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you you will not have enough pages in your book for the amount of notes you're about to want to take please give it up for the best marketer in the industry my partner my buddy landon mccarter [Applause] [Music] thank you thank you thank you guys for showing up you know i've been i was at the second eight percent um i wasn't at the first one in nissan stadium i'll tell that story here in a second but this has been amazing right just to watch all the people follow our brands follow cody follow what's going on and just come be a part of the eight percent nation right so first thing i want to do is i want to give away a couple copies of my book all right i wrote this book called find your marketer for one simple reason that four individuals that were on that panel do you think that they have found their marketer or are their marketer absolutely one of the things that i i see very clearly that separates the top from the bottom is they very clearly understand their marketing budget their strategy their team their effort what it takes to be successful and they're executing with that particular budget so that's why i wrote this book so who wants a copy anybody all right you get one i'm about to break some noses here in a second you got one oh sorry patty there you go pass him out pass him out patty i'm sorry i'm sorry i just took her out i thought it would fly a little farther paddy sorry so real quick i know i know a lot of you guys we do business with a lot of you guys but i've got to make sure that i kind of cover some things just you know who who you know who we are what we're doing what we're about right so just want to tell you my story really quick so my name is landon mccarter i got my degree in marketing from missouri state university i started a print publication four months after graduation i franchised that to 22 cities i built a multi-million dollar direct mail company and then in 2012 when i was in college beating my degree in marketing by the way facebook wasn't even a paid platform in fact i was a sophomore in high school whenever my sorority friends were like hey are you on facebook and i'm like no but should i be and i'm like okay so here we are right so i graduated in 2009 and facebook didn't become a paid platform until like 2012 or like a 10 or 11 or so and so all of a sudden you know the only way to really target a zip code or an area or a county or whatever was to do direct mail or like eddm or all these direct mail sort of strategies well when facebook and google started to become part of the conversation about 2012 all of a sudden my print company started to struggle a little bit just because we're doing the same thing that we were doing but we're just getting less results less response et cetera and so i started to lean into and i started listening to my so my clients and i had these chiropractors and these invisalign people that were like spending you know 2 000 a month on facebook and we were like laughing at them and they're like you can laugh at me but i sold like literally like forty thousand dollars of invisalign this month because that's where the audience is so all of a sudden things started to shift so i basically sold my direct mail diversified out of that and started a digital marketing agency i built that up to a multi-million digital agency in springfield missouri and that's how i actually met cody and his family so um the problem was is that the the digital marketing sort of world and the ad agency world is is moving ever so quickly um to a place where let me just give you a statistic that will kind of blow your mind a little bit so as of 2020 55 of all ad revenue in the world was digital 55 okay you go back to the you know five years ago it was literally like maybe 15 20 there were no local small businesses doing anything on on digital in any way right so it became such a powerful like medium that i built my agency up we had like 30 employees we were doing you know okay we were making some money um and what the problem was any time i ever pitched against another digital agency that operated in the specialization that i was pitching to i got my butt kicked and not just like kicked like they were like laughing at me like these guys are guaranteeing cpls or guaranteeing you know cost per lease or guaranteeing return on investment what do you got i'm like well we need three months to figure it out you know and it's just things change so what i did is is that's when i met when i met cody cody got my attention because he's a freaking monster right and then but secondly i i hung out with him for a minute and this was back whenever he had just started his youtube channel and he ended up uh starting a leads company out of getting the attention that he had and i remember sitting down with him and just kind of getting home a little bit we were doing a little business meeting because he was wanting to use me for his google advertising to generate some leads for himself to go sell more leads to and i remember saying well how much do you spend a month on on facebook and he's like well he's got his phone out he's like about 220 000 i'm like 220 000 i'm the biggest agency in springfield and i spend a third of that what are you talking about 220 he's like well let me tell you how we you know so we just got to know each other and i'm like holy crap so once i got to know sort of cody and what he was doing and then all of a sudden he rented out nissan stadium i'm like nissan stadium what is this guy doing like who is this kid right like who does he think he is right now nissan stadium spinning 220. so i just kind of was like good grief well but before you know it i was running this google advertising we built a relationship and then i realized that you know what in order to get to the next level