 Cool, okay. So when it comes to like promotions that are time-sensitive, that are time-sensitive, right? When you come in here and you create a custom audience, you wanna always make sure that you adjust the days. So for example, if I'm coming in here and creating a custom audience for a video of the days. Oh, yeah, yeah, yeah, exactly. The days, so I want people who viewed at least 25% of the video, yep. Yep, if I go to, let's go to any of these pages. Let's see, let's just say this one, for example. And if I go with this one, and then if that happens to be for the month of October, then I better, and right now we're at the 27th, you know, I'm gonna just probably go back 27 days. Anyone within the past 27 days who have viewed that video, make sure they're in that audience. And then I would be very specific with the audience name, you know, 25%, 25%, 25% Video views. Video views, video views, and I'm gonna go 27 days, October. Yeah, yep. You know, so then now, and I would start this in the beginning of the month, right? I wouldn't start this at the end of the month. I would start it November 1st, and then just put out a new video, a new video, a new video, a new video, and just make sure these days are changed, you know? Yep, yep. So, and then also always exclude, you always wanna exclude, actually on videos, on videos there's no exclude, but on the links, when you're, yeah, there's no exclude on the videos, but if you're doing custom audiences on the link, on the landing page, for example, you always wanna exclude those who landed on the thank you page. Right, so you do that when you're at the ad set level. No, you're doing that on the custom audience. So for example, like- Oh, you could do that in the custom audience? I thought you could only make that change in the ad set level. No, well, yeah, you exclude it there, but you wanna create it first. Yeah, yeah, yeah, you create it first, and then you exclude it from over there. But the way you- Oh, okay, okay. Yeah, but over here, for example, like this one, this is landing page views only. So what I did is I, there's the landing page, there's the landing page view, but then I exclude anyone who has landed on the, and that's not even the right one because I just changed the page. Let me make sure I update this. I'm glad I'm looking at this right now. So these are landing page views. These are people who have, and I'm going to exclude, let's go to this one. Okay, so anyone, so this is, I got my squeeze page, my landing page, and then I got this page right here, okay? So that page right there is anyone who landed on the thank you page. So these are people who opted in. So people who opt in, they go to the landing page, and then they opt in, they then land on the thank you page. I want to exclude the people who land on the thank you page because those are leads. This audience is landing page views only. I didn't know that you had that in Facebook, holy shit. Yeah, bro. Like you don't want to create an audience. Like you can exclude, yeah, I didn't know that. Yeah, yeah, you have to exclude the leads. Yeah. And then title it very specific. These are landing, because when you think about it, look, if you technically think about it, look, there's multiple landing page viewers. So when we're thinking of a quote unquote landing page view, okay, a person that goes to your landing page but doesn't opt in, that's a landing page view. A person who goes to your landing page and opts in and then goes to your thank you page, technically they're a landing page view as well. Yep. So those are, however, those are two different types of people. So if I'm creating an audience of landing page views, I need to also make sure I exclude those who actually opted in. Right. Right, because if they already opted in, there's no sense in trying to target them again. Exactly. So now at the ad set level, now you exclude, well, actually no, you don't even gotta exclude it because I already excluded it here, but who you exclude, who you exclude is the leads. So for example, this right here, let me refresh this page real quick. The leads, look, that's anyone who lands on, can I edit more than one audience? Okay, so Facebook is still, oh, actually here we go. Look, look, so I come in here, this is leads. So this is anyone who landed on that page. That's all it is, is leads. So there's no need to exclude anyone here. This is one specific audience. These are people who landed on my thank you page. Those are leads. So yeah, so now when I go into ad sets and I go run that ad and I'm in the ad set level, I exclude this list. I exclude this audience. Yep. Very specific. Yep, makes sense. So this is a whole new campaign that I'm gonna be rolling out soon, but yeah, I've already set up a few audiences, but yeah, website visitors, this is something, this is, yeah, I can get rid of this one because I already have it up here. This is website visitors only. So I delete the