Boost Your Business!

[Downloadable version of this transcript, the presentation deck and other materials are also available in the Dashboard Resource Center]

Bernard:
Hello everyone welcome back to the SEOReseller webinar series and this is Boost your Business, being a Digital Agency Powerhouse in less than a year.
I’ve got Itamar with me, our CEO and founder. I’ll let Itamar introduce himself.

Itamar:
Hey guys. Nice to see you all coming to the presentation that we prepared for you. We’ll wait for a couple more minutes and in the meanwhile introduce ourselves. So as Bernard said, I’m Itamar.

{slide: Meet Our Panelists}

I’m the founder of SEOReseller and the reason a lot of you didn’t hear from me for a long time, if ever, is because I’ve been in the background doing my programming, cause as you can see, my background is programming and I’m the guy responsible for all the dashboards and the API’s and the reports you are giving your clients. It all comes from what my guys are doing. So in this webinar I’ll help Bernard talk a bit about what makes agencies super awesome and hopefully all of you will learn a lot so Bernard…

Bernard:
I agree, and I’ve been working with Itamar for about 4 going 5 years now…

Itamar:
Almost

Bernard:
…Yeah almost 5 years and time really flies here. We’ve had some clients fly into the office already and they’ve seen what it’s like. They’ve always loved the culture every time we’ve brought them here.

The reason I joined SEOReseller is because it allows me to help a lot of businesses and I’ve only taken over the sales department for the past 2 years but when I was running operations here a lot of you would have had the opportunity to speak with us and this is what we do, month on, month in month out. We try to help resellers and businesses grow their clients and grow their businesses and that’s what we’re going to try help a lot of you achieve today.

Itamar:
Right. So let’s see what are we going to talk about.

{slide: Discussion Outline}

We’ve, first of all we’ll refresh some features, a refresher for some features that we already have and updates about new features that we’re gonna have. Some of you got the recent newsletters about Local Reputation Management and exciting things. I want to cover that first before we start. After that we’ll show you case studies of 3 of our pretty big and successful partners and we’ll show you what challenges they had and how they overcame them. We’ll talk about insights from the case studies, the foundations of being a big, successful agency, pro tips that we gathered from these learning and ending with Q and A session by you guys. You have the chat, feel free to start typing in the questions. We’ll answer them later.

{slide: Coming This Month}

So, coming this month these are 2 things that me and my guys are working for, on, we’re pretty excited to launch our fast turn-around time with instant mock-up and proposal generator in the dashboard website design product, improved two week streamline development process.

So what does this mean? It means that your clients or your prospects, they don’t want to get another template that they saw somewhere or is being used so many times and with our new module in your dashboard you’ll be able to instantly generate a mock-up from thousands of different options that we will have. This mock-up will have your watermarks, you’ll have the proposal attached, so it really helps closing.

All you need is for the customer to sign the dotted line, then you launch it with us. We significantly improved our web development product and we’re trying to commit to 2 weeks streamlined development process. All of course depending on you guys filling in the briefs and being in touch with your project managers we can deliver in 2 weeks or less. I don’t want to commit but “or less”. Especially with this amazing new module, but I can’t wait to show it to you guys.

And the next thing is control and measure your client’s reputation online it’ll help them drive positive reviews to their business listings with a unique new system. It took us some time to get to that module, and finally we’re about to release it. A lot of people are contacting us and saying: “Hey, can you get me reviews for my clients?”, and usually they are asking for fake reviews and this is certainly something we will not do, this is something that is not worth it for the long run.

What we were focusing on is developing systems that help you manage your client’s reputation online and able to lead real reviews, you know, irate clients will usually drop a bad review but the good reviewers, they were just happy with the service. They are not even thinking twice of whether to leave or not leave and if you’ll get them into a system and ask them to leave that good review they wouldn’t mind. And this is something we’ll release this month in February, so I am excited for that. Also we’ll…

{slide: White Label Dashboard Setup}

Bernard:
…Same here.

Itamar:
Yeah, that’s a good one, this is really helping us focus on local businesses. We really realize that a lot of you guys are very successful with local businesses with niches, and this one will really be a kicker for you. So we’re about to cover a few case studies and about to tell you about success stories and all of this wouldn’t be possible with a few of the basic features, like the white label dashboard setups. Some of you did. We have a lot of new guys joining us towards the end of last year and some of them are on-boarded and some of them are still in the onboarding phase and it’s very simple. You just setup your dashboard on your own sub-domain, so it’s all proprietary to you. Your employees would never know it’s SEOReseller. All the branding is stripped and just your branding will show. You can change even your brand color, so all your reports, everything that’s exported from our system will have your brand colors, all the way through the system and so on and so forth. So you might think it’s difficult to do, and I’ll tell you, it’s seriously not. We developed it to be really easy.

But if you are still, you know, not sure about how to do that, we have link here and you can just visit the bitly/getsked, and this is a schedule appointment setting with one of our project managers that can lead you through this very easy setup phase, so…

Bernard:
…absolutely.

{slide: Instant Website Audit}

Itamar:
Make sure to use that. The next one is something we will cover later on. This is the instant website audit, not a lot of people know how to use it properly or that we have it and I’m really encouraging you to login to your dashboard after the webinar and check it, because this is a instant sales pitch material.

It’s free for everyone, no limit. I know there are tools out there that charges you good money to have these audits and I know that we have competitors that are asking for extra money to run these audits. With us it’s just for free. Go, launch them, send them to clients. Print them and go with them to clients. Do whatever you want with them, it’s really helpful. We’ll see how it helped other partners of our and like it says here, top partners are running dozens of those. It’s free and contains a lot of added value.

{slide: Local Reputation Manager}

The last thing I want to re-inforce is the usage of the local reputation manager module. This is pre- the module I mentioned earlier. The module I mentioned earlier is about actually getting good reviews through the door. But this one adds value by showing clients their online visibility and reputation by listening to their customers feedback. Real time across various channels, so whoever already have, has local packages running with us, you can already see it in your dashboard and your clients can see it in their dashboard, your white label dashboard. Very important, keep in mind these features. These are keys to success. We’ll see why later. So…

{slide: Agency Growth Factors}

Itamar:
…without further adieu, and I let Bernard lead this one, we’ll talk about agency growth factors.

Bernard:
Right. So before I start off with the case studies I wanted to remind everybody that you’re free to send in your questions via live chat at any point in time during the presentation. So you’re strongly encouraged. If there’s a case study we’re going through, you think you’re going through the same factors, please send in a question. We’ll be more than happy to accommodate you before the end of the presentation.

