Lead Generation

Are you finding it tough to find “quality” leads in today’s real estate market? Start building an audience on Facebook now!

Featured Download: The Facebook Page Setup Checklist – specifically for real estate agents – get your Facebook page setup to capture real estate leads.

Hi! This is Christina with Leads and Leverage, and I help real estate agents create more time, make more money, and enjoy the journey.

Today is going to be a little bit different, it’s more like a “fireside” chat if you will. We are going to have a little chat today because this issue comes up all the time.

I hear from, I think, everyone single one of you, you are really frustrated with the market because you can’t seem to find leads or you feel like you aren’t getting quality leads when you do any of your lead generation, you feel like the leads that you are getting are junk leads, etc., that kind of concept.

I really just wanted to chat with you today because I guess here’s the crux of it, that when it comes to growing your business; now I’m speaking specifically to you as real estate agents from a fellow real estate agent. I’m speaking to you on that level.

At the same time, this goes out to every other business, every other type of business out there, we would all, every single person who’s ever owned a business or who currently owns a business, who wants to own a business, we would all absolutely, absolutely love it if we could put out an ad and get a phone call and write a contract or put out an ad and get sales.

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Want Quality Leads? Give Value!

That’s what we want. We want “quality” leads. We want “real” leads.

Alright, so, here’s the thing about this. In a dream world and notice I said “dream” world. In a dream world you’re going to be able to just open up your doors to your business, maybe run an ad or two and you are going to get business.

You are going to get closings. You are going to get people who want to use your services, right? But we don’t live in a dream world. We live in the real world.

And so, you have to modify what you’re doing. You have to set up your lead generation so that you actually get the results that you hope to get from it.

So here’s the thing with this-

if you are not getting quality leads, if you feel like you are always getting junk leads, it’s not the leads. It’s you.

See, our job is to reach out and help people. Every single business, that is their job, whether you are a trucking business, whether you are a coffee shop business, whether you are a real estate business, it doesn’t matter.

Your job is to get out there and build an audience of people that would be interested in using your services and that does not happen, I mean, it used to happen once in a while just running an ad but the way it happens now is that you actually have to go out and give value.

At this conference this week I keep hearing that “give value,” “give value,” “add value” and that’s what I tell you but then I realized that you don’t really know what that means.

What does it mean?

Because you think, “okay, I’ll be a really great agent for them, I’ll be a really great this for them,” “I’ll be a really great whatever for them” but here’s the reality to that – in order to add value, you have to solve people’s problems. You have to figure out what they want and help them get that.

And again, that’s probably creating questions in your mind about what exactly that looks like but here’s the other piece to this. That means in order to lead generate, in any type of lead generation, you have to get out there and make connections.

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Build An Audience on Facebook

You have to build your audience and I don’t have my graphs here to show you but you have to build your audience on Facebook and build an audience around the lifestyle of living in your area.

You build that audience and then you help that audience. You help them with their problems. You help solve with their need and sometimes, some things you are going to do you are going to fail miserably.

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Some Things People Don’t Want To Hear.

I’ll guarantee you right now this video will not do as well as all of the other videos that I’ve done that are like little hacks to get stuff and you want to know why it won’t do as well? Because it comes right down to personal flipping responsibility.

The problem is not the leads. The problem is not the quality of the leads. The problem is not that they are junk leads because they’re not junk and they’re good quality. Every single lead you get whether it’s from Zillow, whether it’s from your Facebook ads, whatever it’s from, they are not junk.

The problem is you so I’m going to get into this. The problem is you. You expect to be able to put up a little banner and get a sale.

It’s absurd to even begin to expect that! I don’t know why nobody in our industry is really teaching that!

People are teaching “just put an ad out, put an ad out!” I’m watching this conference and people are talking about “what’s the best ad,” or “what’s the perfect ad,” “what’s this,” “what’s that?” And I’m like “that’s not how you do it.”

This is why email marketing doesn’t work. This is why people’s ads on Facebook aren’t working because that is not how it works.

We think that’s how it should work. We think it should be that easy but you know, those “quality” leads that you want, those non-junks leads that you want, all of the leads that you are getting, they’re quality. All of the leads that you’re getting- they are real.

They are not junk but again, it’s how you’re handling it. It’s your expectation. It’s your understanding. People are not going to go “oh, look, you put an ad out there! Come list my house.”

You have to build a relationship with them. You have to put an ad out there but the ad is not “hey, want me to list your house?” The ad is “hey, have you thought about selling? If you have, here’s a checklist that I give all of my sellers. Just download it here.’ You get their email address, they get the checklist.

Then, you take that email address and that email address you use that email address and every single week you send them an email around value. You let them get to know you as a person and then you give them value at the same time.

You do not sell crap to them. You give them value.

The perfect example; these videos that I am doing every single day, these are all value related. These are all focused on answering your questions, helping to solve your problems, help you overcome your stumbling blocks.

None of them are like “hey, buy my stuff!” I mean, like towards the end, I might mention the member stuff but you can do this without the membership.

It takes more work,, it take more time, absolutely, but you can do it without joining the membership. But even those, even my members, members in there are like “oh, I’ve been doing this blah, blah,blah” and “oh I want this.”

It takes time, six, twelve, eighteen months to get people, get that pipeline going and to build relationships with them when you’re selling houses. That’s how long it takes, sometimes more.

So there is no place, no place, no place, that when you go do it, you get instant leads. There is not.

There will always be a teeny tiny percent of stuff that’s instant, absolutely, because you just happen to be in the right place, in the right time but it’s impossible to time the market, The real estate market or the stock market. It’s impossible to be at the right place, at the right time and build a business from it in that regard. It is possible if you have brought them into your email community, if you have brought them into your audience and you can help them.

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The Lies You Tell Yourself

So until you flip your thinking about “well, these are junk leads” or “these aren’t quality leads,” I’ll tell you right now, there are people who are killing it with Zillow leads.

I don’t like Zillow. As an agent I never once, I never paid for Zillow. I never did anything with Zillow. No. I do not like them. I do not want a middle man in my business, didn’t need them. I knew how to get my own leads I knew how to lead generate. Zillow is there for the lazy agents who don’t know how to lead generate, who aren’t actually interested in building a business. That’s what Zillow is for. That’s what Trulia is for. That’s what Realtor.com is for, right?

Here’s the thing- the agents who are using those, not all of them, like half of one percent, there are agents that are killing their lead conversion from those leads.

You know why?

Because they know that every single lead is not a junk lead. They just know that it’s a “not now” lead and you have to keep nurturing, to build and nurture that relationship over time.

So, am I saying go do Zillow? No. I’m saying that any lead that you get, if you meet somebody in person, if you get a referral, any lead you get, we have this expectation that if they don’t answer us on the first call or if they don’t respond on the second call or they don’t respond to an email that they are junk or they are not interested or they are not viable.

That’s a lie that you’re telling yourself because you don’t actually want to do the long, hard work of nurturing the lead.

Let me repeat that- when we don’t get an instant response from our first call, our first email, second call, second email, whatever, we say “ah, that was a junk lead” or “it doesn’t work.” That is a lie that you are telling yourself to give yourself an excuse to not be responsible for your lead relationships, your lead conversion.

Yeah, I went there.

All of those leads that you say are junk, all of those people, all those leads that you are getting that you’re not converting- that’s on you because you are not willing to put in the daily, consistent work it takes to email those leads every single week and build a relationship, to learn how to build a relationship via email, to learn what their struggles are as a whole and help them with those questions and help them with their answers.

You are so focused on trying to get them to go see a listing with you or write a contract with you, that you completely miss the, “they gotta know you, like you and trust you first.” You completely miss that.

That is why people, the big guys are saying or supposedly the bigs are saying that you need to get your lead in thirty seconds or less.

I’m like oh really?

