The One With A Live Audience(Phoenix I Love Marketing Event!) - I Love Marketing With Joe Polish And Dean Jackson - Episode #37

Foreign jackson. He's joe polish. And this is the I love marketing podcast. Hello, everybody.

It's Dean Jackson and the very smart and far more intelligent than Dean Jackson, Joe Polish. There we go. Just kidding, Dean.

You feel good about that?

Yeah. You know, it makes up for things.

I bet that our listeners have noticed something right away.

We sound.

This is probably different. This is the best sounding episode they've ever heard.

Yes. Because we are just stepping it up a notch, Quite a few notches, and we're gonna make this sound phenomenal for everyone listening.

This is the closest we've actually been to each other since the car cast episode. The naming episode. Yes.

So to give everyone that is listening a little bit of what's going on here, we are live at the fourth day of the I Love Marketing conference in Phoenix, Arizona. Actually, Mesa, Arizona is where we're at right now. And we are with our very best clients, our platinum plus members. These are people that are pro, predominantly in the professional cleaning and restoration industry. We've got some very sharp marketers that are in the room. And let's. The mic may not pick up everyone, but if everyone could say hello to all the people that are listening on audio. Whoo.

There you go. I think that picked that up.

I think it picked it up. Yeah. So we're doing this literally live in front of an audience, and this is going to be some Q and A and you're going to hear from some of our best members and people around the world are listening to the last day of our live conference. How did you think the conference went, by the way?

I think it was great. We had a great time. I think everybody had a great time.

Did you guys have a great time? Yeah, yeah.

It was good. It was exciting to see everybody live. The most exciting thing was seeing all the people who are starting meetup groups all over the world.

Exactly. Yeah.

We had. Literally, we had people from Australia, from Germany, from London. Yep. Yeah.

Yep. It's kind of neat. Yes, we did. And there's going to be more and more of it. And yeah, we have some very special guests. We had Dan Kennedy. We had Robert Cialdini. We had Evan Pagan. We had John Carlton, Dean Graziosi. Who else? Bedros. Bedros Killian. Talking about Facebook and. Yeah, it was badass. Yeah.

All right, so let's talk about what we're going to do today. So we've got, as Joe said, we've got some great high performing business owners here. And we're going to do this episode as we're going to do it like hot seats. We're going to talk about their businesses. We're going to get some. Some insight from them. We're going to maybe help them work through applying the things that we talked about at the conference in your before unit, your during unit, or your after unit. So let's go ahead and get started.

Yeah. See who you are and go from there.

Hi, guys. My name is Corey Michael Sanchez, one of the founders of Mojo Video Marketing. And first off, I got to say, if you're listening to this right now, this event has been fabulous. So I recommend that you come to the next one. I've learned a lot, and this is really the only podcast that I listen to religiously. So I consider it my own kind of mastermind every week that I get on and listen to stuff that I can really take action on. So for all of you guys listening, definitely come to the next one because you meet a lot of people that'll help you. That'll. And just all the wisdom that Dean and Joe offer is always fabulous as well. So thank you guys for doing this. I really appreciate it.

Thank you, Corey.

Right on. So here's one of my challenges that I wanted to talk about real quick, because we, you know, we have a video marketing software. It's video, email, video, text message, all automated. And it's really for small business owners to follow up with everybody that they meet and all through video, because there's nothing better than video as far as building relationships. We do most of our business through webinars.

Right.

And you know, we have pretty high conversions on webinars.

So.

So my challenge is, and we're doing other ad sources and all that, but I really want to get in front of more joint venture partners, you know, people that have audiences of, you know, small business owners or lists or database that want to offer them something really valuable. So I thought I'd throw it out to you guys. What you guys formulas are for getting in front of joint venture partners that you could work with long into the future.

Okay, so before I go into, like, targeted tactics where you could say, select a single target market and go through that, which actually, do you know what the average sale is of, say, your top five best joint venture partners currently, how much revenue they bring to you.

As far as, like when we do a webinar and all of that? Okay, so we convert at 22%. So if we get 100 people on the line, we'll get 22 new customers at varying price points. But usually it's Software, it's less than $100 a month and it's about 497 startup and so it's pretty high conversion and they're their EPCs or their earnings per click is usually pretty high. But this works really well for actual lists of business owners and not just people that are newbies or online marketers and all that. Was that answering your question anymore?

And you want to get joint venture partners that will actually promote your services to their clientele.

Exactly.

Okay. And do you know how much you'd be willing to pay to get a joint venture partner? Right?

We do. Yeah, we do half the setup fee when we, you know, for all joint venture partners. So it's about 50% on the front end.

So.

And is there and monthly anything monthly?

Monthly we don't typically do. We've done in some very rare cases. But usually it's. It's just a set of fee and sometimes we do. We figure something else out on the back end.

Okay. So if you want to talk about selecting a target market and then I'll talk about tactics that I would use.

Okay. So yeah, one of the things that I was going to say as an aside to that that's not an unusual challenge that people want to accomplish. They want to get new joint venture partners. And everybody when they think about joint venture partners, it always amazes me. It's kind of like what Ivan Meisner said here today. How many of you came here looking for joint venture partners to promote your stuff? Yeah, that's the thing. But how many of you came here today looking for other people that you could promote their stuff? Yeah. And that's. So it's the best way to approach people is what Robert Cialdini would say is getting that reciprocation going by leading with. Hey, you know what? We've got a list of online marketers who are really savvy using video and I think they'd really love using your product. How could we work together to get the word out to our clients about your product? Always leading with that is probably a good opener to start a relationship because everybody's much more receptive and doesn't get that approach as often as they get, hey, I've got this really great product that you should really promote to your list. So that's just one thing. But let's talk about maybe even Joe might talk about some tactics with the JVs. But who is your target audience? So we talk about the profit activators. So who's your.

Yeah.

Who would be like an ideal if you had a wish list of like a joint venture category. Niche.

Yeah, great question. And it's, you know, and it's. And I remember hearing you guys niche it out and stuff like that. Because the reality is we have customers in all kinds of different fields, from politicians to real estate to some carpet cleaners as well as, you know, just people in every industry. Real estate and all over the world too. I mean, we've got customers in Australia and Singapore and Canada, Mexico. And so we have a real estate, I guess would be one of the ones that we do really well in. Just because there's a lot of realtors out there that look for solutions like ours because they know they need to build better relationships with their customers and it's not something that they're. That's new to them. So real estate is definitely one of them.

So if only you knew somebody in real estate, people in real estate.

Yeah, yeah. Where would he find someone like you?

Okay, so keep talking.

Right.

Real estate is definitely one of them. Another group that we usually do really well with is I guess, marketing consultants. People that actually go out and bring on customers and help them market because they understand video too, a little bit more and they understand about follow up and building a list and building relationships. So that's another, I guess, group of people that are usually great referral partners for us.