you've got to be able to you got to specialize in this world so that brings us to our um you know secure agent marketing right so 27 months ago we founded security marketing together cody and i did truly off the shoulders of secure agent leads which was cody's leads business so basically what we did is we took secure agent leads and we said you know what marketing is more than just leads let's talk about all of it not just facebook leads and we evolve that into a multi-million dollar company 50 employees and helping thousands of agents across the country in 27 months so 27 months ago we had no employees in zero revenue and now we're multi-million dollar agency with 50 employees we're trying to get to 100 million as soon as we can if you saw that on the board that's where we're headed right so thank you and thank you thank you now raise your hand if you got to this conference by a piece of direct mail what about ad on tv what about radio what about newspaper what about publication zero percent of this room was here from traditional media that does not mean traditional media is dead direct mail is awesome i love direct mail direct mail should be a part of your marketing budget right the point is what i'm trying to get you to understand is that covid last year accelerated the digital process like you would not believe okay i'm telling you guys right now all covet really did was just push that digital sort of component of marketing straight to the forefront right we got he got we got all of you in this room because of one thing and one thing alone that's content marketing content strategy social media some paid ads and some just legion from top to bottom so what i'm gonna do today is i'm gonna break down four concepts right so here's the deal whenever i speak to these large rooms of insurance agents there's all type there's medicare there's life there's pnc there's new agents there's call centers there's 1.7 million a month budgets with medicare bob and then there's 1.7 a day for the guy that's just trying to figure this thing out right so what i what i've got to do to make sure this is successful for us and make sure that i can educate every one of you is really talking in very broad terms understand that if one of these concepts is resonating with you please please find one of us and talk it out and just say you know what i'd like to talk more about this particular um aspect of what they talked about all of our guys are in the back we are not hardcore salespeople we do not need to be we are here to educate my dad was a teacher for 40 years my mom is a teacher my uncles are teachers i am a teacher right this is in my blood i just so happen to be an entrepreneur also right so i'm gonna teach you guys concepts if there's this is the practical part of eight percent nation right this is you do these things and you will be ahead of the game when it comes to your marketing budget all right concept one okay we are lucky enough to work with insurance agents all across the industry all across the country in every market and every even country we have overseas clients even we also have you know canadian clients et cetera you know cody does these power days cody does a lot of um you know events i've been to every single one of them i've done every single thing and all we do all day long is spend time with the top producing agents in the industry and i really can tell you for a fact that these three things are what define the top from the bottom now training and mindset on the insurance isn't really my ball game i don't sell insurance i'm not ever going to sell insurance that's not what i do i have a passion for marketing it's like a puzzle to me if we can figure this things out we can scale right so what i mean by training is is what are you going to do with the leads you got to have that right training obviously right training is super important you got to know what you you know are doing once you kind of tackle it how to even tackle the leads in the marketing all that that's super important we have a youtube channel filled with content to help you understand that type of thing but if you don't know what to do with leads once you get them you're kind of stuck the mindset is important part of this whole thing okay we oftentimes choose to not do business with people that don't have the mindset of ready to invest in their brand and build a marketing budget as opposed to i just need leads and i want to find the cheapest way possible and these are what i need i need leads as cheap as possible and it's like that's not exactly what we're trying to do here that's not the goal end all be all now leads are important part of it but like what i want you guys to understand is is that i often time find myself working with two types of insurance agents when it comes to the marketing budgets and the marketing strategy i find agents are sometimes trying to use insurance to like replace their salary and it's all about their income and it becomes what they make per month or week or year and that marketing budget takes away from that and it becomes this hurdle that they can't mentally get over they constantly get frustrated with this marketing budget that isn't working or is working or whatever they just get there's a very frustrated sort of tone you got to understand that we're building a business there is no business plan that's successful that anyone would invest our money into without a marketing budget building our brand period okay so not to say that you're not trying to replace your income and also build a nice salary but if you don't have a marketing budget in place and you're not sort of thinking like what am i doing to build my brand um and get attention then you're thinking about this thing like we used to think about it this is not the new this is not how it's thought about anymore now