# SEO Rockstars 2026: Day 2 - Bradley Benner

**Video URL:** https://www.youtube.com/watch?v=pA9afJoSB9E

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## Transcript

**[00:02]** Thank you so much, Mike. That was

**[00:04]** amazing, dude. Thank you. I don't know

**[00:06]** if I can live up to it, but So, guys,

**[00:08]** I'm going to be here talking about not

**[00:10]** SEO, but how to generate more leads for

**[00:12]** your agency. Uh, you know, there's a lot

**[00:14]** of other really smart SEOs in here that

**[00:16]** have been giving out a lot of amazing

**[00:17]** information. So, I wanted to contribute

**[00:18]** in a way that I feel like I've got a

**[00:20]** quite a good, you know, understanding of

**[00:23]** and handle on. I've been using cold

**[00:24]** email now to generate leads for my own

**[00:26]** agency for five years. uh for both of my

**[00:28]** agencies, my white label link building

**[00:29]** agency as well as my own local marketing

**[00:31]** agency and cold email still works

**[00:32]** incredibly well. So I developed and in

**[00:35]** fact if I only had one channel to

**[00:36]** generate leads for my agency, it would

**[00:38]** be cold email 100%. And uh I developed a

**[00:41]** process specifically for targeting local

**[00:43]** marketing clients. Um, I do it out as an

**[00:46]** industry specific like I I run a local

**[00:48]** marketing agency called Treeare HQ where

**[00:50]** I serve tree care contractors. And so I

**[00:53]** developed a process for using

**[00:55]** directories to do outreach and initiate

**[00:58]** a conversation with my chosen prospect.

**[01:00]** And it's a much lot less confrontational

**[01:03]** way to initiate a conversation and to

**[01:04]** get uh you know start having that

**[01:07]** conversation and build rapport because

**[01:09]** we're giving something of value which is

**[01:10]** a directory listing and communicating

**[01:13]** with them through multiple channels

**[01:15]** before we ever get on a sales call with

**[01:16]** them which I call the listing delivery

**[01:18]** call but it's also the start of the

**[01:19]** sales sales conversation. So I'm going

**[01:21]** to be talking about kind of the process

**[01:23]** today as to what you know how this

**[01:25]** operates. It's simple to set up now

**[01:28]** because of AI tools. It makes it a hell

**[01:29]** of a lot easier. I'll talk about my tech

**[01:31]** stack, but there are better options out

**[01:33]** there that uh now again to have I wish I

**[01:36]** could have started now instead of five

**[01:38]** years ago because I'm kind of married to

**[01:39]** some of the tools that I'm using just

**[01:41]** because they're so integrated into our

**[01:43]** uh operations. But you can do it a lot

**[01:45]** more lean now with AIdriven uh CRM and

**[01:48]** such. And so I'll mention a couple of

**[01:50]** those. But why does this work? Well, the

**[01:53]** way that I start with the and I'm going

**[01:54]** to go through the whole sequence and

**[01:55]** show you guys. Um, but what I do is I

**[01:58]** just go straight, you know, contractors,

**[02:00]** uh, tree service contractors in whatever

**[02:01]** city I want to target. And typically, I

**[02:03]** I go after low competition.

**[02:05]** >> Not sharing the screen, is it?

**[02:08]** >> I'm sorry, but it's not sharing.

**[02:09]** >> I don't know if we're on Goto Webinar on

**[02:13]** >> and we can't see your SC the screen.

**[02:18]** >> You I'm gonna continue if that's all

**[02:19]** right. You guys can. Okay. So, uh, what

**[02:21]** I do is I just scrape cont try to target

**[02:24]** low competition areas because I like

**[02:25]** easy. So, so if I'm going to land

**[02:28]** clients, I'm going to actually go out

**[02:29]** and kind of try to snipe clients, right?

**[02:31]** Um, and try to find clients in a

**[02:32]** particular location. I always go for low

**[02:34]** low competition areas, but it doesn't

**[02:36]** matter, okay? It really doesn't matter.

**[02:37]** And then once I scrape the leads, then

**[02:39]** go they go in a cold email system. I use

**[02:41]** instantly for that. It works really

**[02:43]** well. Um, matter of fact, I was talking

**[02:44]** to somebody the other day about, I think

**[02:46]** it was Dan, uh, at lunch and, uh, you

**[02:49]** know, I've got domains that I've been

**[02:50]** doing cold email from for four years

**[02:52]** that are still operating today that have

**[02:54]** not burned the domains. Now, I do low

**[02:56]** volume. I'd run about 80 emails per day,

**[02:58]** cold emails per day, um, which is very

**[03:00]** low, actually. You can go a hell of a

**[03:02]** lot more aggressive if you want, but the

**[03:04]** whole process is really just outreach to

**[03:06]** say, you know, here here's your uh

**[03:08]** company listing and we need to verify

**[03:10]** your company's contact information

**[03:11]** before we can publish it or promote it.

**[03:13]** And so we just have a series of emails

**[03:15]** that go out, you know, every other day

**[03:16]** for five days or excuse me, 10 days. So,

**[03:18]** it's five emails that just is basically

**[03:21]** asking the prospect to confirm their

**[03:23]** information. There's a couple things

**[03:25]** about that is we uh we put in the name,

**[03:27]** address, phone number, um and we leave

**[03:29]** the website field blank. Like even if we

**[03:31]** have the website, we always leave it

**[03:32]** blank so that it enti it it incentivizes

**[03:34]** the the the contact to re reply back and

**[03:37]** say, "Oh, no, that information is

**[03:38]** correct, but my website's missing or

**[03:40]** whatever. We're trying to get a reply."

**[03:42]** Okay, that's it. As soon as we get a

**[03:43]** positive reply, it pipes it into the

**[03:45]** CRM. Um I use instantly, but for for the

**[03:48]** cold email, but I use high level for the

**[03:50]** CRM, but again, there's better options

**[03:53]** for sales CRM than high level now. Um so

**[03:56]** we'll talk about that in a minute. But

**[03:58]** what happens is once they reply now I've

**[04:00]** got because of you know AI makes it so

**[04:02]** much easier to integrate voice uh email

**[04:05]** SMS both inbound and outbound voice

**[04:08]** calls to the prospect to continue

**[04:10]** warming them up. So once we get that

**[04:12]** positive reply where they're confirming

**[04:13]** their information or adding additional

**[04:15]** detail or correcting information that we

**[04:17]** have then we through a series of

**[04:19]** automations we contact them to ask them

**[04:22]** additional questions. Since I work with

**[04:23]** tree service contractors they're service

**[04:25]** area businesses. So, I'm going to walk

**[04:26]** through the sequence and show you guys

**[04:28]** the process that we go through to

**[04:30]** continue communicating with this

**[04:31]** prospect before we ever get them onto a

**[04:33]** call. And that's again what we're doing

**[04:35]** is we're developing rapport and we're

**[04:37]** doing that on an automated fashion where

**[04:39]** we're not trying to ask them anything.

**[04:40]** We're not trying to sell them anything

**[04:42]** yet. But I'm fully transparent about my

**[04:44]** sales process, too. When I get on the uh

**[04:46]** uh listing delivery call with them, I

**[04:48]** tell them right out of right out of the

**[04:49]** gate, we're as soon as we get on, we're

**[04:50]** going to accomplish two things on this

**[04:51]** call. Number one, we're going to review

**[04:53]** your listing, make sure it's

**[04:54]** everything's accurate, it's ready for

**[04:55]** promoting. Number two, I'm going to

**[04:57]** introduce some problems that we

**[04:58]** identified while optimizing your listing

**[05:00]** that are preventing you from getting

**[05:01]** jobs online and we're going to introduce

**[05:04]** some solutions to you to help you to

**[05:05]** start uh to resolve those issues. Does

**[05:07]** that make sense? Should we continue? And

**[05:09]** I always nod and and they always every

**[05:12]** single time I've not one time had

**[05:14]** somebody say, "No, let's go ahead and

**[05:15]** end this call now." They've all said,

**[05:16]** "Yeah, that sounds good. Let's go." you

**[05:17]** know, and so it's a very non-salesy way

**[05:20]** to initiate a conversation with

**[05:21]** prospects and again enable school

**[05:23]** transparency

**[05:25]** about your intentions. That's what I do.

**[05:26]** I'm 100% honest with my clients right or

**[05:28]** prospects right up front. I tell them

**[05:30]** exactly what my intentions are and

**[05:32]** because we're delivering something of

**[05:33]** value, they typically are a lot more

**[05:35]** open to the conversation. Okay. And so

**[05:38]** here's just some I like I said, I run

**[05:39]** about 80 roughly 75 to 80 emails per day

**[05:42]** um Monday through Friday. Actually, I

**[05:44]** think I do Monday through Saturday. Now,

**[05:46]** we don't don't mail on Sundays. But

**[05:48]** here's look at our open rates, guys.

**[05:50]** This is cold email, right? Our open

**[05:52]** rates are insane, right? It varies. Our

**[05:54]** I think our average open rates probably

**[05:55]** around 65% across all the different

**[05:57]** campaigns we've been running now for

**[05:58]** years, okay? And that generates, you

**[06:00]** know, it varies as far as the response

**[06:01]** rates. You see, sometimes we get very

**[06:04]** good response rates. Sometimes they're a

**[06:05]** little bit lower, but these are, you

**[06:07]** know, these are all uh contacts that are

**[06:09]** now in our system in warming. And we got

**[06:12]** a full not just the pre-sales or you

**[06:14]** know pre-all nurture sequence, we also

**[06:16]** have post call nurture sequences as well

**[06:18]** that automates and continues

**[06:19]** communication. And what's really

**[06:21]** interesting about this is after uh you

**[06:23]** know I don't I don't do any hard sales

**[06:25]** pitches on or closing tactics on a call

**[06:28]** at all ever. I just tell them right up

**[06:29]** front, look, I'm going to introduce you

**[06:30]** to some lowcost options or whatever the

**[06:32]** conversation because we've got front-end

**[06:34]** offers that are very inexpensive. I

**[06:36]** found with tree guys over the years, a

**[06:38]** lot of them have been burned by SEOs and

**[06:40]** marketing professionals, right? So, a

**[06:42]** lot of them are real hesitant to jump

**[06:44]** into a full-on retainer package. So,

**[06:46]** I've got front-end services that I will

**[06:48]** offer oftent times just to get them in.

