AI, Branding & Customer Re-hash Breakthroughs for Contractors

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Step into the future of contractor marketing with insights on how artificial intelligence, strategic branding and customer rehash can revolutionize your business. In this engaging episode with Crystal and Alec Stevanovski from Homepros, we invite you to explore the impact of AI tools—like ChatGPT—on everyday marketing tasks and how to leverage them for enhanced communication and operational efficiency. Learn how to integrate AI seamlessly while retaining the human touch that defines your brand.

Branding remains a crucial focus, with discussions on why maintaining a strong presence and regular engagement with past clients can invigorate your marketing efforts. Our expert guest shares practical tips for refreshing your branding and strategies for utilizing existing customer databases effectively. Dive deep into the art of creating personalized communication strategies and discover how to maximize the potential of your marketing initiatives.

This isn't just about technology; it’s about evolving your approach to truly connect with clients and cultivate a recognizable brand. Whether you’re looking to implement AI into your workflow or seeking to refine your branding strategy, this episode is full of actionable insights that can drive your business forward. Join us to transform the way you think about marketing—your clients will appreciate it. After listening, don't forget to reach out, subscribe, and leave a review!

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From the Yellow Chair is powered by Lemon Seed, a marketing strategy and branding company for the trades. Lemon Seed specializes in rebrands, creating unique, comprehensive, organized marketing plans, social media, and graphic design. Learn more at www.LemonSeedMarketing.com

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Episode Transcript

Speaker 1 (00:04):
Thank you everyone for joining.
I'm Alec, so I'm the editor ofHome Pros and if you joined,
like from our sort of likeexisting readership, thank you.
Thank you very much, and if youjoined from outside, then
welcome.
Marketing, a couple of hottopics AI we'll get into some

(00:25):
branding conversations and thenat the end, like Crystal said
throughout it, if you have likequestions or things that come up
, feel free to put them in theQ&A and we'll address them and
we'll talk through it and so,yeah, but before we jump into it
, crystal, I'll let youintroduce yourself.
Crystal, I actually will saybefore you do I have the
pleasure of spending some timetoday with someone who is much
smarter and very cool and a goodhuman being.

Speaker 2 (00:47):
Oh well, thank you so much.
Same for you.
When the Home Pros emailnewsletter started coming out, I
was like I'm obsessed with thisnewsletter, like I like
newsletters that are likeindustry news, and so that's why
I love this, that's why LemonSeed partnered with it, and so
Lemon Seed for anybody thatdoesn't know we strive to be a

(01:08):
branding forward agency thatencourages you to really build a
solid brand and then utilizestrategic advice to get all of
your marketing and advertisingdollars spent in the best place
possible.
So we're a combination of likefractional CMOs.
We have a full graphic designteam that helps you there, a
full social media team thathelps you there, a full social
media team that helps youorganically do social media.
But our main goal is to helpcontractors feel organized and

(01:31):
planned out and structured, andso we'd love to talk and at the
end, like I said, I'm going tohave a pretty good deal.
So I hope you guys stick aroundto the end to get that pretty
good deal that I'm going tooffer.
But yeah, I come from the homeservice industry.
For those of you that do notknow, my family owned and
operates, still owns andoperates a heating, air
conditioning and plumbingcompany here in rural East Texas

(01:52):
.
We've been in business 50 years.
We have a very strong brand.
I actually now do very highlevel consulting for them.
I'm very much out of theday-to-day and full day-to-day
with Lemon Seed, with my partnerin crime here, emily.
A lot of you know her, and sheand I do the best we can to help
contractors feel secure andsafe and organizing and

(02:13):
structuring their marketing.
So come from it, though.
I grew up working withtechnicians and how does this
work?
And I actually did the work ofbeing a community marketer and
driving our brand, and so Ireally feel like I can bring a
different perspective tocontractors.

Speaker 1 (02:30):
Nice, that's amazing.
So thank you, crystal, for that.
Yes, I think really just to getinto it like let's.
So again, we had a few bigtopics we want to talk about,
and I think a good startingpoint would be to basically get
into sort of what has becomelike the biggest buzzword in the
entire world over the pastcouple of years, and especially
over the last year, which is AI,and I feel like every time I
open my phone, there's some sortof new thing happening, there's

(02:52):
some company coming out, orthere's some new data point,
there's some breakthrough orwhatever, and so I thought that
that would be a good place tostart, but then within sort of
like at the basics and at moreof a simple level, because
obviously there's a lot going onand there's a lot to sort of
sift through and not everyonehas a ton of time to, you know,
do extensive research on all ofthese things and ways in which

(03:14):
they can be leveraged.
And so I guess, like my, myfirst question, or like first
kind of thing that we, you know,that I'm curious about from
your perspective, is like, asfar as these you know, tools and
what has, regarding what hascome out, what are like, what
are some ways in which you'refinding, you know you working
with contractors are being like,these things are being

(03:34):
tactically and actually likeutilized on a on a day-to-day
basis, and I'll I'll pause there, I'll let you kind of roll with
it.

Speaker 2 (03:43):
Yeah, so you know, basis, and I'll pause there,
I'll let you kind of roll withit.
Yeah, so you know this is agreat question.
So I want to say I have thislike love-hate relationship with
AI because part of me, like Idon't want my clients to lose
their voice for what they reallycan do, because AI is a
wonderful tool and resource.
And will it replace somepositions?

(04:05):
Yes, but at the end of the day,I think that we should learn
how to make the most out of AIas a utilization for efficiency
and things like that.
I don't think it really wouldbe replacing a lot of things
Because, let's be honest, evenas good as AI gets people, there
are going to be identifierswhere we're able to tell, like
this is AI generated.
But there are a couple ofplaces that I think many of you,

(04:30):
even basic level, that have notreally integrated full AI into
your services.
There's a couple of things andnot to get too elementary here
but most of us I hope ourcompany is a little bit further
ahead, but the majority ofcontractors chat GPT is one of
the most simple things that yety'all it's amazing what it will
pump out for you.

