Latest / Success Story with Scott Clary / Live Event: Mastering Social Media (Propy Web 3 Summit w/ Robert Croak, Maya Vander, Ricky Carruth)

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Live Event: Mastering Social Media (Propy Web 3 Summit w/ Robert Croak, Maya Vander, Ricky Carruth) · Success Story with Scott Clary

• 0:00
  Um, well, hi guys, you know, each of you are obviously here because you guys are fantastic
• 0:10
  at getting in front of individuals and really kind of getting your word out, um, but you
• 0:16
  guys doing it in such a different way.
• 0:17
  You're lifestyle, education, personal experiences, whatever it is.
• 0:22
  How did you discover your voice?
• 0:25
  And like what, what's the importance really of being you as an individual person in front
• 0:32
  of your group?
• 0:33
  Getting good question.
• 0:35
  Good to see everybody.
• 0:36
  Look at this.
• 0:38
  Um, when I think about my voice, good question, actually, um, people ask similar questions
• 0:45
  and when I really sit down and think about it, I, I think, well, I didn't really find
• 0:51
  my voice, my voice kind of found me.
• 0:54
  And I think the question is, see, I had a, I had a really massive mission, um, which,
• 1:02
  which is, I'll tell you is, is to reduce the failure rate in the real estate industry
• 1:05
  one agent at a time and after I became a very successful agent, um, I never used social
• 1:10
  media to build my real estate business.
• 1:13
  But when I realized what my next chapter of mission was, then I said, okay, how am I going
• 1:20
  to execute on this?
• 1:22
  And that's when I realized I had to use social media to do that.
• 1:25
  So instead of asking, what are we going to do on social media?
• 1:28
  It's more so what's my mission and how can I use social media to action appeal on that
• 1:34
  mission?
• 1:35
  Right?
• 1:36
  So think about that when you think about how to find your voice or what you're trying to
• 1:38
  do on social media.
• 1:40
  Don't, you're, you, most people kind of do the reverse.
• 1:43
  And I did Europe with social media and a lot of you guys did, which is kind of a curse
• 1:47
  because then you're like, I have to build social media.
• 1:49
  What do I do?
• 1:50
  And it's more so fine, what your passion is first, what you really care about and then
• 1:55
  use social media to to pour that.
• 1:57
  Yeah, I would say Eric, um, I would put it to piggyback on what Rick said is be authentic.
• 2:06
  When I decided to finally come out and start really taking social media seriously, I noticed
• 2:11
  a trend.
• 2:13
  Everyone was following everyone.
• 2:15
  Every single video two years ago looked the same, whether they lived on East Coast or
• 2:19
  the West Coast.
• 2:21
  And so for me, I decided I was going to take all that out of the way and I was just going
• 2:26
  to do content that resonated with me that I felt the audience needed to hear.
• 2:31
  I was going to break down really difficult, really state business and financial topics.
• 2:37
  So the everyday person could absorb it and execute on it.
• 2:41
  And I stayed 100% true to the authenticity of myself and my message.
• 2:47
  And I didn't do any of the motion graphics or the crazy videos and high, you know, really
• 2:53
  highly polished videos.
• 2:54
  I did it all outside, walking with the road noise, people honking at me, snow, rain, it
• 3:00
  didn't matter.
• 3:01
  And that was the secret sauce for me and really catapulted me from at that time.
• 3:07
  I think I had 75,000 followers on TikTok two years ago and now I have 1.3 million just
• 3:13
  on TikTok.
• 3:14
  So to me, I think the key is authenticity, don't follow the herd and just stay really focused
• 3:20
  to your niche and stay in your lane because too many people try something fail, try something
• 3:25
  fail.
• 3:26
  They never give themselves enough time to figure out who their audience is and what their
• 3:30
  niche is.
• 3:32
  And I promise you, like you always hear your one video, your one meeting, your one event
• 3:37
  to weigh from a totally different life and it's absolutely true.
• 3:41
  And I always know where you are because I live in the same town.
• 3:43
  So when you're doing your videos, I can see the buildings behind you through that.
• 3:47
  A lot of people chase me down to be like, there he is.
• 3:49
  Let's see what videos these doing.
• 3:51
  So yes.
• 3:52
  Right.
• 3:53
  Yeah.
• 3:54
  Actually, I go with Robert.
• 3:55
  So my situation, I do this a full time, but because of selling sunset, my audience 95%
• 4:01
  women and the one is how a woman can balance kids and life and work.
