"Why Did $30,000 in Ads Get Me Zero Customers?" — Transcript

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1. 0:00Perfect. So my name is I have three
2. 0:04locations,
3. 0:06three dental offices in Southern
4. 0:07California. So as of right now, we are
5. 0:11doing around $2 million in revenue
6. 0:14and we are essentially stuck.
7. 0:17One of our offices is doing $1.2 million
8. 0:22in revenue and the other two offices are
9. 0:24underutilized.
10. 0:26>> Okay.
11. 0:26>> About three to 400,000.
12. 0:28>> Okay.
13. 0:29And you said dental offices.
14. 0:31>> Health conscious.
15. 0:32>> Yeah. Yeah. Dental offices.
16. 0:35>> Okay. Got it.
17. 0:36>> Do holistic dentistry in Orange County.
18. 0:38>> Word. So what's what's holding you back?
19. 0:41>> So we have a lead acquisition problem.
20. 0:45So as of right now, we get about 30 new
21. 0:48leads a month from a referral
22. 0:52>> for all three locations. We're
23. 0:53>> still Yeah. For all three locations.
24. 0:56>> So you must be high ticket.
25. 0:59Yeah. Yeah. High ticket.
26. 1:01>> Okay. What's the average case size?
27. 1:04>> Average case size presented is probably
28. 1:06around 19,000 or so.
29. 1:08>> Okay. Is this uh like veneers or
30. 1:10something like that?
31. 1:12>> A lot of implants, veneers.
32. 1:14>> Okay.
33. 1:14>> And like full mouth rehab. Yeah.
34. 1:16>> Got it. Word. Okay. So, what do you you
35. 1:19have one referral partner who's getting
36. 1:20you 30 leads a month?
37. 1:22>> Correct.
38. 1:23>> Okay. Got it. Um, any reason you don't
39. 1:26get like what' you do to get the
40. 1:28referral partner that you have?
41. 1:31>> We essentially just signed up signed up
42. 1:33on our website. She's a big YouTube
43. 1:34personality.
44. 1:36>> Okay.
45. 1:36>> And we're on a map essentially.
46. 1:38>> Okay. Got it. Um, are there other people
47. 1:40who exist like her in the world?
48. 1:44>> There are there's one more. He's in
49. 1:46Germany, but she's kind of the biggest
50. 1:49one.
51. 1:49>> Okay. Uh, can you get more from her or
52. 1:5230 is the absolute max of what she
53. 1:54offers?
54. 1:56>> So, I mean, we can get more, but it's
55. 2:00it's not a direct referral.
56. 2:03People find us on our website.
57. 2:05>> Okay.
58. 2:05>> And then they call us and we schedule.
59. 2:07>> And how do they find you?
60. 2:09>> They just find us on the map. We're the
61. 2:11only people in Orange County.
62. 2:13>> Okay. So, any reason you're not running
63. 2:15PPC pay-per-click? So, we we do run PPC
64. 2:19at the moment. We ran a Facebook
65. 2:22campaign
66. 2:24about $10,000 a month with an agency.
67. 2:26>> Okay.
68. 2:27>> And the agency was the the copy was all
69. 2:31towards
70. 2:33low low hanging fruit and there was a
71. 2:36lot of discount compassers.
72. 2:38>> Uhhuh.
73. 2:39>> So, right now I mean sorry over those
74. 2:42three months
75. 2:44we got zero patients.
76. 2:46>> Okay.
77. 2:47Uh,
78. 2:47>> and then as of right now, we're at
79. 2:49$12,000 a month
80. 2:51>> in Google campaigns.
81. 2:54>> And so, so you are still spending that
82. 2:56money. You're just not getting patience
83. 2:58from it.
84. 3:00>> Just started. Just started last week to
85. 3:02be honest.
86. 3:02>> Got it. What's the offer?
87. 3:05>> Offer is essentially a free consultation
88. 3:09with a free scan, free smile assessment,
89. 3:14and discounted cleaning.
90. 3:15>> Yeah. Um, what can you do?
91. 3:20Well, so you're spending this money now.
92. 3:22Are you getting clicks? Are you getting
93. 3:24leads?
94. 3:26>> I've had a few clicks, few leads, but a
95. 3:29lot of the keywords we're searching for
96. 3:32are pretty low low volume.
97. 3:35>> Uhhuh.
