Unknown Speaker 0:01

Hello, everybody, welcome to building my legacy podcast today I have with me JC Granger. He is the founder of infinity marketing group. He does digital marketing and does a lot of work with lead generation and those of us who struggle with lead generation, love the types of JC. So I am eager to hear what you have to teach us and share with us about lead generation and how you work with companies. So it’s all yours, JC.

Unknown Speaker 0:37

Um, well, I mean, I guess I’ll give you a quick overview. You know, I’ve been doing digital marketing about 20 years now it’s probably only existed a little longer than that at that ages me at all. But I bought my agency for nine years and you know, we didn’t really have a, a solid direction. You know, it’s the kind of the accidental agency, which is very common in agency you know, you start with one thing And the people keep asking for more stuff. And all of a sudden before you know it, you have an office and employees and, and a bunch of clients like, oh, wow, we’re an agency now. You know, so you know, we contract everything. You know, we’re a full service agency that mostly mostly specializes in the b2b tech industry. About 20% of our client base is completely random, which I kind of do that on purpose to keep it, you know, quote, spicy, so to speak, you know, just so we can kind of have a little bit you know, mix things up a little bit, but 80% of our of our client base is b2b tech. We started getting really massively into the more lead gen specific more recently, I mean, Legion has always been something we’ve done, but obviously, when you’re a full service agency, there’s a lot of value there that you offer a client, you know, there’s branding, there’s a long term infrastructure setups, you know, with websites and funnels, and all those things that are valuable in the short, medium and long term. But with the onset of COVID. What’s happened is so many companies are struggling that although they do under Stand the value of long term. It’s not exactly something that’s on their mind right now their mind is on the short term, how do we survive right now? How do we thrive and maybe gobble up some market share during these hard times? And so it’s very, it’s very focused on the near term. So we’ve really pivoted more towards concentrating on our more immediate lead gen capabilities for all types of companies but you know, against specifically in the tech industry, what advice do you give to companies for in order to help them maximize their digital marketing?

Unknown Speaker 2:40

Well, there’s the advice I would have given them before COVID sees my site give them now so I’ll answer both because you know, we’re not going to be in this forever. So I think it’s important that you know, some people might be listening to this after we’ve come out of the trenches, so to speak, to maximize your digital marketing when you don’t have a worldwide pandemic going on, you really need to focus on the infrastructure. So many marketing plans that I’ve seen are just a big house of cards. You know, they look tall, and they look big, but they’re very, there’s so many holes in the middle. And it’s a very shaky foundation. So for example, you might get a company that has a great looking website. And they have a, they’re doing a ton of advertising. The problem is, for example, that their tracking codes on their form fills are either not present at all, or they’re broken. And what that means is that, yes, you’re sending a lot of advertising and you’re paying for a lot of money for clicks and it’s coming to your website. And listen, you’re probably still making money. People are filling out the form your salespeople are talking to them. You’re doing fine. No, I’m not challenging, that your marketing is working. What I’m challenging is that most people’s marketing is not efficient or optimized. So on the flip side, if you had your your tracking codes down, if you really spent the time to build out an infrastructure in your website, and have, you know upsells and down sells if you’re b2c on e commerce, or if you took the time on b2b to have drip series campaigns for demos, if you’re a software company, or for you know, phone calls, if you’re, you know, doing it services, for example, people sometimes don’t take that extra mile. So what happens is, let’s say you’re spending 10 grand a month on your, on your paid ads to your website, you’re getting form fills, well, if you don’t know which ads are producing the most lead gen, then yes, you’re making money, maybe you’re spending 10 grand a month and you’re making 40 grand. So you’re saying, Hey, we’re doing great, we’re making 30 grand a month now on ads. But then someone like me goes in there, audits the whole system and realize that there’s no way to really track which ads are working the best necessarily. So we do a reverse analysis, go in there and say that 80% of all of your money is coming from 15% of your ads, which means you’re literally blowing 85% of your budget. You don’t even know it. Imagine how much if you were making 40 grand on it. And then I restructure it to focus on, you know, 85% of your budget into the 15%. That was working the best, you know, you could have a three, four times that, you know, using the exact same budget, not changing anything else. It’s like just simply adding these tracking codes properly. And I give that just as one example, there’s a million examples. You know, there’s going in an auditing email drip campaign series. And looking at the subject lines, I have a video that I put out about a year ago, about how to double the size of your business of your revenue, just by changing your subject line, because that’s an infrastructure piece, if you think about it, because a lot of people that go look, our emails are working, we have a 20% open rate. We have a 3% click through rate, and we’re making x and they’re just happy. But I go and I look at these subject lines. And I say, Well, if we changed it to this, I start split testing subject lines, all of a sudden you’ve got a 40% open rate. And here’s the thing about email, for example. Let’s say you send out an email and you make thousand dollars, right? I’m just completely random, round number. Let’s say you sent out an email and it resulted in $1,000 worth of sales, maybe your e commerce store or something like that. Okay? If you change nothing else except for the subject line, and the subject line that you change it to gets twice the open rate.