marketing in in it these days is really just about attention okay i'm telling you guys attention attention attention attention attention cody askins would anybody argue with me that would say that cody askins has the most attention in the insurance industry i don't think there's anyone that i can think of that has more attention than that dude okay he's gotten there by spending insane amounts of money on marketing by the way like he he is the most bold dude when it comes to putting together a budget that i've ever seen in my life but also just being consistent and also what is his youtube channel filled with at the end of the day his mission statement is i want to help every insurance agent in the world and his mute his youtube channel of 1300 videos is filled with educational content that's how you that's how he got attention was by educating period he came into an industry that was kind of behind the average insurance agent is 59 and a half right um it's but it's changing over we're getting taken over by these young guys there's five or 10 of them in here that i know that are just crushing it in their mid-20s because they're looking at this the right way they're looking at as a business they're building in business they're investing in their marketing et cetera right so one more example really quick and then i'm going to move on past this concept this may not resonate with everybody but it resonates with me deep okay so logan paul just fought floyd mayweather okay the dude made 20 million dollars for one fight logan made 100 i'm sorry mayweather made a hundred million dollars for one fight floyd mayweather is 50-0 logan paul was zero in one okay why in the world would logan paul get 20 million dollars for one fight and also not to mention skip the line and go straight to the in-boss which is floyd mayweather okay 50-0 right why is he doing that it's because logan paul has just a massive amount of attention he sells tons of pay-per-views the average salary for a ufc fighter and boxer is 147 thousand dollars a year logan paul is making 20 times what the best fighters in the world are doing and putting their life on the line i think i heard logan paul did like three months of training camp these guys are out there killing themselves you know to get ready for these fights and they're making 147 000 a year on average but because of the attention he's been able to garner he's been able to monetize that attention into revenue and brand building et cetera no matter what he does he's going to be successful because he has the attention first right marketing is not just leads now in the industry this is concept two right we as insurance marketers we get attention by educating there is no other really way to do it you can have you know great commercials and you can like those things are all good but they need to be making sure that they're moving towards a particular purpose which is which is education you must be educating okay i'm gonna give you two examples that are past the basics okay so what i'm gonna assume and i'm gonna talk about this more lately that you understand that you need a good valuable foundational website that it communicates what you're trying to do and speaks to your particular audiences directly and independently from one another right but i'm going to just um talk about two particular examples that are just something to get your wheels moving on what i mean by this okay so i wrote that book find your marketer do you think i care how many people buy that on amazon i could not care less okay it's 14.99 i think just to give you the numbers it costs 2.76 to print that book amazon takes 40 of that profit but you know what else i can do i can use amazon as my publishing company and print hundreds of copies of those books for 2.76 and then i can direct mail them for about 70 cents because if you write a 30 000 word book that's just big enough to run as like a flat rate you can direct mail that book and you can get a four percent response from that you can close 70 of those individuals that call you this isn't like numbers this is numbers that we are doing for people now most people don't have the sometimes the courage to stomach the 4.70 per piece of mail or whatever it is but some people also want that really really really high intent lead and don't want the four dollar lis lead so it's like okay well let's go after the higher intent lead here's the strategy to do so et cetera right just to give you an example we would produce that book for eleven thousand dollars it would be like thirty thousand words you could use it for all types of marketing another thing you could do is get that that you know uh book on your website so you can do an ebook giveaway so if you're writing the the you know some medicare book on t65 give away the ebook make them give your email address phone number um and you know age or whatever to get the download of your book maybe you get the first chapter i don't exactly know what you want to do and then you use facebook to then push traffic to that landing page and then use it as a lead capture don't you think it might be valuable to talk to the person that just downloaded your ebook on what do i do whenever i'm getting ready to turn 65 yeah don't you think you have eight chapters that are gonna be pretty valuable now you have five or eight chapters of content to do your first webinar yeah i mean you have eight webinars now for eight months you can do one webinar a month you got all the content covered if that makes sense right that's what i mean by you got to play chess not checkers this isn't just go do the facebook leads and that's my marketing or go do direct mail and that's my marketing direct mail and facebook leads are great but that's not marketing that's just legion you're not building a brand right another example that i'm