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The LFG Show
XXX Marks The Spot: Media Buying & Partnerships with Karly Beachler
🎙 What if you could transform your business by mastering the art of strategic partnerships and media buying? That’s exactly what we unpack in this electrifying episode of The LFG Show, recorded live from Affiliate Summit East 2024 in the heart of New York City. We’re joined by the dynamic Karly Beachler, VP of Strategic Partnerships at Connection Holdings, who shares her inspiring journey—from contemplating a legal career to becoming a powerhouse in the adult dating industry.
🔥 Karly's experiences are filled with valuable lessons on finding your niche and building cohesive, dynamic teams that feel like family. We dive deep into the high-octane world of business ownership and media buying, uncovering the traits that set successful entrepreneurs apart. Karly offers insights on time management, balancing work with personal life, and the constant need for agility in a fast-paced industry.
💡 You’ll hear practical strategies for scaling a business, including reinvesting revenue in advertising and leveraging aged data to boost profitability. We also explore the unique challenges and opportunities within the pay-per-call sector, and how Karly's diverse experience in both black hat and white hat strategies has shaped her approach to business.
📈 This episode sheds light on mastering media buying strategies* and the vital role of transparent communication with buyers. Karly shares her wisdom on balancing aggressive campaigns with maintaining quality, emphasizing the importance of careful adjustment and ongoing dialogue. We celebrate impressive financial milestones and the thrill of seeing tangible results, reinforcing the potential for substantial earnings.
🔔 Shoutout to our sponsor, Ringba, for powering this episode!
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Speaker 3:Yo, we're wrapping up Affiliate Summit East 2024 in New York City. We just had some banging pizza. Feels good.
Speaker 4:God, it was good After a long, hard day of networking. Nothing is better than a damn good pizza.
Speaker 3:Multiple days and nights of networking. I work with Carly Beachler. She's a VP of Strategic Partnerships at Connection Holdings. So excited to have you here.
Speaker 4:So blessed to be here, Dave.
Speaker 3:I'm going to tell you something right. I mean, we started our company in 2016, and it's a lot of ups and downs when you're in business. When we have the right people on the team, it makes things so much easier. And people that are like, good personalities, people that jive really well, and I'm really excited to have you on the team and it's good timing, you know what we have going on.
Speaker 4:Great timing honestly, you know I'm so happy to be here. I Timing honestly. I, you know I'm so happy to be here. I'm so blessed to be with such an amazing team. You and Ed have hearts of gold, and so does the rest of the team, and finding that cohesivity is very hard in the corporate space.
Speaker 3:That's a great word, by the way.
Speaker 4:Cohesivity.
Speaker 3:Yeah, I love it. And listen, we got we're sponsored by Ringbar right, we got the Paper Call Revolution book a lot of paper call activity and that's what you're on our team for to build out paper call. You got a lot of experience doing that. But before we talk about it, let's talk about your history. Listen, everyone loves you in the industry. By the way, when you came on board, I got so many phone calls like Dave, you got the Michael Jordan of paper call Like seriously, people told me this and I had witnesses to prove that shit. So that made me feel good and I felt like it was the right. I felt like you know, it was going to work out from the beginning.
Speaker 4:Uh, I took the LSAT and I got flying colors and I could have gotten a scholarship to really any law school that I wanted. But I worked for lawyers and I realized how uptight they were and I said, man, this is not the space for me, I can't be myself here. Um, so, randomly I applied for a job at um, an adult dating site.
Speaker 3:Uh, in the end, when do you find a job for that?
Speaker 4:You know to be honest, it was Craigslist.
Speaker 3:Oh wow, which aligns.
Speaker 4:It's pretty funny Like you can't get jobs off Craigslist anymore. But back in like 2016, it still worked, it still made sense. So there was this weird random job posting for like a community manager kind of role, doing stuff with affiliates as well, and I applied and I got the job because I had specific experience in the specific niche that we were promoting. I won't go into that, because it's two X, X.
Speaker 3:X paper call. We're not in adult dating, we keep it. We keep it. Pg on the show.
