 Hey, good afternoon everybody time steward here. I'm with Liz Trotter our guest today is Ray Malasky, and this is smart business moves You didn't show us when we first came on together, what is your shirt set? So it says well, I gotta see it's opposite seven figure agency. So I I'm a mentor for the seven figure agency, which is a coaching group for digital marketing agencies If they're at a certain MMR they can come in become a member and then Adapt the seven figure agency system and scale the business This is a four-day event. They do three times a year. So right now I'm in in Miami This is the second event of this year and there were three or four agencies who hit multiple seven figures this year. So it's a You know, it's a big event very Regimented process for businesses like us who offer niche down services, right? So I run get cleaning clicks. My niche is residential cleaning services. That's who we do marketing for that's it If a plumber comes to me unless it's a current client, I can't help you if a roofer comes to me I can't help you, you know, and I refer them off to another agency How big an industry is the Digital marketing agency industry It's monstrous. So Reach local, which is yp. They're a fifty six million dollar company, you know, like I mean there's There's big money or eight figures plus Almost as big as made central them, right? One of our one of our regulars is on here, right, you know, I'm not sure I can I see a list of people somewhere They're popping up in chat in the comments If they don't hit us up in chat, we we don't know Somebody does but see we always come late. So our audience always You're like, ah, we got five minutes. Yeah, it's like playing chicken. So we have to come later And before you know it shows over we never start I'm going to see dawn for a three-day Ride-along at her business tom. I'm super excited and I think it's the act over Oh, that'll be that'll be in florida, right? Yeah You go for three days. What do you do is it consulting? Yeah, so it is Basically a deep dive in their business and figuring out like where are the where are the big problems Where are the bottlenecks that they need to get over and you know, create a plan for for fixing that I'm so excited So this was this was decided Recently, I hope Yeah, we just had our first call yesterday. Oh good. Okay. It's like, yeah We planned just three months ago and don's still waking up at four o'clock in the morning. No, you're gonna have to pace yourself down Right So, um, actually tom, I did want to talk about um issa's a event though real quick before we jump into things with With ray If that's okay. Oh, that's absolutely. Okay. Let's do that. Maybe I can even share a screen while we're doing this All right, that'd be awesome. So For those of you that don't know, we're gonna do this really quick. I'm so A quick a quick is relative by the way And that that's true, but I do want to be quick because I I want to hear What uh ray has to say I think it's super important for people to hear more about You know, um the importance of google especially With all of the different things that are happening right now with chat and people are a little confused So I definitely want to hear more about it. Um, okay. So the issa is a residential event The regional event is in charleston. Looks like it's on august 21st and um I don't know what the agenda is y'all can go and check it out. I know that you have to link Thanks, tom. Well, here it is. Oh, there it is. That's here it is. Let's see. Can we can we see that? Oh, there we go Oh 9 a.m. To noon Sharon tenberg is going to be training A program for how to train your teams more Effectively Oh, yeah, that's exciting. You know Sharon always puts on a good show All right, what do we got noon to one all the cast of keepers house cleaning tour? Okay, awesome and One to 115. Oh, we're gonna do an icebreaker. I'm doing the icebreaker. It's gonna be fun And then one 15 to two o'clock 45 minutes We're just going to be running your cleaning business a to z like hitting some of those Main points that you don't want to forget about and that don't get dropped Two to two 45 that's you tom. What are you talking about? Oh, let's see. What am I talking about? I'm talking about the future of business Yes, talking about the profit driven business model and There's a lot more to running a cleaning business. So how many homes you clean remember back in the day I'm going to digress a bit because I just can't like Be that snappy We would get together and it's like how many homes you clean a month and that was kind of the real thing, right? We want to we want to make some money at it. So we're going to talk about getting beyond just Cleaning homes to where the money is made Yay All right, and then it looks like you're going to have asha come up to and everybody loves asha She's gonna be talking about a culture of accountability. Oh, I like that You know, I'm thinking accountability If you if you've never seen asha perform on stage you're you're missing something she is energetic and fun and she does a lot of our live training and She's she's she's kind of the star of the show She's really good at just making it seem Easy right like she's just talking to you one on one And it's not just it's not just a presentation. She's like chatting with you. Yeah, I love that about her A lot of times it's the anxiety of gee. This is going to be hard you go into with the mindset and she kind of Takes your defenses down and before you know it you're kind of nodding your head. Yeah, I can do that Sneaks up on you. Yeah Some people are natural that it, you know They just get up there and they go and and they keep you engaged and you're like You know, you're listening to every word and some people are kind