• 4:06
  So I try to stay authentic, obviously, it's possible to share how do I balance my life?
• 4:10
  What do I do?
• 4:11
  But also remind people, hey, I'm not the selling sunset, a city, whatever, called one,
• 4:16
  called the style celebrities, I sell real estate and I'm actually here to generate business
• 4:20
  and leads, but that's the boring stuff, my real estate.
• 4:24
  So I try to mix it and do both.
• 4:26
  I noticed that why what I share mostly the gets more engagement is my family, my kids,
• 4:32
  me struggling to lose those last five pounds, basic selfie, selfie that like I didn't even
• 4:38
  think too much of God, the most engagement versus oh, here it is, like, you know, for sale
• 4:42
  or will it just list it?
• 4:44
  So stay true to yourself, don't be shy and just be, just be you.
• 4:50
  Everybody, first of all, thanks Eric and thanks everybody for, you know, sitting down
• 4:54
  and just trying to figure out how to build your best brand on social because it's difficult.
• 4:58
  You get a lot of conflicting advice.
• 5:01
  And I'll answer the question that you asked about how I sort of found myself through
• 5:04
  the lens of, I think most people here are trying to build a personal brand.
• 5:09
  That's what people are trying to accomplish because they're trying to use their social
• 5:11
  for a business reason.
• 5:13
  And when you try and build your vote on both personal brand and I put it in hair quotes
• 5:17
  because I would actually make an argument that most people screw it up and they actually
• 5:20
  don't build a personal brand, they just build a social account talking about the product
• 5:24
  or service that they sell.
• 5:26
  I think that you just over index on business information because it's safe and it's
• 5:29
  secure.
• 5:30
  So how I found myself, how I found messaging that resonates with my audience and just
• 5:36
  for context, I host a large business podcast, but I also put a whole bunch of educational
• 5:40
  inspirational content on my social is to bring parts of my life in that were unique to
• 5:46
  me.
• 5:47
  It's authenticity.
• 5:48
  I mean, you hear this word again and again and again.
• 5:50
  What does that actually mean?
• 5:51
  Bring parts of your life in that may feel at first a little bit uncomfortable sharing,
• 5:57
  but ultimately it's what differentiates you and creates a true personal brand, not just
• 6:02
  another billboard about you talking about real estate just with your face on that account.
• 6:07
  So include hobbies, passions, spiky points of view.
• 6:12
  You're not getting canceled anymore.
• 6:13
  It's just don't be an asshole, but include things that really do matter to you because
• 6:17
  that's what differentiates that's what makes you different than the other 10, 20, 30,000
• 6:24
  realtors, investors, mortgage, robbers, individuals that are trying to build their own personal
• 6:28
  brand.
• 6:29
  I can get the information about homes and opportunities and all these different items on a ton of different
• 6:37
  platforms.
• 6:38
  But why would I go to Maya or Ricky or Robert?
• 6:42
  It's because they include their own personal life and their own struggles and their own
• 6:45
  story and their content.
• 6:47
  That's what I just do again and again and again and again and that's how I found my voice
• 6:50
  and I find content that resonates with my audience.
• 6:53
  And I will say one more advice you should definitely post we voted for.
• 6:56
  I'm kidding.
• 6:59
  You know that I remember right away like four years ago I was so sweet and I was like thanks
• 7:03
  strong without a bite.
• 7:04
  It couldn't be more like 50, 50 and I got so much hate on both.
• 7:07
  So I will say avoid politics for sure, you don't want to get hate.
• 7:13
  So socials can feel like a constant content machine.
• 7:17
  How do you balancing consistent with keeping content fresh and exciting for all your viewers?
• 7:27
  I think what resonates most of the people are your opinions on things and not just telling
• 7:32
  people what to do but how to do it.
• 7:34
  A lot of people say hey buy a house, you should buy a house but everyone's talking about
• 7:36
  how to buy the house or you should do this, you should do this.
• 7:39
  But they don't really talk about how to do it.
• 7:43
  So when I'm thinking about running through like staying consistent with fresh content,
• 7:52
  the first thing you have to do to really stand out is to voice your opinion.
• 7:58
  And which means you have to have an opinion.
• 8:02
  And so in order to have an opinion which means you've got to become educated.
• 8:07
  So how do you stay educated?
• 8:10
  So you go down the rabbit hole with this.
