Ten Landing Page Tweaks That Increase Conversions by Lee Wilson #442

Hi, and welcome to the SEO Podcast, Unknown Secrets of Internet Marketing. My name is Chris Burris, owner of DwebResults. My name is Matt Burris, and I'm Lanny Davis. The man, you look like a pilot with those Ray-Bans. Yeah, looking pretty awesome. No, I'm crashing the leads right now with this. You're just scooping up leads, passing them out to customers. That's what we do around here. That's what we do, we scoop up leads. I like that. We're lead scoopers. Hey, you need leads scooped up. Give us a shot. You want the scoop on leads? Because we're the lead scoopers. I like it. Welcome, not to be confused with the pooper scoopers. That's an entirely different line of business. No, good leads. We want good leads. Good leads, yeah. Welcome to the podcast. This is podcast number 442. Wow, that's a big number. We've been doing this for quite a while. As always, there's a tip. Well, as usual, there's a tip. This time, there's no tip for the previous podcast, I don't think. So if you're tuning in, you're starting fresh. Yes, we're starting fresh today. What we do have, though, is this review. This is pretty awesome. It's from Grannon Insurance. It is, of course, five stars. It says, I started listening to the podcast a few months ago while on the road and have really enjoyed learning the tips and tricks provided on the show. Always entertaining listening to these guys, too. I just took advantage of the initial free call and appreciate the time spent and tips, ideas, and critique given to me by Jamarcus. I feel like I might have read this one, but we're going to go as if I didn't. Regarding my current website and future plans, thank you so much. Punch in the face to you. That's how the process works. You go to the website. You ask for a free website analysis. You get a free website analysis. That's 15 to 30 minutes with one of our internet marketing strategy experts. And then you move into our next

process, which is from problems to profit plan. That's how it works. That's really a mouthful question. Yeah, from problems to profit plan. Or you can just say profit plan. Well, yeah, we do abbreviate it here as the profit plan because it is a mouthful. It's just we like to bring that up because you might have problems that you're not aware of and you really can fix those and turn them into profit. Yeah. Well, I mean, a lot of people get their questions answered when they call in. And they really appreciate the value. I enjoy talking to everybody that's calling in and helping them out. And so, yeah. Yeah. Remember, we are filmed live here in Houston. And Matt and I, we are your results rebels. If this is the first time you are tuning into the podcast, howdy and welcome to the podcast. If you've been here before, you might be interested in some tips. You can get those tips at ewebresults.com slash resources or SEO tips. I'm not sure about resources. I am forward slash SEO tips. Because we have more. There's more than just tips. And we're even building tools. Yes, we have working on tools that are out there. We built a tool that didn't work. Well, it works, but it didn't do anything. It didn't really add any particular value. Hey, we're covering a really cool article today, 10 landing page tweaks that will increase conversions. Because at the end of the day, isn't it the conversions that matter? Yes, it's all about conversions. If you just want to have some information website, then you should be, I don't know, Wikipedia, right? I love Wikipedia. If you actually want to have a business. Yeah, it's good. Yeah. If you actually want to have a business that's... Yeah. Yeah, we'll get a link back to it. Yeah, that's good. Wikipedia. If you actually want to have a business and get leads and prospects and deliver service and add value to, I don't know, people's lives, then you probably want conversions. Yes. Yep.

Well, okay, so you bring up a really good point, Chris. I really wasn't paying attention until now, so let me kind of... I'm not surprised. So really, a lot of people call in, right? And they're like, I need SEO. Right. I need SEO or I need PPC or whatever. What they really need is leads. Yep. Right? That's really what they want. They have convinced themselves that they need SEO or PPC or whatever. Yeah. But it's like, we can force more people through your current funnel. Yeah. But if your current funnel or your landing page... Is clogged. Is clogged or leaky, you're going to lose people. Yeah. So really, when people call in and they have a couple thousand people to their website already and they're not getting leads, it's like, well, yeah, we can do SEO and that would be my best. We can drive a couple more thousand and increase your leads. Yeah. Minimally. But let's be really efficient and take the current leads you have and convert more of those. Yep. Absolutely. All right. Am I still being really quiet now? Yeah. Did he turn me way down again? It feels like, yeah. Every time he leaves, I'm over here and turning you back down. It's just really low on Facebook. It sounds really, really clear. It's really good. Yeah. But it's low. I like the clear part. We don't have our videographer in here today. Sorry, guys. Also, if you've tuned in before, you know the part that we're about to skip. Each and every week, we run a contest. And that contest is, if we get 10 shikos. A share, a like, and a follow. That has a sound. When you share or you like or you follow us. I'm not wearing the shirt. In your head, you should hear, shikow, because it's a share, like, or follow. If we get 10 shikos and we get one review, I just read the review, then we move the piece where we tell you how to connect with us and leave us reviews

