Latest / Mortgage Marketing Radio / The Truth About Growing Your Business on Social Media with Geoff Zimpfer and Chelsea Peitz

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The Truth About Growing Your Business on Social Media with Geoff Zimpfer and Chelsea Peitz · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  the real estate agents is essential for success.
• 0:06
  However, finding effective ways to secure agent relationships can be a challenge.
• 0:11
  With so many mortgage loan originators vying for the attention of real estate agents, it
• 0:15
  can be difficult to stand out and establish meaningful connections.
• 0:20
  Our new case study featuring loan officer Chris Cogill is a must-read.
• 0:25
  Chris has closed a remarkable 36 million in funded loans from agent referrals.
• 0:31
  And in this case study, he shares his proven strategies for building strong relationships
• 0:34
  with real estate agents and leveraging those relationships to drive more business.
• 0:39
  To get your hands on this resource, head over to LOKestudy.com and download your free copy
• 0:45
  of the case study today.
• 0:47
  You'll find actionable insights and practical tips that Chris used to close 36 million
• 0:52
  in funded loans from agent referrals and how you can, too.
• 0:56
  Don't miss out.
• 0:57
  Go check it out right now, visit LOKestudy.com and download your free copy today.
• 1:03
  Hey, everybody, it's Jeff Zimfer.
• 1:11
  Welcome to another episode of Mortgage Marketing Radio podcast, thrilled that you've tuned
• 1:15
  in once again.
• 1:17
  And hey, real quick, if you haven't heard, we are opening up the exclusive invitation
• 1:26
  for those that are looking to grow their agent referrals, never call call the real estate agent
• 1:32
  again, never chase agents, never work with bottom feeders and have agents be attracted to
• 1:37
  working with you.
• 1:39
  How do we do that?
• 1:40
  We leverage an online educational platform leading with agent classes and set up in a way
• 1:46
  that's completely turnkey for you with done for you content, marketing, promotion, materials,
• 1:51
  a weekly live support group via our private Facebook group and much, much more plus you
• 1:57
  get access to all kinds of free educational videos, tutorials about how to become a modern
• 2:02
  mortgage originator, survive and thrive at the digital real estate shift.
• 2:05
  So not only do you get a bunch of done for you, turnkey classes, PowerPoint, speaker
• 2:09
  notes, handouts, transcripts, marketing, promotion and images, but you get a bunch of classes
• 2:15
  on Facebook, Facebook ads, YouTube, Instagram, LinkedIn, video marketing and more.
• 2:21
  Want to check it out?
• 2:23
  Go to mortgagemarketing.pro.
• 2:24
  All right, our episode this week is coming to you by way of me being a guest on a good
• 2:31
  friend of mine's podcast, who I have a ton of respect for in this industry, Chelsea
• 2:36
  Pights.
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  And she interviewed me on her podcast and I figured the conversation was so good that I wanted
• 2:40
  to share it with you guys so you could listen into it.
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  Chelsea is a national trainer speaker in coach for the Fidelity national title company,
• 2:50
  family of companies.
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  And so she does a lot of speaking and training and coaching around social media in the real
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  estate industry and her, her jam, pretty much number one primary platform for her is Instagram.
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  So you want to follow her at Chelsea.pightspeitz, Chelsea.pights on Instagram.
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  And if you're looking to level up your Instagram game, she is definitely on my top three
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  of short list of people to go to to learn how to you when it comes to Instagram.
• 3:18
  And so I hope you enjoy this kind of candid conversation, you know, where the tables
• 3:21
  are turned, the mics are reversed.
• 3:23
  I'm being interviewed instead of interviewing somebody else and I hope you enjoy this
• 3:27
  episode.
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  So without further ado, let's get into this week's show.
• 3:32
  Jeff, welcome to the show.
• 3:34
  Tell us who we don't know who you are maybe yet.
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  Some people might be listening.
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  I'm sure you're a really big deal in the mortgage world as we all know you from there.
• 3:41
  But for my real estate people who don't maybe know you as well, tell us who you are and
• 3:47
  how long you've been in the industry and a little bit about yourself.
• 3:50
  Sure.
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  Appreciate the opportunity to be here.
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  Really excited.
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  I've been in the industry since 2003, started as a board.
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  Oh, I be you.
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  2001.
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  Oh, look at you.
• 4:01
  When you win.
• 4:03
  Yeah.
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  So it's you know how this is you people said this before it's like once you get in this
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  industry, it's hard to get out.
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  It's kind of a passion play.
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  I really fell in love with the industry and the people.
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  I had a, I don't know.
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  I'm one of those people who actually enjoyed working with real estate agents, right?
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  By and large because I think that's a great dynamic there.
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  But bottom line is this, right?
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  So as an originator for over 10 years did pretty well.
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  But my passion was always teaching and my passion was leading with education.
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  And I started to, when I started as an originator, you know, I didn't know anybody.
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  My background is, it was a national sales trainer for Tony Robbins and I decided I had
• 4:38
  to get off the road and stop traveling.
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  That was a great training ground, by the way.
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  This is back 30 years ago.
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  So back in the OG days, right?
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  And learned a heck of a lot.
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  But here's the back story.
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  Okay.
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  So when I traveled around the country, I lived in a different city.
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  Every six, eight weeks, myself and six other people lived in a city and we moved from city
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  to city to city, promoting Tony seminars.
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  Did that for about two years as like a fraternity on the road, right?
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  It was a lot of fun and a lot of great learning as well because it was all, it's going to a city.
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  You have a bunch of meetings set up to go and present in front of sales offices and groups.
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  You could assume that many of the groups I presented in front of were real estate agents.
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  Mm-hmm.
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  Every common like every single day.
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  I'm in these real estate franchises across the country as well as mortgage, auto dealers,
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  insurance, et cetera.
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  That online is, I got to know the culture of real estate mortgage pretty well.
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  When I just had to come off the road, I had to make a decision, well, what career am I going
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  to go into?
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  And so this is back in 2003, right?
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  And what's hot?
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  What's cranking up, though?
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  There's a good year.
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  It was a good year.
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  Exactly.
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  It was a good run.
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  So I decided to become a mortgage originator and low and behold, right?
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  I struggled my first year as a mortgage originator because I had, I was all of a sudden new in
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  my mindset, right?
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  Even though I had a lot of background in training and sales and speaking and all that kind
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  of stuff, I was new.
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  I was a babe in the woods.
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  So I started cold calling.
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  I started doing all the stuff L.O.'s do to reach out to realtors.
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  And if you're a realtor listening, you can appreciate this, right?
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  And so what I found was that didn't work that well or it was unpredictable and consistent.
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  And I needed to come up with a system for positioning myself in my local community, Southern
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  California, Orange County, very competitive space.
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  I needed to show up and do something different so I didn't sound or seem like every other
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  loan officer in town.
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  So what I did, one day I had this epiphany, wait a minute, I know seminars, huh?
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  What have I been thinking?
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  Why don't I put on a lunch and learn?
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  Lunch and learn, not a new concept, but I hadn't done it and not many were doing it.
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  So fast forward, I decided to host an educational seminar event.
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  I brought in a guest speaker and then eventually I started presenting the content myself and
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  what I found was that agents were hungry for information for education.
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  And this is, of course, back in 2003, 4.5, kind of pre-internet, Facebook, and I mean
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  social media, all that stuff.
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  And that's what I've led with ever since.
