How To Optimize for Search Everywhere Optimization

In episode #2908, Eric Siu and Neil Patel delve into the concept of 'Search Everywhere Optimization', emphasizing the importance of optimizing for various platforms beyond just Google. They discuss the dynamics of different marketing channels, the significance of brand trust, and the evolving nature of marketing funnels in the digital age. Don’t forget to help us grow by subscribing and liking on YouTube! Check out more of Eric’s content (Leveling UP YT) and Neil’s videos (Neil Patel YT) TIME-STAMPED SHOW NOTES: (00:00) Search Everywhere Optimization: The New Frontier (02:55) Understanding Platform Dynamics and Brand Trust (06:05) Navigating Marketing Channels: Insights and Strategies (08:58) The Evolution of Marketing Funnels (12:03) AI's Impact on Business and Marketing (15:12) The Future of Work in the Age of AI (20:32) That’s it for today! Don’t forget to rate, review, and subscribe! Go to https://www.marketingschool.io to learn more! Leave Some Feedback: What should we talk about next? Did you enjoy this episode? If so, please leave a short review. Connect with Us: Single Grain << Eric’s ad agency NP Digital << Neil’s ad agency X @neilpatel X @ericosiu

• 0:00Speaker 00

  Finding customer information shouldn't mean digging through emails, call notes, and spreadsheets. HubSpot's Starter Plan brings all of those details together, so it's easier to track what's happening with every deal and what to do next. It pulls information from calls and emails. Then it gets to work, logging and summarizing them. Right after your call ends, HubSpot pulls next steps from your call notes and drafts suggested follow-ups. And it stays up to date for you, so you can build demand, win more deals, and spend less time on repetitive work. Your records, insights, and next steps are ready for you to act on. And you don't have to miss a beat searching for any of it. Try the Starter Plan for $10 a month. Learn more at hubspot.com. Well, let's talk about how to optimize for search everywhere optimization, because that's becoming, it's been prevalent, it will continue to be prevalent.

• 0:43Speaker 00

  And what we mean by search everywhere optimization is 10 years ago, maybe you're just optimizing for the E stands for the engine, mostly Google, because Google had the majority of the market share. And Google, to be honest, a decade, maybe 15 years ago, Google had the best organic reach, right? But now, organic reach is spread out through everywhere. We're talking about YouTube, which is the world's second-largest search engine. Could be Amazon if we're talking about shopping, App Store optimization, LLMs as well, so optimizing for LLMO, LLM optimization, right? And so, we should talk about maybe a couple of ways to optimize for search everywhere optimization.

• 1:19Speaker 01

  And a quick stat for you guys wondering why we really think this is important, other than it just being Eric and Neil's opinion. There's 45-ish billion searches, 45.1 to 46-ish billion searches a day. Google has 8.5 billion, so that makes up roughly 18%. Amazon has 3.5 billion a day. It's nowhere near the amount of Google, but when you get 3.5 billion searches a day on Amazon, those are people buying your product. Those are very valuable searches. Instagram has 6.5 billion a day. A lot of them may be looking for friends or content, like a handbag, and if you're Louis Vuitton, you would want to show up there. The searches may not be as valuable as, let's say, Google, but nonetheless, they still have a lot of demand.

• 2:03Speaker 01

  Even like Eric mentioned, the App Store, the Apple App Store gets roughly 500 million daily searches for apps. That's a ridiculous amount. So if you're not optimizing for all these platforms, you're missing out. And although Google's known as the search engine... It doesn't control majority of the market. It's at eighteen percent. And even though Google's growing in popularity, its percentage of ownership of the market has been decreasing, which means there's more opportunity for you elsewhere, including places like ChatGPT, which is getting around a billion searches a day.

• 2:33Speaker 00

  Yeah. And so we'll just give you practical high level because we can't tell you how to optimize for every single thing in this one podcast. Maybe we'll try to go down the line later. But if you think about, okay, how do I start optimizing for search everywhere optimization? One, marketing a one-on-one. Where are your people hanging out? You can't try to, if your people aren't hanging out on the App Store and you're selling, you know, D to C, probably shouldn't optimize for the App Store, right? You have to get an inventory of where your people are hanging out and then prioritize it that way. And what I would do, Neil was just talking about the numbers behind people searching, is in marketing, there's a framework called ICE, which is impact, confidence and ease. And what you do here is, let's say you score each one, one through 10. So I think the impact of this test is going to be 10 out of 10, which is like high impact.

