 Hi, good afternoon everybody, I'm Stuart here. I'm with Liz Trotter. Hello Liz. Hello. Hello. And I'm sorry I'm laughing already. We were just talking before we went live here. I've got Paul Freed with Maiden Hoboken, Best Clean. He's got several brands he'll tell you all about. But you guys are in for a treat today. Paul's going to be cheering with us. A lot of his marketing ideas and programs that he's implemented, campaigns he's implemented over the years, show us a lot of real life examples, take us for a tour, you know, buckle up folks. I'm not sure what all to expect here. Certainly be taking your questions as well. Please feel free to ask questions as we go. I guess we started kind of on time today and I probably messed some people up there. We never start on time. I don't want Paul to start showing stuff too early before we get all the people on either. Yeah. They usually, they know that we're never on time Paul. People usually, well it looks like Danit's here but you know usually they're like, well, we'll wait until we think they're really gonna be there. I'm trying to pull up right now and see who I can find on here in business today. This is something cool. I was playing around with a green screen this weekend and turned it all off. Look at my green coffee mug. Apparently your green screen is still working. That is cool looking now. Yeah. I'm glad I'm not wearing a green shirt. Yeah. Well, I kind of wish you were Tom. Tell you the truth. I feel like I would like really be impressed by your brick shirt. All right. Hey, Danit. Oh, we got Leslie. All right. I got it. We got a few people. Hey Leslie. Happy Monday. Yeah. You guys are the ones, right? You guys know, Danit wants to know what's going on in your cup. That's the green screen. How does that work Tom? I'm not understanding though. It's a setting within the software we use. You put a screen on behind me. The whole thing would look like it were brick. I thought I turned that off though but maybe I didn't. Nope, it's on. I can maybe change the background. Let's see what this does. See, let's go to somebody's living room. Yeah, it does. I like the brick better but that's just weird. Maybe I can turn that off. Yeah. I think that it would be some good little marketing right there. If we put that in Paul's hand, he'd come up with something. Tom, that's so boring. Put the brick back on. You want me to like it? I did. I did like the brick. All right. So you guys know that we brought Paul on today because he is the master of marketing. Yes, that's much better Tom. Absolutely the master of marketing in our industry. Nobody does it better. Nobody and that's true. I mean, I don't know. Well, you give me a name. You give me a name Paul. There's plenty out there. No, give me one. I can't put me on the spotlight because we all know there is no other name. Let's just leave it here. You're at the top of the list. You're at the top of that list. Yeah. Well, I appreciate that. Well, are we ready to rock and roll? Yeah, man. I'm set back. I've got some popcorn ready. Let's go. There you go. But the first thing Paul, before you just start jumping in to like all of the different things that you do, can you give us a little like a rundown on how do you decide what you're going to do? Do you come up with like there's a need and then you're like what am I going to do? Or do you just get a great idea and you're like, okay, how am I going to use this idea? How does the whole thing happen? Like start to finish? It's a tough thing. It's like the brain just doesn't stop. And I'm kind of the guy that functions on four to five hours of sleep every night because I'm just constantly up thinking about anything and everything. When I first started the main service and some of you know the story, some of you don't, but I'll share it with you. It's certainly not my background. Kind of construction real estate development is my background and what I've done professionally most of my life. I have gotten involved in other businesses. The novelty toy business, we created a novelty toy and that was kind of fun. I was in the food business owned a restaurant, owned a food truck, just stuff that I wanted to have fun with and you have to excuse me. I've got my little mascot. Hold on. Let me see if I can reverse this camera. Hold on. Back camera done. So she's getting a little crazy. Oh my gosh. She's a puppy. Yeah. She's cute. So anyway, but I always worked for myself, entrepreneurial and I was getting involved in a real estate deal. I knew a guy who, hold on, settings. Okay, there we go. I knew a guy who had a main service in the Hoboken area. He had for years and he was very successful. He sold his business for $4.2 million. Now what I know now having some experience in the residential cleaning business is that he really sold somebody a bag of goods. He had put the books and he really screwed somebody. But anyway, he had this pot of money and I had known the guy a bunch of years and he had always thrown the offer out. If you need a partner for a real estate deal, let me know. So I had this small deal I was working on. I called him up. I said, here's what I got. He interested. He said, yes, I had an office in Hoboken at the time. We would spend a lot of time together there and I had said to him, everything about getting back into the main service because I knew it was a cash cow and he said, Paul, I think about it every day. So I said, as long as we're going to be involved in this real estate thing, why don't we go ahead and put a main service together? He said, great. So over the course of the next month or so, we started kind of working on marketing and a website and branding and what I came to find out pretty quickly was that this guy lacked some of the qualities that I would really need a business partner. He was a bit of a scoundrel and I had moved forward on the real estate thing myself and I had