So I’ll take us first, to the first case study.

{slide: Agency Growth Factors: Case Study #1}

So case study number one is about, I’ll call him partner number one and partner number one started off with us as a webmaster by trade. He built and sold websites to a specific niche. His initial client base was based off of a relative’s professional network and his core business was selling websites day in and day out building websites for customers. The challenge to selling websites and web development is that web dev is a revolving door. The revenue does not recur and when it does, the recurring revenue is residual like hosting, maintenance and so on and so forth. So his monthly sales figures sort of got stuck between the 0 to 5000 mark, month on month on month on month.

The solution he employed to getting him better monthly recurring revenue was he started up selling SEO to his existing client base primarily because a), there was a demand, some of them were asking him for it. The challenge was he wasn’t an expert on it, so he needed to find a provider that would take the time to educate him and of course he had to take the time to educate himself, meaning invest time, talking to his project manager. And he did, minimum bi-monthly. And this is the trend of growth that he experienced…

Itamar:
…by the way, it’s not just upselling from web design to SEO. I know we’re talking mainly SEO here but if you checked our store we have a lot of different products. When you have a client base, the next move is to cross sell, to up sell and to cross sell and I think if you already have a base of SEO, your move could be from SEO to Social, or to PPC or to whatever you choose to professionalize in next. But the example here of someone that has no trophy sitting, staring him the eye and he is not getting it until that second that everything clicks and then you start getting to that recurring revenue situation.

Bernard:
Right, so for partner number 1’s case, he grew to 37 000 retail recurring monthly revenue in a period of 8 months. So that’s from 0 to 5 000 monthly recurring sales to 37 000 monthly recurring sales…

Itamar:
…and he was doing it on his own right? He didn’t have any employees or anything…

Bernard:
No.

Itamar:
He was a Freelancer.

Bernard:
No employees. Everything was done through us. Eventually the web development also managed to go through us. But it really started off with him having to generate monthly recurring revenue and that’s when he freed up time going to expos and events and networking and that’s sort of how he grew his business. That’s how he gained momentum in terms of growing.

{slide: Agency Growth Factors: Case Study #2}

You’ll see a better example of this on the next case study which is case study number 2, who I will protect by covering with partner number 2.

So, partner number 2 worked at a internet marketing company and had a very good sales background. But he wasn’t technical by any means. At the point where he reached 10 to 15 thousand in retail recurring revenue, this is the day when he left his day job. So when he joined us he had 3 – 5 clients as his staple and the problems he sort of ran into really was that he was his own project manager, his own customer service person, his own salesman. Of course he was running his own business, so he was his own bookkeeper. He had awesome salesmanship skills, but no SEO mastery and that’s sort of a challenge when you’re in this industry cause SEO is very scientific in nature and it’s very educational in nature.

So the approach that he did was he relied heavily on the technical audits as a sales tool. Being a terrific salesman, he appreciated that preparation is an awesome sales technique. Everybody appreciates research being done about them before their ever approa..{inaudible} to reduce the amount of time he does for customer support. By educating his clients on using the dashboard real time. monitoring the work, monitoring the results he was able to reduce the amount of time he had to spend on phone calls, on drives, on face to face meetings, which allowed him to grow his business further. At a certain point he couldn’t grow his business because there’s only one salesman can do and he encouraged a friend to hop on board as partner. He actually talked his friend out of his job and they sort of ran the thing as partners.

Itamar:
That’s a risky one, but I think it paid off.

Bernard:
Right. They’ve got an amazing trajectory. They grew to approximately 150 000 in retail monthly recurring revenue in less than a year, specifically 11 months and they’ve been growing double every 11 months. In fact, we’ve flown him here twice. He’s met our staff, he’s met his team here twice and it’s been an amazing experience.

Itamar:
Maybe it’s time to remind our partners that we’re flying people here to the Philippines, our headquarters are in Manila, Philippines when you reach $20 000 in spendings with us. And I think you’re seeing those MRRs and you’re seeing the retail price usually depends on the person, depends on the agency and we’ll get to the markups later, but it might mean 2, 2.5 markup, so their spending with us up to 20 000 then we fly them here just to solidify the relationship. They can see the operations. They can get more a feeling of that’s someone’s taking care of you and then it really boosts the trajectory.

Itamar:
And this is one example of that one…

{slide: Agency Growth Factors: Case Study #3}

Bernard:
…right. Now for case study number 3, partner number 3, this starts on a more sober note. Partner number 3 started his career in SEO by losing his job. And his initial client base was based off his own professional network. Unfortunately his personal, professional network started off with a national list from coast to coast. And in order for him to grow his business, or actually in order for him to get started, he just took on any business he could find. He indiscriminately took on any project wherever they were, whatever industry they were in and his first, I guess the first process that he had in mind was to rely on freelancers for timely execution and delivery, offering SEO with an SEO in one region, writers in another region, webmasters in another region. He had to extend his hours beyond the normal 9 hour working schedule, to be able to manage all the work and then do his own sales and customer service. In order for him to grow his business…

Itamar:
…from my experience Bernard by the way, this is most of the folks that are stuck, this is where they’re at, it’s the taking just any project cause you know, you probably need money through the door, you’ll just take anything. You’ll try to have cheap costs, so you do freelancers and people think that they’re making it and they’re advancing, but this is the toughest spot to break out of, so yeah, let’s see what we did with this guy.

Bernard:
So when he joined us he obviously needed to work 12 – 16 hours every day, so he had to find a all in one solution and he joined our program with a client base of 5 customers. He, as a growth hack, partner number 3 actually needed to realise that there was actually no way that he could do it on his own and he’d been doing it a while on his own. So as a growth hack he took on a dedicated project manager right off the bat because he needed subject matter mastery. While he was good at shaking hands and looking people in the eye and signing contracts, his customers needed some technical support in terms of implementing on-page, understanding the value and so on and so forth,. Understanding essentially what the methodology was doing for them.

Itamar:
I think not a lot of our partners are aware and I think we only introduce it when they become big, we should introduce it from the beginning, that you can have a dedicated project manager. When you’re small, you’re with Project Managers that handles a few partners, but in order to grow bigger you need someone that sits here on the floor with you that can chase people around for you. He can talk to your clients, he has a VOIP number with your number, your email. Some of them are even changing their linked in right?