We built a business of an average of over two hundred transactions a year. Our biggest year was six hundred and forty-eight and our smallest year was a hundred fifty something, a hundred and fifty two, I think transactions.

We built that on not responding in thirty seconds or less. We built that over the long haul because our focus was long term relationships. Our focus was a long term business, multi-generational business. That’s what we were focused on so we knew it was about the long haul. We knew it was about the long relationship. We knew it was going to take time.

So when somebody comes and tells you that “oh you can get better leads using CINC or you can get better leads using Kunversion or you can get better leads using TigerLeads or you can get better leads using Zillow, or you can get better leads doing it yourself, whatever, it doesn’t matter where you’re going to do it because if you still have that mindset that they’re junk leads and they are not available right now, it’s not going to work for you. It’s not going to work for you.

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Think Through The Long Haul

Someone who is willing to think through the long haul and know that it’s about lead generation and lead conversion, someone who has that mindset, who is going to slog through the crap, it doesn’t matter what you put in front of them. It’s going to work for them.

Now, there are some of us that are just like, we have these tech issues, some of us have time issues and I will get into that in future videos because there are solutions for all of that but right now, the mindset that the leads that you are getting are junk or aren’t quality or aren’t ready to convert, they key is they are not ready now so what are you doing so that you’re in front of them, not like exposure or awareness or top of mind bull crap.

I’m talking really in front of them, like really helping them, customer, prospect appreciation things, weekly emails with real value and real help, snail mail, giving them “oh hey you guys, it’s time to blow out your sprinklers this month” or “it’s time to do this for your pools this month.” Give them reminders all related to their lifestyles and their house.

What are you doing to actively stay engaged in their life? I’m not talking sending them crap. I keep wanting to say S-H-I-T because that just says it and I’m not going to say that. I wouldn’t say it in normal conversation so I’m not going to say it now but my head keeps thinking that for some reason today.

We send out this canned crap. We think these “touches” work. We think an ad should be this perfect data. It should work. Guys, the leads that you are generating, whether in person, whether from Zillow, whether through Leads and Leverage; it doesn’t matter where it is. They’re quality and they’re real. They’re just not ready right now or they don’t trust you yet so it’s on you.

I guarantee you, this video will not be as popular as all the other, you know “three hacks to do this,” or “four ways to run that,” or whatever. I guarantee you it won’t, because none of us, none of us, me included, none of us, want to be told “it’s your fault, it’s you because you are not taking the time to learn how to write an email or send an email that’s conversational.

You’re not taking the time because that builds the relationship. You are not taking the time and investing the time in those relationships over the long haul. We’ve all done it.

Why do you think I am now on my page five days a week with you guys? Because I was totally called out on this. I was called out on this by somebody in my Mastermind, like how are you actually nurturing your audience on Facebook?

I was like “ummm… well, I’m doing this, I’m doing that.” She came back with “well, are they liking it? Is it helping them?” Well no they’re not and no it’s not.

So I was totally called out on this, on myself so there are almost fifteen thousand of you on my Facebook business page. I have over a hundred thousand of you in my audience itself and I have tens of thousands of you; I’m not going to say numbers in my email community.

And am I doing a good job of teaching you and helping you and giving you value and inspiring you and educating you? I wasn’t. I was called out on this. So that’s my goal, that is my total goal, to make sure that you are getting that value.

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What Are You Doing As An Agent To Give Value?

So what are you doing as an agent to give value? You can totally take what I’m doing and duplicate it but for your market, for your people. Make it work for your life, your schedule, your business, your personality but again, just to let you know, the truth is that the conversion of the leads that you are getting, if you think that they are junk, if you think that they are not quality, that’s a lie you are telling yourself.

They are not junk. They are real. They are quality. You just have not done the job that you need to do to convert them, to bring them over into being ready, willing and able right now.

That’s the truth. Harsh truth but that’s the truth.

And it’s interesting. I’m at this conference. I am really impressed with the people at this conference doing something like this in Coeur D’Alene. It’s pretty much amazing. There’s only like five places that there’s a social media week going on and one is, like…they’re in another countries right now and this one happens to be in Coeur d’Alene. It’s pretty cool to have this here!

There have been some pretty cool people that have come in, a few people that I know, a few people that I’m newly exposed to, a few people that I’m like “what the heck are you teaching, and why?”

First of all, they don’t know the new rules from Facebook. There was one and I was like “ohhh and that just happened this week and you are not even teaching it. Oh not a good thing,” or people that don’t really understand.

There are a couple that are just teachers. They’re not do-ers. So they are teachers and they haven’t actually learned from experience and they aren’t actually teaching from a place of experience they’re teaching from a place of teaching.

I don’t know if that makes sense, there’s that whole mesh but I’m really impressed overall with the conference itself and I’m really excited that we have this here because Coeur d’Alene is pretty phenomenal. We have some some pretty phenomenal people here. It’s just a really kind of an awesome place.

So, I just keep seeing people asking for the perfect ad, all industries, people asking what to do. I have seen a couple of people mention the customer journey. I talk about that with you a lot. I have seen a couple of people mention the different stages. They didn’t say the word “customer journey” but it’s the same thing, different stages that people are in and when to run ads and how to bring them through the stages. That’s the customer journey.

There are all kinds of different elements going on here today and so it’s been kind of cool, yesterday, today and tomorrow to be here with this. But the big thing, this is why today was so unorthodox and why today I didn’t actually have a bullet point and why it’s not a fancy title and why I’m telling you the topic today and the fact that I basically told you the reason you’re not converting your leads is your fault and nobody else’s. This video is not going to be pushed out as well. It’s just not because a lot of you don’t want to hear this.

I get it. I don’t want to either and I have to speak it and I’ve been convicted of it.

So you are seeing a shift, you are seeing a shift from me in everything. If you are a member inside our membership you are seeing my next metamorphosis I guess, a shift inside with just like “let’s get through this, let’s get you trained, let’s get you moving.”

You are seeing a shift if you are not a member, in what I’m teaching you, what I’m giving you, how I’m approaching you, how I’m helping you because I’m trying to pull your actual questions and answer them for you.

If you are in my email community, you are seeing seeing a shift in that. It’s all about helping and letting you know where your next steps will be.

If you are in our Facebook for real estate agents group, you are seeing a shift in that. It’s all about helping you get to the next level but helping you trust me and helping you get to know me and know what I have to say and what I teach and whether it holds true or not. Do I do what I say I am doing? Do I do what I am teaching you to do?

I realize that I’m on an international scale vs a local scale but the overlying strategy, the overarching strategy is absolutely the same.

You serve, you answer questions, you help solve problems in order to build your audience and then your audience you take and you nurture the heck out of it.

You solve problems. You answer questions, etc. Then you get them to opt-in to your email community and with your email community you give a little bit more and they get to know you and the over time you let them know the behind the scenes.

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Share Pieces Of You With Your Audience

You have them follow you on Instagram so they can see your crazy Instastories and know that you are a real person that has adopted four kids, who has had thirteen cats over the last twenty years and six dogs over the last twenty years. We have have nineteen animals over the last twenty years but you get to know these things and no we don’t have then all right now. We tend to adopt them older and they die and we adopted all four of our boys and we traveled for a year and a half in our RV. What we do, how I work, all this kind of stuff.

I know when I watch people, I get new ideas from them. My best friend mentioned something to me. She goes “you know, you’re such an inspiration.” And I said “why?” And she was like “well honestly,” she and I have traveled a couple of times to a couple of events together and we shared a hotel room. I don’t share hotel rooms with anyone other than my husband but she’s my best friend, so absolutely, I will share a hotel room with her when we’re traveling but here’s the thing.

She said and it was such a little thing and I was like “I should probably do more behind the scenes!” She said “you know what’s really neat is when we go and we check into a hotel room, you like immediately unpack and move in. You put your stuff in drawers, you move away and everything” and I’m like “yeah, I just do that because I want to be less chaos, I want to be comfortable in my space” and I only carry a carry-on even when I’m gone. Even when I did the ten days in three states last year or the year before. I still only took a carry-on, that’s all I take.

