#236 Mail-Right Show With Special Guest: Michael Hellickson From ClubWealth

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Five Strategies That In 2020 Will Get You Massive Results

We discuss with Michael five strategies that you must understand that are guaranteed to get you massive success in 2020!

Jonathon: Welcome back folks to the Mail Right show. This is episode 236. I have really been looking forward to this interview. We’ve got Michael from Club Wealth, one of the leading consultancies for real estate agencies in the US at the present moment. So Michael, would you like to quickly introduce yourself to our new listeners and viewers?

Michael: I’d love to. So my claim to fame as a real estate agent for over 25 years, I very consistently was selling between 120 and 180 homes per month. We had at one point in time, 750 listings and active and pending status. So we ran the number one team in the country for a very long time. We did that with just 16 agents, which is the crazy part. So it wasn’t like this massive, massive team. It was just really a much focused, very successful folks. And now I’m blessed I get to, I own a company called well for the number one coaching company in the team space. And although we work with agents at all different production levels, from brand new to the top agents in the country, the average agent that works with us does just about 200 transactions per year. So a lot of the bigger producers. But we’ve got clients that are like I said, brand new in the business and we’ve got people that are doing four, six, 800 transactions a year. Heck, we’ve got brokerages doing thousands and thousands of transactions here.

Jonathon: Sounds fantastic Micheal. And I’ve just been looking forward to the discussion because Michael really knows what he’s talking about. And we’ve got my great co-host, Robert. Robert, would you like to quickly introduce yourself to the new listeners and viewers?

Robert: My name is Robert Newman. I’m one of the few, if not the only inbound marketer that focused on real estate in the US, actually anywhere. So let’s just skip that and say anywhere that I know of. Check out my website inboundrem.com if you want to get a lot of free education on how to market yourself online.

Jonathon: So that`s great. So let`s get straight into it. And what we’re going to be discussing is a couple of topics. We’ve got kind of like the five habits that you as a real estate agent needed to develop in this market, the present moment to get real success for you and your family. We’re going to be discussing that with Michael. And I’ve just forgotten what the second was. What was that Michael? What was the second topic you were going to talk about?

Micheal: You had talked about massive open houses, but I’ll tell you, I think especially right now, I think we’ve got so much to talk about with just the five habits that we may not even get to that. And especially in the environment now. I mean, open house, let’s call it what is open houses are going virtual right now. They’re still happening, but they’re very much virtual right now. This is good. And there are lots of ways to monetize those, but there’s so much talk about what the five habits that is going to really move the needle for the listeners right now. But I think we’ll spend a lot of time there.

Jonathon: Well that sounds great. So should we start number one and then after we go through it I will throw over to Robert?

Micheal: Absolutely. So first and foremost, folks, grab a pen. I hope you got something to write with and write on because we’re going to go pretty quick for a lot of this stuff. And I’m sure you guys are going to have questions along the way. Feel free to add, ask those and we’ll, we’ll dive into those. But I understand that there are five critical habits that successful real estate agents have that oftentimes those that are less successful do not have. The first habit is a lead generation and that is the most important one.

If you want to sell real estate, frankly, if you’re in any business and you’re not lead generating on a daily basis, you’ve got a problem. Now, we’re not talking about necessarily pounding the phones and calling fizbos and expired and cold calls. And all that stuff, although those are ways to generate leads and they do work they’re not necessary. There are lots of other ways to bring in business. You know, frankly what Robert does is a great example.

And what Jonathan does, what both these guys do are very great, good examples of how you can get leads coming in now without having to pound the phones and call cold calls. So the key though is that you need to have a diversified lead flow. And depending on how large your business is or how large you want it to get, you’ll need to have more lead sources. You don’t want all of your business just coming from one lead source because lead sources change in how much they bring in from month to month. So ideally if I want to make a six figure net income in real estate, I’m going to have between 10 and 15 lead sources. If I want to make a seven-figure net income in real estate.

I’m going to have between 25 and 30 lead sources. So any thoughts on that? So far, guys?