given him an opportunity to take the main service. We had thrown a couple of bucks in. I said, you can just pay me what I put into it and you can take it or I'll pay you or we'll just chalk it up as a loss and just walk away. And he said, well, write me a check. So I'm like, okay. So now here I am. Okay, let's get involved in the main service. Hired a couple of people and now I'm thinking about, okay, what am I going to do? How am I going to get business? I didn't know anything about SEO. I didn't know anything about marketing. I didn't know anything. It's like, okay. What I knew is that there was in our area, there was a blogger. I knew that you had a strong following. I reached out to her. I said, hey, you know, my name is Paul Fried, started a main service. I would love to come and clean for you. I do it for nothing. If you like it, blog about it. She said, okay, bloggers love free stuff. That's what they're in it for. They're in it for the free stuff. The more successful bloggers, of course, they're in it for the advertising dollars and they sell advertising on their sites, which is where she is now, but anyway, we still clean her. I clean her every two weeks and we have a banner ad up on her site and we get a ton of work through there. But after that first cleaning, what had happened was we, she loved the cleaning. She posted about it and the following day, I got over 60 requests for work. Oh, I don't remember that. I said, wow, okay, this is good. I hired a local marketing company to help me with SEO and branding and some other things. And, you know, I remember sitting around talking about the leave behind. Right. I wanted to leave something in people's homes. Yes. I wanted to leave something in people's homes after an initial cleaning. And of course, it was like, you know, personalized sponges, hand sanitizer, all of these kind of pedestrian suggestions. That's a really nice way of saying boring. I'm writing that down. And I had said, I don't know. It's just too predictable. Right. And so as a lot of you know, we of course use hot sauce. I'm a hot sauce guy. I've got a collection of hot sauce. I've got over 800 bottles. And I thought, you know what, let's use the hot sauce. Right. So we do have private labeled hot sauce. So this is your first thing Paul? Yes. Okay. So I love that this was your first thing. I didn't know that either. So you didn't try out soaps and sponges first and then like subway into hot sauce. You're like, no. The pedestrian ideas. Great sauce. Go for the hot sauce. Okay. So I love it. So the, hold on. I got to get you back. And then the nice thing about the hot sauce is that, okay, if people like it, they're going to want more. If they don't like it, it's going to stay in the refrigerator for quite some time. Forever and some people. And it will. It'll just linger. And so, you know, so and, and people said to me, I remember the marketing guy said, what does hot sauce have to do with cleaning? I said, absolutely nothing. Why does it have to do with cleaning? Right. So, finally, so started to have some fun with it. Right. And I remember even when it came to brand identity or logo. So we have, and I'm going to turn the phone around again. Hold on one second. While you're turning your phone around, I have a question about the hot sauce. When people want more, do you deliver it to them? Do they have to buy it? How does it work? Oh, no. These are typically customers and we'll just leave it next time we go out to clean. Okay. If people come into our office, which is rare, you know, people typically don't, but when they do, I always send them out with a bottle of hot sauce, whether they whether they buy service or they don't buy service, just a little parting gift. But, but you see our bottle, right? Now, and in our logo. And I remember when I was talking to these marketing people and, you know, we start, start discussing, you know, logos. And, you know, it was the feather duster. It was the main feather duster. It was bubbles and all that. And I was like, yeah, you know, everybody's using it. He said, exactly. I said, but I don't want to be like everybody, right? So now we have this bottle and the bottle is interesting because, you know, what we can do and we do this and I can show you some other, some other collateral print and whatnot. But, you know, it has kind of a figure to it, right? And, you know, so we can, we can dress this up like on Halloween, we put a witch's hat on and Christmas time, we put a Santa hat on and it, you know, so we have a lot of fun with it, you know, in our balloons, right? So of course we, right, kind of throw it in there as the eye, right? The dots and yeah, and it just works and it just works. So one of the things that there's an old classic dishwashing detergent that bottle is shaped like that. Do you know what I'm saying? Well, yeah. Okay. Yep. Yeah. So, you know, we, so it's fun to really have some fun with this, right? And so now it's like, okay, so we have, we have stickers and, you know, you guys know, I mean, you probably, you may have seen them plastered around Vegas during convention time. I put stickers everywhere. Yeah. Got to turn the camera around again. I think we found a sticker at Castle Keepers in Charleston when I, yeah, when I was there last time we found a sticker. So these stickers are about three and a half inches in diameter and, and again, right there, it's so expensive. And, you know, they just, you know, plaster them anywhere, anywhere I see stickers, I'll put a sticker. So again, you can kind of walk anywhere around Hoboken, you're going to find one of these somewhere, right? Yeah. You know, one of the things that, you know, I think, you know, a lot of you may have seen, but these, these bicycles, right? And I'm going to, I'm going to show you some pictures of what we do with these. In, in thinking about, right, where is there a massive humanity, right? Where