EP 11: "How Much Should I be Spending on Digital Ads"

In this week's episode of the Teevee Marketing Show we answer a question that I get asked often:

How much should I be spending on advertising?

To answer this question we have to answer a few other questions that are specific to your industry and business.

Hit the play button and listen in. Let me know if you have any questions specific to your business.

Tune in for our next episode on March 24th.

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Want to work together?

Let's chat. Send me a message to set up a time to talk and see if we can make magic together.

Transcript

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Lulu. Lulu, Everyone. We're getting started a little early. Um, hi. How are you doing? So we're gonna wait a little while before we get started with the official broadcast. Um, today I'm day viewing the full use of this. I think I think it's been a while. Recorded a video last week talking about about this type of thing where you could scribble and right, If you feel a little left comfortable toe, actually get on camera, you could doodle s so very, very good way to get on camera without getting on camera. I suggested a couple of platforms. I'm gonna be using one of them today, and we'll also be using my little welcome tablet. But I got a few years ago as a gift. Um, so I'm excited to use it because I'm gonna start doing more so you don't have to just stare at my face. You'll get to see some of my my little stuff to try to make sure that it's make all making sense. Cool. Cool. Uh, all right. So where we at it is officially Oh, it's still 9 11 Do do do Let's go in and play with some horns. um, everyone. My name is TV. The marketer. Thank you. Thank you very much. I'm excited to be here with you. How do you like that one? All right, we're gonna wait a little longer. Uh, what you've got going on these days, Feel free to drop questions in the comments. What do you have going on? What's working for you? What's not working? What questions do you have that maybe I can answer for you? Feel free to let me know either. I answered here on the broadcast. I can use it as the material for a future video. In fact, this one came out of questions from my audience. That's actually a good detail. I'm gonna go ahead and get started. Uh, also real quick. I have my daughter's here for the week for a few days because it's spring break. So if by chance you hear them kind of running around, that's why Office out of my place here in downtown on. Yeah. So that's the reason that you may hear them running around. All right, you're right. I'm ready. You ready? I'm ready. Welcome, everyone to the TV marketing show. My name is TV. The marketer on this show is focused on helping local businesses get become more informed and up to date on the news and trends as it relates the digital marketing and advertising, social media, marketing and advertising as well. Facebook, instagram, YouTube and Google also shared tips and tricks as well. Some training, like today we will be doing is a short training on a subject that's very near and dear to my heart and answers a question that I get a lot and that is, how much should I be spending on advertising? I get a TV, I get it. I should be advertising. But how much? We're gonna talk about that. Okay, so let's see here. Let's get into it. So before I answer that question, I have to ask you a few questions. You, my viewer apartment. I had to ask you a few questions. Ondas. It relates to basically how much your customers are worth to you. What's your client value? And that's gonna obviously depend on industry by industry. So my answer to how much you should be spending an advertising is going very. According to you, however, we're gonna take a simplistic approach, uh, to it to get a ballpark number that you should be using it advertised, especially because it's going to involve knowing what your customer value is. So I have a little spreadsheet that I'm going to flip over to, um and walk you through. And so I can explain a little bit about the thought process. Find out your customer value and exactly what that means. So let's go. Here we go. So what is your customers? Um, average sale, customer client patient, whatever that may be. What is their average? So now I understand I talked to businesses. They're like, Well, it's all over the map. All right, cool. But if you had to calculate, got a heart. Excuse me? If you had to calculate and really sit down and figure out what your average value purchase might be what would that number B? Um, sorry. I forgot. I got two different different paths. Maybe you're in a low cost industry. You do hair, right? You do haircuts, say, $40 for a haircut. Maybe if you do hurt do haircuts and maybe $20 on, then take a different couple of different approaches here. So maybe $20. Now that's not a lot, right? However, how many times is that guy more than likely going to come and see you over the course of the year? LaTasha good to see you. Um, how many times that individual gonna come get that haircut? Well, let's just say once a month, once every two months, let's just say six times on the low end, six times per year. Um, how many years will that person be with you? If you do a good job, the problem will be low. I know as a guy, I hate finding places to get my hair cut, so I'll probably be with them for years and years and years. I literally hate looking for another place to cut my hair. There's one place I've been going to for about three or four years. Now I'm little, so let's just say two years. But if it's a guy's probably be upwards of 5 to 10 years, unless they move, they're not gonna go anywhere else. I did move, but as a matter of fact from