00:00:00:00 - 00:00:05:00 00:00:05:00 - 00:00:13:20 Unknown okay, well, welcome to the, weekly inner circle live inner circle call. We do this for a couple reasons. 00:00:13:20 - 00:00:47:03 Unknown One is that this is your opportunity to learn the proven systems. A phenomenal business. Not just in my companies, but in companies around the world. And secondly, to join as a community. The number one reason people don't, reach their biggest dreams and goals. The number one reason that businesses don't grow is something I call FTE failure to implement learning. 00:00:47:03 - 00:01:12:01 Unknown It is one piece of it, but how many of you know that you can learn it and not implement it? So implementation is the second thing and that's where coaching comes in. However, we do have to learn it first. And so the main feature of the webcast if you're joining us is each week I go through another module of our proven system. 00:01:12:01 - 00:01:39:00 Unknown We have five systems leadership, marketing, sales, operations, administration. And then I've got a whole personal development track. Today is module number three in phenomenal marketing systems. The first one that we did is all about what marketing is, what it does, why it's important. All that second was, last week we talked about how to position yourself. 00:01:39:05 - 00:02:02:14 Unknown We talked about branding. So, go back and listen to that today. We're going to take the third step. And by the way, everybody here has a copy of this book right here. Bonomo Marketing Systems The 14 fastest ways to Cash in Any business. You either have it in your inner circle kit or, you have, access to it. 00:02:02:16 - 00:02:34:16 Unknown The e-book online, in your membership. Okay. And, so this book actually goes through not just, the seven M's of marketing and not just the things that we're talking about on the marketing, training, but it also has some sales, tactics as well. So, these are proven and, and again, all over the world, you just got to do it. 00:02:34:20 - 00:02:58:16 Unknown Okay. So as a quick review, marketing is everything you do to attract prospects to your business. It's how you dress. It's how you act. It's how your people, treat, customers. It's how your trucks look at sell your materials. Look, it's everything. Because everything makes an impression and either attracts people or repels people or is just neutral. 00:02:58:16 - 00:03:28:20 Unknown Okay. And so marketing is everything you do to attract prospects to your business. Phenomenal. Marketing delivers a meaningful experience. We all know that the experience that we actually deliver when we deliver the product, when we deliver these service, is what's going to set us apart. That's our real brand, right? But it starts in the marketing. It starts by engaging the right prospects. 00:03:28:20 - 00:04:01:10 Unknown It's, continues by educating the right prospects. Education marketing will make you rich. Just as simple as that. The one who is educating the community is a the one that's going to attract the best prospects and be the one that's going to get paid more. And then third is entertainment. And that basically means your service experience, the service experience is going to take you to the highest level. 00:04:01:15 - 00:04:37:11 Unknown Last week we talked about coffee. Coffee as a commodity is exchanged for about a dollar. A pound becomes, a good package in a, in, a bag or a can or whatever on the shelf at the grocery store. And, it's anywhere from $30.50 a pound, $15 a pound, $18 a pound, depending on what the brand, how it looks, how it feels, what it means, psychologically, emotionally, everything that is sold is bought on emotion, justified with logic. 00:04:37:13 - 00:04:59:11 Unknown And it might be the same coffee inside. Okay, but, that. But then you go to Denny's, you get a cup of coffee, you can make 70 cups of coffee out of a pound of coffee at Denny's, which is going to be very weak, by the way, that's, $2 a cup, 70 cups. That's $140 a pound. Why? 00:04:59:17 - 00:05:34:23 Unknown Because your market, if you're delivering a service, not just the product. And then, of course, the ultimate is Starbucks or having a cappuccino in Italy. But Starbucks, created an experience around coffee, a commodity that you can get anywhere. So what is that experience that you're creating? How are you serving people? And then, of course, the normal marketing system is a group of working parts that duplicates results consistently. 