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Nehal: Hi this is Nahal Kazim from Ad Tips for Ad Pros and today we have Brice Gump from Major Impact Media, how’s it going Bryce?
Brice: It’s going really great man, how are you?
Nehal: Yeah, I’m doing awesome! So today, I want to introduce you to Brice because as I was speaking with him about different Facebook ads campaigns, he’s been telling me about one of his campaigns for his corporate client where they’ve been working on a webinar campaign that they’ve been able to turn around, and also launch a secondary one that’s been a big source of not only leads, but also customers that go into a back-end and become a lot more profitable.
So if you guys are doing anything in the education space or webinars, you definitely want to listen to this on what Brice is doing exactly and how he’s been able to turn some of his campaigns around. So Brice, what is it that you want to share today and what is the campaign that you have now that you’ve been able to turn around and make a lot more successful?
Brice: Yeah absolutely, so kind of the big win we’ve had with this client is today, you know we’ve spent over a hundred thousand dollars this year on profitable customer acquisition for this larger corporate client, so before working together, something they were struggling with was really just being able to confidently and profitably invest in Facebook.
They had done some Facebook advertising, they had done some like testing the waters and some different promotions, but they were not able to really scale in any kind of way and so after we’ve done some work together (we’ve been working together for almost a year).
I think it’s actually been a year this month and so we’re going to go there for a year now), it’s been a very big development process I think for both of us because learning how to work with some of these kind of larger corporate clients as well as working with a company for that long, it’s been really interesting to see what we’ve been able to do and yeah I’m really happy to share with you guys from the insights we’ve had getting these guys up and going.
Nehal: Awesome, so right now you’re spending like a hundred thousand a year so about like that eight to ten thousand a month, like what’s like the return on that or where’s the campaign today?
Brice: Yes, so right now we’re spending about $15,000 a month, something that’s kind of been interesting with this client is they kind of got a cap as far as they’re corporate clients so it’s not you know like hey let’s then spend on the movement, they do kind of have a cap that they put on to paid advertising and so our job is to make sure that they’re always profitably generating new leads for their business.
And right now we’re spending about 15k a month at about 50% is a lot, so for them you know they’re investing $15,000 in, they’re getting about a $1.50 in return for each dollar that they put in, but what they’re really happy about is they have leads and they have customers, and they’re coming in and it’s not costing anything at the end of the month.
Nehal: This is a public company, right?
Brice: Yeah, this is a public company. Their number one goal is to not have to pay that credit card thing in the month and we’re doing a pretty good job with that.
Nehal: Awesome and I know from everything that you’ve told me about them, they have a really sexy backend, so just because they’re selling this product it’s a huge opportunity for additional products and launches that they’re doing throughout the year and then obviously like masterminds and coaching and events on the backend.
Brice: Yeah absolutely. That’s one of the things that’s been really cool about working with this client and also something that we were really able to help him with, you know prior to working together something that was really preventing them from confidently investing into Facebook ads was that they were getting reports from previous advertisers, but most of what that previous advertiser was reporting on leads generated based on the Facebook pixel, and so you know, as as I’m sure you might know, Facebook pixels are really good ways to kind of guide a campaign but at the end of the day is not the best way to find out how much money you’re making or how many leads are actually going to your CRM.
So something that we did for this client immediately after starting to work them, they already had Infusionsoft which was great, so we went in and set up affiliate tracking links for all of our Facebook campaigns, which has over the last year given us the ability to track LTV through our paid advertising campaigns.
Nehal: And for people that don’t know what is LTV?
Brice: Lifetime Customer Value.
Yeah, so we’re able to track these people through all their different funnels. So we know if they’re coming in through paid media, but then they’re picking up you know the product that we were promoting at the time or they’re picking up some down sell offers or some upsell offers to ascend into the masterminds and higher groups, we get to see all of that, which is great for us and it’s great for the client.
The client gets a lot of confidence now because they can see those orders coming in every month, they can see when we’re running one particular promotion but they’re getting all these sales for other offers and they can see that build over time, so that was one of the first things that we did with this client that really started to give them the confidence that they needed in order to be able to invest and also just like being the kind of advertiser that can have that conversation with a client because I think you know working with this client and a couple of others you know,.f you can come in and really start to talk with them about the bottom line numbers about how this is really going to grow their business and generate revenue that gives them a lot of confidence whereas, I’ve met a lot of people who have kind of become hesitant on Facebook because people are just talking about how many leads they’ve generated, how many likes their page got, these really superficial numbers that businesses don’t get to pay the bills with. So yeah, being calmer and install that confidence with them has been really helpful in helping them increase the budget up to what we have now.
