 Okay, so this, this was the magic. This is the magic and this was the, this is the foundation. It's all about the intro video, right? So now, unlike your other videos that you have on the business page, all of those videos were just posted organically, got a few views, and that's about it. And so now, from this point on, and so now, yeah, from this point on, whether it's, whether it's going to be organic because you do a lot of video you post a lot of organic video and that's cool. But what I would recommend is now narrowing it, narrowing it in to just one person. Right now we're just targeting the homeowner. And in two reasons because one reason it makes it easier for you to think of content. Now all I gotta do is think of content around the around the homeowner. I don't have to think of all these random real estate tips and tricks and strategies and all these different random ideas that people have when it comes to real estate there's so many different things you could talk about. You know, most rotors are bringing all this random content to social media, and it's not targeting anyone it's it's just talking all real estate related which is cool, but it's too general. When it comes to marketing, again, whether this it's organic or an ad focus in focus on one person, and it's super simple, the homeowner, we now have a seller guide. We all keep pumping out these videos whether it's organic or ads, and now we're targeting one person, the seller. Right now we have something to offer the free PDF. So, so here is where it all starts. This was the intro video, our whole objective with this is to run it to our local area, get thousands of people to view it, and then take, take the percentage of the 11,000. Put it in an audience and continue to retarget them. There are people who live down the street. Right so literally, literally physically down the street. So now we're going to take the audience and we're going to say hey Facebook. Here's an audience of 11,000 people out of the 11,000 people X amount watched, watch that so that's a that's a 54 second video. We're going to tell Facebook, this is an audience. 54 seconds 11,000 views out of the 11,000 views, there were a percentage that actually watched it for 30 seconds. Not everyone watched the whole video, the 11,000 viewed account at the top right 11k. That is a count off of off of 50 off of three seconds so once someone sits here and watched it for three seconds. That's why you see in the top right 11.4,000 three second video views. So if you count 11k, that happens off of three seconds. So, so, so, so 11,000 people for sure watched it for at least three seconds. But how many watched it for 20 seconds. How many watched it for 30 seconds. Right, not everyone watched it for 54 seconds that number is going to be smaller than 11,000. Even those who watched it for 22 seconds would be smaller than 11,000 right 11,000 watched it for at least three seconds. But the amount of people who watched it for maybe 15 seconds is probably less than 11,000 for sure. But here's my point, whatever it is, we're going to take that audience. So for example, we would take the audience of those who watched it for those who watched it for 30 seconds, we're going to put them in an audience if we didn't already which I think we did though, I think we did and that's good. So what we're going to do now what I'm going to show you now is how we take that audience, and we, we now scale it we now tell Facebook hey man, here's, here's a few thousand people that watched my video for 20 seconds. Go and find me 300,000 more people Facebook that look just like them. And now that's when we go into add number two let's call this at number one. That's when we now go into add number two, talking to the homeowner offering the seller guide. But now that's when we have a group of people hundreds of thousands of people that we can now target because Facebook knows our ideal client or not ideal client but they know our ideal viewer. The viewer is the person who sat here and watched it for at least 20 seconds, not three seconds that's 11,000 people that watch it for three seconds I don't want all 11,000 nor do I need all 11,000. I need the people who watched it for at least 20 seconds. And let's call that 6000 people. Okay, so 6000 people watched it for at least 20 seconds. That's what faith that's what we want to tell Facebook right now that's what we're going to set up we're going to say Facebook here is X amount. Go and find us more. And that's when we go into at number two, which could be all these pre these videos that you already have made right you have a ton of them that already made. But whatever it is, it's at number two. And that's when we now start going for leads. So, so now let's so let me take to the setup because this part so so important and this where everyone drops the ball. Let's open up another tab. And let's just go straight to. We have our bookmarks right there at the top FB business manager the folder so just open up another tab, open up another tab now open up another tab. Hit the plus sign open. Yeah, open another tab go to your folder and go to. Let's hit our folder what do we have in the folder the book the FB business manager folder right at the top bookmarks. So in here, you can go to custom audiences perfect so go to custom audiences. Okay so in here. I'm pretty sure we already set up the audience of the intro, which is, which is which one was it was intro video at the top one intro video 25%. So perfect so we have that video intro video 25%. So again, 25% of 54 seconds. Right so 25% of 54 seconds is what is is a quarter of 50. 