Sunrise Business Mastermind Series Online Marketing

Hey, everybody.

Your business is my business.

So if you're not familiar with score, I'll give a little plug here for score. SCORE is a great group of people. It's funded by the Small Business Administration, and there's about 13,000 retired mentors and really experts in every field you can even imagine, or maybe you can't even imagine that are there to help you. Now, the neatest part about this is they are at your beck and call, meaning there's no charge for it, and they love doing what they do. So they're open Monday through Friday, usually open from about 9 to noon, but they'll make exceptions if you need to. If they need to come to your business or stay late or come on a weekend or a holiday or fly in.

No, they won't fly in.

But anyway, so they'll sit with you and there's never a charge for that. Because our goal from a Small Business Administration is help you be successful. Where we come in is we're called GAP Education. I made that up on GAP Education because typically the average SCORE mentor is going to retire for how long? Maybe four or five years. And think about how quickly things have changed when it comes to the Internet and using that as a resource to get your business or grow your business. Now, here's one statistic that I think it's an alarming one that kind of should make all of a sudden your ears perk up and go, wow, I didn't know that. And now that I do, it's going to make me more aware that I must start no longer an option. Use online tools. By 2017, it's estimated that 85% of U.S. shoppers, buyers, will make a buying decision without ever making physical contact with that business or a business or another human being. So in other words, your business is real estate. Real estate. So imagine that. Now I can actually come into your world, see your listings, do virtual tours. I can actually make a decision online. We might do the whole transaction and we never physically see one. See, it's already happening. All right, Linda, obviously you're in business and yours is an online e commerce store. You would probably, it'd probably cool if you never saw your customers except their credit cards coming through, right?

Complaints. Come on. This is a wonderful world. So my point is it's already happening. And so when that happened, our business, we're into it every day. We're into it every day. This is what we do. And because the people from SCORE five to seven years ago, this wasn't really relevant as it was now, maybe email, that type of thing. But there's so many other ways to attract your ideal customers that we're going to explore today. One of his blogging. And so because we're involved in it every day and we know Andrews are changing, it's probably changed by the time.

We got this up today, did a presentation last Thursday.

It is because there's some new things. Okay. So if you come, you're constantly getting the cutting edge because we're employment in our business every day. Okay. So we want to thank you for being here. Now, before we get started, we're going to talk about blogging and list building. How many of you have a blog? Okay. How often do you blog, Wendy?

Not as often as I should. I just made a note to Sal.

Just be honest. How often do you think. When's the last time you put out a first blog post?

Well, a few months probably.

Okay, a few months. All right. And about how long of a post, word wise, how many words did you.

Think that was written, probably?

Well, I'm not used to counting words, but like say pages. Okay. Would probably be about one to two pages.

Okay.

Sometimes three if I get excited about the topic.

Cool.

And I put a lot of pictures.

Now, what kind of things do you talk about?

Mostly real estate related, but sometimes travel with a little real estate thrown in.

Nice. Okay, good, good. Jd, you blog? I do. And what kind of things do you blog about? I blog about demographics, economics, and taxation, which you might not think are related, but man, that's exciting. No, I'm just kidding. But for your perfect audience it is. Right. And I do it for intellectual. I blog once a month. Once a month. Okay, so. And we know that now when you, your audience knows, hey, we're not going to get something every day from you. Just once a month. Right. And when you, when you blog, do you kind of keep it on the surface or do you go deep? It depends on the topic. Okay. I like to write about tax reform or if y' all remember when Phil Mickelson said his tax rate was going to be 63%, I wrote that. I can knock it down to 50%. Phil let me know if he wants to know.

20% reduction in my taxes. Well, it was 20, so it was too. Right. Linda, do you blog? No.

I used to blog maybe a year ago, before all of this hype now, but I haven't started it again.

Can I ask you why you stopped?

Well, some personal stuff. I left my business and now I'm picking up okay. In a family.

But I Used to. It's not an involved blog, but maybe I will say something about. Because I'm an interior designer, like what would be an effective distance viewing joint, depending upon the size of your TV and where the placement of your speakers.

Okay, good. So stuff we could use?

Oh, yeah.

Great.

Very informative.

I like that.

Good.

Should do it again.

Do you blog? I don't. You don't MBS blog. I Looking for a partner. No, no. That's dancing. Sorry.

I blog, blog.

How often do you. How often do you post?

Every two weeks.

Every two weeks. So you've got a calendar even you've got. Sounds like you've got somewhat of a structured process. Right. Go ahead.

I do a newsletter every two weeks. And what doesn't. It's an email newsletter. And what doesn't fit in, the email goes onto the block.

Beautiful.

So. But I don't have any traffic.

Well, you don't have to have any stop signs or lights if there's no traffic. Oh, no, that's a whole different thing. Right. We want traffic.

They're happy with the content. And if I put templates and downloads in the newsletter, they will click on it, but they will not go to the blog. I don't know if it's wrong.

How big is your email list, by the way?

It's a very small email list. It said 360.

That's robust. 300. I mean, if you had 300 people doing business with you once a month, would that work for you?

Yeah, yeah.

I can't guarantee that, by the way, but Jake can get your taxes down.

Okay. So let's, let's dive into this. But before we start, I want you to think about three things in your ideal business, that you solve the problem for your customers. So think about that. Like, what three things do you solve for your ideal customer? I want you to kind of keep that in your mind as an example for our business. Our three things that we do is we expose you to more traffic. Right. We get you on the front page of Google in search. Anybody interested in that? Right. And we help you create more consistent revenue streams. Okay, good. So this kind of sets us up when you set this up for yourself, like, well, what kind of things should I talk about? I'm not going to talk about how we create video and why. It's all good and all the details. Because our ideal customer is really not interested in that. They're interested in, hey, can you solve my problem? Right. I mean, I'm thinking if I'm Phil Mickelson and you've put out there that you can reduce my taxes from 63 to 50%. I may not come to you, Jay, but I may now it may stimulate me to go back and talk to my current tax guy and say, hey, this guy can do it. How can't you? Why can't you? And I've done this a few times with my guy when I hear things, particularly when he works at KBMG now.

Exactly. So I want you to think about, hey, what should I write about? I'm not going to tell you the topic. You already know. You should know that you are the problem solver. Right. You're the problem solver. So let's think about it. What is a blog? What's a blog? Sorry, Tell me your name.

Kathy.

Kathy. What is a blog? Kathy, do you. If I had to say, you know, I'm thinking about doing a blog you're an expert at. You do it every two weeks. What is a blog?

For me, its distribution of information.

Great.

Wendy, that sounds all right. It's a way to.

Distribute information. Right.

Okay, good, good. Sir, your name? James. James. What do you think a blog is when you think about, besides distribution of information?

Just chatting. Chatting. Okay. All right. With no traffic. No, we don't do that.

Okay.

What do you think? What's a blog?

How about exchange of information?

Exchange information? Yeah.

Exchange.

Yeah. It's a two way conversation. Right, Linda?

I think it's a way of telling people that you are an authority on the subject.

I like that. Now, do you tell them your authority? No. Okay.

Absolutely not.

All right.

I tell them what I can give them or how I can help them.

Okay, good.

So an authority.

An authority, great.

