Build a Brand That Sells: Unlock the Secrets to Growing and Multiplying Your Revenue

Michael Stearns: Welcome. We're doing a, we're doing a little webinar today for the roofing brand builder bootcamp here with Roofr. Myself, Mike Stearns with Ascend Digital Agency. We're actually taking over the webinar. So thanks for joining. I got my guy manager, John with me. What up, what up, what up? Yeah. So we're going to talk about some things today.

Michael Stearns: Uh, if you've got questions along the way, just drop them in the comment section, uh, ask anything. But, uh, John's going to interview me. He's got some questions he's been dying to ask me. Okay. And I've been dying to answer them quite honestly. Can't wait. So, uh, John, why don't, why don't you first tell them about the event, where it is, when they could show up, if there's any specials or promotions as a result of them being so generous with their time today as to join us.

Michael Stearns: And then we'll dive into the questions.

Jon Cater: Listen, this, this event, this October is going to be unlike any other event that you've been to before. It's solely dedicated for you to dive in and have all the questions that you ever had about your marketing. So, And content and how to fully maximize those at the height of your, your, your season, right?

Jon Cater: Like this is the height of the season right now. These are the things that you need to be maximizing in. You're not going to want to miss this. This is going to be something that you're going to get an immense amount of value for, for dirt cheap. And then on top of that, in the chat here, we have. Thanks.

Jon Cater: If you go to the website and you register today, we're going to give you 45 percent discount off of your ticket purchase. So we're practically giving away all this information for free on top of what we're talking about right now. Um, coming from owning a contracting business to working on both the marketing end and the front lines.

Jon Cater: What I will say, Is this information that we're going over has been utilized, not just talked about, but utilized on the backend from marketing agencies, as well as. We've utilized it within different businesses, contracting businesses, um, going in, doing deep dives, um, implementing strategies that have generated actual revenue driving activities, right?

Jon Cater: And, and applied straight to the bottom line. So. Yeah, I think

Michael Stearns: that's an important distinction too, right? There's no shortage of people out there saying, Oh my God, you got to do this. You got to do this. You got to do this. Cause they are Hormozy video and don't get me wrong, Alex Hormozy, that's my guy. Um, But, you know, the things that I'm going to be teaching specifically at the event and some of the stuff we're going to talk about today are things that, um, one will, it will, I can't say it will eliminate, but it will strongly decrease the likelihood that you find yourself in a precarious situation with a marketing agency.

Michael Stearns: Um, through information, uh, and information that's been battle tested, right? You know, I've worked with hundreds and hundreds of contractors over the last decade, and that's the reason I wanted to put this show on, right? And, and partner with Roofr is, let's give people an immense amount of value, things that are actually implementable, and that will actually help them, so.

Jon Cater: Let that

Michael Stearns: man cook. Go ahead, John.

Jon Cater: Get, get into the comments, get into the chat section here, because we're going to be answering your questions live here, as well as giving away free game to you nonstop. But we want you to actually drop some questions into the chat as what you wanted to. Received by coming to this, by coming to this webinar right now, drop into the chat, what your issues are that you're dealing with.

Jon Cater: Um, what things can you implement directly right now at the height of your season, as well as drop your website, because Mike's going to be doing live audits on this.

Michael Stearns: It's

Jon Cater: going to be doing live audits here to show you if you're already, if you already have a website, the things that you can improve, because you can constantly improve your business.

Jon Cater: And we're giving away free game. That being said, I want to talk about the freest game of them all. If you are working with a marketing agency, Mike, I need to know as a contractor, what are, what is the number one question that I should be asking an agency before I go to hire them? I'm super busy. I don't have time to vet these people.

Jon Cater: People are constantly, telling me, Oh, Hey, I can guarantee you, you know, uh, 15 extra leads per week while I'm already at max capacity. Can you handle 20 to 30 more roofs? Yeah, can you handle 20 to 30 more roofs? And it's just, it's so exhausting to constantly see messages like that. So if you are about to work with a marketing agency, What is the number one question that

Michael Stearns: I as a contractor I mean, here's the thing.

Michael Stearns: There's a lot more than one. And like, that's going to be one segment of, uh, the bootcamp that we're doing is, is a segment that's geared totally around like what are an exhaustive list of questions you need to ask and why it's important. If you're interviewing a marketing agency, It's very easy to get in touch with a contractor and tell them all the great things you're going to do.

Michael Stearns: Show a couple case studies and be like, wow, this company is great. I'm definitely going to work with them. Ask them to speak to somebody who they've done business with that they no longer do business with. Get the perspective of a former client, right? Just because, here's the thing, just because they're a former client doesn't mean that the relationship ended poorly.

Michael Stearns: A lot of the times though with marketing agencies, it does. So if you can get social proof, you can look at Google reviews, you can get case studies from that marketing agency, and they can have you facilitate a conversation with somebody who's left them and they can share a favorable experience, that's probably a really good indication.

Michael Stearns: That it's going to be a decent company to work. We got, damn, they took advantage of it. We got like five, six different websites dropped.

Jon Cater: Yeah. Keep them coming. Keep them coming guys. Okay. If you haven't dropped your website yet, get it in here now. Cause we're going to be answering, we're going to be inspecting them top down.

Jon Cater: Um, and here's the thing. If we

Michael Stearns: don't have enough time to get through all of them, I will personally, I will send you a video where I will follow up with you directly and make sure that you get the audit. So

Jon Cater: Christine, I see that you're saying that you're just getting started here. Um, go ahead and drop some of the questions that you have specifically of what you're looking for.

Jon Cater: What are you trying to walk away with today? Guys, do not hesitate. This is free game. And you're going to leave this, this hour long webinar better than when you came in, if you choose to utilize it, but only the most elite people will utilize it. So get into the chat, start asking questions. Let's get it.

Michael Stearns: What else you got?

Jon Cater: What is, what is like a, a common issue that you see with, um, contractors when they are working with a marketing agency that, that like prevent them from getting like the maximum results, right? So like a lot of times when, when you're starting this relationship, you want to see results kind of quickly because like you're making quick decisions and you're making big decisions, right?

Jon Cater: So what are, what are some of the hurdles? That or the issues, um, hurt a contractor. From getting the maximum amount of benefits out of there.

Michael Stearns: Yeah, that's a really good question. Uh, I would say in my experience, it boils down to communication or lack thereof. And here's the thing, guys, whether you have an internal marketing team or you have an external marketing agency, that's, uh, tasked with positioning your brand and your company in front of people that you want to buy shit from you.

Michael Stearns: There needs to be communication and that communication is, needs to be frequent, right? So if I'm running Google ads for me, for you, and you're getting a bunch of leads, you should still communicate with us. Most, most oftentimes what happens is we have residual meetings set, things are going well. Somebody doesn't show up to a meeting.

Michael Stearns: Like, and I understand that. However, even if things are going well, they can be going better. Right? So if we have, we're, we're operating off key performance indicators, cost per click, cost per acquired lead. If we could talk to you about the cost per booked appointment and what the quality of leads were, that tells the whole story, not just a piece of it.

Michael Stearns: And that's really, really crucial. But let's say it's an internal, um, let's say you have a marketing manager, right? And they've got a team under them having communication with that marketing manager all too often. Everyone thinks a marketing manager is going to solve everything within their company. Yeah, the internal superhero.

Michael Stearns: Yeah, and it is entirely misguided. And a lot of the time it's not the marketing manager's fault. It's not like they're inapt or they can't do their job. It's just they don't have like structure and guidance. They're not being held accountable as far as like what the expectation is from the owner. Or from whoever's responsible that they report to, to understand what their job should look like, right?

Michael Stearns: So if you have a marketing manager, that's just pulling up to a meeting aimlessly and it's like, okay, tell me what you guys have done for us this month. Okay. Fantastic. Um, that's a, it's a misappropriation of revenue for the company into that position, probably a misappropriation of their talent, right?

Michael Stearns: Like a lot of these folks are very, very good. It's just, you got to give them a little more guidance.

Jon Cater: A lot of times I've felt just working, working and consulting with different companies and coaching. I'll, I'll, I'll actually be talking, talking with the marketing managers and they're like, yeah, I haven't been able to get ahold of so and so ever since.

Jon Cater: And it's like, how well are you tapped in? Like with your team members? Are you? You know, are you doing my, my favorite thing is to do one weekly deep level, like hour long meeting. Mm-Hmm. to set the expectations of what we're trying to accomplish in milestones, and then to do five minute meetings a day.

Jon Cater: Like, Hey, what are, what are your tasks today that you're working on? And that's solely so that they can regurgitate the information to you of like, Hey, this is what I'm working today. I'm going to hit, um, I'm going to hit my SEO team. I'm going to make sure that I have the social posts planned and I am going to make sure that I get X amount of Z on a shot list for the content that I'm about to shoot to give them.

Jon Cater: Right. And then that's that's like the five minute meeting. You know, you're not looking to go into depth, but, you know, if you can answer any quick questions, keep it to that five minute meeting per day. And I feel like that was a surefire way for me That I stayed in touch with a lot of my team members on a consistent basis, accountability basis.

Jon Cater: Um, And that makes a lot of sense. There's

Michael Stearns: not one right or wrong answer. A lot of like this and life is figuring out like what works for you. Some people want to go and they want to hit the sauna for 10 minutes, workout for 60 minutes, then do a cold punch after. If that works for you, fucking fantastic.

Michael Stearns: Some people just want to hop right into their sets, get 45 minutes, get in and out. It's the same thing with like how you're managing employees, different personalities within the company. Like find out what works for you. Test how you can make things better. And then when you find things that, you know, work better, move forward with those and keep optimizing.

