How Cris Chico Generates Motivated Seller Leads Using Facebook Ads | Real Estate Wholesaling

Mike Hambright (00:00.91)

Hey everybody, welcome back to the show. You’re in for a treat today. The legendary Cris Chico has come out of hiding and he’s gonna join us on the show today. A little bit of a joke there, but Cris is an old friend, been around for a long time. Really is a legend in the industry and he’s hard to pin down, so we got him here. We landed him. Like our agent talked to his agent. But we’re gonna be talking about inbound lead gen today. Really kind of just overall lead gen, the pros and cons.

Cris Chico (00:22.623)

Yes, that’s right.

Mike Hambright (00:29.848)

This is my love language as well, so it’s gonna be a meaty conversation. But Cris, excited to have you here, buddy. Good to see you.

Cris Chico (00:36.13)

Well, I appreciate it. Thank you so much. And I’m excited to talk shop and share some knowledge.

Mike Hambright (00:41.676)

Yeah, how many times have you been on, you’ve been on my pod, I mean, you probably don’t even know this, but you’ve been on my podcast over the, I’ve been podcasting for 13 years. So at least, at least three or four times, at least.

Cris Chico (00:50.018)

Yeah.

Three? Yeah, yeah, definitely three, three or four times when you first started. Yeah, a long time ago, too.

Mike Hambright (00:56.108)

Yeah.

Mike Hambright (00:59.446)

Yeah, it gets better and it gets better. Yeah, I always say this when I first started the Flip Nerd podcast, as you know, there were six podcasts when I started. How many real estate podcasts do you think there are right now?

Cris Chico (01:04.363)

Yes.

Cris Chico (01:10.028)

That’s a question. don’t know, but I know that like everything transition over to also to YouTube nowadays. So it’s like even I don’t I watch YouTube and I do watch podcasts, but only if they’re on YouTube.

Mike Hambright (01:15.256)

Yeah.

Mike Hambright (01:21.9)

Yeah, that’s the only place we publish it. guess we publish it on investorfuel.com, but we publish, only, I used to video publish my shows on iTunes and everywhere that would take a video, but now we only put the video on YouTube. Yeah, it’s just too easy, too easy, but cool. Well, hey, before we jump in, if folks somehow, if there’s one listener out there that has, who’s this Cris Chico guy? Tell us who you are. I think it’s, most people know who you are, but tell us more.

Cris Chico (01:34.902)

Yeah, exactly.

Cris Chico (01:48.256)

Yeah. Well, I’ve been in the real estate industry for a while, so I’m more known for, I’m considered the godfather of virtual wholesaling. Back in 2008, I coined that term. I was doing virtual wholesaling around 2004. That was before Google Street View, before a lot of things that we take for granted now. And then I was doing that predominantly with direct mail. So I was one of the first guys to use a variable.

Directly where you would it where you would send out postcards and then you would be able to inject the personalized information for the property owner such as the name of you know, the property address etc And then also a pioneered with using 24-hour recorded messages at that time We didn’t know how good we had it But we would send out a thousand postcards and we get like 110 calls because nobody else is doing direct mail and then so we were figured out a system for doing that for you for

for handling those type of calls, which is 24 hour recorded messages, then created. Then those postcards that we ran for a while, we created one called the third notice, final notice postcards, and those were hot for a time. We had a company, as you know, with Gary. We were mailing quite a bit of those. And then around 2016, I had this crazy idea that maybe we can get leads online through Facebook ads.

And I went down the rabbit hole and I was the first guy to ever publish a course on Facebook ads for motivated sellers for real estate investors. And since then we’ve still teaching Facebook ads. We’ve done TikTok ads, although recently we haven’t done too much TikTok ads, but also very well versed in all the Google platforms, search, performance max, demand gen. And that’s what we do specifically is we help real estate investors.

with inbound lead generation and specifically how to bring that in house so that they don’t have to pay an agency or expensive paper lead prices.

Mike Hambright (03:41.644)

Yeah.