Robert: Well, lots, but I want to keep going. Like I’m fascinated, but keep going.

Micheal: So I’ll give you an example. The earlier you are in your career, the more likely in order to have more time than dollars. And so you spend more of your time bringing in leads than you do spending time on the other things that you need to spend time on, which we’ll talk about in just a moment. But we want to transition as quickly as possible from chasing business to attracting business. And that’s two very different things. What you guys do is you attract business. Robert and Jonathan go out and they bring business in. They attract business to you. But until you know it’s going to take a minute. And when, if you’re brand new in the business, have no money, you’re going to have to go get some money to be able hire these guys to do that for you.

And so you’re going to have to spend a little bit more time bringing business in. But once you get to the point where you can start writing a check to have leads come in, now you can start transitioning to attracting business. And that’s where things get really fun. Because now your time is better spent doing the other things that you need to do with those leads to turn them into transactions, which get into the next couple of habits. So I would suggest that the first three habits, again, starting with lead generation, need to be habitual on a daily basis. They need to take up 90% of your day. If you’re 90% of your day is spent on the third first three habits, getting to six figures will be no problem. Even if you’re just working part time in the business. I know a lot of people that work literally part-time in the business, they’ll work 20 hours a week. And they still make six figures, but they’re very focused during that time.

So lead generation is the first habit. Now we’ve got about, there’s right now there are over 2000 lead sources in real estate. We’ve got about 109 that we recommend to our clients. Of those, there are 17. And what we’ll do at the end of our call today, I’ll give you guys a list of 17 of my top 109. Here’s the one that what I would tell you, every agent out there as an industry, we struggle with lead generation. And if you don’t believe me, ask yourself why in the world does Zillow and realtor.com exist? Because they recognize that agents are terrible at lead generation. So they said, Hey, why don’t we go fill this gap for real estate agents? And what they did was they took our data and they went out and got leads with it, and then they sold it back to us. And we were happy to pay it because now we had leads.

We can just write a check, we could get leads. Well, that’s great, but what they figured out is that the one thing that we’re worse at then lead generation is habit number two. And that’s lead follow up. So I would suggest that if you asked most agents today, what’s the biggest challenge in business, and then they’d say, Oh, I need more and better leads. And I would say, nah, probably not true. What you need is you need to follow up with the leads. You have better. You need to do a better job of handling the leads that you have. Now do you need to have your lead generation on autopilot? Absolutely. Again, that’s where you guys come in. That`s where Jonathan and Robert’s products come in. But now once you get that lead that leads only as good as your follow-up. If you just, if leads come in and you do nothing with it, you’ve just thrown your money away.

So how do I handle an inbound lead? Let’s say my internet leads for example. I’m hoping that everybody on this call is getting leads at this point. If you’re not like you need to come out from under the rock, you’ve been under any start getting leads. Because that’s where the accident, there’s tons of internet leads out there. And for that fact, I think last year there were 85 million leads and I want to say just for five and a half million sales in the country. There are lots of leads out there, but the problem is that most people aren’t following up well with them. So when I get a lead that comes in from the internet, we’ll use it as an example. What do I need to do? I need to get very quickly to that lead. Any idea, guys, what the speed delete is now that’s necessary to convert leads at high level?

Robert: 10 seconds.

Micheal: If you get to 10 seconds, that’s phenomenal. If you’re more than 30 seconds, you’re behind. So somewhere between 10 and 30 seconds is where it falls. Buddy of mine, Robert Slack buys leads as an example than any agent. The guy spent $8 million this year on realtor.com leads. He’s got 450 agents on his team. He’ll close. He’s the biggest agent in the country. He’ll close 6,000 transactions this year. And Robert’s speed to load in 16 seconds. So on all those leads, he’s buying, he’s getting to them and who within 16 seconds. Problem is most agents think that they can wait for three, four-five minutes to get to these leads. I got news for you guys by then they’re already on the phone with another agent. So you’ve got to get on those leads immediately. Worse yet. What’s interesting, we did a step out of our ISA is on one of the teams we coach.

