Overview:

The podcast discussed how businesses can use artificial intelligence and machine learning for lead generation, content creation, and marketing automation. Specifically, AI can be used to find ideal customers, nurture leads with personalized content, run targeted digital ad campaigns, and optimize conversions in real-time. Speakers provided examples of AI writing high-quality articles and handling customer service inquiries without human assistance. Additionally, marketing automation tools allow businesses to efficiently scale their campaigns using automated workflows and AI-powered personalization.

Takeaways:

• AI can be used to find and nurture qualified leads without advertising by utilizing machine learning to understand customers.
• Machine learning and AI are improving decision making, communication, and customer experiences for businesses.
• Marketing automation uses AI to implement targeted campaigns, measure customer intent, book qualified leads, and send reminders.
• AI content writers can produce large volumes of unique content for businesses to publish on their sites and stay top of mind with audiences.
• Neil Patel is cited as a top content curator who businesses can learn from in terms of content strategy.
• AI systems can rewrite existing content from high-quality sources while attributing it back to optimize articles for businesses.
• Marketing automation allows A/B testing of campaigns and landing pages to focus traffic on the most converting options.
• Having a great offer that meets customer needs is key to business success along with knowing the ideal customer.
• AI can help reactivate old customer databases through personalized outreach and upsells.
• Support tutorials and teams can help businesses implement AI and automation technologies into their workflows and campaigns.

Automatically-Generated Transcription:

Welcome everyone to the October, 2021 Elite Marketers Edition.

And today we've got a couple of really exciting speakers.

So first up, we've got Johan.

And Johan is Johan's, probably one of the savviest entrepreneurs I know.

I look at him as a true entrepreneur.

And today's actually gonna be taking us through to kick things off a, a way of utilizing the power of AI to find, nurture and book in the most qualified leads without advertising.

Um, so three specific strategies.

Uh, number one is how to generate quality leads with the click of a button.

Number two is how to leverage artificial intelligence and machine learning to create unique content that Google loves.

And number three is how to set up your social media to have omnipro omnipresence across all your channels.

And then following Johan will have John Bellamy, who will be sharing some d marketing, some of the latest lead generation B two B sort of strategies that are working right now.

But I'll introduce John a bit later.

Welcome Johan.

Awesome.

Hey guys, good to see you all.

Thank you for having me, Scott.

It's an honor as always.

And I think it's been, what, about a year since I last spoken here.

So exciting.

All right, let me start off with playing a video for you.

Let me know when you can see my video.

Yes, you can see video?

Yes.

Yep.

Awesome.

So this video is just a cheeky little video.

This is how most businesses do business right now.

They go, they find the people who they wanna work with, they get on the phones, they're hammering, come on, let's go, let's have a call.

Get them on board.

They're now sorting the wheat from the chaff, and then they finally find those golden nuggets, those good clients that they wanna work with.

And that's what's happening over here.

And that's a long process.

And we wanna shorten that.

What would happen if we could then have AI working for us in the background, which is this.

Now you picture those people who are working there, it would probably take them a thousand years to get to what this thing does in about an hour.

That's just to set the tone around ai.

Let me stop that.

Share the next one.

So why was I so dramatic with calling it this thing, thing, the digital apocalypse?

Because hey, you're old marketer, designer, and I know you love a bit of drama, but basically when I saw the power of what AI is doing in marketing, there's now basically digital agencies that are getting, that have been around for 20 years who are getting outmarketed.

And they're getting outmarketed by this new generation.

The younger generation who are generating leads, creating this amazing service for their customers are raving.

And all the old and old older guys, like I, I own two digital agencies, we're getting outmarketed by them because they're leveraging ai.

So as Scott said, there's three things I'd love to take, uh, for you guys to take away from this one.

I wanna show you how we're gonna generate leads with the click.

And we're gonna actually have a demo and walk through it.

We're gonna show you how machine learning to create unique content that Google loves, and then distribute it with the click of a button.

So therefore you can be top of mind.

And then how to get all your competitors to do all the heavy lifting, leverage that big data play that we have, and then cherry pick your r o i and then we'll talk about a little experiment we're doing.

So what is artificial intelligence?

Artificial intelligence has basically been around since early two thousands, and it involves all of these processes.

We've all experienced it, we've all been on Facebook, YouTube, and Google.

It's interest based tailored solutions.

And we use a lot of AI in marketing in a very basic form.

So that's chat bots, data analysis.

We can use it for sales forecasting, predict our customer's needs, lead generation and nurture.

And then we've all, we all love retargeting, right?

And so the evolution of AI in our lives, there's a little bit of, uh, so this slide, I'm just gonna go through a little bit of context and then we're gonna jump into the demo shortly.

So why do we use ai?

It improves our decision making in our business contact centers.

Who remembers the days where you dial a phone number and then you have to press you 1, 2, 6, 9, 10.

And it's basically taking on down this decision making process.

But now, as soon as I pick up the phone and make a call, it knows my mobile number, it knows my profile, it knows who to contact me, which account manager that is AI building maintenance.

So I've been in the building industry game.

These buildings in the background of my screen here, they run my technology.

And so in there we had building management systems, which basically if a floor is not getting used, all the lighting was turned off, the heating was turned off.

As soon as the elevator pings to go to that floor, there's a blast of air that comes in and it heats it up.

It's connected internet of things, right?

So the increases, uh, efficiency of the entire building.

Machine vision.

One of my friends, he runs a, um, beer manufacturing company.

He has the AI that he put in there is basically a machine, uh, vision, looking at the bottle.

This thing can pick up if there is one grain of sand on there.

Why?

Because if that one grain of sand gets into the labeling machine, it can rip apart and spoil the labeling process, costing him hundreds of thousands of dollars.

These things work 24 7 before he had a person there washing, uh, with a little brush doing all these things.

So it improves our communication in real time.

We all know this, accounting and finance.

So who's ever got a fine when they've been driving their car?

Anybody, right?

You get that fine.

It's $3,000 you get a a fine for.

And why is that?

Because Melbourne City Council, for those of you who are in Melbourne or any of them around Australia, the council issues the fine.

It says, Hey, this company has a $3,000.

Fine.

Then it comes to me and I'm the company owner, owner, and I say, Hey, you know what?

It wasn't me, it was Jack.

And so Jack gets nominated, that goes back to a person.

They create a profile, Jack gets a thing saying, do you accept this?

Fine, yes, I do.

And that then he sends it back.

Profiles created invoice sent to him.

