The Numbers Game

0:00 Welcome! And today we're going to talk about something a little bit more important to the business side of growing your business, pursuing the vision, pursuing the purpose that God has on your life. There's a business side to some of that that is cautionary and both good, and that's customer acquisition. So if you're starting a business, this is particularly for everyone whose purpose is to start a business, who is going to try to attempt to build a brand, build a company, we're going to talk about customer acquisition, the numbers game.

1:05 windshield on and looks like a little furry cat was killed in the making of this, but no, no, no. It's just designed to remove wind noises, like an air conditioner going or loud wind blowing. This is actually designed for outside, and I'm using it to see if it's going to be a little bit better with my hard breathing, and hopefully it helps you. So this windscreen, typically you'll see something like this inside where it's styrofoam and it goes over.

2:06 more over here, and my nose isn't being caught with the breathing, the over-exaggerated, but it'll help your listening and viewing experience, I swear. So today we're going to be talking a lot about customer acquisition, and more importantly, about the numbers game. So everything in business is about numbers, and the more numbers you have, the more likely you'll be able to acquire more customers, prospects, vendors, etc. So we're going to discuss that a little bit, and I think that I should establish some of my terms.

3:12 given us their name, who've given us their phone number, who's given the email address, called us, and they're interested, their prospect, until they convert, and then they're a client, because now they're a paying member of our customer base. Until then, they're a prospect. And sometimes you may hear me say things like, the lead's gone cold. That just means that after a couple months or a couple weeks, depending on the type of the lead, it can grow cold, as in you can't, customers not responding to text messages, emails, phone calls, whatever your sales funnel path is.

4:12 all those kinds of things. And you may hear me say things like, you know, the file's gone stale, or the file's gone cold, because you have different demographics for your files and different file types and all sorts of things, which we're going to discuss some of that today. So everything in business is a numbers game. Accounting is a numbers game. You know, your employees, employee taxes, all the financials on that, then you have your expenses, and then all those financials on that, then you have your assets.

5:15 next layer, the next layer, the next layer, similar to how your brain has neurons and its relationship. So in neural networking, or the artificial intelligence, the machine learning, those kinds of things. So if you're used to using ChatGPT, or BARD, or whatever it is you use, most, if not all, of them are trained using this simple method. It seems simple, but you have to understand that the math is just this. You get a small function, it gets a parameter, which is a random number, with a factor, and it has some other numbers, and I'm not going to go through the formula.

6:21 and they're sent to the next layer, and they're converted, and sent to the next layer, and converted, until you get an output. The reason why training takes a very long time is because these multi-megabit, gigabit, and, I hope not, terabyte, AI neural networks literally use millions, if not more, parameters feeding into this neural network, and each neural network has an unknown infinite number of neurons in each layer. And that's how you get natural responding artificial intelligence, because what they do is they take your text, hi, give me a brownie recipe, whatever.

7:26 to the neural network, the artificial intelligence, so that, so then your question goes into the first layer, it gets converted through numbers over and over again, and it produces a response. And then that response might be passed through other machine learning or artificial neural networks that are designed exclusively to kind of, um, protect the response of the, um, neural network. So it's just not producing random stuff, and you, it's kind of like, even if training can only go so far, so you train other neural networks to modify the response and that kind of thing, so that, you know, it's more like what ChatGPT wants you to hear and what their open AI's biases are towards too, and I, bias may seem like a bad term, but it's, it's not. It's just, they want you to have a response that's clean, that's family friendly, or if it's legal, they want to warn you that this AI may make

8:30 mistakes, and so they're going to add and change things to the response. It gets a little bit more complicated, but the very basis is, you have a number, it's converted into this neural network, which is then convert to another number, and during training, these parameters are all assigned random numbers, this function is assigned a random number, and they train AI trillions and trillions of times, and each time they provide random numbers to all of these neural networks, all these layers, and they feed your, you then get a response, and the response is usually really bad the first time it's done.

