 Hey, good afternoon everybody time Stewart down with Liz Trotter. This is smart business moves Monday March 1st Isn't that crazy in 2021 March 1st, yeah You know what we were doing a year ago We were a panicking over Kobe. No We were talking about it Why you know this you think this thing is going to get bad, you know, I mean it really hadn't I mean You know things didn't really start shutting down until a couple weeks from from now You know as we get into the middle of March, that's when things really started. It's like holy cow. This is real This is a real. Yeah, I think I think now like the beginning of March There were still a lot of people that are we're still like what the heck Like we deal with the flu every year. Why are they making such a big deal out of this? What is going on? Although to be to be fair. I think there are still those people out there Well, yeah, maybe maybe For sure for sure. Yeah, but but there were a lot of them The the The widely held, you know perception March 1st a year ago was you know, this is another flu no big deal people are overreacting You know, there's like do you really think they'll you know close schools down? I remember those discussions You know, this is kind of where we were You know at that point Something happened, you know, we roll the clock back a year ago today Something happened over the next, you know, a couple of weeks that just completely turned this thing upside down You know what it was? I think a lot of it was what was happening in New York today People What was happening in New York? Seattle was first But oh, yeah, you had a nursing home that a bunch of people yeah And when that happened so many people died so fast That it was just right after that came New York It was like whoa, whoa, okay And that was the first that we heard about well, gee, they don't know what to do with the bodies Yeah, oh man Well, this is a lot worse than we thought and it happened really fast. I think everybody was still kind of in shock And nobody knew how the stuff spread either, you know, it was We're at this time a year ago. We were told don't wear masks. I know Yeah, that's really what we're doing. Do not wear masks. Yeah, and that we're really going to Be causing you bigger problems if we did wear masks. Yeah, this time. I think this time last year You couldn't get respirators already. I think it was already starting. Oh, yeah Remember making some purchases and Had some people questioning, you know my judgment. It was like, I don't know I have this stuff and not need it then need it not have it. Yeah, absolutely Yeah crazy on the one hand, it's like it was only a year ago You know, but on the other hand, it seems so long ago too Wow, we didn't even know There was going to be any type of assistance from, you know, the federal government in terms of, you know, PPP and idle and All that stuff. It was like, man, we're just just Flying It was actually really scary at that time because things were shutting down everybody was it was getting real and Customers that not yet not this early, but it wasn't long before customers started skipping all their cleans and Going on hold and it was just like every day The email the phone calls It was scary There's really scary But we survived that part of it now the numbers are looking so much better. Oh, yeah Friday or Thursday when we looked at them last they're looking better. It's like wow The numbers getting better the J J vaccines going to be rolling out. Yeah, you know before long There's going to be more vaccine. There's going to be people that want it Then we just got to figure out what's next Yeah, it's not gonna go back. It's not gonna go back to the way it was before COVID That's gonna go all the way back. There'll be there will have to be a new some new stuff in place but I'm also a firm believer that there will be some better and and better opportunities for us and just Things will be better than they were before. I just don't know how yet There will be more more avenues. Yeah, we've learned a lot I think that we're just more from an overall economy standpoint. We're more efficient You know, I think it could be bad news for certain industries, you know, I Don't know if we'll ever be using as much office space as we we did in the past This is great for money, right? Or overhead awesome or what what we would call expenses, right? I Right operating expenses, yeah, things down Red number right there. So that's good. I do think that somehow That we are going to be having other recreational Opportunities are going to pop up too because I don't know what those are going to be But they're going to have to come up with more things People demand especially in the United States or we demand recreation More more more more states and even the federal government level are legalizing more recreational drugs Well, maybe that's Your house you were sending you pot Expected in your account automatically he's coming in the mail. Yeah next to 1400 bucks and recreational drugs We were talking before we went live that Friday night the house passed the Next round of stimulus It's in the Senate now and they're gonna be voting. I guess later this week I guess there's a sticking point where there's $15 an hour minimum wage Guess