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CINC Office Hours Episode 9 - Orlando Pichardo | September 10, 2025
Office Hours airs live on the second Wednesday of each month at 11am ET.
Register to watch live and ask your questions at cinccommunity.com/registerforwebinars.
Title: Winning with Accountability: Insights from Orlando Pichardo
đź“… Date: September 10, 2025
🏢 Presented by: CINC
Register to watch live and ask your questions at cinccommunity.com/registerforwebinars.
Title: Winning with Accountability: Insights from Orlando Pichardo
đź“… Date: September 10, 2025
🏢 Presented by: CINC
🔍 Episode Overview
In this episode of Office Hours, CINC’s Orlando Pichardo joins the team to share proven strategies for driving agent accountability and improving lead conversion with the CINC real estate CRM. Orlando dives into the systems and habits that separate top-performing agents from the rest, offering practical tips for building consistency and leveraging technology to scale success.
đź’ˇ Key Topics Covered
- Why accountability is the cornerstone of real estate success
- How to create daily habits that lead to higher conversion rates
- Leveraging CINC’s CRM tools for better follow-up and engagement
- Common challenges agents face—and how to overcome them
- Real-world examples of accountability systems that work
đź”— Resources Mentioned
🎧 Listen & Subscribe
Learn how accountability can transform your real estate business. Subscribe on your favorite podcast platform and get actionable insights from CINC experts every month. Watch live on the second Wednesday of every month at 11am ET.
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Creators and Guests
Host
Host
Host
James Terry
James joined CINC in 2013 to help Client Marketing with a special project. He stayed on and was soon managing the build and launch of all new accounts before being asked to lead the Paid Search team. Bringing over 15 years of experience in digital marketing, James is passionate about the high growth potential of our Real Estate clients.
What is CINC Office Hours?
CINC's live monthly open Q&A with different real estate experts. Hosted by Harry Kierbow, Dan Lott and James Terry from CINC. Join us live on the second Wednesday of each month at 11am ET. Register now and submit your questions to be answered live at cinccommunity.com/registerforwebinars.
CINC Marketing: Hell… Everybody.
CINC Marketing: Thanks for joining us. We'll get started here in a minute, give everybody another minute to come in.
CINC Marketing: If you guys are joining us…
CINC Marketing: Let us know where you're coming from.
CINC Marketing: Also, a topic of debate among the panel, Does a workout schedule… Mean that you work out.
Orlando Pichardo: Are you kidding me?
Orlando Pichardo: You are gonna call me out!
James Terry: a meeting without an agenda, Orlando, that's what we mean. We don't know Talk about.
CINC Marketing: Yeah.
Orlando Pichardo: Hi, Harry, I see. I'm sorry.
CINC Marketing: asthma.
CINC Marketing: That's how Office Hours works.
CINC Marketing: Orlando gave me… or, Alvaro gave me an hour to just… Talk about anything I wanted.
CINC Marketing: Tucson, hey John. Tucson, hey John! College Park, Bubba Sparks.
James Terry: Awesome Bill.
CINC Marketing: That's what I want my, I want to start a baseball team and name them the College Park Bubba Sparksses.
Orlando Pichardo: Bubba Sparksis!
CINC Marketing: It's a rapper.
CINC Marketing: Hey, Phoenix, Jessica.
James Terry: Arizona.
CINC Marketing: Columbus?
CINC Marketing: Awesome, awesome.
CINC Marketing: Richard from Phoenix.
CINC Marketing: James, we know where you're from.
James Terry: I like to contribute, I like to kick in.
CINC Marketing: Don't use… don't you try and inflate these numbers, James Terry.
CINC Marketing: Asheville, Austin. Awesome, awesome. Thanks, you guys so much, for joining us today. We'll go ahead and get it kicked off. Kelowna.
CINC Marketing: Which is a really cool place. I've never been there, but I've seen a lot of listing pictures. It looks awesome.
CINC Marketing: So… Let me see here… I've got my Slack still making noise.
CINC Marketing: Alright, so we'll go ahead and kick it off. Thanks, everybody, again, for joining us today. I am Harry Kerbo, the Senior Director of Paid Social here at Sync.
CINC Marketing: And I guess the de facto host of Office Hours. So really glad for all of you guys to join us. We got a lot of really good questions today, so the people are excited to talk to Orlando. Still time to, weigh in.
CINC Marketing: on whether or not a workout schedule implies that you're actually working out. We'll be keeping votes on that throughout the, throughout the session. But before we get started…
Orlando Pichardo: real quick, Harry, please vote yes to that.
CINC Marketing: So if you guys have been around Sync for a long time, you've probably crossed paths with Orlando. We were just talking before, I've been around for 10 years, and I'm the least senior person here. So, you know, I've known Orlando for more than a decade,
CINC Marketing: And, you know, he's truly helped me with Sync. One of the most knowledgeable people I know about, Sync. But, you know, more so than that, really embodies, the core values of Sync, you know?
CINC Marketing: a lot of times trying to… I find myself trying to be more like Orlando when I'm dealing with, sync problems. So, he embodies the spirit of what sync is, what sync should be, and he knows
CINC Marketing: or at least he talks a good game, as we went over your questions that you submitted before the event. He seems to know what he's talking about, so I think you guys will really find a lot of value from that today.
CINC Marketing: But, yeah, before we get started, I do want to introduce, my counterpart on the search side, James Terry.
CINC Marketing: And of course, The second most handsome man in internet land.
CINC Marketing: And my boss, Dan Lott. Thank you guys for joining us. You guys have anything on your minds today?
CINC Marketing: That you wanna… you wanna go over before we get started?
Daniel Lott: Not really, I'm just excited to see what Orlando's gonna say.
Daniel Lott: his answers to all these questions. There's a whole big list of questions here today. We usually don't have any, so today's a good one. Everybody wants to talk to Orlando.
James Terry: Yeah, I've been… I've been looking forward to this. I feel like Orlando is one of the most, one of the most popular people among our clients. I used to say,
James Terry: About Orlando, who has an extremely high self-image, awesome guy, just an incredible personality to be around, and so I always used to say, I have no idea what Orlando does at Sync, but my god, he is good at it. You know, he crushes it.
James Terry: But yeah, every time you interact with clients, all our clients love you, and every time your name comes up when I'm on a conversa… in a conversation with somebody, just glowing reviews. So, Orlando, we appreciate you, we have appreciated you for…
James Terry: 11 years? Close to 11 years? How long have you been with us? How long have we been loving you, Orlando?
Orlando Pichardo: 11 and a half years, right? Yeah, holy smokes. Yeah, it was April of 2020… 2014 when I started. And by the way, I did not pay them to say that about me, just FYI. And also, I'm not… I'm the other guy with the funny accent. Our CEO name is Aldo Arise, and I've been…
Orlando Pichardo: Oh, Alvaro, all the time, so I'm the other guy, I'm not Alvaro.
CINC Marketing: And he goes with it. He goes with it.
James Terry: And it's gonna get us in trouble.
CINC Marketing: Alright, cool. Well, thanks everybody on our side for joining us. I actually have a couple of cool things, that I want to share before we get into these questions.
CINC Marketing: So the first thing… I'm gonna try and share my screen, we'll see how this goes.
CINC Marketing: Oh, I have to share sound.
CINC Marketing: Alright.
CINC Marketing: So can you guys… See my screen? Do you guys see Dan?
James Terry: Blind ain't… there we go.
Daniel Lott: There I am.
CINC Marketing: There you are.
CINC Marketing: So the first thing, it blacks out where the control bars are on this screen.
CINC Marketing: But the first thing is Meta released a really cool update, recently, I think it was a couple of weeks ago. If you're posting reels in the Business Manager, you now have an option to allow Meta AI to translate that reel
CINC Marketing: Into a different language than what you're speaking, and they'll also do lip syncing.
CINC Marketing: To the new language. So we had… we turned this on, when we've been posting Reels, and if you guys don't follow us, please do, at Sync Pro. We're on Instagram, Facebook, TikTok threads, YouTube, and LinkedIn. So, that's also where this review will be posted.
CINC Marketing: But, so when we've been posting these reels, we've been turning on the language translation option, as of recently, and we just got our first notification yesterday that one was translated. So it seems like, you know, when you say to translate it.
CINC Marketing: it doesn't translate it into every known language in the universe right there for you to review, which I wish it did. I wanted to get, like, Klingon and some crazy stuff.
CINC Marketing: But when it finds a member of the audience that it wants to show the ad to, then it will create that version of your video and do the lip syncing. So, this is Dan's most recent video.
CINC Marketing: By the way.
CINC Marketing: note the AI overview, what company is the best provider of real estate leads? Oh, that's sync. That's what Google AI says. But so…
CINC Marketing: Orlando has been one of our Spanish translators for ads for years.
CINC Marketing: So, we're going… he hasn't seen this. We're going to get Orlando's reaction to Meta AI's translation here live, live on the air, first time. So we'll start with the English version of the video.
CINC Marketing: It's only 15 seconds.
Audio shared by CINC Marketing: What company is the best provider of real estate leads?
Audio shared by CINC Marketing: According to Google, Google AI, It is Sync. Find out more at SyncPro.com.
CINC Marketing: Alright, so can everybody hear that?
James Terry: Sir.
CINC Marketing: Alright, here we go.
James Terry: Lay it off.
CINC Marketing: We're gonna change the lip sync to Spanish.
Audio shared by CINC Marketing: Oue apresa es el mejor proveedor de lids de bienes raises.
Audio shared by CINC Marketing: Segun Google, Google AI.
