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foreign looks like everybody has made their way in and we are ready to go so again thank you so much so so much for joining um my name is Alex camellio uh I'm one of the instructors here at the real estate technology Institute I'm also the CEO of a company called Agent Inner Circle um I have a long history in the real estate industry uh of creating companies managing some companies and do a lot of speaking as well so I'm on the road to speak for everybody from Nar on down to State events and so on and so on so we're going to dive in um all right switch over to the actual presentation here share the screen with you and we are sales funnel today and a lot of what I do as I mentioned before in building various companies is set up the marketing funnels for those companies in terms of how do we actually sell the product and get it out there because in reality um a product in any product whether you're trying to get leads for Real Estate or whether it be you're trying to get leads for an online product there are certain techniques and tactics that are going to work so what we're doing here today is we're actually going to cover some ways where you can set up an automated system to be able to bring in various leads and go through the whole process of actually bringing them in and then in an automated way nurturing them up until the point where they'll actually convert into a either a prospect or a sale um so what we're going to do is first of all what is a lead funnel some of you might know this it might be very comfortable and have an understanding as to what this is but I want to break it down into its actual components for everybody because understanding the components will give you a much better understanding of what you're trying to achieve when you actually approach each of them that's first of all and then second of all when you actually break it down into each of its components you understand how sort of basic and straightforward it can be to the point that anyone can do it if you put some in some time and effort so first of all a lead funnel is a method used to set up an automated lead capture system and I really focus on automated there because a lot of the work you're going to do for this is upfront work um it's work that you might do you know right at the beginning but once you set that trigger you might do a little tweaking and testing and so on here and there but once you hit that trigger the whole goal is that it really is automated and sort of functions on its own and allows you to focus on other parts of your business so let's break it down into what is actually going to happen first of all you're looking for what's called traffic and traffic is broken down into a bunch of different categories whether it be search engines Facebook whether it's ads posts on your business page person your personal uh per post on your personal page Peter Piper Piper picked a patch with and so on um email blasts email campaigns all of those sorts of things are set up to drive what's called traffic and that's people looking at your messaging from there you want to drive that traffic toward what we call bait and the the notion of bait is that it's something that you're something of value that you're going to give to people and then for that they're going to give their contact information to you they're going to say oh I like that let me give you my email address and my phone number name or whatever whatever information that you need really to follow up with them from there once you've captured them through bait you want to walk through what what's called building an attractive character and you do this through what we're going to go through today is called a soap opera sequence and you send them an automated set of emails that will actually build the character of who you are to the extent that they feel comfortable with you they want to work with you and they might reach out to you building that attractive character we're going to cover some basic tactics for turning that into a prospect and then turning that Prospect into a sale and then the whole wash rinse repeat ideally this starts working on its own through these automations that you've set up now time to go fishing and as I mentioned there's bait and I know I mentioned that traffic comes before Baden it does in terms of how the lead comes into your system but in reality we're going to go through this in terms of what you need to focus on first to actually make this happen so it's time to go fishing what do we need well we need bait here are some ideas in terms of bait now now when we say bait we mean we're dangling sort of a free item that's out there to people but if we get tricky with this we can actually use the bait that we're creating to pre-qualify and I don't mean financially but I mean demographically pre-qualify the people that might be coming in as leads okay so here are some basic ideas that you can use um and try to get creative with these right if you have any ideas that you want to throw into the chat feel free I'll be monitoring that as we go along if you have questions same sort of thing we're also going to address questions at the end so I might save some of them for the end but I want some input from everybody here okay so some of the free bait that we're going to be creating first of all is something like an educational flyer or a free resource of some sort that you might be giving away to a client or a how-to video to explain to them how they might be doing something or a book a free you know plus shipping book we call it where they have to pay for the shipping but you're actually going to give this book away to them or maybe even a white paper right some