 Okay, so here's here and what I'm gonna do is I'm gonna kind of huh I'm gonna I'm gonna point this 99.999% on real estate and real estate agents but also it's for everyone like it's in general any small business owner here's what most most try to do and let and here's the newsfeed so let me refresh this whether you're looking at Facebook from your computer whether you're looking at it from your looking at it from your cell phone it's the same thing as we scroll to the newsfeed the middle section so let's just scroll through and see what our friends are posting and see what what's going on and then let's see when we come across a sponsored ad so here is let's scroll down there's okay so here's a sponsored ad okay perfect now again it could be real estate it could be whatever but let's let's in this case let's talk about real estate let's let's let's assume this was a real estate agent right here okay here's here's one huge reason and there's two reasons why ads don't work for real estate agents or for any business in general reason number one is most people they'll try to run ads look at this is the business page so this ad every sponsored ad it comes from a business page so when I scroll over this business page or when I look at this business page I see family love automatically there's really no connection unless unless I'm a loving type of person but when it comes to Facebook what we're used to looking at psychologically is a name so as I scroll through I see Julie as I scroll through I see Stephanie as I scroll through I see Leandra right we're used to seeing people's name that's social media but when people start to run ads they start to get creative with their business page and they'll name it something different which automatically psychologically makes me know that that's an ad that's problem number one problem one most people don't even put their their name right here and the name the reason why that's important is because it has to blend in as we're running ads it has to look like a normal post from my friend it has to blend in and the moment you change that to some business name it doesn't blend in anymore that's number one that has to be her name number two what a lot of real estate agents do is they'll run ads on just a house or they'll run ads on something very generic as I told you before actually yeah I'm pretty sure I mentioned this on our first call like first time around the number one thing that you have to be doing is branding yourself like you have this has that's what I'm saying this could be a perfect example of a good ad for a real estate agent let's say she was an agent only thing she's messing up on is the name of the business page that should be her name but if it was her name there's there's her face so most agents they don't put their face out most agents don't do video and I know this personal experience because again when you come to my personal when you come my Facebook page as I showed you this before and I'm this is this is I always touch on this because this is this is so important because what most agents do is they'll talk to a handful of colleagues in their office or they'll talk to one marketing person when it's like I'm trying to tell you I'm getting all this from personal experience since 2016 as I showed you this before my 5,000 friends every single one of them is a real estate agent every single one so not only have I and this is all from 2016 and this is not the same 5,000 from 2016 people and friend me I and friend others I'll replenish it I'll request more agents I'll always keep it at 5,000 fresh agents because this is my list this is where I get leads from this where I get my clients from it's all from my personal Facebook page because I end up direct messaging just like I direct message you you and 400 other real estate agents since 2016 that I've helped and done business with but here's my point I've been seeing what thousands of agents are doing when it comes to promoting their business so that's where I'm getting all this from is that when I start to talk to agents I've spoken to this point thousands I've seen tens of thousands of business pages like I'm not exaggerating these are real numbers so I'm looking at what the market is doing first hand because I'm connected with thousands of agents now when it comes to Facebook ads no one's doing video so that's that's that's that's problem number two problem number two the reason why your ads ain't working bro the reason why I tell them the guy you're talking to in Los Angeles is because number one I'll ask him are you putting your face out are you putting video out the answer will be no what they're doing and what most agents do and what most business owners do is they'll run generic ads of a house personal branding like I want to scroll through Facebook I want to scroll through Instagram and I want to see people that's social media but the moment you just run an ad on a house like that and then the moment you change your business page name to properties in Los Angeles it's like all of a sudden there's a disconnect people are not related to that I've seen a million houses what's so cool about your house like it's the same damn house every consumer has seen a million real estate houses we've seen real estate everywhere so unless you're putting your face right there that's why on the first ad that we ran I wanted your face because that face is everything and that was