Lighting for Profits - Episode 224

In this episode, we sit down with Ashley Bissing, the powerhouse behind One Love Social, a boutique creative and paid ads agency dominating the lighting niche. Recognized as one of the strongest marketing voices in the industry, Ashley shares how she helps lighting companies scale faster, market smarter, and stand out in competitive markets.

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Episode Transcript

Welcome to Lighting for Profits powered by EmeryAllen

Welcome to Lighting for Profits. All light, all light. All light. Powered by EmeryAllen. Here is your host, Ryan Lee. Oh man, bad time for a cough. I was coughing because I literally grabbed this mug and usually I show the Emory Allen mug. I don't have it with me today. You probably can't even see what it says. Lighting legends. But I still love you Emory Allen. And then I was drinking water and breathing at the same time.

Ryan Lee: If you're looking to start with or grow a landscape lighting business

Welcome to Lighting for Profits powered by Emory Allen. I'm your host Ryan Lee. And I don't know if you know this, but we're the number one landscape lighting show in Delray Beach, Florida. Yeah, that's cool. Still trending all over the world. And we're here to educate and motivate to help you dominate. So if you're looking to start with or grow a landscape lighting business, and today maybe anything outdoor lighting, permanent lighting, Christmas lighting, you're definitely in the right place. So make sure you stick around. We got Ashley Bissing, the founder of One Love Social and a new business actually that she started this year as well. So we'll have her talk about that. But Ashley, has quickly become known as one of the authorities for marketing, in the outdoor lighting space. I've got many, many clients that have used her and had great success. So we're going to have her on. We're going to be talking all things marketing and some, some holiday lighting, some landscape lighting, all those things. So make sure you stick around for Ashley.

Light it Up Expo happening March 3rd through 6th

Hey by the way guys, Light it Up Expo. Light it up Expo happening March 3rd through 6th. We were advertising it as 4 through 6 but we added these pre show classes. I've had so many people reach out and they're like, well, hey, how do I get into permanent lighting? How do I get into landscape lighting? How do I get into holiday lighting? Or maybe you are already in it and you want to bring your new hire and you want to provide training for them. We decided to make it easy. We decided to make it happen. So free with your ticket to Light It Up Expo. Now you can come a day early March 3rd and get these pre show classes. You have to choose one because you can't be in two places at once. But if you want to jump in the landscape lighting class or the permanent lighting or the holiday lighting, we're going to go over everything from design, installation, pricing, sales, marketing, how to get leads, all these things, right? So make sure you check it out. Lightitup expo. com. it's going to be awesome. And some, people are already like, well, how? Four days? I can't leave my business for four days. I'm like, well, you actually can. You just have to make the decision. But let's say you want to make excuses instead. then just come for the first couple days. You know, come for the training and stay for the Expo, or start with the Expo and hit some speakers. if you can't make all four days, no worries. You're going to get plenty and value. Even if you just showed up to, like, one session, you're going to get your money's worth. So go to lightedup expo. com, get all the information there. If you have questions, of course, reach out, but, all the calendars are in there and everything. So, looking forward to see you in orlando@lightedup expo. com and I'm so excited because we've already sold a ton of tickets, we already have a ton of vendors signed up, and so I can just feel the momentum building. And, this is, this is the place to be if you're in the exterior illumination industry. I don't care if you're landscape lighting, holiday lighting, or permanent lighting, this is the place to be. So, guys, again, in just a few minutes, we're going to have Ashley Bissing, the, founder of One Love Social.

Ltv shares some tips on how to improve your client lifetime value

Before we have her on, I got to give you. I got, I got my rants, I got Ryan's rants going on, you know, and I was thinking about this. I actually just had a strategy session yesterday with someone that prompted me of this idea. have you ever felt awkward asking for a review, you know, at the end, or asking for a referral? You go do a project and then you're like, I know, I know. I heard from a podcast I'm supposed to ask for a review, but how do I do it? Or maybe someone even told you that they would, or you assumed they would because they were like, oh, my gosh, you're amazing. You're the best. Right? And then you're just waiting for that review and nothing ever happens. how do you get referrals? Like, how do you get referrals on demand and predictably instead of just randomly, you know? because you see, I see the missing piece. For pretty much every outdoor lighting company I've talked to, Literally, there's a missing piece. And, they're missing out on this concept called the client Lifetime value ltv. And, you know, most lighting companies are so worried about how much it's going to cost. To do Google Ads, how much it's going to cost to do, Facebook ads, direct mail, or really any other marketing vertical, right? And when they, when they do their calculations and figure out what their ROI is, they only include the first transaction that they make when a client purchases, right? So you do an ad, and you spend some, you know, invest in marketing, whatever. You get a client, you're like, oh, okay, well, I got a $8,000 job. Was it worth it? And they're not considering the future value or the lifetime value of the client. And this will change everything for you guys when you start to really understand what marketing does and how it's not just that transaction today, but the future value that they bring. Okay? Gets you into a neighborhood. Now, all sudden, you put out your yard, sign your sandwich, sign your door hangers, you knock a few doors, you ask for referrals. That's where the money's made. Okay? Everyone's been doing it the hard way. They're like, oh, I got the one lead, I got the one job. Cool. Well, you're making it very difficult on your shelf because you're not good at the back end operations. So I want to share just a couple simple things with you today that can help you improve your client lifetime value. Is that okay? Is that okay? now before I do this, I do have a confession. Okay? There are two people that, when I, when I'm doing this show, that I'm speaking to, when I do this podcast every week, there's two people. Number one, my existing clients in Landscape Lighting Secrets. And honestly, my goal is to provide content to reinforce the strategies that we're teaching inside the community. Kind of like a glue to make sure it all sticks. Right? And so some of this stuff is like, okay, maybe you've heard this before, but that doesn't mean that you know it. It doesn't mean you're an expert. It doesn't mean you're, a superpower when it comes to this, okay? So don't just like, oh, yeah, I've heard that before. Like, this is to reinforce what you know and find an angle that you can be better at it. And then my second person that I'm talking to are my future clients. Okay, maybe you're not in Landscape Lighting Secrets yet. My goal. And by the way, you should totally steal this framework. Okay? Everything I'm doing, you should be like, literally stealing all this stuff because I stole it from someone else. Okay? Steal this framework.