15. About 15 seconds. Yeah. Yeah. So that's my point. That audience are those that watched it for at least 15 seconds now if 11,000 watched it for three seconds. It's safe to say that in and we can know the exact number I can we can go and look at the exact metric but I'm metric but I'm just giving you the overall general example and this is as basic as it is. 25% those that watched it for at least 15 seconds. Let's call that a group of 6000 people. Right, so now we're going to take that audience of let's just say 6000 people that watched it for at least 25%. We're going to now take that audience to Facebook and say hey man here is a group of people on a silver platter, go and find me hundreds of thousands more that look just like them. Let's turn to what I'm what I mean by look just like them. Same buying patterns, same clicking patterns Facebook knows everything we're clicking on. And they really they mainly know it because every website nowadays has a Facebook pixel. So if you're building a website or if you're putting together any landing pages in 2022. You at least know of the Facebook pixel, and you at least have your pixel on that even if you're not running ads, you, you at least have your Facebook pixel. And if you have a website today and you don't have a Facebook pixel on it then you're really, you're really behind times. But most people that have a website even if your broker is providing your Howard Hannah website, the whoever is building that website, they have a pixel on it. So again, that that's what most websites have most landing pages have that's how Facebook has so much data, they know what everyone's clicking on because of pixels. So here, again, all we want to do is show is tell Facebook here is this group, go and find us more that resemble them. And here's how you do it so check the box to the left of intro video, check the box. And now we're going to simply, you can click on those three dots right at the top. This is how you create a look alike audience based on the 25%. So you have look alike but you're in housing you should have seen a different option click on the blue create audience button. There should be a yeah there we go so special ad audience. So come down to that one special ad audience. Again, I know I've already lost you, but but but but if but try to try to really understand this basic part hit continue. All we're doing is now taking this group, which is again less than 11,000. Let's call this just a few thousand. But as long as it's a few thousand that's all we need 3000 4000 of the 11,000 whatever we just need a few thousand to make this happen. So here we're going to select your source so check the box. At the top select your source and come down to the the intro video the 25% so it's going to be that one. And then the audience like your audience location just put United, you can only go by by region or country so click inside that box and type in the United States. Okay, so now just hit the drop down United States. And so now, get away from there so click away from the drop down. Yeah, okay so now the number of special ad audiences we want three so hit the drop down of one and come down to three. So we want, we want. So these are the three audiences 0 to 1% that's one audience. So again, based off of the criteria, 25% of a 55 second video or 54 seconds whatever it was. So here we have data, a few thousand people where we're giving it to Facebook, and now Facebook Facebook Facebook's going to show us 2.7 million more. Now this is nationwide but once we actually go around the ad and we type in your local area. That's when Facebook then narrows it into that local area so it might not be 2.7 million 0 to 1%. 2.7 that's how many people resemble this group of people in the country. But again, once we get to the targeting is going to be smaller than that so let's just call it a few hundred thousand. If I can if I can tell Facebook hey here's a few thousand of these people watch it for 25%. And then Facebook goes and show and go and finds me 300,000 people that resemble that them that look that are actually in my local area. So let's go out. Then from ad number two and on we target that audience, because Facebook has already worked the algorithm, Facebook has already worked at all, and they found our ideal audience, based on our 25%. So base within that base within that mileage from based on based on my research. Exactly. Yes, yes, we're only targeting our local area. So this is how you scale Facebook ads. This is what most don't get to most just run an ad will capture lead and think they know Facebook ads. No, you don't. There's so much more that goes to it, but it's simple. It's simple. It's just a few buttons that we're clicking on here. It's simple. And then once we really set this part up we then, again, this becomes the targeting. We target our local area, and we also include this in the in the targeting as well. And so we have three audiences that we're creating one is zero to 1%, 2.7 million. And then the second is one or two and then the third is two to three, three different audiences so go to create audience. Hit the blue and create audience. And so now we have literally, it's going to be hundreds of thousands of people that that that end up fitting this criteria refresh this page just go and refresh it at the top just hit the little arrow. Yeah, there you go. And then we'll see it here. And these are our special ad audiences. So those are all ready to go. So now, now, and we don't have ad number two ready just yet. That's what hopefully we're going to strategize about today. But here's how you would target it. Here's how exactly you would do it. Click the three lines on the top left and go to your ads manager. So three lines, right at the top left and go to ads manager here. The three lines to the left right below here. Yeah, click on as manager. Okay, so now here's how you do now we have the audience is set up right we have the audience is set up so now click on the green create button. And so now as we go to the setup of the ad and access out real quick close out this little window