**[06:49]** Like, for example, review solicitation,

**[06:51]** a list come uh list reactivation and

**[06:53]** review solicitation campaign through

**[06:55]** high level. Uh, that's one of the best

**[06:57]** things as a kind of a front-end service

**[06:58]** because we can show them results very,

**[07:00]** very quickly and continue to build that

**[07:01]** trust. So then we can send them up to a

**[07:03]** full-on retainer marketing package at a

**[07:05]** later time. If that makes sense. Um, but

**[07:07]** you know, it's it it it's a lot easier

**[07:09]** to uh uh sell the client if not on that

**[07:13]** call, which again I don't if they're

**[07:15]** ready to check out, I send them a

**[07:16]** checkout link. You know what I mean?

**[07:17]** Like here, go go go subscribe here or

**[07:19]** whatever. But if they're not ready to

**[07:20]** check out, I say that's fine. I'm if

**[07:21]** it's all right with you, I'm going to

**[07:22]** plug you in, you know, a couple of

**[07:24]** emails just kind of sum, you kind of

**[07:26]** talk about what we talked about on our

**[07:27]** call today. And when you're ready, we'll

**[07:29]** be here. And what happens guys is you

**[07:31]** fill your pipeline full of leads like

**[07:32]** this and you nurture them and you don't

**[07:34]** push. You don't push. You pull very very

**[07:38]** softly, gently. And uh what happens is

**[07:40]** over time you start getting leads or

**[07:43]** like the leads that you previously

**[07:45]** communicated with will start contacting

**[07:47]** you and closing. And what I found is

**[07:49]** it's amazing. That's why I said 75 80

**[07:50]** emails per day is all I send. And I get

**[07:52]** all the clients that I need. I mean, I'm

**[07:54]** not even really actively trying to grow

**[07:56]** my local marketing agency right now this

**[07:58]** year because I'm going to focus on my

**[07:59]** white label services, but I'm still

**[08:01]** closing clients. I closed one earlier

**[08:02]** this week. I got a sales call scheduled

**[08:04]** for Monday. And again, from previous

**[08:06]** messages, they're just in the nurture

**[08:08]** sequence. So, it works really well. Uh,

**[08:10]** this is the macro process, basically a

**[08:12]** high level view of it. We send cold

**[08:14]** email to verify company details. Um,

**[08:16]** again, as I mentioned before, guys, I

**[08:17]** always uh omit the website specifically

**[08:20]** because we want them to reply. That's

**[08:22]** all we're looking for is a reply. Um, we

**[08:24]** use a uh sentiment analysis and uh in

**[08:28]** instantly, excuse me. And so when it is

**[08:31]** a neutral or positive reply, then it

**[08:33]** will send a web hook and pipe the the

**[08:35]** contact into high level. And then high

**[08:37]** level takes over with the automations,

**[08:39]** but instantly you can do all that now.

**[08:41]** It has a CRM. So high level is actually

**[08:43]** not even needed for this. Um, unless

**[08:45]** you're using it for your own CRM anyway.

**[08:47]** Okay. Once we get a positive, sorry, go

**[08:49]** ahead say something. Forgive me, I

**[08:52]** thought I heard someone answer a

**[08:53]** question. Uh, positive reply adds

**[08:54]** contact to the AIdriven free call

**[08:56]** nurture automation, email, SMS, and

**[08:58]** voice. Um, both inbound and outbound

**[09:00]** voice. So, if the prospect calls during

**[09:02]** any of those sequences, the AI takes

**[09:04]** over. Um, we also have outbound voice.

**[09:06]** If they don't respond to email and SMS,

**[09:08]** then we we the AI will do outbound calls

**[09:10]** to try to extract additional information

**[09:12]** from that contact as we are optimizing

**[09:15]** their listing. That makes sense. So, uh,

**[09:18]** you know, when they first respond with a

**[09:20]** positive reply, we have an acknowledge

**[09:22]** an acknowledgement to that reply. Then

**[09:24]** we we follow up about seven minutes

**[09:26]** later with a [laughter] a text message

**[09:28]** and an email. And then if they don't

**[09:30]** reply to either of those, again, an

**[09:31]** outbound call goes out. It asks for

**[09:33]** permission to text for additional

**[09:35]** information when optimizing listing.

**[09:36]** Essentially once that first reply comes

**[09:39]** in, we acknowledge it and seven minutes

**[09:41]** later another you know set of uh

**[09:43]** messages goes out email and SMS that

**[09:46]** says like hey by the way since we're

**[09:48]** going to be working on your listing over

**[09:49]** the next day or so if we have additional

**[09:51]** questions would would it be okay if we

**[09:52]** text you? Is this the appropriate

**[09:54]** number? And so that again we're asking

**[09:55]** permission to continue to contact them

**[09:57]** and they give it to us. Okay, most of

**[10:00]** the time. Um, then then we follow up

**[10:03]** later that same day, we have another

**[10:05]** kind of set of messages that go out

**[10:06]** again, SMS, email, and if they don't

**[10:09]** respond to those, voice, and it's asked

**[10:10]** for service area radius. Again, I work

**[10:12]** with tree service companies, so uh

**[10:14]** they're all service area businesses. So,

**[10:15]** we always service or sales territory is.

**[10:18]** And then they again, they just reply

**[10:20]** back with like, you know, 10 miles, 25

**[10:22]** miles, whatever it is. And that

**[10:24]** automatically then adds them into the uh

**[10:26]** it creates what I'm going to show you

**[10:28]** guys is the problem agitate solution

**[10:30]** sequence that we use because when we

**[10:32]** start to once we have all the

**[10:34]** information from the client and the

**[10:36]** listing has then been published by my

**[10:38]** one of my team members it's now ready

**[10:40]** for review. Now we publish it but when

**[10:43]** we contact them we say listen we've got

**[10:44]** your listing ready for review. We want

**[10:46]** on a quick call with you to confirm all

**[10:48]** the information make sure everything's

**[10:49]** accurate before we promote it. That's

**[10:51]** what we say. And so once all that's

**[10:53]** done, you see how we we we continue kind

**[10:56]** of warming the prospect through just

**[10:58]** communication without asking them for

**[11:00]** anything. We're not trying to pitch them

**[11:01]** anything yet. And so once the listing is

**[11:05]** ready, again, then it goes into that

**[11:06]** sequence where then we we try to book

**[11:08]** the call with them for what we call the

**[11:10]** listing delivery call. And sometimes we

**[11:12]** get some resistance from that. So we've

**[11:13]** got some automations in there that I'll

**[11:15]** show you on how we can get them to book

**[11:16]** the call as well. Okay. And so that's a

**[11:19]** lot of that comes back to that service

**[11:20]** area radius uh question. All right. So

**[11:23]** when we get on the review uh the listing

**[11:25]** delivery call, we review and deliver the

**[11:27]** listing and then we transition to the

**[11:28]** PAS presentation, problem manage

**[11:30]** solution presentation. Um and it works

**[11:32]** really well for closing tree

**[11:34]** contractors. Uh it would likely work for

**[11:36]** pretty much any other type of service

**[11:38]** area business as well. And by the way, I

**[11:40]** do niche specific stuff like my agency

**[11:42]** just works for free contractors, but

**[11:44]** this could work with a local like a

**[11:46]** local business directory. Like in other

**[11:48]** words, a particular city or region if

**[11:49]** that makes sense. It doesn't have to be

**[11:51]** industry specific. That's just how I

**[11:53]** prefer to operate an agency, but it

**[11:54]** could be done on a local marketing level

**[11:56]** too. If somebody's just trying to

**[11:57]** collect clients from a particular city,

**[11:58]** you can do it this way as well, right?

**[12:00]** [snorts] Um, so closer, close the sale

**[12:02]** or move to a post call nurture

**[12:04]** automation. Again, I don't push any of

**[12:05]** the prospects on the call. off, they're

**[12:07]** ready to check out, I'll send them the

**[12:08]** checkout link. But most of the time, I

**[12:10]** just very very gently just say, "Listen,

**[12:11]** I'm going to send you continue sending

**[12:13]** you some additional messaging about this

**[12:16]** uh about what we talked about on today's

**[12:18]** call. Then when you're ready, we'll be

**[12:19]** here." And I always tell them, just book

**[12:20]** a quick call with me. Got any follow-up

**[12:22]** questions before you pull the trigger on

**[12:24]** anything? By all means, just book a call

**[12:25]** with me. I try to be very open and

**[12:27]** available to prospects because, again,

**[12:29]** trying to develop that relationship.

**[12:31]** That's where most of these guys get

**[12:32]** burnt like these tree guys especially

**[12:34]** but a lot of local clients they you know

**[12:35]** they don't have proper communication

**[12:37]** with their vendors their uh you know SEO

**[12:40]** or marketing agency and so I think

**[12:42]** keeping at least initially that con that

**[12:44]** communication open when being very

**[12:46]** available helps to build that trust and

**[12:48]** earn that trust so that we can then

**[12:50]** close the sale that's clear. So uh again

**[12:54]** once we get off the call I just put them

**[12:56]** into a post ner if they haven't checked

**[12:57]** out which most of them do not on the

**[12:59]** call and then we have emails socials etc

**[13:01]** where we you know continue targeting

**[13:04]** them sending them messages and things

**[13:05]** like that but we do it very kind of uh

**[13:07]** conservatively we're not real aggressive

**[13:09]** about it okay um if you also if your

**[13:11]** target industry is on LinkedIn hey reach

**[13:13]** with instantly integration is great um

**[13:16]** because it fully you know you can

**[13:17]** there's so many awesome automations you

**[13:18]** can use with hey reach for LinkedIn now

**[13:21]** tree service contractors aren't active

**[13:22]** on LinkedIn. So, it doesn't work well

**[13:23]** for that. Uh, but a lot of industries

**[13:25]** that have active, you know, the the

**[13:28]** business owners are active on LinkedIn.