of dry. So yeah I like to I like to see that when I'm speaking and when I see people speaking Me too me too All right. So, you know who also is not dry gosha and rj. So they're they're up next winning strategy for your business I I actually feel like they are a great duo too, right tom. They're they play off of each other. Well There's a good dynamic there. Yeah Then a quick q&a and That's that's the event So, uh, I believe that there's a special still register if you register now It's it's $150 but if you register You can get it for $50 less If you add on there are other events So Look at that. So there are two more events Tom you want to talk about the main central live of that? Yeah, we're doing a main central live, which is an event we've been doing for a while now A few times a year and it's really a deep dive um design primarily for Companies that are using made central that being said we've had Companies who don't use made central attend the event and say that they loved it and get a lot of value out of it so As open anybody really wants to sign up for it, but it's uh, it's a two-day deep dive into to made central. It's uh We use the analogy it goes beyond Like the owner's manual of an automobile and it's more of the driver's egg course For for made central. Okay, so right after your event, which is tuesday and wednesday So we've got the issa event on monday your event on tuesday and wednesday. It's a two-day event It's a lot of info. I know to digest and then another two-day event with me Lead and manage by the numbers. So all of those numbers that you're going to figure out and learn how to Find and deal with going to teach you how to use those numbers to lead your people in a better way and to manage your business In a stronger way So that's that's three events by them all you get an even bigger discount. I don't even know what that is You'll have to go check it out. All right, so That's kind of an overview there. Yeah real quick. Yeah, it's a good week Yeah, it's gonna be a busy week. Yeah, it's coming up here in what a month Yeah, just about a month now all right, so I remember when I got into this industry about 13 years ago I had a I had a maid service and I believe this was Sharon Timber's last event She had it in west virginia and walked through out there to learn about hiring and how to hire and how to train This was when she had the the dvds that were out and like, you know, everybody Has them in the checklist Yeah, I still have those dvds. Are there even such a thing as dvd players anymore? They do exist. Yes. Yeah, I didn't get the ones on the vhs cassette tape I think I had those two Tom. Yeah, I think I didn't have those two Was that the speed cleaning? I think that was a speed cleaning Jeff Campbell, yeah That was before debbie purchased speed cleaning right now. She's upgraded obviously Yeah, I remember we bought the they like turned it into a dvd, but it was from a vhs of the speed cleaning and it was just It was like Kind of watch that video I don't know. Ray froze or I Ray you froze just for a moment there. Sorry. Yeah, so I had like They had like an 80s outfit on, you know, the big puffy hair. I mean it was it was tough to watch Ah, it's funny. I kind of wish I could see it now Oh, you should as you would laugh Yeah, I love that kind of stuff. Uh the 70s show I always like them a lot All right, so what what are we going to talk about with you, right? What do what do you have for us? What do you want to communicate to our people here? Yeah, you know, really, um What I see in the industry now, so we've been doing this. I've brand get cleaning clicks for now I'm running into that eight year And we have a lot of clients that have been with us from the beginning Um, and I see we're kind of getting into this phase where You know, everybody used to be at 400k Now it seems like a lot of people are at a million and they're trying to do two million Or some people are like 1.5 with goals of three, right? And and it's like You went through your first Growth phase That first growth phase when you start at like, let's just say 300 300 to 500 thousand to that Million right that can kind of happen quick if you have your stuff in order and you're with the right marketing company um We've seen it happen in six months with some of our clients and we've seen it happen in a year with some of our clients And we've seen it happen in a year some of our clients It there's a lot of areas, right? There's market. What kind of market are they in? Um, do they have the back ends of the business? We believe that coming in you know to actually scale those things um So i'm having the conversation with a lot of my clients right now They're in that One million trying to get to or one point from i trying to get to In that growth phase isn't as fast Right because you've kind of reached get saturation To some degree right you're not the new kid on the block anymore Did i freeze up You you're yeah lagging a little bit. I don't know if I don't know what your internet connection looks like there was anything that you could do to Help without a little bit. I mean it's it's workable, but there is a little bit of a lag All right One really nice thing is when you're free almost always freeze in a freeing position You know there's great you ever pause the tv in one of those awkward situations when they're like in the middle of eating An apple or something and you're like yeah, it's kind of Cringy. Yeah Whenever whenever I freeze it's not ever that graceful Yeah I'm the one that doesn't freeze well you freeze fine. Tom. You pretty much always have that nice face on I'm always like some kind of animation Something right. Yeah well, uh, what's the thing was um The the conversations that i'm having now with clients