Vyral Marketing

Monthly Client Newsletter

June 2016 Clients, Summer is here! I know for many of you in real estate this is your busiest time of year. It’s also when the effort you put in to build, nurture, and work your database pays off! I interviewed Vyral Client Marti Hampton in Raleigh, NC last week. You can watch the Google Hangout replay on our website (www.getvyral.com) under “Hangouts.” She’s the #5 real estate agent at Re/Max. Last year she sold over 400 homes and Vyral Marketing is the only thing she does systematically to communicate with her massive database of 10,000 past clients. (No - that’s not a typo – she’s been in business for a very long time!) She follows the Vyral Marketing Plan perfectly of asking for and generating emails addresses, sending out two GREAT videos a month, and following up with the people who watch the videos. Her team does this follow up for her. Her service plan to sell the home with a ‘coming soon’ listing promotion is also incredible. We cover it all on the hangout. And yes, she still answers her cell phone - so needless to say she is a very busy person! Here’s what struck me with Marti. With all of her responsibilities, she still sets aside two full hours every month to record two educational real estate videos. Instead of recording her videos in a 30-minute time slot during the week (when she is slammed with appointments and not on her creative game) she picks one Saturday morning every month to slow down, outline two videos her audience really wants, and records them in the calm of her weekend office. Now, I’m not saying you should spend 2 hours a month on your videos. You can knock them out in 30 minutes with your Client Manager. Rather, record your videos when you’re in creative mode and not “work” mode. In this case, Marti finds that her best time to slow down and make a great video is on Saturday morning. Personally, for me, I set aside every Friday to write you my weekly message. I take no appointments those days. I know how hard it is to get in the creative “zone” to record videos when you’re slammed back to back with appointments. Not to mention having emails, texts, and Facebook messages assault you in every direction. Ask your Client Manager to schedule your video shoot on your HD webcam in the morning (or anytime of day) when you are calm. We can interview you anytime 8am-5pm CST Monday - Friday. You’re also free to record your videos on your phone or webcam over the weekend. If you do record video on your own, make sure to talk to us first for tips so you look and sound great. I don’t want you to go through all that work and your lighting or sound is not right. If you can’t get a video in – not to fear! We have 5 full time writers on staff, who are happy to write a personalized email specific to your market, either by interviewing you on the phone or by their own research online. Ask us to write a custom email to send your database if you don’t have time to get a video into us – it’s no extra charge. Otherwise, simply give us a call and let’s get a time scheduled for your next HD webcam interview to record videos for your database. Keep up your marketing, even when you’re busy! This is what Marti does to make sure her fall/winter is just as strong as now. Frank Klesitz, CEO Vyral Marketing

Jay Moderski is the head of sales for Finance of America, serving all 50 states. They are backed by the multi-billion-dollar hedge fund Blackstone. Jay is a friend of mine, and a Vyral Client, who oversees all the loan officers for FoA in the USA. I asked him if he would help us cover the postage for our mailings. He agreed. You rock, Jay! For those of you in real estate, I’ve spoken with their compliance department and they are more than happy to authorize your local loan officer with Finance of America to pay up to ½ of your Vyral Marketing fee as long as you mention them in your videos or in your marketing. We can do all that for you. –Frank

Email Jay at jaymoderski@financeofamerica.com or Steve at

sreich@financeofamerica.com and he will connect you with your local loan officer.

2016 Real Estate Drip Campaign Webinars

July–Aug – Pre-Appointment ß ON DECK 7/7 & 8/4 @ 10am PST

Sept-Oct – Post-Appointment Campaign

9/1 & 10/6 @ 10am PST

Nov-Dec – New Client Welcome 11/3 & 12/1 @ 10am PST

Join at this time using this link: (Will be recorded if you can’t make it)

https://www.gotomeeting.com/join/260256837

Facebook & YouTube Advertising Service We now offer Facebook, YouTube, and Google Display Network advertising. Retarget your

web visitors, promote videos to your email lists, and reach niche audiences to build your database. No minimum spend requirements. $500 a month flat fee. Month-to-Month.

