Search results for: “conversion”

00:00:00:04 – 00:00:16:00

Beau Hollis

And I have so many my friends. I’ve tried and tried and tried to talk to them. Go to closings. Go to closings. Go to closings, get allies, go for the reviews. And they still don’t have reviews. And they’re trying to run like PPC ads and all this kind of stuff. They’re running all these kind of ads, paid ads with no reviews.

00:00:16:00 – 00:00:22:04

Brady Winder

Wasted money. Everybody listen to this. Like, don’t be run on PPC as with no reviews, no credibility, your waste money garbage.

00:00:22:04 – 00:00:37:22

Beau Hollis

Stop that. Don’t do it. Go to go to the start going to closings for the next month or two. Bring your cell phone. Have great cameras, by the way. Go there. Take a selfie video with these people or go to their house. If you already bought their house and have a good relationship, say, hey, I know it’s crazy, but would you do a review with me?

00:00:38:05 – 00:00:43:07

Beau Hollis

You know, like go, like, spend, spend a little time, do this, invest in it.

00:00:48:16 – 00:01:06:11

Brady Winder

Hello, friends. Welcome back to the Care Cast podcast, where James Brady I’m your host and this is the podcast for real estate investors and agents, where we help you build businesses of freedom and impact by dialing in your online marketing. Today I have my friends with me, Mr. Keith Sands, Bo Hollis. Welcome back to the podcast, guys. How’s it going.

00:01:07:15 – 00:01:11:04

Beau Hollis

Man? Glad to be on here with all of these guys.

00:01:11:15 – 00:01:13:10

Keith Sant

Yeah. Bernie, appreciate you having me back.

00:01:14:20 – 00:01:33:05

Brady Winder

Absolutely. It has been a minute. If you guys don’t know, Bo Hollis keeps saying, go to Google and type in carrot. Keith, Bo, whatever. You’re going to find a lot of good content, but these guys have been investing for years are some of the best wholesalers, best investors around and really know their stuff when it comes to it.

00:01:33:05 – 00:01:49:23

Brady Winder

So Keith is stronger on the lead generation side and Bo is the closer, but they both do both of those really well. But if you guys want to know how to generate leads through and closed deals, we’ve got a lot of content on both of those. So what are we doing today? It’s website design and conversion month care.

00:01:50:14 – 00:02:15:08

Brady Winder

In February. And so we’re talking about how to increase the conversion on your website to close more deals. What are the best ways you can increase the conversion on your website and make use of the leads that are coming in is to add testimonials and add credibility to your website. And so I feel like this is a concept to marketers and to some investors that is simple and easy.

00:02:15:08 – 00:02:37:19

Brady Winder

And for some people there’s a lot of questions that come with it. So we’re going to talk about getting testimonials both for credibility and conversion on your website, but we’re also going to touch on how this helps as far as SEO, and we’re talking both video and written, but I also want to know, you know, before we get in this conversation that with recent Google updates, video and video testimonies are playing a bigger role in ranking in Google.

00:02:37:19 – 00:02:53:00

Brady Winder

So whether that’s videos in your website or on your website or in YouTube. And so that being said, Keith Bo, as an investor and agent, where do you where do you need testing ideals and why do they even matter in the first place?

00:02:54:03 – 00:03:16:11

Keith Sant

You need them everywhere. I mean, you definitely need them everywhere. It’s it’s for credibility. You know, there’s so many cash homebuyers, right, for people to choose from. And and they want to know that they’re doing business with real companies. And if you don’t have that, that that testimonials to everyone else like are you even real like, are you even a real company?

00:03:16:11 – 00:03:43:03

Keith Sant

Have you been doing business? Like, yeah, it’s just the credibility is insane. And I’ve had so, so many sellers say they chose me because of my testimonials. Like they, they watch the videos, they read them. They did a lot of research before calling me and just decided they wanted to do business with me regardless of what price. And so the testimonials are extremely important.

00:03:43:03 – 00:04:02:05

Keith Sant

Like they feel like they got to know you by watching, you know, seeing your website. If you have video, which is extremely important, like you just said, like like they feel like they got to know you through all of that. And I’ve had people show like I show up to the appointment and they’re like, You’re the guy in the video and I’m like, Yeah, and my own website.

00:04:02:05 – 00:04:17:09

Keith Sant

Now they’re looking at me like I’m a frickin rock star. But yeah, so video is video testimonials and those are the only videos I have on my website or just video testimonials and, and they work. So definitely get them and put them everywhere you can.

00:04:18:23 – 00:04:38:09

Beau Hollis

Yeah. I mean, you know, talking about what Keith is talking about, I have I, when I first started I didn’t, didn’t do it. I took pictures with sellers like all the time. I would just take pictures because I didn’t really know what to say or I was just like, Hey, did you know? I just took a selfie with my sellers, which was is, you know, if I can give you advice, it’s better than none, right?

00:04:38:09 – 00:04:56:12

Beau Hollis

Like, absolutely. Just take a quick selfie, a smile. Obviously, if it’s a good situation and they’re quite happy with your job, at least do a do a do a selfie list. But I’ve had sellers just kind of like what he was talking about. I had I met a guy one day and he was like, Man, you’re actually quite famous.

00:04:56:12 – 00:05:18:04

Beau Hollis

And I had no idea. And I said, What are you talking about? He’s like, Man, I googled who you are. I Googled your name and you’re everywhere, all over the Internet. And it’s things like this, you know, like different things like this. Plus, like all of our testimonials that we have on our Web site now are video. Testimonials are everywhere.

00:05:18:04 – 00:05:33:01

Beau Hollis

And it’s a really simple process. It’s not that hard, but it makes you stand out from every other person in your market. If you have a lot of just content with you and sellers, I mean, it doesn’t it’s not hard. It’s a it’s a very, very simple process, but it really matters.

00:05:33:20 – 00:05:52:22

Brady Winder

And so one of the reasons I want to talk to you guys specifically about this is because what you just mentioned, it’s it’s simple. It needs to be in order to do well, you need to not overcomplicate it. And, you know, like you said, you start out with selfies and then it’s just recording on your phone. You guys have been doing this a while and I know Bo on your website.

00:05:52:22 – 00:05:57:18

Brady Winder

You have a ton of video testimonials. Yep. Do you ever take your foot off the gas.

00:05:58:00 – 00:05:58:15

Beau Hollis

Because you.

00:05:59:03 – 00:05:59:11

Brady Winder

Know.

00:05:59:16 – 00:06:25:20

Beau Hollis

You know, so, you know, let me just say this is that in the wholesale space, there’s a reason why a lot more people do not have more testimonials. And here’s the reason. It is because there’s been a lot of teaching in the wholesale space is to do this virtually or do this where you’re you’re absentee from the the day to day operations from your business.

00:06:25:20 – 00:06:46:22

Beau Hollis

So the people who teach this, you know, this model of of wholesaling or investing, it’s it’s very hands off approach. It’s get a contract, have everybody else do your work in your business. You have this entire team of people and you don’t go to closings because they assign things and stuff like that. So let me say let me say this is I am the opposite of that.

00:06:47:00 – 00:07:07:01

Beau Hollis

I and the reason we have so many video testimonials is because I believe you should go to closings. I believe that you should be there shaking your seller’s hands, looking them in the eyes and grab your phone. And it’s so simple to say, Hey, would it be okay after we get done here? Could we do a quick video testimonial?

00:07:07:01 – 00:07:20:23

Beau Hollis

And that’s how I’ve gotten all my stuff is people say yes every time and then just give it to Title A title agent or we have a friend with you. Just hold it up and start talking. Hey, you know, we will get into that. I’m sure you know how to do it.

00:07:21:14 – 00:07:28:04

Brady Winder

Kids, what do you what do you ask at the door? You ask him about the closing table, or is it as simple as, Hey, can I get a quick video? Says one for me?

00:07:28:15 – 00:07:33:02

Keith Sant

Yes. I’ve actually never been to a close. I don’t really go to close.

00:07:33:15 – 00:07:37:11

Brady Winder

I didn’t realize I didn’t intend for this to be polar opposites. I don’t really.

00:07:37:11 – 00:08:00:03

Keith Sant

Know. No, I mean, because we do a lot of like virtual closing or like what we do, like mobile notaries and stuff. So, like, a lot of the signing will happen at the seller’s house and, you know, you know, the buyer, you know, signed a different maybe the day before, just in a different location. Right. But if I you know, 90% of all my deals are assignments and I still got to get the keys from the seller to the buyer.

00:08:00:03 – 00:08:19:02

Keith Sant

So I usually meet up on closing day like, hey, can I meet up with you and grab the keys from you? And it’s almost always at the house. And so then I grab the keys, you know, shake their hand. Thank you so much. Now they’re happy. They just got paid, right? Like, are there wires initiated? And then I say, Oh, I kind of just thought about this.

00:08:19:02 – 00:08:34:14

Keith Sant

Like, would you mind stepping over here real quick and just doing a quick video with me and just kind of telling people about our experience would help me kind of reach more people and, you know, situations similar to yours. And nine times out of ten, they’re like, yes, the only time I’ve ever had anyone say no is a woman.

00:08:34:14 – 00:08:40:14

Keith Sant

Like, I didn’t do my hair, but I’ll write you a really good review and I’m like, okay, I appreciate that. Well.

00:08:41:14 – 00:08:43:06

Brady Winder

Yeah, I think if I make a today.

00:08:43:08 – 00:08:43:16

Keith Sant

Yeah.

