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Sam Taggart 00:21
Hi, everybody. This is Sam Taggart with the D2D podcast. And I have Greg Elsberry on here with cool information. And if you’re listening to this, this is probably going to be one of the most freaking important podcast you would ever listen to specially during the freaking Corona epidemic that we are in. So I’m excited to bring on cool information because guys data is king. It’s where you get your data, what you do with the data and how you can go jam on the phones and virtual and digitally door knock so that you can keep your freaking business and sales alive. So we’re going to be jamming on this today. I am super excited. This has been a long time coming long friend of mine, Greg you know platinum sponsor DVD calm for the last three years they’ve been right hand men like just always with us, like helping kind of promote the brand. And we’ve been back and forth and we sent a lot of business over there. And they’ve they’ve been an awesome partner to work with. And yeah, super excited to have you man. I I first off before I before I say anything, I wear your swag all the time. Cuz you know, he’s sick stuff. I mean,
Greg Elsberry 01:38
I love it.
Sam Taggart 01:39
I see it on Instagram as well. these are these are great little coats, and I’m comfortable in them. And so I’m aware of,
we buy stuff specifically for you. So I appreciate that. Man. I love it. I love seeing you on a nice jog in the mountains or doing whatever you are wearing some cool swag. That’s awesome. I love it.
Sam Taggart 01:58
I know I did. It’s, I’m excited to jam today. So I guess quickly give us a little background of like, Cole information and new and what does this even mean? like everybody’s like coal info? Like, why is that relevant? What do you do?
Greg Elsberry 02:15
Yeah, for sure. So, you know, coal information at its core is we’ve been connecting our customers with their prospects for 75 years, right. And I always lean in, especially in the store to door space, this direct sales spaces, you know, we used to produce a book back in the day, right as a criss cross reference book. And people would knock doors with it, could walk down the street know that Sam or Greg lived here, and you’d have their phone number some information on the house, right? So we’ve been we’ve actually been door knocking for a very long time. I think the thing that that is most meaningful right now is really understanding who lives in the neighborhoods that everybody used to be able to knock right, who’s behind that door? We have the unique ability to say, Hey, we can get you in contact with them right now. Right? We’ve got cell phones, emails, you know, there’s there’s a whole multi channel sales approach that can, you know, I go back to what you said, the first time we met, you know, you’re like, Wait, can warm the neighborhoods and soften the doors with that, and it’s like, boom, that’s stuck. Because it’s not taking away from your direct sales, your door to door efforts. It’s supporting, right? And now especially, it’s kind of it’s kind of replacing it because we can’t not right. But I think what we’re seeing here is a lot of a lot of customers are calling in and saying hey, gosh, you know, hails falling, right? Or I can’t sell security, right? Or I can’t sell solar door to door, you know, I need to be able to contact these customers in a different way. And that’s where we come in.
Sam Taggart 03:39
Love that. And essentially, you could still door knock with your data. If you think about it, guys. I could go phone to find the phone and literally look at a neighborhood. And I could call call call and just go down the street via phone. Like I mean, that’s why I’m saying like there’s so many ways and in this podcast I want to talk about in this webinar. What What can we do with the data but before we before we dive into that, I want to I want to actually like understand what data you’re getting what where you’re getting it what what information is relevant, what information is not maybe what you’ve seen, you know, you work with all types of industries, from roofing to solar, to insurance to real estate, guys, I mean, these guys sell the Keller Williams to, you know, Aflac for like the big, you know, the big insurance companies, etc. So like, for me, I guess what, like, what are you selling when you say data? And then what’s relevant and what have you seen kind of effective for this time?
