WEBVTT 1 00:00:00.000 --> 00:00:01.180 James Terry: Get to hear this, Jim. 2 00:00:02.820 --> 00:00:03.670 CINC Marketing: No. 3 00:00:05.650 --> 00:00:07.750 CINC Marketing: Hey, everybody. 4 00:00:10.140 --> 00:00:15.900 CINC Marketing: just getting started here. Thanks, everybody, for… Joining us. 5 00:00:16.670 --> 00:00:20.279 CINC Marketing: I love all these otter AI note-takers, that's cool. 6 00:00:21.000 --> 00:00:23.340 James Terry: No, is that getting popular? 7 00:00:25.640 --> 00:00:28.159 CINC Marketing: So yeah, got people coming in. 8 00:00:28.860 --> 00:00:34.109 CINC Marketing: If you don't mind, in the chat, just let us know if you can hear us okay. 9 00:00:35.780 --> 00:00:38.950 CINC Marketing: Everyone just missed a riveting story about. 10 00:00:39.490 --> 00:00:40.880 James Terry: quiet you. 11 00:00:41.030 --> 00:00:42.290 CINC Marketing: James. 12 00:00:43.160 --> 00:00:44.190 CINC Marketing: Yeah. 13 00:00:45.110 --> 00:00:48.979 CINC Marketing: I'm not exactly sure what… what just happened. In the green room! 14 00:00:51.270 --> 00:00:55.169 CINC Marketing: They created a picture taken, and it ended up with him saying that… 15 00:00:55.650 --> 00:00:57.910 CINC Marketing: He's always small in Dan's eyes, so… 16 00:01:00.600 --> 00:01:02.000 CINC Marketing: I think he was referring to… 17 00:01:02.000 --> 00:01:04.950 James Terry: on my part. Boy, Harry missed it. 18 00:01:05.230 --> 00:01:06.400 CINC Marketing: Yeah, I mean, yeah. 19 00:01:06.600 --> 00:01:11.169 James Terry: I love the angle that, that Dan's got on his… on his screen right now. 20 00:01:11.710 --> 00:01:22.320 Daniel Lott: Well, thank you. I have it set up really high, so… to hide the… the neck fat, so you have the, double chin, so you have it a little higher, so… 21 00:01:22.320 --> 00:01:27.040 James Terry: I thought it was that you were always looking up As visionaries often do. 22 00:01:27.430 --> 00:01:31.269 Daniel Lott: Well, I do that also. My, the cabin picture of me. 23 00:01:31.590 --> 00:01:32.440 James Terry: Just… 24 00:01:33.390 --> 00:01:35.569 Daniel Lott: Just thinking about the future. 25 00:01:35.570 --> 00:01:36.799 CINC Marketing: Pence of Dan. 26 00:01:37.250 --> 00:01:40.400 Daniel Lott: I can't grow a beard, so that's why, so I have to have my camera up high. 27 00:01:40.680 --> 00:01:42.630 James Terry: Should grow a mustache. 28 00:01:43.010 --> 00:01:46.750 James Terry: Sebastian on this meeting, none of us need to even attempt a beard. Look at that. 29 00:01:46.750 --> 00:01:47.370 Daniel Lott: Yeah. 30 00:01:48.140 --> 00:01:49.190 CINC Marketing: Yeah, it's good work. 31 00:01:49.190 --> 00:01:49.760 Sebastian Cortes: Right. 32 00:01:50.020 --> 00:01:51.099 CINC Marketing: Good work, Obi. Beautiful. 33 00:01:51.570 --> 00:01:53.670 James Terry: Beautiful facial accessory over here. 34 00:01:54.230 --> 00:01:54.740 CINC Marketing: Alright. 35 00:01:54.950 --> 00:01:59.000 CINC Marketing: It does feel like a… it does feel like a natural lead-in. 36 00:01:59.130 --> 00:02:03.250 CINC Marketing: to our guest. Hey, Natalia, thanks for coming on. 37 00:02:03.490 --> 00:02:06.000 CINC Marketing: Sebastian. 38 00:02:06.000 --> 00:02:08.879 Daniel Lott: We haven't driven away, everybody. 39 00:02:08.889 --> 00:02:13.849 CINC Marketing: No, people actually stayed, so… maybe we'll do a spin-off about… 40 00:02:14.749 --> 00:02:22.829 CINC Marketing: Whatever the hell it was you guys were talking about. I forgot what it was, I was just waiting to get in to start office hours number 10, so… 41 00:02:22.830 --> 00:02:24.030 James Terry: Double digits here. 42 00:02:24.030 --> 00:02:31.639 CINC Marketing: Thanks, everyone, for joining us. I am Harry Kerbo, the, Senior Director. 43 00:02:32.260 --> 00:02:34.960 CINC Marketing: of paid social media marketing here at Sync. 44 00:02:35.650 --> 00:02:39.300 CINC Marketing: My counterpart on the Google side, James Terry. 45 00:02:39.470 --> 00:02:43.269 CINC Marketing: is here, in front of many leather-bound books. 46 00:02:44.020 --> 00:02:46.950 CINC Marketing: And as always, the most handsome man… 47 00:02:47.420 --> 00:02:53.609 CINC Marketing: on the internet, who did use the word potting as a verb today, and I'm not sure how I feel about it. 48 00:02:53.910 --> 00:02:55.220 CINC Marketing: Dan Lott. 49 00:02:55.220 --> 00:02:56.840 Daniel Lott: It's happening, it's happening. 50 00:02:56.840 --> 00:03:10.619 CINC Marketing: Yeah, and more on that in a minute. But before we get into all that, I do want to introduce our guest today, Sebastian Cortez. He is from the Sync Frontline support team. 51 00:03:11.120 --> 00:03:14.610 CINC Marketing: And honestly, the guy that I go to… 52 00:03:14.930 --> 00:03:22.659 CINC Marketing: When I don't know what people are talking about. So, he is, a wealth of knowledge on the, on the Sync CRM. 53 00:03:23.240 --> 00:03:27.450 CINC Marketing: I think you said… have you been here since 2019? Is that right? 54 00:03:27.450 --> 00:03:29.700 Sebastian Cortes: Yep What's going on? 55 00:03:29.700 --> 00:03:30.250 CINC Marketing: Very cool. 56 00:03:30.250 --> 00:03:30.810 Sebastian Cortes: Nope. 57 00:03:31.680 --> 00:03:32.520 CINC Marketing: Alright. 58 00:03:32.750 --> 00:03:40.079 CINC Marketing: Whoa! Waylon's AI assistant announces it's sentient. 59 00:03:41.390 --> 00:03:42.519 James Terry: That's great. 60 00:03:43.270 --> 00:03:45.650 CINC Marketing: Hey, Waylon's assistant, I hope you're having a great day. 61 00:03:45.650 --> 00:03:50.429 James Terry: We better welcome it or something. We don't want the AI turning against us. 62 00:03:50.880 --> 00:03:51.440 CINC Marketing: Yeah. 63 00:03:51.700 --> 00:03:58.910 CINC Marketing: Yeah, this will eventually devolve into talking about the goof from the Matrix, but we're not there yet. 64 00:04:00.610 --> 00:04:08.220 CINC Marketing: Yeah, so, Sebastian, if you don't mind, like, just kind of tell us a little bit about, you know, what you do on the frontline team, and… 65 00:04:08.600 --> 00:04:10.200 CINC Marketing: You know, that kind of stuff. 66 00:04:10.820 --> 00:04:16.459 Sebastian Cortes: Yep, so, so I'm kind of like a Tier 2, support, 67 00:04:17.370 --> 00:04:27.669 Sebastian Cortes: It's given me a chance to really, to really expand my knowledge base about what, you know, how all of our products and features kind of interact with each other. 68 00:04:27.780 --> 00:04:29.579 Sebastian Cortes: My… 69 00:04:29.890 --> 00:04:40.699 Sebastian Cortes: I would think my main role is, you know, whenever clients call in and they have an issue that they report to us, you know, a bug, a request, something like that. 70 00:04:40.930 --> 00:04:59.350 Sebastian Cortes: it kind of makes its way up the flagpole, and to me, where I'll kind of vet it, I'll make sure it's got all the details it needs. You know, if it's a bug, I'll make sure it's got everything that the tech team needs to look in to verify it's a bug, and then, you know, work on fixing it. 71 00:04:59.730 --> 00:05:08.170 Sebastian Cortes: And then, you know, for me, it makes its way over to our tech product team, to… to do whatever the ticket 72 00:05:08.470 --> 00:05:10.080 Sebastian Cortes: Requests to be done. 73 00:05:11.950 --> 00:05:19.599 CINC Marketing: Very cool, yeah, I appreciate you coming on, man. Cause we got a lot of good questions. 74 00:05:19.720 --> 00:05:23.530 CINC Marketing: That are more on the support side. We also got a lot of questions about… 75 00:05:24.030 --> 00:05:30.870 CINC Marketing: kind of lead flow at this time of the year. And so we'll… we'll talk about that as well, but… 76 00:05:31.070 --> 00:05:35.390 CINC Marketing: I see Natalia's question, it's also… 77 00:05:35.520 --> 00:05:40.809 CINC Marketing: Similar to another question that we got from, Justin. 78 00:05:41.220 --> 00:05:59.140 CINC Marketing: When he signed up, just around, videos. Both questions are kind of around, using videos and communication, right? So, Natalia said, how do you include video message or video inside of emails? 79 00:05:59.360 --> 00:06:04.259 CINC Marketing: In Orlando… Look at that. So, is that… 80 00:06:04.430 --> 00:06:10.629 CINC Marketing: Is that something that can be done? Like, what… are there best practices around it? You know, what would you say to Natalia? 81 00:06:10.850 --> 00:06:13.759 CINC Marketing: Other than the link that Orlando just posted. 82 00:06:13.760 --> 00:06:23.199 Sebastian Cortes: Yeah, so context on the link that Orlando posted, that's kind of a… that's one of two workarounds for including video and email, because, 83 00:06:23.820 --> 00:06:36.509 Sebastian Cortes: a lot of email carriers don't like it if you just… if you just embed a video in your email. If they see that, your email is much more likely to… to land in a spam or junk folder. So that's why… 84 00:06:36.530 --> 00:06:49.830 Sebastian Cortes: That's why we don't have the option to just embed a video in the email, or I actually think we do have a button to do it, but our system sanitizes that email before it actually sends to the client, and we remove the embedded video. 85 00:06:49.830 --> 00:06:57.619 Sebastian Cortes: And that is to just give the email a better chance at landing in, you know, the inbox folder, as opposed to spam or junk. 86 00:06:57.640 --> 00:07:05.580 Sebastian Cortes: The two… the two workarounds we have, one of them is in that… that link that Orlando posted, where you kind of just… 87 00:07:05.640 --> 00:07:17.249 Sebastian Cortes: take the first frame of the video, you take a screenshot of that, you upload it into your email, and you hyperlink that image to lead to, like, the YouTube video of that, yeah, of that video. 88 00:07:17.530 --> 00:07:33.060 Sebastian Cortes: That's something that, that, you know, if you include 4 or 5, 6 of those, then that also kind of ends up having the same effect as embedding video in your email, but if it's just one, you know, your email's most likely still going to go into the inbox. 89 00:07:33.360 --> 00:07:39.649 Sebastian Cortes: The other option is with our video messaging feature, where, 90 00:07:40.080 --> 00:07:43.510 Sebastian Cortes: You record video from within the platform. 91 00:07:43.710 --> 00:07:54.489 Sebastian Cortes: It's housed in our video library, in the CRM, and then, there's an option when you're sending email or text, kind of towards the bottom of that 92 00:07:54.520 --> 00:08:05.889 Sebastian Cortes: window that pops up where you type in what you want to send. There's a little video hyperlink, you click on that, it opens up the video library, you select the video you recorded, and then you can, you can send it from there, and… 93 00:08:06.120 --> 00:08:13.779 Sebastian Cortes: And, you know, I don't know exactly what kind of tech magic, uploading video that way 94 00:08:14.450 --> 00:08:32.460 Sebastian Cortes: I don't know why that works, and embedding wouldn't work, but but I do know the video messaging feature, is… is… it was specifically designed in a way to kind of, bypass that… that check that a lot of email carriers have for embedded video, so… yeah. 95 00:08:33.299 --> 00:08:33.759 Daniel Lott: Well, they… 96 00:08:33.760 --> 00:08:34.279 CINC Marketing: You know, it's… 97 00:08:34.280 --> 00:08:42.799 Daniel Lott: a lot of time on that video feature. I remember, like, it was years ago, and so… and it works, it works good, and it's… it's… it does the… 98 00:08:42.809 --> 00:08:43.499 CINC Marketing: No. 99 00:08:43.740 --> 00:08:44.739 CINC Marketing: Sounds terrible. 