towards the end. So we're going to do that. If you'd like a t-shirt. So Matt's wearing a t-shirt right now. Just SEO, leads, SEO and PPC, duking it out for leads because that's the thing that really matters. Yes. It's a pretty cool shirt. We have 12, 16 shirts, different styles out there. My favorite one is that kind of has the Star Wars theme and says, may the rank be with you. Yeah, that's awesome. I think that's pretty good. Yep. You can get those at ewebresults.com slash. Swag. Swag. All right. Let's jump into our article. All right. 10. Landing page tweaks that will increase conversions. And he's talking about making tweaks to your landing page is really satisfying. It's one of the things like, so you get that, you get that call. Oh, uh, who is this? It's Lee. Oh, it's Lee Wilson. Punch in the face to you, Lee Wilson. Uh, it's such good information. I just wanted to jump into it right away. I want to give Lee credit. Punch in the face to you, Lee. Uh, it's a really good article. He talks about the level of satisfaction he gets when he's able to make some tweaks to a landing page and directly impact conversions. You were talking about it. Hey, I need SEO. Well, actually you need some tweaks to your website so that your website converts better. It is one of the fastest ways to get better results from your current internet marketing strategy. And so you really should have a conversion rate optimization as part of your ongoing refinements. Uh, we obviously do that every month with our customers. We're looking at the pages that are getting maybe some, some new SEO. Yeah. I mean, it's part of our SEO to get them more leads. It's not just get them higher ranking. Yeah. Right. It's a full package. Cause that's what you really want. Yeah. Those leads, those conversions. We do content. We do like, we really have a strong SEO package. Yeah. Uh, I'm seeing a lot of people

that have spent money on SEO and they're like ranking for their own name. Yeah. And I'm like, you're not getting forever that I've gotten calls. Hey, how are you doing in search? I'm doing really good. When I type in my name, I'm right there in third position. Well, people, people don't know you should rank first for your name, but, but a lot of people are calling in and we're looking at their traffic and there's certain keywords that are going to drive new customers into you. Right. And a lot of times they've been paying an SEO company and they're ranked for their name. And I'm like, that's your like referral business, your goodwill, your branding that's out there. The SEO is not doing anything new for you. No value to it. Yeah. So that's just one of the things I've been seeing a lot of. All right. So he's got 10 landing page street tweaks. The first one is every page needs to feel personalized and relevant. And so he has a, so, so we talk about continuity when somebody searches for something, the ad or, um, the meta description that they see needs to mention that something. And then they click through, they've clicked through because of something they need to see that something that continuity is good. Are you going to get your bounce rate rate up? Also make sure these messages are personalized for those people who are landing there. Uh, and he says, basically, why don't you take a template, uh, tape different types of web pages that you might have on your site and make sure you've got a template that addresses that personalization and relevancy. Um, so one page is like a company and a branding page. So yeah, you should probably have a company page. They're like the about us page is the second most looked at page besides typically the homepage. Yep. So that's a great place to tell your story. We see that in our, in our, we do, uh, we either do weekly calls or at

a minimum, what we call an MRC, a monthly results call with our clients. And then in those calls, as we're going over data, we see that the about page really gets a lot of attention. Yeah. So Chris, I mean, we've been doing the monthly results calls for a long time. Uh, we've found that a lot of clients like to take that hour and chop it up every week. Uh, and, and you get that constant feedback and it helps out our team too. And it keeps everything moving. Um, some people are busy. You want to kind of get a breakdown and everything we've been doing it. We just work the way you want to work. We customize it for you. For you in every case. Next is maybe a services page, uh, a category and product level pages. Those are going to be different. You want different layouts to kind of make sure you're relevant and personalized. A contact page, your blog and news articles. They should really have their own template. Uh, and then any cornerstone, evergreen or hero content. Boom. Boom. Should have its own kind of look and feel. Uh, and make sure it's customized, uh, for the relevancy and the personalize it. Customize, go find something you really like and steal it. I mean, uh, uh, adopt some of the concepts that seem relevant and, and personalized and bring them in. That is the, no, I'm just kidding. Number two, give people, we got to move on quickly. Number two, give people more information to take action sooner. Right? And so what he's talking about here is in the example, in his example, you've got, uh, an e-commerce website and you've got, of course, the add to cart button. Yes. But make sure that all the information is there. And I can think of actually one kind of personal project that I'm working on where the button is kind of floating all by itself and there's no real information around it. And it's not the right look and feel. You need to

