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welcome to a bit of a special edition here a bit of a special event what we're going to be doing today is we're going to be deep diving into the agency sales process and something that I am excited about with this program is we're going to be moving much more towards talking about specific parts of the entire agency process as opposed to just prioritization and SEO agencies blah blah blah obviously every presentation every time I come on here and do something live it's gonna be a very specific it's gonna be very targeted and where better to start than the sales process as the sales process is the first part of this journey today we're going to be talking about the specifics of the agency sales process we're going to be going through diagram that I have I know people love love diagrams love process charts so we're going to be going through that so one if you haven't joined our Pro slack community and you enjoy presentations like this you should really be part of it it's 59 a month less than the cost of dinner get access to weekly live streams not just for myself but people like Kevin indig major major SEO player in the game Brandon Hufford Julia McCoy talking about all things content and AI it's a great Community plus you get access to myself so anytime you post question I film a lot of Loom videos give people a lot of feedback in there so make sure you check it out and join just go to the blueprint.training and check out our slack Community that's announcement number one announcement number two again is moving to this campaign based Focus now we're going to be heavily heavily focused on the sales process for agencies the next couple weeks I'm going to be doing a live a live training a live presentation it's going to be eight different sessions it's going to be taught personally by me I'm going to give you the entire agency kitchen sink if you will when it comes to sales templates um call scripts I'm going to be running through the process I'll be following here as well call scripts templates all right again live training where you want to send your sales rep if you or your agency team executive team want to join uh it's going to be everything about how to close deals in today's climate and today's everything that's going on sales from an agency perspective is always overlooked it's always kind of dumped on the main person or the founder if you will within the company it's like oh I got it I can do it but you know I say it's a lot is you don't really have a full agency until you've properly pulled yourself out of the sales process and hired a sales rep so that doesn't mean that you shouldn't or couldn't be doing it yourself or lending a hand but I'm gonna really teach you or whoever does sales within your agency how to close more deals how to build proper proposals how to scope deals properly how to price deals how to make the right offer how to stack Services all these different things it's something that I think I do very well and I'm going to be teaching this personally so I'm very very excited about it drop some comments in the chat if you want to find out more about it for one that goes live it'll be next month I'm very excited about it again live training calling at the agency sales boot camp very excited about it okay so what are you looking at here this is the entire agency sales process that we teach we coach I live by and I'm very much so back into the weeds of doing this again because I'm the process of hiring a new sales rep at our agency so I've really had to spend the time going back through our processes our call scripts follow-up templates how we're managing our CRM and really had to rebuild the process a little bit to be I don't want to say modern but these systems and processes needs constant maintenance um the the Sands of the market are shifting underneath us when it comes to looking at something like AI right how is that impacting us well it's putting downward pressure on pricing what I mean by that is that it's commoditizing work it's making content more accessible easier to create it's going to start automating parts of the job as well and we have to be very mindful of that when we're putting together pitches we're trying to close and track leads we've got to be aware of what the market is doing so this requires a constant maintenance of your process a constant Deep dive into different elements of it to see what can be improved where are we leaking where are we leaking potential clients Etc so this all kicks off with the lead generation process so there's a bunch of different ways to generate leads we're not going to get into that now we mainly focus on two things organic content creation on social media I do a lot of stuff on LinkedIn and YouTube and then also pay traffic on Facebook right we send that directly to a callbook form on calendly they fill out a few questions for a discovery call now Discovery call here is key um because so many agencies get this part wrong where they're either trying to be too salesy right and trying to get a sale up front um you know you look at a program like the blueprint which is a coaching program we're able to close people on the first call because of the fact that we're always talking the decision maker um we've properly identified and aligned our audience with our offer so we have like one or two call clothes here at the blueprint and a lot of people in the agency space when they think of sales they think of like Wolf Wall Street right like hard closes like deadlines timelines I wish it were the case in this line of business but it's just really not it's much more of a consultative approach to selling and with that is the understanding that it's going to be a longer sales process and you can try and speed it up you can try and give hard closes you can try and do all these different things but the fact is at the agency space is a consultative sales process and very rarely it happens but you'll one call close people who are like yo Ryan senior stuff really want to work with you send me a proposal let's do it that happens one out of every 40 leads that we get right just zip right through but a large majority of them are bound by a number of factors which we have to be aware of we have to bake this into our sales process one of those factors is budgets right like a lot of marketing teams or companies are given marketing budgets that agencies fall into