115 Mail-Right Show With Special Guest Kim Snider The Founder & CEO of Reverse Your Funnel
We have a great returning guest to the show Kim Snider founder & CEO of Reverse Your Funnel. We discuss how Facebook custom audiences and lookalike audiences can make your Facebook marketing campaigns more powerful
Kim Snider has started 14 (ad)ventures, ranging from restaurants, to a training video site for polo players. How is that for niche? Some have been very, very successful. Others … not so much.
She has made and lost millions. But that is a story for another day. Or you can read about it in her book, How To Be The Family CFO.
Kim has trained thousands to take control of their own financial future, in her Snider Investment Method workshops. And, she had the top rated financial radio show in Dallas Fort Worth for nine years.
But, in spite of all of that, Kim says her biggest career achievement was in 2009, at the height of the financial crisis, when she was asked to keynote the National Speakers Association convention. She was able to give perspective to a very scared audience. She made them laugh. She made them cheer. She made them think. And in the end, she reassured them the world was not coming to an end.
Here’s A Full Transcript of Our Interview With Kim
Thomas: Welcome back my friends to the Mail-Right Real Estate Agent Podcast show episode 115. My name is Thomas J. Nelson and co-host is Jonathan Denwood. We’ll be introducing ourselves in a minute. But first, I want to thank our returning guest Kim Snider from Reverse Your Funnel. She joined us back on episode 95 and we’ve had her back because we, first of all, did not attack everything we wanted to question her about and we wanted to develop some of the things that we were speaking to her about last show. So Kim, welcome back and thanks for being with us.
Kim: Thanks you all for having me back. Really happy to be here.
Thomas: Well, we got a lot out of the first show for you. It was a wealth of information. And I felt like 45 minutes is tough to extract as much as guests like yourselves have to offer. So we appreciate you coming back. For those that might not have heard that episode, you want to share a little bit about yourself and what Reverse Your Funnel is?
Kim: Absolutely. Reverse Your Funnel is my 14th company, just to put it in perspective so you could definitely say I’m a serial entrepreneur. Some have been hugely successful, very big. Some have been hugely not successful massive failures and everything in between. But Reverse Your Funnel very specifically has the mission of helping small small business owners to create profitable online sales funnels. And I’m very passionate about that because I think that most of what is being taught out there, there’s a big myth that works for the big guys also works for us and it just flat doesn’t. And so, I’m trying to right that wrong.
Thomas: And Jonathan, I’m going to let you introduce yourself.
Jonathan: Oh, hi there folks. I’m the founder of Mail-Right. We’re a lead generation platform with a focus on Facebook.
Thomas: And I’m Thomas J. Nelson. I’m a Residential Realtor here in beautiful San Diego California where I’m never too busy for your referrals. And you can find me on social media as well as my website thomasjnelsonrealtor.com. And Jonathan, I know we want to talk tech first. So I’m going to turn things back over to you because that’s your department sir.
Jonathan: Right. Before we do that folks, I just want to mention that my sincere condolences and heartfelt feelings towards the people that have died and been seriously injured in Las Vegas last night. Just a shocking incident of inhumanity to totally innocent people and their families. And may God be with you and your relatives. And if you’re in hospital or you’ve got people in hospital, remember that they are hundreds of thousands of people wishing you well and my heart goes out to you.
Thomas: Amen to that.
Kim: Well said.
Jonathan: So Kim, Facebook.
Jonathan: As soon as I said Facebook the audience, the animal audience that Kim’s got came to life. So Custom Audiences. I’ve been doing a lot of work and study around Custom Audiences. What’s your feeling about that? Is it a good idea? What I’ve observed is you need quite a large list either of people going to your website or email list, but you need quite a large one. Maybe you can go in and just give a quick description of what a Custom Audience is and what are some of the things that you can utilize to get data into a Facebook Custom Audience?
