Single-agent, Buster Levin, has cracked the code of balancing technology and human interaction to make meaningful connections with his clients. Learn about the tools Buster uses to follow-up with his database by land, air, and sea so that no one gets overlooked.
Podcast available on iTunes and Stitcher.
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Here are some of the things we cover:
- Staying organized by segmenting your leads based on urgency
- Leveraging workflows to nurture your leads and maximize conversions
- How to drive traffic to your lead gen website
- Understanding the lead conversion times based on lead sources
- How to “make today a masterpiece” by staying focused and setting attainable goals
As mentioned in the video Buster has generously shared some of his tips and strategies in a document here.
We want to thank Buster and Todd for sharing their knowledge with us and the real estate community! It's important for us now more than ever to band together and support one another through these uncertain times.
Here is a transcription of the entire discussion:
Kevin McCarthy:
All right, everybody. Welcome back to the next episode of Keeping it Real. Today, my co-host is Todd Tramonte of Dallas, who specializes in providing highest level of service, and he's got a huge team. He's a force of nature around here, and he's going to help me interview Buster Levin, who is in Tampa, he's with Exit Bayshore realty. Specializes in South Tampa, and he's got a real cool story. He's been our customer for about seven years. He's leveraging technology as a single agent. So, he's going to dig into some of the technology that he uses, and I'm really excited to hear his story. With that said, let's go ahead and kick it off. Buster, how'd you get started with with technology?
Buster Levin:
Well, first of all, I appreciate you having me and thanks everybody that's come before me to Jeff Manson for creating everything. All the work you've done Kevin, Todd, and Jason's tomorrow, you name it. The Brett Bakers, the Mark Martin's everybody, Greg Harrelson and Abe and those guys and Dirk Zeller, the list goes on, but just been great to be a student of the Keeping it Real episodes, and got my college degree from that.
Buster Levin:
Been in it for a while, got in in 2005. Moved to Tampa, got in at the wrong time. Almost beginning of the foreclosure boom, just the market was tanking as I got my feet underneath me. I learned how to do Google pay per click. So, just got into internet stuff at that point. Got into WordPress sites, and then was introduced to Real Geeks about 2013 for the conversion side of it, and started creating a ton of leads. I think my first week of having the website, I got a 557 cash purchase by a physician, just did a Google search, I think on the address and popped up. He thought I was Smith and Associates, which is a very nice firm, luxury firm in our area. Clicked it, went, showed him the house and he bought it for his daughter. It was like, this was a great investment right off the bat.
Buster Levin:
I didn't even have my pages done and finished, they still have the jargon on them, and it made me realize that, hey, people don't really care about you or what your story is, and that kind of thing, they're coming to search for homes, and want to be able to do that very easily. Then if you make that easy and enjoyable, then they look who you are, and that kind of thing. But it just changed my view on some things, created a bunch of leads, and then went to a Craig Proctor seminar one time on a weekend and it was new to kids, and he said, "Hey, you got to start a team, or you're going to miss your son hitting a home run in the baseball game." Hadn't got a hit all year, and I was like, I'm not going to be that dad and I got to start a team to do it. That's what I'll do.
Buster Levin:
Exit has a system of residual income where you bring in recruits. It was like, I came back with a come one come all attitude, didn't have any process in place for hiring people, just knew I could create a ton of leads and thought it would just go well, and I would refer them out at 25% and be making lots of money and all would be good.
Todd Tramonte:
Buster, let me jump in.
Buster Levin:
Go for it.
Todd Tramonte:
Not everybody starts out that easy with Real Geeks, man. You can't be setting this crazy expectation, you're going to... I'm just jacking with you. No, man, it's so good to do this with you, Buster and I have been connected for years because of Real Geeks, through Real geeks.
Buster Levin:
Absolutely.
Todd Tramonte:
Been super supportive of me, and was really helpful when we launched our book, and just has been awesome. I love the way you started us out. Let me recap that for a second, then I've got a bunch of questions for you. But your gratitude for the unbelievable environment of sharing that happens around Keeping it Real, around Real Geeks. You named like 12 people that you've been picking and choosing and learning from to build a really great business, which I love.
Todd Tramonte:
If you're tuning into this live or you're catching the recording, there's a bunch of other ones that are really awesome that you ought to check out, and we'll keep them coming for you too. Ironically, I think I was on the very first one, about six, seven years ago, I don't even remember how long ago it was now, but there's been a ton of good stuff. You started out as a student and now we're picking your brain to share with everybody.
Todd Tramonte:
So, let me do that, let me pick your brain a little bit. Can you give me, for now, just the short version, like one minute on, where's your business today and how has it grown in the last few years or whatever, and then we'll start to unpick some stuff that I think people can learn from you.
Buster Levin:
Okay, a perfect example for me is a team going wrong, okay? I started this big team, created a bunch of leads. Then in 2018 realized that it wasn't going to work. Came back, what's called a whitewash, changed the split back to a team split 40 for the buyer agent, 60 my way. That changed everything. Everybody left, pretty much it was down to myself and a couple of people. I failed with a couple of buyer specialists. Now it's just me and I have my wife helping me part-time. She does ultrasound, she does my admin and that kind of thing.
Buster Levin:
But last year had gone down to just over 100 and something of income and had my first year below two in a while and everything had changed and at the bottom in the rebuild and then I've doubled that to this year, much more on the personal side, much simpler model. I'm glad to not have the team. Again, that's been my last couple years history. A lot of self-awareness in 2018, 25 bucks later in audible, exercise and just a heck of a journey over the last two years on rebuilding my business and doing it the right way, and those kind of thing-
Todd Tramonte:
I have a question, is it okay, if I break that down and explain it a little bit more?
Buster Levin:
Absolutely.
Todd Tramonte:
Because what I hear when you say that it's probably encouraging to quite a few people that are listening and watching, right? You felt like, like a lot of people in our industry do, I've got to go build this big team. That's the pathway to success. A coach told you that, a trainer told you that, an industry celebrity told you that. You built this big thing, and there was some income there, for sure, but it wasn't quite the ride that you wanted it to be, right?
Buster Levin:
That's right.
Todd Tramonte:
I like the way you said it, you said I failed with a couple of buyer agents, right? I think I know you well enough to know that you take responsibility for that, and instead of blaming a bunch of other people, you decided, I'm going to go a different way. Now, I'm not in any way bad mouthing teams, I run a team, I own a brokerage. But, I also love it when people discover, hey, that may not be the path for me. This other path is the right one for me. It's not a one size fits all business. Would you agree?
