Guests: James Tyler, Daniel Ramsey
Recorded: November 13, 2019

Excerpt

Think “Big Data” is something only propeller-heads at Google can make money with? Think again! Leveraging the power of modern computing and analytics is a trend that’s catching on in real estate because it lets you focus on the best prospects & leverage your time and skills where they’re most likely to make you giant commissions.

“Top real estate producers aren’t smarter than you. They don’t work as hard as you do, but they do things differently. They have functional operating systems in place. They’ve figured out their uniqueness, their values, and the sources for a consistent flow of sales.” – James Tyler

In this exclusive interview, we’re drilling down with James Tyler, Founder & CEO of Marketing Engines, Inc. He explains exactly how & why you want to implement big data & modern data analytics into your real estate business to reduce wasted time & grow your real estate business revenue!

James brings big data and predictive analytics into real estate success by utilizing AI algorithms to predict successful opportunities for geographic farming. His focus is on improving the response & success rate compared to traditional real estate farming methods. He’ll explain how to effectively use real estate market statistics, predictive analytics, big data, and technology to improve online & social media marketing.

James Tyler, founder, and CEO of Marketing Engines, Inc., is a leading marketing strategist and business consultant for the mortgage and real estate industries. He mastered the programs necessary to thrive within the financial sector and learned how to exploit his technical knowledge to market products online. With guidance from greats like Zig Ziggler, Anthony Robbins, and Todd Duncan, he learned to sell effectively both in-person and on the phone. He believes that focusing on implementing what you know supported by data, technology, and a professional brand can unlock your potential for long-lasting prosperity.

Transcript

00:00:08:22 – 00:00:28:20
Daniel Ramsey
Hey, everyone. Daniel Ramsey here with MyOutDesk and we are live on Facebook. We’ve got a bunch of people in the audience. I’m really excited because today we’ve got a special guest. Now, I don’t even James, I’m not even sure how we got connected. But here’s what I do know. When I started talking to you, I was like, Damn, this guy is brilliant.

00:00:28:20 – 00:00:47:09
Daniel Ramsey
And then I got a copy of your book, you know, the dominate real estate. And here’s what I love about you, too, is this this tagline So great, the master plan to build a thriving real estate business. So I’m really excited about having you on as a guest today. And thanks for being here.

00:00:47:19 – 00:01:08:02
James Tyler
Thank you. The murder goes back to about Haven. I was listening to this podcast and you were on that are oh, I liked what you said. So I reached out to you and got your information and sent you a little gift. Yeah, you liked it and here we go. So it’s all about relationships and connecting with people, right?

00:01:08:05 – 00:01:27:00
Daniel Ramsey
I love that. And that’s a good dude. And he has a great kind of podcast, real estate, rock stars, has a lot of values, done something like I want to say a couple thousand interviews for folks. So he’s definitely the granddaddy of real estate and success in that world. And so it’s great that that’s how we got connected.

00:01:27:06 – 00:01:28:13
James Tyler
Yeah, but I agree.

00:01:28:23 – 00:01:50:01
Daniel Ramsey
But today, you know, here’s what I’m excited about. If you’re listening, we’re going to dove deep in leveraging big data and a modern database analytics kind of approach, something that you’re passionate about, something that you know a lot about. So I’m super excited for that. Also, if you’re listening right now, we’re going to give you guys a little free gift.

00:01:50:08 – 00:02:09:24
Daniel Ramsey
James is is got some good stuff for you. And if you’re on, we’d love to kind of interact. So just go ahead on Facebook or live here in the webinar. Please let us know which part of the country you’re in and what the temperature is. And right now we are in I’m in California and it’s a sunny 70 degrees.

00:02:10:08 – 00:02:11:11
James Tyler
Yeah. So out here.

00:02:11:19 – 00:02:12:16
Daniel Ramsey
Yeah. Where are you at?

00:02:12:16 – 00:02:16:20
James Tyler
But I’m down in Orange County, so Tustin area, Irvine area.

00:02:17:13 – 00:02:22:18
Daniel Ramsey
Okay. And we’re in Sacramento, so we’re like we’re buds. California boys.

00:02:22:24 – 00:02:23:07
James Tyler
Yep.

00:02:23:17 – 00:02:43:23
Daniel Ramsey
I love it. I love it. Okay, so let’s let’s dove in while everybody’s kind of responding as to where they are and what the temperatures like. Let’s talk about why this topic is so important to you, James. Like what? You know, what about dominating real estate, the marketing part of that business like kind of got you drawn to it.

00:02:43:23 – 00:02:46:14
Daniel Ramsey
And what got you started in this whole world?

00:02:47:16 – 00:03:12:16
James Tyler
Yeah, absolutely. First of all, thanks for having me on, Danielle. So I got started back in 2000. Remember the number one wholesale lender owned by Angelo Mozilo? Countrywide Home Loans, yeah. Yeah. That’s when I got started in 2000. So I started as a close or I’m sorry, as a doctor, a juror, and I got promoted to becoming a funder or a closer.

00:03:12:21 – 00:03:40:13
James Tyler
Yeah. And I started learning the business because my background was computer science programing and I got into the mortgage lending by accident. So it was my first year job and I took it and I’m glad I did. And then I shifted into underwriting, so I got different positions in operations. Operations wasn’t for me, you know, sitting in a desk, in a cubicle for 8 hours.

00:03:40:13 – 00:04:09:18
James Tyler
I was just like, No, I have too much motivation. I can’t sit here, flip through pages and all the paperwork. So I kind of took a risk and downgraded down to a sales assistant brand sales. Yeah. And within within a few months I became an account executive, a wholesale account executive with Countrywide. And shortly after that I became the specifically number 61 in the nation.

00:04:09:18 – 00:04:31:01
James Tyler
So this is where I started kind of, you know, becoming known. The regional vice president of Countrywide came down from Simi Valley, met with me and kind of took what I was doing. And back then, the data and technology wasn’t really all that great. But I leveraged it. I actually built my own website called my Countrywide Home Loans rep dot com.

00:04:31:14 – 00:04:57:16
James Tyler
Right. Yeah. So I automated all the pricing scenarios for brokers because you know, we were busy back then in 2000 to 2004, 2000, 2005, the mortgage industry, especially wholesale, was just booming. We couldn’t, as account executive keep up with all the incoming calls and the pricing scenarios and so on. So I had to figure something else out. That’s what I built.