Greg Elsberry 04:42
Yeah, good question. I’ll tell I’ll touch on a couple different industries that you mentioned there. You’re right. We serve, you know, real estate insurance, roofing contractors, solar security. I mean, it’s across the board. And the reason why is the data is all foundational, right? It’s consumer data. It’s dropped to the neighborhood level, the street level Anybody who wants to sell to, you know, people, whether it’s selling a house or an insurance policy or new roof or home security system, we give the ability to understand who that target is, and how to get ahold of them. Right. So, you know, one of the things that, you know, I just talked to a large carrier on Monday, out of the Northeast, and you know, they’re, they’re going back to direct mail, right, because they can’t call like, take New York, you cannot make a phone call in the state of New York, right. So what they’re doing is they’re, they’re going into our system, finding their ideal customer, let’s just say it’s people that own their home, they’re aged 25 to 35. And they have a minivan in the garage, right? That’s a growing family a really good policy for that insurance agent. So they’re going in here in that list from us, and then they’re pushing that to their mail provider, and they’re doing 123, you know, direct mail campaign, they’re trying to drive those leads those calls to their agency, right? The other side of, you know, real estate perspective. You know, we talked about this, Gary Keller, from Keller Williams just, you know, wrote an extensive letter to all his agents and said, Hey, you know, one of the key points is, let’s double down on leads right now, this is an uncertain time. But one thing’s for sure is that there’s still people that need you. There’s still people that need your service, there might not be as much right now. But there’s still people. So how do you build your pipeline? How do you increase your funnel? So that you have people that need service now, but also, when this when this clears, right? We don’t know when this clears? Can people start knocking may one June one who knows, right? But how do we build a funnel? they can, they can help us now as well as when this thing clears, we can hit the ground running, right? So from a real estate perspective, what most agents are doing is they’re going in and they’re saying, Hey, I and they call it farming. Right? So it’s really about owning and owning a neighborhood. So they’ll farm their neighborhoods, their their geo farms, and they’ll they’ll just reach out with emails, phone calls, they’ll say, Hey, how are things going? Maybe they’ll do you know, a food drive? Hey, Greg Ellsbury, XYZ real estate agent, we’re hosting the food drive here locally, you know, we’re gonna have a drop off at this house, right? So they’re trying to engage the neighborhood in different ways, not necessarily asking for sales right then and there. But they’re staying engaged with their farms, they’re staying engaged with their prospects. So again, it’s kind of this balance of saying, you know, how do we how do we build for the now as well as for the future? Because when this clears, and one of those persons that dropped off a couple cans of green beans might say, Well, yeah, that Greg, that Greg dude was awesome. You know, I need to call him to list my house or somebody wants to move into this neighborhood, I’m going to give them a call. Right? So it’s kind of a balance of what do we do now? And what do we do for the kind of the future side of things, but from a real estate perspective?
Sam Taggart 07:38
I love that. Yeah. Good. Point. Keep going. Keep going. Now from real estate, real estate perspective. Yeah,
Greg Elsberry 07:44
Yeah, the data is home values, who owns their home? How long have they live there? Have? Do they have that Seven Year Itch, right, of maybe potentially wanting to move, right? What’s the income of the household potential credit? And, and one of the things as I as I dive into, like, security or solar is, Hey, I just sold a house on 505. Apple street, and we’ll hopefully dive into some some of showing this. How do I how do I take that messaging and go around the whole neighborhood? Right? Can they call it just listed just sold campaigns? Right? So hey, we just Sam we just listed the house kind of two doors up from you just want to let you know, my name is Greg. I’m the realtor. You know, Keller Williams, for example. If you have any questions, let me know. So it’s very unintrusive, where you’re just kind of informing the neighbors What’s going on? Well, what is that? It puts their radar up to say, Well,
Sam Taggart 08:34
you know, do
Greg Elsberry 08:34
I have any friends that want to move into the neighborhood, right, who’s this Greg guy, maybe I go look him up. So you’re not calling to sell something right away, you’re calling to let them know you’re owning that neighborhood. And that’s really, you know, kind of what we work a lot of direct sales organizations is that Don’t go Don’t just go to a neighborhood and leave like own the neighborhood. Right? So how do you put a multichannel process in place that says, hey, we’re going to knock, we’re going to send mailers, we’re going to do cold calling, we’re going to do emails, we’re going to do ringless voicemail, and you’ve got this whole suite of things that you’re attacking that neighborhood, right. And then lastly, I’d say like solar or Home Security, you know, the biggest thing there is, is is going around current customers. So if you just installed on 505 Apple Street, what would you do? If you could knock? Would you go tell the neighbors, hey, here’s what’s going on? Or would you cloverleaf, the neighbors, you’re doing the same thing on the phone? Right, and I’d love to get your take on some of those scripting ideas. How do you take a door script phone script or an email script? Right? How does that transition happen? But from a data perspective, credit, do they own their home? How long have they lived there? What’s their income? How you know, what’s their, their makeup? What’s their demographic? Are they a millennial? Are they Gen X? What is it right? So it’s just really understanding who that who that ideal customer is. And then being able to go leverage contact information to go get in touch with them.
Sam Taggart 09:57
Love it, love it. So let’s Let’s dive into that data like, what does it look like when they get it from you? What? Like, how do I sift through it? Give us some examples. And feel free to share your screen or so if you’re just listening to this, inside the university, and we’re going to have obviously the screen recording of this and whatnot, but you know, if you’re watching this, like, watch this look, so you have prospect IQ opening. So what this is, and
Greg Elsberry 10:29
is this whole neighborhoods, cool neighborhoods calm, this is one of our kind of vertical you eyes, for, you know, neighborhoods. So Home Security contractor solar, age back, I mean, anybody who works neighborhoods can use this product, right? So essentially, and all in all, I don’t want to get too deep into it. But we’re going to run I want to run through two searches. And I want to get your feedback to say, hey, Sam, if I gave you this data, what would you have you and your team go do to execute on this? Right? Because we’ve given you the platform, the foundation now, what do you do to go execute on that? Right? So for example, like I could literally just say, 68135, you know, you always start with the geo. And I want confirmed homeowners that, you know, have a credit of 700 Plus, you know, you can come in here and say maybe they you know, they have a Tesla cars. Yeah, like, you know,
Sam Taggart 11:25
ever good. Listen to this. It’s literally saying, hey, what kind of car do they drive, meaning they have a Tesla, they’re already energy conscious. And they make this much money, and they have this kind of credit score. Okay, what am I doing? I’m being smart about this, like epidemic or not, this is important, guys. Keep going, keep going. I love this.