00:08:43:20 – 00:09:02:01

Brady Winder

Oh, I like that. I mean, I mean, it’s simple, but the timing is key. Like, that’s the happiest they’re going to be in the entire process. Get them then. Do you guys prefer to do you and the seller or is it just us like you holding the phone and you’re, you know, prompting the seller? What do you like?

00:09:02:22 – 00:09:24:15

Keith Sant

I try to get in there with the seller for sure. In the beginning, like the first few that I did, I was just holding the phone like selfie kind of back it out and like, you know, we’re huddle in real close and and then, you know, like, but I have some other ones where I brought like a partner or even brought the buyer with me and he’s holding the camera for me.

00:09:25:19 – 00:09:29:04

Keith Sant

And yeah, it works.

00:09:29:04 – 00:09:52:04

Beau Hollis

Yeah. I personally I like to be in the videos just because, number one, you’re in the videos, you’re in the videos and your it’s your website, right? You’re your faces every single place on your website. So you’re with John and Judy and Ben and Tom and Sally and Sarah and all these young people, right, that you’ve bought their houses from and you’re in different outfits and you’re just there’s so much of you, you’re like, Wow, this guy’s busy, he’s active.

00:09:52:12 – 00:10:11:11

Beau Hollis

You know, he’s actually there. So even if it’s a picture, like, it really matters. I don’t have like the big sold signs like realtors do. But I mean, sometimes I wish I did just because it’s a it’s a visual effect, But I just like what I do is I give my phone, my cell phone to the to the attorney there, unless I have a friend with me.

00:10:13:05 – 00:10:31:05

Beau Hollis

And then I’ll just have them hold it and I’ll just say, hey, I’m with John. I just bought his house and I coached him prior to this. Right. I tell them exactly, Hey, I’m going to ask you how the process went. Was it simple? Was it easy? And would you recommend it? Would you recommend it to a friend?

00:10:32:03 – 00:10:48:22

Beau Hollis

Right. So I just do that and say, Hey, I’m with John and we just bought his house. John, How was it? Working with us was amazing. I loved it. Would you recommend this to a friend? Oh, my God, It was so cool, right? It was. It was great experience. You should definitely you simply. So thanks a lot, John.

00:10:48:22 – 00:10:54:13

Beau Hollis

Thank you. And what may give a hug or something like that, you know, simple boom, done like 15 seconds, 20 seconds. We’re done.

00:10:55:12 – 00:11:09:17

Brady Winder

Do you do you ever ask them, do you ever have times where like, oh, I’m going to make a case of this? You’re going to ask him a bunch of questions because it went so well. Like, were you ever asking, like, why did you choose us over some of the other investors that gave you offers?

00:11:09:17 – 00:11:36:14

Beau Hollis

I personally don’t too much. I I’m the only kind of questions I might go into would be this is just me personally. I would go into questions like, do we pay you a fair price for the property? You know, Do you feel like we paid you a fair price for the property? And do you feel like we were fair with you or a question like that, just because that’s a big objection that other sellers are going to have, that is the biggest objection.

00:11:36:18 – 00:11:57:13

Beau Hollis

Are they is this company going to be fair with me on pricing? And so I want to overcome that objection by a review. That’s so when I say, hey, was this fair with you? Was I fair with you on the pricing? Say, oh my gosh, and I have other testimonials. You can go on my site, you can say, Oh my goodness, yes, it was so fair.

00:11:57:13 – 00:11:58:19

Beau Hollis

I, I can’t believe it.

00:11:59:04 – 00:11:59:13

Brady Winder

Mhm.

00:12:00:05 – 00:12:21:18

Beau Hollis

You know those kind of things I like. That’s one of the only questions I would ask just because most people are not like me where they totally random off the cuff talk about any subject ever in the world and intelligently like they just, they stutter and they just get really frightened in front of a camera. So I try to keep it really simple so they know what to say.

00:12:22:10 – 00:12:35:12

Brady Winder

Yeah, that’s a good point. I like how you’re kind of coaching them or briefing them at a time because they need to know what to expect. I mean, it’s normal for most people to just kind of stutter or mumble, mumble their way through something. So yeah.

00:12:35:14 – 00:13:10:23

Beau Hollis

I’m not going to ask them, like if I don’t think that they’re going to say yes, I’m not going to. I never have said, hey, say yes, you know, but I’m always I tell them if I feel like it’s going to be a positive or a mutually good conversation, I will ask them for a video review, because I will say this is that if people are going through a really hard time personally, like they’re going through a divorce or they’re going to death in the family or something like that, getting a really happy review is a challenge because, you know, selling this home may be a very sad situation for them.

00:13:10:23 – 00:13:30:21

Beau Hollis

Right. You’re you’re dealing with somebody who’s in a lot of maybe emotional distress. So he was this great experience for, you know, it sucked. I sold my childhood home and I am really sad today that I had to let that part of my life go. So being very careful and conscientious of their feelings and what you ask and say, you know, is really important.

00:13:30:21 – 00:13:47:17

Beau Hollis

And that’s the reason I ask the questions, like, was I fair with you? Was it good with you? Because all of that is not really deep diving into their emotional state. It’s just keeping it really simple and they can answer yes to it because I’m treating them fair. I’m kind to them. Was it a simple process? I already know the answer, right?

00:13:47:17 – 00:13:57:09

Beau Hollis

That stuff’s all yes answers. So it’s framing, framing your questions into, you know, what the answers are going to be, not in a negative way.

00:13:57:23 – 00:14:01:00

Brady Winder

Right? Absolutely. Any thoughts on that, Keith?

00:14:01:18 – 00:14:25:06

Keith Sant

Yeah, just like I was saying, like if you frame your answers, I love what you said about using the testimonials of the reviews to squash sellers objections. I do that with like my Facebook ads and stuff and, you know, kind of frame the question, you know, I want to squash the you know, like can close fast, right? Like, I had one guy I specifically asked him as a cat and we close in like 30 days.

00:14:25:06 – 00:14:30:12

Keith Sant

Right? And he’s like, you close in two weeks. Yeah, that’s right. I knew it because in two weeks I want.

00:14:30:12 – 00:14:31:10

Brady Winder

That one yesterday.

00:14:31:10 – 00:14:48:01

Keith Sant

I want to say that. Yeah, right. And then like another one, this lady, like I specifically asked, I was like, All right, if I remember right, you got other offers, right? Yeah, I got two other offers and you were the highest boom. Like, that’s one of the objection. Like is yeah, they could pay. Maybe they’ll pay fair prices.

00:14:48:01 – 00:15:09:01

Keith Sant

But is, is Keith is kind house buyer’s going to pay me more than the other guys? Yeah we are you know, and you know just other ones as well that try to squash those objections like, you know, can you really close Can you close on time? Are you going to pay me a fair price. Those are, those are the main ones I get and try to squash those and, and yeah.

00:15:09:08 – 00:15:19:02

Beau Hollis

They’re work. Yeah. Yeah. I have a closing tomorrow. I met the seller on Sunday. Okay. And I am closing their house tomorrow.

00:15:19:20 – 00:15:21:14

Brady Winder

So like this Sunday of this week.

00:15:22:04 – 00:15:56:11

Beau Hollis

Yes. And I didn’t get the contract until I believe it was Monday so kill the time of this recording. It is Thursday. So we had Monday. I really sent I had did the title order Monday, Tuesday, Wednesday, three days. We’re closing Friday. So it’s a really and so yeah, five days and so you know I already know my review is going to be awesome because I performed so well and that’s another whole thing to this business as well as how to get good reviews.

00:15:57:20 – 00:15:59:18

Beau Hollis

You do really good at your job.

00:16:00:01 – 00:16:01:09

Brady Winder

Exceed the expectations.

00:16:01:11 – 00:16:22:09

Beau Hollis

Really exceed the expectations communi Kate communicate, communicate with your seller. I know where to speak in the basics which but the guys and girls who are the very best in this business, they are brilliant at the basics, right? It’s overcommunicate. Let people know what’s happening and just really do a good job at what you’re supposed to be doing.

00:16:22:09 – 00:16:40:01

Beau Hollis

Like I’m buying a house in five stinkin days and the review is going to be amazing. I paid more than everybody else. I closed faster than there ever anticipated. And it’s it’s a dream scenario for them. So I anticipate getting hugs.

00:16:40:22 – 00:16:48:23

Brady Winder

That’s while you’re close in on the house faster than I can do my laundry at times because it takes me a week just to get back to the clothes dryer.

00:16:49:22 – 00:16:57:14

Beau Hollis

I have a good relationship with my dad that really does help me expedite things. Do what things other people can’t do.

00:16:57:21 – 00:17:17:07

Brady Winder

That’s fast. So you’ll had your boss hit the nail on the head with, you know, the objections like, that’s why the website exists is to combat those specific objections, because when somebody clicks on a Google ad or their search and, you know, sell my house fast. Seattle, Washington, like those, those questions are already popping up in their heads.

00:17:17:07 – 00:17:37:10

Brady Winder

So your copy, the words on your website and those videos need to tackle those. And this isn’t specific to motivated sellers. This is any website, any business. Are there any, I guess, kind of two questions, any other objections you’re making sure to tackle? And then are you doing anything special with these videos on your website? Like are you organizing them, lend them out in a way?

00:17:37:11 – 00:17:43:06

Brady Winder

Are they kind of just a random smattering to make sure that they, you know, you have a variety on their.

