Jay Abraham introduced me to a friend of his Phillip Stutts and I got chimed in with him on a pre-show interview to find out if he was the right material to bring to you. We get to talk about an incurable disease. We get to talk about the ignorance of entrepreneurs and how powerful and beautifully rewarding that is, and what he’s done to help get three presidents sitting in the White House and how this can help your brand and your marketing. You need to pay attention to the markets and element because too many people out there are wasting money. This guy tells you how not to and he’s got a free offer for you, which I have already taken up on. This is Phillip Stutts. Enjoy the show and share it.
Phillip, welcome to the show.
I’m honored to be here. This would be a lot of fun.
I’m speaking to a man that is responsible for sticking three presidential campaigns and electing three presidents into the White House. That must make you feel pretty good.
I am one of the first ADD kids, Attention Deficit Disorder, in the ‘80s. I was first diagnosed and I was told I was dumb my whole life. I was put in classes that were below normal. I could only do what I was passionate about and growing up in high school I was passionate about sports. I was a total loser nerd about politics. I wanted to get into politics and made the jump many years ago. I worked on a ton of campaigns, built a $30 million media marketing agency in politics, and that’s where I am now. It’s a lot of fun. I get to have an impact on society and I get to use that marketing muscle as well.
You say you got into politics. Did you get into the marketing side of politics? You didn’t decide you were going to run for president?
I will never run for office. I could never do that. Half of your job is to stick your hand out for money. I can do that if it relates to something I own but I’m not running for office.It’s great to believe what a great business you have, but at the end of the day, people have to buy your product. Click To Tweet
In a world where fake news, especially with the President quoting every three seconds, we get scared about marketing. I will get myself positioned right. I love marketing. I think there’s a science behind it, but a lot of people look at it as manipulation and brainwashing. There is a talent to it. There is a strategy to it but do you find that the world of marketing has gone from people being impressed with it, with people being very scared of it?
In 2004, I was working for George W. Bush’s reelection campaign. I was the National Get Out The Vote Director. In that campaign, we combined voter data, which every state in the country can give us the data of people that voted, how often they vote, not who they vote for. That’s impossible, but all their demographic information. We always targeted our marketing campaigns that way. For the first time ever in 2004, we combined it with consumer data to be able to target voters very specifically on the issues they cared about. That was the first time it ever been done. It was one of the most disruptive moments in political marketing history. When a politician comes to me and they say, “I want to run for office.” I say, “Write down ten things you want to talk about on the campaign trail.” They then write down ten things. What I do is I immediately go out and take a poll in their district, in their state, around the country. I want to know what the voters think. I love the politicians. I care about what the voters think. I find two issues where the voters are so passionate that they will vote on that issue no matter what. I’ll find the politician and I go, “You’ve got these ten things. We’re only going to talk about two issues, nothing else. The voters don’t care about your other eight issues that you want to talk about.”
We dive in and deliver an entire marketing campaign around that. Because we have election day, I always say, “We are committed to executing a large marketing campaign to win.” Most business owners go, “I’m interested. Maybe I’m not interested.” They’re not all in. They’re not committed but because we have election day, we can’t escape it. We are always completely 100% committed. My point is, and to answer your question, I am figuring out what do the voters care about and where’s their alignment with the politician. I’d say the same thing for business owners when we work with businesses. We work with multiple Fortune 200 companies, small businesses, and startups. The reason we do that is we go, “I love that you’re proud of your company and I love that you love to talk about how great your company is, but what does that feel about your product? What do they think about your product or service?” I want to deliver my marketing messages around that, rather than the owner going, “I have a great business. You should buy my product or service,” which is typically what people do.
There’s a five-step formula that we use in politics and political marketing to get presidents elected. Everybody in politics uses this five-step formula. Every sports team that exists in the world uses this exact five-step formula. Every trial attorney uses this five-step formula to win trials. Sports teams do it to win championships. A doctor is using it on me to cure a disease that I have. No marketer is using this, none. The businesses that have worked with us that have implemented this formula have all grown their bottom line, every single one of them. What I’m trying to do is say, “You’ve got to be an outlier in a disruptive world.” You get that, Steve, because your personality is a total outlier. My point is you have to look at your marketing different than everybody else because here’s the problem. Everybody is throwing up a phone and saying, “You’ve got to have a digital marketing strategy. Are you on Facebook? Get on Facebook.” How do you know that? What if your customer base isn’t on Facebook? Shouldn’t your dollars and your marketing dollars go into where your customers are and find alignment with them rather than listen to a bunch of people sitting around the table brainstorming without any data in front of them? That typically is what’s happening.
