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| Vyral Client Lawrence Belland |
Lawrence: Higher income and freedom
Scott: Tell us about your business.
Lawrence: We are in 3 markets: SoCal, Portland Metro & Greater Pugot Sound area
Scott: What does your business look like in 1 year?
Lawrence: 4 OSA's, generating 1.5M in GCI, closing 200+ transactions annually, focusing on higher priced homes and properties.
Scott: What does your business look like in 5 years?
Lawrence: Grossing $3-5M/year. Selling 300+ properties annually.
Scott: What are your 3 biggest goals/priorities right now?
Lawrence: Get the website straightened out, get more listings, get ranked higher up organically on Google for "real estate agent in..." everywhere in our market.
Scott: Describe your ideal prospect. What is he or she like?
Lawrence: Motivated buyer or seller that embraces the internet and has a strong appreciation for the added value our team brings on the table.
Scott: What kind of trouble, problems, or pains do your prospects experience? What specifically makes them agitated and extremely stressed?
Lawrence: For seller's not getting an offer. For buyers not getting their offer accepted; or, waiting and then losing out to another buyer.
Scott: Any special jargon, phrases, or language your prospects use or respond to?
Lawrence: Zillow, Trulia, under contract, in escrow, short sale, REO, bank owned, foreclosure.
Scott: How do people presently view services like yours?
Lawrence: Our clients are universally impressed with our customer service, knowledge and experience. The new client sometimes is skeptical...until they experience the systems we have in place.
Scott: What are your prospects objections to buying from you?
Lawrence: Haven't heard any.
Scott: How would your ideal prospect find you?
Lawrence: Internet. If they were online that would have first hand access to who we are, what we do, and how we do it. We have a system for success and don't deviate from it.
Scott: How do you solve your prospect's trouble, problems, or pain?
Lawrence: By tapping into our experience and having the resources to call upon if needed. I've been involved in over 6,000 real estate transactions and I paid attention along the way.
Scott: What about your product or service will excite your prospects the most? List at least 5 benefits. What is the most important benefit to them?
Lawrence: I'll sell their home at price or I'll pay them the difference. The communication we provide keeping them abreast of what's going on. The "proof" of marketing that we send to them each week. The fact that they have a team supporting their needs. It's not just one agent trying to do it all. Problem solving: our ability to put a deal together...and keep it together.
Scott: Who are your competitors?
Lawrence: Any agent out there is a "competitor" but when rubber hits the road what my team brings to the table crushes other agents offerings. The only way we can afford to do that is with volume. We spend $2K for the pre-launch on our retail listings...that's before they even hit the market.
Scott: Why should people believe you?
Lawrence: I've got lots of testimonials and with your help I'll have lots more.
Scott: What is the price of your product or service?
Lawrence: Our listings are 5-6%. However, I'm going to raise that to 7% and charge $1,995 up front.
Scott: What stories about your business, product, or service can you provide?
Lawrence: Seriously? I can't even go into stories of homes we've ran into. Murders, suicides, reptiles, hoarders...you name it...we've seen it. Saving deals...too many one just recently was awesome. The whole team was involved in 2 states.
Scott: What statistics about your business, product, or service can you provide?
Lawrence: What do you want? I've got plenty.
Scott: What makes you better than the competition?
Lawrence: Experience first and foremost. We do 37x's the business of the average agent.
Scott: What is your guarantee?
Lawrence: These are the USP's I've been using lately. "I'll sell your home at your price or I'll pay you the difference." "I'll sell your home in 37 days or I'll pay you up to $10,000 CASH! Guaranteed!" I'll sell your home in 37 days or I'll sell it for FREE!"
Scott: How do you generate business?
Lawrence: Direct mail. Internet advertising: Zillow, Prime Seller Leads, Agent Gain, Short Sale Agent, etc. email drips.
Scott: What is working well?
Lawrence: Everything pulls to some degree. Direct mail is responsible for 70% of our new business.
Scott: What needs to be improved?
Lawrence: Internet ranking.
Scott: How many people are in your database?
Lawrence: 2,000+/-
Scott: How much business comes from your database?
Lawrence: 23% of listings this year came from referrals and past clients.
Scott: How do you grow your database?
Lawrence: We do a lot of business. Prime Seller Leads generates a lot of new leads 30-40 a month.
Scott: What do you send to your database?
Lawrence: Market updates, Happy Grasshopper emails, calendars etc.
Scott: Why did you contact Vyral Marketing?
Lawrence: I was referred to you by Zac out of Atlanta. He was test driving the Craig Proctor Platinum Coaching in Toronto last weekend and I'm a Platinum member.
Scott: What is your biggest marketing frustration?
Lawrence: Implementation.
Scott: What results do you want? What does success look like?
Lawrence: Increased revenue. My team is incented by revenue. We're very transparent that way so at $50K in monthly revenue the bonus starts to kick in, hits the max at $80K, which is $1,000 for that month for each full time employee.
Scott: How should we best work with you?
Lawrence: Get things done in a timely manor and only tell us the truth no matter how bad it may be. I'm a Curaytor client; they talk forever and then complain about when things will be done. Communication is terrible with them.
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