**[13:30]** That's also really good way to continue

**[13:32]** kind of a post call nurture messaging

**[13:35]** sequence. Okay. Okay. So, here's the

**[13:37]** example guys of the pre-all nurture. So,

**[13:40]** this is this is the automation once they

**[13:42]** get the cold email reply. So in other

**[13:44]** words, when they reply to the cold email

**[13:46]** asking to us them to confirm their

**[13:48]** information or to correct any inaccurate

**[13:50]** information, this is what happens when

**[13:53]** they reply. So it pushes the uh and

**[13:56]** instantly the way that my setup is and

**[13:58]** instantly it's positive or neutral

**[13:59]** reply. It creates a a contact through

**[14:02]** web hook in uh high level, excuse me,

**[14:05]** creates the opportunity card, puts them

**[14:06]** in the automation and here it is. So it

**[14:08]** says thanks for adding in this case the

**[14:10]** urban arborist directory to treeare or

**[14:12]** arborist excuse me the urban arborist to

**[14:13]** the treeare hq directory now and then

**[14:16]** here's the question about the service

**[14:17]** area radius. Okay so we do this via text

**[14:19]** it also goes out you can see via email

**[14:22]** as well and that was the client or the

**[14:24]** prospect's response. Okay so and we get

**[14:27]** that a lot and they always tree guys

**[14:28]** always have these massive service areas

**[14:31]** which is nuts because their DVPs never

**[14:32]** ran for that. Um, but it says, you know,

**[14:35]** then we acknowledge the reply and then

**[14:37]** we, you know, basically just say,

**[14:38]** "Thanks. We got it. Okay, we're going to

**[14:40]** be working on your listing. We're going

**[14:41]** to send it to you for review when it's

**[14:43]** ready." That's basically what we say.

**[14:44]** Okay. So, there's the listing delivery

**[14:46]** message after. Now, usually about 24

**[14:48]** hours later, the um all my VA does is

**[14:51]** once she publishes the listing, she just

**[14:53]** adds a tag and contact uh you know, in

**[14:56]** high level the contact record listing

**[14:57]** ready like listing ready. Boom. and

**[14:59]** added it to the automation sequence for

**[15:01]** to book the uh schedule the listing

**[15:03]** delivery call. So there's the first uh

**[15:06]** email that goes out. We also do that via

**[15:09]** SMS and then as I mentioned before if

**[15:10]** they don't respond to either email or

**[15:12]** SMS then they go into a queue for

**[15:14]** outbound AI voice. So they get calls

**[15:16]** from that. So, they'll get two calls, I

**[15:18]** believe, six hours apart, um, the

**[15:20]** following day if they don't respond to

**[15:22]** the emails and the SMSs, and then

**[15:23]** they'll get another two calls the

**[15:25]** following day until they either DND us

**[15:28]** or tell us to f off or whatever, in

**[15:29]** which case we we just don't contact them

**[15:31]** again. Okay? Um, but that's it. So, we

**[15:34]** ask them, so you know, the the next

**[15:36]** question is then, well, why would

**[15:37]** somebody want to book a call with you to

**[15:38]** look at their directory? Okay? And so,

**[15:40]** if you understand what I'm showing you,

**[15:41]** see what I'm showing you here is this.

**[15:44]** These are kind of the the the the

**[15:46]** typical situations. Some prospects are

**[15:49]** going to just book the call immediately.

**[15:51]** Um some of them are going to ask

**[15:52]** questions. And so they're going to say,

**[15:53]** well, why do I need to book a call?

**[15:54]** Here's an example. Why do I need a call?

**[15:56]** Just send a listing for me to review.

**[15:58]** And so then I go there's some if else

**[16:00]** conditions, you know, in a workflow and

**[16:01]** uh high level that says, you know, hey,

**[16:03]** thanks for following up. We prefer to

**[16:05]** review your new company listing with the

**[16:07]** business owner before we promote them on

**[16:08]** our directory to make sure everything is

**[16:10]** accurate and you're happy with how it

**[16:11]** looks. So I say also we identified some

**[16:14]** problems. Here's the problem. Agitate

**[16:15]** solution is where we introduce that.

**[16:16]** Okay. We identified some problems that

**[16:18]** are preventing you from getting jobs in

**[16:20]** your service area and would like to

**[16:21]** review it with you. Please select the

**[16:22]** time on account. Okay. Well, they're

**[16:24]** either going to book the call or they're

**[16:26]** going to follow up with another

**[16:27]** question. What problems? Or some

**[16:30]** iteration of that, right? And so it

**[16:31]** says, Trey, you told us that you want to

**[16:33]** get jobs within this 50 mile service

**[16:34]** area radius. And so we send them a link

**[16:37]** to that because that's what they again

**[16:39]** that's why we asked for that service

**[16:40]** area radius earlier. So that's just a

**[16:41]** short link in the high level contact

**[16:43]** record. Again, it's all automated. So

**[16:44]** boom, there's the short link and it

**[16:46]** says, but here's where. So what we send

**[16:48]** that to them and in two minutes later or

**[16:50]** a minute later, whatever it is, 90

**[16:51]** seconds later, whatever it is, it sends

**[16:53]** out the next one. It says, here's where

**[16:54]** Google says that your jobs are actually

**[16:55]** coming from. Boom.

**[16:58]** Only the areas in green. And a lot of

**[17:00]** the times you Yeah, there might be a

**[17:01]** speck of green in the middle of a sea of

**[17:03]** red. And I'm like, okay, this is what we

**[17:05]** want to talk about. Let's get on a call.

**[17:07]** You know what I mean? And so this works

**[17:09]** well because then most of the time we

**[17:11]** will then get a booked call once they

**[17:13]** see that and sometimes we don't. And so

**[17:15]** then they just go into again a kind of

**[17:17]** longer term follow-up sequence to try to

**[17:18]** get to the booked call. But that's it.

**[17:20]** And that's what I said like you know

**[17:22]** once we get on the call I I I'm 100%

**[17:25]** transparent about my intentions right

**[17:26]** off the right out of the gate. So first

**[17:28]** thing I say to them is like we're going

**[17:30]** to accomplish two things on this call.

**[17:31]** Number one is we're going to review your

**[17:32]** directory listing. Make sure

**[17:33]** everything's accurate. You're happy

**[17:34]** about it. We can make any changes right

**[17:36]** here on the spot. I'm so I'm just logged

**[17:38]** in. We're currently use WordPress, but

**[17:40]** we're getting away from that very

**[17:41]** quickly. I promise. I'm g show you guys

**[17:43]** something in a moment. Um, but then I

**[17:45]** say once we once we are, you know, this

**[17:47]** should take five to 10 minutes. And then

**[17:48]** I say and once you're happy with that,

**[17:50]** then I'm going to introduce the, you

**[17:51]** know, go over the problems that I

**[17:53]** mentioned in the if it depends on what

**[17:54]** the messaging sequence was. If they

**[17:56]** booked the call up front, they're

**[17:57]** unaware of it. Um, if they've seen the

**[17:59]** PAS sequence, then they're aware of it.

**[18:01]** So then I'll just depending on, you

**[18:02]** know, how they came into that call, I

**[18:05]** will structure my uh call it that way to

**[18:08]** kind of promote whatever it is that I

**[18:10]** they're either aware of or aren't aren't

**[18:11]** aware of yet, if that makes sense. So um

**[18:13]** but it's quite it's it works well

**[18:15]** because I always ask them, "Does it make

**[18:17]** sense? Should we continue the call?" You

**[18:18]** know, and they always say, "Yeah, let's

**[18:19]** go." You know, and so we spend five to

**[18:21]** 10 minutes talking about their listing

**[18:22]** and then I go right in and I start to

**[18:24]** present to them the issues that we've

**[18:25]** identified. By then I usually have

**[18:26]** Bright Local reports pulled up. So, we

**[18:28]** do organic rank tracking, local search

**[18:30]** tracking, citation tracking. So, we have

**[18:32]** all that data when I'm on the call with

**[18:33]** them. I just have those reports open and

**[18:35]** I just talk through the stuff and I show

**[18:36]** them examples of other clients that I've

**[18:38]** worked on, stuff like that, and just

**[18:39]** answer their questions. And, you know,

**[18:41]** like I always say, I don't do anything.

**[18:42]** I don't try to push them at all. If

**[18:44]** they're ready, then I'm actually send

**[18:46]** them a checkout link for whatever it is

**[18:47]** that they're ready for, but most of the

**[18:49]** time they're not. They say, "Oh, well, I

**[18:50]** need to think about it's fine. I'm going

**[18:51]** to send you some emails, some follow-ups

**[18:53]** about this with additional information.

**[18:55]** And when you're ready, feel free to book

**[18:57]** a call with me again or just sign, you

**[18:58]** know, check out, whatever. Okay. So,

**[19:01]** here's the text stack guide that I use.