Greg Elsberry 11:47
No, you’re good. You’re good. So I selected income. 100 100,000 Plus, obviously got your credit. And then down here, you can say, Hey, what do I want to do? I’m gonna say, let’s do an email list. We want to email some people, right? I just Yep. Give me a second here. My home office here is is not as robust as the coal HQ. So bear with me here. We’ll go in and replicate that tech that that search, right. And really, Sam, all this is, is you think about a funnel, we’re looking at a zip code. There’s a lot of people in the zip code. And as we start to add things where we’re targeting who we want to target, right, so I’m gonna go back in here, push, you know, our credits, they own their home, we’ll do income 100,000 Plus, and, you know, let’s do an email list. So we just click Search. And, you know, we found 3700 people, right? So, so Wow, that that’s a lot of people, right. But we looked at a whole zip code, there’s some things we could probably do. Maybe we threw Tesla in there, and it would pare it down to 100. Right now, I’m not saying go, you know, drop 3700 emails into your your Gmail, right? Like, there’s a way to use this data smart and reach out to these people. These are opt in emails, they’re good to go for from the standpoint of saying, you know, Patricia Jensen, you know, she here’s her cell phone, there’s their email, right? You’ve got all the data there. Okay. So that’s a that’s when you say, hold
Sam Taggart 13:18
on, when you say opt in email, when you say opt in email, they’re good to go. What does that mean?
Greg Elsberry 13:24
Yeah, so a lot of things we always get the question of, are you TCPA compliant? Right, we’re getting super tactical tactical with this, because a lot of solar companies or Home Security, they’ll buy leads that are TCPA compliant, which means Hey, Sam raised his hand, he’s good to go for 90 120 days to be reached out to that’s where things like vanilla come into play, right? You can text them, you can use them that that AI nurturing, right? Our date is a little bit different. Because it’s, it’s, it’s considered a, you know, basically a really a really great phone book, right? It’s a really kind of, bolstered phonebook. But our data comes from opt in sources. So maybe you go to Jiffy Lube, or you go put your information on this website, that stuff all circles, circles in through databases, and we funnel it into ours through our monthly update. Right? So the emails are basically good to go. It’s not a TCPA kind of lead. That’s the difference between us. It’s not a lead, necessarily. We’re giving you a prospecting solution to go make your own leads. Yes, that makes sense. Okay, that’s cool. So I want to do one more. And I want I really want your take on this because I would say let’s just say we installed a, you want to do solar security. We just did panels on this.
Sam Taggart 14:39
Let’s just secure Yeah, that’s great. Yeah,
Greg Elsberry 14:43
doesn’t doesn’t matter. It doesn’t matter, you call. So let’s say we did panels on this roof. And all I’m doing is putting in my customer. You know, my my address. That’s the starting point. So what would we do if we were to say, Hey, I’m going to do a calling campaign. I just select phones. What we’re going to show Are you is hey, you know, David ellefson right here, I can quickly come in and select map search. Right? And so now I’m kind of, you know, now you’re gonna start to get the feel of like a canvas or spotty or a sales rabbit, right? You kind of get that the map view.
Sam Taggart 15:18
Yeah, the map view or which,
Greg Elsberry 15:20
which is nice, right. But what we can kind of show you is kind of in list view, right? Now, we can kind of do some filters, pull out a list of, of targeted leads, but let’s just again, say that, that we we put panels on this this roof. So there’s a couple things we can do. I mean, obviously, if if we wanted to grab this whole neighborhood, we could, or if we wanted to just grab maybe a subset of this neighborhood,
Sam Taggart 15:44
like we could easily go, you literally can draw the area. Yeah, you just draw a fence around you drawing a fence around, okay, these 100 homes, and then you go, let’s search these 100 homes. And very
Greg Elsberry 15:56
good today, you can even say like, hey, let’s dial it in a little bit more and say, let’s do these, you know, 15 right around this house. Yeah. Right. So for now, I’m just going to click prospects. And what that is, is it created a little polygon, right? We found 148 records within that. And you can see now that we’ve got, you know, cell phones, email, you know, they’ve got all this information. And, and if you come over here, you can add some different stuff, right? So like, age is a huge thing. Like maybe my pitch is different. For somebody who’s 30, and between 30 and 40, to 55. And up, right, I’m sure that would change. So you can add some of those different filters in here that are gonna help you right, like one of the things for solar is do they, you know, do they have a pool? Right? That’d be really interesting for me as a solar company, or, you know, do I want to add the the inferred the car information, right, like I can add, make, you know, the car make 1234? You know, are they married, obviously, you can see that. And now I can say, hey, are there any Tesla’s here? Right? I can start to look at those things. So as I’m calling, and that’s where I want to flip it to you like, okay, so we just gave you 148 Records around a recent install that you did call it two weeks ago or last week, as a an owner or a manager, what would you do with this data like, and again, it’s not about like, Hey, we got this big call center, we don’t have all that we’re used to knocking, but what can we do with this? Right? Like, what can we do?