What do you think a blog would be? No idea. That's why you're here. Come on in. Hey, long time no see. Come on in. Plenty of room. The water is comfortable. So we're talking about a blog. So let's talk about this. A blog is a way to share solutions like we just talked about. So you're going, okay, what do I write about? Well, I write about solutions. And just because we say, you know, two or three items, we could write many, many topics or many, many blog posts under one of those. And also we're going, wow, there's 30 or 40 weeks of. Or 30 or 40 different pieces we could write, which could be a year's worth of content spaced out properly. Right. It's a way to build authority. Very good. If we were on. What is it? What's that? Think Family Feud. You're on the top of the list. Okay. It's a way to accelerate the sales cycle. Anybody interested in getting to signed cash check faster? Right. Here's a cool thing. It accelerates your sales cycle, according to HubSpot, 60% faster. So if you think of it, okay, there's 100% line here. When they come to you after seeing your blog or you're communicating online because we're doing so much searching, they're 60% down the path already. Anybody interested in that? Okay. It's a way to increase revenues because here's the thing.

How much does it cost you, Wendy, on an average to list.

And advertise a home? Let's think about your time and everything. What kind of dollars are you kind of investing in real and virtual?

Because lately the market is kind of flat. So things stay in the market generally for longer than they should.

But also.

So I'm not even including that. I would be astronomical. But lately I've been doing these slideshows, virtual slideshows with a professional photographer. I used to do it myself, but this, having a professional photographer helps make it look even better. So that's like 200.

Okay.

And then for each open house to advertising, the open house guide, it's like about 29.95. Okay, 28.95.

That's pretty cheap.

So yeah, that's not bad. But you know, of course, you know, there's always signs. There's MLS fees, there's California desert area. So Realtors association fees. You know, these things add up. Plus, oh, I paid something like 35amonth, I think for to make some sort of news list that goes out to a thing. But I, I don't even use it that much. So this is really good to spur me to use that because I pay for it.

Absolutely.

So you know what, it's gonna be like $500 minimum.

Okay, so minimum. So here's the thing. If all of a sudden many of those things you talked about, those fees, fees, fees, what if you cut those in half? Does that mean any money that you make, the difference comes back to you? Well, that's how we can do this using blogs. It's such a powerful tool. Still, the numbers are like 96% of businesses that use blog talk about how it increases their revenues because they have less physical man hours doing things which, like you said, you didn't even include your real physical time. Right. Sometimes we forget that we're going. Well, I did five open houses and I was there for four hours. There's another 20 hours worth of work. Right. Minimum. Minimum, okay, that could be a couple grand at 100 bucks an hour. Right? I try to make it easy for the math. Okay. So it's a way to make your website stand out. Here's the other thing. When you start putting blogs on your website, Brian, does it help or does it help?

It helps and then it helps.

Exactly. Because when you write a blog and you write it for your client, you're writing in a way that you're adding the phrases, the words, and how they're looking for it. They're in the blog. And when Google goes out there and says, hey, do you have any fresh, unique and relevant content you do, and the type of things you're writing about in your blog, those words and phrases are there. So it helps increase the ranking of your website to get you more traffic, as an example. Okay, so that's kind of an idea. Now, it could be broader than that because I want to make something clear. A blog does not have to be written. It can be an audio, it can be a video. It can be a combination of both. Okay? So you might look and say, hey, when you're out doing a home, as you can tell, I'm picking on Wendy, but she's out there. She pulls out her iPhone or her smartphone and she's just doing a quick little virtual. Hey, I just got this listing. It's an amazing thing. It's probably going to go very quickly. So I thought I'd do something very edgy and I'm going to walk you through with my iPhone and put that thing on there. That could help accelerate that process. And then you put on your website and that stands out. Google loves video. So I want to do some examples. This is live as far as. Okay, so I thought we'd do. Is let's say let's look at some case studies. Because if blogs are so powerful, wouldn't everybody be. Linda, if blogs were so powerful and all those things, wouldn't everybody kind of use them? You think so, right? Like that $35 tool you're not using. It was so powerful, I had to have it. Okay, so let's look. And I'm not picking on Ray. It was just. I just randomly. He owns a cork tree. I'm just randomly pulling this out. So, Ray, if you're watching this morning, forgive me, this is just an example. Okay, so we're going to go to the cork tree.

Cool. So now I want you to do me a favor. Immediately search that and tell me where their blog is.

Because there is no blog. There is no Blog. This is all about the Cork tree, right? It's about me, me, me. There's nothing that says, hey, you know what, let me find out what other people are saying about it. Let me find out what their new things are doing, that they did a menu change or they're adding this or they've got a new sous chef or what. Those are great things to blog about, but there's nothing there. So here's the downside. If we look down this. Just scroll down the other thing. Is there anything there to find out who came and visited the website? Nothing. That's like having a booth at one of the most, I would say, trafficked live events and you forgot your business card. You have no signage and you wonder why. Nobody stopping and checking you out. They don't even know who you are. So there's nothing. First of all, there's no place for a blog and there's nowhere to catch your names and email addresses. So now we can follow up. Now imagine if Ray had just two or three hundred names in the list. And he looks that morning and says, hey, you know what? I see the donuts. No, no, that's. I just saw the donuts going to start.

He looks on there and says, you know what, we're a little light this after this evening for dinner. Couldn't he go to that list and put out some kind of a little message right then that there's an open, there's some openings dying, and if you come in, we'll waive your corkage fee. Sense of the cork tree. They'll waive the corkage fee on your bottle of wine. How cool would that be? So now he can instantly generate revenue. And how much did he have to spend on that? Linda? He had to spend anything on that. But he can't do it because just two weeks ago we went to the Cork Tree set right in the middle of the restaurant. I did engage with my, with my people or the, the, the hostess and also our, what do they call them?

Server.

Server. Thank you. Geez, how am I doing? Server. I was, I was so focused on the sugar on those donuts.

And they never asked me for any way to follow up. Nothing. Sad, sad. They're at a live event, they're doing their best, and they don't know who came in and came to their business. So again, I'm not picking on them. I'm just using this example. It's a crime. If they're, if they're going to, if they're going to do this. If a business is going to do this. They're really falling behind the wayside very quickly. Okay, next.

So the next one is. Whoops. Anybody heard of Farley Pavers? Yeah, I love her pictures. I love her pictures. Especially when you stand in front of that Maserati and that really tight.

Okay. By the way, we are streaming this live. That's why I'm kind of talking to the camera a little bit. So if you look at this now, find the blog on this one. Kathy, you see the blog on that one?

Cool. So they have the blog. The first piece of cheese is in the right spot. Let's check it out.

Nice picture. Pictures are great. Let's scroll down. Oh, wait, wait, wait, wait, wait, wait, wait. The Last time was July 15, 2014.

Brian. Now I'm picking on Brian for a second because Brian writes for a living. So if you're interested. God. Wish somebody could write for my. For my blogs. Brian loves to do that. You still like to do that. Great. And he knows all the stuff that needs to be done. Brian, is this fresh, unique or relevant content anymore? Well, it depends.

How long do your Pavers last? Maybe that's still relevant, I don't know. But it's not fresh.

Now here's the cool thing. She kind of gets excited, does one the following week, but we wait a year in between.