seeing crush it right now is just these in-person seminars right some people might be mad that i'm like throwing this out on the stage because they might be spoiling it for the others but education is key if you're a field sales person and you can actually go do in-person seminars that's something i'd recommend that you do here's just some numbers of one we just ran a little bit ago so a 5 000 mail drop three to five events per mailing that 2.3 percent is pretty high so like i mean i'm just i'm going to go ahead and give you the fact that not all averages are 272 2.3 percent but one of the things that that is different about that is you got to mail 5000 people to get those registrations as rsvps those are 5000 t-65 individuals if you have a landing page that's on that direct mail piece the thing communicates let's just say you shoot a three minute video talking about what you're going to cover why you're going to cover it how you're going to cover it and then another rsvp link on that actual landing page you're going to get individuals that rsvp straight off the direct mail but you're also going to people that are going to rsvp off your landing page also if you're really smart you can set up remarketing pixels on facebook youtube google to capture the traffic that's going to that landing page to then build remarketing audiences to then target all those individuals that are entertaining the idea of potentially going but chose not to go if that makes sense that's what i mean by educating right now this is important and i want to unpack this i tried to make it silly and simple so that you guys could kind of like have a visual so now like if you think of landon mccarter you think elena mccarter says my brain is an ocupus let me let me explain what i mean by this okay i oftentimes find that people have one of the tentacles as their entire marketing strategy and they are finding success in that and that is not a bad thing but the only thing that's constant in the marketing business in the insurance world is change i can assure you you go talk to bobby brock or not by bobby beige and he will tell you that the way he does facebook ads now is completely different than the way he did before and he probably changed over how he did that 42 different times so if you think you found the honey hole and you've got these cheap like we got campaigns right now that are doing like two dollar lis leads and we're all celebrating it's fantastic but i can tell you right now that that's not going to be there forever and we're going to have to choose how to pivot and where we go next if that makes sense right so what you got to understand is that your website is the foundation of all your education okay you got to understand that this is where all of that stuff lives everything else is a tentacle feeding the head of the octopus you're tick tock following there's people that are doing tick tocks right now because the the over 65 folks those individuals life insurance iul's all these tax breaks debt free consolidation all this stuff it is everywhere on tick tock why is it on why why do you think that is well it's because tick tock has millions of freaking users and now tick tock just overtook instagram as the average time on app is actually more than instagram now right so but tick tock didn't exist two and a half years ago it became a paid platform not more than i think 90 days ago right so who are the early adopters that are going to put some money into tick tock and who cares if it works or not to try and get traffic into our landing page well all that traffic needs to go into our website because we're targeting a specific unique individual to try and get that conversion on our website and we get those that traffic that conversion to move through right so youtube facebook email instagram webinars events everything it all needs to feed the beast right so your landing page of your seminar that i just broke up broke out as a strategy lives on your website not on some other landing page click funnel or whatever over here you can still use click funnel and just put it on your actual website if that makes sense right so it also connects all the dots when it comes to why am i doing the things that i'm doing if you guys are at my breakout i hopefully you can forgive me for repeating myself a little bit i got into this slide without really meaning to but on youtube like cody ray you know earlier raise your hand who doesn't do video and who wants to do video right like if you guys aren't getting and going towards this direction of video you need to make sure that you start putting that as your goal it is absolutely important to get on video one there's many reasons but one of the main reasons is is that people are choosing to educate themselves by video more than any other method ever by far okay so if you have a website that's built out with all the different pages of content built out your youtube channel oftentimes becomes daunting and frustrating because the individual doesn't know what video to shoot and is it going to get traction and what's my title and how do i do this well you need a video on every page of your website this simple as that so if you have 10 pages on your website you got your first 10 video topics already knocked out right there right i can assure you that if you put a 5 to 7 to 10 minute video on every part of your lan of your website of every page that has a page of content on it you'll you'll double your average session duration you know we've got some clients that we work with that have a 10 minute average session duration of people coming to their site they're getting thousands of views a month and they're spending an average of 10 minutes on their site right that only is going to take place if you if you lean in the video right so then once you understand you shoot