**[19:02]** Um, I use Google Workspace accounts for

**[19:04]** email only. Um, for my white label

**[19:07]** agency, we also I have a company that

**[19:09]** actually manages the cold email for that

**[19:11]** and they they also use Outlook uh emails

**[19:13]** as well, but I just get a Google

**[19:14]** Workspace retreat contractors and it

**[19:16]** works um instantly uh as my email code

**[19:18]** emailing application. trying to do that

**[19:20]** through high level. Um, and I did for

**[19:22]** quite some time, but the inboxing, even

**[19:24]** with Workspace SMTP, just does not work

**[19:26]** nearly as well when it goes through high

**[19:28]** level. I have no idea why. It just

**[19:29]** doesn't work. Um, but instantly I've

**[19:31]** got, like I said, I've got domains in

**[19:32]** there. I've been sending gold emails for

**[19:34]** four years on and haven't burnt yet. No

**[19:36]** kidding. It's still inboxing health of

**[19:38]** those domains are 98 99%. It's nuts. And

**[19:40]** sometimes if a if the kind of health of

**[19:43]** a domain goes down below like 95% then I

**[19:46]** will take it out of rotation and leave

**[19:48]** it in the warm-up system until the

**[19:49]** reputation comes back up and then I just

**[19:51]** plug it right back into the system and

**[19:52]** it works again. And so uh instantly is

**[19:54]** outstanding for that. Um I use out

**[19:56]** scraper for scraping contacts but you

**[19:59]** know you can use any of them. Another

**[20:00]** good one right now that I started

**[20:02]** testing which is called browse AI.

**[20:03]** That's that's a good one too. I like

**[20:05]** that. Um out scraper has a lifetime deal

**[20:07]** on Absumo today still. I just check well

**[20:10]** two days ago I checked it was there uh

**[20:12]** which is good. It's like $129 a flat fee

**[20:14]** but you get $30 a month in credits. They

**[20:16]** don't roll over but you get $30 a month

**[20:18]** in scraping credits. So it's great

**[20:19]** because like I like I said I usually

**[20:21]** scrape maybe a state or two at a time

**[20:23]** and we go through a cleaning and

**[20:25]** filtering process of the list and then

**[20:27]** load that in instantly. And that's

**[20:28]** that's you know so about once a month

**[20:30]** maybe once every six weeks we'll go in

**[20:32]** and run another scrape job. So $30 a

**[20:34]** month is plenty and that's that lifetime

**[20:36]** deal we'll give you that. Uh the CRM,

**[20:40]** like I said, I use a high level as my

**[20:42]** CRM, but that's just because, you know,

**[20:44]** it was my CRM before all the AI stuff.

**[20:46]** Now, I've done a look at I've looked at

**[20:48]** a couple of other more salesoriented CRM

**[20:50]** that aren't, you know, complete

**[20:51]** marketing automation tools like High

**[20:53]** Level is. Um Adio, I'm sure some of you

**[20:56]** guys have heard of Adio. Another one's

**[20:57]** called Break Cold. I've looked at Break

**[20:59]** Cold. Um if I wasn't so kind of married

**[21:02]** to High Level right now, I would

**[21:03]** probably use a different CRM. Instantly

**[21:05]** has a CRM now as well. So I think if you

**[21:09]** can reduce the number of tools it's

**[21:11]** better. You know what I mean? So if you

**[21:12]** don't need high level then uh for your

**[21:14]** CRM if you can get away with just using

**[21:16]** instantly it's probably better. Um for

**[21:18]** directory I currently use and have been

**[21:20]** since I started this WP geo directory.

**[21:22]** Um geo directory I I can't stand

**[21:24]** WordPress guys. I absolutely hate

**[21:26]** WordPress. And so I've been wanting to

**[21:28]** get away every time I log into my

**[21:30]** directory site or any WordPress site for

**[21:31]** that matter. It makes me sick because

**[21:33]** there's all the goddamn, you know,

**[21:35]** updates and everything else. It drives

**[21:36]** me nuts. And so, um, a friend of mine,

**[21:39]** Jeremy Nolleman from Press Advantage,

**[21:41]** uh, you know, he I asked him a couple of

**[21:44]** months ago now. I said, "Look, man, I

**[21:45]** want to replace WPG directory." So, and

**[21:48]** I was asking him if he could build me a

**[21:50]** directory site builder that ran on HTML

**[21:53]** basically, uh, created HTML pages and

**[21:55]** everything so we get rid of all the

**[21:56]** bloat and all the hassle that we have

**[21:57]** with WordPress. And he built a whole

**[21:59]** application called sites.co. Um, you can

**[22:02]** see, and here's let me give you a little

**[22:04]** evolution on this. So, directory

**[22:05]** forge.com is originally what he built as

**[22:08]** a new directory builder. Now, it's it's

**[22:10]** not I don't even have access to it yet,

**[22:12]** okay? But it's in development right now.

**[22:13]** You can go look at directory forge.com.

**[22:15]** And that's Jeremy's answer to replacing

**[22:18]** WPO directory. And by the way, guys, the

**[22:19]** directory platform doesn't matter. You

**[22:21]** can use any of them that you like, okay?

**[22:23]** Brilliant directories, whatever. It

**[22:24]** doesn't matter. That's just a tool,

**[22:25]** right? Um, but Jeremy built directory

**[22:28]** forge and then from that kind of spawned

**[22:31]** a couple of additional ideas. Number

**[22:32]** one, one of our front-end services at

**[22:34]** Treeare HQ is we do what we call no lead

**[22:36]** generation sites. They're just simple

**[22:38]** lead genen sites that we build for the

**[22:39]** client. Uh most Tree Center service

**[22:41]** contractors have shitty sites or no

**[22:43]** sites. Um and so I typically and I don't

**[22:45]** work on other people's sites. It's a

**[22:46]** policy of mine. If you're going to be a

**[22:47]** client of mine, either we build the site

**[22:49]** or we don't touch the site like we we'll

**[22:51]** send you instructions for your web

**[22:52]** master to optimize the site, but we're

**[22:54]** not touching other people's work. I just

**[22:55]** don't do it. And so, uh, I either sell

**[22:58]** them one of my sites or we work with

**[22:59]** whatever they got if they have a web

**[23:01]** master or we just don't work with them

**[23:02]** at all. Okay. Um, but so anyways, local

**[23:05]** lead generation sites is one of the

**[23:06]** front-end services that we offer. And

**[23:08]** uh, so I asked Jeremy then also if he

**[23:10]** could create a site builder on the same

**[23:12]** platform, right? And uh, which is HTML

**[23:15]** pages, very quick, lean uh, code so they

**[23:18]** load incredibly fast. And so he

**[23:20]** developed a site builder, a local local

**[23:22]** site builder that's part of the direct

**[23:24]** reforge like you know site builder that

**[23:26]** he built and then also um a blogging

**[23:29]** platform now because as my for my white

**[23:30]** label services I get questions all the

**[23:32]** time from link building clients if we

**[23:34]** can do content marketing for them. We

**[23:35]** don't do that. We do link building and

**[23:37]** so uh uh but you know you get enough

**[23:39]** people asking that can you do this for

**[23:41]** me? Can you eventually say yeah I'm

**[23:42]** turning money away all the time. You

**[23:44]** know what I mean? So the other thing

**[23:45]** that we're going to be doing is now

**[23:47]** offering soon once this is available for

**[23:49]** me um content marketing services where

**[23:52]** we'll have the client map a subdomain

**[23:54]** over to like blogdomain whatever it is

**[23:56]** and it will manage the content marketing

**[23:58]** and distribution on a blog subdomain of

**[24:00]** the client's site so we don't touch the

**[24:02]** site go ahead one thing I'm helping is

**[24:06]** in the finally baseball circuit that

**[24:08]** they're putting in some new teams and

**[24:10]** they're actually they've never actually

**[24:12]** leveraged the domain authority whatever

**[24:15]** they have nationality and sports plus

**[24:18]** local government chamber of they have a

**[24:20]** combination of both national local and

**[24:22]** they don't even realize from the SEO and

**[24:24]** genetic potential that they're usually

**[24:26]** in the top 20 [clears throat] most

**[24:27]** powerful sites in any of their local

**[24:29]** markets

**[24:30]** >> they were open finally to testing one

**[24:32]** market on your team to bring in new

**[24:34]** sponsors to do something like this where

**[24:36]** we say we build 300 business categories

**[24:39]** but be in that market but under the team

**[24:42]** so you know the the Dallas.com

**[24:47]** local business or directory. How would

**[24:49]** you append it with just adding a

**[24:50]** subdomain? They're currently on

**[24:52]** WordPress. Is that still better at that

**[24:53]** point this geo directory and build it on

**[24:56]** so you keep the domain authority like

**[24:58]** like the subdomain option you were

**[25:01]** talking about?

**[25:02]** >> Well, what I mean for the subdomain

**[25:04]** option that I was talking about is like

**[25:05]** for my link building clients because we

**[25:07]** don't touch their clients, but my my

**[25:08]** link building clients are SEO

**[25:10]** professionals that have clients, right?

**[25:12]** And so we don't touch their sites. Uh

**[25:14]** we'll do on page optimization, analysis,

**[25:16]** audits, recommendations, etc. We won't

**[25:18]** touch the sites. Okay.

**[25:19]** >> And so, but if they want us to do

**[25:21]** content marketing, we we we got two

**[25:24]** options. We can either well three

**[25:25]** options. We can either publish content

**[25:27]** on their site, which we'd have to have

**[25:28]** access to their blog and all that. Don't

**[25:30]** want that. We don't want that. Number

**[25:31]** two, we can do publish externally on

**[25:33]** branded assets, etc. So, web twos, G

**[25:36]** sites, things like that, which we do a

**[25:37]** lot of. Um or a blog on a subdomain. So

**[25:40]** that any other content publishing and

**[25:41]** distribution we do by the way part of

**[25:43]** the reason I do that is because it

**[25:44]** doesn't compete then with content from

**[25:45]** the root domain. Remember Google treats

**[25:47]** those as two separate sites. So there's

**[25:48]** no competing page issues uh

**[25:50]** cannibalization etc. Does that make

**[25:52]** sense? I think most because you know say

**[25:54]** for example I think the market is down

**[25:56]** south Bont

**[25:58]** so if you had something like commercial

**[26:00]** roofers or something like that if

**[26:01]** someone typed in commercial roofers

**[26:02]** Bulma it's quite possible that that the

**[26:04]** team's website forward could rank number

**[26:07]** one at least in the organic AI is TVA so

**[26:11]** I was just curious but at that point I

**[26:13]** may make some notes if I ask

**[26:15]** >> yeah sure no worries thank you very much

**[26:16]** >> yeah so science form guys anyways I'm

**[26:18]** not here to promote anything guys it's

**[26:20]** but it is if anybody's interested and

**[26:21]** you get on a waiting list sites.co is

**[26:24]** what he rebranded directory forge now

**[26:25]** that it has the two additional kind of

**[26:27]** site builders in. Again, I don't even

**[26:29]** have access to it yet, but I'm excited

**[26:30]** about it. So, I just wanted to bring

**[26:31]** that up because I'm not I'm not here to

**[26:33]** promote any certain kind of a directory.

