#28 Leverage AI for Smarter Leads Generation with Ryan Howard

In this episode of Based Business, Parker McCumber sits down with Ryan Howard, founder of Redline Design, to unpack what modern digital marketing actually looks like in the age of AI. 

If you’re a business owner trying to generate more leads, scale paid ads, improve follow-up systems, or understand how tools like ChatGPT fit into your marketing strategy, this conversation will give you clarity and direction. 

Ryan shares his journey from rural Idaho to building a full-stack digital marketing agency. After years in door-to-door sales, retail, life insurance, and a decade in car sales and dealership marketing, he found the intersection of sales and technology inside digital marketing. That foundation in persuasion and human behavior became the backbone of Redline Design’s growth. 

We break down how Redline evolved from building websites to implementing complete marketing ecosystems that include SEO, PPC, segmented funnels, CRM integration, and AI-driven automation. Ryan explains why traffic alone is not enough and how most businesses fail because they lack proper follow-up systems and funnel cohesion. 

You’ll learn how to: 

• Build a full-stack digital marketing system
 • Use AI for 24/7 lead follow-up and automation
 • Integrate CRMs to track close rates and true ROI
 • Understand LLM SEO and optimize for AI-driven search
 • Improve your ChatGPT prompts by asking AI how to prompt
 • Connect marketing tools using APIs and automation workflows
 • Scale Meta ads methodically without burning cash
 • Use retargeting and segmented landing pages correctly 

Ryan also shares how AI allowed his agency to reduce its team from 15 people to 2 by focusing on automation and hiring strategically for sales and AI development roles. 

We discuss YouTube as a powerful lead engine, including a case study of a local dentist generating $8,000 per month purely from educational content. We also explore emerging AI tools like 11 Labs and HeyGen, and when AI enhances trust versus when it damages brand authenticity. 

Parker shares his PNPAD ad copy framework (Positive, Negative, Problem, Agitate, Desire) learned from Facebook ads expert Michael Meier, and how to apply it to Meta advertising. 

This episode is for entrepreneurs who want disciplined strategy, not hype. If you’re serious about building scalable lead generation systems using AI, SEO, paid traffic, and automation, this conversation will help you think at a higher level. 

Connect with Ryan at redlinedesignllc.com or on Instagram @redlinedesignproject. 

Subscribe to Based Business for more conversations on entrepreneurship, leadership, digital marketing, AI automation, and building systems that scale. 

Transcript

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Entrepreneurs feel the struggle. They constantly wear many hats trying to figure out how to take their business from startup or an idea to the next level and a reality. I'm here today with a master, a master of adaptability, flexibility, and resourcefulness. Ryan, why don't you tell us a little bit about yourself, who you are and what you do? Well first, thanks for having me, Parker. Um, so my name is Ryan. I own, uh, redline Design. We do digital marketing, S-E-O-P-P-C, website design, all the nerdy internet AI stuff that everybody's doing. Um, we got into it probably five years ago, so when we kind of got the, got everything running, um, I feel like I should have rehearsed this better. Nah, no worries. Totally freestyle. Um, yeah, so we, we got into the digital marketing space. I came from a small, uh, kinda a farming village out in Idaho, you know, graduating classes, like 50 people or something like that. Right on. Um, and I was always into like, robotics and all the nerdy stuff, and that just didn't really fit super well there. Uh, which is how I ended up in Utah. Came out here to study computer science. Uh, went to Newmont University for about a year and dropped out, realizing that I didn't a wanna spend 50 grand a year to finish that. Uh, and BI just wasn't getting a ton of value out of it for, for me, what I wanted to do. So gotta sales, trying to figure out how to get myself in front of people a little bit better, learning those skills. And I, I think the crossroads for me was really digital marketing. That's where sales and computer science nerdiness kind of intersect. And, and that's like the dead middle. Um, right on. Can I ask, so getting into that world, uh, you mentioned briefly your background, you know, rural Idaho, small town. How did you go from that into. Maybe, uh, pursuing that, that kind of path of, of digital marketing and then figuring out that entrepreneurship was, was where you wanted to go with that as opposed to joining someone else's agency? Yeah. I think part of it's you just get tired of, uh, working for other people. Mm-hmm. If you do it long enough, um, you just have that feeling like, I think I can do this better. And, and you don't wanna set your, you don't wanna have your ceilings set for you arbitrarily by somebody else. Yes. You wanna be in a position where you can, you can push yourself and challenge yourself. Um, and I think the only way to really do that is being an entrepreneur. Mm-hmm. So it, it's definitely the, I think the best way for someone to like self-develop. Um, you go through so many different crucibles really quickly when it comes to your personal development as somebody who can manage tasks and time and organize and future plan and handle risk management and like. I mean, the list goes on and on, but then you pair that with, how am I serving others? How am I being resourceful? How am I now developing and leading a team or implementing the newest technology? I mean, it's, it's an endless quest of self-improvement. And I think that if you can master that, then it obviously helps you in your personal life, your relationships, all these other things too. Um, obviously it comes with a cost, but, so you said you were interested in like robotics. Yeah. So I, I would assume, you know, some programming things like that. Um, and you kinda mentioned that's the natural or was your natural segue into the digital space, but you touched on sales. How did you get into sales? Um, to be honest with you, when I dropped outta college, I just needed to find a way to make money. Mm. You know, 11 bucks an hour is the best Buy wasn't really cutting it for me. Um, with no degree. I felt like it was kind of the only option I had if I wanted to make any sizable amount of money. Yeah. Um, got into it did pretty well, um, but it just wasn't really my calling. I learned the skills I think I needed to definitely, it's not where I wanted to stay. It wasn't making me happy. I'm a big believer in that, that concept maybe that you're highlighting. We can go through something for a short period of time, learn the skills that we need to learn and move on, and that's totally okay. You don't have to go into something and be so fixated that you're rigid and unable to pivot later. Right? I think sales in particular, is a very important skill for people to learn, and there's a lot of different ways to learn it, right? In different venues and niches. But the important thing is that if you want to be successful, you have to learn how to sell something. And it's not necessarily just your product or your service, right? You sell ideas, you sell concepts. Like, hey, when you are dating your significant other, you're selling yourself Yep. To them. Like, so mastering the ability to ethically persuade someone or ethically, uh. Sell them on a concept, uh, or, or a product, I think is paramount. So for you, was it, did you go into like door-to-door sales? How did you Yeah, I did. Um, so actually right outta high school, I tried door-to-door pest control for I think a month, uh, didn't go super well. Mm-hmm. Um, got into the retail side of it and then I got into life insurance, moved into cars after that. That, that was kind of a calling for me. Always has been. That's where we met is our, you know, fast lane events. Um, so I got a car sales at a dealership. I was with that dealer for probably 10 years. Oh, wow. Kind of on and off doing sales, doing marketing for him. Um, kind of a weird segue. I, I just talked to the owner about the website one day and mentioned some improvements I think we could do. Um, so it kind of turned me loose to do that and gave in control of the social media after that. So it, my job kinda shifted away from sales for a while. Yeah. And I came back into that spotlight later as a sales manager, finance manager, kind of did all the things. Mm-hmm. So very interest. So you, you shared, you know, a couple different avenues. It was door to door pest control, retail