Ep #123: What's Working Now With Facebook Ads and How to Partner With Agents for Lead Generation

In today's highly competitive mortgage industry, building profitable relationships with real estate agents is essential for success. However, finding effective ways to secure agent relationships can be a challenge. With so many mortgage loan originators vying for the attention of real estate agents, it can be difficult to stand out and establish meaningful connections. Our new case study featuring loan officer Chris Coghill is a must-read. This has closed a remarkable 36 million in funded loans from agent referrals. And in this case study, he shares his proven strategies for building strong relationships with real estate agents and leveraging those relationships to drive more business. To get your hands on this resource, head over to LOKestudy.com and download your free copy of the case study today. You'll find actionable insights and practical tips that Chris used to close 36 million in funded loans from agent referrals and how you can, too. Don't miss out. Go check it out right now, visit LOKestudy.com and download your free copy today. Welcome to Mortgage Marketing Radio brought to you by the Mortgage Marketing Institute. For a number one source for truth in mortgage marketing. Hey listeners, what's up? This is Jeff Zimper. Welcome to this episode of the Mortgage Marketing Radio Podcast. I am so thrilled you are here. And once again, I just want to give you an acknowledgement. I appreciate you tuning in. I know you're busy. I know you got a lot coming at you. And all I can say is thanks for giving a little bit of your day, your time to us over here on the podcast. So all right, I'm not sure if you are aware, but listen, our sponsor for these podcast episodes is the Mortgage Marketing Pro membership. You can learn more at mortgagesmarketing.pro and what's that all about? It's all about how do you successfully build a referral based recurring revenue based relationship driven model with real estate agents as the primary source of your business. Secondly, we also have another pillar of business, of content within that pro membership and that's with helping you become a modern mortgage originator. What does that mean? That means self-paced courses, tutorials, guides, checklists, downloads, ebooks, and more training and coaching all about how you become a modern originator, how do you leverage Facebook, YouTube, Instagram, how do you create your own personal brand online, optimize your Facebook business page, et cetera, Facebook ads, you name it, we're continually building the library over there of self-paced content on helping you become a modern originator. That said, the key thrust of business today still and always will be real estate agents, right? Eight out of ten people still use a real estate agent to purchase a home. People still look for homes first, the predominant majority of them do that and will continue to do that for this foreseeable future. We can debate about that sometime if you would like. However, what we're delivering for our mortgage marketing program every month is done for you, turnkey, deliverable, high quality agent classes that get butts in the seats and loans in the pipeline. There's success stories we've got all over the website plus an eight minute video over at mortgagemarketing.pro if you want to check that out. Do so. All right, so let's speak of real estate agents in modern mortgage originator and what I'll call a hybrid business model, the combination of both online and offline relationship referrals and online leads. Today, my special guest is Grant Wise. Grant and I connected originally at the Gary Vaynerchuk Agent 2021 event in Florida in January of this year. We had been kind of following connecting with each other online for sometime prior to that but it's great to be able to get together with somebody in person, the power of them person. You will never replace that. I wanted to bring Grant on for a couple of different reasons. One is he is a Facebook ads thought leader and expert, if you will. He's been working for a number of years in the real estate and mortgage space, had trained thousands of real estate agents, loan originators as well and look, there's a noisy world out there of Facebook gurus who are trying to sell you their latest wares or buy their package and all that kind of stuff to be able to run Facebook ads and let's face it, Facebook ads can be challenging, they can be cumbersome, it changes a lot and we can get bogged down with understanding how to generate and run Facebook ads for ourselves. So two parts to this conversation with Grant today. One is I wanted to unpack the latest of what's happening with Facebook and really just have kind of if you will a crash course in if you're considering Facebook ads for lead some key things you need to understand about running lead ads versus branding ads targeting and getting clear on who your ideal clients are. Should you be running mortgage ads or real estate house related ads? So we're going to unpack a lot of this. How much should you spend on Facebook ads? How long should you let an ad run? Like I said, what's the qualities and elements of a good Facebook ad? We get into that and unpack all this. So go through the entire session. I think there's a lot of good and learning nuggets for you from a from a foundational standpoint. There's both conceptual foundational principles of how to succeed with Facebook ads and then there's some tactical stuff that towards the end I really kind of drill down on Grant there and provide some real awesome like specific tactics. Then at the end what we do is look for some time myself I've talked to many of you. I talk a lot of loan officers across the country. We're looking for ways to leverage Facebook to generate leads. For all the obvious reasons and we're also looking in considering Facebook as a way to add value to real estate agents because we've all heard it said that real estate agents would love to get referrals and that's a great kind of shoe in for you to capture and attract real estate agents in addition to the standard stuff that you know I preach all the time which is first win realtors over with your relationship and your five-star client experience and generating a referable experience for the referrals you already get from them right so demonstrate your competence your expertise through your process your systems and attract them with top of the net attract them through education teaching them the fish agent classes getting them in a room in a small group situation educate poor value and you know into them and that will generate referrals and relationships for you guaranteed. Now the next step of that the next level of that is actually helping generate leads for real estate agents there's a right way and a wrong way to do that grant and I talk about that and at the end what I've decided to do is for those of you who are interested we're looking for a small group of people that are looking and interested in getting started in running ads that are going to generate leads for you and real estate agents a small group of people maybe 10 loan originators who want to actually now get this here's what we're proposing what if you could leverage the power of Facebook think about the Facebook and obviously the you know the power it's got in targeting and reaching people and generating real estate ads but what if you could leverage the power of Facebook to target real estate agents to run affordable Facebook ads that actually attracts and targets the right agents that you want to work with based on a certain criteria and having them schedule appointments on your calendar to meet with them to learn more about the value you can provide to them by helping them generate Facebook leads what a concept now I was very particularly with Grant you'll hear this on the podcast towards the end is you know how do we vet out agents to ensure that we've got the right agents we're meeting with the quality agents well grants got that handled to through this process is there's a 24 questions on this intake form if you will that guess who's going to fill that out the right agents the motivated agents and it's going to vet out those that you don't want right but it's going to save you a lot of time tired kicking in bottom feeders and the ads the copy the offer and the targeting will you'll know that that's going to be going to the agents that you a want to meet with and be want to work with and they have a similar values that you do and this is a way to if you will leverage technology and be smart about another method for you to attract real estate agents who are interested in a true collaboration and partnership and aren't looking for money or a handout or just pay for my zealous right so if you guys are interested in that number one listen to the podcast go through it you'll hear the depth and breadth of grants knowledge about digital marketing Facebook ads and so forth and all the people in success stories he's worked with next if you do want to be part of that initial group right those first 10 you want to go to this website it's in the show notes as well the website addresses get Facebook leads dot me get Facebook leads dot me we're going to put that landing page up if you will as basically a holding page because this isn't open and live to the public yet we're going through some beta testing and things like that and working this out with some other different groups across the country so we're