AI Killing Booked Jobs | Cheap Leads vs. Quality | 30k Email | Q&A

Email that I'm going to walk you through what this company did and then we're going to do some good Q and A. So come on. If you're joining us today, I'm live, so feel free to hit the chat. If you're watching this after the fact, it's going to be a very good episode for you. Hopefully some good takeaways. So let me get right into this, my mic a little bit. Let me just pop my chat open, make sure that I'm good. All right, I think we're good. Let me get to my public chat. All right. And then I'm going to pull up this report. Let me share my screen and then I'm going to go through this lead quality. So this guy, John Tory, he has a company called Searchlight and he's been on my podcast before, a really good dude. I actually heard about him because he was on Gary V's podcast. So he puts together this data driven Trades Insight newsletter and this is free. So I recommend trying this out. It's free, you know, sign up for it. But basically what he looks at is like return on ad spend, reporting for home service businesses and then other data driven information. He put out this report. This was at the end of January for lead quality benchmarks in December. You could read through this. The main thing that I want to get to is this part here because I think a lot of people missed this. 21% of bookable conversions did not book due to AI to human transfer required or they requested a human. This is not to say AI CSRs are bad and don't work. This data does suggest however you're employing csrs, it warrants monitoring and adjustments. I'll give you the summary. 21% of bookable conversions did not happen because there was an AI person and they got frustrated or there was an AI answering service or some type of like a call tree that this person had to go through and they got frustrated and they stopped. So if you're watching this right now, February 27, 2026, I can tell you that AI answering service is good for, for some things, but it can also hurt your conversions. And this is a true sign. Now, I've had AI answering companies come onto my podcast. What I can tell you is that John Tory's reporting is from the top private equity company backed home service businesses. These are guys that are spending hundreds of thousands of dollars per month on Google Ads. So this report is factual. This is not just a random guy who has AI answering service. You know, with jabber or Something like that. This is like big companies and if they see this data and he's reporting this data, then this is factually true for large companies, which means that the small guys, it may be helpful. You're out on the truck and something can answer. I would have it roll over to AI if you can't answer because I believe from the data that AI answering is better than your answering machine. For sure. But something we said here, about 21 of bookable conversions did not book due to AI to human transfer and something that we need to monitor. If you're live with me, drop a comment. What you think? If you're watching this after the fact, I'm curious to get your thoughts. This is changing a lot, but something to be said about this. All right, next I want to go through this. So this is a post that I put on LinkedIn. This is actually a client of ours. So they do exterior lighting and they were telling us, hey, we run meta ads only because it's like Christmas lights and landscape lighting and we need to show people what we do. So they were running meta ads and they were getting 20 to $36 cost per lead. Let's call it 25 bucks. And they were getting seven extra turns. So they're spending $1,000 on Meta and they were making $7,000. It's like, okay, that's cool. But we said, what if we went to, instead of these cheap leads, what if we went to more high intent leads and we went to Google search. A lot of companies, specifically when they're getting to 1 million or 2 million, they go and chase cheap leads and then the owner is the one that's like trying to sell these people. And this company, for example, you know, scaling past $2 million, they got started getting burnt out on all these cheap leads. So we said, let's go and run Google Google Ads. So in the first month they put 1500 bucks, said, let's try out Google search ads. We knew that they were going to be performing higher because this is the number two company for exterior lighting in the entire country. Like, great process, great testimonials, great reviews, great before and after pictures, great owner. And so we said, dude, let's go where the intent is. So they spent 1500 bucks and they generated $40,000 for 27 extra term. But here's the big thing that I want to highlight for you. A lot of times we talk to business owners and they're stuck with marketing companies that only focus on this cost per lead. Okay. If this company was only focused on cost per lead, they would have stuck. They would have been stuck running Facebook ads. And the agency or them, they would have kept saying, well, I'm just going to scale this because my cost per lead is 20 to $36. You might watch Hormozy, you might listen to other people, and they always say, well, if