← The Law Firm Marketing Minute
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- [00:00]
A
Hello, everyone.
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Welcome back to the law firm Marketing mint. As always, I'm your host, Smike. And today we have Eddie. Eddie. And honestly, today is going to be all about conversions. All about the truth.
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People love conversions. The truth about conversion.
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The truth about conversions. You can't handle the truth.
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That was not even close.
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That was my best Jack Nicholson.
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What was his name in the movie?
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Mac Pickles.
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Not even close. Colonel Nathan Jessup.
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Jessup. Okay. Yeah, Jessup makes sense.
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I believe that's what it is.
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Yeah. Do you remember Tom Cruise's name in that movie?
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There's Lieutenant Kendrick.
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Let's find out.
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A
Hold on.
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We have.
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A
Oh, is it Jack something? I bet it's Jack. I feel like it's Jack. Or his dad was named Jack. I think we got a podcast review saying this is disorganized in the best way. And as we're talking about.
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We already starting off very.
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Yeah. I'm like, yeah. Wait a second. He might be on to something here.
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Yeah. Is Lieutenant Daniel Caffey.
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Oh, Daniel Caffey.
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Caffeine. Which is how Eddie says coffee.
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No, it sounds. Well, we say coffee, but I mean, like. No, that's like a New York thing. More disorganized mess. Yeah. If you hear Sophia. Sophia is always coffee.
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Yeah.
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Bostonians are coffee.
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Kevin Bacon. All these good names, all this good information that we can get into in today's episode. Eddie, you kind of came up with this idea here for telling the truth about conversions. What kind of crossed your mind that you were like, hey, I've got something to say about conversions?
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A
You know, ironically, I know a lot of times when we're talking the phone with clients. Like, when. And I used to work with clients, I would ask them, like, what are the questions you get over and over again. They make great podcasts. They make great blogs. And this is a question that I used to get a lot. And he started. Not even a question, but even a demand that would get a lot. This all stemmed around. I mean, there's a conversation we had with a potential client maybe six months, eight months, a year ago. I don't know. I mean, I'm old. This flares together. At this point, he can't even remember.
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What he had for breakfast.
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I did not eat breakfast. That's. That's why it keeps it easy.
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It was probably tapioca pudding based on his age. Is that an old people thing? Very much so. Maybe that or rice pudding.
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A
Oh, I hate rice. Disorganized mess. No, but the conversation we had with the potential client is. He's like we went over our services and now Jana, our senior business development manager, was going over and was like, oh, we do blogs, do content, we talk about paid ads. Like, I'm not interested in any of that because I don't want any of that. Okay, what do you want? He's like, I want what one page on my website, like per week that just converts. Put up, put up on my website. One page. I want it to convert. Let it run throughout a week and then we'll take it down. I want another one. I just want to. I just want conversions. That's all I want. It sounds amazing, right? And that's why it's so like, like tantalizing. Is that. That's a good word. That's. It's so. It's like, I want this one thing that's going to convert and take things over and over again. I mean, I bet. I mean, I remember like when you write a book, people say, I need a good idea for a book. No, you don't need a good idea book. You need thousands of ideas, if not tens of thousands. I mean, every decision, every sentence is a. Is a decision. So in the same way, in the same sort of regard, I mean, like, you don't need one thing that converts. You need multiple steps along the chain that convert. I mean, and I, I just think there's, there's this general misinformation or kind of assumption that I. Even one ad will blow it up like this, this will pour people in. And then when that ad stops working, I'll put up another ad. I'll just keep pouring people in. I mean, I think the stat is, I think less than 2% of all, like, successful sales happen on the first interaction is in, in the majority of times, you need 7 to 12 impressions or touch points in order to make that sale. And most of the things like, like in four out of five sales happen around the fifth time that you've spoken to somebody. So there is no one step page that's going to convert. There is no one step ad that's going to convert. It's a step along the process. And I think that's where people get, get lost in seeing the chain of events that create a prospect into a paying client. So that's where this stems from. Yeah, so that's where I'm going with like, the idea of conversions. And like, it's like, I don't need one thing that converts. I need four or five, six different things. And we can go into how that works and what that looks like, here's a quick question.
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What if your marketing brought in more clients who actually respect you, pay on time, and don't nickel and dime you? That's exactly what we help solo and small law firms do. At Spotlight Marketing and Branding, we focus on keeping you top of mind with the people who already trust you so you get better clients more often. Let's talk about what that could look.
