In this game-changing episode, I sit down with Scott Carson, nationally recognized note investing authority, who built his email list to 50,000 subscribers using strategies any author can apply.

Scott opens with a powerful American Marketing Association statistic showing email marketing delivers 4,400% ROI, earning $44 for every dollar spent. The critical insight: you only truly own three platforms—your email list, website, and RSS feed—while social media platforms can shut you down anytime, making email list building essential for authors wanting marketing control.

Scott's journey began over 20 years ago when his coach advised treating networking events as list-building opportunities, turning business card collection into a competitive game aiming to collect one-tenth of attendee cards from each event. His genius strategy involved business cards with blank backs so when people lacked cards, he gave them to him to fill out and return, never missing connections.

Every night after events, he meticulously transferred contacts into Excel spreadsheets recording names, emails, niche focus, and conversation notes for personalized outreach. The immediate follow-up email thanked people for meeting with conversation details. Then he strategically sent second follow-ups on Tuesday after weekend events, avoiding Monday when people travel, offering value through podcast links, free books, or class invitations because 80% of sales happen after the fifth contact.

Scott's success foundation came from genuinely helping solve problems rather than pushing sales, asking attendees about challenges and offering solutions through content, connections, or resources without expecting immediate returns. His book strategy involved converting titles to free PDF lead magnets in exchange for email addresses, building his list while establishing authority.

Scott's strategies translate into book marketing gold. Authors can replicate his process by starting small, staying consistent, and focusing on genuine relationship building, making it a game while maintaining discipline to follow up when others won't.

Until next time, keep writing, dreaming, and creating—your book is waiting to be born!

Ready to write your authority-building book? Book a discovery call and take the next step to moving one step closer to writing and publishing your book!

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Disclaimer: The information in this podcast is for educational and informational purposes only. The content shared by the host, guests, and any affiliates is not intended to substitute for professional legal or financial advice or any professional advice specific to your situation. Always seek the advice of a qualified professional with any questions you may have.

The opinions expressed on the show by the host or guests are those of the individuals and do not necessarily reflect the views of Unicorn Publishing Company. Unicorn Publishing Company, the host, guests, and affiliates are not responsible or liable for any decisions made by listeners or actions taken hereto based on the information discussed in this podcast. By listening to this podcast, you acknowledge and agree to release Unicorn Publishing Company, the host, affiliates, and guests from any liability.

00;00;21;27 - 00;00;41;17

Speaker 1

Hey friends and future author is is Lynne Liquid smartest writer and book editor here right for you. Thanks for listening to today's episode. We're going to be talking about how to increase your email marketing list to get more people and more eyeballs on your new author book. And a big welcome back to my returning listeners. Thanks for joining me again.

00;00;41;17 - 00;01;03;06

Speaker 1

For another and another big welcome to my new listeners. I'm so glad you stopped by to check out my podcast. Please make sure to hit the follow button to get professional writing and publishing information. Drop straight to your podcast player every week. Well, this episode and this week I am so excited to have my guests on today. I have an incredible conversation lined up for you listeners.

00;01;03;12 - 00;01;29;03

Speaker 1

I'm joined by Scott Carson. Scott is a, he's from small town Texas, and he went to nationally recognized authority in note investing. And his journey is a testament to the power of entrepreneurship and a strong work ethic. Growing up in Ingleside, Texas, he learned the value of hard work at his family's hardware store. And these early lessons really shaped his career, and it led him to excel in sales and finance.

00;01;29;05 - 00;01;51;28

Speaker 1

Scott's diverse background includes success in the telecommunications industry, with Verizon Wireless and financial services at Citigroup and Chase, where he honed his skills in financial, finance and investing. However, his entrepreneurial spirit led him to the world of real estate and investing. So today, Scott is here to share with us how he built his email list to 50,000 subscribers.

00;01;51;29 - 00;02;13;02

Speaker 1

That's right, 50,000. And he's going to share this information with you so you can increase the marketing power of your email list for your first or next book. So not only can you talk about strategy, but we also talk about how you can apply them to write to to publishing and marketing your book. So I hope this episode provides practical wisdom you've been searching for.

00;02;13;03 - 00;02;17;14

Speaker 1

Scott, thank you so much for joining me today on publishing for professionals.

