AI Live - Land Shark Mastermind

Let's see how she's doing that actually detects it. Can you handle this for a minute?

Yeah.

I wanna hear what is being said. But, you know, I can always, uh, you know, where she talks around.

Yeah.

Um, and then—

oh, you're good.

Use the voice reader and everything.

How far?

Got it. Yeah.

Okay, perfect. I need access to all the water and, uh, okay, so I don't know if you have any, uh, irrigation on.

No irrigation. So irrigation's off, right, Catherine?

Correct.

Okay. Are you on spot?

Yeah, there's nobody there. I just— I'm— there's a part of me that's wanting to see how this process is, see Interesting.

Oh, all right. Well, I mean, come on.

All right, let me go grab my phone. Actually turn this onto my phone. We have Mal.

Thank you, Mal. Please speak to that. I'm trying to sell slots for people.

Okay, the podcast is live. We're live.

I know, talk on it and stuff so that, so that the algorithm understands. But the first 5 minutes are the most important. If nobody's talking, nobody's on it, it doesn't pick up.

So good morning, everyone. We are dealing with multiple fun things simultaneously with real estate.

Homeownership.

This morning, it's about, right? Homeownership. Yes, homeownership versus renting and all the things. So I see we have Mel. So, Mel, I'd love to find out more about you, where you're from, how you heard about us. And we're here to analyze deals. I know that we have people trickling in with deals and working through all those things. Good morning, Mel. How are you?

Great, great.

Thanks for having me.

Absolutely. How did you hear about us?

You were on the Friday Night Lights with the Legacy Group on Friday.

Love it.

Yeah. Yeah.

So tell us about you. You're an investor.

Yeah.

Yeah.

A little bit about me. I've been in commercial real estate for over 30 years, both as a broker in commercial real estate, as an investor in commercial real estate as well. So I am involved in syndications. Currently, I'm working on senior residents, senior living resident developments all throughout Southern Ontario. I'm here in Canada. Just outside of Toronto. Uh, I'm Canadian. I know, I know. I figure I'd come and support you a little bit, right? I love it. Yeah, so that's what I'm working on now, on some of the development projects that we're working on, trying to raise capital for as well. Um, I had the question about GoHighLevel and, you know, the MCP servers and how to connect all that stuff. Okay, so that's sort of where I'm at now is trying to scale up using AI and automation the best I can so that I can get the word out. I still couple that with traditional forms like for instance, on Thursday I'll have a big meetup. I'll have about 60 people. So, I like direct engagement as well. I've always had a problem using social media and funneling it down how to convert into business because I find social media is more for awareness and education. How do I get people off the platform and then into a database? I always find that closing a deal or getting business done is always best face-to-face if you have an opportunity. And I kind of struggle with the social media thing because it's free for people to just sort of peruse. Or sometimes when they post, they post their best life. But you really don't know the challenges or some of the problems. And that's what I'm in the business of doing is just solving problems. The closer I can get, the proximity is important for me, but I've never had the ability to convert as effectively as I have doing traditional means, whether it's a telephone call or an email. How you doing? Let's talk about some of the things that you're facing. But anyway, it was great. You were great on that, on that Friday night, and definitely found it compelling. It resonated with me and love to learn more about your story and how you help people.

Yeah, absolutely. Well, if you go to meetcatherinebell.com, my story's there. There's a 12-minute-long video. If you'll, you know, 12 minutes of your life you'll never get back, but—

Did there? Yeah, it did that.

A lot of people. Um, and so, I mean, there's so many questions I want to ask of you. Like, what is your mid-funnel nurture sequence?

What's a mid-funnel nurture sequence?

Okay, we're gonna have a different conversation. I can like run down a whole other rabbit hole.

I can tell you what I do.

Sure, I can tell you what I do. So, I can post. So, I post on all the platforms. I slowed down from making videos because it is so time intensive. Then from there, newsletters, obviously email campaigns. But I don't have a lot of different flows, automated flows. So, it's always using the same one and try to revamp the same one. So, getting people to open up the email has always been a challenge. Open rates, engagement rates, that sort of thing. So, that would be, I guess, mid-funnel. Until I can get them on the phone.

Sort of. Yeah, we— well, that's why I build out the Rosetta Stone, because the Rosetta Stone actually handles all of that. But more importantly, right message, right time, in front of the right person. So we can, we can dive into that. This isn't my show, this is Tommy's show, so I'm not gonna like take us down a different rabbit hole. But what I am gonna show you, what he's gonna show you, is hands down 2 of the coolest Freaking AI tools, which is why I wanted you all to come here and see this about the deal hunter and the free estimates. Which hilariously enough, I'm dealing with a whole, and I can run through that whole thing with free. Well, Tommy's handling something. He's also a general contractor. So let me, while he's not here, I'll share with you guys. So one of the tools that he actually created is this AI tool called free estimates. And I just want to walk through because I'm literally in the middle of it right now as we speak. So getting ready to sell my house, and one of the issues we're having is there is this perpetual leak that is happening under my kitchen sink, and we can't figure out like where is this coming from. So what I did, let me share this with you so you guys are all gonna see the genius of this. And again, I flipped over 500 homes. I've done So many different things that getting quotes on any of the things is a whole thing. So literally all I did yesterday is I took pictures of my island and underneath and was like, ah, and the backside of it and stuff because it's a really pretty island. So I said, here's my island. I want to keep all the things, but we got to find this leak. And so it went through and it went through water damage restoration, the island, how much it'd be, the assessment summary. Literally gave broke it down instead of how much it believes the estimate's going to be to fix it. Then what it said was one thing I do before rebuilding. So it goes through and it talked about like if the leak is actually happening under the slab of my actual house, and then what I would ask contractors to bid. But then I said, should I run this through my insurance? My home insurance, and then it came back and it said yes, and it went through all the things. Then I uploaded my home insurance to it. It read through everything, and it said, okay, so here's your home insurance. I have a five thousand dollar deductible.

