Lead Generation and Management Strategies ~ Scott Heistand

(Last Updated On: May 11, 2021)

When it comes to generating leads, I know one person can deliver the goods, and that's this episode's special guest Scott Heistand. Get ready to look at lead generation in a whole new light!

Lead Generation and Management Strategies ~ Episode #20 Scott Heistand

 

ABOUT Scott Heistand

Scott Heistand is a 21 year veteran of the marketing and leads industry. From the early years of print media, card packs, magazines, and all things lead generation. He has scaled a variety of lead companies that help serve small businesses.

Scott's focus the past few years has been on a simple technology that will streamline all of the complicated moving parts of generating leads. He spends most of his time sitting down with companies to train and teach teams how to maximize their lead acquisition and generate more revenue.

He is currently married with two daughters and resides in a small mountain town in central Arizona.

Scott Heistand ONLINE PRESENCE

Website: Listflex.com

Special Promo from Scott Heistand

Scott is giving The Freddy “O” discount for $27/month (usually $97 Minimum) AND the volume price for new leads!

Set up a time to schedule a call with Scott personally!

Or you can create an account with the discounted Listflex rate here

EPISODE #20 PODCAST TRANSCRIPT

My Beautiful Wife
Thank you for listening to the Freddy “O” Show, a podcast devoted to you, the listener, your purpose, mindset, and your marketing efforts designed to help you go to that next level. Now here's your host, Freddie O.

Freddy Owen
Welcome to the 20th episode of the radio show; what a monumental occasion. And to make this episode even more awesome, I'm stoked to bring out my good friend and master Jedi of lead generation. Scott, heisted, I think I put I always butcher The last thing, Scott, welcome to the Freddy “O” show, brother. Right. Yeah, it's

Scott Heistand
Heistand.

Freddy Owen
Scott Heistand. So I always do it. I don't know what the deal is. And I and I did not mean to do that. He told me how to pronounce it before the show. So Heistand. So let's get things rolling. Scott, notify the front Yoshio fan, who is Scott Heistand.

Scott Heistand
Who am I? I am a guy who grew up in the middle of nowhere Pennsylvania, had no idea or thought or even possible chance in the world of getting into the internet marketing world. And at some point along the way, in my list of crazy jobs that I had to figure out what I wanted to do in life, I started working for a small town marketing company. That was 1999. And right now, it's 2001. And across those, you know, 22 years, basically, have done everything you can possibly imagine or think of related to marketing, lead gen sales, putting together little companies, and kind of everything in between. But that's pretty much it.

Freddy Owen
I think you just said it was 2001. About 2021. Right?

Scott Heistand
2021 Yes. Well,

Freddy Owen
yes. Flies when you're having fun, right? You're Yeah.

Freddy Owen
I'm in the same boat. So I told somebody I was watching The Goonies; I said, I saw The Goonies in the theater. They're like, Man, you're old. I'm like, really? Come on, I saw jaws 3d in the movies. And I actually saw 101 Dalmatians at the theater when I was a little kid. So it does show you I am, you know, in the 70s. So, but awesome. So leads, leads, and leads, you need to, you know, you need them to run a successful online business, Scott. So, Scott, you take lead management to a whole new level; let's first talk about a few things about things that you see online marketers not doing when it comes to lead management.

Scott Heistand
Things that people aren't doing. I mean, if you start at the beginning, everybody, when they start out in any kind of, you know, marketing company, or agency, or they have any aspiration of going out on their own. Every guru, everybody out there is like, Hey, man, you got to start a list, you got to build a list, you got to you know, create your list, go get subscribers. And for the most part, people are, you know, they're educating them, their people, they have good intentions, but the reality is, there's just not really a lot of, there's not really a lot behind it. And, you know, when you're building a list, there's a lot more to it than just, you know, than just getting people into your autoresponder and, you know, over the course of, you know, all those years that we just talked about, I, you know, I kind of fell into that lane of like, just listening to all the gurus and all the guys who were just telling me one thing, you know, get your list together, start mailing them, and, you know, putting products and all that together. But there were so many, excuse me, there are so many missing pieces along the way that I had to kind of figure out on my own. And that I started, you know. Basically, building into a system and a process that kind of helped me automate my life. Then I just kind of started sharing with people, you know, if that makes sense.

