The Science of Flipping - Cut Your Lead Costs by 90% with SEO | Keith Sant

Episode Date: November 15, 2024

In this episode, I sit down with Keith Sant from SEOmeetsREI.com to explore how real estate investors can drastically reduce their lead costs by using SEO instead of, or alongside, PPC advertising. Keith explains that while PPC provides quick results, SEO is a powerful long-term strategy that can lower lead costs by up to 90%, helping investors consistently generate high-quality, intent-based leads without the high price tag. We discuss the benefits of building a brand, how SEO works, and why having marketing stamina is essential for long-term success. Keith also shares real client successes and offers advice for investors at all levels, emphasizing the importance of a diversified marketing strategy to maximize ROI.   Connect with Keith: Instragram- @keith.sant Visit Keith’s Website: SEOmeetsREI.com Join the Free Facebook Group: SEO Meets Real Estate Investors   The #1 training and coaching system to launch, grow, and scale your investing business! 𝐋𝐞𝐚𝐫𝐧 𝐌𝐨𝐫𝐞: http://www.thescienceofflipping.com Turn cold real estate leads into engaged motivated sellers on auto-pilot using the power of A.I! 𝐋𝐞𝐚𝐫𝐧 𝐌𝐨𝐫𝐞: https://www.rocketly.ai/ Have a question? Ask me anything at https://www.askjustin.ai/ 𝐀𝐛𝐨𝐮𝐭 𝐉𝐮𝐬𝐭𝐢𝐧: After investing in real estate for over 17 years and almost 3000 deals done, Justin has created a business that generates 7 figures in active income through wholesaling and fix and flipping as well as accumulating millions of dollars of rental properties including 5 apartment buildings, 50+ single family homes, and 1 storage facility Justins longevity in real estate is due to his ability to look around the corners, adapt to changing markets, perfecting Raising private capital, and focusing on lead generation which allows him to not just wholesale and fix & flip, but also accumulate wealth through long term holds. His success in real estate led him to start The Entrepreneur DNA podcast and The Science Of Flipping podcast and education company, where he has coached and mentored thousands of aspiring and active investors over the last decade. He is a nationally recognized speaker and is on a mission to educate as many people as possible on becoming a successful dynamic real estate investor. 𝑾𝒉𝒂𝒕 𝒕𝒉𝒆 𝑷𝒓𝒐𝒔 𝑯𝒂𝒗𝒆 𝑻𝒐 𝑺𝒂𝒚 𝑨𝒃𝒐𝒖𝒕 𝑱𝒖𝒔𝒕𝒊𝒏:  “Justin is one of the best trainers in this space. He really gives everything to his tribe.” – Brent Daniels (TTP) “Justin’s ability to connect with people and help them understand what he is teaching, is unparallelled” – Kent Clothier (REWW) “We have been in the trenches flipping homes in Phoenix for over a decade, he is one of the best to do it.” – Sean Terry (Flip2Freedom) Subscribe To Justin Colby: http://youtube.com/justincolby View All My Videos: https://www.youtube.com/c/JustinColby

And at the end of the day, Google is just an algorithm. It's a robot and it crawls pages and a deterrent, you know. And so there's all these little data points that you could optimize to show Google. We have the best and most complete answer and get above the guy in the gun is next to you. That's the other really cool thing about SEO I love. It's not you don't have to have the best website in the world. You just have to be a little better than the guy in front of you. And a lot of times that bar is a lot lower than you think.

to be a little better than the guy in front of you and a lot of times that bar is a lot lower than you think. What is up the Science Flipping Family? I am back with another incredible guest here at the Science Flipping Podcast. If you are doing any level of marketing and you are feeling like the cost of your leads are drastically going up, especially for those that are doing any level of PPC or PPL you will want to listen to this entire episode because my boy Keith Sant from SEO meets REI.com is here. Keith, what is up my friend? What's up Justin? Thanks for having me. Appreciate it. Yeah, dude. I'm excited about this. I've been

marketing now for better part of 15 years. The first couple years I was still broke so I didn't spend any money but I had no idea about SEO back then but what I can tell you in this audience listening and watching this, if you are spending any money at all on PPC or PPL, stay tuned because what Keith and I are gonna talk to you about and what he does and he's an expert at is lowering your cost by about 90% and having just as qualified if not more qualified leads coming into your database. So Keith, let's talk first about that. Talk to me about the SEO process and why would someone want to do that versus a PPC?