La la la la la.

Like all the things, and then it says important part about hidden leak. So it went through all the things and helped educate me on this. And then what he thinks is potentially still covered. And then it went through the different scenarios. So the smaller loss, expected loss, larger, expanded, like how much it could actually be. So at what point I should actually file a claim or not. Then it went through and found me all the companies that I could actually get leak detection quotes from. And then it came back and I said, okay, well, based on that, Give me the ones with the best reviews. So then it went back through all of those and it said, oh well, if you're looking for best reviews, it's these ones. And it came back with all those and then went back and said, well, actually based on specifically this, let's give you somebody who will give you a leak detection quote but not have it like because they What's what I'm trying to say? They they may pad the numbers because they can fix it, right? So now they're not giving an unbiased opinion; it's full on bias. So then we went through all of that, and so I called through a bunch of companies yesterday, and now I literally have somebody here right now. So less than 24 hours later, literally going through, and it was awesome because literally it says when you call them, this is what you say. So I went through the whole script, and that's how we're having the conversations. Like, some of these companies don't even help you deal with the insurance piece of it. So the company that's currently here right now is literally— they help me deal— they're going to help me deal with the actual insurance paperwork and all that.

Cool.

If it does come to that. So this, this is free estimates. Again, how long would it take me to actually go through and do all this research, find all these things, Get a quote less than 24 hours later. I have a contractor in my home giving me a quote literally as we speak. This is kind of a cool little testimony. So that's just—

And doing it through the insurance company, like, that's the big part, right? Like, so my brain is inside of Free Estimates, and it's not just my brain, but it's also the brain of better part of 4 generations of general contractors. My great-great-great-grandfather was one of the founders of Chicago. And so inside of that, like, we've been building for better part of 150 years. So when I talk about that though, I want to preface the fact that free estimates have been used Primarily for me to be successful. How it became successful for a bunch of other people was because I'm not stingy with it, right? Like, I could very easily just keep this to myself, kiss my ass, I'm not sharing this with nobody. Or I can share it with the world, have a great podcast, have an awesome sponsor like Titan Impact Group, Catherine Bell, and, and she's like, oh my God, where was this 20 years ago? Like, that's every man's dream, right? To have To have a hot woman like that be like, where have you been my whole life? So I'm a lucky dude when it comes to that. Um, but she's just nerding out on my, on my, uh, on my AI stuff, so I'll calm down.

Um, but what I want you to show is I want you to show Mel the Deal Hunter, and especially I want to try and break it and see if it takes it into Canada. I don't know.

We can try, we can try. I mean, yeah, we've only done US-based stuff really.

Um, well, we're gonna see if we can break this.