00;02;17;17 - 00;02;34;09

Speaker 2

I'm honored to be here today. And I'm just an angel from Ingleside, Texas. But I feel that intro music I should be wearing like that a whole, like, different outfit. Like something of a Bridgerton. You know what I mean? Because it's great music. I'm like, whoa, that's awesome, I love it. So it is good to go.

00;02;34;11 - 00;02;46;12

Speaker 1

I never thought about it, but you said Bridgerton. I'm like, yeah, that's definitely Bridgerton music. That's probably why I picked it, because when I was producing this podcast, I was probably listening to Bridgerton or watching Bridgerton and yeah, that was probably it.

00;02;46;14 - 00;02;50;17

Speaker 2

Well, you you're just prepared for the next season is coming out next year or something like that. If I.

00;02;50;17 - 00;03;14;18

Speaker 1

Remember right. Yeah for sure. Oh my gosh, it's funny. This guy told me so. You you're no closer now. You originally did not start out until closing, but, you started out at no closing and you're building your email list, and we know still today, right? No matter. Like, it doesn't matter how many social media platforms are out there, email marketing is still the number one best way to market your platform no matter what vertical you're in, right?

00;03;14;25 - 00;03;26;07

Speaker 1

So when you decided to start building your list, how like, you know, what was your first goals and what did you what are some things that you may have tried in the beginning that may not have worked as well?

00;03;26;10 - 00;03;51;09

Speaker 2

So, there's actual specific statistics from the American Marketing Association. Is that, for every dollar you spend on email, you should get a 44% increase. It should be good 44 times a 4,400% return on email marketing still to this day. Because as, no matter what niche you're in, publishing, real estate investing, you really own, oh, two things out there.

00;03;51;11 - 00;04;05;27

Speaker 2

You don't own your social media platforms. They can shut you down any time you own your email list, which you can take anywhere in your RSS feed. You know what I mean? Those are the two most important things. But when I got started years ago, I had a coach tell me, like, listen, if you're gonna go out, start networking.

00;04;05;29 - 00;04;25;18

Speaker 2

And back in that day, that was 20 plus years ago, we didn't really have a lot of podcasts or a lot of the tools that we're using today. We just had business cards, right? So when I got started, my coach says, you and you go out and network, do events, and for us, I go to a lot of like real real estate investing clubs, networking clubs, you know, meetup groups, stuff like that.

00;04;25;21 - 00;04;41;13

Speaker 2

I would always take business cards. I would always grab business cards. So I made mainly the game actually. And if I would go into a new thing, I would want to walk it with 5 or 10 business cards. I would look at approximately how many people were that event. And I said, well, I want to get a 10th of those people's business cards.

00;04;41;16 - 00;04;58;17

Speaker 2

And my original card was blank in the back so that they didn't have a business card. I could still give them one mind and have them fill up their information, give it back to me and then I go home at night and I would put all that information into a spreadsheet. This before I had like MailChimp as a CRM tool or something like that.

00;04;58;19 - 00;05;14;07

Speaker 2

I don't know where it was. But I would take everybody and put it into an Excel spreadsheet. So anything like first name, last name, email, what they were focuses, what their niche was. A little note about a conversation, and I would put an Excel spreadsheet so that I had a list, an email out to, and I would just start for doing that building list.

00;05;14;07 - 00;05;39;18

Speaker 2

And I would always set up a follow email, which is just as important as getting that email and say, hey, it was nice meeting you last night at the local Austin Real Estate Investment Club or the Portland Real Estate Networking Club. And so that's one thing that we still do to this day, over 20 years later, whether I'm speaking a rival book somewhere or something like that, at the end of every day, like it's a Friday Saturday event, at the end of Friday night, I take the business cards, we choir, we go and put them in our database.

00;05;39;18 - 00;06;00;25

Speaker 2

They get an email blast out and then they get an also email blast out a day after the event. So if it ends on Sunday, don't say it Monday because most people are traveling. I would send it to Tuesday to them the same thing. Hey, it was raining again! Here's where our conversation was. And also, hey, check out my podcast, or check out my free book or my class and kind of go from there just to start that conversation.

00;06;00;28 - 00;06;16;21

Speaker 2

Because, 80% of sales comes after the fifth contact, you know what I mean? And so that's the thing I have in my mind, is that they're not going to buy anything from me. Maybe they listen to a podcast episode, which is great, or a YouTube video or my e-book, but I got to touch base. Now, of course, if they opt out, I don't get upset.

