Epic Real Estate Investing - EREI 063: Sean Terry and How to Generate Online Leads Fast

Episode Date: September 2, 2013

On this episode, Matt is joined by Sean Terry of the Ultimate Real Estate Investing Podcast to discuss the fastest way to generate real estate investing leads online. Get your pen and paper ready for this one! If you don't already have an online lead capturing website, you can get the easiest, quickest, most affordable and effective solution at EpicRealEstateWebsites.com Learn more about your ad choices. Visit megaphone.fm/adchoices

Broadcasting from Terrio Studios in Glendale, California, it's time for Epic Real Estate Investing with Matt Terrio. Yeah. Hello. Hello, and welcome. Welcome to another episode of Epic Real Estate Investing. If this is your first time here, listening to the show, welcome. Glad that you're here. This is the place where I show people how to get out of the rat race using real estate.

And it all begins with really just a simple shift in mindset, a shift in front. focus. Simply stop focusing on creating piles of cash and start focusing on creating streams of income. That's what we like to call here in the real estate world. We call that cash flow. You see, by doing just that, by making that shift in mindset, I escaped the rat race in less than four years. And, you know, it's what literally 99% of our population is unable to do in 40 years. And I don't share that with you to brag, not by any means. I don't consider myself special in any way, meaning anyone can do this, you know, just if someone would only show them how to do it. And someone was gracious enough to let me in on this particular life secret.

And now I'm letting you in on it, paying it forward, so to speak. And if you think that's good news, hey, it gets better because, you know, it took me just under four years to escape the rat race. And that was with making a ton of really dumb mistakes. And what the great news here is all about is that you don't have to make all those mistakes. meaning if you hang out here for a while, you should be able to travel that road much, much quicker than I. And to help you get started,

I created a free, simple, step-by-step course to show you exactly how to do it, to show you exactly how I'd do it if I had to do it all over again. And you can download that free course at free real estate investing course.com. Free real estate investing course.com. Okay?

And another thing we've been having a lot of success with over here is if you happen to have a specific question, comment, or concern that you'd like me to answer or address here live on the show, please share them with me on the Epic Real Estate Investing Hotline at 1888-891-7203. 888-891-7203. Okay.

So today we're going to be concluding our three-show series on generating leads online, specifically building your all-cash buyers list and finding motivated sellers. And we're doing this due to the most recent studies released by the National Association of Realtors that real estate, business, it's happening online. It's growing online. Or at the very least, a decent chunk of that business is beginning online. I don't think anything is ever really going to trump the face-to-face aspect of real estate. It is still indeed a people business. But according to the most recent studies, more than 90% of all property searches are beginning online. So if you're not online, you know, you could kind of make the conclusion that you're invisible to 90% of the market when they first get the itch to buy a property. So if you've already got a website or lead capture pages,

squeeze pages. Awesome. You're way ahead of the game. Perfect. If not, no worries. Should you feel a little behind or a little overwhelmed? I've created a very quick, easy, and affordable solution for you at Epic real estate websites.com. Epic real estate websites.com. And I went ahead and I put a 24-hour support there for you, and you can be up and running and I'll cut up in no time. Okay. So a couple episodes back we had Jeff Kogan on the show who shared a bunch of his cutting-edge strategies of pulling leads off a line and very interesting stuff. But if you're like me, my head was about to explode. There was a little information overload. So I wanted to bring you back to the basics. And that's what I shared with you on the last episode. It's more of the basic strategies that I've used to

generate leads. And today, we're joined by a very special guest to help us essentially bridge the gap between the two, between the very basic and the very advanced. And there might be a little overlap, but that's okay. He's a wealth of information. And I'm speaking of none other than Sean Terry of the Ultimate Real Estate Investing Podcast right here on iTunes. So, Sean, welcome back to the show. What is up, Matt? How's it going? It's going great.

It's going great. I haven't talked to you for a while. Yeah. Bring us up to speed. I know you took a fairly extended vacation over the summer. How was that? Yeah, it's, I did. I think in the last two months, I worked maybe 20 hours.

So I went to Maui and in June for a couple weeks over at the Grand WLA over there. We rented actually a $5 million villa that's across from Grand Valley at Holy. And we went out there with some friends and had a blast with the kids. And then I came back for a couple weeks, did a little stuff. I have a beach house in Southern California. So I went out there and gained a point for a month and hung out with the kids and went to the beach and played tennis and just kind of hung out. So all because of real estate, you know, being able to generate cash money. and have a business that operates when you're not involved.

Right. It's awesome, isn't it? Not that I'm smarter or anything at all, because that's not the case. It's basically setting up systems that operate without us. Uh-huh, mm-hmm. So, okay, talking about the real estate, how did your real estate business function while you're off on vacation? Well, I mean, you know, when we're talking about online, online lead generation is a huge factor,

you know, and the way I have my system set up with my team, It just continues to operate. Leads continue to come in. They are processed by our inside sales reps and process for our outside sales reps. And they're tracked all through the amount of leads we get in, the amount of appointments that are made, the amount of offers that are made, an amount of deals we get. It all can be run completely virtual, and I can see exactly what's going on on a daily basis in my entire business.

