Hey welcome back to a special episode. Did i just did my voice just break right there? I think it did. Did you hear that a special episode in this week in marketing, with so much more with orianna shea in the house, nearly 80 million dollars in production, client of ours for nearly 12 years? We have so much to unpack orianna for the people that have not maybe seen an event saw you on some zoom thing over the last 24 months. How long you been in the business? Why did you get in and then we're gon na start unpacking all kinds of marketing and branding stuff? Today, okay, well hi hi! I have been in the business since 2004., yes full-time, i got my license in the 90s, ended up going back into clothing design and was in clothing design for about 20 plus years, okay, which is kind of where the marketing the creativity comes from sure the design Yeah exactly and then i remember just saying: okay, this is my last job.

I got divorced. I moved up to the bay area, took another design, another design, job blah and um. After that i said when this is done. I'm gon na do something else, and then i just came back to long beach and started my business and didn't know what the hell i was doing so but 2004 you got in when the market was just crazy kind of like it's crazy, now well yeah.

But you still like you still had to work. I didn't i mean yeah, it was crazy, but you still had to know how to go out and get business yeah. So back then, when it really wasn't well, actually not back, then in the 90s, when i first got licensed, i asked my broker. I said: who are your top producers yeah? Are they looking for anybody teams, weren't even a thing in 1997.

yeah? So i went to work for a top team in the office shadowed them around cold, called for two hours hated it yeah your eyes told me you hit it you're like. Oh, i hate it. I just it was painful painful yes, but i learned you know i. I said: there's got to be different ways to get business.

Yes, but then i ended up going away from real estate and then 2004 came back around and i'm like. Okay. I need to do this right. So when did we first get connected? I thought it was like six years 2006..

Okay. 2006 was, i think, when i f, when i started coaching the first time yeah stupidly left i'm not yes, okay. I got this because the market was going cry. I'm like okay, i got it yeah, i'm good yeah.

Yeah then the market fell apart right, market yeah and then i came back and i've been with you guys for 11 and a half years yeah or more and you've had an extraordinary run. I mean so so people got to get contacts. We could just as easily have you on the luxury code and say you know: 80 million dollars, your average sales price, the kind of the homes you sell, what you do, but people want to unpack in this show. I actually wrote down kind of three blocks that i want to discuss most powerful marketing tools and with you, i would even say most powerful positioning, branding and marketing tools.

So there was, there was like four things we identified and i'd love you to unpack each one of them. Your email newsletter to your sphere right super engaging your marketing proposals, your agent, bio packets, how you position your agents and then your like your whole, like buyer, consoled buyer book. Like those four things we should unpack and we could probably do an entire show just around those, because if people just are indeed what you're doing there they're gon na be more successful, but talk to us first about the email newsletter. So it's actually not an email newsletter.

Well, it's starting to become more of an email newsletter, but it's been a mailed, it's news newsletter. I mean i started doing this. Yes, i think i started doing it in 2005 yeah every month, and it was the one thing that i did religiously every month. Yes to my sphere, you know i'm the biggest fan of direct mail, so so my apologies and even better, but you're, also switching to email too.

Now i am now combining that. So you did a show, or some one of the agents was talking about the everything he was from uh. Yes, yes, the three, the three so matt curtis all right that, like alabama, kills it on email. So i'm all about! I love.

I love anything. That is multiple steps to a call to action and driving them back to the website or somewhere where they i can capture their information yeah. So yes, the the newsletter is, goes out every month, religiously, and how long have you done it since two thousand, as i take this, i take my clothes off in the middle of the show it's getting hot in here, ladies and gentlemen, so since 2006 yeah, how Big is your database now it's about almost a thousand people, so a thousand people. Now that's just the people that get the newsletter yeah.

The database like buyer leads, and all of that is over 5000 people, okay, but the mail newsletter goes out to you know so. Unpack for the person - that's like, oh my goodness, and like obviously, you get a lot of referral business. You get a lot of past clients. The number one source of right of business is the soi.

Can you link back this this newsletter to one of the main reasons you stay top of mind or are there ctas in it? I have clients. Tell me oh my gosh, i made you know your chili, and you know that i have a recipe in every newsletter. Right so that's a whole nother conversation, they open it for the recipe. So sometimes i i position things in different places in the newsletter, because it's folded in half so on the back cover.