• 3:17Speaker 00

  How confident am I with this channel? Maybe 10 out of 10, right? And then ease also 10 out of 10. So that's a 30 out of 30, which is great. But what's missing that we add in here is we add in the reach. So now it's rice. It's no longer just ice. It's rice, right? And then you take the R number, which is, you might say, uh, Google is what? You said eighteen billion a day?

• 3:39Speaker 01

  Eight point five billion a day, roughly eighteen percent of the market.

• 3:42Speaker 00

  Okay, so eight point five billion searches a day on Google. So you might take that reach and just multiply it by the three that you added up, right? And it sounds a little complex. Maybe you need to rewind this, but that's how you prioritize the channels. And then from there, you can figure out, okay, what do I need to do exactly? And don't try to optimize all of them at once. Focus on one at a time and then you'll get better. Because if you try to do all of them at the same time, you're gonna, you're gonna do them all pretty mediocrely and you're not gonna get good results.

• 4:08Speaker 01

  Yeah, that's correct. Some general things that work for most platforms, they're looking for brand mentions. The more you're getting mentioned around the web, the better off you're going to do for a lot of these platforms. They're looking at brand searches within their own platform. The more people that search for your brand, they know that you're more likely to be a quote unquote trustworthy source and less likely to create fake news. Another one that is really important is reviews. If you sell a product, the more reviews you have, the higher the rating, assuming it's 4.5 stars or higher. We've seen it help as well. Links help, a lot of these are SEO signals as well. Keywords help, where not just the keywords that you're using within your content,

• 4:48Speaker 01

  but the keywords that mention you around the web and that in those articles, what are the keywords being used around the mention of you? We see that helping too. Another big one that we really see is H. People just expect to rank everywhere and they're not willing to be patient. You also got to be consistent, consistency is huge. So how often are you posting? And are you keeping up that velocity and getting engagement? Is the sentiment pretty good or negative? Is it positive or negative based on what people are saying online and on these platforms? All these things can really determine how well you're going to end up ranking on many of these platforms.

• 5:30Speaker 00

  Yeah, and look, I'll use one example here. Each of these platforms is a game to be played. YouTube is a game to be played. If you want YouTube to work out well, you also have to understand that the game changes quite a bit. The meta changes, right? It's the most optimal way of playing. And so the meta is, okay, how good is your thumbnail? How good is your title? How good is your first 30 second retention? And how good are you at keeping open loops to keep people hooked? Now Neil and I, I wouldn't say we're the best at doing that stuff, but you have to be aware of that. Also, understanding that formats come and go too. Right now, vlogs are in vogue again. They weren't in vogue maybe two years ago, like they were cool and then they went out of vogue, right? So just understand that each one is, there's a game to play.

• 6:14Speaker 00

  And sometimes in, you can't try to be good at everything. It's worth actually hiring consultants to learn from them. Maybe you pay them for an hour of their time, or maybe for a month or so, you pay them and learn their processes. And then from there, maybe you move on, so.

• 6:27Speaker 01

  I was with Tim Solo and doing a recording at the Ahrefs Podcast Studio in Singapore. This was many months ago. I believe Eric set that up, right?

• 6:38Speaker 00

  Yeah, I told him I'm his unofficial podcast booker.

• 6:42Speaker 01

  Oh, cool. Yeah, and with that podcast episode, Tim mentioned, I believe YouTube was his second channel after Google for driving signups, right? We're excluding just the direct signups and the brand stuff. But Google.com was number one, or whatever version of Google that you're using around the world. Number two was YouTube. For you, I know you have an account-based marketing company, Carrot.

• 7:08Speaker 00

  Yep.

• 7:09Speaker 01

  Did I get it right?

• 7:09Speaker 00

  Yep.

• 7:10Speaker 01

  And it's been going for what, two, three months now?

• 7:12Speaker 00

  Two months, yeah.

• 7:13Speaker 01

  Two months. You've been doing quite a bit of calls. You even have here that you've done 100 calls and you've learned quite a bit, which we can cover right after this. What are the main channels for you?

• 7:24Speaker 00

  You know what's funny? So on these calls, and these are super qualified calls, like sometimes I'll just ask like, "So how did you hear about this?" And they're like, "Yeah, no, I was, I was kind of like taking a dump and then watching YouTube."