Yeah, that’s great. So a lead gen expert and I’m an owner and a lead gen company as well. So we’ll have a lot of great things to talk about today. So as you know, inbound leads are just what we typically say is the return is typically two to three X on inbound versus outbound leads. And obviously outbound leads were super hot for a number of years because it was very cheap. You could outsource it to call centers and you could hit a button and text 6,000 people at the same time or whatever. Obviously a lot of that stuff is gone away or pulled way back.

I mean, there’s still cold calling going on, but people have kind of shied away from that. There’s all sorts of legal reasons and other reasons why. But how would you describe, you know, the comparison of inbound Legion as a whole versus outbound?

Cris Chico (04:25.303)

I mean the term I use is just being a welcome guest versus an annoying pest because you know when you do when you do outbound and you call a seller you know you have to like overcome there’s like a the first layer even before you have any sort of meaningful conversation with the property owner is the Questions that they ask you such as who are you? How’d you get my number? You’re the fifth person that called me. Why don’t you make me an offer? You’re the one that called me and then

Mike Hambright (04:30.264)

That’s good.

Cris Chico (04:51.061)

when you finally overcome all of that, now you can finally have a conversation. Whereas inbound, you know, that’s, it’s a much different conversation. You’re already starting from the positioning of, Hey, I’m just reaching out. You filled out a form about getting an offer and love to get more information about the property. you know, inbound just starts off at a different place than outbound. That’s number one. And then also, you know, I think the other side of it is a scalability. You know, when it comes to outbound, you know, scalability outbound means

you know, especially let’s say if you’re doing cold calling means hiring more humans to cold call, getting more lists, skip tracing more numbers, et cetera, versus inbound, especially digital marketing is just simply changing the number on the screen and increasing the budget. And then tomorrow you’ll get more leads than you did the day before. So I think there’s a lot of benefits and just those are just a couple of them. But as you know, you know, it’s everything is inbound now. And so I think it makes sense for almost everyone regardless, even if you’re using outbound.

to start bringing in inbound as a channel to layer into whatever else you’re doing.

Mike Hambright (05:55.734)

Yeah, it’s way easier to scale inbound. If it’s direct mail or online ads, can throw, I mean, it’s not, this is gonna sound academic, but you just raise your budget and.

You can spend more. It’s not that much harder to spend $10,000 a month on Facebook ads than $5,000, for example. It’s not that much harder to spend $20,000 on direct mail versus four. Especially if you’re using an agency. I know you’re going to talk about doing it internally. We’ll talk about the pros and cons of outsourcing versus do-it-yourself today. But it’s way harder to hire more cold callers to…

Cris Chico (06:18.017)

Correct.

Cris Chico (06:27.873)

Yeah.

Mike Hambright (06:35.67)

you know, double or four X year effort, because that’s a revolving door, people that are being told to F off all day long, and it’s just a burnout business. So inevitably, anybody that’s like, I’m just gonna hire some VA’s, or I’m gonna call this, I’m gonna have somebody call for me, you end up spending all your time recruiting, hiring and training and trying to retain people because they want to leave like every day, they’re just getting burned out.

Cris Chico (06:43.329)

Correct. Yeah.

Cris Chico (06:58.391)

100 % 100 % and you know management of humans you know that the toughest thing about him and managing humans is that they’re humans and and so they’re always problematic

Mike Hambright (07:06.306)

Yeah. Yeah, yeah, yeah. So, and I know when you’re down in your lab working there and you’re using all your AI tools, you’re really partially doing it to try to avoid humans. Is that right, Cris? Yeah.

Cris Chico (07:18.107)

That is correct. That is correct. I try to minimize human interaction. And so with the exception of you today, you are my only human interaction today. So make sure you make, we’ve got to make a count. Okay.

Mike Hambright (07:25.772)

Yeah. We got to make it count for you. Yeah, you’re getting a little injection of humanity today. So cool. Well, let’s talk a little bit about, you know, Facebook ads. That’s your area of really kind of area of expertise. So maybe share some, you know, little known secrets or some pros and cons of Facebook ads. And I think there’s maybe some myths in there about what does or what doesn’t work.