Jon Cater: Identify those. Identify the things that are working because it's almost important to identify that so that you can keep it consistent versus just like, okay, that was good. Just. Well, if you know all

Michael Stearns: the variables in the equation, then you start changing the variables. You understand changing this variable led to this outcome, right?

Jon Cater: Yeah. So do more of that. Yep. Um, so there is no question. So I, I did, I did research with my, my partners at, um, Alpha One, and when we were looking up the top revenue drivers for lead generation. Um, even through just the, you know, Google search and like looking through different blog articles and stuff like that, what I discovered was that referrals were the top converted.

Jon Cater: It was, uh, Google pay per click, SEO, and then it went into a lot of the social content. But looking at that very top one, that top converting, right, referral, I think it's essential to really identify the things that make a good referral relationship successful. I mean, I, I based my studio builds this year off of that structure of like, knowing that referrals were the biggest.

Jon Cater: Right. Yep. So knowing that, how do contractors lean more into the best way to build a referral relationship and to continue referrals? Because it is the top converting revenue driver. And I'm a firm believer that relationships drive opportunity. Sure. So what, what, what is your experience in that?

Michael Stearns: You got to ask, right?

Michael Stearns: So I think there's an important distinction, right? So you have your customer referrals, your customers that you've done a great job for, and they're going to go out and be brand ambassadors. And there's ways you can influence how, how frequently that happens or doesn't happen. Uh, and then like partnerships, right?

Michael Stearns: So whether it's property management companies, real estate agents, um, insurance agents, uh, I would say, Vertically adjacent contractors. So like an HVAC company, if you're a roofer, other people that are ultimately selling the same homeowner as you may be at a different time that are going on site to these different houses that could essentially give you a lead in with that customer and facilitate an intro.

Michael Stearns: Like if you're in tight with an HVAC company and the tech walks out and there's a shingle laying on the ground, like, Hey, that's a sign that you should refer them to us that we might be able to help them with a claim and get them a new roof. Okay, fantastic. But most of these guys don't know that. So like.

Michael Stearns: It's the tedious and laborious shit that like a lot of contractors don't want to do is like grow, starting that relationship, growing it, educating that company on how they can potentially help them. Um, but like at the bootcamp, I've got an entire process laid out for referrals, how to make them more trackable, how to increase the likelihood that you're going to get more referrals on the partnership side and on the customer side, that's worked really well for contractors.

Jon Cater: Hmm. The partnership side. What is that? What does that look like? Can you elaborate more on that? Yeah.

Michael Stearns: So that's what I was just talking about as far as like an HVAC contractor, another different contractor that's selling that same person, something different.

Jon Cater: Okay. Um, what should the, so speaking on the partners, let's go a little bit deeper here.

Jon Cater: Let's talk about the manufacturer a bit. What should the expectations for manufacturer be to help you with advertising? Because it's probably the, it's probably one of the greatest relationships that a contractor carries because, you know, their whole cashflow can be dependent on what the manufacturer is able to produce.

Jon Cater: So, you know, can they ask for more from a manufacturer? I know on my end, as far as content. Like I'll have a strategy that I'm, you know, going to be giving out game at for the, uh, the bootcamp that we're doing, by the way, if you guys just joined the, uh, roofing brand builder bootcamp, um, we are giving away an exclusive 45 percent discount.

Jon Cater: Um, if you sign up while you're on this webinar, if you click the link on the top of the chat, there's a register link. And if you use. The code roofer thanks. Thank you so much roofer. If you use roofer thanks You'll get 45 percent off just by attending this webinar. So we wanted to give you guys something right from the rip, um, as an appreciation for you being here.

Jon Cater: And we want to be able to take not just this information, but we want to be able to go deeper, get with you one on one, understand your issues, your problems, create a customizable strategy and give away game like what Mike is talking about. But let's, let's, let's get into it. So go ahead and click the link and make sure that you guys get locked in.

Jon Cater: It's going to be a Dallas, uh, Aloft, Aloft Loveland, uh, Lovefield, Aloft Lovefield, October 11th. Um, make sure you're there. You do not want to miss out on this. It is going to be one of the most. pinnacle events that you are going to attend this year. Um, pivoting back though, talking about the relationship with the manufacturers, the most important relationship, what can you ask?

Jon Cater: How do you ask it? Right? What can you expect from them as far as advertising?

Michael Stearns: I want money. That's what I'd have now. That's the statement I'd make. No, I think that you have to approach it from a place of tact. And, you know, I think that you can create a situation where everyone's winning, right? So the manufacturers are going to benefit from you purchasing more squares of shingles from them, right?

Michael Stearns: There's a direct correlation there. You're going to do better revenue wise if you're purchasing more shingles, I hope, unless you're fucking up a ton of jobs, which I know nobody here is doing. Um, and then the homeowner is going to win because you're going to tell the manufacturer. Now, the more homeowners that have the best product in the market on their home, the better off they are, right?

Michael Stearns: Everybody wins. Uh, I think it's important. A lot of the times people just don't ask and it's like, upload it to the portal. If you got something that you want to get comp for, upload it to the portal. We'll do what we can do. Um, so like at the bootcamp, we'll talk about some experiences that I've had in, in working with clients and manufacturers and process and how we've systematically and Um, methodically have gone about that conversation to show value.

Michael Stearns: At the end of the day, it's an investor, right? Like that portion of the manufacturer, it's like an investment arm. They're looking at, okay, we have X amount of budget and we're going to give it to who we think is best going to return those dollars based on what they're doing. So it's our job to prove to them that

Jon Cater: we're the right pony to bet on.

Jon Cater: Is there any type of material that. They should prepare for when they're going for that. Ask, like, should they create like a deck and say like, Hey, listen, I think it

Michael Stearns: starts with just a casual conversation. And it's like, maybe they do nothing made, but you miss a hundred percent of the shots you don't take.

Michael Stearns: Right. Yeah. Um, but there's always a way. Like to position it in a favorable sense for your company. Oh, well, I'm a young company. Great. That means the lifetime value of you as a customer to that company is significantly more than somebody who's on their way out. So while they might be doing 30 million, you're doing 3 million.

Michael Stearns: You're going to be doing 3 million and scaling over the next 25 years. They're going to be retiring. So it's understanding what makes you different, knowing your numbers, uh, and I can't wait to talk more about that at the event.

Jon Cater: Yeah. And Mike's going to be able to talk about how you can clean up your numbers and pretty much.

Jon Cater: I

Michael Stearns: had a customer that he had gotten 3, 500 a year before, and after several meetings with the manufacturer, they doubled it if he did the same amount of revenue the following year. And if he doubled in size. And based on the amount of shingles that he purges, they're going to give him 40 grand.

Jon Cater: It's almost like reverse sales repping yourself.

Jon Cater: I don't know. Yeah. Like you know, reverse. Yeah. Yeah. It's like you throw out the UNO card, listen, I'll be your sales rep. I'll double my revenue. If you can, you can give me a little. But it makes sense.

Michael Stearns: And if it's me, if I have, if I'm a manufacturer, right. I don't. I know a lot of people are just going to piss in the wind with my money and spend it on things advertising wise that may or may not work.

Michael Stearns: So if we can drill in and lock in and show them like, Hey, this is what we're doing, this is our cost per acquired lead appointment, job, gross, not like all these amazing things. Like you're going to increase that confidence level of that. Like we should, you know, probably help them scale this thing.

Jon Cater: And it's, um, I think it's really important for, for manufacturers cause you see the manufacturer advertise to, um, To other people that are their app, their, their quote unquote avatars, which are other roofers that are buyers, right?

Jon Cater: That are already business to business, but, um, they don't have the infrastructure to put together the marketing plans and that's on you to implement. So whoever you partner with or internally that you have built, you've already done a lot of the legwork within marketing and the strategies that they don't have the bandwidth to fulfill.

Jon Cater: And so if you have a strong marketing plan and you have a strong like system and process to where it's like, okay, this is what we actively do. This is, these are the things in the numbers based off of, you know, when you go to release an ad creative. Right. You know, your return on investment, you can show that you have infrastructure for that, and that brings like a lot of, um, a lot of trust and like a lot of reassurance, because if I'm a brand and I'm going to reinvest back into you, cause we're doing business together.

Jon Cater: Yeah. I want to know that you have something in place. To be able to fulfill this ask. Right. So I think the more amount of time that you spend in your marketing with your marketing manager, with your marketing partners and agencies, like a lot of these agencies too, will, will brainstorm. And I, I, you know, I even go to you and I, you know, cause we utilize the send as well and I say like, okay, Hey, what can I do to, um, to think as far as video and content goes to fuel.

Jon Cater: Like my efforts in reverse, right? Because you're the one that sees like bottom line numbers. And then I'm able to see like, Hey, here's what, what, here's what our close rate is based off of those leads that we got. I can, I can pretty much like work with you hand in hand to build that structure to give to them.

Michael Stearns: Yeah.

Jon Cater: Um, So guys make sure that you are commenting, like comment, comment, what you guys are currently doing right now in your marketing efforts. Um, and a little bit of the infrastructure that you guys have that you would like more information on as far as. You know what you can do to improve that. Keep dropping your websites in the chat.

Jon Cater: Keep commenting. Um, I'm

Michael Stearns: gonna start invoicing you for the hours that I spend after the fact doing this, just so you know. So keep it up.

Jon Cater: I know tabs on me. tab. Tab tabs on me. Uh, tabs on you. I have 375

Michael Stearns: websites on it tonight. Yeah, yeah. Tabs on me. Just put on, yeah. Braden, Jennifer, Aaron, Maurice, Christine, uh.

