How To Close More Sales with Messaging & Math

Caleb Agee 0:00
This is your only chance I’m not coming back around. Yes, the pressure washer is right here. And so there’s a little bit of that, that speed, we would put that in the today customer category, right? Yes, price, speed and convenience. He just offered all three to me in that moment, absolutely and and if I don’t want it, if I’m not ready to buy, that’s fine. But he gave me all three, uh, answers to a today customer.

Brandon Welch 0:27
Welcome to the Maven Marketing Podcast. Today is Maven Monday, and I’m your host, Brandon Welch with Caleb Agee, and that is a fancy, fancy shirt you have on there. Oh, thank you.

Caleb Agee 0:39
Yeah, it’s a limited edition,

Brandon Welch 0:41
an official issued Frank and Raven t shirt. Yes, I also was given one of those. Yeah, tried it on. 10 pounds of sugar in a five pound bag. Man, you wear it very well, though. Well, thank you, and I will stitch to my cool button ups for the summer.

Caleb Agee 0:57
Yeah, if Hey, I’m gonna throw something out there. If you send us a question, this is a little early to be doing a call to action, but we’re gonna go for if you send us a question in the next week, we will give you a free shirt. So send us your question your size. Yeah, it’ll be a slightly seems pop. No, we’ve got a fresh one we can give you unless you really, really want the one that smells like Brandon. I mean, yes, I don’t know. Hey, up to you. Put in the notes. We’ll see if, if it goes what it goes for on eBay. But this, this is

Brandon Welch 1:28
the place where we answer your real life there’s something wrong with you. This is the place where we answer your real life marketing questions so you can eliminate waste in advertising, grow your business and achieve the big dream, the big dream? Yes, and I did that without looking at the paper. Yeah. We’re dropping a new episode every Monday where we answer real life marketing questions from business owners across the US. And we have some really cool questions today, don’t we? Yeah, before we

Caleb Agee 1:53
get into that, can we just stop and acknowledge what’s your big dream? What is your big dream? So you’re driving to work right now. You’re on your run. Like to think somebody’s running right now, listening to this, when’s the last

Brandon Welch 2:05
time somebody asked you that question? When’s the last time you asked yourself that question? Yeah, we don’t, we don’t go back to that enough.

Caleb Agee 2:12
Yeah. I think it’s easy to get lost in the in the weeds of the day to day and forget why you’re doing it.

Brandon Welch 2:18
My friend David Turner, who owns a fantastic company, went on a little bit of a rant yesterday. He saw this quote about nobody ever said on their deathbed, I wish I’d worked another hour. And he had just such a great response to that. It’s like, if you are thinking that you’re in the wrong job, the big dream is all about a purpose driven life. We talk a lot about that with our team. If you’re a client here, that’s the very first thing. We drill and drill and drill on. What are you actually trying to make happen? Yeah, and that’s the foundation of all good marketing. That’s the foundation of all good companies. That’s a foundation of all good life efforts, right? Yeah, yeah. So

Caleb Agee 2:59
wow, it’s about putting money on the board. You’ve got a thin damn purpose, yes, but there’s a bigger dream behind it. It’s why you probably why you started this whole thing. So

Brandon Welch 3:10
there’s some big dream questions the back of the Maven marketer, we’ve plugged all that enough by now, haven’t we,

Caleb Agee 3:17
yeah, but I think the good stuff never goes away, so we’ll

Brandon Welch 3:20
get back. This is all about getting you to the good stuff. Oh yeah, Spencer is most definitely trying to get to the good stuff. Yes. And today

Caleb Agee 3:26
we’re really talking about the messaging and math of sales. So that that is, we’ve got two kind of segments that we’re going to work into. It spins off of Spencer’s question, so we’re going to dig right into it. Spencer’s probably,

Brandon Welch 3:41
he’s 1920 years old. Yeah, he’s a he’s been knocking down the big dream