your cost per lead is this, then you just got to fix your sales process in home service. I can't stress this enough. There's different intent types. There's people that are literally on Google saying, oh my gosh, I'm looking for this. And there's people on Facebook that are just scrolling saying, oh, this is nice to have. What ends up happening with this company is that they were getting a bunch of cheap leads and they were getting 7x return. But when they focused on the high intent, they should scale this first because they spent 1500 bucks and made 40,000. Imagine if they spent $15,000, could they make 400,000? Maybe. What we do know is that they have high intent searches here and that these are better quality leads. And any other marketing company out there who doesn't know this number would. They don't know the return on ad spend. They would say, well, just spend 112 versus $25. Well, no, we need to go back to Facebook because this didn't work. But it's not about that. You know, as a business owner. I know as a business owner, we don't care about leads. We care about revenue and growing our business. So if I told you that you could spend 25 bucks to make $7,000, okay, cool. You know, $1,000 to make $7,000, that's cool. But I have to fight through all these cheap leads. If you gave me only they spent 1500 bucks, so they got 13 leads and, and they made $40,000. It's better. Less time, higher quality. I think you get the point. A lot of people get stuck in this, and I'm going to show you this, this lead quality index that I made because this is very impactful when we talk to our clients. I hope that you can see this, but I'll just, I'll zoom in. Let me zoom out one. Okay, so a lot of times business owners, I'm going to give you the story on the flip side, because this is, this is the balance, you know, in the, in the title, it's like cheap leads versus quality. And how do you balance this? So in the example that I just gave, this guy's running meta ads up here. It's cold leads, cheaper Leads, usually they're about 45% of the way there. They filled something out. They are not Even like over 50% of like that I want to do this or work with you. They're just like, this is pretty cool. It takes you 55% energy and effort to try to even get them to answer the phone, set up an estimate, blah, blah, blah. But it's cheap leads. And as you go through this funnel, you get all the way to someone who literally goes to your website and schedules online, which is a hot lead. They went to your website and scheduled online. The next example is the other extreme that I'm going to give you. We have a remodeling company that we work with and we work with them for six months. And every single time we talk to them, they say, we have a couple rules. No forms on our website, no chat widgets, no guide downloads. We only want people that are going to schedule appointments online. And over and over again we're fighting with them, fighting with them. And the data kept telling us, this is wrong, this is wrong. So what we did was we finally got to the point where we said, hey, we need to add a contact form to the website and a chat widget and a pop up on the website. The intent is not going to be a full on scheduled appointment, but you have customer service representatives, you have salespeople, so you can contact them. Within the first four weeks of doing this, they had their best weeks of leads. They were usually getting about five to six leads a week. The first time that they did this, they had 18 leads in one week. So the lead quality is, might be a little bit lower. But if you just go back a little couple steps here, These people are 70%, 75%, 80%, so they need 20% to get over the finish line. They literally went to your website and filled out a form. And when you walk your way up this in the other side, the exterior lighting company that I just gave the example, he wasn't focused on any of this. He wasn't focused on any search ad forms, Yelp. He did have a chat widget contact form, no LSAs, and he did not. They don't have online scheduling. So when we're coaching, consulting with people, we're like, hey, okay, you're out here. What if you could get closer to a hot lead to speed up your sales process and get higher quality people that are going to spend more money? So when we look at this lead quality index is something that's very important in your business. You can see like all These things you should layer in. I would recommend starting from the bottom and going up. A lot of people start with the cheap stuff and they go down, but I would recommend going up this way. Now, let's say you ran search ads, because a lot of times people get burned on search ads because they don't have return on ad spend. So I want to be very clear here. This is why agencies, marketing agencies dime a dozen at this point. They always just say, like, run meta ads. We'll set up some automations. You'll get the leads coming in because. Because it's easy, it's cheap leads. And then you can easily just throw it back on the business and say, well, you can't close anything. It's all your fault. These leads are great, right? Sure, you've heard that, but