00:05:35:01 - 00:06:02:09 Unknown You guys, went through, the checklist, two weeks ago. You have that in your business planning document. You have it in your, your business assessment. And by the way, next week, next week, we are going to, break down, those items, you know, one by one. So you really understand what those look like. Now, the biggest marketing mistake of all. 00:06:02:09 - 00:06:30:12 Unknown And where to start if you have it, if you have an existing business and you haven't, you're not doing this. Well, I'm gonna level the biggest market marketing mistake of all, other than doing nothing, is, not marketing to your past clients, not marketing to your existing client base. Okay? There's a lot of reasons for that. 00:06:30:12 - 00:06:50:09 Unknown Okay. Which we're going to get into right now, one of the reasons people don't market to their existing clients, well, they first of all, they assume that that well, you know, they know about us. So while we're marketing to them, they're already know about us. Well, first of all, you've got to establish your brand. You've got to educate them. 00:06:50:12 - 00:07:01:23 Unknown By the way, who are the the, the most, 00:07:02:00 - 00:07:31:11 Unknown What's the word? I'm looking for the most likely people to refer you. People who know you, like you, and trust you. People who are already clients of yours. Right. And so you have to get the right messaging in front of them. Did you know, and a lot of times people aren't going to do, let's say, mailers, you know, anything that cost any money to, get a new client or to, to keep a new client to market to existing clients. 00:07:31:11 - 00:07:56:00 Unknown So we'll just do text messaging. We'll take the time to call people. Listen, you have to have a, multi-pronged approach to do this, right. But a lot of people won't pay for mailers. They won't pay to retarget, they won't put any money into this. And this is like. 00:07:56:02 - 00:08:30:04 Unknown Not investing. And you're not putting anything in your savings account and going over the casino and pouring money into a slot machine. So that's the difference between between, client based marketing and most digital marketing. Most advertising is, marketing to your client base is is continuing to invest in your savings account. That gives you tremendous interest, not portfolio grows. 00:08:30:06 - 00:08:48:07 Unknown Pouring money into advertising, is, is like a slot machine. Okay. Now, I know that a lot of people have got that figured out, and that's fine. And I know there's a lot of people who have scaled up big time, but they put a lot of money and a lot of time, a lot of energy in that. 00:08:48:12 - 00:09:14:13 Unknown Don't think that you just got to go place an ad. That's it. Okay. I don't care how much direct advertising someone is doing, and I'm not against, direct advertising. I mean, my wife was a was a, a radio advertising and rub. She saw more radio advertising in the state of Texas than anybody in, Texas history. 00:09:14:13 - 00:09:38:15 Unknown In fact, it's because of my wife selling an ad to Mr. Rick Jones that this man is in my life. And like a father to me. And as, help many of you change your business to change your life. So I'm not against it. There's just a better way. And no matter how much advertising you do, don't forget about your existing clients. 00:09:38:15 - 00:10:08:19 Unknown And don't forget about your referral marketing that is your foundation. Also, believe, and I know from experience the if you'll do what I'm talking about today, you'll probably double your business. You can double your business in the next 90 days. Definitely a year. If you do it right and you do it well. So we're afraid of how much it cost to, let's say, to mail out send out cards or mail out postcards or newsletters to our clients. 00:10:08:24 - 00:10:33:11 Unknown Well guess what? On average it costs 500% more to gain a new client than it does to keep an existing one. They already know you, like you, trust you. They're easier to service because, they know you like and trust you. They know the routine and you should get a 100% booking ratio. What I mean by that is, prospect. 00:10:33:11 - 00:11:06:03 Unknown You attract the prospect, they call in, and they may or may not do business with you. Okay, so I don't know what your closing rate is on a new prospect, but I hope you know what it is, because that's another thing that you need to know in order to measure your business and to make more money. So unless the price has gone up significantly, I was talking to a member yesterday, they're going up by 40%, 44 zero. 00:11:06:03 - 00:11:30:01 Unknown I was like, ooh, I want people to raise their prices. But man oh man oh man oh man oh man. Okay, so now if they go up 40% and they lose 40% of their sales volume, it's possible depending on the the profit loss, the income statement is possible, that they might make the same money and doing less work. 00:11:30:03 - 00:11:57:16 Unknown But you have to run those numbers. We have all the tools for you to run those numbers. Okay. I have spreadsheets that you can use. There's a lot of different things. Anyway, the point is, is that unless there's some big change, if a repeat customer calls you to repeat the service, then, chances are they're going to book that service. 