Justin Miller 15:39
Well, I mean, we first served the ones I came from. So, we taught other disc jockeys the marketing systems. We actually sold them just clones of what I was already using, because we knew it worked and it was way more comprehensive than pretty much what anyone else was using or had out there. This was also kind of the infancy of all these marketing automation type softwares. So I was an early adopter of those, which really helped. But we were also highly aggressive in outbound calling and every technology that was available, and getting PR, and then following up with PR and using those for everywhere. So we sold into DJs first, and, you know, got my feet wet, made a little money and I don’t want to speak down to the industry too much, because it’s a lot of fun. A lot of people have a ton of passion in there, but it is difficult to make a great salary, particularly if you’re a smaller operation or smaller geography. There’s limitations in every business. Beyond that, we went to other business owners that were in the same circles I was. So I was playing around in the GKIC world, the magnetic marketing world. I was in and out of those mastermind groups, and made a lot of friends there. So we got our ins and our first attempts at other industries. I can think of a personal injury attorney. We had pretty early out the gate, multiple dentists, and that’s when you start to learn that marketing is marketing. It is marketing. So there is, believe it or not, a lot of similarity between the core foundations of marketing a wedding entertainment company and marketing a cosmetic dentistry company. The dentists don’t want to hear that, and we don’t necessarily tell them that. That’s right, you’re unique, just like everyone else. But that allowed me to play in that world, and then I did some outsourced work for Infusionsoft at the time, now keep for about a year, I did onboardings for them and retention accounts. So when they sold an account, you know, I would get them and spend three hours with them and get their initial setup going, get them to value. Or if they were at risk of canceling, they would pay me for a few hours to come in and get them to value so they would stay. So very quickly, I had dozens, if not hundreds of different industries, everything from psychics to real estate brokerages with 30 agents. So that really got me the breadth of industry experience that kind of pulled together into what we have today.
Jeremy Weisz 18:32
Yeah, I want to mention, it’s funny. I want to hear a little bit about how you stumbled in the GKIC world. But I do want to mention people. I did an episode with Brad Martin out of six division, and who is also in that Infusionsoft keep environment, and Greg Hickman, who Greg is actually pivoted to a different industry, but we actually used his services many years ago when we started using Fusionsoft. But how did you stumble upon GKIC?
Justin Miller 19:09
Yeah, so I would have to blame or thank Dave Dee for that. So Dave is someone that was in that world and pretty well known in those circles. So when I was attending a national disc jockey conference in Orlando, Florida at the age of 15 with my parents, who, of course, had to take me there. Dave was on stage giving a presentation on marketing systems for entertainers. And he was a magician. He was a magician at the time, yeah, and he sold the magicians, and then disc jockeys were the second audience he sold to, because he declared them having more money than magicians. So he sold a product when he was talking, this was the first time I had seen, probably, from the stage sales pitch or someone speaking about marketing systems, and that was one of the light bulb moments. And I bought what he. Had. And by the way, I still know Dave today, and he has a mastermind group that I’m part of. But it didn’t take long until I heard Dave mentioning the name Dan Kennedy over and over. So I’m like, All right, who’s Dan? Go to Barnes and Noble or borders, or whoever it was at the time, it was Walden books at the time, pick up the Dan Kennedy books and find your way into that circle. And probably responded to something in one of the books. They used to have CDs in those books. And then eventually started attending events. They had at least two very large events every year, very large by that industry standard. And I started going to those, and then eventually was able to afford mastermind groups and join those and continue to heavily invest in groups. Recently, Genius Network I’ve been in for a few years, and that’s been a big key, is networking with other people that are trying to grow and already at some sort of scale. And, yeah.
Jeremy Weisz 21:05
I love that Justin and I did an episode many years ago with Dave Dee, which is a really good one you shared. It’s too low points, so people can check that out. Who are some of your other mentors or maybe colleagues you respect in the direct response industry that you’ve maybe studied or learned from.
Justin Miller 21:24
So most of the ones that I play with are going to be unsung heroes behind the scenes that no one would ever know.
Jeremy Weisz 21:30
Let’s hear about it.
Justin Miller 21:31
So through some of these mastermind groups, I’ve had the ability to meet some other players that are further along than I am in providing these services, and they’ve been very courteous, and we’ve taken staff to tour facilities. So one of them is Joe Foley disc.com who’s been serving, you know, info, marketing and everything else for God knows how long. So we road trip.