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  And then I've pivoted into being a national sales trainer at Movement Mortgage.
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  And now I've had the privilege of teaching real estate agents all around the country, both
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  virtually and in person, on behalf of movement and other companies, digital marketing, social
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  media, personal branding, and all that kind of stuff.
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  And here I am, got a podcast, got a book, you know, and we just keep rocking.
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  That is so amazing.
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  I love that story.
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  You know, we have similar stories in that nature.
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  So what I love is that you just talked about how you had this mindset.
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  It blows my mind.
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  You were working for Tony Robbins, the ultimate mindset guru, right?
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  Yet you still have this mindset of, oh, I'm new, I don't know anything.
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  And in your book, which we're going to talk about, your book is called Disrupt or Die,
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  a very light, you know, little lighter there.
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  In your face, Disrupt or Die, how to survive and thrive the digital real estate shift.
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  And I recommend everybody go out on Amazon and find this.
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  And we're going to be talking about today.
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  But you talk about how one of the most important things that anyone can do in a new field
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  is to lean on all of the incredible gifts that you talents that you've had in the past.
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  And we're going to talk about social media today.
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  And we're going to talk about how, you know, maybe you're not using a platform, but
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  what can you learn from it?
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  It's the same concept.
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  So I'm excited to talk about that, but I do have to ask you, did you get to spend time
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  with Tony?
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  Yes.
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  And was it cool?
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  And like, I just have to know one sentence about your amazing experience with that.
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  Um, yeah, just to try and come up with a word.
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  There was a few interactions that were, I mean, there were some enjoyable interactions,
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  meaning it was, we would get to, here's the thing.
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  He used to have this one day seminar, a sales seminar, that would be a 12 hour seminar.
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  And like 40 degrees.
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  Exactly.
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  The room is super cold.
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  Yeah.
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  2000 people in the room.
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  Yeah.
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  And so we did that.
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  And he would come to the city every six, eight weeks.
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  And so we would get to have dinner with him afterwards.
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  Right.
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  And so that was always fun.
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  It's like us going out after dinner and it was just a great experience to be around
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  that, to be influenced and inspired by that.
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  But at the same time, I can remember a, um, a, uh, end of year, uh, dinner we had was
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  in Canada.
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  It was a sales dinner and it's like, you know, the annual hand out the, the end of year,
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  like trophies or pins and accomplishments and stuff.
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  And I'll never forget this, man, because, uh, he used to give out these little pins and
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  they had little different, like diamonds or stones and then based on achievement.
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  So we're selling tickets, right?
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  Just based on ticket sales.
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  And, um, he's putting it on my, my, my lapel of my jacket there.
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  And, you know, I'm tall, but he's taller than me.
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  And I just remember I'm like, looking at me, he's like, you know, looking at me, he's
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  like, yeah, I don't know exactly what he said, but basically it was like, you can do better.
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  Oh, no, you've gotten much more in you, right?
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  There's, I didn't want to get the impression that was in a negative connotation.
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  Right.
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  He was, you know, trying to say, hey, you can do even more.
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  You, you got it, Dan, you, you've got greatness and your interest, too.
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  Okay.
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  Yeah.
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  And it was just like, oh, damn.
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  Raise it up.
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  Well, thank you for sharing that background.
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  I'm sure it was a really interesting place.
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  And you probably got to learn a lot from it and from the people.
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  So let's dive into your book, um, you know, nothing new here that we're talking about.
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  There's a digital shift.
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  And we have a lot of disruptors, um, but I want to talk about, let's talk about the shift
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  and disruption that's happened in the last six months, even about social media.
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  I think social media has changed in the last six months.
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  That alone the last six years.
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  So what are you recommending now to our industry, our realtors, our lenders who are like,
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  okay, I got to do this now or never for sure.
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  What are you seeing that's working?
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  What's different?
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  Because what used to work six months ago is probably not working right now.
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  That's a good question.
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  How much time do we have?
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  Um, I would say, you know, the last six months for sure.
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  And especially the last three months with COVID, you know, uh, or however long it's been
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  that we've been in this whirlwind of 122 days for me, but I'm not counting.
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  I would say so the message I'm giving to agents when I'm doing classes is, you know,
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  what COVID did is it forced us to, you know, look at what's available for us for communication
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  tools for showing up and be present.
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  It was to your point earlier, um, you know, where we used to be able to do open houses.
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  And I know it varies across the country to what degree you can do that.
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  Or we used to be able to go to client meetings or come to, now there's all these extra considerations
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  around like wearing a mask, you know, and all this stuff.
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  And so my, my, my, my question to the realtors is how long have you been saying to yourself?
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  You know, I really should be more active on social media.
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  I really should like get going with that video.
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  I really should, should, should, right?
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  What happens when you do that?
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  You should all over yourselves, right?
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  Right.
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  Snared drum.
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  And so here's my question.
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  If not now, when, right, if not now, when, because all you've been left with is this,
• 12:03
  a mobile phone and your laptop, right?
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  And so if, if the bit, you know those wells, anybody, the excuse is, I don't have time.
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  I don't know what to say, right?
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  Well, the excuse of, I don't have time, I think, was removed a bit more with COVID.
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  Yes, we've got the at home challenges and not homeschooling and all that.
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  But still you don't have the busyness of all the other stuff you used to have.
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  So if you haven't dug in up till now and figured out how to learn how to post a video,
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  how to do whatever, you know, and now as social distancing is removed and we get back
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  to the busyness, you're just going to play that card again along to busy.
• 12:36
  Well, that's not an excuse anymore because people have gotten in front of you and ahead of you
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  now. And I think just to bring it back to answer your question, what's working?
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  Well, what's working is if you're working, if you are exercising your muscles of practicing
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  and learning and adopting, adapting, you know as well as anybody that to get good at social,
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  no one shows up good, right?
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  No one shows up excellent.
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  It's going to take time.
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  It's going to take practice and learning and failing and being willing to be embarrassed
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  perhaps to a certain degree.
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  Like oops, that video came out wrong.
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  Or have you ever done the video where it's like sideways or you didn't mean it was, right?
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  So I think really the answer though, the big answer to what's working is what's working
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  and what's always work and always will work is you being you showing up and being authentic,
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  you know?
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  It's really hard to be you on social media.
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  I mean, to be honest, like a lot of people and I talk about this a lot is I kind of hate
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  that word authenticity because it's overused and underplained.
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  Right.
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  And you know, it's really hard to think about, well, geez, I mean, I don't know, how do
• 13:42
  it be myself?
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  Like it feels so weird to like go on camera and be myself.
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  And honestly, I tell people, listen, you're not going to be yourself for probably the first
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  15 videos.
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  As you do it and get more comfortable, you will get more comfortable.
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  But it like to your point, you don't just show up and, you know, if you do great because
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  you are like the 1% of people that's like, I'm great on camera and I'm totally comfortable.
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  But yeah, it takes work to be yourself to be honest.
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  I don't want to paint the picture that, you know, people say, I'll just be authentic
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  and be yourself.
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  That's very hard to do because we are not used to being on camera.
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  We are not used to being vulnerable or opening up ourselves, you know, and posting something.
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  And, you know, maybe it's the wrong format.
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  Maybe it's the, I said something that was wrong or gave a wrong stat.
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  I mean, those are things that we all learn from.
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  So I think a lot of people have that mindset that they're really stressed about that.
