 work. We work. Hey, good afternoon everybody. Tom Street here. I am with Matt Ricketts. We've got a special guest today, Cory Box with Drive Social Media. He's going to have some awesome useful information for us in terms of how to make money for your business and social media. And we've got a whole room full of people. Liz Trotter in Las Vegas. So for the meet and work we're going to be talking about today, we're going to be talking with Cory, but we wanted to jump in just for a minute and let Liz give you an update for at least the part that she can share anyway. What you guys, what you guys been doing in Las Vegas. All right. And we are doing our end of year plan. So what we can do is we move on on day two and six this next on day three. And so we have been taking our local week for the next report. Liz, you might want to get a little bit closer to the computer. We're having a hard time hearing you. This may not work. That's a little better. Yeah. Even still, it's still tough. Maybe it's still lag. Why don't we roll time and we'll just talk about what you're doing. Yeah. We'll kind of give everybody an update. Say, say hi. Maybe next week we can get an update from not in Vegas. We hear you loud and clear right in the center there because that's where the mic is kind of going. So whoever needs to talk needs to be in the center. Yeah. If we were to do anything, we can hear you loud and clear. So you're on the spot, Katie. Okay. Well, I can, if you guys can hear me, we've been here for the past few days in Vegas. We're focusing on our wildly important goals that we got from 40X for disloons of execution. And we're all just kind of wrapping up. This is our last couple of hours. I had a great past few days just getting to know everybody and working on my goals. I have a clear plan what I'm going to do to get back to my office and input. So I'm really excited. And about this accountability course real quick, I've been in it for the past year and doubled our business. It's really helped me just stay on track. Stay accountable. I've learned so much. So I'm really grateful for this trip. I just want to say quick, for anybody that thinks that I must have paid Katie to say that, she's Katie. If anybody needs a good testimonial, she should go. I'll tell you, she always will tell you how she's feeling about everything. And she'll get too straight. So anything else that you guys want to share about what you've done, what you've gotten out of the event? They're all quiet now. I am not going to get these. I'm so forced. Riz, why don't you like Katie sit back down and tell us about Made Central? We already recorded a big testimonial. But it's been a life changer, I would just say. She didn't record a video. Well, we recorded a video for you at testimonial, the people that are using it. Yeah, but Made Central has also been a complete game changer. It's a life changer in my life. So yeah, it's my fault. It's just to know where things are going in the company. Oh, Travis is coming to us. Let's say that this event really helps you focus, get you back on the track, wherever you want to be. And I really appreciate everybody here and everybody's contributed. And right back to where you are, Travis. I'm Travis with Moran's Bait Service out of Houston. Awesome. We love Travis, but he doesn't stop us. Nice to meet you. Thank you. I just did. I got a fight to catch. Hi, Travis. Hi, Travis. I didn't want this to be a testimonial. That's kind of what it's turning into. I didn't want that. What I was hoping is that you guys could share what you've gotten out of this and what other people should be doing going into this last half of the year. Okay, so I, we work on our wildly important goals. I actually, so I've never had goals broken down so granular to where, you know, we're going to involve our whole team. So we're going to go home. We're going to involve our whole team and get buy-in from our whole teams to help us complete these goals. And that's really what I learned from this event is that you need buy-in from your whole team. And for Distance of Execution is, is the book you'll need to read to learn about that. But that's what I got out of this. And I think that everybody should be working on their goals for the last half of the year. We're already in June. At the end of this month, we have the last half of the year. So start working on your goals. Plan where you want to be, where you are now, where you want to go to, by what date, and share that with your team. Ask them how we're going to get there and you're going to get the buy-in from your team. So that's what I learned. Technically, the 27th week of the year is tomorrow. So next week marks the, this, the, the end of this week marks the midpoint of the year, basically, not even the quarter, but the midpoint actually is Sunday, basically. So you guys are on the right track. I love the wildly important goal idea of focusing on key things and just driving on those ideas. So like, like for me, I look at some key numbers in my business, like payroll to revenue. I look at things like, like, you know, sales, sales numbers, when I'm looking at like, you know, quotes, how many, how many quotes we got, how many of those we turned into opportunities, and how many we turned into sales. And so I love it. You guys just drive those numbers the rest of year. I think you guys are going to kill it. That's, that's the most important thing. Thank you, Matt. Thank you guys. Bye. Thank you, guys. Bye all. Cool. So I want to just give a special shout out to Corey. So we were talking behind the scenes when we got started. Corey and I met, it sounds like it was like one of his first weeks at Drive Social Media. So Drive Social Media is the agency that puts out all those wonderful Facebook ads that if you've ever visited my website, you have seen because I purposely allow them to be seen all over the country because I want other made services to see what we're doing. And it costs me pennies to do that. So I could narrow it down to St. Louis and people have been like, oh, your targeting is bad. No, that's intentional because I've always had, you know, the goal of sharing my, you know, my strategies and visions with other companies. And it costs me very little to do that. So if you've ever been to our website, seen our cool videos or cool ads, they've been behind that. So we've been working together for seven years. And in that time, Corey shared with me that they were at $700,000 or $800,000 a year at the time that he walked to my door. Where are you guys at now, Corey? This year, we will probably finish someone around $40 million in revenue. Wow. Yeah, we're all jaw, you know, jaw dropping to think about that. And so those folks just came out from a meeting where they were focusing on kind of a key metric of business to kind of focus on. What does drive focus on what's like your kind of like, you know, North Star principle or wildly important goal? I mean, is it just growth? Is it like, what are you guys looking for? It, we're definitely folks. So I'm growing inside of that, though. I think our driving principle and you'll see us all over our office. I know you've visited enough times. We go by a pretty catchy tagline, which is ROI or die. We look at it as if our clients aren't making money, they definitely won't be able to pay for us. So we need to first and foremost serve them. And as we continue kind of beating that drum, you got to one hand watch in the other scenario. And we have been able to continue to scale that across the country. And we're big on the servicing side too. So, you know, I think that helps like where we go build in people's backyards like Nashville and Miami. And we work directly with