Awesome. And be able to kind of watch and do what's going on to see who's doing what and who's not. Mm-hmm. Awesome. I want to get to that and some specific some of your best practices.

But I was kind of curious. I know you're in Arizona and that's always one of the more volatile and exciting markets in the country. And just kind of get your impression on what's happened in the market there, I guess, in the last six. months or so, it's been a lot of news, and, you know, kind of what you think of the overall

market nationally? Well, you know, the big thing is inventory, you know, and, you know, you talk about all the sand states who got hit hard through the real estate depression, they call it, that are now, those sand states are coming back pretty heavily, meaning Phoenix, Vegas, parts of California, part of Florida. So, you know, Phoenix here, the market was, you know, it's all inventory driven. A lot of investors coming in to this space right now. So it's not harder to find deals.

You have to have more strategy, and you have to do more to find deals out here and negotiate deals. But then once you have a deal, because the inventory is so tight, you have the ability to push up that price. because you're the guy with that wholesale property. So it's interesting because when the market was more of a seller's market, you know, what happens is actually more of a buyer's market when they're coming and buying. It seems like a lot of the wholesale properties here in Phoenix are sold at, say, 68% of an ARV to 70% of ARV. And the more inventory in the market, it dries down that price. So maybe 65% of ARV.

Well, in the current market right now, in a seller's market, as the inventory now decreases, what happens is that you can push that LTV number up. So now, you know, you can sell it at 75% to 78%, even up to 8%, even up to 8%. 82 to 83% of ARV because there's a lot of buy and hold investors, hedge funds, and people coming in that just want to scoop up the real estate right now and own it because they know that it is growing. You know, they know that, you know, for the next five years, in my opinion, we're going to have, you know, a land rush.

So interest rates are continuing to either, you know, stay the same across the bilates or insuff just a little bit. you know, more buyers are coming in the marketplace because lending guidelines are actually becoming, you know, looser. And a lot of investors are now coming into the market. So I think there's, from an inventory standpoint, there'll be a lot less inventory. I think we have like, what, 4.7 months of supply across the country right now, which an average is six months of supply. So now whoever controls that inventory will obviously make the most amount of money and be able to push up those prices. So, okay. Well, awesome. So, you know, that's pretty much, I know it's a little tougher in your state and my state is with as far to as far as inventory levels go. But, you know, I'm in the Midwest. I'm in the south. I've got some stuff opening up on the east. It's pretty much the same nationally to varying degrees, but, but inventory is an issue nationally. Us as real estate investors, you know, we've got to start looking for alternative methods to finding those deals. So,

What are you finding right now that's some of the best practices, or is just the same old traditional stuff and just more of it? I think it's, what we've been doing in our business is, you know, initially when you first get started, there's mailing specific niche lists. Like you mail a probate list, or you mail an inheritance list, or you mail a maybe an absentee owner list that's owned the property for 10 years. Right. So you mail these different niche lists. Now, you know, what we've been doing is trying to basically get a larger universe of people that we can mail in multiple different states. So to do that, what we've done has opened up our criteria to pretty much target anybody and everybody who has a property over 1,000 square feet that has owned their home. for at least 10 years.

So anybody who is, and it's in our specific geographic location, meaning Maricopa County or State Clark County or Las Vegas, whatever, but those who we want to target. So what that does is it opens up the universe of the amount of people that we can mail to, say, 400,000, 500,000 names of people we can pull. And then doing that, you know, there's two different ways, you know, to do this. One is to, you know, I remember I would mail 3,000 mailers, and I'd mail, you know, 5,000 mailers that I'd mail. Okay, man, I'm going to mail. 10,000 mailers. I remember the day I'd mailers, I was like, oh, my gosh, man, I'm big time. I'm mailing 10,000 mailers. This is incredible. Holy cow. You know, I'm going to make a ton of money, right? You know, but, I mean, now we're mailing 100,000, 200,000 mail drops at a time.

And it's amazing because if you have a system in place where, you know, the calls come in, how the leads are generated, I mean, I mean, how the leads are handled, how the offers are made, and how each lead is monetized and then tracked through the process, then you can predict income. And that's how you can scale it and predict income. And now what we're doing is we've capped out the universe here in Phoenix. So now we're entering and taking the same business model and moving into other. different markets and capturing larger universes, you know, to mail there. You know, our eventual goal, our short-term eventual goal is to mail a million units a month in direct mail to multiple different cities and be able to hand it all in a central location here in Phoenix. A million units a month?

Yes. That's huge. I thought you said 100,000, 200,000 a month. I was like, did you really just say that? But if you're working up to a million, I guess that's really the number you gave. Yeah. That's big budget. Well, you know, I mean, I mean, but it's predictable incomes, meaning if you know, you know, that you can mail X amount of dollars, the R.O.I, you know, in the business of wholesaling is ridiculous. I mean, you can mail, you can spend, say, $1,000 in the mailing. You can generate one deal and make $10,000. Right, right. So, I mean, the R.O.I is just out of control. So, I mean, you take that on a larger scale. What if you spend $100,000? Well, you know, you can get similar types of R-O-Y. So, you know,

you know, why not? Mm-hmm. Mm-hmm. Indeed. Perfect. Awesome. Cool. So the traditional mail is a strategy you're still using just and you're,

you're escalating that. Let's talk about what we're supposed to talk about today. Online. Online. Tell me about, I love it. Actually, I know you have a very intricate system. You've done a lot of studies. You've done a lot of testing.