00:04:57:16 – 00:05:17:01
James Tyler
Automated pricing engine, where brokers go in, put their scenario and they get the best program of the best rates and boom, submit your deal. And this is when you start calling and they start calling me and talking about like, Oh, I saw your pricing is amazing, fast and easy. Countrywide’s best program we had back then. So yeah you.

00:05:17:01 – 00:05:23:13
Daniel Ramsey
Automated you automated your job as a loan officer back in that in the early 2000.

00:05:23:13 – 00:05:50:22
James Tyler
As an account executive for loan officers. Wow. Yeah. So loan officers used to pick up the phone call account executives through different banks and exact account executives. Back then we were just so busy. I mean, the phone was was tough. Yeah. So yeah, I improved my customer service by automating the, the, the, the pricing process because that was kind of a time consuming thing.

00:05:51:03 – 00:06:11:07
James Tyler
They’d have to give you the information on the phone, you’d have to put it into the system, get the pricing, the different programs, put different rates. It just the conversation goes on for 15, 20 minutes and your phone’s ringing right all the time. And all these other people go to voicemail. And then by the time you go pick up your voicemails, more people are calling.

00:06:11:07 – 00:06:24:03
James Tyler
So our voicemail, we used to fill up twice a day. I mean, it was insane, right? So yeah, I had to do something that was automated. The initial process and this is where, you know, the success started happening in my life and I just loved it.

00:06:24:15 – 00:06:30:21
Daniel Ramsey
Right. Okay. And so how did you translate that into dominating real estate? Oh, yeah.

00:06:30:21 – 00:06:52:10
James Tyler
Long. So, yeah, after the crash. Well, before the crash, I actually quit Countrywide and I wanted to because I was working with loan officers or estate agents. I want to from the cubicle to being in sales. I wanted to get out right there. We were as exact as an account executive, get out and meet with brokers. I wanted to actually get out and do my own thing.

00:06:52:10 – 00:07:10:18
James Tyler
So that’s when I actually went and got my estate license back in 2006. So I became an estate agent and I was doing real estate for a few years and this is when the market crashed and then we got the Orioles and then lo mods and all this and then finally I’m like, okay, I’ve had it. I need to go back and try something different.

00:07:11:01 – 00:07:32:05
James Tyler
Yeah. Well, so I have a lot of network and a lot of connections in mortgage brokers and estate agents and brokers. So a lot of these people wanted to know how well they knew I was successful. They wanted to kind of leverage me. So everybody was like, Hey, James, since you’ve gotten into web development and all this full tech stuff, can you help us out?

00:07:32:15 – 00:07:57:20
James Tyler
And then, you know, one after another, build me a website, design me this. Can you see oh, my website, can you rank it on Google? And you know, this is how I shifted into marketing and technology. And SEO was really huge with Google back then and about 2006 to 2010. So I got into that back then. And then after that I opened my own marketing agency in 2013.

00:07:58:06 – 00:08:16:19
James Tyler
Okay, same thing. My customers always been mortgage brokers, real estate brokers and really my, my, my niece, right. Because I have the blend of technology and real estate, the mortgage. So that’s my calling. I make those people. I apologize. Oh.

00:08:18:02 – 00:08:23:16
Daniel Ramsey
You’re you’re a busy guy. It’s ringing on our call right now. Okay, so let’s let’s dove in and then.

00:08:24:01 – 00:08:48:18
James Tyler
Yeah, and then from the marketing standpoint where I was helping a lot of brokers are real estate agents. You know, I get all these people that needed to learn a little bit more and I figured, you know what? I need to build some type of assistant for me and some type of a platform where I can educate, but then that takes too much time.

00:08:48:18 – 00:08:59:08
James Tyler
So I figured a book would probably be the best way to kind of educate the marketplace, especially my customers and my my clients. So this is where the dominant raised it when it was born.

00:08:59:19 – 00:09:13:05
Daniel Ramsey
Okay. And that primary focus of what you do for mortgage folks and real estate folks is what drive their leads or like give us the primary kind of why you exist.

00:09:13:06 – 00:09:39:03
James Tyler
Lead generation everybody wants leads and that’s where marketing engines and agency comes into play. Okay. And some, some some brokers and some real estate agents, you know, they want to do a little bit more of a coaching session. So I also offer coaching, but the primary service is really marketing and lead generation for mortgage brokers and mortgage real reset brokers.

00:09:39:09 – 00:09:58:18
Daniel Ramsey
Okay. So that’s good because we we just so we’re in Sacramento, California. Yesterday we had a friend of mine, somebody I’ve known for over a decade, a very successful real estate person come in and they thought about hiring a virtual assistant. They’re like, We need help in marketing. And I said, okay, well, let’s look at your what’s your marketing program?

00:09:58:18 – 00:10:22:11
Daniel Ramsey
What kind of emails are you doing? What are you doing in your sphere? You know, what have you captured and what’s your SEO look like? And we started going down that path and ultimately I put the brakes on them because they didn’t have a system or a process to generate high caliber leads. So it’s it’s great timing that you’re here with us today, James, because I think this is one of the biggest areas where you can add value to our audience.

00:10:23:02 – 00:10:38:03
Daniel Ramsey
The conversation, though, is big data and how to leverage technology to help drive leads. So let’s let’s dove right into that topic and let’s let’s get started in educating our folks about, you know, what you guys do, right?

00:10:38:10 – 00:11:06:15
James Tyler
So when it comes to big data and predictive analytics and AI and machine learning, you know, they’re great buzzwords in obviously Silicon Valley. But yeah, there is the data and information has always been out there, right? It’s just now it’s a little bit more advanced, guys. And we want to be able to educate the marketplace about the different information that’s available to them and how they can act on it.

00:11:06:23 – 00:11:33:20
James Tyler
Right. So, for instance, I get a lot of estate agents coming to me and then when I ask, where is your farm? You know, who’s your farming? And how big is your farm? You know what? How is your turnover rate? And a lot of this these questions, I get answers that are not satisfactory. For instance, oh, I’m just forming, you know, a couple build around where I live or around my office.

00:11:33:23 – 00:12:03:22
James Tyler
Oh, you know, I formed a little bit and it didn’t work. So I stopped. So it’s just like always these answers that, okay, well, let, let me, let me first tell you the first step about starting a farm right? Yeah. You could go and do the traditional farm and send out, you know, mailers to 500 homes or a thousand homes and hope somebody will call or somebody somebody will go to your website and put, you know, the information so you can capture those.