should we really spend some advertising dollars? So there's a train station. And what we do, what I did was, I acquired about, hold on, hang on, I want to come back. Okay. Had it acquired about advertising at the train station. And the advertising, there's 60,000 people go through this train station every day. So, okay, that's where I want to advertise, right? Well, you know, I have to, they put me in touch with the, the marketing agency that represents the train station. And it was about $11,000 for a six month campaign. And what that $11,000 would buy me would be three posters that they would place wherever they felt they had room in the train station. Wow. Wow. Unbelievably expensive. Yeah. So what I decided to do, so hold on, I got to turn you around again. So what I did was, I went out to walmart.com and I bought these bikes. You know, just a no frills bike. It worked out great because I had a nice orange tire, which complimented our, our brand. But I bought the bikes for 80 bucks. It cost me 20 bucks for the sign. And, you know, I just bought a bunch of them and chained them up all over the place. Right. So this is one that was outside the ferry stop. This was right outside. Like if you see here, this is the, the stair that goes into the train station. So like people have to walk right here to go down to the train station. So it's like, boom, there you go. Right. So for 100 bucks, I've got a bike with a sign on it. And I just put them up where I chained them up wherever I feel like it. This was my first idea that I heard about yours, Paul. That I was like, he did what? Like, how does somebody think of that? That just seems so smart to me. I mean, how do you not notice that bike? And it's not going to work with everybody's brand, right? But the orange wheels, the your brand, the blue and orange, you can't not see that bike. And you can't not look at that sign. You know, it's very interesting, right? When you, when you think about brand identity, right? I mean, look at, look at Target. I mean, it's just, it's brilliant, right? Where they don't need a single letter. They don't need a word. They don't need anything. It's like, boom. Yeah. And, you know, so, and we'll go outside. I'll show you some of the vehicles as well. But you know, it's a real funny story with the bikes. So a woman called me up on Saturday morning, right? So I was in the office. I picked up the phone and she said, Hey, look, I just want you to know that when I got off the ferry last night, I saw your bike this morning. I went out for a walk. The bike was gone, but the signs laying on the sidewalk, right? I said, okay, you know, anyway, so we got to talking. She signed off for bi-weekly service. I think we still service her like three years later. So, you know, so that lead cost me, it cost me 120 bucks. It's like, we've served her for three and a half years. It's like, okay, so they steal the bike. Who cares? So awesome. But, you know, when it comes to, you know, it comes to branding, right? Like, you know, this was, I was telling Liz and Tom earlier, so this is a billboard that we purchased in Hoboken right around the holidays. It was very inexpensive. I'm not a big fan of outbound marketing, but you know, when the price is right, I'll do it. Hang on. I'll get back to that in a second. Hold on. Let me see. I have something I want to show you. I was telling Paul that when I saw the picture of the billboard, when I first saw it, I thought they were business cards. I was like, what? Why is she showing us these two business cards? So, with regard to branding, right? Like, you know, what's great is, right, to try to come up with a brand that somebody wants to steal. Now, this was a guy, and maybe I shouldn't be showing. Maybe I don't know what, regardless. So, wow. Right. This was a guy down in Raleigh, North Carolina who just plagiarized everything I did. And this is my van exactly, right? Let me see if I can find a maiden Hoboken van. But anyway, I had a mechanic who had a cousin from North Carolina, and the cousin was at his shop. My van was in the shop, and the cousin said, oh, we got a company just like that in North Carolina. So, my mechanic called me. He said, did you open in North Carolina? I said, no. He goes, well, you might want to check out Made in Raleigh. So, I jumped onto their website, and they just stole everything. Stole the website, the logo, everything. And, you know, of course, I called and identified myself, never got a call back. And anyway, a long story short, I ended up getting a check from his insurance company for about $45,000. So, yeah. And, of course, he had to cease and desist and get rid of all of it. But, yeah, I was flattered because if the guy combed the entire internet, the entire worldwide web, and said, this is the best. This is what I'm going to do. I'm flattered. Do you know, Paul, how long he'd done business under that? You know, using your brand? You know, I did, but, you know, it wasn't a long period of time. It was, you know, maybe six to nine months or thereabouts. I don't think it was an incredibly long period of time. Is he still doing business in Raleigh? He is, yeah. I think Nina knows me. Wow. So, you know, some of the other things that we kind of have fun with. So, let me see if I can hold on. Balloons. We do a company outing at least once a year. So, this was a soccer game we went to. Like, you can see the balloons kind of bouncing around here, right? So, we blew up a bunch of made-in-the-whole-booking balloons and we were bouncing around the soccer stadium. Oh, that's a good idea. This was, we also branded or made in Manhattan. But anyway, so, bouncing these balloons around the soccer stadium and what happened was, the security guards started to get a little upset. And I'll show you some video, but they were chasing the balloons around trying to pop them. It was actually pretty funny. Even more