That's a good question. So like why people would want to do it versus PPC? I don't think it's an exact replacement. They could actually compliment each other because there's sometimes where like, hey, if you're like, you know, I need to get leads like today, you're gonna want to, you know, pay for click,

Facebook ads, something to like drive traffic today. SEO definitely is a long run or a long game. Like I, and what I mean by that is I could typically get people leads within like three months and like they're closing deals by like four to six months. For sure. And then everything just kind of snowballs after that. Like it, you know, might take you six months to close the first deal. And then you close another one in it. And, you know, a month later, two months later.

And that's saying, you know, you're closing a deal a month for half the price, 10% of the cost of like pay-per-click. Well, the one thing I want to bring to light is someone myself who has spent, I'm guessing I've probably spent somewhere between half a million and three quarters of a million dollars on PPC and I'm probably closer to three quarter of a million. I will tell you the key and you know this but the key of these audiences listening like, yeah but I want leads right now. Okay fine, but if you're paying 90% more for leads right now, I would tell this audience be a little bit more patient,

have a little bit more patience for leads in 60 days or 90 days because you're going to pay 90% less. And that is a it's a mind shift. Like they got to shift their mindset around all this. Absolutely. And it's not it's not easy to do for a lot of people. I don't know, especially realtors for sure. Like they are they're notorious for not wanting to put a lot of money into their marketing.

But you know, real estate investors like people just want stuff now right instant gratification But if you're willing to wait, it's it's huge and I'm not saying hey like I typically tell people like SEO shouldn't be the very first marketing channel, especially if you're new or like that's not the first thing you invest in but you know Let's just say your marketing budgets four grand a month or three grand a month. Like let's just say you put 500 towards SEO and 35 to the other, like a year from now you wish you started today.

Even if you started a small budget and then you could always reinvest and work your way up. But yeah. Yeah, there's no doubt. You know, listen, again, someone I actively market today, we market very heavily. And I would tell you some of this goes along with the branding play. And I wanted to bring this up listen again someone I actively market today we market very heavily and and I would tell you some of this goes along with the branding play and I wanted to

bring this up because when you rank on Google organically right for those that maybe not know what SEO is I don't want to make any assumptions there's maybe someone on here listening this or watching this on YouTube if you're not watching this you need to go to my YouTube, subscribe and watch these episodes. I have incredible guests. Let's take a step back. Describe what is SEO? What is happening? Why is it different than PPC? You know, because there's people that probably I'm assuming know, but maybe they don't really know the differences. Yeah, so if you google anything at all, right, you might see a couple spots at the top where it says, like, add next to it.

AD. Those are like your pay per click ads. So you're actually paying for those to be placed at the top. Anything right below that. Those are your organic search results. Google's whole job is to put the best and the most complete answer in front of a searcher as fast as possible. And so search engine optimization is basically showing Google that we have the best and the most complete answer for the things we want to show up for. And at the end of the day, Google is just an algorithm. It's a robot.

And it crawls pages and it, you know, and so there's all these little data points that you could optimize to show Google we have the best and most complete answer and get above the guy in the goodness next to you. That's the other really cool thing about SEO I love. You don't have to have the best website in the world. You just have to be a little better than the guy in front of you and a lot of times that bar is a lot lower than you think. You know the cool part about SEO that maybe people think about, maybe they don't. If I'm going and I search something on Google, right? The thing I love about it and you already know this,

Google is intent-based, right? Where Facebook is interest-based. So, when you want to go figure something out, you go to Google, not Facebook, typically. What I love about it is I will see literally homeowners go search, sell my house fast as an example, and they will click like the top five, six, seven websites and fill out forms on all of them. And if you have a good ranking in SEO, dude, you don't have to pay for that. Once you get ranking good in any market or even before you ask, like to get more leads in the same market, having multiple sites is the way to go.