00:12:04:11 – 00:12:29:00
James Tyler
That’s what most agents do. Yep. The first step, I would say is figure out what your turnover rate in whichever inventory or farm you want to go after. Don’t just go after anything. Because I’ve also had real estate agents say, I want to go after Newport Beach because it’s on a beach or Laguna Beach. Well, you know, I mean, first of all, how is the inventory of inventory looking out there?

00:12:29:00 – 00:12:38:22
James Tyler
Right. Is there enough inventory for you to go after? Yes, there’s multimillion homes down there, but are they selling? How is the turnover rate down in the farm?

00:12:39:00 – 00:13:04:21
Daniel Ramsey
Well, and I would I would want to add something to I was just reading I think it was in The Wall Street Journal. You know, people used to move every seven years and now the trend is every 13 to 15 years. I don’t know if anybody, you know, in that read that article, I think it was just last week and actually and so what happened is, you know, if you want to know, you know, the Great Recession kind of slapped all of us in the face a bit.

00:13:05:03 – 00:13:26:22
Daniel Ramsey
And now what’s happening is people, you know, inventory so tight, there’s not a lot of homes out there to buy. So people who would normally trade up or trade down just aren’t doing it. So that’s why I think it’s so valuable. What you’re sharing here is one, get, get, get, get your farm, figure out what your area is and how many people are in it.

00:13:27:00 – 00:13:31:01
Daniel Ramsey
How big should a farm be? James effectively go after I’ll.

00:13:31:01 – 00:13:46:08
James Tyler
I’ll get to that. But it should it shouldn’t be 500. It should be a thousand plus. Okay, it should be a thousand plus. But I’m going to get into that in a second. So that’s where I’m trying to get to. So first of all, figure it out. Your farm figured out your turnover rate. So the turnover rate must be over 7%.

00:13:46:08 – 00:13:56:04
James Tyler
That’s the first equation. So you want to go after farm where the turnover rate is over 7% every year? Yes, annual turnover rate is 7% plus.

00:13:56:09 – 00:14:01:13
Daniel Ramsey
What if what if my farm doesn’t isn’t that high? What if it only turns over three or four times?

00:14:02:09 – 00:14:29:01
James Tyler
Then look for a wider farm looking for a wider geographic area. Okay, gotcha. Turnover rate will start increasing. Got it. Okay, so and then the next thing is, you got to look at the competition. How many estate agents are in that form, right. And out of those agents, how many of them are actually dominating like 20, 30, 40, 50% of this is their one agent taking 50% of that inventory.

00:14:29:02 – 00:14:49:21
James Tyler
If that’s the case, then obviously you’re competing with one agent plus all the other ones that trying to take that 50% share. Yep. So those two metrics are very important. So that’s the first thing I tell my agents when they call me. Okay, find out your farm turnover rate and then find out your competitors. That’s the first thing.

00:14:49:24 – 00:15:13:11
James Tyler
Once you find out your competitors, you need to spy on your competitors. Okay. What is this person taking the 50% out of the market doing? Right. Right. So that’s when I say sit down. Figured it out. What they’re doing daily. If you don’t want to do this, hire someone like a virtual assistant, you know. Hey, John Smith in this zip code is is a top producer.

00:15:13:11 – 00:15:31:09
James Tyler
I want you to figure out what he does every single day. Where does he post does he post on social media? What kind of content does he post? How is the engagement rates on those content and the content that seems to be trending? Tell me about them. Yeah. Then this way we can go and do a better job at this content and share.

00:15:31:15 – 00:16:01:00
James Tyler
Is this person sharing videos? Let’s do that. Is this person sending out direct mail? Let’s do that. What is this person doing? So spying on the competitor is highly critical and often times you’ll see like they’re either doing like a Yelp advertisement, Zillow advertisment. So they, they always do multiple things right. If the combination defers. So some people will find consistently like all the time and then also do like Facebook ads.

00:16:01:00 – 00:16:22:21
James Tyler
And those are the two channels like work best for them. That’s fine. Other people are actually doing paid ads on social media and Google and Zillow and so on, and then they’re also like doing email marketing. So subscribe, go to their sites, subscribe to their newsletters, see what they’re sending out as emails. Are they sending out like direct the drip campaigns to their customers?

00:16:23:04 – 00:16:28:11
James Tyler
So figure out what your competitors are doing in terms of marketing.

00:16:28:24 – 00:16:52:00
Daniel Ramsey
And hold on, I want to slow you down. I want to slow you down because you’re an expert. And and I know I it it’s good. What you’re sharing is good. But I want to I want to help our audience really understand this, because this is such a big need in our industry, is understanding how to effectively leverage big data and generate listing, you know, the needs right.

00:16:52:00 – 00:17:04:11
Daniel Ramsey
So what are the categories? What are the four or five categories that I need to spy on my competition and effectively measure what they’re doing. So just give us the four or five categories.

00:17:04:21 – 00:17:26:01
James Tyler
So the first step when you’re going to MLS and you’re pulling, you know that the sales that happened in the last year. Yep. You can like sort by the estate agent. Yeah. Yeah. Something agent Yep. So you’re going to find out that some real estate agent closed five out of 20 sales or whatever the number is. You’re going to say, oh, this, the estate agent is is doing really well.

00:17:26:09 – 00:17:31:01
James Tyler
Okay. Well, the first thing you’re going to do is go to Google dot com and Google the name John. Okay.

00:17:31:01 – 00:17:36:08
Daniel Ramsey
So the first category is like how they’re showing up in Google like search.

00:17:36:10 – 00:17:59:10
James Tyler
Exact contacts of potential buyer or potential seller. That’s the first thing they’re going to do. Okay. You know, they’re going to get a flier. They’re going to see an ad. I’m going to Google John Smith’s realtor in my area. Right. And the first thing you are going to see is their Google my business listing. And then they’re going to see like their website, their LinkedIn, their Yelp, their Zillow.

00:17:59:10 – 00:18:19:02
James Tyler
Right. And that’s that’s usually the first page of Google tells you so much about the estate agent that’s actually competing with you. Perfect. Perfect. You don’t have Google my business. You must have that. If you don’t have a Yelp with five star review, you must have that right. You don’t have a LinkedIn that’s super optimized and actually asking for business and sharing some articles.

00:18:19:02 – 00:18:37:04
James Tyler
Your own direct in back to blog. Like there’s this other optimization that happens on all your, you know, listings like Yelp, Zillow, LinkedIn. Technically you want to optimize their online presence, right? So you do that by looking at the successful people and you learn what they’re doing and you, you do.