Unknown Speaker 6:20

What are your numbers now? Now you’re making $2,000 and all you did, because number if nothing else changes, then the numbers are going to set the conversion rates are going to stay the same, right? So if your open rate doubles, then everything else will double. Because Well, in theory Anyway, there are exceptions you can’t do like bait click style subject lines, okay, I’m not talking about the lie to them and you know, force them in to believing something from the subject line. That’s not the reality of the of the ad copy of the email copy. What I’m saying is if you actually are, you know, intelligent, intuitive about it, you actually just come up with a legitimately better subject line that is more intriguing and still relevant, then you’ve just doubled your sales. Literally by changing a few words in one part of one email now imagine doing that across all the emails in all your different drip series campaigns. So, again, circling back The point is, is that my answer for people, for companies, when you’re not in a big pandemic is look at your infrastructure. The details matter, right? Because these little changes can result in massive differences in ROI. Now, my answer for pandemic, how to optimize your your digital marketing, focus on the near term, as much as it makes me cringe to say that because I’m such a long term thinker when it comes to marketing it you know, you got to survive you have to do what you got to do. You know, when you got to do it, and right now we’re in a situation where if you you know, if you’re working like here’s an you know, we offer SEO because you know, we’re full service, but we are not concentrating on selling SEO, SEO takes months and months and months to gain traction. If you have a budget that you’re spending on SEO, and you’re not in a let’s say an industry where You can’t run ads, like if you’re in CBD, or marijuana sales, or even some sort of sometimes financial or legal. There’s restrictions, you can’t run certain paid ads. So you rely on SEO and social media and things like that, in which case, okay, keep doing that. But even then, I would say if you’re not allowed to do paid ads, or you’re very restricted, then I would say turn your SEO budget into an email marketing budget. Go buy a list, clean it first, go through some third party cold outbound software’s. There’s one that I like called mail, click Convert. So you know, I don’t ever recommend buying a list and importing it directly into your whitelisted system. You know, you don’t you don’t buy a list. Even if you clean it, you still don’t want to put it into your MailChimp or your HubSpot or your Marketo you’ll get you could get blacklisted across all different platforms because they share their blacklist to prevent people from hopping. So if you’re if you are relying on SEO for a lot of your business, that I’d say start moving that budget over to email Because email can have a very direct, very immediate impact, right? You get a bigger list, you cleaned up, you warm it up, then you import it. And then you’ve got because you know, you sent out an email right now you start getting replies pretty much right away, people click through pretty much right away. If you are someone who can do paid ads, for example, paid ad budgets, those are quick returns, right, you launched a campaign ad start showing up, people start clicking. So you can move, you know, anyway, the point is, is that there are certain things that you really want to focus on. If you’re b2b, go all in on LinkedIn right now. Right and do one on ones, you know, do outreaches to these individual people. If you have a Sales Navigator account on LinkedIn, you can laser target your demographic, you can target job titles, industries, locations, company size, you know, you name it. And so it would be really good if you’re b2b to be focusing on those one on one outreaches. You know, and there’s companies like you know, we offer a service that that takes that on at scale. It’s a done for you service. You could do it on your own if you have the resources and the time as well. But I really, I really encourage people to focusing on things that have more of immediate results right now, like paid ads, direct outreach, and email marketing.

