Wake up, Buy Here, Pay Here people. It's a beautiful day. Go grab yourself another cup of joe and say hello to Jim and Michelle Rhodes on the Buy Here, Pay Here morning show. Take it away, you two. Good morning friends. Welcome back to the buy here, pay your morning show. Happy Friday. We're still in tax refund season. Dealers out there are busy. We've been having a hard time getting them to a V eight meeting lately. So they're all running in different directions. And latest example was last night. We had a V eight meeting that we had to postpone just because people are going different directions. There are, They're at the auction or they're still working deals late in the dealerships. And so there's a lot of stuff happening. But a couple of quick mentions on our morning show intro that rolls there. First of all, we need to do an update. Michelle's really not involved. It still says with Jim and Michelle Rhodes. And Michelle is here in the studio, but she's not on camera. And some of you know she's pivoting. into kind of new things. And so she won't be involved in the morning podcast as much. And then that BHPH Nation TV stinger that rolls in there, that's Anna Maria Beck. She created that for us three years ago, I guess. And she's our guest today. So it gives you an idea of her talent. We've been thrilled to have her involved in our work. And so let me bring in Anna Maria. Here she is. Welcome, Anna Maria. Hi. Good morning. Good morning. I'm excited to talk to you about this topic today. You know, it always gets me fired up. There's a lot of meat on the bone here. A lot of stuff to talk about when it comes to leads and lead management. We won't run out of stuff to talk about today. We'll try to keep it to about thirty minutes. I actually did this morning, I pulled together some data that you haven't seen. I didn't have a chance to tell you about it, but I did a quick study of a single dealer of over twenty seven thousand leads across almost three years. So there's some data we can look at and talk about this morning that will be kind of relevant to the lead management side. Because our topic is this idea, are we getting junk leads? I mean, you talk to dealers, I talk to dealers who say that, you know, our lead channels are a problem. We're getting, you know, junk leads. There's nobody there. And so... While we know that can happen, one thing I can tell you, I did a little bit of research myself yesterday, and one thing you know this, Anna Maria, but it's like some dealers think there are bots out there. There are chatbots out there that are going out, lead forums on Facebook, and And according to ChatGPT, that just really doesn't happen. Like it can happen. The technology exists. But certainly where you live in Facebook, it is highly unlikely that you're going to have that situation. So I think we just want to help dealers understand these leads that they're getting that are not performing. They're not responding to a text or a phone call. Let's talk about those. Like what are you seeing? So we see a lot of leads coming through that, of course, whether it's the dealer generating these leads, whether it's us helping them generate these leads, whether it's specific salesmen that are trying to get out there and saleswomen out there to generate leads. So we see a lot of leads and we see a lot of platforms from Facebook to TikTok to Instagram. Listen, the best way I can sum this up when people say that leads are not working is The same leads that one dealer complains about, another dealer builds an entire business on. And at the end of the day, marketing is meant to create opportunity and at-bats. And what happens at the dealership after that, it's on them and their team and their processes themselves. and their procedures that they have put in place and they've trained on, their objection handling, their speed to lead, the dealership decides what happens next. And ultimately leads are definitely working. We do see that sometimes it is the marketing that's not working so well in the moment. Oftentimes we do see that it is the processes and procedures and the lead handling on the other side that could just be improved. yeah um so i got this um slide put together i'll show you in just a minute because i think it ties to some of the things you're talking about speed delete or is is a critical one that i think is something that we want to be watchful about and i think you touched on sometimes the messaging needs a little tweaking like the ad itself may not be performing and so you have the opportunity to analyze that and get in there and but i think what you know for today what i really kind of wanted to focus on is this idea that The ad worked. Somebody clicked the lead form. There is a lead with a name and phone number. And dealers are not succeeding in closing that. Let me get this thing teed up to share the actual tie-in. Let me explain, because I think this will kind of serve as a backdrop for much of what we're going to talk about here. So this is basically, oh, I need to do that format a little different. Give me just one moment. So what you're looking at here is an analysis of over twenty seven thousand leads across about a two and a half year period. So this is a single dealer. Processes would be