the business owners on helping them grow their revenue and overall use effective marketing. Yeah, that's, you know, that's, that's an amazing growth story. I mean, that's seven years. Basically, you're doubling every year and a half is what you're is what you would have to do to make that happen. So that's about what is that like 80% growth per year, like that's incredible. Yeah, we've made the the Inc. 5000 list if you're familiar with it. And obviously, I think there's a journal here multiple times due to our rate of growth. And yeah, there was there's probably, I guess it was five years straight, we doubled revenue every single year. And so that's where now obviously we're getting to bigger, you know, land grabs and revenue and we have more teams, we're growing, but it's not by percentage wise as as insane as it once was. So one thing that everyone always tells me that like drives me crazy because I'm like, well, Facebook marketing doesn't work for me. And I like I smile and I say, it's my number one source of revenue generation. And if somebody comes to my website, it's my number one source to continue to market to them, even beyond following up with them with phone calls and emails and everything else that we already do. But we can catch them on a platform that they're using in really random ways 24 hours a day on their on the seat on the toilet, right? Like like, oh yeah, phones don't leave people's hands. People are taking showers with their phones now. It is not uncommon for the phone to go in the shower. And I've read more and more studies that are saying that like like some weird percentage of adults shower with their phone now, like, and they're reading the news in the shower, it's it's an absurd number, like it's not leaving their hands. So when people tell me it doesn't work, I have to say it's getting harder because because, you know, Apple made a little harder with the phone algorithms and things like that. But it's where people are at, right? It's where it's where they're at. And that's always been the crux of all marketing, right? Like, finding out where your exact customer is spending their time and attention, whether it be the Super Bowl or the billboard that's in the neighborhood that you service, and then putting a value in front of them that makes them, you know, stop and pay attention to you. And so yeah, social media and smartphones. All you got to do is look at, you know, any any happening restaurant on a Friday night in America and you can see people just as many people in conversation or as many people buried stuck at looking at their phone or if you go to the gym and you know any that person sitting on your piece of equipment. It's the worst. And it's like, actually, I'm really bad about it in one way because I swim a lot and I'll bring my phone to the edge of the pool. And I'll be checking my messages in between like we use walkie talkie with Tom. So sometimes Tom when you're walking talking to me, I'm swimming laps and I'm getting back between sets. And so I'm kind of bad about that too. My phone comes with me to the pool. So you know, it's right on the edge of the pool, right next to me while I'm getting my swim set in. So yeah, man, like the phone is where you need to reach people. So there's other ways where they're at. But I mean, I don't know the number. Do you know the number of minutes people spend on their day hours they spend on their phones per day? Is there like a quantifier? Yeah, something actually I was going to hit on today. It's over 90 plus minutes on social media alone, but three to five hours a day just looking at their smartphones. And then what's even crazier is the amount of phones in the world. There's more phones than people in terms of smartphones and free times like up to like 13 hours a day now. So North America globally. So the phone, the phone count, there's 8.4 billion global mobile connections. And then that three to five hours a day takes in new account the entire world. In North America is the heaviest concentration of Facebook and Instagram users. And they're the ones that are 90 minutes plus a day checking that platform or varieties of it. Yeah. So you got you got me thinking now am I one of them? I might be, you know, you don't, you know, even where you're doing it. Everyone's use cases different. That's that's a great point. Some people are on marketplace or messenger, like Matt said. Some people use Instagram or Facebook. But in some way or another, they're touching that platform. And those kind of micro moments to get throughout the day to kill the boredom. Yeah. Yeah, I would say I would say if you were to put like a tracker on it and actually quantify it, you would actually not like the number. It would probably be it would probably be something you don't want to know necessarily. Like it's it's I'm I have done things where I've taken Facebook off my phone and, you know, just try to use it when I'm on desktop and things like that. And then I just find that I'm going back to my computer more. So I'm like, shit, just put it back on the phone because I'm going to look anyway. Sorry for the expert. We'll have to beep that one out later. But it's going to be it's going to be one of those things that, you know, if I had to quantify it on myself personally, I don't think I'd want to know the number. I mean, it's not good. Yeah, it's Apple gives you that update. And I just tend to ignore it every time I get it weekly. Yeah, I have that turned off. You can actually turn that on in iOS. So so how can small businesses maybe take advantage of, you know, so most of our users are, you know, they're in the SMB range, like most of them are, you know, so somewhere from just getting started to maybe, you know, our largest companies on here might be doing, you know, $5 million a year. So most of us would be in the SMB range of like small to medium sized businesses. What can someone do to kind of get started and leverage this, you know, this media? Yeah. So I do have a kind of like some visuals. I can walk you guys through that. Let's try this. Let me go ahead. I'll share my screen here to kind of give an idea. We see it. Yeah, we're good. It's loading on my end. One second. So I kind of hit on the of advertising and how it's always kind of existed. You know, the biggest reason why people aren't choosing whether you're you're a $5 million, you know, you know, make things service or you're just getting started, you know, people buy the industries established. So people buy what is being sold. The reason why they're not choosing your business is simply because either a they don't know you exist or they're not thinking about you when it comes time for them to buy. Right. So so what we have to do is solve that kind of attention that awareness with your consumers and marketing and advertising has always existed this way where, you know, the place where people spend the most time and tension has always been the most expensive. Well, since, you know, the smartphone really only came out like 2008, one of the advantages you have right now, if you're a small business owner, is it still hasn't reached apex like a billboard or like TV or like radio that are much more established advertising medium. And so the competition isn't so high. So you can really get a good cost-effective way of getting in front of your consumers and overall even generating leads out of this, generating business out of it. The product kind of touch on is the 8.4 billion global mobile connections. There's no greater medium in the world that goes with you absolutely everywhere like the smartphone. And then with three to five hours a day on their phone, you know that they're spending the time and attention