Like I have like five different sites in my one main market and like 14 sites total. One of my biggest clients, he's got 19 sites all in the state of Texas. If you Google like a lot of phrases, he's like six of the 10 search results. And I talked to him the other day. You Google a lot of phrases. He's like six of the 10 search results. And I talked to him the other day. He had a lady, he got seven offers. Five of them were from him. He ended up getting the deal because each one, hey, this is so-and-so.

Hey, yeah, so now the value in that, because I know some people are like, oh, I don't wanna pay for that same lead twice. Like Oh, like I'm working twice as hard to get the same lead. And like my argument, like I would rather pay an extra hundred, 200 bucks or whatever to or 300 bucks to get the same lead twice than to be getting outbid or bid up so high that I can't get the deal or like, you know, that the margin just shrinks so low. Like, you know, I'd much rather pay 400 bucks than be paid up 20 grand at the negotiating table if that makes sense. Well that's actually a really super ninja move that he's doing

right because like I just said you know you see these individuals that literally will go down the first five or ten people on the page and fill out all their forms well if you're the you know top five organically ranked websites, right? To your point, there's always going to be the people that spend money on ads, right? Those have those yellow A.D. signs. Great, but you don't have to. You're organically ranking, right? Your service, SEO meets REI.com, helps them rank.

You don't have to do anything. And if someone fills out four of your sites you have four opportunities to win the deal at no cost relative to these PBC people who are paying 350, 400, 500 dollars per lead. Well your cost is so relevant, irrelevant to theirs that why not give yourself the shot at actually getting the deed not Losing it right because otherwise if you were to go on PBC as you know You're just gonna

Level each other up next, you know $750 for the lead. Oh Yeah, yeah, that's it. I remember when I first started because I'm an investor too Like I do SEO for people but I started my own stuff. When I started Pay Per Click back in 2018, I was getting leads for like 150, 125. It was awesome. I do that all day long. Then it went up to 300, and then 440. It kind of cooled down a little bit, but towards the beginning of last year, it was like 455,

500, a lead in like Seattle Tacoma market. Just for PPC or PPL? Yeah, paper click PPC. But I mean, even some of the PPL stuff too, like, you know, people, you know, they bid. Yeah, there's a lot of psychology and that, but people just outbid just to be number one, even if it doesn't make sense. And I wish a lot. I wish more people would do, you know, their their ROAS return on ad spend, return, you know what their actual cost per deal was from the different marketing

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there and take them visit science of reverse flipping calm today and let's get those leads working for you how did this all come about how did you start SEO for our meets REI SEO meets REI.com. How did you start that? How did that come about? Yeah, so I started it. I was doing it on my own right from my own websites. I had a ton of people asked me to do SEO for them. I would always send them to like, you know, there was one company at the time that I thought was probably the best out there at that at that time. I sent one of my biggest clients, one client to him. And after like a year with them, like he still wasn't getting the results. And I just noticed like a ton of holes and flaws.

And I'm like, oh, my God. So like and. I honestly like I love this stuff. I nerd out on this. I'm good at closing deals. I could close deals and negotiate all day long. It's just at the end of the day, like it drains my energy. I'm like exhausted after talking to a bunch of sellers and buyers and all that stuff. So like I love doing that.

The SEO stuff. I don't know why I'm a freak. But so yeah, about two years ago, I actually stopped it. I haven't talked to the seller in like two years. All my leads go to one guy. He closes the deals. We split at 50-50. My websites are like assets for me. And then, yeah, so I've been doing SEO full-time for people.

