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How To Build a Predictable Real Estate Investing Business - powered by Happy Scribe

Let me get this recording. Perfect. All right, let's see what we got going on here. We have got some, some folks jumping on, so why don't we go ahead and kick it off off, you ready?

That'll work. All right.

Hey, welcome everybody. This is Jeff with Sub Two Empire. First time I've actually done something like this in the group, but I am such a fan of this software and admittedly, I'm just going to be right up front. I am totally biased, I admit that. Full disclosure, I've been an Rei Black Book fan and a subscriber for several years now. I think I go back five years and this was before even they went through this whole redesign of Rei Black Book and this whole giant upgrade and new CRM and all this stuff and it was great back then, it was just a top notch tool and there was just a couple of little things about Aria Black Book that I didn't like that I just could never quite being a super techy guy, I could never quite get it to do what I wanted it to do. But to their credit, honestly, this company listens, it's quite a rare thing. They actually listen to their customer base. And I'm telling you, they went in, they listened to their customers, they made the changes that they needed to make. And I'm telling you, for me, this is by far the greatest tool out there.

And I've used, you name the tool and I've probably used it. Like I said, I'm super techy and I've used it. I always go back to Aria Blackbook. Anyway, today I've got Kevin Carroll from Aria Black book on with me. Kevin, what is your title with Aria Blackbook? I'm sorry, I don't know that I should know that.

All right, so basically I handle the sales for our Black book. You can call me director sales, you can call me sales rep, whatever you want to do, but basically kind of a sales and marketing specialist here for the company.

Okay, good deal. All right, so how long have you been with Aria Black Book now?

So I've been with Aria Blackbook for about two years now. I wasn't within the software space, I wasn't within real estate prior to beforehand. I was always in sales leadership roles for big Fortune 500 companies and things like that. And I've known Damon for a handful of years. Our kids go to elementary school and we played some golf from time to time and he invited me actually to a boot camp. Jeff, I think it was the first time I met you, last April of 2019, if I remember right, but I was at that one. I went to the boot camp just to learn more about the company, frankly, and find out what Damon did. And I knew he was a software guy and had something to do with real estate and all this other stuff, right. So I go to the boot camp, and I saw the interactions with the team, the engagement from all of the existing software subscribers and customers, and ultimately the impact that we had on everyone's lives at that point, and hearing those conversations and seeing the culture, I kind of realized that I wanted to be a part of this and get out of managing sales teams for big Fortune 500 companies where you're just a number and everything else and actually feel good when I get home at the end of the day is, hey, I've helped this person, I've helped this person.

And seeing people take that next step to open up financial freedom for themselves, to do more charitable work, whatever their why, is, I just wanted to have a much bigger role in helping people directly achieve those different aspects of what they're working for. So it's been great, but yeah, it's been two years now. Time has absolutely flown by, but it feels like I've been here for ten years already just because so much has changed and we've met so many different faces and have seen so many investors kind of take that next step. So it's two years going on ten.

Jeff good deal. When you met Damon, did you have any idea about what damon, what were your first thoughts when you met Damon when he told you they was in the software?

I didn't know anything about him. So a guy who used to live across the street from me that I played golf with all the time and had kids my age as well, actually made the introduction to Damon. So I think our first time hanging out, we had baseball tickets to a Cardinals game or something like that, so we hit it off right away. Obviously, he's got the gift of gab. He loves to chat and talk and be social guy and shared the passion of playing golf and kids go to the same elementary school. So then we started hanging out occasionally here and there and here and there. But again, I'm not a software guy. He talks about software. Now, he did mention CRM. So in my last role at the company I was at before, I was actually on a committee that helped determine basically what CRM that they were going to unroll for their sales team. And this was for about 500 sales reps across the country. So I did have familiarity with a CRM and the software side of what it takes for a business to operate, be efficient, track tasks and deals and the pipelines and track all those KPIs that business owners need to look at.

So when he was explaining it to me, I was like, okay, well, that's really cool. But then when I realized how robust it is because the last company I work for, we cut a check for just under $6 million to roll out a very large CRM across the company. And then I go to boot camp, and I'm absolutely blown away. I was like, honestly, if I would have known about that, it's like I could have introduced you years ago and we could have had this after you kind of compare what you get with these big guys versus what Damon already had kind of already built out. I was blown away, Jeff, frankly, and knew I wanted to be a part of that. That's what brought me to Damon.

Yeah. You said something, one keyword there that I want to hone in on. You said culture. And that is one thing that probably that's what honestly helped me make that decision to hang around and stick with Aria Black book. I knew things were coming just because of that culture aspect. These guys I mean, the support from Aria Black book, I'm telling you right now, if anybody out there watching this, the support out there, you are not going to find another company that has this type of support, hands down, the best, most responsive support you're going to get in this space, period. Yeah, that culture aspect was a huge deal for me, and we've gone on to do other kind of business dealings and stuff with our Black book, but it really does all come back to the actual tool itself and what's been built and what's available inside it. So I don't want to take up a ton of your time today. What I would like to do is there's a lot of folks on here that might be on the fence about what tool they're using. Have you got people that are non techy types?

I guess that's what I want to say, that they've got to be blown away by what all these different tools you've got to use. And what I want to tell everybody is that the reason that I ultimately decided to stick with Rei Black book is because of its all inclusive nature. Rei Blackbook handles every single aspect of my business. And so if you wouldn't mind, let's do an introduction into what the system actually does for real estate investors, and then maybe we can start walking through a little bit of each one of those different functionalities.

Absolutely. Yeah. I put together a kind of a little slide deck here, so for anyone who's not familiar with what a CRM is and what the capabilities are, why it's important. So I'll kind of cover that. I'll share some numbers that we've learned over the last decade, and then I'll hop in and actually give you a kind of a walkthrough of what the platform looks like so you can kind of see it in action. I've even got a text keyword set up so they can participate and really see it live in action here. So I'll go ahead and share my screen, Jeff, if I'm good to get going here, man, go for it.

Let me make sure. Have you got that permission?


Go for it.

All right, I'll go ahead and hop in here. All right, so let's hit the screen. Jeff, can you see my screen all right here, bud.

We can.

All right.

If anybody out there that's watching on Facebook, if you're having trouble, or YouTube, if you're having trouble seeing the screen, please let me know in the chat. But otherwise the floor is all yours.

Cool. Well, thank you. All right, well, hello, everyone. So I'll give you some background here on myself a little bit more, but basically the reason I'm here today is I want to help share some of the secrets and ideas as far as how to grow and scale your business with less. And when I say less, it's less money, less stress, less frustration, and ultimately less overwhelmed. And I'll show you what I mean here. All right, so why are you here today? Before we really kind of jump into the full slide deck and show you what the software looks like, think of all the people you know. And what I mean is, how many of the people, out of everyone you know, how many of them are truly living the life that you want? And then specifically, what is it about their lives that is so desirable? So maybe it's Jeff Bezos who owns Amazon. What is it about his life that you may want? And then why is it that you want that so much? The answer always comes back to what we call financial freedom. That's what we desire. And real estate is just a vehicle.

It's just a method to achieve that financial freedom. And I'll go into some more details here in a second. But financial freedom pretty much can mean anything, right? So Jeff and I, we were talking about what our why is earlier, right? Why are we doing this? Why do we get up every day? Why do we choose to get into real estate? Or why do we do software? Well, the financial freedom will allow us to maybe we want more vacation time. Maybe we want a bigger house to spend time with our kids, or leave a legacy for our kids. Maybe it's to do more charitable work and make more donations that way, right? But regardless of what the reasoning is behind it, and those people that we look up to, at the end of the day, the common core there is financial freedom. That's what we're into this for. And then I'm a numbers guy. You'll see that as we go through today. I'll share a bunch of numbers with you, but I love this. Over the last two centuries, around 90% of every millionaire that's been created has done so through investing in real estate.

All right, so what's in it for you today? Black Book, and I'll give you some more details here. We actually are going to celebrate our twelve year anniversary this year. So over the last twelve years, we've been able to work with thousands of the top investors from across the country. So we have over a decade of experience, really get determined what works, what doesn't work, and more importantly, what's those common characteristics that that top 1% of investors, they all have similar characteristics. There are reasons why they are consistently in the top 1%, and what we call that is the Freedom Quadrant. All right, so by Freedom Quadrant, there's four main pillars. As we look at, the top 1% of investors that we've learned from for the last twelve years is one, they all have a professional presence. I'll go into more details about what each one of these buckets look like and what systems and things that you'll need in order to basically be like that top 1%. But as professional presence, they have personalized follow up throughout. Again, as investors, this is a sales and marketing business. But how we interact with those leads, the systems and processes associated with following up with these transactions from start to finish, it's personalized follow up.

And then every aspect of their business, they have predictable processes. I talk about this quite a bit when I'm in front of a group like this, but Henry Ford, he's so famous and he's so successful because he's the one who came out with the assembly line, right? It's a predictable process that he was able to map out and identify that allowed him to build automobiles much more efficiently, less expensive, and consistently by having the same exact process over and over and over again. Same thing with McDonald's. Their explosive growth 50 years ago was they built the restaurants the exact same, each burger, and it fries the consistency. Each process was completely the same no matter what location you went to. And then the last thing that that top 1% does, and some can argue the most important, right, is profit acceleration. How are they increasing their revenue? How are they generating as much profit as possible throughout their business? All right, so what ties all this together is a CRM. For those of you who have never heard that before, a CRM is basically customer relationship management software. That's what it is. So when I say CRM, it's just a software platform that is high level, is used to basically manage our relationships with all of our leads, all of our vendors, our contacts.

