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Meeting #14 - Planning Ulises's Six Annual Client Building Community Events

By Frank Klesitz in Client Journey: Beginner on Sep 1, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent
 
 
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Frank's Notes: Frank met with Ulises today to plan out his six annual client and community appreciation events to meet more people (ideally homeowners!) and add them to his database.

Here are the tentative events we planned today:

  1. January - Annual Movie Night
  2. March - Annual Home & Wine Tour
  3. May - Annual Free Food Night
  4. July - Annual Ice Cream Social
  5. October - Annual Pumpkin Pick 
  6. December - Annual Santa Claus Event

Ulises's assignment this week is to pick the dates he will hold these events every year, in addition to working with Laura in our office to complete the design (and mailing addresses uploaded to Emma) for his monthly postcard to his database. I also want him to read Dave Ramsey's Total Money Makeover book since we'll start discussing establishing a marketing budget to be in front of his target market. Great work today Ulises!

To learn more about how Ulises is now attracting, and not chasing business (after 10 years of cold door knocking), watch his full client journey from start to finish here: https://www.getvyral.com/blog/topic/client-journey-beginner

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Meeting #13 - Planning Ulises Next October Event at a Restaurant with Free Food

By Frank Klesitz in Client Journey: Beginner on Aug 24, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent
 
 
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Frank's Notes: Ulises spoke with 35 people, mostly on the phone, these past two weeks and added 10 people to his database as subscribers to stay in touch. His goal for this week is to get his contact rate up by calling more people and adding 15 people to his database. Ulises is going to contact his person at Vyral Marketing (Laura) to get access to his Emma email marketing account so he can download the Emma Metric app to track his open and click rate of his emails in real time. (https://myemma.com/email-marketing-features/metric-for-ios-and-android). He's also going to send me the artwork that our office put together for his monthly video postcard to mail to his database, in addition to his two videos a month that go out by social media and email. He says he loves the new way of working - the 35 contacts he made "are such better conversations" he says than talking to only strangers. He's going to approach Miguels and the Crab Shack next to his target market of homes this week to see if they will offer free food (buffet style) so he can hold his next event there. We're planning on holding his next event in October at a restaurant as a way to break further into his "farm" of people he does not know so he can meet them and add them to his database. Great work this week Ulises!

To watch his whole journey to attracting business, instead of chasing it, go to: http://www.getvyral.com/blog/topic/client-journey-beginner
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Meeting #12 - 60 People Showed Up! Next steps to success...

By Frank Klesitz in Client Journey: Beginner on Aug 6, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent
 
 
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Frank's Notes: Ulises Vera, on our beginner client journey this week, just held his first event - an Ice Cream Social in his farm. He made 60-80 contacts at the event! We talk about his event strategy going forward to host events to break into his target market, along with asking for permission to stay in touch to add more people to his "Chula Vista Real Estate Journal" video blog. Now that the basics of the Vyral Marketing Plan are mastered, we'll move onward to establishing a marketing budget (10% of GCI), zero-costing his marketing with sponsors, and planning his next series of annual events to make more contacts in less time (going from one-to-one communication to one-to-many communication). Great work Ulises!

To watch his whole journey to attracting business, instead of chasing it, go to: http://www.getvyral.com/blog/topic/client-journey-beginner
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Meeting #11 - 80 people registered for his event tomorrow! Will they show up?

By Frank Klesitz in Client Journey: Beginner on Jul 30, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent
 
 
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Frank's Notes: Ulises has 50 people (maybe even entire families?) registered on EventBrite for his first upcoming event – an Ice Cream Social at a park in his farm! It’s 2 hours of free ice cream from a truck. The local Boy Scout troop he partnered with covered the cost of the event, and they also told everyone in their database about it, too. He hasn’t even sent an email out it to his database to promote it yet. He is leaving a flyer promoting the event behind when he door knocks and – get this - people are going to his website to register! He also completed all his Vyral Marketing Daily Report cards this week (we introduced those cards last week). He added 10 new people to his database this week just by getting permission to add them with their email to his video e-newsletter. And it gets better, he added many more people to his database who registered to attend his event! I am so proud about this part of the progress so far - this is a very amazing statistic. Since Ulises has been focusing on calling his database, he contacted (i.e. had a conversation with) 40 people after only 50 attempts! That ratio is incredible. When you cold call or door knock you’ll be lucky if 5% of the people you get in front of will talk to you happily. Ulises had 40 conversations about real estate last week, generated from only from 50 attempts. This is because he is talking to people in his database and following up with people who watch his videos. Things are going great, perfectly according to plan. He is beginning to experience how much better it is to talk to people you know for business, rather than people you do not know. And the benefits of marketing complementing your prospecting.