here. It's not just like it's the part that goes with us. A lot, a lot of focus is being spent on this. So that's the medium. But in terms of channel, right now you're like, all right, where do I spend my time, right? Where's my most most cost-effective time spent and and Facebook and Instagram are far and away the biggest drivers for that time and attention when it comes to social media. There's 2.8 billion global active users on this platform on a monthly basis. So if you were to boil us down just looking at North America, 84% of people over the age of 18 checked this platform daily from a mobile device. So that means 8.4 out of 10 of the people you want to talk to are going to give this time and attention. So that's a huge piece of solving where do I even spend my dollars? If I think about where else can you reach 8.4 out of 10 of your customers because not everybody's going to watch the same TV shows or read the same news outlet or get the same direct mail piece or even drive by the same billboard. But 8.4 out of 10 of your customers can see this. So we talked about it going everywhere with us. It really is true. It goes from date night. It's in the bedroom. Oddly enough, it's in the bathroom. It's in the gym with us. It follows you everywhere. You know, you think about it. It's like I can't leave home without my A coupon or B smartphone and it's overwhelmingly B. So if I'm looking to solve my overall advertising problem or my customer generation problem or my customer loyalty problem, the number one way I can continue to give my value to people and find people that are likely to buy my services is using this platform. Now, we talked about time spent. It only continues to grow. You know, you look at all the other websites in the entire now. You can be spending time on social media is really when people bought their smartphones where they're looking. I would recommend though, this is where you talk about people saying Facebook doesn't work for my business. I think there's something to clear the highlight and state here is I would recommend a page strategy for any business. Yeah. When Facebook was in its beginning stages, you could create organic cons, which basically means if you make a post from your page right now, right in 2011, that post would reach 100% of your users and followers, your fans, basically, I'm starting followers. As of 2016, that number for organic distribution has shrunk around 0 to 1%. And the biggest reason is the competition for news feed. So when you open up your phone or you open up your desktop and where you're actually getting information from is just grown because the amount of advertisers going there, but also with the amount of users that are using the platform. So you want to focus on using paid content for each of the consumers. And it can create like when it comes to a Facebook ad or Instagram ad, right owned by the same company, these are all the different places you can see an ad, right? So everything from like where you originally were seeing it on desktop, which are like your right column ads or your news feed ads, or now you have things like in-stream video, instant articles, messenger stories, right? And then when they acquired Instagram, you get everything in their platform too. So you have all of these places, you can get served content to your exact consumer, to the people that you want to reach that can afford what you sell that are in your buying radius and that are either currently prospecting businesses like yours, or they match criteria that make them an ideal consumer for you. And what's cool is that as you're using the ads builder and there's actually even some mock-up tools, there's a mock-up tool within the ads builder where you can actually see what it'll look like on all the different platforms. It adjusts the look and feel so that it looks native on each platform. And it'll even now, it'll even give you some suggestions on to what you can do to make your image pop a little more. And it'll be like, you should add this filter or increase the saturation of the image so that someone's eyes come to this a little bit more. So that mock-up tool, like what you just displayed, will actually help you maximize how it'll look on all these different platforms. So I love the look of that slide. And I'm going to touch on that a little bit more too because I know one of the things that's made your business so successful now is you've always been, since we've known each other, we're saying like seven years, you're very focused on the data. You look at the traffic and the data and it helps you refine your marketing, continue to grow your business and be successful by understanding what resonates with the people you want to do business with too. And so that helps you look at like what's have a creative, is it video, is it, you know, this value, is it, what's have a, you know, creative should be in the image, you know, is it, is it cleaning a home or is it my team? All of those things allow you to really refine your message. If you're of a small budget or you're saying, hey, I want to run a really low cost of acquisition marketing approach, this is one of the first ways I would start doing it. And once you validate, you get proof of concept, this works and works with your audience. Now maybe it depends if you want to go from that $500,000 to $5 million. Now maybe you start folding a little bit more in your advertising budget and you know and definitively what should be in your TV commercial or what should be on your billboards because you had it validated on a smaller, more cost-effective scale with using social and digital. And not just customers, you guys have helped me with Spanish language marketing to, you know, certain targets to when we were really big on going after, you know, employees through Facebook. And now that we're actually, so my next sprint is in a week and guess what I'm going to be talking about is we need to refocus on that Spanish language market. And where else can I target it? Not, there's no place as cheap that I can get a hold of those groups, those individuals. There's Facebook groups that we post in and things like that as well locally, but I want to continue to engage them. And then when they see us posting in those Facebook groups, they'll be like, oh, I've seen their ads before. That company's big. That's where I want to go work. And that's hitting on a better, you know, increasing familiarity with your end consumer is going to make it more likely when even they're prospecting what made company they're going to choose, you know, continue to remarketize people and influence these people on their buying journey, right? Their confidence is going to mean so much higher. I always tell people, if you have a runny nose, rarely do people say hand me a tissue, you know, commonly people say hand me a Kleenex. Same thing, you can tell people to Google it, right? You might use Yahoo and Bing, your small part of the market, but you would tell people to Google it. And same thing when you look at made cleaning companies, you know, a lot of times when consumers are first getting into the market, they don't know who to choose. This is a great way for you to put yourself ahead of your competition and make sure you're continuing the conversation with them to make it easier for you to convert them to client. So this is kind of the ways I look at, you know, putting your people in buckets, right? And creating a funnel out of your approach to your Facebook. And you probably have, if you're an established business, more of this material, but I'll talk about how you can start if you don't have any of it. So when I say more of this material, what I mean is people that are