Itamar:
They’re pretty proud to work for the brand they’re working for and this is a dedicated project manager, just to clarify.

Bernard:
Some of them even have business cards from the business that they work with.

{laughter}

Itamar:
Yeah, they taking it seriously.

Bernard:
Right. One of the other breakthroughs partner number 3 did was to focus on a niche and to focus locally. This is really laser focussing. He realised that he had an advantage locally because any successful work he did created a reputation for him locally plus his local knowledge of the business environment, of the culture gave him an advantage in terms of the industry. Now focussing on the niche also allowed him to be an expert in one specific industry vs everything.

Itamar:
Yeah so it’s focus on focus. Some people focus on niche. Some people focus on local businesses and I think that that double focus really gets you well focused but it really gets you to understand, like Bernard said and with this guy we had pretty awesome success in 6 months time.

Bernard:
Right, so in 6 months time he added $60 000 worth of monthly recurring revenue into his books and he added a lot of new accounts. What’s even better is because of the results he drove for his clients, he has one of our record best retention rates. Seeing our client base, he has virtually zero cancellations. Very unusual for us to see any cancellations coming from his account.

Itamar:
I think it’s the double focus. I think it’s because everybody knows him. He is the authority. He knows the industry, he gets word of mouth and you know, he is the go to person for that industry and that local. Some people try to fly out they might do the niche thing, but they fly out and spend so many resources just trying to keep everybody happy. The double focus here was really a good thing…

Itamar:
Yeah and I guess the guy was with us, he’s a great guy and I think he’s visiting us again in 2 months, that’s great to hear.

Bernard:
Right, he’s flying again in 2 months because he has since doubled his business over twice and now there are other larger companies that are looking to partner with him now.

Itamar:
Yeah, some of our guys are partnering with other agencies, SEO agencies and they just offer our services to those agencies, that’s another model that is working for some of our guys.

{slide: Key Insights to Be a Powerhouse Agency}

So we start really studying this thing and interviewing our successful partners and we came up with key insights to becoming a powerhouse agency.

Bernard:
Right and this is where we really get to the meat of this conversation, about what they’re supposed to learn when it comes to their stories and the first one is by expanding your network or establishing and expanding your network. It’s really important to realise. Your first set of clients, they are closer than you think. Leverage your contacts, your family, your friends, former colleagues. Join organisations, join industry associations, speak publicly, but build your network. It’s part, it’s a necessary part of building a successful business.

The next one is, we often get asked: “How much should you mark up?”, and we’ll revisit that conversation again, but for us the fairest way to say that is, don’t be greedy. Be reasonable with pricing by marking up based on the care and the value you add to the relationship. Base it on the amount of love you will provide the clients and the amount of time you’ll give clients. Do not undervalue your own time. This one is a very important lesson.

Itamar:
I want to also remind people that when you partner with us you get the dashboard, and it’s a pretty intricate dashboard. It took us years to develop and hundreds of thousands of dollars and you actually give that to the client not to mention the methodology and the support and the timeliness of deliverables. Serious content, serious features so you have to charge for it. And sometimes people undercharge and then they end up being frustrated, just chasing their own tail, out of breath, you know, because the markup is your breath of fresh air and the opportunity to focus on things, and grow.

Bernard:
Right, now the other one is delegate and automate as much as you can. As you saw, partner number 2 partnered up with a friend and that’s what allowed him to break out of being the all in one entrepreneur, being the all in one salesman. It allowed them to save time on, working with us allowed them to save time on reporting and having a dedicated person to do certain tasks. But you also have to realise that you can’t do everything by yourself or for long stretches of time. It will eventually put a glass ceiling on your ability to grow.

Itamar:
Right. The dashboard helps with that as well. Saving time on reporting. Some of our good guys they’re just understanding the dashboard where they’re studying it and creating their own employees sign in, login for their employees to login so they don’t see any SEOReseller they don’t see store or invoices or anything. And they create the client’s login so they find when their curious about their rankings or their analytics they don’t have to bug you.

Itamar:
So you know you save time. Eventually when you scale it’s a lot of time. Yeah, you start with educating, setting expectations, we’ll talk about it and yeah, this one goes without saying. Develop your skills and experience. Be the authority in your niche. We’re not talking about SEO, we’re talking about your niche, the niche you’re dealing with. You do your homework, take time to study the industry, methodology and best practices because when you’re going to a niche in the beginning the conversations might not be very fluent, but as you study the niche, when you go through their pain points, you help them again and again and again you have use cases. You become an authority, you get word of mouth, you get invited to speak. Think about it, for them digital or SEO is like, you know, a mystery and when you focus on a niche, it reaps, you can reap the benefits, that’s what I’m trying to say.

Bernard:
Right, and then for the next one it really is about being their partner, not their technician. A lot of business owners and a lot of people that start up their own digital agencies try to do everything by themselves. You won’t be able to maintain that role and you will hit a growth ceiling really quickly. Which sort of takes me to campaign management. So I’ll digress here a bit by talking about campaign management a bit.

{slide: Campaign Management}

This is the dashboard. For those of you that work with us, you already know how powerful it is. For those of you that haven’t worked with us, this is what enables you to save time by not digging into your mailbox to find your last correspondence with your client,s content that got sent to you, how many articles are waiting on approval. It allows you to view where the status of a project is in terms of fulfilment. It allows you to send your reports to your client. And the best part is it allows you to prepare for a sale in a matter of seconds. That is a lot of time that’s saved. Time that you can allocate to growing your business and not just running around being your own customer service person.

Itamar:
Yeah it saves you all the Google docs, excel sheets, emails, everything is in one dashboard. Everything is maintained by us, so you have a project, you always have a project manager, keep in mind you always have a project manager to lean on, so, whatever you need is in the dashboard or with your project manager. Important to remember, it’s a life saver.

{Key Insights to Be a Powerhouse Agency slide}

Bernard:
Right, so moving on. Start locally. This is what we saw in Case Study number 3 where partner number 3 realised that just going from coast to coast in terms of a customer base would not work. By focussing locally you start creating a successful portfolio in the local environment and then you can expand your reach by being known, by being able to speak publically at local events, by leveraging your knowledge of the local market, you’re able to grow faster with that focus…

Itamar:
…I think it’s now only you can grow faster if you start locally. I think that if you start by not focusing locally, even if the ticket size of the client you’re trying to win high, just the travel time or the fact that you can’t meet face to face in the office every time. I think it takes a toll. I think sometimes I seeing people like they’re sure they’re gonna close it and another passes and another month passes where they could have just like gone around locally and really winned. So there is a temptation cause sometimes someone comes from far away and says “I have a lot of budget” I think in the beginning, and we’re talking about beginning to the mid of the journey you have to stop with the long distance and the temptations to get the holy grail, we’ll talk about the holy grail…

Itamar:
It’s something we use a lot. So yeah, you start locally and the second is focus on a niche.