technically couldn't be in there Based on the rules that the Senate's going to be using to pass the bill So they've all agreed to take that out It seems like the rest of that though is Gonna gonna go through which means people are going to be getting $1,400 checks States are going to be getting a bunch of money's a bunch of money's it's gonna be flying around So short run the economy is going to be booming because it's just more too much money and not enough stuff to spend it on time Long run we'll say but Get your Yeah, yeah We are going to be dealing with some hiring stuff because there's more extension on unemployment too So, you know, you know should be expecting that And if you got idle funds Back last year be checking your mailbox, you'll be So are they gonna send you something like every month to make a payment how's that gonna work Well, you can pay online. I'm just gonna set it up automatically My plan yeah Submit payment using 12.01 borrower payments form I'm gonna be just setting it up through the bank just automatically send it be easier Crazy, so for every still waiting on your $600 check. What's $600 check Linda? That was Back in the end of December. They were sending out $600 checks. Oh, okay. I didn't even remember that I probably never saw it Tim probably got it So we got $1,000 first round, right? I think it was $600 again, maybe Honestly, I'm not sure I don't remember that was so long I was a year ago. They're giving us so much money. We can't even keep track Now we're all getting $1,400 Well, just think Linda when it catches up to you so 1200 first round was it? Okay All right, I thought it was a thousand Apparently I didn't appreciate it enough. I only appreciated a thousand dollars worth Well more money's coming this time 1400 so I Think right now Biden just can't let Trump show him off without Assessor, right? That's right. I think you can't be shown up by Trump or generosity 1200 plus 600 and 1400 now. All right, Catarina. All right. She's got the real skinny there 1200 and then 600 Yeah, check a change right there All right. Well, we're gonna get to our KPIs Yeah, we're in the downhill side of this. We're gonna wrap this up this way Maybe even before third we might be done today. I who knows Tom is so sick of KPIs We might be done in the next 10 minutes But and then we'll move on to what's next, right? Yep, yeah So you guys because we are wrapping everything up this week for sure with KPIs let us know any questions that you Have currently about KPIs what that might mean How how How we can be helpful in this last week what else can we do what would you like to talk about? Is there anything we miss or is there anything that you'd like to talk more about let us know We do have stuff that we need to talk about but if you have some something you want to hear Let us know we'll we'll talk about that as well Also, Tom don't we have an offering where something we're going to give everybody at the end of the week Are we gonna talk about that today? You'll have to refresh my memory Send it to a messenger It's been a long week Do you hear that hammering going on I did you have more termites I don't know how more Don't know how I have any less Hey, all right If I just like fall right through the floor, you'll know what you know if I just disappear Hammering is because they're making things stronger not weaker Tom, so we're gonna go with that. Yeah, that's true We're making progress Okay, okay So we're gonna be talking about revenue and all the things that contribute to revenue because at the end of the day it's about revenue minus your variable cost your cost to good sold which in its simplest form is your loaded direct payroll and You know take the difference between the two that gives you gross profit and from your gross profit you take your operating expenses and that should not profit and The more that we I guess go bubble back up and focus on this the easier It is to to generate profit everything really needs to point back to this so these are our green numbers on our red numbers and everything that's highlighted in blue basically contributes to what our revenue is and Today we're going to be talking about These up here at the top. They're all associate the green numbers We've talked about the bill rate for for a couple of days because there's a whole lot there But what we really want to talk about today is on the sales side We want to talk about leads quotes sales and high frequency recurring revenue you know When most of us started the cleaning business this is kind of I mean I guess when each you start start You're kind of trying to figure out, you know, where to get a deal on a vacuum cleaner and You know how to you know how to clean a home, but you get past that pretty quick and then it's all about this stuff Isn't that yep? You and I guess after the vacuum cleaners and stuff then you actually start with the gorilla marketing Right starting to figure out. What are some really low-cost ways that you can get some leads and Start doing some quotes. And so we hear a lot about that as well You know people want to know what can I do this not going to cost me much money? And then once once you sort of run through the all of those options, then you start looking at All right, now