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morning it's Wednesday I'm Wayne welcome to Winters of Wayne brought to you by the real estate business school where you get your license and learn to use it this is a learn to use it part so before we get started as always I want to thank you for your time thank you for showing up you have my commitment as always I do my best to make sure your time is well spent um ignore the earbuds they're allegedly supposedly microphones so that the sound is of higher quality when this is finally ultimately if it is ever produced and uh forgive my notes I just this is a huge subject we're going to go into and I want to do my best to make sure you get the most out of it so I got to stay on track because my mind tends to wonder so that doesn't keep me focused to a degree so thank you for showing up um today is about how to build a sales funnel now I don't really like the word sales funnel but the words that phrase sales funnel um I don't think it should be called a sales funnel I think it should be called a decision funnel and the reason why is what is the number one purpose of marketing is to get your prospects to become customers by making a decision right I mean we wanted to make a decision and we want them to take an action so if you want more details on that you can go to our YouTube page real estate business school and watch a video I made called the two sides to a business and the two sides to a business will show you how to create the outside perception and how to build the inside system so that they match so that your customers Come Away with the feeling of wow they come back and bring people with them and they come lifelong clients or what I call raving fans forever who come back and bring people with them and refer you to everyone they know so to me this is the key to marketing is to make get them to make a decision and get them to take an action it's not a sales funnel it's a decision funnel but if I call a decision phone people go what what's a decision funnel but is he talking about so I call it sales funnel so you know what I'm talking about is any sales funnel it's a decision funnel so and the reason why is because you want to make a decision so now what decision do we want them to make I'm going to do business with you that's it so to me that's what marketing the whole function of marketing it's the purpose the reason we do all this is to get someone to buy something and to me well ultimately what I want to do is sell more stuff more often to more people for my money that's it so I think we need to have a marketing campaign um that does that so the question is what business are you in and when I talk to people there seems to be sometimes a degree of confusion as to what business they're in I'm not talking I I do a lot of work with real estate agents and brokers and investors and other developers and trying to figure out how do you get the message out what's the message that resonates what are people looking for so the first question asks is what business are you with and a lot of them don't normally know um so if you're in residential real estate I'll just say to you you understand that if you're in residential real estate that houses have nothing to do with your business it's not about the house if it was the house it'd only be one floor plan right but it's not the house it's more to it than the house so what is it so we need to understand what business we're in and I think if you're going to have a business today because the world has gotten so complex and so complicated it's harder some and we have more choices and we live in a capitalist Society for now still thank you um and because of that what capitalism does it breeds Innovation because it creates a reward for for merit it creates award for helping other people solve problems there's a financial reward for Innovation and building and running a business properly that's why most people do it and that rewards in direct proportion to the value that you add or the problems that you solve so if you're not making enough money you're not adding enough value or not solving a big enough problem in my opinion so that's how I see the world so to me it's gotten so big it's gotten so complex because we have a financial reward that breach's competition comprehensive competition breeds Innovation because the only way you're going to get your stuff sold is to be better so you don't want to get better you have to constantly be innovating in marketing innovating and marketing and this is what Peter Drucker said innovating Innovation and marketing on two things that make a company money everything else is an expense so if we can agree with that now we think marketing to me marketing is the number one skill to have for that reason because and I'll ask you to come from your own experience would you rather be would you rather hear a sales pitch and be closed or would you rather have some educational materials that help explain what the product does and how it benefits you so you can decide what's it's the latter right of course so that's why I think when you talk about skills I believe marketing is the most important skill to have some people say it sells then that's fine it's just my opinion my opinion is marking's number one skill because people don't like being sold most people don't like sales people even sales people don't like sales people I'll give you a first example okay if I say the word when I say the word sales people most people when you do your marketing think about it like this the Mind thinks in pictures so when I say the word cat do you see a picture of a furry little animal meowing and running around your house asking for attention always on the wrong side of the door or do you see the words c-a-t but chances are you have a picture of a cat one you have or one you wish you had and maybe one one you're glad it's gone I don't know these things make me crazy nonetheless the Mind thinks in pictures so what when you do is paint a picture so here's a picture when I say the word salesman what picture pops into