30 Day Money Back Results Guarantee

$500 a month – month-to-month 2 Week Set Up Process Weekly Phone Update

Monthly Scheduled Call

We can beat your current Facebook or YouTube performance or we’ll give you the $500 back. No questions asked.

Email leah@getvyral.com to see example advertisements we’re running for clients.

Summer 2016 Real Estate Mastermind Coeur d'Alene, Idaho July 14th – 15th

Join us! You’ll mastermind in a small group of 25 elite real estate professionals passionate about growing their business and open to sharing their every strategy and system. Our goal is to keep these small, exclusive, and

private. Open to clients and non-clients alike. Mastermind events are strictly limited to 25 agents. - you must be accepted by the mastermind to attend. Only 1 real estate agent per market allowed.

Here are the attendees confirmed to date: 1. Jeff Cohn - Omaha, NE 2. Lisa Treu - West Palm Beach, FL 3. Jeremy Larkin - St. George, UT 4. Collier Swecker - Birmingham, AL 5. Ed and Dar Walden - Anchorage, AK 6. Jay Day - Baltimore, MD 7. Paul Campbell - Portland, OR 8. Pehr Black - Coeur d'Alene, ID 9. Kelly Fischer - Vero Beach, FL

10. Jason Bramblett - Greensboro, NC 11. Jeff Latham - Seattle, WA 12. Brett Kelly - Kalispell, MT 13. Gabe Cordova - Firepoint Solutions Inc. 14. Thomm Dallman - Boise, ID 15. Michael LaFido - Chicago, IL 16. Goran & Lisa Forss - Temecula, CA 17. Kevin Smits - Frisco, CO 18. Denise Swick - Dayton, OH

We have 7 tickets remaining. Interested in joining us? Please send John McMillan at john@getvyral.com an email with your accomplishments, what you can contribute, what you want to learn, and how you can benefit all

the other members of the mastermind group.

The Database Marketing Hangout

Brian Lessinger: How to Work Your Database for Referrals

Vyral Client Brian Lessinger is a real estate professional who understands exactly how to work his database to earn referrals. He has a very strong database. On the first video we sent to his list, which was a market report, he generated 30 opt-ins and landed 3 new listings. The best part is he only has 450 families in his database – but from that list, he generates a lot of business. We’ll get the specific numbers on the event. You don’t need a “big” database for results. The bottom line is Brian has mastered the art of working relationships effectively to bring in business. He’s leveraged that mastery with video marketing and I feel we can learn a lot with him. If you’re stuck in a transactional mindset, and you want to better understand the mindset shift necessary to earn “come list me” business from your database, this is an event you want to attend.

Marti Hampton: How Video Helped Her Team

Sell 425 Homes Vyral Client Marti Hampton owns a top producing RE/MAX team in the United States. When Marti began her career in real estate, she did not have a sphere of influence that could help her grow her business. Instead, she had to quickly learn the importance of having conversations with the people she meets in order to grow her database. Video marketing has been a great tool for Marti to use to stay in touch with her steadily growing database. With the help of video, her team, which has 4 listing agents, 8 buyers agents and 9 admin, closed 425 deals last year ($115 million in volume). You'll learn:

• How she built her database • Tips for asking for email addresses when she meets someone new • Processes and systems used to have her sales team follow up with

her leads to close more deals • How to overcome push back from lead follow-up • What video topics are working best for Marti and her team

To watch, visit www.getvyral.com click “Hangouts”

Client Monthly Referral Drawing

We want to recognize and reward you for referrals. Every month we’ll hold a live drawing on Facebook for a fun gift. For every introduction you make, you get 1 entry in next month’s drawing. The winner will be posted

on Facebook and we’ll notify you by email if you win. To make an introduction, email your story to a friend and copy us on the email. You can also use the New Client Introduction link

on the top right of our website.

Congratulations Vyral Client Nancy Seraphin!

We had 12 entries for our June New Client Introduction

Drawing. Our winner, Nancy Seraphin, had four entries and was randomly drawn as the winner of the Countryside Gift Basket.

Congrats, Nancy! We appreciate you!