You've done a lot of research. And you've got a pretty intricate system set up. But let's just kind of start from the beginning. Someone's got a couple squeeze pages. How would, if you were to start over, how would you start over, how would you start driving traffic to those pages? Well, first off, you know, when we, you know, enter, let's say enter any market, the Google AdWords is by far the number one fastest, easiest way to generate leads online automatically

whether you're working or not. I mean, they constantly produce good quality leads. So let's first talk about the bigger picture, and then let's break it down on granular. level. So the bigger picture is having multiple, you know, different campaigns out there within Google AdWords that are highly targeted keywords that are relevant to the search. So that will direct traffic to a highly targeted squeeze page that will in turn a high-quality lead. Okay. Now, what I found is that the lead-to-deal ratio when it comes to online advertising or specifically Google AdWords and say Bing are like a one-in-three versus a lead-to-deal in direct mail is like a one-in-thirty, one-and-thirty, one-and-thirty. So the lead-to-deal conversion ratio is huge for people who put in specific keywords in search.

to sell their home. So now you're going to find out what keywords are the highest converting keywords that you can possibly think, and that's what we can kind of dive in on the granular basis of understanding how Google works. Now, Google basically, you know, I would always think, you know, they've got a blankly page up there. It's called Google. How the heck do these guys make any money? That's initially what I thought. But then you actually dive in and you do a search term for, say,

we buy houses or we buy other houses or sell my house fast, you'll see up on the upper top there'll be the yellow, you know, kind of faded yellow ads. Those are paid ad searches. And on the right hand side, it'll be paid ad searches. So you can have your ad show up up in those particular spots depending on your bid amount. And that's incredibly valuable because to have a site and have that search engine optimized to rank for those specific keywords, takes thousands of dollars that costs, you know,

tons of money, it takes a lot of time. And there's a lot of different factors to get ranking for a specific keyword. But, you know, you can take a conglomerative keywords, maybe, you know, 100, 200, 500 keywords, and you can put a campaign up and you can rank immediately for all these different keywords and be at the top spot for someone searching,

and they can click on that particular link, It can take them to a highly relevant landing page, like we're talking about, and then it could drive that lead. And you can literally have leads in your inbox from high, high-quality sellers to basically, you know, contact them and get under contract and flip it. Right, right. Okay, so. So structure.

Let's talk about structure. Sure, sure. Okay, so that's the big picture, right? So let's get granular. Granular is, you know, set up a Google AdWords campaign initially. And then there's campaign structure. Campaign structure is you have a campaign, right, is the name of campaign. So let's call it Epic Sellers, okay?

And then you can have a campaign for Epic Buyers, right? So let's call it Epic Sellers. Now, that's a campaign. Now, what you do is then have ad groups within the campaign. And then you have keywords within the ad groups. And each keyword is tied to a landing page. Okay. Now, Google has what's called a quality score,

and these quality score is measuring the relevance of your campaign, from the campaign to the ad group to the ad to the landing page. And they want to determine the user experience. And that's why Google surpassed Yahoo and they surpass Bing so dramatically is because they focus on having a relevant user experience. So now, if we look at, you know, a campaign, we go into an ad group, right? In an ad group, we want to name it the same keyword. So let's say we focus on one keyword specifically, and then once you understand how to

properly set up one keyword, then, you know, then you can set up, you know, an entire campaign for it and structure the ad groups correctly. So let's focus on the keyword, say, sell house fast, right? Right. And see, you can say, let's say sell house fast, and you can be the more specific, Glendale, California, Phoenix, Arizona. But let's say you have cell house fast. That's the keyword that if you type in Google, you want your ad to show up for that particular keyword. So how would we structure the campaign to be able to get the highest quality score and get the pay-the-leased, you know, per click?

Because here's the deal. If you've got two different competitors that are bidding on the same keyword, sell house fast, right? And one has a quality score of four, and the other has a quality score of seven. One person will pay, you know, maybe $30 or click, and the other person will pay, you know, say $8 a click because the quality score and the relevant. So it really affects your bottom line and how you, you know, what you pay for it. So now say sell house fast, that's the keyword we want to do. So what we do is in our campaign, we have epic, you know, epic sellers.

And then we have an ad group. And the ad group name is called sell house fast, right? And then in that ad group, we're going to have three keywords. that's it. And there's going to be the three type of keywords. They're all going to be sell house fast, but the first one is just going to be sell house fast. The second keyword is going to have quotes around it, which is called phrase match, and that is going to be sell house fast with quotes around it. And the third one is going to be sell house fast, but it's going to have bracket around it. Brackets is considered an exact match. So for understanding purposes, with no quotes

bracket, it's considered a broad match for, and it basically what happens with a broad match is it will pull up and show your ad for any type of whatever the word is, or individual specific words, or it doesn't matter the word order. So sell house fast. If someone types in house, your ad will show. Fast, your ad will show. sell fast, your ad will show. So when it comes to quality of keyword, a broad match keyword isn't as higher quality as an exact match or a phrase match.

