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So super excited because we have a very special person

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 with us today. So go ahead introduce yourself

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 and who you're with my name is Portia Brooks.

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 I am with Lynn pick. That's my company. I'm the CEO.

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 We're an online Marketplace that connects business owners

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 to lenders all across the country that actually approves

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 them for funding specifically today. We're gonna talk about leads.

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 So for people that

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 don't know what is the lead and how would you define a

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 lead in this business atmosphere? So I would

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 say a lead is how you're going

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 to get a sale and so it's your potential client. Now the

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 way we define leads we have two approaches to Source

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 leads. It can be the organic approach or

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 the non-organic approach. Now as far as your non-organic

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 approaches, that's your that's purchasing

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 leads. So that's purchasing ads or purchasing

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 names and phone numbers really and

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 then you have your organic approach. I can list those, you know

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 some of those off as well but with organically

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About social media you're talking about SEO networking referral

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 partners and also publicity. Everyone

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 wants to know. How much is this gonna cost? What is

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 the cost that you actually have to kind of average out

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 to get an opportunity to get leads?

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So I hear a lot of you know Brokers and people

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 in this industry say how much it costs

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 to get started within this industry. And to

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 be honest. If we're talking about leads. We're talking about getting a

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 sale. It doesn't cost that much. It's not a

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 lot. So it depends which route you're going. Right so you can go the

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 purchase route or you can go the, you know, organic route

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 organically, like for instance. If you're gonna set something up on social media it

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 costs you nothing to do that. You can actually get a sale through

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 setting up a page and start branding your you know, your business do

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 social media or you can with most

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 of the industry does you can actually, you know purchase names

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 and phone numbers and you can do that for as

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 little as potentially $500 maybe a thousand

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 dollars just to get started. So for you and

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 your business, where do where do your leads come from?

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Good Question Johnny, so

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far as

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we're way to get leads would be our referral partners.

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For example, we have referral Partnerships set up with

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 MCA companies. They send us leads and we get them SBA

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 Loans. We have referral Partners set up with other Brokers

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 as well. And so those Brokers they'll send us leads because

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 they know that we're going to get their clients options. We're

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 going to get them fast approvals and we're going to get them accurate approvals

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 as well. So referral Partners, you know through Linkedin as

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 well as potentially networking too.

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 So that's our best way in our favorite way

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 to get leads.

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So let's talk about a good conversion rate for you.

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 Is there a hard fast rule that

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 you live by when it comes to conversion rate? So conversion rates

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 of funny within this industry too, right? Because they're low normally with

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 most I would say most companies

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 the conversion rate is about

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Two to four percent somewhere. You know,

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 I mean, I think 4% might be on a higher side actually with us.

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 We like to close like

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 if we're talking to 50 individuals. I

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 want to close, you know, at least five of those individuals. I

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 do believe it's all about how much you can

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 fulfill the customers needs that you're attracting. If you're

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 purchasing leads on the other hand, you know, it depends you

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 have almost no idea, you know really what

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 that person wants, you know, your purchasing something they went

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 on someone's site. They feel something then that they

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 may want business loans, but I think those ratios

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 and those clothes and rates are a little bit lower than when

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 your brand and yourself and people are finding you versus you

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 having to find that individual.

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I think for a lot of Brokers the one question is how

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 much time do you spend on these leads on conversion?

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I mean, that's the Cornerstone to a business. That's the

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 few to the fire. Right? So I

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I mean when you're talking about leads you're talking about

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 sales and we've spent a lot of time, you know

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 getting leads in because we spend a lot of time working on

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 our content our branding, you

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 know our marketing. So when you're spending a lot of time on

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 marketing essentially you're spending a lot of time trying to

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 get leads in and you know, that's so really that's that's

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 what we're doing. And then as far as converting those two actual sales, you

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 know, we are we're spending a

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 lot of time doing that too because that makes your business eating there's

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 anything as an exclusive lead.

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Like a weed that's strictly yours.

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Good question. If you're not purchasing leads,

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 yes, I believe you know, it is now when you're

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 purchasing it. It's it's a little tricky if you are purchasing

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 leads, if you're purchasing phone numbers and emails, they're definitely

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 being sent out to a lot of people so that's not exclusive.

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I would say why we like referral so

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 much is because that is that's the exclusive route right

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 there. Right? And so now when you're getting someone, you know,

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 that is referring you leads.

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Most likely they trust that individual or you know, who knows

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 who knows where they found that referral from

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 that can be an exclusively doesn't always have to

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 be but it can be I think it's the exception Johnny. I think

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 the exception is, you know, exclusively leads versus

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 people going out and trying to you know

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 barter with every type of broker and lender.

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Let me ask you this. What kind of leads have yield

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 you and your business to the worst conversations

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 or the worst conversion rates?

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diverse the worst conversion

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Let's see. What kind of we adds

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 adds Johnny. Oh my goodness, right

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 and so like

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some people are very successful at you know,

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 running ads and there's the Facebook ads there's you

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 know, the Instagram but very much associated with Facebook ads and

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 other types of ads but the ad game is hard

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 to nail. I've actually I spoke to someone

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 who said they spent 45 thousand dollars on Facebook

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 ads and didn't close one sale. Now that

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 wasn't us right, you know, but with that ads for

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 us have not had the greatest turnover. So

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 we you know really do focus on the organic

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 approach that's like our best bet.

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Do you ever spend money on some type of

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 lead Channel just to experiment with it. Have

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 you ever done that? Absolutely what's been the

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 outcome of that?

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so

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You first when you have.

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To experiment within a business you have to there's it's all about trial and error

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 So within the organic and the non-organic you

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 kind of have to try out everything to see you know, really what

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 works sometimes it's about putting money into something and not

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 getting anything back. It happens. You want to

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 continue to move forward and learn from your mistakes. And and so

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 with us, we don't look at really any of these as mistakes.

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 It's a learning process. Yes, you're gonna

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 put money into

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sources and it's not going to work out, but then

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 you just continue to go and move.

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What advice would you have to Brokers about just getting leads

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 in general if you if you had to give one

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 piece of advice in one sentence? What would that be trial and

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 error try it all so I would say build your

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 brand.

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Definitely do that, but that's not gonna take off immediately. So

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 you're probably have to do some of the paid advertisement

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 as well.

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Some portion. Thank you so much for joining us and I

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 know your advice and what we talked about is something that

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 Brokers want to know and Brokers they are

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 focused on getting leads and making money because as you know, and as

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 you've said it money can be made in this industry. Yes, they

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 can be awesome. Well, thank you so much Portia for

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 joining us. Appreciate it. Thank you for having me. No problem. Well, it's

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 gonna pleasure.