I'm probably gonna have to start paying for some leads and then then that's a little bit different too And a lot of decisions are really driven by You know, what's it cost because you know, you're not making any money at the early stages you're You know very well might be burning cash. So, you know What's it cost today? A lot of times takes takes priority over What we would say is lifetime value Sometimes you if you've got the money if you spend more up front you get more, you know More value over the lifetime of what ever is you're buying but when you're starting your business Maybe from day one if you got limited capital You know forget about the value over the lifetime. I'm just yeah, you know keep the lights burning this way I just need to get some money in here, which is why a lot of people, you know focus a lot on those gorilla marketing techniques Because they they have to they don't have money to spend or money to burn and you are burning some cash When you start paying for leads, you're going to have to be because until you know what works in your area To get leads you're you're going to have to be Measuring and you're gonna have to be you know putting some money out there and finding out yes this work No, this didn't work and It would be so wonderful. Wouldn't it be wonderful if You could just get an answer on a Facebook page or in Facebook group What do you spend on? Marketing and then just know that that's how much it's gonna cost you and where you should spend your dollars because it's always going to be the same But it's not where What's gonna work in your area is different that what then what's gonna work in mine possibly and a lot of times those things are are different You eat on you a There you go But you got the double L. Good job, and I'm glad you didn't do g o r Go gorilla. You're like a gorilla or chimpanzee Yeah So the highest level will break marketing down into to three buckets. I'll call we know what digital You know marketing is that's everything that's happening with SEO and you can just drill down into this We could could spend a week just talking about about digital marketing, but we're not We're not You know analog marketing, which is they the old-school stuff and that can be you know door hangers that can be You know right buying advertising and any type of print whatever The local magazines we should probably list some of these things on here Tom While you're while you're talking analog Do do we need that I mean think People we we don't know what these things are right? I don't think any I don't think a lot of people are familiar with the term analog Well, you I don't know you might be it's just um I'll say print and that can be a lot of different things You know, you know local media You know Those little like community value magazines, I guess that'd be print TV cable, you know, I mean, there's a there's a there's a there's a wealth of stuff out there Door hangers is always a go-to. There's a lot of variations Yeah All right, you guys have more analog ideas that we should done here Different places that people should be looking Hey, honey, see you So in a lot of these the medium what we're talking about is the medium and that's part of it You know say hey, you know, I want to do every day direct mail you know that that you know might be an awesome idea but The execution Oftentimes is what determines the value that's created from it, you know You can have a great medium and a great market and you might even know who your target audience is and you have a Bad message and no call to action and no, you know reason to believe in terms of helping people understand why you're the Company that they'd want to trust with a key to their home Then you know, it's not gonna work. So there's a lot of moving a lot of moving parts to this But the flip side not doing this and not having any You know not having the prospect of even getting any customers because leads don't put any food on the table Yeah, this is just kind of the beginning of the other funnel if you well Those are all things that we need to do I didn't put yellow pages on there, I guess that's completely dead, isn't it? I don't think there is yellow page. Yeah, I think that's There is something Doorstep it's gotta be like a decade since although this is weird I heard somebody saying that they advertised in the yellow pages not that long ago It wasn't in our industry, but somebody said that I was like what? And I guess there's also an online yellow pages. Oh, yeah, there's an online There's a digital version, but they still there's a print version. It's a lot I mean, it's a lot thinner than it is today. Yes a little tiny thing Oh plumbers and plaintiffs attorneys are are still on it. Oh, really? Okay. I Do you ever watch Ellen? It's totally gonna take us off topic. Sorry guys So Ellen So she does these little clips that I I look I watch them every once in a while I think they're hysterical. She did one where she brought a gal out of the audience TV is not like what we're supposed to be working Well, I don't watch it at daytime because not on TV. It's on I guess it's on YouTube or Facebook stories or something You know TV channel Watch TV like that anymore is that is really It was very funny she brought like