My name is Tyler Kelley, I’m the co-founder and chief strategist. At slam agency. We are a full-service boutique digital marketing agency, really designed to help you captivate, motivate and inspire people to action through advertising and I’m really excited because today I’m going to introduce you to another one of my favorite books when it comes to copywriting storytelling, developing a message.
So last week we talked about the importance of understanding the sales process as a marketing professional. In order to level up your marketing expertise, you really have to understand sales why people buy? What motivates people drives people to action? If you can understand this, then you can really level up your marketing game now, if you’re a marketing director, that’s just always done marketing, then maybe you haven’t had a chance to get out in the field.
This is obviously the best place to start to understand how your sales organization operates the challenges that they face. You know what are those conversations that they’re having with people in real life. You really should absorb these types of things. That way, you understand, you know number one where your sales team is coming from and number two. What are the types of messages? What are the types of responses that help people get just a little bit further along in that buying cycle without understanding the literal, nuts and bolts of your organization’s sales process, then it’s going to be really hard to market.
You know no longer are we in a day and age where marketing can be here and sales can be here. We really have to bring these two together break down these silos. Bring these two together, align them so that marketing and sales are both operating. You know with similar KPIs with the same end goals, mind working as a unit and that’s how we can get more done, and so you know when it comes to understanding sales as a marketing professional.
The first way to do that is to just you know, get on the ground with your people and just absorb in the same way that you know in in branding. We would absorb the the attitudes interest, opinions of the brand, the voice of the brand, and we would we would work that out through a branding guidelines. In the same way, you should really absorb all that there is to absorb when it comes to sales. Now the second best way to kind of get this into your way of thinking as a marketing professional is to read copywriting books, okay copywriters, the best copywriters, the the copywriters, the legends of years years past.
These are the people that understood human behavior understood how to get people to buy. Now. What I really like about copywriting books is that they can bind. You know all of these important elements: the cycle and user psychology, buyer psychology, a thorough understanding of the sales process and then putting those things together, how to craft a message that drives results, and so really the best copywriting books put all of these things together and You’re able to get all of this knowledge in one book: okay, otherwise you’re reading books on psychology on why people buy you’re learning about the sales process, reading books on on on just sales process and buying cycle, and these types of things.
And then you know messaging and storytelling, and but the best copywriting books are going to combine those three elements, and so last week I introduced my one of my favorites scientific advertising this week, I’m going to introduce another favorite. This one is building a story brand by Donald Miller, New York Times bestseller. This guy runs an agency at a Nashville. Tennessee has has had some pretty high-profile clients over the years, but I think now he’s primarily focused on driving this methodology into the marketplace.
Helping agencies helping businesses kind of get up to par when it comes to story brand and the story brand framework. Now, in this book he talks about how companies waste an enormous amount of money for to really two reasons. Number one is that they just felt a focus on what matters to buyers right and what matters to buyers. What really when it comes down to it. The reason people buy is because they’re either looking to survive or thrive, they’re looking for a transformation they’re.
Looking for your product or service to take them from their pain point to success and in reality you know, we waste a lot of money because we don’t get to the point and we don’t tell users, tell our buyers potential prospects. What’s in it for them, and specifically, what’s in it for them, it’s like what’s that result, what is that, after effect after you’ve utilized my product or service, the second way that, as a company you can waste, a lot of money is just being confusing.
You know, we’ve heard this: Barry Schwartz talks about analysis, paralysis and this whole idea that the more confusing your offer is, the more likely it is that you’re just going to run people off. I mean you have to keep things simple, and the beauty of a storytelling framework is that it allows you to keep things simple and really that’s what this book is all about. It gives you a framework that you can use, and by framework I mean like it’s a fill-in-the-blank framework that, if you just take it step by step, you’re guaranteed to not be so confusing in your offer or in your pitch and you’re, really going to focus on The things that matter to buyers, which is surviving thriving that personal transformation taking them from that pain.
Point to that success. That’s that’s what a framework allows you to do now in previous episodes. We’ve we’ve dug into frameworks, and we’ve introduced several different types of options when it comes to frameworks and Donald will tell you himself that you know he didn’t invent this. This his framework is based off of the narrative framework. The narrative storytelling method, which has been with us four thousand beings for of years, and what he’s done is he’s just taking this put it into.
You know this book in a way that you, as a business owner as a marketing professional, can understand and utilize and put into practice right away. So I want to give you some highlights and, and in the in the show notes we will definitely, you know, have a link to this book so that you can purchase it and we’re available. Should you have any questions like on this practice, this this framework methodology? Okay, so building a story brand.
So when we think about the framework itself, the story brand framework, it’s really quite simple: here’s how Donald puts it a character has a problem meets a guide who gives them a plan, calls them to action and that action either results in failure or success. It’s it’s. The sb7 there’s seven steps to it. It’s super simple. The way I like to think about it is number one you have to identify you have to in any sort of marketing or advertising.
You have to allow your prospect, your target market to self identifying. Okay. So when I say self identify that means that, if you’re developing a radio commercial, if you’re developing an online article, if you’re, writing website copy right there front and center, your character has to identify themselves and the best way to do. That is by identifying themselves with the problem and so, for instance, if you’re a marketing director who is struggling with trying to make sense of digital marketing and how best to utilize digital for your goals this year.
If you can say yes to that, and that’s the first thing that I lead with – and you say yes to that – then you’ve identified yourself as a potential customer for what we’re offering in that case and so really a character who has a problem. These first two steps is that self identification. It’s a question that you can ask this person this this persona, this customer avatar of yours, this customer segment.
It’s a question that you can ask them that they say yes to so, for instance, if you run a barber shop, it could be as simple, as is your hair a little too long. Are you looking forward to getting a haircut if you can say yes to that, then boom the story has begun. What’s next meets a guide? Now, here’s the thing a lot of times when we think of storytelling, especially as marketing professionals. We think that we’re the subject of the story and that’s actually not true.
We are not the hero of the story, you know every good story, you know that hero is on a journey and for us our hero is the customer, so the customer is the hero. Whatever it is that you’re selling your customers, the hero, not your brand okay, where does the brand come in? Where do you come in? You come in as the guide you’re the guide. That’s going to take them from that pain point whatever problem, it is that you identified you’re going to take them from that before state, as Ryan Deiss likes to say that before state and then you’re going to give them a plan that says: okay, you do this! You do this, you do this and you’re going to achieve the success that you’re looking for you’re, going to have this transformation you’re going to survive you’re going to thrive.
If you do these things, that’s a guide who gives them a plan once you’ve done those two steps, then it’s you got a call to action. If you don’t ask you don’t receive so, let’s call this person to action. Okay. How do you do that? Maybe in a radio commercial, what might you say you might say dial this number visit WWE you got to call them to action. You got to say do this: if you do this, you’ll receive this.
If you don’t, you won’t and that’s the final. The final step. It’s because this call to action if they don’t take it, you have to you, have to kind of point them back to where they are and say: listen if you don’t visit WWE, so you see calm, then you’re going to be exactly where you were yesterday. You’re still going to have this confusion, this pain point it’s going to be with you, but if you visit WWE solution, comm and sign up and follow through with the steps and take action on that plan, then you’re going to have this success that you’re going to Survive you’re going to thrive, you’re, going to see transformation for your brand as an individual you’re going to realize success and that’s the key.
A character who has a problem meets a guide who gives them a plan that cause them to action. Hinting at that failure that you’re avoiding reminding them of that and then pointing them to success. That is how, in seven simple steps, this book Donald Miller says that you can. You can clarify your message so that customers will listen. Okay, so, like I said we’re going to leave a copy of this or I’m sorry we’re going to leave a link to this in the show notes for today’s show and read this – I mean these.
This is great storytelling this. This is the type of book that will help. You grow your business. If you are an entrepreneur, if your startup founder, if you’re a foundation director like it doesn’t matter, storytelling, is key. We have been telling stories for thousands of years as human beings and storytelling. It’s really, you know at the end of the day, it’s copywriting and Donald is an amazing copywriter.