Michael Stearns: JVN. JVN. Yep. Appreciate you guys and Maurice as well dropping some stuff and we'll get to it. Um,

Jon Cater: that being said, talking about Working with marketing agencies to refuel ideas and revenue driving activities. What can SEO do? So as a, as a creator who's been doing it for over a decade, I'm constantly looking to my marketing agencies and my marketing partners on what I can do directly with video.

Jon Cater: Because video is the surefire way to communicate the strongest message and the easiest message to receive for their audience. So for you, what does SEO do that I can use, um, and help with video?

Michael Stearns: Yeah, that's a really good question. And I mean, there's no doubt about it that as it relates to web traffic, video can help immensely.

Michael Stearns: Like, if you Google something Look at the way that the search engine result page has evolved over the years. There's pretty much not anything that you're going to search where there's not like a little section carved out for like a carousel of videos, right?

Jon Cater: That was new. Oh, that was new added though.

Jon Cater: That was new added to Google where they started adding social.

Michael Stearns: It's going to consistently evolve. Yeah. So my point is that's one opportunity just by, by way of creating content, getting first page placement on Google. You think about. You know, you release a piece of short form content and it gets 5, 000, you know, hits on it.

Michael Stearns: Maybe 4, 800 of those people are outside of your service area. They're high school or whatever, like it doesn't matter. They're not, but maybe 200 of them are somebody who's going to use you now in the future, et cetera. Like the, the, your avatar, as you so eloquently stated. So like from the brand exposure that could lead to web traffic now and in the future.

Michael Stearns: With, uh, with regards to what we do, you know, we're writing a ton of content for, for customers. So, think about it on a monthly basis. If you went through, went through your blog content, and you made a nice video summarizing what that blog content is about, and embed that on that blog. It definitely helps with the user experience because some people, if there's a, let's say it's an asphalt shingle versus metal, um, metal roofing system install, which one do you choose?

Michael Stearns: Like, let's say that's the article and it's ranked on page one and there's a ton of people coming there. Not everyone's going to want to sit there and read a fucking 3000 word document on which one. They'd much rather watch a video. So, shoot a couple videos a month relevant to the content that was put out.

Michael Stearns: Have your marketing company embed it. Improves your user interface.

Jon Cater: Plus if they, um, and this, this was a strategy that I even started using more and more. Um, the more we talked about this specifically was, um, taking the top performing blog articles, re transcribing them into video, and then placing it within the blog.

Jon Cater: So that even if. There's already traffic going to your blog. You're gonna stay, watch the video and Google's gonna say, Oh, this person stayed for an extra five minutes on this page. So wouldn't that, wouldn't that be a great indicator of like, for Google to push that even more?

Michael Stearns: Yeah.

Jon Cater: So that is a

Michael Stearns: hack. Oh, we're giving out hacks here.

Michael Stearns: Yeah, we're giving out

Jon Cater: free game. Um, we got, we got a lot more comments in the comment section, in the chat section. Let's hop onto one of these websites. I feel bad making them. Yeah. Let's, let's jump on one of these websites before we continue on. Guys, make sure that you're, you're dropping all your questions.

Jon Cater: Andy's

Michael Stearns: roofing. All right. So bang, we got, give us a call. We got instant quo. We got three calls to action. I love this. You don't know. the preferred method of conversion of that individual that's landing on your site today in 10 minutes tomorrow. Some people want to call, some people want that instantaneous, and I feel like Amazon ruined us.

Michael Stearns: If, if I go to order something and they tell me seven to 10 days, I'm like, fuck that. I'm out. I don't do it. I just, I'll go without. Why do I even buy Prime? You know, so having an instant quote to, to satiate that need for immediate gratification, absolutely love that. Uh, we got the, the form here as well.

Michael Stearns: We're highlighting our partnerships. Love that. Quality roof installation. You deserve the best. Fully insured. Make them feel warm and fuzzy with the nice photo here. This is a nice website. Uh, we've got the reviews, the carousel kind of going through. Like this. Oh, yeah. Yeah, that's a reaction. We got some core values here.

Michael Stearns: Hey, I know this guy I've seen him at a conference before what's up Ethan if you're watching five steps to homeowner relief Fantastic. You guys have a pain point. This is how we solve it. I love explicitly mentioning that it's a clean design Intuitive. Let's see here. Our services, roof replacement, repair, washing.

Michael Stearns: Uh, I see commercial down here. One thing that, like, and I'm not going to spend too much time, I'm not going to do a full audit, but one thing I'd recommend is, uh, for the services, I would probably parse out residential and commercial if you're offering commercial. Uh, and then similarly to, Let's see, are these residential roofing or commercial?

Michael Stearns: We talked about the materials, quality

Michael Stearns: roof installation, results worth the investment.

Jon Cater: Guys, make sure you're writing down the things that, that Mike is talking about that, that you can implement. Or even ask questions about like, why is that so important? Right. Why do I need to be doing this? Where should I, where should I be hosting this on my site? Um, as a priority,

Michael Stearns: I would, I would probably break this out to residential and commercial, and the reason I say that is for the ease of use for the, for the consumer.

Michael Stearns: So if somebody is coming and they're looking for a TPO roof, you guys offer commercial, uh, it might help. If they can see, okay, commercial roofing, and then you've got the different roofs that you're installing. Um, or if they're just looking for it by service, okay, this is our commercial maintenance program.

Michael Stearns: This is our commercial roof replacement. These are our spray foams, like whatever it is that you're doing that's relevant to that main heading of commercial roofing. Um, that might help, but all in all, I'd say this website's very nice. Whoever did it, did a very good job. All right, we got one out of the way.

Michael Stearns: So now I'm going to ask you a couple questions. Or do you, or do you want to keep talking? You got more questions?

Jon Cater: Well, we're on the, we're on this SEO. We're on the SEO website rip right now. Um, let's talk about Google data, uh, from pay per click or SEO to create and drive, um, to drive content. Like how do, how do I look at.

Jon Cater: The statistics to, um, yeah, to know, to know what I should, what I should pick, like, for,

Michael Stearns: well, you could, like, if you're just starting to create, like, let's say blog content or content for your website, you can use tools like Ahrefs. It's misleading. It's A H R E F S dot com, or Semrush is another one. Some people like Moz.

Michael Stearns: And what you could do is you can kind of anticipate search volume, shows you time of year, what's being searched, how frequently it's being searched, things like that. As far as data that you already have, so Google Analytics, Google Search Console, there's no shortage of things. If you like data, log into there and you can find, like, who's coming to the website, where are they coming from, how long are they staying, when are they leaving, how many pages are they interacting with.

Michael Stearns: In Search Console, you can see Pages that are indexed versus pages that aren't indexed. So when you create a website, you create a new page of content. It's on your website, but it's not necessarily on the Google search engine result page. Uh, once it gets indexed, it's now showing up somewhere in the results.

Michael Stearns: Right. And ultimately if it's not indexed, it really doesn't matter. So that's one thing I would check on. If it's not

Jon Cater: indexed, does that mean that something needs to be changed within the content or does it need to be like

Michael Stearns: resubmitted? It could be. Okay, for sure. Um, I've seen a lot of people that are running exclusively AI content have a large percentage of their pages not indexed.

Jon Cater: Uh, I mean, well, AI is only pulling from the resources that they have and a lot of those resources are consistent. So the gen, like the, the differentiator of originality is not there as much. And so you'll find that it's almost like, um, you remember, uh, you remember in like in school, they would talk about a lot about, uh, plagiarism.

Jon Cater: It's almost like a different form of plagiarism because they're just pulling the same type of content the same way.

Michael Stearns: Yeah, and some platforms are better than others. I would always, if you're using AI, I'd recommend having manual oversight, editing, things like that. I don't want to go too far down that rabbit hole.

Michael Stearns: Um, other things in Google search console, especially if you're doing SEO, SEO takes time. It takes six months. It takes a year. It takes a year and a half. What market are you in? How saturated is it? But success leaves clues. So like as you're developing link profiles, backlinks, and you're deploying content on your website and other places.

Michael Stearns: You can see, like, look at your impressions and see what you're getting impressions for. Like, that's typically a good indicator. that things are starting to pick up for your SEO. Like pages are getting indexed, you're getting new impressions for relevant keywords. You'll probably get some for non relevant keywords too.

Michael Stearns: That doesn't mean they're doing a bad job, but you can watch your impression shares climb the number of keywords you're getting impressions for. Uh, and that's usually a pretty good indicator that things are heading in the right direction because you don't start doing SEO day one and like, Oh, I got leads three weeks later in most instances.

Jon Cater: When do you decide when to cut a campaign? For, for you. So I know, I know we had a situation to where you guys were reviewing a campaign and you guys were thinking about cutting it, but then you were talking to the client and the client was like, dude, we're having like the best season we've ever had with like pay per click.

Michael Stearns: Yeah.

Jon Cater: Can you talk about that?

Michael Stearns: Well, that, that comes back down to communication, right? Because, and we weren't looking to cut it. It's like overhaul, make big modifications, because if we're expecting on a campaign, a 200 cost per acquired lead, and you know, for the last 60 days, we're at 347, right? You know, we're almost 2X where we need to be.

Michael Stearns: We're going to think, okay, there's something substantial needs to be done here. Right. Whereas if I call that client and we have that conversation, it's like, dude, I mean, 80 percent of our leads have been replacements. It's going fantastically. Please don't change anything. Now the cost required lead matters less because the quality of lead and the conversion of that lead is ultimately like what we're here for at the end of the day.