so you have to be aware of the budget Cycles what they're currently spending on are they currently engaged with an agency are they currently under contract right like you can give all the hard clothes if you want but I feel like if they told you that they're locked into a contract then a hard close isn't going to do anything right so there's timelines there's seasonality there's ups and downs right maybe they saw a spike in their organic traffic they're like oh we'll hold off on this right so the point is is that you have to be aware of how long this sales cycle can be and just putting together like traditional sales tactics here doesn't always work so the first part of this process after the lead comes in is running a discovery call so the purpose of a discovery call are a couple things first and foremost the qualified lead so the way that I look at marketing right marketing and sales a lot of times people blend them together especially at the agency level because it's usually you doing a little bit of everything talking to the founder the executives here that the line between marketing and sales gets blurred the role of marketing this is my definition of it is to get people excited to get them to feel from the B2B agency process anyways to get them to feel something to drive them to action marketing is about using content and messaging to drive action right and that action people take action through emotion right so the goal of marketing is really to get as many people in here as possible now we can qualify them through questions on the form which we'll do right talking about like a minimum investment to move forward like it's ten thousand dollars on average can you invest in this yes or no if they say no boom you automatically disqualify them we ask them for their website their business if it looks like they're too far in the beginning they don't have any traffic they don't have a website boom they're disqualified so we use the form to qualify people too but again the goal is to pick up as much engagement as possible because we want our sales reps to be able to close them because sometimes they might look unqualified or seem unqualified but really they are qualified right so for example somebody's like I don't have a website you're like unqualified well maybe they're a startup who just got a million bucks of funding uh and they need help with that process right so the point is is that I look at the role of the actual sales rep the sales person this is why it's so important to get a sales rep out of your agency so you're not wasting time on this part of it is is dealing with Tire kickers and dealing with people that are unqualified so the first step is to qualify people so using questions and again we've got this amazing Discovery call script that we teach inside the blueprint we'll be teaching inside of our agency bootcamp as well again make sure to drop a comment if you're interested in finding out more about our agency sales boot camp going to be kicking off later in the month private training with me we've got an amazing script that goes through the questions to ask how to build rapport and then really again to like there's something key here that you're going to hear me say throughout this which is anchoring anchoring into for sales is when you're able to set your pricing against an expected result AKA and anchor so you're setting your price against an anchor now we want to start that process during the Discover call and some questions that we can ask during this process to kick that up is things like how many leads are you currently getting are you tracking them what's your average cost per customer acquisition cost uh what's your average customer value and then how many leads do you want to get to so we work with law firms that's what we specialize in doing so they work on a lead basis but if your e-commerce it could be sales could be Revenue it could be whatever it is but we always want to tie it against some sort of conversion based metric some sort of business result because we're talking about just traffic or keyword rankings it's very flaky There's No Business results not tied to ranking first for a certain keyword There's No Business result that's tied to just increasing organic traffic now organic traffic is a key part of that equation to figure out what their conversion rate is and how much business value you can drive but it's really important that we start this up front asking these questions writing them down during this discovery call Process then allows you to get this verbal buy-in from them right they're telling you what they want and you can build your proposal against what they want it's so critical to do that because if you can get writing saying okay you're getting 15 leads per month now you want to get to 50 leads is that correct yeah 50 leads is is what we've kind of discussed internally we think that we'll hit the next gear of business perfect your proposal should be geared towards telling them how to get to 50 leads a month right and this is so key we don't sell Services we sell results right the service is the mechanisms is the vehicle to get those results but that's also how you start to properly scope out a deal because so many people are like how do I charge more it's like well show me how you're selling like show me your proposals and they're like yeah well I'm quoting them at five thousand dollars a month for 12 months because because why well because I want to be on a retainer like okay you want to be an Entertainer but does a client want to be an Entertainer what is this investment of what is it 60 000 over the next year have to do with their business results right so that's step one like if you want to sell more you've got to really work on this anchoring process and it starts on these Discovery calls and then importantly too we want to get verbal interest from them right so we'll kind of give them this like oh okay to get to 50 leads we're looking at probably XYZ and services that'll probably be around X dollars per month that's not an exact estimate I just want to give you some Ballpark and make sure that you're still with me is that something you feel like is in your range I don't think so that's too much well okay so let's scope this down then getting you to 50 leads probably what's going to take right there's a lot of effort to go there but then XYZ right so we're already starting to go through this process too