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Loan Officers: How to Get More Exclusive Leads + More Realtor Referrals - YouTube
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[1]
what's up Andrew Paula Kerr and the CEO
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and co-founder at lead pops comm I'll do
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a quick video talk to you about a
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solution we've developed that's really
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exciting to help you get traffic to your
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funnels right traffic is a key piece of
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this when it comes to being successful
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you know the lead funnel is a great
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mousetrap it's a great way to actually
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capture people that are hitting your
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page hitting your site and convert him
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into leads the idea of those you got to
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get traffic to these things and the more
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traffic you get the more quality traffic
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you can get the better your results are
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gonna be so you can of course add your
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lead funnels to sites like Facebook and
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LinkedIn and you know other directory
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style websites you're your own personal
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website of course is super important
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your blog links and videos those kinds
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of things and in most cases those are
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just like a link or a button that you
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can put on a page that'll link directly
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to your funnel now what I want to share
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with you is something called the sticky
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bar this makes it really really easy for
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you to add a compelling call-to-action
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message to just about any website that
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you can access the code to and that just
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means simply for example if you log into
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the backend of like a WordPress website
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got an area that you can just add some
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snippets of code things like you've seen
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these like chat widgets stuff like that
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that's what I mean when I say add code
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and the sticky bar solution is a very
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similar type of tool it basically allows
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you to add the sticky bar to any website
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with a little snippet of code and it
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creates this banner at the top or bottom
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that's just pinned to the page with a
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compelling message that's gonna drive
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visitors directly to your lead funnel so
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without just further ado let me actually
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show you an example of what it is I'm
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talking about so this is a demo real
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estate agent website and realtor
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websites are some of my favorite
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websites to get the sticky bar on
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because you can of course put your lead
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funnels and your sticky bars on all of
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your own stuff that's that goes without
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saying you got a plasterer this stuff
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everywhere you can you know your blog
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posts again your email blasts your email
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signature all of your content the home
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page of your website you want to link up
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your lead phone
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the same way Quicken Loans is doing it
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the same way lower my bills and Lending
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Tree and Zillow links to their long form
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throughout all of their content they're
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always pulling you back into that lead
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funnel that questionnaire that collects
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information what the sticky bar is going
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to allow you to do though is place this
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banner on other websites so it's not
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just your own assets but look for
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partnerships for example real estate
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agents are some of the best partners you
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can get you a lot of of course a lot of
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you already know this but teaming up
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with them and actually getting your
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sticky bar installed on their websites
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is gonna do wonders for both of you it's
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not just a what's in it for me
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I'm the mortgage lender let me put my
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banner on your site it's also a matter
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of hey can we team up together I've got
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the technology I've got a solution
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that's gonna help you generate not only
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more leads but better quality leads not
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tire kickers not looky-loo home buyers
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who probably can't afford a house and
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are 18 months out if anything for making
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a purchase so what we want to do is
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bring in a better quality lead a lead
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that provides much more information and
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is much more close to the actual closing
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process so what you're gonna notice on
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this demo site you can't miss it
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I've got this banner that's up at the
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top want to know exactly how much home
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you can afford you've got this little
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wiggle that keeps happening to that
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button that says get pre-approved now
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that's the sticky bar that was added to
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this demo real estate website with a
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quick copy and paste took maybe 30
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seconds to get that on here and the idea
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is it spins to the top of the page so as
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I scroll down it's always there right if
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I navigate to let's just say another
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section of the site and I start like
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looking for homes I go to the home
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search section or I'm actually looking
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at listings that banner is gonna follow
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you around the page and the idea of it
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is to pull you off of this website and
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pull you let's click on it directly to
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the long form lead funnel that you've
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seen so many times and the idea here is
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now we've got traffic off of that real
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estate site we've pulled it into the
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lead funnel we're tracking it so notice
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this little snippet up here in the URL
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bar this is now tracking this visitor
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back to the specific page they came from
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on that site so you know hey if they
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were even looking at a specific listing
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on that real estate agents website when
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that lead came in you're gonna know
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exactly the page that the visitor was on
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when they clicked on that get
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pre-approved button so when this lead
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comes in you're able to now make an
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introduction to that real estate agent
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and also obviously use these leads for
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your own mortgage world so you've got to
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in this case burn the candle at both
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ends you're using real estate agents and
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their marketing efforts to team up with
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them to drive traffic to your lead
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funnels to get leads for yourself but
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then you can turn around and actually
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share those leads with the real estate
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agents that you're partnered with so
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it's a win-win situation for everybody
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and a lot of times people are asking
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well how do I get traffic to my lead
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funnels well this is an awesome way to
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get really high quality traffic to your
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lead funnel traffic you don't really