Ulises Vera, who is the star of our Beginner Client Journey series, has his first event tomorrow with 80 people registered in EventBrite! These are all likely homeowners in his target market he will meet in a one-to-many setting. Join us to see how we're preparing for an effective event. It's meeting #11 on his client journey to build and talk to his database so, over time, more people call him to list their home. You can follow his journey from cold knocking on doors for 10 years, to getting people in his database to call him, here: http://www.getvyral.com/blog/topic/client-journey-beginner
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Meeting #10 - Ulises’s NEW Vyral Marketing Daily Report Card

By Frank Klesitz in Client Journey: Beginner on Jul 15, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent
 
 
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Frank's Notes: Ulises secured $200 from the Boy Scouts of America today to sponsor his upcoming ice cream social event. It’s coming up soon in two weeks! We cover in this meeting his mindset change from 100% cold door knocking to now calling and working his database of relationships. He loves it. Most importantly, we spoke on the last meeting how I wanted to create a business card with his marketing plan on it. So, this week, I’m excited to announce the new Vyral Marketing Daily Report Card. On the front is the full Vyral Marketing Plan to stay in touch with your database (two helpful videos a month and one monthly direct mail item) along with calling the people who engage with your videos. I also added a strategy to break into a new target market (people you “Have Not Met”) by inviting people to events and to subscribe to your video e-newsletter, which at that point you would make them a “met” in your database. On this meeting today, we talk all about the New Vyral Marketing Daily Report Card and how we will be using this tool going forward to do more of what’s working. Ulises will work 5 days this next week, so I gave him 5 cards. He will complete one each day. It tracks his attempts, contacts, subscribers, and appointments set daily. The most important thing I want him to pay attention to is now “Subscribers” (how many people he adds to his database by getting permission from people in his target market to stay in touch with his two videos a month). Previously, he was focused only on “attempts”, and erroneously and felt bad when it was lower than normal – even when his contact rate was better and higher from his database! It’s time for Ulises to tie his emotional highs to contacts and subscribers, and no longer just attempts, since he is not purely cold door knocking anymore - which really is a numbers game. It’s now a relationship game, which is more of an art than a science, and he loves it.
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Meeting #9 - It’s working! 4 more appointments this week - $60,000 commission

By Frank Klesitz in Client Journey: Beginner on Jun 29, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent
 
 
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Frank's Notes: What a great meeting today! Last week Ulises found 3 appointments in his database, and this week he found 4 more appointments! More importantly, just by calling the people who are clicking links in his videos, he identified two sellers he knows who have a total of 3 homes to sell! Here in San Diego, that’s about “$60,000 of potential commission I put in my pipeline,” says Ulises. Those people, too, since they are in his database and know him already will be great clients to work with. He is not competing with other agents for the listing, either. He spoke with 70 people this week, mostly all from calling his database instead of door knocking strangers – a huge improvement. “I used to have to speak to 130 people a week, now I speak with half and I’m getting even better results. And it’s much more enjoyable.” Ulises is well on his way to working less hours in a more enjoyable way while earning more money. Ulises also had his first person register for his upcoming ice cream social event in July at the neighborhood park in his farm! We decided to start planning his September event, too, which will be at a restaurant to “piggy back” the annual San Diego Restaurant week here. He also set an appointment with the Boy Scouts which will likely lead to an annual sponsorship for the rest of his events! They are very excited to work with him, he says. A lot of good things happened this week, that’s for sure. What great progress. We are seeing the result of what happens when you improve communication by staying in better touch with the people you know to generate new business.
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Meeting #8 - It’s working! 3 appointments from his database in two weeks

By Frank Klesitz in Client Journey: Beginner on Jun 22, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent
 