cars. Right. And, and it's okay for something to be horrible like that, right? You were there for a month, it's not for you. You move on, but you gain some experience in the process. Yes. I'm a an experienced junkie. I tell people all the time, I'm an experienced junkie, but that's not necessarily an adrenaline thing. It's that I just want to do everything at least once. I want to learn from the experience. Let's good outlook. So I, um, I did door to door sales for landscaping as a kid. Like I, um, a weird thing, I started a landscaping company with, uh, one of the neighbors on my street. Mm-hmm. And, uh, we didn't get a lot of clients from, um, hanging out flyers and word of mouth. So we literally started knocking doors. Advertising ourselves. Like, Hey, we can come and and redo your yard. We'll come put in gravel here. We'll redo your park strip, you know, we'll do your sprinklers. Kind of, kind of a, a weird concept. And, and you know, we probably got, um, 1%, like, we knock a hundred doors, we got one yard. That's what he didn't have. But that was one we didn't have, right? So a slow, slow introduction. From there, I moved into, um, customer service, but the customer service was really more of a sales job. It was, uh, payday loan collections. So I'm selling people on giving me money, essentially. Uh, and granted it maybe helped a little bit that they knew they owed money, but so, so I transitioned into that, and then I moved into, uh, in high school, door to door sales for the Cutco knives. So I was like a really young dude, but I'm like my first, my first um, week doing that, I made like 400 bucks and I'm like, this is the high life I'm set. I never have to work again. Like this is all I'm gonna do for the rest of my life. You know, when you're young and you have no lens or or concept of money. And it probably didn't help that I came from, uh, like legit poverty. And so we just didn't have stuff. So I thought, I'm thinking 400 bucks a, a week and I'm just doing this on the weekends.'cause I'm in school, I'm like, man, I can do, I can do, you know, 4, 8, 12, 16, 1600 bucks a month. That's crazy. Like, I'm gonna, I'm gonna live so good. Um, and I'm like, if I can do that in just, you know, two days, then I can definitely do it. Like if I'm doing this full time. Uh, but, uh, ultimately, like, like you said, maybe it wasn't where my calling was and uh, I had really thought when I was young I was gonna get a, a scholarship. I was gonna go play football somewhere. That's how I was gonna go to college. And I, I just had injury after injury, after injury in high school football. And so it, it really didn't pan out. I broke my back, um, and I ended up, I was like, I joined the army, so I put all the sales on the back burner. But those are skills that I developed for the, those early years maybe. Yep. Joined the Army. I did five years in active duty. I come back and, and when I started my own business, I had those tools developed already. I had the customer experience or customer service experience from doing the, the call center. I had some door to door sales under my belt. I knew how to talk to people. I was comfortable talking to people. So I think that that's actually one of the most understated, um, most valuable things that a entrepreneur can develop. And even if that's not necessarily within your zone of genius, if you can just talk to people comfortably, what a difference that makes in the relationship building. I think the thing for me was just, I was such an awkward kid in high school. I mean, who's gonna represent your brand? Your, your company, your ideals better than you. Exactly. You can hire, hire your sales reps and that's important, but they're not you. They don't have the passion or the drive and they may come or go. Um, you need to be able to speak on what you're trying to do and represent it yourself. You're in the best position to do it. I think that concept that you just said is probably the most important aspect of this. You have to be able to represent yourself, even if you're not necessarily going to be the charismatic face of your brand. You have to represent who you are and what you do and what you stand for. And if you can do that in a strong and confident way, it makes everything else easier. Yep. It helps you get the partners that you need to get. It helps you make the deals you need to make. It helps you find the talent that you need to find and recruit. Like you just have to be you to the best of your ability. Confident, clear, strong, direct. I love that. So, uh, you mentioned Red Line. Mm-hmm. And digital marketing. So do you mind telling us a little bit about like, what do you specialize in? What do you actually, um, what does that look like for people who want, if somebody is listening to this and they're like, man, I need a digital marketing agency, what's you? Yeah. So we, we do full stack digital marketing and that basically means just about everything. We, we started with websites forever ago, um, and we got really good at website design. Um, I actually entered some competitions and did pretty well in those. Um, so our, our designs were great. The problem then was how do you get people to the website? Mm-hmm. So, you know, I had people call back to the next step. They're like, Hey, we have a website. What do we do? Like, why aren't there people visiting it? Well, it's like you just opened a Best Buy in the middle of a desert. Nobody knows you're there. Yeah. You have some kind of sign directing traffic. So then we got into P-P-C-S-E-O, um, pay per click. Yes. Yeah. Search engine optimization. Um, then our next problem was, okay, we're getting a bunch of leads and we had one company in particular that got, you know, 300 leads in a month. Uh, but they were going to a Gmail inbox. Well, that's a pretty messy way to handle 300 leads. So everyone listening to the show right now has felt that pain. Yeah, I'm positive. Yeah. Uh, it's, it's a good, kind of a good problem to have.'cause you just get a CRM and you're good to go. At least you're getting 300 leads. Yeah, that's a great starting point. Um, but they had some guy that was supposed to be calling and there was no way to really track it. So we got a CRM integration after that. Naturally your next problem is how you follow up with the traffic that you're getting. Um, you want it to be consistent. Mm-hmm. For every one of those leads you wanna make sure they're getting followed up with enough, but not too much that you're getting blocked. Um, so that's where AI comes in.'cause they can respond for you. It can warm the leads up, it can move them down the pipeline so that your sales reps have a very easy close getting lined up for them. Mm-hmm. And it never sleeps. If somebody's messaging you at two in the morning, it'll respond. Um, so that's kind of been our, our progression funnel. So we do all of it all the way through. Right on. So it starts with the website moves to lead generation, lead generation into AI optimization essentially. Yeah, dude, AI optimization is definitely a weak point of mine. I know I need to be better about learning, but I'm like, you know, you know the saying, old, old habits die hard. Yeah, yeah. Oh man. It's that like I am a product of locking myself in the, the closet and just grinding out the web design. Yep. Or grinding out the funnel or building the ads, man. Like I do everything manually still. And, and that's not to say like I'll use AI as a tool to make me better at what I do, if that makes sense. Yeah. I haven't used it to replace anything. And I think a lot of that, um, struggle, and maybe for the listeners too, is not knowing where to go or how to get there. And then how to make the AI do those functions. Like it's not necessarily immediately available information. Where do you, or how do you recommend somebody learn about that stuff? Well, I mean, as a starting point, you know, there's a YouTube for everything. Oh my gosh, thanks for saying that. So I'm a big believer that you actually can learn how to do anything on YouTube. Yep. A hundred percent. Um, I think the other thing people don't always think of is you can, you can prompt ai, um, for how you should prompt ai. That, that sounds a little weird. But, um, if you have multiple different AI tools and you're really learning how to use a few of 'em, um, you can prompt, you know, Chad GBT or um, Gemini or whatever, how do I prompt this tool? Mm-hmm. How do I make these prompts better? And it will train you how to use that more efficiently. So, Hmm, that's good. Yeah. Um, so you can refine how you're prompting and get better and better and it knows how to use that AI already.'cause they, they have access to, you know, the API the code, it understands how it works intuitively. Um, so