100 00:08:45.780 --> 00:08:50.319 Daniel Lott: But I guess, I guess, because you gotta upload in, like, I don't know, whenever I go to, like. 101 00:08:51.060 --> 00:09:01.420 Daniel Lott: Whenever I go into, like, the Google system and have to, like, upload videos, I'm like, I'm not gonna do that, it's too much work. So… so I guess the shortcut is just doing, like, a screenshot, and then… 102 00:09:01.420 --> 00:09:02.800 CINC Marketing: like, doing that. 103 00:09:03.150 --> 00:09:03.530 Sebastian Cortes: I agree. 104 00:09:03.530 --> 00:09:10.500 Daniel Lott: The other one works great, if you have time, or if you're looking for additional functionality, I guess. 105 00:09:11.430 --> 00:09:17.120 Sebastian Cortes: Yeah, because that's one of the limitations with video messaging is that you have to record the video in the system. 106 00:09:17.230 --> 00:09:33.569 Sebastian Cortes: So if you do have something that's already uploaded to YouTube, you know, use… just, you know, using the screenshot, hyperlinking the screenshot, that's probably going to be easier. But, you know, if you have something you just kind of want to record in the moment, then video messaging is probably going to be… yeah, it's probably going to be better for that. 107 00:09:34.440 --> 00:09:36.099 Daniel Lott: So many options, though. 108 00:09:37.100 --> 00:09:38.510 Daniel Lott: So that's good. 109 00:09:38.510 --> 00:09:40.209 James Terry: And what a, 110 00:09:40.660 --> 00:09:45.440 James Terry: an unsung piece, like you had said, you know, one thing I heard just now was. 111 00:09:45.770 --> 00:09:54.650 James Terry: If you put it in this certain spot, like, we sanitize it, so the goal being that it ends up in an inbox and not a spam folder, because once you send it, you don't know where it… 112 00:09:54.700 --> 00:10:14.479 James Terry: where they're seeing it, where it's being received, and so just such a background piece that we're focused on to say, we know where you want this to go, spam doesn't do anybody any good, here's something we do that I don't think we yelled from the rooftops or anything, but just something that was implemented to say, hey, you worked on this, and we want to make sure people see it, right? 113 00:10:15.110 --> 00:10:15.660 Sebastian Cortes: Yeah. 114 00:10:15.940 --> 00:10:23.090 CINC Marketing: Well, and the… the image… the image with the hyperlink is pretty standard practice. That's what MailChimp has. 115 00:10:23.420 --> 00:10:28.399 CINC Marketing: You know, so the emails that I do for this session, where we include the… 116 00:10:28.540 --> 00:10:30.900 CINC Marketing: Replay of the previous. 117 00:10:31.670 --> 00:10:42.700 CINC Marketing: That is a image with a hyperlink to the YouTube channel. So, I mean, honestly, if you think about it from a, like, a social standpoint, like a marketing, like a social media standpoint. 118 00:10:43.180 --> 00:10:45.970 CINC Marketing: Not social, I don't talk to people, but… 119 00:10:46.290 --> 00:10:50.589 CINC Marketing: Like a social media standpoint, it's more valuable to you 120 00:10:50.870 --> 00:10:58.150 CINC Marketing: to get that person on your YouTube channel, or your Facebook page, or, you know, your landing page. 121 00:10:58.530 --> 00:11:01.990 CINC Marketing: Than it is for them to watch something within an email. 122 00:11:04.260 --> 00:11:22.589 CINC Marketing: So, yeah, I think that's pretty standard practice. And again, like, MailChimp used to have an option to upload a video. That does not exist anymore. Their video option is just a placeholder image with a link. So I think that's pretty, pretty standard. And it's funny that you bring up all the spam stuff, because I remember… 123 00:11:23.370 --> 00:11:26.520 CINC Marketing: I feel like video messaging was done around COVID. 124 00:11:27.490 --> 00:11:43.019 CINC Marketing: During when that was just starting up, you know? And at that same time, it's been through so many iterations of, like, text message compliance, and spam filtering, and, like, the Can-Am, and all this stuff, you know? 125 00:11:43.210 --> 00:11:47.700 CINC Marketing: Anyway. It just took me down memory lane, I'm thinking of Doug. 126 00:11:48.640 --> 00:11:50.740 Sebastian Cortes: Yeah, I think that was one of the last, 127 00:11:50.840 --> 00:11:57.549 Sebastian Cortes: team, like, company meetings that I had in person in the office before we started working from home. I remember that, too. 128 00:11:57.550 --> 00:11:58.330 CINC Marketing: Yeah. 129 00:12:01.490 --> 00:12:04.559 Daniel Lott: Yesterday. Memory lane, yes. 130 00:12:04.560 --> 00:12:14.630 CINC Marketing: Memory lane. Alright, let's see. And so another question that we did have, kind of along the same lines, but I think when we talked about these before. 131 00:12:14.790 --> 00:12:20.490 CINC Marketing: before the session, Sebastian, you said that this may be more of, like, a feature request? 132 00:12:20.780 --> 00:12:28.479 CINC Marketing: And I don't know if you touched on this or not just now, but Justin's question, again, around videos in the library was… 133 00:12:30.380 --> 00:12:37.040 CINC Marketing: It would be good… it would be nice if they could upload videos to the library to send out, versus having to record them. 134 00:12:37.300 --> 00:12:41.879 CINC Marketing: in the… I guess… do they do it in the app? I'm not even sure where you record it. 135 00:12:42.020 --> 00:12:53.649 Sebastian Cortes: Yeah, so, so you actually use your, you use microphone and, camera permissions to record the video, like, in your browser, on your computer, or you… 136 00:12:54.040 --> 00:13:02.609 Sebastian Cortes: You can do it in the Sync Agent app, but it works a little bit differently. It works a little bit more like Snapchat there, where you record a video. 137 00:13:04.110 --> 00:13:12.100 Sebastian Cortes: at the time you're composing the text message to attach to it, and then it doesn't go in the video library. 138 00:13:12.760 --> 00:13:15.489 CINC Marketing: Does it automatically put a cat face on you? 139 00:13:16.920 --> 00:13:20.570 Sebastian Cortes: That's another… that's another thing we can probably send up as… as. 140 00:13:20.570 --> 00:13:21.689 CINC Marketing: Alright, yeah, let's see. 141 00:13:22.140 --> 00:13:24.629 CINC Marketing: Orlando, I bet Orlando's on board with that. 142 00:13:27.700 --> 00:13:31.980 CINC Marketing: But, yeah. Sorry, I didn't mean to derail things, I apologize. 143 00:13:34.290 --> 00:13:36.420 Sebastian Cortes: But, but yeah, so you can, 144 00:13:36.740 --> 00:13:47.100 Sebastian Cortes: you can record video, on the app or on desktop. On the app, it's… I don't want to say it's slightly more limited, it just kind of has a different… 145 00:13:47.560 --> 00:13:55.989 Sebastian Cortes: I think it was more designed for a different use case than when you can sit down and record something a little bit longer on the desktop, so… 146 00:13:58.540 --> 00:14:12.539 CINC Marketing: So yeah, that's good. I mean, we appreciate the feedback, absolutely, Justin and Natalia and everybody, for submitting questions, so that is, something we can definitely pass along as feedback to the product team. 147 00:14:14.660 --> 00:14:21.980 CINC Marketing: Jemima asked, how do you go back and find emails and text messages that have been sent to clients? 148 00:14:22.820 --> 00:14:26.730 CINC Marketing: Is there an easy way to do that? Orlando mentions the lead profile. 149 00:14:27.310 --> 00:14:28.369 CINC Marketing: Yep. 150 00:14:28.370 --> 00:14:37.559 Sebastian Cortes: That's probably the easiest way. You know, anything that you send to a lead should show up in the lead profile in the activity tab. 151 00:14:37.640 --> 00:14:52.700 Sebastian Cortes: We do have some filters, you know, if you're looking from top to bottom, you see the activity tab, there should be a filters button, and you can specifically choose to deselect everything and just do text messages, emails, property alerts, and it'll just show a… 152 00:14:52.750 --> 00:14:59.210 Sebastian Cortes: you know, probably a slightly smaller list, because by default, I think we have everything checked, so… 153 00:14:59.710 --> 00:15:10.480 Sebastian Cortes: I think looking in the lead profile is definitely the easiest. Technically, you, you know, we have a communications inbox, too, off on the left-hand side of the CRM. 154 00:15:11.350 --> 00:15:17.210 Sebastian Cortes: We do technically have a sent folder in there, so anything that you send should show up in there, but… 155 00:15:17.870 --> 00:15:28.510 Sebastian Cortes: we don't have the best filtering options there, so it just shows, like, if you send a mass email to 100 leads, it's gonna show 100 emails in there. So, you know, going into the lead profile is definitely… 156 00:15:28.900 --> 00:15:29.980 Sebastian Cortes: easiest. 157 00:15:31.860 --> 00:15:33.979 CINC Marketing: Let's see, Angela… 158 00:15:34.120 --> 00:15:45.249 CINC Marketing: is asking, recently changed my brokerage, is there a way for the templates to be updated with the new signatures, so I don't have to edit every time going forward? 159 00:15:47.340 --> 00:15:56.130 CINC Marketing: So I think, is that talking about, like, auto tracks or emails going out? Is there, like, a central place to change that email signature that gets attached? 160 00:15:56.460 --> 00:16:02.270 Sebastian Cortes: It… it depends. So, if it is auto-tracks, if it's email templates, 161 00:16:02.420 --> 00:16:12.619 Sebastian Cortes: And you actually created the template and included your signature in there, you would have to, unfortunately, individually edit each template that that's set up in. 162 00:16:12.800 --> 00:16:26.709 Sebastian Cortes: If it's just, you know, whenever you click to create an email and you see your signature in there, that's housed in your profile and settings. We have, if you click on your name in the top right, and you go to the profile and settings in the drop-down menu, 163 00:16:27.020 --> 00:16:30.770 Sebastian Cortes: That takes you exactly where you need to be. There's a little signature box, and… 164 00:16:30.910 --> 00:16:40.009 Sebastian Cortes: You can, you can edit it there, and then anytime you manually create an email, you get a mass email set up, then it'll have the new signature instead. 165 00:16:40.270 --> 00:16:44.579 Sebastian Cortes: But, you know, going back to with, like, templates and stuff. 166 00:16:45.460 --> 00:16:55.849 Sebastian Cortes: the template just kind of works with what's inside what you've created, so you would have to go in there to change it. And each template would be kind of like a… 167 00:16:56.160 --> 00:16:59.949 Sebastian Cortes: Separate, so you'd have to go into every template, unfortunately, there. 