Jeremy Weisz 21:58
He’s also in Illinois.
Justin Miller 22:00
Yep, he is, is within driving distance. So we took the crew there and toured his massive facility and took some learning lessons out of that.
Jeremy Weisz 22:12
Joe’s one of the nicest human beings, for sure.
Justin Miller 22:14
Yes, another one I met was John Webble, who is out east and runs a print and mail shop. So there are some of us out there that the interesting thing when I got in the direct mail industry, though, is by and large, it was a very tight-lipped, difficult-to-learn industry. More so than anything I’ve done, I’ve been in and out of a half dozen now. Everything’s kind of antiquated. Doesn’t quite work the way it’s supposed to. Everyone’s quiet and secretive, and it’s probably because the industry overall is on the decrease. I don’t care that it’s on the decrease. I’m a small thing in the whole grand scheme of things, and I’m on the increase, and that’s all I really care about. But it is a really weird, backwards-feeling industry and tied inextricably to the post office, which, of course, is burdened in red tape and regulation as well. So it’s a weird place to play.
Jeremy Weisz 23:10
Any other in the just like you’ve learned from a marketing perspective, you mentioned Dave Dee obviously, Brian Kurtz probably falls in that arena. Any others that you’ve learned from?
Justin Miller 23:20
Chet Holmes is on my shelf back here. It’s kind of the who’s who a business book. She used to be able to just go grab them off the shelf of the store, and that’s who it would be. So I learned a lot through reading, especially before I could afford going to events or anything like that, trying to think if I have any other favorite books. I mean literally, Brian Kurtz is sitting on my desk right now, Over Deliver. Yeah, yeah, no, I stayed isolated for quite a while inside Kennedy world. So he’s so prolific, there was so much to learn. I was very happy when Adam Witty bought the organization from advantage Forbes books. He brought some organizational development stuff in that was lacking, which is what I’m building here. I’m not building a Justin Miller Show. I’m happy to come on podcast, but I’m not taking credit for anything that happens here, that’s going on, starting about 15 feet that direction, and going back another 80. My team has been great. So most of my studying these days is focused around organizational development. Of course, I keep my ear to the marketing ground, but there’s a lot of shiny object at this point. There’s not much new.
Jeremy Weisz 24:38
Talk about the decision to shut down your digital agency and just focus on more the physical stuff. Not an easy decision, because you were doing that for many years.
Justin Miller 24:53
No, and it wasn’t overnight, either. So I had staff in place on the digital side, and I took that off my leadership, placed played overtime. I wasn’t involved in the delivery of it. I wasn’t involved in the sales of it. And ultimately, it’s not that it wasn’t viable. Obviously, there’s tons of great digital agencies out there. It’s just that our direct mail side was getting results for the client, and therefore it grew itself, the growth trajectory on mail versus digital was well over five to one when we compared them. So at that point it becomes, how much bandwidth and time do I have right here? Which sounds kind of selfish, but that’s ultimately why this business is here. It’s to serve our clients and me at the end of the day. So there was just too much mental bandwidth consumed by something producing too little in the scheme of what was going on. Now, there was great synergy between the two. So it was nice, probably from a client standpoint, to have those both in-house. However, at this point, I’m able to network and work with a lot of agencies before that would have never done that, because they saw us as competition, regardless of whether or not we were so focusing has been great. Also, we are now able to answer the what do you do? Question, which, believe it or not, was very difficult to do before, because we were 20 different things to 20 different people.
Jeremy Weisz 26:24
Was there a campaign Justin that sticks out to you that you were maybe probably doing both for you’re doing digital you’re doing print stuff. And then you realize, because you mentioned earlier, the print stuff was just killing it for them. And like, why don’t we just focus more on this? I mean, it’s like, we can do a lot of things, right? You have a lot of capabilities and knowledge, but focusing, like you mentioned, is key to just being more growing partnerships and all those things. What was a campaign that sticks out? They maybe were doing both, but you realized this, we need to just focus on the direct mail stuff.