Nehal: So when you were starting to work with them they were looking at Facebook pixel buyers in terms of real leads, but in reality you know on the back end, there’s a big difference between pixel fire leads versus real leads inside of Infusionsoft, so do you know what the difference was in terms of what was shown on Facebook versus reality?
Brice: I do not know exactly what that difference was with this client, but in general we’ve seen those numbers kind of vary you know anywhere from like thirty to a hundred percent with various campaigns and so yeah I always have found you know the Facebook pixel is like, it’s great to guide campaigns, but at the end of the day, having kind of redundant tracking measures and really measuring your leads and sales from your CRM and from your bank account has been a really positive move.
Nehal: And so when they were just tracking based off of pixels like where were they stuck when it comes to advertising or return on investment?
Brice: At that time, they would kind of put together budgets for promotions, so this being a larger company, they have a bigger audience and so they would be able to put you know anywhere from maybe $3000 to $5000 into like an event they were doing or some kind of promo they were doing. But I don’t think on a Facebook scale they hadn’t really spent more than you know like 3 to 5 thousand dollars a month on any kind of like continuously gem strategy and a lot of it was body bouncing around to get promotions.
Nehal: And that was because it wasn’t profitable that’s why they weren’t confident to spend more or what was the?
Brice: I think it was a number of things, I think it was one that they couldn’t really measure exactly what they were getting back from these campaigns as well as I don’t think they had the confidence instilled in them that they could kind of really take this route and have it be a real like revenue generator for their business.
And so paid media had kind of been this learning of what it’s like to work with bigger corporate clients. I work with their marketing manager who then goes in talks to their you know to their board and their CEO and all these different people and they’re worried about you know all the things that go along with the business, and so this paid media kind of like digital marketing side hadn’t really come up on their radar and been something that they really wanted to invest in because they knew what was going to happen with the live events, they knew what was going to happen with these various ways of promoting that they had done in the past, but I think Facebook for them had still been a big uncertainty.
Nehal: So it sounds like they were stuck on like the pixel and tracking side and because it wasn’t a priority, it wasn’t really focused in terms of you know an investment from an energy and money and team standpoint to make it better, was there anything else in the stage when they were stuck that you saw some opportunity where you know it’s like as soon as you saw that you’re like I know I can jump on that and turn that around?
Brice: Yeah I think for me kind of when I started initially reviewing this client’s campaigns, I just saw a lot of opportunities to really start to maximize the audience that they already had and it just kind of making some really simple tweaks to the campaign that would then really help them kind of take things to the next level.
And there’s actually one thing that I have found with this client that’s been really fun to work with, that just completely change the game with how to watch funnels for them. And so something that’s cool with working with a company like this, is they have a name, they have a big list, they have a lot of Facebook fans, and they have a big retargeting audience, and so that was something that was kind of going underutilized and so we put together a campaign launch strategy that worked really well and we’ve consistently done with these guys over and over again.
Which is, kind of to continue with that story, shortly after we started working together, they put together a first autoplay webinar campaign, so specifically built for, really built for their audience, so promoting through email lists and some affiliate stuff, but we were also driving Facebook Ads to an autoplay webinar campaign. So the launch strategy that we put together for these guys, what we actually did was, we launched the campaign only to internal traffic, for about the first 10 days of the campaign, and this is a setting in Facebook that I find is insanely helpful that I don’t see a lot of people using.
But it’s that you know use Existing Post button when you’re down at the ad level and you’re creating your first set of ads, you can launch one ad set, then you can switch that over to use Existing Post so that when you duplicate that ad set, you’re always using that same post ID and you’re aggregating a lot of social proof and you’re aggregating a lot of yeah just a lot of social proof in form of comments, likes, shares, whereas if you don’t use that really simple button, none of that happens and it gets spread out against all these brand new ads.