a nice gal out of the audience and she put her in front of a rotary dial telephone yellow pages and a map and she Told her to she gave her the name of some place and told her she had to find out where it was She had to call them and then she was gonna have to map how to go there and Then she just tried to get her just to fold the map Yeah, it was very good and the girl she picked was funny and watching her try to dial the phone was hysterical for anybody that is Old enough to have used a rotary phone. You should check out that clip. It was hysterical She was trying so hard The motor skills of putting your finger in the hole and spinning it around Weren't I mean, I never really thought that was a learned skill. Oh Apparently it was when she was trying to do it. How was she doing it? Oh, yeah She was taking the thing and trying to turn it to the right number Because they had no instructions no Yeah It was it was funny to watch especially if you're of the age where you used all of those things And she had to try and find a muffler too. I think it was but it was very funny. All right back on track leads So yes, no yellow pages. It's probably not a good use of your money Digital, you know, do we need to you know, talk about that? I mean, that's you know, you're you're you're SEO you're you're you're you're you're paid Yep, I think we need to put at least some stuff in there so that people know what are some of the options Not everybody knows exactly. What what are some of the digital options? You know, there's you know, there's so many parts of that you've got your on-site stuff Which is basically making sure your your websites put together in a way where it can be searched You got the right keywords and there's stuff there that that that people were on a read Then you've got your off-site stuff, which is your citations and your backlinks and all that stuff that So your terms are not clear Tom instead of on-site write website SEO on site Or on site hyphen website something. Okay, because that that term is not commonly used and off-site is Back links. Oh, it is in the SEO world, but But we're talking about this to people the whole reason we're doing this remember understand Thank you for help Right, we might be done the next five minutes Okay, so back link on off-site, right? Yeah, you know and There's a lot more to it and just you know SEO you've got all your, you know paid leads pay-per-click type stuff going on where you know ad words and Nobody knows what PPC is Adwords Hey, yeah pay-per-flick good and yeah ad words is an example. That's good But I need to spell out what social media is like Facebook. Yeah. Yeah. Yeah, and Insta since that's popular right now Probably put that in there Good All right, just some examples of digital, right? What other kind of what else is there for digital Tom SEO? paper paper-click Social media, you know something that's on the horizon Which I like Google Google my business or something like that. Yeah, that would Kind of be under the the paid PPC, okay, and I guess Google guaranteed would fall under there, too. I guess all the Google Google my business I guess is free. Yeah Yeah, so we'll certainly certainly put that there Um Something else that is Better ain't a question for you to Tom Go ahead She wants to know do you guys use blogs as part of onsite SEO do your blogs get more website visitors? your blogs can improve Traffic to your website for sure if you write blogs that have the right keywords and bring, you know people to to your Website and all of that increases what they call your domain authority and That will help you rise up in what they call a natural search so you'll you'll They call a page rank until rank higher You guys here on that We hear something vacuum cleaner. No, it's a leaf blower Hmm Don't be done in a second sounds like Janice is cleaning He's got a cleaning company shouldn't claim There's a joke in there somewhere Blogging if it's done strategically can be awesome because you can have a lot. I mean, this is a whole whole another discussion But if you want to blog There's there's more to it than just saying hey, I want to write articles about stuff I mean, that's a good way to start but you know Dude Google, you know, how do you know you blog to improve your SEO and it'll talk about, you know Writing articles that include keywords that will you know, bring the right people to your website That would be looking for a cleaning company for instance and give you the opportunity to do internal Backlinks on your website, which increases your SEO value How about next to onsite where you have website you can put? blogs comma blogs So that A lot of the off link A lot of this Offsite stuff is really about citations and backlinks and And the citations where you're getting listed in like a directory like the yellow pages as a directory and there's a lot of You know do's and don'ts with that. There's this thing called nap which is name address phone number and Emails a part of it too, but it just doesn't fit within the acronym You want to make sure that's exactly the same And every you know start off with how what Google has for you and what you do in Facebook And you want to use the exact same name. You don't want to say Castle Keepers cleaning