SPEAKER_01: 0:02

Welcome to Let's Run Facebook Ads with me, Nick Boddington. This podcast is your go-to for mastering Facebook ads, but as you know, success doesn't stop at the ad itself. We'll dive into everything from funnels and e-commerce to email marketing lead generation and more. If you're ready to take your skills to the next level, check out my new school platform at school.com, The Ads Clinic. Inside, you'll find how-to videos and live drop-in clinicals where you can ask your Facebook questions and get the answers you need to grow your business. And lastly, if you enjoy the podcast, it would mean the world to me if you would subscribe to the channel. It's the best way to help the podcast grow and keep bringing you valuable content every week. Let's get on with the podcast. Hello, welcome back to Let's Run Facebook as a podcast, myself Nick Boddington. Today we're going to be talking about, we're going to be doing a little bit of a Q&A session with my man Michael here, which you started hearing on the podcast. He's going to literally be asking me questions, I think, that have been put on the hotspot. So let's get into it. I think on this one, I think Michael wants to do a bit of a Q&A. You've been having some thoughts on some things. What better time to ask questions about it? I thought, who better to

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ask than the expert? I hope I can. I hope you can. No, just after the event that we went to on Tuesday?

SPEAKER_01: 1:23

Yeah. Tuesday. Was that Tuesday? It wasn't last night, was it? Or on Thursday? Oh, my God, a whole day's gone. So what was it? Should we tell them about this

SPEAKER_00: 1:33

event, or do we get a... Well, we could probably do it on James' one, I imagine. You don't want to talk about that, do you? Yeah, but one of the brands that was at this event was Bold... Bald Bros. Yes. They did quite well. So I was like, oh, I wonder like... Did quite well. They won like...

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The

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main

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thing. On the UK Startups Entrepreneur of the Year. No, it wasn't Entrepreneur of the

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Year. No, it was like Business of the Year, wasn't it? Startup of the Year, yeah. It was pretty impressive. So after it, I was like, oh, you know, if they did that bit before they got their award, you know, the guy was going like this brand of, you know, they've done this, they've done that. So I was like, oh, I'll go, you know, see what they were looking at. So I went on their website, had a look. It actually looks decent, to be fair. Like they've got like cream, like they do like a moisturizing cream that's like SPF and mattifying. Which you should use. Stops you burning. To use SPF in your moisture. Do you use an FPF in your moisturizer? Not as a rule. I do now. I tend to just wear a hat. Yeah,

SPEAKER_01: 2:27

I do it in my moisturizer. It's

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about 25 quid, though. Well, what, for your face? Yeah, it's just like for their daily like moisturising cream.

SPEAKER_01: 2:36

About right. So I was looking at Clinique one. It feels really nice. It's like a gel. I had a tester. My girlfriend got it for me and I was like, oh, this is really nice because you don't have that like whiteness to it. Yeah, yeah. It's 50 quid. Hey, while I've got you, I just wanted to ask you, would you like me to go into your ads manager and actually see what's working? Because I bet your ads aren't broken and I bet we can fix something. There's a reason our top clients stop guessing and start scaling. So if you've got campaigns that are burning cash or you're having trouble barely even breaking even on them. Let's have a look and let's see what we can fix. 100% no fluff, no sales pitch, just a pro level ad review. So book your 30 minute free Facebook ad review session and walk away with some instant wins. Go to theadsclinic.com and book your call today. Do it now before you forget, but make sure you come back to listen to the rest of the podcast. Enjoy. So I haven't bought them. I'm like, that's a lot of money. I'm not falling into that trap.

SPEAKER_00: 3:31

But I figured if they're made specifically for bald blokes and the two guys are bald. You should use it. Then I thought, you know, I'll give it

