Latest / Mortgage Marketing Radio / Ep #20: Katie Lance: Get Smart with Social Media

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Ep #20: Katie Lance: Get Smart with Social Media · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
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  the real estate agents is essential for success.
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  To get your hands on this resource, head over to LOKestudy.com and download your free copy
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  of the case study today.
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  You'll find actionable insights and practical tips that Chris used to close 36 million
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  Don't miss out.
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  Go check it out right now, visit LOKestudy.com and download your free copy today.
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  Welcome to Mortgage Marketing Radio.
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  Thank you so much for taking time to tune in again.
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  Alright so enough of that let's get into this week's special guest.
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  I'm thrilled to bring you somebody I've been following for a while and I respect a lot
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  in the space where there's a lot of noise, a lot of people trying to sell you stuff and
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  shove stuff down your throat.
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  And so I'm very honored that this woman Katie Lance made time to come share some of her
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  energy and expertise.
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  So a quick intro into Katie who she is.
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  So Katie interestingly enough for years has been the chief strategist and social media
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  director for Inman News.
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  If you haven't heard of Inman News it's kind of like Katie calls it the Wall Street Journal
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  of the real estate industry and they do you know lots of different conferences and things
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  like that over over the year and so they have a huge following of real estate and mortgage-related
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  professionals in there.
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  But Katie I tell you what when it comes to social media you know her tagline is you know
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  how to get smart with social media and she sure does because she took Inman's social
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  footprint from just 7,000 fans and followers to more than 250,000 and she was actually the
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  key person that launched Inman's ambassador program which currently includes some of the
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  real estate's most socially active members.
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  As a matter of fact that ambassador program has a reach now of well over 2 million friends
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  and followers.
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  So the resume goes on and on about Katie.
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  She co-founded Inman Next which is the leading real estate industry blog and was the managing
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  editor for Forum which is the future of real estate marketing, a very highly respected
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  blog in real estate and the list goes on and on and on.
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  And I ask Katie here today because I know a lot of us myself especially you know struggle
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  with how do I make sense of social media.
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  You know there's a lot of noise out there telling you know about the hustle and the grind
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  and you gotta be everywhere all the time and always on and so I wanted to kind of dispel
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  some of those myths but also provide really the goals provide some road map, some guidance
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  on look we know we need to be active socially right and engage because that's how people
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  buy today and how people build trust and loyalty right.
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  So we know it need to be online but the question is you know where do we need to be everywhere
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  how much how often what kind of content you know how do I manage this social media animal
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  and get you know fit this into my day right sure some success stories we're going to go
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  into those on today's show I'm one of the social media errors the big question should
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  I outsource my social media or not right on and on so I think you're going to be really
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  pleased with today's session and so I'm excited to bring Katie Lance to you today and without
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  further ado let's get into the show hey Katie welcome to the show thank you it's great
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  to be here it's great to have you it's great to catch you because I know you're flying
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  all over the place and very very busy it's been our fact that we were just talking about
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  how you recently came back from the in-man connect San Francisco and you were a featured
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  speaker there with a number of sessions and so I do definitely want to talk about some
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  of the highlights that came out of that as a matter of fact I was looking at your presentation
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  you put on slideshare and on your blog and sites which will direct people to in a few
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  minutes but before we get into kind of the content and boy we could talk forever about
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  social media if you would mind just take a moment and tell the listeners who may not be
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  familiar with you I know you've got a big presence in the real estate space doing some stuff
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  in mortgage as well but who what are you all about what do you help people do in social
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  media yeah absolutely so I run a social media marketing company Katie Lance consulting
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  I was previously with in-man news for many years I was the chief strategist and social media
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  director for in-man news which I always say is kind of like the Wall Street Journal
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  in the real estate world right and did a lot of a lot of stuff with them just my whole
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  background is in marketing and branding and launched our consulting company about almost
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  four years ago and so we specialize in consulting for real estate brokerages franchises and mortgage
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  companies helping them get smarter about social media and we also do a lot of training and
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  coaching in the industry just launched our academy recently and we just really feel like
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  there's a big need in the industry to help help real estate professionals and also mortgage
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  professionals get really smarter about how they're using social media to build their business
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  and also keep in touch with past clients excellent thank you you know you said something
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  get smart about social media that's one of the things you help people do and I think that's
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  a great tagline because I know for me right I'm trying to manage everything related to social
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  media there's a lot of moving parts a lot of bright shiny objects bells and whistles and stuff
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  so you know when you first engage with somebody and where do you start how do you start how
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  do you identify to give them some direction usually one of the first things that we do when
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  our first working with a new client we do it's called a social media audit and the word
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  audit is always a little scary for some people right but it basically allows us to do a deep dive
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  and to kind of have a 30,000-foot view as an outsider because a lot of times it you know whether
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  you're an agent or a mortgage professional it's it's easy to just get caught up in the weeds