• 7:36Speaker 01

  Wait, wait, were you seriously?

• 7:37Speaker 00

  No, I'm not joking. He's like, "Yeah, I'm just taking a dump and watching." So it was us two talking at This is Marketing. And in that video, there's an ad for Carrot. So a lot of people are coming through that. Yeah. And so I would say LinkedIn, YouTube, and referral. Those would be the primary channels. LinkedIn, obviously, because it's a LinkedIn product.

• 7:58Speaker 01

  And for your ad agency?

• 7:59Speaker 00

  For the ad, not as, no, not as much. The product drives a lot of deletes.

• 8:04Speaker 01

  I know, but for your ad agency, what channels do you optimize for?

• 8:06Speaker 00

  So ad agency, I would say number one, you're asking number one channel, right?

• 8:10Speaker 01

  Top three.

• 8:11Speaker 00

  Top three. Number one, I would say would be SEO. And then second would be referral. And then third...

• 8:26Speaker 00

  This changes a lot. Um, third would be through partnerships, webinars.

• 8:31Speaker 01

  Got it. If I had to pick three platforms and I'll exclude referrals, um, or RFPs, I would say number one for us is Google. Number two for us is LinkedIn and you want to take a guess what number three?

• 8:44Speaker 00

  YouTube?

• 8:45Speaker 01

  No, X.

• 8:47Speaker 00

  Really?

• 8:47Speaker 01

  Yeah.

• 8:47Speaker 00

  Wow. I believe it.

• 8:49Speaker 01

  I'm, I'm saying this for enterprise, by the way.

• 8:52Speaker 00

  Yeah.

• 8:52Speaker 01

  I don't really track too much on the SMBN because we're more, uh, when we look at our globally, we generate the, I would probably say enterprise is the largest chunk of our revenue. And those three channels excluding things like RFPs, word of mouth or press, stuff that's just, you know, a platform that you would want to optimize for. Most people wouldn't guess those and they look at like X and like, oh, isn't that place just?

• 9:15Speaker 00

  Like LinkedIn and X makes sense for you because the graphs that you share, the types of people that are interested in that are usually like, they understand that, a lot of them are, they have some power, right? And I would say LinkedIn and X, I think you get pretty good reach on LinkedIn, if I'm not mistaken, right?

• 9:30Speaker 01

  Not with the graphs. The graphs do not go viral.

• 9:32Speaker 00

  What, what, what drives the leads, you think, on LinkedIn?

• 9:35Speaker 01

  The graphs.

• 9:36Speaker 00

  There you go.

• 9:37Speaker 01

  But it does not, reach wise, they don't do as well as.

• 9:39Speaker 00

  Conversion wise, they do well. And same thing with X, right?

• 9:42Speaker 01

  Not direct conversions, but when we talk to some of the enterprise people, they talk about how it's, it's a massive touch point.

• 9:49Speaker 00

  Yeah.

• 9:49Speaker 01

  So I'm just attributing to it. You're not getting direct versions, but literally they're saying, yes, our executive team is passing around a lot of the charts and the data.

• 9:58Speaker 00

  The, see, this is, this is the tough thing. This is why I think it's important to use something like a hockey stack or to see the different channels, the, the touchpoints. Cause, um, like you and I, we have a good feel for this stuff, but like a feeling is still a feeling, you know? It's not as good as like looking at some dashboard.

• 10:13Speaker 01

  No, no, no. I, I, our team ask every single customer and then they mark it down. So I can look at a spreadsheet and then see what's actually causing.

• 10:21Speaker 00

  Well, but when they ask, they usually give you the last touch or you ask, like when you ask, are you asking about the main channels? What are you asking?

• 10:28Speaker 01

  We'll ask specifically, how'd you first hear about us? All right. What made you contact us? How long have you been following us for? Or did you know about us before? If so, how long? And we'll even ask them, is there any specific piece? Like, let's say if they say, oh, it's like SEO or your blog or Twitter. We'll actually ask, is there like any specific piece of content that you like?

• 10:53Speaker 00

  Your salespeople will push them.

• 10:55Speaker 01

  Not on the first call, over multiple calls.

• 10:57Speaker 00

  Oh.

• 10:58Speaker 01

  If you ask on the first, we ask a little bit on the first call.

• 11:01Speaker 00

  Yeah, yeah, yeah.