it can teach you fast. I think the other part of it is getting your different tools to talk to each other with ai. Okay. So if you have, I don't know, a notion database, you have your chat, GPT connected to that notions, connected to your teams, it's connected to, you know, whatever other tools you're using, it can reference everything you have connected to it through that pipeline. Mm. So you can pull through your emails or files you have for a client or whatever, and you can train your AI off of those models. And if you ask it, I wanna develop a chat bot for my website. It'll walk you through how to do it. You just have to ask it and know how to ask it. Gotcha. Okay. And that's curious. So I'm, I'm learning from you right now, uh, and it makes sense. I've got. You know, obviously my, my chat GPT, right? Everybody's got their chat, GPT. Now, I, um, have an API integration. I tie that API integration into my, uh, website builder. I teach it to write the copy based on my prompts, so that helps me with generative copywriting. It's not obviously perfect that way, and it only draws on the experience that I go in and I add or to like, project files. So I, I share the information. I can have, I didn't realize, I guess, that I could link this one. I need to get a database, then link it to the database. Database can obviously store way more data than the 20 project files or whatever that AI will let you plug in. Yep. Yeah. You just have to find a way to expand what it can do. And then I would assume it's just more API integration, lets it, you know, interact with all the other different softwares. Yeah. And, and that's the thing, like API integration probably sounds scary to a lot of people. Uh, it'll just do it for you if you prompt it. Right. You don't really have to do a whole lot. Gotcha. You just gotta, Hey, give me a step-by-step walkthrough on how do I make you integrated with X, Y, Z. Yeah. Or use, you know, agent mode on chat GBT and give it the instructions and let it go do its thing. If, if you're unfamiliar, that opens a window and it's like, I'm totally unfamiliar with that. Oh, it's, it's awesome. It'll, it'll open a window and you can give it instructions like it's an employee. Um, go create an API for this and connect it to this. It'll just go do it. It opens a browser, it writes the code, it'll con log in, is you, so do you connect everything? You just, you just gotta give it like your login, your email and password. Dude, that's crazy. It's insane. I'm gonna go play around with this today now. Yeah, it's pretty wild. I've got some, some space on my schedule this afternoon. Oh man. We're gonna get in trouble. Okay. Yeah, yeah, yeah. I'm gonna, I'm gonna break so many things today. It's gonna be great. Sometimes it feels like building Skynet. That's the trade off. Oh my goodness. Okay. So I mean, the, the lens of the show typically we talk about like, how can, how can we help somebody who's starting, like, overcome some of this, these obstacles that they're facing? Um, and for me, I'm thinking that this is largely like, AI is overwhelming. It's overwhelming. And I mean, how, how long have you been involved in it now, or learning? I bet I've been pretty heavy, heavy into it for probably three years. So for somebody just starting out, or for somebody like me who, like, I'm just using chat, GPT kind of sometimes now, where do you, where do you recommend they start? Is it just searching on YouTube for what they want to do? Is it like, are there, are there certain tools that you just kind of recommend that everybody learned to use? I think notion's a really good one, uh, for entrepreneurs.'cause you can use that, like we were talking about a database. You can use it as a database and it's very malleable. Mm-hmm. What you want it to do. You can also use it as a calendar tool. Um, you can use it as an email tool. Mm-hmm. All, all these different things. So it kind of fills the gap in a lot of other softwares. Um, repli is a very interesting tool. It will develop applications for you. Um, it charges you as you use it. I've probably spent three grand in the past month on AI usage, but I've built 10 sites and five or six applications just locking myself in a room and doing the thing. Sure. Can I ask, well, I mean, we believe in getting an ROI on everything. Mm-hmm. So if you, um, you spend three grand on your AI usage for that. What's the ROI, I mean, you said you built 10 sites. What do you maybe generally, you know, profit on 10 sites? So typ, I used to charge three to five grand for a website.'cause it took considerably longer. So then you're getting like 90% return on, well now I charge a grand'cause I can do it so much faster. Oh, yeah, yeah, yeah. Right on. Right on, right on. Okay, so you do 10 sites, 10 grand costs you three. Right. So, and most of that was, so you're looking at a two and a half roas, give or take. Yeah. Mo most of that was spent on the software application. So I, I have an automated SEO tool that we're about to be rolling out here. We've got three people on a waiting list right now. Mm-hmm. Uh, our first tier is 700 bucks a month, so that's residual on that tool that we built. Sure. So as that continues to scale up, that's where the ROI is gonna come in. Have you got into any, um, like L-L-M-S-E-O, the large language model, SEO, so like, uh, you, you, yeah. What do you, this is another world that I'm like just becoming exposed to. So I guess what's the recommendation for that? It's probably just still the same. You ask the chat bot or ask the GPT, like, how do I do this? Yep. To help you put me in search results. It is the best person you can ask. Okay. Right. Which makes sense.'cause it understands how it works. Um, it, it's similar to SEO it does look for a few different things, but ultimately you can just feed it the link to your existing website and say, I wanna optimize this for L uh, L-L-M-S-E-O. Mm-hmm. It'll tell you exactly what you need to do. Um, yeah, dude, it's crazy stuff. So, can I ask as far as like, strategy for, for entrepreneurs starting up, I mean, it really sounds like one of the secrets to the adaptability, the flexibility of the staying upfront and current on time is just sticking with AI and learning as it develops. Um. Outside of that, maybe what's working right now, like you, you said you do pay per click, um, and lead generation as well. Lead generation is one of the things that our, our listeners struggle with the most. What's, I guess, what's the best tactic right now in your opinion, or the best overarching strategy for someone to do lead generation? So, I, I think a lot of times when I see lead gen, um, it's, it's not consistent through the funnel. So maybe you get a Facebook ad and it says one thing and they click, you know, they click the ad and it goes to the homepage on your website. Instead of maybe a landing page that was designed around whatever you're offering that ad, you've already kind of lost 'em a little bit. Yeah. Um, and then maybe they have to go and try and find whatever offer you had, you know, they get lost. Um, whatever your offering should be cohesive at every step in your funnel for whatever that offer is. And it should be unique. Um, that's where a lot of people struggle because it's a time commitment up upfront. You have to make it this way, but I mean, AI probably make this a lot easier. Your advertisement, when it goes to your landing page, your landing page should have copyright that supports what the ad claimed. So if the ad, for example, is targeting women in the military for a fitness program, then your landing page should also be speaking to women in the military who need help with their fitness. It shouldn't be like women in the military. Do you need help getting fit? And then your next page is, we help bodybuilders and elite athlete. You know, it just is not the same. Group. So you wanna do segmentation on your, uh, landing pages, just like you would do segmentation on your advertising, your email lists, any of that stuff. Does that make sense for everybody? If it doesn't drop a comment below and ask a question, had to plug that. I'm really bad at ever doing that in the show. I think part of it also is segmenting your audience correctly and, and making sure that you're targeting the right people. Mm-hmm. Um, you can get data pretty easy. Now, I think a lot of companies don't really understand who their, their target audience is. So they may be spending all this money on ads hitting, you know, everybody, the shotgun approach, and really they should be using a laser. Mm-hmm. And taking one very specific niche very, very hard. That tends to convert better for them, give them better ROIs. Um, you know, data's all out there. And again, referring back to ai, it can