Let's talk about the realtors.

Sure.

So if that's our target market, what's the dream come true for them that.

You provide for the realtors? Okay, great. The dream come true for them is having a list of customers and prospects that they are sending videos out to, building better relationships with and really kind of preventing all these people from going to their competition.

Right.

Because people are going to buy real estate, they're going to sell real estate at some point. For Realtors, it's a long sales cycle and so you need to stay in front of people for a pretty long amount of time. And so that's why we use video and automated software so they can load up a series of videos and really follow up with people for six months, a year, a couple of years.

An autoresponder type of. Is that built into it? Yes, autoresponder, that will send people a notification about the video. And do you, does it create a special page where they go to watch the videos or do you embed the videos right in the email?

Sure, yeah. They get online access, so they upload their videos.

Right.

To our software. They send out video emails. They just gotta send the message out. And they can send video emails and video Text messages out. It's a link in the email. It's actually a screenshot of your face. So the realtor would be. Their image would be in the email. They click on it opens up and plays the video and it's all mobile encoded and all of that. And then you have your call to action page which basically gets them to do what's next. Right. So you can do click here to call. Click here to, you know, schedule an appointment with me. Click here to get my free report. And so all of that's on that video page and it's all customizable with their brand and their image and their logo and all of that. And yeah, so the, in the end the goal is to get them as many repeat customers as possible. We had, and I'll just mention this real quick, we had one real estate guy who was trying to mail out to a dead list, right. He had this list of prospects. None of it was converting.

Right.

He spent $4,400 on direct mailers and probably wasn't using your guys tactics because he got back one listing and that was it. And then all of a sudden he used video to the same list and he actually got seven listings back in one week. And that resulted in almost $2 million in real estate transactions for him. And obviously all those commissions and that was just using video versus some other tactics that he was using to a dead list that was doing nothing that he was really about ready to delete because he's just frustrated with it.

My mind always goes to when you look at this, do you have the marketing that goes with this for the specific niches as well? Is it the tool and the realtors have to bring their own marketing savvy and ideas to it, but the tool can do it. Or are you providing the turnkey marketing for the joint venture part collateral to it too?

Okay, so are you talking about the joint venture partner or for.

No, I'm talking about for the actual realtor because that's Gotcha.

Okay, cool. So for the customer, yeah, they get the software plus they get training.

Right.

We even have scripts for realtors and blueprints and we have a whole done for you service where if they want us to do the videos, they just submit the script and we do it for them. We hire the actor and the voiceover stuff and get that all edited and just give them a video.

Now for the joint venture partner though, what Dean is saying is if you want someone to promote and endorse you have you created everything for them so they don't have to think about how to promote your stuff.

Right. It's like swipes. Yeah, we got swipes. And they just send them out.

Yeah. See first off, that's the easiest way to pick up joint venture partners. Like for instance, there's many people in the room that have dry cleaners of clothing that recommend and endorse their services, like Lennon, Annette, who are actually in the back waiting for a question. You know, they use a letter already written for a dry cleaner to endorse their cleaning services. And so the dry cleaner doesn't have to think. So part of getting people to be active joint venture promoters is to actually set it up so they don't have to think. You show up and say, hey, I've got something really cool that will benefit your clients. And all you need to do is send out this email, send out this letter, do this, do that. And if the closer you can get to, they don't have to think about anything, all they need to do is promote it. Then the job there is to first get them to know like, and trust you so that they end up recommending you.

Yeah. And so, Mike, one of my things was, you know, I'm all about reciprocity too. And I want to give back as much, you know, as possible. And it's one of those things where you want to get all these joint venture partners. But I know what it's like to get all these emails and say, hey, you should promote my stuff. You know, I got all these testimonials and you know, it's good. Even if you have those testimonials and you have all these like, here, I got these swipes and all you gotta do is send it out and all that stuff. And it's push button easy, right. But you know, you don't, you don't wanna just kind of like send that message to everybody. Cause you know, it's like you don't wanna create that bad will where like somebody's getting this and they're like, ah, we got. It's almost like a solicitation.

Well, here's what I would do then. So I'm just gonna give you some tactics and then I would like you to take what I say and just go for it. Because you already got the ingredients. Part of this is just implementing it, you know, so you've already made a decision. You're just dealing with the best ways to implement it. You're already doing this anyway. I mean, you're already picking up joint venture partners. It's about how do we expand It. So what I'd like you to do is combine the primary tool that you use already to sell, which is video. Continue to send video out to joint venture people. If you want to target real estate, then I would say really go deep with that niche, you know, because once you start having more successes, it just builds upon itself. You know, if you have a hundred real estate agents that are kicking butt and you have, you know, five joint venture partners in the real estate industry, I mean, keep picking up more in that niche, right. You know, it's like, why fish in other lakes if you can fish in one and continue to expand it? And expand it. So that's, that's one thing just from a focusing standpoint. The second is combine it with other forms of communication. Follow up with, if you're going to send a video, send them a letter, attach a dollar bill to the top of it. Dear so and so. It's a Gary Halbert technique. I've attached a $1 bill at the top of this letter for two reasons. I have something very important to share with you and needed a powerful way to get your attention. And two, I've attached a dollar bill because I thought it would be an appropriate eye catcher. And what I have to share with you has to do with you making more money and helping your clients. And then as Gary Helbert would say, blah, blah, blah. If you can't take it from there, yeah. If you can't take it from there, no. But then you go on and explain your offer. Also, follow up with a phone call. Typically when you follow up with a phone call on a direct mail letter, you'll increase response by three times, right? So you're sending them an email with a video, you're sending them a direct mail snail mail letter. And you're also following up with a phone call. And if you have text messages for people, send the same video. Obviously, use your own system to do that, but it's really about just joint venture partners. You can actually spend a lot more time to acquire because of the sheer volume of business they could give you. Whereas if you're, you may not personally call or send a direct mail letter out to some people that are on your email list just because of the return, the roi. But in a particular situation like a joint venture partner, that's where you should put heavy emphasis and heavy focus. And for people that, if you really want to blow them away, I would be more apt if I had like say $10,000 to spend on a campaign. I would go out and buy 15 iPads and I would put a video on the iPad and I would FedEx it to 15 people that are the ideal joint venture partners and say, you know, I've included an iPad. Turn it on and click play. There's a video on here I want you to watch. And you literally just send them the darn iPad. Because, you know, I mean, how many do you need to get in order to, you know, bring you a lot of business? And if you pick the right, you know, the right joint venture partner to someone like, you could be worth 100 grand. Could be worth, you know, half a million.

Absolutely.

You know, so I would. I would really do very theatrical direct mail campaigns. But test it, you know, test it and see.

Okay, right on. Well, perfect, guys. Thank you. I appreciate it. And thank you so much for continuing to do the I Love Marketing podcast. It's amazing.