SPEAKER_01: 3:36

a go. Because you're walking around on a day like today with

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no hat. I've got a hat with me. Do you wear it when you're out? Yeah, oh yeah, I have to. If I stand out, I'll just burn. Will you burn your head? It will literally burn your head. Yeah, yeah, yeah. We did it on a, there's a photo of me somewhere, like we did an event where we went to London or whatever and I just came back with just the work. It was with Playdate. You know, Naveen, we walked around... Oh, there it is. We walked around... Oh, yeah. We walked around one of the parks and I was like, oh, it'll be all right. And then the sun came out and I was just like, oh, we're in trouble there. And then it looked like a lighthouse the rest of the way. Yeah. But the reason I brought it up was because I went on their website once just to have a look. And then since then, I've... they've been hitting me all over the shop. I've been on, there's been a feed. So that's on like my YouTube, like discovery page. They were there. I'm getting pre-roll like YouTube videos just from me going on the website once. So I was like my question, what? Cause we all, I, I, well i don't know obviously people listening might will probably have more ad experience than i do but from my position i mainly just hear like you know we all hear about retargeting like we've got retargeting ads on for rupert and stuff that we just kind of leave going but i suppose i don't really know that much about it like how it works because i fit my understanding is like people go on your website and then once they've been there then it somehow retargets you, but I don't really know how it works or anything about it. So I thought you could give me your

SPEAKER_01: 5:15

knowledge. No matter which platform you're in, so whether it's TikTok, if it's LinkedIn, if it's Meta, Snapchat, they all follow the same principles, which is a custom audience. So a custom audience is an audience that you choose to build based on actions that are taken outside of the platform or actions that are taken inside the platform. So on platform, out of platform, very simple. Off platform will be things like, so this is one of the important things of people who do bad marketing is they don't set up the pixels. So it's called a pixel, meta now calls it a dataset, pixel stroke dataset, it's changing. But they're all a pixel or something like that. They all have various ways of setting it up and they all live on your header of your website. or in your landing pages, but you can essentially put them on anything to do with you. When someone takes an action of going to your website, that pixel then activates. It's always activated, but it fires when that person's hit page view. It fires when that person can click buttons. It fires when that people go to the landing page. It fires if they go to add to cart, all these different things. So you effectively can build a retargeted campaign. Well, you can build a custom audience based on all of those, pretty much any trigger you want in some way, even if the Metapixel doesn't allow you to. You can use Google Tag Manager. You can go pretty deep into what you want triggered. Just to be like, when this person does this, then we'll do this. Yeah, so you would have heard of like, you would have seen ad basket campaigns, email campaigns. Oh, you left this in your basket or that sort of thing. Exactly. That's your retargeting. So that's triggered when someone adds something to their basket, but they haven't taken action and purchased. Mm-hmm. then your Klaviyo or whatever will retarget and send you an email.

SPEAKER_00: 7:03

So that would be a thing where it's like they've hit this tag, but they've not hit the confirmation tag, so you know that they've not

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gone all

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the way through. So if

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you're dealing with something like Shopify, they're probably sitting on a Shopify account, which means that the minute you set up your Shopify with meta, all of that's done for you, it's taken care of. So you could then literally go in and create custom audiences based on these actions. Then when you're going to build an ad in any of the platforms, you will go, okay, I'm going to set up a retargeting ad. And then when you go to the audience bit, the audience will go interest or whatever, you know, your standard thing, or use a custom audience. And that custom audience then will pop up in the dropdown because you already made it, and it will say website visitors in the last 180 days or add to cart people but didn't purchase. Now the difference is to a Klaviyo sending an email out to someone who's left something in the basket. When you move onto a platform, you actually also need to exclude purchases because even though that will fit in the custom audience, that person may have come on to the next day and purchased it. Yeah. Like I've been on done things like whoop. I just ordered a whoop. It should have been delivered today. It hasn't been. Um, They must have not, you know, they just, we tried to deliver it to all my girlfriends and all that. So not the door harder. Didn't try that hard. Do you know what I mean? It annoys me. Because they're so quick. Have you noticed with these DPDs? Someone's so quick. It's like, oh, so annoying. But anyway, so I went back to the website multiple times. Now, I may have, I did have it in my cart. And I think I got, I don't know. I don't think I got, I don't think I got any retargeted campaigns on anything. It was just based on my memory of me wanting to go back and get it. But effective marketing is to take someone down that journey, which brings you on to that, like, top of funnel is your top of funnel was seeing them at an event. But like James said, because you two are bold, he's seen the ads everywhere. Have you seen those ads before? No, I'd never even heard of them. Okay, surprising, because if James has seen them all... So this is another way this all can work from you seeing someone top of funnel. If James is seeing all these ads... You're in his mobile as a number, aren't you? So depending on what he's doing, but I suppose you're not that active with James. How often do you text each other on WhatsApp? Not that much, because it's normally on the Google Chat thing, isn't it? So James and I are quite active with each other on WhatsApp, on TikTok, on things like that. So the algorithm knows that. So I would start seeing stuff with James. So James and I usually see the same things on TikTok, because TikTok knows... that he shares stuff with me and I share stuff with him. So we're seeing the same things. But it also knows that I'm not bold. And I don't look at... Well, A has got my picture in my videos. Then I don't look at anything to do with being bold. So it's really clever, isn't it? It knows to not show