this is not the case, okay? This is not how it should be. What should be is you need return on ad spend. You need your marketing company to go past just lead volume and go into actual, like, what does this turn out to be from a money perspective? Because then that's going to help you make way better decisions than just lead, lead, lead. Okay, I hope that I nailed that point. Home I'm live. So if you have any questions, drop them in the chat. Let me pull up our next topic here for us. All right, so this is really cool. This is why I create free content like this. Because we had a woman who got on a sales call and Seth on our sales team, he was like, hey, how did you hear about us? And she said, oh, I've been listening to the Jobber podcast, Masters of Home Service. And I heard Phil on there a couple times. And he said, well, what did you hear? What stuck out to you? And she said, oh, you know what stuck out to me was when he's talking about email marketing. And he's like, well, tell me more. What did you do? And she said, well, I listened to the episode and we were in a slow season. So I sent out an email to our database for handyman services. They do. They're remodeling, but when they're slow, they do handyman services. I sent out the email by handyman services and we made $30,000. And I said, wow, this stuff works. And I was like, I was watching it back on Fathom the Recording, and I'm like, come on, man. Like, this is exactly what it's about, is making content to help people. And then she does it. She gets $30,000 out of it. And she says, well, I need marketing help, so let Me, go talk to these people that already made me $30,000 for free. Two parts of this one. If you are not making content, a lot of business owners see it very short sighted. They think, I'm going to make content, I'm going to get leads and then I'm going to grow my business. Obviously we all want that. It's not to say that you create a social media post and then someone sees it and then right then and there they click on it and they want to work with you. Maybe that's great, but it's the opportunity to add value that when they need something they say, wow, this company actually helped me before. So I'm going to go back to them and reach out to them and they're going to stick in my brain because they're constantly in front of me. This is what it's about. The second thing is her exact example. If you're listening to this and you're not doing email marketing, you're missing out on like $30,000. This is not even a million dollar company. Probably I don't know what size she is, but this is, they just made $30,000 and they sent out an email to their database. So a lot of business owners, when I talk to them, they say, yeah, you know, I should be emailing them, I should do this. And like, like her, they do a random one off one and then it doesn't work and it's just farming. She used a strategy that we recommend which is you send out an email and in the subject line you very specific. A lot of times people send out these generic long emails people have to read through and it's like a newsletter just for branding. And then you wonder why no one contacts you. It turns into a sale. So like have a specific subject line that says in your area. We're going to be in your area next week doing a handyman service. Want to see if you have any products we can take care of or something that's very, very specific. You will get leads out of it, you will get customers out of it, especially if you're slow. So very, very cool story. All right, I'm going to open this up to Q and A. I have a couple questions here that my team has curated and I'm going to go through and break these down. I'm live, so if you have questions, drop them in the chat. If you're watching this after the fact, put them in the comments, I'll respond to them. So happy to be a resource. Maybe you know you have a comment. We'll stick it on here for the next live that we do. All right. I own a 2 million dollar H VAC plumbing business. We are slow right now in shoulder season. We what's a practical way to generate opportunities from our existing customers list this week? Okay, well, I just gave you an example of what to do. I'll give you another one. Like there's this plumbing company that we work with. They're a little smaller than you. They use jobber. Like they're out like probably 1.5 million. We literally just did this. So I saw this in the all team slack, a win that our team shared. So they do plumbing and H vac right now. They sent out a text message to all of their past customers and, and they said, hey, we're going to be in your area doing a hot water heater flush. Let me know if you want us to stop by and do yours. And someone responded back, yeah, how much do you charge? They said, yep, we charge, you know, 150 bucks, whatever, 200 bucks. And then they said, cool, sign me up. When can you come out? This is just one quick snapshot of what it means to follow up with your customers and reach out to them. I'm not saying that you have to figure out how to text message all your customers or email them even. What I am saying is you could easily pick up the phone if your customer