Transcription
Welcome everyone to this course, the get sellers online course for you to learn how to get motivated sellers online. And look, this is going to be one of the best marketing courses that you would ever take. I promise you this, I don't take this lightly. Whenever I we are creating this course, me and my team, we're putting everything together from step-by-step playbooks, different templates, and for you to understand how to get generate more motivated seller leads.
So let's start with the first concept that everyone in the real estate wholesaling and investing space need to actually have, um, very clear. And this one is how to get more deals for less. The first number that we need to know and we need to fully understand is called CAC. In this one, in this one, this case is actually called client acquisition cost. So with the client acquisition cost in this space is basically the same thing as cost per deal. So the cost per deal or CPD, right? Is going to be the amount of money that it's going to take to acquire one deal, one customer. But overall CAC is marketing and sales cost divided by divided by the deals acquired. So in any industry, it's marketing, sales cost, and operations. Like we're talking here, marketing, the person you pay for the marketing, the ads, even the salespeople, divided by the number of customers that you have acquired.
So, in this case, for instance, CAC, uh, if you spend overall $5,000, including the ad spend, including whatever you pay to your people, operations, and marketing, and so on, uh, and you acquire two deals, you're paying two $2,500 cost per deal. And overall, in this space, whenever you're running online leads, it's going to be about $3,000 to $5,000, more or less, that's around the cost per deal. All right? So, in different markets, it varies.
There's three main components about cost per deal. The first component is lead generation, and this is going to determine, uh, a lot of the costs per, uh, that has to do with the cost per deal. So, lead gen is getting more leads at the best possible price, right? Better leads. The second one is lead nurture. Get leads to schedule calls and show up at the highest possible rate. And the third one, it's going to be sales. So, closing the most amount of shows, people that show up to appointments and pick up the phone at the highest possible cash collected. So this is going to be the deal size, right? So let's dive into that.
So each one of these is what we call the core functions in a wholesaling acquisition business, or whatever, whether you're running innovations or whatever, right? Legion, nurture, and sales. Obviously, there's other, uh, core functions after that in order to disposition the deal and so on, right? But in order for you to actually have sales, you need lead nurture. In order to have lead nurture, you have you have to have lead gen. And each one of these is a prerequisite to the other one to the next one. Legion to nurture to sales. Okay? And without leads, you don't get shows. And without shows, you don't get sales. So that's why you generate leads, you generate appointments, you get those appointments to show up, and you close on those appointments. Okay?
So the most important part of this is not that leads equals sales. Leads does not equal sales because I can send you so many leads and put you in front of so many motivated people. That does not mean it's going to close. There's different components that will determine your cost per deal. That will determine whether you're going to have the deal done or not. And I'm going to talk about the, uh, it's, it's basically four components. Your offers, your lead nurture and follow-up, your sales skills, and the mindset that you put in there. Okay.
So, all right. So, each one of these core functions is just one part of the acquisitions model in wholesaling real estate. So, think of this like a deal pipeline. So, for instance, it's a compound movement that has massive ROI when done right. So, if your deal deal volume plateau, there are four key choke points to audit first. The first one is going to be you're getting trash leads for the wrong targeting or the wrong channels for your target market. You're not getting them fast enough, or your offer engine is not evolving, is not solving their problem, the the sellers, or your follow-up and close game is weak. Literally, these are the main, uh, four components.
So, weak entry point number one, which is going to be marketing, right? So, weak entry point number one, you're running PPC or Facebook ads, but attracting just curious people as opposed to serious people. People that maybe want to sell, as opposed to people that have to sell and they are truly motivated. And these are not truly motivated leads. For example, if you refine your retargeting, right? If you refine your eye copy, your messaging, your angle, your offer, and your funnel, you will qualify upfront and then ultimately get the most possible highest amount of qualified leads. And it's okay to pay more for these. Okay.
Now, the weak midpoint right now is the lead intake and the sales process. What does that mean? The the the midpoint would be the lead comes in and sits, maybe you call once, maybe your CRM sends an email, but they ghost you. So to fix this, for example, is speed to lead, generating live transfers, generating appointments, making sure that they actually show up, indoctrinating them before the the appointment happened, two to five minute follow-up rule. Uh, so doing three three calls back to back same day whenever as soon as the lead comes in, right? Being able to get them on the phone within 60 to 120 seconds, right? Uh, as soon as the lead comes in and just having a system to get people on the phone, right? And being able to indoctrinate these people, elevate the trust that they need in order for for for them to trust you. Okay. And ultimately actually having a human triage. The other, the other component would be like doing AI triage. So you could implement AI systems to make this happen, and we can walk through all that stuff. How that look like there's a few people that we ultimately have used or tools.
