EP 672 - The Three Things Every Real Estate Investor Should Do To Market Their Business

Foreign this is the no Closer show where you get the latest developments in distressed note investing and learn the secrets of how you can control millions of dollars worth of property for panties on the dollar. Get educated and entertained by someone who has closed thousands of deals and lives to support you in achieving the same. Now, here's your host, CEO of We Close Nodes, Scott Carson. Good morning, good afternoon, good evening, everybody. Welcome to this episode of the Nut Closer Show. As always, Scott Carson. Excited to be here with you today. It is a beautiful day here in Austin, Texas. I know that it's been a little while since we've done a podcast episode. We've been obviously kind of busy with some stuff. We had our seventh time for hosting Note Camp. Note Camp 2021 was a big success with almost 700 attendees. Signups for it, lots of great speakers, big shout out to all our speakers who were part of that. One of the great things that we are very proud of is just the growth of that event and still doing it seven years later after we started it. So for those that were a part of that, hey, great. Thank you again for any time you've been a part, whether it was the first one or all of them or a variety of them, we're glad to have you. And then we look forward to the next one. Yes, note Camp 22 is a year away as well. So you always get that by going to Note Camp Live or check out. If you want to buy the replays to that, you guys go to notecampreplays.com to buy the replays, the most recent one, and to get a ticket to next year's event as a special promo. But one of the things I wanted to talk with you guys about is I know that so many investors out there kind of struggling. We got so many landlords, people that have property or real estate or even notes who are having a hard time collecting rent or collecting payments or their foreclosures or evictions that they're working towards have been kicked down the road by the government. And you are not alone. Obviously, ladies and gentlemen, there are millions of investors out there that are also facing and having issues and they've got to do something if they're going to continue to give people free rent or allow them to stay for free without having to make they have to do something for its investors. So I'm keeping an eye on the lawsuit that's been filed in federal court by landlords across the country in opposition to the extended foreclosure and eviction delays. But anyway, what I wanted to talk about with you guys. It's hard to believe too that the NCS podcast, the no Closure show, is coming up on its four year anniversary here in a couple weeks. And I thought what's a better way to celebrate a four year anniversary than start kind of doing what we started doing when we started doing the podcast? Start doing, keep on keeping on, I guess you could say. And I'm going to be the first one to admit here, I've had a little bit of pod fade over the last few months. Steph and I have done a great job working at home, going through everything the last 18 months with COVID and everything else that's out there and done well. I think a lot of people, a lot of investors, couples alone have struggled with, hey, now you're both together in home with the kids in a lot of cases and they're not used to that. Well, luckily we get along most of the time better than most spouses or most partners out there. And so we've done well. But there have been days, I think like many people, it's hard not to get down with everything going on in the crazy world of COVID and whether you got to get vaccinated or not and what your opinion is and how you can alienate friends and family who don't agree with it. It is what it is. You're entitled to your opinion and your own thought. And then I believe it's my body. Whether I want to stick something in me or I don't, it's my decision. And whether you're right or wrong, you're right. So we look at what your decision is. It's your own opinion, stuff like that. But they can also be very stressful. I think we can all agree the media has really led to a lot of that stress taking place. There's nothing positive on. It often seems like it's trying to be shoved down our throat in a lot of facets. I don't believe the numbers that they're putting out and things like that. I just don't trust the media and I think many people side with me on that. As entrepreneurs out there, you really are only in control of what you can do on a day out basis. So many people have stopped watching the news. God knows that I have or read a little bit about 30 minutes a day. Then I want to get out of that negative programming and focus on what I can do for my business, for my family and for my future self. And I encourage you all to do that as I get off my Tree stump here. I want to go back and kind of start off at the basics. This last Monday night on Night in America, we talked about step by step success. And I have to give a big shout out to Erin, one of the students on it, who was volunteered to come on and share her insights and allow me to spend a little time kind of coaching her a little bit. And the thing you have to realize that is not always an easy thing. And I love what Erin shared, how she is, like many people, jumping