00:17:43:06 – 00:18:03:04

Keith Sant

Those are the main objections that I’m really kind of getting after. And I know you asked earlier, like, have you ever put your foot on the air? You take your foot off the gas. I have. Yeah. But I need to actually get it back on there. But and as far as like how many you put on or where you definitely want to put them on your reviews page.

00:18:03:14 – 00:18:30:19

Keith Sant

Right. Like you have a reviews or testimonials page. I do put one or two on my landing pages. I find that like your city and your location pages, I never really saw a ton of sellers actually clicking on the videos that were on the city landing pages, but the people that were actually research ing you and wanted to go to your reviews page the How it works page the our company is page like they, you know, like I said, they’re getting to know you through this stuff.

00:18:31:02 – 00:19:01:14

Keith Sant

And so having it on your reviews page is super powerful. Having a YouTube video on your city, landing pages is super powerful. We’ve done, you know, testing and actually saw it will increase your rankings if you do it correctly. So having it on there is as powerful. Do I see a ton of people actually watching it now, But once it’s over on the reviews page and on YouTube and other places, they are getting watch and and it is helping you a lot.

00:19:01:14 – 00:19:01:23

Keith Sant

Yeah.

00:19:02:20 – 00:19:19:05

Brady Winder

And anything else, anything else you’re doing as far as SEO, like I noticed when I went into Google yesterday and search kind house buyers reviews because that’s what I would, you know, if I was doing business with you, that’s what I would search. Like one of the first results, if not the first one. I think it was after Yelp and something else.

00:19:19:05 – 00:19:31:10

Brady Winder

And then you’re Google my business pages you know kind of house buyers, dot com slash reviews and testimonials, something like that. It seemed like you were specific with the URL and the copy on the page. What do you do in there?

00:19:32:06 – 00:19:43:15

Keith Sant

Yeah, yeah. I actually put like my one right, because that is what people are googling, right? And they’re like kind house buyer reviews, you know, simply sold reviews. Like if they’re already.

00:19:44:03 – 00:19:47:18

Beau Hollis

Those who don’t know that each one is, you know, explain what that means.

00:19:48:00 – 00:19:49:19

Brady Winder

Thank you both. We assume and we forgot.

00:19:50:02 – 00:20:13:10

Keith Sant

Yeah. So your H1 is like your main title or your your main heading on a page, like every web page should have one, each one. And instead of just saying reviews or what our happy customers are saying, I want to like really spell it out and, and get that main keyword, which is company reviews and house buyers go.

00:20:13:10 – 00:20:38:07

Beau Hollis

On on our sites. So for people like myself with like, like things simple like child’s asking for big, bold letters, right on our on our biggest, boldest letters on our websites. Right. Yep. So if they Google your house buyers or my site simply sold, it is the biggest darkest text letters. Color is not necessary, but that is the biggest boldest text on our sites.

00:20:38:18 – 00:20:40:22

Beau Hollis

Correct. What is the H1 H1?

00:20:41:04 – 00:20:41:08

Keith Sant

Yeah.

00:20:41:11 – 00:20:55:14

Brady Winder

And every highlighting that text and you’re saying instead of normal text, which should be your copy or your body text, you’re telling Google this is H1 your biggest header or for the for the smaller ones, each two is three. But you’re telling Google, pay attention to this, This is what this page is.

00:20:55:14 – 00:20:59:11

Beau Hollis

It’s not the most important. You’re pointing that out. Basically. This is the most important. Right?

00:20:59:11 – 00:21:07:00

Keith Sant

Exactly. And all your H twos and threes are like secondary topics under that parent topic of the H1.

00:21:07:00 – 00:21:13:07

Brady Winder

Maybe I’m getting too nerdy and specific for a podcast about testimonials, but what are your age twos and threes look like on that page?

00:21:13:14 – 00:21:34:03

Keith Sant

On that page I’d have to look. But I mean, if I was just going to, you know, shoot, I’d say yeah. And the main one would be the main one would definitely be my company reviews right now. As far as reviews. And then and then underneath that H2 could be something like House Fire video reviews kind of Aspire Google Review.

00:21:34:03 – 00:22:14:18

Keith Sant

I think that’s actually what they are. House fire. I actually break them up after I got enough, I was like, okay, cool. I can actually make sections and House Fire Better Business Bureau. And then I would, you know, see what our happy Seattle or Washington homeowners have to say or reviews from happy Washington homeowners. So I kind of yeah I’m very specific and try to get kind of aspire to review kind of multiple times and then after that I can kind of, you know, get other things in there that are very okay, if that makes sense, and try to kind of fluff it up with location and and some other stuff.

00:22:16:02 – 00:22:24:17

Brady Winder

No, that totally makes sense. That’s helpful insight there on the skills side as well, because people are Googling like this or they are Googling this before they decide to work with you.

00:22:25:22 – 00:22:44:15

Beau Hollis

It’s like you’re researching a product that you would like to buy, right? You’re going to buy something. You’re going to research everything you can about it. I mean, most people do that, right? They research things and stuff about companies and they research. So the best way to do it is just do we’re talking about YouTubing and Googling one.

00:22:44:15 – 00:23:01:01

Brady Winder

And Trevor brought this up before, but the worst thing you can have is, is no reviews. You’d rather have a couple. I mean, you don’t want all bad reviews, but seen with somebody, no reviews. If I’m on Amazon and you see no stars immediately, I’m like scrolling past. Like, I don’t know if I can trust that there’s zero credibility right now.

00:23:01:23 – 00:23:19:02

Beau Hollis

And I have so many my friends. I’ve tried and tried and tried to talk to them. Go to closings, go to closings, go to closings, get a list, go for the reviews. And they still don’t have reviews and they’re trying to run like PPC ads and all this kind of stuff. They’re running all these kind of ads, paid ads with no reviews, wasted money.

00:23:19:02 – 00:23:24:04

Brady Winder

Everybody listen is like, don’t be run on PPC with no reviews, no credibility, your waste of money, garbage.

00:23:24:04 – 00:23:24:21

Beau Hollis

Stop that and.

00:23:25:05 – 00:23:25:12

Keith Sant

Yeah.

00:23:26:03 – 00:23:40:23

Beau Hollis

Go tos go to the start going to closings for the next month or two. Bring your cell phone or you don’t have a fancy camera. Go there, take a selfie video with these people or go to their house. If you already bought their house and have a good relationship, say, Hey, I know it’s crazy, but would you do a review with me?

00:23:41:05 – 00:23:44:12

Beau Hollis

You know, like go, like, spend, spend a little time, do this, invest in it.

00:23:45:01 – 00:24:03:00

Brady Winder

Okay. So I got I got a couple quick technical questions on video reviews and then we’ll move on. We’ll talk about Google reviews and Keith’s got some tips on how he uses Google reviews that we were talking about before the podcast. One. So Bo, your buddy with no reviews. A lot of people are like, Oh, I just don’t want to be on camera.

00:24:03:00 – 00:24:06:13

Brady Winder

I could be on camera. What’s the simplest, fastest advice for that?

00:24:07:02 – 00:24:07:21

Beau Hollis

Stop being lazy.

00:24:08:06 – 00:24:08:14

Brady Winder

Yep.

00:24:09:04 – 00:24:26:15

Beau Hollis

There it is. I mean, for I mean, like, I mean, I’m going to be a coach for a second and say, you know, know that you don’t really care about your business. Stop being lazy and go to the stinking closing like, end of story. Like, get it done. Like figure out a way to do it. I mean, if you really or show your website down, which we don’t want that we’re pro carrot but at the same.

00:24:26:16 – 00:24:28:12

Brady Winder

Well that out of the podcast you can.

00:24:29:21 – 00:24:46:14

Beau Hollis

Either do what you say you’re really there to do or stop, just stop it. Stop being lazy, you’re being lazy. Bam. It takes you 5 minutes and just get yourself an hour. I mean, the iPhone 14 pro max has the most insane camera. Stop being lazy to say hi even. Hi, this is John. I just bought our house.

00:24:47:00 – 00:25:04:22

Beau Hollis

Was it great? You could stutter like it is in a great process. Oh yeah, it was great. Awesome. It Who cares what it’s like? You don’t have to be like a fancy production value here. We’re just talking cell phone in front of a seller. End of story.

00:25:05:01 – 00:25:11:19

Brady Winder

And the next question that pops up, someone’s going to get. Will both of you edit them? Do I’m going to send this to someone. Fiver. Do I have my logo and intro music and all that?

00:25:12:04 – 00:25:29:13

Beau Hollis

Nope. What you do is when you hold the phone in front of them, say, All right, here we go. Three, two, one, click the little red button, and then take a deep breath. Yep. At the end, you hit the red button again and it’s over. And then you can do all the little editing you want. If there’s 3 seconds in front 3 seconds, then you can edit it.

00:25:29:13 – 00:25:49:16

Beau Hollis

Running film. It’s so simple. It is not hard at all. I just find a lot of people, I just think is the culture of what we do. It’s they don’t go to closings and I think most of the time they just don’t do it because they’re not there. I think they get assignments and maybe, you know, I think it’s so is so worth it.

00:25:49:22 – 00:26:09:20

Beau Hollis

I mean, like we’ve talked about this so much today, Like, it’s so worth it to go there because you win deals, you actually make more money because you have them. And it’s fax. It is it is straight fax. If you like money and you like eating food and paying your bills and you want more of it, you get testimonials.

00:26:10:13 – 00:26:11:05

Beau Hollis

It’s not hard.

