Are you planning to launch your own digital marketing agency? Are you struggling to attract clients? Are you wanting to better understand how to scale up your business using paid ads? Are you wondering how you can increase your B2B lead generation?

If you answered yes to any of these questions, then this interview is for you.

On the show with me today is Nsenzi Salasini; founder of High Demand Marketing, a consulting agency that teaches a proprietary “Commissions Accelerator System” which generates booked appointments for real estate agents with pre-screened buyers and sellers on demand.

Check out the list of questions below to get a quick overview of what Nsenzi talked about. I think you’ll quickly see that this episode is jam-packed with knowledge-bombs for scaling a company using paid traffic.

Watch the video above, read the transcript, or listen to the audio file below and benefit from the knowledge that Nsenzi and I share…and then leave a comment or question for him to answer.

Trent:                  Hey everybody. Welcome back to another episode of The Bright Ideas Podcast. As always, I am your host Trent Dyrsmid and I’m here to help you discover what is working in the world of online business e-commerce, digital marketing agencies, and the way that I do that is I bring on interesting guests to share with you their story, their journeys, so that you can suck up all those actionable golden nuggets that you can then turn right around and implement in your business right today. Ideally. So my guest on the show today who you can see on the screen in front of you if you’re watching, this is a fellow by the name of Nsenzi Salasini who I met when I was down in San Diego at a mastermind event earlier this year. He is the founder of a lead generation agency called High Demand Marketing that teaches a proprietary commissions accelerator system which generates booked appointments for real estate agents with pre-screened buyers and sellers on demand. He’s been featured in Thrive, Kivo Daily, Future Sharks and more. Nsenzi, he’s a sought after customer acquisition consultant for business owners who want to grow and scale their company through online strategies. Man, that makes you sound smart Nsenzi.

Nsenzi:                Trent, what’s going on man? Thank you for having me. Thank you for having me.

Trent:                  No problems. Pleasure to have you here. All right, well let’s dive into it with the question I always ask at the beginning, which you’ve already kind of answered, but I like to give people a chance to sort of fill in the blanks here. Who are you and what do you do?

Nsenzi:                Yeah, I mean, again, thank you so much for having me. You know, you’re in front of you and your audience. My name is Nsenzi. What’s going on guys? I run an online advertising company. Oh, there’s really more two sides to it. We help real estate agents get booked appointments with pre-qualified buyers and sellers. But then also we have the education side of the business as well, where we actually teach agents and real estate professionals how to run our system for themselves. And in turn also we help entrepreneurs as well on their end grow and scale their company running a very similar system of course via business development.

Trent:                  Okay. And you started this business, when?

Nsenzi:                It’s kind of evolved, right? I started technically in late 2017, but didn’t seem much traction. 2018 was a on and off and you know, the, the early woes, right? Not too much focus. So I really like to say I started in like early 2018 when I really got focused on really doubted, really focused on Dell but not 22 on 2019, really got focused in Delvin and taking it seriously, I guess, and really looking to get that growth that I really wanted to see.

Trent:                  Okay. And this is sort of paint a picture of where you’re at today. This is a full time venture for you. You’ve got people, VA’s, clients like give the audience the audience an idea where you’re at.

Nsenzi:                Yeah, the whole nine. we’ve got a full team now. Pride is myself, a bunch of VA’s. We have, I think, what are we at now? Eight, eight or 10 VA’s, a couple sales guys. So going back from where I was in late 2017, I was trying to do everything by myself and that’s something that, I always look at when people say, you know, self-made and things of that nature. Um, it’s, it’s always kind of a caveat cause I tried to do it alone and it wasn’t until I really dialed in and focused on growing a team and having that type of help is really when we took off and I really hit six figures and beyond.

Trent:                  And so you’re year over cause now you’ve been doing it since you got focused. You said you got focused at the beginning of 2018. Middle of 2018.

Nsenzi:                So started off 2017 but really got focused late 2018 borderline 2019 is when I really started to dial in and really hone in on the business.

Trent:                  Okay. So over the last 12 months, year, would the percentage increase in your revenue? If you look at 12 months ago versus now, what does that look like?

Nsenzi:                I’m not too good with numbers, so percentages don’t really know that. But I can tell you from early 2019 we were, we did not even crack 10 K and we ended the year closing with six figures.

