It is my pleasure to introduce to the wholesaling ink podcast to the rhino tribe my paper click and Facebook master the guy that controls all of my internet leads mister brand and bateman brand and how are you.

Hey, doing great. How you doing, brun?

I am excited to have you on here because this is getting internet leads means a couple different things.

It means one typically you've got the ball rolling with some of the traditional marketing and prospecting techniques either you're doing really well with making your cold calls or you're doing really well with texting or you're doing really well with referrals.

To the point now where you're ready to add another marketing channel not a lot of people come out right out of the gates and have a good enough budget to be able to just do a lot of paper click or Facebook.

And we'll break down why we'll break down the numbers here and what the expectation should be in major markets and then in some smaller markets with Brandon here but yeah it means like once you start turning on your internet leads it's essentially okay we're adding the second third marketing channel the businesses doing really well it's very healthy it's very profitable so that's exciting so when you come into our lives Brandon it's like it's like it's a breath of fresh air it's leads that are in my opinion.

The biggest potential for lay downs than any other marketing channel that that we've experienced because these people are ready they're hot they want to take action right now they're filling out forms online and their timeline is really short which all of those is a perfect combination for a really good deal.

So how long have you been doing this Brandon what's your company name what's your strategy and why are all the top people around the country working with Brandon.

That's a loaded for questions. Yeah, so the company main pavement collective we've been doing this for about four years now in terms of generating motivated seller leads it's a it's an industry I stumbled upon that we started working with I'm sure a lot of people listening no Cody hot fine I know that's who you introduced that's who introduced us brand yeah back when we met and yeah we started working with this company and realized that digital marketing works really well and we found a great niche in this industry in general what we do different from most companies is I think we're a lot more.

Data driven that's everything we do is filter on that strategy we consider ourselves to be even more of a technology and research company than a like a marketing agency in the traditional sense and that's where we invest a lot into research and development and we work a lot with understanding not just for

the right kind of leads for our client and that's what I think really makes the difference like our product as it is now is just the product of years and years of split testing millions of dollars of spend to figure out what works and we never stop that process I love it and I think you hit it right on the head in my opinion I was always leery because I got approached by a lot of different paperclip companies and a lot of different people throughout just whatever networking and being around and being in certain masterminds.

And I always found that the people that were very like gregarious like me and like really market for marketing forward and proactive always didn't have the best results like all the guys that were like super geniuses and like super analyticals like quadruple analyticals that really went for the data in the science behind what is happening here always seem to be getting people the better results so it's a totally different world at least in my opinion because I love going out there.

I love being loud. I love being really talking to as many people as possible being as proactive as possible and the flip side of that is really the analytical and the really digging into the data side of how do we get the best leads for the best budget and that's why I'm just looking at the numbers here over 600,000 in the last not even 12 months we started with you in August and that's absolutely incredible we have an average spend which is interesting you had us really start low and then start ramping up to now.

$15,000 a month, but before it was five and 10 and 12 and just picking up to really understand and get a gauge in the data in our market, which I think is really important so go into that why step this thing up why is that a smart strategy why not just throw 100 grand at your first campaign and just just go bananas.

Yeah, maybe I can maybe I can clarify something I fully recommend spending a lot of money on your first campaign the question is how do you spend it because we said the same thing with you we started your small and then grew you but because but we are we always started with that six month timeline we knew that we were going to get to that higher budget but what we knew was at the beginning of a campaign there's always waste you have to dial in some of those leading metrics right we have to start feeding the leads to your team you got to make sure that your teams can be leads quickly and get some of those core things there we have to make sure that our cost per lead.

It is working out about how we where we want it to be and that the quality of leads looks approximately correct before we add additional budget in it and I'd say like some of our clients don't even wait to get like greater turn on investment before they start scaling budgets because if you see the lead metrics for the laggy metrics will follow but if you just come in guns blazing and spend a whole bunch of money really fast Google will just eat you up so you have to be careful about that you got to get control first and then scale love it love it and what you said a couple different things that I have no

idea what you're talking about what is leading and lagging mean when it comes to internet leads. Yeah so I'm sure you're familiar with leading and lagging metrics in in just business in general right in metrics being the concept that those are the things that are basically leading indicators of success things that happen more frequently they show quick movement lagging metrics being the things that usually businesses care about more but they take time to see for example in a real estate business like yours a little

good leading metric would be lead flow and a good lagging metric would be revenue because you're going to get the lead flow and that's going to take some time for those leads to turn into deals and it's going to take time for those deals to turn into revenue and if you're just watching revenue in your business then things could

take without you even realizing it because maybe your leads completely stopped but your revenue still expand because you're closing stuff from last month happens people all the time so just like that every most aspects of business have leading and lagging indicators in digital marketing the leading indicators are the things that happen quickly which is in the things that we have a lot of data so if you picture a funnel because everything's a funnel right like you're going to have at the top impressions like people who saw your ad and then you're going to have clicks like who clicked your ad and then you're going to have leads then qualified leads and appointments and contracts and deals

and there's there's a stage that every seller goes through right you have it in your CRM you have it in digital marketing platforms basically the higher you are in that funnel the less relevant that metric is to your business but the more data points you have for it so you're looking just like website traffic clicks you have a ton of data telling you what the case is with that but who cares about clicks we care about ROI but you know what ROI is at the very bottom of that funnel so if you measure it early then you set yourself up for failure because the result that you're going to measure is going to be just

almost disconnected from what the true reality of what the campaign will produce is so what we do is we basically step deeper in the funnel as time goes on so in the early stages we're looking at things like are we getting clicks then we're looking at things like are we getting leads and what does our cost per lead look like and the assumption being at every stage if we can get it to a normal benchmark then the lagging metrics will follow so that's how we can be comfortable spending money we don't just throw it out into the universe and hope that things happen there's a metric that we should be hitting at every point of the campaign and we just want to make sure that we're looking at the

right metric if you look at the wrong metric then get scared because money going out the money's not coming in or you make poor decisions based on really sparse data sets all that kind of stuff is a problem but if you look at the leading indicators and you make decisions based on those you can that you can often predict the lagging indicators pretty easily so is the leading indicator literally a lead not to make a pun there but because you gave me six steps you gave me six steps impression clicks lead quality lead contract

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