your mind that's it now describe the picture like in in five words or less just say what describe the picture just say it out loud what are the what are the words that come to your mind immediately when you think of the words salesman a picture pops into your mind describe the picture that's it okay that's long enough now if you have positive words that's great you have a positive outlook on sales people if you have negative words you have a negative connotation on sales people therefore subconsciously you will never really want to seen as a salesperson right may make sense so what what we don't mind being seen as Educators people want to help people solve problems as teachers Educators so to me marketing is the number one skill to have for that reason most people don't like sales people most people don't like being sold and closed they want to be educated so they can choose so if the marketing is good the sale becomes easy if the marketing is poor the sale becomes hard because you got to convince them you don't have to convince them you don't have to close the deal this is old 1980s old old old obsolete irrelevant old tired formula no today in my opinion with this flood of information most consumers are asking themselves why should I do business with you and if you can answer that question they will if you provide what they want and you solve the problem they have and I'm really big on solving a problem because if you look at all the things around your house that you bought just look around right now look at all the stuff you own most of it you bought to solve a problem so we want to solve problems we want to add value so your marketing should be educational what do you do how do you do it why do you do it that way and what's the benefit to the consumer and what's most important of all those benefit so you got to Target it so the first question is who's got your money who has your money [Laughter] you figure out that market and you create the the educational campaign the the program the memo campaigns all the marketing pieces everything is designed to educate that market about who you are what you do how you do it why you do it that way and the benefit to them it's education and so it's amazing because most people are better at writing wedding announcements than they are writing ads I noticed this I got a winning announcement the other day it goes I look at it and I read it and I go this is supposed to be a winning announcement it's actually a pretty good ad and the reason I say that is because it's got all the characteristics of an ad right it's got what are we doing who are we doing it with why are we doing it why are we doing it when are we doing it and here's your call to action it actually has a call to action right it's RSVP this is great so they probably did it accidentally I don't know if they knew what they were doing but subconsciously we know that if you want people to make a decision which is RSVP and come to our wedding that we've got to educate them right I mean we went to tell them okay here's who this person that person uh here's what they fell in love um here's what we're going to do have a wedding here's where we're going to have it Place here's when Day date time and here's how you get a seat there RSVP or if you can't make it we understand regrets great ad so if we can model that and take that thinking into our marketing now we know what do we need to do find our target market figure out a budget now how do you figure out a budget well it's not that hard really you've got to have an online presence let's just face it the the Yellow Pages are gone they're not even replaced by Google Google's Yellow Pages online very simply it's almost like an encyclopedia actually um it's most incredible thing ever um and so what we know is what Search terms or phrases are our competitors using we know that how much are they paying for clicks we know that so once we know what keywords and phrases our target market is using to find us and we know how much our competitors are spending now we can determine what words we should use how much we should spend in order to have an online presence you've got to be found okay you got to show up you got to be there when they search there okay good so this is a decision funnel formerly known as a sales funnel and so it this is why I say marking is the most important skill to have and you've got to know what business you're in and who your customer is and my classic example is Right Rock of McDonald's what Ray Kroc knew is that his customers weren't to Hamburger eaters and his competition wasn't Whataburger Wendy's and Burger King his customers were people who are looking for a business they didn't like the job or business they were in they were looking for an opportunity so his customer was the franchisee and his competition was every other opportunity they had to go start other businesses in other fields it's really clear on this so all they did was he bought this business from the McDonald's Brothers actually created McDonald's was actually created McDonald's and created the systems and wrote them Ray Kroc refined them and mass marketed it and built into a huge Empire granted not taking any away from anything away from Ray Crock but he didn't invent the systemized approach he bought it because it was a systemized approach now what business is McDonald's in of course you know the answer it's real estate so they own Prime Corners all across the world I know the the hamburgers are simply a product they use to pay for it so what business are you in please say real estate and what are you doing to pay for it please say whatever your business is so that's the purpose of a business designed to solve a problem add value and buy or real estate for you so question are you writing ads or announcements so it's like if you're a residential agent I'll give you an example you announce an open house open house Sunday 12 to 2 address 4 bedroom three bath shows like a model no one ever says that right must see desperate bring all offers whatever then it has the address right that's an