That entire process used to take 28 minutes of a human's time.

Now, with robotic process automation, ai, it takes two minutes to do the same thing.

So Maya, who's got a Mya one card, right back in 2000, they had this, they had a Mya one card.

And basically you, it's a data sorting machine.

It's machine learning.

It knows that, hey, during Christmas, Johan goes and buys Hugo Boss suits, not that I wear them anymore.

And then there's another person called John who he buys $20 socks, for example, John Doe.

And so they're gonna send me intelligent offers saying, Hey, we've got a, we've got a discount on Hugo Boss suits.

Come back.

Well, to the other person, we've got underwear on sale.

So ai, even Pepsi, it's become so advanced.

Pepsi has now implemented a robot, robot vera, to interview candidates.

They, it interviewed over 300 candidates and found the exact person that they wanted.

So AI is becoming very sophisticated, and it's part of our lives now.

So there's a lot more that it can do.

For those of you who wanna check it out, just go to robot bureau.ru and it's over there.

So now we're gonna have a little bit of interaction.

Guys, unmute yourselves.

Tell me, why do businesses fail most of the time?

Cashflow issues.

Love it.

No market need.

No market need.

Love it.

Hey, copywriting, yes, 100%.

Love it.

No leads.

No leads.

Mismanagement of money.

Yep.

Love it.

You guys nailed it.

And that's what burnout.

Anastasia.

Woo Hoo.

What?

What'd you say?

What was that an Anastasia?

I was, I was, I was trying to get Scotty started.

Anastasia, I thought you were gonna say amnesia.

I'm like, whoa.

Okay.

Um, so, so you guys nailed it.

Experience with cashflow problems.

82% of those fail, no market need.

You guys said 42% run outta cash, don't have the right team are outcompeted because they're way too old.

So sales cashflow offer is not articulated.

Call Scotty articulate accurate data.

So cashflow management, right?

And with the right data, you can manage and know exactly how much cash flow is coming into the business.

The team is overworked.

I'd like to see some of the people in our teams when they're not performing.

I'd like to say that they're overworked, not that they're lazy, right?

So there's, we can create efficiencies.

Now with the building scenario, when we implemented our technology into the building, the concierges cracked it.

They said, you are gonna put us out of a job.

But what happened was, we now created efficiencies in the buildings.

And so they could come to us and say, uh, instead of going to the concierge and saying, how do I connect to the wifi in the building?

How do I book the barbecue?

All the most basic boring things, which they a ask a hundred times a day.

It was all on an app.

And pe they just point them to it and they learnt, and it just created amazing efficiencies.

And then the concierges could then focus on creating better experience for the people living in the building.

Then they can't keep up with the times.

If you don't keep up with the times you get.

Outmarketed business is all about marketing and innovation.

Now let's get into some fun stuff.

Let's fix that first thing, which is the cash flow.

How do we generate leads?

It's a pretty damn big promise.

This one actually, how to generate leads with the power of ai, with the click of a button by not spending money on advertising.

So let's fix that.

Cashflow leads good qualified leads into our business, fixes our cashflow problem.

Do we agree with that?

Yeah, thank you.

How does it work?

I'll do a little process diagram so that we, uh, understand conceptually, and then I'm gonna handball it to my phone.

A friend who's come in here to show us how it works.

One, you have to know your ideal client.

Now, I know this is preaching to the choir, but hey, if you don't have these two down, your business is gonna fail.

You have to have a great offer.

You have to engage the ai.

The AI then finds and nurtures these ideal clients of yours who's heard it, of the Dream 100 concept.

Any business, if you can just have 100 of those dream clients, your business will skyrocket.

And it doesn't mean they're just one-on-one.

It could be 100 distribution channels.

So we could do a whole nother seminar on the Dream 100.

So the AI then qualifies them, talks to them, nurtures them, and then gets them to book them into your calendar only if they meet that criteria, and then it follows up with them and it closes them.

So how does that work?

I'll give you a quick little example.

Let's say for example, I was targeting Shopify store owners.

My, that's my ideal target.

My promise to them is, Hey, I guarantee you by getting on a call with me for 10, 15 minutes, I will be able to increase your conversion rate optimization by 10%.

So that is an irresistible offer to somebody who's doing a million dollars, $2 million, increasing their in 15 minutes.

I'm promising them a lot of money.

So the AI then engages those store owners, it then finds them and nurtures them.

It sends them two minute clips, three minute clips, whatever it is, which then peaks their interest.

It qualifies them.

Yes, they meet our criteria.

It then books them into the calendar where the salesperson can take over and close them.

And then if they don't close, the AI will follow up and close.

So, and to Walter, Walter is here.

Walter, I've, um, invited him into the group.

This is his, uh, initiation by fire.

So he is on the spot, all eyes on Walter.

I've done Walter for probably about four years, and we've become really good friends.

And then back in April, we caught up in person for the first time.

I went to the Gold Coast and Walter said, let's catch up.

And we caught up and Walter was telling me about his companies.

And I say companies, he was running eight separate companies.

And so anyway, so we decided to, um, put it all together, built a brand new company all under one roof, but through those eight companies, he's had 14, close to 49,800 and something.

As of this morning, I believe it is Walter, to customers go through his business.

So he is a seasoned professional who's lived in our world.

And so, Walter, I'm gonna hand it over to you.

I'm gonna make you a co-host so you can play, show, and tell.

How's that sound, guys?

Yes.

Cool.

Let's get Walter on.

Hey, I think you might have to do that.

Scott, can you make Yeah, I'll make You my Walter a co-host.

Thank you, sir.

Hey guys, nice to see you.

Hey warn, Thanks for the chance to come and say hi.

Amazing to, to hear Johan break down the concept of ai.

And I find it fascinating.

I've been in involved in software development for 13 years.

As Johan said, I sent him a screenshot this morning of our customer base so we could get an accurate number.

49,812 customers as of my coffee machine this morning.

And we've done tens of millions of dollars.

And my, my primary concept is software to solve problems and technology to solve problems.

And in this latest evolution, artificial intelligence coming through has just blown the roof off everything that we've done before.

And it's amazing to think that artificial intelligence is only called that until we come up with another name for it.

And a great example of that, artificial intelligence can take a Tesla out of a car, park onto a freeway, merge through three lanes of traffic, do an a hundred, take the right exit, stop at the traffic light, come back into a predetermined destination, all with a hundred percent safety and all of that kind of stuff.