• 8:13
  And you're not paying attention to what's happening in the world, in the industry, trends,
• 8:17
  et cetera.
• 8:18
  You kind of lose touch with how to really resonate with people because one of the questions
• 8:24
  about algorithms that are always changing.
• 8:26
  If you're not in the game, then you don't really understand what's working and what's
• 8:31
  not working and how to create different kinds of content with different formats to really
• 8:37
  resonate with your audience.
• 8:39
  So the best way to stay fresh is to number one, stay in the game as far as beyond social
• 8:45
  seeing what's going on, always be posting so they understand what's popping and what's
• 8:50
  not.
• 8:51
  It's staying educated.
• 8:52
  Like, Google your industry and roll through the articles every day and find the ones
• 8:58
  that stand out and read them.
• 9:01
  And stay on top of all the not just the clickbait information, but the real data behind
• 9:08
  whatever it is that you do so that you have your own opinion and then voice that opinion.
• 9:14
  Your opinion is what's going to make people follow you and make people content to watch
• 9:18
  your content.
• 9:20
  And always remember that the algorithms in your content is going to ebb and flow.
• 9:25
  You might go viral, you get a few videos that get a couple million views, maybe 10 million
• 9:30
  views, whatever it is.
• 9:31
  And then it goes away for a while and then you panic and you think, I've got to change
• 9:35
  up my style.
• 9:36
  Don't do that.
• 9:37
  It's always going to change.
• 9:39
  It's always going to happen flow.
• 9:41
  And that's one of the biggest things I see people do wrong.
• 9:44
  But then secondarily, and you touched on it perfectly, don't hand off your personal
• 9:50
  brand to an assistant or some virtual assistant because I actually called out one of the biggest
• 9:57
  influencers in our category.
• 10:01
  And I said, why are you copying all of my videos?
• 10:04
  You're literally taking them verbatim and even walking now instead of using your fancy
• 10:09
  studio, he said he didn't even know, I'm like, what do you mean you didn't know?
• 10:13
  You've done four in a row and these were very viral videos.
• 10:16
  And he said, well, I have a team of people that write on my content, they do all that
• 10:20
  for me.
• 10:21
  So I apologize, do not do that.
• 10:25
  If you understand the value of your personal brand long term and you look at it as if you
• 10:31
  are building a business, and it's not a pastime, lose the word influencer, forget about
• 10:37
  all that.
• 10:38
  You're building a business to be the top of funnel for all of your other businesses.
• 10:42
  And that is the most important thing when you stick with that authenticity and you don't
• 10:47
  farm it all out to virtual assistants or someone that has no idea what your audience thinks
• 10:53
  of you, of your voice, you're not going to stay in the right lane of what your audience,
• 10:59
  how they began to know I can trust you.
• 11:02
  Keep control of the reins.
• 11:03
  I'm not saying don't get help, I have help, but I still do all of my DMs.
• 11:08
  I still do all of my video editing and all of my writing.
• 11:12
  And people don't believe me, they're like, how can you be as big as you are and do that?
• 11:16
  And it's because I don't want people out in the world, especially in finance and business
• 11:22
  to get wrecked because my information is not the best that it can possibly be.
• 11:27
  And when you hand it off and you're just the talent that's just reading it off a script
• 11:31
  and producing those videos, people are going to get hurt by that.
• 11:34
  And that's why whenever someone that does finance says, this is the next 200x crypto or
• 11:39
  this is the next 100x stock, I'll call them out and say, why are you doing that?
• 11:44
  I know you're doing it for clickbait, you spoke of that.
• 11:47
  And that is the worst thing because you're not building a business, you're building vanity
• 11:50
  likes to get reactions that you can't build upon for your future self and your future
• 11:56
  of financial self.
• 11:58
  That is the difference that I want all of you to take away today.
• 12:01
  I'm speechless.
• 12:04
  That's right.
• 12:05
  No, I mean, I just want to talk again about the authenticity of that look.
• 12:09
  I mean, I know that if I'm going to post something about real estate, my engagements, we
• 12:13
  talk about algorithms, we'll probably be the lowest.
• 12:16
  I just cannot, if I post just listed just sold, even in the store, I could just see
• 12:20
  it doesn't get as much as I would like.
• 12:24
  That said, I'm still, my goal is to still let people know, hey, I'm not a selling
• 12:29
  sunset.
• 12:30
  Yeah, it's great.
• 12:31
  I was there.
• 12:32
  And it's amazing.