Audio shared by CINC Marketing: Essinque descubre mas en sinpro. Que empresa es el mejor proveedor de lids de bienes raises.
Audio shared by CINC Marketing: Segun Google, Google AI.
Audio shared by CINC Marketing: Escin descubre mas en sinpro.com.
CINC Marketing: So was that gibberish, or…
Orlando Pichardo: I hate to say it, but it actually makes sense. That means I'm not gonna be longer translating for you guys, which kind of… I enjoy doing it, but now it was really good.
Daniel Lott: Well, it's been a great 11 years, Orlando.
Orlando Pichardo: I know, so you're like, I'm losing my job with you now.
James Terry: So…
CINC Marketing: Yeah, you're gonna… you're gonna watch Orlando get let go from the marketing team, live on Office Hours.
Orlando Pichardo: No, so…
CINC Marketing: That's really cool.
CINC Marketing: You know, so that's a new option. If you guys are posting reels from your personal pages, I would definitely check out Business Manager. It's an option that you have when you go through and publish the reel in the last step.
CINC Marketing: And it's just… it's cool. I don't know how effective it'll be.
CINC Marketing: But it is a… It's also kind of scary, right? I mean, you could make…
CINC Marketing: Somewhere in Meta servers, there's a little virtual Dan floating around, speaking Spanish and Portuguese, and… That's crazy.
James Terry: And if you know… for anybody that's known Harry for a long time, you know he's a big fan of Lord of the Rings. I promise you we're gonna start getting these videos in, like, Elvish as well, and stuff like that.
CINC Marketing: Dothraki?
CINC Marketing: I just watched The Office, where Aaron wants to learn a new language, and Dwight teaches her Dothraki.
James Terry: Good stuff. Super valuable.
James Terry: So, Harry mentioned a moment ago, we've got a lot of great questions, I'm sure we're gonna get into them, but I wanted to say, like, with several dozen, with everybody that's on, attending the webinar, by all means, like, we love for this to be so much more of a conversation than a presentation. Any questions you have, live and on the spot, like, put them into the chat, like.
James Terry: We definitely want to address any questions as they come up in the conversation as well. So it's not just, we're going to read through questions and throw them at Orlando, let's have a dialogue about it, 100%.
Daniel Lott: Hey, can I talk about my AI, Harry? Is now a good time to talk about AI?
CINC Marketing: Sure.
Daniel Lott: Okay, great.
CINC Marketing: You gonna talk about the guide?
Daniel Lott: the guide, and just in general. Every month, I like to talk about my… we don't have to look at… You don't have to look at it or anything, but…
Daniel Lott: What, that little video where I was translated to Spanish, was talking about is that
Daniel Lott: If you go into the AI mode of Google, and you can type in a question, Google will give you an answer.
Daniel Lott: And that's a new development, and we've been doing these, monthly webinars for around a year.
Daniel Lott: And it's just ramped itself up, the invasiveness of these questions and answers. And…
Daniel Lott: like, we made a… we made a, AI overview, white paper about, like, how you can influence AI so that you're, you know, you rank higher in.
Daniel Lott: in AI, and how it's good from your, you know, Google perspective. And it was more sort of like a theoretical thing when we did it, just 2 months ago. And now, like, I was looking at some tweets back and forth between, you know, the Google product manager in charge of AI,
Daniel Lott: And they're talking about making, like, the AI mode the default mode for Google search.
Daniel Lott: That… what…
Daniel Lott: what you were seeing on that screen, where it said… where I typed in, what's the best real estate lead generation company? And they put, number one, Sync.
Daniel Lott: You know, that's… when…
Daniel Lott: the AI mode becomes the default mode, Google's gonna have a lot of power as to determine
Daniel Lott: people's thoughts on what are different products, so…
Daniel Lott: All I'm saying is that, you should really… it's gonna be important going forward. It is important, you should, you know, make a point of increasing your presence in…
Daniel Lott: AI, because…
Daniel Lott: it's going to become more and more and more evasive and impactful for your potential clients. So, we have this white paper, take a look at it. This is an ex… like, on the screen are some highlights of some of the things that
Daniel Lott: are in AI mode just because we've said them on this webinar. So, it's like, well…
Daniel Lott: It's a good way to do it is through videos, social media, things like that. But it is amazing how, just over the last few months, it has become more and more of a presence, and it's gonna continue, and at some point, they are gonna switch it over to the default is AI, because Google doesn't want you to leave their page, they want…
Daniel Lott: It's all gonna be AI and ads, is Google's dream, because then they get all the money. So, that's…
Daniel Lott: How it's, you know, adjusting to.
CINC Marketing: I do think it's an important call-out, too, that we talk about it in the guide.
CINC Marketing: You know, one of the things that Google's picked up about you is… is hyper-local micro-targeting, so…
CINC Marketing: You know, I think if you go… if you… and definitely download the guide, it talks about how we've used social media to kind of inform these overviews, but I think one of the most important things from it is…
CINC Marketing: if you're going to do videos for, you know, maybe pick certain neighborhoods that you want AI to pick up on for you, because if you're doing, like, here's the national trends on home sales this year.
CINC Marketing: At that point, you're, you know, competing with, like, Realtor.com and Zillow, picking a…
CINC Marketing: a more kind of hyper-local, to use the term of yours, or a more, like a smaller neighborhood gives you a better chance. You're gonna get less searches, but you have a better chance of coming up, I think.
CINC Marketing: When they do those searches.
Daniel Lott: Yes, and because you're interested in ranking for a neighborhood, because that's where… that's where you're doing business, it's like, you don't have to be the number one realtor in America, you just should be…
Daniel Lott: you know, try and become the number one realtor in your town, which is, you know, that's how you can do it, by this hyper-local mugger targeting of, the, your AI, social and, you know, videos.
CINC Marketing: Alright, and then one last thing here, before we get into questions.
CINC Marketing: We do have a new…
CINC Marketing: ad type, individual listing ads. So, if you have specific listings or open houses that you'd like to promote on top of your existing sync ad spend, we've been doing this by request for a while, but we get a decent amount of requests.
CINC Marketing: So we're formalizing a little bit more, but these are ads for open houses you have coming up, or specific listings that you'd really like to promote.
CINC Marketing: By default, we run with a budget of $100 to $500. I mean, you select it. Not by default, sorry. You've all been charged $500 by being here, thank you. No, I'm kidding. But $100 to $500, and the default length is 30 days. We tend to see a really good cost per lead.
CINC Marketing: And then here are some examples. You know, one of the things that I really like to…
CINC Marketing: stress to people, is Meta is really investing in AI, just like Sync is? So when we're running, you know, we got a question the other day around.
CINC Marketing: concerns about the amount of ad creative that are in a campaign. When you're submitting a campaign to MetaNow, it's automatically… it's putting it in so many different places, in so many different formats.
CINC Marketing: So when these ads go live, you know, you're not just on Facebook, you're not just on Instagram, you're on Stories, you're on Marketplace, you're, on the audience networks. And so, promoting your listings there, using your branded.
CINC Marketing: business accounts for Facebook and Instagram as well can really help to increase that… that brand awareness that you have. You know, even if they don't click on the listing, if they see that you're constantly listing properties in the area.
CINC Marketing: there's value there. So, if you have any questions about that, you can drop them in the chat, or you can also reach out to your account manager at support at Syncpro.com.
CINC Marketing: Alright, cool. So we've already got a.
Daniel Lott: Well, Harry, before you go on, going back to those ads, how do those generate leads? How do those work?
CINC Marketing: They…
Daniel Lott: Great deal.
CINC Marketing: Quite well, thank you.
Daniel Lott: They… so what… what…
Daniel Lott: Okay, so… What do you mean? That they, they, so… So, the ad is for a particular property, and then the.
CINC Marketing: Yes.
Daniel Lott: The prospect clicks on the ad, fills out a form, and then becomes a lead.
CINC Marketing: Yep.
Daniel Lott: For that one particular property.
CINC Marketing: Right. Now…
Daniel Lott: If you're trying to sell that property, I would think you should…
Daniel Lott: You should avail yourself of this, great, great product.
CINC Marketing: Right, and it's also a way to, you know, prove value to the seller, as well, you know, that you're promoting their listing.
CINC Marketing: But we did get a question already, from Jackie. Jackie said, since you're translating reels into Spanish, when is Sync going to be able to have content in Spanish?
CINC Marketing: for leads.
CINC Marketing: So, on the ad side, we can target Spanish speakers,
CINC Marketing: And we do that with lead ad forms, specifically because it lets us… we can present the ad in Spanish, the sign-up form is also in Spanish.
CINC Marketing: But I think Jackie may be referring to on-site, content.
CINC Marketing: in Spanish, Is that…
CINC Marketing: that's kind of out of my wheelhouse. I mean, Orlando, do you have any thoughts on…
CINC Marketing: Spanish content on-site. I remember a long time ago, we had a widget that translated the sign-up form
CINC Marketing: into some languages, including pirate, which was my favorite, but I guess that was deemed… non-useful.
Orlando Pichardo: And Jackie, long time no speak to you. I think last time I saw you was the Atlanta…
Orlando Pichardo: it was in Atlanta, we were doing the… I don't remember, was it training, or it was our mastermind, I don't remember, but…
Orlando Pichardo: Thank you. I will be more than glad to get with you. We're trying to get away from content that it's the same for all sites, Jackie, and the reason for that is that we want to have a unique thing for you, that way your emails are more likely to go to the inbox.