just looking for a waiting list right now if you're interested in that get on that waiting list and that should by the time you listen to this when this gets released which is going to be the first week of June we will probably be sending you additional information and announcements of when that becomes available in the first two weeks of June so once again it's get Facebook leads dot me link in the show notes if you want to learn more about how to use Facebook ads to get agents to book meetings with you all right that's that I hope you enjoyed this week's episode and I appreciate you without further ado let's get into this week's show hey grant welcome to the show what's up man thank you so much for having me you bet man thanks for being here you and I recently connected in person at the Gary V agent 2021 event in Florida January of this year and you've been we've been like messaging ever since then so it's good to finally connect why don't you give the listeners your own personal version of like whose grant wise what's you all about yeah absolutely that was that was a great event and Miami I always love you after Miami I think I like three more functions there the next two months whose grant wise so I you know I really got started in business at a very very young age I was 19 when I joined the ranks of the self-employed and I got started in a bar little business from my father and he had recently fallen off of the ladder he got hurt and I kind of swooped in said hey let's work a deal out and you know really it was kind of a life man I played golf five days a week and I did did a little construction project on the weekends and that's what paid my bills but I got a little colder and I started getting a little bored I was like all right what am I gonna do and so I was like you know what I'm gonna start a riffing company I was like I was intertwined in that industry because the my my father owned a gutter business so roofing was kind of like a symbiotic yeah right that and so I didn't know much about the roofing industry I had some close family at the time that had a vast knowledge and we ended up going to the industry we got a hell storm thankfully and we roughed like 111 houses my first year of business wow so I was this really young kid and I was making a ton of money I thought I knew everything I was it I had an ego the size of any house you could imagine and nobody could tell me what to do and unfortunately that's not a really good recipe you mix money into the equation and so I drank a lot bought a lot of stuff wasted mountains of money thinking that it was never gonna end but I found this fountain that was just going to pour wealth into my life consistently and constantly and it started to end because I couldn't outpace my bad habits and I think it was 21 years old somebody came to me and they said hey you know we want you to we want to start a real estate company and I was like great I'm good at starting businesses I got four or five failed ones going on right now and they said we want to pay our real estate agents 100% commission and I was like that's awesome everybody's gonna want to make more money and I was dead wrong which was fascinating and I get and get into more of that later about understanding what real estate agents actually want but I started traveling the country we were gonna be in 500 markets in five years and I've set off on this path and I think in we're in about six markets six months we're really kind of figuring out what people wanted and what they didn't and I was just traveling recruiting and all the while my other businesses were really tanking because I wasn't paying attention to them unfortunately and I was 23 years old been in the business a couple years now and the people that we brought in to help us fund it came to me and they said hey we think you're the reason this company's not growing and we want you to leave all right well I'm 51% of the business and I want you to leave how about that like well we think you should think about it like I don't know well I think you should screw off but that's a different conversation so I ended up thinking about it and I said you know what I've been trying to teach all these real sedations that we brought in how to leverage social media and how to use video and all these cool things that they could do to their business nobody was listening to me they just thought that I was this young dumb kid and how long ago was this this was back almost six years ago okay all right and they liked the fact that they were making 100% commission but they didn't want to listen to anything I had to say when it came to really kind of expanding on that and I said you know what I'm the youngest person in this company by three times my age everybody thinks that I'm just this quack I'm gonna go where I'm appreciated not where I'm tolerated and I said I signed away all my rights to the business for a period of time they had to do some stuff for it to stick and they didn't but that's a different story and so I freaked out for like a week I had no idea what I'm gonna do and I said you know what I'm gonna teach real sedations what I've been trying to teach them all along which is how to grow through social media and I was legally bankrupt I had filed chapter seven it was 23 years old at 25 dollars to my name my girlfriend at the time wife now is one that says that she's on the gaming the 25 bucks and I launched some Facebook ads and I spent 25 bucks and I got a thousand dollar clients I made jump on a phone and gave me a thousand bucks and my whole world just got flipped on its head and I learned a lot and we started doing it again and again and again and what was so cool is that Tanya the first woman I ever worked with she sold 48 houses the year that we started working together the first year she was in the business and that blew my mind a blue her mind and I took on about a dozen more clients throughout that year and all of them were doing the same thing they were getting to six figures in about eight months or less which was fascinating to me and so we packaged it up as a product was what's now known as modern age of mastery in December of 2015 and launched it and we added over 600 students the first year double the business the second year and it just exploded we were teaching real sedations all over the country how to leverage Facebook advertising to grow their business and it was I think it was a March 2016 we realized that we were basically tech support for click funnels and instant page and active campaign and all these different software companies that we were teaching how we were teaching people how to do it because you can't just run Facebook ads you need landing pages you need email sequence you need all the the backend stuff and I said what if we could just do all that stuff for people and I was like well I don't really want to start a services business so what does that look like and I approached person after person after person and finally found in my match my CTO Josh and we built this tool called Whitley and it took the workload the eight to ten hours of work that everybody was having to do just the launch Facebook ads and it did it for them so what that they could do in like eight to ten hours they could now do like eight to ten seconds which was sick and we launched it in an unbelievably successful launch in March 2017 with a huge charter membership base that that stuck with us throughout this entire period as we've continued to evolve the software and we launched what we call a client generation software that is literally changing lives every day it's an incredible incredible platform and it's really actually grown into the bulk of our business so we are basically we're training and technology company now we spend the vast majority of our time teaching and educating people on how to grow their business how does your clients through what we call a client generation system and we give them access to our client generation software to help them do all that and man we just have a blast you know we get to go out and create a bunch of millionaires every day and help people grow and ways that never thought possible and I've grown in ways I never thought we're possible and we've just had a blast we took something from nothing and turned it into an over ten nine dollar business and we just passed a lot upon it that's a pretty fast growth man yeah so you're in the same space then maybe clarify a little bit for me I mean the same space as people like I don't know what agent legend wise agent things like that really similar and I could ask this question all the time so Willie is not a CRM which is what wise agent and agent legend companies are it has the CRM components inside of it but Willie is a CGS it's a client generation software and it kind of sits in a category by itself you know I'm not a lead generation guy I used to be got out of the lead generation business got into the client generation business our whole goal is to help people do three things we want to first help them generate leads that's a part of it we want to second help people build a brand which I think is very important through retargeting and video marketing and third we want to help people convert customers what I realized is that I could be the greatest lead generation champion on planet earth but I was still a commodity amongst all the other self proclaimed Facebook gurus that come out of the woodwork and wanted to separate myself completely inside a lot of a lot of searching