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Like for your firm.
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When you book a discovery call, you can check the podcast description for a link or you can go to Grow my Law firm fast dot com. That's Grow My Law firm fast dot com. All right, let's get right back to the episode. I think really, what the attractiveness about conversions is that conversions really tell the story, right? I mean, you can have a landing page up and you can get a lot of clicks to it, but if you don't get conversions, then there's obviously something up with the landing page. It's telling you a story saying, hey, whatever you're doing beforehand to get people to this landing page is working, but once they get there, and it could be multiple things, it could be the fact that the people that you're getting to that landing page are not the right kind of people. The people that you're getting to the landing page have no idea.
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Excellent.
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What you're talking about when they get there.
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Excellent point views.
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So, you know, it's. It's. I think about, when I say that, I think about clickbait. I don't know if you remember, if you're old enough to remember clickbait.
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You know, I am. I was going through clickbait back with my tapioca pudding.
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So clickbait, for those of you that don't know, it's basically the. The practice, it's bad. It's a bad, unethical kind of practice where you're as. As ChatGPT puts it, your landing page was a catfish. So basically you use something. Something, just not nothing to do with what you are promoting, but it catches the eye. And then when people click on it, they get to your landing page, and your landing page has nothing to do with it. So it's like, you know, a very classic example. I remember back in the days of young YouTube when and then people could put up their own cover photos for their videos and would usually be like, you know, some attractive woman, or it would be like, you know, explosion or something like that. And. And it just like completely has nothing to do with what the video was actually about, but it got you to click on it.
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So the ones that always in my head is like the top the 12 celebrities that passed away in 2025. It was a picture of like Scarlett Johansson. And I don't, again, nothing wrong with, I'm not, I'm not wishing ill upon anybody. But you're like, Scarlett Jansen passed away, like, no way. Like, and then you click on it, realize she's not one of the 12.
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Yeah.
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It's like, wait a sec. And then you just get, I mean that's a whole thing about advertising and lying. I mean, ad lying and advertising might get you to click once, but it'll never get you to click twice. And we're talking about long term relationships here. That's exactly what we don't want to do. And to your point, like conversions, we're not saying that conversions are not important. No, conversions are how you measure success. It's just how we view conversions. And at what point? Like, like it, what step, what did they convert someone to do? I mean, a conversion doesn't necessarily mean that someone heard you and called you immediately. That's not necessarily a conversion. They, they, they, they took the action, the intended action that that piece of marketing intended them to take. Then that's, that's what we're talking about. And it's this. But I mean, and then, and then that step leads to another step, and that step leads to another step and you're, you're converting, I mean, tuck boxes, having a box. Yep. But that, yeah, it's essentially a funnel. I mean you're, you're, you're just getting people to get to the end, in the end state being a paid consultation or a client.
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B
Well, I think so. When we talk about funnels. Right. When you talk about like having your, your funnel, I mean, this is exactly what we're kind of getting at is that like you're, you're casting a wider net at the top, obviously. And then you're, you're weeding people out as they get down the funnel. And here's the thing is that like, I feel like many people would be very scared about oh my gosh, like I lost a follower or oh my gosh, someone unsubscribed to my email list or oh my gosh, like, I didn't get this, this person to, to become a client. I've, I have a thousand people in my, in my funnel and now I have 999. Oh my gosh, like, what am I going to do when. The thing is, that's, that's the purpose of the funnel.
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Yeah. It's exactly what it's supposed to be, the funnel.
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Supposed to weed out the ones that really aren't meant for you or law firm or your brand.
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I mean, we, we put up an ad and we, we have lots of ads. And I run ads here and someone contacted us this week saying they're injured, they need an attorney. Yeah, I, I wish you well. I mean, this is, this is. I. You don't want anybody on this side of the table representing you. I mean, this is. That's not.
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What if for all those personal injury attorneys out there, there is someone looking for one. So go check out. I think it was on Facebook or something.
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Yeah, I know. Yeah, it was, but it's. It was. Yeah, it was weird. I mean, I don't even know if it was a real thing, but anyway. But yeah, that's. That is, that is good. Like, I mean, we, that's not, that's going to waste our time. We, we don't want our, our people sitting down and having a meeting or sitting aside in time. It's lost money. So. Absolutely. Yeah, we're trying. You're trying to get people out.
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So basically, I mean, would you agree that the, the idea of the funnel is like, we're strategizing to weed people out? We're strategizing to narrow that list.
