 We indeed add a lot more aggressively and just really responding to all our You know interview messages, so that's wonderful Yeah, I think everybody's feeling a little bit of relief Aggressively and just really responding Well, that's wonderful. Yeah, I think everybody's doing a little bit of Deneet I had muted I was Streamyard I think it's learning learning curve here. Yeah Quite the lag that did really seem like it was going from the East Coast all Yeah, I think We're still working on this format Nothing like jumping in the deep end of the pool, right? Yeah There's a reason behind doing it as a zoom meeting. We just got to remember it for the long term while we While we work out the bugs It is nice to have people on and be able to see people's faces instead of just Trying to figure out who's who's in the show? Yeah, there's mr. Dan. Yeah, the man coming on And he was saying if you are trying to get in and it's asking me for a password the password's 2021 if anybody is clicking the link and trying to jump in if you don't have the direct link And it asks you for a password for whatever reason the password is just 2021 you can join the party. Yeah So Paul what what what do you want to talk about today? Well, you know, I guess when we first spoke or anyway first spoke with Liz we talked about Right the local influencers right and I'm a huge fan of Local influencers. I'd send you guys over some links. I don't know if you have those to circulate around and share Did you get those? So remember going back, you know, I'm going back now to 2013 right we started the first thing I had done was reached out to a local influencer in a Hoboken, New Jersey marketplace And she had a very strong presence and a very loyal following So I had called her introduced myself said we're opening a Main service. We'd love to kind of share the experience with you if you like it maybe you can blog about it and and Like most of these local influencers and these bloggers, right? They're they're all about free stuff They love free stuff. So it's like hey, you're gonna come clean my house for free. I'll take it so we went and we kind of wowed her and She put together a blog post that went out and you know the next day We got over 40 inquiries for service just based on that one blog post So we're talking about Shane Barker. No No, so this is a she trades under Hoboken girl Okay, those were just strategy links down. I got you. Yeah. Yeah. Yeah. If you look at that. So so anyway, so She so she's got a very loyal following We've been cleaning her ever since so we have kind of a barter deal work down there we clean her every two weeks and she runs a banner ad on her site for us and We get a ton of business through her and when we Well, we opened up our location in Morris town It's a little little different demographic up there, but you know had started out with an SEO consultant up there and You know after about three months we're not getting a whole lot attractive website not getting a whole lot of response to the campaign I'm talking with the With this SEO consultant. They said well look, you know, the market's just really not there for what you're looking to do We identified a local influencer up in Morris town. She trades under Miss Morris town and We talked to her basically the same deal went out cleaners who started to blog about it and boom immediately start to get inquiries so Look, I'm a I'm a big fan of SEO SEO consultants who've identified the right SEO consultant look as far as I'm concerned And not that we haven't done any outbound marketing, but the majority of our marketing is inbound marketing We just want to get ranked on a Google search And you know if you break it all down and you know for some cleaning business owners like $1,800 a month. It's a lot of money. It's but if you break that down $1,800 a month times 12 months Right divide by 365 days divide by 24 hours in a day You're talking about two dollars and fifty two cents an hour I mean you're talking about pennies for your marketing, right? Because your SEO is out there your CEO consultant and your Google presence out there 24-7. It's out there all the time So I do think that it's money well spent if you're if you're doing it, right? however We're looking at so Hoboken girl Is now there's another market that we've been looking at and we said that we're gonna open up a location in Montclair, New Jersey in 2022 and So Hoboken girl is now Montclair girl. So she started her blog up in Montclair Same gal though, right? Same gal. She's she's been there now about four months. She's got 16,000 followers in The Montclair area. So needs to say we're not gonna wait till 2022 to go out Montclair We're gonna go out there probably next month and get started. So she decided to go to Montclair because you asked her to No, no, we hadn't even talked about it We have been thinking about Montclair for a while and once I saw her introduce Montclair girl I said, okay now it's time No reason to wait for 2022 so Yeah, so that's we're gonna go and you know, we're gonna do it a little differently there I'm not going to I don't believe and you know Ray Malaske and you know some others make a little pissed off at this But I'm gonna probably do it without an SEO consultant and just use her And see how it goes I Know I've shared with you Liz and I don't know if I shared with you Tom, but I remember early on When we used to when I used to go out and do kind of in-home consultations Okay, remember getting a call from it from a guy who wanted cleaning services So I had when I went over introduced myself looked at his home And it was just this big burly biker dude And I said, you know, how did you how did you hear of us? And you know and there's deep voices at Hoboken girl So, you know, they these these local influencers have very loyal followers And their endorsement really carries a lot of weight So I'm all for it. Just try to identify a local influencer a blogger in your area Again, like I said, they they love free stuff Go in wow them and ask them for