You’ve done very well in the political marketing. Do you still do that or are you solely business marketing now?
Because of the way the world works, we have split our companies up. There is one company that I own that is corporate marketing and there’s one business I own that is political marketing. What we found was most business owners got confused when they went to a website of a company and there were politicians on them, and so we went, “That makes sense.” I have no outside investors. I have no debt. I’ve grown the political business to $30 million. I’ve grown the corporate business into the high seven figures in several months alone. They’re both separate and working on their own.
I know we’ve spoken about this and I want to let everybody know. I hate waiting until the end because no one ever sticks around for the credits. Being a sharp kid that you are, and people are going to find out about it. Off the bat, what is the website?
It’s easiest to go to my personal website and then you can find everything there. It’s PhillipStutts.com.
The reason I’m bringing this up is because this guy is an incredibly sharp person. I had great fun researching him. We’re going to go into the disease. We’re going to go into the digital market and the structuring. One of the things that Phillip offered, which I found incredibly generous and no one else has done this, is he’s offering to give you guys a digital audit with no pressure to buy anything. In fact, not even a hook into it. How do people get involved in that and why should they do it?
We have this five-step formula that we implement with all of our clients. What we realized was there are a lot of people out there that aren’t even to, “I’m ready to launch a marketing campaign.” They’re like, “I’m trying to figure out what I’m doing right and what I’m doing wrong. What can I improve?” We created a free five-minute digital marketing audit. You go to PhillipStutts.com/audit and you fill it out. It takes five minutes. It’s your publicly available digital footprint. My team spends 2 to 3 business days pouring over everything. We produce a 25-point checklist, 7 to 9-page report of what you’re doing right, what you can improve, and what the expected ROI is if you improve. We will deliver the report through a 30-minute free call with you to answer any questions you have. You do not have to hire us. If you think that’s amazing and you want to know what else it looks like, we can have that conversation, but that’s not the point of it.
Stop running around in circles trying to find out what you’re doing right. Speak to an expert and let them tell you what you’re doing right and what you’re doing wrong. You mentioned an illness. What is going on, Phillip?
I have a rare, incurable disease. It’s called achalasia. It is a disease of the esophagus. My esophagus doesn’t work. The muscles and the nerves are dead. Eating is a chore for me. When I swallow food, it sticks into my esophagus. It does not go down. My diet is completely insane and there’s no cure to it. My esophagus will never work again according to the doctors. It affects about 1 out of 100,000 people. It’s typically those people in their 70s and 80s. I’m in my 40s. I was diagnosed in my 30s. I’ve had fifteen minor procedures on my esophagus and three major surgeries. They rip my esophagus to shreds to try to make sure that food can empty into my stomach when I eat it. After my third major surgery, I was at the Mayo Clinic and the doctor said, “You know that we will remove your esophagus in the next 5 to 10 years and you’ll be in a feeding tube for the rest of your life?” I had been diagnosed, I’d had all these surgeries, and this was six years later after being diagnosed. I had never googled the disease because I left it to the hands of the doctors. I was such an idiot. I had my head in the sand. I didn’t want to deal with it. I said, “I’m going to farm this out to my doctors. I’m at the Mayo Clinic, one of the best hospitals in the world. They’ll take care of it.”You’ve got to be an outlier in a disruptive world. Look at your marketing differently from everyone else. Click To Tweet
Every doctor at Mayo Clinic sees hundreds of patients a day. You’re no different than anybody else. That is not a criticism of the Mayo Clinic. That is what our healthcare system is. While the doctors are very valuable, they have a cookie-cutter approach to anybody’s health. That’s what they do and you have to understand that. It was in that moment that I looked at the doctor and said, “I don’t want a feeding tube for the rest of my life. I don’t want to accept that.” He chuckled and laughed at me. He patted me on the back and he said, “Take your medications, Phillip.” Those medications have long-term dementia effects, but they work in the short run. He said, “We’ll see you in six months.” I drove home and I said, “I’ve got to figure this out.” The first thing I did was I had to figure out my diet. I don’t know if you’ve ever heard of Dr. Steven Gundry. He’s a four-time New York Times Bestseller. He lives out there in LA. He wrote a book called The Plant Paradox. I read it and it completely changed my life. I got on his diet years ago. Within a month, I got off all of my prescription medication and to this day I have an incurable disease and I take no medication for it. Two, I was with Peter Diamandis and he started talking about moonshots. I said, “I got a moonshot. I’m going to cure my disease in five years.” That was in 2017. I wrote an article in Inc. Magazine about it.