Landscape lighting secrets. com gives away tons of value free of charge

My goal is to build a value ladder, right? And so how much do you pay to listen to this podcast? I. I, mean, you paying your time, maybe, but you're probably driving in your truck, whatever. So all we do is give free value on here. Okay. Ashley's coming on in a few minutes. We're just going to give away tons of value. Tons of value. We're not asking for a sale, we're not asking for any money or anything like that. And I do that because when I do make an offer, Come to Light It Up Expo, come to Lighting Academy, join Landscape Lighting Secrets, whatever it is, you've already received way more value than the future ask, right? So I'm going to give you a ton of value in a few minutes here. And my only ask is this for my future clients is if you're not in LLS yet, that once you hear these things, once you apply them, implement and you make more money. That I'm just asking, reach out. Let's get you in the best community in the outdoor lighting space. Okay? Let's help you go faster. Is that fair? Is that too much to ask? That if we give you this value and you make X amount of dollars on something that you didn't know before, you weren't doing before, maybe you knew, but you needed the reminder. And it was because this show. It was because something I said. It was because something Ashley said, right? You get value. That's all I'm saying. It's like, let's take. We just want a percentage back and that will help you go faster because too many people are afraid to make investments. And I get it. Like, you're like, dude, I got to pay the bills, whatever. Well, we're helping you create free money. We're creating your own economy, and that is money that you can invest in yourself. So, and if you haven't gotten any value, then don't reach out. But when you do implement, make more money and then reach out. Landscape lightingsecrets. com is the place to go. Landscape lighting secrets. com and just click get started, follow the prompts and you'll be there. But here's what I want to share with you. And this is going to help you guys make more money. This is free.

This is free information.

Lindsey wants to give Jersey Mike's a five star review

Okay. Yesterday I went to lunch with Lindsey, and, she's, you know, like, I remember when she was pregnant, she would have these weird cravings. And I hope she's not pregnant because I'm pretty sure it's impossible from, from my side at this point. but she, she kind of has these cravings And I'm like, and I have been traveling. but no, we. She's been like craving Jersey Mike's. And, we go to Jersey Mike's. She's in this Jersey Mike phase. And super friendly girl at the counter. very conversational. It's like, hey, how are you guys today? And you know, it's kind of normal. But then she's like, hey, what, so what do you got up to? Anything fun today? I'm like, yeah, working, you know. Okay, you guys live around here? Like, kept, kept it going. I was like, oh, that's impressive, you know, and, super pleasant. Not salesy or anything like that. She goes, oh, hey, have you guys heard about the competition? And I'm like, no, I haven't heard about the competition. What's the competition? And I just fell right into it. And she's like, yeah, we're doing a competition to see which store can get the most reviews. And me and my teammates here are really trying to get the most. It would mean a lot. Would you, would you be willing to give us a five star review today? And I was like thinking, heck yeah. I literally start to pull out my phone and, here's something that's, that's super interesting. I don't even like Jersey Mike's. Like, the only reason I went is because Lindsey wants to go, right? It's not that I hate it, but I would never think to give Jersey Mike's a five star review. I don't even like sandwiches, okay? Like, I just want to go get a burger. I want to get a steak. I don't want to get a sandwich, right? So I don't even like the place. All she did was ask. And I'm pulling out my phone. I literally wouldn't have done this, but. But the key was she asked, she was friendly. And then she asked. And even though she was friendly, I wasn't thinking, you know what? She is so friendly. She asked really good questions. I'm going to give her a five star review. She was never going to get a five star review. But she asked, okay, the place was clean, all that. But she asked. And, here's what's crazy. I was just going to do it with just like pull out my phone and just do it right then, right? But she goes, hey, also we're going to throw in, as long as you just show us that you did it real quick, we'll go ahead and give you a free drink and chips. And again, I didn't go there to get free drink and chips. I wasn't going to get that, but I thought that was a cool little bonus, you know, I was like, okay, so now I was going to do it anyway. She throws it in. It's a no brainer. So couple things to, to, to be reminded of. She didn't beg, she wasn't like, oh, will you please do this? Whatever. She didn't discount the core product. I still bought like an $11 sandwich. Okay. and she asked confidently and, and added a small bonus. Right. So, I'm telling you this because I can't tell you. Almost everyone that I talk to, I look at, look up their site and it's like, well, where's all your five star reviews? You've been in business 10 years and you have 22 five star reviews. Like, that's not enough. These aren't optional anymore. These are business assets. They influence trust, they influence conversion, they influence visibility. Right. These are big things. And so when you talk about marketing, you know, we're going to talk about social media, not just ads, but just social media in general today. Like all that stuff works. But it works way better when you have some of these other things dialed in because it doesn't always just go like add to like buy now. Like, they're going to do some research, they're going to do some homework, right? And if you don't have these five star reviews, you're missing out on opportunity. Now I already know there's someone listening right now that goes, you know what, I grew my business on word of mouth. And I'm like, okay, well tell me you hate money without telling me you hate money. Because if you've grown your business on word of mouth, all I can think of is like, wow, how much have you missed out on? Because even if you're not spending a dime on marketing and you've never spent a dime, like, congratulations, you hate money. But even if you haven't spent money, you're still missing out on opportunities. Because even when someone refers you, people Google you. All right?