on and doing side hustles. She's driving for Uber two times a day, in the morning, the afternoons making ends meet. She lives in an expensive area, San Diego. But she, like many investors, are struggling. And we see this happen over and over and over again for people. And it was obvious at note camp on the survey results when I asked people, hey, how often are you marketing? How often are you emailing to your database? Is it once a day, once a week, once a month, or never? Or what's marketing? And overwhelming response was what's marketing? Or that they're not marketing at all? And that's where most people get confused by, is the overwhelming message. And they see video, they see LinkedIn, they see Twitter, they see Facebook, they see TikTok, they see Instagram, and it can be damn confusing. Do I need to do video? Do I need to do podcasts? What do I need to do? And here's what I want to tell you. Take a deep breath. First and foremost, it can seem overwhelming, but one of the biggest things I want to tell you all to do is if you're a new investor or struggling investor, the best thing you can do is take a deep breath and just breathe for a second. Okay? My big thing about marketing is you can't eat the whole elephant at once. All right? How do you eat an elephant? You start one bite at a time and you do it not on the ass end, first of that elephant. Okay? You have to start somewhere and little things will help you along the way. But the first thing you have to look at is your schedule. Because the most successful entrepreneurs, whether it's people that are watching this video live, they're watching the replay, they're listening to the podcast, reading the blog. Everything that we do, all that stuff has its own timeframe and delegation of how it works. I'm not doing all that stuff when I market, there are simple things that I do. And when I was starting off as a new entrepreneur, still working my full time job, what did I do to start off with? And that's where I want to go with each and everyone on here who's brand new to real estate, brand new to note investing. What are the things you can do and what are the step by step things that will help you find success? And the first thing, like we said before a few minutes ago, a few seconds ago anyway, was look at your schedule. What do you have available to you? If you're working 70, 80 hours a week, you only may have 5 or 10 hours with the market. If you're working 40 and you're clocking in at 8 o' clock and clocking out at 5 o' clock and you're glad to get the hell out of Dodge, you're going to have some more time. The beauty is there are things that everybody can do around their schedule to be successful as a real estate or what we prefer note investor. All right, so the first thing you do, take your schedule time, block it out, put it in 30 minute increments. If you're waking up at 7am, put from 7am to 8o', clock, 9 o' clock at night. Now Gary Vaynerchuk, obviously Gary B. Likes to talk about you. Everybody has from 7pm to 2am yes you do. If you are working a lot and don't have time during the day between 7 and 7, then you definitely need to flip the other side and we'll talk about some of the things. But the first thing is take that schedule. An Excel spreadsheet is easy, dry erase board or a piece of paper, flip it over Monday, Tuesday, Wednesday, Thursday, Friday, Saturday, Sunday across the top and then from 7am down to 7pm and 30 minute increments on the left side and start blocking out things. If you take your kids to school every day at 8 to 8:30, block that out. If you're riding the bus to your job from 7 to 8 o', clock, block it out. All right, if you've got to be at your job from nine to five, block that out. Now if you have an hour break for lunch, leave that open. But block up at 9 to 12 and the 1 to 5, go ahead, block that out. Monday through Friday, you can't do much there because you're on the job. You got to bring home the bacon. I get it, block that. But that still leaves you times before you got to get head to work middle of the day, you may have 15 to 20 minutes, a little bit stuff done and then of course after hours or your commute home or in the evening. Now let's just assume that you have the nine to five. Okay. And I know they say assume you make an asset out of you and me both, but you guys will get the hint of what we do. There are things that we all can do. Now the number one spot that you should be spending time with, everybody doing this is no matter what type of real estate or entrepreneurship I believe is LinkedIn. LinkedIn is the hottest social media platform. It's been like that for a while. It's also the way, it's one way to really connect with your ideal audience, your ideal avatar of investors, buyers, sellers of real estate, whatever it might be. I believe that's the major focus. Now if you're into gaming or something like that, maybe not the best spot you want to be on Twitch or something like that, or Facebook, but for what we're doing in real estate, you can literally go to LinkedIn in a matter of a few seconds, type in real estate investors and find thousands of people to connect with. Note investors, find thousands of people to connect with. IRA investor or private investors. Find a ton of people to connect with on there. We use LinkedIn for those purposes