So when I think of copywriting books that can level up your marketing game, this is one of them. Okay, so check it out. Thank you for tuning in. If you enjoyed today’s show or if you’ve read this book, let me know in the comments I’d be be excited to hear you know, who’s already read this and what you got out of it. If you read it make sure to tell me what you got out of it and if you haven’t read it but you’re going to order it.
Let me know that too, because I want to. I want to follow up with you and figure out. You know what were some of your takeaways from this book at the back of the book is a lot of really actionable practical things that you can do with your website and so there’s a lot here. There’s a lot here for marketing professionals and for business owners. So so I highly recommend it again: building a story brand by Donald Miller.
Now, if this is your first time tuning in be sure to subscribe rate and review, we do this every single week you can get marketing agency, insights, best practice and ideas to help your business grow, and you know if you’ve been tuning in for a while. Do me a favor and share this with a friend tell somebody about it, especially somebody that is in the marketing profession, because we do this for marketing professionals to help.
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Welcome to the we are slam show where we share marketing agency, insights, best practices and ideas to help your business grow. My name is tyler kelly, i’m the co-founder and chief strategist right here at slam agency we’re a small but mighty full-service marketing agency that helps marketing directors, like you execute on your vision, execute on your strategy, just think of us, as the outsourced marketing department, with a Specialty really in digital marketing, and today I want to talk to you about social media now a lot of times when we think about social media.
We just think about the Big Five Facebook, Instagram, Twitter, YouTube and LinkedIn, but here’s the thing social media is so much bigger than that and as a marketing director, you really have to understand how big it is so that you can take full advantage of every aspect Of social media, okay, so social media is composed of four equally important parts. These are social, listening, social influencing social networking and social selling, and in this article I’m going to go through each one.
Social media allows us to social, listen, ok, social listening is tuning in to the needs and to the wants of our customers and social media gives us the platforms, the tools that we need in order to do this more effectively in the olden days we used to Do focus groups we used to do polling and all these types of things, but, as we know, these things aren’t really as effective as they used to be polls used to be the gold standard for determining elections.
Well, now polls aren’t written worth their paper that they’re written on right and focus groups used to be. You know the thing it used to be like: let’s go in, let’s talk with some people, that’s asking questions, but the dirty little secret. Is this people? Don’t tell you what is truly on their mind in a focus group situation. They tell you what they think you want to hear. We’ve known this as marketers for many years, there’s been a lot of studies, a lot of research that say for focus groups, just don’t give you the real information.
So how can you get the wrong information? Well, social listening is the way to do that. So how do you do it? Well, you figure out where your customers were your prospects, where your potential customers are okay online, whether it be Facebook groups, LinkedIn figure out where these conversations are happening, whether it be a forum or you know, on a blog comments. These types of things, wherever it is figure it out and then begin to listen, hashtag following on Instagram on Twitter.
This might give you some insight into what types of things your customers are talking about, and this is where, if you’re doing you’re listening right, you can really begin to tap into what their pain points are. What they’re psyched, what the psychographics are like, what their attitudes interests and opinions are, and this will give you insight as a marketing director into how to approach them through advertising and marketing real quick, a few of my favorite tools for listening in social media, an oldie But goodie HootSuite really great way to set up what you want to pay attention to and then go back to that daily and kind of see.
What’s new, what’s happening, HootSuite is an oldie but goodie a few others that I, like I like mention. I, like Agora, pulse and I like brand, read now the second part of social media that you need to be aware of and know how to tap into is social influencing. Now, when you think of social influencing, I want you to think really about influencer marketing. Okay, influencer marketing is something that has come on the scene.
You know in a big way the last couple years and there’s some really good uses of influencer marketing. There’s some really horrible examples of influencer marketing as well. Now, here’s the thing: if you go: google, influencer marketing or social influencing what you’re going to find is you’re, going to find lots of blogs lots of lots of articles that are all about how wonderful influencer marketing is, but for the majority of people reading this article, It’s probably not going to work for you.
Here’s the thing there’s been a lot of research recently that has that has shown that influencer marketing does not provide the ROI that it has promised that it would provide there’s a really great episode on Noah Kagan presents, which, by the way, is one of my favorite Podcast, if I tuned in to a podcast, I’m tuning into Noah, Kagan’s podcast, and this podcast was all about influencer marketing, the ins, the outs, what works, what doesn’t it was with a guy named Josh snow, who has really approached influencer marketing in some unique ways, and He shares his experiences and his data in influencer marketing to tell you what works and what doesn’t and for the majority of you reading right now, I guarantee that it’s probably not going to give you the results that you expect that it should all right.
The number three part of social media – it’s the big one, social networking now, when you think about social networking, there’s there’s some really big ideas, and I want you to. I want you to grasp the first is this likes? Don’t matter likes, do not matter. Okay, there’s an article, it’s called a thousand true fans, and it’s just it’s all about how just in life in business in the creative world that you can accomplish so much more with a small group of devoted followers raving fans, then you can, with a large group, Perfect example: Priceline, if you go to their Facebook page you’ll, see that they have millions of followers and their interaction rate.
Their engagement rate is so low, less than 1 %, and it just blows my mind that they can invest so much in this likes game. In this likes number and so little in engaging content, the secret here is social media. Networking is all about that devoted group of fans of followers who will buy everything that you put out that will engage with every post that you put out. This is what social networking is truly about, and if you lose sight of that objective, then you’re going to just be in this rat race that continues and continues and there’s no winning the better way is to mobilize the audience that you do have and not to Focus on all the numbers not to focus on all those people that aren’t going to become customer now, there’s a couple other things I want you to be aware of when it comes to social networking and the first is seeker versus engagement.
Remember this seeker versus engagement when it comes to social networking. There are two types of social networks. The first is seeker networks. Okay, a seeker network is it’s it’s kind of based on this idea of search; okay, it’s where you as a user, will go to that network and you will type in a search and you’re looking for something you’re seeking out information. Okay, a perfect example of this is YouTube.
People go there to seek out the majority of people, go there to seek out information. It’s the second largest search engine in the world, just behind Google, and so, if your goal with YouTube is to build like this massive network with these fans that are engaging, then there’s a super high bar to make that happen and more than likely you’re going to Have to invest a lot of money into making that happen, and the reason why is because you’re going against the flow you’re going against the current the current when it comes to YouTube, is as a seeker Network.
So what you should do on a secret network? Is you should build content optimize it for search optimize it for SEO so that when people go and they type in the search, your content is going to pop up on that first page of results? Okay, so on a seeker network, it’s all about! How can I optimize SEO optimize my content to be found to be discovered later on down the line? It’s not about building this massive blog, where you have a ton of followers and there’s just massive amount of engagement.
That does happen on YouTube, but that is those are the outliers. Those are the success stories. Those are the unicorns okay, the majority of YouTube and the majority of the people using YouTube, use it as a search engine. Now the flipside is engagement. Engagement is where you do have networks where people are engaging where there’s conversations where there is community being built. Perfect example: Facebook Instagram.
These are perfect examples of engagement networks. Now, what I want you to realize with an engagement network like Twitter, Facebook, Linkedin Instagram, is that these are the networks where you can do social listening, because these are the network. We’re conversations are actually happening where there’s groups where people are, you know breaking off into groups of similar interest. Okay, this is engagement networks, and this is where social listening happens.
This is also where you can social influence behavior by way of becoming part of the conversation by becoming a thought leader on the network and by generating and creating content, that’s captivating motivating inspiring that that drives action. Now. The second big idea that I want you to get today is this idea of opened versus closed networks. Okay, YouTube is a perfect example of an open network.
What does YouTube do when you search it, takes you to other people’s content and that most likely links out to the web very similar to Google right, Google, which is not necessarily a social network? Although many SEO s would argue that it is when you type a search into Google, what happens? Is you get a list of results on your search engine results page and when you click the link, it takes you to another site off of Google right same way with YouTube.