**[26:34]** I don't care. It doesn't matter. The

**[26:36]** directory is just a tool to initiate a

**[26:39]** conversation. That's it. Right now, by

**[26:41]** the way, for my directory or my clients,

**[26:43]** whenever they become a paid client, like

**[26:44]** I don't sell paid listings on the

**[26:46]** directory, but if they become a paying

**[26:48]** client at any level whatsoever, then we

**[26:50]** use their directory listing to optimize

**[26:52]** further. We'll add schema, add the map.

**[26:54]** We also a lot of their link building

**[26:56]** budget will go to my directory like

**[26:57]** their directory page. So, I'm actually

**[26:59]** using their money to build up my assets

**[27:01]** on their behalf to benefit them as well,

**[27:03]** but it also benefits me. So, the

**[27:05]** directory doesn't matter. It's just a

**[27:07]** it's just a mechanism or tool. Okay. Um

**[27:09]** but there's plenty of others out there

**[27:10]** as well. Uh the process again I I say

**[27:13]** select an industry because that's that's

**[27:14]** the way I prefer to do is industry

**[27:16]** specific um agency work instead of you

**[27:18]** know uh just working as a generalist. So

**[27:21]** I prefer to do it that way but you can

**[27:22]** do it at a local level if that's you

**[27:24]** know your thing. Uh set up G Workspace

**[27:26]** accounts. Add accounts to instantly for

**[27:28]** warming. Scrape contacts. Clean and

**[27:29]** verify the contact list which can be

**[27:31]** done on the scrape. It can also be done

**[27:32]** on import. Like you don't have to use

**[27:34]** external uh email verification services

**[27:36]** at all anymore. Um, you can, but you

**[27:38]** don't have to. Add the instantly

**[27:40]** campaign, push contact replies in the

**[27:41]** CRM, unless you're using instantly for

**[27:43]** the CRM, in which case it will already

**[27:44]** be there. And then you nurture the

**[27:46]** prospect until the book call. So, um,

**[27:50]** here's the kind of one step by step,

**[27:52]** guys. I'm just going to go through.

**[27:53]** These are all in the presentations that

**[27:54]** I make available or whatever for

**[27:56]** everybody. Um, those are actual SOPs.

**[27:58]** Uh, that's on Flowster. Flaster is the

**[28:00]** SOP application that I use. You do need

**[28:02]** a paid Flowster account to access those,

**[28:04]** but you can get a paid account for, I

**[28:06]** think, $14 a month. Go ahead.

**[28:07]** >> One question about the the labels when

**[28:10]** you you just create data.

**[28:12]** >> I mean, I built a couple directories and

**[28:16]** >> I get obsessed like how many labels you

**[28:18]** have manage, right? Yeah. Phone number.

**[28:21]** I want more rich content, you know, like

**[28:23]** adding more images. Sometimes I even

**[28:26]** create a Python script to add more

**[28:28]** images like go to shirt stuff, add more

**[28:31]** images, created I don't know just for

**[28:33]** feeling, right? A lot. Well, when we

**[28:35]** when we do the like initially when you

**[28:37]** create the directory, I recommend that

**[28:38]** you only add a few dozen directory

**[28:42]** listings. These are unoptimized listings

**[28:44]** that I mean you can with you know chat

**[28:46]** or whatever you can do even sheets

**[28:47]** integration you can make unique business

**[28:49]** descriptions everything super easy but I

**[28:51]** only recommend adding a few dozen

**[28:53]** listings to the directory as an initial

**[28:55]** kind of seed set of listings because we

**[28:58]** want our directory to stay high quality.

**[29:00]** So, we only add contacts to the

**[29:02]** directory if they reply to cold email.

**[29:04]** See what I'm saying? Now, don't get me

**[29:05]** wrong. When I first started, I uploaded,

**[29:07]** you know, thousands of tree contractors,

**[29:09]** but over the years, I've learned to just

**[29:10]** go delete all them because it help it

**[29:12]** hurts with indexing. If you've got a

**[29:13]** bunch of unoptimized listings on the

**[29:15]** site, the the directory site's not going

**[29:16]** to index well. So what we do is we only

**[29:19]** we only add the p or publish a listing

**[29:21]** or add a company to the directory if

**[29:23]** they respond positively to cold email in

**[29:26]** which case my I have a VA that goes and

**[29:28]** literally just opens up you know Google

**[29:30]** and does a brand search and just pulls

**[29:32]** out all the relevant information that

**[29:34]** they need and we haven't automated that

**[29:36]** part of it yet but I've got a a team

**[29:38]** member that does really well on it. So,

**[29:40]** okay. And so, anyways, it, you know, we

**[29:42]** get all the information from their

**[29:44]** website, their GBP, Facebook. A lot of

**[29:46]** tree guys are on Facebook, but that's

**[29:47]** about the only one. Um, so that's where

**[29:49]** we get most of the information. Okay.

**[29:52]** But anyways, those SOPs guys will be

**[29:54]** fully available for for you. So, uh,

**[29:56]** check it out. But basically, select an

**[29:58]** industry. There's an SOP. I go very very

**[30:00]** thoroughly into, you know, how to select

**[30:02]** a particular industry if you're going to

**[30:04]** go that route. Um, I think it's

**[30:05]** important to kind of vet the industry.

**[30:07]** make sure that it's uh uh you know

**[30:09]** viable for this sort of a service. So

**[30:11]** it's a very very detailed SOP on that

**[30:13]** create brand. Um I typically recommend

**[30:16]** you start with at least three domains.

**[30:18]** One you know one for the directory and

**[30:20]** then like for for example treehq.com is

**[30:22]** the directory site that I use but I've

**[30:25]** got treehqmail.com

**[30:27]** treehqmail.net treehmail.org

**[30:30]** you know what I mean? So just go out and

**[30:31]** buy a handful of additional branded

**[30:32]** domains for the directory brand. I

**[30:35]** people have asked me before, well, you

**[30:36]** know, should I use my agency domain? No,

**[30:39]** no, no. Because you don't want to say

**[30:40]** marketing or SEO or anything in that.

**[30:41]** And my signature line in all the cold

**[30:44]** emails says tech specialist at Triare

**[30:46]** HQ. It doesn't say SEO, doesn't say

**[30:48]** marketer, it says tech specialist. I'm

**[30:50]** contacting them as a support tech with

**[30:52]** the directory just to confirm their

**[30:54]** information, right? That's basically

**[30:56]** what how I approach it anyways. Um, so

**[30:58]** then we have the email set up. Again,

**[30:59]** that's workspace accounts with adding it

**[31:01]** to instantly. That's the tool that I

**[31:02]** use. So, um, very easy setup. Uh,

**[31:05]** contact list, scrape contacts, excuse

**[31:08]** me, uh, scrape contacts, cleaning

**[31:09]** format, verify emails. Again, that can

**[31:11]** all be done on both the scrape and

**[31:13]** >> scrape your contacts.

**[31:14]** >> Uh, those I use out scraper. That's what

**[31:16]** I

**[31:16]** >> And I also mentioned browser AI is a

**[31:18]** pretty good one, too. That's that's a

**[31:20]** nice one.

**[31:21]** Cold email prospecting, that's the

**[31:23]** sequencing, setting up the campaigns,

**[31:25]** adding the list, etc., and then starting

**[31:27]** the sequence. Uh, that's a three-day

**[31:29]** cold email sequence. Uh, we actually use

**[31:31]** a fiveday code email sequence. So, it's

**[31:33]** it's one every other day for 10 days.

**[31:35]** And guys, just I'm sure you all heard

**[31:37]** it. You know, we get the highest

**[31:38]** response rate on email four and five,

**[31:40]** just to be clear. Okay.

**[31:43]** Uh, got questions or need help. Um,

**[31:45]** Humpday Hangouts, guys, we've been doing

**[31:46]** that for over 11 years on Wednesday. Um,

**[31:48]** over 11 years. So, if anybody ever has

**[31:51]** any questions about anything like this

**[31:52]** whatsoever, come check us out Hangouts

**[31:54]** on Wednesdays at 4 PM YouTube Savannah

**[31:57]** Mastery um channel. And uh we're happy

**[31:59]** to answer any questions or you could

**[32:01]** always book a a call with me. So any

**[32:03]** questions guys?

**[32:05]** >> Wow. Um

**[32:07]** >> more questions.

**[32:09]** >> Oh yeah, I got question.

**[32:11]** >> Where uh where's the other?

**[32:13]** >> Oh here

**[32:16]** >> and then repeat the question

**[32:19]** for the for the people online.

**[32:21]** >> Okay.

**[32:24]** >> You had the question Dory or

**[32:26]** >> Yeah. Uh, do you ever do email blasts

**[32:28]** and if so, what do you use?

**[32:30]** >> What do you mean email blast?

**[32:31]** >> Big email blast like to your whole list?

**[32:34]** >> Yeah. Well, I so I have a newsletter. We

**[32:37]** just switched to beehive and I've got

**[32:39]** somebody in house now, but I was using a

**[32:40]** company called the newsletter pro. They

**[32:42]** they managed it and everything for three

**[32:44]** years both for semantic langare hq every

**[32:46]** other week, every two weeks. Um, we just

**[32:49]** switched over to beehive. So that's what

**[32:50]** I use as kind of a newsletter.

**[32:52]** >> So once once they get

**[32:53]** >> email out beehive does that. Okay. Yeah.