Anybody who is involved in our business relationships should be in a CRM. And what that does is it gathers all interactions across all channels in one place. So what I mean by that is anything that happens on, for example, one of your websites or on a landing page that needs to get housed correctly in one central location. If the phone rings or somebody text in, how do we ensure that that is captured and maintained and identified right away? If we had a phone call with a contact six months ago, how do we track that? How do we know what happened? How do we pick up where we left off. And ultimately, managing this data in a central location helps us as business owners to improve our sales. It helps our customers and our contacts have a much better overall experience. They're going to be more satisfied, and we are going to provide a better service overall by having that data in one location and being consistent. And I mentioned earlier that I worked for a very large Fortune 500 company, a couple of them, actually, in the past, but it doesn't matter if it's a Fortune 500 company or an individual real estate investor.

CRM enable businesses of all sizes to drive growth and profits, and that's what we're all here to talk about today. All right, so just real quick, high level, how does the CRM help you grow your business? Well, as business owners and entrepreneurs, we have to be able to systematically track all of our leads that are entering into our business. Whether we're buying a list, running ads, and having them call in from a billboard or abandoned sign, whatever the case is, we've got to be able to track all of that activity. We need to ensure that all that contact information is captured right up front. We don't have to no sticky notes and all these different spreadsheets and all this other stuff. How do we really have a system in place to capture the info, track all those leads? What, marketing campaigns? Right? So if we're running Facebook ads and doing direct mail well, we need to be able to track all that activity and find out which ones are more effective, which ones are less effective, and costing more money. And we need to have that data and that information, as a business owner, is critical to help drive growth, profits, and ultimately revenue.

Right? And then we need to be able to track the KPIs, those key performance indicators, and we want to be more efficient. If we don't have a CRM in place, I promise you we've seen this, it results in losing deals. We're going to waste our marketing efforts, which ultimately, if we're spending $2,000 a month on marketing and we don't have a system in place to properly manage that process, well, we're wasting money. We're going to create more stress, and ultimately things are going to fall through the crack if we don't have a CRM in place. And then again, a solid CRM strategy. And Jeff, you mentioned this earlier, but it ideally needs to be an all in one solution to manage all touch points for phone calls and text messages, any email activity, stuff that comes through your websites and different marketing campaigns, your offers, how do you know what your conversion rate is on different offers that you're making, and different marketing strategies, et cetera. So you want to have all of it in one place versus trying to use ten or more outside platforms to manage a business. You're asking for trouble and I'll give you some details on that.

We already talked about this, but who's our black book I just mentioned we're about to celebrate our twelve year anniversary. Damon Remy is our CEO, our founder started the company back in 2009. For those of you who've been around long enough, you probably remember what was going on in 2009. It was a tough time to be in real estate, but we launched nevertheless. And here we are twelve years later. During that time, we've got over 42,000 members across North America. We've been the software of choice for many education programs, mentors, et cetera. People like Jeff. And then this is where we really differentiate ourselves from the other guys, right, is what's our purpose? Our purpose over the last twelve years is to empower small business owners through systems, software, and education. So those three things is what drives us on a daily basis to empower you as small business owners through our systems, through our software, and to help educate you on how to best use the tools as well as to best achieve your end goals and your strategies through education. And what guides all of this is our core values. So partnerships, employees, all the way across the board.

But what drives us as a company is we do do people before profits. So everybody in our company is a requirement that we put other people before our profits. We always make decisions based on people, and if you go through business that way, the profits always follow later. Open and honest communication dedicated to growth, and that's professional growth as well as personal growth, and then selfless team players. So those are the four core values that we as a company demonstrate and through our partnerships, et cetera. All right, real quick about me, I'm the sales director here. I've actually been working with small business owners since 2008, and I am a specialist when it comes to marketing and sales systems. All right.

I don't like looking at yourself there, Kevin.

What's that?

You don't like looking at yourself. You got through that one really quickly.

Yeah, you guys get to look at me long enough. If I look like you, Jeff, I'd leave it up there all the whole time.

Look at that.

She always a lucky woman. All right, so what does Rei Blackbook do? This is a very common question, and it's not necessarily an easy one to answer because we do so much, but we pride ourselves on truly being an all in one platform. So everything from real estate investor websites and landing pages to the CRM, the contact management system itself, the email auto response system, our text blasting service, the ringless voicemail platforms, property finders, those bird dog system, call tracking and analytics for marketing campaigns, all of that in one central location is what we do. So it's by no means just websites or just phone system and just the contact management system. This is truly all built with the intention of working together. We don't have to plug a bunch of different things in. You have one point of contact throughout the process. All right, so just to give you an idea of what we've done in the past, but we are just about 4200 active websites right now. So investors have about we are managing 4200 websites today. Actually, this is probably a little bit more than that now, but that's what we have from a website standpoint.

We've got over 4 million contacts being housed in our database. So tracking all the data, the phone calls, every interaction, and we've helped analyze over 1.2 million properties. And I'll show you what all this looks like before when I say that we've learned from the top 1%, you can see here, this is how we've learned from that top 1% and what they do to differentiate themselves from the other 99% of investors who are trying to get there. Right? All right, so what all this boils down to is you need a proven system. What I mean by proven system and again here's, those four buckets that we've shown that, hey, the top 1%, that professional presence. So that proven system as far as professional presence is websites and landing pages, that professional business. Email system. The smart phone system that's going to track those inbound calls and route them to the correct person and follow up with them consistently each and every time. The personalized follow up, right? So we're going to systematically grab that contact information. It's going to track each interaction, where they came from, what's the next step? The ringless voicemails, the text and the emails, all of that is personalized.

As part of the follow up sequences, I'll show you what that looks like here later during the presentation. But crazy robust system to ensure that every lead is followed up with on a personalized basis each and every time. And then what's? The predictable processes, right? So do we have a task management system? If we have a team of people that are working with us, if a lead is in our funnel but they're not ready, but they might be ready in nine or ten months from now, what does that automated workflows? What does that follow up system need to look like? What's the process to ensure that in nine months from now we've got that process in place to where we can have that conversation when they're ready? Smart call routing and ultimately closing. What's our process to close our deals? We got to accelerate the profit. Do you have a system that's going to help with the dispositions? Right? Track those KPIs? And ultimately, how can we be more efficient with the leads that we generate and have higher conversion rates? Because if we can close three deals out of 100 instead of two deals out of 100, well, those numbers add up pretty quickly and we don't have to spend more money on marketing.

All right, so for most real estate investors, this is pretty similar to what the ideal process typically looks like. So when we look at that top 1%, this is what we call the seller acquisition workflow map. You'll see up top here from a lead generation. It doesn't matter how you're generating leads. I mentioned direct mail and bandit signs earlier. Maybe it's property finders or buying list. Right? So we've got our system down for generating leads, but what happens after we generate those leads? Well, we have to qualify them. So when those leads come in, did you contact them right away, yes or no? And what is that predictable process? If we don't contact that lead right away, do we have a personalized follow up system in place to follow up with them over the next ten days to really ensure that we're going to have that conversation with them eventually? But if we did talk to him, well, we move on down and we can analyze a deal and make an offer and all that. But having systems identified and processes in place to ensure that is consistent every single time, 100 times out of 100 that every lead that comes in is going to get the same follow up systems, the same treatment, and put ourselves in a position to maximize our revenue and our deal flow, regardless of what else is going on in our lives and in our businesses.

All right, and I'll come back to this here in a little bit. All right, so what does the framework look like? So I'm going to share a story, and Jeff, I know you have had some conversations with Marcy, and you're familiar with this but really powerful story. So Marcy's claim to fame was she signed up for a free seminar back in 2016, if I remember correctly, but she got a first property in the contract sometime late in 2016, but the deal ended up falling through. She ended up closing her first deal in January of 2017 and cashed her first check as a real estate investor. She was all over the place at that point, didn't have any consistent processes or system in place, and wanted to bring consistency to get out of the daily grind. And she still had her nine to five job. But in January 2019, she said enough and really spent time to write out what her ideal process needs to look like, what is the system that she needs to get in place, and after that, what? The takeaway was that she didn't have any consistent follow up, so she would generate a bunch of leads and try to call them once or twice, and if she didn't get a hold of them, well, she would just move on to that next hot lead that was right there.

But there was a ton of opportunity and a ton of deals that she was missing out on because she didn't have the systems and consistent processes in place in order to do it all by herself. So after she built it out, then she started consistently closing two deals a month. She was able to quit her job and luckily had a steady flow of new deals coming in. Fast forward to today, she's actually closing four deals a month on average and looking, when I say looking to build a team, she's actually actively building a team right now. So she's got multiple people on her team and she's in full growth and scale mode right now. But the takeaway is she went through and ensured that it's a personalized follow up systems. The processes are identified and built it out one time over a weekend and then fast forward a couple of years and it's completely transformed her life. She's out of the nine to five job and full time investors in growing a team here. So this is just a high level overview of what her systems and processes look like that I mentioned, right? So she broke it down into stages.

Stage one, generate leads, right? So it doesn't matter what marketing strategy you're using. She set up the system so that she could track and analyze all those different marketing channels. So that was a phone system, that was her websites and text system. After those leads were identified, they jumped over to the lead qualification. Stage two, and that was and what she set up was a 15 minutes workflow. So as soon as the lead comes in, the system automatically would respond to them, text them back, notifies Marcy that there's action that needs to take place right away. If for some reason she didn't get on the phone with them or have that conversation, it automatically triggered a 15 day follow up system, a 15 day follow up sequence, and I'll show you what that looks like as well. But again, no matter when the lead came through, no matter what channel it came through, if she didn't talk to him right away, every lead got put into the same 15 day follow up sequence and it transformed her life. And those leads, she knew for sure that they got the attention and that she was going to be in a position to have that conversation when they were ready.

The 15 days. And then after that 15 days, if she didn't get a hold of them, well, then it jumps over to a 15 month follow up, right? So I've got some numbers that will absolutely rattle you if you don't know how important it is to have a follow up game in place. She put together a 15 month follow up. So for over a year, any lead that comes through, she doesn't talk to them. In the first 15 days, the system will automatically send them texts and emails and ringless voicemails and picking up the phone and calling them to follow up again for 15 months. And that's what's allowed her to have these four deals a month consistently coming through, and she gets to focus her time on still working with the people who are ready to sell their property today, those true, motivated sellers today. But.