It takes you off of YouTube and then there’s no penalty there. Okay, this is actually encouraged. It’s the way that the open network is built. It’s built to lead you to content that doesn’t exist on their site. However, when it comes to closed networks, this is not always the case. A closed Network really penalizes you when you post content, that is not part of its network that is not hosted on its network.
Okay, Facebook is a great example. It’s a closed network. How can you identify a closed Network? Well, the first thing is in order to access most of the content. You need to be logged in okay. It’s a closed network YouTube. You don’t need to be logged in access to content, Facebook LinkedIn! You need to be logged in to access the content, so these are closed networks anytime. You have to log in to access to content.
Then what I want you to think of as a marketing director is, I don’t want to post third party links now. The first question I always get when talking with a marketing director is well Mike, my site’s, not really a third party link, because it’s my site, it’s my page and it’s my site, but you guys think about like this. It’s your brand on Facebook’s, page! Okay! It’s it’s on facebook.Com and because it’s on facebook.
Com, if you put a link to your site in the post to your site, that’s a third-party site, meaning Facebook doesn’t own your site and because of that, and because Facebook is a closed Network, then what’s going to happen. Is Facebook is going to penalize you? I know they say that they don’t, but they do. Experience shows that they, just they don’t show content when it’s when it’s a youtube link, they’re not going to show it to very many people.
You can test this on your own pages when you post a link to your website, they’re, not going to show it to very many people and because Facebook is really built on this snowball algorithm, which is like the more people that like and engage with your content. The more they’re going to see your content and the more they’re going to introduce your content to new people and then on the flip side, if you post a link, no one sees it.
No one engages with it, then what you’re doing is you’re digging a ditch for yourself anytime, you post a third-party link on your site, so be very wary of any time. That might be the case when you want to do that when your boss is like. I want to post a link to you, know our products page here on the site. The reason why Facebook introduced shops is because they don’t want you to go to your website to shop.
They don’t want your customers to go to your website to shop. They want them to shop on Facebook, because Facebook is a closed network and they want everything that happens with their traffic to happen on facebook.Com. If it’s not happening on facebook.Com, then guess what very few people are going to see it they’re going to push it to the side and they’re not going to show it to anyone. So as a marketing director anytime, you have a third-party link on a closed network.
Realize that it’s not going to get very far, the fourth part of social media is social selling and I’ll. Let you in on a little secret. It’s not selling at all, rather social selling is all about building a brand. It’s all about becoming a thought leader. Building familiarity, we’ve talked several times over many episodes that people buy from those that they know like and trust, and the quickest way to drive an increase.
Likeability is by building familiarity it’s by being present by being out there. By having your face out there, the more people see you the more they like and the more that they trust you. I know this is crazy, but it’s it’s a fact. The more they see you the more they like and trust you. As a matter of fact, it’s called the familiarity bias so build it. Put your face out. There put your brand out there be out there be out there as often as you possibly can, and do so.
The step up here. The level up here is, if you’re out there with valuable content. If you’re out there as a thought leader, then people will begin to see you that way. Why do we do that? We are slam shell, so that we can share our experience. We can share our insights, our knowledge with marketing directors like you, so that when the time comes for you to hire an agency, if, when the time comes to, when you just can’t execute – and you just don’t – have the bandwidth to do everything that you need to Do you know in-house, then it’s like okay, we’re going to think about slam to be that that digital partner to be that outsourced marketing department that we can hire that that I can use as a marketing director to do everything that I need to do in terms Of like graphic design, article copywriting social media, digital advertising, I need a team like that, and rather than hiring that team one by one and figuring out, you know who’s who’s good in this position in this position and managing all those people.
Rather than doing all of that, I’m going to hire slam because by hiring slam, I get all those specialties. I get all those people, but I get a team that works well together and that I can provide vision to and strategy for and that they’ll execute on that and it’ll be amazing for my bottom line. Okay, that that’s the value there and that’s why we share content like this, to make you aware of our abilities to make you aware of our knowledge and our capabilities so that when the time comes, you already know who to call that’s what social selling is social Selling is not me hitting you up on LinkedIn and being a nuisance.
Okay, that is social spam. It’s not social selling, so you know why do i? Why am I never on LinkedIn? Why do I just despise LinkedIn? Why do I think that, like everyone in the business world, putting their time into LinkedIn is a waste of time, because it’s a spam network? You can quote me on that. It’s a spam Network and everyone, that’s on LinkedIn for the most part, is usually LinkedIn in the wrong way and just you know, rabbit trail.
If I want to engage and connect with the rail people, then I’m not going to do it on a network like LinkedIn. I’r going to do it on a network like Facebook or Instagram, and the reason why I do that is because that’s when people put their barriers down and that they’re there there they are their real selves at that point on LinkedIn, everyone just has like a mask On it’s the business, you know it’s business, business, business and everyone’s in that business mindset and it’s hard to break through that and really like what most people do to break through that.
It’s just spam, the heck out of you – and I don’t like that. I don’t like LinkedIn, you can quote me on that. Social selling is not social spam, so, rather than hitting somebody’s email, inbox or you’re, deeming them and like just bugging the heck out of them. How do you prospect well inbound prospecting is the key, and that is by putting out articles, putting out post that that provide information and value to the reader and putting that out there, knowing that when the right person comes along and sees that content that they’re going To reach out the final thing that I want you to think about, when you think about social selling is what I call trigger events this could be on.
You know one of the ways that you could use LinkedIn, it’s like okay, I just got a new job. It’s posted, like so-and-so, just got hired here. That is a trigger event. That’s an event that you should be aware of, because it marks a change in that person’s status in that person’s career, and so you know rather than you just saying, hey Congrats, take a note. Knowing that you know if your marketing director you just got hired on as a marking director, your onboarding you’re learning about your new company, there’s a lot of stuff going on, and if I were going to contact you, it’s not going to be on day one right.
If I were going to reach out to you, if my goal was to do an outbound prospecting, then I would I would look at that trigger event, and I would know that within a month and a half two months, that’s probably the time when you’ve got your Bearings and your ready to begin seeking out help, and at that point I want to make sure that you know about who we are and what we do. And so, if I paid attention, if you’re you know one of my targets, if you will, if you’re somebody that I want to work with, and I’ve paid attention to the fact that that you know you started about a month and a half ago, then now I Know that it’s probably a good time to get on your radar.
Okay, this is trigger event awareness. The other thing is just buying cycle awareness, and this is where social listening comes in in regards to social selling. You have to be in tune with those accounts that you want to work with, so be aware of that buying cycle be aware of where they are in that consumer journey, and you can do this with social selling, okay, so the four parts of social media, social Listening social influencing social networking and social selling be sure to listen to this a couple times because there’s a lot of good info in this podcast next week, we’re going to talk specifically about social media networking and how you can get the best bang for your buck.
With the big five all right, if you’ve enjoyed this podcast if you’ve been joined, this show do me a favor, and let me know anywhere where you listen or read. Leave me a comment. Send me an email, Tyler and slam. Agency.Com I’d be happy to connect with you now, if you’re looking for an outsourced marketing department, if you need help right now, give us a call shoot us an email or go to our site. Slam.
Agency.Com click on the free consultation button and we’ll be happy to chat with you. Thank you for tuning in I’ll, see you next week, thanks for reading, if you like what you just readed subscribe, then hit that Bell you’ll be the first to be notified when new content goes live. After that you can read more articles from slamming agency. We’ll pick something we think: you’ll love,
Welcome to the we are slam show where we share marketing agency, insights, best practices and ideas to help your business grow. My name is tyler kelly, i’m the co-founder and chief strategist. At slam agency. We are a small but mighty full-service marketing agency, that really works as an outsourced, marketing department for marketing directors like you marketing directors that have an idea and a vision for where you want to go.