But she said “that inspired me” and I said “why did it inspire you?” And she said “ because it made me look at something that I’m doing or not doing and look at it and evaluate it and go ‘would doing that release stress in my life? Would it help me feel more settled? Would it this, would it that?’” And I’m like “oh okay” and she says “you need to share your behind the scenes more.” So I was like “okay, I’ll share my behind the scenes more.” So I will, absolutely because I realize and it’s such a big, fat “duh.”

I realize that I look at other people and I go “oh, do they do that? Oh that’s a really good idea” or “oh, they organize like that? That’s a really good idea or they prep themselves like that? Oh I like that.” And I’ve even gone “Oh, they do that? I wouldn’t do that or I’ve done that. I didn’t like that.” And I like watching that.

So are you sharing those pieces of you? Are you? Are you sharing that out with the world, with your audience specifically?

See that’s the thing. We can dread lead generation. We can dread cold calling if we have something that we are giving of value and we know that we are calling to give them value, that’s first and foremost in our mind.

Also, the other benefit is that we stay “top of mind.” I hate that phrase but we do. We stay in their thing and that we are going to get people who are going to say “yeah, I want to use your services or yes I want to do that.”

When we shift it and not just shift our focus but shift our doing, when we shift it to that, it changes everything. It changes whether we like this business or not. It changes our results from this business. It takes time but it changes everything.

So if you feel like this is a tough one but it needs to be put out there share it. I challenge the few of you that are watching this who actually got to this point, share this video. And let’s see what happens with this. That’s all.

It might be your fault or your inaction that is not converting the leads but you can change it and I hope I give you some ideas on how to change that in today’s video.

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Featured Download

The Facebook Page Setup Checklist – specifically for real estate agents – get your Facebook page setup to capture real estate leads.

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by Christina Ethridge Leave a Comment

The perfect Facebook video ad strategy to grow your real estate business quickly!

Featured Download: The Facebook Page Setup Checklist – specifically for real estate agents – get your Facebook page setup to capture real estate leads.

Are you frustrated with your Facebook ads? Are you frustrated that costs keep rising, that you can’t quite figure out the perfect ad or ad strategy so that you can keep using it and grow your business?

Well today I’m going to talk to you about and share with you the perfect Facebook video ad strategy to grow your real estate business quickly.

This is the exact ad strategy I am currently using and it is part four of this four-part business growth system in a box series that I’m giving you. It’s the exact strategy that I’m using and I’m growing from it, that I’m growing the ad strategy from it but I’m also growing a business. Our list is growing, our engagement is growing, everything is working beautifully.

It’s coming along like a beautiful machine. And I’m going to walk you through how to leverage content you’ve already made, things you’ve already done in parts one, two and three. I’m going to walk you through those so you can now leverage them in ads.. Now you can put some money behind something that works, that you know is going to help you grow.

I do not have a giveaway today but I would love it, love it, love it if you would do me the honor of commenting here.

Here’s my question for you and please, if you are kind of a lurker or just a watcher, I would really, really would love it if you would comment and share with me your number one struggle when it comes to your real estate business. Not just Facebook, but your real estate business in general.

We are all struggling in some way and I would love it if you would share that with me because I want to help you, and I’m here everyday at 10 am Pacific to help you. So please comment and let me know!

It could be short and easy. It can be long and drawn out. I love your comments and what you are telling me that you need help on. Please do that for me. I’m giving you all this information, answering all your questions. I just want to hear what I can help you with, what I can do to make it even better for you, okay?

So today is part four of the four part series that I have been doing all of this week.

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Part One

The first part was gather, gather your data, set up your format, get yourself batched and ready to go for your lead generation.

The power in batching is insane. It makes it so much easier to keep doing things and the reason that I am able to even come here today when I know I can’t be here live at 10 am with you, so I’m here at 6 am with you recording this. I know I can’t be there but guess what?

The content…..I already had the content written out. I already had the questions that you’ve asked so far. I already had it planned and outlined so that I could come right to you and answer your questions.

You need to do that for your own business, for your own people, for your own tribe. That was part one.

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Part Two

Part two is create the outlines, create the content so do your outlines in batches, do a whole bunch all at once. Once or twice a month I literally go through all of the questions and I just power outline things, boom, boom, boom, boom.

And, here’s the best part. As you are delivering stuff like I’ve been doing all the 10am live show with you, when you ask questions in the comments, you’re actually, you’re asking me questions and we are having conversations and you are triggering ideas.

It’s like “Oh! I could do that one for you,” or “I could do this one for you,” or “I can help you with this, I can show you what I do with to see if I can help you.”

We are all different. We all have different routines. We have different ways we like to do things, however, if we are not doing the things that are actually going to move us forward it doesn’t matter what things we are doing. We are just doing things.

So we need to make sure that what we are doing is focused so make sure you are creating your content and you have it all ready. Prep yourself up for success. I call it “setting up your environment.” That includes your office but I’m talking about setting yourself up so that there’s really nothing left to do except deliver your content, deliver the answers, help the people.

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Part Three

Number three is the repurpose strategy which I talked with you about yesterday. Repurpose with a purpose and a plan for future growth and I walked you through all of that. If you have not seen this video, just pop over and watch all these videos right on the page and I give away all my outlines, all my checklists, etc, that I’ve been using.

Today, today is expand. We are going to expand with a strategy. We are going to put money behind what we’ve been doing but we’re going to do it with forethought and we are going to do it with a very specific, focused strategy, okay?

This is about your Facebook ad strategy. You can expand this. Currently I have not for our business but you can expand it. You can expand it to a Youtube ad strategy. You can expand it to a Google ad strategy. You can get all those layers in but start with one thing and move out, build layers onto your business. Start with one focus.

When you have mastered it and it’s going and you can outsource as much of that as possible and go to the next one, then the next one and the next one.

Do not try to do it all at once!

That is where you fail.That is why you are all overwhelmed. That’s why you’re just like “bah! What do I do? There’s this new CRM and there’s this vendor doing this and this new top producer says I got to do open houses and I hate open houses but I gotta do them!”

That is why you are so overwhelmed because you are not focused on your thing that you know you are building out.

It’s really, it’s really easy to focus and grow your business when you know your path, when you know it. And I think that’s what why a lot of you aren’t sure what’s next. You not sure or you don’t like what’s next. There’s that too. We can talk about that later.

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Part Four

Alright, so today we are going to dive into step four which is your Facebook ad strategy, specifically for these videos.

There are two goals that you have with your ad strategy and remember, I want you to comment right here and tell me what your number one struggle is, whether it’s your struggle with this, what I’m talking about, if you need clarity on anything I’m talking about or it’s something else related to your real estate business. I can help you. I want to help you, okay?

So, two goals with your ad strategy- goal number one, You have to remember that your goal with this strategy is not “put the ad out, get a phone call.”

There’s too many steps in between there. You can’t just stick an ad out there and expect a phone call. Well, you could but it would be very, very few but if you want to be able to grab people, kind of net people into your circle and then nurture them so you get more phone calls, so you get “come list me” calls, not this whole blather about “you got to get to the lead in the first thirty seconds because if you don’t, you lose a hundred,” whatever those stats are.

I hate those stats. You want to know why I hate them? Because they are ridiculous. They are unrealistic. We have a life to live. We want to be something besides used car salesmen, right?

So I’m going to show you how to bring people into your community and not have to respond to them in the first thirty seconds but you’re going to build a relationship with them and so when they do call, they will call you with intention, they will call you with purpose and they will call you and say “come list my house.”

I call those “come list me” calls. That is how we ran our business. That is how we were able to close on over four thousand transactions in less than eighteen years.