to find self directed IRA investors, to find note investors, to find specific investors in a specific state. Note investor, Georgia, Note investor, Texas, no investor, Austin. If you want to micro that search down. So one of the great things is going on LinkedIn and making sure first and foremost you have a complete profile that means a good smiling face. Not your logo, not your entity. Name your smiling face. And for those of you that already have a LinkedIn profile, but it's for work or you're afraid people from your job may see what you have marketing. Michael, here's the thing I always ask you and I did this last night, I'm like, does your job or your career where you're working at, do they offer your retirement plan a future? And the answer overwhelming a lot of times like no. Well, they don't. Okay, go start posting on there. Put yourself as a real estate investor. I don't care if you put back to when you bought your first house. So Scott, I'm not really, I don't do fix and flips. Yeah but most people's biggest investment is going to be their primary residence. So go put that when you started learning about real estate investing or you bought your first output that as an investor from that time forward you don't have to eliminate that you work in pharmacy or that you're in publishing or whatever your hustle, your main hustle will be. What you want to do is put hey, I'm a Real estate investor. There's something about investing you smiling face. Okay now if you're afraid of your boss seeing it and firing it, then you may want to go block his ass or her ass off there so they can see you. Okay? But don't go switch, don't go create two LinkedIn accounts. It's not gonna work for you. Just make sure you update your profiles just about investing a current photo and put a little blog on there. Hey, if your bosses say I saw that you're posting some, are you leaving me? No, that's my LLC for my side hobby. I like to buy rentals or fix and flips or stuff like that. That's my side Hustle llc. That's why I put it down there. They should not have an issue with it. In some cases you might have to do an oba. Sign an oba form which is an outside business arrangement. When I was in banking, anytime I would do anything side hustle. And you have to do that. If you're some multi level marketing or fix and flip or anything, do an OBA so that it doesn't conflict with your work schedule. We're not telling you to do this during your work schedule, but LinkedIn is the number one spot now. Why LinkedIn? Because A, you can go on at night, you get home, or you're sitting in traffic, or you're on the bus to and from your work or you're taking that extended bathroom break 12 times during the day with your phone you can literally go on LinkedIn and start connecting with the right connections. And what we do is we use LinkedIn like I said to find investors. But we use it to also define note deals. That's why we're looking for special asset managers, secondary marketing managers, chief credit risk officers or whole loan traders. Those are four searches that we do on LinkedIn and we start sending invites to those people. You have less than 300 characters. Do you want to know what to say? Then you should probably take one of our classes where we show you exactly and you can copy paste word for word what we put in there can to attract asset managers. Now you may be only be able to send out 50 to 100 invites at a time. It depends on how many connections and how big a profile you already have. On LinkedIn. If you're a brand new account, you may limit to 200 a week. And others if you've got a bigger they may allow you to do up to a hundred invites in a day. Now that's a lot of work. Copy paste individually I highly recommend if you've got a little bit of extra funds, $22 a month to sign up for Octopus CRM. Now this is a LinkedIn specific Chrome plugin that works with LinkedIn exclusively. You can bring basically it allows for you to import a thousand profiles. If I type in note investor it'll pull up 15,000 people. Allow for me to pull over a thousand from LinkedIn into the octopus CRM module and then it connects it where I can send invites out to connect with people. Up to 100 a day with my profile, something like I said, maybe less than 20. It also allows for you to send follow up emails to those that have accepted your profile connection. It's a great way to automatically get connections because literally I wake up in the morning when I sit down at the my laptop, I go to LinkedIn, I go to Octopus, boom, I send out another hundred invites per day. And that in the last couple of years helped me grow from 6,000 to just over 26,000 connections. And that's helped us raise capital, build a database, getting people to opt in for the podcast, send them a copy of my book, all sorts of great stuff there. But that is putting in a little bit per day. As any type of thing, any type of business tell you they're constantly looking for you to prospect. And that is a prospecting tool that takes less than five minutes a day. Whether you wake up before you go to the work, whether you do it at your lunch break or you do it in the evenings, just get in a habit. That should be one thing that you pencil in across your schedule. It's a little bit of marketing. Don't take you to anything to me, just have