168 00:17:00.760 --> 00:17:01.550 Sebastian Cortes: So, yeah. 169 00:17:01.840 --> 00:17:02.440 James Terry: And… 170 00:17:02.770 --> 00:17:22.490 James Terry: Actually, on that, if I could jump in, Angela, I'm glad you brought this up, because this is something, like, it, you know, doesn't happen a lot, but when it does happen, as far as a brokerage change like this, like, say… I'm just gonna make a couple up, right, as examples, but if somebody goes from, like, Keller Williams to eXp, or, you know, whatever it might be. 171 00:17:22.569 --> 00:17:34.759 James Terry: Let your account manager know, and let us know about that, because we have, like, branding on your website, and our team specifically, the search team and the digital advertising crew. 172 00:17:34.820 --> 00:17:43.249 James Terry: will take time and go through, you know, your Google profile page, for example, and make sure, like, oh, the website 173 00:17:43.280 --> 00:17:56.550 James Terry: button on your profile is still sending back to a Keller Williams, you know, page, or something like that. And just find some suggestions that you might need to update this. We can't update all of them for you, because we don't have 174 00:17:56.560 --> 00:18:05.759 James Terry: just to keep with that example, access to your Google profile. But just making sure the branding is updated and looking through some of that digital, 175 00:18:06.180 --> 00:18:24.830 James Terry: you know, everything you've got out there in the digital space to say, these are a couple of items you might need to check, because a lot of that stuff gets buried, and you might not think about it all the time, to your point of having to go through and update every single thing. And yeah, there's stuff within the sync dashboard, but a lot of it's just out there in the ether as well, right? 176 00:18:24.830 --> 00:18:30.249 James Terry: So, something we don't get notified of a whole lot, to think, like, oh, I'm changing brokerages. 177 00:18:30.250 --> 00:18:33.759 James Terry: Let me tell my lead generation team about that. But, 178 00:18:34.050 --> 00:18:42.300 James Terry: From an online lead gen perspective, it's something we want to be able to make sure is still in line with your branding as you move forward. 179 00:18:42.680 --> 00:18:45.210 James Terry: So let us know if that, as those things happen. 180 00:18:45.940 --> 00:18:46.750 Sebastian Cortes: Yeah, I think. 181 00:18:46.750 --> 00:18:51.950 CINC Marketing: Yeah, that is… Nice. I was just gonna say, that is a good call-out, because, 182 00:18:52.110 --> 00:19:01.290 CINC Marketing: you know, like, if you're running team listing ads, that's based off of your office ID, and if you change brokerage, if there's a change in that in any way. 183 00:19:01.710 --> 00:19:08.419 James Terry: You know, that'll remove all the listings from the ads if we don't know about it. Or there's also… 184 00:19:08.730 --> 00:19:14.810 CINC Marketing: you know, Google is really cracking down on suspensions. That seems to be one of their KPIs, this… 185 00:19:14.980 --> 00:19:16.689 CINC Marketing: This… this year. 186 00:19:17.170 --> 00:19:18.630 CINC Marketing: So… 187 00:19:19.180 --> 00:19:35.170 James Terry: And they want to make sure that branding is consistent, right, and that nobody's with eXp as they move forward, and not still claiming that they're with Keller Williams and trying to pull, you know, misleading clients and things like that. So, thank you for bringing that up. 188 00:19:36.330 --> 00:19:39.419 James Terry: And I'm glad to say you've gotten it all changed up. Good stuff. 189 00:19:39.950 --> 00:19:50.020 Sebastian Cortes: Yeah, there is, and this is, you know, Angela, you said you've gotten it all changed, but for anyone else who might need it, it sounds like a lot, but we do have a pretty streamlined process for it on our end. 190 00:19:50.180 --> 00:20:02.340 Sebastian Cortes: So if you just email the support team and you say, hey, I changed my brokerage, what do I need to do? You know, we have a template with a few questions for you to answer, we send to you, so there's a little bit of back and forth, but, 191 00:20:02.820 --> 00:20:17.430 Sebastian Cortes: But, you know, that template automatically gets you in contact with our MLS team, and they help you update all that. So, so it's fairly streamlined. It sounds like a lot when you just kind of say everything that you need to update. 192 00:20:17.430 --> 00:20:18.040 James Terry: date, but… 193 00:20:18.040 --> 00:20:20.549 Sebastian Cortes: But we can absolutely help you with that, yeah. 194 00:20:22.590 --> 00:20:29.140 CINC Marketing: Very cool. And can you, let me see if I remember the support number. 195 00:20:30.350 --> 00:20:33.049 CINC Marketing: 8… starts with an 8. 196 00:20:33.420 --> 00:20:37.270 CINC Marketing: Oh, it's right up there. 855-246-2717. 197 00:20:38.320 --> 00:20:39.180 Sebastian Cortes: Yeah, I guess I'll also… 198 00:20:39.180 --> 00:20:39.610 James Terry: Yes. 199 00:20:40.560 --> 00:20:42.439 CINC Marketing: What a great guest by me. 200 00:20:43.360 --> 00:20:46.270 CINC Marketing: Or support at SyncPro.com. 201 00:20:47.020 --> 00:20:48.190 CINC Marketing: Yeah! 202 00:20:49.830 --> 00:20:52.180 James Terry: Taking time to type into the chat. 203 00:20:53.850 --> 00:20:54.410 Sebastian Cortes: Okay. 204 00:20:54.410 --> 00:20:57.490 James Terry: Actually, taking time to type into the chat reminds me… 205 00:20:57.770 --> 00:21:00.239 James Terry: We didn't ask everybody, where they're from. 206 00:21:00.530 --> 00:21:01.030 James Terry: The… 207 00:21:01.030 --> 00:21:02.950 CINC Marketing: Oh my god. We know you're from Atlanta, James. 208 00:21:03.460 --> 00:21:04.500 James Terry: No, I was gonna change it this time. 209 00:21:07.270 --> 00:21:11.650 CINC Marketing: So feel free to do that if you want. 210 00:21:12.260 --> 00:21:18.480 CINC Marketing: And Angela said, is this… is there a daily routine to stay on top of the database that we can follow? 211 00:21:18.820 --> 00:21:26.099 CINC Marketing: Can you email us? I know, just, briefly, we have a lot of free training options. 212 00:21:26.280 --> 00:21:29.239 CINC Marketing: That you can take advantage of, so there's… 213 00:21:29.720 --> 00:21:34.989 CINC Marketing: John Marone's Agent Blueprint, which is a 6-week training course that goes over… 214 00:21:35.220 --> 00:21:43.050 CINC Marketing: Everything, you know, from the generation of the lead to the setting the appointment and the scripting, all that good stuff. 215 00:21:43.420 --> 00:21:48.630 CINC Marketing: There's this wonderful… Soon-to-be podcast. 216 00:21:49.180 --> 00:21:53.500 CINC Marketing: Now, just webinar series. Office hours. Oh. 217 00:21:53.880 --> 00:22:11.040 CINC Marketing: So, you know, you can take advantage of that. There's a lot of archive trainings, the support line that, is in the chat right now, the email address that's in the chat right now, so, you know, we… one of the big differentiators, I think, between Sync and other… 218 00:22:11.200 --> 00:22:13.749 CINC Marketing: Competitors is, 219 00:22:13.970 --> 00:22:22.940 CINC Marketing: You know, just the access that you have for free training, and then also the support side of things to talk to an actual human being. 220 00:22:23.060 --> 00:22:30.290 CINC Marketing: You know, that understands what you're trying to do, and that… talking to someone like Sebastian, who's been there for 6 years. 221 00:22:30.490 --> 00:22:36.719 CINC Marketing: And, you know, I've seen multiple iterations, so take advantage of that, and also sync you. 222 00:22:37.310 --> 00:22:40.190 CINC Marketing: Which is a live 3-day training 223 00:22:40.350 --> 00:22:43.210 CINC Marketing: That we hear rave reviews about. It's… 224 00:22:43.530 --> 00:22:51.659 CINC Marketing: I think the next one is… one may be going on here soon, but I think the next one's in Atlanta. So you can find all that at synccommunity.com. 225 00:22:51.940 --> 00:22:53.450 James Terry: Yeah, and . 226 00:22:53.450 --> 00:22:56.360 Daniel Lott: I'm gonna ask… Are you talking… 227 00:22:56.360 --> 00:22:57.040 CINC Marketing: Online can be good. 228 00:22:58.010 --> 00:23:05.889 Daniel Lott: Alright. Well, I was gonna ask Sebastian, like, the question that was just asked, that seemed like a pretty common question, like, somebody is kind of like… 229 00:23:06.290 --> 00:23:14.309 Daniel Lott: Like, what do I do? Like, I'm sort of… I'm extrapolating, like, maybe they're overwhelmed, like, I don't know, like, where do I… who do I call, what do I do, like… 230 00:23:14.530 --> 00:23:17.289 Daniel Lott: I assume you get that phone call a lot. 231 00:23:17.290 --> 00:23:17.670 Sebastian Cortes: Yeah, we did. 232 00:23:17.670 --> 00:23:26.850 Daniel Lott: what… what do you… like, what is the… you know, John Marone gives the… the 6-hour answer, but what's the, you know, the 6-minute answer to the question? 233 00:23:26.850 --> 00:23:29.610 Sebastian Cortes: So, I would… I would definitely say that 234 00:23:30.500 --> 00:23:40.259 Sebastian Cortes: You know, obviously support has a little bit of insight, but we're primarily focused on the tech support side of things, so we might not be able to give you the best insight. 235 00:23:40.330 --> 00:23:54.289 Sebastian Cortes: That being said, you know, just working at Sync, we hear a lot about, you know, the agent playbook, we see… we have, our saved filters that are… that are designed in a way to where you literally just, to start your day. 236 00:23:54.290 --> 00:24:03.109 Sebastian Cortes: You know, you go to your agent launch pad, you start with those saved filters, you call who needs to be called, you follow up on reminders that need to be followed up on that day. 237 00:24:03.180 --> 00:24:12.249 Sebastian Cortes: I do think reaching out to your account manager is a… is a very good, thing to do in that situation, because I think they have some, some, 238 00:24:12.630 --> 00:24:20.469 Sebastian Cortes: documentation, like, I think there's specifically a PDF that we have called the Sync Agent Playbook that kind of tells you what 239 00:24:20.640 --> 00:24:34.840 Sebastian Cortes: what Sync's path to success looks like, using our CRM, what you should start doing every day, you know, every couple weeks you should maybe do this, when you call somebody, what kind of, you know, we have a little bit of a, 240 00:24:34.940 --> 00:24:38.750 Sebastian Cortes: what are they called? A, a. 241 00:24:39.070 --> 00:24:42.260 CINC Marketing: Look, the scripting? Yeah. Exactly. Yeah. Sorry. 