There is a reason why I teach this because you don’t have to be a used car salesman You do not have to be controlled by your lead generation. You can control it.

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Get Cold Traffic

Alright, so, two goals. The first goal is to get cold traffic – people you do not know who have had no contact with you. You want to get them to watch at least some of your video.

That’s the first goal.

That’s it. It’s super, super easy and not three seconds, not just pop up in their feed but you want them to actually stop the scroll and watch ten seconds, twenty-five seconds, ten percent, twenty-five percent of your video.

You want them to at least start watching. My goal is always ten percent initially. That’s always my goal but you want to get cold traffic to watch your videos, at least some of your videos.

Why? Because you want them in your video view audience. So your first goal is to get cold traffic into your video view audience. Yeah, on Facebook.

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Get Warm Traffic

Goal number two. So goal number one is cold traffic, goal number two with these Facebook video ads strategy is to get your warm traffic, people who have visited your website, who has been on your email list, people who are page likes, people who have engaged in your page and have watched any one of your videos. You want to get that warm traffic to go deeper with your videos.

So you have two audiences here, you have cold traffic and you have warm traffic. The first one is just to get them into your video view audience. The second one is to get them to go deeper. Two audiences, alright?

Here’s the actual layout of the strategy, okay? You know as I’m doing this video, as I’m realizing this, if you comment here, anyone who comments here, what I will do is come back here this afternoon or tomorrow and actually reply with a link for you to get these notes, okay, so you will be able to do that.

So comment here and I’ll reply with the link for you to come back and get those notes because I will put them into a document for you. Because I realized it’s, it’s not complicated, but it’s going to be busy, okay?

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Caption Your Videos

Number one…you have your full videos remember from yesterday, I talked about full videos and I talked about snippets so you have your full videos so the very first thing that you want to do with your full videos, you want to caption the replay. You need to get it in captions.

Now, I haven’t been very good about that s but the last couple of days that’s been on our “yes, we’re doing this, yes, we’re doing this, yes, we’re just doing it.”

We weren’t doing it before but now we are. Caption the replay because some astronomical percent more people watch it when it’s captioned because they don’t watch it with sound on than who watch it with sound on.

So caption your replay is number one. Facebook does it automatically for you. If you are doing this as an ad, Facebook will do it automatically for you. You can run through and check the captioning and go for it or you can use your transcription which might take a couple of days to do or you could pop it over to YouTube and have it transcribed. There’s all kinds of different ways you could do it for free but Facebook will caption the replay for yo so caption the replay.

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Run Full Videos To Warm Traffic

Number two step on your full videos. You want to run your full videos to warm traffic, okay, for a dollar a day and I just basically run it to warm traffic and then I just exclude anybody who’s seen at least twenty-five percent of that specific video, okay?

This is because I don’t want them to have to watch that same video again. Nothing more frustrating than getting the same thing in your feed all the time, thank you Facebook algorithm but you don’t want to do that.

So here’s the thing. If you do not have warm traffic right now so that the exception to the full videos is, if you do not have warm traffic, if you don’t have a lot of page likes, if you don’t have website visitors yet that you pixeled, if you don’t have an email list yet, if you don’t have video view audiences yet, you don’t have any page engagement audience, then go ahead and run this to cold traffic.

I have done this, absolutely, and I still do it with some of my videos so just a dollar a day, super cheap, right? Super simple, just kind of start getting it out there, a dollar a day. Don’t exclude anybody except Realtors on this one so just a dollar a day, super easy.

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Check Your Results

After you get fifty results in your ad, from your ad, so after you get fifty results, Facebook’s like “okay, your learning period is over, we’ve adjusted, we know where this is going in the algorithm, we know how much this is going to cost.”

After you’ve gotten your fifty results and you have several Facebook ads running you just close out the lowest performing ones and not only that you use those as guides to go “Okay, people want more of this” or “I did a better job writing that headline” but you use those as guides.

Caption the replay, run it to warm traffic, people who have seen less than twenty-five percent of that video but they are warm traffic. Remember that.

So a dollar a day and then, if you don’t have warm traffic, run it to cold traffic at a dollar a day. So remember that’s cold traffic. Just exclude Realtors. That’s all.

Then after fifty results compare it to your other videos that you are running for the same thing, for the same audiences and turn off the lowest performing one, the highest cost. Turn off the highest cost one but only after you’ve gotten fifty results.

You cannot compare to anything else until you’ve had the fifty results. Facebook wants to see fifty results in seven days to give a good feel for what it’s going to take cost wise and what your returns are going to be in the algorithm. So that’s the full videos, alright?

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Video Snippets

The next piece are the video snippets. The video snippets are a little bit different. You want to caption them, These are an absolute must caption, must caption these video snippets. Then your primary goal with your video snippets is to run these to cold traffic for a dollar a day and exclude your page likes so they don’t actually see this, okay, in this audience.

Now these video snippets are less than sixty seconds. Remember, I talked about them yesterday. They are less than sixty seconds so that you are going to have people who actually watch because they are so short. They are going to watch higher percentages of them and that is your goal. That is your goal. So these are all going out to your cold traffic.

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Your Goal Is To Get Video Views

Now, you can do a secondary campaign to your warm traffic but honestly, the video snippets work really, really great for cold traffic capture. They’re short, they’re sweet, they’re to the point and they help you build your video view audience.

That’s your goal is just to get video views because you can run ads to those video views, okay?

After fifty results, check and compare. I have several short videos that I’m running that I pretty much run all the time and like I’ve never even had to turn a couple of these off. One of them just did not perform as well and I think it was maybe the title that I used etc. and I’ll be revamping that one but here’s the thing, you want to compare and look and see – is it the title, or is it the content?

Most of the time for you it’s going to be the title because most of you have not worked on copywriting and you don’t understand that piece.

So, again, if you comment here, I will give you the link to these notes later today or tomorrow, but also, I will give you a link to this, it’s called a headline analyzer that I use. It’s amazing and it helps and when I use it and I really get the rankings up on the headlines you click through and come and watch and listen. So, it works, okay?

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Respond To Comments Daily

Also, on both of these ads, all of these ads, every single one of them, you must go in and respond to comments daily. You must go in and respond to comments daily.

So you need to set yourself up. I would literally just plug these ads into a bookmark, not have to go through all of my Facebook ads manager to find the ads. I would plug them into a bookmark because Facebook’s not going to notify you every single time someone comments on them. I don’t care what notifications you have turned on. They don’t do it. It’s very frustrating but they don’t.

Bookmark it and then just open that bookmark. Every morning you open the bookmark, go through and respond to all the ads. Make sure no Realtors are doing the sleazy scammy, salesy thing and popping their own information in there, stupid, I don’t even know why they do that but I’m like “hello! Who would ever want to do business with you if you do that.” You have had that happen. I know you have. You just delete them and ban them.

But you go through and respond to all the other comments. Respond, respond, respond, click like and reply, etc. You must respond to your comments daily on these ads.

Must, must, must, okay?

Once you get a lot of ads going, it seems overwhelming. That’s why I say use the bookmark option.

Remember, I don’t have a giveaway right at this moment but I will put all of these into a note for you. I will also give you the link to the headline analyzer if you comment here. Just let me know you want these!

I’m going to put this all into a document for you with the link to the analyzer that I use for headlines, all of this laid out.

You will get it if you comment here because I’m going to just hit reply and let you know that it’s there.

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Let’s Recap This

So let’s recap this. You have one goal basically and one goal only and that is to get video views. You want video views because you can run ads to these videos views. So your goal is video views but goal number one is to get cold traffic to watch your videos.

Goal number two is to get warm traffic to go deeper with you through your video. Okay, so we have both the capture into the video view audience and then we have the nurture so we have both of those things remember, capture and nurture.

You are going to work on your audience and nurture your audience and you are also going to capture your audience, Yeah create an audience okay so remember that’s two goals but they’re all video views.