SPEAKER_00: 9:50

me... If me and James... I'm not engaged with it. If I... Is there a world where I see the ads because James sees the ads? Yeah. Does it not work like that? It does, but there's other algorithms. Like I've just described, I'm not bold, so I'm not going to see the stuff he sees. But is that a thing that someone can set up or is that just a thing that it does? No, that's just deep set data

SPEAKER_01: 10:08

stuff within the mobile platforms and stuff like that. But going back to it, that's the way you'll set up a top of funnel, middle of funnel, bottom of funnel, which is actually one of the podcasts. That's going to be the next podcast for me. is at what point do you stop doing this? So like where he's, what's really cool with theirs and they're obviously doing some money or have some decent budget or had an investment because if you're going to be, like I could try following them but I probably still won't get to serve their ads because the algorithm knows that I'm not the person who's going to engage with it. But you've obviously, you've gone onto them, you've gone on the website, it's then recognised you, the pictures have recognised you, it's looked at your pictures on everything you do, and it knows you're bold. It's that easy. It knows you're bold. And it's like, you need to see this. Now you've gone onto YouTube and you need to see that. It's got you everywhere. And from the business point of view, they have to go and set all this up. This isn't automatic. You can go through life silent and not do anything, but they've got this set up on their YouTube retargeting. Like you asked me about the performance stuff for Google. That would include a bit of retargeting. So if you want to retarget on

SPEAKER_00: 11:21

YouTube, that's through like Google Ads

SPEAKER_01: 11:23

or something? Yeah, and Performance Max will do that. So you build up your YouTube retargeting. That's done in Google. So you're basically going to buy a Google ad, but you choose YouTube as your, as your placement. So you can do it. So that's add to carts. We've discussed, you've gone on to page views and then it's showing you stuff. And then depending on how they set it up, you might go deeper down the funnel. So where my Omni8 comes in is the fact that if someone's seen you at the top of the funnel, you go to the website, you still don't take action. You're sitting on the fence. And we understand that people just don't take action straight away. It took me a week before I bought that whoop. So I'm doing my research, all this sort of stuff. And then I'm not taking action yet. I can't remember what I was going to say. Omni8. Sorry. Yeah, sorry. Yeah, it's the Omni8. So Omni8 was created. based on an audience of people who've done certain actions. It's not just one. Website views, watched certain videos, been here, been there, done this, done that. All goes into one awareness campaign. And then I use that awareness campaign just to retarget those people. It means I'm using the algorithm in a really cheap way to get ads in front of you. You might not do anything with those ads. but it's in front of you at the right time. So I went, I did a, I was recording some videos for my school last night and I created my, I don't think it's an analogy. It's just an example, but I was really pleased with my example. So I went through, I went through like how you optimize an ad. And so you've got on all these platforms, you've got an awareness, you've got lead gen. So you've got awareness, engagement, traffic, sales. Okay. And my example on my video was like, When do you choose to use an awareness campaign or an engagement campaign or a traffic campaign or a sales campaign? Now, most people I teach, because they're smaller business or whatever, will go out there and we'll teach them how to do always a sales campaign because we want the algorithm to go for the low-hanging fruit, personal like you who's thinking somewhere outside, I've got bald head, I haven't got an ESPS moisturizer, bang, I'm going to go on there. You already know the price, 25 quid. There's a strong chance at some point you could go, I'm going to try it. If they send you an email now saying, you've been looking at this product, still unsure, here's a tester, you'd probably get it. Yeah. Okay. So they're taking that funnel. So it's understanding how that works. Now, my analogy, well, the way I sort of described it was if I was on my phone on my video and I was going through my stories. So I'll do it now. Right. So if I'm going through... That's right. So let's open Instagram. And I've got a story up here. Let's go... So I'm going into my stories. And I'm basically... You go from upstairs, downstairs, where the Wi-Fi goes, because you have to log in back in again. It's really annoying. Either way, I'm not going to go. Go on my laptop if you want, because my laptop's logged in. So you go onto Instagram, you go onto your stories, and I'm just basically going from story to story to story to story. This is awareness. So I'm falling into the awareness objective. I'm not paying much attention to stuff I'm just... Flicking through, awareness, right? Just serving me impressions. I then stop on one because there's a guy in an ice bath or using a Gosney, right? And I'm now falling into the, I'm now engaged. So I'm falling into the engagement category. But I'm engaged. I'm still not doing anything. I'm just watching it, taking it in. You might watch it about the bold product, watching them put on the hair and I'm making a video about it. You're engaging with it, right? So we're in the engagement category. So we've now moved out awareness. So when you're doing an awareness campaign, all you're doing is putting impressions in someone's face. We're now in engagement. So you could do engagement and go, okay, well, we're going to get to people who like to watch things a bit longer and take things in. But I'm still not clicking anything. I'm just engaging with it. So your ad campaigns are now going to be just getting people to engage with videos. Then we move into traffic. So you're watching the bold thing. You're engaging with it. And then that little thing pops up now saying, tester, click. You've now moved into traffic. So you're now a clicker, right? So you click, you have a look around the landing page, and you're like, oh, it's£4.99 delivery. So you're blagging me. It's free for the tester, but you want me to pay£4.99 delivery. You click off. So you're now staying in that traffic campaign, okay? If tomorrow you go back on, off your own accord, and you go, oh, maybe I'll do it, and you add to cart, you have now gone into sales. which is people are adding to cart, initiate checkout, they're looking at here, looking at that. That's when I'm teaching people how to run ads or you use a sales objective because we want people who are in the sales motion to see our ads. We don't want awareness. We don't want traffic. We don't want engagement. It's too loose. When you get bigger as a bigger advertiser, Coca-Cola will be doing awareness all day long. They're doing engagement ads all day long for videos. They're in a different world. When you've got the budget, you can do all of that. Exactly. So every advertiser comes down to all these different things as to when they're going to do something or not.