But you don’t have the team the time or the bandwidth to make it happen. That’s where we come in now today, we’re going to give you some insight into how we do social media. In fact, these are my best practices for social media networking now, typically, this is the type of information that an agency would want to keep to itself, but we’re not that way. As a matter of fact, we know that the more we give the more we receive, and so we just want to give you as much knowledge as much value as many insights as we possibly can, and this show today is going to do just that.
Okay, so let me ask you a question: what do you think is the number one reason people unfollow a brand on a social network, any ideas. Well, let me tell you it’s because their posts are too promotional. Okay, I’m going to share with you our rule here at slam. We call it the 80 % rule. This is a big one. I want you to write this down. No more than 2 out of every 10 post should be promotional, and this is true on every network, no more than 2 out of every 10 post should be promotional.
This is the 80 % rule. As a matter of fact here at slam we like to we try to make that the 90 % rule and with many of our clients we try to make that to 90 % rule, and so now I know you’re thinking as a marketing director. Well, you know my job is to promote the business that I work for. My job is to promote my brands, so you’re telling me that I’m I shouldn’t really be doing that in social media.
What should I do good question key is to really create content that people on an engagement network can get behind can share, can engage with, can can have conversations around. This is the type of content that you like to share. As a matter of fact, we do social media for an HVAC company. Can you believe it an HVAC company now, typically, this would be. You would think pretty dry content right. It’s like hey, let’s fix the boiler, let’s fix the furnace.
Let’s those are all promotional types of things, so when we got around as a group and we begin to brainstorm what types of content would work well, we had to come up with content that wasn’t necessarily focused on what they did and so what we had. So what we did was we looked at you know, associations we looked at, you know where were they giving money? Where were they donating their time and one of the things that we realized was that they were really dedicated and devoted to the humane society, to making sure that pups had a home? And so what we wanted to do was number one was highlight.
That association highlight that relationship, and we did it by creating a pet of the month contest where essentially, people would submit photos of their pets, and we would select a winner each month where professional artist would then create a portrait of their pet. We would give them the portrait. The client would give them the portrait and then that portrait would be hung in a pet Hall of Fame and our clients office, and this has been going for over for almost two years now, and it has been one of the most viral campaigns we’ve ever put Out because people are engaged and what this does is, it puts our client on their radar so that when it’s time to pick an HVAC company, they know who they are, what they do and they have a connection to their brands.
So they’re going to call this company that’s one way that you can promote without promoting in social media. So one of my five best practices well number one is what I call pee pee pee pee. Now we hear all the time about b2b and b2c, which, if you’re wondering business-to-business business sumer these are these acronyms that we hear all the time in social media. I really want you to be focused on this idea of p2p okay.
This stands for person-to-person. Social media is a personal experience right when you log in and you’re you’re you’re scrolling through your facebook feed, or you know, you’re flipping through Instagram photos or stories. It’s personal, it’s personal to you and so as a brand. What you have to do is you have to make sure that everything you do is personal. It’s person-to-person, don’t think of it like you’re on this, don’t think of it as like you’re on this big hill and you’re talking down it’s.
Never it’s never about me as a brand talking to this, this mass of people right, it’s about me as a brand as as a person connecting with another human being person to person. Okay, if you keep that in mind, then when you sit down to write your social media post, when you sit down and communicate, then you’re no longer communicating to the masses but you’re communicating to individuals to human beings and you’ll notice that your copy will dramatically improve.
If every time you sit down to write something you think P to P, the second best practice is the 80/20 rule I mentioned and again, because it’s key, no more than two out of every ten post should be promotional. Okay, the number one reason that people unfollow brands on social media is because they post too many promotional posts. My number three best practice is perception is reality now I really want you to think about this, because this is really key.
Okay, perception is reality. What does this mean? Well, what it means is that, however, I perceive you to be as a brand. That is my reality now remember. Social media is p2p, it’s person-to-person, so it’s not about what you think of your brand. It’s what I think of your brand. Okay, and for me, my perception is my reality: now you might be thinking. How can I influence someone’s perception of our brand and that’s a really good question? As a matter of fact, we talked about that a few weeks ago in our show about confirmation biases as a marketing director, you can utilize confirmation biases to your advantage by number one being aware of them and then number two by utilizing them ethically.
Okay, social media is a great place to apply some of the principles in that episode, which will link to in the show notes. Okay, here’s three things I want you to think about. When you think about perception is reality, number one is familiarity, bias. Okay. This is key if you are building a personal brand, if you’re building a brand, where there is somebody front and center, then you want to make sure as a marketing director you put that person front and center over and over and over again, because people buy from Those that they like and trust and in order to accelerate this liking, and this trusting you can build familiarity.
This is called the familiarity, biased, which simply says that the more people see you the more they like and trust you, okay, if you’re a brand that doesn’t have a person that you can put forward as the face, or you know a group of people that you Can put forward as the faces, then that’s where you really need to take a step back and think about how can we, as a brand that essentially, is recognized by a logo? How can we become more personal? How can we be more p2p so before we even get to this point, you have to think about p2p, and how can you do that as a logo as a corporation, if you’re just posting from this entity, that is unapproachable, then a lot of times you’re not Going to be as engaging in social media alright, this is why fast food in fast food, you see the trends with comedy it’s where Wendy’s and Jack the Box they’re really able to build this p2p to build.
This perception is reality through the molarity. By being out there by injecting their brands and making them more personal, okay, this is this is where comedy really comes into play. The number four best practice that I want you to be aware of is to follow blog norms. This is so huge because a lot of times this just doesn’t happen. Okay, we think that we can just create a article for youtube and then just like distribute it in facebook and in turn all these places.
But the thing is number one: each blog has its own norms in regards to formats in regards to times and links of articles in regards to the way that people communicate. This is a big one right so like on Instagram stories, I’m going to communicate differently than I would on a Facebook post. I can’t put hashtags in a Facebook post and expect those hashtags to go too far. The hashtags that I use on LinkedIn are going to be completely different than the hashtags that I use on Instagram and so, if you’re taking social media as if you’re taking the approach of I’m just going to create one piece of content and then put it everywhere.
You’re taking the wrong approach, you need to follow blog norms and what that means. It’s like you have to be in each blog authentically in a matter of fact, that’s number five number five is be authentic, no one likes it when you’re, fake and in social media. We can tell okay, we can tell when you’re, not being your true self, when you’re not being your true brand. Okay, it’s obvious people, they have a, they have a BS meter and and – and we can see it a lot of times – brands get into trouble because they’re trying to be something that they’re not remember, p2p, remember perception is reality and kind of just be yourself, be Authentic authenticity is all about being true to your brand values being true to your brand voice.
If you can do that, then you can be authentic. These are my best practices for social media networking and I hope that you’ve been able to take something from this article. I hope that you’ve been able to pull something that you can use today. I want to leave you with this one final tip editorial calendars, use them. Okay, it’s super important that you get organized as a marketing director and the best way to do that in social media is to utilize an editorial calendar, an editorial calendar just at a high level.
It allows you to organize your promotions. You know any special events, any dates that are that are important for your business. Your brand, you list those on a calendar in any kind of high-level, insert ideas for the types of content that you want to happen week in and week out on, each of the networks. Okay, I promise, if you, if you aren’t using the editorial calendar – and you start using one you’re, going to instantly – feel more organized you’re going to be able to report on what works.
What doesn’t work you’re going to know? What’s coming up, you’re going to stop doing things last minute or in the moment, and it’s really going to allow you to implement the best practices that we talked about and it’s going to allow you to really level up when it comes to your social media game. Okay, so a few quick tips for editorial calendars number one editorial calendars use them now. If you’ve enjoyed this episode of the we, our slam, show if you haven’t already please subscribe, you can do that on.