website, visitors don't need that one. Okay, so yeah, these custom audiences, man, super, super important to segment, you know? Yep, yep. You recorded this, right? Cause I'm, this is, I'm gonna go back over this again because you're showing me some stuff that I didn't even know about. I didn't know you could, I know you could exclude people, but I didn't know you could exclude people who landed who's from a landing page. I didn't know that. Yeah, bro. Yeah, yeah, for sure. I've been studying Facebook for the longest while now. Yeah, yeah, that's very important. The audiences, very, very important. So now when I go in and let's just say, let's say we go from the, from the top and we come in and we just hit the green button, we, you know, we go and set up an ad. Now, yeah, at the ad set level, what I'm going to do is I'm gonna just exclude, and then that's something you'll do from ad number two and on. The moment you start getting leads, like let's just say you run ad number one and you capture some leads and so now we're gonna go on to ad number two and now we're gonna start capturing more leads. It's really from ad number two and on where you'll always, always exclude that audience. Exclude people, yeah, yeah, yeah. You'll always exclude that audience, that specific audience of leads. You'll always exclude them. And then you'll always include your landing page visitors. You're right. So down here now on my custom audiences, what I would do is I would just go to exclude and it's always the leads. So it's always the leads. That's its own audience. I'm going to always exclude that audience. Right, beautiful. You know? And then always include, always include landing page views only. Right. You know, so always include that in every ad from your like ad number two and on. And really it's when you're retargeting. Like you'll run, you'll wanna split test. This is all split testing when you're retargeting. When you're retargeting, when you're going out for a cold audience, you're always running conversions. And then when you're retargeting, it's traffic. Right. So when you retarget, just traffic. Okay, okay. And this would be... I thought it was vice versa. I thought it was traffic first for cold audience and then conversions for warm audience. See, that's what some people say, but my mentor where I learned from, it's the odd, he does the other way around. So he won't have straight conversions from the beginning. And then retarget with traffic. So, and I spent $5,000 to learn that from him. Oh, shit. Yeah, so that's the advice that I got, but this, and this would be one ad set. So one, another thing, you wanna be doing multiple ad sets. You wanna be running three to four ad sets. Right? And so this would be one ad set. I would just retarget. I would just retarget. You know, retarget and leave it as is. Retarget your audiences and that's one ad set, you know? Yeah. Or that can be one completely different ad because you're retargeting and you're running traffic. Whereas the other three ad sets could be new audiences and you're running conversions. So this actually to tell you the truth, this wouldn't be one of four ad sets. This would be its own ad. Like completely on its own because the objective is traffic on this one. The objective is not conversions. Yeah, okay. And just test it, test it, test it. Go back and forth, test each one. You know, run traffic first and then see if conversions is the second one you run. You know, but the advice I got was, yeah, the other way around. But again, testing, testing. Yeah. And then I'm in a super advanced Facebook ad training from November 5th to the 9th. So I'll keep up to date with what I learned on that too. Oh, nice, bro. Yeah, I joined this Facebook challenge. And it's with a pretty freaking well-known guy. Like this guy is like crushes it. He's been crushing it for 20 years online. What was that? Frank Kern. You know, Frank Kern? Yeah, I heard of Frank Kern, yeah. So I'm in one of his Facebook ad challenges which starts on the 5th and he's just gonna teach how he runs his ads. That's all it is. It's not really a full course. It's just freaking over the shoulder watching him how he runs his ads like in real time type of thing. So I'm expecting to learn some stuff from that which I'll definitely share with you for sure. I guarantee you that people like Frank Kern, because I'm in the genius advantage, Billie Jean. I'm a lifetime member. Yeah. I just went hard and decided I was just gonna bite my lip and spend the 3K, right? Yeah, I'm right here. I got his legacy bundle. Yeah. He's really good too, man. Billie Jean crushes. Yeah. But back to what I was saying, the underlying with people like Frank Kern and what I've been noticing, people like Billie Jean, running ads on Facebook, believe me, the successful people who run ads on Facebook are the people who do it from a psychological perspective and not just running ads. You see when you know the