Grassroots Marketing - Low Cost Highly Effective Targeted Marketing

Foreign. Hey, everybody, Jim Johnson here, your host with Contractor Radio and the head coach at Contractor Coach Pro. Today we are going to be talking about marketing and specifically grassroots marketing and what that actually means and how it plays a part in what you do. It's awesome marketing, especially for smaller companies trying to get up and running and make their way and generate some revenue without a whole lot of expense. But before we get there, we'll come back in just a minute. Got to pay the bills. We're going to have one of our sponsors on and we love the folks over at Hail Trace. You're not using Hell Trace. It's definitely worth the money. That money invested was one sale was already bought. We've got from deny or declined 2x of being bought just because of Helltrace and the storm reports that they give us. Not only do I know where the storm's at sometimes as they're happening and I can already head right there to the storm, but also after the fact, when I'm out knocking on doors, I can show homeowners the map and what kind of hail was in their area. We've seen a huge return on our investment and I have no doubt that you will too. One of the great things about Hail Trace is you can actually use it in some of this grassroots marketing that we're going to be talking about today. And I don't have any special guests on, this is actually one of those areas where it's very passionate for me. So we're going to talk to you guys today with just me and we'll talk about grassroots marketing. So let's understand what it is. Grassroots marketing is this idea of being very careful, targeted towards a specific group instead of just broadly putting up a billboard or throwing out an ad to a wide range of people on social media or anything like that. I'm going to get very specific about who I'm either going after or who I'm trying to get to help me go after people. And so when we get really targeted, we can reduce the size of the group that we're going to, which reduces our costs. But. But if we're really smart about it, strategic about it, we can achieve some pretty amazing things. For example, even get smaller than that. Think the bullseye. That's the key is like, who is this target and who is this ideal client of mine? And I ask people this all the time, who's your ideal client? And it doesn't matter what trade you do. If you do siding or fencing or roofing, it will usually the first answer out of anybody's mouth be anyone with a fence or anybody with siding, anybody with a roof. And the real answer is probably not what if that person that needs a new roof owns a trailer house three hours away? Is that really the most effective use of our time to go out and do that work? Is it what brings us what we need in our businesses? So I want you to get really smart about this. That would be the first task that I give you on this, is determining who that bullseye is in your target. And so it could a number of different groups or people or groups of people. And so think of it this way. Whatever it is you like, I don't know what it is you like, but I like certain things. I like fly fishing, I like golf. I like to read. So all of those things, I kind of look at those. I go, hey, I like to golf. So who's the best person for me to work with as a client? Golfers. And so I then took that idea and said, okay, I'm going to target after that specific group of people. So where do they live? Well, they live in golf course communities. And so if I am strategic about choosing golf course communities that I'm going to market to, I could provide myself opportunities that I wouldn't provide myself if it was just generalized and broad. In other words, hey, free inspection for anyone who needs a roof. Yeah, sounds great, but that's anyone that needs a roof. But if something says along these lines, a free case of Titleist Pro V1 golf balls for anybody that needs a roof, who am I going to get? I'm going to get golfers. Golfers that live in the communities I want to work in, who know the people that are their neighbors, that I also want to work with and know people outside of their neighborhood who are in their network with the same type of normally socioeconomic status. And so they're going to be bigger houses and nicer houses. And by being able to work on those particular houses, it provides me opportunity to maximize my time. And so we want to be really smart about our marketing. Our marketing can take a variety of different routes, and we're going to talk about some of those today. So first off, let's talk about the easiest and fastest and most important thing, like the very first thing you should do Whenever it comes to your marketing, you have got to consider your network. There's a saying out there that your net worth is equal to your network. And so the bigger your network and the more relationships you have, the more opportunity you have to create net worth. And so we want to make that part of our goal. I challenge people whenever it comes to this marketing thing. And when we're coaching people to write down a list of everybody they know, like, hey, okay, I'll write down a list of every single person I know so I can let them know what I'm doing. I'm in this business now doing this thing, and I want to let you know about that. I want to let you know if there's any opportunities that come up that I can be of benefit to you. And so we'll get there on how to, like, set that up. But I want to make this whole list of everybody I know. Then I want to look at that list and consider who the influencers are in that list. I really kind of hate that term, especially nowadays, because in social media, it's kind of become a hot buzzw social