Freddy Owen
Yeah, absolutely. So, like, you're correct when you first get in the industry depends on what you're doing. Especially for instance, like affiliate marketing, they tell you to, you know, have a lead capture page, you have a lead magnet, you send them to an offer after they opt-in, and then you just rinse and repeat, and you have an autoresponder set up. But I think what you're trying to get at is people are leaving money on the table when they just do that.

Scott Heistand
Pretty much I mean, the reality is, leads are the lifeblood of every single business the whole world shuts down if fleets, you know, leads aren't being created and generated I mean, leads, you know, leads are what make the world go round. That's what I tell people when I'm on calls because without them, there's nothing you know, the dentist isn't going to make any money. You know, the internet marketer is not going to make any money that the auto shop isn't going to make any money. If you don't have leads, you're dead, and if you do have leads, You really need, you know, to have the critical moving pieces of managing them so that you can maximize them, follow up with them and do a whole list of remarketing and retargeting and cool things, you know, just piling data into an email autoresponder or an email system. You know, it's just, it's just, it doesn't work anymore. I mean, you can certainly make money and Sure, you can communicate, but you're leaving money on the table, because you should be organizing and siloing you know, your customers, or potential customers and different people that visit different pages that, you know, you can get information on offers, and blog posts, and treating them all differently. And all the while, you're running a list of checks and validations, and things that will not only give you more insight into your leads, but protect you from problems, because, you know, the remarketing world has gone through quite a bit of change over the last 10 years, you know, with the government and compliance and regulations in different states creating their own rules like California, which has complicated the landscape tremendously, you know, kind of similar to GDPR, you know, in Europe, and the average person who's out there trying to figure out, you know, just a very simple balance of like, Okay, I'm going to build my list, and I'm doing my best to figure out how to work these leads, they're not going to know, you know, all of that in-depth, kind of pitfalls, or traps or issues that could come up. And it's kind of the reason you always see people, you know when you're talking to other marketers, or you're at shows or events, and they're, they're like, Well, you know, I was emailing my list, and I got shut down, and they kicked me off. And I have no idea why. And usually, it's pretty simple, you know, a couple of common sense things that they didn't do, or didn't know that they could do, you know, and those types of circumstances are, you know, without just having the basic toolbox of managing leads, you're, you're just going to make a lot less money with the data that you have, or with the leads that you generate.

Freddy Owen
Here's the thing, Scott, you have a software called Listflex; I've used less flex myself, and let me tell you, it's honestly a software like I've never seen before. So first and foremost, this is the reason why lift flex was created, correct?

Scott Heistand
Yeah, well, it's I mean, the, it's kind of cliche at this point in the marketing world, but I'm in the same boat, like many other companies. And when I was in the marketing space, and I was trying to build lists, and I was trying to figure out, you know, the call center side of, you know, having my leads called back, I was trying to figure out the email marketing side, I was trying to figure out how to validate leads, I was trying to figure out how to make sure duplicates weren't going to do differently, all these different things that like the I call it the dream list of, you know, having your leads flow in and flow out, I was trying to figure all those things out. And I spent a lot of time and a lot of money creating tools that are just for me. And over the course of a couple years, those tools allowed us to automate everything we needed, and everything we wanted for, you know, for acquiring leads or buying leads, cleaning them, and there's just, you know, there's kind of a huge list of things that we do now, but and it allowed us the ability to strictly focus on relationships, you know, either acquiring new leads through our offers, buying leads from, you know, third parties that were generating them on our behalf or, you know, or on their own, you know, on their own accord. And at the same time, the back end relationships where if you're, if you have any plan, to be aggressive, and to have your leads go to, you know, different places to have them followed up with for, you know, to offer them promotions on your product, or your service, or cross-sell them other offers and promotions, those types of things, being all in one ecosystem. When we did it, I'm not aware of it. I'm not aware that it existed when we built it. But, you know, it eventually became its own little ecosystem in its own little world. And then it didn't take long before people started recognizing that we were, we were kind of, you know, I hate this word, but we were kind of crushing it. And but, you know, and then your friends are like, Hey, man, can I use it and the light bulb goes off, you're like, Well, wait, you know, if these guys want it, then there's probably more people that want it, and you know, from there, it just kind of snowballed.

