Lead Gen Promotion Ideas - Home Services/Financial/Healthcare
Category
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FunTranscript
00:00Hey guys, it's Liz. We will get started in just one second. It looks like a bunch of
00:09people are still flying in, so we'll get started in just a minute.
00:30Holy cow, you guys can show up for a webinar. I love it. All right, so let's get started
00:55because I know everybody's got a lot going on, and I want to be respectful of your time.
01:01So, oh, I have the spinning ball. Hang tight. Here we go. Okay.
01:20All right.
01:25Okay. Hang tight, guys. Sorry. We're going to get there.
01:35All right.
01:39We are going to get there, I promise. We're having fun yet?
01:45Okay. So, my name is Liz Huff, and I am excited to have you all here today.
01:52We are talking specifically about some advertiser categories and some very specific advertiser
01:58categories and opportunities and ways to generate revenue with those categories,
02:02which I'm super pumped about. So, first and foremost, please make sure you reach out if you
02:07have questions. There's my contact information. I'm always happy to help you guys, and I'm always happy
02:12to brainstorm. But what I want to do is really jump right into this because there's a lot to cover,
02:16and I know we've got 30 minutes, and I know you all have a lot to do. So, what I want to start with
02:21is really the opportunity, and we were fortunate enough a few weeks ago to do a webinar with Ford
02:26Burrell, and this is what they're seeing for 2021. They're seeing a lot of really, really good stuff.
02:33So, they're saying that local ad buyers are preparing to spend a lot more this summer, and I think
02:38that's so important, guys. So, please note they're going to spend a lot more this summer. The local
02:44advertisers are saying that recovery is going to start in June. They're a little cautious, but
02:49they're planning to spend, but they're also getting smarter about their marketing, and they're reducing
02:53their media partnerships, and we're going to see that in a second. But here's the key. They're very,
02:59very, very likely to be influenced right now. So, they're going to start spending over the summer,
03:05but this is when they want to talk to you, and this is when you guys need to be out there grabbing that
03:09money. And they're interested in content marketing, which I know you guys are working very hard on with all
03:14the branded content stuff, but they're also interested in email marketing, and email, and email is
03:19so, so important. So, your ability to build a list for them, your ability to create your own list
03:25is really important. So, just a couple things before we dig into the ideas. Here's the number,
03:3113.8%, big increase in 2021. Obviously, they did not do this last year, but this is the percentage of
03:38planned ad budget increases. So, these are the folks that are planning to spend a lot more
03:43than they have in the past. And I think this is really, really important. 67%. So, add those two
03:49first columns together. They're either looking at short-term placements, or they're kind of doing a
03:53wait and see. So, that's the money that's in flux. That's the money that's available for you guys to grab,
03:58and you guys to earmark for your media company and your ideas. They're also reducing the number of
04:04local media partnerships. So, Gordon had mentioned last week, or a few weeks ago when we did this, that
04:10the average number of traditional types of media is down to two. So, guys, you've got to be aggressive.
04:16You've got to get out there and talk to these folks and make sure you are one of those two.
04:21And then finally, you know, they're being influenced right now. So, 77% say their plans are flexible.
04:28They're more flexible than firm. To me, as someone who used to be out on the street selling and now
04:34talks to sales reps every day, all day, flexible is a lovely word for you guys right now to go out and
04:39grab some of those dollars. So, I think the bottom line here is there's a lot of money out there.
04:45There's going to be a grab for it. So, we want you all to be talking to your advertisers now.
04:50About ways they can spend with you and how they can drive results and all that good stuff.
04:55So, let's dig into the meat of this. Let's really talk about some ideas. And I think that's the
05:00that's the key here is what we want to focus on is the ideas to drive revenue. So, the first
05:04category that we're talking about is that financial category. So, who fits into this category?
05:10We're talking about banks. So, national banks, regional banks, local banks, credit unions, investment
05:15bankers, advisors, wealth management, financial planners, tax advisors, all of these folks fall
05:21into that financial category. And they are spending. I will tell you they are spending and they are
05:27spending a lot. The top goals that we are hearing from advertisers in this category, the biggest things
05:33that they want to accomplish, the biggest things they want, database growth. Guys, this is huge for
05:39them. They want to have a database and they want to know their database. And you all are in an incredibly
05:45unique position with promotions to be able to help them get that with opt-ins, with lead gen questions,
05:51with hot leads functionality that sends them those leads in real time. You are poised to do this for
05:57them. They also want to find people that own their home. They want to find first-time home buyers.
