The YouTube Strategy for Scaling: Why Transformation Wins Over Product Pitches

What makes a great ad is when you market the transformation that your product or service provides. If you have a supplement company, you're not selling capsules and vitamins, you're selling like the brain energy that that can provide for your brain. What is the transformation that your product or service provides and market the transformation? Some of the best ads are telling stories. YouTube ads not only generate more clicks and traffic from the platform itself, but it also increases the organic search. I'll just leave it with—

Welcome to Inside the Speakeasy Podcast, the private room where today's sharpest founders, innovators, and renegade thinkers come to trade the ideas that move industries. This show is brought to you by HighLevel, the AI-driven business operating system trusted by over 2 million businesses. To help automate, scale, and create real leverage. HighLevel isn't just a tool. It's the engine behind some of the most agile and high-performing teams on the planet. If you're ready to streamline everything, amplify your reach, and actually build a business that works for you, you're in the right place. Visit www.gohighlevel.com/speakeasy-mastermind-promo to get an exclusive 30-day trial for being a listener of the Inside the Speakeasy Podcast. Enjoy the show. Welcome to Inside the Speakeasy Podcast, and I am so excited to have our guest today. We are going all things video ads in the world of YouTube, a place all of us need to be playing a lot more. The more I talk to Jake, our guest today, the more I'm realizing that I am failing because I am missing such a massive opportunity. And I'm excited he's gonna share what he's been sharing with me and how we all can understand a little bit more how we can start to play at the next level, take advantage, get ahead. All the way from Salt Lake City, welcome to the show, Jake Larson.

What's up? Happy to be here, man. I'm excited.

Yeah, me too. I mean, I love this topic because I feel like we're just so like automatically it's like Meta, what are you doing on Facebook, IG? Are you playing? You know, and we all know there's this big whale over here, YouTube, Google. We keep hearing it. We kind of know that like, YouTube is the future TV. It's where we're going. And it's like, why aren't more of us playing there? Like, like before we get into the wins and I want to get your story, but why do you think most of us don't play there as much as we should?

You know, it's, it is crazy. So I'll go speak at events and I'll ask the, you know, the audience how many people are advertising and 90% of the hands go up. And then I'll ask, keep your hands up if you're advertising on YouTube. And then most of those hands go down. There's only a couple people left. Raising their hand. And it is, you know, the concept of a blue ocean, red ocean. It's such a blue ocean on YouTube. And I think the reason why is it's kind of a, you got to get the video right. Because like, if you do Instagram or Facebook, you can test different headlines and you can like, you can miss the video, but fill the gaps in easily using, you know, the text or images. But when it comes to YouTube ads, like the ads you can skip after 5 seconds, all that information needs to live inside the video. And so if you don't get that video done properly, then it's not going to make that big of an impact. So I think maybe the, the barrier to entry is probably a little bit—

a little more, a little more friction, a little bit lack of knowledge, and people just aren't like, oh, I'll just do this. It's easier to just get into right away.

But those who are able to get that barrier of entry and like do have that video, it's in many cases has outperformed a lot of Facebook and Instagram results that we see with clients. So if you can get Facebook ads working or Instagram, like chances are we can get YouTube ads to work and there's a lot of scale right there.

All right. So we're going to get into that. We're going to get into how to reduce that barrier to make it less scary before we get into that. And I know like, and again, just to plant the seed with the audience here, I mean, we're talking Jake's been like, he like grew up with YouTube. This has been, I mean, we all grew up with YouTube, but he's been growing up as the player inside the YouTube aura. He was brought out to YouTube headquarters and they started going as one of the big marketing icons out there. He's worked with Tony Robbins. He's worked with Fiori. He's worked with Fortune Builders, my friends over there back in the day. I remember those guys quite a bit. I mean, some of the biggest names out there you're brought out to work with. So again, I'm so stoked to get in there. Before you started working with these big names. I mean, shit, you got brought out to YouTube to kind of work with them as an early guy. Give me your story. Like, how'd you get into all this?