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  and caught up in what you do day to day and it's very rarely do you get a chance to have someone
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  kind of do a do a deep dive through everything you're doing especially in social so
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  we peel back the layers we look at everything from if they're doing blogging or video you know
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  Facebook, LinkedIn, Twitter all across the board and you know we come back to them with with the
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  good the bad and exactly and sometimes there's a lot of low hanging fruit like oh gosh you know
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  you don't have your email anywhere or your website link doesn't work you know like just things
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  we just don't check you know we put them up there kind of set it and forget it and then there's
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  the the bigger issue of you know you're maybe you're missing out on an opportunity to connect with
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  people you know through maybe Facebook live or you know Facebook advertising could be a little
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  bit better you know as far as you're targeting so that's generally where we kind of start you
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  know start the conversation but everybody's different you know there's no one size fits all
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  well and that's great feedback and and I ask you that because I think a lot of people are confused
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  about where to start right and I think you do have to start from the beginning and the basics make
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  sure you've got that foundational you've got wheels on on your car number one and then two is okay so
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  now what's let's I'm on this metaphor now what's the gas we're going to put in the car I mean there's
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  a lot of gas we could put in like you mentioned Facebook live there's Twitter there's LinkedIn there's
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  there's Snapchat so how do you help somebody to decide because you know I've heard this
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  purported out there that you know there seems to be this this this this this promotion around hey
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  you got to be everywhere man you know and I don't know how that sits with you I've got some
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  thoughts on that but I know that's a struggle for the average user to be everywhere so how would
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  you provide some direction for people that are dealing with that perception that they need to be
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  everywhere yeah I think I think there is that perception and that pressure especially as all
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  these new platforms and you know the next shiny object comes around for me I always try to to
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  give you advice of I don't think you necessarily need to be everywhere I don't think you need to be
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  on Twitter and Pinterest and Facebook and you know 20 different places I think for most people
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  picking one or two platforms but going all in and really making it big splash for those tends to
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  make the most sense but I will say once someone gets a strategy in place that's where adding on
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  multiple platforms can really help because at the end of the day it's really about distribution
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  if you're creating great content maybe you've got a great blog or a video or podcast you've got to be
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  it's not just about creating that it's about getting it out there in a multiple platforms and
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  the agents and brokers that are in multiple places and they're doing it well they sort of learn
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  that secret sauce that it's about creating one or two pieces of great killer content pillar content
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  once a month and then how do you slice and dice it so it makes sense on Snapchat Instagram Facebook
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  you know without completely reinventing the wheel okay great so back to your comment about not
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  needing to be everywhere and you're agreeing with that in the early stages and you mentioned picking
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  one or two platforms and going all in how does knowing that our listeners are real estate mortgage
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  how does one identify the right platforms for them well I think first of all in general I think
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  Facebook is still one of the number one platforms I mean it's the numbers don't lie you know
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  there's over billion users generally speaking most of our clients potential clients I mean everybody
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  from you know kids to our grandparents are practically on Facebook and not only that but I think
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  Facebook has one of the best options for advertising I think it's one of the best ad spends that
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  anybody in real estate or mortgage could put their money into right so I think that's you know
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  first of all that's I think Facebook is a big place to be but I also think you want to look at
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  two other things number one where do you like what you know what's what's fun to you for a lot
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  of people they like they like Snapchat just makes a lot of sense or maybe it's periscope or where
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  there's something to be said about doing something you like if you feel like it's you hate it you
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  shouldn't do it and second of all where where are your clients and I think a lot of times we just
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  assume I hear this all the time all my clients aren't on Snapchat and so my responses will have you
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  asked them and yes there's some people who aren't and there's some people who aren't on Facebook
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  totally get that but you know it's amazing you say there's some people who are on Facebook
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  but yes so just you know putting it out there and asking and not assuming I think is a big thing
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  yeah no this is a great point to kind of survey your audience and the thing I just thought of
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  is particularly to the to the mortgage and real estate space and I know you've you've done some
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  research and on millennials and knowing that you know they are definitely one of those segments
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  that's on Snapchat is that what you found yeah absolutely I mean the Snapchat's big demographic
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  40% of Snapchat users are between the ages of like 18 to 34 so you know it's that's a huge
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  the huge demographic and it'll I think continue to grow and grow they put that Instagram
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  Instagram's a great place to connect with you know people who might be a little burned
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  down on Facebook because their parents are on Facebook so yeah great place for that okay great
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  so good points right pick pick one or two platforms and a key point to that is a platform that
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  you like because I totally get what you're saying is about like like if I'm not into the whole
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  Snapchat thing then I'm just not going to use it so don't bother trying to force myself to use
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  something right so if it's Facebook and YouTube great or if it's Facebook and something else but
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  clearly what I'm hearing for you from you is in most situations one of the platforms you need to
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  have some kind of presence on is Facebook for the reasons you mentioned definitely and I would
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  also say too just to add on to that just quickly is that I'd also recommend especially in real estate
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  and mortgage to also consider LinkedIn and LinkedIn is you know it's not as fun as Facebookers
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  flashiest Snapchat but LinkedIn is still an important place when someone is thinking of working with