just a like ad once you start running these ads so so so problem for one let's go back because I don't want to lose lose you or even lose myself on what I'm trying to say because I have all the answers to every question you have right now number one it's the name most people you got to check that name number two are they are they running ads of their face or are they running ads of video of themselves and the answer is going to be no and then and then the third one the third one here's the third one 99.999% of every real estate agent is inconsistent with Facebook ads they'll run an ad for 15 bucks and then turn it off they'll do it again next month maybe for 20 bucks and then turn it off it's like there I haven't spoken to one and I'm telling you I've spoken to thousands I haven't spoke to one agent this is a fact I'm recording this call this call is going to go to YouTube so shout out to every real estate agent out there but me personally I have I've spoken to thousands of them and I haven't spoken to one that says David I run ads every single day I've yet to meet that person now maybe the friend that you're speaking to maybe he deals with agents that run ads every day but I highly doubt it I spoke in a thousands no one runs an ad every day so so it's not a new ad every day it's just an ad every day so for example with your ad that we had running we were running that for a month so so when it comes to lead capture when it comes to local ads for leads you want to run a new ad every week so so whether it's a new image of your headshot every week or whether it's a new video every week so if you're running a new video every week that's a new video once per week that's four videos a month one video every week which is an ad every day so you run one video for seven days or an image like this for seven days capture some leads and then maybe switch out the image and do it another seven days and maybe switch out the image and do another seven days so you're running an ad every day but every seven days you're maybe running a different type of ad not one has ever said David I've done that not one not one not one and again your friend again he speaks to a lot of people as well maybe he does speak to people like that but not me and and I'm also willing to bet that he hasn't spoken to as many agents as me at all like I'm willing to bet I spoke in a thousands not and and all on this topic not about hey let's do business and let me do your loan no I'm talking about this like on this exact topic I spoke in a thousands of agents and not one can say that now one runs ads consistently that's problem number three and then problem number four so let's recap problem number one the name problem number two they're not putting their face out whether it's image or video problem number three they're not consistent problem number four is what he was what he's referring to and this is where you get a bunch of junk leads and and the reason why let me back up the reason why a person would even be getting junk leads is because they don't know who the hell you are they don't know who you are that's a random picture of a house that's a random picture of some I don't know some city picture of some something stupid and random there's no personal branding so people are opting in but they're thinking that they're opting into some company they're thinking that they're opting into some advertisement they're thinking they're opting into some random ad they're not opting into you that's the problem so people are opting in they're putting a bogus name and email because they don't know who the hell it is they're not seeing a face here They're not seeing a face in the profile picture. Not only is she changing her name. Her name's not family love Not only is she changing her name, but she's not even putting her face in the profile picture So that's like no, there's no connection there. So if I click on this, I'm gonna give her a wrong number, too So so here here's here. Here's where you get a lot of wrong numbers. So now let's go to the actual ad Here's where a lot of agents tend to run ads or try to run ads is they try to go lead generation Lead generation is when is when is when Facebook provides you with a lead form So for example as I'm scrolling through the newsfeed, let's just let's actually let's click on actually that's a shop now That's a little different type of ad But let me let me see a different. Let me let me scroll down and let's let's look at a different ad So we're looking for sponsored Sponsored sponsored. Here's sponsored. Okay. So look Here's sponsored. Here's video. Look, this is a different different type of ad Andy so right away. I think that that's my friend Automatically psychologically it doesn't look like an ad. There's his name. There's his profile picture and there is Andy That's him That's a different type of branding than your generic house So I'm here to tell you real estate agents. They don't do that Nor do most business owners. Most people are afraid of a camera even you You're afraid of the camera. So you're not if you're not willing to put your face out there like that No, no one's gonna know who the hell you are So how do you expect to capture leads and and and what blows my mind is how branding in real estate is everything We'll put our face on our business cards We'll put our face on a decal on our car door We'll put our face on a billboard or a bus bench on Sunset