Epic Real Estate Investing - Chris Chico's Facebook Marketing Approach for Real Estate Investors | 872

Episode Date: December 20, 2019

This Friday, Matt is joined with Chris Chico, an investor who perfected the concept of virtual real estate and who’s willing to share his tips and tricks to help you grow your business using Facebook marketing. Tune in and find out more! Learn more about your ad choices. Visit megaphone.fm/adchoices

This is Terrio Media. Success in real estate has nothing to do with shiny objects. It has everything to do with mastering the basics. The three pillars of real estate investing. Attract, convert, exit. Matt Terrio has been helping real estate investors do just that for more than a decade now. If you want to make money in real estate, keep listening. If you want it faster, visit R-E-I-A's.com.

com. Here's Matt. So today, got a great show, got a great guest. I mean, if you have ever wanted to grow a successful real estate investing business using the power of technology systems and the internet, then our guest today is the one that you've been waiting for. He's well versed in real estate websites and traffic that contain the essential elements, just required, all the essential elements required for success as a real estate investor.

And he was the first person to develop and perfect the concept of virtual real estate investing, where you can do deals literally from your laptop from start to finish. He then streamlined his methods into a fully integrated system called virtual wholesaling. You heard of that before? The expression, it's now in the household lexicon of real estate investors, and it all started with him. So please help me welcome to the show, Mr. Chris Chico. Chris, welcome to the epic real estate investing show.

Thank you. I'm very excited to be here. I have a drink like three cups of coffee, just to be ready. for this interview, so I hope that I have enough energy for you. Yeah, every time I've met you, that's something I always thought. I wish he drank more coffee. Yeah, that's right. I'm working on, I bought it from Amazon that will feed it right into my veins.

I'll let you know how that works. Maybe you want a good review. Maybe you want to try it. Right, right. We'll start what, vaping caffeine, maybe. Yes, that's right. I love the idea. I love the idea.

We look rather peculiar here on the screen, the two bald heads. It's like someone has to, all right, we'll move on from that. That's right. Hey, Chris, I have a long for a while. We met in a mastermind group, and I remember we had a little breakout session. I never got to acknowledge you for this. I just wanted to thank you for when you brought up the whole idea of Montessori school for the kids. Oh, yes, right.

I remember that. Yeah, and I immediately went home and shared that with Mercedes, and we enrolled Mateo into Montessori school. And the kid is so smart beyond his years. I'm blown away of what he knows how to do. I swear I felt he was reading in a week. Oh, wow. I do remember our conversation.

So he's been in Montessori ever since? Yeah, so we're probably going to switch him over to public or something like that next year. But yeah, that's what, four or five years now he's been in. I'm really blown away because he's much smarter at seven years old than I was. Okay. Oh, that's great. I'm glad I was able to help on that. Yeah, absolutely.

So, Chris, when we met, I knew you were kind of a big guy in the virtual wholesaling world. That's what I had your name attached to. But I never met you before. I'd never talked to you about it. And we've still, to this day, we've never really talked about that. Tell me how that started and where the virtual wholesaling thing came into play. Well, this was back around, I think it was around 2004 or five.

You know, we were doing deals here in the south floor of the market, doing well, mostly focused on direct mail. and however though, you know, the market started to kind of slow down a little bit. And one of the things that I noticed is that even though our market has started to slow down because our market had had a tremendous, you know, uptick and pricing, but there were a lot of other markets throughout the country that hadn't had that tremendous increase. And so I started to think about, well, gee, you know, these other areas, these other investors are doing deals and they're not having as hard of a time as I am and making deals work here in the south-flood area.

and I started to think about, hey, is there any way for me to explore doing what I'm doing here now, but maybe doing it in a completely different market. And it was interesting because during that time, right now we have a lot more tools available. You know, back then, I was using direct mail. So I was able to get the mailing list the same as I was here in South Florida and was easily able to get it over there. One of the challenges that I had was buyers. And with buyers, you know, I figured out that, hey, I can go in and pull a list of the most recent. and T-O-owner transactions in a particular area, and then just send postcards to those people

as well. Back then, we were, you know, so we were sending people back then to a website because back then hardly any real estate investors had the website. So I was using a squeeze page and, et cetera. And, you know, back then, things were a little bit more difficult. We didn't have Google Street View back then. So anytime we got a property in the contract, we had to go out and get somebody on Craigslist and pay them like 50 bucks to go out and take photos of the property. And that's how it all started. It started because of necessity. You know, the market wasn't doing that well here.