06:03They want to find current homeowners. They want leads. They also want community presence. And they
06:08want to know about life-changing events like graduations and the birth of a child and marriage
06:12and all that good stuff. So, let's look at some ideas and some ways that folks are monetizing and
06:17really working with this category. This first one, these first two are both quizzes. So, we love a
06:23quiz because quizzes can collect data throughout as you answer each quiz question. But they are also
06:29going to collect data on lead gen if you want to ask a lead gen question. So, this first one,
06:33are you ready for retirement? This is a $5,000 deal sold to a local insurance agency asking some simple
06:40questions. How much do you know about retirement? And then at the end, how much do you currently have
06:46saved in your retirement account? Who doesn't want to know that if you are a financial advisor or a
06:51wealth management representative or you are an insurance company? So, they asked that question
06:58and then they also had an opt-in. Yes, please send me information. And 78 people clicked the box and said,
07:04yes, please send me information. Now, as soon as they click that box, you all have the functionality to be
07:09able to send them an email that gives them log information to see those leads and to see the
07:16information that those folks chose to share with the advertiser. So, whether it is an insurance
07:22company doing are you ready for retirement or it's a local investment company doing a how prepared are you
07:28for your financial future? These types of quizzes, first of all, are very, very, very much fall into that
07:35sponsored marketing content, branded content education world because they're educating folks.
07:41They're educating people on their products and their services. They did this financial preparedness quiz.
07:47They asked great lead gen questions. During these markets, it's important. Have you reviewed your
07:55portfolio? Have you thought about your portfolio? Are you brand new to financial planning? Do you have
08:01any questions for a financial planner? Eight people in Syracuse, New York, clicked the box and said yes.
08:07Eight people. Now, that doesn't sound like a ton, but when you're looking at a very focused, focused audience,
08:13eight people raising their hand and saying, yes, I'd like to talk to someone about my financial planning
08:17is a great opportunity for that advertiser.
08:19And then the other piece of this category, this local banks, credit unions, financial advisors,
08:28insurance, they want to be a part of your community. They want to do things in the community. So, this was
08:34a volunteers count sponsored by a credit union up in Spokane. $30,000 sponsorship. They just simply
08:41asked people to submit really great volunteers in the community that were doing really great things.
08:46So, think about those different things right now. I will tell you, hometown heroes, healthcare heroes,
08:52teachers, volunteers, charities, all huge. Or something like this. This was an insurance company
08:59as well. They did a community over crisis gift card giveaway. This is such a great opportunity for you
09:05guys right now. The insurance company actually went out and bought gift cards from local businesses
09:11to support those local businesses. And then they did this really fun sweepstakes. So, they just gave
09:16away the gift cards and then asked a couple lead gen questions at the end. And that's really the key.
09:21And we will talk about this a few times throughout this, asking the right questions to get the right
09:27information. So, if I'm an insurance company, I want to ask questions like, do you have a current provider?
09:33Are you happy with your insurance service? Things like that. What are the things that that
09:37company wants to know about prospects? And then you all can ask those questions and uncover that
09:43information and get them some really, really great, hot, qualified leads. Here's another version.
09:49This was celebrating local businesses. So, just tell us about a great local business in your community
09:54sponsored by a credit union. And then at the bottom on the form, they again asked a question.
10:01If a financial institution could help you save money on checking and savings, would you switch?
10:05Yes or no? It's so simple, guys. They had 220 people that participated. I don't remember the total
10:11number of how many people opted in. But they also generated $30,000 in revenue from that credit union.
10:18And then finally, love this, love, love, love this. These guys are using our national sweepstakes that
10:25you all have access to. And they are turning them into, they're selling them to local advertisers.
10:30This one was sold to a credit union. They did the $15,000 sweepstakes at the end of the year.
10:36They asked very simple questions. Would you like to purchase a new car in the next six months?
10:40Because they wanted to promote auto financing. So, what are the big things that that financial
10:45institution wants to promote? What are the things that are top of mind for them? And then including
10:50those things in your lead gen. What's the most significant barrier to switching financial
10:56institutions? Are you considering buying a car? Does your credit card offer a low rate? I mean,
11:01these are the types of things that banks want to help with and this is a great way to do it.
11:06Okay, so we're going to keep rolling because I want to make sure that we have time for everything.