Speaker 4:But anyway. So I started an adult dating and we, you know adult dating, the adult dating world, is somewhat black hat, it's somewhat gray hat. It's a lot different than the insurance and finance white hat space. So I got to see a lot of different things and a lot of different ways that black hat affiliates make money, and especially in the dating space. You know, chat traffic is a thing, native things native is a thing, co-reg is a thing, and it worked really well in dating and we made a lot of money and it was exciting because I live for my partners.
Speaker 4:The money is great, the money will come, but having that long-term, really in-depth, deep partnership with your client, your customer, it changes things, it changes the game because that kind of deep partnership solidifies their bond with you. And you know, everybody, I think, wants to have that kind of family mentality. When we think about our work, you know people say don't work with family, it's bad, and maybe that's true, but I love having that, that idea and that love in the space with, like, with the connection holdings family. You guys are a family. You might be all from different mothers and fathers but at the end of the day we're a family and we're building something great together that we probably couldn't build by ourselves.
Speaker 1:And that is beautiful.
Speaker 3:I love that. I love what you said about that and you talked about with dating and everything people think it sounds like perplexing what it is. My first affiliate world I ever went to was in Bangkok in 2017. Yeah, yeah, yeah, and I remember seeing all these dating companies and porn companies. I don't know what the hell is all of this, but there's so much activity and so much traffic goes through there.
Speaker 4:I don't think people understand how much money is still made in the dating space. There are whole ad serve networks that dominate these porn sites and there's so much money that's made in ad revenue on these porn sites. They rule the fucking ad space and in the adult and you know, I still my best friend is still like almost the CEO at kinkcom. I'm still very involved in space. I still know a lot of people Funny, funny thing to see a bunch of adult dating people now coming over to the pay-per-call space, which is great because those people know how to market, they know how to network, they know how to media buy and teaching them pay-per-call has been the best thing for me.
Speaker 3:Yeah, and I think that's the amazing thing. And you see a lot of people, you know people that have gone from Ecom to Legion or they've gone from Legion to Ecom.
Speaker 4:Very, very popular. Yeah, it's not always.
Speaker 3:It's not always, it's not, it doesn't always work. Like Ray Sinla was on the show, a good friend of mine, love Ray. Yeah, he was crushing Ecom and then he got into Legion. It took him a little while but once he cracked it he freaking cracked it Right Once he cracks it, he cracks it.
Speaker 4:And you know, affiliate marketing used to be this thing that just anybody could get into and in a sense it still is, especially in the adult dating space where you can get the free traffic on Craigslist and things like that. But the pay-per-call space and the nuances of it are so different and it's so much more complex, like you said, than just regular lead gen e-com drop shipping. What have you? There are nuances that come along with pay-per-call that don't exist in any other kind of legion space, in my opinion personally.
Speaker 3:So when you talk about the nuances, let's dive into that. So obviously those nuances create challenges, right? I talked to Peter Day earlier, interviewed him. I didn't realize that the kind of numbers he was putting. He said days, seven-figure days, million-plus days, right, yeah, and he's the one he doesn't care. He said give me any offer, we'll try it and we know that maybe 5% of the time it's going to work, but when it works that's what I live for, that 5% right. So obviously there's some challenges and I think most people give up with those nuances, those challenges. I mean, would you agree, or what? What are the biggest challenges in those nuances? They do.
Speaker 4:But you know, with great power comes great responsibility. Right, you can do those million dollars, million dollar days in paper call with the insurance, the finance products, the mass tort products, the MBA products. You can do those giant days and, yeah, you could do those days in dating as well. You can do those days in any kind of lead gen. But the consistency and having the uh, the monstrosity that are these big debt settlement parent companies and these big insurance companies, like insurance companies, have pockets that don't end there. They are infinite pools, yeah and um they, you know, as long as you, as long as you generate good calls and clients who want the products, at the end of the day it should be good. But the nuances speaking to the nuances, lead generation you have. You know it's a, it's a web form lead. It goes to a landing page and either qualifies or it doesn't.