They're over the one million trying to get to two or for more And that growth is a lot slower than it was to get to the first million Right because you're not no longer than you get on the block You you're dominating your market in the math pack in organic. You're running paid ads You're doing local service ads everything you can do on the first page of google. You're doing it all You're you're maximizing your budget. So what next? What's the next phase that you do to step it up and tom you're the master of this new location right So if if you want to if you want to scale faster Just simply start a new location pick it within a a relevant Area where you're not competing against yourself, but it's a new target market Right here that was that's all you got to do is like you make that sound so easy Well, I know that uh raid works with a few people in my circles And they're doing yet and it's it's working and they're they're having uh, you know some success with this strategy. So So how how do they go about like when you say just start in a new location? Ray, what what does that mean? What are they? Um getting a whole new office. Are they you know, how does that work? Is it like so just scratch in the world's environment now You you use to get away with like a p. O box or use an apartment address or a home address for your google my business The google my business will be the number one lead generation for your business hands down If you're number one in the google my business That's where the majority of your leads come from. I have data all over pointing to this Every market you could think of so You're expanding this you're looking for something Close, you know, maybe 20 30 minutes in the next biggest city maybe Um could be a suburb depending on where your location is And then you're doing research, right? You want to see what the population is What is um the average revenue for the people that live in that area? Is this where your cleaners are coming from or is this where your Clients are coming from because typically those are two different locations So you want to you want to take research and do your due diligence on the location that you're going to And then decide to pick from there and then once you do yes, you're opening another office So you're opening another office at that location and then targeting that office at that location All right, and are you fully are you recommending or seeing that people are fully staffing that office? Or are they lightly staffing and still using their main office as where things are are The main operations are We are is there a way I could pause my video maybe If if you you need to you you could that We're maybe help with the lag Yeah, hold on one sec here. There's a there's a Oh, and now it's gone all the way down. All right. Well, I um I can just go on from here just a little bit just because I do work with some people that are working with ray and are using the strategy um, I know that What what I've been seeing that they're doing and I'm not you know hands on with every single thing Is there? Oh, there we go. There he comes back Hey ray, can you hear us? Hear us, but we can't hear him Yeah, can't hear you yet. All right, so oh, there he is All right Let's see if this works. I'm sorry about that. Um being at the event. Uh, I'm connected to my cell phone wi-fi. So You know, unfortunately, um, kind of a victim of my environment We appreciate that you're taking time out from your event. Yeah, no kidding Thank you so much. We'll be far. Yeah, absolutely man. I love you guys I've been following you for years, you know, we we don't chat probably as much as we should so, you know I didn't want to miss this opportunity Well, we appreciate it. How we really do All right, so I I was getting ready to say ray that um from what I've seen with the people that are working with you They are they're they're getting an office, but they're not having to fully staff it and do all of the work there They're still doing the bulk of their operations from their main place. So it's not like they're You know troubling other from there Yeah, you do not have to staff this office the sole purpose of this office is simply to expand the business and with uh, The way google manages the google my businesses and they're trying to fight spam You literally have to have a legit office if you're gonna if you're gonna spend thousands of dollars with me to rank your business in that area I don't want it to disappear one day Right. What's the point? You know all that work for nothing. So we might as well just follow the guidelines do it right The location will eventually pay for itself yeah So back in the day, I guess you could like go to some type of shared office space arrangement and For some modest amount of money get an address But google's really crap down on that. You can't do that anymore. Can you know So back in the day it was po boxes. You used to be able to use po boxes for fictitious shared addresses You can use a shared office space now that is within google's guidelines However, you have to be able to man a person at that space and have a specific space for your customers to come In their theory, right So that's like katie tom katie is in a shared office. She has two offices in a building So it has the office This is in dember She has two offices in the building. She has like the same address unit c and unit f For example, um, but she is making that work with no problem. So As long as it's someplace you can It sounds like inhabit Then right there a person can be there Then you're good to go What what about What what about these offices where you kind of share like a Um, a conference room, but that's about all you don't you know, so You can play the system Right. Um, you could go to