have credibility pieces. You need to have, um, descriptions. You need to have like reasons why, you know, the benefits, features and benefits, they're listed close to the button so that they're like, oh yeah, I'm clicking this button because of those things. Well, also the color of the button, what the words say on the button, there's a lot of things, how big the button is so you can hit it on mobile, right? There's all kinds of things, uh, that drive action or moving people through your process. A lot of times people are designing a website to make them look real pretty and the button kind of blends into the background, right? Of like the flow of the colors. You want a red or a green or orange or something that's going to pop so people can find it. You know, I mean, I've actually seen like, and it's kind of the older websites, but I've still seen it where you have like it blinking. Yeah. Yeah. But you look at it and you're like, ah, but you're just not ready to do that yet. So maybe if you had that later down on the page after you tell your story the way you want to. So maybe the first button is not blinking and the one further down the page is blinking because all right, you've got the information now. It's time to take action. Yeah, exactly. Absolutely. So, uh, make those stand out. Number three, lower the level of emotive commitment. Uh-huh. He said, you should consider a button press the same type of thing as a person picking up a product from a shelf in a store and walking closer to the checkout, right? So understand what that is. He says, consider changing text from by or by now to something a little more gentle, such as continue. Uh, and he even goes on to say, continue is my current top tip for trying on button text. I urge you to give it a try now. Okay. Yeah. So he says, give it a

try now. Well, he just, he just says, I urge you to give it a try. I urge you to continue. Well, no, I mean, I, I really, I really think that that goes the same right now is like, give me your email address. Right. Well, give me a little more information. Yeah. Why don't you do it? Or by like, you're, you're, you're, you're building like micro steps up a ladder that you want them to take action. And so continue is a lot less committal than by now. So if they're still curious, they'll keep clicking. Yeah. And the farther they get through that process, the better. He says, test everything. Every marketer should be experimenting on a regular basis. One of the things that, and this really like sits well, uh, at eWeb results. Cause we, we, we, we asked this question, right? What if you hire a company to make a great webpage or a website or landing page or a product page and they do make that great page? And then you hire another company to drive lots of traffic to that page and they do. So you've got lots of traffic and you've got this page you like, but you're not getting any more business. Who do you fire? Right. And one of the reasons you should, we feel you should fire both of those companies and hire a company like us is, is because we're responsible for the landing page and the traffic. Cause maybe it's the right traffic to the wrong landing page. Maybe it's the wrong landing page for the right traffic or the wrong traffic, whatever the iteration is. You just, you just need somebody that you can hold accountable to the results. Right. And that's a company like eWeb results does that for you. So interestingly enough, you bring that up. So I was talking to a plastic surgeon. Right. Okay. Last week. Right. He had a company that did his blogs. You were thinking about getting stuff done. Is that? No. He called it. He called it.

No, but, uh, he, uh, he had a company that did his blogs. Right. He had a company that did his PPC. Right. He did a company. A separate company. A separate company that did his SEO. Okay. So that's three. Yeah. And then another company I think to do his website, like how about emails, probably separate emails, maybe, but it was like beyond three or four. I was like, whatever. And he, and reason was he's calling. I was like, Hey, like, well, he's right down the street too. Yeah. He was like, Hey, like, I want to meet with you. And basically like, I need to consolidate. Yeah. Because he's like, I got it. It's good that I have a specialist for everything, but you know, I got to have five meetings and I'm a plastic surgeon. Yeah. Yeah. Yeah. So what can I get that under one house? You know? Yeah. Yeah. Uh, so when you're testing everything, what combination of advertising text and landing page actually work? How many CTAs should a page have? Where's the best position for the CTA and what size, color, and text work best for product and category level and or buttons. So that's true. Test everything. True. Number five. And in fact, it shouldn't just be test everything. It should be test everything. Come up with assumptions about the value added to the business and then talk to the business owner or whoever's responsible for the marketing, right? Your communication, uh, person at that company and say, Hey, we think we did this. What are, what are you seeing? Cause that's the only thing that matters. So, so I mean, here at UI results and I know we call it ourselves. So like we kind of have a results lab and I think at the new location we will, uh, I, we got to post the pictures of the demolition of our new location. Cause it's, it's pretty awesome. It's getting started. Knocking down all the walls and building it out. But I, uh, I got a call from