Cris Chico (07:32.094)

Yeah.

Mike Hambright (07:51.754)

and maybe just kind of share your kind high level overview of why Facebook makes sense and when it doesn’t maybe.

Cris Chico (07:57.397)

Yeah, I mean, everything works, but it just depends on the situation. So let’s say with Facebook, obviously it’s an interruption driven platform. the biggest thing, the biggest kind of comparison that people make is between Google search and Facebook. And they say, well, I want the good leads. I want Google pay per click leads because those are more bottom of the funnel leads. Somebody typing in saying, sell my house fast. I need to sell my house today. And it becomes a, know, they all have their pluses and minuses. So with search,

You know, it’s a high intent person, but you got to get to them right away. Most of the people that are operating in that space, they’re going to try to get to that lead within a few minutes. Otherwise, you know, if you’re the second person or third person that calls them, you’re out. And so Facebook tends to be more where they’re warm to the idea of them selling their property, but they may not be there just yet. And so, you know, with one of the biggest issues that people complain about Facebook ads is lead quality.

Mike Hambright (08:48.462)

Mm-hmm.

Cris Chico (08:55.286)

Are the leads going to be that great? And so what I, and I’ll tell you what we, we figured out best practices, and this is just recently in a last year, Facebook rolled out a new algorithm called Andromeda, which actually had us recreate our entire ad account infrastructure. whereas now what we’re doing is for example, when we’re loading up an ad account, we’ll load up an ad account with over 31 different images and videos, all catering to the specific avatars. So for example,

We have an avatar for a landlord. And so that’s a video of a person talking about the pain points of a landlord, but there’s also a man. So we have both man and the woman. We also have, for example, a video on downsizing. And if somebody’s looking to downsize, they’re going to be an older person. They’re going to be standing in a house that maybe looks a little bit dated, might be cluttered. So in that environment, we have ads that look exactly like the target prospect, both male and female. And so we load all those up in a Facebook.

And now Facebook’s targeting is really based on what it gets from you with regards to the ad, the transcript of the video and everything else. And so then now what we’re finding is that we’re finding a lot more people that are a little bit earlier on in the process. And so, yes, you’ll get the people that are interested to do something now, but you’re getting people that are interested and are starting to have conversations before they get into that hyper, I got to find a solution mode, which is good because now you’re getting them ahead of the game, ahead of other people.

Then the other thing that we’re doing with regards to Facebook is how do we make sure that we get a high quality lead? So we create friction points throughout the process. One friction point is using more videos than images. It’s easy for somebody to see an image very quickly, click on the button to submit their information. Whereas a video creates friction because they have to actually listen to the video to a certain extent before they submit the form. Once they submit the form, then we ask a bunch of questions.

Typically like eight questions or so in order to again create some additional friction and then now Facebook has a option now that enables you to force the seller or whoever fills out the form to confirm their phone number through SMS verification. So that’s another friction point to then further make sure that the lead quality is as best as it can. But comparatively speaking and I don’t know what and maybe you tell me

Mike Hambright (11:07.65)

Hmm.

Mike Hambright (11:16.142)

Mm.

Cris Chico (11:20.084)

Like I’m running, we’re running some ad campaigns for clients right now in the Dallas area, Dallas, Fort Worth and the surrounding counties. And generally we’re getting leads for about $40 per lead. Now on a pay per click lead, that would be significantly more money, right? So it’s a, yeah. And so then it’s a balancing act, right? Because, you know, yeah, you could go out and get those $300, $400 leads, but you’re to pay for it versus getting a lead on Facebook.

Mike Hambright (11:36.546)

Probably probably 8 to 10 X that at least.