(04:50):
Little simple things like howdo I write a simple email?
So let's say you need to emailyour whole team or you're trying
to come up with email contentfor an email complaint about
blasting out to your companyabout maybe you bought another
company and you're like how do Itell their customers that I'm
now the owner?
How do I tell my customers thatwe're now that company

(05:13):
Utilizing ChatGPT to helpperfect that messaging is great.
It's just a really easy resourceto type in like your thoughts,
and it will shoot it out muchmore even professional and
cleaned up and you can even giveit a little bit more of a voice
, like make this more comical,make this more professional, I
mean.
So ChatGPT is one of theeasiest ones that I think you

(05:33):
can buy into as far as juststart utilizing it for little
things, and as you use it, itwill grow, because the next step
that I'll tell you is you knowthose reports that you're
getting from your digital agency.
You can actually upload thosereports to chat GPT and say
provide me with some solidquestions to ask today on my

(05:55):
call, with my, with my vendor.
Hey, I don't feel like,according to these reports, that
I'm growing with my SEO, searchengine optimization.
How can I talk to my webprovider about that, and ChatGPT
will provide you with a list ofquestions and then you can say
what should their answer be, andit'll say they should answer

(06:16):
something like this, and so Ireally feel like ChatGPT
utilizing it to analyze some ofyour data and then just help you
with some communication things,emails, even some social media
tasks.
I have a love-hate relationshipwith that because you're a much
better writer than you giveyourself credit for, and I can

(06:36):
pinpoint right now with mylittle eye who is using ChatGPT
for their social media captions.
So it's kind of becoming likethat had no creativity.
It's very generated, so that'sone use of it.
The other thing that I would sayis, if you do not have things
that are like AI driven, likereputation management tools,

(06:57):
things that can request ads notads request reviews, monitor
reviews and even sometimesrespond to those.
I know that Podium has launchedsome cool stuff BirdEye nice
job, those of you that are usingsome of those techniques.
They now have some AIintegrations with them that take
off some of those tediousthings that we have a hard time

(07:19):
getting to, and so I think thoseare great, and then even
there's even AI built into yourCRM right now, like service type
, knowing when, when you shouldnotify people that it's time for
services, if you're onHousecall, pro or Job or any of
those like they have someintegrations tied in already
that help with the reminders andthings like that.

(07:40):
Things like that.
Ai should be helping youremember things that is hard to
remember and do things that areeasy for it to track and do.
That should just be rollingbehind the scenes, and so I
encourage you to look for that.
Brandwatch is another what Icall sentiment analysis and,
like social listening.

(08:01):
Even Lemon Seed is starting todabble into this a little bit
when we start thinking about howwe could improve services is
you know?
Brandwatch is listeningsocially for your brand being
mentioned and named, negativelyor positively.
Again, those are all AI toolsthat you can utilize for your
actual marketing.

(08:21):
And then those decision-makingthings, like asking it for
support on analyzing all thedata that you guys are getting
from anything that you have outthere.
If they provide you with areport, you can upload it.
You can also upload.
Let's say, you go to a show andthey send you their PowerPoint.
You can upload that PowerPointand ChatGPT will summarize it
for you.
So again, just lots of coolthings for you to use it.

(08:44):
That helps you really take astep deeper than what your own
thought is.
And then, of course, chatfunctions.
Most of you should beconsidering a chat bot or a
virtual assistant style thingthat comes along there and
provides that support.
Again, you're looking at thingsthat make your life more

(09:04):
effective and more efficient, sothat's my gut sense there.
On that, I was gonna make surewe didn't have any Q&As, but if
there's any thoughts about that,is anybody actively using an AI
bot somewhere that I didn'tmention?
There are some other ones thatare like blog content, like
Jasper and Claude and thingslike that, and there's even

(09:28):
companies that are now offeringAI, like build-outs for you
using Zapier and things likethat.
So tons of cool things going onto utilize AI.
But again, just a quick recapContent is an easy way to use AI
, booking scheduling quick wayto use AI.
And then I love the review sideanswering, responding and

(09:53):
monitoring your reviews.
Those are some three coolplaces that are fairly
elementary level to implement.

Speaker 1 (09:59):
I think something that is interesting about it is
like there's a lot of um thing,like findings that have come out
of some of these companiesrecently, about not just, yes,
like we want to.
For example, you you gave anexample of, uh, using you know
some of these tools to generatesocial copy, blog posts, like a
really you know, kind of thelow-hanging fruit from a content

(10:20):
perspective.
But something that I think canreally make a difference and and
I've this is kind of I'verecently started really diving
into this is how these thingsare prompted and so how you're
sort of speaking to it togenerate something that it goes
beyond what would be more of atypical response.
And so an example of that isand it's again, I'm, I'm
personally learning about this,you know, every day, but you

(10:43):
know where, let's just say,you're, you know, coming up,
there's social posts or there'scertain blog posts that you want
to be written.
You know, instead of justsaying here's this topic that we
want to write, you know, hereare the three points we want to
include, here's our voice.
You know, generate me a thing.
It's kind of this idea is youtell these kinds of systems who

(11:03):
they are before you ask them thequestion.
And so what that means is yousay, look, you are a, you're an
expert marketer at a reallysophisticated heating and air
conditioning or plumbing companylocated in Dallas, texas, and
you are crafting a series ofsocial media posts or a series
of blogs or an individual blogabout this topic.

(11:24):
Here, you know you want toinclude these.
You know three things or fivethings you want to make it known
.
You know you want to emphasizethis point and you want to come
off, as you know, here's yourcompany's voice.
So you kind of like put it inthe position of like it's almost
like an employee already at thecompany, and so you and you
reminded, like here is the voice, here's what your, you know

(11:45):
your company stands for.
Here, you know even maybe somepast examples of stuff that you
guys have written and you canupload them, of course.
Like, considering all of thatstuff, please generate me one or
a series of blog posts.
So it just has, like it kind ofhas additional context and it
thinks of itself, like you know,as sort of what you tell it in
the beginning, which is, likeyou are an expert copywriter at

(12:06):
a very you know XXXX, and Ifound that little tweaks like
that, where you're adding thosecontexts, actually makes a
difference in the responses thatyou get, which I think is very,
very interesting because itseems so dumb and so obvious,
but it's it really does make adifference.
I've seen the same thing.

Speaker 2 (12:22):
Yeah, no, for sure, for sure.
So one of my favorite things isto do is I love to do a couple
of things.
I love to tell it what to actlike.
So the best example I have forthis is you know, when you're
watching Family Feud and he'llsay we ask a hundred married men
, and then they'll spit out likethe question right, and so your
answer really is indicative oflike who did they ask this

(12:42):
question to?
So it's the same thing that youapply here is chat GPT.
The more we, the more conciseand precise that we get, the
better content that it's goingto spit out so you can tell it.
Act like an expert marketingstrategist specializing in home
services, but act like anexperienced HVAC sales rep.
Write a persuasive emailconvincing a homeowner why they

(13:04):
should replace their 15-year-oldsystem.
So you have to just give it.
The more information you giveit, the more tailored it's going
to be.
And so, even like, act like aCSR for a plumbing company.
Act like a CSR for amulti-service company that has
plumbing, electrical and HVAC.
Act like a social media managerfor a pest control company.