like dealing with these objections all the way at the beginning so you don't go through this entire process and put together a proposal that takes forever so much time and energy to have them ghost and just have them gone because it can all be cleared up on this very simple call up front so we want to get the verbal interest and then importantly we also want to schedule a follow-up because part two of this process is doing an actual analysis so during the discovery call okay is this person qualified no okay then we're going to add their email we use active campaign whatever Marketing System they're using just make sure their email goes there so that way you know when you send out a newsletter when you send out content that you create they're getting that and they'll Circle back in the future among month a year two years whatever actually just close the deal from four years ago four years ago I said I had a call but they weren't really there at the time they just circled back around and we just closed them four years later and they were on our email list so make sure that you add them here you're communicating with them automatically over the long run so if they are qualified now we're going to move into the analysis so Discovery call and then analysis call so we want to make sure that we booked that this analysis call on the initial Discovery call that way it's on their calendar that way we don't have to get stuck in the email of hey did you see this follow up no no get it booked get it on the calendar and then that way you've got a date right set and if they want to cancel it they have three times you cancel it right so this then gives you the buy-in to start to put in the time and effort so up to this point all the energy that we put in is a 30 minute phone call right 30 minutes max we don't want to do anything like I see some people showing up to this call with like work done analysis proposal like no no like again it's a long cycle be patient we got a date before we marry and like again this is a very Consulting process so this analysis here is key because this analysis is going to do so much for you one it's going to help you properly scope an agreement right so we talked about like setting leads and giving them an idea of what it's going to cost that's just not the top of your head like you kind of know what you're going to charge people ahead of time right but the analysis is where we really scope it out if we're like yo they are really bad at content writing like we can't just give them like we can't just give them briefs we're probably gonna have to write the content for them we'll hire a new content that needs to be scoped out or if it's like yo this website is a mess technically we're going to need a developer they said they don't have a developer so like this analysis part is critical to scope number one number two it's also critical to get buying from them because imagine if you're on the other end of this and I've learned so much about sales by being a prospect now right I do a lot of Consulting for Brands and part of what I do for them is I help them to find the right people in the right vendors agencies Consultants contractors whatever so me being on the other side and now getting all these pitches I realized how bad agencies are at sales because they send you like a blanket proposal they're like here like this is what we do this is our service like I don't care what you do I care about me and I care about you solving our problems and if you can't demonstrate that to me then you're not going to get my I'm not going to pay you 100 Grand to do your service like no that's not the way this works like I need I need to see that you understand what our problems are right I need to see that you understand what our business is I need to see that you can come in and have an impact on our business and if you can do that right so again talk about this concept of anchoring this is all part of the process this is part of the process of convincing them that you're capable of doing the work another big question that I get is like hey Ryan I'm brand new I don't have any case studies it's like case studies are they're they're the most overrated thing in the whole world right nobody spends time reading case studies very few people do and it's much more of a check in the box like okay Steve it's a company like they've done this for other companies so they can do this before too if you don't have case studies this is where you check that box right you show them that you can handle the work by doing a proper analysis so we do what's called a top 10 analysis uh I teach this inside the blueprint training this is is going to be a key part of what I teach in this agency boot camp I'm going to run you through my analysis of how I I can look man I can look at a website and within 20 minutes I can tell you everything that we need to be do it needs to be done that comes from 15 years of experience in this game working on marketing campaigns across all sorts of different brands and industries I'm going to break that down for you heavily in the agency agency sales boot camp and this is a critical part of why this is a critical part of why if you're an agency owner and you're still doing sales after all these years this is probably why you're stuck because you haven't been able to find somebody who has the sales skills and the sales like sales skills would be like organization right like ability to use a CRM do follow-ups not afraid to call people oh wow look at this I just realized that this is see-through oh okay sorry it doesn't matter anyways right those are like sales skills right not afraid to make somebody uncomfortable in terms of calling them up texting them getting a decision from them the other side of that coin right is the ability to understand marketing the ability to be a consultant the ability to find analog eyes problems so I'm going to teach you how to do all these boot camp because it's such an important part of this processing I'm telling you send me your sales person I'll train them uh this is probably the most important part of agency sales is being able to be a trusted partner and consultant right again this is how you bypass the lack of case studies the lack of results you know like I've never worked in this space before but if you can clearly go to them with an analysis and show them and let me actually I got pop on open here so this is one for a