a video you can also pay like somebody four dollars to transcript the video turn it into a blog post put it on your blog feed and now you have a blog you know moving right it may not be the best english so you might want to like actually go through and look at it you know but it's still going to do a lot of the work for you then you're able to take all those videos and blog posts if i do for a month i've got one four videos and four blog posts now i can take all that and pump you know let's call it five times a week on facebook five times a week on instagram two times a week on linkedin that's a content strategy that's doing more than 89 of this room in here and it's not that complicated if you think about it right now concept four is this is where a lot of people fail okay a lot of people fail when you talk when when medicare bob was up here talking about your cpa he covered basically everything i was going to cover on this slide that's how important it is okay but in general if you're a call center it looks different this process looks different than if you're a field sales if you have an loa a bunch of agents it looks different than your independent if you're selling your own sort of stuff it looks different than if you're trying to pass leads for loas if you see what i'm saying it's all different so what i'm going to try to do is not give you like a specific here's what you need to do but it always looks something like this okay it has to all right in order for you to be able to track your cost per acquisition in your roi so what i'm going to go through is it starts at the top so your traffic source what is your traffic source is it youtube is it facebook is it instagram is it linkedin i know i got a guy that we work with that just built a website and got a thousand visitors off of tick tock that went viral you know what i'm saying it's like where's the traffic coming from the whole point in my graph is to show you that you got to have traffic from somewhere right you got to get that from somewhere you got to have either organic traffic that's coming to your site that is looking for your actual products and services or you've got to pay for that traffic paying for the traffic is in my opinion sometimes easier than the organic side although they work synergistically because if you actually pay money with google and you have better conversion rates with google then they'll actually give you rewards on your on your actual organic rankings as well there's some games that you can play that we've learned right but ultimately what we're trying to do with the traffic is not just get clicks we're trying to do what we're trying to get leads okay now here's where i think things get interesting with this chart there's a term that we call buyer intent okay i'm not going to go through too far into this but not all leads are created equal some people have more money than time some people have more time than money okay if you told me i want to go generate the cheapest lead possible on a medicare product i don't care what it is i can go get leads for two three four five bucks like all day long right now what i can't do is guarantee that those are the best quality leads as possible how do you do that right so the first thing that you do is you create the traffic and you create the model to get the actual leads and once you get what we say water through the pipes then you start to fix the leaks okay so let's just say i'm doing four dollar lis leads or let's just say we're doing life insurance leads for 13 bucks which i'm going to give you some cpls from some campaigns so hang on i call that candy just to make sure you know i'm like you know not speaking in too much ambiguous terms so let's just say we're getting uh life insurance leads for 13 bucks let's just say you would rather pay 25 bucks for a much more quality lead well the way they actually do that is you actually add a qualifying question on that actual lead capture to make it more difficult for individuals to actually go through that lead capture and you can do what we call create lead equity which is basically okay we got a five dollar lead but they're like really low intent let's go ahead and go for the 15 lead but we we work on what we've already built with the five dollar lead and we add qualifying questions are you currently insured you know do you have who's your beneficiary um if you you know what's your face amount that you're requesting those types of things right so once you figure that out then you got to figure out what's your first contact now that first contact is super important this isn't direct mail you cannot just sit on a direct mail piece like you can't sit on digitally like you can direct mail piece speed delete is super important what you want to remember anytime you're doing digital leads or anything like this is speed the lead is super super important okay and what you're going for is early engagement so what we do typically is we ask this very simple question that gets engagement quickly so like just to make sure that this offer is still available in your area could you please just confirm your zip code right or something like that all of a sudden they're just confirming they're getting engagement now you know if i have 10 leads that came through but i had three people that answered their zip codes which three do you think i'm gonna jump on quickly probably the three that just engaged quickly if that makes sense right then you go down to your automations the automations ends up being basically this concept of what frequency do i want to communicate to these individuals if you're still running leads from a spreadsheet on facebook that's probably not ideal right those are going to be difficult to convert you're going to have to be able to get to the point where you're automatically communicating