Now, that's artificial intelligence, but now we call that self-drive, right?

So that's, artificial intelligence moves through that kind of vague concept until we come up with a name and marketing.

We talk about, uh, expanding lookalike audiences and targeted audiences on Facebook.

That's what we call it now.

But believe it or not, the artificial intelligence is tens of thousands of server bits running back and forward to make that happen for us, each individually, even just asking Siri or Google to play us a favorite song.

So bringing this into our space today, how do we now use that technology to bring, um, better results for our businesses?

And that's where we can kick in.

So I'll do a screen share, and we'll start with leads.

I always say to business owners, I've never met a problem that more leads couldn't solve.

That's not quite true.

But obviously, if we can solve that first one, then we can go a long way for people.

So let me share a, a screen and I'll do a a bit of a show and tell.

I promise to take my sales hat off and keep my education hat on, and we'll, we'll walk it through.

So as we all know, this is when I was talking to Johann about coming and speaking to you guys.

I, I was asking him, who are my audience?

And he said, these guys are the best marketers in Australia.

And I went, oh, cool, fantastic.

That takes away a lot of my need to talk about defining an avatar and perfecting an offer and doing all that sort of stuff.

But we always start with a business owner with your targeted customer.

And these days, again, artificial intelligence moves into lead generation.

That's where we change the name of it.

And we can start to do things like this kind of search we can say to a business and, um, who might be in the marketplace and selling.

Uh, I, I noticed the agriculture machinery there.

So we have a client that, um, sells Weybridge materials.

So they sell the, the weighing scales machines for big trucks.

So I asked them, who's your ideal client?

And they said to me, logistics companies, they have big weight bridges in and out of their warehouses.

They're paid by kilo or paid by weight.

Okay, cool.

So if I could put a hundred logistics companies in Australia into your database and into your marketing funnel, would that be of a benefit for you?

Absolutely.

So we start with that kind of a search, and we go, okay, find me a logistics company, and we can start with any, anywhere in the world, but let's just go in and around Brisbane as an example.

So we'll go Brisbane, Queensland, Australia.

Now, nothing's moving in and outta Queensland at the moment.

This is just a joke.

But anyway, I'm, I'm here on the Gold Coast, so logistic companies in and around Queensland, let's go and find them.

And so the system goes and says, okay, these are logistics companies in and around Brisbane.

We've got their business name, we've got their address, we've got their reputation rating, we've got their website, we've got their phone numbers.

Now let's go and take this one step further and get some contact details so we can start to market to these guys.

So I say, okay, these are great clients.

Let's drop these into a campaign that I've got set up and we'll let the software go to work.

Now the software takes about 30 seconds to run.

So while that's running it, and what it's doing is it's finding all those contact details while it's running.

That's just one type type of search.

Find me this type of business in this type of location.

The other type of search is more people based.

And this is leveraging, well, actually, I'll ask you guys if I wanted to and, and amazing to have our LinkedIn specialist on the call, if, if I was gonna ask you guys where would I go to leverage a people-based search?

What platform would I be talking about, John Bellamy, where would I be?

Where would I be focusing on easy, right?

I'd be looking in LinkedIn.

So if I wanted to find people, I'd be looking in LinkedIn, okay, find me all the people.

Look, I'm a coach, I'm a business consultant, I'm a whatever.

I wanna chat to CEOs.

So find me everybody that identifies them as a, identifies themselves as a C E O.

And let's do Melbourne this time just for fun.

So we'll go in and around Melbourne, Victoria.

Oh, actually we can go any Melbourne, but I'd rather do Victoria just for this one.

Yeah, Victoria, Melbourne.

Go search.

And now we're gonna hit LinkedIn and we're gonna say, okay, these are the people that are CEOs in and around LinkedIn.

So we can now say, cool, let's do some marketing out to these guys.

And I'll show you the marketing side of things in just a sec.

But let's again, drop these into a campaign.

And one last AI search that we do is we say, who's your target customer?

So who's your ideal dream customer?

And Johan gave the example of the top 100, right?

So what if we said, you know, what if I had, I don't know, Harvey Norman on my books, or I had the Sydney Morning Herald on my books, or, you know, what if I had Apple apple.com on my books?

So let me drop in apple.com and find everyone that we can in and around Apple.

Cool.

So here's all of the people that we can find working for Apple that we can contact immediately.

So now we go, okay, cool.

Why?

While that's been running, let's go and have a look at what it's brought back.

So we've got, we started with those logistics companies, remember?

So now we've got the logistics company, but now guess what?

We've also got all of their contact details and information.

So cool.

Now, before we go any further, all of this is done, white hat above board.

There's no kind of black hat stuff here.

This is all publicly available information.

And if I wanted to find this information, I could dig through and t trawl through Google searches and profile searches, and I could find this information.

We are not digging through people's rubbish here, opening their bank statements.

This is all publicly available information.

We're just letting AI do that research for us.

So now I've got hundreds of companies that are my target companies, and I can do two things.

Number one, I can drop that out to a C S V spreadsheet.

So straightaway, take that into a C S V format.

So we've got that.

Let's, let's save that.

I'll, I've got plenty of them, so I'll, I won't save that one.

Then we've got, now we've got a thousand, 2000, 5,000 of our ideal customers on a CSV spreadsheet for those of us who on the call does Facebook marketing or LinkedIn marketing, who's actually running paid ads?

A few hands going up here and there.

Okay?

What we love to talk to businesses about that first step, just drop your targeted clients into a C S V spreadsheet and then what?

And then upload them to the social platforms and let the social platforms behemoth of an AI find additional matching customers for you.

So if I uploaded a spreadsheet of a thousand CEOs in Australia, and I said to Facebook, Hey, find me more customers like this, Facebook's gonna go you beauty.

Absolutely, I'll, I'll drop in 2 million of them for you.

And of course, LinkedIn doing the same thing with their extended lists for marketing.

So that's step one.

But step two, then we drop into really smart technology.

And you guys have all seen things like this where we build out a situation where we have automated marketing going through.

So we've found our ideal customer, and now we build out a campaign to make contact with that customer.

So we come in here and obviously we've got a, a cold leads campaign going.

We drop 'em out an email, wait a few days.

If they don't answer, drop 'em an email, wait a few days, drop 'em out, an s m s message, drop 'em out a prerecorded voicemail.

So imagine if you had the CEO's list in Australia and you send 'em an email to introduce yourself.

Two days later you haven't heard back.

So you send them a prerecorded voicemail.