I appreciate it. Thank you so much. Hey, Joe.

Hey, Dean. John Mickelson from upstate New York in the Rochester area. We do carpet cleaning, water restoration, and oriental rugs.

And you can find those guys on ethicalservices.com also.

Awesome. My question has to do with number eight, orchestrating referrals at the end of a job. What we do is I go over a client folder that has some of our information and listeners services, and then in there, it has five gift certificates that they can give out to somebody for free. Room of cleaning. And that has worked decent. You know, we don't get a lot of them back, and we also send them something in the mail asking for referrals, wondering what we can do to take that model and change it and also add new things to gain more referrals. It's kind of a basic model, but it needs to be tweaked and changed and amplified.

Yeah, part of the thing about orchestrating referrals is knowing when to ask and how you can ask them in their wheelhouse kind of thing. So one of the things that I always recommend is creating what I call a referral profile on each of your clients, each of the people that you know. So if you know where they are geographically, could be one thing, like, you've got their address. But one of the things that you can do is think about, notice what you're doing. Because we talk about orchestrating referrals requires three things that they notice that the conversation is about carpet cleaning. They think about you, and they introduce you into that conversation. So you can do that same thing. You can notice the types of opportunity that you have that could generate referrals. You can think about who could help me out in this situation, and how can I introduce that to them? So let me give you a scenario. Let's say that you are. That you get a job, that you're doing a job on the same street as one of your clients. So you know where your jobs are. You've got the calendar of where you're going, and you look at your list and you find you've got these people here on this street. They're down the street. So if you were to send a quick email to them and say, hey, Joe, I'm going to be cleaning your neighbors the Johnson's carpet next Tuesday. And do you. Have you heard any of your neighbors talking about getting their carpets cleaned? Or if any of your neighbors want to get their carpets cleaned, here's a certificate that you can give them. It'll really help us because we're going to be in that area. Awesome, right? That's a simple strategy, right? It's giving them the opportunity to help you in a way that they probably can, because they probably know at least their immediate neighbors and would next time they saw them say, hey, I just got this certificate from my carpet cleaner. He's going to be here next Tuesday. If you want him to come by and do yours, here's a certificate for you to get that done. So you look at that. That's a very simple thing to do. It's just a little bit of logist to set it up in the first place, to set up the system to do it. But if you did that 100 times, do you think it would be likely that you would get some referrals that way?

Yeah, absolutely. Because oftentimes either at the beginning, during the process, they're trying to say, hey, I have some neighbors that are interested, but they're trying to get a good deal. Or at the end, they mention that. So that'd be setting that up in advance through the email, prepping them for, and then delivering the certificates to enable that.

It's perfect.

So another way that you might want to orchestrate referrals is with the people that your clients that you're coming back to do their carpets again, and you schedule that time and you say, listen, if you want, you see if some of your neighbors want to get in on this, and I'll do four or five of you all at the same time. Create a little Groupon type of situation.

Right?

Like just a little hot spot around that one. Around your one client.

Awesome.

Those would be two strategies that I would try, like right away.

Yeah, yeah. Those are Great. And we now with technology, there's so much you can do today that you weren't able to do in the past. And I would even to whatever degree, you can actually set this up whenever any of you are in particular neighborhoods and you have existing clients, even if you just cleaned for them two weeks prior to when you heard Robert Cialdini talk, you know, the whole reciprocity method is if you actually were to drop off like a bottle of spotter. Just saying, I was in the neighborhood, I just wanted to drop this off.

Thanks.

Even if you let it at their front door, or if you took like the stickers, which I highly recommend everyone use if you're not using them. Are you fed up with your dirty carpet or like Lennon, Annette, have they have a sticker that goes on the top of the vacuum cleaner that says dirty carpets. It's just a sticker that says that. And so every time someone's vacuuming their carpet, they're constantly being reminded of your cleaning company with your website and your phone number right on the sticker. And so even if you just dropped off a couple stickers that said, you know, hey, put this on the top of your vacuum cleaner so in case you ever lose our phone number and you drop that off with a bottle of spot or even a rose, I mean, even if you had a little box of candy or something just to drop it off, that would. If you did that and you started that on a regular basis and you were consistent with it, you would bond with people at a level that no service businesses ever do. Little things like that. You're talking a few dollars in order to do that. And if you're going to be in a neighborhood where you have seven clients, what would it do for the know like and trust and the referability of you long term to be continually, every day spending, you know, 10 or 20 bucks just dropping things off to clients, it would probably result in a year's time if you did that with, you know, a, a few hundred people, I mean, that would be like a lot of referability. Absolutely.

Awesome.

Thank you.

This, the whole I love marketing concept. This is awesome. Thank you for this opportunity.

Thank you. John.

Dean. Joe. Thank you. Ron Osborne. Osborne's Cleaning Restoration from Lewiston, Idaho. I came into a mental block when we were working on the profit activators. When it came to my mafia offer, I narrowed it down to my best niche would be flood work, water losses. And I want to have insurance agents are going to be my target audience. They can't ethically receive gifts Those kind of things for me. So I came with a block of what do I offer them that's so irresistible they can't refuse it? When they're having people in their office all the time, dropping by a little, magnets, candy jars, all those things. To differentiate myself. A different offer.

Right.

Well, what I would say is the one thing that you can always continue to do, even though, you know, I mean, it's kind of like going in a bar and, you know, hitting on some woman that's being hit on by everybody. I mean, you gotta have a better offer. Right. And so. Right, Dean. Right. Is that how that works for you?

When Tim and I go to sports speed dating. That's the way we usually do.

Yeah, yeah, yeah. You know, you educate them. I mean, in the case of. You're just gonna. You're gonna engage in a conversation, you're gonna enter a. What's a conversation that's already existing in their mind.

Well, I know that their main concern is that they keep that insured as a happy person that's going to keep sending them a check every month.

What are the things currently that kind of break through all of the other people that are trying to send them stuff and trying to meet up with them and everything? I mean, what. What are some of the ways that if you were in their shoes, you could, you know, get their. How would someone, if you were one of them, how would someone get through all of the clutter with an offer that's so interruptive that it keeps on interrupting until action is taken?

For me, it would be to how do I retain high quality clients?

Okay. And can you teach them that?

I think so.

Yeah. Yeah, no, absolutely.

I know I can, obviously, from everything that I've learned over the years. Sure.

Totally equipped. So, you know, instead of saying, hey, you know, so what is the cheese for the insurance agent? Yeah.

The education of teaching them lifetime value of a client.