help you find it. You know what, based off of what I know about my customers, who should I be targeting? You can upload an Excel list. Yeah. Have a go through your database. Like Yeah. That's one that I, I do use. Um, so I'll have chat, GPT analyze the demographic information of my customers mm-hmm. So that I know what demographic information I need to be targeting. Um, the thing that's not maybe super crystal clear for somebody who's never done this before right, is that if I am targeting across the United States with my first advertisement, right, it's a really wide net, and I bring in let's say 20 customers, and those 20 customers all come from, you know, like five zip codes. I know that those five zip codes resonate really well with the messaging. Like that's the culture and the climate around those people. Yep. It doesn't mean I need to go target all these other zip codes in the world. It means I need to target what's around those communities. I need to find those people that are interested in my message. Or if you notice, like, um, for example, my, my social media, I get like 80% male followers. And that's not to say that I need to, you know, target more women. It's like, no, I appeal to 80% of males and so I'm gonna target more males. That's your audience. That's my audience. So it's, it's maybe the recognition of like, what can we actually learn from the demographic information? Like if, if, uh, you know, I have a thousand customers and 800 of them are males over the age of 45 who are conservative leaning and veterans. I know I'm targeting males over the age of 45 conservative and veterans and like, that's what I'm gonna appeal to. And so that's what I'm gonna pursue because that gets me a better return on the investment. Does that make sense? If it doesn't drop a link in the comments, drop a comment below. Uh uh. Okay. So, so from advertising to landing page segmentation to what's next, I think retargeting at that point, um, understanding your data is, is huge. So you have these ads sending leads in. A lot of people don't know their close rate. They don't know what their ROI is. Yeah. So, okay, is your ad working or not? You get 300 leads. Great. How many did you close? How much money did you make? How much did you spend? If you don't know those and you don't know if it's working. So figuring out the answer to your whole data pipeline tells you what to do next. Mm-hmm. Um, a Google statistic is the average Google ad returns a two to one investment. So if you spend a thousand bucks, you should make 2000. If you're under that, something is broken. Your, your offer isn't good. The hook's not there, the art's bad. Um, you're not converting into CRM. Something in your funnel is broken. Most of our clients are closer to seven times ROI. Yeah.'cause we look at that funnel and it's broken in one of the same places every time. Maybe it's our fault, maybe it's theirs, but we know where it is. Yeah. So we can go fix it. You need that data to figure out where it's broken. Once you have that, you can figure out which of your strategies are working better than others. Mm-hmm. Maybe you have 10 ads and one's returning at 12 times ROI and three are losing you money. Well get rid of those three and juice that one. Yeah. Um, we split test everything. Um, like for example, I spent last Friday, uh, last Friday was an ads day. So we build a bunch of campaigns and inside the bunch of campaigns there's bunches of ad sets. And the way that we segment this down is like one ad set is only testing primary text variations on a creative, and the next ad set is only testing hooks on a creative. And the next ad set is only testing creatives on the previously best performing control. Yeah. For everything. Yep. And then, uh, like, so we take, you know, that's essentially 30 ads right there in one campaign. And then we will let those run for a couple weeks. Um, we'll pull out the winners. So the best primary text options, the best. Uh, headline options, the best creative options. Then we pair those together and that becomes a new test because the primary text might not work so well with a different creative. Yep. So you run it against all of your best performing creatives from the different campaigns, and then we find what works and what doesn't work, and then we scale what works. So that's where you, you ramp up your, your spend over time. Um, I found typically what works the best and, and please share your experience with this. Uh, what typically works the best for me with like Facebook and Instagram meta advertising is to scale it about 15% per week in budget. And I've, I've noticed that when I go over that, like maybe you get a little bit of a buffer, we'll say, you know, 10 to 20% is a, a pretty safe range when you go over that. I notice that the ads become a lot less efficient. And when I go under that, there's not necessarily a correlated return on investment either. So it's like you wanna stay in that sweet spot where it's self-optimizing as it goes. Yep. Yeah. And you also don't want to get your, your ad oversaturated too fast and, and burn through it if it's worth, correct. Correct. So I, I guess audience size and that, that really stems from understanding the demographic information and, and the interest base that your customer has, like we were talking about earlier. Yep. Right. Like if you have a hyper niche, uh, and when I say hyper niche, I'm talking like ultra specified. You know that you're only appealing to 1% of the population or something like that. Uh, you don't want to go and throw a hundred bucks a day at that ad and meet right out the gate and just, yeah, you will burn those people out before they're ever interested and before you actually refine, like you said, the hook, the, the story and the offer there that are, are presented in your advertising. So it, I, I found it's universal. It's always better to start small. And when I mentioned like those, uh, the campaigns and each of the campaigns has the different ad sets, each of the ad sets has the different split tests. Um, I typically start those on like a five to $10 a day budget. Like I start really small with those. But over the course of a week or two weeks, you'll see who the winners are and that becomes pretty clearly defined pretty quickly. And then you take those winners and that's where you put 'em into the next set of split testing. When you put 'em into the next set of split testing, you add, you know, another 10 bucks to it. So now you're doing 20 bucks a day. Um, and then out outside of that, when you find the winners and you start scaling, that's the 10 to 15% rule. Pretty consistently. I mean, I've just noticed that the scale stays, uh, a little bit closer to the exponential side when I'm doing that, as opposed to a linear growth. Carpenters have a saying I really like about this, uh, measure twice cut once. Mm. I think it's really important for your ads. Otherwise you're gonna light a lot of money on fire very quickly, and it's so easy to do so because everybody, every advertising platform wants to take your money. Yeah. Right? It's like, yeah, Google has no problem with you getting, uh, you know, 0.5 row ads because they just, they're like, yeah, sure. Throw the money at it. Yep. They got paid either way. They get paid either way. Uh, yeah. So I, I like that. I like that saying and, and that just, uh, to me it underscores the importance of making sure that your split testing is consistent. So I just to share best practices too, if you don't mind. Um, I use right now. I call it the PN pad framework. I learned it from a, an advertiser named Michael Meyer. Shout out to Michael. If you catch this, maybe I'll, I'll tag you in the reel. I used to think that I was the best in the world at Facebook ads. I was very consistently getting like a 13 plus row ads. Like I, I mean, it's killer. It was killer. Yeah. And, and I was just really good at targeting my people, if that makes sense. And not just targeting my people, but speaking to my people. You understood them. I understood them.'cause I am them. Yes. So it was, it was that kind of thing. And. Generally speaking, we do really good. And then, you know, over the years, Facebook, you know, changes, it becomes more competitive, you know, various shifts. I noticed my, my return on ad spend, you know, consistently dropped and it became an eight and then it became like a five. And I'm like, okay, so I'm not as hot as I used to be. The games changed. I'm slow to adapt. I'm learning these things. Um, and I would get like my higher performing ad ad sets, they'd be like an eight or nine. My lower performing ad sets, they'd be like a three. I meet Michael Meyer. He is like so deep in advertising meta ads, like the guy meets with Mark Zuckerberg to like