Caleb Agee 3:45
at a university, and he’s got a good question here, so I’m gonna read it for you. Hey, Brandon, I’m reading your book. Thank you. Thanks, Spencer, it’s the Maven marketer. You want to pick up COVID on Amazon. Grab it. Oh, Brandon, you can hold that. There we go. It’s really good. Thank you. And I have some questions. I run. Spencer says I run a pressure washing business in the summers. I mostly get business from going door to door and talking to people. Can we talk about real work? Right there, pressure washing and door to door sales, the

Brandon Welch 4:16
number one indicator of good character and strong men is, did you work in a pressure washing business when you were

Caleb Agee 4:22
Spencer’s age? Yeah, I know a couple of guys in this room that might have done. I did, yes, yeah. I don’t know if

Brandon Welch 4:27
Mr. Camera guy did, but I did, and you did, and that’s really all we need to know. Yeah. So

Caleb Agee 4:31
I was wondering if you had any tips for using the Maven method for selling my pressure washing services door to door. I’ve been pretty successful so far, but still get so many people who say no. They usually say no right after I ask them the question. So here’s his pitch. He’s got a pitch. He’s got a pleasure. He wrote it out for us. Hi. My name is Spencer. Spencer, excuse me, he knocked on your door. You opened it up. You get this? Grinning. My name is Spencer, 19 year. Old smiling at you. Hi. My name is Spencer. I’m trying to save some money for college. I’m a pressure washer. I just did one of your neighbors driveways. Do you know the last time your driveway got cleaned? There’s the question mark. That’s where he said they fall off. Okay, we’re gonna log that away. Here’s the rest of the pitch, if they let them, if they don’t slam the door. Yet, it’s recommended to get it done once a year to get rid of all the dirt that builds up over the winter. Any other company would charge you about blank. I’m gonna do it right now for probably a lot less. So let’s say $500 I’m gonna do it for 200 today. 250

Brandon Welch 5:34
Awesome. Okay, man, I have a couple things to say. So one is huge props to Spencer, the fact that a he’s building his own business this young, the fact that he is hustling driveway to driveway, yeah, pulling stuff out of thin air. So much respect already. And I know a lot, a lot of sales professionals, like a ton of sales professionals, that’s the kind of the world we live in. Yeah, I don’t know any of them who are being this critical about their own script. Usually that’s somebody above them trying to, like, you know, feed them into some submission. Yeah. And Spencer’s going, what is the quality of my message here? And that is, like, just by asking that alone, you’re like, miles ahead, right? Yep. So thank you for asking the question Spencer and he asked within the context of the Maven method. So we’re going to go through that, I’m going to answer it as asked. Answer it as asked, and let’s just jump right into that. And Spencer, I’m going to give you a little tough love, because you asked for it, right? Yep. So quick review of the Maven method. Who are you talking to? What are their needs, pains, hopes and fears? How does your product fill those needs? Pains, hopes and fears, and what is the most reasonable next step for action. You use that in any email, door to door script, add website language, use that process, and you really intimately and slowly answer those questions. You’re going to win. Yep. And so the first one is who you’re talking to. And why do we say that is the foundation? Because if you start talking in the form of a sales pitch, you will sound like a salesman. Yeah, if you start talking in the form of an ad, you will sound like an ad man. Nobody likes either of those things. What you want to do is sound like a human being. And if you and I didn’t know each other and we decided to go to coffee and we just sat down to introduce each other. What would I be doing leading up to that coffee meeting, as somebody was an introduction