That cheese is stale. Okay, so here's the thing. If you're going to post and she has some great stuff, she always has great pictures. Why wouldn't she talk about the new ad on her Facebook page? Why wouldn't she talk about a new stone that comes in, how it helps and the livelihood and reducing water by replacing it with, you know, with stones versus grass. You think that's drought tolerant? I never have to water my driveway. Okay, so she has the blog going on, but she lacks that fresh, unique and relevant content that comes out on a consistent basis. All right, so this is going in the right direction, but it's still lacking that underpinning of being consistent. The last one I want to show you is the Gartland Group. Anybody heard of Bernie Gartland? He's the tax.

Because you haven't filed tax returns in several years. Hi, I'm Bernie Gartley for the Gartley Group. There is a solution. So again, he has a blog.

Self starting video. So let's see, let's, let's go back to his blog. We know he has a blog. Or you didn't know, but I knew. And let's look at this.

Oh, by the way, did anybody See anything on. On Carissa's site where they could gather names and email addresses?

Yes.

Was there something there?

Yes.

Good, because that'd be. Again, that'd be a crime, wouldn't it, not to be able to collect information. I'm curious. Can you go back to her site for a second? I just want to see what it says.

Connect with Farley.

Is this Farley paper? Okay, good. Because there has to be something. Andrew, what do you call that? Of what kind of a bribe? Yeah. In other words, why am I giving you my name and email address? That's precious. I'd rather give my Social Security number instead of my name and email address. No, I'm just kidding.

So we look on here and what is she using to capture that name and email address?

It was on the blog.

Criminal. It's not on the first page. Okay, let's go to the blog.

Connect with us only on Facebook.

Andrew. Is that any good, connecting on Facebook?

No. Here's the deal. If you. What's going to happen there is, you're going to take people off your website onto the social platform. And who gets stuck with funny cat photos and all that stuff? Yeah.

There is no college email addresses here.

So could she do it better? Absolutely. Could she get more traffic? Absolutely. Could she get more high quality leads? Absolutely. With not a lot of tweaking, is there, Andrew? Okay. All right, so let's go back to Garland now. Let's look at this. April 29th. All right, next one. April 22nd.

Now, here's where we took over. This is one of our clients. Okay. So I. Trust me, you know, we researched it. So here's where he came in. He said, you know what his number one complaint is? The guy who was doing his stuff for him. He said he stopped doing it. And we saw our traffic go down, we saw our leads go down. We have to get back in the online game. So now we did is that was when this is back in July. But it took him a while to really get to the point going, wow, how come my business is a little off? How come my traffic is down? He related it back to his website and his blog post. So now we start talking about things that are relevant to his clients. And if you notice, are there any long blog posts on there? Oh, but there are if you want to read more. This is like, think of this. This is the trailer. This is the trailer. Did it get your attention? If it does, then you can read more. So let's click read more. Now here's the coolest thing. Remember I said it could be. What kind of content in there? Anyone?

Anyone? Could be video, could be audio, could be a little both. He has both in there. You think Google loves that? They're salivating. They love that. Google does, because it means now when. If you're searching for those answers on, well, should I be just a sole proprietor or should I be a business that does an S corporation, not only can you read about it, but you can watch the video, which is twice as powerful, maybe even more than that. Okay. Than somebody who doesn't have that. Okay. So it does become a longer blog post. Now watch towards the end of a post, if you'd like to know more, just call. Right, so now there's a call to action. So if you're writing a blog again, just don't leave them hanging. They came to you. Give them direction. What do you want them to do next? Okay, like if I came to your site, Linda, and towards the end of your blog, what do you want me to do? Now.

I've read your post. It interested me. You kept me engaged. What do you want me to do next?

I can tell them if they want to continue receiving information, I can.

Put them in.

Okay.

Is that an ethical bribe? It is some direction.

But would it be convincing enough for people to say, I want that?

Yeah, maybe to engage and they conversation. Okay, make a comment.

Could be. Yeah, could be. They have to log in and leave a comment. Yeah. We don't make it too hard for them. Right. Because then they resist that. You don't have to. You have to hit two buttons instead of one. It's too much work. Right. Anybody ever experienced that? Yeah. So you want to make it easy. They like getting phone calls because it's a little more personal. But we don't stop there. Scroll down because we're moving something. But here it is. Contact us. All right, so if they need to contact them more, they can drive there, they can call there. There's a little map. It's all there. Again, those are all things that help with the search. Doesn't. Doesn't it? Yeah, it does. Okay, let's go back to the top. The other thing right here. Yes, I want to subscribe to the podcast. I'm not sure that why that's not showing up properly. But then they put their name and email address in there because if they like the podcast that they just read or watched now, they can get on the list and it automatically goes into an automated filter or automated funnel. So every week these people go in there, they're tagged where they come from? What are they doing? And now they get into an automated system. So every week they get that newsletter. Hey, the new newsletter's out. Here's the podcast. Thanks for joining us. And they're off. Okay. And it takes them back to this page, Driving traffic back to the website. That's one way you can get traffic back to the website. Okay, so does that make sense? You're all doing this. I wasn't. Okay. But this is the way to do this. Now we want to kick this up a little bit, because blogs, we hear this a lot, Andrew, don't we? I write a blog. I don't get anybody there. Why do I keep writing? I'm writing to crickets. And they can't buy. Right. So what we do is this. What is a list and what is its value? Okay, what is a list and what is its value? So what is it, Jay? What's a list? Just a number of things on a piece of paper or something. Okay, all right. An email list, maybe, or something like that. Email list. How about, like, what's your business, if you don't mind me asking? Jeweler. Jeweler. Okay. All right.

Okay. So would it be relevant if you talked about something that attracted me to your site and I gave you information? Like maybe you gave. If I'm local, you gave me free cleaning for my wedding band. Right. But I have to put my name and email address in there because you only do it a certain time, and it's by appointment, but it's free. Would that be valuable for you? Absolutely. It should be writing this down. This is a powerful one. No, I'm just kidding. I'll circle back to it later. So anyway, so if you had that and I came in and I became a customer, I want you to think about this. What's the average value of a transaction in your business is different. Right. So, like, as an example, what's the average sale price? Or when a client comes in across the board, high and low. Average. When you do a transaction, what is worth to you or your business.

Here is probably 40, $50.

That's what brings people in.

Cool. So you'll get retail sales on that. Right. There's a thing called the gizmo, and this is what it is. The ring cleaning is the gizmo that's attracting the people in. He calls it his ethical bribe. Right, Ethical bribe. Then from that point on, guess what? You have their name and email address. Can you now communicate with them for free? Man, it doesn't get any better than that. Wouldn't it be nice if every time you send an email, they send you a dollar. We're working on that. Okay, so that's kind of thing. So it's like you might come in and say, hey, for this, what would you normally charge if I said, can you clean my ring? Do you charge for that? You should put a value on it. $50 value. Right. So now let's proceed. $50 value. And I want to look good, right? And I want to come in. It's like 10 minutes, whatever it is. But while I'm there, you already have my name and email address. Does that give you an opportunity to talk to me about other things going on with my jewelry? And while I'm waiting, would I look around your shop and say, wow, what about that watch right there? I'm not wearing a watch, and I like to be on time. Does anybody wear a watch anymore? Yeah, unless it's a Google watch. Right? Or an Apple watch. Okay, so in other words, now you attract them into your business and you've done it for free because you give that service away anyway. But maybe no one knows that and they're walking around dirty wedding rings. You're the answer. Okay, so think about it. What is the value of one of your clients when you do a transaction? What is it? What's it worth?