And the weak high point, for example, the offer conversion. This at this point, you made the offer, but they need to think about it, right? Happens when your discovery was shallow, you don't have a strong discovery, you don't have a strong frame. Sellers take over the frame, they take over the sales call, and they just do whatever they want with you, okay? They do a more of a logical, uh, price-driven type of conversation as opposed to like emotional driven conversation. In order to fix this, you can, you got to master sales. So, for example, NPQ, understanding timeline, condition, motivation, price, but ultimately being able to find gaps of people emotionally, not just logically, because people don't make decisions logically. People make decisions emotionally and then they justify logically. So, make offers that fit the seller's story. In this case, for example, if you're just a one-trick pony with wholesaling, you're dead in the water. Okay?
All right. Let's keep going. And the next one is weak lockup. So, closing and follow-up. So, if they said yes, but never signed, or they ghost after verbal commitment, you probably have a terrible onboarding process. You probably have a terrible closing process. You could use urgency triggers. Disqualify with confidence. Ultimately do, do, do, do takeaways. Create a path to close with soft deadlines. Make sure that you have a handoff, a handshake with your operational team that is going to make sure that this, this is going to be closing, right? And have a six to 12 month nurture automations live in your CRM as well, and making sure that you establish a very real connection with the seller.
So, each one of these weak points requires their own specific methods of fixing, right? So, for example, to increase, uh, so or decrease your cost, to improve your cost per acquisition or cost per deal on the lead genen to get more leads at the best possible price. There is different constraints that you may have right now that you're not aware of that we're, I'm going to be able to walk you through, you know, one sheet of big constraints on every single stage of the funnel so that you actually are able to diagnose this and reverse engineer it.
So, the whole point of lead generation is to get leads at the lowest possible possible cost with the highest percentage chance of these people to convert. So, the most qualified lead possible, right? And there's many ways to actually qualify people for to understand how, how qualified they are. But here's our framework to get more leads. So we start with paid ads. Paid ads has the biggest TAM because we're going to be able to run ads and everyone is online. Literally, everyone is online. They say there's there are statistics that about 92% of people start a search online to be able to figure out a solution, right? And then about 70 plus percent of people make actually start working with someone that they trust online, whether that they ended up going to a website with lawyers' website, realtors' website, of real estate investors, whatever, right? The second one is posting content. Okay. The third one is warm outreach, and a lot of you guys are already doing this one. And the fourth one is referrals. But each one of these, even though they are different ones, they're going to give you more leads, the quality will be different. And from when you go from top to bottom, it's more leads and bottom less leads, higher conversion on referrals, right? Less conversions on paid ads, but in terms of conversion ratio, but your TAM, your target, you know, your addressable market, it's going to be much greater when you go upstream. Okay.
Now, it's going to cost a lot more for you to acquire a deal when you're running paid ads. I'm telling you right now, it's going to cost less when you're posting content, whenever you're doing warm outreach to realtor, or whenever you're doing outreach, uh, cold calling or whatever, referrals, SMS marketing, it's going to be costing way less, but it's highly scalable because the TAM target addressable market is much greater. Okay. Now the key here is that if you want your real estate wholesaling and investing business to actually grow, you have to have all of them in time. So, for instance, as you see here from top down, paid ads, posting content, warm outreach, referrals. These are all different methods for you to generate leads and acquire more deals, right? And in the bottom one, you're going to have referrals, whether you know people send you leads or deals. And then warm outreach could be agent outreach, SMS, cold calling, you know that posting content, whether that's your website SEO or so on. But paid ads, the biggest one is that you have a much larger TAM target addressable market. So you're going to be able to actually target a lot more people than any any of these. So if you run paid ads, it's going to get you more eyeballs and leads and recognition than any other step in this funnel, and it's going to drive a lot more organic leads to your website and social media because it's going to help you go to one to many. This is how you leverage media properly. Okay.