Nehal: So someone who’s a new advertiser heard that and they’re like I don’t know what you just said, so I want to make sure that it’s very clear for them because if they haven’t launched a lot of ads that might sound like gibberish, so what you’re saying just so I understand is that when you launch an ad instead of launching 20 different variations of that same ad, what you’re doing is you’re saying I want to drive all of my traffic to this one type of post because I know this one post is the thing that works and I want all of that money that I’m spending, all those eyes, all that engagement to go to that one post so that becomes the core post that I can use in to cold traffic when there’s already that social proof built, is that right?
Brice: Yeah absolutely! so it’s just that if you know if you’re down at you’re near to your power editor or you know where the power, you know your editor and you’re depending on what Facebook changes happened last week you know, but when you go to launch your first ad set, something that you know like let’s say hypothetically you’ve got you know three targetings and three ads you want to use right, and so you’re creating that first ad set and down at the ad level, you’ll create the ads, but each ad when it gets created gets a post ID, and so if you use that post ID, you know you’ll start to aggregate all that social proof just like what you talked about, and so the launch strategy that we came up with for them was we would launch these ad sets strictly to warm traffic for about the first 7 to 10 days.
So we would launch it to their email lists, we would launch it to their website traffic, we’d launch it to all their Facebook fans, we do this all this through the Facebook manager. And because this is a really well-known brand, which I found has been really helpful to work with is they started to get a lot of social proof really quickly, lots of likes, lots of comments and something that I would do for this client and I still do to this day that I find insanely helpful for them, is we keep a list of all active ads for their social media manager to be able to review and engage, so you know she’s in there a couple times a week getting back to those comments even if it’s just a you know positive note you know, just jumping in there and saying hello, but what we’ve done over time is build some ads that have five six hundred comments, you know to three thousand likes, we got a video over half a million views, really starting to build a lot of social proof and those ads consistently outperform, just running the same ad with none of that social proof in it, because people can really see the engagement and so once we started doing that we started getting some really good results from Facebook because they kind of became this like living ad that was that was running around the internet.
Nehal: So you just kind of threw something super important out there and breezed over it, and I think it’s so underrated that people don’t do this that has a huge impact on the cost per lead and overall profitability of a campaign, which is everyone talks about social proof and I get a bunch of comments, likes, and shares all that kind of stuff, but we’ve noticed that we’ve taken one of our campaigns that was doing like $15 cost for application for one of our clients, all the way down to about five dollars and seventy cents right now and one of the reasons we’ve been able to do that is exactly what you’re talking about.
And what happened is we just respond to each person who comments, there’s nothing like changing about it, it sounds it’s like such common sense, but if you’re an advertiser right now that’s spending $50, $100, $500 a day and you don’t have anyone dedicated to responding to objections people have, concerns people have or over all you know people tagging each other or any kind of engagement to those ads, there’s so much money that you’re leaving on the table because one there’s people who are saying I want to be sold to, they’re raising their hand and they’re going out of their way to say “tell me” and when you don’t follow up that shows being super lazy, but then on top of that, these are all opportunities to learn more about the prospect, to figure out who they are, and if you’re even targeting the right one because you’ll see profile pictures you’re like that doesn’t look like my audience at all, where did that person come from?;
And you can learn a lot in there, so I just want to make sure if you’re listening to this or watching this, what Brice is saying around the social proof is not just getting engagement, it’s what do you do with that engagement that leads to even lower cost for lead and overall better performance because it’s not just as simple as getting more engagement, it’s what are you doing with that engagement. So I want to make sure Brice that they heard that.
Brice: Absolutely man, I am typically shocked that people will comment in, they take it very personally, you know I think we take it, we’re on the advertising side and a lot of this stuff becomes you know numbers and technology and we kind of understand how these things work, but to the average person that doesn’t understand Facebook, when they see an ad from their favorite personality and health or financial or whatever it is and they comment, they’re typically communicating to that person thinking like that person is going to be reading this message later, right?
And just like you said, people will give you their objections, people will give you their biggest questions, people will straight-up tell you “hey I’ve been thinking about buying this, but I’m concerned about a or you know like what’s holding me back is this” and then they’ll just blatantly let you know exactly what’s holding them back from purchasing that product, and so yeah just being in there and paying attention to that stuff is huge, but I know, you know from working with see and see out a lot of Facebook ad accounts, a lot of people just run ads and never think to check the comments to see where I going on there.