Speaker 4:With pay-per-call, it's an inbound call, it's a high intent consumer inbound call, but is it going to qualify? The agent also has to do a good job. That's what a lot of people don't realize, like, oh, maybe you know the affiliate's generating bad traffic. Well, at the end of the day it could also be a bad agent on the buyer's side. And so these are a lot of things that you have to think about in pay-per-call and a lot of things that you have to kind of essentially be privy to be aware of, because it will affect the ability to scale these things and it will affect the ability to strengthen the relationship with your partner, and you have to be on top of it almost so much more than you do. Lead gen, because of those nuances, because people are paid to sit in a seat and answer calls, and that is a different kind of COGS. It adds more into the COGS. And so these are the things that us in pay-per-call we have to think about and we have to monitor.
Speaker 3:So how do you actually do that effectively? The one thing about you this is a reputation business. It's a relationship business at the end of the day, and I haven't heard one person say anything negative about you, not that I'm looking for them to say anything negative.
Speaker 4:I wait for that day.
Speaker 3:Yeah, yeah, and that's the same thing with me, right, we try to do the right thing, but what are you seeing in terms of the common factors and kind of like people that are successful in paper call or Legion in particular, and do they have big teams, or I guess you've seen it all at the end of the day. So that's what I'm trying to get to.
Speaker 4:It depends, honestly, in paper call these days you have to have some kind of investment capital to do the media buying. At the end of the day, to be successful, you can't just send really low quality traffic. The high quality traffic comes from investing in the media buys, whether that's a Google, a TikTok, a Facebook, a YouTube, seo, kind of media buying, any of those things. It just involves more.
Speaker 3:But what do you think is the kind of like? I don't know if I don't know what this is a secret sauce? What's the affiliates, or super affiliates that you see make it happen? Is there a common denominator with all of them?
Speaker 4:They're motivated, they're passionate, they don't sleep.
Speaker 4:They can't breathe and drink media buying and I mean to be a successful media buyer. It doesn't stop. People see this image of these media buyers who are like I can work from anywhere. I'm on a yacht at 2 pm on a Tuesday. Well, what you don't know is that those guys are up at 3 am looking at the data and looking at the numbers and making those adjustments. They never sleep. They might look like they're living this really crazy. You know I'm not working in an office lifestyle, but they work 24-7. They work 10 times harder than us that work 95 in an office.
Speaker 1:Yeah.
Speaker 4:Because they're freelance. They have to. All of their money depends on how much they push themselves.
Speaker 3:And I think what you said it really comes down to that they're obsessed with it. Right, they're obsessed with it, they're in love with it.
Speaker 2:They're looking at the data.
Speaker 4:They're looking at the numbers.
Speaker 3:And they're good at recognizing patterns too.
Speaker 4:Yes.
Speaker 3:And when they catch a, they catch the power. In their work they press the gas on that.
Speaker 4:Yes, you have to know when to be dynamic, when to scale, when to pull back, when to pivot, and sometimes those things are hard, like if you know you're used to doing one vertical or one type of traffic source for years. Pivoting is difficult for you. But the really good media buyers are dynamic in different types of traffic sources. They have several different landing pages, they have 20 different flows, they test different verticals, they test different niches, they test, test, test, test, test and they never stop.
Speaker 3:Do you think also that I don't know what the word I'm looking for? There's almost like I feel as a business owner, like I'm always, I think, real good business people are paranoid. It doesn't matter how much fucking money you made today, tomorrow's another day, I will say that really good business people.
Speaker 4:Another common denominator that maybe isn't so obvious is the ADD-ness.
Speaker 3:Yeah.
Speaker 4:They have to be dynamic. They have to move so fast and be on top of things all the time and be able to pivot your own personality in certain directions that you know is going to push your business. Yeah, I agree, I think that you understand that as an individual in a sense too, yeah you have to.
Speaker 3:And it's funny you say that because everyone that I know I was thinking about that because I'm all over the damn place right and my mind's always blah, blah, blah. My partner, ed, is like that and everyone I see that's like that. It's when you get you get a shorter attention span right, because your time, time is money time is what it comes down to and the more time you spend on x, that's less time you have for whatever, and like I just came to.
Speaker 3:I was in europe my family for three weeks and it was nice having that time with them but I'm still, you know they would go to bed at 10 o'clock.