July Referral Prize: Engraved Cutco Knife

A BIG Thank You So Far To: Vyral Client Belladonna Riso (1) Vyral Client Jill Rother (1) Vyral Client Andy Richardson (1) Vyral Client Andy Green (1) Vyral Client Spencer Hasch (1) Vyral Client Greg McDaniel (1) Vyral Client Scott Adams (3)

Congratulations! You’re entered to win an engraved Cutco Knife, courtesy of our friends at Sharp Retention.

The drawing will be held LIVE on Facebook on July 1st @10:00 am PST

Join Our VIP Client Club!

Help us enroll 1 new client a year and you’ll get: Complimentary (1) On-Site Video Production Day ($2,000 Value) You’ll visit our Omaha office to record an unlimited amount of videos in our new professional studio. We’ll plan your videos in advance, interview you, and edit your videos professionally. Complimentary (5) Hours of Creative Billable Hour Work ($625 Value) We have a talented team of graphic designers, web designers, and writers happy to complete projects for you. These $125/hour projects include e-books, logo design, landing pages, follow up campaigns, postcards, sales presentations, flyers, and more. Complimentary (1) Month of Facebook/YouTube Advertising ($500 Value) We now specialize in lead generation and conversion with Facebook and YouTube advertising. You get a free month of service with no strings attached. You only pay your direct advertising spend. Existing advertising clients will receive their next month free. VIP Invitation to Client Appreciation Events We regularly attend the same conferences as you to learn. You’ll get a call from us in advance of any event we attend with a priority invite to any client dinners or appreciation events we’re holding. You’ll be among the first notified to secure a RSVP, seat, or ticket.

How to Introduce a Client to Vyral Marketing

1. Email the person we should work with your story and copy your Client Manager on the email. 2. Submit their name on our website under “Introduce a New Client to Vyral Marketing”

Current VIP Client Club Members

Clayton Gits Kris Landhal Lars Hedenborg Maria Hoffman Enrique Medellin Joe Mendoza

Jason Penrose Willie Miranda

Thank you for helping us grow!

Questions? Talk to Scott Sillari who tracks all your introductions. He will give you updates on their status on

becoming a client so you can get VIP Club benefits. Email ssillari@getvyral.com for more details.

Real Estate Facebook Advertising Update

Advertising Clients, Good news! I just completed 30 days with Lindsay, one of your advertising managers, here in San Diego. I have a long message for you about our updated plan to get you Facebook ad results. Hang in there with me for this one.... I reviewed every campaign and can tell you with a high degree of certainty that the top 3 performing real estate Facebook campaigns for lead generation are:

1. Request a free home value report to a zip code

2. Search for homes in a zip code

3. Promoting your listings to a zip code

Click here to view an example of each of these ads . It’s not surprising to me – looks like “farming” with postcards digitally on Facebook essentially. From a return on investment standpoint, generally you’ll pay about $5 for a buyer registration and $10 for a full seller lead (name, address, phone, etc.) depending on your market. You’ll want to pick zip codes with the highest turn over at the highest sales prices. If we spend $500 on Facebook, we should expect 100 buyer leads, 50 seller leads, or a combination of the two with these campaigns. You should expect to close 1 home for every $500 you spend on Facebook at a very minimum. Again, this is at a very minimum – if your close rate is less, the advertising is not working. This is based on looking at many Facebook accounts and what people are paying for leads. Most top agents we talk to will spend 10% of their commission to get a deal. With a typical commission of $5,000, a $500 investment into Facebook ads is the very most you should spend to get 1 deal you list within 90 days of registration. If your average commission is higher, that usually means your lead costs will likely be higher as well. For example, if your average commission is $10,000, you can spend $1,000 on Facebook to generate 50 full seller leads at $20 a lead. If you only close one deal, you’ll still see a 10x ROI. Let me stress these are very minimum expectations. Remember, many of these leads are very upstream from making a buying or selling decision since the call to action is not to speak with an agent, so many of your sales will come to you after months, if not years, of nurturing. That’s all “bonus” ROI, in my opinion.