Yeah. So, I mean, I think not many people remember YouTube before there was ads on it, but that's how I started doing a lot of video and creative for businesses. And we would upload videos to YouTube and sometimes they'd take off and sometimes they wouldn't, but We were one of 10 companies asked by Google to become YouTube marketing ambassadors. Before they released the ads you could skip, they showed us this new way of advertising and I'm like, holy cow, like we can see how long people watch the video. Do they click? Do they opt in? Do they purchase? And my mind was blown. Like, this is a powerful tool. And so we came back. So they showed us like how it works. And then after a year of playing with it, I'm like, this is so cool. And not many people are doing it. I've always wanted to start my company, but I think I'll do that now. I'm going to quit the job and start my agency. But the challenge I had was my wife was 8 months pregnant with our first child. And so I remember bringing up that to my wife. I said, hey, I think it's time for me to quit my job. And she's like, you know, I'm having a baby next month, right? I'm like, whoa, I'm aware of that. She's like, you can do it on one condition. Just make sure we have insurance. She wanted that kind of financial safety in case something happened. So I made sure we had insurance. I ended up getting like 2 clients on a 3-month retainer. So I knew whatever happens, I had at least 2 clients coming in. But once I did that, things started to go crazy. So I started advertising on YouTube. I created a video, put it on YouTube. I was spending like $20 a day. And watching like a hawk. And sure enough, like my views go up, website visitors go up. I was advertising a free YouTube course that people could opt in for. And then people would watch my ads. They'd go to my free course. They would buy a product and I'd get emails like, hey, this is a lot of work. Can you just do this for me or consult with us? So I'm like, sure, would be happy to. So like, Once I started advertising, just like with anything, that's when you start to see these opportunities come in. In fact, one of them was I got an email one day from a guy named Ryan Deiss, who was the CEO of Digital Marketer, and I had no idea who he was. He's like, hey, I saw your ad, I bought your course. Would you like to come speak at the Traffic and Conversion Summit? I think this was back in 2013 or '14. But I'm like, sure, happy to. And once I got on that stage, like I came home with a bunch of emails of people wanting to work with me. And we've been riding that wave ever since for the last 12 years. We're creating video ads, advertising on YouTube, and just helping people grow their businesses.

I love it. I love it. Kind of circle back. What was the company you actually quit to go start your new one? I mean, what, what were you doing there?

It was a company called Zag. They made the Invisible Shield. So like what kind of put us on the map is we'd get a phone with— I'd put the Invisible Shield on it and we dropped bowling balls and hit it with hammers. So like that was one of the—

and you're just, you're playing in the marketing world, video creative, and you're just like, wait a second, this is— got it. So you got noticed as a creative in that company and then you're like, I can think I can do this myself. And then thus your entrepreneurial journey was born along with your child sort of the same time.

Yeah, and I think that's one of the value adds I think some people miss is like within that company we had like the creative team.

Yeah.

And then you've got like the web or analytics team and normally people have them in separate departments. It's a huge miss because creative needs the data to know what to create. And then once the video's created, you need to see how it performs. And if it's not performing, then you gotta go back to the creative to readjust. And so, I think that's one of the unique things that helped with that company and with many other companies is putting the creative and the analytics team in the same, same room, make sure they're having conversations because to properly market, you need to play on both sides of the brain, right? You need both the creative mind as well as the analytics mind to help scale.

What's that mean? Our actual web designers and creative designers aren't always right with their designs? I mean, I know they, I know, but I'm just joking. There's an inside joke from all those that are running and working with a lot of creatives out there. But you're right, it is missed quite a bit and I think It's not only the data, but I think it's especially now these days, the access to the data real time. And for us to all put egos aside and say, it doesn't matter what we think or what we think the best design is, it's whatever matters is the data. But willing to continue to test as it sounds like you were great at. Okay. So we fast forward here. You are. I love what you said. You're drinking your own Kool-Aid. I mean, obviously it seems, you know, it seems obvious in hindsight that so many of us don't even do that. And you said, well, shit, if I can't run my ad and do what I'm going to be selling people, What the F am I doing in the first place? So you prove that out, got noticed and boy, did you. I mean, getting on the stage early then at TNT was obviously huge. I think I probably remember, probably I was probably sitting in the audience remembering and saying, damn team, we got to get into this, this stuff here. All right. So now that was then, this is now. A lot of time's gone on since the world of YouTube and video marketing. Let's dig in a little bit now. So more specifically, let's talk about what you're doing video ads within YouTube. Maybe some tips, things you're seeing out in the industry right now?

