Press play to watch the interview:
Vyral Client Kyle Miller, a top real estate agent in Pennsylvania, shares how his education-based customer database video marketing program has attracted top mortgage and other partners to work for him at the age of 24 and selling over 50 homes a year in his first year. You'll also learn how Vyral Marketing has positioned Kyle to secure vendor money to directly pay for the cost of Vyral Marketing in proportion to his vendor's exposure. (Kyle also publishes videos on how to be successful in the business of real estate to attract other agents and those in his entire contact database to a career on his real estate sales team).
Frank: So hey, this is Frank Klesitz with Vyral Marketing. And I have on the interview today Kyle Miller, a great real estate agent out in Pennsylvania, who has been a client of Vyral for about a year, is that right Kyle?
Kyle: It's been a year last month. 13 months.
Frank: He's been making videos. How old are you?
Kyle: 24.
Frank: 24 years old. And how many homes did you sell last year?
Kyle: About 50-ish.
Frank: Tell me about results you have seen. You know in real estate, or in any business, you go running to sign up for something and it doesn't quite pan out the way it's supposed to. And hopefully, as you'll see in this interview, Vyral Marketing is not one of those things. So tell me about the results that you're actually getting from spending this money.
Kyle: I've got a couple different things that I've done with Vyral. I first started off with, being 24 I have a very large network on LinkedIn. That's my area, also the surrounding area. And I figured that's a great place for me to start with, sending stuff out, because it's loaded with title people and lenders, other realtors in the area, and also some of my friends that I went to college with who have good jobs now.
So that's where I really started. And I think as a direct result from that, I took 3 listings off that.
Frank: And that's just by logging into LinkedIn and exporting the emails of all your LinkedIn friends and hitting them with your videos twice a month.
Kyle: Yes. Nothing fancy.
Frank: So tell me more specifically, what about these responses? Tell me some stories.
Kyle: I think one of the hardest things, obviously one of my main goals was to build a brand, build an awareness, and build a network of professionals that want to use and work with me. The biggest thing that comes to my mind was after the first two videos that went out, I had lenders literally emailing and calling me saying, I want to work with you, specifically.
When you can do that, and when they're coming to you, you can command and say, well if you want to do business with me, this is what you're going to need to do.
Frank: The two purposes of this video were (1) give some knowledge but also (2) if someone watching this is freaking out about paying Vyral Marketing money. And they want to know about ROI. So first things first. I do know that Vyral Marketing is inherently, since you're marketing to the people that you know and it sets the stage for a sales consultation, difficult to 100% track. It is. And there are ways to do it. But I want to hear how you're doing it. You see that bill coming through every single month. How do you justify it? How do you track your return from Vyral Marketing?
Kyle: I have a Google Doc where I know exactly where each lead source comes from with closed transactions and the actual pipeline of the business. And right now, I've got two active listings that came as a direct result of the videos.
Frank: Do you know how many of these total in a year you've gotten as a direct result of Vyral Marketing?
Kyle: I think five.
Frank: That's pretty good. Average commission is what?
Kyle: About $7500.
Frank: So you're spending $6,300 a year on Vyral Marketing. I want you to see a 10x return on your investment. So I want to see $63,000 (returned to you in commissions).
Kyle: Holy crap! I'm spending $6,300!
Frank: Yes, you are. Every year. For years and years you're doing this. You're spending $6,300. I want you to get $63,000 (back) a year from this.
Kyle: But there's also a flip side to it. It's not just the ROI on sales. But it's also the new marketing dollars that were actually opened up as a result of being able to properly approach and have lenders and vendors and other people come in to my organization.
Frank: Well it sounds like you're attracting talent, not just from people that are from lenders and providers that want part of your business.
Kyle: Obviously, everyone now knows that if they want a piece of my business, they've got to pay for it.
Frank: Well, that's nice. Are you getting some help out with your Vyral Marketing?
Kyle: I am. It's paid for.
Frank: And are we involving your lender in these videos? If not, we need to be Kyle, because that's a respite thing.
Kyle: Yes, he is actually. I actually just got him this month. And that's an effort of scheduling him with Dan to do the videos.
Frank: Wonderful! Great! Is there anything else you could share if someone was looking to get started with Vyral Marketing about what they need to have in place, or what they could do to maximize their success?
Kyle: My coach is awesome. I have nothing but good things to say about Dan. And he and I have a really, really good relationship as far as - and he will honestly tell me, you are doing a video today. Or, you're doing two videos today.
And for me, I'm kind of bull headed. I need that extra push every now and then.
However, I did not have Dan in the beginning. So I think as soon as I got him, everything worked out a little bit better as far as there's a comfort level. He's watching me. And he's understanding me.
Frank: It sounds like someone who's going to hold you accountable just to do it.
Kyle: Right.
Frank: Because in the course of everything in your life, two videos a month aren't always a priority.
Kyle: This is for everyone watching. I have a story. A friend of mine is a Vyral client. And he just wasn't doing videos.
And this friend of mine is also in my office, and he's downstairs. He's a title guy.
What do Frank and his coach Scott do? They actually hire a concierge to physically go to his office to ensure that he does a video. And they actually took a picture with him and send it to him, and she had a note that she had to give to him or to call or something.
Frank: There's a client in your same office that basically was becoming unresponsive to us after a few weeks. So I found a local concierge there and had her sit in the office until he arrived. And then once he arrived put him on the phone with me. I mean, Kyle, we've got to get the videos done. Whatever it takes, right? So is there anything else you can share as a result?
Kyle: To go back to that original question, it's really I would suggest to have at least some form of a database ready to roll, so that way you can give it to them right off the bat so you can optimize your dollars that you're spending.
And you're going to have to get over the fear of videotaping. It's not bad once you do it, after your first time. It's okay to do multiple takes. It's fine. And they will cut it and they will make it look good and they will blast it out everywhere.
So I think the biggest thing is to just be yourself and be comfortable. Me personally I'm not a big fan of the videos that go out that look really professional staged like green screen and all that stuff.
Frank: No, you don't want that actually.
Kyle: This background is how I do all of my videos. I'm in my office. I'm not dressing up in a suit and tie. This is basically how I dress every day.
I had a real estate coach last year through December. And I basically made a decision to get rid of all of the excess fat in my business. And there was a lot of it.
However, the one thing, or one of the things that I decided that I would not cut no matter what, was Vyral, just because I think they do so much more than just videos. They do so much more than just, they take care of it all.
So I mean, I have nothing but good things to say about Vyral. And also, Frank introduced me to my number one lender, to Jay.
Frank: Well, we have a lot of very successful people calling us. You're a very successful person if you want to do this. To put yourself on video and send it out. So when I connect you with the lenders that do this, it's a good team.
Kyle: So again, I can only reiterate, Vyral has become a pillar of my business.
Frank: Well, Kyle, thank you very much for those kind words, man.
Kyle: No problem, man.
[end of transcript]
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