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even have to pay for and the idea is to
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partner with agents who are already
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getting traffic to their websites
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there's plenty of them out there you can
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do a Google search in any given market
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for let's just say something like San
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Diego real estate San Diego homes for
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sale San Diego condos replace San Diego
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with any city or town across the country
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that you're marketing in or that you
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want to do business in and those are the
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agents you'd want to partner with right
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there's no better realtor in terms of a
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producer to look at working with than
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ones that are already doing marketing
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they've got their own websites they're
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already placing in Google even if it's
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not organic placement those that are
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doing pay-per-click marketing that's a
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fantastic agent to partner with they've
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got marketing they're putting effort
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into it they're obviously full-time and
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these are agents that are looking to
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generate leads so if you can show them
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the same kind of approach that we'll
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look at for example with realtor.com
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their realtor com look at this little
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call-to-action banner they say they have
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right here it says be ready to buy how
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much can you borrow get pre-approved
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where does that pull me goes directly
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into a questionnaire that is exactly the
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same kind of setup as you so at this
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point probably no in love with
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the lead pops lead for him right so we
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go into the same exact kind of
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questionnaire now that's gonna collect
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information it's gonna help us figure
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out exactly what kind of borrower we're
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working with so it's really why reinvent
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the wheel let's look at what these big
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companies are doing this is what Zillow
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does with their long form they link it
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to every single real estate listing
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throughout Zillow calm they do this on
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Trulia as well realtor.com is doing it
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is their billion-dollar companies they
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figured out how do you get your clicks
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to convert into leads well you get
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traffic and then you drive that traffic
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into this long-form questionnaire and
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you start asking for information in a
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way that doesn't scare people off you
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don't present a loan application or a
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contact me form on the other end of that
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click because you're gonna scare people
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away so you ask easy questions you ask
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maybe a dozen or more of these types of
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questions and then you get to the name
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email phone number which is the critical
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piece but you can't ask for that upfront
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because you're gonna scare people away
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so you ask the easy questions you
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piggyback off the traffic your real
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estate agents are already getting and
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just to kind of drive this point home to
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show you how much more opportunity you
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have on the real estate side of things
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versus the mortgage side of things this
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is a tool called SEM rush it's gonna
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show you how much traffic for any given
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domain name or keyword that you want to
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put in here okay I've got a paid
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subscription so I've got access to some
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of this stuff I think you might be able
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to run a couple searches for free before
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it's gonna try to get you to upgrade but
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on my screen you're gonna see I've got a
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search for San Diego mortgage okay just
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to give you an example of how often that
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key phrase gets typed in how popular it
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is we got a search volume here of 170
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170 total per month for San Diego
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mortgage a lot of mortgage people would
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think San Diego mortgage man if I'm
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located in San Diego and I was number
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one for that key phrase oh man I'd be
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made that's all I need I'd get so much
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traffic and so much activity as a result
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of being number one in Google for San
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Diego mortgage unfortunately that's not
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the case if you're number one you're
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probably only gonna get about a third of
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the people that are typing that in will
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actually click on the first spot that's
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about a rough estimate of the
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click-through rate for the number one
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spot for any given search phrase so 170
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get about a third of those so maybe what
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55
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sixty people might click on your site
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it's not all that exciting when it comes
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down to it if you've got Google
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placement for a mortgage key phrase or a
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few mortgage key phrases awesome would I
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put a whole bunch of time money and
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effort into trying to build up Google
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rankings for something like San Diego
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mortgage the returns just not gonna be
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there if you're spending you know
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thousands of dollars a month just to get
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the number one spot for a phrase that's
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gonna get you
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less than a hundred clicks per month all
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right but now let's switch this mortgage
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phrase out with real estate just check
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out the comparison for real estate
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versus mortgage and let's just see what
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happens it's a pretty big difference
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it's showing us a search volume of nine
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thousand nine hundred times per month
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for the real estate equivalent of San
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Diego mortgage right so there's a lot
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more people looking for real estate then
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there are people looking for homes for
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sale someone's gonna ask me hey how do I
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get traffic I would say let's go after
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some real estate keywords right but as a
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mortgage lender if you've got a real
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estate keyword going to a mortgage
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website that's gonna be a disconnect
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you're gonna get people that'll click
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and immediately click off of it because
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there's not really much for them unless
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you have like a home search you have idx
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built into it and all these other things
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so the other way to do it is let's
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partner with real estate agents which
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we're probably already I hope we're
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already doing that anyway and we're
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understanding the importance of having
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two three five ten good real estate
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agents that are consistently referring
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as clients that are producers that are
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full-time in the business those are the
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types of Realtors we want to go after
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right and if we're looking at building