98. 3:36>> So, we don't get too many clicks to be
99. 3:37honest, but we have got a few phone
100. 3:39calls, but no no actual conversion just
101. 3:42yet in the past week and a half.
102. 3:43>> Yeah. Um, so what's the sales motion? So
103. 3:46they opt in on the site. Then what
104. 3:47happens?
105. 3:49>> They opt in and then I give them a call
106. 3:51personally within two minutes.
107. 3:54>> Wow. Okay.
108. 3:56And then what happens?
109. 3:59>> So once they once I give them a call, I
110. 4:01get them scheduled as soon as possible.
111. 4:05But as of right now,
112. 4:07so we have one doctor working between
113. 4:10three offices.
114. 4:11>> Okay. booked out about two and a half
115. 4:13weeks.
116. 4:14>> Okay.
117. 4:14>> So, we are essentially booking empty
118. 4:17slots
119. 4:19which are few and far between. So, our
120. 4:21show rate is
121. 4:24decent. I mean, it's about 70% but it's
122. 4:26about 3 weeks out.
123. 4:28>> Okay. And you just haven't met with
124. 4:30these people yet or you have
125. 4:31>> Sorry if I'm sorry if I'm talking a
126. 4:33little weird. I'm hear a little echo in
127. 4:34the background.
128. 4:35>> Yeah. No, I hear it. So, they opt in,
129. 4:38you call, you schedule them three weeks
130. 4:40out. Okay. Then what happens?
131. 4:43>> They they show up. We present the
132. 4:46treatment plan. We educate them on
133. 4:49exactly why we're doing this and what
134. 4:51the difference is between normal.
135. 4:52>> You pitch them
136. 4:53>> and holistic dentistry is.
137. 4:54>> Yeah. And you pitch them, right?
138. 4:55>> Yeah.
139. 4:56>> Okay.
140. 4:57>> Scheduled as soon as possible.
141. 4:58>> And then you get them rescheduled after
142. 5:00they pay. You mean
143. 5:03>> rescheduled? Uh I guess scheduled for
144. 5:05their first appointment.
145. 5:07>> But the first appointment is the thing
146. 5:08that they show up for, right?
147. 5:11Correct.
148. 5:12>> That's where you tell them all these
149. 5:13different you pitch them and then they
150. 5:14come to another appointment that's a
151. 5:15dental appointment.
152. 5:18>> Yes.
153. 5:18>> Okay. So, you do sell them on that first
154. 5:20appointment. Correct.
155. 5:22>> Correct.
156. 5:23>> Okay. Got it. And so, you have leads
157. 5:25that are going through this process.
158. 5:26Since you're spending money on PPC right
159. 5:28now, have you made any sales from that?
160. 5:32>> From PPC? Not yet. Now,
161. 5:33>> so you said you have 70% that are
162. 5:35showing up. How many have showed up to
163. 5:37create the 70%.
164. 5:39So, we used to run PPC in the past,
165. 5:43but it was pretty low. So, right now,
166. 5:45>> you said you're running Google ads. So,
167. 5:46what ads are you running for Google ads
168. 5:48that you're spending 12,000 a month on
169. 5:50that you're getting 70% shop rates for?
170. 5:53>> So, we have the Google ads running for
171. 5:5412,000 a month right now.
172. 5:56>> Right. So, what are the what are these
173. 5:58Google ads on what platform?
174. 6:01Like I said PPC, which is AdWords, which
175. 6:04is the same like basically I'm saying
176. 6:05the same thing. You're saying one,
177. 6:07you're saying we used to run PPC, now we
178. 6:10run Google ads.
179. 6:12Those are the same thing, unless you're
180. 6:13running Google Display, which I doubt,
181. 6:14or YouTube ads that are pre-roll, but
182. 6:16you probably would have said YouTube
183. 6:17ads. So, what are you what are we
184. 6:18talking about?
185. 6:20>> Yeah, I think we're talking about the
186. 6:21same thing. I think I'm being a little
187. 6:22bit confused.
188. 6:22>> I agree. That's my point. So, you had an
189. 6:24agency and then now you run it in-house
190. 6:26and you're spending 12,000 a month. You
191. 6:28have 70% showing up. So, people So,
192. 6:30you're spending 12,000 on these
193. 6:31keywords, right?
194. 6:34>> Not yet. We we have 12,000 aotted.
