, clients, colleagues, I'm writing you because we're connected on social media or you're in my address book or we've done business together, or you may even be a current client and likely to maybe have a friend of mine just to let you know that I'm still selling real estate in San Francisco.

Frank Klesitz:

I actually, I've been doing this for quite some time about X number of years now. And, man, it's like a ghost town. Like I'd never, I'd never seen thought rents would drop out here or prices go down, you know, after COVID and whatnot, and everyone moving out of the city and, and working from home. I mean, a lot of that stuff you see in the news is true. You know, in fact, you know, this is down or this is changing or here's kind of like an update of what's going on in the market here in San Francisco and see how it's, how smooth I used them to that? I guess one of the reasons I write you since not all the time, what you hear the national news is what's actually happening here locally. So since I do sell real estate here and in San Francisco, I wanted to let you know that I applied sending you some helpful updates from time to time.

Frank Klesitz:

In fact, I'm going to shoot two quick videos a month answering some commonly asked questions about owning a home, buying a home, refinancing a home, maybe investing in property that I think will be very useful for you. And I want to let you know that you're gonna receive them. I basically want you to get my newsletter. All right, I'll make sure it's useful and helpful. I also know this email is out of the blue. So if you want to unsubscribe and never hear from me again, no hard feelings, just scroll down to the bottom of this email and click the unsubscribe link and you won't get any updates from me. With that, interest rates are basically free. When you factor in the rate of inflation, you actually make money borrowing money now. So you can actually get a 30 year loan for like two and a half percent.

Frank Klesitz:

So if you're thinking about buying a home and being cooped up and you know what you've been living in, in COVID, and you're maybe looking to own something, you know, let me know. I actually have a home search site that you can search all properties for sale, with pictures and everything else. Just like we on the MLS, you can click here to search all homes for sale. If there's anything you'd like, let me know, we'll go see it. But also if you own a home, chances are maybe not so much in San Francisco, but anywhere else around the country, your home prices might be up considerably. I don't know what San Francisco is I'm saying like it might be up considerable. So if you're curious to know what your home is worth, I got this cool nifty tool that if you click here, it will tell you what your home is worth based upon the comparable home sales in your neighborhood.

Frank Klesitz:

And obviously you can call me to get more accurate pricing based upon the unique features of your home and photos and whatnot. If you ever have any questions about buying or selling I just want you to know that I'm here, I just simply reply to this email. I'm happy to help. And I appreciate you reading all this. Your friend in real estate, Kevin. That’s written out. A plain text. t. I mean really no images, just kind of a plain text email. And the reason we like that is that very first email, you want to do everything you possibly can to reduce the risk that somebody clicking report spam. So like no pictures, no hyperlink. It just really simple. I mean, they're going to know it's like from an email broadcast service, but should kind of relatively look like you sat down and wrote them a letter.

Frank Klesitz:

Yup. And it's pretty cool. I mean, you might get like 20, 30% opening it and then you get the click throughs and you get some leads back on your website. People reply back and it's like, Whoa, this is pretty sweet. And people opt out, which is fine, you know, but now going forward, you can start sending them a couple of helpful, insightful educational video messages a month to stay in touch, to build your brand name. And you kind of laid the foundation for your whole list that’s sitting there and they have a way to communicate. So email is one way of sending out your videos, but the other way too, I'm sure anyone watching this knows, which are all probably pretty savvy marketers. You can take that same list, upload it to Facebook, right? And if those email addresses match like a Facebook user ID or a user account, you can actually run ads of your videos to those very people.

Frank Klesitz:

So not only will people in your database see your videos by email, if you send them out, but they can also see them on Facebook, hopefully, by just putting maybe, five or 10 bucks into a boost of your videos out to your database, when you post them. So your database sees you through email, your database is seeing you on social media with these helpful videos. Another thing that we recommend, for a smaller segment of your list for just maybe even a couple of hundred people is essentially kind of write down what you said in your videos that month on a piece of paper, on a letter and mail it out only because you have your whole database, right? You're not going to reach everyone through email. I mean, you're lucky to reach 20 or 30%. You're not going to reach your whole database on Facebook.

Frank Klesitz:

You don't know what you're gonna show up in the newsfeed and how it served. The only really way, you know, you're going to reach somebody as a first class letter, they'll get it. And then they don't get it. It gets returned back to you. And you know. So we recommend a little bit of direct mail. It's like your top contacts, which is usually about a couple of hundred people. And, uh, you read a little personal letter, uh, out to them each month. And this simple, simple system is just a way for you to stay relevant and in front of people as a professional. It works great. We've been doing it for 11 years at Vyral Marketing. It's actually built out of my own need, but I was gonna go sell real estate. They said, Frank, you got to have a way to stay in touch with your database. I'm like, okay, how do I do that? Well, here's all this junk mail.