to figure out what it was that that we were really working to accomplish and and we just understood that loan officers and real estate agents they want clients they don't just want leads like they want customers they don't commission checks right and so we kind of totally redefined who we were and what we did inside of the market and so we work with wise agents we integrate with our platform and others and we have blasts getting to work with some of the smart people brand and wise can are not related we always have to say that right we have a blast get to work with people like that and yeah okay so we're gonna get into asking a lot of Facebook related questions in just a second but answer for me then the difference between generating a lead versus generating a client like how do you you know I mean draw the line there yeah so lead is a name and email address a phone number of physical address it's an opportunity right it's not again T it's not a lock it's just an opportunity that could or could not be shared with other people but and the way that we really kind of differentiate ourselves is that we realize that it's so easy to pass the buck I mean we even did it for a long time like well I I have a thousand percent success rate helping people generate leads I've never failed literally ever but it's not how people say grand wise of stuff works they say if I got a check grand wise of stuff works right and when I realized that I took accountability and responsibility for it and said look everybody's passing the buck and saying well I got you leads but you didn't convert them that's not my problem right I said no that's my responsibility like that's why you're coming to me is to get more customers and so when you look at a lead you you you're looking at opportunity that's that there's a chance that you're going to be able to grow your business what I want is to know for a fact that you're going to grow your business because you listen to what I said do you implement what I said and you got commission checks you have money in the bank because of what we were able to come in and help you do within your business okay very cool all right so before we get into the Facebook questions for the listeners give them a sense of your knowledge of Facebook ads because a fair number of my listeners probably haven't heard of you before you haven't been on their radar but I think it's good to set that up first before we start like setting you up as the guidance or all these questions so go ahead yeah you know I've been in the Facebook space now for for real estate agents loan officers for coming into six years we've been working on helping real estate agents understand how to implement Facebook advertising so we do that through you know instructional videos a little deeper than that we do it through helping agents loan officers understand what consumers really want and then we under hope they'll understand how to like package that and deliver it to them so a Facebook ad is you know some copies and Facebook copies and images maybe a video targeted at the right person budgeted the right way and that's traffic right when you send that traffic somewhere you've got to send them to a place that's going to have something of value that they're going to want to exchange their information for right so if I were to ask you you know hey what is the number one thing that people interested in purchasing a home what would you tell me a good deal right maybe it's a good deal sure that's one thing a list of homes ease I want to I want the process to be easy you hit it right on the head they want they want homes yeah that's that's the desire the whole process has been flipped on a tent see 10 years ago 15 years ago if my wife never talking and I said hey I think we should buy a home I would have said okay I'll call the bank tomorrow and see if we can even afford one right and then they're going to introduce me to a real estate agent because I have to have a realtor and then they're going to go out and show me properties and that's not the way that it is anymore today if her and I have that same conversation we are both going to pull our phones out and we're going to go to the internet and we're going to start looking at properties once I look at properties I'm going to discover that I need a realtor to show me those properties and once I get on the phone with the realtor the agent is going to say are you requalify yes or no I'm not showing you houses to you are and then they'll connect me to a loan officer so the whole process has really kind of been transcended into this different way of accessing information and this is something that companies like Zillow did masterfully they just gave the prospect what they ultimately wanted homes to view and that's how they generate so many leads so we kind of teach people how to become their own little Zillow in their markets just using social media instead by providing prospects with list of homes to view that's one angle that's one way to get people opting in left and right name email phone number physical address all the information that people want from a lead generation standpoint and yes I mean there's there's really simple things that you should do within Facebook the way that you target the way that you budget the way that you write copy the way that you use images those things are really important but if you don't have the right offers and you're not putting those people under the right system on the back end none of that none of that work is really going to matter so you know we we ran ads all over the world our sold half-hub sell houses in the States I hope sell houses in Canada in Mexico and Bali and Germany and London I hope so a 25 million dollar mansion in India we've literally worked all over the world teaching people how to leverage Facebook to sell more property and I've personally coached a little over 2,000 realtors here in the US of trained over 60,000 people through free trainings and have consulted for over 400 different marketing agencies teaching them how to better serve their realtor partners and I've had a blast working with loan officers as well to help them understand how they can use what it is they were teaching to add value to their realtor partners in it in kind of a different way to grow their business as well okay good stuff all right so let's see I'm thinking about the context of my audience right there's lots of different areas we could go to let me go here first I mean I could go the standard you know what do you see the big mistakes people make you and I talked about that I think the audience gets it right number one is like not having the right systems and setup in the back end you know a handle the lead flow and automation let me let me just deal with this question our Facebook leads still worth it right because it's getting more expensive it's obviously very noisy in the feed it's getting harder to succeed with Facebook ads would you agree or comment further on that I would agree that the process has evolved I feel like it's still very easy but you've got to think man I mean we're still knocking doors every day and it's 2019 we're still cold calling every day and it's 2019 you got people still sending out junk mail and it's it's 2019 like these are things that we've been doing for decades that are the old quote unquote tried and true ways to grow a business they're the tried and true ways to make money I don't know about growing a big business but I digress so what we've seen is there's absolutely been an evolution to Facebook marketing five years ago you could put an ad out generally to lead and you were the only one doing it so you didn't really have to do anything else you could even suck it follow up you're still going to do really well because nobody else was doing it right and what we've seen a huge key differences now versus five years ago is that if you're not leveraging a retargeting you know it's kind of like when you go to Amazon to buy that golf club and you decide not to what happens yeah it shows up yeah wherever you go then if you're not doing the exact same thing with your business with your brand if you're not building relationships and creating an experience for the person that's opted into your marketing campaigns you're not going to get the results so I agree that it's changed and it's harder for people to see results because they're just putting an ad out and generating leads the people that are leveraging a couple of things video super important and retargeting are experiencing the same levels of success that they have experienced for the last few years and I think that's the biggest key difference I mean if anybody's listening to this like well my ads are working for a long time and then they stop working you just you're missing a piece yeah Facebook lead generation is a third of the equation it's not the big it's not the whole thing and so you know looking at things from a different lens you've got about a relationship with prospects that's why we generate leads in the first place people don't want to talk to you so much right even if I get it I'm just talking something today like even if somebody opts in with a fake name and a fake text message or a fake phone number whatever Facebook though you got the wrong information Facebook still has the right information so when I start retargeting those people they're going to see my ads whether or not they answer my phone call right so when they go right back to social media and they start now