195. 6:37Haven't been able to spend it yet.
196. 6:39>> So you haven't spent $12,000.
197. 6:41>> No, no, we haven't in our budget.
198. 6:43>> Then what are these where are the 70%
199. 6:45Where's the 70% show rates coming from?
200. 6:46How many leads do you have that created
201. 6:47that?
202. 6:49>> The 70% show up rate is coming from the
203. 6:52referral
204. 6:54>> organic. So this
205. 6:57Okay. Okay. So you have a budget of
206. 7:01$12,000 for Google Adwords that you have
207. 7:03not run yet.
208. 7:06Correct. It's running.
209. 7:08>> Okay.
210. 7:08>> I haven't utilized budget yet.
211. 7:10>> Yeah.
212. 7:11>> So, you haven't spent any of the money?
213. 7:14>> No. Maybe like a hundred bucks so far
214. 7:15has been actually utilized.
215. 7:17>> Okay.
216. 7:18Okay. Did the Did the other the agency
217. 7:21were they able to spend your money?
218. 7:24>> Yes.
219. 7:25>> Okay. Got it. So, I I'll tell you I'll
220. 7:27tell you the the two solutions. All
221. 7:29right. Number one is the agency that you
222. 7:31were working with, did they have
223. 7:32customers who sold the level ticket that
224. 7:34you sell?
225. 7:37>> Yes.
226. 7:38>> Okay, got it. And so what were those
227. 7:40people doing that you weren't doing?
228. 7:44>> So they were,
229. 7:47you know what, let me break it down. So
230. 7:48sorry, we were higher ticket than every
231. 7:52single one of their customers.
232. 7:54>> Okay. Okay. But did any of them sell
233. 7:55like
234. 7:56>> they provided?
235. 7:56>> Did they sell anything that was in like
236. 7:58the 8,000 plus range?
237. 8:01>> Oh yeah. Yeah. 100%. Everything they
238. 8:04only marketed one thing essentially.
239. 8:06They they marketed like all X is what
240. 8:09it's called.
241. 8:10>> Okay.
242. 8:10>> Which for us is a $40,000 procedure.
243. 8:13>> Okay. So they do sell stuff that's more
244. 8:15expensive.
245. 8:17>> Yes.
246. 8:19>> 10 to $20,000.
247. 8:20>> Yeah. So, what I was trying to what I
248. 8:22was trying to lead you to was the idea
249. 8:23that you agent there was nothing wrong
250. 8:25with the agency. They were getting you
251. 8:26leads and you had a [ __ ] up sales
252. 8:28motion.
253. 8:31[clears throat]
254. 8:32And so, I'll say like if I'm in your
255. 8:34shoes, I would probably call that agency
256. 8:36back up and say, "Can you connect me
257. 8:37with the three or four people that
258. 8:38you're currently working with that are
259. 8:40not in my area that are making this
260. 8:41work?"
261. 8:44>> Now, in all likelihood, you said they
262. 8:46were bringing the wrong type of people,
263. 8:48right?
264. 8:50Correct.
265. 8:50>> But it's only the wrong type of people
266. 8:52because there's no sales motion to
267. 8:53basically educate them into becoming the
268. 8:54right type of people. So I'll give you
269. 8:56an example of this. Back in the day when
270. 8:57Groupon was a thing, which you may
271. 8:59remember, there were plenty of
272. 9:01businesses that got on Groupon and
273. 9:03people would flood, you know, the front
274. 9:04end with kind of these low barrier
275. 9:05offers. The business owners that didn't
276. 9:07understand sales and basically compared,
277. 9:09well, I get these referrals that are
278. 9:11super hot and they just buy when I offer
279. 9:12it to them compared to cold traffic
280. 9:14sales, which is what this is. Uh, these
281. 9:16people are all low quality. It's like,
282. 9:17yeah, of course, compared to referrals,
283. 9:19they're they're all going to be low
284. 9:20quality, but believe it or not, these
285. 9:22leads that that agency was sending you
286. 9:24is still higher quality than metal
287. 9:25leads. And so, you had this the second
288. 9:28hottest leads coming to you and you
289. 9:29weren't able to convert them. And so,
290. 9:31the problem is the process. So, can I
291. 9:33walk you through what I think you should
292. 9:34do and probably turn the agency back on?