Frank Klesitz:

Seriously? You want me to send this and they're going to pay me $10,000 to sell their home off of a recipe card? You know, it didn't really make much sense to me. And I was like, I really need to kind of like start publishing some stuff. And this is where this, this is where the whole company Vyral. Yeah. So that's kinda my, my best tip for someone today. If you're watching this, I need to get some business. I need to reconnect my database. I would follow those tips. And you can hopefully spike some response without spending much money.

Kevin Markarian: 

And one of the things that I really like about, it's not very difficult to do, right? I mean, you simply put in the extract, your contacts and you import the list. You know, you go through never bounced and it's not a difficult thing to do. I've been doing it at the same time. You know, I'm pretty busy and a lot of us are pretty busy. So consistently sometimes it becomes a challenge. And that's why I really liked working with you guys, because I know that I can count on you guys to deliver that content.

Frank Klesitz:

It's just buying back your time. I mean, look, you can be your own assistant. If you don't have an assistant, you are one, you can clean your own house and do all those things, but it's just trading. There comes a point where you're trading time for money and or money for time. And I would probably say our ideal client Vyral is probably someone doing about, well it depends upon the market. At least about 30 to 50 deals a year, probably hovering in the range or close to about a quarter million a year in gross commission income. You're taking listings, you're more of a listing based agent. You've hired someone to run the buyers around town and you have an executive assistant or at least a company handling the administrative side of the business. And when you're at that point, that's probably when you're ready to commit to like, I can buy some marketing.

Frank Klesitz:

Now I can buy some marketing. I can't really afford a full time marketing person, but maybe engaging a firm like Vyral where it's about 500 bucks a month. That would make sense. Yeah. And a lot of times too, when you're doing that kind of business, you might be able to find a lender or someone else that might participate in your videos or participate in your blog that will help bring the cost down. We actually had a financial advisor with Morgan Stanley. They specialize in talking to high net worth clients, pay for the Vyral Marketing fee. And because they're not on the settlement statement, they can pay as much as they want. It's not subject to RESPA, a high net worth financial advisor picked up the cost of Vyral, for a real estate professional and they do cross promotion, for real estate like investing and what to do with your money. And, you know, when you downsize, what do you do with your money type of seminars and videos? And it's been pretty helpful. So wouldn't it be kind of cool to get the whole thing paid for it actually is possible because people can participate in the content.

Kevin Markarian:

It makes it really easy. What I like is the data that I get, I can see that somebody's clicked on click throughs. You can see the opens and just gives me some low hanging fruit opportunity. And whether you have an inside sales person making those, or you're doing them yourself, it's just a, it's kind of like, it's basically a lead at that point. It's somebody that I should reach out to them.

Frank Klesitz:

So in the emails that go to your database, it was really kind of, there's, there's a couple main links. So the main, main, main link is, “Hey, come watch my video.” And depending upon the video topic and it depends upon the type of person that clicks. I got a really good topic for your next video, Kevin,the three things you must absolutely know before you sell your home this fall due to COVID, that's a good one. So whoever clicks through to watch that.

Frank Klesitz:

Three things you must absolutely know before selling your home this fall due to COVID, that's kind of a cool topic. You might have 30, 40, 50 people on your list, actually click through and watch the video pretty sweet. Right. But there's other links in your emails to, down below it says, Hey, are you thinking of selling your house?

Frank Klesitz:

Would you like to know what it's worth like here? And that goes to your free valuation page and you get a list of all the people that click that link. And then you have another one here thinking of buying a house, I'll search all homes for sale, with pictures and school district and everything else, you know, click here, like it goes to your buyer site and you see everyone clicking that another popular one too, is like, you just, you just want to skip all the hassle of selling your house. And you just hate the whole idea of like open houses and or here with realtors and everything, just getting an instant offer, click here. And you're seeing a lot of people I'm putting out kind of these instant offer type messages as like a third kind of a typical call to action in addition to searching for homes or finding out what their home is worth.

Kevin Markarian:

So here's a question. I did a course, just finished last week. And one of the topics was how to basically tap into your database, what we're talking about. And the question came up, what's the minimum in terms of the number? I was surprised because I mean, I have like my contact list. I have like 9,000 people in my, just in my phone. And some of the people that we're getting that were responding and asking me questions. Like some, some people don't have that many, like there's like 400. 