And remember the full videos. The full videos and video snippets; always caption the replay. Always, always, always caption it. Super easy like I said.

Facebook does it for your for free and for your full videos, run them to warm traffic. If you do not have warm traffic yet then run them to cold traffic. That’s okay.

After fifty results compare your ads to see which ones are performing the best and which one’s just suck and get rid of the ones that suck but figure out why the suck.

Is it the topic?

Is it the headline?

Most of us always assume that “oh, nobody is interested in this” or whatever- most of the time it’s the headline, most of the time that we can’t get people in and secondly, it might be, you might be boring on camera. I mean I’m always like “am I boring on camera?” Probably for some of you I’m boring but for others of you who desire the information, you’re my ideal client. You’re my ideal person that I can help, that wants to be helped. Awesome, that’s what I’m looking for!

So you kind of can see there’s a lot. We’ll do another video on that, on how to determine which one is which.

For the video snippets, those go to cold traffic. Remember, everything’s a dollar a day. You can pump this up but you need to be running multiple videos. You’re going to be doing multiple videos over time. I’ve got ten videos running, something like that. I usually have ten to thirty running at any given time. That’s a dollar a day for each video so anywhere from ten to thirty dollars just for those video ads. Not including my opt-in ads, not including my other stuff, okay? So that’s what those are.

You want to make sure that you are running these. These are amazing.

When you do this, it actually reduces your cost for your opt-ins. So then what you do, you run an opt-in ad to your warm audience. That’s an extra little bonus for you.

That’s what I do. I learned that from some of the best. It’s amazing how inexpensive my cost is because video views are very inexpensive. It builds a nice, warm audience. The warm audience responds especially when you’ve been nurturing them with more value. They want what you have to give, absolutely.

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What Was Most Useful For You?

So, as always, I would love it if you would do me a favor.

Here’s what I need to know- I need to know what was most useful for you today. What do you need me to go deeper on? What was most useful for you, like what did you get out of and go “oh, oh, I could do that. That’s great” or “I’m not doing that! Why aren’t I doing that” I would love to know those pieces, okay? But I also want to know, what I should go deeper on?

I know some of you are going to say “I want to know exactly the video checklist” and I will actually give you it to you, again, if you comment here. I will do the checklist.

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Featured Download

The Facebook Page Setup Checklist – specifically for real estate agents – get your Facebook page setup to capture real estate leads.

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by Christina Ethridge Leave a Comment

The 4 Steps of Fast and Easy Real Estate Lead Generation on Facebook…..Are You Using Them?

Featured Download: The Facebook Page Setup Checklist – specifically for real estate agents – get your Facebook page setup to capture real estate leads.

Do you struggle with being consistent with your real estate lead generation? Maybe even not knowing what to do or when to do it and how to do it or what works the best or what’s most effective?

Well, it really helps when you set yourself up for success in your lead generation. When you set yourself up for the fast and easy “get it done” way…..

We are going to talk about how to stop struggling with your real estate lead generation and how to set yourself up for fast and easy, a fast and easy process to get it done and I pretty much want you to get a lot of joy from what you’re doing.

If you are getting value from these daily live streams, would you do me a favor?

Would you click like and will you share this to any of your colleagues and any other real estate agents that you may think could really benefit from learning about this, from listening to me, from learning about all of this stuff?

And, of course, if you leave a comment here, I am going to actually send you my actual process checklist that I use, like literally my process checklist that I use, that I am going to walk you through today.

So that would be awesome if you want that, you can type anything that you want right here and go check your Messenger for it.

Now, if you are watching this on YouTube or IGTV or Twitch, you need to understand that you’ll need to click the link in the description below this video because the free download, the free access to everything is actually here on Facebook, on the live video and you’ll need to go to that actual video so just click that link below.

How Did This Whole Series Start?

So this whole series that I’m doing this week, it all started when I shared my repurposing strategy, my repurposing process in my video coaching group.

Now I am video coaching, live stream coaching with Live Streaming Pros. I highly recommend Live Streaming Pros.

They go really deep, like super techie, all this kind of stuff, and I’m just really trying to make my time with you more user-friendly for you because I know Facebook’s got all the different tech and all that kind of stuff going on but I want to make sure that you are getting what you need and it’s being delivered to you in a way that you can watch it easily.

That’s why I am with Live Streaming Pros and Coaching.

But I shared my repurposing process and that’s actually going to be tomorrow’s video for you and I shared it with her, with Live Streaming Pros and she’s like “would you be a guest on our show?”

And I’m like “absolutely, I’ll go be a guest on your show!” And while I was a guest on their show and sharing it, they said “this is like a business growth system in a box.”

They used those words and I was like “oh okay, yeah it is and so my brain started expanding it and I was like “how can I shape this for you and share all of this for you.”

Do You Struggle With Consistency?

And so that’s why we’re doing this four step process for you because here’s what I found- I really struggle with consistency. I don’t know about you but I really, really struggle with it.

I’ll have days and maybe even weeks where I’m really good with it, whether it’s consistent in my eating, in my exercise, in my morning routines, in my evening routines, in my lead generation. It doesn’t matter. I’ll struggle with consistency.

If you struggle with consistency- tell me what you struggle with the most, whether it’s lead generation or not!

But anyway, I struggle with consistency. I have my entire life. A lot of things come, some things, not a lot, but some things come fairly easy to me but only to a point, right?

So only to a point. So I get to a point where “oh, I actually have to put in the practice to get better.” That’s where I struggle- that’s where the consistency struggle, when it gets uncomfortable, when it gets where I have to put more work into it.

And so I’ve been trying to really figure out ways, in my own personal life, how I can up my game and in a lot of areas but right now it’s in Leads and Leverage and in helping you how can I up my game?

And then I started to asking myself the question- where are my gaps and what am I doing to stop the process?

Okay, so what am I doing? Because it’s me, it’s obviously me. It’s not anybody else’s job to make me consistent which kind of sucks because I’d really like to blame other people for it but it’s me, it’s me that does it.

And I’ll tell you right now, that having an “accountability buddy,” it doesn’t do anything because they struggle with consistency too. And it’s not their job to make sure I’m doing what I’m doing and it’s really easy for me to come up with excuses to them, etc.

So, I was really looking for those ways that “what can I do so that it’s easier, so that it’s faster, so that I just don’t even think about it?” which is one of the reasons why I really like the Five Second Rule by Mel Robbins which is one of the reasons that I like routines and processes and checklists!

We’re going to talk about this today because checklists help because when you don’t have to think about what you are going to do next or decide what to do next it gets so much easier. It really does.

The Creation Process

So today is day two of this and we’re going to talk about the creation part.

This is, for me, this is where I was struggling the most.

Now, I think, that a lot of you maybe even time block yourself and you’re like “okay, I’m going to do my lead generation now” and then you get there and you are like “okay, well, my desk needs cleaning.” So you clean your desk. And “oh look, my desktop needs cleaning” and “oh look, there’s a Facebook notification” and “oh wait, what? You need help?” and go okay.

Story of my life right now! It’s all the time!

So I’ve been working on it step-by-step, setting myself up for success. I will never be successful if I don’t actually set my environment up.

And people are like “well, your environment”, well you know “make your office pretty.” My office is not pretty but it’s going to get there but I’m thinking more along the lines of “I want things that kind of make me, rather than climb a ladder, I’m kind of walking down steps.” So instead of feeling like I’m climbing constantly, I want it to be easy so that’s what this four video series is.

Let me kind of recap what we have been doing.

Gather Up & Batch Your Content

Yesterday and because of that video interview that I did, I was inspired to create this for you so yesterday we talked about gathering, gather your data, set up your format, get your questions all set up.

Not all for the same day. Get the stuff that you need not just for the same day but batch that sucker, get a lot of stuff up there so that you just really have no excuses as far as “well, I don’t know what to say on that email,” or “I don’t know what to put on that postcard,” or “I don’t know what to go say when I go door knocking.”