00:11:57:18 - 00:12:16:06 Unknown And those are some big change. Everybody go like this. If you understand. Okay. Perfect. All right. Now the returns are huge again. Think about even like, my service company. 00:12:16:08 - 00:12:44:15 Unknown Of course, is a repeatable service. And the other thing is too, is that you have more than one service. Guess who's going to be most likely to buy that? That other service, your existing clients. So my service company, it does for $1 million a year, $1 million in new business through referrals. Guess where over half of those referrals come from our existing clients? 00:12:44:17 - 00:13:13:09 Unknown The other half come from referral sources that we diligently call on on a regular basis. But get this ready for this. 3 million of that is repeat business. Do they just automatically remember us and call us? No. I'm going to show you what we do to stay top of mind. It's called Toma. Top of mind awareness. Toma top of mind awareness. 00:13:13:11 - 00:13:26:04 Unknown You have to be top of mind. Why? Because if you're not marketing to your existing clients, guess who is your competition? 00:13:26:06 - 00:13:39:00 Unknown They hadn't heard from you. You ain't called. You ain't wrote. And that's good English, by the way. Just ask Jimmy from lower Alabama. Right, Jimmy? Where? Jimmy? 00:13:39:02 - 00:14:02:01 Unknown There you go. You ain't called. You ain't wrote. And they get an ad from somebody else who, you know, does what you do, and next thing you know. Hey, Brian. Oh, Bubba's hauling off them oriental rugs to to Ryan. Each and every one of them. You know, at a very low price. 00:14:02:03 - 00:14:12:11 Unknown Yeah. You don't want that. Now. 00:14:12:13 - 00:14:33:16 Unknown I'ma tell you what's on my mind today. What's on my mind. Big time. Does is every single one of our members using the tools that we have, following the process. 00:14:33:18 - 00:15:08:13 Unknown Is everybody here measuring their marketing? You need to be measuring three buckets. Number one, every month and every year. How much repeat business are you doing? How much referral business are you doing? And if you're doing any direct advertising? What is your ROI? You got to have those numbers. You gotta have those numbers. How are you if you don't have those numbers? 00:15:08:13 - 00:15:46:04 Unknown You're driving blind. So get this. We went through this with our, member yesterday, so they ran some numbers. I want to say I was 90% repeat business, 10% new business. Spend a bunch of money on Facebook. Okay. Ready for this? $70,000 in Facebook advertising. And they brought in six customers, $150 a month. If they kept them all year on enough, they kept them my year. 00:15:46:04 - 00:16:18:06 Unknown But, would that be so let's just say $6,000. How many of y'all here want to pay? Pay out $70,000 to get $6,000. Now it needs to be opposite of that. You spend $6,000 and you get $70,000. That's the way it should be. Yes, sir. Yes or yes and yes. Okay. Now here's how you can double your business with this one system. 00:16:18:08 - 00:16:29:17 Unknown Number one, if you're delivering a premium service experience, if you're delivering the most outstanding service experience ever. 00:16:29:19 - 00:17:03:15 Unknown You're educating people. You should be able to increase your price by 15% because you're better than everybody else. Number two, if you're staying in touch with your existing clients, you're marketing to them. You should be able to, keep more of those clients. See, when you when you don't stay in touch with people. Here's another thing about Mr. Rick Jones. 00:17:03:17 - 00:17:31:23 Unknown Another reason that he's here. Not only did they sell him advertising, not only does he use the secret weapon, the $12,800 chocolate bar, so some he spent in advertising. Not only did she use the secret weapon, we became friends. And I have a, habit of staying in touch with people. I caught up, Rick said, hey, how you doing? 00:17:32:00 - 00:18:06:19 Unknown So this goes for not just just, customers or clients, but it goes for, potential team members. Those are your internal customers. It goes for colleagues. It goes for. That's just how you build your network. You stay in touch with people. And found out that he had sold his Dale Carnegie franchise that he was thinking about. Rick, I don't know if you ever think about this or not, but he's thinking about buying this this, coaching franchise. 