Speaker 1: Maybe if you're on page three, you're going to get some clicks, but it's really page one and page two that are going to gobble up all the traffic, mainly page one. So now you're talking about there's over a billion results and 30 pages that get the majority of the traffic.

Speaker 2: Hey Neil, so here's a loaded question for you. What's the biggest thing someone can do to improve their SEO? Neil's thinking, yeah, the camera goes to who's talking. I just want people to know you're thinking, okay, go ahead.

Speaker 1: So what I would do if I was trying to improve my SEO, you know, a lot of people say links and links have a big impact. And I'm going to give you two answers. I'm going to give you the answer. The first one is going to be for the majority of the websites out there. And the second one is a little bit creative that most people don't do. So the first one would be update your content. You can do a search on Google for anything. So I'm here in the United States, auto insurance. I'm just going to actually do a search right now. Okay. I can probably even share my screen too. Why not? I'm going to share my screen because it lets me. So check this out. This is the term auto insurance. All right. So as you can see here, there's 301,000 people in the United States that search auto insurance in the last 30 days. You guys didn't see my screen. Yeah. Check this out. 1.18 billion results. All right. So basic math. 1180123123 divided by 301. That means for every person they're searching, there's 3,920 unique results, right? Chat, GPT and AI and all this kind of stuff. You're going to get people creating more content at mass scale. It's never ending. But where do most people go? Page one. All right. And my team always makes a joke. People hide dead bodies on page two. There's no clicks there. That's page three. So maybe, maybe if you're on page three, you're going to get some clicks, but it's really page one and page two that are going to gobble up all the traffic, mainly page one. So now you're talking about there's over a billion results and 30 pages that get the majority of the traffic. And the reason I say updating content is if you search for anything on the internet, most keywords have Wikipedia ranking. The reason Wikipedia does so well is because the content is fresh and none of you guys on the screen here today or anyone listening wants to search on Google and be like, yeah, I want to read about digital marketing. Yeah. This article from three years ago is amazing. Like no, you want something that's up to date and fresh so you know it's relevant and practical for you. So the biggest thing that companies should be doing that they're not doing is updating their content on a quarterly basis for all their money pages. And when I mean money pages, the pages that are driving conversions, getting the majority of the traffic that have the relevant audience. So that's the big thing that I think most companies make a mistake on. And we see this at our ad agency all day long that has a massive impact. The second thing, if I had to list the second thing, and this is creative, links still have a massive impact on rankings with people creating content, you know, mass scale with chat, GPT or Bart or Ubersuggest AI writer or whatever, Jasper, whatever tool people want to use. Content is getting more commoditized, and it's really cheap to build, create anyways in the first place, even before chat GPT. But the big thing is how do you get more links. And most people believe that the best way to get links is through content and infographics and a great product and service. What we found the best way to get links is you take a tool in your industry, whatever industry you are, there's tools for it. Even in fitness, there's calculators and all that kind of stuff. You take tools that people are used to paying for, and you create them for free, and you just release them out in the wild. And over time, they just build a lot of backlinks, which makes your overall site have a higher authority, which causes you to get higher rankings.

Speaker 3: I like the tool strategy. I think that's really great.

Speaker 1: With chat GPT, you don't even have to build the tools as, you know, as much and what I say as much I'm meaning you don't have to pay people as much software engineering on

Speaker 3: chat GPT is still pretty shitty. It'll get there.

Speaker 1: But the game of pong in 60 seconds, it can do a lot for you. You'll still need some engineers to help you out. But you can do a lot more with less money these days because of AI versus before.

Speaker 3: Yeah, I really love that. We were actually talking about open sourcing and releasing one of our product lines for free at Ringo. Literally last night. Yeah, literally last night at dinner, we were talking about like we were looking at how much money we make in revenue, how much the team's making in commission on it. And we hit our sales team this morning and just said to them, you know, guys, I think it would be really interesting to release this product absolutely free for the industry. There'll be a great lead generator. It'll be a great loss leader, you know, and the cost on it is fixed and the infrastructure to support it is extremely cheap and we have to have it anyway. So it's like the perfect storm of a tool, almost like a calculator or something. It has real cost to it, but then you can kind of force the people who want it to go through a questionnaire with a salesperson. Like what do you do? What are you using? Questions that they're just going to be obligated to answer instead of that you have to fish out because they're getting something of high value for free. So I really, really like that strategy. And I'm curious, since we're on that topic, a unique strategy, strategies, you know, you grew up in the performance marketing industry, Harrison did, Josh did, I did. I'm curious, what are some of your favorite super unique strategies that you've used over the years that are like non-typical, asymmetric? Most people would have never thought to use it, but like, what are some of the cool strategies you've used?