Justin Miller 27:04
Well, yeah, some, some is observation, right? So sometimes we were being pulled into existing organizations with existing campaigns in play, and got to see behind the scenes what’s going on and some of the more complex, conditional type campaign follow-up. Almost all of them had direct mail in play, and this is in the keep world. The great thing was we could trigger direct mail. So we were always doing that. We weren’t always a provider of it, but we were always creating that account for someone else. One of the campaigns that we regularly see is actually for we serve a lot of members of Michael Rosbrook, he teaches CPAs and EAs and attorneys how to do tax resolution business, and we do a referral-type campaign for them. So it’s opening doors to referral sources. And we do this in a lot of industries, but his in particular. And we have a list of, I don’t know, nationwide, 400 people or 400,000 people on the list, maybe. So for anyone, anywhere in the country, we have the list we can pull. Okay, what’s your budget? 1000 bucks a month. Okay, this is how many you can send. And this thing is so predictable. So we have the same campaign in play for some people that are mailing 500 pieces a month up to I think the peak client does closer to 50,000 same dang thing repeated over and over. So when I see that to us, it means it’s scalable as a service provider, but to the client, it’s scalable as a media and it’s directly scalable. So a lot of times with like the online advertising, like pay per click, you get something that’s working, you double or triple the budget, and it’s not linear, like it doesn’t double or triple the result. And, oh, we got another hurdle. We got to figure out why this didn’t scale quite right. And then you get to another plateau, and in direct mail, unless your list is exhausted, if the universe of names for what you’re already doing still has names, it’s okay. How much do you want to send? So once you’ve proven it out, it’s great. And a lot of times that’s limited by what the client can serve, and that’s fine, too. I hate it as a business provider, because my goal is to get your results, and then you need to figure out how to fulfill on that. Let’s just keep going up. So we have another example, a very finite one for you. We have a local tree service company that they can just text us when they start to feel slow and like, all right, send another round. And I don’t know it’s like $1,500-$2,000, something like that. And okay, we know exactly what to send. We do it. Okay, they’re good again. They got their 20 leads, or whatever. And that’s amazing, because that same campaign could be used anywhere in the country. And for us as a provider if we wanted to push into tree services heavily, we certainly could. We know which dial to go, and there’s not a lot of media that that exists on I believe, believe that’s very unique to direct mail.
Jeremy Weisz 30:14
Talk about the tree services for a second. Justin, I’m sure they don’t have a head of copywriting on staff at the tree services company. So you’re helping craft that with them.
Justin Miller 30:26
Yeah, so I like to say we’re a marketing agency that happens to also do the mail in-house. So most of our clients, they’ve never mailed. They may have a marketing coordinator on staff, or it may just be the owner that’s dealing with the marketing. That would be the majority of people we’re working with, and we come in at concept stage, and we help them through writing, we do the graphic design layout, and we ultimately end up printing and mailing. So that’s really our unique value, is that we help.
Jeremy Weisz 31:00
You can send stuff in the mail. It doesn’t mean it’s going to not get thrown out or get read or call to action.
Justin Miller 31:02
Yeah, when we get ready stuff, there’s no magic, really, in that we are set up a little unique in how we physically produce stuff, but we’re printing and mailing at that point. There’s no magic there. The post office is happy to mail for anyone. I don’t have an exclusive on that. They do hate you when you get to a certain volume, which is really funny, but that’s an aside.
Jeremy Weisz 31:30
What did the tree services won’t look like was it an envelope? Was it a postcard like walk me through.
Justin Miller 31:30
The tree service one is emulating what a flier may look like if they had physically stuffed it in your mailbox walking and canvassing the neighborhood. So it’s a very low-tech piece, as a single page is black and white. It has a little bit of blue handwriting fawn on it that may trick someone into thinking someone wrote it and it is not fancy. So that’s probably a good point to make as well. You never quite know what’s going to hit. We go based on experience and what we’ve seen, but some things have no rhyme or reason, and this one doesn’t follow the formula of anything you’ve learned or anything that’s on the bookshelf behind me, and every time we try and test something against it, we lose. So I think we did maybe 10 or 12 split tests, and now we’re done testing. It works. Let’s just send that version.
Jeremy Weisz 32:30
What were you surprised about that didn’t work? I’m curious. And so that we were looking thinking of, it’s like, almost like an 8×11 postcard.
Justin Miller 32:38
There’s no literally in half by 11 sheet.
Jeremy Weisz 32:40
Yeah, you just mail it as it shows up like that. There’s nothing, yeah, okay.
