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2 Hacks + 1 Best Practice for Video Procrastinators

An Australian real estate group reports that real estate listings with videos receive 403% more inquiries than those without videos.

Do your email subscribers drop like flies? Eloqua, an automated email marketing provider, noted that including video in an introductory email reduced the number of subscriber opt-outs by 75%.

According to Forbes Insight, that’s the percentage of senior executives who’d rather watch a video than read text1.

The supporting evidence is irrefutable:

> People and businesses who use video, close more deals!

And video email is by far the easiest and best way for sales pros to leverage this new and powerful medium, because you don’t need any fancy equipment, nor do you need to know how to edit your videos. All you need is a webcam and the ability to talk — you’ve got that covered right!?

More proof, our members send out hundreds of video email messages each day and get rave responses from their clients.

Here are some sound bites from our members:

Katie B. Vacation Rentals.

Katie’s closing 30% more deals using video email!

Liz L. Real Estate.

Liz can’t believe she did business without it!

kentd-video-email-screenshot

Kent’s clients say “I only want to work with you!”

justind-video-email-screenshot

Justin’s sales are up 15% and rising!

Rarely (and I mean very rarely) does one of their clients make the connection that they can send a video email message and reap the same benefits.

Frustration

Brain ExplosionThis has been the cause of much frustration for me over the years. Largely because my brain thrives on solving problems, and I’ve been banging my head against this one for almost a decade.

The conclusion I’ve recently drawn: “If you don’t feel good, you don’t make videos.

And the reason sales pros give excuses like “I’m too busy” and “I don’t have time” is either because “I’ve failed to explain the value of video email” or “Perhaps they’re overworked and their energy levels are low.”

“Check” Yourself

checkyourself-energyI plotted my energy levels for a couple of weeks and on the days my energy levels were high, I sent video email messages. On the days my energy levels were low, guess what, “I didn’t send any video email messages.”

I then called some of our members and it became very clear: “Happy people send more video email messages, and close more deals as a result!

The key to putting a face to the name is to follow-up every first phone call with a personalized video email message.

“In the beginning it would take me hours to get them done. Now I realize it doesn’t need to be perfect. Just a friendly-face to the name. A short 30 second video. I feel like I’m repeating myself. But it works! Don’t overthink it – just rinse and repeat!” says Katie, who’s closing 30% more deals as a direct result of sending a video email to follow-up a phone call.

Confront The Facts

From the book "Good to Great"

From the book “Good to Great”

My energy levels go up and down. I’d like to be happy all the time. I believe it’s possible. But I’m yet to figure out how. Frankly, some days I just wake up drained, lay on my bed and stare at the ceiling fan for a couple of hours.

I’ve relocated to a new country for the second time in my life. The first time, it was from England to the United States and a couple of years ago, I moved to Panama. I’m still in the building phase of my life here and frankly that can be tough sometimes.

However, confronting the brutal facts2 …my energy levels, your energy levels and everyone else’s energy levels go up and down!

2 Hacks

So, true to my generation3, I set out on a mission to hack my energy levels—to find ways to get in the zone more often, and be in it more consistently. What I ended up creating is the foundation of what makes me happy, regardless of what the world is doing around me.

Muddy Friends

An exercise group works great!

Exercise

Wake-up and without looking at my phone or eating breakfast, I crank out a 5km run. This one activity alone, puts me in a good mood for hours. Of course, you could swim, do a natural movement exercise routine; whatever tickles your fancy.

The key here is cranking out 30 minutes of moderately intensive exercise, preferably not weight lifting as that can lead to tight muscles and stiffness (a topic for another day).

Music

Bose Mini 2 Speaker

Almost fits in the palm of your hand and packs a punch like Mike Tyson.

You can use music to shift your mood and raise your energy levels. The challenge – when your energy levels are low so is your creativity. So I just spool up the Pandora Radio app on my phone and put on a station.

To amplify the good vibes, I play the music through a Bluetooth Bose speaker. This little device is small enough to carry with me everywhere and the sound that emanates from it is remarkable.