my local area, I still go to that my barber because I know they can take care of me and I'm stressed about rather drive out there. But unless they move out of state, they just say, two years, Um, so the client value for that year for a person is getting her comfort. $20 that come see six times a year and they stay for two years. On the low end, that client value is $240 right? We know that that's how much they're paying every at least a year if they get 66 haircuts are personally, I'm closer to 12 but we're gonna do six. That's $240. So the question is this. How much are you willing to spend to get a new customer? That's the big question of the day. How much you willing to spend of the $240 at this? This customer, this new client is worth to say, a barbershop that were just suggesting here in this scenario, it's $240. How much you want to spend to get that $240 per year? You have to know that because then that then that will least give us a ballpark, um, number as to how much you should be spending to acquire a certain amount of customers a month. Let's continue this out. That's just that No, this is something that everyone should keep in mind is how many new people are being referred to them by that customer. If you're doing a great job, they love you, and they're very loyal. How many new people are they gonna refer to you? Do you have a program that incentivizes them or encourages them to do that? Will they do that on their own? Maybe if you have a program, they're gonna be you're gonna get handful more, more referrals from them, right? So as it relates to haircuts or anything on that side of the spectrum in terms of cost knows, maybe long care that could be on the lower end. Um, what is that number? How many people would refer to you? Well, they refer to you. So I say I went to high here. At least a couple say to two people a year. I'll refer people to my barber, for example, right. And of those two, how many people do you close? I would assume that on the haircut had probably 100% delicious. A 50% of those, so one out of two will actually be a new customer. All right, so now let's look at this. You have a lifetime cells over those two years from that one customer of 480. Once again in the barber, it'll probably be much longer. I'm tryingto be conservative. But if you combine that 480 over two years and also add onto it the the new kinds that they add and knew the referrals that to give you you're looking at $720 so that one customer there's only paying $20 is where $720. So that's a lifetime value Lifetime Valley of a very loyal customer that's happy with what you're doing. Okay, they're going to refer people to you. Then they're gonna continue to come to you. That's low low end, so you can take the short term approach of at least a year. How many mature you willing to spend to get a new client over the course of one year? And if that person is worth $120 to you, $10.20 dollars, $50. What is that number that you're comfortable spending to acquire them and ideally, to keep them. And if you're taking a long term approach, what number you will just what amount? What amount are you willing to spend? I see your question to recent One second. What amount are you willing to spend to acquire someone knowing and taking the long term approach? You're gonna have them for life writer, and they're going to refer people to you, So that number is something to keep in mind. Now. I mean, look at the question. What advice do you have for a new craft business? Just getting started. Heaven, etc. And food? Uh, Facebook businesses. But no cells. Uh, yeah, you would have to get an audience. You have to start advertising to let people know that you exist, that you have something advertised. Let's say you would be. So let's say you So persons advertised the women that love persists. There's probably other pages and groups out there, so he'd have to advertise or join groups where people are these women already congregating. That's the simplest way I would advertise to women in a certain area that, like this type of stuff or that have a propensity to already be engaged in this type of material that, like at sea, maybe etc. Itself is an interest in target on Facebook. But it just is dependent on what you're selling and then who you would target, but ultimately for me, because this is what I do. And it's my my way of going about things. I would spend money to ensure that my brand and my product is hidden on Mike is being seen by the people. They're more than likely interested in that product or service. Um, if you just have a Facebook business and etc. You're kind of have, like having a business with no traffic. It sit on a corner where no one comes awesome. Yeah, just grow your audience and maybe create content around that subject. But that's how I would encourage you. I would personally obviously go through advertising, but you have to grow that audience of people that look forward to actually consume your content and would love to have one of your pieces from NC. Uh, quick question. Can you work for business where your client's police questions from David Call? Can you Can this work for businesses where your clients don't come back for a haircut. My business is designed where they get clients and their projects require affirmation of sign and how to get from the river. Thank you, Theresa. I'm glad that could help. Um, see, can this work for business tryingto impact? This David can work for business businesses where your clients don't come back for a haircut. My business is designed where they get clients and their projects require affirmation, a sign of how to get them to refer. Um, yes, it works for that as well. So let's say, and that's obviously so this that's actually gonna move