Kim: Sure. So the easiest way to think of a Custom Audience is just a list. So if you want to think about your CRM system or your email platform, when you create an email and you say, “Choose this list. Choose people with this tag, but not that tag”, for example, “And send my email to them”. Well, Facebook calls a list a Custom Audience. I don’t know what they didn’t just call it a list. But for whatever reason, they picked this very strange name. But that’s all it is. The only difference is that instead of sending that list in
I don’t know what they didn’t just call it a list. But for whatever reason, they picked this very strange name. But that’s all it is. The only difference is that instead of sending that list in email or a direct mail or whatever we’re used to doing with lists, you are going to put an Ad in front of that very specific subset of people. Now, Facebook gives us a number of different ways to create these lists. One of the ways is by putting the Facebook pixel, which is, people get a little freaked out about the pixel, but it’s just a very simple piece of code that you put on your website, just like the Google Analytics, Snipit. And by putting that on your website, it can track the people who have hit various pages or done various things. And then you can very granularly say to Facebook, “Okay. Based on what you know from that pixel, I want to create lists from that”. You can upload lists from your third-party sources like your CRM. You can sync them using a software. Or you can also do lists off of engagement. People who watch this Facebook live, for example, could be a list. The number of ways that Facebook is giving you to create lists is growing all the time.
Jonathan: It is. I notice they’ve added a new button recently. I forgot what it’s called. But it’s intriguing. Why would this be interesting to a Real Estate Agent? Why use a custom list maybe?
Kim: Sure. Well, it really boils down to one word which is super important in this very noisy era that we live in and that is personalization. If I am, to use real estate, the easiest way to think of it is having your name called across the room, right? But the more super targeted and relevant that Ad is specific to the person, the more likely it is to catch their attention, to get the head snap, to get them to look at it and to click. And so by using what we call dog whistle copy that says something like, “Hey. Interested in four bedroom houses in”, a certain neighborhood because you know that you’ve created a list of people who have clicked on those specific listings on your site, right? Well, they go, “Well, yes. Actually, I am”, right? And so it’s that personalization that creates profitably Ads and profitably funnels. The idea of the funnel where you start at the top and you bring people through. One of the ways you do that is by getting more and more and more specific as you go down. Does that make sense?
Jonathan: Oh, totally. And hopefully, it makes sense to the audience. I will put out there and see if you agree, is I saw it as a way as also helping with retargeting. Because with our own system, the Mail-Right system, we encourage people to build up their database of literally anybody that they meet or know in their area where they’re operating in as an Agent. And to market to that list. And one of the ways of that is to use that list as a Custom Audience and then use it as a retargeting mechanism. What do you think about that Kim?
Kim: Sure. You are dead on. By definition, a Custom Audience has to be retargeted because what it is, by definition retargeting is showing an Ad to someone based on knowledge that we have about them or the actions that they’ve already taken. That’s retargeting. So if you’re in a Custom Audience, if you’re in a list of any sort and we say, “Show that person an Ad”, based on some criteria, by definition we’re retargeting. And as I’m sure you have discovered, when people say, “Oh, Facebook doesn’t work”, it’s likely because what they’re doing is continuing to blast Ads out to cold traffic. Cold traffic, let me define that, being people who have never heard of you before versus warm traffic which are people on these retargeting lists. But the whole idea is a funnel. First, it’s people who have never heard of you before. But then, they see one of your Ads and they take some action which put them on a list. And then based on that list, you show them an Ad which is relevant and personalized to get them to go the next step and the next step and the next step. And that what makes Facebook Advertising work. I would also make one other point. And this is something that I talk about all the time and it’s jaw-dropping when you understand the Math. I can double the number of leads that come in the top of my funnel. I can triple or quadruple them. And the impact and my bottom is not going to be anywhere near just changing the conversion rate of people who buy or convert at the bottom of my funnel from just say 1 percent to 2 percent. That little tiny change at the bottom has a massive impact on profit which is why, hence the reverse your funnel concept, when I start working there to open up the bottom of the funnel and increase those conversion rates. Well, how do we increase those conversion rates? A very big way we do that is by retargeting. Because of course, retargeting is highly relevant and when done right, converts much much better than less targeted advertising.
Jonathan: Yeah. That’s beautifully put actually Kim. Thank you for that. So it’s really important to build up a list, isn’t it? Email list. The other thing is it should reduce the cost of your Adverts, not automatically I like to point out. But because these people recognize you. There’s other factors like the right Advert, the right funnel, like what you’ve just said. But being that they’re not cold cold, they should recognize your photo, your Advert, you should get more engagement, shouldn’t you? And if Facebook sees more engagement, the actual cost of the Advertisement should be less. Is that correct?
Kim: It is correct. That is a virtuous circle where Facebook rewards content that its users tell it is relevant.
Jonathan: So that’s the other bit, if it’s done right. There’s some people out there that make out it’s going to be almost like semi-automatic. You do this step. You do that step to do the other step. It’s a little bit more complicated, isn’t it Kim?