00:26:11:23 – 00:26:14:04

Brady Winder

Oh, I love that. I love that. That’s a.

00:26:14:04 – 00:26:19:22

Beau Hollis

No. I’m hardcore. I’m hardcore sometimes. But hey, that you want to make more money. That’s why I listen to podcast.

00:26:21:08 – 00:26:45:21

Keith Sant

I do understand like not being not wanting to be on camera and just being like introvert, right? Like, I don’t know, but I was way more extrovert than I ever am. And I remember like the very first video testimonial I did, I didn’t want to get on camera. I no joke. My hands were like, shaking. And but I’ve made so much money from that video and it just got easier.

00:26:46:02 – 00:26:50:22

Keith Sant

It got easier. I remember Brady when you first asked me, you call me. Yeah.

00:26:51:11 – 00:26:53:00

Beau Hollis

We give money in your bank.

00:26:53:07 – 00:27:08:23

Keith Sant

Brady called me like in back in 2019 and said, Hey, Keith, like, would you like to be on like a cast episode? And I’m like, Who the heck would want to hear what I have to say? Like, This doesn’t make any sense. And then I was super nervous, but I’m like, okay, like if it’ll actually add value and help people.

00:27:08:23 – 00:27:27:02

Keith Sant

And so I did it and I was like, I was super nervous during that first first one, like straight up. And I had so much good, positive feedback. I thought I looked like an idiot. I sounded like an idiot, but like I had people reach out to me and say, I listened to that twice. It was amazing. She didn’t like but for me, right?

00:27:27:02 – 00:27:46:15

Keith Sant

Like I thought it was just, you know, I already knew the information and whatnot. But I’m telling you, you know, anyone that’s hesitant to get out there, like, I swear, like you are your own worst critic. Like, I’ve been there, I’ve done that, I stumble all the time. You probably think you stumble way more than you do people are going to notice it way more.

00:27:46:15 – 00:27:59:05

Keith Sant

You can always edit like don’t trip, just get out there because it’s so valuable and no one thinks you look like an idiot or sound like an idiot. You’re just literally critiquing yourself for no reason whatsoever.

00:28:00:07 – 00:28:22:18

Beau Hollis

Let me say this about that. You know, like you are, you’re more introverted than I am. I’m like, they don’t get more extroverted than me. Most people. But let me say, this is what’s beautiful about our business, is that I can be me and you can be you and you can hold the camera in front and you can maybe be a little bit more reserved than me and I can be.

00:28:22:18 – 00:28:40:08

Beau Hollis

Hey, guys. Oh, my gosh. Give me a high five. You know, I can do whatever I do in my reviews. And you could be you. And guess what? You are going to reach certain people that I’m not able to reach that may like your personality style better than me. And I’m going to reach people that made that you may not be able to reach because of my personality.

00:28:40:08 – 00:29:07:17

Beau Hollis

So people may resonate with your style and say, Oh man, this guy, he’s just kind, he’s he’s reserved and he’s different than this other guy. I think I like that guy better. And that’s the point of capitalistic ventures that we’re doing, is that we can put ourself out there right next to each other and give people options. You know, Keith is working with some people in my market, ranking them up above me who I’m friends with, by the way.

00:29:08:03 – 00:29:26:06

Beau Hollis

And we talk all the time on the phone. I was with Brian this morning and doing deals together and he’s like, Hey, how about what about this ranking? This ranking? And guess what? He’s starting to get his testimonials up and we help each other out. And people may choose him or they may choose me. And you know, that’s what that’s what this is all about, is just doing your best.

00:29:26:06 – 00:29:49:16

Beau Hollis

You don’t have to be like someone else. You just got to do your best. It’s just you can stutter. But here’s one thing I learned in sales is that I know I’m talking a lot, but maybe this help somebody. Is that the people that you’re doing the testimonial with? If this is your very first testimonial, guess what? They don’t know.

00:29:49:16 – 00:29:50:05

Beau Hollis

They don’t know.

00:29:50:16 – 00:29:51:01

Brady Winder

Oh, yeah.

00:29:51:13 – 00:30:05:03

Beau Hollis

They don’t have a clue. They don’t know. You’re nervous. They don’t know you’re shy. They don’t know that you’ve never done this before. They have no clue. They think that this is your hundredth. They don’t really know unless you tell them. So they’re just like, oh, this is this is the plan.

00:30:06:05 – 00:30:26:06

Brady Winder

Yes. Well, that’s the thing. When you first start doing videos that when you’re doing it, it feels like, Oh, I’m terrible right now. But on my second video, it’ll get better. And on my fifth video it’s going to be amazing. But it’s not a matter of better or worse. It’s just the confidence going up. It’s their confidence catching up to the quality you probably already have.

00:30:26:21 – 00:30:28:21

Brady Winder

Yeah, I love the way you put that. You don’t know.

00:30:29:06 – 00:30:45:14

Beau Hollis

Yeah, it’s so simple. They don’t have a clue. And you just be yourself, be you be loving and caring and kind to the sellers. And that’s all that really matters is just you. Hey, was this a simple process? And write it down? Like, write yourself a little script. If this will help you write a very simple script. You can watch some of our testimonials.

00:30:45:14 – 00:30:59:13

Beau Hollis

Keith has amazing ones. We have some pretty good ones as well. And just write and say the same thing. Hey, this is Bo. You know, write it down and then write two or three things you want to say and then say it. Practice, record the videos in the mirror like or do one with your mom or your sister or your friend.

00:30:59:17 – 00:31:04:16

Beau Hollis

You know, just practice if you feel that nervous, right? That’s an idea.

00:31:05:04 – 00:31:20:21

Brady Winder

That’s great. No, that’s great advice, man. The only other thing I would add as far as so just wrapping up kind of video section, we’ll talk about Google reviews and in text reviews, when you’re doing the videos, like Bo said, just have a good fun, just a quality iPhone will work if you have a video or there with a camera.

00:31:20:22 – 00:31:37:01

Brady Winder

Cool. But keep the keep the phone close to you If somebody else is holding it, you know, don’t have them be a mile away. You’re going to get garbage audio, so stay a few feet away. It really sucks. We’re like, oh, the review is amazing. You go listen to it after the fact and you’re like, Oh, this audio is suffering because that that matter.

00:31:37:01 – 00:31:56:15

Brady Winder

So stay relatively close. But the other thing is, you know we’re talking about keep a simple pull at your cell phone and do it. You know, we’ve tested on our own Web sites, you know, care member sites and Care.com, our website, the the more real it looks, the better it will convert. So.

00:31:56:16 – 00:31:58:08

Beau Hollis

Oh, that’s so true, man.

00:31:58:23 – 00:32:18:19

Brady Winder

Absolutely far and away by not I mean so with care website you can plug in testimonials and have them auto populate in certain areas of the website. That’s good and that works. And it’s a quick and easy way to get them up there. You should do that. We do that. We also couple it with, like Keith has mentioned on his testimonials, his reviews page screenshots of real reviews.

00:32:18:19 – 00:32:39:12

Brady Winder

So you got your simple raw cell phone videos because that’s what people are used to see in their social media feeds. And when they get a text from a friend, it’s normal. When you when it’s overly polished, it has a tendency to put up this put up walls between people and say, Oh, I don’t know, this feels a little bit too corporate, corporate he is willing to work with.

00:32:39:16 – 00:33:01:03

Brady Winder

Some of that depends on your brand. But anyways, the more real looks, the better. So if we’re talking about Google reviews, Facebook reviews, screenshots of the review itself, screenshot the review and post it onto the page, we found that converts better than oh, do I need to make the text look perfect? Should I put it in Canva? Should I design a you know, it’s not going to convert and it’s going to waste your time.

00:33:01:07 – 00:33:04:15

Brady Winder

What? Keith What have you guys or what have you guys found on that?

00:33:05:13 – 00:33:30:16

Beau Hollis

Oh man, we have done some real serious marketing stuff just over the last years, and I have tried, you know, really high production value stuff now where you have high production value things on our website. But like what you’re saying, the worse it looks, the crappier it is, the better it converts. I don’t know what I mean. Give me an iPhone six in.

00:33:30:16 – 00:33:52:22

Beau Hollis

I promise you would probably be better than 14 like you to go get something janky and like, have my son feel like as a seven year old and he’d be like, in any, you know, go, It would probably be better, you know, people because it’s real. It’s authentic. Right. And that’s what really it says that you are a real person, you know, that’s just my $0.02.

00:33:54:03 – 00:34:00:19

Brady Winder

Yeah. Yeah. Keith, what about as far as like, Google, Facebook reviews, stuff like that, like the esthetic of.

00:34:00:19 – 00:34:25:20

Keith Sant

Yeah, I’m a huge fan of screenshots for a lot of reasons that, you know, the main is, like you said, it’s real. It’s like, okay, it’s authentic. You could actually see where it came from. The other reason is from like an SEO perspective, especially if you get like a really big long review or something really good. But let’s just say it’s 200 words and you just paste that onto your like city landing pages, for instance.

00:34:25:20 – 00:34:48:13

Keith Sant

It’s going to mess with your SEO because it’s going to mess with like the keyword density and other things because you just added 200 words, if that makes sense. And if they start interesting, if they start saying like, Oh, he even took it in with the chicken coops in the backyard and this and that. Now it’s like, is this site about chicken coops or is it about selling houses or buying houses?