sort of document that explains in detail how to you know work with something or how to do something that they might be interested in now let's dive a little deeper into some Concepts that you can use to to both bring in folks as well as pre-qualify those folks so first of all let's create an educational flyer that's something like five tips to get the most money for your home I mean people that are interested in selling their home they might be interested in this information if you put some sort of advertising in front of them that says hey get this free report all you have to do is give me your email address they might be doing that something else the eight things everyone must know before buying a home right what you'll notice here though is I'm already starting to pre-qualify the people through the types of articles that I'm putting out you'll notice the first one is targeted towards people that have homes the second one is targeted towards people that are buying homes right so all of a sudden we can start going oh I know a little bit more about these people and I can start targeting my next marketing message um and my next sort of follow-up campaign towards those pieces in ways people are coming in now honestly you're going to know your demographic um better than I ever will so the titles and the things that you're coming up with to to kind of draw people in you want to focus on you know the various areas and the things that your clients might be interested in don't get too too specific with it but there are lots of different ways uh to to sort of make this work and set up an educational flyer now the next one is a free book and a free plus shipping book and I know it might seem kind of weird to be like well I'm gonna give but I didn't write a book I'm gonna give away a book how does that all fit in first of all we know people love books okay there's all sorts of stuff online about you know book clubs and recommendations and reading and all of that sort of stuff and people especially like books that are going to help them and they're topical that might fit in with you know what they might be going on with in their life right now so you might be saying to yourself well that's weird I just buy a book and I give it away absolutely if you can find books that again might fit your demographic be very focused around maybe home renovations or very focused about a certain uh style of living or type of living right those sorts of things that you're giving away You're pre-qualifying folks but let's keep in mind how much money does each deal make you in terms of the amount of marketing dollars that you have to put in to something like this and we'll talk about it as we go here but spending the money to buy a bulk set of books that that people are actually going to give up their contact information for it might be things where folks not only give up that con contact information but are telling you something about their lives by actually you know interacting and giving you that information those are the absolute keys to go with so a book you might want to understand your lead costs first if you don't already but certainly again is another way that you can make sure to get sort of leads and capture leads from people coming in another one is an additional resource um a lot of folks will give away sort of tools right different resources that people can use maybe it's an online resource um a site that's a member only kind of site that you give someone access to pieces of information that they can only get through that site those are another sort of tool of a piece of what we call bait that's an additional resource all we're doing here is we're basically saying I want to give you a lot of value hey would you give me your information your contact information to do so that's that's really what bait boils down to I hope I've given you some good ideas in terms of drawing people in and some examples of things you can use but again it really is about getting creative understanding your local market and going after people with those sorts of pieces of bait now next now that we have an understanding of the bait and what we're actually going to be driving people to we go from there and we say okay now how do we drive traffic to that bait where do we draw people in and as I mentioned there's a whole slew of different places where you can bring in traffic okay it really sort of runs the gamut in terms of what are your capabilities for bringing in traffic to these pieces of bait sometimes it's running um Google AdWords or Google advertising in general and showing up in the correct searches where you're going to give away something right in the search results there A lot of times it's Facebook ads or Instagram ads I've we've had a lot of success uh with Facebook ads in the past so that's actually what I'm going to cover in a lot of depth today any one of these sort of concepts of driving traffic you know they could be covered in in Mass depth right people have full day classes on social media and full day classes you know I teach a full day class on um on Google and all the Google environment Google AdWords so we can't go into a huge amount of depth but the one that I tend to use and I think because it allows you to do so much demographic targeting is Facebook ads they're really incredible in terms of how you're able to target folks by certain demographics to then get them to interact with the bait and then learn even more about them but as I said you can be successful with any one of these so we're going to cover Facebook ads but you can post to your personal page or your business page internet searches email campaigns print advertising I mean I even just had us send a print advertisement reactivation