00:18:06:21 - 00:18:36:04 Unknown Get this. You ready? That was based in Orlando. Now, you might have been hooked up with this place. And then you get to heaven and you find out that you missed marrying Brenda. And you could have been living near Orlando with Brenda, but you missed it. I wonder if that's going to happen. You know, we get to heaven, we look back, say, oh, man, I missed, who? 00:18:36:04 - 00:19:03:13 Unknown Glad I didn't miss that. Okay. All right, number three, you're going to increase your volume by 15%. How are you going to do that? Well, you're going to, generate referrals. Every thing we send out has our referral statement on it. Get free cash or free, service through our referral reward program. You're going to increase, add on sales. 00:19:03:13 - 00:19:29:10 Unknown Okay. And that is, you're going to promote your other services and then, finally you're going to increase frequency of use by 15%. How's that? You're going to educate people on why they should use you more often. Why should they use you more often? So you're not only going to keep them, you're going to move them up to using you more often. 00:19:29:12 - 00:19:55:18 Unknown Let me get some examples here. Cleaning a lot of people in the cleaning industry in this community, power wash and interior care, exterior care. Why should we clean more often? You should know the answer to that question. You should educate people. Mandy, why should I groom my dog on a regular basis? There's probably lots of reasons, right? 00:19:55:23 - 00:20:18:19 Unknown Backed up a little book around here somewhere. Mandy wrote a book. Nice little book. Yeah. There it is. Look at that. What does it say? What's it called? Unveiling grooming, insider secrets. What a phenomenal tool that is. 00:20:18:21 - 00:20:47:13 Unknown It probably I don't remember. I read it, read the whole thing, but I did retain it because Denise takes care of the dog. But you got to groom the dog on a regular basis. There's you can you can make a whole case on this. I mean, I'm sure there's a whole list. Number one, you don't want them looking like, you know, Lorax number two, I want to saggy doodle. 00:20:47:13 - 00:21:14:09 Unknown You know, number two, they probably got all kind of like saws and stuff and birds and all kind of, you know, and let's not talk about it. But there's certain areas that need to be cleaned up otherwise going to cause some problems. Yeah. I'm saying like. Einstein said I might this. Okay. Anyway, Einstein is my dog. It's called top of mind awareness. 00:21:14:09 - 00:21:42:10 Unknown Keeping your message, keeping your services, keeping your brand, keeping those reasons in front of people. Okay, so here's eight steps to take. Number one, have an automatic follow up program. Those of you who are coming to the conference next week, by the way, I have a big surprise for y'all. I spoke at a conference, or an event here in Houston, a workshop, actually, here in Houston. 00:21:42:12 - 00:22:14:19 Unknown And, God was sitting there with an abacus shirt. He recognized me, and I go, oh, yeah, I know you. This guy is the chief marketing officer of abacus. Now, abacus, my friend, Allen O'Neal went from a one track plumbing company to $160 million. Both. Mike Myers, this is the chief marketing officer and myself. We knew Allen when he had one truck. 00:22:14:21 - 00:22:43:24 Unknown This guy started working with Allen, I think, when he had maybe 2 or 3 trucks or whatever and was, partly responsible for this growth. They do a lot of TV advertising. They do radio advertising. So I said to him. Would you be willing to come by our conference and talk to our people? So we have a surprise guest, a surprise speaker? 00:22:44:01 - 00:23:15:03 Unknown His name is Mike Myers with Abacus Plumbing. I want him to take our abacus, plumbing, electrical. They do three different things. And, I want him to talk to us about. You're here. How do you go from here to there? Listen, all I want to do is get the people in front of you that can help you grow the systems, the people, the strategies and the support. 00:23:15:03 - 00:23:42:19 Unknown So we can keep you implementing. So number one, you need an automatic, automatic follow up program. Victoria and I are going to talk to you about this this coming week. Next week. And what needs to be, in there is, thank you. Email a client survey, an automatic thank you card, regular follow up cards, regular reminders, cards, letters and emails, by the way. 00:23:42:19 - 00:24:13:01 Unknown And you want to, have a thank you, welcome series. You want to have a nurture series? You want to have a sales campaign. And, you know, we've built, out all this stuff that both of our companies are actually all three of our companies. Number two, have a thank you letter or card package. And how, nice is that that you might, put some, delicious send out card brownies in there. 