Unknown Speaker 10:14

So, JC, I think one of the biggest struggles that I have and I think other people have is, how do you keep from being overwhelmed by all of this? I do know Sales Navigator I use it, I use it a lot. And then but you’re right, there’s a process that goes with it. And it is easy to become overwhelmed or you get busy with something else and you go Oh, my goodness, when was the last time I did it, you write and you run a go check your Sales Navigator you go Okay, I’m behind. Yeah,

Unknown Speaker 10:50

you know, um, there’s a lot of things you can do and there’s there’s software’s out there that will allow you to automate some processes. I’d be very careful in Because you can automate a campaign right into the ground just as much as you can automate it into success. The automation tools are out there. And there’s a million I mean, I don’t need a name and a because literally, if you just Google LinkedIn automation software, they’ll have about a million results. And they’re all pretty good. couple notes, though, don’t don’t choose any software that is plugin based. LinkedIn doesn’t really like that when you start actually plugging right into the browser itself. I’d recommend software that uses a cloud based technology where it’s really just running the browsers in the background and you don’t see it, but don’t download any Chrome extensions to do it. They don’t like that, and they might shut down your account. So that’s just a word to the wise. But yeah, it’s about strategy, though. You know, you really want to make sure that if you’re doing LinkedIn strategy, if you know, outreach, that you don’t come off super salesy, like right away, you know, so, But to answer your question about not being overwhelmed, again, those automation tools can really help. Take a lot of that, you know, load off of your shoulders. You don’t want to overdo it, you definitely, you know, talk to someone who knows what they’re talking about when it comes to LinkedIn automation. Like a company like ours or another company that you find online that deals with that. You can even Google some best practices based on that, for example, there’s a certain amount of invites per day that you can do safely and there’s in a totally fine, and there’s a certain amount that’ll get your account banned, right? They just don’t. They know. They don’t want they don’t want spammers. They’re fine with networkers. Right, LinkedIn loves networkers, they just hate spammers. So there’s a healthy difference between the two.

Unknown Speaker 12:33

You know, other things you can do to keep from being overwhelmed? I think is really just something I mean, you were talking about offline, which was partnerships, right? You know, maybe find someone else who has a business that is that is complementary to yours, but not competitive, right? Where you guys might be able to exchange either email lists or exchange. You know, shout outs if you’re if you do big social media. So in the future Once the marketing arena, the big influencers will sometimes partner with each other, and promote each other because they have a similar type of following. But they don’t have each other’s following necessarily. So they just mutually promote each other, and then they both gain from that, right. So you can take that story and adapt it to your industry, you know, whether it be tech, or e commerce, real estate, you know, it doesn’t matter, right? You know, there’s always someone so again, in real estate, you know, if your real estate, business, you know, broker, and you know, pairing up with a mortgage person, which is a very common thing that they already do, but that’s a great example, you’ll find that they, they are in the state of the same demographic, but they are non competitive. So try to find some strategic alliances that can help you out in the short term as well. And that should take a lot of that pressure off your shoulders, if you can work well with someone else, even if it’s just temporarily, you know, everyone’s in this together right now. A lot of businesses are suffering. You know, we took a big hit right away to, I’ll be 100% honest, you know, a lot of our smaller clients and even one bigger client, you know, they just they just think They ran out of money, you know, they they lost their butts too, because of all this. Now we got a little lucky because we specialize in tech and a lot of the world and businesses are turning to technology right now to to circumvent the issues we’re having. So even though we lost clients in the beginning, we had enough to still hold this over and now we have a lot of proposals by request from tech companies to help service them so we know we’re going to be okay because we’re more shifting. We’re not you know, losing you know, we lost in the beginning but now we’ve got new business coming in that makes up for it. But not every industry is that lucky if you’re in the restaurant or hospitality industry? That’s really really hard right now, you know, but like I said, As for you know, automation tools, really definitely anything you do that you can automate it does, whether it be LinkedIn, whether it be your maybe your, you know, gussto is great for payroll, if you get stuck in payroll spreadsheets for three hours a month. You know, go with gusto. I mean, I don’t work for them. I don’t get a referral fee. It’s just there’s some things I thought The most amazing thing ever another software that I loved was train Yule Comm. It’s basically automating all of your training processes, so that when you hire someone new or a contractor, maybe you had to, unfortunately, let someone go as a W two, because they were too expensive and you couldn’t afford it. But you still need that work done. So maybe you hired a contractor at less amount, because they’re just doing that specific work and they have other clients. But how do you train them? Right? So training was such a great automation thing where once you upload your training, the person just goes in, they take the training on their own, they can do tests, it tells you, you know, how far along the process they are. I mean, there’s certain software’s SAS companies that when I when I use them, I think How the hell did I ever live without these people? You know, if you’re someone who spends a lot of time with proposals in a Word document, go to panda Doc, for example. Again, I’m just giving examples you can research the ones that you like the most. But anything that can automate any part even if you just save one hour, a month It’s worth it right. So I think a lot of people to help from being overwhelmed should turn to technology and software to automate a lot of processes that they’re spending their time on right now, because their time is so incredibly valuable to get themselves out of this mess. And I think that they don’t realize that they might be suffering a death of 1000 cuts.