learn about the changes in like how is Facebook advertising going to change with the Andromeda updates program this past summer and like. He's just way up there. And Michael shared with me the framework he uses for researching his target audience and then speaking to them. So Michael, I hope it's okay that I'm sharing this. Uh, I hope it's not super secret information you taught me, so it's probably fair game. Um, so he looks at his reviews, like all your, your reviews, and you write down a list of like the positives and the negatives that you get. And then you go look at your customers, or sorry, your, uh, competitors, and you write down their positives and their negatives on their reviews, right? If you're in like physical products like, um, e-commerce or retail, get on Amazon, look at competing products. Write down those positive negatives. Find what people really like, find what people really dislike or what the problems are with those products. Okay? And you create a list and then every time you see that thing brought up again, put a tally mark next to it. And then when you're done with this, look at your list. Collect your most tallied positives and negatives. So that's the p in the n, positives and negatives. And then what we do is we write advertising copy that agitates the problem or identifies the problem, agitates the problem, and then speaks to the customer's desire. PN pad. I like that. So we, if for example, um, we're a supplement company, right? And we sell, uh, a protein supplement and we're looking at like the positives and the negatives. And a lot of people say on their negatives, it's too grainy, it doesn't mix well. Right? Or that's what the competitor's problem is. Okay, we're gonna speak to that. Are you tired of grainy protein that gets stuck in your gums, leaves you feeling uncomfortable and like you have a dirty mouth all day? We made a protein that mixes and drinks like water. It is. And you know, then we go through like the, what the three benefits are. The top three benefits, flavorful, uh, won't leave you feeling bloated and gassy and you know, 30 grams of protein that's easily absorbed. So we share three benefits and then we give 'em the call to action. Um, and I typically do two call to actions. I'll do one that's like a generic and one that's a specific. So get your two pound tub of protein blend today from super duper protein.com and then I'll do like order now. Yep. Does that make sense? So that is a great system. You're identifying a problem and you're immediately showing a solution to that problem. That's a good hook. Yeah. Oh yeah. That's a great hook. And you, so you identify the problem for the customer, right. A problem that you know they're already experiencing. Right. And then you agitate it, you poke it just a little bit, and then you speak to the desire. And that's really important for every industry. I mean, look at, uh, I dunno dealerships, that, that's where I spend a lot of my time. Mm-hmm. What are the biggest things you think you're gonna have an issue with when you're buying a car? Well, you're worried about getting a sleep salesman, high pressure salesman. Right? That's like the first thing. Um, for some people it's, you know, keeping it a certain payment, can I get approved? Things like that. So targeting each of your, your niches that are gonna have a unique problem specifically really helps. Mm-hmm. So you're not gonna send the same ad to somebody who doesn't have great credit as you are to somebody that is maybe in the market for a new Porsche, right? Yeah. Oh yeah. Like segmenting your markets out a little better. But making the customer understand that you understand the problem and that you're providing a solution. Mm-hmm. That's huge. And I think a lot of that just starts, um, like with this framework, you're proactively letting them know, you know, what their problem is. Yeah. And that lets them know, you know, how to solve their problem.'cause you're aware of it. It's a demonstration of your awareness in the, the issue. So I, I took that advertising framework, I plugged that into all the ads in one of my lowest performing ad sets. This was a year and a half, two years ago. And like in a week it had course corrected and was tying one of my best performing ad sets. And I'm like, oh, yep, game changed. So now I try to, um, I try to just put that into all of my different advertising on different platforms, and I'll even put it into some of my organic content from time to time just to make sure like people know that I'm aware of the problems. And that I'm solving the problems. And if I do that consistently, people build some trust and and credibility with you. They recognize that you're contributing in that field or that space. You get the followers, you build the trust. You build the trust, lead, self-identify. That's effectively how SEO works. Yeah. To break it down, can you answer this problem? Did I understand it? Can Google read it? How many people have that problem? Mm-hmm. If you could reference enough times as the solution of that problem, then your SEO goes off the charts. So let's, let's talk about this. Um, the identify, excuse me. So I got these spin drifts not sponsored by spin drift in any way. Real sparkling water, real squeezed fruit sometimes makes me burp. Um, okay. So one of the things that's worked really well for me on YouTube, and I'm going all in on YouTube, uh, you are at, at the Mastermind. So you're, you're a little bit hip too. My story of like, why I'm going all in on YouTube. For those that don't know. I was at, uh, a marketing convention last February. I sat next to a dentist. The dentist and me are talking about how we do our marketing. I tell him I'd run paid ads. He's like, oh, I get paid for my ads. I'm like, what do you mean you get paid for your ads? This guy tells me he gets $8,000 a month from YouTube for posting videos, educational informational value type videos that are all answering like frequently asked questions dentists get. So it's like, what? How does a dentist actually brush his teeth? What toothpaste did dentist actually use? Uh, how, how does dentist recommend you floss your kids? Like what? I mean, all that data's out there. You can look for the most common search questions. Oh, yeah. So he, he positions his videos as a answer to someone's question. Yep. Now, for those that don't know, YouTube is the second largest search engine in the world behind Google. If someone has a question, they get on YouTube, they ask the question, and then YouTube prioritizes your videos based on how it answers the question. So this dude posts these videos, always has exposure because he is answering people's questions, and that builds trust and credibility. And then anyone who's around or even remotely close to his clinic tries to book with him. So he's like, I'm always fully booked. I never have to wait for a lead to come in. We have a wait list and I'm getting paid to do that. That's slick. That's the way to do it. So I'm like his business, I mean, dentists make good money. He's always, always booked. He's there. People trust him because he's got a visual now. Yeah, that's just excess, that's extra. And he's not ever, he doesn't run advertising like paid ads at all. He just gets paid for posting videos that bring him leads. So I'm like, okay, I've gotta go all in on YouTube. It's. Yeah, go ahead. I think anyone can do that now too. With ai, you, you can use AI to make your own videos. You can, you know, Chad, CBT, what are the most common searches for insert industry? It's all there. It can write the script for you. Um, I dunno if you've noticed this, but probably half the videos about learning some AI tool are made with ai. Hmm. Or generate automatically. Somebody's popping in those questions automatically. Having it generat a script, feeding that into another AI tool, having it generated a video up to YouTube, it goes and they're just server farming this out. Yeah. Automatically for those, those common questions, and I bet you can even do it in like a chat GPT agent mode. So then you're not actually ever doing anything, it's just being created. Well, if you wanna set up that, like that pipeline, you can ask how to do it and it'll do it. I mean, literally anybody can do that now, even if you're not comfortable in front of the camera by any means. Oh. So I actually, I, I really like that you brought that up. One of the things that I've taught some of my, my clients is, um, man, people get camera shy. And I think you've gotta overcome that. I mean, that's my personal belief. It's that, can you be comfortable? Can you clearly represent yourself like we talked about earlier? But a lot of people are afraid. They get afraid of, of how other people are gonna perceive them