The ignorance of an entrepreneur is a beautiful thing because I was so stupid and ignorant. I had no idea what I was talking about. I put it out there so I’d be held accountable but a researcher read the article. He reached out to me and did an introduction with Johns Hopkins University that was working on this disease. They said, “We’ll work with you on a cure.” They put a team around me and it has taken years, but we got FDA approval. In several weeks, we’ll go in and start the first one-man clinical trial that has never been done on animals or people either. They’ve already extracted stem cells out of my thigh muscle. They have grown them in a lab for six months, and in several weeks I will go to Hopkins. They will start inserting those stem cells into my esophagus to try to regenerate the muscles and nerves. We have no idea if it will work. We have no idea if it will fail, but I’m going to go for it. There are a lot of bad things that could happen like tumors and a bunch of different things. I’ve got to go for it. It’s the nature of who I am.
That’s my disease. That’s a nutshell of the story. I tell it because for years with my own health, I stuck my head in the sand and I didn’t do a thing about it. I was scared and I lived in fear over my own health. I didn’t live in fear building a business. I didn’t live in fear in a lot of other parts of my life, but in this one, I was scared to take any positive momentum or action. The reason I wrote the book, the reason I have all these crazy businesses is I truly think my purpose is to help people get unstuck because I’ve been there. It sucks. It led me to depression. It led me to almost divorce to being a shitty dad for about the first year of my child’s life. I’ve had to rewire my brain on a lot of different facets and ultimately the disease is the best thing that ever happened in my life. I would not trade it for anything. If you told me I could go back years ago and not be diagnosed, I would tell you, “No, I’m good,” because it refocused my life. It made me understand priorities and what’s important and that’s where I am. By all means, I’m only about 10% where I need to be, but I am working every day to get there.
There’s a whole bunch of things in it. First of all, a big shout-out to Peter Diamandis. He’s a good friend. If any of you don’t know who this guy is, he’s incredibly sharp but explains things so simple that you can understand. I’ve had some of my weirdest conversations with that guy. He is a genius and there are not many people I call a genius. The statement you also mentioned about the ignorance of an entrepreneur being a beautiful thing. Many times, entrepreneurs get into places that they shouldn’t be and they got there through stupidity and ignorance. Shockingly and surprisingly, it works out. I think that ignorance is a superhuman strength. I want to talk about your book. I’m going to position it because the pair of us also have a good friend in Jay Abraham. Whenever anyone says, “Let’s talk about your book.” The readers out there are going, “You’re going to pitch me a book. You want to be able to buy a mansion on a book.” No one makes any money off of a book.
On the hard copies, I make $3, on the eBook, I make $0.99.
Mine’s in the cent. I made very little money. I remember speaking to Jay, when I got the book offer and you think to yourself, “I’m going to release a book. I better start looking for a land in Malibu where I’m going to build my mansion.” I remember Jay saying this to me, “No one ever made a fortune out of writing a book. They made the fortune out of what the book gave them the opportunities of.” In that positioning, understanding that the next conversation we’re going to have on a book isn’t to make Phillip tons of money. It’s there to help you. Phillip, you wrote a book on what?
I wrote a book called Fire Them Now: The 7 Lies Digital Marketers Sell…And the Truth About Political Strategies that Help Businesses Win. It’s the longest subtitle in the history of mankind. I wish I hadn’t had it that long, but it is that long. We had a business owner that runs a nine-figure business. He came to me years ago and said, “Phillip, I’m fascinated by how you market politicians to be elected to president, US senator, governor. Do you think those same principles could apply to my business? Would you try that out and see if we can grow my company?” I write about it in the book. We had an explosive growth for this company and I went, “There’s something here.” Before I wrote the book, I went out and interviewed 100 CEOs from Fortune 200 to small business startups and they all had something in common.