a blog post And and a lot of them they're they're advertising is relatively inexpensive some of the more Notable influencers charge a lot of money, but local influencers are are relatively inexpensive so you can buy them for dinner or cleaning versus like The Kardashians might be a little bit more expensive, but indeed. Yeah Do you clean her on a recurring basis or was did you just go out one time you got So the the influencer in Montclair we we clean her every two weeks We actually Pay to advertise on her site She's discounted that Based on the cleanings that we're doing But we get a lot more traction and a lot more business from her than we do from our SEO consultant Sure Yeah, that that is awesome. So how how are you able to segment that? How do you know what's coming from? from Hoboken girl and what's coming from SEO? Well, you know a lot of it look at our On our forms on our website, right? It's Pete people are telling us where they're coming from So You know and kind of going back to these local influencers didn't nicely about them also is that you know They they have a lot of local businesses that they work with and that they know so they can make a lot of those introductions You know you want to start doing some cross-promoting? So miss Montclair had turned us on to the coffee shop that we That we work with up there So, you know again, and they're they're all about that they're all about community and you know They love introducing business owners to business owners Yeah, it's it's been It's been successful for sure So the two links that Tom has posted here blog got Alexa comm how to find influencers and find right influencers for your business Oh, are these the strategies that you used or did you just know that these are some strategies that do work Did you already know the Hoboken girl? I knew of I knew of that. I knew Certainly Hoboken girl but with miss Marstown and we had to a little legwork to find her But but once we did, you know, we knew that she was the right The right connection for us and what do you mean by the right connection? How do you how would I know if this local influencer that I find is a good connection to me What what's that criteria? You know the the traffic that she's getting to her site the number of impressions. She's getting You know, you want to look at all that? And look, you know if you Google I Know for me if I can if I Google local influencer influencer and hobo And it's hobo girls gonna pop up all over the place And the same thing with Marstown, New Jersey with Miss Marstown. So And you want to look at you know, how many posts are putting up you want to look at you know When was the last post they put up? I mean, there were some of these You know, we talked to a couple of these influencers and then you know your other site made they haven't put anything out there in three months The other thing I think you you probably did was as you identified people that were on brand for you, too Like, you know, there's all kinds of people that are influencers, but maybe aren't really like on brand for you Like there's you know, I don't know if Cardi B would be the right audience, right? But like, you know, this lady was more about like you said local You know lifestyle stuff where they're going out and you know spending their free time doing cool things versus cleaning That sounds like you kind of identified someone that is Is on brand for you? Do you think that's important or like would anybody be able to be I? Definitely think that's important You know these you know, it's interesting, you know, and I think that You guys you know the hot sauce I don't have to tell you about the hot sauce again, right? And it's just they have things like that like so what I know when we did Hoboken girl Like one of the things that blew her away was the hot sauce like we left a bottle of hot maiden Hoboken hot sauce and she's like I love hot sauce and you know, of course, it's like, you know, so So so so things like that right try to make it memorable try to make the experience memorable But but they they definitely Again, they're they're local Right. They're all about local. They're getting their revenue locally, right? They so you know, they they love making the introductions from business to business But you'd be looking for you'd be you'd be looking for influencers who have the I guess connections to the demographics that you know represent your clients I guess was the the point because You know, I'm googling, you know influencers near me and there's a lot of influencers who are influencing Groups of people that would never use my business So, you know, I guess they need to fit the demo, right? Yes Yes, and you'll find her I think you did a good job identifying it with this I mean, that's a home run for sure, especially if she's brought you, you know, 40 You said 40 leads the first time she had a blog post was the first time she put a blog post out. Yes It was remarkable. It was absolutely remarkable and you know, and look, you know, you have to be a little careful because You know, there's some and you really have to take the time to identify and talk to people that Advertise on their sites, you know, make the call, you know talk talk to the businesses they're advertising with these bloggers because there there was one There was a this this guy who read a blog site in Hoboken and this guy was a bully and He wouldn't go out of his way to help you but he would certainly go down. I was ready to hurt you The the his MO was look he just wanted advertising dollars You want people advertise on a site and once and he would talk you up and he would praise you and praise you praise you But once you stop spending the dollars He he starts a bash people and he got a bit of reputation. He's not around anymore But you know, we we did have a We were doing kind of a barter with with another blogger in the Hoboken area and She was her her market was a little different than Hoboken girls so we figured out we'll give her a shot so we were we were kind of cleaning