Now, for instance, here, if you're posting content, it's going to make our paid ads or any paid ads that you run a lot more effective. So, for instance, if you're doing SEO, right, paid ads is going to help you with the SEO. If you're doing YouTube video posting, it's going to help you with that. If you're doing social media, it's going to help you with that and create way more warm outreach opportunities than the other before. Even if you get only if you can actually do warm outreach, posting content, or paid ads. Okay? So, the best way to get more leads guaranteed is really running paid ads. But if you do this wrong, you're going to waste a lot of marketing spent, right? So, it will get the most amount of leads for less amount of effort, also known as ROI. So, here's a graphic of effort and potential ROI. Paid ads is the least amount of effort, the most amount of potential ROI for your time and money because the other ones will take a lot more time, a lot more effort to actually get, even though they have a higher conversion rate and potentially less cost per deal. Now, which is why it's at the top of the funnel with the right offer, the right creative, the right copy. It's the engine that drives the rest of the funnel. Paid ads.
The platforms that are the best for wholesalers and flippers are these ones. So, there's one called the tier one platforms. These platforms are only going to be Instagram and Facebook. These are tier one. This is where a lot of wholesalers, if you do this wrong, will get a lot of deals. Now, tier two platforms, it's going to be Google, Google PPC, search terms, you know, ultimately being able to search, have intent-based search, you paid advertising. In some markets, tier one platforms will be Google. It, you will flip depending on the market where you are. So, for instance, it's really, really good for you to do Google advertising in a lot of parts in Florida, but also it's really good for you to do Facebook advertising in a lot of parts of Florida. I know a lot, I know a lot of people, they've been running Facebook ads in Michigan and they non-stop are getting a lot of really good leads. That's where I actually got started. And Google ads is a little bit more expensive. And so markets, Google ads is going to be the top, the tier one platform. The platforms that are the best for wholesalers at the end, it's going to be these ones. Tier three, it's going to be TikTok and YouTube. These are other ones that you can ultimately test. We, we also run a lot of these, uh, paid advertising campaigns as well for our clients and for our payer lead platform.
So now I would say if you master this first, which is Instagram and Facebook, you will be able to actually get something going. Before we do all of them, we need to actually become masters of only one thing. Has anyone ever told you that in order for you to become great at something, you have to focus on only one thing? Okay. So I recommend that you master these ones first. Instagram and Facebook, which is tier one platforms that you can ultimately master. Yes, Google is another good one for different markets, but in this course, we're going to go over Facebook. Then you ultimately start testing Google PPC search type of campaigns, right? And finally, tier three, which is TikTok and YouTube shorts.
For ads, for ads to work best, we're going to need three things. Let's walk through that. One is a grand slam offer. Two, a stall. Two, a scroll-stopping creative. And three, a great copywriting. So, if you have all these three, these are the great components for the ads. Now, we spent over eight figures finding the best offers for real estate investing, wholesaling, and flipping space. And here's the thing, they all include these components. They find short-term outcome, minutes, seven days, or 14 days, convenient terms, and extra money in the pocket specifically. And they follow the VA value equation. So this is what Alex Fromosik has coined, which is the value equation of the dream outcome multiplied by the perceived likelihood of achievement divided by time delay and effort and sacrifice multiplied. Right? And this what ultimately tells us is that we can ultimately include cash offers, speed, and security offers, higher terms, or more money, extra money for moving out, or extra money if they actually qualify. Maybe giving them $1,000 to move out. Maybe giving them $7,000 over any other real estate investor they would give because you have the ability to novade creative financing or just full price, right? Or top dollar, close to top dollar. Okay.
And creative falls in the creative falls into two categories and videos. For images, we have to make them scroll-stopping. So, for example, a house, a human. Now, with AI, you can create all of this using CHP or other AI, you know, AI technologies out there and put the offer at the headline with the benefits in the creative. I created an entire, uh, an entire session about this. There's an entire module that talks about creative. Okay. It is very easy to quickly make a lot of images to test in Canva using this framework. Now, once again, we have videos and static creatives. The the rule of thumb is that I actually test about 20% of static creatives with 80% of videos every single time, and it gives me really the best results. And sometimes the static creatives actually outperform the the videos. Now, they may not indoctrinate or, you know, pre-sell through a video because they're not watching the video, but it definitely gets attention. And as long as you have a great funnel and a good landing page that ultimately indoctrinates and ult pre-pre-sells the idea of them working with you, then you're going to ultimately, uh, increase the quality of the lead. I'm going to go over that.