one and say Hey, I want to rent an office for a day And then you mock it up and you do a video and you submit that video and they prove the google my business And then you just go to the shared space, right? um But you know There's risk there Yeah, it seems like anytime you try to gain the system it comes back to bite you in the button some way, right? Just Do it do it the way Okay, and you don't want to take a chance of uh, you know getting Put in the penalty box with google that would be expensive Yeah Yeah, expensive and the nightmare because now you lost all this business for your clients too, you know Yeah Uh, I yeah, that would be horrible. I um We have known a few people that have gotten into trouble with google google Um, and the ones that I could think about up on my head were through no fault of their own actually somewhere They have them and That's a nightmare, right? It is and that's why you have guys like us who know what to do How to do it, you know mitigate the risk Maximize the benefit get the leads grow your business. That's what we do So there is something that I would love to talk a little bit about on on the podcast if you don't mind um, a lot of people are really confused about Uh, like like who do I need to hire if I What what do I need? Do I need to hire someone for seo? Or do I need to hire someone for google ad words? Or do I need to hire who do I need to hire and how do I make that decision? And what are all those I think you use the term digital marketing ray? And I guess that could imply a whole lot of things could you just kind of walk us through all that? It does really so you have your seo specialists out there that all say he was seo You have your google ad specialists that all they do is google ads. Those are typically not companies They're usually small people that just specialize. They're the technician, right? They're the ones performing the tasks. Maybe they have a small team, but they're they're not, you know, really big um The larger successful agencies do full stack services. So we do google ads We do seo. We do web design. We do sales automation. We do emails You know, we do facebook ads We literally split test everything every month is a new split test in every division for us Is this working? What can we do better? Did it do better? No, okay, great. Let's go back do another test Oh Can you say split test just to make sure that we're all on the same page? Could you kind of explain what that looks like? Yeah, so let's just say for google ads, for example, right? um You run ads to the home page of the website And track the conversions and see how many leads come through and then you build out a single landing page And then you run the leads to them and see who wins Are you getting more leads from the website or the landing page? Right, and then you make a decision on where to move and there's a lot of variables there How well known are you in your market? Um, you know, it depends on the quality of lead you get you can if you have a better brand and people know you more You're gonna get better leads, right paid ads seo no matter what you're doing So that would be an example of split testing okay Glad if it was seo would be some like very technical stuff in the background, right? Like we would try this link strategy and if that didn't work we try this link strategy, right? And just keep split testing to see what signals google google is firing off of So so you mentioned a better brand you get better outcomes. I guess that makes sense if You pop up in google and there's multiple choices But it's like hey, I've seen that name before the likelihood of and I guess there's a trust factor and all of that so you know You know, I remember a time when digital marketing wasn't even really much of a thing. It was an analog world Um, is there still a place for analog marketing? I think so, you know, um People often say where should I advertise and I just say everywhere you can afford to possibly be right? but You put the most money into what gives you the most return um The thing that's hard to measure the brand awareness Top of the funnel stuff like people that just touch your brand for the first time Is that a postcard that came in the mail? That could be right? Is it google when they search it? Is it you going into your neighbor's house and they see in your vehicle out front right? It all depends where they touch your first your brand at and if you don't have a branded vehicle They're never going to see it and if you don't have a mail are going out. They're never going to see it So the just be everywhere you can afford to be So that is uh, like daren hardy's advice too, right? Like decide what you can afford and then start hitting all of the different Venues based on what's getting you the best return so Right if you're getting a really good return in one area Try something else, but don't continue spending money in an area that isn't isn't getting you the money So the tracking is super important Yes for people to know like where to spend their money, right? Right. Yeah, so we use call tracking with our clients so Every advertising platform they have has a unique number to track where that stuff's coming from So when we analyze the data, we know where the leads are coming from All right, so back to my question from before Um When people they know they need to spend money on marketing right? I see people all the time They're like, I I never so I I work with a company right now That is about two and a half million dollars and they've really never spent any money on marketing And they're like, okay. Now we need to Just bought a new Duke. They bought a company And they're ah, we need to spend some money But they don't really know where to spend money and So what do they