advertising. Oh, that looks pretty with the dark blue. That looks better with the blue than it does with the white. Yeah. So, we switched over recently now. It's just black vehicles with Oh, it's black. Yeah. So, it's really nice. So, this was, this is the Made in Manhattan van. Some more bikes. Let me see what else I've got here. The balloons. So, even our bottles, you know, we just, you know, I just labeled the bottles. You know, it's cheap enough to get these stickers. And of course, the poker chips. And we'll go back to those. We'll talk about those in a little bit. But, you know, I love balloons. Yeah, I like to show this. Yeah. So, the balloons, right? So, we did, we do some street festivals and you get a couple of helium tanks and you get some balloons. They're very expensive. And every kid wants a balloon. Every kid does. We buy these for it. Wait, before we go back to the first piece, you had another picture of like that crowd and how many balloons there are just out there. I'm like, you have like one that was from a higher view, I think. Yeah, let me see. I just wanted to show like crazy amounts of, so I had a couple of questions about the balloons. Like, first off, how many were there out there? Did you fill them on site? I'm guessing you did. Oh my gosh, there's so many. So, here's the crowd, right? And you can see, like, it was all over. It was hilarious. Yeah, all over. I brought the helium tanks with me and I was just filling them up there. How many tanks? We had, I think we went through two tanks, two, you know, large tanks. And how many balloons does that do? Hundreds. We were actually, there were some other vendors there that were doing balloons as well and they had run out of helium pre-early on and we were filling up their balloons for them also. I don't see any of their balloons. No, no, we had the lion's share for sure. And the orange, too. The orange is so nice. Yeah, it was great. But, you know, like, when I go to concerts, I, you know, if I go to concerts, I, you know, I always, hold on, where, where do I have them? I got balloons somewhere here. Hold on. Do you have any of the really large balloons? Yeah, well, these are pretty big. Hold on, where, but anyway, you know, if I go to concerts, I always bring a pocket full of balloons. I'll just blow them up and just bounce around, bounce the square garden or wherever. But I mean, this is, you know, you can kind of see, you know, this is pretty big. It's a bright one. And then it's a big, like the realtor balloons that are like three feet. Yeah, that's pretty big. If you go to concerts, people will be bouncing those around. Do you ever, do you ever get in any type of trouble? I mean, I don't know. Yeah, we got thrown out. Brush it, you know, what type of pushback if you had in your marketing campaign. Don't you love the way he says it? Yeah. Yeah. Listen, one of my employees got thrown out of that soccer game. Because of the balloons? Yeah. So here's the other thing that, you know, I used to do, I don't know if we ever talked about this, but you know, so all right, here we go. So the drone, right? So I have the drone. I'm afraid. I've got this banner, right? Yeah. So I used to fly this over the parks, right? So like on a Saturday afternoon, you know, there's like hundreds of people in the park and I would just fly this thing around, right? With the banner hanging on it. With the banner hanging off of it, yeah. And people got a kick out of it, except for the police. They didn't think it was funny. And, you know, there's all kinds of restrictions now in regard to these drones. And because of the proximity to New York City, they were really giving me a hassle. So I stopped playing with the drone. But, I mean, here, let's take a walk outside real quick. So tell us about the hassle. Like when they give you a hassle, do they say, hey, cease and desist? Kind of a hassle? Or, hey, we're taking you into jail, kind of a hassle. You know, the nice thing is I have a relationship with a lot of the Hoboken police officers. So it's just like, hey, Paul, come on. And no fines or anything? You've never gotten fined? No, I've never gotten fined. Okay. So the trouble that you've gotten into is more like, come on now. A little slap on the wrist. So, you know, so this is the outside of the office. Oh, that's nice. And let's see. And, you know, as I was explaining to you, so, you know, for us, and I hope everybody can hear me. So, you know, the proximity to New York City is great. And I'll show you a couple of things in a second. But you can see, can you see the Empire State Building back there? Yeah. So here's pulling in a couple of people getting out. So we've got, you know, we've got a few vehicles like this. We have three vans like this. We've got a couple of vans like this. So that's a 15 passenger, which is great. And hang on. Let's Oh, Paul, can you tell us why you have these big passenger vans? Some people don't know anything about Hoboken or Hoboken. So for us, we're more in an urban market. So we have drivers that shuttle teams of cleaners around, drop off, pick them up. So our cleaners don't drive, our drivers don't clean. And we work in a pretty tight radius. It's really, we don't have anything outside of a two mile radius from the office. But, you know, so I've got this one parked right here, which is great because, you know, you get all this traffic that kind of comes up here. And it's like a billboard. So it's really cool. Yeah. But, you know, what we'll do is I'm gonna go across the street real quick. And, you know, and here's where, you know, like Liz, you asked about, you know, do you ever get in trouble? Well, you know, nothing to speak of yet. But I'll push the envelope when need be. So I know it's almost like you're marking time until it happens. Like, what else can I do? If I'm not in trouble for this, I need to go just a little bit harder. Right. So, so