Yeah, yeah, exactly. And, you know, part of it is if you can't give someone an ethical bribe, such as a gift, or you can't drop things off, you know, always default back to teaching them things that they don't know. Help them do their job easier, assist them, teach them things that they don't know, that they don't know, you know, show up with something or simply ask them, you know, what is the biggest frustration you have with different restoration companies that are always trying to, you know, recommend. Get you to recommend their work? I mean, and here's what I'm saying, engage in a Socratic conversation where you're saying, look, I know that. Just be as transparent as possible. I know you get hit up with a ton of different restoration companies. You probably already have some that you really trust and you really know. And obviously what I want to do is I have a company and I'd love to have. I'd love to have it be recommended by, you know, companies that I can work with, and if you were in my shoes, you know, what would you do? Okay, that sort of conversation, and there's many different ways you can approach that. One is, you know, what are the things that frustrate you about working with restoration companies? You know, what are the things that frustrate you about salespeople that are always trying to get your attention and they're trying to use all kinds of trickery and different. I mean, literally, because by. Surely by merely asking them, what you're doing is you're separating yourself because no one's really kind of approaching them with that sort of conversation. And you're doing a survey and say, even if you never recommend me, I would love to know, how does someone actually get you to recommend them? And, you know, what people will tell.

You is that are they in control? They choose who does the.

They're not necessarily referring. They can recommend. I mean, that's what I mean. Ethically, they don't refer you. But the majority of people who have a water loss pick up the phone and call the agent they bought their insurance from.

And the insurance agent then can say, these are the people you should.

They all say, I like, if it.

Was your brother, if your brother was an insurance agent, would you. Would you get all the business? Like, would that be?

Well, I can't say yes, but sure you would. I mean, they would. I mean, the ones who are honest and ethical are going to give them an offering of 1, 2 or 3. But I know I have relationships with some. Then they'll say, but if I had something in my home, this is going to be the guy I would call.

Yeah, well, and here's the thing. Even, like, for instance, I'm good friends with, you know, some people that are managers at the Apple store because I buy a lot of Apple products. And they're not, quote, unquote, supposed to refer any particular company. But of course I say, well, you know, if you were going to hire anyone, well, you know, I really can't give you one specific company. However, I would call this person. You know, I mean, it's just, I mean, you know, the deal. I mean, that's right. So thank you yeah, yeah. I mean, I hope, you know, I hope that helps. But I mean, you can never educate someone too much unless what you're providing them is not interesting or useful to them. As long as you're providing people with something that's useful and valuable, that in and of itself will best position you.

Appreciate it. Thank you.

And you can find Ron on ethicalservices.com also.

So, Dean and Joe, I just want to say how much I love ilove marketing.com.

Oh, good.

You two are just brilliant. I mean, you're really my go to resource for marketing. I listen to what you say, but I watch what you do. I just, I'm amazed always at what you come up with. So the impact in my business has been profound. So I just want to say thank you.

Perfect.

Thank you.

So I'm Patty Mera and my business is the profit Generator members dot com. And I work with businesses to reposition for success in a changing marketplace. And so my question to both of you is, you know, I'm working online. I've got this membership and program online so I can reach more businesses. And so my question is really how to build a list? That's the first piece that you. But my real focus is how do you have the people on your list, your community, how do you engage them to be in a community so that they're not just on my list, but they're waiting to hear from me, they're interested in what I have, and I engage them to produce results. Not like I'm just not another email that's coming through that pops up in their inbox. How do we engage people that come onto our list so that they move forward? They're using the information and they're literally waiting to hear from me.

What have you observed about what Joe and I have done?

Well, a couple. So one of the things is you have fun, right? You provide great content and value.

So.

And in different formats. But you're, you know, I think you're very much aware of what your audience needs and you deliver it in a consumable way. You're also probably the most significant thing is you're consistent. It's every Monday a new I Love Marketing podcast comes out.

Right.

So did I just answer my question?

I think so. I mean, that's probably sounds really good, doesn't it? Like all those things sound like something good to do. Yeah, yeah. I mean, because that's what we were saying. Like Joe and I have said at the beginning, like the thing that has been most rewarding to us Is seeing this really sense of community that we're building, that people are taking up this rally of I love marketing and they're spreading and, you know, starting meetup groups and that whole thing. And we really got that sense being here that people feel like they're really part of something, you know, And I think that's all those things that you just said, they sound like something good to do.

Yeah. And again, like using the magic of rapport formula, you know, getting as close to in person as possible, you know, we do. I do probably more than. Well, not probably way more video than Dean, because I like running around doing shenanigans and capturing on video. And I tend to mix things up a bit. You know, it's kind of funny because I think questions to probe people and solicit their advice so that you. I mean, you're not going to build a community per se if you don't have some level of engaging in a dialogue where they can give feedback and engage. I mean, right now we're building community, if you want to call it that. Simply, instead of me and Dean right now doing an episode where we can be talking and all of you could be listening, we're actually talking to each other. And so we're engaging. And people that are listening to us on I Love Marketing right now, they're hearing their receptivity levels. They're not just hearing two guys pontificate or me go off on my squirrel tangents, you know, what they're hearing is us talking with each other. So to the degree that you can put questions out on a continual basis, asking your clients, your prospects, what do you want to hear? What do you want to know? What can I help you with? What do you think about this? Hey, does this annoy you? I mean, get into their pain points, find out what frustrates them. Don't just talk about good things. Talk about things that are, you know, like, you know, it's kind of going to get. Get in. And it was sort of what Bedros talked about, you know, I mean, kind of put yourself out there on the edge to a certain degree, you know, And I mean, take this to the extreme, which, you know, you have to, of course, for your own business. You know, people say, don't talk about, you know, religion or politics. I love opening up those sorts of conversations because it leads to very interesting conversations, even when there's friction involved, you know, but part of it is just I want. I want people to open up. I want to hear what they're talking about. But that of course you use that appropriately based on what it is you're selling. But, you know, you're such a personable person, you really care about other people. And I would just, you know, continue to deepen it and expand it, but do stuff that will, you know, get people's attention. And sometimes that's bringing on a really powerful guests that sometimes finding, you know, what are the one, two, or three things that they absolutely want to hear about. And whenever, you know, early on in my marketing business, I listened for all of the different techniques because I have hundreds of strategies in my toolbox about marketing that I know how to use. But there's a handful that people get gaga over. And in the beginning, everyone Got Gaga over 24 hour free recorded messages. You know, you run. You know, it's like, because everyone could kind of make the case that I'm paying a salesperson or I'm the salesperson myself, and how do I actually create a robot that can Deliver a message 24 hours a day, seven days a week, never complain about a headache, always show up on time, and always deliver an articulate pitch. Even if you're sick as a dog that day. It's that Salesperson is working 24, 7, and it costs pennies compared if you had a live human being doing the same sort of thing. That was very intriguing. So I used it as one of my continual things. Even to this day, 20 years later, people still get gaga about hearing 24 hour free recorded messages because it makes sense. They're like, yeah, why don't I use that? Or even if they already have one, every time I talk about it, they start thinking of all the different ways they're not really leveraging that. Or I can take that 24 hour free recorded message and I can turn it into a teleseminar or a webinar or a video or an iPad presentation. I mean, what is the I Love Marketing podcast? In a lot of ways, it's a free recorded message, right? It's an hour long free recorded message being delivered weekly to people. And look how many people are part of. I love marketing now as a result of that.