Can I add to that real quick?

Yeah, please.

I just want to reiterate and drive home how important this is. This has happened to me. I've lost count time and time and time again. This one simple set up doing this one time actually, let me take that back. The call I went on this morning was from a postcard, but this has happened to me time and time again. Just simple follow up. You'll be sitting in a restaurant, all of a sudden you get a text or an email from somebody who you have no clue how they even reached you. And then you go back into the system. You realize, wow, they're on one of my campaigns. They're on one of my follow up campaigns. It's so important, it's so huge. But anyway, go ahead.

I just wanted to no, I appreciate that. You're absolutely right. We've got story after story about deals coming back after nine months and twelve months, and it's really nice when those deals come to you and it wasn't because you called them personally 25 times in a row and kept doing that. So you're absolutely right there.

I just had one from two years ago just contacted me.

Is that right? About years ago. It happens, we hear about it all the time and it's like, oh wow, this stuff does work. And I've got some numbers and I'll share here in a little bit, but all the way through offers, setting appointments to look at the properties, appointments, making offers, do they accept the offer? Yes or no? She has systems in place for each one of these scenarios to where, again, it's all about consistency throughout the process and as consistency as business owners that you need to grow and scale. So I'll jump over here, but the takeaway, what I'm trying to get to is the way that you actually acquire leads is just one small part of a much bigger system, right? All right, so I told you, I'm a numbers guy. Let's jump into this. And Marcy learned this, Jeff just mentioned it, but I call it the follow up pandemic. So again, regardless of what marketing strategy that we're using today, leads are coming into the top of our buckets. But if we don't have the systems and processes and basically build it out to where we're capturing that and nurturing and systematically handling each and every lead the exact same way, well, those leads are going to fall right out the bottom here.

And that's basically just deals and revenue that are going out of the bucket strictly because we don't follow up as investors enough as business owners. I'm not trying to point fingers at investors either here. Again, I was not in real estate. I was not in software prior to a couple of years ago. In my old role as a sales leader, the biggest thing that I would have to preach over and over again is follow up, follow up, follow up. Very few deals happen without following up many, many times down the road. And a good salesperson versus a bad salesperson typically isn't who's slicker on the phone. While it is important to be able to talk to people, you have to have the dedication and the commitment to continue to follow up regardless, over and over again.

You've got to be in front of those people. You have to be in front of you.

Yeah, you got to be in front of them. It's kind of hard to have a conversation if you're not following up and putting yourself in an opportunity there. So what do I mean by this? This is specific to investors, but investors, most of us, as we go through and we're chasing deals and a lead comes in, 2% of all of our deals come through because they said yes on the first touch point, right? So a lead responds to a piece of direct mail. It's only 2% of the time that they say, yes, I'm ready to do business with you on the first touch. 3% will say yes to us after the second touch, 4% on the third touch. It jumps up to 10% on the fourth touch. What that all equals is that 81% of all of our deals happen after the fifth touch point with the contact. So if we try to call somebody three different times and we don't get a hold of them, most of us don't ever get to that fifth touch. Right? So 81% of all deals are five touches or more down the road. But how do we compare?

So, most investors don't do that. 44% of us give up after the first touch. Another 22% give up after two attempts. 14% more after the third touch. 12% give up after the fourth. So that means 92% of us are giving up an eventual. Yes, because we don't follow up enough. So, again, of all deals happen after five touch points, but 92% of us give up four touches or sooner. So if you combine that, that means 8% of investors are getting 81% of the business because they follow up. So we were talking about what that top 1% does and what's the biggest thing that you can do. This is it. It's 8% of us are getting 81% of the business and it's because they follow up. It's not because their postcards are better. It's not because they're better at talking on the phone necessarily. They have systems to put us in positions to have those conversations 8910 months down the road. And I like to share these kind of things here, but I mentioned Marcy earlier. You can kind of see her over here, but follow up is key. Back to back craziness. Today workflows are working overtime.

Thank you. But you can see here that she had three people text back ready. And these are automated follow up messages. These are automated messages and text messages that are going out to these leads that basically weren't engaged. And then all of a sudden they reply back that they're ready. So you can see here, there's three of them right there in a matter of seven messages that's automatically filed up on down here at the bottom left. Ryan Garrison damon convinced him to focus and implement his short and long term follow up workflows and link them together. So he triggered his long term flow on some old leads a couple of weeks ago and he had just contracted a sub two deal. So again, the system automatically follows up and one of his old dead leads all of a sudden was able to get contracted. So follow up is huge.

Kevin, can you go back to that last screen? Yeah, I want to get just slightly geeky for the people that don't know out here, but where it says ready over there under Marcy's column. Each time somebody texts in the word ready to her inside Aria black book, you get unlimited keywords. So she set this keyword up. Every time somebody would text that keyword in, it would set off a whole new chain of events for her, a whole new workflow for her so that she knows that that person is ready to go. And so now she knows to reach out to them and get that ball rolling and get an offer out to them.

Yeah, I'll actually show you what that looks like here in a little bit as well, and I'll let you text in and test it out yourself too. So you're absolutely right. Yes.

Good deal.

So when I mentioned earlier, when a lead comes in, I just wanted to put a visual up here. But when a lead comes in, whether they call us from a direct mail postcard, right, we're not always able to answer that phone call right away. We're not always able to hop on the phone right away and respond back to that person absolutely immediately. But what we can do is say, okay, if somebody responds to one of my postcards as an example and I call them back and I don't get a hold of them, well, I'm going to push a button and this ten day follow up is automatically going to happen. I don't have to try to remember tomorrow and hope that something else didn't come up or that I'm not on vacation or that I don't have to go to work, whatever the case is. But after one day it's going to automatically shoot them a text message and try to reengage them to get them to pick up the phone and call me back. If that doesn't work, the next day is going to send them another text and send them a ringless voicemail that gets delivered to their cell phone.

So you can see there over that ten days, it's sending emails and text messages and ringless voicemails, all those different strategies just to reengage that lead again so that we can have the conversation. The good thing is this all happens automatically. We put this in place one time, and we set it and forget it. And then after that, when they actually pick up the phone and reply to it, well, hey, now we get to spend our time actually talking to people who are ready to have conversations versus picking up the phone and basically cold calling, trying to hope that we get somebody on the phone or that their situation has changed. But I'll go into more detail. I just wanted to we talked about, like, the proven processes and the personalized follow up. This is what that looks like, and I'll show you what it looks like in the system as well. All right, so what does your proven system need to look like? And let me kind of, again, reinforce again what that small boosting conversion looks like as far as accelerating profits. So let's do some quick math. Say we have 100 leads.

Maybe we did a huge direct mail campaign, and we have 100 leads from that. Out of that, we talked to 60 of them right away. One out of those six turns into an actual appointment, and we're able to close two of those deals. So out of 100 leads, we close two deals for a 2% conversion rate. All right, so again, 100 leads, ten appointments, two deals. And let's just say our average deal here is $8,000, which hopefully is on the low side of things, but that's $16,000 in revenue that we've got on that 2% conversion rate. All right? If we're able to be much more efficient with those leads that they come in and follow up with the rest of them that didn't respond right away with that same 100 leads can turn into 20 appointments. That turns into four deals. And then again, that's obviously going to double our revenue. So accelerating profit and growing and scaling the same number of leads, but having a system in place to ensure that personalized follow up and that predictable process is followed over and over, that can double our revenue on the same marketing efforts. It's really powerful stuff.

And just, again, this one campaign can double your income. All right, Jeff mentioned the text keywords, and if you'd like to see all of this in action, I'm going to jump in and do a live demo. But beforehand, if you'd like, go ahead and text Jeff T085-09-0336. All right, good deal. Okay, so I'll hop out of here. I'm going to actually show you what this looks like. Okay, so can you still see my screen? Okay, here Jeff.

I can. Here come the goods. This is what I like.

All right, perfect. This is a good stuff. All right, so first of all, those of you who are new or considering coming to our Black book and giving a shot here, but basically this is what we call our Getting Started section right here. We've got a 20 minutes video that Josh, who's our marketing director, really goes through and outlines the key things that can really drive that growth and scale your business. You're going to get a personal walk through that so you don't have to mess with that right now. But one of the things that we do want to do is help educate you and shortcut and streamline the process to enable your growth and to scale your companies. So we make it really easy. Basic Account Set Up so how to set up your notifications. And we walk you through step by step, how to set up your account, how to get your business phone number set up and build your website in less than ten minutes. Add your website domains and set up your contact system. So the whole idea is we have made it as easy as it possibly can to be what we call a tech caveman, or cavewoman not a tech person.

No big deal. We're going to walk you through step by step, how easy it is to have a website in less than ten minutes. We've got a full community that's filled with investors as well as Black Book team members to help answer questions, strategies, share wins, assesses all that. And we also have tons of training and support that Jeff had mentioned before.

Even got started today, by the way. Here, when you walk through this, they're not sending you off to some other website to get lost or get wrapped up in some kind of other technology. This is all inside the system. This is built right here. Awesome.

It's all in one spot. Like when we say all in one, it's all in one. You don't have to go somewhere else. All right, so I'll kind of get jumping through here. So the first thing that most people want to do when they sign up for our Black Book, one of the first things that's the most exciting and works towards that professional presence is websites. So those of you who are not techy, this will make you feel good. So right here I can show you to create a new site and we give you ten websites. So you get up to ten websites included with your Blackbook account. But what is really cool about this is we have templates already created. You don't have to go in here and write content and put a bunch of stuff together in order to have that professional online presence that that top 1% of investors focus on. So again, depending on what your niche and what your business is looking to accomplish, if it is strictly to acquire new properties, we've got a website right here that is really short. The whole idea is to find those motivated sellers, make it really easy for them to give us their information, to grab that contact info, and then automatically trigger an automated follow up campaign to ensure that we're capturing the property info, analyzing the deal, following up with them to find out why they need our help, why they reached out anyway, but to truly make it easy to acquire those sellers if we're doing lease options, right?