00:18:37:04 – 00:18:37:18
Daniel Ramsey
Emulate.

00:18:37:18 – 00:18:40:17
James Tyler
Them, you model them your model, then humiliate them.

00:18:40:17 – 00:18:50:15
Daniel Ramsey
Okay. So Category one is SEO presence online presence in all the important kind of portals. What’s the next place to look at what they’re doing.

00:18:50:20 – 00:19:22:05
James Tyler
Their website, what’s on their website? So like a similar Web.com or spy fool.com. Yeah, you put their your URL and it tells you like the ranking of their site, who’s mentioning them, who’s linking to them how, how, how the website is is optimized. What articles are, you know, ranking better than others. Yep. On their blog. So you go to basically spy on their website, look at their website, what they’re doing.

00:19:22:15 – 00:19:39:14
James Tyler
And I often teach my my estate agents, hey, look, if I’m a home buyer, a home seller and I’m Google in your name and you did all this optimization, the website comes up. Yeah, I go to your website. The first thing I’m going to do is look for your about your page. I want to know where you are, right?

00:19:39:14 – 00:20:02:07
James Tyler
Yeah. And I go to the about page and it’s just the broiler based, you know, about the company. Oh, we are a is that company. Well for the service is blah blah blah blah. Okay. Yeah, that’s not really personal and it doesn’t tell me anything. Separate yourself. I always tell them, look, create their biography. Like tell them who you are, tell them your history, why you’re in the business.

00:20:02:07 – 00:20:18:02
James Tyler
Why are you so passionate about real estate? Write an executive summary. You know your profession, what kind of success you had? Who did you work for? How how long you’ve been in the business? Why should I work with you? Executive Summary What you specialize.

00:20:18:02 – 00:20:21:13
Daniel Ramsey
In, what your secret sauce is. Yeah, I love that.

00:20:21:14 – 00:20:22:09
James Tyler
Okay, so.

00:20:22:14 – 00:20:39:20
Daniel Ramsey
So the number two. So number two is use a tool like Spy Fu. I like Spy Fu, right. Or something similar to spy on their website. Okay. So one is SEO, two is website. You said subscribe to email. Is that the third one?

00:20:40:09 – 00:20:46:13
James Tyler
So when you’re actually going to Google and Googling their name, their websites come up.

00:20:47:03 – 00:20:47:12
Daniel Ramsey
Right?

00:20:47:21 – 00:21:13:09
James Tyler
So John Smith’s realtor top producers site comes up. I go to his website. Yep, subscribe to a newsletter. I put my email address. Doesn’t have to be my real estate email address. Could be any right, you know, Hotmail or Gmail, whatever, email, whatever. I want your competitor to know who you are. Right? So you subscribe to their newsletter and then they’re going to be putting you on a weekly or monthly some type of a drip campaign.

00:21:13:13 – 00:21:25:16
James Tyler
Okay. Well, that’s content, right? They’re sending me content right to my inbox. So if anything stands out to me, I can go hired a virtual assistant, rewrite the content for me and put it on my website.

00:21:25:16 – 00:21:36:09
Daniel Ramsey
Right, right, right, right. Okay, so that’s good. So, all right, we got three. What’s the other category to kind of look at? So once a competitive analysis of of who’s in the marketplace.

00:21:37:23 – 00:22:07:06
James Tyler
So once you have your inventory and you have your spying on the competitors, you want to build your online presence. So we talked about online presence, right? So now you want to set up your technical or technology infrastructure. And this is really where where it comes into the success comes into play. Okay. So in chapter six, in my book, I think it’s like 36 pages about all the different technologies that you need to set up.

00:22:07:17 – 00:22:29:05
James Tyler
Yep. So first of all, you know, part of what we talked about, make sure you are correctly putting all your bio, your executive summary. So website say that helps you ranking, but then, you know, people go to the site, okay, for instance, have a chat box on your site. I have a Facebook pixel installed, LinkedIn pixel installed, YouTube, Google.

00:22:29:07 – 00:23:01:02
James Tyler
All these pixels need to be installed so you can track people and show them ads. If you write designed to do paid ads, have like session recordings so you can see videos of what people are doing. This is that helps in conversion rate optimization make sure you know you have all your like a like what else can you have on there so you’ve got you’ve got your, your tracking pixels, you’ve got your chat or messenger or you’ve got your session recordings.

00:23:01:10 – 00:23:13:16
James Tyler
So these are the technologies that you’re going to have in place. Also, you want to make sure you have your forms, you know, connected with your CRM. You want to make sure you sync everything that. So let’s say.

00:23:13:16 – 00:23:45:09
Daniel Ramsey
I’m going to I’m going to slow you down again. Okay. So let’s dove into paid real quick because you said some stuff that like drop a pixel and you paid. What we found is we hired an actual agency to help us with paid because even though, you know, we have a lot of folks who are really great at real estate, we have we have a marketing team like that wasn’t a skill set that we had internal do you how would you help or what would you say to that a real estate person ought to do in the paid piece of their business.

00:23:45:19 – 00:24:03:10
James Tyler
Okay. So their estate agent doesn’t really have to do that just because some type of programmer or someone that knows code needs to install those different pixels. Yep. So if I understand your question, what does a real estate agent need to do in order to accomplish a successful paid ad strategy?

00:24:03:15 – 00:24:18:04
Daniel Ramsey
So in our world, and I’m just asking you for your advice around this, but you know what I mean? Everybody talks about, oh, I generated 100 leads on Facebook, you know, and every time I hear that, I’m like, I don’t know, like, so let’s break that down.

00:24:18:14 – 00:24:46:14
James Tyler
Break that down. Yeah. Okay. So the stuff that we’re talking about right now, setting up technology, infrastructure. Yes. So you have to have your Internet technology in place like your entire system. And this is really the merit of this book. You have to build some type of growth system that makes your estate firm thrive and succeed without you having to be a huge part of the system right.

00:24:46:14 – 00:25:27:09
James Tyler
Right. So having your your CRM is in place or email marketing, your SMS, the pixels in place, all that needs to be in place and installed on your site because at the end of the day, everybody is going to be directed to your website because that’s that’s what technology is all about. You want to funnel all your awareness efforts to go to Europe, site awareness efforts like SEO, paid ads, social media sharing, blogging, like all these other efforts that you’re trying to do, like brand awareness and try to generate leads, they need to go to some type of a landing page or your website.