We’ve found out that when he was getting these leads we said for two weeks we want to make sure that he got his speed lead down below 30 seconds. So when he got the lead and he didn’t look it up, he just and called them. When he got the lead on the phone, I asked him to track how many other agents reached out to that lead while he was on the phone with them. And what do you? It was four to five other agents on average in the first five minutes that would reach out to that lead. That’s crazy competitive you guys. So what happens is if you’re waiting three minutes, they’ve already reached it. They’ve already had two or three agents reach out to them. Now I know what a lot of agents are thinking right now you’re thinking, oh, but Michael, I buy exclusive leads, man, there is no such thing as exclusive leads anymore.

They’re clicking on 10 different websites like there’s no such thing. So what do you got to do? You got to get your speed, the lead down, Robert, if you can get it down to 10 seconds, man that is golden. What a big difference that will make. Now that said, how do I contact them? I got to tell you this. There are six different ways that you have to reach out to these leads. So write this down, grab your pen, you guys. There is phone, email, text message, video, email, video, text message. And my personal favorite is Facebook stalking them. And you got to do all of them. I know Jonathan likes Facebook. I always tell people that Facebook stalking used to be a three to five-year sentence. Now it’s a six-figure income.

Jonathon: The good news is that we’ve covered those particular areas over the past year extensively, Michael.

Micheal: Yeah, that’s huge. That’s good. Because at the end of the day, if you’re not doing any of those things, you’re way behind and you don’t know where people are going to connect with you, you don’t know what their preferred communication method. So you have to do all of them until you figure out what their preferred method of communication is. So that said, what happened is when I reached out to a lead, I call them, I get a brand new lead comes in, I call it right away. I mean I’m in the first 30 seconds and they don’t answer. What do I do now? This is where it gets fun. So the first thing I’m going to do if they don’t answer is hang up the freaking phone. Don’t even leave a message. Just hang up the phone. So now people are thinking, what the heck? Why would he do that?

Well, because I’m going to do what’s called the double dial. That means I’m going to call him up immediately. One more time. If they don’t answer this time, and by the way, quite a few of them do answer on the double dial. If they still don’t, I’m still not going to leave a message. What I’m going to do next is I’m going to send them a magic three-word text message that’s going to get them to respond almost every time. Can you guess what that message is?

Robert: No. Actually I can`t.

Micheal: Three words, three easy words. Here it is, is this, and then whatever name they registered with is this Suzy. And almost every time they will respond and they will respond with the following words. Yes. Who is this? Robert and Jonathan. Do you guys have kids?

Robert: No.

Micheal: Okay, so for those that do for the people that are watching that have kids, you guys will know. If someone reaches out to you from a number you don’t recognize and they don’t leave a message, then they call you back. You don’t answer again, and they still don’t leave a message. And then you get a text message that says, is this so-and-so? The first thing that’s going through most parents’ minds is, Oh my gosh! One of my kids is either in jail or in the hospital, depending on the kid. Okay, so all of a sudden now you’ve got their interest. All of a sudden they’re engaged. And so now after they come back with yes, which is this? You’re going to send one more text message of three words and you will get them on the phone 83% of the time.

And I know that’s a bold statement, but it’s literally 83%. And here’s the text message calling you. Now, that’s all you say, calling you now. You don’t tell them who you are. You don’t say anything else. You just say calling you now. And let me tell you this time, they pick up the phone almost every time, 83% of the time. Now when they pick up, some of them are going to be a little freaked out. Some of them can say something like, Oh my gosh, I’d be so scared. I thought something was wrong with my kids. What the heck? What are you doing? And all you got to do is say the following. Oh gosh, I’m so sorry. You had reached out to me on one, two, three main street, and I just wanted to make sure I wasn’t dropping the ball on my end.