Caleb Agee 7:27
to you? I mean, trying to learn, learn about me. Yeah,

Brandon Welch 7:30
I would be, I would be, if I’m any sort of decent human being, I would be thinking about Caleb. Yeah, who is Caleb? How old is Caleb? What does Caleb do? Is he have any kids? Does he like to travel? Does he like sports? Does he like whatever? It doesn’t matter what I like, I’m naturally, we’re doing this. And then you’re pulling for a connection. You’re looking for a connection, yeah, and so Don’t bury your connection. And so if I’m Spencer, which, by the way, the beauty here is he is the marketing and the sales guy. Usually those two things have to work really hard, and knocking door to door will make a man out of you. Let me just say that, like, this is not easy stuff. Anybody who’s done that knows that. But the beauty of it is that you get to test the ad and test the sales pitch all at the same time, like the same three minutes. And so he’s getting some really cool Intel here. And if I were sharpening both pitches, I would say Spencer, you’re wanting to kind of nuance this as you’re walking up to the door. What clues can you get about who this is, is it going to be a young, middle, aged or old person answering the door based on the context clues of the neighborhood? Yep, based on the kind of car they drive, based on what flag is or isn’t hanging outside, yep, based on how clean the yard is, all these things. Yeah, and I’m probably just putting in my mind, am I talking to my grandma, or am I talking to my mom, or am I talking to some retired military guy, or am I talking to whoever, right? Yeah, or my wife, right? And I’m, and I’m, I’m parlaying that also with what am I seeing about the home? Do they have a particularly well kept yard, and so can I put in something there that’s about them and the beauty of their home, or do they look like somebody who doesn’t really care a whole lot about the way that their house looks? Yeah, and then I might position that as more of a, you know, saving money sort of thing on the maintenance side of things. Yeah. I’m using the best context clues, and you’re using everything you have available to you part of town, bumper stickers, if you can peek at them and you’re looking to make that connection, just like I would with Caleb Fest in a coffee Yeah. So then needs pains, hopes, hopes and fears. Now, when you’re a direct response, what we call today customer mode, which he’s looking for today, customers, people that’ll say, Yes, wash my driveway, right? It’s all about needs pains, hopes and fears are related to the product, and so why would they need pressure washing? Where have they come up against pain in their life? And if there’s a big mistake here you made, Spencer is you started your entire pitch and you continued with your pitch with my name, I’m trying to I’m a pressure washer. I just did. Do you know how much it was last time you got your driveway clean? It’s recommended that you get it done. You know, it was all about you and your product, not about their need, pain, hope or fear. Yeah. So if I see somebody who’s got a really well kept yard, I’m going, man, you have a beautiful yard. Could I help your driveway look that good? Yeah, I validated them. Need, pain, hope or fear. Was they have a beautiful yard? They their hope is that their house looks beautiful, obviously, because they put the effort into it driveway to match. Yeah, and if, and if I see somebody whose house is run down, their pain might be my house value is not as nice as my neighbor. So I’m gonna say, Hey, I did your neighbor’s yard, but I think your house deserves to look as good as theirs. Or maybe there’s something utilitarian about the product that’s like, did you know that driveways that get cleaned last 10 years longer than ones that don’t? Yeah? Because what I do is I remove the toxins and all the things that are breaking your driveway down so you’re looking for that need, pain, hope or fear, and that lifestyle and that human being you can connect with. And if you just put that in your psyche instead of that, my job is to ring the doorbell and get a yes, you will automatically have a better conversation. Yeah, you’ll have a better connection with them. You will share values. They will like you. What’s the number one secret to making people like you?

Caleb Agee 11:08
Ask questions or about them, about them? Yeah, make

Brandon Welch 11:12
it about them. Yes. So I’m picking a different need, pain, hope or fear. Spencer, it’s not that I just did one of your neighbors driveways, probably, or it’s not, the last time I got my driveway clean. I don’t care. Nobody said the answer is no.

Caleb Agee 11:25
When you ask, yeah, do you know when the last time you got it cleaned was 99% of the time it’s going to be No, I don’t know. And you don’t want in a sales pitch or in marketing for somebody to start saying no, yes. You can get them to nod their head yes, all the way through the process. That is where you win. If you’re if you say you love your yard, you take pride in it, yes, yes, and they’re nodding, and we’re saying you and so there’s a lot of value in the best