00;06;16;21 - 00;06;34;26

Speaker 2

That's fine. You know what I mean? But I also noticed that if the email bounces, we can correct it quickly on the front end by seeing that it bounced and being able to correctly, did we misread that person's email versus waiting a week or two before email outlets? And so one thing to it that I we don't see a lot.

00;06;34;28 - 00;06;52;29

Speaker 2

We don't go we go to a lot of events. I give about playing cards. I rarely get emails back from people, and stuff. And that's when I teach classes to learn. We would also give the registration list out if everybody was in a class for people, to allow them to be able to network with people. So they didn't run around trying to network, they were actually could spend time learning.

00;06;52;29 - 00;07;06;25

Speaker 2

I mean, networking is always very important to me. Wrong. But we can always tell who is the most successful student can be because when for 48 hours, we would get an email blast from our students saying, hey, great, me, you. And so that's a little, little tool. Just simple to do. But most people forget about that. Don't do that at all.

00;07;06;28 - 00;07;21;21

Speaker 1

You know? Yeah, actually. And to your point, it's funny because, you said like a lot of people will go into a networking event and they're like, oh, can I get a list of attendees? But like, to your point, I am 90% of the time, I'm the first person that reaches out to someone to contact them after an event.

00;07;21;21 - 00;07;42;01

Speaker 1

And when I take their card, like one of the things I always tell people like you cannot. If you give somebody your card, most likely they're not going to call you back. It's not because they may not want to use your services. It's just people typically are not consistent with, you know, emailing people back. And so I take someone's card and I write why what it is about them when they meet them.

00;07;42;04 - 00;08;02;02

Speaker 1

Because, you know, you're never going to remember any of those details. And then when I get back, I'm like, hey, it was so great. We had coffee at the Starbucks, blah, blah, blah. Whatever we did right at the event. And so I love your, your goal of 10% of the total attendees. I think that's a great number to shoot for because you don't want to obviously, you don't need to network with everybody.

00;08;02;02 - 00;08;20;26

Speaker 1

Right? Only a certain percent are going to be your ideal client or avatar. But I like that 10% because I feel like that's a really manageable thing is, if there's 400 people there, you're looking to get 40. I mean, it may or may not happen, but I think 10% is a really good, reasonable goal to shoot for. So you're you're using your networking to build your email list, which I love.

00;08;20;26 - 00;08;45;18

Speaker 1

I also do that as well. And, yeah. Oh thank you. And so so you use your, your, your network, your networking, your podcasting obviously helps build your email list. So what are some things that you have found that, are like, I guess moving the needle for you for, for making your email list. Like as far as let's talk about lead magnets first.

00;08;45;19 - 00;09;00;06

Speaker 1

Like, so what are some types of lead magnets? I know this might be different for my listeners, right? But what are some types of lead magnets like checklists, things like that that you found for your avatar in your vertical that really started to move the the needle for increasing your email list.

00;09;00;09 - 00;09;18;22

Speaker 2

So checklists are always great. You know, a one page PDF they can give away, get people to opt in. And we've mixed, what they're giving away for free or giving it away or not, or charging something like a buck or seven bucks for it. Okay. And actually the ones that actually when you do charge for it, those are more qualified applicants.

00;09;18;22 - 00;09;37;26

Speaker 2

Those are your ideal clients, ideal listeners, ideal whatever. You get a lot of dead wood to take away the freebies. Okay. It's just going to happen and it is what it is you work through. You know, when I was a radio DJ in college, we used to call those the Price Picks. You know, those are the freebie people that show up for the free T-shirt or the free tickets at any like, D.J. remote.

00;09;37;26 - 00;10;00;21

Speaker 2

Those are price picks, you know what I mean? And you're going to have your share price picks. Okay. But, in the in this world today, one of the best, really two things that have worked. Outstanding. Anybody can do this, no matter what nation we teach a three, a free class. I give away a free teaser class of about 3 to 3 hours of me teaching 14 sessions on how to get started as a note investor.

00;10;00;26 - 00;10;17;24

Speaker 2

It's called Note Weekend, and the whole goal of that is just to capture leads. For the most part. It's a free giveaway, and we know we're going to get a good conversion rate of those people that go through that three day class, whether we teach it live on zoom, on the first or the third Saturday of the month, or they watch the replay, okay.