Well, yeah, I'm gonna do that real quick. But real quick, before I do that, I wanted to kind of introduce Mel to social media marketing and advertising enterprise that I built. Um, what I'm showing you here is called Facebook Marketplace. And you're like, how do I make money? How do I close deals on— how do I do this stuff on, on, um, Facebook or social media? I just want to share with you. I don't know if this will apply to anything you do. I just want to share with you my experience on social media. 6 years ago, it was called COVID, and I was in the middle of building custom homes, and I needed septic tanks for 3 custom homes I was building. And it was impossible to find a concrete septic tank, 2,000-gallon concrete septic tank. And so I'm running around all over the place looking for concrete septic tanks and can't find them anywhere. And so I finally find them. And I go to the guy and I said, hey, listen, you're a pain in the ass to find. Can we, can we go ahead and, and like do your advertising? Because I can't find you anywhere. He's like, no. I said, why not? He says, because I do 3 deliveries a day. It's me and my 4 helpers, and they do the work and I deliver the tanks. And I only do 3 a day. That's all I need. I got 1 truck, I got 1 tractor, I got 4 guys. I'm good. I said, huh. I said, so like who buys your stuff? He says contractors. I says that's it. He says yep. I says okay. I says can I sell your tanks to to people then? He's like yeah sure I don't have a problem with that. I was like can you deliver them and then and put them you know and drop them off them in their concrete? It's like yeah that's what I charge. My price is this amount with it put in a hole. Okay. I said I says how much is that price? He said about a dollar dollar a gallon. Okay, so we get 1,500 gallons to 2,500 gallons and everything in between, right? So I said, uh, let's take a look at this. I took some pictures, I got home, and I, and I, I've learned this little trick on Facebook Marketplace. Facebook Marketplace allows me to sell, um, products, not services. So on Facebook Marketplace, I can go to Facebook Marketplace and I can list Like Catherine right now is selling some stuff. She's selling furniture and some antiques and whatnot. She's on Facebook Marketplace. She's posting it to her Facebook group she's a member of. It's in her community and all that, right? So what I learned is now I can go ahead and take and sell a product, like for example, a septic tank. And, and, and basically it's a product. I'm not, I'm not selling the service. I'm selling the product. And so when I sell the product, now I'm able to list it on here for free. And then not only that, I'm able to post it in 20 groups that I'm a part of on top of the marketplace. So inside of the groups I'm a member of, there's groups that have 50,000, 60,000, 70,000 members of it on Facebook. And so if I do 20 of those at 50,000 per, that's like, that's a lot of people, man. That's a million. That's a million possible tags to one You know, to one listing, right? So I make this. I made it this up, and I and and I did it. I started doing it right here with the the tile pavers. I I you know pavers are are like you know seven dollars or or like twenty two dollars apiece. I started selling them for seven dollars apiece. That's installed. And so when people send me a message and they're like, "Hey, you got pavers?" I send them a message back. Yeah. And and they go. Do you install them? Sure do. And boom, and that's, you know, I'm able to convert that. But here's the thing, some people are tire kickers, right? I call them flea market shoppers. So they're coming in all the time saying, hey, do you got this? And I, and I tell them, yeah, I got it, and we have a conversation, but I can't close them online. So how do I convert them? My, my automatic response to every single message I get is 100% my phone number. Every single time. And now it, it could be just to my phone number, like this guy. Um, uh, he, he says, is this available? This is an automatic response. He says, is this available? And I say, I say, yeah, you know, automatic response back, yes, phone number, boom, done. Okay, yes, call me tomorrow, sold it. Like this is actually, this turned into six jobs right there. This this one ad right here turned into six houses this week. Okay, and so it's only because I put the phone number there and he called me. I didn't I didn't dick around with trying to close him and do any kind of Alex Hormozi or any kind of Grant Cardone sale tactic like in ChatGPT or Messenger. Oh, come talk to me, buddy, my little friend. No. I again, but I and you can see here I've got a laundry list. Let me put it in. Look at all my ads, like 100%. These are all every like and the septic tanks. You go anywhere in the in the five states that were in Arizona and then five states around us. You're not going to find anyone else selling septic tanks. They're all mine. Every picture you see is me of a septic tank and they're concrete septic tanks. Now the other thing I got, I got water tanks I rent. I rent those real cheap because I get them for $100 a day, but I rent them for $100 an hour. Arbitrage. Yeah. So I arbitrage these, these tanks. I run, I run what's called bait and switch ads. I'm looking for people that want to buy businesses and I want to sell them businesses. So I started running ads. I started running ads about selling grocery stores and businesses. Guess what? Buyers call me. Oh, that one sold. Let me show you another one. You know what I mean? What else can I show you? One of the other things that we have, we have we have vacant lots. This is Catherine's baby right here. Vacant lot. She loves to be the bank and rent dirt. Like here's the dirt, man. Like a lot of dirt, and we're renting it. So rent a space to park your truck. Come park your truck here. Right? And we— and, and I advertise this. This isn't even my lot. This is a guy that pays me. Like, I, I may— I'm paying him $2,500 for the lot. Everything after that is mine. I don't actually have to pay him for a lot. I just got to put people there. After $2,500, it's all mine after that. And so we're not doing too bad with, with, with the amount of traffic we got in there, especially when each one of these trucks is, is Is a $250 a month. And then on this, this is a shed guy. I busted him off. There's a 5-acre lot. I gave him about a 2-acre lot. It's actually more like 3, but I gave him that front corner, that hard corner for $3,000 a month. Guess what? I'm already in the— I'm already in the black, man. Already in the black with one tenant. The rest of this is all profit, right? So again, this is how I use social media to make money. That's all. Class closed. Case dismissed. So, um, but the, uh, uh, uh, over here, let me see. I gotta, I gotta stop sharing this screen because I'm gonna jump over now back over to AI. So what do you think of that, Mel? Like, good idea? Tell me what your thoughts are.

Yeah, that's different than what I do. So basically, uh, I've always taken the approach as was taught to me was that people do business with you once they trust you, right? So there is this sort of progression between know, like, and trust. You're basically doing the old classified ad, which is totally different.

Yeah.

So rather than putting out content or writing an article or have some sort of lead magnet, you're just putting out needs, right? And that's much better than wants, which was what I was doing. Hey, you might want to transact in real estate, or you might want to invest in real estate. If you do, maybe this article might help you, but you're just going direct. Hey, I've got something. Most likely it's somebody's niche need out there, right? And you're fishing, really. You're just, you're sitting by the banks of a river and as people come by, you haul them in and it's pretty direct. Call me if you need me.

Exactly.

Exactly. And so, and you're not, you're not spending money on ads, are you?

Not for, not for this. I do spend money on ads, but not these. Yeah, not these ads. So where we spend money on ads, we have what are called VSL. Are you familiar with what a VSL is?

No, sir.

It's a video, uh, uh, a video, um, uh, landing page where when, when you get to the landing page, um, here, let me see, I'll pull one up real quick. Where did my Facebook go? Boom, pop this up. Um, we'll go to, uh, Land Shark Mastermind.

So are most of your clients or people that come to you, are they the end user, like a retail user?

Inside of what we're doing as far as with the septic tanks and pavers, absolutely.

Not contractors, not business to business?

No. And so my B2B is set up more inside of the fact that when they call and they're like, no, I don't need an install, I act as a wholesaler now and I will add 40% markup to it and sell it to them on wholesale.

Very interesting. Yeah, I deal with, um, well, mine's more business to business, so I'm dealing with endowments, I'm dealing with pension funds, I'm dealing with high net worth investors. So I don't, you know, my avatar, my ideal prospect is not going to be on Facebook. If anything, they would be on LinkedIn. It's, uh, because mine is a service, um, I can't really put it on Facebook Marketplace. I do use Facebook Marketplace for, you know, can I guess?