That's excellent. Thank you both.

Thank you.

Hi. I love marketing and I love this conference. It's one of the best ones you've ever put on, and I love it. Thanks very much.

Thank you.

I'm Jane Jones. My husband Don and I created Magical Earth Retreats. Last year, we got our 501c3 status with the IRS. It's a nonprofit to help reconnect children and adults alike with nature through art and music and dance and a lot of the things that have been cut from the school programs to the degree that they barely exist anymore. We've gone through our first year. We've had some summer camps for children. We're going to be doing employee training camps along the same lines, but including team building. We're also going to be doing an adult retreat and a couple of other children's retreats in October. My goal, our goal is to make this a national program within the next two years. And one of the things I'd like to find out about is we need to find some people in every state that are interested in setting up a company in that state and doing what it is we do with the systems that will provide them and have the main 501c3 be the charity we've already created. And so we need to find other like minded people in every state and that have artistic ability and knowledge of nature with the desire to set up their own company.

Where do you live?

Vermont.

Vermont, right by Tellman.

Yeah. Right, yeah. 30 miles from Talman.

Are you.

Yeah, Yep.

Are you Brattleboro, Vermont's second happiest millionaire?

I plan on being that, but yeah. We often drive by his house. We've met him a couple of times at Joe's.

Yeah, the Tele mansion. He is a character.

He is a character. So tell me, have you got a base of this already going? Have you got the, like I'm listening to you saying how you need to find people in every state and you need to have this national distribution. Do you have Vermont covered? I mean, is Vermont. You know, when we talk about select the target market and plan to dominate. Do you have. Are all the children in Vermont benefiting from a program that introduces them back to nature through.

We just started it this year. So we've done local programs so far. But what we want to do is bring inner city children in and that'll be part of our scholarship program and so they can come in and we'll pay for all of their, you know, accommodations and what have you. So this year we just started with local children and we've done day camps. Next year we plan on having six week long camps for children in the summer vacations. We also do after school programs as well. So it's very small, it's a startup and we're doing this part time because we both own the carpet cleaning business that we've had for 25 years.

Yes.

So plug your carpet cleaning company.

We Catamount Carpet Cleaning. We've been in business since 1987. We do carpet cleaning, restoration with flood and water and, and soot and we have a lot of other services as well. And we've just come through a major hurricane disaster area and, and so Donna and I love that business, but we're working to make that business allow us to do what it is we're passionate about. And this is one of the things we're passionate about.

By the way, you can also find them as you can, many of the best cleaners in the world@ethicalservices.com just type in your zip code and you'll be able to find a good company that 100% guarantees their work and really is awesome and cares about delivering a world class service. So what I would suggest you do is start capturing the magic moments, the results of the kids that are going capture the experiences that you're having and create a contest. Whoever can document the very best experience so that you start involving all of the people that are participating with you so you can capture all of this and start getting it out there. And just like you can even start meetup groups like we're doing with. I love marketing built around this. You can, you know, that's one way to do it. You know Derek Sivers, right. Who is the founder of CD Baby, he has a YouTube video which is how to start a movement.

Yes.

If you. And go to YouTube and maybe we'll post that on ilovemarketing.com we'll post the video there. It's an interesting little video. I think it's about two and a half, three minutes long on how to start a movement. And we'll play it here in a little bit just to show all of you. But basically you're wanting to start a movement here and there are ways. And the way to start a movement is to getting people engaged and getting them going. And that's why you want to capture the experiences of other people and even turn it into a contest to make it fun so people can submit it. And for people that really want to kind of listen to the interview with Blake Mycowski, the founder of Tom Shoes on. I love marketing and just kind of hear how he's created, you know, he's created a movie movement and his new book would be a good book to read about this too, just to go a little bit deeper with it.

Yeah. And I was also thinking the podcast that you're doing, I mean we could do the same thing.

Exactly.

And start your movement like you have. So.

Yeah. And so, yeah. So here's what I would say. Don't. Just could start.

Start. It will start.

Yeah, just start it. I mean, seriously. Yeah. And I think, you know, and the worst thing that'll happen is if you decide you don't really like the podcast thing and it's not working for you. There's a million other things, channels that you can use to do it, but at least just, you know, get it going.

Great.

Awesome.

Okay, thanks very much.

Well, thank you. Who have we here? Who's next?

Hi, Dean. Joe. Len Hume from Niagara Falls, Canada. My wife and I, we run professional carpet systems up there and have for 20 some years, for the last five, six years, we've been real involved with you, Joe, and now Dean. And I gotta tell you, this conference has just been fantastic. Not to give you too much kudos, but no, keep.

It's been great.

And part of what I'm doing is to get to my question, because we've always thought we laser focused down on particular target markets with our campaigns, but the conversation we had on Wednesday made us even take what we used to call commercial was one of our target markets, because 50% of our business is commercial. We said, okay, what all markets do we have in commercials? Because you asked us to really pick one, which we did. And that's leading to my question. What we picked was professional offices, engineering, accounting, lawyers.

Perfect. We already have.

And the product we have to sell is maintenance programs. We zone the buildings out. We say some of it needs done every month, some needs done once a year. And we build a program that actually in the end kicks out a monthly fee to look after their soft goods. So that's the product we want to sell to that very targeted market. And I think our really big offer to make it easy to do business with is let us do this plan for three months. If you love it, you start paying the monthly fee for the next nine months. If you don't like it, we'll stop. I think that's the gift we want to give eventually, but we need the gift or an offer to get. To be allowed to do the. To set it up, you know, to get past the person at the front.

It's very interesting. Like, so you've thought through. We'll talk about the Mafia offer of what could you offer them that would be very difficult for them to. To refuse? And that removes any. There's no friction for somebody to start with that, especially if they're unhappy with or don't have a current provider. Doing makes it very easy. It removes the friction from getting people started. But now you're asking then how do you get in front of the people to let them know that offer in the first place?

And it's one of those things in business that it's one of the many things that people don't know, that they don't know that they really can benefit from this.

What are they really buying when they're buying this? How would you define what the dream come true is for them regarding their soft goods? Is that what you called it?

Yeah. Well, a healthier workplace is one. So dream come true is a healthy workplace consistent. The aesthetics of the workplace is better, smells better all the time. Of course, the dream come true is they never have to worry about the embarrassment, being embarrassed if a client comes in and sees the place looking tough.