the same software management of all this stuff would be the same. And that's why I kind of wanted to pick one that has this sort of. data behind it and the thing that i would point out first is that this slide is kind of presented funny but if you look at that bar on the far right that says that the number of deals that closed greater than seven days from the application date or the lead in most cases um was about forty percent for those not seeing the screen here catching this on audio later you would have that what that says is about fifty seven percent apparently closed inside of seven days the rest of the leads that did close closed at more than seven days out okay and then in that next bucket you can see is going to be greater than fourteen days thirty percent of them took more than fourteen days to close And then, thirteen percent took more than thirty days. So, I think this is an indication of, first of all, just persistence, right? Now, down here, I looked at sixty days, very low. Very, very few of the deals that actually closed were, it says, point four percent, those not seeing the screen. So, you know, but what it tells us is that there's still opportunity. I was in chatting with Michelle and Maria before you came on. I said, you know, how many dealers, if you told them you... You could have sold a hundred last month, but you sold eighty seven. I mean, I think dealers would say that thirteen percent in that over thirty day bucket is most of us wouldn't be prepared to give up that thirteen percent. Right. So think about, you know, this is why we have to persistently work those leads. Right. And so so you touched on the speed to lead. I mean, let's talk about just timing. What do you recommend in terms of if I've got automations or if I'm picking up the phone and calling them or texting them from a cell phone, whatever the technology is that we're using? Yes. So big thing there. So speed to lead always. And what do you say when you first get a lead? Most dealerships inside of there, whether it's AI, whether it's autoresponders, whatever it is, or it's an actual salesperson that grabs the lead right away and reaches out by phone or text. First thing is normally dealers say something to the effect of, hi, this is so-and-so at ABC Motors. Thank you for reaching out there. Thank you for your inquiry. I see that you're looking at some of our vehicles. Go to our website, fill out an application. That is like one of the biggest, that's the one we see the most often. And there's a lot of issues with that. For one, everyone is doing that same thing. So I would recommend that you say something, whenever you're talking to leads, it should be relatable and it should be very personable. It should not sound like a chiropractor's office to like the next dealership or like you're trying to schedule blood work. Like this stuff needs to be relatable and very personable. So I would say something to the effect of, hey, exclamation mark. So right off the bat, it's very friendly. It's very personable. It may even feel like it's somebody that they already know. So there's a little bit of psychology behind that very simple, hey, exclamation mark. And I would move into, I just got your message. Was that a car, truck or SUV that you needed? Question mark. You always want to try to end with a question every time you talk to a lead. So that's where I would start. The second thing is I would work on rapport building way more than you ever have before, especially with AI. People do appreciate a human connection. So even if you have AI or autoresponders running in the background, take a look at them because oftentimes they were set like years and years and years ago and they sound super generic and no one ever changed them. So I would go back and try to make them sound relatable and have them firing off things like, I just got your message. Was that a car truck or SUV that you needed? And that way we're hitting them right off the bat with a question and it's relatable. So that's where I would start. Good. You mentioned a couple of things there that I want to touch on. Two words that were in what you just said was one was psychology and another was the human element. So, you know, we're talking a lot today about mechanics and processes and the timing, right? And I was thinking as we prepared for this broadcast that I think, Anna Maria, I first worked in sales somewhere around nineteen eighty five. And in nineteen eighty eight, I was writing my own copy and I was a partner in a business and I was starting to create the ads and whatever marketing went out there was me. And my point in all that is that Since then, platforms have changed. The way people, the way we communicate has changed a ton. But the psychology, the basic human behavior remains the same, right? So a lot of what we're talking about here, you know, we have to remember that the process is the process. We're going to want to make sure we follow that because we can't really measure our success if we're not consistent in our process and processes. You have a chance to improve, right, as we go. But that's something that I think we just want to make sure that we've got that kind of human angle in there that you're talking about because we've got to make a