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  you and they Google you LinkedIn is usually one of the first things that comes up so you know
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  you don't necessarily spend a ton of time on LinkedIn day in and day out like you might on Facebook
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  or Snapchat but you want to make sure your LinkedIn's up to date and that it's not reflecting who
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  you were 10 years ago that it's reflecting who you are right now yeah and of course um you know
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  you mentioned burned out on Facebook I think is what you said but because of you know if you're
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  millennial your parents are on there but there's the other issue of social media fatigue and I'm
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  sure you see a lot of this people talking about like LinkedIn for example you brought that up so
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  there seems to be a growing you know pushback to LinkedIn and you always see those people saying hey
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  put this on Facebook it doesn't belong here right right yeah I mean LinkedIn's not the place for
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  you know your cat videos or what you had to breakfast it's like a professional network but there's
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  still some yeah there's some definitely big benefits of LinkedIn okay all right so and I want to
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  dive into some ideas you know actual practical ideas and how people can use a variety of these
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  platforms we talked about and so this is probably a good transition to diving into the conversation
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  or presentation you had one of them up at Inman Connect San Francisco you know you talked about some
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  some some highlights there I think of what you see coming in the future and one of those is Facebook
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  live and I've been experimenting with Facebook live and I definitely see some some benefits around
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  that in terms of just reach and it's become pretty obvious to me that Facebook is for those people
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  that are using live giving you much more reach than if you're just doing a static image is that true
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  uh it's 100% true yeah I mean we in general we are we are very visual right and there's so much
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  we are in information overload there's so much information coming at us and really the number one
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  way to stand out especially on Facebook is visual content so photos graphics are huge but to take
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  that a step further video and now with live video it allows users to create video quickly easily
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  with your mobile device and the fact that it's live means it doesn't have to be perfect you know
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  not everything has to be completely you know in place it's not scripted and you're doing two things
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  number when you're providing great live content people can interact with you in real time which
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  I think is very beneficial for an industry whether it's still sometimes a lack of trust
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  it's being able to build that trust and then second of all once you create a piece of live content
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  it becomes it then becomes a video that stays on your Facebook page it can be repurposed
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  you can add it up on the youtube or add it to your website and and it it really extends the shelf
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  life of that piece of content and you're absolutely right that the reach is incredible I mean I've
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  been doing a few Facebook lives every week and without even putting money behind it and paying for
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  it we're seeing I mean I'm seeing thousands of people who are seeing that compared to other posts
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  on my Facebook page which is not in the thousands yeah it's interesting as a matter of fact I just
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  released a podcast earlier this week and it was just a static image my usual podcast image
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  and I noticed like you know for whatever reason over the last several weeks to reach on that
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  and there's been really dramatically decreasing and so it caused me to think it was like
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  geez you know now do I have to put together a Facebook live kind of video to promote the podcast
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  to keep that reach up there you know right yeah I think there's I think there's there's
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  definitely opportunities for that you know you could do kind of a behind the scenes or you know
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  things that weren't you know they didn't make the cut you know of your podcast or something
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  which by the way that's a good it's a couple of things now first of all um I don't know how you
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  are with this where you know I didn't I didn't kind of prep you for this but I know you have a
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  Facebook live cheat sheet available on your site and I'm just wondering if you wouldn't mind
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  directing some people there I've got the URL handy if you if you don't mind yeah absolutely
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  I actually have a whole post on my website about sort of Facebook live and within that you can
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  download it it's just um katylands.com for its slash fb live okay and that'll take you to the
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  post on my website and then there's the link to download it but yeah we we created this cheat sheet
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  to uh to just you know give agents and and Margaret's professor professionals uh some ideas of what
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  you know if if I were to go live with the heck would I talk about yeah right well that's that's
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  the whole big question and by the way the reason why I wanted to direct users there is or listeners
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  is because right there's 30 different ideas there that you talk about so we can't dive into
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  them all today but it's a great resource for them to take away but um in the context of let's
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  let's say mortgage because these are my although I do want the listeners my my listeners in the
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  mortgage space to share this uh recording with their agents because you know it covers both areas but
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  any suggestions you would have for a mortgage professional perhaps on how they would use Facebook
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  live to drive audience engagement on Facebook to build following credibility you know all the usual
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  stuff yeah I think there's a few things I think um I think it's a huge opportunity and mortgage to do
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  some sort of either weekly or monthly some sort of live Facebook uh I'll use the word show for
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  lack of a better word but it's be able to come on and do a mortgage Q&A or to talk about what's
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  happening in the market you know what's the latest things what should uh you know realtors be aware
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  but also what should you know if you're uh thinking of getting a mortgage maybe you're looking
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  to refinance maybe your first time home buyer and being a really valuable source of information
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  we're actually seeing some of the credit bureau starting to do that um experience for example
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  has got a great presence on periscope which is another another live streaming platform and they do
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  a show a few uh once a week or so um you know basically coming on they've got a topic where they're
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  sharing uh information and their answering questions and you know I think that there's a big
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  opportunity in mortgage to be able to do that to be able to answer questions uh to just talk about
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  you know uh maybe specific loan products obviously mortgage you want to be careful there's compliance