Frank Klesitz:

I didn't give you the number. It's a guy named Dunbar. So Dunbar says there's a magic number is 150. And it says, ah, that is the number of people. Any human being can actually maintain a stable relationship.

Kevin Markarian:

Oh, okay. That's not too bad.

Frank Klesitz:

Yeah. So 150. It's kind of the idea is you can just Google it. It's just like the concept that, you know, a human being has only the cognitive ability, like the maximum number of relationships someone's can maintain. It's about 150. Some people can do, some people can do more. So I think if you were to start, if you think about your database and let's say you're like brand new man, like you just got out of the desert and you're freaking out. You're like, how do I get to list? And you know, you're just starting off. Yeah. You know, I would start off like opening up my Facebook. Um, let me just I'll I'll I'll put my name. 

Frank Klesitz:

All right, here we go. So I'd go to your friends list. I would just start like, Hey, look at you. How you are on here. I would start, I would start going through here. And like, these are all people, you know, like these are all, some of the closest relationships in my life. And like, uh, Facebook does a good job in their algorithm of putting people at the top who you've been interacting with, you know? So I would try to pick off, you know, 10, 20, 30, 40 names. I mean, these are people in my sphere. Maybe some past clients in here. Like every single one of these people I know. And they all know me. I mean every single one of them. Right. So it's a really fast memory jogger to be able to build that first list of 150, then I would go to my phone.

Frank Klesitz:

I would do it through like my contacts and figure out who I know are, go look at my Google calendar and see who I've met with, or go take a look through my email and see who I communicate with. I would really try to come up with like, what are probably the top 150, most of the valuable relationships in my life that, you know, that wouldn't mind just getting some of my let's selling them things I want to buy or sell a house, but you know, they wouldn't mind because maybe they like me. Wouldn't mind to maybe see some of my educational videos and my newsletter that goes out and just start there. Right? Yeah. Then it  just grows, man. Then it's a matter of, you know, you meet people. You talk to people, they have leads registered on your website.

Frank Klesitz:

You know, people through open houses, you go through life, you meet people, you capture their information, whether it's online or offline and you bring them into your database and you put them on your stuff and you can be a lot more relaxed, like, you know, put everyone on emails who cares put the 9,000 on there. Right? Sure. It's probably the loosest definition of a database, but the tightest definition will probably be about 150 of like real relationships. I think, I think they define the Dunbar number of like, if you were to run into the person that a bar, would you be okay, just walking up to them and just joining them for a drink at the table, not even an issue. Right? Yeah. So that's like a real relationship. If you fee like that's kind of inappropriate, it's probably more of an acquaintance. Like I would, if I saw you at a restaurant, I would totally interrupt you, you and your family and just sit down with you. 

Frank Klesitz:

So that's probably my best answer. So I would say, you know, try to come with a list of 150, and then you can start working with bile, but I'll tell you, man, we have success stories. I'll point out actually, these are two sisters.  The MacPherson sisters. It's just this little link right here. They're all right. So here they are. I think they only have a database of about 360 people. And from that list they sold 47 houses. So when they hired Vyral, I mean, I think their email was at 346 people in it, which is like a totally different way of doing business, how you built your thing, Kevin.. But you could still make a good living with these smaller numbers of people. So I think, I think that's how, how I want to answer that is ground you to like, it's just a list of names of real relationships and 150 is a good place to start just about. Anyone can probably come up with 150 names, you know, of anyone and then it goes from there.

Kevin Markarian:

Yeah. And I think the idea also is like, and I remember hearing this phrase on one of your webinars back in the day, I forget who said it, but it was, “real estate is not about who, you know, it's about who you know, that knows what you do.”

Frank Klesitz:

I've said that before. That's a big shift. I mean, it starts off with like, who do you know? Like, Oh, I know all these people. Okay, great. That's where it starts. But like when you start publishing content and you start writing and you start making videos, it shifts to like, your database is really now almost like an audience it's just from database audience. And now it's like, how many people know you? Yeah. And that's pretty cool. Yeah.

Kevin Markarian:

Yeah. And then you start attracting business and people start reaching out to you and that's the point. Right. And it starts with consistent marketing. And um, quite frankly, I don't have the time to put together the emails. I mean, I could, but my time is better spent.