00:24:13:02 - 00:24:38:05 Unknown Okay. By the way, not a bad idea. When you meet a big prospect or a referral source. Nice to meet you. Card along with brownies. Gets their attention. Number three, if we haven't heard from people at our service company, in 11 months, we call them up. And the script is real simple. Hey, we're just calling. See how you're doing? 00:24:38:07 - 00:24:43:18 Unknown We're friends. Right? I just. 00:24:43:20 - 00:25:09:00 Unknown Assume that everybody in the world is my friend. I don't know them yet. They have done business with me. Maybe they have. Maybe they have it. But you're my friend, and I'm your friend. I just assume that we know each other and especially if they have supported me and they spent money with me. Hey, I want to know how they're doing. 00:25:09:02 - 00:25:41:22 Unknown Maybe you call them and you say, hey, you want to let you know about our new referral reward program? Maybe you call them and you say, wanted to, let you know about our new service. Okay. Maybe just say, we want to update our records, by the way, at, phenomenal. We have a program that we use called, Phone Burner, where, you can make you get, like, ten x the number of calls because it calls for you. 00:25:41:22 - 00:26:02:01 Unknown The it calls for you. And if it doesn't get someone, it goes, the next one goes the next one goes, the next one goes the next one. And you can call leave voicemails as well. You can do voice by us too. Now that's a little more tricky, but these are there's a lot of strategies that we use that you can use. 00:26:02:03 - 00:26:24:23 Unknown Listen, this is so valuable. You could just hire someone or outsource someone to do this high school student that has a good voice, someone who's maybe a college student. They're off for the summer. They could go do referral marketing. They can make calls for you. So if you're not going to do it and you don't have anybody on your team, that'll do it. 00:26:25:00 - 00:26:51:09 Unknown Hire someone part time to do this stuff. Okay. All right. Okay. Number four, a weekly email newsletter. You guys know that we do this. You get three emails a week from us and your members. Why do we do that? 00:26:51:11 - 00:27:14:04 Unknown Because we know that y'all get distracted. And we know that some people don't pay attention. I was talking to a member not too long ago. We had a phone call. We were talking about something, and I was like, so y'all come to the conference, they're like, well, what is it? It's like, send a message. 00:27:14:04 - 00:27:41:22 Unknown My staff send out a voice bus because, you know, they gotta get the message. And they said, we got vacation scheduled that week as well. I think you should reschedule that vacation, which they did, and then come to the conference. But that would have happened had we not been on the phone and I had mentioned it. Okay. And listen, it's not just the y'all know that we don't make money off of runs. 00:27:41:22 - 00:28:09:09 Unknown Did y'all know that? Sometimes we lose money on the conference. So why do we do it? We do it because we want you to grow. We do it because we're a community and you ain't a community if you don't get together. Okay? I do it every quarter because I know that if you miss one now, it's gonna be six months before we get together again. 00:28:09:11 - 00:28:31:00 Unknown And the reason I'll do an annual is because if you miss one of those, it'll be two years. We might not be friends anymore. So then the people who want to consume more, people want to go faster. People want to go higher. We got other opportunities. If I didn't know, offer those opportunities. Guess what? I see y'all over there. 00:28:31:01 - 00:28:57:00 Unknown Somebody else is conference buying their stuff because you're hungry. I get that I'm hungry. That's why I buy everybody's stuff. So stay in touch with a weekly email newsletter. The Congress next week I'm going to talk about, copy and, you know, email marketing. We'll talk a little bit about it today, but I'm gonna talk a lot about it next week. 00:28:57:02 - 00:29:08:05 Unknown Here we go. Okay. First of all, why email marketing now? Why is easy like easy. 00:29:08:07 - 00:29:35:01 Unknown Once you get everything set up I mean, you need a subject line. You need a little bit of copy and a call to action. It's cheap. Once you get your keep set up. You know, and at the Congress, we always have a special offer for you to get cute. Once you get that set up, it's it's it's doesn't cost hardly anything to send. 00:29:35:03 - 00:30:01:20 Unknown You can send one email or you can send, you know, a few thousand. You can send it once a month. You can send it every week. But it's very inexpensive compared to other things. And it's fast. Get this. Those of you that either need to raise, increase some sales quickly or there's a that those of you who are in restoration, for example, let's say there's a weather event. 