You can follow us on Spotify. You can subscribe on iTunes. If you’re reading on youtube be sure to number one subscribe and then number two hit that Bell and if you’re you know, reading a clip on Facebook or anything like that, do me a favor Instagram TV. Do me a favor and let me know like shoot me, a comment DM me or you can email me at Tyler at slam agency com. If your marketing director, looking to up your social media game, we can help you with that.
This is something that we’re really passionate about and something that we’re really good at it’s taking. You know just your your ordinary SEO and taking it to that next level, I’ll be happy to share with you some of the things that we’ve done for brands, big and small, and hopefully we’ll partner with you to do something amazing. Now, if you want to reach me in that capacity, just go to slam agency.
Com and click the button for free consultation, it’s the big pink button at the top of the page. You can’t miss it. Thank you for tuning in. I will see you next week, thanks for reading, if you like, what you saw subscribe then hit that Bell you’ll be the first to be notified when new content goes live. After that you can read more articles from slam agents. We picked something
Now This is a local business, So it doesn’t matter if you’re a real estate agent, chiropractor, Dennis local restaurant local gym really the strategy all works the same way. So this is Kathy right here. Kathy is a real estate agent that I’ve worked with in the past and she’s based out of Southern California, And this right here is her Facebook page and then we’ve got her website right here And then I just pulled up a simple.
This is not her actual Landing page right here. I didn’t go into her account and go get that, but you can see like kind of the idea here. So this is where we would be running the Facebook ads to go. Send him to this type of an opt-in page and we’ve got. I mean, Obviously, a number of different opt-ins and landing pages that we can go through and offer on the lead magnets, But those are kind of her assets right.
She got the website. You got her. Facebook page – and I don’t honestly, don’t even know how many followers she has she’s got about 200 people and so He’d go through. Let’s see if she’s got any articles, I honestly did not even checked so she’s got some articles. You can see 272 people view that 151 1.3 thousand Some are more popular than others, But so, okay, So that’s some good data to go through and start out in a workplace.
We’ve got Facebook page We’ve got some article views. We’ve got some page engagement people. We probably have people that have visited her website over here. You can see, she’s got her Facebook pixel all there and tracking Okay and then we’ve got the Listing leads or you’ve got the the lead magnet right here. Okay, So let’s just go to the drawing board over here And let’s map this out. So if we grab the pen so we’re going to be sending people to This initial Landing page cave because remember we don’t want to send.
If we’re running Facebook Ads, We don’t want to be signing in to our main website. We don’t want to be sending them to our blog anywhere else. We want to send them to a simple lead capture, page with a lead magnet with an offer That we can go through and grab their contact information, So their name phone number and email address now. Initially, because she’s not completely brand new Kathy has some assets that we can go through work with, so we can go through and create custom Audiences.
So we can go and we’ll run a Facebook ad right here. Okay right We’re on a Facebook ad and we’re sending people to that landing page to this one right here: Let’s just map out She’s got her website visitors. So anyone this visitor web site She’s got that Facebook pixel on there, so she can go through and retarget. Those people She’s now got people that have engaged with her page, So page engagement, okay.
So that means if she’s made a post anyone this light commented or Follows her on Facebook or anything like that, And then she also has the article views right And then I think that’s probably about it for right now, Oh and then, if there’s anyone that does You know hit this landing page, but doesn’t opt-in. We can set up a little retargeting ad right here To get them coming back up here, Okay, which these ones up here – They’re, not necessarily a retargeting ad, because they haven’t necessarily seen this Facebook post already or this Facebook ad, and they haven’t already gone to this Landing page where, Whereas, if they’ve already seen this added they’ve already gotten this landing page at that point, They this would be a retarding ad showing to those specific people All right.
So now we come over here. This is going to be more of that warm audience. Slash that tier Two okay, So now she comes over here, She gets them on her email list and her ideal Situation is to go through and get them to book an appointment with her Okay. So now what she’s doing is going through she’s getting the lead? The contact information, their name phone and email. So if we come over here to this landing page, they hit give me the list We’re getting their name, email and phone number.
So then she can go through call them up right away and You know get get an appointment schedule and then what we’re also doing is we’re setting them We’re putting them into a follow-up email Sequence right here. That is then getting them with a real estate agent. Right, a real estate agent or a dentist or a chiropractor any other, these little local business owners You’re not necessarily selling something to online.
So the whole goal Is to come over here and your sales mechanism is to get an appointment scheduled because with her she’s either helping people buy a home or Go through and sell their home list their home. So she can go through and sell to help him sell it right. So now we’re going to be following up with Emails, okay And then also what I like to do is follow up with SMS as well, Okay, which the nice thing about the Arsenal system which she uses.
It’s all integrated in there, So she’s got email, SMS and then even Facebook Messenger. So we’ll do Facebook Messenger right there. Okay! So now We’re at this point where we’ve got all these people: Okay, so we’re initially targeting that this small audience of people who visit our website. Okay, that custom audience people that have engaged with their Facebook, page people that have viewed her article, We’re targeting that that warm slash that tier-2 and then also part of this, is any existing existing clients and existing Leads.
Okay. Now, because, when you’re running a local business, especially if you’re in a smaller town now Kathy She’s in Southern California, So she actually has a pretty big area of pretty big community. But with this audience right here you can be spending literally like five to ten dollars per day and Hitting this whole entire audience Right, because you don’t really need much more than that, because there’s probably not going to be.
You know Millions of people that audience is probably just going to be thousands or even tens to tens of tens of thousands right so going through, hitting that up and setting these all here where we should, because this is all this low-hanging fruit, beginning pretty dang good Results and then having the retargeting ads, Collect anyone that hits this landing page. Let’s say this landing page converts at twenty five percent, So out of a hundred people, twenty five become leads, and out of those 175 do not so we’re now retargeting the seventy-five right here.
Okay, but then we go through and we’re getting people to go and discuss an appointment and out of the twenty five leads. Maybe let’s say five skills appointments? Okay, so then that means that there are 20 that we can go through and not only send emails to Send. Also text messages also send Facebook messages, but then we can also spend let’s say $ 1 a day, Reminding them to go back and set an appointment up with Kathy okay or with your dentist or with the you know, If you’re marking agency, with with your sales Guy or you, if you’re the sales person right, So this is really the simple setup right here And then, when you went to go, you want to go really scale up then guys this landing page right here It could be for whatever offer It could be.
A number of offers for a chiropractor, It could be a free massage. It could be a free consultation getting in for a desk. It can be free teeth, whitening for real estate, for example right here. It’s getting a list of homes under $ 300,000 for $ 500,000 or whatever The number is, it could be Hey. You know, we’ve got this listing, like maybe you’re, promoting this listing and you’re trying to get it sold.
So you say: hey get up the price pictures and Address of this property just put in your contact information, So it could be a number of different things and then, when we go through and we want to scale this up, Okay, we went to the wrong page. We want to go through and scale this up. We now we’re going to hit our look-alike audiences, So our 1 % look like audiences of our. Ideally, if you have a hundred plus past clients, okay, Then you want to use one percent, look like audience of them or one percent.
Look like a Belize or article views, page engagement or website visitors, and then this is going to get us a two million person audience and Obviously, if you’re running a local business, If you’re just targeting people specifically in that business. Obviously, it’s going to be a lot smaller than the two million, But then we are now sending them to This same landing page as well, And then you’ve got all of the Machine already set up on the back end.
So they go through, 25 percent of the people are going to actually opt in, so the other 75 % are going to be hit up with this retargeting ad And then of the 25 %. They’ve opted in we’re going to invite them to schedule an appointment of those 25. What is that 5 out of 25? Is that, like 20 %, something like that Yeah? I think 20 % are going to actually schedule an appointment. So the other 80 % Right here are going to be hit with another retarding ad.
But it’s not going to be this same retargeting ad, because we’ve already excluded them, Okay, which we’ve covered that in in previous modules, we excluded them because we already know we had their contact information But we’re just pushing them along To the next step. Okay, so if they viewed our website or article or something like that, We’re pushing them to opt in they’ve already opted in we’re pushing them to schedule.