her space and We met with her we talked and and we liked everything we heard, but the reality is we got no business out Right none now. We're there. We're cleaning her per facility. It was a shop that she had and we were cleaning that every week And then look fortunately, right? I was able to use, you know The labor shortage to get out of it and said look, you know, we really love to continue. However, you know We're just really struggling with labor and you know, can we kind of put this on hold till things pick up? Oh, yeah, fine You know, so that was our way out But yeah, you just want to find find out as much as you can about these people talk to their advertisers see how they are and So we're saying it's like real estate agents where they tell you they're gonna give you lots of business But sometimes exactly sometimes they don't when real estate agents tell me that I'd be like I bet I have more clients than you do that I just kind of joke with them and say maybe I can give you more business than you can give me Are you sure you really wanted this down or would you rather just pay for the service? And I'll recommend you if I think that you do a good job. Yeah, that's how I kind of treat real deals But it's interesting that you know, one of the things that one of the things that I know with regard to realtors is that You know 90% of the real estate transactions are handled by 10% of the realtors in any given marketplace Exactly and those the those are realtors that will value what you offer as a professional cleaning service Right and those are the ones you want to do business with and you and you should be able to pick those out pretty quickly And certainly work with them to create like you're saying like like an opportunity To cross promote perhaps it might be an opportunity like like that But you have to vet them and see what they can you know whether there's a mutual fit So I think you're doing a great job of you've tried out a few people Some people work some people don't and you don't get hung up on it You just move on if somebody doesn't fit and you know, yep Yeah, look, you know, we're we're not the right fit for everybody. We know that we and we've come to terms with that, right? You know, you run into it, right? Look, we we we don't we don't do dishes, right? I don't know how many times we have to tell people we do not do dishes, right? You've coined a term Paul Are they you can't you say you've coined a term for let me grab something real quick This is gonna be good Love all his new stuff He's a good marketer. I'm excited here. Yeah build up the drama build up the drama and Usually when he shares something it's something that you have not seen before you have never Here we go so Right dishes, right? Like, you know, everybody goes goes through it. It's like look, you know, it's just not what we do We don't do dishes, right? Of course look we'll empty the dish We'll empty the sink to clean it. We'll load the dishwasher book. So, you know, so now we've got these Little dish postcards Oh, they're cute Yeah, they look like little planes Yeah, so, you know, now we leave these behind it's like, hey, you know, we did it We did it as a courtesy this time But next time you're going to pay, right? You know, so we got some language on the back and You know, again, it's like Look don't don't slam me because this is not what we do, right? It's if you need somebody Hello, that's if you need somebody who does dishes you need somebody who does laundry. You got to find somebody else to do that You know You're um, bringing up something that I was curious about Paul When you're dealing with the local influencer You know, like like you have Hoboken girl Do you ever concern yourself? About any time where I don't I don't know about you, but my company is not 100% perfect and sometimes We will have a service delivery failure or at least, you know a problem Is that ever a concern when you're working with an influencer like that? Of course Of course Hey, look, you know, it's this this is about deception, right? I mean look you want to put your a team in there for sure But look, you know, you're gonna run into problems and and we had I had a call from her and she'd come back and said You know, we scratched her marble countertop um You know, I went over there and this is a trick I learned from Is Trotter I went over there with all of our equipment And showed her this is what we use like none of this could have possibly done that and look she was very comfortable with the fact that I was Ready willing to spend whatever money I had to to replace whatever I needed to replace for her But after going over and having the conversation, she realized it couldn't have been us Could not have been so, you know, so she was good about it. But but again, right? You're looking for You're looking you're not looking for a fly-by-night influencer You're you're trying to find somebody who's reputable who's been around and again You start talking to some of their clients. So if you were spending money with them, uh, and they'll tell you everything That you need to know about So definitely that's going to be one of the first things you want to do before you I mean, we always talk about checking references, but it's something that people Don't do they say they're going to then they don't do it. But in this case, you need to check references Yeah, that's critical here Yeah, and again, you know the following, you know, they're following they're loyal. They really are Um So, uh, yeah a number call like should they have a certain number of followers? Does that matter really does it depend on location? It really would depend on location. It wouldn't matter. You're looking you look you're looking for those who have I mean look What's more important is, you know, again the relationship that they have with the people that are advertising with them Well, that's really key and they're going to tell you what you need to know. Um But you know, how often they're out there how often they're blogging how often