Boulevard, but we won't put out video And and and what also blows my mind is that you know so much not well you but I'm not just picking on you I'm talking about everyone in general in real estate. You guys know so much about real estate. It's not even funny Like your license your professional you have all this information and knowledge You could tell me about foreclosures about forbearance about short sell about FICO scores debt-to-income ratio my credit score my my tax returns you could tell me everything about real estate But the moment the camera comes on we're afraid to talk So so most people are afraid of the camera and they're not even willing to put themselves out there So they hide behind No profile picture they hide behind changing their their business page name to something real estate Generic and then they hide behind a an image. That's not even them And then and then and then they end up coming over here to Facebook and they want to capture leads So they end up going with lead generation and lead generation again back to this over here This is most likely not a lead generation ad This is a conversions ad and the way I'm going to be able to tell is if I click on learn more and he takes me off of Facebook So so 99% of marketers who actually know what they're doing Do not use Facebook's lead form a lot of real estate agents use Facebook's lead form because they're too cheap to pay for their own and So your friend or whoever they're running ads under this objective lead generation They're using Facebook's lead form and when you use Facebook's lead form the reason why a lot of it is junk Leads because when you use Facebook's lead form you click the button. So going back to the ad You click the button and automatically Facebook's lead form pops up right here in front of my face and that lead form is already Pre-populated it's pre-populated with information the person's name the person's email But what if that email is not the email that's connected to Facebook or what if that email is not even their email anymore? So you end up clicking learn more Facebook's lead form pops up Information is already pre-populated and then that lead can press submit So that information being pre-populated that the lead didn't fill it out the information is already pre-populated so a lot of times that information that's pre-populated is wrong information and Once I click submit or once the lead clicks submit That person the advertiser the agent gets that lead and a lot of times that information is wrong Yeah, so so so nine out of ten marketers that actually know what they're doing. They do not use lead generation They use conversions and what that means it just means that when I click on learn more Let's see where Andy takes me because Andy he knows what the hell he's doing I know who this guy is if I click learn more look where he takes me he takes me off of Facebook to his own page That's what you have to do So so nine out of ten actually I'll say ten out of ten ten out of ten real estate agents that just think they know what They're doing. They're not using conversions they're not running conversions to a page off of Facebook and That's the biggest problem They're running lead generation depending on Facebook's lead form When Facebook's lead form is gonna provide a lot of wrong information on that lead form You have to take them off when I click on that learn more when I click on learn more You have to take me off of Facebook take me over here where there's a headline a Few bullet points and there's only one button. This is not a website. This is a web page Yeah, and and here's another problem. Here's another problem If an agent is actually taking me off of Facebook, so let's say they're not running lead generation They're running conversions. So they have the right idea, but when I click on learn more They're taking me to their fancy website. They're taking me to their rematch site their kw site They're taking me to their cold wall site. They're taking to their full-blown exp site where there's a bunch of stuff going on When I click on learn more on this guy look, he's taking me to a web page There's nothing up here. There's no contact us meet the team directions to the office 15 other listings click here for a consultation. There's none of that crap. It's one page. There's a headline Three bullet points and one single button. I click on that. That's the lead capture now What happens? I actually have to come here and physically type in my information And so for someone to do that and go that far, that's someone who was interested Especially if they've been seen your face every day for the past four weeks So here's the deal in real estate look I see it by look let me go to let me go to a real estate group that I have This is a real estate group that I started, you know a couple years ago There's there's 4,700 real estate agents in this in this group now. I'm the admin This is my my Facebook group here And I have real estate agents that come in here and post their listings and so look What most agents do is though they'll just post their listings everywhere and there's and and and here's just a button to message them So if I click there it messages them, but that's about it That's not an ad these are just random random posts, but here's what I'm trying to say Let's see if I can find one that actually has a link Let's see because this is what most people will do most will run an ad