connection. At the end of the day, we've got to have a reason for them to want to choose us because, as you said, others are doing the same thing. They're probably shopping multiple parties. When the customer's out there looking to buy a car, they're probably shopping multiple parties. So that's the fun part for me is what are we going to do to win customers? this application when this applicant, right. And have them visit our dealership. So because you're seeing like, obviously a lot of your work is in Facebook, right? Yes. Yeah, so that means that the customer is finding the ad because for whatever audience metrics you're using to put that ad in front of the person, we should talk a little bit about audience before we wrap up, by the way. But in working through that, it's like when that ad comes in there, they're going to click a lead form typically, right? Yeah, that's a great way. Are you sending them into Messenger some these days or is everything in? We prefer to send them straight into the CRM so that way the sales people can get a hold of it immediately. And also because there are automations typically inside the dealer CRM that Facebook just doesn't have. So if they go to Messenger, they might not have a two and three and four and five and seven day follow up. It's just like hit it. You get it. And then there's nothing else after that. Where in the CRM you have it. So I would recommend going into the CRM. Okay, good. And obviously, let me pause for a minute and make sure folks know that you own a business called Digital Attention Online. I think you're visible enough. A lot of people that would be watching our podcast would be familiar with what you do, but I want to make sure they know that you're an advertising specialist. You are able to create ads and you kind of have a do it for you, a business approach, right? You actually create the ads, you place them or distribute them across Facebook with a connection to the dealer's social media, right? That's right. Yeah, so you're able to run these ads. So today we're talking about helping dealers know how to do this and kind of where the disconnect might be, but I want them to be aware. They can hire somebody to run the ads that will have a better chance to produce and create a lead. Now we just have to figure out, is it really a bad lead? I mean, we hear these dealers say they got all these garbage leads in their thing, but it's like, That slide we just looked at is some of these dealers I know don't have a good process to be able to have persistent follow-up. And so the question becomes, how do you help them? What do you advise the dealers to do to make sure that they are... making a successful connection between the lead it hit the it hit the lead form it hit the crm and now you know in addition to what you shared earlier like yeah what they would do to make sure they have success there so so we kind of we're kind of jumping back and forth a little bit and that happens a lot at least in what we do because marketing and sales even though they're two separate entities obviously they're very much connected to one another um at the end of the day the marketing is meant to get the attention and create the opportunity and the dealership decides what happens next. It's like, here's the ball and now take it, run it past the finish line. And when dealers say at times, whether in any capacity in-house with another company, when they say things like these leads aren't converting, A lot of times we have found, and this is even before being on this side of the desk. Remember, I was a dealer operator for many, many years. And we found in our own rooftop locations at two of them, all buy here, pay here, that we had a significant lead handling problem. We had a discipline problem with our sales processes and procedures. For many years, it was just like fly by the seat of your pants. Hold on. This is going to be a wild ride. Whatever happens, happens. And once we start putting some SOPs into place and we had actual structure of a process and a procedure, what happens when a lead comes in? And we started investing in training our sales team. We noticed an incredible increase. in our close rates so i would say that for us and and now on this side of the desk i'm i see it often and i'm not the only one that talks about it is that it's it's a lead handling issue so what do you do about it instead of sitting around and saying hey my leads are failing me my leads aren't working um it's again remember that dealers are scaling right now on these same leads from these same platforms And if you don't already know, Facebook is the ultimate platform still by far today, March, twenty eight, twenty twenty six for lead generation. It's not it's not bots that are making your leads not work. It's oftentimes the system. So we can talk about if you'd like to get into it, some things that you can say, some things that you can do to optimize your leads if you want. Or we could go into advertising, whatever. No, I'd say let's go ahead and give them the tips on this because I think this is the part. And let me, before you do that, I'll give you a little backdrop. That data field that I just showed was twenty seven thousand leads that across that two and a half year period. By the