Brandon Welch 11:50
sales advice I ever got was from my grandpa, who was the best relational salesman the world has ever known. Yeah. And that was his thing. He said, Whatever you ask them first, it needs to be a yes, and all the better if you can get them to say yes to something three times. And it could be about them Cardinals could be man, this weather’s rough, or, man, this weather is good, or, gosh, golly, ain’t great to be alive, right? Yep, but you’re wanting to get to that connection. That’s the that’s the whole point. About needs, pains, hopes or fears, yeah. So I might go like I said, about either the longevity the driveway, because just doing a little bit of research, what I found to be true is that mildew and mold produce like this acid, and it breaks down concrete. Yeah, and that’s really expensive, and so by the time you’ve got a driveway that’s been around for 10 years, it’s got a big crack in it, yep, start deteriorating. 10 more years, it’s crumbles. And that’s like a, that’s like a $10,000 ordeal. Yeah, it’s a big deal for a driveway. I just got a little patch of concrete at my house. It was significantly more than I thought it would be. So anyway, that’s what you want to do, Spencer, and then then you’re just quickly going to that. How does my product satisfy? And I would go detail, I would, I would demonstrate a little bit of expertise here. Say, first, what I do is I remove all toxins from your concrete, and then I put a exfoliating detergent on it. I don’t know what that is, if you do that, but yeah, you have something, right? Yeah. And what we do is we not only remove surface dirt, but I go down, you know, 120 millimeters below the surface. So I’m getting out the stuff that’s washed and built up over winter. Yeah. And we’re getting mildew out of your cracks and crevices, which is cost, which is what causes long term deterioration, right? Yeah, you gotta, you gotta talk about how it’s going to transform their life. How does it satisfy that knee pain over fear? Yeah? And then what’s the most reasonable next step for action? I think you had the right idea here, but I would put a little bit more reasonableness in it, because I know Spencer is trying to stack up cash so he can pay his next semester’s College, and that is so awesome. Yeah, my goodness. Like, cheers to you. Thumbs up. Fist bump. Oh yeah. But I’m saying, I’m using that to make them endear to me. And I’m saying, hey, because I’m a college kid and I have to go back to school here in a few weeks, I’m doing as many of these as I can, so I’m giving them a reason for the discount, and not just that. I’m young and I’m a punk, and I’m gonna do it for less. Yeah, that’s where I’m inserting that. And say, so, you know, I know a lot of companies charge like $500 but I’m trying to do these, as many of these as I can to pay for school next semester. So I’ll do it for 250 if you want to do it

Caleb Agee 14:19
today. Yep. A little bit of urgency there too. This is your only chance I’m not coming back around. Yes, the pressure washer is right here. And so there’s a little bit of that, that speed, we would put that in the today customer category, right? Yes, price, speed and convenience. He just offered all three to me in that moment, absolutely and and if I don’t want it, if I’m not ready to buy, that’s fine. But he gave me all three answers to a today customer. So

Brandon Welch 14:44
make the connection. Uncover a void. Fill the void. Give them a reasonable next step to take action. You will win. So Spencer, let us know how that revised pitch works. I reckon you got about a month or so left in your. Um, sales, pressure washer, sales, this summer. And you do that, we may even dial you in and have you on, in on the podcast, yeah, in a couple episodes. So kind

Caleb Agee 15:10
of the second part of his question was, I’m getting a lot of no’s still, so we just talked about how to improve the pitch itself, getting a lot of no’s still. And so I think we need to go back to what’s reasonable, what should he expect? Yeah, what’s the math of it? Yeah, in this situation, we’re gonna, we’re gonna cover Spencer’s math, and then we’re gonna go a little bit deeper, because I think this is, this applies globally. So real quick, let’s go to Spencer’s math. Yeah, real fast.