Video ads are a bit more broad and what works because a lot of it depends on current trends on platforms. So, for example, I'm going to give you a few examples and a few templates. We have here talking heads. We have here selfie walking around the property. What we [snorts] have here full body, right? Interviews with testimonials or case studies with clients and so on. But here are some of the angles that you can actually test for your ads. Top trends with a call to action. So you'll see in social media the top trends, direct to camera pitch, which is ultimately a talking head, walking through a house as you talk and ultimately getting them attention and changing scenes. Plan testimonials. No before, after. It's just stories and crew working on a house as we have sellers being paid, for example. A hype sequence video with sequence text overlay for pitch, okay? And a call to action. And a big check sequence video. So, for example, like you're giving big checks to your clients inside of title company or in your office and so on.
All right, let me quickly walk you through the different ad examples that we have using video. And this is where the short-form funnel actually comes in. Whenever we're working with short-form video advertising for our clients or for ourselves, we categorize and put together the different formats of type of videos that you would see. So here some examples of clients actually running different type of videos as you saw on the slide. Well, there's different type, right? There's different formats, talking form. So let's walk you through it. So there's t So there is talking form. So the example is, for instance, someone talking in front of the camera like this one right here, where be some sort of selfie style, but just in front of the camera using a tripod. Right. The next one is going to be audio b-roll and text. So, this one, it could be just B-roll of you walking through the property, and there is a voiceover and text editing on top of it. The next one is going to be just voiceover. The next one is going to be my story. So, you can talk about your story helping other homeowners. Uh, talking back and forth. So, you can actually literally do back and forth as if you're recording one individual, as if, as if, as if it was a skit. You record one individual this way, and then you record the other individual this way. So you talk back and forth with yourself. You can change clothes and so on. Viral type of video. So this is for reaction and talking. So you can react to something that is going on right now. So, for instance, if you're reacting towards like the elections, or you're reacting to something that is happening right now in the world, and then you ultimately will relate it, tie it down to, um, helping homeowners, uh, buy their house. The day in the life. So you can always do a day in the life of you walking through properties, buying houses, and helping homeowners get outside of difficult situations. And it would be a essentially voiceover with B-rolls where you talk about your day in life as a real estate investor and how you have helped other people. Setting changes. So you would just change settings, like, for example, you start on the couch, then you go to the kitchen, then you go to your office, then you go inside the house, outside of the house, and so on. Multitasking will be doing different things such as like preparing coffee, you know, preparing for a contract, having doing a phone call, and so on. Visual, like you could potentially grab visual things, colorful things, or so on, and put them in front of them, whether that's a cup, whether that's a placeholder, whether that's a lighting, something, and you ultimately will just do some sort of visual example. Uh, one person Q&A, for example, well, you would do kind of like podcast format where someone will either like ask a question behind the camera, and you'll just answer as a Q&A. Uh, this is really good for, you know, creating videos in your thank you page that essentially cover everything that homeowners need to know. Uh, posted note reveal. So this is works really well for, um, works really well for B2B, but you can literally have a board and then essentially you have sticky notes. You will just cover certain words, and they'll just essentially posted note and just reveal whatever is inside the sticky note. Green screen. You could be in front of a camera, in front of a person, in a place, and then using the green screen technology of CapCut or something like that, you just change the background. Split screen. Well, you would essentially will have either two views of a screen and so on, whether something is happening right now, third-party view, first, you know, first person, or there's a B-roll going on. It's the video, it will be a reaction and something else.
All right. Uh, the other thing is like things that sellers would say. So here's a few examples of what clients have done. Um, this one here is, um, seller testimonial and case study. So right here, Tyler, for example, is in front, is right next to the homeowner, asking him about the situation that happened before. How did they find him? And then essentially what happened after they fulfilled on the promise with a testimony, right? That works really well and resells people on the mission. Here, right now, I think this one is also a testim, seller testimonial. Nope. This one is actually with the business partner right in here. This one right here. Uh, let's see. Here you go. It's a female and talking head. This one is walking through the property, and I believe also has some B-rolls. It's actually just, you know, a lot of people's going through the property, walking through the property. That works really, really well. This one right here. Lots of B-rolls and voiceovers. There you go. So, those are the ones that work. Um, I'll be more than happy to send you all this the examples in the course in the, um, in the templates and resources module.
The things that you need to ultimately make sure to to to do in order to highlight in video ads, who you want to call out, right? Who, who is it that you're actually talking to? Um, what they get, the big benefit, and how to learn more about the offer. So, Frank Kern talks about this all the time, uh, what, who is it that we actually talking to? What is it that they want? And how do they get what they want? Okay, so this is very simple framework. There's different frameworks like duh or other frameworks that ultimately work for copywriting, creating videos. But for great copy that converts, here are the nine things we found that needs to be included.