**[32:56]** Yeah. So, we use emails as our broadcast

**[32:59]** email system.

**[32:59]** >> What's your open rate on those?

**[33:01]** >> Um, I don't know because we just

**[33:02]** switched this month. Okay. Just switched

**[33:03]** this month. So,

**[33:06]** >> but by the way, the newsletter works

**[33:07]** great, too. I mean, like every other

**[33:08]** week I get tree guys that will contact

**[33:10]** me and they say, "Well, I've been

**[33:12]** getting your newsletter for a year and a

**[33:14]** half and finally decided to reach out."

**[33:16]** So, that's why I said you just you set

**[33:17]** this in motion, guys, and you just let

**[33:19]** it run. And then in six months from now,

**[33:21]** you're going to have deals start popping

**[33:23]** just like that. And it's not from

**[33:24]** anything. It's not from hard sales

**[33:26]** closing tactics or none of that. It's

**[33:27]** not high pressure, nothing. I don't do

**[33:29]** that to my tree guys. It turns them off.

**[33:31]** They'll cuss you out in a heartbeat, you

**[33:33]** know. And so I I I very gently pull them

**[33:36]** to to me by just staying in

**[33:38]** communication and trying to offer

**[33:40]** something of value.

**[33:41]** >> So what do you use as a conversation

**[33:43]** starter when sending out leads for your

**[33:45]** link building?

**[33:46]** >> Uh now it's, you know, question type

**[33:48]** quick question types emails. Do you are

**[33:50]** you looking to take on more SEO clients?

**[33:52]** And you know, now we use a lot of the AI

**[33:54]** SEO angles in our pitch.

**[33:57]** >> So, and uh that's that's a really

**[33:59]** popular thing. If you talk about AI SEO

**[34:01]** with any SEO agency, most SEO agency

**[34:03]** guys, I'm sure you know, don't know what

**[34:05]** the hell they're doing. Okay? As a white

**[34:06]** label service provider, I see the

**[34:09]** shittiest work you can ever imagine on a

**[34:11]** regular and daily basis. And uh these

**[34:13]** the we were talking about this the other

**[34:15]** day. I think agencies should be ashamed

**[34:16]** of themselves being out there selling

**[34:18]** the shitty SEO work that they're

**[34:20]** selling. Um it's it literally is

**[34:22]** unethical in my opinion. So

**[34:23]** >> agree 100% guys. That's why I commend

**[34:27]** all of y'all. I'm very proud that y'all

**[34:29]** taking steps always continuously to try

**[34:31]** to be better because I'm always doing

**[34:33]** the same. I'm forever learning too,

**[34:35]** right? But the unethical part like

**[34:37]** taking someone's money and not being

**[34:39]** able to deliver. [clears throat] Just

**[34:41]** think about if it was your mother or

**[34:42]** your father or your aunt, you know, like

**[34:44]** that's all your grandmother. That's

**[34:45]** that's what I always tell people. Like

**[34:47]** you got a question, Charles?

**[34:48]** >> Yeah. Uh you mentioned um looking up

**[34:50]** industries, finding a growing a growing

**[34:53]** industry. Are there certain data points

**[34:54]** you're looking for to determine that

**[34:56]** this industry is growing certain places?

**[34:59]** >> Google trends, Google trends, the

**[35:00]** easiest thing in the world. Just go and

**[35:02]** just look at category level terms. Um

**[35:05]** category level terms like again local

**[35:07]** focusing.

**[35:08]** >> Oh, I'm sorry. We asked the question.

**[35:11]** >> I'm sorry. Um I just want to know the

**[35:14]** data points for determining if an

**[35:15]** industry is growing.

**[35:16]** >> Okay. Yeah. So, I use Google Trends.

**[35:18]** Like I said, it's super easy. I just go

**[35:19]** look at the Google business category

**[35:21]** terms like, you know, that's broad

**[35:24]** terms, right? So, I always just look at

**[35:25]** that and see is it is the and set the

**[35:27]** time frame to five years, the last five

**[35:29]** years. And all you want to see is either

**[35:31]** steady evergreen demand or increasing

**[35:34]** demand. If you see it declining, don't

**[35:35]** go after that. Just looking at simple

**[35:37]** SEO.

**[35:38]** >> And quick tip on that with Google

**[35:40]** Trends, right? Make sure you put enough

**[35:42]** of a time period on it because I'm

**[35:44]** telling you, I manipulate Google Trends.

**[35:47]** all the time. Like I I

**[35:50]** can't do it too short of a time. You're

**[35:51]** not gonna get realistic data.

**[35:54]** >> One of I don't know if you guys have

**[35:56]** seen like Bradley has goes really deeper

**[35:59]** in Google Trends. I recommend to reach

**[36:01]** out to him because I've learned a lot a

**[36:03]** lot. It looks like a simple tool but you

**[36:06]** can get a lot of data.

**[36:09]** >> What a gem. [laughter]

**[36:11]** And one question here is for when you

**[36:14]** have a directory you used to get

**[36:16]** traction by itself because it's like

**[36:19]** you're you're getting long tail keywords

**[36:22]** right but do you apart from that some

**[36:25]** link building to your your homepage or I

**[36:28]** mean like

**[36:28]** >> for the directory?

**[36:29]** >> Yeah. Yeah. I mean initially of course

**[36:31]** uh now I I you know I don't do any

**[36:33]** intentional link building to the

**[36:34]** directory other than through the client

**[36:37]** listings. Like in other words, if I have

**[36:38]** a client, we do link building to their

**[36:40]** listing as part of their retainer

**[36:42]** package, their link building services.

**[36:44]** So my directory gets list links from

**[36:46]** from client listings. But that's that's

**[36:48]** basically it. And you know, there was a

**[36:50]** period of time where I ranked number one

**[36:51]** for tree care or tree uh uh tree service

**[36:55]** directory. I ranked number one to number

**[36:57]** three for like two and a half years and

**[36:58]** I got a lot of leads from that. But it

**[37:00]** doesn't even matter whether it ranks or

**[37:02]** not. It it's like on page three for now

**[37:04]** for some reason. I don't even care. It

**[37:05]** doesn't matter. That's not the point.

**[37:07]** The point is to initiate the

**[37:08]** conversation and that's all it's for.

**[37:09]** You know what I mean? So,

**[37:12]** >> do you uh sort of strategically

**[37:15]** think about the seasonality of your

**[37:17]** industry and when you're sending this

**[37:19]** out outreach so it catches them at the

**[37:20]** right moment?

**[37:21]** >> Yeah. And what's it's it's funny. It's a

**[37:23]** great question by the way because it's

**[37:24]** tree service is very seasonal. Uh so in

**[37:26]** the winter months we'll stick to the

**[37:28]** south southern climate where it's less

**[37:30]** seasonal change or uh you know the

**[37:34]** industry is affected less in the south

**[37:36]** and in the warmer climates. Um but I've

**[37:39]** also experimented with that a lot.

**[37:41]** What's crazy is, you know, in the winter

**[37:43]** time, treat in the industry that I'm in,

**[37:45]** you know, I'll land a client in the

**[37:46]** spring and they'll be a client all the

**[37:48]** way until November, December. And in

**[37:51]** November, December, they always want to

**[37:52]** pause their SEO services because it's

**[37:55]** the winter time and it slows down. So,

**[37:57]** well, we'll be back in the spring.

**[37:58]** Problem is, if you do the SEO good

**[38:00]** enough in the spring, they don't need

**[38:02]** to. they oftentimes don't have to come

**[38:04]** back [laughter] and so I've got a lot of

**[38:06]** turn in my agency and I try to and if

**[38:08]** they do come back by the way we somebody

**[38:10]** was saying this the other day the

**[38:11]** comeback rate is higher

**[38:12]** >> yeah it's always higher he was paying

**[38:15]** five now you're paying 10 uh we got two

**[38:18]** questions online I'm come back to Pete

**[38:20]** quick and something just hit me from

**[38:21]** what Charles asks um a nice way I like

**[38:24]** to do niche research what I want to get

**[38:26]** into is go look at what VC is starting

**[38:28]** they always been buying out certain

**[38:30]** industries right roofing A drag. Uh you

**[38:34]** could look it up. I don't want to talk

**[38:35]** too much, but that's also a good way to

**[38:37]** look into where you want to set a

**[38:39]** directory because if BC is investing,

**[38:42]** it's [clears throat] for a reason.

**[38:43]** They're doing that market research. Let

**[38:45]** them spend the money.

**[38:47]** >> Do you try to in those off season those

**[38:49]** people that see like, hey, it's

**[38:51]** December, let's pause. Do you have like

**[38:53]** a lower level service? And do you ever

**[38:55]** try to build that into your initial

**[38:56]** thing that like, hey, this is how we

**[38:58]** work is in December we dial it down to

**[39:00]** X. That's a good good option. I hadn't

**[39:03]** even thought about doing that. Uh we

**[39:05]** typically would just try to keep them on

**[39:07]** reviews, the reviews plan, you know, uh

**[39:10]** we just do that through high level

**[39:11]** anyways. It's 99 bucks a month is our

**[39:13]** bill for that for just reviews

**[39:14]** management. Uh we try to keep them on

**[39:16]** that because that, you know, that has

**[39:18]** the biggest influence on GBP performance

**[39:20]** right now. As long as your on page is

**[39:22]** good, then you know reviews and activity

**[39:24]** engagement signals are the most

**[39:25]** important thing. So

**[39:26]** >> if you if you send them reports in the

**[39:27]** offse, it might just look Yeah. and like

**[39:30]** back up.

**[39:32]** >> Or if you're charging for reporting, you

**[39:33]** know, like you keep them at a little bit

**[39:35]** of a level.

**[39:35]** >> That's right.

**[39:36]** >> There's two ways you could do this, too,

**[39:38]** right? Uh

**[39:40]** maintenance. All right. So, you can

**[39:41]** charge a client, hey, look, it's going

**[39:42]** to cost this amount to get you there.

**[39:44]** Once I get you there, it's going to cost

**[39:46]** you this amount to keep you there,

**[39:48]** right?