So if we wanted a rent to own site to allow them to apply, right, maybe there's an application process to view our properties if we have any tenant buyers, right, et cetera. But we've got a template already created here. If your niche is leased to own, we've already have a website created that you can just add your company name to, and it's fully functioning and ready to go in under ten minutes. If you're wholesaling or trying to dispose of a bunch of properties, we've got a buyer side, or if you're a buy and hold person for rentals, all of these different sites are here, ready to go out of the box. And then one last thing that I like to point out. Most investors, or a lot of us anyway, have other businesses outside of real estate. Maybe we have a plumbing company or something like that. We give you ten websites. We do have generic business sites, so that way you can even build a website for a different business right here inside of our blackbook versus going out and paying for another service and doing things like that. To give you an idea of what the site looks like, this here is one that I have created.

I made up a name called Rei Home Buyers. Put it on there, and when I filled out my information, my name's Kevin, I'm located here in St. Louis. Here's my phone number right there. I fill out that info and it automatically puts it right here into the website. All of this is ready to go out of the box. The pictures, the content, everything is right here. There's links where they can submit their property info, get a fair cash offer, whatever the case is. Here's my contact info. I can link to Facebook, all that right here. Nice, simple and easy. They can learn more about me. Specifically, I can put my pictures in here, but this is ready to go out of the box. So when I say you can have a website in under ten minutes, that's how. But really cool stuff. Again, different niches, lease to own, if you're a landlord, if you're trying to work with cash buyers because you're a wholesaler, whatever the case is, it all works. All right, so that is our websites. Let's see. The other thing associated with websites that I like to point out is domain. So those of you who have existing websites have probably went out and bought a domain through GoDaddy or something like that.

Well, if you have one, you can import it over with a couple of pushes of a button, type it in, press import, and we'll transfer it over to you very quickly and easily. If you need a new domain, maybe it's a brand new website, you can purchase that right here through our blackbook. Jeff Kaufman is the man. Let's see if that's available. Hey, look at that.

Better reserve that one.

Yeah. If I wanted to buy Jeffgauffman as the man.com, I can do that right here. It's 1499 for a year. But what's really cool is, again, one of our core values is people before profits. So an example of that is we have learned over the last twelve years that if your website is not secured, if up top here, this little lock isn't on the taskbar, it's going to pop up and say, not a secure website. Well, how many of you are comfortable giving your contact info and personal information into a website that's not secured? So what we've done is we just say, okay, anybody who buys a domain or has a domain on Aria blackbook, we are giving this SSL certificate. That is basically the security aspect of this domain. So that way any lead that comes to you, they can be confident that the website is secured and their contact info is going to be safe. So any domain that you have that's $80 a year, we give that to you absolutely free. I just wanted to point that out. But really easy for the domains websites, just like the website's landing pages, we give you unlimited landing pages.

A landing page is basically a one page website. There's not links about us and to contact us now and all those different things. It's a very specific page with a call to action. And I'll just name this and say we're going for lease options. We'll just pick a web form here, build it, and right here out of the gate, you want to own your own home or upgrade how to buy a dream home without qualifying for a mortgage loan. We've got videos. All of this stuff is ready to go. We just built a landing page with the push of a couple of buttons. Again, you can always customize what it says here. So if I wanted to retype what this says, you can do that here by all means, or you can just use it out of the box, like what we've done publish. And now we have an active landing page, literally in just two minutes.

Let's touch on this for just a second, Kevin, if you don't mind. A lot of people don't know the difference between a website and a landing page. So a landing page is going to be used for a very specific purpose. Let's say that I don't know, let's say that you've built a list that is an absentee owner list, or you've built a list. That is a probate list. If you're going to send out a piece of mail or however you're going to reach out to that seller, when they respond to you, you're going to direct them to this landing page. And that landing page is going to be specific. It's going to be built specifically for that particular demographic. So if you have an absentee owner, you would have wording on this landing page. You would build this out, I don't know what you'd say something to the effect of something that would appeal to absentee owners and they're giving you unlimited landing pages. So what that's going to allow you to do then is you can send out different pieces of marketing and send people back to, let's say you wanted to find out what the best performing or best converting landing page is for that specific demographic.

You can test that. You can build two landing pages for, say, absentee owners, create that landing page with the different copy and everything like that on the landing page, and then just find out which one's working better and you can get rid of the other one. So another way to maximize your marketing dollar.

Yes, absolutely. And like I said, you mentioned absentee. So if it is something that we're going after, right, so absentee, we've already got a category for absentee. So we can press next. We'll just pick whatever web form and I'll show you what that looks like. Basically, questionnaires that we want to ask. Now, the content says, do you own a home you want to sell fast? If you need to sell your second home or a problem investment property, we can help. So, again, back to testing those different messaging and campaigns and which one is going to basically have a higher conversion rate. So if we've got 100 leads going to this landing page and 100 leads going to a different landing page with a different video or different message, it's really powerful to know, hey, this one converts at a two to one clip. Well, we're going to focus on that one and maximize our marketing efforts and dollars, right? So it's a good point, Jeff. And to kind of show you what that looks like from a high level, we can look and say, okay, here's all the different landing pages that I have created here.

So, for example, if I wanted to click on this one here, I can right now drill down and say, okay, well, this particular page had 130 people look at it. 49 of them filled out the form, 42 of them became leads. That's a 38% conversion rate. And then you can reset this and test it out and so on and so forth. But we talked earlier about those KPIs and tracking what our metrics are and making sure that we're optimizing. This is exactly what I'm talking about. So that professional presence, that top 1%, these are the things that they do to really drive growth and scale with their online presence.

All right, yeah, I think landing pages are one of those things that are way underutilized. Everybody switched to seems like they switched to websites. It still holds true if you're on a website, there's the propensity to get distracted by other things versus sticking to the message, I still love this strategy. Way out of your life.

Yes, absolutely. Like a website, for example, somebody can go there and it's a great way to show credibility and sometimes help educate our leads as to why they might want to do business with us and what solutions we can provide for them. But if it's strictly the intention of, hey, I want them to submit their property info, I want them to respond to this marketing activity. Well, using this landing page is going to definitely help your conversions because they're not going to be distracted. It's going to have a really clear, specific call to action. And for anybody who texted in earlier, you should have received a text message back with a link right there on your phone. And that is a landing page that I created so that you can download your marketing Playbook. So that marketing playbook is pretty cool stuff. Feel free to look that through. But again, landing pages can be really effective as far as converting those leads and making it easy to capture the contact info, the property info, and growing and scaling here as we go through. All right, so I went through domains and websites and landing pages, web forms.

These are basically just the question boxes. So here is one. For example, name, email. If I wanted to add their property address, you can just drag and drop it. And now it's going to ask them for their name, email and address. Maybe we want a phone number. Again, drag and drop. But that's how easy it is to create the new questionnaire boxes. One common thing that comes up all the time. So if you do have landing pages or a website already out somewhere else, we make it easy to where you can copy and paste the code for this web form and put that on an outside website or landing page. So even if it's not on our black book, you can take our questions here, put it on an outside page, and then that way any lead that gives them their name and email and phone number property and all that stuff, it'll automatically get put inside of our black book and can trigger those automated follow up. So, really cool, easy way to not mess up what you already have in place but still want to drive the systems and processes of what our platform can do for you.

Yeah, that can be super important for you if you've got a website out there that is maybe it's ranking on Google or something like that and there's a lot of traffic on it. You don't want to have to try and move your domain over and do all this stuff.


All you have to do is copy that web form, plug it in on your website, and now you're able to bring those leads into what I consider to be a very capable system. Yes. Also I want to mention about web forms, really, web forms is where the rubber meets the road, because let's say that maybe you've marketed for cash buyers or you're sending buyers to your buyer site or to your buyer's landing page. You're probably going to want to qualify those buyers as much as possible instead of just having any regular joe go out and be added to your buyer's list. Wouldn't you want to know that you have a really true, viable lead? There somebody that you can send a property to and they're going to be serious about buying it. So really your web forms need to be it should be easy to fill out, but they should also be this is the beginning of your qualification process, generally, generally speaking. So I just wanted to throw that in there because it's something I think that can be overlooked as well, just because you look at the ease of this and people might be a little more apt to just not take that into consideration.

That's all I was trying to say.

No, you're absolutely right. Absolutely right. And we've got some really cool stories as far as how people are using this to do exactly what you said, qualify their buyers. Not only qualify them, but then segment them. Right. So if we've got 20 properties to sell, there's no point in sending all 20 of them the same property as for sale if you know that buyer one doesn't want to look in South County, that they only look for St. Louis City itself. Well, you can filter that list out and that way you're only marketing to the people who would be interested anyway. So there's a lot of really cool things to use those web forms for, and you can automate the segmentation of your buyer's list, your leads, the whole nine yards. That's a good point, Jeff.


All right. So the other cool thing, outside of websites and landing pages and all that online presence is our phone system. So our phone system is unbiased, but it's pretty dang awesome.

It is the creme, dela crumb of phones. It is honestly the best thing. It's my favorite thing. I actually like going in and building these things. Like it's fun. It's almost a recreational activity. It's so fun.

Yeah, I love it too. It's great for playing jokes on people. Now I'm teasing, but actually I'm not teasing, but our phone system is pretty sweet. So one of the other benefits of our Black book, because we give you ten phone numbers included with the software. So at our small business plan, you get ten phone numbers included, a lot of people will ask, what do I need ten phone numbers for? Well, you need the ability to segment and track all of your activity. So if you've got four different marketing campaigns going at the same time, you want to be able to track which calls are coming from which marketing campaign. You want to be able to make sure that the messaging and the follow up is consistent for each one of them, specific to who you're targeting. You're going to want to have like a generic business phone number, right? You're going to want to have a number on your website, all these different reasons. But the idea is having trackable and phone numbers that you can have the analytics as far as response rates and all that is really important, especially as you look to grow and scale.