into a situation where maybe your average plant cell is $5000. Um, let's just even say $10,000 because you sell homes and you get a commission of $10,000 for selling at home. Um, just say is $10,000. So obviously that person's not gonna come back to you later that year, and the more than likely are not number of years as a customer. Let's just say one, because more than likely, they're not going to be back to you at least for another five or 10 years. Um, that's just a scenario where I imagine similar yours. And I'm gonna come back to you, David. They're just gonna try to hire you for this one off project. It's a big project, and then they move on. However, as faras referrals getting the referrals. I think that's the second part of your question. How to get them to refer. Um, one of the easiest ways with the simplest ways that I tell people, is to actually ask, have a program in place, follow up with them and ask them for referrals. I know it sounds simple and dumb. It's so simple that it's crazy. But I know a lot of my clients actually struggle with that, having some type of system or someone to follow up with them and ask for Pearl. We're happy confirm that they were happy with their purchase with their service. And then, actually, yeah, actually following up with him like a My business thrives and survives because of referrals because of word of mouth, I would appreciate if you would please refer us. That's one. Obviously, that's gonna be a little hard to actually get them to do that. Um, but if you ask for they may consider you right. I think at the very least, you should do under, obviously follow up with them, consistently deliver value to them so they still have some type of. Maybe you have email program where you drop stuff on him about what's going on, the industry, what you're up to, but at the very least, which you should get to help get referrals. Eyes kind of around about us to ask him to leave your testimonial on whatever pages you're on Facebook on Google to ensure that their words and their experiences actually are, will deliver results. I use this as an example because for me I have reviews that clients and customers left years ago who I haven't talked to in years. But their reviews are getting me more clients today because as people research what I do on, they come across my material, my content, they then go check out yelped. Go check out my reuse and there are the reviews from people that I help 10 years ago, eight years ago. So although maybe they're not actively referring, you, they could their words and their experience could still serve you to get a customer down the line with the current marketing that you may already be doing. But I would ask them to give you referrals. That's a hard one and follow up on because they're busy, obviously happy with what you did. But I would imagine just staying in touch with him in some way. Let them know what you're doing. So that way, in case something does come up and they know someone they will think of you. Okay? And that will increase this referrals that they get so and say it's a real estate or yourself. And, um, at the very least, maybe they refer you once a year, right? Yeah. Having nothing locked up. 30. They refer you once a year to someone right or maybe twice a year, just to make these numbers player. Maybe they do referring runs a year twice a year, and you're able to close, and that's going to require that you stay top of mind. So having some type of marketing t e mails, maybe the Facebook you're content is out there pushing and getting in front of those individuals because you're re targeting your previous clients saying top of mind, that will be the key Because if you did a good job and you're promoting and pushing our constant consistently about what you're up to, who you were helping now you'll stay top of mind. Someone someone comes across them that will be interested, that what could be a possible client. They're gonna think of you because clearly you've done work for them, right? So that the long term proposition as the price increase the referrals start to get harder and harder to get as opposed to someone giving a haircut or doing else right. But then again, they're much more valuable referrals. So in this scenario, this'll persons went $20,000 because they will release hopefully refer a couple of people to you, and one of them closes every year. But I think, and this is what you're helping me kind of contextual ises. You have to have something to me and to stay in front of them, to let them know you're still doing this. You're still great at it, and they keep you in mind so they do give those referrals. So even if they don't give any referral, so that's just a zero. That person's worth $10,000 to. Obviously, this is a higher end. Client is gonna cost a lot more to get them. So how much do you want to spend those $10,000 to close this client? Right? And this other here is for another day. Ah, in terms of actually increasing client value and trying to get more money from the same amount of people. Um, but let's go over to my little board and actually, let's go back up. Let's just say, um, where was I before? Um, so they should say is 100. Let's settle in at $100 for easy math. Um, average cell. I'm not sure where that could be, but I know there's a handful of industries that average cell is $100. Have it. Could be a dinner, a dinner date, right at a nice a nice a restaurant with for three people about 100 bucks. I know that's what it is for me and my daughters, and they come three times a year. Ah, I'm customer for two years. I'm thinking myself right now because I'm thinking of my daughters and I'll refer to people to them because I do that with restaurants. So a person in a