on the camera. And I think ultimately as entrepreneurs, we have to overcome fear to be successful and effective. So I think you should get in front of a camera more and tell your story and talk and, and come out with a hook. Share the story, make an offer. Right? That's my process. But, but for the people who are afraid to do that, and you're so paralyzed by fear that you're inactive, the solution is now you can clone yourself with ai. So, uh, the way I'm familiar with doing this, and tell me if you think there's better stuff out there, is you can use, um, like 11 labs. 11 labs lets you clone your voice. Yeah. So you read a little bit into their ai, their AI clones, your voice, your tone. Your inflection, all that stuff. Then you can go over to like, Hey Jen. Hey Jen, lets you take, uh, selfies and video of yourself, and then it clones you for video. So then you can merge your 11 labs voice with your Hey Jen video. And you have a perfectly replicated, I mean, really close to perfectly anyways replicated version of yourself. Yep. And then what you do is you just give, Hey, Jen, the video. You're like, I want a video of me talking. Here's the script. It makes your mouth move and your lips move to like, emulate those words. And then 11 labs is superimposing the voice over it. And now you have a video and you never had to go on camera. That's wild. It's insane. I mean, I'm still big, a big fan of going in front of camera. I'm sitting in front of a camera right now. I am not an AI bot yet. It's funny how often you have to start saying that. Now think so much. The content is AI everywhere. Oh man. And that's not No, you're, you're so right. And people are getting honestly turned off by the AI generated content, especially if you can identify it as AI generated content. Um, you know, or, or maybe you don't. I ran for, uh, city Council recently. Yeah. Won the election, got team and I was, uh, I was sending text messages. I did all that stuff personally. So personal touch, personal messages came from my personal phone. Like I got people that would respond back and they would tell me straight up like, oh, thank God. Like I, I will vote for you because you cared enough to take the time to send me a personal message. Yeah. And you weren't using a chat bot and you weren't using an ai. AI is great for a lot of things, but you have to know when to use it. Yeah. And it's not for everything. No, I I you don't, I, this is my general idea right now. I don't want AI being the forward face of the company. Yeah. I want to be the forward face of the company. I want to use AI to support me and help me be effective at what I do. Uh, I haven't, like I mentioned earlier, I haven't used it to replace anything that I'm doing. And maybe that's, you know, I, I should dig more into it and I should learn and find ways that I can trust it more to use it for certain things. But my, my theory has been that AI won't replace humans. AI will enable humans to be more successful, more efficient, better at what you do, and you just have to develop the skillset that allows you to implement that. I, I think it'll do both. Uh, it'll make you more efficient, but then somebody, if you're not using it, than somebody who is significantly more efficient, is going to take a lot of jobs. Uh Oh, for sure, for sure. But that is the, it's just competition, right? That's always been there. Yeah, exactly. And this happens every time there's a technological boom in our society. Think about this, when, uh, the manufacturing line was created that put a lot of people outta jobs. Yep. Because now you have machines doing the assembly versus by hand, somebody on the line does, puts a part into place, it goes to the next person. They put the next part into place. So they got rid of, it was like, um, I'm trying to remember what the actual statistic was. I know I'm gonna butcher it. It was something like 70% of manufacturing jobs were laid off when the machine assembly line was created and people think, oh, this is such a horrible thing. They took so many jobs. But the reality is, is now that workforce is available to be allocated to other places where it wasn't previously available. Yep. So there is an opportunity cost to not advancing. You get, uh, 70% of the workers roughly, or something like that, they get less essentially laid off because manufacturing can do the job without them. Now, the, that workforce isn't then permanently unemployed and people might No, they shift. Think that they shift. Yeah. So now, because you don't need all those people to manufacture and you can manufacture faster, those people now get to go fill sales roles. They sell the products that you're creating faster. Yep. Now those people go and fill the HR role because your sales team has grown so much, or the management role. Now those people get to go and move into an adjacent industry. For example, you have the machine assembly line. Well now that machine assembly line line needs repair people, it needs maintenance team. So the jobs don't go away. The jobs just shift. Yeah. So when you think about ai. And coming in and somebody who's using it really efficiently can put a whole team somewhere else outta business. That team isn't necessarily out of work into perpetuity. That team reallocates, they just have to adjust to somewhere that's gonna be more efficient for the economy. Yeah. Overall, and that is your economics lesson in today's video. Very well explained. Thank you. Very well explained. I, you know, a lot of people watch these videos and they say, yeah, but Parker, you just don't understand X, y, z about economics. I'm like, oh, no buddy. There are very few who are more well versed in this, this concept than I. Uh, we, uh, we used to have, I had three partners at one point, as the company is growing. Uh, a couple years ago I brought in partners, help out. Mm-hmm. Decided that wasn't the best idea. So I ended up buying everybody out. Um, but we had 15 employees, some in the country, some outta the country, um, as we were scaling. Mm-hmm. And we had, you know, website designers, uh, developers, graphic designers, copywriters, yada, yada. Um, we are able to handle probably 10 times the amount of business we could then, and it's two of us now. Hmm. Because AI has replaced that many people. Yeah. Made you that much more efficient. The content is better, the quality is better, it's faster, it's more secure. Um, my clients are more secure'cause I don't have 10 people with access to their stuff. Yeah. Um, so that's, that's been huge. The only things we hire for now are sales and, um, AI developers. Gotcha. That's it. Who do you, um, who do you hire for sales out of curiosity? Um, I look for people that are around a lot of business owners. Okay. That's, I mean, that's my niche, right? I go into businesses, I help them get more traffic, get more leads, kinda solve that problem that everybody has. Um, so people that are in those spheres, a. Okay. I'm, uh, I guess everybody has different ways of doing this kind of stuff. I mean, some people will tell you they, they hire online setters and those setters book calls based on messaging on, and then those calls go to a call rep and they use virtual assistants and VAs around the world and people to do that kind of stuff for 'em. And I'm, I just don't ever think that that's the most effective way or at the scale where I still want to talk to everybody myself. Yeah. Kind of feel, feel everything through, figure out where the problems are and sit down with that, that particular owner, and make a plan customized for them. I don't niche out into one industry. Mm-hmm. Um, I have a lot of experience in the auto space, but I've had clients do hot tubs, life insurance. I mean, I'm all, all over the board. Um. So I like to make tailored plans for each business specifically. Gotcha. I and I, I, I like that. Do you do anything that's, um, I mean, as far as your sales goes, that's more automatic. Like do you run a, a website, somebody can just come and buy a, a program or a plan or a web creation from you? You know, ironically enough, no, not yet. Uh, I do, I do have that. SEO software, we're, we're getting close to, it's in soft launch. We're kind of Guinea pig right now. Mm-hmm. Um, people will be able to just go and buy that online at different subscription tiers and Gotcha. It'll automate your SEO and it'll post your website, you know, once a day with a blog and a picture and automatically form the back links out for you and give you analytics like any of the other tools do. Gotcha. Um, but then you don't have to do it. And again, we used to charge, you know, 1500 bucks a month for SEO. Yeah. We were doing a content piece a week at that. Um, so this is a lot more efficient. Yeah. Now it's a daily thing