Okay. So let's talk about the second one is the quote, which is the phrase match. The phrase match is that it has to have all the keyword present, but the order doesn't matter. matter, sell house fast or fast sell house or house sell fast or whatever. So it has to be all the words present, but they don't have to have be in the same order. The third one is the exact match with the bracket, and that one has to have all the words exactly identical to the keyword. So sell house fast, it has to, someone has to type in that exact match to be able to have your ad show and be present. So you have the campaign, Epic Sellers, and you have the ad group called Sell House Pass,

and you have three keywords, Sell House Fast, but they're a broad match, a phrase match, an exact match. Now you're going to have an ad, right? It's going to show, and you're going to have a landing page. So what we want to do is make the ad highly relevant to the keyword. So in the title of the ad, we're going to have Sell House Fast, right? and clip 4 hash, whatever. And then, and that's the title.

And what happens is Google will bold the keyword in your ad to make it stand out because of the relevancy from the keyword to the ad. Okay? So now some of the types in Google, sell house fast, your ad shows up and you say, cell house fast, California, Glendale, California, Phoenix, whatever. And then in your body copy, it's going to say, you know,

sell your house fast in Glendale, you know, California for, you know, fair offer for top price or whatever. And then it's going to have your landing domain. It's going to be the domain on there, whatever that domain is. So now you have a highly relevant ad, which has the keyword not only in the title, but it has in the body as well. Okay. Now when a user clicks on that ad, they're going to be taken to a landing page. Okay. Now, on the landing page, we want to have the landing page title, which is up in the title, like the title of, like, say, if you type me in, there's the title.

The title should have the keyword in the title, cell house pass, whatever. The H1 tag is the header, like the bold header, should be cell house fast. and there should be some sort of inside the copy, sell house fast inside the copy somewhere in that particular in that landing page. And all that brings down or increases the quality scores while we're doing that, right? Right.

And what that's doing is, is now someone, now think about the user experience to back up and go, I typed in Shell House Fast, I saw an ad that says, Cell House Fast, clicked on it, and it took me up to a page that says Cell House Fast. And so from a user experience, it's relevant and connected all the way through, which obviously increases conversion and increases your quality score, which you pay less per click. So that all the way goes through right there, and then there's a form on there where people can fill out a form and then that lead is generated.

So that is a micro view of how to build a campaign with a campaign. a, you know, focused on a specific keyword. Now, you want to do that for every single keyword you want to target. Okay? So, you know, let's see your next keyword keyword is we buy houses, you know, in Kalendale, California. So you could target that specific, you know, keyword the exact same way. You'd have an ad group because we buy houses, you know, Orlando, California. You'd have a keyword, the keywords would be broad, exact and, you know, and, you know, and,

and a phrase, and then it'd go to it. An ad, it would be relevant for that, and a landing page would be relevant to that. So that's how you structure it, and you can have as many ad groups as you want. You can have 50, 100, 200, 500,000, $200,000,000, and then also, I would suggest installing what's called conversion tracking.

And conversion tracking will basically show you it's a little code or snippet that Google gives you to put on your thank you page after someone up and, or they actually fill out the form, it'll take them to a thank you page, and what it will do is it will trigger a pixel that will tell Google that you can, that's a conversion.

But what will happen is you can see which all the keywords that are performing, and then you want to select the keywords that have the lowest cost per lead conversion. So for an example, I put in probably 50,000 keywords initially. No, no, it was maybe $5,000, just initially. You know, and I, so I pumped all the keywords in. I built the entire campaigns, but I built it exactly what I talked about.

And then what I do is I let it run, and I probably pumped over $100,000 through the campaign to figure out which ones are actually converting, keywords are converting. And then what I did was is eliminate all the non-performing keywords that weren't converting and only let run the performing keyword. And my cost per lead went from, you know, a very high number down to next to nothing. So now, you know, cost per lead might be $50 to $100 cost per lead versus, you know, before when I had, you know, all the keywords in there that were not performing keywords. You know, my cost per league would be a lot higher. Got it, got it.

Okay, so a lot of setup, right? Well, initially, but here's the deal. You can set it up once and then you just, you can monitor. And there's a, Google actually provides a software, a desktop software you can download called AdWord Editor. And what you can do is you can download your campaign and you can see from like a snapshot view of the performance of the campaign. You know, what your cost per click is, you know, what your conversion rate is, what your click through rate is, which is, you know, how many times your ad is shown versus how many click. And then all that information. So it's called Edwardsetter.

you can download it. You can download your campaign. You can make changes and then upload it and they'll make changes on the fly. Instead of having to go click through every single keyword, you know, and check everything inside there. It's done in the Snapchat view. Okay, so, yeah, basically a lot of upfront work, but after that it gets much easier and simpler and it's just basic monitoring.

Yeah, and basically, Martin, what's the cool thing is, is that once you, let's say you, you know, you have it up and running, then it just consistently runs 24-7. Now, I would suggest on bidding strategies, I would bid as high as possible and as much as a daily spend as possible that you're comfortable with because, you know, don't start off bidding $10 a day.