Number one is messaging buckets. So this is the different buckets that you would ultimately have to create and the angles that you would have to that goes all over the ad. The headline, the call out, the offer, the reason why they need to do it, the three bullet, the bullets around the core message and the benefit of the benefit, the call to action, and the PS. I'm going to go over that. The first one, messaging buckets. There are seven types of messaging buckets that we found to work.
Number one is the dream outcome. So, finally get rid of the house, for example, debt-free, move closer to family, start fresh, no more headaches, no more tenants, no more code violations. You see how this is an angle getting them into a pain point or a desired outcome. Now, results. And number two, we help the family sell in seven days, just like Maria or Mary, close in 48 hours with no repairs, inherited property sold without probate drama, no closing costs, no showings. Number three, experience. It felt like a weight off my shoulders. They didn't treat me like a number. I didn't have to lift a finger. They actually listen to what I needed. And this ultimately comes from client testimonials or case studies. And this would be a really great angle. Number four, bit different. We're not, and we're not agents. We don't do listings. We don't do commissions. There's no pressure. We buy assets. We handle squatters, liens, tenants, moving costs, whatever. Right? Uh, number five, selling. Get a cash offer in 10 minutes. We'll buy your offer directly. You need to close fast, we can do it. You don't pay a dime. Number six, unique mechanism. So, this is the unique selling proposition. We help you skip showings, agents, and delays. Our team works with attorneys, private courts, and city inspectors for you. We've got private buyers ready today. A good one that I like for unique mechanism is like we have this new home buying program that helps you buy, that helps you sell your house fast and a higher terms where it's closer to full price. Number seven, sustainability. Hundreds of homeowners helped in your area, still going strong after seven years, buying in South Florida. We don't just flip, help you move forward. So those are all different messaging buckets and angles that you can actually take.
So number two is going to be the headlines. And here's three types of headlines that we found to work. Offering copy with subhead or hook. So, for example, we got here right here the page, right? The page, it could help as a headline. And then we have all the way on top the offer. We're actually talking about the offer. We're talking about the things that we can do for them. This is the type of headline that we're talking. All right. So right in here, get cash offer for your home in 24 hours. Then, hey cities, or you're calling out your audience. Okay. Now, this number two is offer in placement. So right in here. So $7,000 more than if you list it, guaranteed, or I'll give you $5,000 on top of your cash offer, or, you know, we buy as is, $1,000 extra, $1,000 to move to move in, or to move out. Okay. And the offer ultimately in the ad. So, make sure that you put the offer in the ad as a bold headline. Okay.
Number three, call outs. There are two types of call outs and we found to work. These are the ones. Okay. Who you want. So, essentially, you call out your audience, the people that live, for example, in Dallas and San Antonio, right? We're willing to pay more for the properties. We help property owners in all kinds of situations. So, number two is who you don't want. So you can always say who you don't want. So they actually are filtered out with your copy. Okay.
Now, the offer. This one is an easy one because you should just include the name of the offer, of the method, of the unique mechanism, and the big promise. So, for example, well, this one doesn't necessarily have it, but you can have this home buying method have helped over a 100 homeowners in your area sell their house in less than seven days, and we're going to be able to give you top dollar for your property, for example. Or, you know, hey, we got good news and bad news. Good news is that right now there's multiple multiple buyers for your market. And so, there's different ways to actually put your offer, whether that's in the top of the text in your creative or right here in the headline.
Number five would be the reason why. So, I don't know if you know about this, but whenever people have a reason of doing something and the reason is explained, um, and ultimately, and I don't know, maybe you want to get a discount or some sort of good deal for some sort of product, there always should be something to do it for. Whether that's celebrating a birthday, celebrating a holiday, celebrating a special event, a special day, something that happened, an occurrence, whatever. So, when you make a crazy offer for a reason and you explain the reason, people will take it even more seriously. That's how it actually, that's what works. Um, so, for example, fast cash, flexible terms, no repairs. Sellers will be ultimately skeptical if they're not given a reason. But you need a reason why, so don't think it's too good to be true. Read about this. It's a study done. Literally, human psychology tells you like whenever you actually have that reason, you will follow that person. That's why you know you got Black Friday and you know all these holidays every single time that there it happens, you ultimately, um, now are going for it because there's a reason. So, for example, at the end of every month, you can ultimately give a reason why, or at the end, for instance, at in your ad, you can actually explain the reason. So, for example, right here, hi, I'm looking for three homeowners in the city, uh, who need to sell the property quickly. We're testing a new program where you can sell assets with no commissions or showings, and it will even let you stay for up to 30 days after closing if needed, and we'll guarantee you $1,000 on top or whatever. And we're only doing this for three properties this month so we can collect honest feedback and show proof of how well it works. That's it. No catch, no gimmicks, just looking to improve and help more sellers. This is just one example, and it could be also applied to different reactivation campaigns that you ultimately would do.