00:25:27:17 – 00:25:34:03
Daniel Ramsey
So what I’m hearing is everything that I do in marketing should pull people back to my website, right?

00:25:34:10 – 00:26:01:15
James Tyler
Why? Because you need to be able to track conversions and you can’t track that unless somebody goes to somewhere where you can actually measure, register and who’s converting. Right. And you can’t do that unless you have your Google Analytics. You have all the different technologies that I mentioned. I mean, I can’t go through the 200 technologies that I mentioned here, but at the very least, you should have Google Analytics installed.

00:26:01:23 – 00:26:27:13
James Tyler
Yep. You should have your website connected to Google webmaster didn’t to to rank it real well. And then you should have Facebook pixel, you should have Google Pixel and LinkedIn Pixel Twitter, whichever platform you decide to market on. But let me let me tell you let me answer your question. Yeah. Okay. So this is the next step. Let’s suppose you set up your Google Pixel, your Facebook pixel.

00:26:27:13 – 00:26:40:13
James Tyler
Let’s make it very simple. Yep. From the technology infrastructure. Do set up Google and Facebook. Okay. And make sure you have a system in place and somehow some type of email marketing system in place. That’s the.

00:26:40:13 – 00:26:41:09
Daniel Ramsey
Bare minimum.

00:26:41:09 – 00:26:58:09
James Tyler
That’s the bare minimum. You must have Google and Facebook pixels and you must have a CRM, an email marketing system in place. That’s the bare minimum. Bare minimum. Got it out of this stuff. If you don’t get anything, get just make sure those four pieces are in place. The next thing you want to do okay, is where big data comes in.

00:26:58:21 – 00:27:20:13
James Tyler
Yeah. So often estate agents will go and say, you know, I’m going to source some some phone numbers from FedEx over console. I’m just going to die yet or I’m going to climb this area. I’m just going to hit 500 pieces to all these 500 homes and I’m going to farm this area. Yeah, I’m going to do some paid ads on Facebook or so.

00:27:20:13 – 00:27:44:23
James Tyler
You get all this spreading different ideas or tactics in place, and then estate agent runs them for a week or two or a month or two, and then they say, Oh, this is not work. Right? Okay, well, I know why. One, your source of data is not very targeted, right? You know, you can go and say in my farm, there are there are 1000 homes.

00:27:45:17 – 00:28:15:04
James Tyler
I’m just going to go ahead and mail to 1000. Now you’re actually ending money on whatever the cost of 1000 fliers or mailers or whatever, right? So that’s not really the best way to approach this. MM In predictive analytics, there is something called a false positive and false negative. And then the probability I don’t want to get too technical, but in layman’s terms you could say, hey, if I assume all of these 1000 homes in my farm are potential sellers.

00:28:15:12 – 00:28:42:20
James Tyler
Yep, obviously that’s not 100% accurate. And I’m going to say I’m assuming all these 1000 homes, none of them is a potential. So that’s also not accurate. Right. So big data and predictive analytics with the machine learning comes into place. They try to get away from the false positive. They’re all true and the false negative they’re all negative, meaning that they’re all sellers or they’re all non sellers, all towards the positive.

00:28:42:20 – 00:29:06:10
James Tyler
The probability of how many of those 1000 are actually potential sellers. Right. So they’re, they’re getting rid of the errors, if you will. Right. And they’re giving you out of this 1000 homes in this farm, there could potentially be 100 sellers in the next 12 months. Right. So this is really the secret sauce. You don’t want to market to 1000.

00:29:06:24 – 00:29:08:22
James Tyler
You just want to go pick that 100.

00:29:09:05 – 00:29:12:15
Daniel Ramsey
So how do we get that? That’s the question. That’s why you’re here today.

00:29:12:17 – 00:29:43:07
James Tyler
Exactly. So I always advise my my clients to go to remain or prospect. No prospect. Now, a reminder were already taking all these data and they they they did all these analytics on it and the machine learning and they’re already gotten narrow. So instead of you marketing on Facebook to 1000 homes or instead of you forming 1000 homes or instead of you calling 1000 people, they’re already telling you who’s potentially to be a seller and who’s potentially be a buyer.

00:29:43:18 – 00:29:46:02
James Tyler
So you got a mine, which is part of this.

00:29:46:08 – 00:30:06:19
Daniel Ramsey
Re mine is a client of ours. The the CEO and founder is a brilliant guy. Yeah. Leo PEREIRA. He’s a good dude. And and not only is he probably one of the sharpest minds in real estate, but his tool is typically something that we get for free, or it’s very low cost because all the MLS is paid for it.

00:30:06:19 – 00:30:12:19
Daniel Ramsey
It’s part of your dues. Yet I never, ever, ever hear of anybody actually using that platform.

00:30:12:19 – 00:30:14:00
James Tyler
I don’t know why and.

00:30:14:00 – 00:30:39:07
Daniel Ramsey
It’s such a great platform. So if you were into so I want to break it down for the audience because if you don’t know how it works, like Leo actually personally gave me a tour of it several years ago when he was building it. And what you can do is you can sort by all the houses, by how long they’ve been there, what the mortgage is, you know, who owns it, whether it’s a, you know, residence that the owner actually lives in it or it’s an investor home.

00:30:39:13 – 00:30:50:00
Daniel Ramsey
So, I mean, you can get all the data that is like secret sauce stuff and then specifically target those people. So James, you’re talking about.

00:30:50:04 – 00:31:22:02
James Tyler
Yeah. So your export, the likely to be a seller or the likely to be a buyer or both of them? Yep. Right. And you take that data now remind also you can pay extra money to get the contact information from the list so you can get the emails and phone numbers for for those potential buyers and sellers. Obviously, the real estate agents, instant, instant thought is like, oh, cool, I’m going to start emailing these people or I’m going to start calling these people.

00:31:22:09 – 00:31:25:12
James Tyler
No, hold on. Don’t do that because you don’t want to do that.

00:31:26:00 – 00:31:28:03
Daniel Ramsey
So they’re not ready right now.

00:31:28:11 – 00:31:47:07
James Tyler
Ready. And also, there could be some legal legal issues with that. You know, you want to make sure you take that data first. So step number one, when it comes to big data is collecting the right data. And that’s really what what I what my message to the audience is like, don’t just go and advertise to everyone under the sun.

