Replicate Rob's Newsletter
If you did not read why, click here for the explanation.
In order to discover if it’s a fit, it’s best to set up a 1 on 1 phone call. Fill out your info below and I will contact you to set up a time.
Or you can call me direct 778.896.6732
In the meantime, join our facebook group
Cheers,
Robert Klein
robert@hippocontact.com
Once a month. Usually around the 1st.
I started with around 200ish people that I knew in June 2012 and I passively grew by 10 people a month over the last 2.5 years.
Today, I have a database of 450 +.
My current database referring me to others.
In any given month I will have 200 opens. Over multiple newsletters I have around 300 to 350 people opening up my newsletter.
These newsletters generate 100% of my business today. Here are my last 10 newsletters:
2000 to 2012 – I did not stay in touch with anyone.
2012 to 2014 – I stayed in touch with everyone.
2000 to 2012
I started each year with a 0 list. I had to go out and get new business year over year. I basically threw out all the relationships I built each year, year over year, 12 years in a row.
2013
I started the year with a list of 200 people that saw my newsletter for the last 6 months.
2014
I started the year with a list of 300 people that saw my newsletter for the last 18 months
2015 (Future)
I will start the year with a list of 400 people that saw my newsletter over the last 30 months.
I’d start 2015 with a list of 2000 people who saw my newsletter over the last 15 years.
This would be insane. Imagine the mortgage production from 2000 relationships that have been growing and nurtured over 15 years.
Staying in touch with everyone is the foundation for growing and compounding a business. If you do not do this, you are not compounding the years of work you did previously.
350
Common sense would say every 5 years, when the mortgage renews.
In reality it’s more like 3 to 4 years, with moves, refinances, debt consolidation, equity take outs etc.
Let's say the average person will deal with their mortgage every 3.5 years.
3.5 years x 12 = 42 months
# of people in newsletter / Avg Mortgage Time Frame
350 People / 42 months
8.33 People this month in my database are dealing with their mortgage.
Let’s round down and say 8.
8 people in my database of 350 people are dealing with their mortgage right now.
It’s going to depend on how long they have been viewing my newsletters. The more they view and engage the higher the percentage of people I will get.
Based on my personal numbers, I’m currently in the 40% range. This means I’m converting 3 clients passively / month.
Yes! The rest of my business comes from referrals from people who read my newsletter.
Notification are sent when someone clicks on a pdf or a video.
From my October 2014 Newsletter:
Opens - 218
Clicks - 239
When someone clicks, I get an email notification.
Here are my October 2014 Notifications:
Notifications look like this. At the bottom I can click and get full access to the contacts history.
Left hand side shows activity. Right hand side shows when the newsletters were sent.
Whenever I communicate with anyone, I always check my activity history. It’s nice when you see 3 pages of data from a contact you have not talked to in 2 years.
This is a live stream of all current actions taking place.
Lists generated: Unsubscribe, Invalid Emails, Bounces, Blocked and Spam
Most newsletters are dependent on the person receiving it to reply back to you. A hippo trap is a way to engage them directly based on what they clicked on inside of the newsletter.
Best way to explain is with an example.
Let’s say I wanted to find out who in my database was interested in Langley New Construction Townhomes.
Two ways I could do this:
1. Create a single PDF with all the new Langley New Construction Townhomes.
2. Create 6 PDF’s with each new Langley New Construction Townhome.
In case 1, if someone clicks on the PDF, I do not really know if that person is just looking or is very interested. This is due to having 1 thing to click.
In case 2, if the person clicks on 1 of the PDF’s, then I know he was just looking. If he clicks on all 6, it’s a good bet he might be interested in Langley New Construction Townhomes or townhomes in general! This gives me a reason to follow up.
Softly.
I do not say:
(Haha, maybe a bit extreme)
Hey Mike,I do say:
I noticed at 3:35 pm Yesterday you clicked on all the Langley New Constriction Townhomes. We should set up a time to discuss your purchase of these properties?
Hey Mike,
I can set up a search on the mls for new construction townhomes for Langley. Takes me 3 minutes to do.
Message back if you want it.
Talk soon
A passive, non abrasive, nonchalant conversation.
If I can expand the number of pieces of content in any subject I will, the more clicks/engagements the better.
Foreclosures Lists!
I had a realtor friend of mine put together a huge list of foreclosure lists. It had 200 properties total and was very unreadable.
I then asked, why don’t we segment these lists into separate areas. He then segmented them further into detached and attached homes.
We then had 25 PDFS of foreclosures separated by area and detached/attached
When I sent my first newsletter with these 25 PDF’s. my clicks went from 20 to over 200.
I followed up with over 60 people with this email:
Hi xxxxx,
If you like, I can set up an automatic foreclosure listing from the MLS for Vancouver, Langley and Surrey etc...
You will get notified of the property 2 days before it hits the general market. Takes me 5 minutes to set up. Message back if you want it.
Talk soon,
Robert Klein
60 Emails Sent
41 Email back saying Yes
12 Emails from people I did not really know
6 to 7 direct mortgage conversations
41/60 people replied back to me. That’s insane.
Currently, yes. It took me 4 hours of work to send out those 60 emails.
I’m glad you asked. Yes there is. Read the next box for that!
Everything.
By creating a solution that will allow us to respond to all 60 people with a templated/personalized message.
This will be done on a single webpage and not clicking through 60 different people.
You will be able to engage your audience based on their actions. Instead of waiting for them to contact you, you can contact them.
For Sales professionals who meet people 1 on 1.
A way to pick up everyone’s emails and stay in contact.
1. You are at a networking event or you are meeting someone at a starbucks etc.
2. At the end of a conversation, you say the following "Do you mind if we stay in touch through my newsletter?"
3. They say “sure”.
4. You pull out the app and input their name and email.
5. You get them to press the join button. (Takes care of email compliance)
6. Your last newsletter is automatically sent to them.
7. They see it, click on it, and engage.
8. You get live data back of that engagement.
They are now used to your newsletter, so when you send your next one for month end, they know who you are.
You can now go out and network and collect emails with full consent and grow your database and stay in touch with them forever.
A service that will get our Hippo Techs to extract people you already communicate with from the following:
3000 Emails.
$250 + tax.
If you do not have a database of any kind, then most likely. If you already have a good solid list, then no.
It’s not automated. A hippo tech will go on your computer via screen sharing software and spend an hour going through it all.
On your hard drive.
Number of people you meet on average in a year.
(Not clients, people you meet 1 on 1 or in a social setting)
People
Number of years you have been in business.
Years
You have met people during your business.
What percentage of these people would have a need for your product or service in the future?
%
You have already met people over the last years that have a need for your product or service.
How often will they have this need?
Every Years
On average, every month, people you have already met have a need for your product/service.
If you stayed in touch month over month, year over year with a HippoContact style/strategy newsletter, what percentage of people would talk to you about their need for your product/service?
%
On average you would then have direct inquires a month for your product/service from people you already have developed a relationship with through your newsletter.
What is your closing ratio if someone has shown interest in your product/service? Remember, these people are super warm / hot leads as they have been reading and engaging with your newsletter for months or years.
%
By staying in touch, you will have a base of sales a month.
How much do you make per transaction?
$
Your base monthly income would be
$ /month
Your base annual income would be
$ /year
stayed in touch
with people
over years
your base income would be
$ /year
This income is all inbound and does not involve you going out and acquiring new clients.
This calculator is for illustrative purposes only and does not factor in variables such as referrals that would also be generated. It does not gurantee results either.
Set up a phone call with myself and we can discuss further.
Email direct robert@hippocontact.com.
Or call at 778.896.6732.