You know what I mean? Right. Because what happens is you won't be able to see the total amount of available impressions you can get on a daily basis. So in Phoenix, you know, there might be, you know, maybe 10 to 12,000 total available impression, meaning at one time there's only for a specific keyword or a specific group of keywords, there's only 10 to 12,000 people at one time in a day that is searching for the keywords that have been selected.

So you want to open up your budget to determine, you know, what is the total amount of, available impressions that I could capture and then let it run and then just monitor, you know, initially it started when you launch it, you want to kind of monitor and do an extremely high bid amount because you want to be ranked up in the first two or three. You want to be ranked in that yellow section at the top of Google because you'll get a higher click-through rate, which will be good for your account. It'll be good for your ads. It'll be good for your quality score.

Is there a shortcut to determine what a high bid amount is for that? Yeah, I just did like $100. Like $100 for a click? Yeah, that's what I do. Okay, so you said you started off with $100,000 budget. Well, it wasn't really a, I didn't have a budget. You spent $100,000. Yeah, we ran it, you know, ran it through.

Now, obviously, we're generating revenue through the entire process. Right, so that was my next question. Off that $100,000, what did that initially generate for you? Do you remember? You know, that was years and years ago. I can't initially generate, but I mean, it'd have to be in the tune of, you know, three or four hundred thousand revenue. Okay.

You know, it wasn't a one-to-one at all. It was even still with testing it and doing it. We still were able to generate a positive revenue out of it. Because, you know, I mean, I mean, think about it. If you pay even $500 per click or, you know, per lead to actually generate a lead, and you have a one to three ratio and you get you know for every so you spent $1,500 but your average deal is say $5,000 or even $10,000 well you're in a positive by you know 8,500 bucks right right you know so it's a no-brainer you know and

I you know I tell people I'm like you know you know if you're going to do it you know go for I mean you see companies you know there's companies out there that will actually sell the lead you know you know the people which I don't really like. I'd rather have control of the lead that comes in, and, you know, I'm the only one getting it. Now, when it comes to, let's talk about actually, you know, getting the lead, right, and getting that lead

and being able to convert that lead into a seller, right? The secret is that you're going to have the lead generate some sort of email response letting you know that you have a lead that was converting. And you can do that with your, let's say, you have Aweber or if you have an auto-responder series or whatever. But what it should do is automatically notify you in some way instantly that you have a lead coming in. So a lead hit your inbox, say, in your iPhone or cell phone or whatever it is. You want to immediately call back that lead because let's put ourselves in the mind of the seller. They have an itch.

They're trying to scratch, right? They're trying to go online. They're trying to find someone to buy their house, and they want to find someone urgently to buy their house because whatever situation they might have. So they have an itch they need to scratch. So what happens is they're going to put in and they're going to sell out forms on all these different sites. The sooner you call them back, you build that relationship with them, then that itch will

be scratched. They'll stop looking. And sometimes if you're right at the top of that paid search, they might only look once. That means they're not going to look at anybody else. and you're going to be able to capture that lead, talk to them, negotiate, get the contract, and nobody knows about it. And some of the deals you can get are just ridiculous. I mean, like, you know, super cheap deals because people have an inch to scratch. They've got to get rid of their house now.

They just inherited it. It's a vacant property. They just, you know, they're out of state and they searched on it. It's vacant, tenant trash it, and they need to get rid of it now. You know, it's a, you know, like I said, it's one of the best, highest converting, highest profitable lead sources that we have in our business right now. Got it. How would you rate Google versus, say, Yahoo and Bing?

Have you tried those? Yeah, I do. We do have campaigns set up with Bing, and Bing pretty much controls the Bing platform and the Yahoo platform, and it's Microsoft Ad Center, which runs both networks. So you can set up with Bing, and then Bing. Bing will display ads on Yahoo and M-Band-Ban. Now, when it comes to traffic, it's a 20-to-1, or it's basically an 81. So 80% of traffic, you know, is coming in through Google, and 20% goes to Bing in the ad-O.

So the comparison for traffic, there is no comparison. So if you have, say, 12,000 available impressions, you know, off Google, you might get 1,200 available impressions off Yahoo and Bing. Are you pulling any traffic off of social media? We're not doing any social media for sellers right now, but there's, you know, there is, you know, between YouTube videos and almost building a hemisphere of websites and blogs is driving traffic to our site. so that's where you pick a group of keywords and you optimize sites for specific those specific keywords and all those keywords are generating traffic back to your main site. So to go back a little bit when you're setting up the campaign and you've got your keywords

in the you got your keywords for your search, you got your keywords for the title of your ad, you have them in the body of your ad, and then you also want them in a few different places on your landing page. So you essentially kind of need, you know, multiple landing pages for those ads as well, right? Yeah, pretty much, you know, I mean, there's going to be a grouping of landing, of keywords that can, that you can direct to a singular landing page. And it would be, let's say, you know, sell house fast, and you can sale house fast, Glendale, you know, Glendale, you know, or, you know, whatever, Glendale, California, you know, and then it could be sell house fast within the space.

in it, right? It could be, you know, sell house fast for cash, right? Sell house fast now. You know, so how to determine the grouping of keywords that you want to target I call what's called type in traffic. So what you do is you go to Google and you type in your root keyword, sell house fast, right?