 
Get Ulises video marketing plan to boost sales from his database
 
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Frank's Notes: Ulises has about 300 people in his sphere and past client list – we put a lot of time into updating their contact information to start reconnecting with them earlier this Spring. By calling the people in his database who are watching his videos with Vyral, he set 3 appointments with people who are interested in buying or selling a home in the past two weeks! He is loving talking to people he knows, rather than interrupting strangers. “This is much more enjoyable,” he says. Ulises is now using the phone more, rather than 100% door knocking, to start conversations. Ulises is still working to find two sponsors to zero-cost his first upcoming Annual Ice Cream Social event for his 5,000 home owner farm this July – he’s soon putting the deposit down for an ice cream truck to give away unlimited ice cream for one hour at this event. He’s passing out flyers when he’s door knocking his farm to drive people to his website to register. Ulises says he is speaking with about 80 people a week right now about real estate (which is WAY UP from previously speaking with only 35 people a month!). His goal this week and beyond is to add 15 people a week to his “Chula Vista Real Estate Journal” video e-newsletter list to stay in better touch. Going forward, Ulises will come to our meetings with the number of attempts he made the past week to talk to someone, how many people he contacted, how many subscribers he got, how many nurtures he identified, and how many appointments he set (or is working closely to set in the next 30 days). “Calling my sphere is absolutely working!”, says UIises. We are making progress - Ulises is getting new business from his database!
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Meeting #7 - Finalizing the promotion of the July ice cream social event

By Frank Klesitz in Client Journey: Beginner on Jun 15, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent
 
 
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Frank's Notes: Today with Ulises we went over his promotional plan for his July Ice Cream Social event. The Eventbrite page is set up, the flyer is drafted up, and he has one sponsor to cover $300 of the marketing for his event. He needs to get one more sponsor. We dealt with some fears and uncertainties Ulises is facing with his first upcoming event, including if anyone will attend or will he get too many attendees. You can not control the outcome only the activities leading up to the event. We pushed the event back 2 - 3 weeks, so we would have more promotional time and less stress. We also discussed building a business with a partner as opposed to doing it alone. Right now, Ulises needs to focus on getting his prospecting, marketing, and systems in place before building out a team. However, it would be good to have an accountability partner working in the office with Ulises building their own businesses in a different market and eventually come together when their markets start overlapping.

Ulises assignment this week is:
  1. Update flyer with Sponsors
  2. Update Eventbrite with Sponsors
  3. Change the ice cream truck rental date
  4. Find a second sponsor for the event
  5. Print flyers

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Meeting #6 - Planning Ulises upcoming July ice cream social event

By Frank Klesitz in Client Journey: Beginner on Jun 1, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent

Get Ulises video marketing plan to boost sales from his database

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Ulises set 3 appointments from his database this week! One came directly from the email we sent out to his list to reconnect with it. 

In this meeting, we continue to plan his upcoming July Ice Cream Social event in his farm by getting EventBrite set up, reviewing and improving his flyer as his leave behind when he door knocks the neighborhood (he plans to give out 1,000 flyers), we got a plan in place to secure 2 paid sponsors at $250 each to cover the cost of the event, and more.

Join us for the next client meeting LIVE on Facebook

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Meeting #5 - Planning Ulises first upcoming event using Eventbrite and flyers

By Frank Klesitz in Client Journey: Beginner on May 11, 2018

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 Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent

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Great progress this week! Ulises built his past client list (with contact information) of 140 people, the people he knows in his sphere of 263 people, got an order in with our office to update the branding of his marketing to the “Chula Vista Real Estate Journal” and just started looking at how to update his EventBrite page for his first community event to meet homeowners in his farm to build his database. Here's an outline of the description for his first event in July we're planning...

Annual Otay Ranch Family Ice Cream Social
July 14th from 11am – 1 pm
Location: Park by the Clubhouse
Price: $5 a ticket for the whole family (code: fun) for a free ticket
Description: I’m looking to bring the community together in Otay Ranch. I rented an ice cream truck for two hours with unlimited ice cream for the family for $5. There’s also a jumper for the kids to play in. Stop by and say hello to your neighbors!