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I don't know if it's even like we're strategizing. It's just a natural function of the funnel. I mean, you're going to lose people along the way. I mean, so we're starting out. I mean, so just like take you from start to finish on this. I mean, like, if we have an ad that's running, that ad is not necessarily going to run right to a phone number. And it's good. It's a lot of times it's going to lead to a landing page. There you go. Step two, and then step three, you're looking at them, whether or not they actually filled out said landing page. I mean, there's so many people. I mean, for someone who runs ads and studies ads, a lot of the time there, there's. We have a shocking number of people who will see one of our ads, click, yes, that I want to book a call with someone at your office. And then they're led to a page and they don't fill it out. And if you've ever gotten, if you've ever been on a website or you looked at something and you decided not to buy it, and then two days later you get that text in your phone, hey, Remember you, we saw you checking out so and so on our website. You still are. Yeah, they're doing that for a reason. I mean, because you're losing a lot of sales for people walking away, but doesn't necessarily mean you're, you're uninterested or willing to meet. You just need a lot of reminders. So a conversion is, is a, is a train. I mean, if it's a 10 step train, we got to get them from the caboose all the way up to the front and load the colon.
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B
Yeah. And honestly, as a, as a millennial, I can remember both sides where, you know, before, like social media and all that, I can remember how it was basically all your, all your marketing was spent on ads in like, you know, magazines or on billboards or TV commercials. And then I remember, you know, when Facebook started taking off or whatever and all of a sudden, all of a sudden people started noticing. They started picking up and being, picking up on the fact that, hey, I was just on this website.
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Yeah.
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And now I'm starting to see ads for it. Like, and people start getting freaked out. Like, absolutely freaked out.
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They think their phone's listening to them. Maybe they are, I don't know.
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But yeah, I think, I think at this point we've evolved to the point where it's like you don't even have to go to the website. You could just be talking about something and then all of a sudden you see an ad that's a little, that's a little.
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A
I mean, I don't know, I'm not going to get into that. But I mean, it's a. Well, yeah, what you're talking about is like there's pixels on websites. I mean, so you want to describe like a pixel as someone who eats tapioca pudding in the morning and it's on the, on the, the early end of the Millennials. Let you describe what a pixel is.
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So basically a pixel. Let me see if I can get the, the accurate description here.
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I'll tell you. I mean, what it essentially does is, I mean, so if you have a website, this is where to me this is, we talk about the reminders and convert and converting people. So if you, you have a personal injury law firm. Let's go stick with that. Someone, someone's injured, they're, they're, they're scrolling, they're looking, they somehow end up on your website and there's multiple ways we can get people to your website. That's a different conversation. So you get people their website, they look at You. They. Oh, yeah, okay. I'm going to keep looking. I'm gonna. This is maybe an attorney I'm considering, but I got four or five more I'm looking at next time. If you run. If that same personal injury attorney runs Facebook ads, when that potential client who looked at the personal injury website is now scrolling on Facebook, now all of a sudden that personal injury attorney's ad shows up on their feed. Why? Because there is a pixel in their website that I guess kind of glommed on or attached to that person that's going to follow them around on social media. So it's, it's, it's targeting. So you're getting targeted ads. It's part of that reminder process. It's part of that conversion process. Again, it's a, it's a, it's a multi tiered step process in order to get someone through your door. It's not a single act. But again, that's why pixels exist as you, you have to be able to speak to someone again and again and again and be able to follow them along the buyer's journey. All right, what is your exact definition of a pixel?
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Yeah, so pixel tracking is basically a tiny invisible image or snippet of code that's on your website or email. And basically when someone visits that page or opens the email, the pixel fires off and sends the data back to the platform it's connected to. So like in our case, it could be Facebook. Right. LinkedIn. And basically so what now happens is that when that person visits their Facebook or their LinkedIn, they're more likely to see the ads from that, that website or the email that they were on because the pixel kind of fired it off. And now people might be thinking, well, like, how is that even legal? Yep. And it is legal. It is, it is completely legal. I mean, there's, there's different things that, you know, must be provided. You know, it has to kind of be like a, the privacy policies. There has to be like some sort of like, hey, like we use this kind of thing and, and that sort of thing. So it's definitely legal. It has to be, has to be made known. It's, it's like, it reminds me of. For all those that enjoy South Park.
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I say, as soon as you said that, I was thinking about the iPad. Yeah.