announcement so you announce an open house but you advertise yourself you tell people what you do how you do it why you do it that way and the benefit to them right so I hire you now how do people see Realtors typically as a commodity they all look the same when you go to hire a lawyer how do you hire one because on the surface they all looking sound the same when you go to a dentist they're looking sound the same chiropractors look and sound the same doctors looking something if you look and sound the same then you become a commodity once you become a commodity you're subject to price pressure because the customers believe it or not they're doing their best to answer the questions for themselves why should I do business with you if you don't give them the answer they'll make one up and the one they make up usually is how much does it cost foreign state agent you hear it on a listing presentation it sounds like this oh great presentation what's your fee how much is your commission is it negotiable that when they say that you know right then your marketing has failed when you get asked when you get asked how much it's because they're saying to you I don't get it I don't get you I don't I hear what you say I see your pretty pictures and all your formulas and your marketing stuff blah blah blah same stuff the last three people showed us but what are you actually going to do for me and so you know you haven't answered that question because the market is getting you immediate feedback and they ask you how much your commission is supposed to we don't get what you're going to do so tell us how much you're going to charge because we just defaulted the price okay to keep from doing that you've got to have unique marketing position which I've told you over and over 40 million times ump unique marketing positions sales position it's not this it's a unique marketing position it's a sentence it's a phrase a sentence or a paragraph to elevate separates differentiates and distinguishes you from all your competition makes them irrelevant keeps you from competing on price and leads the prospect to a decision I'm going to do business with you regardless of your commission or regardless of your price it leads them to make a decision I'm going to do business with you and so we've got to position ourselves as unique I think the way you do that is by educating people tell them what you do how you do it why you do it that way and most of all the benefit to them what's the benefit benefit benefit benefit benefit or as I've been selling for 40 same for 40 years sell the sizzle not the stake okay good so here's our decision funnel and here's your marketing formula attract engage educate offer the headline attracts got to have a headline practice writing headlines it's just like public speaking pure words or better the more you talk the less power you have shh stop talking stop writing get to the point headline the headline will attract shorter is better you've got to have a method in place to educate the prospect you can't do it in two or three lines on a Google search page it's not enough real estate there what do you get 90 characters over in three lines so we've got to be able to create this build this educational system that educates our consumers as to why we're the obvious choice why we're the expert in our field what we're going to do to solve their problems or add value to them thank you so it starts with the headline the headline is the ad for the ad right like it it tells you what you're about to be told it's like public speaking one of the first things that's taught in public speaking is tell them what you're going to tell them then tell them then tell them what you told them and I think it's good because repetition leads to memorization you know you you repeat things over and over pretty soon it's ingrained so great we got it now headline headlines the app for that sub headline they'll see the headline it will if it's written properly it'll interrupt them or grab their attention once it does that you have to keep it otherwise they'll look away or they'll go away so whether they're reading or watching or listening whatever the medium is for your ad you've got to have good headline the pulls and then a sub headline that leads them to want to know more so number step two is engage so first one is interrupt or attract either either way either way they're both the same thing you interrupt them or you attract them but they stop what they're doing and they go watch or listen or read and then they had a sub headline and the sub headline engages them it's got to be engaging makes them want to know more it Peaks the Curiosity this is interesting let me go find out about this then you get into the body of the ad which is educational it positions you as the expert in your field it tells you all the things tells them all the things to look for things to look out for um what to do how to do it why you do it that way why this is better than that why you're better than this and then there's only so much real estate there so this is why they make Landing websites with landing pages so you create this landing page on your site and you drive them to that so you interrupt them with the headline you engage with the sub headline you get a little bit of a content and then you have a call to action even wedding announcements happen it's called RSVP so you put a call to action there if there's no call to action it's not an ad it's an announcement we're having this hot we're holding this home open on that this address on this day and this date at this time maybe we'll see you there but if you're on an ad get a call to action then drive them to a place or let them go to a place where they can take their time and browse and learn more about you and you'd be continue this educational process on your site so you have a landing page your site if you're in real estate it should be two parts one side for buyers one side for sellers if you're a seller click here if you're a buyer click here click here to learn how we get to the most money in the shortest