Appointment, They’ve already scheduled an appointment, We’re pushing them to actually, like you know, list their home with us or buy their home with us, or something like that and then so. The goal is to get them on this appointment and then see. Are they looking to buy? Are they looking to sell and whatever they’re looking to do and then once you go through and get a buyer or a seller, Then with both of these, especially in the real estate market and if you’re in any other market? Really It’s the same type of thing, Then we’re going to go through and we’re going to look for Referrals from those people because obviously they went through and they just bought a house.
It’s not like they’re going to buy a house anytime soon in the next six months or even a year, even probably a couple of years, But you can say like hey, okay, Do you know anyone else looking to buy a home in this area, but also, if They’re looking to sell their home and you go through and you sell their home, So you make some money on that and then you can go help them Buy a home. So you kind of like double up on that.
So that’s that’s something! That’s really nice there! So a lot of times we’ve had real estate agents They go through and they run an ad to help someone buy a home and so because they know they’re looking to buy a home They like. Well, you don’t need the other home. So, let’s hope you sell that other home, And so you kind of can double-dip like that. So that’s obviously the real estate business. But if you look at any other business same type of thing, If you’re a dentist, you get them in with free teeth.
Whitening up here: Okay: where is it up here? Free, teeth, whitening and Then once they come in set an appointment. You get them in the seat right here and then it’s not like buyer or seller, but it’s like okay, a teeth, cleaning, a root canal or Whatever the different products, and offers that they have to offer so same thing with the chiropractor Of a gym like if You’re going through instead of Fitness, you got nutritional plans, You can break down workout plans, private coaching, just a normal, typical membership, There’s a lot of different things, but the nice thing is with this process: you can now market to them with email can market with them.
Sms with Facebook, Messenger and all of these retarding ads, which, with those retargeting ads, you can hit them up on Instagram and on Facebook, So you’re, basically omnipresent in all of these different locations. Okay, So anyway, guys, if you guys have any questions specifically to this case study and how this works for a local business Go ahead post a question in the Facebook group that this is exactly where I would go through and start.
Obviously, if you guys do not have an existing business and you don’t have any website visitors, article views or anything like that, The first thing I would do is shoot a article talking about your products or services post that on Facebook Put some money behind it. Maybe five to ten bucks a day get a few thousand people Viewing that article and then start the same process go and set up in facebook ad targeting only those people that viewed the article Okay get them to a landing page with your offer.
And then you can initially create a one percent. Look like audience off of those Video viewers to get them to your landing page as well, And then once you’ve, gotten 100 plus leads Create a custom audience of all your leads and create a look like audience of those leads, And then once you scale up and You’ve got, you know, Let’s say a thousand leads, and now you’ve got a hundred customers at this point, then you go.
The same thing create a custom audience of those 100 customers create a 1 % look-alike audience of those customers, and You continue to grow like that. So, anyway, once again post your questions, comments whatever in the facebook group and with that said guys, I will see you in the next
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Okay, How did you start how to get your first clients And then how to go through, take it from zero to ten thousand dollars per month? Okay and then once you’re at ten thousand dollars per month, How many of you guys would love me to show you how to take it from ten thousand dollars per month to even a hundred thousand dollars per month? How would you guys like to see exactly what I’ve done to go through within twelve months, Take my business from in essence zero to over a hundred thousand dollars per month? With what I’m doing here? Okay, We’ve got star from Venice Beach.
What welcome star Okay awesome guys! Well, That’s we’re going to cover today We’re going to go through because, obviously like, if you’re wanting to start your own digital marketing agency, That’s the core! That’S obviously the title of this article. You need to know how to get your first clients. You know how to go to have success with those clients, because I know a lot of people They like want to start their own agency, but their biggest fear.
This is me a couple years ago is why I want to get clients, But what, if I have no idea how to help them, how to run ads for them how to get leads or success or any of that stuff? So I want to cover that, for you all today get those first couple and honestly, You can run your own market agency as a one-man show and take in a ten thousand dollars per month Fairly easy. It really is not that hard. That’S what I went through and did, but now I’ve kind of merged to the fact where I am Just you know, I’m trying to go through and specialize only in sales and market We’re going to talk about that here as well.
Okay, so Awesome guys – Let’s jump into this, so the first point I’m looking down here, because I’ve got these little notes right here. I’Ve got three key points I want to share with you. So number one is Get experience. Okay, What you need to do first is go through and get experience with Facebook advertising with marketing with starting your own agency, Whether it’s SEO Facebook Ads Google Ads whatever it is and so Number one key point number one kind of contradicts number two which I’ll tell You about here It is a little bit, but you need experience, so it doesn’t matter What clients you’re going to go through and grab Could be.
Chiropractors, dentists, real estate agents, gym owners, restaurants, anything you just need to go through and get Familiar with the whole Facebook advertising marketing process right now, when I first got started, This is me back when I was super naive with all this stuff. I was like man. Well, You know everyone that has a successful agency. They’Ve got all these testimonials. They got all this stuff like.
How do I go through and sell somebody without any Testimonials like? What do I go through and do, and so really the key is, is going in first And it sounds like it sucks right, but go and work for free go offer To run their ads for two weeks for four weeks. Whatever the timeframe is and say, hey, look, You know. I’Ve been really studying Facebook advertising, It’s really hot right now, There’s so many successful case studies out there And I want to go through and help you with your restaurant with your gym with your you know real estate agency, Whatever it is and help you go through And market that business? Okay, so you go through and you say: hey You don’t even have to pay me.
Okay, After the two-week trial or before we trial. Whatever you’re doing you can say, then we can go through and we can talk about What the right amount to pay me is And we kind of move forward from there. Okay, so we’ll just like we’ll use your Facebook advertising money. Okay, So they set aside a budget of 200 400 500, whatever the number is, and you go use that money to gain that skill set. Because, honestly guys, I’ve been through a lot of Facebook advertising Courses and all that stuff, especially when I first got started.
But honestly, at the other day it all comes down to just getting that experience and going through and Using the ads manager in Facebook or Google or any of that stuff, And you will learn way quicker way more by actually going through and gaining that experience. Okay, so anyway, that’s number one and the best way to go through and get clients. You guys have probably seen this on some other trainings of Mine or some other people is just going through and posting on.
Facebook, hey I’ve, been studying Facebook ads where I’ve been studying. You know at Google Ads or whatever you’re like been focusing on and I’m looking for some people to go through and help them out. I won’t charge anything. We just do a little trial run and we’ll see how it works. Getting leads for you in your business And then you’re going to get people responding and you can go post on your personal profile.
You can post in some local Facebook groups like Wherever you live. Let’S say you live in Dallas, There’s, there’s local Facebook groups of there Dallas specific kay could be like Dallas, small business owners or Dallas. You know gym owners or whatever it might be, go post in those groups and just kind of like start to get that That communication out there, okay, so number two guys so, Let’s just hit anybody have any questions on that real, quick, I’m going to dive into Number two, and if questions do pop up I’ll jump into that, because I know there’s a little bit of a delay when we’re going through and doing these YouTube lives.
But if you guys have questions on number one hit them up in the chat box. But number two guys once you go through and You have your experience right. You’Ve gone through You’ve worked with all these different types of business owners. All these different clients. You want a niche in and get specific to one Industry. Okay. Now, when I first got started – and this was you know – probably When I first got start with more of the Facebook advertising agency model – This is probably two and a half years ago, or something like that.
I was working with Dennis chiropractors real estate agents network marketers Insurance. I was like working with so many different types of people just to gain that experience, But then we started seeing consistently really really good results with the real estate market. Okay, real estate agents, real estate investors, real estate brokers, And so I went all in on that. I went all in and just started focused on those, because we had some campaigns That we’re working Extremely well to get buyer leads seller leads, you know, promote their open house, promote their listings, And so I was like you know what I could either go through and Continue to try to reinvent the wheel of okay, Let’s, like I’ve got a new insurance broker like I need to go, find out a good campaign, That’s going to work for them and then the next thing you’ve got a mortgage broker.