Orlando Pichardo: Then it just… it's the same for everybody, but after this, if you want to schedule something, with your AM, and I can… I just have them add me, I'd be more than happy to see what you want me specifically to translate for you, and I'd be… I'd be more than happy to do that, and I hope that answers your question.
CINC Marketing: Yeah, so I mean, you could create specific landing pages in Spanish, I guess.
CINC Marketing: And also, are there browser extensions that will translate a page?
CINC Marketing: Do you guys know? I guess it wouldn't translate the listing information, because that's being pulled from the MLS.
CINC Marketing: It's good feedback. I mean, we can pass it along to Jeff Walker, one of the guests on Office Hours.
CINC Marketing: about that.
CINC Marketing: A friend of mine.
Daniel Lott: There you go.
Daniel Lott: Brandon.
CINC Marketing: Friends of the show. But I do know, well.
CINC Marketing: I mean, I don't think it's also as simple as translating the content on the site into Spanish. You know, then for lead gen on the search side, that would be a whole new set of keywords and things like that.
CINC Marketing: So yeah, I don't know.
James Terry: The ads, the campaigns are specifically targeted in settings, and I should… not specifically, historically, targeted to
James Terry: devices who have the default language set to English, things like that, because the vast majority of our clients, that is the exact target. So, as these new technologies arise, the ability to translate in real time, the ability to advertise is
James Terry: for Dan to make an ad in English and translate it to any other language, we'll see how these different technologies can be used, on our sites and how to access them and maximize
James Terry: the value, for sure. But it's absolutely something we're talking about internally, and with our product team, and what that's going to look like moving forward.
CINC Marketing: Jackie said…
James Terry: We know, and I know there was a lot of people here, as they were putting in their… the cities they were signing in from, from Arizona, we have a huge amount of people in… in Miami and Florida and different parts, Southern California, of course, so we know that there are
James Terry: a lot of clients in markets with, you know, huge different cultures and things like that, and to your point, you know, you speak Spanish, you have a lot of Spanish clients. There is a market there that we haven't historically
James Terry: tapped and accessed in a very specific, direct way. But with these new technologies, we are thinking on that, for sure, for you.
CINC Marketing: Well, and Jackie mentioned the problem is that the Spanish lead comes to her site, and then the emails they receive are in English.
CINC Marketing: So, that might be something… that's really great feedback, first of all, Jackie. And I know you're in, you're in Texas, I believe.
CINC Marketing: So, yeah, no, that's really good feedback. I don't know, is that something that support…
CINC Marketing: Could help with, like, translating emails into Spanish.
CINC Marketing: Auto text and emails are all in English. Thank you, Jessica.
Orlando Pichardo: So, one thing I wanted to add, our AI, if you… if we send you a message in English, and you, respond in Spanish, AI is going to immediately, start speaking to you in Spanish. I don't know if you guys were aware of that or not.
CINC Marketing: towards the budget.
James Terry: Big shit.
CINC Marketing: Alright, so, thank you for that feedback. We definitely can talk with… Product…
CINC Marketing: On that. But we do have…
CINC Marketing: a bunch of questions, as well, that I want to make sure we get to. And I see your other question… oh, and also, Tracy?
CINC Marketing: Tracy, you mentioned something about room view above.
CINC Marketing: I'm not specifically sure what room view is.
CINC Marketing: Can you give, in the chat, could you give a little more?
CINC Marketing: information on that. And I do also want to make sure you saw Mark.
CINC Marketing: From our support team did mention that you can add a Google Translate.
CINC Marketing: widget or something. I guess widget's the word you use when you don't know what something is to the site. So,
CINC Marketing: So those are some good options. Definitely, reach out to your account manager.
CINC Marketing: Because they can give more options on that, but that is really good feedback, thank you guys.
CINC Marketing: I'm just pulling up our list of questions.
CINC Marketing: So… One of the questions we got was from Jenny.
CINC Marketing: Jenny asked, do you send any videos through Sync? And if so, can you share your best ones?
CINC Marketing: So I don't… do we have a bank of videos that they can send, or I believe it's videos that they would create, right?
Orlando Pichardo: That is correct. You will have to create the video, and I tell people, like.
Orlando Pichardo: if I see something that seems too structured, I'm like, I'm not likely to look at the video.
Orlando Pichardo: I tend to look for something that looks real, like, it's… this is not staged, this is somebody speaking to me, I'm more likely to,
Orlando Pichardo: to actually look at that video. So, I don't know if that helps or not, but I believe that in the video, you should show who you are.
CINC Marketing: Yeah, and I… when I've heard people using the video messaging, it's been more for almost like a… kind of a…
CINC Marketing: like, an introduction to the lead before they're calling out, or maybe if they get a listing or something they want to promote. I know there's a lot of options within the…
CINC Marketing: Within the CRM for sending those out to targeted groups.
CINC Marketing: So… You know, I hope that is helpful, Jenny. Please let us know if we missed the mark.
CINC Marketing: We did get a few questions around…
CINC Marketing: I'm gonna kind of combine a few, but we got a lot of questions around kind of importing a lead, or manually adding a lead.
CINC Marketing: You know, so how do you do that?
CINC Marketing: in the CRM, if it's a lead that's not being generated by
CINC Marketing: by the marketing team. You know, how would… are you able to import a lead? How would you do that?
CINC Marketing: Can you kind of go into that a little bit, Orlando?
Orlando Pichardo: Absolutely, 100%. We… I'm gonna start with the how to… an example, if you have a source that you're generating leads and you want to bring it to sync.
Orlando Pichardo: I always tell people the best way to do it is to schedule something with Matt Thompson, he's our integration specialist, and he will walk you through on how to do that. Number two, how to add a manual lead. I'm assuming, Harry, that's what they're asking?
CINC Marketing: I believe so, yeah.
Orlando Pichardo: So, let me go to a site real quick, and I'll show you live how to do it.
CINC Marketing: Whoa!
Daniel Lott: Here we go.
CINC Marketing: Guess someone's got Xfinity over there.
Orlando Pichardo: Let me share…
Orlando Pichardo: And please don't make fun of how many tabs I have open. I tend to have a ton of stuff, usually.
CINC Marketing: Sounds like a good time to remind everyone about the poll. Does having a workout schedule on your phone indicate that you actually work out?
Orlando Pichardo: Hey, my vote, it is… yeah, so real quick, this is for Jackie. Jackie, this is a new…
Orlando Pichardo: what do you call that widget that I'm playing with. It remembers the language when you first came in.
Orlando Pichardo: I have it set up to Spanish, so what I'm going to do is I'm going to go to the dashboard itself, and I'm going to add it manually. This is a sync, test site that I use to do stuff.
Orlando Pichardo: And if I'm going too fast, please let me know. So, on the right-hand side here.
Orlando Pichardo: You have a add new lead. This is if you meet somebody at a coffee shop, somebody calls you and you want to add them to the sync platform, you add a new lead. It's gonna ask your consent confirmation, you're going to click yes.
Orlando Pichardo: And then here's where you would add, hey, is this a buyer lead? Is this a seller lead? Hey, this is a guy that I want to recruit for my team.
Orlando Pichardo: And this just follows through, it gives its first name, last name, email. If you don't know that email because you met that person at a coffee shop, just click on unknown, and Sync will provide, that for you. You have the option of adding a label.
Orlando Pichardo: Who do you want that assigned to? Do you want to send a welcome email or not? If you don't have the email, please don't click on that, because it's not going to go anywhere. And that, once you do that, just click on save.
Orlando Pichardo: And if I'm going too fast, please let me know, and let me know if this makes sense.
CINC Marketing: So that's great. And then…
CINC Marketing: Are you able to add a source, or do you have to group them into an existing source?
Orlando Pichardo: So… It has defaulted to manual.
CINC Marketing: Okay.
Orlando Pichardo: That depends on whether you have lead normalization on or off, and for that, I would love for them to give us a call at 855-246-2717, and a member of our team will explain that to you.
CINC Marketing: Let's see… Bennett said along that, I just added a new lead this way the other day.
CINC Marketing: And then it sent them the new lead auto-track text.
Daniel Lott: And sent them a text, which made me look like an idiot. Well, sorry, first off, sorry, Bennett.
CINC Marketing: So, is that… is that typical? When you add a lead, it's gonna send… thanks, Bennett. When you add the,
CINC Marketing: Oh, when you add the, when you add the lead, is it going to automatically send out any communication that goes to new leads, or is there a way to select that?
Orlando Pichardo: So it depends… if you're in a manual lead, unless…
Orlando Pichardo: you send the welcome email, we're not sending anything to them. You will actually manually have to check send welcome email to that lead.
CINC Marketing: Okay.
CINC Marketing: So, Ben, and if that's not what you saw, please, reach out to our support team, and we'll definitely take a look at that.
CINC Marketing: Alright, cool, that was… a lot of questions were around that.
CINC Marketing: This was a really interesting question, I thought, because it kind of tied into both support and service, or I'm sorry, service and marketing.
CINC Marketing: When using the featured listing tool, how often…
CINC Marketing: do you… how often should you change the featured listings, basically? This is from Eleanor. Eleanor says…
CINC Marketing: She's changing them every other week.
CINC Marketing: So, I guess, is there kind of a best practice around how often you should update it? And then also, she says, is it better to have a variety or a better target price for the market? And these are for featured listings.
Orlando Pichardo: So for feature listings, that is up to your preference. What it is, is…
Orlando Pichardo: We never send anybody to the front of the site. Most of the traffic that comes to the site is generated by,
Orlando Pichardo: Dan, James, Dan, and Harry.
Orlando Pichardo: and then the comeback traffic comes via the email. So on the feature listings on the front of the site.