You should see clients directly from your ad spend within 90 days. My official recommendation, if you have the budget, is to put $500 into each campaign for a total of $1500 over 33 days ($15 a day per campaign). You should, at a minimum, generate 3 listings within 90 days from this investment assuming a $5000 commission for a 10x ROI. If that’s too much you can put $500 into one campaign for 33 days. The best part of these 3 recommended campaigns is the results are 100% tracked. It’s not a “branding” campaign where we only know how many people see it. We can tie leads from your advertising directly to closings. We’re making a direct offer, driving people to your website, and tracking every unique registration with both a Facebook conversion pixel and URL codes. These are the questions we must answer definitively every month:

1. How much money did we invest?

2. How many leads did we generate?

3. How many are qualified?

4. How many closed?

These questions will be answered on a new monthly report we'll create for you. Your home search website, or free value report tool, must accept the Facebook conversion pixel and tracking codes so we can answer at least the first two questions for you every month. If they do not, we will not be able to track leads to closings. Here’s an example of a URL with tracking codes: www.amazinglouisvillehomes.com/?utm_source=facebook&utm_medium=cpc&utm_content=40201&utm_campaign=free-home-value These extra words are included with your lead information so you know exactly where your leads came from when you follow up. If your current websites to do not support tracking codes or the Facebook conversion pixel, we recommending buying Real Geeks and upgrading to their Facebook Marketing Tool. These are the only three campaigns you should run when you start advertising on Facebook. You must confidently know you’re getting a positive return on your advertising investment or it’s not a sustainable marketing campaign for the long term. We are in the process of setting up these three campaigns for you. Please make sure you get on a phone call soon with Leah or Lindsay so we can confirm the following systems:

1. Determine your target zip codes

2. Confirm your Facebook pixel installation

3. Confirm your website/CRM accepts tracking codes

4. Discuss how we get notified on new listings to promote

5. Update your custom audience email database

6. Website log ins to make sure it all works

Once we see positive ROI from these three foundational campaigns, here are additional Facebook campaigns we recommend to complement your results.

1. Remarket all your website traffic with a direct offer for a home buying or selling consultation 14 days from last visit.

2. Workshops at your office to teach your “lead generation secrets” to existing real estate agents in the area in the business under 2 years for recruiting.

3. “Why Rent When You Can Buy” offer to zip codes where rent prices match or are greater than mortgage prices.

4. “The Most Expensive Listing in This Area” ad where you post the most expensive home. A lot of people tend to click on these ads.

5. “Just Sold” posts to all the neighbors around your listing for 7 days with the Yelp! or Zillow review in the post. We Photoshop “SOLD” over the listing photo for you.

Click here to view an example of each of these ads When it comes to audience targeting, we exclude all area real estate agents from your ads while remarketing your website visitors, the people in your database (Facebook matches email address to user accounts) and homeowners who are also likely to move in key zip codes. There is, without question, more advanced targeting available, but there is a difficult balance of how many/few people you want to reach versus your cost per lead. We’ve seen cases when it makes more sense to reach a wider, less targeted audience to get lower cost leads. The quality of your leads will always need to be reported back to us since you’re calling them. We’re here to help you go over the deeper specifics of the campaigns if that’s of interest to you. Otherwise, our job is simply to do our best to get you leads that convert to deals quickly! We need to get these 3 campaigns set up for you as quickly as possible. Email lindsay@getvyral.com or leah@getvyral.com to set up your time on the phone to go over all of this.

I’m super confident in these 3 Facebook marketing campaigns after I’ve reviewed them with all the people who know what they are doing with Facebook ads in real estate. Thanks for working with us for your advertising. Frank

Client Success Story

How CPA Thomas Scott Got 4 Clients Within the First 4 Months with Video

“I have had probably five different calls for inquiries in that time, which I’m sure will grow as I grow my database and spread out. $550 a month for what you do is a great price. Bang for the buck is really strong. This

is one piece of marketing that I feel is very strong and very complimentary. I’ve done the marketing stuff with Facebook and

Linkedin, but you’ve got to do video. That’s where it’s at now. It’s the future.”