they're putting up posts That that's going to be important as well And um, so when you say when you say references, do you ask for them? Do you like no you just go to their site and you can see who's advertising with them? Right Yep, and just start start calling on how long have you been advertising with them? What can you tell me about the blogger? You know, how's your relationship? You know, they've been ever have they turned you on to other business owners? Yeah, just talking with them Yeah So I'm all for it Well, it sounds it sounds fairly easy. What about um competition do is that ever concerned? So They're you're cleaning their house, but then they hire another or they they get another cleaning company that's going to clean their offices for free or Do you have You depending on what you work out, right? I mean look, obviously if you are paying like we're we're paying in morris town So there's some exclusivity there. They're not she's not taking on another cleaning service Um when we started with hobo from girl, she actually had a relationship with a cleaning business Uh, fortunately for us they weren't that good So she kicked down to the curb and that was that and we've been servicing her since Um Yeah, what's your expectation for how many leads you will get? I know your very first day about 40 leads, but you're not expecting 40 leads every single time she posts No Well, you know in morris town, so she's putting out a post a week and um You know in each time we we get about six leads Oh, okay, right now, you know morris town So it's a little a little different market than the hoboken market the hoboken market's a very dense market as you know um You got 30 some thousand property addresses in one square mile. So Um, you know, you got a population of close to 70 000 people in that one square mile. So there's um You know, there's a big difference And you know, this is you know, this is you know, kind of a good segue into you know another topic and look at You know, when you look at the hoboken market, you look we we own the hoboken market when it comes to cleaning services, right, um, you know, we've Look we've identified we've attacked it and it's ours, right? And you know, we talked about some of the leads that you know, we we average over 330 leads a month in in hoboken um, we're Very particular in Who we work for right like we we don't we don't want to work for everybody uh we have we work with a va who is Answering our phones. I mean look the va is answering the phone seven days a week um But venessa who's our main va She's out of portorico and she is she's she's answering the phones money through friday And she's got a series of questions. She's asking these people when they call and it's like look three strikes and you're out Right, uh, you know, we're vetting these customers much like we would vet our employees because look we we don't we don't want to We don't we don't want to walk into an adversarial relationship with anybody, right? um our You know, I think we're up we're up over 220 google reviews now like a four i don't know if we're at a four eight or four nine um, and you know and that also right is just terrific and driving more traffic to the site and again, you know when um When people are calling But people are calling and we're putting them on a wait list and we're telling them look, you know, we've got a You know, we we can we can we can book you six weeks down the road Right people tend to want what they can't have And it's amazing. So now what happens if they really need a cleaning Right, they're going to go to a competitor And listen as we all know Anybody any of our competitors if you want to call it any any of these cleaning services that have an opening tomorrow Right. Well, there's probably a reason they have that opening tomorrow Right. So now it's like, you know, mrs. Smith calls. We tell her i'm sorry, but we can't see you for six weeks She's appalled She calls and she hired somebody else that she's completely disgusted with Now she calls back and she wants that six-week point, you know, can you let please can you book me and uh, you know, so it's um Interesting times All right Totally agree, you know, and of course look, you know, we've got this kind of labor Shortage issue that everybody's aware of I mean, it's all in the news, right? It's like, you know Out on its eyes everywhere, but nobody wants to go to work unemployment all the time, huh? Well, you know use that to your advantage I have a question. I'm sorry about the influencers So can you give me a roundabout figure? How much are you paying to be on their blog? What is it like that cost? I have no clue I mean so in in morris town So and in these these influencers, you know, they they set their own rates, right? Um, so it'll it'll vary Uh, but you know just to give you an example. So we we clean her every two weeks. She has uh She has two bed two bath apartment. So we clean her every two weeks and we pay her 800 bucks a month Right and She um And but she she's great. Um, she puts together a monthly schedule for us She sends it over for our approval different posts that she's going to put out there And um The with hoboken girl look we were pretty fortunate because when we started with her and I'm going back going back eight years ago um You know, she wasn't as big as she is now, uh, she was She was the biggest back then she's certainly the biggest now, but now it's like, you know, her her advertising rates are way up there Uh, I I don't know that I would I don't know. I don't know that I would be average paying advertising her site. She's that expensive But you know, we've we're kind of grandfathered in so Um, we we have a recurring banner ad and if you go to hoboken girl blog or hoboken girl Uh, you start clicking on some of her posts. You'll see our banner ad come across So she's honored the agreement and again, we continue to clean her every two weeks and and we pay her nothing which is like A steal. Yeah, that's crazy especially since she is So huge and you've been