When AI searches for best outdoor lighting company near me, it doesn't matter

And so one activity I want you guys to do is Google yourself. I was gonna say right now, but I kind of want you to pay attention. After the show, Google your business name, that, that is your resume. And, and ask yourself, does that reflect who you really are? Is that, is that how you want to be seen? Because most of you think, oh, I'm the best lighting designer, I'm the best business, I'm the best at doing the install or whatever. But like, does that, is that really what's shown Online, is that reflected? Is there just one landing page, like one website, one link, that's the only thing? Or are there other links of social media, of your YouTube? of these, like do you have a presence or do you not? Because sometimes you might, you might do an ad. Someone does a search for you and sees you have five reviews, someone else has 262 and they have four more links on the page. You probably generated a lead for somebody else. And even if you're not spending advertising, the same thing happens. Someone Googles your name because they were referred to you and then they see someone else with better reviews, better portfolio, better business card on that page. And you're losing out on opportunities. This is worth tens of thousands, if not hundreds of thousands of dollars, you guys. So I want to just give you a quick script that you can use. And again, I probably shouldn't even be doing this because this, if you're in Landscape Lighting Secrets, you're gonna, you're gonna recognize this line. If not, you need to use it and you need to go make tons of money and then you need to join Landscape Lighting Secrets so we can get you the fast pass to success. And the line is this, when someone calls in, one of the things you need to say when you're pre qualifying is like, hey, just real quick, is it okay if I tell you about our company? Sure. Hey, and by the way, just so you know, our goal, this is the line, our goal throughout this process and how we'll know we did a great job for you, is to over deliver so much that we earn a five star review and a referral to a friend or a family member. Can I ask you a question? If we do that, would it be fair to ask you for those two things? Would that be okay? And what do you think they're going to say to that? Right? Do they not want you to earn a five star review? Do they not want you to do these things? Right? So you're not even asking for the five star review, you're not even asking for a referral yet. But you are defining what success looks like. You are conditioning them, you are training your process and setting expectations. Okay? And this stuff is super important you guys, because AI right now, AI can find companies, it can compare options, it can help homeowners get quotes, it can do all this stuff. And what is AI looking at? Are they looking at the fact that are they going to your nighttime jobs and comparing your lighting design against the neighbors? No, they're, they're looking at Your digital footprint, they're looking at how good of a marketer you are. That's really what's happening here. The best outdoor lighting company isn't always going to win this game. The best marketing company is going to win this game. So when AI searches for best outdoor lighting company near me, it doesn't matter if you've been around 20 years, if you have less reviews and less digital footprint and you're not active on social media and all these things, you're losing the game. And that's what we're going to see over the next few years here. We're going to filter out the good and the bad. Not based on your experience, not based on how good you are at design or how good you are at install, but the companies who invest in solid marketing and, and that digital footprint are going to win this game. So I just want to share that with you. Use that line, okay? Use that line. This is how we're going to measure our success. And if we, if we over deliver for you, you know, and we, we'll know we did a good job by earning that five star review and that referral. And what's cool is you say that throughout the whole process. So initial phone call when you go and meet with them, on the lighting design, the installers say it, the, the follow up, the nighttime walkthrough office manager a couple weeks later and eventually they already just have it ready. Hey, just so you know, we already did that five star review. Also, my sister was asking about lights. Here's her number. Already. Already connected. You guys on a text, whatever it is, you don't even have to ask because they're already conditioned on what your expectations are.

Emory Allen makes premium LED lamps for lighting professionals who demand the best

All right guys, that's enough about that. But I do want to, before we have Ashley on, I do want to thank Emory Allen and I forgot I did have some music. Oh, there it is. I mean, just like we were talking a little bit ago, if you've been listening for a while, you know I care about the client experience. It's an easy way to differentiate yourself from your competition. So don't let a bad lamp ruin your client experience. Emory Allen makes premium LED lamps for lighting professionals who demand the best. Don't settle for less. Upgrade your designs and installations today with Emory Allen. Remember, it's what's on the inside that counts. Just reach out to tom gmeryallen. com to learn more and take advantage of their contractor pricing. Don't forget to mention lighting for profits and get that discounted contractor price Just email tom g@emryallen. com Tom G will be at Light It Up Expo, the platinum sponsor. Thank you, Emery Allen.

Brian Lee welcomes Ashley Bissing to talk marketing on the show

All right, guys, I'm excited for today's show. We got, Ashley in the house. Let's get the intro music going on and we can talk some more marketing. What is, up? What is up? Welcome to the show. Ashley Bissing.

Brian Lee.

I'm excited to geek out on marketing. Are we going to do that today?

Let's do it. Why not?

Well, do me a quick favor. You've been on the show before. you've even been to Landscape Lighting Live, Light It Up Expo. You're making the rounds, building the name in the. In the lighting industry, which is cool, but just cool. Quick intro on who Ashley Bissing is.

So I. I'm Ashley Bissing. I own One Love Social. It's a social media agency that specializes in home service businesses. But, like, a big chunk of our business and clients is in the lighting world. So, that's how I've become so familiar with Ryan and, you know, outdoor lighting, permanent lighting, Christmas lights. It's of kind of been our thing for six years now. And I also. What a lot of you don't know, who do know who I am is I actually started my own lighting business this year as well.

We definitely got to talk about that. I'm like, what are you doing? Have you not heard the horror stories? Are you sure you want to start a lighting business? You know, something I think is really cool, I've shared this before is we didn't really even know each other that well. and you saw what I was doing and you bought a ticket to Light It Up Expo. Or not. Sorry. Back then it was called Landscape Lighting Live. And, I was like, dude, that is so cool. Because at the time, you were not starting a lighting business. You still don't have a landscape lighting business. But, I was like, man, that is way cool. It earned a lot of respect on my behalf because a lot of vendors want to, like, kind of jump on our bandwagon and, like, ride the coattails and like, oh, yeah, hey, we want to get in front of your audience. And it's like, but what do you know about them? You know? And so you buying that ticket, you didn't ask for a discount. You know, it was just like, no, I just saw, like, the ticket came through. I'm like, what did you know? You bought a ticket. And, I was like, yeah, I want to get to know the audience. I want to See like how they think and what their challenges are. Like, that was, that was epic. And I think everyone could take a page out of that to be like, okay, this is how you get in your customers heads. This is how you understand your avatar. And so that was cool. And then now you started a lighting business. Is this to get in their heads even more? Like what's going on?

Yeah, you know it is. And thank you for you know, for noting that I did go to your landscape lighting live 2023. I still have the shirt. You know, part of the reason I did is just like what you were saying is to get into their heads to understand, you know, the troubles, to understand the pain points. Because as a marketer, you know, how am I supposed to help you if I don't know what you're struggling with, you know? So, it was important for me to do that and I'm really glad that I did.

It's been cool to kind of see you move through the ranks and you know, make a name for yourself and get traction and just help so many people out. I know we don't, I don't really keep track of how many people are using you in our program and stuff like that, but I know several that are super stoked, had an awesome Christmas, light season. And it, it's pretty cool that social media exists, that we can, they can do that. My whole business is built on social media. You know, like when I introduce people myself to people here in Utah, they're like, so you do what? And I'm like, yeah, no, I have one client in Utah. It's like a nationwide thing. I'm like, oh yeah, well how do you, how do you get in front of people? I'm like, social media. And I don't even know that I'm an expert yet. It's just, it's crazy how it can connect people.

Every business is using social media now. And for some people it works better

What are some things that you've seen, where social media works better for others? I mean you got tons of different clients doing permanent lighting, holiday lighting, landscape lighting. And it seems like for some people it works better. Some people it doesn't work as good. Are there certain things, like I was talking five star reviews, like is there things that they need to like, know that is on them versus the agency that they're hiring?