Unknown Speaker 16:19

Right? I think you’re absolutely right on there, because what I hear from so many people is, okay, now we’re going to go back. It’s in waves. How do you manage waves? First of all, because you may have people all over the country, what does that mean? Some are working, some aren’t working, some are virtual stuff. You know that. So the questions just go on in terms of creating another level of uncertainty. So I think there’s going to be continued adjustment and automation is going to be huge. And people are going to have to work with less for a period of time until things get

Unknown Speaker 17:03

strongly underground under their feet. Hmm,

Unknown Speaker 17:09

yeah, I agree.

Unknown Speaker 17:10

Jc Who is your ideal client?

Unknown Speaker 17:14

Oh, mine. Um, we so I mean, if I’m doing like, perfect, perfect client, maybe we have perfect clients, generally speaking, we’re great with all b2b tech companies. But my favorite personally, is b2b enterprise software companies. And the reason being is I mean, I’m just this tech nerd from the Bay Area. You know, I grew up in like San Jose Palo Alto Mountain View kind of thing, you know, sitting there trying to hack a wall when I was 12. That’s like one of those things. So like software, like those are my people, right, like Silicon Valley style. Like, you know, we’re headquartered in downtown Denver right now. But I grew up in the Bay Area. So I really geek out on cool software, especially if it can help my business. I mean, it was someone’s like, hey, if Find this software that does XYZ and like, Oh my gosh, oh, that would save me so much time and I go in and I do demos and I research and the amount of money I spend per month on software subscriptions is criminal. But it also saves me so much time and money, that it’s totally worth it. Right. So, because I’m so passionate, I think about that, that particular niche, that nothing makes me happier than a software company, you know, that does b2b come into being saying, hey, how can you help us and I just kind of dig in because I geek out, you know, on their software, and then I helps my creative juices flow and figure out all the different ways because I am a potential client to write because I like all types of b2b software, even if it doesn’t relate to me. That’s what’s funny is I’ll even I’ve done demos for software’s like like, I wouldn’t take any person’s individual time but I’ll do like the online ones that are already there like pre recorded of software that has nothing to do with helping me personally just because I find it fast. donating. So yeah, I guess my ideal client is kind of like a hi small to low, or mid medium software tech company, we’re not the best fit for startups unless they’re post funding. Because, you know, we’re more of a second stage marketing agency, you come to us after you’ve kind of outgrown your first one. And you need that really much bigger solution, that bigger plan and that long term plan. So, yeah, I’d say if you’re kind of high, small to like, you know, low to mid medium sized tech companies kind of maybe in that, you know, two to 20 million a year kind of thing. That’s kind of where we really shine. You know, we could take on really big companies, it’s just, you know, we were talking about, I mean, you offline, like, there’s just so much red tape sometimes to like fortune five, hundreds that I don’t know that I’m the most patient person with that. I like to be able to be, you know, Lean and Agile and be able to shift, you know, quickly to adapt to market demands and new ideas. And I find that that’s easy to do with the kind of small to medium size software companies are usually really Little more accepting of that idea and it benefits them more to they can they can make quick gains if they can move faster. So yeah, I’d say I’d say the b2b software companies are my my jam.

Unknown Speaker 20:13

So what’s interesting about you JC is you have this remarkable combination of being a techie geek as you say, let’s psychology. So it’s like two different extremes of life. Tell us a little bit about how that works together. An interesting marriage. Yeah.