Bernard:
Right. This is really lazor focussing. As Itamar mentioned earlier, it allows you to gain expertise. You may not be a lawyer, but talking to several of them makes you realise that they all go through the same things when it comes to growing their practice. And as you get exposed to more and more of them and help more of them solve their problems you become an expert in solving…

Itamar:
…yeah..

Bernard:
…their problems, right…

Itamar:
…every niche will have different strategies, even if it’s just SEO. I’m not talking about SEO, PPC, Social and so on. Even if it’s just SEO, you have specific long-tail keywords, you have specific strategies, specific directories. So when you become the experts, the expert, nothing can beat that. And next one will be qualify…

Bernard:
…yeah…

Itamar:
…I guess Bernard is the one to talk more about this, he is more the sales guy.

Bernard:
Absolutely. I would love dealing with this. Qualifying potential clients and know when to let go. One of the things I like to teach our project managers and our business developers is you don’t just take anybody’s business. You want to take the business that you’re able to add value to. Just because someone’s got a budget, doesn’t mean you take on their business. What if they had done dirty SEO on the website before and it’ll take you 12 months to recover from that. What if the site is under a penalty. What if the keyword selection is not realistic. You need to understand whether this person is a good qualified client for SEO services or for any digital service you’re looking to execute. Now on the flipside. The ability to qualify and disqualify matters because you need to be able to balance that. But on the flip side don’t be too quick to disqualify…

Itamar:
…I just want to add about the previous one. Allow me to chime in, is that when you just starting, any client looks like a good client, but I’ll bet to defer, not every client is a good client and we’ve seen people getting so frustrated with their first one or second and then they go back to their day job because they think I can’t do that. But it’s just because they chose the, that ticking time bomb…

Bernard:
…right…

Itamar:
…they chose someone that with a bit of due diligence, they could realise that’s not for me, it’s gonna waste so much of my time. I can’t grow. But yes, you also need to not disqualify potential clients too quickly…

Bernard:
…right, based on our experience we realised that SEO clients tend to make emotional buying decisions and it is an emotional buying decision in about 30 – 90 days. For some it takes a while. For some people it’s quick, it’s 30 days because they’ve done it before. But for some people it takes up to 90 days because it’s not a known industry, it’s no, it’s like magic, they don’t understand how it works. They don’t understand how to compute ROI, they don’t understand the value at the end of the day in their books. But don’t be too quick to disqualify. Make sure that when you’re qualifying, you’re doing it out of a set criteria. For us it’s a set of 9 questionnaires where they have deposited on 5. You have to formulate your own.

Itamar:
Yeah, there’s some reasons why would they start and not start and you need to be there when they decide to start. Maybe even they went for a cheaper vendor and they’re unhappy and they’re looking for someone, so we would say 90 days you can still figure out what’s up with them, send them an occasional email saying “Hey do you need anything, any help, any advise, I would love to give it to you” and that second they’re in that decision moment you’ll be there, yeah so…

Bernard:
…right, it’s important to nurture your prospects. At some point they’re going to be ready to buy and the only thing to take away is you need to be there at the point when they are ready to buy…

Itamar:
…don’t give up easily. And don’t try to chase the holy grail…

Bernard:
…yeah, this one’s important. It can stop a lot clients from growing. You when you’re new and you’ve got let’s say 5 000 – 10000 worth of recurring monthly revenue and somebody comes in with a 10 000 ticket size. It’s very tempting to go after that one client with another $10 000 size cause you’re thinking as a business owner that one client doubles your business. But in reality that one client that doubles your business will eat up 80% of your time, making you neglect the remainder of the clients that are in your basket, so…

Itamar:
…it’s so, it’s a classic all the eggs in one basket case…

Bernard:
…right…

Itamar:
…and you become stressed, the response is unhappy and high tickets {inaudible} are very demanding. If they’re unhappy you can’t sleep at night, you don’t want it at the beginning of your way. The bigger agencies that work with us they are {inaudible}, we are helping them with a lot of audits and they do on-page for like thousands of pages on ecommerce shops but this is when you grow bigger. When you’re small and you’re taking that big ticket size, you just want to pay rent or, you know, this is your bread and butter, be very careful with that. That’s what we’re saying.

Bernard:
Right. Moving on to other key insights when it comes to becoming a powerhouse is know when to scale. Scaling is very tempting meaning, you’re a natural businessman, you wanna grow your business really quickly. But what we will advise is you have to create a steady base of monthly recurring revenue before you even start looking at the idea of scaling your business…

Itamar:
…yeah, salespeople, bigger office. You have to have that MRR. It’s not web design like we saw in the beginning, cause these come and go. Its when you get the clients to be happy with you, when you figured out how to retain thats where you really scale. You re-invest everything and you do crazy marketing, hire the best salespeople. But it has a {inaudible} time where you have to, to actually do that.

Bernard:
Right, now for some of you who have already worked with us, you know that we make it easy for you to join and we make it easy for you to exit. And we work on a performance basis, meaning, as long as you’re happy with us you keep working with us. We are monthly, pre-paid subscription based, but that’s not how we advise you to start. We advise you to start by signing your clients into a contract. Because this puts you and you customer in a long term state of mind. More than that it is incredibly difficult for you to tie somebody to a contract of 6 months tp0 a year. At least put a 30 day exit clause inside your contract that protects your, that protects your cash flow. But always sign a contract because this protects your cash flow month in, month out, month in, month out. Remember, you’re just starting out. How your cash flow’s determined if you have funds to grow your business.