See, now you're getting somewhere here. When you on Wednesday, when Eben had the dividing line down the center of the page and had one side for hopes and aspirations and the other side for fears and frustrations. If you can get to the emotional words that are, that convey those fears, like you said, the embarrassment of is one. What does a healthier workplace translate into? Do you have stats that show that how much downtime or office sick time there is related to the cleanliness of the carpets?

Or there have been studies in the States that talk about sick time and indoor air quality, all those kind of things.

Because all of that, when you really get into what those things are and you're offering those kind of, that kind of information to people, the whole point of the second profit activator is just to compel somebody to call you, not even with commercial intent, but because they're focused on getting rid of that pain or getting that big benefit.

Yeah, like free recorded message reveals how something that you would never even even consider could totally embarrass a law firm. Call 24 hours a day, something like that, and then you use this hook. Well, hi, my name is Len and I'm about to share with you something that you might have never even thought of before. When you walk into a law firm, and especially if you're a high level law firm and you're providing legal services for clients, you know, there's all kinds of things that you may consider in, you know, getting a new client, but let's consider things that would cause someone to not want to pay you a high hourly rate. And that would be the humiliation of a dirty, smelly, embarrassing, unclean, unkept carpet or, you know, whatever the chair. They're not thinking it's Kind of like the thing with Dean Graziosa, you know, before, before they start watching the infomercial. Never in a million years, if you would have asked them five minutes before the infomercial popped on, as if within 35 minutes from now, are you going to buy a book on real estate? I mean, they weren't even thinking that. But so part of it is to kind of sneak in and kind of, you know, enter a conversation that would. But the solution you're offering is not something that per se they're thinking about, but if you can get the headline, if you can compel them, you know, not like you have to over sell right there on the spot. You just need to get them to make a phone call or go to visit the website, you know, that sort of stuff. So I would use. Because he's absolutely right, you know, you get to those emotional words to, you know, get someone intellectually engaged in a future result that's good for them and get them to emotionally commit to take action to achieve that result. And sometimes that first action is just start looking at, you know, opt in call, the free recorded message, you know, invite you over to do a carpet audit, things like that.

And then your offer, you know, you've done the math and you realize what the lifetime value of them are and you're willing to start out with for doing it for free for the first three months. And that's like. It doesn't get much better than that. I think that's fantastic.

That list is probably 20 people in our area. If you just comment, just briefly, if we had that sort of message that you just talked about. Joe, what might be a bit of a unique way to get it into the person? Maybe not a person of influence is always the receptionist. They may not make the decisions, but they're a person of influence to get that message in.

Well, you know, again, this is one of the shenanigans sort of little marketing techniques. It's old school, but it almost always works. Maybe not 100% of the time, but if you do it on 10 or 20 people, you're definitely going to get one, if not several phone calls. And that's the technique that I'll teach it to you in a way that I'm sure you've heard me talk about before in the past, but that I learned from the Antons, from the book written years ago, Secrets from the Lost Art at Common Sense of Marketing and where it's you. If you want to meet a big wig, you basically and you have to get through the Gatekeeper. First off, you find out when their birthday is. Much easier to do today than it was back when I first started doing this stuff because you can go on Facebook or whatever, and if it's not a birthday, you can find the anniversary of when they started the business. If they want some sort of award, you tie it into some significant moment. Although birthdays are great, or the holidays, because it gives you a legitimate excuse to give someone a gift. Get away with bribery, basically, right? So find their birthday, call the receptionist and get them on the side. And even if it isn't their birthday, it doesn't matter. But if you can tie it into that, great. If you can't, still works, call up the receptionist and say, hey, I want to say send, you know, Mr. Bigwig, Mrs. Bigwig a gift, but I need to know his or her shoe size. You know, can you let me know what that is? And you get them on your side, like, oh, that's kind of cool. And so you got. And you buy like a 50 to $100 pair of, you know, Nikes or Reeboks or Tom Shoes. Tom shoes would be even better. And yeah, I like this. And so never, never thought of this and thinking out loud. So that's what happens when, when I actually think, which I don't spend a lot of my day doing. But basically you, you send one pair, one shoe, not both pairs, but one shoe with a note that says, dear, you know, Mr. Bigwig, I have something I want to share with you that's going to be really useful for your business. And I needed a way to get my foot in the door, so I wanted to, you know, I wanted to send you this shoe. And I'd like to, you know, meet with you, you know, next Tuesday or next Thursday at noon or, you know, be it an in person meeting or a phone call, whatever you want to start with. And when I show up, I'll bring the other shoe. And so what you do is you send them the shoe through uniformed courier so they have to sign for it. Because usually if, even if it's stopped by the gatekeeper, it's much more impactful to send something FedEx than it is US mail. It's much more impactful to send something first class than bulk, you know, so always the highest level of delivery that you can provide and with a signature request gives you a much higher possibility of getting it to the person that it needs to get to. And if you go out and spend, you know, Tom's shoes are like, you know, 44 bucks to, you know, they get higher depending on the style. But you can literally do full uniform, curry everything for, you know, for 100 bucks, you can do an elaborate, nice package. And they've never been sent anything like that. And most people, no matter how much money they make, they want the other shoe. And no one's doing this. They're entrepreneurs. So they're like, man, that's so clever. And whenever I tell someone to do it, if they send out five or ten pairs of shoes, they usually get half the people to call them back. And they will get appointments and they will typically get a job. And if a maintenance, you know, contract is worth how much? I mean, how much would it be worth to you to land one of the type of dream job?

Well, they're anywhere from 3,000 to 15,000 a year for.

Okay, so think about that. Let's just say on the low end, it's $3,000. How many people can you send a package like that to? Like with the shoe? Just use that one. You can use variations of sending a coffee mug.

Please send 20.

Yeah, well, if you're doing 3,000, you could send 30. And that's for the lowest end job, not 3,000 to 5. And if you send 30 packages like that, you're gonna get one of the, not only you gonna get probably many calls, but you're gonna, you know, it will work. I mean, the arithmetic will work. And so part of it is most people are not willing to do that type of marketing. They, they're more apt to go out and spend the money on an ad because it's gonna go to 10,000 or 20,000 people or you're gonna get X number of hits to a website. Which hits, by the way, stands for how idiots track success. So, you know, part of it is, you know, how many conversions can you make? Okay, thank you.

Appreciate it.

Thank you.

You can find these guys online too, so go to ethicalservices.com.

Hi Dean, Joe, Richard Cook visiting from Cheltenham, England.

Thank you for coming from England, Richard.

This has been a magical three days and I'm totally convinced it will prove to be one of the best business investments I've ever made. You now have over 30 years, 30 hours. Sorry. Of really top class useful information on the I Love marketing podcast. Can you just talk for a moment about your favorite podcast and which you think would be the best starting point for someone new to. I love marketing. One of the problems I have is that you give me such good ideas every week that I've not had a chance to deal with the previous one before the next one comes on and I'm all over the place. So really, where should we start?