-Vyral Client Thomas E. Scott

[Full Transcript Below] John: Alright, so I have Thomas Scott with us today. He has been using Vyral for three, four months at this point. What kind of results have you seen using the program? Thomas: I have had probably five different calls for inquiries in that time, which I’m sure will grow as I grow my database and spread out. Out of those five, I’ve gotten four clients. I tend to have a very high hit percentage. I’m not breaking even yet, but it’s really close. I do tax problem type work. When I get a client, the minimum fee is $500 and the price can go up to $10,000 depending on the circumstances. I would work with somebody through a problem, and retain them as a client going forward. John: Awesome, it’s just starting to really build for you. It’s probably hard to measure right now with your new clients. That’s solid. These usually compound year after year with Vyral, too. Do you think you would have got these people calling you if you hadn’t been emailing them? Thomas: No way, not at all. John: Were you doing any sort of database marketing before this? Thomas: I have an e-mail newsletter that goes out every month. I built a new website for tax problems and have some optimization going on with them. I need to spend more time with it to integrate Facebook, and with email and with Infusionsoft. To answer your question, a little bit, but not much. John: Got it. So is it just the way we were able to combine everything? What do you think the difference is between what you were doing and Vyral? Thomas: People do respond to my newsletter, but it’s a smaller number than what we're dealing with now. I need to get more people on the newsletter and my InfusionSoft built in and integrated with all this. There’s a lot to do and I'm just tipping the iceberg, but I’ve been watching Vyral for a couple years right now, so I’ve always wanted to do that and felt it would be effective. John: What made you feel the need to hire Vyral Marketing in the first place? Thomas: It’s what you do. It’s a large audience that you can email. $550 a month for what you do is a great price. Bang for the buck is really strong.

John: Did you ever consider trying to do email marketing by yourself? Thomas: I have and I may. I thought about it, but I think with some of the stuff you do and the fact that I can do an addition to the twice a month videos, we can do maybe a short series on a deeper subject. I can utilize that with the database and the InfusionSoft and my website. You really do have a great value and a great product. John: Did you have any fears before signing up with us? Thomas: In front of the camera, of course. I still have that fear, but we’re getting better. I’m on at the beginning and at the end, and I’m getting better as time goes on. John: What would you say that you enjoy most about working with Vyral? Thomas: The people. Lindsay was great, Reid is great. They're so upbeat, and when I watch some of the videos of other people you all have done and what Frank does, there’s a lot of positive energy there and it bleeds through. John: We would love to work with more people in your industry. If another CPA from across the country is listening to this testimonial, what do you tell them if they are on the fence about using Vyral? Thomas: I would just describe the value that I think it is and that it’s helping me. You’ve got to get over the in front of the camera thing, and you’ve got to be committed to a marketing effort and do it. Most accountants don’t do that. John: Any tips you can offer someone else that’s looking to make an immediate impact in their business with Vyral? Thomas: Be brave. This is one piece of marketing that I feel is very strong and very complimentary. I’ve done the marketing stuff with Facebook and Linkedin, but you’ve got to do video. That’s where it’s at now. It’s the future. May 6, 2016

RE: Student Loan Update Direct Offer Message Clients, I have good news for our real estate clients! We’re approaching the Summer 2016 Magical Seller Lead Generation Email time! This is where I write you a powerful, plain-text message that you send to your entire database to drive opt-ins directly to your free home value report tool. Direct offer messages like this are best sent when there’s a big real estate event in the news, such as a Federal Reserve interest rate meeting. The next Fed meeting is June 14-15. They will either raise rates or keep them the same. You can expect a “Magical” email written for your entire database around that time. These direct offer messages complement your two educational videos a month. You can send them out 2-3 times a year, at most, without annoying the people in your database. Vyral Client Wes Madden in Fairbanks, Alaska got over 300 opt-ins on his website from the last direct offer email I wrote. I recently did a hangout with him about how he partnered with 18 local businesses to offer a monthly discount coupon to his database with great results, too. I do have, however, a “teaser” magical email for you to get out right away. For those of you in real estate, it will be more difficult for people with student loans to get an FHA mortgage after June 30th. In short, while it is not the case now, come June 30th ALL student loan debt must be included in qualifying, regardless of payment type or status.