here in the middle. Just hit X real quick. And as yeah, click it again, click the X, close it out. Yes. Yes. So as we go through what I'm going to show you when you click the green button, we're going to the setup of an ad. All we're doing is going through these tabs. Okay, so campaign. This is one tab. The middle tab is ad sets. The tab to the right is ads. Do you see that three tabs. Do you see that you set up. So the campaign is where we choose the objective conversions. And then and then we also choose to special. Yeah, so all I'm going to do is take you to the three we're going to go through the first two, just so I can show you how to target these audiences. But, but that's all we're doing is as we click the green button we're just going through these three tabs. So click the green button. So campaign is choosing the objective. So 99.999% of time in fact 100% of the time for ad number two and on its leads. So you're going with leads, and then click continue. So campaign. Yep, this first tab is choosing the objective, which is leads, and then choosing the, and then hidden the dropdown which is special add categories hidden the drop down there for categories, and going housing. That's it. That's step one, the campaign tab. That's it. Then you go to click the blue button next, and then you go to the second tab, which is the ad set tab. In the ad set tab. This is where you choose your budget. This where you choose your audiences. This where you choose your targeting. This where you actually put the conversion event which is the pixel. I mean, excuse me, which is a custom conversion pixel is Andrew gold realtor there's your pixel. But then the, the, the red box at the bottom that's where you choose the custom conversion, which the custom conversion is your thank you page. That's what we set up under custom conversion so if you click inside that box the red box conversion event. It's a custom conversion. Click inside the red box. Your custom conversion is the one you created. Well we created, but it's a seller, it's up, you just passed it so go back up. It's the, it's the one that you typed out which was seller guide leads, go back up seller guide leads. That's your thank you page, you probably don't remember us setting that up. But, but, but that's, that's our thank you page. You got two pages right the opt in page the landing page and the, and the thank you page. Here on the second tab, the ad set tab. This is where we would put in our custom conversion. That's it right there. We make sure the top says website so scroll back up to the top real quick this bubble is website so we're good there. We scroll down. So below conversion event we scroll down this where we're going to also choose the audiences, choose the targeting choose the budget that's all done on the second tab. The second level so scroll down below conversion event you got, you got audiences. So, where did it go where where's your scroll scroll down, yes scroll down. So you got you got right, you keep going show more options. So click on show more options. And then keep going down lower. So the budget and then you got your audiences right below the budget so the budget. You'll always want to start the ad the next day always try to set. And again, don't worry about trying to master this this is what I'm here for I'm going to continue to coach you and teach you until we freaking get this thing down down. But, but, but this is where if when you're running ads let's say for example you're on your own and, and you're set up this ad. So if you set it up in the morning time, then set it for the next day at 6am. Right so if it was actually 11am your time right now and you were doing this, set the ad to start the next day at 6am. If we're already at 330 ish and it's already way afternoon your time, then set it for the following day at 6am. So it would go out on the first at 6am for example. Okay that way you get Facebook plenty of time to approve the ad. So you scroll down so if you scroll down. Now we have our audiences. Now we have our audiences so if you click inside the box, search existing audiences. This is where we have our look alike audiences which are your a K special at audiences. So this is where now. And this is this is a part of testing as well so when it comes to Facebook ads is not like you can put out one ad and all of a sudden you're going to generate a shitload of leads. There's testing, testing one form of testing is testing audiences and seeing okay in this one ad maybe we put all three of them. And then a second ad maybe we only target one of them. Right and then and then the third ad maybe we maybe we only target two of them. So it's a form of testing your testing audiences to see which audience pops, or your testing videos or your testing images. Really, those, those are really the only, actually, you know, that's the only testing you're going to really do two types of testing, testing audiences, and then testing videos. Right, so the strategy that I'm really trying to give you is, is, is, is two videos a month. Post one video, let it run for 15 days. Post another video, let it run for 15 days. I really believe two videos per month to video videos per month will will will outperform and outdo all the organic posting that you're doing right now. So if you're doing Instagram if you're doing tick tock if you're putting these videos on your business page and you're just posting them organically, you know, up there to ads a month would replace all of that, like literally, literally all of that. And then you just do it. Yeah, you run one video at for 15 days. If it's not, if it's not generating leads okay well then cool we have our second one ready to go on day 16. And that's that's the only reason why you'd run another another video on the on the 16 day for example it's the only reason why you'd run your second video. For