Well, you know, I love the story of there is a. There's a frog that finds its way into a, you know, a lily pad that's in an alligator infested pond, which the frog doesn't know this when he's there, but he's just sitting on the lily pad and notices an alligator from a distance is starting to swim towards him and come towards him. And so the frog says, I better jump away. And as he jumps, it makes noise and attracts another alligator that starts coming from the other direction. So the frog jumps to another lily pad and there comes another alligator. So he's got three alligators and he keeps jumping and, and wherever he jumps, it alerts another alligator. In this alligator infested pond, all these alligators start coming towards this, you know, this frog. And the frog is now getting, the alligators are getting closer and closer and he's getting surrounded by alligators and he's frantically looking around. What do I do? And he looks up and there's a wise owl that's, you know, sitting on a branch of the. Overlooking the pond. And the frog says, you know, wise owl, how do I get out of here? And the owl says, well, you fly. And so the frog jumps up and starts flapping its legs and lands into the open mouth of an alligator and says, wise owl, why'd you tell me to fly? Frogs can't fly. And the owl says, well, I deal with concept, not implementation. So basically that did nothing to answer your question other than we indeed hope that we can throw so many good ideas out there that people actually have a smorgasborg stuff to choose from. Now that creates a whole other problem. It creates a solution though. The solution is you have a lot of tools in your toolbox. And so we want to create as many tools as we can so that people can choose from it. But from where to start, I actually would say you may have a differing opinion than me, but I would say if someone is brand new to I Love Marketing is to start at the very first episode. And kind of, you know, the first fundamental ones is where, you know, I have a episode reference cheat sheet that's part of the how to start an I love marketing meetup group. You know, we have it as part of this. And the one where we start to. We start at the beginning. The one where Joe grows his business is episode two. The. And number three is the one where Dean gets off the Hamster wheel. And then number four is the one where it's your turn to try it. And then number five, those four right.

There kind of set the foundation.

And then the fifth one is the one about converting leads. That's where we get into it. And so I would actually say start from the very beginning. But the cool thing is, is like, people that are experienced marketers can kind of jump around and look at, you know, is it converting leads? Is it Internet marketing? Is it stuff related to referrals? You know, if they want to learn, you know, direct response stuff, you know, they can listen to the interview with, you know, Dan Kennedy. If they're intrigued with, you know, very super sharp, you know, entrepreneur thinkers, they can watch the video with Dan Sullivan or Richard Branson. But, you know, what I would do is I would absolutely start with the very beginning because that'll give some context around it. Although, you know, more than anything, I think, you know, I have read over a thousand business books, and at what point do I need to read any more books? Well, you know, I mean, I guess that's arguable, but the reason I still stay engaged in it is the same reason I keep working out. You know, you just can't have one killer seminar and all of a sudden you got it figured out because your mind is going to wander, it's going to forget about stuff. So one of the reasons that I still read a lot of books and involve myself in a lot of personal development is because it always keeps me in an up state. Because if I don't continually feed my brain with that, it tends to kind of get lazy. And so just hearing the ideas tends to keep my mind real creative. But I would look at it from this standpoint. There's three stages of business. Before, during, and after. And wherever someone is at, do they need more focus on the before unit in order to generate business? Are they already generating a lot of leads but they're not doing a good job with the converting and the during unit? Or do they have a bunch of customers? Customers. But people aren't calling them back or giving them referrals. Then they need to focus on the after unit. So I would say look at the episodes that we have available and focus on what do you need the most before, during, and after? I don't know if that offered tremendous clarity, but I'm going to ask the other thing. Focus Finder. They should watch the. And should is a guilt word, but I'm going to guilt everyone into it. The Focus Finder video.

Yeah, the focus Finder video is a great foundation because that's where. And that's. I think we put that up as that's the very first or second post on ilovemarketing.com so if they go all the way back in the archives to the second post, that's where the focus finder is. I was just looking like my favorite episodes. If I look down the list there.

The magic of portfolio where you're interviewing me.

Aside from that one, that's my all time favorite. That's like in a whole nother category, of course.

That's so much better than every other podcast.

I think the one about the cheese is probably my favorite. That really got me.

That's a great episode.

That's my favorite too. Yeah, that's a great. I was gonna say the, the one where we play yellow Pages roulette. I really liked that one because we're applying how we think about this stuff to random businesses that we picked out of the yellow Pages. That, that, that episode was one of my favorites. I like that one a lot. Then the one where you can't help but make more money by listening Episode 15, that's one of my favorites. The one with more cheese and less whiskers. 24, that's one of my favorites. And yeah, those are the good ones.

And I will say this too. I mean, the way to frustrate ourselves with information overload is to listen to stuff, read a book and then think we have to do everything before we can move on. And I become very much okay with just stimulating my mind with ideas because I love the saying that in order to get to the great thoughts, you got to have a lot of silly thoughts. And a lot of times I'll hear stuff and at the time it'll be like, yeah, that's a really great, really great idea. Really great idea. But one of the ways when I have big list of just overwhelm what I'll do to narrow it down and to prune it is I'll say, okay, you know, everything here is possible. Maybe these couple things really aren't possible. But which of these things are probable? Okay, so there's possible ideas to implement and probable. What's really the likelihood that it's going to work, that you're going to do it. And then secondly, and then you can get rid of a lot of ideas that way. And then another thing is, okay, if I actually do this one, how much money is this gonna make me? Right? And then, you know, is it elf? Is it easy, lucrative and fun? That sort of thing. And I know we're at. Do you want to go over?

Can you just give us a count up so we know how long we've gone over? So I can keep. Just keep track of that.

I think that's one of the most important things about you guys is that it's always fun listening to your podcast. So when you've had a bad day and things haven't been going well, to get in the car on the way home and listen to you two winding each other up is just really good.

It's a combination of what. How did we say it?

This.

The perfect balance of respect and disrespect.

Exactly. That's our relationship. The perfect balance. And one last thing I'll say is that if everyone wants to just really improve their health, just go exercise while you're listening to the I Love Marketing podcast and listen to every single one of them. Because you've got. This will really. You can work out every single day for about a month, over a month. If they just do that.

So you can lose weight while you're watching.

Even if you never implement anything, it just says I have to listen to the hour of and I have to.

Be walking while I'm doing it. That would be great. Yeah.

Thank you, guys.

Thank you so much.

Okay.

And we're gonna give everyone on the I Love Marketing Podcast a treat here. We're gonna go a little bit over. So this is extra.

And I actually have done that. You guys have worked out with me before. I don't know if you remember those days, but they're pretty good workouts and I learned a lot.

Awesome.