I got this tip from a great client and mortgage contact we have at Vyral Marketing. It’s obscure news items like this which provide an excellent reason to send a short, plain text message to your entire database to drive immediate action. You can’t send out messages like this every two weeks, but a few times a year is reasonable. I call these direct offer emails. No matter what industry you’re in, you can leverage a news item like this to direct message your entire database in addition to your two educational videos a month. The added bonus of this specific student loan message is there’s a hard deadline to act! So, without further delay, here is the message I suggest you copy, paste, personalize, and send to your real estate database in the coming weeks to get some immediate response. FROM: Your Name SUBJECT: Urgent Mortgage Update Friends and clients, If you have student loans, or you know someone with student loans, this is for you. It will be more difficult for those with student loans to qualify for a mortgage after June 29th. In short, low or deferred payments on an income-adjusted payback plan are currently not counted against you. After June 29th, that’s not the case anymore. Lenders must use your real repayment amount, regardless if you can afford it, after June 29th, which may knock many people - especially Millennials - out of qualifying for a mortgage. If this applies to you, contact me to find out how much home you can afford here in (area) before this goes to effect. It may raise the payment on your home if you qualify after June 29th. I’ll put you in touch with a trusted lender who will get your paperwork done quickly. Hurry. June 29th is the last day to register a FHA case number to fall under the current, more favorable student loan guidelines for mortgages. Call me at (phone) or just reply to this email if you have any questions. You can also search all homes for sale in (area) on my website, or if you’re thinking of selling your home, you can enter your property address here to find out what it’s worth based on recent home sale prices. I just want to keep you updated on this change since I know it will affect many. I’ll have an update for you in the coming weeks with what’s happening with regard to home prices in (area) this summer. If you’re thinking of selling your home, we may be able to get a jump on the market. Let me know. Your (area) Realtor, Your Name

May 13, 2016 RE: The Lighting Kit We Officially Recommend

Clients, I finally have a great lighting kit for you that’s compact and inexpensive to make your videos look better! I recorded this video in my office this morning using the Logitech c920 webcam. We’re preparing to exhibit at theMortgage Mastermind event in Las Vegas this June, so please excuse the mess! Here’s what I look like without any light. There’s also a window behind me that makes me very dark:

Here’s what I look like with the lights on:

Not bad, eh? This lighting kit costs $67 on Amazon.com. You’ll also need six AA batteries for each light.

You’ll look much better than my example above if you don’t have a window behind you. I only recommend extra lighting if your office has perpetually poor lighting conditions. This light kit also comes with color filters so you can choose the one that makes you look the best. I’m using the amber color filter in the video above to complement the yellow light in our office. If you have good, natural light in your office (ideally an outdoor window in front of you), you’ll look like this on the Logitech c920 webcam – no extra lighting kit needed:

So, I want to share that with you this week – I’ll keep it short! If there’s anything you need, just reach out directly to me – I’m here by phone and email. Have a wonderful weekend. May 20, 2016

RE: Monthly Print Client Newsletter Clients, We can now create a monthly direct mail print newsletter for your most valuable contacts that includes your latest two educational videos. Here’s an example: There are only 3 items of content we need monthly - two videos and one client testimonial. We’ll take high-resolution screenshots of your videos and put them in the newsletter with a strong headline, sub-headline, and description pulled right from your video email. We offer this upon request – just ask your Client Manager. We’ll send you a PDF proof of your personalized print newsletter within 30 days. Just make sure to get on the phone with us to discuss the “About Us” section and your respective call to actions. We need your help writing these very important sections. Also, I recommend you only send this to a few hundred people you know. A tri-fold self-mailer newsletter should only be sent to your past clients, clients, and/or your best contacts.