service representative or you are slow and talk to these people or your salesperson and just call every single person and just say like, hey, 2026 is just starting out. We got into spring, we're going to be busy. Just wanted to see if you have any projects that you're going to need to be getting take care of because we're going to be out your way next week. A simple call like that, like, it builds great value. It shows that you actually care about your customers and it also gets jobs on the books. So like, if this is you and you're slow, do those things, I guarantee that it's going to treat your business faster than just slapping some Facebook ads, putting some Yelp ads, setting up some random ads to try to get new customers coming in. Go back to the people that already know like and trust you. Reach out to them and they will work with you. All right, next electrical contractor here we have a not yet bucket in our CRM. What's the best follow up cadence so we don't lose those deals? This is a good one. I think a lot of times people, I mean, you know, there's these, we call them Caspers friendly ghosts, they never get back to you. They just go, they ghost you. But they're friendly people. So in, in their CRM they have a not yet bucket. And so what, what you should be doing is if you do an email newsletter every single month, you should include these people in your email newsletter. You're going to stay top of mind. So we had a remodeling company that we work with and they do like, you know, custom closets, custom wardrobes, that kind of stuff. And they told us, you know, well, people are not getting a custom closet every single month. Why would we email them every single month? We never do this. And we're like, well you do custom wall mounted TV inserts. You, you also do like custom offices and stuff. So like there's other things you could cross sell, but worst case, you're just staying top of mind so that way they could refer you. So they had a customer, it was October who came in, friendly ghosted them in the not yet bucket. Fast forward to March. We send out an email newsletter. She says, hey, I'm ready to do my project now. Could you send me the estimate? She responded to that email newsletter that she got about the project. And that email that they sent out was all about their process. It wasn't even cross selling something. It was just like, hey, let me tell you a little about our process. When you decide to work with us, we do this, we do this, we do this, we do this, we do this. Would love the opportunity to work with you on any projects. Here's some of the things. Mud rooms, she responded, said, signing me up $21,000. So in your not yet bucket, you should be sending out an email newsletter to these people to stay top of mind with them. The other thing I would say is that in, in home service in particular, well, not even just in home service, but in any business, you, the, the not yet people, a lot of times you just lump a bunch of people in there because you haven't got to a no or yes. They're just ghosts. So you want them to give you the next steps. You want to get them to a yes or a no and then what the next step is. So not yet is very vague and a lot of people give you this objection. So it's like cool, not yet. When, when should I reach out next or what should our next steps be? Because I don't want to be annoying and like, you know, beat down your door. But also if this is something that you want to do, then right, try to get to a closure Piece and then have a step in the CRM or in your sales process that's like. Okay, cool. So, like, let's say someone says not yet to a new H vac unit. Okay, cool. No worries. I know that we're going into winter, and you're probably gonna have some issues. So what if I just decide, like, I'll reach out to you in January. Cool. Boom. Now we have a task. Reach out to them in January, put them on your email newsletter so that you're staying top of mind. Now you reach out to them. All good. That would be my recommendation with the not yet bucket. All right. Mitchell. Yeah, man. I'll review your website, stick it in here, and. And I can pull it up and I'll go through it for sure. And if anyone else is. Is live with us. Yeah, drop whatever you want in the chat, and I'll go through it. I'm gonna be here probably, like for another 15, 20 minutes at least. All right. We are a 4 million dollar remodeling company. We had a bad experience with Google Ads, spent a lot, and felt like a wash. How do we prevent from happening again if we run ads? Yeah, man, this one's tough. So just based off of this question, felt like a wash, tells me that you didn't have data. And when you don't have data. Yeah, it's really hard to make decisions and you kind of feel burned by that. So we're $4 million remodeling, and we had a bad experience with Google Ads, spent a lot, felt like a wash. How do we prevent this from happening again if we run ads? First, whoever's running your ads, ask them, how are you going to show me return on ad spend if you run my ads? How are you going to show me that they're working or they're not working if they say, well, we just look at the cost per lead and the