amount of time with the psrops click here to sell your home for top dollar click here if you're buying to pay the least amount whatever it is but you want to grab their attention and get them to make a decision and take an action the action is engage and learn more about us we're interested in this in your house right now when I sit in selling your house right now what we're interested in is in telling you what we do how we do it why we do it that way and most of all the benefit to you so if you do that I think your close ratio will go up your conversion ratio will go up the number of clients you have will go up and everything goes up because you're not trying to sell them stuff you're doing your best to educate them about why they should hire you why should you choose me so you've got this funnel and at the top starts here you make them aware so if you've got an online present great if you don't and want one let us know if you want a consultation you want to walk you through this help you get positioned do some social media for you get you a position to get you out there get the world to see you know you introduce yourself to the world and get a presence let us know just email me after the event after this session uh info at buildmyrebusiness.com we'll take a look at your business see if we can help you um awareness is number one so this is the headline and then anything you can do to make them aware of who you are and explain what you do to make them aware so you use these Search terms and traces they're going to go into Google whatever search engine they use there's plenty out there you can use Firefox Safari being DuckDuckGo whatever you want to use have a great day doesn't matter but you want to be found you've got to be online you've got to have an online present they've got a presence they've got a bill to find you and so it goes into the education the awareness phase and then in this phase they're going to go to your site once they get to your site you should have resources you should have information you should have blogs you want a way for them to engage so you want to have what we do is we have a form and we give away a product we give away this book excuse me little dinosaur that's from my grandson [Laughter] there you go watch me we give away a book okay we have this in a digital format so our education counselors are really great they do a fabulous job they simply ask would you like to get a book from our owners that the owners wrote called how to get rich in real estate and have a life and this is a easy low risk non-confrontational way to engage with prospects who are thinking about getting into real estate they go yeah I'll take the book I'll just email it to you it's a PDF read at your own time your own your leisure your own pace oh that'd be great that's fine yeah sure email it to me so email it to them that one of the most valuable things in your company is your database so you want to build that database you want to get in the habit of collecting emails stop handing out your business cards they're not going to call you you well he might I shouldn't say they won't because they might um but what about getting their business card now you're in control of this transaction right now you know who you pick whether or not contact this mate is now up to you but you can do it now because you've got their card so get them in your database and create these email campaigns and start telling people start educating them what do you do how do you do it why do you do it that way what's the benefit to them you've got to have that benefit in there you've got to sell the sizzle okay so you make them aware blogs you should be writing blogs if you're not a good blog writer don't go you know what I'm never going to make it in this world because I can't write blogs look there's plenty of information all over the Internet you understand that I don't know is a phrase you can't use anymore because everybody needs out there you all you gotta do is if you're right-handed and click click click you got all the information you need so what's going on what do people want to know you have people you know you know people that's your database get the email right if you're not if you're struggling right now okay here's how you get started go make a list of everyone you know everyone you know everyone don't censor the list just put them all in the bucket and get all their email addresses and if you don't have their email addresses call them and ask for it I'm going to be sending you information periodically is this okay with you it's okay if I send you make you part of my database and email you my newsletters and helpful information about real estate and say go No I don't know anything about real I don't want to know anything about any real estate ever no fine be glad they told you no because you don't want to talk to them either laughs but most people go yeah sure why not they can always delete them right so it's a low risk way to engage people get all those emails and then start emailing them periodically for cheap emails need to be valuable educational and pretty soon they're going to be anticipating they're going to why I'm seeing I've seen the email in a while and they'll be looking for them and so go find material about real estate there's information the internet is full of it do not take copyrighted Material off the internet and curate it and call it your own that's copyright infringement don't steal people's work don't steal anything but it makes me crazy when I say care rate and what cure rate it was stolen come on so you'll see me every now and then I'll quote somebody I've learned something from that I have a really pretty good habit really good habit of giving credit you'll see me read Bucky's like credit Bucky like the travel with Robert hyosaki for several I'd credit him when I when I use other people's information I give them credit for doing that saying that writing that I don't claim it as my own so please don't do that but there's plenty of information out there that's not copyrighted that you can curate you