Freddy Owen
I'll try to think back to when I Actually first got introduced to list flex. Is, I don't know, I remember I was talking to I got signed up, and I forgot his name. Jeremy, mom, and I were talking to him, and I never got I never met you before. And then I, like, you know, I want to get some leads, you know, do you know anybody goes, I'll check. And then I get a call from you. And we just start talking. And then I got to meet you in San Diego, which was really awesome. That's probably the highlight of me going to San Diego was meeting you there.

Unknown Speaker
What is it? What was it? What

Freddy Owen
is it was the well actually Mac version? Well, no, no, I went to that. That Airbnb that they had rented out. Oh, yeah. And you were playing pool. And I was like, Oh my gosh, that's crazy. But I'm not a big network event guy. You know, all those places were like, they were super loud. I could barely, you know, talk. And it was always fueled by alcohol. And it just didn't jive with me. But I get it. But that was the cool thing I got to meet you there. And you're a genuine person that legitimately wants to help people out, you know, and that's what's that's a good thing. That's one thing that I gravitated towards. So the software itself, what are some key features of Listflex that you think are a really big game-changer in the industry. One of the things I liked personally, and it might sound crazy, was when I was setting up a Cpl. So I wasn't paying for fake leads the validation where they went through. And if it was a fake lead, or didn't pass something, if it, I think it goes to a bunch of checks, like if it's legit, if it's on a do not contact list, a whole laundry list of things, it has to get qualified. If it did not pass those qualifications, it would go to a page that said, No, no, no, put your right email, and it wouldn't shut it wouldn't show them the actual what I was going to offer. And so yeah, what are some of the cool features that list flex has?

Scott Heistand
Yeah, so I mean, we service a wide range of companies at this point. Marketers are kind of a broad stroke, but they're probably the number one, you know, the largest percentage of our client base at this point, you know, individuals that have, you know, an online product, service, digital product, whatever it is, and they're running, squeeze pages, lead capture pages, whatever you want to call them. But if you email marketers, obviously, we're kind of in that same bucket, because almost everybody that, you know, runs an offer, also, you know, has email marketing as like a pillar or a cornerstone of like, revenue for their business, right. But the the the handful of things that are kind of game-changers, for most companies, beyond obvious things, like just having a very strategic and organized approach to all of your data and lists, like either buying them or generating the beyond the obvious, right? We, we've, we've implemented, you know, validations, and checks for, you know, suppressions, for our expressions for your suppression, you know, actual third party companies validating that, you know, an email address is real. And, you know, it might not sound like a big deal, because a lot of the markets would come across red, they're like, Oh, yeah, you know, I don't, I don't need this flex, I, I run this company on my forum to make sure the emails are real. And I just kind of like, okay, cool, you know, like, Well, have you thought about all these other things that, you know, can also happen if you aren't looking for them. And one of those things, again, regulation and laws, as we talked about earlier, is like the, you know, the TCPA stuff, and all the lawsuits that are happening with that, and the telephone, Consumer Protection Act. And, you know, we, as a company, pay third parties to update us on the information on anybody who's involved with a TCPA lawsuit. Suppose consumers out there, you know, choosing to sue people who call them. In that case, you know, we get the phone numbers from those lawsuits, any other phone numbers related to that individual, their family, the lawyers involved, and our database. And that's just one kind of check or filter or hop, you know when you're bringing a lead-in. And that, you know, that filter alone, I, you know, we offer it for free because it's a great value add, and we have a lot of customers. So it's, you know, it's something that everybody really wants, you know, but there are companies out there that charge, you know, well over 1000 bucks just for that one, just for that one filter, just that one thing.