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When no one reads, everyone reads the, the terms of agreement. Yeah.
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And they just click yes.
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And they, and only one kid does not read them. He just clicks yes.
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Yeah. The one he gets sent to.
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A very disappoint, disturbing place because he agreed to it.
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He just didn't read Apple's terms and agreements. Nothing against Apple, Please don't sue me.
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B
But that's immediately what came to my mind is that, like, you know, it's there. Like people are able to read it, but who actually does read it? I mean, I guess lawyers do.
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A
I, I, I mean, it's funny. I've actually talked with a couple of lawyers and they always joke about how they don't read it either. Some of them are very good at it. I mean, I remember this is neither here nor there, but he was talking about writing a snowmobile and he was reading the terms and agreements. He's like, there is no way I would ever agree to signing this. Like, this puts. And they're like, no, this is. Just make sure that we're not responsible if you hurt yourself. And he's like, well, anyway, the point is he ended up reading the agreement that the private company said. He's like, there's no way I would ever agree to what you're asking me to. And it's like, well, on your way. So, yes, we do click yes, quite quickly. But yeah. So that's essentially what a pixel is. And the reason it exists is because it allows you to continually remind that person. Again, they're on the fence, but it's just like there's a constant, like, push and pull about people forgetting who you are. And it's very easy to forget who somebody is. I mean, it's, it seems hard that someone would go to an attorney's website and then 30 minutes later have no idea who that attorney is. I mean, but that is the reality. So in the marketing world, we're trying to make sure that they don't either forget you. I mean, that's essentially the. On. The most successful elements of a newsletter is they just don't, people don't forget you or they just continue to remember who you are. So the time of referral, someone's like, yeah, I got that person. Even if they don't necessarily see open your newsletter, they still see who you are and it stays in your head. That's why Pepsi's on the side of a hockey rink, right? No one's running out and buying Pepsi. They might next time they're thirsty. I mean, it's just like I remember Pepsi as I'm part of the game. It's in my head.
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B
Yeah. And that's, that's the thing, like, if you can think about the last time you were at some sort of event, doesn't Even have to be, you know, a big bike, MLB or NFL, NHL game.
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A
I like that. I only know one of those sports.
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B
It could, it could, it could be a simple, like it could be a local event and go, go to a local event. Right? And we're talking, I mean obviously we're talking about lawyers here. So typically most of them are very, very local or at least statewide. Go to a local event like 5K or something like that and look at the list of sponsors. Like they're not set up shop there for the most part. I think maybe some of them are would be. But like you know, they're not set up shop there. They don't have like a booth or anything like that. But yet they have their name attached to it. And it's like why? And, and it's, it's about, it's about getting that, that point A to the point B. So I've ran a 5k before. I hated it. I'm running another one this upcoming week. For the, for the record, I think.
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I walked the 5k faster than Mike ran it. But keep going.
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Hey, you know, it's all about finishing. All right, so slow.
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People say.
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And, and I didn't necessarily enjoy it, but I know there's people there that did enjoy it and for them to be able to put that connection to, hey, this is something I enjoyed, to a brand name. And now all of a sudden that brand name's there and it's just in their heads.
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But it's not going to stay there.
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It's not going to stay there.
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A
It's like so if you are doing that, I mean if you are, what is the next step? So like I never, we never, I never have an ad that's not connected to a landing page. It's not connected to a drip campaign. A drip campaign is essentially a series of emails that are pre written that people get that, that people get launched into when they take a certain action. So they're going to be reminded six, seven times based on the email chain. And at the end of that email chain they might decide to never speak to me again or by email 6 to say I'm done with this, I'm unsubscribing. But yeah, you have to have some sort of follow up. So if you are putting something on the side or you're responsoring a 5K, that's great. Step one, I mean it's, it's not what we do here, but it's step one. What is the next step? Because you're not because we're talking about conversions. Remember the truth about conversions, the odds are no one's going to see that and say they, if they see it, they're going to take some. If the people, the most successful, the most success you're going to have there and someone's going to see it and they're going to look at their website. Okay, what happens when they look at your website? Do they have a free resource they can download? Other blogs they can look into? Is there something they can request? I mean, that's, you gotta. What is the next step? I mean, and that's, I mean, that's why so many people come with QR codes, because it's getting to them. The next step. Okay, I see you, but I got to get you to the next step. And it's like, so that's what we're converting. What is the conversion? What are you converting to? What is the next step? Are you getting them there? And at what percentage are you getting them there?