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  issues but if you can come from a place of you know here's a few questions I get asked all the time
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  or here's the top you know top five things you want to think about before you reach out to a mortgage
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  professional and I would recommend you know and anybody in mortgage just just kind of brainstorm
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  one of the questions you get asked all the time um who are the people you love to work with uh
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  and being that source of of knowledge and and coming from a place of abundance I talked about
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  this at Inman versus oh I'm not going to share anything you know uh that's that makes that makes
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  the big difference and then being consistent with them you know so maybe it's every Tuesday tip
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  Tuesday or uh you know whatever that might be but what's exciting is that when you start to
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  consistently do that and consistently start to create content it doesn't take years and years and
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  years I mean within a matter of weeks people will notice and those you know you'll find people
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  reaching out saying I love your show or I think that's great you're doing that and you start to
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  just build this traction really quickly that generates that turns into referrals and business
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  which is exciting and what do you say to the people who don't like the way I look on video
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  yes well I mean you kind of have to get over it to be honest right and it's sort of a harsh truth
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  but it is what it is you know we're not all models uh I'm certainly not but the and the other
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  thing I'll say is doing live video or video of any kind it's a muscle the first time you do it
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  you'll feel awkward nobody you'll tune in you'll think it was the worst thing ever
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  had that happen right and then you do it again and then you do it again and I don't think anyone's
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  ever completely comfortable with how they look on camera but the more you do it the better you get
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  and I will also say the more you do live video sort of an added perk is you become a better
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  communicator right you know you become better at thinking on your feet uh and just in general I think
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  just you just become you know a better communicator so it definitely gets better with uh with
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  practice you just got to work that muscle and and also when it comes to you know you mentioned a
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  show Facebook live show um and the great tips you shared there I'm thinking this because you know I
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  help mortgage loan officers add value to real estate agents um what about some type of a weekly show
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  specifically for agents kind of like on the loan officers you know business page or what not
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  are the realtor dedicated page where they're sharing helpful tips for agents absolutely I think
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  that could be a huge benefit for anybody in mortgage who you know if you you can share those tips
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  either either it's a real estate focus and you're targeting um you know your realtor partners and
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  colleagues or it's uh you know more client base but I think that's a great idea and what I would
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  recommend if a mortgage professional is going to do that is is just is to think a little bit about
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  promoting it ahead of time and it doesn't require a whole lot of promotion but maybe the day before
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  or the morning of you send an email to you know the realtor's who are on your database just
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  had a quick email hey you know just you know I'm doing this tomorrow at 10 o'clock here's the
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  link we'd love for you to tune in and then maybe you put up a you know a little blurb on your
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  Facebook page an hour before hey an hour I'm gonna be doing this and it's just a little bit of
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  pre promotion and then you do the Facebook live and then once it's over again I would later in the
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  day or the next day send an email back out and say hey you can case you missed it here's the recording
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  here's some of the the tips we shared and you know that we kind of you kind of created an event
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  versus just okay I want to do this you know so a little bit of pre promotion and post promotion
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  can make a big difference yeah absolutely and then I guess the other thing too I know you make a
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  point of this is social media is a marathon not a sprint is like in your example of you know your
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  host of Facebook live and its crickets nobody shows up well you both of us have had that happen
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  you gotta start somehow right and you first ride that bike hey you're gonna fall but just realize
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  in order for this to really pay off you know too many people I think are looking for the quick hit
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  they expect like oh my gosh I'm on some on social media and I should be getting these massive
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  amounts of leads it doesn't work like that and you mentioned consistency and there's a few
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  reasons why one of them is and maybe you can help convey some ideas on you know rising above the noise
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  right because there's a lot of noise and distraction on social media so what's I think
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  what why video Facebook live in particular standing out right now is because it is right different
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  than what's been on there for so long and it's capturing people's attention and like you said
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  video we're humans we've grown up in this video TV generation you know we love it
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  absolutely yeah there is a inordinate amount of noise out there and you know more so than ever
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  before I think there's been more content created in the last you know a few years since like you
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  know compared to the beginning of time it's ridiculous so I think video is a huge opportunity
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  Facebook live you know for sure but it definitely is a marathon and not a sprint and and that's why
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  I always say you know you can't just look at Facebook and go well I'll squeeze it in here and I'll
• 24:15
  do two minutes here two minutes there and not that it needs to take over your whole life because
• 24:19
  obviously I'm a business and and that's you know why you're in business but it's we're at a
• 24:24
  point now in 2016 where it's not it's not a new shiny object it's not even really an option
• 24:30
  in my opinion it's it's the way it's it's one other way of how we're doing business it's one
• 24:35
  other really valuable way to generate new business and to keep in touch with with clients and
• 24:40
  and realtors so you know it can't be looked at as like this little add-on like a bolt-on it's really
• 24:47
  you really got to think about it how does this make sense and you overall you know scheme of your
• 24:51
  business just like with you know I always use the example of imagine you know imagine as a
• 24:56
  mortgage professional you told yourself okay I'm only going to answer the phone for five minutes
• 24:59
  today because I don't want to be on the phone all day right but that's sort of the advice we hear
• 25:04
  about social media and again I don't think anybody should be on Facebook all day long but just
• 25:09
  understand it it's it's not just cat videos and you know people playing candy crush it's a it's a
• 25:14
  really valuable way to build your business yeah if you're smart about it right let's be in
• 25:19
  tell you which is obviously you know what you're doing out there it's helping people be smart about
• 25:23
  it okay so let's let's switch into then the the talk or one of the talks I guess you gave at in
• 25:30
  men I'm kind of intrigued with this concept of traditional marketing plus new tech equals new
• 25:36
  and lasting relationships and you talked about that at in men what what do you set that up for