way, they're using a BDC, human BDC. So they have their marketing is kind of connected to their sales process. And yet the math says across those twenty seven thousand leads, they closed one point nine seven percent. Which means we got to talk to, if that's going to continue and it has across two and a half years, that means we got it. We got to work. Fifty leads for every sale that we do. Right. And so this is like, you know, this is just an indication of the persistence and the effort that's going to be required. If we only do business with, quote, the lay down customer, then, you know, our volume is going to be pretty low. So. So go ahead. Yeah. That I think that we can throw out there from the beginning is. that helps differentiate what other dealerships are doing and how to win that customer is to actually connect with the customer. So saying things like, when we talk about, let's say your speed to lead is great. Okay. It's five minutes or less. We're freaking nailing it. Everything's going good on that part. Okay. Now we have them on the phone or now we have them on text actually engaged. Okay. So once you have that, what do you do with it? You build rapport. Rapport building is so just, people just are looking straight by it. And some people feel like, hey, I just want to cut right to the chase. I want to see who I'm working with. I want to see what the chances are we can get them approved. I just want to blow past this whole thing. But the rapport building is so important. And what I mean, for example, by saying things like, First of all, asking. Asking, why are you shopping for a vehicle right now? What made you reach out? Did you get in a car accident? Did your car break down? Things like that. Find out why they're even in this position talking to you right now. So that way you can customize the guidance that you're going to give them. And then tell them, we help people in your exact situation every day. That reduces the fear and the hesitation right from the start. And always, always asking questions and ending your phrases and your texts with a question to keep that engagement flowing. And I could go on with a couple other tips, but I don't want to overstep. So those are a couple right from the get go. we're just here to talk friend so it's all good so I think when I think about that and George Spat had a comment there I don't know if you had a chance to read it but he brings a great point it's kind of a follow-on to what you're saying and I think you're inside a lot of CRMs I'm sure I see it with the dealers that we work with and one of the things that we hear or that I read in the CRMs is You know, a customer says, hey, do you still have that, you know, twenty thirteen SUV or whatever? And we chime in and say, yes, you want to schedule an appointment and then the drops like there's there's nothing there. There's nothing happens until we follow up with three days later. Hey, still in the market. Hey, still in the market. Right. That's the stuff that you recognize that it's a missed opportunity. So Going back to my training days where I was working in a new car store and working with salespeople, and especially later in the CRM side, is we would ask them to do kind of what you're suggesting is when a customer asked me that question about, do you still have that i i like to start asking the questions myself in a discovery mode to get i'm building rapport as i do it i'm showing that i care by asking hey does it does it have to be an suv does it how many people in the family and just starting to ask those kind of questions so that i can start to discover and show that i'm i'm a little bit more because you're right i'm the person who knows my inventory right i'm the one who can offer the expert guidance but in order to do that i have to do a little discovery and that's a good way to build rapport and at the same time There's another comment from Karen. Let me ask, let's get you to answer this one. Where can a small two to three person dealership start with SOPs? oh yeah start with your team start have a quick like thirty minute meeting and go over okay this is this is how our leads come in and this is what we hear most often and then start to start to make and I can send you some examples so reach out to Jim reach out to me I'll send you some examples but Start with, hey, this is what's currently going on. And this as a team is how we handle it. That way, no matter who is in the seat, we can we can have things that we fire off, things that we do, behaviors that we practice daily that never change. Right. Um, so, you know, I was this morning, I had a, an hour before I jumped on here, I was working with a team, um, and they have a great amount of leads. They have a great amount of salespeople. They have a great amount of inventory and they're having a really hard time getting people to show up. And when you start to dig inside their CRM. And you start talking to them, the sales team, about what do you think is going on? And then when you start looking at patterns of behavior in the CRM, for example, they always thank people for reaching out to them. And a lot of dealers do this. And it like completely from the start of the call. or the text, it completely has it backwards. Why are you thanking