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.

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…

1. Relationships with productive real estate agents
2. 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.

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 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".