• 25:41
  us what does that mean yeah so you know for for years and years obviously there was there was
• 25:46
  traditional marketing and that's that's where I got my started marketing right doing newspaper ads
• 25:50
  and magazines and and what they would what they would call interruption marketing right
• 25:55
  today right right billboards and commercials commercials that we fast forward we don't watch and
• 26:02
  all of that right and now we have you know quote unquote new technology the internet and social media
• 26:07
  digital marketing and everything and so where I really believe is that I I don't necessarily think
• 26:12
  it's one of the other I think traditional marketing still works in some regard it depends on on
• 26:17
  what it is obviously but I think we're the the magic or the secret sauce is when you can bridge the
• 26:23
  two and so an example of that is you know for example on Facebook we we all know when it's someone's
• 26:28
  birthday right and we can be one of the 300 people that writes on their wall and says happy birthday
• 26:33
  or we could take it a step further and be one of the three people that calls them on their birthday
• 26:38
  or two days ahead of time sends them a carb in the mail and I really believe in this philosophy of
• 26:44
  taking the online offline right where we see things that happen in real life whether it's you know
• 26:49
  happy things you know not so happy things whatever it might be and you know and connecting with people
• 26:54
  beyond just writing on their Facebook page there's so much I know it sounds corny but there's a lot
• 26:59
  of magic in the one-to-one when you can reach out to someone personally and say hey you know I
• 27:03
  saw what you posted and just thinking of you or congratulations it doesn't take a whole lot it's
• 27:08
  just this extra effort to sort of surprise and delight people and bridge that gap between
• 27:14
  traditional and new technology and and because of what we do is such a relationship business
• 27:20
  you know for most people I talked about this at Inman for most people buying and selling a home is
• 27:24
  an extremely personal emotional stressful process and when we think beyond oh they're just
• 27:30
  the lead it's just another transaction and you know get into that philosophy of understanding that
• 27:37
  that's I think such a big opportunity and when you can share that especially on social media
• 27:43
  and how you have helped clients or whatever the story is it's it's such a powerful thing
• 27:48
  yeah and I think one of the things you talk about there is surprise and delight right that's what
• 27:52
  you're alluding to yeah definitely no there's I don't think we talk enough about that in social
• 27:59
  media we talk a lot about how often to post and what platforms to be on which and by the way that's
• 28:04
  all an important conversation I'm not just kidding that but you know when you can surprise someone
• 28:09
  I mean I'll give you a real actionable tip here because I know I'm sure you're looking for
• 28:13
  actionable items but one of my favorite things to do is within Facebook so within Facebook there's
• 28:20
  the Facebook Messenger app which I'm sure you're familiar with Facebook Messenger well what a lot
• 28:24
  of people don't know with Facebook Messenger is you can actually leave voice messages for people you
• 28:29
  can call them you can also leave a voice message so one of the ways I try to surprise and delight
• 28:33
  people on their birthday is instead of just writing on their wall I'll now of course if it's my mom
• 28:38
  I'll call my mom right but you know clients or whatever I I will a lot of times really they may
• 28:45
  Facebook voice message using Facebook Messenger and it's as simple as hey Jeff I thought was your
• 28:49
  birthday today just want to reach out hope you're having an awesome day today and they're looking forward
• 28:54
  to seeing you soon and I have to say every time I do that almost every time I do that the reaction
• 28:59
  is oh my gosh that was so cool how did you do that thank you so much and it's a little way to
• 29:06
  surprise and delight delight somebody they don't expect it right and they hear your voice and so
• 29:11
  just just just one small example of just like taking it to the next level to do the unexpected if
• 29:17
  that makes sense can you give us a quick walk through on how you actually use that functionality
• 29:23
  yeah so when you're in Facebook Messenger basically Facebook Messenger for people who don't
• 29:29
  know is the Facebook app which will allow you to send private messages to people but within the
• 29:35
  app I'm just opening it up as I'm talking you really quick you basically you you compose a new
• 29:40
  message and as you're composing a new message there's at the bottom of your screen there's a number
• 29:45
  of different icons you can you can type you get an emoji right and there's a little there's a
• 29:49
  little microphone icon and so when you click the microphone icon then you'll you'll see a big red
• 29:55
  button that says record and I'm using an iPhone so an Android it might look a little bit different
• 29:59
  but once you click the microphone icon there's a record button you hit record and you only have a
• 30:04
  minute which I learned the hard way so you can't go on and on you hit record and then you talk just
• 30:10
  talking your phone and then you let go of the button and it just sends it to to whoever you sent it to
• 30:14
  and they don't need the app to listen to it they can listen to it on regular Facebook or
• 30:19
  or whatever it may be it'll just show up as a kind of a little audio file that they just click on
• 30:23
  and they can listen to that's really cool that's has a lot of different applications when it comes to
• 30:31
  various ways we need to communicate with different clients and partners you know millennials of
• 30:37
  course being one would be interesting one to test very cool all right so that's a great
• 30:41
  application especially great too if you if you don't want to get on camera just yet you just
• 30:47
  want to leave an audio message that's a great way to to start yeah very interesting we also do
• 30:54
  a whole separate session just on video alone okay so traditional marketing plus new tech
• 31:02
  so how you know advice for people on building relationships you talk about relationships are
• 31:08
  built with small interactions let's say I'm a loan officer I've got a page I've got some
• 31:14
  realtors following me you know and I want to be able to convert some of those realtors that are
• 31:20
  following me to some coffee meetings or whatever to see if we can have a referral partner relationship
• 31:26
  sure how would I you recommend I go about doing that so there's there's a couple things first of all
• 31:34
  and I'll just talk about in the context of Facebook because I do think Facebook's one of the best
• 31:39
  ways to do this so what I would recommend is first of all you do have a business page so you'd
• 31:45
  want to have a business page where you're you know being consistent about posting content being
• 31:49
  helpful my year doing Facebook lives and you're putting out good content on your business page
• 31:55
  but where the relationship building piece of it especially for a mortgage professional who's
• 31:59
  trying to build those relationships with realtors in my opinion one of the best places to do that
• 32:03
  is actually on your personal profile on Facebook so your personal profile obviously can't be all
• 32:09
  about business it's actually against Facebook's terms of service to you know completely have your
• 32:13
  personal profile be all about business but what you can do one of the things I recommend is on
• 32:18
  your personal profile if your friends with 10 or 20 agents whatever it might might be Facebook has
• 32:24
  a great functionality where you can create a list you can go to facebook.com forward slash bookmarks
• 32:31
  forward slash lists and you can create a list now you could you know organize all your friends in
• 32:36
  the list if you really wanted to but at a minimum you can create a list and the lists are private
• 32:40
  so the agents aren't going to know they're on a list but you might create a list of and just
• 32:43
  call it you know local agents or whatever you want to call it and once you've put you know 510
• 32:48
  20 of those agents into a list one of the best things that you can do is when you're on Facebook
• 32:53
  maybe you'll maybe you only do have a few minutes today go to your list of agents spend five or
• 33:00
  10 minutes look through that list and what you'll see is instead of your noisy news feed of 500
• 33:05
  people you'll see the 20 agents you want to connect with and then you take a few minutes to like
• 33:10
  or comment interact on what they're talking about maybe they're talking about their their kids
• 33:14
  or their dogs or whatever they're talking about and you take a few minutes to comment and interact
• 33:17
  and obviously don't click like on everything don't be creepy don't be that person right no stalkers
• 33:24
  no stalkers exactly and maybe there's an opportunity to reach out they happy birthday whatever
• 33:29
  and the reason why that's so important is every like every share every comment it adds up
• 33:35
  and that's how we build these relationships over the course of time so when you can get really
• 33:39
  intentional about connecting and engaging with people on that personal level over the course of
• 33:45
  time it makes a lot of sense you know after a few weeks or a few months to reach out and say
• 33:49
  it's been so great keeping in touch with you well you know gosh it looks like it's such a great time
• 33:53
  in Hawaii I'd love to catch a coffee with you and to see how we could collaborate you know how
• 33:57
  does your week has a you know next week look for you and and that's a kind of an easy transition
• 34:03
  you know from versus just a you know out of the blue hey how's it going you know so I think
• 34:09
  that's that's one of the things and we see that with you know a lot of the people who are part of