242 00:24:42.410 --> 00:24:58.269 Sebastian Cortes: So, you know, there's a little bit of a script in there that you can follow, so, you know, I don't think I have that PDF, although maybe it is something I should ask, you know, an account manager for. Maybe I can circulate that through the support team so that we can have… 243 00:24:58.600 --> 00:25:06.710 Sebastian Cortes: I don't know, something more that we can provide to… to account manage… or to clients, rather than just saying, you know, start by calling your account manager, but… 244 00:25:06.910 --> 00:25:17.259 Sebastian Cortes: But that is currently… the best answer we have is to reach out to your account manager, because they do have access to a few more resources that the support team doesn't. So yeah. 245 00:25:17.260 --> 00:25:24.020 Daniel Lott: Yeah, there are all these different filters and stuff like that, and it's… it's very complicated, and 246 00:25:24.530 --> 00:25:28.990 Daniel Lott: Well, I know we have, like, yesterday, we had our, product team 247 00:25:29.020 --> 00:25:45.170 Daniel Lott: like, talked about, like, what are they doing for the month? And they're, like, rolling out a whole bunch of great stuff for the month, and then a lot of it always has to do with identifying who are the people to call, like, who are the best people to call, and they're constantly refining it, making it better, so that 248 00:25:45.310 --> 00:25:59.530 Daniel Lott: you know, when you have 5 minutes or 10 minutes to call your leads, or half an hour, like, we're trying to identify… we're making changes on our… in our department, too, but they are also. So, yeah, talk to your account manager. 249 00:26:00.000 --> 00:26:17.710 Daniel Lott: you know, I don't know when you started, but there's probably a different place, like, oh, the agent-ready leads versus, you know, P1, or whatever they are. So, yeah, talk to your account manager. We're constantly, you know, the tech team, the product team is constantly, you know, working on, you know, refining that and honing in on who are the best people to call. 250 00:26:17.960 --> 00:26:31.489 Sebastian Cortes: Yeah, and the account manager also helps you if you do want to sign up for some training with one of our trainers, your account manager is a good point of contact for that as well. If you want to go to Sync University, your account manager can help set that up. 251 00:26:31.950 --> 00:26:48.600 Sebastian Cortes: you know, and of course, calling to support, we can kind of get you in, you know, started with that as well, but I do think the account manager… this is one of those things where that's… that's kind of what your account manager is there for, so they can definitely help you out, with… with getting more guidance on. 252 00:26:48.680 --> 00:26:55.290 Sebastian Cortes: on how you should be working the system, where you should start, how you can find success with it. So, yeah. 253 00:26:56.590 --> 00:27:04.620 CINC Marketing: Well, I think that is going back to what I said about the level of support that you get from Sync, you know, it's not just… 254 00:27:05.250 --> 00:27:07.509 CINC Marketing: It's not just a line that… 255 00:27:07.610 --> 00:27:14.369 CINC Marketing: you know, you can call into with people that can help on the tech side. We have people that specialize in that. 256 00:27:14.410 --> 00:27:28.639 CINC Marketing: That can help you with that. But if you have questions around scripting, we have the account manager who can kind of be your hub to get you in contact with people. If you have questions about your marketing campaign, your account manager can set up a call with 257 00:27:28.780 --> 00:27:40.070 CINC Marketing: you know, one of us that are on right now, and we'll have a dedicated call with you, and, you know, talk for an hour about your campaign, and strengths and weaknesses, and that kind of stuff. I mean, even as you… 258 00:27:40.170 --> 00:27:51.980 CINC Marketing: purchase sync. There's a whole team that gets everything set up in the back end. There's a whole team that teaches you how to do the basic functions in the CRM before you graduate to your account manager, so… 259 00:27:52.120 --> 00:27:57.379 CINC Marketing: You know, I talk a lot about the changes that I've seen at Sync. 260 00:27:57.490 --> 00:28:06.379 CINC Marketing: Over the last 10 years, but I do think that is a substantial one of, you know, we've really gone from, get as many leads as we can, like, that's still… 261 00:28:06.510 --> 00:28:12.319 CINC Marketing: Get as many good leads as we can, and we've put… we've even pushed cost per lead up over the years. 262 00:28:12.500 --> 00:28:15.410 CINC Marketing: Intentionally, to get better leads. 263 00:28:15.720 --> 00:28:17.629 CINC Marketing: Still within reason. 264 00:28:17.940 --> 00:28:19.889 CINC Marketing: You know, but 265 00:28:20.900 --> 00:28:26.549 CINC Marketing: You just have all these differing levels of support that you can take advantage of, so please do. 266 00:28:27.180 --> 00:28:30.750 CINC Marketing: I lost my train of thought, I'm not sure if those two connect or not. 267 00:28:31.820 --> 00:28:32.200 James Terry: Who knows? 268 00:28:32.200 --> 00:28:32.950 Sebastian Cortes: But I did. 269 00:28:32.950 --> 00:28:48.030 James Terry: the question was, like, what do I need to do next, right? Or, like, where am I at? And with several dozen people on this, you know, listening in right now, there's no… Harry, to your point, there's no one-line response that we have for that. 270 00:28:48.120 --> 00:29:04.340 James Terry: the account manager can look into your dashboard and say, oh, it looks like your contact ratio's not, or, you know, your follow-up's not where it needs to be, and they can say, like, have you been spending time in the launch pad, or do you keep an eye on this? When I look at the lead's dashboard, I filter it in a certain way. 271 00:29:04.340 --> 00:29:08.129 James Terry: Depending on if the client I'm talking to's been live. 272 00:29:08.150 --> 00:29:17.849 James Terry: you know, been with us, or the campaign's been live for 3 months or 5 years, right? And so, say, like, here's how I look at and prioritize those things, but it's so… 273 00:29:18.110 --> 00:29:27.979 James Terry: case-specific, and so that's why that answer has to be, like, somebody's got to look in and dig into your dashboard to be able to answer that question most effectively, right? 274 00:29:30.000 --> 00:29:38.630 CINC Marketing: Yeah, I think the timing is really important. Like, how long the site has been around, because expectations are… 275 00:29:39.180 --> 00:29:53.309 CINC Marketing: if you've been around for a year and a half, my expectation of what I'm gonna see in your CRM and your pipelines is different than if you've been around 4 months. And that's a totally different conversation, even, you know, based on… 276 00:29:53.820 --> 00:29:56.729 CINC Marketing: Like, a lot of it at 4 months is probably… 277 00:29:57.230 --> 00:30:01.049 CINC Marketing: You know, you should be seeing some signs of positive movement. 278 00:30:01.660 --> 00:30:05.789 CINC Marketing: Where at a year and a half, like, you should have some leads that have closed, most likely. 279 00:30:06.660 --> 00:30:10.350 CINC Marketing: And that maybe is a follow-up thing, but we have training for all of that. 280 00:30:10.880 --> 00:30:20.210 CINC Marketing: And the big emphasis… I've picked up my train of thought now. The big emphasis over the past 10 years has been to identify 281 00:30:21.090 --> 00:30:33.010 CINC Marketing: you know, yes, it's a numbers game. We want to get as many good leads in as we can and convert those as quickly as possible, but we also want to do things, you know, incremental gains in those… in that numbers game. 282 00:30:33.760 --> 00:30:41.539 CINC Marketing: can mean a lot. So, surfacing people who have been in the database for a while, who are taking important activities, you know. 283 00:30:42.020 --> 00:30:50.170 CINC Marketing: there's a lot of focus on that right now. There's new things coming out. So, utilizing your account manager, the training team. 284 00:30:50.480 --> 00:30:54.310 CINC Marketing: I did post the, Success Playbook link. 285 00:30:54.610 --> 00:30:56.460 CINC Marketing: In the chat, as well. 286 00:30:57.500 --> 00:31:05.130 CINC Marketing: So that is… Yeah, Angela, that's a good thing to use as just kind of a starting point. 287 00:31:06.190 --> 00:31:08.470 CINC Marketing: For a daily, daily routine. 288 00:31:11.100 --> 00:31:13.760 CINC Marketing: We did just get a question from Craig. 289 00:31:14.170 --> 00:31:20.340 CINC Marketing: Craig said, any recommendations or successes with lead conversations? 290 00:31:20.660 --> 00:31:27.990 CINC Marketing: About the new requirement… For a buyer-agent agreement for showings. 291 00:31:28.670 --> 00:31:32.300 CINC Marketing: So if I understand that right, that is referring to… 292 00:31:32.770 --> 00:31:34.830 CINC Marketing: One of the changes that came from 293 00:31:35.360 --> 00:31:40.560 CINC Marketing: the multiple lawsuits, I believe, of… You know, you need… I… 294 00:31:41.300 --> 00:31:48.599 CINC Marketing: To work with a buyer… thank you. Yeah, to work with a buyer, they need to sign an agreement with you. 295 00:31:48.890 --> 00:31:56.589 CINC Marketing: First. So I have some rudimentary thoughts on this, and then somebody can fill in with some more concrete things, but… 296 00:31:56.770 --> 00:32:05.849 CINC Marketing: I do think that that lawsuit makes providers, like, sink even more valuable, because… 297 00:32:06.070 --> 00:32:13.029 CINC Marketing: You look at someone like a Zillow or a Realtor.com, You're getting that lead. 298 00:32:13.400 --> 00:32:17.069 CINC Marketing: Much, much further down the pipeline, like, down the funnel. 299 00:32:17.240 --> 00:32:22.669 CINC Marketing: than you are from a sync lead. Of course, the trade-off is the time it takes to close it. 300 00:32:22.940 --> 00:32:29.810 CINC Marketing: But I've always felt that… Those, changes to the way that 301 00:32:30.480 --> 00:32:32.599 CINC Marketing: To the way that, that… 302 00:32:32.930 --> 00:32:36.369 CINC Marketing: Agents and buyers have to behave. 303 00:32:36.700 --> 00:32:40.600 CINC Marketing: is beneficial for someone using Sync. 304 00:32:41.130 --> 00:32:43.750 CINC Marketing: Because you are capturing that person. 305 00:32:44.090 --> 00:32:47.379 CINC Marketing: you know, at the beginning of their search. So, I mean, that's… 306 00:32:48.530 --> 00:32:53.770 CINC Marketing: That's my… I mean, the Charleston sale… is… 307 00:32:53.790 --> 00:33:01.469 Daniel Lott: you know, likely an example of that. Daniel, I know you haven't talked about that yet today, but I mean, but really, it is. 308 00:33:01.470 --> 00:33:05.550 CINC Marketing: It likely is, right? You know, an example of… 309 00:33:06.610 --> 00:33:09.270 CINC Marketing: Of that. So I don't know what you guys think. 310 00:33:09.810 --> 00:33:19.479 CINC Marketing: about that, and I… I think there have… I feel like… I may be making this up, but I feel like we did something with one of our partners. 311 00:33:19.610 --> 00:33:25.409 CINC Marketing: to incorporate… Buyer agreements into the system when this happened? 312 00:33:29.540 --> 00:33:31.220 James Terry: Look at you, Sebastian. 313 00:33:31.220 --> 00:33:37.000 Sebastian Cortes: I'm trying to… I'm trying to think about it, because I know that… that was… It was… 314 00:33:37.000 --> 00:33:38.200 CINC Marketing: It was bandied. 315 00:33:39.600 --> 00:33:40.810 CINC Marketing: bandied about. 316 00:33:40.810 --> 00:33:45.609 James Terry: I knew it was… there were steps made to simplify it, right, because it was made as a requirement. 