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what is happening guys if you're not on video and you can be on video i love to see faces so please go on to video if you can i very much appreciate it i miss the days when we could actually all be together and so this is uh the next best thing i am coach z uh yeah i have been a maths coach for a while i am very excited about this class this is something that i used to go to market centers back when we could travel and this would be an all-day event and we would turn our internet leads into gold and so i'm going to give you the the cliff notes version of this i hope um you get a lot of value out of this this will be recorded you'll have a recording for this and so um my cyberbacker is also on the call so if you got any questions or if something is unclear go ahead and throw that in the chat and i'd be more than happy to answer those but like i said if you're just joining us please please please come off um start the video so i can see your faces so let us begin so when it comes to the gift of command gary gave us an amazing gift here i i used to have uh commissions inc we had boomtown we had a few different other sites and one of the big things that uh is different about command is the fact that we're able to generate leads for pennies compared to these and so that is awesome but to get in the right place to be able to convert these it's gonna start with our mindset as we know ninety percent of what we do is our mindset and when you get into this um this this this conversion process we have to we have to start off with the right foot so i want you to think about like a title fight or the super bowl think about these teams you know they review you know the the opposing team or their reviews their review their opponent's moves and so this is exactly what we want to do when it comes to our conversion here we want to set a certain amount in our head of how much we want to spend so that we get a lead and we want to track these things too and that that i can't over emphasize that enough is making sure that we're tracking our numbers we know that uh a very intentional team a very focused team can convert one out of 30 internet leads so write that number down a team that is not all over that doesn't have dedicated isas a good number to be hitting is for every 100 leads we get one closing so that's what we're shooting for with this and the exciting thing guys is like i just said it's two bucks a lead we're i'm gonna show you some ads that we're running that we're well under a dollar a lead and if you can make sure that you're converting one out of a hundred this is like a printing press that gary has given us so i'm very excited so the why though is very important because we are going to get a lot of news uh that that why what gets us out of bed in the morning we want clarity around that if we're intentional about these there's going to be a lot of a lot of work that goes into converting these so getting clear on our why why are we doing this when we don't want to be calling these things this is very very important and that question there how can you focus so intensely that our success becomes inevitable i'm going to share some awesome trip tips for you guys when it comes to converting that is really going to help that success rate go up but get right with a why so start with y if you haven't written that down write that down start with y let's go to the next slide so this is the data that we're seeing here this is three years of data this is from some of the top teams and you should set your eyes to stunned when you see this because i i've just talked a little bit about this that our call to contact ratio is 22 so that means when we get 10 internet leads we're talking to just over two of them now you can see using calls or text that is supposed to say call call text so when that lead comes through we we know that back in the day we had a five minute window to reach that lead and now they bounce so quickly they go to other sites that really that's like 30 to 60 seconds that we want to be on top of this lead so we call that lead immediately if they don't answer hang up call them again if they don't answer the second time shoot them a text and we're going to get into the script in just a second here so that is one of the top pro tips i can give you call call text it doesn't sound like it's a pro tip and yet it is because we're seeing that pickup ratio think about when an unknown number calls your cell phone you see that number you're not going to answer it but if they call a second time there must be something urgent that they want to talk to you about so call call text contact to appointment ratio so when we're on the phone with these people one out of three are setting an appointment with us this this age of kovad that we're we're living in has given us some gifts zoom is a phenomenal way to meet with some of these buyers and that lowers the the threshold of having to push through to get them to come into the office we can actually do a zoom appointment with them now too so contact to appointment ratio and i'm going to show you our script there and the script will be included it'll be emailed to you so you guys can see that too appointment to closing ratio is 25 there's two things that we're looking at when we're generating these internet leads number one we know there was nine billion real estate web searches in 2019 nine billion there's only a little under six million homes sold people can't get enough of this the cool thing that gary's given us with command is what we have all this other information in there what we saw before was when people would come on our websites they would spend maybe 30 seconds 60 seconds on it but with the neighborhood information and all these different things they're spending much more time on our sites so people are just interested in real estate so the first thing we're looking to do is add to our database can we get into relationship with these people you're gonna love our script that i'm gonna show you in just a second because it's about getting into a