293. 9:37>> Yeah. And so, just just want to let you
294. 9:39know one thing as well. So, the agency
295. 9:41was metal leads.
296. 9:42>> Okay. Well, yeah. Then metal leads.
297. 9:44Yeah. that's going to be lower quality.
298. 9:46But I'll walk you through what what
299. 9:47should happen. If you've never had metal
300. 9:49leads come in and you just like were
301. 9:51expected to run the same process,
302. 9:52there's no chance you're going to be
303. 9:53successful. I'll just tell you right
304. 9:54now.
305. 9:55>> Mhm.
306. 9:56>> Okay.
307. 9:56>> Yeah.
308. 9:56>> So, let's say you've got meta ads. I'm
309. 9:58just going to walk you through it and
310. 9:59we're going to wrap with Okay. So,
311. 10:01you've got your meta ads. You're going
312. 10:03to go to whatever the offer page is and
313. 10:04they're going to opt in. Okay. Cool. Did
314. 10:06they make the opt-in page?
315. 10:09>> Yes.
316. 10:09>> Okay. So, I'm sure they already had a
317. 10:11format that was working. After the
318. 10:13opt-in page, what was the step in that
319. 10:14funnel?
320. 10:17>> After the optin page, it would pop up in
321. 10:20a go high level page.
322. 10:22>> Okay.
323. 10:22>> And then I would call them immediately.
324. 10:24>> Okay. So, you would did Was there a
325. 10:26scheduling thing there on the thank you
326. 10:28page?
327. 10:30>> Yeah. They received a VSSL
328. 10:34>> that I made as well as they would also
329. 10:37receive automated reminders and text
330. 10:39messages.
331. 10:40>> Okay. But you set them on the phone,
332. 10:42right?
333. 10:43>> Yeah.
334. 10:44>> And you're saying none of the leads were
335. 10:45good.
336. 10:48>> None of them qualified for financing. We
337. 10:51brought we brought a few of them in,
338. 10:53but I mean, these are all people who are
339. 10:55missing most of their fees. So almost
340. 10:58like borderline homeless people were
341. 11:00coming in, so they just weren't worth
342. 11:02our time to get free consultations.
343. 11:04>> Yeah. So you don't have to give free
344. 11:06consultations to people if they don't
345. 11:07qualify.
346. 11:10So I would say fundamentally like I this
347. 11:13still feels very confusing because like
348. 11:15PBC is probably the number one channel
349. 11:17for for uh dentists doing high ticket
350. 11:20work like this. And so the keywords that
351. 11:23you were selecting uh or that you're
352. 11:25currently bidding on uh there's probably
353. 11:26more that you're missing number one.
354. 11:28Number two from the sales process having
355. 11:30the VSSL before and after that stuff's
356. 11:32good. Meta will always get you more
357. 11:34leads than PPC will because it's
358. 11:35disruption based rather than intent
359. 11:36based, but the leads will be colder, but
360. 11:38there's an ocean of them and you can
361. 11:39spend a lot more, right?
362. 11:40>> And so, um, the vast majority like
363. 11:43there's also a cost thing like you
364. 11:44probably have to spend, I would say
365. 11:46somewhere in the neighborhood of $55 to
366. 11:47$10,000 per sale is probably what you
367. 11:49would expect,
368. 11:50>> uh, to spend for something like this.
369. 11:51And that would be kind of like industry
370. 11:53average. And so, you know, the spend
371. 11:55that you actually had with them was
372. 11:56relatively low. Um, especially if it was
373. 11:58kind of like the first time you were
374. 12:00really doing it. So, you spent 30 grand.
375. 12:01And I can understand why that would be
376. 12:02frustrating. Um, but like I would I
377. 12:05would get out of the perspective of like
378. 12:07all the leads are so like are you in a
379. 12:09poor area?
380. 12:11>> No.
381. 12:11>> No. You're in Orange County, right? So
382. 12:13like
383. 12:13>> there there's for sure like there is a
384. 12:16PPC path. There is a meta path. Both of
385. 12:19them work. There's going to be opt-in
386. 12:21speed to lead VSSL before when they walk
387. 12:23in the door. Second VSSL when they're in
388. 12:25person for the waiting room. And then
389. 12:27when you present, you'll anchor high,
390. 12:29get financing from the way from them
391. 12:31walking in the door. You'll also get
392. 12:32card on file. It'll probably be split
393. 12:34because some people take financing, some
394. 12:35people pay with the card. Um, you should
395. 12:37collect that before you present payment
396. 12:38regardless. And then from the sales
397. 12:40motion itself, um, I mean, if they were
398. 12:43truly homeless, then yeah, that's a
399. 12:44waste of time and we should have we
400. 12:45should have screened for that on the on
401. 12:46the call itself. But like, what was your
402. 12:48cost per lead right on on Meta?