Wow, cool.

So their phone doesn't even ring, and they literally just get a beep, beep, new voicemail.

They listen to the voicemail and it's, Hey, my name's Walt.

I sent you an email a couple of days ago.

Uh, I'm working with, uh, top CEOs in the country, and I just thought, uh, I'd reach out to you personally.

I'll send you another email tomorrow, just hoping that we might be able to organize a time to catch up prerecorded voicemail.

All of those kind of campaigns built within workflows and automation that can keep people, uh, moving forward.

AI component number one, find us our ideal targeted customer these days.

We don't call marketing automation ai, we just call it cool tech, right?

But marketing automation in itself is amazing.

AI with that wait, timetable and the if then responses, so we can build flows.

Like if they reply, send them down this path.

If they, they don't reply, send them down this path.

And lemme give you an example.

Lemme go a look at this one.

So we can actually build a, uh, a reply.

So if they reply, go down this path, we have a yes no scenario.

And even better, this is where AI really does kick in though.

And this is where I wanna just focus for a second.

The customer replied, sure, but I can now actually say, measure the intent.

And that's where we start to see real AI kicking in marketing measure the intent.

Now, this particular program we've built off the Google Linguistic framework that's constantly evolving and it's an amazing piece of tech, but we've got that plugged into the background that's measuring the intent of the reply.

Now that means when the customer, you send them a whole marketing message and whatever, and they come back to you with those beautiful choice words that we absolutely love in marketing that says something like, shove off and don't bother me again.

We can send them a beautiful personalized postcard that says, Hey, didn't mean to offend, by the way, here's my QR code if you wanna check me out, right?

But if they say, yes, I'm interested, then of course we can measure that intent too and take 'em down a booking path.

And that's where I'd like to show you guys some other cool tech that we build in.

And again, guys, is this okay?

Am I gimme a thumbs up if, if that's all right, if we've, yeah, cool.

Everybody's good.

All right, cool.

So ideal leads, we're driving 'em down a campaign.

We're pushing 'em through, we're measuring intent, we're starting to do cool stuff like this one, and I'll show you this, every single time we send out these marketing message to our ideal customers, we can personalize the page that they land on.

Okay?

So for example, we can put their name on the page, Chris from a b, c marketing Lands on a page that's designed just for him.

But if we had John, who clicks on that same link from x, y, z logistics, all right?

So this is all being done.

I'm doing it manually, but I'm just, I'm, this would all be in the system when John from x, y, Z logistics clicks on a link.

He sees X, Y, Z logistics and John.

So in other words, every single click on every single campaign can be personalized.

Now, what kind of a bump does that give us?

Again, from a marketing point of view, Shopify tells us that if we can personalize the offers, you see an 83% increase in conversions.

Anybody interested in doing 83% better on their campaigns?

So a couple of hands going up.

The rest I'll try and be more exciting.

So how cool is that?

Every single click is getting a personalized page.

Now that's where we start to kick in some really cool stuff.

So imagine that we go and again, guys, I, I'd I, I'd love to show you and go into depth.

You can see my assignment, I can spend hours on this stuff, but I'll just show you, I'll just show you an example.

So for example, you've sent out marketing your c e o, the, your targeted customer says, yes, I'm interested.

They trigger a yes response or something like that.

We can then engage AI to have a full conversation with that person.

And I dunno if you guys have ever seen the study, the first time I came across this, we had a, an example where, uh, an AI hotel concierge called a restaurant, made a reservation for their guest and had a full conversation about dietary requirements, booked a time and a table at that restaurant, and there was absolutely no person on the other end of that call, right?

The restaurant had no idea that they were talking to an ai, okay?

But this is where we can have ai, have a full conversation with someone, qualify them, right?

Qualify them.

Are they actually an ideal prospect?

Measure again, that intent, and then keep a record of that full conversation in your database.

So let me show you what I mean.

We come in here and we show, I'll grab an example that we had from a demo where we had a little bit more time.

So lemme grab, uh, one of my records here.

Actually, I'll just go up to our conversations tab and all conversations and grab somebody like this one.

So we had a conversation with this particular person.

Our AI is interacting.

They're responding, they're suggesting times and days for an appointment.

The person picks a time, picks a day, confirms the appointment, all booked in rock and roll in your sales person's calendar.

Zero human interaction.

Now, is that cool guys?

Just gimme a just thumbs up if that's cool, right?

So we go marketing ideal customers campaigns, automated marketing, measure that intent, get that engagement, get 'em booked into a calendar, locked in, confirmed, follow it up, making sure they're getting the prompts for reminders to show up on time, all done via technology.

So that's what we're talking about.

That's level one.

I'm gonna throw this back to Johann right now, but that's level one where we literally say, let's kick off AI marketing by filling some funnels over to you bud.

Thanks, Ben.

Awesome.

So yeah, awesome, thank you.

That was awesome.

Yeah.

So now you know why I put that video up at the start showing you separating the wheat from the chuff and that system that you saw.

So Walter has built eight companies, eight pieces of software.

The system that you just saw on the, the dashboard that pulls it all together in this instance is go high level.

So Comet Suite, which is Walter's company, integrates and mine, and Chris's, by the way, just a disclaimer, it integrates with all the biggest C r m.

So Infusionsoft, Salesforce, HubSpot, all of them are now coming online.

But what you saw with the conversations and all those things, that was go a high level.

The next part is creating those, that unique content.

So guys, tell me, why would we bother creating unique content in this day and age?

Throw throw three answers to me.

Why do we need, uh, unique content in our business?

Relevancy, Awesome Authority.

Nice.

Anybody else?

I did To cut through, stand out.

Yep, stand out and keep top of mind in we, we we're all got goldfish syndrome now, where we're scrolling, scrolling, scrolling.

And if somebody doesn't post 19 times a day, you're gonna, you don't have to post 19 times a day.

I'd post once every month or so.

But people forget about you.

If you're not putting out unique content, if you're not giving your audience what they need, they forget about you because there's always something somebody else coming about.

So how does this work with ai?

We've all seen probably because we're all marketers, we've all seen things like Jarvis copy, AI app, sumos got awesome content writers, et cetera.

My wife, she writes in three newspapers and she hates those three days because she has to spend a day writing each article.

And so before ai, this is what it, this is her excuses my excuse too, probably some of yours.

It takes too long.

Perfectionism makes it harder.

I'm a perfectionist, I must do it, but I don't, there's hours of research and data collection to create that structure and then refine it, editing, formatting, all those things, and then distributing it to the right places.