9:33 pretty much very well educated guess, and provides all these random numbers. So literally, ChatGPT is a billion, billion, billion, billion, billion versions of training and training and training and training, months and months and months of training, literally just running servers over and over and crunching numbers, crunching numbers and crunching numbers. Now, all that to say is your question and answer, images passed into it, websites, all that information is then transferred or encoded numerically.

10:43 networks, multiple of them in theory, and you have neurons. And the neurons form relationships and connections to other neurons based on how it works. And these layers in artificial intelligence do the very same thing. In fact, so much so that we actually don't know the internal workings of an AI neural network. No one could actually manually go in and encode all these functions that do these things and, you know, guess the numbers and that kind of thing.

11:44 write nine and your brain recognizes it as nine, but the computer recognizes it as a bunch of pixels. You can't even do color mapping, you know, okay, black and white. You can't because it just still doesn't know that no one's going to write a perfect nine. It's always slanted and change. And the computer input has to be precise to produce an output, right? Everything is precise. When you're imprecise, that causes errors and issues or unknown concerns that may result in you just not achieving the response you want.

12:44 hone them in, hone them in. And eventually you're going to get to a point where you get the result you want, but you're going to have a lot of this neural network trash files that you don't need. That's this compiled neural network. And eventually after you've trained the neural network, you get a compiled version of the neural network. It's a, you know, machine learned file that becomes a function or process that you can then pass in handwritten numbers into and it can get a response.

13:49 director that lives in your brain. It's a sophisticated neural network that then uses your master file to predict responses. Okay. And that information is then presented to you as the spirit, as the soul to make decisions. When you're going through a very dramatic time, and you may feel like you're running on autopilot, you actually are your master director or the component in your brain that kind of directs this choir, this symphony of neural networks, then can use this master file log, if you will, of all the actions you've taken that kind of produce a mimicked response, uh, mimic personality.

14:53 concept and this master director, it makes sense to how this orchestration of personalities works. If someone has multiple personality disorder and they're not possessed, if they have multiple personality disorder, they have this, um, different personalities that are usually tasked to do specific things, which is why they're always limited personalities, that they, they have a function, they serve a purpose, and that's it. And when it happens, what happens usually is the master director discovers that there's some event that the master personality is not, it is not capable to cope with.

16:00 Christian psychiatrist, I won't name them and discussed with them and discussed the parents and went through process called the inner healing. That's, um, specific to Christian, but is, is well noted and grounded in psychological principles, real ones. So the, um, the conversation and something like, okay, bringing the, the woman all the way back of the, this now 15, 13 year old, I think it was all the way back to the original instance where they could see and describe the action.

17:06 you meet, if you have multiple personality, you meet a protector usually, and you meet all these kinds of small things that these neural networks that are guided by the master director are taken from specific components of your brain. That's why they're limited. Sometimes they don't talk, sometimes they can't communicate, sometimes they can't hear, sometimes, and they have limited access to the senses. And so their responses, this multiple personality disorder is limited because my character is trying to protect the soul, the spirit, and we'll say master personality.

18:12 can be quantifiable by numbers. There's a Fibonacci sequence that describes very precisely creative components of nature are replicated and how prime numbers are involved in everything. everything can be recorded in numbers. The difference between a person and a soul and a personality is a soul can change their responses. Yes, human beings can change. I've seen it happen. I've seen someone who the big criminal or whatever, and they get completely transformed and changed and become the softest teddy bear you would ever know.

19:19 thing. God numbers your days. And he even limited them. And he numbers you. And he knows the numbers in your hair. And he's able to quantify you. But we are not able to quantify the soul component. Because that's the ability to change and shift. And that's the spirit, the soul, the uniqueness of you. So, in business, everything is quantifiable. Everything is numerically based. But there's also that spark of life. That happenstance.

20:26 problem I'm going to solve. Here's my problem. Every business is formed usually around a problem you're solving. Sometimes it's formed around a hobby. Or sometimes it's formed around something that someone wants to do and just wants to jump into. But usually it's because I'm solving a problem. And if you solve that problem well, or you find a problem that can't be solved easily and you make it solvable easily, you can provide a solution.

