Helping Sasha Get More Direct Bookings

Episode. I wanted to say a massive thank you to Wheelhouse. Who are the sponsors of this podcast? You need to go check them out. It's one of the most important tools you will get for your business in 2021. Dynamic pricing, pricing software, tools, whatever you want to call it, it is going to be so essential in 2021 and beyond. The boostly.co.uk forward/wheel. If you enter Boostly 75. If you ever want to upgrade, then you get the first month 75 off everybody right now for a very limited time free account and a free listing on there. You can link it up to your PMS, link it up to Airbnb TripAdvisor and it will give you all the data that you need. Wheelhouse is faster, it's better, it's easier to understand, and most importantly, it'll make you more money. Please, whatever you do, go and check them out. Say thank you for sponsoring this podcast. So, without further ado, let's get on with the show. Morning. Wherever you may be in the world, we are going to be running a marketing review live. And I'm very, very excited because for this marketing review live, I've actually got with me the person who we're going to be running the Mac and review live for. So before we start, can you please, please do me a massive favor and just say hi in the comments so I know that you're there with us. Let me know where you're watching from in the world and give your business a little bit of a pitch and promote. Put where your business is in the world you want to put your website in. Fantastic. You never know who's going to be watching one of these, whether it's live or on the replay or next guest might be watching with me or with us. So what is a marketing review? I like to do this every couple of months. Basically, I ask a couple of questions to a host and we get all the answers that we need. And then what I do is I take those answers and then I share my screen. So you'll be able to see this with us while watching live or on the replay. And we'll just go through website, social media, Google search, and the whole point and the whole goal of this is to have one to three actionable tips that our host that is watching or doing this with us can take away to put into practice to get bookings in the short, medium and long term. But also because I've been doing this for many years, what we normally find is that when you tune in and you Watch along. There's always going to be that one thing that you can pick up on as well, so you can watch it. So please do join in in the comments, please do say hi, please do watch and most importantly, implement. So without further ado, let me just say hi to a few people. Martin, Greg, how we doing? Lucas, John. Hey, Liam. Hey, buddy. Hey, Paul. Which is fantastic. And let's bring on today's guest, today's host. Sasha, are you there? Yeah, we are. That's amazing. So, hi, Sasha. Hello. Thank you, thank you for doing this and thank you for coming on and doing this live with me. I know this isn't normal, but it's.

Awesome to be picked to do it. Yeah, I'm on, it's great. I'm looking forward to it.

Absolute pleasure. So, okay, so first and foremost, can you please just give a super quick intro who you are, your property and where you are in the world?

Yeah. So I'm Sasha, I'm based in Hertfordshire. I run SA business Jess with properties in Hertfordshire and I've been running it about eight months now. I got set up in the middle of the pandemic. I kind of didn't follow the crowds and just did what felt right at the time and so far it's paid off and I'm really enjoying it and I'm looking forward to learning how to market it on a, on a. Well, on any scale because I don't do a great deal now and, and scaling it for the future as well.

Amazing. So we're going to go through the form that you filled in. So everybody that there's a marketing review, we fill in a form and that form gives me all the information that we need. So let's see if this technology is going to work. Here we go. So Sasha, can you still hear me okay?

Yeah, I can hear you fine.