media influencer. But you think about it, a lot of the people you know are influencers. They are the experts, the advocates, the people that are who do, you know, people. And I like it. Like my cpa, you know, I needed some work done on getting some business things put in place. And so I asked my cpa, hey, you know, any good business attorneys? You know, any good trademark attorneys? And sure enough, they did. So my network worked for me to get the right person in place. And so think about who those people are that have influence over a group of people. Could be CPAs, could be realtors, could be insurance agents, could be any of a number of people. So we take those people and we say, okay, those are my influencer people. That's where I'm going to focus first. And I'm going to do some things to help them out. And that's really what I want to do first. I want to provide some value. And that value could be in giving them something, whatever that thing may be, you know, dropping off donuts or bringing some coffee or that type of thing. That's really simple. Or you could take it all the way to the extent of, like, creating a program around it. We had programs for insurance agents and realtors and glass guys and whoever. Like, if they worked with the same people we worked with, we wanted to create a program for them. And that program being value based to them. In other words, by being a part of this program, they or their customers got some benefit that others would not get. It was exclusive to them. So they could then use that valuable tool to sell more of what they do. But we would also refer business to them because we aligned ourselves with great network Partners. And by aligning with those great network partners, providing value to them first, you get what's called the law of reciprocity, which means if somebody does something nice for you, human behavior causes us to feel an obligation to do something nice back. And studies have been done that not only do we do nice things back, but we tend to do a little more. And so when we do that, we give a little more than the last person did. Well, then we give a little more. It goes kind of back and forth that way. And those relationships start to become something more than just a relationship. You're like, in true fellowship, you're helping each other do some pretty amazing things. So really think about how you put those together. Now, those groups can be formed through, like BNI groups. BNI is a called Business Networking International. They have chapters all over the country and throughout the world. Great place to go to meet other people that are in business, trying to network, share opportunities with each other, and also share advice and value with each other. Usually when you go to a bni, somebody's up there speaking, and they're speaking from a perspective of what they do, how they help you, and how they provide benefit to your customers. And so you get to learn a little bit from other people, what they're doing. And by watching that, you can then take it and start to put it into your own business. You can call every single person on your list. Make sure you do call every single one of them to say, hey, man, I've been wanting to tell you I'm into whatever it is. I'm working for this fencing company. If you know anybody that needs a fence, and you'll be surprised, all those phone calls you make, about 10% of them are going to need you. And so you want to make sure that you include that in the conversation. Hey, if you ever need anything, I'm your guy. As a matter of fact, if we work together, maybe I can give you a discount on your work if you're sending people over to me. And so that network becomes extremely valuable. Email everybody that you aren't able to get a call with, text the ones that you're not getting responses from. And then use social media, Broadcast out there to the world what you're doing and be consistent with the things. Don't just do it one time. Be consistent with keeping your network in contact with what you're doing. You will stay top of mind. And the more they start to think of you as the thing you do. So you're Dan the roofer or Frank the fencing Guy or Pete the Painter, whatever it is, you get associated with that thing you do. And so every time they hear that thing from somebody else, asking if you know anyone, you're the first person they think of. And so you got to be really consistent with this. But it's no cost. Like, it's just one of those things. Shoot an email, make a phone call, send out an update to everybody saying, hey, this is what's going on in my world. We got this new type of product or this new kind of paint or this new type of material. Just thought I'd let you guys know. And they start to go, huh, this person is really serious about what they do. They're knowledgeable about what they do. As a matter of fact, they're looking like they're kind of an expert at what they do. And I heard it from somebody else, so I'm going to send them that way. It is an amazing thing to have a great network. It was my number one goal whenever I got into the trades industry was like to create this big network because I brought that from my previous sales background would be really consistent about it. Groups and associations. So if you're a member of a group, let everybody in that group know what you do. If you're a member of an association, so Lions Club, Rotary Club, Chamber of Commerce, whatever those are, if you're a member of any of them, let everybody know what you do. If you're not a member of any of them, pick the one that serves you best for what you do and go get involved. Go be a part of it and not only just be a part of it, to receive something, give something, be a value to those others