Trent:                  Excellent. Okay. All right. So were you always, you’re obviously a focused yourself on the real estate niche cause there’s lots of realtors and they all suck at generating their own leads, but were you always in that space and if not, why did you pick it?

Speaker 2:          No, it’s funny. So when I started off, I started off just doing, you know, local business marketing, right? Because something for everybody. Oh my goodness. It was, I was doing, if you wanted me to walk your dog, I’ll do it. Right. It was literally everything to everybody. And that was the tough part was you get one client, then you’re focusing on fulfillment, and then lead generation stops, right? Sales stops and then you lose a client. Now you have no clients, then you’re starting lead generation, right? It’s that process. So eventually I decided, you know what, let’s focus in on one niche, one group of people, because everyone needs help. But let’s help the one group of people get successful. And then from then it just, it just took off.

Trent:                  All right. So how many months did you flounder around trying to walk everyone’s dog before you decided that you needed to focus on one particular niche?

Nsenzi:                Man, I’d say probably 14, 15 months, man. It was a good over a year. Strictly because it’s the process of trying to one figure it out. And what you got to realize too is prior to niching down, your message is so broad, right? And that’s something that I learned the power of is with lead generation or generating leads. if you’re not speaking to that exact person, then you’re almost just like everyone else out there, right? Oh, you can grow my business or you can help me get more customers or you can help me make more money. But when you hone in on your exact customer, that’s where the power and scale happens. Because you can speak to that exact person. So for the longest time I was just saying let me help you grow your company, let me help your company. But the messaging wasn’t there. As you know, I know we’ve spoken about messaging and how well how powerful that is to speak to that one person.

Trent:                  Yes, I a hammer that point home in my own coaching program because that’s an area that everybody gets it wrong. Especially in the beginning. Everybody’s like, well, I’m desperate for business, so I gotta take Avenue, I gotta take it all, I gotta do everything. And that’s just a recipe for disaster. You never make any money, you’ll never grow. You’ll never scale you. Like as you have already pointed out, you’ve got to be super focused on one niche and then you have to understand the exact words that they’re using to describe their goals and their challenges and so forth. So let’s, if you have anything you want to add to that before I move on to my next question.

Nsenzi:                Yeah. No, I mean, I mean, just to, to that point alone, you know when other agency owners or entrepreneurs come to me and they ask, you know, what, what can I say? What am I doing wrong? You know, we always start off with, as you know, that’s your messaging. You know, what are you saying? Were you saying it too? And it’s always the same, right? I don’t know. I’m offering SEO, I’m offering lead gen, I’m offering website design. I’m offering this. And it’s like you have to offer the one thing, but speak in that one person’s language, right? Or you’ll spend a lot of time chasing a lot of different people and end up catching them.

Trent:                  And you’ll never have any pricing power because you’re just going to be a commodity. So for the folks who are listening, here’s your first big takeaway. If you’re thinking of starting, your own social media or pay-per-click agency or lead gen or agency or whatever, digital marketing, service provider kind of business that you’d like to have, pick a niche, do not be a generalist because it’s not going to go well.

Nsenzi:                All right. You know, something to add to that. I mean, I mean, something to add to that is also, it’s scary to pick a niche, right? Because, like most business owners, Oh my goodness, FOMO like crazy. You know, even like myself when I was thinking, you know, I know I can help, you know, chiropractors, I can help dentists, I can help med spas, I can help. Yes. But when you pick one, you can now officially let go of everything else and truly focus on that one. Right? So I understand the people who have a tough time picking a niche because you know, I was there once, but when you do it, it just becomes so much easier. Cause you can now hone on that language. And when you speak someone else’s language, you know that’s the key to anyone doing business with you is having them trust that you understand them and their problems. Right. If that makes sense.

Trent:                  Oh, it totally makes sense because when you’re emailing people or you’re doing running ads or whatever you’re doing to catch their attention, what’s the first thing they’re going to do? They’re going to come visit either your social profile or your website to quote unquote check you out and in two and a half seconds their subconscious mind is going to form an opinion of yes, this is might be for me or no, this is definitely not for me and it’s more likely to be the latter knowing for me because you didn’t do a good job of using the words that they use to describe the problems that they talk about because that’s what’s real for them. They don’t care about you, they don’t care about your brand. They don’t care about anything. In the beginning, they only care about, Hey, I got problems on, I need solutions to my problems. And only when do they does their some corner of their mind. They think, Hey, maybe sends, your Trent might be a, a potential solution to my problem. Only then do they become interested in you and your story and your background and your authority and all that stuff plays a role. But in the beginning, that’s not what does it

Nsenzi:                Exactly. And then you’ll have, you know, the person who’s actually in niche specific come across their timeline or come across their email and say, Hey, I understand X, Y, Z pain points that you’re feeling. Let me help you. Right? So they just saw your ad or your email or your outreach and I may see that the expert who speaks their language nine times out, no, 10 times out of 10 they’ll pick the person who understands their exact pain point, right?