Michael Stearns: It's like, well, really bottom line, right? What are you guys making off of this? But top line revenue generated from the leads is really good start. So if you can generate more from leads that we're acquiring at 347 a piece, then three times as many leads at 200 a piece, it's an easy decision to make. But that doesn't happen in the absence of communication.

Michael Stearns: And that's why communication is so important.

Jon Cater: I mean, it's probably like the one, one of the most underutilized. Like sources for success, right? It's like the almost like the too easy answer. Um, so speaking about communication, can you talk a little bit about the systems and processes? And we even have some comments in the chat section here, um, about, you know, just various things of, you know, what's your average, let's see, Jess, Jess, Jesse asked, what's the average cost to outsource a website refresh?

Jon Cater: Um, talk about, let's talk about communication and the systems and processes so that when we're going to ask these questions, what are some of the things that they should be implementing that, you know, you think that contractors could improve upon? And we'll get, we'll get more into Jesse's, Jesse's question here.

Jon Cater: I'm not sure. Can you, can you restate the question? What are some of the systems and processes that you would, um, suggest that a contractor can improve upon? Probably all of them, in my experience. Well, like, dive into what that means to a team. Yeah, so I think in,

Michael Stearns: in working with a lot of contractors throughout the years, uh, there's a few buckets that, They'll usually fall into.

Michael Stearns: So one, and it's usually the younger companies, they don't have systems and processes. They've got everything up here. And that's great until it's not right. When you're trying to hire somebody, trying to explain to them what you expect of them. I don't fucking know. You tell them, right. And now you start having conversations and then like the runway to cut down that learning curve and to get them acclimated to to do a proficient job at what you're hiring them to do is substantially longer.

Michael Stearns: Whereas if you have these things documented, if this happens, then we do this. If this happens, then we do this. Now it's somewhat plug and play, right? And you could categorize it from, let's say, you know, marketing and advertising, or um, let's say financing, or like our builds, or post build, or insurance claims.

Michael Stearns: Like, this is how we operate.

Jon Cater: The referral process afterwards.

Michael Stearns: Yeah, everything, right? And it's a tall ask, especially when you're wearing 15 hats as a owner operator, but the sooner you do it, the happier it'll be long term. And then if they do have system and processes around that, usually it's not full and complete, or they're, they're not, So that's where revisiting these things on like every 30 days, every 60 days to kind of have your finger on the pulse, like as things change within your company, does this still work?

Michael Stearns: Like a lot of times companies will grow, grow, grow, grow. And then they'll get to the point where they've got a bunch of processes that were built for a two and a half million dollar company and they're doing 10 million. They just don't work anymore. Right. So that can be problematic. The other bucket is you could have the best systems and processes, but like, if people aren't being held accountable and being managed to those systems and processes, it doesn't fucking matter.

Michael Stearns: Cause a lot of the times, if that's not happening, like we're expecting everyone we hired to do exactly as we say, like, I, I love that. It's great. Um, let me know how that goes. Yeah, there has to be intervention and oversight. You know, because if everyone knew exactly what they had to do, did it exactly what they had to do every single time, every player on your team, there's a good chance they might own their own company and probably wouldn't be working for you.

Jon Cater: What, um, let's, let's take a look at another one of these websites and do a quick audit here so that I don't want to get too, while we're doing this audit guys, please be sure to drop your questions. We've talked about, um, a bunch of different, um, hot topics. Right. Go ahead and drop like any questions that you have about your systems and processes, any questions that you have about tech.

Jon Cater: I saw that we had a tech question, um, a little bit earlier on Christian, if you can kind of scroll up to the questions here, um, and we can inspect them. Like Christine asked, um, You know, we'd love to know what successful people use for tech, uh, and supplementing, which, you know, for the best way to scale, which we also have to kind of inspect a little bit.

Jon Cater: I mean, there's a, for tech, there's

Michael Stearns: a ton of answers, right? You've, I mean.

Jon Cater: It's about what works.

Michael Stearns: Yeah. It's about,

Jon Cater: it's not about.

Michael Stearns: Like if you're going out and hand measuring roofs, you should probably use like imaging from Roofer just to have them do a report for you. It's, it's, you know, for whatever it's going to cost, it's substantially less than paying one of your employees.

Michael Stearns: You know, whatever, whatever you're going to pay them to go drive, use gas resources and time to go measure roof. Things like company cam, where they consolidate all your, your photos. You can document photos. You can tag people in those photos. You can draw on those photos. Like that allows you to have clear and succinct communication with you, your team, your customer, your crews, right?

Michael Stearns: Like. Change orders, things like that. Like, very, very, very simple. Uh, the instant estimator provided by Roofr. People are looking for a roof, you're running ads, you get a quote in 30 seconds, bang, now you get them into the funnel. They start filling out information, now you've got their information.

Jon Cater: Well, that was on our first one that we looked at, right?

Jon Cater: They had the Roofr instant estimator. Uh, that might have been, I didn't actually click into

Michael Stearns: that. It could have been, you know, Roofr, it could have been, I don't know. Um, but just having some sort of instant measurement software or instant quota software, I think is really big. We've seen great success with it.

Jon Cater: And you know what, you know what I found is, um, there though, like different, different types of generations have a different adoption to technology, younger slash, you know, I would even say like millennials slash. Maybe even, you know, before millennial are extremely, what was that? Gen Z, gen Z. Gen Z. Gen Z.

Jon Cater: To which you have to factor that. Like Gen Zs are thinking about buying homes now as first time home buyers. They are more adapted to technology and they don't necessarily always want the face-to-face interaction to be the first point of contact.

Michael Stearns: Yeah.

Jon Cater: So when you are able to integrate technology like that into your website, you're able to.

Jon Cater: reach that audience that you didn't necessarily think about before, because, you know, maybe what you did at, you know, five years ago worked really well, but now you have to think, okay, this next generation is really comfortable with technology. They're really comfortable with instant roof quotes. They're really comfortable with like.

Jon Cater: Submitting a, submitting a form and getting, popping up a number and then talking to somebody, right? So, I think that's important that as we look at these websites, we, you know, audit, you know, some of the things that are missing that they could add into that too. We got, uh, who do we got here? We got Tiger Roofing.

Michael Stearns: We got Tiger Roofing, um, When I land here, I like the video very much. Uh, like the little tiger here. Call now, get an instance. I'm going to get multiple calls to action. Love that. Let's see, scroll down. We've got our, our trust badges here. Your trusted contractor in McDonough, Georgia, more contact information, work with us.

Michael Stearns: Uh, I would definitely change the color of this font. I mean, it's very hard to read gray on gray. Uh, so I would definitely have your team take a look at that.

Jon Cater: Uh, can I tell you something that I noticed just from a user, not necessarily a website guy, I didn't see any faces when I first started. I mean, we see the video in the background, but I haven't seen any faces so far.

Jon Cater: I'm okay with no faces.

Michael Stearns: So that's, and that's, there's a lot of ways to skin the cat. Some people, they like, they, I want a family. I want this and that. And it's like, okay, depending on what you like, what you like, no offering emergency tarp service. Um, I think overall there's a lot of good things happening here, but I do feel, um, It leaves a bit to be desired on like the design component side.

Michael Stearns: As I scroll through here, I like this. This, this brings a little bit of color to life. Like when you have black, orange, and white as your colors, there's a lot of opportunity to make like cool shit pop. And, um, I see some of it, but I'd like to see more of it. Like through the orange accents. Yeah, and different design concepts and things like that.

Michael Stearns: Contact us today. Another call to action. Fantastic. More areas we serve. So we've got our service area pages. Let's go into Henry County. Depend on a proficient roofing contractor in Henry County. Fortify your home with a durable roof. We got strong content here. That's really good. Um, and I would keep adding to that.

Michael Stearns: I'm a, if these are all the areas that you service, fantastic. If there's more, consistently add to those, uh, services. They

Jon Cater: have like a bunch of sub, sub areas, like sub.

Michael Stearns: Yeah, they, they might, right? I'm not sure. Um, as I go down here and I see Realtors Corner, that's probably something I want to feature, not get buried down in the services.

Michael Stearns: Um, I'd want to break that out to, to some, a section of its own, where it's more obvious, uh, if I'm going to try to, uh, recruit Realtors to refer me. Like on the

Jon Cater: headline up there? Yeah.

Michael Stearns: Yeah. Just somewhere more obvious. Cause odds are, if somebody's coming to services, they're not looking for something. It's, it's just not intuitive.

Michael Stearns: Yeah.

Jon Cater: Or if you are a real estate.

Michael Stearns: And I wanna see your faces. This is where I wanna see faces. Where like, who, who we are? Who are we? I'm a three I'm a Give me a headshot. Give me a headshot. Give me a bio. Give me somethin Like, if I get to this page, I wanna meet somebody. I, you know, I'm, I'm considering bringing you out to my home.

Michael Stearns: I've got my kids there. I've got my wife there. Like, I've got my dogs there. Like I'm trying to build that rapport and this, you know, the likelihood that I get, I actualize the feeling of comfortability that I want by coming to like a meet the team page or an about us page. I don't feel like this does a good enough job.

Michael Stearns: I think there's an opportunity for improvement here, but overall pretty good. Thanks for, uh, thanks for submitting it, Tiger. All right. What do we got next? We got

Jon Cater: it. Can we scroll down, uh, to more questions?

Michael Stearns: Yeah. Hold on a second. Love to know. Successful tech.

Jon Cater: Um,

Michael Stearns: guys, some of the best content to make for shorts.