• 34:14
  our academy that's honestly one of the number one things that they're doing to get new business and
• 34:17
  to build relationships is they're creating this list within Facebook you can do it on Twitter too
• 34:23
  so if you prefer Twitter you can create Twitter lists but if you find most of your agents are on
• 34:27
  Facebook it's a really simple thing to do so that would be a big thing wow great tips yeah I'm
• 34:33
  gonna dive into that experiment with that for sure I like it yeah absolutely okay um so some great
• 34:41
  tips there and and now I'm thinking of these various when I talked to a lot of loan officers you
• 34:45
  know I hear a lot of you know good and bad stuff about social media it depends on where people
• 34:49
  are out about that they've got their own beliefs what is your thought on automating your social
• 34:56
  media meaning you know as you know there's companies out there that will automate posts for you
• 35:01
  where essentially you're not posting anything at all and then there's the hybrid where you got
• 35:05
  some that are doing it for you and you chime in and personalize some you know what are your thoughts
• 35:09
  on that well where do I start so I think some automation when it's done right and by the way
• 35:23
  just I'm just not to interrupt you sorry but I think you already know I'm not talking about like
• 35:26
  buffer right that that's different than what I'm talking about I'm talking about if I wasn't
• 35:32
  clear on that just for the listeners I'm talking about platforms that will actually publish content
• 35:38
  that they produce for you on your behalf versus using something like buffer which is going to
• 35:42
  automatically post your own posts for example so sorry for that just wanted to be clear but go ahead
• 35:48
  no I I appreciate that that makes a difference um well at the risk of sending controversial
• 35:54
  all right controversy I'm honestly not a really not a big fan of companies that create all the
• 36:02
  content and post everything for you and I think I think they have the best of intentions I think
• 36:07
  there there is some great content that's out there I've seen some some companies do it well
• 36:12
  but the problem is is that social media is social right and so you know the example I can give
• 36:19
  is imagine having a dinner party with your 10 most important clients and instead of you being
• 36:24
  there you send your assistant great example I like that so that's kind of how I view it now
• 36:31
  you know like you said there's nothing wrong with using buffer or I I love using
• 36:34
  hoot sweet to schedule out some of your content I mean I'm a huge believer in thinking ahead and
• 36:39
  you know planning out your social just like you would do with any other marketing or maybe you
• 36:44
  have an assistant or a you know a freelance copywriter who's helping you with some of that there's
• 36:49
  nothing wrong with that part of it especially from a content perspective but if you're I just I see
• 36:54
  too often you know mortgage professionals and and realtors who who understand that they want to
• 37:00
  solve this kind of you know quote-unquote problem with social media and they just turn they turn
• 37:05
  over the keys to the kingdom and they're like great I'll pay this person or this company you know
• 37:09
  50 bucks a month or whatever it is to post for me and it to in my opinion it's just putting a
• 37:15
  bandaid over it it's not actually like taking advantage of the opportunity that that is with social
• 37:20
  so I understand why a lot of people do it because they think it's helping but it's not it's not
• 37:25
  really helping I think something is better than nothing right right and and I disagree I think
• 37:31
  you know if you if you're not going to do it if you really really you know don't like it and it's
• 37:35
  just not your thing I get that I mean in some ways it might be better to not be there you know to
• 37:41
  be there but not really be there if that makes sense no totally a couple of thoughts I have on
• 37:45
  that one is you know it's like you alluded to with sending your assistant to the the dinner party
• 37:50
  you can't outsource your relationships exactly nobody can build those but you and so you know
• 37:57
  automating someone else writing your content for you if it's not in your if it's not you
• 38:03
  that's going to show up right exactly exactly and there and and I want to be clear to and say that
• 38:09
  there is there's nothing wrong with having you know if you have the the budget to have a marketing
• 38:14
  person or an assistant or someone who can help with certain things for example I know a lot of
• 38:19
  mortgage professionals who who hire a copywriter and they help them write create blog content or
• 38:24
  they have a videographer who helps them you know edit video or and that's perfectly fine right you
• 38:30
  you know not every mortgage person is a writer I get that right but it's the personal side you
• 38:36
  can't outsource that you can have your assistant looking at your you know client list on Facebook
• 38:40
  going happy birthday right I'm gonna guess you could but you just you're you're you're missing a
• 38:46
  huge opportunity there so right okay yeah so so back to like you said scheduling makes sense using
• 38:52
  something like who'd sweet or or buffer and you know I know you're talking to a big part of your
• 38:59
  focus is getting smart with social media and stop wasting time so what other best practices do
• 39:04
  you recommend for people to be able to manage this right okay I bought into it I know I need to be
• 39:10
  on social media and I got some ideas on what I could be doing but how I just haven't have the
• 39:14
  time how do I fit this into my schedule well I think I think there's a couple things I think
• 39:21
  one of the big things to think about is is content you know is thinking about how can I tell the
• 39:28
  story of what does it feel like to work with me where is there what kind of value how am I
• 39:33
  different than every other mortgage professional in town and so what I would recommend if someone's
• 39:38
  at the starting place or maybe they've been on social while they're kind of trying to take it to
• 39:41
  the next level honestly where I think the best place to start is with a calendar and whether that's
• 39:46
  a physical calendar or google calendar or spreadsheet and start to think about what are the what are
• 39:51
  the topics that you could talk about that you could start to create content for the next few weeks
• 39:56
  few months you know next 30 60 days and start to kind of plug things in so it might be as simple as
• 40:01
  okay back to schools coming up I can talk about that with the holidays coming up like
• 40:05
  tax time you start to kind of plug in things that are you know that are relevant and you start to
• 40:11
  kind of to plan ahead and to think about that and then you can go okay well these are the topics I'm
• 40:16
  going to talk about how is that going to happen am I going to do it on Facebook live am I going to
• 40:19
  create a blog you know and figure out how how that's actually going to to be created but kind of
• 40:26
  taking a step back and sort of creating an editorial calendar if you will I think that makes that
• 40:31
  makes a big difference and then after you thought about that really putting in your schedule when
• 40:36
  that's going to happen so whether it's every Friday at 10 a.m. you're going to do a Facebook live
• 40:40
  or maybe preferred to to you know write a blog post or you're going to schedule some of your content
• 40:47
  for most agents and brokers and mortgage professionals if it's not on their calendar it's not going
• 40:51
  to happen you know so just carving a carving out some time and I mean the good news is it doesn't
• 40:57
  necessarily have to take an inordinate amount of time I would say that the a lot of the academy
• 41:03
  members that that we're working with they are spending anywhere from about five to eight hours
• 41:08
  a week on scheduling creating content engaging with people it's not a lot of time it's just
• 41:15
  making the time to do it hmm no that's great advice and you know just just personally speaking I
• 41:20
  can relate to that so much in terms of building out an editorial or a content calendar you've it's
• 41:25
  not going to happen unless you do that because I'm sure you've been there you know we're also
• 41:29
  there in front of our machines are like okay gosh it's Wednesday at 8 a.m. what the heck am I going
• 41:32
  to post today exactly exactly and I sometimes when you say like editorial calendar it just sounds like
• 41:38
  this oh this is a huge project but the advice I can give everybody is you know when it's late at
• 41:44
  night or early in the morning depending if you're a night owl or an early bird just shut everything
• 41:49
  down take out a piece of paper and just for 10 minutes just brainstorm on you know I 10 20
• 41:55
  30 things what are things that people ask you all the time what are things that you just know so
• 41:59
  easily and I think for a lot of people especially mortgage and real estate they're like gosh does
• 42:04
  everybody know that you know when things are so easy to you that you just you just know them
• 42:08
  those are great topics yes right so just brainstorm and that's where you start okay real quickly then
• 42:14
  let's let's um talk a little bit about educate our listeners on um curating content because
• 42:21
  there's obviously your own content you know create it but then there's this thing called curate
• 42:25
  content um break that down a little bit if you wouldn't mind yeah absolutely so my opinion is that
• 42:32
  I think one of the best best things you can do for social media is obviously there's a relationship
• 42:37
  piece of it which we already talked about and then there's the content piece of it so you know
• 42:42
  unless you are a you know a full on media company it's very hard to create every single piece of
• 42:46
  content uh that you're going to put out there so obviously you've got created content and the