know you become a curator I told my marketing person I go stop using curate we don't curate we create we create stuff we build we don't curate so there's a difference but if you want to go curate cure it have a great day I don't care but go get this information and put it on your site the best thing you can have is the content Rich site what do sellers want to know how do I sell my house for top dollar that's what they want to know don't they of course what did buyers want to know how do I buy this house for the least amount that's why they play all those games with you in the listing presentation and when you're showing them houses how long has you been on the market why do they want to know that why would a buyer ask you how long the house has been on the market you and I both know why they asked you that because there's a perception that's the longer it says the less it's worth and everybody knows that now I would ask you that because they like it and they want to pay less there you go so when you're talking to your sellers and they say well you know we're not in a hurry well there's your response you know as your representative I'm going to recommend that you never get in a hurry especially when you stay on real estate but I'll just tell you it's not let me ask you a question when you bought this house did you ask the question from your were you represented by a real estate agent yeah I was did you ask them how long they had been on the market once you walked inside and saw it and decided you liked it and would consider living here did you ask them how long you've been on the market and you know they did stretches are good they did gentures are really good they did because most people do I love this place can we pay less uh I wonder desperate well I don't know they might be how long has it been on the market so you say to your seller I know why you asked that question and you know why you asked it too because you know the longer it says the perception of something is wrong with it and you can offer less do you want to be in that position of course not so we know we don't want to be in a hurry but we don't want to sit here and let it get shot born either right right because it comes a point where diminishing returns that's a real thing so my job as your professional Representatives is this in your property in the marketplace to get the most money without sitting here month after month after month because we're overpriced to allow for negotiation because that doesn't work homes Enterprise market sell faster for more money than homes that are overpriced to allow for negotiation but that's a fact and then you prove it statistical data for multiple listing service how long were they on the market how much were they listed for how much did they sell for you will clearly see this data it proves what I just said this makes you credible this makes you the expert this makes you believable now you've educated them now you've got a client for life all you got to do now is take great care of them so to me this is why educating people's most important thing we can do stop looking for money it's a byproduct and tells you how well you're doing your job and how valuable you are to other people so we want to make them aware how do we make them aware we give them content data content data content data we don't keep talking and telling them we just put on the site and let them go consuming at their own time and their own pace so if you got these marketing statistics interest rates are fairly important topic today well puts watch CNBC and watch what watch the experts I'm pointing over there because my TV's right there and I have it on all day every day watching it while I'm up here working because I want to know what's happening in the marketplace what's the FED doing what are the politicians doing what are the lawmakers doing what bills are they passing what are our lobbyists doing what's Nar doing what's tar doing what's the local board doing what is the market doing what are sellers doing what are buyers doing I want to look at this little can I say I can see patterns and Trends and know what I'm going to do next how do I position myself in the market as it changes like shifting below our feet well what what's the next step in this fluid Market and how do we best become valuable and represent our clients that's why a case studying information so I can figure out what the next pattern or trend is and get there before the crowd so to me it's all about awareness taking a massive amounts of data sorting through it and discovering what is relevant what's irrelevant that's why I don't watch most of your cable news programs there's just too much drama for me I'm not interested in it I've got enough believe me I don't need to be attracted in that stuff I just want the facts I read the Wall Street Journal or reports I read business articles watch business shows because my love is business I love business I love investing I love making money I love making money for other people and I just love educating people and telling them things that I learned along the way this is part of it it's being aware so we've got to get people aware bringing them from this unconscious to this conscious state data information how to sell for the most money and make the fewest concessions how to buy for the least amount of money and get the most concessions from the seller that's your job if you're a real estate agent if you're in residential so we do all this and we'll get into this awareness phase then if we do this properly they'll start to consider us hmm maybe this person knows what they're doing [Laughter] this is a really good article 99 ways to sell your home for top dollar in 30 days or less that's a great article I didn't know you're supposed to do all this to your house what holy mackerel what's a petunia Factor I've never heard of this before this person is really good we should talk to them so you lead them you just build this road and they walk down it and you lead them to this obvious decision I'm going to hire you okay and then if you look