And you type in sell house fast and Google, what they'll do is give you suggested keywords of what potentially will come after that keyword. Sell House Fast Now. Sell House Fast Cash. Sell House Fast. Glendale, California. Sell House Fast. You know, whatever.

They'll give you a suggested keyword. Now, for Google to suggest a keyword, it means that they have to have at least 2,000 searches a month for it to be considered a suggested keyword. So what you do is now you have a grouping of, keywords that individually have their own ad group, but they're all directed to a common landing page with the same theme, sell health fast. Mm-hmm.

Cool. Cool. I have a question that I've wanted to ask you, and we haven't talked since the multitude of Google algorithm changes that have happened. You know, someone's thinking, well, I'm just going to work on search engine optimization and I can get all my stuff for free. What would you, you know, that's certainly an approach, but it's not quite as easy as it used to be.

What is your impression on your take on SEO? My take on that would be, you know, we're in a hot real estate market right now. Why would you want to get all your keywords and everything optimized for all the high converting keywords in two to three years and just miss all the fun? You know, so, you know, so I'm more of like, let's get it done now. type of person. So here's the thing, is that you cannot optimize any page or blog or whatever it might be unless you know if it's converting, right? So why not find out through Google AdWords what's your highest converting keyword and then optimize, you know, these pages or optimized blogs

for those specific keywords? So Google will tell you, and through your, you know, your tracking and your conversions, you'll know where to spend your time. So what if sell house fast is your absolute highest converting keywords, but you don't know that, right? So you go, well, I'm going to optimize, you know, my keywords on, you know, sell house quickly, right? So you're not going to show up for sell house fast. You think it's, you know, you think you should optimize it for style house quickly,

but you don't know, right? And now you find out through running Google Edwards campaign, you know, down the road that, oh, my gosh, I should optimize it. All that works for something. Right, right. So, yeah. And if you want, here's what I do. When it comes to search engine optimization, what I've done is taken the highest converting keywords, right, that I know convert, and I've shot YouTube videos and ranked them the same way.

It has the title, it has it in the body, that YouTube videos name the keyword. And then they show up in Google, typically at the top, and they watch my video. and there's a link at the bottom that drives them to a landing page. And we get leads every day from that as well. It's awesome. So there's multiple uses for the money that you're spending over at the AdWords. Oh, sure. It's invaluable research.

It tells you a lot of valuable information. And here's the thing. Every market's different. I mean, like Glendale, California, your conversion keywords might look completely different from ours. So, you know, you might want to optimize for different keywords than you do here. Like in Vegas right now, we've been running, you know, AdWords for a couple of six months. now, what we're doing is just gathering Intel. And then what we'll do is optimize sites and optimized videos and stuff like that to

capture that space. Mm-hmm. Awesome. Awesome. So if someone is just getting started, you'd recommend that they go with the paid traffic route? Yes. I mean, here's the thing. If I tell any of the people, right, if you want to get started, you want to get started quickly,

you know, and they say, listen, the first thing you want to do, if I was going to do, if I was going to jump in the real estate today, and I knew nothing, you know, or anything about real estate, whatever. First off, I go to your site, I download your information, I get a basic concept of understanding a transaction in real estate, so I know basically the transaction. But the first and foremost thing you have to do is you have to generate leads. And what happens is once you have a motivated seller and you have a motivated seller that is hot and you get that deal under contract, all the other dominoes just start to fall into effect,

okay? Meaning, buyers will line up for that specific, you know, contract. Now you'll have to find a title company to basically get it closed. You'll be dealing with the buyer now and negotiating that contract and being able to, you know, get that so where you can make that, you know, with a flip on whether it be a double-f or an assignment. So the bottom line is the number one thing you've got to do is get leads immediately and everything else falls in line. Whereas the opposite is where I've got to get my whole business set up. I've got to get my LLC set up and I've got to have an office set up and I've got to get my phone set up and I've got to get this set up and I've got to get this set up and I get business cards and T-shirts.

I'm going to get my business cards. They're going to get my letterhead. I'm going to get, I don't focus on any of all that. And it's, you know, do that down the road as you're generating revenue. But the bottom line is, you know what, if you don't have leads in the business, they're fresh, you can work with, you can monetize, then you have no business. You have no business, right. Absolutely. Yeah.

Awesome. Absolutely have no business, you know, whatsoever. So, you know, so I tell you, if I was going to start fresh today, what was we going to do? I'd say, okay, my number one focus is I need to generate leads. then I can go through and set up the business. It's almost like the ready fire aim approach. You know, you're in the military. You're in the military.

We're always taught ready. You got aimed first. You got to take your breath. And then you shoot, right? Well, you know, now you just shoot. And then you go, oh, I missed it to the left. So I need to move my, you know, move over to the right a little bit. Now shoot you got out of the day.