Michael Stearns: People want to know Maurice is asking

Jon Cater: for shorts. There is a. So with video in general, I have a rule and actually, um, if you can go ahead and pull up the trust triangle on the, uh, the screen, uh, uh, Christian on the, the, the one to the right. So my theory is, is when you're looking at video, there's a trust triangle.

Jon Cater: That, you know, this is not a pyramid scheme, but a trust triangle. Is it

Michael Stearns: an isosceles triangle? Yeah.

Jon Cater: So within your video, you need to be asking these three questions of the trust triangle to get people to trust you. One, is this authentically me, right? First thing, authenticity, right? People want to see that you're not trying to sell them something.

Jon Cater: They want to see that, they want to see the true organic nature of yourself. And so, a lot of that comes with imperfections. Do we, do we have it pulled up?

Jon Cater: There you go, guys. So this is, this is what I like to call the trust triangle. And basically you screenshot this guys, um, steal this, make sure that you're utilizing the trust triangle, but this is something that is used within long form content, short form content, every single time I go to evaluate a video, I implement the trust triangle.

Jon Cater: I say in this video was I, my most true and organic. an organic self, which you'll see a lot of videos where I'll upload where I've messed things up, right? Or where something was difficult for me or where I, you know, said, Hey, this shouldn't be like this because X, Y, Z, you know, do this instead, right? This was an organic thing that I wasn't trying to sell anybody on.

Jon Cater: So it was, it was my true authentic self. Next, what you want to do. Is you want to apply logic. So the second part of the trust triangle is logic, right? Did I help my audience get from A to Z within 30 seconds, right? Did they get the information that they wanted to get packaged very quickly, very shortly?

Jon Cater: Um, and did you, you know, maybe it's a, a three step process, maybe it's one singular thing that someone needs to do to ensure that they, um, that they, uh, are going to ask when qualifying a roofer. Right? So logic helps people get from A to Z, right? And then last but not least, empathy. Did you really understand the audience member?

Jon Cater: Or are you just speaking Rufanese, right? The biggest, uh, one of our, uh, so I have a group called The Creators Den, and we were watching this video, cause we, we, we do the boiler room, where we take the videos and we inspect them, and Within that, there was a video where somebody was talking about, um, sheathing, right?

Jon Cater: And they're, they're just ripping it and they're like, this is why we use synthetic, right? But that video, they wanted a homeowner to see, but they talked directly to A roofer, right? Only things that roofers would understand. They used language that only roofers would understand. They didn't understand their audience to the fullest extent of like, what's your problem?

Jon Cater: Well, my problem is is that I'm not thinking about the underlayment. My problem is is that I have three kids that I have to run to soccer practice. I have a leaky ceiling going through my newborn's That's tough. You know what I mean? That's tough. Right? So like, were you able to empathize? Were you able to show them A through Z through logic, right, of the things, the actionable steps that they're able to take?

Jon Cater: And were you able to be your true organic self, not trying to sell them anything, but just give free game? I think right here for this, for this webinar, right? The trust triangle is like, where are true organic selves within this? You know, so this applies to the best. Way to create short form content and any content in general.

Michael Stearns: Yeah. I want to piggyback off that. I mean, if you go to my YouTube, I think it's at a Sun digital agency at a Sun digital, whatever he thinks. Yeah. At a Sun digital, just Google a Sun digital agency, YouTube, and you'll find it. Um, I think we have like 1300 videos and literally my, I have a, I have a note pad in my iPhone, right notes, iOS notes.

Michael Stearns: And I just, as I'm talking to clients and I'm talking to prospective clients, I'm talking to other contractors. When things come up that they're struggling with, as it relates to anything that could be tied in, whether it's a causal correlation, um, or like somewhat indirect or very direct relationship, I make, I document that and like, I make content.

Michael Stearns: If I know the answer to it to help resolve that issue and try to present so like lead with value Um in a way where it's a resource It's a true resource like you I know this is a problem because I know a roofer just told me it's a problem And if he's if he's the one that's telling me it's a problem.

Michael Stearns: It's probably not the only roofer with this problem It's the same thing with like for me when I instruct clients as far as creating content What are your homeowners telling you? What questions are they asking you when you're trying to sell them shit? What are they telling you? Like, what objections are your salespeople getting?

Michael Stearns: Like tap into your team and like your weekly meetings, get the feedback from them as far as like, Hey, what are we, what are we being met with as far as like opposition, when we're trying to sell people, is it warranty issues? Is it costs? Is it this, is that now you can use that as your baseline of like, Hey, we're going to create content this week.

Michael Stearns: And these are the topics that we're going to use.

Jon Cater: Um, one of my favorite things for short form videos is doing just, and this is completely underutilized by any sort of roofers, but creators have been using it forever, which is day in the life videos. If you're doing a day in the life of, uh, in Atlanta, Georgia roofing company, and you go through the step by step of everything that happened that day, I met with a homeowner that da, da, da, da, da, this was their problem.

Jon Cater: This is how we solved it. This is the things, the actionable steps that we took. And then just like taking your, it can be as simple as just taking for short form videos, just taking phone videos and getting clips throughout the day and just splicing those together and just Right? You're able to pull out the problems and then a homeowner that's watching that can go, Oh, like that's basically me.

Jon Cater: Like that person kind of looks like me. That person kind of has the same home as me. That person has the same problems as me. And all you're doing is telling a story of you, of what you're already doing. The biggest problems that roofers have is that, or anyone in general that is doing a high amount of client work.

Jon Cater: Is that it's already happening. Anything that you could ever do is already happening. You don't have to figment stuff like a lot of other people that try to think what their audience is going through. You're actually doing it on a day to day basis. So document that, get a shot list. Um, I actually, I have a shot list here that I'll show you guys a little bit later into this, but, um, we're going to be spitting free game, the rest of this.

Jon Cater: On top of that, you know, we're going to have an event called the roofing brand builder. Brand builder bootcamp in Dallas at the aloft. So make sure that if you're love field, that's a Sharp we're hitting the bootcamp. Listen, if you're on this webinar, we are giving you Composition

Michael Stearns: notebook schools in session

Jon Cater: schools in session.

Jon Cater: We are giving a 45 percent off Just as a thank you You know, it's your, we're practically giving it away for free. Um, Dallas is a main flight. So if you're not even in Dallas, you can just take a one day flight out.

Michael Stearns: If it takes you a day to get there, it's a problem. Yeah.

Jon Cater: Yeah. Come meet us in person, meet with roofer and ask the questions that need to be answered so that you can maximize the height of your season.

Jon Cater: So. Make sure to click that link and register. Also, if

Michael Stearns: you book this link, you come to Dallas and you come to meet us and you listen to it. I will personally, if you, if you don't find value in it, I'm going to interview you on camera and that'll be, that'll help you start creating content. You're going to tell me like why you were disappointed and then I'll give you your money back.

Michael Stearns: I'll make a personal guarantee. So

Jon Cater: I'll double on that. I'm going to have a setup at the roofer brand roofing brand building conference. Uh, it's a conference now. No, it's not a conference. It's not a bootcamp, it's a conference. So I'm going to have an entire setup with Elgato that you're going to be able to create content and we can shoot some of the content that you want to shoot there.

Jon Cater: There's going to be a whole setup and you're going to have everything A to Z and get personal one on one coaching, as well as a game plan to walk away with.

Michael Stearns: That dovetails nicely into my next question. So there's no shortage of people that understand the value of creating video. Everyone that I talk to knows that it's important and the vast majority of them don't do it.

Michael Stearns: Um, if I'm a roofer and I know it's important and I just can't, can't work up the gumption to do it. And it's crazy because you got some really charismatic men and women out there and you know that you have a conversation with them and they're fucking sharp. But then that camera goes on and it's like, which by the way, it happened to me too.

Michael Stearns: And I think I still suck at content, but I'm every day I'm trying to improve. Right. So what can they do to get past the point of like, I got to shoot content to, okay. I shot content today.

Jon Cater: I think for me, just working with creators and, you know, contractors as well, like the blockers are always there when you first start.

Jon Cater: So when you see like, you know, an NFL athlete at content. Right. They started somewhere. Yeah, they started being really imperfect at all. Actually, funny enough. So there's if you want to scroll down here real quick, um, on the, on the, the note section there. Um, so I was at this conference, right? For Gary Vee's VK.

Jon Cater: Yeah, I was, I was at VCon and this, this is a great example of this. I was at VCon and I was, um, shooting content for, uh, Shira Lazar, Drew Barrymore. And I was in the, the artists kind of like, there's like a little kind of separate suite where they can like get drinks and hang out. Okay. And if you're familiar with like, um, like suites, there's like a glass door to go out and, you know, have some seating, some exclusive seating, and then come back.

Jon Cater: There's like a two portion section. I remember I was looking for my team member and she was out in the conference section. I was going to go run out and yell to her and I'm in this room. And it's, there's like, there's like 15 people in this room. Very intimate room. I go to turn and like run out this thing.

Jon Cater: And I just plaster my face right onto the glass. I just boom, just plaster my face right onto the glass. Very intimate room. I looked to my left. I see somebody like whips over and looks over and just out of the embarrassment. I just like run out. I was like, Oh, that was great. I mean, everybody in Gary Vee saw that.

Jon Cater: And I was like, embarrassed. And I like, I took a deep breath and I went back inside. Um, after I, after I found her, I went back inside and I saw the figure that had, um, had saw me run my face straight into this glass, this glass window. And, uh, I took a deep breath. And I, uh, I turned to him and I said, hi, I'm John, the guy who just plastered his face on the glass wall.