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  Yeah, and so here, this is interesting because in my book, like the reason one of the
• 14:42
  reasons that motivated me, motivated me to write the book is there's a lot of people out
• 14:45
  there saying, you have to do this, you have to do that, you have to be here, you have
• 14:49
  to be there.
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  And I thought that was a bunch of BS.
• 14:52
  And I also wanted to address the concept of, do I really need to be on video to succeed?
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  And I actually asked Tom Ferry that question and the short answer is, no, you don't.
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  As if, like you said, if you're not right for video, if you're not comfortable, all
• 15:10
  that kind of stuff, it's going to be bad, right?
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  We don't want to show up and have brand burn.
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  Now I think a lot of people create excuses for themselves around that and you can get
• 15:19
  good or better, like you just, like you learned how to drive a car, right?
• 15:24
  And now you're shaving and putting on makeup and texting while you're driving, right?
• 15:28
  The same thing could be true with learning.
• 15:30
  It's a skill.
• 15:31
  You've learned how to be a real estate agent.
• 15:32
  You could learn how to actually hit record on your phone.
• 15:35
  But the real question is, okay, do you have to be on X video, call it whatever.
• 15:40
  Do you have to be on social media?
• 15:42
  Okay.
• 15:43
  No, but what are you missing out on by not being there?
• 15:47
  Or what could you do if you were there and doing it?
• 15:51
  You know what I mean?
• 15:52
  Yeah.
• 15:53
  And I think, you know, obviously I've always been a really big proponent of social media
• 15:56
  and stories as a particular format that's my favorite, but I have to tell people time
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  and time again.
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  In these last four months, those have been the only lifeline to my friends and family
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  that it, that's it.
• 16:10
  Well, see, that's a great point.
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  And here's what COVID did is it brought to the surface the reality of the world that
• 16:18
  we're living in and the mediums by which people communicate and stay connected.
• 16:24
  And who knows the long term ripple effects of COVID, let's just face it, it's going
• 16:29
  to be, the impact will be around for a while, right?
• 16:31
  Yeah.
• 16:32
  And the thing too is that we're very, you know, ROI, return on investment, very timeline,
• 16:39
  very scared.
• 16:40
  We want rules.
• 16:41
  We want something.
• 16:42
  We want to say, oh, you know, why am I doing these stories every day?
• 16:47
  I mean, I'm not getting any leads from it, but I will tell you, I have had people that
• 16:51
  I've met that said, oh my gosh, I've watched your stories for two years.
• 16:57
  Have I ever heard from them?
• 17:00
  But they are watching, right?
• 17:02
  So, you know, we can't negate that by being there and being consistent, and I'm not saying
• 17:08
  you have to do post every day.
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  In fact, you shouldn't do post every day in the feed, you know, stories is a different
• 17:12
  thing.
• 17:13
  You should be doing stories every day.
• 17:14
  But you, we can't quantify, you know, the ROI of what's going to happen with social
• 17:20
  media.
• 17:21
  And I think now, you know, people are like, okay, yeah, I got to be there.
• 17:23
  I have to be, this is the only way I'm going to connect with people.
• 17:26
  We can do Zoom calls all day long, but guess what?
• 17:28
  Nobody but you in that person can find you on a Zoom.
• 17:33
  All right, so let's talk about Facebook.
• 17:34
  I mean, first of all, what's your favorite social media platform?
• 17:39
  That is a good question.
• 17:41
  Favorite, I'm going to put that judge that by how often I'm on it.
• 17:48
  I'm going to say Facebook.
• 17:49
  Okay, so we're going to talk about Facebook, Instagram and LinkedIn.
• 17:53
  So let's talk about Facebook.
• 17:54
  What do you, when you're teaching, what are you, what are your tips?
• 17:58
  Like two or three tips that you're like, this is really working on Facebook.
• 18:01
  Here's what I would do if you're going to start really going all in.
• 18:05
  Well, I hate to sound cliche or repetitive, but the truth of the matter is it's
• 18:09
  video.
• 18:11
  What's what's working, you know, and I know that's a challenge for people who are
• 18:14
  uncomfortable on video or whatever, but I mean, you know, I mean, I mean, we're in
• 18:19
  sales and we're in a business that requires us to be known and to have people know
• 18:24
  what we exist and what do we do?
• 18:26
  And the best way, you know, to, to create that is with video.
• 18:31
  And our people that are doing video, quote, winning or getting better engagement
• 18:35
  and traction.
• 18:37
  Yeah, they are because that's what people pay attention to.
• 18:40
  Well, and also to you again, you know, people, and I love that you and I are kind
• 18:44
  of social media rebels because I don't buy into all of like, oh, no, you have to
• 18:48
  do this and at this time, and I tell people who cares if they don't watch your
• 18:52
  live video?
• 18:53
  And they're like, well, what do you mean?
• 18:54
  I, I thought you said post video.
• 18:56
  I'm like, yeah, but I'm still seeing it when I scroll past, right, in the feed.
• 19:02
  And there are ways to, you know, encourage more engagement.
• 19:06
  Like I see so many videos that are going on Facebook that don't have anything in
• 19:11
  the description.
• 19:12
  They don't have a catchy title.
• 19:13
  They don't have a summary.
• 19:14
  Guess what?
• 19:15
  I may watch your video if I can actually read it.
• 19:18
  And I might be like, you know what?
• 19:19
  I want to learn more about that or I might save it and watch it later, which is a
• 19:24
  really big algorithmic boost for your content.
• 19:28
  So we've got to get away from the idea of I'm going to force people to consume
• 19:32
  my content in this specific way.
• 19:35
  You know, so yeah, video is hugely important.
• 19:39
  But, you know, I do a lot of stuff that isn't video and it still is getting
• 19:43
  engagement.
• 19:43
  But I mean, faces, we have to see your face.
• 19:46
  And a lot of people say, well, I've got a marketing person.
• 19:49
  That's awesome.
• 19:50
  You know, love if you have some team help who is understanding your culture and
• 19:54
  how you speak and all of that.
• 19:56
  But we really want to see the face of the person.
• 20:00
  And we need to right now, I physically need, I did not know this.
• 20:04
  I physically need to see other people in real life.
• 20:07
  And I didn't know that until it got taken away from me and I just very strange.
• 20:13
  You know, I want to see people.
• 20:14
  So yeah, that's the COVID impact.
• 20:17
  You know, yeah, they still need to see your face, like billboards on the
• 20:20
  highway.
• 20:20
  It's like the bus benches you're driving by.
• 20:23
  Well, I mean, what you're really talking about there is the need for human
• 20:25
  connection.
• 20:26
  And we all miss that with COVID restrictions and things like that.
• 20:29
  And so I know that's going to come back.
• 20:31
  But the point is, is that with that being removed from us, how are you creating
• 20:35
  that human connection?
• 20:36
  It's that's the face.
• 20:37
  That's how you do it, you know, and what we're really talking about.
• 20:41
  Facebook is, is your number one.
• 20:43
  What about stories stories on Facebook?
• 20:46
  Yeah, honestly, I, I don't see the same level of engagement on stories on
• 20:51
  Facebook that I do Instagram.
• 20:52
  Same.
• 20:53
  I agree with you.
• 20:54
  I don't love Facebook stories.
• 20:56
  But I think that it's good to get in now early adopter, you know, it's kind
• 21:02
  of like those people that got on TikTok.