different tools on Facebook and know what part of the human behavior it targets, you can put those in the right place, bro. Yep. You're golden. You're golden. Yep. And that's one huge reason why I truly believe that it's all about personal branding and putting yourself out there. That's why I'm recommending that the tea owner, I'm recommending that she puts herself out there on video because that connection, people are gonna connect with her. Is everyone gonna love her? No. Does she need everyone to love her? No. So it's like, dude, just, I truly believe personal branding is everything because the small percentage of people that are actually gonna like you is a lot. You know, it's a lot. That's why we're dealing with the internet. We're dealing with billions of people. So it's like, even when you're targeting a local area, you're still dealing with hundreds of thousands of people. It's like, if we had an extra, and that's why I tell my clients all the time, I'm like, dude, out of all this shit that I'm pitching you, all we need is one extra deal a month to justify all this shit. So it's like, stop thinking you need 15 deals a month from what I'm telling you. It's like, dude, if you got one damn deal a month, that's why with you with the tea business, I'm like, dude, you tell her, say, hey, if everything I'm doing, if it just brought in an extra three, four, five people a day, would that change anything? Like it would. So we don't need 50 people a day coming through your door. If I just had a few people extra a day and I was doing it consistently and these few were bringing their friends, it just, it pays for itself. Like you're going to want to paint up a lot more money to keep doing this for you. Yeah. So people need to get over the fact that they need everyone to like them. They don't. That's why a lot of people are insecure with the camera and they're insecure with putting themselves out there because they think they need everyone to like them. They want everyone to like them. It's like, dude, that couldn't be further than the truth. You just need a small percentage to buy what the hell you're saying. You're not going to sell everyone. If you just freaking 1% of the people that are watching your shit, your business would change. That is true. That is so true. Yeah. That is true. That's why these people that are selling courses, like even with Billie Jean selling 3K, it's like, dude, he knows. Yeah, the whole market's not going to like you. But at the same time, it's like, dude, you're selling 3K. So what if just two people a day bought? Exactly. It's like, shit, starting out, what if one person a day bought? Like instantly, your life changes at someone buying 3,000 a day and it's a digital product or a coaching product. It's like, that's damn near full profit. How would a person's life change just by one extra customer a day? Let me tell you something, bro. Even though I bite my lip and I send the 3K, believe me, I made that back in three months. Of course, right? I believe in that. So I see the value and I did exactly what he said to do and I made it back. Amazing. I learned one client, one client that, and that one client was seeing me 50% of what I spend on that course. There it is there, man. So, you know, trust me, it speaks for itself and you know, I'm, oh, before I leave, because I'm gonna have to pick up my son right now from school, there is, I'm running, because I have a cleaning business too. I have a commercial cleaning business. So I just wanted your input on it. So I'm planning to do a free, listen to this. It's a free disinfection and cleaning demo to any medical facility. So dentists, chiropractors, clinics, once you're a medical facility, I'm doing a free demo clean and a free disinfection. So it's low fog disinfection system where you have this machine that you spray the disinfection, it's like a fog. It comes out like a fog, right? Because it covers more, it's more of a blanket approach than, you know, going around wiping down high touch areas. It's more of a blanket approach where it covers more, right? So what do you think about an offer like that? Do you think it have the pull needed to get people to opt in? Yes, but it does come down to knowing who to target. Like that could be, that is what I automatically just see the more challenging part is the fact that who do you target? Like do you target, like who do you target? You know, that's why, like I have, yeah, I spoke to another client, similar, very similar. He's in healthcare and he's trying to find a way, he's trying to find his exact target market, you know, because he has these doctor supplies and I'm like, shit, okay, that's, it's like you got to target doctors obviously, but at the same time it's like, it's a little more challenging. So in your case, it's like who, as long as you know the target, who's, let me tell you a little secret. I got five demo queens lined up. You know how? Let me tell