letter for our company recently it's a three-part um physical you know first class mail letter series those can work as well so first is bait then we're going to drive traffic to bait and for today we're going to cover how you can do that and some secrets that we use with Facebook ads so face Facebook ad um secret number one is that you need to Target your demographics based on your competition I know this might sound kind of crazy right but you can actually figure out who your competitors have and use their audiences and audience sizes to match up um based on what the work they've done it's kind of amazing when you really think about it so first of all we're going to Target your demographics based on your combination competition based on real estate the real estate company things like likely to move and then specific interests that might match your neighborhood now the real estate company might be one that kind of sticks out to you and you're going what do you mean real estate company well what Facebook allows me to do with a Facebook ad is create a demographic that looks something like this where I can actually go and say hey I want to look at a full franchise brand and the people that are interested in those in that franchise brand now a lot of those might be other Realtors and there are ways to limit those out if you if you go a little further you can limit out by job title and things like that remove them from your Fields but you can actually say I want to see all the people in the demographics of the people that are interested in this and then Target similar people that way you can actually go after those audiences specifically now same thing you're going to stack multiple of either these franchises or these businesses I mean you can look at you know the other two brokerages that are down the street from you you can look at them and go you know what I want to Target these sets of traffic specifically stack them on top of each other and then have Facebook through what's called a comparison audience and what a comparison audience does is um actually before I get to that we'll we'll go into uh interests a little bit same sort of thing as companies you can Target people's interests um and either add specific interests or remove specific interests from the feed right so include people who match um now when I mentioned comparison audiences what you can do is you can take all of that data the interests the things that you stack on top of each other and run the audience that is a certain match to that set okay and say well not only show me the people that are in that set but show me the people that are similar to that set or like that set and then run ads and Target ads towards those folks now based on um where you're targeting Those ads you then need to narrow your advertising copy okay so we talked about the bait right and that's the first place you need to start because you need to know what you're going to be advertising so your ad copy can sound something like um you know are you like we talked about are you interested in the five um most important renovations to you know sell your home or the eight things you need to know before buying a home or buying your first home or things of that nature you can get even more specific with your ad copy so um you know the eight things you need to know before buying your home in city name or um you know what Millennials need to know or what you know 35 year olds you can even Target down to age groups it can be you know what a 35 year olds need to know to buy their first home or what a 28 year olds need to know or 24 or whatever age group you want to Target you can do the same things and Target your actual advertising copy okay so we're going to drive traffic we're going to Target our advertising copy to those groups and we're going to drive all that traffic towards our bait and the bait's gonna collect all of those emails and send those emails to us and ideally automate them into some email platform okay I personally use MailChimp um I think MailChimp is Honestly by far the best one out there there are lots of ones that sort of have a lot of overlapping features for you know blast and bulk email programs these days but we've had an incredible amount of success with MailChimp in terms of what we do now from here we got these emails what do we do with them first of all you obviously want to email them but how do you want to email them what do you actually want to do once you have collected those emails in and this comes out of.com secrets and a book called.com Secrets by a guy named Russell Brunson I would definitely check them out they were kind of Masters of this whole funnel sequence but in essence what you end up doing is once you get those emails in you want to start with what we call a soap opera sequence you want to start by telling them a story and building what's called your attractive character now I know we all have lovely attractive characters but really what you want to do here is sort of show them tell them who you are explain you know your background and a little bit about you and it's it's very um in sales letters they used to call it a Seinfeld sequence because it's about nothing it's kind of a joke about a sequence that you know TV show about nothing it's very similar in that way you're not trying to sell them you're not trying to you know really go overboard that way what you're trying to do essentially is say hey I'm a trustworthy person I'm somebody you want to work with let's connect on a personal level let's connect on a personal basis now how you do that is set up through a basic structure you first set the stage you then go into what's called high drama and a backstory you then break into either what's