• 11:01Speaker 01

  But if you ask everything on the first call, it's just too much.

• 11:03Speaker 00

  Yeah, no, that's, that's good. That's good for everyone.

• 11:05Speaker 01

  Right. So on the first call, you'll be like, oh, how'd you hear about us? Oh, cool. Yeah. How long have you been following us?

• 11:09Speaker 00

  Hey, by the way.

• 11:10Speaker 01

  And the next call, I'm saying, oh, out of curiosity, you said you've been following us on social. Yeah, I was talking to Neil, like, he wants to know, what was your favorite piece of content?

• 11:18Speaker 00

  Oh, I like that. Neil wants to know. I like that.

• 11:20Speaker 01

  Yeah, what's the type of content? And we're all get on the phone and be like, yeah, out of curiosity, Nick was telling me that.

• 11:25Speaker 00

  Yeah, yeah, yeah.

• 11:25Speaker 01

  You follow on Twitter, really appreciate it. What's a content that resonates most with you guys? And then it just gives us feedback on what to produce. But we don't find that, like, if you ask on the first calls to say, they're calling you because they want to work with you.

• 11:41Speaker 00

  You don't want to interview them on the first call.

• 11:43Speaker 01

  Yeah, it should be about them and trying to close them because of revenue first and then get the feedback later on.

• 11:48Speaker 00

  That's actually a good way of free multi-touch attribution. If you have multi-steps in the sales cycle, that's good. I like that.

• 11:53Speaker 01

  But we also find a good chunk of the leads call it, and this is for enterprise again, 20 to 30%, it's usually a, I don't know. And they don't really say, I don't know. They'll be like, oh, we're looking like at a Google directory or awards or asking internal people for a referral. And they'll give you like four or five things. It's like, oh, it was like one of those.

• 12:18Speaker 00

  Yeah.

• 12:19Speaker 01

  Which is not helpful.

• 12:20Speaker 00

  Uh huh.

• 12:21Speaker 01

  And then we're like, what Google directory?

• 12:24Speaker 00

  Yeah.

• 12:25Speaker 01

  You get what I mean, right? And it's just like, yeah.

• 12:27Speaker 00

  Yeah.

• 12:28Speaker 01

  Oh, yeah, that, you know, maybe they knew someone on your team. Because a lot of our deals come from procurement-led processes where they're messaging out.

• 12:37Speaker 00

  Oh, my God.

• 12:38Speaker 01

  And they're including you and you don't know why they're including you because someone's just told them to include you.

• 12:43Speaker 00

  They send procurement stuff for carrot and it's so annoying. Seventy, all these questionnaires and all these things. And I'm just like, dude, it's a pilot, man. Like, call me your ass.

• 12:53Speaker 01

  Uh, how big of an organization?

• 12:56Speaker 00

  Um, some of these Tata.

• 13:00Speaker 01

  Okay, so you should have someone who just goes and fills it out because a lot of them you will not close unless you fill out all the books.

• 13:05Speaker 00

  There's another one that does, they're like, you can call them midsize, I guess, to do a couple hundred million a year.

• 13:11Speaker 01

  The reason we don't mind filling those out is you'll find after you do it a few times, I know it's a pain, but you're planning on doing this business for a while and you see a lot of potential. You'll find that a lot of it's cookie cutter and you can just copy and paste in the future. So just paint, you just paint through it and just deal with it.

• 13:27Speaker 00

  Anyway, that's what procurement feels like, guys. So, so yeah.

• 13:31Speaker 01

  And sometimes you get hit up by procurement and they're just like, you know, you do all this work and you just have a feeling like, man, these guys are just using us to get their existing agency to either go down on price.

• 13:45Speaker 00

  Yours is RFP where you had to fill in strategies and stuff. That, that's even harder. Like, I, I know you're not.

• 13:50Speaker 01

  So painful.

• 13:51Speaker 00

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• 14:33Speaker 01

  Uh huh. I remember we could have been in a different RFP for Goldman, but one of the RFPs we were in for Goldman. They made us go through quite a bit of hoops. And then towards the end, and this is pre COVID or yeah, pre COVID. They're like, we expect the winning company to put X amount of people in our office on a monthly basis.

• 14:54Speaker 00

  Yes.