at when you see if you go watch the video I recommended two sides to a business what you'll see is that it's um they're gonna they're going to they're going to read or come become aware of you then they're going to make a decision they're going to take an action which is I'm going to do business with you then they're going to make another decision and the next decision they're going to make is either I wish I hadn't done business with you I wish I wasn't doing business with you I wish I could get out of this relationship with you because I don't like what you say or do because you misrepresented all that stuff in your articles you wrote All That cool cool stuff but you don't actually do it I want out or they're going to say wow you guys rock this is awesome I'm coming back I'm bringing people with me and I'm telling everyone I know about you and so your inside systems have to match your outside perception so when you do all this marketing and you keep educating people as to what you do how you do it why you do it that way the benefit to them then they engage with you you deliver this product or this service and then you actually do what you said you would do you kept your agreement you kept your promise you did what you said they go wow this is unusual this is great how many times in the past month have you walked out of a store or a restaurant and been wowed it's rare right like you can sometimes you get what you paid for sometimes you don't very seldom am I wow it's very soon I get up from a from a restaurant I go wow that was incredible that was really good that price was great and this service over the top seldom so you're going to stick out you're going to be noticed they're going to become aware once they experience what you do and so your inside systems have to match your outside perception so they go through this process they become aware they look at your information inconsiderate and then they make the decision I'm going to do business with you and then they do [Music] so once they do and this is how we do it together they call or engage online when you go to the site you'll see the book and you'll see the form you can fill out to get this in PDF we know who filled it out we have their name phone number email address if they call us we offer it over the phone then we send it to them follow-up follow-up follow-up follow-up follow-up follow-up is the key follow up follow up follow up or don't do it at all you're not going to follow up don't do any of this don't do it don't waste your time don't waste your money if you're not going to follow up and I'll tell you why I say that how many of you have had this experience have you ever gone to the mailbox of course you have and gotten a bunch of junk mail course you have and sorted it over your trash day and of course you do [Laughter] this yeah there's something in here you see go home I think I'm going to the kitchen right you pull out the cabinet and get them but there's your trash can and you sort the mail how many of you if you looked at something hmm that's interesting oh wait interesting but no way and you throw it away and a week or two later you wish you had it I've ever had that raise your hand if you did that okay great so you know what I'm talking about now here's what happens we have this freeze right we're in Central Texas obviously or maybe not but now you know um we're in Lakeway out west of Austin Texas on the south shore of Lake Travis freeze came through praise was devastating it was devastating because all the trees were soaking wet with rain didn't all froze I don't know if you've ever tried to pick up a branch that was frozen holy mackerel they're like 10 times the weight I know because a bunch of them fell down in my driveway and I decided I was going to go ahead and drive up to it's on a slope because there's nothing flat in Austin Texas Lakeway there's no flat land the only part that's flat is the parts that we bulldozed so heads up the driveway right and all these trees laying there from the neighbor street that broke and they fell over although I'll just drag them out of the way it was so hard what's so hard is they're really really heavy when they get full of Frozen ice so the holy moly this thing is heavy that's not like I'm some little scrawny little kid and I mean I can pick stuff up but this one uh wow anyway with all my landscaper he brought a bunch of guys over here and they cut them into little pieces which I thought was smart [Laughter] I drag them off but it killed some trees so I got a tree guy come out the guy comes out okay this one's got to go that one's got to go gotta cut the top out of this one trim then we walked the property and just showing him all these trees that have issues all right clean this stuff up emails me a quote never hear from them I never hear from him I've yet to hear from him I'm walking my problem I really need to get rid of these trees I just have to find somebody else [Laughter] so our staff are really going to follow up so they sent him the book nice easy low risk way to get an email then we call them that you receive the book they'll re-email them they just contacted did you receive the book yeah did you read chapter one not yet read chapter one whatever you do read chapter one because you don't want to end up like Janna and what we do is make sure that you don't end up like Janna so if you want to end up like Jana don't read that book but if you don't want to end up like Janna read the book start with chapter one I'm gonna call you back in a couple days is that okay it's okay if I check in on you yeah yeah it's okay I guess okay bye and then we follow up with them did you read the book I've read that chapter okay what do you think I think I don't want to be like Jenna okay good so do you have a marketing plan you have ump do you have this do you have that you have a schedule do you know what to do do you know how to do it do you know when to do it do you know what to do next what I'm still taking my courses okay when you get your license do you know how to use it what do you mean and we just