How We Use Google To Win Ready-To-Act Buyers And Sellers

We break down how to turn high-intent Google searches into real estate clients using Local Services Ads for pay-per-call leads and Business Profiles for trust and visibility. We share setup steps, ROI math, verification tips, review strategies, and the call-handling system that keeps you ranked.

• Difference between Local Services Ads and Business Profiles
• Why pay-per-call beats pay-per-click for intent
• Statewide reach with LSA vs hyper-local maps
• Exact setup order and branding that travels with you
• NAP consistency and mirrored profiles
• Reviews cadence and reply strategy
• Disputes, spam calls, and AI monitoring
• Answer rate benchmarks and 24-7 routing
• Video verification tips for GBP approval
• How AI search still relies on strong profiles

Reach out today for more Information!!

Transcript

Welcome, Credibility, And Agenda

SPEAKER_01 0:35

There's a lot of information.

SPEAKER_05 0:40

Perfect. All right. Well, I will continue to let people in as they come and I want to honor the time of the people that are already here. So when it hits 9 30, and I'm gonna take any are you okay with I let any notes record as well, Michael?

SPEAKER_01 0:58

Sure, sure, 100%. Yeah, send the note takers ahead of them. So we can we can be three places at once.

SPEAKER_05 1:09

See wonderful. All right. So I have you as a speaker. Again, I'm gonna continue to let people in. They're flying in, but you go ahead and take it away, Michael.

SPEAKER_01 1:21

Excellent. I'll have the I'll have screen share, Angie, right? When I when I need it.

SPEAKER_05 1:25

You should, yes. Let me make you perfect.

SPEAKER_01 1:28

That's a co-host, maybe. Yeah.

SPEAKER_02 1:31

There you go.

SPEAKER_01 1:33

Awesome.

SPEAKER_02 1:34

Well, great. Well, good seeing everybody this morning. And welcome. My name is uh Mike Wiseman. For those of who haven't yet met. I of course for the XP Realty. I am based up in Maine. So I think some of you folks are probably from Minnesota. So maybe we share some weather things in common there. It's been a little warmer the last few days here, actually hitting 40, which has been feels like spring almost compared to what it was. So that's been that's been really good. I run a team up here, so it's called Real Property Team. And I've been with EXP for five years. So some of you also may know that I have six children, and five of them are licensed with and agents with EXP. So I'm still waiting for the most children exp award. Haven't gotten that one yet, but I always joke when I see anybody in leadership on that. I've served on a national agent advisory council for EXP for the last two years. I'm sorry, not another term right now. My icon three times was icon of the year in 2023, which is a big honor and a surprise, but that's was was super cool. And what I'm gonna show you today has been a really large part of my team's success. And so I'm really gonna keep it as uh there's a lot to go through here. We want to do it in about what a half an hour, right, Angie? Something like that, thereabouts, then let you have time for QA.

SPEAKER_05 2:58

Yes. So if you could go a half hour to 40, 40 minutes, that'd be great.

Why Google Search Beats Browsing

The Google Stack: LSA vs Business Profile

SPEAKER_02 3:02

Yeah, so we're gonna go pretty fast. Okay, we're gonna be talking about Google this morning, yep, and really going over you know what you should be doing with it, how it how it's worked for us, how it's working for their agents. I'm gonna go through some of the things that you need to be doing to really get it you know set up for yourself. And I and I kind of look at these types of webinars, these types of trainings as you know, I'm old enough to remember when you got a new software program and it came with a really thick manual, like a phone book size manual. Some of you remember that, like WordPerfect or Word. I see Kelly's nodding her head, right? And some people, younger people are going like that, what's a manual, right? And but they did come with these big manuals. And so it wasn't because you wanted to read the whole manual, but I would always scan through it, table the contents, first few chapters, because knowing the capabilities of that particular software and what had changed or what had changed since the last version was really the important thing to know. And then when a use came up, or you really wanted to use a mail merge, for example, and that became a thing. That was like a really big thing taking you doing a mail merge. Today it's like it's it's just so so basic. You knew it was there, and then you go back and find it. So that's the type of trainings that I'm gonna put for on for you guys this morning. It's gonna go fast, it's gonna be an overview. There'll be a, you know, we're recording it, of course. You can go back to it. There'll be digital notes from this, but you but I'm gonna show you what you need to know, right? You will know what you need to do for Google at this point and and kind of gauge yourself if you get it, if you're at the point where it's working as best as it can be for you. My guess is there's always room to improve it, no room to grow it. But knowing what is possible and knowing what the situation is right now with it will allow you then to dive deeper after this call. Does that make sense? Does that sound like a plan? Okay. So with that being with that intro, let's jump into it. I have a version of slides here that I've kind of tried to cut down, edit down to keep it just the uh there's about 20-ish slides. So we are gonna go kind of fast, but I will keep it in the time frame as best I as best I can. So let me hit the let me see, hit the screen share. You want to share this desktop, and then that should bring up some slides, and then I'll go into present mode, and then hopefully in present mode it won't leave. If you're not seeing the slides at any point in time, unmute, let me know, because sometimes Zoom will do that when you go full screen. You won't see it depending when you logged in. So here, present. Okay. Okay, so I'm only seeing Angie right now, because that's how I minimized it. Angie, you're seeing the screen? Yes, I am. Everybody's seeing the screen? Okay, good. Okay, so here's what we're gonna cover this morning. Here's what you're gonna learn as we go relatively quickly. So, and this is honestly what Google has done for us, and it's still something I do with all the agents. You know, as my role has transitioned more from in production actively to kind of a team lead role, organization lead role. And by the way, my license now is with EXP Commercial. So I we've hybridized our team, a whole nother conversation. Not gonna have that today. This does work for commercial as well. There's a gentleman in Florida that generates almost all his inbound commercial leasing leads off of Google. So really whatever that side of the business you're in, but that's where my focus is gonna be for the next 12 months is really generating a lot of commercial inbound leads and business brokerage leads. So it does work for that too. Okay, so this is what you're gonna learn. We're gonna learn this morning. We're gonna learn how we generate really high. And my son likes to call these. My son Ben, by the way, I'll talk about him, refer to him on and off throughout the call. Of my six kids, he's my youngest son, and he is really the one I'm gonna credit with doing most of this, right? And coming up with most of this. Because six years ago, Google business and Google local service ads didn't exist in the real estate sector. It was a brand new product for Google with about six, seven years ago. It was totally new. Business profiles and Google My Business has been around for a little while longer than that. But this most that we're showing you today is the last five years that's really coming to fruition. And my son Ben was the one that really brought it to our team here when he came and started doing real estate. Now, it's probably about six years ago. Okay. So we don't know how to generate these high quality, we call them come list my house or come rent me and offer leads. And we'll see where that is, right? And just to give you a little bit of foreshadowing, if you think about the type of leads we're going to generate from Google, right, when does someone go to Google?

unknown 7:42

Right?