Give me an average high, low. I know there's an average.

Expansion on.

30K, commission on 30,000. You get 80% of that.

Amy, who's a killer negotiator, will work with you. So, I mean, you know, whatever the Commission is on 30 grand, right? Pretty cool. So you do it a little higher in sales. Right? So, I mean, is it four or $5,000? Could be cool. $4,000. So what if by having a blog, giving information back that entertains your client and solves their problem, and you gather the name and email address and what if you were. What if you just failed? What if only 10% of people on your list and you have a list of 300 in a year's time now, what's yet 310%? How many is that? 30. 30 people over the course of the year give you an extra three grand? Is that a pretty good living?

Yeah.

How much did you have to do to make that happen?

You had to just have a blog, a way to collect something, and then a way to communicate and continue to nurture them. Right, because the blog is only a starting point, gang. That's to get them to come in. That's your Facebook. Except you know what? You don't have to ask Facebook. Can I communicate with you? Does that make sense? So I want you to think about this. A powerful tool. Okay, so let's talk about this. What is the list? Contact information from the current past or potential new customers. Right. Your business lifeline to new and reoccurring sales. Like we're talking about. Hey, just because I came in for the ring cleaning, who knows? I might be a client forever, right? Wendy, how many times have you ever sold a home to the same person more than once?

The same home or, excuse me, to the same person. Different homes in their life cycle of them being a client?

Well, I sold four to somebody that bought them one right after another.

How cool was that? Wow, that was an exciting day, huh? Exciting year.

Well, that was over a couple of months.

Oh, darn. But that's good, right? Right. Okay.

Linda, how about you? Exciting to say, hey, you know what? I've got this new and recurring sales. Hey, I took your advice. I did move that clock, you know, from above the fireplace because it's starting to get black soot on there. And all of a sudden now I have to clean my clock more often. You become an authority on that. And now I start doing other things. Except now I'm buying pieces because I need to replace that. Or maybe I need to do something different with the COVID that goes in front of my fireplace. That's reoccurring. Did you have to engage with them? No, they found you as an authority and kept coming back. That's reoccurring sales. It's a way to communicate directly. Again, we kind of talked about that. I don't have to get Facebook permission or any other social media. I can directly communicate with you, and I can find out your wants and needs and move from there. It's a way to eliminate or reduce sales costs. We talked about that. Right? You did four sales because of reoccurring activity. Maybe now they know I can trust you so they don't have to do so much like I need to. Hey, let's face it. What's your average home sale cost?

Well, you mean the price of the retail sale?

Yeah.

300,000.

Yeah, 300,000. If I'm going to buy a house, 300,000, I want to kind of walk through it and make sure it is what I want to do. And it's pretty significant buy. Right? That's probably our number one most important purchase in our lifetime is a home. Right. So I'm going to make sure to go out there. But you know what? We have a dear friend his name is Fred, and Fred owns a company in the desert. And we probably bought seven or eight pieces of real estate from him. Two houses and like three or four lots of. There was a point where when Fred calls us, because he knows us, we know him. It's either. Let's move ahead. We'll put a subject to inspection. Let's get the offer in there, and then we'll come out and check it. And we. Because a trust has gone up. Right. You're our authority. Fred is our authority. Same thing here. It's a way to create new products or services. How would you use that to create new products or services? Anybody?

What's that?

Listen to what they're saying.

Listen to what they're saying. Right.

Then you find out the need. What are the new needs?

Like, as an example, tell me what your clients have said. Hey, these are the needs and wants, and it may not be your ideal thing that you offer them right now. Any idea?

Give me a home run. An example.

Let's say, for instance, Andrew, your business primarily is what?

Online marketing. Building websites and driving traffic.

Cool. Do your customers ever have problems outside those parameters?

Oh, yeah.

Yeah. Now, Andrew's built a product around this. What do you call it?

Digital Traffic Institute.

What does that mean?

It's a membership site that helps our customers understand how to drive traffic to their blog post.

Yeah. That's outside your normal content. Right. How did you come about doing that? Did you just wake up one night and say, hey, let's make this. Yeah.

No, you know, we, We. We do a lot of testing, surveys and that sort of thing to find out what exactly is the biggest pain point for most people. And by far, we'll build websites because everyone wants a website, but once they've done that, they're like, well, okay, now how do I get traffic to it? Yeah, so that's where that came in.

So it's for. It's. Would you say it's more for the do it yourselfers?

Yep.

Yeah. So. So if you say, I want to do this myself, Kathy, I'll do that. But how do I learn from somebody I know like and trust? He said, from you as a customer, let's say. Because you kept coming back and saying, well, how do you do this? And he said, well, that's really outside our scope. I'll help you. And he got enough of that. He said, you know what? There seems to be a pain point here, and no one is addressing it within my community of people. So he made it himself. He created a band aid that Fit that cut and it already made sense. Already knew, like, and trusted him. Yes. Okay, here's the other kind of thing. It's a way to fund new ideas. How would you do that?

Like, if you had a new idea in your business and jewelry, how would you do. How would you use a blog and a list to fund that new idea?

It just gets it out there. Just what? It gets it out there. Gets it out there. I'll give you an example. And this was a harebrained idea that I shared with Andrew last night. We love doing this, but I also like taking vacations. Anybody against vacations? So I said, andrew, I said, what if we created a program we can take to the cruise lines? They'll drive, we'll every day give away. We'll do some online education while we're on the boat, and we'll get a free vacation. In fact, they'll probably pay us to be there. Would that make sense? Now, before we go off on again this crazy tangent, we would go back to our clients and we say, this is something we're working on. Are you interested? Now, we wouldn't do anything. We wouldn't contact a cruise line. We would make a brochure. We wouldn't do anything yet. We would test our clients and say, are you interested if we pre sold a bunch of those? Because we'd have an early bird offer. If you take advantage of early bird offer and it's significantly discounted, we look at it and say, you know what? Three people out of 3,000 said? Yes, bad idea. How much time have we put in that, Jay? Very little. Nothing. Do we have to create anything? No, we just made an email and sent it out. But what if all of a sudden we get 50 people that said we're in, and they're all paying, you know, $3,000 to go? Would that be exciting or. Exciting? Yeah, it would be exciting, right?

I think that's what they call, because I've been reading on it, they call it crowdfunding Internet.

No, no, it's a little different. Now. You could take that. Because, see, if you do crowdfunding, there's a certain limit of money that you have to raise before you actually get that money. This. And also with us doing as we were just talking about, you control everything. Remember? It's a way to communicate directly. I don't have to go through all of those crowdfunding sources. Crowdfunding is a powerful tool. A lot of people use it to absolutely run and fund their businesses. Okay, this is a little different. You could Call it, you could call it a hybrid. In fact, we might just start that today. This is a hybrid crowdfunding program for a new idea. Okay, so does that make sense? So if you have an idea, let's say as an example, Wendy, you have something that, that makes sense for your real estate people. Maybe it's like, you ever sell home warranties? A few. Do you ever make any money off home warranties? No. Son of a gun. I'd be finding somebody who paid me something for a home warranty. Right, but I'm saying if you had a home warranty, and maybe people who don't do that, but if you started communicating with your buyer early in the process about the value of home warranty, then when they, they get here, it's already pre sold. Right. They go in the office and, oh, you know what he's been talking about. And I know I can trust you. I'm spending 300 grand for a house. I want that. We've owned our house for 14 years and we have a home warranty. It's paid for itself many, many times over. That's a fact. Okay, so that's what a list is. How many of you have a list? Yeah. Brian, how big is your list?