00:31:47:12 – 00:32:10:05
James Tyler
Make sure you know who you’re targeting. So will remind made it super easy for you. Go for the people that are going to be likely sellers and buyers or prospect now but both platforms give you the same data. You pull that data. Okay. And you take that data collect. And I always advise my my clients to about 6000 contacts actually.

00:32:10:14 – 00:32:12:01
James Tyler
6000 contacts you.

00:32:12:04 – 00:32:19:23
Daniel Ramsey
Because your audience, you want to be able to dump them into Facebook, YouTube, LinkedIn, Instagram, and you need a big enough audience in order to do that.

00:32:20:08 – 00:32:40:24
James Tyler
So after a while I figured out the numbers and when you when you actually dig out less than 6000, you your closing ratio can be a success factor. So agents want to close 4 to 6, sometimes eight transactions a month. And in order to get that number, I mean, depends on the area, but I figured the sweet spot is about 6000 contacts.

00:32:41:00 – 00:33:03:12
James Tyler
Yeah. And you take 6000 contacts. Yep. The next step is to enrich the data like a like so you have your favorite may remind to give you phone numbers and and email this is 40 to 60% usually has the information and the rest doesn’t. So about 50% don’t have information. So you don’t want to just like ignore them.

00:33:03:12 – 00:33:14:19
James Tyler
Obviously, we want to target those people too. So you hire a virtual assistant, your company, you know, that would be perfect. You hire a virtual assistant. They go and append the data for you even.

00:33:14:19 – 00:33:19:23
Daniel Ramsey
As a pen. I’m I’m a real estate broker. What does a pen the data mean it.

00:33:20:07 – 00:33:33:01
James Tyler
You know, a first name. Last name in an address as know phone number and email addresses by finding the phone numbers and email addresses of them and adding them to the last to the list. That’s called the ending data to do list.

00:33:33:01 – 00:33:35:01
Daniel Ramsey
Would you use a system to do that or would.

00:33:35:01 – 00:34:10:04
James Tyler
You do yeah. You can use data finder dot com to upload a list in bulk and they will they will find or match your the your records all you need to give them personally bless them and and address and remind even a title Brad would give you that information if you want to use remain but obviously remind the point is because they do predictive analytics on that data can’t do that then you would have to many will say hey give me everybody that but six years ago at 5% interest rate with equity this then you would have to manually tell them what you want to give you that list.

00:34:10:04 – 00:34:23:02
James Tyler
But even though there’s no predictive analytics done on that list, so the success ratio with a title company giving you the list is less than what remain or prospect. Now with with with yield.

00:34:23:08 – 00:34:45:12
Daniel Ramsey
Okay. So we’re we we’ve gotten the basic infrastructure. We’ve upgraded our SEO. We have an email system we went after the data with remind. We’ve appended that list with a virtual assistant. It’s all loaded into, you know, our website has pixels. Now for all the social media stuff. Give us now the plan of attack.

00:34:45:12 – 00:34:52:09
James Tyler
James, what’s the point before you get to see that’s why you can not yet.

00:34:52:09 – 00:34:57:20
Daniel Ramsey
Not yet. But we only have ten more minutes to go. We only have ten more minutes. So I’m going to make sure that we’re.

00:34:58:03 – 00:35:15:21
James Tyler
Well, once you get that, you validate the data. So phone numbers, email addresses, you got to go to like zero bounce and validate the data. Data finder also validates that as you get all the emails and phone numbers validated and then after that you normalize the data. So a person could have two emails or two phone numbers. Yep.

00:35:15:22 – 00:35:38:13
James Tyler
When you put it in the CRM, they usually send an email to the first email as a primary and they ignore the second one. So normalizing the data is saying John Smith with the email one. John Smith email to. Then you have two records for John Smith, two emails. Then this way when you upload the data into a custom audience, you’re uploading John Smith twice because he has two emails because you don’t know which one is using, right?

00:35:38:19 – 00:36:03:05
James Tyler
So that’s from data validation to data normalization and then data sanitization, sanitization entities. And that’s when you go to upload your list, do like data 24 seven to make sure you remove all the do not call phone numbers off the list. That’s where you go upload the data to zero balance and you remove all the bound invalid email addresses from your list.

00:36:03:11 – 00:36:25:14
Daniel Ramsey
Okay, hold on because this is really important because we have clients all the time who hire us to prospect for them and that is one of the biggest on our contract. And I’m if you’re listening right now and if you have one of our virtual assistants, I want to James is giving you gold right here, but you have to make sure that the list that you’re calling is not on the do not call list.

00:36:26:10 – 00:36:29:15
Daniel Ramsey
I think it’s a $10,000 value violation every single.

00:36:29:15 – 00:36:30:09
James Tyler
Thousand, I believe.

00:36:30:12 – 00:36:47:01
Daniel Ramsey
Yeah, it’s huge. And guess what, we don’t pay it. My out us will not pay it. You will as the agent. So what are the two systems to remove of kind of we call it scrub people from the do not call list and scrub them. What are the two systems that you named.

00:36:47:15 – 00:36:56:13
James Tyler
Data finder dot com okay this scrubs it it’s probably one of the best out there. Okay. Perfect and finder and data 24 seven.

00:36:57:05 – 00:37:21:02
Daniel Ramsey
24 seven. Okay, cool. So this is the part that’s big data, guys. Honestly, not very many people understand this whole process to effectively do what I call an air sea and land. Like, that’s what you’re talking about, James, as is you’re attacking these potential sellers from all angles. And I think it’s it’s lovely. It’s brilliant can we get into the plan now.

00:37:21:09 – 00:37:44:20
James Tyler
Yes, that’s the see, that’s the thing, man. Success is about setting up the right foundation because it makes the action plan super easy. Once you have the data, once you have it cleaned, once you have it validated, and actually now you have that data with accuracy, like almost, almost 80% accuracy. Now you go and sync it. So for instance, your mobile phone, right?

00:37:44:20 – 00:38:12:01
James Tyler
Yep. I want those 6000 people on your mobile phone. How do you do that? Use iCloud or Google contacts. It’s free. You upload that up there on Google contacts or iCloud, all of these 6000 contacts come to your phone because your phone has your Gmail or iCloud, right? Yep. If then you need to sync it all across platforms, meaning your CRM, your social media channels, and any other different platform that you have.

00:38:12:01 – 00:38:23:13
James Tyler
Like channels are your like your web, your Google contacts, your social media, the, the, the devices do so your, your, your mobile phone.