and then if they are running Conversions and they're trying to take me off of Facebook. Let me show you where they end up taking me Let's see if I can find one that actually has a link Just listed Okay, okay perfect example, let's see where this person takes me and this is the last the last problem Okay, okay perfect example perfect example Here's the last problem and I know I said a lot of problems here in this last 10 minutes, but I'm recording it So you can always play it back But here's here's pretty much the last problem if I'll give Judy the benefit of the doubt and I'll say okay, Judy You know what you're doing you're running conversion ads. Let's go back to the you're running conversion ads Judy You're not doing lead generation. You're not depending on on Facebook's lead form You're actually running conversions. So good job. Let's imagine this was an ad and she's running a conversions. Here's what 10 out of 10. Well, I'll just say 9 9 out of 10 agents will do They'll run the ad. Let's say this is an ad. It says sponsored right here at the top I'm seeing it in my news feed and this is an ad. She's running it Here's the images and then and then and then here's the link. So here's what most agents will do I click on learn more and Rather than coming to a page that looks like this Rather than and then coming to one single page. This is a this is a page for a listing This is a page that you should be running an ad to get instant access to the price and photos of this property Homes in this market move extremely fast Schedule your private showing before the bidding war begins and all this could be edited It's just an example. Yes my page But here are a few bullet points of the property and then one single button very similar to this guy over here Headline few bullet points one single button. Here's my page Headline bullet points one single button. They click on that view all 17 photos now They enter their name and email send me the details That is one page, but here's what agents do agents will not send me to a one page thing like this when I click on that when I click on this agents ad She's taking me to a full-blown website. Yeah So if you're taking me here home View and search listings buyers sellers local resources phone number reviews all this shit on here that just is distracting She's marketing a listing. It's one property. Why are you sending me to a full-blown website? We're all of a sudden I'm a bunch of other stuff Before you know it. I'm on your blog Before you know what I'm looking at reviews and before you know what the food is burning or my kid is crying and I got to go Yeah, but you paid for that ad you paid to give me to click you just sent me to the wrong page Right That's why they're not capturing leads. That's why that's why ads aren't working Because it's more basic than than anyone can imagine like this is basic stuff. They're just not running the right objective It's conversions. They're not taking it to a page off of Facebook to capture a legit lead They're not putting their face out in that ad. They're trying to hide behind the camera That's the bottom line why most real estate agents do not capture leads and most business owners because now From 2016 this is all I've been talking to a real estate agents But as I started building my YouTube channel about a year ago Now I have momentum on my YouTube channel and now I'm having a lot of different type of business owners Find me on YouTube and reach out to me for consultation Right other business owners as well They're all afraid of the camera too And it's like that's why your ads aren't working because social media is personal branding But if you don't want a personal brand yourself then then then social media marketing might not be for you That's right. You know and it's very expensive. Look look look this person right here This could easily be an agent if I kept seeing her and she's running an ad Eileen They're sponsored. There's her face if I kept seeing this every single week if I kept seeing that every day and She wasn't just pitching a listing. She wasn't just pitching an open house coming up Let's say she was putting out a video every week On the topic of selling so right here. She's educating me right here This is a this is a one-minute video watch the scroll it back. This is a 54 second video Teaching me what it takes to sell and every week she has a new topic Hey guys, this is Eileen this week We're gonna talk about curbapill and the importance of making sure that you're landscaping and this and that is up to date So when you go and list your property your value is there she could easily be dropping one new weekly video Educating me on the process of selling. Oh, and then here's the last thing here's the last thing and At the end of the video, let's say she's a listing agent Here's the last thing. Here's what most people here's what every agent does not do and every business owner. Here's the last thing But what what what agents are not doing is they're just what they are doing is they're pitching Everyone's pitching how awesome they are everyone's pitching. No one is giving away value So imagine if she was educating me on the process of selling and at the end of the video She said hey guys, and by the way, I put together a 2020 seller guide It's nine pages and it consists of all the tips and strategies that we give our clients when they go to sell The education the tips the strategies