Sometimes it's a testimonial or it could be a recipe or you know a featured property or something that will make them look at it and then they'll open it, and you know, then we have our recent sales on the inside. The cover story is usually an update in you know: what's happening in the market, so it's broken down into. You know it's it's like an 11 by 17 folded and then it's folded one more time. So it looks like you know, like a like a big letter.

Yeah, so so how much time does it take to put that together every month who does it? I have a fantastic printer who has created the template and it's just plug and play every month and then sometimes we revamp the look yeah um, because you have to keep it fresh yeah. So every you know we just we started probably around the 20th the month before and it's got to be ready to drop and ship by the between the 10th and 12th. So people like yourself, big, shout out to people like josh rubin. He does the uh celeb estate right just like the manhattan like where the celebrities bought and sold and he does it every single month and he's you almost become known for that.

But, like you, it's like an information guide. Here's here's! What's going on with homes between one and three million, you know four and six million. Here's co-ops this that so it's an educational piece, but it's a really solid branding play it's a solid branding play and now it's also driving them back to youtube. So they're.

Okay, talk about that, oh god! Here's my chili recipe live. Okay! You finally got me to do videos. Okay, we should just i know we're gon na we're gon na come back to marketing proposals and agent bio. You know hacks and all that stuff.

What in like? What did you miss with video like? Why did it take so long? I am too much of a perfectionist and i get that from my dad, but i'm too much i've got to be. It's got to be planned. I have to know what to say. I have a barbra streisand side, so don't shoot me from this side.

Thank you very much. So so you want to switch sides. No, it's fine! It's already done it's already done, but i'm too i've. I've really worked on and i have i just stumbled across this amazing video guy who you know.

I get a thousand emails a month, soliciting me for all kinds of stuff. Yes, he just sent me an email a couple years ago. Hey you know, you know, i see a niche in your market and i want to try this out and i'm only reaching out to 20 top agents in la county and i work for netflix and i that's where i was like back up. Yeah whoa.

You work where yeah, so i i said, let's talk so he we talked and started shooting videos every month and he's kept me accountable. He's amazing at getting me past my comfort yeah, like fear right yeah, because i mean i had the whole teleprompter i had to have a script. I had you know teleprompter. Yes, i mean all that stuff, yeah yeah.

So now he's he's finally gotten and he's like listen. I know you you like the crutch. She goes, but let's not do the teleprompter yeah he's like you're, so much better without the teleprompter yeah, he said. Okay, so you know we started doing more videos without scripts.

There's still somewhere, there's just too much it's more like a camera like just you know like how do you handle this? What do you think about that? You know, but if i'm doing videos on you know like the videos, the topical videos on long beach and different parts of long beach are getting really really good results on youtube. So i'm doing more of those those have to be scripted. Are you putting ad dollars behind those? Yes, a little bit, yeah yeah! You don't need to put a lot. You don't need a lot.

You can get like 10 000 views for, like i didn't 40.. I would have been doing this a long time ago, right, yeah. So then, i just took that we started doing topical videos. We have real talk about real estate q, a with orianna shea, and then i just said look nobody wants to hear me talk about real estate all the time right.

What if we do something else? He goes okay, he said what do what do you want them to know about you or what do you want to do, and i said let's do cooking videos. Let's do a cooking thing really! Okay, now were you like a chefy chef like? Is that your like? Are you a foodie? Is that your thing i'm not not really, but i mean like a busy girl's guide to you, know cooking show right. So i i i come from italian stock. So yes, i can cook yes, okay, but i learned from my italian mother who has her own language when it comes to measuring things in the kitchen scooches, okay, which she's on one of my videos, actually yeah um but yeah.

So i just said: why don't we do you got ta eat and it's just gon na be easy recipes for people that work and need something fast and give them some tips on how to make great meals. Really quick, i'm pulling up your shower right now. Is it is youtube orianna, shea yeah, okay hold on to do so? How many, how many, how many videos have you put up there so far, and what have you learned from now doing? It sounds like a couple different types of shows: yeah. I have a few different just picked up an extra subscriber, so i'm now officially a subscriber, so real estate market update fix it how to sell your home for more i'm trying to get to the food there.