your updated LinkedIn profile and something interesting. Less than 300 characters. Hey, I'm looking to connect with other investors or looking to kick out other real estate investors in my area. Short and sweet and simple, ladies and gentlemen, that's the first thing you should do. Second thing that you should do is we all have a database that we have built. Now maybe you haven't built it very well. Maybe the building model is still people's business cards are in a shoebox tucked under your bed or the closet. What you want to do though is as you go out networking, we were all going out to meet up groups or rate clubs. Those are things you should do. I'm just putting it down. I'm not going to spend a lot of time on an effective networking maybe we'll talk about later episode but right now going and networking if you can. If you're in spot that you can get out where you're not masked up with three masks and a gas mask. Network with people, go network with people. There's expos Conventions, things like that. As you're going or I've gone to in the past, you've all collected that little 2 inch by 3 inch business card. And if you've not taken the contact information, name, address, email, cell, all that stuff and put that into database of some sort like Excel that you could send email to, or is I prefer uploading it to a CRM tool like a keep formally infusionsoft or a mailchimp which is an email service provider. You need to put those contacts into a database. Email is still the number one marketing tool with a 4400, 4300 or maybe a 4200% ROI if you use it on a regular basis. And still to this day, email is the number one tool that we use sometimes on a daily basis in connecting with our audience, our database, besides the podcast, stuff like that. But communicate. Hey, what's going on? Here's an event or here's a webinar. Here's something, a deal that we're working on. Email is the one most important things and putting like I said, keep.com is doing a great special right now. Our buddy Darren Adams over there has a very awesome offer that you wouldn't see on the website. So if you're interested in adding a CRM, reach out to me, I'm glad to make the introduction and give you the link for the special discount he put together for our clients. Mailchimp is a great one, it's pretty expensive too. But you, you gotta start contacting and getting the word out to your audience and people like, oh, I don't want to market, I'm not gonna bother people. Look, as long as you're adding something of value, a comment on an article, an article, news, video, case study, something that's going on, interesting. As long as you're adding value, people are not gonna be upset that you email them. The mass emails are great because if you send it out through a keep or mailchimp, you can see who opened, see what they clicked on, you can see their interest rates. You can even see if they unsubscribed, which is a good thing. If they unsubscribe off your list, that means you're not wasting time with anymore. But people will never know what you're up to and what you're doing. And I'm a big believer that Everybody's a buyer, a seller and a funding source out there. You have to keep that in mind. Everybody's a buyer, a seller or a funding source. Plenty of people have lazy assets sitting on the sideline not making anything they want to put to work. Old 401ks, old IRAs making nothing. They would rather get something 4, 6, 8, 10, 12% of their money that you could possibly use and leverage their funds to take down some deals and make it a win win another episode for later on. But anyway getting started. And that's why I say you're really not an investor until you marketing on a regular basis. And that's why I'm saying easy things on LinkedIn to get your audience to start paying attention is posting articles, adding two or three lines of what an article is all about. You can find plenty of articles on DS News or HousingWire.com or Yahoo or Google or whatever, Forbes, whatever. Just start sharing articles a little bit at a time. Brian Ellis out of Georgia, buddy of mine, he for years sent one email out every Friday with five articles attached, three to five articles, a small paragraph on each one. And it over time it built him 100,000 person database. Now you don't need 100,000 people on your database. Look, if you got 20 add value to those 20. All you need is one to start off with one is greater than none, ladies and gentlemen. And this is why I'll even say that about videos or posts or social media. If one person sees your post, your video, your article or your opinion, it's growing in the right direction. Now many of us want us to go viral. Let's go viral. I want to go viral. Well, viral. Look, we don't want your post to go Covid, okay? You want it to grow naturally. And yes, some things will have a better hit and you'll get better at how you post and what you say as you do it. You can't expect to become Superman overnight when you can't even get out of bed in the morning with things. Okay, so start posting a little bit. Articles are the easiest way to start priming the pump of what you got going on. And then we always like to split it up into simple things. Very simple things. Like I say, sending out an email once a week to your audience is the bare minimum. Not once a month. 