going to help influence or are currently prospecting you would think warm leads and they're coming from a variety of places, right? These are people who are currently engaging with either your ads that you've been trying in the past, right? Or they've been visiting your timeline because potentially one of their friends told them about how great of experience they had with you. These are people visiting your website, right? They're sitting in possibly submitting a quote or looking at what people are saying about you, looking at the service you provide. These might be in email addresses or phone numbers or maybe it's community activation. Maybe you're out in the community at a 5k or you're you're door knocking on businesses and you're collecting this data from these people, right? We can use this in really powerful ways and then we'll use that to even create kind of like a scenario. How do I think people 99% like the folks that are choosing from me already? So when you look at Facebook fan targeting, it's one of things Facebook has taken away. And I think it's important to understand if you're starting out and you're starting to build your page, fans are actually one of the elements that have very little to do with purchasing from you. The people knew the fact, why would say that is, you know, if you're like me, right? I have friends and family from all over the country. If I was to recommend they like Better Life Maids page, right? Like Matt's page. There's no correlation between them liking his page and then buying from Matt. They just simply took my advice and or took, you know, did something in the favor of me to like his page. Harvard did a big study on this and show there's no correlation between simply liking a Facebook page or liking content and actually buying. It can be an indication of what resonates with your audience, but it doesn't lead to sales. The more warm leads you're going to look at are the people that are actually watching your videos. Matt talks about, you know, I get hit with Matt's ads all the time, right? Where I see him talking about Better Life Maids. I see his maid, you know, commercial that is super entertaining. And if I'm watching them, right, and I'm his core audience, I'm starting to get entertained. You know, good commercials looking further than like insurance industry. The insurance industry is super good about entertaining their end consumer. It's an actuarial business, right? Very, very much ones and zeros being counting kind of boring in general. But all their commercials are really notable. Everybody knows, you know, flow from progressive, right? And main hand from all states, you know, Geico and the Gecko. So if you can stop and pay attention to, you're giving them a value by entertaining them. In addition, once they start looking at filling out lead forms or visiting your timelines or even flipping through your carousel ads, you know, there are multiple images of what you're offering, right? They visit your Instagram profile. If they like your page, you can interact and engage and retarget these people up to 365 days. So these people have just crossed a big threshold. They went from not knowing about your business at all to now being aware of you. And that's where they're moving down the funnel to starting getting closer to researching and considering buying from you. So these are people you want to continue nurturing and staying in front of. Now, after you get past that point, right, once you engage with me on Facebook, I don't care if it's because of your word of mouth marketing, it's your direct mailers, it's your drive by traffic, all road lead to run. If people are considering buying from you in order to get your phone number, in order to look at your services, in order to fill out your lead form, they have to go through your website. And so you can actually remark it to people that are hitting your website, whether they convert as a lead, they pick up the phone and call you, but any one of those people who might not possibly have converted or people who just visit your website and understand even on a high performance website designed to convert a lot of traffic, over 90 plus percent of that traffic is going to simply bounce from the website when it lands there. So these are people who are already considering you, but for some reason or another, maybe your website is not mobile friendly, maybe it doesn't have all the information about what you provide, you can continue having the conversation. So this is even further down the funnel. They're really starting getting closer to asking buying questions, how much does this cost, what can you do for me? And so really, really valuable to stay in front of these folks. And especially when you understand 57% of consumers visit five plus different brand sites people are purchasing. So almost half the amount of people that are looking at five of your competitors before they even buy from you. So this is super important to factor in. It's one of the reasons why Matt says his audience is so broad, he continues these conversations across the country. And he wants people to see, if you've ever visited his site or engaged with his content, that's how this works. That's why you continue to see it. And you're very familiar with him, become the trusted figure. The other thing is all the people phone numbers that you might have collected, whether you're door knocking, you're going business to business, right? Even if you do a manual scrape, where you go and identify all the business in your area that you'd like to be in communications with, right? You take those phone numbers. You could upload those into Facebook and you would actually identify those people on the platform. You could start marketing to them. That's interesting. So for a B2B business, you could actually identify those business, would that work for a business phone number or that you need a personal one? Think the way you do guerrilla marketing, right? You walk into that business, ask, hey, who would I want to talk to you about this? Odds are they're going to give you a name and number, maybe a business card. That's where you would be able to get in touch with that business, right? At the end of the day, if business is an inanimate object, you wouldn't want to reach the business anyways. You want to reach the influencer or the decision maker in that business with your ads. So not a lot of us are B2B, but there are a lot of us that go to commercial. So think about that guys. You could actually use your LinkedIn network, your other networks, and then take that to the place that they actually spend most of their time. While I am on LinkedIn for a moment a day, maybe to check messages that some other marketers sent me to try and engage in, I'll read their message. Actually, somebody sent me one that was really good the other day that I actually plan to respond to. I'm actually going to copy that format because it was actually really good. And so I at least owe them, hey, your email format was very engaging, your inbox was engaging. But you can actually, once you've made a connection on LinkedIn, you can actually take that data and actually create a list of businesses you want to target, like the top facilities you want to do, especially like someone like Tom, he does a lot of what we call res-immersal. He could look at all the mid-rises, the mid-rise apartments. He could look at all the retirement facilities in Charleston and get the decision makers and upload them into Facebook and then be like, hey, next time you're looking for a bid, let me take you out for lunch and we'll talk about it. It could be just like almost like super targeted like that. That could be really effective. So