 This is George Gao. So imagine that you had a group of people who got to know your services really well and were out there selling your services for you for free. Now you have that group of people they're called your clients. Okay. Really think about this. Your clients are the people who get to know your services well and then they are out there just in their daily life talking to their friends talking to their colleagues whenever the problem that you help your clients with comes up they should think about you because you're the one helping them with that issue. Now this only happens if you have made your services or if your services are effective and delightful. Okay. And so I think that there's not enough conversation in the marketing conversation and when people talk about marketing and getting more clients there's not enough talk about making one's services more effective and more delightful because again if you don't if you aren't doing this on a regular basis if you aren't looking at your services and your interactions with your clients on a regular basis and seeing how can I make this more effective how can I make this more delightful for them how can I make every single touch point with my client more delightful for them if you're not doing this on a regular basis you are basically wasting a whole group of ambassadors who took the time to really get to know your services from the inside so they can out there are actually more qualified to sell your services than anybody else on the planet so if you're not taking the time to actually improve your services in that kind of way with that kind of foresight and insight then you are you are wasting a big part of your marketing opportunity so that's what I want to encourage you today is to is to take take some time at least every month you know if not every day after a client call or after a client meeting to say how can I what's one little thing I can do to tweak my the experience my client has with me to be more effective or to be more delightful if we all do this our services will start to sell themselves we don't we don't have to do as much marketing as not as much selling so I hope that this video is encouraging for you and until the next video I wish you joyful diligence in improving your services take care