that are around you because you have to remember your network is savvy. They know. They know when you're doing it selfishly and when you're doing it selflessly. And if we genuinely give to other people, that law of reciprocity kicks in and it will shock you the amount of results you'll get from it. Another key aspect of that is social media is a powerful thing. And there's these groups that are out there that you're not a member of and can't be a member of because they are private. They're locked behind a bunch of questions or maybe a location that you live. And you can't let people know what you do in an area that you might want to do work. So you're going to need to meet somebody that's in the area and have them be your advocate. That's what you're looking for, you're looking for advocates, zealots, whatever you want to call them, people that believe in you. They're raving fans and they want to talk about your brand every chance they get. Because in some of these neighborhood groups, there's always people needing something done. Hey, does anybody know a good painter? Does anybody know a good garage floor guy? Does anybody know somebody that does garage doors? There's always that question. You want to be the person that is the first one mentioned. So get to know the people in the neighborhoods. And there's a great way to do that. And this brings me to my second topic for grassroots marketing. Like, I don't have a lot of money. I don't have a lot of money for marketing. I gotta get out there and let people know what I do. I'm gonna start doing some networking. Doesn't cost a whole lot. I'm going to let people know on social media, it doesn't cost anything. It's very organic. But you have to be consistent. You have to, like, put that thing out there more than once so everybody sees it. I see a lot of people go, hey, I'm into this now and this is what I do. And there's a few pictures for, I don't know, two or three posts about the first week, and then off it goes, you never see them again. The ones that do really well with it post consistently. And so I want to meet some people in some of these neighborhoods that I may want to work in. How would I do that? Well, go talk to them. It's not that hard to go knock on somebody's door. As long as you have the right approach. It's the lowest cost, most effective marketing that you can possibly do, second only to networking. And as a matter of fact, it can create the network for you in depth and get a lot deeper. It was actually, like I said when I first got into contract, I needed to go meet people and knock on doors, which I was not a fan of, to be honest with you. And I had to come to grips with it, like, okay, I got to go knock on doors, because I know I need to build a network. If I build a big enough network, I'll never have to knock on another door again. And I said, well, what's my approach going to be like? And at first it was a salesman type approach and that didn't go real well. I got tired of people being frustrated with me and I sat down and thought about it. I was like, why am I doing this? Why do I need to go and tell people about what I do. And what it came down to is I had to tell myself and get myself in the mindset that I am the best possible person for them to work with. My company is the best possible company to work with, and I'm doing them a disservice by not telling them and educating them on who we are, whether they go with us or not. Not a big deal, but I need to let them know who we are. If I can let them know who we are and the value that we bring, maybe I do a free inspection or I do some type of free service for them and provide that value first. That law of reciprocity kicks back in and wow, that was really cool. He did a free inspection. That was actually an inspection. Like, it wasn't five minutes, it was 20 minutes, maybe 30 minutes, and lots of pictures and documentation and report that was theirs with no obligation. Now, if I was good enough and expert enough and I created enough problem and I had the right solution, the majority of those people went with me. But if I did it from a place of I'm truly trying to serve you, they could tell. They know. And that mindset is the key. It's not this thing of like, I'm tricking them, like, I'm going to go out there and act like I'm helping them in order to get this deal. It's not that I genuinely wanted to help people, it's just that easy. And so it gets me past that idea of knocking on somebody's door and being salesy and maybe that'll help you. Don't think of it as being a salesperson. Think of it as being a community service project. And we actually teach this on our learning platform, the contractor training room. You can hop on there and we have a whole deal of what we call six star canvassing. And you have an opportunity. With each door you knock on, there's six different ways that you can get them. So I'll run through them real quick. But if you want more detail on that, you can certainly go over to contractortrainingroom.com and check that out. It's called six star canvassing. And the first chance you have is like, I don't have to interact with them. Just put flyers and door hangers out, doing it in advance, like, hey, I'm going to come and knock on doors in the evening. I'm going to drop flyers and door hangers off in the morning when most people aren't home anyway. I'm just going to drop them off. And that way, when I come back, I can be very strategic, effective and efficient and go to every house where the door hangers missing, that means the person's home, which maximizes my time, maximizes my opportunity to actually talk with somebody. And yes, sure, somebody could have come home, grabbed it, and then left again. But usually unlikely, like, it