Sam Taggart 17:27
Yeah, so Well, that’s where that’s where we dive in, and everybody listening to this, this is going to be nuggets on nuggets. Okay. So let’s just break it down to five avenues. So the five avenues to leverage the data, one would be ads. So let’s start there. Everybody has, you know, Facebook ads that they’re trying to create traffic, right? So if I look at a simple ad campaign, I’m going traffic, then I’m going to retarget. And then I’m going to try to you know what I mean? There’s like that I’m going to conversions. So it’s like, okay, anybody that put in their data. So it’s like anybody that engaged with my traffic, I’m going to retarget anybody that put in their information is a conversion. So I’m going to then go after those people in a different way, right? So if I look at this, what I’m going to do is I can actually direct market versus general market. And I can say, everybody with this email in this neighborhood, I could do a direct ad with my phone and say, Hey, I know you live in this, this neighborhood, I’m speaking to you hold on, and do some kind of direct ad to those 148 people and be like, Hey, you know, Tiffany, she’s the one with the blue roof over on Second Street. And you probably saw our trucks, they look like this. I’m you know, and I can get so dang specific to the point where it’s like, I’m only running an ad to 148 people, not to 10,000 people that are general public. And I’m hoping I catch you know, this cast is wide net. I’m like, No, I’m going to, I’m going to cast a very targeted net right to write to the people that I know, I want in that neighborhood. Does that make sense? So that would be Avenue number one. And I want to make my ads so unique, that they’re like, How does he know? Do you drive a Tesla and live on Third Street? I love it. Hey, like why?
Greg Elsberry 19:26
No. And I want to add some Yeah, like because because one of the things that our customers have started doing the past couple years is, is to your ads comment is, is it’s called a custom audience on Facebook. Okay, so you can actually create a custom audience so
Sam Taggart 19:40
I could take not a look alike. It’s a customer.
Greg Elsberry 19:44
Yeah, it’s a custom audience. And you use the you know, I think it’s the you know, the name, the cell phone and the email. And what Facebook will do is it’ll tie all the people that you put in to their Facebook accounts, and what we see the biggest like because if I see an ad that says If I see an ad that says, hey, homeowners in Aspen Creek are going green, it’s like, well, I live in Aspen Creek like that, that that hits an emotional trigger for me, right? versus homeowners in Omaha are going crazy. So exactly to your point, you can make it so targeted, so hyper local, that people really resonate with what they see because we’re just scrolling. Right. But if I see something that’s, that’s, you know, a video of Santa says, helping neighbors in Aspen Creek, you know, go green, like, I’m gonna, I’m going to be more interested in that, right. So that that Facebook audience Yeah, it’s something that our customers do today, they’ll take the data uploaded to Facebook. And that’s, that’s one channel. I love that.
