Desi works in a small market in Idaho and grew her business quickly from 24 to 120 deals. You'll learn her story of how she did it. It's a blend of home builder relationships, cold homeowner reachouts, and building a strong sphere of influence. She's also a client and uses education-based video, email, and social media to stay in touch with her database and build her brand. Desi manages all this with five children (the key being leverage). Watch the full client interview to hear her story and see how you can model her approach to achieve similar results.
Here are the new video postcard examples I promised you earlier this year...
We lose clients for reasons we cannot control (life change, financial shock, etc). We make sure we never lose a client for a reason we can control (results, service, etc).
We'll tell you how we can improve with a results audit and ask you, in turn, to tell us how we can improve with a brief satisfaction survey. We then take the insights and act on them.
*You can view the above video full screen - it's wider width to fit screen sharing.
[AI NOTES]
SUMMARY
Chris Heller and Frank Klesitz discussed strategies for leveraging databases to generate real estate listings. Frank emphasized the importance of a 36-touch plan, involving personalized emails, videos, and social media posts to engage past clients and leads. He recommended using tools like Riverside.fm for video recording and ChatGPT for script generation. Frank highlighted the need to scrub and de-duplicate contacts from Gmail, Outlook, and CRMs, and to use services like NeverBounce to ensure email deliverability. He also suggested boosting posts on Facebook and LinkedIn to reach a wider audience. The goal is to build trust and position oneself as a competent expert, ultimately leading to more listing appointments.
Action Items
- [ ] Rebuild and consolidate one's database from Gmail/Outlook contacts, cell phone contacts, and CRM.
- [ ] Create an initial reconnect email to send to the consolidated database.
- [ ] Develop a 36-touch content plan of 2 educational videos and 1 offer per month to send to the database.
- [ ] Leverage the content and database to book more listing appointments by calling and inviting them to events.
Outline
Introduction and Welcome
- Chris Heller welcomes everyone to the master class, mentioning the rapid growth in attendance from 0 to 81 people (323 total in attendance)
- Participants share their locations, including Lancaster, Pennsylvania, Austin, Texas, and Tempe, Arizona.
- Chris introduces Frank Klesitz, CEO and founder of Vyral Marketing, highlighting his expertise in marketing.
- Frank Klesitz expresses his excitement for the session and outlines the goal of providing a marketing plan to get more listings from databases.
Frank Klesitz's Marketing Plan Overview
- Frank discusses the importance of leveraging the database of known contacts to generate business.
- He references "The Millionaire Real Estate Agent" book and its lead generation model, explaining the categories of "haven't met," "met," and "wants to hire you."
- Frank emphasizes the need for a 36-touch plan to make agents relatable and articulate their competence.
- Chris Heller adds that providing value and personal touches are crucial for staying top of mind with database contacts.
Building the Database and Initial Reconnect Message
- Frank outlines the process of reconnecting with the database by exporting contacts from Gmail, Outlook, and CRM systems.
- He explains the importance of scrubbing and de-duplicating the contacts to ensure deliverability.
- Frank introduces the concept of using a professional email marketing program to manage the contacts and send out a reconnect message.
- He shares an example of an initial reconnect email, emphasizing personalization and value.
Creating a 36-Touch Campaign
- Frank explains the structure of a 36-touch campaign, including two educational videos and one offer for immediate response per month.
- He discusses the importance of addressing common questions from buyers and sellers in the market.
- Frank demonstrates how to use AI tools like ChatGPT to generate scripts and topics for videos.
- He provides tips on recording high-quality videos using tools like Riverside.fm and emphasizes the importance of looking directly at the camera.
Promoting and Distributing Content
- Frank outlines the process of promoting the content across various platforms, including YouTube, blog posts, email marketing, and social media.
- He explains the importance of using a consistent editorial process to ensure content is published regularly.
- Frank shares examples of well-executed 36-touch campaigns and how they position agents as trusted experts.
- He emphasizes the goal of generating leads and appointments through consistent content distribution and branding.
Q&A and Closing Remarks
- Participants ask questions about specific tools and techniques, including using AI for script generation and video recording tips.
- Frank and Chris provide additional insights and resources, including the use of Otter.ai for transcripts and Vyral Marketing's services.
- Chris thanks Frank for his time and expertise, encouraging participants to put the knowledge into action.
- The session concludes with a reminder to access the recording and resources for further reference.
I was a guest speaker in an 8 week class with Ben Kinney and Vija Williams on how to recruit productive real estate agents to your team.
Here's a replay of my talk.
Clients -
It's time for your annual Vyral Marketing review. I formally meet with every client once a year to make sure everything is on track and we're all doing everything possible to maximize your results.
I’ll first take a purposeful look at your full Vyral Marketing account and give you specific advice to make it better (videos, YouTube channel, email deliverability, etc).
Here's a quick tip today to spike seller lead generation from your list...
The consumer wants a competent real estate agent who uses Zoom or Facetime to help them value their home. They also know that online calculators are inaccurate.
In January, we sent out a seller lead-generation email for our clients that addressed this modern pain point.
Joy Daniels runs one of PA's top-selling real estate teams (Janice is her sales manager). Their team sold $124.9 million in 2024 (377 units).
They were not getting good results from their database with canned software drips; in fact, it was silent. To fix this, we sent out a long-form, custom-written home value lead generation email that entered the conversation going on in the consumer's mind.
One of the things we're improving in 2025 is writing better video scripts for you. If you give us any topic, we'll write you a custom script if we have a source (another YouTube video, news article, etc.).
We just posted all our 2025 in-person and virtual events on our website so you can see them all at a glance: https://www.getvyral.com/events
We are hosting (2) in-person mastermind meetings this year in San Diego. The room has 30 seats; these are kept small by design.
The purpose of our masterminds is to help you build relationships with like-minded peers in person. It's not a conference. You do not need to be a client to attend.
My job is to extract the best insights from everyone in the room.
I hope your year is off to a great start!
Vija Williams, a client who is plugged into many of the top teams in the USA, asked me to participate in her agent recruiting course last week.
Here's an excerpt from her paid training, with permission to share.
She asked me to write an initial agent recruiting email her students could send out.
I put the agent reconnect email template above at the bottom of this message.
You are welcome to use it. Send it to your warm agent database to “shake the trees” for immediate recruiting opportunities.
It’s very specific to your local area. You’ll see a lot of merge fields.
One of the lessons from the TikTok drama is that you should never rely on someone else’s platform for your business.
That's why, in 2025, we’re dialing in your monthly video postcard on our marketing plan implementation. The USPS won’t be taken from you.
Here’s what the postcard looks like:
We take your top-performing video (or your current one), put it on the front with a QR code, and then write a call to action on the back.
We’ll send you the artwork to approve in Canva.
I wrote you last week about what we're improving in 2025 at Vyral Marketing.
The first line of business is improving your YouTube shorts, which will help you get found online. Let’s make these better.
In the past, we would extract these from your two long-form videos a month on our Vyral Marketing plan, using an AI service such as Opus.pro.
Not anymore - it's not that great.
The videos rarely make sense. It's better to shoot your clip/reel as its own video, to encourage strangers to watch your full-length video.
You can download your updated video script worksheet here.
You'll see a new section at the bottom for your YouTube Short script (roughly 100 words). We fill this out with you on your monthly strategy call. You're welcome to use our suggested topics.
The text currently in there is called “placeholder text.” We delete it and write what you’re going to say.