relationship how can i serve these people gary says that we lead with service so that we can get to sales write that down we lead with service so that we can get to sales we i want to find out how we can serve these people and if they're not in a place if they were just looking high five that's what the site is for i want you to just look however i want to become your agent of choice so breaking down the numbers you can see for a hundred leads that's 22 contacts that's eight appointments and that's three closings now when we're converting at an elite level that's 30 leads to one closing that means we're all over these leads a more realistic number if we're not all over these leaks is that 100 to 1. so if you're new aim for that 100 leads to one closing now if you've got questions go ahead and put them in the chat maria will come and she'll she'll answer those and i i can spend some time with that but i i want to get into some of the ad examples here and then i'm going to get into a sales letter i i really want you guys to look at this as a long-term game here so this ad in particular here this one you can see it's this was actually i i screenshotted it when it was active you can see that this ran 10 days the total ad spend was 50 bucks you know my i had over 7 500 impressions at the time was halfway through it my clicks look at my cost per click was 2 cents my cost per lead captured was 14 cents are you kidding me this was impossible with boomtown this was impossible with commissions inc and this is what gary has given us so i was generating leads for 14 cents a piece we're gonna get into some of the the do's and don'ts when it comes to running ads but one thing i want you guys to know is that we can advertise hud homes hud homes are fha foreclosures if you go to hud home store dot com you can pull up the hud foreclosures in your state now there's certain things hud says that we can advertise and we can't advertise however this is a phenomenal way because we see right now there's about two million mortgages that are in the forbearance program that are more than 90 days late we should see some foreclosures start to to spike up however i don't know if your market's anything like my market we have less than a month of inventory with the 40 teams that i have the privilege of coaching it's pretty much the same throughout the nation right now so a foreclosure creates urgency because people associate foreclosure with a good deal and you can see this ad here almost 20 acres foreclosure that's in big bold letters here i want to create fear of missing out and again we're going to get into the nuts and bolts of ad creation in just a second here less than a hundred thousand dollars this is 20 acres less than a hundred thousand dollars this is a steal of a deal until you find out you can see it in that front picture it's a double wide and it's built on a swamp the good news is was we weren't really trying to sell this house this house sold for multiple offers way above asking price what i was looking to do was get people to raise their hand and then when we started to talk to them we found out that they didn't want to live on a swamp because they weren't shrek and they didn't want to double wide so then we pivoted and we started getting the the real story and i'm going to teach you how to do that too so some of these other ads that we're running these are typical ads for us you can see the one below that i uh for fifty dollars we had 54 leads come through at 93 cents a piece um the one below that at 69 cents a piece that was a luxury foreclosure ad that we ran because we wanted to push that price point and so i'm in i'm located in west michigan not too far away from lake michigan uh that was a ad that we ran on a foreclosure on lake michigan and you can see what we generated there in the last ad down there spent 30 bucks and we got 35 leads for 86 cents a piece a good target and write this down i'm gonna be happy with an ad if it's two dollars or less on there i'm thrilled to death when i get some of those 14 cents leads that that is an awesome number and you can see that was a ridiculous amount of leads that we got in there too so going deep with the ads this part you definitely want to write down there's some psychology behind the ads one of the things that i have the benefit of doing is running a lot of ads on facebook on instagram my wife and i we own an e-commerce business and we'll spend between ten to fifteen thousand dollars every single month with her business and so i really understand the nuts and bolts of these ads when it comes to listing a house on or i'm sorry running an ad on a house with command there's a few laws that we want to pay attention to as realtors we tend to give out too much information you know when we put that house on the mls we'll have 8 000 pictures we'll have virtual tours we'll have a beautiful write-up we'll have all these things we want to get into the psychology of this and we want to back that up because i want them to click on that ad so going deep three to four pictures really should be two to three pictures no more than four pictures though of the house and pick some of the ones that you you really like it doesn't have to lead with the outside of the house if it has an awesome kitchen lead with the kitchen you know pick some of these pictures and then put that in the end number two very important use the facebook form for lead capture now in command we can build in our own forms but the reason i want you to use the facebook form is that it pre-populates the data with accurate info so with the real first name with their real phone number with a real email address they have to go in if you're getting stuff they have to go in and they have to edit it so the the amount of accurate information we get goes up when we use that facebook form for lead capture we get a lot less santa clauses out there law number three is creating urgency or fear of loss fomo fear of missing out with that foreclosure that was a steal of a deal i had foreclosure and bold that you know when we we put on the bottom there when we're building