But a couple of cool things about our phone system is, one, you'll see this call recording. So last year we did release the ability to have all inbound and outbound calls recorded. So with the push of a couple of buttons, you can turn that on or off. You can record a message letting them know that it's going to be recorded for quality purposes or whatever. But how cool is it? You can take a phone call driving down the road, have the conversation, you don't have to worry about taking notes. You can really focus on, first of all, safety, and second of all, having the conversation with that particular lead and then go back and listen to the call later and take your notes later. If you have an answering service, maybe you've got Pat Live or somebody like that taking those calls for you. Well, now you can go back and record that to make sure that your VA or your answering service is asking the right questions, are they handling the leads correctly? But really powerful things here. Or if we have tenants, right, this is a good one, but if we have tenants, sometimes our memories are different than their memories on how certain conversations went.

Well, if you have them calling into one of your numbers that's recorded, well, six months down the road, it's a great way to find out whose memory is better, if you know what I mean. There I can tell you that.

Not that I'm an attorney, but that has actually played a role for me in court. So just so you know, yeah, you're.

Not the only one either. It does come up, but it's a really great way to keep everything honest and on the right track. Here again, you get ten numbers to add a new number. This is really cool. You can set up a 1800 information hotline. So press one to talk to Jeff, two to talk to Kevin, three to sell a house or to buy a house, whatever. And most commonly is our local numbers. So we're here in St. Louis. So if I wanted to try to find a six three six area code. I can just put in six three six area code. These are all the available numbers, and you can refresh, and it keeps scrolling through pages and pages of available numbers. But what if we wanted one that had the word buy, right? So if we want a vanity number, for example, all right, so we put that in, and you can see this year ends in the word buy. So we can sit here and say, okay, well, this is my new buyer line, and use that number to handle our buyers. But you can find those vanity numbers, reserve them, you get ten of them.

If you already have maybe you have numbers at Call Rail or Google Voice or an outside service, you can port them into our Black book and use that towards your ten. So if you're paying money outside for a different phone system, you can transfer those in. You don't have to lose your marketing and anything that's associated with those numbers, we will help you transfer those into us. All right? But that's how easy it is to set up a new phone number. Again, you can set up extensions. Press one to talk to me, two to Jeff, et cetera. This here is where you can make all of your recordings. So your voicemail recordings, your ringless, voicemail drops, you can just name that here, press Continue, call this number, put your ID in, press pound when you're done, and that will save your voicemail messages, as well as your ring of voicemail messages that you want to send up as part of follow up campaigns or to your buyer's list and things like that. Your text keywords. So we mentioned earlier that you get unlimited text keywords. So if I wanted to create a new text keyword that said Jeff, like I did earlier, I can say, Okay, well, they text in Jeff, what number do I want them to text into?

And then if I do get a text message on there, what do I want to happen? Right? I mentioned Marcy earlier. I showed you that she had ready created, and Jeff talked about if anybody who responds back ready, that it automatically triggers a workflow. So what's that automated follow up look like? So if somebody texting Jeff to this, well, they're going to automatically get put into my ten day follow up sequence. So they're going to get hit back with a text message and ringless voicemail and all those other things to make sure that even if I'm at work or I'm on vacation or maybe I'm at a closing table when the phone rings or when they text in, well, by having this put in place, I know that that lead is going to get filed up with immediately, every single time, no matter what I have going on. But that's how easy it is to create a new text keyword in a matter of just a couple of minutes here, all right? Okay. And then this year you can adjust the cut off time. So if you probably don't want to be texting people past 09:00 p.m. And things like that.

So we make it easy to set what timetables you want those messages to go. All right? This is where it gets really fun. And Jeff, you could probably teach this as well as I can, man. All right, so we have ten phone numbers. Maybe we sent out a direct mail campaign and say, give us a call or text offer to this number, or pick up the phone and give us a call to talk. Well, if they decide to call in, so what happens when the phone rings? So maybe we would just call this our direct mail number. What happens? So they call in, we can say, Okay, well if somebody responds to a direct mail message, I want to know that this is a direct mail lead. So when I am setting up my campaigns and I want to be able to track how effective my marketing is, right, if I've got a blue postcard and a yellow postcard and I want to know which one gets the best response rate. Well, right here I let them call different phone numbers and I can tag them and say, okay, this one here is my yellow postcard.

This is a hot lead, or whatever it is. But this is a way that when the phone rings, even if the system doesn't have their contact info in here already, maybe we mailed 5000 people, right, and they pick up the phone and call back. Well, the system is automatically going to save them as a contact. It's going to identify them. I'm going to know that they called in for a direct mail, that they responded to my yellow postcard, et cetera. All right, so now that we've saved their info and the phone rings, well, when they call in, let's forward this to my cell phone, all right, so they respond to my direct mail piece. The system saves them so I know where they came from and what they responded to. And now I forwarded it to my cell phone. All right? I can say if I know that this is my direct mail number that they called in, when my phone rings, it's going to pop up direct mail. I know that I've got a lead calling me now, responding to my marketing. If it comes to my cell phone, what happens next, right? So after 10 seconds, if I don't answer it, well, we probably want to send them to voicemail, right?

And we can say, okay, if it's voicemail, here's my voicemail recording. Well, after that, maybe I'm going to be tied up for 3 hours or maybe I'm on vacation. I'm not going to call them back for two days, I don't know. But they call in, it goes to my voicemail. I can say okay, I want to wait three minutes and then have the system automatically send them a text message back, sorry I missed your call, I'll give you a call back shortly, so on and so forth. In the meantime time, please provide your property information. And then right here there's a link. I can say, okay, I want to include my seller landing page, right? That landing page is that one page website. Basically that is going to tell them, hey, if you're an absentee owner and this problem property and you want to sell, give me your address, give me your name and phone number and all your info and I will start working on an offer. So even if you don't answer the phone, the system will automatically send it to voicemail, save them as a contact record, wait three minutes, it's going to send them a text message back right away.

We can even say, okay, I want a notification that a new lead came in. So I can say, okay, I want Jeff to get a text message and I want Kevin to get a text message right here that a new lead came in. Or maybe they should get emails, whatever, but this truly keeps you up to speed to make sure that nothing falls through the crack. I can have ringless voicemails get automatically sent back, right? So maybe if they called in and went to voicemail and it shot them a text message back, I could actually have the system wait ten minutes and send them a ringless voicemail that says, hey, this is Jeff, sorry I missed your call earlier. I shot you a text message. Just wanted to try to get in contact with you. I'll send you another text message to follow up so they can think that you're trying to physically call them back right away. But this is all automated systems to keep them engaged and ultimately work towards them providing their property info and agreeing that they'll accept an offer from you. So really cool, powerful stuff.

And we hit on one. Oh, there you go. You were getting ready to do it.

I was about to do it because I always saved the best for last.

This is my favorite module. Go ahead.

It's awesome, man, it's awesome. The other thing that we are really proud about is what we call smart routing. So an inbound phone call comes in. Maybe this is our direct mail line, right? So we sent out 5000 postcards and we're hoping that we get well, we hope we get 5000 responses, right? Wouldn't that be great? But we can set this up to say, okay, if somebody responds back to this and they're a first time caller, this is what I want to happen. I want first time callers to go straight to my voicemail and do that and then have it send them a text message back and maybe send them a link to a landing page. And so on so forth. That's if they're a first time caller, because I don't want to talk to tire kickers myself, but if it's somebody who is a repeat caller, okay, well, repeat callers, I want them to go straight to my cell phone and so on and so forth. Maybe it's somebody who we already have under contract, so we can say, hey, if it's somebody who I've already spoken to multiple times and they're identified as offer made or under contract, whatever the case is, I can say, okay, well, under contract, if they have that tag, well, then it's going to go to my disposition person or maybe that gets forwarded to me or whatever the case is.

But the takeaway is, regardless of where they come from, if it's a first time, second time caller, the system has the ability to smart route these phone calls and do different things with each call based on that criteria. And Jeff, you're welcome to add to that if I left anything out.

Yeah, I would just say you have to understand that this entire system, this is a tag based system. So setting up tagging for me, the way that I have my account set up, the way that I have a lot of my call flows and workflows set up, it's 100% based on tags. So I will have, like Kevin had a first time caller, there a repeat caller, and then from there on, I make sure that my contacts are tagged correctly and then I can trigger endless workflows based upon that specific tag. How you have them tagged so super powerful. This is one of those things that sets our black book apart. It's just incredible.

Yeah, it really comes in handy, especially because if you've got like a VIP buyer, for example, that you do a ton of, maybe they buy ten properties a year from you. Well, you definitely want to treat that phone call differently than somebody who's just kicking tires or calling to tell you to take them off your list, right. So this really saves a lot of frustration time and ultimately gives the people who are calling us a much better experience and lets us provide a better service.

Yeah, like with that, we could use the exact scenario if you've got an A buyer, somebody who's on your A list or well, your A list and you've got a bunch of other buyers that are on your B list, well, you want to send your A list buyers. Remember, Kevin said you have ten websites. So let's say you build out either a separate page on your website that is only accessible, that's not really made public, but you can send those buyers they call in, you can respond with a link to that page where your A list buyers can go out and look at those properties first, and then after a certain amount of time in that workflow, you can then send that out to all of your other contacts to make it available to the general public.


So many things you can do with this, it's crazy.

Yeah. Again, I'm just barely touching on some of the power of this, but you get the point. There's not really another phone system out here that's got this type of intelligence and routing and automated follow up. Automatically capture contact info, puts it in the CRM. It's really powerful stuff here. There's some training here too. We actually did a full workshop on what those automated the workflows. So if somebody comes to a website and fills out a questionnaire, what happens in the call flow? So if the phone rings, how do you set that up, how to set up your text keyword campaigns and long term followup campaigns, et cetera. We make it really easy to let you strategize put these processes in place specific to your business. Right. Because if you're working a nine to five versus being a full time investor, well, your process is going to be completely different as far as what happens when a phone call comes in. So this gives you the flexibility to ensure that based on your specific business, you're able to accommodate and give the best overall experience and be as efficient as you can be as a business owner to handle these phone calls.