I didn't create an SEO company because I wanted to. I just kind of realized the world needed me too because no one out there was doing it right. I feel like that's what most entrepreneurs, right? I have a totally separate podcast called Entrepreneur DNA, but a lot of times business gets developed because you have a value to the world

that needs to be given. And your calling almost becomes like, I need to give people this value that I can deliver for them, right? So I think that's a very common thread within entrepreneurship. So good for you. And then you're able to continue your real estate business and have this. Talk to us a little bit

about branding within this. I know I brought it up and we didn't complete the sentence but I really believe branding plays a big role in SEO, right? How do you view that? Because PPC, you're literally paying per click the brand is irrelevant right like they're paying they click your ad it says will buy your home fast they say great sounds good to me they don't care about the brand they just want to sell fast right SEO is a little bit different here talk to us about how the brand plays into ranking within Google. is into ranking within Google? Yeah, absolutely. I'll say this multiple times, but again, Google's whole job put the best and the most complete answer in front of a searcher as fast as possible. But they want to put a real, legit, credible company

to the top of Google, not a fly-by-night website that knows how to optimize. And there's different ways that Google could say, hey, is this a real company? But yeah, your branding is super important. Having social media profiles is really important. A real legit company would have a LinkedIn, would have a Facebook, would have an Instagram,

would have these certain little things. The other really big thing that plays effect is people searching your brand name. Right, because that's one of the ways Google can determine is this a real legit, credible company. Because it's not a real legit, credible company if no one's Googling, like my company is like Kind House Buyers, right?

If no one is Googling Kind House Buyers each month, my website wouldn't do anything, if that makes sense. Or it'd be very very hard. So yeah, if you're doing any other marketing like you know let's just say radio or TV, those are way crazy, but you know even your postcards, putting your website or brand name on bandit signs, you know definitely branding your Facebook ads, running a couple dollars a day on YouTube with your company on it. Your Google display ads are another really good way

for really cheap to get your company name out there and just be seen a ton and to get people curious and they Google your brand name. And then that helps your SEO and everything. Yeah, absolutely. So let's just use the example. I'm gonna use myself as an example. So I run commercial ads in Alabama and it's called Justin buys Bama calm

You would tell someone like me because I'm not currently doing this you would say a good idea It would be for you to hire us so we can run SEO For Justin buys Bama because the reality is there's no one Googling Justin buys Bama.com. No one even know that website exists until they see the commercial. Makes sense? So would you advise that that would be an actual good thing for someone like myself to be doing? 100% sometimes a brand is a lot easier than others, right? Like, like not, Justin buys Bama is an example of one that's actually pretty easy because no one else, there's only like one other guy I see like, you know, Justin buys houses. It's kind of on the same first page, kind of competing with the brand name, but like

there's like, there's like John buys houses and John Medina buys houses and John buys your house and John buys Bay area houses. And there's like, so I wouldn't even mess with a company name like that because you're never going to be able to rank like you're not that I say I wouldn't mess with it. You know, if that's your company name, it is what it is, but it's going to be harder, right? You want kind of something a little unique and what that's going to allow you

to do is you want if someone Googles your company name, to dominate as much of the first page as possible, right? So if someone Googles Justin Byers-Bama Houses, you definitely wanna be, and you are right now, but you wanna be above the Justin Byes Houses guy. Because you don't wanna do marketing, and now all of a sudden they click on the wrong website on accident, and you just paid for them to get a lead.

That's right. Well, and that's the point that I was kind of making why your one client is so brilliant because he probably has like the top five links, right? So they're gonna keep going, and it's all him, dude. I think it's really brilliant for him to do that, even though technically he might be paying you more because you're working on five websites, but who cares? The alternative is to go pay $700 for that lead that may or may not ever be a deal and at least you're surrounding the top, you know, five spots on the page.

Yeah, absolutely. Yeah, even with him duplicating leads, I just talked to him a couple days ago, he was showing me all of his numbers and he's getting, you know, cost per deal is like 2500 with SEO and he still spends 30k a month with pay per click and that's 4500 a deal. So it's literally in half and the longer he does it, the cost was actually way lower, but then he added a bunch more sites and so that loaded a lot more and so his cost per deal went up and now it's going down even more again. It's gonna be under a thousand year and then it's six months or so.

