Welcome New Client Spencer Jenke

John: How did you hear about us?

Spencer:  I've been doing a lot of research on top selling agents around the country and noticed that a handful of guys were using your service. Josh Stern is in my market and he was using it as well. I went through your entire website and decided to contact you guys.

John: What motivated you to give us a call?

Spencer: The most important thing in my business is consistency. I think that's one of the things many of us fail at because we get really busy. I look at Vyral Marketing the same way as I looked at this old school newsletter I did through some company. Basically, they sent me an email once a month reminding me it's time to send out a newsletter. I would write an article and they would send it to my entire SOI. The funny thing is, despite how old school it is, I've had many people in my SOI tell me how much they love my newsletter. I'm all about automation, because I'm busy and I need something consistent to go out. Upon taking a closer look, we were able to count 20 deals we lost from our SOI, so we immediately began to look at how we're touching our SOI and what we could get better at. We decided that if we got better at reaching our sphere, we would be able to capture some of those lost sales. Those lost sales are the motivating factor for giving you guys a call.

John: Summarize where you're at with your business - what are your goals in the next year? 

Spencer: Last year I did 124 transactions, this year I might hit 130. My production is up this year over last year based on dollar volume. In 2015 I want to hit 150 - I'm being conservative with that number, but I think it's realistic. I don't really have the mega team model; I don't want to sell 300 houses that are $180,000 a piece. My average sales price is between $300,000 and $350,000. For my long-term goal,  I would like to up my average sales price to the $400,000 range and sell about 200 homes annually.

John: How many people in your database do you truly know?

Spencer: There are a lot of agents in my market who have around 2,000 people in their database. I feel that an SOI should be different than that - I want to be able to search through the contacts in my phone and hit "call" without hesitation, and they would know who it was if they answered. If they wouldn't know who I am, I wouldn't consider them in my "true" SOI. At this point, I've sold almost over 700 houses, so that's almost 700 people right there. Obviously all those people know who I am. One of my biggest failures is probably not growing my SOI as much as I could.

John: What are you doing to market to your database now? What's working well and what is not?

Spencer: I learned a long time ago that the best form of marketing is staying in front of people. I do two movie events a year, one in July and one around Christmas. I rent an entire 500-plus theater out and invite my entire SOI. Without fail, I usually have to overbook the theater by 30% because a handful don't show up, which is good because I can reach out to people easier. I probably get two or three referrals every time I do a movie event, without fail. I've been doing that now for almost 10 years. My SOI knows I do it and it's a big deal. I've also started doing an event around Christmas that my SOI loves. To get people with young kids to come talk to me, because they don't go to the movies, I have Santa come by the office, live reindeer, and Mrs Claus come out. I'm also really good at touching my SOI on a random business. I treat my SOI very seriously - I wouldn't throw a salesy pitch to by a home on my Facebook page. I'm not in your face, but I'm sure to touch my SOI. If I do three events throughout the year, plus newsletters and random touches, I have a good deal of contact with my sphere.

John: What results are you expecting from the Vyral program? 

Spencer: My goal for 2015 is to increase my sales by 20% by staying in front of them with valuable information. I feel we could easily add another 20 or 30 deals next year. I think it's pretty realistic.