the number you're looking for is like their mobile number, right? Yes. The other part of this is, so there's probably a place that's even easier to glean these from, right? What about all the people that call in to get quotes over the phone that you don't hear back from? If you have a good voiceover IP phone system set up, there's inexpensive ones like Vonage and Ring Central, where you can actually retarget the phone calls that are coming in. You actually do that at Drive. I don't have that service because I use a company called Four Voice, but Tom uses Ring Central and like you guys integrate directly with like lots of these companies like Vonage, Ring Central, and you guys pull the data in. Now I give you my logins and you guys run reports and do it for me, but yeah, we're doing that and I find that to be incredibly effective. When I look at the reporting and I say, wow, this audience does really well that's previously called us, but didn't buy, that is an audience we want to be marketing to. So that's something to think about. Oh, you got to think. I'm 34 years old, so I'm not a spring chicken by any means, but even my generation hates jumping on a phone call. It's text and email is a very preferable way to communicate, right? So somebody's so hot and bothered that they can't find the information on the website, right? They don't even care to wait till you call them and they call you. That's a hot lead. That's somebody you definitely want to say in front of. So you can use that technology for remarketing people or run that report at the end of the month, take those phone numbers and upload them as at least something to cover that base there, right? If you think about it this way and just kind of looking at the next part of this, email address so you can do the same thing with. If you think about it, data is trading higher than oil, like the trillion dollar publicly valued companies, right? Or data companies, right? Looking at Alphabet, right? Looking at Amazon, I look at Apple, right? Data companies, right? Data is trading higher than oil. So like this data, if you have this information, this is how you monetize it. You know, if you have email addresses you're collecting or people are submitting leads, right? Taking that information and building audiences out is a great way to stay in front because even a high performing email campaign, right? And you could write the best emails in the world but like you're looking at a 25% open rate, right? You're getting 37 emails a day, right? 25%, one in four of your actual prospective buyers or clients right now are likely to even open that and that's if you're the best in the email game, right? The one Matt has just described, the guy who's got a great email template. So most businesses are closer like 10 to 15%. If you put this information into the platform, you can prepare customer profiles, you can serve them ads in their newsfeed two to four times a day if you want to or if need be, right? If you're running a big promotion or something. So really gets powerful and beyond that, and this is actually talking about what Matt said, I won't hit on this too much, it's kind of exclusive to drive, but you can, there's software that'll clean that data, run it into Facebook and allow you to reach AI audiences. And AI is one of the most impressive things about what Facebook and platforms like Google are providing right now. So if you take all of your customer data and you're looking beyond, you're looking at people who buy from you, you're looking at people who are prospecting you, looking at people who are visiting your website, right? People whose information you've gathered, you can actually use that information to identify people that are 99% like them in behavior and profile and interests. So you can take your best customers, build a list and find people that share 99% and similarities to that. And this works guys. So there are, this is, this is crazy, but like, there are whole businesses built around this outside of Facebook and like the political like, and so, so like political operatives, like for years have been basically creating lookalike audiences based on people's, you know, buying habits, magazine habits, things like that. But the amount of data that Facebook has on you, and then you can create audiences that are even more targeted than those and think about all the money that goes into politics, the billions of dollars that happens every year and they're not even getting as detailed and granular as Facebook is. All you really need to do is figure out like what the demographics of what your customers look like and find more of them and Facebook will help you with that and create lookalike audiences that are incredibly effective. I use it in some marketing review for Made Central and it's, it drives a lot of traffic to our website and very inexpensively generating demos for the software for people that I've never, I've never met before, you know, they've, we've never had any relationship up till now. So, you know, and again, of course in my business for Better Life Mades, yeah, absolutely, I would say this is probably one of our best performing audiences. If I were to break out my metrics, I'm like, I'm always surprised at how well Facebook does at matching audiences. And I think the large part of that is because, you know, if A, a lot of us aren't super data minded, right? So if you're not good about visualizing data and building regression models, which I can raise my hand and say I'm not good at building regression models, Facebook takes that heavy lifting off of the plate for you and it uses hundreds of thousands of data points analyzed in real time and it also has this neural network, right? If you ever want to use their technology and register your page on Facebook with them, right? You're, you're helping them understand who is prospecting you and you can't go directly after your competitor's business, but they can't identify people that are in market and near market for your solution based on other sites they're visiting. And so the interesting thing about it, like kind of Matt said, is like there's tons of political operatives that have been trying to do this for years, really can be made about governments doing this. The difference is we give Facebook our consent to do it when we use the platform. And, and you can also, when you upload that information, when you upload, I think this might be Matt's favorite part these days, is if you, and he keeps talking about the success of getting out of campaigns and the leads, you can actually upload your data from your CRM and see how many people were driven in by your ads. And that gets really powerful because now you can measure the effectiveness of your marketing and you have a better idea of where your dollars are better spent and you can start really narrowing down if you're on a small budget, right? Or if you have a big budget, you know, I, the number one thing to look at is scaling it out. So you can grow with it. I'll share like, you know, so in general, this, this may not sound like a crazy number, but we're spending, you know, roughly between our, between our retainer with Drive and our ad spend about $4,500 to $5,000 a month on, on our social, social media ad spend with, with you guys. And so with that, you know, we're getting almost a 10x return at minimum and oftentimes, oftentimes closer to like more like 18x return, we're averaging 15 though. So for every dollar that I, that I put into Facebook marketing, I'm seeing a 15x annual return back now. When you think about the lifetime value of a customer in the maid service, multiply that number by 2.8 to 3.5 depending on how long you keep your