Jon Cater: And he was like, Oh, I thought that was you. Y'all right. My name's Neil. It was Neil Patrick Harris that saw me just plaster my face right in front of a room full of people. But because I owned that moment, I was able to. Have a great conversation with them. And I think the biggest thing is, is a lot of times we get stuck because we, we get, we get stuck in our insufficiencies when our insufficiencies are the things that connect people.

Jon Cater: Like nobody wants to see a perfect person constantly doing perfect things and It's almost the, the pinnacle thing that makes you relatable. So if you can look at your content and you can accept the fact that you're not going to be perfect when you do it, but you can do certain techniques and you can turn on the camera every single day, you're going to get 1 percent better every day.

Jon Cater: That's all you need to ask for yourself is like, okay, did I turn the camera on today? You know, did I write, did I do a script? Did I prepare myself for like my talking points that I got the shot list that I needed to? Right. And then everything else can kind of fall into place. When you put those tools and resources in place in the midst of preparation, don't forget that it's okay to show when things don't work out.

Jon Cater: One of the most viral videos that happened recently was this guy was selling real estate. And his, uh, his Gen Z editor just edited a bunch of him like breathing, like, and that was the whole video was him just like his tics.

Michael Stearns: Yeah.

Jon Cater: Right. The reason why that virality happened and that awareness happened of him in his business was because he was able to show a layer of himself that people were able to relate to doing video for the first time or even just multiple times and showing his weaknesses.

Michael Stearns: Right.

Jon Cater: If you can show that within your content, you're going to be so much further and you're going to be so much relatable. You're going to hit that authenticity right on the head when it comes to the trust triangle. And you're going to be able to produce content that you're not limited to with your own thoughts.

Jon Cater: You're going to be able to think of how you can do things more strategically and how you can be your true organic self, because your true organic self is one, the one, the thing that sells.

Michael Stearns: Let me ask you this. And those are all really good points. So assuming I get to the point where I'm like, all right, fuck it.

Michael Stearns: Let it ride. We're going to, we're going to shoot some content. Let it

Jon Cater: rip there.

Michael Stearns: What's, what's one rookie mistake? Amateur hour shit that people make that you would advise the folks in this audience. To not make when it comes to creating content.

Jon Cater: Don't waste your first three seconds on introducing yourself.

Jon Cater: Hi, I'm Mike with Ascend. Well, and you know where that came from, though, is like people watch influencers and they watch people of fame do that. And so when you introduce yourself. Yeah, I have a whole media distribution team that's pushing my name. So when you introduce your name. Yeah, people know who, uh, Drew Barrymore is, people know who Neil Patrick Harris is, people know who Gary Vee is, people know who Mike, Mike from Ascend Digital Agency is, but like, don't waste your first three seconds and even more so, the biggest rookie mistake I see people wasting within that first three seconds is they don't address the problem immediately.

Jon Cater: The more that you can address the problem that somebody is facing, you're instantly making yourself more and more credible. You don't have to say, I've been in business for 10 plus years, um, serving a bazillion communities with philanthropy. If I'm able to look at you and I'm able to say you have X, Y, Z problems, Consistently.

Jon Cater: And I'm able to tell you your problems consistently. It's the thera, it's the therapist method. Have you, have you ever been to therapy before?

Michael Stearns: Oh yeah.

Jon Cater: So when you are going to talk to your therapist or interview a therapist for the first time, right. And if they were to tell you every single thing that you're dealing with, wouldn't you be like, wow, this is the right person to talk to because they know exactly that the empathy part of the triangle is completely checked off.

Jon Cater: Right. You are now the therapist. And so if you can diagnose the problems of your homeowner quickly, efficiently, and stick in that pocket for as long as possible, you're going to be able to turn over your videos and make your videos 10 times more relatable.

Michael Stearns: Yeah. I like that. That's really smart, but how long is it going to take me to get better?

Michael Stearns: Let's assume shoot the first one. It's okay. It's not a dumpster fire, but it's not far from it. What is the trajectory of me becoming just entirely adept and very, very good on camera where I'm not using a ton of filler words like, um, uh, where I feel comfortable. I'm not noticeably uncomfortable. What does that timeline look like for somebody who just started shooting content?

Jon Cater: Two things. The next video is the timeline. So it's always the next video. It's never this video that you're like, I am the master now. Cause even me, I've been doing this for 14 years. I still think my next video is going to be my best video. Right? So it's always the next video. And then two, if you can evaluate yourself in those beginning phases, this was a, this was a strategy that, um, I think his name is Ben.

Jon Cater: Yeah. He's a public speaker. And you said, if you can shoot a video and I even recommend people do this, shoot a video and then rewatch that video, turn the audio off and just see how you are presenting yourself. If you like your posture, great. If you're, if you're smiley, great. You know, maybe you don't like it cause you're a little bit slouched over.

Jon Cater: You're not making hand gestures. You're a very static image. You can physically see that without listening to the audio. I love this by the way. And then second, what you do is you rewatch the video and you listen to it. Just the audio. Think of how you can get rid of those word, think, identify what your word fillers are.

Jon Cater: You can say right, you can say you know, you can say um, you can say uh, you can say like, like is the most frequent, but the only way that you get better at word fillers is just pausing. Because it gives not just yourself a chance to gather the next sentence, but it gives your audience the chance to digest everything that you said.

Jon Cater: So when you're, when you're doing your videos, if you can review them, look at the, look at the video first. And then turn the camera upside down and then listen to the audio, write it out. Like, it's like every time you watch your video, you're watching the game, you're watching game footage, right? You're watching game footage from like the, the, the previous game of how to get better, right?

Jon Cater: At the sport. So I would say those two things is your next video is going to be your greatest video. And two, if you continuously do this practice, you'll not just end up a better video person or a better content creator, but you'll ultimately end up being a better communicator. You'll be, end up being a better leader.

Michael Stearns: Yeah.

Jon Cater: Right. Of your thoughts of, of the things of the way that, that you want to inspire people. So

Michael Stearns: if I noticed that I'm getting a lot of rights, likes, um, uh, do I hire somebody like an editor or even if I have an editor or somebody freelance, do I hire them to take all those out?

Jon Cater: You can, you, you can, you can absolutely, you know, Cut out every single word filler that you have.

Jon Cater: That's the beauty of editing is there's not a single video that you've ever watched. That wasn't imperfect in the raw footage. Yeah. Right. Would you recommend doing that though? Enough? It's like sprinkles on a cake. Right, too many sprinkles on a cake, and then it's just Sprinkle City. Don't you start fucking

Michael Stearns: talking about cake.

Michael Stearns: I'm starving, alright? And I love

Jon Cater: cake. Then it's just Sprinkle City, and you know, it's not the cake.

Michael Stearns: I think there's a semblance of, uh, I feel as if, you know, you talked about being your organic self, and being, you know, natural in the approach. I don't think that I'd want every one of them taken out.

Jon Cater: A hundred percent.

Jon Cater: Yeah. A hundred percent. I, my personal preference is I, I love the most worst things to be shown about me because at least you know what my worst is and it's probably not even that bad. Yeah. Right. That's right. Guys, drop your questions that you have about content in the chat section below. Let's do another, we have a ton of little website audits.

Jon Cater: Website

Michael Stearns: audit here. We we've got people patiently waiting. Hopefully they're still on. Let's see. BeFar Contracting. Uh, when I land here, I love this front and center. A plus better business bureau, master at lead, preferred contractor. We got our phone number, got a call to action here with the form. I would, let's, let's show the full face.

Michael Stearns: Let's move building relationships down so that your face isn't cut off. I think that would be wise to do. And, uh, if we want to get this gentleman in the photo, maybe you guys are partners. I'm not sure the dynamic, but if it's important for both of you to be here, I didn't even see that, dude. Yeah. So maybe we get a zoomed out photo and then just slide that over a little bit.

Michael Stearns: Now it's both of you. Right. To where, cause I don't want to get rid of the form. I want, it's not this or that it's this and that, right. There it is. Right. Right. Like, uh, Yeah, so reputation, workmanship, lifelong customers, our philosophy. I love the building relationships tagline too. I think that's super important.

Michael Stearns: And I think that would speak to somebody that's considering hiring a contractor. I do. I'm a fan of that. One thing that I notice here. Um, yeah. Okay. So here's the reviews. The majority of people aren't going to get to the bottom of the homepage. So I want to maybe if you're using a plugin for this, maybe make it obvious.

Michael Stearns: You've got. This kind of blends in with the background picture with the overlay that you have, so I'd want that to be. Less subtle and more obvious. And I'd certainly want to move that, uh, but it's one of the first things, maybe a break in here, or maybe right under philosophy, I want people talking about our, our company in a positive light to be very prominently positioned on the website.

Michael Stearns: So that's a, that's a recommendation I'd make on this one. We've got the instant estimates. Absolutely love that. Uh, let's go to areas we serve, see if we've got individual pages. So we've got a ton of different areas. I'm assuming that the ones that are highlighted are the only ones that have individual pages of content.

Michael Stearns: I would say let's consist, consistently make more content for these other service area places because if you've got these smaller suburban areas or towns, it's very plausible that if you create some good content specific to that area, that you could rank organically without doing like extensive SEO on it.

Michael Stearns: So I think that might be an opportunity as well. It's an SEO tidbit, but. Uh, you're welcome, but all in all, this is, uh, it's a well designed website. I, I, I don't hate this one. This is, this is good. Let's see, what do we got next? Omnia. Let's

Jon Cater: do it. Let's do another one. Yeah. Yeah. There we go. I'm one step ahead

Michael Stearns: of you, sir.

Jon Cater: I know. I'm on it.