company on on on on Facebook and say castle Keepers house cleaning in Google because that will Hurt your your SEO And backlinks or backlinks or other websites who have links going back to your your website David's commenting on your backwards vacuum They were blowing Stuff around outside. So I think he's right that is a backwards vacuum doesn't suck it blows instead. That's awesome One other thing I'm gonna put here that it's not terribly huge at the moment But it's out there on the horizon and it's gonna be be be happening. It's it's basically voice search You know Alexa Yeah, you've been talking about this for a while Tom. Yeah It's Not, you know, what is it? What is the Google version of it? Is it just hey Google? But you know there are techniques for for for for our optimizing Search with with with voice of somebody says hey Alexa find me a cleaning company that you'll um They recommend you yeah, that's the whole one recommending you for sure What do you want to say about gorilla? Gorilla as When I think about gorilla, I think of things are kind of more one-offish that You might not be doing like Routinely repeatedly you might be too, but there are not things that everybody is doing. They're more They're for example Paul Fried is a great gorilla marketer He an example of one of the things that he does it I would consider gorilla marketing is he has frisbees printed up with his name and hundreds of them and he periodically just goes to the park and throws frisbees out to people you just tosses in the frisbee and gets it to him and Then they keep the frisbee and they throw it around and they get to know his his company Well, what are some of the other things he's got a lot of really unique ideas to his bite Take a box with his with a sign attached to it and chain it up Yeah, a public Bike stand that has a lot of people walking by it and it sits there and tell somebody steals it Yep, and he buys just chippy bites and paints them all he painted on his colors too and then put his name on them So that was that was interesting Things that he does. I mean, he's he's extremely creative like he does billboards like that too and I think some of the market specific that Chaining a bike up to a to a bike rack works if you're in a metropolitan area if you're in a more rural setting It's probably harder to even find a bike rack Do you guys have bike racks in Olympia We do we don't have very many of them Yeah, do you have mobile? Do you have like mobile phones? It's party pants. Oh, we actually have a new restaurant to Tom. I meant to tell you Yeah, we redo Chick-fil-a Chick-fil-a Chick-fil-a 2021 yeah, yeah, we're excited. We're like So we're excited Everybody know what it is. I mean do you have to explain to people what it's about everybody knows what it is but you know people like anything new here, so Lines are long, you know People will know soon We're still riding high on the wings thing You know, they're you know, they have like double drive-throughs and the whole logistics of how they can you know get people in and out and They were the the COVID that the Emergency Vaccination sites that they were setting up like in the Charleston area The owner of the Chick-fil-a franchise out helping them figure out How to get the drive-through lines working where they could give people shots more quickly. Oh, wow so Apparently he knows what he's doing there, huh? They sell a lot of chicken. Yeah. Yeah, and they're well known for it too. So well, we're excited. We're gonna have Chick-fil-a I think we're exciting. I'm not sure if it's actually here or not I heard somebody say something about ridiculous lines that they hadn't gone there. So I'm not sure if it was the local one or not Referrals, yeah, I mean, there's no there's a little budget to know by jet You know asking for referrals is about as good as it gets especially you just starting out because You know, you have a really good relationship with your, you know customers You know them. They know you and if you ask them for a referral, it's like it. They're doing a personal favor for you and That cost you nothing and if you get a referral the chances of turning that into revenue are pretty good Yeah, that really so much better than Than so many other things that you can do. So as far as grill and marketing, that's definitely Probably the one that's gonna get you the most turn I can't even think of all the different things that people do so I'm gonna pull door hangers down here again because that's kind of a low-budget deal And there's variations of that. I mean you can just go out in canvas a neighborhood or you can do What do you call them five around six packs six six pot? Yeah So those are those are great. Absolutely get them done fairly explain what it's Two on the left two on the right two in front two on the other side of the street Yeah, yeah Do you develop a special door hanger for that that says hey, I just cleaned your neighbor's house. Yeah, that's the most Popular right and it still seems to be working for most people so I know at least one business owner that is toying with the idea of Putting the pricing for the house on the flyer on the six packs so Your weekly just cleaned your neighbor's house not seeing what they've paid for the