Now with ai, she used the system.

And by the way, again, there's a multitude of those AI systems right now for writing content.

So play with them, try them out.

After ai, all she had to do was decide on the topic, curate the content, rewrite it with the AI, and publish it.

It took her 20 minutes to write what she used to write in a day.

Now she can, she's saved so many days in her year and she's excited to get it out there.

And now she's writing more and getting published in more newspapers and more articles and more other places, blogs and, uh, influencers, et cetera, because she can now get back her three days.

So how does this work?

How does AI in copywriting work?

Uh, well, content writing, not copywriting.

Copywriting.

I, I don't think you can AI that very well.

You have to know your ideal client.

You have to have that great offer.

If you don't go talk to Scotty, the AI finds the content and allows you to curate it.

So research the human, uh, the human then curates the content.

'cause you have to have human eyes on this.

You can't bypass this.

Any AI I've never found.

It's gonna write something that's beautiful.

First off, it'll evolve over time.

The AI then rewrites that content and then the human verifies the content and publishes it to wherever they need to.

So guys, let's create some content and post all that content back to you, Mr.

Walter.

Thanks Brian, appreciate that.

So guys, again, if I can just ask who with a show of hands, who's had a play with AI copy content writers so far?

Steven Yas, Ken, now Daniel.

Yeah, Tim saw a few hands over there.

Okay, cool.

Jane.

Yeah.

So who's, here's a trick question.

Who's plugged into ai copy content writing created an article and it's been that good that they immediately published it to their sites.

Who's done that?

No hands whatsoever.

Isn't that interesting?

I think I've probably spent the equivalent of a small Sydney flat.

Actually, that's probably too much thinking of Sydney real estate.

I've probably spent a small equivalent of a small Gold Coast flat on AI content writers over time.

Because every time one comes out, I dive in and I'm so excited because I'm thinking finally, this might be the new offer.

And I love AppSumo because they're churning them out at, at low end prices.

But here's my experience and guys, see if you can relate to this.

So my experience is I'm all super excited.

It's ai, it must be amazing.

I jump in and I type in, what do we type in a keyword and we type in typically a sentiment.

So I want to write about digital marketing and I want the sentiment to be excited and I'm excited.

So I drop that in and I push go.

And guess what happens?

I sit there for a few seconds, I rub my hands together, the content pops up on the screen and I go, oh, it's okay.

It's welcome and it will evolve.

But that's been my experience typically with every single AI content writing system that I've ever looked at.

Uh, anybody relate?

Same sort of feel?

Yeah, yeah.

Hands going up.

Okay.

So we designed a, we designed our AI content system with exactly that experience in mind because it takes a human's oversight to add simple things like your branding, right?

I want this to be brand aligned.

I want, when I produce a piece of content, it needs to speak from my voice because that's what I'm creating.

So we built a content system that also leverages the to the tech of ai, but also allows you to have that human interaction.

So we'll kick off from where we left off before.

So part of our content suite is called our content, sorry, part of our comment suite is called our content system.

And it works based on that theory that we say, okay, there's a lot of content out there already.

There's AI that's gonna do some amazing stuff, and then we can add that human touch.

So if I, again, just a trick question.

If I asked who's outsourced content before, who's got a hundred percent of hands go up?

Okay?

When you ask somebody to create content for you, the first thing they do is research, right?

You better bloody hope.

They do.

They go out and research and what they're doing is they're looking up content that already exists.

That's where this system starts from.

So if we said we wanna create a new piece of content right now, so we say, okay, create some content, let's create some content all about, uh, digital marketing just for fun.

And I know I've got some research already set in place for this one.

So digital marketing is my, you got, you got one minute.

Go for it.

Wow.

Okay, cool.

Then I'm gonna do this at record speed.

Okay, so we go out and we do some research.

I've got a couple of research, uh, spots that I can use.

Let's say Neil Patel as a good example, right?

So Neil Patel, one of the greatest content curators in the world, does it better than anybody else, probably Neil's got some great articles.

I can say, you know what, that looks like a great article to me.

AI split testing.

Fantastic.

What about how to increase B two B sales?

Okay, fantastic.

So I go out and I find a couple of articles that are going to form the base of my research, right?

So then once I've selected those articles, oh, sorry, lemme just make sure I've got that rolling through.

I might have to jump across to the other side of that site.

Once I've got those research articles in place, I'm able to cherry pick that content.

Let me come in.

Oh, sorry, jump in here again.

I'll go to, I'll do it again really fast.

Go to one you created there.

We all understand this part.

Let's go.

Okay, cool.

Alright, with cherry picking content.

Alright, cool.

I'll go to one I've already created in that case, lemme come across to a draft that I've got digital marketing.

Here we go.

So I've taken individual pieces of content from all kinds of different sources, right?

So I've been able to pick and choose the content that I like and then I can let AI take a run at it and rewrite that content.

So I can see, for example, budgeting for s e o.

Alright?

That's where it says simply how much should be spending to buying search engine optimization, marketing and advertising.

One click.

I can let AI take a rewrite of that.

So I can literally say, go and spin it.

Go and have a a run over this content.

Make it unique.

And again, using the Google's linguistic frameworks, we are building human readable content that we can then edit.

And this is the key.

This is my opinion on this piece, et cetera, et cetera.

I can add my own voice.

I can drop in things like pre-written calls to action so I can have my branding and all of that kind of stuff that I can drop in at a block.

Simple and easy.

I can get some idea of my optimization.

So I'm just gonna come over here and grab my keyword.

I'm gonna drop that over here and start to have a look at how I'm ranking for different terms.

So these are the keywords that I need to have in my copy.

How is my optimization from an ss e o point of view?

I've got a traffic light system that I can go through and fix my errors.

And here's the end result.

So this actually is an article I published this morning as I was building out some content for my own brand, digital marketing with social selling and split testing.

This took me seven minutes to create this post and we've pulled in amazing content optimized, attributed back to its original source.

So this one did come from Neil.

We've dropped in a YouTube video and now we've got an amazing piece of content on our site, all about our relevant keywords and keeping everything active.

So from there we get into distribution.

How do we now make sure we're getting eyeballs on that?

So I'm gonna throw that back over to you, Johan.

Awesome.

Cool.

So with distribution, there's another system, just like HubSpot, we've all got distribution channels.

Walter has an awesome one there too, which basically click of a button the content's created, you can schedule it all and it's posted six months worth of posting done in five minutes, right?