Nehal: Especially from the entrepreneur’s perspective, you know the entrepreneur is quote-unquote busy, right? I have a business to run, but the important part here is that you’re not supposed to be in there commenting, but it’s very important to go in there weekly, monthly, whatever you’re comfortable with and how important Facebook Ads are to your business right now, to go in there and just see what the overall sentiment is.
Because, like Brice is saying, when you go in there you hear and see a lot of things that you would have never got access to or that you know you might just be disconnected from because you’re not speaking to people who are in that last buying stage of your sales process, and so if you don’t speak to them, if you don’t listen to them or you know read their concerns, it’s actually or you’re not being the entrepreneur that you’re supposed to be because you’re not doing the best thing for your business, in that case, you’re being negligent. And so take that opportunity, take that asset that people are telling you, that asset that you’re paying for and use that in order to create more profitable campaigns.
Brice: Yeah and we come up with ad copy and new angles all the time of that stuff because people are letting you know exactly what’s holding them back, exactly why they don’t want to pull the trigger right now, and you can come up with a brand new head right off of that you know, answer that person’s question and then take that answer and spin it off into a new ad and like there’s any retargeting ad for you, you know and that’s worked really well for us so yeah, I was just going to say at the end of the day, you know what’s worked really well for this client is really working on having you know a couple of really kick-ass ads that are working and then just building up the social proof on those ads and really showing people that we’re there if they have questions, and we are getting really good cost per leads on what I’ve seen for an autoplay webinar. What’s a good cost per lead for the people who don’t know.
Nehal: So what were you paying per lead?.
Brice: Yeah so we’re paying right now we’re paying under two dollars per lead, so you know.
Nehal: And then cold ad retargeting?
Brice: And we’ve seen that go as high as about three dollars, but that’s usually about where it all kind of fluctuate isn’t that you know is up to three dollars range, depending on how much we’re spending at that time and kind of where the ads are at and so yeah, but for an autoplay webinar, I have seen that to be some pretty good cost.
Nehal: That’s great.
Brice: And I think that has to do partly with the big brand, but also just launching these ads, that we’re building social proof and really planning each ad to be an asset that we’re going to run with for a while, so putting some good good work into the copy, you know having a good video, and then launching that one ad so like, from an advertising perspective, I just have one ad group that I label as my original ad group, and every single new ad gets created in that ad group.
Nehal: Got you
Brice: And then if I want to run to any other ad groups, I have to use the post ID, in any other ad groups that I duplicate that ad out to and then just starting with warm traffic and driving it out so cold over the next seven to ten days has been really effective for us.
Nehal: That’s awesome! So I just want to make sure I understand what happened through this process. So first you know you see this campaign and you see that it’s underperforming and you just know that they keep getting stuck around this three to five thousand dollar price point or you know ad spend because you know and they know that there’s no real return on investment or is difficult to track as more just we’re spending money to spend it, we have a budget and we just got to you know use it
But this is a mistake that I’ve seen a lot of times too, where you know, just because you have a budget it doesn’t mean it’s actually being put into the correct format and being you know used in the best way, so you saw that and then you came in and you started using ads where it was focused on just a couple of posts or specifically one post at a time, so you’re building that social proof and using that for a cold ads now that has a few hundred comments or few 100 likes and people are, when someone cold sees that they already know that this person is popular or this is something that other people want, so I shouldn’t want it to, and then you started doing some of these optimizations on the back end in order to keep you know cost per leads of two dollars, which is super low for an autoplay webinar.
Like now that you have all of this process in place, what’s the next step? Because you mentioned that even though you’re spending a dollar and making a dollar fifty consistently, you know there are limits and there’s kind of budgets and in a place where you’re not able to just keep scaling.
Brice: Yes so something that has also been interesting kind of working with this client is that we’ve been running it, that campaign traffic to it for them for over a year now, which has just come with its own you know like kind of natural developments. e had one campaign, it was one funnel that we ran for five months and towards that last month we were just having a really hard time getting it back to any of the numbers that we saw at the beginning, you know when we launched these funnels the first month is like you know 350 percent ROI, but then we see it we typically see a steady kind of trickle downwards with these campaigns, even though you know on the advertiser perspective, we’re constantly refreshing ad creatives, looking for better audiences and using like data and all this stuff to improve what we can do.