That’s literally all you have to say. And all of a sudden they’re disarmed. All of a sudden they’re saying to themselves, Oh, okay, well, so first of all, they’re relieved their kid isn’t in jail or in the hospital. Second of all, now they’re thinking about themselves. Oh, you just wanted to make sure you didn’t drop the ball on your end. It’s just like that. Well, let’s say this. They will be glad that you said that and they will be much more open to the conversation at that point. And then you’ll follow it up with, look, I just wanted to find out if you wanted to see the house or if you wanted to know the price or know any other information about the house. If you have to give you whatever you need. And it’s very simple from there. Now if they still don’t answer, if they’re in the 17% of people that that still does.

Or at that point there’s a very simple system for follow-up. I don’t want you to use to. Now I’m very aggressive. So with the process, but never aggressive with people. We call it being pleasantly persistent. Write that down. Pleasantly persistent. So how am I going to be pleasantly persistent? Well, I told you the six ways you’re going to follow up, but how often with what frequency do I follow up? And we have something called the rule of three that we follow. So the rule of three says I’m going to call him three times a day for the first three days, three times a week for the next three weeks. And then three times a month, the next three months. I’m going to get very aggressive. So with the how often I follow up with them. Now if I got hold of them today, and it’s my first time trying to get ahold of them and my first three days, am I going to call him two more times today?

Heck no, of course not. No, but these numbers are to use this system as used until you get a hold of them. Once you get a hold of them, then you’re going to know based on their situation and based on where they’re at in their buying cycle. You will make a determination on how frequently you’re going to follow-up with them from there. For example, if they say, I’m not ready for six months, great. I’ll call you in three. But I’m going to tell you whatever they say; I’m going to cut that time frame and a half. I’m going to follow up with them. That makes sense so far guys.

Jonathon: Oh it really does, but we need to go for our break. When we come back and we will have more words of wisdom from Michael. We will be back in a few moments’ folks.

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Jonathon: Welcome back. We’ve had our break. We’ve had a really fascinating discussion with Michael. And we’re just going to continue back to the five things you’ve got to do to get the success you’re looking for Michael.

Michael: So number one was lead generation number, the second habit. So these are each habit. There are five key habits. Lead generation is number one. Lead follow up is number two. And we just talked about how tenaciously we need to follow up. Now what’s interesting is our industry has been under attack from the outside for a long time. First of all, they took over lead generation. Now you’ve got with the advent of like ops city and concierge, you know they’re taking over the lead follow up.

Why? Because they just suck at it. Now, that being said, if you guys want to make more money if agents want to reverse the downward pressure on the commission. And a lot of ways and they want to increase their profitability at the end of the year, you’ve got to learn how to do these things. Right now I’m not saying doesn’t hire other people to do some of these things for you. I’m just saying you also need to learn to do these things for yourself. All right, so that’s it. Yeah, go ahead.

Robert: For the most part, I’m going to let you go to town. I have one thing to say here to capitalize on what Michael just said, which is all these companies opt in and all these guys, what they’re doing is they’re taking advantage of an international workforce. And they’re hiring highly skilled workers who are used to being on the phone for three to $5 an hour and they’re charging you two to $500 a month. If, like Michael said, when you scale and you get ready, if you know how to do this, all you have to do is create a process. Once scripts once and you can cut your costs in half by doing it yourself. That’s all I want to say. Go for it, Michael.

Micheal: 100% agree. You are so right on. That’s exactly what’s happening. All right, so now let’s assume for just a moment that I’m really good at lead generation. I’m really good at lead follow-up. Here’s where agents are also struggling. Lead conversion. So they get all these leads coming in. You don’t really get a job following up with them. Then I finally get him on the phone. How do I set an appointment? And here’s the problem. Well, we know less about lead generation than freaking drug dealers. I want you to think about this for a second. Drug dealers are great at lead conversion. Why? And I’ve never done drugs; I’ve never been that guy. But why are they so much better than real estate agents? That leads conversion? It’s a simple. They’ve got it down Pat. With real estate agents, somebody calls up, what do they want to do?