(13:25):
And then that clarity of createfive engaging Instagram posts.
You know, the more you can giveit.
It's going to use trends andit's going to use engagement to
spit out as much as it can foryou.
So, like, my biggestencouragement is be specific and
clear.
Use detailed, uh, context.

(13:46):
So provide brand details thatsays hey, like.
I'll say hey, lemon seed lovesall things yellow and we use
zesty a lot.
Now, help me write a sentenceblah, blah, blah, blah, blah,
right, and it will say create,you know, create a fun and
engaging instagram caption formy marketing company, lemon Seed
, which is based in East Texas.
We want a friendly andtrustworthy tone on a post about

(14:11):
why we should clients should bescheduling AC maintenance for
summer.
Hits, you know.
And then it'll write it andthey'll say you're a marketing
company asking for this.
Like, let me make sense of that.
And so that you can also saygive me multiple styles,
including like do you want this?
In bullet points, do you wantit in a graph?
Like, how do you want it?
And the other thing, I love touse it for brainstorming.

(14:34):
So, hey, help me write, youknow, hey, pretend that you're
an expert marketing strategist,but honestly, I want you to use
this inside of your businessmore.
So the marketing side, I think,takes a lot more than just
asking chat, gpt.
There's more to consider.
But inside your business, like,hey, this client left me this
terrible review.
Help me prompt a.

(14:55):
Help me with a good emailresponse to this review that
remains professional, yet a toneof encouraging them that we're
going to make this correct.
But I use it to help mebrainstorm and then I copy that,
put it into the email and thenI go edit it to make it more
mine, mine specifically, so itdoesn't look like this.

(15:17):
I specifically copied andpasted this.
Perfection looks notintentional, right, it looks
unauthentic, so it shouldn't.
Don't strive to make thingslook perfect.
Make them look authentic andyou'll go a long way there.

Speaker 1 (15:31):
I think the other thing to add onto that is in
that sort of like what we'reconsidering, like a prompt,
which is very clearly explainingwho you know, like telling it
kind of its role before askingit, something that can be
included, you know, in that andand is basically like don't
sound sort of like academic ordon't sound like a robot, or do
not sound like this and this andthis, because often I've

(15:54):
noticed you know, at leastpersonally, that sometimes I
will do that, you know, unlessyou're very, very, very clear
about not just here's like thedesired outcome I have, but
here's exactly what I do notwant and like please avoid doing
these things like just so funny, how like it, you know,
clarifying it really does make adifference.
Um, I think so.
This is so, this is kind ofit's along the same, you know

(16:16):
the same lines, but it's kind of.
I think the flip side of it andso a big part of the
conversation around ai is, andthese tools in particular, the
chat, chat, gbts of the world,et cetera is that as more and
more consumers use them andadopt it, they are obviously
looking to monetize theirsuccess, sometimes in the form

(16:38):
of advertising, and so theythink a lot of these companies
chat GBT, for instance, a coupleof their competitors have said
we would like to come out and wewant to offer or we want to
start launching an advertisingproduct.
And so there's, you know, beena lot of like you know, talk and
chatter and and and there'ssome things about.
Oh well, you know, as theseproducts grow in adoption and

(17:00):
really you know, tons of peopleuse them, like what will that
mean?
And from a, you know, from asearch dollar, like allocation
standpoint, like does does thatmean Google is kind of in
decline, like does that is itgoing to kill?
You know, there's I've seensome, you know, the death of
Google headlines.
I think it's kind of, I thinkthat's misleading, but that's
kind of the the other side of it.
And so one thing that I I kindof wanted to discuss, or I

(17:23):
wanted to throw out there,because I'm curious as to your
opinion on it, is that I think,while there's a lot of truth to
that, like these products aregrowing tremendously I mean,
they've grown exponentially overthe past couple of years, you
know, just three years in,they've basically taken over the
conversation globally, andthere's truth.
But with that said, I thinksomething that's over or

(17:45):
underestimated is the gapbetween these products and
Google, still to like today asit stands, is still like miles
wide.
And so the, for instance Ilooked at it before this ChatGPT
has about four billion monthlysearches that happen on it

(18:06):
globally.
And then there's anothercompetitor, perplexity, which
has they're kind of the secondbiggest one 400, 500 million, so
not even close and then everyother one is much smaller.
So you'd think, okay, that's alot of people, right, they have
4 billion searches, a lot ofconsumers are going to them.
Does that mean that I shouldfollow that traffic with dollars

(18:26):
once I can?
Well, in 2000, yes, 2012, googlehad 100 billion monthly
searches globally.
So 13 years ago, it's 25 timesthe size as ChatGPT is today and
it is obviously a lot biggertoday.
I don't have the, I don't havethe updated number, but I just

(18:48):
think it's like it's, it'snoteworthy and it's something to
kind of keep in mind that thatDelta is just so big still that
I you know, I just think it'ssomething to keep in mind is a
such a big gap even to this day,even regarding how popular
these things are getting.

Speaker 2 (19:05):
Well, sometimes I can be a little like flippant about
things, because one thing Iwant to tell contractors that I
live this, my brother's one.
I talk to him every single dayabout different things that are
going on.
This is what I want to telleverybody and this is my East
Texas coming out.
Okay, but I want to be like,just sit down for a minute and
understand that.

(19:25):
I've said this numerous timeslately Marketing specifically
will make you pull your hair outand love everything, but it's
like East Texas weather.
It like those things happen inthe same day you sit down.
It's like sitting down at agame of chess and constantly
having to strategize and movepieces, but you never get to get
up.

(19:45):
That's what it's like, becausemarketing is ever evolving.
So the sooner that you graspthe concept that I think you're
going to go through seasons ofall types of things.
You're going to go throughseasons of AOI.
So AI optimization right now ishot button.

(20:10):
Everybody's talking about itand you should pay attention.
And then Google for a while.
They're changing it.
They're rewriting algorithmsleft and right, like all night
long, for days on end.
They're rewriting everything.
It's just part of your journeyin marketing as a business owner
, you're never going to be ableto check the marketing box and
sit down and not look at it fordays and weeks and months.
Even with teams like Lemon Seedon your side, marketing is

(20:33):
always evolving and changing, soI think what we need to worry
about honestly is are youpreparing for what we can see on
the horizon at all times?
So I don't think we have tojump off the deep end with chat
GPT, but should we be payingattention to it?
Should we be talking to ourtrusted digital advisors?
Yes, and are they going to tryto scare us?
Maybe?