do first? Do they how do they Know It's not an easy answer because you really have to look at how they're positioned. Um, A lot of these people When they first started their business is super old And it ranked and it never not ranked So do they need SEO? Maybe not it is possible Um, if there's not a lot of competition and they're you know, they're ranked number one in the google my business And organically underneath maybe paid ads is the way we need to go. So it really depends on your market You look at the website is it converting at 20% if it's not converting at 20% it's broke fix it, right? Um, maximize the traffic you're already getting before spending money on marketing In my opinion Okay. Yeah, that's a that's what we teach everybody too if you're if you're not converting Don't keep pouring more money in because you're voting for something else's business then Somebody else to get the benefits of that. All right. So I I like that. So if so that would be the first thing that they would look at is Your conversion, right? How are you converted converting? Yeah, look at the traffic you're getting And this is the problem is they just don't know these numbers They don't have google analytics properly installed. There isn't proper Tracking in it. So then they come to me and just they don't have those answers So I have to answer that for them, you know, I go in I look at the market Based on my research and then give them the opinion of what I think that they should do to move forward Okay, so another thing This is another question that I see people ask all the time is Well, it's working really well for them, but it's not working for me, but it is Very different in different areas, right? There's a lot There's a ton of variables and not only that it's sometimes it is working and they don't even know it's working Right Pay attention to the monthly reports that are coming out And they're not watching their sales and they think it's not working when it actually is and it's really internal systems that are broken Right. So that happens Probably 20% of the time for the customers that we have an issue with Okay So do you do you find that sometimes it kind of ebbs and flows as well? Things that didn't used to work now work and things that used to work don't work and I mean, you've got you've got clients all over the country and that kind of Changes as well, doesn't it it does, you know, you have seasonal fluctuations, right? Some are more weather dependent than others. There's so many variables. It really It really goes on a per case basis and what that scenario is I can say I would say 95 of the customers We choose to work with because we're picking on who we work with now End up flourishing, right? There is 5% that don't though for many reasons, right? Maybe they they're budget conscious and they need somebody who's cheaper, right? Maybe They don't see the value in the leads that we're bringing and they're they're a hands-off business that true story that happened Four months we ranked them in four months their phone calls went from 30 to 127 And he said I don't believe you and I'm like they're all recorded. They're right here He was hands-off had a full-time job had a va running it wasn't holding the va accountable What could you do? Right? Yeah, so his oils didn't reflect the leads because his va wasn't following up and he wasn't holding them accountable There's nothing I could do for you Yeah, that's sort of a Something that doesn't change is that the numbers are the numbers are the numbers Right, so whether or not you're tracking them whether or not you're looking at them Whether or not you're interpreting interpreting them correctly those things can change But the numbers are the numbers if you're getting you know This many google leads that's how many leads you're getting Now there is a difference in leads though, right? So a google lead in my mind is worth a lot more Than a lead that i'm getting from like yaks Sure Yeah, well one you're probably not getting leads from yaks. Um yaks is a shame in my opinion, but um It's literally just a citation builder There and this is here's one of the problems in the digital marketing space Okay, you have large companies who sell seo for 300 Then you have companies like me that are 1500 to two grand a month. What's the difference? Right. Well, they're connecting you to yaks Marking it up making 250 profit and calling it seo and in fact, that's not really seo where I have a team of seven that that's all they do is execute for our clients, right? They're building backlinks. They're doing outreach. They're Creating content. They're building pages. They're researching. They're watching, right? There's a big difference between the different kind of marketing agencies that are out there. So and what seo is So if you're a Business and a lot of our audience is cleaning businesses. How do they know What to look for? How do they know what they want? Uh, do you just look for the most expensive place and go with them? I mean that's Do your due diligence and you know that liz you've you've probably been through a couple yourself, you know, so but but i'm asking for you to tell the audience because It you know, they they don't know they really don't Brother hear it from you ray than hear it from liz Yeah, they don't want to hear it. Yeah, I get you I get you so It it really starts with the conversation Like do you know I can trust the person that you're talking to you know Do they have case studies in that vertical? This is why I chose to niche down and clean I can talk cleaning. I love cleaning. That's the industry. I love It's the industry. I know like the back of my hand and I can help clients rank like that, right? Yeah, so And because of that I i'm a specialist in