• 21:03
  I mean, it's not saturated yet.
• 21:05
  So if you're posting a story a couple times a day, at least your friends are
• 21:09
  going to see your name and your face before they even get to the scroll.
• 21:12
  So it's kind of that, you know, visibility.
• 21:16
  And so here's, here's again, the bigger like way, we start with the big
• 21:20
  concepts, right, human connection, you know, but the truth is, like I said,
• 21:25
  we're in a business that requires us to be known number one, right?
• 21:29
  Like there's a, the question I ask agents all the time, I was like, what's,
• 21:32
  what's more important being well known or knowledgeable, right?
• 21:35
  And the base back and forth, knowledgeable, well known, right?
• 21:38
  All this kind of stuff.
• 21:39
  And, and then I ask them a question, how many of you know an agent who doesn't
• 21:43
  care as much as you, isn't as professional as you, doesn't know as much as you,
• 21:47
  but outsells you every single month.
• 21:48
  How many of you know an agent like that and everybody was like, yeah, I do.
• 21:51
  Why? Because he or she's more well known.
• 21:54
  That's it. That's true. You know, I get that.
• 21:57
  You know, it's so funny because I tell people a lot when I speak that I had
• 22:02
  asked my community for referral, somebody to do business with and they, you know,
• 22:06
  I got, I ended up getting 10 referrals and I just happen to be, this was pre-COVID.
• 22:11
  We were driving in the car.
• 22:12
  I was in the passenger seat and I'm like, let me just get out my phone and I didn't
• 22:15
  go to websites.
• 22:16
  I went to Instagram because I just wanted to see immediately pictures,
• 22:20
  who they work, et cetera.
• 22:21
  So out of the 10 people that I had been referred, all of them had Instagram
• 22:26
  accounts, which was awesome.
• 22:28
  One of them had an active Instagram story and that's the person I called
• 22:34
  because I got to see, oh, here's a little peek into their life.
• 22:38
  And, you know, the, here's what their kiddo was like.
• 22:41
  It was personalized.
• 22:43
  Yeah. Yeah.
• 22:44
  It's funny. I was on a call earlier.
• 22:45
  I was talking to somebody who was telling me a story about an insurance agent.
• 22:49
  And this is where we're talking about why social media is so effective and why it
• 22:53
  works for building trust is because it personalizes you to a degree.
• 22:57
  This insurance agent had in her background a picture of a sailboat and she had
• 23:03
  like a saying or her passion was sailing, right?
• 23:06
  And so there was some kind of tagline she had about sailing and a boat.
• 23:08
  And it's like, well, okay, well, maybe I'm not into sailing.
• 23:11
  But here's the thing is she now actually became more human, right?
• 23:16
  By sharing something that she's passionate about and cares about.
• 23:19
  And you're like, oh, that's cool.
• 23:21
  I could really, you know, other than the vanilla, like, you know,
• 23:24
  sterile real estate agent with that stock photo, you know, who you're going to,
• 23:28
  we do business with people, you know, and you'll never get away from that old
• 23:32
  adage about, you know, no, like, and trust.
• 23:34
  Well, okay, how do they get to know you?
• 23:36
  Where are you showing up?
• 23:36
  Where is the attention, right?
• 23:38
  It's not at the local, like, park or whatever right now, you know, or the community
• 23:42
  event. So where are you showing up?
• 23:44
  Now's the time to show up.
• 23:45
  How are you showing up?
• 23:47
  You know, what is your platform of choice?
• 23:48
  And then we get into the content discussion on that, you know,
• 23:52
  I thought for sure you were going to say LinkedIn was what was your favorite?
• 23:55
  Cause I see you all over LinkedIn, which is great.
• 23:57
  You know, it's a, it's a, you to like, how you're showing up.
• 24:00
  Yeah, I'm pissed at LinkedIn.
• 24:02
  Why?
• 24:03
  Screw them.
• 24:03
  Cause I'm not approved to go live on LinkedIn.
• 24:05
  Oh, me too.
• 24:06
  By the, I've tried to apply three times.
• 24:09
  I know.
• 24:09
  LinkedIn will not.
• 24:12
  LinkedIn will not approve me to go live.
• 24:14
  But so talk about some of your tips over there on LinkedIn.
• 24:17
  Cause I, I, it's funny because I've had Judy Fox on the show.
• 24:19
  And, you know, LinkedIn is, it's just still like, oh, yeah.
• 24:23
  Fox rocks.
• 24:23
  Shout out to her.
• 24:24
  Shout out to hashtag Fox rocks.
• 24:27
  That it's just like this unknown, like, I get over to LinkedIn.
• 24:31
  I don't know what to do.
• 24:32
  And so talk about some of your tips that you see you're working there.
• 24:36
  Well, again, we're being totally transparent, honest, right?
• 24:39
  Yeah.
• 24:40
  Um, I'm currently evaluating if we, our time is limited, our bandwidth, um,
• 24:47
  and choosing a social platform to go on.
• 24:49
  I'm currently working through is LinkedIn, the right platform for real estate agents.
• 24:54
  You know what, that's a, that is actually a really interesting, um, observation
• 24:58
  because I'm putting together a presentation today, in fact, and I was like LinkedIn, you
• 25:04
  know, cause a lot of people say, if you were me and you're in this position, where should
• 25:08
  I be?
• 25:09
  What's number one?
• 25:10
  What's number two?
• 25:11
  So I, um, was, you know, saying if you're a commercial focused broker, LinkedIn is
• 25:18
  an excellent place for you to be.
• 25:19
  And then I go to Instagram.
• 25:21
  Now, if you're residential, I go Facebook, then I go Instagram.
• 25:25
  So to your point, I do think people need to have a really optimized profile and check
• 25:29
  in there.
• 25:31
  That's a very interesting, um, and, and, and I know that a lot of, you know, real estate
• 25:35
  professionals are just like, gosh, what I put over here on LinkedIn isn't working like
• 25:39
  maybe something might work more on Facebook or Instagram.
• 25:43
  So, you know, why, um, because it's not localized, um, and, and, and, and, and, and, and
• 25:50
  like, LinkedIn isn't local.
• 25:51
  It's, it's a networking party.
• 25:53
  It's, it's worldwide.
• 25:54
  It's, it's national.
• 25:55
  Yeah.
• 25:56
  And so, so that goes to the point of look, or I'm a local real, look, I know you can
• 26:00
  do referrals and reload and all that kind of stuff, but the reality of your business is
• 26:04
  going to be local, right, within your sphere of influence.
• 26:07
  And yes, I know people get referrals because I've interviewed on a mass and that, that's
• 26:10
  all, maybe what's that 10% I don't know.
• 26:13
  But the point is, is you're trying to build a local brand, right, to be known as a local
• 26:17
  expert.
• 26:18
  I don't think LinkedIn offers that plus LinkedIn advertising, eh, you know, call me when
• 26:24
  it's ready, you know?
• 26:25
  Yeah, I have not dove into LinkedIn advertising.
• 26:29
  It's too expensive.
• 26:30
  That's, yeah, I read some, some feedback on it and, and some of those comments as well.
• 26:37
  But, um, yeah, I, I have to say Facebook.
• 26:40
  I always tell people if you're in residential real estate, I would start with Facebook.
• 26:43
  I would do Instagram, for sure.