Fantastic. And I can hear you, which is brilliant. So normally when I do a market interview, it's just me talking to the computer and people can tune in. The reason why I, I asked Sasha to come on with me is that if we've got any follow up questions, then we've got Sasha literally on the call with us. Which is, which is awesome. And what I would love as well is as you are watching in the comments and watching on the live or on the replay, just let us know what you're doing. So these questions you can just literally join in and let us know. So Julie and Tara, Mary and Martin and Liz, thank you for joining us live. And yeah, just join in on the comments. Because we can all learn together. So let's begin. So this is the form name. We've already done that. Business. Jessford Properties. Location is. Is England. How many years have you been in business? Coming up to one. How many properties do you own or manage? Which is one? Which of these best describe your business? Which is service accommodation? And what is the breakdown of your guests that you mostly attract to the property? Which is. Which is business? Guests. How many people in your team? Which is two. And what is the average nightly stay in your property? You've got three to five. Which of the following best describes how you interact with your guest? Hands on. So I send them guest confirmation email, I contact them pre and post date and I interact with the guests during this day. And what is your Facebook page? Business URL. So we've got. Just for properties. I'll check it out in a second. Second. We've got the Instagram account and we've got the website, which we'll go to in a second. And who designed your website? So website designer did it. When was the website created? Which was last year. Really important question is, do you access. Do you have access to Google Analytics? Yes. And how many visitors do you get a month? Less than 500. Are you happy with website? I don't really know if it's working or not. Which is. Excuse me. Absolutely fine. Being a. Being a young website. Which of these companies do you use for your online booking engine? Pms, which is Smuboo. So quick question here, Sasha. How are you liking smubu?

I really like Smuboo. Yeah. I mean, I've only got the one unit, so it's been. It's been great for me. I just love everything about it. I need to see if it's still going to work for me when I scale and get more units with regards to integrations and things like that. But at the moment I'm really happy with it. Yeah.

So question for everybody that's watching live with us or even on the replay, who do you use for your pms? I've heard a lot of good things about Smubu and if there's any consolation, there are a lot of people that have got a lot of units and they are using Smubu still. So. Which is. Which is nice to hear. Which is. Is nice to hear.

They're very cost effective as well.

Yeah. Which is. Which is always good when you start in. Okay. So do you email your guests after their stay with special offers and news at the moment? No. Which of these softwares do you use so we've got mailchimp and obviously the channel manager is, which is smoother as well. How regular do you email your guests in your list? I haven't emailed in such a long time, I can't even remember. It's all right. We will hopefully change that one day. And what is the overall occupation level? So over the last year, even with global shutdowns and whatnot, you've been able to achieve a really high occupation levels. How have, what have you been doing in the past year to. To do that? Have you. Have you had to change slightly or.

Pivot slightly, to be honest? Well, I started right from the, the end of the first lockdown and I hadn't really learned a great deal with regards to the marketing side of things. But what happened was my guests that stayed, they, I think they, they found me on Airbnb, but I had, I'd watched a lot of your videos on how to list and how to. How to optimize the listing on Airbnb. So they basically found my business from Airbnb on Google and they called me. So I managed to get it direct straight off the bat. And I stayed in contact with them for their first week, checking how they got on, and they ended up staying for about five months.

That's great. Well done. Well done. So there's a really, really cool little tip right there is just optimize your list and your profile, you know, because a lot of the times they will get in contact. So I really, I love that one. Well done. Well done, you. That's awesome. And so how long did they originally book for off the bat? So it sounds obvious, like a business key worker type style.

They booked for, they booked for a week and then they booked for another week. And I was like, it was a bit frustrating because I was like, okay, where am I going to get my next booking from? Are they going to book next week? What do I need to do? Like, should I call them? Should I text? Like, what do I do? So I kind of built up the relationship and I learned how they wanted, how the guy wanted to communicate. And in the end I just, I was just very blunt and I said, how long are you staying for? I said, look, I'll work out a price for you with everything included, all the weekends. And you haven't got to leave. You can leave your stuff. You haven't got to pack it up on a Friday and take it on a Monday. I basically gave him two choices, whether to carry on paying weekly, which was really inconvenient for Me and a little insecure as well because I didn't have that security. I'd only just started or to do it on a monthly basis and obviously I made the monthly basis a lot more attractive. But I still worked out well, I say I worked out the cost. I kind of picked a number out my head that I thought would work for me that I'd be happy with. And luckily, yeah, he went for it and I had that security, which was nice. And I've kind of continued that concept with my guests following. Following those guests.