Kim: Yeah. Absolutely. There was a time when you could just throw it against the wall and it was going to stick. But that is no longer the case. You have to write good Ads.You have to be thoughtful about what you’re doing and how you do it. But the good news is, again, Facebook rewards people who do it well and do it right and punishes by making their Ad costs higher, people who don’t do it well. And so, that’s the bucket you want to be in.
Jonathan: And I want to point out. Obviously, Facebook wants to make money. They’re extremely good at that. But they also want content that gets engagement because they more engagement they get means that people spend more time on the Facebook platform. And the more time they spend on the Facebook platform makes Facebook Advertising more profitable. So that’s what Facebook wants. And you give what Facebook wants, they award you like what Kim’s just said. The other area that’s a bit intriguing is Lookalike Audiences. Can you explain what that is Kim?
Kim: Sure. This is where Facebook starts to become almost magical. So what they do, sorry about that.
Jonathan: Seems to be a fan of Facebook folks.
Kim: You know what? It’s becoming almost a trademark. People say I can’t even make a video without my dog’s photo or video bombing it. And if there’s not a dog in one of them, they say, “Hey. I didn’t see a dog”. The Lookalike Audiences. So what happens is, you take a Custom Audience and it really needs to be a fairly large Custom Audience of greater than 1,000 people, but the larger the better. If it’s 10,000, better, 100,000, so much the better. And you use that audience as a seed audience. So let’s just imagine that our audience is people who have bought a home from you. And let’s imagine that you have a couple thousand of those people. So you say to Facebook, “I want to use this list of people who have bought a home from me as the seed audience for a Lookalike”. And what it’s then going to do is go out and let’s say we specify the United States.
It’s going to go find the 2 million people from amongst the 390 million that it has in the United States that it knows about. And it’s going to compare literally thousands of data points that it has on the people in the seed list and the other people and say based on what you want to have happen, which is have people buy a home from me, who amongst my audience, the 2 million that most closely resemble and most likely to take this same action as the ones in your seed list. And that’s called a Lookalike Audience. And very often, those are some of the highest performing audiences that you can have.
Jonathan: Now, we’re saying that. But obviously, what’s going through the mind of myself and probably the audience is, well, I operate in a 20-mile radius at the most or a 30-mile radius and it’s going to show this Lookalike Audience to 2 million people. And you can select countries, but you can’t select specific states, can you? Or cities, I don’t think, in their selecting mechanism, can you Kim?
Kim: Well, you can. You can use. You can’t do it in the audience itself. But then, when you specify the audience as being your Lookalike Audience, then all of the geographic targetting is available to you. So you could say, “Well, only show this Ad to people within that Lookalike Audience who are within a certain geographic area”.
Jonathan: Right. Thank you for clarifying that. So how does that affect the 2 million that it normally selects then?
Kim: Sure. I mean obviously, that number is much much smaller which is just a natural function of the fact you’re in a local business that is limited to a local geography. Really, with regards to the Lookalike Audience, you shouldn’t really think of it any differently than creating a local audience based on an interest like the people who like the spas or whatever you’re using is for interest targeting in your area, if you are. Maybe you’re not. Maybe you’ve just got it wide open in the just the geographic area. But it’s really the same idea. You’re taking a quality audience and then it’s a subset of that based on geography which you’re going to call out further with some good dog whistle copy.
Thomas: Jonathan, I want to jump in on that too. Because even though, for example, I serve a 30-mile radius locally, I’m not limiting the scope of my Advertising to that 30-mile radius because what’s a huge part of my business? Relocation. So I definitely want to reach people outside of San Diego that may be coming here and get in touch with them before they’ve even made the trip out here to try to capture some of that business. In that regard Kim, then wouldn’t this be more beneficial on a more, not literally global level, but you could target certain, like for example, if you were to and say, “All right. Name the top 10 cities that relocate to San Diego”. I could list those and include those as part of my targeting.
Kim: Yes. So full disclosure here. I haven’t played with this particular targeting. But what I would probably do there is Facebook has some targeting options specific to relocating. So I would play with those. And I would target those with obviously completely separate Ads from the ones that I ran locally. Again, this goes back to specificity and relevance. You’re going to talk to somebody who’s relocating very differently than somebody who’s just selling their home and moving within the San Diego area. So you want totally different Ad copy for those. And that’s just a really important side point. Again, that’s one of the mistakes people make is not being specific and relevant enough. So I would try some of that relocation. Also, some of the geographic targeting that they have, if you look up there in the drop-down, you’ll notice that they have a number of different options. They have In that geographic area, Lives in that geographic area, Traveling to that geographic area. So I would be playing with all of those as well.