They want to get them to get pre-qualified or preapproved right away. So we make them jump through all these hoops. We want them to conform to our way of thinking right away. And instead what we should be doing is serving them. What the drug dealer says is, no, no, no, no. I’m going to give them what they want right now. You want drugs, great. First one’s free, and then you got to pay. That’s what they do. They give you a little taste, they get you a hook, and then all of a sudden you need them. It does not even want them anymore. Now you need them. So how do you do this as a real estate agent? Cause you can’t just give them a free house. Well, here’s the key. You’ve got to understand that the house isn’t the product. You are the product. If I ask every agent in the country, do you sell a better voice to voice or face to face?

Guess what? Every agent in the country would tell me?

Robert: Face to face.

Micheal: Absolutely. 100% and so guess what? Stop requiring them to get pre-qualified or pre-approved before you go show them houses. If somebody wants to see a house, and granted it depends on what’s going on in the world at the time. I know right now as we’re recording this, we’ve got this Covid stuff going on. And we’re doing a lot more virtual showings now, virtual buyer appointments, virtual listing appointments, and we’re having great success with those things. That being said, even that can be and needs to be face to face. Get on zoom with them. You need to get face to face first one’s free, then you got to pay. Because once they get to know you, they’re much more likely to build rapport with you and want to do business with you. But if you’ve just tried to do things over the phone, that relationship will not be formed.

All right? So we’ve got to get face to face as quickly as possible. Now, a lot of people say, Oh, but Michael, I don’t want to waste my time with a bunch of unqualified buyers. Well, that’s fine. So once you have scheduled the appointment, never before, but once you have scheduled the appointment, then I’m going to give you a script. Write this down. I’m going to give you an easy script that will get them to want to speak with your lender. Very easy. Here we go. If they could save you 10 to $20,000 on your mortgage, would you be interested in chatting with one of our lenders? If they could save you 10 to $20,000 on your mortgage, would you be interested in chatting with one of our lenders? What moron is going to say no to that, right? Like nobody would ever say no to that.

They’re always going to say yes. You have to start asking questions that, which caused them to want and need to say yes. So all of a sudden they’ll say yes and you say, fantastic. Is this the best number to reach yet? Great. I’ll have my lender reach out to you here. And you don’t give them your lender’s information. You can give your lender their information. And that way now you’re the connector and you cause you to don’t. You know that person’s probably not going to call your lender.

Maybe they will, maybe they won’t. But if you give their information to your lender, you know darn good and well that your lender is not going to drop the ball. They’re going to make that phone call. And guess what’s going to happen when your lender gets on the phone with them? They’re going to be endorsing you just like you’re endorsing your lender, which is far more powerful than you or your lender.

Standing up and saying, look at me. Look how great I am. Do business with me. So lead generation, lead follow-up, lead conversion. Those are the first three habits and those three habits need to make up 90% of your day. All the rest of the stuff you do in your business is noise. All the other stuff can almost entirely be sourced out to an assistant. And speaking of assistance, I’ll give you something else you ought to write down. If you don’t have an assistant, you are one. And it is so true. I mean, if you don’t have an assistant, you’re doing assistant work that you could pay somebody 15 bucks an hour to do for you and you need to stop doing that. You need to be out there doing stuff that pays 150, 200, $550 an hour or more. So get away from that assessment type work.

Do we have time for the last two habits?

Jonathon: Oh yeah, definitely.

Micheal: How much time do we have left?

Jonathon: Well, we got another 10 minutes so then we can have some bonus content after the podcasts if you’re still available.

Micheal: Okay, sounds good. So let me share this with you. Let’s assume that I get good at all of these first three habits that we just talked about. Lead generation, lead follow-up, lead conversion. The next thing you have to get really good at. And this one, everybody thinks they’re going to, but when you really stop and think about it, you’re like, Oh my gosh, I’m not as good as that as I think I needed to be. And that is profitability. You need to be in the habit of being profitable. It’s not something you just do once. This is something that you need to do every day in your business.