That's good. And sometimes blunt is best. Just, just going, hey, so how long gone? Well, what were we doing it? I like that, I really like that. Well done. So obviously we've had that main, main booking which was great, like a five month one, which obviously means commission costs et cetera is really low. So next question. Which online travel agents are you listed on? Which is, which is good. So obviously being with somebody like Smooboo, you get to get listed on many places at once. So booking.com Expedia, HomeAway, VRBO, which is basically homeaway now, comfy rooms you're not in, etc. And on average, how do you, how much do you spend on advertising cost a month? So if this 20 pound, what would you say about 20 pound is sort of going towards.

Well, I don't really. I guess that would really just be my, my channel manager, I suppose because it's marketing my property on platforms. Yep. I don't do any ads or anything like that yet, so it's really just my channel manager. Anywhere else I advertise is pretty much for free, commission based. Yeah, yeah. So awesome.

Okay. And pricing software, we're using price labs, which is, which is cool. And which of the following are you doing right now to practice proactively promote your business? So contacting repeat guests or converting an OTA after the first visit, that's being proactive. So well done. And what do you wish you could ever go at but don't know how to? So Facebook ads, Google email, website login and majority of the new bookings come in viewing ota, but you're really good at obviously then once they're coming in, chatting to them and converting them, which is, which is fantastic. And okay, so let's wave a magic wand. Where would you like your business profits to be in six months? So five units? Where do you, where do you feel you struggle when you try achieve your goals? I get complacent quite quickly. And what's the biggest pain point in your Business right now focusing on marketing, scaling, generating longer term bookings and working out what direct place into offer over that long period. Awesome. So thank you very much for filling that in. And if you are watching with us, please everybody in the comments, just say thank you to Sasha for being so open and honest, which is awesome. And again, it's really good to be able to delve in because now what we're going to do, now what we're going to do is we're going to go have a little look and see where we can help. So like Sasha has said, when a host, or, sorry, we're a guest, find your property, there's a very high chance that the first time is going to be via an ota. So what we need to do is we need to make sure that number one, we are optimizing our listing accordingly. So Sasha did a, a really good example of this in the Airbnb, you talked about, you know, your property, etc, your company. So that meant that they could then go on to Google and find you. So if I share my Google, Google search now. So I just did a quick search for Jess with properties and as you can see, this is what comes up. This is really key in a lot of ways because this is the first impression for a lot of people. Now you're doing really good because number one, Facebook page, website, and can you see the Google Maps here in the right hand corner?

Yeah.

So what that means is that when they do the search, they can find everything that they need to know. Now when these people find you or when, when the guests find you, what's really important is you make it really simple and easy for them to reach out and contact you. So first things first. You Google Business, your Google business listing and this is yours. Is this right on the right hand side? Yeah. Yes. Yeah. So what I, what I would do very simply is I would just make sure that this, because the hours is technically more for cafes, you know, like hairdressers, takeaways and whatnot. I'd put that to 24 hours. At the end of the day, if somebody calls that number, does it divert to a, like a voicemail or, or have you got like an answer set up or you know, text message number?

It, it diverts to my mobile phone.

Yeah.

And I don't know if it goes to voicemail or not because I normally pick it up. Yeah, at the moment I don't think it does. So if I'm going to do 24 hours, I probably do need to get some kind of answering service. There.