00:34:48:13 – 00:34:57:15

Keith Sant

Right. And so I don’t I’d rather have screenshots so that way I could be very I could control the words on my page for SEO. The max.

00:34:58:13 – 00:35:04:11

Brady Winder

Yeah, absolutely. And then name the images appropriately kind of house by review or something like that.

00:35:04:13 – 00:35:06:07

Keith Sant

Exactly. Exactly.

00:35:07:14 – 00:35:34:22

Brady Winder

So the screenshots work for credibility conversion. They work better for SEO. Let’s talk about Google reviews. So getting them. So there was a study done. We talked about this on one of the prior SEO podcasts, but on Google reviews on like how many do I need in the gallery? And the study found that it was either 30 or 35 somewhere on that 35 mark it was that is what you needed to stand out and get yourself to the number one spot.

00:35:34:22 – 00:35:56:09

Brady Winder

As far as your Google page, your Google business page, and then past 3035, it was diminishing returns. But that was where you showed the most significant gain is getting around that many reviews. So, I mean, that’s pretty simple. We know that the more Google reviews you have, the better chance that you have of ranking in Google. You should get as many as possible.

00:35:56:17 – 00:36:05:01

Brady Winder

So my question is, Keith, how are you getting these reviews and when are you asking for them?

00:36:05:01 – 00:36:31:07

Keith Sant

So I like to try to get those video reviews. Right. Well, let me go back to really fast. I found that same thing, right, Like you said, about like 35 after. Well, I found that after like 20 reviews you get. Yeah. Diminishing returns on Asians, they’ll get them. But like, as far as like actually SEO value and you showing up like it definitely goes down and you get a big you get a boost around ten and then you get another boost around 20.

00:36:31:07 – 00:37:05:16

Keith Sant

So if you can if you’re under ten, like, you know, get to that ten and then look at your impressions on your Google my business listing and see what happens. And then once you get to 20 again, you get that like another boost. I haven’t actually found any significant boost after morning. I know a lot of people that are, you know, impression that Google my business and other stuff with with under 20 but yeah definitely get those the way I’m getting for sure is like I like to send emails after the close I try to get them a lot of times if I’m able to get those videos right, it’s hard.

00:37:05:23 – 00:37:25:09

Keith Sant

Then like I’ll also write it. You know, if I get a video review, they’re kind of less likely to do a Google overview, if that makes sense. But if I’m not able to get that, I’ll still send them an email. But I send him an email and and I’ll even offer I say, Hey, you know, hey, you know, so-and-so.

00:37:25:09 – 00:37:51:16

Keith Sant

And then like a little personal line that was so great, you know, thank you so much for facilitating the sale of your mom’s house. Like if I’m dealing with, you know, a daughter or something like that, you know, blah, blah, it would mean the world to me and my business. If you actually write a review. And by the way, I’m actually able to send you a 50 $50 gift card if you write a review here and here.

00:37:51:16 – 00:38:09:22

Keith Sant

Here are the links. All you got to do is basically send me send me an email reply telling me where you want me to send the gift card and I’ll send you 50 bucks and and like 80% of the time they write the review and just say, Thanks, Keith, and don’t send me a return, you know, like an address.

00:38:09:22 – 00:38:33:15

Keith Sant

I’m like, cool. Like just offering the $50 gets me way more reviews than if I didn’t offer because I’ve done that, too. I did it without offering. Yeah, I’m not afraid to pay. I think I’ve only sent out like ten gift cards and got 50 as reviews. And that’s and that’s just on, on Google as well. And so what I like to do is I say if I’ll give you $50, if you write it here and here.

00:38:33:20 – 00:38:46:11

Keith Sant

And so one of them’s like always Google because Google are like really valuable. Then I will alternate between like Facebook for the second link or BBW for the second line or Yelp to try to kick up those other numbers as well.

00:38:47:07 – 00:39:04:21

Brady Winder

Okay. So a couple of things to just to highlight or clarify use of that are actually important. It’s a dedicated email because some people might just throw it in as an afterthought or appear as an email or oh, by the way, if you like to do so now dedicated email specifically saying, Hey, this would mean the world to me, I would really value this.

00:39:05:02 – 00:39:21:17

Brady Winder

There’s that human empathy part to it instead of just, oh, if you’re if you enjoyed this experience. So you’re doing that. You’re incentivizing them for multiple reviews because I think a lot of people are like, Oh, I can ask review, I don’t want to bug them or whatever, so they just won’t. Or the way I go, I have to pay them.

00:39:22:02 – 00:39:41:21

Brady Winder

Well, you don’t, but I like that idea of saying, Hey, I’ll give you a gift card if you leave me multiple places, because it’s valuable to have them in multiple spots. If you had to choose, what’s the best place to get a review? Like if someone only going to give you one or to Google my business Yelp Facebook video hands down.

00:39:42:09 – 00:39:50:03

Keith Sant

Well, the video is I love video, but definitely Google and tell you get that 20 and then after that it’s video and and everywhere else.

00:39:50:03 – 00:39:58:10

Brady Winder

But okay Google I notice I was just googling Bo real quick to see what is at 16. You’re 16, Bo. You need a handful more.

00:39:58:11 – 00:40:03:20

Keith Sant

Everyone go right simply so you get four more. I’m telling you, you get a you get a boost.

00:40:04:19 – 00:40:09:08

Beau Hollis

I know I need two. So if you guys are feeling generous out there, go ahead and hug your boy out.

00:40:10:02 – 00:40:13:13

Brady Winder

Yeah, go review. Simply sold and then go review the Carrot Gas podcast.

00:40:13:18 – 00:40:32:13

Beau Hollis

Talk about how awesome I am. That is so kind of you. Oh, no. Yeah, I need to work on that. On the Google side of things, you know, I think some of the times it’s you’re sitting there and you’re thinking of a video testimonial and you’re trying to get the closing down, you know, a me I’m signing documents, right?

00:40:32:13 – 00:40:48:03

Beau Hollis

I’m actually there to sign documents and papers. So sometimes, you know, you’re trying to think of a video review and, hey, would you do this, this, this and this? Sometimes you just lose it. And I understand why people might not get them. Sometimes you’re busy trying to manage the transaction and you just may forget.

00:40:48:11 – 00:41:08:05

Brady Winder

You know, as long as you do remember. I think one of the most important things to remember is is to make it easy for them. Like either emailing them, you’re saying, here’s the link. This I found the same thing. When you’re with anything, asking someone to do something like, Hey, you know, here’s our podcast that we did together, would you mind sharing this on social media if you just ask that?

00:41:08:05 – 00:41:27:05

Brady Winder

But don’t give them the way to do it. They’re probably not going to do it. And so can you leave us a review? You can text them the Google my business link where it’s one tab, it should be no more than one tap boom. And then they can type it hit enter. That’s it. If it’s more complicated than that, the more resistance in between that I mean, same thing with generating a lead in your website.

00:41:27:05 – 00:41:41:06

Brady Winder

The more resistance you have more forms after fill out are more questions I have to answer the forms the less likely you are to get the lead. So make it easy. Anything else you’re doing to make it easier? I mean, besides, just send them the link or text in the link.

00:41:42:13 – 00:41:43:03

Keith Sant

That’s all I’m.

00:41:43:03 – 00:41:45:03

Brady Winder

Doing that that’s good.

00:41:46:00 – 00:42:04:11

Beau Hollis

You know, I do a lot of hours in person just because, you know, I’ve always liked that. Because tell me not to my face kind of thing. It’s a you know, it’s really hard. Not only do that, I’ve only had two people tell me no ever that they didn’t want to take a picture with me or talk about it at all.

00:42:05:23 – 00:42:06:22

Brady Winder

Out of hundreds.

00:42:07:11 – 00:42:24:11

Beau Hollis

Oh, out of multiple, like multiple, multiple hundreds. Only two people ever. One person said they were already famous enough and they were. Both were, but both were quite elderly and they just felt like, Nah, I don’t want to do it because I’m just I’m too old kind of thing.

00:42:25:02 – 00:42:26:19

Brady Winder

Yeah, that’s awesome.

00:42:27:11 – 00:42:30:00

Beau Hollis

Yeah. And so that was the reason why they didn’t want to. And I said, No problem.

00:42:30:19 – 00:42:52:07

Brady Winder

Yeah, well, that’s encouraging to hear. I know we’re about out of time. This has been super value packed. I’ve enjoyed the conversation. I feel like there’s a lot of really good just tactical takeaways here. My last question, four years and we’ll wrap it up. We’ll call it a closes. Feel free to answer. What was your worst or your best testimonial experience?

00:42:52:11 – 00:42:59:00

Brady Winder

Is there anybody any you didn’t use or someone blew up in your face or you’re like that? That video went poorly.

00:43:01:19 – 00:43:18:06

Keith Sant

I had one like you mentioned that it was so good, but I was too far away. I was like 12 feet away plus and there was kind of a busy road and you could just not hear. But it was really good. That was kind of like my words. I felt like, Oh my God, waste of an hour drive.

00:43:18:06 – 00:43:50:04

Keith Sant

By now I’ve had some really got like, like Beau is saying earlier, like if you do a good job and like, it could be emotional. I met two people on the verge it like had to kind of like stop in the video testimonial because they they’re going to start crying but like they were genuinely so thankful for me like, you know, one of them was a divorce, you know, lost his wife but like, yeah, like they were both like, so thankful and, and both around, they’re like, you know, two of my favorite reviews.