It is oh broccolini and mushrooms with toasted pine nuts sell real estate yeah day, and i have this fun little cooking show you got ta eat on my spare time and today i love it. Okay, where are you most comfortable, cooking or talking real estate cooking? I tell you what i'm paying him more because they take longer to edit sure, because we got to talk about the pricing on the cooking videos. Okay, what do you want like? I was like? We have to do it. I said it's getting more engagement than anything else and who cares? Do you put them on your website? Do you uh? Will you put it into your email recipe page on my website? That's smart, i mean.

Does it get wait? Let me say this: does it get traffic yeah, okay, yeah, look! It makes me human. So yes, and now it's it's the funniest thing, because now it's for me marketing has been this get yourself in front of as many eyeballs in your community. Anyway, it doesn't matter if it's about real estate or not if they start to i've, run into people and they'll. Just they'll find me they're going you're that dude.

I think i did something on youtube with a cooking show or whatever, and i'm like it's like you're everywhere and i'm like yeah uh-huh, mm-hmm sure i see your direct mail and i saw you at an open house recently like what's going on here right, okay, so I wan na we're going to jump back to video, so the newsletter since 2006 newsletter yeah the newsletter just get keeps me in front of my because i've i've you get so busy running a team and coaching your agents and doing all these things and my coaches On me, all the time, did you make your calls? Are you making your calls i'm trying to make my calls, but there's a few things that that so sounded like jeff? Didn't it didn't it shout out to japanese how many people did you talk to so so newsletter, a thousand people? Let's talk about um, let's talk about my marketing proposals, so so some people would call that like a pre-listing packet or is that the actual listing presentation? What is a marketing proposal, so the marketing proposal was, i i'm all about props. I love having stuff with you. I did some over there on the floor. Well, let's grab it.

Yes, of course, the audio people right now. Listening on a podcast, you might have to jump over to youtube or tomferry.com forward, slash wherever you would find that on my channel. All right so show us what you got. Oh props um.

So this is the marketing proposal which we now have okay, so you literally you walk in, and so this i send to the i send an an email, a pre-listing email to i'm, showing the seller um very nice with a link to a digital version of this. So, for those of you starting out, one tip is get a great graphic artist that you can find freelance, create this and have it digitally and email it to email the link to to the seller ahead of time - and i asked them - please review this - you know Before our meeting this way, we can address your marketing questions right away. When, when i meet with you at your home, i love okay. So, let's i mean having helped construct, i'm not letting you show these likes exactly so meet the team right, which is super smart, like here's all the players, but this is my favorite proofs of the numbers list to sales price 106.

107. Our listings sell for six to seven percent. More than other agents averages on the market. We sell three times faster listing views on google five times more than the competition where buyers find your home.

I mean a lot of this is classic stuff that in our community we talk about right. What i like about what you've done here is i like the thick card stock right. I, like the soft photos. I, like the print uh the size of the print everything about it.

Oh, is this a download, your app yeah right, so smart? Okay, so that's that's a nice way to know like do they actually take the time to do it right? Did they actually take the time to review all if they do? I get a notice, so the app is so any way that you can monitor what they're downloading and what they're doing we track everything so qr codes, you know if they download the app. I get a message or, if my agents give somebody the link to you know, because they each have access to the app with their information, which is a great tool at an open house right and - and they can, you know, does everything that you know zillow or Redfin or any of them do right, so it's it's another great kind of digital marketing. Some some might argue ariana. Why do you need to spend all this money on all this positioning if a thousand people are getting your newsletter and you're? The cooking lady and the italian and the super realtor, and you got this team like do you even need this? You don't, but if you're, if you're competing and which, in most cases right now, if you're going on a listing appointment, you're competing.

Yes, you need to even with like a referral or not so much with a referral. I mean if it's somebody from your database, that knows you or somebody referred you most likely. Not so then you can get you don't need as m. You know you really don't need the the props as much, but if you are competing, you know, look there's how many discount agents out there a gazillion.

So you need to separate yourself and and show your value and it all works back to the presentation. So what i i make the analogy with people look, your home is basically going on a job interview who you're hiring is the stylist? Yes, so do you want your home to show up looking like they shopped at bloomingdale's, or do you want your home to show up in sweats and that it's all about the presentation, yeah and i said that's a beautiful visual reference that people can immediately? Oh okay, yeah i get it yeah you go into a bloomingdale's to shop for a pair of pants you're you, you love the experience. It's elevated, you expect to pay more. You go into a jc pennies, you're you're.