317 00:33:45.610 --> 00:33:50.340 Daniel Lott: Does Orlando know? I know Orlando's in the crowd, maybe he'll… he'll… 318 00:33:50.340 --> 00:33:51.250 CINC Marketing: Wow. 319 00:33:51.560 --> 00:33:52.049 Sebastian Cortes: I, I… 320 00:33:52.050 --> 00:33:52.590 CINC Marketing: Wow. 321 00:33:52.590 --> 00:33:57.670 Sebastian Cortes: I think what you're talking about there is the SkySlope integration. 322 00:33:57.670 --> 00:33:58.360 CINC Marketing: Yes! 323 00:33:58.360 --> 00:34:14.540 Sebastian Cortes: Yeah, so… so we have… we kind of… because we had that in our system for a while, kind of in a different spot, but then I think when the NRA lawsuit happened, we… it was… it was a little bit after we had introduced the deals feature. 324 00:34:14.889 --> 00:34:21.199 Sebastian Cortes: Which, which I think… You know, kind of helps with that, because it makes tracking 325 00:34:21.300 --> 00:34:23.920 Sebastian Cortes: Those transactions in the platform a little bit easier. 326 00:34:23.940 --> 00:34:36.470 Sebastian Cortes: But, but we also moved the Skyslope integration to that deals, dashboard, so it's… instead of having to, like, go through your profile and settings, click on SkySlope, and, you know, go over there. 327 00:34:36.480 --> 00:34:47.189 Sebastian Cortes: now you just kind of click the actions and the deals dashboard, and you can go straight to SkySlope from there. It's not a direct integration, but we kind of moved things around to make it a little more streamlined. 328 00:34:47.469 --> 00:34:51.559 Sebastian Cortes: It, and, and I, I think… 329 00:34:52.989 --> 00:34:55.819 Sebastian Cortes: I… yeah, I think that's what you're talking about, right? 330 00:34:57.200 --> 00:35:02.020 CINC Marketing: I'm just watching Orlando misspell Sky Slope. Let's see, third time's a charm. 331 00:35:02.240 --> 00:35:03.050 Daniel Lott: Skylobe. 332 00:35:03.320 --> 00:35:05.060 CINC Marketing: Everyone watch the chat! 333 00:35:08.540 --> 00:35:22.539 James Terry: And I know that it would be mentioned, like, the question, any recommendations with, successes for lead conversion, came not long after we were talking about some of the, the classes and the 334 00:35:22.630 --> 00:35:41.059 James Terry: everything that's available from Sync. I know the links were posted in here for SyncCommunity.com, but one that wasn't mentioned specifically is the online conversion day, where they talk about going through… it's all about, I think it's, what, 3 or 4 hours, and the power hour and the calling. 335 00:35:41.060 --> 00:35:48.359 James Terry: But that's a big part of it, and it's a… it's really the place for those kinds of questions. And I look to seeing if Orlando got the… 336 00:35:48.360 --> 00:35:57.809 James Terry: SkySlope spelled right, but Online Conversion Day is a great resource for this specific case, right? For this kind of a question. 337 00:35:59.960 --> 00:36:01.919 CINC Marketing: Yeah, I'm looking for… 338 00:36:02.050 --> 00:36:03.730 James Terry: Sure, Orlando, autocorrect. 339 00:36:04.060 --> 00:36:05.350 CINC Marketing: I'm looking for that. 340 00:36:05.620 --> 00:36:09.120 CINC Marketing: That link. Here's the Sync Community link. 341 00:36:09.480 --> 00:36:16.920 CINC Marketing: That also, at the bottom, has a, one of the training webinars that I think was recently updated. 342 00:36:17.060 --> 00:36:18.949 CINC Marketing: Was the essential training? 343 00:36:19.430 --> 00:36:23.709 CINC Marketing: series that I think is done, or it is done by our training team. 344 00:36:24.090 --> 00:36:26.869 CINC Marketing: So, if you go to the bottom of that page. 345 00:36:27.590 --> 00:36:33.590 CINC Marketing: Past the beautiful picture of 3 certain… Beautiful people. 346 00:36:34.160 --> 00:36:41.130 CINC Marketing: You'll find the essential training webinar resources, which is recordings of those, of those trainings. 347 00:36:41.940 --> 00:36:48.059 CINC Marketing: So yeah, I mean, my overall take on that… It's something that, 348 00:36:48.400 --> 00:36:51.440 CINC Marketing: We always used to talk about, when we talked about. 349 00:36:51.770 --> 00:36:59.429 James Terry: along, you know, in the past, how, like, contractions in the housing market. I think a lot of that stuff benefits the… 350 00:37:00.390 --> 00:37:06.179 CINC Marketing: The stronger teams, you know, the more established teams with the better processes, because… 351 00:37:06.640 --> 00:37:11.760 CINC Marketing: You know, a lot of the… a lot of teams were likely doing something like this Already. 352 00:37:12.740 --> 00:37:17.040 CINC Marketing: You know, and it's just interesting to watch, like, as… 353 00:37:17.150 --> 00:37:23.760 CINC Marketing: From COVID, I know that so many people became realtors, and, you know, now it's just kind of contracting some. 354 00:37:24.280 --> 00:37:27.200 CINC Marketing: It seems, naturally. I know my dad became… 355 00:37:27.840 --> 00:37:31.489 CINC Marketing: He was an HR rep, and he got his real estate license during COVID. 356 00:37:32.850 --> 00:37:34.690 Daniel Lott: Wow. I did not know that. 357 00:37:35.090 --> 00:37:38.470 CINC Marketing: He was a terrible realtor. I don't think he sold anything. 358 00:37:38.630 --> 00:37:40.580 Daniel Lott: Terrible HR rep. 359 00:37:40.580 --> 00:37:42.439 CINC Marketing: He did a great HR rep. 360 00:37:42.560 --> 00:37:44.190 CINC Marketing: Great HR rep. 361 00:37:44.970 --> 00:37:45.940 CINC Marketing: Okay. 362 00:37:46.390 --> 00:37:48.129 CINC Marketing: You can check it, there's lists. 363 00:37:50.970 --> 00:37:55.429 Daniel Lott: Well, should we talk about leads? Harry, is there a question about leads? 364 00:37:55.430 --> 00:37:56.590 CINC Marketing: Whoa, Dan. 365 00:37:56.880 --> 00:37:58.080 CINC Marketing: That was literally. 366 00:37:58.080 --> 00:37:59.700 Daniel Lott: Seasonality? 367 00:37:59.700 --> 00:38:01.970 CINC Marketing: He's literally what I was about to talk about. 368 00:38:01.970 --> 00:38:02.780 Daniel Lott: Okay. 369 00:38:03.270 --> 00:38:04.100 CINC Marketing: Wow. 370 00:38:05.180 --> 00:38:06.819 CINC Marketing: Get out of my head. 371 00:38:07.840 --> 00:38:20.719 CINC Marketing: We did have some questions, a lot of questions, really, around leads, lead flow, one of the ones that I saw in particular… 372 00:38:20.920 --> 00:38:28.110 CINC Marketing: that I thought, was interesting was around… False appointments? 373 00:38:28.220 --> 00:38:31.250 CINC Marketing: So, people setting appointments. I'm wondering if… 374 00:38:31.660 --> 00:38:37.310 CINC Marketing: So, one of the things that we've seen from leads, specifically from social. 375 00:38:37.500 --> 00:38:40.369 CINC Marketing: is… so, team listing ads are listcast. 376 00:38:40.600 --> 00:38:46.860 CINC Marketing: In this case, is that we ask a question of, do you want to tour this home on that ad? 377 00:38:46.990 --> 00:38:52.389 CINC Marketing: If they say yes, It does… it creates a showing for noon the next day. 378 00:38:52.860 --> 00:38:55.629 CINC Marketing: We have heard feedback around… 379 00:38:56.060 --> 00:39:00.960 CINC Marketing: These being, you know, kind of ghost appointments, or incorrect appointments. 380 00:39:01.830 --> 00:39:15.639 CINC Marketing: I see the disconnect, you know, as we look through the whole pipeline. I do see the disconnect of, you know, that person is saying, yes, I'm ready to tour the home, they don't know that a showing's being created at… 381 00:39:15.640 --> 00:39:25.950 CINC Marketing: At noon, so there is a disconnect in the follow-up. Clients usually call to confirm the appointment. The lead doesn't know, about the appointment. 382 00:39:26.480 --> 00:39:35.030 CINC Marketing: Even with that confusion, you know, our data has shown that those leads that say yes are much more likely to set an appointment than those that don't. 383 00:39:35.850 --> 00:39:49.310 CINC Marketing: But it's creating too many appointments. So, I'm not sure if that was specifically what that question was talking about, but we do have a change in the works right now, to adjust that so that the showing request… 384 00:39:49.480 --> 00:39:56.340 CINC Marketing: Is not created, but it does still show up in the, same places that it shows up in now. 385 00:39:56.670 --> 00:40:01.160 CINC Marketing: So we do… that is some common feedback that we get, we get that here. 386 00:40:01.330 --> 00:40:04.889 CINC Marketing: And we're making a change to address that. Just wanted to let… 387 00:40:05.120 --> 00:40:15.059 CINC Marketing: everyone know… I'm sorry, I don't have the specific list of questions pulled up, so I don't know specifically who asked that, but, if you are on there, or if you are seeing that, we are addressing that. 388 00:40:15.240 --> 00:40:21.009 Daniel Lott: Yeah, I just wanted to comment on that also. So it's both on the Facebook side and the Google side. 389 00:40:21.090 --> 00:40:36.210 Daniel Lott: And, so, I guess Facebook, Google, on the Google, or on… just on the general, we didn't ask that as part of the, registration flow. And now we do ask that question, as of, a month ago. And so… 390 00:40:36.660 --> 00:40:45.400 Daniel Lott: on Facebook, we've been asking for a couple years, and I think people… I think there might have been some more false positives, like if people 391 00:40:45.450 --> 00:40:59.899 Daniel Lott: saying, yeah, I wanna… I wanna look at the house, or, like, not… so… so Harry… on that side, we're getting too many, and so Harry has made it so it's gonna be… you're gonna get fewer of those by changing some of the verbiage on the… 392 00:41:00.180 --> 00:41:02.880 Daniel Lott: actually, I'm not sure if this is… 393 00:41:03.350 --> 00:41:16.230 Daniel Lott: correct me if I'm wrong, Harry, but you're gonna make the verbiage more, kind of, restrictive, so it's gonna be, you're gonna get more serious, like, only serious people are gonna say, yes, I wanna do it. 394 00:41:16.340 --> 00:41:18.220 Daniel Lott: And then, 395 00:41:18.750 --> 00:41:24.030 Daniel Lott: It's gonna not set an appointment for the next day, it's gonna be more, it's gonna be a… 396 00:41:24.420 --> 00:41:25.149 Daniel Lott: Property alert. 397 00:41:25.150 --> 00:41:26.410 CINC Marketing: Property Inquiry. 398 00:41:26.410 --> 00:41:30.090 Daniel Lott: Property inquiry. It'll show as a property inquiry, so it'll just show… 399 00:41:30.090 --> 00:41:33.499 CINC Marketing: A note in the property that they signed up on. 400 00:41:33.740 --> 00:41:36.729 CINC Marketing: But yeah, I mean, this is an example of… 401 00:41:36.990 --> 00:41:42.619 CINC Marketing: We're actually dialing back the number of showing requests that we generate because it's not accurate. 402 00:41:42.990 --> 00:41:46.560 CINC Marketing: You know, so… We're not beholden to… 403 00:41:47.690 --> 00:41:55.000 CINC Marketing: Saying, like, oh, you're gonna get so many showing… we actually… we are looking at this kind of stuff, and we are making changes based on your feedback. 404 00:41:55.190 --> 00:42:04.890 Daniel Lott: And then, on the Google side, or just on the site side, as part of the registration flow, I guess around a month ago, it was, the new flow was enacted, and… 405 00:42:05.030 --> 00:42:13.100 Daniel Lott: most leads come from Google, I would say probably 3 quarters to 80% come from Google, so that's why 406 00:42:13.220 --> 00:42:17.060 Daniel Lott: You probably have noticed more leads, because we're asking the question. 