right here, if you can see, right, so this is the traffic going into the Lincoln Tunnels. This is going into New York City. So you can see, right, it's the end of the day. There's not much traffic going in, but you see traffic coming out. And it'll get worse, you know, five, six o'clock we're there about. But there's, I mean, hundreds of thousands of cars that are coming here, right? So, you know, and this, I mean, look at this fence, right? So, you know, I mean, I'll just drape a banner right over here. Just let it hang down. Right. And it's just free advertising. Right. Now, granted, somebody's going to get a little upset. I don't know how much time I'll get out of it. But you mean time in terms of the sign being up or jail time? You know, it's, you know, so we'll see. But so here's the traffic coming out of the tunnel. Right. So you see, you see this. Oh, yeah. You know, so I mean, even if even if I were to just get a t-shirt and just lean this way, am I really breaking the law? Probably not. I'm not thinking that you would be, except maybe if you lined, you know, like blocked the whole sideways. Yeah. Everybody has a different letter on their shirt. There you go. Yeah. And then you just line them up. Yeah. That is a beautiful, I can even kind of understand how that amount of traffic can just make your brain start pumping. Like, I got to figure out something for this. But I mean, why couldn't you just like tie your made-in hoboken balloons onto the fence? Or, I mean, gosh, it seems like you're already, no, don't do this, but just stand up there and like throw stickers. So that they like stick on people's cars. Isn't he awesome? Oh, okay. So Paul, you, you obviously do have, you're very imaginative, obviously. And you're also kind of fearless. You're not afraid to try all of these great things, of all of the things that you have done, all the different things. Which have you really enjoyed the most? What's that noise? Oh, no. We lost Paul. Darn. He'll be back. Okay. Yeah. I know I disappear a lot. I mean, coming up with, you know, an idea, I mean, just the hot sauce alone is worth the price of admission. But the story just keeps going and keeps going and keeps going. It's not the balloons, it's the frisbees, it's not the frisbees. Oh, I haven't done the frisbees yet. I love the frisbees. Yeah, I can't wait. The drone, I mean, hey Paul. There we go. I had a hard time hearing this. Okay. The story's never stopped. You know, we can have a discussion about the hot sauce, but it's just like the hot sauce and the frisbees and the bicycles and, you know, the balloon. Oh, lost again. Who? Who? Who? Well, I love the frisbee thing. I think this is just a great idea and we'll get him to show them. But I mean, what? You remember in Foundations though, when he showed us the bicycle thing, we just kind of like just everybody stopped for a minute. We could check this out. We could barely even function because it was just so wow. It was like matter of fact. It was like, you got to be kidding me. Yeah. And we're all doing all the industry and stuff, right? Here's my soap. Here's my little microfiber. I'm not talking about my stupid stuff. I put a magic eraser in it. Yeah, Paul, we're all talking about how, can you hear us? Yeah, you can't hear us. Oh, such a bummer. Well, we were just talking about, well, while Paul is going, Nina's on here right now. And Nina, we were just talking about how the maiden Raleigh guy had perloined the maiden Hoboken branding. And he showed practices to an inappropriate level. Yeah, he had like the maiden Raleigh, a van. And I mean, it was a great job. He did an excellent job. I actually kind of felt a little bit sorry for him when Paul was telling the story because he invested a lot of money into that really beautiful branding. Can you imagine how sad he was to have to change it all and to pay a chunk of change on top of that? Oh, we can't hear you. We can read your lips, but we can't hear you. Okay, well, here, we're going to... Well, maybe he's going to get a phone again. It looks like he's going to get a phone. Anyway, I'm going to talk about the frisbees. Okay, so I was just going to talk about the frisbees. So the frisbees aren't your favorite? Oh, no, maiden Raleigh is not your favorite. Yeah, I can imagine that. But the frisbees, I thought it was such a great idea. He just had a ton of them printed. And, you know, he lives right there by the big fancy parks. And he would just go down there and he would throw frisbees to everybody to play with at the park. And so who's not going to take that frisbee? It's a fun thing to do at the park and just everywhere he goes, takes frisbees, throws them out, driving down the road. And we'll find out, Leslie, we will find out where he purchases these. Because he always says, they're so cheap, right? He always says everything's so cheap. He does a lot of stuff that's inexpensive over, I guess what he's talking about is the return on that investment is really, really inexpensive for him. But like he'll be driving down the road, people outside, beautiful summer day, the weather is beautiful, and he'll just toss him a frisbee. Kids playing in their yards toss him a frisbee. I'm like, oh my gosh, this is just so right up my, I'm plus I love to play frisbee. But I'm thinking, gosh, this just seems like such a fun thing to do. How can anybody even complain about this? And people aren't going to get, you're not just going to, somebody's going to throw you a frisbee and you're going to be like, oh, well, I just leave it on the ground. And if you did, somebody else is going to pick it up, take it home. It's never garbage, right? Never gets thrown away. Yeah, we do want to find out how much some of the items cost. He will, if we can get him back on here again. Now we have had the most technical difficulties over the past few days. We have. We have. I thought today was going to