the ad the title is the most important thing and we'll get into that in just a second and then we say this will sell quickly it elicits that fear of missing out here you know logic makes you think emotion makes you act number number four law number four get into the mind of your target audience what are they really looking for when we ran that luxury ad on lake michigan think about what what is that demographic that's looking to purchase a luxury home on lake michigan versus that that foreclosure that we ran you know that's two different audiences that we have when we start to get into the mind of your audience you're going to be able to really up your game when it comes to writing good ads number line number five eighty percent will read your headline if we have too much text in there they won't read it facebook and fax tells you that we want less text we don't want text in the pictures people are very visual on facebook so make sure that that headline is really designed to draw people in because if our headline doesn't draw people in only 20 will read the rest these are all stats we can get from facebook and by the way facebook has a whole library guys of ads you can go to facebook you can go into their ad library and you can type in real estate you can type in foreclosures you can see what's performing best in your area and then you can rip it off and duplicate it r d it it's amazing now the conversion part this is the last law conversion in your fortune comes with the follow-up something that monica teaches us you know the the head of maps monica teaches us that the fortune comes from follow-up eighty to ninety percent of our closings will come from follow-up so this is a long-term game that we're playing here so when we get into the script the opening line for our script is critical and the opening line when we deliver it properly is going to overcome about 65 of your objections there's a few don'ts and i want you guys to write these don'ts down number one we don't ask how are you we just met these people you know there's no relationship there or you might get a high eye that really tells you you know my dog ran away you know the kids won't talk to me you know we want we want to stay on target here number two don't say your team or your brokerage we'll get into that but not in the beginning number three don't say the website name remember that number and write this number down there are nine billion real estate web searches people can't get enough of real estate and they're going to cite the site to site to site so if we say our site name they might it might be already too late they might have been on a different site so we don't say the website name number number four here don't say you signed up on the site hey i saw you signed up on the site that is very big brother-ish we can see all the pushback we're getting we can see mark zuckerberg going before congress we don't want them to know that we can see the houses that we're searching for and the last one don't use their name just yet because we still can get some of those names so these are some of the the big no's when it comes to converting these leads now gary the genius the steve jobs of real estate you know he wrote this a long time ago if your website isn't consistently generating appointments with motivated buyers and sellers then it isn't earning its keep contrary to a lot of tech talk success on the internet isn't measured in clicks unique vision visitors page views or even registrations it's measured just in one way in appointments to do business so going back to those ads that i was showing you i could show you some pretty cool numbers and it's all useless unless we're converting those leads so when we look at different measurements we have lead measurements and we have leg measurements a leg measurement is going to be when we have a closing a leg measurement is commission dollars in the bank lead measures when it comes to these kind of leads that we're we're converting i'm looking for appointments that's what matters when it comes to this so the opening line is as follows the and keep in mind that the number one thing that that people are are scared of when it comes to this kind of conversation on the phone is the fear of rejection so when we're calling these potential clients we don't want them to feel rejected so the opening opening line is as follows hello this is zach from the home search site are you looking to buy a house in the next 36 months or are you just browsing now go ahead and throw this in the chat what do you think 95 of people say when i say hello this is zach from the home search site are you looking to buy a house in the next three to six months or are you just browsing maria can you see the chat i can't see the chat are we getting some participation here what are they saying most of them are saying just browsing totally totally the line after that and there's a script that we're going to be giving you guys this is what the site is built for i'm glad you're just browsing this is what the site is built for what are you browsing for and then i'm going to start to look for that pain point why are they are they really just curious about real estate if they are fine welcome to the site i want you to know we got these awesome tools that we can share with you i'm looking to get into relationship with him and you know one of the things we talk about unique selling propositions another gift that gary gave us if you guys don't know this you can refinance your house for free with keller mortgage an investment property that i'm sitting in my office that i'm sitting in right now with keller mortgage i got a two and a half percent interest rate 30-year fixed on that no closing costs no lender closing costs if the mortgage is over 150 000 they pay you a thousand dollars towards third-party closing costs so this is an amazing gift so if they're literally just just looking i'm gonna find out if they have a mortgage i'm gonna offer this think about this when we look at our database when we read the mrea there's certain tiers of people that we have in there the