law firm this is the analysis so I put down my initial meeting notes to find the goals again this is important like going through everything that we talked about about the ahrefs report here for the review of them and then I've also got a traffic projection tool results which we're going to go through in a moment and then I go into my analysis right and I use notion because it's it's seamless to be able to do this but this is what I'm gonna teach you how to do because then once you do this right so come back here so we run the analysis we run the traffic projection so if you all don't know we just finished building this tool it will be released on Monday I cannot wait it's a tool that allows us to forecast the results of an SEO campaign using keyword data so we build that projection we put it in there and now we've got data that anchors right we've got actual data that anchors the ROI of the campaign right that we're pushing the analysis process so I've got the problems the issues the opportunities that I found on my manual analysis I've got my traffic projection that I've run and then I've got high level recommendations right and also compiled the notes so I do this in notion you can do it in word doc too this is what I have to now show up to this analysis call so now right we should show up the analysis I read the analysis with them I run them through what I found they're I get their head knotted yep okay this is good I show them the traffic projection analysis I show them where they are this is important I show them where they are and I show them where they could be right and I get them to buy it on that that's why this tool is so impactful because it shows them where they currently are right and where they could be now we're talking about data and projections we're not talking about oh in six to 12 months you can probably get this no we are giving them actual data based on their website based on the market based on competitors so with this data now what I'm able to do is I'm able to say okay I just ran into the analysis I showed you where you are where you could be now let me tell you exactly how we can help you get to 50 leads a month get two x leads a month get two x sales a month get to that first place like whatever the goals are right and then I go through like a high level scope and this high level scope is always templated right it's pretty much always going to be the same thing I'm just massaging it and maneuvering it based on what it is that I believe that they need to get there so for example like law firms don't need a ton of content I don't believe in like massive amounts of content anymore so I'm able to scope out like 20 pieces of content ahead of time like we got to improve your practice Pages we got to create some you know supporting content blah blah Etc that's 20 pages also looking at where your current performances based on links you need about 50 to 100 links over the next six months it's going to cost we also need to go through a strategy we're gonna do some paid search strategy work all this different stuff so I put that in and I give them a high level call also what it's going to cost again high level because it's not exact because I have to go through and build it out the key here thing is again just getting that buy-in on the announce that we did the approach and then the price right I will not put together a proposal unless I get a concrete yes on all those things because otherwise the proposal takes a good amount of time to put together now I'm wasting my time and energy putting this stuff together for them when they've never given me that verbal approval for I got a couple questions here that I'm just going to go through real quick Naveed asked if you have results put in a different Niche can you still pitch or if you don't have the industry knowledge so like when you really break down the analysis of how I teach how to do analysis it doesn't matter if you have industry knowledge or not because we're talking about marketing knowledge right I can look I don't work with coffee shops but I can look at a coffee Shop's website in the market and I can tell them exactly what they need to do and put together a proposal for them they can pay it or not if they make money off it or not is the reason why I don't work with coffee shops same thing with e-commerce you know even if I don't have specific product and Industry knowledge which is what this discovery calls for too you want to ask them questions about themselves about their business because people love talking about themselves they don't want to hear about you they want to hear about themselves they want to talk about their business they want to talk about the problems they want to talk about what they want to achieve so that's why the Discover call is also critical the analysis call is then customizing that to them so we're saying we took a look at your business and this is what we think this is how we can help your business how we can customize our work to fit the needs of your business active Okay so that's the analysis call right and then same process here is it qualified and then also too we want to set a date for the proposal that's the final thing here so after this call here we say okay yes are you good with a price is this something that you can afford to fit in your budgets I'm not 100 positive but yeah it looks good I think we can do it especially if you get those results all right perfect so in terms of the next steps here's what I'm going to do I'm gonna go back I'm gonna put together a proposal in a detailed scope of work it will have everything that you need to make a decision it's gonna have the pricing it's going to have the timelines it's going to have everything that you're going to get from working with us sound good yes okay I want to review it with you though because get a little bit complicated I want to make sure that I can answer any questions that you have ahead of time so again if they say no they're not qualified here then you put them back to campaign for future whatever email platform you're using if yes right because proposals can take time and this is important because because so much so many deals in my opinion are lost if you don't get them a quote fast enough right if you're sitting on an interested person's like you've gone through two calls them now you've done analysis for them you got to get this proposal done within three days max three days