Well, the thing that I always preach in terms of marketing is like you can be a one trick pony. So there's a lot of people out there that are like only doing PPC. That doesn't make any sense. Like in a minimum, they need to be using your service. Minimum, they're already directing everything to Google, right? They're paying Google to drive leads into their data. So

why not have more of a presence? So I would tell anyone out there, if you're already doing PPC of any sort, big or small, you need to be going to SEO meets rei.com and speaking with Keith and his team because don't be a one trick pony at a minimum, right? But I also tell tell you guys if you're out there doing direct mail this is a great to your point Keith like how many of your clients are actively using direct mail and leveraging that marketing piece to push into a website that is that you're working to organically rank? The ones that are are doing really well yeah and

they really are. Yeah What is not is that you're in terms your clients? What are some of the better clients like what are you seeing them do? Well that may be some of the other clients shouldn't be doing definitely that you know getting those brand searches up Facebook ads are another really good way to do that, right? Like and you mentioned like you wouldn't do a paperclip I wouldn't do paperclip without also doing Facebook ads, like at least the retargeting because you spend like 90 bucks a click,

sometimes 120 bucks a click is really expensive clicks. And like the person doesn't fill out the form like right then at that moment. Like you want to be able to go back and like retarget that audience. And like my cost per lead on the retargeting on the paper click on the Facebook stuff like 50 bucks a lead on the retargeting on the paper click on the Facebook stuff with like 50 bucks a lead In the same market, and so you're just basically picking up all the last little bit of juice From your expensive paper click budget or your expensive, you know direct mail or anything else you're doing Yeah

Yeah, I mean listen, you know This is an and for probably everyone listening to this. If you're listening or watching this on YouTube, this is like an and for all of you, right? Even if you haven't yet. Now, let me ask you Keith, if someone hasn't yet got to the point of spending some decent money in marketing, wouldn't you even consider the person who's more of a newbie for such a low cost? Hey, utilize all your other resources, LinkedIn, Facebook, Instagram, tik tok, and have your website on let us work your website for ranking because you can use every other free resource you need to push into

the website. Wouldn't you suggest that for a newbie? Absolutely. And I don't know, I didn't mention it, but we do have a Facebook group too called SEO meets real estate investors. We teach a lot of this stuff for free. I'm a huge fan of the underdog. We'll teach you how to do it for free. I just do it for people

that have more money than they have time. Real estate meets real estate investors Facebook group. Go search them out. Right. Is it closed or is it public? Oh no, it's a public one. You just click and invite or yeah. Yeah. So as you guys are interested in that one been different that I want to know more and how you can utilize this go to real SEO meets real estate investors Facebook group now. Do you guys post the website? Where would you suggest they get websites? Do you have someone to service it or would like a minute pages website? Work or what do you guys do?

Like almost 90% or like probably 95% plus of my clients are on carrot. They're the best out there for you know websites for real estate investors. I definitely recommend them. All of my sites are carrot sites. I'm a big fan of them. We've worked on some WordPress sites too. I haven't played with a minute page or anything else. But I mean a website at the end of the day. You're a competitor to investor carrot. Oh, okay. Yeah.

Yeah. So yeah, and they function the same but the point being is like I don't want people to over complicate this. Oh, I got to go build a website and I got to go. No, no, no, no. Many pages are investor carrot. There's ways that you can get a pre-templatized website that Keith you can work with right and so the point being is people shouldn't be overthinking this too much right your service really can help them do it now you're doing it for them right they don't they don't function they need

to do much right they get their website and they say, Hey, you go get this website ranked, right? Yeah, I mean, I do both. Again, like if they want to like, I'll tell you how to do it and you go do it yourself or I'll do it for you. I mean, there's a ton that goes into like actually, you know, optimizing your site, right? Like, let's say you get a stock, you know, minute page or carrot site, right? Like you want to make it different. And there's there's a ton of those, you know, those little things that Google crawls that algorithm, you know, they first they crawl your site, right? Like you want to make it different. And there's a ton of those, you know, those little things that Google crawls that algorithm,