Buster Levin:
Absolutely.
Todd Tramonte:
Yeah. It sounds to me like your journey back has been one of keeping it simple, and you've got some good lead generation, and you've got some part time help, happens to be your spouse, but it's part time help, and you're running it off the Real Geeks platform, which you don't have to do that, but it's a heck of a platform. So, it's working out well for you. Before we get into some of the things you do really uniquely well, would you talk to me about just, at the simplest level, what this rebuild has looked like? What are the simple things you've done and the things you've used to double your income, which was still a really good income by the way, it wasn't what you were used to, but it was still a really good income, to double your income in one year, basically solo, with some part time help. As simply as you can, in a minute to whatever you need, though, just how have you doubled your income in the last year keeping it simple, Keeping it Real?
Buster Levin:
Yeah, Keeping it Real and a lot has to do with Keeping it Real. It's about the whole making a masterpiece thing. I could spend an hour on what that all entails. I got it from my dad, he tracked his daily stuff or whatever. But it became... I was trained by Workman Success Systems coach by them. There was a point system I really liked, a daily point, an activity, the money making activity. So, I created my own system of 15 contacts per day. From Dirk Zeller, basically that number of 15. But from the different pools of people; my top 50, my follow up, my past clients, my new leads and my ABC follow up, how I tag my people in Real Geeks and what urgency level they are.
Buster Levin:
Work in that system and go into the 15 contacts, I started that system in December, and my months were dry this year in January and February, but 90 days after I started my daily habits of those calls and tracking those points and that daily masterpiece, I had my key metrics, if I get 15 contacts, and I'd get my 61 activity points and hopefully that results in my one appointment set, preferably a listing appointment, that's a masterpiece for me.
Buster Levin:
I don't have to have the appointment but if I complete the other activities. So, stacking masterpieces, daily habits, all of those things, the repetition of writing those sheets, I've got examples on that I'm glad to share as a Google document, but that daily routine, my morning personal daily victory of the exercise, mind body and spirit, Miracle Morning, Hal Elrod, all of that. That's been the ultimate difference.
Todd Tramonte:
Okay, time out real quick.
Buster Levin:
I was done.
Todd Tramonte:
I'm going to give you 10 seconds, because I know you've got so much to share. 10 seconds, what is the daily plan? You said you call it a master piece, what makes up that day? Because basically, if you're listening, get your pen and paper and write because what Buster just said is it took him 90 days for this system to kick in and help him double his income, right? Two dry months. Really, in 10 months, he doubled what he did the previous 12 months. Is that accurate, fair to say?
Buster Levin:
Yes. You see the consistency also of every month I've done over 20 in gross commissions personally, pretty average for the last seven going on eight months.
Todd Tramonte:
Okay. Do me a favor, and let's try to compact this as best we can. 30 seconds or less if we can, what is that perfect day?
Buster Levin:
First of all, mind, body and spirit. The personal daily victory, Stephen Covey talks about, the exercise that part. Getting that done before 8:00 AM kids and all that. Getting into the office and having my scheduled times in Google Calendar, my off market calls, my internet calls in my top 50 past clients, all blocked in those hour, hour and a half periods. At the end of the day, my key metrics, my 15 contacts, my 61 activity points that comes from the calls, comes from all that, and then hopefully the appointment set, and that's a masterpiece, one sheet.
Todd Tramonte:
That was [inaudible 00:11:16] in seconds. Nailed it.
Buster Levin:
Unbelievable. I only have ever done that in my life.
Todd Tramonte:
Fantastic. I was incapable of it until I started a radio show, and then radio, you can keep talking all you want, but nobody's listening anymore. So, I love it. Okay, so you can go back and watch this recording and grab that. But what Buster did... We got a lot more good stuff. But what he just told you is your own... It doesn't have to be exactly his way, but your own version of something pretty similar. What I love about it is he's pulling from authors and real estate coaches and leaders and other agents he's met and just talked to, Keeping it Real episodes, things like that.
Todd Tramonte:
He's built this system of mind, body soul for him. Here's where it might be a little different. But those real estate activities are not that complicate, right?
Buster Levin:
Right.
Todd Tramonte:
Everyone can do that. Now, you can't do it if you have zero leads, you can't do it if you don't have a telephone, right. But most people in real estate have everything they need in the year 2020 or beyond, to do what Buster just said, the real question is, will you do it? Once you're committed to doing it, you did more in 10 months than you did in the previous 12, and you had a good income the previous 12. But it's a heck of a lot better now, you're averaging $20,000 a month or more in the last seven or eight months of just following that system.
Todd Tramonte:
Now, there's a few other key things I want to get into. But what happens on those days where you're trucking, do you ever push it and just do way more, or what happens on the days you fall a little bit short?
Buster Levin:
I do keep trucking on days or whatever. But I've been pretty committed to those 15 contacts and that being the minimum. I'll hit at the minimum but where I falter, is I'll do 15 new contacts, and I won't go over to my other pools, my top 10, my top 50, my ABC follow up, I'll not go to those. So, I'll end up with 15 new contacts from old internet leads or whatever, and it's a good day, and it's a masterpiece, but I didn't set the appointment, and I didn't set the appointment because I didn't go to the right pools. I didn't truly work the system in its entirety, but I'm working on that.
Todd Tramonte:
Well [inaudible 00:13:30] point something out about that. I don't know what's going on with my audio here. But we'll just keep trucking. Even when it's... If you do the tasks, but you don't get the desired result. If you stack enough of those up, beautiful things happen, right? I think that's the takeaway because I'm not judging anybody, I've been the guy. If you do this, this happens. Well, I did it and that didn't happen, so I'm going to do something else. I'm going to get creative and do something new and do it better and faster, and with more technology, right? When really, I probably should have just kept at it. Put in the work and the results will come. If the plan is good, the results will come.
Todd Tramonte:
It sounds like that's really what you committed to is quit changing everything, create a plan and do it. Now, you can tweak it every 90 days or six months or whatever, but have you made any significant tweaks along the way, or has it been pretty much the same?
Buster Levin:
That is some stuff to my affirmation part of my sheets that I do or whatever, but the key metrics, and I think that's where it's individualized, you have to determine what your business key metrics are. For me, it's the 15 contacts from those pools, it's the 61 activity points which come from showings and all that stuff. But at the bottom line, I knew I wasn't making enough appointments. I grew up in the insurance business. My dad would say, appointments are the lifeblood of the business, just as they are with the real estate business, appointments are the lifeblood of the business. Well, how do you make appointments? Real Estate is a contact sport, and if you're not making the contacts, how do you make appointments? You make contact with people.