00:30:01:20 - 00:30:29:16 Unknown Event. Now, if you have your email, if you have your email set up ready to go, you just put like, like let's say there's a flood, okay, or freeze. You just throw an email out there, subject line, flooded. Call us now and then there. Here's what you need to do to take care of your, pipes just as frozen or if you got water in your house or whatever. 00:30:29:22 - 00:30:40:19 Unknown Boom boom boom boom boom. And you can reach a lot of people. A lot of people. 00:30:40:21 - 00:31:13:13 Unknown It's fast, you know, it's also fast because you don't have to go create something, get it approved, print it, mail it, you know, get it approved on the social media, whatever. Like, and you can post on social media, but the fact is, is that nobody, nobody, sees your stuff unless you pay for it. 00:31:13:15 - 00:31:35:19 Unknown Man, I'm going to, y'all going to get a new book at the conference next week. Oh, man, I like what they have to say. I'm not going to tell you who it is, what it is yet, but you going to get a new book that. 00:31:35:21 - 00:32:03:20 Unknown Shares how the cow ate the cabbage. I mean, just put it that way. Now I know where that term came from, but I look that up. Here's another great thing. When you understand how to look at your your your tracking, okay. What you're going to do is you're going to oops, you're going to, you're going to look at your, your email marketing reports. 00:32:03:22 - 00:32:32:16 Unknown And what you're going to look at is your we do this every single week. You look at how many people opened it, how many people, clicked, how many people took action. And, you just get lots. Not only do you get lots of data, you can test copy. Like, oh, man, that was a hot subject line. 00:32:32:18 - 00:32:37:13 Unknown That was a hot subject line. 00:32:37:15 - 00:33:05:03 Unknown By the way, you know, you can even learn from, scammers. Got a text message the other day. Want to have dinner tonight? As I. Who is this? Please? Oh. I'm sorry. I was, texting my friend, so I was like, yeah, right. Okay, so when I don't respond. Are you there? Are you there? Where do you live? 00:33:05:05 - 00:33:36:13 Unknown Yeah. And then the other one was, oh. Do you want to go to the. Do you want to go to the, museum this weekend? So I knew that this was a scam. So I was like, absolutely. Where are we going? Probably some dude over in Russia somewhere, you know, like. And, well, we're going to go to the Getty Museum or whatever, and, I was like, where is that? 00:33:36:15 - 00:33:55:08 Unknown What is it, this so-and-so? No, it's not so-and-so. So, you know, this is what I do when I'm bored is I just mess with people. But what's the, 00:33:55:10 - 00:34:22:04 Unknown What is that? YouTube? I don't have, unlimited YouTube. Back when I had Pandora, I kept the commercials. Why? Because when you watch commercials, you can learn what works and what doesn't work. One of the things I wanted to do forever. If y'all want this, y'all tell me and I'll make it happen. But it might just be a how weird thing, you know what I mean? 00:34:22:04 - 00:34:51:05 Unknown Like, but I drive down the road, I go on a trip drive to Destin or wherever, and I notice all the billboards. You know that a billboard has seven seconds to get your attention. Seven seconds. You better be brilliant. I don't even know what company that was. I don't even know. You know what that was? Okay. Like. 00:34:51:05 - 00:35:24:09 Unknown Oh, got that one. That's good. And you learn by watching. And so email marketing, you can really test your copy okay. Your message is what's going to determine whether you get a response or not. Your message is what's going to position you and brand you more than anything else. Here's the other cool thing about email marketing. You can connect to, any web page in the world. 00:35:24:11 - 00:35:43:16 Unknown Don't try to tell everything in your email. In fact, in your email, you know you want people to do, you want them to click through to a landing page to a web page. We going to talk all about this next week, to a web page. Get them out of their email. Why do you want them to get out of their email? 00:35:43:17 - 00:36:14:12 Unknown Because they're trying to get through their email. I want to get them out of their email and get into my domain, where they can engage in the message, go like this. If you understand what I'm talking about, yes or yes. Okay, perfect. All right. Now how do you get email addresses? Well, first of all, that part time person can make those calls every day and do those reminder calls. 