Thomas: Okay. Understood.
Kim: Just another point on that. If you were to say San Diego area, whatever, 30-mile radius and you said Everbody, that’s actually going to include a much wider. That doesn’t mean they are physically in San Diego right this minute. So that helps too.
Thomas: Right. I’ve seen that just in with the business page. You can set up who your page business page targets and you can really get specific with it and it includes things like you were mentioning. People traveling to San Diego versus people already living in San Diego or even people that have lived in San Diego. I was surprised the metrics on it and how specific it was.
Kim: Yeah. Yeah. If I can just make one more quick comment because I don’t think we talked about this the last time I was on this show. One of the things that is happening, the trend with Facebook’s algorithm is very very quickly the machine learning is getting so so smart that the trend is away from specific targeting. It’s really just saying, you want to be basically as broad as you an and let Facebook figure out who the right people are within that. And it’s getting remarkably good at doing that.
Jonathan: I totally agree with you Kim. Just to see if you agree with it. The only I would put on that is it needs a large enough group for its technology to work on. That’s what my understanding of it. Would you agree with that?
Kim: It does. In fact, a quick story. I have a consulting client and our Facebook rep in Asia, because that’s where they’re based in Singapore, said, “You know, try this”. And by the way kids, don’t try this at home. It takes a really large budget. Okay. But they said, “Just”. And this is an online e-commerce store, personalized perfume. And they said, “Run your Ad to all 390 million people in the United States. Nothing else. No other targeting. And see what happens”. And don’t ask me how, but it found those people who wanted to buy personalized perfume out of that 390. So it took a big budget. That’s some crazy scary stuff and that’s the direction it’s moving. What’s happening now is, the more you try to force it to find people within certain groups, what you end up doing is excluding people that it might have otherwise found because it’s just way smarter than you. So as a general trend, a general take away from this conversation, go as broad as you can and then let Facebook do the heavy lifting.
Jonathan: Really. Thanks. I think we’re going to go for a break Kim. And when we come back, I want to talk quickly about Facebook Messenger and messaging in general. And then a bit about your business career and some of the things you’ve learned. How does that sound, Kim?
Kim: That sounds great.
Jonathan: So we’ll be coming back in a minute. Hopefully, you’ve got some value. We haven’t mystified you even more. It’s been a little bit hardcore. But it’s got to be because we want to provide some value from our guests and our interviews. And we’ll be back in a minute and we’ll be forging forward.
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Jonathan: We’re coming back folks. We’ve got Kim, great guest coming back. We’ve had a great kind of techno discussion about Facebook. Even the dogs enjoyed it. So we’re coming back folks. Facebook Messenger and messaging. What’s that about? How to use it properly if you’re a Real Estate Agent? Kim, what’re your thoughts?
Kim: Sure. So if someone doesn’t know what it is, it is Facebook’s chat application. It’s called Facebook Messenger. It’s its own application on your mobile phone. But it is built into the Facebook application on desktop. I have to say I was a little slow to the bandwagon. I kind of wanted to wait and see how do we monetize this time and effort that we’re going to spend on this. But I have recently climbed on board. So there’s over a billion people on Facebook Messenger, especially in the younger generation. They don’t look at email. They text and/or use chat. And so, it is the communication platform of the future. It’s just a question of when. So you just have to gauge how much time and effort you spend on it now as opposed to in the future. There’s obviously an early mover advantage.
But it just depends on how much time you have. So I have started, just to give you an idea. I’ve just started using it in my business in a couple of ways. I have a, now we’re really going to get technical. When someone signs up for one of my webinars, but you could modify this for your businesses, there’s the page to ask them, “Would you like a reminder via Facebook Messenger before my webinar?”. When they click yes, that subscribes them to yet another list. It’s a Messenger list which now gives me permission to, rather than email them, put an Ad in front of them. Now I can send them messages over Messenger.
Not only do I send them that reminder, but I have created a chatbot. I call it the Kimbot. And the Kimbot has a little conversation with them that’s kind of cute and it says, “Hey. No worries. You’ll absolutely get your reminder. But in the meantime, can we ask you a couple of questions?”. Back to that relevance thing. And it’s very quick and very. They know it’s the Kimbot. But it feels like they’re having a conversation with me. And at the end, it says, “Thanks. I’ll send this over to Kim. Let us know”.