Buster Levin:
I was getting a lot of activity points through my coaching program, but I wasn't making enough contacts, therefore not making the appointments, and that's what changed and created this whole system. I watched a Dirk Zeller video one time about the 15, and he said, if you get nine one day, 11 the next, 15 one day. In the week, did you have a good week, bad week or disaster? He says, you had a disaster because that week repeated over and over. That hit me like a ton of bricks, and it was like, I'm committed to getting 15 contacts per day.
Buster Levin:
I'm going to be the product of my own system to prove to myself that it will work and I'm on my way to being... Right now, I'm a million dollar a year net real estate producer. That's a new little thing on my... I had that goal before, but I wasn't writing it down. Anyway, for what it's worth.
Todd Tramonte:
I'll point out [inaudible 00:16:01] that I want to clarify [inaudible 00:16:03] for people based on what you said. Number one, you had a blank month in January and in February, and then after that COVID hit and you've exploded your business, right?
Buster Levin:
That correct.
Todd Tramonte:
This all started in an unbelievably challenging market. So, whatever excuse someone's giving themselves right now for why this won't work for them, it's probably not a very good excuse, right? Because March, right when our whole culture, our whole world, our whole globe got crazy, you began to double your income in less time, and enjoy it more. We can unpack all that, but for the second time, we won't. Let me point out one or two things. You've said a few things that I'm not sure everybody will know exactly what you mean. I believe when you say top 50, that's either one of my strategies, or someone else who has a similar one of the top 50 people who are most likely to repeat, refer and do business with you. Is that correct?
Buster Levin:
That's correct. The people that will give me, it's a Workman Success thing also, but it's people that would give me one to two referrals over the next year. So, I have them tagged in Real Geeks, Buster Top 50. I'm able to click on an advanced search one button, I can put those into the single line dialer, when it's time to call my top 50, and Jed's a millionaire.
Todd Tramonte:
Amen. Now, a couple of other things that will be super relevant. So, almost everybody listening, we're going to get into how you segment your leads, and how you work them and prioritize them as a solo agent, because there's a lot of people that are solo, that feel overwhelmed because they don't lack opportunity because there's leads and places to do open houses and people to call everywhere. But what they're lacking is consistency and focus. I know you've done a pretty good job with that on your leads.
Todd Tramonte:
You have your top 50 that you check in with, and then you talked about a couple of different groups of leads. Can you talk to me about what those different groups are, and how you segment those a little bit. Then Kevin, if you've got a question, pop in here. What are those groups, and how are you segmenting them, Buster?
Buster Levin:
Absolutely. Where it started from, I ended up with a team going wrong that had a bunch of Facebook, Google pay per click, but a ton of Facebook leads that were, as you've heard, Brett Baker say before, in the dreamer stage. They came in and those guys might be... They're not looking for real estate, they just happen to see it in their feed there a year or two, three years out. Well, I happen to end up with five years worth of those leads sitting in a Real Geeks database that nobody followed up with, and I figured out the Mojo dialer, and it was like, okay, that's when we used the Real Geek system, and we mark those people that we had spoken to as an urgency field contacted.
Buster Levin:
Then I said, hey, give me everybody that's uncontacted, and we dumped them into the dialer. Well, I have advanced searches built with like eight criteria; not bad number, not renter, not this, not that and it sifted and sorted through those leads to give me a fresh list. I bet there's a lot of people in here with a lot of leads that they could do the same. They're just sitting in there, they know they're not getting followed up. I put them in the triple dialer, and I call them from 8:00 in the morning till 9:00 before work, before they would get in and everybody's calling between 9:00 and 11:00 started calling between 8:00 and 9:00 and had them call also from 6:00 to 8:30 at night, and we tore it up in the old leads.
Buster Levin:
People that didn't even come in one time, would come in and they had not been on another time, come in on a property landing page. It was a good name and number, we've converted them. When we speak to them and they say, "Okay, we're this far out, that far out." How we use the system is we tag them, we use the A, Bs and Cs lead management system. Again, it's not to tell, Workman [inaudible 00:19:52] whatever but it's a Workman Success System that I learned that ABCs of lead management. B is 30 to 90 days out, C is 90 days plus.
Buster Levin:
I mark them dependent on their urgency, Buster A Lead is if you have an appointment with them. I mark them Buster B Lead, Buster A lead, whatever so I can do that advanced search and pull those up, and that's my column of my ABC follow up to get five contacts from. That's how we tag them as we've gone through those, and that's where I have the totals of two websites that again, the conversions we've been able to do from lead to prospect, it's like %50, $60 million dollars worth of business. That again, if we did 10%, one site would be about 350 of commission at 2.5%, and the other.
Buster Levin:
It just created this big, huge business. My four pillars are my top 50 past clients. Internet and social is my second pillar, my off market investment business where I cold call through another dialer, but I bring them into the Real Geeks system manually when I uncover an off market lead, and then I have a little luxury section. But-
Todd Tramonte:
Got it. Let's point out a couple other things here real quick. Buster, it sounds like maybe our live events on your computer, I'm hearing myself back through it, but don't worry about it if it's not obvious, but-
Buster Levin:
I don't hear you that way. So maybe it is. Maybe it's my internet connection or something.
Todd Tramonte:
We'll just keep trucking. But what I want to point out for everybody, not that I'm brilliant, just I've made these mistakes, too, and I want to make sure people are hearing that so that they don't repeat some of our mutual mistakes. But let me ask you a really simple question, and the answer is probably pretty obvious. But if I've got a database with people that came in five years ago, and five years ago, I said, "Look, these people are five years out." Then four years ago, they came in, I said, "Man, these people are five years out., and three years ago, they said they're five years out."
Todd Tramonte:
Well, what's up with this year, then? What do I do with them... That's basically what you're saying is, look, it's been a while? Sure, when they came in they weren't ready to do anything. But they've been in there for a while now. It's a dumb question, because the answer is obvious, right? What do I do in year five, when all I've ever done is generated leads that were five years out? Well, this is the beginning of some pretty exciting stuff then, right?
Todd Tramonte:
All of us are guilty of that, right? Trying to cherry pick these leads. Now, I know you have a system where you've been somewhat effective with doing some cherry picking. I do want to talk about that. But I think we're all guilty of what Buster just said, they were bringing in these softer leads for a long time. But now he's going back and realizing a pretty good chunk of them are ready to do a pretty good chunk of business.