403. 12:52>> Oh, honestly, I'm not 100% sure.
404. 12:55>> Okay. Um, that would be worth knowing
405. 12:57obviously. Um, but like I would say that
406. 13:00if you're on Meta, you're probably going
407. 13:01to expect to convert, especially at your
408. 13:03price point, somewhere in the like two
409. 13:04to five% of leads range at your price
410. 13:07point. And so it's like, okay, let's say
411. 13:09cost per lead is 50 bucks. Uh, then it
412. 13:12cost you if you convert 1% you're at 5
413. 13:14grand a sale. That that math maths. It's
414. 13:16just that you have to expect when you're
415. 13:18using meta ads that like these are not
416. 13:19going to be PPC or referral ads. Like
417. 13:21you're going to convert one out of 20,
418. 13:23one out of 50.
419. 13:25And you're gonna have to put heavy
420. 13:26screening on the front end.
421. 13:29>> Yeah.
422. 13:30>> The like those are the two
423. 13:32>> screening. Would you suggest wedding
424. 13:33deposit?
425. 13:34>> Say it again.
426. 13:36>> For the screening for metal leads or
427. 13:39even the paper click on Google campaign
428. 13:42as well.
429. 13:42>> Huh?
430. 13:43>> Would you suggest clipping a deposit?
431. 13:46>> I would I would do a deposit if I felt
432. 13:48if if we were having show rate issues,
433. 13:50but we aren't having show up rate
434. 13:51issues. The issue I think is in the set.
435. 13:53So basically the friction to get on the
436. 13:55call with you and what you're saying on
437. 13:57the set you should have like shouldn't
438. 13:58have had homeless people showing up at
439. 13:59your dental office
440. 14:01like you should have been able to
441. 14:02qualify that on the phone and so on the
442. 14:05set we should have gone for band right
443. 14:06budget authority need timing like hey
444. 14:08what are you looking for in terms of
445. 14:09budget wise for this obviously this is a
446. 14:11four figure plus investment just want to
447. 14:12make sure this isn't some sort of shock
448. 14:14for you the second thing is need-wise
449. 14:16like how important is this from you from
450. 14:171 to 10 to get this solved uh like right
451. 14:20and then they'll give you a number and
452. 14:21you're like great whatever the number
453. 14:22they say you why isn't it a 10 and you
454. 14:25say why wasn't it a one right in both of
455. 14:27those scenarios basically get them to
456. 14:28sell themselves on why it actually is
457. 14:29important. Then the third question that
458. 14:31you would ask is um timing like if we
459. 14:34could wave a magic wand would you want
460. 14:35it to get solved today or when would you
461. 14:37want to do this? You want to solve the
462. 14:38people that are either today basically
463. 14:40as soon as possible within the next few
464. 14:42days. The people who are like I would
465. 14:44want to do this and push it out into the
466. 14:45future those are kickers and are
467. 14:46unlikely to close. And then authority is
468. 14:49are you the person who's going to be
469. 14:49able to make the financial decision for
470. 14:51yourself or do you need someone else's
471. 14:52permission?
472. 14:56>> And so if someone opts in after watching
473. 14:58a VSSL, they fill out an application uh
474. 15:01and then you get on the phone and you go
475. 15:02through bant, you shouldn't have people
476. 15:03who are unqualified who are walking in
477. 15:05the door.
478. 15:08>> Yeah.
479. 15:10So it sounds like
480. 15:11>> out of out of all the people that we
481. 15:12actually
482. 15:14screened and got in the door,
483. 15:17one I would say was qualified.
484. 15:19>> Yeah. So I think like
485. 15:23and the front end offer was a a free
486. 15:25what?
487. 15:27>> Free consultation and free $300 skin
488. 15:30about $500 worth of value.
489. 15:32>> Mhm. And it was leading to
490. 15:36the implants. Correct.
491. 15:39Yeah. Yeah. Leave leave.