Yes. So it's, the social media world right now is, is very different than what it even was like two years ago. And it used to be you could kind of get away with slapping a logo on a, generic picture and you calling it a day. But now, I mean, every business is using social media now. It's just like, who, who can stand out the most and who's going to put out the most engaging type of content? And when we are signing like, ah, an organic social media client, we. I tell them, you know, when they're filling out the forms and they're just even having a discovery call with me, I let them know right away. I'm like, can you commit to at least an hour a month to create content and send to us? Because if you can't, we're not a good fit. And it's a good way of screening people. What I've also realized is a lot of people are very nervous in front of the camera. But it takes two to tango at this point where before you really could just maybe have a va do it. You know, you could just say, oh, somebody else could do it, but you can't do that now. It has to be real. It has to be, you know, whether it's coming from you, the business owner or your team.

Working with a social media agency is cheaper than doing it yourself

And I could talk a little bit about that too. people want to see real faces, real installs. They want to see behind the scenes of your business. And the only way that's going to happen is if you're working with the social media agency that's helping you do this or you're doing it yourself and that's okay too, but you gotta do it. It's different.

Yeah, I know for me personally, when I've tried to do it myself, like the first month is fine. Cause you're like, oh, I dedicate an hour, I batch record and then I send to an editor, whatever. But then the nice thing about the agency is like, you just show up and like, here's the hooks, here's the script. This is what we need you to do. And it's like, it's scheduled, it's intentional, and you know, everyone's trying to save money. I'm like, no, if we make our customers worth more, then I can afford to pay you whatever you, whatever. Not, whatever you want. I mean, you want a million dollars a minute, right? But like whatever you need to provide a valuable service to your client. So what you said like an hour? They do an hour a month or a day a month.

An hour a month. And really, Maddie's. Maddie is on here. She's my content manager. We give them enough stuff to do that we're set for a couple of months. Because look, we work with small business owners we, whether we like it or not, we all wear many hats. You know, even though we've graduated and we're not wearing all of them, but we still wear many of them. So it is a lot. But at least when you come to One Love Social, we try to get as much as we can all at once so that you can chill and do your thing, grow your business for the, you know, for the next quarter. And then we'll come back and say, hey, we go on some new stuff from you.

So you're having them record, like, is it out in the field? Is it like, in their office? What, what's teleprompter?

No, no teleprompters needed. Because, you know your business, you know, you don't need a teleprompter to say why you're the best. we'll send different, like, FAQ type questions, questions that your customers want to know. We, we have a lot of fun with, like, the trending reels and TikToks. So we custom pick them out for our clients. We go, okay, this is what we like about this and this is what we want you to do. This is how we're going to represent you and your team with this particular trend. So we, we send a bunch of different types of content requests and then, you know, we, we, we take it from there.

That's cool. I mean, an hour a month, it's. That's pretty awesome. And you guys will cut that up.

How often are you posting for your clients on social media

How often are you posting? Let's, let's just talk about organic for a minute. how often are you posting for them each week?

It kind of depends. I'd say most of our, like, lighting clients and home service clients, it's usually about three to five. Three to five posts a week.

Okay. And you mentioned their team. It doesn't have to be them. Like, do you prefer them getting, like, just in the field shots and have their team record stuff and like, give.

Us some ideas there, you know, in a. Here's, here's kind of like where we are. I, mean, I have my team also take, you know, videos of themselves as well, like in, you know, doing their social media thing. I think every employee now, part of their description is documenting the work is social media and, you know, whether that means paying them an additional 100 bucks a month. Maybe it's 150, maybe. Whatever it is. But having that be a part of what they have to do will really benefit you in the long run. And to answer your question, doesn't have to be the Business owner, It could be anybody in your team. It could be a paid actor. You know, I mean, we're experiencing, excuse me, experimenting a little bit with paid actors on our end because we do know it's tough to get, you know, business owners to send videos of them. But however we can do it, however you can do it, you need to get your brand out there and it can't be generic anymore.

And what's the purpose? Like, what's the purpose of them staying relevant? Like you said, everyone's doing it now. So, like, is it just to keep up or is like, are you trying to do things that make them stand out, go viral? Like, is it to get more followers? is it to get more likes? Is it to stay in front of their existing clients? Is it to gather more? Like, what. What's the purpose of doing all this content?

It's for everything. You mentioned it's not just one purpose. You know, your social.

Me.

First of all, your social media is like, people are visiting social media more than they're visiting your website at times when people are looking up, hey, do I want to work with this person? You know, do I want to work with Ashley at One Love Social? Oh, let me go look her up. Ashby Jammin on Instagram or One Love Social on Instagram? Then you start to see, okay, these are okay. She's okay. It looks like she's doing what she preaches. And that, that's, that's one reason. Another reason is social proof. So you can highlight reviews that people are leaving you on Google, on Facebook, on Yelp, and, and posts. it's good for existing clients because it makes them feel like, oh, wow, you know, I've chosen the right company. I really, like, know and trust them. And when you offer a new service, who do you think is going to be one of the first ones to come and, you know, get that new service is probably going to be the people who already, like, know and trust you and follow you. So I think it's. Social media is not just like one. You don't do it for just one reason. And in the long term, when we're playing the long game with social media, social media will eventually bring your cost per lead down because. Because it's a warmer audience. So over time, and they're. The warmer audience is going to start seeing your ads as well. It's going to bring your cost per lead down and you're going to, you're going to be getting lead in because they saw a certain post, because maybe one post Went really viral in your area or it's been shared so many times in a Facebook group. But that's what we've seen. Our clients that, engage us for Facebook ads, the paid ads and social media, they do the best. Hands down, they're the ones getting messages all the time on Instagram and Facebook about their services.

as opposed to the ones that just do paid.

Yes.

Yep. Now I've seen that too. So I guess how do you figure out, the strategies so organic is that mostly like, hey, this is who we are. Like, building trust. And then paid is more call to action. Like, hey, you should probably book a call with us, schedule a visit, something like that. Are the strategies different?

And paid can be fun too, you know, paid could also be a trending reel, you know, but we just put some money behind it and then say, oh, tap the button, get a quote. I mean, aren't we amazing?

The trending rules are so good because we all know what they are. Like, they're the thing that stops the scroll and you're like, I want to see what happens. Like, this guy is about to get hit by this car, fall off the cliff, do whatever. This girl's jumping out of a garbage can, whatever it is. Right. And then like, and, and then all of a sudden it's just like stitched in the new thing. I. It's. It's kind of awesome.