Freddy Owen
I've seen it out. I was literally doing some research on something. And I saw that, and I was like, Wow. So it's a,

Scott Heistand
it's a really big deal if somebody wants to have peace of mind when they're generating leads because when your lead and like, you know, I always I talked to, I always call it the dream list, but when your leads are going through all those checks, filters, validations, and all those things, it sounds like a lot, but it all happens in like fractions of a second. So companies run us live on their forms. And this is one of the like, you know, there's a bunch of other ones, obviously, that I haven't touched on that, you know, people can use to make sure that their leads are, you know, safe and clean and good and all that. But at the end of the road, you know, when all those filters have been checked, if, if the lead failed for any reason, let's say it was a duplicate, or the email address wasn't real, that they submitted, or there's the wrong country, or whatever, you know, and you have the filters, you have the ability to succeed or fail, redirect that lead. And if it's a successful lead, great, that goes to the, you know, the normal thank you page, the thank you page has a pixel, the corresponding party that sends the traffic, whether it's an affiliate network, a partner, whoever, you know, they, they get credit for that lead. But it's the lead failed for any reason, it goes to a separate redirect, it may be the same Thank you path, but it's not a pixel, you're not going to you don't want to pay for a lead, that isn't the exact criteria of, you know, what you're looking for, or what you want to spend money on. And the example here is, you know, before the election, we had just a bunch of companies that were building massive political lists, you know, the guys that are running all their offers and ads on like, you know, like the mainstream media websites, and drudge and all that, okay. They were paying networks, three, and four and five bucks, you know, for a first name and an email address. And they were backing it out through, you know, like Trump coins and all kinds of political, you know, related stuff. But they came to us because the one guy that figured us out and found us figured out that, hey, if elites not good, he doesn't pay for it. Well, that spiraled into a bunch of other guys. And, you know, when 10% of your leads are putting in bogus email addresses, you know, that end up could be a hard bounce, or a soft bounce or whatever, you know, 10 minutes, you know, or temporary email addresses or, you know, fraudulent, you know, or just poisonous phone numbers that could get you to get you in trouble. You know, they were failing those leads, so they weren't paying for the lead, they still redirect the lead into their sales path, but they didn't have to pay for it because it was bad for one reason or another. So we, you know, we started saving these guys, just tons of money, and, and headache, because, you know, I talked earlier just briefly about people sometimes get shut down from there, you know, their service providers and everything else. Well, they don't always have, you know, there's not always like a logical explanation, you know, AWeber doesn't call you up and say, Hey, Fred, We're shutting you down. And you know, thanks.

Freddy Owen
And, and I can tell you this from past experience, being at Harry Potter three broomsticks restaurant, and Orlando, when I had seven AWeber shuts down, they didn't, they weren't calling me or anything. They were nice enough to say, you know, when I figured it out, I called them and like, I just didn't know what's going on. And they said, Mr. Owen, you are no longer able to mail with us anymore. You know, and I was like, wow, and they need they don't give you your leads back. They don't I. Luckily, I had mine backed up in less flex. But and that's the thing that lists flex; you have all your leads there, too. So I can literally just from lists flex, start putting them into another autoresponder. So, it that's the power of list flex, just but here's the thing about we talked about big companies, big companies, but let's talk about someone that is maybe has a smaller list, okay, let's say 1000 leads or something, they're building their list, they have a strict budget. And as the list gets bigger, the list gets bigger, the more money you pay. So I rather have, and I tell this to people all the time, a smaller list with leads I know that are good, that are responsive than having a giant list that has a 2% open rate. And it just, you don't want to have that, and that's why I think cleaning your list is very important. On top of list flexing, there's a lot of different things that you have to do to make sure that you're staying compliant. But I don't know all the laws like you just said that California has an email law, or is it just a telephone law?

Scott Heistand
No. Well, so California adopted,

Freddy Owen
they always adopt something

Scott Heistand
they're out to protect you, man. They've taken on, they've taken a stance on privacy. So it has nothing to do with marketers, right, you could be at a grocery store, and you're trying to get people to sign up for like the local, like, plastic savings tag that you put in your key ring. they've, they've adopted a similar stance to consumer privacy, as you know, as Europe. And it's arguably the most aggressive stance on that, maybe to date, which shocker, right from California.