**[39:48]** >> I call it maintenance mode, right? And

**[39:50]** pay me more upfront. Instead of paying

**[39:52]** me 2500 a month for three months for me

**[39:54]** to do what I really need to do, the

**[39:56]** first month is 7,500. Bro, let's get to

**[39:58]** it. It's your work that needs to be

**[40:00]** done, not mine. Now, if it's seasonal,

**[40:02]** because I do some season seasonal stuff

**[40:04]** rev share wise, then it's, hey, look,

**[40:07]** this is what I want during this part of

**[40:09]** the season, and then I know it's hard

**[40:10]** for you to eat during this part, so we

**[40:12]** going to tame that [ __ ] down, right?

**[40:15]** Swing like a mini max, 10% when it's

**[40:18]** cold, 20 55% whatever it is. So, those

**[40:20]** are two options. You could do the

**[40:22]** maintenance mode or seasonal mode.

**[40:23]** >> Build it in.

**[40:24]** >> Build it in from the start, which gains

**[40:26]** trust. Because if you go to a guy,

**[40:28]** right, and you're like, "Yo, bro, look,

**[40:29]** I work with this [ __ ] all the time. I

**[40:31]** know how it is. We January, so we gonna

**[40:34]** do it." Me and my bang bang. Look at the

**[40:37]** proof, the case studies. Of course,

**[40:38]** they're going to say yes because you're

**[40:39]** not the marketer trying to beat them in

**[40:41]** the [ __ ] head, right? There's there's

**[40:43]** two things. I can either make money off

**[40:45]** of you or I could make money with you.

**[40:49]** And when you tell a business owner, I

**[40:51]** want to make money with you and this is

**[40:54]** all I bring to the table and I

**[40:56]** understand your industry

**[40:58]** with this. H [laughter] and I've been

**[41:00]** wanting to do this for so long, but when

**[41:02]** you first started it, the GHL,

**[41:05]** >> bro, he's been doing this FOR AND I

**[41:07]** PROMISE YOU I'mma get on this [ __ ] and

**[41:09]** I'mma help it. I'mma make it easy for

**[41:11]** all of y'all because remember that's

**[41:12]** part of what I said I was gonna do. So

**[41:14]** very excited. Uh did you you had a

**[41:17]** question, sir? Let me let me just one

**[41:19]** more thing I want to add to what you

**[41:20]** asked specifically about seasonality. Uh

**[41:22]** what I found was really interesting is

**[41:24]** tree guys during the winter because it

**[41:26]** is slow they're not really receptive to

**[41:29]** additional marketing services until

**[41:32]** right about the start of the spring

**[41:33]** season starts to come in and then

**[41:34]** they're frantic about like and so I've

**[41:37]** learned that's an actually really good

**[41:38]** way to target the tree guys or on a

**[41:40]** conversation with them because we're

**[41:41]** still prospecting through all the winter

**[41:43]** months too. And so when we get them on a

**[41:44]** call, I tell them like, "Look, yeah, I

**[41:46]** understand. Right now it's middle of

**[41:47]** January. You probably don't got a lot of

**[41:48]** work, but March and April are coming.

**[41:51]** You know what I mean? And you got to get

**[41:52]** started because if you wait until the

**[41:54]** busy season to start, you won't get the

**[41:57]** performance that you need until the end

**[41:59]** of the season, you know, or sometime in

**[42:01]** the middle of the busy season. So I

**[42:02]** always try to convince them like just

**[42:04]** you know make it make it logical for

**[42:06]** them like hey we need get give us at

**[42:08]** least 30 days six weeks prior to the

**[42:11]** start of the business season so we can

**[42:12]** kind of get a jump start on this for you

**[42:14]** and then that typically is they're like

**[42:15]** okay yeah that makes sense you know and

**[42:17]** that's why again I always guys I always

**[42:19]** pitch one of my frontend low offer

**[42:20]** services we got local lead generation

**[42:22]** sites we charge $99 a month for that so

**[42:24]** if they if they just need a site we'll

**[42:26]** do that for them uh uh the Google

**[42:28]** business basic SEO which is just

**[42:30]** optimizing the listing publishing Google

**[42:32]** business post for them and yes power

**[42:34]** listings that's all I do for that it's

**[42:35]** $99 a month and then we have the lead

**[42:37]** gen excuse me um sol what I call shaking

**[42:40]** the bushes so if you shake a bush shake

**[42:41]** the bushes money falls out that's the

**[42:43]** list reactivation and review

**[42:44]** solicitation campaign again that's $99 a

**[42:47]** month and if they I also have a AI

**[42:49]** answering service so that's $1.99 a

**[42:52]** month and 15 cents per minute usage and

**[42:54]** so on the call I've got front-end offers

**[42:56]** that likely they're going to need one of

**[42:58]** those if not a combination of them but

**[43:00]** if they're not ready to pull the trigger

**[43:02]** on multiple services at one time or a

**[43:04]** full-on you know retainerbased package

**[43:06]** that includes everything then I always

**[43:08]** lead with reviews and because again with

**[43:11]** reviews I can if they have a contact

**[43:13]** list a customer list within 30 days I

**[43:15]** can show most of the time performance

**[43:18]** gains in the GBP and I don't tell them

**[43:19]** that that's not what I pitch on the re

**[43:21]** about the review service the review

**[43:23]** service is we're going to help you

**[43:24]** generate more reviews and then as an

**[43:26]** unintended consequence right when

**[43:28]** whenever their GBP kind of blossoms

**[43:30]** because we do a high velocity review

**[43:32]** campaign, then I use that as an upsell

**[43:35]** point because then I show them, hey, by

**[43:37]** the way, we you see your reviews and

**[43:39]** they're like, yeah, this looks great.

**[43:40]** And I say, well, let me show you what

**[43:42]** else happened. And then I show them the

**[43:43]** local search grid report that is now a

**[43:45]** hell of a lot more green than there used

**[43:46]** to be. And I say, you understand this is

**[43:48]** because of the review velocity, but we

**[43:50]** can't keep this pace up because we were

**[43:52]** contacting. So, if you want this to

**[43:54]** stick, we've got to optimize your

**[43:56]** listing better. we got to have a better

**[43:58]** site or optimize better site, you know,

**[44:00]** all that kind of stuff. So, we use that

**[44:01]** kind of performance gain from the $99 a

**[44:04]** month service to then upsell them to

**[44:06]** higher level retainer packages. That's

**[44:08]** clear.

**[44:11]** >> Yeah.

**[44:12]** >> Okay.

**[44:14]** >> Well, I really wasn't going to ask a

**[44:16]** question. I was just because this is

**[44:18]** really kind of like we're not supposed

**[44:20]** to be pitching. I'm pitching for this.

**[44:22]** >> Okay. I I've been through this for this

**[44:25]** course. won this. He, you know, like

**[44:28]** just what he just said. Did you realize

**[44:31]** how much [ __ ] he just gave everybody in

**[44:34]** just that little big answer, you need to

**[44:36]** get on one of these calls with him and

**[44:38]** you need to get

**[44:38]** >> Well, thanks, man.

**[44:39]** >> Find out more. Go into it deeper and get

**[44:42]** the real info. So, there you go. Thank

**[44:45]** you, man.

**[44:46]** >> Your checks in the mail.

**[44:49]** [laughter]

**[44:50]** >> Two quick questions. the uh you said you

**[44:53]** were doing the link building to build

**[44:55]** links to your own asset while you're

**[44:57]** simultaneously helping them. Do you do

**[44:58]** that for each individual listing you do

**[45:01]** external links building into so like I I

**[45:03]** just pulled up I haven't even checked

**[45:04]** the back links I I saw a great name here

**[45:06]** in Dallas for arborist Leatherface.

**[45:09]** So pretty cool. So, I haven't even

**[45:10]** looked at the URL, but do you build

**[45:12]** links to those deeper pages or more to

**[45:14]** like just the arborist category or just

**[45:16]** or back to your your root domain to

**[45:17]** build up the brand authority for HQ?

**[45:20]** >> Uh, for from Street HQ? Yeah.

**[45:22]** >> Yeah. Again, I did link building for

**[45:23]** about a year and a half to it

**[45:24]** intentionally and like like just to try

**[45:27]** to boost the overall metrics of the

**[45:28]** domain and everything else. And then,

**[45:30]** you know, last two years, three years or

**[45:31]** whatever, we just build links to client

**[45:33]** listings. That's it.

**[45:34]** >> So, so if I check other or whatever

**[45:36]** would have a a listing,

**[45:38]** >> right? And if I in in my white label

**[45:39]** services too for link building if if

**[45:42]** it's if one of my clients has tree

**[45:44]** service landscaping or excavator clients

**[45:46]** and if you look at my director we also

**[45:48]** have landscaping and excavators as

**[45:49]** categories but it's not it's only

**[45:51]** because some tree guys also have those

**[45:53]** as additional business categories. Um

**[45:55]** but we really just focus on tree guys u

**[45:58]** tree services. Uh so anyways uh the

**[46:00]** directory site um you know we'll we'll

**[46:03]** build links to the directory site

**[46:05]** through the listings for clients and

**[46:07]** then also for semantic links clients if

**[46:09]** it's a landscaper excavator for tree

**[46:12]** service contractor we also use that as

**[46:14]** another citation point if that makes

**[46:16]** sense and then build some tier 2 links

**[46:18]** to that as well.

**[46:19]** >> Got it. The other question I was Thank

**[46:20]** you because that that helps because I

**[46:22]** was gonna ask

**[46:23]** >> on that I'll when I schedule a call I'll

**[46:25]** go in just questions regional local

**[46:28]** directories as well. So say Dallas Fort

**[46:29]** Worth about

**[46:31]** >> I I I didn't realize I forgot I bought

**[46:33]** it one night you just angry by some

**[46:34]** domains. Okay. Yeah [laughter] we might

**[46:36]** have that once

**[46:37]** >> might have had some alcohol

**[46:40]** [clears throat]

**[46:41]** buying Dallas Fort Worth crypto.com so

**[46:44]** local business directory like that. So

**[46:46]** let's say at best 1% of local businesses

**[46:48]** and might even be less right now would

**[46:50]** accept it. Have you seen that work yet

**[46:52]** for currency based motivated purchases

**[46:54]** as a justification for a local

**[46:56]** directory? Did you do exactly?