max so it's important to set that date it gives you a deadline to work against but do not wait once you have interested people because if they take like this has happened to me before it actually just happened to me and I'm kicking myself in the ass for it because there was a miscommunication between me and Caesar I thought he was going to send it I thought I was going to send it it ended up taking two weeks to get them the promise proposal and at that point he was like look I'm sorry we went with another vendor we really want to work with you but we didn't hear from you so we assumed that you weren't interested so it's really really important so what you can do in the meantime here too is to send them an email in between calls right and this is between analysis calls between Discovery calls use emails as a check-in say hey Steve really excited almost done with your proposal going through the final checks just want to let you know we're good for x YZ date I'm also going to send it to you about an hour early so you can take a look at it before we jump on a call right and just tell me you're looking forward to start talking to them again right so like that touch Point very critical very important um very very good way to make sure that if you're running late on a proposal then you know you can get them the information that they need so the next step is to build a proposal proposal process is actually pretty simpler so there's a proposal template that we use again bootcamp uh you get access to all this stuff proposal template just customize it a little bit we basically take the analysis that we did put it in the proposal put together a pricing document which is really really important we have this amazing spreadsheet that we use the price uh really helps people to understand exactly what they're getting when and how much it costs them critical part of this process again like when you zoom out from this whole process you're going to see that we answer questions inherently with this process and it's very very meticulously curated on purpose there's a reason why I built all these like little checks and points in here and that's because there's details and there's nuances to this it's just as much an art as it is in science to make sure that we're sticking with the right communication they're getting ready for need and that we're actively taking away objections what are some examples of that well the anchoring is one I don't really see the value in this or this isn't really a priority for us right now if you show them that you're going to make the more money it's a party for anybody no point of this the whole thing is to make more money to get the more leads if you show that to them that's going to take away that objection oh this costs too much well I showed you that yes our services aren't cheap it's going to cost us to cost you ten thousand dollars a month but we're going to be driving upwards of fifty thousand dollars a month once we're up and running is that not a good enough Roi for you right like we're talking about Roi we're not talking about costs it's another part of this is that as an agency you're going to get dropped into a line item on a budget on a spreadsheet and you need to be able to break through that by communicating results as opposed to Services because if you're selling services you're selling an expense you are an investment you're not an expense an investment means there's growth an expense means that you're just taking like you're hitting the uh you're you're taking away their taxable income at the end of the year right and people don't want to pay for expenses I mean they're happy to pay for it if they have a budget but people get excited about Investments right a new investment opportunity right we're going to make you money we're going to make you customers we're going to make you look good for your boss we're going to help you grow that is the category that you need to fall into and this sales process is geared to do that we literally built the traffic projection tool to help communicate that we literally built a piece of software because it was so critical as part of the sales process we've been using internally for four years and it's been like the number one Catalyst for us to close more deals to increase close rates and to take away objections so you're going to put together that proposal and then you're gonna get a pitch call with them and during that pitch call you're going to present it and this is quick this is like a 15-minute call this isn't like a go through every slide because it's boring as this is again hitting on key parts of the proposal one is the proposed solution so you already talked about the approach you talked about the problems that they have during the analysis so you don't need to rehash that right you talk about the proposed solution this is what we're going to do this is how we're gonna do it this is when we're gonna do it and this is what it costs that's what you want to go through you want to make sure that they clearly understand and nod their head and buy-in on the work that you're going to be doing for them how much it costs and when they're going to be getting it that's all you want to go through on this pitch call right and then on the call you want to say hey look it I know you're busy you want to talk to internally about this but can you give me an expected decision date when can I have a decision from you can we do Wednesday next next Wednesday at 10 p.m 10 a.m right whatever that is they say yeah sure that's fine even though they probably won't do it but it's irrelevant if they actually do it or not because then it gives you a reason to follow up right because otherwise you get stuck in a situation where you're sending follow-ups just to annoy them right it's annoying but it's like hey Steve you told me by Wednesday you have a decision for me you know is there any questions I can answer I answer where are you at and then that gives you something to follow up against so you're not being annoying it's something that they told you they're being now held accountable and that's a huge part of this is flipping the script on accountability because when you go through all this right and I think we're through this whole thing now uh so then this just goes into closing following up sending agreement temples invoicing Etc and then you kick off into Service delivery right so here's a full sales process right so