New Client Welcome Lenny LaRocca and Tony Cangas

Lenny LaRocca received Rookie of the Year Award in 2004 and has been selected for his inclusion in Who's Who Among Rising Young Americans, Mike Ferry Hall of Fame, Shorewood’s Hall of Fame, and is currently ranked in the top 1% nationally out of more than 1,000,000 agents. To date, Lenny has sold more than 550 homes! For 8 consecutive years Lenny has sold over 43-53 homes per year himself (excluding his team’s production). In the last five years, his sales volume has totaled more than $125,000 million and he has sold an average of 53 homes per year. Learn more about Lenny here.

Paul: So how did you hear about us?

Lenny: I've actually been following Vyral for some time. I first heard about you guys through Lars a few years ago. I also followed a few other agents that had been successful at it and had their podcasts or had some coaching company and one thing they all have in common is the fact that they all use Vyral in their business.

Paul: What motivated you to actually contact us?

Lenny: Just the fact that I have been doing email marketing to my database. Especially the last couple of years, I've been trying to implement video and I do it and then I stop. I do it and I stop. So I finally decided that I needed to be more consistent because every time I sent a video to my database they enjoyed it, but obviously I never had a topic to talk about and so I would stop sending it. And then when I would remember it, I'd send it again. I realized that I need to be more consistent and the only way to do that is to get someone like Vyral to do it for you and be able to reach your database with with topics that interests them. That way they're engaged and obviously then you have different call to actions where they can come back to your website.

Paul: Could you summarize where you're at with your business right now?

Lenny: We are at a point where we're growing our business. Last year we did 14 million, the year prior that we did about 21 million. With our business, even since five years ago, it's always been about 80% past clients and urban planners. I realized that if I'm going to grow my business, that's where I need to concentrate. And so, that's the reason why I decided to contact you guys and get the ball rolling.

Paul: Awesome. What are your business goals?

Lenny: Well, this year we're looking at getting back to at least 20 million. Our top goal is to reach 22 million this year. We do want to bring on one or two buyer's agents by the end of the year. But again,we want a consistent business, and we don't want to have peaks and valleys in our business. We want to be consistent with the amount of transactions that we do monthly. So that's our goal this year, is to just be consistent and to grow our team and to get our cost down and start implementing Vyral.

Paul: Do you know roughly how many people are in your database right now?

Lenny: If I look at what I had in Top Producer, I probably have close to 1,000 contacts. I probably have another couple hundred, and then probably my wife's LinkedIn. I think at the end of the day we're going to have close to 2,500 contacts when we launch.

Paul: Okay, perfect. How many of those people do you truly know?

Lenny: Probably three or four hundred.

Paul: You mentioned you did email marketing. Was there anything that was working well for you?

Lenny: What was working well was the fact that people liked it. People like video. They like opening it, they like looking at it, you know, we've had a few stalkers that kept opening the videos over and over again. But we had a lot of responses when we did send out video, and so that's what got us too, you know. This year I realized that that's one pillar of our business that we need to concentrate on: video marketing. Not only just the video marketing, but being consistent. That's what attracted me to you guys. You sit behind the webcam for an hour and then at that point, you go through all the editing. You guys create the content, you even tell us what to say, and that's it. Then we can obviously go and continue to do our business like we do every day and you guys are the marketing.

Paul: Was there anything that you were doing that wasn't working.

Lenny: I guess what wasn't working well with the fact that we weren't sending it out. I think we've spent a lot of money on different ideas. Like most agents, we chase every squirrel that comes up. So, that's really something that we wanted to change this year, to stop doing that. We know what makes money. What makes money for us is our database, so we're going to hit that hard this year.

Paul: What results do you expect?

Lenny: I think if I had a 10 times return on on my investment, that would be good. I know it's going to take a little bit of time, but I do expect that once the videos go out consistently that we will get a great return. Not only that, but I know you guys are going to help us with different things. That besides the two videos to our database, there are other avenues that we can go after in regards to maybe expired, for sale by owners, or different marketing or a different group that we want to market to you, you guys will help with that.

Paul: What does success working with us look like to you?

Lenny: Success is coming home every night at 5 o'clock to my wife and kids. Obviously they're why I'm in real estate, why I do what I do. I eventually want to get to the point where I may be working three to four days a week and my business is on autopilot running itself. That's where I want to be in the future, maybe in five years, going to one day a week and at that point being able to do some other things that I'm interested in doing. But, for now, it's just grinding every day to try to do what I can to create a great future for me, my wife, and my kids.

Paul: Sounds great. Is there anyone who we should thanks for your business?

Lenny: A couple people. Obviously Lars, because we kind of talked about it for a while. I am a member of a group called Core Training, and one of the biggest things I've learned when I was coaching with them was about your database. We mailed to our database. They taught us how to do that, email your database twice a month. Call your sphere of influence. Call your referral partners. Build a business that way. I believe that that's what really got us to concentrate on our database and our past clients in our sphere of influence. I think they're a great company, they're great coaching organization, and I'm thinking that this is probably another way of staying in front of our clients that they recommend.

Lenny: Do you know of anyone who would be a good fit for the Vyral program?

Paul: I do. I know a couple of agents I can probably refer to you guys. But more than anything I think it's any agent out there who wants to get their business to the next level and doing it by building their database by getting good service to their clients and hoping that they will refer them. So, any agent that wants a referral based business, I believe that would be a good referral for you guys.