80% of sales are made over the fifth contact. We all know this 80% sales are come after the fifth contact. If you want your audience, whether it's on social media, LinkedIn, your email to pay attention, you need to get in a habit of posting. If you only send out an email once a month, you're really not having any impact whatsoever. All right. They'll forget about you by the time you roll out. But once a week, that's about as much. Now I wouldn't do daily right off the bat unless you have something that's going on. I wouldn't start it off daily. No, start off once a week. Sunday nights are really good. Tuesday, Wednesday, Thursdays are great. Follow up or and other days of the week that have high open rates. But just start sending something out. Hey everybody, I'm Scott Carson. Or I'm Stephanie Goodman or I'm Cody Cox or many of you guys know that I've been an active blank for 20 years, but maybe you didn't know that. I've also been an active investor for the last four or five years and I'm excited. Over the last five years I've had some really great deals take place and we see a lot of opportunity coming up in the next 12, 24, 36 months. I would just want a keep you abreast of what's going on of our journey, the highs, the lows, everything that's going on. I'll send you an email once a week. If you like it, great. If you don't, you can unsubscribe at any time. But just I'm looking for my friends, family and colleagues just to keep hold me accountable to my journey. Something simple like the less than 20 lines of text, send it out, send out once a week, send it out. You know, you talk an article on there and then something you got going on. Don't try to get diarrhea of the mouth in your email. All right, share one article. Share one little thing about what's going on that week. Whether it's a deal that you did, a past deal, a holiday is the easiest thing or something personal or a deal that you're doing to take, looking to take down in the near future. Get in that habit once a week. I like Sunday night, Sunday night for months on Monday night in America, which is our number one kind of community event every Monday night with people coming together. So we like Sunday night at 7 Central. You may have a list that's more if you're California based, mostly listed in California, you may want to send it out 7 o' clock California time, which means 9 o'. Clock. So the beautiful thing is just getting a habit of starting to share a little bit. You'll get better over time. You'll build those Marketing muscles up and start getting that communication going that people start looking for your emails. It's always funny if I don't send an email saying that people, I'll usually get a few. Are you okay? I didn't see my email. Where's the link for Monday, Mike? It's the same link notenightinamerica.com for Monday night. Never changes. Okay? But the thing is people will start following you. People will start keeping up with you. And you're not competing against me. You're not competing against Bill McCaro or Eddie Speed or Donna Bauer. You're competing really against yourself because it's you you're doing deals for, it's for your portfolio. And you're really competing as I think Matthew McConaughey said it best when he got his Emmy Award. He was wanting to really kind of compete with himself or make his tenure from now self proud. I may have that off a little bit. But he was holding himself accountable. He wanted to keep growing and getting better and getting better. And if you do that over time, every week you do it, you'll get a little bit better. Every month you get better and sooner or later you look back five, six, seven weeks from now. That's a starting point. That's less than two months. Really, you're going to see that, oh, I got better at this. My emails are getting better. My marketing is evolving and going forth, doing well. So you got to send an email out once a week. You got to communicate with your audience, your network at least once a week. And maybe you do film a short couple videos on YouTube or Facebook Live or something like that that you share on who you are and what your focus is and what you're doing, what you're doing, what your why is or your markets. There's a whole variety of things that you can share. If you ever fixed or flipped a property or rented or sold or whatever, any type of investment, that's something to talk about your experience. You could talk about your vendors. There's a whole variety of things that you can do as getting started just to share what's going on and educate your audience on what you're doing and how you're adding value to to their lives by sharing what you're doing and the opportunities that are available to you. So let's go back so far. So talking about spending time on LinkedIn and automating with Octopus CRM anytime during the day or sending invites out yourself at night, that's fine. Or as you have available email, well, the beautiful thing about having a CRM tool is that you can write it at any time and pre schedule it to go out at a later date. So usually for me to send an email out Sunday night, I also will follow up with an email like at noon on Monday. To those that didn't open the email Sunday night, I also sent an email out an hour before. And then I try to get an email out by Friday at 2:30. I don't want to send