And I saw all the real estate investors were doing just fine in other areas of the country. And then, and that's how I got started with virtual wholesaling. And I think that that's what a lot of people know me because that's what I started to teach. When I started to teach, I didn't set out to create a course or materials. I just really took at that time all the materials that I had, all the videos that I had that we were using internally. and I uploaded it to a website. And then I gave people access to that. And that's kind of how I got started in the, you know,

teaching other people how to do the same thing as well. Awesome. Cool. Yeah. It always seems like everything that we do that's exceptional or gets recognized was born out of necessity. Right. When you start making a name for yourself, other people want to know how you did what you did. So then you start showing.

And it just kind of morphs it. I mean, I'm a total accidental guru myself. Like this was not the plan. Right. Yes. Exactly. but cool all right so that brings me up to speed so i know you're on to something really new right now that i think you kind of have an edge on that that what's the word i was i was looking for i was

on a roll there um you're always on the cutting edge as long as i've known you and you're on to something new with regard to facebook and how you've been able to create motivated seller leads through facebook and where a lot of people have really struggled and flat out failed and trying to make that work no one's really cracked the code, but I think you're really on to something. So I wanted to bring you on to the show and have you share that with the people and see what we can, what we can create together. Yeah. And, you know, for me, the Facebook was born out of necessity. Because, yeah, again, again, born out of necessity. You know, I've always been known as a direct mail guy. So I was, you know, early on in the process, you know, I, you know, was, I'm very well

known for creating a bunch of different postcards and different angles on postcards. You're using 24 recorded messages and and that worked well. And what happened is that, you know, as everybody knows that that channel has become a lot more crowded and it was taking a lot more money to find deals. And there's more and more of our sellers are online. You know, you know, I always kid around and say, you know, my mom and my mother-in-law now have phones with like Google and Facebook and everything else that you need on the internet, which wasn't the case like, you know, five or six years ago.

And so I started to think about, you know, hey, everybody's online. How can I get access to these people online? And I had contemplating doing pay-click. But, you know, at the time I was contemplating paper-click, which is last year, the cost per lead on paper-click and the cost per deal on paper-click was high. You know, a lot of the guys that I spoke with said, look, unless you got, you know, $7,000, $10,000 a month to really push on this and give it a go, then you're just wasting your time. And so for me, you know, SEO was also something I had thought about, but SEO,

was more of a longer process. And so I was interested in, hey, is there a way to me to get sellers now? Now I have to wait a year or six months in order for my site to rank. And so I started that journey of learning Facebook. I started to really copy, you know, when you're starting out something brand new, you don't want to reinvent the wheel. So you start just looking at what everybody else is doing and trying to do the same thing. And that, you know, didn't work for me. You know, I started running Facebook ads. And in the end, you know, I took a step. back and I said, okay, well, what is it that has worked for me in direct mail? You know, what approach? And are there, is there a way for me to take the approach I was using in direct mail and take it

into Facebook and maybe create a unique way of generating leads, right, through Facebook? Right. And that's what happened. And so what I want to do today, and I'm looking at my screen partly because I have some notes, I want to make sure I cover what I'm going to cover, but I'm going to go through specifically my framework for using Facebook ads. Okay. And, you know, I've got people, I've got clients that were doing direct mail, wasn't working. I have a client that I had recently spoken to that was doing direct mail, wasn't working, and wasn't working to the point where they were actually almost contemplating leaving the business because they just weren't being able to make it work. And all of a sudden now implementing Facebook ads, their businesses

completely turned around. Like they're only doing Facebook ads. And so what I'm going to share with you guys, it's not theory. I mean, we run an agency. We have a lot of clients that we work with each and every single month. We have lots of students with tremendous results. So I'm going to walk you through, guys, the exact framework that I use, and that if you were to follow this, then literally, if you put an ad on Facebook this morning at 8 o'clock in the morning, you're going to have leads come in today. So it's not like, you know, hey, I'm going to spend money on Facebook over the next week or two weeks, and hopefully I'll get some leads. It's no, it's a median. And so I've broken it down to three different things. So the first thing,

in terms of for us making Facebook work. And some of these are counterintuitive is how are we going to come across to the sellers? So what I noticed is when I was doing Facebook ads, most of people were advertising from their business page as their business. So if you have true home investors or we buy houses cash, that was how you were showing up in the news feed. And again, some of these things that I came up with is just taking information from other niches and other things I'm working on and applying it to real estate.