ROI Proof And Conversion Math

SPEAKER_02 7:42

They don't go to Google to browse. Google's not a social media platform, they go to find something, they go to search something. Really important, right? And so when someone goes there and searches a real estate agent near me, a real estate agent in Minnesota, a real estate agent in Maine or New Hampshire, where I operate, they're generally looking, guess what, for a real estate agent or a realtor, right? Which makes them a very high quality lead. And you'll see, I'll show some data with you on that coming up. So these aren't, these is distinguish it right off the bat. This is not pay per click, get a thousand leads and maybe maybe get one sale out of it after chasing them for a year and a half. People come to this platform and search on it typically in the last six months, sometimes 90 days when they're ready to buy a house. So it's very close to the money leads because they're they're proactive searches. Okay, we're gonna look at the second thing we'll look at today is what is the local service ads, what are Google local service the platform? We'll cover some tips and tricks and kind of must knows to get this running properly. And and finally, I'll give you the framework that we use and how you can really amplify it, right? How your business profile, we're gonna learn that there's more than one platform that Google has. It's a big point of confusion for a lot of agents. They don't know which platform they should be setting up first or how they should optimize. And often they think one is the other, another is the other one. So I'm gonna break that down for you as well. So, with that quick intro, let's progress through the slides. So here's the big message that I give as far as every one of these trainings. And here's what I know is a fact. Okay, if you're not getting found and getting phone calls from GLSA is Google Local Service as. That's that's that's the abbreviation, GLSA. But let's just say if you're not getting found and getting calls from Google, I promise you, someone else in your local market is right, and I know this now because we've set it up for about 300 plus real estate agents, right? And I see agents all the time at the events that we go to at EXPCon, agents I've done this for, in on my revenue share, out of my revenue share. And and some of them will just tell me they can't believe that it's made their businesses. Okay, it made my business, okay, in in Maine. It's why we icon three times in a row in three years. I say that without any exaggeration. And I don't give credit to my son Ben is not in the call, but you'll get a chance to meet him, hopefully, down the line. So if you're not getting the calls, somebody is. And so let's talk about how it kind of got here, right? What the background is and understand this. Okay, Google dominates local search, right? Even as much as AI is taking over and AI is changing things, all search will go to AI-powered search in the next 12 months. It's very clear. ChatGPT is becoming a search engine. But keep in mind, they're still searching the internet. They're just doing and they're filtering through listings and filtering through websites the same as you would. That's what ChatGPT or any LLM, whether it's Claude or ChatGPT, you know, OpenAI, is doing. There it is still going out to Google business profiles, it's going to Facebook, it's going to websites, it is still reading all this information, right? So we are changing our kind of our approach a little bit to make it optimized for AI to read it. Remember, AI is basically doing the work that a human normally would have done. And the difference between an AI search and just a straight up search, AI gives you the answer. Who's the best real estate agent in Minnesota? And it says Angie Gerber is because it read all of the things about Angie Gerber. It read her reviews, it read her profile, it read where she is, what she does. And it and it it, if that was a match for your query, it is. So everything we're talking today is still very applicable in the AI space. So don't get kind of off track. You'll you will hear people say you have to change the way you do things and change, get found on AI, you know, AI optimization, SEO. It's not really the case. AI is looking on the internet, right? That's it's that's what it's it's a search engine, but it's just processing information. So Google has invested heavily in the last seven or eight years to build up its platform to become, this is really key, the most trusted source for finding local businesses. And that includes real estate, of course, but service providers. And even today, if you go, if if if any of us went to a totally new market and needed to find a roofer, or I mean, I I'm I'm looking at solar from my house right now, okay? I Google, right, best solar companies near me, right? I and I got the Google listings and I read the reviews. So Google is still the go-to search engine, even for the AIs. That's supposed my point there, right? So so the AIs are not so they're still searching on the web and they're still gonna look at Google. So and they've investing heavily, Google in becoming the most trusted source. And this explains why I'm sure there's someone listening to this right now that has had trouble getting verified. It happens all the time. We talk to people every month, every week, that are having trouble getting verified. They're stuck somewhere in the process. The reason you're they're stuck in the process is not that they've done anything wrong, but Google has set the bar pretty high for verifications because they're defending their platform. If they let their platform just become open to anybody that can simply set up a business, so to speak, then it becomes not trusted. And so they make sure that you're actually local, you're actually doing business where you say you're doing business, but the address is a real address, it's a real business, and they'll verify it. And they and they make us go through hoops sometimes a lot of ways that feels kind of outrageous, but realize they're doing it to protect the integrity of their platform. Okay. So, you know, this is how I built my business, like probably a lot of you did too. If my son likes to call the hamster well the marketing, what Ben calls it, and we all can agree with that too. And it all these things still work, right? Cold calling expired, right? Listed a million-dollar expired, you know, yesterday, day before yesterday, with one of my newer agents that we have cold calling. Expired still work, door knocking will still work, right? I don't generally buy leads, but when you do, they're the referral fees are going up super high. Obviously, FISBOs are gonna work, open houses are gonna work. Not suggesting anybody stop any of this if it's working for you. Always take what's working and do what's working. But here's what I know is that this also is something that you need to constantly pour into. It is a hamster wheel of marketing. If you can get the phone ringing in inbound leads and take what's coming towards us, then obviously life can get a lot easier, right? So we want to like when Gretzky quote there, skate to the puck is going not to where it has been. And it is definitely going towards inbound attraction, inbound marketing, right? We could go into some more detail, but let's say call calling, as much as I'm I built my business cold calling. I was an expired listings. I listed 21 listings my first year years ago, calling expires. Okay, the do-not-call list is changing all that. It it's it still is there, it's becoming more challenging. And let's let's face it, right? As much as I like the using the telephone, circle prospecting, all that's changing. And so if you're not getting up on these types of platforms, then you're gonna be left behind. And also you're not relying on the refer on the portals. So this is just a very high-level overview slide. I actually haven't gone back in a while and totaled it all up. But since about 2020, when we really went big into this, we have closed far more than 100 transactions off inbound calls via Google local profiles. This is my team personally, right? When we first launched this, we closed 30 deals in six months off of Google. And when I say that, I mean literally someone called and said, I have a home to sell. Can you help me? I need to buy a property. Can you take me out to show me homes? And even today, when we see the these calls come through, there's not, they're not like they used to be. I mean, just I won't sugarcoat that. There's more competition in the marketplace right now. There's more agents that are doing this. But like most things, most agents are not doing it correctly or doing it well or doing it consistently enough. And we'll talk about that in a little bit in a few minutes. But these calls typically convert at a 10% or higher rate from the very first call, right? And that typically means every 10 calls that come in, we're generally getting to a closing table in typically just over three months. Remember what I said in the beginning of this slide. Someone's searching for a real estate agent to speak to someone, to an agent, they generally have a property to sell. They're not just bored in line, you know, at Trader Joe's trying to kill some time, scrolling social media, calling real estate agents because no one wants that kind of abuse, right? No one needs to talk to an agent unless they have to talk to us. Let's face it. So these are ready-to-go people. Okay, they've read your reviews, right? Your business is what Google says it is. Let's face that. It's Tom Ferry says that. And consistently, we've made about 13 times ROI on this, right? And in in some in recent years, I've spent up to$20,000 or more on paying for these leads, the LSA leads. I'll talk to you how they how they get charged. And we've we've generally been at least 13x that in GCI. So, and it's very consistent, right? So, if every dollar I spend, I'd make$13. Every thousand is$13,000 in GCI, right? Right? How many phone calls do you want from that? How much would you invest into it, right? As much as you possibly can. And this is what we've done. And now, you know, throughout throughout my my kind of broader network, this is what we are doing. So is it what it was then? No. Like literally 30 30 deals in six months. That's because we were the first real estate agents in my state to run Google local service ads. There was nobody else. And I'll talk about that in in a couple minutes.