Brandon Welch 15:37
So the, so the thing you want to do, very first part of the strategies conversation you should have with yourself or any marketer is, what am I trying to make happen? What is reasonable? Okay, yeah. So we tend to think, oh, man, I did that 10 or 15 times. It didn’t work. And then we start to start this loop in our mind that this isn’t going to work, and then, therefore it doesn’t work. But a little bit of data I was able to easily find on lawn and landscape.com. I think is where it was. Yeah, says that out of 100 doors that you knock you should expect 2020, of them to give you the time of day, right? So 20 of them will So automatically, you’re setting your mindset for the next four are probably going to say no, but I don’t care, because I’m looking for that fifth one, or maybe by the averages, it’s the eighth one or the 10th one or whatever. But you know, 20 out of 100 or one out of five, right? Would say, Cool, I’ll listen to you. I’m not going to slam the door in your face. So set your expectation for that, and then three will say yes, or 15% will say, yes, 100 door knocks get you three sales. Yeah. So your game in your mind becomes, knowing that you’re trying to make this connection and pitch relatively quickly. But how fast can I knock 100 doors? Yeah? And if Spencer charges 250 a piece every 100 doors is 750 bucks, right? Yep. And can I beat that average? Right? So, but that’s a benchmark we’re setting. What is, what is reasonable, and you can do the same thing in advertising, but, but really, instead of this, like, frustrating reality that, oh, I tried it and it didn’t work, it’s what part of the of the pitch, or what part of the ad equation, what some people would call a funnel, is broken. Yeah, it’s not that the whole thing is broken. Yeah, it’s either, did your ad, in this case, is Spencer’s first part of his pitch, ring the doorbell. Did that ad get the attention? Get the attention? Did they slam the door in his face? And if, if they slam the door in his face, then it’s not the whole thing, it’s not the whole neighborhood, it’s not the whole business. It’s that his intro was wrong. So go back to that. Who am I talking to? Work on your connections. Work on your conversation starters or so. It wasn’t the ad. Was it the conversation to get them to the appointment. If you’re in the world where you’re generating leads and you’re going, you know, I generated a lead come into my inbox or it came, you know, via phone call to my business. Yep, was the person answering the phone on their game? Yeah, did you get the call but not set the appointment? Because that’s a huge part of the equation, big part. Very often in our sales conversations with our clients, and we’re asking them revenue numbers, we we see their P and L, we see everything that’s going on our client’s business. And when they go advertising is performing underperforming. We go, Cool, maybe it is, but let’s check the other spot. So yeah, did we get the calls? Yes, then let’s go to the next thing. It’s the person answering a phone. And what you often find is, well, she was on vacation last week. Our main, our main person, you know, he had to go to his kids baseball game or tournament

Caleb Agee 18:41
or something, or they hired somebody new that’s splitting the phone calls, splitting

Brandon Welch 18:44
the phone calls. Or sometimes somebody’s just not doing their job, and so you got to go say, you know, it’s great idea if you can record them, if you’re at that level, but you’re having them keep a log about what the conversation was. Because if they call and say, do you do this? And you say yes or no, and that’s all you do. Then it’s like, meh, yeah, you got to engage. So tell the person answering the phones also go through the Maven method. Who are you talking to? What are their needs, pains over some fears and people need validation, yep. Validation, validation, validation, empathy. Secret to marketing, right? Yeah. Then what could happen is, this could be a business ops question, did the appointment keep on the schedule, or did it cancel? That happens a lot of times. Does? Sometimes you don’t have enough opening in your schedule, and so you push them, you know, week or two out, and the competitor gets there before you do Yep, they make the pitch and they steal it. You gotta strike while the iron is hot. Gotta strike while it’s hot, so faster you can get to them better, but also, can we do like, three or four touch points? Imagine if the person who said, Cool, I’ll let you come out to my house and give me a sales pitch, or I’ll show up at your office and you can give me a consultation if you’re in a professional service business. Imagine if between that point and the time they show up at your office, you send them an email. People thanking them for the opportunity. You sent them another email with some testimonials and some things they need to be thinking about, and then maybe you drop them a handwritten note in the mail, right? Yeah. Like, how can you increase that authenticity? Because the person who has the most trust wins, yep, and you’re looking to make them like you, long before they had that pitch. Then we get to the sales pitch. And this is the this is the fun one, because sometimes all three of those people have done their jobs, and then the sales guy screws it up. Yep, sales girls never screw it up. They always do better. Yeah, the sales fella gets there and he’s either not validating again, back to the Maven method, back to message, and it becomes a benchmark over time. So you can see, hey, on my best performing months or times of the year, what’s like? Really good. And in home improvement, we often see the math that about 70% of the lead should set to an appointment, but let’s just say that’s really high. Let’s just say it’s 50% Yeah, let’s say I paid $100 to get this lead into my inbox or person to call me. Yeah, half of those set to an appointment. That means I’ve got a $200 investment to this appointment so far. Yep. And let’s say, you know, 100% of those percent of those appointments stick, then I have a 50% close rate. Well, I’ve got $400 to get a client, right? Yep, that’s good math, right? For most people, especially if you’re selling something like a roof, that’s, you know, 1220 12 grand, right? 12 grand. If you’re selling power washing, and it’s, you know, a bigger job. That’s probably why Spencer doesn’t want to advertise, because he’s, yeah,