And I noticed when we were running ads in the information marketing business, that the ads always gave us better results if I advertise as me, Chris Chico, not as my company. And so then I took that approach and I applied it to the Ross running Facebook ad. So instead of coming across as, hey, you know, rapid house offer, you know, and then me having, you know, pictures of houses and stock photo and everything else, then my approach is Chris buys houses. So for you, it would be Matt buys houses. And the image is you, your personal image. And on your business page, you're showing up at the top.

You have pictures of your family. You have pictures of you. And so because at the end, you know, people do business with you because they know like and trust you. And it's always a personal relationship. You know, in our business, yes, you can go out and try to build a brand in a local marketplace. But at the end, people are doing business because of you, because of you as the individual. And so for us, that's how we come across when doing Facebook ads. And we've tested it. We've tested it. I just did another test just to make sure this was a couple

weeks ago. Well, he had a client run the same ads and he was running, you know, his business page as a company and his business page as him, you know, Franklin buys houses. And the cost per lead was more than half less. Excuse me, was he had a lower cost per lead and more leads come in through the through the pipeline by advertising is him personally. So that's the first. layer of advice is that if you're going to do Facebook ads, do it as you, do it as an individual. Matt buys houses, Chris buys houses. So that was a... You set up your business page to look like a personal profile almost.

Right, because also, too, what happens is when people are flicking through the news feed, the minute they see an ad, they're just going to swipe right through it. But you're trying to come across so that they could at least, you know, just slow it down as they're flicking through the news feed because at first, they don't know if it's an individual, Or if it's a company, you know, putting an advertisement. And so that also helps in us getting their attention because, you know, Facebook, unlike Google PPC, where somebody's coming in and typing in, sell my house fast, Facebook is more interruption marketing. So we can do everything we can to kind of slow things down for them, look at the ad,

and then for them to say, okay, you know what, maybe I might want to talk to this guy. So that was the first thing. So that's kind of our first pillar in terms of our approach with regards to Facebook ads. Now, the second thing is now targeting. So now let's say that I'm coming across the Scris Bice houses, how am I going to target on Facebook? So one of the things that I see that I saw people do that I tested and did not work for me is people, number one, were targeting geographically over the entire area.

So I'm in Miami. So in other words, I would say, hey, I want to target all of Miami. Now, when you do that, you're going to get an audience size of, especially my area, 500, 600, 700,000 people. So because of that, then you're forced to give Facebook some additional parameters. So now you start plugging in there, oh, I want somebody to be a homeowner. I want somebody who's likely to move. I want somebody who's visited Zillow and all these other things and you put them in there.

And I tried that and it just didn't work it off. Completely did not work it up. So what I ended up doing is I ended up then figuring out that targeting by zip code works best. So what we do is that we take and similar as if you were going to go ahead do a direct mail campaign. If you're going to do a direct mail campaign, you're going to go ahead and pull the list of buyers, and you're going to figure out what are the top 10 zip codes that most of the transactions are happening. So then you take those zip codes, and we're going to individually target those zip codes individually in Facebook. So that's our first layer of targeting.

Now, that gives us an audience of anywhere between, it depends on the area, but it could be anywhere from a low end of 10,000 people to a high end of 70 or 80,000 people, depending on the metropolitan area. Now, the second thing that we did that is a little bit counterintuitive is that we removed all of the targeting, specific targeting that Facebook allows us. So the only targeting that we use is age. So we put in there 35 to 65 years old and then the zip code, and we do nothing else in terms of targeting, which is counterintuitive to, again, what other people teach. And what I did myself in the beginning, but wasn't really getting anywhere with those results. But now we're really zeroing in on that particular target area. And keep in mind is that the way Facebook works is it works geographically,

but it works based on the location of the device at the time that the ads are being shown, meaning that if you happen to be from Florida and you happen to go into Texas and you're driving through that zip code, then Facebook will show the ad to you. So it doesn't necessarily mean that you live there. It means that your device is in that zip code, right? Now, if we're targeting by Zipcode, then one of the issues that I had is I was putting out ads that look like, you know, hey, you know, your standard ads, you know, stock photos of houses with, you know, hey, saw your house for cash. And, you know, the typical language of real estate investors. So I thought about the way that I was getting postcards to work when I was doing a lot of direct mail was to personalize the postcard as much as I could.