Justin Miller 32:45
Yeah. I was surprised, because we’ve tested it against some more graphically appealing stuff. We’ve tested it against testimonials on the piece, which, you know, that’s like 101-level marketing. Got testimonials. They have great ones now that screwed it up. We’ve tested some geographical descriptors in there, looking so it seems more personal, yeah. Like, insert your city here. A few different places we tested. We’ve even tested sales rep names. So, like, all right, does this make a difference, if it comes from the owner of the company, versus someone that is clearly a sales rep? It did not trying to think, what else…
Jeremy Weisz 33:31
I like hearing the tests, because it’s like you’ve seen these things work before in other channels, like doing something geographic, putting the name of the person, making it personal testimonials, what else.
Justin Miller 33:44
And in another campaign, it will, that’s the thing. It’s very hard to go with general assumptions here. It worked here, and it will work there. A more concrete example goes back to that disc jockey company I had. We were serving high-end weddings, and we did a lot of direct mail. I was a user of direct mail way before I was a seller and producer of it. And we had very fancy, glossy, flowy, typical wedding magazine-looking stuff. And we had a canary cardstock black and white, text, four to a page built in Microsoft, publisher, thing postcard that went out and we mailed both of those to the same list, and I won’t say one out pulled the other, but they both got different responses. So not sending both, we would have lost someone that responded to a different type of message and feel, which drove a lot of people nuts. Because it was a highly image-conscious industry, including ourselves. It was off-brand compared to some other stuff, but it pulled in different leads, and they still spent on high-end stuff. So you have to be really careful. You have to throw some darts at the board occasionally, and you have to have some gambling budget. You never want to come in so hot that, if it doesn’t hit, you’re never going to do it again, because it takes a while.
Jeremy Weisz 35:20
Let’s talk call to action for a second. So on that the tree services, what have you tested, and what worked with the call to action?
Justin Miller 35:32
Good question, because that’s one of the variables we tested over and over. So the winner was request an estimate. Didn’t matter what else it was. It was request a quote, request an estimate. And we had, we tried multiple media so we had a landing page, just a straight up.com we had a text the sales rep, and we had a call the sales rep. I’m gonna let you try and guess first. So what do you think? There was a response on all three.
Jeremy Weisz 36:02
I’ve done research, so I already know the answer based on what you said in the past, so it’s kind of biased, so I could tell you, but I already know the answer before you asked it. I mean, it was surprised me a little bit. Oh, okay, so I think from what you said, it was a text that outposed everything else.
Justin Miller 36:21
Yeah, the text and by a thin margin, the call was next, and the.com was way, way, way, way, way down there. The text, I think, is just going to keep going more and more. Obviously, there’s regulations in that world. Another reason I left the digital side. There’s way more regulations. But the text did, I’ll pull for sure. I think it’s that non-confrontational type burst point.
Jeremy Weisz 36:47
It’s easy too. I mean, people have their phone. Are there certain platforms that you’d recommend if someone’s like, I don’t do any text. But what? What platforms have you seen?
Justin Miller 36:57
Oh, we’ve used a bunch. And I would base it on what software’s already in play. So I don’t want to give a blanket one. At the end of the day, they almost all run through Twilio one way or another. Pick your interface you want on the front of it. But yeah, if it makes sense, that was also, I think, in that industry, text was number one because you expected that you were going to have a one-on-one conversation with someone that was going to come give you the quote regardless. Like it was very clear what you were asking for. And I think the general buyer had no idea what the service cost, and that’s why the estimate polled. I mean, no one’s cutting down trees for fun. So we can talk about list selection, if you want on that, because that was kind of a neat one. Yeah, a neat one. Yeah, everyone can steal this now, but it’s fine. It wasn’t unique to us to start with. All we do for list selection on that one is we take the USPS route maps and we overlay them with the satellite photos, and we look where the damn trees are at and where the houses that look like they have some money are, and that’s who gets the mailings, but that’s it. Does it take a little effort? Yes. Does it take a human being? Yes. But I wish every industry was like that, and you could see there’s a potential need.
Jeremy Weisz 38:17
Talk about Every Door Direct too, because you use that. I don’t know if that’s the tree services was the home services, example, or that’s separate, but talk about Every Door Direct and how you use that.