unknown 17:54

Okay.

SPEAKER_02 17:57

So I'm gonna skip. Oh, well, this is this is a slide that Ben put in there, but it's not really so relevant to this conversation. This is just this is showing you how when you do a search now, Google recognizes it and AI kicks in, right? You know, Google will say AI search, it's not even it's I think it's one maybe even out of labs at this point. This is probably a six-month-old slide. That's how fast AI is changing. Google will give you AI search results now, right? So Google's not gonna lose first place. They're too big right now to lose first place as the search engine of record, right? Even though Chat GPT is becoming it's a search engine unto itself, it still has to go to Google to find, it doesn't index every business, so to speak. Google does. Okay. So let's just now understand the platforms. Now we're gonna get into kind of the meat potatoes of the other presentation. Remember that that user's manual I told you we're gonna get an overview of here's where this starts right now. So this is a page we're all familiar seeing. I searched real estate agents in Worcester, Massachusetts, okay, and I got 32,800,000 results.

SPEAKER_01 19:04

Okay, whoops, is it gonna show up? Let me go forward here. Let's see.

Inside Local Services Ads: Pay Per Call

Disputes, Spam Calls, And AI Review

SPEAKER_02 19:07

Yeah, okay. 32,800,000 results in less than half a second by searching this. Now, the first section I'm highlighting here in blue, this is local service ads. LSA, Google Local Service Ads. It's always presented at the top of every page. If you've conducted a search that Google recognizes is a local business, remember they're investing a lot of money into this. It's important to them. This is where their revenue growth has been and will be in the very near future, right? Their PPC is kind of maxed out. This is not. So this is the section here, local service ads. Really important to realize this. This is this, by the way, is called the stack if you're from a search engine expert or online marketer. It's what you see every time you search. So three agents are going to present. I'll break this down more in the next couple of slides. But just remember that's the local service. It says sponsored, real estate agents in Worcester. But even though it says sponsored, it's got the Google screened, it's got the reviews, the five stars, how many years in business, if they're open, not open. Um, the one in the middle there, Best Buy Team, is one of our agents in Western Mass and Central Mass. The next section down from here, okay, is Google Business Profiles. Okay. Often used to be called Google Maps, right? And Google made a big push over the last 10, 15 years, even. Yeah. At least maybe 20 years when they started this to get on to get your business on Google Maps. Get on Google Maps. And they have been consolidating their packages and consolidating their platforms, let's call it. So this is now called Business Profile. Okay. So this section down here is totally organic and free. There doesn't cost any money to be displayed here. We get clicks here. Okay. This section up here, local service ads, does not cost any money to be displayed. No one has spent a dime at all to ban either of these screens on the front page, which is well one reason also why it's so valuable. Because what we know is that someone might search five, six, seven times before they actually call somebody. I mean, I mean, we all do this, right? You're shopping for something, right? I, you know, I recently, you know, I got a Tesla, so I've been buying a lot of different things for chargers and stations or adding we're adding different accessories. You'll search four or five times for the same kind of thing. And if you see the same people coming up or the same companies over and over on the first page, it might be seven to ten views before someone clicks you. But this is not costing any money. So if this is free exposure right now. So understand though, these are different platforms. This is the big takeaway in this page: local service ads, business profile, right? Just because you have one does not mean you have the other, and vice versa. They have different setups, different dashboards, different optimizations, different verifications. So that's why I say some of you are stuck in one of these verifications, and you're not even sure where one you're stuck at. But I want you to make, we're gonna talk now about both of these platforms, but we're gonna break it down and look at it, you know, individual. Okay. This is an example of local service ads on mobile. Okay, and I just show you these because these are just some screenshots of here. The one on the left is a realtor in Nevada, Lonnie Belcher. She's an EXP agent. You're welcome to call Lonnie. Talk to her about Google. Okay, you can find her if you're an EXP, she's easy to find. Even if you're not, she's easy to find. Okay, I saw her at EXP Con this past year at the uh closing party, and she's like, I mean, Google built her business. It's unbelievable. I mean, we're talking about talking about one of the number one agents now in Nevada, right? That came to us with zero with almost nothing and really grew. And she was so appreciative. It's it's it's incredible to hear. And uh, I might have her even a case study of her coming up, I'm not sure. But we're talking 20 or 30 deals a year that she's grown off of this platform. This one here is that's one of our searches. We're the number three in that one over there. Davian also is someone that we we set up on this many, many years ago. He's been running with that. This one here is Nick Sicardi, he's an agent of my group in Vermont, and Jacob is as well. There are two of the top, but the old two showing on top. Here it's Kelly is is agent in Muncie, Indiana. So this works everywhere and anywhere. It is more challenging and more competitive markets. And you're gonna know who you