And here’s why I think Realtors should really consider this if they’ve got the technical chops to pull it off. It is so so hard nowadays to get someone to open an email, even when it’s coming from your personal email box much less the ones that we generate automatically. I don’t know if I have time for this, but I’ll just tell you a quick story. I’m trying really hard to increase my webinar attendance. I ran a little experiment. And the experiment was, every single person who signed up for one of my webinars, which was a couple hundred people, I made them a personal video. And I emailed them that personal video from my email account, my personal Gmail account.
And I watched because I had tracking on it, one, who opened those emails and two, who watched those videos. And the percentage of people, they had just signed up for a webinar, that I got to open the email was so surprisingly small relative to what I would expect no matter what subject lines I tried. And a bunch of them, even though I made it really clear that it was a personal video from me, didn’t watch the video.
So the point being, what people are now doing is, it’s like banner blindness. So they have email blindness. But they don’t have that yet with Messenger. So when I start a conversation with them and then someone says, “Yes. My biggest challenge is the technology and I’m so overwhelmed by it”. And then I come back on and start talking with them, “Tell me more about that”. I get conversations with prospects that I did not get any other way. And that’s why I’m going all in on Messenger.
Jonathan: And there’s my own system, the Mail-Right. We’re looking into adding this to the system. It’s a balance thing because you don’t want to jump in too quick. But there are also other systems that if you sign up, say you’re doing a Facebook Advert. You’ve got a classic landing page with a lead magnet. When they go to the thank you page, it says, “Do you mind”, you tick a box if you don’t mind getting Messenger messages. And then, it will send a series of messages to them, won’t it?
Kim: Absolutely. And like anything, you’re going to want to make sure that that first request provides value. Would you like us to send a message to your Messenger everytime a new listing in your desired zip code comes up? Or whatever, right? If you can do something like that, of course, they’re going to say yes. And what you’re doing is, you are going where they are. And where they are increasingly is they are not, not email.
Jonathan: And when we do maybe a quick bonus session for the YouTube channel on that, I want to comment back to you about email and see if you agree with some of the things. But I want to throw it over to Thomas because we want to discuss some of the things you’ve learned about business. Because you’ve been so successful Kim. You’ve got so much experience. And so I want you to cover a little bit. Off you go, Thomas.
Thomas: Sure. Before I do that, I just wanted to be, I guess vulnerable is the word because I’m going to say something that’s probably naive to the technology that you were just discussing. But from a Realtor standpoint, I now have to manage my phone and voicemail, text, email. Because is still king in Real Estate because we deliver our docs that way. Now text or Messenger. You’re starting to see the problem here? There’s so many ways people can reach out to you. And I’ll say this with Jonathan listening. He’s done some work for me over this year and Facebook target Ads that produced results I didn’t even know I had because they responded to me on Messenger and I had no clue those messages were there. How does one harness all this? It seems to be expanding, not shrinking. It seems to be getting harder, not easier to manage all the different ways people can communicate with you. And I realize that we’re probably on the cusp of some of these things going by the wayside. While we still have all methods of communication available to us, what’s your advice to the entrepreneur that’s trying to manage all these different ways clients and customers can reach out to us?
Kim: I wish I had a magic bullet for you and I don’t. The fact of the matter is it is hard. It is harder because there is more. Hence the reason that I didn’t jump into Facebook Messenger until I felt certain that there was going to be an ROI on my time there. And either you’ve got to automate some things to be able to keep more of those balls up in the air, which is one way I handle that. Or you’re going to have to carve off time from something else. And so, then really it’s an ROI question to say, “All right. Well, if this is going to be my ROI on this, what’s got a lower ROI that I’m willing to let go over here to take up this other new thing?”. And so, it’s really not any different than probably any investment question. Although we don’t typically think of technology that way or communication channels that way.
Jonathan: Can I jump in quick Kim? Is that okay? It’s a really fantastic question, Thomas. There’s a couple ways of dealing with it. With Facebook Messenger and texting, there are a number of services that you set up some pre-descriptive messages linked to your campaigns and they send the messages for you. And when it gets a response, you’re sent an email or a text message to your phone. The other way is to really buy into a quality customer management system. The quality ones aren’t cheap Thomas. The one that I, which intentionally Mail-Right’s kept away from because it is a competitive sector, but the one that I really like, but it’s not cheap, is Follow Up Boss. It can deal with the madness quite effectively Thomas. That’s a quality product, Follow Up Boss. But you’re talking around about $70 a month to use it. But it is of those systems and it’s designed for the Real Estate industry. I think it’s one of the best ones.