So I would take the postcard. I would put the address to the seller. I would put the name of the seller, and I would put whatever else I can put in there to really make it specific. And so then that's what we did with the, that's what we do with the zip code ads. So when we write the copy for the zip code ads, number one, it's very conversational. It's not, hey, we sell your house for cash, you know, repairs, you know, the whole typical investor spiel, right? So our ads are very story-based. Hey, my name is Chris, and I'm looking to buy a property in zip code 33147.

And I love to know if you might be interested in selling your property. I recently sold a few properties and I need to buy something else. And so maybe I might be someone for your property. I'm just kind of giving you a big picture. But the way that we're coming across is very personal. It's a very story-based. And the ad itself references that particular zip code many times during the ad. The other thing is that the image, the image is 80% of,

the work in terms of or getting somebody's attention on Facebook. So what we did is that, again, to further personalize the ad, rather than using stock photo, what we do is we go to Google Street View and we take a Google Street View of that particular neighborhood, right, as if you're driving by the street. And then we take, and I call, that's why I call it my digital bandit sign technique. So I put in a little yellow sign to the right of the ad that says, sell your, and it has whatever the zip code is. Sell your 33147 zip code.

And so then now that also further catches their attention. So if you think about it, you know, taking all that and putting it together, as opposed to them browsing through the news feed, seeing something that says, you know, hey, Houston home, Houston cash buyers, and then having just a stock photo and, you know, just your generic investor text. Right. They're seeing Chris buys houses. They're seeing an ad that's more story-based.

They're seeing the ad that specifically says, does. zip code. They're seeing an image that is of that particular area. They're seeing a sign on that image that says that particular zip code. So all of a sudden now, it's very, very personalized. And so then now what we also, so that's one of the ways that that's what's really worked well for us. And again, what we're doing is now because of that, now we're able to zeroing on a target market and also keep our costs per lead down significantly. Now, so if we then start from, the perspective of we're going to start advertising as Chris Bice houses, we're going to really zero in on the zip codes. So then now the last layer is how is it that, how do we target?

How much of the cost? So generally, targeting that approach. Now, the couple things, number one is our budget, our budget is per zip code. So when you're advertising this way, then we have a budget of, it depends on the market, but generally between $15 to $20 a zip code. So if you're advertising three zip codes that day at $15 and you're spending $45 for the day. Now, on average, the kind of our benchmark is $35 a lead. Now, it depends on the market. If you're in the market like, say, San Francisco, you're going to pay more toward the $35 to $40 per lead on Facebook. In other markets and smaller markets, we're about the $15 to $20 per leave, meaning somebody says,

raises your hand and says, yes, I'm interested in selling my house. And the mechanism for us, say, we have the ad and it shows up on a news feed, instead of us sending them to a website. So that was the other test I ran. I said, okay, they click on the ad. Now they go to an external website. And a lot of vendors out there that had websites, and I tried all of them, and I just wasn't getting anywhere. And so what we figured out and what works best for us, and also it makes it easier for people to implement is that we use Facebook's own internal lead forms. So Facebook has a lead form that the person clicks on the ad and our ad says, hey, click on the button and that way I can give you a quote on what I would offer you on your property. They click that on. They still

stay within Facebook. So they're not leaving the Facebook ecosystem. Right then they're there as soon as it pops up, their name is prepopulated, their phone number is pre-populated, their e-boll address is free populated, and then now all they have to do is type in their property address, and they hit the submit button. And as soon as they hit the submit button, then that lead gets sent to us. And you could send it a variety of different ways. We typically send it to our CRM. We send ourselves an email just as a secondary backup, and also we send ourselves a text message. And the reason we send our text message is that what we found when doing any sort of online lead advertisement, but for us, for Facebook, speed is very much, very important.

So what happens is the lead comes in. And again, you're not getting 50 or 60 leads a day. If you think about it, you're getting, if you're advertising three zip codes, then that day you might get three to five leads. So you're not talking about tremendous volume of leads. So what will happen is that you get a text message from your lead. And what we do is that we immediately text message the person that has sent in the submitted the forum. And we just say, hey, this is Chris from Chris Pice Houses.