Yeah, yeah, because what are you providing real quickly? I just— Paramount, I see.

Yeah. So brokerage services, whether that's sales, leasing, or investment of individual properties, either for tenant occupiers or owner investors.

Right.

And then on the syndication side, we have these development deals in which I am raising capital to find partners. And these partners would be institutional, institutional, right? So they would be pension funds, endowments, school endowments, family offices, or high net worth individuals.

And those are the clients you're seeking, are the people that manage those, those endowments?

Correct.

Okay, got it.

So let's say it's a big university and they have a lot of money and they have to put it somewhere that's safe.

Right, right, right.

Real estate is usually seen as something stable, so they would have an allocation towards real estate. And so I would like to introduce myself to these people that are the gatekeepers, the people that control the purse strings, right? Convince them that what I am doing is a low mitigated risk opportunity with a high and stable return. Better than what you can get in the stock market. So if you do have an allocation towards real estate, whether that's 10% or 20% of your overall funding or all funds, then I'd like you to talk to me. And so getting those people requires a little more sophistication, but I could be wrong. Maybe I'm going about this the wrong way.

So I— and it's not about being right or wrong. It's 100% about being knowledgeable and not having any. Right, like having knowledge and not having knowledge—a full bucket and empty bucket. It's not about right or wrong; it's about bucket full, bucket empty. That's all. And inside of what you're describing is no different. I mean, you look—you look like you might be a Gen X, but I'm not gonna—I am right. You're—I'm not gonna insult with fifty-eight.

No, I'm proud to say I'm fifty-eight. Yeah.

So, in that essence. Here's what I know, and I'm going to use—I'm going to use an analogy that might—I'm going to apologize to Catherine and Laura immediately because sometimes they get like that. You can see their eyeballs just roll immediately to the back of their head the minute I start talking. The the social media, and this is what I learned: we no longer have the Yellow Pages. We no longer have the Penny Saver. We no longer have. We no longer have. Um, the, uh, uh, uh, mailer that come— you get the mailer that comes in the, you know, in a Valpak. That's what it is.

Junk mail, right?

Junk mail, right? We no longer have those methods. They've switched over to what we call social media now. Okay. And so, uh, because we no longer use Facebook, uh, no longer use Yellow Pages and, and, and those things for that, then we no longer You know, they're no longer there to do that. We got to switch to something else. And what everyone switched over to— the key, you know, the key that I'm targeting in on is that your clients are all on LinkedIn. Yeah, but you also said they're not on Facebook. They are. They're just not there shopping for you.

Right.

So because again, you said social media is like an education space. What it's actually become is no different than the Penny Saver. You can sit there and look at local news. You could go through it and find advertising about local people. You could find a little bit of national stuff. You could find Dear Abby columns. You could find your, your horoscopes. You could find, uh, you could find your back page where there was a solicitation of stuff. And then you had all the other things all the way through, right? And so that to me is the definition of social media in and of itself. Like, you can go there and get everything the Penny Saver used to provide. Top that off. Now social media also includes the directory, the Yellow Pages, right? Yellow Pages and White Pages, because now you can go search for friends and/or go find businesses, because businesses are being encouraged to have Facebook, TikTok, Instagram, LinkedIn. Like you said, B2B. I'm all the way with you on that. As a matter of fact, Catherine and I, along with another friend of mine, Mark. Mark is um. An interesting character. He sold out of it. He had an exit from a glass windshield glass company, and he made a substantial amount of money. He's been living his best life doing comedy in Las Vegas.

Mm-hmm.

Right. So like, he goes out, does a hypnotist show, has a lot of fun with it. What we're going to do is we're going to put together a little group that of comedians— Catherine's funny too, myself and Mark. And my buddy Reuben. And what we're going to do is we're going to go and do corporate events. Many corporations will have luncheons to help people learn about IRAs and 401s and how to— how their businesses will pay for these luncheons so that people understand how to invest. Why? Because the companies make a crap ton of money when you sign up for your benefits. So if we can get 30 minutes or 45 minutes of time with a couple of comedians that Can talk, you know, and get people to know, love, and trust us. Hey, by the way, go look at our social media. Catherine's got a YouTube this big. Her Facebook's huge. Her Instagram's huge. It's more of an indirect sales route now, right? That's the funnel down in the participant. So again, like, if you look at face, if you look at the the different social medias as not just I have to have one campaign for it. And you look at them as— and this is where the eye roll comes in— if you look at them like women and understand you have to treat a woman different, certain women differently than others. Facebook is like the girl you want to bring home to mom. Instagram is the girl you don't want your mom to meet. Okay. TikTok's the girl you don't want anyone to meet. Okay. And so, like, that's, that's how I help people understand. What social media is really like, right? LinkedIn is the girl you want to go to networking events with. Okay, you get what I'm saying? So you have to literally perform an act with each social media, interact with each social media as if it's a woman, and you're trying to court that woman in that. And and you're you're not trying to turn a stripper into a housewife. Sorry, girls, I had to say it. Don't try to turn, you know, Facebook into Twitter. Don't try to turn— don't try to turn TikTok into Instagram, right? Treat them accordingly and, and, and exactly as how they're, you know, in, in, in your spot. And here's the beautiful part, um, GPT will help you understand what that is. So yeah.

To your point, um, each platform has its own target audience, right? And I would agree with you that, you know, the— look, like I said, I'm a Gen Xer, I'm 58, and I guess if I'm looking for someone who would be like-minded, it would probably be on LinkedIn. There's a level of sophistication there.