with her for so long. Yeah, and it's interesting because Miss marstown, you know, of course is very familiar with hoboken girl And aspires to be a hoboken girl. So she She loves working with us so would would it be Accurate to say that people should be looking to spend somewhere between 500 and 1500 a month I think you can do it for between zero And a thousand dollars a month Oh, okay. So depending on your market, how long this person's been around Oh, okay. If they already have a cleaning person Right. I ideally right go in go into barter services All right. I mean, I'm not a huge barter fan and he's worked out well for us with hoboken girl Uh, you know, but um You know, I'd rather just get paid for what we do and and pay somebody else for their service But I'm the same but I I agree. You've got something good here Paul. That's yeah Yeah I'm very much like I hate the accounting of of uh Barter economics, you know, I just I'm not a fan, but this is a good. This is a good deal This is something that would maybe make me reconsider it a little bit Yeah, my my my younger daughter or her theater Teacher was begging me, right? Like, you know, come on. Can we borrow like no, no, thank you I'll be going to pay for your services. We pay for ours Boom But uh, but yeah, there are some instances where it does work and this is one of them for sure Yeah, that's great. Yeah I can see how this is going to be a different type of situation from the barter because You do want them to have the experience of your service so that they're speaking from their own personal Perception right not just not not just an advertisement that I know we used to advertise on the radio And when we did when we started out we wanted like cheap ads whatever And so we just had these basic spots and we would create the ads And then later on we're like, uh, we sort of want to upgrade and we had these terrible ads we didn't write these ads. It was just sort of like chatty and the ads were They were the the all what do they call them djs or whatever they're called the radio guys just sort of Spoofing about our company. Oh my goodness. We got so much more business from them just saying yeah, I'm going home Yeah, yeah, yeah, American maids cleaning my house like but if you can't just throw an ad out. No, no, seriously They're cleaning my house today. I'm super excited Them chatting got us like 10 times more business than an ad So I really see the benefit and for Whoever the local influencers Using your service right and the other thing that you can do And you know and we've done successfully with both of these bloggers Is done giveaways because look not only do they love free stuff, but they want to give their followers free stuff So we did um, you know, we gave away Three free cleanings in morris town We've done that twice and you know, of course, look they have to go in they've got to They got to fill out all the info right they got to log into our site. You got to get you know We want to capture the lead And then look at the end of the day, right? This isn't public is it this is a private group I can share just us nobody's listening Very good because look really You know, it's not like you're being monitored by the department of weights and measures And they're making sure that this is like kind of this legitimate giveaway. So look you You get all this information you get people's addresses and you you give it away to somebody in your Target market area, right? Like, you know, so look for us Well, you have to anyway, you can't be doing services in an area that you don't serve Right. So for us, you know, look we our bread and butter is vertical buildings, right? It's it's mid-rise high-rise buildings too better than two bath apartments. That's what we want to do So, you know, and there's there's a bunch of them under one roof, right? You go to a building at 200 Yes, that's where we want to be so like You know coincidentally every winter was in those buildings and You know, so and again, you know, we do is a 90 minute clean And here's what we're gonna clean we're gonna clean kitchen bath if there's time left We'll get into the living area the bedrooms boom Uh, but you know, but that that's always it's always worked out. We've gotten kind of business that way Uh, we did I think one year we did we did a year of free cleanings that we gave away Now sounds pretty great right a year of free cleanings, but it's like it's 12 cleanings It's 12 monthly cleanings and again, you can now kind of pick and choose who gets that, right? So, uh, but but again, you know those bloggers they they love that stuff because they want to offer it to their followers, right? Yeah, that makes sense and I can see how that makes you more attractive Right because you're you're doing more than just cleaning for them, right? Right Anybody have any other questions I I love this idea of the local influencers I feel like it's something that a lot of people aren't going to do to Because it seems hard Like how do I find them and how do I find the right one and you know, it's it's not It's not traditional marketing same reason people don't do a lot of the stuff that you do paul. It just seems difficult and Like I just don't know how to do it. I don't know how to measure it. How do I measure my roi on hot sauce? You know it's hard for people um But you know one of the things that you know, I give a lot of thought to is you know and again, right? Like just you know owning a particular marketplace Right and you know and I think look a lot of it. Look, we're pretty we're pretty fortunate, right? I mean if people are going to google made service hobo again, right? A service in hobo. It's like how do we miss right now? You know and again, we're pretty fortunate that we've got this kind of dense area where we're You know, we're working the majority of our our work. I mean 90 of our work is in one square mile Right, uh, you know and and now look with with labor being an issue with gas prices being what they are, right? You know, we're looking at a job. It's