• 12:33
  But I do so really that I've been doing this for 12 years and my goal is here to get
• 12:36
  clients.
• 12:37
  So yes, I post a lot of personal stuff.
• 12:39
  Maybe sometimes I'll sprinkle a sprinkle selling sunset pictures because it gets a ton
• 12:43
  of engagement compared to my, oh, here are condos in Saniyes.
• 12:47
  And then I don't need a million people to watch my story about the condos in Saniyes.
• 12:50
  All I need is like one by or one sale, oh, my eyes in Miami, she does real estate.
• 12:55
  So it's okay to post your personal stuff.
• 12:57
  I should encourage it because people care and they want to see that that's getting
• 13:01
  engagement.
• 13:02
  But if you put up a lot of your business, just making myself a mix of the two show you
• 13:07
  out, but also remind people, hey, this is my business, this is what I do.
• 13:12
  So the question was how to keep content fresh.
• 13:15
  I would say that a couple of ideas on this.
• 13:18
  First of all, if you are putting out a whole bunch of content, you should have some sort
• 13:23
  of measure as to what's performing and what's not because there's a lot of lessons there.
• 13:27
  I see a lot of people just publish, publish, publish, and they're not paying attention
• 13:30
  to the type of content or the topics to get the most engaged, or drive the proper KBI's
• 13:34
  on just the vanity metrics, but drive the actual top of the final results and eventually
• 13:39
  end up converting into whatever thing you wanted to convert into.
• 13:42
  So there's a lot of learnings and just looking at your top performing content and taking
• 13:46
  that lesson away and then turning that into how you structure your new content or the topics
• 13:51
  and the content book as you speak on going forward.
• 13:53
  I also think that if we talk about keeping content fresh, we can look at it from two other
• 13:59
  angles.
• 14:01
  The first idea is that sometimes content doesn't have to be fresh.
• 14:05
  So sometimes the piece that I posted a year ago that really just hit, there's going
• 14:10
  to be a lot of people in my audience that haven't seen that piece of content.
• 14:13
  So how can I repurpose that?
• 14:15
  Maybe it's just a real that I repost or a tweet that I repost.
• 14:19
  Or maybe I want to turn it into a different format.
• 14:21
  Maybe I want to turn that reel into a blog or I want to do a full 10 minute YouTube video
• 14:27
  on that reel.
• 14:28
  So I think that there's, again, understanding that you take lessons from the top performing
• 14:33
  content, you can repurpose bold content, doesn't always have to be fresh.
• 14:37
  You can build a system for repurposing, meaning that I don't want to think of net new content
• 14:43
  across all of my accounts.
• 14:44
  So maybe I'll just, this is actually my process.
• 14:47
  I tweet about five to 10 tweets a day.
• 14:50
  I look at the top performing tweet and then I'll turn that into a YouTube video, a newsletter,
• 14:55
  I'll turn that into a reel, I'll turn that into Instagram story, but I want a testing
• 15:00
  ground so that I don't have to always think about net new content on every single platform.
• 15:05
  And then I guess I mentioned two ideas.
• 15:07
  I'll give you one last one.
• 15:09
  If you want to understand how to play to the algorithm, I don't like that word because
• 15:13
  ultimately the algorithm is just your audience, but if you want to play to the algorithm as
• 15:17
  much as you can, look for the new features that a social platform is rolling out.
• 15:24
  So if a platform is rolling out a new feature, they generally give that new feature more
• 15:29
  organic reach just to push it into the market.
• 15:33
  So if you can find a way to take your existing content and repurp or find a way to push it
• 15:38
  out through that new feature that a social platform is rolling out, you will get a slight
• 15:43
  boost in organic reach, but that's what I'd recommend.
• 15:46
  And I want to piggyback for just five seconds on that Scott.
• 15:50
  One of the most important things and one of the biggest mistakes I see people make when
• 15:53
  they're building their brand is they find a platform that they're doing well on and
• 15:57
  they go all in on that.
• 15:59
  Don't do that.
• 16:00
  You have to be on me present.
• 16:02
  You know, I'm not an expert at YouTube, but guess what?
• 16:04
  We're working on YouTube linked in a lot of people think is just for jobs.
• 16:08
  It's not.
• 16:09
  It's a great resource for you.
• 16:11
  I mean, make sure that you are omnipresent because we never know with any given president
• 16:16
  or congress or whenever what might happen to a platform.