Trent:                  Yeah. Like do you use the real estate example. Let’s say there’s two websites. One of them is your typical marketing agent is agency and on their homepage, or say we build websites, we do search engine optimization, we do paper click, we do all this stuff, right? Cause they’re for FOMO and target audience is a realtor, right? And then there’s another website, it’s got a dude or a person standing out in front of a house that looks like a realtor and the word says get more clients. Or there’s a green button, but what’s that?

Nsenzi:                Or, or just the sign that says soul.

Trent:                  Yeah. And then there’s a green button that says get more clients w which, which one of those do you think the realtor is more likely to click the green button on? Well, it’s pretty obvious, right? Because the messaging is there. Okay. So let’s talk about your marketing and lead generation that you’re using to attract realtors. And I think you told me in the pre interview that Facebook is the biggest platform for that for you. Is that right?

Nsenzi:                Yeah. So as far as internally we use multiple different platforms, but the most ROI driven one is Facebook strictly strictly because of the power behind it. You’re talking about the ability to target people based off their interests, their behaviors and the information that they’ve given saying, you know, I want to be advertised to in this nature. It’s Facebook provides such an ROI, you know, like you’re never speaking prior to this, you know, some of the numbers they were speaking I was compared to the return. I mean, what you can do per day on ad spend compared to, you know, your row as your return on ad spend. It’s crazy. But no, we also use a Google, we’ll use, you know, email. We use a lot of different lead gen sources, but Facebook is most definitely be the number one source.

Trent:                  So let’s go down that rabbit hole a little bit. Tell me about, cause there’s different types of campaigns that you’re running. I assume some are probably cold, some are probably retargeting. Let’s, you know, so let’s start at the top.

Nsenzi:                So from the top of course we run, you know, conversion campaigns. Do you want to dive into more the exact nitty gritty what you in the backend?

Trent:                  Yeah. People are taking notes, man, they want to learn.

Nsenzi:                Perfect. Perfect. So when it’s, when it’s cold, what you want to do those many different, there’s many different strategies of how you can, you know, attack a cold audience if you want to go the more warmer approach on the phone, by the time they get to you run, you know, a brand awareness or video views campaign to get them warmed up to you, right? With either no call to action or something light as far as call to action, like sending them to an educational piece like a blog article or just in the video itself, educate and entertain them, right? Just to get them familiar with your face, your brand, your image and things of that nature. Now, once you have that data, because remember when people are watching your videos, you get data on who’s watched three seconds of it, 10 seconds of the 22nd X, Y, and Z. Now you can truly segment those people into what kind of ad you want to show them, right? So for the people who watched 80 to 90 even 75 to 100% of your video, you can get them with the next ad or retargeting ad with a call to action.

Trent:                  Yeah, you’re going to shoot them way down the funnel.

Nsenzi:                Oh my goodness. I mean, and there are those people, right? There’s the people who are in pain now and they are looking for a solution now. So your video on the front end, which was educational, entertaining something to keep them help solve that pain a little bit, but let them know that, okay, this guy knows what he’s talking about or this girl knows, knows what she’s talking about. So now the next ad you run is wanting to be cheaper because it’s retargeting. But number two, it’ll also send them right down to the bottom to get them on the phone or if they get them on your product or service.

Trent:                  Okay. So let me interrupt you there. So to do that, I’m assuming that you’re going to go into Facebook business manager, you’re going to create a custom audience, and that custom audience is going to be based upon people that you’ve already pixeled. Cause they’ve already started to watch some video and somewhere in the configuration Facebook business manager, it’s going to say watched X percent of some video and you’re going to tell it which video is that? How that works?