• 26:46
  And still you don't optimize profile LinkedIn, but I always tell them to go there, you know,
• 26:50
  to those kind of two, two areas first.
• 26:52
  Well, all right.
• 26:53
  We're going to keep going.
• 26:54
  So this is cool.
• 26:55
  This is, this is truth.
• 26:56
  Talk Thursday.
• 26:57
  Let's go through Instagram.
• 26:58
  Well, before we do, let's not forget the big daddy YouTube, oh, yeah, no, we're going
• 27:05
  to get to YouTube.
• 27:06
  Absolutely.
• 27:07
  So we're going to talk about YouTube right after Instagram.
• 27:09
  So you are obviously on Instagram.
• 27:12
  I know that because I'm aware and I tag you, um, and I have to say, and I mean, hopefully
• 27:19
  Instagram isn't listening, but I used to like hate Instagram.
• 27:24
  I used to be like Facebook, I used to love Snapchat.
• 27:27
  And now I love Instagram mainly because of the stories.
• 27:30
  I adore the stories format.
• 27:32
  It's just, it makes me happy.
• 27:34
  I always tell people, do what makes you happy.
• 27:36
  If you hate going to one platform, don't go there, spend your time doing something that
• 27:41
  you enjoy.
• 27:42
  And so are you a lover of Instagram?
• 27:46
  Are you doing Instagram stories?
• 27:48
  What are your thoughts?
• 27:49
  I'm trying to get better at Instagram.
• 27:52
  Um, uh, I think I have, uh, I don't have to love hate relationship with social media as
• 27:58
  a way to articulate it, but that's kind of how I feel, you know, because I've also
• 28:02
  often.
• 28:04
  Well, yeah, I know, but it's, but it's not easy.
• 28:08
  It's not easy.
• 28:09
  It's not.
• 28:10
  It changes all the time.
• 28:11
  Yeah.
• 28:12
  But that's the struggle.
• 28:13
  That's the frustration, right?
• 28:14
  And it takes time and you've got to learn and, you know, get good and all that kind of.
• 28:19
  So that's why it's frustrating, um, to me personally, I'm just being totally honest
• 28:22
  with you.
• 28:23
  Yeah.
• 28:24
  Um, but, but I realize it's required for business, you know?
• 28:27
  So do I, do I love Instagram?
• 28:28
  I mean, I, I probably wouldn't say I love Instagram.
• 28:31
  I enjoy it.
• 28:32
  I'm going to learn how to, to do it better more frequently, which is why I have this book
• 28:36
  right here.
• 28:37
  What the post by the one and only Chelsea fights.
• 28:41
  Thanks for the plug.
• 28:43
  You bet.
• 28:44
  Uh, so okay, so you're, you're learning Instagram and I love that you said that too, because
• 28:49
  as people who teach social media, we're letting you know, number one, we don't know everything.
• 28:54
  We're not experts in every platform.
• 28:56
  We have our favorites.
• 28:57
  We have ones we don't love.
• 28:59
  And that's okay.
• 29:00
  And you can show up where you want to be and you can go deep into that community and
• 29:03
  be super successful, you know, so it's, I follow your lead.
• 29:07
  I look to you with stories.
• 29:08
  You're pretty amazing with stories.
• 29:10
  Um, so I look to you as an example for that.
• 29:12
  I need to get better with stories.
• 29:14
  For me, it's a challenge of, I'm, I'm impatient and I'm thinking I could be doing something
• 29:18
  like stitching the stories together and all that, you know, I'm like, oh, overthinking
• 29:24
  it.
• 29:25
  Am I?
• 29:26
  It's just like pull your phone and just, you know, and, and you don't, again, to, to
• 29:30
  what we talked about in the beginning when people say, um, you know, I, I don't know to
• 29:35
  post or, you know, my life is boring or I'm not good on camera or I'm going to be me.
• 29:40
  I'm going to be authentic.
• 29:42
  The stories thing is something you evolve with over time and, and you will find, because
• 29:49
  people are like, well, I got to put really exciting content on my stories.
• 29:52
  I'm like, I just talked about the catch up ranch, uh, being a target crunch, um, and
• 29:59
  ask people if I should buy it or not and, like, my DMs exploded.
• 30:05
  Oh my gosh, it's disgusting.
• 30:07
  Don't do it.
• 30:08
  People like, they're like, get your, my kid loves it.
• 30:11
  It's amazing.
• 30:12
  And I'm like, that's not the most boring thing I could imagine posting.
• 30:16
  A picture of me, you know, holding up the cramped bottle and be like, what do you guys
• 30:21
  think?
• 30:22
  And I think that's, that's the, the, the gap that people, me personally, have to cross
• 30:27
  is to, you know, to, to, like you said, to, to share your life with your followers, your
• 30:33
  community and not have to feel this pressure of like, oh, who the hell's going to want to
• 30:36
  watch that?
• 30:37
  Or this is boring.
• 30:38
  So that's, I think my area of that I struggle because I do fine with like my podcasts,
• 30:42
  reposting video clips and all that.
• 30:44
  That's, that's cool.
• 30:45
  I can do that.
• 30:46
  But I would, I don't do very well at right now on Instagram specifically is get personal.
• 30:51
  You know what I mean?
• 30:52
  Um, I need to exercise that month like I was just on this trip to Big Bear, right?
• 30:55
  There's a lot of photos and images that I could post, it just haven't yet.
• 31:00
  You know, here's the thing, too, is, is we talk about private versus person.
• 31:04
  Yeah.
• 31:05
  And the personal is just nothing more than being like human and relatable.
• 31:08
  Doesn't have to be private, but you know, and, and I know nobody can see this.
• 31:12
  We're on video.
• 31:13
  But like, for example, I'm looking at your cool background, you know, behind you, I'm
• 31:18
  telling you, if you posted, like, here's where I got these really cool artwork and, you
• 31:24
  know, this is why I got it or, you know, things, things like that, people will be really
• 31:27
  interested.
• 31:28
  Um, you know, it's just, it feels weird, right?
• 31:32
  It feels weird sort of like documenting your life and, and hey, as songs are being honest,
• 31:37
  I'll just tell people, I posted a video on IGTV maybe two or three weeks ago, maybe it
• 31:41
  was like a month ago.
• 31:42
  And I was like, I have this is such a boring topic, nobody's going to want to know about
• 31:45
  this.
• 31:46
  Why I'm posting this and I was very hard on myself and I was like, oh, this is going
• 31:51
  to be like such a, you know, nobody's going to like this video.
• 31:53
  It was probably the most engagement I've gotten with the video.
• 31:56
  And I was like, well, there we go again, you know, telling ourselves a story that nobody's
• 32:01
  going to like it.
• 32:02
  Why would I waste my time?
• 32:03
  And you just never know what's going to resonate with someone.
• 32:06
  Well, I think the other thing I know of people have given me feedback on and I can relate
• 32:09
  to this as well is demographics age groups.
• 32:13
  Something about people in certain age groups feeling overly self-promotional.
• 32:20
  Oh, sure.
• 32:21
  Or like people like it's like, it's not all about me.
• 32:24
  Yeah, right.
• 32:25
  Yeah, absolutely.
• 32:27
  And to that, I tell people, it has nothing to do with ego or fame.
• 32:30
  It has everything to do with communicating in the most human way possible, which is face
• 32:33
  to face.
• 32:34
  I think that's the that's the shift is that we need to mentally make that shift to understand
• 32:38
  that is the world now.