00:43:50:04 – 00:44:06:07

Keith Sant

I use them as Facebook ads and I get a lot of a lot of leads from them. Now, if you do the right thing, you’re going to get some super happy people and let them be your advocates.

00:44:06:07 – 00:44:26:11

Beau Hollis

Yeah, you know, I’ve had some I can’t say I really have had a bad review necessarily as far as no one’s ever said, like it wasn’t a good process or anything like that. No one’s ever said that to me. But I have had some really I have one time I bought this house when I first started from this guy who actually reached out to me.

00:44:26:11 – 00:44:47:17

Beau Hollis

By the way, let me just clarify this. He did reach out to me, but he was just an angry soul. He was just an angry guy. He wouldn’t do a review for me, but he he took a picture with me. And it is the funniest picture because he’s just literally sitting there with like, the most bitter, angry face ever.

00:44:47:17 – 00:45:10:21

Beau Hollis

It’s just like he looks angry at the world and I’m smiling and he’s just so upset. But I mean, I gave him what he wanted for the house, but he was still just angry at the situation. But I’ve had some pretty great reviews of people who actually were just like, you know, this is a godsend. You know, Bowe treated me so amazing.

00:45:11:06 – 00:45:30:05

Beau Hollis

It was the easiest process of ever. They elaborated on their own, right? I didn’t tell them to do anything or say anything. They were just elaborating of is the easiest, simplest thing I’ve ever done my whole life. I’ve sold a lot of houses and I wish everything could be like this easy, but made it amazing. The attorney like this, they really raved and they were just like, so happy I won.

00:45:30:05 – 00:45:55:06

Beau Hollis

They like, give me a hug. It was just I mean, one time this I mean, I had multiple hugs, but this one old lady, she was just so just thrilled. I mean, just we really make a difference there. The what we do actually matters. It’s not just to some hucksters out there. We actually make a difference in people’s lives who need to get a quick sale for their home with a fair.

00:45:55:06 – 00:46:04:21

Beau Hollis

So what we do matters, and that is the reason why reviews matter is the reason that reviews matter is because what we do matters.

00:46:04:21 – 00:46:08:03

Brady Winder

Absolutely. And your elevate in the industry as a whole, you know?

00:46:08:09 – 00:46:28:06

Beau Hollis

Oh, absolutely. It’s so important because every person out there who’s saving somebody from foreclosure or buying an inherited property that maybe they live out of town and they don’t know what to do and they’re reaching out last minute, like my fastest closing is actually three days from the time I met them. I met somebody on a Tuesday and we Tuesday night at like 6:00, met them.

00:46:28:06 – 00:46:52:18

Beau Hollis

So basically Wednesday, met them Tuesday night at six, got the house on a contract and closed Friday morning. So we had Wednesday tidal pool, Thursday tidal review closed Friday morning. So really like a 48 hour basically time frame. And the review was outstanding from the time I closed it, from the time I met the person to when they that was apparently, by the way, that’s come.

00:46:52:18 – 00:47:12:08

Beau Hollis

But yeah, that was but what we do matters. I mean all the people in the scenarios, I think we talk about reviews, but the reason it’s important is so it’s so much more important than just the review itself. It’s the why it’s important is because we’re letting other people know who might need our services, that we are good at our jobs and that we can help them.

00:47:13:14 – 00:47:23:05

Brady Winder

Absolutely. I love that. Thanks for sharing that. Man Two really quick tips in our time. I said we’re going to close and we never do. That’s just how it goes.

00:47:23:07 – 00:47:24:11

Beau Hollis

You’re a preacher close, right?

00:47:24:16 – 00:47:44:02

Brady Winder

Yes, exactly. Well, we’ll be done another hour and then you guys can go to lunch. Um, Keith mentioned retargeting ads I forgot to bring up so. Or you mentioned Facebook ads. Make sure to use them in your retargeting ads. Are you using them in any other ads? Keith’s top of funnel middle Funnel are just retargeting people that have been to your website already.

00:47:44:13 – 00:48:06:01

Keith Sant

Yeah, I use them for like everything. They’re literally like my attitudes for, for top of funnel and retargeting, but definitely for the retargeting because they got to your site for whatever reason, they didn’t fill out the form either. They thought they, you know, you couldn’t actually perform, you weren’t going to pay the highest price, you know, you weren’t going to, you know, just you weren’t the guy, right?

00:48:06:01 – 00:48:15:04

Keith Sant

And there’s a reason why they didn’t perform. Maybe they were just busy by actually squashing those objections and the retargeting and the super power.

00:48:15:04 – 00:48:41:10

Brady Winder

Absolutely. Last quick tip on the video testimonials. If you get a, you know, a great testimonial like these guys are talking about, you can, you know, and you have enough reviews on your care website and let’s say you don’t have enough screenshots from Google, My Business or Facebook. You can take the, you know, transcribe the texts or transcribe what they’re saying in that video or just type out, simplify it, you know, make it a sentence, or to put that in your care website as a testimonial so it pops up on the page.

00:48:41:19 – 00:48:59:18

Brady Winder

You can do it with the video or just itself. So just a way to add more reviews to the page for help with your SEO and just help with the page overall. So yeah, that’s all we got for you. Bo Keith, thank you so much for joining us. Anybody listening? Thank you for tuning in. Have you got value out of this chair with a friend?

00:49:00:05 – 00:49:03:02

Brady Winder

And don’t forget to go live. Bo simply saw the Google review.

00:49:03:07 – 00:49:05:08

Beau Hollis

Listing for Come on people for review just.

00:49:05:08 – 00:49:34:16

Brady Winder

Before kidding. Not kidding. But go to care.com last convert to get the rest of our conversion content for the month and thanks for tuning in everyone. We will see you next time.

00:00:00:00 – 00:00:16:04

Motivated Leads

When somebody comes to your website, initially people are put off by really long forms. It just looks looks like too much. It’s like, I don’t want to fill out 15 things. It’s going to take me too long. So you can break the form into two or three steps and just ask like the crucial things you need phone number and address.

00:00:17:00 – 00:00:37:00

Motivated Leads

Get that up front. Now, you captured that. After they do that, ask all the additional questions. So it looks like it’s easy. And then that second, second step is going to ask like, why do you want to sell? How fast do you want to sell? How much work does your property need? The people that aren’t serious and aren’t motivated are going to leave.

00:00:41:15 – 00:00:58:21

Brady Winder

Hey friends, you’re listening to the CarrotCast Podcast by Carrot.com will help investors and agents like yourself build businesses of freedom and impact. I’m your host, Brady Winder, and today have returning guests, triple, quadruple returning guests Brian and Chad of Motivated Leads. Please welcome back to the podcast guys.

00:00:59:06 – 00:01:01:23

Motivated Leads

And thanks for having us, man. We appreciate you. Yeah, thanks.

00:01:01:23 – 00:01:20:04

Brady Winder

BRADY Yeah, Thanks for coming on. We appreciate you just as much. If you want to hear more about what Brian and Chad do, essentially they help over 400 investors get more motivated seller leads and they do it through SEO and paid ads and they do it really well. We go back and listen to part one of the podcast from last week.

00:01:20:06 – 00:01:37:13

Brady Winder

This episode is going to be a sort of a deeper dive into website design and conversion. So we’re going to talk about some of the tests of Brian and Chad around to see if we move this form, if we change this color, if we do this, if we modify the page, is it going to convert better? Is it going to get us more quality, more?

00:01:37:13 – 00:02:00:17

Brady Winder

Besides where to talk about some of the psychology of copy and what needs to be on your website to attract motivated seller? But if this is too much for you, go back and listen to part one and then part three later this month is going to be all about testimonials. So anyways, it’s designing conversion month. Go to care.com slash convert to get all the content that we’re talking about and let’s dive in in this episode.

00:02:00:17 – 00:02:34:16

Brady Winder

So kind of picking up where we left off, we talked about online sub. So the three things you need to do, you need a personalized website, you need localization, you need credibility on your website. Let’s talk about kind of first the structure of the website. How do you maintain a cohesive look and feel? You know, we talked about Cara out of the box, but I wanted to ask you, is is there anything you’re doing your website to make sure it is still has a cohesive look and feel while keeping a high converting like earlier design principles you guys follow in building websites in general?

00:02:34:16 – 00:02:52:03

Motivated Leads

Yeah, like some on the structure side, you want to you want to make it easy for people to navigate your website. For example, if you’re if people are coming to your website through your blog, that’s an informational piece, they’re looking for info, they come there. But the whole objective is you want to push them back into the core site, like to convert.

00:02:52:11 – 00:03:11:15

Motivated Leads

So in your blog you want to have calls the action Z Learn more, sell your house fast and push them into your website versus if somebody comes to your homepage, you want to just push them straight to the call to actions. Or for example, one structure. Like I like to look at a website like a Christmas tree, write home pages at the top, and then next step out it branches and goes the whole way out.

00:03:11:21 – 00:03:30:00

Motivated Leads

So home page, you’re targeting like Saga House fast in Pittsburgh and then you have city pages so like I’d like to structure like in areas you serve section it could be state things like that so it could be if you’re doing a national website, you have set your house fast. First, first click in your website would be areas we serve.

00:03:30:00 – 00:03:45:16

Motivated Leads

That’s all the state you serve. Second, click into the cities underneath those states. So you want to make it real easy for people to navigate. More importantly, though, then it helps you rank for all those different phrases as well. But the whole whole objective for every single thing on your website should be to build credibility and get leads.