neighbor and to get your house clean It would probably cost someone the area of a hundred and forty dollars $120 because a lot of these neighborhoods I don't know about where you guys live, but where he lives and where I live a lot of the neighborhoods have the same Same style and type houses size of house. So yeah, it's not giving him a quote. It's just giving him an idea So I'm Looking at how that's gonna work. He's thinking about like just writing it in for each house I'm thinking I just want to have different ones printed out that are some of our basic price points, you know 120 140 175 whatever 150 175 and Different neighborhoods get different different ones. So I think that's definitely a good gorilla marketing technique Although Tom Tom left And I just want to write it down before Sounds like checked out Today and Somebody used a profanity and I had to stop the meeting There's rather long action. I had to stop and ask, you know, is that a was that spelled as one or two words? I just want to make sure that I get this rate of mine I was writing this down. I actually did write it down on my Okay, so As far as his lead generation, I mean honestly we could talk about this all week. Yeah, we're not going to Perfectly capable of that. Yeah, we are but we're not going to I'm going to What are you guys using for leads? What's your where would like yell? Anges list those kind of things fall down. Would that be under digital? Oh, there's a review sites Yeah, definitely So curious what you guys are doing. I mean you do you get leads from from them. Yeah That's where we get the majority of our leads. How about your vehicle? Is that analog or definitely a lot? is less There's a little bit different then Lead gen at lead gen's not even really marketing per se you're just buying leads, which Is really needs to be here though, but it needs to go back Get our vehicles on there, too Well, it's getting tiny. I don't think anybody can really be seeing this now. I Mean, well actually I'm not a much smaller computer than I normally am so maybe it's okay Is that better? It is for me. I can see the end So anybody anybody on here using any kind of anything to generate leads if you are what are you using? I'm home advisor. There's another new lead gen place That I keep getting hit up with I don't I don't think there's many people that embrace home advisors an awesome way to get leads for house cleaning. No anybody out there Let us know or If you aren't working was that Leslie saying that she was having some decent luck with home advisor Could be back in the day How about porch or a next door? What about next door that would be more gorilla? It's more. Yeah, that's more falls into social, right? Yeah. Oh, well Yeah, I guess You can do paid advertising on all these things too. Yeah You didn't used to have any paid advertising on next door, so I wasn't thinking of that But you're right. What are we missing? No, I just got a reminder that they're for an update to the time of arrival at my house So I have to respond give you a second. They're going to clean my house. Oh, you're is that is that? Okay, this is my company it's not a competition although I do like to send My competition to clean my house Next door never works for you I know people that have that use next door for sure and that has worked for the same thing with Facebook I know a couple people that Facebook works Amazingly well for but I'm not one of them. It's not me You got to know how to use these things, right? The BBB did you have better business be your own? Do you want you get leads from the better business bill I'm using Derek's voice. I don't know why Yeah, I mean people go there to like at least they used to mean maybe some degree they still do I know Reviews sites have Kind of taken a lot of that market, but that's we talked about citations Here that's really a place where you'd wanted to just get get a citation you'd set up a listing there like With with with the BBB and make sure that Get your or your company company information Right matching exactly what you've got like with Google and on your website Okay, cool. That makes sense. I got to know here. I Think she's talking about when I asked do people get leads from the better business bureau You do directly But I get what you're saying about the the citations chamber Okay, yeah, that's a good that's a good point. That's good Working that's really good. We haven't hit any of that that Now for King is probably that is that under analog digital or gorilla or should that have its own separate thing? Oh, I mean you can spend money for like B&I, right? Yeah Yeah And all the different ones to 40% of my leads from come from Facebook. So you're one of those Katerina All right, that's awesome 40 from referrals 20 from Google organic search and that's your website that so that's your SEO Yep, and B&I. Yep. It's from B&I the chamber Yeah, the networking that's good There's lots of different networking Opportunities out there nowadays too that are not just B&I, but they're B&I ask Right, we have a place called the in team here. There's another one called red Red time or something like that There are some online ones too that you can join where people share. Oh, what's that one? That hits me up all the