(20:53):
There's a lot of scare tacticsthat go on all the time and
there's a lot of guru syndromeright now, like everybody's a
guru right, but at the end ofthe day, are we seeing loss in
search?
Yes, should we try to figureout where it's going?
Yes, should we start playingour piece of the puzzle?
So the easiest thing to doright now is ask your digital

(21:14):
provider.
What are we doing to optimizemy site for AI optimization so
that when AI is coming up thereand chat GPT is crawling and all
of these, I know I've got anSEO plan for Google.
What do I do now for an AIoptimization plan.
How do I plan for that?
So just start taking it instride of how you do it.

(21:35):
I do think that eventuallywe're going to see like.
I read something today and I'mso sorry I cannot cite.
It was a person's opinion, butthey were saying that they have
been seeing where their clientsare not showing up in both Mac
Pack and organic host.
They're showing up in one orthe other, but Google's making
it to where they don't show upin both.

(21:55):
Guys, just another pivot, justanother place to pivot.
It's not the end of the world,so you just have to kind of sit
down and always be thinking ofbut am I evolving?
If you're looking for that, sitin and forget it.
Strategy for sure, digital isnot it.
It is one of those things youjust have to move around with.

(22:16):
Rose made a good statement here,perhaps moving some dollars to
Microsoft ads, since they'reinvesting in chat GPT.
I'm going to tell you somethingthat's so funny to me.
Do you know, when you buy adesktop computer right now, you
know what's preloaded on it Bing, right.
So people are like who issearching Bing?
I'm like older people that justdon't change the recommended

(22:39):
search engine.
So again, I likediversification Now.
I don't like taking a smallbudget and making it T90 so you
can be everywhere.
I encourage you to take yourbudget and put it as where you
can afford to be to, where youhave enough to make a difference
.
I still would be starting withGoogle myself.
If I had a client says I onlyhave X amount of dollars.

(23:01):
I would tell them you need tobe starting in Google because
that is the beast, and then Iwould start adding into other
places.
And so this is just a game ofstrategy and I'll be honest.
Another thing I cannot sit onthis call and give blanket
advice about that, because manyof you have a brand problem
which is showing your, which iswhy your paid ads are

(23:24):
underperforming.
Some of you have a financeproblem, like you're not
investing enough in it to make adifference, so that's why it's
not performing.
Some of you are not with theright vendor.
The vendor is just not right.
They're out of the.
They're either out of ourindustry and not well-versed in
it, or they are set itand-and-forget-it style people
and it's just not performing.
So to give blanket advice here,I think is a very that's not a

(23:48):
good move on my part.
Instead I wanna give you flagsthat should be going off.
But honestly, own your website,own your AdWords, make sure
you're active on GLSA, get moneydedicated to digital.
If I could tell you, probablyagain, this is a very probable
statement 50% of youradvertising budget, which should

(24:10):
be between 8% to 10% of yourrevenue goal this year, I would
say 50% of that should gotowards digital and that's your
website.
Ppc paid, any other type ofpaid ads SEO, social media ads,
anything that you're doingdigitally remarketing,
retargeting, optimizing for AI50% of that budget.
Now, if you're a $50 millioncontractor, odds are you're not

(24:33):
having to spend 10%.
We can duck down a little bit,but 50% of what you're spending,
I would tell you if you're lessthan $100, hundred thousand
dollars a year.
I would have like 75 of my moneyin digital right now getting my
website right and things likethat, and I'd be doing boots on
the ground, branding stuff um,there's a lot of yeah, no, that

(24:53):
was great.

Speaker 1 (24:54):
I appreciate it.
I, uh, nathan, you made acomment.
So, yeah, I think and I'm happyto email you, nathan, if you're
listening after this, because Ithink it's a this is like a
really interesting topic.
But, uh, he, nathan, asked like, basically their ai overviews
and some things, have, you know,pushed results down on the
google page, so when you searchsomething, if it's a question,
it'll just display a snippet andlink to a few different things

(25:16):
up top and requiring someone toscroll down before even seeing
advertisement, and then organicresults underneath that.
I think I mean, look, myinitial thought is, uh,
obviously it's had impact.
I mean, in 2020, we coveredthis.
In 2024, it's slashedclick-through rates to both
organic and paid uh, or yeah,yeah, two uh results.
Um, but I think at the sametime I don't know, I think
Google's have to figure it outbecause I think they I don't

(25:39):
imagine they're going tolong-term alienate all their
advertisers If there's clearperformance, like they're
negative impacts from aperformance standpoint as a
result of that.
I think I'm gonna have tofigure that out.
But yeah, I'm happy to.
That's actually an interestingtopic.
I'd be curious to your opinionon it.
So, okay, chris, I think youmade a good point.
You're talking about budgetallocation.
Maybe this is a good time wecan switch over to branding,
from going from to kind of seguefrom digital to branding.

(26:01):
There was one point when wewere like preparing for this and
we were talking about ourconversation, you had mentioned
a good point about not just kindof thinking about the tactics
of going through a rebrand andkind of how to build a brand,
but there was this timingcomponent that you were that you
brought up and you were kind ofmentioning that's.
You know like the timing of itcan be a very important factor

(26:23):
in the whole decision.
So I'll let you kind of speakto that.

Speaker 2 (26:26):
Yeah.
So let's talk.
Let me level set us here onwhat when I say branding?
So Lemon Seed is a full servicebranding company.
We can rebrand companies, givethem a new logo, but more than
anything, we want to givecompanies a new idea or help
them identify who they want tobe in their market.
So that is where we talk aboutbranding here.

(26:47):
So when we talk about how toimplement branding strategies,
it's how do we just make peopleaware of who we are and what we
stand for?
So I'm going to bet 99% of youguys on this call are great
people.
You're very giving.
You run a good company.
You help lots of people stayemployed.
You do great things.

(27:08):
Odds are that you're notactually telling that story
correctly into the market,because if you do, and when you
start doing that, you will feelyour other marketing take a
natural lift.
So if you don't have a goodbrand and you're launching
direct mail, people open theirmailbox and they're like who are
these people?
And they throw it in the trash.
But if they open that andthey're like oh yeah, I see

(27:30):
their billboards, I've heardtheir radio, I see them on my
social media feed.
I love what they do or they'realways celebrating people.
That's what clicks in people'sheads, and so when I talk about
branding here, I'm talking aboutthe holistic approach to
teaching people who you are, andit really can be impactful when
you understand that.