Itamar:
Yeah, it’s a business decision and a couple of guys they just want to take the business in so they’ll just say yes to anything, but being diligent on going with a contract will really help you sleep better at night and I think also for clients the first month or 2 or 3, they’re the most kind of wary when they start with an SEO cause they give you thousands of dollars and they’re not sure what’s gonna happen. But once you get into this state of mind of OK, we’ll sign a contract, if you decide not to, just give me 30 days notice, so both of you are in it for the long haul. So everybody’s willing to wait and see what’s up and this is where we kick in with the dashboard and with the methodology and I think that you need to believe in what you’re selling. This is the biggest thing…

Bernard:
…yeah, i absolutely agree…

Itamar:
…and if the product, if the product wasn’t good, so what are we talking about, so everything is based on the product is good, the technology is good. You confident, you sign a contract…

Bernard:
…right…

Itamar:
…this is business, especially for the beginner, the beginning guys who are afraid to even mention a contract. They’re afraid they’re gonna lose it, but, guess what. It’s just a conversation…

Bernard:
…right…

Itamar:
…start the conversation. Something we didn’t mention Bernard, is the new resource center. Actually if you go to the dashboard, the resource center, right our guys worked hard on it today to move to switch to the new one, kudos to our marketing guys. And that’s a lot of material that’s brandable. Once you login to the Dashboard, you put your logo on, most of those sales material, training material, once you download, will compile the material with your logo on it, with your company name on it. So you have contracts and NDA’s that we’ll add dozens of more training materials to know how to sell everything from PPC, SEO to Social and you should really use it. I think the basics of any business, you start with your collateral, you start with the stuff that gets you moving…

Itamar:
…right so, yeah, get your clients married to the dashboard. I think we can’t stress this enough…

Bernard:
…right…

Itamar:
…and I’m proud of the dashboard. It took us years and I feel like we’re like only 50% in. I think we have so many features like poll tracking and like a CRM to send newsletter for your clients. Everything from the dashboard so there’s a lot to expect. But getting married. Why would they get their clients married to the dashboard Bernard?

Bernard:
So, first of all, we’re advising you guys to get married to the dashboard . You, yourself first, because your clients will not pick up the habit of using the dashboard, unless you use the dashboard as a habit. We’ve also realised that based off of how our clients behave, the most successful ones are the ones that are always in their dashboard, taking care of their clients, managing the accounts from within the dashboard. The dashboard has a white label version., meaning a version you can send to your customer. One that they can view on their phone, one that they can view in their home. Where they can see results real time and they see progress in real time.

Itamar:
Yeah, it’s like we all, we’ve all been in this situation where we track our rankings daily and we want to see what happened today. Is it green, is it red? Is it going up or going down? And if you set them up like this from the beginning and they start going daily, it’s responsive, they can check it on their mobile, I think we have clients that are like coming with crazy stories like this guy that called Bernard and said “Yes, Yes I’m checking the rankings cause I have a flat tyre, I’m on my mobile” going out there, super excited. And I guess it’s just forming good habits from the get-go. If after a few months you are sending the reports to the clients manually every time, not proactively but reactively it will be very hard to tell them, now go and start checking the dashboard. They wouldn’t know what you’re talking about…

Bernard:
…right…

Itamar:
…so from the get-go get them on the dashboard. Technically speaking, cause we have access to the database, we see that the, our big partners, they have a lot of users in the dashboard and these users are very active, they’re logging sometimes daily into the dashboard, checking the reports, checking the rankings, so this one’s pretty important.

Bernard:
Right, so the next one is also, leveraging networking effects. This is a marketing concept. But what we mean is when you try to educate one client, you walk into a sales pitch, you’re talking about a 30 minute conversation to one hour conversation where you’re educating one potential ticket. By doing this publically, by speaking at events, by going to industry seminars, conferences, getting invited to speak, volunteering to speak, you leverage a networking effect because it’s the same amount of time invested educating several potential clients.

Itamar:
Yep, and don’t give up on your dormant leads. I think we’ve covered it before. You reconnect with old prospects. You can even reconnect with people that were doing SEO or web design or whatever with you in the past and re-probe and see what’s up…

Itamar:
It works.

Itamar:
There is a percentage to it, you know, it’s statistics.

Bernard:
Right, your client base isn’t always new clients. Your client base can be people that have not bought that specific service from you and you want to make sure that you want to maximize your leads, your client base. So make sure that you never sunset clients that have more potential relationship to have with you, especially if you add value to that relationship…

Itamar:
Yeah, if you’re in the biz for a year, 2 or 3, you might even have like emails from 3 years ago that you can get something out of…

Bernard:
…right, we still get people that talk to us 3 years after the last SEO or website development so keeping those relationships warm really pays off.

Itamar:
Yeah and yeah I guess this is the most important one, cause this is a shameless plug…

Bernard:
{laughing}

Itamar:
…cause this is what we do, we recommend to not build your own methodology cause this is chasing your tail. Especially with SEO algorithm changes, getting good, solid backlinks, doing technical audits, doing a lot of on-page. You just want to deal with doing like the business, developing the business and I think that by letting someone, letting us, letting a vendor do all the grunt work for you , you can actually develop the business. We had people that came half, you know what, we want to do our own stuff so you do half your stuff, half our stuff. But I think the most successful ones are the ones that are just leaning on us completely and saying, you know what, it ranks most of the time, 90% of the time. Cause it’s SEO, not always you can figure out for the first month or 2 what’s happening. If the product is that good, 90% of the time, 80% of the time it ranks, let us just lean on your product, we’ll do sales, we’ll talk at events, we’ll go focus on our niche explain to the next niche selling other products.

This is where the success lies. A lot of the people, like me, are coming from the technical background and they really want to play with it. When you play with it, you know what, it doesn’t get you far. We are seeing a lot of {inaudible} {inaudible} and you know we have this unique perspective of seeing you guys from our end. We’re seeing you guys, how you grow how you don’t grow and it’s very important to realise that all these facts that we’re giving you are really from, I don’t know…

Bernard:
…real life experiences.

Itamar:
Exactly what we’re just seeing daily for over 5 years, we’re just seeing it daily. We can realise why someone is not hitting it off and we can tell them, but not always they listen, so if there’s something I can say, it’s just listen. So we’re seeing that we’re almost 40 minutes in and thank you guys for, you know, staying and listening and I think that we want to, before we go to the QA phase, we want to give you some pointers…

Bernard:
…pro tips.

{Pro Tips slide}

Itamar:
Some pro tips and I’ll let Bernard take this one.

Bernard:
Yeah, so for our pro tips, these are just the habits we would like you guys to build in order to break through, in order to get to powerhouse level. So first off, set expectations with clients off the bat, no surprises after the closing. If you set expectations low, if you download the contract, review the SLAs that can be branded with your company logo, on the dashboard, you will be able to educate yourself on what we are capable of doing and what we’re not and then educate your customer what we can do and what we can’t do. The next one is set meeting frequencies and be…

Itamar:
…this is a technical one…

Bernard:
…yeah.

