Welcome New Clients Jennifer & Tim Cowan

John: Jennifer and Tim, how did you hear about Vyral Marketing? 

Jennifer: We heard about Vyral from a current client of yours and a very good friend of ours: Connie Carlson. Also through Tim Heyl, through some of his coaching classes.

John: What motivated you to give us a call? 

Jennifer: I had started looking at it at Mega Camp last fall. I was looking at different ways to do more consistent video marketing. We previously had a marketing specialist that we let go, and our marketing has been very inconsistent to our database. We were doing bi-monthly emails, but trying to leverage some of the work out has been challenging. We know the importance of being consistent with it, and I think video is such a great way to go. I have a passion for video.

John: Why don't you summarize where you're at with your business currently. What are your goals moving forward? 

Tim: For transactions, we're looking to get somewhere north of $30 million this year. It would be our goal to have somewhere around 150 transactions for us. As a team goal, we're looking to add several more people. We're looking to grow our inside sales team to help us meet those goals. Eventually, we're looking at expanding our geographic territory of coverage area in some way. From a goal standpoint, we go to Mega Camp, we go to Family Reunion, we're very involved in the models and structures of Keller Williams. We want to get to that millionaire real estate level, and really have a business and be able to leverage ourselves into other streams of income.

John: Do you guys know how many people are in your database currently? 

Jennifer: In our past clients, sphere of influence was 1,113, I think. Part of that is Tim got an alumni base.

Tim: Then from a buyer's standpoint, we've got another 1,400 or so in BoomTown.

John: So would the 1,100 or so be people that know you? Then the buyers are people that opted in, correct? 

Tim: I'd say most of them. We've done a good job in the past of communicating and emailing, so a lot of our database has been on some kind of email campaign at one point in time. So it wouldn't be a shock that they'd be hearing from us. Out of the ones we met, and the ones we met online, we probably need to understand those numbers a little better. I'm not sure what they are.

John: You guys have been doing things to market to that database. What's working well? What's not working?

Jennifer: Well we were mailing once a month to our SOI and to our farm area, which is not included in that number, obviously, with the emails. We've been mailing once a month to them. We had a hiatus for a few months from the time we let our marketing person go and February. We were emailing twice a month, but that halted in October. We need to get back on that. We were doing a good job being consistent with that, though. I know Tim touched on the transaction goal, but really I think our goal is to be a resource for our clients at all points of the transaction. We have our team set up so that everyone kind of does their one thing. Tim is our primary listing agent. We currently have two buyer's agents. We have an inside sales associate. I handle the contact close, and then we have a listing coordinator. So there's really a lot of care that goes into the hand off, and making our client feel like they're getting the best service they can get from the initial consult to closing. I want to be a resource for the area and inform people about schools, restaurants, and the best places to go. I also want to really educate them on the process, so they know what to expect and there won't be any surprises.

John: Why hire us? Why not try to do this yourself? 

Tim: I think what you all are doing for us is exactly what we want somebody to do. Being able to find somebody out there and get them to that level is probably a bigger struggle. Now we've got to train somebody to do it, and you guys are already doing it at a high level. I think from having it outsourced, keep your guys the best of the best doing what they're doing, I think that works. We don't need that to be in-house. Exactly what you are doing is perfect, in my opinion.

Jennifer: It goes into our belief system. Everyone has the one thing that they're best at. Our one thing that we're best at is not marketing, and we need to leverage that out. It's all about leveraging our business so we can do more with it.

John: What results are you expecting? What does success working with us look like to you? 

Jennifer: I would hope for the minimum ROI that we talked about with Scott. But really, success for us is going to be consistency. It's really going to be interesting to see who's opening our emails and really watching our videos. I think it will be interesting to see what the results are going to be from us target-calling those people. I think it's really going to help us narrow down who our top people are in the database. It's going to be interesting to find the ones that are most engaged with us.