• 32:40
  And people, well, you make it some people to judge or whatever you say, oh, really dude,
• 32:44
  you know, but I mean, that's the minority because if you're just honestly sharing, just
• 32:48
  like, hey, you know what, here's what's going on with my life, that's people connect with
• 32:51
  that.
• 32:52
  Yeah.
• 32:53
  Okay.
• 32:54
  So YouTube.
• 32:55
  Yeah, yeah.
• 32:56
  YouTube.
• 32:57
  YouTube.
• 32:58
  YouTube.
• 32:59
  Now, you do a lot of YouTube because I know you've got your podcast and you know, it's
• 33:02
  funny.
• 33:03
  I start.
• 33:04
  Now, this sounds egotistical.
• 33:06
  I started on YouTube.
• 33:07
  I think I posted on YouTube.
• 33:10
  Yeah.
• 33:11
  I posted on YouTube.
• 33:12
  I look back to my old videos.
• 33:13
  I think in 2006.
• 33:14
  Wow.
• 33:15
  That wasn't really in the game.
• 33:17
  Yeah.
• 33:18
  And then of course, it became like, oh my god, this is so hard to do.
• 33:21
  And I'm going to move over to then I started to do podcasts just audio because I'm like,
• 33:25
  I didn't want to have to deal with video production and all that kind of stuff.
• 33:28
  You work human too.
• 33:29
  We don't wait.
• 33:30
  Yeah.
• 33:31
  Exactly.
• 33:32
  Yeah.
• 33:33
  And look, I think in the context of who our listeners are, you know, realtors, originators,
• 33:38
  let's look.
• 33:39
  We also have to look at this intelligently from a business standpoint of we've got limited
• 33:42
  time bandwidth budget.
• 33:45
  YouTube can produce amazing results for people.
• 33:47
  We both know Karen Carr.
• 33:48
  Right.
• 33:49
  She's rocking it with YouTube.
• 33:51
  And I'm seeing more agents adopt YouTube as a strategy because let's face it, YouTube
• 33:57
  is a search engine.
• 33:59
  People search for real estate, right?
• 34:01
  Localized real estate and things like that.
• 34:03
  So that can go in your favor.
• 34:05
  The caveat with YouTube is it's a long play, right?
• 34:09
  It's not quick hit.
• 34:10
  You're not going to run ads and get leads and things like that.
• 34:12
  It is a long play, mostly organic content.
• 34:14
  Yes, you can run some ads and all.
• 34:15
  But the point is it's consistency.
• 34:18
  Remember I taught a YouTube class for real estate agents here locally.
• 34:21
  And I think it was the next class I'm teaching the guy, I think it was like a couple months
• 34:25
  later.
• 34:26
  And the guy comes up and he's like, yeah, if I'm just frustrated with YouTube, I'm
• 34:28
  not getting any leads.
• 34:29
  And I'm like, well, how many videos have you posted?
• 34:32
  He's like six.
• 34:34
  Like, yeah, probably get to 60 and then maybe something will happen.
• 34:39
  You have to post a minimum once a week on YouTube.
• 34:41
  Yeah.
• 34:42
  And you know what?
• 34:43
  It's going to probably take, I mean, you could get something in six months or six weeks.
• 34:47
  But let's be honest, it's probably take a year, maybe two years.
• 34:50
  And people are like, whoa, you want me to post something every week for two years.
• 34:56
  And then there is like that tipping point where things happen in between.
• 35:00
  Number one, you're going to get a lot better on camera, which is going to help you on Instagram
• 35:04
  stories and Facebook live and all of those things.
• 35:07
  And yeah, I have a video that I made three years ago.
• 35:10
  And two years later, it suddenly got this life of its own.
• 35:16
  That's another great point about why YouTube has an advantage over other platforms is the
• 35:20
  content lives on, right?
• 35:22
  Other platform feeds it's gone in the feed.
• 35:25
  Right.
• 35:26
  Right.
• 35:27
  So I'm a very different game over there because people are being there with intent.
• 35:29
  It's about keywords.
• 35:30
  And you know, here's the thing I tell people too, don't do it all.
• 35:33
  Like if if YouTube is where you decide to go all in on, you kind of have to go all in
• 35:38
  for a while there and learn it, do it.
• 35:41
  And then you can kind of, you know, oh, and I'm jumping on Facebook and Instagram, it's
• 35:45
  extremely hard to do YouTube really well and all the other things really well too, especially
• 35:51
  if it's just you, right?
• 35:53
  If you're shooting videos, you're editing, you're making the content.
• 35:56
  So it's not that it's impossible.
• 35:57
  But you mentioned Karen, our friend Karen Carr, you know, she's really focused on YouTube.
• 36:03
  She is on the other socials, but she's really going all in.
• 36:06
  But only after she's been on YouTube for a couple of years.
• 36:08
  Right.
• 36:09
  Exactly.
• 36:10
  All right.
• 36:11
  So let's get back into your book.
• 36:12
  So you have so much good information here and it's put together really, really well.
• 36:18
  So I want to talk about how to improve conversions.
• 36:22
  Because now we kind of talked about like, hey, we got to get out there, we got to get
• 36:25
  our content.
• 36:26
  But how do we get that to actually do something?
• 36:29
  Like we want to make business.
• 36:31
  So tell us about that.
• 36:32
  You have a section in here about, you know, really optimizing your conversion.
• 36:37
  What page is that again?
• 36:38
  Okay.
• 36:39
  Well, let's see.
• 36:40
  I took a note.
• 36:41
  It's got to be between 101 and 143 because I didn't write a page with the other notes
• 36:46
  that I have.
• 36:47
  I see it right here.
• 36:48
  Okay.
• 36:49
  The lighting is terrible in my office right here.
• 36:51
  But hold on.
• 36:52
  Okay.
• 36:53
  So we're talking about conversions.
• 36:54
  Well, it depends, right?
• 36:55
  From where?
• 36:56
  Okay.
• 36:57
  So like it's so referencing the book.
• 37:01
  So yes.
• 37:02
  I'm talking about lead generation.
• 37:03
  And this again goes back to why I love like I'm the self-proclaimed chief truth teller
• 37:07
  at my own podcast, right?
• 37:08
  Because I believe in telling the truth and there's a lot of like not truth out there.
• 37:13
  But look, from the book, there's six types of lead sources, right?
• 37:17
  Your audience knows this referrals and repeat business.
• 37:20
  It's the number one source.
• 37:22
  And I think a lot of people overlook that.
• 37:25
  Like there's this quote that the future of your business is in your CRM, right?
• 37:29
  So how effective are you at that?
• 37:31
  Number one, nurturing past clients, you know, nurturing leads and all that.
• 37:34
  So referrals and repeat organic, which is content marketing, which is we're talking about,
• 37:38
  right?
• 37:39
  Karen Carr, for example, on YouTube, she gets organic leads every single week and so do
• 37:43
  other people on different platforms.
• 37:46
  Respecting and farming, the more traditional type stuff, which, by the way, still works.
• 37:50
  It still works.
• 37:51
  Yep.
• 37:52
  There's a guy in my book, makes half a million dollars a year as a real estate agent,
• 37:55
  cold calling.
• 37:56
  Still work.
• 37:57
  Everything works.
• 37:58
  It depends on how long you're willing to stick with it.
• 38:00
  And yeah.