them for reaching out? Are you the one with the problem or are they the one with the problem? Right from the get-go, you have to be a point of authority and you have to take control of the conversation. and ask questions and one of the things that we saw was speed to lead of course could be better the initial text could be better also when they scheduled the appointments they would they would remind them or the system would remind them like a doctor's office and it would just be like one reminder listen when you're reminding people of an appointment you don't have to always say see you tomorrow at two o'clock here's our address You can remind somebody by saying something human like, I'm so excited to be working with you tomorrow. Are you driving yourself or are you getting a ride? Right. That's a great way of confirming an appointment without confirming it like a doctor's office. Yeah. Not to get that human connection. Yeah. And I would add to what you said there for Karen's benefit on the SOP thing is as coaches, we're not big believer in scripts. We like to hire talented people and let them do their thing within a reasonable set of guidelines. And I think what I would be recommended for Karen with a small team there is start with an SOP that basically says that paints the parameters around expectations about lead management. So if I've got a new salesperson and I've been working with this on the AI side, which you and I should probably talk a little bit about AI before we wrap up today. But the thing that. If I'm just training, and lately it's training AI, which is we want it, it'll do a consistent job as long as we give it the right set of instructions. And one of the things would be to create that framework that says these are the objectives. And this would be the specific thing if I'm a sales manager. We want to respond to a lead first. within a certain timeframe, be specific about the timeframe, and then give them a set of three objectives to accomplish in that initial conversation. So that would be examples, Karen, of where you could go with SOP to just start simple and build on that. And for dealers who prefer a script, they can ultimately add scripting to what we're talking about in terms of an SOP. But I think the main thing is just start with a simple thing that for new people, when they come in, here's the Here's the playbook. Here's the SOP book. And this is how we work leads. And that way you've got consistency, you know, as much as we can have in a human environment with a human team, we're going to have at least some degree of consistency. And so that was what we think about. And training on it. And once you have a set of very, it doesn't have to be some great big drawn out fancy SOPs. Like it should just be very basic. Um, this is what we aim to do when a lead first comes in. And there's so many things that are even bigger on the SOP than what the word tracks are, such as You can train word tracks. And if you want to do it that way, that's totally fine. But be careful because sometimes you want to focus more on rapport building and this may be disputed and that's fine, but you want to get these people talking. Instead of talking about you all the time and your next word track and your next mission statement or value statement, you want to get them talking. You want to build rapport. And every now and again, you want to throw words in there like affordable, budget friendly. We have trusted name brands like Toyota, Nissan, Honda that you can depend on that fits your situation. We have to start gearing things back to the customer and start thinking how they think. A lot of times we are just so quick to push our agenda, push our app. So I would really recommend that you try to get back in the mind of the customer as much as you can. Yeah, amen. I can think of at least three things we could sell before we start selling the car. One would be to sell the dealership. The other would be to sell myself as a salesperson. Third person would be to sell our program and our way of doing business, right? It gives us plenty to talk about before we ever get started talking about SUVs and pickup trucks or whatever the case may be. So I think these are examples of again it can all be part of rapport building as you were talking about rapport building i was reminded when i was a salesperson one of my favorite ways to break the ice when i would go out to greet somebody on the lot was just to ask so how many cars are you looking to buy today you know just kind of assume that and just usually i would get a grin so not everybody reacted positively but it was kind of my own way to get people started oh just just one okay well that's where you know that's where it starts whatever so it was just kind of a fun way to get people started and just have a little fun with it being personable right and just kind of making it where it's not exactly about the usual script right so i think Yeah, I agree. I agree totally. And another thing on that to speak on that topic and also how it ties into the environment and the culture of the dealership. There's a lot to be said for that, too, because the salespeople don't want to feel like they're kindergarten students. They don't want to feel like we have to follow this specifically