407 00:42:17.600 --> 00:42:35.670 Daniel Lott: do you want to tour this house? And at one time, do you want to tour this house? So we're asking those two questions, you have to press little buttons. So you're getting all these leads. Again, like, people are inundated because we never asked this question before, but it's a very obvious question to ask, it's a very good question to ask. 408 00:42:36.070 --> 00:42:40.150 Daniel Lott: Shows a definite… a greater intent to, you know. 409 00:42:40.320 --> 00:42:48.449 Daniel Lott: want to tour a house if they actually explicitly say, yes, I would like to tour this house. But, again, same with on the Facebook side, I… 410 00:42:48.510 --> 00:43:06.870 Daniel Lott: the, the product team is, you know, experimenting with different wordings and stuff like that, just to hone in on who exactly are the people who definitely do want to tour a house by, you know, making the language more restrictive, or making the buttons… I think maybe one of the buttons is pre-checked or something, I'm not sure what it is, but… 411 00:43:06.870 --> 00:43:13.639 Daniel Lott: They're experimenting and doing a lot of testing just to see what Is going to result in 412 00:43:13.920 --> 00:43:30.950 Daniel Lott: you know, producing a list of leads that definitely want to tour a house, and definitely should be called as soon as possible. And that's… that's kind of the, the goal. And, I think they're doing a good job with… with that. And it's a work in progress, and it's… it's always getting… it's continually getting better. 413 00:43:33.020 --> 00:43:34.190 CINC Marketing: Greg Park! 414 00:43:34.480 --> 00:43:37.460 CINC Marketing: In Utah! One more question, data… 415 00:43:39.270 --> 00:43:42.350 CINC Marketing: What is Sync's data and average time? 416 00:43:42.690 --> 00:43:48.419 CINC Marketing: from Lee… well, I want to say one more thing about the showing request. I am excited… 417 00:43:48.820 --> 00:43:53.460 CINC Marketing: For this, because even though… like, if you think about the flow. 418 00:43:53.600 --> 00:44:00.619 CINC Marketing: The client is getting notified that the lead wants a showing at noon, so the follow-up is not the standard follow-up. 419 00:44:00.770 --> 00:44:04.169 CINC Marketing: The follow-up is, hey, I'll see you at noon. 420 00:44:04.480 --> 00:44:09.179 CINC Marketing: And it seems like a lot of times the leads are saying, you know, who are you, weirdo? 421 00:44:09.670 --> 00:44:17.199 CINC Marketing: So, even with that happening, Those leads are 5 times as likely to set an appointment. 422 00:44:17.460 --> 00:44:24.080 CINC Marketing: So, if we keep the notification, like, it will still fall in contact requested where it is now. 423 00:44:24.300 --> 00:44:26.049 CINC Marketing: I think it does merit… 424 00:44:26.160 --> 00:44:37.000 CINC Marketing: contact requested, because they've taken that extra step that we've seen is more likely to set an appointment. It's just now the follow-up is going to match with the leads and, you know, what the lead expected. 425 00:44:37.790 --> 00:44:41.610 CINC Marketing: So I think it'll really… I think it'll help. 426 00:44:41.910 --> 00:44:47.479 CINC Marketing: I think it will increase actual showings by not creating the showing. 427 00:44:48.770 --> 00:44:50.560 CINC Marketing: So… yeah. 428 00:44:50.910 --> 00:44:51.859 CINC Marketing: It was deep. 429 00:44:52.840 --> 00:44:56.850 CINC Marketing: Yeah, look into the, the lake. 430 00:44:57.490 --> 00:44:58.939 CINC Marketing: What do you see, Dan? 431 00:45:02.800 --> 00:45:07.600 Daniel Lott: Can I… can I answer a question about seasonality on LeapFlow, Harry? Do we have that one? 432 00:45:07.600 --> 00:45:08.060 CINC Marketing: Hey, nope. 433 00:45:08.060 --> 00:45:08.910 Daniel Lott: On the list? 434 00:45:09.490 --> 00:45:17.020 CINC Marketing: How can you say, I'll see you at noon without… Right, yeah. So… If you look at, 435 00:45:17.510 --> 00:45:23.760 CINC Marketing: if you look at the development of this kind… so Sync, I always say, is an iterative… platform. 436 00:45:24.520 --> 00:45:35.409 CINC Marketing: So creating the showing request… a long time ago, we didn't have all the dashboards that we have now, and we also had a lot more trouble getting leads from Facebook into the site. 437 00:45:35.780 --> 00:45:42.629 CINC Marketing: We do that through the real verified text now, which brings a much higher percentage of the leads onto the site, and… 438 00:45:42.750 --> 00:45:49.550 CINC Marketing: you know, lets them interact with the site. So we created the showing at noon to alert a client that 439 00:45:49.840 --> 00:45:53.310 CINC Marketing: Someone had expressed that interest. 440 00:45:53.600 --> 00:46:02.749 CINC Marketing: Again, this was years ago. Now we have all these… the new dashboards. We do a much better job of surfacing that… that activity, so we don't need… 441 00:46:02.930 --> 00:46:10.040 CINC Marketing: That's showing requests anymore, and it is a more accurate representation of what it is, and it's based on 442 00:46:10.160 --> 00:46:12.989 CINC Marketing: Feedback from, from clients. 443 00:46:14.780 --> 00:46:15.670 CINC Marketing: Dan? 444 00:46:16.200 --> 00:46:20.879 CINC Marketing: Do you want to answer Craig's question, or do you want to talk about seasonality? 445 00:46:20.880 --> 00:46:22.050 Daniel Lott: What was the question? 446 00:46:22.780 --> 00:46:24.930 Daniel Lott: I don't want the knowledge of the day, Seth. 447 00:46:26.080 --> 00:46:32.829 CINC Marketing: Yeah. Handsome… the most handsome man on the internet gets questions read to him. 448 00:46:33.410 --> 00:46:35.570 Daniel Lott: They have to cut off. It's tough, it's so… 449 00:46:35.740 --> 00:46:37.649 CINC Marketing: It's hard, yeah, no, it's hard, yeah. 450 00:46:37.650 --> 00:46:40.189 Daniel Lott: When it reaches a certain age, Harry, you can't see it. 451 00:46:40.190 --> 00:46:40.830 CINC Marketing: Yeah! 452 00:46:40.830 --> 00:46:41.300 Daniel Lott: a little… 453 00:46:41.300 --> 00:46:42.730 CINC Marketing: Yeah, I know, I know. 454 00:46:43.480 --> 00:46:44.030 CINC Marketing: Ow. 455 00:46:44.800 --> 00:46:45.259 James Terry: Too high up. 456 00:46:45.260 --> 00:46:51.559 CINC Marketing: That's what I was thinking about today, like, is this my… is this my midlife crisis? Like, some people buy a Lamborghini. 457 00:46:51.760 --> 00:46:57.229 CINC Marketing: I grew a mustache, and… Started a lightly attended Q&A webinar. 458 00:47:01.870 --> 00:47:12.120 CINC Marketing: You know, I don't know. I don't know. Well, I'll tell you in 10 years. So Craig asked, what is Sync's data on average time from lead to closing? 459 00:47:14.190 --> 00:47:15.899 CINC Marketing: So I can talk about this. 460 00:47:16.340 --> 00:47:19.069 CINC Marketing: I can talk about a lot of things, but I can talk about this, too. 461 00:47:20.100 --> 00:47:25.140 Daniel Lott: Yeah, I don't know. You can… I don't know the answer to that. It varies! 462 00:47:25.510 --> 00:47:26.700 Daniel Lott: Actually… 463 00:47:28.230 --> 00:47:47.880 Daniel Lott: Yeah, it varies. I know we always say, like, Harry will say some stats, but, you know, we're… we also… some of… like, we have different products, and then different ways you can, you know, sign up for Sync, and then one of them gives us a lot of visibility as to the closing dates of leads, and when the lead was generated. 464 00:47:48.260 --> 00:47:53.699 Daniel Lott: And… You know, we see somewhere it's 2 weeks, you know, from… 465 00:47:54.010 --> 00:47:57.760 Daniel Lott: the… maybe not the closing, I guess, but the… If it's… 466 00:47:57.760 --> 00:48:01.000 CINC Marketing: I saw one today that was under 20 days. 467 00:48:01.000 --> 00:48:02.700 Daniel Lott: It's under $20, so it's… 468 00:48:02.920 --> 00:48:03.730 CINC Marketing: Under. 469 00:48:04.110 --> 00:48:10.020 Daniel Lott: Under. So it's… Because it just makes sense. If somebody is searching, and they look at a… 470 00:48:10.280 --> 00:48:18.130 Daniel Lott: Well, of course, the example we'll use is the Charleston house, the most expensive house in the history of Charleston, who they just looked at a house on our site, and then… 471 00:48:18.130 --> 00:48:19.620 CINC Marketing: Who generated that lead? 472 00:48:19.620 --> 00:48:21.610 Daniel Lott: That was Jeremy. 473 00:48:21.610 --> 00:48:21.990 CINC Marketing: Oh! 474 00:48:21.990 --> 00:48:23.039 Daniel Lott: How'd come about? Yes! 475 00:48:23.040 --> 00:48:23.880 CINC Marketing: I didn't know that! 476 00:48:23.880 --> 00:48:43.330 Daniel Lott: And, like, it was within, like, 3 weeks, or it was, like, it was under contract within 10 days. So… or, you will also… because we also have visibility in this stuff, it's like, or, it's somebody who's, like, 7 years ago registered, and then they finally decide to buy a house. They were… they've been busy, they haven't been, looking for houses, so 7 years passed, but… 477 00:48:43.690 --> 00:48:48.639 Daniel Lott: you know, on that, I don't know, Harry, if you, or James, if you have some… some stats, but… 478 00:48:48.850 --> 00:49:00.389 Daniel Lott: it can go, you know, it can be anywhere, and it's just based on the, you know, it's just the… they're just like regular people, you know? Do you need to buy a house now, or can you wait 5 to 8… 5 years? 479 00:49:00.860 --> 00:49:01.890 CINC Marketing: 7 years. 480 00:49:01.890 --> 00:49:02.490 Daniel Lott: 7 years. 481 00:49:02.490 --> 00:49:03.460 James Terry: 7 years. 482 00:49:03.650 --> 00:49:06.959 James Terry: I know Harry will have some… some stats. I was gonna say, like, we take… 483 00:49:07.460 --> 00:49:17.769 James Terry: steps and measures towards trying to bring that date, you know, that down closer, right? And the way we do that on the search side, anyway, is 484 00:49:17.770 --> 00:49:20.210 James Terry: By not avoiding… 485 00:49:20.210 --> 00:49:33.850 James Terry: But by supplementing campaign, we don't want to avoid broad market search terms, but we want to supplement the campaign with more granular terms, like, as Dan was talking about with that Charleston lead. 486 00:49:33.850 --> 00:49:44.259 James Terry: the lead was searching for historic homes in Charleston. And the client didn't say, like, I want to focus on historic homes. They mentioned Charleston, and we went in and dug down and said. 487 00:49:44.360 --> 00:49:52.110 James Terry: Charleston Historic Homes gets search volume, performs well, like, people look for this kind of thing, and so we'll look into 488 00:49:52.180 --> 00:50:06.530 James Terry: gated communities, you know, in certain markets, Las Vegas, there might be high-rises, get a lot of search volume, so we'll dig down into some of those more granular, and then we also use, radius targeting to say, okay, within 489 00:50:06.530 --> 00:50:13.359 James Terry: Atlanta, for example, right? Homes for sale in Atlanta could be pretty broad, and people might be pretty far from a buying decision. 