Number six, the three bullets under core message. So these three bullets should include feature benefit. So, for example, what'd you get? Sell your house assets, skip repairs, cleaning, or showings, no commissions or fees. Keep more money in your pocket. Get up to 30 days to move out after closing. And much, much more. And here's what to expect. A fast, hassle-free, no agent listings and open houses. A fair, no obligation cash offer within 24 hours. Tons of support to ensure that you're not just selling, but getting a piece of mind. And you can always improve this offer. There's going to be an entire module that talks about the different offers that we have actually run that you can actually run too. Okay.
And number seven, the benefit of the benefit. So, sell fast, no hustle, for example. That sounds nice, but no one really knows what that actually means or guarantee whatever. No one really knows what that actually means. And what it actually means is that if we agree on a price, you won't need to lift a finger. No cleaning, repair, showings, or open houses. If you're in a tough situation, behind on payments, relocating, inherited a property, or just tired of dealing with it, we'll buy it as is, close on your timeline, and even let you stay 30 days after closing if needed. It's not just about speed, it's about peace of mind, control, and getting your time and sanity back. So, for example, another one, cash in days, not months. So, imagine waking up on Monday stressed about bills. And by Friday, you've got $30,000 sitting in your bank account. No listings, no waiting, no BS. You're no longer thinking about fixing the roof or chasing down a flaky tenant. You're thinking about what's next. Pay off debt, help your family, start fresh in a new state or city. And the best part, you didn't have to wait three months, clean the house, and beg a buyer to f to show up. So, benefit of the benefit.
And the, and number eight, call to action. So, tell them how to reach out and what happens next. So, if you want to sell your house fast without stress, click below and tell us about the property. Schedule your no-pressure cash offer call. And don't reach out if you don't love dealing with. And PS, don't reach out if you love dealing with agents, repairs, or open houses, so you see how we're filtering it out. And the last part, the PS. So, the seven PS. So you can ultimately use it for seller-facing messages. Damaging admission. We're not the biggest company in Florida, but we're the ones who actually care and follow through. No low balls, no names. Reinforcing the call to action. If you're still thinking about selling, reach out now. We can give you a no-obligation offer this week. Scarcity. We're only working with two more homeowners this month. If you're serious, let's talk. Authority. We've helped over 500 families avoid foreclosure, get out of bad tenants, and sell stress-free. Call away. If you're stuck with a property you don't want or don't know what to do next, let's talk. Number six, make them feel good. You've made it this far, and that means you care about solving this. That's powerful. Number seven, positive association. If this message resonates with you, odds are we're the right buyer for your situation. And ultimately, you can also call out the different people that they associate with. For example, I don't, it could be the news, it could be some sort of nonprofit organization, it could be like a bigger person or a community that you could be associated with.
There's an overall guiding principle I learned a long time ago in copywriting that you guys should know is that every word must earn its place. Everything that you say has an actual meaning, and different people have different meaning for things. So that's why you have to make sure that copywriting is literally fifth level greater. So, so fifth grade level. So essentially, you want to talk like if you're talking to a 12, 12-year-old in advertising. Okay. So, every word must earn its place. The key here is that we all understand the framework, the system, the what we need to do because once that's known, the tactics are simple to learn. Okay, so that's ultimately the crash course on running ads. We're going to dive into this course even deeper and go into different frameworks and templates. I hope that you loved it. We're going to give you the best playbook for advertising for your wholesaling business. Let's get it. Get sellers. Remember to go to this platform where you're going to be able to find the best motivated sellers online and appointments from motivated sellers that came from different sources like Google, Bing, Yahoo, Facebook, Instagram. Yeah, and YouTube. All right. So, hope you guys have an amazing.