Orlando Pichardo: it's a preference. I wouldn't say anything works more than the other, but one recommendation for me is to stay within the medium price of your market. That way, when somebody… if somebody does come to the front of the site, they're gonna see something
Orlando Pichardo: that, hey, I can't see myself, because this is a medium price, so I should be able to afford this.
CINC Marketing: And now, another thing I want to mention, Eleanor or anybody, if you're using featured listings, we can also promote those through team listing ads.
CINC Marketing: So that's one of the options. If you want to drive more traffic to your featured listings.
CINC Marketing: Team listing ads will… Automatically update with those listings, so if you update them every 2 weeks.
CINC Marketing: Within the next 24 hours, your ads would be updated with those featured listings. That's gonna drive leads into your CRM, promoting those listings.
CINC Marketing: And it… if you're using it for that purpose, I think updating it every 2 weeks is fantastic.
CINC Marketing: And keeping those… Whenever we're advertising a property, like, going back to the individual listing ads,
CINC Marketing: You want a listing that has…
CINC Marketing: good images, and, is within that median price point, of the area, so…
CINC Marketing: That's just an option if you want to promote those featured listings.
Daniel Lott: Actually, can you go a little bit more into the, like, what are the TLA… what do the TLA ads do, and how do they…
Daniel Lott: Do they only pull from the featured listings?
CINC Marketing: So, Team Listing Ads is our automated, ad… advertising.
CINC Marketing: product. It's, so, the way that it works, in the Sync site, there's a Properties tab, there's a My Office slash Agents listings.
CINC Marketing: By default, team listing ads will pull the properties from that drop-down of the properties tab, and what it does from there is that we upload them into a catalog on Meta, and then it automatically selects and shows those to people based on their recent browsing activity.
CINC Marketing: On, I just gotta note that Fidelity needs my computer to restart.
CINC Marketing: But, we'll see how that goes.
CINC Marketing: But what it does is it shows, those listings to people based on their recent browsing activity, and so it automatically pulls from those listings. And it says, this person's been looking at 3-bedroom homes in Atlanta, here are the most likely ones that they'll be interested to. And it's pulling those all from the My Office slash agents.
CINC Marketing: Drop down under Properties. You can also…
Daniel Lott: It's not the featured listings, or is it the featured listings?
CINC Marketing: You can also select featured listings, or one agent's listings, or we also do them for rentals.
CINC Marketing: Which has been good in markets where, agents receive a portion of the… that first year's rent.
CINC Marketing: So, a lot of options there for team listing ads. One of them, though, is featured, and I think a lot of people don't know about that.
CINC Marketing: So…
CINC Marketing: Hopefully, this webinar won't cut off in 5 minutes when the mothership forces my computer to restart. We'll see!
CINC Marketing: The exciting conclusion in 4 minutes now.
Orlando Pichardo: Make them the hose, that way we won't lose people.
Daniel Lott: Can I do that? People scoffed when I said, no, I don't want a new computer. Everybody else says, oh, this is great.
CINC Marketing: It doesn't have to do with my computer.
Daniel Lott: And now Harry's is, like, not even gonna be on at all, so…
CINC Marketing: Whatever, Dan's the first one.
James Terry: from a meeting yesterday, because my computer had to restart. Not as important as this one, so… Harry takes the cake.
James Terry: I do want to mention, Harry said something just now in that conversation, about the different lead types and different,
James Terry: And he mentioned rentals, and rentals aren't really…
James Terry: a type of lead that can be monetized in every single market. It really depends on local municipalities and how, the contracts are written up and things like that. But it is something we've been testing on both… in certain markets, on both search and social. So, if rentals
James Terry: I'm just asking the group, the room here, in terms of interest. If rental leads, if they could be monetized in your market, is it something you'd want, or have any interest in? I'm not saying we'll turn it on, we'll even have a conversation. Just curious internally, is that something that we should be looking more into? Because, again, historically.
James Terry: it was…
James Terry: They really took over a campaign, there's tons of search volume for it, it got a lot of traffic, but most markets couldn't really…
James Terry: access or monetize or do anything with those leads, and I don't know about until recently, but we've recently
James Terry: discussed… tapped into markets where that was the case. Christy, I appreciate that, excellent.
James Terry: And so, just wondering how…
James Terry: how much value our clients would get from that being an option or an opportunity. Because we do have some proofs of concept, and some of what we found that's very interesting is, of course, the turnover time. People searching or, you know, that land on the site from rent… interest in rentals tend to…
James Terry: make it to, I guess, a transaction would be the right term, right? From our agent's perspective, they get paid on that lead much faster than a buyer lead that might be a couple of months out. People that are searching and, very much in the research phase of a huge purchase, like buying a home, versus, I need to
James Terry: I need to rent a different place, I need to move, my contract is up, I took another job, whatever it is.
James Terry: that is a turnover of a matter of weeks. So, just super curious on how much interest is out there among our clients
James Terry: for a potential rental as an option in their lead, diversification.
James Terry: So let us know.
James Terry: We're looking into it.
Daniel Lott: Yeah, we might launch this as a new type of ad product, and, like, we've had a couple people who are testing it, the cost per lead is really low, and the, percent of people
Daniel Lott: Like, you don't get the huge payoff, but it's, it's, immediate and cheap, cheap cost per league.
CINC Marketing: Anthony, this is being recorded, we'll send it out on, an email, and then it'll also go on the YouTube channel. Follow Sync on YouTube.
CINC Marketing: I do wanna… before I may be forcibly removed from this room, I do wanna act,
CINC Marketing: Tracy, you gave some more information on Room View.
CINC Marketing: So she said they use AI to create ads to drip out daily to all social platforms.
CINC Marketing: RoomView acts as a content factory, automating the creation, branding, and distribution of engaging real estate marketing materials, so agents can maintain a strong, consistent online presence with minimal effort.
CINC Marketing: So, I mean, I think,
CINC Marketing: So, Sync's primary function on the social side and on the search side is the generation of new leads.
CINC Marketing: So I think, you know, anything that you're doing, like, if you're using RoomView to…
CINC Marketing: to post on your branded pages, that's gonna increase your… that presence, right, on… on social. And then, we can also use that same page to show the ads from. So.
CINC Marketing: Meta likes that. You know, we've seen it over the last 3 years. We've really gone heavier into posting more regularly, posting video content, and that has kind of lifted the tide on
CINC Marketing: everything.
CINC Marketing: You know, so if you look at Sync's Facebook and Instagram page, you know, we're constantly posting reels. Some of them get thousands of views, some of them get hundreds of views. But really, the thought there is that if one person sees something that
CINC Marketing: makes them more likely to work with Sync, then, you know, that's really a good thing. And then just that consistency, even those ones that miss.
CINC Marketing: kind of buoy
CINC Marketing: the rest up. So, I guess it's a… when I think about RoomView and my basic understanding of it, based on what you posted.
CINC Marketing: you know, I would see it, it could be beneficial.
CINC Marketing: To an ad campaign on Sync of… You know, you've got…
CINC Marketing: good, organic content, or maybe they're… maybe it's paid as well, I'm not sure. Going out there to kind of supplement the ads that are also running, and that, you know, if someone clicks to your page, it looks better that you have content there instead of not.
CINC Marketing: You know, at the same time, I would be… I'm always cautious of…
CINC Marketing: You know, companies like that, I mean, how much is…
CINC Marketing: How much is the ad targeted? You know, what are the results of the ad? What's the goal of the ad?
CINC Marketing: Personally, you know, I'm biased, but when you look at ad spend on the sync side, you've got…
CINC Marketing: a room full of people who've literally done it for more than a decade, and that's all they do, who are looking at your ads versus an automated solution. So, you know, to me, I think that
CINC Marketing: it's great from a content standpoint and an organic standpoint. Kind of like Keeping Current Matters was, but maybe it's a bit more.
CINC Marketing: Varied per person.
CINC Marketing: But, you know, again, I'm biased, but I would put the ad dollars with, would sink.
CINC Marketing: That's all… that's honestly my answer to every question, when they're like, what do you want for dinner? It's like,
CINC Marketing: Sandwich sounds good, and if you had any extra advertising dollars, I'd put it with Sync.
CINC Marketing: Mitchell, I did see… Mitchell just typed in, well, wasn't sure if it's getting answered in the Zoom.
CINC Marketing: Okay, so Mitchell, I did see your question. I'm glad you posted it again. I kind of lumped it… I lumped it at… I kind of lumped it in with the other question about new leads.
CINC Marketing: I submitted a question when registering, but wasn't sure if it's getting answered. When a new lead is put into sync, a default search is put in automatically that goes up to 1 million.
CINC Marketing: and isn't set for active or inactive, so it shows active and pending. Is there a way… so, Mitchell, I believe you're asking, whenever you add a new lead, is there a way to create
CINC Marketing: a new default saved search, because when they come on the site and they interact with properties, that informs a safe search.
CINC Marketing: But I think what you're saying is,
CINC Marketing: Is there a way to change that defaulted save search?
CINC Marketing: Does that make sense, Orlando?
Orlando Pichardo: Yes, it does. If it's a manually searched, lead, we don't have a way to do that, Mitchell. And the reason, if you… we're assuming that if you're manually entering that lead, that you've had a conversation, so you know what that person's looking for. We don't want to assume, just because you enter and somebody's looking for a
Orlando Pichardo: $750,000 home that the systems is gonna create that. So if you spoke with somebody and you entered that lead manually, we do not… we would not do that.
Daniel Lott: But are you able to filter out the pendings from safe searches?