Yeah. So when I think about ad campaigns, there's kind of several key like pieces. It's like, it's, you know, what is the offer or the product that you have and then creating the message and putting that message in front of the right audience. So within ads, like there's kind of like, what are we saying or showing? What does the video look like? And then, you know, what, how do we place that in front of very specific types of people? So As far as the video is concerned, and this could apply to any platform, not specific to YouTube, but like you've got to get the right hook. Like you got to get the hook. I get people's attention. Like what can you say or show within 5 seconds, 10 seconds that's going to get people's attention? And so we like to write scripts and create video with these kind of different building blocks. So there's the hook, there's the problem. The credibility section, the call to action. So what this, this allows us to like mix and match and we'll test multiple hooks and multiple CTAs. But I'd say like the main thing that really makes a great video, or I'll tell you what, what makes a crappy ad is when you talk about your product and service. But what makes a great ad is when you market the transformation that your product or service provides. I think people miss that a lot. They just talk about all the features and what the service can do and how it's done. But like, so for example, if you have a supplement company, you're not selling capsules and vitamins, you're selling like the brain energy that that can provide for your brain, right? Or like if you're an agency, we're not selling ads and video editing and media buying. It's a predictable scale and growth engine that we can pour gas on a flame and, you know, grow that. Or a realtor, they're not selling property listings and are doing a house tour. They're selling keys to the next chapter of that person's life. So, you know, so what is the transformation that your product or service provides and market the transformation?

And then how quickly, like, let's go back to the hook. I mean, you said a lot of great things in there. So, and I'm not the expert by any means on this. And I know there's different rules. Like, what's the whole, like, how much time do you have to like really nail somebody? I mean, isn't the ad usually like, okay, 5-second ad, 15-second ad? Like, how does that work that I need to hook somebody?

Well, the length of a video ad is a lot like the miniskirt. It needs to be long enough to cover the important parts. But short enough to keep a little interest. You know, the length of the videos, we'll do minimum at least 90 seconds. And then on the longer end, we've, we created 7-minute, 8-minute video ads, I think. And this goes against what Google, the Google reps say. So we've had Google reps and they're always like, your ads need to be shorter, it's going to get a higher click-through rate. And I'll tell the reps, hey, great, I'm sure it will get a higher click-through rate. But the clients we serve, like, they need customers and clients. And before somebody buys a product or a service, they need to know what it is they're buying, what's the transformation, and they need to— before people spend their dollars, they spend their time. And so these videos are long enough to cover the transformation, a little bit of the process, and build enough trust. Where people will click.

So really it could be, so, okay. So you literally could have, and again, I mean, I'm just so ignorant on this world a little bit. So you're saying the video doesn't need to be 15, 30 seconds that leads to a landing page, which then has a longer video. You're saying you just do it all then and there. If you could get somebody hooked out of the gates, obviously they'll just continue watching. And all of a sudden it's like a, it's like a video on a VSL where you're just sort of watching it now, but it happens. You're skipping all the stuff and you're just getting right to video.

Yeah. It's like a mini VSL. So yeah, that's exactly right.

Wow. And that's working. Okay. And then how fast, how much do you say, what is the general rule about just getting the attention to get people like, where are people dropping off? How many seconds you're like, okay, I got them now once you get past this trigger.

So everyone's finger is hovering over the skip now button, right?

Correct. Yeah.

When an ad pops up. And so a great hook will attract your ideal client or customer. And it will also repel somebody who's not. And still I think of like, what can I say or show in 5, 10 seconds that will attract that person? So if I am a realtor and I like, I want to speak about like the category I'm in and what that person is looking for. So I could say something like, hey, are you looking to buy a house in the next 6 months? Or like, one of the biggest challenges that people have when it comes to buying a house is blank. And you can even do it. It doesn't— some people think that the ad has to be like some infomercial, like, are you sick and tired of that? Or like, you know, that car salesman type vibe. But right, some of the best ads are telling stories. So another one for keeping the same example is like, so I was showing this couple around this house that they were interested in buying. And then blank. So right then the viewer knows this has to do with a house.

Yeah.

And this person has a specific experience around that. So.

Right. Interesting. Yeah. I mean, as you're saying those, I'm like, okay, I might stick around for another second or two just to see where the story goes. Yeah. You got my attention.

One, the one I did, in fact, this might have been the one that Ryan Dice saw, but I said something like, hey, you're seeing this video right now because YouTube thinks you're an entrepreneur or that you're a business owner. And so you can have fun with it. You can acknowledge that it is an ad and talk to somebody specific and you can have fun with it.

