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yeah I would say like this year we're somewhere  around 30 of our closings will be internet leads   got it that's crazy so I mean you're definitely  over 100 maybe close to 150 transactions this   year directly directly attributed like to internet  leads [Music] Tyler does some things tremendously   well and crushes crushes real estate but really  is Elite at a couple of things and internet lead   generation is one of them so you started you  started buying internet leads early like right   it right at the start yeah absolutely in 2015 at  multiple different areas we were right right off   the bat that's what I started with but in the  beginning I remember as a brand new agent I I   knew one thing which was I I need to I need  to have as many leads as possible and I need   to convert those leads to closings I just made a  promise to myself was gonna commit to buying some   leads however much I could afford and every time I  had a closing I was going to increase my lead span   and continue to track the ROI and so that meant  within six months I had to hire help because I   was already overwhelmed so you Jive into buying  real estate leads your first month you commit   a percentage of all of your future earnings  to go back to increasing your database size   um what percentage of your business today is you  know do you have any idea of like what percentage   of those 400 units you can pertain to internet  leads to database to SOI to all that stuff yeah   I would say like this year we're somewhere around  30 percent of our closings will be internet leads   um and and so but it's I mean it's funny if you  look at the fifty percent of our business that's   going to be SOI and database the percentage  of those you can track to being internet leads   at some point that are now past clients and  databases a large percentage so if you really   tracked all the way back to the beginning we  call them steer this year because they're past   clients that are transacting again but a lot of  them started as Internet leads back in the day   um and have grown to this point I think you make a  good point there about bringing them bringing them   in many years ago maybe they were a past client  maybe they never were a client but they they came   in through that funnel and now you're converting  them down the road what percentage do you find in   you're obviously a lead at it what percentage do  you think you close that come in yeah I mean it's   it's very different by where they come through  so we have we have leads like from Google direct   that would be 10 and then we have leads that are  maybe Facebook that would be somewhere more like   one percent and so the way I like to view it  is All Leads are coming in a funnel but they   just come you buy them at different parts of the  funnel and so the earlier on in the funnel you buy   them the cheaper they are and the lower converting  it is and the lower down it's same idea the more   expensive they are and the higher converting  they are so I would say across all those five   percent is probably our average but that's kind of  heavily weighted with some 10 percenters some Five   Percenters and then some one percenters just kind  of three or four different lead sources you said   something really helpful there which is the higher  up the funnel you buy them you're going to get the   benefit of them being cheap but you're going to  get the negative that less of them are going to   close and the closer you get to the appointment  the higher they convert the more expensive they   are yeah yeah absolutely and and I think like when  you're running a team it's extremely valuable to   have all of those types of leads because I don't  necessarily want to train a brand new agent on a   10 converting lead that cost me you know 200 to  buy it or something right but I I but like it   really experienced agents want leverage and they  don't want to have to put in the work required to   convert a one percent at the scale that they want  closings so it's very valuable to have all those   leads and to mix them as you're growing agents in  a team from brand new to closing you know 60 plus   deals a year like we have agents on our team  so let's pretend I'm a new agent I want to go   buy some some Facebook leads in command and I want  to try this out how are you thinking through that   process um before I go buy it is there anything  I need to do yeah absolutely so I mean I think   anytime you're thinking about internet lead  generation you want to try to start with the   numbers in mind and you want to kind of start with  is there is there either amount of money I can   spend or is there a transaction like goal that I  have in mind God I love that so the first question   I need to ask myself is what is my budget or how  many leads do I need so once you've done that   then then you have to actually you know execute on  on generating the leads and putting the ads into   place but but um assuming you know how to do that  you now have to prep for the lead conversion and   so I better have a good system in order to follow  up with them and make sure that I'm top of mind   when the time is right because in a lot of these  cases especially when it comes to Facebook in this   example these are not now business these are top  of funnel relatively inexpensive leads that are   going to take some nurturing over time yeah what  I like taught classes on command leads I or even   just internet lead generation in general I like I  spent what people tend to be super excited about   want to hear about is tell me about the ads you  created and all these things and I'm like listen   command is super easy like go watch some YouTube  videos the lead generation part is not the hard   part you will be able to create cheap leads  command has made that part easy like what you   need to know how to do is convert