(27:50):
When we talk about launchingthat and turning that, sometimes
I tell you it's like turning acruise ship right.
You're like, oh my gosh, I'mvery overwhelmed with this
concept To refresh in your brand.
So even McWilliams so that'sthe company that I come from,
it's my family's company Everythree to five years we're

(28:12):
updating our look, whether it'sadding another or freshening up
our colors to a brighter red ora better blue.
We don't go rewrap all 200trucks.
What we do is we get on aschedule like what is the chunk
of vehicles that are new enoughand it's worth a rewrap?
And so normally we're going toput now remember, scale this in
your mind.
Normally we might wrap 10 whenwe freshen things up.
Or Trey will say we're about tobuy 15 new vans over the next,

(28:36):
you know, 14 months.
Let's just rewrap those withthe new look, those of you that
are changing your name and allof that.
That requires a little bit moreof an upfront investment, but
this can all be strategicallylined out for you and you
shouldn't be afraid to launch arefresh of your brand because it
reinvigorates your community,your team, like you ever feel

(28:59):
like man.
But what will people do?
Y'all people don't care as muchabout what your logo's been for
50 years.
They care about the mainidentifier.
So if your name is crystalwilliams heating, air
conditioning and plumbing and Igo change it to crystals heating
, cooling, plumbing peoplearen't gonna go.
Well, who's that?
You know that's that's not whathappens.
People get excited for it andall of a sudden you it looks
like you've doubled yourplumbing.

(29:19):
People aren't going to go.
Well, who's that?
You know that's not whathappens.
People get excited for it andall of a sudden it looks like
you've doubled your vans on theroad and like where did y'all
come from again?
And what you did is you no punintended, but kind of you juiced
it up, right, you gave yourlittle shot of steroids to your
brand and we talked about that.

(29:40):
So do you need to wrap vehicles?
Yes, that's one of the easiest,most efficient ways and I'm
going to tell you I want you towrap the biggest dang thing you
have.
You got a school bus in yourfleet.
Let's wrap that.
Okay, you got an install boxtruck.
Let's wrap that.
You have pickup trucks, andthat's how you go do all of your
vending for a vending, all ofyour installs for water heaters.

(30:03):
Then let's wrap these trucks.
Let's wrap a bunch of yourChevy Silverados, whatever
you've got.
So is that a part of the puzzle?
Yes, do you have to be afraidof it?
No, you just we're just gonnaschedule it out there, and it's
just deeper than just that,though.
So now we need to figure outwhat is our messaging, what are

(30:23):
our core values that areassociated with it, and how do
we start telling people?
Many of you want to know how todo it, but don't want to spend
money on it, and I'll sit hereand tell you how to do it
without spending any money on it, but you're not going to do it
because it's time.
So, to make things great, weeither have to give it money or
we have to give it time, andsometimes we have to give it

(30:44):
both.
But even organic social mediaif you're a smaller company so
I'm going to for today'sconversation, I would say
smaller companies will be lessthan let's go less than $3
million.
Let's say, you're a $1.5million company.
So what?
We're looking at?
Three or four trucks on theroad, probably something like

(31:08):
that.
I would say it's time to brand,when you can afford to rewrap
those and do some social media.
Social media is free for you todo videos and video your team
stacking the van and hi, I'mCrystal.
And let me tell you why.
My new name is Crystal'sHeating, cooling and Plumbing,
and I have this beautiful pinkflower.
Why did I choose when you canstart doing that type of content
behind your brand launch?
That is when it will launch,when you're able to really talk

(31:30):
about why you added a characteror why you're this fun color.
Um, and I think there's a trendright now for everybody to look
the same, and so limit seat isset out on this goal, like we
can help you look totallydifferent.
We can help you look this way,and then we're going to help you
reiterate that into the market,because you need to be talking

(31:51):
about who you are and what yourbrand is.

Speaker 1 (31:55):
So you mentioned.
So thank you for that, chris.
You mentioned that inMcWilliams' case.
It's every four to five yearsthat you guys are doing some
sort of refreshing.
Is there a reason for fouryears, five years versus shorter
versus longer, like is that?
Is there any logic behind that?

Speaker 2 (32:11):
So normally in year three like so that's how fast
McWilliams is normally movingwith things, just because by the
time we rewrap it takes us acouple of years to get whatever
new stuff we're added.
Okay, now we've got anotherlevel.
Either we've added anotherservice, taken a service away,
or we want to refocus on somedifferent things.
So we start evaluating and justsaying, okay, for instance, we

(32:33):
actually dropped the and son.
So as McWilliams has grown tofurther and further away from
our home office, the and sonportion stopped mattering to
people here locally.
People understood oh, this wasa grandpa or this was a dad and
his son, and then that dad andhis son, that's so great.
Well, now we've grown and wherewe implemented Sailor Mac, which

(32:54):
is our Sailor mascot, modeledafter my grandfather who his
name on the warship when heworked on them in the early 70s
and late 60s was Mack.
So we have Sailor Mack, so wewere able to drop the sun.
So now we've rewrapped thingsto say McWilliams with Sailor
Mack on it instead of a bigpicture of my brother and dad
and grandpa.

(33:14):
So we've just evolved.
So some years it's very minor,we just update our vehicle wrap
design, but some years it'spretty dramatic and we just like
to be planned around it andunderstand what we're looking at
intentionally.
But I would encourage you ifyou've had the same logo for
more than five years and some ofy'all are like I've had the
same logo for 40 years it's okay.

(33:36):
But think about what you coulddo if you just revamped that and
kind of kicked it back intoyour market.
It would drive a lot ofinterest and a lot of organic
buzz around your brand.

Speaker 1 (33:49):
So yeah, I think that makes sense.
So it's these iterative thingsmore frequently, depending on
whatever it is that is needed.
And then there are these morebigger things that are kind of
on what often come out to be afour to five year cadence, give
or take.

Speaker 2 (34:02):
Yeah, and you know, utilizing your own community.
Here's another thing that Itell people to do and I'm
telling you people will not doit and they're like I don't
understand why I get no newcustomers.
Odds are, if you're like man,my lead count is low.
When I get in and startauditing what you're doing for

(34:23):
marketing, it is all bottom ofthe funnel things that you're
doing.
You're only talking to peoplethat are ready to buy right this
minute and you're not doing anypre-work.
So it's like asking a girl toget married on the first date
without ever dating her andshowing her how you're going to
treat her.
So you have to go through thislike dating phase with people
and like, hey, girl, like here Iam in the hallway, right, and
then let me take you out alittle bit and then, hey, now
let's get married.
Some of y'all are like nope,you're mine, we're getting

(34:44):
married today.
You don't get to know anythingabout me.