Yeah, it's always growing right now is it better to have a huge list or is it better to have a focused list of people who engage with you? Focused and engaged. Right. There's a client working with right now. We took over their list and they had about 3200 names in there. Sounded exciting, but their open rates or click through rates, very, very poor. Now we're seeing we're cleansing them down to probably 4 or 500. But now we go from, let's say, an open rate of those newsletters of 16%, which felt really good, to 55 to 57%. That's huge. See, because now I'm talking to a lot more people that already like, know and trust me for this business. Okay, any questions so far?

Can we get some coffee?

Oh, yes, yes. You know what? That's a perfect time because we're going to talk about growing your blog and email list simultaneously. So let's get some coffee and don't. It is here. Here, right out front. So let's take a real quick break.

You guys like this so far? Yes.

That's it.

We're meeting with K. I thought you were talking about that.

Sorry, we're meeting with K.

No, they're not. I just random.

The only caveat.

Surgery. So just. We don't know what's going to happen.

Do not tell them you said something.

Yeah.

My.

Knowledge.

It.

Anytime.

So if we can, let's go ahead and have our donuts and coffee and we'll continue. Because the rest of this, this is what we talked about so far.

In golf. We just say we're starting, we're getting it teed up. Now we're going to start learning how to get them long and straight down a better way. Okay. This is growing your blog and email this simultaneously. So it's like a twofer. It's like when you combine cold and hot water. It's a perfect temperature, isn't it? Remember the faucets that used to come out cold and hot? I hated those when they combined it. Now it's fun to take a bath. Okay. Or a shower. You ever see those two headed showers? One's cold, one's hot. They stopped a long time ago. It's infected.

Alrighty. So growing your blog and email is how those donuts. Okay. All right. I heard a story last night. A gentleman is in jail. I think he did four or five years for this. He started advertising, I think it was. He started advertising healthy donuts, no sugar, no fat. And he grew a huge business for that. And then they found out it was a scam.

Yeah. So he's making donuts in the slammer.

I don't know about that. Okay, so here's what we're gonna do. We're gonna attract traffic. Now here's three ways you can attract traffic. Facebook ads. Amy is an absolute ninja at Facebook ads. Amy, tell us probably the most important thing when people do Facebook ads that they need to know.

Probably a catchy title and know your audience.

Yeah, yeah, Catchy title and know your audience. So as an example.

What would be a catchy title for your business?

You better know. Right.

It's more than a title, though. It's answering us or having. Answering a problem.

Yeah.

So know your audience probably comes first.

You bet it does. So as an example, I'll give you one for golf. Okay, we've done.

Would you like to learn how to hit it straight? Do you think there's a high probability we're going to capture a few ideas and few eyes? Well, yeah, like to hit a strategy. They spent 24 bucks for three balls in there in somebody's backyard that I can't retrieve. One has a big dog. Okay. So yeah, that's an idea. So then we get their name and email address, direct them to our blog or wherever that is and give them the answer. Right. Once you get the name and email address. So you can use Facebook ads to do that. Are they expensive? No, they're not. Now, Amy, you've had. We do this a lot now for our clients. What is the average run when we do it for our client and we have clients who do those big white roofs on houses, the flat roofs in the vintage and Beverly Hills, and things like that to Bernie Garland. What kind of things are we as far as per click on an average?

Well, first of all, most businesses, they pay about $5 a day for the ads. And I've got it down to about 15 cents a click.

Wow. To acquire a name on your list, 15 cents. So do the math. What if you added a hundred a month? Could you afford that? Oh, by the way, if no one clicks on the ad, you just have to pay for it. Now let me ask you a question, just for a point of reference. If you put an ad in the paper, do you pay it for it after you get results before? Son of a gun. I knew that was the case. How about a radio ad up front? Up front. How about TV ads? If you run a TV ad, you pay for it after and say, yeah, it was effective before, but in Facebook ads, you don't pay for it until when, Amy?

Actually click on the ad.

How cool is that? No results, no pay.

You mean somebody has to click in your ad?

Yeah.

How do you pay that?

Pennies at a time? Yeah. You put your credit card in there. Now, by the way, does everybody have to pay $0.15 or $5 a day?

Does everybody have to pay $5 a.

Day or whatever you want?

Oh, so you can create your own budget now? Does that mean I get a bigger ad, smaller ad?

No, same size.

Let me go back to this again. If I'm in the newspaper and I do a quarter page ad or a half page ad, are they the same price? They're different. How about a 32nd or 60 second commercial? Jay, are they the same or are they different?

Wow. There's parity, but now there's fairness on the Internet. So you can decide your budget. You get the same size ad.

So you said $5. Do you need up to $5?

No, you can do any amount.

You can do a dollar day, couldn't you?

Well, sorry.

Okay, fine. Sorry.

You choose your budget and then you see how many clicks you get. And if it does, if it goes.

No, the rich is $5. That's your budget. Facebook will take the ad away and you don't pay anymore.

It's just for that 24 hours right.

Just for that 24 hours. Yeah. If you have a daily budget of $5.

Yeah.

You want more people to see it over a longer period. You may pay 20 bucks once you.

Get the name, your demographic.

Oh, thanks.

I felt you were struggling for the words.

Here's the other thing. Here's how to think. This is critical, Linda. This is going to make or break your deal. So it's really important. Mommy, get your pen handy.

You think of your ideal client. What kind of things do they like to do? What kind of magazines do they read? What kind of shows do they watch? What kind of businesses do they go to? What kind of homes they live in? What's their average? I mean, all these things, you can zero right in and say, you know what? Your ideal client looks like this. Well, guess what? When that ad plays, who's it going to play for? Only your ideal audience. Wouldn't it be nice to say, you know what? I'm only fishing for salmon. This lake is. Or not lake, but this place is stocked with only salmon. That's why bears love those rivers. Okay. They're only eating their favorite food. Not to say our customers are food, but we don't want to do. Let's go back to this again. Newspaper. When it goes out, who's it going to?

Everyone. How about a television ad? Everybody's watching tv, right? Radio. Kind of get it down a little bit. Because if I do it on a sports show, maybe they're sports minded, but it's not like, hey, I know for sure these people are reading Sports Illustrated or Sports Magazine or they're watching espn. They're golfers. This is a way to really zero it in. Does that make it more effective, Amy?

Oh, very much.