• 38:01
  My saying about everything works is everything works, but not always and not for every one.
• 38:07
  Exactly.
• 38:08
  Right?
• 38:09
  Exactly.
• 38:10
  Because it's cold calling, you know, a doorknocking going to work in Manhattan?
• 38:13
  No.
• 38:14
  Doorknocking works in like podunk Indiana or whatever, where it's that whole type
• 38:19
  community thing.
• 38:20
  And I know post COVID, right?
• 38:21
  It's a different conversation.
• 38:22
  Right.
• 38:23
  So, all right.
• 38:24
  So get to the conversion.
• 38:25
  Well, for talking about running ads, paid ads, I think it's all about message to market
• 38:32
  match.
• 38:33
  Hmm.
• 38:34
  Yes.
• 38:35
  Okay.
• 38:36
  So what's the intent of the ad, who are you trying to attack a track?
• 38:42
  And what is, what is the intent of the ad?
• 38:45
  You know, are you just looking to build your brand, to build awareness?
• 38:48
  I think too many agents come out of the gate with like just pumping listings.
• 38:52
  Hmm.
• 38:53
  Here's my hot listing.
• 38:54
  Here's my hot listing.
• 38:55
  And they just want to, you know, go from first date to getting married, you know, without
• 38:59
  any kind of courtship in between.
• 39:01
  We know that's not how sales typically evolves.
• 39:03
  So I think most, the biggest mistake I see agents make is having short term mindset with
• 39:08
  paid ads.
• 39:09
  And like three months in, they're like, oh, Facebook sucks, I'm not getting any, you
• 39:12
  know, with a lead suck, which is like, you got to understand the game and what you're
• 39:16
  playing.
• 39:17
  And, you know, I'm sure you've said this, other people have heard this, people don't
• 39:20
  get on Facebook to look for homes, right?
• 39:22
  They get on there to like watch cat videos and engage with their friends and cousins and
• 39:26
  all that kind of jazz and all of the thing else that I was on Facebook.
• 39:30
  So it's, you're really interrupting them.
• 39:33
  Yeah.
• 39:34
  Exactly.
• 39:35
  And so your content, your copy, your call to action, your headline, your image, this
• 39:39
  is, I think it goes back to the big, the issue we're talking about here, the thread through
• 39:43
  all of this is to succeed using these new, these new mediums is a skill.
• 39:52
  It is a learned skill that you have to learn.
• 39:55
  You can't just like throw it against the wall and hope it sticks and then say, oh, the
• 39:58
  platform sucks.
• 39:59
  It's not the platform.
• 40:00
  It's that you just haven't learned the skill well enough.
• 40:04
  And it's, you know, is it easy to learn?
• 40:06
  No.
• 40:07
  Is it free to learn?
• 40:08
  Yes.
• 40:09
  Can be.
• 40:10
  Yeah.
• 40:11
  YouTube Academy.
• 40:12
  Right.
• 40:13
  Right.
• 40:14
  Google your face off and you can find anything when you really want to.
• 40:18
  Like when you really want to find something out, you can go to the internet and figure it
• 40:22
  out.
• 40:23
  Could it take you three hours to go through 20 videos?
• 40:25
  Yeah.
• 40:26
  Absolutely.
• 40:27
  But it's there.
• 40:28
  You can, you can figure it out.
• 40:30
  Yeah.
• 40:31
  And definitely helps to get some training, coaching, mentor, whatever, to help shorten
• 40:37
  that curve.
• 40:39
  But when it comes to conversion, right, once, once again, it's all message to market match.
• 40:42
  And then what's your, what is your post lead opt-in process look like?
• 40:50
  I'm trying to remember that the agent I saw speaking is from San Diego, I forget he sells
• 40:54
  like 300 homes a year.
• 40:55
  But anyway, guess how he generates leads postcards.
• 40:59
  Okay.
• 41:00
  So postcards he does like geo targeting all that kind of stuff.
• 41:02
  But his point was, you know, if you see an agent who's who says, you know, complaining
• 41:07
  about leads or whatever or leads don't convert or the leads are bad, Glengaric and Ross.
• 41:14
  Take a look at.
• 41:15
  Stake knives.
• 41:16
  Exactly.
• 41:17
  Right.
• 41:18
  Mitch and Murray are coming down.
• 41:21
  So it's all about, I bet take a look at their back end lead, nurture, optimize it, you
• 41:27
  know, process.
• 41:28
  Usually where the breakdown is, right, right, yeah, because it's, I mean, you have to contact
• 41:32
  people sometimes for 12 months, maybe 18 months, repeatedly, root different messages and
• 41:38
  show up at the right time.
• 41:39
  So yeah, I agree with you.
• 41:40
  So the follow up and people give up on the follow up and it could be a two year pipeline.
• 41:46
  Leads you're going to get from, you know, interruption, right?
• 41:50
  I happen to be going to my mailbox.
• 41:52
  I happen to be going to Facebook.
• 41:55
  Those are typically going to take longer.
• 41:57
  Yeah.
• 41:58
  And then we have Google, PPC ads, right?
• 42:00
  So paper click, which I dive into the book and what does CPC mean, it mean, and you know,
• 42:05
  overturn on ad span and all say, I put that in the book because I know most agents don't
• 42:10
  even know what the heck that is.
• 42:11
  It's very confusing, you know, it's a whole new world.
• 42:15
  It can be.
• 42:16
  Now, obviously, yeah, with Google, paper click, right, you need some more intelligence around
• 42:19
  that.
• 42:20
  However, the difference between those ads as I go through in here in the book, like in
• 42:25
  terms of the best, the better quality ads, of course, or better quality investment in
• 42:29
  lead spend, if you will, this first and foremost, you know, past clients, fear of influence,
• 42:33
  all that kind of jazz, your CRM, and then as you go further down the funnel, like in terms
• 42:37
  of quality leads, organic is going to be good quality leads because they've been consuming
• 42:41
  your content for a while.
• 42:42
  And as you get further down paid, paid, paid, paid, the one advantage of Google, like paper
• 42:47
  click ads is those are high intent, right?
• 42:50
  Google have clicked on that intentionally versus some ads showing up in their newsfeed
• 42:55
  on Facebook and they're like, oh, I'll take a look, that's a cool look and pool, let me
• 42:58
  click on that.
• 42:59
  Yeah.
• 43:00
  Exactly.
• 43:01
  So better leads, higher quality leads, you know, from your organic, like referral, and
• 43:05
  then as you're paying for it, you're just going to have to have more patience and make
• 43:09
  sure you tweak and tinker with the messaging too.
• 43:12
  You got to have a system, you have to have technology and automation.
• 43:16
  There's no way you're going to be able to keep up with or give a responsive enough experience
• 43:22
  for these clients by trying to, you know, man, and then all from your mobile phone.
• 43:26
  Hold on, Sally.
• 43:27
  I got, you know.
• 43:28
  It didn't happen.
• 43:29
  It gets a lot really quick.
• 43:30
  Yeah.
• 43:31
  Absolutely.
• 43:32
  Amazing.
• 43:33
  So I love that.
• 43:34
  Okay.
• 43:35
  So I want to finish up by talking about social proof and getting reviews because that's
• 43:39
  something that, you know, a lot of people have said to me, I mean, what's the best way?
• 43:44
  I mean, how do I ask for reviews?
• 43:47
  Where do I get them?