They all fired a marketing agency because they had been over-promised and over-sold on a bunch of things that they didn’t need. I went, “I’m going to tell you something that’s going to blow your mind. That is not how it works in politics. Political marketing is probably the most ethical business there is because we only have month to month contracts. All we do is work towards the client winning. When the client wins their race, that’s when we can leverage it to more business. We have to put our candidates above our bottom line every time.” I made an ad in 2016 for a presidential candidate. The candidate won this particular state in the primary. About six months later, the ad won an award as best ad in a presidential campaign. I could not use that for my own leverage until the campaign was over, then I could use it to help grow my business and market my own business. That’s how it works.
What ended up doing was we identified these five-step processes that we use in politics and we started applying it to businesses. We worked with Fortune 200 companies, startup companies, small businesses. We found that anybody that was committed to going through these steps all grew their bottom line. The first thing we do is find out where alignment is. I went out to the largest data collection company in America. I got an exclusive licensing deal. I paid six figures so a business owner wouldn’t have to. Now I can go to a business owner, overlay their customer and their client base on the movements of their customers for five months previous and one month in the future. I can come back to them and tell them what their clients think, what they feel, and what platforms they’re on in chronological order.
For instance, we work for a national pest control company. They built this massive company and then they start losing business. They spent $2 million on marketing without any results. They came to us and said, “We can’t figure this out.” We found out through the data that their marketing message was all about discounts and their customer base found discounts cheap. We also found out that their customer base wanted to invest in family-owned businesses. Even though they’re a national chain, they were a family-owned business and they had never told that. The customer also wanted green, safe products. They offered a green product and they didn’t market it. The data told us this. They had been running a marketing campaign based on a guess and it worked until it didn’t. Now they didn’t know what happened.
They hired us and we went in. We tracked their customers. We came back to them and said, “Here’s your problem. This is what your customers want. Stop talking about this.” We relaunched their entire marketing arm. We ran a video. We interspersed green products, family business, all these things in there. One summer, this 44-year-old company had the greatest month in the history of their company. All because we followed what the customers wanted, not what the company thought they needed to talk about. It’s the same thing we do in politics. We found out what the voters want and then we find alignment with the candidate. Step two for us is once we get this data, we have to build a marketing plan. Step three is we have to work on your brand. Your website, the verbiage you use, the videos you put out should reflect what the customer or the client wants, not what you want to talk about.
Step four is one of the big problems that most businesses have with marketers. We believe in testing the message that the data tells us, but we believe you should do it at a low-cost level. I hate banner ads, but I think banner ads are very productive in testing messages because if someone will click on a banner, that means your message is good. For example, we worked for a big eight-figure supplement company. We overlaid over 150,000 customer records and track these people. Fifty percent of their customer base were vegan and vegetarian. It makes sense because they’re a health food company. We didn’t realize that until we looked at the data. We also found out that their customer base hated soda. How would you know that soda is something you would market? You would never know that, but here’s what I’m good at. I call it comparatizing. I take the principle of negative political ads and I overlay that on the corporate side that doesn’t offend anyone.
We ran for this company a total of ten ads. The top two performing testing ads that we ran for this company, number two was the positive vegan, vegetarian ad. That’s 50% of your marketplace, of course, it was successful. The number one ad was the anti-soda ad because it drew an emotional connection with the customer base. It didn’t offend the customer base. The customer base hated soda, so we found this through testing. Not only that, but that anti-soda ad also had a 2x click over the top-performing vegan, vegetarian ad and had a 20% higher conversion rate. Comparative ads are crazy insanely successful if done right. Once you find out all that testing, then you’re ready to launch your marketing campaign, then you’re ready to go out and put all your money and go for it. You don’t do it until you follow this whole process. This is how we run marketing campaigns in politics and we’re doing it in businesses. I am for businesses to do this. No marketing agency is doing this. I’ll give you another industry that does it. Every sports team in America or around the world does it. Are you a sports guy at all? Do you follow any particular team?Focus on what the customers want, not on what you think you want to talk about. Click To Tweet
I follow two wheels. If it’s moto racing or MotoGP, anything like that, yes.