SPEAKER_00: 16:29

Yeah, I was wondering, is it like, obviously, if I go off their website and then later down the line come back on their website, how does it know that it's still me? Do you get what I'm asking? Because of your cookies? Oh, okay, so it will be like, it will be able to read and be like, oh, he's been on here before or what?

SPEAKER_01: 16:50

Yeah, so... Each platform will have longer. Google has the longest because you're usually on Google. That's where you're going to take action. So that's where, from an advertiser's point of view, when they're trying to attribute where someone came from, which literally pulls everyone's hair out, give up. You're never going to really, really get to the bottom of it. Google always win because once someone– so Facebook and TikTok will– that's– Interruption marketing. You're sitting at home, you're on the train, you're doing whatever, you're just flicking through your impressions. Bang, you get a bold ad, okay? That's made you think of it. You click through, you engage with it. Maybe two days later, you see another bold ad. You're on YouTube. You click, you engage with it and stuff like that. A week later, you've been talking to your girlfriend and she goes, you really should, it's really hot today. What are you doing about your head? Do you always want to wear a hat? I actually have seen that. There's this bold stuff. Well, why don't you get some? Go on, it's 25 quid. It's going to last you two months. Get it. You go on to Google. You go onto the Bold website, you buy it for 25 quid. Bold then, yeah, we've got another purchase. We want it from Google. So Google's winning all day long. And Facebook has been not doing too much. It's just counting the end bit rather than what. Yeah, TikTok's not doing much. So that's last attribution. And what everyone's trying to do is find out what first attribution is, last attribution, and trying to sell to an advertiser or an agency will be selling to an advertiser. Who's won? Like our agency will always be going, well, not anymore because all our clients know the crap, but... New clients will go, well, who won? Your Facebook doesn't make us any money. No, but if you turn Facebook off, no one's going to know your product because if that person doesn't know bold, they're not going to Google bold. Yeah. They're going to Google cream for people who've got bold head and you hope you come up near the top. Interruption marketing is like you didn't even know it existed. Now you do. It's in your wavelength. In the next six months, you'll probably buy some. Mm-hmm. You're thinking about it, aren't you? Yeah, I suppose the more you see it, the more it reminds you of it. Exactly. Everyone knows I bought a Gosney oven. I'm about to buy shares in it. Michael, I love this thing so much. I bought a door for it so I can slow cook me and bake bread. I'm all in. I love it. I absolutely love this thing. Do you want to see my dinner the other night? This is just on my own. My girlfriend was away and I was just at the dinner on my own. I was like... This is how good this thing is. Obviously, I'm a bloody good chef. So this is there. I've got some lamb koftas in the freezer. You know, like little minted lamb koftas? Yeah. They're in the freezer. I've got some bits and bobs left over. I've got some of those little poppy, sweet pepper things you get in a jar you get on pizzas. Yeah. I've got some self-raising flour. I've got some yogurt. So I make a flatbread, put the koftas in the barbecue, turn on the Gosney, get my little pickles and stuff ready. That's the end result.