you who I target. I target dentists, I target pharmacists. Pharmacists, I target, but guess where the real magic happens because a lot of doctors are renting spaces, right? You target property manager. The landlord, yep, yep, yep, right? And that's where you start to see the clicks because property managers, building soup managers, maintenance managers, you know, these are the people who are actually responsible for the building, right? So that's where you start to see, and I'm just dropping that gem on you because you know, you're my boy, but I would tell everybody that because the thing is a lot of people are failing on Facebook not because their ad is not good, not because their copywriting is not engaging, but because their targeting is off, right? Targeting is off and because most don't stay consistent. And that's why with ads, it's all about the consistency only because that Facebook pixel and these custom audiences need to build. And if you're not building the custom audiences and you're not retargeting, you're shooting yourself in the foot. Most people give up way too soon. They'll run ads without creating custom audiences and without retargeting those custom audiences. They give up three feet before gold, you know? Like, that's a huge reason why too, you know? Yep. That's why I tell people all the time, like I look at the whole month, like don't look at just a couple of weeks or don't look at a couple of ads. Like what's our budget for the full month? And now you as a digital marketer, your job is to take that budget, whatever it is. And if you have to run multiple ads, that's what you're gonna do. You know, and that's what you tell the client. You say, hey man, I'm here to run this shit. Like let me do what I do, you do what you do. But yes, I am gonna be running multiple ads. I have to run multiple ads. That's what this budget is gonna go towards. Split testing, testing different audiences, testing different video ads. Like that's my job is to see which one pops, you know? So, you know, so yeah, it's letting that person know, hey, this is a long-term thing. That's why a lot of times when I'm talking about cartridge to my clients, I'm like, dude, don't go and invest in the landing page software, whether it's cartridge or click funnels or whatever the hell, don't go and invest in that. If you're not gonna stay consistent with your Facebook ads, because that's where you're gonna end up dropping the ball. You only need landing page software if you're really running traffic. If you're not running traffic, don't even pay for it. Like don't even pay for landing page software. You know, because it's the consistency, you have to stay consistent. That's why this tea lady, I would make her commit. I would say, hey, man, I have all these ideas. I have all these plans I wanna do for you. I wanna blow your business up, but this is not a two-week thing. It's not even a two-month thing. I want you to commit six months. Now I'm not asking you to pay for six months upfront, but I want the commitment. Like I want you in for the long run. I'm not gonna show you some magic in three days. It might take a 60. It might take a 60, because it's all about building the pixel. It's all about building the customer audiences. It's all about retargeting all those who are watching your video. It's a longer process, and that's the problem with most people. They want instant gratification. They wanna put up an ad and they want freaking leads by 5 p.m. It's like, dude, it doesn't have to happen that way, especially when you're marketing to a cold audience and you're on your first ad. Right, right. It takes a while to build momentum. A lot of it. And the onus is on us as marketers to explain that, to let people know, don't give people false expectations, right? Yep, mm-hmm. Let them know the reality that this is something that takes time. The pixel takes time to warm up, to learn your audience. And then, the next month or the next two months, what we do is look at all the data that the pixel has gathered, and then we retarget these people and we take that month to indoctrinate them, bring them in, and then they become loyal followers and then they start to spread the word. And before you know it, once your products or your services is that good, then you don't have to worry. Let it roll, you know? And then the last selling point is you say, yeah. And before you know it, we have hundreds of emails and now all we're doing is running email campaigns and not even have to run Facebook ads anymore. Exactly. Because you've got 1200 emails of all people who live in your neighborhood and now we're just working that email list every week. Yeah. Which would reduce your Facebook ad cost. Right? Exactly. So it's like, you gotta let them know, hey, upfront, this is what we're paying for. It's not just the coupon, it's also the lead. That lead, the fact that you're gonna have an email list, that lead is gold. Like