Cris Chico (11:48.823)

that’s, you know, $35, $40 per lead. And yeah, it’s not gonna be the same, but also you have a little bit more, you have a little bit more flexibility and forgiveness in this whole model because if you screw up three, $400 leads, your cost per acquisition goes really through the roof. And so just in general, like big picture, you know, leads per contract. So our, what we’re typically seeing in our middle ground is,

on average to be around 35 leads per contract. Now that depends on the individual. We have somebody that’s brand new in the business that is gonna be just starting out brand new. They’re gonna need about, we have some clients that are getting 75 or 80 leads before they get a contract. However, we have experienced investors that are very good at sales. They can do wholesale and novations, right? And they’re also more distributed.

So those clients are getting a contract one out of 15 or 20 leads. So it depends on the geography and it depends on whether or not that client is going to be utilizing more than one strategy. But the leads are good because at the end of the day, they’re human beings that go through a whole process that unless they’re just completely out of their mind and love to fill out forms and confirm their phone numbers through SMS verification for no reason, then they’re motivated. And as long as you have the right sales process, then

Mike Hambright (12:51.064)

Hmm.

Mike Hambright (12:58.2)

sure you

Mike Hambright (13:13.666)

Yeah, that’s great.

Cris Chico (13:16.453)

you you’ll convert them.

Mike Hambright (13:18.102)

Yeah, and I think that is one of the challenges that a lot of real estate investors, probably all entrepreneurs, kind of struggle with is like when they hear leads like…

Well, what is a lead? Like everybody calls a lead something different and most people just want, you know, there’s people that sell data like 10,000 and they say, and they literally say you can download 10,000 leads a month. It’s like, well, that’s not a lead. That’s just, that’s just an address or a name, right? It’s not a lead, but so it really kind of comes down to the quality of the leads. And I like the additional friction that you put in place to generate those because you know, you’re just, you’re basically just filtering out non-motivation for the most part. Right. so talk a little bit about,

Cris Chico (13:32.971)

Yeah.

Cris Chico (13:53.024)

Correct, correct, correct. That’s what we want.

Mike Hambright (13:56.934)

you’re targeting there. So you talked about an avatar where it’s somebody that’s maybe an older person looking to downsize. How do you display that ad to that avatar? Because I know that Facebook has, they’ve changed a lot of the targeting capabilities over the years. But how do you, or are you saying you just show all those and try to capture?

Cris Chico (14:15.325)

Yeah, so we have, yeah, so when we create an ad, when we’re at a campaign, inside of the campaign, we will put 24 videos and seven images. The 24 videos are a variety of different avatars. So they’re all AI generated. So we have the option, we do AI generated videos, but we also like, if you want it to be on camera, then we can make a clone of you and make it so that you’re the one that appears on camera with your voice, et cetera.

if you wanted to build a brand. However, you if you’re like 17 years, 18 years old, starting wholesaling, you may not be the right person to show up on the ads because they’ll look at you and say like, well, you just got out the high school. How are you going to buy my house? Right. So you can create another consistent avatar. But what we do is we just add those all to the same campaign and we allow Facebook to self-organize and to find the right prospects. So the way we set up the campaigns is there’s three layers. There’s images.

Mike Hambright (14:53.346)

Right.

Mike Hambright (14:57.912)

Right, yeah.

Cris Chico (15:13.033)

very sparingly. Then we have the avatars and the avatars are people that look like humans, but we also have Pixar, like, you know, the Pixar characters, like the Disney movie characters, those do well. And then we also have a subset within the 24 videos that are, we call objection handling videos. And so those videos are ones where, you know, like for example, hey, what happens when I really sell my house for cash? Am I going to get screwed? Is it a scam? And so those are answering questions that the seller would have. So all those ads together,

Mike Hambright (15:22.115)

Very, yeah.

Cris Chico (15:42.806)

form this little bit of an ecosystem in the campaign that the people see one ad and they may not submit their form, but they see another ad. Typically they see the objection ads, which then cover and overcome an objection. Then they finally submit their information. So we’re not dependent on one ad or one image. It’s just putting everything in place so that Facebook has the opportunity to go out and find us the right prospect. And some campaigns do, you you’ll find that one campaign

Mike Hambright (16:05.411)

Yeah.