Justin Miller 38:27
Yeah, so tree service was one a month. So the postal routes, when you do Every Door Direct Mail, it means the USPS is going to put in every single mailbox where a particular postman delivers. So sometimes that’s it’s anywhere from 100 to 300 ish addresses. So that’s how narrow you can get. The reason you would use Every Door Direct is because it’s the cheapest postage per piece. So the expense in my world is postage. By and large. There’s exceptions if you’re doing something big, but for the most part, it’s postage. So if you can make it work, it works. Another home services. We’ve rolled out the tree thing across multiple industries. So you got roofers, plumbers, anyone where there’s a transaction that is worth a couple $1,000 plus on average. So Illinois trees, we got oak trees. If you got to tear one of those out, you open your wallet, it’s probably four or five grand, something like that. So any service in that price point, usually you can make that work a roof that could be 20 grand. It’s been a while since I’ve done one that’s noncommercial. Don’t remember at this point, but anything like that, where you have an abnormal sale and it’s kind of being in front of the right person right time, then it becomes a how frequently, how cheaply can we get the message to the right person? Now, on the other side, switching gears, if we have a more qualified prospect, or someone that’s in our world, then it’s how much can we be in front of them? And the dollar doesn’t quite matter as much, and that’s when we switch over to, like, a newsletter or something like that, instead of a cheap postcard.
Jeremy Weisz 40:04
So let’s talk about PTS, physical therapists for a second. There’s a good newsletter example there. But I’m curious before we go there is, what are you focused on? Because you could focus on all these different industries. I’m curious, what are the industries you’re really focused in on? Then how are you, because you’re an expert at this. So, like, you could just, I mean, I got a very cool, I wish you had the what this came in, because it was so cool. It was like this, you’re not, not going to open this thing unless you’re crazy.
Justin Miller 40:35
Yeah, shiny Blue Metallic envelope, which, by the way, you can go to uline.com and, yeah, we don’t have a corner on the market on shiny envelopes by any means.
Jeremy Weisz 40:41
Love it. I loved it. It was great. I almost saved the envelope just because I like good, direct-response stuff.
Justin Miller 40:47
Yeah. So we tend to, on our house list, only use those shiny envelopes once a year, and they always get remembered. So you got the book in it. We do an annual magazine that usually goes out in one of those. And I can’t tell you how many people bring up that piece throughout the course of the year when I meet them at events and stuff. And yeah, the thing that came and they mentioned the envelope, they might not even remember what came in the damn thing.
Jeremy Weisz 41:13
Just send nothing in it. Just a post-it note. Next time it’s like, we don’t need to even wait to…
Justin Miller 41:18
Get a call, they’ll be like, just see what’s…
Jeremy Weisz 41:21
Forgot to put something in it.
Justin Miller 41:23
A marketing agency could get away with that tactic. The rest of the world, I wouldn’t suggest it. I forgot your question now because we got off on the shiny blue envelope.
Jeremy Weisz 41:32
Who you focused in on? And like, what’s your process?
Justin Miller 41:37
Yeah, so at this point, we focus a little more on the what than the who, because they’re similar, for reasons that we discussed earlier. But we kind of have a 1, 2, 3, punch in terms of where we can get results the easiest. So the first one is existing professional services that is doing nothing with direct mail and almost without exception, the first piece we put in play is a monthly print client, newsletter. So in my world, very common. But when you get outside of my circles, not very common. The reason we do this, it keeps people around longer. It builds loyalty to you. It’s cheap, for each name on the list, depending on the quantity, you might be spending 12 bucks for someone to be on the list for the year, and this was part and parcel that every single business I owned.
Jeremy Weisz 42:28
It’s a high perceived value also.
Justin Miller 42:31
Yeah. I mean, I don’t care if they even throw it away, but it’s a cheap way to get that repeat exposure to someone that already has some sort of connection to you. So in the wedding business, we sent the newsletter. Not much repeat business in the wedding business, occasional.
Jeremy Weisz 42:44
Maybe 50% of people get divorced.
Justin Miller 42:47
Yeah, they don’t spend a lot of money on the high-end wedding. Typically, the second time that’s true, we would get referrals. The only purpose that existed was referrals. So we do that. And you mentioned physical therapist. We recently put one of these in play for a physical therapy practice, and we did tracking on the phone number and .com on the piece, so it was different than their main one. And I shouldn’t have been, but I was amazed by how many existing patients, the number they called or the .com they went to was off that piece, meaning this phone number should already be saved in their cell phone.