Caleb Agee 21:46
not wanting to do this math and figure out that this wouldn’t be profitable for him, right? But So,

Brandon Welch 21:52
but, you know, anything that’s a two or $3,000 average ticket or more advertising can start to work like that, like it’s pretty real numbers, yeah, three to $400 per closed sale can happen if you’re doing this, right?

Caleb Agee 22:04
Yeah, I want to, I want to put a caveat here, because, yeah, a lot of times what marketers miss is they take it to the marketing level, right? I I built a good website. I built some ads that led to that website. I generated leads. Here you go, sales team, and you hand it off to business owner, like if you’re an agency, or to the sales team if you’re in house marketing, and then you maybe Peace out, I’m done. And the big thing we’re trying to do here, we are desperately concerned with marketing and sales holding hands, because if you don’t connect the two, you won’t know how they’re performing. And a lot of times, marketers, you’ll get really frustrated when you hear leads are bad. Leads are down. You look at it. No, they’re not down. We didn’t really change anything. We’ve actually had the same engine running for a little while. You don’t have any ground to stand on because everybody’s pointing fingers at you, and it seems like, yeah, you’re you’re at the beginning so, and you’re the one where the biggest cost is right. And then what happens is, you do some investigation. You start looking at, should you

Brandon Welch 23:12
should do something that will just start changing the ads right away? Yeah, worst thing

Caleb Agee 23:15
to do. And what you need to figure out is, where is this media, where in this process, the fall off is, yes. The other thing I want to say is this is really for today customers. If you want to measure results this tangibly quickly, that’s really a today customer equation. And we’re more

Brandon Welch 23:30
talking about Google and Facebook type yes, direct response medias where people can either be targeted that are likely buying. That’s how you measure Yeah. Well, today market, people

Caleb Agee 23:41
would call that like bottom of the funnel in different terms. We call it today marketing, yes, which is that today customer, they are ready to buy what you’re selling reasonably now or in the near future. So listen to

Brandon Welch 23:53
the episode we did a couple weeks ago called, is it traditional digital advertising? We talk a little bit about the today versus the tomorrow customer, yeah, and because if you add the tomorrow customer in the mix, everything gets sweeter. Takes a little while to work, but you’re talking about way better numbers than what we even just shared. But yes, thank you for clarifying that.

Caleb Agee 24:11
Yeah, if so, if you take that today customer, you take them from lead to appointment to sale in a matter of days, right? That’s where you want to check at each point, is everybody up to their numbers? Because a lot of times you hear bad leads, and really it’s the appointment set rate was low or absolutely and, and there could be another factor involved, yeah,

