Speaker 1: One, look at your correspondence that you're sending people. Is it really good? Is it grammatically correct? Does it have nice graphics or a nice image, a nice appeal to it? Something you could easily do is just improve the quality of your correspondence that's going out to people. How do you answer your phones? Are you helpful to the people that want to get help? Do you provide them the information that they need? Do you do it in a polite manner? Quite often, people answering the phones are rather brusque personalities, which may be good for operating an office, but may turn off some of your prospects. So make sure that you have people that are empathetic and that know what they need to do to say to people, that know how to talk to people on the phone to present you in the best way. It's a good idea, not required, but it's a good idea to write a document that tells people answering the phone how to answer the phone, what you expect of them. Set expectations because if not, and you just say to the people answering the phone, answer the phone, see if you can take care of people, that means so many different things to so many different people. And it's an easy way for you to improve just by setting your expectations at the beginning. Another thing we do with managed services is it's really difficult. Technology is just changing constantly. We have people that are dedicated full-time to constantly watching what's going on with technologies. We can't keep up. It's just changing too quick. So if we can't keep up, and that's our job, it's going to be really difficult for you to keep up. Not that you need to keep up to be an expert, but there are things that you can do that will actually lower your costs and increase the likelihood of your sales. So for example, right now, one of the big things that's very popular is putting a chat bot on your website that can actually answer questions from your prospects, giving the information that you want. This way, if you're not in the office at the time and somebody wants to know more about you, a chat bot can actually help you a lot. Now there's different kinds of chat bots too with different types of technologies and different kinds of response rates. Some will type back answers to you, some will give you a video response, some will give you an audio response, each one has different costs. But to stay on top of all this is quite difficult, and that's what we do. And by doing that, we're able to constantly provide you the best features at the lowest costs. Again, we're trying to come to you as a managed platform, not as a full-service agency. We're not looking to bill you thousands of dollars a month to sit and have lunch with our people and to talk about lots of different strategies. We're here to really execute on your strategy. We can give you ideas that will help you improve your strategy, but we're not a big, expensive strategy firm. We're not going to be taking you out to lunch. We're not going to be wining and dining all of your managers. Most small businesses don't even have all these managers to wine and dine. It's not cost-effective for us. We don't want to be in that business, and for the businesses that we are good for, it's not cost-effective for you either, because you probably don't need a $20,000 a month agency. That's just overkill. So we provide strong marketing, operational support to smaller-sized companies. We proceduralize as much as we can to continue to reduce our costs, because the lower that we can reduce our costs, the lower we can pass on our costs to you. The lower we pass on our costs to you, the more services we get, the more efficient we get at those services, which means we can continue to lower our costs to you. Our goal is to provide you a bunch of managed services that make you much more efficient. A lot of our services are pay-for-performance services, which means basically, if we don't do our job, it costs you nothing, and if we do our job, you pay for success. That works really well in the small business community, because most small businesses just don't have a lot of extra money for advertising or for doing anything, really. Money is very important to all small businesses, and so we really are sensitive to that, and we keep our overhead low, we keep our costs low, we keep our services as scalable as we can so that we can continue to drive our prices down for you. One of the biggest things that really differentiates us from other companies is, at one extreme, you have platforms. You've heard of some of them, that's MailChimp and Constant Contact, you've heard of maybe Wix or Shopify. There's a lot of platforms out there, and many of those platforms are quite good. Most of those platforms are quite complicated, and every platform has a learning curve, which you may or may not want to do. Every one of those platforms is constantly changing. Quite often, you need to integrate between platforms, because you're going to use one piece of software with one, and another piece of software with another. Platforms are really good, and they can save you a lot of money, but they need to be managed. On the opposite extreme, is you have agencies, which provide quite often a lot of value, sometimes no value whatsoever. It's really difficult to find a good agency, because a good agency is not just the agency, it's the individual rep that you happen to have on your particular account. It's hard to find good reps, good reps turn over, agencies turn over. Agencies are valuable in certain situations, but usually people are faced between agencies and platforms. What we've done, is we've combined a little bit of both. We basically manage platforms for you. We keep the overhead of a platform, we keep it very low, and we have many of the services of an agency. For example, on SEO, we have a pay for performance model, where we do the SEO, if we're successful, you pay us. If we're not successful, we've wasted our money, you don't pay us. Doing something like that, helps small businesses not worry about the success of, am I choosing the right partner or not? If we're not the right partner, you're not paying us. If we are the right partner, you're glad to pay us. That's how we work. We have leads that we can sell you. Again, if we provide you good leads, you buy them. If we don't provide you good leads, don't buy them. Some of the bigger companies only offer shared leads. We can give you some shared leads at a lower cost, but we can also give you exclusive leads at a reasonable cost as well. That's something that can help scale up your business. We have different services that are focused on specific parts of your business, that we've tried to really reduce the cost structure out of. For example, one of the services that we offer now is a $99 a month package where we do SEO, social media, pay-per-click, landing page, reviews, email campaigns, all for $99. The reason we can do it so inexpensively is because we've put together everything on one platform where we can manage it much more efficiently. If we had to do this on 10 different platforms and try to optimize everything, we'd be spending all our time going back and forth and integrating. It just takes way too much time, way too much cost, and ultimately you're going to pay for it. We've been able to consolidate this all together into a single platform that allows us to do it extremely cost-effectively. You won't find anybody else out there that can do this for $99 a month. Another thing that we can do is that if you have other areas that you wish to work with, we can research how to optimize those particular paths as well. We have many different tools and resources at our disposal, so if you have a unique need, we can do some customization. We are not going to try to take over your marketing department for you. That's not what we do. We're not an outsourced senior marketing executive, but we can take and give you ideas. We can help you execute those ideas, but ultimately these are your responsibility to control. It's your decisions which markets to be in. We can help advise you, but our core area is not developing marketing strategies for 1,000 businesses. That just requires too much expensive manpower and we're not going to put that type of manpower on our payroll because that just changes the whole model of our business. We want to be a lean, mean fighting machine, and so we want to be able to come in cost-effectively and know that everything we're providing you is at a competitively low price. We may not be the cheapest, but we might be the cheapest. We're never going to be the most expensive, that's for sure. There are always new areas that we're looking into. Right now, we're doing a lot of research on voice automation. That's an area that's going to increasingly get to be extremely important to everybody because the cost of having an assistant on your staff for 30 or 40 cents an hour is a lot less than hiring a full-time employee. There's a lot of benefits to having automation. Depending upon your company, you might be ready for it today, you might not be ready for it for a year or two, but whether you're ready or not, automation will be hitting us really hard, really fast, and if you're not an expert at it, that's okay. You need to work with somebody that's an expert at it. We're going to become an expert at it. We're already pretty good at it. I don't want to say we're an expert only because it just keeps changing every day. There's something new out there, and we try to keep up as much as we can, but it really is changing dramatically quickly. On the other hand, we can give you a lot of good AI solutions today. Things like chatbots, things like automated marketing, things like sales representatives, customer services. There's a lot we can do with AI. We're coming out with programs. We don't have very many of them out yet, but we have a lot of them in the foundational works that we're preparing to launch very quickly.