I want you to see success with this audience before you direct mail strangers. When it comes to actually printing and mailing your monthly print newsletter, we recommend you work with www.LetterPrinting.net. It’s who we use for our direct mail. An 8.5x11 tri-fold self-mailer will run you about $0.70 mailed with a first class stamp on the best paper printed in color. They will print and mail it for you. Our design team will make sure it’s designed to USPS 8.5x11 self-mailer standards. Make sure you have someone in your office to manage all the returned mail. Many of your initial mailing addresses will likely be incorrect, so you’ll need someone to research the best mailing address and then update your database. Simply upload your mailing list, your provided monthly PDF newsletter from us, and make the appropriate selections for your mailer with the guidance of LetterPrinting.net. LetterPrinting.net will guide you or your assistant through this process. My contact there is Alan Parseghian and you can reach him atalan.parseghian@letterprinting.net with questions. The most important part of this process is to narrow your mailing list down to a few hundred important contacts. This is the biggest road-block to a successful monthly newsletter campaign and set aside a few hours to make a spreadsheet of all your best contacts. Direct mail is still – and always will be - a powerful way to reach your audience. You want to be in front of your market by phone, email, social media, direct mail, and in-person events. You know how much I love direct mail! I mail you a 16-page client newsletter every month because it’s easier for you to consume my longer messages in print. The more media you leverage to communicate, the better. That’s why we want to offer you the opportunity to participate in “direct mailing” your videos to your database in addition to our current digital methods. If you’re interested in a print newsletter design, talk to your Client Manager. They will schedule a call with you to go over design options within USPS guidelines. Thank you for being a client. We’re always looking for ways to bring more value to you. Have a wonderful weekend! Frank Klesitz, CEO Vyral Marketing May 20, 2016

RE: How to Work the Right People in Your Database

Clients,

Every two weeks or so I interview a client on how they are getting results from their database.

I call these “Database Marketing Hangouts.” We talk about how to build a database, nurture it, and then proactively work it for business.

You can watch replays of all the events here.

Most interviews have been with top producing real estate agents - many selling over 100 homes a year - with a combination of internet lead generation, farming, outbound prospecting, open houses, and more to bring people into their database.

Their database is really a loose “email list” of thousands of people. They are using Vyral Marketing, not only to increase referral and repeat business from their past clients and sphere, but also to stay in touch with a massive number of leads and homeowners.

While there’s nothing wrong with this - in fact it’s highly recommended - these interviews do distract from the core of building a real database of people who will actually refer you.

The whole point of Vyral Marketing is to stay in touch with people you know to boost referrals and repeat business.You then complement this foundation by staying in touch with strangers, like internet leads.

I recently did a Google Hangout this week with Vyral Client Brian Lessinger about building and working a database of real relationships for referrals.

You can watch the replay here (my apologies for the “buzzing” sound in the video – I fixed the problem for next time). He works a tight database of 450 families he built over 15 years of selling real estate in the Reno, NV area. His database is tightly organized by each person’s likeliness to refer (A, B, and C contacts). He also has their contact information fully updated with detailed personal notes to reference on phone calls. Ready for this? He sold 120 homes last year from his database of only 450 families! How in the world did he do that? He simply has a real relationship with each person on his list so they refer him and hire him again. He stays in touch with print mailers, educational web videos, and phone calls by inviting each family to regular appreciation events throughout the year. Brian is the perfect example why you don’t need a large database to get results. You want a database of real relationships. This relationship is what’s missing most of the time when you’re not seeing results from your database marketing plan. Not to worry – there’s no need to delete all the strangers in your email list. Rather, I recommend you identify the most important people in your database so you can deepen the relationship with your “450 families.” Here’s what I suggest you do:

1. Run a list of everyone you’ve done business with in the past few years (past clients) 2. Pull up all the people you’re friends with on LinkedIn and Facebook (sphere) 3. Write down the names of everyone you would call to invite to an appreciation event or just plain ask for a referral. 4. Mark those people as MOST IMPORTANT.

I’m sure you can come up with a list of a few hundred people. Facebook, LinkedIn, your past customer list, and even the people in your mobile phone make a great memory jogger. I made a training video a few years back on how to segment your database. Watch it here.

When you make time to call your database to drum up business, start with your A-list people first. Then, work your way to the people who watch your videos.