customers. Then, then I'm really getting almost like a 50x return on every dollar that I put into, to put into Facebook. So, roughly, if I just get 13 or 14 recurring customers a month, that doesn't sound like a crazy number. But if I think that the average customer is going to spend $4,000 a year, right? So if I spend $5,000 to hit $60,000 in annual sales, would you do that every month, month after month? That's my, that's my logic behind doing it. I think you're talking about recurring customers. So, you know, even at a 5%, you know, turn rate, you're going to have them for 20 months, right? Yeah. Even if your turn rate is terrible, and my turn rate is closer to 2.8 to 3%. So I'm keeping them 33 months on the low side for my average customer. So it's, it's, you know, even a little better than, than that, you know, so it's almost three years. Is there like, so you're, you're, you're spending $5,000 a month and you're getting a heck of a return off of it, which kind of begs the question of what would happen if you, you, you spent more. I mean, is there a point of diminishing return where the, the point is right now is I don't like up till this week, I didn't have enough staff. It was, I've been, I've been staying the course, even though I haven't had the staff to even like deal with all the leads that are coming in because I don't want to give up market share. And I'm such a believer in, I want my, I don't want people to forget about me. And guess what's happened in the last week? Well, in the last, in the last two weeks, we've hired 11 people. I've got seven of them on property already. And one didn't show up today, but I've got three more left to next week and won the following week all in pipeline. And it's only growing. So we've all been waiting for this damn to break on the employee side. And here I am today, all of a sudden, and I have, you know, I mean, basically, I've got almost every employee that I have training somebody else, because, you know, it just, it finally kind of cracked the damn broke. And, and now we're, we're raising our revenue targets by $1,500 a day all of a sudden, like we're, we're getting back to, you know, 90% of COVID levels. And then my goal is by August to be at pre COVID levels, 2019 sales levels by August. And the damn has been the, or the, the whole up until now has been labor. But I, I'm sort of a believer of just not turning your marketing off and just keep making that investment. I just believed that the labor situation would turn around. And I didn't want to get behind that curve when it did. And it just happened so quick. Like, I don't know, you know, Missouri was one of the first states to do away with the unemployment extra. And I don't want to get into politics whether I'm not sure if that's 100% of what's going on here. But that seems to be a big driver that ended a week ago. And all of a sudden I have 11 new employees on property and they're great employees. Some of them may have been on the sidelines. Or now the, the job market has all of a sudden gotten more competitive. And so, you know, people, you know, that waited are going to have to pick what's left because all the other jobs have been taken. You know, there's, you know, a lot of jobs have been taken. I don't know. I don't know all the reasons behind it, but it's, it broke. And now we're going to explode in growth and we're prepared. So back to the, you know, the Facebook, you know, marketing and the targeting and being able to take a bunch of emails and phone numbers and upload them into Facebook. And so let me get this right. Is there like third party software in here or will Facebook actually look at your leads and then recommend other leads that are similar that might even part of yours because they, they share the AI says that, you know, I've got more people just like the people that you have. Is that within Facebook or software? Yeah. So the way that ultimately like what you see right here is the manual labor part, easy way to think about it. This is something that we do in decided drive, but what you would do is you would just say you would want to run a report of all new customers or customers that ran for the month of June, all payments ran, right? You run a report of those customers. Specifically, you want to look at the very unique personal identifiable data like phone numbers and emails. You'd run that out of your, you know, made central, right? Run that out of made central. You actually can then, if you organize and clean and probably exported via Excel, right? Organize and clean that data, you can upload it directly into Facebook. And from there, they're going to say there's 180,000 people within a 20 mile radius of your location or your service area that match the criteria that are similar to these people. And so you could then run out to those people and build an audience off of them. Okay. Yeah. And that's really as simple as that if you were wanting to do it yourself. And so we have it automated with Drive where they're doing this for us and making sure that that's happening. But it's something I still do for, I personally do that stuff for Made Central. So Tom, we're doing that now. We're doing some of that, that kind of hardening now to kind of find users for the software that, that don't already know us. And then we're introducing them to our, to our ideas and to our thought process. It's interesting, Corey, because, you know, we have SEL professionals on smart business moves. We have people on smart business moves that do like Google, you know, AdWords, retargeting, things like that. And pretty much the person is like, Hey, do you guys do anything with like social media Facebook? And they're like, Oh, we don't do that. So share with us a little bit. What is it about Facebook, Instagram, the other social media platforms that's different than what your traditional AdWords person or SEO person would be doing? Yeah, the easiest thing about it, those platforms have been around just a little bit longer in terms of their ad platform site. So they have like a decade head start. So that it's easier to have people who've kind of learned that technology by exposure. The other, the other aspect is the barrier to entry for Facebook is, is it does take some know how it can definitely be a black hole of spend if you don't want what you're doing. And the easy thing to point to is like boosting Facebook posts, right? A lot of people, it's a self service tool Facebook creates. And it's not designed to get them sale, but they could spend, you know, like in that scenario, they spend 5000 a month, it can increase awareness, which in fact can get you sales, get you leads, but it's not really designed that way. So you, so there's, there's some technical know how there's a reason why it's, it's a little bit less touched by people. Or people maybe use it in the past, but I've had struggle with it being effective for them. That's, that's the number one barrier I would say. I think the other thing that maybe we need to address is the creative. I mean, you cannot run the same, like the thing about an AdWords guy is he's going to be able to run the same ad for a year, maybe two years before it goes stale. How long do you think it goes takes to go stale for an ad on Facebook? What do you think a quarter, maybe three months? You get how fast does this guy go change from the caveman to the gecko? You know, it's like that, that kind of gives you an idea. If they're doing on a TV level, imagine what it's like on Facebook. So you've had some evergreen content too, and that gets interesting where it's like you really hit a sweet spot with you. We rotate it though. We turn it off for a month or two, and then we reintroduce it. Like we