Sam Taggart 20:40
Okay, so that’s number one. Number two would be you said ringless voicemails. So it’s a fast way to prospect. And you can use server like, like dialers and a lot of these, if you just Google ringless voicemail, there’s some awesome automation systems like that you can upload a list to, and you can create a pre recorded voicemail to where ringless means it doesn’t ring their phone, and just all of a sudden they have a mystery voicemail, and they’re like, oh, and then they check it and it’s like, Hey, are you living in this neighborhood and you have this problem, and you’re stuck at home and quarantine and I would create a very specific kind of messaging, just like if you were to knock their door, think of this as your 32nd elevator pitch to then have them call you back or them have you go to your website. And I would, and I would have a very specific call to action and I’d have a very specific hook. Right now I’ve got 30 seconds your attention you happen to watch. like nobody wants to have a missed voicemail sitting there pending, like for like, you know what I mean? It’s like, what do you have? Like, your voicemail box is super full? Like, no, I’m at least gonna, like listen to it, delete it real quick, even if it’s spam, and annoying. Right? Right. So I’m gonna, I’m gonna create a door approach, essentially. So think of it as like, you know, the psychology of your door approach is its breakthrough occupation, meaning, hey, you probably get hit up all the time by some random dude in Pakistan. Don’t worry, I’m not that. And that would be my very first thing I would say. As you can tell, I am most of America. And then and then they would just be like, Oh, I’m gonna keep listening to this. Yeah, because this guy’s funny. Just like, if I were to be knocking on your door, be like, don’t shoot, don’t worry, I’m not that dude. That’s like, and I would, I would make that the first thing and my door and my thing. Number two, is then I would after I break their preoccupation in the ring was wise, man, I’m talking you got 30 seconds just to say something quick little one line to grab their attention. Number two would be you’ve got to create curiosity. You know, I hate the whole, like, you’ve been warned by the IRS. And if you do not call me in pain, it’s like, I don’t want to be that guy. But I want to be I want to be something that’s going to grab their attention that’s like, hey, during this quarantine time, did you realize that there’s 1000s of dollars, the government is going to, you know, or whatever. And you’re like, if I’m in solar, it’s like, oh, like, hey, there’s there’s a there’s a $9,000 tax benefit, if you didn’t take advantage of it this year, it’s going away, you know, and you better call, or else you’re going to forfeit $9,000. And they’re sitting there like, well, I don’t forfeit nine, how do I get $9,000. And now I’m hooking them on this whole solar tax credit. And all of a sudden, they’re like, okay, and I’m just playing on something that might create some some curiosity for a call back, right? You know, and obviously, every industry is a little different. So number two are in that. And then I’ve got to have a call to action. And whether that’s, hey, go to this website, hey, call me back, hey, here’s my extension. Here’s my line, here’s my whatever. Or check your email because I have your email too. And I’m going to send you something and, you know, check your email. And I’m also going to text you and so so now I’m going to hit him. Because if I’m smart, they’re like, I got this voicemail. And but nobody, this is the thing with this data, nobody’s hitting them multi channel. So if I sent them the ringless voicemail, that’s one avenue, but if I’m smart, I’m hitting them in three different avenues. It’s like a knock their door and like I knock their front door, I knock their side door, and I knock their back door. I love that. And they’re sitting there like and they’re sitting there going, Who are these guys? I better actually wake up because you not want. They’re peeking through the doorbell or the doorway, and they’re like, man, I know this guy. Wait a minute, he’s been here three times, I should probably pay attention. Right. And I think that is where clients are missing the mark. So the front door might be the ringless voicemail, the side door might be their email. So in the ringless voicemail that they’re gonna listen to first, I’m gonna say, Hey, I sent you an email. I want you to open the email. What’s the link because I care about you. And I know that you’re going through something. And I know that you’re dealing with this. And I know your pain and your frustration and your concerns and your objections. And I outlined the whole details in this email I sent you. So check your email. And they’re like, they’re on the scavenger hunt. They’re like, might even look at their email in their day. What did I just get? And that’s their side door. And now the email campaign that I send them is maybe a 2345 drip email that’s nurturing them. And we call this the Jab, Jab, Jab, Right Hook from the Gary Vee, and you go, Okay, here’s the value, value, indoctrination. build the relationship, make me laugh, make me love, you make me interested. And now it’s a big ask of like, Well, why don’t we hop on a call? Why don’t you click and set up a demo? Why don’t you click and get a free inspection? Why don’t you get this, like whatever that is. But then I’m going to hit them on the back door, which they have to pay attention to, which is a well thought out text message. So now I’m going to be like using vanilla. So if you go to vanilla message calm and you could set up a demo, or there’s other texting automations. But ours is an AI, texting campaign, you can blast these 1000 people, you upload a CSV boom, and says, Hey, john, I know you. I know you bubble ball live in this neighborhood. And you have this and you have this and I know you’re feeling this, and I sent you a voicemail and an email, just wanted to follow up with you. And maybe it’s like, I didn’t know if you caught that. I haven’t heard from you, or whatever the campaign is there. Hey, would you be open to setting up a time and if they say yes, I’m going to then hit a calendly link that drops after their AI, like I’m an AI based on the response. And now all of a sudden my calendar really starts to fill up. And now I’ve created the people that are actually interested people that are actually you know, paying attention to the front side of backdoor messaging because I’m like, Oh shit, like these guys are these guys care enough to actually understand my needs my concerns, my my wants to hit me with a message that matter. And I’m now paying attention versus so many people try to take the shotgun approach to where they’re like, I’m going to send this out to 10,000 people and hope to catch the fish that you know that but I look at that the net that super wide with big holes, I would cast a more narrow target in that many different times a small little hole so the system get out as fast. Yep. So that’s the approach that I would be taking so so first bucket is you know, kind of the ads and warming them up and and kind of knocking on their door via their you know, and you can guys you can target Pandora, Facebook, YouTube, SEO, I mean, I can get targeted with with the data with the phone number, address, email, I can get really specific on and then what avenues on ads, do I want to target them? Number two, and I would guys, I think Facebook is going to be your best bet you’re on Instagram. Number two is the ringless. voicemail number three would be a email number four would be a text and number five call. So after I’ve warmed them up right after like, I can’t, they’ve got my voicemail, this this this, this, this this this. They know my name, they see my logo that maybe they’re pissed off. They’re like, okay, sick of you D to D like, but now I call them and I’m like, Hey, I haven’t heard back from you, dude. Like I and it’s like a real American human being. And it’s like, it almost sounds like they’re the only one I did this with. And that’s what you want to make it sound like yeah, it’s like Tiffany. I know you. And you see me and you know me. Let’s talk girl. That makes sense. Like that’s the that’s like my first pitch. Like when I call you are not like, Hey, would you be interested in a free inspection? It’s like Tiffany, um, I hate to keep bugging here. But I know that it’s important to know your price. What are you done to know you’re out of work? Let’s like how are you doing with this COVID thing? Right? I would start like that. I would never even start with Hey, I’m pitching insurance. Hey, I’m trying to I’m trying to make this automated. It’s like no, let’s talk about COVID girl because I know you’re sitting there going crazy with your four kids and you’ve been on lockdown. And are you doing okay? Do you need a friend to talk to? Yes. Do you need a friend to talk to you? Yeah, girl. I get it. My wife’s going crazy too. She has not left the house in three weeks. It’s nuts out there You doing okay do you need me to Uber Eats you some kind of like Dairy Queen or something girl cuz I got you how many kids you have. Now, I love it. I love it. It was the same done.