21:33 And then how do I make, how do I keep them? How do I make them make a purchase? If I have a restaurant, how do I flood my restaurant with paying customers who are going to eat first and then pay their bill? I've always wondered how that is. Like you go to a fast food joint, you have to pay first, and then you get your food. But you go to an actual restaurant, you eat and enjoy the experience.

22:38 not rabbit trailing, but freelancing and entrepreneurship, and you're starting a business, maybe you have people because maybe you found a client that's opened up and you're hiring people. And then you run into the thing where, okay, I have this problem I can solve, but I need people that I can solve this problem for. And that's where the customer acquisitions number game, numbers game comes from. So speaking in marketing and sales in the general, there are different types of businesses that will operate differently, but acquiring customers is kind of the same thing.

23:42 monthly, maybe it's hosting, maybe it's, I don't know, whatever it is, right? Okay, maybe you're starting a social media management company, and you're trying to manage people's social media and such. The number one problem you're going to have is trying to find clients to run social media who can afford your services, and so you can build that business. It's a common problem, common solution is to hire someone to do it, but they have to be good, right?

24:44 their business, and they're executing more efficiently, and they're feeling less pain about their business, and they're feeling happy again, and want to jump in to business, and they're, they're enjoying the experience again. Maybe that's what you provide, and that business-to-business can be a product or a service. Like I said, I typically want to say that there's a difference between a cheaper product and a high valued product. Like there's a difference between selling a book or shirt and selling a car, okay?

25:53 of getting more capital, capital, and just letting this kind of rat race run when they do their individual investment rounds, because A, you're parting with ownership, equity of your company, you're parting with the ability to make choices from your company, and when you run, you're just running and putting money into this thing, and eventually, it's like having an hourglass, except the bottom of the hourglass, there's a hole punched through it, and all the sand is slowly leaking out.

26:56 buying, buying, buying, buying, and they're, to be honest, people didn't want to pay $800,000 for a private workspace chair in this big environment. What they want to do is participate in a community, and people, they were giving away free memberships, and they were giving away 50% discounts, all this kind of stuff to try to fill it in, and they were also sub-leasing buildings and things, and so eventually, they're making all these decisions internally, they're doing their internal venture capital, investment rounds, you know, private investment rounds, private investment rounds, and eventually, they want to go public, and then all those finances, financials, get flipped, and become public knowledge, and you can look at that, and you're like, who knew?

27:58 seen the documentary, or the, I think, I think Apple TV, or someone did like a series on it, and it's kind of close to the real, it's a little more dramatized, but who cares? The point is, they ran the rat race, and they never solved the selling question. They were solving a problem, but they didn't know how to get to sell. Okay, so let's talk about why it's a numbers game. Okay, there are different types of customers.

29:03 them. Usually, with a churn and burn, you can ask two questions. Does my service provide the solution for you? Does it actually work for you? Biggest reason churn and burn doesn't work in subscription-based services is they're not actually making money from your service, and it's not actually giving them any real value. Or, worst part is, is they did an investment. They were hoping for return on investment, and they don't have a lot of cash flow.

30:03 cut. Nonprofit organization. This is before Teams became free. We were using Slack. Great. Eventually, Slack was free. Eventually, Slack realized that they were losing a lot of money in the cloud services, and they were turning that to a cost, and they started charging people. And they charged people because they gave them a limited, and more limited, more limited amount of storage, because people were sending files to communicate. And eventually, you started getting messages where you can't upload this file because your storage is full.

31:09 That's an issue. They shouldn't have done it. Okay. But they had a mass exodus of people. Right? But then they also made revenue back, because they still provide a service that is almost... Not that anyone else can compete, because you have HBO or Max. You have Apple TV, which can't even compete. You have Prime. You have Hulu, all these things. But Netflix has this curation of content that you can only find on Netflix, and there's still a household name.