Right.

That even if it was the dating analogy, you'd be looking for someone a lot like you, whether age or culture or likes and dislikes. I find that Facebook— even my own kids are saying Facebook's for moms and dads. But I find I'm probably too old for even Facebook. And I don't find Facebook to be as authentic or genuine as LinkedIn. And then more so Instagram, which is an even younger audience. And then TikTok is even younger than that. So, although that, you know, these next generations will be consumed with those platforms because the younger they are, I'm still looking for that right fit.

Yeah.

And so I'm trying to look for the right approach to marry, you know, once I get the audience that I know where they're hanging out. And I agree with you, from a business perspective, they're on LinkedIn. From a personal perspective, they're on Facebook. But I'm not targeting people for, you know, office portfolio investments on Facebook because it's just not going to land. These people are more talking about where I was on their restaurant, here's what I'm eating. Here's me at the cottage with my kids. And so I don't think that message will have as much impact on those platforms, but I like what you're doing. I just wish I could use the marketplace for services and then reel people in that way, because I know that whether it's a Google search or whether it's social media platforms, people will take up to 6 months, almost 9 months doing research before they actually pull the trigger on anything.

Right.

So, being on those platforms the way Catherine is, she's omnipresent, right? That's the goal, to be everywhere all at once. It does take up a lot of time and coming up and crafting the right content is a challenge when I doubt myself sometimes because you're waiting for that reaction that isn't coming. And you know that your sales pipeline could be 9 months. So now, you have to plan 9 months ahead and you got to make room for social media. And these are one of the things that I've always thought of just delegating to. But what I found in the past is when I do hire someone to do it, they're just not getting it right.

Right.

And so, they're more about getting numbers as opposed to the quality. It's more quantity. And so, what I do is I get people following me that are, I don't know, people that paint nails, people that brighten teeth. These are not the people that I'm trying to connect with. But I have a whole bunch of followers. So my social media people would always tell me, hey, it's, it's not who, but it's how many, because you never know when your next lead's going to come from. And I challenge that because I find that if I'm going to be posting every day and I'm taking time out of my day, Right. I need a better return on my investment than the $1,500 or $2,000 or $3,000 a month that I'm paying you to go grow my numbers of people that would never ever buy my business. Couple that is that social media and AI now in the mix, you don't even know if you're actually landing with another person because the AI bots are doing all the responses, right? They're sending out a request to connect and then they're holding conversations that are irrelevant to what I want to talk about. But because they're AI agents, they do a bad job. So now, I'm sitting there going, the only way to legitimize things is to be face-to-face. Or get a phone number or get an email address. And the email addresses that they usually give you is some sort of Gmail or Hotmail account, which really isn't there. It's a burner email address, right? So these are the challenges when you dig deep why you're not being able to convert, because some, some of the time you're dealing with a robot.

Yeah. And again, I don't disagree with you. And I've been, I've been doing, I've been doing internet since 2002. So internet marketing and, and websites and stuff like that since 2002. And I understand like how algorithm works. For example, algorithm is that if I don't have— like I'm showing you my screen right now, and what I do is I pump the algorithm. I tap, I— and I'm always pumping the algorithm inside of my social media because I, I'm, I'm collecting this data. This is why the numbers And I understand you're paying somebody $3,000 to do stuff for you, but I feel like it would be more helpful if you understood the dynamics behind it. Every one of these spikes represents a day where something I posted was useful or attractive, and it created these— it created these spikes. And I can get very macro about it and look at what I've done the last 7 days. Right. And there's my mountain on the 6th. I did something important. That got me 1,000 views. What I want to go do is go see what that 1,000 views was or what was generating that and then try to duplicate that. And so inside of that, you have to have several months of this data in order to analyze it. So I can go here and see I got net followers, more net followers on the 6th. Again, the 6th was a good day. The 28th was a good day. So going and finding out and researching that so I can find out—

You dig deeper, Tommy. Do you dig deeper and say, okay, hey, look, I got a good day because I'm either posted on the right day or the right time or on the right platform? But who is actually— who's actually following me? You know what I'm saying?

It doesn't. And again, so like, this is what I'm trying to convey is that inside of the fact that I got 38,000 views, that doesn't matter. What matters is that I got 50 net followers. Out of the 50 net followers, I got 5 that showed up to the podcast. Out of the 5 that showed up to the podcast, Got one to convert to a sale. Now I know that I made $10,000 off that membership, and it took me 15 net followers and 38,000 views over the last 90 days. So I'm basically making about $3,000 a month off my efforts on Facebook alone, right? Just alone. So I don't care how the person came into the funnel as much as I care how to get them all the way down to the bottom of it and out into the pipeline. Right? So everything from top funnel down to bottom of funnel doesn't matter to me at all. I look at the insights, I look at the understanding of it, and that's all I go on is like how long people are doing what. And as a matter of fact, I, I screenshot this and we use AI to help us determine what was good. I've got numbers down here showing the content, the type of content that was doing well. And I know that anything else didn't, but it's just burner content. It's just, it's filler. It's literally all the bullcrap in the Penny Saver that keeps the Penny Saver in business and keeps landing in people's driveways. I want it to land in the, in the, you know, HNW's driveway, but in order for it to land there, I got to put it in 57 other driveways. I would love to know exactly where HNW lives so I can drop the Penny Saver off right there. Cut out all the fluff and hand them nothing but a white paper and say, here, buy my shit. But he's not interested when he's sitting at home. He wants to actually read the funnies and look at the horoscope. And like, so again, this is why doing it from Facebook is important, because here's what I know: it's called indirect marketing. Billboards— like, you never ever once got closed driving past a billboard, but it's a billion-dollar industry. Why? That indirect marketing. And so if you handle Facebook, Instagram, stuff like that, like indirect marketing, but also direct marketing, like you said, you know, a Gmail or a hotmail.com email address shows illegitimacy. People that see only you on LinkedIn and a website with no Facebook, no Instagram, no TikTok find you to be absolutely not authentic. Like you're absolutely right.