Unknown Speaker
But

Scott Heistand
But the reality is, it's, it's a scenario that is, it's scary, to the point where you don't really know, even if you feel like, even if you feel like you're doing everything right. You're, you know, you are dotted your I's T's are crossed. So you even went out and had legal, you know, review something. And in California, the lawyers' legal name over there have just turned marketing companies into just open game, they'll just pick anybody off for any reason, and arbitrarily decide that they're going to, you know, create lawsuits, and they do it all the time. And a lot of times, they're not justified in the majority, I would say. And they just squeeze people for quick payouts, and they've just turned it into a business. And it's, you know when you're a little guy, you can't, you can't really run, run the risk of having that happen to you. And if you're somebody who's, you know, running a smaller budget and running smaller, you know, things, our system, you know, for example, I didn't talk about it, but one of the filters we have in place that you can just, you know, select Yes to I mean, that's how all of our filters work, by the way. You say yes or no? Do I want this to check my lead? No, yes or no. And there's no technical programmer, anything above. But the one filter just says, Hey, we're out there looking for government-related, you know, emails and extensions and domains of any kind. And we've built a lot of, you know, we've put a lot into our algorithm to make sure that if somebody shouldn't be signing up, you know, they're not, they're not going to get retargeted or remarketing, they're just going to go in here, and they're gonna fail, they're not gonna make it into your database. I don't want to scare people. But, you know, the reality though, yeah,

Freddy Owen,
the lawyer, should get any better. I don't think.

Scott Heistand
there's a really high probability that there will be, you know, national regulation in the next five years that will be a watered-down version of Calif California. So it's so aggressive that the joke was that it's so aggressive, that you can't be a grocery store and actually collect the information on your customers, because you're not, you know, the way that they've drafted the law. But that aside, you know, those types of scenarios are very real, you know, with COVID, everybody, and, you know, I've never seen a movement quite like the right now, where people are looking for other ways to just turn something they're passionate about into a business. And, of course, the first thing they hear from any guru, or any, you know, is the Hey, build a list. Still, a list, but a list and, you know, our software is, I wouldn't say it pairs up, you know, great with somebody who's brand new, but somebody who's kind of, you know, committed to their business. They've, it's a reality, and they have a site. They're spending a little bit of money on traffic and generating leads, and they're, you know, they feel like, okay, I definitely want to take this to the next level. We kind of pair up right at that point. You know what I mean? If that make sense?

Freddy Owen
Yeah. Because you can tell basically, if they're, first of all, you want them to use the software they're paying for. And secondly, you want to make sure that it's a good fit.

Scott Heistand
Yeah, I mean, it's, you know, nothing's for everyone. I mean, our, you know, our target audience is, again, it's a wide range of companies, but as the bulk of percentage of customers right now, it's just people that own an offer, you know, that are obviously generating leads every day. Or, you know, people that are acquiring leads on their own or through third parties for email marketing. I mean, we serve as call centers, you know, we service affiliate networks, you know, I mean, affiliate networks will take our software and run it like an agency where they'll, they'll leverage us to, you know, To help all of the advertisers dial in, and, you know, make sure that they're getting, they're maximizing all their leads, because a lot of these companies, you know, when we're floating around the internet, a lot of these companies, their focus, and sometimes rightfully so sometimes not, is on Okay, product fulfillment, how, you know, you know, bombs and add ons and upsells. And, you know, you have this, you have this wide range of, you know, of things that are just mission-critical if you're going to run a successful company. And we see it all the time. We see people, not automated, you know, their ability to maximize their leads and get the most out of their leads. And, you know, when we were in this boat, because again, this is we know, where that where those guys that needed all of these things, because we were out there doing it, you know, being able to automate everything that you could possibly want, you know, with, you know, with your leads, while you still have all those other things to carry in your business makes a big difference. You know, even if you're little, you know, it has a tremendous impact and pretty much right away.

Freddy Owen
Well, when I was using it, I would have that one box checked to where it would definitely validate lead was like an extra penny per lead. Now think about this. It's a penny. Okay, that is like a peace of mind for a penny. And it would literally I would see the basically how many leads were declined. And that was just so helpful because that stuff, those leads, we're not going into my autoresponder I got shut down, not because of anything but my own stupidity of emailing out and spamming I am, I'll be frank about it, I was young, and well, not that much younger, but I wasn't thinking straight. And I would just, it was so easy. I was on my phone every day, I would open my bait, AWeber's email out from my phone takes 20, you know, 20 minutes to do that on 7 AWeber's, and it was like, it was great. It was an email mafia, but then it all came crumbling down. And the police came in and shut me down. So But no, but I learned from that, and I now will never make that must take again. So, but less flex is by far. Scott was there when this all happened? And yeah, it was pretty devastating. But you know what, you come back stronger and smarter. And that's what I did. And so yeah, I highly recommend that you know, less flex is just. It's not really, you don't really go out and advertise you, you're very, you know, you got one to advertise LET'S FACE correct you.