are, right? If you're watching this, if you're in an in a in an A-level market, right? Austin, Texas, Houston, Texas, any the West Coast, you know, East Coast, on the coastal, the the the high, the areas that are just still where houses are flying off the shelves, it's more competitive. If you're in more of a secondary, tertiary market, you've got a lot more opportunity. Some of them we call opportunity markets, in fact, where it's just like you can just blow everybody away in a very short amount of time. Okay, so this is the LSA model. So my my son Ben came up with a really good metaphor for it. Remember, I showed you that earlier screen. Okay, we put it on a billboard here because if I said to you a guys in this call, who would like to have a billboard in your town that costs you nothing to be displayed, to be seen? Okay, puts your picture in front of people, your information, and you only get charged a very reasonable amount when someone calls you. Right? Who would not everybody sign up for that, right? That's what an LSA ad is. A local service ad is a billboard ad, so to speak, at the top of the Google search, and you're only going to get charged if someone actually dials your phone number. Think about that, right? And when they dial that number, if you run this over a long enough period of time, what you'll find is you have at least a 10 times return on what you spend. So if you spend 500 bucks, you probably get a 5,000 GCI coming in. It's and it's very consistent around the country. I rarely see less than 10X on this. Okay. If you find that you've spent you've spent you're getting bills from Google and you're not getting that kind of results, something is wrong, or it's not this platform. This is local service ads platform. Okay, so let's break it down further now. This is actually looking in, do you remember that screen shot? This is the top of that Google stack. It's the local service ads, the sponsored section. Okay, so let's understand what we're looking at here. We're looking at, first off, you just want 532 million results, right? Which is kind of an insane number of results. There's always an insane high number of results there. We all know there's not 500 million real estate agents, right, in the world, let alone in Maine. Okay, there's I know there's a million and one million two people in Maine. There's about 5,000 agents in my MLS. So it's obviously it gave, but Google always puts that number up there. And they do it because remember, think about the trust and credibility, right? Google is subtly telling us there were millions of res of results. Here are the best two or three. It and whether we realize it or not, that's what's being communicated. So results for Winslow, Maine, Roll Property Team is uh is our is my group. And a few things here. So on the green check mark, it says Google screened. It used to stay to every single one. Now it's in the section. So, but that's where it shows up. Google will change this week to week. So don't get too hung up on the exact formatting of it. But that Google screened means that Google has looked into these folks. And we'll see what that means in a couple minutes. There's two spots on desktop, two on mobile, sometimes three on desktop, two on mobile, sometimes three and two, three and three. Again, Google will change it. There's always two to three displayed at the top of every search when Google perceives it as being a local-based search. Okay. Now here's where it gets really interesting. You pay per phone call. The phone number you're looking at there, the 207-607-8897 number, is not my phone number. I've never seen it before. I might not ever see it again. Okay. Google, of course, knows my phone number and they have it. It's on the pro, it's in the setup, but Google will generate a local area code of the same number you gave them to so that you'll appear local, and they will assign this number. It's a Google tracking number. And when that number is dialed, that is when I will be proceeded to be start the process of being built by Google. Okay, so though someone dials that phone number, it'll connect to whoever I route, however I actually ask for it to be routed, and it will end up to myself, one of my agents. And we can route this and round robin, you can write it to first to claim. You've done we I've had set it up for teams and groups in multiple different ways. Okay, you can go right to your cell phone. It also we'll talk about it goes to a 24-7 answering service. We'll talk about why that is in a second. But you never want to miss a call as part of getting getting ranked here. Okay, so Google screened and you pay per call. And the current market is about$45 a call. When we first started this, it was$20,$20 a call,$25 a call. Okay, but think back to what we said earlier. If it let's assume we have a 10% conversion rate, right? And it's still and and it's it's it's doubled in price from$20 to$45, more than doubled. If it costs$450 to get to one closing table in your market, is that worth it? Okay. And my market's about seven to eight thousand dollar commission. It's for sure worth it. So in it real estate's very interesting dynamic, right? Even though the call price per call has doubled and Google's doubled the revenue on it, the numbers still make a heck of a lot of sense because of the ratio. This is not true for every mark, every type every industry. When my son Ben began doing this, he was he was a mobile locksmith down in Denver, Colorado. And the price of the call was about the same,$40 to$50, but the average sale is only$300,$350 when you're a mobile locksmith, right? So very different numbers. So in real estate, we are in it's incredible that we can actually get this type of ROI. And that's why it's become more and more competitive now. So that's the local.

SPEAKER_05 29:22

A question just came up that if it's a spam call, do you still have to pay? Or is there any way you can yeah, it's a great question.