with these individuals without actually having to do it we have a lead nurturing system i'm not going to get into that exactly right now but that's how it works then you end up with your sale there's your cost per acquisition it becomes very simple how much did i spend on marketing how much revenue did i get what's my return on ad spend roas right you also have a cost per acquisition pete forney got up here yesterday and said he's looking for a 17x roi i wish all my clients were pete fournier and i would be a bazillion dollar company right because everyone would turn 17 x on my leads right my point though is is that you got to find that you got to find where that is and also it's a kpi that you can track to determine you know if you're the leads that you're giving to your individuals are not converting at a way that's making you money etc oftentimes i find by the way that there's like a break in like the sale point point where you need like a lead nurturing system where you put everything in so like you get even like the garbage leads that you may or may not use or age leads or whatever in some sort of lead nurturing but keep that out of your crm so you don't like actually muddy the waters of your overall like agency block crm or whatever keep only customers in that and if you have the right lead nurturing system you can have it automatically kick right into your crm so you can kind of have this like wild west to like give leads out to agents or whatever and not really worry about the quality and then use your crm to then take it the rest of the way to then cross-sell and build your business right now here's just a quick example as we're paying for traffic so i was gonna i was telling you guys this in the in the breakout but this new certification that came out with google in june was pretty shocking because basically they said if you use the keyword insurance we're going to kick you off our platform unless you're an insurance agent at first everyone was like oh my gosh this is going to be crazy well now it's 39 per state to get your g2 certification so if you're an actual licensed insurance agent you can actually advertise on google now you know who can't advertise on google all the lead aggregators that were bidding up all the keywords because google's a giant auction so what google did is they basically just kicked a bunch of people off their platform that aren't insurance agents this could turn out to be one of the best things for the insurance industry that's ever happened while we were all super frustrated about in the first place right so here's here's a general example of some cpls now i don't want to get it like cpl it doesn't really matter it's cost per acquisition that matters so like the 1597 medicare lead i can tell you right now you'd want to get that lead over a facebook lead 100 of the time does that mean that your your lead is going to be you know if you if you do google that you're going to have 1597 medicare cpls that doesn't mean that every state and market's different i just wanted to give you some kind of something to sort of um you know chew into right so for life 1597 fe is 10.50 pnc is 1680. um and recruiting is 446. so when i say recruiting we can get them cheaper than that we just got to make sure that we qualify these individuals more as well right so now just so you know what i mean by that on google leads the way that you have to have a website first you can't do this without a website you have to then pay google for the click then drive it to your website to your landing page to then get that conversion through your site right that's how you actually do that facebook sometimes a little simpler which is what i'm gonna get into next so here's some just general like basic uh cpls that we're seeing right now and once again like don't dissect these numbers too much because i literally just when i was putting this presentation together i just went to my engineer i said give me some cpl so i can put in my presentation so it's real time i can do fe full state i you know we have i gotta get two dollar fe leads sometimes i can get but sometimes they're 23 dollars in utah or whatever just depends on what state you're in um lis you know low income subsidy would be you know six bucks general medicare be 12 bucks decent fb 78 bucks um those are just general cpls now whenever um medicare bob and talks about creating a budget what we mean by creating a budget is is how many of those seven to eight or 12 or 13 or six dollar leads we want to get for our paid budget right that's all we're trying to do so if you have a 5 000 a day budget you're gonna get a heck of a lot more leads than the guy that spends five thousand dollars a month overall that makes sense right so i want to just sort of bring this thing all to a clu to a home and make sure that like we're very clear on exactly what we're trying to accomplish if you're not using your marketing budget to educate and only dry drive leads you're making a mistake because driving leads is an important part of the marketing but it's not the only part of your marketing okay i think the reason we hear this so much as insurance agents is because we've got the fmo and the imo there's a couple with three letters that i can think of that really talk a lot about like buy leads buy leads buy leads buy leads why are they telling you to do that it's because it's the simplest way to just drive production on your money is really what it is they don't want you to build your brand they want you to buy leads so that you can do more production right so there's this narrative constantly of by leads by leads by leads i want to change your paradigm and i want you to be building a brand and driving leads along the way so i want you to drive leads but do it with your brand does that make sense so if you want to buy facebook