490 00:50:13.360 --> 00:50:19.179 James Terry: But, if they're searching for homes for sale in the Walton School District. 491 00:50:19.180 --> 00:50:31.369 James Terry: for example, they're further along in that, or at least that's the theory, right? By the time they're… they know where their kids are going to school, they know the price point in that area, and we can look into Atlanta and say, okay. 492 00:50:31.370 --> 00:50:44.049 James Terry: here's areas within Atlanta that get search volume, that have a good cost per lead, that convert well, and we'll add those to the campaign proactively. We don't have to have conversations. We know if a Walton School District lead comes in. 493 00:50:44.050 --> 00:50:56.229 James Terry: it is in Atlanta. It is an Atlanta lead, which was what was requested. So we'll take measures on our side to try and drill down and find that traffic that's searching in your market. 494 00:50:56.230 --> 00:51:07.710 James Terry: that is closer to the buying decision. Now, I don't have, again, the stats towards, here's the number, you know, the average is 3 months or whatever, but but those are some of the steps that we take. 495 00:51:07.890 --> 00:51:12.099 James Terry: To… to try and… Improve that number as best as we can. 496 00:51:12.970 --> 00:51:27.150 Daniel Lott: But yeah, and that's another thing, is, like, Harry mentioned, just how, like, maybe foregoing some cost per lead just to get better leads or something like that. Like, at least there's… there's now an ongoing emphasis towards, like, identifying 497 00:51:27.400 --> 00:51:29.840 Daniel Lott: Which, what are the ones that sell? And just… 498 00:51:30.010 --> 00:51:42.240 Daniel Lott: Just eyeballing it, like, a lot of it's, you know, it's, you know, we don't have enough data, because, like, it's, you know, some clients, like, will take the leads out of the database and put them in another database, so we don't know if 499 00:51:42.420 --> 00:51:51.700 Daniel Lott: who's… which one's sold, so we can't tie it back to the ad group, in Google. But so now we have some visibility because, well, for other reasons, and then… 500 00:51:51.850 --> 00:52:07.729 Daniel Lott: You know, just… just, you know, a brief analysis of it shows that it is the neighborhood ad groups, it is the niche ad groups. They're the one… even though, like, those are a small percentage of the leads that we deliver, like the neighborhoods, the Walton School District. 501 00:52:07.980 --> 00:52:11.040 Daniel Lott: But those… there's been a lot of… 502 00:52:11.370 --> 00:52:14.820 Daniel Lott: These neighborhood ad groups, and that delivered 503 00:52:14.930 --> 00:52:20.150 Daniel Lott: acquisitions that delivered actual closings. And so, that… it goes into, like, the… 504 00:52:20.360 --> 00:52:33.170 Daniel Lott: micro-targeting, hyperlocal micro-targeting, and how that, you know, those… those aren't gonna be most of your leads, but those could be your best leads, and those are the ones that close faster, because they are close… they're… 505 00:52:33.690 --> 00:52:35.179 Daniel Lott: Down the funnel, you know? 506 00:52:35.670 --> 00:52:37.320 Daniel Lott: Or up the funnel. Down the funnel. 507 00:52:38.100 --> 00:52:49.749 CINC Marketing: Yeah, as we keep watching these stats, it'll be interesting to see what, you know, what closes over the longer term, because it would make sense that someone searching for a more general 508 00:52:50.080 --> 00:52:53.640 CINC Marketing: like, CitySearch would just take longer to convert. 509 00:52:54.150 --> 00:52:56.569 CINC Marketing: But yeah, I mean, you hit on it in terms of… 510 00:52:57.530 --> 00:53:01.870 CINC Marketing: You know, a specific expectation of… 511 00:53:02.230 --> 00:53:06.289 CINC Marketing: You know, when leads close. There's a lot of obstacles to us. 512 00:53:06.700 --> 00:53:10.910 CINC Marketing: being able to generate that information. I mean, you just think about… 513 00:53:11.220 --> 00:53:16.450 CINC Marketing: how different people use the CRM, how different people use the pipeline. 514 00:53:16.550 --> 00:53:21.060 CINC Marketing: I've seen, you know, sometimes closed means don't follow up with them. 515 00:53:21.190 --> 00:53:26.940 CINC Marketing: In a pipeline, and that skews all the data, you know, if somebody has a lot of those, so… 516 00:53:27.100 --> 00:53:33.360 CINC Marketing: Over the past few years, we worked to identify people who we thought used the pipeline 517 00:53:33.520 --> 00:53:40.960 CINC Marketing: in, you know, the way that we would expect it to be used. We segmented those people, created 518 00:53:41.770 --> 00:53:43.080 CINC Marketing: Oh, Waylon. 519 00:53:44.760 --> 00:53:45.420 CINC Marketing: Oh… 520 00:53:47.430 --> 00:53:50.159 Daniel Lott: Is the AI leaving us? 521 00:53:50.160 --> 00:53:50.990 James Terry: The AI is… 522 00:53:50.990 --> 00:53:51.859 Daniel Lott: Did I accidentally. 523 00:53:51.860 --> 00:53:54.250 CINC Marketing: We're done. 524 00:53:55.940 --> 00:54:06.389 CINC Marketing: But, I mean, there is a lot that, that, so we, you know, we did segment those people, we did create the data, I mean, we saw that… what we basically saw 525 00:54:07.030 --> 00:54:11.469 CINC Marketing: Was that you should get closings, and you should expect closings in the first year. 526 00:54:11.810 --> 00:54:17.599 CINC Marketing: Those will probably come from search leads. 527 00:54:17.880 --> 00:54:23.990 CINC Marketing: Because of what Dan… You know, just mentioned, those people are actively searching, they're… 528 00:54:24.500 --> 00:54:31.560 CINC Marketing: They're likely on a shorter timeline than, say, a social lead who's being served the ad proactively. 529 00:54:31.890 --> 00:54:39.560 CINC Marketing: But what we did see… so we would expect closings in the first year. I believe the guaranteed sale program was based on… 530 00:54:40.450 --> 00:54:48.500 CINC Marketing: you getting… you know, you're getting the amount you invested in sync at least back in year one. 531 00:54:48.910 --> 00:54:57.149 CINC Marketing: And then, in year 2, we would expect more sales, so I think 2 to 3 times what you saw in year… 532 00:54:57.290 --> 00:55:01.919 CINC Marketing: In year one, and what we saw in that analysis was 533 00:55:02.220 --> 00:55:08.000 CINC Marketing: While search leads will probably generate your first sales, social leads catch up. 534 00:55:08.370 --> 00:55:12.689 CINC Marketing: Towards the tail end of year one and year… 535 00:55:12.950 --> 00:55:16.490 CINC Marketing: too, in terms of, like, closings. So, that… 536 00:55:16.780 --> 00:55:24.330 CINC Marketing: But it depends so much on follow-up, what tools you're using. I mean, I know we had a client a while ago who… 537 00:55:24.760 --> 00:55:26.729 CINC Marketing: you know, had an eye… they closed… 538 00:55:26.880 --> 00:55:29.729 CINC Marketing: 4 or 5 in the first 3 or 4 months. 539 00:55:30.110 --> 00:55:37.530 CINC Marketing: And then their ISA left and generated, you know, started their, started, their own campaign. 540 00:55:37.670 --> 00:55:39.530 CINC Marketing: And they continued to… 541 00:55:40.400 --> 00:55:47.520 CINC Marketing: you know, sell leads within the first few months, and the site owner's sales dropped off, so… 542 00:55:48.100 --> 00:55:53.190 CINC Marketing: you know, all the AI tools that we can offer, and we're continuing to beef those up, but… 543 00:55:53.760 --> 00:55:56.620 CINC Marketing: There is a human element to it, absolutely. 544 00:55:57.630 --> 00:56:03.910 Daniel Lott: And I, like, Harry was kind of downplaying, I guess, the social leads. We generally, 545 00:56:04.350 --> 00:56:21.150 Daniel Lott: I recommend a combination of search and social, but just looking at… we're… we're now… now we have visibility into the closures over, like, the last few months, and there's a lot of social in there, too, so it's… it's… and so it… that would be somebody 546 00:56:21.350 --> 00:56:28.620 Daniel Lott: a lead came in and closed. So, those happen too, like, percentage-wise, pretty much the same. So, it's… 547 00:56:29.440 --> 00:56:35.880 CINC Marketing: And a lot of Bing closings, too. So, I mean, really, like, what this exercise has showed us is that 548 00:56:36.480 --> 00:56:39.119 CINC Marketing: What we always thought happened is happening. 549 00:56:39.840 --> 00:56:45.159 Daniel Lott: You know, like, all of these networks are valuable if used correctly, and you want someone like Sync. 550 00:56:45.840 --> 00:56:49.519 CINC Marketing: that… Knows what they're doing to do it. 551 00:56:49.750 --> 00:56:54.730 CINC Marketing: you know, I think our results are… Better than… than competitors. 552 00:56:55.940 --> 00:56:59.350 CINC Marketing: We have 2 minutes, Dan, do you want to talk about seasonality, or… 553 00:56:59.940 --> 00:57:09.949 Daniel Lott: That's an important point, Harry. Yes. So, as you know, with, lead flow, just over the course of the year, there is seasonality, and, 554 00:57:10.630 --> 00:57:30.120 Daniel Lott: by quarter by quarter, the number of leads goes down. First quarter's the best, and then it slowly goes down, and then the fourth quarter, it goes down a bit more. And, I always stress about it, it begins, like, the actual biggest decline… there's a couple avenues of decline, it's the… 555 00:57:30.280 --> 00:57:37.189 Daniel Lott: middle of August, which is when the kids… the kiddies return to school, people have stopped looking for houses, 556 00:57:37.260 --> 00:57:53.990 Daniel Lott: Because they're like, well, the kids are in school, I'm not moving. So, oh well. I'm here another year, alright. And then, so the cost per lead increases then, and then after the, area between, Thanksgiving and Christmas is, the worst period. So… 557 00:57:54.240 --> 00:57:58.239 Daniel Lott: But I was always freaking out about it, and it's… it's not… 558 00:57:58.680 --> 00:58:06.269 Daniel Lott: a huge decline, it's like 10%, maybe 20%, like, based on, like, December versus January. 559 00:58:06.380 --> 00:58:14.340 Daniel Lott: 20% difference. So it's not a huge decline, but… It is… What is happening? 560 00:58:14.340 --> 00:58:16.650 CINC Marketing: This is the so- this is the social. 561 00:58:17.080 --> 00:58:21.789 Daniel Lott: Alright. Well, and then Harry's gonna talk about the social… it's not as apparent with the. 562 00:58:21.790 --> 00:58:26.009 CINC Marketing: No, I'm just showing what you're talking about. Like, this is where we are. 563 00:58:26.630 --> 00:58:29.889 CINC Marketing: And it's this normal, seasonal… boop! 564 00:58:33.890 --> 00:58:37.490 CINC Marketing: That's all. I'm just agreeing. I'm augmenting what you're saying. 565 00:58:37.790 --> 00:58:38.300 James Terry: Visually. 566 00:58:39.700 --> 00:58:46.110 Daniel Lott: Alright, so anyway, so, you're gonna see a small drop in your monthly, 567 00:58:46.290 --> 00:58:50.079 Daniel Lott: Lead flow for the next couple months, and then it will… 568 00:58:51.320 --> 00:58:59.749 Daniel Lott: spike in January. It goes up a lot better, we're better at our jobs in January, as we always say, but actually it's not the case, it's just that we're doing… 569 00:58:59.930 --> 00:59:03.370 Daniel Lott: What we're doing, and, you know, people… it's actually, it's funny. 