Yeah. That doesn't mean that you have to be awake 24 hours or on 24 hours. It just means that. It just means that they know that they can, you know, reach out. Say for example, if it's like say eight or you know, in the evening, you know, whatever. It just means that. It just means it'll show up more. It just again it just makes it accessible. But I think the main thing, number one, you've got the website, which is great and we'll talk about that in a second. And you've got your Facebook page so they can come and find out out more. What you're trying to do here is to show the guests that you are a proper business. You know, that's, that's the whole point of this. Um, but again, getting people to your website is key. Now this is the first thing that I notice is it's a really nice put together website that pop up is lovely because it gets the eyes drawn to it. The, the main thing for every website and let me just close it for a second and drag out a little bit more. And I mentioned this very, very quickly to you before we came on air and went live. But right here is what's called above the fold is the most important part of your website because this is where the first impression is. You do and your website designer and yourself have done a really good job in covering a lot of like the, the key areas. So the Book now button is in a different color, it's got a big box around it, it's really clear. And the top right hand corner, if anybody's been listening to any of my things that I've been saying is the top right hand corner is so key because that's the buying zone. The one thing that I would look to change, and we did mention it quickly beforehand, is this tagline. Because this tagline is so important, your main people, your main type of guest, we call it an avatar, your client avatar, your customer avatar, your ideal guest. You want to get them to read this and fully understand what Jesuit Properties is all about and who it attracts. So with the word luxury home. Yeah, it looks lovely, it looks luscious. But you, you got to think if you were a contractor or a PA for a contractor or someone trying to place a business guest, et cetera, what should be in here. And you want it to be short, sharp and sweet. And so I did quickly show you this that you have access to just before we, we came online. This is part of the, the boostly content creator. Five pound a month. If you want to know more and you're not part of it. Boostlycontentcreator.com but one of the new things that we've just brought in is headline generators. And so we've got headline generators for every niche. Um, so what I recommend that you do, Sasha, come into our private Facebook group after this, find the business traveler one, pick one of these that is relevant and send it off to your web person and just say, change over. You may think it's just a little change, but little changes can, can mean everything. And I encourage everybody to, to, to look at your website and in the comments section, everybody, if you could just put what the headline of your text is, that'd be really key. So the, the key part here is that what you want to be doing, everybody, you want to be speaking to your ideal guest, to drag them in and what's really key, and it's something that I've learned very recently, is if you confuse, you lose. So we really want to be speaking really nailed down here to who you want to be staying here. Because what we want them to do is either click book now, which will take them to Shmubu, or, or we want to scroll down now. I've said this to you before we came on, but I love your website. It's laid out really nicely all the property highlights, benefits of booking direct, which I reckon 90% of people watching this aren't doing right now, straight into the testimonials, straight into reviews, ready to book FAQs. It's laid out perfectly. It's, it's not over the top, it's just clean, clear pictures are great. You know exactly what's about it, why choosers, property highlights. It's, it's perfect. So well done. I just think that the main thing is, you know, keep tracking it, keep checking it and the whole reason for the website there for, for contractor people and for. It's just to show credibility, just to show that you know what you're doing, you know that you're proper business and you know, you, it's easy to get in contact with because what you'll find, particularly with business guests, is that, yeah, for them, for the first point of contact you will have with them will be maybe via an ota. They, you know, they will look to maybe do that first booking like they did with yourselves. They booked through a week, for example, and then. But what they're going to be looking to do on the other part is that the more you reach out and speak to them and say hey so Mr. Guest, you know I'm, we want, we've got like a you know a big property here and da da da da da. Here's our website and when you start to add more portfolio in as well it'll be really good to show the clout. Now the, the other thing that I would potentially look to do is I would look to utilize Google Ads so that there is a training that you've got access to that is called the bid on brand one. Now what you can do with that is that when anybody Googles the term just with properties for example so this could be somebody that is currently staying with you or they could have said to a PA to check it out or they're senior on OTA or social media or word of mouth or whatever they go and search that term and what you can have is you can have a Google Ad sitting on the top here. Now you may think and a lot of people say to me well Mark why would I do that when I've got all of this information here? First words that the people see is everything. And what's really important on this section here when they run this search for Jesser Properties is you can tell them as much as possible. So with a Google Ad you can manipulate the text. So if you can see the screen now where it's just with Properties where it's your website it just says Jesse Properties is a family run business where our goal is to create an, an intuitive property management experience for our clients. We provide specialized which is great but you can't really get fully what we're trying to explain to the reader. Yeah so with a Google Ad you can really manipulate and put the exact text. So it could be ideal, ideal Contractor stays Luton. You know what I mean? It could be well you can just use the headlines that we've generated here to put it in a Google Ad. So again Google Ad is everything. Google Google now is your homepage. So it's what can you put here to get the click and that's what you get with it. So it's called bid on brand and have you got a pen handy? I'm going to give you, going to give you a link so boostly.co.uk forward/bid on Brand. Anybody can go and watch that. It's a, it's a, it's a YouTube video but I think that will be really effective to watch and, and set up. And again the cool thing is is it only takes say 20, 30 minutes to set up and cost wise it pennies to the pound. Because the word that you're bidding on on Google isn't, you know, accommodation in Luton, which is really popular. 1000s of people search it because it's just with properties you may be getting less than like 100 searches a month because that means that it's going to be a lot cheaper, which is, which is great, really cost effective. So that's the first thing, the second thing that I would do, I'm just coming over to the Facebook page very, very quickly. So again, I like that you've done the, the post here, just giving everybody like the update, which is great. Just saying we're still open for business. But what I would be looking to do here is I would just be posting on your social media and every time you post, really target it towards your ideal audience. Whether this is Facebook, whether this is LinkedIn. I would just be figuring out who your ideal guest customer avatar is all about jazz and just be creating the content around that. Because what you'll find is that if you start doing that then people will start to come onto your page and then go, okay, so Jess would properties. This is made for contractors. You know, whoever your target niche is going to be moving forward, whoever you decide that's going to be, whatever you put out there online needs to be aimed towards that. Now if I bring it like back to the boostly world, I could just say, well I'm a, you know, I'm a marketing agency or I'm a coach, you know, like I say I'm a business coach but that covers all of the industries I specialize in in hospitality, you know. And so I go, well I, every post I do on social media that's, you know, educational, telling people what I do. I don't talk about, you know, helping out tradesmen, etc, it's hospitalities, you know, service, accommodation, etc. So that's, that's how I speak online. So when anybody comes onto Boost Lee, they know, okay, so he helps, he coaches, he do websites for social media. It's the same with hospitality. It's the same with like service accommodation. You're not trying to get everybody in, you've got your core focus and again it's, it's just the one property at the moment. You've got a limited, limited stock, you know, so whenever we post online, really focus on that. So it really should help because at the moment you say to me, you know, you, you say, oh, you know, I don't, I'm not, I'm not very tech. I don't know, I don't post that often, X, Y and Z. But by figuring out exactly who you're speaking to, it'll make life so much easier. So again, just, just bear that in mind. And it may not be that your Facebook business page is where you need to put a lot of attention. It could be that you may need to post a bit more on LinkedIn, for example, but never rule out a social media channel. Just because people assume that LinkedIn is more business, it doesn't mean that they aren't or the partners aren't or the, the PA or the person at the office isn't on these on Facebook already. You know, I would be 100% be looking to check out Facebook groups in and around the Luton area. If you haven't done so already. Let's just type in Luton business. Because all it is now, I mean, you've got, you've got bookings, you've got bookings and hopefully, fingers crossed, a big booking coming in. So it's all about now is about staying top of mind. I was always told that, that the best time to market and promote your business is when you're busiest, because you'll always have that top of mind. The, the last thing that you want to do is to start promoting a marketing when you're empty, you know. So I've just gone on to Luton here, Luton Town Business Network. There's a group right there you could join Bedfordshire business. I don't know if you're part of any of these groups.