But it was the first time I ever really experienced something that I have talked to some other much more experienced advertisers that have been talking about just kind of offer fatigue and something’s been out there and it’s kind of been seen in a lot of times, so we start to see the conversion rates on the back end drop. And so with this client since their corporate, they have to you know and they’re also responsible for their own funnels, so what we did at that time was we switched out to a new offer and we just rotated the offer in, and we saw that same great spike I mean the first month we’re like three hundred percent ROI, second one two hundred, now we’re sitting about 50.
And so overall, you know we’ve seen kind of this decline after I think we’ve been running this next one for about seven months now. So what we’re looking to do on our end is figure out how we can work together to kind of help optimize, either optimize the back end for them, which they have a great back-end as far as having a lot of offers and we’re tracking it all through Infusionsoft so that’s been great, but figuring out one how we can get more people to show up to the webinar, I think one of the challenges we deal with right now is just tech, like we have a lot of people that had a hard time signing up for the webinar and that’s something that we deal with a lot.
And so I think we’re trying to how do we solve some of those issues and then figure it out okay cool at what point do we want to look at rotating in maybe a past model or testing a new funnel because we’re kind of shooting this offer fatigue in the market after you know six – seven months of running a funnel, we just see it starts to kind of dwindle, but this kind of rotating things out has been really effective for us and we’re constantly kind of always, yeah this client also does a lot of internal promotions for some smaller offers, so warm traffic will be rotating between either the funnel that we’re driving at that time or the offer they have going at that time.
We’ve always got some cold traffic going at this point because they become confident in that and we can drive results with that traffic, but yeah just kind of figuring out what’s the best way to keep this thing moving, I think you know what’s been cool from an advertiser side is you get in on the Facebook side, and you learn that it’s all about you know the funnels, and the back end, and what you’re really doing to grow a business. So that’s kind of the next step for us is figuring out how we can improve that end together and yeah keep the cost out on the Facebook side.
Nehal: And so that’s a lot of like the tangible like outcome, so you know you’re spending a dollar making a dollar, fifty to three dollars or more on the front end and obviously there’s a back-end in place, can you talk about more of like the intangible stuff because you mentioned words like confidence and overall like the way that they’re approaching advertising is a little bit different, what change there order like the last year?
Brice:I think, you know something that I really like, I think if you talk to a lot of people with Facebook Ads, you’ll get a lot of like mixed expectations based on what people think Facebook ads can do for them, you know like a lot of the times people think they need Facebook ads, but then what they really need is is a better funnel or a better offer or you know some like personal development, whatever it is.
And so I think with these guys what’s really cool to work with them is their goal is again they want to break even on the generation and get customers. And so as long as we are consistently hitting those numbers for them and making sure that they’re kind of like paid media side is breaking even or better well, because you know they can see the asset in the list that they’re building, you know they’re generating thousands of leads per month, they’re generating hundreds of new customers per month, that’s the asset they’re building and they’re breaking even on that, so they’re really happy.
And so I think going forward for them, now that we work together on that same mindset, it’s just going to be figuring out okay how can we kind of continue to pass this message up higher up the chain on their end so that we can expand this marketing budget and that we can start to spend more money on Facebook over time and just keep continuing to help them build their list and build their yeah build their customer base.
Nehal: And I think that’s something that needs to be emphasized more you know on building that asset because when you’re saying you know when you spend a dollar and make a dollar even if you’re breaking even on all of this marketing, that’s a hundred and eighty thousand dollars annually that you’re spending to generate brand awareness, to generate leads, to generate customers and of course there’s a back end so what’s one of our clients you know we’ve seen that everytime we generate fifty thousand dollars in revenue in that month, within six months that same cohort, is able to generate an additional fifty thousand dollars with minimal ads vendor acquisition because the only form of acquisition, in that case, is just sending out more emails,.
And so for your client here that’s like a huge value you know and a huge opportunity for them because if they can keep spending a hundred eighty thousand dollars and you know they know that on the back end that’s same hundred and eighty thousand dollar investment that is covered, actually generates five hundred thousand or a million dollars of revenue based off high ticket and cross-promotion and affiliates and all that stuff, like that’s super valuable.
So I’m glad that they’re in the position that they are any of you know of course with your help. So for people who are in this situation listening right now, where you know they have a funnel that’s not working or especially if they’re doing like autowebinars and they’ve been tracking with Facebook pixels or they just haven’t been able to crack it, what would be some of your advice that they can implement in order to potentially turn their campaigns around or at least know where to focus on and where to focus their time and energy.