Invite the best people in your database to an event, ask if they have any questions you can answer, or - if you’re in real estate - ask for their mortgage rate and put them in touch with your lender to save them money on a possible refinance. The first place to start to improve your database marketing results is to identify the most important people in it so you can strengthen the relationship. These are the people who will watch your videos and refer you. The best business comes from people you know, not from the people you don’t know. If you know you need to identify the most important people in your database, let me know and I’ll make sure your Client Manager holds you accountable to do it. The time you spend segmenting your database (however painful it is) is one of the best long-term investments you can make in your business. With that, I hope you enjoyed your client message this week and have a wonderful weekend! Thank you for being a Vyral Marketing client! May 27, 2016

RE: Summer 2016 Magical Seller Lead Generation Email

Clients, For those of you in real estate, I wrote a special email to send to your entire database right away. We’re enjoying a record year in real estate sales with a six to eight year run up in prices. The Federal Reserve is very serious about raising rates when they meet in June. I took this opportunity to write a direct offer email to go out immediately to your entire database so people start thinking about their home value. You’ll want to send them to a website to request their free home value report online. Here’s an example. You can also direct mail this as a letter to your “farm” or boost it as a post on Facebook. I know these direct offer emails have been very popular to send out 2-

3 times a year. These emails have, without question, generated hundreds of listing opportunities. (For those of you who follow Gary Vaynerchuck, this direct offer email is the ‘right hook’ to your video ‘jabs’ for your database. Read more here.) IMPORTANT – You must get this email out within the next 2 weeks so it makes sense - so act now. Ask your Client Manager to send it for you. Make sure we have all your latest email addresses in our system so the most people see it. When you receive your email proof, please test the links to make sure you receive the leads when people register. If you’re not in real estate, let’s visit about what direct offers work in your industry to spike immediate action. Reply to this email and we’ll visit. So without further delay, here you go! FROM: Your Name SUBJECT: (Area) Summer 2016 Home Price Update Clients and friends, I have an important update for you about the value of your (area) home. If you’ve been following the news, the Federal Reserve is likely to raise interest rates when they meet on June 15th. It’s been all over the news these past few weeks.

This makes it more expensive for people to own a home by raising their mortgage payments. It also decreases your pool of buyers thus lowering your home value. Further, after a 6-year record run up in home prices since the 2008-2009 recession, this may be the last year to get the maximum price on your home sale. It’s likely we’ll see a market correction next year. Here in (area), we’re still seeing neighborhoods with very tight inventory. This means if you list your home for sale, it will sell quickly and possibly above asking price. In other neighborhoods, sales are slowing down. Home prices are lower than they were last year, or leveling off. I write you because this summer is the best year to sell your (area) home to get the maximum price. If you are thinking about selling your home, I have a special gift for you… I purchased all the recent (area) home sale data and put it on my website for you – for free. You can find out what your home is worth right now based on your neighbor’s recent home sale price. Want to know what your home would sell for today? Enter your home address here to learn what price your (area) home is worth.

(Yes, I paid money for this and it’s free to you. It’s the same information we as Realtors use to determine your initial asking price.) Now, it’s an estimate. There are more factors - such as your kitchen, bathrooms, and improvements - that will certainly effect your final sales price. If you’re thinking about selling your home, call me at _____________ or reply back to this email. With a few questions about your home, I’ll fill you in on what price it will sell for today at no charge. We’ve worked with many home buyers recently and know exactly what people are looking for in the hottest homes. My estimates are right on the money. And not to worry - if you’re thinking about buying a new home, I’ll share with you the areas in (area) where home prices are now more affordable. You may be able to live in a nicer area you previously thought unaffordable. I can also help you secure a low, fixed rate mortgage without junk fees with a minimal down payment. I’ll put you in touch with my best preferred lenders. Anyway, I write you since we’re coming up on the hottest home selling season we’ve seen in years. Our economy is normalizing, interest rates are rising, and pent-up demand following the 2008-2009 recession is less. This is the summer to sell your (area) home. So, I invite you to find out what your home will sell for with my free home value report tool. It’s free to you. You can also reply to this email or call me at ___________. I’m happy to answer any questions you have about (area) real estate. Until then, have a great week and I’ll talk to you soon. Your Name Your Phone Your Email

Let me know the results you see from this email. It will drive plenty of registrations for you to follow up with – make sure you have time or staff set aside for the work! Have a great weekend and thank you for being a client! Sincerely, Frank Klesitz, CEO Vyral Marketing