Thomas: Okay. I appreciate that. Well, the one I’m using now, I’m paying around 50 bucks a month for. So I mean, 70 bucks a month doesn’t seem like a major jump.
Jonathan: It’s a bit of a scare when you open it because they’ve got a lot of tutorials. But if you decide, I could help you set it up. But it needs a bit of setting up. It’s a really modern interface and they’ve got loads of really quality tutorials and they’re very helpful. But you can get a little bit trying to set it up. But it’s like everything, isn’t it Kim?
Thomas: Well, Kim, I wanted to ask you because you eluded to this when we opened the show. This isn’t your first rodeo with a business. Can you kind of walk us through, maybe your top 3 companies that you really enjoyed creating? Your background is so diverse. How did you arrive where you are today? Teaching us a little about your background through maybe your top 2 or 3 companies that you enjoyed running.
Kim: Sure. It is diverse. With 20/20 hindsight there is actually a through line.
Kim: So I’ll come back to that. I didn’t realize it at the time, but you look back and go, “Oh. That’s what I was doing”. Well, just to start out. I started out right out of college working for a company that sold wholesale computer supplies. I was not one of the founders. I started as a Clerk in the Purchasing Department. And at the time that I joined the company, there were about $36 million a year in sales. By the time I left, 8 years later, they were over a billion dollars a year in sales.
Kim: They had gone public. I had gone from Clerk to Senior Executive. And there’s a whole story around that. In fact, I’ve written a book about it. About how I turned all of that, besides being completely financially irresponsible because I was under the age of 30. I turned all of that money over to a big name brokerage firm who proceeded to lose everything that I hadn’t recklessly spent. There’s some good news there in hindsight. One is that I learned a tremendous amount about a growth company, a high growth company. This was before the Dot-com bubble, preceding that whole thing. So that was an amazing education. A very unusual education in fact because the average age of the company was less than 30 in fact. But it created what was my biggest success bar none, which is Snider Advisors. Snider Advisors, what ended up happening was I invented an investment, a way of investing money based on the idea that I never ever ever wanted to be in that situation again. I created it initially for myself. Then some friends asked me to start teaching them how to do it. And then, next thing you know, I’m teaching their parents and it grew into number 826 on the. We had at one point over half a billion dollars in assets under management. And I sold it in February of this year. So it’s 17 years and still going. That was not only my biggest success. That was my passion, my deep passion for all those years because I felt like, well, I didn’t feel like, I knew that what Wall Street was selling was making them rich and us. And I just had this burning desire to, once I found a better way, to show people that way. And that really kind of goes to the through line I think of and I’ll talk about the other companies.
Jonathan: Before you do that Kim, I’d like that conversation to go on the bonus because we’re trying to keep the Podcast to around 30 minutes.
Jonathan: Is that okay?
Kim: Absolutely. And we’re like well over that, aren’t we?
Jonathan: We’re a little bit. If we’re a little bit over, but I’m trying it between 30 and 40 minutes.
Kim: Jonathan, my husband says I can’t say my own name is less than 90 minutes.
Jonathan: When you’ve got a really interesting guest like you Kim, 30 to 40 minutes goes quick. So Kim, how can people get a hold you and learn more about you and about your funnels.
Kim: And thank you so much for asking that question. It’s very simple reverseyourfunnel.com. Just like it sounds.
Jonathan: All right. And how can people get a hold of you Thomas?
Thomas: Well, that’s easy too. At thomasjnelsonrealtor.com or on Facebook or the old-fashioned way. You can call me here in San Diego at 858-232-8722. And like Kim, I answer my phone.
Jonathan: Yeah. And it’s really quite easy to get a hold of me folks. Go to the Mail-Right website, fill in the contact form. Email me personally at firstname.lastname@example.org. And we’ve got Twitter and Facebook. And I do answer my phone and there’s a phone number on there and it will be answered. And we’ll see you next week folks. Like I said, we’re going to go into bonus content which you’ll be able to view on the YouTube channel and on the Mail-Right website. And we’ll see you next week folks. Thanks. By