what we want to do is we want to switch the accountability to them because we are doing so much damn work here we're giving so much damn time and I know firsthand the pain and the kick in the stomach that it is when people ghost on You by building accountability into this process for them to be held accountable for your time it's a game changer right so that's this entire process then once we get closed we kick them into Service delivery we go into the Sprints model right so that's it that I've got on this process I'm going to open this up it's a new microphone to be a lot of people look at lead generation as like the biggest problem but I'm like yo if you just double your close rate on sales it's going to be the same thing without having to go through like expensive and pain in the ass marketing it's like conversion rate optimization if you will for your sales process so the benefit is that I'm I work for you on the live boot camp I'm here at your disposal so love I'm really excited about this because this is also the way that we're going to be moving a lot of our programs is going to be like a live element and then recorded element afterwards but it's the best way that we can keep you up to date with the best information out there because building a whole program takes forever and this is much more iterative I can read the energy I can direct it in the way that the audience wants to go in um Navid asks do you need funnels you do not need funnels we use funnels because we're very good at paid traffic and all that stuff and content marketing but you don't need them I when it comes to lead generation from a marketing point of view you should find especially if you're doing less than a couple million in Revenue you only need one lead Source really because again if you are good at sales and you get 10 leads a month you close five of those you gotta get business on your hands but if you get 10 leads a month you close one of them you're always going to be in the situation where you're buying incline outline and climb out and you're constantly turning you can't really stat growth so you don't need funnels you need to figure out one thing that works for you that could be marketing on LinkedIn or Twitter that could be cold outbound that could be going to events and conferences you know I'm actually hiring a new sales rep for agency who's very old school it's almost I think he's like 58 years old and his skill set is much different than mine I'm an inbound I want to sit at home and Market to people and create content he's like no I'm going to look up every single trade show and event that lawyers are doing the next year if you give me a budget of fifty thousand dollars then I'm gonna hit every single one of them and generate leads by hand the old school way by shaking hands and having a beer so you do what works for you I couldn't do that I'm an introvert and that would be exhausting for me and I don't really want to fly all over the country oh no offense about lawyers but he does so you figure out what works for you Cindy said yes we struggle with closing and are struggling with the Sprint's model to the larger price point so thinking more folks on overall saves with Sprints and the value yeah so Cindy that's a good point right this Prince model is great to get you to 50 to 70k a month but once you get there you've got to figure out a way to charge more for what you're doing because a Sprint model you can get locked into a certain price point and it's Sprints are easier to sell they're easy at least for it it grows faster but just like any offer it's going to cap out at a certain point and that's why you see us at the agency with webris now stacking paid search on top of that because it opens up an entirely new it doesn't open up a new service it opens up a new level of results that we can give people especially the speed of results so it's the same type of results they're getting the best possible quality leads from search engines but we're able to do that within 30 days or less so that's part of what we'll talk about too during this agency sales boot camp is offer manipulation and like service stacking so many people ask us they're like hey I do Sprints but like I don't know like can I do email you can do everything but like you have to be very mindful of of what you offer because what you offer and what you sell is going to impact your operations so just throwing like email marketing on top for one or two clients you know it's not going to be effective because you're going to break process after sneeze hold up but when you have a very targeted approach in a very meticulous and strategic approach to building your offer you know whether that's paid search whether that's building a funnel you know whatever that is thank you Cindy is the name of the game right it's not about stacking Services it's really about putting together a better offer that incorporates the services in the right way that doesn't create too much operational Mayhem and Chaos in the back end of your business but you know also allows you to charge more by delivering more results right and if you'd ask you prefer local clients no I mean technically attorneys are local right so I do also think local search is going to make like a big Resurgence with businesses with a dawn of AI because local searches probably won't get cannibalized by like AI tools within search engines right like if you're looking for like a local termite business you're really just looking for a list of results for like reviews and phone numbers right so local I think is going to make a Resurgence from a service point of view but like it's really important that you understand the who when it comes to local meaning there's a difference between an attorney ranking locally for Miami personal injury versus a coffee shop rank from Miami coffee shop ranking a an attorney for you know Miami personal injury attorney is going to net the millions of dollars renting a coffee shop for Miami coffee shop is probably gonna net them next to nothing based on you know profit-wise all right so it looks like it's it um so I'll just wrap this up by again saying one if you're not in Pro slack definitely check it out worth your time and uh thank you all for your time thank you all for your attention I appreciate you all showing up the middle of your Wednesday and uh as always we're here to help so take care y'all have a great day [Music] foreign [Music]