Frank Klesitz:

No. Yeah, dude, you don't have time for that. So that's, what's really nice about this type of a system is a good 33 36 touch systems should be very consistent. That's not overwhelming. I mean, you'll see a lot of them if you go a little upstream from Vyral, it's all about like using the green screen and running around town, you know, with a video camera and like spending all this money on video production and that's great. I mean, don't get me wrong. You're going to do a great job with that. But like it's completely creatively, emotionally exhausting once the initial excitement of like I'm on video now and doing this wears off and it's completely unsustainable, unless like you're at the highest levels of business where maybe you can afford a full time, 50, $60,000 a year marketing person, we you're totally out of production, running your own brokerage. And you don't mind just running around town, making videos to further amplify the brand. It's a very small market of people that can do that. You know? So what we really stay in our lane at Vyral, it was just a simple, simple video shot. Run your webcam. Like I think I look pretty good right here. 

Kevin Markarian:

You're gorgeous, man.

Frank Klesitz:

I'm using my, my webcam's a lot detects. See, nine 20, you can pick up one of these webcams for, I don't know, 80, probably a little more now. Cause they're hard to find, but 80 bucks. Um, I got a ring light in front of me, so there's just a giant ring light in front of me that illuminates me as has some good light. And then I'm all fancy schmancy with this podcast, microphone. Uh, this is the pod. This is kind of fun. This is what the podcast microphone sounds like if you're, you know, on podcast, um, this is what, this is what my headset sounds like. Oh wow. Big, different place. This is my headset. All right. And then, Oh my goodness. This is what my webcam sounds. 

Kevin Markarian:

Go back, go back.

Frank Klesitz:

Having a good microphone set up and understanding how to do that. Makes a big difference. Let's go back. Kevin, does that sound better? It's much better than that again. Yeah. Yeah. So, um, you can just record your videos just like this. I'll give you an example. So, um, hi, it's Frank Klesitz. This video, I was talking to a buyer in a very competitive situation. They wanted this perfect house. Lots of offers on it. They asked me Frank, should I write a personal letter to the seller to hope my offer gets accepted? Well, let's find out.

Frank Klesitz:

I was out with a buyer we’re here in Southern California. A home comes up. It's a really good price. I call the listing agent. I'm like, yeah, we have like a hundred people come to the open house yesterday and there's one today. And it was like 15 offers on it. You know, we're going to review them all like two days. So I got to go back to my buyer and tell him to basically write an offer above asking price. But they really want the house, so, should they write a personal letter? And I said, absolutely. A hundred percent man. Oh, we wrote a three page letter. We told the whole story. We grabbed pictures from their Facebook. We told how the kids are going to love that room. I think it's a great idea. And then you kind of share the story and  I'd recommend that too. That's kinda like a good example of a video of how I would cut that and send it out to your list.

Kevin Markarian:

Cool. So if somebody wants to get ahold of, you want to reach out to, you want to learn more? What's the best way to do that?

Frank Klesitz:

Well, I would go to a, get Vyral.com V Y R A L, check out our website. You can download the video marketing plan that Kevin's using on the homepage of the websites, the video marketing plan, all of our clients use it's they're all right on top of that, I teach class every Monday. So every Monday I teach a marketing class for about an hour and there's a whole syllabus on there and you can feel free to go on there and check out the classroom. There's a marketing plan on the homepage click except big, gnarly, thing they make you put on there now with the GDPR laws. Yep. It's out of the classroom is where you can register to take out a weekly marketing class with me. If you wanna learn how to do this stuff. And then finally, if you're interested in talking to us about giving us money and hiring us to help execute a lot of this for you, click the button, the free strategy call, and we'll talk to you.

Frank Klesitz:

We give you a 90 day money back guarantee. So we'll get you a business in 90 days or we'll give you all your money back. Not a lot of marketing companies do that. So if you get started with us, you hate video and we send it out like everybody on subscribes, you know, like all the fears that you typically have do anything or you, or you do this and you make no money and get no business, you know, 90 days we'll give you all your money back intellectually. We'll actually let you keep the webcam too. 

Kevin Markarian:

Yeah, well, it's been great. It's been great for me so far. So I really appreciate you coming on sharing the tips that you shared today, where, I mean, I took a page of notes. Like I was literally typing as you were talking. Yeah, no, it's great stuff, man. And I'm like always thank you very much. And if you guys want to learn more, check out Vyral, check out. Frank is not hard to find.

Topics: Interviews

Elizabeth Stormberg

Written by Elizabeth Stormberg

Elizabeth is the Chief Marketing Officer at Vyral Marketing.

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