All right, so that's the phone system real similar to the phone system are the workflows. So this is going to look pretty similar, but I mentioned earlier, like that ten day follow up, right? So if a lead generate is generating follows up from one of our marketing campaigns, what does the next ten day look like? So what does that process need to look like? So just as an example, we can say, all right, here's my ten day follow up. Where it's going to wait one day. And then it sends them this text message. And you'll see first name right here. So we call it Merge Field. So if the system has Jeff Kaufman in there, well, when this text message goes out, it's going to say, jeff, hi, this is Kevin. I'd like to discuss purchasing your property. Please call or text me anytime. Thank you. It's going to wait one day, Jeff. I'd like to connect and discuss, make an offer on your property, please give me a call back, so on and so forth. It's going to send them a ringless voicemail. It's going to wait one day. It's going to send them an email right here.

It's going to come from Kevin at R a Blackbook. What email template does it need to be? Wait a day, it's going to hit them with another text. So you get the point here. But where I'm going with this is you can truly build out whatever follow up system, what you want to take place, who gets notified when, what text message, what ringless voicemail, what email goes out at what time, and all of that activity is tracked, and it takes place automatically after you build it out one time. One of the things that I wanted to show here is I talked about Marcy earlier. So when I mentioned that she dedicated herself for a weekend to build out the systems to drive the growth, what she did is she went through and said, hey, I need to follow my leads better. So I'm going to put together a one year follow up sequence that I can just assign to every lead that's in my funnel that's not actively engaged. And this is step by step. So, again, like Jeff said, tagging. So these are cold leads. They're in a follow up sequence. The first thing she did was send the ringless voicemail.

And we've got links that you can actually listen to the exact ringless voicemail message that she sent to them. This is how she set it up. Wait 1 minute and send the ringless voicemail if no action. Then one day later, it sent a text message. Here's the exact script on that text message. Here's how she did it. Now it waste two days, and so you get the point here. But this is a full 52 week follow up system that has completely transformed her business. She's no longer working at nine to five, and this was the first step. So I'm happy to share that with anybody too, today that wants to look at our black book. And I'll give you that follow up sequence with the scripts and messages and all that good stuff. But workflows, I cannot state it enough, how powerful it is to ensure that follow up happens every time, right? So 8% of us are getting 91% of all the deals, right? So how do we join that top 1%? We have follow up systems like this in place.

Okay, awesome.

All right, so workflows call flows covered that campaign tracker. So if we're running different marketing campaigns, we give you the ability to set up links that will track every single time somebody clicks how many people filled out the form. And you can really know how effective a marketing campaign is. Maybe it's a Facebook campaign. Google, Pay per click, whatever it is. We make it really easy to track those KPIs and let you know exactly how successful your $1,000 ad spend was on Facebook, for example. All right, again, we want to make it easy for you to track every phone call, every text message, every ringless voicemail. So I can sit here and say, okay, here's the text messages that I've received. And I can say somebody texted in Jeff. I can click on this and say, okay, here's the full interaction that I've ever had with this. I can type in here and say, hi, John, thank you, and send a message out just like that, and I just texted that person back. But really easy way to track all of this. Maybe we want to do a text blast out, right? So to do a text blast out, we can say, okay, here's my text blast, here's the ones that I sent.

So I sent one here January 27. I can look at it and say, okay, there's 103 people on this text blast. 102 of them received the message. One of them wasn't failed because it was a landline. But you can scroll through it shows you what this is. So again, makes it really easy to track your text blast, your ringless voicemail blast, and email blast and all those different things and have a history of everything that's happened. All right, what does the contact record look like? So the contact record here. So whether they called in, maybe they filled it out, so and so forth. But this will save people's names. If it was just a phone call and we don't have their name, it still captures the phone number. I know this person called in from a demo, et cetera, but this allows us to systematically capture all contact info. I will show you something that is hilarious. So I did a demo with this guy back in September of 2019, and when I say track every customer touch point. So he texted in demo, here's all the text messages back and forth. He left me a voicemail.

I can go back and listen to this voicemail from September of 2019 if I want. Same thing with a recorded phone call. But you can see every interaction that I've had with this person from start to finish. But what's really cool is one of the emails that I sent to him with the marketing playbook, which anybody who texted him earlier can download, but you can see that the email was sent at 04:43 P.m. On September 18. It was delivered right away. He opened it four minutes later. He opened it half an hour later, a half hour after that, a half hour after that at 1130 at night, again at 04:47 A.m.. Wow. It shows every time he clicked the links inside the email. So we really give you the nitty gritty as far as each customer interaction, each point of contact with each person. So really cool stuff. But again, it's all about managing every contact, every interaction, whether they came through a web page, called in, texted in, left a message, et cetera. This is what you need to do to grow and scale.

Hey, Kevin, can you go back to the marketing inbox just real fast? Yeah, I want to show a really slick little thing. Click on a phone number. So you want to explain this?

Yes. All right. So right here from the desktop, and we do have a mobile app as well. So we've got a profit dial mobile app that you can inbound outbound phone calls, inbound outbound text messages, trigger workflows, add properties, all that stuff from a mobile app. But the other thing that you can do is click on this, and you can actually make outbound phone calls right here by clicking a button. So I can click on this guy's name and number. What number do I want to call him from? I picked my phone number. Do I want the call recorded, yes or no? And then I can call him right now. And basically, as soon as he answers, it's going to ring my phone. As soon as he answers, we make the phone call right here. Super easy to call this out. All right, awesome. Can I stop sharing here for just a second? I actually have an emergency that I need to address here for about two minutes, if you don't mind. Here, ma'am.

Sure, go for it.

I'm really sorry.

Go for it. No worries. I'm going to go ahead and share my screen for a second and kind of go through, I guess, a little bit of what I find really valuable with Rei Black Book. And I spend half of my time honestly, I don't use a ton of websites. We call them LCN's lead capture numbers. So basically I'm sorry, I use lead capture numbers in the place of websites. However, I do run Google Ads, and I do also run television ads, so it makes sense for me to have somewhere to send them if they choose not to call. And with Google Ads, obviously, one of the major benefits to Google Ads is that they can remain somewhat anonymous and they can go in and fill out a web form whenever they need to or choose to. And I can still capture that information on a website, but I spend a large amount of my time right here in my inbox, as you can see. I don't know if anybody paid attention, but the way that I label my profit dial numbers. So I have a call from Google Ads here in Marcy's follow up plan.

She uses this term Hunt lead. And basically, that is what you would probably call that. Like, a lot of people don't know what that means. I know I didn't know what it meant when I heard it at first. I quickly adopted it, though. But it's essentially somebody who calls in, and then they just kind of drop off. You kind of lose them, and they're out there in the ether. But you have a follow up plan for that specific type of lead, and that is called a Hunt lead. But you can see I've got just all kinds of different phone numbers going on here. If we get inside, let's take a look a little more at workflows here. One thing that Kevin did not touch on workflows was the fact that and I'm only touching on this because I love it. Web hooks. For those of you who are a little more technical or a little more tech savvy, you can understand how important it is to have this functionality. Webhooks allow you to interface with other products out there in the world. So, for example, I use Asana. If you all don't know what Asana is, it's basically a task management type tool.

And what I'll do is Asana will allow me to I'm sorry, Blackbook will allow me to send the tasks that I create in this workflow straight into Asana, and that's using this technology. But I don't want to get too deep into it because I realize sometimes technology turns people off and some people would be lost. So with that, Kevin, I'm going to let you go ahead and share your screen again.

Yeah, thank you. Sorry about that, Jeff.

Oh, no worries at all.

All right, I'll go ahead and share here and hop back in. Thank you for stopping me and showing me about the outbound call there. I forgot to touch on that. But it makes it really easy to see if you're in front of your computer, make those outbound calls, stay up to date with this. But I feel bad skipping over that originally. So thank you.

No worries.

All right, so I kind of went through the contact records and how easy it is, and you'll see all the tags here. So if I wanted to sort this list down, for example, and say, I want to who's all my buyers, right? So I can say apply. That's a bad example because I don't have any buyers in here. Let's see here all the people that have texted in demo, for example. All right, so I can press apply, and now it's going to pull up. I've got three pages worth of contacts here. If I wanted to. For example, maybe I've got a property I'm looking to dispose of and I want to send this out to my buyers list. Or maybe I went out and I bought a list of absentee owners and I want to send them a message or something like that, right? I can click over here and select all 60 people that I have and say, okay, well, let's do a Text blast out again. What number do you want that text blast to come from? So I can say just my normal number, and then I can start merging in information.

So to personalize that message, that personalized follow up. Jeff check out this property. You want to schedule a showing, please click here. And you can sit here and basically drive them directly to a single property website where they can submit information, schedule a time, all that good stuff, and say that they're interested in that property. You can schedule text blast to go out at future dates and time. So maybe I want this to go out at 10:00 a.m.. Tomorrow morning so I press continue. This is going to let me know that there's 59 people that's going to receive this message. One of them are opted out, so we don't have their permission to contact them. Right? If somebody says, Take me off your list. We don't want to keep calling and texting, but right here and I can send a blast out to all 59 people with the push of a couple of buttons. But really cool way to do text blast and ringless voicemails, send an email blast out to everyone. That one off things that we need to do. The other cool thing that you do here is you can trigger a workflow.

So, like, for example, with Marcy, she had hundreds of quote unquote dead leads that weren't actively engaged with her. So she went and built out her 52 week follow up system, follow up process, and then she just went, selected all the people that were dead leads and then triggered the workflow that started sending those automated text and ringless voicemails and emails over the next 52 weeks. So, really cool stuff, but that's how easy it is to have all your contacts in one place. The websites, the phone system, the text and the emails and all of that all tied together here. And that ultimately just makes it easier for us to manage our business and assure that our leads and our contacts consistently go through the same process time and time again. Allows us to refine our process to be more profitable and provide a better overall experience. Jeff anything that I left out on the contacts that you use that you would think is important?