Todd Tramonte:
Now, I'll point one other thing out that I think is important, Facebook leads get a bad name, and I'm out there giving them a bad name a lot of times because I believe in the value of what's called search intent, right? On Google, if I type in homes for sale in Dallas, Texas, and the website says, here are homes for sale in Dallas, Texas, I intended to get what you're showing me and I will engage with it more deliberately.
Todd Tramonte:
If I got on Facebook to see if my ex girlfriend's married now or to find out if my college football team, my buddy that likes the team is still annoying, and you start telling me about real estate, I'm like, maybe I'll check that out, or I ignore it, right? That's a very different level of intent. It's a very different level, when I get to your website, I've got two totally different motivations, right?
Todd Tramonte:
Those Facebook leads initially, and I believe this, initially, they're not nearly as likely to be valuable to me. But if I can get them at a lower cost, and they just keep coming and keep coming and keep coming, I sure as heck better pay attention because over time, a certain percentage of them are going to do business with me, and that's basically what you're saying, correct?
Buster Levin:
Absolutely. You would be surprised with the algorithm and everything like that, how you can tailor it to some luxury or to Zillow or Realtor on the audience side that you get more serious people, the eyeballs are there. Even with Facebook Messenger and doing the chat bot stuff, you'd be surprised. It's just like people told me internet leads wouldn't work and then people play on Facebook all day. I just always chuckled and thought those are going to be the old days at the office that scoff at everything the young guys are doing, and then it catches up with them, and they're wondering where their business went.
Buster Levin:
But, I definitely feel like the fortune is in the follow up. It's easy to produce them and that is the law, they're so cheap. But if you know that going in, and you know I think we were going to talk about conversion times. Zillow or Realtor is going to be that right now or within the next few months, Pay Per Click has its own conversion time. That's going to be more serious, it's that direct search. I've lived off of that for years on the south Tampa home, South Tampa homes for sale, that specific, exact match searches. I became an advertising professional with Google in 2005.
Buster Levin:
But there is something to be said for very cheap... If you're getting their name and number and they have some interest and you just stack them in there, you hit them with the market reports, you've got the right follow up going, there's gold, and there are hills. There's no doubt about it.
Todd Tramonte:
Hey, Buster, when did you get in the business?
Buster Levin:
2005.
Todd Tramonte:
Okay, it's probably too new to remember this, I got in in '03. I'm not in it that much longer than you. But there were times people made really good money in our business calling literally the phone book, right? At some point, regardless of motivation, if we have enough name, phone numbers and email addresses, we're going to sell a bunch of houses, right?
Buster Levin:
Right. Correct.
Todd Tramonte:
If that's the most exaggerated extreme, literally, the phone book, most people don't even know what a phonebook is anymore. But you know what I'm saying, right? At some point, you could call people at random if you had... You don't even need accurate information, meaning you know who you're calling. But if there's a live human on the other end, at some point, if you call enough of them, we can sell a bunch of houses and people used to make a career that way.
Todd Tramonte:
We're all too spoiled to do that now, because there's leads all over the place. But quality is the problem, right? What you're saying is, look, there's room in a pipeline for a lower quality, short term lead, right? Eventually, that thing becomes quality because they do something. Let's switch gears a little bit and talk about how you're sorting for urgency, you're sorting for the higher quality. What are you doing to bring the highest quality to the forefront in the short term, while you're still hustling, and following up with those longer term, lesser quality that we're talking about. But what are you doing to bring the most likely short term transactions to the forefront and call them first or call them hottest and warmest or whatever? What are you doing there?
Buster Levin:
I put a top 10 tag on Buster Top 10, because I came up with it a long time ago before coach or anything that if I gave it my full effort, personally, I'm going off market for somebody, I'm represent them as the buyer, or the seller, and I'm giving it my all and everything I'm capable of that I can only service about 10 people at one time. I came up with the top 10 list, that okay, those people, before I go on to anybody else, those people, I'm going to make sure I've done absolutely everything I can to find them a house, that kind of thing.
Buster Levin:
That's when I make the shift from my internet calls or my off market calls to my top. The first one is top 10, top 50 and past, that's one pool. I click my top 10, and a lot of times that's running about 25 or 30 deep, it's supposed to be 10. I just go through there, and that's, again, one click advanced search on a Buster Top 10 tag, and that's where I'm most focused, and that's who I need to be given the most service to because those are the right now or something's going on right at that minute. Then it goes on from there to the Bs and the different urgency or whatever.
Todd Tramonte:
Yeah, well [inaudible 00:28:20] one second and we'll break the rest of that down. But real quick, let me just say to everybody tuning in real quick, if you're tuning in live, especially if you enjoy this kind of back and forth and sharing of great ideas, we've got the unofficial Real Geeks User Conference coming up October 20th, 21st and 22nd this year of 2020, and you can get tickets to that at urguc.com, urguc.com.
Todd Tramonte:
The kind of stuff we're doing right now picking Buster's brain for what works, what's the exact system, what can people go do right now to go make money, build a team, or not build a team or sort leads or convert or get your best ROI. That's the kind of stuff we're talking about. Specific to Real Geeks, and a bunch of stuff not specific to Real Geeks.
Todd Tramonte:
If you're interested in more of this, I'll be interviewing Kevin at that event about the ways that they built and are building Real Geeks. I'll be interviewing people like Buster on hey, what's working on your team? What are you converting? What's most profitable? What's the script? What's the technology? And a lot of other stuff.
Todd Tramonte:
So, check that out. If you're interested in three straight days of this kind of stuff, head over to urguc.com, that's short for Unofficial Real Geeks User Conference, urguc.com. All right, let's jump right back-
Buster Levin:
I'm already registered.
Todd Tramonte:
Yeah, man.
Buster Levin:
I'm there, dude.
Todd Tramonte:
Yeah, dude. We'll get you there. Well, tear it up. Whatever we can't cover today, we'll drag out of Buster at the conference. All right, you had just explained what you were doing with Buster's Top 10, which you're fortunate, you're blessed enough for that to be 25 or 30 deep right now, but those are your warmest, hottest prospects and clients that you've determined that through conversation, through quality contacts. After those people, who do you consider the next level of urgency that deserve your attention next?