I just did it. So the bottom line is starting fresh today, what was going to do? I would say start a Google Advers campaign, get it up and running, and get leads generating as fast as humanly possible. What happens is that's going to get leads coming in. Now you're going to be talking to sellers, but you're not going to be overwhelmed talking to sellers because you're not going to get flooded

when you press the on button that you're going to get, you know, you're going to get 100 leads that day. You're going to get them trickle in. You're going to get two, maybe the first day and three, then one day you're going to get none, then next day you're going to get two. So you're not going to be inundated with leads where you can work around your job,

you can take the leads, You can talk to the sellers and their high-quality leads. So there's a quicker shot for success right off the bat because your lead-to-deal ratio is a one-to-three. So now you've got three leads coming in. Now you've got to go find a buyer. Oh, my gosh. And then you get that experience and that check, you know, and then, oh, my gosh, it works. It works, right?

Then what you do is you get that check and you reinvest 15 percent back in the first. marketing, which might be Google Bing or whatever. And then you can start saying, okay, I'm going to do a direct mail campaign. Awesome. Awesome. Well, I guess people started. Right. Thanks, Sean.

I mean, gosh, this is why I love having you on the show. You're so generous with your information. And that was a lot of invaluable tips. There's certain stuff that probably everyone listening is going to want to go back and listen to and write that down. It was that valuable. So thank you for your grace with that. Yeah, absolutely.

Hey, I know this last weekend, I think it was this weekend, one of your very good friends had an accident, a tragic accident. And you're out trying to help him heal and recover and help the family. Do you want to talk a little bit about that? Yeah, you know, everybody, if you think back to high school, has that one or two friends that you're really close with. The guy that, you know, you hang out with in the lobby, you hang out with it, you know, you hang out with their house, you go back and forth. And you kind of, you know, grow up, you know, hanging out with a, you know, a core group of friends, you know, and even maybe one or two friends that, you know, become lifelong friends, you know, those high school buddies that you always think back to high school and you think about that one or two people. Well, this one of my friends, his name is Mike Ramele, and we're born and raised in, you know, Vermont. I went to South Burlington High School in Vermont.

And, you know, he's grown up. He now was in Portland and has his family and a couple kids. And then, you know, I obviously live here in Phoenix. But this summer I just went back for my 25th high school reunion. I mean, I give you a cold I am. But 25th high school reunion, and it was a blast. We had so much fun. He came down to Portland, you know, got to see all our whole group of friends.

We had such a good time connecting, hanging out, and everything. Well, you know, I left, you know, came back, I was going back to California, hung out there. And, well, I got a call about, you know, probably about two to a half weeks after, you know, after, you know, after high school reunion. And I got a call from his girlfriend at the time, he was previously divorced. And he, she called me up. And I didn't know her at the time. I've never spoke to her before. where he was obviously telling me about her why we're together and stuff.

But she called up and said, hi, this is Mary Ellen, I have some disturbing news about Mike. Please call me ASAP. Now, I remember I was driving in the office that day, and my heart just dropped.

I'm like, oh my gosh, what happened? Right. And so I called her back, and she proceeded to tell me the story of how he was out on a Sunday afternoon just riding his bike. like he normally does, you know, every Sunday.

And something happened, and he wrecked, and he was in Portland, Maine, and it's right on the ocean there. And apparently this trail, there's basically, you're right on the trail, and there's these rocky cliffs that go down to the ocean. It's about a 20-foot float. So apparently, I don't know what happened, but he crashed and fell down the hill and snapped his spine. Oh, my gosh. And someone found him and called the ambulance, and he was knocked out with pain. And they found out that he's paralyzed from the neck down right now. And he was on a, you know, a trait feeding tube, a breathing tube, which actually I just found out just came out today.

And but he's still completely paralyzed. So here's the thing. I'm a pretty active guy. I know you are. You know, I've got kids and you do too. And, you know, anybody listening now, imagine, right, one day you're out riding a bike, you know. And at one instant, you're riding a bike and you're driving down, and it's a beautiful day, and you're breathing in the fresh air, and you'll look at the ocean. And you hit a rock and something happens, you snap your back, and then within another moment, you're paralyzed from the waist down.

You know, that is a life-changing, oh, my gosh, I can't believe what I do. And the thing is we all think it's not going to happen to us, but if it did, it would be absolutely life-altering, right? Now, he works in a business where he gets a small salary and gets commissioned sales and stuff like that. So, you know, and he definitely doesn't come from, I think it makes like, you know, $40, $30, $50,000 a year. So he's got to get in real estate actually start flipping some houses. But now he can, unfortunately. So what I've done is to help him and his family. He's got two beautiful kids.

It's put a fund, like a fund together for him to help him out, you know, and try to do. Because I could send flowers. I could send a card. I could send, you know, I'm thinking of you type of stuff. But, you know, what's that going to do? It's going to show my empathy, right? Of course. But what's it really going to do to impact his family?

You know, with the influence the podcast and that my subscribers on the email list and Facebook following and stuff like that, decided to put a fund together to raise money to help him with life, whatever that might be, and try to help him out. So I just launched it like 48 hours ago. The goal is to raise like 10,000. I think so far we've raised, like, almost 5,300, you know, so far. or I'm just keeping, you know, abreast with a family. I just talked to this morning and to try to, you know, be available to, you know, to help them out in any means possible. Awesome.