32:13 subscribe and those kinds of things. And Netflix also has the issue where they release everything at once, where Max and Apple TV will release one episode every week. And I hate that, because I'm like, I want to know the end. Just let me sit here and binge. But you know, again, it's a numbers game. They're dealing with that subscription base. And the problem is, with Netflix, Apple TV, Max, and those subscriptions, now this is a non-business business.

33:16 lose them. Remember, this is the first type, is people are going to be loyal, who you've solved the problem. They're growing, they're expanding, they're enjoying the experience, you'll probably never lose them unless you substantially change the service you give them. We're not just talking about price, if you change the pricing schedule. So let's say you started charging, let's say you charge based off storage, or you charge based off the app, or extension or plugin, and then you switched from, okay, we're still charging this, but we're also now going to charge you per user.

34:19 of people, because people were not afraid, but people were like, this is not what you promised me, this is not what you told me, this is not the service I'm expecting. And now, instead of my $100, $200, $250 bill from Figma, it's now a $2,000, $5,000. That's a huge, huge price change, huge price change. And when that happens, that's a substantial hit. And you're going to find that a lot of customers are not going to accept that.

35:21 But if I had, you know, a lot more time, I mean, because I could set up more time, but if I paid a little bit more attention to the preview window, I would have probably noticed it more than now. This is also why, hint, numbers game, you should never conduct business by yourself. Get a partner, get a friend, someone you trust, get an administrator, someone you trust to help you grow. Okay.

36:22 they don't purchase anything or worse. They want to sample it. They want a free trial, right? This is why I don't offer free trials. They want a free trial. They pay for the free trial and they close it. Those are people that either they don't have the financials, which is fair, but usually it's not that they don't have the financials. It's that they don't find value in your product and they don't want to pay for it.

37:26 problem. I know I can. I've done it before. And you convert that client because as soon as you solve their problem, their outlook on life changes, their financials increase or however it is quantifiable to them. But most likely it's because their emotion to what that problem changes and they know how happy experience and they equate your brand or your person or their customer experience, agent, whatever it is, they now see this person positive.

38:29 male, female, age, income, zip codes where they're at, quantify their interests, what, you know, these people like XYZ and, you know, 95% of them or 50% of them like, okay, that great. I'm building a profile that I can use then to begin targeting ads. Hold on that. So I've profiled my loyal customers. Maybe I also want to profile my turn and burn. Don't recommend it, but you can. But I don't mind you profiling with the customers that don't, the prospects that don't turn and the leads that go cold profiling them so you can avoid them.

39:32 them advice and they don't take it, then you know that they're not a valued client. They don't value you, so you move on. Don't pursue them. Um, sales is, sales is not a numbers game in the sense of get everyone involved and do whatever you need to do. It's bad sales, bad sales, bad sales. If that was true, people would be driving off, uh, the sales parking lot with a Jeep and paid one penny for or $1 or maybe $1,000, you know, the point is you lose money when you devalue yourself through discounts and those kinds of things.

40:33 versus there's that feeling that, Oh, it doesn't actually cost that. It costs this. Um, and there's that subconscious feeling of being cheated. Give you a hint. Amazon prime day. I believe it's losing its success. Here's why Amazon prime day, six months out to Amazon prime day, you'll see prices start increasing. And if you pay attention to some of these customers and some of these products, you can say, okay, this is the price point.

41:37 to in my life. And then of course you had COVID and just, no, it's all fake. You know, here's the price. We swear this is what it was. And we sold it like that two weeks ago, but three weeks ago, it was actually this price. And that's the sale price we're giving you. That is more common. Now subscription services may actually give you a good black Friday discount because they want to participate in that giving nature.

42:42 a business to customer company. They just know that if they can get customers and keep bringing them to Amazon, they can sell warehouse solutions, cloud solutions, they sell shipping and they sell their Amazon pay product and all these other products. And they make money by their third party connection to other businesses. They don't, I mean, even the Amazon brand does exist. I don't know exactly how that works in their system, but I consider them more business to business and less business to customer because they know that if they can get customers from Amazon prime, if you pay the Amazon prime description, they don't mind giving you Amazon video free.