keep educating educating educating well did you know your license guarantees you nothing what I follow these classes I don't meet well they got to get licensed but there's nothing about listing or selling or Marketing in the pre-licensing courses we're going to teach you how to use your license once you get it so first of all we're guarantee you're going to pass here's how you study here's how you prepare here's how you pass your state exam once you do that your license will arrive in the mail would it arrives in the mail that day and you get it you're going to be really really happy but what are you going to do next how are you find people who are thinking about buying or selling a home and what will you say to them when you find them how you gonna do that I mean you're going to burn through your family and friends in about a month but after that what are you going to do are you going to position yourself in the marketplace as the obvious choice do you have a marketing campaign Deputy marketing position do you have blogs and emails and newsletters and a website what what what what so calm down Tarzan what [Laughter] it's hilarious I see I tell you it's not a job it's not a career it's a business what it's a business you got to treat it like a business and run up like your business so you're out of business what does that mean it means 80 of the people fail because they don't treat it like a business look it's a real estate business school we're going to teach you the business of real estate don't worry we know what to do we know how to do it we're going to walk you through it you're in the mentoring program right mentoring yeah it's free with your courses what mentoring yeah it's 33 hours of mentoring including your pre-licenseing package it's at the end we'll walk you through this no problem you're going to be great as long as you're committed and coachable you'll be fine that's all I gotta have that's all okay good so we educate follow-up follow-up follow up follow up that's what this is designed to do so you want to have a cyclist content Rich tell them what to look for what to look out for how to position yourself as the expert in the field I'm pretty sure that's it any questions I can't see you but if you have questions [Laughter] email them to me I'd love to hear from you just email them to info at buildmyrebusiness.com buildmyrealestatebusiness.com Only We Made It really really long so info at build my rebusiness.com I just want to make sure I covered everything give me just a second I think that's what I wanted to tell you oh yeah here's something I was nagging on me please remember this um we're not sales people we're Educators and everybody's got different time Horizons so the people that are really make a decision now will make a decision now and the people that have different time frames are going to make decisions later so that's why I think it's important to have an email campaign that goes out periodically once a month at least I think 12 a year is enough and put in there things that people want to know it do a survey of everyone you know is it okay if I send you a newsletter um if I did what would you want to have in it for me for for you to read it for it to interest you and then rather than make them do all the work just give them some options would you want to know about mortgage or interest rates would you want to know about Fixer-Upper is what you know about how to acquire below Market distressed properties what you want to know about how to find your ideal dream home before the market does would you want to know how to finance it with the minimum amount down which you don't want to know about loan programs do you need a good loan officer do you want me to introduce you and get you pre-approved so when you do decide to buy you'll be ready do you know a good lender do you know a good contractor do you want to know about maintaining your current home do you want to know have you changed your air filters this month you know you need to buy the cheap ones do it every 30 days that's what the AC experts recommend do you know about this do you know about do you want to know about maintenance do know I wonder how to lower your taxes are you aware of the new tax bills have it passed in the Texas Senate and are about to become law or have become law and how they're going to affect you or where the new Homestead exemptions have you filed your I mean go on and on and on so there's plenty of data but you want to know about all this check check check check check yes yes yes great great put it in your newsletter and send it on sure rate it it's out there and they're all different they've all got different time Horizons and ask them for the business if you know anyone who's thinking about buying or selling remember that if you're considering sell on my expertise is getting you top dollar for the property while making the fewest concessions to the buyer on the flip side if you're considering buying I make sure you pay pay the least amount of money no matter what the Market's doing and get the most concessions from the seller that's our strength that's how we represent you we look forward to doing so I hope it's okay if we stay in touch thank you for your time that's it and stay in touch stay in touch stay in touch stay in touch so when they do what you did which was man I wish I had the envelope I wish I had that postcard I wish I had that letter I wish that tree guy would call me back then there you are as soon as they decide there you are top of the Mind to me that's the purpose of marketing education you don't have to ask them to buy anything when they get ready if you've done all this they'll know who to call they'll email you they'll call you hear me now or leave me later it's gonna happen thank you I appreciate your time today this has been Wednesday still this Wednesday I'm still waiting I'm still grateful I'm still thankful thanks for showing up thank you for your time I hope you found your time well spent and I'll see you next Wednesday go tell everyone you know see you then thanks for showing up