Brought to you by: The Vera Group and 2 additional sponsors

His homework for this week is:

1. Complete the EventBrite page so people can register for the event

2. Create a 1 page flyer with a call to action to go to your website and get a ticket for the event. Include the code for a free ticket on it. This is what you'll hand out to the neighborhood when you door-knock your farm. (In this meeting we also talk about the cost/benefit of using Every Door Direct Mail to mail the flyer if the budget was there)

3. Start calling your past client and sphere list to invite them to subscribe to your new “Chula Vista Real Estate Journal” and ask them if they have any real estate questions you can answer.

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Meeting #4 - We plan Ulises first upcoming community event to his 3,000 homeowner farm

By Frank Klesitz in Client Journey: Beginner on Apr 29, 2018

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Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent

Get Ulises video marketing plan to boost sales from his database

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FRANK’S NOTES: Great progress this week! Ulises’s video blog at Vyral Marketing launched and I suggested a branding update to the “Chula Vista Real Estate Journal” since his content is about how to make better real estate decisions and connect the residents in Chula Vista. Ulises also found two opportunities by overcoming the awkwardness of calling his past clients and sphere! He also said the conversations were “so much more enjoyable” and how he wants to do business going forward, rather than knocking on the doors of strangers to ask if they want to sell their home. We still don’t have the full contact information in a spreadsheet of his past clients and sphere, but he’s close and his assistant can work on putting the final details together. He’s also been spending time at night working “on” his business, not “in” it which has been very hard since the immediate result isn’t there when you’re building something. I talk about the marshmallow study of delayed gratification. Ulises also made progress on getting the details necessary for his first event. It’s going to cost him about $500 to get 1,000 flyers made (about $50) and to get an ice cream truck rented for 2-3 hours at the park. He’s going to ask 2 local businesses to chip in $250 each to cover the expense. In return, he will be able to knock on 1,000 doors in his farm in the next 60 days to invite people! He will leave a flyer behind at every door, too. He’s planning his first event in July to invite (hopefully) all 3,000 people in his farm to an ice cream afternoon at the park. Overall, Ulises is seeing the vision of leading to the marketplace with a secondary offer first that’s informational and entertaining in value to build trust, and then to follow up with those people to talk about business. All of this is about reconnecting with his neglected database and to proactively build his database of the right people in his target market so he gets the best results from his video database marketing with us.

Here is his assignment this week.

1. Print a list of all the contact information of all his past clients

2. Print a list of all the contact information of people in his sphere

3. Update the branding with his Vyral Marketing to “Chula Vista Real Estate Journal”

4. Complete the EventBrite page to register for his first July event with sponsor information

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Meeting #3 - Ulises breaks habits necessary to build his past client and sphere list

By Frank Klesitz in Client Journey: Beginner on Apr 14, 2018

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 Beginner Client Journey - Ulises Vera (Chula Vista, CA) | Real Estate Agent

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FRANK'S NOTES: It's our third meeting with a one week break since our last meeting since Frank was sick. Ulises had 2 weeks to work on his homework, and most of it was not done. That's okay. It takes time to break habits. In this third meeting we talk about why it's so hard to build his list of 150 past clients and update the 100 or so people in his true center of influence. Ulises commits to work 1-2 hours a night "on" his business, since the morning is his personal time and we don't want him to stop door knocking to get his "now" business. We also discuss the planning for his first event in his 3,000 target homeowner farm for July, which will be an ice cream social event for families ideally paid for by local businesses. This is how he will meet homeowners by leading with a "secondary" offer to attend his community event, rather than interrupting everyone to ask if they want to sell their home.

Here is his assignment for this week:

1. Set aside weekday nights (leave home if you need to) to work on your business

2. Update the full contact information for all your past clients. It's about 150 people. Print what you have and bring it to our next meeting

3. Create a list of your top 100 people in your sphere (not past clients). Print it and bring it to our next meeting with full contact information.

4. Create your Ice Cream event on EventBrite

5. Make a list of marketing partners who want to get in front of all the people in your 3,000 person farm including your son's gym, painters, attorney, restaurant, coffee shop, swimming for kids, jumpers for kids, storage units and more.

6. Figure out what the price of the Ice Cream Truck is going to be and how that's going to work to have them come with ice cream to your event.

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