Michael Stearns: Omnia, 8 to 5. You're only open 8 to 5? What if, what happens if somebody calls you at 7 50 or 7 pm? That's something that we're going to talk about at the Roofing Brand Builder Bootcamp, too. Uh, I would hope after hours you have an answering service or something very well scripted, well rehearsed answering service that's going to provide that same experience that you want from your team to your customers after hours, home, portfolios.

Michael Stearns: If you do, um,

Jon Cater: right, right, if you, if you have an answering service outside of those, those times in the, the chat.

Michael Stearns: Yeah, let us know. And if you do have an answering service, do you have them for overflow too? So if it rings more than three times so that whoever's answering the phone isn't rushing off with the customer if they're on a call, let us know if you're doing that too.

Michael Stearns: The next generation of roofing. I like that. This has like a mystique to it. Uh, it's a little dark though for me when I land, I would want something a little brighter, maybe, maybe a little more vibrant. Uh, view our recent projects. Oh, what is this? What do we got going on here? Love that.

Michael Stearns: I would maybe instead of doing a, a mobile, like do a desktop layout of this where the service area is across massive. Yeah, it's big and you can see the pins. This is nice. I do like this. I think it might be an opportunity for improvement if we can get this embed right on the homepage, which I'm pretty, I'm quite sure that you can.

Michael Stearns: So I think as opposed to, because the more clicks it takes to get somewhere, the less likely we are to get there. So if we got to go to a different page versus it just being right here on the homepage, scrap the first idea. Just put that, that iframe right here on the homepage.

Jon Cater: Who's is this?

Michael Stearns: Uh, this is, Who dropped that Omni Roofing?

Michael Stearns: What? I don't, I'm not sure Christian who dropped Omni Roofing.

Michael Stearns: Gimme one second. My a D D's kicking in here. I wanna see trust badges sooner than later. Aaron? Aaron, let's get some, uh, let's get some trust badges. Even if we put 'em somewhere up here, uh, you know, let's, let's develop trust people don't trust you as a roofer.

Jon Cater: Well, there's the five stars that are there that were on the bottom two.

Michael Stearns: Right here. That was

Jon Cater: the previous one, wasn't it?

Michael Stearns: Well, we got the reviews down here. These two, I would probably want to make them a little bigger. Um, cause you're, you're kind of pulling attention to this, you know, recent projects. I would make this a little more obvious, maybe make it bigger, make it wider where it's, you know, maybe four different, uh, four different individual reviews.

Michael Stearns: Free estimate. That's okay. Lifetime warranty, residential, commercial repair. I would maybe give a. a link to the repair page, the commercial page, residential page, if you have one, and maybe talk more about the services as well. Um, so it's a, there's not much here on the home page. So maybe elaborate on what's going on within the website.

Michael Stearns: Um, give a little snippets and then link that to internal pages on the website. I would want, there's no services pages, right? So residential, commercial, we do repair, replacement, roof storm damage. Uh, we do have a financing page, but the most important aspect of this is people in Google, right? People in Google, people trying to buy your stuff and people come to Google looking for stuff.

Michael Stearns: Find information about what it is that you're trying to sell them, right? So if it's a roof repair, it's a replacement, it's a storm damage inspection, we've got to create pages of content that are relevant to what people are searching to give us any type of likelihood of being found. So I would say catalog all the different services you offer, categorize them by residential commercial, and then build out service pages, um, around those.

Michael Stearns: That'd be my recommendation for Aaron with Omni Roofing. Thanks for submitting Aaron. Uh, let's see. Kangaroof. We hop to it. 20k guarantee services. Let's see.

Jon Cater: Wait, is that what, is that what it says underneath? We hop to it?

Michael Stearns: Yeah, we hop to it. Uh, repair, installation, residential, commercial. Let's see. Click into here.

Michael Stearns: I

Jon Cater: like the branding.

Michael Stearns: So I click into commercial roofing. I come here and this is, uh, This is an opportunity again, commercial roofing. What kind of roofs are you installing? What kind of services do you offer on the commercial side? Are you just doing like, and what is commercial to you? Like some people, when they say commercial, they're only talking about like multifamily apartments, things like that.

Michael Stearns: Some people are talking about, you know, flat roofs, TPO, EPDM, Modbit, et cetera. So like give some context and make it obvious and then make pages of content for all those different things. Uh, additional roofing service, residential roof repair. So I would go with like a. A main page, like a parent child sub page structure where it's like residential roofing, it drops down.

Michael Stearns: And now these are all the different services we offer within residential roofing. Same thing with commercial. I know I sound like a broken record, but like a manual, but this, yeah, it's, it's like an index to a car owner's manual. Yeah. And, uh, we'll talk about that more. In Dallas. Uh, let's see here. Get an estimate.

Michael Stearns: There's a phone number here. Reliable roofing services. Get an estimate again. All right. We got a video here. A little intro. Love that. Bang, bang. All right. Well done. Don't let a damaged roof compromise your home safety. Don't see trust badges or reviews off RIP. We need to hop to that. Who submitted this?

Michael Stearns: Kirsten.

Michael Stearns: We've got our prop. Maurice. Let's, uh, let's make sure that we get. You know, somewhere in this area, we get your reviews and we get like manufacturer badges, partnerships, financing, things like that that are going to help build credibility. Does color

Jon Cater: scheme matter as much?

Michael Stearns: Color schemes matter, but we're not going to get too much into that right now.

Michael Stearns: Do some painfully obvious stuff here. We have to love the picture. Um, It's a warm and fuzzy feeling, right? I'm assuming Morris is who we're gonna be working with. Fantastic. We got our, we got our different, uh, different steps of the process. I think it's important to set expectations. Uh, I would say we could do more as far as giving them information around each one of these steps of the

Jon Cater: process.

Jon Cater: Almost each one of those can be a video.

Michael Stearns: Mm hmm. That's another thing. Yeah, that would be great. Roofing

Jon Cater: exteriors. Most people, most people have their videos. They just don't know yet.

Michael Stearns: Here's the reviews way down at the bottom where most people aren't going to go on their journey. So, good job getting them there.

Michael Stearns: Let's just move them up. Latest projects. Get an estimate. Latest videos. Okay. Love that. Love that. I might want to move those up too a little bit. Move everything up. Latest news. We got our blogs. There's the trust badges, Maurice, come on, move them up. Uh, all in all, it's a good site. Uh, yeah, I think a couple opportunities for improvement, but that's what it's about, right?

Michael Stearns: Getting better day over day, every day. Alright, what else do we got here? Uh, this is that. I gotta find my way back to the webinar tab. Camera. Just

Jon Cater: got really meta.

Michael Stearns: Really meta.

Jon Cater: Screen inside of screen. Alright,

Michael Stearns: so let's see this one here. It looks like, uh, we do, but don't have overflow, Aaron, get some overflow.

Michael Stearns: Uh, one thing that I don't want to happen is if somebody is calling and like I said, I got, I've got an admin that's answering the phone, they're talking to a customer I don't want, let's call her Becky. I don't want Becky to rush that customer off the phone for fear of missing out on getting a new customer, right?

Michael Stearns: I also don't want that new customer's first experience with us to be a phone call not answered. And I've had people argue with me, well, my business is a referral and they'll wait for me. If that's the case, that's fine. But if you plan on growing your company, You don't want to be, especially when you're paying for leads, whether you're paying for leads directly or you're doing SEO or Google ads or local services, you definitely don't want that first call to be going to voicemail.

Jon Cater: Even if it is referral though, I mean, that's just part of, even if I'm a referral, I'm, I love, I love the fact of like instant connection.

Michael Stearns: Yes, but it's just less egregious if it's referral because they are more apt to wait for you. If somebody's Googling Roofer near me, they click to call you, they get a voicemail.

Michael Stearns: 15 minutes later, you call them back. There's a really good chance they called. Whether they want one estimate, five estimates, there's a good chance they've already talked to the next one, two, three, five people have their need met. Like in their mind, their problem is I need estimates. Once they get that number of estimates that they want, they're done.

Michael Stearns: Right? So you call them back. It's like, Oh, we're all good. We're we're taken care of. All because we didn't get a live party contact. So let's make sure that, you know, the overflow, it's easy to implement after X amount of rings, you're gonna get patched over to this answering service. Yep. Yep. Right. Sweet.

Michael Stearns: Hopefully this is helping you guys. Let us know if any of this is helpful, drop it in the comments and mash that RSVP button. All right. Top Florida roofing. co and we had this submitted by the savior, Mr. Miranda, let's take a look here. Services. Oh, you got the little mouse dot thing. Residential and commercial.

Michael Stearns: Okay. I think that we should have residential and commercial right here in the heading. And again, the services within those drop down with an individual page of content for each. Uh, top floor roofing company, last contract your home will ever need. I love this video. It's a, it's a very nice video. We got the Google guaranteed service provider.

Michael Stearns: Let's add some more here though, right? Maybe we could get four or five of these, make it symmetrical. Uh, but four or five of these manufacturers that you're working with, finance companies, relationships that you have. Let's let's get more in here. We've got our reviews right at the top. Love that.

Michael Stearns: Fantastic. South Florida roofing contractor.

Jon Cater: Do you, um, is there anything that they can do with, uh, like backlinking with some of these partners?

Michael Stearns: Yeah. I mean, if you wanted to ask that question, I'd have to tell you to come to Texas. Yeah.

Jon Cater: Yeah. Yeah. So there, there, there are, there are some things that they could be.

Michael Stearns: It's not, it's not a surefire thing, but there's opportunities. Our services, residential roofing flat. I liked it as overall. I liked the design of the site. I liked the look and feel of it. As I'm scrolling through, we got flat tile metal. Let's see here. Commercial mod bit. Do these click to a page explore more?