restaurant type of environment, $100 average sale, um, $1800 lifetime between all the referrals and my personal business over the course of those two years. But back to just the look at this $300 they that that business in this case, assuming it's a restaurant, how much are you willing to spend all those $300 to acquire a new customer for which you, outside of those high dollar financial advisors, designers or mortgage brokers, that kind of thing outside of those How much do you know how much you will spin to get this $300? Let's just assume that you're willing to spend $50. That is, you're what we call in the marketing world cost per acquisition of C. P. A. And this number is critical because then they will dictate how much you you should be spending. Now, Um, if you do know, here's something to consider. If you know that there were $300 over the course of the year, perhaps you should be Willis then at least $100 off that initial sell, not saying that you should give them $100 say it's all for free. However, maybe you should be willing to spend $100. In fact, let's use that scenario $100 where you break even. But you know they're going to be back because you trust your service. You trust your your industry, your your your systems that ensure that they have a good, good experience and they come back. Let's use that. Okay, which is not uncommon. And businesses that invest thoroughly on a question requisition thrive because they know that they have the systems in place to make sure that they're profitable in the long term because enough of them will stick around. So let's play with this. I've been wanting to play with us for a while. Ah, second. Hey, guys, Got four year old in here. Um, so if you're winning this one, well, it's been $100 to acquire a new customer. The next big question is, how many new clients can you take on? Realistically, how many can you take on? Is it 23? Um, you have to be careful here because depending on what you do, the reality is you can't take on too many. No, David, I'm sure you can only take on a handful at a time. Although Theresa she's a unique e com, you're selling something than etc. That number doesn't really apply to. You can take on 100 I would assume, or maybe less, depending on if your hand crafting something, Let's just say a regular like a chiropractor. So Kyra Project and maybe see 10 new clients, uh, and then take care of his current clients. So 10 clients. So the simple answer to how much they should be spending is 100 time Stan $1000 right? And that's actually kind of close to what a chiropractor may or may not charge. So you seem to be spending $1000 Now That's the simple way to look about it, like you should be spending a minimum of $1000 to get 10 new clients, and you're willing to spend $100 c p A. To get that individual Now, Although you're spending $1000 there's something else to kind of keep in mind, and that is you're not gonna close. Every person, all 10 people that come to you. You're actually need to consider how many? What? You're closing rate ISS. So if you talked to 10 people draw these little people. If you talked to 10 people, if you talk to them, get really we talked. 10 people. How many of them are you gonna close? 25%. Pretty. Don't tell me 100. Nobody can close 100. I don't know. I don't think I've never met that person. But let's just assume that if you have 10 people in front of you, you can close 25% of them. 25. Oh, yeah. You close 25 1 out of four, right. So you want you want 10 new clients you need to get times four. You need to talk to 40 people. You need 40 leaves and that maybe email, phone calls messaging. You need 40 leads to be able to close 10. If you know that you're gonna only close one out of every four to still hit your numbers and at $1000. So therefore, what you need to keep in mind is what is the cost for lead? Uh uh, two five. So your cost per lead is $25. So as you're running your ads and you're trying to get your goal of 10 new clients, you need to generate basically 40 conversations. And if you look at that and you see that it's already creeping above $25 that you're not going to hit your $100 to acquire them, you're going to go above and beyond. Okay, Now, and more than likely, that's going to be the case. All right, Now, in this scenario that I'm illustrating here, this is assuming you have a great content marketing program. You're sharing good mark content out there. Um, and more than anything is going to assume that you have a good offer because most people are not going to buy your service unless they're just hot to trot. Right? Eso in the chiropractor example. Um, the fact is, someone has back pain, right? Let's just say it's back pain. Who could help back pain? It could be a chiropractor to be yoga medicine surgery. Um, where's the person of physical therapist, Petey? So these are all individuals that could help that person with the back pain. And you're targeting people at the bottom of the funnel in terms of awareness that no, they have a problem and they know they need to find a solution. And they just need to find someone with a good offer to put in front of them to say, Hey, come in for free vow and let me take care of you. This is this what I've done for other people, this is what I've done with previous clients, right? Testimony. I'm trying to write the word testimonials. It's not working testimonials, but you have to give an offer. So the only way that you're gonna hit these types of numbers is if you have a great offer and is important, it is critical that you have that arose, that these numbers won't you will never hit them. And you have to target and market to people that already know they have a problem and they know they need a solution. Is one of these They