called The Epiphany or the one thing then you tell them about some hidden benefits of what's ever going on and then you provide some sort of urgency for them to sort of contact you in the near future now the first four work incredibly well in real real estate the the fifth it's Hit or Miss depending on markets where you are what you're doing who you're targeting um you might want to be a little bit more urgent but some folks or less urgent with others but the whole key here is that you build your character now you set the stage by sort of a quick overview of who you are you tell a quick story hi I'm so and so I built this you know I'm glad that you got this piece of information I built this piece of information out for you because of X Y and Z over the next you know five days or eight days or however many days I'm gonna be sending you some extra information oh by the way um you know I'm a realtor in this area with a family and a you know enjoy these sorts of things you really want to sort of create a story for them to relate to then you want to create some sort of high drama or backstory um with an interesting thing a captivating thing that that they might relate to you want to move on from that to the Epiphany ideally throughout your setting the stage and your backstory um The Epiphany is sort of a I figured it out moment right um I finally bought a home maybe you talk about your experience buying your first home and maybe it was a difficult experience and you go through an email sequence telling them about you know how difficult it was but how you persevered and how great it was to work with a realtor and um you know if if you knew that sort of a thing and then you hit the Epiphany which is oh my God working with you know a professional realtor who does X Y and Z sorts of things was you know the be-all end-all for me and then you start closing you start turning them into a prospect where it's if you have questions call me if you um you know are interested in looking homes call me and you start actually converting these people into prospects into people that are really communicating with you about working together in some way shape or form Okay so it might seem very simple here we're gonna tell a story we're gonna build your character and we're gonna close the sale now this sequence can be done I've seen it go anywhere from a five-day sequence to a 45 day sequence um we kind of sit in the middle we use anywhere from 21 to 30 day sequences and I know that might seem like a lot you're getting a daily email to these people it might be overwhelming it's not trust me um most of the time people will sort of see some of them or see about you know 30 40 50 but they would see that percentage whether you sent one or whether you send 30. they absolutely would so it's really really critical to continue following up with these people for anywhere like I said from the five to the 45 day sequence building that character um and getting to that point where they're going to turn into a prospect now for real estate I would actually suggest being a little bit further along in that it's one thing when you're trying to sell a you know 100 200 500 000 product it's another thing when someone's trusting a decision for hundreds of thousands of dollars if not more um in your hands so building that attractive character building that Comfort level with these folks um is absolutely critical and and something you should be doing over time now I'm going to give you some automated email tricks that we use internally um and and have sort of come up with over the years of doing this or read about or seen things here and there that are I would say some of those tricks you don't learn the first time doing it unless and unless you spend some really really significant time uh working on you know how to do this um you might not pick up so the first one is set up your automation to resend the same burst basic version of email one multiple times until they open it and then trigger the rest of the automation I know that might seem kind of ridiculous right um but it's it's funny how well it works so what you do is you come up with whatever the first email in the sequence is and um you create five six seven eight different versions of that same email you reword it you rework it a little bit but basically it's the same email it's a well you know hello I'm so and so email consistently you send it to them the first time if they open it the first time you start your second sequence you start email two through 10 20 30 however many you're doing if they don't open it you send the second one third one fourth one fifth one I usually go anywhere from three to five on that that sort of recent one the beginning if they don't read it after that I'd give up you know it's kind of time to move on um but what you do is you start that one you sort of resend that opening email a number of times and then as soon as they open it start the second sequence it really boosts the engagement of the continued sequence as time goes on and drops the the fall off number the second thing is we've talked about creating a long automated sequence that um you know sort of extends the existing high drama uh and and Epiphany and so on concept another thing that you can do is actually cycle the concept so say you've come up with a really solid 10-day sequence or 15 day sequence you can actually recycle the same Concepts it can't be the same email can't be the same messaging but the same concept you can start story two you know after 15 days when Story one is done but people are still reading your stuff you can start story 2. and work through the same thing over and over and over again until you get to the second Epiphany and the third Epiphany and the