When would be a good time for us to chat, right? Now, regardless, if they respond or not, we call them right away. And the key thing is you want to text message them and call them from the same exact phone number. Because what happens is that for me especially, I get a lot of calls throughout the day. And there are nobody but robocalls. Some nice lady offered me refinancing or something else, right, or car loan or whatever. So I'm very hesitant to pick up that phone. However, if you text message a seller, now they have a text message from you.

There's a record. Now there's a phone number there. Now you're calling them within a few minutes. There are double or triple. I mean, we get a lot more response in terms of them picking up the phone and us having a conversation. Worst case, they'll say, hey, give me a call later, et cetera. So, you know, for us, speed is key when implementing the strategy. And, you know, the way at the end, our approach to Facebook is different.

conceptually from the way that Facebook wants to be worked. And by that I mean that most people give Facebook demographic information and try to feed information into the system. And the best way I can describe the way we do Facebook ads, it's just like the regular old school bandit signs. If you're all putting up bandit signs, you go out and you put bandit signs in the particular zip code. They work great for the first three or four or five days. Eventually, it starts to decline. Why? Because the sign gets taken out. The bandit sign police companies. out. So when that happens, what do you do? You go to another zip code and you put more signs in there. Maybe you don't put any more signs here for a little bit because you want to let that thing rest

for a week or so. The same thing happens here. Then then when those die out, then you go back to that same zip code you were at. And now you're going to put some more signs, but you might do it a little bit different. You say, you know what this time we're going to put some pink signs up? Because the last time you put up are yellow. So what we do is if we have a list of 15 zip codes, we're constantly rotating those zip codes with different ads. So in other words, one ad might be a more personalized, hey, I'm looking to buy a house, whatever. Another one could be, hey, are you a landlord in zip code 33114-7 that are looking to sell

your property? If that's the case, then we should talk because I'm interested in buying a property, et cetera. So, you know, it's a process of, it's a little bit counterintuitive because it's not a, it's not a set it and forget it. It's not, hey, I'm going to put an ad on the whole county and then I'm going to just let it run for a month and then, you know, I'm going to get a certain number of leads. If you do that, and we've tried that, you're going to spend a lot of money per leads on Facebook, and in the end, you're going to say it's not going to work. And so, you know, the way we do it, our kind of our

general guidelines are, you know, if you go in knowing that you're going to spend $35 a lead on average, and what we found is that generally it takes about, it takes about 50 leads to be able to get a viable deal. And the effectiveness of this working also very much depends. on the strategy you're going to implement around what you do with the leads. And by that I mean that if you are only, if you're in San Francisco and you're only focused on wholesaling, and that is it. So you're looking for, you're always going to have a harder time there than if you are in a maybe a less competitive market, maybe you're doing wholesaling, maybe you have a way to

refer the leads to a realtor, maybe you have a way to do some creative financing. You might close on a couple deals. So the clients that we have, because we also, we teach people how to do this, we also have an agency. On the agency side, the people that we have stayed the longest with us are the ones that have those multiple strategies. But I think that's the case with any marketing medium that you're going to be using in today's market, the more avenues you have of making these deals work, the more the better ROI and the more you can sustain that particular marketing channel. You know, we have a very small time window here, you and I here together. but in essence, I mean, I just instilled the entire strategy from beginning to end in terms of,

if you've done Facebook before, you can take my whatever, what information I just gave you now and you can run with it. And that's a framework that we're using right now currently to generate deals and all of our clients are having amazing success with it. Awesome. That's great. Thank you for sharing. That was a bunch.

So the three pillars were to advertise personally. Right. Two is basically just targeted by zip code and age, leave all of the other classifications out that Facebook offers. Right. We found that to be, I concur with that. And then what was the third thing? The third thing is just the combination of personalized ad, meaning that personalize the ad to that zip code, personalized the image to the zip code, all right, and also come across in a very conversational tone.