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B
You can, you can have a hundred thousand visitors to your website and still go broke. Oh yeah, you could have a million and still go broke.
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A
Absolutely.
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B
And, and that's, that's the crazy part is that you think a lot, a lot of times, you know, especially in today's day and age where social media is, reigns, you know, king in terms of digital, we have this idea that views equal progress. Not really. I mean, there is a point where you kind of like, you, you have to like go back and like look through and are you increasing in views steadily over time? But to, to Eddie's point, I think you said a little while back, did you mention going viral? I don't know if you said something.
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A
No, no.
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B
Something about, you know, a spike or something like that.
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A
I have no, I think you're dreaming. I have no idea what you're talking about.
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B
You might have said it to me.
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A
We can rewind this and if you're listening, rewind it and try to see if I said anything about a spike, and I guarantee I did not.
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B
To be fair, it's been a long day. It might have been this morning, but either way, you can have a spike. That's why, that's why going viral doesn't really make sense. Because going viral doesn't mean that you're attracting the right people. And going viral, viral doesn't mean that it, it is creating steady progress. Steady progress is like you can have 100,000 visitors and zero people are, are converting. That's like going viral. And then like, that's it. It's done, it's over. Or you could have a hundred thousand visitors of the right kind of people.
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A
Even a hundred, Even a hundred, sure.
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B
But I'm just comparing the numbers.
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A
Yeah, just me. 3. I just, I mean, yeah, I get what you're saying, but yeah, so like.
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B
Comparing like to the fact that like wouldn't you rather have the right kind of people? And unfortunately, but you know, it's just part of life getting those right kind of people, getting a hundred thousand of the right kind of people takes. Usually takes a while to build up to. And so, and so that's, that's kind of the nature of the, the business.
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A
And even more importantly, what are you doing with the views of those numbers? I mean, like, okay, what am I doing with them next? Okay, I got them into the party, but these people don't like dancing and I'm playing music. I mean, I was like, okay, what am I, this is not the right kind of people. But yeah, so what are you doing with them? So like when, even though like we run Facebook ads, like meta ads, LinkedIn ads, et cetera, I mean when people click on something, what am I getting them to do? And like the shortcut in the cheeseball thing is like, I just, I just want them to book. Okay, that, that is, that is okay. It's a viable option. But that's going to take few and far between for that to happen. But I mean it's in that you can't put all your dollars and it's like call me now immediately. That is a pretty a step that is one part of the process. And we actually have ads that we call them Call me now. But. And we also have lead nurturing ads. I mean lead nurturing ads, but they're specifically designed for someone to take the next step. People that are interested. Okay, did I, I converted. Okay, I took someone that was on the Internet, that was on Facebook. They clicked, they decided to fill out the form, they downloaded the form. Okay, they just, they clicked on a button saying do not call me. I do not. I'm not interested in your services right now, but I am interested in reading this free guide. Okay, what now? Okay, now we have those numbers. What is the next step? And then again, now we're always going back to that drip campaign or some sort of follow up. And it's going to be continuous until that person either decides to maybe they follow us on social media, they subscribe to our newsletter and they become like a casual acquaintance of ours and they kind of stay within our sphere for an X amount of time. And until they leave or they decide that they just, they want out or decide they need our services. I mean, there's some sort of decision point is. So a conversion doesn't always necessarily mean, I saw it, I'm ready, here's my money, or I'm ready to work with you. It just doesn't. It's, it's, it's. Again, I want to go back that number about 2% that it's going to happen. 2% of the time people are in the first interaction. And if I could put up an ad for a law firm that converted in the way that that client, and I hope they hope they're doing well in the way that they wanted, I'd be worth 70 times what I'm getting paid right now. Because, I mean, that's, it's just not the way life works. I mean, you can't convert like that, but you, you can convert them to a next step. You can move them along the journey. And that's what a conversion truly is. I mean, it's just like, it's just getting them to the next step. And it just, it might not be the step that you want, but it is a step toward the thing that you want.
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B
And there's a lot more areas where, you know, taking that next step falls into place besides just digitally. I mean, for example, an area, an area is like the, the intake process. So.
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A
Yep.
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B
For example, there's a stat that's like 70% of legal consumers say that responsiveness is a key factor in hiring.