The next say: you’ve got a fitness, a gym owner personal trainer and going and trying to recreate the wheel every single time you bring on a new client or You can have maybe four to five campaigns that you know converts super well and just focus and stick With those okay, So that’s what I went through and did We’re starting to get some really good results in the real estate market. And then I was like you know what I’m going to go all-in with this, I’m going to only do real estate, because I know these campaigns work and now my only focus is He’s getting new clients getting new customers on to go through and help them take Their business to the next level, okay, so Anyway, guys that that’s kind of key number, two so like you can see how it kind of contradicts number one.
But number one is obviously like just getting out there getting that experience, bringing on your first couple of clients And then once you see like hey, Maybe you’re like you’re, killing it with chiropractors or killing it with Dennis or with realtors or whatever. Then you go through and you focus just on that niche and my my Recommendation to you – and this is what one of my mentors told me he went through and said: hey Jason focus on real estate.
He’S like you’ve, been having a success in real estate. Don’T go out of real estate until you’ve made at least a million dollars. Okay, And now we we well surpassed that, but we’re still focused on real estate, Because one is a huge market. We can go through and just really grow our business And we just continue to get success and we continue to improve our model, our campaigns that we’re running for all four different clients.
Okay, so number three guys We’re getting this so so we got number one Go out, get experience grab some those initial clients get testimonies, get those case. Studies, Okay, work some stuff for free. It sounds like a little bit of a pain right at the very beginning. For long term results we’re not in this for the quick win, we’re not in this for the quick buck, We want to go through and build a long-term sustainable business if you’re in it for the quick buck, You might have success for six to 12 to 18 Months but you know everyone else is going to come in and they’re just going to like take over and You’re, not going to really be able to set yourself apart, Okay and then once you go through and you find a niche where you’re really seeing great results.
Focus in a hundred percent on that niche now You know: we’ve worked with over 3,000 Realtors now real estate agents and brokers and we’ve kind of started a few months ago. We start moving into loan officers mortgage brokers, but honestly, the only reason. Why is because Someone? Looking to buy a home that a real estate agents going to work with that’s the same exact person, That’s going to need a loan from a lender; Okay, so it’s like it’s literally the same lead and there’s so many synergies with that that, With those industries that It makes total sense to go through and jump over there.
Alright, so number three guys. Okay and if you guys have any questions, this point just go hit them in the chat box. I’Ll make sure I’ll get to all those questions. We can even save some time here at the end To answer all the questions you guys have, but once you go through and you you’re so so anyway, those first two keys That should be able to get you from zero to $ 10,000 per month. Okay – And that should be enough like where you can go through and you can do the sales and marketing for your clients, And you can do the fulfillment for your clients and that’s what I did for the first several months.
And then it got to a point where I was like. You know what I don’t have time to go through and fulfill for all these clients. And I don’t have time to do the sales and marketing just jump back and forth and because you just end up losing so much time and effort and energy by Switching gears right where it’s like You’re doing sales calls and then, like someone’s like hey, I need. I need help with this support Item or I need you to do this or do that so you’re always jumping back and forth and really You don’t see any great results from it.
So, as you start to grow, What I would recommend is because you found out kind of the model You’ve had the experience of going through and setting up the campaigns go, find someone that you can hire. Okay to start setting up those campaigns for you in doing the fulfillment. Ok just find one person find someone. You can trust Someone you like to work with you enjoy working with, and then you can focus a hundred percent on the sales and obviously At the beginning.
You’Re going to have to spend a little bit of time, training that person up, But the idea is when that second person, when you hire that second fulfillment Account Manager person the person that you initially trained, They can train them. Okay, so now you’re starting to leverage yourself You’re starting to branch out, and you can focus a hundred percent on the sales and marketing aspect And we’re going to get that here in a second We’ve got Joel saying.
Facebook for real estate must be very tricky. Does Facebook have that data on possible home buyers? Honestly Joel is not too tricky. Okay, Obviously, and there’s all the new Facebook algorithm updates Everyone’s kind of freaks out on it’s like well. How does this affect real estate, and all this and honestly, it really doesn’t affect it too much our campaigns that stay pretty consistent, really the biggest change that I’ve seen with the new Facebook algorithm update is, I Think I have a little over 30 thousand followers on My Facebook page And if I make a Facebook post and even a Facebook live which used to get way more, You might get 50 people that are actually seeing that if I don’t put money behind it, so 50 people reached with 30,000 people that follow you.
It’S not really beneficial so like Anyway, the whole the game of like having so many followers and likes all that and on Facebook. It doesn’t really matter anymore so anyway, but also this Facebook have data on possible home buyers. Yes, They do so they’ve got. You can go through and target by homeowners So like, if you’re doing like a sell, leads campaign for people looking to go through and sell their home, You could target people that are homeowners.
You can target people that are renters, There’s several other different Interests and groups and all that stuff that you can go through and target. Okay. So back to kind of like Your, you went through you hired your first person, you trained them on support fulfillment. Now you are shifting okay you’re shifting your focus to 100 % sales and marketing, and what you need to do is you need to get a Consistent sales process that you can know and rely on that happens every week every day, Every like you, you got a Set like a certain amount of time like so I go through and I’ll do live webinars every Single week, okay, and I know that every single week This is like a proven model, proven process that I can go through and put a majority of my budget.
My expenses for my whole company Into that advertising just to bring on new clients. Okay, So that’s really what you want to do. You want to get to the point where, like you go, And you first get your first ten thousand dollars per month and honestly that doesn’t really You don’t really need to spend a lot of money. You can do that 100 % for free with no advertising budget and then what I do. Let’S say your expenses for 10 grand a month.
Let’S say your expenses are like five grand or whatever I put like 70 to 80 percent of my total expenses so 70 to 80 percent. Of that five grand Into my advertising, okay, cuz, then that the whole goal is now we want to build something. That’S going to be a long-term, sustainable, long term growth, so we’re not we’re not necessarily interested in, like those first 90 to 120 days of Making the the quick money like I don’t know bout you guys, but like it’s great I I you know I like to Make money too, But I rather go and make you know a hundred million dollars ten years from now, as opposed to a hundred thousand dollars right now.
That makes sense so like I’m going through and I’m building this with a long-term mindset That if I go through and invest more to my business into advertising, getting more leads more clients on board than in a year. I’M going to be able to have a business. That’S going to be doing a couple hundred thousand dollars per month and It’s it’s going to be that much more beneficial right. So, okay, We’ve got a few questions here.
We’Ll say how do you see Facebook ads and doing what you do change with the Cambridge analytical scandal? Honestly Yeah? Like that’s, that’s, obviously, an issue, I think that’s more of an issue for Mark Zuckerberg and Facebook to be completely honest, because this is just the whole data breach and all that we still have all those tools and everything accessible to us as advertisers as business owners And Really we’ll the the big key thing on that is You you’re always are going to be changing whatever platform You’re marketing on, because like right now, Facebook Ads is hot.
You know ten years ago, Google ads was super hot okay And most people actually aren’t doing YouTube ads, which I’m jumping in and doing YouTube ads and those are working amazingly Well. So really it doesn’t matter like whether it’s Facebook or Google or what the platform Is. There’S always going to be something new, whether it’s Instagram snapchat, you got to go through and just evolve the model as time changes and things evolve so like even if, Let’s say Facebook ads that, let’s say it Just totally shut down tomorrow: okay And the whole Cambridge Analytic a scandal that, like totally just like, crashed everything honestly, I wasn’t really worried because I’m not relying a hundred percent on Facebook for my lead generation and for my marketing And I’m not relying that.