it anything. I'm after three because the open rates drop off dramatically on Friday evening. Everybody's having fun, right? Or head home. But I'll often write all those emails at once on either Thursday afternoon or Friday and I'll just schedule them. I'll change the title a little bit, leave most of the nuts and bolts inside the body. Good. And just change the title too. And I like to try to personalize it. Hello, first name. You know what I mean? So that people actually does well going through spam filters but sending those out, you can see who clicked on things. You can see your open rates, you can see your unsubscribes, you can see the emails that bounce back. That's the important thing. And every investor should be doing this. Not just note investors, every real estate investor out there. The more that you share, the more that you're going to see success happen to you sooner. Because people, if you want to read a good book about people and how to communicate with people and how to get the word out, read Tribes by Seth Godin. We're all a part of different tribes, ladies and gentlemen, friends, family, coworkers, kids, families, neighbors, church, community organizations. We have a variety of tribes and everybody's looking for leadership. Why can't it be you that leads? We all got tribes on social media, Facebook, clubhouse, TikTok, whatever it might be too there too. We're not going to get into those things. But sharing what you've got going on is a very valuable thing for you to do on a regular basis. And you just got, you got to realize you're really not in the real estate space these days. You're in the media and the marketing space. And LinkedIn number one social media spot for us, sharing on a regular basis. You can share a short video up to 10 minutes on there too. Email is the next biggest thing for us. And then the third thing is the use of video and everything these days has video from Twitter to Instagram. We talked about LinkedIn's brought it on there. Video in your email, video all across the board. I mean we all know that YouTube is the number two search engine owned by the number one search engine. And if you use YouTube videos or video that you upload to YouTube, you're going to see a higher engagement and your videos pop up higher organically versus the paid ads that fill up the first half of the front page on Google searches. Usually anything below that you'll see is videos that does well on page one, page two of Google. So you might as well utilize those strengths now. Scott, where should I post it? Oh, my God, I'm overwhelmed. Well, you're overwhelmed because you're like, what should I talk about? Here's the best way for you to do, and this is what I do on a regular basis and recommend our students do is take a spreadsheet or piece of paper and just do a brain dump. What's a brain dump? That's like just jotting down all sorts of different topics you want to talk about to things that are important to you, to little things. These videos don't need to be long. They can be short. 5 minutes, 10 minutes, an hour long if you feel like talking that much. But initially, I would start your videos off less than 5 minutes, 2 to 5 minutes. Talking about one topic, one nugget, one thing of the day, your message of the day, the nugget of the day, whatever it might be. Heck, you could do a deal of the day if you've got a bunch of experience. But start sharing that places. Now. We share our videos. As I'm recording this, we're doing a Facebook Live. We're using zoom to record this and we're live streaming this to Facebook Live. You're on Facebook. Give me a thumbs up or a hi or a hey in the comments there. We will take the recording and upload it to YouTube. We'll do a little bit of editing to it, not much. Put some intro, outro and a logo on the bottom corner and loaded to YouTube. Now Facebook videos. If you go live on Facebook, honestly, Facebook video only really lasts around 24 to 48 hours at the most. Primarily 24 hours because it's like anything else. Our videos get buried in our feeds. And I rarely have anybody that goes to my Facebook profile and binges the videos that are on there. Most of the time they go to YouTube and they binge watch a lot of videos on YouTube and that's where I would go. Besides uploading and sharing a video to Facebook, you do it live there. If you're doing it through Zoom or some other type of video service, you can record it and then download it and then I'll re upload it to YouTube. You do have the opportunity to go to Facebook Live and then download that video straight from Facebook. It just takes forever. Facebook takes forever to download a video. I like recording the zoom and hitting the live stream button to Facebook and then just downloading the zoom video and uploading that to YouTube because it uploads faster and it's a little bit more quality content video wise. Coming straight from zoom, making sure you're obviously provide that you're in a good audio, good microphone, good light and good Internet is important. Whether you're hardwired in on your wi fi, you want to make sure you're in good Internet recording video. So another thing that you want to do as well is when you upload the video, it's just not about uploading the video to YouTube and say see you later. Okay. You have the availability. YouTube