Buster Levin:
My B leads and my C leads and according to the A, Bs and Cs of lead management, the seventh and the 23rd is when you call... That week, you call your B leads and you call your C leads. You call your B leads twice a month, you call your C leads once a month. Even though we we... We do set follow ups within the system. If I've got them all marked as my Bs, and it's B lead week, I make one click on the Advanced Search, I can manually dial them from that list. Or again, I can dump them into the dialer real quick and do a single line dial to where I'm not having to look at my phone and look down and dial manual digits and get distracted.
Buster Levin:
I love that, just single line dialer, because I'm in Mojo it feeds in the Real Geeks interface, where you're updating notes and everything within the system. It's much more efficient to do it that. If it's B lead week, I'll jump on my B leads. Again, all dependent on if I've made enough of my contacts. That's how I have them segmented.
Todd Tramonte:
Yeah, love that, for using the fact that Real Geeks integrates with the dialer. You can be in there and just click a phone number and dial if you want to do it that way too, which is another really cool tool. But let me point that out real quick. You're doing that based on the contacts you've already had with them, so that you can determine if they're Bs or Cs, right? You labeled them B or C based on communication. So, let me ask you one more question, then we'll switch to something else. What are you doing with your non-contacted newer leads?
Todd Tramonte:
What we're talking about right now are people that you've labeled based on some interaction with them. What's your system for someone that was a new lead last Tuesday, but you haven't been able to get in contact with them yet? How do you handle those?
Buster Levin:
Everything's Advanced Search. I have a Buster NC for no contact, last 14 days, last 90 days, Buster New Lead, no contact last six months. If I want to... I can call the active list, but those people may have been on there for years ago. I like to separate it by the new ones. I'll go in that list. If its last 14 days new, or no contact, you might be talking 50, 75 people, something like that. Well, manual dial them, I'll put them in the dialer if I feel like doing it if the time's right, or I'll do the workflow text, where I do it and send them that, which is highly effective. When we get into that, I'll tell you what we do there.
Todd Tramonte:
Yeah, let's go ahead and do that. That's what I was going to ask you about next anyway. You said, hey, we set up some stuff that the system does, because we've been talking about calling, right? We've been talking about Buster going to work on the dialer, single dial, whatever. But while you're doing that, your CRM and you're using Real Geeks, is doing a lot for you. Now, you set that up. But talk to us a little bit about that. Talk to us about your workflows, and how you're nurturing those leads without having to pick up the phone. You could be out showing property or having lunch with your wife while this system is working. So, what is that system?
Buster Levin:
It's similar to like an Ava. I was with them for a while years ago, and then we built out that workflow system to be similar to that where I don't have an immediate response team at this moment. So, it's either me calling or this buyer agent that I'm trying to bring on, or somebody's calling, but the text does get sent immediately, which I like the one where a guy is using two minutes. But then it's a repeated text, and if you don't hear from them a few minutes later, "Hey, do you mind if I ask you a couple questions? Hey, making sure I have the right number."
Buster Levin:
It's sending them the email also. That's on the new. Yeah, I can be wherever and know that they're at least getting some communication, and it works quite well that they do respond. Hopefully we dial them within the first three minutes. But then the real deal was the older ones, and then creating that workflow that I'd have a list of 400 or 500 or a couple thousand, and I'd go in and make my calls for the day and that's okay, I'm going to group text about 100, 200, 300 people during COVID. This was very helpful, because I'm home with the kids, I can't make my calls, need my contacts.
Buster Levin:
If I texted group text 20 at a time, I had to sit there and remember the last one that I clicked, put it in there and then do it, and I would do it. I'd sit there about an hour and I could send like 300 of them doing it that way. But man, the contacts would come back, they'd respond. It was just basically, same as what I'm calling them on, on the check in. If they've been on there, they haven't been contacted, "This is Buster Levin with the Selling South Tampa team. I believe you may have been on our website at one point in time, just calling to see if I can lend any assistance. Just checking in seeing if we could lend any assistance."
Buster Levin:
Totally coming from that helpful assistant standpoint, not accusing them, "Hey, you were on our website." Just, "You may have been on our website at one point in time. Calling just to check to see if I can lend any assistance." The text was that same way, "Buster Levin, Selling South Tampa, just checking in, see if we can lend any real estate assistance." I think I added some stuff, and I can show this, but it's going now, but I added some stuff of, we're trying to clean up our database. Real short, but please reply. Just got unbelievable replies from that. Of course, wrong number, some, take me off. But hey, we're a few months out. The conversions that we got from that were amazing, and the contacts.
Todd Tramonte:
Okay. Tell us a little bit more about that. What was that cleaning up the database kind of message that converted pretty well for you guys? What was the concept? You don't have to be word for word.
Buster Levin:
It was checking in, and we're just trying to find out, confirm information. I wish I had it. I can share my screen. I've got a version of it. But I think I took that little part out. But I just found them-
Todd Tramonte:
Basically, the concept was, "Hey, I'm just checking in to make sure you still want communication from us. I'm just cleaning everything up. Are you still thinking about buying a house soon?" Or something kind of like that?
Buster Levin:
Yes, exactly. That it was just checking in, any kind of real estate, trying to update our records, I think I put also. Updating our records, just seeing if you had any real estate... Just a great response to that. Again, it was the text, it was the workflow, it was the text, it was the email, and then afterward, it was, "Hey, just checking in making sure we have the right number. So many people do that second one, just checking in to see if we have the right number, they'd say, "Who is this?" It was like, well, look into the previous text, but I'd copy and paste, Buster Levin with the Selling South Tampa team just checking to see if you need any real estate assistance.
Buster Levin:
I had a contact info template I could just hit real quick to that so I didn't have to type it. But so many of them would actually turn into people at that point. It's like, I didn't understand how they didn't read the previous text. But they were like, "Who is this" "It's Buster Levin." They'd say, "We're maybe six months, a year out. Nothing right now."
Buster Levin:
Then one of the things I didn't say is we do send them at that point. I have a workflow set up with a Google Drive link to a Word document, or a document, Google Drive document that is our buyer presentation. If I have a conversation with them, as I'm speaking to them, I have workflow, buyer presentation, boom, boom. Even on the text, I'm like, "Great, we'd love to help you win. If the time's right, I sent you an email with more information on how we can assist." On the conversation, they're getting another auto text to them saying, "Hey, sent you the workflow, just checking to see if you got it." A few minutes later. I'm really using that system.
Todd Tramonte:
We've been testing something with our coaching consultant clients that I'll tell you about offline, but basically, it holds the presentation back and gets them to auto book an appointment. Whenever we have time, I'll tell more about it. But the gist of it, just so everybody knows is we offer them some of the key bullet points, we call it the value stack from our... We don't call it a presentation, from our initial consultation. But we get them to book a legitimate in office or virtual appointment. We're killing it with virtual appointments right now.