Greg Elsberry 29:58
I think I’ve been listening Everything you just laid out is on point. I mean, and I think it takes the formality out of it and makes it a lot more informal. Because Sam, those are all things that that the way you your tone, the way the things that you say your your three step process on the doors that all just transitions to different channels. Right? I mean that it’s all this. So I think that’s huge. The one thing I would add, you know, you talked and I love your analogy, they’re going through the front, the window, the side, the back door, I’d say, you know, let’s come through the chimney like Santa Claus to what’s in direct mail. Right, Gary, you dropped it
Sam Taggart 30:33
right now. Okay, at a six.
Greg Elsberry 30:35
You mentioned Gary Vee, right? You know, I was we were we sponsored one of his shows. Last year, I think it was and he came out and said, Hey, snail mail is not dead. Right? It’s something that’s consistent. Not everybody’s at home right now. Right? They’re going to get their mail. That’s a way to get out of the house. Go look at it, right. So imagine if there’s a picture of Sam Taggart, right? When on a little postcard. It’s like, there’s the same dude again, right? And it’s this constant like you’re you know, I saw it on Facebook, I got a ringless voicemail, I saw it in my mailbox, right? And you’re starting to build this, this multi channel process. So that, let’s say you go back to the doors on day one, you’re gonna have a whole neighborhood or neighborhoods of people that have seen your face, right or seen your low
Sam Taggart 31:22
back, right, I can actually be here. I know now that now that number seven, the Seventh Avenue is like, I get to meet you. And I know it’s Tiffany. Like I wrapped this out. I’m like, Tiffany, remember, we talked on the phone and I text you I emailed you like you see me right? Like, yeah, girl, it took me going into the unknown. It took me I’m into the unknown girl, you make me come out here with all this hectic, freaking COVID shoes. I could be confected that’s so important that I came and knocked on your door girl, right? Like it, there’s so much more touch there.
Greg Elsberry 31:59
I love it. And one thing I want to talk about, you mentioned ringless voicemail, I think that’s a really good way to get, you know, 100 imagine dropping 140 voicemails that just went like that, right? The one thing I’ll say is when you’re doing that, think about the last person you left a voicemail to right, Sam, who was the last person you left a voicemail to? I mean, think about it, right? Was it pretty formal or informal? Was it Hey, Greg, give me a call back. You know what, sorry about this. Yeah, right. Right. So the more you can make it sound like that it makes it sound like Tiffany’s The only person you’re dropping that voicemail to, right? Like, hey, this is Sam with, you know, XYZ, you know, boom, and you make it sound so informal, that they feel like my phone Didn’t you know, because not everybody knows about that technology? Right? So the more you know, less formal, you can make that the better. But I think you know, what you just outlined there is five, six, potentially seven channels that you can go really work on. And again, this is something that’s this is a shift in business for a lot of lot of organizations, everybody, frankly, right? But in this so this is new, but what could we hold on to when we can go start knocking again, right? Maybe we keep that person that is going to make outbound phone calls, or we keep that person on running our Facebook ads, or we keep that person right. So So now as we get back onto the doors, or we get back out meeting people face to face, we’ve got this whole support system that’s that’s launching and generating leads for us as well as we’re out driving leads on our own. Right. So I think that there’s that my dad, I’m trying something new. I don’t know. I would say you do? No. Because if you do it on the doors, you can do it on the phone, right?