the cleaning industry where you could go to an agency that does plumbers and cleaning people and and all kinds of different things They're missing some of this low-hanging fruit that I have Right there. I know every single long tail to rank for and they rank quick Right, I can get you ranked like right away for certain terms Where other people don't necessarily know that right so Yeah, uh, it really depends. You've got to talk to them. You've got to vet them The cheapest is definitely not the best So cheapest isn't the best but the most expensive is obviously Not automatically the best either. So what you're saying is it's a conversation Make sure that you trust the person vet them by talking to other people who's using them Who do you know that choose them? What kind of results are they getting? and then Crush your fingers and yeah. Yeah, there is a little bit of that Well, it's kind of scary because Any SEO company that you contact is going to tell you yeah You're just gonna have to trust us for 90 days Right or you know, they're gonna tell you your SEO company is doing a horrible job and we can do better A lot of times that's the truth though honestly when I look at a site I'm like, oh my god, what are they doing to these people? But uh, that's not always the case, you know, I'm I come with a mindset of plentiful Right. So there's enough business in this world for all of us to thrive together um I want to do my job and people liking me And me delivering amazing results for them. That's why I do what I do And uh, not everybody's positioned the same, you know, some people just want a business that pays their bills And they're they don't really care too much about the customers and heavy on sales In account management, but light on delivering, you know, where I'm kind of heavy on delivering in light on sales, right? um, I don't need a ton of clients to succeed and uh, I'm happy where I'm at even if I never get another client. So um I have no pressure to sell so The the title of our discussion is leveraging the first page of google for your cleaning business And I know that because it says it right up here on my screen. Um Do we I don't know when this happened, but I noticed this a while ago Like google doesn't even have a first page anymore. Does it doesn't it just keep scrolling? Um Well, so on mobile. Yes, it's like the infinite scroll. So just know this Uh after 10, that's page two After 10 position, that's page two I'm looking on my desktop though, and it seems to just keep scrolling too Oh, is it? Yeah, it could be on your desktop now yeah, but um I guess the the the bigger point and I don't I don't want us to uh To wrap this without spending a little bit of time talking about AI How is that changing digital marketing and what do we as cleaning business owners need to Be aware of and be just be thinking about in terms of what the future is going to look like Need to do to prepare In the digital marketing space it's there isn't a ton that's going to help you now Two three four five years from now. Oh, absolutely. I'm sure this is going to be a game changer I mean I could see I could see it writing programs Tom like you may not need a developer or you can go to chat gdp and say I want a new function That integrates with dial pad and you know, there it is. Um It it's kind of scary actually We leverage it for Topic generation so it will go out and search certain topics for the cleaning industry But we still do everything manually in house. We don't use chat gdp for it yet I don't think it's there and it's still kind of unknown with google so It's about 50 50. Some people think google is completely okay with it and some people think google is not I don't know that answer yet um Even if you test it and see what the results are now, I don't think that's going to give you what google's long-term thoughts on it are So i'm being very conservative on testing this Um, definitely not testing it on client sites. We're building test sites and then seeing how google is reacting to those um But you know, it will it will help cut down content syndication and content creation um Things like that but as far as anything else, you know, I I don't think in the near future There's really anything other than maybe like chat communication You know creating sales bots things like that. Um That's probably where the biggest Influence that it will have moving forward for the cleaning business owners because those chat bots like I've read some studies on them Man, they they're like closing 20 30 higher than a normal person It's crazy Yeah Wow, that's a large percentage. I had no clue Yeah, you have any first-hand experience with that in terms of like vendors if anybody wants to explore Chatbot, how would they go about doing it? So i'm literally just dipping my toes in this water right now and I don't have that answer for you, but There are courses out there Um that you can buy. I don't know the exact ones at this stage that teach creating sales bots and chat gpp and things like that um You know, there were companies. I just sent an article to my brother. He owns a foreign store and we were talking about this and A company fired 99 of its support agents Using chat bdb Like That was a flooring store. You said Well, he he has a flooring store, but no, this was a I don't know if it's a technology company I'm not sure what the company was, but um, they were able to literally Eliminate their support staff because of it so Chats gun is forever Yeah, yeah, it's like, you know, um It's kind of surreal right we're here We're you know, all those movies in the 80s that you never thought those things were going to come to fruition Well, we're kind of getting there Yeah, here we are. Well, uh, I know that a lot of people are happy that