Speaker 3:I was doing my work from you and I had calls like 11 o'clock with her. That's when I could get my work done right. But I'm done right. But I'm like I got a buddy of mine. He said the more successful he's become, the less patient he's been. And I feel, as I'm a nice guy and why he's got good, good people, it's because you don't want people robbing your time. That's that precious resource is what it comes down to, Because time is money.
Speaker 4:Time is money. It really is, and some people you know it takes them a long time to learn that concept. Time is money and just as much as you have to be always turned on to make sure you're always making money, you also have to know when to give yourself a break, which is a very delicate balance, especially as a media buyer.
Speaker 3:Yeah, it's tough, and then letting go of the reins too.
Speaker 4:What is it? Letting go of the buying from the traction book?
Speaker 3:Exactly yeah. Great book by the way so good. So what I was going to say is that you know you start off as a one person shop, one person media buying. Maybe you get the two, you get the three, but how have you seen people make that transition, like, let's take a Peter day, for example right, he started with his brother putting up big numbers.
Speaker 3:Now they got a big team people all over the world. So how do of media buyers or teams that have gone from just being a media buyer to actually assembling a team?
Speaker 4:You know, they take all of that, all of that revenue and they put it back into the ad space. That's how you scale. You know it's kind of and that's the benefit. When people talk about networks versus direct buyers, usually a thing with direct buyers is they have a long, they have long pay terms net 45, net 30. Well, the networks further push the campaign is, is, is is priceless, yeah, for media buyers and I was gonna say you remind me, I interviewed michael walker yeah, welcome to yeah, I don't know.
Speaker 3:This is in columbia a few months ago in medellin and uh, yeah, I know he puts up big numbers and I'm like, how do you manage? Obviously you're doing hundreds of thousands a day in a week. That adds up to millions in a month. That could be eight, ten million that you're out there yeah how do you know we did?
Speaker 3:he would have conversation with the buyers. These buyers were net 30s. I listen. For this to continue, I need to get paid next day or whatever. But he knew the value of his leads and because of that he had leverage. He was able to get them to pay next day. I've heard some, some people that pay, like within six hours.
Speaker 4:Have you seen that before? And yeah, sure have. And damn, I will tell you, it really does help the scalability of the product.
Speaker 3:Yeah, 100% Age data.
Speaker 2:There's only a few months left of this. A lot of different ways to monetize data. Data is a very broad term. There's a lot more money in it. You already spent the money. Let's just say it cost you $10 for a Medicare. You make a million dollars in sales. You make a million dollars in sales. You really only made $100,000. And you might not get paid by your advertiser. What if I can get an extra $0.50, $1, $2, $3 per lead in perpetuity? What does that do to my marketing campaign? What does that do for the stress of the profits of my company? A percentage or two at those kind of numbers are huge as moving the needle. So for us, what I love about age data the hard part's already been done. Now it's just the revenue left for your company. What would the extra $10,000, $20,000, $30,000 a week do for your business? Absolutely All of our big partners are making hundreds of thousands, if not millions, a year with us. They're never going to have this gold rush again.
Speaker 3:Well, that's why I'm excited to have you on the team, because for us pay-per-call has been this kind of I don't want to say it's elusive, but it's just kind of been elusive. It's been a thing where we'd make good money one month, next month we wouldn't. We were like so inconsistent. We've had some good open enrollment periods of time.
Speaker 3:Good one two years ago, did not so much last year, right, but it was also because we had it was newer for us. We didn't have the right team, people that cared but they didn't understand it like they should have On the website web forums. We've been doing it for a long time. That's been our bread and butter Age data, good calls. When it came to pay-per-call, we were up and down, so that's why I'm really excited to have your team. I can already tell I'm talking to people. We talked with someone that I met and I think, because I just had the person who was managing that account didn't know how to speak the language he talks to you. After five minutes you left. He's like Dave, that's, that's who you need. I'm so excited. I can't wait to get this going and now I can tell he's confident.
Speaker 4:I think I remember who you're talking about. I love that guy.
Speaker 3:Yeah.