Unknown Speaker 20:36

It’s interesting, you know, growing up in such a tech place, he would think that I would have gone into some sort of like engineering or coding, you know, lifestyle, but I remember there’s this old movie from the 80s. Big with Tom Hanks. You remember that one? Yes. I’m pretty one. I guess for anyone listening who doesn’t know this. Long story short is Tom Hanks plays this this ad adult who used to be a kid, and he plays some like Carnival game and and turns them into an adult, but he still has the kid mind. And he’s just basically a child trapped in a man’s body who enters the corporate world accidentally. And there’s a scene where he works with his toy companies in the boardroom. There’s this guy with a suit on up front. And it’s actually the data from home alone, same character, but he’s there, they’re looking at this this new toy, they want to launch its robot that turns into a building. Right? So think like a transformer except instead of it turning into anything cool. It turns into a skyscraper. Like there’s nothing cool about that. Right? So but this guy in the suit is up there saying that this toys be the greatest thing ever. Because look at all these charts and graphs, right? And he’s pointing with this little, you know, pointer and he’s like, well, look at this, the numbers say this, and Tom Hanks is sitting at the, at the table, he keeps raising his hand. And he goes, I don’t get it. What don’t you get? And he goes, Well, it’s just not it’s not fun. I don’t get it. And he goes, What did you see the numbers. And so there’s this battle in this in this scene between Tom Hanks who’s a kid in his head. Basically, just looking at this for what it really is, and not, not letting all these numbers and stuff, cloud His judgment like this, you know, corporate adult. I remember when I saw that scene, I remember thinking that I didn’t ever want to be that guy in the suit, who made a prediction or thought something was gonna be great. Because look at all these charts and graphs, I wanted to be that that kid at the table raising his hand saying, I don’t get it. And what I realized about that, is that you know, if you understand how people think, like true raw human nature, you actually have very little to chance. Human Nature is not going to change while me and you are alive, right? evolution of the mind takes a lot longer than that. So if you understand the fundamentals of how people react to things, you can adapt that to other things that do change, like technology changes, even culture changes, for example, you know, but how we think At a base level, it does not. So when it came time for me to go to college, I actually got accepted into the engineering degree at the University of Bosch aerospace engineering very specifically at University of Washington, but I turned it down because I, I really did want to do a psychology background. And I ended up landing at in the end anyway, University of Colorado. They have a fantastic psychology program. And what I did as a pro, my work emphasis because I always wanted to do marketing. I put all my work emphasis into marketing. So that was like my first job in college. Yeah, so that’s why I’ve been doing it for 20 years. I started in 2000. Right? I mean, digital marketing, maybe started in like, 98. I mean, I mean, you didn’t have anything back then. Right? You didn’t have paid ads, you didn’t have social media. You never have you never YouTube, like, you know, there was no none of that was like email and like, Angel fire websites. Like there was there was really nothing Yeah, yeah. You know, Yahoo would just come on the scene, you know, like, it wasn’t even. It was so in its infancy, but um, so I put my work emphasis into that. And I learned practically how to do marketing. But I got my education and how people think and that’s been really, really helpful for marketing because ultimately, anything you do in digital marketing is really just appealing to the thought process of the consumer, whoever they may be.

Unknown Speaker 24:17

You know, what I clicked resonates with me is that so many of our listeners are looking at the next chapter in their life and or starting now to prepare for that next chapter down the road, in terms of what kind of legacy can they leave and what would they like it to look like? And so you’re putting the two together JC in terms of psychology with the digital marketing makes a huge amount of sense to me because today, more and more as you’re going to look at, what’s that legacy if you really want to leave a legacy. We’re going to now need to look past just ourselves and our family. A few things that we can touch. There’s a element of a digital, that’s going to be a part of everything. And it’s a matter of knowing how to pull this together. So having somebody like you who understands the digital component and the psychology component, what of man’s basic needs becomes huge.

Unknown Speaker 25:25

Huge.

Unknown Speaker 25:27

So tell me, go ahead.

Unknown Speaker 25:30

I was saying I agree. Absolutely.

Unknown Speaker 25:33

So tell me as you’ve worked with people, give us an example of doing a lead gen for a company that worked really beautifully for you and sets an example for what people can anticipate in terms of what the process is with you and what it is that you do.