570 00:59:03.480 --> 00:59:10.460 Daniel Lott: it's the day after Christmas, there's… the spike begins on the day after Christmas, like, literally on the day after Christmas. And, so… 571 00:59:10.760 --> 00:59:13.210 Daniel Lott: It's… so we… anyway. 572 00:59:13.490 --> 00:59:19.330 Daniel Lott: So that, you have that to look forward to, but then, you know, smooth sailing. It's not as huge… I always, always was… 573 00:59:19.860 --> 00:59:30.700 Daniel Lott: like, really bummed out about it, like, the decline, oh my gosh, we're doing so, so terribly, and then, like, I've just had some more visibility to what our competitors were getting for cost per lead. It's like, oh, wow, even… 574 00:59:31.270 --> 00:59:39.830 Daniel Lott: that's a lot higher than ours. Even the worst of us is better than the best of theirs. So, that made me feel good. 575 00:59:39.830 --> 00:59:41.749 CINC Marketing: New slogan. Sync. 576 00:59:43.250 --> 00:59:46.650 CINC Marketing: Even the worst thing we do is better than the best thing they do. 577 00:59:46.650 --> 00:59:49.770 Daniel Lott: Yes, so… But… 578 00:59:49.770 --> 00:59:53.410 CINC Marketing: No, I… It is normal, and… 579 00:59:54.000 --> 01:00:02.000 CINC Marketing: This is… I always like looking at this… this chart's always interesting, because it shows how the bottom dropped out. 580 01:00:02.210 --> 01:00:03.929 CINC Marketing: during COVID, 581 01:00:04.120 --> 01:00:12.450 CINC Marketing: And it's slowly come back, but it's still much better than it, this year, it's much better than it was last year. 582 01:00:13.050 --> 01:00:20.969 CINC Marketing: And it's really interesting to me because, you know, the social side, the ads are being served proactively. So, I mean, this really just… 583 01:00:21.130 --> 01:00:27.580 CINC Marketing: Some of it is user behavior, but it also really just indicates competition levels. 584 01:00:27.750 --> 01:00:28.830 CINC Marketing: of… 585 01:00:29.100 --> 01:00:46.619 CINC Marketing: you know, brick-and-mortar stores closed during COVID. They also shut off their ad spend. More people are at home more, so there's more eyeballs on the site, so CPL really drops. And, you know, competition has just kind of increased back to normal. 586 01:00:46.800 --> 01:00:52.359 CINC Marketing: But this year, with a lot of the stuff that we've done, the cost per lead's actually decreased. 587 01:00:52.900 --> 01:01:09.820 Daniel Lott: So… But if you look in between, like, in between those gray lines, those gray vertical lines, that's a year. So you can tell… so you can definitely notice the seasonality, and the seasonality, I think, on social is not as extreme as on… actually, it looks like it is as extreme as… 588 01:01:09.820 --> 01:01:10.370 James Terry: Extreme, yeah. 589 01:01:10.370 --> 01:01:18.339 Daniel Lott: But, it's going up, and then it drops off, like, right at the end. Up, and then it drops. It goes up over the course, all the year, except for COVID. 590 01:01:18.490 --> 01:01:22.529 Daniel Lott: All the years, it did the same exact pattern, which is interesting. 591 01:01:23.770 --> 01:01:27.280 James Terry: Yeah, and here's something that shows that cost per lead. 592 01:01:27.390 --> 01:01:31.209 James Terry: This year, or so far this year, being… 593 01:01:31.600 --> 01:01:36.169 James Terry: Pretty much on par, but actually less than it was in 2022. 594 01:01:36.490 --> 01:01:38.909 James Terry: And I can't think of a lot of things 595 01:01:39.090 --> 01:01:57.450 James Terry: that are less expensive than they were… that are as valuable as leads generated for our clients, that are less expensive than they were in 2022, right? So just, yeah, speaks to how much effort has been made, and how many optimizations that's been done to drive that cost down. 596 01:01:57.890 --> 01:01:58.470 James Terry: It's a good thing. 597 01:01:58.470 --> 01:02:02.560 Daniel Lott: If you would expand that to the last 10 years, you would see that's probably cheaper than… 598 01:02:02.760 --> 01:02:04.979 Daniel Lott: Like, 2017 or 2017. 599 01:02:04.980 --> 01:02:05.460 James Terry: 15. 600 01:02:05.460 --> 01:02:06.130 Daniel Lott: like that. 601 01:02:06.490 --> 01:02:11.790 Daniel Lott: Even though that price of homes has increased, so… By a lot. 602 01:02:11.790 --> 01:02:12.460 CINC Marketing: Boop. 603 01:02:12.720 --> 01:02:19.560 James Terry: This also does show that 2020 was just the wildest time of lead flow and cost per lead. 604 01:02:20.860 --> 01:02:22.470 CINC Marketing: Yeah, and then this is just… 605 01:02:24.250 --> 01:02:29.879 CINC Marketing: Just to kind of further put it into perspective, this is from my monthly report, right? 606 01:02:30.750 --> 01:02:37.219 CINC Marketing: The sync CR… the sync CPL did increase month over month, but it's much better than it was. 607 01:02:38.560 --> 01:02:39.720 CINC Marketing: Last year. 608 01:02:40.070 --> 01:02:49.449 CINC Marketing: So… Alright, cool. Well, I think, once I can figure out how to stop sharing my screen… 609 01:02:50.550 --> 01:02:53.909 James Terry: I've hit some good notes today, like some high notes. 610 01:02:55.040 --> 01:02:57.840 CINC Marketing: I got really up there with this SkySlope thing. 611 01:02:58.670 --> 01:03:01.750 CINC Marketing: Has anybody checked on Orlando? He never… 612 01:03:02.890 --> 01:03:03.570 Sebastian Cortes: Oh, Jesus. 613 01:03:03.570 --> 01:03:04.400 CINC Marketing: There's good, Skype. 614 01:03:04.400 --> 01:03:06.799 James Terry: I think he had to jump on another… another deal. 615 01:03:07.280 --> 01:03:07.830 CINC Marketing: Yeah. 616 01:03:07.830 --> 01:03:08.389 James Terry: Same as… 617 01:03:08.390 --> 01:03:09.909 CINC Marketing: Alright, well, I hope he's okay. 618 01:03:10.470 --> 01:03:10.944 CINC Marketing: Well. 619 01:03:11.720 --> 01:03:14.180 James Terry: Wayland's AI was pulled to another Zoom as well. 620 01:03:14.900 --> 01:03:15.400 CINC Marketing: Yeah. 621 01:03:15.400 --> 01:03:21.959 James Terry: Not even during a low point. Like, Waylon's AI bailed on us, like, when we were talking about something relevant and important. I thought that was. 622 01:03:21.960 --> 01:03:25.989 CINC Marketing: I would call that a high watermark. High watermark of this, session. 623 01:03:28.200 --> 01:03:29.100 CINC Marketing: That's why the. 624 01:03:29.100 --> 01:03:29.910 Daniel Lott: Question? 625 01:03:30.020 --> 01:03:31.229 Daniel Lott: Special guest stars today. 626 01:03:31.230 --> 01:03:32.150 CINC Marketing: Take over. 627 01:03:32.300 --> 01:03:33.250 CINC Marketing: Robots. 628 01:03:33.530 --> 01:03:34.370 Sebastian Cortes: I'm sorry, say that one. 629 01:03:34.790 --> 01:03:36.809 Daniel Lott: Do you have anything to add, Sebastian? 630 01:03:37.130 --> 01:03:49.930 Sebastian Cortes: Oh, yeah, you know, I haven't taken a look at the participants list and, and, you know, checked to see who sent in questions, see if any of it overlapped, if there were any questions that we didn't answer. 631 01:03:50.170 --> 01:04:02.499 Sebastian Cortes: I know we spent a lot of time saying, you know, reach out to your account manager for this, and… but if there's any questions you have that we didn't answer, just… just reach out to support. Support at Syncpro.com, 855-246. 632 01:04:03.880 --> 01:04:04.760 Sebastian Cortes: It's somewhere in the. 633 01:04:04.760 --> 01:04:05.690 CINC Marketing: 2717. 634 01:04:06.100 --> 01:04:08.550 Sebastian Cortes: That's it, 2717, thank you. 635 01:04:08.550 --> 01:04:10.990 Daniel Lott: He's like, that's not right! I think there's more to it than that. 636 01:04:10.990 --> 01:04:11.520 Sebastian Cortes: Yes. 637 01:04:11.660 --> 01:04:18.480 Sebastian Cortes: Yeah, we'll be happy to, if we can't answer the question, at least point you in the right direction to get it answered. 638 01:04:19.020 --> 01:04:23.140 Sebastian Cortes: So, yeah, I, I just… yeah. I know there were a couple questions that… that… 639 01:04:23.650 --> 01:04:28.770 Sebastian Cortes: that maybe came in that, I don't know if the person's here, that we didn't answer it, so… 640 01:04:31.600 --> 01:04:36.400 CINC Marketing: Yeah, absolutely, reach out, thanks, everybody. 641 01:04:37.020 --> 01:04:42.380 CINC Marketing: For, you know, what is now the 10th Office hours. 642 01:04:42.380 --> 01:04:44.070 Daniel Lott: They never said it could last. 643 01:04:44.790 --> 01:04:52.359 CINC Marketing: Clip show, clip show incoming. Clip show in coming. So get ready for that. Best of office hours. 644 01:04:52.360 --> 01:04:53.600 Daniel Lott: Best of all. 645 01:04:54.190 --> 01:04:59.880 CINC Marketing: Spin-offs, Dan's gonna have his own. Oh, we are, moving to Spotify. 646 01:05:00.060 --> 01:05:01.130 CINC Marketing: Officially. 647 01:05:01.130 --> 01:05:01.769 Daniel Lott: Who knows? 648 01:05:01.770 --> 01:05:03.519 CINC Marketing: We're working on that, so… 649 01:05:04.230 --> 01:05:11.670 CINC Marketing: In case you, you know, can't get enough of looking at our faces, we can talk at you in your car, or on the treadmill, or… 650 01:05:12.610 --> 01:05:19.179 James Terry: I think I heard that podcast is now a category at the… is it the Emmys? I want to say, so… 651 01:05:19.180 --> 01:05:20.930 Daniel Lott: Golden Globes! 652 01:05:20.930 --> 01:05:21.580 James Terry: Castroenter. 653 01:05:21.580 --> 01:05:23.920 Daniel Lott: Not get nominated this time, but I guess. 654 01:05:23.920 --> 01:05:24.910 CINC Marketing: Yeah. 655 01:05:24.910 --> 01:05:28.450 Daniel Lott: We're not on Spotify yet, so… I don't know, we'll see. 656 01:05:28.450 --> 01:05:37.219 CINC Marketing: I just… I just like, pulling up the participants list and watching people leave as we ramble about nonsense an hour and six minutes ago. 657 01:05:37.220 --> 01:05:38.109 Sebastian Cortes: talk, the more. 658 01:05:38.110 --> 01:05:39.090 CINC Marketing: What's up? 659 01:05:39.090 --> 01:05:39.640 Sebastian Cortes: trust their people. 660 01:05:39.640 --> 01:05:50.850 CINC Marketing: Alright, that's enough. That's enough of this. Yeah. So, alright, I guess we should take a cue from that and sign off. Thanks, everybody, for joining. 661 01:05:50.920 --> 01:06:10.479 CINC Marketing: Thanks, James. Thanks, Dan. Thank you, Sebastian. Wealth of great knowledge, really appreciate it. Thank you. Yeah, and thank you again, everybody, for joining us. We'll be back next month, the second Wednesday of every month at 11am. So please sign up, send us a question. 662 01:06:10.680 --> 01:06:16.789 CINC Marketing: And yeah, we really appreciate everybody coming on. Without you guys, we wouldn't have jobs, and… 663 01:06:16.980 --> 01:06:25.759 CINC Marketing: be able to ramble about nonsense, you know, in a Zoom. So, thank you so much! If you love the show, be sure to tell your friends, and… 664 01:06:26.130 --> 01:06:29.259 CINC Marketing: If you don't, you know… Just be quiet about it. 665 01:06:30.610 --> 01:06:31.839 CINC Marketing: Have a great day! 666 01:06:32.400 --> 01:06:34.929 James Terry: Appreciate you, Harry. Thank you, Sarah. Thank you, everybody. 667 01:06:34.930 --> 01:06:35.290 CINC Marketing: Oh, yeah.