seeing my face everywhere that impression counts are going to increase the frequencies are going to increase the relationship how long it takes people to build one will begin to happen and there's a lot of psychological reasons that the video aspects of things work so well well the short of it is that we've been programmed since there are little kids to to advertise what we see behind a TV screen and our TV screen today is no longer the box that sits in the living room it's the hand it's the three-by-fourth device that we won't take out our hands where it works or no longer ABC and CCBS their Facebook and screen YouTube, Snapchat, Twitter whatever whatever whatever so I think that's the biggest key missing element to having a successful campaign so if somebody is saying that it's just not working or it's harder there's an extra step that a lot of people are missing today that make them feel like things are harder or that it's not working yeah what I still see is people still just not putting in the right amount of thoughtfulness to to running the Facebook ad right there's still a good amount of people that are trying to throw stuff up and think that you know it's pull 11 people people people like that and I always tell people like look the person that works with everyone works with no one like if you don't know who your customer is you will not succeed at the marketing game because the marketing is messaging and every aspect of creating a message is knowing who your prospect is and how you are going to communicate with them in a way that's going to get them to want to take action now as an aside there's a great book called Breakthrough Advertising written by Eugene Schwartz it's like an eight or nine hundred dollar book on advertising if you can afford it get it read it I promise you it'll be worth the sweet and gold here's what I took out of that book and I've applied to real estate is that there are three basic levels of awareness that prospective homeowners and sellers go through whenever they're considering making these types of decisions the first is unaware it sounds so childish in kindergarten but if I'm not aware of my desire or a life event hasn't happened where I have a need for real estate it's the most uninteresting thing that you could talk to me about right it doesn't matter how good you are how knowledgeable you are how passionate you are if I have no desire no need I don't care right and so what we're seeing happen is that a lot of people are throwing stuff out there to people that don't care because they don't have that desire nor need and like Eugene explains in the book you could spend millions and millions and millions of dollars trying to market to those people and the only thing that you will go is Brooke so what do we do instead grant is the question right okay what's next then well the power of Facebook is not in its two billion plus daily users the power of Facebook is that you can directly target a message to people you know are interested in what it is that you have to offer the second phase of awareness is what we call home aware it's where people are aware of their desire or need for the real estate process might not be aware of who can help them or how to get started so you see if I'm home aware if I'm if I now know that I want to buy a home your brand then this is a mistake that we see people make is still irrelevant to me I don't care that you're real today because I don't really know that I need one I don't care that you're a loan officer because I'm not interested in getting alone I'm interested in getting a house however much sense that doesn't make right I want to look at homes I don't care about anything else so why not give people what they want right in order to like that's your hook in order to people hooked into who you are what you do and when you do that you make this introduction see when Zillow generates a lead they then sell four or five agents the lead right what they're doing is they now solve the problem that the consumer had which is I want to look at homes now I have a platform to do that the next problem you're going to have is that you need somebody to help you go buy this home right so they're going to take them to into what we call our third phase of awareness with this home plus you aware I'm aware that I have a problem now I'm aware that you can help me solve it that's when the relationship process begins so you're seeing a gigantic wave of people that are trying to catch people right before they make a decision meaning ready to buy a home right now when the reality of the situation is today leads are being generated far earlier in the decision making process yeah three six nine twelve months but people are so right here right now they think well it just doesn't work I've got to go it doesn't work because it's not feeding me this moment yeah there's a lot of stuff in there man a lot of good stuff I'm trying to think where do I enter what comes to mind immediately for me is a couple of different things so so if we know the bulk of people are trying to generate a lead when somebody's in the moment right they've they've already been on their journey of looking at homes and all that kind of stuff and the ads agents let's say are trying to run are trying to like get that person who's ready now are they getting clear on any of the criteria or the behavioral identifiers and things like that on Facebook are they are they trying to just run a big splash ad where it's just like you know shouting hey I'm the greatest agent you know that kind of jazz I think there's a healthy mixture like a lot of people put out like hey I'm a real estate agent I'd love to help you I treat my with class A service I'm really compassionate I'm super knowledgeable and I think those are gigantic mistakes because that's what people expect like I don't know why you would say like that's what people expect of you the real estate industry for years has gone through this identity crisis because 5 10 15 years ago is very perceptive industry if you didn't drive a bends or a beamer if you didn't dress the right way if you didn't do all those things you weren't thought to be that successful today we live in an era where everybody knows that everybody's not perfect and so it's actually almost like a distance to get anything to do with you and so you see that flips what it tells us is that we have the freedom to be ourselves and to build a relationship with people that we want to build a relationship with so why not create your own market this is one of the greatest ways you can increase your conversion and advertising is by creating your own markets yeah everybody's out there trying to grab a portion of a big giant market right I want to be a part of this I'm gonna go try to get you know this much out of the there's 100% of a market I'm trying to 1% of it right when what you really should be doing is creating your own market and owning 80 to 100% of that well how do I do that well you do that by creating a niche you do that by creating a target audience a target group of people that you serve that are dynamic to you and then you go own that space for example I see all your your your disc collection there shined up in the background right you probably like doing business with people that have similar taste could I is that maybe true a little bit sure who doesn't yeah if you can appreciate some of these artists you're cool exactly when we sit down and work with realtors and loan officers and investors and everybody and really work to get them to create a profile of somebody that they actually want a new business with it's the stuff that's hanging on the back here wall that really matters like who is my client what are they like where they like to hang out where do they go shopping where do they do all these things who do they do business with what are they listening to where they get their news understanding who your client is your ideal prospect at that level makes it so easy to talk to that group of people because if I know for example in my market there's pinnacle and then there's downtown Rogers DTR I know that if if you're in downtown Rogers you're either very independent politically or liberal you really love dogs you are super into farmers markets you love eating drinking local you like craft beer you're the middle to lower class income earner I know that if you are over in pinnacle you're a huge fan of Donald Trump you love eating really nice meals your upper to a middle to upper class you like golf you like Fox News so on it's like you get my place you the distinction in the market just in most these places are 10 miles from your brother they're not very far right but if I knew that I wanted to work in pinnacle instead of downtown Rogers I know where to go I know where to shop I know which business owners to interview on my show or my podcast I know which businesses to advertise in everything becomes so much clear and this is what's the really cool part it's kind of coming back to my point is you can take that exact same profile of people that you love to do business with and you can put that right into Facebook and you can just target it really direct strategic advertisements that those people when you know what they want list of homes so hopefully I got around answering your question yes a lot of people are just throwing stuff out there because they don't know who they're talking to and they don't know what they want to join us everybody and that's the first mistake I'm going to come