mets as gary calls them and i want you guys to write this down an a plus is someone that has either sent us two or more pieces of business or done two or more transactions in the last 12 months and a is someone that has sent us one piece of business or did one transaction with us in the last 12 months bees are raving fans they like us they said they'd use us you know sort and when i say raving fans don't discount the a's and a pluses they are too but the bees if they have referred us if they have used this it's been longer than 12 months the biggest group is going to be the seas we're not sure if they would use this we're not sure if they're licensed so this is the the process when we're we're talking to these people they start off as c's when they come in at internet leads the idea is that i convert them into a b one of the cool things with that keller mortgage if if i help them refinance their house lender closing costs on a refinance are typically one to two percent right now so if they have a three hundred thousand dollar house it's like i'm giving them a gift of three to six thousand dollars that is a great way to warm people up and that is a great gift that gary has given us you know we're in the midst of this fourth industrial revolution zillow guys has entered the game they're gonna have licensed agents on the ground beginning next month we have to know our value proposition we have to teach this to our clients and we have to protect our database what would your business look like and there's several maps coaching clients that that have achieved this what would your business look like if you had 50 a pluses 50 people in your database that sent you two or more pieces of business year after year after year when we lead with that value like i talked about and then or that that service we can then get to sales so jumping into rapport now welcome to home search site this is you know this is that from the home search site notice that i didn't say what site it was and if they they asked me what site was this and i just quickly will say the home search site i'm just curious if you're looking to buy a house in the next three to six months or you're just browsing the idea now and this is where the the art comes in in internet lead generation is that i'm looking to get into rapport rapport means trust this is mission critical so write this down rapport is when they know you they like you they trust you and you have a solution when you are in rapport we can go for the appointment that that rapport is critical and you can see i have the four quadrants over here so they start off in positive present they quickly get into negative present the the arrows don't pay attention to those arrows right now when they they're searching on the internet they want to see this foreclosure they want to see this great deal because we created fear of missing out they land on our keller williams page or command page they can see all this other stuff on there then their phone rings they went from positive present to negative president once they figure out you're an agent on the phone the idea is that we want to find that pain point if they're an actual buyer an actual seller now think about moving there's not a lot of fun things when it comes to moving you got to box everything up you know you got to find the house all these different things so there's some sort of pain point i'm looking for that pain point something that we've learned from bold guys is we never want to water ski on a call you know skip across the surface water skiing questions would be like what are you looking for and then what school district is that what would you want to be in how many bedrooms i'm not going deep with any of these questions when i when i asked that question what are you browsing for well we're we're really looking for a four bedroom house i'm gonna keyword backtrack on that and i wanna go deep why why so you said a four bedroom house why is that important important well i have three kids zach and you know they're starting to fight we only have a two bedroom house and you know it's not fun over here keyword backtrack again so what i'm hearing you say is that you feel kind of cramped in that it's causing some fights what does that look like well you know the the one daughter broke my son's toys whatever it is i'm gonna keep going down with this i'm looking for that pain what is the real pain here because i want that pain to outweigh the the pain of them meeting with me going for that appointment so we scuba dive down searching for that and that's where the negative present or the negative future what happens if we just didn't buy you a new house and you stayed in this two-bedroom house well my kids are getting more and more angry and my wife's not happy with me and so i find that pain point and now i can shift over when i'm in rapport to getting them to that solution side one of the things too this goes back to mindset if you find yourself saying all these leads are bad i generated all these leads and none of them are any good i'm gonna let you know you're bad it comes back to the scripting the scripting is important that mindset is important and practice makes perfect you know there's the five things we need to master as real estate agents gary tells us number one is our regeneration command is an amazing tool that we can generate a lot of leads really freaking quick number two is our lead follow-up this is where that 80 to 90 of our business is going to come from number three is going on appointments nailing the appointments number four is negotiating contracts and number five is what i was getting at we script practice and we role play we are masters at this the the the potential client there is it's like they all went to the same class they have all the same objections that they try to get you think think about it being on a highway like from point a to point b you know point b is the appointment point a is when they say hello they're going to try to pull you off that highway and the idea is with our scripts we're able to get them right back on that highway and go close