• 42:51
  other part of that is curated which means you're you're finding really great content um and there's
• 42:56
  a couple a couple ways that that I like to do it one of my favorite tools uh is a it's a paid
• 43:01
  subscription but I I think it's really really helpful to tool called buzz sumo dot com um buzz sumo
• 43:07
  dot com you know you pay a monthly fee or whatever it is but what's great about that you can actually
• 43:12
  put in search terms and it'll pull up for you trending topics things that are most relevant uh
• 43:18
  you know so for me I talk a lot about social media and it's always great to be able to go there
• 43:22
  first to see what's the latest thing that's happening with Facebook what's the latest thing
• 43:25
  with Snapchat or or or real estate or mortgage and it's really a simple way to curate great content
• 43:31
  quickly so I'll find links and articles um and by the way curating as you know but I always like
• 43:36
  to clarify this curating doesn't mean you're copying and pasting content and putting it on your site
• 43:41
  it simply means you're sharing a link you're sharing a video and saying this is a great read or
• 43:46
  this is you know what a great video and you're you're giving your two cents and you're sharing that
• 43:50
  on Facebook or any of your other social networks you're by the way that's a great kind of um distinction
• 43:54
  there because a lot of people just just you know blankly share links and content with no
• 44:00
  comment no personalization on it but I think I think that's a great point I don't want to overlook
• 44:04
  is why are you even sharing this video or this piece of content with your audience you need to add
• 44:09
  your two cents so to speak about that right exactly and it doesn't have to be a whole long thing it
• 44:14
  can just be you know this is a great read you know I definitely recommend you know checking this out
• 44:19
  whatever it is mm-hmm or pose a question to your audience hey you know found some good points in
• 44:24
  here what do you think exactly yep absolutely okay the other quick tip I'll just give really quick
• 44:30
  for curating um sort of secret tip for whatever reason a lot of people don't realize that you can
• 44:34
  do this um but also on Facebook you know we talked about Facebook lists for friends but you can
• 44:40
  also create what's called Facebook interests lists mm-hmm which I find to be really great for
• 44:46
  curating content and basically what an interest list is is you can create a list where you put in
• 44:52
  some of your favorite business pages and for example so if if I'm a realtor in the San Francisco
• 44:58
  Bay area I could create an interest list based on things around San Francisco so maybe the
• 45:04
  interest list would be you know SF gate or the SF Chronicle or local reporters or my favorite coffee
• 45:10
  shop and I could put in you know five 10 20 pages that have to do with my local area and then when
• 45:17
  I'm looking to curate content maybe a couple times a week when I'm looking to schedule out some of
• 45:21
  that some of that content I could pull up that interest list and it'll show me sort of a newsfeed
• 45:27
  of just those pages so again it's kind of a way to sort of segment you probably already like a number
• 45:33
  of business pages and things in your area but for real estate and mortgage it's great to be able
• 45:38
  to put out that really local relevant content and creating an interest list is a really easy way
• 45:42
  to do that wow that's really cool I didn't know about that good tip yeah thank you I'll be
• 45:47
  saving myself some time on curating content exactly and then of course there's like you know in terms
• 45:53
  of best practices there's like a balance right of self-generated content versus curated what
• 45:59
  what do you say to that you know the more original content you can put out the better and that's
• 46:05
  just kind of the the cold hard truth when possible but where I think there's a big opportunity is
• 46:12
  you don't necessarily need to reinvent the wheel all the time so for just as an example we we
• 46:18
  publish a blog post once a week that blog post is our pillar piece of content and out of that
• 46:24
  blog post we create a lot of little individual pieces of content that might end up being you know
• 46:29
  a few snaps on Snapchat it might end up being a few graphics on Instagram it might be a you know
• 46:34
  a few tweets on Twitter and so although you're creating content it's it's a way of kind of slicing
• 46:39
  and dicing it you know 10 or 15 different ways and I think honestly in a in an ideal world you
• 46:46
  know if you can have half created content half curated content like sort of that nice 50 50
• 46:51
  balance the better but I really think one of the big opportunities is to be able to take like your
• 46:57
  show right here you know this is a great example you could take this show and break it up into you
• 47:01
  know 10 little teeny you know quotes that you put out on Instagram over the course of three months
• 47:06
  right and it's all directing back to this one piece of pillar content so you know just kind of
• 47:12
  thinking through that process and there's some great tools out there to to do that as well you got
• 47:17
  a couple yes of course is a good segue right one of my favorite tools is Canva okay yeah love Canva
• 47:26
  Canva is awesome and what I really like about Canva there's Canva for for work so Canva.com is
• 47:31
  free Canva for work I think it's like 10 or 15 bucks a month or something and it's really easy
• 47:36
  to add in your logos your colors your fonts make it really easy to be able to to create quotes and
• 47:41
  graphics you know if you're not a if you're not a graphic designer you don't have Photoshop's
• 47:45
  super easy to do there's also an app now there's the Canva iPhone and Android app which makes it
• 47:51
  really easy if you're like me and you're on the go you know it just create it really fast on your
• 47:55
  phone which which is really great there's there's some other great apps that are out there also
• 47:59
  one of my favorite iPhone apps is an app called word swag which is a fun app to create you know
• 48:06
  quotes and graphics really quickly and easily from your phone yeah and this is a great point
• 48:11
  because again I know the listeners right hearing this are like it goes back to that oh well how do I
• 48:16
  have time to do that and and this is how you have time to do that is number one right have a plan
• 48:21
  map out kind of your content strategy even if it's just a week at a time in your whatever your
• 48:25
  schedule is if it's once a week great if it's twice you know whatever you can fit into that
• 48:30
  and then identify those the platforms I'm just doing a recap for you here identify the
• 48:34
  platforms you want to be on if it's Facebook or something else and then what are the tools
• 48:39
  you're going to use to share that content is it something like a hoot suite or buffer or some of
• 48:44
  the other tools out there I know you're a fan of I think me dead girl as well yeah and then right how
• 48:51
  you're going to repurpose that because I think it's a great point you shared and a lot of people
• 48:54
  overlook this is is taking that existing content and repurposing in that and yeah that's going to
• 49:00
  maybe it takes a half hour right to be able to slice and dice that one blog poster that one
• 49:04
  Facebook share but the value the mileage you get from that is well worth you fitting that time in
• 49:12
  I guess as compared to what else would you be doing you know right yeah it makes big difference I
• 49:18
  mean if you're creating really great content like doing a podcast is a great example I mean it takes
• 49:22
  time to organize it to put it together and that's the big piece of content you know so being able
• 49:28
  to take it to the next level and really get the most mileage out of it I think makes a lot of
• 49:33
  sense and my my tip by the way for doing this is I'm a big fan of batching my content which means
• 49:38
  if I'm going to sit down for 20 minutes and do a video if I can do one video I can do four right
• 49:43
  or if I can do one graphic I can do six so you just you know it's a matter of not getting distracted
• 49:49
  which is sometimes difficult but you know you just kind of batch your content I believe the same
• 49:54
  thing with scheduling you know generally every Friday I sit down and I schedule the next five to
• 49:58
  seven days right and you you're thinking ahead and you start to get in this process of of thinking
• 50:03
  ahead and and creating multiple pieces of content and it just the more you do it the faster it gets
• 50:09
  you know you'll for me I can write a blog post in 30 minutes you should take me half a day
• 50:15
  you just get better that's awesome okay cool so we're almost at the end of our time here but
• 50:21
  I did want to I promise to talk about some highlights done the from the in-man connect conference
• 50:26
  in San Francisco and I'm assuming you know the more folks that are listening to this know what in-man is
• 50:31
  I'm trying to think how do I articulate or describe in men what did you refer to that as the Wall Street
• 50:35
  Journal of Real Estate it kind of is yeah it's sort of the Wall Street Journal for real estate right
• 50:40
  and they do all these conferences and everything they have like the best of the best for speakers
• 50:44
  and thought leaders there and obviously you you've been part of that for a long long time
• 50:49
  but I'm looking through the thread here of like you know uh what did you call this takeaways from
• 50:53
  from in-man and and there's one I do want to talk about just because I thought it was a great
• 50:58
  example uh and of course Gary Vee gets all the attention uh so he had that comment and this is
• 51:02
  why this is why I think this is relevant why I'm sharing it for those that are hearing this going
• 51:06
  you know that's funny because you know I my wife and I were talking about my mom the other day
• 51:10