• 14:55Speaker 01

  And then we're like, yeah, we're okay with that. And then when they wanted to share the budgets from like, so you want me to put people in your office? And you're going to pay me a fraction of what I'm actually paying these people. So I'm like, uh, yeah, this isn't going to actually work. And I'm not saying we would have won the RFP even if we conceded on that, right? We just couldn't make the math work for what they were looking for and the quality that they were.

• 15:16Speaker 00

  But props to them for asking for it.

• 15:18Speaker 01

  Props to them.

• 15:19Speaker 00

  Yeah.

• 15:19Speaker 01

  And, and I'm not saying if we did that, we would have won. I'm just saying that they, you know, put people to the wringer and they know what they're looking for. And that's great. If you're going to actually try to hire someone, the more strict you are with your criteria, the better off you are. Cause the less likely you are to make a mistake.

• 15:35Speaker 00

  Yep. You know, this was interesting. Um, did you, okay, there's this post about how marketing funnels are dead. What do you think about that, that comment overall? Let's just talk about the comment and react to it.

• 15:47Speaker 01

  I don't think marketing funnels are dead. I think using the same old funnels that you're using for five years ago are not as effective.

• 15:52Speaker 00

  I think what's interesting is the argument these people make, um, this is from Jordan Mix. And there's this other guy, uh, Cody Schneider, I believe. So the argument here is funnels are dead, orbits are in. I'm like, what are orbits? Um, so the argument here is buyers don't march down a funnel. They might hit your site once and they might come back later. And then they might proceed down the funnel a little bit and then back out. And they might see like your Instagram post and like email or whatever. So they're saying it's like, there's all these orbits, right? These different channels. Um, and so they're saying funnels are dead. I think that's a little overblown, but the fact that you, it's, it's omni-channel. It's just different verbiage and different vernacular. But to me, at the end of the day, it's still largely the same thing.

• 16:33Speaker 01

  I agree.

• 16:33Speaker 00

  You still need to go through a path.

• 16:35Speaker 01

  Exactly. I agree with their Orbit's concept, but if you don't have a funnel, you're not going to get as high of a conversion rate.

• 16:40Speaker 00

  Yep.

• 16:41Speaker 01

  And a basic website has a funnel, homepage to a contact page. That's only two steps, but that's a basic funnel, right? You had to get someone to visit your site, then they go to the contact page and they fill out their details. And the third step would be a thank you page where you can have a video explaining what they're going to get, or you can have something letting them know you follow up shortly. But yeah, you still need a funnel, but funnel combined with,

• 17:10Speaker 01

  you know, leveraging this marketing Orbit's philosophy, I think both combined will do well.

• 17:13Speaker 00

  Yep. We got a couple more.

• 17:15Speaker 01

  But the marketing Orbit's, the way I looked at it, because I Googled it and I read it. And I don't spend too much time, but when you put it in the sheet earlier today, I started, I spent like 10 minutes researching.

• 17:25Speaker 00

  Oh, wow.

• 17:25Speaker 01

  I'm like, dude, this is just pretty much doing, you know, multi-touch attribution from what I can see. And then leveraging Omni Channel, right? And just being everywhere out there on the web and giving a lot of goodwill.

• 17:36Speaker 00

  Yep. I mean, by the way, this is a marketing tactic too, to try to rebrand something. To say it's dead is kind of a hook. And then to come up with a new concept is also hooky as well. So we get what's going on, but you know, come on, still same thing, kind of.

• 17:48Speaker 01

  Yeah, it's like Brian Dean back in the day being like skyscraper technique.

• 17:52Speaker 00

  Everything, yeah.

• 17:52Speaker 01

  It's just like writing in-depth content.

• 17:55Speaker 00

  Yep. By the way, speaking of SEO, speaking of skyscraper content.

• 17:59Speaker 01

  And by the way, Eric and I aren't trying to hate on rebranding and doing that. We think it's a smart marketing play.

• 18:05Speaker 00

  Yeah. And skyscraper, like we still remember today.

• 18:08Speaker 01

  Yeah.

• 18:09Speaker 00

  So what, you know what? Let's go down the AI path. You know what content does really well? The AI content, because there's a dearth of AI content. And I did some research. I used Mr. Beast's View Stats. And I was just looking, I was like, man, there's a lot of AI content out there, but a lot of it sucks. And there's actually not a lot of AI marketing and AI business content out there. So I was just like, oh, I'm just going to hit that. So I took all our recent talks, whatever, but I added AI to it. I saw the click rate just go up. There's one where I changed it, like there's a short that was like getting, like it was flatlining, right? And I added AI to it.