Sam Taggart 33:42
Yeah, I tell people I’m like those that know how to door knock, will win and be in run circles around everyone that doesn’t know how, and maybe has traditionally been doing this because I say, if you’re greedy enough to run a door to door program, you’re greedy enough to probably figure this shit out. Like it’s just plain and simple. So I for example, I’m filming this week with a guy that was a door knocking legend. And about two years ago, I call him yesterday. And two years ago, he found you know, Click Funnels and marketing and figured out how to take things a little bit more digital. And I call him yesterday and I started just laughing like I start the conversation off just laughing. And he’s like, Why are you laughing? I go, because you’re probably feel super bad. And he’s like, What do you mean? I was like, cuz you’re probably watching all your homies that are sitting here going with the shoes should I be doing right now? And you’ve been I’m like, Can I make a prediction before you even tell me you’re probably cleaning house right now. And he goes, You can’t imagine things like lead costs are down. He goes, people are sitting there running around with their heads caught up. I’m seeing these ads that look like shit that are just laughable. And I’m sitting here going I’ve already supplemented like, I’ve been doing this stuff for two years. And he’s like, I still have a dorm program. It’s not that he doesn’t like he has ddu. And he has, you know, he’s been a client of ours, but I just called him in laugh because I was like, it’s so funny, they just are finally realizing that this stuff could have been supplementing, and it will be supplementing, cuz he’s like, we’ve had our biggest days ever. You know, in like, by far he goes, we’ve had our biggest days, our biggest month. And I look at this like a pendulum like, like a you think of it as like a you. There’s this like weird capitalizing on the last 234 weeks has been like the most prime selling days of history, in my opinion. And then there’s going to be a wall a little bit, and then there’s going to be this like horizon that comes back, which is going to be people are still at home, still uptrend, they’re, like, have adapted, they’re still in the routine of like home living and home working. And they haven’t gone back to work. And there’s this other capitalization of like, once they kind of list this, there’s going to be like a three week four week like, amazing effing primetime of like, dude, if you are maximizing your time efficiency, as we as we kind of come back onto the upward trajectory of like, oh, maybe we are going to be able to go back to normal living. But then you got to ask yourself, wow, you put a foundation during this wall of like, this should slingshot your business forever more. Because now you’re hitting seven avenues and you figured out seven doors to knock. Let’s call this like the seven doors you could be knocking on a home, door to door is one. And in my opinion, I get in front of somebody, I’m gonna have a much higher conversion. But it’s like whether that’s phone, zoom, or face to face. I’ve got three ways to talk and communicate my message to them. But we talked about this whole prospect IQ that you taught, you know, like the data inside of seven doors I could be knocking on to that one home. And now it’s like, freaking out. I just I literally just made my frickin door program the HOLC because it is stronger than ever. And right. And the companies that aren’t getting consulting and training and educating themselves on that are nuts right now. I’m saying you’re going, what if you could master that? I because I go. I’ve been consulting companies on this for the last two years trying to help them. I’m like, guys, like people call me the door to door guy. But I’m like, Damn, you wouldn’t know about me if I didn’t know anything about marketing legit, right? Like, like, I even knocked on people’s doors for a couple years. All I’m doing is business to business and marketing and stuff like that to build my company like you don’t think I can teach companies how to go digitally door knock like, I just obviously have niche defined the door to door space. But at the same time, it’s so funny when I go consult companies, I go train people, I’m like, why don’t we did this? Well, I own an F and tech software, like I’ve checked companies. And it’s because I’m trying to tell companies, there’s other ways, and there’s things that you could be doing to leverage the database making more money. Yeah, I’ve been trying to spit this kool aid for like, two years. Now.
Greg Elsberry 38:16
You have. And I think it’s just diversification, right? It’s not like we’re saying, Hey, we’re going away from door to door kind of have to right now. But that’s not the long term. Right. So how do we diversify? Think about lower. Think about the roofer down in Texas, right. That’s, you know, General Manager making 50 phone calls a day around around current jobs, you know, setting four to five to six appointments a day and closing, you know, five deals a week, just not one person making 250 calls. Right? Like around your current customer. Yeah. And then the leakage off that comes from the their, their door to door team going in and supplementing that. Oh, yeah, I got a call from that gal, right? Or I saw your truck, right? So it’s just maximizing.