Michael Stearns: And there we go. That's commercial contract. So my question would be, do these all just go to the commercial page? They all go to just the one commercial page. Break these out, make each one of their own page in your sitemap under commercial roofing, and then make them a subpage up here. So you hover over commercial roofing, and it breaks out to materials and services.

Michael Stearns: You list all the materials, built up roofing, mod bits, single ply membrane, and then you list out the different, uh, Or you just list out the materials and then the services. Installation, repair, maintenance program, etc. Impact doors and windows, alright. This is good. I like this. I do like this. Uh, gutters, additions.

Michael Stearns: There's a lot here. Timely protection. So this is an interesting way to state your difference, right? We got the little circle, we'll call this a circle of trust.

Jon Cater: Circle of trust, triangle of trust. You got the triangle of trust, circle

Michael Stearns: of trust. Um, oh, there's some more of those manufacturers we use.

Michael Stearns: Fantastic. Work some of these up into that hero image where you first land on the website, where you got the local services. I think it would be wise to do that. Got some FAQs, okay. Tons of videos in those FAQs. Yeah, job well done. I don't see any, uh, I don't see the Roofer Instant quote on here, so that's obviously an opportunity for improvement.

Michael Stearns: Uh, outside of that, yeah,

Jon Cater: looks, uh, looks good. Wait, which makes me wonder why. Write in the comment section why you don't have the, the, the Roofr instant quote.

Michael Stearns: Ooh, let them know. This has been great, honestly. Aaron.

Jon Cater: Yeah, no, Aaron, I mean, honestly, um, drop, drop a comment on, uh, and let Roofr know that you're trying to get that instant quote up on your, up on your site.

Jon Cater: No, that's

Michael Stearns: Xavier. Xavier needs the instant quote. Aaron was telling us that this has been great, so I was just expressing my gratitude.

Jon Cater: Oh, he said it only went live three weeks ago. That's a lot of work. A lot of work in three weeks.

Michael Stearns: Yeah. Well, most of the work's done before and then you just launch it.

Michael Stearns: We're not, we're going to, solutions, not excuses. Core value number two at Ascent. We're not going to make excuses for the marketing agency. Tell them to do, be better.

Jon Cater: No. There's, I mean, he's got his questions that he, he's got a whole list of things that he can come to with, with his marketing agency. Let's see.

Jon Cater: How much does a refresh cost? I mean, that

Michael Stearns: depends. Yeah. What's the website costs? I don't know. What's the roof costs?

Jon Cater: Uh, anywhere from, uh, 20 to 150, 000. You can roof my

Michael Stearns: dog house for like 600 bucks. You, you know, it's a 600 square billion. It's a lot of money. Um, it's a really hard question to answer depending on what the scope of work is and how you're building it and who you're asking, how transparent they are.

Michael Stearns: Are you going to own the website? Are you not? Are you going to own the website, but on a proprietary content management system that will be all but useless once you leave that company?

Jon Cater: Come to the bootcamp. So what's the first, what's the first biggest step to, to get to doing an audit? Yeah, yeah. Cause obviously price matters.

Jon Cater: Yeah, of course. So,

Michael Stearns: For me, it's one of the things that's going to drive up cost the most is going to be, is it a custom site or is it a theme site? So a theme, like if you're in the Northeast, you got Ryan homes, you got these. These homes that are kind of pre built and they're going to be plopped down and your house can be the same as your neighbor's house and the same as your neighbor's house, which is fine.

Michael Stearns: Like there's nothing wrong with if that's the home that you want to live in. Fantastic. But you have that expectation, right? You know, going in that your house is the same layout as your neighbor and neighbor and your wife's not going to get that, you know, custom kitchen that she wants or the, the master suite with the en suite laundry in between, you know, whatever.

Michael Stearns: And if you're okay with that, great. You know what you're getting, you're getting what you want. But if you're moving into that type of house and you want a custom house, well, you're going to be pissed off, right? Uh, so, if you're, if you're building a custom site, you're kind of building it out from scratch.

Michael Stearns: It takes a lot longer, you have much more latitude from a design perspective, so it's going to cost a lot more money. So, you can get sites for a couple thousand dollars, you can get sites for forty thousand dollars, you can get them for everything in between. I would say Just do your research and vet the company that you're working with.

Michael Stearns: Make sure that one, you want to work with them. You might get on a call with that person. Like, fuck that guy. I don't, I don't ever want to work with Mike again, block. I don't want to talk to him. Stay away. Uh, or you might really resonate with somebody, but don't, don't leave it there. Right. Do your due diligence to make sure that you're working with somebody who is, cause you know, a lot of the times in these relationships, the person you leave isn't the person that, you know, came into your life when it started, right?

Michael Stearns: There's a distinct difference between that person from point A to point B. A lot of people will tell you whatever you want to hear just to take your money. I've learned that the hard way. So

Jon Cater: decide what you want first. Decide what

Michael Stearns: you want. And if like, I'm a younger company and I'm doing a half a million dollars, I'm probably going to say, Hey Mike, can you send me one of the websites you've done?

Michael Stearns: I'm going to look at how I've, this company's structured their website. And I'm probably going to structure my website pretty similarly to that.

Jon Cater: And then when you get to different, And you can do that in Wix, you can do it in

Michael Stearns: Squarespace. You can, you know, you go on Fiverr, whatever you want to do. Go run lean, be efficient, but this will provide you with a really good starting point so that when you do transition, even if you buy a themed website down the road, there's already a much stronger foundation, right?

Michael Stearns: So that's, that's my two cents. All right. So we've got, uh, I think it was the last one, conscious exteriors. com. All right. Uh, start for free. I would upgrade to the paid version if this is not, I'm guessing it's not. That's why that's a banner there. Um, I don't think it should be too much with GoDaddy. I think it's.

Michael Stearns: It's relatively inexpensive, uh, eco-conscious exteriors at love and the no go. The goad

Jon Cater: is great.

Michael Stearns: Love the planet, subscribe. All right, so this is it. We've got some work

Jon Cater: to do.

Michael Stearns: We've got some work to do. We've got a very nice starting point. We've got a place to start, a place to send people. There's just a lot that we need to do now that posted to this.

Michael Stearns: Now that we get here, let's see here.

Michael Stearns: Christine Christine. Yep. She said, I also need someone to help me with my website. Uh, Christine, shoot me a DM on Facebook. Uh, I'll schedule a call.

Jon Cater: Takes, uh, but, uh, in addition to that, take, take the notes that you have looked at from a bunch of these other websites that we've done audits on. And exactly with what Mike was saying, like, no, exactly not, maybe not exactly to the T what you want, but like get a good foundation for what you're looking for.

Jon Cater: Um, cause there's a lot of room for improvement so that, you know, now you have, now you have the questions. Now you have the visuals and the different things that you've seen at the highest levels, as well as the things that need improvement. Yeah.

Michael Stearns: And I'm really grateful for everyone that joined. And on that note, I'm going to wrap this up because I'm starving and this light is super hot.

Michael Stearns: I mean, I'm sweating like a rotisserie pig right now, um, but yeah, uh, you know, feel free to follow me on Facebook, Instagram, TikTok, YouTube, whatever. Make sure you get that link and RSVP before you leave though. 45 percent off. That's a, that's a grand gesture. Thanks mom. I'll put it out right there. Click that, mash that link.

Michael Stearns: Uh, incredibly grateful for everyone. Grateful for you, John. I'm grateful for Roofer. I'm just having a moment of gratitude, you know,

Jon Cater: Yeah, it's good. of good things to be grateful for, especially this 45 percent off. No, but like at the end of the day, you know, this was like free game for you guys, follow us on social media.

Jon Cater: Um, if you can cut to this guys, make sure to, we're constantly giving out game. On social media for free. You can find me on Instagram, manager, John, Facebook, Jonathan Cater. You know, I'm constantly uploading videos of how, and giving you guys gear that you can buy and that you can utilize as well as strategies and the things that we're implementing with the people that we're working with already at the highest levels.

Jon Cater: Um, and. Entry, both entry, both entry and the highest levels. So make sure that you follow, take off with a send as well as Mike Stearns on Instagram and Facebook, as well as Tik TOK. He's blowing up on Tik TOK, especially. Um, he's, he's, he's interviewing people at the highest levels that he started in with that weren't always there and been through the growth process.

Jon Cater: And he is giving away all that information for free on his podcast. So make sure that you watch that, tune in, um, on social medias and make sure that you guys are utilizing this link because once we cut, once we cut the webinar, we're going The offer cuts and you're going to be missing out on some of the best face to face time that you're going to get where we're going to be able to dive directly into your business and you're going to be able to walk away with strategies that you can implement the next day, right?

Jon Cater: That is invaluable to be able to have a direction and a coach that can take you from point A to point B. Directly for you, not just some paper, you know, just blanket statement thing that you can apply, but looking at your position, auditing you, where you're at right now, telling you the next steps to go.

Jon Cater: So with that being said, I'm manager John.

Michael Stearns: You want to know before we go, you want to know one person you don't want to live with.

Jon Cater: Regret?

Michael Stearns: Regret, baby. Don't regret. Wow, we're, we're synced up. No, again, thank you, dude. Um, appreciate everyone that joined today. Thank you to Roofr and I'm fucking pumped for this event.

Michael Stearns: And, uh, yeah, I dropped my YouTube link in the comments as well. Get your ticket, follow me there. I've got like 1500 videos or something crazy, uh, where we talk about this stuff all the time. But yeah, we are, we're grateful and we're gone. That's a wrap.

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