it's we we used to service them pre-covid now They called back right they want to come in they want to clean disinfect and then you know start up weekly service again They're two and a half miles away Two and a half miles. I'm not driving two and a half miles I'm gonna drive two and a half miles I mean not what i'm not what i'm turning down all of this other work, right? It's like why would I want to drive two and a half miles now again two and a half miles for us Could take 25 minutes Right and again, you know the way we're set up. We've got Vans we've got drivers, right? They're just dropping off picking up dropping off picking up, right? It's not like the cleaners are driving themselves and going and because in this urban market it would never work Right, so Pardon me. Do you do only residential or do you do some commercial as well? We do residential and commercial Yeah, so we have a a company called best office cleaning or bestofficecleaning.com And that that's the the commercial division And you know and we're seeing that pick up A lot now whose offices are opening up people getting back to work And you know the fact that these offices have been shut down for a year plus You know look nobody's clean the place And you know, of course, they're seeing an opportunity. Well, okay, maybe we can go we can let me shop around we can get a better deal You know, look, there's a lot of lines commercial cleaning businesses are shut down. They're they're not even around so we do we do office work in in the city in Manhattan and What people tell us that they're not even they're not even asked for prices A lot of people are even asked for prices like I can't believe you return my phone call I can't believe you're coming out to do an estimate. It's like I can't believe you showed up. It's like, okay Here's my key. I went last week. We went it was a it's a 3000 square foot office They want they want to clean it three times a week. I didn't give them a price. They just gave me the keys Here it is one day Wednesday Friday, right? But when they get excited like that the price is going up, right? I see negotiating 101 though, right so yeah, so uh, you know, they're just they're just happy somebody shows up but but so, you know, we're seeing we're seeing a A lot of that and you know, the other thing we're looking at now that we've never done before is Porter service and full-time staffing in luxury high-rise buildings We have a customer that we've been servicing we've been cleaning his apartment for years And he just took a board position in his building. So he called me. I went to see him on saturday and walked the building and You know, so it's you know, two porters Two cleaning texts full-time Uh, you know seven days a week is what they're looking for So, you know, we're going to put a proposal together for that There's a lot of a lot of that work to be had also So big buildings they have a lot more of that that space that needs to be clean They do but the the influencers I assume Well, I guess it could go either way. But for the most part, I assume that is your residential clientele that that's being persuaded by that It's both. I mean, we've got uh, we have a number of coffee shops. Um, smaller commercial Uh units that we serve as they came through the influencer Okay, because again, right it's like I don't want to blow the whistle on the influencer, but uh, they know they have a relationship with the botox guy Right. So the botox guy needs his office queen. So we clean the botox His office, but you know, a lot of that came through the influencer. So Yeah, I know you track your leads and sometimes some of your marketing and PR, you know, activities kind of hard to tie New business back to, you know, the all the root causes But do you do you have a feel from a from a number standpoint as to How much of your new business comes in through through the work of these influencers? You know, um We have an idea. I mean look at hoboken, you know, I believe that about 15 percent of our business comes in through hoboken girl And again when you when you know when you're talking about, uh, you know cleaning a two bedroom two bath apartment every two weeks Uh, and you know, we're picking up You know In 15 percent of our new business is coming in through her I mean You know, there's a return on investment that Yeah Pretty sweet Um, but you know a lot of it You know again, look, you know, we can walk through the um, you know the SEO reports, um You know, how do you really quantify where you know these leads are coming from right? Like we we've got you know, we have uh, we have Four vans that are buzzing around Like the town of hobo, right? So you got you got these vans that are fully wrapped And you know when I when I go into hobo again, uh, I mean look within within five minutes I see a van. I see one of our vans and then it's like every 10 minutes after that I see one of our vans like they're just all over and again It's like, you know when we had one van servicing hobo and people thought we had four and you have four people think you have 15 It's just it's like everywhere you go So, you know, how do you know that people aren't just googling they're seeing the van? Hey, let me google made in hobo Now, of course the people in charge of our seo are going to pound their chest and say look what we're doing for you but um I don't know how much are you really doing it all works together the ball I think that's what you're saying is that You know Do they see you first someone in your vans and then see you again on her On her blog or did they do a google search later that finished the sale? And that made sure that you got found But all of those activities, they're they're not a silo. They're all kind of an interconnected funnel And you're absolutely right. You're absolutely right about that and look and let's throw in the the reviews, right? Like how important are those google reviews? I mean, you know Listen, liz you you met me years ago or anything. I mean, I'll never forget the first time