Because you're trying to not come across like everybody else is coming. across. And so that's the second part. And also, too, from a mechanical perspective, use Facebook's own internal lead form system in order to just have an easier time of collecting the leads and make it easier for the prospect too as well. Right. That's good. That's good. So, I don't know, give me, give me some results. Give me a story on some success stories and someone that was having a tough time with direct mail and what are they experiencing now. Well, I mean, there was a gentleman that I interviewed Dom Summers, and he was, you know, his story, there's two guys that I interviewed recently. One is Dom, and Don was doing direct mail. He was doing the typical absentee owner mailings and just wasn't getting anywhere.

And the last time I spoke with it was a couple weeks ago when I did that interview was that I think he had about $70 or so thousand dollars in wholesale deals that he had pending. and that was from just maybe spending about $1,500 or so a total $2,000. I had another gentleman, James, who I interviewed, and he was doing direct mail. He's a competent guy. I mean, he used to be, he used to work for Microsoft. So he knows what he's doing. He knows his way around the computer. Let's put it that way.

So he was doing direct mail, and that started to, that started to the client. Then he switched over to PPC, and now he was doing well with PPC for a bit. but then the cost per lead just started to continually increase. And then now he's only doing Facebook. That's his main strategy for leads. The last time I spoke with him, he had about 50 or so okay that he had pending in wholesale deals. And then actually he had closed 50K in wholesale deals and then he had another 25 or so K pending. From about a, I think that was his, his ad spend was a little bit higher, was about a $3,500 ad spend.

I have Franklin Cruz. You know who Franklin is? Yes, yes. Yeah, so I just got him started on Facebook ads. And now he's only doing that. His first deal, he made, you know, now this is, again, you have ranges, right? So he got off on the right foot. He spent $300 and he made a deal that was, I think, $8,900 just for that first ad.

And then now he is only focused on Facebook ads. Because also, I'm a fan of if you've got something that's working. And it could be Facebook. It could be maybe you're doing code calling. Whatever you're doing, I think a lot of people don't double down. Like they go out and, oh, I got this working. It's working a little bit. Let me go out and implement these other three things, right?

Versus if you just focus and go deep, then I think that most people listening could do that. And that's my always recommendation. And so for him, he's focusing on that. That's all he's focused on. That's his only source of lead generation. And, you know, I always say this. look, there's always, there's always layers, right? Meaning that, you know, the strategy that I outlined is a strategy that will get you

leads at an economical, way up and running will get you leads at an affordable cost. But there's layers because you're familiar with Facebook and advertising at Facebook. You know, that well goes like, you know, 10 feet deep, right, or more. And so, you know, I'm not saying that it is with anything else, right? It's simple. I always give the analogy is it's simple, but it's also complicated underneath. You know, the whole example I always give is that I get in the car in the morning, I put the ignition in the car, and then I go, and I put it on drive, and I go.

And it's a very simple process. However, if you lift the hood underneath, there's a lot of stuff that happens underneath the hood. And so, you know, I could definitely, I mean, for me, it's just amazing how the people that I've spoken with and are having great success where they were really having a difficult time before with other channels just because we're more crowded and then now with Facebook ads they're just doing you know they're generating leads and and doing deals from it. Awesome. Have you found a particular type of market this works best in or is it pretty, you're getting nice results across the board? You know, I would say in general, it just

the cost per lead and I think you have to go in it where if you're in a large metropolitan market, me, like in Miami, you've got to go in thinking that, okay, the average cost free of $35, I've got to be willing to give Facebook at least $1,500 minimum to really more than $2,000 or $2,500 to order to give it a chance. If you're in a much smaller market, then that number is more on the lower side. You know, I think in general, I think you have to go in thinking that I'm going to spend at least minimum $1,000, but really closer to $1,500,000 to really give this a go. because otherwise then you might get lucky and you know franken really got lucky at the beginning he got a couple of leads and he was able to slam one and get a deal but that may not always be

the case right um so you know always think about there's a fine line between possibility and probability is it possible that i can go and play the lotto today and when it's possible but it's not probable so is it probable that you could spend a hundred bucks on facebook and get a deal and and make 10k it's possible but the probability is that if you're more in the line of spending 1500 to 2 grand now you have a better chance. And again, provided that we're, and I'm giving you that number based on an average cost per lead of $35, right? So you're looking to generate, you know, 50 to 75 leads. If you generate 50 to 75 leads, as long as you know how to talk to sellers, as long as you can do the rest of the, what happens after that, then you have a good chance of making it work.