Brandon Welch 24:33
and you’re gonna have down weeks, and you’re gonna have even down months, and resist the urges to go, turn it off. You gotta go. Why did it not work? And is that a market condition, a human condition, a talent condition, a competitive condition, and ask the questions, and then you’re using the math to say, How far is it off and where is it off in that funnel. So quick review. What’s your cost per lead? What’s your percent percentage of appointments that got set from that lead? What is the percentage of appointments that stuck. Mm, hmm. And what are the percentage of closes you got from those appointments, right? Yeah. And measure those four metrics, and when one of them’s off, that’s that’s trickling down to the end result, which is, is my marketing working? Right? Yep. And then measure it against cost per acquisition. You should have in your mind, what am I willing to pay for a customer? Yeah, the roofing example gave earlier, $12,000 top line cost, probably 30% profit margin. That’s four grand. He’s gonna pay $400 for $4,000 in profit all day. Oh yeah, cool. Oh yeah. Last, last thing, if you want to improve the result of any of this, your math equation, there, the biggest thing that will improve is making it faster for the customer. So if you answer that lead within five minutes, you have like a 391% chance of better, better chance of closing them. Yeah, says research and then increase the frequency of the touch points, not only before the lead, but between the the lead and the appointment, and even from the appointment to the sales and the delivery. Yeah, so you don’t get cancelations. Yeah, because sometimes you can sell them, then they get cold feet, or, yeah, something they got insecure about, or whatever, you get a cancelation. So we coach our clients, they need to be talking to these people a minimum of 10 times between lead and, you know, sale and that could be a phone call, Hey, just letting you know everything’s good. Hey, I’m so thankful having the owner call. I’m so thankful having a handwritten note, sending a baked pie, some sort of gesture like you, you pick, yeah,

Caleb Agee 26:39
um, we do this in our agency. We do that. We do this a lot in our agency. I think a lot of times the just little hint here, the things we find the most success in are the unconventional things. Yes, so look for you mentioned a baked pie. I just heard somebody talking about someone giving a fresh baked bread. Yes, actually, I’ve heard that twice in the last week, a loaf of bread. Oh yeah, my carpet guy, your carpet you? You mentioned that somebody I had coffee with earlier this week mentioned his wife was handing out bread. I’m like, Why? Why not just

Brandon Welch 27:09
this guy? Talk about this carpet guy. He does a great job. Okay, I have four kids. We get our carpets clean often, and so this guy’s way more expensive than the other guys. He can’t recommend to us the first time, we’re like, wow, that was expensive, but he left fresh loaf of bread. I’ll never, I’ll never call another guy, because I like the guy. He comes and like his son works with him and his wife, like writes a little note, and they leave fresh baked bread. And it’s like, wow, yeah, that’s a, that’s a connection thing. That is who you’re talking to a human being. Every human being likes bread, so, yeah, yeah. Increase your authenticity, your frequency and your speed, and you’re going to have such a better reputation that’s going to pay off long term. That’s lead to people bringing you back to their friends and family. And man, that’s just a fun way to do business. Is just to wow people, right? And then going back to that big dream, your work becomes more than work, becomes a mission, becomes an impact, becomes a plus one, a feel good, a better life you’re offering the world. And that is what we’re all about, yeah? And I think that’s where we’re gonna land it. That’s it, right there. Thanks so much for listening. Give them a plug, yeah? If

Caleb Agee 28:16
you’ve got, if you have a question, we will send you a frank and Maven, swaggalicious t shirt

Brandon Welch 28:22
and wait, there’s more. And wait, there’s more. And a signed copy of the Maven marketer. We’ll give

Caleb Agee 28:27
you a copy of the Maven marketer. So send us the your questions to Maven Monday at Frank and maven.com and also be sure to like, subscribe, share these. This podcast we’ve we’ve seen a great response so far. Yeah, we are just going so thankful for everybody for sharing that it really helps us out with the algorithms to just help more businesses, yes, achieve that big dream. So real

Brandon Welch 28:49
quick, that question email address is Maven Monday at Frank and maven.com send us the question. You can also sign up for the email newsletters we’re sending out twice a week now, with lots of good stuff in there, that’s enough plugs, that’s enough podcasts. Thank you so much. We’ll be here everybody answering your marketing and advertising questions, because marketers who can’t teach you why are just a fancy lie. Have a great day.