for the appointment so there's a a great book it's a short book called go for no this is one of the things that our our team does really well you know remember if you're new we're aiming for that hundred leads to one closing so that's about 22 conversations that you have this is something that we we do with new agents when they join our team so that means we're going to get 21 no's and one yes so every time we get a no that should excite us because that means that we're that much closer to getting that yes so if you figure an average sales price and i know for a lot of you your average sales price is considerably higher than this your average sales price is 250 000 that means that we get a gross commission of around 7 500 so a different way to look at this is when we're on the phone guys every no that we get it's worth 340 dollars that is a different way to look at this when we when we're grinding on the phones you know consistently following our schedule gary asked asked the coaches the other day in one of his mastermind what's the number one thing that really lights an agent's success you know what what's the thing that really really makes someone make it in real estate versus you know fizzle out and it's that time blocking it's following that schedule making sure day after day we're doing our lead generation more importantly we're doing our lead follow-up and knowing that every no that we get we're that much closer to the yes what if you get yelled at on the phone or what if you get called names on the phone my team when we're prospecting together we'll just yell next let it roll off your back next it was one of those calls there's usually some high fiving that goes on with that and then we get on to the next call don't let it bother you now there's two things when it comes to this that can make us more money it's skill set and activities when we hone our skill set you're going to get closer to that 30 to 1 ratio time on task though with our activities is a great way to to hone that skill set and if you guys got any questions throw them in here but this is this is pretty common objections and i'm going to ask you guys while i'm going through these what objections are you hearing when you're calling internet leads some of the common ones that we hear is i already have an agent when we look at the nars stats we know that the vast majority of people that work with buyers don't sign their their buyers to buy our agency the cows excuse cannot operate without spouse would you guys want to meet on tuesday or wednesday well i don't i don't know my you know my wife's not home i can't make that appointment you know another common objection or email me everything that's another one that we get i'll get back to you what else are you guys getting maria what what's the chat say get someone sign me up for these websites we have objections i am going to wait for the spring i'm going to wait for the spring that's that's another common one there is one of my favorite scripts that i'm going to give you guys this is beyond beyond a doubt my favorite script um felonies when you hear felonies felony is our secret weapon here and i i can see some of the faces like where's he going with this this is a script and i want to role play this with you and you know what maria do me a favor can you send me real quick that script we had it in the presentation and this is something we're gonna be emailing out to you guys i'm gonna i'll pull it up but maria we're gonna actually role play this and so we've gone through the pain point i i want you to to jump in here and i want you to give me an objection why you don't want to meet with me and then i'm going to go through the the felony script so maria sounds like you know the house is a little small you really need to get that a bigger house so that the kids aren't fighting why don't we do this why don't we get together on tuesday at 3 p.m and why don't we take down exactly what you're looking for this is where maria jumps in she says no no thank you so much let me ask you kind of a crazy question have you ever been accused of committing a felony no no no good good that might have ended the call a little bit quicker here well let me ask you if you were accused of a felony would you want to meet with your lawyer the day of the trial or would you want to meet with your lawyer months in advance and come up with a really solid strategy that made sure that you were acquitted and that you you didn't go to jail once in advance of course with preparation totally and that's what i'm saying maria we're not even gonna go look at houses i'm not gonna bring a purchase agreement what i'm saying is why don't we sit down come up with a strategy make sure that we're a right fit for one another and get you one of those houses that you don't have to overpay for there's another maria on the call that's funny this this script is designed to shock and then it makes sense can you see how that makes sense we know that this is going to be one of the biggest real estate or biggest purchases all together that they're going to make when they buy a house think about how much money they're spending think about the strategy you know we we we're there there's the four levels that gary talks about in career vision you know when we start off in real estate we're unconsciously uncompetent we don't know what we don't know we get our feet wet we we start showing some houses we maybe we put a few under contract and we start to see that man we're consciously incompetent we know that we don't know everything the third level is really fun and that's where we get consciously competent and things are really starting to click and then the fourth level is where we start to get into mastery we're unconsciously again competent you know if you've ever seen one of those listing agents when you were in in when you first started in real estate they jump into a listing presentation or you know you go on an appointment with them they just have all the right things to say that that person's unconsciously incompetent the same thing with the housing journey they don't