back to identifying those people in pinnacles made a note here for a second well let me get through it right now so so then let's just say you've identified you want to work the pinnacle market right you mentioned things like doing videos in your local community and doing a podcast but let's bring it back just to Facebook how would you what criteria can we utilize to target those people obviously there's the kind of the radius right of a zip code and take the radius but what other like behavioral things would you start to and I guess that your answer to pens the lifestyle right attributes within Facebook your answer to that depends perhaps on which type of ad you're running if you're wanting awareness of consideration or conversion that's that's true or it absolutely can yeah well so what we do we do things in the levels we have level one level two level three level one is cold lead generation right so we're running lead form ads or conversion ads okay and here's just a pro tip so you're you're saying how do I go out and identify what my market wants so we know that they want homes what value home right so what I'll do is I'll we'll advise our clients go look at the MLS what is the median price of home sold in the last 90 days right and then the pinnacle area it's like 599 it's a higher in market okay I know that if I put out an ad that says hey attention pinnacle pinnacle Rogers residents or pinnacle area residents or pinnacle just pinnacle whatever I've created a free report of homes priced under or 599 thousand dollars some of these homes even qualify for special financing options click here to get the free list downloaded instantly right that advertisement is 1000 percent two things one what the prospect wants to in the price point that you know everybody in that market's doing business and does that make sense yeah so you can leverage some of those data points to really zero in and pinpoint exactly what it is that that prospect is going to want now on that note so specific to that you said in that price point and you you chose median price point because that's where a lot of the activity in turnover is right yes now on the flip side of that if conversely perhaps if you wanted to work upper market in pinnacle then that that headline would say something different right that wouldn't have that probably to have a different price point perhaps the only thing would be different would be the price point right but you're wanting to work luxury market you wanted to raise your your price point no a couple of things that age has changed the number and you're good but you be you're going to get less leads because you're you're dealing with a smaller audience size sure you're dealing with a higher transaction volume which means your cost for lead is going to increase yeah those are just simple things to look out for but yes theoretically those just a couple pieces of information and you could go the exact opposite if I only want to work with people of 200 thousand dollar range you just lower that price point all right um I'm being cognizant of our time because if any Facebook conversation can go for a long time so where where should we let's say I haven't run a ads on Facebook before whether I'm a real tour alone officer like you said people want the house real quick so so then what you're saying about that is you know I hear all the stories about how because they're seeing consumer data how consumers are going to get pre-qualified before the shop for home I don't know that I believe that I haven't seen it what what do you say to that real quick 37% of homes sold in 2018 were sold to millennials 99% of those home searches originated online it's too easy for me if I have this desire to go look at a home to pull it up on my phone and start shopping I understand that I might need a mortgage right you've got these companies that are doing great jobs at generating massive amounts of mortgage leads through you know rocket mortgage and all these different companies they're conversion on those leads sucks but they are generating those types of leads doesn't mean they're getting a lot of business but they are generating a massive amount of attention 37% of a market is starting their search online right that's huge huge so I don't I don't really believe that a big portion of people are are starting at the pre-qualification phase because it's not the natural buying order right now it's not the natural order of buying even if you look at a company like Zilla why would Zilla sort of a mortgage company if if you know that were the case right they know that they now have millions of leads that they sell a mortgage to right right exactly all right that's a good good question there all right so the next question is I haven't run ads on Facebook before let's just say I'm gonna run a house ad right or I want to build my brand as a real estate professional should everybody start with the normal phase of like awareness branding things like that content no how should people start absolutely not you know a lot of people come to us talking about how I want to build a brand and it's like okay what is a brand to you well I have no idea okay how much money do you have in your brand bank account well none okay so look building a brand takes time and it's an investment in relationships and stories and people and platforms it's not something that happens overnight I don't understand why anybody would want to go out there and build a brand first I understand it's important but you know and I know both that everybody coming into the real estate profession I mean it would say 95% of them need money right they don't need a brand they need money right I want I want to build a brand but I need money I want to build a brand but I've got to feed my kids this month I want to build a brand but right there's there's so many different things that that could go into that conversation that could be a whole podcast on its own right so I think that direct marketing is the number one thing that you should do which means I'm going to put out money into Facebook and Facebook's going to give me back money in the form of leads right what we have drawn to understand that is a lot of our clients are getting an 800% plus ROI from Facebook ads that means every dollar they put in the machine they're getting eight back that's powerful stuff so the first thing that we're going to do is we're going to go generate leads right now we have opportunities what do they tell you in real estate the the moment you get licensed great pull out your phone and call every single person in that phone and tell them that you're now licensed real estate professional okay why would you contradict yourself and say also go build a brand to a bunch of people that have no freaking clue who you are and I tell them that you sell real estate like they're gonna give a crap like that's just it's such conflict conflicting advice how about you grow your sphere of influence through lead generation that's a powerful thought all right so give us some specifics how how would you do that simply through lead generation and knowing that if you're talking about running ads on Facebook right um is that the timeline for somebody on Facebook they're it's not an intent-based platform and so the timeline could be six nine months or whatever so how am I getting that money right it could be six days that's there's there's there's there's two clients that you're gonna get from Facebook or two prospects you're gonna get from Facebook you're gonna get people that are ready to get right now that'll make up anywhere from one to five percent of the total number of leads you generate good small portion the bulk of those people will not be ready for three months six months nine months twelve months right the beautiful thing about Facebook advertising it is unbelievably underpriced this is how my customer or my students can spend $72 on Facebook ads and bring in a six thousand dollar commission right massive numbers so you should understand that you're playing the right now game right but you're also playing the tomorrow game this is what we call pipeline if I was in real estate and I'm not I'm in marketing and sales and business and those types of things um if I was in real estate I wouldn't even look at closed commissions I would look at my pipeline and I would say okay I just finished 2019 my pipeline was a hundred and 21 million dollars in potential business and what I would look at is how much of that business that I close well I converted ten percent of my pipeline I did about twelve million dollars in business great what I know for 2020 is that if I want to do more business I just need a bigger pipeline I would try to look at the long game understanding that the short-term money the short-term gains that everybody's after are gonna come they're a byproduct of the long-term work that you do um so I wouldn't be so narrow focused on my next meal my next commission check I would look at what my pipeline was and I would build out reports and I'm getting into the weeds here no no it's good I was I wanted to ask you actually okay so I'm a realtor I'm hungry I need to make money in the next 90 days I need a listing in 90 days what what type of ad am I gonna run the free list of homes thing no this is my favorite ads you're gonna own we call the Fishing Emerald campaign so what we do is we teach real estate agents to to get a buyer's story like you know meet Susan she is 32 year old single mother and she's a schoolteacher she