be better. It was going pretty well up until then. Yeah, we'll find out, Nina. I know Leslie want to know where he gets them to and we'll find out how much. But I know what he's going to tell us though, you guys. He's going to say he doesn't know. He just buys them wherever he just goes on the internet. He just does a search. That's what I remember him telling us about the stickers, just wherever I can get him. He didn't talk about ink pens, but he buys like boxes of these plastic ink pens and he'll like go into like banks and take the bank's pens and replace them with his pens. He'll, he leaves his pens everywhere and he doesn't leave his pens like one or two pens like everybody else does. He leaves entire man size fist bowls of pens everywhere he goes. Or he was talking in yesterday or whatever it was Friday. Also, when he goes to restaurants, Mexican restaurants, he takes his own hot sauce and he replaces their hot sauce with his hot sauce. So like, well, they have Tabasco. Yeah, you no longer have Tabasco. Now you have Maden Hoboken's hot sauce. He leaves a trail wherever he goes. He leaves a trail with some type of swag with his company name on it. And everywhere that we've ever been that he's been, that's been the case. So, and we still find, like we're saying, we still find his stuff. Oh, maybe closer. I think he's just right now, building interest. This is a Paul branding thing. See how we're all paying such close attention to him, waiting for him to do. This is a whole other plan here, guys. Yeah, it's part of the presentation. Hey, Paul, grab your phone. Paul, I need to work faster, Paul. His phone is dead. Oh, his phone is dead, okay. I love that his phone is dead. It's, you know, Paul's demonstrating, though, that you don't have to be great at everything. That's right. That's right. As long as you are great at the stuff you're great at, and boy, is he ever great at what he does. So, one of the other things that we always talk about all of Paul's swag and all of the cool marketing things that he does, but you see when he's talking, he doesn't just talk about the stuff. He talks about the branding and how strong the branding is and how he's just, he's pushing that branding. So, it's not just about the things. It's not frisbees and balloons and it's whatever vehicle he can use to just make his branding stronger and stronger and stronger. That's what he's always doing, getting his branding in front of more and more people. You hear him talk about or show the bottle and you might have noticed that the bottle has a lot of words on it. Did you notice that all the bottles don't say the same thing? A lot of them say made in Hoboken, but some of them don't. Some of them say clean. Some of them say, you know, made and they don't all say made in Hoboken. So, depending on how he's using him in his branding, but again, the bottle, regardless of what words you see coming out, you know that's a made in Hoboken bottle. Lost him again. Poor Paul. And that's going to be for him. Oh, there. Yep. All right. We're back in business. All right. Hold on. Let me, okay. There we go. Sorry about that. My phone died and I couldn't get my desktop off and anyway, sorry. Well, we actually used it for a really good thing, Paul. So, Tom made the point that, look, you don't have to be perfect at everything, right? So, here's Paul. He's amazing at the branding and at the marketing, but maybe the tech is not as great. I was, I was sharing with everybody about the Frisbees, Paul. So, you could show us the Frisbees. I was explaining how you make them so fun for people that they never become trash. Everybody takes a Frisbee home, plays with the Frisbee, looks at it, keeps it. It's great, you know. And certainly, listen, if you're out in, if you're out in suburbia, just run around and throw away. Hold on. Let me, hold on. Camera, back camera. Camera done. Hold on. Okay. Yeah. So, you know, I've got, you know, just a box of Frisbees and we've got more Frisbees. Yeah, I buy them, I don't know, 5,000 at a clip, whatever it is, but. Okay. That's what people wanted to know. Our foosball table. Okay. We do need to know about the people want to know, where do you get them, Paul? Where do you get your stuff? Can you hear us, Paul? So, the Frisbees, you know what, I get off and see. Can you hear me? We can now. You can hear me? Yes. Yes. Okay. So, the, yeah, the Frisbees, you know, I've got to, I'll get that information over to you. I mean, it's been a while since I bought some because I buy them in such quantity. Yeah. But they're about 90 cents a piece. And, you know, it's just, again, right? Like, if you're in suburbia and you're cleaning houses, just throw them out the window, throw on people's lawns. For me, I'd go to, like I would go to the park. I used to go to the park, like beginning of the season, springtime, and just hundreds of them. I would just launch them, boom, and kids would start chasing them before, you know, kids are walking all over the place, right? Oh, and everybody had a Frisbee. It's great. And they'd bring them home and, you know, same deal. You know, they kind of linger around and, you know, look, do I, do I expect that somebody's going to be sitting in the park, they get hit in the leg with a Frisbee and they pick it up and say, oh, let me get a cleaning. But again, it's brand recognition that people remember it. You know, if somebody got, like, hitting an eye with it, would they sue you? I mean, I just can't think about all of the crazy stuff that unintended consequences that has to happen with stuff like that. I mean, I would share how you, like, will carry ink pens and, like, go into a bank and take all of their ink pens and replace them with your ink pens. So, I mean, you've got to get called out on that sometimes, right? So TD Bank, and fortunately, I don't know, I have a good relationship with the people in the bank, but I've done