492. 15:41>> Yeah. I don't think there like honestly
493. 15:42like that offer is fine. The the process
494. 15:45that you laid out is more or less fine.
495. 15:47It was probably missing a VSSL before
496. 15:49you walked in the door. But at going
497. 15:50through all of these pieces with you,
498. 15:52the set call was the issue.
499. 15:56>> Mhm.
500. 15:57>> And I also don't know anything about the
501. 15:59metrics. Like I don't know how many
502. 15:59leads we had and how much the cost per
503. 16:01lead was. If you had like five leads for
504. 16:02$10,000, that's too expensive. If you
505. 16:04had a 10,000 leads, something was wrong.
506. 16:06So, if you were in the 50 to call it 150
507. 16:08range, it's probably about right. I
508. 16:10don't know what the creative looked
509. 16:11like.
510. 16:11>> Yes.
511. 16:12>> Were you in the creative or was it just
512. 16:13statics?
513. 16:16>> It was only me essentially.
514. 16:18>> Okay.
515. 16:18>> Full videos. No.
516. 16:19>> Okay. I've got good news and I got bad
517. 16:21news for you.
518. 16:24>> You might look homeless.
519. 16:28>> I'm half joking. But the the reality is
520. 16:30that Meta will find people that look
521. 16:32like the avatar that's in the ad. And so
522. 16:35making sure that the ad looks really
523. 16:36premium, really high-end, and if you
524. 16:39have a demographic that is more like
525. 16:41your ideal customer, you want that
526. 16:43person to be in the video.
527. 16:46>> Yeah.
528. 16:47>> Yeah. In the ad, we were in our Newport
529. 16:49Beach office and I'm wearing a full suit
530. 16:51essentially
531. 16:52cut.
532. 16:53>> Yeah. Are you wearing a suit or are you
533. 16:54wearing a white lab coat?
534. 16:57>> Dude, I'm not a doctor.
535. 17:00>> You do dental implants?
536. 17:02>> I'm not the doctor. I only manage the
537. 17:04business. I am co-owner of the business,
538. 17:06but we have a head doctor.
539. 17:09>> Okay. You can wear a white lab coat, by
540. 17:10the way.
541. 17:12>> I mean, I can. Yeah.
542. 17:14>> Okay.
543. 17:15>> Yeah.
544. 17:15>> I'll tell you right now, if you didn't
545. 17:17have a lab coat, no one knew that it was
546. 17:19a dental office.
547. 17:22>> Fair enough.
548. 17:24>> So, if what's the ideal customer for
549. 17:26you?
550. 17:28ideal customer is
551. 17:31moms anywhere from 35 to 65.
552. 17:34>> Okay.
553. 17:35>> That are healthconscious.
554. 17:37>> So,
555. 17:37>> and kind of going against Western
556. 17:39medicine.
557. 17:39>> So, that's who you want in the ad. And
558. 17:42you want her wearing a white lab coat,
559. 17:47ideally attractive.
560. 17:51>> Fair enough.
561. 17:51>> I'm being dead serious, man.
562. 17:54>> Yeah.
563. 17:54>> That's what you need in the ads. that
564. 17:56fixes the creative and then you the set
565. 17:58call piece was messed up. I do think
566. 18:00though given everything you're saying I
567. 18:01think PPC is going to work better for
568. 18:02you cuz it's a little bit easier cuz the
569. 18:04leads are hotter. You're going to have a
570. 18:06lower quality in the beginning. So I
571. 18:08would probably like if I were you, I
572. 18:11would pay for one-on-one with somebody
573. 18:13who works at a PPC dental ad agency. I
574. 18:18would look it up on LinkedIn. I'd find
575. 18:20the guy who's one or two levels below
576. 18:22who's actually doing the clicking of the
577. 18:23buttons and I pay that guy 500 bucks an
578. 18:25hour to walk through the keywords that
579. 18:27you should be bidding for. That's what I
580. 18:29would do.
581. 18:31>> Gotcha.
582. 18:32>> Cool.
583. 18:32>> Okay, sounds
584. 18:35>> appreciate you, man.
585. 18:37>> Alice, I appreciate it, man. Thank you
586. 18:39so much.
587. 18:39>> You bet, dude. All right. Talk soon.
588. 18:42>> You have a good one, man.
589. 18:43>> You too. We got there. We did it. We did
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