My business is called Infuse My Business and we have a membership site for infusionsoft users. We help them. We help inspire them to implement in hours instead of days and help kill it in their business. And so what we do is we go out and we interview the top infusionsoft users and we actually do in person interviews. We do the whole video. We share that on our membership site and we'll map out what they do so how they get leads, how they convert them. And so a lot of the before, during and after process is what we map out and we share that with our members. So that is our lower level membership and we're considering doing a higher level membership. And we are going to do it. But I just want to know what we should consider in that. I know feedback is obviously important from them to know what they want more of, but I just kind of wanted to get an idea.

Yeah.

So it sounds like you're looking at how can we deliver a dream come true experience and thinking about what's the, you know, what would be the total solution that you could offer for somebody? What would be the very best thing that you could do without thinking about how much it would cost to do it? Because a lot of times people think they limit themselves on putting together their service package or their service offer because they start thinking, well, that would be too expensive, or people wouldn't pay for that, or anything that might block you from thinking as big as you can. So I think that's the thing is really look at what could you do that would be the complete solution for them, you know?

Okay, cool. Any ideas?

That's what I'm trying to say.

That is.

That is what I'm trying to say. I mean, you know, you already have a deep understanding of follow up. So what would you tell yourself to do?

Ask them. And I mean, basically more than just ask them. Think about what we can provide them and what would be best in our point of view, and then survey them and say, hey, this is what we're thinking. What do you think?

And by the way, it's a good question to ask them what would be a dream come true for you?

Yeah, because it's a good thing to.

Get them thinking about what would be a dream is if somebody would just come and do this for me.

And I really like that idea because it takes the highest level. Okay, what's the best thing? And what can we provide for you at that level? And then try to figure it out, obviously.

And whenever you get the feedback from your own clients and you're able to deliver that back to them, I mean, they eat it up because you're just giving them exactly what they want, right? Yeah. I mean, it's so missed by most businesses. I mean, even me. I mean, there are times like I will literally do surveys of our clients, and to whatever degree we can deliver on what they feed back, where it can work for. You know, every time we'll survey people, sometimes we'll get requests where one person wants some individual thing, but it really isn't scalable. It really isn't easily doable. And so we won't do it. But whenever we hear things from clients saying, oh, I want this, I want that, I mean, I do my best to say, let's give it to them.

Cool.

Yeah.

Thank you.

All right. Thanks, guys.

It's kind of like what Dean Grazioski was talking about yesterday with the. The muffins. You know, you Just ask people, like what kind of muffins do you really like?

Really like blueberry. And then you walk out the door.

And you come back in. Hey, you want some blueberry muffins?

Yeah. Yeah.

People have short attention spans. Hey guys.

Hi Ron. Ron Henderson, North Carolina. What's the name of your company? Name? The company is Care Services. We're a marketing company that delivers cleaning and restoration services. That's fantastic. And you can be found on ethicalservices.com yes I can. The best place in the world to find find professional cleaners and restorers. By the way, for everyone listening throughout the dirty carpet cleaning land of everywhere where I love marketing is being heard. The question that I had was, and you guys have had so many great people here the last few days and one of them was John Carlton. He made a comment that was a lot of marketing psychology revolves around respect and self respect. How much do they give and how much do they expect Looking at, talking about clients or my question is when I'm, when I'm farming my list in my before unit, how can I use that knowledge, that statement made by John Carlton to make sure that I am supplying the correct respect? I know how to do it when I'm there, when it's a physical transaction that I'm making because I can physically do something to show them respect. But how do I do it beforehand? Well, you know, I'd say even going back to like a consumer awareness guide and education based on marketing and that video that you, that 3D video that you shot, which is very cool. How does someone find your 3D video on YouTube? They find that video by going to the Rahende 2. Just type that in and type in a world's coolest 3D carpet video and it'll pop up. Yeah. So you're educating people in a very theatrical, clever way is just continually be known as, as the number one advisor to people even if they decide to never do business with you or not. One of the reasons I think we have such a high listenership to I love marketing is we made a decision that we're going to put out the very best marketing content that we know of. Even if people never do business with us, even if they never buy anything, we're going to just put it out there for free because we want the content to be so valuable that people say, you know, if they're giving us a, this much useful, valuable information for free, what would happen if we actually gave them money? What if we actually bought one of their products and that's why everyone that attended the I Love Marketing event seemed to really love the event and get a lot of value out of it is because we come into this thing wanting to deliver as much as we can. And I already know you because I've known you for many years and I know that you really, you and your wife Javita, that you really care about your community, really care about your clients. And so what I would say is just continue to keep doing what it is you're doing, keep leveraging it and engage your clients to the highest degree possible. I don't know if you do client appreciation dinners or client get togethers, but what I would do is start an I Love Marketing meetup group. Because even the way you just identified yourself as we're a marketing company that provides cleaning services is I would start engaging other business owners to continue to distribute through neighborhoods and through communities because there's certain people that know, like and trust you because of what you're already picking up through all the marketing that you're doing online and offline currently. And I would actually start having that delivered to people through other business owners. Start not just educating consumers that are going to be doing business direct to you, but start educating all of the other people in your referral network, from the landscaper to the plumber to the, you know, to the name, name of the pest control guy, the pool guy, you know, and invite them all to come to a meetup group and start showing them all your education based marketing stuff. And that, that's, that's just what, that's what I would do.

Awesome.

Yeah. And do it. Do a client appreciate. When's the last time you did a client appreciation dinner? We have never done that. Yeah. So do it. And create a client counsel. And then the same thing you just asked us. Ask them. Because a client counsel is a great term that Kevin Thompson came up with for, you know, just one of his own clients. Said when he created, he did a client appreciation dinner and he asked them all to get together and give feedback. And one of the, one of the people that attended says, kevin, you're just really, we're your customers and you're asking us to give you feedback. Why don't you call this a client council? And that's how the name was born.

Nice.

Is that helpful? That's awesome. Thank you very much. Thank you so much. Okay, Dean, that's it. That's kind of a long version of the I Love Marketing podcast here@ilovemarketing.com that was fun. Yeah. And if people want to. You know, the cool thing is, is what we created here over the last few days is a video product filled with marketing capabilities of before, during and after and the eight profit activators. And so if someone wanted to actually, you know, get a copy of I Love Marketing Live, wouldn't it be cool.

If we had like a link right on underneath this episode for them?

Well, we may very well have that. You know, the product right at the second isn't totally ready but being edited.

And ready to go.

Yeah, but people can actually, you know, they can start the process of, you know, getting themselves equipped to be the coolest, most awesome elf marketer on the planet. Right?

That's exactly right.

That's what I'm trying to say.

Me too.

I love marketinglive.com Dean, anything else you want to say? Has it been a fun. Has it been a fun week? We're awesome. Thank you all for your questions and to all of our listeners. Please give us your comments below@ilovemarketing.com thank you.

See you next time.

It.