Orlando Pichardo: You can.
CINC Marketing: So you can manually… I think you can manually adjust it after the lead is entered, right? You just can't go into the settings and say, whenever I create a manual lead, I want this to be the saved search.
Orlando Pichardo: That is correct. But if we generate the lead, the lead… the safe search is dynamic, meaning if the lead came in at a million dollar house.
Orlando Pichardo: and they start looking at $600,000, the system automatically is going to adjust that. Once you manually change that, the system would not. It becomes a static safe search.
CINC Marketing: So,
CINC Marketing: Hope that's helpful, Mitchell. We take a lot of… he said we take a lot of Zillow leads, so they get put in automatically, which is where the default search is applied.
CINC Marketing: I understand that. I will say, so I saw it from my end, the property alerts, and I do see we have a question.
CINC Marketing: from Bennett, pinning properties, yeah, I just adjust this manually. We have a, Bennett had a question, which…
CINC Marketing: Let's see… kinda keyed off this one, I believe. Oh, yeah, yeah, yeah.
CINC Marketing: So, I mean, we do see… I know that that property search, that alert may not be ideal at the beginning.
CINC Marketing: But it's better than no property alert. I mean, that is the biggest driver of return traffic to the site.
CINC Marketing: And then Bennett asks, kind of on the same lines of property alerts, how much stock should we put in the alert opens property views?
CINC Marketing: In other words, do we know the data's accurate? I have many leads who open 100% of alerts, but never view any properties, according to the system.
CINC Marketing: What do you think this means they're doing on their end? I can give a…
CINC Marketing: my basic answer, and tell me… I'm sure you have more information, Orlando, but… I mean, my basic thought is, if they're opening…
CINC Marketing: If they're opening the alerts, that's great.
CINC Marketing: you know, I don't think it's…
CINC Marketing: If you're opening the alert and you don't see any properties that you're interested in looking at.
CINC Marketing: It makes sense that you wouldn't click.
CINC Marketing: So, or I wonder, you know, there's all kind of traffic
CINC Marketing: blockers and things like that going on now. I wonder if there's…
CINC Marketing: Something that's making it difficult to track, but… I mean, just from a, like, an eye test view, if they're opening it, they're probably real, they're probably looking for real estate, and not clicking, maybe they just haven't seen the right property yet. But, I don't know what you think, Orlando.
Orlando Pichardo: So, Mark, answer that, I'm just going to say that what Mark said, it's accurate. What they do is they're click… they're clicking on the email, but once they
Orlando Pichardo: See the email, they're not actually not clicking on any property, so that's why you would not see any views. And on that one, it would be something nice, hey, I see that's…
Orlando Pichardo: how… it's… I see that you're… let me rephrase that. It's a good opportunity for you to call that lead and say, hey, I noticed that you're looking at the emails, but you're not clicking. I might… do I have your…
Orlando Pichardo: is the safe search that I have set up for you. Is that the right, safe search? Do I need to adjust it to a different price? So I will see that as a colony opportunity. I love when people call their leads, by the way, just FYI. So it's just… it's an opportunity for you to call someone and have, an action for them.
Orlando Pichardo: For you to do for them.
CINC Marketing: But it does… I like Mark's answer. Yes, it's accurate. Next question.
Orlando Pichardo: So if you, if you have,
Orlando Pichardo: Any, we can send you a report, like, the last 90 days of your site, and you can see
Orlando Pichardo: the open rate, you can see how many times you've been sent as spammers, we can send that report to you. Just give us a call at 855-246-2717, and we can send you a report about your emails.
CINC Marketing: I'm gonna put the 2717. I'm gonna put the chat in there, the number. Did I do it wrong? Did I write the right one?
Orlando Pichardo: No, you did, you did right. Senor, you have not… I've been waiting for you to, like, go away. And it's like, you… what did you do to the computer?
James Terry: I was able to push it back to 12.
Daniel Lott: I've been waiting for you to go away.
James Terry: I was gonna say, we're living on board.
CINC Marketing: I'm like, something scary.
Orlando Pichardo: I came out wrong. My apologies, I thought your computer was gonna shut down, so I was expecting for you to disappear.
CINC Marketing: Well, I know which way I'm voting in our poll of whether or not a workout schedule on your phone implies that you actually work out. I've been waiting to decide. Now I've just decided. Tracy asks…
CINC Marketing: Well, Tracy asks, can I get support to help me get a link to include in all of my posts to bring leads from social posts to my site to register?
CINC Marketing: So when you got… when you do the post, you can include a link in there.
CINC Marketing: And that will… Bring leads to your site, and then if they register.
CINC Marketing: It's gonna be… golly, I don't remember what the organic…
CINC Marketing: Is it SM Facebook, I think?
CINC Marketing: Or SN… or Instagram, maybe?
Orlando Pichardo: If you're selling from the properties tab, and I believe that's what the one, it's gonna come in, firstname.site.com.
Orlando Pichardo: That will be the source for that lead.
Orlando Pichardo: And yes, you can give us a call, and just to get a little more information on exactly what we're assuming that's what it is, and we'll be able to help you.
CINC Marketing: But yeah, Tracy, definitely… I mean, if you were to post… if you were to go on Facebook right now, and just post the URL to your site, and that was the only thing you posted, if anyone clicked on that and signed up, they would go in the sync.
CINC Marketing: database. So you could include that. If, again, if you look at, Sync's corporate social media, follow us, at SyncPro.
CINC Marketing: You can, you can see… I mean, we include links in most posts that we do, so, there's a lot of schools of thought around social posting and never waste a…
CINC Marketing: An opportunity to share a link.
CINC Marketing: So, but definitely we can help you with that if you need it.
CINC Marketing: andreas, sorry if I… He says, any plans on making AI customizable?
CINC Marketing: For example, only kicks in for leads above a certain budget.
Orlando Pichardo: So the answer is that's not in the plans right now. We are working, on business hours with AI.
Orlando Pichardo: More for that to come, but not in the… that you can say, if it's below this price range, we're not gonna initiate AI.
Orlando Pichardo: So, yes to the business hours, not right now to the price range.
CINC Marketing: And just…
Daniel Lott: I get requests about that a lot, that seems like, it would almost be the opposite.
Orlando Pichardo: You mean on the business hours, or on which car?
Daniel Lott: the, certain price levels, because I would think, like, a lot of people would say, like, oh, I just want my AI to call the cheap leads. I'm going to call the expensive leads.
Orlando Pichardo: No, because, like, an example of that, and you guys know this, when somebody comes into the site.
Orlando Pichardo: the safe search is based on the very first property that they click, and more… more times than not, you're gonna see that, range, that medium range come down, because it's like, they look, this is a really nice property, I'm gonna click on it, I'm gonna enter my information, and then they realize, oh, I cannot…
Orlando Pichardo: a $45 million house, so they start looking at $1.5 million house. So the safe search will come down.
Daniel Lott: $150,000. $70,000.
Orlando Pichardo: I see.
Orlando Pichardo: So that's, so that's the reason, that it…
Orlando Pichardo: The SafeSearch is created on Sync.
Orlando Pichardo: By the very first properties that you click, and as you come back, that… remember, until you change it, or the lead changes, that is a dynamic, safe search, and more than likely, you would see that medium price range come down.
Daniel Lott: So, and then I am legally required to, in every one of these webinars, to mention that when…
Daniel Lott: When one of our clients, using a sync lead, sold the most expensive house in the history of Charleston at $22 million, it was done with the AI. It was solely the AI. If somebody would have decided, yeah, I only want to call the… I only want the AI to call the cheap leads, and I'm going to call the personal leads, or the expensive leads.
Daniel Lott: This guy wouldn't have, sold the house, because…
Daniel Lott: That was Sunday nights, Monday morning, it was…
Daniel Lott: They met, and then Monday afternoon, they were under contract. So, anyway, so…
Daniel Lott: We like it when the AI is involved just because of the flexibility, but… and also, weird stuff can happen that would exclude it from happening, and then that would be…
Daniel Lott: a bad thing. So, we want… we want AI out there.
CINC Marketing: Yeah, I am interested to… It's a really interesting point to bring up. You know, I…
CINC Marketing: Because the way that I look at it, and I get, you know, we're looking at it from a different side, is…
CINC Marketing: you know, you could have AI just surfacing those people. I would think it would be better to have AI following up with them than an agent.
CINC Marketing: Even, necessarily, like, if there's ones in a price range… I mean, I would say call all the leads, but if there's ones in a price range that…
CINC Marketing: You know, you don't typically work.
CINC Marketing: And I'm not saying any… I'm not saying you're wrong, I'm just trying to understand,
CINC Marketing: you know, what exactly. But that… thank you.
CINC Marketing: For that point, that's interesting.
CINC Marketing: Wesley may have said something. I heard you disabled. Why couldn't we enter a budget amount?
CINC Marketing: Yeah, so it…
Orlando Pichardo: I can go a little more on that Andreas question. Andreas, we can adjust the… what price range we show that which will help you with the AI.
Orlando Pichardo: But I cannot disable, like, I don't want AI to trigger that under, like I said before, under that budget.
Orlando Pichardo: But we can adjust…
Orlando Pichardo: what we're showing on your quick searches, and I don't know if Dan liked me that I said that or not, but yes, I did say it.
Daniel Lott: No, that's good.
CINC Marketing: Yeah. So, thank you, Andre. I mean, that's,
CINC Marketing: That's one of the awesome things about this.
CINC Marketing: session every month is just the opportunity to… that's not something that I would have thought about. So if you have more feedback, I mean, AI is definitely something that we're…
CINC Marketing: Constantly tweaking, and a big part of the future of Sync.