Well, that's, it speaks volumes of the type of friend you are. And, yeah, we are very fortunate. We do have platforms of where, you know, we use and they drive our business and we're able to help people here. And just another way that we can use that platform to help somebody else. So I'm more than happy to extend that invitation to all of my listeners. I know a lot of my listeners are your listeners and vice versa. I think we both have our own audiences as well. So do you have a domain name that they can go to?

Yeah. Yeah, it's go fund me.com. Go fund, f-un me. Go fund me. And I think you can search his name, Mike Lemieux, or if it's 4-3-7, D is in dogs, S isn't Sam, 0, 437 Ds0. So go fund me.com forward slash 437D isn't dog S0. And, you know, it's funny in the, you know, in the beginning of the podcast you talk about, you know, paying forward and, you know, giving information, being freely about giving information.

And I hope, you know, maybe one of your listeners or two or three or ten, whatever, listen to this and maybe they're in their business. business right now and thinking, you know, what do I got to do to get started or how do I get going or, you know, what's the next step to get leads? And it inspires someone to start, you know, and that's the most important thing because the sooner you start, the sooner you'll be on your way, you'll create what's called momentum that will, you know, that will get you in an incredible life. Because, you know, it's amazing where, you know, working a job and being trapped by someone telling you when you have to be there, when you have to leave, when you have to take vacation, you know, when you have to do things is like being paralyzed from the neck down almost.

And it's like you're being trapped and, you know, you can't control that. So if we can give someone freedom, right, you know, to be able to do that through the information provided, then we can affect people's lives. And I know you do it with your podcast. that is the thread with my podcast is for the sole purpose of building and ring high value content to change people's lives. You know, and you said, you know, you want to pay it forward. Well, that's the thing because think about it. If this information and all the other episodes you have with your podcast is that you can, now you're paying it forward,

people can take that information and they can apply it and they can change their lives. Now, what if they pay it forward and they help someone else and they teach someone else And they work with someone else, or maybe they'll be able to, you know, say, you know, donate money to someone that is in need or give to charities or something like that. But it's a ripple effect that can make changes, you know, in everybody's lives. And, you know, my license plate on my range rover is, is, you know, paying forward. You know, that's my license plate because that's a way of life, you know. And, you know, beyond Google AdWords, beyond, you know, a million mailers a month, or, you know, multiple different cities and getting that real estate deal, real estate is a very selfish business. It's about us getting a deal, us negotiating, us getting, you know, making X amount of dollars, and us, you know, stashing that money.

So it's very selfish. But if you get beyond that and you can focus on, you know, what's important is trying to affect and change people's lives in a positive world. way, you know, what you're doing with the podcast and what I want to do the podcast is that you'll be amazed at what opens up in your life, you know, for great things. So, you know, being able to help Mike and being in a position, you know, to be able to, you know, donate to him and be able to set this up and help other people, you know, it's an amazing thing. And it's unbelievably fulfilling, but that's what all this is about. It's about, you know, it's about, you know, using real estate his vehicle to give you an unbelievable lifestyle, but also be able to affect other people

in a positive way. Amen to that. Amen to that. So I know all of our prayers go out to you and Mike and Mike's family. Yep. So thanks for sharing that with us. I know that's a very personal and a rather tough time for you right now because being such a good friend.

So thank you for that. Yeah. And I appreciate you having. I mean, and honestly, I mean, I mean, everyone listening, Matt, you know, donated a ton of money, a huge amount, and he didn't have to do that. And we know each other, you know, through the podcast, and have lunch together and stuff. But, you know, we're not super tight where he's, we're coming over, you know,

coming here, I'm back, we go to family stuff. So for him to do that is sending an example, and he's the only type of person he is, and you know, you're awesome, so really, I really, really appreciate it. Oh, well, you're welcome. And it's my pleasure. And, you know, I couldn't see how I couldn't give because, you know, we are blessed and, you know, I'm just loving life right now, and it makes me sad when I hear other

people aren't. So, yeah. Cool. So to give to, it's Mike Lemieux. Mike Lemieux, L-E-E-E-U-X, L-E-M-I-E-U-X, and that's gofundmee-com, forward slash 437-D as in David S and then zero. Perfect. Okay.

Well, thanks a lot. Sean, thanks for, you know, I know you're. really busy and you're getting back to work. So thanks for spending some time with us over here and sharing your words of wisdom, your words of wisdom. And if you want to check out more of what Sean does over at his podcast, that's the ultimate real estate investing podcast. He's a great teacher, a great, a great motivator, and a good friend and a great person, as you can tell. So thanks again, Sean. And until next time, to your success, I'm Matt Terrio, live in the dream. You've been listening to Epic Real Estate Investing.

the world's foremost authority on separating the facts from the BS in real estate investing education. If you enjoyed this show, please take a minute to visit iTunes and share your thoughts. Thanks for listening. We'll see you next time here at Epic Real Estate Investing with Matt Terrio. This podcast is a part of the C-Suite Radio Network. For more top business podcasts, visit c-sweetradio.com.