have videos that have been playing for four or five years. We nailed it. And then what we'll do is we'll be like, all right, let's turn that off for a quarter and let it get kind of recycled. I think the number one problem that people faces is creating content that is engaging. And there's templates that work, but then those templates get played out because everybody's doing that same thing. Like emojis are the thing of the moment. Putting emojis really colorful and bright and catching people's eyes. But that'll get played out. And everyone will catch on that that's being used to grab their attention. And they'll be like, you don't have to be another thing. Video for a moment there was just incredibly engaging on Facebook. And they had the autoplay as you scrolled. And it would catch your eye. And for a while they had it so the sound autoplayed as you scrolled through. And so as you scrolled through your newsfeed, somebody would be blasting. Now they have that dint. And you have to, some things still autoplay, but very few, so it changes so much. That's the biggest thing. Yeah, that's another good point. It's just rapidly changing. And I think it's hard for people to keep up with. Our strategy has changed two times in the last two years. Pretty much you can count on it. And sometimes there's years where it changed twice in the year. The AI built audiences, that's something of the last three years has been available. Conversion tracking, Matt, I don't know if you remember that came out, I'd say like four or five years ago and you can start tracking your conversions. I'll find out a purchase and stuff like that. So it's just rapidly changing. And it makes it very hard for, it's hard to be the ad guys, setting ads, kind of like the AdWords guys are. And then learning at the same time about what's changing, what technology is coming down the pipe that is worth testing. That's the thing, man. As a business owner, can you afford to keep up with this amount of knowledge and change that's constantly happening? Yeah, if your ad budget is $1,000 a month, you probably can. You start scaling up to $5,000 a month, you can start burning a hole in your pocket and you might have been better to have reinvested a little bit in some professional help. But the platform is designed to be self-serve, but you almost have to be taking a course like on Udemy or like Linda or one of these learning platforms and just keep taking new courses because it is ever-evolving, ever-changing. And that's the challenge that I see most is that what worked yesterday is not going to work tomorrow. Or it could be a totally new strategy in a week. It's evolving very fast. And I'll kind of, I can wrap some of this stuff for you guys because that's the other part that I think Matt hits on is like, there's so many different ways you can put people in buckets. Like I think a lot of times folks forget about their current customers or current clients. And don't forget when someone hits them with a big value for some reason for them change. So if you can continue to stay in front of these people too, what you really end up creating is a funnel scenario because the other one is there's still people you want to influence in your market. And this is where the secondary targeting comes in. This is no different than picking from traditional marketing where you're going to pick people based on interest, location, life events, age, gender. And so you can use all this. And when you do it correctly, you're building a funnel. And so this is where you're really adding multiple ponies in the race. And knowing how to set these up correctly and measure where your leads are coming from most effectively and where to spend money is probably the tricky part too. Because this takes, again, lots and lots of time. And I think you hit on a good point, man. It's like, I personally don't do my own taxes. I don't cut my own grass. There are things I find that I'm better off outsourcing. If I do that, there's probably an opportunity cost to my time. I didn't always, you know, I wasn't always in that boat, but that's where I am now. And so if you're finding you're saying this is really eye crossing to me, I already have enough problems managing, you know, humans right now or, you know, I'm really the person that's really good at the sales side of this. This might be something worth outsourcing because like, if you're not setting it up like this or things I went over didn't kind of flow in your head to be like this, this is where you can really run into challenges. That's kind of how the people you talked about before with SEO and kind of the AdWords stuff can be a lot of like repeat, set it and forget it. And so it just would be the opposite of that in this scenario. But to kind of help you guys picture this and why we use this funnel idea is like, your human based audiences are going to be your most flawed because you are inherently flawed. They're going to be based off of what you feel. And they also don't know about you either. So the next best audience are people who don't know about you, but they match all of your current customers profiles or your prospective customer profiles. So the people considering doing business with you from their engage users, right? They get it with an ad in their feed and now they're aware of you, but they still haven't started researching you, which is where it starts becoming part of the closing process. And so once they start researching you with true buying intent, right, they're looking for your phone number, they're submitting his leads, they're looking at your services, these people are asking buying questions quietly. So we really want to make sure we're focusing budget on these people because they're the warmest of converting. And then same thing with phone calls. Now once they convert, it depends on how you approach business, if you're always in search of new business, right, you're not like Matt, where you understand the value kind of keeping everyone in market with you, then you would eliminate the current customers from your marketing, right? And you would refeed that though to back in to feed your AI built audiences and just continue to rinse and repeat and refine your cost of acquisition to scale out your ROI and continue filling your funnel. It's not a bad idea. It's not even a bad idea to even still hit your current audience with certain like specific messages in our industry like, hey, Merry Christmas, thank you for being a great customer. And like, you know, maybe that could be a little creepy or whatever, but you can make it not. You can target them in a way that's like, we're so grateful to have such wonderful customers. Like they make it possible for us to pay great wages to our employees and like, you know, basically like socially engage them in a moment of, you know, like, you know, like on Labor Day, like, you know, like, you know, thank you to our team and our wonderful, you know, our wonderful clients that make that possible. There's ways you can target them, your current customers to engage them that make them think about you in a way that they might otherwise not. So you want to say that as well. You do seasonal pushes too, don't you? Like with people that might have been like win backs or people maybe did a single cleaning. I don't know if that's okay. Yeah. And we do gift cards. We do gift cards to our current audience over Christmas. So our current customers, we push really hard, you know, for seasonal sales over the holidays too. So yeah. Yeah. And this kind of brings me right into like messaging, right? So like the best part is you can kind of AB split test your values, right? And even your audience is in here too. It's kind