Itamar:
This is like, if you follow it religiously, this thing works. Once you close, you finally close the client. I’ll let Bernard take it cause he start it, but I think that we’re doing it with our partners in the beginning and I think it’s important to do it with any new clients cause you really solidify the relationship.

Bernard:
Right. For most of our successful clients they understand that the frequency of the meetings, the frequency for the conversations and communication has to be relatively high at the first 6 – 8 weeks. Some of our partners do weekly on the first 4 weeks and then decrease that from twice monthly after that and some of them will do every other week for the first 2 months and then decrease that to monthly afterwards. But the best indicator that you’re doing it right is when your clients start cancelling on the meetings on you…

Itamar:
Yeah, they, I hear they say “OK, we know it’s going good, just send us the reports, no need to come to the office, it’s all good”. So this is when you know you really made it. This guy became recurring revenue, he’s happy with the product, he’s happy with the dashboard. You did everything correctly. But don’t be reactive. Don’t wait for a client to tell you “Hey can we meet?” cause that’s not good. And it takes me to the next one.

Bernard:
Right, the next one is about being the bearer of news. Good news or bad news, be your client’s bearer of news. Most of the time, we’ve never had a bad conversation with a client even when the context of the conversation was not so good, because they appreciate the diligence, the vigilance. We like to see the good in people, that’s naturally what most people are like. What they don’t want to experience is them having to find the cockroaches under the rug, the deficits in performance and this is when the relationship sort of turns sour. Be the first person to bear the news. Good or bad, especially good…

Itamar:
…yeah.

Bernard:
But any news.

Itamar:
Cause sometimes rankings goes up, nobody cares, the phone is ringing more, the client is happy, everybody’s happy but you don’t come and say “hey look what we did for you”…

Bernard:
…right.

Itamar:
But guess what once something happens, the website is down, then you’re just mentioned in a bad context. So I think that, even technically what we developed since we handle hundreds and hundreds of campaigns simultaneously every day, we developed a widget that checks the health of all the campaigns, SEO campaigns daily, and the second that something dips a bit, we are the first to know. We send it to the analysts, they audit it, if it’s just a fluctuation it might go back up tomorrow or the day after, they just monitor it. If they see that something was wrong, some backlinks, bad backlinks, negative SEO, the website is down, no index no follow, then we contact you, you contact the client. You have to be the bearer of both good and bad news. This really helps with retention, solid, good service…

Itamar:
We are enabling you to do that.

Bernard:
Right now the last bit, this is the more difficult habit to break. It’s about knowing when to give up your hat. People that start off their business like to do everything. They’re naturally intelligent people, specially, so the smart people that are listening out there, watch out and listen to this very sharply. Smart guys like to wear a lot of hats, they like to do a lot of things. Now it’s hard to let go of, sometimes it’s hard to let go of your own responsibilities because a) it’s part of your habits, b) you’re worried that someone might not do it as good as you. Well guess what, they won’t , but it’s fine…

Itamar:
…yeah.

Bernard:
It’s fine.

Itamar:
I guess I’m another example. I think I enjoy programming so much…

Bernard:
{laughter}

Itamar:
…and I enjoy spending time with the programmers, working on the system that I, this is a rare appearance for me. You know, I’m like a swine at midnight coming to talk to the partners and it shouldn’t be that way. You know, let the developers do the development and let me go and build the business. And it took me time to figure out , you know what, I need to get out of my comfort zone. I’m not a webinars guy, I’m not a talking in public PR guy. I enjoy programming but I have to get out of this comfort zone and I think this is what helps us grow. I haven’t programmed seriously for 2 years, which is sad for me, but I think business wise we are doing amazing…

Itamar:
And this is what I wish for everybody out there.

Bernard:
Right, and it’s sort of highlighted in our case study where you saw partner number 2 and partner number 3. One encouraged his friend to partner up with him and the other one took on a project manager right off the bat. It takes a lot of courage and insight to realise you can’t be a one man show and achieve powerhouse success levels. You just can’t. It takes more than one. Now on the other pro tips that we want to highlight…

Itamar:
…this is something that a lot of people are asking and on the survey you asked about this and we decided to really prepare a lot of material and be ready for the webinar or at least a blog post about it cause people are asking “how much do I mark up?”. For us it kinda goes without saying but we realised a lot of you guys are still curious about how much to mark up. You can talk to project managers and they will tell you and I think it’s in the video, but I think it should be at least 2.5…

Itamar:
And Bernard the sales guy can speak a bit, can talk a bit about that.

Bernard:
Right, so for most of our, for most of our successful clients, they mark up at a factor of 3 against our wholesale rates and this is because of the amount of care and the amount of visibility that they give their clients. So again, it’s about charge, charge for the care you’re ready to give and the most common, the most common rate that our partner charge is about a factor of 3 and it still keeps them very competitive…

Itamar:
…and I think it’s the bigger ones, cause actually when you’re just starting, 2 should be fine…

Itamar:
If you’re don’t have many expenses yet and you’re afraid to put a big price tag, but once everybody knows you, knows the dashboard, knows that your product is working, they heard about you through referral, which are the best type of lead, then you can start going to 2.5. You can start going to 3.

Bernard:
Right, now don’t flinch when there’s a threat of a cancellation. This is actually the time when you know you have to get into all gears. Take the time to audit. Get back with your findings to the client. Due diligence is always appreciated.

Itamar:
It does by the way, when we say take the time to audit, you just talk to the project manager, say “Hey what’s up, my client is threatening to cancel”. Many of the times you just figure out that, you know, maybe the ranking stayed on number 4 but the organic traffic actually grew from a long tail we didn’t track. So we are able to prove that in the matter of a day. You go back to the client. So, just take it easy and majority of the cases the retention is easy.

Bernard:
Right, also in some cases the rankings have dipped 2 positions, 3 positions down and yet you’re seeing traffic…

Itamar:
…climbing up…

Bernard:
…at an all time high…

Itamar:
…yeah, there’s a lot of these cases…

Itamar:
It’s very important to know how to figure it out. We are good at figuring it out so when you get to this point. This is the added value. This is what you are paying us for, all of these things. Again I’m saying lean on us, lean on the project manager, lean on the dashboard. It will really make your life easier. If you want to be very successful and not be stuck at lets say a freelancer level, you will see a chart soon, and you’ll see you might be able to recognise where you’re at. I think leaning on us will be the best thing to save as advise.