Sam Taggart 38:58
Yeah, and let’s just think about it as simply if I’m a door door guy, and I can’t knock right now. Or if I’m a company and my door to door guys and twiddling their thumbs, bleeding dry out of cash. I’m literally saying if you’re willing to knock 100 doors in a day, would you be willing to make 100 phone calls in a day from your underwear and your pants? And you’re like, you know, I mean, you’re living your life. And what’s crazy is that conversion of the brain, it’s been like the struggle. I call the guy out because I do a national sales training every week. I have 100 people on this call. And I literally just pick random people like how’d you do last week? He’s like, well, I had one demo. And I go, you had one demo the whole week. So you’re telling me, you know what I mean? I kind of read the dude. And I said, What do you do with the other 60 hours? You could have an F and work in your turn like everybody’s on? Like, why are you not maximizing this time? And I and it comes to they just don’t have the direction. They don’t have the wherewithal to be like, Oh, I can pick up my phone and start calling people. So as a business owner, you literally call a call information. You buy a list of let’s call it 10,000. And you you map out like this is your neighborhood, I want you to call this neighborhood. And you need to call 100 people a day, just as if you were knocking 100 doors a day, and you’re going to try to set up an appointment. And like, like, for some reason, business owners can’t seem to correlate that and can’t seem to say, wait a minute, everybody come in, I’m going to check your numbers, we’re going to send me your numbers at the beginning of the day, you’re going to send me the numbers at the end of the day. And we’re going to have an Excel spreadsheet, and you’re going to say called connected called connected called not connected, called soul called not sold. And it is so much easier to track because you can literally have an Excel sheet, you’re just updating as you call. And that’s how you can keep score. And you can literally have your people doing that audit.
Greg Elsberry 40:45
I I would argue, I would argue that I mean, doors as being on the doors is harder than doing the phone calls. I mean, like if you can
Sam Taggart 40:55
There you are sitting underwear like yeah, I mean, like, again,
Greg Elsberry 40:58
I could not knock doors like I could, but I don’t really think I could you know what I mean? Like so I envy you and everybody else that I get to work with for you know, being able to do that, because it does take a special, a special person a special skill, a special ability, right? So if you can take that same approach in formal, informal approach and just transition it to different channels, you’re going to win right now, right? And the thing that I haven’t done, people that I come in contact with is, it’s a balance of finding people that want to buy now, but also finding people that want to buy in the future. Right? So we’re still filling up that that funnel and and there’s still people that want to buy stuff right now there are right, there’s still people that need what you’re selling, might not be as much of them. Okay, but if we can connect and get in front of the others, that when we get out of this, we can hit the ground running, and we’ve got people that we can go knock their doors, I mean, imagine if you’ve got 500 people that were interested in what you did on those five channels, and you could go to them first. Right? You could go see Tiffany first, right, like that’s the mentality. So I think your strategy there of this multi channel approach really resonates with us. And I love it, man, I love the analogy of saying, hey, let’s just not knock the front door. How do we get to the back the side? You know, the chimney, all that stuff? I think that’s huge. I
Sam Taggart 42:18
Love it. Love it. Um, okay, so I guess my last question, and this has been one phenomenal, Greg. Guys, if you’re listening to this, how do they find you?
Greg Elsberry 42:31
Cool information. com easiest place, drop your information, somebody from our team will get back to you. You can hit me up on Facebook or Instagram. Just Greg Ellsbury. That’s probably the easiest couple places.
Sam Taggart 42:46
Cool. If you could give one piece of advice in this crisis world today to the business owner, whether I’m an insurance company, a realtor, a roofer, a solar guy, I know we talked about a bunch of fire and this. Yeah. What would you like? Just the one thing you would say to that right now? In a short condensed? You know, like, what, what would you tell them right now?
Yeah, you know, I think I think just stay motivated. stay accountable to your plan, write your business plan. Everyone’s like, well throw the business plan out the window. Maybe I think there’s still validity to what your plan was for 2020. Maybe you have to back out and say, Hey, to get this many deals, I need this amount of leads now. Right? Or I need to change my positioning to get to this point. So I would say stick to the plan, adjust pivot where necessary, even though it might scare you. Right? Like some of that stuff is like I’ve been doing it this way for a long time. This seems scary. Just do it right now is the time like, what do you want to I think to myself kind of everyday? What do I want to come out of this as, like where I’m home quarantined? With my beautiful wife and four kids under four, right? What do I want to come out of this as, you know, a better a better husband a better father in better shape? Right? I have a huge flow that I’m that I’m rocking with, right? Like, what do I want to come out of this? So I’d say stay motivated, stay accountable to yourself, work the plan, pivot when necessary, and just constantly think, how do I want to come out of this? What do I look like in 30 days, 60 days, 15 days, and just you know, keep yourself motivated.
Sam Taggart 44:22
I love it. I love it. Well, thank you so much for being on the podcast and I’m honored and obviously continue to be just like excited to create this relationship. And it’s been it’s been fun to grow together and do a lot of deals together and push each other and so anybody that is out there that needs help and support feel free to reach out to me or Greg and ideas and ways to to maximize this data and this time. You know, obviously we’re here to here to help the tribe you know, so much.
Greg Elsberry 44:59
Hey, thanks. For everything you do, man for this industry, so it’s admirable and I think you’ve done an extremely, extremely Awesome job. So I’ll keep that up and I love it.
Sam Taggart 45:10
Thank you, man. We’ll talk soon brother.