needs to be in this location go out and tell that story on social media if you know especially geographically where Susan wants to move go drive into a neighborhood get out of your car show pictures of of the neighborhood that Susan wants to live in tell her story in a three to five minute video or better yet get her to tell it and then take that advertisement and promote it to that subdivision that you know she wants to live in and what's gonna happen is everybody in that subdivisions now gonna know that Susan this person that they're falling in love with their story needs to relocate to this area oh and they can get top dollar and she's ready to buy it right now we could sell it this week right now what what happens always is that people will start getting private messages from people that are ready to sell or at least see what the process would look like and people start tagging people left and right well if Susan doesn't have a property I do or if Susan doesn't have this person have a property I know these people that that they want to sell their house and so it creates this listing frenzy this is one of our secret weapons when it comes to generating motivated sellers and little to no inventory markets if I wanted to listing in 90 days that's exactly how I would go get it I would just use my buyer's story I would market an ad right to the subdivision I know that we wanted to move and I'd give a journal a bunch of listings all right so to play whatever the flip side of that obviously you need a motivated buyer if you're going to have that buyer in video right somebody who's willing to do that but if not what you said is you tell that buyer store yourself as a real estate agent absolutely and if you don't have a buyer story go into your brokerage's office knock on somebody's door say hey do you have a buyer that's looking to relocate right now if the answer is no you go to the next office hey do you have a buyer looking to relocate right now if the answer is no keep going to find one because I promise if you work in a brokerage that has at least five people somebody has a buyer that's looking for a property no thing you need is a story all right so I'm going to a couple rapid fire questions that are coming at me is there a minimum ad budget that you think people need to invest at a certain level to to you know really get any meaningful results from Facebook I think that my best advice for this is always to start where you are you know if you got a hundred bucks start with a hundred bucks you know spend two three four dollars a day and just work the opportunity like your life depends on it and that makes you each proponent of reinvesting 20% revenue back into marketing so your budget really begins to grow very fast but I think most of our most successful students still only spend three to six hundred dollars a month I wish they spent more but a lot of success happens at 10 to 15 to 20 dollars a day which is nothing like it's peanuts what what goes into a good ad what are the what does the DNA of a good Facebook ad you got under your consumer you're going to know what they want if you know those two things you you can fail at Facebook ads and you're going to you're going to win really big have the right targeting budget the right way optimize to Facebook's auction algorithm if you don't budget the right way your ad will either not guess then what's money money at all or you'll get a ton of leads and your ad will wear out really fast so budgeting the right way is really important but good copy giving the right person what they want like it's that simple you could fail at this you could be the worst in the world but if you get if you know who your customer is and you know what they want which is homes you're going to win you're going to succeed and guarantee it what's your experience with placements letting the algorithm kind of do its work or we are we run an Instagram as well we're putting in the you know that's a great question so what we've noticed actually is that for a long time it was a no no like don't run ads on multiple placements run feeds only and a lot of people we still tell to do that but we have started noticing in certain situations that if we let Facebook place where they want we're noticing a lower cost per result that's only been in certain cases so our rule of thumb is always you know go to default feeds only don't run ads on Facebook and Instagram at the same time like only go with one one placement you get the best results but lately we have noticed there have been an increase or a decrease in the cost per result if we're letting Facebook place some things where they want sometimes Facebook stuff takes a minute to figure out I think that's what people really have to understand I kind of get a laugh when marketers come out for real sedation slow-motion is like oh Facebook just announces brand new thing it's it's revolutionary it's going to change your entire business and the truth is it's probably going to suck for like a year to like when lead forms came out yeah they suck like they didn't work very well at all the cost per lead was four or five times the reason is that Facebook's audience hadn't yet been trained on how to buy or opt in or take certain actions through lead forms it took a minute for Facebook's own audience to catch up to those things so I think it's really really important for real sedations to understand like what's tried and true and do that don't jump to shiny objects because it's still got it needs time to mature and yes there will be people that will flock first and and that might win or they might get their freaking knees bruised up for a little while until they figure it out when figuring it out is really just waiting until Facebook's audience has been retrained to take certain actions same thing with thoughts and those types of things yeah all other conversations there any quick tips for you know lead ad versus landing page when to use when not to use lead ad right now first don't go to landing page go to the lead form go through lead form first retarget the lead form that all engagement from the lead form with video content to build your brand and and then based on how long people watch those videos 25 50 percent run a call to action campaign like send me a message to get the process started or book an appointment with me something like that that would be my exact fly that is our exact formula and you're you're using retargeting on most of the ads you're running every single one it's so hard to get attention right you don't want to lose it after you get it so whatever you can do to trap people's attention keep it thousand percent then it sounds like building out a really successful uh Facebook lead ad funnel if I can use that terminology I mean if I was to visualize kind of like you know that that little sketch that people use the wireframe and all that right we're looking at multiple steps in the process yeah I mean there are you should be running probably four to six ads in total one called lead generation campaign two or three brand building campaigns and then one or two call to action campaigns that's that's a marketing like campaign like that's a system that's a few ads that are all working together to help bring you a customer not just generate leads you once you generate the lead you need to warm them up and then once they're hot they need an opportunity to do business with you now so when we look at building on marketing campaigns we're not just looking at launching one ad you know calling it a success there are four or five ads that go into every campaign how long should somebody let a lead I'm sorry an ad run before they make a determination on it you know that's a great question the number that we're all after is not cost per lead it's not click-through rate it's not CPM it's none of those numbers those are sear those are merely guides the number that you are trying to find is your COA your cost of acquisition your cost to acquire a customer okay that's the number that you must find when you find that number for for Lindsay Porter and Indianapolis every seventy two dollars she spends she makes six grand for map and clutching in Georgia every one hundred eighty seven dollars he spends he makes three grand like when they figured out what their cost to acquire a customer was and then they very simply asked themselves one question how many customers do I want a month that became their new marketing budget right so lead lead ads should perform twenty four forty eight hours like you shouldn't you shouldn't spend more than five to ten to fifteen dollars without getting a lead if you have something's broken something's not right but don't let the cost per lead be your deciding factor you guys need to be looking at cost for a customer and that applies to everything like if I was with Zillow and I knew that my cost per lead was like fifty bucks or whatever it is right now but my cost to acquire a customer was six hundred and I was getting five six customers a month like I'm just gonna ramp my spend up as high as I possibly can until I'm capped because I know what my cost to a car customer is and it's in its ROI positive so we got to make sure that we're looking at the right numbers but you know twenty four four eight hours you should be getting results all right cool that's good stuff man let's transition real quickly just for the sake of time where we've got left here I know you work with L.O.'s as well in terms of helping them with their Facebook ads and teaming