a client. Right. Okay. On a Friday night. Okay. We, we had a client that had some stuff, uh, with the campaign we launched. Oh yeah. Yeah. He started asking me some questions. I had a login, uh, get in there to the questions. Right. And I was trying to find which ad he was talking about. Right. And we take it a little extreme here cause there was like 116 ads and I was the one that didn't develop like that strategy. And so I couldn't get ahold of anybody else and he needed an answer and I had to look through every one of them to finally find the answer, to find, to find the answer. So, I mean, we really AB tested and really what we've done now is we're only running eight ads now on that campaign over the last three months because we've iterated in finding what, which one's working, what people's work, what, uh, you know, everything. It was awesome. It was a really good campaign. Actually, this was for a franchisee and I had a call yesterday with the franchise headquarters, with the franchise headquarters and they wanted to know what we were doing and now I have a meeting set up with them. They're like, Hey, what, whatever you're doing is working really, really well. That was basically it. And I was like, well, if you want the secret sauce. Yeah. Let's talk. Yeah, exactly. So it was good. All right. Number five, live chat works and it's worth investing in today's chat box that are fueling most of the 24 seven live chat apps are fantastic business tools. It used to be that you, you know, it was very easy to know you're with a bot and it's a waste of time. And it was actually laid out like, Hey, this is our knowledge base. You know, let's, you know, let's jump through the knowledge base. You answer these questions this way. Whereas a bot can do a much better job now. So, so, so yeah, we are, we are, I

mean, I know I've said we were launching our, but we are, it's, it's ready to go. It's being launched now on the website. Yeah. Okay. We are going to have a customer service. And the reason you'll know it's a chat bot because you'll think it's a real person is it's a platypus in boxing clothes. Okay. I mean, he is here in the office. Yeah. Okay. He's here. He runs around 24 seven. It's amazing how much cheese they eat. I don't know. It's weird. You wouldn't think of platypus. I don't know. I don't know that. Is it cheese or cheese. I don't know. Cheese. I like that. He's addicted to Cheez-Its. But he's who you'll be talking to. And if he can't answer any questions, you'll have the availability to send us a quick text and we'll try to answer it very quickly. What's his name? Do we have his name? We have a name for it. Cheez-Its. We'll call him Cheez-Its for now. All right. Number six. Take more time to nurture your leads. Not everyone that gets in touch with your business is ready to buy now. Right? According to MarketSherpa. Only 3% people. Only 3%. According to MarketSherpa, on average, organizations that spend the time nurturing their leads experience a 45% lift related to ROI. So, one of the studies I read, I can't refer to it, but 3% of people are typically ready to buy today. Today. Yeah. And then if you increase that window to 90 days, so if you have a nurture campaign or email marketing or whatever in process, 40%. You can get to 40. 40%. So, that widens the funnel quite a bit. Yep. Absolutely. Next is set up email workflows, which really ties into the nurture your leads, right? Because they come in, they make contact with you, and then you want to nurture them. And I'm going to say, I felt like he didn't say a lot about this. Yeah, I know. Actually, it didn't highlight anything. It was like, you need to do this. Yeah.

And then I was like, I wrote, there should be a whole podcast on just this because it's so important. The value of the workflows, what can they look like, how many should you have related to every stage of the sales process? You know what? I'm going to do a webinar on that because it's so valuable. It's so important of what I've built for us. Well, you often talk about a stat where most sales happen on the 11th contact, is it? Or 8th contact? Yeah, most happen on the 8th. And most salespeople only follow up, good ones, follow up three times. So if most sales are happening on 8th and good people are following up on 3, I don't know how sales are actually happening. Very few. And an email drip is a way to make those, to stretch those contacts out automatically. I mean, we're doing SMS, so we're doing text, we're doing emails, we're doing remarketing. I mean, we're creating multiple touch points, we're sending stuff, hard copying the mail. Like, you want a multi-channel process to have them be able, when they're ready, to pick it up and call you. Yep. All right. Number 8. And again, this is 10 landing page tweaks that will increase your conversions by Mr. Lee Wilson. Look him up and let him know you listen to this podcast. Yes. Number 8 is track micro goals. So, you know, e-commerce, it's kind of obvious, hey, I got a sale, that's great, but you might want to track things like, how many pages did they visit? He had one in here that I wasn't familiar with. Wistia. How much of the videos have they watched, right? Well, yeah, so Wistia. When do they drop off? Right, if you move it to the next level, right? Yeah. So you got YouTube videos for free, that's great. Yeah. You can get SEO ranking, but if you're starting to get down to driving tons of traffic, you want to see what's going on, you can create custom audiences by how many videos