fourth Epiphany and all of a sudden every time that you do that you build your character and you make it more likely that someone's going to interact with you okay after that first series whatever you're comfortable with 20 30 whatever days sequence that you put out what you're going to do is you're going to go to a follow-up sequence that's weekly after that some sort of a checking in okay because after that sequence is done you don't necessarily need to be in their inbox every day you're likely to get turned where they say look I don't need an email from you know someone I'm not not going to contact for a year but you need to check in whether it be weekly every two weeks I wouldn't go any more than that but a consistent check-in after those original emails okay so that's our our next sort of those next three tricks of how we do this have some more automated email tricks here are some things that you can work into these email sequences that make it such that they're more likely to get opened people are more likely to follow along with them and you're more likely to actually get a response and people interacting with you based on those the first is promise other bait items in the email itself so in that first welcome email you want to say things like you know hey I'm going to be giving away uh you know two movie tickets somewhere along this email if for someone that answers a question or I'm going to be giving away um another report or I'm going to be giving away a how-to video or whatever it might be again you go back to your bait and at the beginning of the email sequence you say over the next 10 days you're going to be getting this set of emails from me somewhere amongst that I'm going to be giving away this other big thing maybe it's some really big thing but again another thing that gets people checking back in on those emails reading your messaging over and over and over again okay the next thing that you really want to do is you want to give them a reason um to follow along but also to move to other things okay so you want to say all right I'm going to drive them towards Facebook YouTube Instagram and more LinkedIn Twitter um whatever wherever you have a following and you have a consistent set of people that are following you there you want to drive them to those as well okay so say you're doing a contest where uh like we saw before let's let's combine these two now you have a bait item that you're going to be giving away but that thing is going to be given away in a contest something we've done in the past that worked amazingly well is let's say you're giving away something wild an iPad or you know a tablet of some sort or um you know a Year's subscription to something something along those lines to get people what you can say are things like go like our page on Facebook or go share this post or go do things like that for an extra chance to win and all of a sudden now you're leveraging that bait item into other social shares follows views on videos all of those sorts of things simply by having that bait item that you're both going to get people to follow along as well as share more of your content then you're going to give them a reason to look for the next email but but beyond just promising bait items this really comes to a level of what's called direct response copywriting okay so and I don't mean copyright like you know legal term I mean actually writing copy there's a study of what's called direct response marketing and if you haven't uh really looked into it I would um when you're getting into a topic like this the reason being is the direct response marketing uses specific what's called neuro-linguistic programming triggers to get people to interact with content and to actually interact with the things that you've written so for example when you're telling your story you know how soap operas sort of leave the story on a cliffhanger and you gotta pick up next week for the next one why don't you do the same thing it's the same concept you want to leave people on Cliffhangers you want to highlight or bold specific text some things you might find and I found wild when I really first started getting into this were things like ellipses versus periods writing copy with a bunch of ellipses might look a little different might not look right to some of us but psychologically an ellipse doesn't actually end a sentence and and people don't perceive it as a break point in writing so they're more likely to continue reading now you can't go overboard and use them all over the place but it's very interesting to really understand the psychology of how people perceive the writing and the advertising messages that we're putting out let's take that perception into um into account here okay so that being said use emojis in subject lines I know this might sound wild but it's sort of sort of about being where everyone else isn't um we've seen that consistently using emojis in subject lines as well as social media posts have actually driven up engagement in certain ways so not only that we've actually seen some cases where they'll show up they'll be more likely to show people's inboxes um that one you know here nor there it's kind of like SEO in terms of showing up in an inbox but we've definitely seen higher open rates and interaction rates on on very quality lists that we already have so we've covered some of these sort of email um and automated email tricks where we're learning how to convert capture and get people to interact with what we're doing now once we've done that and one thing that we need to understand and do throughout all of this is tracking I say track everything because to understand your cost per lead cost per Prospect and cost per customer you must track everything