conversion number. We already addressed that in the beginning. That. That's not good. I know your guy, Adam from Jobber. Yeah. Cool. Yeah, Adam's a great dude. Yeah, drop your. Drop your website for sure. But yeah, Adam's a great dude. So whoever's running your ads, it's not just about your leads. It's about your actual return on ad spend. So what you need to do is you need to set up your Google Ads, run your ads to a landing page. On that landing page, you need to have a custom tracking form and a custom tracking phone number. Those tracking forms and phone numbers are only for Google Ads. This way, at the end of the month you can pull a report that says, these are all the leads that I got from Google Ads from forms. These are all the leads that I got from Google Ads for calls. Now you have all the leads. This is what I did at my home service business, because I was the exact same thing. So now I say, okay, here's all my leads. So what I would do, I would go in and I would pull from our CRM the actual leads. This is a manual process. There's automated ways to do this, but I'm giving you the manual ones. So I would go. And I would go through the list and I'd say, okay, this one turned into this, this one turned into that. Now we have some integrations and stuff where it pulls for 90 days. You know, there's other tools, like even Searchlight, the one that I told you at the top, they have some cool tools for this. But essentially what I'm getting at is that if you spent money and it felt like a wash, felt is not a good choice for making a decision on a $4 million remodeling company. You need to have bonafide data. So what we would recommend and what we do is like, let's say that we ran your ads. Let's say that we ran ads and you spent 1500 bucks, you spent 4000 bucks, and you didn't make any money. Then we look at the leads. How many leads did we generate? And then we go and we listen to the leads, the calls, and the forms because we want to justify and figure out, is this a lead quality issue or is this a sales issue? That's the two questions every single time. Is it the lead quality issue or is it actual, like, call scripting conversion issue? And usually it's a little bit of both. I'll be honest. It's not just like, oh, you guys can't close anything. It's also like, the lead quality might not be there. So how do you tighten up your lead quality? On your actual landing page where you have the form you might add, like, how much does you know? What's your budget? Or like, one or two other qualifying questions, like, what's your address? Something else that shows a little bit more intent than just like, let me give them my information and see if they reach out to me. More intent. The other thing is, if you're. If you listen to the calls, and it's like, I can't listen to these calls. I know a lot of owners. One of. One of the first companies that I work with, the owner's Like, I can't listen to these calls. I get too upset after like three minutes of this. If you feel like that, it's probably because you don't have a call script for your CSRs to go through and you need to set up a call script and, and coach them on it. I know that it's frustrating and it's hard to listen to these things, but that is the thing that's going to help move the needle. So once you fix those two things, lead quality and your call script, that should tighten up your actual results. I will say this. If you get to the point where you are doing all this tracking and you have return on ad spend and it's been three to four months and you're not seeing the results, it may not work in your area. The numbers might not line up right. The competition might be spending way more money and it might not make sense. Like a perfect example, you might be an H Vac contractor against a private equity backed $100 million businesses. And Google Ads is not where you're going to win. And you might be trying it, but this is not how you're going to compete with these big guys because their budget's a hundred thousand and yours is 1000, which is fine. You got the data that proves that there are other ad channels. For example, start going down the line that index that I said, like Yelp ads. Go and try Angie Thumbtack all the way up to meta home shows. Like there's a bunch of other ways that you can spend money and get leads coming in that, that, that this works for. But at the end of the day, you need the full funnel data. Leads, revenue, return on ad spend. How much money did you actually quote versus converted so that, that type of stuff. Yeah. Mitchell, if you want to put your website here, I can definitely take a look at it. You had a consult with Seth? Yeah. Yeah, man. Yeah. Seth's a good guy. And great stuff. Like our whole like discovery calls are meant to be informative and like, if it makes sense to work together, great. If not, it's all good. Hopefully you learn something from it. So I appreciate that feedback. All right, we got a couple more questions here. So if our close rate is stable but revenue isn't growing, what numbers should we look at first? If our close rate is stable but revenue isn't growing, what number should we look at first? All