Yeah. And AI makes it a lot of fun too.

Ryan Lee: What kind of lighting gets the best results on social media

So one thing that we've been experimenting with and it just totally like killed it for our Christmas light, clients, this past season, literally like a week ago, is we're doing like a hybrid approach where we're using real people and we're also using AI. And that's been very interesting and it's brought in a lot of leads across the United States. So I think there's a place where you can marry both.

And that's, that's been for Christmas holiday lighting.

Well, for a lot of different niches. But a lot of leads came in from our AI and AI Facebook ads.

So we have Christmas permanent landscape lighting.

Those are like my three, like main categories is rank the order. What, what gets the best results on. Let's call it Facebook and Instagram. Permanent that gets the best over holiday.

Dude. We had some clients who refused to even do temporary light ads because their permanent ads were doing amazing. I, I would say permanent. I. Permanent just because it's super consistent. Once we, once we get it locked in, like it's very Very, very consistent. Like year round Christmas, lights, because it's such a gimmick. Everybody loves Christmas lights. You get a lot of people a lot of interest in a very short amount of time. I'd say landscape lighting. Landscape lighting is a little bit tougher, but, but it's also consistent. It's just not as many leads, but they tend to be higher quality leads and you know, it's a slow burn. I mean, what I'm thinking of one of our mutual clients that we have. I remember I talked to him, it was like three months and he's like, man, I know we're getting the leads, Ash, but like, we just haven't closed any yet. And you know, I just said, you know, it just takes one, you know, he texted me, this is just so funny how it works out. he texted me the next day in Slack and said, I just closed a $25,000 landscape lighting job from Facebook ads. And I was like, really glad you stuck it out.

That's. I mean this is the scary part for marketing, for people because like, what if you're into something? We're talking social media ads right now, but what if you are into it like three months and you're like. And I don't know, because if it doesn't work, obviously you want to cut it off, you don't want to go 4, 5, 6, 10 months. But like a lot of people do give up too early. And then like that next month was that was going to be the payoff. You know, you've now been in front of these people and you can go in the back end and see like, okay, how many times on average have people seen this ad, right? And if they've seen it like 162 times and they haven't done anything, then it's probably a bad ad or something, right? We don't know. But, sometimes they just haven't seen it enough, you know, and so it's like, okay, now they've seen it five, six, seven times. they're going to call now, now's the time. So I think that's the key that I'm trying to, the message I'm trying to get out with landscape lighting is, understand guys, it's top of funnel. And the holiday lighting and the permanent lighting, they have some magic that landscape lighting doesn't have. Like the seasonal, seasonality. And like, oh, there's all this FOMO and like, oh, my neighbors are getting everything else. And this is actually why I still love landscape lighting, because it's still protected. It still has massive, massive opportunity that hasn't been taken advantage of. And there's going to be that time where it spills over and people are going to complain and oh my gosh, it was, it wasn't until that Ryan Lee guy came around and then it got flooded and they're going to blame me, whatever. But there's so much opportunity to happen because it hasn't like tipped over yet, whereas these other industries have. So I'm grateful that it's harder to get leads. Right. But you have to treat it differently. You can't just be like, hey, let's get married. Like, you gotta, you gotta ask the girl out. You gotta take her on a few dates. You know, like that's what that's about. And people are, you can ask someone to get married in Christmas lights. You can ask to get married and permanent like them are the hoes. So you could, you could just go right in for the kill there. But landscape body is a different beast and people just aren't treating it the same as these other lighting industries.

Wait, can I go get my hat that says Ho Ho? Huh?

Ho. Yes, please. Them are the hoes. Wait, I forgot to ask, like, how far away is this hat? I don't know if anyone else could hear that, but I could hear yelling in the back.

All right, so I don't know if I should keep talking

All right, so I don't know if I should keep talking. All I have is questions for Ashley. It's a live show, Ashley.

Well, I know I always do weird things on these things. How great is this?

Oh, I love it. Ho ho ho. I love that.

Most lighting clients don't even have Instagram or Facebook accounts

Okay, so I guess what else do we need to know? Okay, Instagram, Facebook, tick tock, YouTube. I feel like you, you stay in the Instagram Facebook lanes. Is that right?

Yeah, that's right. But it doesn't mean that we won't go into Tick tock, or YouTube. Most of our especially like lighting clients don't even have those accounts. So they, they should. And if they did have those accounts, we would love to post on, on YouTube and TikTok.

I've gotten leads. I don't even have a landscape lighting business. I have a landscape lighting channel. And I'll talk about whatever, you know, random stuff. But I've gotten leads for people on TikTok. Yeah, literally, they're like, oh, that's so pretty. Da da da da. Do you work and, I need to follow up. I don't ever follow up. I don't have like an incentive, whatever. I just like, hey, is anyone in our Program in Michigan. Is anyone in whatever, you know? And I've gotten leads. And like, I remember one guy said, because I was like, I have no idea. These guys might live in a trailer park. They might live in a $10 million state. I have no idea. And they're like, dude, that's. I, I just met with them on Zoom. This is a serious job, like a five million dollar house. I'm like, dude, you imagine if I get this like, tick tock lead and I'm not even trying, can you imagine.

What happens if you tried?

Yeah. So I just, I just see so many people, missing out on, on these opportunities.

How do we come across authentic on social media

So, all right, what are some common problems that you see that people are making, whether they're trying it on their own or they're hiring an agency? Like, what's not working?

I think what's not working is when you're not being authentic, when you're trying too hard to sell, especially organic, you know, you can't sell, sell on every post. I think that's a big misstep. Like, make it engaging, make it more about your team and you know why you guys are so great, what your customers are already saying about you. and I know I mentioned this before, but logos are out, man. Do not put logos on any of your posts or reels.

What does that do?

Don't be fake. It just, just screams corporate. It screams not cozy, it screams not local. It just, it screams like I'm m a business and I don't. And I'm not a person behind the business.

So how do we become authentic? You know? Like, I think because most people don't want an, like I'm the same way. I don't really want to post on social media. Like, the authentic me just wants to go like hide and never talk to anyone. So like, how do, how do we like balance that to be like, okay, I'm doing this for the greater good because I know I have a badass lighting company and I need to get in front of these people and like brainwash ourselves. But then how do we do that and still come across authentic? Knowing that if like, I'm naturally kind of a boring person and I don't have a really good personality. Is that when you hire the actors? Is that when you like, like what can you do to be authentic?