they watched or how many- How much time of this video. How many videos have they watched, and you can grab their IP address. So Wistia is a great tool, it's a paid tool, but when you get to that level, it's something to really consider if you're doing a lot of videos. And remember, in 2020, I think 80% of all content that's searched online will be in video format. So do it. Get it on top of the video. Well, we talked about test and measuring earlier, so Wistia- You can check out our YouTube video. Yeah, Wistia gives you the opportunity to do more measuring, right? So you can do more testing. He says, anybody who's getting a brochure to download, I never thought of this one. People are viewing terms and conditions. I have never tracked that, I'm going to be honest. Yeah, me either. I've never tracked. There might be some value. You might find some interesting information. Well, I mean, but I think that you cover yourself, right? If you're selling something- And you know everyone's visiting that. Yeah, everybody's visiting that. I mean, some people, right? I don't know. Some apps make you scroll all the way down to click it. Yeah. So they're like, no, you- Ostensibly, they read it or at least took action to not read it. You had the opportunity to see it, right? Yeah. And you've chosen that. All right, number nine, improve your forms. This is actually a really big one. We've talked about it a lot. You want to have as few form fields as possible, but- Yeah. And there is a but, it's based on what you're asking or asking, what you're saying you're going to provide to them. For instance, if you are going to provide them a healthcare quote, you cannot just ask for their name and email and tell them that you're going to give them a healthcare quote because they kind of know that with their name and email address, you can't give them a quote. They're expecting to fill out

more information. So something I'm really seeing in campaigns that I've ran over the last, like, let's just say six months, like what I've really seen is if the client's not getting enough leads and we drop down just to an email, it pops up 20% or so, okay? Now, what I am dealing with a number of clients is we've gotten them too many leads. I actually had someone not fire us for SEO, not fire us for SEO, stop the SEO because they needed to hire people to answer all the phone calls. Once we moved on to the next topic. Once we moved on to the next theme. That was a bankruptcy attorney, right? Yeah, bankruptcy lawyer. Well, that's what we knocked it out of the park. I'm doing too good. Like, I'm just too good. But I also have two clients that are in the first, second position on Google. For particular phrases, yeah. For particular phrase, same term. And they're just going crazy with leads and we're having to add more forms. Because they want to try and filter out the leads before their sales people. Filter it out. So, if you want to filter out the leads and get more qualified leads, add more forms. If you want to widen the funnel, lessen it, right? And then finally, number 10, on 10 landing page tweaks that will increase your conversions, update your headings. And this goes to that kind of instant continuity that we talked about. They search for something. It's in the ad. So, they click the ad. They land on the page and there it is in the headings. The main page heading has the greatest impact on bounce rates than any other on-page element. And, I mean, that's for SEO and Google does it because it affects user experience. But, I mean, so they go hand in hand. Like, Google loves people that do good for their visitors. All right. So, Mr. Wilson, Mr. Lee Wilson, punched in the face to you, again, actually got a summary and he said, here