Todd Tramonte:
We're going to talk about that at the user conference, by the way, urguc.com. It's going to be one of my favorite things. Rachel Richards, who's another Real Geeks user helped us improve that, and I'm going to interview her at the conference because she's killer at it too. But I love what you're doing, because you're using the system, the text messaging, automation, simple stuff like a Google Doc or a Google Form, Google Sheet. You're not breaking a sweat for all this stuff to happen. You're also not leaving it to 100% automation.
Kevin McCarthy:
I'd love to hear about how Buster is using the stuff that I've been building. How he's actually taking this thing and using it sometimes in ways that I didn't even think of being able to use these tools is fantastic.
Buster Levin:
People use less than 5% of a database's capabilities, typically. When I used to work on databases, I always heard that and it's like, same thing. Until you really get into it, there's just so much to unpack.
Kevin McCarthy:
Yeah. We do have, Buster, a couple of people, they want to know everything. They want all your goodies. Rochelle earlier said, "Can you share the doc you were talking about? I think it had your follow up plan on it." If you're willing to share, we can send it out after the event. Andrew wants to know if he can get a copy of your buyer presentation.
Buster Levin:
Absolutely. Happy to share all of it. I have a little Facebook page called Masterpiece Success Systems. I don't sell anything. I don't even capture emails or anything. That is my masterpiece, so to speak, is to share all the great things. I shared Dirk on there, I'll share anything I see that's helpful, Tom Ferry, great stuff, secrets, all of that, and that's the whole gist of it. I'm not selling anything, but that's my masterpiece, being able to share all the good stuff that's been shared with me.
Kevin McCarthy:
That's great. If you send those over to me after this, we're going to send out to our whole Keeping it Real email list, the recording of this video and we'll attach on there those two documents so you can get those. If you're not on our list, you can go to keepingitreal.com, and sign up on there. We don't spam you, we just send announcements for these events.
Todd Tramonte:
Love that. All right, let's change gears a little bit here, Buster, because you mentioned that you became a Google Ad professional, and I'm sure not everybody knows what that means. But let's take one step back and just say, how in the world are you getting traffic to your website? Now before you answer, let me point out that this is like a multi-trillion dollar industry. For a lot of people, it's the hardest part. Occasionally someone will get a new website built, maybe it's Real Geeks, maybe it's something else, and then they sit and wait.
Todd Tramonte:
Usually, very little happens because no one even knows that that website exists yet, right? It's out in the grand world of the internet. But traffic becomes the challenge, right? We've talked about Pay Per Click ads, we've talked about Facebook ads, we've talked about top 50 email marketing, text marketing, okay, lots of different stuff going on. But how are you... You seem to be advanced at this, right? How are you getting traffic to generate these leads, then you have this system for, but where's the traffic come from?
Buster Levin:
Well, you're right about that. I have to break my arm patting myself on the back. But I had to do it because of lack of money to go into it. I read a book called Google Cash in 2005. I learned how to do affiliate marketing. I passed their certification. I didn't continue to do it. But I can always put... Again, I could create a website on Microsoft front page before WordPress and to have it up that night, do a Google Pay Per Click ad campaign and have it advertised to the world. I didn't have to wait on a website company to do it. I could have the idea at one link called saveonchristmas.com, that had a bunch of affiliate links like Direct TV, all that, it was banner ads.
Buster Levin:
I was into that. I learned it, it just opened my eyes and I knew I could use it for real estate. I was doing that versus studying for my real estate exam like I should have been. Anyway, learned how to do that, and I'm real big about niche marketing, about South Tampa, but in particular, little areas, and I'm all about hiring the professional to do the Google Pay Per Click campaign or Real Geeks people, but I'm all about going lean also. As a single agent, having to pay all these providers to do all this stuff, it's cost prohibitive.
Buster Levin:
The best value out there, the 230 a month on Real Geeks and then doing that and then doing community pages in the areas that you want and then doing some simple Google Pay Per Click campaigns and just that area and homes, that area homes for sale. Some simple ones, keeping it small, going for the battles won in the niches and I've just always been about creating your own lead generation systems, instead of paying the aggregators that, you're always banking on them and wherever they went with their direction and that I always enjoyed creating my own lead generation system.
Buster Levin:
I owned the Pay Per Click market in South Tampa for many years. In fact, I've got an ad I can flip on now I'll be number one and there's argument of whether it's better to be number one or number two or whatever, but I've dominated the number one spot for years. Spent money, and I was getting leads for about 10 bucks a lead and good leads and all that kind of stuff.
Buster Levin:
I don't have it running now because we can't follow up with the leads. I don't have enough people to do it. It's one of those things that Google Pay Per Click but then the organic side of Real Geeks; getting in, having a domain with the credibility seven years ago and the organic nature of all of those things that are... The integrated IDX and all the things that I bought it for, on page one on Google for you type in South Tampa homes, it's Realtor, Zillow and Selling South Tampa, and it's been that way for years with all the algorithm changes.
Buster Levin:
I've barely done anything as far as like blogging. Done some blogs, I've done some LinkedIn, but a poor job of doing all that. But yet Real Geeks has stood the test of time for that, and I get a ton of 50, 60 leads organically from that per month with not doing a thing. I have had an SEO by Merck before, or whatever, but I was doing good before that and a little bit better on some outside stuff. That kind of stuff and then I got into the Ad Loader tool and we were dominating. I'll give you some tips here, we were dominating in Facebook on the collage ad. Doing that, popping up property landing page and forced registration. [inaudible 00:45:21] lived off that, let me just create leads at a couple of dollars, a $1, less than. Then it's gotten up to five or six bucks, now a little more expensive, but back in the day, we were just loading it up against living off of some of those now.
Buster Levin:
But I find now that the most money... The clause would be great but doing posts on the page produce a lot better right now for some reason than the ads that I do on Facebook. I just do a link from the property page, copy and paste it right into Facebook. It only has the one picture, but it's got the property details below and it's forced registration. Then I boost that post, but I find that producing the best on Facebook for me right now way above if I do a nice ad, best I can do with my work. The simplicity of that is posted on your page and boosted and the leads start coming in.
Todd Tramonte:
Okay, will you do me a favor and just... First of all we changed gears there's for a minute and Busters audience was no longer me or any of you watching, it was Kevin.
Kevin McCarthy:
Yeah. I love it. I love the collage ads, front page, man. We're throwing it back to the past. I never thought that would come up. But it did for real.