00:38:24:03 – 00:38:33:18
Daniel Ramsey
And this is how this is how you you take a list of people you don’t know and get connected with them on LinkedIn and connected with them in Facebook. This is what.

00:38:33:18 – 00:38:53:07
James Tyler
I’m getting to. Yes. Once you have that contact information, all these contacts, 6000 contacts in your Google contacts and in your phone, you go on LinkedIn, all these people will get suggest to you as friends, you go on Instagram, all these people get suggested to your friends, right? You’re connecting, you’re liking your engaging with potential sellers and buyers for free.

00:38:53:13 – 00:39:14:15
James Tyler
Yeah. Doing any paid ads and what we’re doing, we’re tracking all the social media platforms by saying all these 6000 people are my friends. Right? And they’re on my phone. So when I go to these platforms Instagram site, you may also know John Smith Sellers down the road. Right. And they’ll give you their LinkedIn or their Instagram or their Facebook.

00:39:14:15 – 00:39:33:03
James Tyler
So you start seeing your potential buyers and sellers everywhere you turn. And that’s why this data is so critical to be clean. And when you’re putting your phone on, it’s there. So when a potential starter calls you, their name comes up. You don’t need to say hello anymore. Oh, hi, John. They’re like, oh, wow. Yeah, thank you very much.

00:39:33:03 – 00:39:56:14
James Tyler
You know, I’ve been following you. I’ve been engaging with you. I know you are so impressed. No agent ever called the potential seller by name, just by them, calling them for the first time. So the seller will feel special when you call them by name. The next thing I want to talk about is pricing. So use pricing to sync all your platforms, all your channels with your CRM, with your email marketing.

00:39:56:14 – 00:40:18:02
James Tyler
It’s highly critical. You have all of these 6000 contacts in your CRM and your email marketing, all social media, everywhere, because then this is your form, this is this is all you want to turn into clients. So people are saying, here’s my list. This is what I want clients. And you go after it. Not like I don’t know who my clients are.

00:40:18:02 – 00:40:32:19
James Tyler
I’m just going to go ahead and spend a lot of money on marketing and hopefully get to clients. You’re taking your clients ahead of time. You’re your basically fast forwarding, figuring out who your potential clients are and then you’re backtracking the process. Does this make sense?

00:40:32:23 – 00:40:44:15
Daniel Ramsey
Yeah, I know it does. How would I sync all of that up? I mean, is that a virtual assistant job or is there a technology platform that would help? Because that thinking is such a big it can be a big job.

00:40:44:21 – 00:41:13:22
James Tyler
Is real estate agents don’t have to do any of this. Okay. Estate agent need only to talk to people that are qualified. So once you have let’s let’s I’m going to speed up this a little bit. So once you have the data right and you put it on Google contacts and syncs into your phone. Yeah. And you go to social media and they start suggesting to you that and from I mean a LinkedIn, you can upload your contacts on Facebook, you can sync your contacts on Instagram and go and go to the settings.

00:41:14:02 – 00:41:21:13
James Tyler
And also sync your contacts. So there are a little bit of different steps to sync your contacts across all channels, devices and platforms. Right.

00:41:21:14 – 00:41:22:11
Daniel Ramsey
But that’s a virtual.

00:41:22:11 – 00:41:43:22
James Tyler
Assistant job created the spot because all this information I can’t double over 1 hours in Starbucks. So there is that agent. That’s why it’s highly critical for people to read the book. I mean, 20 years of experience in here. Yeah. And the tactics are not like every day things you see on YouTube or social media. These are original information that I’ve learned over the years.

00:41:44:03 – 00:42:07:16
James Tyler
Right. So you have everything saying hi sync dot com hi sync. This is this is the platform that syncs everything together. Now you have everything sync together, right? Right. You have the data. Now you can do anything you want. You can go do direct mail. You’ll have a success with it. Right, because the data is is clear and verified and there are potential buyers and sellers.

00:42:07:22 – 00:42:13:12
James Tyler
You can do dialer if you want. You want. Why? Because all the phone numbers are are are valid. Well.

00:42:14:04 – 00:42:39:02
Daniel Ramsey
I what I want you guys to do is not just call these people. I want you to have a reason to call them, you know, community parties, you know, music in the park, charity events, garage sales, pie giveaways, you know, like all the good things that you can call, you know, folks in your database, in your community so you can call them, just have great reasons to call them.

00:42:39:10 – 00:42:58:22
James Tyler
Yes. And to be honest with you, I personally tell my clients, call, don’t sell, say, hey, my name is James Tyler. I’m an estate agent in your area. I came across the information. I just wanted to introduce myself and leave my information. Should you need anything? Yes. Please leave my information with you. Sure. Can I follow up with you next week or next month?

00:42:59:03 – 00:43:16:15
James Tyler
Yeah, that’s it. Yeah. Very, very smooth introduction. You just introduce yourself and that’s it. You’re not selling. It’s not illegal to call someone. Introduce yourself. You know, you’re just say, hey, I’m an estate agent that came across your information online. I saw you on Facebook, saw you on LinkedIn. Just going to introduce myself and give my phone number should you need anything.

00:43:16:18 – 00:43:18:19
James Tyler
Oh, yeah. And by the way and.

00:43:18:19 – 00:43:29:23
Daniel Ramsey
By the way, there’s this awesome community event. Can I add you bring an email list or could I add you to my from time to time, I come across great deals. There’s a lot of opportunity when you’re having intro calls.

00:43:30:00 – 00:43:31:11
James Tyler
Just don’t start qualifying.

00:43:32:13 – 00:43:33:03
Daniel Ramsey
Don’t ask them.

00:43:33:03 – 00:43:56:19
James Tyler
That’s That’s what I tell them. You know, you want to qualify, you want to close deals, but don’t do that. Don’t start qualifying when people on the first call. So once you have the information, you can do so many things with it because the data is accurate, right? Right. The one thing that I always tell my clients to do is actually go and use like the demand base or choose all like paid advertisement platforms where you can upload.

00:43:56:19 – 00:44:20:22
James Tyler
Because right now Facebook doesn’t let you upload custom audience if you’re a real estate or mortgage because the privacy issue that they had but either way you got you don’t have to stop there there are other platforms where you can actually do display ads and native ads and video ads where you upload those 6000 people to, yep, all you need to upload is an email and phone number, either work or both.