Speaker 4:Such good people, but that's what it comes down to the right people working together because, the end of the day, it's my passion for people and my passion for my partners and my desire to see my partners win, and succeed that helps me be successful in this business.
Speaker 4:Honestly, you know, insurance is one thing I'm not super excited about. Aca, that's not what I love. I love my people and I love, I love my people and I love my partners and I love seeing them win and I love seeing them scale campaigns and be able to put more money and I love seeing them win and I love seeing them scale campaigns and be able to put more money and grow and grow and grow and grow and that is the ideal partnership for me. I've taken so many people from you know a hundred dollar days to to six figure days Wow, and that is what I love to see. That growth, that long-term growth, that consistent growth. That's what motivates me in this industry.
Speaker 3:Yeah that's beautiful. Everybody wins at the end of the day, everybody wins. Their families benefit. It's not just that one person, it's their families, it's their grandparents. Like you get to do it, I took my whole family on vacation for several weeks in Europe.
Speaker 3:So beautiful, that's a result of our clients, us doing the right thing by them, then the right thing by them, then my kids benefit, the local economy benefits. Everybody wins, right? I think people lose sight of that sometimes. I interviewed a buddy of mine. He has 2,000 people in a solar company but he's impacted so many people. There was a Greek restaurant in New Jersey that he loved the guy because he would come there with the whole company. He would make the guys weak when he came in there. You have this big impact and it's a beautiful thing.
Speaker 4:You know and I, I I never asked for it, it kind of just came naturally. And I'm so blessed for that. I'm so blessed to have so many people who see me and they feel good. And you know, I make them feel good, I make them feel special and at the end of the day, like that's all I want to do with my life is make people money and make them feel special. An impact Everybody wins, yeah.
Speaker 3:So what? What's what's hot right now? What do you see the next year? What's working right now on paper call?
Speaker 4:And what do you see?
Speaker 3:Obviously, open enrollment is coming in a few months, but where do you see the next few months going?
Speaker 4:Honestly, everybody knows that things are very interesting right now with ACA, but Medicare Medicare is always hot. It's always going to pop. Spanish Medicare too, obviously Spanish debt I think I'm most well known in this industry for specifically Spanish debt it's still popping. It's still shucking and jiving. We're doing well Spanish auto. With the changes in the auto space and the direct buyers having more appetite, now Spanish auto is also going to be very, very big and I'm really excited to grow those things with us. Dave.
Speaker 3:Yeah, I'm excited too. I mean auto's evergreen. I mean people need auto insurance. Right, that was debt. Debt is evergreen.
Speaker 4:English too English is actually starting to pick up now and it used to do really bad, but I think everyone got so saturated with Spanish that now English has a champ.
Speaker 3:Yeah, I love that. Well, I love we've done a lot of Spanish solar in the past. Spanish solar is hard to really scale because solar is very zip code.
Speaker 4:It is.
Speaker 3:Very fragmented.
Speaker 4:Home services in general are very fragmented Home services too.
Speaker 3:Yeah, but that's what I'm excited about with these nationwide campaigns, and in Spanish, in particular my mother's Venezuelan- my wife's Colombian right and I just know. Anytime I did anything in Spanish, whether it was call centers or ads, it just converted better and it's a very underserved market.
Speaker 4:It's very underserved and that's part of the reason why it's such a profitable market to market to is because they are, like the Latino-speaking Hispanic community in the United States, spanish-speaking communities in general, they're very rarely directly marketed to. I mean, you have think about cable in, like the 90s right.
Speaker 4:We had like 60 channels that were all English and news and then like the two Telemundo channels, right, so they are very receptive to it because it's speaking directly to them instead of just this general audience, and the lifetime value is better, the conversion rate is better and overall it just works.
Speaker 3:Yeah, so I've run a lot of call centers. Every call we're student loan consolidation, solar home warranty. Every time there was someone in Spanish that converted at least double, twice as good as a non-Spanish speaker.
Speaker 4:Right.
Speaker 3:But what I found would happen a lot because now I'm on the other side we're running call centers. We still have a call center, but selling leads. What will happen, especially in solar, is that you get maybe someone in English I mean Spanish that would set the appointment, but they would fumble the second part. They'd send someone in English over there and they will lose all credibility right, oh, yeah, yeah, and that is hard.