Nsenzi:                Yeah. So I guess, let me actually dive in a little bit more granular. I don’t know how granular, you know, your viewers want me to get, but as far as when someone watches your video that you put in front of them, because, you’ve done, you know, even going all the way back, you need to know who your customer is. That’s again, what me and Trent were talking about earlier was with niching down, right? Especially when it comes to the number one way. and I know I’m going all the way back here. The number one way that I believe to scale your business is through paid ads. You know, you can, I’m sure it’s been done organically. I’m sure someone will DM me and say I’ve done it organically. You know, I think the number one way, the fastest way to do it is through paid ads.

Nsenzi:                When you’re doing paid ads, especially in this day and age with the digital space, you can get really granular on your targeting. So it’s very tough to scale when you’re targeting, you know, real estate agents, when you’re targeting med spas and you’re targeting, you know, loan officers so many different way to do it. So you have to do research on your target audience. Now with that being said, once you get the video in front of those people of course, pertaining to their niche or whatever they need, whatever their pains are, something minor to solve their problems or to get them introduced to your business. Now on the back end, once you look at the data of that video in the back of the face of manager, you can see who watched, not who watched, but you can see, you know, X amount of people watched, three seconds of it, X amount of people watched, 10 seconds of it, X, so on and so forth. So now you have better data on who to show what with the next ad. So with the people who watched three seconds, maybe they just need another video. I’m taking a different angle over whatever problem you’re solving, right? If you run a business or you have a brand, you solve some sort of problem

Trent:                  and that second video is going to be in another ad set, right?

Nsenzi:                Yes. So in this example, it’s a whole different campaign.

Trent:                  Okay? So I do another campaign, another ad set. In that campaign sequence of ads. It could be split testing your ads and the targeting in the ad set, you’ve configured a custom audience that is the people who watched X percent or more of this other video.

Nsenzi:                Yes. So you can take that data of the, of the people who watched X amount of percent of the video and create what’s called a custom audience, like you said, create a custom audience. And then once you have that custom audience, you can actually run traffic to those people who you know, fit in that custom audience. And that’s when now you know what to show them, what not to show them.

Trent:                  Okay. So we’ve covered the theory of it at least as much as we can. Let’s talk about examples. So you’ve obviously got a funnel that you’ve been using for the last half of 2019 that’s what we talked about in the pre interview and asked you to walk me through it. So now put it on kind of your story hat and pretend that you know I’m a realtor. Potential lead for you. Explain what would happen, how I’d see you when I opted in, what would happen first, next and so forth. Walk me through. Walk me down the phone

Nsenzi:                So you’ve never seen me whatsoever, right? Yep. So in the example that I was given here with the brand awareness campaign or even the video views campaign, I would run a video which we did, you know late about late 2019 which we did is where we run a video where we’re just educating on the power of lead generation, right? The power of filling your pipeline. Because a lot of agents and businesses in general, this goes across all businesses. When I speak to all sorts of entrepreneurs, everyone thinks the problem is you know, sales or closings or commission like the end game, right? Yes. That may be the problem but the real root of the cause is always lead generation because you always need to keep your pipeline full so that the sales port here, so we will do a video and you know the power is actually in lead generation and it sparks of light bulb, right?

Nsenzi:                Oh my goodness. Okay. I need more lead generation. That’s when of course my face is attached to it or our company’s attached to it. And then based off of that data, we’ll send them to either a lead form, which is directly access to our team, or we’ll send them to a funnel. Again, it’s all dictated based off of percentages or we’ll send them to a funnel where they actually get more information on our system and how it operates because they, the data shows us that they were interested but not exactly ready. So we’ll send them more information but off of Facebook, which is more expensive, then walk them through a video that introduces us, our brand X, Y, and Z. But if they watch the full video and then those same people are engaging across the board, we’ll run an ad to them that gets them straight to our calendar via lead form.

Trent:                  And are you doing, are you running Active Campaign and also segmenting with emails so that you’re able to, like I know in my funnel, depending upon what people do, I have different automations and when you’re in the top of my funnel, Active Campaign will put you in the top of my funnel Facebook audience. Then when you take some desired activity actions, you move into a different lane in my funnel a little further down. And then I’ve programmed Active Campaign to take you out of the first Facebook custom audience cause you don’t want to see those ads anymore. They’re not relevant anymore and show you a different set of ads. Are you doing the same thing?