00:36:14:12 - 00:36:37:00 Unknown By the way, what what what's the, what's that email address? You got to have a reason to send them something. Have a compelling opt in. We're going to talk about this next week on your landing page. What is your free trial offer? What your download. What's your what's the reason that people should give you their email address? 00:36:37:02 - 00:37:02:10 Unknown Now? Katie Harris, they'll talk about all kinds of ways to get traffic and all that stuff. But you already have people going to your website and you want to have like that book that Mindy has. Mandy, do you have that, in an e-book format where they can download it on your website? Yes, sir. I do look good job. 00:37:02:12 - 00:37:40:16 Unknown Hey, I can't wait to, you know, hear from you about, you know, all the things that you are doing. So Mandy made a decision. I'm going to start marketing more aggressively. Guess what happened? Sales went up. Hello? Okay, perfect. And every time you service a client, whether they come into your grooming shop, whether they schedule an appointment, whether, they buy a product, whatever it is, more restaurants should do this, get that email address. 00:37:40:18 - 00:38:08:00 Unknown Oh, well, people don't want to give the email address. It's so simple. All you do is get name, phone number, email address. If they give you any pushback, say, well, I need to send you x, Y or Z and whatever. We got this great newsletter. You can unsubscribe any time. And by the way, when you look at your stats that people do unsubscribe, it's okay. 00:38:08:02 - 00:38:16:17 Unknown It doesn't mean that they don't like you. It doesn't mean that they're not that they're mad. 00:38:16:19 - 00:38:50:10 Unknown It might just mean that, you know, they're in a bad mood, that they're like, oh, any more emails we all get that way? Or maybe we're emailing too much. I mean, listen, I've gone through I was I was doing email marketing before you could even put a picture in an email before they had anything called HTML emails, before you could put a graphic in an email, it was text emails. 00:38:50:12 - 00:39:16:00 Unknown And I made every mistake by book. But I. I tend to go a little bit overboard. It's just it's just me. Okay. And I've course and I've also realized that, man, if you don't go too strong, somebody else is going to eat your lunch. 00:39:16:02 - 00:39:40:14 Unknown But we'll let you be the judge of how you want to do it. Okay? Number five is monthly mailers. Oh, Howard, I can't afford that. Can't afford not to do it. Well, it's the send out card. Whether it's a newsletter, whether it's a post card or whatever the case might be. Number six, recognize special occasions, get birthdays, get anniversaries. 00:39:40:14 - 00:40:08:22 Unknown Put those in your database, use them. Or you can do what, a guy by the name of Joe Gerard. Did y'all know who Joe Gerard is? He sold more cars than any human being in history. He was in the Guinness Book of World Records for selling the most cars of anybody in history. This guy was a marketer. 00:40:08:22 - 00:40:36:21 Unknown He was a sales guy. I mean, he was incredible. 60 minutes, went to shop to interview him, went to the dealership and. They said, could you sell a car right now? He said, I think so. And he goes over to his files and he starts going through his files making calls. Sold a Cadillac right there over the phone. 00:40:36:23 - 00:40:42:23 Unknown Now, who do you think bought that Cadillac? 00:40:43:00 - 00:41:11:20 Unknown Someone who had already done business with him. Someone who is ready to replace their car. He had them in their files. And Joe Girard. Joe Girard insisted on one thing, and that is that he was going to mail. A card. 00:41:11:22 - 00:41:41:17 Unknown To his customers every month. Every month. Dealership didn't want to pay for it. He paid for it out of his own pocket. And when they did finally agree, because they saw how successful he was, they wanted to send him, send them junk mail. Now, Joe Girard, you know, he did. He sent a card that said, I like you. 00:41:41:19 - 00:42:10:02 Unknown Hey, by bold enough to do that, I like you, Joe Girardi. That's all he wanted to do, is they remember him. I like I like you, too. Hey, somebody likes me, you know? Okay, how about this one? You ready? Happy birthday. If it happened to be the mother of your birthday, great. It's a bonus. But sometimes what would happen is, they get this birthday card. 00:42:10:04 - 00:42:33:01 Unknown Hey, Joe, you know, my birthday's not in July. I'm so sorry. When's your birthday? This is in November. November? What? Guess what? That man had a system. And on your birthday, you're gonna get a card. 00:42:33:03 - 00:42:41:20 Unknown He mailed a card to his customers every single month. 