Sir no, I would just say probably I consider myself a power user of Re Black Book. I know my way around it really well, and I literally probably only use 50% of its functionality and it runs my entire business for me. Just knowing that this stuff is there and it's available to you if you decide to implement a new strategy or new way of tracking things or whatever it is, I mean, it's all right here. That's what I love about it's. Just so incredibly powerful.

Yeah. You can spend years going through and taking advantage of every single capability we offer. Most people only need to take advantage of about 25% based on their business and what they need to really make it as efficient as possible. But yes, it doesn't matter if you're doing ten deals a month or looking for your first deal. Basically the platform is going to accommodate where you're at in your career as you get bigger and grow. It's already in place and you don't have to go out and try to subscribe and change platforms down the road, which is really important, especially for newer people.

Yeah, I just recently started using well, within the past few months started using the Tab manager for tabs for tabs, yeah, and implementing those in workflows. So you can actually automate this, where if you've got a certain contact that comes in or reaches out to you, you can have one of those workflows. Put a specific tab at the top. Where? Up there at the top. Kevin scroll up a little bit. Yeah, you can have a specific line of tabs there that would be related to the type of contact that's reaching out to you.

Yeah, we got at least to own tab here, like what you said. So this year is like typically some pretty common information that you would need on each one of those types of deals, right? So what's the current rent? How much can they put down the rent that they can pay per month, how many bedrooms and so on? How soon are they looking to buy all that information that we would want to know on these subjectto? Two deals makes it nice and easy right here and you can automate the information from going from the website right here into the contact info and you can again trigger automated follow up actions and all that stuff right here based on the contact record. Really cool stuff. So good point, man, good deal. All right. In addition to, again, the websites, the phone systems, the personalized follow up systems, maintain the contact records and all those data points is our task management. Right? So those of us who have ever tried to operate on sticky notes and little reminders and things like that understand that things fall through the cracks when we try to do it that way.

So we also have a task management system in here. So through part of workflows or when an inbound lead calls in or completes an information on the website or a landing page, things like that, we can have it automatically create tasks for ourselves or other people on the team. So I can look and say, okay, all the tasks that are in my business and you'll see I'm behind here. These are all just examples, I'm really not that bad. But as you can see here, I can say, okay, I want to look at all the tasks that are completed, maybe the incomplete ones that are only assigned to John Doe. Well, John's behind schedule on these two, but his sister Jane, she's behind on three of them, right? So this is a nice way to ensure that nothing's falling through the cracks. It's consistent every single time. So if we go under contract on a property, right, well, there's probably several tasks that should automatically get created. Maybe we need to contact the title company, right? That's a good one. Maybe we need to contact our private lenders or our disposition person. But all those repeatable things that need to happen every time, if you automate them, we know that nothing gets dropped, we're not forgetting about things and ultimately we're free enough time that we can focus on talking to motivated sellers or spend time on revenue generating opportunities instead of this task management and working in the business versus on the business.

So, nice little way for the task management system. All right, we'll be good to move on to the property pipeline here.

Jeff 100%.

All right, this is the fun part too, man. I like this one. All right. Our property pipeline is pretty sweet. So I'll go ahead and I'll just pull up one property here and let's take a look here. So first of all, here is the lead sheet. So what's those common questions that we need to answer when we're gathering information and working with our leads? So their contact info, the property info, obviously, and what details that we need. So how much is owed on the property, why are they wanting to sell, is it vacant? All those other things. But you can always hit this little pencil and drag and drop and customize anything you want. So if you wanted to ask somebody, for example, I don't know, what's your favorite football there you go. What's your favorite football team? And you can make that required. So that way you can sit there and have data points like that and follow up and say, hey, I know you're a Chiefs fan, good luck this weekend. Whatever. But the point is you can customize a lead sheet specific. So if you have certain questions or certain things that you're doing specific to your business and your niche, this lead sheet is fully customizable and you can automate the lead giving you property info and match it to where it fills out your lead sheet for you.

Just real quickly. In our coaching program, we give out a lead sheet. We have a lot of new students that aren't quite at this level. Maybe they're looking into some sort of software, CRM type software. But this is what you could transpose that questionnaire that we give out to our students right in here. And not only are you able to when you're talking on the phone with somebody, not you're able to fill this out, but there are also some background things that can happen here while you're filling this out. We're not going to get too much into it on this, but a lot of this information is going to be transposed into your marketing that you're going to later put out if you're looking for a buyer. So it's just crazy. It's really nice.

Yeah, good point. So once this property is here and it gets submitted to us as a potential lead right? It's a lead now. So what contacts are associated with the transaction? So obviously this here's the seller. Do we already have a buyer? Do we have a contractor? Do we have all those different roles and relationships that are associated with each property that we're working on? It's nice to have one point of contact and we can go to one place and know everybody who's involved and what their roles are. If you are going through and acquiring a property and need to try to come up with what's the ARV, what's the repairs going to look like on this if I do acquire it. So we've got a little helpful thing that will walk you through the exterior and interior, as well as like utilities and plumbing and things like that, and give you an idea to help come up with a repair estimate. We also have a little system here to help with comps. So you put the address in, it will automatically link to the public information where it's available and let you know what the bedrooms and bathrooms and what year it was built, sales price, taxes, all that information that we need to have at our fingertips.

It'll even link and let you know what Zillow has an estimated at. We can scroll down a little bit. Here's the map. You can see all the stuff that are green or sales comps and then the stuff that has orange around it. Well, those are properties that we've selected as comparables. So if we wanted to sort by bedrooms and baths and square foot, this will help us in location. This will help us come up with our comp list. And as we add and subtract on that list, this will adjust what our ARV is, right? So if we need help kind of coming up with what we should offer as a cash offer or at terms and things like that, this will help us kind of make sure that the numbers makes sense. This year is one of the most underutilized tools in the system. But what about the property analyzer? So we want to analyze what this deal may look like. So if we are going to lease option this property, for example, what are we buying it for, what's the property worth? How are we going to finance this property? And let's see here.

So we're going to finance it this way, and I'm just making up numbers as we go. What's the expense structure? So we talked about repairs. So if I've got $16,000 of repairs on this, maybe it's going to cost us $75 a month that we're going to pay somebody to manage it for us, a marketing cost, what's our taxes, federal taxes, all those costs that we have to factor into our numbers, how much income is this going to generate? So for monthly rent, maybe it's 4500 on this property. What's the deposit look like? How often do we refund it? How many months vacant typically, so on and so forth. What's our extra strategy? So how long are we going to hang on to this? Are we hanging on to it for nine years? Realtor fees, any commissions that we're going to pay, so on and so forth. I think you kind of get the point here. But this will kick out various reports so we can say, all right, what's the cash flow look like this? So over nine years we can look at what our income looks like, the mortgage payments, what's our sales price at the end of the term, mortgage balances all the way, top to bottom.

A really good detailed report as far as what the cash flow on this particular property looks like, what operating expenses. So again, we talked about paying somebody to manage it. I didn't fill out our taxes and repairs and things like that, but this will help you determine the operating cost of the property. Hit the wrong button. Sorry. And then my favorite report is the executive summary. So those of us that are working with private lenders, maybe if we're going to sell this to another real estate investor, right, this makes it super easy to let somebody get a really high level overview of what the financials look like. So again, from income, expenses and cash flow, what's the cash flow after taxes? If you go to resell it, what's going to be the net cash flow from the sale financing and the loan info, all that? Different things. And this will break it down before and after taxes as far as what the projected cash flow and profitability looks like, but really nice way to bring credibility to yourself and help analyze deals. So we fill this out. Maybe it is not a good lease option property, but this will work really well for a wholesale deal.

And you can run different scenarios based on different extra strategies. But really cool way to kind of go about and make sure that these things are as good as they feel like in our stomach, right? All right, any tasks associated with the property uploads. If you want files and pictures and all that, you can put notes in here. And now I want to talk about accelerating our profit, right? So how do we market these properties? On the backside. This is where it gets cool. So I can push a button here and say, all right, I want this published on other rev blackbook members websites. I'm going to create a single property website for this one, locate for this one house. Do I want this featured on my website? And then this is where it gets really fun. Do I want this blasted and put onto third party sites? So I press yes. This lets me know that it can take one to two days for a property to be syndicated. It doesn't happen right away, but this can make it on 30 to 40 outside websites. Just with the push of a button, they'll pick up the feed from us.

And now you have a bunch of extra eyes on this property to help you dispose of it in a quick manner. Fill out your property basics, your descriptions. You can add school info and add video, walkthroughs and property features. All the typical things that you would see on any property listing. Here's your pictures. And then after this is filled out, come up here to the property website. We give you unlimited single property websites. So I can click here and say, okay, this is already on. I've got free domains in here that you can use to market these properties to your buyers or to syndicate them out. If I wanted to do a text blast out to my buyers list, I can just copy this link right here, come up here, come to my contacts again, select them, and do my text blast out right here. I can put a link to that property. Check out this, press continue. And just like that, in a matter of minutes, I can have a text blast sent out to all my buyers list for this one property. This will help you schedule a showing. So again, if somebody says, hey, this is a rental and I want to schedule a showing, we've already got workflows in here that will help you communicate back to that person who's interested and help make sure that they come and look at the property.

All right, so what's the property website look like? It's winter right now, so let's get rid of the golf course. Maybe we're up in the mountains and we'll go with this template, for example. All right, so here it is. There are links right here. I can click on pictures, and now we can scroll through and see what the house looks like. Everybody. This is my personal residence, too, by the way. Hope you like it.

Party at Kevin's house.