time referral key and Then there's another one That is an online networking. You guys know the one. I wish it worked better for us, too, Denny Do you guys know that online Networking What's it called? It was really big for a while there every time you turn around somebody was inviting you To join and you join and then it would send you in a thing. Do you want to have coffee or? Do you guys remember what I was talking about? Remember what it's called now. Obviously. I'm not doing it But I was for a for a minute Anyway, that's more of the networking stuff Yes. Yes, Denny. She remembers the coffee. Good job alignable Yeah, that goes under a networking town. That was Okay, that was the Online networking I get a bunch from two Facebook neighborhood group referrals and next door. Oh, she she's getting next to referrals Yeah, two Facebook neighborhood groups. Oh, yeah, so that is that is sort of the trick with Facebook You have to you can't just or not I don't know with people that have success just advertising on Facebook under their company name Sponsored ads that really for for local that really isn't what you're you want to do you want to build presence and Be a voice that that that you're you know People want to listen to you know Get into those groups that that are having a lot of conversations that are like mom's groups are real popular for cleaning companies There's there's a lot of tricks for for that But I'm like I'm here. I'm remembering so many tricks But come on to the MMA group. So I'm like I can't talk right now Trisha Lakes kind of An example of somebody where she creates her own mom's group in a new market that she goes in and gets a bunch of people sign up and she does contests and giveaways and Voluntary, you know volunteer work and promotes that like they'll do you know, dude you know food drives and giveaways and all of that is kind of being promoted on her Facebook page and It's great branding for her company and you know, she gets a ton of people following Following her. Yeah It works really really well for her for sure Stephanie mess it also always had a lot of luck With safe, but oh if you guys don't know also Trisha Trisha's company is TLC cleaning. So you might want to check it out. See what she does because it works And it works really well mom's groups. What yeah Yeah, mom's groups still work in some areas This is at everything on this list here is stuff that works in Some areas but not all areas. Yeah, that's why you have to this. That's where the work is to To starting a business. Yeah, there we go. TLC cleaning Fargo. She's got a couple locations. Oh my gosh, that little girl is cute Hi, kid me She has so many Adorable posts and that North Dakota, I mean for North Dakota has a population of not very many You know, she's got 10,600 plus people who like her page Yeah, she's her page is Hop you large because she does do a lot of really cool fun things on there What is her? So everybody go to her page like it You're helping her out and then go ahead and take a look at some cool stuff. All right, so her Population is 122,000 That's her. That's her big population. Well, she's got me beat. She's 45% more than we are Seems like a lot me All right, yeah, she does so many cool things so if you like Facebook you want to make Facebook work This is a good place to Company do you remember? Yeah More time more time for you. No, that's Craig's company What is Stephanie's company? Let me look it up real quick. If I do remember Stephanie's company Stephanie. That's it. Why can't I think of it? I know it very well Okay All right, yeah, sure. I do. She's an awa Awa Absolutely clean, but one of the things that I like that Trisha does really really well. Well, I actually stuff does this too is they Pair up with other Companies in their local market That are popular and they create a neighborhood presence for themselves And so they work together with the other businesses in their locations and they You know, they they they feed off each other. I remember she did a great thing with the local animal shelter You know, they they donated a bunch of food to the animal shelter for every light that they got Yeah, they get back to the community that absolutely do So what would you call that it's like cross promotion, I mean we've done that with like massage you know places and Bakery's and dry cleaners and I think that's not working that's kind of good That would fall under girl a marketing though, right? I think so. Yeah You know, we'll put together an email campaign and We'll promote both of our companies and I'll send those emails to all my Customers and all my leads and you'll send the same email or something similar to all your leads and And we we share we both get business. I Remember Stephanie did this cool thing Where you could stork somebody so They would so people wouldn't do what you could do what to some them stork them and so you would hire her company to stork somebody in it you could do whoever you wanted a neighbor a friend and For however much you paid Depending on the price how many storks you wanted and they would go and they are not stork Where are they storks? No flamingos. I think they were flamingos Yeah That's where babies come from. Yes That's why I was like, okay They're