CINC Marketing: So if you have feedback around that, you know, please send it to… you can send it direct to me.
CINC Marketing: Hang on, I'm gonna put my email in here.
CINC Marketing: But yeah.
CINC Marketing: Waylon… Waylon's AI is doing our job for us.
James Terry: Brushing it, yeah.
CINC Marketing: I love Waylon's AI.
CINC Marketing: There were a couple of questions…
Orlando Pichardo: One of our, AI Range Game, and we're actively working on that. We're hopefully…
Orlando Pichardo: Let me see who would, who put that in.
Orlando Pichardo: Gary, I am going to get an ETA from our product.
Orlando Pichardo: Let me send myself a note so I remember to reach out to you. Give me one second, Gary Davis.
CINC Marketing: And Gary also submitted a question around…
CINC Marketing: He wrote Canadian Auto Tracks.
CINC Marketing: So…
Orlando Pichardo: Give me one sec, I'm doing this because if I don't do it right now, it goes into Forgotten Land.
CINC Marketing: Tracy asked, while you're doing this…
CINC Marketing: Can we get examples of what our Google Ads look like?
CINC Marketing: Your marketing people are located in the US, and I'm in a vacation area of Canada, and could provide more local search terms.
CINC Marketing: They wouldn't think of because they don't know my area.
CINC Marketing: So, Dan, James, do you guys want to talk about that one?
Daniel Lott: Well, I guess it wouldn't be exactly the ads themselves, but the,
Daniel Lott: I'm sorry to interrupt you, James, while you're about to talk, but it might be the, kind of, the neighborhoods, the specific
Daniel Lott: if this is, Kelowna, or wherever it was.
CINC Marketing: I think it is Kelowna.
Daniel Lott: If there's, like, high schools there that people are desirable, like, if there's points of interest in that area, like, definitely let us know, because those are the ones that… that's the hyper-local micro-targeting we always talk about. So,
Daniel Lott: Yeah, let us know those, like, tell your account manager, or… yeah, tell your account manager and say, like, hey, can you make sure that they're targeting A, B, C, D, E, and F? And if, like, a lot of the times.
Daniel Lott: That's not… we were able to see…
Daniel Lott: who is actually searching for that, and, like, if they are actually searching for them, if it would trigger homes on the landing page, and if so, we would create landing pages, and, ads, and ad groups, and, like, that's a lot of the time that those are, like, the home runs, where there's, like, oh my gosh, there's nobody else is advertising for this.
Daniel Lott: lakes are the best. Like, if there's a lake out there, you know, let us know, and we'll advertise that lake. Lakes have a really good cost per lead, and, you know, it's, high, home prices, too, so…
James Terry: Totally, totally agree, of course. I knew Dan and I were gonna be pretty eye-to-eye on this. Tracy, yeah, my answer was gonna be yes, just because I don't know if there's an option for hell yes, right? For sure.
James Terry: let us know, because we get… we have the ones and zeros. We have the data there,
James Terry: but you know either what markets have the highest turnover rate, maybe which… which areas, neighborhoods, subdivisions, things like that, that are right in your backyard, that are just nearest and most convenient for you. Yes, we know price points and things like that, average prices and whatnot, but… and I use this example all the time here in Atlanta.
James Terry: Everybody in Atlanta knows what Buckhead is. We know where Buckhead, Atlanta is, it's very high-end homes, it's a very sought-after, not neighborhood, just part of Atlanta, Georgia, right?
James Terry: But Buckhead, Georgia, is actually a very small city between here and Athens, like 30 miles outside of Atlanta or something, 50 miles outside. Middle of nowhere, maybe 2 or 3 listings for sale. Tiny one-stoplight town, right? So, if we put into the MLS,
James Terry: Buckhead as a market, it's going to this middle of nowhere. But we know everybody who searches homes for sale in Buckhead, what they're really looking for, right? So we can adjust and make… put filters in place, but Buckhead, more than anything, is almost a…
James Terry: a colloquial term, right? Everybody in Atlanta knows what they're looking for when we see that search term, and you know what that mark… what that name is, what that word is, what that colloquial term is in your market. And we might not know it in, I think you're British Columbia, if I'm not wrong? But,
James Terry: I just looked it up when we were putting in the cities. You're like, what is that, a 38-hour drive from us, right? Like, I'm not gonna claim to know everything about that market. So, by all means, let us know. I tell people all the time, we'd rather have more information than less.
James Terry: If you give us a neighborhood, and we analyze, and it's got one or two listings, or there's just not enough for someone to interact with when they land on the site, and we know the conversion rate's gonna be bad, maybe we make a link for it, but we don't spend any budget driving traffic and focusing on it, that kind of thing. We will find a way to use it. So please let us… let us know about it.
CINC Marketing: Yeah, so, Tracy just mentioned Lake Ocannigan, I believe, is how you say that. But, Tracy did mention she just doesn't know what we're using already. I think one thing that's important to note on the search side is the ads are text-based.
CINC Marketing: So we're not doing display advertising using images.
CINC Marketing: There may be some site links, but I don't believe those use images on search.
CINC Marketing: So, the… the examples that you would see of the ads are going to be a text-based ad. We do that because that's what converts the best.
CINC Marketing: So you aren't using images of homes or anything like that, which can be…
CINC Marketing: questionable if you're, you know, in an area like a vacation area, of what, what pictures are being used. On the social side, we are showing, listings of, of either images or, or list… images of listings, if you're using.
CINC Marketing: Team listing ads, or on the buyer side, we have map images and images of homes that are representative of the area. But if you are using social and you have home images from your area that you have marketing.
CINC Marketing: rights that you want to use, you can send them over to us. And so, I did put the support at SyncPro email address.
CINC Marketing: Tracy, if you wanna…
CINC Marketing: reach out there. We can give you a report of all the areas that we're currently targeting.
CINC Marketing: Right, Dan and James?
CINC Marketing: all the areas that we're currently targeting, and we can send you some examples from the campaign, but with the auto… I mean, there's literally going to be hundreds of variations of that ad, because of the automation that we use. And that's where, like Dan and James were talking about.
CINC Marketing: you know, more information on Lake Ocanigan, or…
CINC Marketing: anything like that can help to augment the campaign. You know, they're not gonna get the majority of searches, that'll probably still come from Kelowna, but those people that are searching for that.
CINC Marketing: Especially things like… School zones and stuff like that will be most likely further down the pipe.
Daniel Lott: Yeah, and Tracy, you had mentioned, golf courses. That's another good one. Like, country clubs and golf courses are…
Daniel Lott: are really good. They…
Daniel Lott: Expensive homes, and a good cost per lead, and not a lot of people search, or not a lot of the competitors have those in their search areas, so… so those are good.
CINC Marketing: So I know we're over…
James Terry: on that… on that search, those granular markets will supplement the campaign, right? Like, Lake O… O'Cannigan is probably not going to generate 90% of your leads, even if we put it in there, just from a search volume perspective.
James Terry: but the leads that it does generate are going to be high quality and something to focus on. So, the more of those markets we have, the more we can supplement the campaign with the specific granular areas that we want to focus on as best we can.
CINC Marketing: It's 12.02… 12.03 now. Do you guys have a little bit more time? We still have a few more questions.
CINC Marketing: Are you guys gonna be… are you gonna be lame?
James Terry: I think you're the… you're the wild card here, Harry, we have no idea.
Orlando Pichardo: You didn't just shut up, man.
CINC Marketing: I'm living on borrowed time, guys. I'm living on borrowed time.
James Terry: And I also just looked it up, Kelowna is a little over 4,100 kilometers from Atlanta, but being in Atlanta, I have no idea how far that is, like.
James Terry: kilometers, I don't understand. But, 4,000, yeah, 4,100 kilometers.
CINC Marketing: My son plays hockey, we'll probably be there for a tournament in October or something.
James Terry: Weekend. That's a good weekend.
CINC Marketing: It's a week, yeah, it's a two… we're playing two games in Kelowna, guys.
Daniel Lott: Great.
CINC Marketing: Alright, so we did have a few more questions. One came from Eric, and Eric…
CINC Marketing: bookended us here. He submitted one before and one after, er, at the end here, so I want to make sure we get to you. I hope you're still around, Eric. So Eric asked one of the questions.
CINC Marketing: Any advice on when a lead should be trashed?
Orlando Pichardo: when you do not have a valid email or a valid phone number. Outside of that, let the system do its job.
CINC Marketing: Alright.
CINC Marketing: Well, I thought that would take longer.
Orlando Pichardo: Or if they were super rude to you, because I've seen that too. But my rule is, if I don't have a way to communicate, I trash, otherwise I'll let the system do its work.
CINC Marketing: And we do see, in the Facebook group constantly, people weren't ready, weren't ready, weren't ready.
CINC Marketing: Been in the system for years, opening emails.
CINC Marketing: And, you know, that's ad types like ListCast, bring those people back, keep them engaged. But, you know, buying a house is not an impulse buy.
CINC Marketing: And then Eric also asked…
CINC Marketing: Any way of doing a slideshow of our properties?
CINC Marketing: When we're setting up a booth.
CINC Marketing: So, Eric, when you're… are you meaning… if you're still here, are you meaning, like, at a trade show, or…
CINC Marketing: And then we have the Open House app.
CINC Marketing: We can run ads…
CINC Marketing: So on the ad side, a lot of ads, like team listing ads, list cast.
CINC Marketing: Even individual listing ads, those are gonna be the carousel format, but that's gonna be… online…
CINC Marketing: Yes, wherever we set up a table.