**[46:57]** >> I haven't seen that but it sounds it's a

**[46:59]** great idea. Why not?

**[47:00]** >> Okay. I just I don't know if there any

**[47:01]** best practices for something because

**[47:03]** it's it's a regional and it's multi-

**[47:05]** niche [clears throat] but so it it it's

**[47:07]** going wide and deep and then but it's

**[47:09]** narrowed by the modification of the

**[47:12]** purchased desire by the customer using

**[47:14]** some form of currency.

**[47:16]** >> Thank you. Yeah.

**[47:17]** >> Yeah.

**[47:18]** >> I think that's especially in the age of

**[47:20]** AI people are especially in the age of

**[47:23]** AI people are going to be asking those

**[47:25]** questions to the AIS and if you're the

**[47:27]** only one answering that

**[47:29]** >> Yeah. That's true. Yeah,

**[47:30]** >> that's family like those like the close

**[47:32]** rates on those are going to be

**[47:33]** fantastic.

**[47:39]** >> Uh we have a question from Peter. Can

**[47:42]** you use subdomains as separate domains

**[47:44]** for cold email instead of

**[47:50]** unique domain domains? Are they treated

**[47:52]** differently?

**[47:53]** >> I don't know because I use workspace

**[47:54]** emails and it's always be a root domain,

**[47:57]** not subdomain. I don't know if anybody

**[47:58]** else can answer that,

**[48:00]** >> Brian.

**[48:01]** >> Yes.

**[48:01]** >> Yes, you can. Okay.

**[48:03]** >> Works no different than

**[48:06]** >> Hold on, Kait. Hold on though because

**[48:08]** the guy the question was from online.

**[48:09]** >> So, you can you can create a subdomain

**[48:11]** email on a workspace. No kidding.

**[48:14]** >> Well, so workspace is a little bit

**[48:16]** different because you have to have a

**[48:17]** separate subscription for that. But if

**[48:19]** you're using something like a pop three

**[48:21]** email, anything like that, you can

**[48:23]** create as many subdomains as you want.

**[48:25]** No different than if you have like a

**[48:26]** subdomain on your uh just regular, you

**[48:30]** know, primary domain. You could create,

**[48:32]** you know, dubdubdub, you know, leads,

**[48:36]** you know, right online. That you do the

**[48:38]** same thing with emails. So, one other

**[48:40]** thing that I I will echo too is that,

**[48:42]** you know, if anyone isn't following you,

**[48:45]** I I would definitely echo your your

**[48:47]** statement as well. Like

**[48:49]** I got uh you know I I've been following

**[48:52]** Bradley for years and as far as like I

**[48:55]** mean as far as like this kind of stuff

**[48:58]** it works and it's foundational to a lot

**[49:01]** of the kind of stuff that we do.

**[49:02]** >> Yeah. Absolutely. Look, I mean the

**[49:04]** biggest thing, guys, you know, we've

**[49:05]** been coaching local SEO, like a lot of

**[49:08]** entry- level people to be honest with

**[49:09]** you, for for years. And uh the biggest

**[49:11]** issue that we hear on my onboarding

**[49:13]** calls for my mastermind community, I

**[49:14]** always give 30 minutes one-on-one call

**[49:16]** with the the new the new member. And

**[49:18]** it's just that get to know them, right?

**[49:19]** And um and to find out about their

**[49:21]** businesses, their challenges, etc. And

**[49:22]** the most common thing that I hear, the

**[49:24]** two most common things I hear is lack of

**[49:26]** ability to get clients. Number two is

**[49:28]** lack of confidence in producing results.

**[49:29]** Those are the two biggest issues that I

**[49:31]** hear the most often. And so, uh, you

**[49:34]** know, this is specifically addressing

**[49:35]** the lack of clients. I mean, it's just

**[49:38]** such a good way to do it. I'm not

**[49:39]** getting like even my goal for 2026 is

**[49:42]** not to continue growing through J HQ.

**[49:43]** I'm not going to shut it down, but I

**[49:46]** want to focus on my white label

**[49:47]** services, but and yet I'm still closing

**[49:49]** new tree clients because I just got this

**[49:51]** pipeline that's just full of leads,

**[49:52]** right? And they're just I'm not going to

**[49:53]** turn it down, you know what I mean? So,

**[49:55]** of course, and it's systematized. So,

**[49:58]** managing tree guys quite easy for me. uh

**[50:00]** because we got you know we've been doing

**[50:01]** it for so long. So

**[50:03]** >> um Bernard is asking what are the

**[50:05]** benefits of using Google Workspace and

**[50:08]** what does your first cold call letter

**[50:11]** talk about?

**[50:12]** >> Well again it's just it's a it's five

**[50:14]** emails uh go out every other day across

**[50:16]** 10 days that are basically and instantly

**[50:18]** you set up spin tax and all that which

**[50:20]** makes increase deliverability a bit. So

**[50:21]** they just it's it's the same email. Same

**[50:24]** email just multiple variations just

**[50:26]** saying hey you know what is your uh we

**[50:28]** are trying to confirm or verify your

**[50:30]** company contact information for your

**[50:32]** listing on the tree HQ directory. Here's

**[50:34]** what we have. Is this accurate? If not

**[50:36]** reply back provide any corrections or

**[50:38]** any missing data. And again we

**[50:39]** intentionally leave the website field

**[50:41]** blank every time. Okay. And we get

**[50:43]** almost

**[50:45]** probably half of our replies are are

**[50:47]** just to give us the website which now

**[50:48]** that's positive reply. Okay. um as far

**[50:51]** as why do we use workspace because from

**[50:53]** my testing that has the highest

**[50:55]** deliverability in inboxing if it's a

**[50:56]** healthy domain and so getting back to

**[50:58]** the other question where he was asking

**[50:59]** about subdomains I just mentioned on you

**[51:01]** know previously the top of the call or

**[51:03]** uh my session here that we've got

**[51:05]** domains that I've been using for four

**[51:07]** years no kidding cold email and they're

**[51:09]** still inboxing no problems occasionally

**[51:11]** that that so you don't need many I've

**[51:13]** got about maybe eight cold sending

**[51:15]** domains that I use and I just cycle

**[51:17]** through them I'll select four at a time

**[51:19]** for each campaign aign and so I'll have

**[51:21]** two campaigns running simultaneously and

**[51:23]** then I have a handful of domains too

**[51:25]** always in backup in the warm-up system

**[51:27]** that are not being used other than just

**[51:28]** in warming so that in case one burns

**[51:30]** I've got one to replace it with and when

**[51:32]** I say burn all it does is when I see my

**[51:34]** health score drop and instantly b down

**[51:37]** below 96% when it gets to 95 that's when

**[51:40]** I take it out of rotation and just leave

**[51:42]** it in warm-up and over the course of the

**[51:43]** next four to six weeks it's usually

**[51:45]** ticks back up to 99%

**[51:47]** So,

**[51:49]** >> any other questions?

**[51:53]** >> Don't make me walk all the way back

**[51:55]** there. I got you. I got you.

**[52:02]** >> So, I know you focus on the tree

**[52:04]** trimming industry for your agency.

**[52:07]** >> Do you have a lot of times where you'll

**[52:09]** ever have clients have an address versus

**[52:12]** a service area? Because you mentioned

**[52:13]** they're all service areas. or do you

**[52:15]** ever change it to an address to increase

**[52:16]** rankings? I know we talked a little

**[52:18]** about the other day, but I mean some of

**[52:19]** the clients we talked to that we

**[52:21]** recommend putting an address. They're

**[52:22]** worried about being suspended in that

**[52:24]** industry.

**[52:25]** >> Yeah, we'd love to hear your feedback on

**[52:26]** that.

**[52:27]** >> Great question. And so, yeah, all tree

**[52:29]** service companies are service area

**[52:31]** businesses, but it doesn't mean their

**[52:32]** GBP is treated as such, right? We if you

**[52:35]** publish a street address, I mean, like I

**[52:36]** always tell my tree service contractors

**[52:38]** and I talk in their language, right? I'm

**[52:41]** a former electrical contractor, so I can

**[52:43]** I can hold my own with tree guys, you

**[52:46]** know what I mean? And so I always tell

**[52:47]** guys, it's like, look, if you got if you

**[52:48]** unpublish your street address, it's like

**[52:50]** going into a fight with one arm tie

**[52:51]** behind your back. And tree guys

**[52:53]** understand that. You know what I mean?

**[52:54]** They're like, "Oh, I know that sucks." I

**[52:55]** said, "Well, then look, I recommend you

**[52:57]** publish your street address, but there's

**[52:59]** always the danger of reverification or

**[53:02]** suspension occurring." So, I always tell

**[53:04]** them, "It's a roll of the dice, man."

**[53:06]** But as long as if you got a proper uh

**[53:08]** you know if you're actually operating a

**[53:10]** business from that location whether it's

**[53:12]** a home or not it doesn't matter and we

**[53:13]** can ver validate it. It's very likely

**[53:15]** we're going to be okay. You might have

**[53:17]** to go through a period of reverification

**[53:18]** or whatever but it's very likely. But I

**[53:20]** always tell them it's up to you

**[53:21]** ultimately because we can do it without

**[53:23]** the publishing address but it's going to

**[53:24]** be a lot more difficult and it's going

**[53:26]** to take longer. It won't perform as

**[53:28]** well. And so I let them make the

**[53:29]** decision because that's fully it's fully

**[53:31]** on them if they if we do it and it

**[53:33]** suspends it but they were aware of it.

**[53:35]** That's why I'm very transparent about

**[53:37]** that upfront, but I do encourage them to

**[53:39]** publish a street address when possible.

**[53:40]** Thanks everybody. [applause]