Again, the point is to show you the power of automation, we need to set these things up in our business automation and ai.

Sorry, I had my Infusionsoft hat on there for a second.

Using these systems, you have omnipresence, you have top of mind because if you're not creating the content, if you're not out there, the people are gonna forget about you.

Alright, so I'm gonna go back to my screen.

And then strategy number three, we've got data.

We can now leverage data, we can tap into big data.

Everybody who's advertising out there, other people can access that data.

Now we're, again, we're all marketers.

We all have tools that we can leverage.

Walter, show us how we can cherry pick this r o i from the big data that already exists.

Yeah, cool.

Thanks.

I'll stop sharing your screen and jump over again.

Again, the key there is that there's nothing new under the sun, Ryan.

We wanna work on, we work on what's working best.

So this is our data component.

And what we're doing is we're doing a massive amount of competitive analysis.

So again, you're just dropping in a keyword and you're picking up your competitors and then you're able to see which competitors are using which keywords and how are they using them in their content.

We can start to see where they're getting their traffic from.

So we can actually pull where are their links coming from?

Where are people sending traffic to these sites?

Why would that be important?

'cause damn, I wanna hijack that traffic upstream, right?

If that particular site is getting 10,000 hits a month from over here, how about I go over here and put my ads on that?

Alright?

'cause that's targeting my ideal customer set.

So then we can see the exact live ads that our competitors are running.

So we can literally start to see the exact Google ads that are being run at any time from any competitor.

We can see, for example, the targetable YouTube videos and Facebook pages and groups that anybody out there is running.

Now, that's just step one.

Again, when we get to ai, what we start to plug into is the incredible power of conversion and boosting those.

Somebody muted me.

Am am I still good?

Yeah, you are.

Am I okay to keep going?

Yeah, Yeah.

I, I was trying to admit someone and then the button changed and I muted you.

I was like, oh, okay, I'm off, I'm off path.

I'm, I'm, I'll just shush.

It's no worries at all.

So we get into, we let AI do, again, the analytics in terms of, uh, conversion details so we can start to actually track them, which campaigns are generating the right returns for us.

So is it the red Facebook ad or the blue Facebook ad?

We all know the split testing, right?

Conversion optimization.

We link that through Google Analytics and we put it into a framework that makes it easy to understand.

So we can do simple things like come in here and actually change the split flow, uh, split test traffic flow depending on a winner or a loser.

So we can come in and say, okay, this campaign, that landing page is converting better, send 80% of traffic to that one while we redesign our ab split testing over here.

So again, we take all of the competitive analysis concepts, we start to build the, our own campaigns as a result around that.

And then we use the AI system to optimize our results in the backend.

Again, guys, just as a thought, the power of ai, all of that used to be done by marketing experts and, and branding agencies, and there's no reason why you can't let tech do that heavy lifting for you to improve your results.

Awesome.

Thank you Mr.

Walter.

Pleasure.

All right, I'm gonna continue.

So guys, that's our demonstration.

All finished.

Let me go back.

Oops, I lost the screen share screen.

And by the way, Walter can talk about this stuff for like hundreds of hours.

I think that's why Scotty muted me, wasn't it?

Yeah, I reckon.

Alright, Let's just put some water on that.

So guys, I wanted to make sure that everybody, one is aware of the future of marketing.

What is this it?

And by the way, this, all these systems exist.

They exist, we have played with them, but we need to start using them.

And now it's been, uh, running for a couple of years with Com companies adopting this technology.

Since 2007.

We've had access to this technology companies that are using ai, it's now 33%.

So that is a huge statistic.

One third of companies, us utilizing the power of AI in their businesses.

And what does that mean?

It creates better customer experiences.

Better customer experiences means more retention.

It improves the decision making.

Where do we spend the money?

It allows us to innovate.

What are people searching for?

What else do they need?

How can we increase their lifetime value?

And then how do we cost save?

Hey, guess what?

We've got all these people who aren't doing what we thought that the clients needed.

Let's repurpose them for something else and then operate more efficiently.

And so it increases our productivity is here and this is everything that we're doing.

I'll give you a quick little example.

How does AI fill a room with 6,000 people and nurture them and sell tickets to upsells without, with probably a couple of hours of work.

Now, of course, you have to know your offer in order to make sure that it is in a resistible offer.

A company in the in Canada, they came to us and they've said, Hey, we want, we've got 6,000 people who we're gonna fill in this event.

They've got a, they've got, uh, about a third of those already.

They, I said, who's your headlight?

And they said, we've got Warren Buffet's wife is the main speaker.

I said, who else have you got?

And it's called the Philanthropic Summit.

It's, it's for high powered CEOs.

I said, who's your ideal clients?

High powered CEOs.

Boom.

Here is a list of everybody.

Now the AI is going out and saying, Hey Scott, we've looked at your profile.

We've looked you up online.

We believe that you belong with us.

We have created the philanthropic summit.

Would you like me to send you some information about the event?

Yes, I would.

Cool.

Here's the event.

We've got, I forgot her name, Maria Buffet.

Mary Buffet, one of those.

She's speaking.

We've got Michael Jordan coming, et cetera, et cetera.

Would you like me to register you a ticket?

Scott's gonna say, yes, I would.

And then the next day, Hey, Elon's coming, blah, blah, blah is coming.

And showing them a few little headlines and then they get another one saying, look, we've got all these amazing people.

We're having a separate event just for our VIPs.

The ticket's gonna be $2,000.

Would you like to come?

Would you like us to book you in?

And they're saying, yes.

Now the AI is having 100 conversations a minute.

That's the power of this thing.

And so that's how we're filling that event with that system in place.

So it's following them up, it's nurturing them, it's reactivating the old database, upselling the v i p tickets.

I just thought I'd put everything that we talked about in context around how that's working.

And then takeaways, guys from today's, uh, conversation here, AI is here.

It's being used every day.

We need you to adopt it into your business.

Otherwise we're gonna be left behind.

The ones who do will get most of the market share, leverage the shift to create a massive impact at the end of the day.

That's why we are in business to create impact.

And knowing your ideal client and having a great offer are paramount to success.

I know it sounds silly, but at this stage some people still don't have that down pat.

Talk to Scotty and it, all it does is it speeds up acquisition, the nurture, the omnipresence, and the, so your brain is still very important in this entire process.

So guys, next step.

I'd love to have a five minute discussion before we finish around how AI can help your business.

So that's it.