00;10;17;26 - 00;10;32;23

Speaker 2

But when they go to the website, you'll see they click on that, give me their email, their name. I don't ask for a credit card. Then they're send an email with the replay. There's an a zoom link to register. Of course, if you're ever going to do anything with zoom, I always require people to register. That's a great lead magnet as well.

00;10;32;25 - 00;10;52;19

Speaker 2

You know, you can go and tweak the question. So I know besides just first name, last name and email is city, state and phone number so that I can add them to a text blast for anything else that comes out. Or I know if I have a deal in a specific city or something pop up, I can now, oh, they're in Austin, Texas, or they're in Texas.

00;10;52;19 - 00;11;10;02

Speaker 2

Here's something to market to, or I'm going to be here to speed up. I can market to me. Come on out networking, okay. And it's literally I shoot for a 25% conversion ratio on that. We get about a 50% conversion ratio on that free class. All right. That's incredible. It is. And we share it you know hey we share.

00;11;10;02 - 00;11;31;05

Speaker 2

Hey we're teaching our free class this weekend. Feel free to refer to friend. Of course. We put it on socials. We've, posted on all our like LinkedIn. Well, we put it as a lead magnet at the bottom of every one of our podcast episodes. Hey, sign up for a free three day or three hour class during the mean, so we're posting it everywhere that we can to drive engagement into it, and that's how we've built it.

00;11;31;05 - 00;11;51;22

Speaker 2

One of two ways. We've built an email list of 65,000, actually, that we get a really good, on a big email list, especially in real estate. You're lucky if you get a 10% open, right? We get about 20, 25% open rate on on that list. And then we've even got inside that list. We would call it our hot list, which is about 25,000 people that open at a 40 to 50% clip.

00;11;51;22 - 00;11;54;13

Speaker 2

Right. Let me send an email out.

00;11;54;15 - 00;12;04;00

Speaker 1

Wow. That's incredible. And so you said you get a free 50% conversion rate. Now for an author, obviously they're not going to be, teaching a class, but for an author, you could do like a meet. The other event.

00;12;04;07 - 00;12;30;07

Speaker 2

You could do is you could read your first book, you read the first chapter, you could, bring a couple of authors together and work off of each other's aspect of things. I mean, there's a lot of things you can do to drive engagement to what you're doing, you know, have a, like you said, a meet and greet, you know, I think of the poetry slams or the readings and stuff, like they come out and register for it at the local coffee shop.

00;12;30;08 - 00;12;56;22

Speaker 2

I mean, and that's another thing too, is if you're going somewhere or, work with that local vendor, that location to help promote you as well and capture that lead list, you know, I'll come up and speak, but, you know, I'll I'm willing to give away five books if you give me the registration list. You know, for me, when I'm speaking at a conference or something like that, I often have to pay a good chunk of money to get the database, but I want to make sure there's plenty of people there to do that.

00;12;56;25 - 00;13;16;11

Speaker 2

But here's another kind of a samurai trick, if you like. Okay, so you take this email list you've gotten from your opt ins, your leads, and usually for this to work, you need to have a thousand or more, email addresses. You can go to Facebook and you can upload this list of people into a custom audience on your marketing on Facebook.

00;13;16;14 - 00;13;35;13

Speaker 2

And then you can create a lookalike audience based on the characteristics of the thousand emails that you uploaded. And so and Facebook can go out and create however big you want that list to be the lookalike audience. And then you can market to that lookalike audience who usually have the same characteristics you know, as you're looking like as your list.

00;13;35;13 - 00;13;45;07

Speaker 2

And that's a great way to start driving people into your, you know, free book giveaway or your free reading. You can by geography, things like that too.

00;13;45;10 - 00;14;01;17

Speaker 1

I love that. That's a great idea. And I never thought of doing that. I didn't know that was actually a marketing technique you could use. So you said about I talked about paying for a conference list, right. For people. What other types of paid? Oh, actually, we're going to take a break right here because we're at the halfway mark.

00;14;01;17 - 00;14;32;27

Speaker 1

But when we come back, we're going to talk about some other types of paid marketing you can use to increase your, increase your list to get more people and more eyeballs on your stuff. So stay tuned, my friends.

00;14;32;29 - 00;14;59;07

Speaker 1

Hey my friends, we are back with Scott Carson, who is the new guy, and he's got the New Closers Podcast. So if you're in real estate, definitely check that out. And he is here dropping some amazing information for us today on some really, really, really just fantastic ideas on how you can build your email marketing list. And remember, like, obviously you may not be like, all of these may not fit what your style is, right?