example, is if the first one wasn't wasn't working. No big deal. It's part of testing. So again, two forms of testing are your audiences, seeing which audience is the one generating leads. And then and then seeing what video is the one generating leads if video number one is starting to really take off and we're on day 13 day 14 day 15 and now a ton of leads are coming in from this one video ad. Okay well then leave it on. Don't run the second one. We don't need to run the second one right because it's how you felt about this first round. No, the first one was not a lead ad. We'll get to that one, but the one that we went out the one the video that we first ran that got 11,000 views. That wasn't a lead ad that was simply brand awareness the only reason why we did that was to get the 11,000 views. Okay, so we can then piggyback off of that data. Now when we go run at number two, now we're going for leads. Yes, now we're going to start looking at cost per lead and start generating leads. And that's when earlier on. I'm trying to really recommend, go all in and only target the homeowner with content whether it's organic or ads, we're only looking for the homeowner I am not educating anybody else on purchasing or any of the other random real estate stuff. That's just my recommendation you can do whatever but but but but but I want to do what your plan is. Yeah but that's that's marketing right is now we're targeting one type of person I have an avatar. And even in my business to really really keep it real with you Andrea, you are my avatar. Like you are literally my avatar. I don't work with many men. I don't work with people under the age of 2599.999% of my clients and this has been this way since 2016. And I have hundreds of clients I have hundreds of Andreas 99.999% of my clients are a specific type of person. They are the Andreas. They are the Andreas. They're not the young 24 year old real estate agent who knows everything about social media. And she's tick talking her ass off and she has 300,000 followers on Instagram. That's not my ideal client my avatar is the Andrea. So, because I understand marketing and I understand going after one type of person. Same thing with real estate. And again, as I mentioned every rotors talking everything under the sun when you don't need to be go after one person. Right so so so. So now now you have now you have that avatar now you have that that ideal ideal client. So now just comes out of testing it comes out of testing audiences it comes out of testing videos and and and just let and continually to stay consistent. But this right here, those are the audiences that that we would target so we would target, we would target all three of them in this one in this one run, maybe on add number two, we only target one of them. So what you're going to do is, for example, click all three of them put all three of them, all three of them. And then in this one this one and this one, click all of them shift you all one by one if you need to do all of them. Oh I see. And so, and so that would be one form of testing so at the very very top I would give it a name so scroll to the very very top. I would title each step. Right, so we want to go through each step and entitled this right here on step number two, and all I do is I give it a brief description of what I did in this step. So take away new leads out set delete that part. Here, I would put, I would put targeting three special ad audiences targeting all three special ad audiences, right targeting targeting three. So add audiences, and then and then and then I'll put dash, and then I would, and then the actual location so so down below. Once you go down below the audiences so go back down because you'll come back up and add another word to that title and you'll add more to the title as we as we really finalize what we're going to put down here. So what we did so far as we we got the conversion event that's cool we got the website that's cool scroll down. And then we got the audiences we put the we put the special ad audiences and so that's cool, and then scroll down the daily budget whatever the budget maybe right 13 bucks a day or whatever 13 bucks a day. Maybe I might put 13 a day in the title at the top as well. Right. And the only reason why again I'm putting a descriptive title so when I look at the ad on the dashboard. I don't know exactly what ad that is. If I don't label that if I don't put a good title, I won't know exactly what happened within that ad and I have to click to come into it at the look at it. And no one has time for that. I want to just glance and see a title and know exactly what that is. That's the only reason for the titling at the top. So but the scroll down so now we now we have our audiences we have our special ad audiences that's our form of testing we're going to run this ad and test those audiences. And the locations, that's when I would come down the locations I would click edit over the United States, click on edit, and then X out the United States, and put in the one the one address that we're going to be targeting the local address. So when it comes to taking over your local area, I would either put in my physical address, or maybe the physical address of the office. I would down search, search locations right above the map. Search locations. Okay. Rouse search locations is click inside. Yep. And then just type in whatever. So whatever wherever you're targeting stick to that targeting. Right. So, so wherever you targeted for the intro video, we got 11,000 views on that first video. Right. Where did you target that that first video was that's my offices. Was it around your physical address or was it around a city Mac Macedonia. Mass Macedonia or whatever, how do you pronounce or Sagamore I mean, they're within five minutes of each other, whatever, whatever, whatever, and whatever