Well, I’m actually right now We’re kind of focused on that. For our clients, Just because it’s it’s converting so well and we haven’t really seen – I mean it’s only been a couple days, But we haven’t seen a huge, Huge shift or change with anything recently so anyway. Oh Jokes laugh at that comment: okay, cool, okay. So now so now we’re going through and we’re putting the majority of our budget into our Advertising, our marketing, whether it’s Google, Facebook or if it’s some new platform, that’s come out To go through because our guys, just so you know, there’s so many other Taizo networks And resources that it’s not just Facebook, It’s not just Google, okay, I work with some advertising networks where There’s these guys that have massive email lists or text messaging lists, or they have big blogs.
You can go put banner ads on there’s like so many different ways. You can go through and Target your ideal customer and bring people in to your business. So it’s not just Facebook there, but I would go through And make sure you’re putting putting a majority of your budget Into that lead generation into client acquisition, bringing more customers in, and that’s your sole focus. Okay and you’re, just going through as you’re bringing more clients.
You hire more account reps to help you with the fulfillment and then, if It gets to a point where you’re like hey, I can’t handle all the sales myself We’re getting so many leads. Then you can go through and hire a second or third or fourth sales. Guy right, So that’s what we’re starting to do right now We hired It’s just probably two. Three months ago, We hired a second sales guy to help me with all the incoming leads and all that stuff that we’re generating.
So So that’s basically it guys Go through get experience, kind of go start working with any and all clients get your experience with Facebook Ads Google Ads with you know, Going through and marketing on blogs or whatever it might be, Second find which niche? That is just really connecting with you, Where you find your best results. Your best case studies focus in on that a hundred percent till you’ve made at least a million dollars.
Okay and then once you go through then focus on that as you’re growing. Your focus in 100 % on sales And you’re, putting in 70 to 80 percent of your expenses as a whole into advertising into marketing. And then Your high in our hiring more account reps to be able to go through and handle the new onboarding of clients. And then you go focus a hundred percent of sales until you get to the point where, like you’re getting so many leads, so many everything that you have to hire more sales people to Go through and expand it out.
Okay, let’s say these up: um, Okay And have will Classic? Is there a version of arsal that allows you to build landing pages for other agents, get leads emailed to them and myself so Prince Durban Romans we’re actually working on that right now We don’t have like like right now. Arsenal is built for the individual agent. So what you could do Is you can go through and set up a lead generation campaign and have the the Leads notified sent to the actual agent as far as right now sending them to you and the agent.
We only have it going through one person. Actually, you know what we’ve done actually in the past, with some people that have wanted to do that. You know how you can set up and create a Like a group, alias email. So, like let’s say, We’ve got our support at our salon: kg comm right and Then we have multiple people. When someone emails support, we have multiple people that get that email. So that’s what you can do their prints.
That’S what we’ve done in the past and totally forgot about that, But you can set up like you know, Kansas realtor at prints, calm or whatever the email address is and then have that sense. When we send out the lead Notification, it goes to you and the realtor as well. Okay, Phyllis, a long trip things grit is great great mindset. Yeah. Definitely, eighty percent of their ad budget to generate leads build a long-term relationship with your clients, exactly Joel nailed.
It. Okay, Joel saying: where do you find your account reps or freelancers? Do these tasks honestly guys where I find it, And this is a great question, because this is something that I know people have struggled with in the past. Is I just reach out to my existing audience? Okay, after you’ve been doing this for so long I’ll, just go through and make a post on Facebook. So, as you start to gain fault like, even if you’re not really trying you Start to gain followers on Facebook, people add you as friends on Facebook, They will jump on your email list and even though you’re marking is specific, like I Marcus specifically to Realtors, I Get digital marketers all the time jumping on and they kind of want to see what I’m doing right so Anyway, I would just go through, and this is what we’ve done Even this week, I did a Facebook live in our Facebook group.
I posted like on our Facebook page or I posted it on my personal profile before I’ve posted the I’ve, Done an email blast and just saying hey, if you guys are interested in working with us, We’re growing We’re hiring again, Which also that excites people on your Email list because we’re like wow They’re, growing, They’re growing, again like it, must be working and so like they. They get more belief and confidence in you and what you’re doing Okay so Joel.
Hopefully, hopefully that helps and also like what I initially like when I didn’t have super big following We have a few colleges actually around where I live about. Seventy thousand University students, and so I knew a couple that were just there, but I ideally I like to go through and reach out to my existing following and community, because More than likely they’ve seen some my trainings on Facebook ads on their software on set up On everything, so The onboarding and getting them up to speed is that much faster.
Okay. Okay, let’s see Hey Jason, I’ve been following you for a while Hugh Rock awesome. How do you set up the software platform used for your specific niche? How do you set up the software platform used for you specific nature, so Giovanna Thanks for the thanks for the comments Thanks for following us, um We’ve been building this platform out for probably three to four years, so we’ve gone through because we build out from scratch.
We’Re not using any like Third-party service that we’re just white labeling like we built it from scratch. It’S all custom to us and We start building out. I think three four years ago and then we started going like full-time all in with it about two and a half years ago. Okay, so that’s what we’ve done We we do go through and do white labels of the software. It’S not really my focus. I don’t like to focus on that, but we do offer that there Will is classic we’re.
Talking about me jump on your webinar space pages talking. You probably will you’re, probably you probably the exact person I’m talking about there. Okay, Well cool guys! Well, Let me just jump in I want to. I want to share with you guys just For anyone like you know, if you’re kind of wondering where to get started on all this stuff, I have put together a course. It’S called the six-figure agency.
I just dropped a link in the chat box if you’re reading the replay of this. What I’ll do is I’ll put it down in the description as well, and This is basically my step-by-step guide of gaining clients getting clients Going through and taking it, building your business to zero to $ 10,000 per month. It’S all real estate and mortgage specific and focus so you’ll see all of my real estate generation campaigns.
My mortgage lead generation campaigns. How I go through and you’ll see the contracts that we use to sign up clients, because that’s really big, as Once you sign somebody up. You want to get them to sign a contract, so you, you know, There’s a good understanding of what you’re going to do for them And what they’re going to expect from you so that just not any issues down the road And then I go through and show You how to get your first cup of clients how to charge them how to what different Products and services to offer and then how to go through and scale things up from there? Okay! So if you guys want that, obviously it’s just you know, It’s not really! Honestly, It’s not even really a moneymaker for me.
I just like I put together because I thought it’d be helpful for some people that are following me here and That’s pretty much it guys. That’S that’s the quick 3-step rundown! Okay, Gain experience, go run stuff for free for your clients, Number two niche down on where you’re going to go through where you’ve been having good success and results, Then three go start hiring other people and putting a majority of your ad budget into your lead generation.
Client acquisition Scale and grow things to the next level. Okay, So anyway, guys, if you guys enjoyed this article, Go ahead and hit that thumbs up button, I’d greatly appreciate it. It would help other people see this as well. If you guys want to share it, You know I don ously, Love it and then, if you guys are not subscribed yet make sure you guys subscribe, the blog, I launched a new article every single Monday, Wednesday Friday, I’m trying to do more YouTube lives.
I don’t know if you guys been reading me for a little bit now, but I was actually Banned from doing YouTube lives for 90 days, which was insane I was like Anyway. I must have broken some rule. I had no idea about so it’s kind of a newbie to YouTube, which is all good, but Anyway so yeah go ahead, subscribe the blog I’ve got for everyone that subscribes. I’Ve got a free Facebook as mini course $ 97 value.
Just go to my blog hit. Refresh And there’s going to be a article and a link to that that mini course there hook you guys up and then also we’ve got the six for your agency link right there and Anyway, guys Thanks so much for reading I’ll try to jump on. I’M not sure if I’m going to do a live on Monday, yet Or just kind of like a pre-recorded article, but thanks so much for for jumping on commenting.
I love the engagement. I love you know, seen kind of like the different questions and beyond the answer and help you guys out as much as possible. But with that said, I’m going to leave you guys all, But I hope you have an amazing weekend and with that said, I will talk to you all later.
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