Google Business Profiles And Maps Ranking

SPEAKER_02 29:31

In the early days, you could dispute the calls one at a time because Google wants this to be what's called Google Local Services is verified leads. You say what you want. So you say, I want buyers and sellers only. And you don't tick off rentals, property management, or home services, for example. And you whatever you tick off, you will you get charged for, whatever you haven't checked off, you don't pay for. So theoretically, Angie, if I get a if I get I get off a power washing company and want to sell me power washing, I don't pay for that call. Okay. Now in the beginning, I could dispute the call and say service not provided. It's a rental call. And landlords don't, we don't do rentals in Maine. Service not provided, I would get a credit. Google has since gone to an AI-based system. Now, Google is listening to every single call. Because it's their number, every call is recorded and AI is going over it. And two things, if it's less than 30 seconds, the lead's free. So if you're on the if you're off the phone in 29 seconds, I'm sorry it's not a service that I provide. I suggest you check out Marketplace or go. Sorry, just can't help you. You can call them back because you get the phone number, you know, 10 minutes later, and talk to them about maybe you know you're renting. If I could find you a place that potentially has, you know, the mortgage might be less or what's going on, why rent, why not buy? You can do that. And we do have campaigns for that, but you want them off the phone in about 30 seconds, ideally. Okay. If if it's not 30 seconds, I tell my agents, don't rush them off the phone, be courteous, be polite. It's a rental, but say early on, so rentals is not a service that we unfortunately do provide. They might ask you questions after that, but if you say, if you use that language, Google should not charge you. That being said, the AI system is not perfect. You will get charged for a few leagues you shouldn't have been charged for. And people don't like it, but you know, try to call Google and talk to somebody, right? I mean, if there's you know how many billions of customers, build millions and millions of customers they have. So, anyway, you should not pay for spam, but occasionally we do. The ROI is still there. Okay, good question. Okay, so let's move along. This now is is Google Business Profiles. This will be the the section next to the maps, right? On the search. Here you're gonna see there's almost always three on desktop, often two on mobile. All the leads here are free. Okay, all the all the setup here is free. Uh, two. I mean, setup is free on both platforms. This is harder and longer to rank on, right? This is actually to get ranked and recognized on the maps as the recomm as to be a top spot requires you to make content. Google has you can create posts and updates. That's what it's showing over here, right? You you it's how many reviews you get, the consistency of your reviews, how often you you create updates. And it takes longer to get leads, it's very hyper-local. Okay. Local service ads, I can run an entire state, and I do. Okay. In Maine's a big state. I mean, I could drive six hours north of me. I'm not doing it, but I've sold a lot of property up there through goal through Google, through referrals or agents in my group. Okay. So Google Local Service Ads, the previous page, I can set my boundaries anywhere I want, right? I can go statewide, take the leads, and I can become a generator of leads and referrals. Business profiles is not that way. It's hyper-local. Okay. It's gonna, it's very much a geographic search. Now, doing it right can significantly boost your ability to get found in local service ads, even if you're not ranking in the top two or three. Just creating the random out of content here, we have seen will increase your visibility on local service ads. Okay. Consistency is the key. Now, just let's think about why that is. If you think about the local service ad, which is the previous slide, right? If I click here, if I go back one, I'm gonna go backwards here, right? This local service ads, where we were where Google wants to make money on this, right? They want someone to call that number. Yeah? Think about that. They want Google displays for free, makes money when someone calls, and only when that person calling is an actual buyer or seller. So they're really motivated to get you the best quality leads. But also, Google wants the best conversion. So if you're if you're doing things right over here, okay, and you you have an optimized profile, Google's more than happy to show you in the top two or three all the time if your ad gets clicked on more than others and called more than others, because you're you're a better producing agent for them. Does that make sense? Just like when you send a referral out. I send a lot of referrals out, right? Who do you send them to? Someone that has a consistent track record of closing, or someone that you send a referral to, and then six months later they forgot to call them or they haven't done the work. Right? Google's the exact same way. They're looking at us as their partners. So someone that consistently gener who's who gets clicks, and that's because you have the reviews and the reputation and you've done it right, is gonna put you at the top more often. Okay. So we've set the example now between local server staffs and business profiles. That's been established. This is Lonnie, I mentioned to you her earlier. This is this was this was from this is old. I mean, I'm you know, probably I haven't updated this in a while. This is a six-month period, though, in in in late October, or right? I mean, late late, late 24. She'd already closed, I think about 10 deals. And she's she's tripled that by far. But just I show you this because you can see what the what that what it looks like, right? She had 170 inbound leads, right? Almost 30,000 impressions. Remember, these are free impressions. That was free views, right? Almost 100% of the time we ranked her number one, and then half the time she did rank number one. Okay. And she had closed, she already closed 13 deals out of 170 leads. She was approaching that 10% conversion rate. And she's about 10xing her her um, I can update this, and she's on the calls regularly with my with with the group. And again, you're welcome to reach out there if you want to talk to her. I'm using her as an example here, so I don't think she would mind at all. Let me just get rid of those annotations. Okay. But that just gives you an idea of the power of it. So let me go back here. All right.

SPEAKER_01 35:55

Okay. Progressive head. Okay.

SPEAKER_02 35:57

So here's some of the tips, right? How do you get this? First of all, with business profiles and local and local service ads, you do want to use your home address. This is counterintuitive to a lot of a lot of people. They say I don't want people to know my home address. It will not be displayed, right? It'll just say serves your area, right? But real estate agents, remember, I talked about Google being really strict with their terms and getting getting to get ranked and to get approved, and it can be a bit kind of a pain in the butt. It is. One of the things that that we always recommend is use your home address. Now, if you haven't used your home address and you're verified and approved, don't change it. That'll get you put into Google jail and you'll get your profile gets locked. Why? Because businesses don't generally move, right? Established business tends to stay established. So if they see a change of address, if you've changed brokerages or changed address or changed offices, be very careful about moving it. If you're setting it up for the first time, then yes, you want to use your home address and you tick off a box that says service business, which means you don't receive clients at home. Like think about electrician, right? They have a truck. You're not going to electrician's kitchen to sit down and talk about, right? It's not their office, usually, it's their truck. So you're a service-based business, use your home address, it's easy to verify. If you get stuck with the verification, we've we say if you have LLC paperwork, that will usually do it. Your LLC and your home address, all that kind of lines up. So if you're in Google jail, I'll give you my contact information at the end, it's in the chat. Reach out to me and I can have one of our people, Ben, or we have a full-time person that does this with for all of our agents, and then is Tage just, he can get you out of Google jail. And it can take a little while, but we can do it. So home address is the first important thing.

SPEAKER_05 37:42

Michael had a quick question that came up from Sharon had a jump off, but she had asked earlier, you might be addressing this, and this is kind of what you're talking about. But do you recommend creating a new site if you do a brand change versus trying to update or change our current site?