• 43:48
  What if I have reviews for Google and I have reviews for Facebook and you have a section
• 43:54
  in your book about the importance of kind of that social proof and getting reviews and
• 43:58
  strategies.
• 43:59
  So share a few strategies that have really been working for you.
• 44:03
  Yeah.
• 44:04
  It's funny.
• 44:05
  I like to have fun when I teach classes, right?
• 44:07
  And so I kind of build it up this way.
• 44:09
  I was like, okay, I'm about to give you the number one secret to getting online reviews.
• 44:15
  And everybody's like, oh, what is it?
• 44:18
  And I had to see how many smart people, anybody know it?
• 44:21
  Anybody know?
• 44:22
  Ask.
• 44:23
  Yeah.
• 44:24
  I know we are sometimes really afraid to ask for many things, the referral, testimonial,
• 44:30
  what we need and want, right?
• 44:32
  Yeah.
• 44:33
  So what's the, what are you telling people?
• 44:35
  I mean, I like asking.
• 44:36
  Like what?
• 44:38
  Jokes aside, right?
• 44:40
  It's a joke, but it's true because you just validated it by saying enough people don't
• 44:45
  ask.
• 44:46
  And I think people should be asking up front in the sales process instead of waiting for
• 44:51
  the end.
• 44:52
  At some point during your client engagements, when they've chosen you and you said, yes,
• 44:56
  you're my agent, you're my lender, at some point, I think you have to have some scripting
• 44:59
  involved that says, hey, appreciate that very much.
• 45:02
  One of the ways we build our business is through referrals and of course today it's all
• 45:05
  about online referrals and testimonials.
• 45:08
  So would you do us one thing, Chelsea, if we blow your socks off, if we exceed your
• 45:12
  expectations, would you be willing at the end of our transaction, our transaction to give
• 45:16
  us a review?
• 45:17
  Mm-hmm.
• 45:18
  That's the person going to say.
• 45:19
  Yeah.
• 45:20
  I think they would say sure.
• 45:21
  Absolutely.
• 45:22
  If you do a great job.
• 45:23
  Yeah, exactly.
• 45:24
  Great.
• 45:25
  So you're already, you're already preparing them for that to come, right?
• 45:28
  Now how you get the reviews, there's a few different ways.
• 45:31
  I mean, you could use a review software platform, like social survey, like REX, like there's
• 45:39
  a bunch of them out there, right?
• 45:40
  What?
• 45:41
  Trust, pilot, and others.
• 45:42
  So there's a bunch of software tools you can use that will automatically send out review
• 45:46
  requests at the end.
• 45:48
  If you don't want to get that fancy, you could just send an email to people, let them
• 45:53
  know, hey, by the way, great transaction.
• 45:56
  So you basically resell the experience that they had.
• 46:00
  Hey, and you can have an end of transaction survey, right?
• 46:04
  Did we do this?
• 46:05
  Did we do that?
• 46:06
  Did we exceed blah, blah, blah?
• 46:07
  And it's just like, oh my god, you were so awesome.
• 46:08
  Yeah, great.
• 46:09
  And would you mind clicking this link, right, in our email, choose which platform you want
• 46:13
  to go to, Google, Facebook, or another one, maybe your website, or your Facebook page
• 46:19
  or something, right?
• 46:20
  But I've seen agents, this is a really great practice because it's rare unless you're
• 46:24
  using a software tool, which will put those reviews at multiple places.
• 46:29
  I think if you just, if you don't want to do that, you all you have is email, you give
• 46:32
  them three choices, right?
• 46:33
  And let them pick one.
• 46:34
  And also a really quick, like step two, three, because we can't let everyone knows how
• 46:40
  to leave a Google review or that it's not to leave it, you know, so really make it easy.
• 46:45
  Click this link.
• 46:46
  Here's a little screenshot, step one, step two, step three, and there you go.
• 46:51
  And here's a little add on I like to do that is to give people three questions.
• 46:58
  But I think if you did it in the right order, what was your experience, can I remember
• 47:02
  from when I remember these now, what was your concerns and what was your result?
• 47:06
  I think those are the three, something like that.
• 47:08
  But you got to give them two or three questions, at least to answer, hey, why did you choose,
• 47:12
  right, the Smith team real estate?
• 47:14
  What concerns did you have and then what was your experience, right?
• 47:18
  Just if you could answer those three questions on your, on your review, that'd be awesome.
• 47:22
  That's up to you.
• 47:23
  Those, that topic too, because it, you know, when you're left to your own devices where
• 47:28
  you have to think of what to say, it's nice to sort of have those jumping off points.
• 47:33
  So I like that you, you know, I think it's a really smart idea is when you're asking for
• 47:38
  a review or testimonials, having some questions that people can just answer the questions and
• 47:42
  not have to think about, you might get more positive information because you gave them
• 47:48
  some things to talk about, then just say, all right, just fill in this blank box.
• 47:52
  Yeah, it's hard for people to, to write, you know?
• 47:55
  Well, I want to thank you for your review of my book.
• 47:59
  Of course, I left you one for your book because it's awesome.
• 48:01
  Thank you.
• 48:02
  And I want everybody who's listening to be able to go and follow you and get your book
• 48:08
  and listen to your podcast.
• 48:09
  So just tell everybody where they can find you all the places.
• 48:13
  Yes, probably one of the best places to go, particularly for the book is DisruptorDieBook.com.
• 48:18
  The reason being is I give people a choice on there, there's a link to get it from
• 48:21
  Amazon. Of course, it is on Amazon.
• 48:23
  But I'll also send you the book for free if you just want to cover shipping.
• 48:27
  But the reason why that website is good DisruptorDieBook.com is because I have a free companion course
• 48:33
  that goes with the book.
• 48:34
  So I've got videos in there, I got interviews, I got some downloads and stuff like that.
• 48:38
  And I'm going to be adding to it as well.
• 48:40
  So if you're looking for more than just what's in the book, that's there for you.
• 48:45
  So that's the best place to go there.
• 48:46
  And then if you want to tune into the podcast, it's mortgagemarketingradio.com or wherever you
• 48:51
  listen to podcasts.
• 48:52
  Awesome. And should they be finding you by your name or your podcast name when they're looking
• 48:57
  for you in Instagram and all the places?
• 48:59
  Ah, so in Instagram, my handle is at mortgagemarketing live.
• 49:04
  Oh, okay.
• 49:06
  Some doing this live show and experimenting with that.
• 49:08
  Don't worry, I'm going to put all of that information in our show notes.
• 49:11
  And I'm just so excited that we were able to get together and do this podcast.
• 49:14
  So thanks for all of your insights.
• 49:16
  Again, you can go find the book.
• 49:18
  And I would go to his website, the disruptordiebook.com, right?
• 49:22
  Where you can go and get the companion guide.
• 49:25
  And what a deal.
• 49:26
  Just pay for shipping.
• 49:27
  I would say go there.
• 49:27
  So great job with that.
• 49:29
  Thanks again for coming on the show.
• 49:30
  Really appreciate it.
• 49:31
  Thank you.
• 49:32
  Enjoy it. Bye for now.
• 49:39
  Hey guys, what's up real quick?
• 49:41
  You've heard about the mortgage marketing pro membership before.
• 49:43
  And I just want to quickly remind you if that you're in a place in your business
• 49:46
  where you simply need more purchased loans.
• 49:49
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• 49:51
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• 50:52
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• 51:11
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