know what they don't know it's our job to guide them it's our job to help them it's our job to structure the loan and all these different things that we can really help them out with so 80 to 90 percent guys we we talked about this earlier is going to come from follow up now what happens to those leads that you don't get a hold of this is where i want you to write this phrase down and i want you to google this because this is something that we use quite a bit in my wife's business and in our business it's called a value ladder so knowing that i'm not going to get a hold of basically 8 out of 10 of these people i want to create an ongoing touch system that is a value ladder and think about it almost like steps it could be a value staircase really what can we offer them now that we have their information to get them to raise their hand and say i would like more so i i bring them in i get a ridiculous amount of leads from these ads that i'm running what would be something else that we could offer and go ahead and throw it in the chat and when you see this help me out here there we go customized homeless i'm seeing miles totally buyer's guide vicky absolutely but natalie you're right there free cops totally think about this so like a dentist office is a great example the dentist office wants to create a a funnel or a sales letter just like we do in real estate so i can offer as a dentist free teeth cleaning from there i get these people into the door and while i'm doing the free teeth cleaning i can train my text like we're going to you know you should get your teeth cleaned and so then there's a step up there from there we could say you know we recommend braces whatever else and then you know the highest level would be like cosmetic surgery with this and so the same thing i want you to think about this inside of command and if you guys aren't part of tech enabled agent by the way holy cow join tech enabled agent i'm i'm telling you this is a printing press that gary gave us but when we look at that value ladder we could start with buyer guides we could start with a foreclosure list we could build a separate page in command that we keep updated with foreclosures on there so they keep coming back we could do investor seminars you know the idea is that at some point i i just want to give enough value that i can get in front of them face to face this is a huge deal and then this is something that we can constantly just drift on these leads and then while we're tracking our numbers going back to that first slide we talked about the title fight knowing our numbers knowing that i can put a dollar in and get two dollars or three dollars or thirty dollars out we'll dictate what i'm gonna spend on these so what questions you guys have right now how to join the tech enabled agent tech enabled agent uh that is one of the maps groups uh coaching in there um phenomenal class it's 79 dollars a month you will that that's one of those things that's that's stupid cheap money they should charge a lot more it's not a class that i teach it's a class that i highly recommend um and that that'll pay for itself where to find facebook well performing ads um i love going to uh facebook's that they have a whole list of the ads you just go into their their ad book on in facebook and you and this is something that we can send out in the email i can send you the links directly to that you can run searches and see who's doing foreclosure ads in our area who's doing real estate investor seminars and you can see like how these ads are performing facebook wants us to advertise with them and then we can run these ads through command which you know with command guys kw's ai and facebook's ai talk to one another and we're getting some amazing results can you go over the optimal advertise yeah let's let's let's go back to that real quick maybe i went a little too fast through that this is uh this is a big deal and this you guys this is a class that you're you're getting seriously you're drinking a bit out of the fire hose and i had to pick and choose what we're going over right here um this is a class that i i would go to market centers and we would just teach all day and then we'd get on the phones and we would have successes and failures together but when it comes to again to that ad two to three pictures no more than four pictures is what we want to run with you know especially with light inventory this is a great hack out there um don't lead with the first house picture because they've already seen that one of the things that we're doing because our inventory is so light is we'll leave with a kitchen picture and then it looks like it's a new listing to the people that are searching for houses uh use that facebook form you know i think i explained that the facebook form is going to pre-populate it with accurate information again we're gonna get their real name the real phone number the real email address they have to go in and change it if you're gonna get the stuff it works great uh creating urgency fomo fear of missing out this will sell quickly you know hot neighborhood houses never come up for sale here you know down below like when you can click on learn more what we'll put in that tab is schedule your private or virtual showing today so they can they can click on that um get into the mind of your target audience think about the demographic you know the first time home if i'm coming from an apartment or from my parents house i'm getting out of my parents basement i'm getting my own house you know what what's the the benefit to me there versus like this was my starter house and now maybe i'm looking for a bigger yard a nicer neighborhood you know get into the mindset there uh 80 headlines mission critical doing a proper headline there big deal if your headline doesn't draw people in only 20 are going to read the rest and then conversion comes from the follow-up google sales ladder take a look at that come up with your own use the tools that we have in command twilio is a great way you could see how many leads we generated just with a few ads here let me jump back there 