Speaker 4:It has to be a cohesive consumer flow, especially if it's like a person showing up at their door to fix their AC or their HVAC or pull something out of their drain and they have to be speaking the language that the consumer wants to be spoken to speak.
Speaker 3:And I think too, with the Hispanic community. There's listen, I have an aunt. She's Venezuelan, she's done well for herself, 70-something, but she's been ripped off so many times from contractors and she's a sharp person, she's very educated. She's got the wool pool over her eyes too, and I think that's the one thing with the Hispanic audience too, that you've got to make sure that what you're saying in the ads is we talk about cohesive a few times. It's cohesive right at the end of the day.
Speaker 3:And I've heard you on calls with media buyers and I know you don't speak Spanish, but you live in California. I know eliminación, eliminación, so you know which words that shouldn't be on there. But I was shocked because I'm on the call with you and this is where I appreciate your expertise, because I see that shit. It looks good to me. I mean I don't fucking know right. But then you see that like no, you know what's going to happen. That's going to give a heartburn to the end. Buyer.
Speaker 3:Yep At the end buyers are the ones paying the bills, so they get heartburn. Guess what you might have a week two, a month two.
Speaker 4:At some point it's going to end, and these are the nuances that really affect and really will set a pay-per-call campaign up to fail or succeed. It's those little, tiny tweaks that need to be made and a good affiliate manager, somebody good managing a campaign, will know that and they will see that and they will recognize it and they will have the conversations with the buyers about these specific things.
Speaker 3:Yeah, no, I saw you have that conversation. I was like, wow, that's, that's great for you to. I mean, I had no clue, I thought. I thought you were fine saying that I don't know, but it's one of the it's this fine line, right, it really is. How do you balance that fine line? I do you balance that final? I mean, you have so many people they want to run aggressive, right, because that'll give them a lower cost per lead, cost per call, whatever. And you know, we talked about black hat before. A lot of these black hat people. They're like magicians. You know how to get people to click, but they do it. They cloak on Facebook and things like that.
Speaker 4:Honestly, it's transparency. I treat everyone like a human being. At the end of the day, we're both here to make money. We both want to make as much money as possible. Let's be transparent together. Let's be transparent with the buyer. Let's make sure all of our ducks are in a row and if there's one duck out, then we adjust it. Maybe we push it back, maybe we move it to the left, maybe we move it to the right. I mean media buying in general, especially pay per call, is always about A-B testing. It's always about slowly moving the needle and changing it a little bit, even if that means you need to improve on your quality or if that means you need to scale your campaign.
Speaker 3:So let me ask you obviously you've worked with a lot of different media, buyers, affiliates Give me like I'm sure you have some horror stories right, let's share one of them, if we can. We have a horror story and a good story.
Speaker 4:I've got a horror story.
Speaker 3:Yeah, and a good story.
Speaker 4:I've got poor story.
Speaker 4:Yeah, okay, um, hypothetically, once, once upon a time, there was this media buyer out there who was running very, very, very aggressive, and he generated so much volume because he was running very, very very, what kind of volume, six figures a day like six figures a day in volume okay and, um, you know, at my previous company we were, we were buying and selling, so we were technically brokering and a bunch of my sources that I knew really well all of a sudden had this problematic traffic coming through different, four or five different channels at the same time and it was very confusing to me because it was, it was abrupt and, you know, the buyers shitted on me because of it and I was like where is this coming from? Turns out, it was one very lovely specific media buyer, you know, just sending it to everybody and unfortunately, because it was, you know, unfiltered and it just it just didn't work for the buyer. That was a horror story and I love this man to this day. He probably knows who he is if he watches this, if he watches this. But you know, it's about that. Like you have to be on top of it, you have to talk to people. If you're going to run super aggressive, if you're going to run like crazy aggressive, then we have to let the buyer know so the buyer's agents can learn how to turn and burn those calls and convert them, because there's nothing wrong with aggressive at the end of the day if the buyer knows how to convert those calls correct.