That's when you lean a little bit more on your team. Lean on your Gen Z's in the team that are excited to be here and always on their phones. think a little outside of the box. It doesn't always have to be like, you know, like a, like a talking head type video with your phone. Here. You, you could just, you could be on a job, you know, and you, maybe you are boring, but maybe it's just a voiceover that you're doing. Hey, like on this job, man, this was crazy. Like, you know, did you know that you can't put lights under here? And here's the reason why. And, I, I mean, you can make just about anything feel authentic. You don't, it's not, you don't. Authentic doesn't necessarily mean vulnerable and like, talking about like personal life and stuff like that. Just make it about your business and what people want to know. And ChatGPT is also your, your friend, you know, ask Chat GPT. Hey, give me a couple ideas that I can use so I can come across authentic on, on social media.

The top videos that go viral are the ones that are funny

So how do you guys come up with ideas? Because the, the top videos that do go viral, they are the ones that get shared. They're the ones that are like, this is so funny. This is so cool. This is so interesting. this is like, wow, I, I never knew this, you know, whatever it is. And as you're talking, I'm thinking like, of a video that could be like a voiceover. And the guy, if someone's just like super boring, that like, that might be hilarious, you know, like, lean into, be funny. But it really is because this guy is so boring talking about this thing. So how do you guys come up with ideas to, to help these people's content get seen by more than 22 people?

Well, we don't, you know, we, we don't guarantee people are going viral. And the goal for us is more for your local area for people to know you and your, in your, in your local area. But we jump on trends really quick. We sometimes will start our own trends. We have our little social media meetings every Tuesday where we just go over, hey, this is what we're seeing on our feed right now. That's working really well for other small businesses. How do we make this work for our lighting clients? How do we make this work for our trash can cleaning clients? and then we all sit here and have conversations about what we like to look at. And then we'll, you know, we'll come up with our own concepts as well.

Yeah, what are, what are.

Some of it is trending reels. You know, it is social proof and we love when, clients get video testimonials from their customers. You know, so we, we use that too. That's very visual. People love those because it's somebody just talking about their, you know, their experience. And then usually we'll show a video or pictures of whatever the install looked like at the same time, the same time that they're talking. So those do really well.

Yeah, that's cool. And then when, when they do test testimonials like, do you have any advice there? Do they give them prompts? Do they just ask them questions? Does it have to be professional? Could it be on their iPhone with a nice mic or something like that?

We, we honestly just tell our clients to do everything on your cell phones. That's when it looks the best. That's when it looks authentic. I mean if you have a nice camera that you actually know how to use. Yeah, use it. But iPhones, Androids, they're just, it's, you know, they're just so good now, like the quality. So you should use it. Mics are preferred and I feel like that should be a part of like everyone's tool belt. You should have a mic on you that's charged at all times. But if you're in an area that's kind of quiet and, and you can speak loud, you don't have to have a mic, but a M mic and keep a tripod with you as well. That's something you should like just always have in your truck.

Yeah, I mean, we had John Eastie on the other day and we were talking video. I've got like these road mics. I mean you can get. There's lots of different brands now that have decent mics that you can just plug into a phone. That's better. Again, if there's like some exterior noise or something like that, if you're in an indoor environment, you actually don't even need one anymore. But for sure, like the phones are, the cameras are amazing. So I think people do over complicate it. They want it to look so polished and professional. But I think there's a lot of evidence that some of the best performing social media videos were filmed kind of like on the fly. They weren't. And some of them were heavily produced, but they didn't go intentionally with the nicest equipment.

Which is very intentional. Yeah, because then it looks like an ad, you know, and I still believe there's a place for ads that look like ads. I mean we still, we do them but coming off local, coming off approachable and maybe even though you, you can afford to have a crazy photo shoot. Right. It actually might be better if you just use iPhones to make it feel more local.

Tell me about your Christmas light business. You said, I guess a few months ago

Tell me about your Christmas light business. What the heck is going on? I. You said, I guess a few months ago when I saw you, maybe it was six months ago, like, yeah, I'm starting a Christmas high business this season. I'm like, what, what, what was. What are you doing?

Oh, well, I don't now I did it, so I'm really glad I did, but I don't know if I. What I know now I don't know that I would have started it because I had to go. I went through so much, like, but I'm so glad I did. I wanted to do this over like three years ago. So, you know, I've been in the lighting industry for a long time getting, our clients a lot of leads, pulling in a lot of revenue for them. And you know, I'm just kind of watching them and I'm like, man, you know, what if I did a Christmas light business? And I had a couple clients that were local in my area, you know, a couple years ago, and one of them we worked really closely with, we helped him bring in, you know, 165,000 in revenue his year one. We closed for him as well. And like, that's when it, that's when I was just like, I have to do this. Like, I will be so upset if I don't do this. And I. This was the year that I finally pulled the trigger. I did start actually a lot later than I anticipated. I started the, the second week of October. But that's not bad for your first.

Year because most people that start their first year start like in Thanksgiving.

Oh, really? Yeah. No, we didn't.

You already knew. You already knew.

Yeah, yeah, it felt late. But, our, you know, we had our marketing on point, so that was, that was great. we had our follow up game. We used high level, we also used, something called Builder prime, which is awesome. So we, we did a lot of things great. I think the one part that I underestimated was the labor. But that is a lesson learned. And apparently we're not the only ones. When I was talking with some of my clients, I was like, kind of embarrassed. I'm like, oh, man, who knew all these subcontractors are so like loosey goosey and maybe they'd show up, maybe they wouldn't. this guy's putting staples in this tree. This guy's lights are falling down. Like, I thought it was just like an Ashley thing, but I actually talked to a lot of clients. And it seems like, you know, not every team is perfect, like on the labor side. So it kind of made me feel a little bit better.

That's. That's the hardest part of business right there. Yeah, the fun stuff, the marketing, the sales. I mean, at least for me. Right? But yeah, like, trying to build the team and, make sure people show up and quality control and all that stuff and make sure they have an incentive to do it right. And who's going back and fixing it and. Yeah, that's. That's the biggest headache. did we forget to. We forgot to tell you about that part.

I just didn't listen. I just, like, this is going to be easy. Oh, my gosh.

165K. Let's go.