with, with generative ai. Yep. Okay. I, yeah.'cause I, I, the way I do stuff and I, I, I'm doing a lot more, um, higher ticket coaching and I've been scaling, uh, the, the price with that stuff too, but I haven't given up on the old ways. And what I mean is like I still will run ads to a landing page. That landing page has a video sales letter from me and some long form sales letter underneath it. And you can go and you can click and go to your order now page. That's great. Yeah. And I will let you plug in your stuff and just pay me right then, or you can book a call with me and I, I give 'em the option. Yep. But I haven't, uh. I haven't been so concerned about selectivity necessarily that I have prevented people from working with me that didn't, uh, that wanted to work with me, if that makes sense. Yeah. I, I like to kind of do an audit, make sure that it's, it's a good fit for both of us. I think that that's probably the best practice. I just, I haven't run into, and, and maybe this is my own naivety perhaps, but I haven't run into an issue where I was working with someone that I shouldn't have been working with, and I wonder if that's just, I've done a good job of the messaging and I'm attracting the right people then. Yeah. Um, and I think that that part of that helps, you know, I, I am selling at a high enough price point that people self-select out if they're, if they don't think that it's a good fit with me. Yeah. Yeah, I think that's a huge part of it. I mean, we, we've had to increase our prices a handful of times to avoid that problem. Mm-hmm. And, and honestly, part of it is if you don't, with marketing, if you don't have a big enough budget, you're not gonna get the return you want. There is trial and error with it no matter how much data you, you have. Yeah. Um, you know, it might take you a couple of months, a year campaigns to where they're really churning some money for you, but if you quit month one Yeah. Then everybody's time is wasted. And then you feel like I just lit a bunch of your money on fire. That's not good for either of us. Yeah, exactly. So I, I look for clients that are gonna commit for longer, so we have time to really dial it in. Mm-hmm. And then when it's titled in, it just prints money. I try to do 12 month commitments, try to do a full year. Um, in the past I've done six months and that's been okay. Yep. Um, the thing is like when we do a six month term with somebody, typically the first month is we're assessing and we're fixing you. Yep. And then your months, you know, two and three are more spent on making sure that the. Systems and team are operating effectively and efficiently. And then it's really month four through six where you can start to get into the business and start to get into like the, the KPIs, the return on the investment, that kind of stuff. Now you'll generally speaking like, um, you met Jacob, um, he was in there recording in the other room, Jacob at the mastermind. Mm-hmm. So Jacob, uh, is one of my, my clients now, and that's not to like, he just finished month one and finishing month one, he added, um, I think five new clients. And so that five new clients is like an extra thousand dollars a month of income for him, right? Something like that. Or a thousand dollars of commission, um, which. So like he was getting some immediate return. Now granted that's not at scale yet. This is just like we are entering the baseline systems. We're, you know, it's helping you be motivated. So typically what we see is month four, five, and six. That's where the big growth is. Yeah. So then I'm like, okay, we just need to extend this. If we keep you on for a year, if we get that year commitment, like then you have real big year over year growth, business growth we can drive is exponential. Yeah. You, you may bash, and this has certainly been my experience 'cause I, I've had companies on and off over the years. And, uh, a lot of those didn't work out how to learn some things. Yeah. Running a business is hard, especially if nobody's teaching or, or coaching you. I didn't know how to find resources like that, so I just kinda had to figure it out. And that means I just felt like I was bashed my face in a wall over and over and over. And eventually I'd get through the wall somewhere and then there's another wall behind it. Like that's, that's only business, you know? Yes. But when it starts taking off, it, it becomes exponential. And that's, that's the really fun part. Well, and I love that about maybe this podcast even, right? Uh, obviously all the listeners are not people that I, I coach, but this is a way that, that, you know, both of us, we can share our knowledge now. Yeah. They can go learn, grow, develop, and build trust. So, I mean, it's actually pretty common and I hope that this, this works out this way for all of the people that come on my show. Um, I shared the story of, uh, Jessica Cunningham at the podcast. She's the Belief Code or the podcast, the mastermind. She's the belief coding, um, founder. She sent me a, a voicemail on Instagram the other day. She's like, Hey, I just got another client from, uh, the podcast that we did when we were in Mexico together. Like, awesome. That's cool. Sweet. Yeah. Um, but things like this, they give you a really good opportunity to, one, you're exposed to somebody that you wouldn't normally be exposed to. Two, they build trust. You get to demonstrate your knowledge, your expertise, your genius. And then people learn from that. And when they learn from that, they say, Hey, this is somebody that can teach me. I'm learning from him. Let's go learn more from him. Or let's go get him to help us with our problem. So I'm a big fan of podcasting to solve that. Yeah, I like that specifically. Okay. Is there anything that's not working right now? Things that you would recommend people stay away from? Mine is generic and faceless content. Yeah. I hate that. I think that's the downside of ai. So it, it, uh, with great power comes great responsibility. Yeah. And you can generate all of the AI content you could want to, you could automate generating, there's a ton of things you can do, but are you putting out a bunch of garbage? Right. One well-crafted piece is still a thousand times better than a thousand garbage articles. Mm-hmm. Just spam posting. Um, so I, I think that's, that's where the human element comes in, is to really refine what you're producing and make it the highest quality possible. Use the tools to help you do it, but don't just turn it loose. Yeah. Um, that's what we're doing with the SEO tool right now is really making sure the content is dial for each client and is high enough quality that I'm happy with it. Awesome. So it's gotta pass my stamp of approval. You know, mine's probably higher than most people's. Good. It should be. Yeah. Uh, I'm general rule. For everybody listening, 49% of people are below average. Yep. In anything as long as it follows a normal bell curve distribution. I guess I should clarify because somebody's out there listening and they're gonna say, well, Parker, what if it follows a different distribution model? Got it dude. I got it. But there's probably people listening that are better at a lot of the stuff than I am. I'm not ignorant to that. There's always somebody better. Oh yeah. Who's a bigger fish. Yeah. Yeah, for sure. Like the Michael Meyer story, straight up, I thought I was the best in the world. And then I find a guy who's at a level that I didn't even know existed. Yeah. And he's just better. It's always something to learn from. I'm always looking for people like that too.'cause you know, it's growing so fast, it's hard to find people that are in that. You know, that one or 5% of the bell curve. At the top. Oh yeah. It's really hard to find those people and they're usually so busy. Mm-hmm. Anyways, um, but I try to find as many of those people as I can to learn from them.'cause that's how you learn at an accelerated rate. Oh, absolutely. I'm a big believer in the concept that, you know, you're essentially a reflection of the five people you spend the most time with. Not to say that that's the end all be all of development, but it is, I have found that to be more true than not is what I'm getting at. If you surround yourself with people that operate at a high level, they take the time to learn, to invest in themselves, to continuously take action, to grow and be better, you get better as a result. That was why I got in a fast lane. Whole reason the people there, same people can afford these cars because they're really, really good at what they do. Definitely, definitely. Um, I joined Fastlane on the recommendation, um, from Nick Adams.'cause I had known Chris and some of these other people from, uh, you know, car meets and things