This is the time of year when your email inbox and social media will be full of products and services to help you improve your 2025 sales.
I have some exciting news - we're bringing them back in 2025!
I wrote you a few weeks ago about building relationships with home service providers to grow your list, earn B2B referrals, and potentially zero-cost your marketing.
The easy way to get an appointment is to invite them to your podcast.
Our clients schedule a video shoot once a month on Riverside.fm to create their 2 videos a month on the Vyral Marketing Plan with our direction.
You can easily invite a guest and interview them.
In 2025, all clients will have an Apple Podcast. Not only do we email your videos to your list, post on your social media, run retargeting ads, and promote them with a postcard to your top contacts - we will also push to your Apple Podcast at no extra charge.
I want to invite you to join me at Jeff Glover's Lead-Up Event in Scottsdale Nov 5-7.
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.
"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.
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!
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…
- Relationships with productive real estate agents
- 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.