or we're going to get a bad result. um, you know, report card. If we don't follow this exactly, they want to have the freedom and they want to get their personality out there. And they don't want to feel like they're getting, you know, watched like a Hawk and they don't want to feel like they're getting constantly like told what to do. Guidance is great. Seeing a leader lead by example is great. Those things I think are bigger than any, than almost everything else, because when you show your people, Hey, this is how we do it. Check it out. Let's make a live dial together. Hey, check it out. I'm going to go greet somebody. Come with me, hang back, see how it's done. Um, and then they can start to pick up some of those behaviors and the tonality like words on a script or word tracks are awesome. They're great guides. But once you start to introduce tonality and inflection in your voice, um, you can grow and you can scale so quickly with just those little tweaks. So just a thought on that. You know, one thing that I saw earlier today when we had these, I was looking at the CRM and we had a bunch of appointments that were set and then they didn't show. And that's a very common thing, you know, And one thing that I would recommend that we used to use was if you've got somebody that has, say, a two o'clock appointment and it's two fifteen and they've confirmed they've set the appointment, blah, blah, blah. You can text them first, try to call them. They don't answer. Of course, double dial right back to back pattern interrupt. And if you don't get anywhere, shoot a text that says, hey. Quick yes or no. Should I release some of these vehicles that I had in mind for you or are you still coming in? That's kind of like a takeaway close. Like that's maybe an idea that you could try today. Yeah, good. I like the idea of any kind of personal connection because going back to the slide that we showed, if, if forty two percent or whatever the number is, are going to be more than seven days till they buy. That means first time that I would have had an interaction with them on day one. How many other dealerships would they have come in contact with either in their Facebook feed or driving down the road? It's like they're going to come in contact. So so my thing is it's back to the selling myself. I want them to choose to do business with Jim. Right. I want them at a journey and they come in contact with these other things that come into their awareness. They're going to want to come to do business with me. Why? Well, you can go into all the reasons, but I'm just trying to make sure that I make a connection so that they feel comfortable doing business with me. And now they're more likely to find their way back to my text thread or my voicemail, whatever the case may be. Agreed. They're staying top of mind in their brain. Right. Yeah. Not just setting it and forgetting it. And listen, we all know because we're all consumers, you know, I'm supposed to go shop car insurance. So I start a thread with somebody and then I get busy. Right. And then but, you know, a month goes by and I pay my premium where I'm at, but I still want to change car insurance. Right. But it's just one day I'm going to sit down and make time to do that. And when I do. I'll have that thread. If I feel good about who I've been interacting with, I'll have that thread and I'll go back and buy. And that's why I thought it was relevant to show, you know, how many people buy it more than fourteen days and thirty days is like they're still in the market. Just so we can't write it off as a bad lead just because they didn't respond to us in thirty six hours or whatever. You know, I think we got to we got to keep working on them and the connection. Leads get Mark lost so quickly. Oh, Jim didn't answer. Try it again tomorrow. Oh, that's another thing, by the way. We see it often. And I saw it on the other side of the desk, too. We found ourselves in this position where every morning it would be like nine or five. We'd start calling our leads for the day. Our new leads are past leads. And then we would just let them go until the next day. Tuesday came. It's nine or five. And we would call them again. And then it like finally dawned on me, like, why are we not getting a hold of some of these people? Well, we just got to work. They probably just got to their desk or whatever they do too. So the frequency and switching up the timeframe that we call and just being relentless and aggressive, I couldn't stress it enough. Follow-up is so important and not just the way in which you handle them because it's the amount of times that you reach out to them too. It's the first and second time might not be it, but the third, the seventh. So don't mark them lost so quickly. mm-hmm there's there's a gold in there i promise you yeah of course yeah so i think that's um you use follow up i i like to add the word follow through like i think we just want to keep the thing going and keep the conversation going and so we'll find ways to do that and you you mentioned you know closing with a question customer sales back and answer and then we can create ways where we We can ask them, you want me to get some information on some of these other SUVs? You know, yes or no. And so it