Todd Tramonte:
Basically just said, "Dear Kevin, I love what you do, and I-"
Buster Levin:
We can tell from it. We can tell from it.
Todd Tramonte:
Yeah. Okay, real quick, let's pull it back just for a second and talk about what you just said everyone could do, okay? Super quick, take it and implement it. You're pulling a specific property link from where, putting it where, and then boosting it how? Just quick three steps, can you tell everybody, "Hey, go do this."
Buster Levin:
Go do this.
Kevin McCarthy:
They're asking personal page or business page when you click that-
Buster Levin:
Business page, because you can't boost on the personal. Go to your website, find the property, find your listing on there. When it loads up on that property, even if it pops up the info, copy that link, paste that into your business page, hit, do an emoji, brand new listing or price reduced, whatever. Not too much, a couple of lines, click for details. A little call to action, boom, post. You're probably not going to get 30, 40 people look at it on your business page, 2% or whatever, hit the little thing boost, do it for housing. It's pretty easy, do it for housing and your audience a couple of tips and answers but zillow.com, realtor.com and real estate, those three, and it'll target you're utilizing their Facebook's algorithm and they're very good at that.
Buster Levin:
Those three things, put them in there in the audience and I use automatic placements instead of manage, just a little tip. I do it on my Instagram too where you have the option to select your Instagram page. I choose it to shoot over to Instagram too. I pick a few days. I usually run them Thursday through Sunday. I'll do it 10, 15 bucks a day, 20 bucks a day, and I'll hit submit and man, it cranks right now. It really works well.
Todd Tramonte:
I apologize if you guys can Hear me typing but I'm taking notes-
Buster Levin:
That's Facebook ads, man, you don't want none of that, dude.
Todd Tramonte:
You know I don't know want a lot of it, but I do a little bit of it.
Buster Levin:
Don't let them steer you wrong.
Todd Tramonte:
No, we do that, we just aren't doing some of the specific things you mentioned, like the adding interest for Realtor, Zillow, and Real Estate, and we've had some annoyances with getting our ads accepted even on a simple boost from the business page with the housing category with the audience targeting. But once you get an accepted then you can wash rinse, repeat, right? Basically, once your audience is right for housing category, you're good. But another thing we've been doing, I'll just throw out there is you go find the crazy highest listing in your market, tie it to a... You call it newsjacking. Derek Jeter put his house on the market the other day. So, I went and said, "Hey, Derek Jeter just put his house on the market for 23.5 million. Here's the most money you could spend in the Dallas MLS, and I posted the highest price listing from our MLS just like you just said, boosted it and ran with it, and it creates a bunch of engagement and you know you're getting forced opt-in, you're getting leads that way.
Todd Tramonte:
Anyway, for the sake-
Kevin McCarthy:
Todd and Buster when you put those ads, if the people click on that it drives them back to that listing on your Real Geeks site, right?
Todd Tramonte:
Correct.
Kevin McCarthy:
When the folks show there, it's going to ask them... In order to see that listing, it's going to ask them to register, and that's how you get their contact info.
Buster Levin:
Yes.
Todd Tramonte:
If you've got your course registration turned on, which I believe you absolutely should, there's a lot of argument about that, but if you don't, then you can't do a bunch of stuff like this, you also probably can't stay in business. But there's a few people that disagree, and they might be in a niche market with a niche that they serve, that that may be true for. So, I'm not calling you stupid. But I feel pretty strongly about that.
Buster Levin:
I agree.
Todd Tramonte:
I just want to say one more time, that this is the kind of stuff we're talking about at the Unofficial Real Geeks User Conference. If you're interested in this, if you like these quick tips, if you like the theory and strategy behind it, join us. I'm going to interview Kevin, Buster and a bunch of other people like that are going to share all their stuff. It's the most generous group of real estate agents I've ever been around. Last year was in person, this year's virtual, just go to urguc.com, urguc.com. You can get a ticket for less than 300 bucks, we'll give you all the recordings. It'll be great.
Todd Tramonte:
Anyway, keep it going, Buster. Let's revisit your perfect day scenario again, because I think we covered most of that. But if there's anything we didn't cover, that's a uniquely Buster Levin thing that you've pulled from Hal Elrod and some other places. But what does that mean when you say mind, body, spirit? We talked about the daily real estate tasks, but what else would you want to share with people about how your life has changed in the last couple of years from a pretty rough transition to being more proud of your business, more profitable and just happy about what you're up to, to the point that you're wanting to share it with other people? Tell us a little bit more about that perfect day scenario deal.
Buster Levin:
Okay. While I'm going through all this, and the team going wrong, and everything. It's like girls going wild, it's team going wrong, but I can [inaudible 00:51:55] the movie on it. But anyway, in doing that, and becoming self-aware, I started exercising and I started walking around like the block for about 20 minutes. Then that became... I was on vacation with my parents in Orlando, became a couple of miles and then I walk up between eight and nine miles a day, seven days a week. Every morning, I'm up at 4:00, 4:30. I'm on a 5:00 AM conference call with a bunch of realtor producers, the East Coast 5:00 AM call. It's a bunch of Ferryites, Tom Ferry guys that well known and big producers, probably all million dollar a year guys.
Buster Levin:
They give a little five minute TED Talk-ish talk in the morning. On there six days a week they have that little mastermind. I've had my spiritual time either before then on my walk or right after, and then I do some stretches on my while I walk, I call it walkastenics. Basically when you're doing some stretches, I'm the guy that you're like, "What the hell is wrong with that guy?" Doing some stretches above my head and stuff while I'm walking and I'm listening to my music. Might hear me singing occasionally, whatever.
Buster Levin:
But once I've completed that, and I make my turn, then that's when I flip on the audible. My goal was 50 books in five years. One year I was at 22 books. So, I'm way ahead of that schedule. But I was turned on to Og Mandino through Workman, and about the daily habits and really learned about Og Mandino. Not only did the scroll won number one, and I repeat that, I read that on a daily basis for the repetition and the auto suggestion, which I know you know all about, Todd.
Buster Levin:
I started reading that. I was doing a little weather show in the morning, a little sunrise thing. South Tampa is awesome. There is a page I run on Facebook and also on Instagram. I have 20,000 followers, about 55,000 on Facebook. We do news events, things to do in South Tampa. I was doing a little morning weather show. On that I put quotes on there from different authors and I started to look up the authors. Well, the first one I looked was W. Clement Stone and they called him the angel because he's the one that discovered Og Mandino. It all came back full circle to me.
