Taj Richardson opened his independent brokerage in Oregon last year. He had two problems to solve: (1) communicate his vision about how to meet modern buyer and seller needs and (2) consistently articulate his expertise to his existing contact list. We put his past clients, sphere, and lead nurtures in his previous CRM on our Vyral Marketing Plan - all under his new brand - of two helpful videos and one lead generation email a month. "You helped me sell just over $40 million in volume in my first year," he says. "This created more high-quality listing appointment opportunities. They already knew me from the videos." Learn how Taj launched his brokerage with education-based videos to get the word out in this new client interview.
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How Taj Richardson's New Brokerage Closed $40+ Million in Volume With a 36-Touch Plan
Three clients asked me this last week, likely because existing home sales just dropped even further.
(Hopefully, the .5% rate cut reverses the trend)
Pretty much everyone in the home services niche is feeling the pinch, and when lead costs go up with revenue down, strategic partnerships are typically the answer when you've maxed out how much prospecting you can do alone.
Your database as a real estate agent is very valuable. Here are a few professionals who would benefit from exposure to it.
Will you be at eXpcon 2024 in Miami?
While we prepare pre-written topics for you as a client, I want to share the formula for creating a 100% custom video script today.
(When you take professional speaking or webinar training, this is what they teach you. Nothing I share with you today is unique.)
We were asked quite a bit back in September, "Can I create a custom topic instead of the one you've sent me?"
I think the Fed's rate drop was timely news and required a quick pivot in the content strategy.
The answer is, "Yes, of course!"
As a client, you don't have to use our suggested topics. We'll write scripts with you on your monthly strategy call as part of our implementation service.
October 2024 Client Video Topics & Lead Generation Offers
Here’s what to send to your list next month…
Here’s the replay of our strategy call from September where we plan your October topics for your two (2) educational videos and one (1) monthly offer for immediate response on our Vyral Marketing Plan.
Real Estate Agent
Video #1: Is Staging Worth the Time and Cost?
Video #2: Why Do Buyers Back Out of Closing at the Last Minute?
Lead Campaign: Free Home Value Estimate
Video #1: What Are Today’s Best Sources for Seller Leads?
Video #2: When Do I Know It’s Time To Hire My First Assistant?
Lead Campaign: Get My Buyer Presentation
"How can I hire someone to book meetings for me?"
I want to share a resource with you about this...
Our best clients have dedicated appointment setters (e.g., ISAs) who call the relationships in their database to set discovery phone calls.
Ideally these are the people watching your videos and opting into your landing pages from your database on our marketing plan.
I recommend $5 an hour plus $10 per appointment met, paid bi-monthly via Wise, working Tuesday - Saturday 12 pm - 8 pm using Google Workplace and Zoom Phone with Number Verifier hired anywhere with a neutral American accent.
Matt O’Neill in Charleston, SC, owns one of the top-producing agent teams in the USA, with over $1 billion in real estate sold, according to the Wall Street Journal.
https://www.zillow.com/profile/MattONeill
He’s hired us not once - but twice now - to implement his database marketing plan.
Matt started with us in 2016 before moving in a different direction in December 2023. He wanted to grow his in-house marketing team with a vision larger than we could execute.
That all changed in March 2024 when Matt restructured his business, dropping his in-house marketing plans and re-doubling down on consistent videos sent to his database, shot quickly on his iPhone or webcam, and sent to us for optimization and promotion.
He’s now back as a client with updated messaging for the modern seller. He also wrote us this nice email (with permission to share) on the improved quality of our video editing:
Here’s what we're accomplishing for Matt to get more listing appointments from his #1 asset - his existing database of past clients, sphere, and buyer/seller lead nurtures.
A prospective client asked me this question last week.
This gentleman has been in the mortgage industry for 10 years without a CRM.
He purchased leads, worked them, and threw them away.
He knows he needs to change his strategy with the Fed's rate drop (it's why we spoke), but I can understand that hiring us without any emails on file is difficult.
So, if you, too, "don't have a database," here's what to do...
I asked him to download the "Export Contacts by Covve" application on his phone.
This is a quick way to export all your contacts to a spreadsheet.
He had 2,299 people in his address book!
How James Goodman is Taking More Listings to Transition from a Buyer-Heavy Team
James Goodman, a real estate team leader out of Phoenix, has made a strategic shift from running a buyer-heavy team to focusing more on listings—a move that's critical with the compression of commissions.
To make this transition, he’s running home-selling workshops designed to secure listings and leveraging Vyral Marketing to deliver consistent, engaging video content to position him as the go-to expert in his community.
With his focus now on listings, James is ramping up agent recruitment too. He’s launching a second Vyral account specifically for attracting and onboarding talent.
This shift from buyers to listings is helping James grow his business and thrive in a challenging market. Thank you, James, for being a client!
How John Salkowski Converts Long-Term Lead Nurtures in His Database
John Salkowski - a real estate broker in Collegeville, PA, and Naples, FL - has two accounts with us. One is for real estate agent recruiting, and one is for consumers (listings and buyers). He needed a better way to stay in touch.
Since hiring us in 2017, he consistently gets homeowners in his long-term nurture database reaching out to sell.
For example, during the interview, he said two listing leads "called me today" to sell their home. "This is after thousands of days in my database," he clarified. He also sends coaching and training videos to real estate agents to attract them to his brokerage.
"I have 10 pending and 10 listings right now from all this work," he shared. "Most all of it comes from Google Ads (free home value requests and searching for homes) and working my database."
In this interview, you'll learn how John maintains a consistent pipeline of listings and agent recruits by marketing his database through video, email, and social media.
Thank you for being a client for all these years John, and sharing your insights today!
I want to give a shout-out to our client Chip Hodgkins in Syracuse, NY.
They are building a giant microchip factory there to reduce our reliance on Taiwan, and it's bringing in a lot of money, jobs, and housing needs.
Back in the day, we decided to include local reporters (and even politicians) on his Vyral Marketing Plan. You can find their contact information on local news and congressional websites.
Here's the local media for Syracuse. You can find the reporters and journalists for your media list this way. You can also buy access to a media database like the one below.
They are always looking for reliable sources and stories. The best strategy is to monitor the national news media for big real estate stories in the morning, then immediately reach out to local reporters with that story and your locally relevant comment on it to be included in their evening or next day piece. You can hire someone specializing in pitching the media to do this for you.
Over the years, they received his video emails, and he invited them to community webinars on the housing market. Advertising on the radio also helped him build influence.
The local media started reaching out to him occasionally for low-risk comments on the morning and nightly news, which led to getting approached this week by the national news media for CNBC!
That's how media mentions work—they start small locally and then expand to the national media.
Here are a few books I recommend you read to deepen your thinking on how to set more quality meetings and build pipeline.