00;14;59;07 - 00;15;18;01

Speaker 1

But pick the ones that you feel resonate most with you and work with that first. So Scott, before the break, we are talking about some different types of marketing, and we talked a little bit about paid marketing because you're talking about paying for a conference list. So first of all, how would like how do you decide what conference list you're going to pay for and what is the typical price for that?

00;15;18;04 - 00;15;38;13

Speaker 2

Great question. I want to know how many people have been to the event in the past, like the last two years? Okay. And I also cost obviously, cost is a big thing. I've paid five grand, to sponsor a conference and get the database, and that's worked out well before. It's also been a flop. One had a couple thousand people at one had 125, you know.

00;15;38;13 - 00;15;57;06

Speaker 2

So that's a big difference in length. So you got to make sure and understand what's going on now. But one that only had 125. We had been to other events. They just had that location in San Francisco just flopped for some apparent reason. So I think there's a much more precise way to find your ideal clients. And that's actually buying an email list.

00;15;57;09 - 00;16;23;00

Speaker 2

There's a couple of like, Melissa data, exact data out there. And you can go to these companies and say, hey, I want to buy a list of leads, a list of contacts. And like when we well, let's do it in a realistic way. We're looking for like, IRA investors, right? People that have money in a self-directed I recommend you can go there and search exact day to talk to one of client reps and said, hey, I've got a book that's focused on this or this, or I'm looking for interested parties.

00;16;23;02 - 00;16;44;18

Speaker 2

00;16;44;20 - 00;17;01;09

Speaker 2

Okay, the cost was a thousand bucks. Okay, so you're going to pay 6 to $0.14 per lead, which is phenomenal. All right. Now it's got their names, emails, addresses, some phone numbers, stuff like that. Now some of on there's going to say, well are you aren't you going to spam. I'm like no I'm not going to spam them.

00;17;01;11 - 00;17;27;09

Speaker 2

I'm going to take that same list, the email list, and go to a lookalike audience for folks and then market to them with Facebook ads. Morphe, I'm going to look at have a look into and see if they have, I can upload a thousand time into LinkedIn to see if they have a profile there and connect with them on LinkedIn as well, and just do a gentle, hey, we're hosting a podcast summit on pet investing or not pet care, not pet investing or real estate summit, you know what I mean?

00;17;27;12 - 00;17;43;12

Speaker 2

00;17;43;15 - 00;18;00;18

Speaker 2

It'll crash your system. So upload like 100 new email contacts at a time just to test to get that the email rocketed, rolling in once they opened it. Great. They're in your database. If they unsubscribe, great. Delete them off, you know, waste your time with them anymore. But that's you know, those are some really effective aspects of it.

00;18;00;18 - 00;18;30;01

Speaker 2

You know, you know, $1,000 for 15,000 contacts. It's going to take you a while to get that list into your CRM to market. Now, we we raised our, our database a little bit that way. But most of our 64,000 has come from 20 years of leads speaking business cards, you know, social, you know, there's a if you're if you have clients that will be on LinkedIn, you could also use a service called octopus CRM, dot IO.

00;18;30;03 - 00;18;51;26

Speaker 2

And this is a LinkedIn, based Google Chrome attachment app that basically you can create lists in there. So like what we do I'll give you an example. You could go into LinkedIn, do a search for say pet lovers or pet podcast or romance authors or authors. You know what I mean? And it creates a list, a thousand in their profiles based on what they say on LinkedIn.

00;18;52;03 - 00;19;10;18

Speaker 2

Well, octopus you click on octopus. Octopus will pull net the thousand profiles into their system, and then you can set up custom mail merges where it sends out an invite to those people. Customers like say hey, first name, last name. The LinkedIn tells me you might be a pet lover. Check out my new book on, Rocky the Raccoon or something.

00;19;10;18 - 00;19;12;06

Speaker 2

You know what I'm saying? You know, stuff like that.

00;19;12;06 - 00;19;13;15

Speaker 1

Yeah. Caring for your pets.

00;19;13;21 - 00;19;34;02

Speaker 2

Exactly. It sends them on an invite. Well, you might not get their email address or you. I mean, you you might. You might not, they might have a public publicly out, but that's a great start. You know, they they connect with you, you send them a QR code like you do in the break there. They click on the car, you QR code, they download your book or they download the first chapter and they give you their email.