Speaker 1 (34:46):
That's a really good point.
So I don't mean to cut you off.
This is what I'm about to say,I think.
So what do you say?
Like, if someone is like theirspend and they're wanting to
quantify a return, they'rewanting very clear metrics and
they want to be able to.
You know they want goodattribution.
Well, oftentimes the sort ofbranding the top of funnel

(35:07):
branding investments are harderto track or they're harder to
measure right, Because if you're, you know it's not direct, it's
like PPC, where you canliterally look at it in the
dashboard, for instance, how doyou, how do people, how do you
think about that?
Like, is it even though, yes,it is more unclear, if that's
the right way to put it thenthese bottle of the funnel, sort
of digital, you know things youcan do how do you, do you, do

(35:28):
you look at it?
As I'm not even going toquantify an ROI, Is it?
You know?
I just know that, like, how doyou think about, from an ROI
standpoint, someone who's alittle bit hesitant, given that
it's not as attributable as someof these other things?

Speaker 2 (35:39):
So, as much as I would love to tell a contractor
that we really shouldn't measureROI, we all both know like, at
the end of the day, I want tospend money to make money, right
.
So I think when you'relaunching a new logo, you have
to think about and measure boththe tangible and the intangible
things.
You know a new brand isprimarily an asset right of
yours.

(35:59):
Like you're going gonna ownthis whole concept and the
return that we want to see froma new brand launch is brand
awareness, meaning you're beingtalked about more, seen more and
organically, people aresearching for you.
Meaning when I sit down and I'ma homeowner in your market and
my AC goes out or let's use adifferent service my electric
panel goes out and I'm likesomething's wrong, the whole

(36:22):
house is dark, but everybodyelse has electricity and I know
I paid my bill and I sit down tosearch.
I want people to search for myname Crystal's Electrical
Company more than I want them togo out and search for anybody
that'll listen.
Which is electrical repair nearme, right?
So you want to see a growth inpeople searching for you

(36:42):
directly, but that has to bemore than you just putting a
logo on a van.
We have to start really doinglots of branding work for people
to start knowing you andsearching for you specifically.
Another thing that we canmeasure is just like customer
perception the reviews andthings like that that are being
left about you.
We should see them drasticallygrowing to be better and more

(37:04):
intentional when we have abetter brand for them to grab a
hold of.
I have a client right now I'lltell this quick story that is
launching an animal mascot andit's adorable.
It's adorable.
Okay, our team knocked it outof the park and it's a unique
animal and so.
But they went and asked acouple of people and people came
back to them and said you know,are you sure about this?

(37:25):
Is it really going to makepeople take you seriously?
And I'm like man, weoverthought that a lot, because
here's why you need somethingmemorable.
Memorable and so memorable isnot doing something that
everyone else is doing.
And so, listen, you're nevergoing to get a group of people
to agree on something that'srisky and different.

(37:47):
You have to buy into it first,and then you're going to show
everybody like I chose this, youknow, lizard, because I know
that this is going to be a brandidentifier for me, and the
perception that the customersare going to have are going to
be that I am a new, fresh,moving up brand.

(38:08):
People love to be a part ofthings that are successful.
No one wants to say, well, youknow, I use the cheap guy.
They might use the cheap guybecause he's cheap, but no one
brags on man, I use the cheapguy, unless they're bragging
like on being a cheapskate,right, which they might.
But at the end of the day,people want to be a part of

(38:28):
things that are successful andsay, man, that's my HVAC company
, you know.
And then, long term, businessgrowth.
So branding is a marathonapproach to growth, right?
This is not something thatyou're going to be like.
I'm so glad I launched my brandyesterday, I sold five systems
today.
And this is not something thatyou're gonna be like.
I'm so glad I launched my brandyesterday, I sold five systems
today.
And this is why your marketinghas to be multifaceted.
It is not a one-stop.
If you tell me that yourmarketing company is your

(38:50):
digital company, that's thefirst problem.
Your digital company is a corepiece of your advertising, but
it is not a marketing company.
It is a core piece of amarketing strategy.
You have to have a strategy tobuild your brand, a strategy to
grab people when they're readyto buy, and then a strategy to
cultivate those people once youget them in your database.

(39:13):
It's all of those thingspumping at the same time.
And so to measure the ROIeffectively on your brand, I
would definitely say customertraffic and engagement directly
with your name and just aroundyour website and things like
that.
Social media is a great way.
When you launch it there, checkfor more likes and shares and

(39:33):
followers and are people justengaging with you more?
And then who is actuallymentioning your brand more and
more?
And then it should help yourother pieces grow as well.
So when they see your ad,they've seen your branding, so
they tend to engage because theyknow who you are.
People do business with whothey like, know and love.

Speaker 1 (39:51):
Yeah.
So it's almost like there's asolid set of non I won't say
non-financial, but for lack of abetter term non-financial KPIs
that are pretty easily tracked,that are sort of a way maybe to
measure ROI from a brandingstandpoint, to your point likes
traffic, you know, direct searchyeah.

Speaker 2 (40:07):
And listen, don't discredit things that are harder
to measure.
Just because they're harder tomeasure does not mean that
they're less effective.
So you know a billboardcampaign.
People will say I'm going toput a QR code on my billboard.
I'm like, sir, when is the lasttime you were driving 80 miles
an hour around the loop to scana QR code, like with your camera
?
You don't.
Yeah, and you don't dial phonenumbers either, because,

(40:27):
remember, we don't have to knowthat anymore.
It's not 1985.
We don't have to know phonenumbers.
We want to be able to go toGoogle and type in your name and
your GBP, pop up and be clippedto call.
That's what we want, right?
So just understanding thatbillboards and TV and radio,
even digital versions of all ofthose things, should all be
brand forward, building yourbrand, because that's what you

(40:51):
want.
Is that brand recognition?

Speaker 1 (40:54):
No phone numbers or QR codes on billboards.
I like that.
I think that's a Um.
Yeah, the traffic thing isfunny, um, so okay, to kind of
like switch gears, we'll go onemore time.
So there's this uh conversationagain that we had prior to this,
which is kind of about allthings, sort of existing
customers rehash, sort oftapping into them.
Um, and you made a good pointwhen we were when we were

(41:16):
chatting, which is that it'sagain sounds very simple, but
it's that, um, before gettinginto mapping out sort of
campaign templates, meaning,okay, I want to go, you know,
run these estimate, follow-upthings.
You know, for seven days we'regoing to skip day two, we're
going to do text, email, textemail, et cetera.
It's very simply beingintentional about just designing
a strategy at a high levelbefore even getting into that.