43:47 this, they knew they could turn you into purchasing items. And Amazon makes a whole lot of money from third parties. In fact, to be honest, based off the information, I know it's a lot like the DoorDash relationship. Amazon makes more money than the third party that delivers the product or creates the product. It's really, really, really bad. Let me get me on the DoorDash thing. Anyway, and DoorDash is business to business.

44:47 you a transaction fee. So they charge you charge the restaurant, take 30% of whatever the restaurant charges, which is why if you look at a price item, the cost is more than at the restaurant. It's 30% more usually, or a little bit. And then that delivery fees, they'll charge you the delivery fee. Then they'll charge you the DoorDash service fee, right? So, so now they're taking 30%, they're charging the customer 599, unless they have DashPass.

45:51 not go to the restaurant. I'm not sure they make the 30% from the restaurant charge you that charge 11% to 15% Dasher subscription fee, whatever it is. And they do that because it's a numbers game. And you may wonder why it's very high because the amount of people that actually lie and cheat on DoorDash is substantial. A lot of people that didn't receive my food. Yeah, you did. Many people are asking for refunds when they have like, there's a high percentage of fraud.

46:56 activate your zero liability, right? Let's say someone stole your credit card information and made a purchase, which is what it's supposed to be used for. Okay, great. You call your bank. Hey, I have zero liability on this product. This is not a product I purchased. Okay. Here's a number game. The bank doesn't pay that. Technically they're supposed to, but that's a whole nother video game. Bank doesn't pay that. The payment network doesn't pay that.

48:06 passing the numbers through. Now back to customer acquisitions. I think the typical fraud number is 14% online retailer. It may have been changed. Like if you use certain services and certain PSAC compliance and you can now use AI to help know if the transactions be fraudulent and that kind of thing. And there are some things you can use to get that number down, but it's a very, very high, high number, especially when you're in real sale.

49:12 And now that you have that, you can now play the numbers game in sales. Okay, so the very first hire most businesses make is a salesperson. Because they usually sell their service to the business. And generally speaking, salespeople are 50-50. There are good ones and there are bad ones. I hope you hire the good one. And if you don't, here are some suggestions to help them along or give them the boot and do it yourself.

50:15 as a CEO, as a founder. If you're the pastor of a church, you got the vision. Here you go. You run with it. And make sure they're running. Because if they're crawling and you're a small business, you're going to be hurt. So give them a good nice boot. Tell them to start running. And give them commission. Okay, give them incentives besides salary, outside of those kinds of things, incentives, so they can start running numbers.

51:17 require a lot of targeting and honing in and a lot of information to try to make those campaigns work. Which is why people hire the whole advertising companies that try to help push those numbers and such and to make those sales numbers work. There are other ways that you can spend your sales budget. But if you do use them, you can use that demographic targeting we talked about, and you can target specific users.

52:24 prices. And I now see how many people are buying things and I can quantify it. It's all numbers based. Great. Now I'm making a profit from, uh, uh, digital ads, um, subscriptions that can be done like a business to business subscriptions and those kinds of things that can be done automatically. Like someone can go in and buy a subscription today with from the ad. Great. Use digital ads. If it's not something like that, you don't have a product, you don't have a subscription.

53:26 like a storefront. That's what I've been telling people. Uh, consider your website like a focal point to find or send potential customers from social media organically and maybe Google searches still organically. Okay. So those two components organically, I repeat organically. Don't pay Google ads. Don't pay social media ads first, build the organic response, start building that community. Maybe you want to hire a social media director or a marketing firm or an agency, you know, such as the universe.

54:26 that this, uh, your, your, um, social director can do. That's actually a component of sales. Okay. And it's a numbers game. You need a lot of impressions, a lot of views, and that will produce clicks. It's usually very, very low. Um, the best I've seen is 0.3%. Um, or 3%. I'm sorry, just 0.3%. The best I've seen is three percent, uh, 3% of your followers captivating on them. Boom. Okay, great. That's kind of like the industry gold standard.