00;19;34;05 - 00;19;42;26

Speaker 2

And then this is just a drip marketing campaign and one of the most, one of the most important things people can do is just communicate with your lists on a weekly basis.

00;19;42;29 - 00;19;46;01

Speaker 1

Oh, yes. Absolutely. Consistency is so important.

00;19;46;01 - 00;20;09;01

Speaker 2

Yeah, yeah, not every day. But if you do all this work to create content or contacts, create content, it doesn't have to be a huge email. Most people prefer to read. You know, it's 20 lines or less, which is pretty easy to do. Yeah, but just communicate with your database at least once a week on a minimum. If you start doing it longer than that, where it goes on, people are going to forget about you and those emails are going to go bad and go from there.

00;20;09;04 - 00;20;28;04

Speaker 1

For some reason, once a week is like the magic number, like for podcasting, for email, for like almost everything, right? Like it's so funny how that works. And like, yeah, to your point, when I get emails that are like 4 or 5 paragraphs long, I get down to the second paragraph, I'm like, I'm fine. That's why I make my emails like three pictures, like 120 200 words and we're done.

00;20;28;04 - 00;20;45;09

Speaker 1

And if you have a podcast, right, that's super easy, like your email every week. And just educate people on what's in your podcast and be like, listen to my episode. So that kind of gives it a double thing of exposing people to your podcast and, and obviously, you know, educating them on something else and get bringing them value.

00;20;45;16 - 00;20;54;19

Speaker 1

So, so you talked about buying leads, lead lists and the octopus cameo is sounds really interesting. I'm definitely going to check that out.

00;20;54;26 - 00;20;59;01

Speaker 2

It's like 21 bucks a month for octopus CRM, right? Yeah.

00;20;59;03 - 00;21;23;16

Speaker 1

That is crazy inexpensive for that value. Holy moly. Okay, so I'm definitely going to check that out. And then so how does that compare with like I've heard of people like doing Google ads to increase their email marketing list and like offer, you know, something at a discount and get them on their list that way and or like, offer like a workshop or, you know, something, like a group something and then get them on their email list that way.

00;21;23;16 - 00;21;36;08

Speaker 1

So how does buying leads from an email curated email list like that compared to doing Google ads? And in that respect, as far as like your cost per click and like your acquisition costs.

00;21;36;10 - 00;21;59;04

Speaker 2

So I don't do that. I don't do Google Ads. I don't waste my time because I'm not an expert at it. I'm not going to pay somebody to be an expert at trying to figure out my audience and spend thousands of dollars. And with the inception of AI out there, all right, AI is killing paid ads. Because if you think about search now, when somebody goes into Google and you type in a search question, it's not websites that come up anymore.

00;21;59;06 - 00;22;21;05

Speaker 2

It's AI that takes it to the top half. And they if you're not in that AI response, you're not getting anything. It's I literally was just in an event two weeks ago with an AI expert talking about that because, you know, because I've heard so many of my friends where their pay per click paper ads is skyrocketing to get anything, and it's not it's not nearly like it used to be.

00;22;21;07 - 00;22;21;29

Speaker 2

So what you have.

00;22;22;01 - 00;22;25;00

Speaker 1

To show they're they're paying more per click, but they're you have.

00;22;25;00 - 00;22;50;02

Speaker 2

To pay more per click because there's not enough engagement to it. Because I was answering a question. And if you're not in that answer, aspect of it, you're, you're not going to see any activity. So what they did say, what's one of the better things is to have that newsletter, you know, have a newsletter using medium. We talked about LinkedIn, having a LinkedIn newsletter, posting articles on LinkedIn because that's what I actually likes to search is newsletters, articles and websites, stuff like that.

00;22;50;04 - 00;23;10;14

Speaker 2

So if you have an email blast that goes out once a week, turn it into a newsletter, switch it up and that will increase your search and click through ratio, save your pay per click stuff for the most part. All right. And start using that same content to create credibility through AI. And I will give you a lot better, leads.

00;23;10;17 - 00;23;14;18

Speaker 2

Unless you of course, you're buying a lead. Listen, an email to them. That's one of the most important things you can do.

00;23;14;21 - 00;23;31;28

Speaker 1

Yeah, no, that's really important. And like you said, you like, you really need to know your audience, right? So, like, obviously, besides the, like, basic demographics of like, okay, age and gender. Right. Which, which are the two most common ones, what are some of the other demographics that you have found are like, oh, I didn't think about this before.