Looking for the discount yeah, it's the same thing with this. If i, if i can, you know if i can show you how we're selling our clients homes for seven eight percent more than list price right now, which will more than cover our fee? Yes, would it be worth your time to just sit down and see what i can do to get you a lot more money? That's a little! If i could, would you be willing to another classic classic sales training right there girl? What okay? What about the buyer consult so the buyer cause that's so important. The buyer consult is so important. I've talked to jeff so much about this.

I've done. Buyer consults. Since i started in real estate back in the 90s. I always sat down it.

Wasn't it wasn't call? I just i always felt like if i don't sit down with somebody and talk to them about their goals and what they want and talk to them about what to expect right. Then i'm not doing a good job for them. I'm not you're a glorified door. Opener exactly so the buyer consultation i have.

I cr my agents love the props because it it makes them feel empowered. I used to say empowered, confident, they're leaning on you as the team leader, but it's what we have together and no one else has did you bring it? I think i did and there it is wow. Okay, that's a serious your home buying guide. That looks like 25 30 pages, but you put the contract in here.

That is really smart because you know i mean i get to see these from a lot of great. You know clients all the time they're like can we take a look at this and it's you know similar right. Here's all the steps. What's the median age of your buyers today, median age of our buyers is probably 27 to so millennials yeah, so 20, 22 to 42 is the millennials and what i love about this is they're going to see table of contents and millennials, like, oh speaking, of my Love language: okay, all the details that i'm going to explore later with my friends and i'm going to call my parents and tell them that i have someone smarter than them so professional relationships.

Why do you need a real estate agent, understanding agency, the home buying process? In a flow chart, i didn't know you were this anal bad? This is why i couldn't do videos. This is why i couldn't make videos. Can you imagine i can, because this is beautiful road map uh builder questions, if you're gon na work with builders how to make an offer how to make an offer, we got a whole page on how to make an offer okay. So i love that and then right into the disclosures i mean you literally have the entire purchase contract.

Why did you put the purchase contract inside here because i wanted them? I wanted first there's. The main reason is, i wanted the agents to make sure that they start talking to the buyers yeah, it's more, it's all about delivering your value right. So, if, if, if they're, not convinced that they need you before the buyer consult by the time you go, you know you kind of start thumbing through the contract and what they're going to be needing to fill out and why they need an expert to navigate the Contract at the end of it they're like where do i sign it's the old line? Has anyone taken the time to show you? Has anyone taken the time to walk you through the home buying process? Has anyone taken the time to show you the right? I love the driveway buyer console like you guys. Yes, this is how you get them to yes to do the console shout out to tom toole tom tool.

Thank you very much he's like i'm in philly no one's going to come to the office, so we got to show them the house and then do a buyer consult in their car yeah and if you're, if you're meeting leads at the property and making the initial Contact, it's all about get in front of them, and then you deliver your value right. That's why they need to sit down with you, but the the biggest part of this is why they how to get them to sign a buyer agreement and that's what? Yes. Yes are doing so they they go to this page. So how do we work? How do we work for you? How do we work for you and there's like 13 things that we do for you right, deliver your value proposition and why they need you yeah.

We even coach them how to go to open houses if they happen to be going up, we don't want them to, but if they are yes, hey, i'm going to give you a stack of my business cards, keep them in your car right. If you walk into an open house just hand the agent there my card they'll leave you alone yes and keep a notebook here. I've, given you one of our notebooks, make a note. If you happen to drive by a sign, you want to see the house yeah we'll get you in yeah and we'll get the answers to the questions.

They're not going to give you. If you call i love it, and then we talk about the professional relationship and you know: do you understand how this works and how i'm compensated? And when this did you listen to the uh, the coach, alicia, essig, uh buyer consult video that we did. I want to say two months ago, oh you're, gon na i mean first of all same exact formula. So like it literally i it was almost like.

Oh did you listen that because it's she started in 1998 she's, like i'm batting a thousand since 1998. After taking one buyer out a million times and never selling him a house and being totally disappointed, she said there's got to be a better way right, educate him on this is this is what i do for you. This is how i get paid here. Is the contract? Now, let's talk about what you know, what are your non-negotiables what's most important to you guys and then sign up by your brokerage agreement? She's, like i've, been doing that forever right.