Got it. Now, how was, how was the advancements? I mean, that was a long time ago in TNC land, you know, old tech, new tech, obviously can't have a conversation without talking about AI tech, you know, what does the world look like now within playing in the YouTube domain? And I guess maybe as I sort of plant that AI seed, you know, I think instincts for a lot of people are going to be like, oh, I'm just going to go, go to GPT and just, you know, give the prompt. Hey, can you create me a video that'd be good good for YouTube, that's going to catch people's attention. I wanted to be blah, blah, blah, blah. Like, talk me through all these things now. Where are we on the tech and how are we crossing over the AI world?

Yeah, well, one thing, as many things are changing, and AI has been a game changer, right? Like, you can write scripts really fast or create ad copy. It can even edit the video, so you can create more faster. Which has been a huge benefit, but people started to commoditize a lot of, you know, agencies or creative. And the question I ask myself is, with all the changes that AI is bringing, what's one thing that it can't replace? What is the same 100 years ago? What's the same today? And what will be true 100 years from now? And at the end of the day, AI can't own a result. It can't own an outcome. Like, It can give you feedback and research, but there are so many moving factors when it comes in to create an ad. It's like, what are we saying? Who are we talking to? What's the nuance around it? Should we have a conversation? A talking head? All right, we've got the ad. Now, who do we show it to? What are we tracking? Like, there are so many moving parts to it that it does take somebody with a mind and a heart and the experience of knowing what works. And so, yeah, what's changed? AI's made it a lot faster, but at the end of the day, people still like being entertained. They're all looking for value. They're looking for a deal. They're looking to connect. So while we create— yeah, some ads use AI and it happens faster, but, you know, we've got— we're creating hundreds of video ads every month. And the ads that last long, that bring the biggest impact, it's when you can have an authentic interview or having the founder or the owner of the company share their story about how they create the product and even more powerful when we can interview clients or customers about the transformation that their that the product provided, people can see themselves in that story. So the video ads that we see work the best, there's still a human talking to the camera, sharing a story, and you can see, you can feel the difference in it.

Yep, people want the real now. I can definitely see that. So let's talk about the when. Okay, so I'm sitting here listening to this, a lot of our listeners, and again, I think our default is going to be to go to our comfort zone of the Meadows of the world and all that. So when is a good time for us to be saying, wait a second, you are missing a big opportunity. So who's the best avatars in your opinion, by a lot, that should be really jumping in here into YouTube land?

So ads amplify whatever you have working and it also amplifies what you don't have working. So I think the bare min— like what's the minimum cost of when you start advertising? You've got to have a great product or service that people love, that they enjoy, that they've gotten great results. And so I always leave for, do I have client testimonials or people that have had a great experience? Okay, checkbox one. And then have I sold this consistently? Are we getting consistent sales on a daily, weekly, monthly basis? So like, because we can get— views are guaranteed, clicks are guaranteed. Even leads are guaranteed if you have something that a result like an opt-in, but can you want to typically people are looking for that higher booked phone call, a purchase. And so being able to amplify the results. So if you have a sales funnel, then you want more of those, then that's when you should start somebody ads. So we had a business coach come where she was doing the sales calls herself and she was getting applications. And so we started running ads and all of a sudden she went from getting like a couple applications a week to she's getting hundreds of applications every week.

Wow.

And so she had, she ended up hiring 2 or 3 salespeople to follow up with the applicants and have booked calls with them.

So it's a good testimonial and proof of that. I mean, okay. So other than the, so it sounds like A lot of us, you know, listening, you know, have that and we're just still not doing it. And I think that, like you said, there's a little bit of friction. Let's talk about there's friction and knowledge and probably time to do it yourself for those that want to do it themselves. Let's talk about costs, you know, whether they do it themselves, find somebody like you or others out there. I mean, what does it take? You know, I know everybody says, well, gee, Meta, I could just go out there and start with $50 a day or a few hundred dollars and start getting the testing out there because it's easy to do that. So let's assume that we've been able to do enough research on our own to figure out how to create a video and whether we hire somebody or not, we have a video out there and add, I mean, what's our budget when, what's realistic for us to say, gosh, I could play this game. I only need X thousands of dollars to really get into this.