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new realtor relationships let's look at
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the ones that are already doing
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marketing the ones that are for example
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on the first page of Google for
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something like San Diego real estate and
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it doesn't matter if it's not organic if
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the first page is taken up with realtor
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calm and Holmes comm and Zillow and all
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these big portal websites look around
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the edges for the ones that are doing
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pay-per-click they're paying to be there
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those are fantastic partners for you to
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work with to get traffic to your lead
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funnel then again you can just show them
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what these big companies are doing in
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terms of how they link to this long-form
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questionnaire and you can do the exact
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same kind of thing so the beauty of it
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is that call to action mess
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it can say whatever you want it to say
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there's an admin panel with lead pops
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that gives you total control over for
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example what that message is gonna say
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right here I can customize that to say
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hey want to know how much home you can
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afford or maybe we want to piggyback off
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what we see realtor cons doing I'm gonna
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copy this message right here ready to
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ready to buy how much can you borrow
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same thing again why reinvent the wheel
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so I'm just gonna save that and because
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that code is already installed on this
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website I don't even need to do anything
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other than change that message in the
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admin panel of the lead pops funnels so
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you can see in real time that change
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takes place and in fact what I have is
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again a link that's going to now link
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you directly to the funnel I've got an
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example I've set up for this one for one
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of our big partners fairway so this is
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just an example of how they do it a lot
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of times they like the co-branded look
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where I can have the mortgage company
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look and the real estate partner logo
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kind of co-branded here together and now
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we're using that website to drive
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traffic to the lead funnel we're able to
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partner with the real estate agents were
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able to get them more leads better leads
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than the leads they're getting from
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their MLS registrations those are
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typically garbage you know any good
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realtor will always always tell you that
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hey I would like to get less good leads
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than you know to 300 leads a month of
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tire kickers naming me on phone number I
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have to dig through so the idea is let's
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get you multi two data points multiple
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data points
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let's get you more of these kinds of
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good quality leads the leads that are
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within 90 days of closing is what we're
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looking at here is the people looking
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for financing the people that are trying
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to get that part of things figured out
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are a lot closer to the closing process
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than those who just started on their
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home search journey so you know both
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types of leads are great but when it
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comes to what's gonna close quicker and
[780]
what you want to put more effort into
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these are the leads that are the bread
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and butter these are the money leads
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look for partnerships with your real
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estate agents look for ways you can get
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their traffic to drive traffic to your
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lead funnels sharing the leads with them
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do it in a RESPA compliant way you've
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always got to make introductions with
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this kind of stuff it can't just be
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giving them leads of course but then
[800]
when there
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bringing the traffic in that website to
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the table and you can bring the lead
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funnels and the lead capture technology
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you can marry these things together it
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works beautifully we've got thousands of
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leads per month getting generated all
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over the country as a result of this
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partnership approach to get traffic to
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your lead funnels super easy as you can
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see and in the backend of the lead pops
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funnels it's this little code right here
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that I just generated if I just copy
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this to clipboard I can log in to the
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backend of many websites if not most web
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sites I'd say 80 90 % of sites out there
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where you can log in to the backend and
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you can add a script or a snippet of
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code just like it kind of like a chat
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widget type thing exact same scenario if
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you can put a chat widget code on the
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site you can put this little sticky bar
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snippet and that's gonna pin that sticky
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bar again to either the top of the page
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or you can see in the Advanced section
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I'm gonna just pin it to the bottom just
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for fun just so you can kind of see what
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the difference is on the actual website
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so if the agent maybe doesn't even want
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it to be at the very top we can add it
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to the bottom now you can see I've moved
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that sticky bar to the bottom of this
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site and this is just a Squarespace site
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there's tons of these types of sites
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Squarespace Wix real geeks boomtown
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commissions Inc all types of different
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WordPress websites so many different
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sites out there that you could get your
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sticky bar on the more the better
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Realtors builders other referral
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partners that you can team up with and
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then of course use these leads to build
[882]
your business but also sharing these
[883]
opportunities by making introductions to
[886]
your referral partners that's how we can
[887]
get more referrals as a result of the
[889]
leads that you're generating as well so
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stuff is super exciting it opens up the
[893]
doors to not just getting the funnels
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and lead capture technology in your own
[897]
marketing world but also looking at
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other business partners you could and
[901]
should be teaming up with to work
[903]
together to drive traffic
[904]
doing the same thing realtor.com Zillow
[906]
Trulia all these big companies have
[908]
figured out you got to drive traffic to
[910]
these long-form kind of survey
[912]
questionnaires it's the best way to get
[913]
leads you get more information
[915]
you don't scare people off you get a
[917]
much better return on all the
[918]
advertising dollars you're putting out
[919]
there so sticky bars awesome take
[922]
advantage of it it's just one of the
[924]
many tools we provide at lead pops it
[925]
lives right inside your admin panel it's
[927]
ready to go day one our team is working
[930]
with our clients as well on making
[932]
installations
[934]
teaming up and assessing real-estate
[935]
agents that are the right kinds of
[937]
partners so you've got a personal
[939]
marketing advisor at lead pops who's
[941]
gonna be working with you on this kind
[942]
of stuff it's not just like hey here's a
[944]
cool tool go figure it out we're here to
[946]
partner with you show you how it works
[948]
teach you how to get this stuff going
[949]
before you know it's going to be second
[950]
nature you're gonna be using sticky bar
[952]
as a way to drive business not just more
[954]
internet leads but more referrals from
[956]
your referral partners consistently
[958]
thanks for checking out the video I'll
[959]
catch you real soon
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