Like even Facebook and LinkedIn, every time you're on, they're going to ask you to verify whether would you like to take time out to verify this is really you. It's not for my protection or your protection. It's for their— they realize that they're getting bombarded by AI. And for them to target the right audience, they need to know who's real and who's not real.

So paying for your blue checkmark actually provides you with legitimacy on social media where somebody may not be Like your client. I understand who your client is. Ready for this? How many? Let me ask you a trick question. How many Chamber of Commerce do you belong to? 2. Okay. You need to be a part of 20.

Holy moly. How far out from my home do I have to go?

How far? How much money do you want to make?

Yeah. Well, I guess in line with my revenue is my expenses. How much money can I afford to spend? And time too, right? It's always those things, right?

They'll actually work with you. Do you want to run deals for them? I'll go down. They'll actually let you come in and just talk. You don't have to join. Just go and do a little yada yada because who's at the chamber? Are your school board fund managers, your retirement fund managers for the police, for the fire? Like, they're all at the chambers. So I know people like you, and as a matter of fact, they're members of at least 400 chambers. They travel the country. Take over.

You can take it down. Yeah, it looks like he's okay. So he's talking about Sorry, I'm back in.

He dropped the mic. He dropped the mic and left the stage. Boom.

Why do you have dealing with— so I got some good video content for this whole leak detection company. So can you stop the video or whatever he's sharing is? Yeah. Um, so what's interesting about this is we're just having this whole fascinating conversation, uh, about, um, anyway, leak and leak detection and all the interesting things. Like, I feel like I got a whole other education. Which is really interesting. Of course, my only thing is, is, is there a sinkhole under my house? The answer is no. It's like literally a little— it's like a drip. It's a drip, like, like it's so minor. But the good news is I don't have to— just—

Okay.

I don't have to I don't have to jackhammer. Like, all my tile and everything in my house was the thing that I was like stressing out and losing sleep over. So there's— they're like heart surgeons apparently. They can like go in and bypass and do this thing without ripping your whole chest open. So I was like, okay. Anyway, really fascinating stuff. Um, Sicily, so happy you're here, honey. Um, uh, so Running Deal Hunter. Do we have a deal that we're gonna run on Deal Hunter? Does anybody have an address? I don't have one. Sorry, I left the conversation, so I don't know where we were at in like midstream conversation. So I know, Mal, we were— he was talking to you. What was he talking about? Facebook Marketplace and joining different chamber of commerce. Yeah. So, and I caught parts of the conversation about the, you know, where we meet people. And so the mid-funnel nurture sequence— this is actually good for everybody to understand— is that all investments are done through relationships, and you never know where or when or how the relationship is going to come through. And Doing the mid-funnel nurture, which is where people get to know, like, love, and trust you, is the most important part. So, Mel, this is why my whole AI, having CatherineBell.ai, she has been a significant part of my mid-funnel nurture sequence. So mid-funnel nurture is where you provide so much education and value that people are like leaning in, wanting more and more and more, and getting more and more and more.

Mm-hmm.

for free, right? So my AI clone has had over 118,000 conversations with people. Like, there's no human way possible I could have that many conversations. Not in my lifetime, I'm sure I have, but in a short period of time, no. So she has become— my AI has become a significant way for me to provide that value. And because it's my voice, People feel like they really have gotten to know me even before they've actually spoke to the real me, which is where everybody's like, wait, is this the real you or is this the AI you? Right? So again, AI is just— it's a beautiful relationship where that we get to take our knowledge and streamline it and collapse those timelines so that we can add commas to our bank accounts. So it's a, it's a different way of thinking about it. And here's the beautiful thing about AI. It's— and Tommy, I heard what he was saying about the different, um, um, uh, platforms, social media platforms. The beautiful thing about building out the ideal client avatar and this whole AI platform is that now that AI platform knows how to have the right message on all the different social media platforms because it is a different message because it is a different audience. So that was a huge part of what I shared on Friday night at that meeting, which obviously I'm pulling up Deal Hunter right now to just show them exactly that.

Ready? Beautiful. Come on. Okay, so Deal Hunter by Land Shark has a podcast every day. You know all about it. Go ahead and write me social media ads for every single one of our social media media accounts, Facebook, LinkedIn, Instagram, TikTok, and, um, um, YouTube. We need, uh, we need these, uh, to be posts that are short and, um, just, you know, to the point. And, and I want them based on our ideal client avatar. You know what that is. And so now what it'll do, it'll give me, it'll give me a list of these. And this is because I'm using Deal Hunter by Land Shark. That's the one that we're on right now. So when I switch over to do like free estimates, for example, that's the one Catherine showed you with the leak repair and all that. We, we ran, you know, she's down there, they're running an estimate right now on it. I already know, we already know because we already know what the estimate is because I ran it already, right? So in that sense, I can actually run ads to get people to go look at that one too. But here you go, like it, it, it gives me each one of these in a way that I can I can copy them, go feed them to a VA, and let the VA put them out there. And, and we have automation now that does it. Like, we've, we've got agents now that do it through our, our agents and stuff. But this, this is just exactly what Catherine's saying with as far as like the Rosetta Stone, um, and stuff like— Mel, do you— did she tell you about the, um, uh, real, uh, the virtual board, virtual executive board?