really does a great job with analytics of showing you when people are on your YouTube channel. And we found that most people aren't on YouTube early in the morning, usually at noon, 1, 2 or 6 o' clock at night. That's what we see is usually noon 11, noon, Wednesday, Thursday, it's usually 6 o' clock and then like 3 o' clock on Friday. So I don't just upload the video replay and let it go live. I always set it up as a premiere so that it goes live at my predetermined time. So like with our note night in America going out live and we'll live streaming on YouTube a lot of time, or if YouTube's acting up or zoom's acting up, we'll upload the video to YouTube and have it go live at noon on Tuesday. It's usually when it goes live anyway, noon on Tuesday, noon the next day. But we do that to schedule it that way so it goes live as a premiere because then it shows the premiere. Our YouTube followers will watch it a lot of times. But we take it another step further. Remember we talked about marketing? What's our number one return on investment for marketing? Email. So we sent an email blast out to our audience who have registered for our Night in America webinars over the last couple years. And they get an email saying it goes out roughly the same time about right at noon our time, say, hey, check out the replay. It's going live now. And so we get a big boost of views on YouTube from people clicking over to watch the live video that's being replayed on YouTube. You want to make sure to have a good description on your YouTube channel as far as keywords that will help you with organic traffic. Many investors and entrepreneurs don't even have their channel keywords picked out and that helps identify YouTube wants to send you views. So YouTube videos make sure you've got your keywords for your channel. Then in the description of the actual video make sure it's a good description. Not anything fancy, but try to have it keyword whatever main keyword that you're looking to have the video be viewed for. Make sure that's in your title description. You Want to put 1 URL 1 link into your description and then go down and put the more keywords for that specific video. Location and date is also important too if it's a typical but then start creating playlists. If you're going to do a Nugget of the day, do a Nugget of the Day playlist. Like we have a Note Night in America playlist. We have the no Close show podcast podcast playlist and then other things like Note Camp and other things we release too. But getting a habit of releasing with all the video that I've done over the last 13 years. When I look at the number of videos on there and then divide that by the number of weeks in the timeframe we start uploading literally average, that's a one to two videos per week. Now there are times like with Note Camp where I'll record 22 videos in a four day period and I'll drip market those out afterwards. One a day or two a day afterwards. But that's what it comes down to. You get in that habit of a weekly video hey, what's going on this week with my life? Our buddy Cody Cox was doing his Friday strolls where he was filming from his smartphone. I think he was uploading to YouTube. He better have. But he was doing it from a Facebook live from his smartphone, talking while he stole during his afternoon break, sharing about what's going on in the market, what's going on his life, what's going on in his business and stuff like that. It's a valuable thing. He built a good following for. We've seen other students that are using Sunday night to send out stuff where they have a video included in that that goes live when they email it out because it's just uploaded to YouTube and set to go live when that email goes out. So those are really the basic things. And I'm not just saying this for not invest. This is all really marketing. You're going to do anything that should be your foundation LinkedIn. If you're doing any type of B2B or C2C LinkedIn posting there on a regular basis, connecting with people, your ideal clients, your ideal avatar on there. And you could even if you have a video that you're doing live or you did a video a day or two, well, hey, check out my recent video on this case study. Put that in your connections. If your avatar, the person you're connecting with on LinkedIn would find value in your episode, your video, your newsletter article, do do that. It's a great way to organically grow and add value to people's lives. That's a good thing to do. But once again, LinkedIn and then you're trying to collect emails, you may want to create a list or an opt in form off of mailchimp or keep that you can post across social media. Post across LinkedIn. Hey, if you'd like to opt into my email list, I'll be glad to send stuff to you. Or as you are taking your business cards and scanning them and seeing who's there, send them an email. Hey, I've got a newsletter. Love to connect with you. We met at noteworthy investor summit in Vegas eight years ago. Don't know if you're still in the business or hey, we met at the local RIA last week or a month ago. Are you still doing stuff? Or hey, we met@bni.com are you still doing stuff? So just start sharing there. That's one of the biggest things because like I said, everybody's a buyer, seller and a funding source. The last thing you want