gives me a way to kind of keep the conversation going. And so I think this is part of where, you know, the thing breaks down and this is where a sales manager or a dealer sits at the desk and the salespeople are saying, well, all the leads are junk. They're not responding to us. And that's an easy answer, right? The reality is, as sales managers, we have to dig in and look at the dialogue and see, have we given the customer reason to talk to us? And of course, some of them will have already bought. We know that's a reality. We've seen that too. especially in refund season, right? Money's in fist. They're itching. And so we know they're going to probably make a purchase fairly quickly. But I think there's still, because people are busy, there's still every reason to continue to follow up and keep in contact and give the customer reason to talk to us. But let me ask you quickly before we wrap up, like your thoughts on what you're seeing with AI. Are you seeing people be able to use AI successfully in the BDC side? Yeah, we are seeing... A real variety of the way AI is being used. You know, it's kind of interesting because a lot of the time people are saying the words, the phrase AI, but really what they're talking about is just a simple autoresponder. Oh, yeah. So AI, like as a language model, I think has a way to go as far as actually taking information and having an actual conversation. We do see that dealers are finding that a lot of people are hopping off because they appear frustrated because it's just not there yet in a conversational format. However, if you want to throw the word AI out as like autoresponders and as tools, yeah, they're very, very, very, very helpful as long as they are set up to be helpful. like a human yeah what i mean by that instead of saying thank you for reaching out it says hey was that a car truck or suv you needed it sounds like a person did that not yeah so that that's just a very quick like shallow quick two cents on what i think Yeah, we're working a lot with the AI personas, I'll call it. So that can include voice or text. So we're aimed at that. We see that they will be capable of having, and we just have to paint guardrails, right? They'll be capable of having useful conversations within a certain framework. And so that's where our work has been. And I just can see that it's part of where we're going. I think we just want to make sure that it it kind of represents the approach to business that obviously you're hearing me recommend in terms of, you know, how to, how to handle customers and what, what not to say. Because you're working on it and others are working on it in our space, in our industry, and it's got a long way to go and it's got a lot of promise. So that's exciting. That's exciting. You want to, I have to ask you, did you want to, cause I don't want to feel like we put all of the talk on the, the salespeople, because sometimes it is a marketing issue. Do you want to save that for another time where you want to talk organic paid or whatever? Well, I'm happy to do a part two. I think we can come back and dig into that a little bit deeper. And I'll also tell everybody that Anna Maria has joined or agreed to come and join me from time to time as a co-host, in which case we may not be talking marketing on those days when she appears as a kind of a guest host with us. So that's part of what we're doing is inviting people to come in and guest host. And so we'll do that as well. But let's just plan to bring you back for another conversation on that other side so we can talk in more depth about the marketing analysis. And so let's do that. But yeah, I appreciate you making time and having you come guest host with me from time to time. So you're getting all settled in. Some know that Anna Maria has relocated. And so she's in the process of setting up a new home and glad you were able to make time today to join us over here yeah this is always a good time with you i love doing these you know i get so so nervous it's the it's the live part we we got used to the live part because we're just we're used to making mistakes publicly right so it's like you know you just you get you just used to having the conversations live and it's real and so it's part of what we do but uh yeah it's it's not perfect when we do it live it's certainly far from perfect but we uh we're kind of used to it but Thanks again for joining us. We'll let you get back to your work over there. We'll see you back in here in a few weeks. Okay. Sounds good. Thank you. So always great to hear from her. She, she lives deep in the side of all of those things, you know, the, the, the Facebook world and, and lead generation. And she's, she's clearly got a gift for, you know, graphic design and, and attention getting, which is obviously the name of her company. And so you can find her at digital attention. Yeah. commented on the thread that when this podcast went out that they had a lot of success with her. In fact, it helped expose some of their own challenges in lead management because the leads that she produced were pretty substantial. So she can definitely help in that way. So again, thanks to Anna Maria and thanks to you guys for tuning in. We'll see you back here on the morning show one day soon.