just are waiting for someone or waiting for an opportunity, the right opportunity to come across to give you give you that opportunity. Um, because And this is important, if you just are advertising something and just just saying, Hey, I can I'm a chiropractor come see me because I'm up. How I know this because I'm awesome. That's not gonna work right. Unfortunately, if you have not ever been introduced to them, if they're not in your audience, if you're not creating regular content to market to them, the reality is they're not going to pick you now. Having said that, the opposite way to approach it and the way actually let me back up a little bit. So let's assume that you don't have much of a marketing budget. Let's look at the different strategies. I asked my clients, um, or different people. They'll ask me, How much should I spend? So let's look at it this way, depending on where you're adding your business and how much you're willing to spend an advertised because ultimately you can do everything that I'm suggesting. Through were simple. Word of mouth has existed forever right and will continue to exist, but there's nothing better than word of mouth. Word of mouth. 2.0, uh, I might have to change APS two point. Oh, and then a social media right. If you do a fantastic job, there's nothing better than for them to actually share that information Where the mouth through Social media through digital, through testimonials to reviews on all your yelp You cool your Facebook, right? Um, but let's assume that you're on the low end and they're like, I need to get started. Don't you do something? But I don't have a big budget I usually recommend from my clients. At least spent a dollar a day. If you can spend a dollar a day than are you, should you even be in business, right? Ah, that's just my way of taking looking at it, because back in the day old days, there is no way you would exist unless you spent some money on advertising on billboards, radio, TV, yellow pages, right, everybody advertising the Yellow pages. Now we can be in business, but you still need to be advertising and marketing your business in some way. And the the cheapest way is just to do Facebook ads for at least a dollar a day and promote your business that people know that you're out there advertising. So I suggest people spend at least a dollar a day, which amounts about which amounts to about $30 right, 32 50 is what I asked my people there on the low end. Obviously just getting started, but trying to do something, Do that. Put your market put your offer out there to people that are still interested in this type of material. Dollar will get you in front of about 100 people a day. I'm sorry. $1 equals about 100 people a day, Right? So imagine I still did a dollar. Imagine trying to talk to 100 people. How much is that effort gonna cost you? $1 convict you that? Okay, that's on average because cost per CPM. That's an interesting stat. You should keep cost per 1000 impressions. M equaling 1000. That's us. That that all these advertising platforms use. Um, typically, it's anywhere from $10 to $20 for $20 for 1000 impressions on the digital spaces. Same thing on Facebook. So if it's on the $10 side, you're basically spending a dollar to get in front of 100. That's money, money, money well spent. Okay, so how much did you spend? A minimum of 30 to $50 a month. Start getting the word out there to the people that are actually interested in your service. For most of my clients that come in, I asked him to spend a minimum of $500. To start. One of those $500 will allow us to do is to get the word out and to start putting offers in place and making offers to people in the market that our people there at the bottom of that funnel that air ready. And they just need to get that right offer right that $500 will give us an idea that amounts to a little over $10 a day. Um, that allows us to get in front of them, and it's about $10 a day in that $10 times. What did I say? $10 times 1000 You can't possibly get in front of 10,000 people. Now this is contingent on if you have a large enough market of people that are interested in your offer now, design David. There's not a lot of people interested in that, so your audience may actually be a lot smaller, but the point being is now you're getting in front of maybe 2000 people that are interested in type of that type of content, right, But $500 can get you that exposure. You can test different offers to see what works and see if the markets buying. If people are interested, um, and really start to gauge what works and for my client's $5 gives me a baseline at bright room, $10 a day. And if things were working and humming along, I then asked him to bump it to 1000 usually because if we're able to get leaves at $10 and we're spending 500 divided by, we get 50 leads. Well, then we do the math. We double with that $500 then weaken and theoretically double the leads. But $500 gives me a great baseline to understand how much it's gonna cost to generate that exposure that leads and the calls, Now the other part two to your content that you need to have that a lot of businesses don't have is yeah, you need to have that offer. But even in stuff that you don't have, um, an offer because not everything should have you selling right. Nobody likes somebody. That's always selling, selling, selling. So you should have a clear call to action, whether it's like in the page right where they're sharing others and just simply engaging. But we want something them to do. Something s o that way, that money that maybe you're not asking them to buy something, But you're asking them to kind of sign up to be a subscriber to your page. Right? So, having that clear call the action in all your