increases the percentages quite a bit more. And once I get all those people, then I'll come back and knock the ones where it's not missing because maybe they were home and just haven't checked the door yet. So that's opportunity. One is flyers and door hangers. And you get calls off of them sometimes right away before you take even another step. But the next step is to actually knock on the door, introduce yourself, tell them what you're doing. Maybe you're doing a community service that you're offering free inspections of their exterior or interior of their home and that you just want to give them a report. And that way they know where they stand and if it's something that they should be concerned about or it's something they can sleep easy over. And you're going to inspect things that are in great condition, say, hey, great, A. But there's going to be others that are Cs and Ds. There'll be ones that are Fs and need immediate attention. There might be some repairs in there. And so that creates this opportunity to create these people. They're going, hey, that was pretty cool. That guy actually truthfully helped me out. So I knock, I explain what I'm doing, and they say, yes, go ahead. But a lot of times they don't say that. They say, I'm busy, I'm super busy. Kids crying, I'm on a phone call with work, whatever it is, no problem. Let me set up a time to come back because I'm doing every house in the neighborhood. Would you like me to do this tomorrow or the next day? Always two choices. Follow this 2, 3, 2 concept. You'll get an appointment almost every time. And so they say, I'm busy. And I say, great, no problem. I still got to inspect every house. Do you want me to come back tomorrow or the next day? And they say, oh, the next day I go morning, afternoon or evening? Three choices. And so they pick a time and I go, great. Which is better? Maybe they say afternoon. I say, awesome. What's better for you? 2:15 or 4:30? And they pick one. I'll take the 2:15. And I said, I'm really specific like that because it sounds more like A doctor's appointment, it sounds like, man, I need to be here. And I say, can I get your email so I can shoot them a quick reminder for it and that way my appointments actually show and I do come back and perform those appointments. So that's, that's opportunity number three. Remember, flyers and ringers not going to execute the service. They say yes. They say, no, I'm busy, set an appointment. They say, hey, no, I'm busy and I don't want an appointment. No problem, I get it. Busy is busy. Could I get your email real quick so I can just send you the information on this and why it's so important that you get an inspection done on this thing at least this often. I won't bother you again. And they go, yeah, sure, no problem. Boom. And you get the email address. Now sometimes it's like getting the phone number of the growth bar and it's the wrong one, then that's okay. But most of the time they give you the real one because you just told them you're going to give them something valuable. And that's the key. You got to give them something valuable, something they want. Think about what that is. Be creative. Don't just go with my particular concept. Go with one that fits you and get that email address. And then you want to build out email campaign, send them several emails, progressively getting more time sensitive that something needs to be done because you are leaving that particular neighborhood. And then somebody just says absolutely no, get the hell off my property sometimes. And you know, it could get to that point. I hope not if you're being professional with the folks. Sometimes people are just in a bad mood. Like bad things happen. You never know what's happened to that person before you knock on that door. Maybe their babysitting there with a dirty diaper. Maybe they got fired the day before that morning, maybe they got served, divorce. Like anything could be going on in that person's world. So you can't take it personal. Like when somebody's angry with you, they're angry with you and that's more about them than you. But I still feel a responsibility. I go, hey, no problem. I wasn't here trying to get you upset about anything. Thank you very much for your time. I'm going to move on down the road. And then door closes. I write down the address and I have specific emails that I'll send out due to the case. Like nobody was home. I got the nobody was home email. If somebody was upset, I got that somebody was upset email if somebody was running out the door and had to go somewhere. I got the running out the door, going somewhere email. So think about those different circumstances that may come up and how you would write an email that grabs their attention is super important. And don't miss this because that gets them going. Hey, you know what? Maybe I was a jerk or man, I wish I could have taken time for that. As long as we keep it fresh, it'll be really good. And so last but not least, on those six things, call and follow up. There's so many tools out there. Whether it's Cole information, Hell Trace has this type of information. Sales Rabbit has this type of, of information. The names and phone numbers and addresses and demographics of people. You're going to send something to them, send something to them. And if they're not home, send them a personal mail. Like put it in an envelope and send it to them. Have it be a white envelope, put their address on it, put a stamp on there that's crooked. Yeah, I know it's more expensive than direct mail, but I want to be effective. And if I put that stamp on, it's a little crooked. Most people open it and I just put my return address, not the name of my company or my name of my business, just put my return address. People