No, I'm all new to this. I just know CatherineBell.ai after Friday night. But as for Landshark, I'm not familiar with it. Um, and I apologize.

Yeah, the AI stuff that we do is pretty amazing. We do, we do a bit of stuff on ChatGPT because ChatGPT actually provides us with client-facing opportunity. It gives us the opportunity to give a call to action to our clients. Um, and so I'll show you here. I, because I was, I was running a deal earlier, I got sidetracked and had to jump off, but it's a a, uh, 10-bed, 5-bath triplex, $485,000. I, I told it, I said run this deal, and it does, it does what it does. It does a, a property snapshot. It says the big issue is that the property data doesn't match. So public, uh, uh, public, uh, records show, um, that the address didn't line up. And so, um, it, it made Uh, made that adjustment, but it still underwrote it, got me the information. And then what it does, because it knows I'm an investor, it says this is how much we're going to get if we start lending. Okay. And then it breaks down the opportunity, gives me paths of funding using DSCR loan seller carrier, or even a private bridge stabilization to do a DSCR refi. Um, uh, it gives me ability to understand like Don't start at 485, drop down to 420, 430, and tells me why. And then what it does is these are the hard, hard goes on the hard things that you got to do on due diligence first. Get your rent rolls and all that stuff. So conditional go, here's the terms and what to worry about, not to worry about. It's a triplex. So, you know, it's, it's keep— it's trying to keep me in line here. So as I continue to go with this conversation, I can, I can do all kinds of stuff with it, but as it pertains to your clients, um, is this a good investment for a portfolio? Basic question. And what I'm trying to do is just get it to give me a call to action. I think I got to have like 5 responses from it, but it'll actually generate and pop out a, um, a, um, response to me that says, hey, go to my website and visit my website. ChatGPT is the only one that does that. Claude doesn't do that, etc. So I'm able— we're able to actually use ChatGPT in a way that does a call to action to our clients. So a good reach out. This is where your LinkedIn clients, your ideal client avatar from LinkedIn catches this on Facebook and decides to use your GPT. To to to to do outreach because it feels like a sales call when you do it through LinkedIn, but it it feels more like a call to action when it comes through Facebook, and you're writing it in a way that says I'm inviting you to come check out more information about XYZ. And in your case, it would be do you run a pension fund? And when I say that, you're like why would I put that on Facebook? Because people that run pension funds are on Facebook too. So this is a VSL. I have this right here. This is a video. If you're a real estate investor and you're still underwriting deals by hand, you're leaving money on the table every single day. The investors who are winning right now aren't working harder, they're working smart. This guy is not even a paid actor. He's an AI-generated dude. Does he, does he look AI-generated? Like, he's not pixelated at all. And so I fed him a script that AI came up with using Catherine's ideal client avatar method. Like, she has this, this way of, of designing your ideal client avatar. We fed that script into our Claude. It produced the script, then we took it into our Synthesia and produced the video and got the video into our Opus Clips where we edited it and made it into a video that we could then take to go high level. And put inside of our web page where you can now, um, uh, click on, um, and join our web webinar, or you can go and learn more about it, or you can go join our webinar, or you can go learn, you know, see testimonials about it, or you can go register for our webinar. Like, do you see how the page just tell— here's the price, or you can go join our webinar, right? And so this is how I'm using social media to get people back, and I'm doing so to get them into using this. Because again, it's not just a call to action, but if you're, if you're using something and it's working well for you, and then you have the opportunity to go learn more about it, this is where webinars are very important. We have webinars once, once a week as well, where we go beyond just this little podcast. We go into deep diving about stuff inside of what we're doing and what we're teaching. When people show up to that, that's when they know, love, and trust us inside of what we're doing here. And then when we're like, oh, by the way, we have a triplex that we're buying for $500,000. Your opportunity to invest is today. Like, it's so much easier to do that than it is to, like, try to catch them with a $3,000 paid ad on Facebook Marketplace. Right. So. Um, I think it's— I think it'd be a great idea for you to have that one-on-one with Catherine, uh, about the 2.0 integration. When I did it for my company, it's taken it to the highest levels. Um, and I, I actually partake now in building stuff. We built one just so you can see that it transfers across to what she does, transfers to every industry. This is a private, uh, private jet broker. We built her the ideal client avatar. the Rosetta Stone, the virtual board. We got her all of this, and now she runs her business off of this GPT and her board, and she's 2.0'd everything. I've worked with an attorney who uses it to attract clients. They're no longer trying to do bus, you know, put their billboard on the side of a city bus. They know that people are using GPT to get legal advice. So inside of this, every single reply says, call the lawyer, call the lawyer, call the lawyer. By the way, this is what I would do. Call the lawyer. You know, so people are still getting the answers they need. They're just not doing it like they used to using the Yellow Pages or the Penny Saver or Valpak. They're doing it through social media, GPT, and Google or Siri or whatever. And if you can get on those, people are like, search engine optimization, it's so important. Not anymore. So like, and, and so people that try to sell me search engine optimization get let down real fast because I'm like, you need me more than I need you. So, um, Google is now going to Google or going, going say, you know, uh, hey Alexa, that is the equivalent of the Yellow Pages in 2009. Okay, so in 2009, by that point, everybody had a computer in their home. We literally watched, you know, the Yellow Pages go out of existence in a matter of 2 to 3 years because of that, you know, of the access to Google. Now, Google is that compared to GPT because GPT is like everybody goes, just go ask Chat. Did you go ask Chat? Did you go ask Claude? Did you go ask Grok? No, he's like, go ask Google because Google's stupid. Like Google does. Google's like asking a kindergartner.