right, this is a great question. Your close rates is 50% or 40%, but our revenue isn't going up. So either you're not having enough come into the top or you're not maximizing what's coming through the Funnel. So it's two sides of it. One is your closing rate is 40%, but they're not getting enough opportunities to grow your business, so you need to look at your booking rate. So how many leads did we get versus how many estimates did we run? Or how many jobs did we run? If your booking rate is not 50%, 60%, 70%, then that could be an issue. Sometimes we talk to companies and it's like 20% because they got leads coming in, but they're not booking them. So that's the first thing is why your business isn't growing is because you're not getting more things through your funnel. You're just same old, same old, the same conversions. The second piece of this is your average ticket. If your average ticket is. Is lower than what it was before, then obviously your business is going to go down. If your close rate stays. Stays the same, you need to close more. You need to close more. And then you need to increase your average ticket, which is going to drive up your actual revenue. So two sides of it. Get more leads coming through and fix your booking rate and. Or fix your average ticket, or do both and you're going to grow your business. The close rate is just the middle line. It is one piece of the pie. But those are the three things. There's actually four numbers to grow your home service business. There's your booking rate, which one I just mentioned your. Your close rate, which is the one that you said is steady. Your average ticket, which is one that you can go up or go down. And then your cost per lead, customer acquisition cost. If you know those numbers, it's really just a numbers game of how can you grow your business? Do I need more leads? Do I need better booking rate? Do I need better conversion rate? Do I need a higher average ticket? All right, Mitchell. It's not clickable. I can't see it for some reason. If you want, you can just, like, type it in without the dot com and I can pull it up. I'll even pull it up and just, like, do it live and share my screen. All right, next question. We do roofing. I want to publish a pricing page, but we don't want to post hard prices. What does a pricing page look like that still helps conversion? All right, great question here. We get this one a lot, which is like, I don't want to give out my pricing to my competitors. I also. It's so variable. Like, someone might see this and I don't want them to stick on this number and say, like, this is our number. What I will say is that right now there's a crisis with trust. And what I mean by that is that homeowners, everyone, general, they're getting a lot smarter when it comes to AI and how people work together. Mitchell, I gotta. I'll pull it up after this. There's a crisis on pricing. And so what you need to do is that you need to build trust. And the way that you build trust is that you stand out as the authority and you help them to the next stage in the process. The way that you help them is imagine if you and I are at the bar at a restaurant and you tell me I own a roofing company and I say, I'm thinking about getting my roof. Like, what should I look for? Like, how much does something usually cost? You know, what, what does it make sense? And you would probably say, well, yeah, I got to look at it. But you probably have a couple can questions in there. Well, you know, how big is your home? What's your square feet? What type of shingles do you have on your home? Right? Like asking a couple clarifying questions. So on your pricing guide you can do that exact same thing. Here's what makes the price go up. If your home is bigger, your square footage, then your, your cost per square foot should be X amount of dollars. Here's what makes the price go down. If you have a bigger home, but you have two different tiers or two different levers levels, but you, if you have two different tiers but you only have one level of roof line, then it's a little bit less, right? Like give them the information so that way they can at least get a basic understanding of what that looks like. Same thing with like the type of material, who installs it, right? Like if a company has subs and they do that, is it more expensive, is it less expensive? If it's all in house, right? Like build some quality for you. Basically you want to guide this person to the next stage. What we found is that people go to a website, they want to know two things. How much does it gonna cost and when can you do it. If you can move those two balls forward as far as possible, you're gonna build a lot of trust. The way you do that is have online scheduling and have a pricing calculator. But you could scale it back from there. Maybe it's like, hey, we have next day estimates. Contact us here. Hey, here's a pricing guide on everything that you need to know, you know, we have to come out and take a look at your stuff. That's what it is when it comes to pricing, guys. And that's how I would articulate it, depending on how you feel about the information that you want to