Batch the suckers up! These is not script stuff. This is actually getting real world problems and questions and gathering them all so you already know what you are going to do, what you are going to say, how you are going to do it, okay?

That is the gather piece. That is the gather piece we talked about yesterday so you can go to yesterday’s video and watch that.

Creating The Content

Today we are going to talk about create! So it’s gather, create, repurpose, expand.

Now, when it comes to any type of lead generation, not just Facebook, That’s what we’re focusing on today not just Facebook, not just door knocking, not just direct mail, any type of lead generation – it has to be created. It has to be made.

And here’s the piece that I’m talking about – I’m not talking about the graphic design. I’m not talking about the layout where you can literally spend hours of your time worried about what your newsletter looks like or what your postcard looks like or that your video is perfect.

That’s not what I’m talking about. Some of that stuff you gotta let go.

What I’m actually talking about is the real content, the real stuff that connects you to people, the real help, the real stuff, okay?

So “the stuff,” that’s a great word for it, right? I believe every single business should be doing this. I’ve had success in multiple businesses, not just real estate doing it this way and I got to tell you – you need to do this.

You need to create content.

I know that we hear all about this “whole creating content, creating lead magnets, emails,” and we want to outsource all of that crap because we are all like “what does that even mean? I’m not a writer. I don’t want to be on video. What does that look like? I don’t have time.”

Raise your hand if you have said any of those, if you feel any of those or you believe any of those. Just click the raise your hand emoji that’s on here.

So here’s the thing- if you are in that cross, if you are in that realm, here’s the thing, if you are not out there intentionally creating and building relationships, your business will fail.

It’s that simple.

And what that means is that you gotta get “this thing” out there. It can be on a handwritten blog, it can be, it’s better if it’s on video, it can be on postcards, it can be in emails, it doesn’t matter but you cannot have someone else write what should coming out of your mouth.

Not at all.

That is sales crap and nobody cares about it. They don’t listen to it. We’re overwhelmed with noise! What we need is value. What we need is real relationships.

So how do you do that? You have to create content.

That’s what this four- part process is that I’m telling you. Yesterday was gathering the real problems that they have and don’t go to…. On that topic from yesterday, don’t go to Google and say “what questions do people have about buying and selling real estate?”

No, no, no, no, no. I want you to actually listen to your real conversations.

Record Your Real Estate Conversations

In fact, I thought about this this morning. I want to challenge you to actually use your phone and voice record every conversation you have, record the whole dang thing, every conversation that you have about real estate.

And then go back, spend some time and go back and listen to those recordings and listen to the questions that are being asked and listen and look for the underlying questions, the questions that they’re really asking that but maybe not asking, if that makes any sense.

Write Down Notes

Listen to what your brain is saying when they are asking questions. Is that a new question? For example I was here, I got to explain this and I was here, like outlining today’s, what I’m teaching you today, I was outlining it, right?

And as I’m outlining it, I’m like “oh gosh, you know I have this outline for my live streams. Should I share that today?” And I’m like “no, actually that needs to be a whole different video because I do, I have an outline so I know what structure to follow and I’m like “no, that needs to be a separate video so I’m writing that down going “that needs to be another video that I need to do” so do a video on the structure of your live video using my outline above. I just wrote that note in so I knew that I had a future training with you.

And then another one. I was on Live Streaming Pros. I was on their show and they were talking about transparency and authenticity with your audience. Are you going far enough? and I was like “ oh dang, I need to talk about that with my audience. I need to share that” because you know, we’re the industry of “transparent” and “authentic,” right?

We need to talk about that so I wrote that down and then I’m like also, they’re going through somebody trying to steal their content. I’ve got somebody stealing my content. And I’m like “oh, wow, should you be flattered when someone copies you?” I’m reading my notes right now.

That’s another video we are going to be doing, probably next week.

So you have all of these different things because you deal with it. As a real estate agent, maybe you are afraid to share what you are doing with other people because you are afraid that they are going to steal it and people can tell you all they want that people aren’t going to copy- they do, however, we are going to do a video on that.

But the point of this is to get you into the mode so that every time you have that thought, write that down. Everytime you hear that conversation or hear that question, write it down.

Use Evernote on your phone. Get an iWatch and use it on your watch. Use Evernote on your phone. They have a little voice option, use your voice notes, it doesn’t matter. And if you find yourself not actually transcribing or listening to those voice notes, send it to Rev or Speechpad and get the stupid thing transcribed so you’ll look at it and pull it out.

Where Are Your Stop Gaps?

You need to figure out where your stop gaps are, where you’re stopping the process from happening and that has been my goal this year to figure out where the heck am I holding myself up.

And not saying “well, I just need to do better in that or trying to get better” but “where I am holding myself up?” Can I outsource a piece of that? So for me “where am I holding myself up?” And it was like, “I’m not getting content created.” Well I know I can’t outsource that because I can’t have one of my team members come in here and try to build a relationship with you, for me.”

It’s not going to happen. It’s like being married and sending in a replacement. It doesn’t work. It doesn’t work. You can’t date somebody and not be there. So that’s what I’m talking about- you, as the agent, have to create the content.

Now, does that mean you need to sit down and spend ten hours a week typing out a nice, little beautiful blog?

No! Make it easier for yourself.

Here’s what I found for me- I found that gosh, I’m not getting my blog articles written, I’m just not doing it, but then I was like “what do I like to do? What seems easy for me? What do I enjoy? Well, I really like live streams!” I like the energy that I get being with you and seeing your comments and seeing your engagement and being able to help you. I like that.

So then I’m like “okay, alright, so here’s the thing. I’ll do that so I’ll start getting everything transcribed, right?” So then I went “okay, here’s what’s happening, I’m getting the transcriptions but I can’t actually put those transcriptions out because they actually do need to be edited.

They need to be shaped up. They need to be put into a blog post.” So I’m like okay what does that look like? That looks like I actually need to have a team member do those transcriptions for me. Long transcriptions, not short little things like I said before but long transcriptions so I brought on a team member.

Now let me tell you- we like freaked out just over a virtual assistant that is domestic because I want her understanding the language natively and I want her to understand everything that is going on so she transcribes it all for me.

And then what is my next step that I am missing from the piece I am doing? My next step is getting the blogs out and so I’m like alright, it just so happens that one of my team members loves blogging, like she doesn’t have to write any of it, she just takes it, make sure it sounds in my voice, adds the freebies that I give away to you and sets it all up with SEO for me.

You can get somebody from Fiverr to do that, so super, super easy. I was like “so where are my stop gaps? Where am I going?”

So that’s what this video series is. It is about getting past your stop gaps and figuring them out.

And actually, we should probably do a seperate video, let me write this down, on taking yourself out of your own way and what is preventing you from because we are going to do another video on that because it is so important.

It is so important that we look at this. And then not say well I don’t have the money to hire somebody but rather figure out what if I don’t have the money or the time right now to do this or hire someone else what’s another option. What’s another way I can do this? So finding a solution.

So, let’s do this. Gather, create, re-purpose and expand.

Today we’re talking about create. We are diving into step number two. So first of all, the very first thing, remember yesterday, you gathered all the stuff, so you spend a couple of hours, maybe even a couple of days, maybe even a couple of weeks, gathering dozens upon dozens upon dozens, a hundred or two, questions, thoughts, things that you want to help people with.

Things that drive you nuts about how other agents do something and you know you do it differently- share it! Share, like literally, share it! You need to get out there and share everything.

Outline Your Content

So the first thing is you need is to outline this content, so these questions that you have…the very first step that I do is I take a batch of them, and I will, I will literally go through and I will outline and flesh out until I’m comfortable enough to deliver my video or my live stream from it.

If you are going to write rather than do videos, outline it first, outline what are the things you want to use? What are the things you know you need to include? What’s different about what you’re including versus other people?