00:44:21:09 – 00:44:46:10
James Tyler
And that platform will will match the email or phone number to these people’s devices. So like a large publishers or large advertising firms, they have all that data, they have the emails and phone numbers. But for security purposes of legal issues, they don’t they don’t you know, they don’t keep that data. So they match emails into like a device ID, so they need to advertise advice.

00:44:46:10 – 00:45:07:14
James Tyler
I do that an email, right? So once you upload the email and phone number, they match those information with device ads and now you have all these 6000 people, phone number phones, devices, desktops, Mac books, whatever their devices they’re on. You can display ads all over. That’s why when you visit like a webpage or whatever, now you see ads everywhere.

00:45:07:14 – 00:45:26:19
James Tyler
That’s how they do it. People are always asking, How did they do it? That’s how they do it. I love to take the right information. You upload it to a company like to Zillow.com, and then it’s called CRM targeting or, you know, interest based advertising. So that’s where you go and you start advertising for those 6000 people only.

00:45:27:04 – 00:45:49:02
Daniel Ramsey
Well, okay, James, we you are this is why I wanted to have you on our show, and we might have to have you back, guys, if if you haven’t got this book. I got it killed it. I read the whole freakin thing in, like, a day because it was so good. And I know that’s weird, but I’m just a nut, and I love this kind of stuff.

00:45:49:19 – 00:46:12:12
Daniel Ramsey
James If somebody wanted to learn more or go deeper with you or find out you know how to because, you know, hearing you talk about it, you’ve done it. So many times. Sometimes it’s good to just go out and pay a guy to help, you know? So what do you think the best next steps for somebody would be to take and how would somebody get in touch with you.

00:46:14:07 – 00:46:39:00
James Tyler
Dominate that real estate WW W dot dominate the estate they can get all their text James on there. They can get a hold of me they can text me at 9492292636. They can call me, they can go to my other website, dreamstime.com. They can just Google James Tyler down there, real estate. I’m all over the web. So yeah, I would love to help.

00:46:39:00 – 00:46:51:09
Daniel Ramsey
What do you what do you think that when people come in and do this with you, like go through this step by step process, how long does it take them to see result? You’ll start seeing results in 90 days.

00:46:51:17 – 00:47:06:06
James Tyler
Yeah, yes. If everything goes well, 90 days, you should see results because this entire process takes 30 days to 45 days. And by the time you start qualifying and getting the leads in the door, it takes about 90 days to start closing this.

00:47:06:16 – 00:47:14:21
Daniel Ramsey
And that and and basically once you get in the contract, then it’s another 60 days to close. So you’re looking at a ramp up period of 5 to 6 months before you.

00:47:14:21 – 00:47:23:00
James Tyler
Start 45 days to set up everything. And then you start getting the leads. So you start closing deals in 90 days, you start making remission checks within 90 days.

00:47:23:08 – 00:47:38:15
Daniel Ramsey
Okay, I love that. And what and we’re only got a couple more minutes and I know people loving this and and it’s great topic, but what are some of the mistakes people would make if they tried to do this themselves, that you’d like them to avoid?

00:47:38:15 – 00:47:57:18
James Tyler
So avoid doing this yourself, hire a professional, have a virtual assistant. This is a step by step. You don’t need me to do it for you. That’s why I wrote this. That somebody can literally follow the tactics that I’m about to give you in this session. The what? Why? You don’t want to do it. You don’t want to do everything yourself as a real estate agent, right?

00:47:57:18 – 00:48:20:22
James Tyler
You want to know, like read the book, know what somebody is going to do for you. If you’re going to hire someone, make sure that you understand what they’re doing. Make sure you understand how the data process works. All the data collection, verification, validation, sanitization, normalization, like know what that means, know how long it takes so you have the right expectation and don’t try to do everything yourself, you know, prospecting, you don’t even need to do that yourself.

00:48:21:03 – 00:48:42:00
James Tyler
Right. And I say hire, you know, a virtual assistant to do the prospecting, do it for. You make sure somebody sets up your funnel. Make sure if somebody sets up your email campaigns, make sure somebody sets up all these different things for you. Right? Hire a virtual assistant to do that. How to visualize and to do the qualification for you as a real estate agent.

00:48:42:00 – 00:49:03:08
James Tyler
All I want you to do is, you know, take the lead. That’s really that’s ready to actually sit down with you. So a virtual assistant should do all this. Plus setting up the appointment for you. Like, you should be like, Hey, John, Realtor, I’m your estate. I have an appointment set up for you tomorrow at 10 a.m. with this potential buyer.

00:49:03:10 – 00:49:26:15
James Tyler
This potential seller? Yeah. Boom. You should be out on appointments, taking care of business, closing deals, and helping people. You shouldn’t really dabble with Facebook ads and data analytics and all this. Leave the professionals to do that. Hire a two or three virtual assistant to do all this work for you and just be out on appointments. That’s the best advice I can give.

00:49:26:19 – 00:49:45:23
Daniel Ramsey
We have to we have to drop the mic right there, James, because you’re kicking butt. If you’re listening right now and you want to go deeper, we’ve put links in for James’s book Dominate Real Estate, and I feel like we only scratched the surface. So we’re going to have to have you back. I’m sure there’s a lot of topics we can talk about.

00:49:46:03 – 00:49:56:01
James Tyler
Really the free give is the tactics on the website dominate, say, 60 some pages long. I think you’ve seen it Daniel I.

00:49:56:01 – 00:50:00:22
Daniel Ramsey
Downloaded it because I want I read the book and I was like, okay, I need that. And I was I thought it was great.

00:50:01:08 – 00:50:22:08
James Tyler
It’s already written some 60, 80 pages on the book. So I had to it’s a literally another book of strategies and tactics that you can literally start executing now. It’s right on the website. This is why I want to help. I want to show you and help people charge tons of money for this stuff. Trust me, I’m giving it to them for free.

00:50:22:09 – 00:50:41:08
James Tyler
Go to the website download. It’s literally free and I’m not going to call yourself or anything and I won’t put you on a annoying day by day email. Nothing happens. I can just go download it execute and 9492292636. Call me if you have any questions. I would love to help.

00:50:41:18 – 00:50:55:16
Daniel Ramsey
All right, James, thanks for having. You know, coming on this show and sharing all this knowledge. Guys, if you’re listening and you need help, you need a virtual assistant. Jump on our website, my outlook.com. And James, you are dominating real estate. So I appreciate you, brother.

00:50:56:04 – 00:51:06:18
James Tyler
My pleasure. Thanks for having me on. All right, brother, good luck.