are more likely to open that when they open it and they say they see the. Hey, sorry to bother you on a bad day. Obviously we got off on the wrong foot. They read it right like they read that thing because it looks like it's from a friend or a grandma or somebody like that. And that's the whole thing is going to get them to open it. There's some tricks there that you can use to get that opened and read that we might do on another podcast or you can certainly go get it in the contractor's training room on this six star canvassing. And then last but not least, I gotta follow up. Just please follow up. If you're gonna send something in the mail or you're going to leave a flyer or you're going to set an appointment, follow up with people and make sure that you, you follow through. Because here's the thing, you send something to somebody and it was something they were interested in, but they're still busy, they got something going on. They got run out to work, just got home from work. Kids are all wanting to be fed. Whatever it is, they read it. Now that's really important. I want to call that guy back. And they set it down the important paper file. And I don't know about you Guys, But I have a pile like that that I haven't called any of those people. But I know one thing for sure, when they call me, it clicks that I have that thing sitting there. I'm like, cool, I'll take a moment right now because this person called me and you'll be shocked, man. You know I meant to call you. I'm glad you called me. You'll be surprised how many of those people will say that to you. So that's your six ways flyers and door hangers actually knocking and doing the inspection. They're busy. Set an appointment, no appointment email campaign. So get the email address, no or no one home, send them a piece of mail and then finally follow up with those people, call them and follow through. Because in your piece of mail that you sent them or your email, you told them, I'm going to call you. So follow through with it. So that's networking. A little bit of door to door approach. It's a numbers game on that door to door thing here. Traditionally, what you'll see is about a 20% open rate. So if I knock 100 doors, 20 of them will open and 20% of them will let me do what it is that I do. And so if I knock on 100 doors and I get 20 people to open it and I get four people to say yes, that's a pretty good day, that's pretty good start. And if I know my closing ratio is 50%, I'm going to close two out of four every day that I do that. If I do it consistently, there might be zero days, there might be four days, there might be threes and twos, but they'll average out to about that close rate that you have in your normal selling situations. And I like numbers games, just becomes math at that point. So last but not least, before I get there, I got to pay the bills, I got to bring on one of our sponsors, another group that we absolutely love. And this is another one of those things that you can do that has to do with this idea of grassroots marketing, which is getting referrals. So here's a little message from get the referral. Who doesn't love getting more referrals? GTR will make your referrals game stronger than ever with our four step process. First, engage with customers through job status updates and push notifications. Then motivate your advocates to send referrals and earn rewards. Third track and manage all of your results through your company's dashboard. And finally, sit back and enjoy achieving up to 40 times ROI. GTR is the number one referral platform for contractors. So book your demo today. I get the referral. Get the referral is awesome because it gives you a different unique way to get referrals, allows you to track them, reward your clients through the app. It is an absolutely cool way to be different than everybody else and work with some of that network group of people. If you're going to give them any kind of financial reward, you can do so through get the referral by giving them their own personalized link. Super easy to set up. And so reach out to those guys if you're trying to your referral game. So the last thing I want to talk about is a concept that we call guerrilla marketing. And so a lot of people confuse this concept that guerrilla marketing and grassroots are the same thing. And they're not. But we can have grassroots guerrilla marketing, grassroots, targeted to a specific group of people. Guerrilla marketing is more broad. But the idea of guerrilla marketing is it's a surprising thing that grabs my attention and so I want to do it or at least take a look at it. And you've seen these, those things when you're walking down the road or driving along in a place of business and it just grabs your attention like, oh dude, somebody's giving away a free vacation. Let me look at that. Or wow, that is a cool ad on that bus. It looks like a boa constrictor. Oh, that's for the zoo. Right. And so there's these things that grab our attention. Some of them can be much more expensive like wrapping a bus, where some of them can be less expensive, like, hey, we're going to give away a vacation. We're going to get thousands of people to enter. Think about all the different things that you see out there. This is the concept I want you to grab onto more than anything from today's conversation. Look at what others are doing, look at the things that draw your attention and then consider the cost of those and go, hmm, you know what, I think we could actually pull something like that off. One of my examples was from the health club world. That's where I came from. I came into this industry and health clubs had what we called lead boxes. We would give away a free six month membership to anybody that put