Speaker 4:Um positive story. Sometimes people come out of the blue who can change your life in a day because they have you know, they have the investment capital to spend on these ads, to put massive media buys out there and it really can change a network's day. It changed the progression of a network in a day because of how good it is. And I love the randomness of those hidden media buyers. Maybe they don't go to shows, maybe they came from the e-com space and they're just now trying out paper call. Maybe they were drop shipping and they're just now trying out paper call. But these guys have the skills to succeed very fast with media buying and they have that investment capital so they can put a buy in the ad and blow things up very quickly.
Speaker 3:What kind of investment capital are you talking about? Media?
Speaker 4:buy, spend being able to put money into the ad. Spend to get calls or get traffic to your landing pages. Filter that traffic and get them to call in.
Speaker 3:The CTA. What kind of money, though, probably?
Speaker 4:$10,000. Probably $10,000 a day if we're really talking about some heavy hitters there. Even more than that. That's probably only shaving the surface for some of them.
Speaker 3:Yeah.
Speaker 4:You know, I know a media buyer who's very open on his Instagram and he will have weeks where he puts $600,000 into the ad spend.
Speaker 3:I know what you're talking about. Yeah. He puts his revenue price like amazing. He puts it up there.
Speaker 4:And like good for him because he's showing people what you can do in the industry if you have the ability to put the money behind it. Yeah, and there's so many people out there investing in things like people fucking investing in dogecoin fuck dogecoin, fuck bitcoin. Come put your money into paper, call bro wow, that you're right.
Speaker 3:though when you think about it's like universal index life insurance.
Speaker 4:It's all about a risk and an investment and a risk Right. You can invest more strategically with pay per call and put money behind like innovation and the ad spend. That will bring you more ROI than some shit like a Bitcoin.
Speaker 3:Yeah, you have no control over.
Speaker 4:You have no control.
Speaker 3:You have no control over what you have control.
Speaker 4:You have no control over what you have control over paper call. You have control over the leak generation.
Speaker 3:Wow, what you said was just very, very powerful. We got this thing called spicy. We're gonna make a spicy out of that I want spicy yeah that's. That's a spicy clip what you said, because it's so true. Like people always, you have some politician come in, someone gets elected and guess what happens?
Speaker 3:they change the whole rules they're like oh, bitcoin's illegal, and then the shit goes to zero. Right or a rumor could make that happen, whereas it doesn't matter who the hell gets it. I don't listen to me. This person gets elected, that person gets elected. I'm always going to make money. I don't give a fuck.
Speaker 4:If I can't do it in this country, I do it in another country.
Speaker 3:It does fuck up, oh you're right, I forgot, and you know what I keep forgetting.
Speaker 4:It's weird, but it does.
Speaker 3:It makes it more competitive. But you could always shift Right If you know what you're doing, and that's what I see. I see I love this industry because I feel like media buyer. You got to. You got the confluence of media buyers. You got the you got the who do SEO.
Speaker 4:You've got people who do native. You've got people who can send traffic that are just like generating traffic themselves. They send that to your owned and operated landing page, generate calls from that. You've got co-reg paths that people can monetize that Like. There's so many different ways to do it in pay-per-call. You just have to be innovative enough and not be afraid to think outside of the box.
Speaker 3:And not be afraid to risk a little bit, put a little risk in it and just keep going with it.
Speaker 4:With every risk comes a reward, right or a loss, but usually it's a reward.
Speaker 3:And I also think it also comes down to coming to these shows, being out there having conversations, joining groups.
Speaker 4:Don't be afraid to ask questions. Like a lot of people in this space are intimidated because there's so many successful people. They're very smart.
Speaker 4:A lot of these people are geniuses but ask the stupid questions because we're all very caring in this industry. That's something very specific about Paper Call, too, is we all kind of really want each other to succeed, and people won't gatekeep that knowledge. They will help you, they want you to succeed, they will teach you what to look for and what to see. And I, you know, I have so many media buyers to thank for some of my skills because they said, hey, carly, like this is a skill you need to know. And I say, oh, my God, you're so right. And that's the kind of long-term relationship that I build with my partners, where it's a give and a take. We give back to each other.