That's right. Here's a map. So again, if you wanted to have the ability for people who visit the website to look at the map and even have comps, you can turn this on, turn it off. You don't have to give them access to it. Any comps that are associated, there are links right here so that they can go right here. It takes them to Zillow. They can compare what this property looks like to others. All right, here's those financial reports. I must have had them turned off. Let's see here. All right, but any documents so if you have inspections or anything like that, that you want to get attached. But this is how easy it is to have a single property website up and running in a matter of minutes. And then you've got QR tracking codes that you can add and tracking pixels and all that other stuff here. But this will track how many people visited the website, how many people actually clicked on it, and then anybody who submitted info as being interested, you can reset those stats and find out how much traffic is truly being generated. I'm going to go ahead and turn this property off.

And the reason is we've already had seven people click on that since I published it a second ago. All right, so now that is turned off. But again, unlimited single property websites to market your properties. You've got flyers right here that you can print up. We've got electronic flyers. You can do an email blast right here. Click on it. It merges in. Here's the address. Hey, Jeff, check out this property. There are links to pictures and all that stuff right here. You don't have to go in here and type out ten different emails or anything. You can do that right there with a couple of pushes of a button, but super duper easy. As far as managing and marketing those properties. The other fun thing is you can go down and if it is a buy and hold, for example, and you're a landlord, you can say, okay, it's rented, or hey, maybe this one's coming up and available. Well, once that property is in here and you've already got pictures and say, this is a rental, well, that tenant moved out. So now it's available again, I can come over here and just press a couple of buttons.

And now this website is active again. This property is officially published and it's being syndicated out to third party sites. With a couple of pushes of a button, it gets rented again. I'm going to come in here, just turn that off, say it's rented. And so as far as managing and marketing your buy and hold properties, very quick and easy way to do so I ran through it quick because we're kind of getting short on time here, Jeff. But anything else that you want me to cover on the property pipeline, ma'am?

No, I think if we ever do this again, I would like to start with this first because I think this is super powerful. But no, this thing is there's people that I know that are add Black Book subscribers just for this piece right here. It's so super powerful.

Yeah, we have quite a few people that subscribe to us that are disposing of hundreds of properties a year and use us strictly for the disposition side of things because it's that effective.

Yeah, it's crazy. Oh, man.

Cool. Well, I will finish this off here real quick because since you've been a loyal person for a long time, just to kind of reiterate what we talked about. So we mentioned earlier, like professional Presence, that online website, landing page, clear call to action, simple web forms so that there's not a big barrier for people to give us their contact info. And the bonus here is that the leads should automatically get put into the CRM, filed up with automatically, and that process should take place regardless if you're sitting on a beach on vacation or if you're in the office working. Right. So to automate that part of it, I already showed you what the templates look like, but you want ultimately somebody who goes to your page. The whole idea is that they take the next step, right? They submit their information and say, Yes, I want an offer, and let us actually have an opportunity to close that deal. All right. I know you know Gail Jeff, but I love this shout out from her because she was on the fence about Aria Black Book, let's just say. But they've been kicking around for about five years, and anyone who knows me knows that she doesn't waste time or money.

This is one of the most honorable people in the business. Thanks.

But I would definitely say that that would definitely be something.

That's right. You know Drew and Risha as well, but they've run their real estate business on Blackbook for almost a decade. They love the flexibility to build any automation platform, marketing, and most importantly, the quality of the people behind the scenes. So here's one person that we talked about dispositions. So, Mike, they dispose of over 150 properties a year using our Black book. So I love the fact that they've helped us make a lot of money, but call tracking phone numbers again, so if you're doing direct mail, they should be able to text in and call in. It's going to help conversion rates. It's going to track each bit of that activity and trigger that automatic follow up. The CRM for managing the leads and the contacts. And again, every touch point, recorded phone calls, we can go back and know exactly what happened a year and a half ago for each lead. Those follow up campaigns, right. So we talked about Marcy, that one year follow up, they're going to respond when they're ready. I can't emphasize that enough leads will not call us back because we want a paycheck. They're going to call us back when they're ready to have a conversation, when they need our help.

So we're going to focus our time on hot leads and working with the people who's actually engaged and let the system do the automated follow up and save our time on that property marketing and disposition, we just covered that. All right, so the bottom line, you can go through and subscribe to ten different platforms. You can go there for your websites and somewhere else for your phone number, somewhere else for your Text Blast service, somewhere else for your disposition, all that different stuff. The bad news is that costs a lot of money. So the software subscriptions alone is a lot of money, but it's a drop in the bucket when you have to pay somebody to try to basically integrate all these different platforms together. What happens when something goes wrong with one of the platforms? Who do you call? They point fingers at each other. Or you can have one point of contact all in one system to manage it in one tool.

And the best business, I might add.

Yeah. Well, the good news is Jeff and I want to apologize first. I know that you paid probably $997 license fee as well as the first month and didn't get bonus stuff. So what we're offering today is zero licensing fees. So we're waving our 997 license fee, so zero to get started today. Normally we charge $197 a month just to get started as well. On top of our license fee, we're waving that as well. So literally for $0 out of pocket today, you can have your website set up your landing pages, the full CRM system, the email autoresponders, the text blasting service, the single property websites, the property deal analysis, the full phone system, and ringless voicemails, all of that. That would normally cost 778 or more if you went out and got them separately. So what we're doing is waving our license. Like I said, we're giving you also a 14 day free trial. So anybody who's interested can go to Reiblackbook.com s two E. So that's sub twoempire S two E, reblackbook.com s two E, and they can get started today, not have to pay one dollars and start building out their websites and phone numbers and really seeing how awesome this is when it all comes together.

That's awesome.

We're also given two bonus workshops. So I mentioned earlier the workflows and call flows. We spent a couple of days doing a deep dive into really robust follow up sequences and setting up the phone system to really maximize efforts. And then we've got another one that talks about unlock the power of black folks. So what are those 15 things that really are amazing at helping grow and drive and scale growth for our company? So normally those are $1,000 apiece. We're throwing both of those into. So basically waving the license fee, you get the two bonus workshops all included. And Jeff, I'll go ahead and throw in your workshop that you taught last year as well. So you did one on creative financing and deal structure.

That's correct, yeah. Black Book offers one of the cornerstone offerings is education. They're big on education, as Kevin stated in their mission statement. Why am I zoning right now? I think it's starting to lose it a little bit. I get on this thing and I just get totally entranced by this stuff. But yeah, they do these accelerators and he's showing those to you right now. And I actually stood in and came in and gave a presentation on creative acquisitions and deal structuring. Okay. I actually charged for this, the same exact presentation outside of RA Black Book. It was an agreement that I had with Rei Black Book, but he's going to throw it in for free, is that correct?

That is correct, yeah. So normally we sell these for $997 a piece, but you're going to get the two that I mentioned earlier, and we're also going to throw in Jeff's as well. So creative acquisition, deal structuring. Everybody who signs up, go ahead, if you would. If you do sign up using the Ariablackbook.com, you're automatically going to get access to the first two workshops that I mentioned here. But if you would send me an email at Kevin at raiblackbook. Again, Kevin@raiblackbook.com, send me an email if you signed up using this link, and I will make sure to add Jeff's bonus workshop for you as well. So, again, 14 day free trial. We're waving the license fee, get all the extra bonus workshops all, and you get to start for absolutely free, which is something we don't do. All right. But Jeff, any questions at all? I don't know if there's any questions in the chat or anything like that, but happy to address any of them. Anything I left out, sir, feel free to let me know.

Man well, we didn't cover Facebook. Anybody out there doing Facebook leads? I don't want to get super technical. Suffice it to say that there is so much involved with this is literally everything you can run, not just your real estate investing business. You can run any business out of this thing, and it's just super powerful. I cannot imagine not being an Aria Black Book customer. Honestly, it's so powerful. Where it really shines is it's ease of use. Honestly, I'm a highly I won't say highly, highly technical guy, but I'm pretty darn technical. And I can do some things with our Black Book that maybe the average person isn't doing, but it's not really needed. Anybody can get in here and build out from top to bottom, 100% functioning follow up system. I mean, the whole nine yards. It's just fantastic. That's awesome. I love it.

Jeff, one more thing, too. So I showed Marcy's 52 week workflow. Most people really love seeing the scripts and the recordings and all that. So if they do sign up as well, and you shoot me an email in addition to your accelerator workshop that you taught, I'll give them a copy of Marcia scripts and all that exact sequence that she did for her 52 week follow up. So that way they know exactly how to make sure that they never lose a deal again for not following up.

Good deal. I actually use the same exact script inside my Rei Black Book account as well. Same follow up. Everything perfect. Yeah. Awesome.


Kevin, I really appreciate you coming on. I know this is a pretty large chunk of time out of your day, and I really do appreciate it. I hope everyone out there has got some really good information. And guys, if you're on the fence about a contact manager or CRM, honestly, I don't really endorse much of anything, but I'm telling you, this thing is just top of the line. The best part of this entire system is not actually the software itself. I'm telling you, it's the people behind it. And go over there, go check out their Facebook group, Rei Black Book Connect. Go get a request access into that. I think you just joined for free, right?

Yeah. So it is private. It's got to be basically active members.

I got you.

Okay, so there is a link here. We've got thousands of investors inside of our Connect group. So after you sign up, basically with your username and password, there's a link right there to join the group. But unbelievable value inside of her.

I thought that was a public group. I've been a part of it for so long.

It might have been public back when you first signed up, but no problem. We want to make sure that we keep the culture and all that good stuff flowing well in there and keep it specific to the community ourselves. But anybody who signs up, again, it's 14 days. You get access to the platform, the community and Facebook, the workshops, everything else. And if for some reason you don't like it, you cancel. It doesn't cost anything. There's no monthly contracts. So we're just like Netflix. You can cancel us on every month if we don't do what we're saying. It doesn't happen often, but again, give us a shot, and there's nothing, no risk at it at this point.

Yes. Good deal. All right, Kevin, any last words?

No? Hey, thank you very much, Jeff. I truly appreciate the opportunity. Always a pleasure getting with you, my friend.

Likewise, man. Take care. Have a great day. Thanks for joining us, everyone. We'll see you next time.

Take care. Bye.

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