(41:38):
And you think that's actuallywhere there's a kind of a
bottleneck, where there's oftena problem, and so I just want to
one, if I'm remembering ourconversation correctly.
I'm just curious as to yourthoughts on that or you know, as
to kind of what you think aboutthat.

Speaker 2 (41:50):
Yeah.
So I have two schools ofthoughts on this.
I have two types of contractorsthat I talk to and correct me
if this is not the direction youwant to go with this.
But so here's one contractor.
I'll say OK, tell me what youdo for your existing database,
and they're going to go.
I email and call those suckersevery day I can.
I'm texting, calling, and Idon't have one person that I
hadn't reached out to.
So what we've done there is weare now trying to squeeze blood

(42:12):
out of a turnip.
We are just annoying the crapout of our database, right.
So people are like take me offof whatever you've got me on,
stop calling me.
Then the other contractor getson and they're like yeah, never.
So I never talked to them, Inever talked to my existing
database.
So I talked to a client theother day $8 million plumbing

(42:38):
company, so that's a largeplumbing company, right.
And I'm like so how are yourehashing these people in your
database?
Or even like open estimates.
He's like I'm not.
So y'all do y'all know that heis sitting on a treasure box of
revenue and data and directionand I mean it is like low

(42:58):
hanging fruit, like so low it'stouching the ground Like it is a
very low hanging fruit, and Ithink the tricky part here is
understanding that there's abalance to your whole approach
to marketing.
So the rehash side of things,which that word is very
inclusive, okay.
So I encourage you and Valerieasked a great question earlier
when you get ready to re-talk,so talk again to anybody that

(43:22):
didn't make an indefinite movewith your company.
They purchased a system, got onyour maintenance contract,
something.
What you're doing is trying tocreate a message that resonates
with them and so, using rehashprograms, like I personally love
to see what Chirp does, I loveJustin and his team and Ryan
over at Chirp.
They do great work for helpingcontractors get it set up.

(43:45):
Now, listen, it is not the pressof a button.
You do have a part to play inthe situation.
You do have to engage and setit up and do the things, but the
overall premise and thestructure of their program is to
have continuous and meaningfulflow to outreach so that people
will be forced to go left orright with you and so many of

(44:07):
you that have not started that.
You have a treasure troverating right there.
So when calls are down andweather's not helping, you
really should have a strategicrehab strategy lined up, for how
do I engage people that arejust sitting with me?
Some of those niche audiencescould be people that had service
work from you but did not joinyour maintenance program, so
they haven't had a tune up.

(44:27):
People that bought a largerepair, so you know they
probably are needing to probablydo something extra.
Or they band-aided somethinglike how can you pitch to them
your replacement offers rightnow, offering financing on large
repairs?
And so there's tons of theselittle audiences that are out
there that the more you put, thebetter your data is coming into

(44:50):
your CRM, the more you can pullthat out into little niche
audiences.
I think niching is going to becool for 2025, because when I
get an email from you and it isdirected towards me, meaning,
hey, crystal, we were out atyour house last summer and added
some refrigerant this year,let's get ahead of it.

(45:11):
And the first pound ofrefrigerant is on us.
If you, let us come out now anddo a tune up and go ahead and
add that first pound ofrefrigerant.
Number one, it's getting youback in a home that's already
trusted you.
Number two, you've already kindof said in their head like oh
yeah, I'm probably going to havea problem.
And then, number three, you arenow becoming their trusted
source of information for makingthat large ticket repair or
that replacement when it'snecessary, when it's true and

(45:33):
necessary.
So we're not here to trickpeople, it's not bait and switch
.
But do you not want to be infront of people that are having
trouble with their airconditioner, especially when
they told you last year theywere having problems?
So this is not.
This is a game of cat and mouse, like we're always chasing
where are they, and socustomizing those messages to go

(45:53):
out in your rehab strategy isreally a cool concept to make
there.

Speaker 1 (45:56):
I think the point about I think you made two good
two points that resonate with mewhich is like one, this niche
audience and sort of findingthese pockets within an existing
customer base, I think anotherone and you can feel free to
correct me if I'm wrong or Adam,but there's, you know, there's,
there's so many differentthings you can pull out.
There's canceled appointmentsthere's, you know, I never even
booked in the first placethere's, obviously.

(46:17):
And then the second part tothat is also on like a rolling
timeline basis, and to that isalso on like a rolling timeline
basis, and so you can segmentthem by different times.
So to your point.
You said you know we were outlast summer, you know being able
to identify that person in thefirst place, being that it was,
you know, 12 months ago orwhatever, you know 10 months,
whatever it was.
So there's almost two parts tosegment segmentation there,
which is the audience themselves, but then there's also a timing

(46:38):
component so that those thingscan be even more sort of what's
the word?
Personalized, I guess.

Speaker 2 (46:45):
Yeah, and I mean even canceled calls.
So here's another one so mostpeople cancel calls because one
or two things happen.
Their husband fixed it, whichodds are no, they didn't.
And second of all, or theycalled someone else that got
there sooner.
So now your message was likehey, we saw that you canceled a
call with us last year orweren't able to make your call
with us last year.
Here is a free coupon for usthe next time you need service.

(47:08):
So you know what they're gonnago.
My jackalope husband was noteven able to fix it, he's only
band-aided and it still has aproblem.
And here's a free call.
Are most of you not willing togive that $89 back to the
customer to get in their homewhen you know they're having a
problem?
So again, this is a relativelyfree way to reach out to
everyone that canceled service.
Make a play on it, give them acoupon of some sort and then let

(47:30):
it sit, say you know what thisis good for all year.
Let it sit, let it rotate intheir mind and then when they
need it, they'll respond to it.
Another one that's pretty goodis when your team is
recommending IAQ.
So duct cleaning or indoor airquality pieces, or if you're a
plumbing company, like plumbingaccessories, like water
softeners, generators, thingslike that.

(47:51):
Go ahead and say, hey, lastyear we recommended that you get
a duct cleaning Right now wejust launched.
Listen, they love to be privyto something that hasn't hit the
streets.
Because you're an existingcustomer of ours, we're
releasing this to you first ifyou book before March 15th.
Well now, all of a sudden,they're cool, they're exclusive.