it a couple of times where I've gone in and if anybody's ever banked a TD, they're like, they're the pen bank, right? Like, they just, it's pens all over the place, pens, pens. So, I went to, believe it or not, I went to Citibank. I had an account at Citibank. I asked the teller for a pen, they gave me a TD bank pen. So, I go in and they have, like, a huge, I got a picture of it somewhere, but they got a huge jar of pens. So, I just go and I take them all out and I throw me the whole book of pens in there. And the first time I did it, nobody said anything. The second time I did it, I got a call from the branch manager and he said, listen, I get a kick out of that stuff, but you can't do it anymore. But you still got a chunk of pens out there. And you don't mind being a little snack on the wrist. I think you're a big enough personality too that people kind of expect some fun stuff from you and they don't take it in a bad way. They take it, it's fun. Everything that you do is in fun and it's just, it's part of it. So, it's not meant to be, and it is meant to get business, obviously, but it's done in such a nice way, a friendly, fun way that people can't get as mad as I think they might at other people. So, one of the things they did early on also, which is pretty inexpensive and great advertising, place mats at a diner. So, there was a new diner that opened up and so went in and I was a fan of the food and got to know the owner and said, hey, would you mind if I supplied you with place mats? And of course, the guy was like, for free? I said, yeah, for free. Place mats printed up and it had of course the name of the diner. And then you got your little tic-tac-toe games and hangman and all that other stuff and then boom, made in Hoboken. And I gave the guy whatever it was, 10,000 of them. It cost pennies, I mean really pennies and every table in the diner had made in Hoboken place mat. Coasters in the bars, right? Same deal. I bought a bunch of coasters and look, these bar owners, they get coasters for free from the beer distributors. So, they'll take them from anybody. They don't care. So, that's a good source of new business. But again, it's like, where are there a lot of people and where are they just going to see you, right? Like, I mean, listen, whenever I go, hold on, let me turn this around again. Nina's saying, she does that with beer pint glasses for restaurants and breweries. You provide the glasses, Nina? And if you do provide the pint glasses, tell us how much it costs. You know, again, the stickers, right? Yeah. You know, if I'm in a urinal and I'm standing here taking care of business, like I'll put a sticker right there for them. So, the next guy comes in. He's got no choice but to see it. Okay. Paul, how much do you spend on like this kind of branding, marketing stuff? Like, do you spend a percentage or what do you do? Yeah, I probably spend about 10 grand a year. I mean, it's, you know, it's not a ton of money. And look, anybody who knows me, you'll, hold on, let me go back, hold on. There we go. So, I mean, anybody who knows me, knows rather, rather excessive and I probably don't even need to spend that much. But, you know, like, I don't, you know, I buy in bulk just because, you know, you're going to buy, you know, 500 frisbees, you could pay a $1.80, you could buy 5,000 of them and spend 90 cents. So, I'll spend 90 cents on frisbees. But, I love a good deal too. I always do that. You know, a lot of the stuff is just, it's insignificant. You know, it's just cheap. I mean, look, you know, I don't know how many people have stationery, right? But, you know, and look, how many people are really mailing anyway. But, you know, anytime I have to put anything in an envelope to go anywhere, it's in a made in Hoboken envelope. Yeah. Like, why not? I mean, it's just, you know, get the name out there, get it, you know, wherever. I have a bunch of folders. You know, we used to, in the beginning, I used to go and see people, hold on, where? Let me see if I have a folder. There we go. It's a made in Hoboken folder, right? Oh, yeah. Used to go and give people, put this card in there, whatever it is. You know, now, of course we don't do that. But, because I am this excessive guy, I still have hundreds and hundreds of these folders. So, I give them to my daughter's class, and now every kid in class has made in Hoboken folders. They bring them home. The teachers love it, because it's like free stuff that they can give to kids. So, again, just constantly being in people's face, constantly. Do you still spend money on more traditional forms of advertising, Paul? Or is this what you do? So, yes, the answer is yes. You know, so I've showed you, hold on, let me see if we can, I'm going to have to turn you around again, hold on. Just so we know, we're, I got about six minutes left before we get to the hour. Okay, thank you. But we'll bring it all back again. This is, this is like part one of- Yeah. Because you're always hard with Paul. So, real quick, so the stickers, right? So these stickers are three and a half inches. These stickers are about an inch and a quarter in diameter. Okay. Right? Yeah. You know, and we use those because people, you know, get a little upset that we perform some origami on their toilet paper, right? People say, well, you know, look, if I'm paying, if I'm paying based on time, you know, and of course they think it takes 20 minutes, 30 minutes to make a flower on their toilet paper when these girls bang it out in about 20 seconds. So, so we switch over to stickers now. So what we do is just, you know, a little triangle and put a little bait and hope it would stick on the toilet paper. Right? And, you know, again, it's just kind of a hope or a like touch. And it's very, very inexpensive. So, so we've got anybody concerned that that was wasting two sheets of toilet paper, especially during COVID when you couldn't