Cris Chico (16:08.447)

hit a lot of landlords and so the landlord ones are hitting and another campaign that you launch might be targeting downsides. And then the other thing, I wanna make a comment to this, because I see people make this mistake. We use what we call our portfolio approach to Facebook ads. So let’s say that you wanted to run ads in Dallas and you wanna spend 150 bucks a day, hypothetically. Well,

You could take and create one campaign for 150 bucks a day and then try and see what you can get. Typically, most of the time, that’s not going to get you. It’s a big roulette wheel where you’re going to go to the roulette, put like all your money and hope and pray. What we do is that we take that same $150 and we divide it among six, seven campaigns, all different budgets. And what that does is that it will find each campaign, it’s targeting a different pocket audience inside of Facebook.

And so I say we launch five campaigns, two might be turds, three are great. The ones that are not great, we pause and we launch some other ones. And at any given point, you know, in a high, high span account, we might have seven, eight, nine, 10 campaigns all running simultaneously. so that way you have consistency of leads. So that’s the other thing I wanted to mention is also the structure of how you, put it together. It makes, makes a big difference too, as well.

Mike Hambright (17:05.453)

Mm-hmm.

Mike Hambright (17:30.712)

So what would the difference be between multiple campaigns? Like is it a different avatar? Is it a different ad set? Like a different messaging? Like what is the difference?

Cris Chico (17:37.041)

No, no. The campaigns, the campaigns are identically the same. What you’re doing is you have to think about Facebook as this big, this big pond. So if you’re targeting Dallas, you’re going to get an audience size of 8 million people. However, you’re not going to, your ads not going to show to 8 million people. Your ads going to show to like a thousand people. And Facebook is going to make a decision about that. So what you’re doing is using the analogy of fishing in a big pond.

is by creating these multiple campaigns, you’re just throwing out a bunch of reels into the pond and seeing what hits and whatever hits you keep, whatever doesn’t you remove after a couple of days and you throw a few more reels in. So in essence, the campaigns don’t, once you create the campaign, you’re using the exact same campaign. It’s just you’re duplicating and hitting different pocket audiences within the total audience that you have.

Mike Hambright (18:32.76)

Yeah, okay. So talk a little bit about the importance of brand building in this. and I were talking about this before we started today. That’s one of the problems with outbound Legion is nobody wants to reveal their brand because they’re afraid they’re going to get sued or whatever, right? So everybody’s kind of hiding behind it. And obviously there’s, as you know, there’s been a huge uprising over the past, certainly five, six, seven years of PPL providers and kind of pay per lead providers, but they’re not using your brand. And that’s

Cris Chico (18:37.971)

Yeah.

Cris Chico (18:55.669)

it

Mike Hambright (18:58.474)

Obviously one of the downfalls is you’re not building. You might be spending a significant portion of your of your marketing budget on something that does not build your brand, but talk about maybe the role of brand building in your campaigns on Facebook.

Cris Chico (19:11.219)

Yeah, so, you know, I call it the anonymity problem with real estate wholesalers and investors in that if they see an ad from you and you call them and you say, okay, fine, I’m going to call you tomorrow. They have no idea who you are. Another person might call them and they might get confused thinking that person is you or that guy. And at the end of the day, there’s no brand building. There’s no familiarity or anything like that. And so the example I was giving you is the personal injury space, which have

Mike Hambright (19:35.022)

Mm-hmm.

Cris Chico (19:39.349)

very similar metrics to what we do. Like their cost per case is typically on the low end, 1500 to 3000 or so, which is our cost per deal. And they advertise heavily, but their advertising is really brand centered. So that way when somebody gets into an accident, they remember that person. So the thing that we’re doing now with some of our clients is creating avatars where ideally would be that you…

You are appearing and you’re appearing in every single video that is showing up there, right? So as the customer sees the first ad and then they might see that other ad that talks about, Hey, here’s some of the reasons why it makes sense to sell to a cash buyer. Here’s some of the scams to avoid, et cetera. It’s all you. So then when you’re either you or your salesperson calls, they can always reference Mike. Hey, you know, I’m here with Mike buys whatever name you want to use. And so then now that creates familiarity throughout the whole funnel.