Thank you very much Scott, and thank you guys for listening.

Awesome.

Thanks.

Thanks.

Thanks Johan.

Thanks Falter.

That was, yeah, it was, it's super, super insightful.

I didn't know what, uh, exactly what to expect today, but yeah, that was awesome.

So I think I've got, just in terms of questions, I got one question from Ben.

I think I, Ben, do you want to just ask your question?

It was answered.

Hey guys, sorry, I'm on, uh, I don't have the video on.

I think you guys answered it early on.

I was like, oh, that looks like high level.

And you definitely confirmed that.

Yep.

Nice implementation.

Thanks man.

Any other questions, Daniel?

Yeah.

With Regards to your custom audiences, does that automate automatically do that or do I have to export that out and import it into Facebook?

Great question.

It's automatic.

In other words, as soon as you go targeted audiences and drop 'em into a campaign, you can set it up either on a trigger.

So, uh, if they reply, put 'em in a custom audience or you can just do it straight away.

So we literally go CEOs in Melbourne, click and watch your custom audience go all automatic.

Okay.

Wow, that's cool.

Can I ask one more?

Hey man.

Yep.

As many as you like.

Cool.

With regards to the page that you showed, where a custom, hi, John, would this help x, y, Z company?

Is that a script that can go on any page or does that page just have to be hosted on your on comment suite?

Oh, great question.

Yeah.

So, uh, that is part of Come Suite's tech, but it can go on any page.

It can go on ClickFunnels, WordPress builder or converter, whatever system you're using.

H T M L, it's part of our tech, but that can go on any platform.

So it's just a, it's so it's a script that you Correct.

Put on the page or Exactly Right.

Yeah.

Great.

Yeah, no, that's that's awesome.

Do we have any other, one last question.

Can you Recruit, can you recruit Mar Path from Facebook?

Not from, not LinkedIn.

Can you recruit Marin Par?

Yeah.

Like Ken and Barbie mom and pop or whatever, like just normal human beings who are not CEOs and don't necessarily work.

Yeah, great question.

So looking more in a B two C model than a, uh, B two B model?

Yeah, great question Steven.

The tools that we've built inside of the comment suite are more B two B than they are B two C.

But if I've got, if I can take two minutes and give you a quick case study, one of our clients here in the Gold Coast is a property agent, and she asked me that exact same question.

So she doesn't sell houses, she rents, she's the agent that handles the rental.

So I, who are her clients?

Either A, people who've got houses to rent or B, people who need to rent houses.

Um, and she asked me the same question, how can I use it to find my customers?

So thinking hat on, I can't find you property owners, right?

I can't go into the system and say, find me all the people that have got investment properties.

But I said to her, Beck is her name Beck, who's who, where do you get your business from now?

And she said, I get most of my business from accountants and real estate agents, accountants who have got PE clients that have got investment properties and real estate agents who sell houses to people who then wanna rent them out, right?

And they don't do rental themselves.

So I said to her, when was the last time you did a campaign out to your referral partner network?

She said, never done it.

So we went into the system and went accountants, real estate agents, one click communication.

Now she's got a thousand or 1200, I think business network referral partners that she keeps in touch with automated newsletters and that kinda stuff, and they're just flooding her with, with referral business.

Steven, to answer the question, the tools within the comment suite at the moment are more targeted on that lead generation for B two B, but if you leverage the, the relationship, you can pull that lever hard to get referral partner networks built using that same system.

Does that answer the question?

Yeah.

Might be worth a separate discussion.

Cool.

Yeah.

Cool.

Awesome.

Yeah, that's that's great.

That's great.

Let's, um, Kitty did you There was one.

There was Kitty as Well.

Yeah.

Thank you very much.

Oh, sorry Kitty.

Um, all good.

So firstly, congratulations.

What an incredible tool.

And for me, my question is basically based around the support that comes with it, if you're trying to feel your way through it, how much support is a video support or can you reach out and go help, please?

Yeah, great question.

Yeah, so we've been doing this for a long time and as I said, 49,812 customers as of this morning.

There's videos, there's walkthroughs, there's step-by-step tutorials, there's seven day challenges to help you get set up and, and running quickly.

There's a full how to do it on any specific section.

So if I come over here and click, for example, gimme a hand on funnels, I'm not sure if you guys are seeing this screen or not, but I can see, okay, here's a particular bit.

And it literally walks you all the way through step one, step two, step three.

And then if you still need a hand, of course we've got a, a global support team that are on call as well.

So yep, all self-taught tutorials and human people behind that as well, kitty, that, that make that easy for people.

Thanks.

And, um, Daniel's got a great question there.

So you said, can it be used an agency model?

So Daniel, we're using it, we've got agents, I've got two digital agencies, we've got agencies who are using it as well.

They're using it.

So AI is changing the game.

That's why I said at the start, the younger digital agencies are doing the older ones.

And when I started talking to them, it's how are you doing this?

And their offer, their irresistible offer was, Hey, Mr.

Dentist, what if I offered you 10 free appointments?

And they'd said, oh hell yeah, let's 10 free appointments.

No, no obligation.

They send them the leads and then they follow up saying, Hey, how are the 10 appointments?

They know that the value of those people that they've, they've sent them is about 1500 bucks a year.

And then they say, okay, let's get you on a paper lead model.

So agency, like my agency, we charge three to $5,000 a month retainer.

Clients hate paying three to $5,000 retainer because they see us as in between their money and their clients.

Whereas now, if you offer them and say, we'll just charge you for the leads, we'll build everything out using this system, what whatever system, right?

When we're not here to pitch, comment, sweep, it's here to say the there are tools, there's lots of tools you can use, but the models, the business model works.

So pay per lead, now pay, pay us $79 per lead that we generate.

And so they say, hell yeah, they've got nothing to risk.

Now, if an agency, if we went to them and said, Hey, we want to four times the amount we want to charge you per month going from 3000 to 12,000, they're gonna tell us to, to go jump.

But if we say four times your ad spend and we'll fill every chair for the next six months, now they're spending the ads, we are taking them through the system, their books are getting filled up, they're very happy to keep spending on that paper lead model.

So there's lots of agencies who are now coming more on board using this, and the paper lead model is the one that works really well with that, But you're not really running the compa the campaigns for Them through, so there's a face.

So in order for that model to work, you need one Facebook person who's really good at Facebook to be doing broad marketing.

And so I'll give you an example.

There's a chiropractor.

There's actually, there's about 10 chiropractors.