Scott Heistand
don't do a lot of advertising. And we have some basic media buys in place and some basic SEO stuff in place. And, um, you know, just some of the more kind of entry-level, you know, media buy stuff, but 90% of our customers come from referrals, you know, and it's, it's kind of always been that way, we've thrown lots of money at traffic and media buys two landing pages, and, you know, tripwires and blog posts, and you're building up lists and content. And it always comes back to companies want to know why, you know, they're the company they're working with is using less flux. And that turns into a referral. But, you know, email marketing, like I was just talking to a company, I get approached a lot about helping people, like figure out their email problems, right. And I was just, you know, I was just on a call where a company's like, Hey, man, you know, I want all this group of people to learn how to send emails, and they can't figure it out. They're having all these problems. I think it was last week, it was an article last week in the news that, you know, SMS you know, is quickly being stomped because of, you know, abuse and a variety of other things, and, you know, vehicles for people to just arbitrarily, you know, just target consumers. But the one thing that has remained just steadfast is all this is email marketing. And a lot of people said that you know that it would have its day and it would move on, and it's, it's, it's stood the test of time. But the point being, it doesn't matter how big or small you are, it's, it's a critical piece of it. It's going to be a pillar of revenue for you if you're serious in any at any level. And if that's the case, you know, automating the front and the back meaning acquiring and releasing or, you know, distributing those to your destinations. It's something that you just got to do if you're going to take it seriously.

Freddy Owen
Absolutely. Now quick, I love asking this question. So you said that you've done a lot of media buys. You got blog posts you got. So what would you say is like, you see a bunch of marketers doing it as far as generating leads, and you're like, Man, it's so expensive. And it just, I would never do it, what would you say that is?

Scott Heistand
for media buys,

Freddy Owen
for any kind of advertising,

Scott Heistand
call centers, I would avoid lead gen via call centers, um, because of regulation because of laws because of everything that's going on. And then the very high probability of issues, you know, and once you start getting the wheels turning, and you and you think that you're invincible, which, you know, a lot of these guys get to pretty quickly, when a little bit of money rolls in, they start, sending their you to know, their signups to companies that will either call them back or, or will send them you know, SMS or, or voicemail drops or things that are things that are based on the telephone, it's not necessarily expensive, from the perspective of like, dialing the number or sending the message. It's expensive from the from, from the perspective of you just, you know, you're, you're really pushing the envelope, unless you're extremely cautious and compliant, and have a brand and have a system dialed in. It's expensive from it very much could bite you in the butt type, you know, type situation.

Freddy Owen
Okay, so And now we'll be switching gears to what you believe was your favorite when you were doing that?

Scott Heistand
Wait, is this a shotgun? Question thing? No, no? No, not

Freddy Owen
at all.

Scott Heistand
So I say we'll say that one for Me again.

Freddy Owen
So you had the media buys and stuff I'm talking about, like, when you were trying to get less flex out there? What would you say your best avenue was? As far as results?

Scott Heistand
The best avenue for results for us was Facebook. Seo was the most expensive, I guess I should have answered it that way. The last one, SEO, was expensive because it requires so much just manpower. It's extremely difficult to automate, and it constantly changes. So the price for having humans intelligent, hard-working humans involved is very expensive. But if you know when you can create a custom audience in Facebook and not have to hire somebody, and you know, put something good out there that people actually want. That's a real value. You can get some, you know, pretty reasonably priced leads.

Freddy Owen
Excellent. Excellent. That was good that was this a fast? Is this the last question? Real quick to follow up on list flex, so when So okay, so I'm using Listflex, I'm getting leads into my autoresponder through list flex. Now, let's say Billy McGee, who's on my list, starts to turn out to be a headache, and he gets put on the do not fly zone list. What What, what can you do? Do you send out any kind of information as far as Okay, this is list these persons on your list or is that something that's not done? Hopefully, that makes sense.

Scott Heistand
Well, that actually doesn't.