really really effectively now some of the items that we set up to do the tracking right off the bat is first of all we hook up Google analytics Google analytics is an absolutely incredible and free tracking service that you can hook into pretty much any website or online campaign in terms of tracking data that way so absolutely that into your websites get that running and track things ingly there the next thing that you need to do is set up the and if this is if you're going to be doing uh any sort of Facebook advertising or even some posting through your business page you want to set up the Facebook pixel the Facebook pixel allows both Facebook as well as you to track leads and Lead conversion from online right through onto your site the if you don't have that set up I would absolutely do so but if you are going to implement a lot of this stuff it's something that's very very necessary to really start understanding your costs per lead um the next one is your email campaign links um now technically these are links that you use anywhere Google analytics um has what they call campaigns and and usually they use these for Google AdWords so that they know where specific Links come from but you can use these for any links that you put out via email or in other pieces of media as well so if you go to Google AdWords campaign link just search that on Google or UTM campaign again search that on Google it'll there'll be tools that are there to help you set up those links and track them directly through into Google Analytics the last one and the one I would I would also set up is something called hot jar hot jar and this is I say if you want to get fancy with it it's a little bit expensive in terms of tracking a website so you know keep that in mind I believe it's uh 79 or 80 bucks a month something like that for the base um you know business package to track a site but it allows you to do things that a lot of the other tracking platforms don't one of the things that it allows you to do is actually get videos of each specific person's navigation through your site where their Mouse move where it hovered over what pages they clicked through whether they're on mobile or desktop and actually it'll give you a video at the end that shows their entire um experience of moving through your site it's kind of wild the other thing it'll do is provide heat maps on the site as well so you can see heat maps of where lots of people's mouses were hovering or things where they clicked in or click points or click away points or things of that nature via heat maps to get a really you know sort of more in-depth understanding of how the site is is working and how the site is converting for that site that you're bringing in now again we could go through a full day course on tracking and Google analytics and Facebook pixel and hot jar and all that sort of stuff but at the end of the day these are the basic core items that you need to set up in terms of running a sales funnel now what I will mention is both of the items that I mentioned today that were items where I had to say look this is only you know a 45 minute uh webinar um and you know we can't really get into all the details of everything today the lovely part about all of that is that that content is on the site of the the folks that put this um this webinar on so the real estate technology Institute um is a group comprised of myself uh Craig Grant Amy Smythe Harris Juanita McDowell and Warren Dao it's a group of teachers and and coaches and trainers from all over North America that teach all over the country and um and you know really educate Realtors on a consistent it's amazing how consistent bases but that team has put together a site and what that site is is it's basically a repository of over 300 videos that are the how-to videos for any thing you really need that are technology related within marketing so at the beginning we were talking about things like social media where we said okay you know you need to drive traffic through um you know Google AdWords you need to drive traffic through your social media posts and Pages uh you need to drive traffic all of those things we have videos on all of that content just like at the end when I was talking about Google analytics as an example we have videos on Google analytics and on on setting those things up and setting up tracking I would absolutely check it out for the subscription price it's a really really pretty low price uh it's 4.95 for the first month to try it out it's 19.95 a month after that there's a demo page where you can see about if you go to the site reti.us there's a site there you can see a bunch of the demos um and see the videos before you sign up so you get an idea of the quality of the content that being said my name is Alex camellio I really appreciate everyone's time today I am going to open up to some questions here just in a second um so we'll we'll go there in a minute here um but I would like to mention that uh I'm CEO of a group called the agent Inner Circle uh it's a group of more than 80 000 real real estate professionals all over North America that contribute to a one site one blog and the goal is really to help one another to submit ideas marketing ideas all of those sorts of things to become a community to help one another and myself and the rest of our staff also contribute a lot of content there as well so that's a free sign up agent innercircle.com but again I would really go check out reti.us um and and sign up there so let's move over to questions I'm sure there are going to be some questions um from everything that we went through I hope you found it certainly valuable all right it's like someone's typing in here oh interesting okay it's a good question um