Uh chat hasn't figured out how to clean houses yet No, yeah Or build houses or mow your lawns, you know, I mean Thank god the the service industry is protected for a very long time. We're good. Hopefully. Yeah, hopefully Uh, unless robots can do your job And you're you're gonna be okay for a while Yeah, I get a little Jason's action going on and uh mixing, you know, you'll have what is it rock? Was it? I mean a little but I can't remember Just what the robot's name was that the maid was on the Jetsons Rosie Rosie Yep job, Tom. Good job Yeah, we're not quite at the jet jesson stage yet, right? But I do remember when the Seeing people on the phone was crazy on the jessons We're talking about seeing them at the same time. I remember thinking I could never want that Right And here we are. All right. So, um, when we're talking about being the first page on google, right? And so that is Uh an seo job, right, right? That is Not first page and paid ads Okay, and paid ads. So, um paid ads. How do they contribute to being And and you're saying that the first page is that the first 10, right the first 10 listings That's how you're kind of defining the first page now that it scrolls forever I'm sorry. You cut out just a little bit. I couldn't hear you Uh, okay. So I was um saying that I think your definition of the first page right now is like the first 10 companies that are listed. Yeah Yeah, so well, it's a little bit different. So the very first section is local service ads Yeah, that is google's paper lead Right. So you tell google You tell google. I don't want to talk about this anymore. I'm I'm gone So tom, do you know, I don't know how The google paid ads impacts being on the first page. Do you? Well, you've got uh like the google my business the google guarantee at the top that Put you at the very top And sponsored ads will be The first several ads are typically sponsored which would be paid ads. Those would be like adwords type ads So, um, so when we're talking about the first page You're including the paid ads then because I know a lot of people don't consider Them even part of the page just because they think people scroll right past those But you see you look at the data all the time. That's that's not true. Is it right? percentage will click So a small percentage of the people that are there will will click on the paid ads But the both will Can you guys see me? Okay? Yeah, you're you're there now But the good news for the for the adwords if they don't click you don't pay Yeah, they go. Yeah. So that's what they consider impressions, right? So it shows how many your impressions are always way way way larger than the clicks because your ad shows on the page But nobody did anything So, uh, they did a study a few years ago that say 20 of all searches will click the paid ads 80 go to organic. All right. So that's what I had heard too 20 on paid 80 on organic. So a lot of people don't don't worry about being in the paid ads as long as they are On that first page, which is sounds like it's now 10 10 10 businesses. Yeah but I don't know Which is three and then they can blow that I and there's this is another piece that a lot of people get confused about the map pack is different for different keywords right, so the map pack is different for Cleaning company in Baltimore versus made service in Baltimore or right, so That's another It's tricky too. Um, Basically what I have found out is if you go after the three core terms, which is made service House cleaning and cleaning service and you pound away on those you'll end up ranking for the rest Okay So google's smart enough to know that those words are similar to other words, right? So you're looking for it sounds like made service. What'd you say made service cleaning service and house cleaning? Yep Yeah house cleaning. All right y'all. So you heard that For those of you that are doing made clean and made company Or cleaning company if that's where you're putting all your efforts sounds like change your efforts a little bit and those will automatically rank I put your puts on that on the top of three things. Okay, and it's that pretty consistent across all the different locations, right? It is. Yeah, so What sometimes weird things happen. There are anomalies Where like you can't get it to rank for like maybe made service near me, right? um Where you would have to then specifically target a campaign for that term and then try to get that to rank too uh, but sometimes they play naturally and just automatically happen And as there's no rhyme or reason to that like our big cities more inclined to not have that happen than small or no no, it's it's like As smart as you think google is sometimes they're not that smart um, what? only knowing this from a A technical SEO standpoint, right? There's Things that we look at every day and you're like that just does not make sense. Why is that happening? right They're building an algorithm To deliver results based on search terms and they're really just developers in the back end building this code that Takes whatever you put in the search term looks at your location Maybe even your demographic right depending on how much data they have on you to show you those results Okay, so You know every time I start talking about this I start out feeling like I know exactly what to do It seems pretty easy and then you talk about it a little bit more and that's like, um, I'm man You know Yeah So, you know my takeaway from from that is it's uh Important to to understand a little bit about what it's about for sure But for most of us we're better off Bringing in somebody who lives in this world to to manage our digital marketing and We should focus our energies on Actually building, you know running our cleaning business. Um Ray that's