you know, they first, they crawl your title, right? Like a lot of people, their stock title is like, you know, sell my house fast Alabama, you know, Justin buys, you know, Justin buys Bama. And that's not that great of a title. There's a lot of other, you know, like for instance, I have three keywords in my title. I, you know, sell my house fast, dash, you know,

we buy houses, dash cash home buyers, you know, and that's just the title. Then you get into the meta description. You get into your headings are really valuable. That kind of stuff too. Yeah, yeah. There's just all these little tiny things. These, you know, again, you don't have to have the best website in the world, just a little better

than the guy in front of you. There's tools like, you know, there's SEO Quake, which is a really good free resources where you could kind of look and see what your competitor site looks like. Just really quick snapshot and boom, are these things checked? Like what's their density look like? What's their title, meta keywords? Do they have alt text on their images? How many images do they have, you know, et cetera?

And then you just make it a little better. Yeah. Well, I was gonna say, people like myself, they don't wanna know how the engine works. They just want the car to drive, right? So that's the beautiful part of the law for is like, I would not wanna think about a single thing that you just said. I would just say, hey Keith, please help me just get this to be the best it can be, right? And that's how everyone really like in our space, everyone in

the entrepreneur real estate investing space should really be thinking, that's not my strong suit. For most people, what you're doing is not their strong suit. They should outsource it to someone like you. That's the reality, right? So that they can go get their next deal. So they can work the lead, so they can make the offer, so they can talk to the seller. Now, the other thing is, you may not have heard of, have you ever heard of leaddetector.io? Which is essentially a pixel that would sit on your website, so when you're driving traffic, it'll capture another 20 to 30% of the data that people are visiting your website. I'd encourage you if you don't know about it check that out I think that could be a great resource for

you, your clients, etc. But it just boosts the opportunities that you're gonna have because it lays over your website and you can capture another 20 or 30 percent contact information. The direct contact information. And so, if you're already finding traffic, it's gonna boost your traffic. So, that would be another thing that I would tell you could be a key thing. Yeah, no, I agree with what you're saying. Like, hey, I wouldn't, you know, like, I never want to know, like, exactly how to drywall a house, but I kind of want to know. So, that way, I know that my drywallers are doing a good job.

And the thing with SEO is that it's so foreign to a ton of people that they just hire whoever. And then that's where I come in because they're hiring all these people that say they're the guru or the shit and they suck and they're not actually providing any services. So like, I like to kind of show people that I actually know what I'm talking about. Just because like, then they know, hey Keith is, Keith knows what the hell he's talking about. I know I'm not gonna do all that because it was probably way over my head.

But I know he knows what's going on and like, he's the guy. Well, Andy, here's the thing that, you know, you bring to the table for every one of your clients, you're a real estate investor yourself. This was born out of you doing it for your own business. And I think that's a huge, huge value for you listeners right now is to understand Keith does the business still. He's not just some SEO dude.

He's a real estate investor. And I'm a big champion, a big champion for my community, meaning the Keiths of the world who don't just turn into some data guy and this is all they do now is they functionally developed something from their own business, creating value for their own business and created another business from it, but he still runs the try and true business of real estate. And so that's a big value for a lot of your clients is you know what to do. You know what you're looking for.

Absolutely. Yeah, absolutely. I would tell all of you at minimum just pure minimum go to his free Facebook group. Get more educated, right? I think you know to Keith your point you and I think, you know, to Keith, your point, you and I don't necessarily know how the engine needs to run. We just want the car to go. But to understand it a little bit would be valuable, right? SEO meets real estate investor, the group on Facebook, the website SEO meets real estate investor.com or SEO meets REI.com.

That would be huge for you guys to just talk to his team. I would assume if they go to the website, someone from your team would be able to have a conversation with them. Oh, yeah, if they put a call with me, I'm the guy. I'll be on the call with them. Yeah, answer any questions, show them, you know, results, clients, what to expect, prices, all that stuff. Talk to me about what's one of your better clients doing this year?

How have they done this year? I mean, I got one guy that's just insanely crushing it, but again, he understood the value and put a ton of money into it. He's spending like 20 grand a month. But he was with just me across 19 different sites right now. No, he does another 30 in paperclicks plus other stuff too.