No, I don't think I am. I think I'm more part of the, the private rentals group in Luton. Yeah. Rather than the business groups.

Yeah.

So that's, that's something I need to look at, I think.

Just join one or two and just start joining in the conversation. There was another really good suggestion last week in, in our training group which mentioned about maybe look at joining the, the local BNI group in Luton. You know, the. Everything's online and virtual at the moment. But again, people, the people that go to that are potentially your ideal crowd. It's other business people, you know, and again, it's all virtual at the moment, but everybody that goes there, there's like an. They always have a no compete clause in there, so there wouldn't be any other accommodation owner allowed to go. So if, if there isn't one at the moment, Perfect. And savers 10 people in a room. The whole goal of these bnis is to help the other business owners succeed. If you come in and say, hey, I'm Sasha, I've got rental accommodation ideal for business people. Sleeps up to bada bada bar. This is what I do. You never know one person that those might goes oh you know what I, yeah, I've got a friend, I've got a buddy who brings people in, etc. So it's just about building those contacts and relationships and you never, and you never know that there might be somebody in there who wants you to then take over maybe one of their properties etc. So it's, yes, it's a great way of then growing and the, the only other thing that I would be doing that you're not currently doing is utilizing email market. Now you may be thinking, well Mark, you know I've only got one property at the moment. You know I don't, I don't need to but like the goal here is to not be the one property. The goal is to get 2, 3, 4, 5. And that is when, if you start now and if you can start now even if you just send an email once a month and you know this is going to be going to the contractors, you know, more often than not if you can get people onto your, onto your email list and start emailing them, you can. The beauty of it doing now is that you can do it on a one on one basis and I think.