Case Studies And Market Competitiveness

Set Up Order, Branding, And NAP Consistency

SPEAKER_02 37:58

Good good question. We recommend setting them up as you or your team agent, right? So if you look at my listing as real property team, right? Real property team, some might say brokered by exp or not. As long as you're one click away, you're legal in most states from on Google. I do not recommend setting it up with your name and your brokerage, unless you feel there's some strong advantage to it. So I would recommend saying real property team, you know, main realtor, main real estate agent, right? Brand yourself, right? Companies come and go, hopefully, not all of them, obviously, but but brokerages do change. We know that. A lot of us on here, myself included, have made changes. Take your brand with you. Take control of your brand. Google allows you to do it. And we that's how we always advise agents to set up. So you can be Angie Gerber real estate agent, Angie Gerber realtor, Angie Gerber group team, whatever is allowed, how you brand, how you want to be branded yourself and known in your market is how you want to set up on your Google. You will have to put your license number and your insurance, which is your company's DO insurance and all that kind of stuff. But that's and it will show on the next screen they click on who you're brokered by, but not on the outside display. That way, all you're doing is changing the name of your brokerage if you ever make a move. Okay, so brand yourself. That's a great question. Really, really valuable question to ask. You must, by the way, and this is in the last three or four months, have a business profile in order to set up an LSA account. So the first thing is set up your local your business profile. Then you set up your local service account. Okay, and they're optimized a little bit differently. It's not enough time, obviously. You can see I told you this this is a big overview here. We're gonna run out of time. So I always try to get more than I think I can. But business profile first, which is the free the maps section, local service ads second. So many of you think you have a local service account or Google Local account. You probably all have business profiles of one way or another, and less of you or few of you have an active local service ads account. Local service ads account is where the is where the close money is, is where the scalable is, is where you can grow outside of your region. You're not limited to your hometown. You can go to your county, and we do recommend going bigger, county or usually county level as opposed to small town level, not zip codes. This is there's a lot of again. We could do I we do do, we do, we have a whole training in on this. I mean, it's it's a set it's a you know, it's a week 10 days of training, and and we set this up for people. So, but Keep in mind that business profile first, local service ads second. Okay, local service ads is where you'll start getting the calls and you'll pay for the calls and you'll be happy to get them. Okay, next tip here. Both profiles have to match exactly. So this ties into the last last question, Angie. When you set up your business profile, however it's set up right now, if it needs to be changing it, then you want to change it now, potentially. Don't change the address. Name changes aren't as extreme. But let's say it's Angie Gerber Real Estate, then your local service ads is Angie Gerbert Real Estate. It's got to match exactly. Google is looking for this consistency in businesses, right? It's also gonna match the search engines, right? It should match everywhere, actually. It's called your NAP, your NAP, your name, address, and phone number. That should match with every platform. So one of the things that we do when agents come in to us is that we pull up all of their social accounts. And I've been guilty of this as anybody has. You know, I had things saying Keller Williams, you know, a year after I was at EXP, right? So that's not good. That's confusion. Just like a confused mind doesn't make a decision when you're sitting with someone and a client, if you confuse them, neither is a confused search engine or confused AI. It'll just ignore you and go to the next person. So both profiles match exactly, branded to you. Reviews are super important. This is a trust-based platform by definition, so it's reviews. Okay. Reviews are really important to the AI search engines now. This is what we really encourage people to work on, work on your reviews. Get them cons you're better off getting a few, one or two a week than 15 or 20 at once. The consistency of them is what Google likes to see. People getting consistent, excellent reviews. And make sure that you tell people what you want when you get a review. Like we run Airbnbs, and we've done it now for many, many years. We have thousands of reviews. And you can give a five-star, right? People think four is good. Airbnb doesn't. If you, if you anybody who like a super host like we are, four is like a is a ding on your record. Airbnb four is like was like okay. Five is met expectations. So whenever you ask for reviews, you want to make sure that you're actually letting your clients know we'd love to get a five-star review from you and help them do it. And so we have, again, this is we don't have time to get into this. We have automations and processes. I have a whole training I do on this, which is using AI to help with it. You know, in a nutshell, I get on the phone with with past clients and I have conversations with them, and I record it using a note-taker like Ranola, for example, or or electric note taker, and I let them know. Tell me, I ask them the questions. I want them, you know, how was your experience? Was it a five-star experience? Right? What did you love about working with my team and our group? What was the outcome? Where were you before? Where are you now? And then I say, I'm gonna take all the words that you just gave me, condense them down for you. If I were to send you the link and a summary of what you said, would you copy and paste it for me onto the link I give you for Google? People are like, yeah. That'll get you reviews and really good ones, almost little mini testimonials, right? Because the scariest thing for anybody to look at, like public speaking is like supposed to be the number one fear in the world, right? Like it's supposed to be like one notch ahead of death, supposedly. But but the blank page isn't far behind, right? And it's someone that I started my career as a copywriter. The blank page, even to a professional writer, is still the most terrifying thing. Almost every writer, if you read Stephen King's books on writing, every you know, even Hemingway and these authors write one sentence, one word, two words. So if you ask your customer, your client, give can you write me a review and they open it up and that blank box opens up, you'll get like, you know, Angie was great, some version of that. This kind of review gets you in detail, right? A conversation. You'll write it for them with their from their from their own words. Okay, respond to a review and inquiry with speed. Okay, you need to, when someone reviews you, respond to it, right? You want to follow up with it, it's interaction. It's it's that this is on the business profile side of things, too, by the way. Reviews from business profiles show on local service ads, not the other way. I can't explain why, but that's the way it is. But we're really responsive to the reviews. Well, there's one more slide. I'm there's supposed to be five. The fifth one is is cut out. I'll tell I'll just say it what it is. It's simple, don't miss a phone call. For local service ads, this is really important, and it was it's really hard to do. It's close to 100% answer rate. Okay, because if you get below about, we used to say like 80%. I bet it's closer to 90% now, 95%. If you get below, if you miss calls and they just go to your generic voicemail or they don't get answered, okay. Remember, Google wants people to use their platform. If they present an agent, they put Mike Wiseman up there, and every time someone clicks on that, right, no one answers the phone to call me, right? Did Google get paid? No. They only got paid if they answered, if I answered the phone and it was a buyer-seller. So 100% answer rate, right? So we actually built an A, we initially we did it with an actually contracted with an answering service, 24-7 service out of Orlando, Florida, that covered 24-7 and had a script. Now we're an AI-based answering service. So we have an AI bot that says, hi, this is Mike Wiseman's digital, you know, AI assistant. Mike's currently just with a client on the line. We're looking to buy or sell a property, and it will, it'll, it'll ask him right off the bat, say, perfect, Mike can help with that. Let me see if I can get him on the line. It'll try to live transfer it to me or my agents. So 100% answer rate keeps you at the top of that list. Drop below 90%, 80%. You will drop off the top of that list, even if all reviews. That's how people with like 15, 20 reviews, we see all the time, we'll outrank someone with 300 reviews. Okay, because remember, Google wants to deliver the information that's relevant to their clients. And also, how do you have a trusted platform if the experience is not good? So, and part of the experience is when Google recommends Mike or Angie that they answer their phone. And they'll and remember it's their phone number so they know. So, okay, Angie, that's it. So we're at a little over 45 minutes, 46 minutes, but I'm happy to stand and answer questions. I don't know how long you usually run on these calls. Let me know.

SPEAKER_05 47:14

No, we have 15 more minutes. So this was perfect time.

SPEAKER_02 47:19

Okay, perfect.

SPEAKER_05 47:19

So that's already you already got a hand raised.

unknown 47:22

Okay.

SPEAKER_02 47:23

There you go. Let me um that's the next slide. That's my contact information. So we do have this here. Like, so if that's my full contact information, my email, it's in the chat also. So this is like we do we have a school community that trains on this, right? And then these are mostly free trainings at this at this point. You can essentially set this up and get it running for yourself. Happy to help you with that. If you're stuck, let us know. So it's you're more than welcome to reach out to me for that. Anything there. So let me stop the screen chat so I can see people. Does that work? Zoom.

SPEAKER_01 47:57

Okay, stop, share. Okay, cool.