00:42:41:22 - 00:43:04:04 Unknown And then guess what happened? He got up to 16,000 customers. That's a lot of cards. He had four full time people writing handwritten cards. 00:43:04:06 - 00:43:21:15 Unknown And then guess what he did? He found out about send out cards. Do you know about send out cards? Are you using send out cards? 00:43:21:17 - 00:43:37:05 Unknown And see anybody go like this? See anybody go like that? Like, Tim, can I get you guys to put the send out card link in the chat, please? 00:43:37:07 - 00:43:46:13 Unknown Oh, here it is. Right here. Send out cars.com for size 7162. 00:43:46:15 - 00:44:08:08 Unknown We send a card almost every day. We got when Jordan did that unlimited card system. We we I got that. And so what I do is, 00:44:08:10 - 00:44:37:11 Unknown I'll just like, if I that here's one I'm going to send. I just send it to Josiah. I was, but associate in the subject line. Who who it's to. We already have their address probably. And what I want to say. And he sends that card out. Simple depot. Now you guys can see this or not, but y'all see this. 00:44:37:13 - 00:44:43:05 Unknown So this is one he's probably been with us for. 00:44:43:07 - 00:45:09:23 Unknown I don't know, probably almost 20 years now. I mean, this kid is phenomenal. And his wife, takes care of our house and they're just great friends. We had dinner the other night, shoot a card out to him. That's great. Having dinner with you guys. Love you. And his, his, Their daughter thinks she's about three now. 00:45:09:23 - 00:45:40:04 Unknown I mean, she she comes over sometimes when her mom's cleaning the house and just. It's just, she's just precious. I have a picture of her in here to put that in the card. Here's somebody I spoke for. The other day, and so I'm going to send her a card and thank her for that. We sent a card almost every day. 00:45:40:06 - 00:46:08:01 Unknown Sometimes we send several cards. Then we have campaign cards, you know? Thank you. Like when you joined up in, in, inner circle, you probably got a thank you card and some brownies. We need to upgrade our program when you renew, send you some more brownies. So, you know, listen, as much as we do, there's still more things that we can do right? 00:46:08:03 - 00:46:41:10 Unknown This a little card? Some cards I created right here. I created Ziglar cards. I have a Ziglar campaign in there. We need to do more with send out cards. We're not doing enough. We got so many programs. We're not doing enough with the programs that we have. Okay. Number seven, utilize text messaging. Don't overuse it. But use it from time to time. 00:46:41:12 - 00:47:09:06 Unknown One of the best ways you can use text messaging is confirming appointments. As you can see here on the screen. Thank you. Thank you messages from time to time a special offer. Don't overuse it. But here's the beauty about text messaging. You know, they got it because everybody has their phone in their hand at all times. 00:47:09:08 - 00:47:43:13 Unknown Email might get lost in the junk folder. Might be overlooked. At least they saw it. And even if people don't, here's the other thing that happens. People say, oh, well, you know, I don't get a very good open rate on my, emails. Doesn't matter now. It matters. You want to increase that. But it's still working because they saw your company name in their inbox every week, top of mind and probably in the preview in the subject line. 00:47:43:13 - 00:48:17:13 Unknown If you if you learn how to do subject lines really, really well, they also got that you had an offer that that was, you know, a little bit about the message. Does that make sense to everybody? Yes or yes. Okay. And then the eighth thing is retarget them on social media and Google. By the way, do you guys, see like our, ads for a conference on your social media? 00:48:17:15 - 00:48:47:06 Unknown If you do go like this. Yes. Okay. I can't see everybody, but, okay. Yeah. Because you can upload your list now. That member that I was talking about, talked to you yesterday. They're on here. Hopefully they're listening right now. I'm not just tell you who it is, but instead of doing Facebook ads, stay in front of your, list. 00:48:47:06 - 00:49:21:08 Unknown You can just upload your list into Google. You can upload your list into, your social media platforms. And let's say you've got something special coming up. Then you could put some ads and it's going to be, more effective. And you just want to, that whatever it does, whatever the investment is that goes in your, in your, your, your repeat client bucket. 00:49:21:10 - 00:49:34:05 Unknown Okay. That that's an investment you're making into your interest bearing savings account. 00:49:34:07 - 00:49:35:17 Unknown Makes sense. 00:49:35:17 - 00:49:44:08 Unknown everybody, have a hot day. Take care. Get registered. See you all next week. Bye.