in a form for us. And we would draw their name and literally it was like handwritten on a notepad that was a pre printed notepad, put in your name, address, that type of deal. And they would all put in. We pick one once a week, new six month membership. Everybody else that entered, guess what? They wanted to get in shape. They want to join a health club. They wouldn't put it in there if they didn't. And so we would call them and say, hey, you didn't win the six month, but here's a free two week come in and give, get set up with one of our trainers. And that generated tons of sales for us. And so when I came into this world, it was like, hey, what can I do? Like that. I go, okay, maybe we could give a free roof or we could do a free inspection, depending on what kind of cost investment you want to do. We chose a free roof. We gave away two a year. And we would get thousands of leads from people that wanted a new roof. And so we would offer them our proprietary amazing inspection that was completely different than everybody else's with a report and pictures and all the other good stuff. And they would take us up on it. Yeah, that sounds great. We didn't knock on their door like some of the other people. We were actually calling them because they engaged with us first, raised their hand, said, hey, I got a roof problem. And we called them and said, hey, let's come out there and assess it for you. It was a fantastic idea. Take some effort. Got to put it together and got to think about a little bit and think about where you're going to put them in and what are you going to do for the people in the buildings that you're going to put in. Like for a doctor's office, what would you do? Well, anybody in your doctor's office that needs a new roof, $200 discount, boom. I just created another person in my network. So think about how you can combine some of these things. There's a lot of easy things to do out there. Think about what you pay attention to. Whenever I come home and I see a notice on my door, if I see a door hanger, I have one opinion. I'm like, eh, somebody's trying to sell me something, right? Almost every time. And I'm like, nope. But if I see like a post it note stuck to my door, I'm like, what's that? Is that the UPS guy? Is it utilities? What's going on there? And so I grab it and look at it. It's like, UPS, we missed your delivery. Or FedEx, we missed your delivery. We'll try again tomorrow. Post office, hey, come pick it up is what it usually says on it. But what if it says something along the lines of hey, we missed, we missed you. Today we're doing inspections to give reports like this and there's a link or a QR code and they click it, they go, wow, that's pretty cool. I'm gonna get one. Call the guy. Only because they read it. If they see that door hanger, they don't even read it. They just take it off and throw it away. If everybody's doing door hangers. So if everybody's doing it one way, really consider how do I take that concept and do it a different way? That draws their attention. There is a ton of these type of ideas. Once again, there's a lot of those in our, what we call all star marketing section of the contractors training program room. But we're not the only place that has these. If you're in the insurance restoration world, talk to Matt Danskin. The guy's super smart. He has an insurance agent program. If you're trying to broaden your organic stuff, talk to Joe Hughes and Contractor Dynamics. There's a lot of us out there that help you start small, go big in a pretty short period of time. Think about what that thing looks like and where am I going to put it? That's kind of the key. So if I'm going to send a piece of mail, everybody else is sending direct mail. I'm going to send a piece of personalized mail. And yeah, it might take me some time, but it's much more effective. And once I get into the neighborhood where I want to be, then I can meet the neighbors just by simply going up and introducing myself and things go great. I just need the one. And so how would I do that in social media? Like, what do I do in social media? Like everybody else runs as it says, free inspection. Great. What does that inspection looks like and what does that mean to me? And that's what everybody else says. Show them, give them some idea of what they're going to receive. If it's just a few pictures, that's not enough. Do something truly valuable that brings in that law of reciprocity. Maybe there's some guidelines or best practices for people that have roofs over 15 years old and what they can do to maintain those roofs and make them last longer. You can come and do an inspection and give them a grade, do any minor repairs. So there's a lot of things that you can do to generate that business, whether it's insurance, restoration or retail traditional sales. But one thing that you gotta get out of this is if everybody else is doing it this way, then I got to do it a little bit different, a little bit better way A little bit more strategic way. And so I want you to challenge you. I want you to sit down today and I want you to think of all the ways that people market that are in your industry, in your trade, how do they market? And then am I doing the same thing as question number one? If I'm doing the same thing, how can I take that same thing and turn it into something different? If you want to get some feedback on what those things are different, shoot. Email me, head coach, like the guy that runs the football team@contractorcoachpro.com and I'll give you some feedback. We're here to help you guys. Here to serve you guys. Here's my value to you. I would genuinely want to serve you. And if you have something that you want to throw by us and say, hey, what do you think of