SPEAKER_04 48:01

Michael, I have a question. One of my biggest problems is, you know, we we work out of our home. That's one of the benefits of EXP, but my broker is about almost two hours north of me. So Google will not has not accepted my home interest as my business interest. And so we should live as an address of White Bear Lake, which is two hours north, and we can't get them trained to be our local service area. So that's my problem now. If I try to set up a local service ads area, you know, showing a different location. Am I gonna have a problem with even fighting that?

Reviews Strategy And Fast Response

SPEAKER_02 48:42

Well, for local service, for here's the interesting thing. For local service ads, it's actually not a problem. Business profile, it more is the problem. Okay. Local service ads, I can set up anywhere I have a license, right? I have set up places that I don't do business in all the time with my group, real property team. I run ads in Maine, New Hampshire, Massachusetts, Vermont, North Carolina, Florida, but just partnering with an agent down there that wants to get the leads. Local service ads doesn't really care. Local service ads, you say where you want the calls to come from. Okay. As far as getting approved, that's part of what I described in the first in the beginning. It absolutely is possible. There's something, and I can't tell you what that is on a on a call like this, but but like Tejus, who's he's he's our Google specialist that Ben trained, you know, on this. He lives in Colorado, he could tell you what's wrong. It can be fixed, right? It can be because we all use home, I all use home addresses. I have hundreds of agents doing home addresses. And it it's usually a matter of the verification wasn't approved. So the typical, the best way to solve that is usually like do you have an LLC, Kelly?

SPEAKER_04 49:55

Yes.

SPEAKER_02 49:56

Actually, an S-corp. An S-Corp? Yeah, well, that L that's just your tax filing status. Is the LLC is the is the is the address of record your home address? Yes. That's usually and and it matches the name of your business on the Google profile. Have you ever sent that to them?

SPEAKER_04 50:11

You know, my husband's been dealing with most of that, so that's why I'm like definitely geared in. And we can take this offline too.

SPEAKER_02 50:17

I don't want to suck up the question. I mean, it's a good question because it's the answer comes up all it's one of those like FAQs all the time. It's the most common problem. That would that is usually the solution. Sometimes they ask you for and making sure you're you're you're set up as a service-based business, also, right? Because oddly enough, using a shared address, like my my like my address for EXP is in the is a regis center in in right in Portland, Maine. That's actually against Google's terms of service to use a shared office space. Okay. So so in fact, when even when I was at KW, if I use the the KW Market Center, it's actually against their terms of service for me to set up a business like that because I don't own that building, it's not my space. Now, if I leave space there, it's something else. But so the home address is is the ultimate solution, but it sh it won't prevent you from having a local service ad set up because that you can set up and run the entire state of Minnesota if you wanted to.

unknown 51:19

Okay.

SPEAKER_02 51:19

You indicate what areas you serve. Thank you. Okay. Cool. Any other questions? So keep them coming.

SPEAKER_05 51:29

Yeah, no, this is great. This is so informative. And I was wondering, so on the call, sometimes when I call someone, I'll get their Google recording. So that's what that is. Is that what you're explaining?

SPEAKER_02 51:40

Sometimes it says it says you have a call from Google, like you'll hear that coming in. That's being transferred. Google has played with different things over the over time where it goes to like like a Google Voice that says, I'll trans transfer you to an agent right now, something like that. But yes, you will get that call from Google. But using the AI, some sort of an AI or 24-7 call center is absolutely like mandatory for ranking to keeping your ranking up there. Perfect.

SPEAKER_05 52:11

And you had said you had mentioned your school community where this training is.

SPEAKER_02 52:15

Is that kind of at your own pace, or what would it look like for some of it is yep, and we were always updoing it, updating it, and redoing it. We do we do live trainings in there as well.

unknown 52:25

Okay.

SPEAKER_02 52:25

Generally, generally each each kind of each week. You know, someone like my just if you're interested in that, you can you scroll up in the chat. If you you have my contact information, send me a text and email. I can send you an invite for it. It's no problem at all. I could repaste it in the chat. If you came in there, there it is right there. That's all my contact information, right?

SPEAKER_01 52:45

So pretty easy to pretty easy to find.

SPEAKER_05 52:48

Yeah. So wow, what a resource. Anyone, why we have Michael here with all of his knowledge? And let me tell you, this is only the tip of the iceberg of what this man knows about AI. Does anyone have any questions for him? Any other questions? I encourage you to ask him. He's a wealth of knowledge.

SPEAKER_02 53:08

And anybody here you anybody here using Google Local Services or have used it and gotten results or not gotten results.

SPEAKER_03 53:19

I'm trying to figure out if that's what I have or not. I have a campaign going right now.

SPEAKER_02 53:23

So if you have a campaign going and that's what it's called, it's probably not. Are you are you are you paying money whether or not you get a phone call? Are you getting charged?

SPEAKER_03 53:33

Yep, I'm getting charged a daily fee.

SPEAKER_02 53:35

Yeah. And I are you getting results from it? Are you getting phone calls?

SPEAKER_03 53:39

No.

SPEAKER_02 53:40

Okay. How long have you been doing it?

SPEAKER_03 53:43

Um, less than a month.

SPEAKER_02 53:45

Okay.

SPEAKER_03 53:46

But I was so excited for this training, I went on it last week too. So hopefully this will get it squared away.

Never Miss Calls: Answering Solutions

SPEAKER_02 53:53

Yeah. Look, I have, you know, having built a team and done in lead generation and that sort of thing, there's very little lead generation I recommend paying for as far as local service ads, I put most of is where my budget will go. If I don't have like at least usually like a 3x or 5x in 90 days of spending money and something, I tell everybody that calls me, right? We all we all get calls, right? People offering, you know, all kinds of uh, you know, you know, so your zip codes available, realtor.com, homes.com, right? Which coastar just bought. If you don't, I don't have a positive ROI, typically three 3x in 90 days, I'm cutting it. It's not gonna get better, typically. I mean, I don't, I'm not looking for, you know, it's like so that's I've gotten pretty, pretty, that's what I'm looking for, like pretty un you know, impatient with with lead sources. There's just too many of them. And so, but local service ads, since you're only paying for a phone call and you can control it, you can turn it on or off, literally, you know, week by week.

SPEAKER_05 54:58

Yeah, it makes sense. I mean, if you're seeing such success with this, if you're gonna go out and try other things, your your margin of error is gonna be very small when you know what works.