181 with the first one 54 with the second one 72 with the third one 35 bucks i got a whopping white 150 180 in ads and i got a ridiculous amount of leads using twilio i can text all these people at once using the the email uh mailchimp that we have in there and then uh we can mask email these people i love love love video emails where i explain hey i'm a real person just want you to know you know we're working uh looking to work with people that we like and we're no pressure we just kind of educate you throughout the process we're not using high pressure on this because you know we don't have to that leads are so cheap we can do this we'll go through some more of these questions when will we receive this recording that's a phenomenal question everybody has maps has your email you'll get this sent out to you what is the price point for an ad performing best fifteen dollars per ad thirty dollars per ad you know like if you look at this page here you can see i'm spending 50 bucks you know i knew that was going to be a winner i didn't know it's going to be 14 cents a lead but that i'll i'll pull the ads if we notice that cost per lead captured is you know north of two dollars i'll just pull the ad all right and then help you hey jason how are you what are you gonna buy you're gonna buy some ads um i i hope that answered that question and you know and it's gonna come down to the conversion scott so like when you look at that if i put thirty dollars in there and i get all these leads what is the conversion you know we care about the appointments i put thirty dollars in i don't get any appointments that's not a good day how many appointments are we able to create this script you know going through that you know maria have you ever committed a felony it's designed to shock no of course not walking them through that that whole process of like look this is going to be the biggest house or biggest purchase that you're you're going to make in your life doesn't it make sense to meet with an expert months in advance to see if we're the right fit and come up with a strategy the other thing we can do with these leads guys or with these ads i can find off market homes i can target geotarget an area and i can run ads to find sellers and let them know you don't even have to put your house on the market there are quite a few sellers that are nervous about covid letting people come through their house i got a ready willing and able buyer right now and i come up with a strategy that's another value proposition think about this so they they come through you know we do the call call text don't get a hold of them we're sending messages one of the messages can be we will find you an off-market house knowing that a lot of these internet leads are months out they're going to take some time that is a great proposition for them if you tell us exactly what you're looking for we meet with one another we can find you an off-market property that is a win and think think about how many and throw it in the chat how many of you guys are dealing with multiple offers still in your market am i the only one robin is tanya is everybody is think about that what there's another fear of missing out what if i said that i made that a message to buyer like you could just like go on your own like you have been doing or you can work with us and we'll find you an off-market house that you don't have to overpay like every other buyer out there that is compelling at the very least i'm going to want to hear what you have to say this is the game that we're playing with these internet leads another great lead uh ad that we can run i don't know if you guys know this is when once your database gets above you know north of a thousand people going back to those a pluses those a's and those b's especially i can re-target that database so that my ads follow my database all over the internet it gives the illusion of that we're everywhere and really it's a stupid cheap ad that i'm running that gets me in front of my my database as another touch how often do you find homes off market and what does that add look like you know that that's a great question i can send you uh tailor those ads um how do you follow your database with ads jane another fantastic question um that when you build the ad out uh we'll do quick videos and people like when we're doing these videos they they like it to feel organic they don't want it to feel too polished but you can actually when you go into the facebook targeting you can collect click on database and then you put the tags in there and so i'm gonna put my a plus people my a's and my b's in there i'm going to follow him around with that video if you're not good with tech who can help with creating facebook business page and ads that tech enabled agent vicki holy cow 79 a month i guarantee when you implement the stuff that you learned from there you will get your money back that that that's a printing press in itself uh what type of ads do you target sellers you know that that's the geolocating we have cash buyers this is something that's resonating sell your house offline so you don't have to let people with covid coming in um you know that's something that's resonated well in our state of michigan our governor uh shut down our industry we weren't um we weren't really allowed to go outside we had a shelter-in-place order you know think about that like how can you sell houses with a shelter in place offer one of the things that we did was we started targeting for sale by owners for sale by owners already had pictures and so we came up with this site we went to the for sale by owners and we said you know we can sell your house virtually we can do the virtual walkthrough on this we're taking listings like no way we've ever done before this was gary's challenge to us to pivot what other questions do we got here do you offer this class a full class somewhere you know i think we're seeing the possibility of um things reopening here hopefully with the vaccine things are looking good i would love to come to your market center and teach this class as a maps coach this is uh