what we tell them to do for the paint the renovation the kitchen How they should update their roof all the things that homeowners need to know to position their property for the best Possible price point is all in this nine page PDF and I want to give it away for free So if you click learn more if you click learn more, it'll take you straight to my page Where you can download your free seller guide Talk to you guys soon So what she's doing every week is she's educating me on the process of selling She's given away a seller guide and she's capturing leads in her local backyard That's the last thing I have for you. No one is giving away any value Which is educating me via video? No one's doing that and no one's giving me a tangible Physical PDF that I can put in my hand. That's gonna educate me on what they're talking about Right, so if she was giving away a seller guide and I can come over here and download it and read it With my wife at home while we're drinking wine Like that's value and and and if I kept seeing her in my news feed if look She stands out just like you you got a good look if you were on video you would stand out Yeah And for you to think that that's expensive. That's another thing that blows my mind You don't think that 600 a month For local branding and capturing leads and taking over Los Angeles is a lot. I don't that's another thing Like I don't know what to tell you that that's another thing that blows my mind with real estate agents Like I know how much you guys make I was a loan officer Like I know how much we make So so not and let's just say you're not even selling me on our homes. Let's say you're selling 500,000 Like what's your commission on 500k? For us to say we won't put 600 into into a monthly campaign. It blows my mind and I get it Everyone has expenses. Everyone has liability. I get it. Everyone has overhead. I get it But this is important. Yeah, it's like marketing is everything and that and and yeah, it's like It blows my mind it blows my mind it blows my mind like we're the first to get that 10,000 are 10,000 are a commission check and hit the mall We'll be the first to go get that bag or those shoes, but we won't market our own business It blows my mind. Yeah. No, no makes this was great. No, this totally you answered all my questions and concerns And you don't have to start you don't have to start that That high 600 like you could start half that and facebook doesn't even bill you all at once That's the good thing about facebook is they bill you once per month So if you started ads on the first they don't bill you till the 31st But you have all month to run ads all month to capture leads You know, that that's the good thing about facebook is that it's it's it's it's it's not 600 up front like right and and you would start at $10 a day with video just roll out some videos But again, no one wants to do video right you know, so so that's why like That type of branding for me to see her in my news feed every single freaking day And all she's doing is giving away a seller guide That's right. That's powerful like that's powerful She would be the queen of real estate after just a few videos after four or five videos. I can see her she lives down the street She's giving away education in the video. She's giving away a seller guide that I can download and read She's she's queen. She takes over she dominates That's all it takes and no one no one's doing that. No one's doing that. Let's let's do it You know, it just comes out of the budget. I mean it comes down to having the budget It comes down to to being comfortable with video and and and and just educating It's not about it's not about high produced Hollywood video like no this is this video right here was shot in a park on her cell phone Right Like there's nothing to it like nothing that's natural light. She doesn't have a green screen or light, you know production like It's that simple like it's that simple and no one does it Yeah, so when you when you when you can reach out to me say david I'm comfortable with video david. I have the budget. Let's run Then that's when but that that that's when we can run but to tell you the truth That's why I don't I don't even take on monthly clients no more That's not even my business model. My business model is not to retain clients My business model is to teach you to do it yourself and then you go spend whatever the hell you want to spend You don't have most agents don't have the budget to hire your friend Mm-hmm. They don't most agents aren't doing the video and most agents aren't closing deals every every month and most Most agents don't have the monthly budget to retain a marketer So I don't do it that way no more. I don't want to take you on as a monthly client What I would do is I would teach you how to run these ads yourself and then just be your just be your consultant on the site What that's what I do now. I teach agents how to do it themselves Okay, so they can spend whatever the hell they want and not have to Not have to not have to stress out that oh, I gotta I gotta pay 1500 every month for David and for the ad No, it's like you spend whatever the hell you want. I'm gonna teach you how to run these ads and you go spend whatever the hell you want Okay, right learn, you know That that's kind of that's my model today. That's what I do now Okay, once you stop recording this I have a couple of things to tell you That was we're done