55:30 Great. On location, you're going to put signs out, right? Introduce people who you are. Don't just put your brand on it. Tell them who you are. So when they drive by, they know it's great if you have double brand. So if you're offering personal training services, you know, training by Joe or something. Okay. If you're a coffee house, you know, put the word coffee in your name, Joe's coffee house. It's not that hard.

56:34 coffee on us. Okay. You know, buy one, get one free coffee deals. It's technically a discount, but it can help a little bit. I mean, there's, there's a yin and yang to using discounts. Discounts can be good depending on the products and service, but overuse of them can actually be really, really negative. So it's, it's, it's a yin and yang kind of thing. Okay, great. So you're getting foot traffic. Maybe you get a billboard.

57:38 drop a postcard, pay for the postcard, pay for the postcard printing, pay a thousand bucks to the post office, drop it to 10,000 people, 5,000 people, or three to five. And they get physical item. It is not a social media impression that they scroll by. They're going to get it in their email or get it in their snail mail. It's a physical item. You, maybe you offer a free thing. Again, I don't know if I would do that.

58:38 so these customers, this type are spending more money. Okay, great. I'll do a drop there because I know if I get one person to come in and they love my coffee, maybe they're looking for good coffee. Maybe they hate Starbucks and they're, they're hate the cost of Starbucks prices. And you're a little bit cheaper because you've built the whole thing and you don't have to worry about corporate getting involved to your business.

59:40 this is very, very small markup window. It's like 10 to 20%. Um, if you're a restaurant prices are like 10 to 20% because you're paying a lot of money for those ingredients. And then you have a lot of overhead and like, you're hoping to get enough customers in and out to make that 20% go far. It's a terrible mockup. That's a terrible mockup. You were successful competition. You're successful competition who makes a lot of money.

1:00:43 to make that same sweatshirt. Quality is a little bit for maybe you pay a little bit more for quality, a three, four or five bucks, something like that. And now you're selling it at a 400% mockup or whatever it is. You'd be surprised. The famous brands that you buy are selling things at you at 400, 500, 600, 800% mockup. Nike shoes, not going to tell you that mockup, but that's high, high, high.

1:01:49 these things on ads and all these things to get, get and grow and to grow and to grow. And they are also a for-profit company and they have to, they have shareholders and all those kinds of things. I think so. I have to double check if they're privately owned or shareholder owned. I'm assuming they're shareholder owned, public company, right? Assuming. Please Google it. If they're a public company, they have to make profit.

1:02:52 And that's not going to be the thing. Now it's when you're doing publishing and things of nature, it's quantity. The more quantity you have, the cheaper it gets, because to be honest, they don't have to like run the machines more than once. But if you're asking for a thousand, it's, they make it cheaper versus 200, right? And people are using on demand. Great. You can print an on demand novel and it's going to cost you 20 bucks to print and ship it to someone.

1:03:58 game. Everything in business can be quantifiable to numbers. So back to customer acquisitions. If you have a whole lot of customer views going into your storefront website, a lot of people walking into your storefront, then you're going to have more people converting. Now, if you have an actual brick and mortar, you can probably convert them better because they actually have a want and desire to be there. Your website, they may or may not have a want or desire to be there, but just check it out just for fun, which does happen.

1:04:58 into a knowable person so I can, A, understand who they are or create a relationship with them. Like if we're talking about donor base or if we're talking about a subscription service, you may be, okay, maybe they don't want your subscription service, but you've got their email somehow. Maybe they download a free book or something and they got their email address. Great. Now I can start promoting, not spamming, promoting and cultivating my brand with them, creating a business relationship of free exchange of information on emails.

1:05:59 component, something you can buy tangibly. Great. Then you can go to anyone who's email services and you can create a sales funnel kind of approach where they subscribe and boom, send them an email, automated, automatic, automatic, automatic process. You want to think about it. It just happens. Don't think about it. It just happens. Just let it go. Let it go, let it go. Let it grow. Let it grow, let it grow, let it grow, let it grow, let it grow, let it grow.