• 18:43Speaker 01

  People love the word AI.

• 18:45Speaker 00

  So let's talk about the shocking revelation from Goldman Sachs CEO. You probably know about this one, but Solomon, who by the way, he's a DJ. You know that?

• 18:54Speaker 01

  The CEO is also DJ?

• 18:55Speaker 00

  The CEO is a DJ, yeah.

• 18:56Speaker 01

  You're talking about the bald dude?

• 18:57Speaker 00

  Yeah, yeah, yeah. He's a DJ. So he's been Goldman's chief since 2018. He spoke about the impact of AI.

• 19:03Speaker 01

  You sure on this?

• 19:04Speaker 00

  I'm not even, okay, pay me a hundred dollars if he's a DJ.

• 19:07Speaker 01

  I'll buy you lunch.

• 19:08Speaker 00

  Okay, I'll take that.

• 19:10Speaker 00

  Neil's searching right now to see if he's a DJ and then I'm gonna, I'm gonna read off this thing.

• 19:15Speaker 01

  Let's see.

• 19:20Speaker 01

  Yeah, he's a DJ.

• 19:21Speaker 00

  Yeah, that's right. Neil owes me lunch now, guys. So here's what he said.

• 19:25Speaker 01

  David Solomon Music, oh.

• 19:27Speaker 00

  No, he's DJed for like legit like EDM stuff. I'm not even joking about that. So guys, you should be well-rounded, even if you're gonna be a leader of a, of a giant company. But he said, look, the bank now has 11,000 engineers and 46,000 employees. And it's using AI to draft public filing documents. So the work of drafting an S1, the initial registration prospectus for an IPO, might have taken a six-person team two weeks to complete. But now it could be done 95% by an AI in minutes. He said, the last 5% now matters because the rest is now a commodity. Meaning that the best people, the most creative people, that the best of the best, those people will have a job.

• 20:04Speaker 01

  And they'll get paid a lot more money.

• 20:06Speaker 00

  Yep, yep. And so this hasn't changed what we've been saying about AI. We think it's gonna be smaller team, big businesses. We're gonna see 10 people teams doing 100 million revenue, maybe even a billion in revenue or so. Maybe 100-person teams, like it will be very commonplace. And Neil and I both seen with our, our friends, for example, a lot of them, they might see standard attrition with their teams every year. They're just not replacing those people. Or they're, they're slowly cutting more and more. So I don't take any enjoyment out of this. The thing for me is I constantly tell my team, look, I'm trying to do my best to make you defensible against the future. Cause I don't, I want you to leave Single Grain better off than when you first came in. Like, that's what makes me happy, right? Obviously it makes me happy if the company grows too.

• 20:51Speaker 00

  But um, that's what I, that's part of like what, what I enjoy about life, seeing people get better. But this is real, guys. We've been saying it for, for years now.

• 20:59Speaker 01

  Yes. On a side note, did you end up watching the Vichy documentary on Netflix?

• 21:04Speaker 00

  I did.

• 21:04Speaker 01

  It was really good.

• 21:06Speaker 00

  Even like Avicii.

• 21:07Speaker 01

  I watched it.

• 21:08Speaker 00

  But he, yeah, no, it's really good.

• 21:10Speaker 01

  Uh, but when you look at it, that whole industry is gonna change because of AI.

• 21:16Speaker 00

  Yeah.

• 21:16Speaker 01

  You watch all the songs, autotunes and all that kinda stuff.

• 21:19Speaker 00

  Avicii's music, top tier.

• 21:21Speaker 01

  Yes. On a random side note, I've actually done a call with that guy Ash. I just didn't know who he was.

• 21:26Speaker 00

  Oh, you did?

• 21:27Speaker 01

  Yeah, it was like a few months ago, no, two months ago, one month ago.

• 21:30Speaker 00

  What do you want?

• 21:31Speaker 01

  No comment.

• 21:32Speaker 00

  Oh.

• 21:34Speaker 00

  I was like, you want, you wanna make a music video?

• 21:36Speaker 01

  Nah, this is something random.

• 21:38Speaker 00

  Okay, got it. I don't need to know. Alright, so, that is it for today, guys. Go to marketingschool.io slash agency to learn more about the Agency Owners Association. And that's the group where you're gonna see our churn numbers get even better. Goodbye.