And then, you know, there’s different ways of doing that. If you didn’t want to be on camera, we can create AI avatars of you that sound like you have, you know, we can clone your voice. And so I think a lot of investors, you know, when you’re first starting out, that’s probably the least thing you want to think about because you’re just trying to get your first deal and get something done. But once you are an operator and you know, you’re doing deals consistently in particular geographic areas, then I think that the next level would be is how do you build brand awareness? But it doesn’t have to be like

Mike Hambright (20:43.372)

Right.

Cris Chico (21:03.708)

the typical injury case. Because if you think about it, they’re doing billboard advertising and spending lots of money. But the way works with Facebook is that if you, if somebody sees your ad and they interact with your page, and then now they come back to Facebook later, we can create an audience that targets only those people that visited your page or interacted with your page. And then most people don’t realize that what I see when I log into Facebook is completely different than what you see, because it’s based on my interest. All of a sudden now they’re surrounded by ads.

Mike Hambright (21:31.501)

Right.

Cris Chico (21:33.8)

from you as the house buyer. And they think, my God, this guy must be buying all the houses in Tonka. That’s all I see. But it’s because they came into your ecosystem and that’s what you want to create. You want to create that awareness so that when they do get a call from you or your company, then now you have that little bit of an edge that make the difference and you get into the deal versus somebody else.

Mike Hambright (21:53.23)

I think a lot of people don’t realize that you can have, I don’t know if you call it this, but essentially a top of funnel campaign that is like, as the wide net, and then if they’ve engaged with you, have retargeting or maybe you call it a middle of the funnel. It’s like, I’m gonna lot a portion of my budget to just heavily retargeting the people that engage with my ads so that they see me more and more and more and I’m omnipresent to them, right?

Cris Chico (22:09.556)

you

Cris Chico (22:17.342)

Correct, correct. And they see you as the trusted because at the end of the day, they’re going to make a decision based on some logic, but at the end, they’re going to look at and say, okay, I see them all over the place. I see their ads, so they must be, they must know what they’re doing. And so, yeah, exactly, exactly. Yeah, it was Zuckerberg. It was Zuckerberg.

Mike Hambright (22:32.022)

It must be faint. But it was Zuckerberg actually. wasn’t fake. Yeah. Yeah. You know what’s funny is I actually utilize that when I’m on Facebook and I see things that I’m interested in. I’m like, well, I mean, I don’t like bookmark stuff because that’s like.

go, that’s a black hole. I literally just engage with the ad and I’m like, if they do a good job of retargeting me, like I’m gonna see it again. So I literally use it from a user standpoint. I am trying to see how good somebody is at retargeting. Really, it’s something I’m interested in. like, I don’t have time to mess with this right now, but I wanna come back to it later. And if they’ve done a good job of retargeting, then I’ll see it again.

Cris Chico (22:48.624)

Yeah.

Cris Chico (22:58.877)

Yeah.

Cris Chico (23:09.682)

Yeah, I mean, I was looking at the different models and I was looking at the personal injury space just to see what they were doing, getting ideas. And then all of a sudden now Facebook thinks that I’m an attorney and I would need I need law marketing or something like that. So waiting for that to dissipate a little bit.

Mike Hambright (23:21.42)

Yeah. Yeah. So let’s talk about, you know, the do it yourself versus versus agency model. Obviously, there’s there’s agencies in every type of lead gen that are happy to help real estate investors, for example.

completely done for you. And there’s pros and cons of that. Obviously one of the pros, it’s the easy button. One of the cons is it’s a little more expensive, at least upfront. But another pro is that you’re hiring somebody that is an expert. mean, presumably they do this for lots of people and they probably have a stronger skillset than what you maybe ever could on your own. But I know maybe you have a different opinion on kind the done for you versus DIY, do it yourself.

Cris Chico (23:41.459)

Yeah.