Bernard:
Right. Now for a few more best practices, what we’d like to call better practices, things you need to get better at. Start your campaign with good keyword selection and always consult your project manager.

Itamar:
Yeah, don’t try to rank for “doors”.

Itamar:
“I want to rank for “doors”.”

Bernard:
Although we’re ranking for plaster. {laughter}

Itamar:
{laughter}

What the band or the product? Yeah ok.

Bernard:
Yeah, so, it’s the product. But we like to remind our analysts, project managers and even our clients. A good campaign starts and ends with great keyword selection. That’s really all there is to it. Knowing what you can achieve, what you can drive relevant traffic for and then sticking to that until you drive free traffic with the SEO is really where it all starts and happens. A consultation of what keywords to use with your project manager is a 5 – 10 minute conversation. Invest in that 5 – 10 minutes.

Our fastest growing partners also run audits frequently every month. Roughly about 5 dozen audits every month. So if you want to be successful you have to execute the habits of the successful clients. The other is, our fastest growing partners are those with dedicated project managers. The ones that have someone in our office, is their advocate, runs their campaigns, talks to their clients, has their email, has their shirts and their business cards. {laughter}

Itamar:
And proud of it.

Bernard:
Yeah.

Itamar:
Sometimes I’m seeing people with shirts of companies I still don’t know and I’m like, who’s this guy. Well, he’s a dedicated project manager. They’re taking their jobs seriously. You’ll see them running after writers and “hey man, I’ll buy you lunch if you can get me this blog post in 2 hours”. This is the vibe, this is the, you can imagine the, sometimes it’s the stress that we have here when we work for so many agencies cause we’re the backoffice of so many agencies. You think you’re having a stressful day…

Bernard:
{laughter}

Itamar:
…well guess what, we’re having that times by like 20, so, and we love it. This is what we’re doing, so use it.

{slide: Action Plan Assessment}

That’s what I’m saying and I think we have that nice Action Plan Assessment that our marketing team came up with after we figured out all these data that we just showed you and we sampled a lot of our successful guys I think this is what we saw. And I think that a lot of people are stuck on the second phase, Freelancer full time. And I think this is the most interesting one cause there’s like one tweak, 2 small things you’ll do, you’ll change in your habit, you’ll change in how you conduct business and then you can be that next level. You can start hiring more salespeople, you can have a nice office because you did something right.

And I hope one of those tips from before and the facts clicked cause this could really take you from being that to a bigger agency not to mention a powerhouse agency. And I think that we will not go over this, I think it’s almost 50 minutes…

Bernard:
…yeah.

Itamar:
Thank you for your patience. I hope everyone is learning and soon we’ll start answering questions. So this image will actually be posted on our blog. I’ll ask Sheila our marketing manager to post it so everybody can take a look and assess themselves to see what’s the next level for themselves.

{slide: Q & A Session}

So guys, now it’s the Q&A. We’re about to get all the questions from our marketing peeps. I just want to remind you to schedule a call. Just go to bit.ly/getsked and project managers would love to take your calls and answer anything you have for them…

Itamar:
And you are free to call us anytime, you have the phone number and everything.

Bernard:
Right, well I’ll start off with the questions because we’re seeing them come in. So the first question that I saw which was very interesting. “Do you people, do you have people that speak good english to do telephone calls?”. {laughter}

Itamar:
{laughter} Yeah.

Bernard:
That’s a great question. So I’ll tell you what our standard is for hiring people that we put on the phone. They have to sound like me or better. That’s the standard…

Itamar:
…exactly.

Bernard:
They have to sound like me or better. If they walk into an interview and they don’t sound like me, it’s over. So yes, we have people that speak good english and that we put on phone calls at 1800 numbers from our clients, but more than that we don’t hire people to talk to our client’s customers because most of the time we hire people at supervisor level or better so these have to be people that are well organised that are used to delegating, that are used to managing multiple parts of a moving machine. So that’s the kind of people…

Itamar:
…I just want to say for whoever was asking the question. This is for project management. If your question is for cold calling or anything of that sort we are trying not to take these types of projects because it really gets us out of our normal vibe in the office. We don’t pick up the phone and just cold call all day. Our guys are utilised by talking to your clients or by just talking to you guys. So yeah, great english, mainly dealing with SEO analysis and proposals and audits and stuff.

Bernard:
So the next…

Itamar:
…so we will work on lead generation by the way, but it will be more systematic, more through the system, focused on industries and on locals.

Bernard:
So the other question related to who we put on the phone is “How much investment do we need for a dedicated project manager?”. So for us the answer is, we charge about $2500 on a monthly basis for a dedicated project manager. What these people do is they manage your projects, they are experienced project managers. They learn SEO from us. Some of them already come from the industry. You get an opportunity to interview the people who’s vibe you like, who’s chemistry just works with you. You take part in the selection process before we appoint anybody to your account. So that’s how much it costs or how much investment you have to prepare for a dedicated project manager. I think if I refer you to anybody who has one with us, none of them will say they regret it.

Itamar:
I see a question, it’s a simple one. I’ll just take it. “How to work with you if we are in Eastern Time New York?”. Very easy, we have people in the office 24/5. We don’t work on weekends, but we’re here all the time. You just pick up the phone, someone answers. Once you start working with us you have a dedicated project manager and we are really, yeah we are really looking forward to work with you whatever timezone you are.

Bernard:
Alright now, the next one, also interesting, all questions about project managers. “Is it possible to work with a Project Manager for marketing on a french language campaign if we bring all translations to you?”. So this one is a little challenging. We are really good when it comes to, so the region, actually Manila Philippines, the Philippines in itself, we’re largely an english speaking country. And I’m not sure everyone is aware of this. French is still a very marginal language so we try to only take on work that we’re really good at. Because this is not one of our native languages this might be more challenging. I would say, talk to a project manager to see how intricate the project is. If the project is easier, if it’s easier than I think then they might say yes, but if the project is doomed to fail we won’t, we only take business from people where we can add value to the relationship. I hope that makes sense and I didn’t dance around the question too much.