And being profitable starts with having a P. And L. And I’ll tell you what these you guys, this is so critical. If I asked a hundred agents in the business right now, if they had a profit and loss, I’d get about 20 of them at best it could show me their profit and loss. I don’t care if you’re brand new in the business or you’ve been in the business forever and have a big huge team. You need to have a P and L. For those that have a big huge team. You’re going to use something like QuickBooks, right, which is a fantastic program, does a great job. You’re going to have a bookkeeper that handles all that for you. If you don’t have employees, if you’re new in the business or younger and you’re in the growth of your business, and guess what? You probably need to look at something a little less expensive, a little easier to use.

There’s a website, QB special.com but a QB special.com that gets you access. We have a program there that we’ve worked with QuickBooks on. It’s actually QuickBooks self-employed and we get a discount on it for $5 a month. You can have an app that connects to your phone that literally it connects with it. It’s on your phone and connects with your bank statements, your credit card statements and literally shows you every expense you swipe left. If it’s a business expense you swipe right if it’s a personal expense, it’s like the Tinder for money right now you got a P and L at the end of every month. That’s actually good all the time. But you’ve got to do this and I’m just kidding about Tinder. I’ve never been on Tinder so, but I hear there’s a lot of swiping going on.

Robert: You talk about a lot of stuff that you haven’t done.

Michael: I know right. You hear all these stories and I’m like, it sounds like there’s this cool life out there, but I just, I’ve stayed away from that stuff cause something tells me it’s probably not good for me.

Robert: So I’ll confirm for you know, little areas.

Micheal: Oh, that’s funny. All right, so I’ve stayed aloof of this. But that being said, you got to have a budget. You guys, you got to have a P and L, and you got to know where your money’s at. And I would recommend that at a bare minimum, once a month, you need to go through your profit loss. And just be aware of where you’re spending your money. Just by being aware of where your money’s going, you’ll be shocked at how much you’ll save. Now when times get tight, you need to be very careful that you, your business are the goose that lays the golden eggs, your personal life.

Your personal expenses, those are the eggs. So when times get tight, don’t kill the freaking goose. What you do is eat less eggs. So start by adding expenses and your personal life. And make sure that in your business there are three things you never cut in your business. Unless you’re so in such dire straits that you’re going to go out of business if you don’t. There’s three things that you crazy if you cut. One is lead generation. In fact, when times are tight, when other people are bailing out of lead sources, that’s when I’m buying them. That’s when I’m spending more on that stuff. I’m like right now I’m doubling down on lead generation, ISA sales team. I’m doubling down on all that stuff right now while everybody else is freaking out. The second thing you never cut.

When times get tough, you never cut your education and coaching. You need to understand you need somebody that’s been where you’re trying to get before you that can walk you through exactly how to get where you want to go. So never cut that. And the third thing is you never cut quality staff. Now I’m telling you there’s going to be team members that don’t belong there and whether you’re having good times or bad, you don’t need slackers on your team. You don’t need to waste money on empty seats. What you need to do is you need to keep the great no matter what’s going on, those are the people that will help get you through those tough times. So that said budget’s very important. Ready for the last one? Do I have time for the last one?

Jonathon: Oh yeah, definitely.

Micheal: Good. So the last habit, and this is critical and this is probably the most important thing I can ever share with you. And if you only get one thing out of today, I want you to get this right here. See a plaque behind me on the wall there. Can you read what that says? It says no success in the world can compensate for failure in the home. No success in the world can compensate for failure in the home. This is our core value at Club Well. So everything else we do, we measure against that. Look, I’m all about helping you make millions of dollars. We are for taking people from brand new agent to doing three, four, five transactions a year in two or three years, that’s very doable. But I’m completely unwilling to do that at the expense of your family. You have to learn how to separate your business from your family.