11:11Let's talk healthcare. And after we get through these three categories and we go through some ideas,
11:15we're going to talk about really how to pitch this and who to talk to and all that good stuff. So,
11:19stay tuned. I know I'm going fast, but I promise we will have plenty of time. And if you guys have
11:23follow-ups, I'm happy to chat more. Okay, so healthcare, we're talking hospitals, we're talking
11:29specialists, anything like dental, orthodontic, hearing, LASIK, clinics, urgent care,
11:35all of those different categories. And I will tell you, these guys, especially that specialty
11:40healthcare, they are spending right now because they had a lull. They did not get to do as much
11:46as they wanted to last year. So they've got some budget and they need to drive business and they
11:50are spending money. They want to drive leads for new patients. They want to retain their existing
11:56patients because again, there's a bit of a land grab here. They want to capture email because they
12:00want to be able to communicate with these folks and engage with them. They also want to know demographic
12:05information, positive experiences and branding and community presence again for healthcare.
12:11So let's look at some healthcare ideas. This first one, here's the bottom line, guys. If you are a,
12:17if you are a OBGYN or you are a child pediatric dentist or you are anything focused on children,
12:23running a cute baby photo contest, as silly as it sounds, is the way to find their parents.
12:28Um, so, you know, we've seen this for pediatric dentists. Like I said, we've seen this for banks.
12:33We've seen it for car dealers. We've seen it for anything. If you want to find parents of young
12:37kids, you ask for baby photos. Um, we all have them. So this one was really cool. Simple,
12:42cute baby photo contest, but simple question. Are you looking for a new OBGYN? You know, so 46 people
12:49in Peoria said, yes, I am actually looking for a new OBGYN. So a $3,500 sponsorship for that OB
12:56with 46 hot leads to turn around and talk to and try to get to come over to their practice.
13:03But I think that the real key here with this kind of thing, and this is a really great example. And
13:08this is one, if you guys have been with second street for a while, which I know you have. So
13:12if you've been coming to our webinars, you've heard us talk about hearing aid giveaways for years.
13:16They keep working and we keep seeing new iterations of it. Um, so the bottom line is,
13:22if you want to find someone that has hearing issues, you give away a hearing aid. If you want
13:26to find someone with vision issues, you give away vision glasses or contact lenses. If you want to
13:31find someone that needs, um, you know, orthodontic work, you give away orthodontic work. So this is
13:38going to qualify your entrance off the bat. And then in addition to that, you're asking lead gen questions.
13:43So for this one, they gave away hearing aids, which already qualifies the entries. They also asked,
13:49do you or someone you love have hearing issues? Do you plan to purchase? Do you plan to finance?
13:54Would you like to hear from us? Would you like us to call you? 42 people of the 112 entries said,
14:01yes, please call me. I want more information about hearing aids. 42 people for a $5,000 investment.
14:08Test your Medicare knowledge. This was another one. This was actually sponsored by Medicare,
14:14by the Florida blue Medicare group. Um, these guys did this because they wanted to educate,
14:19but they also wanted to find folks in the community that needed this information that would be eligible
14:25for it or that they could target or they could market to. So thinking about who, what is the category
14:31and does the category lend itself to education? Quizzes are a great way to educate folks in a fun
14:37sort of engaging way. And this was a great example of that. Plus it was a $60,000 investment. It was
14:43part of a bigger buy. So this was part of a, a larger campaign. None of these really are one offs.
14:49These are all part of a, you know, three, six, nine months campaign that runs that you guys can really
14:55increase the engagement and obviously charge more because you're giving them more promotion, um, for these
15:02next up back to school smiles. Again, you want to find parents of kids. You ask them to send
15:07in pictures of their kids. Um, this was a really great one. This was a back to school smile photo
15:12contest sponsored by a dental office. They had 265 entries, but then 5,000 votes and they had lead
15:20gen questions. Are you interested in an offer for discounted cleaning and fluoride? Do you have a
15:25family dentist? Would you like to hear from us? 470 people said they were interested in an offer for
15:32discounted teeth cleaning in Jasper, Indiana. So one 470 people. If the dentist turns half of those
15:41people into customers, they've got their investment back. So think about the way that you can, you can
15:47attract these, this right audience by giving away the right prize and then asking the right question.