Nsenzi:                No, actually it’s interesting you say that. I was just at Active Campaign, two weeks ago. I was just at either campaigns cause they’re located here in Chicago actually. So you know, luckily for myself I got the invite to go to Active Campaign and they walked, they walked us through the actual power of AC. Because something we use a for is a AC, Active Campaign. Something we use AC for is just for emails, you know, like just drip sequences and things like that. We never dove into, you know, special tags or anything like that. We, yeah, we use it a little bit, but nothing like the way they explained it and to the way you’re talking about it right now.

Trent:                  Oh it’s got a lot more horse power man. You can do a lot of crazy stuff for that.

Nsenzi:                Oh my goodness. I mean we were there for six hours and I learned, I have not been using it to its full capacity. So a no, what we do is when you opt in, we just have a backend drip sequence and of course, if you hop on a call, I mean he still sends you, we still send you emails on the back end so.

Trent:                  Oh man, you’ve got to get gay. You got to get on the program and gets apps and drive and you should sign up for my program. I teach all that stuff.

Nsenzi:                As far as, it’s the 27th because as far as the, the automations we use, you know, pike drives Zack or you know, Panadol, all the good stuff. But as far as in a C the powers of AC, we don’t.

Trent:                  Okay. Is there any selfish curiosity question. So when you were at this thing at Active Campaign for six hours, I’m imagining you’re taking notes was that was their handouts, is there any anything I can get my hands on and maybe we can share with the audience, like slide decks or any PDFs, anything.

Nsenzi:                You know what.

Trent:                  They got to have it.

Nsenzi:                No they do. I was speaking to the, to the host and she sent me an email with a ton of stuff. So having had time to look into it, but let’s, yeah, let’s connect and I’ll look into that email and see what’s actually some golden nuggets in there. Cause I have my hand notes but my handwriting hasn’t changed since like third or fourth grade, so that’s definitely don’t want that. But she sent me, I think like the slide deck she sent me a lot of stuff. I’ll make sure I get you taken care of.

Trent:                  Yeah. And actually, you know what, maybe reply to her and tell her I want to have her on my show. We’ll see if we can get him, see if I can get somebody from Active Campaign on the show too.

Nsenzi:                There was two of them and they’re, they’re both awesome. I’ll talk to both of them and I’ll shoot them your way.

Trent:                  Okay, sounds good. All right, so back out of that rabbit hole. So you’ve got some room to improve how you’re using active campaign. Let’s talk about ads. So you’ve got different layers of the funnel. For the purposes of our discussion, we’ll call it the awareness phase at the top. That’s when they don’t know about you. That’s cold traffic. Below that is the interest phase when, okay, now I know Nsenzi and his company exists and I maybe I’m interested in doing business with him so they need to learn a little bit about you. Let’s just talk about those two sections in the top. In the awareness section, what type of ads have you gotten the most results with? Are they video ads? Is it a still image or are you using some of these software apps where you could like put it in three still images and it kind of turns it into a little video. Do you have closed captions? Walk me through that.

Nsenzi:                So the first part with we call it just, you know, top of the photo, middle of the funnel, bottom of the funnel. Um, and you know, as far as for the people who are like me in the back end of Facebook, when it gets kinda crazy back there for naming conventions, it’s just TOF, you know, MOF, BOF and then title. But for all of our TOF campaigns, top of the funnel campaigns, we run video and we run image. However, it depends on what you’re going for, right? Because the video campaigns, they’re the most engaged, you know, when it comes to comments, likes, shares, X, Y, and Z. But they don’t get as many conversions as far as clicks over as much as image. Image still wins. So if you’re looking for engagement and looking for that brand awareness and you’re still running a conversion campaign, you’ll pay more with using video, if that makes sense. But if you want to pay less, of course you use use image, but it won’t be as engaged as much. You won’t get as many likes, comments, et cetera, et cetera. But I mean we’ve found a video and it makes you be the best. I do not run those like slideshow type a type ads. We’ve tried those. They’re, they’re effective sometimes, but there’s no, there’s not enough data for us to really hang our head on that when image and video just works so well.

Trent:                  And are you running close caption on the video or, I’m not sure if that’s the right word, but when you can see the words with it, you don’t have to have the volume on and you can see the words on the screen. Close captioning, right. I think I might have.