we sat down, right? And you read a response that I put out there to some negative yelp review And you looked at me like what the hell is wrong with you? And i'm like, what? I hey, I he deserved it. You know, you were you were at war with yelp and any body That was And you know and look, you know, you uh, you opened my eyes I mean you did and look those reviews are so important. But look, it's it's everything right matt. It's it's What it's it's the vans. It's the blog. It's the It's the seo. It's it's the reviews. It's our staff doing a good job, right? It's all all this has to happen, right? And it's all still and it's good. You don't want that report Yeah, I don't I don't think very many people will have a report like that That is going to show that they got 252 Leads come in by phone and Zero of them went unanswered, right? I don't think that's a thing And and again, right like when I saw that it was like wow, okay And again, it's it's the va. It's the va. The va doesn't miss call. They don't miss a call Uh, I think you have a similar philosophy on marketing that I do too is I don't give up any market share to anybody else And that's why I spend marketing dollars too is it's not just that I want to grow and you know I'm kind of competitive. I want to be the one that they call first and And get that lead opportunity for see even if I am booked right now and I can't service them I want them in my I want them in my crm so that I can keep marketing to them if that other company fails them You know Um, but yeah I think you're competitive in that sense that you want all the leads to at least hit your website and capture some information And be able to catch them later. So it's always about you don't always catch them the first time On the sale somebody might have underbid them and and he sounds like you know this like Well, there was some red flags on their end too. They were they were pushing too hard on price or something like that You didn't you didn't take them right away, but you want all those leads So I don't think you give up market share easily. I think that you like you're trying to think of all the ways You can be found Yeah, putting some effort into it. Yeah now for sure for sure And again, look, you know outside of the Hoboken area You know, we're we're you know, we're not that competitive because it's like, you know, let somebody else travel out there Let's somebody else take that All right, uh, you know, I I think I shared 70,000 people live within a spare mile, right? How many of those do you need to be successful? That's that's not that many No, right and that's household. That's households. That's addresses. You said not people It was there about 30,000 addresses 30,000. That's okay But still wow like right within a square within a square mile I live in a little town called Shrewsbury, which is the the first suburb of st Louis It's 2.4 square miles and 6,000 people live here. I don't know how many houses are here But the population density is different and this is this is city life too Like I'm the first suburb outside of the edge of the city But yeah, the population density is nothing like what you're working with so you don't need to cover a huge area You're doing I know a couple other people that do new york city and do Jersey suburbs and things and they all have similar models except for some of them use the sub but like the subways and stuff like that and you guys use the vans, but You know the vans is such a powerful tool like that's You know, it's a billboard. They're huge. Yeah And the thing I love about yours the way you do it that these big bands, they're constantly moving All day every day They're not just part of whoever's driving by them It's Moving around so I can see how your four bands are going to look like 15 Because every time I turn around it's in another one we ban and the bands are hard to Um ignore They're huge They're Very well strong branding You're gonna see them. Yeah. Yeah and look at people and people see them and we Sometimes we get calls. Hey, you know, I saw your band. They were speeding or whatever Of course It's like, um, okay. Well, listen. I really appreciate the call So you're telling me that my my drivers are moving my teams around as quickly as possible I'm gonna get right on I think But now it's uh It is and and again, right like for me just identify identify a marketplace and just Own it Just own it And this is just one more way. I'm doing that. Yeah, the local influencers. It is one more one more One more tool to put in your arsenal to to control that market. Yeah wow Paul you had a uh A download for us today. You want to want to explain what what you gave us? Have you gave our audience? Let's see. Let's go back Uh, am I going in here? Hold up. Oh, here we go. It's coming up. You got it. Yeah, let's see it. Okay You know, so again, so this is kind of an abbreviated version of our Uh Last 30 days well from May 13th to June 11th Uh, you know took a lot of the fluff out of this thing just because hey, I don't understand. I have to be it's Doesn't really matter You know and again kind of been looking at this, right? This is These are some of the things that are very important to me, right? And Liz you mentioned it earlier, right? So the the call tracking we started looking at the phone calls. So we had we had 280 answered calls We had zero missed calls and again, right? This is thanks to Uh our va Um, so we had 280 just side note here paul is your va. Did you Um Hired them yourself or did you hire a company that you get a va through or can I plug maria? Sure. It's cast away Yeah, ask away va. Yeah And um, you know, I I love maria. We've had a great working relationship for a number of years. Uh, you know, look it does You know you have to you have to kind of You know it's a process, right? You got to try to find identify the right va You know what I've come to find out is there's a number of reasons that people may work from home And one of those reasons is, you know, there's socially inept and they can't get