of easy way to visualize it. Whatever your value is to your audience in your area, you know, first, first cleaning free, went up to a free year of cleaning, right? Whatever it is that you want to talk to your community about what you can do that's nice, as opposed to running an ad in the newspaper or, you know, going with TV or billboard, where you can only really say one thing. You can pause campaigns that are costing you more to generate leads. And you can reallocate that budget to the ones that are getting you the lowest cost per lead. This also works really well when you're looking at, I want to say multiple things. Matt, Matt's not only looking to bring in clients, but he's also looking to bring in staff. So you can, you can, you can from your brand talk to people very differently based on what you want to, you know, ultimately trying to engage them in. And so, you know, I don't think many people would want to take out a billboard, you know, even at $5 million, right? Say, you know, looking for, for staff. It's quite the investment to make, you know, and create the same funnel. So, a great way to get this from a creative side. I think, you know, kind of giving you an idea, the other part is, if you were to hit them with a really good piece of creative, right? You know, whether it's direct mail, it's a, it's a magazine, it's TV, it's billboard. Like, if they like it anyways, it's going to drive them online, right? They're going to start researching you anyways. This is such an easy way to make it for people to convert. Facebook's made it so easy to convert. Or if you see an ad and you decide you want to do business with that company, you'll get what is called a lead form, right? These lead forms auto-populate a lot of times the information. It's one of the reasons why I continue to buy more from Amazon than I do from other, other businesses online is they save my information. So I don't have to worry about putting that back in and it makes it very easy to convert and it's called low friction for your consumers. And so this could be for acquiring data, which is, it's, it's super valuable. If you're just looking at people who are visiting your website but have never reached out to you. I mean, how valuable is that email address to be able to add them in your email campaigns, right? How valuable is it for them to reach out and say, hey, you know, we're offering for you your cleaning, but in order to be entered into it, right? What we ask is, you have your first cleaning with us, right? When would we be able to, or even our first free cleaning, right? We'd like to schedule a free cleaning with you. Obviously, I'm not in the industry, so I'm paraphrasing here, forgive me if I'm, if I'm, but just kind of giving you guys an idea of how that all works. And so that kind of brings me up to the end here. So Corey, this is, this is headspending. This is awesome stuff. Certainly can see how this would be useful to house cleaning businesses. Tell us a little bit about your service. I mean, obviously, you've got a number of large clients. I mean, obviously, Matt's a client as well, has been for seven years. Yeah. Do you work with small businesses as well? What would the profile be for anybody out in our audience that would be thinking about, well, gee, I wonder if they would even take me as a client. We absolutely would. So our whole business model is around the Fortune 5 million, right? All the businesses that are small businesses in America, anywhere from half a million to 25 million really is our sweet spot, right? We work with brands as big as, you know, we do projects with the St. Louis Blues and the National Predators and even, you know, we did the NHL All-Star game. We do projects as big as that, but really we're, like these, the people that are in attendance today are our core demographic. They're the businesses we work best with. We grow with them. We help them look at their marketing differently. That way, they don't have to have an entire internal marketing team to do that. So that's, yeah, I'd say anybody, anybody probably in attendance today will probably be a good person worth reaching out to us and whether we can improve on it or just give you information like we kind of just did today. So you're located in St. Louis. I was looking at your website. You've got an office in Miami in Nashville, but do you have to be in one of those cities in order to be a client? We, you don't at all. So we actually, we, you know, one of our big partners is a more serious fitness. They have about a thousand domestic franchisees here. We work with about 700 of them and they're all remote. Very few are, well, we do have the ones in our backyard right in those markets, but in general, they're all serviced remotely. And in addition, we were clients in New Zealand and Singapore and Spain and Canada. So we are well equipped to work with anybody that is not in our backyard. I'm going to drop the link to your website in chat. So it'll be out there in several Facebook pages and a couple of YouTube channels. Is there anything more that our audience would need to know if they wanted to reach out and learn more about your service? No, our website makes it really easy to contact us. If you do that, we're big on nurturing our leads on our end too. So you can guarantee we'll follow up with you and set a time that works around your calendar to kind of walk through what it is that we do and how we'd help you. We're, we're big on expectations setting on the front end. I'm sure Matt can tell you. We, we, we're not, it's, it's marketing, not magic. So we want to make sure you understand what it is that we're doing and how we help you and set those expectations. And so it's a lot of hand holding on the front end. So just, you know, I would tell people, if you, if you call me, I probably am not the person to do that, but I can build you a skill or repeatable ROI generating model. Okay. So I'm on your website now. Does that mean you're going to be showing up in my Facebook feed tomorrow? You know, we use our own strategy. How do you, how do you think we got in front of people like Matt? Yeah, I mean, I'm, I'm, I'm actually, I go to their website from time to time and I get hit with their ads. It's, uh, yeah. It's honestly everyone that's on the show today, if you have another brand that you want to learn about and see how they're advertising, you should go to your competitors websites and see if they're, see if they're retargeting you, you should go to other brands that are even outside of our vertical and then see how their ads show up and get some ideas. If so, if you're not going to do this on your own, you should do your research and see what kind of ads that you're getting and what's effective and what catches your interest. And they're very good at, at this. So they're going to, you're going to see some ads for you. So I suggest you go to their website and get an idea of how, how they're going to reach you. Cause it's like you said, they're, they're eating their own, they're eating their own cooking, right? They're, they're, you know, they're, they're delivering on that same kind of promise of reaching you via the social channels that, that you're living on basically and taking you to the shower. So we, we are at the top of the hour. Is there anything else we, we have here to wrap up? No, thank you guys for having me. This was fun. Corey, man, you guys are awesome. This was good stuff. Thank you, man. Of course. Okay. Well, thanks a bunch. We're done for today. You know, we're done for the week. We'll be back Monday, five o'clock Eastern, smart business moves. You guys have an awesome rest of the week and we'll see you Monday. Bye guys. Bye. Thanks.