Yeah. This is really cool. Facebook do the Same thing with YouTube. Retargeting. Anybody know what retargeting is? Andrew and Amy. And this is. This is beautiful. How many have you ever gone to somebody's site, you didn't really do anything except read a blog or you saw an ad or whatever and then you left. And all of a sudden you start seeing it pop up. Everywhere you went, there was an ad for this, or you go psychic. They know, I want to buy this. This particular piece of whatever it is, get my ring cleaned, get my free. Maybe not free, but my home warranty for the first whatever it is. This is one of. I read it again this morning real early. This is the best way to follow your client around because here's a stat. Old stat. Harvard Business Review said It takes between 5 and 7 contacts to get to a yes, but yet only 5 to 7% ever go past the third contact. This thing will hunt them down for the number of days. Right, Andrew, you put on there, hey, I want to do this for 90 days. 60 days, 180 days, right? So as long as you're traveling around the Internet and you are clicking on, hey, I wanted to like Bernie Sub S Corporation thinking about doing that and I put it on there. Now, the ad we create for them every time you're going around the site that they have space to put that out there. Guess what? Create that Sub S corporation. Here's the benefits. I'll show you. Bernie must be the authority in that. I'm going to click on that. So those are three ways to get awesome traffic. Is that expensive, Andrew? No, it's cheap. It's cheap. I say that cheap.

This is one of our clients, the big Taco.

Yes, please, please. Here's a guy came to us and this is how quickly it can happen. He does food reviews, specifically about what taquerias here in the desert. When he came to us, he said he had. Was it 91 or 97 articles? 97 taquerias in the Coachella Valley. Yeah, that's what I said. What? This guy's freaking me out. He's stalking the taquerias. But Anyway, he had 97 articles he'd been writing. He said, you know, I've been doing this for Yelp and I'm getting all these things coming from Yelp. How can I do it so that I make the activity and I make the money? So he said, why don't we take you and we'll put you on earth? Now here's the thing. Who doesn't want more traffic to their website? So he didn't want to create a website. So he said, hey, we'll let you piggyback on our site. It's called My City Business Review and it attracts traffic to our stuff. It's a perfect fit. My City Business Review. Okay. And when you go there, he has these reviews on there now. We wanted to make sure it happened. Remember I said, real quickly, think about Coachella Fest when it first started. How many days did he get in front of us and said, let's do this?

It was like two or three days ahead.

Two or three days ahead. Now if you go to the paper and said, in two or three days, I want that add up and I want it looking like this challenging TV commercial. We shoot TV commercials. Not going to happen. Okay, but what we did is Spencer's Taqueria Reviews. Okay, so if you click on that.

You'Ll see why it's called the big. Oh, now look. May 5th. Today, May 2nd, April 29th. April 28th. Do you think that's fresh, unique and relevant? Tasty content? Google's eating that up. No pun intended. Okay. And there's a short little reviews. Do you think he is the authority in the marketplace when it comes to taquerias? First of all, I had no idea there were that many out there. And there's a lot of good ones. And it's cheap, right? So this is what we did for him. Amy, how much did you spend on his ads? Just the first week.

Like, less than $45.

And how many people came to his site?

1500.

1500?

Man, that's like spilling sugar at a picnic, man. You're covered with fire ants. Except they're good. Now, how does he make money? Does anybody notice anything up there where he could possibly make money and maybe do a revenue share with someone?

Yes. Yes. Who wouldn't want to get in front of 1500 people if this were your right demographics, Kathy.

Yeah, and guess what? How many did you say he's gotten just in the last week?

Oh, I stopped doing that because it.

Was driving him towards. Because his thing is. Was Coachella Festival. But the point is, we know there's a large audience out there that loves tacos and Mexican food, so that's a place where he can make that happen. So that's a way you can turn this thing on. How long did it take before you start getting results?

Oh, right away.

Minutes. Right. How cool is that? If it was ineffective, could you take it down?

Yeah, I watch it. If there's no traffic, I click off right away. Or sometimes just pop. You can change something, like the title.

If that happens with the TV commercial, radio spot, newspaper, you're living with it, aren't you? Until it stops running. Here, you can change it on the fly. All right, so that's just another example we like giving case studies of. This is not just some theory. Yes, ma'. Am.

So if somebody advertises, then every time.

Somebody clicks on that advertisement, he gets paid.

You got it. Oh, and by the way, we a part of it goes. So we want to make sure he has traffic, right? We have an invested interest. Okay, now can I put a whole bunch of those up there? You bet. But we don't want to litter it yet. Right.

So moving on the math. More traffic equals more exposure. 1480 people come to an average website in a Month without a blog. 2250 with a blog. That's a 55% increase in traffic. Good or good.

More exposure equals more leads. If you're a business to consumer company, companies generate 88% more leads. Not just traffic, they've converted into leads. 88% more B2B60. It's a little down only 67%, but that's like a 670% increase in lead generation every month. So more leads equals more names in the list. More names in the list make it easier for you to make more money with less money invested because you've already done the work upfront. You've invested pennies, right? You've controlled it at $5 a day. You wrote those blogs. You drove traffic to it for your ideal customer. Who doesn't want to work with their ideal customer? Oh, by the way, when they get a hold of you, Kathy, I'm already 60% down the line to saying yes. I'm just checking you out physically. And so you know what, Kathy, she's got a great smile. She likes those donuts. I like that kind of donut. Let's do business. When I know, like and trust somebody, think about it. Are you more apt to spend list price or am I going to nickel and dime you to death? I'm more apt because I know like and trust you. Because we already got a relationship. Okay, this is sources HubSpot. This is a lot of this I made up, but this is fact. Just kidding. I'm just kidding. Okay, so how much is a transaction worth? And would you like to increase opportunities by 67 to 80% each month? If you currently do 20 transactions each, by the way, this is the fast part. Each month. And you average $100 a sale. Pretty low. We're talking 3,000 bucks, right? Okay, so do the math. And you only saw 50% increase. Not the 67, not the 80, but only 50%. And only half of those people said yes. You're adding $500 a month in new revenues. Do your math. That's a ton of cash. Do your math. What if you have five? What if you added five new home sales a year that you didn't have to do as much work on? Do the math. I mean, they make like what, 20%, 30%, 50% commission.

So outsourcing solution. This is the last piece, I promise. Unless there's more. Okay, so resources. How many of you have time to write your own blogs besides Brian? Okay, so he's a resource. I didn't know he's coming. You have time to write your own blog.

I do write them cool, but I don't have time to write them cool.

You're gonna love this. Elance, one of the best from around the world. They're the best of the best. You can go on there and hire somebody. We use Elance a lot for things that like this. Writing blogs, doing things like that. Very inexpensive. When you hire somebody on Elance, I mean, can you hire somebody for four or five bucks an hour or less? And they're fabulous. We have a guy right now. The guy is a. He's a computer science major.

Five bucks an hour. It's not his first rodeo, gang. When he does it, it's like he goes in and fixes thing I didn't know is broken. That's how good he is. The other one's Fiverr. How much do you think you spend on Fiverr? There you go. Five bucks. It's very expensive. Somebody needs logos. You need somebody to write a blog. What if you could have somebody write your blog for five bucks? So would that be okay? But wait, there's a better idea. Revcom. Anybody heard of Revcom? Besides Andrew, Me and Amy? Revcom is a cool thing. It's a transcription service. So let's say, for instance, you're in your car and you're driving down the street and all of a sudden you're going, wow, this is a cool idea. You pull out your phone, you turn on garageband or recording device on there and you talk in your blog post. Let's say it takes a minute. And if you're working at 140200 words a minute, that's about 140200 word blog post. Right? You send it to these people, they do a 24 hour turnaround. Perfect word for word transcription for a dollar a minute. Can you afford to write blogs?

Is that a machine transcription?