Yeah. Well, that's a great question. Like I've got that question so much as people want to know, hey, will this work for me? How much do I need to spend? And. This is part of the reason I created a tool called the ROAS calculator, like the return on ads. And you kind of, you basically plug your some dollar figures in and based off your click-through rate and conversion rate, you can make projections and see what type of return you would get. So that's a tool that I created. But outside of that, you basically, what are the, I like to put the budget around the action items that are going to grow a business. So like, yeah, people want awareness and like awareness is guaranteed. Like we need a step more than views and clicks. And so I think what are those 2 or 3 action items that you're wanting to amplify before somebody purchases? It might be a booked call, it might be an opt-in, it might be like a survey form, but I would create, this gets really geeky. So for every one offer, let's say you have a webinar or a training, Then I would take that one offer and I do think of a 3x3 grid, 3 videos going against 9 different audiences. So that there's 9 different audience segments there. And then I would start $25 a day on each campaign. So, you know, 25 times 9, it's like $225, I think my quick math.

Okay. So what's it like? So you could get in for that little for $225 a day. How many days? Like in my head, I'm like, is it like 10 grand to play this game? Is it like, gosh, you can start testing for 2, 3 grand? Like, what are we—

when I first started, I was only spending like $20, $25 a day. But we have clients— we have clients spending $5K a month, and we have clients spending half a million a month. So there's, there's quite a range. But I think you need to get enough so you can get the right data. And then once you—

right, you're just learning slower. I mean, if you pay $5K, I mean, the reality is why I hear is that you could pay $5K, get in the game, you're gonna learn a lot slower, but you could at least get some data and then iterate over time.

Yep, exactly. You know, do you want to pay in money or pay in time? Like the—

right.

So again, so think about those 9 different campaigns, $25 a day. You'll quickly see which audience, which video is bringing the most leads at the lowest cost. So like you can be optimizing around leads and you can make those like let them turn those campaigns on for a week and then you can start to optimize. Or if you're optimizing for a client, you're going to want to see how much you're spending to get that book call, to get a client. So I would say at least give it 90, like give it 90 days for a true return on ad spend to come into play. But once you turn campaigns on, you'll be seeing results within days.

Got it. Well, we had a green room session after this, but I'm sitting here thinking for a lot of my clients, I'm like, damn, I've been missing the boat. I got to talk to my boy Jake here and figure out, you know, ranging from Speakeasy, uh, ads and getting some more, uh, good apps to, uh, my golf client and a few others. There's probably a lot of money I'm missing out. Again, it's just, I think for me, as I listen to this conversation and what others might be thinking, I just go back to the same thing. I think there's just a little bit of a don't know what I don't know. And I think my team and everybody else I'm around more is just more comfortable in the other world. And, you know, you tend to outsource some stuff to Google and I don't know.

There's just to add to that, because you might find this interesting. So I'm on the board for the Entrepreneur Organization. Yep. EOU. And trying to grow the chapter. And so what do we do? I'm like, I picked 5 or 7 members and I interviewed them. Hey, what's the biggest challenge you have as a business owner? How did you find about EO Utah? What's been the biggest benefit to you? Like, what should people know about it? So I interviewed them for 15 minutes and then we just cut up their answers and we, I intertwined that their story And so we had like 10 different video ads running. We can target people who are in the top 30% of household income living in Utah and even around, if anyone searches for business mastermind, networking, any of those keywords, they get shown a video ad, they click on it, they fill out an interest form. What, like, what their revenue does business-wise, name, email, phone number. And, you know, we're getting 25 leads a month of people interested in that.

So, all right, well, we'll definitely have to chat. You already got the playbook down for you, and we're like one step, you know, just different avatar, slightly different playbook, but obviously a lot of our roots are built in sort of a, you know, the EO structure of meeting locally and all that with the entrepreneurs. So we'll talk offline, but I think that's great. I mean, that's a great example. And again, it reminds me of of so many of us that are missing the boat on not taking steps in this direction. As I'm sure you're seeing. What do you see in the future? Like what gets you excited about, I mean, you're still pumped many years later, having been in this world for 20 years in the world of YouTube, Google. I mean, we talked a little bit about AI, but like what gets you pumped in the, and I mean, actually, and maybe I'm sort of a two-part question I might be doing others is I'm hearing a lot about connected TV and obviously YouTube being its own channel. Like how does the stuff you do in YouTube, does it play a lot into connected TVs and all that, the world you're playing in?