Are you going deeper than others? I go deeper than other people. I go deeper. I’ve watched my “competitors” videos and I put quotes around it because I really don’t feel like people are my competitor and I’m not a competitor to them because we just teach differently, we relate to you differently.

You and I relate differently to each other then someone else. We have different personalities so I don’t really feel like they are competitors but I look at people who do have some of the same content that I do and I’ve found that I just, I tend to go a lot deeper than anybody that I’ve seen for free out here.

I tend to go a lot deeper because there is just way more then setting up a profile. There’s way more than just making sure you have this. What does that look like? How should it be laid out? How can you leverage it? Lots of stuff on there.

Okay, Julie asks

what tools do you use to transcribe?

Well, I use a real human being who is on my team now. She’s a virtual assistant so that’s what I use. But you can use speechpad.com or rev.com. The thing with those is you’re still…it’s like AI, so you have to…well Rev is real people but you need to really, you need to go through and re-edit the whole thing which kind of defeated the purpose for me so I use a real human being that’s on my team now.

Iwona says

yeah, it happened to me, unfortunately I had a great idea and shared it on Facebook and boom…. Stronger real estate company jumped… I didn’t create a barrier to entry. Lesson learned.

Yep, yep, yep, that happens.

Be Totally Creative

Yeah, you can totally be creative. Nobody is my competitor. They might sell some of my same concepts or teach some of the same stuff to some extent, but they still aren’t a competitor because they have a very different style, a different vibe about them, a different energy about them. They have a different reason as that they have their business. And so they are just not..

It’s why there is a Burger King and a McDonald’s and that’s why Del Taco sells burgers and that’s why there’s Wendy’s and so many different fast food places because people have different things they like, different things, you know what I mean?

Anyways, okay, so outline your content and flush it out until you are comfortable enough to deliver from it. Whether that’s on video live or a video recorded or written. Just outline it.

Use A Spreadsheet

So what I do in my spreadsheet is I throw in my notes. Remember yesterday about the gathering. I throw in my notes and then I go through and I am constantly outlining.

So what I did before I started my big August challenge, to stock myself up, I went through and outlined a minimum of something like twelve to twenty different video topics.

The thing is that, as I started doing videos for you, you asked for other topics so I was like “Yeah, i’ll do that right now. Boom, I’ll do that right now. You got the answer to that question, boom, boom, boom.”

So I still, I probably have forty or fifty things outlined, lightly outlined and then I pull them into the five for the week so I’m doing five a week. You don’t have to do the five a week but for right now I’m doing five a week and I am going to back off, absolutely I am going to back off, just not yet but I’m doing five a week right now and I go through and make sure that I’ve got five outlined for each week.

Now there are some mornings where I am literally flushing it out further right before I go live. This morning was one of them because I already knew this content really well and I already knew what I was going to do and I already had my outline from my interview so you know it was a little bit easier this morning, a little more last minute this morning but outline it and flush it out until you are comfortable enough to deliver it.

Schedule Your Live Or Video

The second step in this is to schedule your live or your upload for the same time, same day, every single week. If you are going to send an email- same time, same day, every single week. If you are going to do direct mail, this one is a little different but every two weeks.

You need to have consistency in the schedule and you need to live and treat it as if it were the importance that it actually is. You need to honor it. It’s an appointment you absolutely need to do.

Here’s the thing that I said earlier, that the whole consistency thing and having an accountability partner and blah, blah, blah is rubbish- here’s where it is not rubbish. If you tell your audience I told you that I’ve committed to you and I say it over and over again, I’m going to be live every single week day at 10am for this month. We are now in September for this month.

I’ve now told you, I’ll just tell you right now, that knowing that I’ve told you this and you are expecting me there and you’re here with me, I’m going to show up because you’re now an appointment on my calendar.

If I just told my accountability partner and I didn’t put it as an appointment on my calendar, it wouldn’t happen and I know this because I’ve done that for the last several years. I’m like “Yeah, I want to go live, I’m going to go live when I want too, I’ll go live whenever.

I don’t want to be constrained.” Yeah, it was very inconsistent. I deal with that inconsistency thing. I deal with it every stinking day.

So outline your content, schedule yourself and deliver, deliver. Get it out there.

Stop Using “Perfectionism”

Stop using “perfectionism” as a lie. It’s a lie. It is a lie. You’re not a perfectionist, you are a freaking coward. Yeah, absolutely, calling you out on that, calling me out on that

When I’m saying “it’s not good enough,” or “it’s not perfect enough,” that’s coward. That has nothing to do with perfectionism. It has everything to do with you’re scared to crap to get this out there.

Yeah, I went there because it’s true, it’s true. Your head might be saying “No, it’s not true,” but yes, it is. I challenge you to get it out. Get it out. It does not have to be perfect. It just has to get started. Get it out there.

So number one, outline, number two, schedule, number three, control your outcome. Control your outcome.

A lot of you get notifications. If you are on #RIBBIT’s list, if you are on our Messenger list, I’ll send you a message via Messenger and let you know when I am going live so you can join me live because I love having your questions, I love engaging with you, I love talking to you so I can’t do that when it’s not live and if you’re not here, right?

Control Your Outcome

So that’s why you need to control your outcome! Send an email to your list. Send out messenger. Schedule it! Use a program like BeLive.TV. Use BeLive and schedule that live stream because then it does a countdown, and guess what? You gotta be there because everyone else is going to be there, absolutely.

You need to control your outcome. Don’t just, don’t just go live. Now I’m not talking about just your general lives, general videos and stuff like that. I’m talking about your everyday, I’m sorry, same time everyday of the week, every week. This is the consistent stuff.

Here’s the thing- Facebook says they wants episodic content that creates meaningful engagement. Episodic, that means, hello, Friends, people, people who watch Friends tell me, what day of the week and what time was it on?

Friends has been playing for how many years now, eighteen years I think but tell me what night of the week and what time Friends was on TV. I still remember and it’s been well over a decade, fifteen years, whatever, since I watched it but you know it.

That is called “episodic content.” Same day of the week, same time, every week. I knew when it was on and everybody wanted to be on right after Friends because everybody knew, everyone was on Friends, right?

So tell me, come on and what station? Thursday night at what time? It was the Peacock, NBC and Thursday nights, 8pm, oh yeah, that’s when it was! Like, I know that that’s horrible, but anyway, that is episodic content, that’s the point.

Anyways, so control your outcome. Get people there. Schedule it.

Use A Checklist

Number four- use a checklist! Like seriously, write yourself a checklist for everything you have to do. I am getting to the point where there are checklists all over the freaking house. Like, all over.

I have a checklist for when I wake up in the morning. I’m creating it, it’s going on my mirror because I want to stop thinking about what I need to do. Brush my teeth, fix this, what do I put on my face, etc. I don’t want to think about it. I want to have very few decisions. I already prep my clothes a week at a time, literally, I know what I’m wearing the next five days and I just take one set into the bathroom every single night so it’s there in the morning.

Use a checklist. Make life easier for you.

I’m going to challenge you on this so outline your content, schedule your live, control your outcome by inviting people and then use a checklist.

Now, I’m sending this checklist to you, the top half of it, the bottom half will be tomorrow. I’m sending this checklist, it is my Facebook live stream process but I basically want you to see.

It doesn’t have to be Facebook Live. You can do this for anything. I want you to know what you need to do before, what I have created for myself and it’s not going to look the same for you, maybe it will, I don’t know, but here’s the thing- I have on here “Okay, here’s my topic, I need to outline my content, I need to create a headline and then I need to get the verbiage together for messenger and email to announce it.”

So then I get those pieces together because then there’s nothing stopping me from sending out a message, there’s nothing stopping me from sending out an email. It’s all there, it’s all ready. And then I need to schedule it and then I need to add this, this purple thing, that’s right here, I need to make sure I add it, I forget to add it, I forget put it on my checklist.