15:52And then again, as soon as they check that box, it says, yes, I would like to hear from Wagner family
15:58dental. The Wagner family dental folks get an email. So those leads are going right in. Now you guys
16:03should still be following up. You should still be checking in. You should still be making sure
16:07they're following up with those leads and get those results, but they're getting those leads in real
16:12time so they can reach back out to those folks. And then finally for healthcare, um, this was a see,
16:18see Michigan more clearly quiz. This was actually really cute. They took a bunch of Michigan landmarks and
16:23blurred them out, um, to show you that you might need glasses and have some fun with the fact that
16:28you may have some vision issues. Um, it was sponsored by an eye care center. They asked you to identify
16:34local places, but you also were entered to win a LASIK procedure and a golf getaway. So it was a little
16:40bit of medical and it was a little bit of fun. Um, 650 opt-ins for the advertiser on this one. So guys,
16:47remember all of these categories want email because they find so much value in email marketing now.
16:53So you can go to them and not only say I'm going to find people in the market to purchase
16:58and I'm going to tell you when they're going to purchase and I'm going to tell you how much
17:01they're going to spend because I'm going to ask all those questions on the form. I'm also going to
17:05help you build a database so you have that to talk to them in the future. So that's really what you
17:10want to think about is those different pieces that are going to put this all together
17:13to really create this amazing opportunity for your advertiser.
17:17Okay. And then home improvement. I will tell you this category is exploding and I'm sure y'all know
17:25this. I'm sure everybody and their brother is telling you, but it is exploding and we are continuing
17:30to see so much money come from this category. Decking, garage, anything outside right now,
17:37guys, is just going through the roof. HVAC, kitchen and bath, lawn and garden, roofers, deck, anything like
17:44that because these folks rely so heavily on leads. They need leads and they need to keep their pipeline
17:52full because they're going through those leads. So they've got to keep bringing in new leads and
17:57they've got to understand those leads. So it's not just the opt-in, it's not just the database,
18:02but it's also knowing if that person owns their home, if that person's planning to make an investment
18:08in their home, when they're planning to make it, how old the item is that they need to replace.
18:13Those are all the things. And then finally, education. This is a huge one. As someone who
18:18is dealing with roof issues, knowing when I should be having my roof checked and when we should be
18:24replacing, those are the types of things you can educate on with promotions in this category.
18:30So a few examples. Another one that continues to be huge is solar. Now I'm showing you this for two
18:37reasons. One, because I think for three years now we've been getting a steady flow of wonderful,
18:42wonderful successes from this category. This is a really big investment, but it's also an investment
18:48that a lot of folks need education on. So what is really great about this category is that you can
18:53do a quiz and a sweepstakes and create a longer run campaign. So you can have a quiz run to educate
19:00folks. You can do spots, you can do digital, you can do email, and then it can culminate with the sweepstakes
19:05and a giveaway. This one in particular, they gave away a solar system, 1600 leads for the advertiser.
19:13So the advertiser spent $19,000 in revenue. They spent $19,000 at the station. They asked very simple
19:20questions. Have you considered purchasing? How would you rate your knowledge of solar panels? What is your
19:25top reason for going solar? You could also ask questions like, do you own your home? What is the
19:30material of your roof? Because you've got to attach solar panels to a certain type of roof? Those are
19:34the types of things you guys can ask. And because you're giving away a really great prize, people
19:39will answer these questions because they want to win. And this will also weed out those folks that
19:45aren't homeowners or don't have interest in solar panels. If you were just giving away a Visa gift card,
19:50you're going to get a whole bunch of people, but you're not going to get qualified leads.
19:54You're not going to get 1600 people that qualify for all this information. So I show you these because
20:02one, these are things that can work for any category. We're going from solar panels to termite treatments.
20:09Lawn care is huge right now, guys. So whether it's a send us a picture of your ugly gross yard and we'll
20:14make it over, or it's enter to win a termite treatment, or it's just enter to win lawn services,
20:20these folks need leads and they need to find homeowners that are in the market to hire someone
20:24to do their landscaping and gardening. This one had 186 entries, 142 people opted in, and 24 people
20:33said, yes, call me right now. And they asked, do you own your home? Have you ever had an issue with
20:38termites? Does your lawn have an irrigation system? Are you in the market to purchase? So these are the
20:43important things, guys. So 24 of those 142 people said, yes, I'm in the market to purchase. Call me now.