Buster Levin:
Og Mandino, Napoleon Hill, what's his name from... Norman van Peale, Vincent-
Todd Tramonte:
[inaudible 00:54:20]
Buster Levin:
Yeah, exactly, him, read two of his books, but those guys, that's my crew, man. That's just the thinking and the way that... I've read Ray Dalio, I've read Hal Elrod and Mike Calawerts. I like Profit Now and all that stuff, but that reading time, by the time I'm done with that walk, I've achieved my personal daily victory. I come home and I meditate. I lay in the bed or I'll sit at the office in the dark for only about five minutes and just breathe for a few minutes, about 10, 15 deep breaths, and then I just think about, I'd be trying to visualize and those kinds of things.
Buster Levin:
But man, talk about just calm any anxiety and really get clarity. At that point, I've accomplished my personal daily victory, and then it switches to business, and it's writing those masterpiece sheets, it's the repetition of seeing... I'll share that on the page that I share, because it shows what I write to myself. It says, I feel healthy, I feel happy, I'm full of joy, those kind of things and different affirmations. But that's been the difference, it's all about what you do today about you can't control, worry about the past and dwell on it, you can't control what tomorrow brings, but you got today, it's a gift. It's being in the present and making today a masterpiece.
Todd Tramonte:
I love so much of what you're talking about. But the thing I want to point out, Kevin, you might be picking up something different. But the thing I want to point out is that you've remained a student every single day, right?
Buster Levin:
Absolutely.
Todd Tramonte:
You've given credit to like 100 different people on this one deal, which I love. I've always tried to do that. Even in our coaching and consulting business, we've created some unique stuff. But there's a bunch of stuff that I've learned from other people just like this, and I always want to give credit. I think that's the high integrity thing to do, and I really appreciate the way you've bragged on Kevin for building in this incredible resource with Real Geeks and all the people within the real geeks world you've mentioned and beyond and authors and all this stuff.
Todd Tramonte:
That sense of humility also points to your level of gratitude for all that's available to all of us out there, right? You're pouring books in your brain, and you're pouring out the nuggets that you're taking away and how you can share it to help other people. You create a Facebook page you're willing to share with everybody. First of all, I want to say thank you, and secondly, I want to speak back to our audience and just say, "Look, this all... " Buster was doing some of this beforehand, but this really took off when he had a rough go. When everything he had built came crashing down. Don't quit, don't give up.
Todd Tramonte:
If what you're doing right now isn't working, keep doing this, show up, watch these things, read things, come to our event or don't go to the event, but learn from lots of people, lots of places. Take what works for you, throw out the rest, but there's so much out there, there's a lot of negative things you can say about our industry. Trust me, I say a lot of negative things about our industry, because in so many ways, it's an embarrassing joke.
Todd Tramonte:
But then there are people like Buster, there's groups like Real Geeks where I really believe this is one of the most unique and generous groups of people, this Keeping it Real group. I liked it so much, I literally started a live event based on, okay, let's all get together and do it. Let's expand it, let's do it for three days straight. But all that to say, thank you for your willingness to share a lot of really technical takeaways and then also your thinking behind it, and being vulnerable enough to say that a lot of this grew out of what you labeled as a big failure, I can't remember your joke about whatever you just said, Spice Girls or something that-
Buster Levin:
Team going wrong.
Todd Tramonte:
Yeah, there you go. Girls going wild, things going wrong. But the point is, it went right, because it's got you where you are now, happier than I've ever seen you and excited about your business to the point that you're willing to share. So, thank you for that. I can't wait. I'm glad you'll be at the User Conference, because I can't wait to have you contribute in the chat, and we'll pull you onto a panel or two or whatever happens. But it'll just be great to have you there one way or the other.
Todd Tramonte:
I don't know if there's any other questions you want to throw out, Kevin, or what what's going on in the chat? or?
Kevin McCarthy:
Yeah, one more. Buster as an individual agent without a team to support you, how do you relax? How do you go on vacation? Can you unplug. If you've got 30 folks in your top 10, do you let them go for a while or what do you do?
Buster Levin:
We went on two weeks vacation this summer in Destin, and the first week was involved in a lot of deals and all that. We've got an 10 year old kid, and by the time we got home, it was like we really didn't get a vacation. But it's hard because when you're there and you need the money and you want to be on vacation but you put a $10,000 or $15,000 deal together for me, the vacation just became a whole lot better, man. That's while I'm on vacation. Not to separate from it.
Buster Levin:
But then the second one we were able to, and I am looking at, I know a team is the way, it's the whole get hit by a bus thing that it doesn't continue. So, I know the team and I would like to build, ultimately a national team under the homes and living group brand, as a team, but I want to do it right with the right people. I have a guy who is supposed to get licensed today as a potential buyer specialist, and that's my first piece but I've changed instead of getting agents, I'm going to hire four part-time assistants for one for each of my pillars and have them specialize in those individual pillars. One dedicated to my top 50, one dedicated to my off market business.
Buster Levin:
I feel like getting licensed people that are older and sitting at home or something like that can really help me. I'm going to get myself assisted versus bringing people, teach them everything and hope that they do it that way. It's that Ricky Carruth model where he's making a million net a year and it's him and one assistant. Anyway, those are my thoughts.
Todd Tramonte:
I'd say I'm looking forward to checking in with you next year, and we'll see how those four pillars go and see if your team has gone right by then.
Buster Levin:
I'll be on my way to a million, brother.
Todd Tramonte:
That's amazing.
Kevin McCarthy:
Well, Buster, thank you so much for joining, you have a really interesting story, and I love hearing about how you use some of the technology that I've built over the years-
Todd Tramonte:
Thank you very much.
Kevin McCarthy:
[inaudible 01:00:47] it's amazing to hear about our stuff getting used. It makes me feel great. Todd, thank you so much for co-hosting, and it's great to have your perspective as always. Todd's right, I think this unofficial conference is going to be awesome, and it's coming up. So, go check it out. If you would like to get the replay of this episode, including some of Buster's materials that he mentioned on the call, go to keepingitreal.com and you can sign up with your name and email address and you'll get on the list and we'll also send out announcements for new episodes. So, thanks so much, guys.
Buster Levin:
Thank you very much for having me.
Todd Tramonte:
Talk to you soon-
Buster Levin:
Have a great day. Make it a masterpiece.
Todd Tramonte:
Awesome.
Kevin McCarthy:
There it is.
Buster Levin:
Have a good one.