Talk to us about the remote closing process for landscape lighting companies

So you kind of just casually mentioned, like, oh, we, you know, closed for him. Talk to us about the remote closing. Like, I think m. You know, when I had my lighting business, for sure, all landscape lighting was done in person. And even back then, this was pre2019. I would just go, someone, wanted a quote. I'd go do Christmas lights. But I hear so many people doing this now where, like, you don't even go meet with them. How does, how does that work?

Yeah, well, I think we helped put this on the map. We, we've been doing this for about three years now. And it's, it's a virtual quote. So when the leads come in, right, from Facebook and Google, we're pulling addresses, and, we, we go ahead and look the addresses up on Zillow or Google Earth, pull up the home, draw up some lights on it, give them a couple options, and, you know, send them a quote via text message and via email pretty instant.

So you don't even talk to them on the phone. They get it. They send in a message, you send a text, hey, good news. We got your quote.

Literally. Now, don't let me fool you. There's. Yeah, I would say maybe 10% of the conversations ended up on the phone at one point because it was just a lot to go back and forth, like with my team. But yeah, virtual.

If they have questions, it's like, yeah, what do you got? Let's jump on the phone.

Yeah, yeah, let's. Let's just knock it out. But it's great because people love being on their phones. I mean, they filled out the Google form, right? Probably from their cell phone. They're filling out Facebook forms from their cell phone. So if you're able to get to them right away, I mean, you got Them and we sent out, you know, tons of quotes. And you know, in the past, this is our third season, but the past two seasons we closed just under a million in revenue for our clients. And this is, that was just between 20 clients with virtual quotes. So I, I love virtual quotes. I did it for my lighting business. I had a full timer here in the States that ran my virtual quotes. Laura, she absolutely killed it. But I also did in persons too. So I did like a hybrid, more so because I was convinced that virtual was better because that's just what I knew. But we, we had a much higher close rate with the in person quotes and those quotes on average were a lot higher than what we were getting virtually.

What's the. Yeah, what's the largest? I don't know if you know this like the largest virtual quote and like the average virtual quote revenue wise.

So the largest that we've done was probably around 9,000 for a virtual quote.

So sweet.

But that is the average, that's the outlier.

Our average for my business this year was about 1700 for virtual.

For virtual. Do you know what it was in person?

John had. Maybe I'm wrong. Wait, I think I'm lying. Our average for virtual was about 1500 and our average for in person was 2,500.

Okay. Yeah, I mean it's still 1500 dollars for, for virtual. And I'm. I don't know if you did this this year, but you might get better at it with. When you get better people and stuff like that. I'm sure there's opportunity for upsell. Like hey, while we're here, if you want we can throw some lights on this crate Myrtle and like do these bushes. Oh yeah, I wasn't sure on the, on the phone she said she was. But yeah, you know what? Yeah. While you're here, why don't you go ahead and throw those in now. It goes from 1500 to 2000 or something.

Oh my gosh, I can't wait for the upsells. I literally told my team though, don't. Because we were all brand new with this. Like my John, I love him. My, my in person quoter. You know, this was his first year, minimal training, but he did great. At one point he was just putting lights anywhere on the house. I was like, wait, that doesn't even attach anywhere. How are we supposed to put it there? And he's like, I don't know. I guess you're going to figure it out, you know. so, so moving forward, I. There's a lot of upsells that I want to do. And but it was a good, it was a good first.

You did both virtual and in person quotes for your first year

It was a good first year. And I do believe. I love, I love my virtual quotes, but next year I'm going to probably throw more into my in person, funnels to get the in person quotes.

Yeah, it's, it's an interesting case study because I love in person. But if, if, if I, I could be convinced to change if the numbers worked out to say, yeah, it's only 1500, but then our average upsell is 500 and we're not sending a salesperson out. And the average quote takes 45 minutes when you consider drive time. And like, if you made that case and it came out to the virtual ones, I'd be like, dude, that's what we're doing. And then if someone, someone wants to spend over, you know, you could tell, Maybe it's a $5 million house. Those ones get into the in person or, you know, I'm sure there's some.

And that's kind of like what naturally happened. Like in our funnel, you know, we'd send out an automated text message about our process, what we do. And we say, hey, by the way, we also do in person, not necessary, but it's good if you have, you know, a larger home, you know, or larger roof line, multiple areas, or if it's commercial. So I still would like to do. And so what ended up, it kind of worked out this way. Like we had like $5 million plus homes that we were going to for the in persons.

Sweet.

And commercial for the in persons. There was, there wasn't that many that were like, you know, smaller homes that weren't really worth it.

Do you guys do it to, what's, what's the landing page? Is it a Facebook form? Is it go to a landing page? Does it go to the website? What do you guys send them to?

So we did both. We had a, ah, landing page and a form. Both work. Both work. the form always tends to get like, higher volume. although our landing page did pretty good too. Honestly, we just go with whatever works the best at the time. And for my business, both worked really well.

What types of budgets are people spending for permanent lighting and landscape lighting

What types of budgets are people spending for the permanent lighting? Christmas lighting, landscape lighting.

We kind of tier it like if it's, if we're talking season. So September, I tell everybody minimum, a thousand. October, I'd say 2000 and November, you know, maybe 2500, 3000, like minimum just to keep up because it is getting saturated. There's a lot of competition out there, so you got to get a lot of views. But this is more for, like, you know, seasonally. Now we're talking like year round. If somebody's on here thinking, okay, well, what should I budget year round marketing for permanent lights or landscape lighting? I would say you want to add budget of at least 1,000 in your area. I would say at least $1,000 for every million people in your area.

Okay. I mean, it doesn't seem like that much. Is there, is there value in saying, okay, well, I just sold a $25,000 job. Let's up it to 2,000. Does it scale like that or have you not. Have you not. Have you seen there's a spot?

I don't know that I've. I don't know that we've messed around with budgets much higher than that, especially in landscape lighting. just because somebody came in, right, and they were a 25, 000 job, I, I don't know that that necessarily means now let's double it. And what if it's, you know, you, you could. But I, I think we would look at a couple other things. Like, let's look at the ad that actually brought them in. What was the ad id? You know, what platform did they come in on? And really look at the ad that that $25,000 customer came in on and then double down on that.

Ashley One Love Social runs Facebook engagement campaigns for small businesses

Have you guys ever ran ads just for likes, like to build awareness or to build an audience? Or is it always going, like, straight for.