It'S, it's more knowing what to email because I've got mailchimp set up and my, my emails at the moment are automated them all through my channel manager and the last one that goes out is like a follow up post stay for them to do a review and I think there might be another one a month or so later but that's pretty much all I do. I haven't done anything. Email marketing.

Well this is the beauty of when you're starting out and you've only maybe got one or two people that you can send emails to is that you don't have to rely on mailchimp. You can do it personally.

You know I had three people at the beginning. Yeah, well building a list, well this is great.

You can be slowly building a list but when you send an email you can send to them personally and directly. And the, the email that I love to send, it's the same as the text message that I like to send. It's, it's four little words. Do you know anyone? And it works so well in the business world. Like do you know anyone who's coming to Lewin? Do you know anyone who needs accommodation? And you can flip it. The people that you're doing the rent to rent service accommodation for you can message them and go, do you need, do you know anyone? You know, obviously we're doing a real good job here. Just for property. Do you know anyone who needs their property looking after? And it all starts with those four little, four little words. And it'll help you grow and it'll help you get guests because 90% of the time they'll go, oh, I don't know, I'll let you know. But there might be about one time, if you keep asking, say once a month or whatever, you, you ask that one time and they'll go, oh yeah, we do actually, there's a new contract being signed or X, Y or Z. And then it's just a case of getting in contact. So I, I think proactive, proactively keep posting on the alternative sites like you mentioned, Gumtree doing that, which is great. Keep optimizing your listings on the OTAs, because that is where they come. But focus on the conversion, which is what you're doing really well. So, and just, just keep in touch even when you're full, because there will be a time when your property is full for five, seven, eight months. Still keep asking the question because at the end of the day if you get somebody come back to you and go, Sasha, we've got 10 guys or 10 people, or 20 people need accommodation and you go, well, I can't fit them in, but I know someone who can. Then you can go around your loot and network etc, or just around the outskirts or wherever and say, listen, I've got this booking coming in, who wants it? And then you can start to make yourself some affiliate like commission, referral, kickback fees.

Can I just say something on that? That is actually how I managed to get my first booking because I only got the one property at the moment and it sleeps, I guess, four or five comfortably. And the contractor that rang me, he said, We've got 10 guys that we need to accommodate for around 10 weeks. And I was like, okay, great, like, you know, leave that with me. And I had like one house, so I think it's really important as well. When you're working in an area, obviously you've got other people in the area, which a lot of people see as competition. But I think you need to collaborate with these people and work together because you can help each other out. And I did this right from the beginning. When I was setting up, I was working with another operator, probably one of the biggest, because I did my research and they pretty much have most of Luton Covered. So I connected with them and luckily when this booking came in, I contacted them and I said, look, I've got potential client for 10 weeks. Do you have availability? So if I hadn't have had that connection in my area, I may have lost that booking because I didn't really know who else to ask.