So this is, i just love it because again it's beautiful! Even this feels valuable like a little piece of paper, like my little tom fairy, you know notes over here the agents get to put their business card. Oh very nice, very nice, it yeah. So it's more! It's one more! It's one more thing that makes you stand out: okay, let's, let's move away from because we covered a lot of stuff right there. Let's talk about best marketing tech that you've added recently that's moved the needle in your business.

Homebot, i think, would be a great tool for it's. It works anywhere in the country, so it's not just exclusive for california. I have clients that move out of state and change their address and stay on it and then i'm you know i'm like hey. So are you you need a referral? Are you selling like what yeah? What's going on? What's going on smart, but every buyer we close - and this is the this - is a really important tip every buyer.

We close immediately part of the to the checklist for my ops manager. She puts them in homebot at the end, so every month they get a report card and the great thing is it gives them. You know their mortgage information, they can adjust it. It's not like a like a report that they just get, and you can't do anything to it right.

They can interface with it. They can change, you know if they think their their value is higher in their area. They can move the needle to well. I have my house: is the best yeah, so i'm going to go here.

Yes, change their mortgage information all of that stuff, and it gives me a report and tells me who's been the most active right. It has the most open rate of anything i've ever sent. It's because the only thing: well, not the only thing. What's the number one thing all consumers want to know, how much is my home worth and then the second question doing some consumer data recently is.

Is this my forever home right right? I think you know the pandemic really amplified. Is this my forever home, like i like this home, but do i love this home and you got ta love where you live going through what we've all gone through so so interesting? So how do you once once you get somebody on there? If you have a thousand clients, essentially homes under management is how i would look at it. That's a thousand people now that could be bing, bing, bing, bing all day long in your phone, because they're looking at new valuations. What what's your strategy for reaction follow-up? I mean it's.

Not it's not dinging, my phone, every that would make me insane yeah yeah batty. I couldn't do that, but it does give me it sends me a report um. I think i think it's every week i get a report just be like here. Are the most active people? Yes, you know that you might and if someone clicks um i want you know i'd like a cma or i want then it'll send me hey this person.

You know you need to reach out to this person, which is really really great, because then, like hey, did you you know? Did you push the button that you want to cma? I didn't push the button, but if you want to send me a cma, i'm like no problem yeah or just tell me who you know it helps me prioritize, who i need to call how many people do you have on that now, like how many, how many Past clients, in sphere and friends, you know i probably have about 400 people in it now. Okay, um and it's also a great way to you - know, stay in touch with the buyers that i you know i i didn't necessarily work with. So you know, if, if somebody's you know being is looking and being really active, i can tell the agent hey follow up. Yeah call hector was the last time you talked to him.

Yeah, smart and we've already turned a couple prop a couple buyers from the last three years that you know had equity and needed to move, and you know needed more space and it's it's just one of those any kind of like ai any yeah. Exactly you know like hey like oddify. No, no to my notify me notify me right. Notify me when someone's behaviors are perk, letting up yeah that took me a long time to say that orianna all right do you have a sample of the newsletter in here? I don't, i can't believe i forgot the newsletter start.

The whole show over again. Okay. What is this little fancy pants piece? Um. You know what this was another thing that i sent started sending out at the beginning of the i sent it out twice a year, and it just goes to again everybody in the database or, if i'm farming right now with the shield proof of success, piece that We've talked about, for you know a thousand years, would you like to receive crazy, multiple offers on your home? I love that we just let another home in your neighborhood after receiving multiple offers.

Our sellers are ecstatic. We have qualified buyers looking for homes in east long beach right now, if you've had any thoughts about selling. Please give us a call right and what i like about this too, for the person that's watching is co-branded agent and you yeah talk to us about that strategy. You know it's.

It's the agents, the senior agents that are now working on going after listings yeah. It's one more way to empower them. Yes, you know i'm like look i'll do this, but you got a door, knock yeah. You got ta go.

You know, you got a circle dial. You got ta, you know you got ta hit, it hit the pavement and you know: do they do they? Is it co-branded and co-paid or do you pay, i pay and then but there's accountability so yeah? If they're, not you know, if they're not working it, then they lose, they lose the co-brand yeah. It's just you know, have you seen and by the way, what i'm loving. So i now see this why your home didn't sell, because because the one place where we do have expired listings is in the high end right.