not storks because I remember the storks with the little and actually I think she did do the storks too but this was that was for people that were having babies but with the Flamingos she would not care remember what she would call those that that Promotion but you could pay them they would go to your go to your friend's house and depending on how many flamingos you bought They would pound them into their yard So they'd wake up in the morning and they'd have 15 flamingos in their yard And of course, they were all branded with absolutely clean And so that got a lot of talk around town. I think it was written up in the paper or that kind of stuff That was all over Facebook people were like who's who flamingo me and that's not what they called it But they called it something else But isn't that kind of like I mean Gee whiz, I mean 2021 There's some people out there that would probably see that as an opportunity for a lawsuit, right? I Think that everybody saw it as very very fun when she did it And it wasn't that long ago that she did it And I don't know that it would probably be too much of a lawsuit because they use those thin wires It didn't really damage anything and it was Like your sprinkler, you know, so I mean who knows It was the kind of the way they did it though was You were special if you've got if you're yard. Oh flocked. That's what they called it flocked So They would have a sign that was in the front that said, you know, I've been flocked And so that it was kind of a cool thing. I was like if you got flocked It was like somebody loved you Somebody, you know, somebody spent money to get you this flocked thing. So there was a cute idea Anyway, it was a gorilla marking And it was a fun thing she does a lot of very very fun things So to get the community talking again, so should I put Flamingos under girl a marketing? I'll be flocking you could it's just anything that is Gorilla marketing is in my mind. It's inexpensive. It's different than what people are expecting It's not the same old same old It's just you know something new different and that's why a lot of times you don't it's not an ongoing thing because then It's no longer new and different and now it's just part of your basic marketing All right, what else are we talking about here was so we were just talking about marketing today Tom Sales the different types of marketing Yeah, when we talk about KPIs I really think we need to hit on tomorrow Tom real quick Before we move on to the next thing is You know, how much are we spending on our marketing? How do we determine like a marketing calendar? When should we be spending money on what what's the return supposed to be? We need to put some numbers around this, don't we? Tom's like Liz I hate KPIs right now well Liz is volunteer to Do a bonus session for us tomorrow I look like the KPI Queen. I do not has nothing to do with KPIs though in terms of your marketing budget and stuff like this all of this just to Refresh our our memory is about driving revenue Yeah, it's all the you know, so so what do we need to do from a marketing standpoint to to generate more more revenue and Part of that is we need to get leads In order to top of the funnel so we can then convert them into quote sales and high-frequency recurring revenue and In the context of this It really isn't a marketing budget really isn't isn't isn't part of the model, but Certainly are all right. Well, maybe that's the KPI that we need then About over the next several days as to where your conversion rates, okay got leads great But how many leads can you turn into quotes and how many quotes do you turn into sales and what type of sales are they are they? You know one time or they recurring and you know, do you really you know, what type of sales do you want them have and Explain that high-frequency recurring revenues really what you want to shoot for I Got you so as far as how much money you should be spending on marketing that depends on how much money you have To spend on marketing right that's gonna come from your your Expense that expense bucket that we talk about right after you pay your LDPR and You have some money in that that bucket Whatever whatever you spend there is not gonna float down to We can drill down into that because I mean we've got Models that that talk about your various, you know marketing channels and what your spend is in each one and what you know Results you're getting out of each one and actually calculating You know your cost per lead and all the way down to you know lifetime value of customers by the various channels I Wasn't planning on going there, but if we want to spend another week on this week we can No, I don't want to spend another week But maybe we could like at least pop up like a page and just show because All of that is in made central so we wouldn't really have to create a time Maybe you could just pop it up tomorrow and just show how some of the leads get measured and what you know What is the return on investment? That's a really important metric to be looking at So that you're not just spending money Willy-nilly Just because I wanted to say Willy-nilly Willy-nilly Well, but it's top of the hour so Willy-nilly being said Guys tomorrow 5 o'clock Eastern bye-bye. Bye y'all