up with agents so I'm gonna have like a two-part question is what do you think L.O.'s or what are you seeing how are L.O.'s succeeding with Facebook ads right now is it are do you see anybody running ads alone or is it you're seeing mostly people are teaming up with agents to succeed you know we see a lot of it going both ways I think some of our it really depends like you know we work with a lot of purchased heavy or purchased centric L.O.'s that you know they really thrive on some of those relationships I mean she have a great relationship with a real estate agent it can be worth three to five days a month you have four or five of those relationships you're you're a multi-million dollar producer right so what could you do to add value to the real estate agent and we always really try to educate and instruct one officers to understand who they're relative and that's the same rule for a realtor right understand who your homeowner is or home seller home buyer is real estate agents everybody thinks they want money and that's really not the truth and that's what I learned child in the country recruiting with all estate agents is that I could say now with a real estate agent and on paper show them how they could not increase their workload whatever and then make over $60,000 more money and I get told no every single day no don't want to move don't don't move no no no no no no no no no no no no no no and when I learned is it real estate is actually don't want to make more money they want to learn how to make more money which is a distinction they want to learn how to build better systems they want to learn how to close more deals they want to learn these things and what I also learned is they don't pay for it they don't really appreciate it they don't they're going to invest in it you see all these companies like EXP and Keller Williams they're providing these great technologies for their their real estate agents none of them use them their adoption rate to those platforms is zilts because the agent themselves has no money in the game no skin in the game they're not invested and they're afraid that if they do use those platforms that the brokerage is going to keep the information if they ever try to leave right so it sounds like a losing strategy but anyway if you're a loan officer understand the problem that your real estate agent is actually facing we have what we call our pyramid of problems for real estate agents their first problem that they feel like they have is leads they don't they need more leads to go to the business whether or not that's the actually their issue is up for debate right but they feel like I need leads to go to my business second problem that they feel like they have is now I have leads I need to know how to convert these leads into commission checks like I'm not I'm struggling with sales the third problem they have I'm generating leads I'm closing deals but now I'm working 80 to a hundred hours a week I never see my family blah blah blah blah blah they're struggling with systems and processes fourth problem I'm generating leads on closing deals I've got systems dialed now I don't know what I want to do I don't know if I want to be a single agent or if I want to bring on an assistant or if I want to build a team or if I want to grow a brokerage fifth problem I don't know how to scale any of this stuff right so kind of go right if you understand who the agent is and you understand what problems that they're experiencing it makes it really easy to have a conversation with them it makes it really easy from a loan off for standpoint to add value to that relationship you know that if they're struggling with leads help them generate leads if you know that they're struggling to convert help them gain access to information tools technology to help them convert more leads understand what problem they're facing and then help them solve it is how you create one of those invaluable relationships in real estate between a loan officer and a realtor partner is that you see where they are help them solve the problem and move on to the next step I didn't have to do it bashing somebody else just help people right right uh no I agree 100% and I definitely encourage people to always have that kind of consultation these analysis meeting uh with real estate agents let's address the the listeners right now who um would like to entertain the possibility of partnering with real estate agents to generate leads together on Facebook um what have you how does that work successfully in the real world I seem to work a lot of different ways um you know you always always follow your recipe guidelines uh for what you can then can't do and what you can and can't invest in but we've seen a lot of really successful relationships created where the agent handle an officer partner kind of hand in hand on a lead generation campaign and uh elbows that are driving that conversation you know really do well we've seen a big success rate where loan officers generate leads for themselves and then they pass those out to their their realtor partners because once they get them pre-qualified, pre-approved they they pass those those uh those leads on to the people that they do business with and these are leads just to clarify though that these are leads for they're advertising homes not pre-qualifying right not down payment assistance per se right um that's why partnership campaigns do so well because in order to show a prospect list of homes you need to be kind of partnered up with the real estate agent yeah um but you know it's a great segue we see people that get two to three for those types of relationships where they know what type of lead is coming in they'll generate the leads and then they'll pass them over to the realtor they're preferred realtor partner at whatever time frame and um um the the realtor and the loan officer both then work to help convert uh that that one single prospect that's one of the best ways that i'm seeing it uh right now single property websites helping people advertise their single the single property campaigns we call that the socialist thing method uh the open-door campaigns helping people market open houses it's really just all about again identifying where the agent is and what it is that they're wanting and when you understand that having a campaign that matches the the the campaign solution that matches the problem they're having and then helping them generate leads for that thing if somebody comes to me and they says man i'm really struggling to generate sellers great i'm going to use this fish in a barrel campaign i'm going to go generate you some seller leads uh let's do it here's how it's going to work um so just really equipping yourself with the knowledge and understanding of what types of leads that you can generate and when an agent comes to you with that specific problem or you're recording somebody in a relationship um you know help help them solve it through through leads that's the problem that you feel like they have whether or not that's actually the issue yeah that's the problem that they feel like they have how do you usually see a successfully splitting um ad spend and stuff is that typically just 50 50 you've got to consult your compliance department with with uh with whatever the loan shop you work i'm gonna do the rest to answer yeah that's the nice answer man pc yeah cool all right all right very cool all right so we are at the top of our hour here but i wanted to because i've been looking at this for quite a while let me set this up briefly and then we'll kind of close out but i've you know had other facebook people on the podcast but i've been watching what other you know use the term earlier gurus are doing um for face people trying to sell a lot of different stuff the loan officers i've you know got access to some of these courses that are out there and i've looked at the back end uh and man i haven't seen a lot that's good to be totally honest with you and i've seen loan officers just not use it so that's not necessarily a fault of the course but the L.O. but i mean like this is facet it's a big bear right to be able to take this on as well and become a facebook expert at the same time i'm like a uh mortgage loan originator you know that's for some people that that's asking a lot but i do believe in i always put trend put myself in the shoes of if i was in L.O. today originating in the streets um would i be investigating how do i successfully help realtors run facebook ads to generate leads for us yeah a hundred percent man you know i mean how do i beat zelo at its own game i want to get to the customer first um so you've got some ways to help out loan officers do that don't you we do absolutely we do we do next question well put it this way i think let's just be totally transparent you you you and i talked the other day and you were kind of corrected if i'm wrong sounds not saying this correctly rolling something out and maybe a beta version or just looking for like a founders group or something and you and i talked about like you know i've got an audience a pretty decent size audience of loan officers we talked about possibly looking for a handful of people maybe ten L.O.s that might be interested in learning how to do that right yes so you know i'm i've been a massive fan of lead generation for a long time uh and we've like i said redefined who we are we've gotten out of lead generation business and we moved into the appointment generation business and we moved into