Unknown Speaker 25:55

Yeah, I give you a couple examples. So being more narrow Again, we have so many services, but to be more focused specifically on the b2b, lead gen side, I’ll give you two examples of that. So one is, and I won’t name the companies we have, we have pretty strict MBAs, apparently, with companies you work with, especially in the tech industry, but there was a larger tech company that dealt more in the kind of Microsoft Dynamics implementation, right? They’re more IT services style. And so, you know, they sell big, big deals. I mean, these aren’t small things, you know, they weren’t selling toothpicks. They were selling, you know, hundred thousand or million dollar deals or multimillion dollar deals with these companies. So the lead gen process obviously takes a longer amount of time, typically with them, but when what we did we we integrated a LinkedIn system, as we had talked about before, where basically, we it’s half it was half automation and half manual, or essentially, you know, we we help them pick their laser target audience. We go through the messaging and get that preamble proved. And then we would, you know, send out the invites and start doing that direct one on one but on scale, right. So we could do it for, you know, multiple salespeople, basically, we integrated this with their sales staff. And so each sales staff had their own profile, their own campaign, the target their own specific, you know, niche and industry they are going after long story short is, you know, when you when you automate something better, you scale it, basically. And then you take that time off of the salespersons hands, you know, the results are pretty big, because you got to think of an average salesperson doing it on their own, you know, hunting on their own, might get, you know, a couple of these big deals a year, whereas, when, as long as that salesperson still converts and closes at the same rate, if you increase the volume on the front half, just like we talked about those email subject lines, right, everything else stays the same. But you change one thing that affects the rest in the chain, right? However much you change, it affects that proportionally right so you know, now You’ve got salespeople doing four or five, multi million dollar deals a year that we’re doing maybe one to two, just because we can scale the beginning part of that, while keeping the integrity of the targeting down, you know, in our system has a drip series campaigns within LinkedIn, it also transfers information of the of the, the prospect into their CRM. And now some of these bigger companies have already systems that they have built in place that when someone gets in their CRM, what they do so that really helped feed that other funnel for like their newsletters for their cold calling, you know, whatever. And then we also had a an email drip series campaign that funnels off of that as well in a one to one. Now that being said, that can be a lot of noise for a salesperson, because when you increase the volume, you also increase the time that typically you have to attend to it. So what we did is we integrated a more remainer process where we respond for them, we create a reply scenario document where essentially what happens is If you know 95% of our replies kind of fall into one of three categories, right? It’s either gonna be you know, not interested in interested or a dead end message when I call you know, yeah so, so that does that and then sorry, the dead end messages are more of like, you know, thanks or thumbs up, you know, something like that, right? So we come up with scenarios to say, Okay, well, what do we do in that case? Right, you know, what do we you know, what do we say to that and when we get that Yeah, we get that approved by the salesperson so really what happens is that the salesperson knows that that we’re completely taken care of the entire process I make a joke where you know, they say you can lead a horse to water you can make them drink well marketing is leading the horse to water and sales is making it drink right like you know, so we can’t make a drink because we don’t sell but the salesperson can. But we are not interested in mq ELLs we’re not interested in marketing qualified leads a marketing qualified lead would be someone replying. Even with you know, with even just like You know, just in general, right because of targeted whatnot. And then that means that you can start marketing more to them. A sales qualified lead is someone who’s expressed who is targeted, that they already know what you’re selling, and they’ve expressed interest, they want to learn more, that’s a sales qualified lead. And so I always joke and I say, we will take the horse to water,

Unknown Speaker 30:17

we will put its head to the water, we will touch its lips to the water.

Unknown Speaker 30:23

And all you have to do is make it take a drink, like that’s it, we take it so far. So that the salesperson just only has to deal with the people who are targeted. I’ve already got the messaging about what it is they know exactly what you do, what how it benefits them. And, and they want to either they would have they have, you know, buying questions like How much is it, you know, you know, service product offerings, contract terms, things like that, or they want to get jump on a call, or they want you to send them more information because they are interested. So that’s what we do that that’s one of the big things that that we offer. It’s very done for you service and we focus very heavily on the LinkedIn ecosphere. To do that for the b2b. The other rant, we would mean you were talking about this randomly is actually the podcast house, we actually, we completely, like tripped and stumbled into this demographic. We don’t even advertise this on our website, because it’s so completely left field from what we the demographic who after, but we accidentally end up really helping this one podcast owner, get really big guests on their show. And then and then they are also able to sell them their services afterward. And it works so well that we got them booked out, like literally over a year to where they just had to tell stop because he’s like, What do I tell people now I was like, okay, we’re going to record this podcast, and it’ll launch next year, like, so, like, we kind of did too well, in a way. But that was really random too. So but that was also done through LinkedIn. Because again, any kind of b2b outreach that you can think of, if you have the right strategies and processes in place You can scale a phenomenal amount of of warm qualified leads from that process.

Unknown Speaker 32:08

Wow. Jc There is so much to learn and we have talked for a long time here. It’s been wonderful. Thank you so much. Those of you who are listening, if you would like to get in contact with JC would like further information, just let us know we will be glad to connect you with JC. He certainly is doing a tremendous amount in this arena of lead gen and digital marketing. It is our lifeline. So you are welcome to connect with me and we will be glad to get that information to you. Jc thank you so much for being with us today. And thank you for being with building my legacy podcast today. Thanks.

Unknown Speaker 32:56

Thanks for having me.