Nsenzi:                We run captions on all our videos and also, but the key is with video is, and this is huge for your audience, is you need to have an attention getter, right? I know one of my most successful videos was actually, I still have it somewhere, was I ran this in the middle of 2019. There was a campaign where I’m sitting at a desk and I started talking, but it was muted the whole time and then I didn’t turn on the video and I didn’t turn on the audio until about seven seconds in. So someone would think that their headphones aren’t working. So then you know, so that was actually one of my best, one of my best converting videos strictly because it got people to stop and say, what, you know, why are my headphones working? Then they click the volume and eventually they got into the ad and of course, you know, by then we just converted. But that you always have to grab attention. If you’re going to run a video ad or I promise you will be throwing money down the drain.

Trent:                  Now, how do you get the close captions down? Is that right into the Facebook engine? When you upload your video, does it provide them to you? Is it just a tick box or do you have to use a third party service?

Nsenzi:                No, it’s on the back end of Facebook. When you upload the video, you can choose a captions or not.

Trent:                  Okay. Sounds good. All right.

Nsenzi:                Was that for me or was that for your audience or for you?

Trent:                  Well, it’s for me. I mean, I’m assuming some of my audience might’ve been curious, but this whole show is for me, man. I just ask what I want to know. If the audience is just along for a free ride.

Nsenzi:                I love it. I love it. That’s so smart. I love it.

Trent:                  That’s how much I, that’s how I learned so much stuff. I just interviewed hundreds of people. I get free consulting with every one of my interviews.

Nsenzi:                As I’m talking, I’m realizing that. Yeah. Yeah. Good stuff. Let’s keep it going. Keep it going.

Trent:                  Okay. Um, so we’ve talked to him on Facebook without going too crazy in details that people will get lost with. What is your next most popular platform for a either cold traffic or retargeting? Either one. Oh, sorry, let me back up one bit please. So you said for cold traffic awareness level, top of the funnel video and still what about and the next level down in the interested still same thing. Still run in video and still are you doing anything different?

Nsenzi:                Still? Okay. Run images. Only because by then you know who we are, you know who was right. Just with the way my company’s created, I’m pretty much the face of it. So my face is on every ad. Right. And also, I mean personal branding has helped completely, you know, change and really turn things around. But um, we run still in the middle strictly because you know who we are and we know that those convert, right? Cause something you’ve got to remember as well as people are going online to be advertised to people aren’t going online or really on Facebook looking to buy something, right? No one wants to see your ads, like no one cares about your heads. So you gotta make sure.

Trent:                  There’s a few that like shopping.

Nsenzi:                Well put it pointed this way. There are the weirdos like me and you actually love the online space and I’ll click on people’s ads just to see what’s going on.

Trent:                  Oh hell yeah. All the time.

Nsenzi:                All the time. I mean, 99.9% of people don’t go online to be advertised to.

Trent:                  Yeah, they’re not marketers.

Nsenzi:                We’re just a different brewery. We really are. But no, I mean when once someone knows who you are and they’re aware of you on the video. And just from a cost perspective, we run image because now we’re looking to convert you, right? You, I mean, you know who we are. Let’s not convert you. It’s on phone and you go from there.

Trent:                  So when you set up those campaigns, did you use a tool like AdEspresso to create like 50 different variations at a whole really easily or did you just kind of go by gut and say, well maybe we’ll do a split test with an A and a B but not an A, B, C, D F.

Nsenzi:                Yeah, we actually have a few campaigns when we’re looking to, you know, truly put the gas on. We have a few campaigns will be run through like a software like AdEspresso where we have, you know, you’re talking about, I think one of them we have 22 adsets. And it’s an in each ad set, I think we have about four ads and that’s on the low end for last year. We’re building out a campaign now. Long story short, yes we’ve used AdEspresso, but most of the times when we’re trying something new we’ll just run simple campaigns manually in Facebook.

Trent:                  Is there another tool like AdEspresso that does the same thing that you like?

Nsenzi:                Yeah. There’s one that we used a while back and we still go back and forth. It’s called choir. Can you spell that? Let me see actually. Cause it’s in my active tools cause we have a whole library of tools that we use. I think it’s Q W Y You might have to check into that really quick.

Trent:                  Q W Y Let me just check, stay tuned. Ladies and gentlemen, one of the host checks or URL Q W Y Nope, that’s not it.

Nsenzi:                Let me look at my old, let me look at my, there we go. It’s, here we go. It’s Q W A Y A.

Trent:                  Okay. Yes indeed that is that Facebook and Instagram ad tools for our professionals. All right, I’ll be checking that.