(48:12):
They haven't really seen itanywhere and really what we have
done is just make them feelheard and special and offer them
something to just let us backin their house to do the job we
already pitched.
Offer them $100 off.
I had this contractor one timeand I was like, hey, just go in
and offer 15% off any repairthat we recommended that was not

(48:32):
completed last year, in 2024.
And they're like, oh my gosh,but what if that?
What if I was already offeringa discount and it got us low?
Okay, so do we want to keeplooking at technicians or do we
want to get into homes and takethe outliers that we actually
lose a buck or two?
And really, at the end of theday, when we're getting back in
the house, are they on ourmaintenance club?
Are they get, are they of ageequipment Like, what else can we

(48:52):
measure to see if it's reallyworth crying over this eighty
five dollars that we're going tolose by going to that lead?
So don't make processes overthe outliers.

Speaker 1 (49:04):
Right, I think.
I think, and I think that makessense because it's it's also
another like dimension tosegmenting the audience, like we
just talked about.
It's there's type of service.
There's there's uh, you know,whatever you want to call type
of product, type of service thatyou can add to sort of even
niche.
It's like this idea of nichingdown so niche that that then you
have these little goldenpockets where you might have a
lot of them, but each one ofthem has sort of a unique,
personalized thing that youcould offer.

(49:25):
And I just I think that is aand that's a general business
thing that I think works too.
I mean, no matter what industryit is, no matter what, I mean,
that whole concept of nichingdown, I think, is just a very
fundamental to things working.
And so I completely, I just Iwant to say I agree with that.
I think that makes a ton ofsense.

Speaker 2 (49:40):
Well, and you know, I want to tell people too like so
what?
That you're building an emailfor 15 people.
It is a direct email, it's notcalling 15 people.
But you also can't send thatemail one time be like didn't
work, didn't work.
Direct mail is another exampleof those.
Mailing your existing databaseevery quarter is a very good way
to stay top of mind.
So whether you mail them anewsletter, or if you plan your

(50:03):
quarters out to land on holidaytimes where we love our
customers, or we're kicking intogear this spring again, you're
working on top of the funnel,keeping them aware of who you
are, but offering, like, somediscounts on there.
So then you might say, okay, Ineed at least an audience of
1,500 so I can mail thesespecific postcards to that 1,500
.
It's going to be a little bitmore expensive of a1,500 so I

(50:23):
can mail these specificpostcards to that $1,500.
It's going to be a little bitmore expensive of a campaign.
But think about again, if I gotthat refrigerant, you mailed
them a postcard that said thisis your coupon for a free pound
of refrigerant and flip me overfor more details.
And they flip it over.
Think about it.
You'd be like dang.
These people remembered theywere out here last summer, you
know, or the new homeowner getsin and was like they had to have

(50:47):
the AC service last summer.
Like, oh crap, I should belooking at that.
So I think there's some reallycool ways to not sit down and be
like woe is me.
A call volume is low, everymarketer lies to me.
I hate life.
I hate marketing life.
Pull up your panties and startworking on ways that we can get

(51:07):
some cool new stuff going toreach these people Takes money
to make money.

Speaker 1 (51:15):
I think it's great.
I think there was one.
We had one question that weanswered.
Actually, no, you know, it wasthe Microsoft one that we
already answered.
Sorry, that was one of the.
But I think, yeah, chris, look,this is great.
I know we have a few minutesleft and we blocked an hour out,
so if I mean look, I think, bythe way, just for context, so
we're recording this and I'llsend out a recording or make a

(51:36):
recording available to kind ofeveryone.
But, chris, seriously, I thinkthis is great and I really
appreciate you taking the time.
But, crystal, seriously, Ithink this is great and I really
appreciate you taking the time,and I kind of think if I missed
there was one, if I missedanything, but if anybody has any
questions about even thingsthat we didn't cover, feel free
to put them in here in thequestions.

Speaker 2 (51:56):
I'll do my best to answer them.
So, questions about websites,questions about direct mail,
about your brand, about socialmedia, about email marketing,
any of those questions I'd loveto have.
I will go into there right nowand post my own ability to
contact us and I think let mesee for a second here I should

(52:19):
be able to ask a question, maybe, maybe not, oh yeah, no, well,
let me ask a question, but anyof my team that's on here that's
listening.
If you'll go put in the Q&A sothere's several of my Lemon Seed
friends that are on here Ifyou'll go put in the Q&A, the
Lemon Seed web address.
Here's the special that we havefor you guys we love to do an

(52:44):
audit for anybody that's lookingto come on plan with Lemon Seed
, meaning we will go through andlook at who is your ideal
target market and even lookthrough some of your marketing
that you're currently doing, andso I'd love to give you a
discount on that service.
And so please email us.
We talk free, we do a discoverycall, we kind of interview.
Thank you, hannah.
Thank you, lupita.

(53:04):
Actually, lupita and I will geton a call with you.
It's just a discovery call andwe kind of interview each other
Are we a good fit for whatyou're looking to do?
And if we are not the right fit, we are known for referring you
to who is a good fit for whatmarketing needs you have.
We kind of sit as yourmarketing coach and your graphic

(53:25):
design team and your brandingpeople, and so I would love to
just visit with you guys to seeif we're a good fit.
If you are a vendor partner onhere or a manufacturer or
distributor that's on here andyou're interested in the same
thing, you can reach out to usthere and just say, hey, I want
to talk about helping my clientsor speaking to people.
Lupita can.

(53:46):
Certainly.
She'll be the one that gets allof those and working through
all of you know whatever we have.
And then there's our emailsthere if you want to email us
directly.
But, alec, thank you for theopportunity.
I don't see any other questionson here.
But listen, we love to talk.
Marketing From the Yellow Chairis our my podcast.
Emily and I put out a podcastevery tuesday and I would love

(54:09):
to have listeners and reviewsand people that like to listen
to it.
I like to talk.
If you can't tell so, it'salways fun to get on there and
talk, but I would love to showyou what discount we have for
anybody that mentions thiswebinar.

Speaker 1 (54:23):
Awesome, Crystal, this is great.
Thank you very much.
Seriously, you rock.
Thank you, and then, yeah again, I'll get a recording out to
everyone and make sure thatwe're everyone's good to go, and
then we'll.
Yeah, I hope everyone has agood rest of your day, Crystal.
I hope you have a good day.
I hope you enjoy Lufkin Texas.

Speaker 2 (54:41):
Thank you so much, guys.
I loved it.
Everybody have a great Monday.