Brice: Yeah absolutely. So you know for me I think the fundamental first step is your tracking and making sure you have that dialed in, and so you know I’m always using redundant tracking, I’m using the Facebook pixel, I’m also using Google Analytics and UTM codes and if there’s any kind of affiliate tracking software I’ll use that as well because yeah if you’re having a double Facebook pixel fire and your cost per leads really double and you’re trying to figure out you know like Facebook’s telling the wrong thing.
It’s just because the Facebook pixel does that and you need to know what your real numbers are. Well you get so excited because you’re like men I am crushing it, I just decrease my cost per lead in half and it’s now it’s a dollar and then you look at your Infusionsoft and you’re like that lead doesn’t actually exist, and so that’s a very depressing feeling. It looks like it’s 234 and if else is 115 right and I think viewers they’re like where are all my leads that are missing and the real answer is like they were never there, you should listen to your Infusionsoft calendar.
Nehal: So I want to make sure I understood that, so you’re looking at like your definition of like a redundant tracking is like you’re looking at Facebook, you’re looking at Google Analytics, and you’re looking at this affiliate tracking in this case, which is the actual real leads inside of Infusionsoft.
Brice: Yeah so I always make sure to have all my tracking kind of eyes dotted and t’s crossed because that’s a system you can set up once and it will pay really well over a long period of time. So I heard that you figured out as quickly as possible, kind of in my list of things to optimize in the Facebook world that I have found is you know, I think step one is if you’re really struggling and you’re not kind of seeing the results you want, it’s it’s usually an offer problem more than anything. And so figuring out how do you know, I think the work of marketers is like the really hard work is all the stuff beforehand of like really digging into the market, really figuring out what they really need, putting together that messaging correctly and really getting all that dialed in, that’s a lot of the nitty-gritty.
Nehal: How do you know if your offer sucks because this is very important because there’s a lot of egos involved here and it’s like hey I created that offer, I know that offer is good, I know what my market wants and you launch it and it doesn’t work and usually like offers less to blame, that’s usually the Facebook ad or the funnel or the market or whatever.
Brice: You know, it’s hard man, I’ve got a list that I’ve accumulated over time that I used to kind of run through to make sure my offer is really kind of hitting, but I’m a big thing for me is like you know we do a lot of market research to figure out what’s actually working and trying to figure out, you know doing our best to back into like because if you just kind of browse on the internet you’ll find a lot of offers, how can you figure out which one of those have kind of been up for a while and working.
So using some differences, you can there to figure out what’s working and try and do that. I just you know I think from an offer perspective, if your numbers are really off, you know like if you want a 40% opt-in on your lead magnet and they’re getting in ten, you know like you’re probably not going to tweak a Facebook ad and get driving, you know like your offer properly sucks.
And so I think you know, really doing that kind of work and digging into the offer that’s a big one, but then from there man just really figuring out what the messaging around how it is that you’re presenting your offer and that goes down to you know your copy of your name, your funnel, and on your Facebook ads because usually the last thing we’ll kind of play with is kind of the design and imaging and stuff like that kind of try to get some better click-through rates and stuff like that, but really from the beginning we kind of focus on you know what’s the offer, is it good, how can we make sure it’s the best and then really try to dial in that messaging about, you know how do we present this to a customer in a way that’s going to entice them and make them want to take action.
Nehal: That makes sense man, so I just want to make sure from everything that you’ve talked about today, you essentially went from spending like forty thousand dollars a year with this client and now they’re spending about a hundred and eighty thousand per year you know it fluctuates, but you know that’s a big difference almost for X saying or five x saying their ad spend and doing it out of even or you know a little bit profit up front but then building that asset and having that in order to monetize further, whether it’s months after or even years after; and so for people who might be interested in reaching out to you and speaking to you about what exactly you do or working with you on their own automated webinar campaigns like what’s the best way of getting hold of you and where should they reach out to you?
Brice: Yeah absolutely, so you can always shoot me an email at email@example.com that’s the quickest most direct way to get a hold of me and yeah I would say shoot me an email you know, let’s chat, let me know what you’re looking to accomplish and we’ll see if we can help you get there or we know somebody else that can you know.
Nehal: Awesome Brice I appreciate your time man.
Brice: Hey yeah absolutely man you have a good one.
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