20:49Another use of quizzes. This is one that I want to say has been replicated in probably 30 markets. So
20:59if you have not done this yet, this one works every time. This was for a furniture store. It was a
21:04what's your home decor personality. This most recent iteration is from here in St. Louis. And they did a,
21:11you know, you just answered simple question, which bedroom set do you like? Which dining room set,
21:15living room, kids' furniture, kitchenette? But they used their own products. They used their own stock
21:21photos from the showroom and then asked, do you hope to purchase furniture in the next 6, 12, or 18
21:26months? And for which room? So by the end of this quiz, you know what I like because you know how I've
21:31answered all the questions. You know when I'm going to purchase and you know where I'm going to purchase,
21:35which room I'm going to purchase for. They had 764 entries, but 550 of those people opted in to get more
21:42information from Carol House Furniture. All right, I'm going to breathe in a second. Two more HVACs.
21:49Guys, if your HVAC is another huge, huge, huge category. This first one, simple, simple questions.
21:55How old is your current system? How much is your monthly electric bill? Why did you enter this contest?
22:00Are you a homeowner? $10,000 buy from the advertiser, plus they gave away the prize,
22:07which was the free AC system. This one had 1700 opt-ins for that service company in San Antonio.
22:14And then this next one was in Fort Wayne. This is from our friends at Federated. They did a send us
22:20a picture of your ugly air conditioning unit. Now, if I am taking the time to go look at my air
22:25conditioning unit and take a picture, I want to win a new one. So they asked questions. When was the
22:32last time you had your unit serviced? Do you have a current HVAC provider? Do you have a current go-to
22:39HVAC provider? Who is it? And what are the factors you consider when choosing a service provider?
22:4538% open rate on that thank you email with a 20% off coupon, 75 opt-ins for the sponsor. And this
22:52campaign started them on this incredible track to a $25,000 annual buy from this advertiser.
22:59All right. So let's talk about selling these real quick. So first and foremost,
23:07you want to customize that registration form, guys. You want to make sure when you're talking
23:11to your advertiser that you are asking the right questions on that form. So you've got to select
23:16the right prize. And we'll talk about that in a second. But you've also got to customize your
23:20promotions. So make sure you're asking questions that they need to know the answer to to qualify their
23:25lead. Make sure you're asking the right questions and not too many. We try to say three to five
23:31max. I would encourage you to stay around three. If you need to do more, you better have a really
23:37great prize to incentivize me to give you all of that information. You can also incentivize sharing,
23:43you can offer extra chances for everything from downloading an app to watching a video.
23:48So there's a lot of great ways to incentivize folks. Make sure you are bundling. This should not
23:54be a one off. And oh, please, goodness, don't make it added value. There is incredible value to what
24:01you guys are doing here, the leads you're providing, the database you're providing. So this should be show
24:06value. You should make this part of a larger campaign. Don't go sell a whole bunch of one offs,
24:11go sell them a three month deal that includes this lead gen campaign. So they get all of the great stuff that you
24:17have to sell plus the leads and all the other good stuff. Make sure you have the right prize.
24:24If you want to find homeowners in the market for a new HVAC system, you give away an HVAC system.
24:29If you want to find parents that need a pediatrician, you do a cutest baby photo contest and you give a
24:37prize that's going to attract that audience. So think about the prize and how that will drive the
24:42appropriate audience. And then one more time, because I just can never say it enough prices
24:49appropriately. Like I said, there is tremendous value in everything that is included in these
24:54campaigns and in your ability to drive these leads. So make sure you are pricing these things
25:00appropriately for your advertisers and for your station. Guys, this is not something you should be
25:05giving away. And we have tons and tons of resources, downloads, and I'll show you a couple of them real
25:10quick on the lab. And if you are not familiar with the lab, it's lab.secondstreet.com. It is a one
25:18stop shop for everything you could possibly need promotions related. Feel free to sign up for the
25:23newsletter. You can watch webinars, you can get case studies for a lot of what I just showed you,
25:29but you can also download sample one sheets and you can get some tools that will help you get there.
25:35So you have access to all of this stuff. You have access to all of these things. And I really
25:39encourage you to take advantage of all the stuff you have access to because it's going to make a huge
25:44difference for your advertisers and as you guys start selling. So with that, I will put my email
25:51address back up and I will also go look and see if we've got any questions. Hold on. Stay with me, folks.
26:01They've got me using a new computer and it's not cooperating with me.