1:07:03 and that sales guy helped me a lot. And yes, I asked that sales guy for advice. But if I'm hiring a salesperson and they're on commission and they're being paid a little bit of a salary and the rest of their salary comes from commission and they agreed to that, then it's my job to push, push, push, push them to sell. And they can offer advice based off of their customer interactions, being informed by data, not by personal emotional connections.

1:08:08 these numbers that eventually start churning themselves because it's a windfall or it's a waterfall, right? You start as a pond, you start slowly building the pond, and you can eventually start trickling that into a waterfall of response. And you can start building those processes now. That's what sales is. Sales is trying to get a maximum amount of people through your door, website or physical, to make a purchase, to make a decision, to convert them from whatever they are, to a client, to a customer, to a coffee drinker, whatever you can bring them.

1:09:14 and you can discover or preach to and minister to these people. And you'll get a return from salvation wise on an investment by getting those people in, which is why churches will, if they have a soul winning team, great, they're going to hit this street, this town, this city, and they're going to hit people and they're going to convert them and try to plug them into the church. Or they'll run outreach events, community fairs, Sunday schools, things, VBSs and, you know, dinners and all these events and conferences to try to pull in a wide net of people.

1:10:20 Okay. Um, sometimes that means that you have to start knocking on business doors or you have to start going to your customers personally, but you can build automated systems. You can invest into a good website that you can start churning emails and you can start like there shouldn't be a week that you haven't at least emailed your file once, but you have to understand what kind of content they want. If you can email list as part of a brick and mortar, then they want the products you have.

1:11:25 up. Everyone hates it. I know I hate it, but you get that email quick. And sometimes that email auto fill in Chrome and all I'll do is hit submit. Especially that X is hard to find and not saying that you should be nefarious and make people give you email address, but it is a sure and sound way to build your email file, build those numbers, building those numbers, building those numbers. The whole, the whole goal in business, especially in sales is a numbers game.

1:12:26 Maybe you need to go, you know, country clubs or whatever. I'm just listing random things here. You need to go where your customers are, wherever there are. If they're on Facebook, if they're on Instagram, great. Promote to them. Organically post. Organically communicate with them and build relationships and don't be overly... The big problem with marketers, right? Salespeople is, I want to sell you this product. Buy my product, buy my product, buy my product.

1:13:29 you're emotionally solving a problem, but there's also a business aspect to it, which is why people need to be informed by the data. You're informed by it. So number one thing, when people swipe their credit card, when they get their phone number, get their email address at sale, if you have a brick and mortar. Same thing online. And sometimes when they make a purchase, you get an email address, have that checkbox, already pre-checked, let them uncheck it, but pre-check with, you know, hey, I want to subscribe to your newsletter.

1:14:33 have to worry about CanSpam Act because you're telling them it's shipped. Here's your tracking number. Then when it arrives, the day it arrives, hey, today's a day. Your product is going to arrive today. Here's some other products. Here's information about your product, how to maximize it. Here's some accessories you might like. Boom. More sales points and still sharing organic information. Or thirdly, a week later, hey, we hope you're enjoying your product.

1:15:34 exist. You have a reason to exist in their lives. So I'm not saying monopolize on it and be nefarious and spam their email. I am saying use it as part of business. And the more emails you get, better off you are. The more phone numbers you have, the better off you are. Like, more visitors, more organic traffic. You know, if you've got a website, there are some things that we can talk about, some tools you can use that you can track viewers above and beyond things that like Squarespace and Shopify would provide you.

1:16:38 is stressful. Operating a business requires some faith and some stepping out and trying new things. And so, Lord, give them faith. Give them peace. Let them be led by your spirit, Lord God. Let them choose the right opportunities. Give them wisdom, understanding, and knowledge, Lord God. Provide them with the three wisdoms of God. So, nieces, for nieces, and Sophia, provide them your strength. Provide them your truth. Be with them in their business.