share. All right, cool. I'm live, so I'm going to answer some of these questions. Let's see. Mitchell, let me pull this up. GM Pro Gutters. And then I'm going to share my screen and I'll look at your stuff. Gm. GM Pro gutters dot com. Cool. Let me. Is it GM Pro Gutters? Oh, yeah, there it is. Okay. GM Pro Gutters. Cool. Let me share my screen and then we'll go through this. Where are you located at, Mitchell? I could probably find it on here, but I'm just curious to see. All right, y' all can see my screen here. Okay, cool. I'm pretty sure this is you. Let me know if it's not. I just typed in GM Pro Gutters, so this should be good. All right, I'm going to go through and just do a quick audit on this site. So when I come to the site first, right off the bat, I think that this is. This contact button should be over here. More is. No one wants to click on more. I. I would maybe make this, like, about. And, like, have this as a dropdown of other stuff. Okay, let me see. Okay, you're in Roanoke. All right, cool. Oh, yeah. Okay, so this is you. Okay, cool. So, yeah, I would sign the contact over here. I would add your services right up here. So you have services. I would add them right at the top and you could have services drop down. Let me just see. Facial board. Underground drains. Yeah. Seamless gutters. I would get rid of this home button. This looks a little bit outdated. Obviously, you know Adam. So you've seen Adam's site. So I would go and look at what Adam's site is and try to, like, mirror what that looks like from a header perspective. The other thing I would say is on mobile, this might be nice, but on desktop, the clickable number is not really that relevant. Obviously, you want the number up here, but I would have another button here that says, like, get a free estimate. You obviously have that right here. But another button up here that I would have. This is good. I would probably slide this over a little bit and have your picture here. But this is fine, because this feels more like a landing page to me. But still, this is. This is fine. Complete gutter and drainage. And Roanoke, you got some pictures. You Got some reviews our services. Okay, this looks good. Let me look at our seamless gutters. Yeah. So you, you optimize this for Roanoke. So Rowan Oak, roanoke. There's no H1 designated on this, so I would, I would make sure that you have the right H1 designated because I don't see that on here. Let's see area served. You want to build out service area pages on here. So basically, you know, you want to have a page for Roanoke City, you want to have a page for Bent Mountain. It's going to help you rank. Yeah. For people that are watching this, let me just pull up the, the person that he mentioned, which is one of our clients. That way at least you can just see what I'm like what I'm referring to. All right, while that pulls up. Cool. Mitchell, are you running any like LSAs, Google search ads, any of that kind of stuff, or is it mostly just SEO that you're focused on? Yeah, you can drop right over there. While this pulls up. I'm going to show you what I was just explaining to him. So on Adam's site, he has a pop up here to enroll in their gutter protection plan and receive a free cleaning. So that's a nice pop up. If you notice on Mitchell's site he has the form embedded, which is not fine. Which is fine where on Adam's site we have the promo that's actually a pop up right up there. When we go through this, notice how he has services drop down the about dropdown like what I was just coaching Mitchell on. And then he has his financing, pricing, referrals. It looks a lot cleaner where if you were to go over here, you can see the homepage and then you want to slide everything over and have your buttons here, like get a quote, schedule, visit. This is what I would recommend doing. Yeah, this is what I was, what I was referring to up there. When we look at his service area pages. I'll show you in a second. Once this slides over the service area pages, you want to make sure that you have a specific page built out for each, each location that you target. So in his example I mentioned about Roanoke City, but if you go up here to his about, he has an area served section. And I'll show you that in one sec. You can see if we scroll down, see how these are all linked out. And then if you go to like Glenmore, for example, this is a gutter cleaning in Glenmore neighborhood. And it's all just about that specific area. So the whole goal is targeting that specific area. Cool. Let's see. Okay. So. Yeah. So he's running Google Ads. Yeah. With Google Ads, you might have a landing page set up, but I would recommend tracking that all the way through. Yeah. Hopefully that was helpful going through that audit there. I think it's nice you have the chat widget. I think some opportunity just to clean up, like, what I just. What I just gave you. Cool. I appreciate everyone hopping on here. I try to go live, like, every Friday. So if y' all have more questions, submit them in the comments, and then I'll add them to the next one. Mitchell, appreciate you, man. Hopefully, that was valuable information for you. Cool. See.