These are people, these are humans. Because they even attach on and say, Barbara did this. How would you rate Barbara? Did you use her again? Absolutely. It's not how the computer. Remember how. Yeah, okay, sorry. I don't know how this pops up, but this is a real person. So if you're saying I don't want to use these because they don't know my business, you know your business. Decide how you're going to get the information you can stand in front of. Like we just did blog post for Bernie Gartland because I didn't want to write it out and I said, here, send this to him. I sent him five blog posts in less than two hours. I had everyone in back and they were absolutely spot on. Perfect. We scheduled and then I had our computer science guy put him on his blog post. What did I do? We just shot the video and sent it to him. How cool is that? Question? Comment?

Yes.

I recommend you find a shady place and pull over and park and not do this while you're driving, please.

Sorry, you're right. I shouldn't assume that was what. Yeah. So is there any reason why you can't take take what you've learned today and say, I didn't know a how powerful it was. I thought I had to do it all. Now all I have to do is use some sources that cost me pennies and dollars, not hundreds of dollars. Anybody resist that, you should be thinking, man, I need to pull out my phone right now and start writing down my blog. Right. Question? No comment.

Now, when you hire somebody from eland write your book, you give them an idea, you give them facts.

Depends on who it is. Yeah, it depends on who it is. Like it depends if I gave somebody something, said, hey, this is my topic. Like I had a gal from elance that I hired many years ago as my VA and I said, listen, I'm going to be going to Kansas City and I'm going to do a presentation on the city. I tell her 4 o' clock in the afternoon. The next morning when I arrive in Kansas City, she's already got that put together. I just gave her an overview. Now, did I pay her more for that? Absolutely. Some people have to give a little bit more. But if I have to go that deep, I'm going to write it myself and say, here's what I'm looking for. Here's my ideal client. This is what I'm talking about. Here's about how many words I want to write and I need it by such and such a time. And here's some of the key phrases I need to make sure to be in there. Bang, let them go. Okay. Yes, sir.

That's not a misprint.

That's five words.

It's not a misprint.

There are actually two Rs, right?

Oh, I see.

Yes, it's fiverr with the two Rs.

How much do you pay for a blog? I mean, if they create the blog, about average, how much they'll do it.

Less than an hour. So if I'm paying five bucks an hour, it cost me five bucks. Yeah. And these people, guess what? These people love to write.

It depends on what you're looking for.

Yeah.

And how long you want them they'll say some, some will say three to five hundred words. We might do it for ten bucks. You might say, I want to get a 2,000 word essay. And they might charge 20, 30, 40 bucks.

So you save the time actually typing all that stuff.

Totally. You're out making something happen, right? You're dealing with whatever it is. Let them do that other stuff.

We write 2000 word blog posts every week. And I can't tell you the last time I wrote anything. I hate writing. But I'll make sure that what's written is our voice. Right?

So that's the point I'm interested in. How do you, how do you.

Direct this.

These, these people?

How do you get what, what, what.

Do you need to give them for them to provide a blog that's relevant to what you're. Well, let me just use Rev.com as an example. Let's say, for instance, you're at home or you're wherever you're at. Shady Tree, parked comfortably off the freeway. And you say, I have this idea like Wendy, okay, you just left the home and you had a challenge. There was a challenge your client had. And you thought, this is not the only one. This is a reoccurring problem. I should write a blog about that. So you stay in the driveway where there's no traffic and you turn on your phone and you record. Is that her voice? Is that her story? Is that her feeling? You bet. You hit record, do that and send it to rev.com. that's all you have to do. And they'll send it back and you can stand there. I want it word for word or I don't want. I want a general overview, but for like 24 cents extra a minute. If you do a two minute, you spend 50 cents. But it is your voice, your exact thoughts. Right? Pulled right off of there. So that's all you have to do. Same thing with video. They would pull it right off the video, word for word. That's what the Garland thing is. Because I don't know about all this stuff that he does. He does. He's the authority. I don't have to write anything. I just have to send them the video and they'll transcribe right off of there. And for all of Those, for all five of those, it was like $23 or something like that. There's no way I would sit down. That's an all day project for me.

So for.

Yes, ma', am, like for Elon's there, you have to tell them what to write about.

You just have to give them the ideas, right? Here's what I'm looking for. Here's my ideal client. Here's kind of the keywords I need to put in there, the number of words, right? And then you put it out. It's almost like you put this ad on Elance. This is the kind of people I'm looking for to do this job. And then you'll get. People come and say, I'll do it, I'll do it. And they'll give you bid prices hourly or overall, exactly how much it's going to cost. And then you can check it out. It's all controlled by Elance. The payment goes to Elance, that then goes to the freelance person who's doing that. You don't release the funds until you're happy. So there's no, like, well, I gave you the money and now they're gone. Not like that anymore.

Just on that. There's a whole range of different skill sets that people write about. And if you'll say, if you say, I want someone who knows the medical industry or a blog post about dental procedures, because that's what I am, a dentist. You put that out there. And people who don't know about dentists are not likely to say, hey, I've got a quote for that job. So as long as you tell them what is the topic, what area, what industry that you're looking for, and what are some key points that you want them to cover. And then you can even ask for examples of their work. It's like a job interview with that. And you get, literally, I've got 70 or 100 proposals in 24 hours on certain jobs. So the more specific you can be, the better it's going to be if you're weeding out the people that are just blanketly replying to everything they can see, because in some of the countries out there, all they do all day is they'll have their friends replying to every single job they can possibly reply to, which can jam up your inbox. But if the more specific, the more specificity you can have about the job, the better the candidate is going to be applying.

And do you get to edit it? People with Rev.com or Elance, you get to edit it, right?

They send it. When they sent the transcription back, they send it a word doc. So now if you need to do something within that, you can now, you know, edit that as you wish. So it's not this final PDF and you got no control.

Absolutely not.

One more thing, final thing is some of these writers will get lazy and they'll copy from other websites. They can't do this. They'll say, oh, I only do it for $500. They might go and copy something from another website, give it to you. And if you don't check it or you don't know it's checked and you put it up there, it becomes duplicate content. And Google will say, hey, you've written some content that we've seen someone else done before. We're going to give you a slap. So you want to make sure that any. Anything you get written by anybody is checked. And there's a site out there called copyscape.com which will check to see if it's being duplicated anywhere else. Because one thing you want to make sure is you aren't getting duped yourself.

That's it.

By someone getting a duplicate.

So Google really, really, really looking into.

Oh, they have Roblox to check everything every day, every couple hours.

Very dedicated to that completely.

And. But again, now, flip side of that, you keep putting out fresh, unique, relevant content, and they love you. There's no slapping those hugs. They'll get you higher up there for your website and your content because their whole idea is what to answer people's problems and give them the best search options there. So if you're the best results, you'll show up higher.

They want to have an active website.

Yeah, that's like Wendy. If I come to Wendy's, I'm looking for this house, this neighborhood, and she takes me to a totally different house. I want a four. She takes to the Duke bedroom, and I want to be in Palm Springs. And she takes me to. I'm like, what's wrong here? My search results. My search engine did a very poor job. I'm looking for a new search engine. Does that make sense? She's a search engine in this case. Okay, just make sense. What's that?

Can they write?

Can they write? Yeah, I think the best way for me, the best way to do from my own messages, send it to them. And now it's absolute word for word. And I think at the end of the day, this is less expensive and there is no chance of duplicating content. Unless you're reading off of somebody else's email, of course. But then that's what. That's your problem.