it is stick to that targeting. So don't put one word here and one word, a different word tomorrow like one keyword because we want to really penetrate the exact location on every app. That's the key. So if anything you can go, we can go look, why don't we look, let's go look, hit the X and top left X out real quick. Top left here. Yeah, Excel, and then come back to, yeah, Excel, and then just hit close. And then come to that first add our brand awareness so click on, click on campaigns the tab click on the actual tab campaigns. Yep, that's the tab. So right here. So the second one down intro video awareness. Check that go to go and check that box to the left. Let's go into this one real quick and uncheck the top one uncheck the top box. Okay. And then click on the middle tab. So once you check the box. Now we now we're controlling this one at the intro video awareness. So let's click on the middle tab. And then right here. I want to be able to look at that title and know exactly where I'm targeting. Right. I put Cleveland. Exactly. So, if you didn't put that then we'd have to go into edit. Watch, under the title click on edit CLE 30 miles click on edit below the title, edit. So if you didn't describe it there, we'd have to come in here, scroll down, right and this is already time consuming. So, so that's my point on a descriptive title. So we don't have to come in here but but just scroll down to the map anyways scroll down the map. Was it Cleveland is that what you typed in is that we actually typed in was right here right here. So I know you titled it but scroll down to the map. Is that what you actually typed typed in right let's see. So scroll down the map keep going. So right here up at the top go back a little higher. So right here yeah you went Cleveland, right so you went Cleveland 30. That's my point so whatever you go with stick to it. So this second one is not Macedonia, or whatever it's Cleveland, it's Cleveland 30. Right. So, we'll got this. So, so now let's just go back so unchecked. Yes, go back in and edit. Yes, go back in the edit. And so over here. Yes, so now you would just scroll down and Cleveland 30. And again you can change it for sure but whatever you change it to stick to it like from this point on you know, don't don't go one county or one city or different one tomorrow, you know next add stick to the same one. Same targeting so locations right here locations. So down locations right here locations, edit locations. And when you hit that drop down hit that drop down again. When you click that drop down there's these four. No the drop down people live in this location. So there's four different criteria. Yeah. So, so these are all four different types of people really right people living in or recently and people living in people recently and so people traveling. It's like almost hurts my head. Well, I mean if I was reading again a real estate book, I probably fall asleep myself. So, so yeah I mean, because you're not in this every day it seems like foreign language. Yeah, really simple like it's just basic sense, you know like, and it's the same thing so you're not going to be changing a lot of the stuff on every ad anyways, you're, I'm telling you to stick to the same location, and target your audiences. And that's it. You know, so here, same thing here. So we're going with people who live in. Yeah, people living in this location so that's that that from this point on, that's the only thing you need to do. That's it. So people living in this location you're targeting happen to be Cleveland so you type that in there. Put in 30 miles. No, type it to a whole word and you got to type it in and click the drop down. So keep typing until you see the drop down right there. Actually, that's Georgia. So, keep type right there so there's Cleveland and then you put the number 30 hit 15 miles hit that drop down. Hit type in 30 type in the actual number 30 and then click on enter. And that's it. That's how you create. That's how you run your first. That's why I truly believe every single rotor for sure, but every local business owner. So first, the first ad that you run to your local area make it brand awareness. And in this case we introduce ourselves. And again, I could have been the local plumber the local dentist the local dry cleaner, pulling out my phone introducing myself. Hey friendly neighbors, we're the local business here in X city, blah, blah, blah, right that video could have been done on any business. That's the first that I recommend, because what we did is we got the data right now we, we got the 11,000 view count. We created it into a custom audience, which was the intro video 25%. And then we took it a step further, and we created a special ad audience which is a lookalike audience. So it's special ad for real estate and then it's just a lookalike audience for everybody else. But that's when you now get access to more data. Now, now you leverage Facebook to go find you more people that resemble your custom audience, which was again the intro video 25% that was custom audience. But again, all we did we took a step further. And we created the lookalike audience. So that's when you now are able to target hundreds of thousands of more people. And now now that's when we're going for leads. If you're selling stuff online that's when you could be going for cells. Right is is is now now you're in position. So, now, any any questions on that part right there. I know that was a ton and I know that's a whole nother Japanese language for you. I'm getting more we do it I'm getting a little bit more but I'm, it's still like a foreign language. Yeah, don't worry, we'll get it but that's how you create a special ad audience around real estate and a lookalike audience for any other business. That's how that's how you scale Facebook ads by what we just did creating these audiences.