• 16:20
  So be omnipresent so then that way you're not all in in one basket and you have the diversity.
• 16:26
  So how do you convert followers into actual clients?
• 16:34
  There's a lot of different ways to do that.
• 16:36
  There's many different ways and I'm glad that he brought up Scott brought up the testing
• 16:43
  part.
• 16:45
  I was talking to Jack from ice coffee hour you guys read the ice hop coffee hour of the
• 16:50
  podcast.
• 16:51
  They have accounts where they just post massive amounts of short, long form, everything just
• 16:58
  to test to see what piece of content really pops and then and then what the one that does
• 17:03
  they use it on their main account and then they take ideas from that.
• 17:07
  They literally have like accounts on every platform that's just testing accounts.
• 17:13
  That's that's huge.
• 17:15
  But as far as converting people and the clients for for me.
• 17:18
  So there's a lot of different ways you can do it.
• 17:19
  The way that I do it is I think of email as a social media platform when when you open
• 17:26
  up your phone and you look at social media, what's the physical motion that you that you
• 17:30
  take?
• 17:31
  Right?
• 17:32
  You're scrolling.
• 17:33
  When you open up your phone and you go to email, what's the physical motion that you're
• 17:37
  doing?
• 17:38
  You're scrolling.
• 17:39
  Right.
• 17:40
  You're looking at a basically a news feed to see if something pops out that you click
• 17:42
  on.
• 17:43
  It's really the same thing.
• 17:44
  It's just a different format just like every platform is.
• 17:47
  The difference is I think email is kind of your platform that you can you have a little
• 17:52
  more control over what the algorithm is and how many people are actually going to see that
• 17:57
  piece of content when you want when you want them to see it.
• 18:00
  So I think it's really big to try to convert people to your email and texts, right?
• 18:06
  Your email and your texting platforms, new tags.
• 18:09
  And to get those people over and convert them over into your platform.
• 18:13
  So then you can market to them forever as opposed to the algorithm, basically hiding
• 18:18
  you from their fee, you know, in three, four weeks a month, a year, whatever.
• 18:22
  You don't know what's going to happen there, but if you can convert them to your platform
• 18:25
  and then market to them from there after you built a trust and built your brand, you have
• 18:29
  a far better chance to convert them than whatever business you're in.
• 18:34
  And I would say the best way to look at your personal brand is with patients.
• 18:41
  When you're building a personal brand, whether you're from start, you're in the middle,
• 18:45
  you're trying to get to a million followers, whatever your goals are to make it your top
• 18:49
  of funnel, treat it as a business.
• 18:52
  If you were to invest in a small business, let's say a pizza shop, I do pizza shops.
• 18:56
  Let's say a small business, you buy a laundromat, you don't buy it and expect it to be profitable
• 19:00
  the next day.
• 19:02
  You don't build it and expect it to give you a paycheck in the first six months.
• 19:06
  You're looking at it as a long term investment.
• 19:08
  Too many people don't do that with their personal brands.
• 19:12
  You look at it and go, wow, I did 10 videos and nothing happened, I quit.
• 19:16
  It's ridiculous.
• 19:17
  Put the effort into yourself, treat your personal brand as a business, learn, learn, learn and
• 19:23
  then you watch it come back to you into to piggyback off of your email, 100%.
• 19:29
  So many people in the world where we're at don't understand the importance of email.
• 19:34
  And one of the smartest things we did, this was two years ago, is we built, I was really
• 19:39
  mad at all the budgeting tools that were out there and I knew mint was going away.
• 19:44
  So we built a budgeting tool, Elizabeth on my team built it and we were going to sell
• 19:48
  it for like 599 because I need thousands and thousands of people would buy it.
• 19:53
  I was like, let's just give it away and make it our top of funnel for our email.
• 19:57
  And today, I think we've done 180,000 people downloaded the budgeting tool for free, which
• 20:03
  is way more valuable than me selling it for $5.
• 20:06
  So just be omnipresent, build your personal brand like any other business you'd be investing
• 20:11
  in because you can't give up on it that quickly.
• 20:14
  Yes.
• 20:15
  And also it's very important to treat it like your business, I time block literally to focus
• 20:21
  on LinkedIn, IG and Facebook, I'm honestly I'm lacking with Facebook but I will recommend
• 20:27
  go to Facebook because you can get a lot of leads there.
• 20:30
  Make your DMs, I miss so many DMs because a lot of them go to spam unfortunately in my
• 20:36
  case with social media.