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A
We were just talking about this. I'm like, you usually want to contact. If someone's interested in you calling them, and you're an attorney, you probably want to get on that in about five minutes. Yeah, like, that's what you have. I mean, the, like that. I don't have the numbers in front of me, but the success rate of you contacting a lead within 5 minutes versus 10 minutes is shocking. I mean, you got, you have to get them early. They're in the, they're, they're in the selling and buying environment like you. It's just the responsiveness is enormous.
- [25:41]
B
Yeah, they're, they're, they're. Their attitudes or their brains are more spongy at that point because, you know, usually when someone's like looking for a, an attorney to hire, usually something triggered that already. Usually something happened whether their spouse came to them and said, hey, I want a divorce. Been there when. Whether someone they love died and they now they're free thinking, okay, hey, Maybe I should, you know, think about my estate. Or it could just be, you know, they got into an accident and they need a personal injury lawyer. I mean, there's so many things that trigger them looking for a lawyer to work with. And if they're in that stage, if they're in that state of mind, like that's like, you know, again, I don't want to sound like you're going to get them where they're, when they're, when they're down. You know, it's not like that. It's like you, you're doing good work for them and leaving your work. You're just reaching them at a point where they're more likely to just kind of listen to what you're saying and at least follow the advice that you have for them and then, you know, hopefully hire you. So wouldn't you rather have a lead magnet than not? Because if they're looking and they come across your lead magnet and it's like five things to do if your spouse asks for a divorce and even that.
- [27:03]
A
Because, I mean, that's a little more urgent. You might actually. It's like, I guess, I mean, you have all those thoughts in your head. It's like, what is going to happen to my children? What's going to happen to my assets? I mean, can my spouse move away? I mean, does. What is schools? I mean, there's so many questions you have when you're going through a divorce. But I mean, there's also people that, I mean, are way more. That are going to deal with clients that are a little bit more passive. I mean, I immediately always go to this estate planning attorneys. I mean, most adults, I mean most responsible adults are aware they need some sort of an estate plan. I mean, in any estate planning attorney knows, I mean, it's dark subject matter. I mean, it takes a while for someone to get around to pulling the trigger on creating a revocable trust or a will. I mean, whatever services that you're offering or what they want. But I mean, they know in the back of their mind that they need this. They're just not ready to pull the trigger yet. So, I mean, odds are if you see an estate planning ad, you might not say, okay, I'm ready to go in tomorrow. Like I'm not there yet, or they did or that now they see a resource. The five things could happen if you pass away without any sort of plan. So the urgency isn't necessarily there for all your clients. But I mean, like if you get them again, we're not looking for a straight up conversion. The sense they're in your front door. We're looking for the setup, that conversion. They're willing to engage with a resource you downloaded, a resource you provided they can download. So do you have that, do you have the next step? If all you have is a consultation, free or otherwise, like, you're asking for a lot and you're asking for a Hail Mary pass. I mean, you're gonna, you are gonna get people that way, but you're, you're losing a lot by not converting them to the next appropriate step and keeping them within your kind of sphere of influence for as long as you can.
- [28:42]
B
Yeah. So let's recap it. All right. Start off with some pretty good information about Few Good Men.
- [28:49]
A
Yeah, right. Cardinal Colonel Nathan Joseph.
- [28:52]
B
A terrific impression of Jack Nicholson.
- [28:54]
A
0.5 out of 10.
- [28:56]
B
I'll take it. And then we kind of. We. So we started off basically talking about, you know, how conversions. There's this, this idea out there that, you know, all you need is a bunch of clicks and then, and then that's, That's. What's the name of the game. But you know, what we've been kind of saying throughout is that that's not. It's what they do after the click that matters.
- [29:20]
A
Yeah. The clicking is, let's just say a hundred thousand dollars or a hundred thousand likes. I mean, you can convert a hundred thousand likes into a hundred thousand dollars possibly if you have the right.
- [29:30]
B
Very tough. Be very tough.
- [29:31]
A
Oh, yeah, yeah. But I mean, like, in terms of. But you have to get something. You have to get a, a clear line of progression in small steps that edge them closer to what a consultation is versus just making that big jump from. I'm interested. Let's go.
- [29:48]
B
Let's go. Speaking of. Let's go. We gotta go. This has been a great episode, Eddie. Appreciate you being on.
- [29:54]
A
Very welcome.
- [29:55]
B
And for everyone listening, have a terrific weekend. Please leave a review. We would greatly appreciate. It helps the podcast grow. And we will see you all next week later.