Cris Chico (24:07.337)

Yeah, and so, you know, and obviously I’m little bit sighted, you know, because it’s one of the services that we offer. you know, at the end of the day, I think that in any business, marketing is the most important part of your business. And so there has to be a level of competency within marketing. So that way you could know whether or not you have a good agency or things are being done correctly. And so there’s degrees upon which you want to be able to explore that.

We have, we like, for example, we have clients that are very technical in nature and we’ll go ahead and want to set up all the accounts on their own and follow our SOPs, cetera. Then there’s people that say, I want nothing to do with it. But the problem with the, if you say, I want nothing to do with it. We’ve had instances where clients will come in, they’ll say, you know, I, the agency wasn’t doing a good job, but I don’t know what I’m doing. So I can’t tell them that they don’t know what they’re doing because you know, how am going to judge that?

Mike Hambright (24:56.972)

Yeah, right.

Cris Chico (24:58.494)

So the middle ground is, think, understanding the basics of it. The way we do it is that our service is more of an install service. we’ll install, I’ll use the analogy of a car. If you want a car, you’re not going to build your own car. If you had to build it, then you wouldn’t drive. You go to the dealer, and they deliver your car, and they have a service department such that if you have an issue, then they can help you fix it.

That’s the analogy that I use. So we actually build out all the infrastructure for the client, deliver it to them. It’s their own ad account. They learn how to run it and you could run them an hour a week. And then if there’s an issue, they can get help and support. And then eventually they could decide what they want to do next. Sometimes they say, you know what, I can run it on my own. Other times they say, you know what, I still rather have an agency, but now I know what the hell is going on. So I can vet them easily.

and do a better job of making sure that I have somebody or they can bring it in-house. You know, my contention is that if we’re under the umbrella of online marketing is a critical part, marketing is a critical part, and then a basic understanding of that is necessary so you can manage it appropriately, then to me, I think you have to acquire at least some sort of foundational knowledge. And now which one you select depends on you and your budget. I say, you know,

Mike Hambright (26:21.528)

Right.

Cris Chico (26:23.089)

The agency is like a limousine. You do nothing, but some of you want to drive in a limousine all day. Hey, that’s great. But some of you might say, you know what? I want to drive my own car. And so I think it has to do with the person, the business model. So it’s not a clear cut answer, but my belief is that everybody should at least have competency in that, that’s a really critical part of the business.

Mike Hambright (26:49.57)

Yep, yep, so much to know. Cris, if folks want to connect with you, where should they go?

Cris Chico (26:55.659)

Best places just go and go to my YouTube channel. Honestly, if you go search for my name Google tells you about my YouTube channel. You just go to YouTube search my name I’ve got lots of videos there about many of the things we covered here They can watch a few videos and if they’re interested there’s always a link in the description that they can Reach out to us to get more information

Mike Hambright (27:18.476)

Yeah, I know you create a lot of content so you’re sharing more of what we talked about today like the…

Cris Chico (27:23.409)

Yeah, I cover a lot more detail in the videos, obviously.

Mike Hambright (27:26.614)

Yeah, awesome. We’ll put a link to your YouTube channel in the show notes here. So good to see you, buddy.

Cris Chico (27:32.253)

Same here, buddy. I appreciate you coming on and sharing knowledge with your audience. So thank you.

Mike Hambright (27:39.18)

Yeah, always good to see you. everybody, make sure you go check out Cris’ YouTube channel. He’s a great guy, I’ve been around a long time. Super smart guy, don’t tell him I said that, but lots of great information out there. At the end of the day, I think Cris and I very much believe the same thing. Leads are the lifeblood of your business. And for those of you that are constantly trying to find a way to hustle up free leads or cheap leads or leads without just any lead as a lead,

It’s a hard way to scale your business if you’re not doing some things that are laying the foundation for consistent lead gen month after month after month where you don’t have to reinvent the wheel all the time. That’s when your business starts to get a little more fun. So, appreciate you guys for joining us today. We’ll see you on the next show.

Cris Chico (28:21.853)

Thank you.