• 20:38
  But those DM people are reaching out to me, they want to buy, they want to sell immediately
• 20:42
  get their emails and I just move them to my CRM and my email blast so I can stay in touch
• 20:50
  with them.
• 20:51
  So really time block time to focus on social media, I mean responding to people on DM engaging
• 20:58
  with people, it's basically prospecting like I block time to do cold call, it's the
• 21:02
  same time, it's the same thing that I need to do to block for social media because it's
• 21:06
  just a great, it's free, it's a great way to prospect people in organic maybe way, maybe
• 21:12
  you're going to comment on someone's picture as well, don't just be selfish and post your
• 21:17
  own post and then just forget about it.
• 21:19
  Look at the engagement but I will recommend check your messages and get their emails to
• 21:24
  their point and make sure they're in your other platform as well to stay in touch with
• 21:28
  them because the DMs can get overwhelming and then you forget about it and move them
• 21:32
  to your email, get the phone for number and focus on that.
• 21:37
  If you want me to answer, I see that clot going the other way down, that was too hard
• 21:41
  sir.
• 21:42
  Alright, so I'll do a couple last very tactical things because you've got like a lot
• 21:48
  of the theory down about how to convert your audience into clients.
• 21:53
  So a few things I do, obviously you have to know your funnel, first of all, and social
• 21:57
  is going to act as your top of funnel.
• 22:00
  You should just very tactically have Lincoln bio or pinned posts on all of your social with
• 22:05
  that lead magnet that you want people to die like look the robber was saying about that
• 22:10
  that widget, what was it, a budgeting tool, great tool for like a free lead magnet.
• 22:16
  Just have it everywhere you're posting, I mean the common census and comment and this
• 22:19
  is very basic, except that I don't see a lot of people doing well.
• 22:23
  Another strategy that I use to convert my audience into, well for me, it's podcast listeners
• 22:28
  but I also sell products, I sell information products, I ask them what they want.
• 22:32
  I ask them what kind of content they want, I ask them what kind of education I can give
• 22:36
  to them for free or for paid, what are they willing to pay for.
• 22:39
  I'm asking them on Instagram stories, I'm sending out emails with Google tight forms with
• 22:44
  a survey responses like I'm always asking them what they want.
• 22:47
  So I'm creating the content, I'm creating the product if I can, I know real estate
• 22:52
  here on the creative product, your customer, but you can definitely ask them what type of
• 22:55
  content they want.
• 22:56
  So I'm always engaging with, I've been making them part of my story, a part of my business
• 23:00
  because at the end of the day, social is not just a megaphone going one way, it's social
• 23:05
  is communication.
• 23:06
  So I'm always surveying my audience and then strategically on Instagram because I know
• 23:11
  a lot of people focus on Instagram, regardless of whether or not that's the right thing,
• 23:14
  it's a great tool.
• 23:16
  There's a software called many chat and what many chat does is it, and you've probably
• 23:22
  seen it, some of you may use it, it's for me, one of the most useful tools for pulling
• 23:26
  people from Instagram and getting them into my funnel, you can set up keywords.
• 23:30
  So if you post something in the description, you can say, hey, comment for me podcast and
• 23:35
  I'll send you my most recent podcast and what many chat does is it will DM them the most
• 23:40
  recent podcast episode.
• 23:42
  So that's a very tactical software tool to get the audience from Instagram onto the podcast
• 23:48
  or into a funnel or to go subscribe to my newsletter.
• 23:51
  But ultimately, you just have to have your top of funnel positioned across all your social
• 23:54
  people.
• 23:55
  Click it.
• 23:56
  They subscribe, they download, they engage, they do whatever you want them to do because
• 23:59
  you don't want to keep building the social account and really when you build a social
• 24:04
  account, you're building a castle and someone else to sandbox, right?
• 24:07
  You never know when that social can get taken down.
• 24:09
  So find a way to take that audience and put them where they're actually yours.
• 24:13
  Fantastic.
• 24:14
  I feel like we haven't even touched the surface and we're out of time already.
• 24:17
  So we're going to have to go in your podcast.
• 24:18
  We'll just kind of recreate this thing for an hour.
• 24:21
  So everyone gets something out of this.
• 24:23
  Is this fantastic?
• 24:24
  Thank you guys so much.
• 24:26
  Appreciate you.
• 24:27
  Thank you.
• 24:28
  Yeah.