what you do, right? That's exactly what I do and I have a theory about this and it's called when in doubt hire it out So, okay At any stage in your business whether it's something that's Going on in your back end when you're in doubt hire it out, right find lids Highter her to come fix this for you Um those pains that are sitting there on that shelf that you're not addressing are costing you money So, yeah Tell us a little bit about your your your business, right? Uh, what services do you offer and how does the You know if if if someone's looking for for for for digital marketing help or just want to learn more about it What uh, what's the best way to go about that? So we have a great blog on the website But you can literally click the start here button that goes to our strategy session page where you fill out the information And then you'll be in contact with uh myself Well, we're review your business information go over your market like liz and I were talking about earlier And then decide what plan would be a good fit for you Okay Yeah, that's my office. So that's where that's why I have good internet I don't know what happened, but all of a sudden you're a lot better than you were Yeah Thank you AT&T gods I also it looks like you have um arcsy on your site And I see clearly we can see that you're cleaning related, right? Absolutely Cleaning business. Yeah, it's awesome. Yeah They have a new logo now issa residential Oh Need to update that Yeah, but I think everybody still remembers the arcsy Yeah, this still works. I say it all the time me too. I try really hard not to and it sneaks out all the time. Yeah All right. Well, this is cool. I think that uh, we've given people all More information than they probably want because this stuff is just so I'd say it. I know it's your business. I know you love it. It's your passion, but man, it's dry, right? This stuff is dry You know, it's kind of like Some people don't want to run a cleaning business, you know, and some people want to own agencies So it's just like kind of pick your poison, you know on the technical mind Um, yeah, and it just you know, but that's the way it works for me Yeah, you got to find people that uh like to do what it is that they're doing The people that I know that work with you absolutely swear By you and your service and I'm the one that gosh, I don't know if I can I've ever not mentioned any names, but you can mention names No, I like to keep my clients uh, um, you know information out of there If if you don't like me and if you don't like the services that I offer you don't have to buy for me, you know Um, you sound like a cleaning business owner right there, right? Right I was for many years Yeah, that might be why oh, you know, I did have one more I did have one more question. So we were talking about So you you manage all of the stuff like you do ad words you do seo What if somebody just needs to get google guaranteed do you do that? Or is that something they should do themselves or how does that work? I mean we you know I do have an sop that I could give out for people like that that just want to do some kind of um One task or just start up like the the local service ads That's usually in the startup companies right where you're just kind of getting your ground Uh, your feet wet in the business Perfect solution the whole way for that like perfect Um, so yeah, if you opt into my emails on the site or download our marketing guide then you'll You'll get uh all those tips and tricks coming coming your way Okay. Oh, that's good to know and that's where is that on this site if you scroll down a little bit It's about halfway through there Get started here. No keep going. No keep going I know that guy Yeah, he's a tough cookie, but I love him right up. You just passed it this up a little bit more Right there Okay, yeah, make sure you're staying on top of your competition. All right, so fill this out and get the Get a cheat sheet it sounds like and it sounds like they'll get put into your nurture sequence Yeah, yeah, and we have a 52 drip campaign. That's hopefully full of uh, great information for you guys Nice, I love it. You know, that is one thing that I think chat has been really good about is Who doesn't have a nurture sequence now, right? It's easy to get those two things to send out there All right Okay, I I love this I feel like we've given people some stuff if you're if you aren't working with a legitimate Company and you're struggling and you don't understand why you're not getting sales And or you're not getting leads Then here you go y'all right stop at at some point you just have to stop doing the same whole thing Start yeah What what's the saying? What's the saying again, right? If you went in down higher it up Yeah, there you go. When did I went down higher it up? I'm writing it down so If you want to want to talk to rang get more information. It's uh get cleaning clicks.com it is in the chat um and again for anyone who Would like to come to charleston in august. It's a beautiful time here in august If you like We're inside they call it they call it air conditioning. It's fine And you do have good air conditioning at castle people. So I gotta give you that So I'll uh, I'll actually drop the link to the registration page for all the cool stuff that's happening in august With that, I think that we are at the top of the hour We are we are Ray, thank you so much. This was cool. Appreciate. Yeah, absolutely. I really appreciate it. Love you guys and you know Hopefully we can do this again soon Yeah, absolutely, and thanks for taking time out from your event I really appreciate that I need to go there. So All right Thanks, everybody. We'll talk soon. See you next uh, wednesday five o'clock easter. Bye. Talk soon don