something i'm passionate about and i can't tell you like this is great that we can do this here and when we do it in person we'll divide the room up into two groups and we'll have a competition where we're setting appointments and you feed off of each other's internet what's the name of coach z's real estate company ineo inio ineo uh is the name of the company um i am completely removed from that coaching is my full-time thing so jacob uh he runs the team there what other questions do we got here in your opinion what's the main difference between the ad that generated 35 leads versus the one that generated 181 um that 181 is this one right here is this foreclosure and in our area anything under 150 really anything under 200 is pretty hot to add 20 acres and a pole barn to that is insane and the reason it was so cheap was because it was built on a swamp and so you know who again wants to live on a swamp any other questions we'll definitely send the scripts yeah shrek thank you catherine um tech enabled agent maria put that in there that is i can't tell you how awesome that class is and they're going over this stuff constantly uh for the call call what is the texture we'll send that out to you what type of ads do you target seller i already asked that answer that question anything else that you guys got well this be sent as recorded totally absolutely please add your contact info here i'll give you my cell phone number memory i can i'll i'll throw it in there real quick so this is my cell 616-308-1127 that one actually direct to maria i meant to send that to everybody so you guys can write that down 616-308-1127 you can find me online on facebook we have gamify real estate there's a facebook group there we're getting ready to start a new challenge uh with the 12-week year if you haven't read the 12-week year that's a phenomenal book fritz and sajak just did a class on that uh what was the hud website for foreclosures hudhomestore.com is that kathy um you ever just address the grilling room start off with i bet you don't like sales calls and neither do i you know what's funny um when you say that greg that's actually one of our texts so you know we do the call call text and then there's a whole protocol that we go through but then one of our other texts is going to be that it says that studies show that people typically pick up on the 13th time that we've reached out this is call number four what if we just skip all this and just go to a phone call we get laughs with that and that actually works so i'm glad you brought that up um [Music] yeah i got all your emails recording great i think how do you do ads targeting our database that again tech enabled agent goes through this at a high level spends um some great time on doing that but like when you go to uh the facebook targeting in the ad so you go into command you build your ad and where it says facebook targeting i can collect my database and then i put the tags in there what's the facebook page it's gamify real estate you'll you'll see my beautiful face on there and it says command and um gamified real estate so it's a facebook group any other questions guys was this helpful i'm seeing some nods i hope yes absolutely you look awesome oh well thank you thank you there's a lot of yeses and advertising is there anything else we need to be aware of google uh sue google like hud home advertising guidelines and it'll tell you you know what you can and can't do um you know obviously we don't discriminate which you know kw doesn't discriminate anywhere but there's certain things that you can and can't do but if you just google that then you'll be in good standing and you know one of the things too i don't know if you know this you can actually put directional signs pointing towards these houses you can't put a sign in the yard but hud allows you to have directional signs so you could have a sign that says you know foreclosure special financing your cell phone number there and so this is a great way to get your phone to ring now you want a pro tip from me get special financing signs in all of your listings and the special financing of course is color mortgage but you look at what that does to sign calls when i when i take on mastery clients that's one of the first things that i have to do this will literally pay for your mastery contract getting a sign in the yard special financing your cell phone number that'll pay for coaching right there so that was probably worth the price of a mission here um i think i think we're good does twilio support video text not that i know of well i gave you guys my cell phone um so feel free to text me you know email and i we don't get along too well um maria looks like she just put the the gamify real estate link there so you can find us there what i really want you guys to focus on is that tech enabled agent so as good as i am that class goes into some really really good gold there you miss my number 616-308-1127 and then you can shoot maps and email you you can find me um so i'm hoping that this was helpful i i i love it command is an amazing gift that gary has given us when we use it you know there's some people out there that uh they complain about it and i'm gonna tell you right now if you focus on the negative with command you're all you're gonna see is negative when you focus on the positive the fact that i can generate leads for way under two dollars the world opens up there's a lot of gold there most importantly is the customer experience with command six to nine minutes they're spending on our site our old sites there was nowhere near that long this is the the group class that i was telling you about i i think i make a few guest appearances on this it's 79 a month you can go to uh mapscoaching.com group or just google it but that is all i got for now and if you guys have more questions you know reach out to us we're going to be sending out that script and so that that script that that is a a powerful script so i love it i you guys i i'm excited that i got to share this with you and we're here for you if you need us see you everybody thank you so much