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Frank: Since you've started, how many deals would you say you could directly attribute to your Vyral Marketing?
James: I'll tell you this. Just off the last, there is a gestation period, just like anything else, right? But just off the last video alone, we had 30 leads, 30 suspects, turn it into let's say 7 prospects, but then on like 3 listing appointments. This has all been in like the last week and a half.
And taking all three, because these are people that already know me. This is the thing we're doing next is we're going to try, we intend to capture more prospects off of our internet marketing, so we get a ton of leads on the internet now. I'm like why are bothering to send these stupid emails? We should actually be sending videos.
And after seeing videos that other people have done, other Vyral clients, I'm like that is genius, you know.
So we're taking it to another level. We've been focusing our database. Our opportunity for growth now is internet leads. And I think this is going to be a game changer for us. So stay tuned on that, because we're definitely going to be measuring the results. We're all over that stuff.
Frank: So tell me about the results you've seen. I mean, be as specific as possible. How do you know this is working?
James: Our most recent video was astoundingly successful. I was completely blown away. We had I think it was 82 people that responded to the survey, or really a sweepstakes actually for Valentine's Day. And the video is like, hey, yeah. It's that time of the year again. It's Valentine's Day. So get on our website. Click on this link, which took them to a website. You always want to drive them to your website.
They click on a link, and then they fill out this little form that we have. It's real basic, because we are trying to update. People change their phone numbers. We're trying to get secondary email addresses. That's my new thing. We've got the general email address. It might just be the husband or the wife. What about the other email address? I want both. If it's a couple, I want both of them to get our emails. So we're searching for this more information.
The purpose, in my opinion, was to get that. And what, of course, we're always asking for referrals. So the guy who designed the form, at the very bottom, he said, Who Do You Know That's Thinking Of Buying Or Selling In 2014? And believe it or not, out of 82 people, 30 people said they knew somebody. And a lot of them said, Me.
And the interesting thing is I had one guy who I quite literally hadn't talked to me in 14 years. Shame on me. But I don't think we had a valid phone number. We had an email address, but it was like an AOL email address. And he responded. So that was huge.
We ended up setting 6-7 appointments.
Frank: So you set 6-7 appointments off one email?
James: Yeah. We actually had 30 responses. So the other people we talked to were like, toward the end of the year we're thinking about selling. So actually we found out that we have about 30 suspects, suspects being those indicating I either have a friend that's thinking about doing something or us. About half of them said it was us. You know, they wanted to sell at some point.
Frank: I've got to ask you, how do you know the ROI of all this? I mean, people are going to spend their money to hire Vyral Marketing. How do you track your return on investment of all of this?
James: I could sit there and send postcards for ever, and it's not cheap. It's $0.50 or whatever it is nowadays. So as long as I've got a valid email address, I can keep them engaged. The ROI is like through the roof.
They always say you want at least $0.10 back from your marketing dollar. Well, I mean, if we start figuring out what the commissions are going to be off 30 deals, and our average sales price is like $325K or something like that, that's a huge number.
Now the truth is, I probably would have got some of those. But I know I wouldn't have got all those. I probably would have got maybe a third at the most with conventional marketing because they're not seeing me. They're not feeling me. They remembered me, they liked me, and they trusted me. Now they get to see me and hear me still and that's a big deal.
You know, hearing my voice and seeing me having fun. I'm having fun on these videos.
Frank: So why didn't you do something like this before? Why do you pay us?
James: I think it was real simple. We're getting coaching, which I find invaluable. And you guys are giving us subjects to consider using and what have you. And then you're kind of coaching us up if it's good or bad.
And the other thing is, I'm talking turnkey. I don't have time to mess around with that stuff. What's so good about it? You shoot the video, you upload it, and maybe about a day later it's done, sometimes even quicker turnaround times.
Frank: What were some of the fears you had before making the commitment to us, spending the money, and making the financial commitment?
James: My fear was I wasn't going to get a return on the investment. And so - yeah, it's red light, green light, right? When you start off on anything you don't know about, it's usually yellow light.
You're in caution mode trying to figure out if it's going to work or not.
And I've got to tell you, I was a pretty bad student initially. Just ask.
Frank: That's alright.
James: You guys had to come in. And you actually said, hey, what's going on? How can we help you? You guys were in my face a little bit about asking for the help, because I certainly wasn't taking advantage of the program.
But once I got into it I think the biggest thing was overcoming the fear of the video.
Frank: That's great. So how much time would you say the whole Vyral Marketing program takes to get these results?
James: Really very little time at all. If you're getting the coaching, and you don't know what to say, they're going to tell you what to say. So that's the good news. All the scripts and everything else, they're basically even giving you something out of the box or putting a twist on it for you. To me, that's the hardest part, getting started, and knowing what to say and what to do.
Frank: So about 15 minutes of time, if I get this correctly, you got 30 referrals off one email, is that right?
James: Yeah. That one was huge. So now I'm like, after the results of that, it's like every holiday there's going to be a sweepstakes. You can't lose. Even if it's the same people, they're sending you more referrals. I mean, they're having fun, and it's great. I love it.
Frank: That's great. What would you say you like the best about Vyral Marketing, taking everything together?
James: I think it's the fact that you guys care about our success. And what I mean by that is the coaches are checking in. You're doing things that are, to me, and I don't know if you do this for every client, but it's like a Master Mind calls. These are like-minded people. These are guys and women that want to do really, really well with their business. They want to take it to the next level.
So you mastermind with eagles. You think like an eagle. And you get some really great clients. I'm really excited about that.
So you think about the mastermind. And it's not just video topics. It's other topics. We did one on hiring the other day, and I learned 3-4 different websites that I wasn't posting on to get a potential employee, at least somebody to screen. And I was like, wow! I would have never thought about that.
Frank: Great. So one more question, James.What would you say to someone who's on the fence about hiring Vyral Marketing or just making videos to stay in better touch with their database?
James: Well you absolutely have to stay in touch with your database. If you're not adding something of value and they're not hearing from you, they're just getting postcards - that's the way I used to do things.
When you circle back around and find out they list with somebody else, they didn't list with you, it hurts. And I intend to never lose another client again. Like that, this is the best way to stay in touch with somebody because they get to see you and hear you.
And I mean, how many people have people said, even today we got an email from somebody. We were like what? What does that mean?
You can't, the words don't really say what's going on sometimes. They're not expressing your thoughts or your feelings with your clients. So this is the best way to stay in touch without killing yourself trying to drive by their homes or whatever some of the other coaches tell you to do.
I just can't pop into to 1350 homes every other month or whatever they subscribe to. So I think it's the best thing possible. Video marketing is by far the biggest game changer that we've seen. And really since, probably since email started.
Frank: That's great.
James: Keep in mind that I've done this for 30 years. So when I started, there was barely cell phones. In fact, there wasn't cell phones when I started.
Frank: James, I appreciate your time today. Thanks for all your great feedback. And thanks for being a client.
James: It's my pleasure. It's good talking to you.
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