I think you've, I think you, you've nailed it. It's, it's, it's relationships. I mean, every business is built on relationships and partnerships and just, just keep doing it. I think that's why joining something like the B and I, that is stereotypically people just assume it as getting up early on a Friday morning, going for breakfast somewhere, you know, that's what. But they, they do have fantastic connections, especially if your niche is business and corporate, they are your ideal audience. And right now, when we're recording this or 1st of March, everything's virtual at the moment, so. But they are still doing it, they are still running and they are still effective. So give that a go, join a couple of Facebook groups and just communicate in there because like you say, you may just keep asking and keep prodding and keep, you know, contacting people and even if you can't fit them in right now, that doesn't mean that you can't pass them on to somebody and, you know, later down the line, keep in contact. Start building these relationships now because the bookings may not come right this second, but you might not need it because your property is going to be full. So, yeah, it's just keeping contact with them. So when you do get more and you can contact them, say start a January 2022 and you've got like five, six units. It's like right now we can, now we can fill in, scale this. So really well done. Really well done. So while you've got me, is there any final question that you'd like to ask us? So many nice things coming in in the, in the comments. I don't know if you can see the Facebook feed. So we've got Emanuela saying, I really like the website and the house, you can go back on these afterwards. And everyone's saying the house looks lovely. Liam, Carolyn saying the house looks lovely. We've got Zoe saying thank you, Sasha, Charlotte saying thank you, Sasha. Mary saying, thank you, Sasha, which is lovely to see. So thank you, everybody saying that. So, yeah, Any final questions before we wrap up this marketing review for me? Yeah. Who would like, if you've got any, any final question, Anything, anything that's been on your mind, anything that you'd like to ask or have we covered it all?

I think you've covered a lot of it. The main thing really for me is implementation. I get. Because I've just got the one unit. When it's full up I'm like, oh, thank God for that. Now I can relax and I don't do anything else when really I should be working on, on my marketing for the next property that I'm getting, looking for the next property, which is what I've started to do more of. But like I said, I do get quite complacent and once I've got the booking and it's quite long term and I've got that security, I think. Right, okay, that's good. Let's, you know, I can just stop now for a little bit but it's important to carry on and I think the things that you've gone through with the extra things I'm going to do will really make a difference.

Yeah.

To the business going forward. So I really am thankful for that.

My absolute pleasure and I'm really thankful and thank you for coming on, on this. It's been, it's been good. I love that we're able to, to do this and come on live because normally when I do this I'm just talking to a, just talking to a computer. So it's nice to be able to speak to you. So to everybody that's watching live, please give a massive round of applause and say thank you to Sasha. I've got these fancy little keyboard things to the right of me and I'm, I've got, I've got like these little touch pads and if I touch them a sound effect comes on and I think one of them is a round of applause. Now the bad thing is I think one of them might come in and it's going to be like, wah, wah, wah. And I don't want that. So let me see, let me see what this is. Oh, that's laugh. There we go. That's the one. There we go. So thank you very much for doing it. And everybody that's watching, if you enjoyed this, if you want to get more bookings and if you want to learn more about 2021 and all of that. So the, what I'm going to be doing next week is I'm going to be hosting, I'm going to be running a five day free training which is going to be heavily around social media and we've got 250 people that have put their name down so far. And so you have Got up until next Monday to put your name down. Now, if you want to join in, this is the link to make a note of. Boostly B o o s T-L-Y.co.uk forward slash bounce. I'm calling it the big Boostly Bounce back. After everything that happened last year and looking at all the recent survey and stats that have coming out and the booking trends, the, the hospitality bounce back is coming. So if you need help getting top of mind everything that we've talked about tonight and more then next week from the 8th until the 12th, I'm going to be running five days of free training. It's going to be in a private Facebook group. You got to sign up to be part of it and so I encourage everybody to come and join in. If you need bookings, if you don't need bookings, if you think your top of the social media and all of that is great, then absolutely fine. I'm speaking to the people who need help. So. Boostly.co.uk forward/bounce b o U N C E. But apart from that, thank you everybody. Thank you for joining in. Some lovely, lovely words in, in the comments, which would be great. We'll go back and look and look over all of them. If you want to chat to Sasha, I'm sure Shash will jump into the comments and say hi afterwards. But from me, thank you very much. I hope you're liking the new studio, I hope you're liking the new setup, the new camera, the new microphone, et cetera and I will be back very soon for another video. Very soon. Until then, thank you very much for tuning in and I shall let you go.

Thanks, Mark.

Bye bye.