Basically, eventually what’s going to happen is a lot of this process is going to be set up by somebody else. Eventually, I’m going to look and go “what of this can I realistically have someone else do without them having to wait on me?”

That’s what you need to do. You have to use a checklist. Use a checklist.

So let me just go ahead and walk you through this again- first of all, there is four main steps to a business growth system to your real estate lead generation.

Gathering your data so setting yourself up for success. Creating your stuff in batches, batching your outline, creating your content, etc. Repurposing that, that’s tomorrow’s! And then the next thing is expand, expand. We’re going to do the ad strategy, right?

Okay, so today is step two which is outline your content, schedule your live, control your outcome, invite people and use a checklist.

I cannot tell you, like you’re going to have checklists everywhere but literally, if you don’t have to think about it….I have a checklist for what I need to do in the morning like exactly “feed the cats” and exactly what I have to do to feed the cats because our cats are not just Kibble’s, it’s other stuff. Take the dog out to go potty, water the outdoor plants, pick up the plums. We have plums dropping right now so I added that to my list so different things, go walk for ten minutes in the sun. I have that on my checklist for my morning routine because I need to get in the sun.

I just have all of this stuff on there because I don’t want to think about it. I don’t want to make decisions and if you have read anything or listened to anything about the big guys, the high performing athletes, the high performing business owners and CEO’s, the fewer decisions that they have to make leaves them open to being able to make decisions on the road.

Your body does not know, your brain does not know, super easy coffee choice decisions from Hello, should we spend a billion dollars doing this decision? It doesn’t know that. And you only have so many decisions you can make in a day. This is not about willpower. This is about what you’re using it on.

Alright, so that‘s all the four pieces.

Do me a favor….what was most useful for you today??? While you are doing that I’m going to go through the questions and answer as many questions as I can.

Q & A

So Pam says

Batching has changed my life.

Batching is insane. I love batching stuff like as much as possible. There’s some things where you know, I can’t go on video for more than a few times in a day, especially longer videos because I lose my voice.

I talk too much and it’s because I don’t use my voice correctly and you would think I would because there is like a voice coach living in my house but I still don’t. And so I can only do so many, but still! I can’t batch a live stream but I can batch everything else. I can batch all the content. I can batch all the prop stuff. I love batching.

Joan says

“Batching lists, yes, need a process checklist”

Absolutely, go check your messenger, it will be there.

Julie asks

Can I download these checklists from somewhere other than the list sent by #RIBBIT?

Yeah, actually, Julie, for this one I don’t actually have this created for members but I absolutely can so if you’ll just put a comment inside the members group, we’ll switch this over to an actual forum for members to download it and we will put it with the live stream training that we have in there as well. Just make sure that you tag Charis for that and I can make sure that she gets the stuff for you.

Iwona says

I don’t know how to put this purple thing in

.
It’s called using Belive.TV so I’ve used that software, it’s like $15 a month, I think, something like that, it’s really cheap and I use that software to go live so I can schedule my live streams and I also use Ecam and a few others but this one is super easy, super fast, but you have to do it from your desktop.

You can not do it from the phone so I don’t schedule live streams if I’m going to use my phone. If I know I’m going to be out somewhere and I have to go live from my phone, I don’t have all of the creative stuff. Although now there’s Facebook Creator Studio. It’s an app you can get. They’re starting to add that kind of stuff like on there so you can do it on there as well.

Julie asks “

what tools do you use to transcribe?

I use a real human being now.

Sally says

I’m Miss Short-Term Memory.

I know! And then you’re like, if you get interrupted for any reason, whatever. I just like checklists, because I can just go through and then I don’t have to think.

It takes me less time to recover from an interruption, etc.

And like Sally said, the struggle, this is big. “The struggle is real to be consistent on ALL LIFE LEVELS!!”

Absolutely,and so we are setting ourselves up…all of this process, to help set us up for success so that we can be consistent, because they’re not, you know the people who have really, really done this really well…..You look at what Tony Robbins or Brendon Burchard or any of these people that they’re all men, that’s not a thing, it’s just like “where are the women in

Anyway, so they are not all consistent because they are super-human and they have super-strength. They are consistent because they create lists and routines and get themselves consistent so that’s huge. That’s a huge

So anybody who requested the checklist, please go over to Messenger and respond to #RIBBIT. You actually have to type something into #RIBBIT to get him to send the right list to you. I want to make sure that you get the right

Mila says

can you send me a message on the benefits of becoming a member of your subscription?

Actually, secret little entrance here, LeadsandLeverage.com/membership. Got a whole bunch of stuff on there and a boatload of testimonials, people’s stories, what they have shared, what they have learned, where they have gone come from, from unknowns to celebrities, etc.

It’s all on that page LeadsandLeverage.com/membership. And that is a quiet opening because we don’t officially have it open it yet but you can get in on that link.

So name for the video program, Maria, is that what you are asking? It’s BeLive.TV and I think you can use it free for a couple of videos. You can try it for free and then you can go on and I love it because it actually allows you to bring on….I’m just doing solo ones but I can bring on guests, I can bring on like four people, kind of like Blab used to let you do if you know about Blab, etc.

Sally says

what was the name of the Facebook app you just mentioned?

I think it’s BeLive.TV, is that the one you want to know? Hopefully it is. Let me know.

Let’s Do A Quick Recap

Alright so let me go through this really fast- this is step two of your lead generation. You need to outline your content from yesterday, outline those questions, flush them out until you are comfortable to deliver it.

This does not have to be perfect, this does not have to be a whole long thing but outline it. I’m a bullet point person. I do bullet points so outline it first.

Then schedule it. Schedule it and deliver it. Schedule it. Tell people. No, tell the people that you’re going to give it to or do it for. Tell them. Don’t tell your colleagues, don’t tell someone you think you are going to be accountable to, literally tell someone who is going to go like “where were you? Why didn’t you show up?” That’s who you want to tell. Schedule it. Let them know and deliver it.

Control your outcome. Make sure you drive people to that video, to that live stream, whether it’s live or recorded immediately so when you schedule it, then go ahead and then you know, if you have a way to email somebody in your email list, set that up and give them the link directly to that video.

If you have a way to send them messages do that right to the video. Just control your outcome. Don’t wait for Facebook. Control who comes and who visits.

Number four, I should probably do a whole video on using a checklist why you cannot live your life without a checklist. That actually wouldn’t be a bad idea, I will have to flush that out, hang on, I’m putting that in my notes, about “why life without checklists is meaningless.” That’s a funny title. Okay, excuse me, I think that’s a funny title.

Alright, again, what was most useful for you? Love this, you all have been amazing today. Just amazing. I love your energy and I love it when you are engaging, etc.

And do me a favor, the one thing you can do for me is just to share this and invite people to our daily show. That is huge for me. That helps me. I want to get out there and help as many real estate agents as possible and that’s why I’m doing these daily live shows, okay?

Should we boost our scheduled live?

You cannot actually boost a scheduled live but you can boost it after the fact, and yes, you should. You can’t boost before the video is done. They won’t let us.

I want to change the industry. If you are sick and tired of being sick and tired, of the smarminess of people failing, I mean, 87% of you are out of the business in five years or less and then of the 13% who stay in, they are out in the next five years. So it’s like very few stay in and it’s because of what we are taught, how we are taught. We are not actually taught in ways that are beneficial and that work with our personalities.

Most of you are “S’s,” and “I’s,” and “C’s” on the DISC scale. If you know anything about the DISC scale but everything is taught for a “D,” everything is success is seen only “D’s” after the rest of the population. Well, most of you are not “D’s!”

Thank you very much. Thank you so much for being here and I will see you tomorrow for number three, which is the big strategy. This is where you are going to leverage what you just did, what you just created. We are going to leverage it. We are going to repurpose it all.

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