But again, he's done like 1.6 million in assignments and everything. For this year to date, he's been with me a couple of years. Last year, I don't, I forget the numbers last year. Yeah. Yeah, so even though he's spent a ton, like his ROI is like insanely high and way better than any of his other marketing channels

Like a typical like another guy. I got another guy like out of Kansas City. He's getting like 90 leads a month right now then Yeah, and he's been with me in a while. So that's the other cool thing about SEO Well, the other part of SEO are backlinks, right? So you dial in your page better than the guy next to you That's what I do with like the website build or I teach you how to do and the other part of SEO are backlinks, right? So you dial in your page better than the guy next to you. That's what I do with like the website build or I teach you how to do. And the other part of get more backlinks than the guy next to you.

That's typically a little harder. Most people like that, they definitely probably wanna hit me up because you could get backlinks that don't work. You could execute it wrong. It actually hurt you more than help you. This guy actually, you know, did a bunch that didn't help him.

He hired me in like 2022. I redid everything. He's spending like three grand a month in backlink. So we redid his website. He's done three grand a month about it literally a year. A year ago, I hit him up. I'm like, Nick, you're crushing it. You're like ranking number one for everything in your market.

I can't get you any higher on the site. Like if you want to add another site, I can, or if you want to expand your site and go out into multiple states, we could do that too. But otherwise, you don't have to keep spending three grand a month on backlinks just for the sake of spending three grand. You could do like 500 bucks a month

and just maintain your rankings, which he's done. And now he's still getting 90 leads a month right now, which is insane. And like there's no other marketing channel like that And so he finally we just did a second site for him And now he's starting that you just got his first like in city lead a couple days ago But also got a bunch of you know the surrounding blue Springs Olathe all the other little cities, too But that's the cool thing about ICO even my site too that I started back with like 2017 2018 I only put like you know I got like, even my site, too, that I started back in like 2017, 2018.

I only put like, you know, I got like 90 leads on it this month and I only put like 500 bucks a month down in that because I already did all the hard work. That's right. But it is it is one of those things where it's like if you bought a rental, right, you got to put some money into it, fix it up, you get a renter in there. It's gonna be a while before you actually hit that break even point and you get your money back. But then next thing you know, you're like, I'm cash flowing and I have appreciation. This is amazing, let's do it again.

But in the beginning you're like, oh, when am I gonna get my money back kind of thing. Typically, I've seen people spend anywhere like 10 to 15K before they close their first deal. Like sometimes with this, yeah here just straight up like but some people close a lot less, you know, I'm just saying but even on the highest end they spend 15 K they close their first deal that typically pays for itself and now you know,

their next deal is you know, you said something that's so key, you know what everyone to go back and rewind this one point, which is you need to have marketing stamina. If you are going to get the marketing game, don't have this unrealistic expectation that in the first 30 days you're gonna spend this money, you're gonna get a deal, you're gonna make money, you need to be able to have a runway. And the runway to me is really six months. It's not 90 days, it's six months. So regardless of whether you choose SEO or anything else, if you start to work with Keith, you need to understand based on the

conversation of the Keith, you need to run that for six months period at the minimum and then you can assess what has happened, where are we at, what is going on, what does it look like, and make decisions moving forward. But anything less, you're just not doing yourself any justice and you're gonna quit too early. And it's that age old, you know, three feet from gold, right? You're gonna be right there and you quit because you had this expectation

that it would have happened earlier, so you quit. You could have had a $100,000 deal as your next phone call, but you stopped, right? 100%, absolutely. I greatly appreciate you coming on, man. I think everyone needs to know more and believe more in SEO and you're that guy, right? Keith Sant from SEO meets REI.com, SEO meets real estate investing, the Facebook group. Make sure you're connecting with Keith, his team, the Facebook group at minimum. And brother, I appreciate you coming on. Live vibes, I appreciate you having me man. Enjoy your day. And guys, if this

helped you guys or you learned something and you like this, make sure you share it with at least two of your friends. We'll see you with another great guest on the next episode.