Itamar:
Yeah, “we have a, I have a concept in sign up a couple of years ago, do I need to re-sign up to have all the new dashboard functions, or is my old already upgraded?”. Good question, it’s already upgraded. Everything we do is just all across the board. We don’t have any special accounts for special people. You can get exactly the same account like the top partners that we work with. “And do you offer pitch templates like email?”. If I understand it correctly you want to pitch using an email, like blast an email. I’m not sure if we have that…

Itamar:
This is a good idea. Something to have. We have in the store, we have a lot of stuff related to email templates. By the way we didn’t mention in the store we really added a lot of products. We’re really breaking out of the SEOReseller or out of the SEO, just selling SEO model that we have. We have branding products, we have newsletter products, local related products, web design products to look forward to. I think that next week we’re launching it right? It’s gonna be…

Itamar:
…really good price. Really a lot of room for markup and the designs are amazing.

Bernard:
So the pitch doc, there are some samples of pitch documentation for every type of product in the dashboard. But for email format there isn’t one yet but we will work on it. I’ve also got another interesting question here: “Do you have sample contracts with the 30 day clause?”. Yes we do. They’re in the dashboard just download it from the resource center…

Itamar:
In the resource center. What else do we have?

Bernard:
The other question is: “How do I get a dedicated project manager?”. It’s simple. Call our number, the one that you see there. The 1800, the US number or the Australian number, wherever you are, call us and talk to our project managers. They’ll tell you how we can get you started with your own dedicated project manager in the office. Another question that we’ve got is: “Since we’re all interested in maximising yield, what’s the typical markup for the North American market?”. And I think we addressed that in the webinar earlier so we’re saying when you’re new and let’s say you want to fight, you want to fight the competition on the basis of price point, and you’re a one man show, you can start off on a mark up factor of, by doubling our rates. But as you get bigger better, as you get better at leveraging off the technology you shouldn’t shy away from marking up to 2.5 to times 3. Our powerhouse agencies are all marked up times 3. But most of our agency partners dance between the times 2 to times 3 what our rates our rates.

Itamar:
We have a question here: “How much to do a simple 5 page responsive wordpress site in a local niche?”, And we wanted to keep the surprise for next week but we have a lot of attendees and I guess this is a right time, I’ll just say it.

Bernard:
{laughter}

Itamar:
Less than $500. It’s gonna be good price. It’s gonna be by pros and from a to z. You just have to give us the brief and we’ll take care of the rest.

Bernard:
Right and 10 day delivery time is what we’re committing to.

Itamar:
Oh this is a really good question Bernard, you want to take it?

Bernard:
Yeah so: “So how do we move existing SEO clients over to you without losing our current momentum with each client?”. That’s a great question. So when you talk to one of our project managers and you’re an existing agency with a client base, one of the things that we is we study your clients. You have to give us the list. We do a pre-intake of all them and we try to find out is the SEO already as good as it can be, meaning does it just need a bigger digital footprint, a larger digital footprint, are it’s anchor text already balanced out and whatnot. But once we study it, we know how to move forward from the existing SEO over into our methodology…

Itamar:
…we’ll even match. If you have a bunch of packages we can even try and match whatever you are currently doing. Of course we have a lot of high quality invested in a lot of the stuff that we do. Some people are coming from really really cheap vendors, some Fivor vendors, some freelancers…

Itamar:
In this case it’ll be harder for us, but we can really chisel the package I’m talking if we have 10, 15 {inaudible} clients, we can really carve a package that would really look good, make your clients rank and yeah, you can migrate easily actually…

Itamar:
Really working hand in hand on migrating.

Bernard:
And I will take this question a little more to the left. There are agencies that ask us I want to move my, sounds like your methodology works and I’m convinced, I want to move over to you but how do I sell my clients now that their service levels have changed. And the most successful explanation is, to give the end clients is, you’re changing methodologies. It’s really that simple. SEO, search, organic search especially, is always a changing environment. It never stays the same and so it’s perfectly valid for you to tell them that you are changing the SLA’s not because you’re trying to skip out on work, but because you think this will drive more results for them. And it’s not a difficult conversation to have.

Itamar:
There’s a long one, I’ll summarise it, and this is a person that does Facebook Ad consulting and Content Marketing and he wants to do some handing off of ads, social media management and expand the service type provide.

So the question is can we do that? And the answer is yes. These are new capabilities that we developed in the last half a year and we can have Joshua our Product Manager contact this guy and explain more on how we do, you can actually see on the dashboard in the store, all the stuff that we do. We have a creative team, copywriters, graphic designers, we can create campaigns, we can set campaigns with their localities and we create reports and the second part of the question is will our dashboard show SEO because your clients are Social. So yes, I think right now it will have that SEO tab cause we’re again, we’re evolving. We came from being SEO reseller and we’re trying to really evolve into doing everything that a digital agency might need. We’re the back office for any digital agency out there. Any consultant that wants to grow. But getting there still I think we are very SEO prominent and stick with us, talk to Joshua, the product manager and he’ll update you. We’ll add Social Analytics, we’ll add the social counter publishing to the dashboard. Everything is in the works.

Bernard:
Right so, there are 2 questions. I’ll read the first one, but I’ll probably encourage whoever asked this question to give us a ring. “What do you do with Local SEO? Do you use something like Moz local?”. The reason I don’t nec, I don’t want to answer this right now live in a webinar is this is a mouthful. I can sit here and have a coffee and talk about this for 2 hours, so… {laughter}

Itamar:
…maybe, I think the answer is no. Not exactly like they do. We do all the citations, we open all the important directories, niche directories. But we do more…

Bernard:
…yeah.

Itamar:
…we do much more. So we’re not here to compare ourselves to other tools. We have our methodology and by large it’s what everybody’s doing, all the good good good agencies are doing, and more. But this is the part you either check it in the store or talk to a project manager.

Bernard:
Right, so the last question is also interesting: “How many client projects can a project manager handle or manage?”. For me, this is simple. A dedicated project manager can manage anything from 40 to 100 projects, so they’re awesome. We appreciate all the time you spent with us and I really love the questions. They’re amazing. I love the level of engagement…

Itamar:
…yeah, pleasure.

Bernard:
Yeah, Itamar, thank you for {inaudible} the webinar.

Itamar:
Thank you very much.

Bernard:
I wanted to remind you guys about the bit.ly link, if you guys have more interesting questions feel free to give us a call or set a schedule with one of our project managers by going to the bit.ly/getsked URL.

Itamar:
Thank you guys. See you at the next webinar.

Bernard:
Thank you very much for your time.