Speaker 3:I love what you just said. It's so true. It's like a law of reciprocity. Yes, you help somebody out and listen. It might not always come back, but you do it enough, it'll come back in some form.
Speaker 4:It's reciprocity and you never know when. Yeah.
Speaker 3:You never know when that's going to happen.
Speaker 4:Correct. That's great, it brought me here it brought.
Speaker 3:So one last thing I want to say. It's funny because I was here, man, two months ago in New York, geek Out. Yeah yeah, yeah, they had an event here a couple months ago and man the vibe and I was part of the first Geek Out. I helped James Van Elstek set that whole thing up.
Speaker 2:I was a sales guy signing people up.
Speaker 3:So I've seen the evolution of it. But people, there was a nervousness in the air because of all these changes with ACA. People weren't getting paid. This company's going out of business. It reminded me of solar when all this turbulence happened there. Right but there was like a shadow, like a black cloud, like something that wasn't like all messed up. I felt a little bit lighter vibe here, like there's more kind of hope now.
Speaker 4:People are like maybe they've gone away from that right, and do you feel that too? Yeah, people in paper call aren't scared of anything. We are so innovative, you know, if that doesn't work, we'll find the next thing that does very quickly.
Speaker 3:A hundred percent Very quickly. That's what I saw here. It was a nice feel. It wasn't like I don't know if that was May or June, but I don't think it's going to be a problem.
Speaker 4:honestly, Even at this point, I'm hearing things from buyers that it's not the dark shadow cloud that a lot of people think it's going to be.
Speaker 3:Yeah, I think people got nervous. At the end of the day it came out as some advertisers going out of business too. People were holding money. That's never fun when that happens, right, that sucks, yeah, but it's a very what do you call a lot of perseverance, a lot of like you get down, you come right back up and we help each other out. It's where it comes down to.
Speaker 4:I'm excited I'm so excited yeah, yeah.
Speaker 3:So anyone new, anyone that's new in the industry right, maybe you're trying to crack paper call. What's your advice to them? Someone watching that you know has a lot of questions, doesn't know where to begin study your product.
Speaker 4:Don't just rip and run. Don't just rip people's creatives. Have some authenticity and make your own shit, even if that means you use an AI service or you use an outsourced person off Fiverr. But make your own shit. Invest the money to not rip. Invest the money to start slow, do it right, scale it right and don't be afraid to ask stupid questions.
Speaker 3:Yeah, I love it. Last question Biggest day you've seen in pay-per-call Damn.
Speaker 4:There's a couple of good. There was a couple of really good days 800K.
Speaker 3:Wow, 800,000 in one day 800K. It's out there, you know, and to hear it from you, I could say it, but hear it from you saying you've seen it on the inside. I haven't seen numbers, I mean I haven't personally, but I've heard that it's out there. Seeing is believing. At the end of the day.
Speaker 4:It really is. Put your money where your mouth is. No money, no honey.
Speaker 3:No money, no honey. Great way to end the show, carly. Super excited you have been on the team. Can't say that enough. How can people find out more about you? How can they contact you?
Speaker 4:honestly. You can hit me up on Skype, carlycroft. I have an old legacy Skype. I have my.
Speaker 3:Yeah, I was going to call you Croft. Yeah, it's my old dating name. Wasn't that a cartoon, not a fucking video game?
Speaker 4:Laura Croft Tomb Raider so back in the dating days, they let me choose a fake last name for privacy. So I was like, oh, I'm going to be Lord Croft Tomb Raider, because I'm a badass.
Speaker 3:I like that.
Speaker 4:But you can reach me at kbeachlerconnectionholdingscom, you can reach me at carlybeachlercom and you can reach out to Dave and you can get to me through Dave.
Speaker 3:Yeah, absolutely. You're going to see a lot more of her. We're going to have her a lot on the LFG show. It's going to be fun.
Speaker 4:It's going to be really fun, I'm glad to have you on the team Every day. I'm blessed and thankful.
Speaker 3:Good shit, all right, let's fucking go. You heard it.
Speaker 4:Let's fucking go. No money, no honey baby.