  and it's like well you know I mean you could be on social media on Facebook whatever and you know
• 51:13
  you ever hear those phrases it's like oh you kids today and oh I'm not on social and all this
• 51:19
  kind of stuff and it stood out for me because I just had that conversation and Gary shared something
• 51:24
  um which was I think you know I may be paraphrasing here but basically he's like yeah at one
• 51:30
  point you didn't know how to ride a bike but you learned how to do that too right exactly
• 51:34
  just see Gary saying that's exactly yes that's exactly what he said in fact he might he might
• 51:40
  he said it about a bike or a car you know it's like at one point car yeah you didn't know how to do
• 51:44
  it but you figured it out right and you figured it out and his point around that's just because
• 51:50
  something you didn't grow up with something doesn't mean it doesn't have value exactly and it's
• 51:55
  fine it's interesting because I have a few friends I don't know if you do but I've got a few
• 51:58
  friends who are still like you know I'm not on Facebook yeah and and they're like well what do
• 52:04
  you get out of being and I know there's it's a mixed bag right there's all especially with the
• 52:07
  political stuff going on oh my gosh crazy people feel like they can just vent and be somebody
• 52:12
  who they're not right in person right that's very annoying I'll give it that but uh there's
• 52:17
  so much other benefits I get from that I'm like you know I share these little news tips with him
• 52:21
  or did you know this has happened or that and I'm like what where are you live are you living
• 52:25
  under a rock man how else do you get your news you CNN I don't think so exactly no it's it's true
• 52:33
  I think a lot of people I don't wouldn't say a lot but there's still definitely people of all
• 52:38
  different generations it's not it you know it's not a generational thing I mean there's I'm in
• 52:42
  my 40s and there's people who are my age you're like oh you know I'm I'm not on it at all and uh
• 52:47
  you know and then and then I talk to people you know in their 80s and they're all over Facebook so
• 52:53
  I just think you know you're you you're my opinion is is that you're if you're not on you're
• 52:59
  you are kind of missing out on you know it's just it's the way we like it or not it's the way
• 53:05
  the world is communicating right now and you know one of the things Gary Vaynerchik talked about is
• 53:09
  he's I wish I thought he made a really good point he said you know how many of you in the room
• 53:13
  he said you know raise your hand if you if you DVR you're or you Tivo you're your television shows
• 53:18
  and just about everybody raises their hand and he said and think about it you know when you're
• 53:23
  do you watch your commercials no we fast forward through the commercials and then what do you do
• 53:26
  you pick up your phone right and that's where the digital eyeballs all are right now is
• 53:31
  they're on your mobile device so you know will that be true to us for years from now probably if
• 53:39
  you know you know who knows it'll be the next big thing but it's true right now and you know
• 53:44
  you're missing out if you're not there yeah so that was my personal rant um but um anyway
• 53:50
  to kind of bring it bring it back to a close here what is besides the Gary Vay you know I'm sure
• 53:54
  that was wonderful um what is one or two things that stand out for you for maybe what's what's
• 54:00
  coming around the bend and obviously real estate specific really just that you walked away just going
• 54:06
  like wow you know okay I need to tell my people about this well I think the big thing one of the
• 54:13
  big things which we were to kind of touch on a little bit was just this whole you know movement
• 54:19
  towards live you know whether it's Snapchat which is very kind of raw and in the moment um Facebook
• 54:24
  live you know which rolled out a few uh earlier this year and we are really kind of going through a
• 54:33
  another big shift you know first there was the internet first everybody had to get websites and
• 54:37
  then we thought you know just gonna really last and then there was my space and then there was
• 54:41
  Facebook and now it's like that's not going away and now we sort of come to this next era of not
• 54:46
  just video but live video and in the moment and you know for I think a lot of us and you kind of
• 54:53
  touch on this with some of your comments sometimes I think we are we're kind of tired of of those
• 54:58
  perfect perfect posts right everything's perfect my life is perfect everything is great right on
• 55:04
  Facebook and Instagram and I think we're we're kind of craving a little bit more of that authenticity
• 55:09
  that's um realness and I know authenticity such a buzzword but uh that's where I think we're going
• 55:15
  when it comes to uh to Facebook live and Snapchat and I just think the opportunity is so wide open
• 55:22
  right now in real estate and mortgage and if you you know if you want to differentiate yourself like
• 55:27
  now it's a time to do it you know you know what's coming up for me when I hear you say that and this
• 55:30
  is just you know this as well it's been true since the dawn of time uh we're just looking for
• 55:36
  additional connections yeah right we want to connect with other human beings that's what we do
• 55:42
  and I know you've heard it said this way as well in the past social media is just another way to
• 55:46
  connect now I will add my personal caveat that it will never replace in person right and particularly
• 55:52
  in a business sense you need to be face to face um which a lot of my followers know however
• 55:56
  it's an extension of that and it gives kind of a really cool unique and different way um to engage
• 56:02
  and connect and build those relationships but to kind of your point of the talk you gave it in
• 56:07
  is you know having that traditional marketing be married up with new tech that's the ideal scenario
• 56:14
  yeah absolutely there is nothing like meeting face to face there's nothing like uh you know
• 56:19
  sitting across the table from somebody or you know connecting them at Starbucks or or anything like
• 56:23
  that it's just social media makes the face to face so much better right because you just you've
• 56:30
  built that relationship and you know in the past we would do things like send masks you know we
• 56:35
  would do that this chain email newsletters or you know whatever we did to sort of keep in touch with
• 56:40
  people and now we we can scale it you know we used to be too hard to keep in touch with everybody
• 56:47
  went to high school with and all of our college friends and and what's interesting about that by
• 56:52
  the way is that there's been a lot of studies done about where business comes from with social media
• 56:57
  and ironically most of the business that comes from social media isn't necessarily from our best
• 57:03
  friends on Facebook but it's from people who are on the fringe of our lives the people who we
• 57:08
  normally wouldn't have kept kept in touch with 10 years ago like our you know college roommate or
• 57:13
  you know a friend of a friend of a friend that's where according to Facebook most of the business
• 57:19
  comes from is that friend of a friend those fringe relationships which is uh it's really interesting
• 57:24
  wow that is so we are out of time I know you're busy we've actually gone a little bit over so I'm
• 57:29
  grateful for that you know um I would love to have you back if you're open to it at some point to
• 57:34
  maybe take a deep dive on Facebook ads because I do think there's a great opportunity for
• 57:37
  loan officers there and realtors of course absolutely so if you you're open to that I'm sure
• 57:42
  the audience would love to have you back so before we wrap though um for those who want to learn more
• 57:46
  I know we talked about your new academy get social smart which is awesome and really takes a deep
• 57:50
  dive for people but how where do you want to direct people listening right now to you know
• 57:54
  want to learn more about you and connect absolutely and I would love to come back by the way
• 57:59
  there's so much we could talk we could talk so much more about Facebook ads and everything um I'll
• 58:04
  give the listeners two links so first of all my website katilance.com it's a great place to connect
• 58:10
  you can sign it for my email newsletter there um when you sign up for the email newsletter you'll
• 58:14
  get a free copy of my content grid so if you're you know we talked a little bit about editorial
• 58:18
  calendars and planning and that's a great free resource at katilance.com and then yes our academy
• 58:25
  if you're really ready to take things to the next level and you're looking for social media
• 58:29
  education specifically for real estate and mortgage we've got an amazing online academy it's just
• 58:34
  get socialsmart.com where real estate professionals mortgage professionals they can log in any time
• 58:39
  of day they've got access to a complete library which teaches social media training content training
• 58:45
  everything we talk about so that's a really exciting opportunity. Awesome well thank you so much
• 58:50
  for your time for your experience I got a lot out of it and I'm sure the listeners did as well so
• 58:57
  you know can't say enough thank you so much and we appreciate it and look forward to the next one.
• 59:01
  Thank you so much Jeff and thank you everyone who listens today really appreciate being on.
• 59:05
  All right listeners once again this is Jeff Zimper your host of mortgage marketing radio thanks
• 59:08
  for tuning in and by the way if you like today's episode or the other ones make sure to take a
• 59:12
  moment and subscribe on iTunes leave us a rating you don't want to miss out on the next up
• 59:16
  in coming episodes and just let you know I appreciate you being here we'll see you on the next one.
• 59:22
  Thanks for listening to mortgage marketing radio one more truth in mortgage marketing
• 59:27
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