Yeah, so not only do the ads kind of show up, you know, on your phone, but they show up on your iPad, they show up on your desktop computer, and they are showing on TV devices at home. So anywhere there's a YouTube app, which is pretty much on all devices, you can show them, show them too. But YouTube created— got this crazy stat where it said something like, before somebody purchases or works with somebody they watch videos, they do a search, you know, they look up that person. And so when, like, let's say with Speakeasy, somebody types in speak, like if they see an ad, a YouTube ad, and they, oh, Speakeasy, then they're gonna maybe pause the ad, they'll go up and open a new tab and they'll type in Speakeasy. And so like YouTube ads not only generate more clicks and traffic from the platform itself, but it also increases the organic search. It increases like direct merch traffic. It's like the rising tide that lifts all boats. So it does have a huge fingerprint and influence a lot of other traffic sources as well.

Nice. What about the basics, such as like what should we have for home for the basic gear just to even feel like, you know, again, I know how people want to make excuses for why they don't take steps and take action. Oh, I don't know if my lighting's right. I don't know if I have the right gear for YouTube ads. Like, what do people need these days? It's just the basics.

You need, I would say, a good camera and good audio. The worst is when you have somebody like, there's a nice video, but the audio is crappy. So if you were going to do it yourself, yeah, audio, good mic, camera, Good lighting and then having a solid, a solid script or bullet points that you hit. Again, focus on the first 5, 10 seconds. Make sure you have a good— you can show the transformation with video. It's show, don't tell. You can talk a lot, but that's the power of videos. You can show what you're wanting to have happen rather than just telling them about it. And then creating a Google ad account, have a landing page you want to send traffic to, set up the conversion code and Yeah, plug and play.

Got it. Okay. Well, well, I know some of us are like the self-starters want to get in the weeds and tinker around. And some of us are like, oh, I got a million things on my plate right now. I just don't need one more. I'd love to go out there and find somebody, you know, like a Jake or somebody else. I mean, how hard is it like, or any suggestions for like, if they're searching around for people like you and agencies, what do people look for? Is it hard to get started with people? And is it expensive? Like, how does that work?

Yeah, I think that's a good question. Yep, we have a ton of resources on our website, videopower.com. And there's a lot of people who want to do it themselves, in which case we do have— I call it the YouTube ads playbook that we have courses and training around. But most people are like, I don't want to learn that. I don't want to learn something else. I'd rather just have somebody else do it. In which case, like, we only want to work with people if we're an investment. So again, I have this ROAS calculator tool where I can see if it's even worth partnering on and what type of results we could get with certain levels of ad spend. So we can do that before anyone makes a big commitment. But yeah, we, we handle everything. We do the creative, the media buy, the reporting, and we're performance-based. So we take a percentage of the growth that we were able to add. So nice.

I love that ROAS calculator and it will get that link in there too. I mean, for me, that's kind of where my head's at. I'm like, okay, I don't know what I don't know. So maybe I show them my performance, show my numbers, see if I can make some money off of this. And yeah, why not give it a go? I'm definitely actually excited more so than before, you know, before talking to you really to say, talk to my team and others and say, we got, we got to get in on this, at least start testing it and playing a little bit more. I mean, appreciate you. I know how slammed you are with everything, all your clients, everything going on. But now that we have the time, is there anything I haven't asked yet in this world that I maybe should have asked or left out?

I'll just leave it with, it's hard to read the label when you're inside the bottle, right? So a lot of business owners and entrepreneurs, we've been in our business for so long and sometimes we think we know what needs to be marketed and we communicate or say certain things, but it's not landing inside the market or the audience. And it's so helpful to get somebody who's outside your bottle to give you feedback, whether that's hiring a different team member or joining a mastermind or hiring an agency to help you read that label and maybe create a more powerful label that will work better. And so I would say like, don't be afraid to reach out and connect with those people who can get results and craft because chances are if you're the business owner, you've got something that's working, you've got a great product or service and you just need more people to see it, in which case, you know, the right ad campaign can— could make a huge difference.

Love it. Love it. Well, thank you so much for dropping that knowledge in there. If anybody listening, I know a lot of our members, you can certainly reach out to Jake inside the community. He is one of our Salt Lake— lives out in Salt Lake and he's there. You can obviously find him in the community and ask him some questions and check out his ROAS calculator and others or anything you have related to this world of YouTube video ads. Which I'm excited about. So thank you and have a great rest of your day.

Sweet. Thanks for having me, man. Appreciate it.

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