are the things. Personalize landing page with your visitors in mind. One. Yes. Give people more information to act faster. Two. Use chatbots for 27 live chat expertise provision and business support. Three. All right. That was easy for me to read. Introduce a culture of testing to refine micro and macro goal completions. Four. And then you put, do you put, do you hear? I don't know. He slipped in micro and macro goals because that was one of his tips. Don't expect everyone to buy straight away. In fact, they're not going to. It's probably going to be about 3% that are going to buy right away. Five. Make your forms and headings work harder. Test, refine, and improve them. Six. So, we had 10 topics, but there's only six takeaways. I am not a good mathematician here, but I feel like we're missing something. I feel like we could have taken away more. Plus what we added to the mix there. All right. So, that's our article punched in the face to you, Mr. Lee Wilson. We appreciate you. If you like this podcast, we're going to ask you to do one simple thing. Please share it. I think this would be a GIF. A GIF? Like a... The punches come together and leads come together. I think we should do that. Yeah. By the way, if you're on our YouTube channel, you can actually see what he's doing for those majority that listen to the radio, you know, to the audio either on a podcast or wherever you may get it. Oh, we're going to make it on a little thumb drive. Oh, yeah. So, you can listen to it in your car or on a CD. Yeah. So, we'll have that shortly. Very cool. Let's see. So, please share the podcast with your friends. If you'd like to grow your business with the largest, simplest marketing tool on the planet, call eWebResults for increased revenue in your business, 713-592-6724. If you have a referral, we have a referral program. Yes. It's such a, I don't

know, sophisticated might not be the word, complete referral system that there's actually a link on our website where you can go and fill out a referral. Then we know that it came from you. If you want us to make contact with them, great. If you want to have them... We're cutting some big checks for referrals and all you got to do is make an introduction. I mean, I'm telling you, we have some people I can bring on for testimonials. I should get some testimonials of people we're cutting checks to for the referral program. Because all they're doing is introducing us. We're closing a deal. We're paying a month over month. It's not a one-time referral. It's a percentage of everything we make. And we want to take care of you because you took care of us. Punch in the face to Randy. He says that's a great shirt. Catherine, hello. I can't hear very well and my volume is all the way up. We've tried to adjust that twice. I'm sorry. I'll talk louder next time. It's all Matt's fault. Listen to the audio on iTunes or something like that. iTunes or Stitcher or whatever. We'll make sure that it gets boosted. We'll make sure that it's high enough. By the way, so we didn't finish this. Go submit a referral. When they pay us, we pay you. Please remember we're filmed... Oh, wait. Let me tell you how you connect with us. We'll give you a couple of ways because we really appreciate... We also, when you share, like, and follow us, we hear, even in our sleep, Chakow! So as you're... Sometimes it startles me in the middle of the night. It's like, ah, somebody just liked or shared something. Let's see. I don't know. You could go to twitter.com slash... E-word results. Yeah, that would work. Instagram.com slash... E-word results. If you go to our Facebook page, I've been on some guest podcasts lately and done some talks, so if you want some additional... There's a video out there that it's kind

of... If you want some training, you know, like there's some stuff out there. Go listen to some of his talks. Yeah, we're going to be putting together, like, an SEO basics course. That's why I've already done the recording of it. And we're going to chop it up and turn it into a course for people. So facebook.com slash... E-word results. And there's a video out there that is pretty cool, actually. One of our kind of friends and competitor. They do marketing here in Houston. Also, he hit me up. He was like, I like the video. That video came out really good. Which video came out really good? That's the video with the... He was like, you're clocking Lamborghinis and airplanes. Oh, yeah, yeah, yeah. I don't know if it was our rap video. I haven't gotten any comments from that. It's good, though. Yeah. It's out there. We need to probably put that in a different place so that it gets more attention. And then where do you want him to leave us a review? Do you have a particular place? You know, Yelp hides the reviews. Don't like them. But why don't you just leave them on... If you're a client and you're listening... So I know a lot of our clients do listen to every show. Please leave it on Better Business Bureau. We don't have any reviews on Better Business Bureau. So if you're our client, please leave it on Better Business Bureau. If you're listening to the podcast, leave it on Google. Leave it on Facebook. Like whatever tool or thing that you're logged in and that's easy, please leave us a review. We'll make Better Business Bureau easy. Just go to ewebresults.com slash BBB. And if you're listening live on Facebook, it's not working yet. We've got to remember to do that. All right. Please remember, we were filmed live here in Houston, Texas at 599 West 34th Street, Suite 106. For a short period, longer. Oh, yeah. It's going to be moving. We're moving to our new office. And we're

going to have a 50-person training center that we're going to be doing classes in and training. We're going to be setting up conferences. Next year is going to be a really big year if you want to come learn from the experts. We're pulling some of the top people that we have relationships with to put together a great event. Yep. Yep. So we are the most popular internet marketing podcast on iTunes. That is because of all you all. Also the known universe, but iTunes is good enough. Thank you. Thank you guys for tuning in. Until the next podcast, my name is Chris Burris. Bye-bye for now.