this idea? Shoot me an email. And who knows, if I provide that value, maybe you see that law of reciprocity and say, hey, there's more there and I want to learn a little more. But I do it genuinely. If you don't, great. Either way, I want to help you. Hopefully you got something out of this today. There's a billion different ways out there. I want to give you some really good advice on some of this. There's a couple of books out there that you can go get there. Is Guerrilla Marketing a great book for what we do, and I believe there is one on grassroots marketing book. And let's just check here. Grassroots Marketing, Getting Noticed in a Noisy World. You want to go grab that one, take a look at it. Because it is a noisy world out there and there's a lot of people all doing the same thing. How would you go about getting noticed? Got to make it different. Got to have a little different spin on it and take what you're good at and focus on that, maximize that thing. So if you're good at hanging out with people and building relationships, really get into that network thing and lean into it. Matter of fact, we've had several people that couldn't get into a BNI because the BNI was full. And they had that person, you know, roofer side or fence or whatever. It was already in the B and I group. So they got really creative. They went, you know what? Instead of that, I'm going to go create my own networking group. We're going to meet twice a month, once a week, once a month, whatever it is, and get together. We're going to have cocktails, you know, maybe it's a happy hour, that type of thing. Share business ideas with each other, share a few referrals and going about our business. And some of those networks have grown really big. I have quite a few contractors that have used that particular tactic. And it's valuable to you, too. Those people in your network can bring you ideas that you would never have gotten yourself. We usually will tell people to have those private networking groups like that do it someplace as a whiteboard and say, hey, what's your number one problem? What are some of the ideas to solve it? Those great kind of brainstorming times when you're challenging the people in a room. You'll build off of it and come up with something really cool. And it's how we've come up with a lot of things that we do. There's all types of stuff you can do. You can go out there and invite everybody in the neighborhood to a roof party and have everybody come watch you put a roof on in a way that nobody else does. Or redoing a bathroom reveal. Or it could be a garage door reveal party. There's all these things that you can do that you engage everybody else that's been thinking about doing that thing and come over here and check it out and see it once they get engaged like that. Yeah, man, that looks awesome. Come to mind. I really want you to. I've been wanting to get this done anyway, so really consider all the different ideas that you can do, how you can grab people together. Use educational events. Like that was my. One of my favorites for the kind of networky type feel. I would go find the president of the homeowner association and say, hey, president, homeowner association. Your neighborhood is a neighborhood that's about 15 years old. So people should be considering a full home exterior inspection because the components on the outside of their home are starting to wear and tear. And we do free inspections and give them where they stand. And if they're great, they're great. If they're not, they're not. It's very transparent about what we do. All documented with pictures. I'd love to grab everybody, bring them in, and, like, have a talk with them. I'll give you all the tools to do it with, but can we arrange that? Absolutely. We've been looking for stuff to talk about at our homeowner association meetings. Sure enough, we put it together. It's a nice flyer that goes out to everybody in the neighborhood. There's a time and a date and event created on Facebook and really kind of pushed into their Facebook group so that they are then engaged with you outside of their Facebook group, show up, there's tons of people there, tell them what you do, set appointments and you're good to go. So there's great ways to do this. Just takes a little bit of thought. I hope that helped you today. I hope we gave you a few golden nuggets on some of your marketing ideas and we look forward to continuing to help you here at Contractor Radio. It's a lot of fun doing what we do and we will have a special guest next week. So excited about that. Talk to you guys soon. If you need help, if you need help with anything, any of this kind of stuff, that's what we're here for. Reach out to us. Go to contractorcoachpro.com Click on the Assessment button. Take the assessment. Takes about 20 minutes, but it really helps us identify any of the issues and problems you may be having in your business first. So we don't have a big, long discussion about that. And we actually do a coaching call. We really and truthfully are there to like, hey, here's some coaching for what you told us. Based on that. These are some things that you should consider and help you that day so you can actually see what a coaching call is like. It's not a sales pitch or anything like that. So many of you that want some help on this marketing stuff, go click that assessment thing and say, hey, this is where my weaknesses are. Give me an hour of your time and we will. We'll sit down with you for an hour, we'll help you with what you do and give you some really strong feedback on that. Thanks for hanging out with us today on Contractor Radio. We look forward to continuing to share with you guys as we move forward into 2022 here pretty quick. Have a great.