So congratulations. So this is how i'm trying to break into some more luxury. It's just very smart um doing some strategic and i love this hit the qr code for a copy of our marketing proposal. So do you do you mail this? What's your strategy for high-end expireds, with this mailing, it i'm starting to mail it yeah! This was to this has taken me a long time to finally get it to you know perfection.

Yes, i know i have a problem. Hello. My name is my name. Is i have a perfect problem? Yes, yeah.

It's a perfect problem, perfectly imperfect, so so so you're mailing it yeah with a letter and - and you know, in kind of a vellum, see-through yeah or dropping it yes and just leaving it on the porch um. You know trying to just make it stand out. So um, it's still new, so i'll get back to you on that and well what i like about it is it's a lot of the classic things that you know you and i have discussed for years, which is like before and after photos like you know, did Your home was your home photos, look like this because we make them look like this right and and or why staging is important right. You know it's all about again the presentation yeah.

This is you know, and that's the other thing. You know that we're we're doing more and more of is make is elevating the experience and making it turn key for the seller for the client. Yes, did you listen to the show? I did recently with ben bellock from uh his line when he calls expired listings or yeah. I was looking at your home on zillow and i saw lots of problems right, glaring marketing, layering marketing.

It was so good, so you could. You could definitely steal some of those little big shout outs to ben. That was a great show, so you have all this cool, stuff and and you're empowering your agents. You do beautiful marketing, it's all like high-end.

It feels good, which is a luxury. You know statement in and of itself, not cheap. No, it's not it's not cheap um, but are you making money? Yes, you have a good net profit? Yes, yes! Yes, yes, because now what i've finally figured out and i've i've made all the mistakes. People yeah um! You don't need to mass produce this anymore.

No, you don't have it at your presentation and maybe have you know 10 or 20. If you have agents on your team going on listing presentations, so they have an arsenal right with them right um, but you can send all this digitally to the client. Yes, so, and you can tell them you know, look you know. This is what i sent you.

I'm just you know just so we can have a point of reference or just so, you can kind of see what just a sample of what our marketing type of quality is. The quality of the service that you're going to receive yeah um. So you don't need to mass produce it! No! No! But it's just it's so like you can tell like this. One is clearly like okay, i'm gon na print a bunch of these, because i'm just gon na be mailing these to that.

Yes right, where we're like the buyer guide, how many of these would you would you normally print these? I print a couple hundred at a time um. I found a really cheap printer that you know like we do all the the pla. You know we do all the placement and and the artwork for it and - and i think they're costing me a couple - bucks a piece right to print and everything is black and white on the inside of it. That's just the cover, that's color, but once again, if you know what is the, what is the price? One is willing to pay to have a buyer, be educated and sign a buyer brokerage agreement.

I'd say: that's worth a couple bucks i it's it's worth. They are my. My agents are so addicted to this thing because it it it literally walks them through, so when they join the team, they're trained on how to do a buyer console, of course - and this is this - is their manual. This is their guide yeah.

So what i need to do is start putting inserts for certain things that are happening in the market like right. Now, that's a big conversation on how to prepare them interest rate sheets. You know or here's what's going on with price points and you're ready for multiple offers. What does that look like don't be freaked out? This is what you need to prepare for in your area in the area you're.

Looking at you know, that's where you can also, you know just kind of talking out loud here. If you took something like that and then you said, you know um you dated it. You know like second quarter 2022, most important buyer tips and then you laminate it. I love that and then you slick it inside there and you're.

Like i mean it, changes quarter by quarter the market's so dynamic. You know, mr mrs buyer or mr you know. Mrs buyer like that, would be a cool. Little agents are listening to this.

Okay good! Yes, we're talking to you, let's get it done, okay, so so we've covered a lot of ground right. Obviously you you built a great business, it's very clear, like style matters to you, presentation matters to you and for a lot of people like that becomes their superpower. That's what gives them the confidence to go. Do all this stuff um.

How is it translating to video and maybe better translating and then what's your goal with all these videos to just become a presence in in long beach and in the area i mean just you know more more, a bigger audience, a bigger you know start to get More of those people going back to the website, you know what i'm the other thing that you've you've talked about is um is retargeting over and over and over again right. So it that all finally clicked in my brain years ago, but it's the retargeting and then how to how to get them to push the button or make the move that you want them to make. So the first video leads to a second video. The second video, maybe has a call to action: hey if you're thinking about selling download our free ebook, our free seller's guide, seven tips to selling your home yeah.