find it. I would just, yeah, you know, we do get, we, you know, we did get that, you know, people are like, you know, they get frustrated or whatever it is. And it's, it's few and far between. And so it's not that big a deal. It really doesn't matter what you do. People are going to complain. Yeah, you're not going to make everybody. Yeah, always. There's, there's going to be somebody. I don't know. I don't know how many people are into video emailing. But, you know, that's been another great source. Oh, there it is. We lost your phone. I can only draw them off of this by emailing prospects. So we've been playing around with Bomb Bomb. Are you guys familiar with that? Yes. Yeah. Yeah. And Bomb Bomb is great. I mean, it's a couple hundred bucks a year to join. It's like unlimited video emailing. And, you know, can always, can always draw up a new business that way. I mean, we've got 2,876 prospects logged in to our database. And, you know, every once in a while, just brought a little Bomb Bomb video. And there's always business to be had there. Okay, no more sharing. No more ideas. No more ideas. You're going to come back again. And we're going to pick this up. This is part one of a multi-part expose. Yeah. Because we have to go. We're out of time. But we definitely, what I would really love it, Paul, if next time we get you back, I'm putting together the schedule. Maybe we could get you back in July. And you could talk to us a little bit more about like how you come up with these ideas and, you know, how can we come up with these ideas? How do we channel our inner Paul? Yeah. We need something more than just, we don't really want to be writing you a $40,000 check. So we don't want to just be stealing all of your ideas. But we need to be able to come up with some great ideas of our own. We need to channel our inner Paul, like Tom says. So Tom, what would you say that Paul's method of marketing and branding is a good use of time during this, this, what kind of time is it again? Percentage of time with this COVID-19 crisis. Absolutely. Absolutely. You know, I mean, hopefully we're all getting a little bit bigger right now, actually cleaning homes and generating revenue. But this is still a wonderful time for us to be thinking out of the box and creating, you know, ways to make our businesses better. And this is, you know, I know like during foundations, you know, Derek, you know, does, you know, a presentation on Grilla marketing. And I mean, Paul like has just put it on steroids. Yeah, I think that we just take Paul, put him in the PowerPoint and that's enough. Like that's Grilla marketing. Do you want to hear what we've got coming up for the rest of the week? Sure. Well, tomorrow we have Alonzo Adams. And well, this is going to be a much heavier topic than today's topic, obviously. We're going to be talking about racism in America. I just want to use the plan on talking about on a regular basis about what's going on in, out in the world. Well, you know, whether it's COVID or right now we've got Black Lives Matter. What's important? And so on Wednesday, we're going to have Paul August. If you guys don't know him, you need to be on this call. Another great Paul in a completely different way, but absolutely another great Paul. He is going to be talking about growing your business during a pandemic. His business is growing and flourishing is yours. If not, get on the call on Wednesday or on the Facebook live on Thursday. We're going to have very night on. And I think that most of you know that Kerry Knight is very well known for keeping it real. She will give it to you like it is. She spoke at the convention and told everybody that, hey, it was hard for me because I thought I was the smartest person in the room. And I had to get over that to be able to grow. And her topic that she's going to be talking about is she wants to talk about the top three strategies that you can implement in your business right now to gain back all of your lost customers from coronavirus. So that's what she's going to be talking about. And she's going to be keeping it real. So she's going to tell you that they're not all coming back. You weren't always great, even if you thought you were. And she'll be talking more about how it was with her. And then on Friday, we have got another surprise guest. And for on the spot, I think you guys would all appreciate how great it was to have Paul on Friday. You're going to love our new guest as well. Oh, okay, Paul. What's her name? Nope. Here you go. What's your name, Paul? Luna. Luna. Oh, she's so cute. Tom has a new puppy, too. And her name is Molly. We haven't seen her in a few days. So we're needing our puppy fix. Yeah, she's cute. So, Friday, the hints. Do we have a good hint for our Friday guest, Tom? Well, let's see, your Friday, you said that this person was, you made a comment about their... No, I said Tom. Small. Small. Small. Okay. So, I've got one. Here's one. So, if I had to choose somebody to bet on, it would be this person. I would absolutely bet on this person in any situation. So, that's my next clue right there. Alrighty. Thank you so much, Paul. Paul, you're awesome. And you'll have to go back again. And we'll just have to pick up where we left off. And the story continues. Tomorrow is going to be really special as well. And I've been talking to Alonzo a little bit about what we're going to be talking about tomorrow. And we as business owners all have an obligation to step up, become as informed as we can be, and do the right thing for all our stakeholders. So, this is a step in that direction. I really hope that we have a big crowd tomorrow. Again, Paul, thank you so much. This was good. Thank you guys. We will do that again here real soon. We'll be here tomorrow at five o'clock Eastern. You guys take care and we'll see you tomorrow. Thanks, Tom. Thanks, Liz. Bye, y'all. Thank you again, Paul.