SPEAKER_02 55:06

Yeah, I mean, you know, pay a closings. I mean, fine. You want to use an op city or realtor.com. If you're not paying up front for something, fine, you can pay a closing. And there's a lot of those pay and closing. Some of my agents use veteran united and these things, and that that'll that'll keep you busy or keep you going. But, you know, I had one of my agents recently sold uh I won't say who the who the agent is or who they were sold it by, but you know, a fairly steep package, you know. He's just joining my team right now. You know,$450 a month. And this is an agent that just came into the business, it's a year in, it's not sold anything. I mean, who sold him that package? You know, I it should not have sold him that package, right? It's a five or six thousand dollar annual commitment on someone that hasn't sold any real estate yet. That's not gonna solve the problem, right? You know, what's solving his problem is is we I've taught him how to make calling expired, so we listed a million dollar property on Monday this week. So I mean that will solve your problem. So be really cautious about paying up front for any kind of lead flow. That's just my overall advice. The local service ads, because you're gonna only pay when that phone rings. And remember, the only way to get to that is to search real estate agent near me in your town, in your city, right? People don't do that, like I said during the presentation, because they're bored. Like no one's that anxious to talk to us. Um I mean, I hate to say that, but if we all know it's true, right? No one's that anxious to talk to us unless they have something realistic related, right, to talk about. Absolutely. So that's why they're really high-intent leads, and that's why they've it's look, it's gotten more competitive. But I think anybody that set this up properly, there's certainly, you know, you know, half dozen deals a year that you're not getting right now that will come into you, you know, at about a 10x return. I think that's pretty mo almost every market I've seen that. Some of you have 15, 20 more transactions that could be coming to you if you're in a smaller or less crowded market, which is considerable.

SPEAKER_05 57:07

That's people's whole goal, so I love that. No, this is.

SPEAKER_02 57:11

Yeah, I mean we j we still generate that collectively over let's say New England. Like, you know, like if I don't even if I do like a let's see here realtor and doing a search right now. Yeah, like if I do a search, I just like I'll share this this screen back here to just till we're about to wrap up. I'll just share. Like, this is this is a search I just did, right? I just did a search here. Realtor New Hampshire, right? You see my screen?

SPEAKER_05 57:39

Yep.

SPEAKER_02 57:39

So Tiffany Lee, okay, she's an agent of bars in New Hampshire, okay. Great. She's not giving up on this for almost three three or four years. But if I expand this, right, Tiffany Lee, Austin, who else here? Carolyn, uh, Carolina, Matt, Matt Strait. I mean, almost all usually five or six at the top, everything will be someone that's we've helped Duke get here. I do Massachusetts. Let's see what comes up. I do real estate realtor in Massachusetts. There's Donna. Okay. She's we've set her up with this. I think Julie also Matt's positive, but Donna for sure. There's Matt again. Usually there's a bunch more up here that I can find. That will all be in in um Jim Black. We've set up his group. Rachel is our is one of the agents that's I set this up for. Best Buy team is a good team that we set this up for. So and it will it will vary who gets to be in the top, right? But you know, as you as you set this up, so we are still, I bet we're closing 30 to 40 deals. Here's Nick, my frontline agents. I mean, Nick Nick blew his business up with this in Vermont. There was more business than he could handle, you got to hire people, right? No problem. Jacob. Yeah. So it it's it's not to be like, you know, just brush to the side. If you're not doing it, absolutely don't don't sit on it. There's no downside to get it started. It costs you no money to set this up. Yeah.

SPEAKER_05 59:09

And I just had another question come in. So Holly said, I plan on completing the Google verification video soon to complete my business profile. Do you have any quick tips on creating this video to get it approved?

SPEAKER_02 59:22

So that's Holly on the screen. Holly, are you what what address are you using to verify? Your home address?

SPEAKER_00 59:29

Yeah, I put my home address in, but I haven't created the video yet. So I wasn't sure what I needed to include.

Q&A: Verification, Address, And Service Areas

SPEAKER_02 59:35

So so typically they're gonna the videos are like starting like almost like at your what your street corner, a street sign, they show the location, walking into the house, show the the mailbox, the front door, walking in, going to if you have an office or something like that, or even if it's a table set up when you first walk in, like a little desk, something like that. So we actually show location. If you also have LLC paperwork that matches, that'll usually get you verified for your home address as a service-based business.

SPEAKER_00 1:00:07

Okay, great. Thanks. I was wondering if I needed to show my house and so I'll pull up my paperwork and some business cards.

SPEAKER_02 1:00:14

Usually the whole thing. I mean, again, they're they're not they're they're strict, but but like I said in the beginning, it's because they're defending this platform. Because think about if they weren't, here's what would happen, right? You'd have you'd have really kind of kind of people that would that would basically it would hack the system. You'd have all these big lead aggregators opening up all over the country. With you know, you know, mega real estate company, right? Blah blah blah.com. And they get a they get a mailbox, et cetera, or whatever they call UPS store address, right? A shared address. They would set up in every every county, every town, every state, and they would just grab the leads, and they would resell the leads, literally resell them. Okay. Google wants this to be people like you and me and everybody on this call, the local realtors. That's as a platform for us, for local businesses. And if Google let it's the same in the solar industry, they won't put in the solar, any industry, roofers, they will not let the lead aggregators. That's often the first searches, right? We know that, right? If you search the first searches that you see, when you search for like anybody ever here, anybody ever move and look for a moving company? Right? The first three searches are always aggregators, roofers as well. Now you see it, right? They're always like, they're not the roofing company. It might sound like one, but they're gonna they're gonna sell that lead. They're just aggregators. And those local service platform, Google really is fighting and they set it up to to to keep that out. So that's why, Holly, they they ask for these kind of what sometimes seems to be ridiculous requests to get verified because you're gonna prove. And if again, if if you get stuck, save my number, save my email. Is it like I said, we have a guy named Tajus that works for us, and he can usually get you get you get it fixed, get it, get you through. So I'm happy to make that available to anybody on the call. Just let me know.

SPEAKER_05 1:02:13

Thank you.

SPEAKER_02 1:02:13

You bet.

SPEAKER_05 1:02:14

Awesome. Thanks, Mike. You're great. Appreciate all this information, and it will be up on yeah, the group, a few different places. You'll put it up as well, too, I'm sure. But reach out to Michael, myself, or Carrie if you need any of the information from today or Michael's information as well.

SPEAKER_01 1:02:34

Awesome.

SPEAKER_05 1:02:35

All right, thank you so much, everyone, for coming. We'll see you next month. And in the meantime, go sell something.

SPEAKER_01 1:02:40

That's the name of the game.