Speaker 1: Yeah. So that strategy that you just talked about, we use that heavily, give away stuff for free and sell them into something more. Our agency is decent at scale, right? We're a nine plus figure revenue a year company. And 40 plus percent of our leads used to come from our free tools. Now at our size and scale, a lot of our business comes from word of mouth, referrals, RFP, because we're five plus years old and people know we're in the space now. So that strategy has been really amazing for us. Another strategy that's been amazing is buy. So instead of build, we look for companies with web properties or tools that get a lot of traffic, but don't monetize other than through AdSense or no monetization, buy them, pop on Legion on there and then sell them. We did that again last year in February, we bought another tool called Answer the Public for 8.6. It was doing, they said it was doing 100 a month in profit, but they had very little to no employees on it. So when you add employees, it really wasn't doing 100 a month in profit. We started capturing leads as well, and so far starting to play out well for us. On the buy topic, one of my old startups was called Kissmetrics. They struggled a little bit for fundraising. The company ended up pretty much just going belly under. And what ended up happening is, is they needed money, but the website got a lot of visits, like a million plus a month. So I offered them a half a million bucks to just buy the domain, they can still keep the word Kissmetrics, I can use it as much as I want, but I have access to the domain and whatever I want to do. And that worked out really well, it caused our agency to get way more leads because they had our ideal traffic base. Another strategy that I like doing, and this one's boring and ugly, and I don't know why a lot of people don't do it. If you're selling toothbrushes and someone else is selling toothpaste, you should upsell it, you know, or downsell, whatever you want to call it, their product upon checkout and vice versa. And we consider that partnerships, not really like affiliate marketing, but just straight up partnerships. That drives a ton of revenue for us and people take those like boring channels for granted. And we find them to produce tons of revenue. If you can just find people who don't sell the same product or service as you, but they have similar audiences. Another strategy that we've been doing for years that's like just been fishing with dynamite is globalization. So at our ad agency, we've announced, I think, I don't know how many regions we have announced, but we're in 16 countries where we've hired leaders will be in 20 countries and then pause for a little bit and then work on getting a lot of them up and running. To keep in mind last year, we're only in six regions. So we've added a lot of countries that we're in, which means you have leaders and headcounts and they build teams. So what we've been doing is translating our website and transcribing it to other languages and adapting it to the local regions, collecting leads. Most of these regions aren't competitive, and that's been driving a lot of business for us. And then speaking at local events and building up relationships locally.

Speaker 4: And yeah. Are you building sales teams in these other countries then too? Every country. That's awesome. When I was an affiliate, that's kind of what I did. I just took stuff out to other countries. So I love that you're doing that in the agency model. That's super cool.

Speaker 1: Yeah. Majority of people are not in the United States. We tend not to do a franchise model. We want to own it all. We do have partners in two regions in Brazil and India. We had some locals that own a fraction of those businesses early on that help us out. Eventually, we'll probably just buy out their stake and we'll own 100% of everything. But yeah, this model has been working out really well for us and we've been having fun doing it.

Speaker 3: I'm really curious. How do you source the leadership talent in a foreign market like that?

Speaker 1: We have recruiters that work for us full time. We have a big recruiting team. So all we do is our biggest relative compared to Microsoft, we're actually very, very tiny. They probably have more recruiters than our overall employee count. I'm making a guess there, but you guys are probably right. Yeah. So for us, what we'll do is we'll look at people who work for competing agencies, okay? Like WPP, Omnicomp, and we'll look for the leaders who have ran their agencies. And we look for those leaders who have been at multiple agencies, have continually gotten promoted at multiple agencies and been there for a while, because that means they're valuable to the agency if they got promoted. So if you're at two competitors and you continually got promoted, that means they all both saw you as very valuable and they're happy with you. So the moment you hire them, they usually are able to replicate the same type of growth and same kind of outcome. It just takes a lot of time, but we found it to work really, really well.