client generation business uh one of the things that i've i've really successfully done it the last several years is i've built my business by appointment only uh meaning we put out facebook ads we put out videos we built a brand we traded relationships and we provided people an opportunity to book appointments with us to learn about our company we've generated over 16 thousand appointments in five years to grow our business and i was thinking and i was like you know what the greatest way for loan officers to build their business is through relationships with realtor partners good good relationships yeah because it's the difference between having uh an acquisition based business and a recurring revenue based business and what i mean by that is if you just want to go out there and generate leads and generate uh you know originate loans direct to consumer you have an acquisition based business you have to buy your customers every single month um on the other side of that if you want to build a recurring revenue based business you simply have to create relationships with realtor partners and now you've got recurring revenue you don't have to go buy customers all the time because your realtor partners are sending you all the the customers it's kind of like having a subscription based business just kind of pulling that into some internet marketer jargon but what i realized is like how the realtor are the most advertised to marketed to sold to group of people on planet earth because they are the best buyers on planet earth right they unfortunately like that that's that's what happened that's why they're so marketed to everybody always says you want to make money real estate don't say real estate just sell something so i was looking at that i was like how could we create a less salesy less uh hey send me your loan type approach to creating relationships with loan officers and realtors and i said you know why not just teach loan officers how to generate appointments the same way i have generated appointments and so yeah i mean we do uh we've been testing it for a long time in our own business and it works in realtors businesses it works in all types of industries um but what we're wanting to do is teach loan officer how to build their business by appointment only basically how to put out advertisements for themselves that uh kind of market their unique value proposition i.e i'm going to help you generate leads or i have a ton of leads that i need help working whatever and get realtor partners just booking time on their calendar to meet whether in a 15-minute call 30-minute discovery call hour-long coffee session whatever that looks like but appointment generation is something that loan officers can do in their business every single day you're getting appointments anywhere from fifty dollars an appointment to a hundred and fifty dollars an appointment and so if your loan officer listen to this like that sounds pretty cool if you were to spend five hundred or so dollars a month you you're looking at generating anywhere from from six to ten appointments to meet with loan officers and what i have just discovered is that like when i focus my time on building relationships and just building relationships i don't have bad customers but when i spend my time on finding customers i lose all of my great relationships that that kind of makes any sense so if i could put a system in place that was bringing me new customers while i was focused on nurturing the relationships with the ones that i have i would probably build a much greater company i'd have a much better reputation and they have much greater relationships on and so forth because by by definition what you said a second ago you are a mortgage originator right you've got to go out and originate loans how you get paid if you're doing office work if you're doing loan processing if you're doing any of that back and stuff you're not actually doing your job you should go get a job in load processing or whatever that looks like stop handling your transactions that's that's one of the biggest things that you could do focus on originating loans and if you have five to ten realtor partners that you work with every month your job is just simply nurturing relationships it's not much more complicated than that but i'm sure if you're listening to this you would agree you've noticed times when you tried to focus on getting other relationships that the ones you had with your realtor partners suffered so this is just an attempt at seeing a problem and trying to create a solution where we could get our loan officers could get realtor partners booking appointments on their calendar every single month to meet them about you know kind of partnering up and growing in a unique way obvious question how do you qualify or vet agents so you don't get busy you know with bottom feeders yeah that's a great question so we actually we get people to fill out a 24 question kind of lead form they have to answer 24 questions about their business about their production about their goals their pain points what types of marketing they do where their struggles are so the appointments that we're generating are 24 question long form leads that are coming in about the realtor partner then we get to make a distinction like that the long form agent leads as we're turning the tables yeah I love it okay so there's a lot of qualifying that goes on so you can kind of weed those out and then they I suppose there's like a calendar integration where they're going to like book an appointment on your calendar yeah they would need a couple of things they would need a landing page they would need a calendar integration and they would need a software that would send out automated emails and follow-ups and stuff like that so there's a couple of things that the loan officer wouldn't need to really make that work successfully okay and so I back to like why we brought this whole thing up is if my audience knows me by now I don't you know I don't I don't have any outside third party sponsors for this podcast it's just me very selective about like if I do bring on guests right like you you know I'm trying to bring the best I can of high quality integrity that's the really key there and so that's why I wanted to bring you on and talk about that a little bit briefly and what we've agreed to do if I'm correct is while it's not available right now is for those that are listening and are interested in learning more about that about grants program for I'll summarize this you running Facebook ads to target the right realtors to vet them and get them to book appointments with you to learn more about helping them partner up and perhaps run Facebook ads that's what essentially we're proposing right yep appointment generation for loan officers okay so right now again it's it's not available because grants still you know got another kind of situation going on where we didn't want to make what we wanted to do is this is for if you're listening and you're interested in that I put up a reservation page right which is I'll put the links in the show notes but it's here's the page it's called get Facebook leads dot me so get Facebook leads dot me that's where you can just go right short little form on there who are you a little bit of a couple of questions there and then once this thing is ready to perhaps be reopened if you will will obviously be in touch with you and then we'll probably host like a discovery webinar and all that kind of jazz to answer questions and give you guys all the details is that a fair assessment grant absolutely sounds awesome okay cool so once again the link will be in the show notes get Facebook leads dot me and it sounds really interesting and like I said I mean if I didn't really believe that of all the people I've looked at for Facebook quote gurus I hate to use that word but you know what I mean right people are trying to schlock and sell stuff grants not trying to do that at all plus I mean the people you've worked within the depth and breadth of your knowledge and the fact that you've already worked with L.O.s doing this with real estate agents right now that's why I wanted to you know make that available for our listeners so appreciate that I appreciate you same here bro so listen I know we got to go it is a little bit late past the hour so but you know we got we got long with Facebook anytime wonderful content awesome insights if anybody wants to reach out to you directly how would they contact you that's the way to do that right now it's just going to my website like grant wise dot com L.I.K.E grant wise dot com from there you can see what I'm up to and you can connect with me on any social platform awesome we'll put that in the link in the show notes as well and so grant thank you for being here listeners as always we appreciate you you know what to do leave us some love out on the social webs if you want to leave a review we appreciate you and we will see you on the next one thanks for listening to mortgage marketing radio one more truth in mortgage marketing get more free training and resources at mortgage marketing institute dot com hey guys what's up real quick you've heard about the mortgage marketing pro membership before and I just want to quickly remind you if that you're in a place in your business where you simply need more purchased loans you need to fill your pipeline with purchase business let's just face it agents are still a solid pillar of 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