SPEAKER_00: 19:43

Well, you

SPEAKER_01: 19:43

wouldn't really know, would you? Looks proper. That's restaurant standard, yeah? Thank you. I'm all over this thing. I can't even describe how much I love my Gosney. I got an email yesterday saying, we're going for a second round of funding. We want you, and obviously everyone else who's bought one, To be someone of the first who have the chance to invest. I'm in. I see it. They're going to go into barbecues. They're going to go into different types of outdoor cooking. Yeah.

SPEAKER_00: 20:09

And you

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know

SPEAKER_00: 20:10

if they bring out a new... Brand's amazing. If they bring out a new product, it's going to be all over your everything, isn't it?

SPEAKER_01: 20:14

Oh, if they bring a barbecue out, I'm getting it. So I'm into it. I'm in. I'm going to buy shares in it. So...

SPEAKER_00: 20:21

Is there any sort of retargeting that works like that for people who you target people who've already purchased to purchase again? Yeah, of course. But is that a thing that people do or not? Yeah.

SPEAKER_01: 20:31

So do you know what I would do? And this is what I advise my clients to do. And this is where I see it work really well. And some people would probably just say it's wrong, but there's lots of different things. As long as my client's making money, we're using different scenarios and strategies. Yeah. You're paying for eyeballs on Meta, right, or on TikTok or on LinkedIn or Google. When you've acquired a customer, take them away from the digital side and put them into email. Okay, so like all my Gosling stuff I get through email. My YouTube algorithm is just now I see pizzas everywhere and slow-cooked meats or whatever. I'm now in. That's all I'm going to see. They don't need to send me any ads. I've done it. They might bring another product out and they go, let's put an ad in front of Nick. But that would be about it. So once you've acquired a customer, you're probably not going to see that many ads from them again, if anything, because you don't need to. Why would they spend more money on getting me in? Yeah. If they use Klaviyo or something like that, they've got the Klaviyo fee. I don't know. Let's say it's a grand a month. It allows you to send 100,000 emails. Just use that. We're all sitting on our inbox. And you own that space then, don't you? Yeah. I'm subscribed to it. I get all their emails. It's not going to my spam.

SPEAKER_00: 21:39

Mm-hmm. Love it. And I can put you in all the different flows of like he's purchased, he's not purchased, he's purchased this many times, all that sort of stuff. Yeah. I was going to say with the final thing I was going to ask before we go too long on retargeting is because you get it sometimes where I go on a website and I'm like, oh, I've been on this website now. I'm going to get hit with a thousand ads and I don't. And then you get some like that bold one where I went on the website once and now I'm getting hit with like millions. Is the like aggressiveness of the retargeting just based on budget or is it based on like a thing where they're saying we really want to Hammer down. Kind

SPEAKER_01: 22:17

of. Are you saying on Meta?

SPEAKER_00: 22:19

Well, just generally I'm talking about like, because like how sometimes I'll see like the same ads over and over and over again. Is it like, are they doing something different to the other guys? A couple of

SPEAKER_01: 22:29

things. There's a couple of things. If Meta thinks that you're sitting on the fence, it's going to keep sending you ads. Do you see what I mean? So it's less up to the brand. Clients will say this. They'll go, I think we should change the ads. Why? They're working really well. Seeing it too much. Yeah, because you're sitting on the bench because you keep going back to your website. To check. And Meta's just going, I'm going to keep showing you ads because I'm going to try and get you in as a sale. So you're seeing them all the time. You

SPEAKER_00: 22:53

can exclude. Can't you exclude people in your staff from like your... Or is that a Google

SPEAKER_01: 22:58

ad? You could create a custom audience of their email address and stuff like that and things like that. Yes, there are ways of doing it. Not that anyone does. Or budget. That's a great one for you. Budget, yes. So if you've got... where reach is going. So on Meta and these other platforms, the reach is diminishing. So we have to keep our audiences really broad because the algorithm is, right, the algorithm is only going to show people that are really going to engage with that ad and should see it. Hence why I'm friends with James. We're talking about it. I'd be surprised if I see an ad for Bold.