When I’m at work, I’m at work. When I’m with my family, I’m with my family and the two do not cross over. And that’s really easy to talk about and hard to implement. But when you implement it properly, you end up kind of balance in your life that you deserve and that your family deserves to have. And your business is getting deserves and needs from you. So the fifth habit is balance in your life, but not just lip service, balance, actual balance. So those fine habits, if you’ll dial those in at a high level, then guess what? You’ll have success and you’ll have a great life. When I was doing all that business I was telling you about before, I was only working 12 days a month running the largest team in the country. I was also still in production. I never got approximate cause I really enjoyed listing appointments.

So I was literally going on six to eight appointments a day, making 115 to 125 follow calls a day from my car in between. And I still was managed to take most of the month to be with my family. You can do that, but I will tell you this, if you’re in what we call tier one, which is zero to 25 transactions a year, that’s tier one. Then you’re not there yet. And this next year we’re going to have to work really, really hard so that we can grow your business to a point where you have enough people, systems, tools, technology and support in place to have less so that you can eventually take more off. And we can talk about tiers if you want me to walk you through that.

Jonathon: Oh, well we can do that in the bonus content. Hopefully, Mike can stay on for another 10, 15 minutes, which you’d be able to see on the Mail Right website. We are going to close the podcast part of the show. So Michael, how can people find out? And I think you’ve done a fantastic one of the best presentations on the show in the three years I’ve been running the show. And I think over a year with Robert, I actually think you’ve done one of the best presentations of any of our guests. So Micheal, how can people find out more about you and your company, what you’re up to?

Micheal: Well, I think what I’ll do, so for everybody watching right now, I promised you earlier I’d give you 17 of my best lead sources, but here’s what all these, so since we’re live right now, those people that will, I’m going to give you a phone number and I want you to grab your phone right now. If you’ll do this right now, I’ll actually give you 31 of my best lead sources. If you wait until the live broadcast is over, I’ll still give you the 17 but for the people that take action right now, I’ll give you 31. So the phone number is, you are going to open up your text messaging app, you’re going to send a text message to the number (727) 287-5993. It’s seven two seven two eight seven five nine, nine three and you’re getting a text.

Robert: Repeat that one more time.

Micheal: Perfect. Seven two eight seven five nine, nine three.

Robert: Okay, thank you.

Micheal: And you’re going to text the word club well two words club well to that number. And when you do, you’re going to get a response back and we’re going to ask for your email address and then we’re going to email you. You have to put the words club well in there. And then what they’ll do is they’ll email you. For those of you take action while we’re live. You’ll get 31 lead sources out of our top 109 lead sources. And for those of you that wait, you’ll still get 17. But go through that list and start. There’s a lot more free be surprisingly, there’s a lot of great lead sources out there where you don’t pay anything until you actually sell something. Then you’ve got to pay them a referral fee.

Now the ROI on those is lower than like a lead source like Roberts. Where the ROI on stuff that Robert does will be on tire. But you want. Again, you want to diversify your lead sources. You want to have high ROI lead sources. You want to have fast what we call cash conversion cycle, lead sources, cash conversion cycle is how long does it take me from the time I get a lead until it becomes a check. So things like pay-per-click and Facebook leads, those might be 12 to 24-month cash conversion cycle on average. Whereas like a sign call or a referral that could be a 30 to 90-day cash conversion cycle. They’re very fast. But you need to have a balance of all of this and we’ll go into that maybe in the bonus material.

Jonathon: Yeah, this is great. And Robert, how can people find out more about you and your company?

Robert: We already covered this. Go to inboundrem.com guys. I’m redoing all of my content in 2020 it is a fucking amazing. So oops, sorry. My bad. It’s an amazing site. Go there John, over to you.

Jonathon: And if you want to find out more about Mail Right and get a personal consultation with me and a one page marketing plan for 2020. Go over to the Mail-right.com site and you can book straight on the website. I’m extremely approachable. Thank you, Michael. We’re going to wrap up the podcast, stay on and go to the mail, right website and you’d be able to watch the additional bonus content. We’ll be back next week with another great guest or internal conversation between me and Robert. We will see you soon folks. Bye.