CINC Marketing: So I don't know… Not through Sync, I don't believe.
Orlando Pichardo: Yeah, no.
CINC Marketing: You know, I don't think there's anything like that.
CINC Marketing: So yeah, sorry, that's not a great answer. No.
Daniel Lott: Yeah, feedback.
CINC Marketing: No! Well, I mean, you could…
CINC Marketing: you know, I don't know how you'd… how you would… you could set that up…
CINC Marketing: through something on me, like a PowerPoint, Canva…
CINC Marketing: if you've ever seen Canva.com, you can easily make sure if I had to spend my… the time making my… yeah. I mean, you could… Canva.com is something that we use a lot of.
CINC Marketing: For corporate social, you know, you could take… Pretty easily… 5, 10 listing photos.
CINC Marketing: And turned that into a video where they…
CINC Marketing: Scroll through every 5 seconds, 3 seconds, put music to it, add your logo to it.
CINC Marketing: Canva's my go-to for a lot of design stuff.
Orlando Pichardo: Real quick… Oh, Gary? Go ahead. If you don't have a way to communicate, like, if they've unsubscribed, just please do trash them.
CINC Marketing: Yeah.
CINC Marketing: So, unsubscribe from everything, Gary.
CINC Marketing: That's got the Orlando, Pichardo…
CINC Marketing: Seal of approval. The same way that storing a workout calendar on your phone indicates that you work out, be sure to vote in our poll.
James Terry: Is the evidence.
CINC Marketing: It's not working out, yeah.
Orlando Pichardo: working, it's not.
CINC Marketing: That wouldn't fly in court, I'm just saying, Orlando.
CINC Marketing: Tracy did say, can trash leads be excluded from the app?
CINC Marketing: when looking for a lead, right now I have to click on 3 different people with the same name to figure out which one to text back. That's in the app.
Orlando Pichardo: you should have a filter that says Lead Status, and just uncheck the trash. And you would see it when… and Tracy, if you…
Orlando Pichardo: Want to give us a call on that one? 855-246-2717, but there should be a filter that you can uncheck trash leads from that.
CINC Marketing: Tracy says, Lake O'Canigan… I'm so… I gotta stop. Lake O is a 100-mile-long lake.
Orlando Pichardo: Orlando, you think you could swim that, because you've been working out so much? The longest swim I've done… I've done two Ironmans, by the way. It's… it was 2.4 miles, so 100 miles is a little much for me, so I've only done 2.4.
CINC Marketing: Yeah, me too.
James Terry: that is…
CINC Marketing: Yeah, how many kilometers is that like?
James Terry: Legit, I'll bet we don't.
Orlando Pichardo: It's, like, 4 point something… I'm from the.
CINC Marketing: Bagels.
Orlando Pichardo: I think we use kilometers.
Daniel Lott: 180.
CINC Marketing: any…
Daniel Lott: kilometers.
CINC Marketing: Oh, can noggin.
Orlando Pichardo: And.
CINC Marketing: God, that was awful. That is not gonna be clipped for social, what I just did right there, that's for sure.
CINC Marketing: Bennett, thank you.
CINC Marketing: I knew I was forgetting something, Bennett.
CINC Marketing: Bennett asked, he had a question about HomePulse.
James Terry: Yeah.
CINC Marketing: Do-do-do-do-do, sorry, scrolling, scrolling… Maybe Waylon's AI has the question. Oh, here we go.
CINC Marketing: Can you talk about HomePulse a little bit? Is there any way that we can access the back end
CINC Marketing: and update property data. It also seems inconsistent in the frequency of emails.
CINC Marketing: I have some leads who I set up with HomePulse, they received the first one and never got another.
CINC Marketing: But it doesn't show that they unsubscribed or anything.
Orlando Pichardo: So, on the…
CINC Marketing: So what…
Orlando Pichardo: Think about the first one real quick. We use a third party that we cannot, it's basically tax records that we, that we get, that we use for that. If you have a specific one, just send us, what's it, email us at support at syncpro.com.
Orlando Pichardo: And we can take a look at it. I don't believe that we are allowed to give you access to that, because it's… we use, tax records for it. Let me see if it doesn't show the thing. Just, on that one, send us an elite example, Bennett, and we can,
Orlando Pichardo: Do a little more homework for you, and we'll get back to you.
CINC Marketing: Now, he may also be referring to if someone types their address in in a way that is not recognized by the system.
CINC Marketing: Can you go back in and edit someone's address from HomePulse?
Orlando Pichardo: That is correct. Just go to the info, click on the lead, go to info, and scroll down, and you would see where the address is. But I always tell people, first time you're doing something new, call us. We don't want you to…
Orlando Pichardo: we don't want you to experience, like, a negative on the side. The side does a lot of things, so…
Orlando Pichardo: Quick questions, it's the best thing to do is give us a call, we'll walk you through it, and after that, you'll be an expert and you do it on your own.
CINC Marketing: It really is one of the best benefits of Sync, is access to our support team, who, I mean, they care, they know what they're talking about. You've also got the Facebook group.
CINC Marketing: You know, which has a lot of great feedback from other site owners,
CINC Marketing: I really do… that is a huge benefit, and all the training and stuff, but, I mean, just being able to pick up the phone or shoot an email to someone is,
CINC Marketing: a great benefit, I think. And they…
CINC Marketing: Sync is a big beast, man.
CINC Marketing: You know, like, they… they know what they're talking about. It does… I bet it does a lot of things that you guys don't even know about. And just to mention, now seems like another good time, not our poll, don't forget to vote in our poll, if… whether a workout schedule indicates a workout. But we also have some training events coming up, Sync U is in Dallas coming up.
CINC Marketing: That's scheduled at SyncCommunity.com. We also have the Agent Blueprint.
CINC Marketing: training with John Marone.
CINC Marketing: So that is a 6-week… training where John goes through
CINC Marketing: everything from the lead's life cycle, to what you should say, to different, you know, different scripts, which I guess is the same thing as what you should say. Maybe I need a different script. But, he goes through everything, and I mean, he is…
CINC Marketing: I always say this, but I found myself in a conversion day training one day, and I was like, this is not for me. And by the end of it, John Marone had me Superman yelling. So, he will, he will get you going. He knows what he's talking about, he's great at that. So that's a free training.
CINC Marketing: That's open to all Sync clients. That's also on SyncCommunity.com.
CINC Marketing: And there's an online conversion day. Wow! Wow is right, Mark Lee. Yeah. Wow is right.
CINC Marketing: Mark's probably on a treadmill right now.
CINC Marketing: Then it said, let's see, used Homebot in the past, got too pricey, so I got rid of it.
CINC Marketing: the valuations, but it always shows up as zero bedrooms because of the tax data. This was the same on HomeBot, but I was able to adjust it. Okay, yeah.
CINC Marketing: Yeah, I understand that, again, I think the seller side… on the seller side, we've generally recognized that
CINC Marketing: Well, really, two… the sellers… the sellers come from…
CINC Marketing: Nurture, a lot of the time.
CINC Marketing: And, you know, we found that the buyers are a great way to generate sellers, but I say that because
CINC Marketing: We are… working on enhancing that seller side as well. You know, Sync is a…
CINC Marketing: a place that was built by buyers. And we do still see a good deal of buyer leads come in with a home to sell.
CINC Marketing: And really, if you do the math.
CINC Marketing: You know, if seller leads average $15 a piece, and buyer leads average $5, and one-third of the buyer leads come in with a home to sell, then you're essentially getting
CINC Marketing: Sellers at the same price.
CINC Marketing: By advertising to buyers, and you're also getting 3 buyer leads at the same time.
CINC Marketing: But I know everyone has a different… a different way of going about that. Lake, let's all try and pronounce the lake. Do you see Tracy has…
CINC Marketing: Listed it for us. Let's see who does it best. And Tracy, if you're still here, when we're done, tell us who did it best.
CINC Marketing: Go ahead, James.
James Terry: Okanagan. That's my vote.
CINC Marketing: Oh, God, I know who loses.
CINC Marketing: Dan?
James Terry: bring it.
James Terry: But…
Daniel Lott: Is it Okanagan? Well, it's pretty easy to pronounce, actually. Okanagan?
James Terry: It's…
Daniel Lott: Okay, okay.
CINC Marketing: What do you got, Orlando?
Orlando Pichardo: I'm gonna say Okanagan.
CINC Marketing: Oh, I think it's a… Okanag-nagan.
James Terry: Oh, can again.
CINC Marketing: Anyway… So, Tracy…
James Terry: Definitely not bad.
CINC Marketing: James wins? What!
Daniel Lott: Sit.
CINC Marketing: Unreal.
CINC Marketing: I don't… I'm not sure that's right.
CINC Marketing: I'm in a damn.
James Terry: In spectacular fashion, it was very necessary.
CINC Marketing: I'm gonna need a flight to Kelowna to figure this out, Dan.
CINC Marketing: Okay, couple more questions, then we'll be done. Thank you guys for sticking around.
James Terry: I love how much interaction there's been, like, so much, communication and conversation in the chat, so much for us to, you know, content for us to…
James Terry: To dig into and everything, so… and so many good questions asked on the front end as well, coming in, to prepare for where we were going. So, appreciate everybody.
CINC Marketing: There's a couple here that I'm gonna connect, so…
CINC Marketing: Natalia asked, what's the best way to reconnect with older, non-responsive buyer leads? And Eric also said.
CINC Marketing: What are the best filters to use to find potential buyers in a pond of over 700 leads?