Right. Great. So, you know, even 1500, I mean, people are spending anywhere from $4,000 to $6,000 a deal from direct mail. So, I mean, this is like three times better. Well, you know, that's an interesting point you made because the other thing I like about Facebook is that there's a couple of things. So number one, we also can generate buyers on Facebook. So buyers will cost us anywhere between $2 to $4 a buyer league. But the nice thing about Facebook is that, number one, with direct mail, if you're going to do

any, if you're going to do a test in direct mail, you've got to push some mail out there. You got to spend $1,500, you're going to drop $2,000, or whatever the number is. With Facebook, it's incremental spending. All you've got to do is decide, you know, today I'm going to advertise on two zip codes, and I'm going to go ahead and give it $15 or $20, and then you're going to produce leads today. If you produce leads today, then it gives you the confidence to say, you know what, tomorrow, I'm going to go ahead and let those ads run. If it doesn't work, you can say, okay, well, let me try another zip code,

or let me see if I can, maybe I did something wrong or didn't approach it correctly, et cetera. But, you know, that's what the other things I like about Facebook is, that when I say you're going to get Facebook $1,500 or $2,000, you're not giving them that money at one time. You're just, you're spending incrementally, and the only way you would get there to $2,000 is because you feel confident that, you know, why, I'm continuing to generate leads, these are good leads, and it's going into direction that you wanted to go.

Right. If someone wanted to take this on and they were going to kind of do that, that sort of micromanaging on a day-to-day basis like you just kind of explained, what are some things that they should look for in the sense? that, oh, this is not working, not working at all. I might not be good at this. I might want to get somebody else to do this for me. Well, I mean, I think the biggest mistake I see people make is that if you do the ads correctly,

you would start receiving ads. First of all, when you launch the campaigns, you always launch them in the morning, right? So you're going to launch, say, 8 o'clock in the morning. At the end of the day, you should have leads, number one. If you don't have leads at the end of the day, that there's something wrong there. So the other thing is, let's say we have people that will run the ads and we'll start to get leads, and they get leads day two. day three, day four, but then now they start to fizzle out.

And all of a sudden now, you know, they've gone a day or two days or, you know, without leads. If that happens, you need to pause the campaigns and you need to rebuild them. Because then what happens is that you might get good leads for three to four days and now you have a cost per lead of $15 a lead. But then you let that campaign run way too long, another four days without leads, thinking that you are going to get leads, but the campaign is stalled out. And all of a sudden, you doubled or tripled your cost per lead unnecessarily, whereas you should have just cut it off and then maybe just use another ad, rebuild the campaign and just

pause it and unpause it, et cetera, and just rebuild another ad. So I think it's the understanding of this is not a advertised on Facebook for a week or two weeks and then after two weeks and finally people will get to know you and they will submit their information. No, this is you advertise today. You get leads today and if you don't, then you got a problem. Right. Got it. Great. Thank you. You're so generous with your information, Chris. You mentioned the people that you mentioned the names. You were talking about interview. Where are you interviewing them?

Oh, this is on my YouTube channel. Oh, your YouTube channel, okay. Yeah. And that's just Chris Chico? Yeah, you can just Google Chris Chico, I mean, or go to YouTube and type in my name, and then you'll be able to pull up my channel. And I've got other video tutorials on Facebook ads as well there too as well, along with a variety of different things too.

Awesome. And then if someone who don't want it to just skip all that and reach out to you directly, what would be the best way for them to do that? You know, the best way is just to, again, just go to chico.com. And I do have a sample available of what one of my ads look like. When you go to the site, it'll be apparent to you that, hey, you can sign up to receive a copy of one of the ads that I run on Facebook. And we have some also additional training where everything that I discussed here, I discussed on

that training a little bit deeper. And then I also show you screenshots. You get a chance to see me and the Facebook ads interface and walking you through. through, et cetera, and showing you what it all looks like behind the scenes. Perfect. Well, it's been a pleasure, Chris. I'm out of time, but thank you for being here. And let's come back.

Let's do it again, reconvene. And, you know, marketing is always changing. You're a brilliant marketer. I like to stay up to date and stay in contact with marketers because we are marketers really before real estate investors. And so I think it's a key skill and a key thing for people to pay attention to. So let's do this again. Oh, perfect.

Thank you for having me on. You back, Chris. Take care.