Nsenzi:                That’s our little secret.

Trent:                  Okay. Nobody. Everyone just forget. You heard that our secret. You’re not allowed to have it. Yeah.

Nsenzi:                But no that one’s awesome as well. We’ve used both but sometimes when we’re testing new things, cause that’s, I mean that’s one thing for me is I’m of the school of thought to always be testing. Right? And not just like throwing money at the wall and hoping it sticks. Right? No, actually testing methodically. So we’ll go in there and test a few things manually. And then when we find, you know, I don’t know how granular you want me to get or when you find ad angles that work and you know, images that work in pair together, then we’ll ramp it up and really, you know, throw a couple ads, throw a lot of ads in there.

Trent:                  And I’m assuming you’re using that tool of Facebook’s where you basically punch in any Facebook page to see what ads are being run on that particular Facebook page.

Nsenzi:                Repeat that question. You mean?

Trent:                  There’s a tool, it’s called a Facebook ad library.

Nsenzi:                Oh, the ad library?

Trent:                  Punching any competitor and you can see what they’re running.

Nsenzi:                Oh no, we don’t use the ad library as much. We actually create, cause I mean I, I actually like writing copy so we actually create our ads here in house and we’ve just found what works and what doesn’t work. Just through thousands of dollars of testing.

Trent:                  Yeah, no. What ad library does as long as you see your competitors ads.

Nsenzi:                Yeah. Where you can look at someone else’s page and see what they’re running. Yeah. I mean I know it’s an option of, you know, I’m kind of modeling and things like that, but yeah, we found, you know, such copy that works, which we just use their in house.

Trent:                  Okay. So plans for 2020, how do they differ from 2019?

Nsenzi:                It’s funny, of course with the done-for-you side of the business, that that’s growing, you know, daily. But it’s funny because this done with you educational, you know, coaching consultants out of the business is a pet project that came out of nowhere, you know, strictly because people will see results and things like that. And they’re not agents. There are other agency owners and they’ll say, you know, Hey, how are you? How’s your calendar booked? You know, how are you getting these results? You know, like just yesterday I posted, we were getting leads for like a dollar and 12 cents, you know, when someone reaches out, Hey, how are you doing that? And so of course, naturally the coaching consulting side of the business, has developed. And that’s something where I’m finding a lot of value in helping other people, other agency owners succeed in their niche or you know, whatever they’re doing in their business.

Nsenzi:                So that’s something we’re going to look to of course grow a little bit as well. this year in 2020.

Trent:                  Okay. And in the off chance that anybody who’s listening to this is a realtor, do you have a special offer for them?

Nsenzi:                Yeah, I mean also what you can do is I’m going to create something for you guys. Something special you can go to It’ll be a nice SOP for you to help you with lead generation. And this can be used for, you know, B2B really B companies as well to really help you grow and scale your business. Cause leads is a the always the DP problem, right? Sales are great, appointments are great, but none of that happens without leads. So I want to make sure you guys are taken care of and helping you to regenerate that a proper way.

Trent:                  All right. Sounds good. Nsenzi was a pleasure to have you on the show, thank you so much for making the time.

Nsenzi:                Thank you for having me. I appreciate it.

Questions Asked During the Interview

[00:45] What does your company sell?
[02:28] When did you start the company?
[03:05] How much revenue did you do in December 2019?
[04:00] How much was that up from Jan 2019?
[04:32] Were you always in the real estate niche?
[05:34] Why did you niche down?
[10:58] Tell me about your marketing and lead gen to attract your clients.
[12:14] Tell me how you are using Facebook. Were you initially doing the type of campaign that is working for you now?
[17:13] Tell me about the funnel you were using in the last half of 2019.
[19:50] How are you using Active Campaign?
[22:30] What kinds of ads are working for you?
[30:50] Tell me about your plans for 2020 as they differ from 2019.
[31:28] Do you have a special offer for my audience?

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Today’s Guest

Nsenzi Salasini is the founder of High Demand Marketing, a consulting agency that teaches a proprietary “Commissions Accelerator System” which generates booked appointments for real estate agents with pre-screened buyers and sellers on demand.

He has been featured in Thrive, Kivo Daily, Future Sharks, and more. Nsenzi is a sought after customer acquisition consultant for business owners who want to grow and scale their company through online strategies.

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