26:10All right. How does the client receive the lead once the quiz is entered? So once the quiz is entered,
26:17and if you're referring to hot leads, once that checkbox is done, once they click the box,
26:24they are saying, yes, I want you to send my information to the advertiser. The advertiser
26:29gets an email and from that email, they can click to log into a secure portal on our site where they'll
26:34see all that information. So we do not send the information via email. We send them a link and then
26:39they can log in to our site to get that information. Liz, we have one sheets for,
26:46that we, not one sheets, we have a deck that will be given to the clients that shows them exactly how
26:52to access that. Your DPDs have that at the local level and we have one for you as well to show
26:57the sellers how to speak to their clients about it. Amazing. Thank you. Someone asked,
27:05what is the typical run time for a contest like these? You know, I would say that these should run,
27:10you know, depending on the size of the prize. So if you're giving away an HVAC system, I would run it
27:15three to three to five ish weeks. If you're giving away a smaller list bill, you know, $50 gift cards,
27:22we usually say seven to 10 days. You also want to coordinate it with your, your flight schedule.
27:28So when are you running their spots and when is, when is the appropriate time and when can you drive the
27:32most engagement? Um, lead gen hot leads, should they be priced at a premium? Uh, there, yes,
27:41there is a ton of value in this. So, um, what I would encourage you guys to do is when you're
27:46building out these packages, I wouldn't itemize things. I wouldn't make this look like a la carte
27:51menu. I would just say for X amount of dollars, you get all of these things. You get three lead gen
27:57questions. You get hot lead functionality to have your leads delivered in real time. Um, you get X
28:02amount of spots. You get this, you know, everything that you're going to get for X amount of dollars
28:08instead of really kind of calling to calling out all the different values. What we see happen when you
28:13do that is that, you know, advertisers think they're fine and they'll just figure it out and
28:18they'll drop things off. You want this to be an inclusive bundled package.
28:22Um, and then someone said, can you talk about email versus phone number when doing lead gen?
28:29I feel like we have more success when asking for email addresses rather than phone numbers when it
28:33comes to opt-ins. Um, I'm not sure I follow. So, so we always want you asking for email address.
28:41That's got to be the first thing you ask for. Some folks do want phone numbers because they want to
28:46reach out. Um, but I think you should always, always start with, with email address. But Jennifer,
28:51you stop me if I'm saying things I'm not supposed to. No, no, no. You're saying, I think, no,
28:55I think we're on the same page. I think that the one thing to note when you're asking the great news
29:00about the software that we're using guys and gals is that the list, we're being incredibly transparent
29:08with the consumer. They can actually click a link that says, here is the exact information that's being
29:13provided to the, to your client. Um, so that they can choose whether they want to opt in or not.
29:19So I always err on the side of what is minimally required to get them to opt in and then develop
29:26the relationship. So to that end, um, I agree with you, Liz, email is always the lowest barrier of
29:34entry. You can absolutely, um, share and require a, or ask for a phone number. That may be something that,
29:43um, is a deal breaker for whether they're going to opt in or not though. Um, I think it's a really trial by
29:48error, but I believe that agree with you, Liz, that email is a good, great place to start the
29:54relationship as if you were in a relationship with somebody, you wouldn't immediately meet
29:57them the first time and ask them for everything. Hi, I'm meeting you for the first time. Can you
30:01literally give me all your details? You might just say, Hey, why don't, you know, we could just,
30:06why don't you text me later? So I love that all of our analogies go back to dating.
30:11They do pretty much. It resonates. Um, okay. Last question, follow up, giving phone numbers to
30:20clients. If the entrances were sharing their phone number, they might be more weary to share it.
30:26Opt in totally fair to Jennifer's point. Your, your average, your, your listener is opting in to share
30:34exactly what they're you're telling them exactly what they're sharing. But yeah, I think, I think you're
30:39right. And I think sometimes people get a little skeezed out by getting a phone number right away.
30:44You may want to ease in as Jennifer said and start with email.
30:50All right. I know we went two minutes over and I'm really sorry. I talk a lot.
30:54Um, but Jennifer, is there anything you wanted to add or anything else you wanted to say?
30:58Oh, great, great ideas. Um, please reach out anybody on the call. Um, we're here to help any way we can.
31:04Um, I'm available to help you brainstorm. I had a great call with Ashley and the team in Vegas
31:09yesterday and Erica and I are here and you're, of course, your DPDs are here to help you, um,
31:15at the local level, really create programs that align with the brands and help your clients achieve
31:21their marketing objectives. So we're here to help. Awesome. Well, thanks guys. And I'm always here too.
31:27So if there's anything we can do to help, let us know. And I'll send, no one asked, but I'm going
31:32to say it anyway, because we always get this question. Jennifer, I'll send you the deck in
31:35the recording and then if anybody needs it, we can get it. Great. I'll, and I will put that in the
31:40Beasley Academy for everybody. Awesome. Thanks guys. Thank you. Bye.