I’ll take you out in LA. Why don’t we take the Los Angeles Chargers? That’s an NFL team. After they play a game, the first thing they do is go back and look at the game tape or a future game tape. They’re looking at data. They are studying the data, their tendencies as a team or the tendencies of their future opponent. They put a game plan together. Step two, they put the strategy together to win the next game. Step three, the owners of the team are cleaning the stadium, they’re washing the jerseys, they’re making sure the brand is on point. Step four, they practice the plays all week. That’s message testing in the marketing game. They’re practicing the plays. They’re figuring out what plays work and which don’t, and then they go and play the game. They launch the marketing campaign. It’s the same thing. The problem is that everybody in political marketing does this. It is a doggy-eat-dog world. It is crazy competitive. It’s the same thing in sports. Trial attorneys, it’s the same thing. It is so competitive because we’re all using this formula. There is not one business marketer out there utilizing this formula. Some use data, but they’re not following these steps. The businesses that do will play an infinite game. That’s what I’m trying to get across to them.
I found in my consulting and my life that a lot of people get their ass backwards. You’ve given us five steps. The action steps as far as the client can see is when his advert starts going out there and that’s the fifth step. The other problem is they think that the number one they need to focus on is their brand. As you dictate it, your brand is only what your clients think of you and it’s like step three. My educations come from making mistakes and you get these people and they go, “That’s going to cost you $10,000 and then you’re going to do this.” I go, “No, that $10,000 is going to get us to a position to be over there.” You go, “Fuck that, I can spend $10,000 on marketing.” $10,000 on wasteful marketing is still $10,000 wasted. How do you get through to people that they need to do the front-end? The front-end you’re talking about, and I’m trying to clarify if anyone out there is thinking about this, especially new business owners. That front-end is something that you can use repetitively. Once you know your message, your brand, who you should be talking to, and what you should be talking about, that’s all the groundwork done. You haven’t got to pay for that again unless it’s potentially a new product, a new angle, or a new market that you go for. How do you get people to wake up on that?
I want to say first off, that is the most insightful point anyone has ever made to me because it’s like you’re inside my business right now. Here’s what happens. It’s committed versus interested. If you’re committed, then that’s an investment. A small-dollar investment to eliminate all future risk is worth every dollar. If you’re interested, you’re going to be disinterested soon because you’re like, “I want the get rich quick pill. I don’t want that.” Jay Abraham talks about this a lot. “I’m not for tire kickers. If you’re a tire kicker, I’m not your guy. I’m in it for people that go ‘I want to do this the right way.’” That pest control company, they had spent $1.8 million marketing the wrong way when they could have spent about $10,000 to $15,000 and never had another loss ever. What’s more important? That’s what you should think about.
Here’s the deal on the pest control company. I’d say the same thing for car dealerships. I get to give a speech in Orlando to 10,000 car dealership owners. I say to them, “Those motherfuckers are committed because if they’re not advertising every single day, they’re out of business. They’re dead.” Other business owners go, “We need marketing.” No, they’re not as committed. The reason the pest control example I gave you was so successful is they’re going to spend the money. They know how important marketing is. That pest control company, we improved their Google search conversions by 180%. We had a 29% increase in their click-through rates, at 2x on total conversions at a $20 lower average cost per conversion. Everything works because we’re following the data and constantly optimizing. If a business owner doesn’t see that I’m willing to eliminate more risks than they are, that’s not a good fit for me.
That makes a lot of sense to me and hopefully, it’s making sense to the people reading this.
I’ll give you another example. We worked for a major apparel company. They came to us and said, “We want to run all these ads.” For apparel companies and for a lot of companies, the key to the whole thing is you want people to click so you can get them in your remarketing pool. The remarketing pool is everything. We put a case study together on this but we tested all these concepts because, in the apparel business, men and women buy differently. We tested all these ads. We found out that for women, the number one performing ad was a five-star review. If we put an ad together that said five-star review or a third-party validation from a five-star review. One of them was, “I loved it so much that I bought two more the other day.” That crushed with women, but then I want to do a comparative ad too because I think that can draw emotion and the data told us it would work.
We ran another ad that said, “Don’t buy your clothing from a shoe company. Just don’t do it.” It’s a play-off of Nike’s “just do it.” Is anybody offended by that? No, it’s funny. We ran that and it did not do well with women, but it crushed with men. We were getting people in the remarketing pool at $0.01 to $0.02 per spend. It was over the top. The five-star review to women crushed and didn’t work as well for men, but the five-star review for women had a 45% lower cost per purchase, and the average first purchase amount went from $55 to $92 for this apparel company. The lifetime value is 2x for this apparel company. If they bought it $55, we know over the lifetime they’ll spend eventually $110. We changed that from $92 to $184 per lifetime and that was all out of the testing. It broke even on the whole thing that they had initially invested in after about a month of step five where we launched. The thing is you’ve got to follow the data and you’ve got to constantly optimize. Everybody’s different and it’s about what the customer feels, not about what you want to talk about.