so someone just asked what are the normal costs per lead and I'd say it's a great question I wish I had a really fantastic answer um which here's what I would say the cost of a lead really comes down to how specific you're getting within your demographics and you're targeting that way and it also depends on what you're looking for them to do so for example if you're looking for page likes as the end goal of a Facebook ad that's going to be a different cost than if you're looking for a click if you set up the Google pixel you can actually go right through and track through to lead capture and Lead conversion that way so again it's you can um based on the demographic and based on what you're actually trying to advertise folks will you know the price will vary foreign our company I.T guy is paranoid about our web address getting shut down from too many people marking the emails as spam is it better to just Outsource I want these to come from my company email Okay so there are a couple things that um that go into managing email and bulk email that way so there is some paranoia surrounding uh bulk email and sending people out to bulk email programs I get that the problem though is that all the major companies out there I mean Amazon still runs bulk email programs Google still runs bulk email programs I mean pretty much every major company I know out there runs some sort of bulk email program and marketing program that works the trick really comes down to a few things one of which is keeping a quality list you don't want to be just you know dropping in bulk sets of emails and spamming out people um you know that that maybe didn't didn't sign up didn't want to get these emails from you so on the other thing is in the emails people are pretty Savvy these days about unsubscribing versus spam if you start your sequence right when they've signed up and given you that email they know who you are and they know why you're emailing them people mark spam when they don't know the company they don't know why they're getting email they don't know those sorts of things okay um so it really you know it comes down to like I said a managing a good list that's really key there are Services out there that will help you with data validation um one is actually my favorite is datavalidation.com funny enough um so those are some things that you can do the other thing is What's called the double opt-in so a lot of times when you sign up for a mailing list you'll get an email immediately that says hey please confirm your email for us a double opt-in when someone does that even if they Market as spam or something like that later on but they've double opted into that email list they get marked differently your listing General gets marked differently so yes getting your whole uh you know company account band is certainly a an issue um here's here's what I would say if you're a company I.T person is just steadfast will not change anything do you have any sort of I'll call it business but personal email that you run so for example um you know Linda do you have a lyndarealtor.com you know a personal domain email that you run if so I would send it through that because a lot of times you can make those forward in the reply emails go back into your business account but where it's actually coming from is your own personal domain I I would move towards something like that if that um it person is just totally steadfast in reality though your company should be managing a bulk marketing program bulk email marketing program uh next question is from Ruth um Ruth says for free ebooks or sorry for free books how do you handle the shipping fee PayPal PayPal is certainly one of the ways to do that um there are a number of of things out there that you can set up uh whether it be through your website um or other lead capture programs that will automatically do that so um one of them that we use is a system called click funnels that's actually Russell brunson's company uh the the guy I mentioned before click funnels is a great sort of lead capture and then also you can integrate stripe um payment system directly into that if you have a WordPress site again you usually can integrate certain PayPal or stripe Integrations directly in there those are those are certainly ways to do it absolutely um all right let's see if there are any other questions here oh we got one um so we got a question on reti.us they were asking about the site and sort of what's involved with it um actually let me read this off here what categories does reti cover good question um covers a lot of various marketing categories and everything from um digital signature to paperless office to the Google Suite to SEO to marketing topics to email topics it really kind of you know runs the gamut and spreads a bunch of different categories throughout technology we had another question here someone says we mentioned earlier that uh posting from a personal page but shouldn't you not post business stuff so technically by Facebook's terms of service um you're not supposed to directly promote your business via your personal page however if you're celebrating a milestone at your business oftentimes it's also a milestone in your life you don't have to say hey sign up with me or sell a home with me or buy a home with me you can say hey look at this Milestone we achieved there's a lot of ways where you can work business style posts into your day-to-day items all right well unless we have any other questions here I'm gonna wait for just another minute or two here see if we have any other questions come in um if not we will close it on down all right well it looks like that about does it for us today thank you to everyone who joined I greatly appreciate it thank you so much