And I think also they can hear your voice, how you structure your sentences.

Yeah, I mean, when we do it, we go with the video because now we can pull out. We got the video content. Google loves it. We have the audio content, which a lot of times we put on some kind of a podcast and then we also have the written. Now we get a three for one. We have to do it once, but now we have three pieces. That's really good.

This may be a topic for a more in depth session on blogging, but you can always, you can quote somebody else's material as long as you say, I found this on Intuit's website. Here's a great article about whatever that is.

You know, whatever point you're trying to.

Make, use an authority to back up what you're saying. That and you can, you can paste their text right off their website on there. As long as you say, I got this here, here's the link back to it. You give them the original, the origin.

Of your material just like this. I gave an external link for authority and credibility, right? Do the same thing. That's huge when it comes to that. It starts linking external links.

What's hotspot is that you have to look it up.

I made it up.

Just make sure you have some time.

You go to HubSpot, make sure you have some time.

So blogging and list building is no longer frill gang. If you're not doing this, you're going to be left in the dust. So when will you begin and how committed will you be to continue? This is like, this is not a diet. This is not a New Year's resolution. This become a lifestyle. One of the things Andy is at, right, you're still Genesis is creating, is creating a media calendar or a blogging calendar. You do it, Kathy, every two weeks. It sounds like you've got it. Hey, this is when I'm going to do this right? For a lot of our clients. We'll create it in advance and then we'll just schedule it to come out, whether it's every couple days, every week, whatever. Here's one last thing I want to leave you with and I'm going to let you go or answer your questions. Blogging is no longer about how often you blog. Blogging does have huge relevance where people say, well, you know, it needs to be like three or five hundred words we're finding now. And it's been this way for a while. People that are searching for answers, they'll go as deep as you take them, as long as it's unique and relevant, right? People say, well, it needs to be a two minute video. If it takes me 15 minutes to talk about orthoscopic surgery on my knee and I'm thinking About knee surgery. I'm watching the entire video. I don't need a 30 second clip because they're about ready to open up my knee. Right. So if it's relevant, you need 2,000 words. What's that done to your website traffic?

So since November we've changed this. We're doing weekly blog posts. 2,000 words, at least 400% increase in traffic. Today we release our longest blog post. It's about how local businesses can find. Can get traffic as a local business. 5,000 words comes out today. So check it out.

It comes out at the Palm Streets Theater. It's a short movie.

It keeps people on our site longer. They want to see it, they want to read it. If you want to know how to grow your traffic, do you think 300 words is going to answer your question?

No way.

Right. It's not going to answer your question. So we go deep into all these things you can take. We let people download it. They want to take it away and read it as a. As a PDF download. It's a 30 page. It could be a book on Amazon if we wanted to.

No, you do that. Do you let them download before you give your name and email.

So they download, but they'll have to give us their email address to do it. They instantly get it. They don't have to wait for it. Email it just means that we've built that list. So our list is building by 50 to 70 people every day.

And when you do that, do you know exactly what they downloaded? So you know they're the demographics particularly.

So segmented it so we know exactly which topic and which blog post they've been added to.

So you only have one writer for this one?

I do, yeah.

She writes all this stuff.

She writes all this stuff for us.

Yeah. Multiple writers too.

No, for this particular one, she's our main writer. We have some writers for other bits and pieces, but she does that main.

Writing.

I like to think and just remember.

Yeah.

Yes, ma'. Am. Doesn't it make a difference?

I guess because all the other classes.

I've come to is always, you know.

Like two to three times a week, 500 words.

And so does it make a difference in the industry that you're in as.

Far as like it does.

But you know, here's the deal. We would rather see you write powerful, value valuable content, even if you only did it once a month, but then drive traffic to the entire month, your ideal traffic. Because remember that increases your lead source 88% if you're B2C67 if you're B2B. Right. Business to business. So if you said, hey, I'm going to write one powerful piece that's 2,000 words long, but then the rest of the month, I'm going to make sure to attract traffic to that. Guess what? They're going to stay on your website longer. Google loves that. You're getting tons of traffic. Google likes that. It must be relevant. They must be answering the questions. Right? So I think I would rather see it, not write more often, but write more in depth and then drive traffic to it. Because do you want to write more often or do you want more sales? More sales. You shouldn't have to think about that cat. She was looking off at the sky like, I think she. I saw her just go to Tahoe.

I like to ride.

No, that's okay.

But I would like to be more profitable at it.

Yeah. And see, with Bernie, I can't do.

It for $5 an hour.

But for Bernie as an example, Bernie Gartland, Amy now is responsible. It's her role. She's phenomenal at it is every time he does a post, she makes a new ad for that post. Right? A new ad. Driving to that post. Because we know just like in score, when we get you to the website, once you get there, you're hanging out a long time. We have to get new people there. We have to get more people there. You don't want 500 people a month come to your website. You want 30 or 40,000. Right. Because at 30, 40,000, you're gonna get some people that are gonna say yes to your product with less effort, more profits further down the sales cycle. Yes, ma'. Am.

Facebook account. It's not necessarily business. It's sort of maybe social and into spirituality and quantum physics. So when I see articles and I repost it, they're usually long. I don't get as much like. And what I have learned is, and I do the highlight, shorten it. And also sometimes the picture that they have does not attract the people. For example, like the Buddha. And although some of my friends are Christian, they don't click it right. So I have a source, a dollar photo. You can buy a dollar photo. And I will just key in quantum physics or something and use that. And I know the size that will fill up the form. I got a lot of likes.

How cool is that? That's a great takeaway.

But I do, I do give them credit. Excerpt from Blah blah blah. And I also linked the full article.

Cool.

So the guy from Menlo park on Facebook Came here in Indio or Indio Chamber of Commerce last night.

Yes.

And it was promoting the business page of Facebook. But I asked him, do you have any support? No, nobody answering. So I guess Amy is pretty good at that.

She's amazing. She's like a ninja.

So that will be. That's something that I'm interested in it. In, you know, I think so. Okay.

I think one thing is that I've been in business a long time, a lot of marketing, and years ago, you had to go to something like an ad agency to write your copy of all your stuff. Today is you can leave the stuff yourself. Everything you do yourself, you want it. But in most cases, your mo, Your better cost effectiveness to outsource all of it and get people know what they're doing. I mean, the people here that like to write, you know, the people like, you know, Jeff and Amy and Andrew and. I don't. And Brian.

I was going to say your last name first. These people, that's their. That's their business. And they really. A lot of people, they can really help you out. And it's not as costly as it looks like. You know, you can spend more time selling your business, making money, and don't do these kind of things. And we've outsourced all this in SCORE right now. We find that's more effective than doing it yourself. Now, I just want to say, first of all, thank you for coming today. Did you feel like you took at least one or two nuggets away that might help? We want to thank you for being here, and we also want to let you know SCORE is available. The mentors are here. I can hear them out there. They're all fighting over the last remaining donuts, but they're here right now. So if you need help with any mentoring or you want to make a scheduled appointment, now is the time. We really appreciate that. Okay. That's why we do what we do. This is their attraction vehicle, if you will. So again, thank you very much. See Andrew if you need any questions answered. Oh, we have a survey. Survey now.