00:03:46:23 – 00:04:04:22

Brady Winder

Okay. So that’s that’s a that’s how you need to structure website. The second thing we talked about was these stories. Is your website telling the right story. This is a this is the key thing that a lot of people sometimes miss. They want to just talk about themselves. They want to talk about their company. Care already does a lot of this out of the box.

00:04:04:22 – 00:04:19:06

Brady Winder

But what are you keeping in mind as far as a story your website is telling, whether that’s true to the design or the copy? But but mostly the copy. What are you keeping in mind when you’re trying to speak to a motivated seller?

00:04:19:18 – 00:04:35:06

Motivated Leads

I think their pain points that mostly you got to think in their manner why they look looking to sell most of the time and letting them know things like you can sell your house as is. You don’t need any repairs done. You need a quick cash off. Or have you just inherited a home where you gone through a rough financial time?

00:04:36:08 – 00:04:53:04

Motivated Leads

They don’t really. The more you talk about them, the better. Yeah, I would put that upfront. More so than putting this is who I am, this is what I can do. This is me, me, me. You know, like any conversation or anything, when you go meet new people, you don’t want to just sit there and talk about yourself.

00:04:53:18 – 00:05:06:04

Motivated Leads

You really want to like, take in and digest that and like, let them know you’re there, like trying to help them solve their needs. So really thinking within that mindset and structuring content around that can be really helpful.

00:05:07:02 – 00:05:25:19

Brady Winder

Hmm. Interesting. Yeah, that’s a I think that’s probably the best, simplest way to put it is have the focus, be on them, their questions, their pain points, their desires instead of yourself. You’re yourself should be the afterthought. Oh, by the way, here’s what we do. Here’s how we can help. But you first need to make that connection with the the seller in their head.

00:05:27:05 – 00:05:50:11

Brady Winder

So you got structure, structure, story and then speed. We’ll go through this really quick page. Speed really does matter as far as one, just a good user experience. A lot of it in nobody likes to use a clunky, slow website. If you’re waiting a few seconds for it to load, the person’s probably going to bounce. I know I’m going to browse the next website that showed up in Google if it’s too slow so it doesn’t matter.

00:05:50:11 – 00:06:00:19

Brady Winder

But it also matters in the eyes of Google. Google doesn’t like to rank slow websites as much as festivals. Anything you are doing to make sure you’re not slowing down your pages.

00:06:01:21 – 00:06:17:09

Motivated Leads

Yet, make sure you’re not uploading huge, huge images, things like that, like size them down, just you can even click on the right whenever the pictures on your computer right click it and click properties, see how big it is, and then shrink it down before you stick it on a website. That’s one of the biggest tips I could give.

00:06:17:09 – 00:06:20:19

Motivated Leads

Just don’t upload massive files to your site. Hmm.

00:06:21:17 – 00:06:42:09

Brady Winder

Nice. Yep. I care. It actually does this for you as well. It’ll shrink down your your photos and as well as if you’re uploading videos. It will. We have features in there to make sure the video doesn’t load the entire video before and until it needs to, basically. So we’ll run through that real quick. The websites are fast, but you need to make sure that you’re not slowing down your website.

00:06:44:00 – 00:07:01:22

Brady Winder

As far as let’s talk about forms and some of the tests you guys have around, because I think this is where some of the really interesting stuff comes in. Take me through like what’s I guess what’s most important for the forum on your website? What does it need to have and in what order does it need to be in?

00:07:02:10 – 00:07:22:09

Motivated Leads

So there’s there’s two different things, like when somebody comes to your website initially people are put off by really long forms. It just looks looks like too much and it’s like, I don’t want to fill out 15 things. It’s going to take me too long so you can break the form into two or three steps and just ask like the crucial things you need phone number and address.

00:07:23:06 – 00:07:44:15

Motivated Leads

Get that up front. Now, you captured that. After they do that, ask all the additional questions. So it looks like it’s easy. And then that second, second step is going to ask like, why do you want to sell? How fast do you want to sell? How much work does your property need? The people that aren’t serious and aren’t motivated are going to leave, but the people that are, you’re getting more information there too.

00:07:44:15 – 00:08:03:08

Motivated Leads

So the second step kind of gets your leads and takes a quality up higher. Yeah, we’ve seen we’ve seen forms actually convert hire. If you call out like kind of how long they’re going to take, hey, this is going to take 30 seconds to fill out this form or one minute or whatever it may be. Sometimes that can take some of that fear away, even if they do see a longer form.

00:08:03:15 – 00:08:10:05

Motivated Leads

Just calling that out to them like it only takes X or whatever it may be merely helps with that conversion a little bit.

00:08:11:03 – 00:08:27:13

Brady Winder

Yeah, that makes sense. Kind of like when you’re reading through a blog post or some of across a blog post like, oh, on a read this. Oh, it’s only 7 minutes. I’m read. Okay, I got time for that. Right. Let’s go to anything else. What have you guys been doing as far as tests on forms, as far as placement or how you’re wording, the questions, things like that.

00:08:28:17 – 00:08:47:12

Motivated Leads

Test on forms are like we’ve seen if you have a form and a top right hand side of your website or right in the center, they convert really well. You have to have strong calls to action right beside that and telling you have to tell people what to do, like fill out this form to get a cash off or fill out this form to get a call today, things like that versus just having it.

00:08:47:12 – 00:09:01:11

Motivated Leads

You don’t want to learn more section it. It’s going to be very direct. You do this, here’s a result you’re getting in. Tell them to fill out the form and then maybe put like a red arrow or something to it and just be keep it super simple.

00:09:01:23 – 00:09:21:18

Brady Winder

Yeah. I’m glad you mentioned that. The arrows we’ve actually tested like images of like a, you know, a nice professional headshot of a real estate investor agent versus having a crudely drawn arrow pointing to the form. You know, he maps on those and far and away, you know, the arrow the very obvious thing it works better than having the professional look, if you will.

00:09:22:04 – 00:09:41:22

Motivated Leads

Right and we tested some some lenders too because we did multiple carat tests in some of them we had one that had the call to action on the left hand side and then the form on the right. We had one that the call to action was in the center and then we had one that had a call to action with a button that led to the form in the one with the call to action on it.

00:09:41:22 – 00:09:44:04

Motivated Leads

Right Converted the best.

00:09:44:04 – 00:10:10:03

Brady Winder

Interesting. Okay, so we talked about length of the form it needs to be. It needs to be simpler. So the less resistance, the better. Which, you know, sometimes as marketers we can think like all the information possible for follow up and for this, for that, but less resistance the better. We talked about placement. Anything else add as far as questions on form, you know, we’ve mentioned be direct, you know, air on the obvious side.

00:10:10:03 – 00:10:14:15

Brady Winder

Anything else as far as questions you might want to ask her if you found anything that works really well in forms.

00:10:14:20 – 00:10:46:10

Motivated Leads

To ask you, the more I go ahead, Chad, I would say the more you can auto populate, obviously, the better. And the more like bottled style stuff you can do is better because it takes away like that. Just them having to type things in it. We’ve just seen higher conversion that way. Another thing, another way to think around it too, is if you are in a super competitive market where your lead cost is pretty high, whether that be from paid ads, SEO, whatever it may be, you need to probably minimize that form to be as short as possible and be happy with the shortest form prose you can get.

00:10:46:15 – 00:11:05:18

Motivated Leads

As I push more volume. If you’re in a market where you have a lot of leads coming through and you’re fortunate to be in that situation, so you kind of have more leeway to play with those questions, add questions to it, let it do some of the preventive for you more and more that way. So think about your market when you’re thinking about your form as well.

00:11:06:14 – 00:11:29:19

Brady Winder

Hmm. Interesting. One thing I want to touch on before I move away from forums is on the last episode we were talking about the differences in your website. When you’re talking about SEO versus website, you’re running page traffic to like a landing page. In the landing page needs to be more simplified, more direct anything as far as forms in that regard.

00:11:30:05 – 00:11:45:12

Motivated Leads

It’s worth testing to run page traffic, just a step two of it versus the home page. I know the home page. You capture short information, all that, but sometimes like there’s a lot of click outs and a lot of things to just distract on their where. Step two, it’s like kind of like, Hey, right here, this is what we have.

00:11:45:12 – 00:12:02:22

Motivated Leads

Just fill this out, let’s go and gives them like that, correct? Like just seeing that in that manner. Sometimes it’s like basically make something. Okay, I got philosophical to go into it versus having to read on the website. Hey, let’s give you a cash offer. Now, fill out this form here. Kind of just make them think in a different manner.

00:12:04:03 – 00:12:27:03

Motivated Leads

We have success with landing pages. The more click outs to that, you can take away from it at times on page traffic in general. Like sometimes it’s not good to have a hero menu or something on a landing page. It’s just again, straight form or straight call to action and form. It’s worth testing everything to see how it reacts and how it converts such ads.

00:12:27:03 – 00:12:40:21

Motivated Leads

Chad’s talking about. For anybody listening that doesn’t know what a click out is, if somebody goes to your website, usually have home page about us, things like that, paid traffic, take all those links away so you send them the page. There’s nowhere to go. They either have to fill out the form or leave.

00:12:41:10 – 00:12:58:09

Brady Winder

Right? You want them to capture the lead? Yeah. Yeah. We actually do that with a lot of our pages. Internal care. You’ll notice if you, you know, going to get a resource or official to a webinar or something, we’ll, we will have simplified those, will take it away those options because we want you to be focused on the thing that you should be doing.