them and and  when I talk about the lead conversion I often   say there's there's three things you keep in mind  there's mindset there's script and then there's   touches over time and so the mindset is something  I think a lot of people don't get unless they take   time in pots right understand what one percent  conversion means well one percent conversion means   is that 99 will not convert and any normal human  when they have a hundred things coming their way   and there's a stack of 99 here and a stack of one  here you could be tempted to go this isn't working   you know like this this is not making sense and  you've got to have a mindset of 99 saying no and   not converting is Success you know like people  talk about Baseball Hall of Famers only hit the   ball you know 30 of the time they failed seventy  percent of the time this is way worse than that   and so that first piece is mindset you got to  be prepared to know that 50 of them will never   respond you know another 25 will say no thank  you right from the get-go and if that 25 that   are talking with you and you're having positive  real estate conversation that you focus your   time and energy to then getting to the closing  I love that mindset script and touches over time   like those are the keys once you've generated the  lead to get them to the closing table eventually   the only thing I like to say about the script is  just people are so used to working with fear and   working with referral that they forget where the  lead is coming in the funnel and this is not a   hey I see you're looking to buy a house how can  I help right like you have to really meet them   where they're at and just get used to empathy you  know and so yeah we won't get into specifics but I   think that's the main thing people have to realize  like it's a different type of lead a different   situation so it necessitates a different type of  conversation they have to be ready for it and I   agree with you like at the end of the day sure  there's probably some some you know fine tweaks   you can make to get a slightly higher amount of of  leads for a slightly lower price but getting the   leads at a cheap price is not going to be an issue  you're going to get them it's what do you do with   them when you get them and do you have exactly  what you said the the mindset the scripts and the   touches over time which to me that's the system in  the model on how to do this so you get a new lead   in the system you've got your mindset right you've  got your scripts how many you know how often are   you like are they on one drip plan are you putting  them on a drip plan right when they come in like   how are you working through these yeah so I think  it's really important to leverage technology so   that they're getting as many touches as possible  but it doesn't have to be all on you and so I   like to think about the lead in in three phases  of like getting a hold of them the first phase   is the first week in the first week we have 14  different touches that we're trying to do just to   get a hold of them four of those are phone calls  but the rest are automated texts and emails that   are going out that I don't have to worry about so  I don't have to worry I only have to worry about   four calls but I know that the client is getting  14 different touches but if I don't get a hold of   him in that first week I'm not giving up I have  another plan that goes for four weeks and it's 14   touches in four weeks so same amount of touches as  the first week but spread out over four uh still   only four phone calls and the rest are automated  text and email so I'm putting 25 percent less   urgency and frequency and effort into the lead  because they've shown me they don't require they   don't like deserve as much of my attention right  um and if I still don't get a hold of them after   that I'm setting them up on some sort of property  drip and then forgetting it unless they show me   with their attention on the property drip that  I should reach out and so that's just uh trying   to get a hold of them and have a conversation and  then this is how I assume that you have these you   know 12 or 18 months or I imagine some cases two  three year leads that they've been on a property   drip forever and all of a sudden you get an  email like hey I'd love to see this house or   you know is the market changing or you see their  activity pick up because you're you're kind of   watching if they're active in your system is that  right absolutely yeah part of our agent's process   is to be consistently monitoring their activity  on the website so if they're not responding and   they're not on the website we're probably not  putting energy there but the moment we see them   looking at properties on the website we're kind  of starting that reach out process again because   their activity shows me they are interested wait  Tyler this has been awesome if if I'm an agent out   there that wants it that like okay I need more  leads in my life an internet lead generation   um is the path I want to go down what's one thing  you think I should be thinking about today if I   want to make this happen uh next week yeah I I  think I was gonna say one thing two things the   first thing is just have a plan um know what  you're trying to accomplish and the second is   just know that everything you need to succeed is  out there you know like all the resources are in   command you know different Facebook pages whatever  the resources are out there it's just whether   you're willing to learn and Implement you know  Gary always says this this job is boring right   success in this business is boring it's doing the  same thing over and over and over again and and   you're a great example of that so congratulations  and thanks so much for spending time with us   yeah appreciate it buddy grab the mouse and  just click here I know you want more of these [Music]