There are people talking, the naysayers out there, and the depressed little people moaning about we’re coming to another recession. In my business lifetime, I’ve been through three recessions and in the marketing and consulting that I do. You’ve spoken this word as though we’re sponsored by data. You’ve mentioned data every second word because let’s be serious, it’s probably the most valuable commodity on the planet. It’s beating oil and diamonds at Fort Knox and absolutely anything, yet the second we step in a recession, the first thing people do is stop marketing. It’s like you’re on a marathon and you’re getting tired. What do you do? You stop breathing because that will help. Why is it that the reaction to a recession, to a negative downtick, to any of this, why is the knee-jerk reaction to stop marketing and why should it not be?
It’s fear and I understand how people do this because I did it with my own disease. I’m facing an incurable disease and I refuse to google it. I don’t have any criticism for people that act out of fear. I want to help bridge that gap but it’s all fear. In a recession marketing, it’s the cheapest time to market. You can buy at the cheapest rates. When everyone stops marketing, you have the ability to own the marketplace because no one’s marketing. You have the ability to dominate, but it’s like buying stock in a down economy. That is the time you’re going to make money.
I’ll tell you an example of how you can’t live in fear. In the summer of 2019, we’ve made a ton of money on our house we built right by the beach in Florida. I went, “Let’s sell it. Let’s take a rental house. Let’s pocket the money and then once the downturn in this economy happens because it’s going to happen any day, we’ll jump and have this monster beach house and life will be great.” We sold the house, we moved into this rental, ten months later, nothing’s happened. All the prices of the homes have gone up. I’m like, “I made a decision out of fear in my investment.” I took all that money from the sale of the house and kept it in cash and the market exploded. I would have increased my portfolio by 33% had I not done that. You can’t live in fear. You have to look at the opportunities and the opportunities happen when everybody else says there is no opportunity. I get it. I did it with my health but you’ve got to see the opportunity in these moments as well.
You don’t want to quarterback from your armchair though and I’ve seen this happen many times. I’ve got a flip side version of your story there. I had a property in Palm Beach and I had some business partners that went through some horrible slagging and shit with. I pulled the mug and I owned my office on Palm Beach. It’s a 5,000 square foot office. I sold it and I paid once. I thought it was worth about $1.6 million. I got out of it quick at $1.2 million and what would the real estate agent and all that thing. I got $30,000 out of it and I thought I was the biggest idiot in the planet. Four months later, we fell into the recession, which was in ‘05, ‘06. The price of the property went up for sale for $600,000. You can’t sit there and go, “Would have, should have, could have.” You can only go, “What did that teach me? What do I know? Where am I?” Phillip, you’ve been absolutely golden. You’ve got my head buzzing like crazy. The testing, investing in yourself, the tire kickers, all of that makes total sense. Give a call out. Are you saying the Phillip Stutts is the best place to find?
You can find me there. Find all my marketing agencies, the political agency, the corporate marketing agency. You can contact me directly at PS@PhillipStutts.com, that’s my email.
This guy has put people in the White House. He’s given you his personal email address. This guy is a lovely man. Phillip, you’re a superstar. I want to thank you very much for coming on the show.Your brand is only what your clients think of you. Click To Tweet
I’ve got one thing for you. How much money do you make for this show?
Including the vast amounts of money from sponsorship I don’t have, nothing.
What I would say is the meaning of life is to give more than you take. For someone like you that is putting out great ideas, great content, great experts all over the country, you serve an audience that you may never even know or meet. I honor you and I’m grateful to have the opportunity to chat with your audience and thank you for your service and I mean that.
I appreciate it. Thank you very much. We do it because it makes us happy and we also impact someone. That’s why we release a book and make no money. Phillip, we are going to cross paths. I’m going to make sure that happens.
I hope you enjoyed the episode. If you want to come and hang out with me with some of my friends, maybe you should come to one of our Speakeasies. How do you do this? Head over to SteveDSims.com, look up Next Event, click, and get involved. We’ll find out what your problems are and we’ll find out how we can help you and we will give you a tremendous event. I hope we’ll see you at Speakeasy one day in the future.