Yeah, I've got, um, it's, it's interesting the angle that you took. So I've got another coach, uh, he's a commercial real estate guy, pretty highly regarded fella, and we're getting into AI as well. And he's also developed an AI agent that goes out and finds deals in the commercial space, whether that is land or whether they're industrial buildings or office portfolios, that sort of thing. And he runs a similar model where I— what I find interesting in your approach Normally, I would run the model, find opportunities out there without disclosing the address. Obviously, you want to maintain control. I would then send it out to my base of clients, right? People that are in my Rolodex, in other words. And I would do that either through a newsletter or a specific email campaign saying, look, these are the opportunities that I found this week. If you're interested, give me a call. But I never would have thought of Taking something, putting it on Facebook Marketplace and saying, hey, these are the 7 opportunities I found this week without disclosing the address or giving away the opportunity and putting it on Facebook Marketplace. And you can put one almost one out every day, I would assume. The difference that the big challenge has been always the Canadian market versus the American market because Where he sources his data and how he's able to drill down by county, we don't have as robust an information network. Network. Yeah, here in Canada. So we're really limited. And most of the time when I find opportunities, these are off-market opportunities by, again, using a campaign to reach out to property owners that might be experiencing some sort of critical life-changing event, right? They're too old to maintain. Or their kids don't want the property now that they're retired. They're looking to sell. So that's when I get something that's either distressed or at a discount, which presents an opportunity for my clientele. But I never thought to just put it out there on Facebook and say, hey, you know, this is what I do. These are the opportunities. Come take a look at them. If anything interests you, then we can have the conversation. But here's some information for free.

What province are you in?

I'm in Ontario. So I'm— I live just outside of Toronto, uh, in Mississauga, which is another city. We're about, um—

They're north of New York.

Yeah. Yeah.

Okay.

Ontario. Well, Toronto, the Greater Toronto Area.

Ontario, Canada. But I'm going to throw it in here that I wanted to look for industrial existing buildings in Ontario, Canada. So mine will go out and do searches as well. This one's coming back with 100+ warehouse listings. Here's all of our listings right here. It's listing it in Canadian. I should have had my Canadian partner verify all that. What I can do is I want to find property that has the potential for 40% I recognize where it was sourcing to.

It was sourcing off of CoStar, it was sourcing off of realtor.ca, and it was sourcing off of Zillow. I recognize some of those listings. Those listings are old, um, and some of those opportunities no longer exist. But I guess it comes down to verifying too, see how it's doing it again.

Right.

And that comes down to the quality of the research platform itself, uh, because CoStar has a lag, uh, and Zillow has a lag. Realtor.ca is a bunch of realtors putting on stuff that they never take down. Yeah. And so, yeah, you got to qualify everything that's there, but I like your approach.

And so, um, going through these deals, it's able to locate it. But then once I locate it, I can also, um, give me the top 10, right? And I can keep refining my search, but what it's going to do is it's never going to forget how to do it. I can give it 2 to 3 word prompts. I can give it 5 word prompts, and I'm not having to sit there and become a prompt engineer behind do this, do this, do this, take this step, take this step, take this step, act in the role of blah, blah, blah. I don't have to do that anymore because when we built this tool, it had all that put into it. So inside of that, you're right, you know, the market has a lag or the information has a lag to it. But what you what you're able to discover faster and quicker are the answers that would take anywhere between three days and three weeks waiting for an you know a a a a realtor or a broker or somebody to that extent to reach back out and talk to us, right? And so to just get the information once we you know once we identify something we like, like getting the information is a bit of a trick too. So this provides me with. With stable ground to work from to begin with, and then kind of can take it from there if I need to. So, and the other thing this does that, you know, this tool does that regular GPT does not is that it provides sources. Yeah. So maybe this source is no longer available. It's possible that it fell out of, it fell out of the listing. It's no longer there. So we, what we do then is we say, This listing, this listing is no longer there, and it learns to become more proficient in, in discovering whether or not it's there, and it works per person's account. So here you can see down here it says, here's the call to action, become a deal hunter, livestream, here's our webinar. None of the other social medias do that. So if you built something inside of your system that just educated people, it's something for people to, to play with. You're not going to discover what you need to build here though until you get your ideal client avatar built and have the conversation with it directly, virtually, and then say build something you'll enjoy and like to use. And that's what this does then. So that way you're, you're, you're reaching to your client, uh, directly but with indirect, you know, indirect, uh, capture. You want them to read the ad at the back of the paper But you're you're getting them to get there through wanting to read the comics and the cosmos, right? So I hope that helped. It is ten o'clock. I'm going to wrap up with a prayer because I gotta I gotta jump into more meetings. So Heavenly Father, we thank you for the blessing of this day, the blessing of this life. We ask that you continue to bless and guide us so that we can always do your will. In your name we pray. Amen. Everyone go out, have a good day. Do good, do well, and if you can't, pray about it.