you're gonna be able to get that for your paying for the Facebook ad once now, yes. But once you have that lead, what I'm gonna help you with is marketing consistently to that lead and that's not gonna cost you anything as far as Facebook costs. You know what I mean? Like that lead, if we can build a relationship, that's a lead that you're gonna have forever. You know, like every week, we can throw them another promotion. Every month we can run another promotion to that email list. Exactly. You know, it's all about the email list, man. That's what these small businesses don't have. They have not built up an email list of their previous customers. Yeah. That's why they always have to constantly hurt for business and that's why they always have to constantly try to run advertisements for new business because they're not leveraging their old business because they never built a new business. Exactly, which is so critical. And that's your job. That's why Marcus is so valuable to our company because that's what Marcus specializes in. Marcus is gonna be able to do that for us. Yep, that is so true, bro. What, before I go, because I'm gonna have to go in a few minutes. But I like your cleaning idea, bro. I like the cleaning idea for sure. Yeah, yeah. I kinda ran it to a few people and they said, yeah, that sounds good. It sounds like something I could use, right? Especially medical facilities, especially people who are concerned about COVID and, you know, it's perfect timing, man. It's perfect timing, right? Yeah. So for the tea lady, what are your thoughts on recurring? Like what sort of money you think we could charge her? Everything that I've explained so far, what are your thoughts on that? And that's why like, it also depends on where they're at, you know what I mean? As far as if she's just starting now, or even if she's been in business forever, like tea, she has to sell a shitload of tea to make up for even just your expense, right? Exactly, which I was thinking, you know? So that's not exactly the type of business that you can go out there and spend, or charge thousands of dollars, you know what I mean? But for sure, for sure, I would, I mean, that might be one of your smaller customers, but at the same time it's something, what I would do is I would start small with her and then gradually go up based on the production. So if we run ads right now, I'm gonna start you, and I would, to tell you the truth, I would start her low. I would start her super low. I'd start her, my retaining fee would be 500 a month, plus the cost of your ads. I'm charging her 300. Well, listen to this. Okay, okay. I'm charging her 800, right? 500 for ads and everything? Yeah, 500 for ad spend and 300 for my services. So the 500 would be, I would be spending like 15 bucks a day on ads on Facebook, right? 15 bucks a day for a month. That's like... 450. Yeah, 450, all right? 450. So, and then 300 for my services. And how I would, how I explain or how I quantify my services is that I, remember, I'm setting up landing pages. I'm setting up your Facebook. I'm setting up your Instagram ads. Like I'm doing all of that. And I'm plus on top of that, I'm watching these ads constantly to see where I can optimize to make your ads better. And you're managing her email list. You're managing her email list. You got to throw that in there. Exactly. So $800 retainer. That's what I was thinking. I would, well, if you already told her that, then you've already told her that, but I would have said a thousand. I would have went 500, 500, but no, that's fine. That's fine. Start her there. And then what I would do is every month or whenever the client wants really, but to tell you the truth, they're busy, you're busy. So maybe either, I mean, there's a few different options, but you can do once a week, you can do every two weeks, or you can even do once a month as far as a strategy call. I maybe do it every two weeks. Maybe every two weeks, you schedule it in with them, a strategy call where we jump on Zoom and we review the numbers. Okay, okay, yeah. Not every week. Every week might not be necessary. Maybe every two weeks or once a month. And that once a month is right before your billing, right before I invoice you. So before I invoice you, we have a scheduled call where we're gonna jump on Zoom and we're gonna review these numbers to see if we should proceed. Okay, that way she doesn't feel committed or anything like that. But at the same time, I want your commitment. I need your commitment committed. I want you in for the long run. You know, like I want to really produce for you. So it's not gonna happen overnight. But at the same time, I'm not gonna hold you to a contract. But what I do want to do is set up at least a monthly strategy call where we review these numbers every month to justify what we're spending in all of this, right? So the funnel would be- Let her know that your retainer goes up the more we produce. Exactly. So