marketing something that they have to do, you ask them to do something I have to do. But you have to do good portion, then we'll do it. Right. Um so keep that in mind. So the answer to the question I started with, which is how much? Well, depending on how much you're willing to spend, uh, that's gonna be contingent and how many new people you can off afford to bring on. Theoretically, you should be spending on this this one, my chiropractor. He should be spending 1000 a month. That's just advertising to get 10 new clients. Um, that o r. At $100. See Pierre minimum, if you're just getting started. Spent 30 to $50 ideally, even if it's just $1 per day to start gauging even just gauging an idea of what message is resonating with your market. Um, a lot of times, the people that I talked to that they say they have spent some money. Maybe they threw $100 at it. But the problem is, that message sucked. They ate their message, sucked. Maybe they had no offer on there were targeting the wrong people. There were targeting men when they should have been targeting women. There were it was just all over the place. So yeah, guess what Advertising if you don't have the right message. Always doing is amplifying a sucky message of sucking offered to people that are not interested. It's just amplifying that you don't want to do that. You have to get your message, right? So what this allows you to do? You know, if you start here, allows you to refine that message and seeing what people are resonating with what offer people are kind of like a least biting on or nibbling at. What do you need to do? Is the targeting right? This allows you to play with that. Okay. And as far as it relates to my clients are usually ask him to spend a minimum of 500 500 2 1000 Right, And this will help us generate. This is depending on the industry. On generated a ton of interest, a ton of I'm gonna change platforms, a turn of interest and engagement. And if I have a good offer like I have a new client who has a free consultation, it's he's gonna crush it. Because in this industry, free consultations are needed. Whatever your offer is, um is gonna allow us to really, really do well there and for my big clients that have all these already together, we have our systems in place and we have the message in place. I mean, at that point, where you gonna go anywhere from 3000 to whatever to infinity, um, as faras, because there's enough people in the marketplace that are interested in the message. And also, um, there's enough people that are interested in that offer Enough. Yeah, the audience is big enough to actually that where that money can really get in front of all room and get in front of them repeatedly. Thio convert enough of them. Something else to keep in mind as it's special, ethically as it relates to higher dollar products is, and that's something I've said in previous videos. The more information you have tohave on those individuals, the more private information, the more intimate the relationship has to be and also the the more money it costs is going to take a lot of touches, a lot of content, a lot of advertising dollars to get to convince them. You have to convince them to trust you, basically, what you're trying to do with other advertising. Regardless, if he started $50 a year at $100.500 dollars, what you're trying to do through your content is too. Trust you. If it's on the lower end and you could have an offer than the risk involved, it's a it's a $20 haircut. The risk involved in that is very little, so they will take you up on that offer. If it's if you're trying to sell something of high end high dollars selling our home, something that's gonna cost thousands and thousands of dollars of your financial analyst financial advisor and you're gonna have to get into their personal information and their money. Their banking is gonna take a lot of money, a lot of advertising to get in front of them to convince them that could be done affordably. But I'm gonna take a lot of touches to convince them of such and but thus your cost per acquisition is gonna be higher. But also, your client valley is gonna be much higher. So it should all work out in the end, as long as you're obviously keeping in mind what that cost per acquisition is to kind of circle back around to that. How much are you willing to spend to get a new customer, client patient, Whatever you call them, that will dictate your advertising. And you can kind of look at those numbers as they start to play out to say, Okay, I'm hitting my $25 cost. A requisition for a cost for lead was $12 or $25. Cost for lead. It's $25 it's gonna that I can close one out of four. So it's $100 for a new client, right? So if you see that every message I recall every lead generated is costing you more than $25. Then you need to look at your strategy, your messaging you're targeting and all those things. Okay, that's it. That's it for today. I really appreciate you. Thank you for popping in. Those questions were fantastic. It helped me obviously start to refine my my message today to ensure that I'm talking to you specifically and that hopefully you're able to kind of get a concrete idea of what to do for your own business. My name is TV. Um, run an agency where I help small businesses locally generate more business revenue exposure. You know, anyone that's interested, if you are interested, feel free to hit me up. I'm asking me directly. Pretty slide into mediums. But remember, if your business and marketing consistently and effectively are you really in business? Thank you very much. I appreciate you. Make sure you share this If you found value in this and someone else confined valley, your colleagues, your fellow business owners appreciate you take care