1 Best Practice

Liz making video email messages

See how Liz’s webcam is ready to go!

Leave Your Webcam Set Up. The third hack is more of a best practice: leave your webcam setup 24/7, as you never know when inspiration is going to hit you. The less setup time, the higher the probability you’ll find the motivation to follow-up that phone call with a video email message.

Pretty basic stuff that you probably already know. For me, making and sticking to this routine is a breakthrough, as no matter where I am in the world, it serves as my base.

Summary

Energy levels go up and down – it’s normal, but it’s important to learn how to regulate them. Especially, when it comes to having the willpower to create new habits like “sending video email messages.”

"Motivation gets you started. Habit keeps you going."

I’ve found the commitment to wake-up early and exercise, raises my energy levels. It’s also the common denominator among some of our most successful members. Music can be leveraged to pump you up before making a video email. I’ve bought the little Bose speaker for several friends, and the result is ALWAYS a big smile when their favorite tune comes on. The third is a best practice of leaving your webcam setup. It sound simple because it is!

If you’re NOT sending video email messages regularly, when there’s irrefutable evidence that “People and businesses who use video close more deals!” ask yourself “Why?” If the answer has some connection to your energy levels, perhaps give the checklist below a go:

> I exercise EVERY morning

> I have a Pandora station and awesome little speaker of bliss ready to go!

> My webcam is setup and ready for action 24/7

Are you dropping in and out of the zone? Have you developed a routine that keeps you in the zone? I’d love to hear from you. Use the comments section below.

Footnotes: 

  1. I pulled these stats from a report published by VideoBrewery, a curated marketplace of freelancers and studios to craft custom video content for your company.
  2. Jim Collins, author of Good to Great says “The way you confront the brutal facts can mean the difference between “Good” and “Great.”
  3. Life Hacking” is a term that was popularized by  Timothy Ferriss in his New York Times Bestselling book Four Hour Work Week. It’s a trait that Millennials embrace, embodied by living for today, as opposed to saving for retirement. Practiced by finding better and faster ways to accomplish a given objective.

About the Author William Woodward

Will is the Managing Director of jiveSYSTEMS and creator of the Digital Handshake™, a digital version of a time-proven tradition that turns tedious follow-up into a closing conversation. Will’s a hands-on guy, with a decade of experience enabling sales teams to leverage video. Will's an instant catalyst for positive change, once you get to know him, you’ll completely understand why.

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  • Eric Bobrow says:

    Will –
    Another quality post, reminding me about the benefits of video while also teaching me a few things about how to set up to use this tool more often in my business. Thanks for being in touch on a regular basis with your insights and perspective.
    Eric

    • Will Franco says:

      It’s my pleasure Eric. You’ve been on my mind lately. I haven’t forgotten about your post request (re: microphone position and room acoustics). It’s not real important for video email, as they’re so short. But it’s jotted down in my Evernote to cover for power-users, who’re making audio podcasts and screencast type videos, as well as longer form training videos.

  • Roger says:

    Will – you are Legend sir! I’ve been following you & your service almost since you started. You are a trend-setter & I appreciate how transparent you are about your own journey with your business, it’s risks & love hearing how you have brought value to your clients through this innovation. I’m about to launch a venture where I have more control over systems & can’t wait to partner with your team to deploy JiveSystems.

    • Will Franco says:

      You’re too kind! Thanks for noticing the effort I go through to be transparent. It’s been a source of debate over the years. I feel it’s a vital part of our story. I myself and our members, continually fall in and out of the habit of sending video email messages to follow-up phone calls. Even with irrefutable proof that video email works! It’s near instant gratification too, as the client nearly always responds with “WOW that’s so cool” or “I knew I’d picked the right person this confirms it.” This is the first time, I’ve been able to take a step back and see WHY! Or at least draw conclusion that seems accurate “Happy members make send more video email messages and close more deals as a result!” And HAPPINESS is a tough topic to tackle, so why not hack it and go off energy level boosters. I’m looking forward to working with you.

  • Laura says:

    Nice post! Thanks for your sharing.

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