Jeremy Weisz 43:27
The main office line.
Justin Miller 43:28
Yeah, yeah. But no, you grabbed the newsletter off your counter, and that’s what prompted you to call, which is really interesting. And that works for other industries as well, too, and it’s an easy piece to get out the door. So that’s kind of our first punch, if that’s not already in play. By the way, it’s not a sexy thing. Like, no one, like, comes, like, really wanting that. And we have to cajole a little bit to say, Okay, we know this is going to work.
Jeremy Weisz 43:58
Well. I mean, if you think about it, I guess I call myself a recovering chiropractor Justin, but like, and I should have been sending these, but when we sent a lot of emails, we never did the physical newsletter that would have been smart. But the lifetime value of a client, if you get a reactivation from one reactivation, probably five times the payment of or more of what you’re sending for that campaign in general.
Justin Miller 44:26
Everyone thinks they’re doing great in retention, and myself included, and we looked into it, and we need to improve that as well. But everyone thinks they’re great. They just want more leads, and there’s almost always room to improve there. Moving on then, once we have that building block in play, the second one we go to is referral-type campaigns, meaning, who can I get in front of that can send me five of my ideal clients here? Because math works, I get five times. Maybe they refer over three years. I get 15 clients for the price of one. Same amount of money to send out the letter. So that’s our referral campaigns we go to next, we find a list of what commonality or what other parallel industry can refer your service and would refer your service. And that’s a predictable campaign for us as well. And then the third punch is what everyone comes asking for, and that is a paying end customer, which is the hardest thing to generate through mail. So we don’t want to start there, because we want to start with easy, but we’ll absolutely do it. And sometimes that comes down to a game of it’s either how dialed in can I get the recipient list, or how cheap can I get the piece out the door? So you got to do one of those two to make that work. If you got a dialed-in recipient list, we can send expensive stuff to them. We can send giant boxes, like my bank sent me a shock and all box, which I was impressed by a bank doing. But, I mean, it’s got cookies and a magazine and a book. I don’t get money, by the way. Not many boxes, but that has to be a dialed in list. Now, if they were going to all the business owners in the area, yeah, okay, well, it might work, but we might be down to postcard now.
Jeremy Weisz 46:17
Justin I have one last question before I ask it. I just want to point people to your website. People can check out profit911.biz just has been doing this a long time they know what they’re doing. So check them out. Poke around. And I love your stuff, and I get it, I open it, I read it, fantastic. So thank you. My last question is about culture, and for you, I know, as you were mentioning, it’s not you, it’s the team. I mean, it is you, but the team is doing the work. They’re behind the scenes, you know, making sure everything happens. And so I’m just wondering some of the things you do to maintain culture, right? And you could tell right off the bat, if you ever go to their website or browse their website, they have a fun culture. And the values page that’s one of their core values, which is, how fun. So what do you think you’re doing to maintain a good culture with the company that other people should think about?
Justin Miller 46:34
Yeah, I mean, ours starts with who we brought in to start with. So the initial values that you’re mentioning on our page were created by the team two or three years ago. We sat down and were like, what really matters to us? So subconsciously, I’d already recruited for these things, but we sat down and figured out what they really are, and we voiced them and we live up to them. So we’ve recruited good people that actually give a crap. Most of them have some sort of small business background or experience, which is who we like dealing with. One of our core values is we celebrate small business. We really do. We want to see you succeed. At the same time, I want this to be a place that people like coming to. Almost all of our staff was hired during Covid, which means they wanted out of their house, so they actually wanted to come to a physical workplace. So that was a bit unique to start with. We enjoy each other. We enjoy working together. Everyone knows their place, and therefore we get to have fun. We have four Segway scooters in the basement of our office we take out when the weather gets nice. We did a company skydive last year that six out of eight team members jumped from the other two went and cheered us on at the end of the day, it’s a business, but what’s the point if people don’t enjoy being here? Is really my core philosophy, like I want people to be here. I want them speaking highly about the company, and I want to be proud of what they do. I do too. If it’s all about money, I would not be standing here talking to you right now.
Jeremy Weisz 48:48
Justin, I want to be the first one to thank you. Everyone check out profit911.biz. More episodes of the podcast, and we’ll see everyone next time. Justin, thanks so much.
Justin Miller 49:24
Thanks, Jeremy.