yeah, I'd start at 300 and then I'd go up from there for sure. Yeah, yeah. So the funnel looks like we run a Facebook ad on whether it be birthday or whatever. And then they would click the learn more that would take them to a landing page to download the coupon, right? Well, the coupon wouldn't be on the landing page. Okay. The coupon, well, it can be, it can be. But the reason why I don't put anything on a landing page is because that could be shared too. Okay, so it would be emailed to them then? Yes, because anybody can put in a false email just to get to your landing page and then it wasn't even a real email. You know, so- Okay, so what would the funnel look like? You want me to do the funnel? Squeeze page? From Facebook. Squeeze page? Start from Facebook. Like you would do an actual, you know, funnel ethic. So you would draw a blueprint of a funnel, right? So Facebook ads where the traffic would be coming from to a landing page, to email or however you just want me to do that. It would be, yeah, it'd be the Facebook ad to a squeeze page. Okay. Okay, to a squeeze page. And then once they opt in, they go to a thank you page. Okay. And on the thank you page, I would highly recommend that she is on video. Okay. Hey guys, this is Stacy. Thank you so much for downloading your 25% off coupon. I just wanted to introduce myself and let you know how fired up I am for you to be here. And that's a simple video. And here's four things. Here's four bullet points to give her for the video. And again, this could be a short, short video. Here are four bullet points for the thank you video. But it goes squeeze page to opt in to thank you page. Okay. And then on that thank you page, it could be this video page right here. The four bullet points. Number one, you're thanking them. Number two, you're introducing yourself. You and the business. A simple introduction. Who are you? How long you've been in business? Why you're so excited to be in the city, right? Why you love helping the community? Why you love serving the community? It's a simple introduction to who you are and your business simple bullet point number two. Bullet point number three is check your email. I just sent you your special discount code. I just sent you an email. You're going to be able to download your PDF or just simply show it when you come in, right? That's number three, check your email. And then also check your email over the next few weeks because we, me and my team, we have a lot of promotional offers that we're going to be sending you and just educate you on what we do and how fired up we are to be in the city. Check your emails. You're not going to want to miss one of them. So bullet point number three is check your email. And then bullet point number four, actually she's not taking appointments. So it's just three, it's just three bullet points. Three bullet points. Okay, okay. thanking them, introducing yourself and checking your emails. Just throw, because this is recorded. So just throw bullet point number four. That's fine. Well, bullet point number four would be to click the button to schedule a call. But she's not scheduling calls. So if anything, it could be, it could be, it could be click. Yeah, I mean, she's not really scheduling calls. But if anything, it could be, it could be click below for directions to our, to our, to our, to our store. Like, and when they click the button, it takes them straight to Google Maps. Beautiful. Okay, okay. So if you guys are new to the area, click the button below. It'll take you straight to our address where you can Google map it right now and we'll see you in 10 minutes. You know, something like that. That could be bullet point number four. Click the button. Okay. The directions to the, to the shop. All right. Beautiful. You know, but, but it squeeze page. Thank you page. And that's it, bro. That's it. And that coupon is emailed to them. After they opt in, they get the, the, the thank you page and then the email will be sent from a sequence. From a sequence. Exactly. So you'll have a list set up. You'll have a form set up. Yep. And then that email would instantly go out. That would be email number one in the sequence. Okay. Beautiful. All right. And that's it. That's that simple. And, and, and if you focus on birthdays for the month, you could take that and run that every damn day of the year. Nice. You know, beautiful. All right, bro. So. Sounds awesome, man. Yeah, bro. Send me the recording, bro. Like, this is beautiful. Yes, sir. I'll have it up. I'll have it up ASAP and then I'll also email it to you once it's live. Okay. All right, bro. But hit me up anytime, brother. Hit me up anytime. I love master mining with you, man. We always balance great ideas off each other. Oh yeah. For real, bro. Like I enjoy this. I really do. Thanks, man. Yes, sir, man. All right, bro. I'll talk to you soon. All right, brother. Take care, man. Thanks, man. You too. Later.