Freddy Owen
Okay, so Billy McGee is on my went through less flex, got approved, went through all the checks, and he's on my wonderful AWeber Yep. I use Active Campaign now Active Campaign rocks. So they're on my AWeber. And let's say they start wreaking havoc, and they become they're on they get one of your checks as far as being a complainer.

Scott Heistand
Oh,

Scott Heistand
I see. Okay. Yes,

Freddy Owen
yes. So.

Scott Heistand
Okay, I'm going to answer this for two answers. A, as soon as you have any problem with any consumer anytime, for any reason, you have the ability to add them to your internal list inside of your list, flex account. So you can choose yes or no. When you're setting up a new list to accept leads, that person will never make it onto another list ever. that they sign up now a year from now, whatever if you want to make sure they never become a problem. Again, you can add them to your internal suppression file. But to and not many people know this, but we've crowdsourced. You know, hard bounces, litigate spam traps, bots, potential traps, you know, real threats. And we've organized those. And we've created a filter. And you know, when you create a list, it's a filter that you have the option of choosing. But we give that to our customers for free. So there are 12 million people on that list. And again, it's crowdsourced. So if, if, if, if they're poison, and, you know, one of our third-party companies has, you know, notified us that it's poison, you know, we give our customers the ability to check against that database if they want to. Sweet. Yes, there are two different ways that you can accomplish that goal.

Freddy Owen
Yeah. Tell me why one, somebody who's Listflex? I don't know.

Scott Heistand
I don't know. Well, so the real answer is, most people don't like software. And they think that they think that, you know, it'll, it'll end up costing them too much money. Software is a recurring thing, you know. So, you know, I think the biggest obstacle that I face every day when I talk to companies is, you know, what's this going to cost me? Right, you know, what's this going to cost me? And the reality is, yeah, of course, you know, there's a fee that's tied to it. But if somebody has, if I have just enough time, to share with them, like, how many headaches and problems I'm going to save them, and how much more money they're going to make when they're not losing accounts? Or they're not, you know, you know when I can walk them through just a, you know, an automated flow and process, I get them usually, you know, they usually sign up. If it's, if it's a company that's tight on a budget, I'll probably lose them. You know, before I can, you know, before the Listen,

Freddy Owen
well, here's the deal. So, first of all, make sure you guys check out the show notes on winwithfred.com. You'll be able to connect with Scott. And also, if you're a business that generates a lot of leads and you want a great way to manage them, I'm gonna have a link on there. So you can schedule a call with Scott and get set up. But he's also this is fantastic, by the way. Usually, less flex costs $97 a month minimum. But he is going to for The Freddy “O” show Listeners if you want to take advantage of this, you get a discount, it's only $27 a month, that's minimum, okay? Because if you start importing leads, if you import a lead of 10,000, a list of 10,000 people, I think it's a penny a lead up to up to two or three cents per lead depending on what kind of checks you have. But he's willing to do that. And that's honestly awesome. So first and foremost, check out the show notes. So you guys can take advantage of that. So you want to throw anything in there as far as Yeah.

Scott Heistand
All right. No, that's okay.

Unknown Speaker
jacked it up again.

Scott Heistand
For those who don't, me or Fred very well, Ben, I have a long relationship, and we constantly bust each other's jobs. And that's, you know, that's why I'm so blunt with him, just because we've, we've always enjoyed working together. But absolutely, what we did on that promotion, Fred was, we dropped it to 27. Just so that, you know, people can hop in with, you know, with stick their toe in the water. But when they start loading leads, if they decide that it's going to be for them, we changed the rate down to a quarter of a penny, which is the rate we give to guys that do half a million leads or more a month. So you could literally, you know, run a small lead business for 27 bucks a month, you know, and us ourselves. Suppose you decided that there's a bunch of other crazy stuff that you wanted to do. In that case, you know that that'd be a different conversation. Still, pretty much everybody could fall into that bucket if you know if they wanted to give it a shot.

Freddy Owen
Do you guys see what just happened there? I gave a worse deal. And he just sweetened the pot, which shows his honesty. I love that. So awesome. You guys, make sure you check out the show notes, and Scott is a real deal. He is someone that is always helped me out been transparent with me. And if he tells you you can't do something, he can't do it. So but usually, he can in most cases. So now we're gonna go to the super hyper fast q&a round. Are you ready?