like that. Um, I got an invitation to join. I talked to Nick Adams. Nick Adams like, oh yeah. I've loved it. Events are awesome. Totally worth it. So I get on the call, I join and I kind of did it at first to be like forced social time. Yeah, I get that too. I think I told you that. Yeah. It's like I'm the kind of dude that, that I, I will work 12 hours a day Yeah. And I'll feel like I'm not doing enough. And then I'll start scheduling my time to work 16 hours a day. And then I realize I'm doing too much. And so it's like, how do I find the right middle ground? And I need to force time to be social and to make friends and to have fun. So that's how fasting started for me. And then Fast Lane, I mean, in reality I stayed because I've loved learning from people. And you have everyone in there is, is legit at what they do or who they are because you don't attain that level of success being fake. Yeah. Or an imposter. Um, it's, it's. Actually really inspiring for me still, and I mean, I've got cool cars and stuff like that, but to go to those groups and see what so many different people have been able to achieve in their different niche and their different markets with their different skill sets and backgrounds and knowledge. And you get, um, you know, we, I talk on the show about it a lot, but, but the rainmaker triad that Mandy talked about, like, I'm very much a rainmaker. You're more of an engineer. Yeah. Like different people with different skills are doing things and being successful and I wanna learn from everybody. Yep. I think that is so cool. Like I said, an experienced junkie, right? I wanna get around people and learn through them and the experiences that they've had and well, and that's, that's how this whole SEO tool came to be. I was talking to Braden, uh, and this was right after the Mastermind. Mm-hmm. Um, he, he's definitely rainmaker. I'm definitely not. And I was telling him about some of the, uh, cool stuff I'm doing. He's like, oh, this is, this is really slick. I know a client that could use this. I'm like, okay. So I started testing it with them, kind of working through that idea, and I realized, hey, this is something they can apply to a lot of businesses. It's, it's fixing a huge problem for a lot of 'em. That's, that's where that came from. That wouldn't have happened had I not gotten fastly and met Braden like that, that I would've been doing something else. Yeah. Um, and a, a lot of cool ideas have come from that, a lot of really good connections. So one of my, my mentors, um, Russell Brunson, he had shared a concept a few years ago that if you keep your calendar full, you'll never be poor. Yeah. I like that. I stopped and I, I thought about it for a while and I said, man, I know a whole lot of poor people, none of them are ever doing anything. This is probably true. Yeah. So I, it's a lot of waste of time. I went and got one of those big wall calendars. I hung it up in my office and I, I just fill it. I fill it because if I'm doing something, I'll never be poor. Now, it's not just necessarily limited to what we would define strictly as business activity. I block off time to do the podcast. The podcast originally wasn't monetized, right? I'm just doing a podcast. And then it became monetized because people started self-selecting or building trust and then self-selecting as clients. And they would reach out and they say, Hey, coach me. Yep. Cool. Now I get paid for doing that. And all I had to do was block out, you know, one hour a week for six months, something like that. And then I joined Fast Lane. I start blocking off, you know, one Saturday a month to go and do Fast Lane events. And in doing that, I'm making friends and building the network. And building the network leads to connections. And the connections lead to more sales. I block out, you know. One, uh, one week, uh, uh, a Sunday or every other Sunday roughly to go, uh, go to Broncos football games. I go out there, I meet people in the club, we talk, we fly on the airplane. People, you know, you're, you're just chatting with people. Yep. But you start getting some business cards Yep. And handing out some business cards and people start reaching out to you and you're like, wow. All I had to do was be busy and talk to people. And if I'm being busy and talking to people, business grows because the network grows. So it doesn't necessarily have to be you're sitting in the office working the nine to five. Yep. Go meet people, find people that are doing something that you want to do at a higher level. Learn from them. I'm like you, I, I try to keep my calendar as full as I can, but I try not to burn out. And, and my solution for that has been traveling as much as I can, puts me in a good mood. That's a good one. Yeah. A quick way to reset. Um, and, you know, you can work in the airport or on plane or whatever, still get stuff done. Um, you have fun, you reset, you come back, um, and you can keep putting in 70, 80 hour weeks and not hit that burnout. Yeah. It's a for, it's a forced, um, pattern interrupt. Yeah. Like for me, this is a really dumb one. I love it. People will think I'm crazy. I bought a Tesla to alleviate some mental bandwidth. I sold, uh, a couple of my daily drive. I, so I had a, a Bronco. I sold an a, um, gr Corolla that I sold to get this Tesla. And the point of that was like, full self-driving saves me from the mental bandwidth use going to and from like football practices or on the highway during rush hour, any of that stuff. The secret benefit for me was I gotta plug in and charge. Yep. It's a 20, 25 minute stop that is a 25 minute forced interrupt in my day. And in doing that I get to have a reset. I can go focus on something else, I can play a game in the car, I can whatever. But in getting that forced reset, maybe it's the weaponization of the A DHD, I turn and go back to, you know, work and the block after that and I'm focused again. And it's a fresh new problem set. Yep. The travel is obviously that at a bigger scale, but I'm a big believer in to preventing burnout is just finding ways to interrupt the mundane. And if you interrupt the mundane, you're never burnt out. Like burnout isn't, to me, a problem of a lack of energy. It's a problem of energy management. Yeah. Or lack of motivation. Yeah. Or lack of motivation. Probably even better put, so if you're doing something in a new place, maybe it's a little bit more inspiring. Um, gosh, that's a really good thought. I should actually probably make it a point to travel more. The travel that I do is typically very small. Like you go to a marketing conference in Vegas, we go to a, a football games on the weekend or something like that. Like those are great. It's a day trip or something. It's a little, again, a forced pattern interrupt, but it's not, I mean, I think about, like, I went to to Mexico over the summer, um, for a mastermind and I was there for just under a week, maybe five, six days, something like that. I filmed I think nine episodes of the podcast while I was down there. That was really good. I was super productive, hyper productive, but I think it's that I'm out of my normal mundane, it's re-energizing, it's remotivation and I'm. I'm able to go. I, I think in my experience, that's when I've been my most creative and had some of my better ideas. Mm-hmm. Traveling, seeing new things. It's just, it really gets you going and it breaks that cycle. So you're thinking of things you usually wouldn't. Yeah. And that leads to sometimes great ideas. Awesome. So, okay. You have provided a ton of value to me, to my audience. Thank, is there anything that I can do for you, for your audience? I, I think the biggest thing for me is, um, you know, really just trying to get in front of more business owners. We're, we're growing, but I'd like to grow faster and we have a lot more capacity than we're currently utilizing. Mm-hmm. So, you know, if anyone's having issues growing their, their funnels, or figuring out how all this AI stuff works, which changes every month. Um. I think just sending 'em over to me so I can help 'em kind of figure out that funnel. And where can they find you? Uh, you can find us at our website, redline design llc.com. Okay. Do you have a social media presence? We do not as much. Shout it all out. Yeah, give us, give us the gram. It's, it's all redline, uh, redline design project on uh, Instagram. Okay. But website's the primary one and we'll make sure that we, uh, tag and drop that in the comments below so you guys can find it. If you're watching on YouTube, maybe you can go in the show notes on Spotify. I don't know what the rules are. We just post that stuff, you know, we'll figure it all out. Yeah. Okay, dude, I appreciate you coming to show. Thanks so much. Thank you. Appreciate ya.