So the ad that's running is an ad, which is cracking.

You just see it on Facebook, the guy's cracking the neck, and then the noises there and it says, how would you like an introduction?

$49 come in.

Now they click on that ad.

Those ads are costing about a dollar, maybe $5 at max.

When they come into the system, they then sent to the, the chiropractor that's nearest to them.

So that $5 is now turning into $120 pay per lead model.

And the system can track all the way through to, Hey, I've arrived, great, cool, blah blah, blah.

And so now you have real data around each person.

You're turning $5 into $120.

And because it's mass marketing, it's not a niche.

Chiropractic is, a lot of the people need it dentistry, a lot of people need it.

That paper lead model really works and going, we're seeing agencies go from $3,000 retainers through to $18,000 a month because of the paper lead model.

Yeah.

No, that's awesome.

Thanks.

Thanks Johan.

So what we might do is break out into breakout rooms probably for about 10 minutes and we'll do sort of six breakout rooms, I think.

And really the discussion for the breakout room is just like, how can take this technology and AI technology as a whole and implement it into your business to get more leads, make it run more smoothly, get better results for your clients, et cetera, et cetera.

Yes.

We'll be back in here at about five past 12 and then we'll move on to John Bellamy's LinkedIn presentation.

So we will, I think it's asking you to join a room.

I don't think it's, hang on, let me give this another go.

I think I stuffed it up.

Yep.

Those rooms.

Any intelligence would be good mate.

Lemme just try this.

Maybe we Need AI to do this from now on.

You know what, now it's taking 40, I closed them and now it's taking 40, 40 seconds.

It's taken a minute to close them.

So fun, fun.

Let, ah, you know what, I think what you're just gonna need to do is just, there's six rooms open.

I'll, Hey Scott.

Scottie can, I'll just assign them.

It's all good.

Hang on.

Yeah, It's all good.

I'll, I'll do it here.

Uh, yes.

I've got a Phantom one on my phone, so I might lose some people.

Everybody's going, are you doing something as well?

Yeah.

Okay.

I hope we're putting, they might be in rooms by themselves.

We're, uh, Hey guys, we're back.

One question which Kitty asked me, which you might be able to answer Johan before we got cut off was, do you know how much It's, Before you answer, before you answer, Hey Scott, can you just gimme two Seconds?

I've just gotta go answer the door.

Yeah, yeah, no worries.

Cool.

I, I think you can answer your hand and then, um, yeah, So it's, 'cause this is, so anyway, so we're doing the 9 9 7 package for 4 9 7.

We're doing the 4 9 7 package for 2 9 7 a month.

And so that's, we have three packages, a two nine package of 4 9 7 package and a 9, 9 7 package top price on your business.

If you're an agency that's running a lot of data, a lot of ads and everything, you need the 9, 9 7 package because that's got all of the analytics and tools in there.

Most people are just gonna need the 4 9 7 package.

So for this beta launch, if you want, we're gonna do the 2 9 7 for special here.

For the 4 9 7, you're getting the 4 9 7 package for 2 9 7.

That's what I'm trying to say.

Nice and clear.

Okay.

Just So that I got that.

So most people need the 4 9 7, which you're doing at 2 97 at this data in two package and most people Yeah.

50% off.

And most people are only gonna require that, but a conversation is had about what that looks like.

Correct?

Correct.

Exactly.

Beautiful.

Thank you.

Thank you.

That's, uh, that's awesome.

I might just get a photo.

Is that just for the first year or for Ongoing Life?

That's ongoing.

We're grandfathering all of our, uh, oh, I that's Dollars, isn't it?

Aussie Dollars?

That's US dollars.

US sales.

Okay.

And that's the full amount, right?

Not monthly.

Sorry, that's monthly.

Monthly, yeah.

I'll just get a photo while we're all, all here.

Big smiles.

Uh, there we go.

Should be a good one out of that.

Yeah.

So thank you.

Thank you guys for that presentation.

That was awesome.

I'm just thinking in terms of time, we might just get two people just to maybe just give their takeaway from that, that session, Michael.

Oh, okay.

Yeah, mind blowing.

I, I feel like it creates so many opportunities.

We're heading in that direction with AI anyway, from our point of view.

We, uh, uh, we are HubSpot partners.

We wanna be able to plug people into ai.

So this is the first real glimpse that I've seen of what AI is capable of.

And obviously that's just gonna evolve over time.

So yeah, very excited about seeing what you guys are up to and, and looking forward to maybe chatting further.

Yeah, no, excellent.

And, and John, Is that me mate?

Yeah, There's two, uh, same thing.

It was that real eyeopener for first time I'd really seen how powerful it is.

I'm thinking about, okay, how do I leverage it?

How do I staff it so I don't become the bottleneck in, in doing it?

I could see some, maybe some easier solutions with a writer that could use the stuff on the content marketing side, but you would need to think about how to integrate it on the advertising side in particular.

Yeah, no, that's, that's great.

I didn't realize we've actually got three Johns here today.

It's uh, I didn't realize either when I was giving the example, I'm like, oh no, I'm trying to say John Doe, not John, Uh, all um, all good.

No, that's great.

I think, we'll, Judi's Got it.

Judi's got some feedback.

Scott.

Oh, what's that?

Sorry, it Was just a question.

Thank you.

Yep.

In our group, we were talking and weren't particularly clear about the different parts of it that we saw.

So we saw Comet Suite and then you mentioned high level and then there was the data j Dayo.

Do we need to be in each of those three separate or is there some sort of an umbrella over all of them?

Yeah, I'll answer that one.

So Comet Suite is the primary software we are now integrating with CRMs.

That's our distribution model to go into CRMs.

The first one we've integrated with is Go Ahi level because it is currently the sweetheart of everybody's jumping on top.

So we said, okay, let's get onto this one first.

We've got a meeting with Infusionsoft on Friday, and then we're gonna go Salesforce, agile, et cetera, and active campaign.

Then just keep going that way.

So that's just don't, Just don't call 'em Infusionsoft when you speak to them on Friday.

Call 'em Judith.

Just to expand on that as well, the pricing that we talked about, whether it's either the 2, 9 7 or the 4 9 7 is everything.

So it includes the c R m if you haven't got a, a Keep or a HubSpot or something like that.

It includes everything that we showed.

So I I, I'm sorry, I I'll take my sales hat off.

This is education only, but it's everything that we, that you saw is included in those packages.

So you get everything.

Thank you.

Excellent.

That's that's great.