We're the, like, yeah, I feel like I'm like the like, campaign queen. I've been doing this forever. we don't do it for every client. you kind of just need like a little extra budget. But I love a good old Facebook engagement campaign. And the only objective is to get people in your area to like your page, to like and follow your page. There's a lot of value in that. some of it's a little ego driven too. I mean, we don't like to see that it's just mom and dad on our pages liking our stuff. You know what I mean? But most of our social media clients have like, you know, a thousand plus followers. And it's because not only are we doing their organic stuff, but we're also pushing people to like their page. And so then the, more people that like their page, the more that Facebook and Instagram push their content to them, the more likely they are to see their content and stay top of the line.

I mean, dude, in the past, I was. That was a hard sell for me. I had marketers pitch that to me. I'm like, no, I just want a freaking lead. I pay you money. We get leads. I'm a different person now. I'm more mature. I understand things in a different capacity. So I totally get what you're saying. So what's like, how do we convince a business owner to do that, to not just go straight for the lead, but, like, let's build engagement here?

Well, I put on my Ashley charm, and I say, well, what if we just do $3 a day? I promise we'll get you some new likes, and it's really going to help. What do you say? Because it doesn't have to be a crazy campaign. And usually they are like three bucks a day. You know, it shakes out to about 100 bucks a month. we could always be more aggressive with it, but I. To me, I just don't think it takes much convincing. And, you know, and I don't even think some of the clients that we're doing these, like, campaigns for, I don't even think they realize it, you know, because it's just such a small amount of money that we're putting towards it. They've given us a budget. They're like, the budget's like 2,3000. So we go, okay, that's the budget. We'll take a hundred. We'll use it on the light campaign. They're. They're super happy. They're getting the follows. They're getting the messages.

Yeah. Very cool. Hey, I almost forgot. Light It Up Expo.

Yeah.

Are you coming?

Yeah. Although we're not sure what I'm doing. I'm gonna be there. I'm speaking.

I think Ashley's gonna be there. She's gonna be speaking. we. We think she might be a sponsor. Might have a booth. We don't know. We're gonna talk after. No, but Ashley One Love Social is going to be there, so make sure you guys come hang out with Ashley. she was there last week or last year supporting us. And, we did, last year we had a marketing panel that she was on, and, that was awesome. So appreciate you always being part of everything we're doing over here at Landscape, Lighting Secrets and Light It Up Expo and all this stuff. So thank you so much for that.

Yeah, thank you for always inviting me. I. I love being a part of.

You have, like, the coolest following. Thank you for saying that

You have, like, the coolest following. I mean, you know, there's a lot of amazing lighting Coaches and, and, and distributors. But, like, I think out of all of them, you have my favorite following.

Like, well, duh.

Yeah, they're all like, just, they're, they're cool. They're really smart business owners. They kind of. They get it. ah, all very interesting to talk to. Just like, also, like, on a business level, like, I, I love your people, so I just want.

Thank you. Thank you for saying that. We had a blast at Secret Summit. And then we had Greg's. The luxury illumination. Was it 5 or 10 year? I don't even know how long he's been in business. I think it was a 10 year anniversary.

Yeah.

M. And, your friend Shelby was there. Pulls out the phone all. And Greg's, you know, of course got the best audio. And so we were. We had a mini dance sesh. And it was hilarious because Shelby was just like, I thought these guys were a bunch of lighting nerds. You know, it was so fun. So I, I can't imagine not. I mean, pretty much everywhere I go, there's an impromptu dance sesh. So I, I did love that, that you guys incorporated that to the, the party there.

Yeah. Now we're gonna. I'm taking Shelby with me, by the way, in. In March, so we're gonna have a dance show.

Yeah. That's basically mandatory at this point. It'll still be impromptu. It might happen once, it might happen twice.

I don't even know where it's gonna happen, to be honest.

Yeah, anywhere. Yeah, we. It happened in Greece. I was in Greece, and all sudden we're at a restaurant, we're dancing, and everyone's drunk and doing stuff, and it got wild. It got wild.

Yeah. You know, nerds can dance too.

Yeah. Lighting nerds, unite. Be there in Orlando, guys. Light it up. Expo one, Love Social. Ashley will be there. it's a good time. You know, we try to. We try to. Obviously, I take this so serious. I probably take it too serious because I stress more than I probably need to. I want everyone to have such an amazing experience. And an experience isn't just a trade show. It's not just a good speaker. It's not just having fun. It's all of it. It's really incorporating this to where it's like, hey, are you in a buying state? Are you in a state of buying into? Like, I. I'm gonna take this knowledge and I'm gonna apply it. Right? And it's not always just like, okay, let's, you know, let's get serious. Like, this is all serious. Like you gotta have fun, you gotta loosen up. It's about relationships. And that's what Light It Up Expo is about, is like getting to know each other on a more intimate level. It's a, ah, we'll have a couple hundred people there. So it's, it's bigger than like a landscape lighting live, but it's still very intimate. Tons of hallway discussions. we got, we're feeding everyone, lunches, we've got some dinner, VIP options obviously. But even if you're not the vip, like people are going to be congregating, going out to dinner and this is, this is where the magic happens. And I, I feel like I missed out on so much opportunity. When I had my lighting business. I just had my head down. I didn't go to any of this stuff and well, it didn't exist because I started it Lighted Up Expo last year. I wouldn't have gone. I literally wouldn't have, I was just like too stubborn and like I don't have time for that crap. And so I, I don't blame people for, for not wanting to come. But I challenge you. Get out of your comfort zone. Come one time. If you hate it and it sucks, then you can hate it because it sucks. But it's not going to. You're going to meet new people, you're going to get in new circles, you're going to get inspired, you're going to learn from Ashley's mistakes as a first time Christmas light business owner on who not to hire.

There's so many good things that'll come out of it

There's so many good things that'll come out of it. So I just appreciate everyone's support. Thank you Ashley and One Love for you guys. Doing an awesome job for our clients and for showing up and being part of the movement. Look at that. See that?

do you plan that, One Love?

Dang, you are smooth.

Ashley Bissing is the founder of One Love Social Media

All right, so if people want to get a hold of you, what's the best way to get in touch?

set up a call with me on on my calendar. You can find that link on my personal Facebook page, Ashley Bissing. It's public. You can find me on Instagram, Ashby Jammin. Or you can just go to my website, One Love Social Media. I think I also own onelovesocial. com so you could use any of that and jump on a call.

We'll find out. All right, well, thanks Ash. Appreciate you coming on.

Thanks for having me, Ry.

Okay guys, reach out to Ashley at One Love Social and come, hang out with us in Orlando. See you everybody.