You know just click here and request your free copy, we'll email it to you no hassle. You know yeah, we won't bug you just you know it's free yeah and we created this 11 page ebook with seven you know, tips or for for sellers and people are clicking on it and filling out the thing and we're i'm going. Okay. Now i've got a lot of seller leads people.

You need to be calling right like that. Was easy, yeah. Okay, side note. Did you see uh big shout out to mike fields your coach right and his client mike uh? I don't want to misquote where he is in florida.

He sent out the nine thousand postcard. Twelve thousand postcards twelve thousand look at my phone, twelve thousand postcards, but the first three thousand did he tell you about this with a qr code. It just says: um like want to know your home's value today and it's just a qr code, and it's just this black glossy. Did he show you this? No, he didn't is so bananas.

Why did if he's listening? Why didn't you show this to me? Okay, but listen, listen to this. I'm gon na pull up really fast. Here um, it was a post soup, because the super bowl was doing a lot of qr codes this year in terms of ads, which was really really smart, and i see qr codes all over your stuff. Okay, so so get this, i'm actually going to show you in real time.

So the card looked like this right check. Your home value here check your home value here and he sent out there's mike handsome dude he and look at the back of the postcard by the way, nothing just all black and just the information that you would send right. Like here's, here's the mailing address of where it's going is that nuts, all black, just nothing completely non-descript right, but remember you and i know as marketers if we put it in a uh banana real estate envelope. That gets a certain response.

If you put it in a small, beautiful uh heavy stock hand, the dressed hand-stamped birthday cake envelope, those things get open like crazy. So the test was non-descript, no no broker relationships and here's what he said ready so fast version mike field qr code mailer, update 240 full registrations; 42 people called him to say. Thank you. Six listing appointments from 12 000 mailers wow.

Another client just copied it 900. Mailers 68 registrations, so we obviously california, we can't get away with the no brokerage thing put it in small small font, small print, but he doesn't even have his company. No just it's florida! That's awesome! Yes, that's awesome, but my point is you're a marketer like myself. That's awesome, i'm looking right now at jeff jeff come on man.

You got to make sure your besties know what's going on here, as we just shared it with the world, all right. Okay, so as we wrap this up, video is to be present everywhere. The look and the feel and the touch is when people experience it they're like okay. This is a level above right, plus it's a super power and a confidence builder for your team yeah.

That's that's a big deal and i and again it's conveying how important the presentation is. Yes, so if you don't have a great presentation, then how are you going to present their home right and right, and now i'm starting, like my next few videos are going to be about present presentation? Why is this important right? Who are you hiring? Why is this important about why you're hiring them right, um and really really drilling it down on the presentation? Because that's what all this is about? It's a conduit to kind of you, know the client and the relationship and and telling them who you are and what you do. I love it. I love it.

I love it okay, so as we rap, what do you want to say to everybody out there? Listening? First of all, where should they follow you? Should they follow you on instagram facebook yeah? What's the best way, all of it, the orianna group um facebook, instagram um youtube youtube you're, like adorable you're, like i can't believe i'm doing video now you're on video, talking about doing videos, cringing just thinking about yeah yeah, and you know, and my before and after Videos are getting a lot of play too, oh behind the scenes yeah behind the scenes behind the scenes are key right, yeah. No, that is like those are good like like this is what it looked like. This is what we did here and here was the result. Yeah right seller wanted to sell right away.

We said take your time. I think i sent you two. I think i sent you one. It was.

It was really good yeah. No just that look it's it's all about conveying what you're going to do for them and you might need to spend a little bit of money to just come up with the props, but maybe you just do one round. You know you pay a little bit more for a short printing run, but then you have this arsenal and and make yourself stand out at a listing presentation and really that's what it's all about at any price point. I agree.

I agree at any price point. You are so good, i'm stealing all this stuff. You can't even leave with it, i'm taking it all from you, no i'm kidding but ariana. Thank you.

So much for being on the show for my friends that are watching make sure you do follow her and then hey as always like subscribe and hit that notification button. And if this really resonated - or this rockstar really resonated share this with a friend or two because again at the end of the day, we we come from that growth mindset. We are abundant. There is enough for all the best people out there and you are one of them.

So thank you. So much give some comments all that good stuff and make sure you follow ariana and we'll see you on the next show take care uh. You.