00;23;31;29 - 00;23;46;21

Speaker 1

And or you, you start using that demographic and you like that demographic type and you see like, oh wow. Like this is really increased, like my, my, my ROI for this email list when I put these words into the search.

00;23;46;24 - 00;24;04;22

Speaker 2

So not everybody's going to be your client. So quit trying to chase everybody. All right. Talk to you have to know what your avatar is. And, you know, you've heard this thing. And avatar is not a blue alien on some discipline. It even did a movie about, okay. And avatar is like, your favorite client, your ideal client.

00;24;04;24 - 00;24;27;07

Speaker 2

00;24;27;07 - 00;24;43;28

Speaker 2

And that's where we we target those things. So those are important things. There's a lot of great tools that you can use to find out your demographics and look at your Facebook, your LinkedIn, your social profiles and stuff like that. I identify that's but understand that if you don't know what it is, then look who's a competitor in your industry.

00;24;44;00 - 00;25;01;04

Speaker 2

What's their demographics? Who are they catering to? You know, what is their marketing talk like you know, and because people at different ages have different, you know, worries about stuff. Somebody that's under 30, they're not really making a lot of money. There's nothing wrong with that. They're building a rapport, doing what they want to do 20, 30 to 40.

00;25;01;04 - 00;25;25;15

Speaker 2

So starting to make a little bit more money and stuff like that. So that's something to keep in mind of what's going through those people's minds. We even named our avatars Laura and Steve. So when I'm coming up with content, I think of what questions Steve has or Laura has, and how can I answer their interest, or their problems or their questions, or bring on experts on my podcast that will help add more value to Steve and Laura, if that makes sense?

00;25;25;17 - 00;25;45;16

Speaker 1

Yeah, no, that totally makes sense. And a you're not the first person I've heard that said they have name their avatar and I know my avatar, but I have not named him and I. I definitely need to do that. So this this has been incredible. Scott, you have, given my listeners so much value on, you know, just some specific ways you can go about better marketing and better growing your email list.

00;25;45;16 - 00;26;04;17

Speaker 1

Because I like the way you are looking at doing a paid list, because a lot of people will just buy a general list, but then you have no idea who's on that list. Like you have very specific, focused ways to buy it, which makes more sense, because if you're going to put your time and effort into creating all this marketing material, you want it to be as effective as possible.

00;26;04;19 - 00;26;27;24

Speaker 1

So, Scott, I know some of my listeners are going to want to reach out to you and find out more about you. And we mentioned earlier on the show your complimentary online class, which we have down here, which if you go to http slash note weekend and not e weekend. Com you can sign up for Scott's complimentary online class.

00;26;27;26 - 00;26;38;29

Speaker 1

And Scott, tell us where else people can meet with you, can talk with you or interested in becoming your client and what what what you do specifically because I don't know if we mentioned that in the very, very beginning.

00;26;39;01 - 00;26;54;28

Speaker 2

That's okay. So easiest way if you want to pick my brain, whether it's about real estate investing or how we market, you can always go to talk with Scott carson.com. That's my calendar link. Book a call with me. I'm always glad to talk to folks, give people 30 minutes of my time to help you overcome hurdles and any potholes along the way.

00;26;54;28 - 00;27;11;06

Speaker 2

00;27;11;06 - 00;27;18;13

Speaker 2

We've been doing it for over eight years, but always glad to help. But yeah, probably the easiest thing would be talk with Scott carson.com and go from there.

00;27;18;16 - 00;27;36;06

Speaker 1

Awesome. Sounds good. And I have listened to your show, even though I am not in the real estate space. And it is really valuable. I've learned so much about real estate from listening to your show. It's incredible. So if you are. Yeah, so anyone that's interested, anyone who's listening, who is interested in real estate, definitely go over to Scott Show and give a lesson.

00;27;36;09 - 00;27;53;09

Speaker 1

All right my friends. So this has been such a great episode. Scott, I'm so glad you came on today. And remember, my friends, you know, I love working with new and repeat authors to write and edit their nonfiction books. So instead of using your time to write your book, you can work on what you do best. And that's being a thought leader.

00;27;53;16 - 00;28;07;16

Speaker 1

And, you can come over to write for you, dot me to hire me for my ghostwriting services. So until next week, this is Lynn Liquidy, reminding you to keep writing, keep dreaming, and keep creating your book is waiting to be bought.