along with anybody They can't work in an office. Um, you know, so we've been through that but we've uh, Vanessa who's been with us now for A couple of years She she gets us she gets our brand She understands what we're doing. Um, she can weed out The the undesirables for us, uh, she's got a series of questions that she's asking and and again It's like three strikes and you know, you're out and what we do is we have a relationship with I guess I can call her competitor. There's another cleaning service in the area Who doesn't necessarily care about her online reviews She's like, look, this is a transient enough area that if I lose one, I'll pick up another one I don't really care. They could say really want about me online So when we get what we feel is just not the right fit for us, we pass them off to Uh, to her and she loves it. So, uh, Vanessa will do that You know, hey, we have somebody that we work with that may be a better fit for you. Here's their number. Um But you know, 280 calls and we've got 132 web forms. So, you know, so we're looking at the last 30 days We're saying, okay, there's 412 inquiries for service, right? Uh, which is a great number, right now when I talk to other people in the industry Heather canning um And we and we talk about the conversion rates, you know, she's like, well, that's It's poor. It's piss poor. How can you, you know, it's like no because we're not working for everyone We know it Once they start, why can't you do our laundry? Why can't you make 14 bunk beds? Why can't you take out our garbage? Why can't you do it's like, thank you call Colleen here's her number, right? um Because again, it's like look you train your staff to do A particular service and once you start look what I have found is once we deviate from that From our system our policy procedures once we deviate from that It's just trouble. It is it's just trouble. So why do it, right? Um You know when I and the other thing that kind is pretty important again, right? Is you know, when you look at these reviews, you look at these reviews that came in over the last 30 days, right? So june 11 and then we come back down to may 13th, right? So, you know, so we got a number of Great reviews, right? And and all that, you know, like like matt pointed out earlier, right? It's it's just, you know, we start looking at the whole package, right? Look these reviews, they have to be fresh. They got to be current. Look, we're not we're not going to You know, we're not buying these reviews You know what we've done is we've created a nice incentive program for our staff to ask for reviews and They they do a great job of asking for them and they're getting them This is uh, this is a good stuff paul as always and local influencers is A marketing channel that I don't think many of us consider. So Um I know i'm going to be looking into it. I think that's that's a brilliant thing to do. It's low cost high impact um Thank you for sharing And if anybody, you know, they can always reach out to me, you know, you can pass my info around and I mean, you can go go to paul at s clean dot com Matt, do you want to uh, share a little bit about what we're doing Wednesday? Yeah, yeah, so, uh, yeah, this is gonna be really exciting. So paul kind of hit on reviews a little bit Uh, so that's a good segue. So we're bringing in um Sean from nice job who is uh Kind of does their blog and does their videos So if you've ever seen a nice job marketing video, Sean's done a lot of those And he's gonna be on smart business books talking about nice job and and tools, you know to help you generate more reviews Increase your online reputation, which like we talked about today Is probably one of the biggest factors in getting found for your your map listing Um for your business. So, um, you know, I think I'm really excited about the show I really am a big fan of a nice job product And I'm personally using it. So I'm excited to learn more about how I can leverage it a little a little bit better and if anybody wants to participate in the Zoom meeting on wednesday, how would they do that? Sure. Let me uh, let me pull up my screen really quick here. Um Let's go to Let me hit share real quick So we created a new page on made central.com So just go to made central.com on the top. There's a little button that says academy And that will allow you to come to this page where you can Add all of our future shows to your calendar. So wednesday Will be uh, Sean hill from nice job And you could either rsvp for that one event Or you could subscribe to the calendar and put all of our shows On your calendar. I promise you that the rest of this month is going to be Pretty solid for marketing and we're already building out in the next month for july With some exciting guests. The other cool thing I'd really love you to do is join our facebook community Um, I think that's really we made it really easy to do from this academy page And we're going to start adding the downloads from all the shows to uh, this link here Which is going to be a google drive, which you can subscribe to Just by giving us a little bit of information And you'll have access to all the all the resources from the shows And we're going to put in a few really nice Really nice downloads here that we uh, that are built on some made central principles like our kpi's and some other tools as well That are going to really help you grow and develop your business So paul's download will be in there today. So go to made central.com academy and join in Awesome paul, thank you again for uh, for being part of our Show today and sharing as also Good stuff Thanks ronnie I really appreciate you paul that you're always so transparent. You always give us all the goods Right you show us the stuff. You don't just talk about it and then like leave us guessing wondering you like Give us all the goods. I really love that Thank you so much. Oh, thank you So we'll wrap it up for today. Uh, but we'll be back at uh, five o'clock wednesday Five o'clock eastern. Thanks guys. Bye. Bye. Thank you