Scott Heistand
Yes.

Freddy Owen
There we go. Ready? Here we go. What's

Scott Heistand
what's the objective here? I just posted it comes to mind, right? You just

Freddy Owen
can answer the questions. That's all there is. So I read the first one. Would you rather wear shoes every single second for the rest of your life or never be allowed to wear shoes ever?

Scott Heistand
again? Never wear shoes again.

Freddy Owen
Really? Okay, good answer. What's your favorite smell?

Scott Heistand
meant leaves that are like mint tea leaves that are growing out of the ground. Really,

Freddy Owen
that is a very good smell. I like fresh bread, though. If you could have dinner with any three people from history, who would

Scott Heistand
they are? Would be Jesus, Abraham Lincoln, and George Washington.

Freddy Owen
Wow. Perfect. If someone was filming your life up to this point, what would be on the soundtrack?

Scott Heistand
Sings that song small hands. I have small hands. My hands are small. I know.

Freddy Owen
I have Trump hands. They say that when I when, they say to me that commercial with the burger, the Burger King commercial to get out of the small hands. Always make fun of my hands. They said that Trump has rolled Fred has Trump hands-on like

Scott Heistand
the soundtrack would be very much likely something from, you know, from Dave Matthews Band, I imagine.

Freddy Owen
Excellent. Okay. If you can make a rule for a day that everyone had to follow, what would it be?

Scott Heistand
That they create a rule for every day?

Freddy Owen
Okay, and just expand on that a little bit. So if I have to follow your role, I played a role then—every day of my life.

Scott Heistand
That's exactly right. I mean, here's, here's the deal, man, if, if I told you right now if you eat an apple a day, you'd keep the doctor away. Are you going to do it? Most people won't do it. Right. So people, people really struggle with commitment and just doing just getting something done. It gets you to know, it's just it's it you know, we're human, right? So if I were to create a rule, it would be that everybody that I work with creates a simple circumstance that they are going to commit to every day for, you know, for a year forever, whatever.

Freddy Owen
Boom, you're gonna have another. You'll understand this at the very end, but favorite Seinfeld Oh, wait. Favorite Seinfeld episode?

Freddy Owen
There are so many.

Scott Heistand
Yeah, I've watched all of them. When I had my tonsils out. I watched every episode of the whole series.

Scott Heistand
My favorite Seinfeld episode.

Scott Heistand
Man, um,

Scott Heistand
I guess probably. I guess probably the Soup Nazi.

Freddy Owen
Everybody says a Soup Nazi.

Scott Heistand
It's the most memorable. I think it's just because it's on the top of my brain.

Scott Heistand
You know what I mean?

Freddy Owen
I love the Kenny Rogers Roasters one no suit, you know, bad chicken mess you up? Yeah, the one more poppy peed on the couch. But there are very good at Soup Nazi is very good. Very good. So okay, so last of the super-fast QA. If you had to pick one. Who would you have is your neighbor, Jerry Elaine Kramer or George?

Scott Heistand
Oh my gosh. That's Kramer

Freddy Owen
100%. My gosh. Like you're one of the first people that pick Kramer, everybody that like the last three have picked George.

Scott Heistand
Oh my gosh, no. Kramer will be way more fun. I mean, just just just endless entertainment, man, you know, like, yeah,

Freddy Owen
that's though he's a Mooche.

Scott Heistand
That's okay.

Freddy Owen
So awesome. Okay, so we have Kramer. Okay, final thought one last shout out to the radio show fan that you feel can have an impact on them right now.

Scott Heistand
Shout out that'll have an impact on everybody right now. At the end of the day, no matter where all of us are in life. The one thing that we do have the ability to do is control our thoughts and our feelings and, you know, just kind of old school and cliche again, but the law of attraction, you know, we're gonna get what we think about the most. And if there's anything that you're going to do differently from this day forward, whether you work with Fred or me or whatever, it doesn't matter. But, you know, think about things that you want instead of things that you don't, and, you know, the rest of your life is going to be different.

Freddy Owen
Scott, you're on the 20th episode of the Freddy “O” Show. Thank you so much, brother. I appreciate you, man.

Scott Heistand
Yes, sir. Man.

Scott Heistand
Thank you, brother.

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