leads buy facebook leads and some people don't really have the budget to be doing marketing and i don't want you guys to jump into you know my recommendation of a budget line would be like 1500 a month if you don't have more than 500 a month to invest in a marketing strategy you should probably just buy leads because you're going to get frustrated because then the probably the reason that you're doing the marketing is to try and get cheaper leads you want the six dollar lis lead you don't want to pay 23 bucks for it the problem is that facebook is now also requiring some quality metrics to where they're making it harder to drive that lead you have to have more authority with your facebook page you have to have more reviews etc so you know that's what i would recommend doing there so my point though is is that leads are still going to be the backbone of what we're trying to accomplish but we're also trying to build a brand and educate because if you do the seminar marketing for instance or you do direct mail for instance or you go give a referral and you've got this awesome octopus of a website that has videos on every page and this huge big old website built out that communicates exactly what you do in each of your different audiences and then someone goes to check you out because we're going to get checked out if you're if they're going to your seminar they're going to be looking at your website under the table i can assure you that is going to be educating these individuals you're going to get more leads more value from that but if you also just want to just only focus on leads you can do that too that budget can then just be put into paid ads and then all we're doing is building landing pages and just driving leads but we're doing it with our brand because if we're using facebook you know when you talk when medicare bob talked about spending 700 000 on facebook he was talking about multiple states obviously but one of the things that he's doing is he's got to reach hundreds of thousands hunt millions of people that are turning 65 would you rather reach them with someone else's brand or would you rather reach them with your brand so that then someone can then click on that top left thing and go to your facebook page and ask a direct question to you instead of go to the lead vendors page and ask that question to them which we are a lead vendor i sell hundreds of thousands of leads a month for people that don't have the budget for an actual marketing strategy and all those questions go unanswered i never answer them because there's too many of them i cannot do anything with them there's it's just an onslaught of notifications you should probably be getting those notifications if that makes sense so what i want to do is i want to give you guys an opportunity right so scan pull out your phone get your camera scan the qr code i'm going to give you 10 000 okay that may sound ridiculous but let me explain what we're going to do the 10 000 bucks is going to be broken up into two pieces the 5 000 of the 10 is if you are able to do some business with us of a certain level that levels 25 000 a year the way that we prefer to do business is on what's called retainer to where we're taking a specific marketing budget and then we're managing that marketing budget on your behalf so if you have 25k a year we'll give you five thousand dollars of extra services for free okay if you make a decision before sunday so if you're spending 25k 50k 100k whatever it ends up being as long as it's over 25 we'll give you 5 000 services right the next thing we're going to do you're going to see a one-day intensive i told you that my parents were teachers right i have a heart to educate we want to invite whoever wants to come that takes us up on that offer to a full day intensive in springfield to teach seo teach website development teach all the things that i'm talking about now on on a very specific focus to what you're trying to accomplish this would also be for the individual that has a really good marketing person on their staff if you if you have that marketing person on your staff that you trust you just don't think that they're on quite the level that they need to be and you want to invest in that individual bring them with you because this is going to be a for two people so just come in bring your marketing person come hang out i'm gonna teach you a lot of this stuff for that marketing person then begin to implement and help um and that's worth five thousand dollars i would actually prefer i'm not even gonna sell it for i mean if you wanna pay five thousand dollars to come and not do the marketing you can but that's not really what it's for what it's for is those individuals that are okay i'm going to do some business i'm going to look at this as a marketing budget and not just buying leads i'm going to allocate a budget i'm going to bring my cmo or whatever that person is at springfield and we're going to do a one-day intensive to teach a lot of this stuff because our best relationships are also with the ones that have that person inside their staff that can sort of speak on their behalf with their language etc so like if what i mean is is you can't just outsource everything like i can't do the crn like we don't do your crm management but like you need somebody on your behalf to communicate like what you know how to tag the leads when they go into crm and a lot of times those individuals on your staff can add a lot of value with the relationship of the agency because we just want to sit on the seat of the bus that's not occupied right so my time is up i'm not sure if who's gonna take me off the stage but i really really appreciate your attention i know it's a tough time of day at three o'clock but you will not regret hiring a digital agency right please please please jump on [Music] you