to do is come across a deal and not have any money or anybody ready to rock and roll or your marketing ready to market that deal. And that's why LinkedIn, your email and then also video is going to set the foundation. It's the tripod of marketing success as I like to say, to help you build those assets, start building where you're going to be able to connect with the most amount of people. Video on YouTube, your email is going to have the biggest thing. But Then also on LinkedIn which is basically almost an open source way for you to connect with the right people. Now you can also go to other things like biggerpockets and connected investor or Craigslist or other things. Those things will have hit and misses and same thing like Facebook groups and LinkedIn groups. A lot of times you'll just see people posting there. They don't see a lot of interaction. But your Facebook page posting there, sure, why not? Easy to do. But posting on LinkedIn, something interesting, video, and then your email. Those are the three things that you need to do the most as an investor to get started. If you're not doing those things, you're going to run into issues where I'm not finding deals. Why are you not finding deals? Because you're not marketing out on LinkedIn to asset managers. You're not sending an email blast to the asset manager list that you've pulled. People don't know who the heck you are. That's the biggest thing. Yes. Don't get me wrong. Looking at deals, breaking down assets, that's the sexy. Whoa. I'm looking at a portfolio of 523 notes. Great. But it literally comes down to the analogy. If a tree falls in the woods and nobody's there, did anybody really hear it? Did it really fall? If you're looking at deals but you have nobody to market out to either fund your deals or to sell the deals to, or even to reach out to to see if they've got deals that they could sell you, you're really not doing anything. You're pretending and not doing. Now, if you've got all your own money and you're wealthy and you've got enough funds for that stuff, that's a different story. And this is a hobby. Like I only want to do a little bit my own funds. That's your opinion. That's totally okay with you. But most people that I know want to do bigger things. They don't want to settle for the status quo. They want to keep moving forward, getting better, closing more deals, making more money, and taking that step by step path to financial security or financial greatness, whatever it might be. And you got a market. McDonald's didn't sell a billion hot burgers by not marketing. All right? You got a market. And that's really the thing that separates true investors, successful investors, from the pretenders. Pretenders don't really do. They might do it something once, then give up on it. The investors realize that they're investing in their long term future. They're investing in their long term success. Investing by putting the marketing in on a daily basis or a weekly basis, at a pure minimum or as they have time around their side hustle. Look, you've all probably watched Shark Tank and know who Daymond John is, founder of fubu. And I couldn't think of a better source. He waited tables at Red Lobster for eight years. Heck, I waited tables at Red Lobster with my first waiting table job in college. And he would wait tables, pull A double and. And then come home after hours. And when Red lobster closes at 10, it doesn't mean you're getting that 10. It means you're getting home at 11 12. And he's working from 12 to 412 to 312 to 5, sleeping in from 5 to 10. Cause he can go in it for at lunch. But putting in those four to five hours every night for eight years to help him with fubu, that's commitment. And you have to do that. He was doing the things to grow his business, build his product, to market stuff, to find the success. And he kept at it and kept at it and kept at it. That's what you all have to. We have to do it. It's a day in, day out grinding. There's going to be days that you're like, I don't want to do crap today. Shit. I felt like that yesterday. I was tired, worn out if I got too much sun or just like in case of the Mondays. But the thing that kept me going, that got me excited again, was literally, look, I got a webinar on Monday night I need to show up for. I got 170 people that are registered for it. I need to show up for. And I want to apologize to all of you guys that I haven't been showing up for the podcast as much as I should. Yeah, I've got some great interviews and done some stuff, but I have not been as focused and deliberate in my content and information sharing out there. And I want to thank you all for those that follow and download and reach out. We hear a lot of great stuff from you guys and I'm very passionate and want to serve you guys and just want to say, hey, get ready. I'm locked, cock and ready to rock here over the next few months as we get ready to rock and roll and as we roll into our fourth year as a podcast and our 14th year as a note investor. So if you love what we share, feel free to hit the share button. Whether you're watching this on Facebook or on YouTube or you're listening to this on podcast, share it with one there and go out and be magical. Go out, take some action, everybody, and we'll see you all at the top. Thanks for listening, Sam.