00:12:58:12 – 00:13:19:12

Brady Winder

The Internet’s a very noisy place. There’s a million places to go. And so when you’re trying to get a lead, give yourself the best chance of capturing that lead. It’s not time for browsing. Yep. Awesome. Okay, so we talked about forms, we talked about page speed structure, we talked about story. Let’s talk about branding before we’re going to wrap this up in a few minutes.

00:13:19:23 – 00:13:34:09

Brady Winder

Any other spots besides your website you’re paying attention to how to keep your branding consistent because we’re talking about conversion like website conversion. But holistically, if you like, that brand matters can use. Talk about that.

00:13:35:01 – 00:13:57:20

Motivated Leads

Yeah, you want to keep your brand consistent everywhere. So all your social media profiles, your business cards, your email signature, your website, YouTube videos, you want to keep the colors, logos. Look, as you can see, like I were, I’m wearing a yellow shirt, black shirt, like we’re even keep this kind of brand thing going. So keep everything because you want people to see when they see you.

00:13:57:20 – 00:14:32:13

Motivated Leads

Oh yeah, that’s that’s for one two houses or that’s whoever it is versus having a billboard with one logo and one brand and then your website doesn’t match it. You’re losing the connection there. And brand brand isn’t just colors and logo. Like that’s not brand. Brand is tone as well and how people perceive you. So even like tone and font and everything of how that comes off, how that feel, how that look is whether you have you want to be a more direct brand with capitalized font straight to the point type style brand or softer lowercase fonts, really talking in a different way.

00:14:32:19 – 00:14:53:05

Motivated Leads

So you got to, if you establish it one way to always be that way, you shouldn’t go this way and that way because if you come off as a softer brand and then you shout at them through an ad that’s all capitalized and everything, it’s kind of just doesn’t go together. And they look at you different ways and it’s more forgettable versus where if it’s all in the same tone, it’s more memorable.

00:14:53:09 – 00:14:56:08

Motivated Leads

It’s a company that makes me feel like X or makes me feel like this.

00:14:56:17 – 00:15:06:08

Brady Winder

And when you’re saying tone, I’m assuming you’re meaning it’s interesting. I would have thought of that first, your font, your text, but you’re also saying the message, the message itself for it.

00:15:06:19 – 00:15:28:15

Motivated Leads

Yeah, the message itself that you using more direct statement based method messages are you doing sophomore round just like compound sentences saying like, hey, we can help you do X, Y and Z, we’re here to make you do this? Or is it just more of your cash offer today? Or is it, Hey, we’re here to help you get the best value out of your home, whatever it may be.

00:15:28:15 – 00:15:39:04

Motivated Leads

Those are awful examples. But just when you’re talking in that manner, how direct do you want to be? How soft do you want to be? That should be held throughout the whole entire brand, everything that you do.

00:15:40:01 – 00:16:04:12

Brady Winder

Mm hmm. Okay. That makes sense. I feel like, you know, myself and a lot of us would be so much better off to make a dead simple checklist of, like, Hey, I updated my logo are updated. A key part of our messaging are hey, updated this thing. Okay. Website social media. Not even just social media. Facebook, LinkedIn, YouTube email signature is usually like email.

00:16:04:12 – 00:16:20:19

Brady Winder

Signature is the thing we all forget. It’s like, Oh crap, You know, they got a logo in there that’s four years old, you know? And it it all adds up. And it makes for this really just like, off inconsistent experience. And so just a simple checklist of update all of these things. So it’s a cohesive look and feel would be probably pretty beneficial.

00:16:21:06 – 00:16:21:18

Motivated Leads

I agree.

00:16:22:08 – 00:16:49:02

Brady Winder

Yeah. Let’s see any I was going to ask Josh we’ll cut of there until I regain my thought. Oh there was. Okay. Okay. So as we started to wrap it up, one other question for you is we kind of touch on this in the first episode, but as far as a a a great company logo, what makes a great logo and how much does it matter.

00:16:50:16 – 00:17:13:13

Motivated Leads

Logo or I don’t know necessarily what makes a great logo, but how much it matters. I think it matters four out of ten like the design of it. I think the message on your website and everything else we’ve been talking about matters way more than the logo because you can get a logo made like our for one two houses logo probably costs five bucks or something like cheap.

00:17:13:15 – 00:17:42:19

Motivated Leads

It’s super simple, but the whole brand behind it and the messaging is what? What I believe matters way more. Yeah. Yeah. And it also like if you think about it as like again what’s your goal? Is this like get leads, get deals, make money, that’s what you want to do. Then like, it doesn’t matter at all if you’re building a whole legit real estate company behind all this and building out long term culture, all of that, then okay, it might make sense to put more thought into that, have some meaning into that logo.

00:17:43:12 – 00:17:59:20

Motivated Leads

But if at the end of the day, like you’re just, Hey, we want leads, we want deals, and that’s what our culture is and we’re just driven like that, then it really doesn’t matter. Yeah, you know what? Yeah, that’s a good point you bring up too. So maybe I’ll take a step back on what I said on a four out of ten.

00:18:00:03 – 00:18:16:08

Motivated Leads

It matters for lead Gen low, but if you’re building a company with a team and like Chad, say culture, it matters a lot then. So there’s two different things. Like you have to keep everything in sync with What is the message you’re putting out to your team on how to behave? A What are core values, things like that.

00:18:16:15 – 00:18:40:11

Motivated Leads

And if your goal is to build a company and make this full time, big time real estate company, it’s fine also to just start with the basics. Start with something cheap, basic as it is, get some deals underneath your belt with that, take some profits, reinvest, build out a whole brand. Then once it starts to get more serious so it’s not something that you should overthink upfront.

00:18:40:11 – 00:18:56:08

Motivated Leads

But as you build and if you’re building culture and internal team, all of that, then you can go more into that. Now, you don’t want the analysis paralysis because you’ll focus on your logo for months and never get to the next stage. So just get the logo, go get deals and then yeah, you can continually refine.

00:18:57:02 – 00:19:18:12

Brady Winder

That’s probably the best piece of advice in this entire month of podcasts, because I know that so many of us can just get stuck in overcomplicated analysis paralysis. You know, I think about the home buying guys, their clients of ours. They’ve been I’m multiple podcasts, but they started out it was simple. We need leads, we need deals. But if you look at them now in the context of like, does a logo matter to them?

00:19:18:12 – 00:19:38:13

Brady Winder

It really does, because they’re building this long term brand. They’re a staple in their community. They’re working with nonprofits, they’re hybrids, so they’re agents as well. So there’s more of a public image that they are displaying. And so it started out really simple, but now they get the home buying guys logo and, you know, the whole website’s branded.

00:19:38:13 – 00:19:54:14

Brady Winder

They got the little characters like of them, you know, animated faces. And it’s a really cool, cohesive look and feel. But it started out like we just need leads in deals. So I guess that’s good context. It does depend on, you know, is this a long term play or is this a just a gig that I’m doing right now, or are you just starting out?

00:19:54:17 – 00:19:55:21

Brady Winder

But start out simple.

00:19:56:03 – 00:20:08:14

Motivated Leads

That’s a great example of brands like we were talking about looking like a bank versus local, like the home buying guys they make you. It just feels like, yeah, I’d want to I want to see what these guys are doing versus X, Y, Z Corp franchise.

00:20:08:23 – 00:20:29:13

Brady Winder

You know? Yeah, it’s, it’s a fun brand, which is I mean, we could go all day on the sort of stuff, but and we won’t. But it’s, you know, I think that’s something you need to decide. Like Chad mentioned, your brand isn’t your colors and your logos. It’s that tone. And so you got to decide, am I is the company me or is the company something else?

00:20:29:13 – 00:20:51:13

Brady Winder

Is it fun? Is it serious? Is it aggressive? You know, I assume that it matters what your market cares about. What does your market expect? So we’re about at time here. Anything else you want to add on design and conversion? What’s the the one magic secret everybody needs to know to get a million leads and make sure their website converts better than anything else?

00:20:52:04 – 00:21:03:11

Motivated Leads

That’s it. Do it like anybody focusing on this stuff, get your website live and start sending traffic to it first. And always be testing, always test no matter what you do and make sure you measure those tests.

00:21:05:02 – 00:21:24:03

Brady Winder

Always be testing, always be closing. They say for sales, always be testing for marketing. That’s true. Always be testing. Always be testing is your website. Well, thank you guys so much for hopping on. It’s been a pleasure. It’s always, you know, I say, hey, we’re going to keep it short. We’re going to keep it 20 minutes. There’s always like a million directions we could go because you guys are just full of so much knowledge and value.

00:21:24:03 – 00:21:26:21

Brady Winder

So I appreciate you sharing for sure you happen on the podcast.

00:21:27:03 – 00:21:29:19

Motivated Leads

Hey, thanks for having us. Definitely. Brady, appreciate you, too.

00:21:30:10 – 00:21:46:21

Brady Winder

Absolutely. All right. Well, if you guys want to work with Brian and Chad, go to Marketplace Dot Care.com and look for motivator leads or just Google and motivator leads and you can work with them if you’re looking for more of a done with the option, want to get more involved with the care team, go to care.com, slash authority, check out our thought leader plan.

00:21:47:19 – 00:22:22:12

Brady Winder

And also don’t forget to go to care.com slash convert. If you really want to dive deep into design and conversion and look at all the other content we have so you can optimize your website faster and easier. That’s all we have for today. Thanks for joining us and we will see you all next week.