SPEAKER_00: 23:30

Yeah, and likewise, I've been on the Gosney website loads of times and I've not seen anything for

SPEAKER_01: 23:34

Gosney. Because the algorithm is just going, there's no point. You're not going to go and buy a Gosney and I'm not going to go and buy... bald head cream. Yeah. Okay, so there's no point in seeing it. It's very clever. If you were to... So that reach is diminished. If we were to say, right, we've got a small audience and I'm going to give it£1,000 a day and my frequency is now going... Everyone... So it's... Let's say there's a million in the audience. Our reach is 10,000. Our CPM is£10 a thousand, which means... It's going to cost 100 quid to show those. I'm on 1,000 a day, which means that those 10,000 people are going to see my ad 10 times a day every day. So my frequency is going to go up to 10. No good. That's not... I understand in the sales process, it takes six to nine touch points to get someone to purchase, but that's not a touch point. That's just repetitive. It's too much. And Meta will just penalise you. That is not... On all these platforms, that is going so far against what they're trying to do that you'll just be kicked off. You won't be kicked off, but the ad will just be taken off. So yeah, too much budget for what you're doing. So you have to look at that. So when I turned on a remarketing campaign for the other day for someone, they're only spending like 20 quid at top of funnel. And I said, let's just stick at a fiver for retargeting to see what happens. Why don't we just put it at the same price? Because they're all going to get retargeted too much. And it will just keep on sending it, sending it, sending it. It won't just go, you won't get a little alert saying, no, we want to protect our users. We're not going to send them anymore. Reduce your budget. It will just keep on firing at them.

SPEAKER_00: 25:13

And then you're just going to... And it will work in the opposite way than they've seen it too much. Now they're like, oh, it's that ad again. I'm sick of that one. Which comes

SPEAKER_01: 25:20

into the world of how do you get around then? Because you could go, well, there's a million people. It's only showing me 10,000. How do I get more 10,000? We'll be... Show more creative, show more creative, show more creative, show more creative. Lots of different types of creative doing different things, different angles. Everyone's calling it an angle nowadays. So different angles. I'm not talking about the camera angle. I'm talking about like the angle of if you're a food product, are you going to go down? Or bold, are they going to go down the sunscreen? That's their angle at the moment because it's sunny outside. When it comes to winter, they might go for, you know, cold stuff, winter skin. Yeah, like moisturising. All these things. So they're the different angles that they might be going down. Features. problems, benefits, different angles.

SPEAKER_00: 26:00

So then you can kind of show the same people the same ads without them feeling like it's the same

SPEAKER_01: 26:06

ad over and over again. An omni-A is retargeting someone on different aspects of that product. Because it might just be that you just see someone, you see it all year round, and then you see the summer one and go, I'm in. It's caught you at the right time. Yeah, that's it. But the algorithm using a sales objective in all these platforms gets you at the right time. That's when you're about to, it knows everything you're doing. It knows you sit down on the sofa at 8 o'clock and start looking at your phone. It knows that when you've bought stuff, it's about 8.30, 9 o'clock. It knows all this. Clever. And then plonks the ads in front of you at the right time. I love it. I love it. And as soon as my clients come on, they're like, oh, big brother, isn't it? It's like now you're going to become loving of a big brother. When it works for you. When it starts making you money, you're all in it.

SPEAKER_00: 26:48

That's good. That was about all I had to ask. There you go.

SPEAKER_01: 26:51

Great little podcast.

SPEAKER_00: 26:52

Thank you. Answered my burning questions. Good one. Thank you, everybody, for listening. We'll see you on the next one. Bye.

SPEAKER_01: 26:59

Thank you for joining us again today. If you want to find out more, please head over to our socials at Let's Run Social, where we share daily content. And please feel free to drop us a message. We'd love to hear from you. And any questions that you would like answered, we can do that here on the podcast.