CINC Marketing: So those may be related, or maybe not, but the questions were, best way to reconnect with non-responsive buyer leads?
CINC Marketing: And then also the best filters to use, basically, in a large database.
CINC Marketing: of older buyer leads. It's how I take that.
CINC Marketing: Now's when… now's when you talk.
Orlando Pichardo: Oh, just me!
Daniel Lott: Yeah, that's a question for you, Orlando.
James Terry: I got Okanagan, so…
Orlando Pichardo: We're still trying to pronounce it.
CINC Marketing: Jameson's not gonna say anything else.
Orlando Pichardo: For the one, it's like,
Orlando Pichardo: I will search… I will… the filter I will use is, like, is this person have been on the site recently? So,
Orlando Pichardo: Most re… Hold on.
Orlando Pichardo: Wow, can.
CINC Marketing: Let's log in.
Orlando Pichardo: Last logging, most recent, that's the one that I would use. And then what was the other question? I'm sorry, I was trying to… I was still trying to win and pronounce it properly, so I was distracted, and I… complete honestly, and I did not… but that,
Orlando Pichardo: Most recently…
CINC Marketing: I think you guys… all three of you guys won, I think I lost.
CINC Marketing: All three of you guys said the same thing.
Daniel Lott: Everybody's a winner. We're all winners here.
CINC Marketing: The other question was…
CINC Marketing: The other question was, what's the best way to connect with older, non-responsive buyer leads?
Orlando Pichardo: So, I would… I would use, like… I would pick about 50. I do not like doing mass actions, because you…
Orlando Pichardo: I don't want you to, like, spam, but I will pick about 50 leads and, send them a mass text, say, hey.
Orlando Pichardo: one that is silly, but I still like it, is that, did I drop the ball? But I would not use that one anymore. I would use something, hey, I just want to… am I sending you the right type of, is the safe search accurate? And leave it at that.
Orlando Pichardo: Did you say 50 or 15? I would say 5-0, at max. I… You do not want…
Orlando Pichardo: carriers, both on emails and texts, they're cracking down on what they consider to be spam. Back in the day, I would say 100, but I would definitely do less than that. But text is a good way to re-engage with people.
Orlando Pichardo: like, some people use in, like, around Thanksgiving time is, like, fried turkey or baked turkey, so little things like that.
Orlando Pichardo: would, re-engage an old lead, you know, Halloween, do you dress up or not? So those, those things like that, that are a quick yes or no, is a way for you to re-engage with someone.
CINC Marketing: So you're recommending on Halloween, everybody send a what-are-you-wearing text?
Orlando Pichardo: No, no, no, no.
CINC Marketing: That's so funny.
Orlando Pichardo: you were a custom or not, I did not.
CINC Marketing: One of the… one of the ones I always like that I hear people use is, like, I had a showing cancel.
CINC Marketing: So, when you say just do 50, would you say to batch them?
Orlando Pichardo: Max.
CINC Marketing: But is that, like, in a day, or…
Orlando Pichardo: So…
Orlando Pichardo: Carriers are being very protective of their… of their, of their clients. That's why you saw us do that start-stop on… on the very first text that we sent from the site.
Orlando Pichardo: If somebody's engaged with you, you can text as many times. I'm talking about the, like, the question was, the people that are unengaged, I would definitely, like.
Orlando Pichardo: 50, and I will wait a few days and do 50 more, or if you want to segment your, your, you know, your list, it's like, I'm going to use Atlanta, as it's an example. You mentioned Bucket earlier.
Orlando Pichardo: pick 50 leads that are in the bucket neighborhood, and then, pick 50 leads that are in… Indian Hills is a really big subdivision that is very desirable in Atlanta because of the school system is, Walton High School. So I would segment my site according to a neighborhood.
CINC Marketing: Very cool, and if you guys, again, good time to mention the training.
CINC Marketing: I know SyncU goes through stuff like this, Matt Feathers, I think, is all about…
Orlando Pichardo: kind of re-engaging the database. The agent blueprint training that starts, I think, a week from today.
CINC Marketing: Would be another good option. Online conversion day,
CINC Marketing: We also have the, the bi-weekly conversion calls.
CINC Marketing: That's with, I believe, either John Marone or Christine Dunn. So that's every two weeks, a live call where you just bring your objections and kind of work through it on the phone. So there's a lot of good opportunities, for training. Eric asked, would you also limit your total number of
CINC Marketing: of holiday emails.
CINC Marketing: In terms of batching.
Orlando Pichardo: So, I don't know if Jackie is still here or not. I am not a fan…
Orlando Pichardo: Of those emails, because it's… the carriers are seeing…
Orlando Pichardo: thousands of those emails with the exact same content, so I'm not a fan of it. Some people love it. I'm speaking me, not… this is not a sync advice, this is an Orlando advice.
Orlando Pichardo: I do not like sending the same content to a bunch of people, because that will be perceived by a carrier to be spam. I'd rather…
Orlando Pichardo: have a few different ones, and manually segment it like I did earlier, but remember, this is not a sync advice, this is the way I feel about it.
CINC Marketing: Alright, cool, and then last couple of questions. Again, I appreciate so much all you guys staying on with us.
CINC Marketing: If we haven't gotten to your question, please drop it in the chat now.
CINC Marketing: But we did get some questions.
CINC Marketing: I guess just generally around lead follow-up. So one of the questions was advice overall on how to get more ROI out of sync, when is the best time
CINC Marketing: to call a new lead, and just someone else saying, you know, just having trouble getting in touch with people. So…
CINC Marketing: You know, around the calling, around, like, what's the best setup?
CINC Marketing: to reach as many new leads as you possibly can. Does that include AI? Does that… you know, what… how many calls? What does that look like?
Orlando Pichardo: So I'm gonna, like, give generic advice. If you've… the old days of Sync, it was called immediately there, more like… like, we push at the time within the first 5 minutes of our…
Orlando Pichardo: I, I say it more like…
Orlando Pichardo: call within the first day of that person registering. I've changed the way I look at the world a little more, because we have AI that is doing the work for you, but if you're not calling your leads, you're literally leaving money on the table. Most leads will…
Orlando Pichardo: Go with the agent that calls them first.
CINC Marketing: Yeah, so I… and I think…
CINC Marketing: I know there's a lot of stuff about call it this time, call it this time. Thanks, Bennett. Hope to see you next month, man.
CINC Marketing: But I know there's a lot of stuff about call at this time, call it this time. One of the things that I'm always interested in, with conversion day at Sync U
CINC Marketing: is, I think they call on a Thursday afternoon from, like, 1 to 2 p.m.
CINC Marketing: And they still are setting appointments. So, you know, of course there are times that are probably better than not to call, but I think the takeaway from that is call. Just call.
Orlando Pichardo: That's the best way.
Orlando Pichardo: And the Attendos, Joe Marone, he's…
Orlando Pichardo: Like you said earlier, he's great at that, and he has a script that will help you convert better.
CINC Marketing: Yeah.
CINC Marketing: No, he really… it is,
CINC Marketing: I'm telling you, I was super impressed with John, and I'm the same way with Christine.
CINC Marketing: Christine and John are two… and Lance and Matt.
Orlando Pichardo: You know, it's a different vibe.
CINC Marketing: But they're both… there's… there's full of so much expertise, like.
CINC Marketing: I would highly encourage any of the sync trainings, so…
CINC Marketing: Alright, well, we have gone through all of our questions.
CINC Marketing: My computer has remained on.
Orlando Pichardo: And you're… I have, like… I'm surprised. I thought it was gonna go… I'm like, whoop!
CINC Marketing: Yeah, despite Orlando having a… I can't help but notice that Orlando didn't leave for his scheduled workout.
Orlando Pichardo: It's.
Orlando Pichardo: You know, man, not, not, not…
CINC Marketing: Mark Lee wants to know where the pole is.
CINC Marketing: Neither one.
James Terry: was the final tally, I think.
CINC Marketing: Thank you guys so much for joining us. We hope you enjoyed it. We hope you found some value here. Office Hours is the second Wednesday.
CINC Marketing: of every month.
CINC Marketing: So, the more you guys join and submit questions, the less, we babble on about things you may or may not be interested in, so please take part.
CINC Marketing: We will be back next month. The replay of this will be live on YouTube and Facebook, so, as I've said.
CINC Marketing: And perhaps…
Daniel Lott: That's got a show.
CINC Marketing: Right.
Daniel Lott: It's also a… it's a… it's a… now a podcast? Is that what you're saying, Harry?
CINC Marketing: That is not what I'm saying, but I will say that. We are moving it to Spotify as well, so…
CINC Marketing: If you,
CINC Marketing: want to escape our voices, it's becoming harder and harder, you know, as we generally take over the world. 45 people at a time.
Daniel Lott: But…
CINC Marketing: Thank you again so much for joining. Hope this has been valuable to you. Orlando, thank you so much, man. You have, really drove great engagement today, I think, and, you know, had some great answers.
CINC Marketing: As always, we appreciate all the clients, we love you guys. If it weren't for you, we couldn't do this, and yeah. If you love the show, tell your friends, and if you don't, just be quiet about it.
CINC Marketing: Thanks so much. Have a great day.
James Terry: Appreciate you, everybody.
James Terry: 4 million waterfront.
Daniel Lott: What the…
James Terry: Are we still recording? Somebody rec…
Orlando Pichardo: Harry's left.
Daniel Lott: Well, you're the host, Dan. He's probably used to shutting it down for all of us.
Daniel Lott: I'm ending webinar for all.
Orlando Pichardo: Yeah, go ahead and end this.